4 Free Tools To Prospect and Manage Your Client Database
Database marketing is the function of warehousing potential and existing client information in an electronic medium that allows the user to assemble or list these clients in groups to whom marketing efforts may be directed. Database marketing begins with a single client and can be built to encompass thousands of clients. The key to database marketing is to have a system in place whereby clients receive marketing on a regular basis.
List of potential clients might include:
- First time home buyers
- Renewers, and
- Refinancers.
By segmenting these potential clients into categories, the mortgage agent can tailor the message. For example, the information sent to first time home buyers would be different than that sent to renewers, and so on.
Mortgage brokering in Ontario is regulated by the Financial Services Commission of Ontario (FSCO) and requires a license. To obtain a license you must first pass an accredited course. The Real Estate and Mortgage Institute of Canada Inc. (REMIC) is accredited by FSCO to provide the course. For more information please visit us at www.remic.ca/getlicensed or call us at 877-447-3642.
In addition, information sent to current clients would differ from that sent to potential clients. The mortgage agent will have a more personal relationship with his or her current clients and may send marketing such as birthday cards, quarterly newsletters, and so on. These clients should be personally contacted on a regular basis to update their records and ensure that the information in the database is current. This also provides opportunity to search for additional needs such as refinancing for a debt consolidation or home renovation before the client’s mortgage is up for renewal.
By having a consistent database marketing program in place, the odds of obtaining repeat business is greatly increased, lowering the costs associated with obtaining business. Incorporating the use of CRM (Customer/Client Relationship Management) tools can also benefit in improving the overall buying experience for your clients. There are many tools out there to manage your potential leads and existing client base, below are a few (free) suggestions to make the sales process of ‘following up’ easier:
Make My Persona – for generating a client (buyer’s) profile for your marketing strategy
http://makemypersona.com/
Rapportive – Gmail extension that let’s you view the client’s social media, job description, shared connections, etc. right in your inbox
http://rapportive.com/
Sidekick – Email tracking, get live notifications when someone opens or clicks on one of your emails: when, how many times, where, and from what device
http://www.getsidekick.com/
SalesLoft Prospector – Build prospecting lists quickly by running prospect searches directly from your browser and capturing complete contact information
http://salesloft.com/products/prospector
Why Is CRM Necessary?
(Infographic Credit: Cloudswave)
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