10 Simple Ways Agents Can Stay Relevant After Handing Over The Keys


The post below appeared in InmanNext last month and it’s on a topic we thought you’d be very interested in, since it’s all about effective contact management and creative ways to stay in touch. While reading the post, keep in mind that with a great real estate contact management software, you can cover most of the items on this list. You can even automate and supplement a lot of your keep in touch work with drip marketing and auto responders.

We particularly like #3, “Share your list of preferred vendors.” Use the built-in Business Directory in your CRM for REALTORS® to filter your database by business professional and recommend the right person to a client in a snap! Check out this article to learn more: “Get More Real Estate Leads and Clients with a Business Directory.”

Enjoy:

1. Call clients from time to time

Keep in touch with your real estate clients with regular phone calls

 

 

 

 

 

 

 

2. Write a letter

Write a letter or real estate thank you card

 

 

 

 

 

 

 

3. Share your list of preferred vendors

Use the built-in business directory in IXACT Contact real estate CRM to stay in touch

 

 

 

 

 

 

 

 

 

 

Click here to read the full article…

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

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6 Key Benefits of Using a Real Estate CRM


Real estate CRM, technology helps build relationshipsCheck out the below article from Jay Thompson, Zillow’s Directory of Industry Outreach. In the post Jay articulates, extremely well, six important benefits to using a real estate CRM. This is a must-read for every REALTOR®! Keep in mind that you can do everything Jay discusses in this post with IXACT Contact.

Enjoy:

CRM stands for customer relationship management. To some agents, CRM means software that is designed to help manage clients. Others consider CRM as a philosophy or strategy for how to run a business. Still others view CRM as a process that involves strategy, software and systems to gather, nurture and ultimately convert contacts to clients.

Regardless of your definition, the fact is nearly every top real estate agent uses some form of a CRM solution in their business. Which particular product they use isn’t as material as what they do with it.

In talking with dozens of agents who use a real estate CRM to convert contacts to clients, six benefits rise to the top of the list.

One place for information

Most successful real estate professionals have multiple lead generation streams. You probably get contacts from sources such as your sphere of influence (SOI), your website, social media platforms, direct mail campaigns, farming, online advertising sites, and more. Maintaining individual databases for all these lead gen sources is cumbersome at best, and likely horribly inefficient.

With a CRM, you can consolidate information from all your lead generation sources in one place. Contacts are easily collected and organized, and you can access the information from various platforms (desktop computer, laptop, tablet, mobile device).

Immediate responses

Responding immediately to inquiries, particularly online inquires, is a critical component of successful conversion. Many real estate CRMs include an auto-response feature that you can program to provide an immediate response to contacts.

Click here to read the full article…

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

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Real Estate Marketing Ideas


IXACT Contact real estate email marketingIf you’re looking for some great real estate marketing ideas, you’ve come to the right place! In this post I’m going to outline four of my top ideas for promoting yourself and your business, staying top of mind, and establishing trust and credibility with your real estate sphere of influence (SOI).

1. A monthly real estate newsletter

Make sure your CRM for REALTORS® includes a professionally designed and written monthly real estate e-Newsletter. This way, you can benefit from a fantastic way to stay in touch with your database without having to pay an extra fee to a newsletter company or spend hours writing and designing an e-Newsletter yourself.

A great e-Newsletter contains excellent content that is relevant to real estate and that your clients and prospects are going to look forward to receiving each month. In addition to being a great way to stay in touch, an e-Newsletter positions you as a “home expert” and helps you build confidence and trustworthiness among your sphere.

2. Handwritten Thank You notes

In our digital age, handwritten cards are rare and therefore, go a long way. How many Thank You cards do you receive each month in the mail? Make it a routine to send a handwritten Thank You card when someone sends you a referral, when someone asks you for a recommendation (thanking them for putting their trust in you), after a listing presentation, after contacts have attended a client appreciation event or home expert seminar, and after working with a client.

And another reason why Thank You cards are so valuable is because most people don’t throw the card away right after they get it. They usually will post it on their fridge or somewhere in their office – which will continue to remind them of you.

Make sure you don’t send a card with a cookie-cutter message. Make it sincere and be sure it’s in your own personal handwriting.

3. Helpful online content

Online content is a great way to gain awareness and leads. First, consider adding helpful articles, guides, reports, infographics, and/ or videos to your website. Second, start a blog and consistently post content (aim for twice a week). If you’re strapped for time or don’t have a lot of help, consider the services of Morris Real Estate Marketing Group. By publishing great content to your site, you’re increasing the likelihood that leads will find you in the search engine results pages (SERPs). For certain types of content, consider asking for a name, phone number, and email address in order to grant access. This way, you can get the lead’s contact details and add them to your database and a drip marketing plan. Then, you can give them a call to see if they have any questions.

4. Just Listed and Just Sold e-Cards or e-Flyers

Just Listed and Just Sold e-Cards or e-Flyers are excellent ways to not only put new listings and solds in front of hot prospects, but also establish greater credibility as a top Realtor. A great real estate CRM will come with beautifully designed templates that just require you to insert your images and add a few lines about the details of the property. You can then send the e-cards or flyers to the right groups in your database in just a few minutes.

With the Realtor CRM’s Email Campaign Reporting feature, you can see who clicked on any “learn more” links to identify potentially hot prospects to engage with right away.

It’s very easy to implement the four real estate marketing ideas discussed in this blog post. And each one will go a very long way in helping you to grow your business. Good luck!

Which one of these ideas are you already doing or which one(s) do you plan to implement? Please let us know in the comments!

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

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The Little Known Key to Success in Real Estate Sales


Real estate sales success starts with a real estate CRMThe highest-earning real estate sales professionals share a common trait. This trait enables them to climb to the top of their markets and remain dominant. Year after year, these upper-percentile performers list and sell more homes than several of their competitors combined! This is all because they are consistent in their marketing, communication, service and relationship management.

Consistent marketing, no matter the direction of the real estate industry, is a key element in lead capture. Consistent communication is a critical step in converting prospects to clients. Consistent service and relationship management creates repeat business and referrals!

Client retention is among the foremost concern of major corporations. Simply put, it’s more expensive to attract a new customer, than it is to keep one. The Harvard Business Review estimated that for every 5% improvement in customer retention, your business profitability increases a minimum of 25%. Here’s why:

  • The cost of client acquisition occurs at the beginning of a relationship. The longer the relationship, the lower the amortized cost.
  • Long-term clients are less inclined to switch to a competing agent.
  • Long-term clients are less sensitive to the cost of your real estate commission.
  • Long-term clients are more apt to refer your services to others. This sets the stage for exponential growth when these referrals also become long-term clients.
  • Long-term clients provide word-of-mouth marketing about you to their social sphere.
  • Long-term clients provide testimonials and social media reviews that strengthen your professional reputation.

Whether you are new to the real estate business or an established practitioner, consistency is required to attract and retain clients. Fortunately, there are affordable solutions that allow you to be consistent, such as a Client Relationship Management system for REALTORS®, or real estate CRM. Using a CRM enables you to deliver consistent branding and communication to your prospects and clients.

An excellent real estate contact management system/ CRM like IXACT Contact gives you the leverage of automation, while including the personal touches that make your messages authentic and engaging. Consistency has never been easier with a CRM for real estate – it’s truly a must!

At the end of the day, being consistent matters. It’s essential to retaining clients and of course, to your ultimate success. Use the right real estate tools to help you in your journey and good luck!

Carrie Gable & the Real Estate Virtual Assistant team at RealSupport, Inc. work virtually for many top real estate agents & brokers nationwide, offering marketing campaigns, branding, website & logo design, listing marketing efforts, lead management, technical support, marketing presentations, social media setup & management, copywriting, blogging and much more.

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

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Choosing The Best Real Estate CRM


Rich Gaasenbeek, IXACT Contact’s VP of Sales and Marketing, sat down earlier this year with Chris Leader of Leader’s Edge’s Training. Chris is one of the premier real estate sales trainers in North America and advises all his clients to use IXACT Contact. Check out this video where you’ll learn what to look for in a REALTOR® CRM.

Learn how to choose the best real estate CRM and why you need one with rich contact profiles, powerful email marketing, and one that adapts to you as you grow your business over time.

Learn why you need a #Realtor #CRM that adapts to you as you grow your business over time [Tweet this]

Rich is a big believer in lead nurturing and as you’ll learn in this video, IXACT Contact is great at helping you with that. 20 years ago Rich worked for a big sales organization where every sales rep. in the company was given a big blue button with one word on it: “YET.” The point was that when a lead or prospect ignores your calls or even says “no thanks,” they’re not really saying “no,” they’re saying “not yet.”

Rich pursued some leads for two and three years before ultimately winning the business. He wouldn’t be able to nurture his leads effectively over time, and eventually convert them, without a great CRM.

Was this video helpful to you? Please leave a comment below!

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

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What To Do With Email Marketing Lists


Email marketingIf you’re wondering what to do with a purchased email list, the answer is don’t use it or upload the email addresses into your real estate contact management system!

Purchased email lists are illegal in Canada under the new CASL legislation. In the U.S. it is legal but those who do it quickly realize they’ve made a mistake. Why? It just doesn’t help you. In fact, it could do more harm than good. When you send unsolicited emails to people who have nothing to do with you, you’re likely annoying a whole lot of folks, causing them to quickly hit the delete button or worse, block you.

Historical training data from Omnivore, MailChimp’s anti-abuse system, showed that engagement (opens and clicks), suffers dramatically with purchased email lists. Unsubscribes and complaints on the other hand, dramatically increase.

“Opens and clicks suffer dramatically with purchased email lists.” [Tweet this]

Email lists are not usually high quality. The email addresses on the list have probably been over emailed (or dare I say spammed) by others who have purchased that list.

As well, purchased lists are often scraped from other websites and are not opt-in. This means that you’re emailing people who never agreed to get correspondence in the first place – from anyone!

You also don’t want to be reported as a spam or junk mail sender. If you are, emails coming from you will probably automatically bounce.

According to Hubspot’s Corey Eridon, “Did you know that there are organizations dedicated to combating email SPAM? Thank goodness, right? They set up a little thing called a honeypot, which is a planted email address that, when harvested and emailed, identifies the sender as a spammer.

“Similarly, things called SPAM traps can be created to identify spammy activity; they are set up when an email address yields a hard bounce because it is old or no longer valid but still receives consistent traffic. Fishy, eh? As a result, the email turns into a SPAM trap that stops returning the hard bounce notice, and instead accepts the message and reports the sender as a spammer.”

If you’re flagged as a spam sender, it can take years to increase your sender score and reestablish the reputation of your IP (and your reputation for that matter).

And have I mentioned the inaccurate and out-of-date data also many times inherent in purchased email lists, despite being promised the contrary? That’s right. And a database filled with inaccurate data is a nightmare from a “staying organized” perspective, when you’re forced to separate out the good data from the bad and compare the results of your campaigns. Now you have to sort out who actually has agreed to get your emails and who you hasn’t. Not a fun task!

You may have heard that earlier this year, former Massachusetts Senator Scott Brown rented his email list to a partner who then spammed his email subscribers. This incident almost certainly greatly diminished his trust and credibility in the eyes of some of his most loyal supporters. Buying or renting an email list is simply a bad idea. It’s worth the time and extra effort it takes to build your database with opt-in subscribers; people who’ve come in contact with you at some point and who are actually open to getting your emails and hearing from you.

Do you have any email list horror stories? Questions for us? Please share by leaving a comment below!

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

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Build Lifelong Relationships in Real Estate by Getting Personal


Use your real estate contact management software to build lifelong relationships with your SOIMany agents already know that it takes less time and money to retain existing clients than to acquire new ones. What a lot of REALTORS® don’t know is how to keep good clients after the transaction is complete. Well, with a great real estate contact management software and some best practices in mind, it’s pretty easy.

Maintaining client relationships takes time and effort. It also requires getting a little bit personal!

Dale Carnegie once said, “When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.”  How emotional is your “Just Sold” postcard? Your clients might remember you when they receive it – but it’s not personal.

“When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” [Tweet this]

Now, imagine if that client received a message from you saying “Happy Birthday” or “Happy Anniversary.”  That’s personal, and emotional. You took the time to recognize them instead of trying to draw attention to yourself.

And instead of spouting market statistics, what if you took a moment to share some news about yourself? “Got a new puppy and it ate the couch. So cute!”  Or, share a positive experience you had at a local event. You don’t have to be an open book, but be personable. Being personable makes you memorable.

This doesn’t mean you shouldn’t share market news and information! But including the personal touch, and recognizing your client’s milestones are important parts of effective contact management.

Fortunately, there’s an easy way to keep track of birthdays, anniversaries and other notable events. A great CRM for Realtors, like IXACT Contact, will automatically remind you of important dates and lets you easily send out or schedule the appropriate communications. Your clients will appreciate being remembered, and they will remember you in turn!

Your real estate newsletters can also include a personal message from you, which is a great way to share your volunteer activities, your personal thoughts on a topic, or other events in your life. Just customize the personal message in the real estate e-Newsletter IXACT Contact gives you each month. It only takes a few minutes to make your communications more interesting and engaging. Your readers are far more likely to read and respond to messages that contain that personal touch.

Strong, loyal relationships begin with small, consistent steps!

What was your takeaway form this article? Please leave a comment below!

Carrie Gable & the Real Estate Virtual Assistant team at RealSupport, Inc. work virtually for many top real estate agents & brokers nationwide, offering marketing campaigns, branding, website & logo design, listing marketing efforts, lead management, technical support, marketing presentations, social media setup & management, copywriting, blogging and much more.

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Sign up for a FREE 5 week trial of IXACT Contact's Real Estate CRM now!

IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

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Want to Work Well With Gen Y? 3 Crucial Questions Every Real Estate Agent Should Be Asking


Dealing with gen Y clients in real estateGenerational differences mean that you may need to do things differently in order to be successful in your interactions with clients. You may have primarily been working with baby boomers but have started getting interest from the millennial generation (generation Y). If this is the case, you need to ask yourself specific questions; questions that will help you provide the best possible service to your clients and execute the real estate transaction in the smoothest way possible.

1. What’s the best way to communicate with them?

Before working with your client, talk with them about what the best communication approach is. Never assume. Also, think about your communication style. Perhaps you’re used to speaking with clients, face-to-face, in a very in-depth, detail oriented way. But the right approach with your gen Y client may be to be more concise and get right to the point. You’ll have to get to know your client, adapt to their personality style, and understand how to communicate best.

2. What are their goals and priorities?

While considerations like price and location are of major importance for your gen X clients, your millennial clients might have different goals; perhaps they have a particular style of home in mind (a loft, for instance) or put a lot of value in the building’s external appearance. Perhaps they value a theatre room more than a pool. Or maybe they prefer a large, walk-in closet to a big family room. Check out the article, “Dream homes vary by generation” to learn more. Be sure to sit down with a new client before working with them to get an overview of their needs, wants, goals, and priorities.

3. Where do they need some extra help or support?

Millennials may need a lot more help and support than perhaps you’re used to giving, for example when it comes to things like financial management and planning.  These clients may have a lot of debt and loans to pay off so they may not be able to afford the same type of down payment as some of your baby boomer or gen X clients. You’ll need to walk them through, step-by-step, what types of financial calculations they need to make and perhaps advise them on their financing options based on what they can afford.

Be sure to use your real estate contact management software to make notes about your clients’ preferences, goals, and priorities. Each time you meet with the client, look in your CRM for REALTORS® to see any notes and past email correspondence you’ve had with them. The software will help keep you organized, prevent you from having to remember things, and make it easy for you to ensure a smooth and enjoyable transaction for both parties involved.

Ultimately, it’s essential to have a good understanding of the key differences between gen X and gen Y and then make certain that you adjust your style and approach when dealing with each group.

What opportunities or challenges do you see working with generation Y clients? Please leave a comment below!

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

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5 Great Alternatives to Real Estate Marketing Postcards


Check out these amazing alternatives to real estate marketing postcards that are all super quick and easy to implement into your business with a good CRM for REALTORS®.

1. Drip marketing campaigns

Real estate email marketing

 

 

 

 

 

 

 

 

Drip marketing campaigns help you automate some of your keep in touch work. A great real estate CRM will come with pre-loaded campaigns for past clients as well as buyer leads and seller leads – each completely customizable.

2. A professionally written and designed real estate e-Newsletter

Top real estate CRM feature: a monthly e-Newsletter

 

 

 

 

 

 

 

 

 

 

Use the professionally written and designed real estate newsletter in your Realtor CRM to position yourself as a home expert and build trust and credibility. Each month your contacts will look forward to their e-Newsletter, filled with useful tips for homeowners.

3. Special email offers like a free market report, IDX listings, a home value consultation, or an e-book or guide with helpful information for homeowners.

Real estate marketing offer

 

 

 

 

 

 

 

Get creative! Special offers are a fantastic way to stir up some new business by getting people  to pick up the phone and  call you. To learn more about this, check out this article: “4 Compelling Lead Generation Offers REALTORS® Can Provide.”

4. Just Listed and Just Sold e-Cards and e-Flyers


Just Listed and Just Sold e-Flyers

 

 

 

 

 

 

 

 

 

Just Listed and Just Sold e-Cards and e-Flyers are excellent for showcasing your new listings and properties you successfully sold. Use the design templates in your Realtor CRM to send e-Cards or e-Flyers to your prospects in no time.

5. Preferred Client Update

Preferred Client Update from Morris Real Estate Marketing Group

 

 

 

 

 

 

 

The Preferred Client Update™ is the real estate direct mail marketing newsletter for Realtors who want results. It is a newsletter that is so uniquely designed that it stands out from all other mail your contacts receive.

Working with all the other components of The Referral Marketing System, you are continually  positioning yourself as the “Referral Worthy” REALTOR® everyone wants to call and recommend. Learn more about this and how you can get started by clicking here.

Do you plan to try out any of these? Let us know in the comments below!

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

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Give Your Real Estate Database a Health Check: 4 Simple Steps


Real estate database

For 99% of salespeople, the most productive source of business is their personal database (those who know, like, and trust them).

These people may have done business with you or they may have not. Regardless, they likely send business your way. It’s logical to think that the bigger the list, the more business you get. But this is not always true. You still have to call your contacts every 90 days and ask for business (“Who do you know that needs my help…etc.?”).

Here’s the acid test question: Aren’t there some people on your list that you do not want to call and ask for business? Be honest. Of course there are! That’s normal.

Here is your ACTION STEP…you should to do a health check of your database periodically.

What about those individuals on your list that you are mailing to but do not want to call? Often they are “infecting your attitude” about the rest of the list! This pushes you away from doing your job, which is not healthy.

Here Are 4 Easy “To-Do’s” to Give Your Real Estate Database a Health Check:

1)    Go through everyone on your list one by one (one technique is to pick one letter of the alphabet each day for a month). You can easily print out a list of your contacts from your real estate CRM.

2)    Call everyone and ask for business.

3)    CRITICAL…if you are hesitant to call any particular individual because you haven’t spoken to them in a long time, don’t be. Remember, the only person that knows you should have been calling them sooner is… YOU. Here is a good script to use for re-connecting with  people you haven’t communicated with in a while.

4)    Make a note of which contacts you like and want to call regularly.

Once you start getting into the swing of things, you’ll realize how easy it truly is and you’ll be encouraged by some of the positive responses you receive. Do it for you. NO excuses.

Bruce Keith is a leading trainer for sales organizations in North America. He was trained in the corporate world as a marketing and sales manager for 15 years. His education then moved to 25 years in the real estate industry, 10 years as a successful sales rep. followed by the last 15 years as a keynote speaker, seminar leader, author and one-on-one coach. His high energy coupled with a “No Excuses Accountability” approach has helped thousands increase their production significantly. He says, “It’s all about Results.”

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

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