Empower your Real Estate business with efficient crm pipeline management for Real Estate

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hey everybody Brad large here so I wanted to do something a little bit different I've been focusing in on technical implementation and how-to in Salesforce and things like that but you know before I get all of those things done I'm actually wanting to do a different video because a buddy of mine who I hadn't talked to in months all right it's been very important to note I had not talked to a good friend of mine and probably three or four maybe longer months all right I hadn't talked to this guy he calls me up you know we reach out because I I've had a job change recently he's like hey man I wanted to check in and see how you're doing I'm like oh my gosh so we call we talk we chat and his wife is doing real estate and he's like look man you were a real estate agent a licensed real estate agent in Ohio at one time and you're also doing the Salesforce thing so what gives what kind of benefits do you see for real estate agents with Salesforce and my head exploded it says such a huge question to me because I've I've only been doing Salesforce for six months but I was I've been a developer I've been an IT for a while so you know it's a huge question but right off the bat the thing that struck me in like the face was the fact that I hadn't talked to my buddy in several months here's the thing if you're in a relationship building business real estate lawyers consultants pretty much every business model is moving towards this relationship you know building thing where the your business is only as good as your relationships so my head just explodes and I'm like holy smokes man let me tell you so we can go through here I actually logged into my instance so you can see right here the app bar the nav bar up here says sales and that's because in Salesforce essentials you get these different apps sales service lightning usage app and these have different things but the sales app itself is is geared towards helping you sell things right through building relationships now a lot of people I know are like I hate sales I don't want to sell myself I don't want to when I was a real estate agent that was the worst thing for me was going like hey here's what I do and here's how I can help you and I felt really salesy and the thing is now I follow Seth Godin and and a lot of these like marketing and sales consulting guys and the thing about marketing is you only notice it when it's bad the thing about sales is most of the time you notice it when it's really bad so if you're doing something intentionally then it's it's kind of like goofy right you feel goofy doing it like hey man I you know you're you're somebody I know and I sell houses for a living would you be interested if there's something kind of weird about that exchange right so the powerful thing about a CRM is it helps you be you and do the sales and marketing thing all at the same time you can just be a normal human being for the most part and by doing that as long as you believe what you're offering is valuable eventually you know you can start having those conversations where you flip those contacts you meet into prospects right into opportunities and that's kind of what Salesforce does for you as you look here the sales dashboard is literally set up with tasks events you can see today's tasks today's events recent records key deals recent opportunities there's an assistant tab over here which is awesome and actually once that's set up it's pretty sweet but and then you can see up here at the top contacts accounts leads opportunities cases reports all of these things are geared around a certain way of building relationships to close deals and so you know one of the things that I said on the phone to my buddy was I was like you know the big thing about real estate is and a lot of people don't realize this they think that the people that they meet that they say hey I by yourself you know I help people buy or sell houses for a living or I help people buy and sell commercial real estate for a living they think the people that go oh you know what I'm looking to buy a house or I'm looking to sell a house well those are hot leads right those are people that need your services right now but what they what I think a lot of people do they leave a lot of relationships and later that translates into money on the table by the people that don't say I'm looking right now to buy or sell a house they're they're leaving them in the wind right there they're not that they might collect a business card they might send a follow-up email here or there but really they're not staying top of mind for these people and it's a very rare event right buying and selling homes for the majority of people is not an everyday thing so you need to be top of mind when it matters so by having these people put into a system like Salesforce you can go through and once you I'm gonna do this real quick so I you know once you do that you go through you have you put those people under your system as leads right if you meet somebody and they're you just meet them and you exchange business cards you might want to put them in as a lead and so if we go to leads right we can go here PT PT here is one that I used for checking out my web delete set up but PD Peterson here is a lead well he's not necessarily qualified yet you can see these statuses new contacted working unqualified converted converted means that there's a potential for you to do business down the line or you know there's like good you know juju built up there and you guys get along well you email he interacts with you there's there's a relationship process there right not every lead will get converted over but being able to capture all those contacts that you have as leads gives you a platform to then automate those follow-ups with right so by personalizing and automating these systems by setting reminders by doing these things and integrating this in your workday you're allowing this to do a lot of that this work the head work the memory work for you right once you have these leads right and they're converted you say okay well this person may be interested in buying or selling a house or maybe they you know would like to you know I I just explicitly ask them hey in the future if you're interested in this do you think you know here's what I can do for you do you think if this you were in this situation that you would want me to contact you and they can say yeah and you say okay what do you mind if I just follow up with you every once awhile right or you just email them like a decent human being but having this system in place allows you to do that without being weird about it and without like four to six months going by like my friend sorry Terry but not letting that much time go by before you actually reach out to somebody that you want to talk to anyway so it's basically just this like relationship building tool anyway so you have your leads once those get converted then they become accounts and contacts and opportunities and but that that's about as far as I want to go I want to show you really this tool here right the the new contacted working unqualified or if they're qualified you might want to convert them right if you go to opportunities all right we'll go to all opportunities here and these are well actually there's none in here because I deleted the trial account so that's a bummer but opportunities has a similar path so as we saw on the leads here I'm gonna go back these these are considered paths right the new through converted and then they have paths for different objects in Salesforce but what this allows you to do is kind of do automated reaching out to these people to keep those leads to keep yourself front of mind if you're in a relationship building business like real estate this is really important and especially in real estate you want people to be able to self-serve actually right now in real estate worst customer service making them do some of the work is better for everybody because the market is moving so fast that some old-school Realtors and real estate agents who want to do things the way they've always done them because they're comfortable with their process are missing out on deals specifically because especially in Columbus Ohio we chose to be this booming tech city well the houses are selling like hotcakes here the article every month hire home prices shorter times on the market everybody's going nuts and that the housing markets just exploding here but because of that the people that it invested in getting their systems and processes so that their customers and the people that they work with and the people that they seek to serve can move as quickly as possible and not like the real estate agent is not becoming the bottleneck here they're the ones that are being most successful they're the ones that people are telling other people about and so getting that set up for a real estate agent what how does that tie back into what we were doing here by setting what Salesforce allows you to do or any CRM really is really keep yourself top of mind and your clients and potential customers minds so that when they do need to move that they understand that you're there and then once you start that onboarding process if you have the proper systems in place then it will go as quickly as those people want it to move and they will gain extreme confidence in your ability to sell that will build trust it allows you to build yourself as an authority up until that point that they're ready to make those you know life-altering decisions of buying and selling a house you know trying to take advantage of the boom in a market who are they gonna look to they're gonna look to somebody who's an authority and if you've been building that relationship then that somebody could be you so I hope that answers a question you know specifically for real estate agents what a CRM can do for you there's a lot more videos out there about what Salesforce in particular can do I know what's the other there's another one I'll have to check it out pipe drive is another CRM but if you just google CRM there's several out there MailChimp is being used as a CRM I think MailChimp is great as an email tool email automation tool not I haven't used it as a CRM but there are other people that probably could use that very effectively and it's free up to 2,000 contacts there's some basic functionality there are just so many options I think the thing that I would like to point out is what you cannot afford to do these days is not have some kind of customer relationship management in place before you know you hopefully you have some customers now you have some clients or some people that you help by not enabling you yourself to document those processes put those processes in place and help more people you're really you know you're selling yourself short you're cutting off you know some potential for you to to build that as a more scalable business model right and I think that the leverage and scalability of platforms like Salesforce or you know any kind of CRM out there is just that it's gonna allow you to do what you do best and worry less about the things that you know you really want to automate and gives you that platform to really automate those things out and make your life a lot easier save a lot of time provide more value to more people I think that's incredibly important but anyways I've drone done long enough about that hopefully that you know answers a question I love that somebody's been asking me a question already so hopefully somebody else has that question and this provides some value i'm again brad large like and subscribe if you want to see more videos like this or if you want to see more how to's of how to implement things in salesforce or you know if you have questions about other CRN's i'm more than happy to try that but this channels moment basically mainly mostly focused on Salesforce CRM implementation stuff so anyway again I hope that was helpful thanks again for the question Terry and have a great week until I see you again alright peace