Two Industry Leaders Team Up to Examine Brokerages Use of CRM That Improved Lead Generation

REAL Trends and Inside Real Estate set out to answer an age-old problem for brokerages: Agent adoption with technology implementation. What the two companies found in the case study were four main pain points outlined by The Keyes Company and how they were determined to fix these setbacks.

“With the lead landscape changing, we needed to take control of our destiny away from the major portals.”

Keyes CEO Mike Pappas

“To do that, we needed a smart CRM to handle longer-term relationships with our clients and leads. Without being able to engage in the process using a tech platform actively, we were losing a lot of opportunities.”

The Keyes Company shares its technology journey by first identifying their pain points and then outlining a plan on how to address them. They knew that it was important to find a technology partner that was flexible to their needs and ability to integrate with all their other tools. This, they believed, would increase agent adoption.

Technology implementation strategy is not a one-size-fits-all solution. It took The Keyes Company nearly nine months from the time they signed with kvCORE to the system running. With three brands and over 4,000 agents, it was important to The Keyes Company and to Inside Real Estate to manage the project effectively to increase agent adoption. What Keyes also solved was the agent adoption problem by offering a smooth, well-thought-out rollout of the platform. Within three months, about 90 percent of their agents had logged in to the system. “Our lead cost went from $100 to $150 per lead to under $10 per lead,” says Pappas.