Use Iof ICRM ITechnology I 1
Use Iof ICRM ITechnology Ito Iincrease Ithe Iefficiency Iof IReal IEstate IAgents
Keller IGraduate ISchool Iof IManagement
IMIS I535: IManagerial IApplications Iof
I ITIInstructor: IThomas IRichards
Ahmed IAlrawi
DATE
I
Table Iof IContents
Company IBackground 3
Business IProblem 3
High-Level ISolution 4
Benefits Iof Isolving Ithe Iproblem 4
Revenue Iand Iprofitability Ienhancement 6
Cost Isaving Iand Ireduction 6
Organizational Iimpact 6
Detailed IOptions/Solutions 7
, Use Iof ICRM ITechnology I 2
High-level IImplementation IPlan 7
Conclusion 8
Summary 9
References 10
Use Iof ICRM ITechnology Ito Iincrease Ithe Iefficiency Iof IReal IEstate
I AgentsICompany IBackground
After Ithe Idevastating1906 Iearthquake Iin ISan IFrancisco, IColbert IColdwell Isaw Ia Ineed Ifor
knowledgeable Iand Ihonest Ireal Iestate Iprofessionals Ito Iassist Icitizens Ibeing Ipreyed Iupon Iby Ia
I
greedy Ilenders Iand Ibankers. IIn I1914 Ihe Iteamed Iwith Ia IBenjamin IBanker Iand Ifounded Iwhat Iis
I
known Itoday Ias IColdwell IBanker®.
I
After IWW III, IMyron ISnyder Iand IRalph IManuel Iestablished Ia Ilocal Ibrokerage Iand Iopened
Weir IManuel’s Ifirst Ioffice Iin I1950 Iin IBirmingham, IMichigan. IBetween I1950 Iand Ithrough Ithe
I
1970’s Ithe Icompany Igrew Ito Iapproximately I100 Isales Iprofessionals.
I
The Ifirm Iadded Iadditional Ilocations Iand Icreated Ia Iportfolio Iknown Ias IColdwell IBanker
Weir IManuel Ithat Itoday Iinclude I15 Ioffices Iand Inearly I450 Isales Iprofessionals.
I
Business IProblem
Real Iestate Iagents Ioperate Iin Ia Ihighly Icompetitive Iindustry Ithat Ihas Ibeen Itransformed Iby
the Iavailability Iof Ionline Iconsumer Iinformation Itools. IIn Itoday's Ifast-paced Iworld, Ireal Iestate
I
agents Iare Iincreasingly Irequired Ito Iperform Imultiple Itasks Isimultaneously Iin Iorder Ito Iprovide Ithe
I
rapid Iresponse Iand Iupdated Iinformation Ithat Iclients Idemand. IHowever, Imany Iagents Iare Ilosing
I
I money Ibecause Ithey Iare Iunable Ito Itake Iadvantage Iof Itheir Icustomer Iinformation. I“The Iaverage
amount Iof Ipotential Irevenue Ithat Iis Ilost Idue Ito Imissed Ibusiness Iopportunities Iis I6.2%” I(“The
I
I impact Ipoor Idata Imanagement Ihas Ion Iyour Iorganization,” I2005). IUsing Iyour Itime Iefficiently Iin
Use Iof ICRM ITechnology Ito Iincrease Ithe Iefficiency Iof IReal IEstate IAgents
Keller IGraduate ISchool Iof IManagement
IMIS I535: IManagerial IApplications Iof
I ITIInstructor: IThomas IRichards
Ahmed IAlrawi
DATE
I
Table Iof IContents
Company IBackground 3
Business IProblem 3
High-Level ISolution 4
Benefits Iof Isolving Ithe Iproblem 4
Revenue Iand Iprofitability Ienhancement 6
Cost Isaving Iand Ireduction 6
Organizational Iimpact 6
Detailed IOptions/Solutions 7
, Use Iof ICRM ITechnology I 2
High-level IImplementation IPlan 7
Conclusion 8
Summary 9
References 10
Use Iof ICRM ITechnology Ito Iincrease Ithe Iefficiency Iof IReal IEstate
I AgentsICompany IBackground
After Ithe Idevastating1906 Iearthquake Iin ISan IFrancisco, IColbert IColdwell Isaw Ia Ineed Ifor
knowledgeable Iand Ihonest Ireal Iestate Iprofessionals Ito Iassist Icitizens Ibeing Ipreyed Iupon Iby Ia
I
greedy Ilenders Iand Ibankers. IIn I1914 Ihe Iteamed Iwith Ia IBenjamin IBanker Iand Ifounded Iwhat Iis
I
known Itoday Ias IColdwell IBanker®.
I
After IWW III, IMyron ISnyder Iand IRalph IManuel Iestablished Ia Ilocal Ibrokerage Iand Iopened
Weir IManuel’s Ifirst Ioffice Iin I1950 Iin IBirmingham, IMichigan. IBetween I1950 Iand Ithrough Ithe
I
1970’s Ithe Icompany Igrew Ito Iapproximately I100 Isales Iprofessionals.
I
The Ifirm Iadded Iadditional Ilocations Iand Icreated Ia Iportfolio Iknown Ias IColdwell IBanker
Weir IManuel Ithat Itoday Iinclude I15 Ioffices Iand Inearly I450 Isales Iprofessionals.
I
Business IProblem
Real Iestate Iagents Ioperate Iin Ia Ihighly Icompetitive Iindustry Ithat Ihas Ibeen Itransformed Iby
the Iavailability Iof Ionline Iconsumer Iinformation Itools. IIn Itoday's Ifast-paced Iworld, Ireal Iestate
I
agents Iare Iincreasingly Irequired Ito Iperform Imultiple Itasks Isimultaneously Iin Iorder Ito Iprovide Ithe
I
rapid Iresponse Iand Iupdated Iinformation Ithat Iclients Idemand. IHowever, Imany Iagents Iare Ilosing
I
I money Ibecause Ithey Iare Iunable Ito Itake Iadvantage Iof Itheir Icustomer Iinformation. I“The Iaverage
amount Iof Ipotential Irevenue Ithat Iis Ilost Idue Ito Imissed Ibusiness Iopportunities Iis I6.2%” I(“The
I
I impact Ipoor Idata Imanagement Ihas Ion Iyour Iorganization,” I2005). IUsing Iyour Itime Iefficiently Iin
