You see, I believe real estate agents think they are different. They think their industry is different. And, they think that what works in other industries doesn't really apply to them. I'm about to share the truth...
Guess what... Real Estate agents aren't that different than any other sales or marketing person. You have clients... You have a product to sell - houses... You get paid when something sells... AND you get REFERRALS.
Customer Relationship Management is about getting to know your clients AND making sure that your clients know you throughout their life. YES, throughout everyone's life.
In a National Association of Realtors survey -- 89% of all homebuyers do not remember the name of their agent just 12 months after the sale! That is insane.
Did you know an average midwest client is worth about $51,000 in commissions throughout their lifetime? Check out the chart below:
Think about it... you plan to be in real estate for a long time. It's a great career. A lot of hardwork, but you meet great people, have lots of flexibility and have the opportunity to make great money.
The challenge that agents have is that while they are looking for the next deal, they forget that the last deal is actually where the real money gets made. Virtually every agent (and every salesperson for that matter) tells me that their best source of business comes from REFERRALS. When you receive a single referral from a client, you need to be thinking... "that client just gave me $51,000!."
Make CRM a part of your life... a part of your business plan. Decide that your job is no longer to go out and just sell real estate. Your job is to get to know your clients so well that they know you so well they don't just come to you for their real estate needs, they refer you again and again.
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