The most effective real estate agents take time to ensure they have ample information on all of their contacts: Prospects, leads, current customers, and those they've served in the past. One reason why Homesale Realty professionals are so effective is their ability to make the most of their connections.

Modern technology makes it far easier to centralize all the useful information about the people you know. That empowers you to follow up at the right times and in the right ways to maximize your impact.

Two Sources of Data for Your Real Estate Database

• Their CRM: These days, most real estate agents use a Customer Relationship Management tool, ideally one that connects with their website and their listings. For example, insights from leads can arrive instantly when they volunteer their contact information to sign up for a tour or an open house.
• Their Email List: Many agents start an email list for lead generation activities, fueling it with lead capture on their website. An email list can be exceptionally helpful since it enables you to influence the tempo of your business. Providing helpful, informative content makes you more likely to be chosen as an agent.

Although these two sources may operate independently, they can also be consolidated. For instance, depending on how someone's information enters your CRM, they may also have an opportunity to consent to join your list.

The Best Ways to Organize Your Real Estate Database

• Lead Source: Knowing your lead source enables you to focus your attention on the channels that get you the most attention. For instance, if most leads are coming from Instagram, you know that you might not need to spend as much time on Twitter. If 30% of leads come from open houses, you should run them weekly.
• Contact Type: Buyer, Seller, Network, Past Client, and Referral are just a few of the many contact types you can use to gain more granular insight into your network. More than one type might apply to certain contacts, too.
• Property Type: By categorizing contacts according to the properties they own or plan to buy, you can be sure to send relevant content to them regularly, keeping your name top-of-mind for their next transaction.
• Location: In this context, "location" refers to the type of location the contact wants: neighborhood, schools, and local amenities. That streamlines your efforts in sending them listings that will resonate with them.
• Last Transacted Date: Last transacted date is most valuable for your previous customers. Some agents follow up with previous customers as frequently as once a month to enhance their ability to capture referral business.

Top Tips for Making Your Database More Valuable

• Add Value: To prove yourself as a verified local expert, add value to the lives of those in your database. Publish helpful, informative content related to real estate, and make sure your database is segmented so each person receives what's most relevant to them, for example, tips on buying, selling, or homeownership.
• Customize Your Contact: The more you know about someone, the easier it is to customize your messages. Use what you've learned about their communication style to your advantage. Some people love to receive texts and will see them right away. Others prefer a call on the telephone.
• Prune Your Database Regularly: Eliminating old and outdated contacts is known as "list hygiene," and it's the key to ensuring your data remains valuable. Every once in a while, connect with contacts to be sure you have their most recent information.

Contact BHHS Homesale Realty to get started with our team.