I’m astounded at the number of agents out there that still do not have a CRM!

CRM stands for Customer Relationship Management and it means exactly what it says. It’s a vehicle for you to maximize and leverage your business relationships, to stay in touch with your existing clients and prospects, and create new relationships.

More than 50% of agents do not use a CRM. If you’re one of the 50%, I’m going to tell you straight out – GET ONE! By the way, having Outlook, Excel, a spreadsheet, or a Word document are not CRM programs.

You’ve all heard it before, you’ve got to list to last in the business and it all starts with a dynamic, informative and engaging Pre-List Package.

You must present yourself and the price, very well.   

Imagine arriving at an appointment to find that the sellers already know about you and what makes you the best choice to sell their home.  

The pre-listing package and the listing presentation are the one-two punch that provides sellers with all the information they need about the selling process and how your services will benefit them. 

Let me ask you something, when was the last time you took a good hard look at the health of your business? 

Are your presentations stale and outdated? Are your systems efficient? Are your skills up to par? How confident are you with qualifying buyers and sellers or with converting leads? Do you fully utilize social media to its full potential? Do you know how much money you can spend on lead generation programs and promotion this year? Do you have a marketing strategy?  The list can go on and on.

Thankfully, we live in a time that allows us to conduct many aspects of our business virtually. To keep your sales process going when you're not able to meet in person you should consider taking your presentation virtual.

Here are three tips that can help you deliver an effective presentation.

Welcome to our new series called 'Profiles of Profitability Success'.  In it we want to share knowledge and insights on how to build a profitable business by interviewing the best and most successful people in the industry. This month, we will be profiling the Salt Fowler Team.

After going through our Team Profit Analysis process, we discovered that Gord Fowler and Lisa Salt are number one in just about every single category we have, and notably in category: Team Leader Net Profitability. To gain more insights watch the interview here: 

Before designing a compensation program it is important to first identify who your customer truly is before you start recruiting. I believe that many Brokers do not have a defined outline of the REALTOR® they want to attract. Given the challenges of recruitment, Brokers tend to be seduced by the physiological win of a new heartbeat as opposed to being focused on acquiring the right REALTOR®. The result is often the development of compensation programs designed to attract them on price.