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CRM, More Than Just Working Leads & Prospects
CRM, that's Customer Relationship Management, is a valuable tool that's underutilized by many real estate professionals.  Actually, it's far more than a tool; it's an approach to doing business that builds and improves business.  Let's look at it from a straight nomenclature point of view.

 
"Customer"
You notice this isn't "prospect," "lead," or "site visitor."  It's customer.  So, we should immediately start out with the knowledge that this isn't a tool or process directed solely at someone we're trying to gain as a customer or client.  It's much more broad, a process that will assure that we reach not only people who aren't yet using our services, but those who are already.
"Relationship"
It's not "us against them," or "us marketing to them," or "our process and their buying-in."  It's about building a relationship with virtually everyone in our sphere of contact.  Though we may end up grouping them into "prospects," "clients," "support personnel," etc., they're all a potential source of business.  Our relationship with each individual will be built upon their needs more so than ours. 
"Management"
Though we will be responding to our database and contacts in ways that meet their needs and solve their problems, we ... more

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