Do I Need A CRM? A Personal Story from an Experienced Real Estate Agent

Do I Need A CRM? A Personal Story from an Experienced Real Estate Agent

If you’ve been wondering what a CRM can do for your real estate business, read on to discover how it helped Sheila stay organized and increase her efficiency.

If you’ve been wondering what a CRM can do for your real estate business, read on to discover how it helped Sheila stay organized and increase her efficiency.

A banner image featuring real estate agent Sheila Etheridge who tells her true story of what her business was like before using a CRM and after using one.

Are you still using spreadsheets to keep track of your client information?

Is your workspace filled with handwritten to-do lists?

If so, you’re not alone.

Relying on your memory to stay on top of your business is overwhelming and can lead to missed opportunities.

That’s where a CRM (Customer Relationship Managment platform) saves the day!

Before discovering the miracles of a CRM, Sheila Etheridge, a real estate agent from San Diego, CA also faced these challenges.

Read on to learn more about what her business was like before choosing a CRM (SPOILER: unorganized and inconsistent pipeline) and after (SPOILER: more time, less stress, more consistent business).

Personal Story from Sheila Etheridge

Have you ever wondered if you should use a CRM for your business?  I know I did, a LONG time ago (2005 to be exact) before I realized it was the best thing ever for my real estate business.

In all honesty, Excel was great (I’m being nice) and so was printing pretty pages of valuable client and/or escrow info and placing those in a pretty folder that I would carry with me in my car JUST IN CASE I needed to access it (names, emails, phone numbers, kids names, needs/wants, location… escrow & lender contacts, contingency timeframes, my lovely 30 and 45 day checkoff list and so forth).

Also, I can’t forget the sticky notes placed all over those papers to remind me of last conversations and future chats I thought I may not remember.

Cut to the chase and many years later, my CRM is like my personal assistant, but better.  

I can tell it what to keep track of, when to remind me of appointments, who to call, text, and/or email and when (and send 100 at one time if I choose – email OR text) when to bother/not bother me, when to reply for me (yup!). You get my point.

 I can access it from anywhere at any time and it does just about everything for me that I can clearly do on my own, but in a fraction of the time.

AUTOMATED MARKETING = EFFICIENCY, FOLKS

Even better, when a client who I haven’t spoken with in a while calls me, and I can pull up their info in seconds on my cell and mention their pup and their daughter who is about to get married.  

BUILDING A RELATIONSHIP

By the way, if I’m using my CRM correctly, I’ll be reaching out to this same client using my task scheduler before they even think of calling me.

This is hands down the #1 reason why I use my CRM.

EFFECTIVE FOLLOW UP

I’m smart (wink wink), but I can’t remember everything, and my CRM “thinks” for me and with my help, helps me stay on top of my future business.  

My “assistant” is my business partner as well. It helps me foster that relationship by keeping me ORGANIZED and EFFICIENT

Which of course, helps me be CONSISTENT with follow up which in turn MAKES ME MORE MONEY because I’m able to CLOSE MORE DEALS

So, to answer the question, “Do you really need a CRM?”

Repeatedly, the answer is always YES!

What CRM is best for you?

There are many CRM systems out there, but ultimately, the best CRM is the CRM you use.

I recommend LionDesk. It’s easy for me to use and their mobile app allows me to use it when I’m on the go as well as when I’m in the office.

They also offer a 30-day free trial with no credit cards or commitments, I promise you’ll be hooked!

With a little dedication each day and commitment, you’ll see how it can help you automate your marketing so you can focus on your other business needs and close more deals. Good luck!

Save Time Qualifying New Leads with Artificial Intelligence

Save Time Qualifying New Leads with Artificial Intelligence

Qualifying leads takes time. What if there was a way to gain this time back? Discover the best personal assistant that has been helping several sales professionals save time, increase lead conversion, and see fast results with minimal effort.

Qualifying leads takes time. What if there was a way to gain this time back? Discover the best personal assistant that has been helping several sales professionals save time, increase lead conversion, and see fast results with minimal effort.

Imagine a day without having to qualify new leads. Now imagine several days.

With all that extra time, you could spend more time in face-to-face meetings, have dinner with your family, or just take a break, without having to worry about qualifying.

There’s a simple solution to achieving this: artificial intelligence technology.

In this blog post, we will show you how several sales professionals are saving time, increasing lead conversion, and seeing fast results with minimal effort.

The Best Personal Assistant for Real Estate Agents

Jon Ciardella is a Realtor with RE/MAX in Denver, Colorado. He enjoys spending time with his family, good music, and providing his clients 10-star service.

You know what he doesn’t like? 

Being chained to his devices all day responding to unqualified leads.

Before discovering the advantages of artificial intelligence technology, he was overwhelmed trying to keep up with the stream of incoming leads that he was receiving from Zillow, Facebook, and his website.

Jon considered several options for handling these incoming leads.

Solution 1: Responding to Every Lead Yourself

First, he tried to response to each incoming lead himself. He found that he would get back to as many as he could whenever he found the time. There was no real system in place, so by addressing them when he could, many would fall through the cracks and by the time he reached some leads, they had already moved on.

Solution 2: Hiring an Outside Agency to Respond to Leads

Since responding to each lead himself was both time consuming and ineffective, he hired an outside agency. This solved the problem of responsiveness, but the costs weren’t adding up.

Then, he finally found Gabby.

Solution 3: Using Artificial Intelligence to Respond to Leads

Gabby is a very realistic and highly responsive artificial intelligence, created specifically for the real estate and mortgage industry. She’s an added feature for LionDesk users, and everyone who uses her is raving about the results she’s getting for them.

We’ll explain how she works and how to get it for yourself, but first, check out this real example of a conversation exchange between a new lead into Jon’s account and Gabby:

A conversation between a real estate agent's new lead and LionDesk's LeadAsisst tool.

In the example above she recognizes that the person is not feeling great about the loan amount they were approved for. Instead of going directly into the next qualifying question she shows empathy by saying “Buying a home is a big life decision.” Wow!

In another example, Gabby acknowledges that the person she is talking to is relocating because their fiancé is about to start a new position.

A conversation between a new lead and LionDesk's Lead Assist part one.
A conversation between a new lead and LionDesk's Lead Assist part two.
A conversation between a new lead and LionDesk's Lead Assist part three.

Gabby is more advanced than any AI out there in the real estate industry and continues to learn every day.

She’s able to pick up key words such as marriage, divorce, veteran and more, allowing her to answer with a more personalized response. Ultimately, she’s able to do the heavy lifting so you don’t have to.

How LionDesk’s Gabby Works 

Gabby, or Lead Assist as it’s called inside the system, is available to all LionDesk users with a custom number. 

You choose which lead sources for her to respond to. 

For example, when you connect her to Facebook leads, she automatically starts a conversation with every lead coming in. Then she continues following up with the lead for 12 months if they are unresponsive.

Think about that, 12 months of follow up texts to all incoming leads. How many times have you completed a personal text follow up at that depth with that many leads? 

When a lead does respond, she automatically engages a conversation and asks qualifying information such as:

  • How many beds/baths?
  • When do you want to make a move?
  • Are you pre-approved?
  • Are you working with an agent?

The best part? All of this key information is stored directly in your LionDesk account.

At any time, you can simply “mute” Gabby and take over the conversation. 

You can also name your personal assistant whatever you want! 

Still have more questions about how Gabby (Lead Assist)?

Learn more here.

With the help of Gabby, professionals like Jon are closing deals faster including a $1.4 million dollar listing appointment, all while saving time to spend it on whatever they want. 

Here’s some more success stories:

Testimonial quote about how Gabby (Lead Assist) was able to help them close a deal.
A testimonial quote about how Gabby (LeadAssist) helped a LionDesk user save time qualifying a lead.


If you’re already a LionDesk user and want to add Gabby to your account, see how to set it up here

If you’re not a LionDesk user yet, you can access this exclusive feature by starting a Pro+ account here.

Keeping in Touch with Past Clients for Future Referrals

Keeping in Touch with Past Clients for Future Referrals

What if you could generate more leads with less effort and budget? You can and it begins with staying top of mind with your past clients for future referrals. See why this is critical for your business and how to do it.

What if you could generate more leads with less effort and budget? You can and it begins with staying top of mind with your past clients for future referrals. See why this is critical for your business and how to do it.

Two lions symbolizing the bond between real estate agents and past clients.

As a sales professional, most of your time is likely spent on new lead generation, which is extremely valuable.

But what if we told you that with less effort and budget, you could generate new leads using past clients you’ve serviced?

In this blog post, we will show why this is critical, and how you can achieve maximum results with minimal time spent.

In a recent study by the NAR (National Association of Realtors), 90% of buyers would use their agent again or recommend their agent to others and 70% of sellers said they would use their agent for future services or recommend them.

Think about all the past clients you’ve helped in the past year, let alone throughout your career. Chances are it’s a lot!

Now, think about your communication with these past clients.

When is the last time you checked in? Was it recently? With all of them?

If not, there’s a very strong likelihood you’re leaving money on the table.

Regardless of whether they’re ready to buy or sell in the near future, you should keep in touch with them. This may still have a positive financial implication on your business, and here’s why.

41% of buyers and 66% of sellers used an agent that was referred to them by a friend,neighbor, or relative.

source: NAR (National Association of Realtors)

It’s simple, people who are happy with your services will recommend you because they trust you and they’re bound to know someone who can use your services too.

However, it’s your job to ensure that you are top of mind so when the chance to recommend you arises, there’s no hesitation. 

That said, imagine what a simple check in from time to time with your past clients could do for your bottom line.

How to Stay Top of Mind with Past Clients

Beyond an initial transaction with a client, there are several ways to provide consistent value so that you stay top of mind.

Here are some follow up tips:

1 . Send valuable content such as:

  • A monthly newsletter
  • A video about local restaurants, properties & neighborhood events
  • Guidance on buying and selling that they can easily share with their sphere
  • Home decor tips for inspiration

2. Send memorable content such as:

  • A personalized video text thanking them for a specific referral
  • A holiday video once a month. There’s a national holiday for everything, National Taco Day is a favorite example of ours, especially since we’re headquartered in San Diego. These are perfect opportunities to get creative and showcase your personality.

3. Invite them to a local event and ask them to bring a friend, family member, coworker, or someone they know.

This could be an event you are hosting or simply planning on attending. For high-end clients that could produce a lot of referrals, consider inviting them to a sporting event!

At the end of the day, the power is in the follow up .

When you are consistently top of mind, people will remember to refer you to their sphere because of the exceptional experiences you deliver, both before and after the home buying/selling process.

The more referrals you receive, the less time you have to spend hunting for new leads.

If you’re looking for more creative ways to step up your follow up game with your contacts…

Check out the Follow Up Master Plan.  

A visual of free resources to help sales professionals with their follow up.

The #1 Problem Real Estate Agents Face and How Technology is the Easy Solution

The #1 Problem Real Estate Agents Face and How Technology is the Easy Solution

In this video featuring David Anderson, LionDesk Founder & CEO and A.J. Powers, Broker/ Owner of Powers Premiere, both discuss the need for having a CRM to take you to the next level.

In this video featuring David Anderson, LionDesk Founder & CEO and A.J. Powers, Broker/ Owner of Powers Premiere, both discuss the need for having a CRM to take you to the next level.

In this video featuring David Anderson, LionDesk Founder & CEO and A.J. Powers, Broker/ Owner of Powers Premiere, both discuss the need for having a CRM to take you to the next level. 

Key Takeaways: 

1:43 A CRM is one place where you can see everything and keep your data organized to help you manage your business better and make more deals  

3:12 If you’re having conversations as an agent and you’re not tracking them, you’re missing out on huge opportunities in sales

5:52 The top 20% of agents have a CRM. They go in everyday and set up automated campaigns. That’s what it takes to be omnipresent- to be in front of everyone at all times 

7:06 Its simple: Import your contacts, categorize and send your first text message

8:20 Get easy wins with Lead Assist- Artificial Intelligence – the LionDesk feature that qualifies leads and saves responses into custom fields for you 

16:34 The key to being successful is providing post transaction services. Develop a relationship quickly so you’re the person your clients think of first 

25:40 Be connected the entire process with automated drip campaigns  

29:00 Work in your business and on your business, that’s the difference between working as a business owner vs as an agent 

Overall, the key to being successful with your clients is to be connected consistently. 

 If not, you’re missing out on HUGE opportunities. 

This is where technology make the difference.  

Crush Your 2020 Goals with These CRM Tips

Crush Your 2020 Goals with These CRM Tips

We’ve created a list of the top 20 things to do to maximize the most of your CRM. Make 2020 your best year yet!

We’ve created a list of the top 20 things to do to maximize the most of your CRM. Make 2020 your best year yet!

Focused lion to symbolize a successful year using a CRM.

We are already a couple weeks into 2020. Have you hit the ground running, or lagged a little? It’s okay! Time goes by quickly, which is why we put together this list of 20 top things to maximize your CRM in 2020.  

Whether you are using LionDesk, your own CRM, or are not even using a CRM yet, these tips will help you dominate your goals and make 2020 your most profitable year yet. Not a bad start to the decade. 

Best CRM Tips:

  1. Engage purposefully: Segment by interests, then share interest focused information and watch your replies go through the roof.
  2. Thank your past clients / Let them know you care: Send a text to all past clients thanking them for their business. No ask. 
  3. Follow up with Open House Visitors: Send a video text to recent open house visitors thanking them for coming and to look out for an email from you with more info.
  4. Know where your leads are: Review your allocated leads and see where they are in the funnel to create an important task to stay top of mind.
  5. Set reminders: Create a call reminder task to reach out to your new leads. 
  6. Follow up: Set up a task to follow up with a lead that hasn’t replied to your email in a while. Could your follow up game use a boost? Check out the Follow Up Master Plan here.
  7. Connect with new clients: Set up a welcome automation email with important links, contact details, and more to go out 1-2 days later with information about you and your company. 
  8. Work on the go: Download the mobile app. Give yourself the ability to be ahead of your competitor by following up with a client 24/7 while you’re away from your office. You can schedule appointments, enter information, review notes, follow-ups and more all at your fingertips.
  9. Connect your tools: Set up Integrations for tools that aren’t already part of your CRM to give you access to all of your information without needing to switch between multiple systems. 
  10. Stay relevant: Create a content calendar with relevant value-added information. What would your leads find interesting?
  11. Sit back & follow up: Use LionDesk’s Lead Assist and let Gabby (AI) do all the follow up for you! 
  12. Track, measure and win! Track and measure your campaigns so you know what works and can continually improve your marketing and sales efforts.
  13. Tidy up: Cleanse your database. Are there unsegmented leads that should be segmented? Are there old emails that need updating? Clean them up!  
  14. Let them know you care / Stay top of mind: Go back through your past sales and create recurring text task reminders on the housing anniversary for yearly check-ins.
  15. Set it & forget it: Apply monthly recurring task reminders for your SOI to take action on monthly.  
  16. Prepare ahead to save time in the future:  Create evergreen videos for your different lead sources as your first touchpoint. Get face to face as quickly as possible.  
  17. Agents are your sphere too: Create a list of VIP agents in your market to send all new listings and buyers looking for XYZ. 
  18. Keep success metrics visible: Set your dashboard up so it shows the most important information at a glance.
  19. Try something new: Practice sending a video text or try out a campaign (maybe a blended one) on a friend or family member. Have fun with it and include a call-to-action and see when and how they respond.
  20. Remember your sphere’s special dates: As you go through the year, take 5 minutes each day to update your sphere’s special days like: birthdays (Facebook can be a helpful resource for this) and anniversaries (wedding, closing date, etc). These special dates are a great reminder to reach out and say hello. #staytopofmind 

Ready to dominate? Go out there and put these tips into play to make 2020 your BEST YEAR yet!   

If you’re not yet using a CRM, we recommend our free 30-day trial.