To use a CRM or not to use a CRM, that is the question. As a Realtor, you should always use a CRM, a Customer Relations Management tool. At the beginning of any realtors career, it can seem cumbersome and far too advanced for your purposes of just finding qualified candidates. However, it will soon become a necessity and here's why.
When you only have one or two potential clients at the beginning, you're going to remember everything about them. As you move further into your career and the number of people that you casually come across grows, your memory and post-it notes will not be able to keep up. If for no other reason than staying organized, start using a CRM. Whichever CRM system you choose, find one that is easy to input a potential customer's information on the spot. Since most first meetings don't happen next to a computer, choose a CRM that is mobile and allows for notes and data to be quickly uploaded.
Follow-up is Key
Like any successful business, follow-up plays a key role in raising your closing ratios. According to Hubspot.com, you are seven times more likely to have a meaningful conversation with a decision maker if you are able to respond to a live lead within an hour. The chances drop drastically after 60 minutes. Choosing a CRM that allows you to automatically add a lead to your CRM without having to waste time can be the difference between winning and losing.
The last thing you ever want to say the next time that you talk to a prospect is, "What were we talking about again?" This will never end well unless you have that type of charisma that could defuse an atom bomb with your thoughts. For the rest of us, that isn't reality. Whether you are at a networking event or doing a follow-up call, the ability to recall aspects of that person's life will help you build and maintain long-term rapport. If you choose a customizable CRM, you can even use the clients' preferences to match them with impending properties when that perfect property reaches the market.
Keeping track of your sales performance over the long term and short term will allow you to identify what is working and what just isn't. If you use a CRM right, then it will allow you to see your performance in real numbers and not just in how it feels in the moment.
Sales is difficult. Keeping it going shouldn't be. With UNiQ Realty's Chime CRM, you can easily capture new leads for a faster response time, match prospects with new properties, and easily stay in touch with automatic emails. Stay strong in your follow-up and find the resources you need in a CRM that works for you.