In the 465th episode of The Mail Right Show, Jonathan Denwood and Robert Newman dive into numerous challenges companies encounter during transitioning from traditional marketing to digital strategies with Dave Kimbrough, a successful RE/MAX agent and team leader from Grand Junction, Colorado. With over 23 years of experience, Dave shared his journey into real estate, which began after a personal tragedy led him to a career change. Initially, he took a chance on real estate in pharmaceutical sales when a friend suggested it. What started as a way to rebuild his life turned into a thriving business, with his team now selling between 125 and 180 homes each year. Robert Newman is the founder of InboundREM, an inbound marketing agency with over a decade of experience in the real estate SEO industry. On the other hand, Jonathan Denwood is the joint founder of Mail-Right, a CRM and lead generation platform, and also provides beautiful WordPress Websites with IDX functionality, all combined in one great package.
Effective Lead Generation Strategies
One of the biggest challenges Dave faced was during the 2009-2011 housing crisis. While many markets struggled earlier, his area was initially protected by a local energy boom. However, when the downturn finally hit, home values dropped significantly. Instead of switching to foreclosure sales like many agents, Dave’s team stuck with conventional real estate. They invested heavily in marketing and refined their systems while others cut back. This decision paid off—they emerged stronger and more efficient when the market recovered. Tough markets demand resilience and strategic investment, not retreat.
Dave’s team generates leads through various methods, focusing on quality over quantity. One of their most successful strategies is partnering with builders in new construction projects, which accounts for a significant portion of their sales. They also attract buyers through their website, especially those interested in new developments. Surprisingly, radio advertising—particularly AM talk radio—remains effective in its market, which is isolated from major cities. Referrals and repeat clients also play a key role in their consistent business. Diversifying lead sources and understanding local market dynamics are crucial for long-term success.
Marketing Mistakes and How to Prevent Them
In a tight-knit community, cold calls and texts from unfamiliar representatives may backfire—clients may not recognize when the outreach wasn’t genuinely from you. Tools practical in larger markets might fail in smaller ones. Hence, always assess whether a marketing tool aligns with your market’s unique dynamics before committing time and money.
You should also use AI cautiously, especially for content creation, such as social media posts and property descriptions. To improve customer interactions, try exploring AI-driven chatbots for your website. Furthermore, be open to new tools as they evolve, but remember that human insight and local expertise will still drive your success.
Avoid billboard advertising. Despite high visibility, billboards never deliver the expected return on investment. Instead, focus on strategies with measurable results, like digital marketing and referrals. Not every flashy marketing tactic is worth the investment—test, track, and prioritize what works.
Dave’s new coaching program, Expectation Selling, helps agents systemize their workflows to boost efficiency and reclaim their personal time. Dave’s team sells over 150 homes annually while maintaining a balanced lifestyle—proof that high productivity doesn’t require constant hustle. The program focuses on eliminating inefficiencies, setting clear client expectations, and leveraging proven systems. Agents interested in learning more can visit expectationselling.com or contact Dave directly at dave@expectationselling.com.
