As a real estate agent, you must keep up with every business contact. You need to have an address book with information on clients and potential clients. If not, you would be lost. A customer relations management (CRM) program can store customer information, but it does so much more. You cannot afford to be without a good CRM program, and here are some essential reasons why.
A CRM stores customer data and can manage email lists for you automatically. Each time you get a lead, you can put it into your software and categorize it. Some leads are more likely to generate business than others, so these can be prioritized. Your CRM can send out newsletters to everyone on the list and give you important reminders. When someone contacts you, you know about it instantly so you can respond promptly. You can organize many tasks to save a great deal of time.
If you only have a few clients and are a “part-time” agent, you may not need a CRM. However, if you want to be successful, you need many clients and an effective way to track and organize your client data.
Think of it as the cattle business. If you have one beef cow, it is not hard to feed and care for her. Yet, if you plan to raise beef cattle for a living, you need many more cows than just one, and perhaps a few bulls.
Suppose you have fifty head of cattle. Each one needs personal attention, especially when it is time for them to have calves. You can tag and brand them but still need to keep track of health issues, vaccinations and make sure they get everything they need. Knowing when it is time to buy or sell is an essential part of the business, too.
If you have 100 or more cattle, there is not enough time in the day to properly care for them without a sophisticated organization system. The same is true for successful real estate agents. There are too many things to track and take care of (like presenting offers, following up on leads, and showings). CRM is one of your most valuable business tools because it lightens your load.
A CRM is a system that assists you with improving your relationship with existing clients, finding new prospective clients and maintaining your relationship with past clients.
Software by itself is not the Answer
Just getting organization software is usually not the answer to most business problems today. You need a program that can help you build your business and provide infrastructure. Choosing a program that matches all your needs is essential and the reason that a CRM can be the solution.
Here are some essential features a quality CRM can provide:
- Organizing customer info
- Quick response time - valuable info lets you answer questions quickly. You can also use an autoresponder for emails
- Keep in touch - reminders to follow-up with previous clients
- Delegate authority - you can set up tasks and reminders for team members
- A personal approach - more client info lets you tailor answers to meet specific needs
Exceptional Value for Your Money
Think of all the tools you use in your real estate business. You may have a website, transaction management system, smartphone, tablet PC, and laptop. Although these things are important, your CRM can be much more valuable. Once you install the software and get used to it, you will wonder how you got along without it.
A good CRM reflects the way you do business. It lets you enter relevant data and market to your clients with ease. Your CRM will have everything you need about each client and prospect to provide them with your services properly.
Why Wait for Feedback?
How many times have you tried a specific approach or campaign and had to wait for the results? When you must wait, you waste valuable time that you could be spending on your business. If you have a lot of data to draw upon, you get a better idea of how things will turn out, so feedback can be instant in some cases. You have more time to experiment and find out what works best.
Try it out!
Typically, we don’t recommend other products or services, but the following services are free and will give you a good idea of how a CRM is set up and how valuable a marketing tool it can be.
Things to Think about
A CRM program is one of the most valuable business-building tools you can use. Like herding cattle, you have too many customers and too much information to track without automating the process. Your CRM not only organizes and categorizes, but it also quickens response times, personalizes your services, and makes your job easier and more efficient. It is perhaps the single most important investment you can make in your future.