The top two sources of business for Realtors are referrals and past clients. With that being said, our question to you: How are you keeping up with your past clients?? Many real estate agents still use Excel spreadsheets or a simple contact manager (like the one in Outlook or Gmail) to manage their database of past clients, because they think of their database is just a list of names and numbers. What they don’t realize is that they are missing out on the power of automating the processes and developing and maintaining relationships with the people in their database! Having a Customer Relationship Management (CRM) system is a way to keep up with your past contacts. It’s an organized way to document activity with each client so you can easily follow up with them and build relationships.
In our class, Feeding your CRM, we discuss the basics of a CRM, the types of information you should gather as well as the value a CRM process can add to your business. A common question the Independence Title Education team gets is: “Which CRM is the best?” While we can’t give a solid recommendation on just one because it truly does depend on the type of business you have, we have put together our “Top 8” below from our research.
- Realty Juggler
- Followup Boss
- Market Leader
A CRM is something that takes time. Unfortunately, time is something a lot of us don’t have. The good news is that selecting a CRM platform which suits your individual needs is probably the most time-consuming part of the process!
Still need help deciding? Thanks to EasyAgentPro, we found this nifty little tool to help you decide. Take this short quiz and it’ll point you in the right direction. Also, Three Questions to Ask Before Selecting your CRM.
There are so many ways a CRM system can help you manage your database. The key to getting the most out of a CRM is to be disciplined about using it. Every time you speak with a contact, enter notes about what you discussed and schedule your next contact. Every time you generate a lead, assign them to a follow-up plan. Over time, you’ll find that your relationships are stronger, your pipeline is fuller, and your business is growing and changing.
(A lot of this research was taken from the Facebook group Lab Coat Agents, if you don’t follow, you should! It’s a great place to get tips, tricks and insight from agents across the globe.)