CRM – Is it the latest buzzword or the future of business?

By Anthony Severino

Customer Relationship Management (CRM) is the greatest thing since sliced bread for successful business people. You see human beings lack the capacity to manage all the activities required to be highly successful in our heads. We need tools to remember our events and the activities we do in our busy, successful lives. One year my wife and I both forgot our anniversary because it was not written on the calendar.

The concept of using tools to manage your business activities has been around for a long time. Paper planners containing a calendar, address book and writing paper were really the first contact management systems. This system worked very well for me until I lost mine by leaving it in a phone booth. Come on, you remember having to make your calls from a phone booth, it wasn’t that long ago! Loosing that planner meant I lost everything I needed to do my job. Talk about feeling helpless!

Computer based contact management came next in the form of programs like Outlook, ACT, or Goldmine. These were far superior to paper planners with more features and backups, which hopefully you remembered to do before your computer crashed. And of course there are the hand held multi-function devices like Palm, Treo and Blackberry. Microsoft is now in the CRM business. Salesforce.com’s CRM is completely hosted, customizable and “on demand” via the Internet. So, besides this new acronym what is the rage all about?

The CRM software on the market today allows us to manage our calendars, contacts and tasks but they are Internet accessible via a web browser. This means I can log in and use my system anywhere and from any computer without special software. I can’t lose it and I don’t have to back it up or update it! I just use it. Most of these CRM systems integrate email with templates, mass emailing, other marketing tools, and sync or run real time on hand held devices and laptops. Some CRM companies include valuable business tools like revenue forecasting and detailed reporting while integrating with online lead capture forms and websites. There are also real estate and mortgage specific CRM versions available. CRM software becomes a complete platform for to run your business. What could be better for the independent business owner, REALTOR® or loan officer?

So now that you know what CRM is and how it can help you to organize your calendar, track your daily tasks, manage your business, market to your contacts and even forecast your revenues, what are you waiting for? The National Association of REALTORS® reports that only 20% of REALTORS® use CRM tools daily. When you are ready to take the leap, look around and choose a provider that you are comfortable with. Some even offer free trials. If your company provides one for you, try it. Make the investment in any training they offer and use the system daily. Staying organized and on track will make you more successful and might just keep you from missing that important date… or your anniversary.

 

Success Notes Bonus Tip:

Besides from being an electronic CRM system, programs such as Salesforce.com also offer outstanding marketing capabilities.  DripTrak marketing will allow you to send campaigns to clients and prospects on a monthly, weekly or daily basis.  Are you using your DripTrak system?  Contact us today if you need assistance. 

 

In the Next Success Notes…

What’s the point in having a great website if your prospects can’t find it?  Building a site just isn’t enough, you need to be using the proper tools to promote your site and make it search engine friendly.  In the next Success Notes, we’ll discuss ways you can increase the traffic flow to your site.