Welcome to Real Estate Conversation Starters, the show dedicated to helping agents grow their business by having more effective conversations.
Do you know the one simple thing you can do today to start making your organic and paid real estate marketing more effective? It’s ensuring your database is segmented into specific target audiences. What does that mean? Let’s dive in!
Identify the Different Audience Groups in Your CRM
No matter which client relationship management (CRM) system you use, you should be able to create different groups within your contacts area. Your first step to segmenting these audiences out is to think about the different groups with whom you communicate on a regular basis. For real estate agents, traditionally that’s at least: current buyers, current sellers, people met at open houses, prospective buyers, and prospective sellers. Depending on the different contacts you may have, you may also include groups like family & friends; landlords/investors; renters; and past clients. Segmenting people out into these different groups is a great way to begin to target a market.
Ask almost any prosperous real estate agent the one thing they absolutely need in order to keep doing consistent, successful business, and we’d bet almost all of them would reply, “An effective database.”
What does it really mean to have an effective database?
First and foremost, you should be able to understand the client relationship management (CRM) system that houses your database. That means that there are easy to understand instructions and trainings available for the CRM, that you’re keep apprised of any and all changes, and that you have invested the time to fully comprehend all the capabilities your CRM has.