A common misconception about real estate agents is that they only work for a few hours a day. Any successful agent can verify that this is far from the truth. One of the main reasons for not achieving success in real estate is the same as in any other sales industry, the lack of a well-organized business plan and solid dedication to said plan.
CRM software can organize every detail of a good real estate business plan, and help you stay dedicated to it.
Here are 6 easy steps for real estate agents to improve overall sales with CRM software:
Step One: Sort all of your contacts into logical lists or categories such as prospect, buyer, seller, association board, mortgage, etc. Keeping a clean contact database is essential for tracking progress and understanding how to use your analytics to your advantage. This will come in especially handy for your email, social media, and complete marketing plan. With the use of properly sorted contact categories, you reduce the risk of un-subscribers as you will be sending targeted information that applies to that recipient.
Step Two: Set up the following automated tasks for prospecting: introduction and follow-up call. Whether it be a letter, email, or door-to-door visit for either task, designate specific times during the day to achieve these items and stick to the schedule. Consistency is the key with prospecting, and the goal is to set the appointment; some agents find it easier to prospect in the morning and then take care of appointments, paperwork, as well as anything else real estate-related (besides prospecting) in the afternoon.
Step Three: Create your geographically concentrated marketing plan. Add four consistent automated marketing tasks for each of your category types (prospect, sold, etc.). Most top agents focus their prospecting efforts on 200-300 residences in a specific community and have four different marketing “touches” throughout the year.
TIP: Be sure to thoroughly research your targeted demographics so you know which marketing pieces will be most effective. For example, in an area with older residents, seasonally themed notepads are very popular; while millennials will be looking for useful household tips on recycled paper.
Step Four: Craft a standard sales process for each type of client in your CRM sales tracking feature. For instance, with buyers your process should track showings, contract submissions, document requirements, inspections, appraisals, title exceptions, and of course, the closing date. Tracking each stage of your sales cycle keeps you organized and efficient; allowing more time for prospecting.
Step Five: Become a hyperlocal expert by providing a useful, informative community newsletter and set up an email campaign. Market trends, local news and events, as well as school and park information are great sections to include, and will tell you a lot about both your current and prospective clients (helping you to continuously improve your marketing efforts) when it comes to CRM reporting and analytics.
Step Six: Take advantage of CRM features such as instant messaging and social media tracking. Communicating with your team in real-time is imperative for saving time and stress; and being ‘in the know’ when it comes to your social media contacts is invaluable. Any good CRM will offer automatic social media integration from the second you enter your contact’s email address. This handy feature takes the headache out of searching the multitude of social media platforms, and streamlines your social media marketing plan.
Do you need a proven CRM software to help you organize your valuable real estate contacts and strategic business plan?
BigContacts provides an all-in-one CRM and email marketing platform. Contact us today to learn more about how we can help you organize your contacts, manage your tasks, and improve your overall sales.