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