A Agents most valuable business asset is their real estate CRM database. In fact, it’s the only tangible asset an agent has. Things like experience and track record are intangible assets.
The more quality contacts in your real estate CRM database, the more repeat client transactions and referrals will likely come your way. Of course, you need to keep in touch with these contacts over time and do so in the right ways.
But perhaps you’re just starting out in real estate sales and don’t have a lot of people in your real estate sphere of influence (SOI). Or, maybe you’ve been in the business a while but don’t have as many contacts (leads, clients, business-to-business referral sources etc.) as you’d like. If this is the case, this blog post is for you!
4 Ways to Build Your Real Estate CRM Database:
1. Do an inventory of your professional and personal network
If you take the time to think of everyone you know who are not currently in your database, you’ll probably realize that you know a lot more people than you think.
Think of your friends, colleagues, neighbors, family members, and business professionals you’ve come in contact with, such as contractors, mortgage brokers, attorneys, florists, and so on. Then, add them to your real estate CRM, where appropriate.
2. Host client appreciation parties
Client appreciation events (such as a wine and cheese party, a cooking class, or a hot air balloon ride) are a great way to build client loyalty and meet new people to add to your real estate database.
These events should be an ongoing part of your real estate marketing plan. They take less than 5 minutes to schedule in your real estate CRM using the system’s Keep in Touch dashboard. You can also send out personalized email invitations with your CRM in a very short amount of time.
3. Introduce yourself to businesses
Other business professionals, such as contractors, movers, and designers, can be a great source of referrals for you. Make an effort to introduce yourself to those who don’t know you yet. One new business-to-business referral source can generate dozens of referrals over the coming years.
When you reach out to other professionals, make sure the conversation with them isn’t all about you. Ask how you can help them and make a concerted effort to learn about what they do.
4. Long-lost contacts
Take the initiative to call those you’ve lost contact with. Here is a great script to use when calling these people. If they agree to re-start the relationship with you, make sure you take advantage of your real estate CRM’s drip marketing programs and professionally designed and written monthly e-Newsletter to keep in touch over time.
The takeaway here is to always be on the lookout for ways you can build your SOI and add quality contacts to your real estate database.
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