Tracking Your Marketing with Melissa McRay Johnson

April 15, 2022 melissa Uncategorized Comments Off on Tracking Your Marketing with Melissa McRay Johnson

Tracking Your Marketing with Melissa McRay Johnson

If you’re not tracking, you’re missing out. Why? Because marketing is likely going to be your biggest expense. But even if that’s not the case, you still want to keep an eye on it. How else would you know if what you’re spending on marketing is of any use to you at all? You want to be able to squeeze every single dime you can out of every single lead you get in every outreach you make. Melissa McRay Johnson gives us a few tips on how to do just that.

All of these questions, and more, are going to be answered by Melissa McRay Johnson. The points below are from the 25th episode of the Real Estate JAM, where Melissa talks about building systems and processes, how to start with marketing, the value of core values, and much more! Tune in on the full episode on YouTube, Spotify, or Apple Podcasts.

 

A Simple Spreadsheet

Melissa tracks her marketing just by using Google Sheets. It’s that basic and simple. You just break everything down into your different marketing channels. Drop-in how many leads come in from each of those channels. Then, you should put in how many of those leads were actual and viable leads (as some leads aren’t all that great). Next, you want to put in how many of those leads turned into appointments. You also want to put in how many of those appointments turned into contracts and how many of them became closed deals.

 

Are You Getting Your ROI?

Once you get those numbers down, you’re going to be able to see how much of the money you spent on marketing made a return on your investment. How much profit did you get per dollar spent? What’s the cost per lead? How about the cost per deal?

 

Identifying Problems

Your spreadsheet would also be able to show you your fallout rate. You could be racking up on leads, but most of them might just be falling out and not turning into appointments, contracts, or closed deals. From there, you could get a feel for any problems and create potential solutions to address those issues. It could be your message, the number of times you reach out, not being able to convert, not setting enough appointments, not establishing good rapport, and so much more! And, even if things work out now, keeping track of them helps you know when your strategies are starting to get outdated. “You don’t know where to go unless you know where you’ve been,” Melissa says.

 

Want to learn more? You can listen to the full episode on YouTube, Spotify, or Apple Podcasts.

 

About Melissa McRay Johnson:

Melissa Johnson has been flipping houses in San Antonio, TX since 2003, growing and expanding the business into a thriving real estate investment operation. With over 1000 houses flipped, she has also built a portfolio of rental properties and real estate notes while raising five children. She provides coaching, support, and education for other high level real estate investors nationwide. As co-founder of the San Antonio InvestHer meet up group and an active member of the Forbes Council on Real Estate, and the National Association of Women Business Owners, she is dedicated to the success and empowerment of women in business.

 

Outline of the Episode:

  • [00:47] Helping females build businesses by encouraging, educating, and empowering them. Melissa also shares her reason why she chose this path after her time in real estate.
  • [09:13] Building systems and processes for your business. When should you start documenting? WHY should you start documenting?
  • [18:05] Once you’ve built your systems and processes, how should you start with your marketing? Squeeze every single dime out of every lead you get!
  • [24:40] “You don’t know where to go unless you know where you’ve been.” Figure out which marketing channels are working better by tracking effectively!
  • [29:08] The value of culture and core values. Structure is important, but it’s also what’s on the heart that counts!
  • [30:49] How significantly do mentorship and education play into your career? Not only is a mentor/coach important, but a strong support system is great, too! Be ready to return the help to anyone who might need it.
  • [42:08] Closing Remarks and resource recommendations.

 

Resources:

 

Connect with the Real Estate JAM!