Does your Mortgage or Real Estate business have a CRM (Customer Relationship Management software) in place? Or are you suffering without a CRM? To help you and your team organize contacts, keep notes and record of activities, and manage your prospecting efforts, you need a CRM! If your answer is no, it’s time to stop what you’re doing and focus on getting your business a CRM. Purchasing a CRM system will improve customer relationships, help you find new prospective customers, and win back past customers. A CRM software helps keep your client information all in one place, so you can easily access it. So why do you really need it?
1. Set the Records Straight
As the name implies, a CRM is designed to help organizations manage their customer relationships. Beyond a typical contact database, CRM solutions enable users to organize contacts in a manner that is useful to their business needs. Instead of having a massive database of names that are listed from A to Z, a CRM user can sort their contacts into various categories based on a variety of factors.
For example, if you wanted to build a marketing list that only included former clients that have utilized your services more than two times, a CRM would help you produce that list much more quickly and accurately than a simple contact database. CRM’s are also helpful for gathering important data and exporting reports. Need to know how many past clients re-use your services? There’s a report for that! Keep all your data organized and easily accessible with your chosen CRM system.
2. Note the Difference
One of the most useful features of any CRM is the ability to keep record of your interactions with clients along with important notes to keep in mind for future conversations. Instead of relying on the fragility of your memory or a handwritten note on the back of that receipt that’s been sitting on the floor of your car, a good CRM solution will provide you with a clean, organized platform for keeping track of important client information.
We like to use our CRM to look up specific details about our last conversation with a prospect to weave into our next conversation, a gesture that shows thoughtfulness and builds trust. Other helpful utilities within the CRM include reporting on the number of calls you’ve made to a contact, recording important business information, such as the name or number their secretary, or a contact’s birthday (ex: part of our Birthday Program).
3. Prospect With Purpose
One of the first things we teach Mortgage Lenders and Real Estate Agents in our coaching programs is prospecting, prospecting, prospecting! Proper use of a CRM system will increase the efficiency and effectiveness of your prospecting programs by reducing the amount of time spent searching for prospects and increasing awareness of quality leads. By developing marketing lists based upon particular criteria, such as geographic location, income level, or number of answered calls, you can concentrate your prospecting efforts on those who are most likely to utilize your services.
Based on your personal notes for each prospect as well as other environmental factors that may be recorded in the CRM, you can use additional analytics software or use your own experience to figure out which leads are the most likely to convert.
Conclusion: You’re Suffering Without A CRM
Utilizing a CRM is essential for the modern Mortgage Lender or Real Estate Agent in order to keep your contacts organized, make important notes and keep activity logs, and to improve prospecting efforts. Why would you continue suffering without a CRM, when you can easily get one and be more productive than ever before! There are several good CRMs out there that you can choose from that fit your business. Check out the 30 Best Real Estate Agent CRM systems in 2021 from HubSpot, and the 8 Best CRM Softwares for Mortgage Lenders from Keap.
We hope you use these tips to put a CRM in place for your Real Estate or Mortgage business. Want more helpful tips? Check out our CORE Freebies page for free Real Estate & Mortgage Lender resources.
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We are a professional Mortgage and Real Estate coaching company that provides mentoring and coaching to mortgage lenders and real estate agents from all over the country. Being in business since 2001, we have developed a 94% success rate with our coaching program. Just last year we created over 200 millionaires out of our coaching program.
Our Real Estate Agent and Mortgage Lender executive trainers have an average income of $1.3M and $2M in savings. If you are serious about building a great business and career and want to stop losing clients and generating more income, let us show you the recipe to success!
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