Centralize your contacts in a CRM: the most profitable deal of your year

Real estate brokers are often seen as the ultimate multitaskers – juggling multiple responsibilities, managing numerous clients, and constantly striving to stay ahead of the competition. From handling contracts and negotiations to managing listings and marketing campaigns, their days are packed from start to finish. Let’s not forget brokers need to be fully available for their active customers, who are going through the emotional ups and downs of their crucial transaction. With so much to do, brokers tend to quickly move on once a property is sold, or if a deal didn’t go through. They start over again with new campaigns, new properties, new customers, and they rarely leverage the relationships they’ve worked so hard to create. Both in booming and in slower periods, a real estate broker’s customer base is their most precious asset. It’s actually worth lots of money, as it can significantly decrease their marketing costs and create a resale value for their business when they choose to retire. In this blog, we’ll look at the importance of the real estate customer relationship and how it can be systematized and managed with a CRM system to drastically increase your profits.

The all‑in‑one CRM and marketing solution. Simple. Intuitive. Affordable.

A sustainable real estate business is all about relationships

If you think of your deals in terms of properties and door numbers, let me offer you another perspective. Each deal represents a major change in the life of a person and their family, and contributes to increasing their financial wealth. As they go through life, your customers’ needs will change, and they will eventually move into another home, or acquire and sell properties for investment. If they received exceptional service from you, they may remember you for a few months, or a year, but chances are they’ll have forgotten you when they wish to sell their house 5 years from now. And let’s be honest, you’ll probably forget them a few days after the transaction is closed.
Indeed, like any human being, brokers have to choose what they will focus on to stay productive. I observe that one of the first things they neglect is the connection with their former clients once the transaction is done. They don’t take the time to set up automated follow-up systems to nurture the relationships they’ve established with their customers. Worse yet, they invest thousands of dollars in traditional marketing, often as a last resort, to try to quickly find new customers during slower periods. These costly attempts rarely yield valuable results. To create a real estate business that remains successful over the long term, you need to stay in touch with your existing and former clients.

Using CentrixOne CRM to systematize customer relations efficiently

Keeping in touch with former clients may seem like a solution that is simplistic but very difficult and complex to manage. However, using a CRM system like CentrixOne is an optimal solution for real estate brokers.
Here are the top 10 reasons why real estate brokers should centralize their contacts to become more efficient on a daily basis:
  • 1.

    Position yourself in your network as an expert
  • CentrixOne CRM allows brokers to efficiently manage their customer and prospect data, as well as track the history of their interactions. By keeping track of every interaction with their contacts, brokers can demonstrate their expertise and professionalism by being able to respond quickly to all requests for information or advice.

  • 2.

    Nurture relationships with past clients
  • Centralizing contacts allows brokers to maintain the connection with all former clients in a systematic way, even if your memory has forgotten them. If they respond to your newsletters or an invitation to launch events, you can look up their client record to remember who they are and their history with you before you go talk to them.

  • 3.

    Stay top of mind with your customers
  • You're probably dealing with customers who aren't ready to buy or sell immediately. By using a CRM, you can keep in touch with prospects by sending them relevant information, real estate ads or invitations to property tours. This helps maintain a warm relationship with customers and build loyalty.

  • 4.

    Simplify follow-ups on their files
  • By having all the information on your clients at hand, you can create tasks and better manage deadlines, thus reducing the risk of errors and wasted time.

  • 5.

    Optimize administrative processes
  • The daily use of a CRM requires you to clearly establish your administrative processes so that you can automate them or delegate them to another person while knowing where you stand. By implementing a system, you'll have a clearer picture of what needs to be done to reduce your administrative workload.

  • 6.

    Minimize paperwork
  • A CRM is used to store all customer data and other information in one place, electronically. This means you no longer need to write everything down on notebooks, napkins or post-it notes, and you'll have access to your information from anywhere, at any time.

  • 7.

    Keep customer information easily up-to-date
  • A real estate CRM keeps you up to date on your customers and prospects. You can easily add new information, modify existing information or delete obsolete information. You can even ask your customers to do it themselves by sending them a form to fill out.

  • 8.

    Generate more customer referrals
  • A CRM allows you to track and manage referrals efficiently by creating automated communications and follow-up tasks. Automate your referral requests and thank-you notes to encourage your satisfied customers to recommend your services to their friends and family.

  • 9.

    CentrixOne CRM offers robust marketing automation features, allowing you to easily create email campaigns. By segmenting your database based on customer preferences and behaviors, you can deliver relevant messages to targeted audiences. Your campaigns work for you even when you're on the road.
  • Le CRM CentrixOne offre de robustes fonctions de marketing automatisé, vous permettant de créer facilement des campagnes de courriels. En segmentant votre base de données en fonction des préférences et des comportements des clients, vous pourrez diffuser des messages pertinents à des publics ciblés. Vos campagnes travaillent pour vous même lorsque vous êtes sur la route.

  • 10.

    Make it easy to manage your digital campaigns
  • The CRM tool makes digital campaign management easy by allowing you to track and measure the effectiveness of your marketing campaigns, including email opens and click-throughs, conversions and engagement. This allows you to understand what's working and what's not, so you can adjust your strategy accordingly.

Fuel your business and sales growth with a all‑in‑one CRM for sales and marketing solution.

In short

The best marketing investment for an established real estate broker is an investment in their client relationships. The CentrixOne CRM tool allows you to centralize client information and set up automated campaigns to keep in touch with all clients, without having to call and talk to them. Even customers you haven’t seen in 7 years will easily remember you when they or their friends are ready to sell. Systematizing your customer relationships will certainly increase your profitability by saving you a lot of time and marketing expenses. Moreover, a structured and well-stocked database becomes an asset that has a tangible value if you want to sell your business.

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