September 24, 2016
While the real estate market is often portrayed as having limitless profit potential, this is rarely ever the case, particularly at extreme price points. If you regularly find yourself representing high-end, luxury homes, you should know that there is always a very finite number of prospects out there. Few people will show interest in these pricey investments each year and even fewer buyers will actually be qualified to pursue them. Following are several ways in which you can use a real estate CRM platform to successfully turn over more of these properties.
Stay In Contact With Old Buyers
If you've sold high-end homes in the past, you definitely want to stay in contact in with your old customers, even if they aren't likely to need your services for several years or even decades. People who are qualified to shop at this price point may be willing to invest in second homes, vacation homes or even luxury, rental properties if the right deals and opportunities are found. Thus, even if you have a few, new properties that you're representing in areas that are relatively far away from your former sales, it's definitely beneficial to check in from time to time and mention these things to your past clients.
Real Estate CRM will allow you to group these buyers in their own category so that you can automatically generate emails and other communications two to three times per year. You can notify these individuals of any significant changes in market conditions in their own areas and tell them about important upgrades for keeping their properties on par with current market standards. These updates are a great chance to mention the latest homes that you've signed on to represent. They can even generate a lot of positive, word-of-mouth advertising by keeping your services fresh in the minds of people who have benefited from them before.
Streamline Your Offers To Suit Individual Interests
A good real estate CRM platform always goes well beyond merely collecting and organising contact information. It will additionally store a wealth of data that gives you a far better understanding of individual interests and needs. By studying this data, you'll be able to craft listings that capture attention. People who are looking for high-end construction often have very specific tastes and interests. They might want units with balconies that are enclosed with all-glass balustrades, smart home technologies or other, modern features. Understanding the general interests of your market will show you exactly which features to highlight in your listing titles and which photos and other visuals to include.
Identify People With Unrealistic Purchasing Goals
Tools like these also give real estate agents the chance to identify buyers who may be shopping just outside of their price ranges. Throughout your years in this industry, you're virtually guaranteed to encounter people who want more than they can reasonably afford. With real estate CRM, however, you can connect with these individuals before their frustration mounts and can guide them towards options that will provide a reasonable compromise.
CRM tools also make it possible to design and implement information campaigns that will assist under-qualified buyers in identifying resources and establishing feasible savings plan. A long-term commitment to helping people reach their purchasing goals, irrespective of how unrealistic these might initially seem, is key to building long-lasting customer relationships. This is also an excellent way to proactively build and protect you professional reputation.