some odd hack or workflow change? Find something that works
the way you do.
DO NOT OVER-BUY
I cannot stress this enough. One of the biggest contributors to
CRM failure is buying a solution that’s overly complex and not
aligned with core business demands. Commercial real estate
professionals have very particular needs. Compile a list of your
most basic needs, and then match those up with a CRM that
provides the most intuitive solution. Remember: complexity
and unused features are a recipe for disaster. Don’t think you’ll
grow into something either. An overpowering CRM will always
bring you down.
Cost is a factor too. Don’t be fooled into thinking that a more
costly solution is better or more capable. It doesn’t work that
way with commercial real estate CRMs. Don’t get stuck paying
for features that you’ll never use. That’s like paying for twice as
much office space as you really need. Also, insist on a month-to-month subscription with no annual commitment. Your provider
should be required to earn your business each and every month.
TRY IT OUT
Obtain a free, no obligation multi-user trial to test any potential
CRM system. Plug in users from all levels of your company
including team leads, administrators and back office staff.
Then, try things out without any vendor assistance. Why go it
alone? You want to see if the features are intuitive. If your hand
picked test group fails to get engaged then chances are a broader
implementation won’t go well.
If anyone gets lost in a sea of fields, menus and options then
stop. Move to your next trial since you made the wrong
choice. If the features and workflow of a solution aren’t readily
understandable, then adoption will suffer. No adoption means
no ROI. Listen to feedback from all levels of your company to
make an informed decision. Stick to a deadline though. This is
an important time-sensitive change.
You’re not the first person to look for a commercial real estate
CRM software solution. Search for “commercial real estate
software reviews” on Google. It’s likely that others in your
office and probably your competition are using something. Ask
around and see what people like. Remember that adoption is
the key. You want to figure out what people actually use. Ignore
buyers with no usage.
LinkedIn is a great resource for technology research. In
particular the Technology for Commercial Real Estate group
offers great discussions on a variety of technical topics related