the business benefits of a real estate crm - presentation at re/max kickstart event

The Business Benefits of a CRM

www.ixactcontact.com

Rich Gaasenbeek

Vice President, Sales and Marketing

IXACT Contact

http://www.ixactcontact.com/

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CRM Defined

CRM stands for “Customer Relationship Management.”

It’s a tool that helps you practice effective contact

management. In other words, properly keep in touch with

your database and stay organized and in-control.

For REALTORS®, a CRM is vital, as you’ll learn

throughout this presentation.


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A Study You Should Know About…

Using a real estate CRM was found to be

KEY to the success of the top performing

agents.

Email marketing – particularly use of a

monthly e-Newsletter – was also integral

to their success

According to the recent study by ActiveRain, Rich Real Estate Agent, Poor Real Estate Agent:

Rich agents are TWICE as

likely as poor agents to be

using a real estate CRM.


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Is the Price Right?4

According to another ActiveRain study called Real Estate

Marketing and Software: The Price is Right:

REALTORS® earning over $100K/year spent 5-10x more on

marketing than their peers. You’ll learn how a CRM is key to

your marketing.

The most successful agents who earned more than $100k

per year wanted the best, highly customizable web sites,

contact management, and virtual tours to highlight their

listings.

IDX websites, CMA software, CRM & email were the top real

estate tools in this ActiveRain survey.


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Indicators You Need a CRM

Before we get into the business benefits of a CRM and what it will help you

achieve (and how), here are some indicators that you need a CRM:


1) Your contact data is all over the place.

Some is in your smartphone, some is in

Outlook, some is in your website, and

some more is scribbled on pieces of

paper, notebooks and yellow sticky notes.

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2) You’re frustrated because it’s so hard

to find the information you need when

you need it. Too often, the

information you can find is

incomplete, inaccurate or conflicting.

3) You feel guilty because you miss

commitments and appointments.


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4) You feel embarrassed when you meet a client

and forget critical personal information that

client has shared with you previously.

5) You hesitate to call contacts because, quite

frankly, you don’t know what to talk about.

6) You feel out of control and constantly “behind

the 8-ball.”


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6) You’re not keeping in touch with

your past clients as well as you

should be.

7) You’re not maximizing the likelihood

that the leads you get turn into

clients as well as you should be.


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Wouldn’t It Be Nice If…

You had all your contact

data in a single easy to

access and easy to use

database?

You could recall the

exact details of your last

conversation with a

prospect and impress

them with your

professionalism?

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You felt totally comfortable

calling all your clients and

prospects because you

knew you had something

relevant to chat with them

about?

Your past clients called

YOU between

transactions seeking your

advice on home related

services because they

viewed you as the expert?

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With a CRM, this becomes a reality!

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High Level Benefits of a CRM

A CRM will help you to:

Generate higher quality leads.

Grow your sphere of influence (SOI).

Build stronger relationships with prospects,

clients, and referral sources.

Deliver better service to your clients by

managing your business in a proactive and

organized manner.

Build a referrals-based business.

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How a CRM Helps Your Business: 3 Key Themes

So now that we have a sense for some concrete, high level benefits you can expect

from a CRM, let me explain exactly how a CRM will help you achieve these things.

There are 3 key themes:

1. Stay in touch with past clients (awesome sources of referrals and repeat business).

2. Maximize the number of leads you convert into clients.

3. Stay organized and in-control.


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Convert Your Leads Into Clients

Drip marketing campaigns.

Email Campaign Reporting.

Just Listed and Just Sold e-Cards/

e-Flyers.

Automated Website Lead Capture.


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Stay Organized and In-Control

Listing and Closing Activity Plans.

Automatic prompts and reminders (think of a CRM has being your own,

personal assistant).

Transaction management and document storage.

Automated Website Lead Capture.

Business Directory.

Reports.


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One More Consideration: Your Database As Your Only “Tangible” Asset

Let’s assume the following:

you do a great job keeping in touch with a becoming the “preferred

REALTOR” for just 50 people in your database (your “A List”)

each of those 50 people moves once in 10 years and uses your services on

both ends.

they give you just 3 referrals over 10 years and you get one end on each.

your average commission is $5,000.


Given these assumptions, those 50 contacts

will provide you with over $1,000,000 in

commission income over a 10 year period.

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$1,000,000 over 10 years!

Do you think it’s worth keeping in touch with people?

Do you think your “book of business” – your database/CRM – and the

relationships it represents could be an asset that someone entering the

business might be interested in acquiring?

Lawyers do it, Financial Advisors do it,

REALTORS are starting to do it…


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Who Talks About CRM?

The top real estate publications in North America have done write-ups

about the importance of a CRM to agent success:

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Who Endorses a CRM?

North America’s leading real estate trainers, coaches, and consultants:


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Conclusion

CRM is an acronym that stands for “Customer

Relationship Management.” For Realtors, a CRM is

an essential business tool.

A CRM is key to helping you keep in touch with your

database and get better organized.

With a CRM, you’ll be able to generate higher

quality leads, grow your sphere, deliver better

service, and build a truly referrals-based business.

Once you use a CRM, you’ll wish you started years

earlier!


Thank You!

www.ixactcontact.com [email protected] 1.888.665.0018

http://www.ixactcontact.com/

mailto:[email protected]

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