Located in Buford, Georgia (a metro Atlanta suburb), Sarah Maslowski was fairly new to the area when she started in real estate six years ago. A teacher in her prior professional life, Sarah admits she didn’t know what a career in real estate really entailed until she dove into it. The sphere she did have had a lower price point, and she believed that she was behind with using YouTube to grow her business. However, after diving into YouTube in the fall of 2020, she found that it opened up her lead generation to a wider swath of people. Sarah attributes over $100 million in transactions to YouTube – and over 75% of her business (more than 150 transactions!) directly tied to her presence on the platform.

Why YouTube works for agents:

· Your content works to attract leads 24/7

· Relocation buyers are able to find you so you can more easily capture out-of-state buyers

· It’s an inbound lead generation source – there’s no cold calling

Sarah found that being successful on YouTube required consistency. However, when done right, it doesn’t require a huge time commitment. In fact, she received her first buyer lead within the first couple of months of posting consistent content. Sarah suggests putting out one high quality video each week that’s about 10-15 minutes in length. The topics? Educating people on what it’s like – the good and the bad – to live in her area. YouTube delivers content to its viewers based on what they already watch. Therefore, when you’re creating content like this, it’s always relevant for potential clients.

Common roadblocks you can overcome:

· Road Block 1: “I need fancy equipment.” As Sarah has found, you can be successful on YouTube by starting simply. Sarah suggests three must-haves to get started. First, a smart phone, as it’s better quality than you think. Second, an inexpensive microphone. Your viewers can forgive a poor picture and bad editing. They will not watch if they can’t hear you well. Third, basic lighting. Face a window or use a cheap ring light. Good lighting builds instant credibility.

· Road Block 2: “I’m not tech savvy.” You don’t need know the ins and outs of technology to succeed on YouTube. In addition, Sarah’s 4-week course will provide checklists and templates for every technical aspect.

· Road Block 3: “I’m camera shy.” This is a limiting belief you’ll simply need to get over because it’s holding you back. You may never get used to seeing or hearing yourself on camera. However, we assure you, others won’t have these same hangups about you!

· Road Block 4: “I don’t have time.” Just putting aside 2-3 hours a week to record videos can build a stellar lead generating channel. If you are disciplined and consistent, creating content doesn’t have to be all-consuming. In fact, if you time block and batch your content, you can create an entire month’s worth in a day.

· Road Block 5: “I don’t know what videos to make.” Get inspiration for your content from other successful YouTube agents. You don’t have to recreate the wheel.

Content that works

As Sarah reminds us, you never know when someone may see your videos for the first time. That means two things: your content can overlap within the following categories and you can feel free to talk about the same topics over and over again.

Your goal isn’t to create content that goes viral. In fact, you aren’t creating content for everyone. You’re creating content for people looking for homes in your area. Sarah’s videos each average roughly 800-1000 views after a couple of weeks on YouTube. While the number of subscribers your channel has may seem like a great vanity analytic, but it does not necessarily relate to business converted.

· Living in <your city>: Give viewers a feel for local life before they visit.

· Cost of living in <your area>: Compare expenses to other areas and what buyers can expect.

· Neighborhood spotlights: Provide boots on the ground for people interested in learning what it’s like to live in that particular area. They love hearing your commentary about it –you’re the trusted expert.

· Pros and cons: Remember, one person’s negatives are often another people’s positives.

· Market info: This content isn’t necessarily evergreen. However, it’s an area where you can show off your knowledge and expertise.

Even if other agents in your town are on YouTube, there is enough business for everyone. Some people will relate to you, your personality, and your approach – and that connection matters. Don’t underestimate the value of the authenticity and information you provide.

Whether you’re brand new to YouTube or looking to get some direction on how to make it a viable lead generation source for your business, Sarah will provide a ton of actionable information for you in her upcoming 4-week course! She’ll cover the how-tos and mistakes she’s made in the past so that you don’t hit the same stumbling blocks and close business from your YouTube. Get details here. Inspire members get a special discount on the full-length course – visit here to get the promo code. Not an Inspire member? Find out how to become one here!