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The Business Benefits of a Real Estate CRM - Presentation at RE/MAX KickStart Event


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Having trouble keeping in touch with all your real estate clients? Then it's time to consider investing in a real estate CRM. Learn why a CRM is vital to your real estate business success!

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The Business Benefits of a Real Estate CRM - Presentation at RE/MAX KickStart Event

  1. 1. The Business Benefits of a CRM Rich Gaasenbeek Vice President, Sales and Marketing IXACT Contact
  2. 2. 2 CRM Defined  CRM stands for “Customer Relationship Management.”  It’s a tool that helps you practice effective contact management. In other words, properly keep in touch with your database and stay organized and in-control.  For REALTORS®, a CRM is vital, as you’ll learn throughout this presentation.
  3. 3. 3 A Study You Should Know About…  Using a real estate CRM was found to be KEY to the success of the top performing agents.  Email marketing – particularly use of a monthly e-Newsletter – was also integral to their success According to the recent study by ActiveRain, Rich Real Estate Agent, Poor Real Estate Agent: Rich agents are TWICE as likely as poor agents to be using a real estate CRM.
  4. 4. 4 Is the Price Right? 4 According to another ActiveRain study called Real Estate Marketing and Software: The Price is Right:  REALTORS® earning over $100K/year spent 5-10x more on marketing than their peers. You’ll learn how a CRM is key to your marketing.  The most successful agents who earned more than $100k per year wanted the best, highly customizable web sites, contact management, and virtual tours to highlight their listings.  IDX websites, CMA software, CRM & email were the top real estate tools in this ActiveRain survey.
  5. 5. 5 Indicators You Need a CRM Before we get into the business benefits of a CRM and what it will help you achieve (and how), here are some indicators that you need a CRM: 1) Your contact data is all over the place. Some is in your smartphone, some is in Outlook, some is in your website, and some more is scribbled on pieces of paper, notebooks and yellow sticky notes.
  6. 6. 6 Indicators You Need a CRM 2) You’re frustrated because it’s so hard to find the information you need when you need it. Too often, the information you can find is incomplete, inaccurate or conflicting. 3) You feel guilty because you miss commitments and appointments.
  7. 7. 7 Indicators You Need a CRM 4) You feel embarrassed when you meet a client and forget critical personal information that client has shared with you previously. 5) You hesitate to call contacts because, quite frankly, you don’t know what to talk about. 6) You feel out of control and constantly “behind the 8-ball.”
  8. 8. 8 Indicators You Need a CRM 6) You’re not keeping in touch with your past clients as well as you should be. 7) You’re not maximizing the likelihood that the leads you get turn into clients as well as you should be.
  9. 9. 9 Wouldn’t It Be Nice If…  You had all your contact data in a single easy to access and easy to use database?  You could recall the exact details of your last conversation with a prospect and impress them with your professionalism? 9  You felt totally comfortable calling all your clients and prospects because you knew you had something relevant to chat with them about?  Your past clients called YOU between transactions seeking your advice on home related services because they viewed you as the expert?
  10. 10. 10 With a CRM, this becomes a reality!
  11. 11. 11 High Level Benefits of a CRM A CRM will help you to: Generate higher quality leads. Grow your sphere of influence (SOI). Build stronger relationships with prospects, clients, and referral sources. Deliver better service to your clients by managing your business in a proactive and organized manner. Build a referrals-based business. 11
  12. 12. 12 How a CRM Helps Your Business: 3 Key Themes So now that we have a sense for some concrete, high level benefits you can expect from a CRM, let me explain exactly how a CRM will help you achieve these things. There are 3 key themes: 1. Stay in touch with past clients (awesome sources of referrals and repeat business). 2. Maximize the number of leads you convert into clients. 3. Stay organized and in-control.
  13. 13. 13 Convert Your Leads Into Clients  Drip marketing campaigns.  Email Campaign Reporting.  Just Listed and Just Sold e-Cards/ e-Flyers.  Automated Website Lead Capture.
  14. 14. 14 Stay Organized and In-Control  Listing and Closing Activity Plans.  Automatic prompts and reminders (think of a CRM has being your own, personal assistant).  Transaction management and document storage.  Automated Website Lead Capture.  Business Directory.  Reports.
  15. 15. 15 One More Consideration: Your Database As Your Only “Tangible” Asset  Let’s assume the following:  you do a great job keeping in touch with a becoming the “preferred REALTOR” for just 50 people in your database (your “A List”)  each of those 50 people moves once in 10 years and uses your services on both ends.  they give you just 3 referrals over 10 years and you get one end on each.  your average commission is $5,000. Given these assumptions, those 50 contacts will provide you with over $1,000,000 in commission income over a 10 year period.
  16. 16. 16 $1,000,000 over 10 years! Do you think it’s worth keeping in touch with people? Do you think your “book of business” – your database/CRM – and the relationships it represents could be an asset that someone entering the business might be interested in acquiring? Lawyers do it, Financial Advisors do it, REALTORS are starting to do it…
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  18. 18. 18 Who Talks About CRM?  The top real estate publications in North America have done write-ups about the importance of a CRM to agent success:
  19. 19. 19 Who Endorses a CRM?  North America’s leading real estate trainers, coaches, and consultants:
  20. 20. 20 Conclusion  CRM is an acronym that stands for “Customer Relationship Management.” For Realtors, a CRM is an essential business tool.  A CRM is key to helping you keep in touch with your database and get better organized.  With a CRM, you’ll be able to generate higher quality leads, grow your sphere, deliver better service, and build a truly referrals-based business.  Once you use a CRM, you’ll wish you started years earlier!
  21. 21. Thank You! 1.888.665.0018