CRM Book

bg3 CRM Book
CONTENTS
MAKE MORE MONEY IN COMMERCIAL REAL ESTATE
Contents
Contents ..............................................................................................................................................2
Why Read This Book? ...................................................................................................................6
Introduction ......................................................................................................................................9
Unleash the Dog! ............................................................................................ 9
A Brief Overview of the Technology ................................................................ 9
Your World Is What You Believe It To Be ...................................................... 10
Chapter One.................................................................................................................................... 13
Continuous Prospecting ................................................................................ 13
Cold Calling................................................................................................... 13
Direct Mail.....................................................................................................15
Contact & Property Information Management, aka Your Database ................ 17
Power Moves ................................................................................................ 18
Chapter Two...................................................................................................................................20
Use the Pareto Principle (80/20 Rule) for Maximum Results ......................... 20
The True Value of Your Time......................................................................... 22
The Four Fundamentals To a Successful Commercial Real Estate Business 24
Leverage a Workforce To Maximize Your Productivity and Income............... 25
Technology Is the Foundation of Your Success ............................................. 28
Agent Business Plan..................................................................................... 28
Use Ants To Beat Your Competition.............................................................. 29
Will You Be the Market Cycle’s Next Victim?................................................. 29
Power Moves ................................................................................................ 31
Chapter Three................................................................................................................................ 33
Creating a Database & Importing Data.......................................................... 33
Sources of Property Data .............................................................................. 34
Create Your Database................................................................................... 34
Create Your Farm ......................................................................................... 35
Easily Find Phone Numbers Using REALHOUND
®
s Smart-Links................. 35
Property Photographs ................................................................................... 36
Properties “For Sale”..................................................................................... 38
Track Down Tenants & Valuable Lease Data ................................................ 39
Data Imports .................................................................................................40
The Easy Import Wizard................................................................................ 40
Using the Import Wizard................................................................................ 41
Data Doctor Fixes and Cleans Your Data...................................................... 45
Using Data Doctor......................................................................................... 46
Power Moves ................................................................................................ 46
Chapter Four ..................................................................................................................................49