From a family legacy in real estate to a career built on social networking and lead generation, Adrian Goss was destined to succeed in real estate. In 2021, as his team was coming together, Adrian noticed a potential opportunity for growth: if he found a way to personalize his email campaigns in Follow Up Boss, it could significantly expand their client base and response rates.

This is Adrian’s story, and how Kee Technology Solutions helped implement his people-first approach in his CRM.

Social Successes

During his time in the Air Force, Adrian had the opportunity to meet people from all over the world. His mother and father had worked in real estate for a combined 40+ years, and though Adrian hadn’t settled on where to land yet, he knew he wanted to pursue a people-first career like they had.

With his mother’s encouragement, he decided to get his real estate license, and went from 18 transactions in his first year to starting a team and being his own boss. Since a few prolific realtors dominated his small town, Adrian decided to use word of mouth to grow. He produced different mailers to cater to different “personality types” — an aesthetically pleasing flyer, a data-heavy report, a helpful market update — to position himself as a vital resource.

Adrian knew an effective tech stack was key to real estate success, and while he had found platforms like Fello, Zillow, and Follow Up Boss were generating important activity, his email campaigns were missing the personalization that was key to expanding his client base. While he was working as a coach, one of his students recommended Kee Technology Solutions to help take their communication strategy to the next level.

Partnering with KTS

Adrian and the team implemented the KTS revamp in May 2022, and found that it was more than a fresh face for their email campaigns. Follow Up Boss was a major hub for their client calls, and with the smart lists developed by founder Elena Kee, they were able to identify actionable contacts and spend their time on the phone more wisely. Clients could be sorted by their origin points, helping Adrian’s team connect with them through topical and effective messaging.

Here are the numbers after implementing KTS’s setup in Adrian’s CRM:

• From June to December 2022:

  • Calls were up 5%

  • Appointments set were up 16%

  • Leads responding to emails were up 53%

• In 2023:

  • Calls were up 34% (on average)

  • Appointments set were up 80%

  • Leads responding to emails were up 39%

• In 2024:

  • Appointments set were up by an additional 5%

  • Leads responding were up 52%

Consistent growth over time created space for Adrian’s team to reinvigorate relationships with old clients, foster new ones, and follow up with golden opportunities that might have been otherwise missed in the overwhelm of a disorganized CRM.

Keeping lines of communication even led to success in unexpected places.

“Shiny object syndrome in real estate is real,” Adrian reports, which is why it’s important to keep your eye on what works over time. KTS’s action plans returned significant increases in client engagement, allowing Adrian’s team to identify subsets of clients who could be targeted by personalized marketing material and deals catered to their wants and needs.

Lead generation isn’t always the most exciting endeavor, but like Adrian notes, “the boring stuff” gives way to sales and ultimately to paychecks. That’s why it’s crucial to get on the phone day after day and build up your client base — then get organized with an optimized CRM and stay on top of the opportunities that, otherwise, risk getting lost in the fray.

On Your Team

Whether you’re new to Follow Up Boss or a veteran user, if you’re looking for a curated and intuitive approach to using your CRM, you've come to the right place.

Kee Technology Solutions is here to ensure you're utilizing Follow Up Boss to its fullest potential. We offer a thorough setup comprised of smart lists, action plans, and automations that provide a simplified workflow and enable you to stay focused on what you do best: creating relationships and closing deals.

Ready to make the most of your Follow Up Boss account? Schedule a call today.