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Increase Your Repeat and Referral Business with a CRM

Posted by Kendyl Young on May 31, 2016 8:16:04 AM
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Editor's Note: This piece is an update of a post written in 2016.

Do you wonder how you can create repeat and referral business from the contacts in your real estate CRM without resorting to spam?  

You can!
 
Repeat and referral business happens when you have built a relationship with a person.  This does not happen when you send a barrage of spammy mass emails.  It happens when you have demonstrated value so that a person goes from "aware" of you to knowing, liking and, finally, trusting you.
 
Realvolve makes it easy to build the relationships that lead to a lasting and sustainable business.
How do you demonstrate value?
 
Consider this idea.  Are you a golfer?  Give every person in your database who is interested in golf a “golf” tag.  Now, every time you come across local golf worthy news, pull up your golf contacts and shoot out a quick email or text. 
 
Easy, right?  
 
Contrast this to the normal mass email of your latest listing or open house.  While some people might ,like this because they like you- it is rarely relevant or valuable to them.
 
3 Easy Ways to TAG
 
1. Shared Interests 
What groups, causes, hobbies or beliefs hold your personal attention?  Are you part of a service organization? Are your kids involved in sports?  Are you a “fanatic” of any sort?  
 
Share the news that interests you, with the people who are also interested!
 
Don’t be afraid to have groups within groups. You can have the tag “soccer” for all the parents you meet at practice and tournaments and another tag “rainbow dolphins” for just your daughter’s team.
 
2. Neighborhoods
I tag people by neighborhood.  There are a whole bunch of uses for this!
 
Obviously one can send neighborhood news- school events, wild animal warnings, development news, and city updates are all great reasons to send a little message.  
 
But I also use this tag to send listing alerts and market reports.  I send open house invites to the neighbors and I also send “just sold”.  They might not want to see every darn house I sold…. but the house around the corner?  
 
Have a buyer for a specific neighborhood?  Use Realvolve's “any” feature to pull up people with more than one tag.  “neighborhood” and “seller”  for a list of people to contact when you have a hot buyer for the area.  “Neighborhood” and “buyer” when you have a hot new listing.
 
3. VIP's
Your referral partners are the lifeblood of your business.  Start tagging your raving fans, the people who have already referred you or the most likely to refer you.  
 
Send them special offers from local merchants.  Invite them to small events at your office. Set a schedule to have coffee or lunch.  
 
Quick Send Messages
Now for the fun part!  Pull up a list of contacts that share a tag.  Click the quick send button and type a quick message, send everyone a link to an article or insert a great picture.  Realvolve will send your message, store a copy of the message on each contact's record and track who opened and who responds!

Staying in touch and relevant could not be easier.  

Topics: Real Estate Success

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