Kay-Grant Group Grows Faster with Wise Pelican
The Kay-Grant Group founded itself in one of the most competitive markets in the country. In order to survive, let alone thrive, Andrea Lilienfeld needed to work harder and smarter than everyone else. Wise Pelican’s direct-mail marketing solutions are part of their heroic and meteoric success, providing a ~300% return on investment.
TLDR: Measuring Return on Investment
The Kay-Grant Group relies almost exclusively on direct-mail for farming, making it easy to measure ROI for Wise Pelican mailers. The following numbers are based exclusively on listings generated from farming which can easily be attributed to Wise Pelican postcards - but they don't even begin to take into account existing client retention, client referrals, and general word-of-mouth generated from postcard mailing
Andrea Lilienfeld
Founder, Managing Partner of
The Kay-Grant Group
Facing New Challenges
Starting a new real estate practice in any market is a challenge, but for The Kay-Grant Group in Scottsdale, AZ, they were up against one of the hottest but most competitive markets in the country.
Armed with a successful corporate background, Andrea knew how technology could be used to help small businesses like hers. But when she started talking to marketing partners and software vendors, she found an industry yet to fully embrace the power of data and automation in marketing and customer relationship management.
Andrea quickly started putting together her own solutions to optimize digital and traditional marketing. Necessity being the mother of invention (or, innovation), that’s where the Wise Pelican story begins.
Investing in Growth
Currently, The Kay-Grant group is mailing on average 10k postcards every month with Wise Pelican. As the Managing Partner, Andrea often mails on behalf of her agents, making sure their names and images are associated with the Kay-Grant Group.
“Direct mailing is essential to growing our client lists and generating new listings, and with Wise Pelican I can send postcards every month for each of our agents in very little time,” says Andrea.
Andrea also says there are two keys to making sure you realize a full return-on-investment from mailings. First, you need to make sure you are ready to follow-up with incoming leads - especially when you’re sending QR code postcards where homeowners are actively submitting their information to you. For Kay-Grant Group, this means dropping seller packets off on doorsteps.
The second is consistency; you can’t just mail once or twice a year and expect listings to come your way.
“What I’ve learned is you need to trust the process and trust that your campaigns are reaching people“ says Andra, “sometimes it’s been even a year later but a new client will reach out and will have held onto a postcard with my name on it knowing they would be selling in the future.”
What’s the Kay-Grant Groups Favorite Postcard?
“We love sending the seller valuation postcards with QR codes because we know exactly who is scanning and when, it makes it easy for us to follow up personally with seller packets and phone calls. We just get so many listings that way.”
Andrea Lilienfeld, Managing Partner
About the Kay-Grant Group
The Kay-Grant Group was founded by Andrea Lilienfeld in Scottsdale, Arizona after she and her husband moved from the Midwest. With very few personal ties to the area, and with the Phoenix market being what it is, Andrea had her work cut out for her. But armed with a successful corporate background, pure tenacity, and an innate entrepreneurial spirit, the Kay-Grant Group has quickly become one of Phoenix’s premiere realty groups.
Now with over 20 agents across the Phoenix market, Kay-Grant Group is on track to close $125M in 2022 - following a record $100M in 2021 - with an average sales price over $600k. You can learn more about the Kay-Grant Group at https://kay-grant.com.
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