When it comes to a CRM (customer relationship management) system, the old adage “the best CRM is the one you use” is still true.
But if you don’t have a system currently, it’s time to Get. It. Together.
We use Boomtown for our agent websites and CRM at Crescent City Living, but there are plenty of other options out there as well. No matter what system you choose, there are some best practices to follow to make the most of your database.
Complete your customer profiles
When adding someone to your CRM, you should have more than just a name. You should have as complete a profile as possible for every person. Phone number(s), email address, spouses information, hobbies, kids, pets. Anything and everything you know about a person can be another way to connect with them in an organic way. No more being a cheesy salesperson, it’s time to connect like a human being.
Track your past business
Did you sell them their current house? Rent out their investment properties? A good CRM will allow you to connect to the MLS activity so you can keep track of all of your past business with a client. How else will you know who your A-list is?
Track your communication
Whether you’re sending a birthday card, a home anniversary text, or a list of recent sales in the neighborhood, it’s important to know when the last time you reached out to your client. It’s way too easy to allow months or even years to go by without any personal contact. Next thing you know, there’s a sign in the front yard with a name that’s not yours on it.
Know your important dates
Birthdays and anniversaries are no-brainers. But you should also be tracking any dates related to active transactions and letting your system remind you to not let anything slip through the cracks. There’s a reason people pay lots of money for their CRM – it’s your virtual assistant that can remind you what needs to be done today.
Every stellar CRM has a way for you to categorize or tag your people. The more the merrier is my approach to tags. Do they love football? Have a dog? Play in a band? Tag them with the things that mean the most to them and you’ll have an easy way to do some bulk (but personalized) emails on topics or articles that relate directly to their lives. It doesn’t, and shouldn’t, have to be all real estate all the time.
Need more tips on how to leverage your CRM? Call Lisa today at 504-327-5303 and she’ll be happy to chat about how we provide our agents with the tools to make them successful.