If you’re a real estate investor struggling to balance multiple marketing channels or unsure how to optimize your ad spend, this episode is a must-listen. I sit down with my good friend Brian Snider, a real estate marketing expert from The Collective Genius, to break down the essentials of building a stable and scalable marketing strategy. Brian introduces the three-legged stool analogy, explaining why relying on just one marketing channel is a risky move—and how diversifying can help you generate consistent leads and maximize your return on investment.

We also dive deep into budgeting for marketing, understanding ROI expectations, and knowing when to cut or double down on a marketing channel. Whether you’re a numbers person or just want a clear strategy to improve your marketing results, this episode is packed with actionable insights.

Episode Highlights

[0:00] – Introduction

[1:45] – The challenge real estate investors face in balancing marketing channels

[3:12] – The three-legged stool concept: Balancing inbound, outbound, and niche marketing strategies

[5:14] – Defining inbound vs. outbound marketing and why you need both

[7:48] – How adding more marketing channels creates stability in your business

[10:34] – How to determine a healthy return on ad spend (ROAS) and when to reinvest

[12:20] – When to cut underperforming marketing channels and focus on what works

[14:02] – How long should you test a new marketing channel before making adjustments

[17:05] – The importance of tracking data and making marketing decisions based on numbers

[18:10] – Why competition audits are key to standing out in a crowded market

[20:45] – The evolution of direct mail, cold calling, PPC, and digital ads in real estate

[22:30] – The impact of Google reviews on branded vs. unbranded marketing approaches

[24:55] – How the rise of TV and online ads is shifting real estate marketing strategies

[26:00] – The power of relationships in marketing and why investors must focus on trust

[28:10] – Final thoughts on optimizing marketing budgets and scaling effectively

5 Key Takeaways

1. Diversification is Key – Relying on a single marketing channel is risky. Aim for at least three to build a stable lead flow.

2. Test Before Cutting – Give a new marketing strategy at least four to eight months before deciding if it’s working.

3. Know Your Numbers – Track your marketing spend, lead conversions, and ROI to make data-driven decisions.

4. Stand Out From the Competition – Analyze what others are doing and differentiate your messaging to capture more leads.

5. Relationships Matter – Marketing is no longer just about transactions. Building trust with sellers leads to more deals and referrals.

Links & Resources

• Learn more about The Collective Genius: http://www.thecollectivegenius.com

• Contact Brian Snider: [email protected]

• Follow Brian on Instagram: @theindysnider

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