When getting into real estate, One of the first things you should do is use a Customer Relationship Management (CRM) software program. CRMs are your one-stop-shop for all your lead data, list of current and past clients, marketing tools such as emails and social media postings, and keeping all your important documents in one centralized location. CRMs are built to make you more profitable and make you the best agent by helping you manage all aspects of a realtor's relationship with their clients. Picking the right CRM can be tricky as agents have many different options to pick from. Some are for newer realtors, while the more complex ones are for those who want all the tools they can get. It may seem alarming at first, but once you find the right one for you, you will be able to take your business to the next level. Here are ways you can utilize your CRM and capitalize on your full potential as an agent.
1. Organization
As an agent, you have to be able to change and adapt at any moment. One second you are a salesman; the next second you are a psychologist, reading your clients to understand what they want. Maintaining all this information is often grueling or difficult if you don’t properly organize. Gone are the days of having a million sticky notes of client information plastered onto your computer screen. Using the available tools, you can organize your database to make it quick and efficient to reach out to both current and previous clients. However, don’t put everyone into one category of just current and past clients. Think of how they relate to you and your business. Were they a friend or a friend of a friend? Were they a seller lead, where they met at an open house? Ask yourself these questions when writing up the lists. Many CRM’s let you organize the system to your liking, so look through your options to organize your system to your exact liking. CRM’s have built-in tools to input all the finite details of sale into one easy-to-access service. You can input your target goals for each month, the source of your clients (referral, social media, website, etc.), activity streams, and many other features.
2. Marketing
Your sphere of influence is the backbone of relationships when it comes to real estate. When speaking to different clients, you aren’t going to speak to them all the same way. You wouldn’t market to the new clients you met at a soccer game the way you would to your best friend's brother. By organizing these different groups of people into specific categories, you are able to adjust your marketing tactics to those individuals as opposed to having just one big marketing message for everyone that doesn’t feel specialized for that individual. You want to leave the information that applies to everyone for the Newsletter that CRM’s have in order to organize the important information into one big email.
3. Relationships
You can be organized, market well, and look the part, but at the end of the day, it is all about developing those relationships. Whether it's your best friend or a stranger that you had just met an hour ago, following up and maintaining those relationships will make or break your business and future as a real estate agent. CRM’s have built-in tools to help with keeping track of clients who have reached out to you. You will receive notifications to reach back out to those individuals. These will ensure that your clients feel heard, won’t fall through the cracks, and stay on your potential sales radar. CRM’s are designed to make your life and the client's life easier.
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