These days, any ambitious and responsible real estate agent appreciates the importance of real estate CRM in managing and developing their business and network. It’s a way of marinating ties with clients, being top of mind for referrals, and never missing an opportunity to be part of a transaction.
1. More than just a contact manager
A real estate CRM system is more than just a list of names of contact information. Nowadays, CRM software provides integrated access to your email and calendar, allowing you to contact people directly and to account for multiple meetings at once. Furthermore, a tracking system tells you where each client is in the sale cycle, thereby allowing you to automate much of your marketing efforts.
2. The feeling of being connected
The ability to sync business email accounts with a CRM program means that you can automatically add clients or prospective clients to a contact database as soon as the first communication takes place. This combines several processes into one easy step, while keeping all your information in a single accessible place. You can incorporate documents, emails and social media profiles. Basically, when used to its full potential, a great CRM system is practically like having your own personal assistant.
3. Develop a whip-smart selling routine
CRM also give you increased opportunity to take your selling game to the next level. For example, ever heard of the “daily five” real estate technique? If not, you’re missing out on one of the most effective business growth methods that is out there. Adding discipline and structure to the way you maintain ties with contacts in your database, the daily five method works like this:
Each day, Monday through Friday, you call five people and talk to them for five minutes. Each week, you’ll contact 25 people while only speaking a mere 25 minutes each day talking to them. In less than half an hour a day, you’ll have made almost 1, 300 calls by the end of the year. If you break down those numbers, it means that if you have around 300 names in your database, you’ll have spoken to each of them at least four time annually. Even if only five per cent of those calls end up turning into business opportunities, you’ve made some serious progress.
4. Spreading the love
All real estate agents understand the importance of referral trading and having other professional colleagues you can trust. Keep in mind that your CRM includes not just the names of all your past clients and current prospects – it’s also a handy database of all kinds of business owners and professionals. This allows you to quickly and easily refer your clients to other professionals whose services they might require. Whether it is a mortgage lender or carpet cleaner, let your CRM work as your personal referral tool and bank those karma points. Send an email through your CRM to let the person you’re referring know to expect a call, and schedule a task in your CRM to follow up and see how things went.
5. Maximize your online presence
CRM allows you to leverage your social media activity for maximum visibility and productivity. If you’re currently just using social media to stay in touch with friends and family, it is time to start thinking about how you can use it as a tool to develop your business. By linking your social media accounts like LinkedIn and Twitter to your CRM, you can actually use social media to find reasons to keep in touch (birthdays, work anniversaries, interesting posts) with the growing number of past clients, prospects and other contacts who prefer social media. Making the most of social media is a key way to stay competitive and also keep track of how other agents are engaging with clients.