Today we’re gonna be starting how you can use your CRM, or if you don’t have one, why you need one to actually generate more money and make more income from the leads you’re getting and from the people that you’re already serving now.
Believe it or not there’s still the majority of the agents out there who are not using a customer relationship management tool, also known as a CRM, or a database to manage their contacts and their relationship.
Now before we get going I need to say this: outlook, Excel, a spreadsheet, a Word document…those are not CRM programs, and neither are sticky notes slapped all over your computer screen. You need a legitimate database that’s there to manage your contacts and your relationships.
So let’s look at five reasons why a CRM is important for you and your real estate business. The first reason you want a database or CRM platform is because your ability to make money is tied up in your ability to follow up with the people that you’re ultimately trying to serve, whether that’s people you know already, people that are past clients of yours or people that you’re meeting on a regular, consistent basis, and if you’re generating leads online or in any sort of volume capacity and you don’t have a database platform I promise you this: you’re losing out on opportunities to serve people that are getting lost in the shuffle because you’re not keeping in touch with them.
The second reason you want a CRM or database platform is for something we like to call context marketing. See marketing that you do needs to be in the context of the relationship that you have with people and without a proper database platform or CRM tool, tracking those relationships and managing people in the context of the relationships you have becomes very challenging.
The best marketing you can do takes advantage of the relationships you already have. As an example: let’s say you want to do something just specifically for your past clients. Well if you don’t have your past clients organized and categorized in some sort of software platform getting the message out to them becomes almost impossible or next to impossible or just takes a lot of freakin time.
So what we want to do is make sure that you have the ability to send out the right message to the right people at the right time and that’s what a CRM is intended to do for you. The third reason is that the right CRM platform is actually gonna help you automate a lot of your marketing and a lot of your follow-up. Let’s be honest, we get busy and the idea of following up and following up and “who do I need to email” and “what calls do I need to make” and “what needs to go out more”.
The more of those things we have to try remember, let’s be honest, the less of if it that gets done. So if we have a proper database platform with the right funnels and marketing programs and pipelines all set up in it, what that will allow us to do is get our messages out in automated, consistent fashion keeping us top of mind with the people that we want to serve.
Number four, which we’ve kinda been touching on just a little bit but I think it’s important to pull it aside is this: if you want to stay top of mind, you’ve got to stay in front of people on a regular, consistent basis. So if you’re automating, that allows you to stay top of mind and here’s the deal you guys: if you want repeat and referral business, we noticed it requires that you stay top of mind with the people that you want to serve and the people who you have served in the past.
Number five is this: at the end of the day many of you at some point would like to retire or at least maybe slow things down a little bit and a database is gold when you come to retire or when you want to slow your business down. If you don’t have a database, you have nothing to sell and what that database gives you is value that you can pass on to maybe somebody you’re mentoring or maybe somebody that wants to ultimately takeover your area, your sphere of influence and at the same time you get a nice referral fee that’s coming in on a regular, consistent basis allowing passive income as you start to slow down your career and maybe move on to something else.
So that database is the only asset you’ll ultimately have when the time comes for you to sell your business. Alright so there you have it the five key reasons you need to have a CRM or database platform. Now here’s the thing guys in the next three videos what we’re gonna be covering is this: in part two what we’re gonna be talking about his which CRM should you choose.
There’s probably no question I get more often then which database platform or which software do all your clients use and we’re gonna talk about them and how to actually choose the right one for you. It’s gonna make your life miserable.
What I want to do is show you the right way to organize your database so that you’ll actually use it and that you can get value out of it. Then in part 4 we’re gonna talk about how do you take your database and actually make money with you once you have it organized correctly.
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