The Power of a Real Estate CRM – Why Making Multiple Contacts Matters!

Real Estate Technology with IXACT Contact Real Estate CRM

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 that top-of-mind awareness is built even if your messages are not opened. A prospect who receives regular messages from you will remember you. There is high value to being a part of the “inbox” of your prospect.

3. Cost-effective contact. There are many online marketing avenues available. But a CRM like IXACT repeatedly puts you in front of your prospects for a low monthly cost.  The robust email marketing platform is built right into your CRM for no additional charge. The scale of economy is hard to beat!

An easy-to-use real estate CRM such as IXACT Contact is an important part of your marketing strategy. With IXACT Contact, you can organize all your contacts into one easy-to-use database. Improve lead conversion and boost your business - sign up today for the free 5-week trial!

Carrie Gable & the Real Estate Virtual Assistant team at RealSupport, Inc. work virtually for many top real estate agents & brokers nationwide, offering marketing campaigns, branding, website & logo design, listing marketing efforts, lead management, technical support, marketing presentations, social media setup & management, copywriting, blogging and much more.

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.


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Stoney Lee Wilson
Tampa, FL

Great article Rich Gaasenbeek !  I recommend everyone have a CRM like you mentioned if they're serious about working their contacts and growing their business. It's the first step in really working smart; the 2nd is creating the custom content to meld with their CRM instead of a template to really stand out from the crowd and the 3rd is automating the follow-up process using those tools more effectively. Too many people use a CRM as a reminder of what to do instead of automating their system to gain maximum results. Thanks for the share!

May 11, 2015 01:41 AM #1
Rich Gaasenbeek
IXACT Contact Real Estate CRM - Toronto, ON
Real Estate CRM & Marketing Made Easy!

Thanks for your comment Lee. You're right, automation is a game-changer for busy real estate agents.

May 11, 2015 04:19 AM #2
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Real Estate CRM & Marketing Made Easy!
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