The REI Marketing Weekly with Josh Culler Josh Culler

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:


Deal Finders Club: dealfindersclub.com

Closing:
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.

In this comeback episode of REI Marketing Weekly, host Josh Culler reintroduces the podcast after a two-year hiatus. Josh discusses the evolution of the real estate market and marketing strategies from 2020-2021 to now. He previews upcoming episodes and provides valuable insights on current effective marketing practices for real estate investors.

Key Talking Points:


[00:00:00] Introduction and Welcome Back:


Host: Josh Culler
Reintroduction of the podcast after a break since 2021.
Mention of the relevance of previous episodes in today's market.


[00:00:40] Market Changes and New Episodes:


Market shifts from 2020-2021 to 2024.
Upcoming episodes featuring guests like Andrew Lucas on referral marketing and TV ads.


[00:01:23] Real Estate Marketing Trends:


Shift from nationwide to local market focus.
Success stories from niche markets (e.g., Andrew Newland in Albuquerque and Springfield).


[00:02:44] TV Advertising:


Growing importance and success of TV ads in local markets.
Personal anecdotes about the impact of TV ads on recognition and business relationships.


[00:04:01] Digital Marketing:


SEO and PPC strategies discussed with guests like Brandon Bateman and Brad Woodall.
Importance of quick response times for SEO and PPC leads.


[00:05:45] Changes in Cold Calling and Text Blasting:


Decline in effectiveness due to regulations and consumer behavior.
Focus on inbound marketing strategies.


[00:07:02] Social Media and Content Marketing:


Changes in social media landscape since 2021 (e.g., rise of YouTube Shorts, TikTok, and Instagram Reels).
Importance of consistent and focused content marketing.


[00:10:14] Adapting and Pivoting Marketing Strategies:


Juicing out successful strategies and being ready to pivot when trends change.


[00:10:52] Shameless Plug and Contact Information:


Josh Culler’s services for content marketing, social media management, podcast production, and YouTube management for real estate investors.
Contact: Josh at CullerMedia.com (color spelled C-U-L-L-E-R).



Links and Resources Mentioned:


Email: josh@cullermedia.com
Cullermedia.com

Closing:
Josh encourages listeners to check out the next episode with Andrew Lucas and previous episodes for valuable content. He expresses excitement about restarting the podcast and looks forward to engaging with the audience again.

Lists are the source for you as a real estate investor to market to, but what if the lists you have are the same ones as everyone else in your market?! You have to find another way in order to get the deals that no one else can. Max Jimenez partner of the rockstar influencer Steve Trang, is running his motivated seller marketing off of niche lists. On this episode he talks about what niche lists are and why they could provide you more deals!

Owner and operator of Adwords Nerds, a one-stop-shop for online marketing for real estate investors, Dan Barrett comes on the show to drop some major insight on doing PPC the right way! Generating leads online doesn't have to be difficult or expensive, and Dan breaks that down for us so that you can go and implement these tactics today.

Inside of marketing as a whole are a lot of foundational pieces that real estate investors miss out on. It's never as simple as "put a video on your website" or "make that cold call." There are foundational marketing elements that have to be included with everything you do to generate leads. Chris Miles talks to us about the three seeds inside of every marketing strategy.

Marketing isn't always about trying everything out there and continuing to pound away at what you are already doing. A large portion of what creates a good marketing strategy is testing and analyzing the testing that you're doing. Far too many real estate investors do what everyone else is doing and aren't willing to go outside of that. But the reality is that you'll never rise above your competition if you don't test other marketing methods. My guest. Oliver Seidler talks about how to utilize testing inside of your marketing and how to know when to cut off a marketing channel and when to keep pushing it!