The Secret to Zero-Cost Leads and High-Impact TV Ads

In this special episode of the REI Deal Finders Podcast, I’m flipping the script—I recently joined my good friend Josh Culler on his show REI Marketing Weekly, and now I’m sharing that value-packed conversation with you here. We dug deep into what’s truly working in today’s real estate marketing landscape, with a sharp focus on how to generate consistent referral leads and maximize the ROI of TV advertising.

 

This isn’t about chasing trends. It’s about refining the fundamentals—building trust, delivering on promises, and creating a brand that sellers want to share. From systemizing your post-close follow-ups to discovering the power of family-friendly, on-brand TV ads, we covered practical strategies that can seriously boost your deal flow, even without blowing your budget.

 

Timeline Summary:

[0:00] Introduction

[0:45] Why referrals are one of the most underrated lead sources in real estate investing

[2:11] A look into our four primary lead channels—TV, postcards, website, and referrals

[4:26] The moment we realized referrals were showing up in our P&L and built a system to scale them

[6:25] The words and phrasing we use to naturally ask sellers for testimonials and referrals

[10:06] How we stay top of mind post-closing through follow-ups, cards, and holiday touches

[15:17] The secret sauce behind our TV ads and why our kids play a starring role

[19:39] Adding credibility with a scrolling list of seller names on our TV spots

[22:09] Why cold calling and text blasting clashed with our brand—and what that taught us

[24:44] How setting clear values helps us say no to off-brand marketing, even if it’s trendy

 

5 Key Takeaways:

1. Referrals are not accidental—they’re the result of intentional service and systemization.

2. A great seller experience is your best marketing asset—happy clients will market for you.

3. TV ads still work—if they’re personal, authentic, and crafted for your target audience.

4. Staying “on brand” matters more than following marketing trends—consistency builds trust.

5. Your core values should guide your marketing strategies, helping you say no with confidence.

 

Links & Resources:

Deal Finders Club — Free local meetups and community

Connect directly: [phone]

 

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