clients: Top 4 Favourite Real Estate Contact Management Tips - 05/31/12 08:28 AM
This is a re-blog by real estate trainer and author of Sell with Soul, Jennifer Allan-Hagedorn. Jennifer endorses IXACT Contact’s Realtor CRM and openly recommends it as her real estate contact management system of choice.
The article begins here:
I believe that every real estate agent who wants to be the best thing to happen to their clients (thus generating a steady supply of new clients throughout their careers) should invest in and commit to a real estate-specific contact management system. No, not to send out cheesy drip marketing emails to their nearest and dearest every two weeks, but to maximize the likelihood that … (4 comments)

clients: Plant the Real Estate “Referral Seed” - 04/26/12 08:07 AM
When you see a Doctor or Lawyer who has “By Referral Only” on the office door, what is your impression?
Probably that he or she is exclusive, an expert, in demand, and respected by clients and colleagues alike – a highly successful professional.
The psychology is simple.
People believe – for good reason – that if you get referrals, then not only must you be good at what you do, you also must work hard and make the extra effort required to fully satisfy your clients.
There is a mystique that surrounds professionals who build their businesses on referrals.
In real estate, you need to … (4 comments)

clients: An Amazing Way to Discover Your REALTOR® Reputation - 03/22/12 07:14 AM
“I think my real estate reputation is pretty solid,” says Hank, a real estate agent in Cleveland, Ohio. “My track record is excellent and I treat clients very well.”
That may be true. But how does Hank know for sure?
For that matter, how do YOU know for sure that clients think of you as the helpful, knowledgeable REALTOR® — the kind that they wouldn’t hesitate to refer to their friends and colleagues?
The only way to know for sure is to conduct a survey of your Realtor reputation:
How to Conduct a Realtor Reputation Survey: You can collect the information in a … (0 comments)

clients: Real Estate Marketing Guide: The Ultimate List of Resources for Getting More Referrals - 03/20/12 07:49 AM
I've compiled a list of the best free resources for getting more referrals in your real estate sales career. Take a look. I hope you find them helpful!
Real Estate Marketing Guide: Referrals Resources List
8 Ways Real Estate Agents Can Generate Referrals for Free How “Referral Worthy” Are You? Creating Referrals How to Use Stories to Get More Referrals Top 5 Ways Real Estate Sales Professionals Can Generate Referrals and Real Estate Leads Sphere of Influence Tips – 8 Reasons Why You Might Not Be Getting Referrals in Your Real Estate Business 7 Proven, No-Nonsense Ways to Get Way More … (6 comments)

clients: The Biggest Failure of the Real Estate Industry – Communication - 03/08/12 09:20 AM
This is a re-blog from an article written by Lani Rosales of AGBeat. It underscores the importance of communication and how it directly impacts client satisfaction. As one of the key benefits of using a real estate CRM is the ability to ensure you’re keeping in touch and communicating appropriately with your clients and prospects, this article was particular fitting for a re-blog.
With your IXACT Contact real estate contact management software, you can plan and schedule “keep in touch” activities with your contacts, from quarterly keep in touch calls, to a monthly e-newsletter to a client appreciation night. And with … (2 comments)

clients: How Many Real Estate Leads Can You Handle? - 03/01/12 10:49 AM
How many real estate leads can you diligently follow-up on over the course of a week?
Five? Ten? Twenty?
When it comes to real estate leads, are more always better?
You may believe the more the better, but it’s the quality of the leads you call that will have the biggest impact on your income and career.
Think about it. If you chase down twenty real estate leads and nineteen of them are dead ends, you will have wasted a lot of time and, perhaps, a lot of money too.
On the other hand, if most of those real estate leads are genuine prospects — the kind … (5 comments)

clients: The Key to Being a Confident, Successful REALTOR® - 02/14/12 09:56 AM
It’s no secret that confidence can have a dramatic impact on your performance in your real estate sales career. When you’re feeling self assured, you follow-up on real estate referrals and real estate leads more effectively, make better presentations, get more things done, and close more deals.
However, we don’t always feel the same level of confidence at every moment of every day. Like a barometer, it goes up and down.
For example, what is your level of confidence right now, on a scale of one to ten?
Is it a five? A nine?
It can be inconvenient – to say the least – when your … (0 comments)

clients: The Secret Formula for Getting More Done in Less Time - 01/24/12 01:39 PM
Most books on time management teach us to focus only on activities that are important or urgent.
This is the so-called “ABC priority approach” where you focus on the ‘A’ priorities first, then the ‘B’s, and finally the ‘C’s.
The ‘C’ list often includes little things, such as updating a contact profile of a lead in your real estate CRM, or calling to book a follow-up dental appointment. You know – the activities that are not highly urgent and can wait until later.
The problem is, “later” never comes. And all your little tasks begin to pile up. Fast.
It’s very difficult … (0 comments)

clients: How to Follow-up on a FSBO Referral - 12/15/11 10:59 AM
Depending on the state of the real estate market, up to 20% of homes listed at any one time are For Sale by Owner (FSBO). So, there’s a good chance that in your real estate sales career one of your past clients will refer you to people who are trying to sell their home without a real estate agent.
Following-up on a FSBO, even when you’ve been referred, can be tricky. These people are inundated by REALTORS® trying to get them to list the traditional way — and, as a consequence, they can be understandably defensive.
Yet, if you approach these independently-minded home sellers in … (2 comments)

clients: 2011 Home Seller Profile – 11 charts on seller trends - 12/13/11 02:11 PM
The below is a re-blog from an AGBeat article that was very recently published. It presents some important information from the National Association of REALTORS®. There are three key takeaways from this data:
Exhibit 7-1: Most people find their REALTOR® though a referral or used the agent they worked with previously:
1) You should invest far more money and time keeping in touch with your database of past clients and referral sources than on your website and other advertising.   Practicing effective contact management using a good real estate CRM such as IXACT Contact will deliver 15 TIMES the business of your website and advertising.
Exhibit 7-2: Most people have … (3 comments)

clients: Good Real Estate Leads 101 - 12/06/11 10:25 AM
The phone rings. You answer. The person on the other end says, “Hi. We may be interested in selling our home and buying a new one. Can you help us?”
Few events will perk up the weary REALTOR® more than this type of call. In fact, some agents will pull out their calendars and try to nail a listing presentation right away – before they even know the potential client’s name! “I have to move fast,” many agents will say. “Or else a hot real estate lead may slip through my fingers.”
But it’s important not to jump the gun. At this point, you don’t … (2 comments)

clients: Get More Out of Giving - 11/24/11 11:22 AM
I thought I’d share a timely article by Sales Consultant Tom Hopkins. Make sure you’re personalizing your holiday messages with your IXACT Contact real estate contact management software. Moreover, you can use your IXACT Contact real estate CRM to create variations of an email/ holiday message and send out each variation to different groups in your database!
The article begins here:
The holiday season is fast-approaching. That means, in addition to handling your usual work load, you will need to reach out to your clients with special messages or gifts as appropriate for your industry and clientele–and whatever holiday you’re celebrating. For some sales and … (4 comments)

clients: Quiz: How “Referral Worthy” Are You? - 11/22/11 09:56 AM
Think you’re “Referral Worthy”? How good a job are you doing in getting referrals in real estate? What can you be doing better? Answer the below questions and see for yourself.
 
 
 

See how you scored:
10 or more true answers: You’re a referrals expert.  You have the right mindset when running your business and you know that getting referrals doesn’t “just happen.” You work in a highly proactive manner and understand what success in real estate sales means.
7-9 true answers: You’re on the right track but you still have some work to do to ensure you’re 100% “Referral Worthy” and … (4 comments)

clients: New Facebook Promotion! Download our FREE White Paper, “5 Surefire Steps to Getting More Leads, Referrals, and Repeat Business”! - 10/27/11 11:01 AM
For a limited time only, we’re giving away FREE copies of our insightful white paper, “5 Surefire Steps to Getting More Leads, Referrals, and Repeat Business.”
To get your FREE copy, all you have to do is visit our Facebook page and click the Like button! 
Liking us/ becoming an IXACT Contact fan on Facebook is a complete win-win situation for you.
By becoming an IXACT Contact Facebook fan, you’ll get access to our white paper AND insider product news, tips on relationship marketing, and valuable advice on effective contact management!
After reading our white paper, “5 Surefire Steps to Getting More Leads, … (0 comments)

clients: What is The Real Value of a Client? - 08/12/11 10:14 AM
Many REALTORS® define the value of a client in terms of the transaction. You sell your clients’ house. You buy them into a new home. You collect the commission.
But the true value of a client goes well beyond that first deal. If you do the right things, it can, in fact, extend throughout your entire real estate sales career.
Consider the facts.
According to statistics, your clients will likely move again – within the next ten years. If you can sell their home and buy them into a new one, that’s two more transactions.
Then, of course, there are the referrals. According to research from … (8 comments)

clients: New REALTOR®? Why Activity Plans Are a Must - 07/26/11 09:31 AM
You’re new to real estate sales. You have a million and one things coming at you so organization is certainly a challenge. Surely, it’s easy to forget to action or follow up on key tasks and ensure you’re starting out in the best way possible. 
If you’re a real estate novice, there’s also a good chance that you’re unsure of the best way to get new clients. What effective strategies and tactics are out there, you might ask, that will help me build a loyal client base? How can I stand out from the crowd and differentiate myself and my services?
You know … (4 comments)

clients: Avoid This Damaging Real Estate Sales Mistake - 07/14/11 09:30 AM

In real estate sales, what is the number one reason that REALTORS® fail to generate as much business as they should from their past clients and referral sources?
Is it lack of follow-up? Not returning phone calls promptly? A poorly planned client appreciation night?
All these, of course, have a negative impact on your results. But the most common mistake agents make in referral and repeat marketing is, fortunately, the easiest to fix. What is it?
Not keeping your database current.

If you forget to add a new prospect, lead, referral source or client to your IXACT Contact database (or whatever real … (0 comments)

clients: Sponsoring A “Home Expert” Seminar - 06/30/11 10:08 AM
Imagine a room filled with your best clients and prospects that your real estate sales business has ever seen. They listen intently to a presentation by a home expert who provides valuable tips that will help them improve their homes. Everyone is glad they attended.
 
Who will they thank for organizing such a useful event? You.

Sponsoring a “Home Expert” seminar is a powerful way to build loyalty in real estate sales; this, in turn, leads to more repeat business and referrals. It’s a smart real estate prospecting technique and great way to build loyalty with those in your … (2 comments)

clients: The Ultimate Way to Reward Your Referrers - 06/21/11 09:25 AM
The below is a great article by real estate coach and trainer, Richard Robbins. If you want an ongoing stream of referrals, it’s so important to show appreciation to the people that refer your services. As Richard writes in the below article, simply sending a thank you note is not enough. Become a strong advocate of relationship marketing, master the contact management approach (using your real estate CRM system), and build your business based on referrals and repeat marketing. To do this, you need to know how to truly recognize your referrers and transform happy clients into loyal advocates.
Most successful … (2 comments)

clients: Let Your Clients Do the Bragging! - 06/09/11 10:05 AM
Sales leader Tom Hopkins published a great article online that I'd like to share with you here. There are many real estate sales professionals out there who could be getting more business from satisfied clients than they currently are. In the below article, Hopkins outlines various strategies salespeople can use to win more clients and future business.
 
Top professionals in nearly every field of selling understand the value of a good client. Each client's business not only adds to your personal bottom line, but it can lead to even more business through referrals. However, the best salespeople have learned how … (0 comments)

 
Rich Gaasenbeek, Real Estate CRM & Marketing Made Easy! (IXACT Contact Real Estate CRM) Rainmaker large

Rich Gaasenbeek

Real Estate CRM & Marketing Made Easy!

Toronto, ON

More about me…

IXACT Contact Real Estate CRM

Address: 137 Bentworth Avenue, Toronto, Ontario, M6A 1P6

Office: 1-866-665-0018

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Enjoy our tips and ideas on how to create a successful referrals-based business using a real estate CRM. Keeping in touch, building relationships, generating new leads, and staying organized and in control - we cover it all, and more! The blog posts are written by myself and other members of the IXACT Contact team.


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