You are viewing our site as a Broker, switch your view below:

Agent | Broker     Reset Filters to Default
Stop Focusing on GCI and Start Focusing on Success-Driven Activities
There is a lot of noise in real estate right now. Brokerages are worrying about a host of external factors beyond their controls--Compass and its latest set of acquisitions, whispers of a recession, bad weather keeping buyers away from open houses, etc. While we always have to keep our eye on the industry and economy, it's more important to keep your eye on something much closer to home that you CAN control that WILL have a REAL impact on your business.
MORE >
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
MORE >
Contactually's Take on WAV Group's 2019 CRM Effectiveness Study
MORE >
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
MORE >
Better Habits, Better Relationships
MORE >
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.
MORE >
Your Website Is No Longer Your Single Biggest Tech Asset
MORE >
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.
MORE >
10 Steps to Successfully Switching Brokerage CRMs
MORE >
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.
MORE >
The WHY for CRM
MORE >
WATCH: Kent Hanley of Coldwell Banker HPW Shares Broker Tech Strategy
Switching technology platforms is a huge undertaking. After all, your brokerage platform is more than just a website--it also includes your company intranet, integration between all tools and services used in your brokerage, individual agent websites, and more. In a recent webinar, we learned how a large brokerage firm tackled the task of the switching technology platforms. Howard Perry and Walston (HPW) is a 15-office firm that serves the Raleigh, NC market. Their CEO, Kent Hanley, relocated to the area in 2016 to lead the company. But when he used HPW's website to search for a new home, he found it difficult to use. Kent knew that if the site was cumbersome for him, it was likely confusing to consumers, as well. So once he settled in to his new role, Kent began looking into how to improve their website, as well as to understand all the technology and vendors that HPW used, and how they worked—or didn't—for the company. What Kent discovered is that HPW was well overdue for a change to their entire brokerage technology platform. Watch the webinar below to learn how HPW came to this decision, how they evaluated vendors, and made the transition to a new platform.
MORE >
How to Get High CRM Adoption at Your Brokerage
MORE >
Do Your Agents Have Enough Contacts in Their CRM Sphere?
Agents rely on their brokerage for coaching and guidance. Your brokerage tools and resources directly contribute to their success and are what make them feel like their career is supported. As you and your managers coach agents on the importance of a CRM and how they should best utilize such a system, guidance has to be specific. The first step to using any CRM is to get your database of contacts cleaned up and uploaded. So, how many contacts should they have in there?
MORE >
Real Estate CRM Tools to Personalize, Process and Nurture Leads
MORE >
CRM Tools: Getting the Most Out of Your Software
Customer relationship management tools can transform a disorganized real estate agency into a thriving operation. But navigating the decisions that come with adopting new software can be confusing and tedious. How effective your CRM tools become is dependent on whether you truly know how to use them.
MORE >
How to Use a CRM to Get More Real Estate Leads
MORE >
Bradley Real Estate Going after Listings with Effective eProspecting Campaign
Jason Lytz, Vice President at Bradley Real Estate, operates in Northern California, a market experiencing extremely tight inventory. He spent time with us to explain a new process their company is putting in place to engage potential home sellers. Jason explains Bradley's company-wide campaign to help their agents build relationships with potential sellers by arming them with detailed neighborhood data and teaching them ways to encourage homeowners to contact their agents if they are considering selling. Read the interview here:
MORE >
Survey: Is Your CRM Working for You?
MORE >
CRMs Innovate with Coaching Integration
Customer Relationship Management platforms are going through a massive revolution today, and real estate teams, agents and brokers are taking notice. Leading CRM firms are programming the stock content and action plans to align with popular coaching techniques. For the most part, every sales professional understands why you need a CRM. Understanding your "why" is always the first step to adopting technology that will make a difference in your business. The "why" is pretty straightforward—real estate salespeople are significantly focused around developing and managing a crowd of relationships that will drive sales and organizing your work around the tasks to work each stage of your sales funnel. Why do you need a CRM? Because it allows you collect a lot of customers and build relationships by using software to manage the process. How do you use a CRM? Ask your favorite coach. CRM + Coaching Techniques Emerge A new trend that we see merging is the integration of sales techniques developed by the nation's top real estate coaches. Moxi Engage is a CRM that was built around the Ninja Selling techniques. And in an announcement this month, Contactually announced the integration of the Tom Ferry selling techniques into their application. To break this down, there are steps to making sales. In an ideal world, every touchpoint with the customer has a purpose that is delivered at exactly at the right time with a perfect message. If agents, teams, and brokerages pick a coaching solution to increase their sales productivity, the coaches' process must be implemented in the CRM. Every script, every email, and every single action follows a plan. All CRM systems have the ability to be customized. CRMs learned long ago that you cannot hand an agent, team, or broker a CRM without stock content for email drips and other sales plans. Today, they all come with something. The problem is that most stock content that comes with a CRM is fairly pedestrian. This new revolution is that the world's best sales coaches have worked with CRM companies to configure them to the coaching style. If you are coached by Tom Ferry, you want Contactually. If you follow Ninja Selling, you want Moxi. There are many examples like this. Some CRMs let you pick a selling template so you can add in the content to the CRM that is styled exactly like your coach's selling style. So the next time you go CRM shopping, start by doing some self-analysis. If you have a coach, pay close attention to the CRMs that have been customized to your coach's style. Even if you do not have a coach, you still want to pick a CRM that has adopted a coaching style. All salespeople need to plan their work and work their plan. CRMs are designed to keep you on track so you can always be selling. You do not have the time or expertise to go through the painstaking process of developing or modifying hundreds of drip messages, tasks, call scripts, or emails. These coaches have been honing their expertise in this area for decades to make every touchpoint you have with your customer awesome. CRMs are Getting Smarter There are dozens of CRM solutions offering an array of features. Historically, the most popular CRM has been Top Producer. That product has every possible feature you can imagine in a CRM. So much so, that it intimidates some people. CRMs have also gotten really smart. A technology feature that has recently found a path into CRM is artificial intelligence. Artificial intelligence is a fancy new term for allowing software to do tasks that are normally performed by humans. Another term for this is automation: "If this, then that." Basically, the software looks at data and actions and decides to go ahead and do something that will benefit the customer relationship without the agent doing anything. Another steep innovation has been the addition of predictive analytics. Again, machines crunch data and behavior variables and suggest actions. For example, a customer who changes their search behavior from searching once a week to searching multiple times a day may be more likely to transact. Big data has found its way into CRMs, too. Many advanced CRM systems can collect consumer data that the agent does not have – like public record filings – and use that to score the likelihood of a customer to transact. You may have a customer that may have recently transacted in the past three years who you would not consider to be a prospect, but suddenly they file for divorce – which immediately makes them very likely to transact. Inside Real Estate's Kunversion, Commissions Inc, IXACT Contact, Chime, Contactually, and Boomtown all leverage these smart technologies. For a complete list of CRM providers, visit RE Technology's Product Directory. You will find the top 70 CRMs in real estate, only a handful of which are mentioned here. You will also be able to read CRM articles about how agents, brokers, and teams have deployed these CRMs, see any news releases about CRMs, and access recorded or upcoming live webinars about CRMs. RE Technology is the best place to research any technology that you may be considering in your business. The site has been collecting technology research and best practices since 2010. If you do not already have an account, contact your MLS. RE Technology is a member benefit in nearly 180 MLSs who provide free accounts to more than 850,000 agents. Check it out. To view the original article, visit the WAV Group blog.
MORE >
3 Ways the Right CRM Can Improve Your Brand Identity
MORE >
Don't Make These 3 CRM Mistakes
Seventy-one percent of real estate agents use some type of customer relationship management system (CRM), and more than two-thirds of them use this technology to keep in touch with their contacts. Still, a good chunk of agents and brokers are making the same errors -- ones that could jeopardize sales and revenue. Usually, it's not the technology that's the problem, but the end user. Here are three common CRM mistakes and how you can avoid them.
MORE >
5 Ways to Make Your Real Estate CRM More Effective
MORE >
5 Key Features Needed for Agent Adoption
Most solutions available to real estate agents today promise to be the best, top-converting, or have the highest engagement rate, etc. I'm sure you've seen them all. But when it comes to getting your agents to use the CRM and truly getting your money's worth out of it, what really matters? Agent adoption. If your agents aren't using the solution you provided for them, then all those claims to be "The Best" are in vain. Your agents need to know how to actually use the tools you've given them. We've narrowed the list down to the top five value propositions needed within a CRM platform to have the highest success of agent adoption.
MORE >
3 Surefire Ways to Reap the Benefits of Your CRM
MORE >
Why Productivity Systems Are the Future and CRMs Are the Past
By Frank Chimento, VP – Broker Division, Elm Street Technology CRM software is diluted and largely ineffective! There, I said it. It's true. The future belongs to productivity systems, NOT CRM software. Last December, while attending Inman Connect in New York City, I overhead a few industry insiders commenting sarcastically about the good news that there are "...only about 10 new CRM products this year." They were right and that is good news. Yet, when you go online or open almost any industry related blog, you'll read or hear companies harping on the need for having a CRM. Of course, these are usually companies that sell CRM software. Often, they'll quote anecdotal statistics confirming the increase in business by companies that employ CRM software. This shouldn't be surprising to anyone, considering that in business you get what you focus on and, of course, CRM software can help some people focus. However, in real estate, what matters even more than simple customer relationship management software is productivity. To put it another way, growing a real estate brokerage or a real estate agent's business is about capacity. It's about scalability. Let's break it down. After almost 20 years working with brokerages and agents of all shapes, sizes and brands, as well as working with the largest technology companies in the industry, it is solid science that the typical agent has almost 400 contacts in their "database." With even conservative assumptions of only 3 percent turnover year-over-year (industry data says it's more like 5-7 percent,) that means 12 transaction sides should take place in every single agent's database each year. Yet, the typical agent does not average anywhere near 12 transaction sides per year. Why not? I submit this lack of volume has less to do with a CRM system and much more to do with a lack of productivity systems. Gathering everyone you know into one "place" should be part of your strategy, but understanding the sequence of how to qualify and quantify which individuals are likely to move through a sales pipeline should be the paramount objective of every professional real estate agent and brokerage. To do this efficiently without breakage requires a system, not merely software. It requires understanding how to increase capacity, because we have yet to determine how to add more hours to the day. Growing a real estate business is a process, not an event! What determines an effective productivity system? Flexibility Agents and brokerages in today's environment use a variety of tools for staying in front of clients and one size doesn't fit all, but it's important your productivity system is open enough to allow for plug-n-play opportunities. The future of the real estate business is all about integration. Think of your smartphone. You may use many different apps to accomplish tasks compared to what I may choose. Your real estate productivity system should function in the same manner. Think of your productivity system as your mainframe or your operating system that allows you to connect and/or disconnect ancillary services at your choosing without disrupting the entire ecosystem. Business Model Congruency A useful productivity system is congruent with the real estate business. In other words, your system needs to "understand" real estate. It makes little sense to apply another industry's nuanced systems to real estate. It's not congruent. For example, stellar productivity systems understand sales cycles and the differences for referrals from your spheres of influence, compared to leads from online portals or pay-per-click campaigns. Good productivity systems understand your GCI goals and how transactions are conducted, as well as having the flexibility to navigate the "parent/child" relationships (technologically speaking) regarding team structures, etc. Be careful your system is not one-sided toward only your sphere of influence or only your online lead cultivation. It needs to handle all aspects of your business. Data Is the New Bacon Everything tastes better with bacon, and a great productivity system is all about managing data. Your system must be able to handle live MLS data as well as customer and task/activity data. Data is power. Data is control. To scale your business and increase capacity, you must own and utilize your data to find the gaps in your production and identify solutions. KPIs Key Performance Indicators are the lights on each side of your runway. Not knowing where you are or where you're supposed to be will put you in a ditch. If there is one startling observation I've noticed over my career it is that profitable brokerages and agents know their KPIs and review them constantly. Underperforming brokerages and agents usually ask me, "What does KPI stand for?" Your productivity system must provide comprehensive visibility into all the appropriate indicators necessary for making decisions and adjustments during your business activities. Ironically, most CRM software companies state that a good CRM should improve agent productivity. In reality, increases in capacity or "output" is what increases production. A more honest statement would be that a good productivity system will increase profitability because it will identify gaps, increase capacity, reduce waste, and provide more time to focus on the activities that generate revenue. In short, a good productivity system provides the kind of coaching and insight that moves the needle toward profitability. Elevate BOSS (Business Operating System & Services) is a new brokerage and agent productivity system that's 100 percent devoted to increasing profitability by boosting production capacity. Elevate BOSS is much more than software, it is a system. Because it is built on a cloud-based open API platform, it is flexible and can integrate with a variety of ancillary tools. Providing everything from social media marketing, IDX sites, MLS data feeds, customer activity workflow and task coaching to lead aggregation-response-routing-and tracking plus CMA creation wizards and brokerage recruiting modules, this productivity system is the new framework putting the most critical pieces of functionality at the fingertips of real estate professionals. Additionally, the unprecedented key performance indicator dashboards provide agents and brokerages with never-before realized access to the information that matters most. The new Elevate BOSS platform is now bringing on small, medium, and large brokerages for our beta release and implementation. If you would like more information about this revolutionary business operating system, visit: boss.tryelevate.com    
MORE >
Doubling Sales Volume Six Years in a Row -- By Following Up
MORE >
What's in Your Wallet?
Remember the days when you kept a few business cards of influential people in your wallet or purse? Perhaps they were friends, advisors or peers so important to your career that you never wanted to be without their information handy. Today, you store hundreds of these contacts in your smartphone, but it's still the same: What's in your database are your keys to success. Most of us have a database, filled to overflowing with everyone and anyone we've met over the years. If you were to scroll through that list today, you might be surprised to find you recognize only a small percentage of the records. Much like social media accounts, we've collected more than we've connected with in a meaningful way. Perhaps it's time for a little housekeeping.
MORE >
Why the Right Brokerage CRM Can Be a Gold Mine
MORE >
Are You Adopting the Right Techniques in Your CRM Onboarding?
Getting a CRM platform or software onto everyone's devices is not always an easy task and the reason for this is simple: human nature. You could be using best CRM software out there, but that doesn't guarantee that everyone is going to to be on board with it. This applies to small brokerages all the way up to large franchises. So how do you get your team on board? Being proactive and targeting the right people in your organization, such as early adopters or influencers, will build brand integrity and ultimately lead to the rest of the team to follow suit. That's just one example.
MORE >
4 Vital Questions to Ask When Choosing a CRM Solution
MORE >
What Is the Difference Between CRM and Marketing Automation?
Some people think that the terms CRM and marketing automation refer to the same type of software. While there is some overlap in the type of information each system utilizes, the two systems are very different in terms of who uses each one and the tasks the systems support.
MORE >
Types of CRM: What's the Difference?
MORE >
What Is the Difference Between CRM and ERP?
Running your business takes planning and execution. Your customers are the backbone of your business, and for that reason you've got to be able to reach them and nurture your relationship with them to keep your business growing. Being able to manage these relationships requires organized, well-established business processes. Two tools that can be used to establish and manage these processes are Customer Relationship Management (CRM) and Enterprise Resource Planning (ERP). In this article, we will explore both of these tools, how they work, and what each of them can do for your company.
MORE >
Reading About CRM? Here Are the Top CRM Books and Blogs
MORE >
What Brokers Should Look for in a CRM
First of all... yes, you need a CRM. If you haven't onboarded a standard agent CRM for your brokerage, then 2018 is the year to do so. A CRM (customer relationship management system) is where all of your agents keep and nurture their contacts, market to their sphere, manage their sales flow, track their goals, and much more. The CRM glues everything together. What impact could a CRM have on your business? Here are a few quick facts: 74 percent of businesses using a CRM report improved customer relationships (Annuitas Group) Conversion rates can improve by 300 percent with a CRM in place (Cloudswave) Lead cost is reduced by 23 percent with a CRM in place (Cloudswave) Vetting technologies can be challenging and complicated, especially a system as robust as a CRM. So, what should you be looking for in a CRM for your agents? Below are our recommendations for what you should consider when it comes to a CRM for your brokerage.
MORE >
The Secret Broker CRM You Haven't Heard Of (Yet)
MORE >
3 Must-Have Features Your Agents Need in a CRM
Real estate agents who use a CRM are 26.2 percent more productive than agents who don't use one. The solution: get a CRM, right? Wrong. Or to be less black and white about it, you're only halfway to the answer. More specifically, agents need a) a CRM with features designed with real estate in mind, and b) a CRM that they'll actually use. A CRM that doesn't really meet your needs is a cost. On the other hand, a CRM that optimizes your working practices, improves efficiency and helps your agents close more deals is an investment. If you're smart about the CRM features you look for, your software can have a significant impact on your bottom line. Below are three features that can help you make that leap.
MORE >
How to Connect with a Millennial Home Buyer
MORE >
Three Hard Truths About Building Your Brokerage
Real estate is hyper competitive; everyone knows that. According to the 2012 Economic Census, there are 86,004 real estate brokerage firms operating in the United States. This means you have competitors around every corner vying to overtake your market and your business. However, one of the biggest mistakes you can make is focusing on your competition. Successful brokers focus on determining their own strengths and figuring out how to build a solid foundation for their agents and clients. Forward-thinking brokerages are moving in the right direction because they're aware of these key facts:
MORE >
Creating a Custom Email Experience with Mail Merge
MORE >
Spring Cleaning your Dirty Data!
Spring is a great time to clean our backyards, houses and yes, our databases! Dirty client, prospective buyer/seller and agent databases can waste our time, hurt your reputation, cause misunderstandings and lead to missed opportunities! So how do we turn garbage into gold? No data is ever perfect, but we can always strive to clean and normalize data to make it more accurate and usable. So what do you do, how can you fix your data and make it your friend? Well, the garbage in garbage out rule should always be top of mind, but there are also a few other ways you can maintain a cleaner database and improve the quality of leads or source of information your business relies on. Remove Duplicates Every database has duplicate data. Spelling errors, extra spaces or different spelling and abbreviations for a company name, contact name or address. These are some of the common ways duplicate data sneaks in. Looking for unique identifiers such as phone number, email address or a postal code can help you understand who may be a duplicate contact or lead in your database.
MORE >
New Client Intel Tool Taps Public Records to Compile Insights on Your Contacts
MORE >
Pull the plug or double down? Why one brokerage invested in new tech to get more value from their low-conversion paid leads
Stephens Real Estate describes themselves as a "traditional, full-service brokerage." And everything from their location — in the heartland of Lawrence, Kansas — to their business model does seem pretty conventional. But when new broker/owners Pat McCandless and Chris Earl stepped in to run the firm in 2013, they knew that continued success would require that they innovate and invest in technology for their agents and clients. Here's how they created an office technology culture that didn't interfere with the company's longstanding traditions. Q. You recently had to choose whether to invest more or pass on your primary online portal contract. What provoked this? Pat McCandless: We purchased the company in January 2013, and for the first year we really just focused on not interfering in any way that would derail their longstanding success.  We are one of the top companies in the area and our reputation is excellent. But we did realize our support systems were out of date; in order for our agents to maintain our standards of service, we had to update those support and tech systems. Q. What systems are you talking about, and how did you first learn that your systems were no longer efficient? Chris Earl: Two weeks before renewal of our contract with realtor.com®, our sales representative, Richard McDonald, came to explain changes to our existing offering. The program we had been using was being transitioned and we weren't able to renew the contract for our web leads in its current form. Surprisingly, Richard did not recommend we go forward with a different product. He had conducted an analysis of the response rate we were providing for leads, and it was less than ideal. Some leads were responded to quickly, others were not and some did not receive any response at all. Our conversion rate was at 3-4 percent, when it should have been 8, 9 or 10 percent.
MORE >
Revamp Your Brokerage's Brand by Investing in Technology that Matters
MORE >
What are the Touchpoints of a Brokerage's Front Office?
How do you make money? If you're not bringing in leads, you're not bringing in clients. If your agents aren't communicating with clients, they're not winning referrals or nurturing long-term business. These interactions define your face to the consumer and define how you interact with them across the board. Simply put, how you deal with people and what they think of you is how you make money. This is also known as your brand. With the right technology, your brand can be one of the most powerful tools for generating business. But how do you tell the difference between 'shiny pennies' and the right technology? Here are the most important touchpoints a brokerage's technology must have: Website Having a mobile-first website is necessity for every single real estate brokerage alive today. No ifs, ands or buts. Without this initial touchpoint, your brokerage loses leads before they even exist. And with a non-responsive site, you might as well give your viewers a trampoline—because they'll bounce right off your page.
MORE >
Imprev and Moxi Works Integrate to Power BHGRE Rand Realty New Agent Platform
MORE >
Choosing a Real Estate CRM for Your Brokerage
Not all real estate CRM platforms are equal. So how do you make sure that you invest wisely in such a vital system for your brokerage? Victor Lund of WAV Group addresses key factors brokerage owners should consider when selecting a real estate CRM. Key considerations you will find in the whitepaper: Setting agents up for success with goal tracking Why agents need 500+ contacts records in their CRM Why a sphere-centric CRM exceeds a leads-centric CRM The role that CRM plays in forecasting brokerage revenue How a real estate CRM impacts consumer engagement with your brand The importance of integrating email, calendar, and contacts with your CRM
MORE >
How I Manage My Contact List… Kinda
MORE >
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!
MORE >
Propel the Sales Cycle Forward with Integrated, Intuitive Broker Tools
MORE >
Top 3 Tools to Integrate Into Your Back Office
When it comes to real estate software, there's no one-size-fits-all solution. Small brokers have different technology needs than large brokers, and franchises have different requirements than independent firms. Rather than relying on one system to handle everything you need, today's brokers look to solutions that can integrate with others to share data. MLS listing data is typically the backbone of all integrations--given the right set-up, this information can flow into your transaction management systems and eliminate the need for repetitive data entry. MLS data can also be used to automatically generate marketing materials for every new listing. There is an almost endless amount of integrations available to brokers across multiple solutions. Today, however, we're going to narrow our focus to integrations with what we consider the backbone of your real estate firm--your back office solution. The 'Trifecta' of Back Office Integrations This article came out of a conversation we had with Andrew Chishchevoy, co-founder of back office solution Brokermint. Although Brokermint integrates with multiple solutions, there are three that they consider the "trifecta" of back office integrations. 1. MLS Integration - This is the core integration of any back office or transaction management system. When MLS data freely flows into the solution you use, you can save time and payroll by eliminating redundant data entry, and ensure that all listing/transaction data is accurate. For example, once a listing is entered into the MLS, a transaction is immediately created in Brokermint and agents and administrators can start uploading documents immediately. Depending on the back office solution you use, agents are assigned to a new transaction immediately, based on the listing data from the MLS. If your back office solution has a commission management component, a default commission structure may be added to the transaction, as well.
MORE >
How to Reinvigorate a Past Relationship
MORE >
Five Tips for Fostering a Client-for-life Strategy
It's a simple fact for most brokers and agents: There are limited funds for large marketing efforts. That's why it is important to leverage the best of what you already have—past clients who know your value and may pass on their good experience to future prospects! A proactive client retention strategy that builds on these existing relationships can reduce the marketing cost per customer, enhance your brand reputation, and increase bottom line profitability. Building lifelong consumer loyalty may feel overwhelming, but let's take a look at five easy tactics that you can implement today. 1. Connect with your current clients. Make every real estate transaction an opportunity to create a deeper sense of shared understanding. It's easy to get caught up in business as usual, but clients like to work with people they can relate to. Let your caring personality shine—ask them about their lives, their hopes, and their goals. And then, make sure to keep in touch! 2. Share resources. Consumers are increasingly moving long distances for job opportunities, family changes, and age-related transitions. So there's a significant pool of would-be home buyers and sellers that will see the value of selecting a real estate agent who can connect them to localized service providers for any home repairs or other relocation logistics in their new hometown. Nest4Less, for example, empowers brokers and agents to provide localized and customizable online directory content to prospects and clients for free.
MORE >
What's the Real Value of Portal Marketing?
MORE >
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!
MORE >
3 Tips for Managing Your Realtor.com and Zillow Leads
MORE >
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!
MORE >
Propelling the Sales Cycle Forward with Broker Tools from Top Producer (9/13)
MORE >
Introducing Wise Agent (9/13)
Tuesday, September 13, 2016 at 10:00 AM PDT Join us for an introduction to Wise Agent. This webinar will show you how you can organize and manage every aspect of your real estate business with the Wise Agent CRM system. We will cover: Contact Management Transaction Management Marketing Tools And more! WiseAgent is the solution to ALL your real estate business management needs, with a free trial, training and 24/7 customer support. General overview followed by a question and answer session. Register now!
MORE >
Welcome to Top Producer: Build Relationships, Build Your Business (9/8)
MORE >
CRM Tools Solve the Problem of Agent and Client Retention
Real estate brokerages waste valuable growth opportunities by over-focusing on new client adoption and agent recruitment instead of implementing solutions for the retention of both. Industry research shows that repeat clients spend 67 percent more than first-time clients, so agent and client turnover reduces a brokerage's potential return-on-investment (ROI) for marketing and training dollars. The key to capturing these high yield sales is enabling agents to efficiently communicate with clients throughout the sales process and beyond. A Customer Relationship Management (CRM) solution significantly boosts the ability of agents to foster long-term relationships, driving repeat—and more profitable—sales. The potential benefits of an experienced agent's digital rolodex, or CRM, cannot be understated. Given that 80 percent of buyers would use their agent again or refer their agent to others, an agent doesn't have to engage in costly marketing tactics to convince prospects of their value—they've already proven it. Agents who have been with a firm for a number of years have cultivated a broad network of the most fruitful prospects. Since client acquisition costs five times more than retention, it makes business sense to provide a targeted CRM tool for agents to maintain positive client relations before and long after the sale, with the added benefit of acquiring additional new referrals.
MORE >
Propelling the Sales Cycle Forward with Broker Tools from Top Producer (8/30)
MORE >
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!
MORE >
Top Producer® Office Hours (8/17)
MORE >
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!
MORE >
3 Ways to Use Data You Have Today to Better Understand Your Customers
MORE >
Introducing Wise Agent (6/30)
Thursday, June 30, 2016 at 10:00 AM PDT Join us for an introduction to Wise Agent. This webinar will show you how you can organize and manage every aspect of your real estate business with the Wise Agent CRM system. We will cover: Contact Management Transaction Management Marketing Tools And more! WiseAgent is the solution to ALL your real estate business management needs, with a free trial, training and 24/7 customer support. General overview followed by a question and answer session. Register now!
MORE >
CRM Impact on Recruiting and Retaining Agents
MORE >
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!
MORE >
Propelling the Sales Cycle Forward with Broker Tools from Top Producer (6/21)
MORE >
Introducing Wise Agent (6/22)
Wednesday, June 22, 2016 at 10:00 AM PDT Join us for an introduction to Wise Agent. This webinar will show you how you can organize and manage every aspect of your real estate business with the Wise Agent CRM system. We will cover: Contact Management Transaction Management Marketing Tools And more! WiseAgent is the solution to ALL your real estate business management needs, with a free trial, training and 24/7 customer support. General overview followed by a question and answer session. Register now!
MORE >
Reesio Training (6/15)
MORE >
6 Steps to Driving Real Estate Success with Tools and Systems
Paul Argueta, Broker/Owner of Real Estate Haven in Pasadena, California started out as a single agent working in his family business. He went on to become a broker and built a team of more than 150 agents, which gained him recognition as one of the fastest growing, privately held companies in America according to Inc. Magazine. How did he achieve this success? Like many agents and brokers, it was born from the adoption of tools and systems that streamlined his business, made his agents more effective and allowed for higher conversion. Let's explore the steps you can take to achieve real estate success with the backing of tools and systems: Step #1: Acknowledge the Need At the company's five-year mark, Argueta's team was closing between 400 and 500 units per year, yet referral and repeat business was lacking. He acknowledged the need for technologies that would help them capitalize on this missed opportunity. He also knew implementing these new technologies would help drive his recruitment and retention efforts. Step #2: Set Your Goals Argueta set out to find technologies that he could implement to help his team reach their goal of recapturing past clients and their sphere of influence, with the overarching goal of building a suite of products that could be marketed to his agents as a one-stop-shop for their lead generation, nurture and follow-up.
MORE >
Reesio Training (6/8)
MORE >
Reesio Training (5/18)
Wednesday, May 18, 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!
MORE >
A Realistic Way to Manage Real Estate Transactions in a CRM
MORE >
Buyer Incubation and CRM
Real estate brokers need to take a bit of a scientific approach to justifying some decisions in their business, especially when it comes to investing in technology. Historically, this is referred to as Return on Investment, or ROI. There are a few ways to research ROI on technology, but none of them are very pure. It is nearly impossible to track a consumer from customer acquisition to sale. Where are buyers born? The most powerful and dynamic marketing tool in real estate is your sphere of influence. Agents have it, brands have it, firms have it. It draws consumers in before they even know it. The influence is gathered outside the ring of marketing and well before the activity of buying a home. New brands don't have this. New agents don't have this. Home buyers come from somewhere, and at some point they engage. What happens next? What is the buyer's first impression? In general, not much happens at all. Research from the WAV Group's Agent Responsiveness study indicated that 48 percent of buyer inquiries were never responded to. The average number of call back attempts from the agent after the initial contact was 1.5. The average number of email contact attempts was 2.07. The average response time was 917 minutes or 15.29 hours. CUSTOMER RELATIONSHIP MANAGEMENT SOLUTIONS GUARANTEE THAT CONSUMERS ARE RESPONDED TO IMMEDIATELY AND REPEATEDLY. Brokers must realize that the consequences of not providing a CRM solution to agents represent a serious compromise in their business. By investing in a CRM solution, this issue is cured immediately.
MORE >
Top Producer Nails Lead Conversion
MORE >
5 Ways for Landing Loads of Business From Your Real Estate Database
Maybe you spend a lot of time prospecting for new real estate clients. But are you also digging into your database to uncover the hot leads that are waiting in there? In this video, real estate coach Bruce Keith shares five actionable tips to help you land more business from your existing real estate database! How to Find Real Estate Leads in Your Database
MORE >
Real Estate Brokerage CRM and Leads: Working in the Old vs. NEW
MORE >
Measure Up: 4 Key Performance Metrics for Real Estate Agents
Like in any industry, and especially for real estate agents, the only way to truly succeed is to know how 'success' is measured. Most agents fail in their first year because they are taught to sell, but not held accountable for long-term performance. They aren't held to a standard, and without a standard, it is nearly impossible to measure success. You can't improve what you don't measure. Just as real estate agents should be held accountable to brokers for meeting revenue goals, brokers should be held accountable to agents for helping them build their pipelines — like every other industry. When brokers direct their focus on individual accountability and revenue goals, they'll see a drastic change. Accountability for revenue translates to more productive agents. And more productive agents build a more successful brokerage. According to NAR's 2014 study on home buyers and sellers, 44% of consumers rated their satisfaction with real estate agents as 'somewhat satisfied' with another 4% as 'dissatisfied.' Why are nearly half of home buyers less than satisfied with their agents? The answer often points to a key misstep: lack of training from brokers. As a broker, it is your responsibility to make your agents accountable for meeting revenue goals and delivering high performance. Here are four key performance metrics to measure the success of your real estate agents — and ultimately your brokerage. Response Time Responding to leads is how you develop your brokerage, and if leads dry up, your business does too. Failure to respond to leads in a timely manner is a major problem for many real estate agents. Average response time is 917 minutes (or 15.29 hours) and 48% of buyer inquiries are never responded to. If brokers and agents take steps to correct this problem, they are tapping into a potential gold mine.
MORE >
The Biggest List of 133 Relationship Management Tools
MORE >
5 Best Practices on How to Follow-Up with Clients
We consider ourselves follow-up experts. Granted, sometimes these follow-ups are delayed, or they may not contain all of the right words — but we're human. We've written about how to write an effective follow-up email, generated templates for the best follow-ups, and what to do after a follow-up. Although these have been for a much broader audience and for best practices, we understand that advice isn't a one-size fits all sort of thing. A follow-up is essential in staying top of mind and getting referrals to new clients. Following up is also a must for existing and past clients; it expands your network and cultivates the one you have currently. With the influx of even more places to communicate, how should a you follow-up with clients? Knowing the right time, place, and how is extremely important. We'll dive into the best practices on how to follow-up with clients. Existing Clients 1. Projects You were hired because of your insights and guidance as an expert in your field. However, sometimes clients may slip through the cracks, or your own communications to them may make them fall by the wayside. This is your perfect opportunity to reengage with your clients to make sure you are following up with what they needed you to do in the first place.
MORE >
Top 5 Profit-Drivers of an Automated Real Estate CRM
MORE >
Top 10 Insights You Need to Know to Grow Your Network
After I graduated college, I heard countless times that my network would be one of the most valuable things in my career. And to top it off, living in DC embodies the phrase of "it's all who you know." The idea of networking and utilizing my own relationships didn't resonate with me until I landed my first job out of school through my network and then landed a job here at Contactually under the same circumstance. Networking is essential in building relationships, but you can't just continually network with people and expect returns. You have to pull up from the actual action and assess things inside your network. The insights that you can glean from your network are bountiful. We've discussed ways to get to know your prospects, but how do you get to know your network even more? Which insights are the most important to grow your contact base even further? Here are the top 10 insights you need to know to grow your network: 1. Social Media We've discussed how you can follow up on other channels besides email, especially social media. Knowing that, it would be wise to identify what their social media handles are and connect with them on each of those channels. Social media has become another wide and expansive communication channel. 74% of all Internet users are on a social media platform so, if you aren't using at least one of the platforms, you will be left behind and your network could suffer.
MORE >
Re-Segmenting: When Contacts No Longer Fit Into Their Segments
MORE >
Stock Check: 5 Ways to Take Inventory of Your Network
After I graduated, I had a 6 month gap in securing full-time employment and in that time I had the opportunity to work for a retailer. It wasn't my dream job out of school, but to be honest, the discount was great. And I did learn some selling techniques. However, one thing I did dread every month or so was that I had to stay back a few nights to help take inventory of the items of clothing on the floor and in the back stock. Meticulously counting the various blouses, pants, sweaters, and accessories wasn't exactly on my list of favorite things to do. It was important to the business and the store. We could see if we were missing anything, if there were holes in the inventory, and/or if there were things we needed to reorder. Even though, I loathed having to do this, I understood how it was vital in determining different factors going on at the story. My dread did have a correlation to how unproductive the process actually is. Microsoft found that "for almost all retailers, inventory is the single largest asset on the balance sheet. Yet despite all the improvements in technology over the past 25 years, inventory continues to be the least productive asset for most retailers." Taking inventory isn't just reserved for retail stores. Practicing it on your network can be extremely valuable in building better business relationships and it can be a more productive process than the one I experienced counting blouses.
MORE >
5 Five Minute Tips to Organize Contacts in Your Network
MORE >
How to Build a Great Brokerage with Technology
A real estate brokerage has many of the management and marketing challenges common to most other businesses. Our inventory is our listings, and we market, advertise and sell to generate commission revenue. However, the real estate brokerage is more complex in some ways, particularly when it comes to risk and legal issues. If we take a close look at how we actually make our money, we are expending time, using our expertise and special skills, and coordinating complex transactions. We market our services, spend a lot of advertising money, and we manage a diverse group of independent contractor agents. There's a lot going on in a busy brokerage, and all of this activity can be a lot more efficient through the use of technology resources. Technology is of even more value in our marketing efforts. CRM, Customer Relationship Management, is much more effective when we use the right tech tools. Getting prospect leads, then moving them from prospect status to a successful closing can grow our business much faster if we understand and properly use technology and the various online and software resources available. Open your mind to new ideas and examine every area of your business, from document management and filing through all of your marketing and advertising. Consider how you communicate with your agents, especially in today's more mobile business world. Some brokerages are even operating without a desk for every agent, as they are able to conduct business with their mobile phones, tablets and notebook computers.
MORE >
How to Stay Top of Mind With Your Contacts
MORE >
One Way to Make Your Real Estate Practice Profitable
Today I want to share with you a very important, yet easy model to adopt for making your real estate practice more profitable. Part of what we do every day is help prospective and current clients combine services. The most common things we hear is that somebody has a CRM, transaction management system, online lead system, as well as an array of AdWords or ad retargeting systems in place, and neighborhood specific landing pages--and they are bleeding them dry. They desperately want to lower their overhead, but don't know how. Even worse, they can't really draw any lines as to how any of these things are driving business for them. This is a MAJOR "no no" with us, as EVERYTHING we plan in life has to be measurable. Even worse, as we've said time and time again, the real estate Industry is full disjointed technologies. Clearly, there has to be a fix for this. Most times, real estate professionals are looking for a quick fix to solve all these problems. Is this realistic? Usually not. Can I blame them for this? Of course not. Agents and brokers are busy professionals and have to cram tons of stuff into a single day. If there were a way to make things easier, though, how could you fault someone for wanting to make life easier? You cannot. Because of that, I'd like to propose that the easy way to do more with less is to simply put in a little extra up-front work and combine your technologies. Today, I'll give you some easy suggestions on how to make this happen. 1) Let your CRM run your transaction management Most quality real estate CRM systems these days include automated workflow. The workflow automation in these systems will actually allow you to run 100% of your transaction management through your CRM. While it is true that it will require a little bit of up front work, once you've set your procedures and triggers in your CRM, you will never again have to worry about jumping from one system to another. Jumping back and forth between systems wastes time and makes you less effective. Even more, many transaction coordination systems bill their subscribers on a per transaction basis. CRMs, on the other hand, charge per seat (user), so once you've locked and loaded your management rules, you will be able to realize significant savings.
MORE >
Syncing Your Business Contacts with LinkedIn Contacts
MORE >
Brokerage CRM: Best Practices for Sales Driven Organizations
The two valves that constitute the heart of consulting are benchmarking and case studies. Benchmarking is measuring an industry norm. Case studies focus on telling the story of new strategies deployed by pioneers for products or tactics. Both provide organizations with insights that sharpen their aim or expand their aspiration. A great example of a benchmark is WAV Group's report that 4 in 10 real estate professionals have not done a transaction in more than a year. Take a look at this study that surveyed data from MLSs across the nation. WAV Group recently compiled a CRM case study with two of America's leading brokerages that are highly committed sales driven organizations. As dedicated sales driven organizations, the agent sales funnel and the agent presentation tools are regarded as the most important assets deployed by the firm. In both cases, Windermere and Long and Foster revealed the success found through changing client relationship management software providers. WAV Group invites you to download a complimentary copy of this whitepaper. In the case of Long and Foster, the company switched listing presentation/CMA providers. In doing so, they were able to level set the buyer and seller presentations across the entire salesforce. They gained design and information control. They also supported agents by delivering a solution that works on all devices – mobile and desktop. Today the company reports higher much higher utilization of broker supplied presentation tool and higher conversion rates.
MORE >
Time Management Tricks for Real Estate Brokers
MORE >
Moxi Works Real Estate CRM Launches with 7,000 Agents
There are lots of startups in real estate every year. Many come and go. Most hunt the largest customers possible and are crushed either by winning the account and not being able to perform or not winning the account and running out of capital. Moxi Works is different. I know these people and what they have been working on. First of all, Moxi Works is not really a startup. It is a new brand on a company that was born out of Windermere, one of those traditional big brokerages who have adapted to technology with a passion. Moxi Works is an opportunity for other great firms to partner with them on a platform that is unique, and probably exclusive. They have partnered with three of the largest brokerage companies on other product platforms already. They can roll out technology across thousands of agents carefully and seamlessly. It is an art that very few have mastered. Moxi Works is the product of what happens when you take a bunch of talented Seattle technologists and you blend them into a sales driven brokerage. When I first got a demo of the Moxi Works productivity system, I started to run though my CRM feature checklist. When I saw the dashboard, I was a bit shocked to see nothing of what I expected. They show the calendar. I get that. They show GCI – your target, year to date, and percentage of goal attained. I have never seen that in any real estate CRM. They track four phases in the sales funnel – Pending Sales, Activities, Prospects, and Marketing. Great things to focus on.
MORE >
Advertiser's Nirvana is CRM
MORE >
Has Your Real Estate Database Become An Angry Monster?
I'll let you in on a secret: Every agent, no matter how successful or organized they are, has problems with their database. It's a matter of fact. What are the common problems, you ask? Sometimes it's just that agents are combining databases from many different technology platforms that do not sync, things don't get updated across all those platforms, and all the sudden the agent has no idea which is the correct info and which is the out-of-date info. Other times, it has to do with a connected piece of technology that is messing things up. For instance, anybody that knows me knows I am the biggest Apple fanboy ever. That said, the iPhone sync agent is THE WORST I have ever seen. It truly does not matter if you use iCloud or don't, if you've got your iTunes syncing with Outlook, Mac Address Book, or even Gmail. I guarantee you have multiple duplicate contacts in your address book. Even if you have been SUPER careful not to let this happen, it will happen. When your database is out of whack, you cannot do your job effectively. When you cannot do your job effectively, you risk losing business. If you lose enough business, you risk running yourself out of business all together. Surely you can see the problem with this. Your database is your net worth as a real estate professional. If that is out of whack, you have nothing. So assuming we are all in agreement on these facts, the question becomes, "What do I do?"
MORE >
Human beings get referrals — here’s how to act like one
MORE >
Understanding "Context Marketing"
Every customer is different Business coach Tom Ferry recently published a video about one of our favorite topics — why agents need a CRM. Let's watch it! Now, I enjoyed this for a couple reasons: Tom sounds like he actually cares about this topic. In a world of webinars and media where the host often sounds like one of the adults from a Charlie Brown cartoon (kids, ask your parents about that reference), Tom will keep your attention.
MORE >