If you’ve ever wondered how sales and marketing overlap, where they differ, and how to improve at both, you need to read this.

Snappack co-founders Shannon Milligan and Dustin Brohm interviewed Chris Smith, founder of Curaytor and author of The Conversion Code.

Chris is an undisputed monster in the real estate sales and marketing world. He’s a USA Today bestselling author. He’s spoken at Inman.

Oh, and he founded a company making nearly $15 million in annual, recurring revenue without raising any venture capital.

His work has been featured in AdWeek, Forbes, Inc., Entrepreneur, Fortune, The Huffington Post and by many other publications.

Prior to Curaytor, Chris worked for a near-billion dollar company (Move Inc.), a startup that was acquired by Zillow Group for $108 million (DotLoop), and two billionaires—Dan Gilbert, founder of Quicken Loans and owner of the Cleveland Cavaliers, and Lou Pearlman, manager and producer of both NSYNC and the Backstreet Boys.

The man knows his stuff.

Shannon and Dustin hit him with questions about Facebook ads, lead funnels, and sales strategy.

Here’s what we learned.

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This article is part of a series: the Real Estate Marketing Conference series, drawn from talks, workshops, and demonstrations given at the Snappack REMM retreat.

Ask any realtor—and most people in general—to describe their business plan in a few sentences, and you’re likely to get the same answer:

“Ummmm…..”

Real estate is a business. Agents are entrepreneurs. It’s naive—but understandably commonplace—for agents to lack a developed business plan.

Shannon Milligan to the rescue.

For more than an hour on REMM Day 1, Shannon challenged and guided us to identify, quantify, and conquer our goals.

Here’s how.

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“No handshakes!”

I must have heard those words a dozen times as the weekend wrapped up. For every person I said goodbye to, a handshake wouldn’t do.

It had to be a hug.

A hug between two professionals is a perfect depiction of REMM as a whole. It captures the connection and positivity exhibited by 20+ would-be strangers. It conveys a sense of success we all felt. The weekend. The atmosphere. The camaraderie. The people.

In every measure I can think of, REMM was a soaring success.

The Real Estate Marketing Mastermind retreat in Park City, UT is a yearly meetup/mini-conference of real estate industry professionals, hosted by the founder of The Snappack, as featured on Inman.com.

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TJ Kelly, our Head of Development—ok, that’s me, I’m writing this about myself—was featured yesterday in an interview with Jason Frazier of the Snappack Live group. Snappack ranked #4 on our list of Best Facebook Groups for Real Estate last spring.

Jason interviewed me (for 45 minutes!) on this week’s episode of the group’s #SnappackLive web series about Real Estate SEO & Content Marketing, web CMSs, social media channels, and general modern marketing strategy.

I fielded Jason’s questions, plus several viewer-submitted questions in real time. Take a look at the video below, or hop around using the timecodes below!

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