“Don’t wait. If you’re serious about your business, then you need a serious contact database management program and Top Producer 8i is the best that’s out there for our industry.”
Editor’s note: This month we chatted with Pamela St. Peter, a successful REALTOR from Raleigh, North Carolina, who has been a Top Producer client for nearly 10 years.
Your team had a prosperous 2008. Can you tell us a bit about the tools that you used to stay organized and keep new business coming in?
As everyone in this business knows, leads and inquiries come from so many different sources. We have been able to encapsulate all of the leads from our toll-free number, realtor.com, our personal website, and other lead generating sources directly into Top Producer 8i. They are all assigned an action plan and voila – no more lost leads.
It’s no secret that last year was a hard one for a lot of real estate agents. A large part of why we were able to hold our own was due to the relationship with customers we had in the pipeline through 8i, which in turn added to our sales for the year. Today there’s over 3,000 contacts getting some type of useful information from us. With the plans and processes we use, we’ve been able to stay in touch and incubate those leads.
You seem to have a great strategy for managing time spent on prospecting efforts, as well as nurturing relationships with existing clients. How do you maintain a balance?
One of the hardest things for me was to get organized in such a way that we wouldn’t be hit by those peaks (busy times) and valleys. I think other agents can relate to how that happens: When you’re busy with clients, the prospecting goes by the wayside and then oops – you’re in a valley. But that doesn’t happen anymore because Top Producer 8i keeps the prospecting going for us – it’s automated! What a great way to run a business.
We start building the relationship well before our contacts are ready to buy or sell. Some have been in our system for years. But when they’re ready, we’re ready to assist them with their real estate needs. I’m a strong believer in if you wonder why your income is what is today – look at what you were doing 3 or 4 months ago.
Clearly, you’ve taken the time to learn how to maximize the potential of 8i and it certainly seems to be paying off. What are your favorite features?
That’s a tough question – there’s so much we use on a daily basis. The CMA’s and marketing features are great, and I love the ability to connect to Outlook.
But if I had to choose one thing, it would be the strength in the action plans assigned to leads and clients. We customize them in such a way that we combine mailing information, phone calls, and email all into a plan. I can log in each morning and see what needs my attention by scanning the To Do list, calls, or emails scheduled for that day. It keeps all of us on track.
Your team has a strong focus on client service. Has 8i helped enhance the level of service that you and Lee are able to offer?
Top Producer 8i keeps us connected with past clients. It allows us the ability to keep detailed information, their hobbies, their children, their pets, closing anniversary dates, whatever is important to them! There’s no way I’d ever be able to remember all that information for years to come. Again, Top Producer makes us looks good.
Do you have any advice for other REALTORS who are considering incorporating any marketing and sales tools into their business this year?
Don’t wait. If you’re serious about your business then you need a serious contact database management program and Top Producer is the best that’s out there for our industry. Why reinvent the wheel?
You all should be very proud at Top Producer of the product, service, and support you provide –it’s top notch.
Pamela St. Peter
The St. Peter HomeSelling Team
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