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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.
- Real estate marketing and lead generation best practices
- Proven strategies for building profitable client relationships
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- Ways to master your real estate contact management
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Monthly Archives: November 2010
You should personally visit your best past clients at least once a year. This is one of the many things you need to do to be sucessful in real estate sales and make clients loyal to you.
However, it can sometimes be awkward or even intimidating, to schedule such a visit. What do you say? What reason do you give? How do you get a client to agree to meet with you?
The best source of ideas is your IXACT Contact real estate CRM database.
In last week’s post, I talked about how to categorize contacts and assign them to Groups that are relevant to you and your business. The next step is to define your communication approach to each Category or Group, beginning with the appropriate mix and frequency of face-to-face meetings, phone calls, emails and direct mailings. This is one of the cornerstones of real estate marketing.
The key is to target the appropriate messages with the appropriate frequency to the needs and interests of your different contact types and groups. Here are a couple of simple examples of what NOT to do.
Once you’ve categorized your contacts by Contact Type in your real estate CRM system, you should also assign them to Contact Groups that are relevant to you.
Many agents start with two simple groups – their “A list” and their “B list”. Some agents go much further. Perhaps you have met a lot of people through your children’s school, or a charity you’re involved with, or your role as convenor of your son’s hockey league.
Other examples of Groups include:
- Friends from high school or college
- Extended family
- Other Realtors
- Members of your church congregation
In my October 13th post, I gave some practical tips on how to gather relevant information on your contacts. But learning about your contacts is just half of the equation. The other half is to capture the information in your real estate CRM in an organized fashion, and to use that information to foster relationship building and gain real estate leads.
As you learn more and more about your contacts, and as the information in your contact management system expands, you’ll find it easier and more natural to keep in touch with your contacts because you’ll have a wide range of things to talk about that are relevant and meaningful to them.