We have worked with many clients from real estate market in Australia. Today, we’d love to share a few things we’ve learned along the way with broader audiences, hope you find it is interesting to read.
How Salesforce can help to grow your real estate business
1. Know your property sellers and buyers
Real estate businesses are all about knowing people. It means their contact details, how they want to communicate with you, portfolio, demographic data, purchase history, and any details associated with the past or ongoing interactions, so you and your team member can better understand customer’s needs and provide personalised services. Salesforce gives you a place where everything you know about your sellers and buyers are kept safely and accessible anytime from anywhere.
2. Speed of sale
Real estate is a highly competitive market, which is particularly the case in cities like Sydney and Melbourne. The speed of sale and settlement plays a significant factor in deciding your pipeline. CRM can improve your communication efficiency and quality via automated workflow, team coordination and integration with external document generation (Conga Composer) and document collection services (Ezidox).
3. Process planning is a critical step to having a scalable and measurable real estate business
No difference from other industries, having a scalable and measurable business processes is crucial for real estate agencies to grow in this highly competitive market. Using two the most common scenarios as examples: private sells and off plan sells.
From initial contact to the final settlement, there are a lot of steps involved. It is critical for any agencies to have a well established process, identify communication points with customers, define responsibilities and make people accountable at each step. The most important at all, is to have Salesforce to reinforce and monitor each step during the processes, maximise automation and ensure the best customer experiences can be delivered. Certainly, these are high level processes, and different business will implement differently, and quite often these processes are mixed up with each other, or end of one process is the beginning of another (e.g selling an off plan property may lead to a rental property opportunity which follows a different process).
4. Utilise social media to attract investors
Social media plays a more and more important role in term of lead generation and nurturing. You target places where customers are, people nowadays spend more time on social media looking for properties, investment opportunities and ask their network for opinions. Salesforce has native integration with social media like Facebook, can easily sync your property information to your ‘fan club’ on social media, and collect leads information back to CRM. For business mainly sell to Chinese investors, WeChat is the only social media you need to target with. Through careful integration and planning, Salesforce will be able to collect and track potential Chinese buyers right start from the beginning via WeChat platform.
To find out more about how Salesforce can help your real estate business, drop us an email at [email protected]