Overanalyzing Your CRM
Ninja Selling Podcast
Are You Looking for Something to Help You, or Help Your Clients?
ninja: Are you looking for something to help you, or help your clients? If it's just helping you save time, it might actually diminish the level of service. This is where i said, it allows you to be extremely genuine. And that's why we find that the simpler the systems are, the higher the results are.
Continuing on with our last episode about making excuses, today Matt and Garrett look at getting caught up in your Customer Relationship Management (CRM) system and overthinking which platform you should use. They explain that for most successful Ninjas, they usually keep it simple. All you need is a business tracker and a database. The bells and whistles can be fun, but they're not what's going to make or break your business.
Our hosts talk about relying too heavily on automated systems, and how this can take away from the genuine care and connection you put into your relationships. They explain that your technical platform should optimize your system, not create it, and clarify that if it's not helping you manage your relationships, it's not a CRM - at least not in the highly personal world of building relationships in real estate. You'll hear about which areas a CRM can actually help with efficiency, the importance of interacting with your CRM to make it truly effective, and Garrett takes us back to the days of doing business with a Rolodex.
If you stick to your foundational activities and focus on your relationships, whichever platform you choose can be a great supporting tool for success. But as you'll hear on today's episode, technology should always be used to enhance your business, not distract you from it.
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Episode Highlights:
- It's very easy to get caught up in the Customer Relationship Management (CRM) system you're going to be using, but that's not the thing that's going to determine your success
- For most successful businesses, they're using a very simple platform - it doesn't have to be over the top (but there is a threshold where the technology you're using is too archaic)
- Overthinking your CRM can become an excuse
- All you really need is a business tracker and some type of database (e.g., Google Contacts)
- When looking into CRMs, ask yourself whether you're hoping to help you or your clients - the priority should always be your clients
- You don't want to simply wait for your CRM to tell you when to call or connect with people - that takes away from the genuine care that you put into those relationships
- The technical side should help optimize your system
- If it's not helping you manage your relationships, it's not a CRM
- Make sure you're actually interacting with the CRM
- Don't get stuck on overthinking which CRM to use
Quotes:
"All those bells and whistles are really great. They're really fun, they do a lot of great stuff. But at the end of the day, it's not the CRM that's going to make you successful."
"If I was to look at the most successful Ninjas that I know out there, the most successful business people that I watch, it's usually a very simple platform that they're working with."
"The most simple way to run an entire business is with a business tracker, and some type of database. For me it would be Google Contacts."
"We've seen people run six figure businesses, seven figure businesses off of those things alone."
"The question that I always have is, Are you looking for something to help you or help your clients?"
"When you get these automated systems, all of a sudden, me reaching out to...go have lunch with them is not really genuine."
"Most people will go into a tech solution to give them the system, when really the technical solution should help you optimize your system."
"If it's not helping you manage a relationship, then it's not a CRM."
"First off, you need to make sure you're going to interact with the CRM, because just the CRM in itself is not going to change your world."
"I could do my business right now with a Rolodex - totally could."
"I know some people who actually still use a Rolodex type of system. And it works."
"My thing is, keep it simple."
"Very rarely in Ninja, is it some crazy CRM that's allowed the results to happen. More often than not, it's the incredible relationships those people have."
"Everything else should be supporting what you're doing to execute on the system."
Links:
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Garrett
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Matt
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@matthewjbonelli
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