Ep 22: Audience Targeting – Is it me you’re looking for?; Lead Generation: Quality vs. Quantity

Audience Targeting – Is it me you’re looking for?

One of the key elements of a successful marketing strategy is to choose the right audience and create a message that is specifically targeted at them. In property sourcing, this often means using your understanding of a landlord’s problems and then explaining to them how you can solve their problems. In this segment you’ll learn:

  • How to select your target audience
  • How to use your knowledge of their problems
  • To delve deeper into our “Audience”/“Avatar”
  • The importance of testing your campaigns
  • How often to tweak your campaigns


Lead Generation: Quality vs. Quantity

A lot of property sourcers still seem to think that generic marketing campaigns is a highly effective method of lead generation. However, this approach can be very costly and isn’t going to result in high quality leads. In this segment, Mark talks about the importance of quality over quantity and how to build a solid deal pipeline. You’ll learn:

  • Why you should avoid generic marketing
  • How to get higher quality leads
  • Why less is sometimes more
  • The importance of building rapport and trust
  • How to work smarter not harder

Podcast Episode Highlights
08:45 Facebook Q&A – Does anyone have any experience of using Bandit Boards?
11:20 Stress vs. return – Not worthwhile compared to other lead generation methods
13:00 Repercussions of Section 224 (Non permitted advertising)

14:15 Sourcing With Mark – Audience Targeting: Is it me you’re looking for?
15:10 Choosing the right audience – Niche down
16:30 Rent to rent example
19:25 Diving deeper into the “Avatar”
20:00 Think outside the box
21:10 Testing your campaigns
22:25 Don’t over-tweak

24:40 Head To Head – Lead Generation: Quality vs. Quantity
25:00 Generic letters
27:00 Throwing mud at the wall and seeing if it sticks
28:20 The need to be specific
28:50 Higher quality leads
30:00 Focus on a smaller audience
31:43 Niche down into target audience an offer solution
32:00 Building rapport and trust
32:12 Getting a solid deal pipeline – smarter not harder
33:10 Conclusion