February 5, 2023


The Joy Of Businnes

How Walker & Dunlop Launched A Webcast & Generated 1500 Registrations In 1 Week

How Walker & Dunlop Launched A Webcast & Generated 1500 Registrations In 1 Week

Walker & Dunlop is an business that funds commercial genuine estate qualities. The company’s SVP of marketing, Chris Zegal, is constantly centered on strengthening and expanding the company’s brand with an ground breaking solution to shopper outreach, which turned even extra paramount amid the Covid-19 pandemic.

It was important for the marketing crew to communicate that Walker & Dunlop was still alive and properly. The enterprise had to let shoppers and prospective clients know that funding bargains have been still getting done and that they could count on Walker & Dunlop to be a voice of clarity and self confidence in a industry that was suddenly dealing with uncertainty.

The Problem

Supplied the significant sums of revenue changing hands, industrial real estate finance is an industry created on trusted associations. Traditionally, income teams throughout the industry relied on deal with-to-facial area shopper conversation to showcase their experience, create have faith in and shut offers at conferences, on golfing programs, above dinners and wine and probably even cigars. So, how could the company construct digital relationships — at scale — to instill believe in and client engagement when vacation and situations experienced occur to a total halt?

Promoting recognized quite a few crucial ambitions to remedy this problem, these kinds of as:


  • Continuing to screen a assured manufacturer and extending its management in main markets
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  • Building consciousness and fueling expansion for significant-progress get started-up divisions and
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  • Offering advertising and marketing and gross sales help for funding and home profits teams throughout the country, spanning 250 brokers and bankers.
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Walker & Dunlop’s CEO, Willy Walker, noticed an opportunity to build a substantial-visibility weekly webcast that would enable build the company’s standing as a thought chief in the business true estate house. To that stop, he tasked the internet marketing team with “building our brand as big and rapidly as we can.”

The Answer

Soon after recalling that Walker needed the webcast launched “next week,” Zegal turned to Folloze, a purchaser experience system, to help his team establish out a sequence of customer-experiencing webcasts that includes Walker and empower Walker & Dunlop’s 200-sturdy product sales force to change virtual associations into earnings-producing opportunities.

The program was to create an integrated, multichannel program with Walker on a digital centre stage, interviewing significant-profile guests this kind of as governors, NBA stars, Harvard professors and top economists. The goal with “Walker Webcast” was to produce excitement for the company’s part in business genuine estate funding, provide new views, generate inspiration and foster schooling for all types of individual matters, such as how to be a far better leader, are living a healthier life style and develop into a superior citizen.

The webcast sequence was launched in much less than a 7 days, with Folloze as the articles and engagement hub. Walker & Dunlop relied on Folloze Boards, which are blank electronic canvases that enable marketers establish written content-wealthy places and strategies across the full B2B journey. The Boards are made to remodel client facts, such as firmographic, acquiring stage and intent, into memorable acquiring encounters that guidebook consumers via every single phase of their journey.

Zegal stated the proof of how uncomplicated it is to do the job with Folloze Boards is that no a person on the team even talks about it — “it’s seamless: You create graphics, drag and fall and it’s carried out.”

Walker & Dunlop also designed social media outreach programs all-around the webcasts, produced a massive YouTube subsequent and turned the webcast into a podcast.

The Effects

The webcast turned a weekly engagement touch point with shoppers, traders, recruits and personnel — holding Walker & Dunlop top of head.

“The weekly collection has become the greatest webcast in our field, with additional than five million sights across all channels — and we’ve surpassed far more than 100 episodes,” Zegal explained. “Folloze will make it quick to deal with and showcase a massive amount of money of content material each 7 days.”

Critical effects of the collaboration with Folloze, the “Walker Webcast” and adjacent supplies include:


  • The podcast landing in the prime 3% of all small business podcasts, in terms of downloads
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  • 1,500 registrations the very first week of “Walker Webcast”
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  • A lot more than 5 million webcast views throughout channels
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  • “Winning multiple awards and obtaining numerous accolades,” in accordance to Zegal
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  • A lot more than 100 episodes posted and counting and
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  • 150,000 guests to Walker & Dunlop’s Folloze Board to day.
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“Men and women appear to us for our experience with anything that is fairly intricate, so there is an aspect of have faith in and familiarity concerned,” Zegal reported. “Engagement is significant with this audience. Folloze aids us venture that standing as a company that our shoppers want to perform with.”

Thanks to details from analytics integrated into the Folloze system by using companion Demandbase, Walker & Dunlop also found out a superior correlation between engagement with current and web-new shoppers with the manufacturer system: 69% of current active accounts and 64% of new accounts participated in the Walker Webcasts.

“Most drastically, $7.5 billion of web-new transaction volume in 2020 came from organizations that attended the webcast,” Zegal said. “So, we acquired share, and we became No. 1 in our industry in that yr — although many others have been having difficulties, we rose to the top rated.”

From a CRM standpoint, Zegal mentioned the webcasts have proven to be wonderful dialogue starters and a effective re-engagement tool.

“We had one consumer that watched 40 webcasts,” he explained. “People are engaged, and engagement turns digital relationships into actual interactions and serious monetary benefit. It also alterations the dynamic with our CEO — when he walks in a space through a income connect with, his presence has a halo outcome.”

Zegal reported he also options to roll out Folloze to more account teams throughout the enterprise to develop spot web-sites with personalised material for essential customers.

“One of the explanations we went with Folloze was that we knew that it worked within just our ecosystem, in just our tech stack,” he described. “There is a large amount of likely to extend what we’re undertaking with Folloze, support build superior relationships and cross-market into our critical accounts.”