Watch the On-Demand Replay: Download - Greg’s Favorite Scripts - Click here to download. You’ll get scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
Become a Patron and Support the Show: broker, team leader and all-around fun guy Paul Campbell joins us to share what’s working to generate leads for his team, how he’s optimizing his Google Adword campaigns, his daily routines and self-development tips.
Takeaways + Tactics
Use Google Adwords to generate leads and build your database and then keep in touch
Focus on higher quality leads by knowing your area and price points - don’t waste time following up with unrealistic prospects
Spend an hour a day reading and learning from someone smarter than you
There’s enough business out there, if you’re a driven, motivated person, if it really makes you wake up and excited like it does me...New stuff makes me literally run around in circles screaming like a kid on Christmas Eve.-Paul Campbell
We start with a question on Firepoint, a new lead gen/CRM system developed by one of Paul’s friends, Chris Tamm. Paul explained why systems like Boomtown are focused on quantity of leads over quality and how Firepoint does a better job of generating high quality leads.
Then we dug into Paul’s background as an investor, short sale specialist, brokerage owner and how they shifted from short sale to a traditional sales model. Paul still spends a big chunk of his day supervising various investments and commercial properties. Paul also meets with recruits, putting a heavy focus on chemistry, looking for agents who fit into their culture first.
For lead generation, Paul’s team really thrives on Google Adwords, using it to generate leads and add people to their database, where they continue to keep in touch with video marketing and other methods. “We really spend a lot of time on the Google Adwords platform because it’s basically math and it’s really easy to calculate that return...I can’t think of a better way to build your database than the Adwords platform.” They also invest in Facebook ads, where his team is experimenting with more specific targeting options. They use Facebook ads both to generate leads directly and to market specific listings to a buyer profile, and run everything through their lead generation website, which ties into their CRM.
Next Paul shared his average day, how he weaves in managing his investments and commercial property, forecasting profitability, setting strategy for the team, etc. Paul pointed out, “I also like to spend an hour a day reading someone smarter than me so I learn something.”
Paul has built a successful, multi-faceted business in real estate, both in sales and investing. He is a great example to learn from in order to build real wealth in real estate rather than just a sales career.
Guest Bio
Paul Campbell is a real estate investor, broker and co-founder of Stellar Realty, with offices in Portland and Bend, OR. To send referrals to Paul’s team, contact paulc@stellarrealty.com or 503-380-8142.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
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