Episode #216 Marketing Makes the Money with Dan Lesniak

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak presents at the 2020 HyperFast Sales Summit. Dan shares how he has used different marketing strategies throughout the growth of his business and how agents can use those same methods no matter what market they operate in!

 

Episode Highlights: 

  • In Dan’s first year, he sold over $22M while bringing home over 75% of his GCI.
  • With a smattering of experience with marketing, Dan knows what it takes to bring in leads with all sorts of budgets.
  • Depending on where you are in your career, you’ll either be spending time or money on leads.
  • Dan looks at marketing in 2 ways; you can use the lighthouse strategy or tugboat strategy.
  • Paid social media, organic, direct mail, email, and texts are just some of the marketing methods that agents can use.
  • The hook in the subject line of your email has to grab people’s attention or it will just get lost.
  • We live in a scrolling society where you only have a few seconds to grab someone’s attention with any content.
  • Include examples of your past success as a transition into why they should choose you as an agent.
  • Social proof, testimonials, and demonstrations of your strategy give them a reason to continue reading.
  • Give them a clear offer so they know exactly what action you want them to take.
  • If you’re having trouble at any part of your process, you need to take a look at your hook, transition and offer.
  • It’s important to paint yourself as an expert while remaining approachable without being condescending.
  • Many prospects aren’t aware of the problems that they face in their market; it’s up to you to educate them.
  • Show them the problems and challenges that they are going to face and then show them that you know how to solve their issues.
  • When it comes time to sell, get as detailed as possible with your ads and retargeting.
  • Retargeting ads are generally warm or hot leads, usually making them cheaper.
  • Depending on behavior and search history, people can be split between intent-based and disruptive-ads.
  • Disruptive ads are generally less likely to convert because these people are not actively searching to buy a home.
  • While disruptive ads are less likely to convert, they are cheaper and more long-term.
  • As a team leader, it is your responsibility to train others to do the prospecting that you do not want to do.
  • Expired listings are a cheap way to get your prospecting efforts off the ground for new agents.
  • Many times, agents of expired properties do not inform their clients that the listing has expired.
  • Stay in touch with past clients with newsletters, gifting, and quarterly events, even online ones.
  • These methods will work in any market, it just might take some tweaking and consistency.
  • Even if your strategies are working, it’s still important to always track, analyze, and refine.
  • When it comes to a newsletter, send them out as often as you can, while providing interesting content.
  • Depending on where you are with your business, one of these methods might work better than the rest.

 

3 Key Points:

  1. When it comes to prospecting, you have to have an enticing hook, a smooth pivot or transition, and a clear offer of what action you want them to take.
  2. General branding, getting people to take action, and retargeting are the 3 methods that Dan and Keri use to market themselves.
  3. Intent-based ads are designed to get in front of prospects that have shown intent to take action. Disruptive ads are designed for prospects that do not go to the internet to search for a home.

 

Tweetable Quotes:

  • “Whatever message you send, it has to be unique and give people a compelling reason to open it.” – Dan Lesniak
  • “Make prospects aware of their problems and your solutions. Many prospects don’t know their problems.” – Dan Lesniak
  • “Retargeting is just getting back in front of people that didn’t take action or getting in front of people that you want to take more action.” – Dan Lesniak
  • “You need to get into that track, analyze, and refine mode…Even if it is working, that doesn’t mean you can’t change it.” – Dan Lesniak

 

Resources Mentioned:

How Would You Like to Listen?

Reader Interactions

Leave a Reply

Your email address will not be published. Required fields are marked *

Search Podcasts

Enter any discussion keyword, name or episode # to find podcasts that match!!

Master the Buyer Game!

Double your buyer business income and reduce the time you are spending on buyer clients.

This course includes a buyer presentation, tools, and specific instructions to crush each part of this process. The result is raving fans that will refer for years to come.

Listen on Your Favorite Platform!

Never miss another episode of The HyperFast Agent!

Want to be a guest on the podcast?

  • Episode #217 Mobile Home Flipping and…

    On this segment of HyperFast Wealth, host Dan Lesniak interviews Jonathan Tuttle, the Head of Acquisitions for …

    Episode #216 Marketing Makes the Money…

    In this episode of The Hyperfast Agent Podcast, host Dan Lesniak presents at the 2020 HyperFast Sales Summit. …

    Episode #215 A Live Look at Four…

    On this segment of HyperFast Wealth, host Dan Lesniak is onsite at four of the team's current investment …

    Episode #214 What to Expect From Real…

    In this episode of The Hyperfast Agent Podcast, host Dan Lesniak celebrates the first episode of 2021 by …

    Episode #213 Setting Goals That Scare…

    On this segment of HyperFast Wealth, host Dan Lesniak and co-host Sunil Saxena are showing you their goals for …

    Episode #212 Make Your Money Work For…

    On this segment of HyperFast Wealth, Dan Lesniak interviews Monika Jazyk, a mother of 4 who has built an …

    Episode #211 2020 Investing Year In…

    On this segment of HyperFast Wealth, host Dan Lesniak and co-host Sunil Saxena take us through a recap of …

    Episode #210 Managing a Large Real…

    On this episode of The HyperFast Agent Podcast, host Dan Lesniak interviews Emma Powell, a real estate …

    Episode #209 Get More Luxury Listings…

    In this episode of The Hyperfast Agent Podcast, we listen in as Michael LaFido, a luxury listing specialist, …

    Episode #208 How to Win Over Skeptical…

    In this episode of The Hyperfast Agent Podcast, we listen in on Lindy Chapman, from DOSS Social Agents, as she …