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WATCH: Growing Your Brand with a Real Estate CRM
There are a lot of misconceptions about what a brand is. For starters, it's not your logo or your website design. So what is a personal real estate brand and your can you build yours? That's what we explored in a webinar last week. A brand is, first and foremost, all about how you can serve your clients and sphere of influence. "The more you have a regular, consistent flow of communication, education, insight, counsel that you provide to your sphere, the better your own personal brand becomes," says webinar moderator Marilyn Wilson. "[Your] CRM can become a guide to helping your create your own brand." That's right—your CRM can be an important tool in building your visibility and influence with your sphere. In this webinar, Rich Gaasenbeek of IXACT Contact shows us how your CRM and marketing automation system can help you build your brand through regular, consistent communication across multiple marketing channels. Watch the recorded webinar below to find out more (and how to claim an exclusive FREE offer from IXACT Contact)!
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How Healthy Is Your Database?
Do you have a healthy database? The last time you went to your physician's office for a check-up, was everything great? I sure hope so. If you passed with flying colors, it probably made you feel good. You may need to make some adjustments to your diet or exercise routine but, hopefully--overall--you were in good health. Of course, the reason we have physical check-ups is not to make us feel good. We go to find out if something's wrong so we can take action to fix it.
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Got a CRM? If So, You Need a F.O.R.D.
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Spring Cleaning for Your Real Estate CRM
Spring is in the air and you know what that means--lots of fresh new leads looking to buy and sell homes! The arrival of spring reminds us of new beginnings, fresh opportunities and, yes, spring cleaning. Now I don't know if you use this season to wash your windows or reorganize your closet, but I do know that it's a good time for agents to re-evaluate your real estate contact management.
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7 Do's and Dont's of Handling Client Relationships
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Contact Management Is a Contact Sport
Being a speaker, trainer and presenter supporting the real estate community for the past 19 years, I must say my attendees have taught me so much! During breaks and after my sessions, agents are quick to share their experiences with me. Many years ago, I was preparing to give my customer relationship management presentation when a 50-year real estate veteran approached me and asked if I was the presenter.
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Leveraging Insights to Drive Higher Lead Conversions
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Top Tips for Dominating Your Local Market this Spring
Are you ready to make the most of the spring buying season? Here are the tools you need to maximize your time and productivity. The stage has been set for a competitive spring season in most markets. In the whirlwind of these busy times, it might start to feel like you're stuck putting out fires left and right and tending to the squeakiest wheels without focusing on a strategy or engaging a holistic approach to managing your business. Don't let the overwhelm get you. And don't get bogged down in admin tasks and marketing campaigns that could be put on auto-pilot. Here are the best ways to stay organized, keep on top your prospects, and leverage the right tools to do the heavy lifting.
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5 Habits that Make You a Less Productive Agent
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Why the Top Agents Leverage Success Metrics in a Shifting Market
3 key metrics you should be tracking There's been a lot of buzz lately about the shifting market, and you've likely been hearing steps and strategies to help you be prepared for what may come in your local market. Whether it just shifts slightly to a more balanced, normalized market, or there's a noticeable lull in home sales, the name of the game is being fully prepared at any time with a solid business model, that's evergreen and "shockproof," so that your profitability doesn't suffer. One tactic that will help solidify your profitability (no matter the market), is clearly tracking and measuring success metrics.
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The Secret to Success with Prospects Pro
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Everything You Need to Know About Setting Up and Using a CRM
When you first started entertaining the idea of a career in real estate, you may not have known about the horde of acronyms that would rule your life: MLS, IDX, NAR, etc. Each one is extremely important for running an effective real estate business. Another acronym that's often underrated but is actually one of the most important is CRM. CRM stands for Customer Relationship Management, and it's the system that helps you turn a lead into a client and a client into a referral source.
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Getting New Business from Old Clients
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5 Types of Real Estate Clients You Need to Understand
In the "Age of the Customer," any business looking to survive puts their client at the center of their operation. Today, it's the consumer, not businesses, who are driving business decisions, which means that it's vital for real estate agents to understand their clients on a deeper level in order to make the sale. Don't assume you know what your real estate clients want
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8 Steps to Reconnecting with Real Estate Clients
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Anatomy of a Successful Real Estate Agent
Oversaturated markets give consumers an abundance of options, but make it difficult for brands and vendors to stand out. With so many choices in a competitive playing field, real estate agents really have to differentiate themselves to stand out from the crowd – and become a powerful player in the market for the long-term. Here are the seven essential ingredients that lead to success in real estate.
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Don't Let Your Contacts Fall Through the Cracks
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WATCH: Build the Business of Your Dreams with a Next-Gen CRM
What are your income goals for 2019? It's one thing to wish for more commissions in the year ahead, but it's an entirely different thing to have a course of action laid out for achieving those goals. In a recent webinar, we saw a live demo of a tool that can help. Real estate CRM IXACT Contact overhauled their interface this year, and one of the new features of the program is a goal setting module where agents can set their income goals, and the system will tell them exactly how many transactions they need to close every month, how many leads they need to win, how many past clients they should reach out to, and more. Of course, that's just a small part of how IXACT Contact can help you manage—and grow—your business. Want to see how else it can prepare you for a kick-ass year ahead? Check out the webinar recording below—and don't forget to scroll to the end of this article to find out how you can claim an extended free trial of IXACT Contact.
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Five Simple Ways to Become the Go-To Agent in Your Community
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4 Surefire Ways Your CRM Will Help You Grow Your Business
A customer relationship management system (CRM) is a critical tool for any real estate agent. Yet, so many agents both new and experienced lack a system to keep a detailed record of their customers and business efforts. A CRM is more than an address book. The information you collect from your transactions will help you run a more efficient and profitable business. If you are not using a CRM, or if you are not using your CRM to its full potential, here are four surefire ways your CRM will help you grow your business:
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The 4 Most Efficient Ways to Organize Client Contacts
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The Most Important Part of Your CRM
Do you remember the homebuyer who contacted you six months ago? Do you remember what you talked about and what kind of properties he/she was interested in? ...can't remember? Don't worry, you're not alone! It's not easy remembering small details from days/weeks/months in the past. But if you want to be successful in real estate, remembering little details about your leads can make all the difference. The average buyer cycle is about 10 weeks. Most online leads take even longer than that, so you've got months (possibly even years) of conversations that you need to remember in order to keep your leads coming back to you. This is why your lead profile is the most important part of your CRM.
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6 Tips for Nurturing Leads in Real Estate
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How to Choose the Best Real Estate CRM
If you're shopping for a CRM based on features and price, stop. People are like moths attracted to light. We love shiny new features, and we love a good deal. Is that healthy for your business? No. Definitely not. Hell no. It's how you get stuck with a real estate CRM containing bloated features. Ones you're paying for, but not using. It's how you frustrate team members. Agents don't need dashboards if they're not generating leads. Choosing the best real estate CRM starts with four main categories. These should be the checkboxes you cross off as you shop for a CRM.
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Six Ways to Engage with Your Sphere This Fall
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Keeping Your Sphere of Influence Warm When the Real Estate Market Cools
As certain as geese flying south for the winter, you can depend on the real estate market slowing down after a busy spring and summer. Kids go back to school, the weather cools, and before you know it, the holidays arrive; buying or selling isn't on the forefront of most people's minds. So what can you do as a real estate professional during the slow season to make sure you stay top of mind to your leads and prospects for when things really pick up again in the spring? Here are a few tips to ensure that your sphere of influence does not freeze this winter.
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5 Fun Ways to Engage with Your Sphere
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Filling Your Pipeline: Origination vs. Order Taking
Many sales agents have a love/hate relationship with their database. Often it is because they have never mastered the art of origination. They are still managing their pipeline like they are taking short cook orders at a diner, just processing the customers that are in front of them. Even experienced pros can struggle with walking the fine line between generating business and managing the existing business that they have. Where can one find a healthy balance? The proof is in learning how to originate a steady stream of customers to network with. Defining Origination Origination at its core is creating new relationships for your business. It can come in two forms: building new relationships with people that already have a connection with you but have never used your services, or creating entirely new relationships. People Who Know You But Have Never Used Your Services If there are individuals in your Sphere of Influence (SOI) that you have not worked with yet, there are three things to consider. Are you sure they know you are licensed and where you work? If they are working with a different agent, do you know why? Have you offered them anything of value? You would be surprised how many family members, friends, and former coworkers are confused about how licensing, commission, and referrals work. They might think you only work with buyers, sellers, or in a specific area. They may also think you are too busy to help them, based on what your narrative is in your marketing. If you want your SOI to take you seriously, you need to show them that you are an educated agent with the skill set to help them. People Who Have No Idea Who You Are Take a moment and think about how busy your daily life is. How many emails, texts, phone calls, letters, flyers, memos, and commercials do you think you absorb during your day? In September of 2017, The Business Journal reported that the average American could be subjected to up to 4,000 advertisements a day. Let that sink in. Remember that one postcard you sent out a few months ago and never received any leads from? The postcard did not fail, but the way you interacted with the prospect did. If your marketing systems have failed in the past, you need to consider three things: How are you conversion/follow-up skills? Does your audience know that you are trying to reach them? When they are contacting you, are they contacting you from a specific call to action? Advertising is becoming more challenging every day. Consumers do not wish to be bothered with countless flyers and advertisements. Time is a priceless commodity. If they identify your message as something that WASTES their time, instead of saving it, your message will fail. We live in an instant gratification culture. People want their goods quickly, effortlessly, and to be able to review and hold the seller/service provider accountable for their personal experience. Can you offer a smooth and efficient transaction? The Two Biggest Mistakes Agents Make with Origination Assumption and vanity. Do you assume that everyone knows how great or professional you are? Is your message one of vanity? And the worst combination of these two mistakes: Do you believe because someone hired you once, that they will hire you again? Keep these errors top of mind when you are building any part of your business plan that deals with customer interaction. Wrapping Up If you have decided to make a full-time career in real estate, origination tasks will need to be part of your schedule every day. Your pipeline (stream of business) will not remain full if origination is not a primary focus. Origination is an art form. You will need to study, practice, fail and then start the cycle over again to figure out what works. Keep working, keep evolving, stop being a short order cook, and become a master at building relationships for the long term. To view the original article, visit the Realtor.com Hub.
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Friday Freebie: Slip into Fall with a 60-day Trial of this CRM
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[Video] Inside IXACT Contact's 'Next Gen' Redesign
 What is your income goal for this year and what is your plan for attaining this goal? How about your business pipeline? Do you know where each of your clients are in the transaction process--and which prospects are your hottest? Last week, we took a live look at a solution that can manage and track all of these things--and so much more. During a recent webinar, "Discover How a Next Gen CRM is Changing the Real Estate Game," we got a peek at the newly redesigned IXACT Contact. We toured the new user interface, the extensive marketing capabilities, and the just-launched features of IXACT Contact that are helping agents work their database and win new business. Plus, we learned about a special offer that's exclusively available to RE Technology readers! Did you miss the webinar? Then check out the video replay below:
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10 Questions to Ask About Real Estate CRMs
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What's Your Client Management IQ? 3 Questions to Ask
Realtors Who Get the "M" in CRM Get More Closings There's no "secret sauce" to customer relationship management (CRM), but there is a process that isn't followed by many real estate professionals, and it's costing them money. Often it's the simple things, those "I should have thought of that" moments, that take a Realtor from mediocre to top producer status. Ask yourself the three questions below to uncover where hidden weaknesses in your CRM process may lie.
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4 Strategies for Building Your Real Estate Database
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3 Ways Artificial Intelligence Can Help You Close a Deal
There's a big misconception around what artificial intelligence (AI) really is and how it can impact your real estate business. To make matters more confusing, many of today's real estate software platforms have latched onto the term but fail to explain what's really behind the curtain. So what is AI, exactly? Simply put, AI automatically gathers information and behavioral patterns to generate meaningful data that you couldn't process on your own. It offers insights that can be used to generate a more personal and timely response to leads. It can improve the way you manage your business, priorities, and day-to-day interactions. It's designed to work behind the scenes. It's not something you need to learn or take hours to implement. So how can AI truly impact your bottom line? We've seen three practical ways that AI gives agents an advantage.
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5 Agent Best Practices to Dust Off Your Sphere this Spring
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The Useful versus the Detailed Real Estate CRM
CRM stands for Customer Relationship Management, so real estate CRM certainly applies, as real estate is a relationship business. So, the more detailed your real estate CRM records the better, right? Wrong is the answer in most cases. Taking a step back to look at the big picture, what is involved in a real estate customer relationship? It's keeping in touch, answering questions, helping with property buying and selling, and managing transactions. Notice that all of those activities involve actual interaction with the customer. Problem: Real Estate CRM Glut
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Artificial Intelligence: What It Is, What It Isn't, and How It Benefits Your Business
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Friday Freebie: 100 Ways to Segment and Market to Your Sphere
Personal data. As consumers, we leave it everywhere--and marketers love it because it provides insight into who we are and the kind of products we're likely to buy. But did you know personal data can also benefit real estate professionals? With a little insight into your clients, you're better able to pinpoint when they're ready to list their home--and potentially even know how to better connect with them. Now, we say 'potentially,' because just knowing that your client is a dog lover doesn't necessarily mean you'll know how to use that information to connect with them. That's why in this week's Friday Freebie, we're highlighting a guide full of 100 ideas you can use to connect with your sphere--whether they're dog lovers, sports fans, foodies, gardeners, or something else entirely. Read on to learn more!
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3 Ways You Aren't Using Your Real Estate CRM (and Should Be)
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Top Apps for Real Estate Agents in 2018
Your job as a real estate agent is complex, with lots to remember and lots to get done every single day. There are innumerable contact management, CRM tools and apps available. But you need to be sure they actually help and don't simply add more work for you. Instead, take advantage of this list of contact management software and customer relationship management tools we've gathered from top agents to help you accomplish things more quickly and efficiently.
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Triple Your Leads with Better List Segmentation
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How a Real Estate CRM can Help Convert Referrals to Clients
Digital marketing has undeniably changed the way real estate agents have done business over the years, but there's one thing that remains constant – referrals are still one of the best ways for real estate agents to boost sales. In one study, 88 percent of buyers said they would use their agent again or recommend them to others. Even with all of the digital information and options we have at our fingertips these days, we still look to those we trust for referrals and recommendations. In fact, 84 percent of consumers say that they almost always trust referrals or recommendations from their friends or family when it comes to products and businesses. A real estate CRM not only helps you get more referrals, but it also helps you track referrals more effectively, increasing your odds of converting them to clients – whether it's right away or down the road. What you do with your referrals, specifically how you manage and keep in touch with them, can make a significant impact on your business.
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Friday Freebie: An Extra Long Trial of a Favorite Real Estate CRM (plus Bonus Goodies)
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CRM Best Practices for Real Estate Agents
CRM stands for "Customer Relationship Management," and over the years real estate agents have used a variety of tools to manage and track their client relationships. In the old days, we used a Rolodex and handwritten notes. Then we migrated to a Microsoft Excel spreadsheet, which gave us an enhanced ability to organize and sort our contacts. However, these "old school" tools can't begin to compare to the power and capabilities offered by the CRM software systems on the market today. There are a number of excellent CRM options, many of which are customized for the needs and uses of real estate agents. We personally use Realvolve in our brokerage, GoodLife Realty, and we recommend it to Paperless Agent Coaching Club Members, as well.
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4 Powerful Reasons Why a CRM Will Improve Your Real Estate Business
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Boyenga Team Delivers Online Excellence through Chime
Eric and Janelle Boyenga are a husband and wife real estate team working with buyers and sellers in one of the most technology focused markets in the world for two decades. California's Silicon Valley is not only the epicenter of global technology, but also real estate technology. To position their company, the Boyenga Team comfortably promotes themselves as Property Nerds. They aim to deliver the best digital experience to their clients with an abundance of software applications. They target their services to engineers and other employees of companies like Google, Facebook, Sun Microsystems, Apple, and many of the leading technology firms in the Silicon Valley. "You cannot grow a successful real estate team in the Silicon Valley without a constant investment in cutting edge technology," says Eric Boyenga.
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Get More from Your Database: 6 Ways to Boost Referral and Repeat Business!
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Quick Tech Hack! Export Your Facebook Contacts to Your CRM
If you tend to collect friends on Facebook easier than you collect contacts for your CRM (and who doesn't?!), this is the tip for you. To get started, you'll need: An active personal Facebook account A Yahoo email account (can be brand-new) A Gmail email account (can be brand-new) Why do you need two separate email accounts? Here's the scoop:
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How to Grow Your Real Estate Database
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10 Segmentation Strategies for Your Client Database
A customer database is the lifeblood of a real estate agent's business. Within their contacts are all the buyers, sellers, and prospects they've worked with in the past and hope to work with in the future. A timely, but vital task is keeping that database up-to-date and organized in the most efficient fashion. There's one way to ensure database success—marketing segmentation. With that in mind, here are ten customer segmentation strategies:
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20 Years of Staying in Touch Leads to Multiple Transactions
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LinkedIn hack! Export the email addresses of all your LinkedIn contacts
We spend hours developing Facebook ads, but we tend to overlook LinkedIn as a potential source of business. And even more than that, we may not realize that every LinkedIn connection has entered in an email address that we have access to. Here are the four steps to exporting your connections from LinkedIn, then importing them into your CRM. From there? Engage them with one-to-one follow up and leverage your favorite market report to nurture them over time.
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Create a Conversion Funnel to Turn More Facebook Leads into Clients
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4 Ways to Build More 'Client for Life' Relationships
We spend so much time talking about the importance of repeat business and referral business, but the reality is that MOST agents have still not come up with the right way to keep in touch naturally over the long-term. The result? Will your clients hire you the next time you buy or sell your home? Are you sure? After closing, 70 percent of sellers say they would "definitely" use their agent again — but only 25 percent of repeat buyers and sellers actually do. We aren't here to lecture you. Creating one client for life relationship is tricky enough, and aiming to keep in close touch with every client you've ever had is nearly impossible. Still, there are a few low key ways to ensure that you don't break a bond that could end up paying off — both in business and in friendship — after you walk away from the closing table. Below are four tactics you can employ to create more long-term, business-boosting client relationships.
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Do This One Thing, and You'll Double Your Business Next Year
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Friday Freebie: Take Your Business to the Head of the Class with this CRM
It's back-to-school time! This fall, if there's one important lesson that you need to learn it's that you don't have to keep using the same old clunky, confusing tools for your real estate business. For many real estate agents, one tool that gets a failing grade is their CRM. After all, if your system is difficult to use, it's likely you won't use it much—and that's almost as bad as not having a CRM at all! If that's a problem you're having, we have just a few words of wisdom for you: Get a new CRM! In today's Friday Freebie, we'll highlight one CRM that's offering an extended free trial for a limited time.
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4 Ways to Supercharge Your Closing Activity Plans
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Don't Be 'That' Agent! Remember Your Sphere
When it comes to being a Realtor, I am totally understanding of the fact that there are always many balls in the air, many hats you have to wear, all competing with the fact that there are only so many hours in the day. Based on this understanding, I understand why sometimes agents will drop certain things in favor of dealing with a more pressing, immediate issue. What I cannot forgive, though, and completely cannot comprehend letting slip is keeping up with your sphere of influence. Your sphere of influence is the lifeblood of your real estate practice. They not only are a support unit for you, giving you encouragement as you close listings, keeping you positive and moving forward, they are also an invaluable source of new business via referrals. For those of you that are behind in following up regularly with your sphere of influence, today I'll share four quick, easy tips to get you on the right track and growing your real estate practice.
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How to Balance CRM Data with Your Natural Gut Instincts
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Win More Business from Your Sphere: 3 Ways to Tweak Your Marketing
The ads and flyers you run to your geographic farm often act as an introduction to you, your brand and your business niche. It's acceptable (and expected) that your Just Listed flyers explain who you are and what you do. But when it comes to marketing to your sphere — the people who know you best — it's important that you work to reinforce your value proposition, not introduce it. Because while a refrigerator magnet with your face and email on it may be a suitable giveaway for 500 people in your farm, it's a weird gift to offer the cousin who bunked with you every summer at Camp Lakota. Your goal, then, is to make Cousin Jim feel more special than anyone in your CRM. Here are three ways you can tweak your marketing to better appeal to your sphere contacts.
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5 Steps to a Healthy Repeat and Referral Business
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10 Must-Have Business Relationships for Realtors
When it comes to things related to "home," prospects and current and past clients will turn to you for your expertise. But it's impossible to offer everything to everyone, and you run the risk of spreading yourself too thin in trying. The saying goes, "You're only as strong as your network," and it definitely holds true for real estate professionals. Building a network of relevant professionals will help you when asked questions that fall beyond your scope. Instead of responding with "I'm not sure" or "Gee, I wish I could help with that," you can say, "While that's not my expertise, a lot of my clients trust *blank* or *blank* for that sort of thing. I'll text you their contact information." In doing so, you prove your honesty, integrity, and willingness to help your client throughout the entire process of purchasing or selling a home.
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How Healthy Is Your Sphere? 10 Tough Questions to Ask Yourself
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Building the Foundation of Your Database
Your database serves as your own personal encyclopedia, and managing this list daily will always generate a large percent of your business – if you do it correctly and stick to it. Consider this: people that know, like, and trust you already want to do business with you, so it makes sense to grow your database on an ongoing basis – rather than letting it grow stagnant, dull and uncared for. Here are 6 essential guidelines to help you make sure your database is vibrant and growing.
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How to Reconnect with Past Clients
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How a Real Estate CRM Can Build Your Customer Advocacy Program
Companies became wise many years ago that putting their happy customers in front of prospective buyers was paying dividends, because advocates do exactly that, they advocate on behalf of you brand. Nowadays, with all of the marketing messages overloading one's system, consumers are skeptical to believe what an advertising campaign is telling them – but they’ll listen to someone who was once in their shoes. Customer advocacy is one of your most important assets – because it can help sell for you.
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The Art of Planning Client Appreciation Events
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Get in Touch with Past Contacts with this Quick LinkedIn Hack
Sending emails to warm lead and cold prospects is a great idea — but what if your prospects are currently saved in a variety of databases or platforms? Today, we'll show you how to export every connection you have in LinkedIn, so you can quickly and efficiently build up your contacts. Build your database from LinkedIn contacts We spend hours developing Facebook ads, but we tend to overlook LinkedIn as a potential source of business. And even more than that, we may not realize that every LinkedIn connection has entered in an email address that we have access to. While you should be respectful of your connections and be sure not to add them to a drip email marketing campaign without their permission — remember, CAN SPAM laws apply to you — it's perfectly okay to connect with them one-on-one to discuss your specialty and their real estate needs. Here are the four steps to exporting your connections from LinkedIn, then importing them into your CRM. 1) Log in, go to Connections Start off by logging into your LinkedIn account. If it's been a while, be sure to review any new connection requests and check your inbox for pertinent messages. Then, from your home page, click on Your Connections:
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The 5 Types of Real Estate Clients You Need to Understand
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Six Guidelines for Growing Your Database
Your database is your personal gold mine. Managing this list daily will always generate a large percent of your business. People that know, like, and trust you already want to do business with you. Consequently, it makes sense to grow your CRM database on an ongoing basis – consider it your people farm. Here are 6 "growth guidelines" to help you do just that: 1. Who should be on your list? Everyone who knows you. Who are they? Past clients Friends/relatives New leads Old leads Social networking Service providers Service clubs Prospecting contacts (example: open house leads) Business acquaintances Internet contacts In other words, EVERYONE
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Five Steps to Getting Back in the Groove, Fast
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Top Producer: Ask Us Anything!
Wednesday, March 15, 2017 at 10:00 AM PDT If you have questions regarding Top Producer® and Market Snapshot® that you want to be discussed in an interactive method, then our live "Ask Us Anything" session might be just what you're looking for! Ask Us Anything is a new concept led by our Product and Customer Service teams. Come ask questions, or just listen to the dialogue and learn something new that you can incorporate into your business. Who knows maybe a sneak peak here and there into things we are working on... shhhh! Register now!
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9 Signs You're Doing Real Estate Contact Management Right
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Contact Your Real Estate Customers in Small Bites
The best way to grow your business is old fashioned, and centered on building and maintaining trust relationships with people who you know. 1000Watt Consulting says it best: "A lead is a customer that someone else lost." You want to know why Ferry, Buffini, Staver, and the Ninja selling systems work? They all teach you to farm your relationships and expand them. Moreover, never, ever let a customer go. They are a prospect until they die. CRM systems have made the management of your selling time more effective. You can manage your work and work your plan to stay connected to your prospects and clients. But we recommend working in small bites: 10 calls a day 10 emails a day 10 door knocks a day In a couple of hours of your day, you will reach 30 people. Even if you do not reach them, they will know you reached out. But keep it real. If you call, call with something meaningful. If you send an email, make it meaningful. If you are door knocking – have a reason and a purpose. Be prepared.
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Propel the Sales Cycle Forward with Integrated, Intuitive Broker Tools
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4 Ways Your CRM Can Take Lead Conversion to the Next Level
Leads. We all rely on them to bring new business into the pipeline, but their quality can vary dramatically, and a lousy lead is sort of worse than no lead at all. (Who wants to chase their tail?) Still, we work with what we have. Even if you don't have a full inbox of guaranteed conversions, it's important to manage your leads efficiently to optimize conversion. Taking into account leads of differing quality, most real estate professionals would be thrilled with a conversion rate of 5 percent. The industry average is closer to 1 percent. So finding new leads while making the most of the leads you have should be a priority. Many agents rely on lead sources such as Realtor.com, Zillow, and others to identify prospects—but making customers out of them can take some help. One of the things that a top-quality CRM can do is optimize those leads. A CRM can make the difference between just having lots of mediocre leads and having lots of approaches to use that will help you convert them. Here's how: #1: Response Time Automating your leads mean instant responses can be automatic. This is huge for conversion, since many inquiries go unanswered even though studies show that a quick (one hour or less) response will boost the likelihood of further contact by seven times.
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Build Your Real Estate CRM Database with 4 Easy Steps
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The Guide to Real Estate Holiday Cards
The holiday season has officially arrived, and this time of year is a time to give thanks to all the people that make our lives bright. With the first holiday card sent in the winter of 1843 by the famous educator and art donator Henry Cole, holiday cards have become an American tradition, and one that also causes lot of stress. Holiday cards are a great way to show your appreciation to the folks in your network. However, the more customers a business has, the harder it is to be personal and heartfelt in each individual card. Doesn't it always seem that each year we seem to get more cringe-worthy cards than the last? These cards end up being remembered for all the wrong reasons, and that's something important you'll want to avoid entirely when you're sending out your holiday cards—especially in a professional network. Here are our top tips for sending the best real estate holiday cards: Build authentic relationships this holiday season The holidays are a great time to show clients how much they are appreciated. Nurturing a relationship with your customers has become more vital in growing a business, especially in terms of customer base and revenue. According to Harvard Business Review, creating products that foster emotional connection with consumers increases the number of customers, in one specific case by 40 percent. With it being December, the best way to harbor customer relationships is through holiday cards. Almost 2 billion physical and 500 million electronic holiday cards sent around the country every year, but simply sending any holiday card will not do much. The potential to foster an emotional connection with your customers lies within the details. That's why we put together these quick tips for creating the best holiday card from your business to your network and clients.
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Leveraging Your CRM to Produce Clients-for-Life
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5 Mistakes that Ruin Real Estate Relationships Before They Start
If you're a regular reader of this column, you know that we often discuss the importance of building meaningful real estate relationships, establishing your sphere of influence and staying in touch with your past clients. Repeat and referral business are so valuable and achieved through what? You guessed it: relationships. Building quality relationships comes naturally to some people, but for many Realtors it can be a challenge—especially when you're scrambling to complete paperwork, prepare for a listing presentation, host an open house, and balance your personal life. In the midst of everything on your to-do list, are you still able to form meaningful real estate relationships that you can nurture to grow into happy lifetime clients? Or are you making errors that ruin your professional relationships before they even begin? Let's go over five mistakes that Realtors make that can potentially ruin your relationship with leads, and how to avoid making these errors. Mistake 1: You don't keep notes on your contacts. For years, I relied on my memory alone for storing important details about my friends, colleagues, and network of acquaintances. But after a couple of memory faux pas, I realized I needed to be more diligent about keeping notes to help me keep details straight so I can have more authentic conversations with people by recalling past conversations and information they've shared with me. Keeping notes about your past clients and prospects in your real estate CRM will help you have more meaningful conversations when you connect. Are you keeping notes about family details, pets, milestones and more? This lets you connect with your contacts better on a one-on-one level and build stronger relationships. Your contacts will feel valued and be impressed that you care enough to remember information they've shared with you!
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The Ultimate "Clean Up Your CRM" Checklist
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5 Ways to Find NEW Business in Your Existing CRM
If you're using a CRM to manage your real estate business, good going. It's becoming an essential element for success. In a recent survey of agents and brokers, over 71 percent of respondents used a CRM system. CRMs integrate your contacts with data from sources like social media, transaction logs, market statistics, and public records. They also provide access to real-time information on how customers are responding. Research has shown that using a CRM can improve conversion rates by as much as 300 percent, while cutting marketing costs by one quarter. Basically the CRM is just a database full of people. So, beyond storing and managing information, what are some ways it can be used to generate new business? Glad you asked. 1. Generate referrals The best way to earn a referral is through extraordinary customer service. Using a CRM during the listing and transaction process provides a very smooth customer experience. You are able to meet their needs efficiently and provide any and all information in short order. In this way, just making use of your CRM helps to generate more referrals, and thus create new business. Making connections is the specialty of the CRM. It can help identify relationships among your clients and partners that can produce referrals for you.
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Growing Agents' CRM with Solutions from Homes.com
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Top Producer: Ask Us Anything! (9/21)
Wednesday, September 21, 2016 at 10:00 AM PDT If you have questions regarding Top Producer® and Market Snapshot® that you want to be discussed in an interactive method, then our live "Ask Us Anything" session might be just what you're looking for! Ask Us Anything is a new concept led by our Product and Customer Service teams. Come ask questions, or just listen to the dialogue and learn something new that you can incorporate into your business. Who knows maybe a sneak peak here and there into things we are working on... shhhh! Register now!
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3 Things You're Neglecting Today That You'll Regret in 5 Years
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Reesio Training (9/14)
Wednesday, September 14, 2016 at 12:00 PM PDT This webinar is a full-length demo of our entire product. You will walk away from the demo feeling trained and knowledgeable on all of our great features. Webinars are 1 hour long, and we'll be able to answer all of your questions during it. During the webinar, you will learn how to: Create transactions in Reesio Create and add compliance and workflow templates including creating and assigning tasks Manage your documents including uploading, sharing, editing, and eSignatures and more! Register now!
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Four ways to NOT think about your sphere of influence
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Propelling the Sales Cycle Forward with Broker Tools from Top Producer (9/13)
Tuesday, September 13, 2016 at 10:00 AM PDT In this one hour webinar with Broker Consultant, Luke Rogalsky, gain valuable insights into how the Top Producer® suite of products can help you build a thriving business by addressing: Actionable strategies to ensure your agents make the first connection Tools to foster and build trust after the initial prospect contact Data and relationship intelligence to move the sales cycle forward Seamless integration of technologies for quick agent adoption Real-time insights and marketing metrics for Brokers Register now!
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Introducing Wise Agent (9/13)
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[INFOGRAPHIC] Why Use a Real Estate CRM?
I'm always shocked when I meet a REALTOR who doesn't use a real estate CRM.  Don't they know how much easier their day-to-day tasks would be if they used the right tools? Having the right real estate contact management system can help you merge your real estate marketing efforts with your business process, allowing you to focus in on both current and prospective clients in a way that is timely, relevant, personalized, and most importantly, efficient and effective. Check out this infographic to learn more about what a real estate CRM is, and how it can help your business.
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Welcome to Top Producer: Build Relationships, Build Your Business (9/8)
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Propelling the Sales Cycle Forward with Broker Tools from Top Producer (8/30)
Tuesday, August 30, 2016 at 10:00 AM PDT In this one hour webinar with broker consultant, Luke Rogalsky, gain valuable insights into how the Top Producer® suite of products can help you build a thriving business by addressing: Actionable strategies to ensure your agents make the first connection Tools to foster and build trust after the initial prospect contact Data and relationship intelligence to move the sales cycle forward Seamless integration of technologies for quick agent adoption Real-time insights and marketing metrics for Brokers Register now!
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How to Master Real Estate Marketing Offline
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Reesio Training (8/16)
Wednesday, August 16, 2016 at 12:00 PM PDT This webinar is a full-length demo of our entire product. You will walk away from the demo feeling trained and knowledgeable on all of our great features. Webinars are 1 hour long, and we'll be able to answer all of your questions during it. During the webinar, you will learn how to: Create transactions in Reesio Create and add compliance and workflow templates including creating and assigning tasks Manage your documents including uploading, sharing, editing, and eSignatures and more! Register now!
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Top Producer® Office Hours (8/17)
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A No-Cost CRM Solution for Real Estate
Our annual Technology Guide features products and services that position themselves to accommodate some key areas of software productivity for real estate professionals. One of those companies that has been deriving a high quality service in the industry for more than a decade is Listingbook. The company recently released a completely new platform for real estate agents. Listingbook is a unique company because they offer their services as a "freemium." That means that you can use their application for free, but some of the features of the application are only available if you upgrade to their premium level. RE Technology believes that the service offering of the free product is definitely worth having a look at – especially if you are not using a CRM today, don't have a website today, or if you may simply be looking to reduce the fees that you may be paying today. Listingbook has much of the same functionality that you get from the MLS client portal. You can add and manage your contacts, you can save searches, and it comes with a consumer facing website. It's better than the MLS and there is no charge. They cover the costs of the service by putting some ads around the page that are non-obtrusive. Listingbook provides your buyers with a better look and feel to listings than what you find in MLS systems today and they incorporate tax record data and neighborhood data. If you check it out, you will be impressed. Beyond the core of buyer listing alerts and contact management are a number of other enhanced features that complete Listingbook as an excellent tool. The solution allows for custom buyer and seller property flyers. They provide listing activity reports to show how much engagement a property is getting online – a key determinant of market velocity that puts pressure on pricing.
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Easy Ways to Find More Leads Today and Build Your Database
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Top Producer® Office Hours (7/20)
Wednesday, July 20, 2016 at 10:00 PDT If you have questions regarding Top Producer® and Market Snapshot® that you want to be discussed in an interactive method, then Live Office Hours might be just what you are looking for! Office Hours is a new concept led by our Product and Customer Service teams. Come ask questions, or just listen to the dialogue and learn something new that you can incorporate into your business. Who knows maybe a sneak peak here and there into things we are working on... shhhh! Register now!
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Introducing Wise Agent (6/30)
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Top Producer® Office Hours (6/29)
Wednesday, June 29, 2016 at 10:00 PDT If you have questions regarding Top Producer® and Market Snapshot® that you want to be discussed in an interactive method, then Live Office Hours might be just what you are looking for! Office Hours is a new concept led by our Product and Customer Service teams. Come ask questions, or just listen to the dialogue and learn something new that you can incorporate into your business. Who knows maybe a sneak peak here and there into things we are working on... shhhh! Register now!
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