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" If you build it. They will come. "


TEAM ROMANO | TAMARA ROMANO

CRM SYSTEMS Building your Database

“If you need to grow your business, Tamara’s coaching classes are a fantastic go to that is informative and extremely entertaining.” - Cora Berkery, 1

Realtor ® Coldwell Banker


CRM SYSTEMS | BUILDING YOUR DATABASE

Sales Manager NMLS# 299020

“Always lead with a servant heart and understand that life is a marathon, not a sprint - you have to have grit, true grit.”

TAMARA

Romano Her passion is helping people whether it be assisting would be buyers in the purchase of a first home, volunteering in her community, or sharing her coaching with all that desire to learn. If you spend just a few minutes talking with Tamara, one thing is immediately evident she tells it like it is and she cares.Her fast pace and quick thinking coupled with her acerbic wit and genuine friendliness puts people at ease and makes them feel like part of her family.

Tamara has been a lender and an active member of OCAR for over 20 years. With a background in human development and teaching it has always been Tamara’s desire to never stop learning and evolving while helping others to do the same.  Her coaching and seminars have slowly evolved into sought after events that have aided dozens of Realtors and other business owners in increasing their productivity and living more happy, balanced lives. Tamara is an active member of NAHREP, Five Star Professional award recipient, 2018 Leadership Academy graduate, President’s Council winner, business owner, 2 mother of five and is consistently in the top 5% of her company.


OUR TEAM

NATALIE

Duarte

SALES MANAGER NMLS# 253282

JON SHIMAZAKI SALES MANAGER NMLS# 325453

JERILYN LUTHER Loan O�cer Assistant to Natalie Duarte & Jon Shimazaki

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OUR TEAM

LISA JONES Team Lead Loan Consultant NMLS# 250291

ALEX PIRRO

“Teamwork ... makes the dream work.” JILLIAN ZUNIGA

OC Business Development Manager NMLS #491660

BRIAN KERANEN Regional Sales Manager OC West NMLS #483697

-Bang Gae

Marketing Assistant

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CRM SYSTEMS | BUILDING YOUR DATABASE

Create a personal plan, then Make your systems your focus. Time block for focus Business vs. Busyness

Your CRM 5


CRM SYSTEMS | BUILDING YOUR DATABASE

Get accountability to keep your focus.

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CRM SYSTEMS | BUILDING YOUR DATABASE

My 1 Year Business Plan CURRENT BUSINESS 1. My current taxable income is ______________________________ 2. My current units are______________________________for the year. 3. I currently have ____________________________ sta� members. 4. My current business expenses are $_____________________monthly. 5. My sources of business are: _____________________________________ % ____________ _____________________________________ % ____________ _____________________________________ % ____________ _____________________________________ % ____________ 6. My biggest current weakness is ____________________________________________ 7. My net income per transaction = income \ units $_________________ 8. My yearly savings was $______________ % of income was _______ 9. My current hours are____________________________________ 10. My average sales price or mortgage amount is $_________________

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© 2001 Rick Ruby, The Core Training Inc., ALL RIGHTS RESERVED


CRM SYSTEMS | BUILDING YOUR DATABASE

My 1 Year Business Plan 2019 PROJECTED BUSINESS 1. My taxable income will be _________________________________ 2. My units will be ________________________________for the year. 3. I will need ______________ sta� members (real estate agents should add 1 sta� member per 3 sides and lenders should add 1 sta� member per 6 transactions). 4. My business expenses will be _________________________monthly. 5. My new sources of business will be: _____________________________________ % ____________ _____________________________________ % ____________ _____________________________________ % ____________ _____________________________________ % ____________ 6. I will improve on ________________________________________ 7. My net income per transaction will be _________________________ 8. My yearly savings will be 20% of my taxable income _______________ 9. My hours will be ________________________________________ 10. My new sales price or mortgage amount will be __________________

© 2001 Rick Ruby, The Core Training Inc., ALL RIGHTS RESERVED

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CRM SYSTEMS | BUILDING YOUR DATABASE

Calculator - Numbers don’t lie! Realtors: convert on average 10% of their leads Lenders convert on average 20% of their leads

First, let’s figure out what your 2018 average net profit was… • What you made last year / (divided) by your units and sales = (your average net profit) 2018 Average net profit = • What do you want your 2019 average net profit to be?

What do you want your 2019 income to be? • Income goal (divided) by your average net profit = • Now divide average net profit # by 12 months = transactions you need to close monthly to hit your 2019 goal. • How many leads a month do you need to get to reach your 2019 goal? • If you are a loan officer, divide that # by half SUMMARY:

2018 Average Net Profit = 2019 Average Net Profit Goal = 2019 Income Goal = # of Leads per month = # of Units or transactions Per Month = 9

= # of


CRM SYSTEMS | BUILDING YOUR DATABASE

Your Lead Generation Plan-must be more ambitious than your income goals. It is a game of numbers … pure and simple.

“We aim above the mark to hit the mark.”

– Emerson 10


CRM SYSTEMS | BUILDING YOUR DATABASE

Four Laws Of Lead Generation 1.   Build a database. 2.  Feed it everyday. 3.  Systematically market to          your database. 4.  Service all the leads that come your way.

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CRM SYSTEMS | BUILDING YOUR DATABASE

Database: Da.ta.base Noun

What is a Database?

A structured set of data held in a computer, especially one accessible in various ways. “To be a highly successful Real Estate Sales Person, it is key that you treat this like a business. You MUST become a business person.”

– Gary Keller 12


CRM SYSTEMS | BUILDING YOUR DATABASE

WHY a database 1. It takes 7 or 8 more time and money to go get a new client than it does to get repeat business. 2. 82% of all buyers would work with their Real Estate agent again, but only 12% actually do. 3. There is a HUGE disconnect between Real Estate Agents and their database (or lack thereof) 4. It is UNDENIABLE that the higher quality of your lead, the better your conversion rates.

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CRM SYSTEMS | BUILDING YOUR DATABASE

WHYa database Building up the number of names in your database and a relationship with those names is the CORE of what building a Real Estate business is all about.

Think of it this way: The size of your real estate sales business will be in direct proportion to the size and quality of your database. All you need to do is build the system and be consistent. Once you build the model, it will become your entire focus.

Your database is your business – period. 14


CRM SYSTEMS | BUILDING YOUR DATABASE

Top 10 Questions to ask when building your database (METS/VIPS)

Ask yourself if you are in relationship with these people: 1. Who is on the list is in your phone number contacts? 2. Who is a friend on Facebook? 3. Who are you connected with on LinkedIn? 4. Whose office or place of work have you been to? 5. Have you met their family or spouse?

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CRM SYSTEMS | BUILDING YOUR DATABASE

Who has? 6. Who has attended an event that you have hosted or been to? 7. Who has been to your personal home? 8. Who have you given a personal gift to? 9. Who has given a gift to you? 10. Who has invited you to their home or an event that they have hosted?

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CRM SYSTEMS | BUILDING YOUR DATABASE

Notes

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Who is in your contacts?

Who is friend on FB Whois on LinkedIn?

Have you given a personal gift to? Attended an event that you have hosted

BUILDING YOUR DATABASE | MET GROUP - (METS/VIPS)

CRM SYSTEMS | BUILDING YOUR DATABASE

© 2001 Rick Ruby, The Core Training Inc., ALL RIGHTS RESERVED

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CRM SYSTEMS | BUILDING YOUR DATABASE

Interior design/Decorator

Builders /Contractors

Title & Escrow Resource

BUILDING YOUR DATABASE | ALLIED RESOURCES GROUP

YOUR LENDER

© 2001 Rick Ruby, The Core Training Inc., ALL RIGHTS RESERVED

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Millennials

A Neighborhood / Community Organization

BUILDING YOUR DATABASE | TARGET GROUP - SPECIFIC DEMOGRAPHIC

CRM SYSTEMS | BUILDING YOUR DATABASE

© 2001 Rick Ruby, The Core Training Inc., ALL RIGHTS RESERVED

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CRM SYSTEMS | BUILDING YOUR DATABASE

"To succeed at a high level in real estate sales, you MUST commit to frequent contact with your database with the intent of building close relationships." 21


CRM SYSTEMS | BUILDING YOUR DATABASE

“Real Estate Sales

are a contact sport.” 22


CRM SYSTEMS | BUILDING YOUR DATABASE

Millionaire Real Estate Agent Method

1. 8x8 2. 33 Touch 3. 12 Direct “Market to them in such a way, that as many as possible over time will place you in their top 1 or 2 Real Estate agent position.”

"Be Top of Mind-" "ALWAYS!"

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Gary Keller, Dave Jenks, Jay Papasan. The Millionaire Real Estate Agent [APA], 2003) McGraw-Hill Companies.


CRM SYSTEMS | BUILDING YOUR DATABASE

THE 8 X 8 Week ONE: Drop off a letter of introduction, your personal brochure, a market report, and your business card. Week THREE: Send a recipe card, inspirational card, community calendar, or market statistics.

Week FIVE: Send one of your free reports. Week SIX: Send a real estate investment or house maintenance tip.

Week TWO: Send a recipe card, inspirational card, community calendar, or market statistics. Week FOUR: Make a telephone call: “Hello, this is _______ from ________ Realty. Did I catch you at a bad time? How are you? Did you happen to receive the ________? Have you had a chance to look at it? The reason I am calling is to find out if you happen to know of anyone who might be buying or selling their home…”

Week SEVEN: Send a refrigerator magnet, notepad, or other useable giveaway (not throwaway!) with your name, logo, and contact information on it.

Week EIGHT: Make another phone call:“Hello, this is ___________ from __________ Realty. Did I catch you at a bad time? How are you? Did you happen to receive the _____________that I sent you? That is great! Did you have any questions? As you can tell, I really hope you will allow me to be your  Realtor for life. And also, let me just give you a quick reminder that if you happen to  know of anyone who might be buying or selling their home, could you please share their name with me or share my name with them…” 8x8 is About Building Relationships and Winning the Real Estate Agent “Mind Share” Battle 24

Gary Keller, Dave Jenks, Jay Papasan. The Millionaire Real Estate Agent [APA], 2003) McGraw-Hill Companies.


CRM SYSTEMS | BUILDING YOUR DATABASE

33 TOUCH 18 TOUCHES A combination of eighteen e-mails, mailings, letters, cards, or drop o�s (which might include your business card) and may be one of the following a letter of introduction, your personal brochure, market reports, Just Sold or Just Listed cards, holiday cards, your personal newsletter, recipe cards, property alerts, real estate news or articles, investing news or articles, community calendars, invitations, service directories, promotional items, etc.

8 TOUCHES Thank you or “Thinking of you” cards

3 TOUCHES

2 TOUCHES

Telephone calls

Birthday Cards (husband and wife)

1 TOUCH

1 TOUCH

Mother’s Day Card

Father’s Day Card

33 TOUCHES EACH YEAR 25

Gary Keller, Dave Jenks, Jay Papasan. The Millionaire Real Estate Agent [APA], 2003) McGraw-Hill Companies.


CRM SYSTEMS | BUILDING YOUR DATABASE

12 DIRECT For your Haven’t Met portion of your database. Twelve direct mail pieces mailed out annually. This includes your mailing lists for farm areas or any other demographic groups – This can be sent to thousands.

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Gary Keller, Dave Jenks, Jay Papasan. The Millionaire Real Estate Agent [APA], 2003) McGraw-Hill Companies.


CRM SYSTEMS | BUILDING YOUR DATABASE

2. Call them monthly

3. Visit them quarterly

4. Invite them to 4 social events every year

MY TOP 25 - 50 CLIENTS | THESE ARE MY FAVORITE CLIENTS, HERE IS WHAT I DO:

1. Email and mail to them EVERY month

© 2001 Rick Ruby, The Core Training Inc., ALL RIGHTS RESERVED

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1. Email video and mail to them EVERY month

2. Call them monthly

3. Birthday Program

4. Invite them to a monthly happy hour

MY TOP 50 FAVORITE VIP'S | THESE ARE MY FAVORITE PEOPLE, HERE IS WHAT I DO:

CRM SYSTEMS | BUILDING YOUR DATABASE

© 2001 Rick Ruby, The Core Training Inc., ALL RIGHTS RESERVED

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CRM SYSTEMS | BUILDING YOUR DATABASE

Realtor Greatness Tracker

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© 2001 Rick Ruby, The Core Training Inc., ALL RIGHTS RESERVED


Ideal Work Week

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CRM SYSTEMS | BUILDING YOUR DATABASE

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CRM SYSTEMS | BUILDING YOUR DATABASE

Notes

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CRM SYSTEMS | BUILDING YOUR DATABASE

Peak performance in sales requires you to have a Systematic Marketing Based Lead Generation Model, which is enhanced by personal prospecting.

ANSWER:

CRM

Lead Generation = Real Estate Sales

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CRM SYSTEMS | BUILDING YOUR DATABASE

What is a CRM Customer Relationship Management Customer Relationship Management implies an advanced system, providing additional sales and marketing capabilities. CRM systems are typically used to fully manage relationships with customers, vendors, and prospects by allowing users to schedule upcoming actions, events and meetings, move prospects through the sales funnel, create email lists and categorize prospects and customers. CRM systems are about managing sales funnels, sales cycles and relationships, and not just storing basic information.

A CRM system is particularly useful for businesses that have long or complex sales cycles requiring ongoing customer interaction, with scheduled follow-up dates and detailed communication records. Other features to look for in both Contact Management and CRM software include: • The ability to schedule appointments with, and send emails to, the contact from within the system• Automatically date and time stamp notes added in order to track communication • Ability to change and manage lead statuses • A “lead review screen” or dashboard to alert sales reps on required activities and follow-ups for the day 34


CRM SYSTEMS | BUILDING YOUR DATABASE

Top Producer

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CRM SYSTEMS | BUILDING YOUR DATABASE

Lion’s Gate

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CRM SYSTEMS | BUILDING YOUR DATABASE

Elevated Network

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CRM SYSTEMS | BUILDING YOUR DATABASE

Important Reminders 1. Ditch unhealthy Lifestyle. 2.  Give up on short term mindset. 3.  Give up on Playing Small.   (COMFORT ZONE) 4.  Consistent Small Wins Daily. 5.  Give up Perfectionism. 6.  Give up Multi- tasking. 7.  Give up need to Control everything. 8.  Give up on Toxic People. 9.  Give up your need to be liked. 10. Give up your dependency on Social Media. 11.   Be Creative. 12. Give up on Your Excuses! 38


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Tamara Romano, Sales Manager tamara.romano@nafinc.com teamromano.net (949) 412-2712

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