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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: professionalism
This is a re-blog from a recent article in Inc. Magazine, called “How to Be the Most Memorable Person in the Room.” We thought we’d re-blog it because as a REALTOR®, you’re constantly dealing with prospects and clients so it’s so important to stay memorable and “top of mind.”
What really stood out to us in this article is the when the author, Christina DesMarais, states “Be interested in what’s going on in other people’s lives.” If you’re an avid reader of our blog, “The Real Estate Contact Management & Marketing Blog” you’ll know that this is something we’ve always highly recommended.
One of the most effective ways is to sponsor a sports team, arts camp, competition or other kid’s event.
Here’s how it works:
• Ask your best past clients which type of activities their kids participate in regularly. Activities could include a baseball team, drama club, riding camp, band, fun run, etc. (There are probably dozens of such events or programs in your community).
How to Talk About Your Real Estate Career – Without Sending Your Audience Running The Other Direction!
Great post by Jennifer Allan-Hagedorn on a topic many sales people struggle with – including realtors. If you want to broaden your SOI it’s critical to understand the right – and wrong – ways to engage with people you meet. As usual, Jennifer puts it SO WELL!
Yesterday, one of my readers sent me an article from her local newspaper that was a list of Do’s and Don’ts for new college graduates. In the Top Ten list of Don’ts was this gem: “Never ‘Friend’ a Realtor on Facebook.” No explanation; apparently, none needed.
This past Monday IXACT Contact was lucky enough to sponsor and be an integral part of the RE/MAX Professionals Spring Into Summer event at the beautiful Credit Valley Golf and Country Club in Mississauga, Ontario. The theme this year was “finish strong.” It was a great opportunity to meet and network with RE/MAX professionals and some of the leaders in the real estate industry. Walter Schneider, President and Co-Founder of RE/MAX Ontario Atlantic Canada, was the keynote speaker. In his speech, he provided some excellent insights for real estate sales professionals that I’d like to share with you here.
Many of you may have seen some of our blog posts on ActiveRain. In fact, we’re quite active in this online community. We were reading through various posts and came across some great ideas for closing gifts. Take a look at what, in our opinion, are the “best of the best” closing gift ideas:
- Dawn A Fabiszak of Denver, Colorado supervised the construction of her client’s new home and documented the process along the way, creating a beautiful photo album. You can imagine how surprised and elated the client must have been when she received this unexpected gift!
This is a re-blog of a post by Dawn Fabiszak on Active Rain from a couple of days ago. It’s a great example of how effective contact management helps her build deep and lasting client relationships. Over to Dawn:
Yesterday I received a call that started out with, “I’m not sure if you remember me….”. My response? “Hi, Diane. How have you been? Are the kids both doing well?” I was in my car when I received the call. And I added, “I am driving right past your subdivision on the way to the vet with my dog.” You see, I keep in contact with my past clients. I send out birthday cards, home anniversary cards and Christmas cards on top of my newsletter.
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.
The offer is signed. The mortgage is approved. The inspection went well. It’s a done deal. By all indications, your client is delighted with your services. On moving day, you leave a card and gift by the door. The transaction is complete.
Now it’s time to move onto other things. Right
Neglecting a client immediately after a transaction, even for just a few weeks, can have a devastating effect on the amount of referrals you can expect to receive. You might even lose their repeat business?
One of the key elements of successful referral and repeat marketing is keeping in touch with past clients. Only by communicating in just the right way, at just the right frequency, can you ensure a steady stream of referrals and repeat sales.
But what if you’ve lost touch with a client you did business with months or years ago? Is it too late?
In most cases, you can still win that client over. But, to create loyalty, you must take action now.
Don’t just start sending those past clients your newsletters! Instead, reconnect with your past client with a phone call. Here’s what to say:
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??