Case Study: Keller Williams Realty agent increases listings by 12–15 units per farm with SmartZip SmartTargeting

Steve was able to increase his listings by 12 units each year since discovering predictive analytics

Steve Johnstone, REALTOR® and owner of The Johnstone Team at Keller Williams Infinity in Naperville, faced an inefficient traditional farm system that required more than 5,000 mailers a month to maintain visibility. After 20 years in the market he wanted a smarter way to generate listings and, following MegaCamp, chose SmartTargeting to improve how he reached prospective sellers.

By replacing broad mailings with quarterly reports to his farm and targeted campaigns to a “Top 20%” list, Johnstone cut wasteful volume while boosting engagement by 50–75%. He now converts about 90% of listing presentations, landed five listings in the first five months, sees four appointments from one postcard, and has increased listing volume by roughly 12–15 units per farm annually.

Keller Williams Realty

Steve Johnstone

Realtor/Owner