Having trouble keeping in touch with all your real estate clients? Then it's time to consider investing in a real estate CRM. Learn why a CRM is vital to your real estate business success!

1. The Business Benefits of a CRM
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Rich Gaasenbeek
Vice President, Sales and Marketing
IXACT Contact

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CRM Defined
 CRM stands for “Customer Relationship Management.”
 It’s a tool that helps you practice effective contact
management. In other words, properly keep in touch with
your database and stay organized and in-control.
 For REALTORS®, a CRM is vital, as you’ll learn
throughout this presentation.
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A Study You Should Know About…
 Using a real estate CRM was found to be
KEY to the success of the top performing
agents.
 Email marketing – particularly use of a
monthly e-Newsletter – was also integral
to their success
According to the recent study by ActiveRain, Rich Real Estate Agent, Poor Real Estate Agent:
Rich agents are TWICE as
likely as poor agents to be
using a real estate CRM.
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Is the Price Right?
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According to another ActiveRain study called Real Estate
Marketing and Software: The Price is Right:
 REALTORS® earning over $100K/year spent 5-10x more on
marketing than their peers. You’ll learn how a CRM is key to
your marketing.
 The most successful agents who earned more than $100k
per year wanted the best, highly customizable web sites,
contact management, and virtual tours to highlight their
listings.
 IDX websites, CMA software, CRM & email were the top real
estate tools in this ActiveRain survey.
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Indicators You Need a CRM
Before we get into the business benefits of a CRM and what it will help you
achieve (and how), here are some indicators that you need a CRM:
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1) Your contact data is all over the place.
Some is in your smartphone, some is in
Outlook, some is in your website, and
some more is scribbled on pieces of
paper, notebooks and yellow sticky notes.

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Indicators You Need a CRM
2) You’re frustrated because it’s so hard
to find the information you need when
you need it. Too often, the
information you can find is
incomplete, inaccurate or conflicting.
3) You feel guilty because you miss
commitments and appointments.
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Indicators You Need a CRM
4) You feel embarrassed when you meet a client
and forget critical personal information that
client has shared with you previously.
5) You hesitate to call contacts because, quite
frankly, you don’t know what to talk about.
6) You feel out of control and constantly “behind
the 8-ball.”
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Indicators You Need a CRM
6) You’re not keeping in touch with
your past clients as well as you
should be.
7) You’re not maximizing the likelihood
that the leads you get turn into
clients as well as you should be.
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Wouldn’t It Be Nice If…
 You had all your contact
data in a single easy to
access and easy to use
database?
 You could recall the
exact details of your last
conversation with a
prospect and impress
them with your
professionalism?
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 You felt totally comfortable
calling all your clients and
prospects because you
knew you had something
relevant to chat with them
about?
 Your past clients called
YOU between
transactions seeking your
advice on home related
services because they
viewed you as the expert?

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With a CRM, this
becomes a reality!

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High Level Benefits of a CRM
A CRM will help you to:
Generate higher quality leads.
Grow your sphere of influence (SOI).
Build stronger relationships with prospects,
clients, and referral sources.
Deliver better service to your clients by
managing your business in a proactive and
organized manner.
Build a referrals-based business.
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How a CRM Helps Your Business: 3 Key Themes
So now that we have a sense for some concrete, high level benefits you can expect
from a CRM, let me explain exactly how a CRM will help you achieve these things.
There are 3 key themes:
1. Stay in touch with past clients (awesome sources
of referrals and repeat business).
2. Maximize the number of leads you convert into
clients.
3. Stay organized and in-control.
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Convert Your Leads Into Clients
 Drip marketing campaigns.
 Email Campaign Reporting.
 Just Listed and Just Sold e-Cards/
e-Flyers.
 Automated Website Lead Capture.
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Stay Organized and In-Control
 Listing and Closing Activity Plans.
 Automatic prompts and reminders (think of a CRM has being your own,
personal assistant).
 Transaction management and document storage.
 Automated Website Lead Capture.
 Business Directory.
 Reports.
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One More Consideration: Your Database As Your Only “Tangible” Asset
 Let’s assume the following:
 you do a great job keeping in touch with a becoming the “preferred
REALTOR” for just 50 people in your database (your “A List”)
 each of those 50 people moves once in 10 years and uses your services on
both ends.
 they give you just 3 referrals over 10 years and you get one end on each.
 your average commission is $5,000.
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Given these assumptions, those 50 contacts
will provide you with over $1,000,000 in
commission income over a 10 year period.

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$1,000,000 over 10 years!
Do you think it’s worth keeping in touch with people?
Do you think your “book of business” – your database/CRM – and the
relationships it represents could be an asset that someone entering the
business might be interested in acquiring?
Lawyers do it, Financial Advisors do it,
REALTORS are starting to do it…
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Who Talks About CRM?
 The top real estate publications in North America have done write-ups
about the importance of a CRM to agent success:

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Who Endorses a CRM?
 North America’s leading real estate trainers, coaches, and consultants:
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Conclusion
 CRM is an acronym that stands for “Customer
Relationship Management.” For Realtors, a CRM is
an essential business tool.
 A CRM is key to helping you keep in touch with your
database and get better organized.
 With a CRM, you’ll be able to generate higher
quality leads, grow your sphere, deliver better
service, and build a truly referrals-based business.
 Once you use a CRM, you’ll wish you started years
earlier!
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21. Thank You!
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