A CRM is a customer relationship management system used to store client and prospect information.
It is also a way to document their journey with you, and allows you to keep records of how you have kept in touch with them over the years.
Any new prospects should be immediately added to your CRM and categorized as a cold, warm or hot lead. They may not be ready to buy now, but sometime in the future.
Getting into the habit of adding and building your email list or database is crucial for our real estate business.
You are as important and successful as your email list. So, get out of the habit of just doing deals and moving on to the next client. Make sure you start out the right way by properly adding them to your CRM from the very beginning. After all, if you helped them to buy their new home, you will have their new address to send them follow up information regarding things they should do after they close on their new home.
1. Sending lists of available homes: If you are in the Real Estate space like me, it's real easy to attach a list of homes to send to your future buyers right from the CRM that is already being paid for by your membership. Take advantage of this. It's quick easy and simple to use. Before you know it, you will have several hundred prospects and clients listed in your database.
2. Keeping Track of Client's Preferences: When you first start talking with your clients and you have done all the proper disclosures, you will start to take notes based on your clients needs. Your CRM is a good place to keep up with this information. Other good useful information includes birthdays, anniversaries, kids names, etc.
3. Taking Notes and Having a Time Log: Have you ever had a conversation with a client and they couldn't remember something of great importance that you discussed with them last week? Yeah, that's right. Keeping a log/record of conversation per client can be extremely helpful. Especially when you know it was a conversation that you had with the client. I think it might have been selective memory or something on their part. These types of incidences can make or break your relationship with your client. Documentation of conversation had is very important in our line of business.
4. Building Your List Of Contacts: Most people in sales just walk around in a daze. Especially when they are newbies. One quick way to start building your book of business, is to make sure you give everyone who says they are interested in buying a home a contact tab in your CRM. You will see it grow. The best part is as you check in on them from time to time, you will find out that they are now ready to buy with you, and they were glad you kept in touch.
5. Having A Way To Start Over If You Lost Everything: The power of your list, database, or CRM is limitless. If you lost everything today and the only thing you had left was your database/CRM, do you know that you would be up and back in business in no time?
I accidentally stumbled on my CRM that came with my real estate membership. Every time I had a potential buyer or customer who needed information from me, I would put them inside of my contact's list. Before I knew what was happening, I had over 200 names. I eventually went in and started cleaning it up and ran across at least a half dozen clients who said they already bought a home or they were under contract already. That's why it's important to keep up and keep in-touch.
