Why You Need A Real Estate CRM
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Why You Need A Real Estate CRM


Hey everyone Travis Robertson here, real estate coach, CEO and founder of Robertson Coaching
International. We help agents just like you create
businesses that support your life, not businesses that run your life. Today
we’re gonna be starting a four-part series on why and 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. In part 1, we’re gonna be talking about
why you should even use a CRM. 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. Then in part 3 we’re going to talk about how do
you organize your database and I’ll be honest here you guys: the advice
that’s out there is absolutely terrible. 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. We’ve got a lot of ground to cover and I
look forward to seeing you in the next video. Take care you guys!

4 Comments

  • Brendan Bracken - Mortgage Guy

    Travis,
    Great video. We run a Mortgage Lending firm, and much like Real Estate Sales, a great CRM has a powerful impact on our business.

    Check out the CRM system built for Realtors that is similar to what we use:

    http://www.mpc-co.com/fastrakcrm.html

  • Diego Quiroga N

    Travis, CRM is more than a software, is the way your business manage the relationship with external and internal clients, you can manage pretty awesome CRM without software 😉

  • Shilpa Vasudevan

    Very nice and informative video. Thanks for sharing. if you would like to know more about CRM for real estate you can visit this blog http://bit.ly/2y3BLL8 and share your views.

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