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:



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.