Was one of your New Year resolutions to generate more business in 2024 than you did in 2023?  If so, I applaud you!

From where we sit right now, we have almost the entirety of 2024 to get there.  Lots of time ahead of us and lots of opportunity to do some of the things that we know will bring us more business.

The question, as I see it, is where to begin.  What will give me the most results for the time, effort, and money invested?

You may have heard the expression, “The money is in the list.”  This means that for any group, some will buy or sell real estate now or in the future, or they will know someone in the market.

Your job as the list owner is to maintain meaningful contact with the people on your list so that when a decision is made to transact, you are the only choice for them!

And that is precisely where the majority of agents fail.  We all know agents who have contacted a past contact only to find that the person has recently transacted. It may have even happened to you!

So, how do you stay in touch with everyone on your list while dealing with current sellers and buyers simultaneously?

That is where a CRM comes into play. Suppose you are fortunate enough to work for a brokerage that supplies you with a CRM. Then I recommend that you look into using it.  

If that isn’t the case for you, then look into the many CRMs that are available and pick one that you can afford. Research and select a CRM that aligns with your business needs and budget. Popular options like Salesforce, HubSpot, or Zoho CRM offer various features catering to real estate professionals.

Once you settle on one, follow these steps:

1. Get your list into the CRM.  If you have thousands of contacts, PLEASE DON’T import them all at once. If you do, you’ll have a giant task ahead of segmenting or classifying them.  The better approach is to pick the 100 to 200 contacts you know well enough to pick up the phone and call to chat.  Once those contacts are in, you can work on adding the rest.
2. Adapt your CRM to align with your real estate workflow: tailor fields, pipelines, and stages to suit your needs.
3. This next step is crucial, so don’t ignore it.  Please take the time to get trained on how to use the system!
4. Set up the automation that your CRM offers.  Can it give you a daily to-do list of calls, texts, emails, and notes to do?  If so, learn how to do this!

Then do these things on a daily basis:

1. Start Your Day with CRM – Make it a habit to check your CRM first thing in the morning. Review appointments, tasks, and follow-ups for the day. Prioritize Leads and contact them first.
2. Segment your leads based on their readiness to buy or sell – Focus your efforts on hot leads, but don’t neglect nurturing the others.
3. Log Interactions – Record all client interactions in the CRM. This ensures you have a complete history and can provide a seamless experience.
4. Automate Follow-ups – Utilize CRM automation to schedule follow-up emails or messages. This keeps you engaged with your clients without being intrusive.
5. Analyze Performance – Regularly review your CRM analytics to track progress and adjust your strategies as needed.

OK, I get it. Setting up a CRM for your real estate business can be complex, and it might take some time, but here’s the kicker: the rewards you’ll reap are well worth it. Let’s explore the top five benefits that await you once you harness the full potential of a CRM.

Here are five benefits to doing the work of setting up and using a CRM

1. Enhanced Lead Management – A CRM lets you keep your leads organized like never before—no more sifting through endless spreadsheets or sticky notes. You can track your leads’ interactions, preferences, and history, helping you tailor your approach for a more personalized experience.

2. Streamlined Communication – Have you ever felt like you were drowning in emails, texts, and calls? A CRM centralizes all your communication, making it a breeze to respond to inquiries promptly and efficiently. You’ll never miss an important message again.

3. Improved Follow-ups – With automated reminders and follow-up scheduling, a CRM ensures you stay on top of your game. No more dropping the ball on potential clients. You’ll build stronger relationships by staying in touch at just the right moments.

4. Data-Driven Insights – One of the most powerful aspects of CRMs is their ability to provide valuable insights. Analyzing data on lead behavior and market trends can help you make informed decisions, refine your marketing strategies, and boost your ROI.

5. Time and Energy Savings – Efficiency is the name of the game in real estate. A CRM simplifies many manual tasks, from lead entry to appointment scheduling, freeing up your precious time. You can focus on what truly matters: building relationships and closing deals.

Hopefully, I have convinced that you need to finally harness the power of your CRM in order to have a great 2024