CRM is used in various industries as a tool that can manage various information .The information is about customers and optimize the sales method and approach to each customer.
Since the number of cases of introduction is increasing in the real estate industry. Many real estate companies may be considering introducing CRM.
We will introduce the reasons and merits of introducing CRM, a customer management system, into the real estate industry. At the same time, we also introduce actual case studies, so please refer to it when considering CRM introduction.
What is CRM?
CRM is a system that has been introduced in various industries and industries. Recently, the number of companies that have introduced it in the real estate industry is increasing. I think there are many real estate companies that are considering introducing CRM, saying, “I want to approach customers efficiently.”
First, I will introduce the outline and main functions of CRM, and the relationship between CRM and the real estate industry. Let’s reconfirm what CRM is all about.
CRM overview and main functions
CRM is an abbreviation for, “customer relationship management” has a meaning.
Specifically, it refers to a management method (customer management method) for appropriately managing customer information. It takes an approach that suits each customer. In addition, the tool system for realizing management is sometimes called “CRM system”.
CRM as a management system has the following main functions.
- Registration of customer information
- Delivery of emails and messages
- Customer analysis
Analyzing aggregated customer data using these customer management features will make it easier to optimize your approach and devise strategies for closing deals .
Real Estate Industry and CRM
In the traditional real estate industry, sales such as leaflets, in-store advertisements, and mass advertisements. The advertisements such as TV commercials have been mainly carried out.
The same is true for real estate information, and customers are now collecting real estate information on the Internet on their own .
The style has changed from “going to a real estate agent to compare and examine various properties” to ” collecting information at home, deciding on a property, and going to a real estate company for mediation .”
In order to survive in the real estate industry in the future. It will be necessary to establish new business models and sales styles in addition to conventional methods. Real estate CRM is a system that is attracting attention .
Today’s real estate companies are required not only to simply mediate properties to customers. But also to add value such as “providing information that customers want in a timely manner” and “building good relationships in the future.”
An approach and support optimized for each customer by CRM will lead to improved customer satisfaction.
Benefits of introducing CRM in the real estate industry
Recently, more and more companies in the real estate industry are adopting CRM, which is a customer management tool. However, many real estate companies will not be able to easily introduce CRM without knowing the specific benefits of introducing it.
There are many benefits to the real estate industry introducing CRM, but here are three typical ones.
Efficient approach can be made according to the inflow route of customers
Before the spread of the Internet, it was said in the real estate industry that “most of the reasons customers come to the store are leaflets and in-store advertisements”. However, in recent years, with the spread of smartphones, the number of customers visiting real estate portal sites. Their own sites are also increasing.
In order to survive in the real estate industry, it is important to respond to the diversifying inflow channels of customers and approach them efficiently .
By introducing CRM and analyzing inflow routes. It is possible to diversify inflow routes by strengthening inflow routes with high access and considering new access methods.
The reports obtained from the customer analysis function of CRM will also be an opportunity to improve the strengths and weaknesses of your company .
Customer information can be shared throughout the company
In the real estate industry, most of the customer information belongs to each sales person. It is difficult to access the customer information that other staff members are in charge of.
Customer information is often stored in a database for each sales person, and many people may have trouble sharing information within the company.
By introducing CRM , customer information can be managed more simply, so it is not difficult to share information within the company . If the information sharing function of CRM promotes the sharing of customer information within the company, it can be expected to have the effect of creating new ideas and new challenges .
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Online and offline cooperation can be achieved
The purchasing behavior of customers in the real estate industry these days is based on the process of “searching for rental property information on the Internet”. And “visiting a real estate company to have a sales brokerage”.
On the other hand, there are also customers who say, “Look at leaflets. And in-store advertisements and register on your company’s Web page.”
In this way, in order to encourage customers’ purchasing behavior in the real estate industry, it is important to link the Internet (online) with physical stores and leaflets (offline).
By introducing CRM, it is possible to analyze what kind of rental property the customer is viewing, so it is also possible to grasp the detailed needs of each customer .
It is also possible to manage the behavior of those who have registered as members on their homepage by looking at the leaflets.
If CRM can link online and offline, it will be possible to efficiently carry out sales operations according to customer needs and action stages .
Why the real estate industry needs CRM
As mentioned earlier, there are many benefits to the real estate industry’s adoption of CRM.
In particular, being able to centrally manage customer information is one of the great attractions. It will be possible to eliminate pursuits and omissions of projects. And it does not miss the opportunity to approach customers.It will lead to an increase in sales force and contract rate.
In addition, since schedule management linked with customer information can be performed automatically. The workload of sales staff can be reduced, and work efficiency and productivity can be improved.
If you manage customer information with CRM, you can also make proposals optimized for each customer. Customer satisfaction is likely to improve because customer response. Such as email response to inquiries and complaint response can be performed smoothly.
As a result, it is greatly involved in improving sales force, contract rate, productivity, and customer satisfaction. CRM is a necessary system for the real estate industry, which has different approaches with the times and evolution .
Introducing CRM implementation cases in the real estate industry
We have introduced the reasons and benefits of introducing CRM in the real estate industry. But you may be worried about whether you can actually use CRM well. The best way to solve these problems is to know the case studies of real estate companies that already operate CRM products.
Summary
CRM, which manages customer information appropriately. It can derive the best proposals for each customer at the optimal timing. It is a reassuring ally for real estate sales.
By improving work efficiency, you will have more time to work on more creative work, which will create new challenges. In addition, proper approach and follow-up to customers is one of the factors that contribute to improving customer satisfaction.
In the real estate industry, where the purchasing behavior of customers and prospects is changing drastically. Why not consider the introduction of CRM positively so that you can actively select your company.
