July 22, 2026
Appointments up 46% and deals up 38% on a database she already had
Dakia Knight, Broker and Co-Founder of The KEY Team, Managing Broker at ICON Realty Group
Background
Dakia Knight is Broker and Co-Founder of The KEY Team, and Managing Broker for the brokerage at ICON Realty Group in Richmond, Virginia. She has served clients in the area for over 10 years, starting in an administrative role straight out of the University of Richmond, moving into production as a Realtor, and earning her associate broker license. After a few years as a solo top-producing agent, she co-founded The KEY Team, a full-service team built around client care.
Alongside running her team and brokerage, she serves on the Board of Directors for the Richmond Association of Realtors, the Professional Development Committee for Virginia Realtors, and the City of Richmond Planning Commission. She holds the SRS, SFR, and GREEN designations. She had been on Follow Up Boss since 2020, with leads coming in and activity logged, though without a system built to run it.
Before Kee Technology Solutions
Few agents juggle as many roles at once. Managing a brokerage, co-leading a top-producing team, serving on 3 civic and industry boards, and staying in her own production all compete for the same hours. A CRM can hold the contacts through all of that. What it can't do on its own is decide who to reach out to today or send the first touch the moment a lead arrives. With the software in place since 2020 but no system built on top of it, those daily decisions still fell to Dakia.
What changed
We rebuilt her Follow Up Boss account into a working system. Kee Technology Solutions configured Stages, Smart Lists, and Action Plans so the daily order of operations runs on structure instead of memory. New leads receive an automated text and email the moment they arrive. Long-term nurture plans keep buyers and sellers engaged throughout their journey, while a post-closing plan keeps past clients connected long after the deal is done. Setup completed in July 2022, with implementation the following month.
Results
The numbers moved across the windows we measured after the build, and they kept climbing.
Second half of 2023, compared to the first half
Deals closed up 38%
Appointments set up 46%
Calls up 77%
Leads responding by phone up 231%
Leads responding by text up 130%
First half of 2024, compared to the second half of 2023
Calls up another 84%
Average contact attempts up 83%
Average email attempts up 76%
First half of 2025, compared to the second half of 2024
Appointments set up another 39%
Leads responding up 31%
The automated plans send the first touches and keep long-term follow-up running in the background. The calls and appointments are Dakia's own activity, prompted each day by Smart Lists. Same database she'd been using since 2020—just a steady upward trend across every measurement period.
The leads that now respond
Engagement holds up alongside the activity. General inquiries from the branded website respond at 65%, seller nurture at 52%, and leads returning through the website at 42%. Even the stale list, the leads most systems have written off, responds at 31%.
What this looked like from our side
Dakia brought the team and the drive. What she didn't have was a single system that kept everything from slipping through the cracks. We gave her a daily workflow she could rely on without holding it all in her head. The activity, appointments, and closings followed because the structure kept running whether or not she had a free minute. She has since referred another agent to us.
Ready to give your own follow-up the same structure. Book a strategy call and we will map it to your team.