The Fundamentals of Marketing for Motivated Seller Leads with Andrew Lucas

In this episode of REI Marketing Weekly, host Josh Culler is joined by Andrew Lucas, a successful real estate investor from Columbia, South Carolina. Andrew shares insights on fundamental marketing strategies that have stood the test of time and discusses how his business leverages TV advertising and referrals to consistently generate leads. This episode is packed with actionable tips for real estate investors looking to optimize their marketing efforts.

Key Talking Points:

  • [00:00:00] Introduction:

    • Host: Josh Culler
    • Introduction of Andrew Lucas, a real estate investor from Columbia, SC.
    • Overview of Andrew’s business activities: fix and flips, rentals, wholesale deals.
  • [00:00:45] Back to Basics:

    • Effective marketing strategies from 8-10 years ago are making a comeback.
    • Importance of TV advertising and referrals in Andrew’s marketing strategy.
  • [00:02:19] The Power of Referrals:

    • Andrew discusses how referrals make up a significant portion of his business with zero marketing cost.
    • Strategies for generating consistent referrals from motivated seller leads.
  • [00:03:18] Key Marketing Channels:

    • Breakdown of Andrew’s main marketing channels: postcards, TV ads, website, and referrals.
    • Importance of delivering excellent service to encourage referrals.
  • [00:04:40] Creating a Referral Process:

    • Developing a process for generating referrals through excellent service and follow-ups.
    • Asking clients for testimonials and reviews to build credibility and attract new leads.
  • [00:07:54] TV Advertising Insights:

    • Success of TV ads in generating leads, especially from older demographics.
    • Use of family-friendly ads and scrolling lists of past clients to build trust and recognition.
  • [00:11:17] Staying Top of Mind:

    • Follow-up practices such as sending thank-you notes, Christmas cards, and periodic calls to keep past clients engaged.
  • [00:16:15] Consistency in Fundamentals:

    • Emphasis on executing simple, fundamental marketing strategies consistently.
    • Importance of having a team to manage follow-ups and client communication.
  • [00:18:21] TV Ads vs. Other Marketing Channels:

    • Discussion on why TV ads work well for Andrew’s business and how they complement other marketing efforts.
  • [00:20:50] Maintaining Brand Consistency:

    • Ensuring all marketing channels are aligned with the brand’s message and values.
    • Avoiding strategies that do not fit the brand, such as cold calling and text blasting.
  • [00:24:40] Integrating Marketing Channels:

    • Tying together various marketing efforts to create a cohesive strategy.
    • Ensuring a consistent message across TV ads, postcards, and the website.
  • [00:26:01] Setting Standards and Core Values:

    • Importance of having core values and standards to guide marketing decisions.
    • Staying true to the brand’s identity and maintaining ethical business practices.
  • [00:27:32] Connecting with Andrew:

    • Information on how to connect with Andrew Lucas and learn more about his work.
    • Mention of the Deal Finders Club and its resources for local real estate investors.

Links and Resources Mentioned:

Josh encourages listeners to subscribe to the podcast, leave a review, and check out the REI Marketing Weekly YouTube channel for more valuable content. He thanks Andrew for sharing his insights and looks forward to future episodes.

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