Repeat and referral business can only happen once you have a relationship with a client. It doesn't happen because you send them dozens of spammy emails. It occurs when you have added value for that person, and they gradually evolve from "knowing of you" to "knowing you" to "liking you" and finally, to "trusting you!"
A real estate CRM makes it simple to build on these relationships, which leads to ongoing repeat and referral business for you.
How do you add value to a contact?
Do you play tennis?
Mark every client in your contacts who is interested in tennis with a "tennis" flag. Then, when you come across an interesting tennis story, flag all of your tennis contacts in your CRM and send them out the link with a quick note.
It's pretty simple.
Compare this approach to the mass emailing of your most recent listing. Some people might be interested, but most won't be because it's not relevant to them. With your contacts, you must always be seeking to "add value" for them. Make your content benefit them, and you will be on your way to building lasting relationships.
If you're not using a CRM, you are definitely missing out on sales!
Try it out!
Usually, 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.
Take a look at;
3 Simple Ways to Flag-
- Similar Interests
What associations, groups, charities, causes, or hobbies are you personally interested in? Share the news that interests you with your contacts that share the same interests!
You can also subgroup. You can use the flag "football" for all the parents you socialize with at practice and tournaments and another flag for "Jersey Bucks" for just the parents of your son's teammates.
You can also flag people by area or neighborhood. There are many advantages to this. You can send local news- school events, new developments under construction news, new businesses that are opening, and city updates are all great reasons to stay in touch.
- Top Referrers
Your referrers are the foundation of your business. Flag your best referrers by the people who have already referred you or who you think are the most probable to refer you.
Negotiate special offers and discounts from local businesses for them. Give them a gift every time they refer you. Invite them to lunch or dinner. Do something extra special for these people as these are your salespeople! Show them your appreciation! If you take care of them, they will take care of you.