Are you wondering what role a CRM can play in helping you grow your database?
In this article I’ll explain four great ways you can build your book of business using a CRM for Agents. With a real estate CRM, you can supercharge your sales success and get more leads than you ever thought possible. Here’s how:
1. Send out an e-Newsletter to those you know
Once you’ve added everyone to your CRM (friends, family, former colleagues, etc.) start sending them a real estate newsletter every month. IXACT Contact’s CRM comes with a professionally written and designed one, so you don’t have to worry about writing compelling content that people will enjoy reading – it’s done for you. A real estate newsletter helps position you as an expert in your field and build credibility. It also keeps you “top of mind” with those in your real estate sphere of influence (SOI) so when someone in your network needs an agent, they’ll remember to call you.
2. Send drip marketing campaigns to all of your new leads
You’ll start to get some new leads and some of them will be ready to buy or sell right away and some won’t. Don’t forget about those who aren’t ready as they can mean a lot of commission for you down the road (or lost commission if you don’t stay in touch). What you need to be doing is assigning every new lead to a drip marketing campaign in your CRM.
A great CRM, like IXACT Contact, comes with pre-loaded drip programs and corresponding real estate email templates for all different types of leads such as buyer leads, seller leads, and for-sale-by-owner (FSBO) leads. Each campaign is tailored for the appropriate category of lead and is designed to help you convert your prospect into a client over time.
3. Identify your hot leads with Email Campaign Reporting
The best CRMs and real estate email marketing systems have an Email Campaign Reporting dashboard or module. This gives you insight into how well your emails are performing and to what extent people are engaging with them (opening them, clicking on links, etc.).
You can actually use Email Campaign Reporting to identify potentially hot leads by seeing how many times each person has opened your email, forwarded it, and/ or clicked on its links. As an example, suppose you sent a mass email to people in your database describing a hot new listing you just got. If you see that Jim, for instance, has opened your Just Listed flyer three times or clicked on your “Learn More” hyperlink, this can indicate that he’s interested in what you sent and is a hot lead. You’ll then want to give him a call to see if he has any questions about the listing and if you can be of service to him in any way.
4. Use your CRM to leverage the power of events
Events are a fantastic way to build your database. Putting on an event may seem daunting at first, but a real estate contact management system makes planning and executing them as easy as possible. And they’re usually more than worth the time and effort you put into them. Events you can sponsor include Home Expert Seminars, Christmas wine and cheese parties, pumpkin giveaways, and Forth of July fireworks parties. Your CRM will remind you when key details for the event need to be completed and you can use the system to send out invitations and track responses.
Some CRMs offer special promotions for new agents. If you’re new to real estate, you’re entitled to six months free of IXACT Contact as part of our Rookie Agent Program™.
Have these tips been helpful to you? Do you plan on taking some of our suggestions? Please leave a comment below!