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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: Realtor
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A recent article by RISMedia brings an alarming statistic to our attention – 75 percent of leads generated online are lost. According to PCMS Consulting and One Cavo, these leads are lost because real estate sales professionals and others in the industry are not responding to them or are simply responding too late.
One Cavo found that of those real estate sales professionals who responded to leads, they responded an average of eight hours after the initial inquiry by the prospect was made. These days, prospective clients don’t just want fast response times, they expect them. According to Jose Perez of PCMS Consulting, “…over 70 percent of consumers choose the first company that gets back to them.” What does a fast response time mean? Well, to many consumers out there, a fast response time means within 15 to 20 minutes after initial contact.
As a REALTOR®, you have some days – even weeks – that are jam-packed with activities. You’re showing homes to clients, hosting open houses, negotiating deals, following up on real estate leads, getting the paperwork done. You’re busy. With a capital B!
So it’s tempting to put some of your contact management and real estate marketingactivities on the back burner – just for a couple of weeks until you “catch up”. “My real estate CRM system can wait”, you might say.
That’s a big mistake.
Let’s review the four big benefits of effective contact management and the referral and repeat marketing approach that it enables:
Sitting Down With Real Estate Sales and Sphere of Influence Expert, Jennifer Allan-Hagedorn, Author of “Sell With Soul”
Jennifer Allan-Hagedorn, the top producing real estate broker turned Author, Speaker, and Trainer, knows how to energize a real estate sales career, and, as any of her followers will tell you, can motivate, inspire, and advise like no other. Jennifer’s books, Sell With Soul: Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect and If You’re Not Having Fun Selling Real Estate, You’re Not Doing it Right, have been tremendously successful and instrumental in helping REALTORS® improve their careers. Her most recent book, Prospect with Soul for Real Estate Agents, was just released in May of 2011. When Jennifer was a broker, she sold between 40 and 60 houses per year and since then has been passionate about sharing her knowledge with others.
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.
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.
Imagine that a client of yours is at a BBQ. Chatting over beers and hotdogs someone asks him, “Hey, we’re looking for a home in this neighborhood. Do you know any good real estate agents that could help us?”
Now freeze that picture and ask yourself: Will your client recommend you?
According to the experience of top agents throughout North America, a client will refer you to their friends and colleagues only if most – if not all – of the following conditions are met.
1. The client is happy with the services you provided during the last transaction.
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.