In real estate a deal is rarely lost on price. It is lost because nobody called back in time.
Two objects, not one
This is the key difference from other businesses. You do not just have clients — you have clients and properties, and the valuable part is the link between them. One buyer may be waiting on three listings; one listing may interest ten people.
A CRM that only tracks contacts does not solve the job. You also need a property record: price and its history, owner, condition, documents, and who has viewed it.
The long cycle is a trap
Selling a property takes months. In that time an agent handles dozens of contacts. Without a system this happens: the client asked in March, the agent promised to call back, April arrived and nobody remembers.
That is why the only field that truly matters is the next action and its date. A contact with no scheduled next step is effectively lost.
What to track
- Listings with price history — you can see when and why it was cut;
- Buyers with criteria — budget, area, number of rooms, so you can match;
- Viewings — which property, with whom, when, and what the feedback was;
- Lead source — so you know which advertising brings deals, not just calls;
- The pipeline — enquiry, viewing, negotiation, deposit, deal.
The numbers that tell the truth
Two reports settle almost everything: how many viewings turn into deals, and how long a listing sits in the portfolio. The first shows the quality of your matching, the second whether the price is realistic.
Feel IT CRM keeps clients, properties, viewings and the pipeline in one place, with reminders for the next action. From €19/month, first month free.