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Case Study: Dana Stone

CLIENT PROFILE

Dana Stone
Keller Williams
Corpus Christi, TX

RESULTS

  • Three listings and two referral clients in year one
  • 20% response rate from qualified seller leads in her area

PINPOINTING VACATION HOMEOWNERS

As an agent in the second home market of Corpus Christi, Texas, Keller Williams agent Dana Stone needed a way to pinpoint — and market to — vacation homeowners in her area. In 2015, Dana signed on with SmartTargeting, a full-service seller platform that uses big data to predict likely sellers and a robust marketing system to engage this narrowed audience of homeowners.

"My market has a lot of hard-to-reach vacation homeowners. With SmartTargeting’s seller predictions and primary residence address matching, I can focus on marketing to the right people."

IMMEDIATE RESPONSES, AND A FOLLOW UP PLAN

After approving her first marketing piece, Dana began receiving qualified seller leads immediately, and got to work on a strategic follow up plan. To begin winning over potential sellers, Dana reaches out by phone and email, and she also sends personal letters and market updates through the mail. Dana also uses SmartTargeting’s automated drip emails — the campaigns are garnering a 41% read rate for her audience of potential home sellers.

"I've gotten more than 90 responses from potential sellers, and I follow up with personal replies, market information, and special greetings for Thanksgiving or other holidays."

FIVE CLOSED DEALS, AND A PLAN FOR THE FUTURE

In her first year using SmartTargeting, Dana closed on three listings, and received two referral clients. The majority of her inbound leads have been from vacation condo owners she wouldn’t have been able to identify or reach without the platform’s predictions and address mapping.

"I’m so happy with my first year using the program. I closed five total deals, and two of them were sellers I never would have landed without SmartTargeting."

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