Real Estate CRM
What do you do when someone calls your office? How do you remember what type of properties your clients are looking for or which properties they have visited? Can you evaluate how your team is following up with leads? How do you determine which leads are worth investing time in and which aren't? How do you market and manage your real estate listings?
A real estate CRM (Customer Relationship Manager) is a software application that helps you manage your clients, your properties, team and where you should spend time marketing. Real estate CRMs help you analyze what is happening in your business and how you can improve your sales process.
Take a simple phone call from a new lead. For each call you should create a new lead in your CRM and specify what the person is looking for and how they found out about your business. If they are calling about a specific property you should note which one the lead is interested in and what the lead is looking for in case you find another property listing that matches the lead's requirements. You should also create a task to follow up with the person or arrange a meeting.
If you use a CRM to track every call, which properties leads are interested in and how they found your business, you can later use the information to analyze how your team is performing or why certain properties are more popular. You can also determine what marketing efforts are resulting in more qualified leads so you can decide where you should focus your marketing budget.
Of course you should also use your CRM to track any leads generated via other means such as walk-ins, cold calling, or through your website. If you store all conversations and activities, you will be able to more accurately measure how you can improve your sales process and help your team provide better customer service since they should always know the full history of a client or lead.
Real estate CRMs generally include additional tools not available in generic CRMs that enable you to manage and publish your property listings. EasyBroker for example allows you to create your listings in one place and automatically publish them on your website and other popular real estate portals so that you don't have to upload them multiple times. A good real estate CRM should not only give you the history of your leads and clients but also a history of your properties. This way, you can see who has visited a property, how many inquiries they're are for it and what people like or dislike about it. This information can help you negotiate with the owner if you need to lower the price, show what you've done to sell a property or evaluate the effectiveness of your sales staff.
CRMs generally provide tools to keep your team organized and help them work well together. Most provide features for managing your day such as tasks, appointments and reminders and team based CRMs allow you to assign tasks, properties or leads to team members and track who is working on what. Since your CRM is integrated with your contacts and leads you can easily manage your daily activities in one place, share information with your team and save time by not wasting time copying information from other applications to update the history of a contact or lead.
If you aren't using a real estate CRM you're missing a vital tool to help you stay ahead of the competition and increase the success of your business. Sign up for a no obligation 7 day trial of EasyBroker if you want to see how a CRM can help you run your business and become more successful.