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:
1. Higher productivity. You attract better quality leads and referrals, so you spend less time turning these prospects into clients.
2. More referrals. Referrals are the source of your highest quality leads. In most cases, they’re ready to buy and often a much better fit for you – the kind of people you want to do business with.
3. Fewer issues regarding commission. Tired of haggling over commission? It’s far less of an issue when dealing with referrals from past clients. These prospects are more interested in working with you then in getting a bargain basement commission rate. After all, you come recommended! They already believe you’ll do a great job for them.
4. Fewer issues regarding working hours. Knowing that you can deliver the results they need, clients are more willing to trust how you work and be flexible regarding your schedule.
As you can see, effective real estate contact management is not the problem when you’re busy or feeling overwhelmed. It’s the solution! It is the surest path to a business where you are a lot less busy, and a lot more successful.
Takeaway point: Ultimately, effective contact management saves you time and makes your business (and your life!) a lot easier. So never put it on the backburner during busy periods.
What are your thoughts? Are you using a real estate CRM? If not, what do you think is the biggest hurdle for you?