In 2017, real estate professionals sold about 5.51 million homes. If you want your firm to take a big chunk of that number, you must harness the power of your Customer Relationship Manager (CRM).
Most firms think only about getting the sale. While closing sales are a priority to all real estate professionals, you must focus on nurturing your customer relationships to grow your numbers. If your firm doesn’t have its own Real Estate CRM, you should get one as soon as possible.
The best real estate CRM will provide the right tools to manage all aspects of your customer relationships. It will include function from contact frequency to customer preferences. Using the right system in your firm will help you skyrocket your revenue.
Don’t know how to use CRM to take your real estate firm to the next level? We’ve got you covered.
Here are 8 must-know tips to kick your CRM game up a notch.
1. Classify Your Clients and Prospects in Your Real Estate CRM
Not all clients or prospects are the same. It doesn’t matter if you have the best real estate CRM platform, your efforts will be mute when you don’t use it well. The first step is classifying your clients and prospects into categories.
You must use the right classifications to nurture your lead and convert them. It’s normal to get lots of home buyer leads. Are you classifying them in your CRM?
If you haven’t yet, you should get on it as soon as possible. Classify your leads according to your business, there isn’t a rule you must follow.
An example is how you should know if your contact is a home buyer, renter, commercial renter or buyer. This information is essential to send your leads the right marketing materials.
2. Create Custom Campaigns and Marketing Material for Each Category
Every customer or lead has certain needs. Your marketing should speak to them and their needs.
Besides classifying your contacts, you must create custom marketing materials and campaigns for each category. At first, it may take a lot of time and effort but, it will be worth it.
Setting up custom campaigns and marketing material will help you nurture your lead and convert them faster. You should design them as a series of materials. It’s recommended that you divide the customer’s nurturing process into phases.
In each phase, you should include materials and campaigns to move them to their next phase until conversion. Don’t limit yourself to only sending emails to your leads. Consider other lead nurturing and generating marketing ideas such as social media campaigns, chatbots, referrals, among other strategies.
3. Automate Your Responses to Your Leads
Today, we’re used to getting everything right away from grocery delivery to customer service. Your leads aren’t an exemption to this rule. The best real estate CRM will provide an option to automate responses to your contacts.
You may think you can’t automate your replies if you want to provide personalized customer service. Yet, that’s far from the truth. You can automate your follow-up process and initial contact.
It’s recommended that your initial auto-responder informs the client that you will contact them to learn more about their needs. After contacting and learning more about your lead, you should adjust their follow-up sequence.
You can create several automated funnel responses according to the services the lead needs. When you automate your responses, you nurture your client relationship and increase your conversions.
4. Don’t Make Unsubscribing Difficult
Yes, getting lead contact information is difficult. But, you shouldn’t make it a pain for your lead to unsubscribe to your list. Make unsubscribing easy to complete and available to your lead.
Not making it easier for them to unsubscribe can make your business seem less professional. If your customer decides to unsubscribe is because they want to move on.
Chances are they don’t want to do business with you. So don’t forget to remove them from your list, and move on to your next lead.
5. Check All Leads Have a Complete Contact Profile
As a real estate agent, you are on the go most of the time. Chances are you have incomplete contact profiles on your CRM. Only having your contact’s name isn’t enough to nurture the lead.
Make sure to always update your contacts accordingly and erase any incomplete profiles. Also, if the contact won’t give you their real name, phone number or email keeping their information in your CRM isn’t worth it.
6. Reach Everyone in Your CRM Every Quarter to Stay on Top of Their Mind
The success of your real estate firms thrives on creating personal connections with your leads and clients. Your CRM can email them and keep your firm at the top of their minds. But, that isn’t enough if you want to grow your numbers.
If your lead isn’t ready, you should contact them by phone every 2 months. When a lead is almost ready to move forward, you should reach them every week or 2 weeks. The rule of thumb is that you should reach each lead at least than once every quarter.
7. Send a Monthly Newsletter to Everyone in Your List
You may think monthly newsletters are a hassle. Yet, they are an easy way to stay on top of your leads minds.
Keep in mind that your newsletter should speak to your different clients. You want to keep your leads interested in your services not turn them off.
8. Train Your Team on How to Harness the Power of CRM for Real Estate
Your firm is as strong as your team. Training your team on how to harness the power of CRM can take your firm to the next level. Believe it or not, this advice is right about how the best real estate CRM can help agents achieve success.
Getting the best platform isn’t enough. You must take full advantage of all its features to generate more sales and nurture your client relationships.
Harnessing the power of real estate CRM can help you take your firm to the next level. Getting the best real estate CRM is the first step.
Once you choose the right platform, you must classify your leads according to their needs. Based on your classifications, you should develop your own follow-up and marketing strategy to separate your firm from your competitors.
Want more tips to grow your real estate business? Read our article to learn more effective strategies to take your firm from zero to hero in no time.