CRM CREATE
Dog lover
Promotion
REAL
Mom of 2
BY ANNETTE ANTHONY DIRECTOR OF CORPORATE ENGAGEMENT
MEANING
Separated
Downsizing
A CRM as it’s known, is a system heard of by most in the real estate business, but not familiar to all. Yet a healthy and powerful one can provide more ongoing business than any agent will ever need in the lifetime of their career. When I say “healthy” I’m referring to the quality of contacts and whether they know who you are, what you do, and that you’re a resource. If I were to randomly dial a contact in your CRM, and ask if they know you, what would they say? The goal is, “Yes, they’re in real estate and they work at EXIT Realty.” But if they’ve never experienced your resourcefulness and care you lose the power of doing business with them time and again, or worse, they’re referral of you. I see two common mistakes made with CRM’s: when agents view it as a place to manage contacts, and when people think they don’t need one because we have social media now. Think of the name: Customer Relationship Manager. It's where you manage the relationship, and it’s all about being intentional.
8x8 Disciplined professionals make time for their CRM. I do this exercise by 8:00 am daily and I call it my 8x8. I take 15 minutes to look for eight interesting and or personal posts and I'll make my calls and send personal notes about the post. Then I add the notes to my CRM. It's important to pay attention and leverage posts, but also to note your engagement for future. Staying in regular touch means adding value to a contact at least once a month, checking in to see if there's a need to be filled, or reminding contacts that you’re a resource. If you have no notes, and incomplete information, that's a great indication it’s time to follow up. Think you don't have the time to do this? Wrong! You're already on social media anyway.
V12 I1 19