In the 444th episode of Mail-Right Show, Robert Newman and Jonathan Denwood provide insightful discussion about lead-generation strategies tailored to today’s competitive landscape. Robert Newman is the CEO of InboundREM, a marketing company specializing in real estate lead generation and SEO, to get started with inbound marketing efforts. Meanwhile, Jonathan Denwood co-founded Mail-Right, a WordPress-based platform, CRM, social media calendar, email, text messaging, and landing pages in one comprehensive place to do your digital marketing. This episode will equip you with knowledge on how to harness social media, leverage data analytics, and implement effective networking practices that can significantly boost your client base.
Social Marketing
To optimize social media, agents should leverage platforms like YouTube, Instagram, and Facebook, which are effective for lead generation. These platforms allow for dynamic content and targeted audience engagement, essential for building a solid presence and attracting clients. Google may be a more suitable platform for those who prefer to convey expertise without constant audience engagement, as Google requires less frequent content updates and interaction. Extroverts who find it easier to provide quick updates may thrive with social marketing, where brief, engaging content is valuable.
The Tropical MBA podcast is a helpful resource that shares valuable insights about growing a social media presence.
Sphere of Influence
Cutco, one of the leading knife manufacturers in the U.S., utilizes a unique sales model. Through a structured network sales process, Cutco provides students with a script and a strategy to start selling from an initial list of about 50 contacts. The script taps into themes like the “help me” appeal, which elicits empathy for the student’s situation, and the “youth” appeal, highlighting the seller’s age and relatability. A former Cutco salesperson demonstrated the effectiveness of this strategy. When potential buyers declined, she politely asked for referrals, explaining her need for support as a college student. Typically, she’d ask if the person could provide ten names of people who might be interested. This simple referral tactic proved highly effective, as each new contact often led to more referrals, creating a steady flow of prospects, usually resulting in at least three interested leads out of every ten referrals.
Many professionals must pay more attention to formal sales strategies and coaching. While a notable amount of training is involved—such as scriptwriting, psychology, and sales language improvements—the real expertise is gained through extensive practice. Top salespeople know the value of controlled pacing in conversation. Rather than filling in silences, allowing natural pauses gives prospects the space to respond or ask questions. This approach avoids the appearance of desperation, building a more authentic connection with potential clients.
Online Content Marketing
Online content marketing encompasses various forms of media, including videos, written articles, images, and more. It involves creating online content that reaches and engages audiences, encouraging them to consider your business’s services or products.
Effective content tells a story or provides valuable insights, forming a connection with the audience. This can be part of an automation marketing strategy, where content is integrated into automated processes that generate leads.
At its core, successful content marketing answers questions, shares stories, and builds a human connection. It breaks down complex ideas into relatable, human-centered messages. This can be as simple as discussing local attractions or highlighting neighborhood features in real estate, linking everyday experiences to relevant topics. Whether through blogs, videos, or social media posts, impactful content marketing resonates personally, building interest and trust with potential clients.
Hustling
A strong work ethic and commitment to success are essential for growth in real estate. Hustling is about showing courage and delivering a confident, focused message. It requires consistent dedication, a daily focus on goals, and a readiness to be proactive. In the early years of a career, success often meant being the first to connect, showing up