Episode 1: CRM & BPM—More than just Acronyms to me now
Many of these acronyms like CRM and BPM were new to me several years ago as a new real estate and mortgage broker. And the others, like Web 2.0 and Enterprise 2.0, I think I just heard used in conversations less than a year ago.
I first learned about CRM (Customer Relationship Management) from a fellow mortgage broker who presented to me and my agents that CRM-related technology could make us more productive and thereby result in more sales. His closing remarks’ had a great impact on me.
He claimed to be the most organized broker in the region and was garnering more clients because of his contact management software. He further claimed that if I incorporated CRM-related technology like a contact management or SA (Sales Automation ) system into how I was already running my businesses, my return would be a significantly greater amount of closed deals like he had achieved.
My thoughts before his presentation were:
• I knew how hard it was to close 10 loans a month.
• I knew if I closed more than five properties a month I could be considered a “superstar” or a “giant” in my industry.
So his claim of a “significant” return on my CRM-related investment was, to say the least, very appealing to me.
My quest to get this contact management software (CMS) or CRM incorporated into my business processes began by researching what technology and processes the top producers were using to close such high volume. My hope was to find top producing agents and brokers using CRM-related technology to work according to their personalized style and best practices. If I achieved this quest, I was confident I could then quickly incorporate what they were doing and be a top producer too.
What would I find in my quest? Would it be Technology with Proven Methodology —making IT work how I work?
Join me next time in my ongoing saga: Mike Morgan BrainWaves: Episode 2: CRM & BPM—More than just Acronyms to me now.
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