By Tiana Baur, Content Marketing Manager
#1 way to reap CRM benefits: Move people through your CRM sales flow!
The number one thing you can do with your CRM is to do what it was meant for: Convert, convert, convert, by moving people through that sales flow. It sounds like a no-brainer, but there are tons of agents out there that don’t even use a CRM.
Your sphere is everything. Not those cold leads you got from Zillow, not those contacts where you don’t even know how they got into your phone. Your repeats, your referrals, those that will all list with you at some point in the next ten years. Moving these gems through the sales flow is a sure bet to getting the job done and that contract signed.
If you don’t believe us, we’ll let the numbers speak for themselves. Those that actually did this, did 42% more business in 2017 – at least with our CRM, Moxi Engage.
#2 way to reap CRM benefits: Automation isn’t the enemy.
We’ve been hearing and reading some things that say auto-marketing isn’t the way to go. While the sentiment makes sense that auto-marketing is not enough by itself (and that’s true), it is still a vital touchpoint and there’s really no excuse to not take advantage of it. I mean, it’s automatic!
By no means are we suggesting “set and forget” auto-marketing is the only marketing you should be doing, but since you only have to sign everyone up one time and it can be extremely effective, it would be ridiculous not to take advantage of this kind of marketing.
Take Neighborhood News for example. This tool lets you send market snapshots to your sphere automagically AND it’s hyperlocal info, for whatever zip code you sign them up with (they can change the zip code themselves if they wish to). Utilize it, embrace it, love it.
#3 way to reap CRM benefits: Take lot of notes.
A contact database with no context is relatively useless. Even if it’s your own database, even if you have a great memory. Chances are, there are contacts in there like we mentioned above, and you have no idea whatsoever who they are. So, when you’re adding new people or learn new info or just have a spare minute waiting at the doctor’s office, update those notes! You might have a great memory, but we guarantee you won’t remember all of their birthdays or their favorite hobbies or drinks right off the top of your head. No one can remember everything. If you want to hear from a pro why this note taking is so important, look no further.
Psst – you’ll also notice if you click that link that a strong database is a priceless ticket to retirement. And by priceless, we mean it could actually be very lucrative if you’ve curated it diligently and thoughtfully, so the next owner of your book of business can use it properly.
So please, do yourselves a mega ultra-favor and take care of that CRM! Use it the way it was meant to be used, like the third arm you never had.
By Tiana Baur
Your current and past clients are what gave and continues to give you the entirety of your real estate business, which is why your sphere – or database – is the make or break of your success. It’s the meat and the potatoes, the wheels and the gasoline, the peanut butter and the jelly… you get the point.
The data to back it up
In fact, according to our data, those who converted people in their Moxi Engage CRM, did 40% more business than those who didn’t. To clarify, conversions simply mean moving people through your sales flow in your CRM, from marketing, to prospect, to active, and into pending. Because of this, not having your database be clean and up-to-date, with no duplicates, can mean kissing that 40% goodbye. Let that sink in. Using your CRM is such a simple daily task, that can completely transform your real estate business and put lots more money in your pocket.
Clean up your database by doing nothing
The worst part about this, is that cleaning a database sounds extremely daunting. With everything else going on, it gets pushed down the to-do list time and time again. What if we told you that you could get a clean database in 48 hours by doing practically nothing?
Welcome to Concierge – our new offering to help agents with the busy work. We want to do the heavy lifting, so you can hit the ground running and take full advantage of your MoxiWorks products. Saving time and LOTS of potential frustration.
The MoxiWorks Concierge team helps you by scrubbing your database of contacts and appending them with the most current data available today. Once it’s been scrubbed, you can choose between uploading the final list yourself or have us do it for you. The concierge database clean-up will:
• Identify and merge duplicate records
• Consolidate contact data for seamless upload and search inside of Moxi Engage
• + Guaranteed turnaround of two business days
For reference, the regular contact database clean-up is $150, while the premium contact database clean-up is $300. Our Premium service includes dedicated phone support throughout the process.
What are you waiting for? Save time, enhance the accuracy of your contacts in Moxi Engage, and get that 40% more business you deserve by converting contacts through your sales flow!
Choose wisely, and your brokerage could see agent productivity increase by 40%
As seen in Mile 62 Magazine – By Andrew Eberting
A CRM should be the epicenter of your customer and prospect data – and your brokerage. Not having the right one implemented at your brokerage, you cost yourself and your agents the #1 thing that matters most: Money.
If profitability and growing market share is not for you, no sweat. However, if you do want to own the competition in every possible competitive category, then keep reading.
1.) Ease of Use
For Your Agents: One of the biggest factors that impact agent adoption of your brokerage’s tools is its ease-of-use or lack thereof. The more approachable your offerings are, the barrier to resistance will also be lowered.
Agents want to do what they do best: create dreams for clients and win more listings. Give them something that accomplishes both, and your brokerage becomes the “it” place to be.
For You: If your current agents are excited about the tools that make their lives easier, think about the impact this can have on other areas of your business.
- New agent recruiting
- Current agent retention
- Growth in market share
If your brokerage platform offering is sound, it will result in the acquisition of more share of your local market. It is a dog-eat-dog world; which one are you going to be?
2.) Scalability and Integration/Single Point of Truth
For Your Agents: If an agent can navigate to a single point of truth for their entire workflow with their sphere, what kind of increase would that have not only with their productivity but also their quality of life?
- One place to see all their entire database
- Build a CMA powered by integration with your MLSs
- Email said CMA to their sphere
- Turnaround and start marketing current listings or themselves instantly to Facebook and other online channels
- Send automated closing gifts to clients based on transactional closing history
How much time would be saved each day to log in and find all their tools in one place vs. logging into multiple systems? How much is this time down costing your brokerage?
For You: Staying competitive also means needing to stay current with best-in-class tools. The ability to stay agile while meeting the demands of your brokerage platform (like being integrated across multiple areas of the agent’s daily life) plays a significant role in making you recession-proof the next time the industry retreats. Being able to turn on new tools or keep favorites for your agents, while sunsetting those that have fallen out of favor or compliance, also lowers your annual spend on technology.
3.) Client Success aka YOUR Success Experience
For Your Agents: It is inevitable; at one point or another we all get stuck. With this in mind, sometimes everyone needs a helping hand. Accessibility to success, training, and support is vital to getting back on the proverbial bike and keep going.
For You: A happy agent is a productive agent. Offering your agents a CRM solution that provides multiple channels and assets to help them overcome roadblocks can be gamechanger in their productivity.
70% of Software-as-a-Service (SaaS) end users prefer searching for self-service help related to their issues (Zendesk), meaning an agent’s time-to-productivity can be directly impacted by their ability to resolve roadblocks.
Want to know what else to look for in a CRM for your brokerage?
Check out our latest joint white paper with Victor Lund of WAV Group:
How to Choose a Real Estate CRM
By Maddie Jostol
Technology is woven into almost everything we do. It’s integrated into our everyday lives, whether we like it or not. Professionals are having to find a balance, using technology to their advantage without forgetting to maintain interpersonal relationships. This is particularly true for real estate agents who primarily manage relationships, but need technology to optimize their business.
The home sales process is a personal one.
People work with agents because they see the value in having a trusted advisor who can lend a professional opinion, truly listen to their needs, and hold their hand through the process. This isn’t going to change – there’s something about the human aspect of a transaction like this that people need to rely on. Does that mean technology should be omitted from the equation? Not at all.
The sphere selling methodology is all about building strong relationships.
Sphere selling is incredibly powerful, and it’ll only continue to gain importance in the future. It’s centered around creating a sphere of influence filled with people who know and trust you. It’s called a sphere of influence because you’re their go-to advisor – the influential, trustworthy voice when it comes to real estate. This doesn’t just mean you should make sure your contacts are in your agent CRM – that’s an important step, but it goes beyond that. Truly nurturing your sphere over the long-term isn’t really an option, it’s a requirement to growing your pool of repeat and referral business, which enables you to rely less on low quality paid leads.
Agents leveraging a sphere selling methodology are able to achieve sustainable growth in their business. Why? Because it allows agents to improve sales by nurturing strong human relationships while simultaneously embracing technology.
Technology is required to help you maintain relationships with your sphere.
Keeping up with your sphere isn’t easy. It takes time and a great deal of organization and small, repetitive tasks – this is where technology comes into play. Agents are continually juggling tasks, clients, and transactions, and more. The heart of a good agent CRM is functionality that enables agents to do their jobs better, in less time, with fewer mistakes, and with less stress.
Moxi Engage, the CRM we’ve built for agents, is geared towards enabling the agent to be more efficient and thorough in how they maintain their sphere of influence. The integration with other tech tools means you always know what actions you’ve taken with a contact and where you stand with that contact. The heart of a good agent CRM is really giving the agent the opportunity to better manage and maintain their sphere. Here’s how:
• Automate repetitive tasks, such as monthly newsletters
• Manage data and integrate with the MLS and other tools, so data is always up to date
• Keep track of all the contacts in your sphere
• Help you stay one top of all your tasks so you don’t miss a beat
• Remind you of important dates
• Recommend actions to take to maintain your sphere
When agents don’t have the technology they need to properly nurture their contacts, they lose their sphere. Without maintaining contact, people take their business elsewhere. This is a dangerous game for agents in today’s market where leads are already scarce. Not only having a great agent CRM, but using it to your full advantage, will ensure you stay competitive and continue to grow your business. Don’t lose out – use sphere methodology and the right tech tools to grow and maintain your sphere.