CRM by Delta Media Group

Stay on Top of Your SOI All Year Long
Who can tell me what a real estate agent's best source of free referral business is? Exactly, your Sphere of Influence (SOI)! And who can tell me the best ways to keep the well full and the fountain flowing? There are actually a number of ways to stay on top of your SOI, and we'll explore some of them today. But the single trick you most want to remember when it comes to keeping in touch with your SOI is: Recurrence! For the uninitiated, your SOI is the group of people you already know whom can contribute an almost limitless number of contacts and networking to help you find clients. There is an innumerable list of people that can make up an SOI. Anyone from former teachers, your spouse, your fraternity brothers, coworkers at an old job, the guy who runs the landscaping service you use, the person who stages your sellers' homes, your extended family, and so many more in between. The trick can be keeping those various plates spinning at the same time; a dropped plate could mean a missed opportunity. Not everyone is ready to buy or sell a house today—right now. And you aren't always going to be top-of-mind for your SOI when the time comes when someone they know is ready to purchase or unload. Scheduling a sphere of influence marketing campaign can ensure you are automatically staying in touch with them all year long. It's recommended that you keep your SOI list right around 150 people. This ensures you can maintain meaningful relationships with these people. Some companies will even guarantee extra closings if you consistently send real estate mailers to your sphere every month. Planning ahead can be as simple as understanding who makes up your SOI and figuring out the best ways to stay in front of them. Sometimes it's a conversation at the coffee spot, or attending HOA meetings in amazing neighborhoods, or just taking the time to answer a question from someone who's "thinking" about selling, but not ready yet. But the absolute key is to stay in front of them, making your contact with them predictable and commitment-free—and by all means wash, rinse and repeat. ProspectsPLUS! knows the power of repetition. That's why recurring outreach is critical and will ensure your SOI knows you're their go-to for real estate referrals (and rewards). Learn more about their 3 Extra Closings Guarantee

Stop Losing Business Because You're Busy
It's no secret -- agents are absolutely slammed right now. With buyer demand holding strong and markets across the country remaining hotter than ever, it can be tough to keep up with the urgent follow-ups, the showings, the bidding wars...the list goes on. What's not cool, is losing business because you're so busy. And whether they know it or not, agents everywhere are slowing down on their lead generation, backing off of their pipeline, and missing out on opportunities to make connections and lay the groundwork for tomorrow's conversations and next year's closed deals. Let's start with productivity and covering your bases. You need to make sure you are running your business and it's not the other way around. Start by taking a look at your daily activities. Are you time blocking effectively? Do you have clear, actionable goals? If you're leveraging a CRM, are you be taking advantage of the daily to-dos, automated marketing, and lead follow-up tools? In real estate, you are your business, so you should run the show like you're the CEO. Determine what tasks are your high-dollar, high-value activities. Those are the things that you need to tackle yourself. But the kicker is that everything else is still important—and this is where your people and processes come into play. So, make a list of everything you should be doing to grow your business. What can you delegate to another person (ISA, admin, assistant, etc.)? What can you automate (eAlert listings to your database, automated marketing, digital advertising, etc.)? Anything left on the list that isn't generating revenue or bringing you joy, just stop doing. Here are 3 ways your CRM can help you stay productive even when you're busy. 1. Automated marketing. Technology allows us to be in two places at once. You can send that personalized email with best-fit properties for a prospective lead while being out in the field doing a showing or giving a listing presentation. That's how you can take advantage of this hot market and double down on lead generation without having to dedicate hours of time to prospecting. 2. Leverage real-time insights. Does your technology let you know who exactly you should be reaching out to and when? For example, Mary Homebuyer is browsing your site right now and she's favorited two properties and forwarded one to her husband. Or, Andy Homebuyer just registered on your site and he indicated that he also has a home to sell. You should be reaching out to these leads as soon as possible! "For us, [BoomTown's] Opportunity Wall is huge," says Tim Caudill of Florida Life Real Estate Group. "Our agents, three times a day, live on that Wall. To be able to see when a client is on your website shopping, to know that they favorited a property, to know how many times they've clicked on one specific property, shows their motivation to buy... And our agents love it. As soon as they see if somebody has favorite a property a fourth or fifth time, they'll pick up the phone, call them, and ask, 'Hey, would you like to schedule a time to see that property? It seems like you're in love with it because you're dating it online. Let's go ahead and get something going here, and we can see if you guys are fit for each other.' And it always breaks the ice and gets that agent on the phone." 3. Use a lead concierge system. Those leads we just mentioned are hot, and the best time to engage with them is while they're still showing interest. But what happens if they are favoriting properties while you're in a meeting? Or it's 4 in the morning? This is exactly why BoomTown built their Lead Concierge System, Success Assurance. Acting as an extension of your team, a Lead Concierge (real people, no bots!) will reach out, qualify, and engage leads on your behalf, 24/7. And they'll continue to nurture those leads and pass them off to you once they're ready to chat. A Visual To-Do List for Real Estate Lead Follow-Up![Free Download] To view the original article, visit the BoomTown

Boost Your Deal Flow with This Easy Step
Deal flow is the rate at which business proposals and pitches are received. Investors, including investors in commercial real estate, use this as a general barometer of whether business is good or bad. The same term is also used, alongside lead generation, among real estate professionals focused on residential property. More referrals lead to better deal flow overall. Leveraging marketing automation technology is a key step in accelerating real estate deal flow. Although there are many tools that can help, the cornerstone of any strategy is CRM. CRM, short for Customer Relationship Management, enhances visibility across your customer ecosystem. A powerful all-in-one solution is no longer nice to have; it is an absolute must-have. A CRM serves your needs in three powerful ways: It provides complete visibility into where your leads and current customers stand in their transactions It enables you to nurture your leads consistently using personalized email marketing and other tools It strengthens your ability to follow up with leads and past customers to get more deals and referrals Not long ago, only a fraction of real estate agents used a CRM. Now, the tottering old "technology stacks" of yore, built of a dozen apps that don't work together, are giving way to centralized solutions. By using CRM effectively, you benefit yourself and your clients. When it comes to deal flow acceleration, a single technique can bring your business to the next level. CRM-Based Audience Segmentation Improves Deal Flow through Targeted, Personalized Messaging Your email marketing list is one of your most valuable business assets. That's because your list is packed with people who have a definite, pre-existing relationship with you and are amenable to hearing what you have to say. You have the power to significantly influence subscribers, making customer conversions more likely at times when they benefit you most. You can also use the same resources to stay connected with past customers and acquire referrals. But what's the best way to differentiate your messages so they remain relevant and welcome? Audience segmentation means refining your email list by placing subscribers into sub-lists, called segments, that match up with your relationship and their interests. Using segmentation, you can make sure subscribers get only the most targeted and relevant information. That makes it more likely they'll take action. 5 Ways to Boost Your Monthly Deal Flow Using Audience Segmentation There are many situations where segmentation creates better experiences for your contacts. Your CRM can turn your single list into a seamless collection of highly focused sub-lists in a matter of just minutes. That means you will get better ROI from your email drip campaigns and can expect a fuller schedule overall. Let's look at some audience segments that can bolster your business: Past Customers - Audience segmentation is particularly important when current customers close their deals and become past customers. They will no longer need content on negotiating a buy or finding financing, for example. You can keep the conversation flowing with these subscribers by sending them information on homeownership, DIY repair, decorating, and more. The more you know about their interests, the better. Cold Leads - When leads have gone cold, it is a wise idea to activate a special sub-list for them. Use email in conjunction with text message marketing to reignite the conversation. If you can verify that someone is still looking for a home, then they return to your current leads list. Your cold leads list can leverage urgency and limited-time offers to spur action. If a lead remains cold for months, however, it is polite to pause messages and circle back later. "Love List" - Your "Love List" consists of your customers who have demonstrated they were not just satisfied with your work, but thrilled. For example, they might have given you 5-star reviews on multiple platforms without you even raising the subject. They deserve a special list category because you will want to pepper your messaging with personalized check-ins. It is okay to ask your Love List for referrals several times a year! Open House Attendees - Open house registrants who actually show up are clearly on their way to a purchase — the question is when they'll find the right home for them. Follow up with attendees you don't hear from right away, using a text, call, email, or even a social media message to see what they thought of the property. Open House No-Shows - Open house no-shows can stay on a list segment, ensuring they get future invitations to local events. But you should also touch base to see if you can find out what happened. Did other commitments come up, or was the house a dud? If you've done a virtual tour, be sure to send the link. Unlock the power of CRM and marketing automation with DeltaNET 6. RE Technology readers can try it free for 30 days. To view the original article, visit the Delta Media Group