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How to Convert Your CRM Database into Commissions
The following is an excerpt from RE Technology's latest Success Guide: The best strategy for growing your business today is to leverage your CRM. Everyone that you know should be a customer record in your CRM. Developing a database of customer contacts with complete information including telephone numbers, addresses, and email addresses is fundamental for your success, as a well-groomed database in your CRM becomes a significant asset. The more you communicate effectively with your customers, the greater the likelihood of converting those contacts into relationships that lead to future transactions.
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What Makes a Great CRM?
The following is an excerpt from RE Technology's latest Success Guide: When looking for a CRM for the first time, we recommend developing a checklist of features and a ranking system for each of those features. Try this criterion: Feature Importance to Me Ease of Use Here's a brief walkthrough of how you might rank a feature.
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HER Realtors Launches kvCORE from Inside Real Estate to Fuel Growth in 2020
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Real Estate CRM Basics
What Is a CRM? CRM stands for customer relationship management and is used to describe a category of tools used by businesses to manage interaction with current and potential customers. There are many types of CRMs, but they generally share the same common goals to benefit any kind of business:
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Success Story: San Diego Team Triples Their Transactions with Software Switch
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3 Ways Independent Brokerages Can Win the War Against the 'Big Boys'
As more and more of the larger franchise organizations acquire and roll out proprietary CRM technology, it's become increasingly difficult for small to mid-sized independents to maintain their competitive edge. Recently, 20+ year real estate veteran Frank Chimento sat down with Bondilyn Jolly of Elevate and 3sixtyfive.agency to discuss the frustrations and challenges that the independent broker faces, and the limitations that "bolt-on" technology presents when attempting to aggressively recruit and retain agents, all while remaining profitable in a time of shrinking margins. Stream the conversation below and continue reading on for three challenges (and solutions) to how independents are leveling the playing field between themselves and big box brands. Challenge #1: Agent Adoption of Technology End-to-end technology that offers lead generation, nurturing and conversion tools for agents is costly, and many independent brokers struggle to offer highly adoptable options, leaving their agents struggling to fill the void. Many times, brokers have to offer a series of "bolt-on" solutions, incurring additional costs and vendor frustrations, only to recognize little agent adoption. Solution: When a broker is able to offer one, simple-to-use solution to their agents, it allows those agents to streamline the most critical parts of their day-to-day, while also offering true insight into what's working and what isn't. Agents are sales people, so technology, software and marketing can be intimidating. Any broker that can address this intimidation by offering a comprehensive offering, complemented by an intuitive onboarding and support experience, has an advantage over their competitors. Challenge #2: Agent Concerns about Privacy of Data Who owns an agent's data is a hot topic, especially when the technology is owned by a large corporation (e.g., Compass acquiring Contactually caused a freak-out—and mass exodus—for agents using Contactually that were NOT part of the Compass organization). Agents work hard to build their pipeline and don't want their broker or their franchise organization claiming ownership in the 'fine print.' Solution: If brokers want to provide a solution that agents will adopt, they should offer full transparency into the data that they access and ensure that agent's proprietary information is protected. Not only will this foster stronger, trusting relationships between the broker and agent, but it drives higher adoption because the agent knows that if they leave their brokerage at a later point, their data goes with them. Challenge #3: Agent Perception of Value When agents are forced to use multiple "bolt-on" technologies that don't connect together, it can be challenging to understand the value of their investment, leading to "buyer's remorse" and churn. On average, agents have to manage between 10-12 different technology tools, which is more costly, confusing, and time-consuming. Solution: Agents need insight into the ROI of their marketing and technology tools in an easily consumable way. A broker that can offer a solution with one dashboard providing at-a-glance metrics AND that connects all of an agent's day-to-day activities is going to win—even against the "big boys" that tend to be slower to develop due to the bureaucratic structure of their organizations. Is there a solution out there that drives high agent adoption, addresses privacy concerns, and provides valuable insight—all while being affordable for small to mid-sized brokerages to invest in for their agents? Yes, and that solution is found in Elevate, one of the hottest new CRM technologies to hit the market. Designed by agents and brokers FOR agents and brokers, Elevate levels the playing field between independents and big box brands. Affordable. Adoptable. Intuitive. Protected. ——————— Interesting in learning more about this topic? Join RE Technology's upcoming webinar: "Tired of Large Brokerages or New Brands Stealing Your Thunder? Learn how Small to Mid-Sized Independents are Fighting Back."with Bondilyn, Frank and Justin Falb, broker.  
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What to Consider When Sharing Real Estate Leads with Team Members
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Another Brokerage Unveils an iBuyer Platform: Nashville's Parks Realty Launches Parks Go
It seems iBuyers are expanding into new markets nearly every week. And if iBuyers are not in your market, don't assume they won't be; with the massive capital they've collected, they soon may be knocking on your market's door. For brokerages, the iBuyer movement presents an opportunity. All over the country, local brokerages are starting to seize this new opportunity.
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An Inside Look at Keller Williams' Command CRM
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IXACT Contact Launches Broker Portal, Recruiter Enhancements
IXACT Contact announced the addition of significant new features to their Brokerage Program. The first is the Broker Portal, which represents the next step in the evolution of IXACT Contact from a best-in-class CRM for individual agents and teams to a broker-level solution. The Broker Portal makes it easy to administer an organization-wide CRM and further leverage IXACT Contact in order to attract and retain the best agents and teams. The Broker Portal lets brokerages create and publish consistent branding and marketing collateral for their agents by taking advantage of the following features: A fully customized version of the Monthly e-Newsletter Custom graphical email and letter templates Custom Marketing Activity Plans (including drip email) Custom Listing and Closing Activity Plans Pre-loaded company logo and agent customizable standardized branding The Broker Portal also includes the following agent roster management features: A searchable list of all agents with CRM accounts Visibility to key data points on each agent including account status, created date, last login and number of contacts The ability to deactivate and reactivate accounts This first release of the Broker Portal is just the beginning, as IXACT will continue to add new features based on feedback they get from their broker partners. IXACT Recruiter Enhancements Their recruiting CRM, IXACT Recruiter, is another key part of IXACT Contact's Brokerage Program. Along with the release of the Broker Portal, IXACT Contact announced some important new features that will help you do more with IXACT Recruiter. The new Goal Setting feature takes you through a series of simple questions in order to set your annual prospecting and hiring goals. And the customizable Dashboard now includes a new Prospecting Activities widget that summarizes your prospecting activities and allows you to see how you are performing against your goals. The contacts Advanced Search function now includes a number of new ways to search your contact database, including 'keyword' searches on your contacts' history and notes, as well as the ability to easily search for those contacts that are missing key data points like email address and phone number. If your organization is a member of IXACT Contact's Brokerage Program and you're interested in the Broker Portal or IXACT Recruiter, or you want to learn more about the program, please reach out to [email protected]
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How Kyle Whissel became the #1 Team in San Diego
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RE/MAX Launches the booj Platform, a Custom-Built Technology Solution for RE/MAX Agents
Less than two years after acquiring the award-winning web development and software firm booj, RE/MAX, LLC today announced the launch of the booj Platform, an integrated suite of digital products that will empower high-producing agents, teams and brokers to proactively establish, manage and grow client relationships. Developed by booj engineers in collaboration with thousands of RE/MAX affiliates, the booj Platform is focused on delivering a better customer experience by streamlining the work of agents, from lead generation to post-close nurturing and beyond. Customer Relationship Management (CRM) is at the core of the booj Platform, deeply integrating additional features, including:
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Magic Happens When Broker Culture Fits with Technology Offerings
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Let's Argue About CRM and Lost Business
For every 500 customer records in a CRM, there are about 25 transactions, 50 sides. Here is how you know how many transactions happen across your customers each year. Look at Your Transaction Records vs. Public Record At WAV Group, we talk a lot about "Data as an Asset." One of the projects that we run for brokerage companies is to harvest insights from their transaction data. We can take a list of your closed transactions and run them against public records data to see if that property has transacted since your last transaction. Originally, we did this for brokers to validate customer records and trigger marketing for other services like homeowners' insurance or mortgage refinancing. The odd part of the research was the realization that brokers and agents are missing out on a lot of repeat business, not to mention a lot of insurance, mortgages, and titles. NAR has done the most research on explaining this loss: the number one reason that is that agents did not stay in touch. Ouch! Better invest in a CRM. Look at Your CRM Records vs. Public Record Ever wondered how many customers across agent CRMs have done business with a competitor? It is horrible to learn that a past client has transacted with a competitor. It is inspiring to know how many customers in your CRM have transacted with a competitor. Guess what? Contrasting customer records in your CRM against public records and company transaction records can get you the answer. You can look at this data in a couple of different ways. You can see lost opportunities as a failure, or you can be thoughtful and excited about how you can leverage your CRM to make sure that you never miss a transaction opportunity again. Most Agents Have 380 Customers Most real estate agents have about 380 customers in their CRM. Remember, quantity can be a very poor way to measure things. Out of those 380 records, many may be stale or incomplete. On the opposite of the spectrum, some agents have 10,000 records but know very few of them in any meaningful way. The best measurement in a CRM is quality relationships and quality engagements. It is not likely that your brother or your best friend is going to buy or list a property without you knowing about it. Run Your Analytics Once a year, it is a really good idea to create a lost sales report for your company, offices, teams, and agents. It is amazing to watch how agents will become more highly vested in using the CRM if they understand the number of lost opportunities that happen when they don't. Office managers can coach agents on skills to expand their customer records and deepen relationships with the people already in their CRM. Small, incremental improvements in the lower half of your agent production will create dramatic payoffs in office and company performance. Complications You need to have the right culture in your company to operate these big data strategies effectively. Your agents need to trust you with their data. You need their permission to go into their database to develop insights. Sign an agreement with your agents that you will not reuse or repurpose the data in any way. Tell them that they only need to provide you with an address list if you need to. You are just looking at changes in the title. Show them the number of trades they missed in the last two years. Show them the number of customers in their database who have lived in the same home for more than five years (that is the hottest target list for future transactions). Want Help? Contact Victor Lund or David Gumpper to help with projects focused on data as an asset. We can work with your CRM vendor to develop this program. Imagine what would happen in your business if you invest as much money and effort into keeping your customers as you do in finding new ones. Do you think your performance would be better helping agents do business with some stranger messing around on a website, or people that they already know? To view the original article, visit the WAV Group blog.
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Stop Focusing on GCI and Start Focusing on Success-Driven Activities
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The Consumer Journey Is More Like Chutes and Ladders
A tremendous amount of energy and money has been invested into moving consumers from a digital experience into an agent relationship. Consumer research performed by the National Association of REALTORS regularly indicates that consumers start their process of buying or selling online before connecting with a Realtor. I do not think anyone denies it. Journey Example
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Contactually's Take on WAV Group's 2019 CRM Effectiveness Study
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New WAV Group Study Reveals CRM Usage Is Key to Driving Sustainable Broker Profitability
WAV Group recently fielded its WAV Group 2019 CRM Effectiveness Study. The study distributed to 71,581 brokers across the country, clearly demonstrated that Client Relationship Management (CRM) solutions are becoming mainstream. Key Takeaways
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Better Habits, Better Relationships
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Technology Needs to Be Easy-to-Use
Agents are busy all the time. When I started as an agent, I tried to do it all from being the photographer, the social media manager, the stager. You name it, I took it on. So when I launched a new real estate brand in a highly competitive market like Orange County (Calif.), I wanted to only invest in technology for our agents that freed up their time and made their lives easier. To make their lives easier, I sought out tools that are easy to use.
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Your Website Is No Longer Your Single Biggest Tech Asset
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Crye-Leike Integrates CRM, Transaction Management, and Accounting
Crye-Leike is the sixth largest real estate company in America, and third largest independent behind HomeServices of America and Howard Hanna. The firm processes over 30,000 transactions a year across their 3200 agents in 125 offices spanning nine states. Beyond residential real estate, they operate businesses that provide services in commercial real estate, mortgage, title insurance, property and personal insurance, property management, and relocation. A few years ago, the company embarked on a program to select a transaction management solution and tie it into their accounting system and CRM system. The result is among the most sophisticated and effective solutons deployed anywhere in the nation.
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10 Steps to Successfully Switching Brokerage CRMs
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How Tech Can Make Your Agents More Human AND Productive
If you're a real estate broker, one of the most important parts of your job is helping your agents develop strong relationships with their clients. Because when your agents understand their clients, their clients are more likely to have a great home buying experience. Happy clients are more likely to become brand ambassadors who bring more business (including referrals and repeat business) to your brokerage through word-of-mouth. They also help you build your brand, among agents, brokers, and prospects.
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The WHY for CRM
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How to Get High CRM Adoption at Your Brokerage
Key Takeaways High adoption is critical to achieving high ROI on your CRM investment. Low CRM adoption is usually caused by a lack of prioritization, technology fatigue, password overload, and difficult-to-use CRMs. You can get high CRM adoption by choosing a CRM that's well-designed and easy to use, and: Focusing on early adopters. Setting a good example by using the CRM yourself. Making sure your agents are continuously supported through training and education—the best CRMs prioritize education and training for agents.
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Do Your Agents Have Enough Contacts in Their CRM Sphere?
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Real Estate CRM Tools to Personalize, Process and Nurture Leads
Real estate is often a highly personal business. The emotions that come with finding the perfect property forge strong relationships between real estate pros and clients--but maintaining those relationships after closing day can seem daunting. Nurturing prospects is also a crucial part of keeping your business healthy and growing, but in the chaos of closing deals, those valuable contacts can slip between the cracks. Real estate customer relationship management software helps maintain and deepen those connections using the following tools.
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CRM Tools: Getting the Most Out of Your Software
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How to Use a CRM to Get More Real Estate Leads
If you're in real estate, you're likely harvesting leads for your listings from all over. There are tons of third-party portals, social media accounts, and even referrals from family and friends that you need to keep track of, follow up on, and convert. In 2018, if you're not using a customer relationship management system, or CRM, to stay organized and in touch with your leads from beginning to end, you're letting valuable sales slip through the cracks. CRMs do everything from automatically generating welcome emails for new leads to helping you prioritize which leads are nearest to closing.
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Bradley Real Estate Going after Listings with Effective eProspecting Campaign
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Survey: Is Your CRM Working for You?
Welcome to the 2018 Broker CRM Survey Client Relationship Management software is coming of age in real estate. WAV Group Consulting, a leading research firm in real estate, is fielding a broker survey to better understand the role CRM solutions are playing today in helping brokerages become more successful by helping agents become more productive, focused and effective at building and maintaining client relationships. The survey should take approximately 5 to 7 minutes to complete. Thank you in advance for your participation and candid feedback. We know your time is valuable and we really appreciate your feedback. WIN a $500 Gift Card! Complete the survey and automatically be entered to win one of four $500 Gift Cards! If you have any further questions or comments, feel free to reach out to me at [email protected] or 805-748-9118. Please click here to begin the survey.    
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CRMs Innovate with Coaching Integration
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3 Ways the Right CRM Can Improve Your Brand Identity
When it comes to your business's growth and success, brand identity and customer relationships go hand in hand. After all, the way clients and leads view your brand depends on how you manage your relationship with them. Fortunately, the right Customer Relationship Management (CRM) software can help build your identity by solidifying client relationships and driving referrals to your business. Here are three ways that the right CRM software will improve your brand identity and help your firm rise above the competition to gain the notoriety it deserves.
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Don't Make These 3 CRM Mistakes
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5 Ways to Make Your Real Estate CRM More Effective
A powerful CRM package can help you to track, manage and scrutinize all your customer interactions. In doing so, you can gain useful insights that could lead to new sales opportunities. You can also improve the level of service you deliver -- but only if you're using the CRM package to its fullest. There are many ways to maximize the efficacy of real estate CRM, but here are five of the most significant.
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5 Key Features Needed for Agent Adoption
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3 Surefire Ways to Reap the Benefits of Your CRM
#1 way to reap CRM benefits: Move people through your CRM sales flow! The number one thing you can do with your CRM is to do what it was meant for: Convert, convert, convert by moving people through that sales flow. It sounds like a no-brainer, but there are tons of real estate pros out there that don't even use a CRM. Your sphere is everything. Not those cold leads you got from Zillow, not those contacts where you don't even know how they got into your phone. Your repeats, your referrals, those that will all list with you at some point in the next ten years. Moving these gems through the sales flow is a sure bet to getting the job done and that contract signed. #2 way to reap CRM benefits: Automation isn't the enemy. We've been hearing and reading some things that say auto-marketing isn't the way to go. While the sentiment makes sense that auto-marketing is not enough by itself (and that's true), it is still a vital touchpoint and there's really no excuse to not take advantage of it. I mean, it's automatic! By no means are we suggesting "set and forget" auto-marketing is the only marketing you should be doing, but since you only have to sign everyone up one time and it can be extremely effective, it would be ridiculous not to take advantage of this kind of marketing. #3 way to reap CRM benefits: Take lot of notes. A contact database with no context is relatively useless. Even if it's your own database, even if you have a great memory. Chances are, there are contacts in there like we mentioned above, and you have no idea whatsoever who they are. So, when you're adding new people or learn new info or just have a spare minute waiting at the doctor's office, update those notes! You might have a great memory, but we guarantee you won't remember all of their birthdays or their favorite hobbies or drinks right off the top of your head. No one can remember everything. If you want to hear from a pro why this note taking is so important, look no further. Psst – you'll also notice if you click that link that a strong database is a priceless ticket to retirement. And by priceless, we mean it could actually be very lucrative if you've curated it diligently and thoughtfully, so the next owner of your book of business can use it properly. So please, do yourselves a mega ultra-favor and take care of that CRM! Use it the way it was meant to be used, like the third arm you never had. To view the original article, visit the Moxi Works blog.
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Why Productivity Systems Are the Future and CRMs Are the Past
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Doubling Sales Volume Six Years in a Row -- By Following Up
From agent follow-up to leveraging the right tools, broker JP Piccinini, Founder and CEO of JP and Associates REALTORS, shares the secrets that have helped his firm double in size every year for six years. Check out the the interview below to learn more:
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What's in Your Wallet?
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Why the Right Brokerage CRM Can Be a Gold Mine
Choose wisely, and your brokerage could see agent productivity increase by 40% A CRM should be the epicenter of your customer and prospect data – and your brokerage. By not having the right one implemented at your brokerage, you cost yourself and your agents the #1 thing that matters most: Money. If profitability and growing market share is not for you, no sweat. However, if you do want to own the competition in every possible competitive category, then keep reading.
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Are You Adopting the Right Techniques in Your CRM Onboarding?
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4 Vital Questions to Ask When Choosing a CRM Solution
Choosing the best CRM for your organization can be challenging when there are a variety of options and best practices to consider. One of the most crucial decisions you'll have to make is whether to go with an "all-in-one" CRM or "best-in-class" CRM. Finding a CRM system that meets your performance requirements can be complicated and difficult whether you are a small, mid- or large-sized brokerage. There is a lot of pressure to make the right decision because it will affect how the entire company communicates with clients. There are many CRM options available today, but not all CRMs are created equal. In order to make the decision-making process as smooth as possible, you need to ask yourself four fundamental questions:
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What Is the Difference Between CRM and Marketing Automation?
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Types of CRM: What's the Difference?
Customer relationship management (CRM) solutions empower your real estate company with the functionality you need to effectively stay on top of many essential business duties. These systems are foundational for being able to sustainably grow and manage your business. When you're looking at CRM options, you might assume that they all have the same feature set. In reality, CRMs come in several distinct categories that focus on specialized areas. Read on to learn the differences between the different types of these systems.
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What Is the Difference Between CRM and ERP?
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Reading About CRM? Here Are the Top CRM Books and Blogs
The field of customer relationship management (CRM) is dynamic. Any business that wants to learn more about maximizing their client relationships needs to stay as up to date on new CRM developments by using as many reliable resources as possible. Here are 14 books, blogs, and other publications that can help.
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What Brokers Should Look for in a CRM
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The Secret Broker CRM You Haven't Heard Of (Yet)
There are certain real estate tools that we subconsciously tend to associate only with one segment of our industry—a back office app that's aimed at small brokers, for example, or a vendor that provides websites primarily to agents. So it's a pleasant surprise when we discover that a solution that we thought was only for one group can also serve another. Today, we're looking at one such tool. IXACT Contact, a CRM highlighted in our 2017-18 Technology Guide, has historically been an agent-only solution. For years, the company's customers were real estate agents whose brokers either didn't provide a CRM, or didn't offer a CRM that the agent wanted to use. That's all changed, however. IXACT Contact now offers a brokerage version of their CRM that includes features like:
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3 Must-Have Features Your Agents Need in a CRM
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How to Connect with a Millennial Home Buyer
Saying the words 'Millennials' and 'homeownership' in the same sentence usually has mixed results – especially with experts lamenting them for not jumping into the real estate market in droves. Millennials have been the primary marketing focus of almost every business model in virtually every industry, mainly because they are the largest generation in history and they stand to inherit an estimated $30 trillion in assets in the greatest wealth transfer in history – so it's understandable that they have everyone ready to pounce on their purchasing power. This is a generation unlike any other in the sense that brands still haven't completely figured out what makes them tick and how to market to them – and it's no different for the real estate arena. The challenges Millennials face in real estate
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Three Hard Truths About Building Your Brokerage
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Creating a Custom Email Experience with Mail Merge
Do you send emails en masse to your network of contacts? It's okay, you can tell us—we've all been there! And under the right circumstances, a mass email can often be effective in reaching your network and sharing news or updates as you maintain some of those crucial relationships. If you use a program like MailChimp, Constant Contact, or even Contactually's own ScaleMail, chances are you've utilized mail merge—even if you didn't realize it. Basically, mail merge should be (if it isn't already) your best friend in your email outreach as you look to personalize your emails on a large scale and keep your messages relevant to each individual you're sending them to. While it might require a little work on the front end by getting your contacts organized with different tags and creating a system that's consistent across your whole contact database, it'll pay off big time when you start sending better emails, no matter what software or email system you're using. Here's how to integrate mail merge into your strategy today: What is mail merge? We're glad you asked! Mail merge was originally created as a way of utilizing spreadsheets to import information into your email or even snail mail processes. It gave you a chance to import personalized information, like names and addresses, for large scale mailings. As technology has improved and changed, the idea of mail merge has also changed, but the gist is the same. Think about it as a tagging system for everyone in your contact database. Do you keep notes on your contacts or people in your network? This is where you put them to use! Spouse's and children's names, birthdays, and where folks work are all appropriate ways to tag your contacts for a start with mail merge.
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Spring Cleaning your Dirty Data!
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New Client Intel Tool Taps Public Records to Compile Insights on Your Contacts
Real estate agents and brokers frequently use public records to gather information on properties—but what about using it to collect information on people? That's what Secret Agent, a new client intelligence tool, aims to do. The solution taps public records data to provide demographic, financial, lifestyle and other information on an agent's sphere of influence. The information is served up in a 'dossier' of sorts that lets agents see data points that can help them connect with prospects or identify contacts who may be ready to list. The public records data is accessible from within Moxi Engage, a broker focused CRM from Moxi Works. "Let's face it, the core of an agent's business is built upon a strong client base, but it's impossible to personally keep up with every single one. Secret Agent now does it for them," says York Baur, CEO of Moxi Works. "By reminding an agent to reach out to clients when their kids are heading off to college or letting them know the investment opportunities their clients care about, it frees up even more time for agents and keeps them on track." Secret Agent collects and compiles the following types of information on clients and prospects: General demographics - Age, gender, median years of school completed Financial - Estimated home value, estimated household income, estimated net wealth, charitable donations Family - Marital status, number of children, age of children Lifestyle - Pets, interests, consumer purchasing habits And more
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Pull the plug or double down? Why one brokerage invested in new tech to get more value from their low-conversion paid leads
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Revamp Your Brokerage's Brand by Investing in Technology that Matters
Technology is changing how real estate does business Have you been Keeping Up with the Kardashians recently? Dumb question, neither have we. How about some of the technological trends and advancements taking place within the real estate industry? Advances in technology are changing the game in every industry, especially real estate. In a customer-focused industry that relies heavily on making people happy in order to be successful, it can be difficult for brokerages to keep up with the latest trends. According to the National Association of Realtors' (NAR) 2017 Real Estate in a Digital Age Report, staying up-to-date with changes in technology is one of the biggest challenges firms will face in the next two years. Additionally, keeping in touch with prospects is another challenge many brokerages face. The process of buying and selling a home is changing because of technology—and by adapting to necessary changes and using the right tools and software, your firm can maximize its profit by simplifying this process. What are some of the trends taking place? Improved site design/cleaner interface Routes/lead management Social media and email marketing Blogging Increased engagement using an effective CRM platform Virtual reality Using drones for property listings If your brokerage is behind in the times, you may want to consider introducing some new changes in how you use technology and encourage your team to adopt new methods of using technology to ensure optimal success between both the agent and lead. It's not enough to simply make the investment in updating your tech software, but to truly embrace these changes and utilize all the tools available to improve lead engagement and transaction management. Making the change to go digital allows brokerages to be more efficient, while staying current with the latest technology available in your industry is fundamental to staying ahead of the competition.
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What are the Touchpoints of a Brokerage's Front Office?
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Imprev and Moxi Works Integrate to Power BHGRE Rand Realty New Agent Platform
What happens when three highly respected real estate brands – one that excels in automated marketing services, another that is on fire in providing brokerage services with increased productivity and profitability solutions, and a real estate brokerage that is one of the most admired multi-billion dollar sales operations in some of the most competitive markets on the East Coast – come together? The egos get checked at the door and the results are innovation and integration, exactly what's needed to advance a better real estate experience for everyone today. This morning, Better Homes and Gardens Rand Realty announced its latest innovation for agents in productivity technology that taps into the excellence of both Moxi Works, which offers one of the hottest CRM solutions for brokerages today, and Imprev, which is powering marketing automation services for many of the most respected brands in real estate today. This means that Better Homes and Gardens Real Estate Rand Realty agents have access to the Moxi Engage™ CRM from Moxi Works that is now fully integrated into Imprev's advanced automated marketing platform. That's one powerful combination. In the news release issued today, Matthew Rand, managing partner of Better Homes and Gardens Real Estate Rand Realty, said, "There's a great technology race in real estate that has brokerages scrambling to add the latest innovations to gain a competitive edge and attract new agents.
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Choosing a Real Estate CRM for Your Brokerage
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How I Manage My Contact List… Kinda
The most important part of networking is showing up. The second most important part is following up. I advocate for people to follow up with new contacts soon after they first meet, so each person is still fresh in each other's minds. I talk a lot about the importance of following up on my blog at NetworkingForNicePeople.com. Following up well should help you keep your contact list organized, but the truth is mine is a hot mess. I have never been able to get into the habit of creating a single Gmail contact for each person I exchange emails with. The steps to add a contact in Gmail are a little clunky and end up taking too much time. And so I neglect keeping my contact list up to snuff. I used to stress about this, but I found a solution you can use too. Contact Management Solution... My solution is to rely heavily on search within my inbox. I am thankful I use Gmail, which of course is owned by Google – everyone's favorite search engine. They know a thing or two about search. Searching within Gmail is actually quite powerful beyond a simple keyword search. Here are a few examples of ways I use email search to manage my contact list. These results may vary based on your email service provider or software, but all should have a decent search function built in so give this a try. Search By Date and Keyword I usually mark my calendar to follow-up with new contacts about six months after a conference. Of course this is excluding the immediate follow-up I referred to earlier. I always use the conference name in my follow up email, "Hi Tim, It was a pleasure meeting you at XYZ Conference..." This is key to making this tip work. Assuming the conference was on December 1, 2016, I will enter the search query: before:2017/01/10 after:2016/12/01 "XYZ Conference." This search reveals messages sent just after the conference.
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Top Producer: Ask Us Anything!
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Propel the Sales Cycle Forward with Integrated, Intuitive Broker Tools
Tuesday, February 21, 2017 at 10:00 AM PST In this webinar, gain valuable insights into how the Top Producer® suite of products can help you build a thriving business. Learn: Tactics for generating more social media leads How to beat the competition at lead response How mobile-first tech helps your agents close the conversion gap About integrations that fuel agent success while offering you full transparency Register now!
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Top 3 Tools to Integrate Into Your Back Office
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How to Reinvigorate a Past Relationship
The "Big Idea" behind relationship marketing is that staying engaged with key relationships puts you at a strategic advantage for your current business efforts and the task at hand. By consistently following up, keeping these relationships warm, and adding value, we are able to nurture new, repeat, and referral business opportunities. One of the hardest parts of this, however, is that pesky little word consistently. As much as we try: There are people who we forget about. There are people who we worked with at one point, then moved on. There are introductions we never followed up on, in-person meetings we never kept track of, etc. Bottom line, there are people in our past network that we rediscover the importance of. We all know that feeling – for whatever reason or another, you find yourself staring at a contact record for someone who you haven't spoken to in two or three years. If only I had stayed in touch! How to revive your past relationships: I could let your overwhelming guilt and shame invigorate your desire to make sure that you don't repeat your mistake again, but I'd rather provide a little bit more value to you. We see a relationship where our mindshare is completely exhausted – but how do we reconnect with them? Let's dive in.
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Five Tips for Fostering a Client-for-life Strategy
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What's the Real Value of Portal Marketing?
A recent survey of over 120 broker-owners and senior leaders at some of the top real estate firms in the U.S. and Canada revealed an apparent disconnect between revenue goals and business strategies. According to the survey, 85 percent of brokerages focus their marketing investments on lead generation activities--despite the fact that nearly two-thirds of sales are the result of repeat clients and past client referrals. Clearly, agents and brokers are spending too much time and money marketing on portals when long-view strategies produce a better return on investment. While lead generation is an undeniably important tactic for targeting specific market segments, cultivating and fostering person-to-person relationships still offers the best value proposition for both brokerages and agents. Online lead generation can be influential for reaching first-time homebuyers, who are typically technology natives born after 1980. In fact, 95 percent of Millennials use the internet during their home search, according to a recent report from the National Association of REALTORS. From a broker or agent perspective, capturing this pool of potentials via online advertising and outreach seems like low-hanging fruit. However, while online marketing casts a wide net for connecting with younger first-time buyers, this strategy yields only 15 percent of closed sales transactions. That's simply not enough to grow a real estate business year-over-year—unless, perhaps, relationships with this class of consumers are cultivated over the long term.
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Top Producer: Ask Us Anything! (9/21)
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3 Tips for Managing Your Realtor.com and Zillow Leads
Purchasing leads through listing portals like Realtor.com and Zillow is a great way to get your hands on some contact information that might be useful. The thing to remember is that the information can only be useful if you can pull it up when you need it, and if you effectively nurture those leads to fruition. Lead nurturing is an exercise in patience. Most research shows that converting a lead requires a minimum of five "touches." Considering the nature of real estate—the fact that transactions are quite rare for the average person—it stands to reason that moving from lead to sale can take considerably longer. It all depends on the lead's situation when initial contact occurs. Past customers are our best source of referrals as well, so staying in touch after the sale is just as important. Occasional contact with some morsel of relevant information is often all it takes to keep your name in a client's mind. It's critical to have a comprehensive system for managing leads, all in a central location. Unless you're using your CRM to manage these leads, you're likely not making the most of that investment. When leads are stored in separate accounts on various listing portals, they can't be categorized and manipulated in many useful ways like they can on a CRM platform. By syncing those listing services with your CRM, you can import the leads directly into your database. This has several advantages right out of the gate: #1. Single log-in When everything is in your CRM, you don't have to log-in to multiple sites to get the information you're looking for. This saves considerable time and aggravation.
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Reesio Training (9/14)
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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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Welcome to Top Producer: Build Relationships, Build Your Business (9/8)
Thursday, September 8, 2016 at 10:00 AM PDT To make sure you get off on the right foot with Top Producer®, we're hosting a webinar to help you get up and running in no time flat. During the webinar we'll: Introduce you to our team and show you some cool resources. Show you 4 simple steps that'll have you reaping the benefits of your CRM right away. Answer any questions you may have. So take a stress-free break and register today for this 45 minute, can't-miss webinar! Register now!
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CRM Tools Solve the Problem of Agent and Client Retention
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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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Reesio Training (8/16)
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Top Producer® Office Hours (8/17)
Wednesday, August 17, 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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Top Producer® Office Hours (7/20)
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3 Ways to Use Data You Have Today to Better Understand Your Customers
If you have an effective real estate website, it will engage visitors, guide them through their buying or selling process, and ultimately convert those visitors to prospects for your agents. But what if your website could do even more? What if your site and the tools you use to drive people to your site could inform you about the thoughts, desires, and values of your future customers? Websites don't have to be one-sided. If you really start to understand how people interact with your company online, you can access a wealth of information that will help your agents prioritize leads and close more deals. 1) Analytics Use web analytics to gain insight on how people find and interact with your website. Analytics can be overwhelming – there's too much information here. But if you look at just a couple of key indicators, they can help you prioritize messaging, segment your visitors by interests for more effective outreach, and ultimately increase conversions. Hot Days: Identify which days of the week are most active. These are the days your customers are telling you they are interested in thinking about their future home. New versus Returning: You can easily break down this information based on new or returning visitors. Returning visitors may be deeper in the sales cycle and might have different tendencies. Demographics: Who's viewing your website? Using analytics, you can determine the location, age, and gender of your viewer. Understanding your demographic is essential to curating and targeting your message. Interaction: Using analytics, you can see what pages people stop on, and for how long, their navigation history, and with what kind of device (e.g. mobile/desktop, Windows/Mac, Chrome/Firefox). This kind of data is invaluable in customizing and optimizing the value of your website.
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Introducing Wise Agent (6/30)
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CRM Impact on Recruiting and Retaining Agents
WAV Group has deep experience supporting real estate brokers on the selection and adoption of Customer Relationship Management (CRM) for their agents. Sometimes the best business strategy is a simple one. All research points out that successful real estate agents have 500 or more legitimate prospects in their CRM and they actively communicate with those prospects with a customer for life philosophy. Bearing this in mind, a broker or manager can better understand customer value of agent recruiting and retention. If you have been in the industry a long time, you may know the story of Intero Real Estate in Silicon Valley. They worked with a company to build a CRM that became the cornerstone of their business. They used it to recruit like crazy from Alain Pinel and Coldwell Banker and became one of the largest brokerage firms in America under the leadership of Gino Belfari. Granted, having an agent CRM is a requirement for brokerages today, and Mr. Belfari and his partners built the business on far more than a piece of technology. But this is an iconic story that shows the representational value of implementing CRM successfully in a brokerage and the resulting value of how agents using CRM leads to customer development, customer retention, and long term success. Agent Experience Demographics Recently, we have begun to create three categories of agents: New Colonists, Old Colonists, and Native Loyalists. The New Colonists – Those who have been in real estate less than six years and at the brokerage less than six years. The Old Colonists – Those who have been in real estate more than six years, but who are relatively new to the brokerage. The Native Loyalists – Those who are well experienced in real estate with over seven years of experience and who have also been at the brokerage more than six years.
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Top Producer® Office Hours (6/29)
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Propelling the Sales Cycle Forward with Broker Tools from Top Producer (6/21)
Tuesday, June 21, 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 (6/22)
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Reesio Training (6/15)
Wednesday, June 15, 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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6 Steps to Driving Real Estate Success with Tools and Systems
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Reesio Training (6/8)
Wednesday, June 8, 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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Reesio Training (5/18)
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A Realistic Way to Manage Real Estate Transactions in a CRM
It can be a conundrum to fit transactions into your CRM in an effective way. Today I'm sharing an approach we are taking with our CRM system to solve this puzzle. What I am about to share may or may not apply to other CRM systems, of course. We've worked to determine our development path based on best practices, user requests and, most importantly, what is realistically feasible for agents to handle. The basics of our approach, however, should be applicable to just about any CRM system worth its salt, so whether you are looking to fix this part of your current CRM system or in the market for a new CRM system, this article should be helpful to you. Rule #1: You should never automate EVERYTHING, but you certainly should automate as much as possible (realistically) How can you choose what is not too much and not too little, but just right, to automate when it comes to the transaction management portion of your CRM system? I suggest you start with the basics. Whether your system comes pre-loaded with some basic date fields in the buyer or seller transactions, or if you have to figure them out on your own, the first thing you need is a way to keep track of the most basic dates. Above is a small screenshot of some of these dates we are talking about. This particular screenshot happens to come from our CRM system's Seller Transaction. If there isn't a spot for them, there isn't an ability to set up some sort of reminder or tracking system, so it is critical you are able to update your transaction objects in your CRM. The important thing to remember is that this WILL NOT be the only place you are keeping track of dates and reminders. It will be the lion's share of them, though. That brings me to my next tip...
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Buyer Incubation and CRM
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Top Producer Nails Lead Conversion
Top Producer® is one of the most modern CRM solutions in the nation. It has been developed over decades to deliver success to agents. As the name would suggest, it is for top producers – or, more clearly, agents who plan their work and work their plan. Agents who are working their sphere of influence and have an online footprint with a website, IDX, and online advertising are generating consumer engagement. That means that you have a sales funnel and that you need to be working it every day. Wouldn't it be nice if you had an assistant that would hand you the list of your top five prospects every day? That is what agents requested from Top Producer, and it's available as a feature called Follow-Up Coach. Top Producer CRM will act as your virtual assistant, surfacing your top five prospects each day.  Better yet, it totally works on mobile so you do not even need to open your computer.
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5 Ways for Landing Loads of Business From Your Real Estate Database
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Real Estate Brokerage CRM and Leads: Working in the Old vs. NEW
Why is it that you run into so many old-fashioned "CRM" systems? And then there are the quasi-CRMs with a little bit of lead management, and then there are the standalone, sweet-technology systems (like call tracking or auto-texting). What a brokerage, successful team or large real estate company truly needs is high integration and high automation around some very simple tools that make your life easier. But, at the end of the day, those tools still need to help close transactions and kick out some reporting. Well, it turns out that you not only need the right system or solutions, but you also really need the right mindset around those tools. More specifically, it is about making sure you mentally commit the team to the new way of doing things. For today's post, we have brought together some of the ways that working leads and contacts in an old system or process contrasts with the way they can (and should) be worked in a new technology system. Scenario 1: What Actually Happened to Your Lead OLD: Lead comes in, you manually pass or email it out to an agent, and create a task for yourself to follow-up with the agent in a week. One week later, you email the agent for an update. New: Lead enters the system from any source, and distributes out to a single agent or group of agents. Once the lead is accepted, automated emails and text messages can begin going to the lead, and the agent can click-to-call, click-to-text, or email the lead immediately – which activity is tracked in the system. One week later, the lead manager checks the prior week's leads, and views the leads activity alongside the agent's auto-logged activity. No self reporting, no "All these leads stink," no BS.
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Measure Up: 4 Key Performance Metrics for Real Estate Agents
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The Biggest List of 133 Relationship Management Tools
I think I use anywhere between three to seven tools and platforms a day. Although, it may seem on the excessive end as the number rises, I couldn't actively do my job or manage my relationships successfully without each of the tools. I found an article stating that in a recent report 53% of mid-size companies use at least 5 or more technology solutions, while 15% use 10 or more. How many are you using? Different sized teams, goals, and jobs will require a combination of a variety of tools and platforms; yet, the one thing that probably remains the same is the maintenance of the relationships that need to be formed. You've heard us talk about how valuable they are and we'll say it over and over again. But, do you have all of the right tools and platforms to really succeed in your relationships? We've compiled this extensive list below, segmented by purpose of the tool, to help provide a directory for you with the platforms and tools you can try out to make an impact on your relationships and drive even more value back to your business. Check out these 133 relationship management tools below: Team Communication Now that we have access to each other at almost any point and as any team grows, tools and platforms that allow for better communication across individuals is vital. Communication is also the very thing you need for better relationships. Here are some examples of the best team communication tools we've found: 1. Slack – Team communication, searchable conversations, makes work more productive and more pleasant. 2. Hipchat – Group and private chat for teams, team chat built for business, video calling and screen sharing, create chat rooms, run on multiple platforms, can message from anywhere. 3. Gchat – Chat with contacts via Google contacts. 4. Honey – Share company news with the people you work with, contribute value, and information to the team from anywhere. 5. Candor – Helps generate ideas and make difficult decision. Assists teams to not get stuck on the first idea that crosses their mind. 6. 15Five – Team communication solution to boost performance.
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5 Best Practices on How to Follow-Up with Clients
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Top 5 Profit-Drivers of an Automated Real Estate CRM
In real estate (and every other industry), the million dollar question is, 'How do I make more money?' The easy answer: close more deals. Unfortunately, it's not always as easy as it sounds, otherwise we'd all be rolling in the dough. The reality is you're only one person, and there's only so much time in a day (unless, somehow, you're a vampire...or a player in Donald Trump's Real Estate Tycoon). Just like a car requires an engine to run, so does your business. Keeping your team accountable for the leads they accept while embracing best practices is a struggle for many. Think of an automated real estate CRM as your 'smart-automation engine' that enables you to turn prospects into leads and internal best practices into reality. It should not only include a smart campaign of automated tasks and alerts to maximize agent productivity, but ultimately act as a lead-driving machine for your brokerage. By automating some of your most important and time-consuming processes, you can become more effective in cultivating leads, keeping in touch with clients and managing your active listings. An effective real estate CRM will free up valuable time, allowing you to focus on the long-term success of your brokerage. So, what does your brokerage automated look like? Here are a few ways that a real estate CRM can automate your marketing and team activities to help you work smarter and become more profitable. 1. Agent and Team Tasks A single, simple task multiplied by your growing pipeline can result in a domino effect of unfinished business (and unhappy clients). With every new listing, there is a checklist of things to perform, whether it's five items or 50 items. No matter how large or small your list is, tasks are one of the most important things you can automate. Set up automated reminders and follow-up triggers to keep things from slipping through the cracks that may jeopardize a listing.
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Top 10 Insights You Need to Know to Grow Your Network
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Re-Segmenting: When Contacts No Longer Fit Into Their Segments
You can segment your contacts to optimize overall your ROI. But what happens when people in your network no longer fit their segment? According to eMarketer, with segmentation 39% of people saw better open rates, opt-out rates and unsubscriptions were lower for 28% of people, 24% saw improved email deliverability, leads, and revenue. Cleary, segmentation is key to successful customer nurturing and achieving a good ROI. Here are ways to think of how to re-segment your contacts: Physically Reorganize: Since your contacts change their relationship with you, your strategy to grow your relationship with them needs to change as well. If a customer completes a sale, then tactics to lure them in like a first time customer will not have the same effect. You to treat them differently. Your strategy needs to shift towards nurturing the current customer to turn them into a repeat buyer. You can reorganize your contacts in a few different ways. You can change the tags you have associated with the customer on your email to keep their information up to date. You can update their information in your contact lists, so you know what is relevant to their interests.
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