Are You In Complete Charge of Your Critical Prospect Management Systems?

Don't place too many entities between you and your data.

In today's Internet-dominated real estate marketing world, what is real estate prospect management? If you are thinking only logistically, it's just the software or process by which you maintain current data on the prospect, and manage the marketing methods and pieces that go out. However, many of us lump the actual marketing ideas means and materials into the process known as "real estate prospect management."

So, if we're thinking of it as the entire process of maintaining a prospect in our system, keeping up with their contact and life data, and touching base with them regularly with our marketing, then how does that look today? It is, and should be, different than it was a few years ago. Yes, postcard mailers still generate business, as well as bulletin board postings, business cards and bus benches. But, there's a whole new ballgame, and you should be learning the rules and getting into the fray.

First, you'll want to have a data management system that's portable. If you can't have your computer with you, how can you market or work with your prospects? Preferably a web-based online system, database or intranet will give you the ability to work from anywhere, 24/7. It's also going to make it easier to integrate your contact information and prospect data into other web-based applications where you'll be networking with your prospect base.

Where will you be making this regular contact?

• MySpace
• Facebook
• LinkedIn
• Twitter
• Large real estate listing aggregation sites like Trulia

These are the most widely-known right now, but there are many more and more to come. One place you SHOULD NOT be keeping your prospect data is in your MLS system provided software or platform. I say this because the MLS board could decide to change systems at any time, forcing you into changing with them. You need absolute control of your data, as it is your business livelihood at stake.

Get yourself a system set up, independent of Outlook on a hard drive if possible, so that you can control your data and access it from anywhere with any computer without installing software. Then, keep that data updated religiously, using it to feed your networking activity in the sites I've mentioned above. You'll also want to think about blogging, and placing your list into a newsletter setup that uses your blog posts as a weekly or monthly source for the newsletter content.

Your basic prospect management database should be in your control and a permanent resource to aggregate your prospects that are picked up in Facebook and at other sites. Some of them can even be set up to receive emails or Direct Twitter messages into the system, linking them to the contact for tracking of your interactions with them.

Get control, go online, and continually expand your data on every potential future client. You'll be glad you did.