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Increased Production Through Effective Use of Your Commercial Contact Relationship Manager. Schuyler Williamson. Schuyler Williamson. Austin, Texas Director, KW Commercial . Please complete an evaluation form found in the back of your program guide . What Is a CRM?. What Is a CRM?.

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increased production through effective use of your commercial contact relationship manager

Increased Production Through Effective Use of Your Commercial Contact Relationship Manager

Schuyler Williamson

schuyler williamson
Schuyler Williamson

Austin, Texas

Director, KW Commercial

Increased Production through Your Commercial CRM

please complete an evaluation form found in the back of your program guide
Please complete an evaluation formfound in the back of your program guide.

Increased Production through Your Commercial CRM

what is a crm
What Is a CRM?

Increased Production through Your Commercial CRM

what is a crm1
What Is a CRM?
  • A tool that facilitates acquiring new customers and managing customer relationships.

Increased Production through Your Commercial CRM

why do we go through this process
Why Do We Go Through This Process?
  • Make more money.

Increased Production through Your Commercial CRM

how do we make more money with a crm
How Do We Make More Money with a CRM?
  • Use it to:
    • Grow customer loyalty.
    • Develop contacts in database.
    • Market the right way.
    • Innovate.
    • Be results-oriented.

Increased Production through Your Commercial CRM

grow customer loyalty
Grow Customer Loyalty

Increased Production through Your Commercial CRM

tactics for growing loyalty
Tactics for Growing Loyalty

Increased Production through Your Commercial CRM

promote values over products
Promote Values over Products
  • Collect data on your client’s values.
  • Create campaigns that focus on what they care about most.

Increased Production through Your Commercial CRM

reciprocity
Reciprocity
  • Surprise them with something – ANYTHING!!
    • 10 cents can change our mood
    • Can of Coke
    • Mints

Increased Production through Your Commercial CRM

action step s

In CRM:

Add fields for Description, Interest(s), and Business Priority and be diligent about collecting this data on the first meeting.

Set reminders for birthdays, anniversaries, and transaction close dates so you can follow up with a nice gesture.

Action Step(s)
  • Provide clients with personalized treatment.
  • Appeal to a client’s values first.
  • Leverage the force of reciprocity.

Increased Production through Your Commercial CRM

develop contacts in database
Develop Contacts in Database

Increased Production through Your Commercial CRM

embrace the power of labels
Embrace the Power of Labels
  • Politically active vs. “normal”

Increased Production through Your Commercial CRM

reduce buyer pain
Reduce Buyer Pain
  • Tightwads are significant enough to focus on

Increased Production through Your Commercial CRM

create urgency through direction
Create Urgency through Direction
  • Can fear work alone?

Increased Production through Your Commercial CRM

action step s1

In CRM:

Add fields for Client Relationship (Met vs Haven’t), Grade (A, B,C), Investment Profile (Risky, Average, Careful).

Develop campaigns that speak to specific audiences. Same message said differently for each Risky, Average, and Careful clients.

Add field for “Last Transaction Date” and set an alert for when it hits certain lengths of time.

Action Step(s)
  • Embrace the power of labels.
  • Reduce buyer pain with words.
  • Create urgency for those remaining stagnant.

Increased Production through Your Commercial CRM

market the right way
Market the Right Way

Increased Production through Your Commercial CRM

schedule manual tasks
Schedule Manual Tasks
  • Organize CRM so marketing tasks can be conducted by routine daily, weekly, monthly, and yearly.

Increased Production through Your Commercial CRM

automate the rest
Automate the Rest
  • Adoption is expected to increase by 50%.
  • 84% of top-performing companies already adopted.
  • 53% higher conversion rate.
  • 75% see ROI within 12 months.

Increased Production through Your Commercial CRM

relevance matters
Relevance Matters
  • Emails deemed “relevant” returned 18 times more revenue than email blasts.

Increased Production through Your Commercial CRM

action s tep s

In CRM:

Immediately following a conversation with a client, set tasks for next call and action item. Additionally, schedule tasks for team members.

Build campaigns for future, current, and past clients so they feel they are always being thought about.

Make all responses relevant by creating templates for each type of client and each location a lead can come from

Action Step(s)
  • Schedule manual tasks.
  • Automate as much of “touches” as possible.
  • Be relevant.

Increased Production through Your Commercial CRM

innovate
Innovate

Increased Production through Your Commercial CRM

use your customers
Use Your Customers
  • Study of the “Superstar Customers”

Increased Production through Your Commercial CRM

think hands off
Think Hands Off
  • A relationship without talking?
  • Growing sales cycle

Increased Production through Your Commercial CRM

open your crm to your t eam
Open Your CRM to Your Team

Increased Production through Your Commercial CRM

action step s2

In CRM:

Add a check box to track whether you have asked them the innovation question.

Develop surveys to collect updated investor criteria.

Decide now what information or the way you would open your CRM to your team and grow into that model.

Action Step(s)
  • Use your customers.
  • Think hands off.
  • Open your CRM to the team.

Increased Production through Your Commercial CRM

be results oriented
Be Results-Oriented

Increased Production through Your Commercial CRM

develop dashboards
Develop Dashboards
  • Align everyone.
  • Map your purchase cycle and define stages.
  • Iterate.
  • Drill down on reports.
  • Integrate tasks.
  • Make it pretty and mobile.

Increased Production through Your Commercial CRM

extrapolate data and shift
Extrapolate Data and Shift
  • Are you attracting enough leads?
  • How well is conversion rate on leads?
  • How much is projected income?
  • Where is income coming from?
  • How are campaigns performing?

Increased Production through Your Commercial CRM

action step s3

In CRM:

Decide what information you want to brag about then build those reports.

Meet regularly to review goals, cut unproductive projects, and evaluate new projects.

Action Step(s)
  • Develop dashboards.
  • Understand and shift.

Increased Production through Your Commercial CRM

questions
Questions?
  • Use it.
  • Take baby steps.
  • Listen to it.

Increased Production through Your Commercial CRM

thank you
Thank You!

Please complete an evaluation form found in the back of your program guide.