The real estate industry for decades has followed a very tried-and-tested, old school method that clearly has worked for them in the past. However, with the advent of new technology and even the ongoing pandemic for that matter, digital transformation has seeped into all industries, including real estate and has proved to be a true differentiator between those who are here to play and stay in the game and those rapidly fading into oblivion.
The reasons for adopting a CRM for instance are innumerable: your competitors are doing it and you can either choose to keep up or risk falling behind. That being the most simplistic answer, there’s so much more you can do with the world’s #1 CRM Salesforce’s Sales Cloud, to make it work best for your business model and methods.
Let’s immediately dive into it below:
Organize your data
The most obvious way in which Salesforce can help you is by organizing your data in a manner that enables you to to better understand and service your customers. You can outline what exact information you want to collect on Sales Cloud and mine it to derive meaningful insights. You can determine your own specific lead qualification and sales processes and ensure that the right opportunities land with the appropriate agents.
You can leverage Einstein to ensure that all your company’s interactions with the client are captured in a chronological order and derive automatic tags on emails especially requiring your attention. With Salesforce’s Inbox integration, your Salesforce instance can also reside within your Gmail/Outlook, allowing you to undertake your client management efforts from a single screen.
Automate your business processes
With Sales Cloud, you can also automate your processes such as emails, tasks, internal approvals, tracking important dates and other updates, filing documents, etc, meaning less manual labor and greater operational efficiency. You can also streamline processes such as contract management, quote generation, electronic signing to all happen from within Salesforce by integrating with partner applications such as Conga Composer, Docusign, amongst many others.
Because Sales Cloud lends itself to immediate evaluation and can be molded to your changing requirements, at any given point in time you have the flexibility to modify processes which no longer work for you at all levels of the system.
Personalize your communication
As we’ve already discussed, your Salesforce CRM is a treasure trove of customer data. You have the ability to collect everything you know about your client and put it into one place to derive a full picture: buying history, budget, likings, preferences… the list goes on. That, combined with the fact that property ownership tends to be one of the most emotional purchases the majority of people tend to ever make, there’s a real opportunity here to be a trusted advisor by showing your clients you understand what they want and how to get them to it.
Marrying your Sales Cloud data with Salesforce Marketing Cloud enables you to create personalized journeys for your customers based on where they are in the buying process. Whether it’s an educational journey for a first time buyer to create awareness, expectation and to slowly nurture them to their first home purchase, or a quick sale for a customer who knows their ins and outs, budgets etc and is just looking for you to make the right match. This puts your salesperson in the prime position to build a connection with the customer by identifying their specific needs, and close a successful transaction now or in the future.
Stay connected with your clients
Since you retain all contact information and correspondence with a contact, a single purchase is not the end of the road. Salesforce facilitates your maintaining a continued relationship with a one-time prospect or clients, by allowing you to automate period check-ins and non-intrusive touchpoints, so that they are aware that your services are still available to them should they require them.
Stay on top of your game
At the end of the day, you can visualize all your accumulated data in the form of reports and dashboards. This information will speak to you, informing your future decisions and interactions with the client and at your workplace, telling you what is working and what isn’t and eliminating any guesswork. This data is available to you at all times, whether you’re on desktop or anywhere in the world with your mobile device in hand.
The points above barely scratch the surface of what Salesforce is able to do for your business if you operate in the real estate industry but hopefully it gives you an inkling. To read about some of our work with companies in your industry and others, click here.
Remember, this could be what sets you apart from your competition, a system that you own and master. If it sounds like something you’d like to do or be interested in learning more about, please fill out our contact form to book a free discovery call with one of our experts.