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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
- Keys to better organization and control of your business
- Ways to master your real estate contact management
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Tag Archives: contact profiles
1. NEW “QUICK TASK” LINK IN LEFT PANE AND CONTACT PROFILE.
- Here’s the scenario: you want to look up a client’s phone number, give her a call, log the conversation, and create your follow-up task.
- Before today, the first two steps were a snap with the “More Info” and “Log Call” links in the left pane. But creating the follow-up Task could take four to six clicks. Now it’s JUST TWO clicks!
- With the new Quick Task link, the whole call process is lightning fast! Try it out!
- NOTE: Quick Task link is ALSO available from within the Contact Profile.
Say you get two phone calls in quick succession.
The first call is from your investment advisor who is trying to sell you on yet another financial product. The second call is from the contractor who installed your air conditioning system last year and is checking to see if everything is working properly.
Are you going to react to both these calls in the same way?
Probably not. You might treat the first caller as a pesky salesperson going after their next lead, and try to get off the phone as quickly as possible. During the second call, however, you’ll likely be much more receptive and be willing to chat for a few minutes.
You already know how to get a lot more done in a lot less time. You just don’t know that you know!
Let us explain.
Say you’re doing a listing presentation with a hot prospect.In the middle of that meeting you don’t suddenly grab your cell phone and call a friend, or check out CNN on your BlackBerry, or pull out your grocery list and add a few items!
Of course not.
You give that hot prospect your full attention. For those 50 minutes or so, you let few things, if any, distract you. You’re “on”.
We wanted to re-publish this great article that is found on AgentGenius. It’s written by Hoyt David Morgan, President of CondoDomain.com. The bottom line is that in order to maximize your success in real estate sales, you need to compile information about your clients and really get to know them as people.
Unless you have an amazing memory, you’re going to want to use your real estate CRM system to build-up comprehensive contact profiles of your clients, leads, and prospects over time. And once those profiles are complete, your real estate CRM will help you to market to groups or segments of contacts in a way that’s personalized and relevant.
The below is a great blog post from Jennifer Allan-Hagedorn, author of Sell With Soul. This blog post was written following a real estate contact management webinar that we did with Jennifer Allan geared towards existing IXACT Contact subscribers and what they should do after they upload their contacts into their real estate CRM.
Although Jennifer suggests printing everything to paper, we want you to note that this is not vital as you can easily go through and clean your database using IXACT Contact’s List View feature. Do whichever is easiest for you.
Jennifer’s article is below:
In real estate sales, what is the number one reason that REALTORS® fail to generate as much business as they should from their past clients and referral sources?
Is it lack of follow-up? Not returning phone calls promptly? A poorly planned client appreciation night?
All these, of course, have a negative impact on your results. But the most common mistake agents make in referral and repeat marketing is, fortunately, the easiest to fix. What is it?
Not keeping your database current.
Here’s a typical scenario…
A REALTOR® gets what she believes to be a hot prospect. Over the next several weeks she calls and visits. The prospect is friendly enough. In fact, the agent has numerous conversations with him and answers question after question. But as the weeks go by, nothing happens. Finally, the agent realizes, “This is a dead end.” But she has already wasted hours of her valuable time.
Has this ever happened to you?
The way to solve this problem is to understand the difference between a HOT prospect and someone who is only casually interested in buying or selling a home.
Never underestimate the business-building impact of well-written emails and letters that are targeted and personalized.
Time and again, they’ll beat out shotgun style email campaigns.
According to a great book by Daniel Goleman, entitled, “Social Intelligence: The New Science of Human Relationships,” Goleman uses a social neuroscience approach to explain people’s differing reactions to being treated as a “You” versus an “It.”
In order to be effective in messaging to clients, your communication needs to be personalized and relevant.
If you’re sending out email blasts that are generic, you are missing the boat.
As a real estate sales professional, you’re always looking for ways to bring in new business. Many REALTORS® spend a lot of time and energy hunting for new business and trying to acquire new clients. What many fail to realize is that the real value lies in investing your energy into furthering the existing relationships that you’ve already built.
One of the questions I’m asked all the time by REALTORS is “what information about my clients should I add to my real estate software, beyond the obvious name, address, phone numbers, email address?” These realtors want to improve their real estate marketing efforts and have more meaningful and personalized interactions with their clients. It’s a good question, so I’m going to share you the IXACT Contact “Top Ten Things To Learn About Your Clients And Add To Your real estate CRM“:
1. When you last spoke with them and what you discussed
2. Their birthday, and that of their spouse