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Do You Need a CRM System?

Brittany Kimble

Updated: Sep 26, 2023



Real estate can be very unpredictable. There is always going to be a time when you meet a potential client who is interested in working with you, but you may not be prepared or you don't have a system for lead follow up.


This is why you need a CRM system. Whether you use an Excel spreadsheet, or an actual database you need to have a system regardless. For those of you that don't know, the acronym CRM stands for customer relationship management. In other words this is your database.


You may have heard of SalesForce, BoomTown, Monday.com the list goes on. These are all examples of CRM systems that you can use. So who needs a CRM system? If you maintain relationships, you need a CRM system.


Pretty much, anyone in the sales business needs a system to maintain customer relationships. Many salesmen wonder if having a CRM is a necessity. The quick answer is, duh. Of course you need one, but you don't have to spend a ton of money on it .


You can easily start a spreadsheet as your first CRM. But as you begin to build traction you are going to need a true system to expand your business. There are three reasons why I believe every salesman needs a CRM system.


The first reason is so you can keep all of your clients' information in one place. Imagine simultaneously using your phone contacts, your Google Drive, a Trello board and a spreadsheet to keep up with your customers and clients. You’d have too many things in too many different places.


Using a CRM is going to save you time and make your process more organized. As a real estate agent, you will be responsible for keeping up with physical addresses, phone numbers, client notes, birthdays, anniversaries, documents, etc. The only way to keep up with your (hopefully) growing database is to have a dedicated system.


The next reason and my favorite reason: It follows up even when you forget to! It’s all about automation. Most CRMs offer automated drip campaigns where you can set each customer up on a specific campaign to stay top of mind and get feedback. You can set up automated text messages and emails and it actually works!


My process looks something like:

1. Customer goes to my website

2. They register their info

3. Info gets sent to my CRM

4. I manually set them up on a campaign.

5. They respond–I get an appointment

It’s been working for me, and I highly recommend it.

The last reason you need a CRM is so that you can track your clients activity. I am with eXp Realty, and eXp provides kvCORE to their agents. kvCORE allows you to see what homes your clients are viewing, when they last viewed a property and if they 'favored' or saved a home.


This is great news for you, as you can keep up with their interests and get a head-start on getting the property information and booking the tour. It’s not 1999 anymore. Now is the time to look into a good CRM. I treat mine as a virtual assistant and it’s been working for me.


Remember you have free options as well. I don’t recommend an expensive CRM unless you are an agent who has high production or maybe the system you choose has a characteristic you need to take it to the next level.


Besides that, reliability is better than nothing. Using a spreadsheet is okay, but only for the beginning stages. Remember, you need those automations and client tracking to grow your business. Let me know if you want me to dive deeper on CRMs, and I’ll talk about it next time!


Click this link if you are interested in having a conversation about being a Realtor.


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