What Should You Record About a Homeowner in Your CRM?.
A valuable homeowner CRM record should show the property connection, any known plans and enough context to support future follow-up.
A homeowner record should give you a clear picture of the person and their connection to the property.
You do not need to record everything. Focus on what may be useful later.
Start with the basics.
Check:
Name
Mobile
Email
Property address
Ownership details
If there is more than one owner, make sure each person is recorded correctly.
Record the property connection.
Useful details may include:
Current property owned
Previous properties
Investment properties
Past appraisals
Previous listings
Purchase history
This helps build the relationship between the person and the property.
Add any known plans.
Where relevant, record whether they are:
Thinking of selling
Planning to renovate
Considering downsizing
Looking to buy elsewhere
Waiting for a particular time to move
Interested in an updated appraisal
Timing is often just as important as intent.
Keep useful notes.
A short note can add important context.
For example:
Considering selling next spring. Wants to finish renovations first. Follow up in August.
That is far more useful than simply recording the homeowner as a contact.
Record how the relationship started.
It may also be useful to know whether the homeowner:
Attended an open home
Requested an appraisal
Enquired about another property
Was referred
Previously bought or sold through the agency
This gives you more context for future conversations.
Keep it current.
Property ownership and plans change.
Update the record when you learn something new.
A useful homeowner record should help you understand three things:
What property they own
What their current situation is
When it may be appropriate to follow up