Spring is on the way and that’s supposed to mean the real estate market will pick up, right? 

Well, it may depending on what part of the country you’re in, but there is a lot of buzz out there right now about the shrinking buyer population, and sellers struggling to get their heads above water after taking on a home they truly could not afford…the phrase “house poor” comes to mind. 

It’s not so easy to go out and buy a home anymore…even though the 40 year mortgage and other innovative financing options are out there.  It sounds like the lending authorities are tightening the reigns.  So what does this mean? Those that took on more home than they could handle, are now facing foreclosure and those that dream of home ownership, just might not be able to realize that anytime soon if their credit isn’t up to snuff. 

Too much inventory; not enough takers…some may have seen this coming.  For more take a look at here.

I have a question. 

Do any of the other VA’s out there (or agents that handle this piece on their own) think making feedback calls on showings is that effective? How often do you make these calls? Every 24, 48 and 72 hours? Or do you just make one live attempt and then send email requests as well?  Do you use a tracking software program like Centralized Showings or track them in say, Top Producer?

I have a good deal of marketing background and have participated in various marketing research studies where we’ve tracked results, etc. But I’m kind of on the fence with the showing feedback calls.  I’m starting to think they’re just a waste of my time…and my client’s money (I do charge for time making the calls, time spent on hold, and time logging the result - or “non-result”).

What’s your take??

What does your client database look like? Do you have a client database? I sure hope so…or how else would you keep in touch with clients, reference their information, log key information from conversations with them, and keep track of your resources (repair and maintenance companies, title agencies, mortgage brokers, etc.).

Do you keep your client database in one central location such as Top Producer, Agent Office, Microsoft Outlook? Or is it chopped up in a couple locations and completely out of date?  You want to ensure you, your in-house support, or your Virtual Assistant are consistently utilizing and maintaining your client database. 

A few ways you can do so are to:

1. Schedule time (either yours, your in-house support’s, or your VA’s time) to “scrub” your database for outdated records, duplicate records, etc.  If this is something you dread, or just do not have the time to do, consider passing this task off to your VA.
2. Randomly check the records once they are scrubbed and updated to ensure accuracy. 
3. Maintain your client database.  Schedule daily, weekly, or monthly time (yours, your in-house supports, or your VA’s time) to update any client data in your database.  This should be easy if you are actively marketing to your clients and past clients.

Keep in mind your database is your gold mine, if and only if the data is current and consistently maintained.  This could help eliminate those returned farming and Just Listed/Just Sold postcards that you spend your hard earned money on!

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CRM…some of you may be saying, what is that? 

Client (Customer) Relationship Management is basically how you manage and retain clients. 

There are numerous CRM software tools out there, some more costly than others.  Many are geared toward various industries and large corporations (banking, etc.).  While others like Top Producer and Agent Office are CRM tools geared toward the real estate industry. Send Out Cards and Constant Contact could also be considered great CRM tools.

These tools help you organize your contacts, save detailed information about them (birthdays, spouses name and birthday, children’s names, etc.). They can help you build and maintain relationships with clients.  Who doesn’t like receiving a birthday card in the mail?!

So what are your CRM tools??

Has anyone read Get Clients Now? If so, have you put its methods to work for your business and followed the 28-day marketing activities?  It’s on my “to read” list and my plan is to get through it in 2nd quarter. Just curious to hear what others might have to say.