Agent Blog

Market-winning knowledge from Australia's fastest growing agencies.

Real Estate CRM Advice from John McManus, LJ Hooker Willoughby/Artarmon

Real Estate CRM Advice - John McManus
October 23rd, 2018

 

In the first of Agentbox’s Industry Insider blog series, we are lucky to draw upon the deep insight of legendary real estate agent John McManus from LJ Hooker Willoughby/Artarmon. If you want to improve your conversion rate and really own your farm area, John’s tips on using your Real Estate CRM to achieve consistent results are a must-read!

You can see the video interview here

During AREC 2018, team Agentbox sat down with John – a veteran of Sydney’s real estate market, winner of LJ Hooker’s World Champion Sales Agents 2018 & 2017 and #1 Agent for LJ Hooker NSW/ACT in 2018 & 2017.  It’s fair to say that John knows a thing or two about successful practices in real estate! Here’s John’s strategy for avoiding peaks and troughs in your practice, and enjoying ongoing success and steady income.

John’s advice for selecting a Real Estate CRM that supports consistent performance:

  1. Identify the data you want to collect at OFIs and ensure your CRM can capture it easily.
  2. What data do you want to collect for appraisals? Ensure your CRM is designed to your specifications.
  3. How do you plan to keep in touch with people? Many CRMs are not easy to segment for targeted communications, so be sure to test this feature when selecting a new CRM.
  4. You need a great team around you to enjoy consistent success. John has three team members involved in lead generation, marketing, and appraisal diary management – with defined systems and processes in place. Utilise your CRM to its maximum potential, helping you to work smarter, not harder. A CRM should help you to achieve a better work/life balance while getting the results you want.
  5. Invest in time training your team to get the best out of your CRM solution. Ensure they are consistently keeping to your data quality standards, so that the information in your CRM is useful and relevant. Dirty data is a huge reputation and success killer for many agencies.

A market leading CRM supports agents to achieve success like John’s. Here’s how:

  • Goals set by leadership teams can be set up in your CRM so they are always visible and accessible by all staff. Depending on levels of access, set goals can be shown at the group, office, team, or individual level. Tracking against performance should be easy with user-friendly dashboards and mobile access.
  • The strategy and the processes you implement can be reflected in your Agentbox CRM so that every step of your prospecting, sales and leasing process is supported by templated letters, emails, SMS messages, reminders and tasks for every client engagement. Keeping organised and productive in a busy agency is a necessity.
  • People need the right tools and training to excel, in addition to clear direction from their leadership team. Agentbox provide an online Agentbox Academy so that all new staff can get up to speed quickly and have confidence using the system from day one. Agentbox can provide periodic updates and training refreshers to staff as required or as new CRM functionality is released.
  • A commitment to clean data means that efforts to keep all your interactions and relationships between contacts and properties reflected in your central CRM database will be accessible, useful for reporting and marketing, and importantly, meaningful for all staff needing collective insights.
  • A nimble, mobile database is an essential tool for all high performing agents. Ensure your CRM supports your most important functions when you or your team are away from the office.

As John shares, achieving excellent results requires you to refine your practice and look at the areas in your business which are costing you time, or impacting on your buyer and vendor relationships. Technology can help address these ‘sluggish’ areas. It is important to stay on top of your tools and invest in training, because the solutions to many of your business quandaries could lie in the CRM you have chosen. Many agencies only use 10% of their CRM’s functionality. If you’re unsure how to get the best, the very most from your CRM – it could well be time for a chat with Agentbox.

Want to find the Gold in
your existing database?

Download your Free Data Detox Report Now