contact management: Closing Gifts: The Best of the Best - 04/14/11 11:56 AM

Many of you may have seen some of my blogs on ActiveRain. In fact, I’m quite active in this online community. I was reading through various blog posts and came across some great ideas for closing gifts. I thought I’d share some of the ones that particularly stood out in my mind:
Dawn A Fabiszak of Denver, Colorado supervised the construction of her client’s new home and documented the process along the way, creating a beautiful photo album. You can imagine how surprised and elated the client must have been when she received this unexpected gift! Tammy Lankford of Lake … (2 comments)

contact management: Top 5 Ways Real Estate Sales Professionals Can Generate Referrals and Real Estate Leads - 04/07/11 11:57 AM
1. Keep in touch with past clients through a combination of direct mail pieces, phone conversations, and face-to-face meetings or events. After you sell your client’s home or find their dream property, the buyer-REALTOR® relationship shouldn’t end. The average person knows 3-5 people who will move each and every year.
2. Have a contact management system so you know who to contact and when. A contact management system will also give you the means to create drip and mass emails (drip marketing) and letters and labels. With a good real estate software, keeping in touch becomes something you enjoy doing versus a chore that … (11 comments)

contact management: "I'm not sure if you remember me..." - 02/13/11 12:21 PM
This is a re-blog of a post by Dawn Fabiszak from a couple of days ago.  It's a great example of how effective contact management helps her build deep and lasting client relationships.  Over to Dawn:
Yesterday I received a call that started out with, "I'm not sure if you remember me....".  My response? "Hi, Diane.  How have you been?  Are the kids both doing well?"  I was in my car when I received the call.  And I added, "I am driving right past your subdivision on the way to the vet with my dog."  You see, I keep in contact with my … (1 comments)

contact management: Does Social Media Replace Your Real Estate CRM? - 01/20/11 03:22 PM
I just commented on a blog post, and the topic was so germane, I thought it worthy of a short blog post of my own.  The topic is the role of social media versus contact management.
It's so easy to get lost in social media that we forget to do the basics of organized networking and keeping in touch with past clients and referral sources.  This is where a good contact management system (or CRM) can help. 
If used correctly, your CRM will remind you on a daily basis of who you need to call, meet, email, etc.  By segmenting your … (4 comments)

contact management: Interview with Real Estate Trainer and Coach Richard Robbins - 12/06/10 06:57 PM

Richard Robbins is Co-founder and CEO of Richard Robbins International, a global sales and business coaching organization.  Richard is an author, business mentor and sought-after expert in the field of personal and professional performance, and has trained and coached tens of thousands of Realtors worldwide to higher levels of sales performance and personal satisfaction.
I caught up with Richard earlier today and asked him a few questions about his Achieve 2010 event that starts tomorrow, and about his thoughts on the future of real estate sales.  
IXACT:  I'm sure you're excited about Achieve 2010 that starts tomorrow.  Can you tell … (0 comments)

contact management: Using Your Contact Information to Build Relationships and Drive Business – Part 1 - 11/22/10 08:46 AM
In my October 13th post, I gave some practical tips on how to gather relevant information on your contacts.  But learning about your contacts is just half of the equation.  The other half is to capture the information in your real estate CRM in an organized fashion, and to use that information to foster relationship building and gain real estate leads.
As you learn more and more about your contacts, and as the information in your contact management system expands, you’ll find it easier and more natural to keep in touch with your contacts because you’ll have a wide range of things to talk about that … (3 comments)

contact management: How To Qualify Past Clients For Your "A List" In Your Database - 10/20/10 11:38 AM
It’s natural to want to include every client you’ve ever worked with in your “A List” within your IXACT Contact real estate software. But this is not a good idea.
Why?
There are some clients who – for whatever reason – will never use your services again nor refer business to you. So why waste time and money marketing to them?  Practice good real estate marketing. Only names that should be in your “A List” are those who are, or could potentially become, loyal to you.
How do you determine who makes the cut?  It’s easy to qualify past clients. Just ask yourself a … (1 comments)

contact management: Three More EXCELLENT Reasons to Care About Your Contact Management - 09/28/10 10:07 AM
In previous posts I’ve looked at some of the symptoms of poor contact management, and some of the ways good contact management can make a Realtor’s life easier and less stressful.  Today I want to outline three more reasons why contact management is critically important to your success as a Realtor.First, I know it’s a cliché but it’s true – most people do business with people they know and like.  It really *is* all about relationships!Secondly, research has shown again and again that successful agents – those that earn six figures consistently year in and year out – get 80 to … (3 comments)

contact management: Tell Tale Signs You’re Not Practicing Effective Contact Management - 09/07/10 05:48 PM
I’m often asked by REALTORS® why they should care about contact management.  It looks like work to them and they’d rather be out and about.  Here’s the answer: Being a Realtor is a tough job, but doing a poor job of contact management makes a tough job even tougher.
Every realtor has heard about contact management, and many believe they are doing a good job of it.  Yet few are actually doing it properly, or reaping the potential rewards of good contact management. Many simply don’t have a real estate CRM system that makes contact managament easy.
So what are some of the tell tale signs … (5 comments)

contact management: The "Hidden Gold" in a Realtor's contact database - 08/12/10 01:48 PM
Some further thoughts on Ilona's blog post:
Ilona mentions the 10% return on calling just 3-4 people a day out of a 200 person sphere of influence.  I have a slightly different way of calculating the value of a Realtor's database - assuming they practice effective contact management as you're suggesting - that shows how incredibly valuable even a small "A" List of 50 high quality clients can be.  Here it is:
•  Assume you have a database with 50 contacts on your "A" list
•  And each contact will move on average once every 10 years, and you represent the client … (4 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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