How to Convince Your Brokerage to Buy a CRM

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On your first day at your brokerage you’re given the rundown of all the resources at your disposal: the coffee machine, access to your assistant, and a login to a research tool and/or a listing service. What about a CRM? Is your brokerage maintaining and tracking data around relationships, real estate, and transactions in a centralized platform?

Regardless if you’re fresh out of college or a senior-level producer,the following is a framework to modernizing your tech toolkit from scratch

1. Present a Solution Instead of a Problem

Approaching a managing broker and saying you want a CRM can be a daunting task. The process of selecting, implementing and adopting a new CRM is not one that should be taken lightly [link to BP landing page]. This process is even more complex if you are at a larger brokerage.

Focus on identifying a solution to fill your CRM void. Canvas the market of potential vendors, schedule demos, and self-educate by reading some helpful blogs/articles. After your initial research is complete, build yourself a comparison chart. Get a rough idea of what license pricing will be, cost of onboarding, and the top differentiating factors about each platform.

If you make the process of choosing a CRM less painful for upper management, it is much more likely that they will be willing to move forward.

2. Delays Mean Lost Revenue

It’s no industry secret that the more efficient a broker can be with time, the more deals the broker can influence. With a CRM your brokerage can even be saving money. The math isn’t complicated. If each broker get at least one hour a day back then X amount of hours are saved which equals Y amount of net new deals for the brokerage.

Most decisions take time to go through the proper channels, but you can introduce a sense of urgency by showing the amount revenue that can be increased with a CRM like REthink CRE.

3. Leverage Potential CRM Vendors

As you are going through the process of researching commercial real estate CRMs you will find a lot of information is thrown your way. Cost per seat, onboarding, integrations, custom development, data migration and other details need to get worked out before a deal can actually be signed, but don’t get overwhelmed by the number of details that need to be handled. When you present the solution to your team a good potential CRM provider should actually be a business partner for your brokerage and do the heavy lifting.

When you present the recommended CRM solution your managing broker will want to know how many internal resources will be used to implement this new technology. Be sure to present the best CRM platform that also acts as a partner in the technology transition. This is part of why we recommend brokerages look for CRMs that charge for onboarding. It might seem counterintuitive. Extra fees should be avoided, right?

CRMs that require an onboarding package invest that money in training, setup, customization and driving adoption within your brokerage. When it comes to software, there is always a cheaper option. Saving a few bucks a month per seat or skipping onboarding costs might sound like a big win in the short term, but remember to keep the goal in mind: helping all of your brokers close more deals.

When you call a company like REthink CRE asking about the product, you will quickly end up talking to someone who helps brokerages like yours choose a CRM for a living. They know exactly what to look out for and what information your boss will need to make an informed decision. Leverage this expertise and let them do the leg work.

Driving change in any organization is challenging. However, defining a process and leveraging your vendors expertise will help accelerate the process. If you’re ready to kick off 2017 with a modern CRM tailored for CRE professionals, let’s chat  about how REthink CRE can help.

 

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