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Our real estate contact management and marketing blog shares ideas and tips on how to create a successful and growing referrals-based business using a real estate CRM.
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- Ways to master your real estate contact management
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Monthly Archives: September 2010
Jennifer Allan provides a great perpective on the “rightness” of focusing your efforts on providing superior service and impressing a small number of people who really matter, rather than playing the traditional real estate “numbers game”. Enjoy.
Via Jennifer Allan, Author of Sell with Soul (Sell with Soul) http://budurl.com/fz6a
If you hang out here much, you know how I feel about the traditional numbers game of prospecting, specifically cold-calling.
A business model based on being rejected far more often than you’re welcomed and calling it a game?
In this post, I’m going to introduce you to a process that will make it easy for you to develop a loyal database which will lead to a continuous flow of referrals and repeat business.
The very first thing you need to do is to put in place an easy to use contact management system.
You’re probably wondering: what’s the difference between contact management, and a contact management system. Essentially, contact management is a process and an approach to doing business that develops stronger client relationships. A contact management system, on the other hand, is a software tool that enables and automates the process of contact management. You can do contact management without a contact management system, or piece of real estate software, but you’ll be FAR FAR less efficient or effective at it.
In my past couple of posts I focused on the importance of effective contact management – the WHY. In my next few posts I’m going to focus on the WHAT. What you need to know, and more importantly, what you need to DO in order to mine the potential income (the “gold”) trapped your contacts database and real estate CRM system.
But first, let’s make sure we all understand what we mean by the term “contact management”, also often referred to as CRM (for Customer Relationship Management)? Contrary to popular belief, contact management is NOT a list of names, addresses and phone numbers, a list of unqualified leads from your Website, or a computer program.
In previous posts I’ve looked at some of the symptoms of poor real estate contact management, and some of the ways good contact management can make a Realtor’s life easier and less stressful. Today I want to outline three more reasons why contact management is critically important to your success as a Realtor.
First, I know it’s a cliché but it’s true – most people do business with people they know and like. It really *is* all about relationships!
Secondly, research has shown again and again that successful agents – those that earn six figures consistently year in and year out – get 80 to 90% of their business from existing clients and referral sources.
In my last post I outlined some of the tell-tale signs that you may not be doing as good a job at contact management as you think – or should. Now let’s turn the tables for a moment and look at some of the day-to-day benefits of practicing solid contact management and using a powerful and easy to use real estate software.
• Imagine for a second, if you had all your contact data in a single easy to access and easy to use database? How good would that be??
• Wouldn’t it be amazing if you could recall the exact details of your last conversation with a prospect and impress them with your professionalism?
• Wouldn’t you love to feel totally comfortable calling all your clients and prospects because you knew you had something relevant to chat with them about??
• How good would it be if your past clients called YOU between transactions seeking your advice on home related services because they viewed you as the expert??
I’m often asked by REALTORS® why they should care about contact management. It looks like work to them and they’d rather be out and about. Here’s the answer: Being a Realtor is a tough job, but doing a poor job of contact management makes a tough job even tougher.
Every realtor has heard about contact management, and many believe they are doing a good job of it. Yet few are actually doing it properly, or reaping the potential rewards of good contact management. Many simply don’t have a real estate CRM system that makes contact managament easy.