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Case Study: Steve and Leslie Kunkel

CLIENT PROFILE

Steve and Leslie Kunkel ("Those Kunkels")
Keller Williams Realty
Atlanta, GA
Territory: 2,603 homes

RESULTS

  • 11 transactions through SmartTargeting
  • Branded mailers that target top prospects
  • An efficient marketing technology tool


BACKGROUND

Those Kunkels have many years of experience in the Atlanta area and offer a wealth of knowledge and expertise about buying and selling real estate. Leslie has been actively selling real estate for twenty seven years while Steve has been selling for twenty years. Steve's seven year title of Managing Broker of their Keller Williams office of over 200 agents brings valuable experience to their team. While raising two children, Andy and Christy, in Gwinnett County, Steve and Leslie have served the community in many areas of activity. The Kunkels believe it's important to "get up and get working" to fully utilize the SmartZip program and reach potential as an effective and successful real estate agent.

IMPLEMENTATION

Steve & Leslie Kunkel are a recognizable team in their small neighborhood of just 90 homes, and wanted a program that would expand their brand awareness, and help them to target homeowners who are ready to sell. As soon as they started SmartTargeting, they hit the ground running with calling the top prospects on their list. Within minutes of calling prospects on their target list, they found themselves connecting with more homeowners than ever before. "After obtaining a phone appends and calling our top twenty percent, the 3rd target listed with us," said Steve. With SmartTargeting, Steve and Leslie successfully won a listing and closed a deal without meeting the homeowner face-to-face. "After several telephone meetings, our client sent us the keys to his property through the mail so we could sell his home."

“After several telephone meetings, our client sent us the keys to his property through the mail so we could sell his home."

Steve & Leslie's 2nd SmartZip listing was a "double ended" opportunity; they successfully closed a sale and buy with the same prospect who has now become a great referral for the agents. "Our 2nd SmartZip client received a SmartTargeting mailer and instantly became interested," said Steve. "That told me the analytics identified the person who wanted to move precisely, and the mailer did the trick."

Steve and Leslie typically call their top twenty percent and have yet to door knock. They rely on SmartTargeting for their monthly nurturing campaigns, and are sure to follow-up with a letter or email. Steve explains, "you can't sit on you rear end, you have to get up and go after it." Furthermore, Leslie & Steve attributes some of their success to the dedicated help from their client success manager who helped the Kunkels create a Preemptive Outreach letter to send to their top prospects.


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