Who Should I Add to My Real Estate CRM?

Here’s a question most Salespeople wrestle with… “I just spoke with the Johnsons, I never met them before – should I add them to my real estate contact management software?” Before you answer that question there is a more fundamental question that you need to consider: “What is the purpose of having a real estate database?”

It boils down to this… people will typically do business more comfortably with those they know, like, and trust. The more people that know you, the more business you will get. There is lot of wisdom in accepting the truth that “Sales is a numbers game.” Consequently, it makes sense to add as many people as possible to your CRM for Realtors and then stay in touch with them. Some salespeople will argue that, “There’s no point in adding the Johnsons, they’re never going to be moving.” While that may be true, if you “hit it off with them” then you should put them on your list and stay in touch. Sometimes the most casual conversations results in long-term relationships and future business. Here’s why:

1. The average person in North America moves every 5-7 years
2. The average person in North America connects with 6-8 people every year who are talking about moving

Considering these odds,  by staying in touch with the Johnsons, there is a much better chance they will refer someone to you than they will actually move themselves! So here’s the logical conclusion…