Real Estate Marketing Secrets: How Consistency Creates More Leads and Bigger Deals

Dan Munford (00:00)
I think they miss it because they get distracted. I I believe that it’s consistency. I believe that you come into the work every day and you do the things you’re supposed to do in order to accomplish the goals that you’ve set out for yourself. And I’m a huge believer in long-term goals. Like, I’m a huge believer in, I don’t know if anybody knows Todd Duncan, but Todd Duncan’s one of my friends, and I’ve followed him and followed his program for years and years and years.

and he originally taught me how to write a life plan. And because I’ve written that life plan and updated it every six months since 2003,

I have reason to be at my desk. I have a reason to be on the phone. I have a reason to send out the marketing that I send out.

Scott Bursey (02:20)
Welcome back to the Real Estate Pros podcast powered by Investor Fuel. We are cranking the energy up today because we have a powerhouse in the house. We’re talking about the guy who doesn’t just understand real estate marketing. He owns it. I’m talking about Dan Munford of Cfund.

Dan is bringing the high octane fuel we need to ignite your marketing strategy and scale your portfolio faster than you ever thought possible. If you’re serious about maximizing your lead flow and creating a brand that sticks, get ready to take notes. We’re diving deep with Dan Munford. Dan, welcome to the show.

Dan Munford (02:55)
Thanks for having me. Excited to be here.

Scott Bursey (02:58)
It is wonderful having you here today, Dan. And for those of our listeners who may not be familiar with your journey, please tell us, how did your career begin and what’s your main focus now?

Dan Munford (03:08)
Well, that’s kind of a funny question, but yeah, I started in 1992, literally a year out of high school, and I had a girlfriend that was in the industry for a little while, and she got me into it at the beginning, and then my brother called me one day, and I was actually working at a bike shop, and my brother called me one day, and he said, hey, I’m going into real estate. Do you wanna do my loans?

And I said, yeah, I’ll do your loans. I’ll take care of that. So, I really got into it by chance and you never know what direction you’re gonna go with the opportunities you’re presented. But man, and I’ve been doing it since then.

Scott Bursey (03:47)
That’s an incredible start and what a pivot, Dan. Now that we know your path, let’s dive in.

Dan Munford (03:52)
yeah. Okay.

Scott Bursey (03:55)
What is the single biggest strength real estate marketers should know right now, Dan, and that could be doubling down on or something of that variety.

Dan Munford (04:04)
Well, think most real estate agents are taught, I’m not an agent, but most real estate agents are taught to come into the office every day, pick up the phone and call.

from a phone book basically, you know? And I think they’re missing the boat right now when it comes to social media. I think not enough of them are taking advantage of the free marketing platforms that we have in front of us.

And I think it’s really important that if you want to continue to be successful in real estate, you need to be on there. And don’t get me wrong, the old school way of picking up the phone is wonderful. I love that idea, I really do. I’m a huge fan of if you’re not on the, this right here is.

literally the only thing holding you back for millions of dollars, right? So I think both are really, really important, but the one thing we’re missing out on right now is everybody’s not getting involved in everything that’s free.

Scott Bursey (05:06)
makes perfect sense spot on. That’s a huge distinction, Dan. And Dan, if you could walk us through, where are you seeing the most common costly weakness in real estate marketing campaigns today?

Dan Munford (06:06)
The biggest weakness in marketing today is consistency. I really believe that the biggest weakness is consistency. mean, we literally…

get so distracted and we’re not doing the things we need to do on a daily basis to be successful. So I’ll kind of give you an idea of what I do and how I do it. Like it’s very typical for a high producing person in our industry. And it’s time blocking. I literally have on my schedule everything I’m gonna do from the time I wake up to the time I go home.

You know, I don’t do after I get home, because usually that stuff is unpredictable a little bit. But literally from the time I wake up to the time I leave work, it’s on my calendar. Yeah.

And that keeps me consistent. helps me stay consistent with all of the things that I want to accomplish. it, when it comes, especially when it comes to marketing, I literally have on my calendar newsletter at 9 a.m. on Monday. have my C-Fund newsletter that goes out at Thursday, Thursday at noon. I have, I have all these consistency issues. And then even if I’m out of town, the, the, have the ability to still accomplish all of those things. I’ve made sure that if I’m on a camping trip, I have

Scott Bursey (06:52)
Being consistent. Sure. Sure.

Dan Munford (07:21)
as to the Wi-Fi, wherever I’m at, I have the ability to accomplish those things that I think are important when it comes to consistency in the marketplace.

Scott Bursey (07:30)
Staying on top of things, being organized, and being consistent. couldn’t agree anymore. Dan, interested to know, what untapped marketing opportunities should every real estate pro be jumping on in the next 90 days in your view?

Dan Munford (07:43)
The, I think everybody’s missing the boat on social for sure. I mean, that’s the biggest thing. I mean, we have an opportunity here to utilize multiple platforms to reach.

more people than we’ve ever been able to reach in something that takes five or 10 minutes. You you do a post and you can reach thousands of people depending on your platform and your knowledge of that platform. I mean, I think diving into the things to knowing the platforms and the algorithms and the way they work is very important in order to hit the audience that you want to hit.

Scott Bursey (08:17)
That’s where the eyeballs are. Absolutely. Absolutely.

Dan Munford (08:19)
Yeah, that’s where the eyeballs are. We

talk about where we spend our time, right? We spend our time at home, we spend our time at work, and then typically we spend a…

we spend a lot of time online, right? And because we spend so much time online, you look at your log of how much time you spend online on your phone log, and it’s pretty shocking sometimes, you know what I mean? So I believe, and I’m not an online guy that often, the only reason, purpose I do it is to make sure I’m paying attention to what’s going on in our industry.

That’s my goal. My goal about being online and being part of social is to really not be left behind by the information that’s out there. So if I know that information, I can pass it along in a positive way to my customers and my colleagues.

Scott Bursey (09:13)
100%. Dan, what is the most significant competitive threat facing established marketing groups in the current climate through your eyes?

Dan Munford (09:56)
As far as, as far as,

a threat goes, it’s not necessary. It’s just doing it, right? It’s just actually taking the step to dive in and learn what to do. People are so afraid of social media. People are so afraid of making a post because they think it might make them look bad. I mean, if you can, if you can set aside your ego for a second and just do it, it, it literally, I’m not a video guy. If you look at my social media, most of it is print. Most of it is image.

Most of it, I’m not a video guy. I’m really, really afraid of the camera. I’ve been awful at it for years and years and years. But guess what I have now? I have a clone that can do it for me. There’s a post on, there’s my lady friend, she said to me the other day, you can’t do that. That doesn’t even look like you. And I’m like, I don’t care.

So you know, it’s not necessarily about what you are and aren’t afraid of. It’s about what we can accomplish in this day and age, because it’s kind of fun. And at the same time, even if you look a little dumb or stupid doing it, who cares, right? At least you’re out there. At least you’re providing information and value to your customers and your followers.

Scott Bursey (11:06)
Dan, I’m going to pick your brain on this one. If you had to boil down the current essential strategy for generating high quality leads, what would that be?

Dan Munford (11:09)
All right.

I think high quality leads literally has nothing to do with anything we’ve already talked about. High quality leads, in my opinion, come from your relationships.

And so I believe that making sure you meet new people, making sure you’re out there in any manner that you feel comfortable being out there. I’m a fan of making an impact your way, not making an impact my way. So because I’m that guy, you have to be the person who chooses what areas of this industry you feel comfortable making an

impact in, right? So if you can narrow that down to your niche of comfort, not your niche of business, your niche of comfort, and you’re posting here, you’re posting here, you’re doing this, you’re doing that, that makes you comfortable, you’re going to a networking group if that’s what you’re comfortable with, you’re going to industry meetings if that’s what you’re comfortable with, and you’re meeting new people. Because the more people you meet, the more business will

come in.

Scott Bursey (12:19)
Absolutely. Focus on the value proposition, not the transaction.

Dan Munford (12:24)
100 %

Scott Bursey (12:25)
So Dan, let’s pivot into our money question segment. This is where our pros get the gold. You’ve worked with countless investors and developers. If you could reveal one high leverage pro secret, one counterintuitive tactic in real estate marketing that consistently delivers a 10 times ROI. What is that secret and why does everyone else miss it?

Dan Munford (12:29)
All right.

Ha ha ha.

I think they miss it because they get distracted. I I believe that it’s consistency. I believe that you come into the work every day and you do the things you’re supposed to do in order to accomplish the goals that you’ve set out for yourself. And I’m a huge believer in long-term goals. Like, I’m a huge believer in, I don’t know if anybody knows Todd Duncan, but Todd Duncan’s one of my friends, and I’ve followed him and followed his program for years and years and years.

and he originally taught me how to write a life plan. And because I’ve written that life plan and updated it every six months since 2003,

I have reason to be at my desk. I have a reason to be on the phone. I have a reason to send out the marketing that I send out.

I have a reason to build the websites that I build. I have a reason to do this and I have a reason to be a lifetime learner and constantly read what’s going on in our industry and books and podcasts and just news in general and making sure you’re on the forefront of that information.

and doing it every single day so that you can be of value to the people that you do meet and the people that you do know already and pass that along, it’s priceless. So my answer is consistency.

Scott Bursey (14:48)
Dan, that was absolute fire. Before we sign off, I know our pros have gotten massive value from your insights today. And for those of our listeners who wanna follow your journey or collaborate with you, what is the best way for them to reach you?

Dan Munford (14:51)
Thank you.

Cfund.us is our website and I am on LinkedIn under Cfund. am on Facebook under Cfund and I am on, and it’s Cfund.us or Cfund.us on Instagram as well.

Scott Bursey (15:19)
Dan Munford of Cfund everybody.

Dan Munford (15:20)
But in all honesty, the

easiest way to get a hold of me is Google my name, my phone number, email, everything is all out there. That’s another thing people miss that’s kind of funny is how do you get a hold of a realtor? You can’t, because you can’t find their email or phone number. But it’s everywhere, so just Google my name and I’m all out there.

Scott Bursey (15:38)
Dan, thank you so much for joining us today.

Dan Munford (15:41)
Thank you, appreciate it. That was fun.

Scott Bursey (15:42)
And for our listeners,

we appreciate each and every one of you. If you got value from today’s episode, please subscribe. We’ve got a lineup of exceptional guests, just like Dan, who are making huge moves in the market. Until next time, keep your standards high and your vision clear. We’ll see you in the next episode, everyone.