Case Study: Cyndy Rondeau
- Two SmartTargeting listings, and two referral listings in first seven months
A strategic plan for making contact with everyone who responds to mailers
A territory response rate (so far) of 7.3%
MOVING BEYOND REFERRALS
As an agent since 1997, Cyndy Rondeau has traditionally relied on past clients to refer in new listing clients. But in order to grow new business even further, she knew she would have to step outside her sphere. After a recommendations from a business partner, she purchased the SmartTargeting platform in November 2014.
"We knew we needed to get new business from outside our sphere and referrals. SmartTargeting gets us there."
NARROWING DOWN HER PROSPECTS
In addition to sending out automated SmartTargeting mailers, Cyndy is especially attentive to her top 5-10% of possible sale candidates. She sends this smaller group a custom flyer with neighborhood information, in addition to her automated monthly mailers.
When it comes to following up with respondents, Cyndy is incredibly proactive. She routinely seeks out public record data to find the names and phone numbers of those who are responding anonymously to her marketing, and follows up over the phone or via letter to make personal contact.
"I love that SmartTargeting farms for me, and I’m responsible
for the follow-up.”
Cyndy is confident that if she can be considered for a listing appointment, she will win the listing. So far, this has proven true — after just seven months in the program, she has landed two listings from two listing appointments. Cyndy also has two referral listings she is working to secure by this fall, and a longer list of homeowners she knows to keep in touch with over the next year or two.
"SmartTargeting helps us identify sellers we wouldn’t meet otherwise — then it’s up to us to sign them. So far, we’ve gotten two listings from our two listing appointments, so the system is working."
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