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The Power of a Real Estate CRM – Why Making Multiple Contacts Matters!
As a real estate professional, you spend considerable money on marketing solutions. It may be tempting, especially for newer agents, to forgo a customer relationship management system. But this isn’t feasible long-term, and manual follow-up won’t give you the same results! Here’s why having a robust real estate CRM is one of the best moves you can make for your business!
1. Multiple contacts. In recent years, Microsoft conducted a marketing study that examined the ratio of customer “touch” to sales. In a nutshell, the study shows that more contact you make with a prospect, the more likely they are to do business with you. Sounds like common sense, but here’s the kicker:
50% of sales people gave up after the 1st contact. 89% of sales people gave up after the 4th contact. The prospect starts to retain brand awareness after the 5th contact. Between 8 and 12 contacts, the prospect is now likely to buy from you, if they are ready to make a purchase. This is why manual follow-up doesn’t work: it’s too easy to give up too soon! Of course, not all prospects become active clients, but automating your ongoing contact improves your chances of conversion.
2. Top-of-mind awareness. Industry studies show ... more
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