Welcome to Monday Morning Pep Talk! In Episode 267, I’m tackling a question I hear all the time: "Where do I start with a CRM?" Many advisors struggle with setting up their CRM. They know they need it but feel overwhelmed about where to begin. If that sounds like you, you’re not alone. A well-structured CRM is the foundation of a predictable and enjoyable business—helping you stay top of mind, build trust, and create consistent opportunities. But getting started is often the hardest part. This episode will give you a step-by-step roadmap to set up your CRM without the overwhelm. 📌 What You’ll Learn in This Episode: ✔️ The five key lists every real estate advisor needs in their CRM ✔️ How to pull and organize contacts from email, phone, social media, and past transactions ✔️ Why a structured CRM leads to more repeat and referral business ✔️ How to take action immediately instead of waiting for a perfect database 🚀 Step 1: Define Your Five Key Lists Before adding names to your CRM, you need clarity on who belongs there. The Take Flight framework organizes contacts into five essential lists: ✅ Top 100 Clients – Your most loyal, high-producing clients. ✅ Top 100 Referral Partners – Trusted professionals who send you business. ✅ Warm List – People likely to buy or sell in 12 months. ✅ Hot List – Active clients planning to buy or sell in 90 days. ✅ Local Collaborative Brokers – Market peers who provide insights and share inventory. A CRM isn’t just about collecting names—it’s about staying connected to the right people. 🔎 Step 2: Mine Your Data Sources Now that you know who belongs in your CRM, it’s time to pull their information systematically: 📩 Email & Calendar: Search for keywords like client, closing, contract, referral. 📱 Phone & Texts: Check frequent contacts—who do you engage with regularly? 🔗 Social Media: Review LinkedIn, Instagram DMs, and Facebook messages. 📑 Past Transactions: Pull MLS data from the last 3–5 years for past buyers and sellers. 🎟 Networking & Events: Consider past mastermind groups, conferences, and coaching programs. A structured process ensures you’re capturing high-value contacts—not just filling a database. 📲 Step 3: Take Action As You Build A common mistake? Waiting until your CRM is fully built before reaching out. 🚨 Don’t do that. If a name surfaces, reach out immediately—send a quick text, check in, or schedule a coffee. Your CRM isn’t just for storing contacts—it’s for relationship management. 📊 Why This Matters: The ROI of a Well-Maintained CRM Advisors who actively nurture their database see: ✔️ Higher conversion rates ✔️ More repeat business ✔️ Stronger referral pipelines A CRM isn’t just an admin task—it’s a game changer for long-term success. 📌 Final Thought: Start NOW ✈️ This episode gives you the blueprint—now it’s time to execute. A strong CRM creates a predictable, enjoyable business when built with small, intentional steps. 📩 Get More Coaching & Resources 📬 Join My Email List: https://askjimmiller.com/contact/ 📲 Follow Me on Instagram: https://www.instagram.com/askjimmiller/ 🔗 Connect on LinkedIn: https://www.linkedin.com/in/jimmillerchicago/
