Client relationship management: When do your agents start–and how can you help them capture and keep clients from day one?
This month, I’m featuring excerpts from my new 5th edition of Up and Running in 30 Days.
{Click here to see the updates in my fifth edition of Up and Running in 30 Days.}
Client Relationship Management Supports Great Time Management
One of the biggest benefits of Up and Running in 30 Days is gaining strategies to conquer time managementa��prioritization and organization. A new agent starts with little concept of whata��s importanta��so everything becomes importanta��or everything becomes unimportant! Their priorities get skewed because of bad training, hiding in low-impact activities, or really not knowing whata��s important. So, time management becomes an agenta��s biggest challengea��whether that agent is in the business three days or thirty years.
The Biggest Key to Effective Time Management
One of the biggest ways to constantly move ahead is to organize your contacts and leads into a database from day one. Yet, very few new agents do this. Why?
- They dona��t think ita��s important for them now (they dona��t realize that every person they meet could be a gold minea��if they track that person, constantly communicate with that person, and show that they care more than a commission!)
- They dona��t think they can afford a client relationship management. Yet, almost everyone has Outlook on their computers. Or, title companies over free contact management. There really is no excuse for not utilizing some type of electronic organization from day one!
For this 5th edition of Up and Running in 30 Days, I asked successful first year agents and leaders of teams what they felt contributed to an agenta��s successa��and what detracted. When I asked those agent and team leader contributors what technology is important to incorporate, herea��s what they said:
a�?CRM and lead management toolsa�?a��Diane Honeycutt
a�?A really good and easy-to-use CRMa�?a��Cerise Paton
a�?A good CRMa�?a��Chris Cross. Yet, Chris has told me that, when he teaches a new agent course, only about 10% of those new agents are populating even a database, although, their assignment is to populate it aggressively.
According to Gary Richter, having a CRM is critical to his success: a�?For me having a CRM to track my leads and contacts is absolutely critical. I live in that database daily.a�?
Picture this: You meet a potential client, and a competing agent like Gary meets that potential client, too,A� The other agent (Gary) consistently followed up and kept in toucha��and you didna��t. Who would finally earn that commission from that client? Dona��t lose out because you are trying to operate without a CRMa��and have a haphazard follow-up marketing plan!
So, dona��t be like the majority of new agents (and even seasoned agents!): Start using a database, or better yet, a CRM your first week in the business.
A�Bottom Line: Youa��ll Make More Money!
A recent study by Active Rain (a popular real estate blog and tech information center), showed that agents who spent more money on contact relationship management (CRM) made significantly more money. It just makes sense. Agents who capture their leads via a database and then keep in touch with them via contact management software assure they keep their names in front of their potential clients, and are able to management and help many more clients. Agents who try to organize their clients via pieces of scrap paper and remember to call them once in awhile are woefully inadequate when it comes to staying in meaningful contact with their potential clients. Which agent would you prefer working with, as a client? An agent who regularly contacted you and kept you abreast of the market, or one who either never called you or contacted you irregularly?
So, the big lesson here is to organize all your contacts into a database, or better yet, client relationship managementa��from day one! Which CRM should you use? Dona��t dither around! Choose one and start. You can always expert your contacts to a more robust program later.
Note: I got lots of recommendations on CRMs from my tech experts for Up and Running in 30 Days. I have made an extensive Resources section in this 5th edition of Up and RunningA� to list all the resources, including all types of technology, training, and support resources.
Managers: Using Up and Running with its extensive resources will save you so much time–and your agents will thank you forever!
Are You Using the Best Start-Up Plan for your New Agents?
Does your plan have the detailed, prioritized checklists needed to assure a great start? Does it have built-in inspiration and motivation? Does it have dozens of tips to control the attitude? If not, you need Up and Running in 30 Days. Just out in its 5th edition, it’s the most successful book for new real estate agents ever!
Click here to see the updates in my fifth edition of Up and Running in 30 Days.
