The document discusses the importance of building and maintaining relationships with customers and contacts over time through a customer relationship management (CRM) system. It provides four ways to grow a CRM database: 1) inventory personal and professional networks, 2) build client loyalty through events, 3) introduce yourself to other businesses for referrals, and 4) reconnect with long-lost contacts. Regular communication and focusing on the customer are keys to creating a "barrier to exit" and increasing lifetime value through repeat business and referrals.

1. Market share is paramount.
Lifetime share of customer is even more valuable.

2. What?
How?
When?
When?

3. Most valuable asset in business
The only tangible asset
Experience and track record are
intangible assets

4. Quality contacts in your CRM gets you:
1. More repeat client transactions
2. Referrals will likely come your way
**You need to keep in touch
with these contacts over time
and do so in the right ways.

5. The Top Four Ways to Grow
Your CRM Database

6. (1)
Do inventory of your professional and
personal network
Take time to think of everyone
you know who aren't currently
in your database

7. * Family members,
* Friends,
* Colleagues,
* Neighbors ,
* Business professionals like- contractors,
mortgage brokers, lawyers, vendors etc.
* Influential Circle

8. (2)
Build client loyalty, meet new people
1. Hosting client appreciation parties
2. Client appreciation events
3. Create Festive invites
4. Conduct Educative seminars

9. All events should be an ongoing part
of your real estate marketing plan.
Send out personalized email invitations
With CRM it takes short time.

10. (3)
Introduce yourself to businesses
1. Other business professionals can be a
great source of referrals for you
2. Make an effort to introduce
yourself to those who don’t
know you yet.

11. 3. A business-to-business referral source
can generate dozens of referrals.
4. When you reach out to other
professionals, make sure conversation
with them isn’t all about you.
5. Make a concerted effort to
learn about what they do.

12. (4)
Long-lost contacts
Initiate call to your lost contact
Use a script for the calling
Use your professional written
monthly e-Newsletter to keep
in touch

13. CRM works like this:
• Identifying your profitable customers.
• Asking them what they value.
• Regularly communicating with them.
• Concentrating on building the relationship.
• Remember that CRM is about the
customer, not about you.

14. CRM creates a
"barrier to exit"