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Customer RelationshipManagement Tools:HAR NES S Y O U R FU LLPO T ENT I AL B Y M A N A G I N GAND G R O W I N G Y O U RC L I EN T LI S TA REAL ESTATE EBOOK FROM

CRMs & Your SuccessWith over 1.3 million active real estate agents in North America, learning and implementing a CRM toolin your business is directly correlated to your career success in both the short and long-term. Like manyother real estate agents, you might be wondering “what exactly is a CRM tool and how will it help me?”LET’S GO OVER THE BASICS OF CRM ANDSEE WHAT IT CAN DO FOR YOUR CAREER!CUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 2

What Will Make You a Top Agent?Real estate is a people business. The better organized youare with your contacts, the better able you are to convertthose contacts into clients and profit.HOW TO SUCCESSFULLYMANAGE YOUR CLIENTSENGAGEFOLLOWUPFULFILLPROMISESIn order to be truly effective, your methods of organizationmust be intelligent, intuitive, automated, and mobile. In turn,you’ll become better at your job. That’s where CRM comes in.CUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 3

Customer Relationship Management 101When you know your business revolves aroundpeople, having a Customer RelationshipManagement (CRM) tool can help you in yourday-to-day activities.A CRM is a tool that gives you theability to input your contact data intoone cohesive place and organizethat data in an intelligent way.Whether that may be a distant cousin of yourGreat Aunt Nelly, or a stranger you met at alocal restaurant, CRM allows you to record anddocument their personal information, the natureof your relationship, any interactions with thepotential lead, and much more.CUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 4

What You Need from a CRMWithout a CRM, you waste hours every week searching for contact information. Thinkof all the other far more productive, money-making activities you could be doinginstead. In a business where your personal time and effort will make you a top agent,you need to be thinking about everything you can do to make yourself more efficient.WITH A NEXT GENERATION, REAL ESTATEFOCUSED CRM, YOU CAN:Easily input all your contact data from multiple sourcesKeep record of important and unique characteristics of each contactCategorize contacts into groups for fast searchingNurture and convert leads into clientsCUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 5

Examples of Customer Relationship ManagementYOUR CRM TOOLS SHOULDPROVIDE QUALITATIVE DATA.Some examples: A List of Who You Should Call Today Reminder of the Move-In Anniversaryof Past Clients Social Media Activity - Which of YourHot Leads is Posting Daily and the BestAvenue to Reach OutEach data point inputted should provideyour CRM tool enough information to relayback reminders, alerts, and other necessaryinformation you may need to know formanaging your contact base.CUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 6

What Differentiates CRM Tools from Each Other?Personalized Email MarketingOnline PresenceMobile CapabilitiesSocial Media CapabilitiesRelationship BuilderCUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 7

Personalized Email MarketingEmail marketing delivers 30 to 40 times the ROI ofmost other forms of web-based marketing, includingsocial media, making it more necessary than ever tocreate custom, targeted emails.Today, people can sniff out your generictemplate email message from a mileaway. Don’t do it.Take advantage of the ways in which you cancustomize your email messages so you’re alwayspersonalizing for your contact. This includescategorizing, grouping, and segmenting yourcontacts in a way that directly boosts open rates.CUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 8

Build Your Online PresenceHAVING YOUR OWN AGENT WEBSITE IS NOT AN OPTION.IT’S A NECESSITY.Piggybacking onto your brokerage website simply won’t do. In this industry, it’s aboutthe people, including yourself. One of the best ways you can demonstrate you are aprofessional, skilled, and dedicated real estate agent is by creating a solid online presence.As you’re planning your online presence, look for a CRM that includes personalized realestate agent websites featuring professional, high-quality design, excellent content creationtools, responsiveness across all devices, automatic lead capture, and IDX listings.When you create your own website, the biggest question inyour mind should be: How am I different? Whatever it is,make sure it is clearly communicated on your agent website.CUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 9

Mobile Management CapabilitiesTHERE’S AN APP FOR THATBeing on the road all the time, you need a way to respond to leads and clients fromyour phone. Good CRMs have apps you can use right from your smartphone. This way,when you get pinged with a reminder that it’s time to reach out to a contact, you canquickly and easily stay in touch no matter where you are.Send personalized SMS and MMS mass texts including photos and videowalkthroughsReceive replies right to your phoneSet up text autoresponders to reply to new leads and existing clients instantlyPut keywords on riders to get new leads via text messagingDid you know text message marketing has nearly a 100% open rate? Unlike emails,texts are more personal and almost impossible to ignore.CUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 10

Social Media CapabilitiesYour CRM needs to be able to help you automate your socialmedia content while providing you unlimited capabilities inwhat you post and who sees that post. Having a CRM thatallows you to easily share content will save you time andquickly grow your social media presence.Select what you want to shareGet exclusive videos and articles from top-tierpublications curated for youDecide how often you want to post and atwhat times of dayFully automate your posts so your social mediais working on your behalfCUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 11

Relationship BuilderAn proven method for becoming a top real estate agent is the strategic formation of mutually beneficialpartnerships with vendors that relate to your business. Imagine having a strong partnership with a local vendorwho wants to have a trusted real estate agent’s name they can refer to their customers. Every person that thevendor sends your way is a brand-new lead that should be easily inputted and organized into a good CRM.HOW TO CREATE THE PARTNERSHIP1Think of ways you can meet relatablevendors in your area.3Make a solid plan.4Focus on the win-win.Consider network events hosted by your localChamber of Commerce, Business NetworkInternational, Rotary Clubs and entrepreneurassociations, or even start your own.2Do your due diligence.As much as you are eager to form partnerships, besure that you thoroughly vet the companies you’reconsidering. You want to make sure that the servicesyou refer to your clients are ironclad.Before you approach potential vendors, map out exactlywhat you propose, and make sure it is mutually beneficial.Then demonstrate precisely how the partnership will work,and maintain your professionalism so your potential partnerknows you’re serious.A wel-thought-out and aligned partnership benefitseveryone. Your clients get trustworthy referrals for theservices they need. Your vendor partners get new businessfrom you. And, in return, you get new business from them.CUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 12

AN EXCLUSIVE REAL ESTATE CRM FOR YOUR SUCCESSIXACT Contact is a leading CRM tool used by countless professional real estate agents in the industry to grow theirbusiness. Whether you’re a new real estate agent looking for ways to effectively and profitably set up your business, oryou’re a seasoned REALTOR who wants to advance their career, IXACT Contact has what you need to get the job done.HERE ARE JUST A FEW OF THE HUNDREDS OF WAYS THEIRTOOL HELPS REAL ESTATE AGENTS MAKE IT TO THE TOP: Have all of your contacts in one placeand instantly identify your hottest leads Use automated and innovative textmarketing to engage your contacts Automate your emails and create dripcampaigns Automate your social media withtop-quality content curation Personalize all communications to buildmeaningful relationships with your contacts Use their mobile app that lets you doeverything from your phone Have an impressive and professionalagent website to capture new leads online Set goals, track your progress, andmonitor your overall performanceTry their free trial and discover how IXACT Contact can get you where you need to be.CUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 13

About UsFounded in 2005, The CE Shophas become the leading provider ofonline real estate education through anencyclopedic knowledge of the realestate industry.Our ever-expanding course catalog ofPre-Licensing, Exam Prep, Post-Licensing,and Continuing Education products aretrusted throughout the industry and offeragents across the country the educationthey rely on.With courses available in all 50 statesand D.C., we’re driven by a desire toconstantly improve, both for ourselvesand our students.CUSTOMER RELATIONSHIP MANAGEMENT TOOLS PAGE 14