Tag Archives: real estate CRM system

Tech Is Great for Getting Them, But It’s Still Your Sales Skills That Close Them

We live in a world of distractions. The media, news, entertainment, technology tools and social media are constantly bombarding us from all directions. It’s easy to get sucked in to all the cool, shiny new ways to attract leads. While tech is great for attracting leads, don’t become so distracted that you forget to practice the skills and habits that close them. In this highly connected world, it’s more important than ever to hone your relationships and your personal selling techniques.  Lots of people can use the same lead technology, but there is only one you. Use that to set yourself apart.

Use Technology To Stay Connected

Make sure you have a good CRM. This is the best way to keep your contacts organized and keep track of your communications with them so you don’t lose touch. If you stay out of touch too long, it opens the door for a client to become connected with someone else and call on them when they need something. A good CRM is the perfect example of a tech application that blends automation and good sales techniques. Use the automation and calendaring features to:

  • Send personal notes celebrating birthdays or anniversaries or just to see how they are doing or if they or someone they know are ready to make a move.
  • Disseminate useful information related to their home or friendly updates about your business.
  • Invite guests to your Open Houses and keep track of your visitors.
  • Keep track of your phone call outreach.
  • Automatically receive leads from your lead gen source.

Successful business owners understand that it takes some effort to learn these tools, but they use them regularly and teach and encourage their agents to do the same. The use of these tools actually helps you automate your business and have more freedom to spend one-on-one time forging new connections. Use technology to replace functions of your business that give you and your team more time and opportunity to make great connections within the community.

Use Technology That Showcases Your Personality

It’s no secret. People want to do business with people they feel a connection with and can trust. That is especially true when it comes to one of their biggest assets – buying or selling their home. The best way to stand out is to utilize technology that allows your personality to shine. Use video to share real estate tips or your knowledge about the neighborhoods you work in. Post them on Facebook or use a video email service, such as BombBomb to communicate. This will help humanize you and make you more memorable than a static post or email.

Don’t Forget Your Hustle

Lead generation sources are focused on one thing…selling leads. And they are happy to sell the same lead to you and the 10 other agents in town if you are willing to buy them. Customers typically work with the first agent they speak with. So make sure that agent is you. This means picking up the phone when it rings and not waiting to respond to that email. Don’t be so busy that you don’t have time to be responsive. Yes, you may have to speak with a few frogs, but you never know when that awesome lead is going to come to you and you need to be ready.

Be Smart About Lead Gen Options

Make sure the lead gen options you choose are truly productive for your business. How qualified are the leads you are receiving? Do you have to pay for them up front? What is your close rate on the leads you do receive? If it’s not good or you don’t know, you may be spinning your wheels and wasting valuable time and money. This can distract you and make you unavailable when the quality leads do come to you. Make sure you are spending your time and money on the right things.

Always Keep It Personal

No matter what technology and lead sources you use, don’t lose sight of the personal touch. Don’t let the technology do all the work. Find ways to use it to reach your customers in personal ways or use those applications that allow your personality to shine through. You are your product and people can’t buy if they don’t know you. As Jim Weichert always says, “People buy people, before buying a product or service.”

Conviction & Consistency Are King

At Weichert, we believe that tech is critical, but must be complemented by proven and successful sales activities. From a technology and lead generation perspective, Weichert associates and affiliates are automatically provided with its proprietary CRM and can qualify to receive leads from its lead center. Weichert invests heavily to attract online leads that are then screened by its call center. This helps connect the most qualified prospects to its agents. Those leads feed automatically into the Weichert CRM. Additionally, Weichert provides a blueprint of best prospecting and sales practices, together with qualified suppliers to help its offices and agents stay connected with prospects.

When you approach tech with the right frame of mind, stay true to your mission statement and core values and deliver value to your community, you will never have to worry about how fast tech changes or its impact on the industry. Don’t be concerned with change, as much as you are maintaining consistency and staying connected with your clients.

For more information on how Weichert systems can set you up for technology and beyond, go to https://www.weichertfranchise.com or call 877-567-33350.

Real Estate CRM Options Making Your Head Spin? Here’s How to Choose.

In this, increasingly digital era, more and more real estate leads are acquired online. Managing all of those online leads, in addition to those coming in from more traditional sources has become the Achilles heel of real estate agents. If your agents are not automating their follow-up, your brokerage is at a disadvantage. Enter the real estate CRM. In recent years, real estate CRM’s have become a dime a dozen and while all promise to simplify the path to success, some may not be the best match for your needs. Brokers are busy and it’s hard to find time to hunt for that diamond-in- the-rough CRM to help their agents be more productive. Here are some ins and outs of selecting one that will help your agents make the most of their time and never miss an opportunity.

The Not So Obvious Value Of Real Estate CRM’s

At this stage in your career, you realize that a CRM is invaluable when it comes to agents keeping track of leads, clients and referrals. You also expect that a CRM will help them manage their to-do list, calendar, and progress of their transactions. Obviously, this is all important because it helps prevent them from dropping the ball and losing business. What you may not realize is that the capabilities of a truly valuable real estate CRM will reach far beyond those basics. Here are some not so obvious benefits of an ideal CRM:

  • A smart CRM can reduce the need for an assistant or virtual assistant and help administrative costs.
  • Good CRM reporting makes it easier to keeping priorities straight and goals in sight.
  • Ability to personalize messages by keeping track of individual details like birthdays, anniversaries, hobbies, preferences, etc. BoomTown reports that using these details can increase lead response by 450%.
  • Increased consistency around how your brokerage brand is presented by having shared email and newsletter templates, designed with your brand look and feel.
  • Systems and processes can become easier to implement, which leads to improved performance by the team.
  • ROI tracking becomes possible because agents can organize leads by groups defined by each lead source. Knowing which lead generators are paying off and which are not is essential in the management of your business.

What To Look For In Your Real Estate CRM

One of the biggest problems with real estate CRM’s is that there are so many of them out there with varying features and benefits. It can make choosing one a bit overwhelming! But investing time in selecting a CRM can pay off for your business in the end. To end up with a successful solution, it’s important that you study what they have to offer and how easy it will be to implement and use. Opt for a free trial if one is available and see if it can work in harmony with your business. But before you even start your search, develop a clear cut list of what you want to get out of the software. Here’s what capabilities we suggest you prioritize in your search:

  • Action plans that automatically trigger your activity and give you reminders.
  • Contact management which helps you track everyone in your sphere and access them easily.
  • Mobile capabilities so you can access the system from anywhere using your phone or tablet.
  • Automated marketing capabilities like beautifully branded email campaigns you can use on holidays or to highlight listings.
  • A sophisticated tool for open house management that organizes and cultivates these valuable leads.

Final Thoughts on Real Estate CRM’s

Offering your agents a way to organize and manage their leads will help them be more productive and your brokerage be more successful. No time to vet them? A CRM is often one of the many benefits your brokerage receives by affiliating with a larger brand. When Weichert looked at the world of real estate CRM’s many years ago for its agents, for example, no one off-the-shelf CRM addressed all the follow-up processes and systems that Weichert felt its agents needed to be most productive. So it developed its own proprietary CRM, WeichertPro. Not only does it contain all of the capabilities mentioned above but goes a few steps further:

  1. Leads received by our call center and transferred to an agent are pushed directly into the agent’s CRM avoiding manual data entry and improving response times.
  2. Branded email templates make staying in touch and promoting events both beautiful and easy with reminders and automation available.
  3. An advanced open house management system, that includes for the agent promote, capture guest information and send out follow-ups to make contact handling a breeze.
  4. Overall the tool supports all the proven processes for brokerage success that Weichert has designed, making it the perfect fit for your operations.

WeichertPro CRM is just one of the many tools offered to our affiliates that support their growth and success. If you’re interested in plugging your business into the suite of tools and resources that Weichert offers, contact our team at  https://www.weichertfranchise.com or 877-746-2067.

 

3 Tips For Selling Homes To Gen Y

Gen Y, more commonly referred to as Millennials, have now become the most populated generation in the USA, surpassing Baby Boomers. That means that they are one of the largest demographics of home buyers and sellers and are in the crosshairs of real estate agents and brokerages eager to build a profitable business. However, the buyers and sellers of Gen Y are unique in their interests, priorities, and especially their behaviors when it comes to buying and selling real estate. Selling to this tech-addicted generation will require you to be savvier than the competition and to do things a little differently than you did when you were starting out as an agent. Here are three useful tips that can help the modern broker prepare their agents to sell homes to Gen Y.

1.  Ad Content That Doesn’t Sell!

Millennials grew up in an age of digital marketing with its ever present ad mechanisms, making them somewhat impervious to more blatant forms of advertising. In fact, the more that you try to directly sell members of this generation, the less effective you will be. That’s not to say advertising is ineffective here, but the style and nature of the content has to be more helpful, relevant, or entertaining and less overtly service focused.

Millennials respond to creative that is more visual and will be attracted to video content using mediums such as Facebook newsfeed ads. And don’t forget Instagram. Offer free and convenient tools to help, like an online mortgage calculator, or a downloadable neighborhood or local school analysis. The more free tools, tips and services you can offer in your ads, the more likely this generation is to trust your agents, and your brokerage.

2. Supply Your Agents On-Going Training

Now, more than ever, the technology and platforms that are used to reach buyers and sellers are complex. Furthermore, they are forever evolving and shifting in popularity. If you want to enable your agents to close deals with the Millennial set, you’re going to need to provide them with ongoing training on topics like social media, mobile marketing and digital marketing, in general.

This is an area where big name real estate brands sometimes have an advantage. Weichert for instance, has both proprietary technology and processes that make marketing to Millennials (and everyone) less complex and more efficient. Add to that the training provided by Weichert training teams and its ongoing University approach, and you leverage a powerful educational infrastructure that keeps you and your team on the cutting edge.

3. Enable Prompt Follow-Up

Growing up in the most technologically advanced era in human history has had many effects on Gen Y. One of the largest is their increasing desire for instant gratification. This means that when a Millennial expresses interest in buying or selling a property, or has a question about a property or a town or neighborhood, they expect to hear from an agent right away. In fact, agents that fail to follow-up with a lead within 30 minutes or less, will usually fail to convert that lead. They simply won’t wait to hear from you.

What is your system for getting immediately back to leads, however and whenever they come in? Do you pass the 30 minute rule, even in the off hours?

Brands like Weichert have systems in place that help the agent both get leads and automate the follow-up. Once a lead comes in, Weichert has a call center that handles pre-screening and forwarding, putting incoming leads into the hands of a live agent within minutes. Accepted leads are then fed directly into the brand’s proprietary CRM. As a broker you need to consider tightening up your lead response times and follow up to be sure you’re making the most out of your opportunities.

How To Plan The Future With Gen Y

As an experienced real estate broker hoping to attract business from the country’s largest demographic population, you understand that your agents require advanced technology and training. You also know that trying to supply all of that tech and training on your own can be a challenge. If you feel that you could benefit from a system of tools and access to the most advanced training programs for selling to Millennials and any consumer category, think about teaming up with Weichert.

For more information about our proven strategies and resources go to weichertfranchise.com or call 877-746-2067.

Never Miss An Opportunity Again to Lack Of Follow Up

As a dedicated broker with a desire to grow your team and increase their production, you can’t afford to ignore the importance of follow up. Whether a lead is purchased or organic, it will require prompt, consistent, and personalized follow up if it will ever transition from a contact to a client. In fact, statistics show that for every 100 leads that an agent acquires, only 1-5 of them convert to business. If you and your team of agents are ever going to reach your goals, every lead will need to be treated like a VIP.

The Value Of A Lead

To really set the stage for how important follow up is, it helps to remember that a lead is so much more than just a lead; it is a lifetime opportunity. It is an opportunity to close multiple deals with that buyer or seller, and everyone that they refer to you. As a broker, you already understand that point because you have paid your dues and served your time as a real estate agent trying to build a business. You also know that it is far more expensive to find a fresh lead than it is to acquire deals from an existing client. For all these reasons and more, facilitating follow up by offering training, tactics and tools for your team, should be high on every broker’s priority list.

The First Follow Up Should Be the Fastest

In today’s fast paced world, it is more important than ever that a lead receives contact within 30 minutes of “raising their hand” by phone or online. It is not uncommon for qualified leads to fall through the cracks because they don’t receive the immediate and necessary attention they deserve from overwhelmed agents. In fact, a Harvard Business Review study concluded that nearly 71% of all qualified leads are never followed-up with because it can be so challenging to execute without the proper tools and systems in place. Yet, the fact remains that the faster they get a response, the more likely those leads are to become a client.

For example, Weichert, understanding these lead dynamics invests in a highly sophisticated national lead processing center which screens all calls and web queries, then transfers qualified leads to local Weichert agents across the country within minutes. With so many agents competing for leads, it is this kind of turnaround and responsiveness that really maximizes the engagement rate within a brokerage.

Keep Clients Close

The commitment to consistent follow up should not waiver after the sale–or even if a sale is not made. To extract as much value as possible from each client engagement, there should be continued communication on birthdays and anniversaries, as well as, newsletters, market updates, and other valuable content. This is one place that a Client Relationship Management tool (CRM) can really be valuable. By using a CRM to keep track of these relationships and creating a schedule to maintain that consistent, regular contact, your agents will get in front of more and more deals without having to work harder than necessary. As an example, the WeichertPRO CRM empowers agents to achieve success by nurturing their leads with automated, yet personalized emails, easy advertising of new listings, Open Houses and more. All of this having the effect of reducing the number of potential sales that slip through the cracks. Regular promotion, planning, and timely follow up are all part of the WeichertPRO CRM’s wheelhouse, making it an invaluable tool for both agents and brokers alike.

Strike a Balance Between Automation and Conversation.

The founder of Weichert, Realtors®, Jim Weichert, will tell you that selling real estate is nothing if not personal. He is famous for saying that “people buy people before they buy your product or service” and it’s that people-first philosophy that pervades everything Weichert teaches their affiliates. So by all means, use the latest technology and real estate CRM systems to stay front of mind with your clients and to follow up with regularity. But making these automations as personalized as possible, and supplementing them with actual personal contact, is the key to effective follow up, and building your business for the long haul.

A national call center and proprietary CRM are just two parts of a full suite of systems and programs available to Weichert affiliates. If you are looking for a blueprint for success that you can plug your business into, contact Weichert Real Estate Affiliates, Inc. at 877-746-2067 or go to weichertfranchise.com for more information.