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There’s nothing like passively prospecting for potential customers by marketing your business through YouTube videos while you do other things. In this article, Noah Escobar shares his easy-to-follow, step-by-step process to earn over $150,000 in GCI in the past 15 months.
Escobar, a 24-year-old agent who started his career as an intern for me at Berkshire Hathaway HomeServices Beach Properties in Florida, found early success with three specific types of YouTube videos.
When asked why he decided to start recording and posting on YouTube, he said, “Before I came to intern at your company, I was making videos for my church, so I had a little experience with cameras. When I started interning and started While filming your videos, I saw how powerful they can be for your career. Based on this, when I graduated from college and started my career in sales, I knew I wanted video to be a big part of building my business.
Escobar started taking videos and his YouTube channel seriously in the first season of 2023. “I wanted to use it to help me complete the ‘know, like, trust’ sales funnel process for my business,” he said. “I focus on three specific types of videos. Each of these complements the others and helps me build awareness of my business. The videos are divided into three categories: community videos, infrastructure update videos, and checklist travel videos .
Escobar’s channel has grown steadily; his success proves that you don’t need a large audience to build a business on YouTube. The key is to focus on the types of videos your ideal customers want and are searching for.
YouTube is now the second largest search engine after Google. This means that most people who watch videos on YouTube come there looking for specific information. This is completely different from video views on Instagram or other non-search-driven social platforms.
“My first sale on YouTube came from a neighborhood video where I was discussing new homes being built and planned in a specific neighborhood. I was at the beach with my girlfriend and as we walked out of the bay I saw I had a voice mailbox. The voicemail read: “I saw your video highlighting Watersound Origins. I’m going to be in town in a few days and I wanted you to show us that neighborhood. Less than five days after seeing my video , they came to town and went into contract on a $1.2 million home that closed for cash two weeks later. Since then, I have closed on six homes in the neighborhood. “Escobar explained.
His first customer liked the video with only 600 views. This showed him that it wasn’t the number of views that mattered, but the quality of the views. He initially shot the videos himself, but soon found a photographer to shoot and edit the videos for him. He emphasizes this fact to ensure that anyone considering filming realizes that it can be done, regardless of whether they have past video experience.
Below is a breakdown of each type of film he’s shot, and includes slideshows he’s provided detailing his process for each style.
social video
Social videos are his most popular lead generation videos right now. In these videos, he highlights amenities, locations, housing types, and more in specific neighborhoods.
By focusing on the keywords people would use when looking for information about those specific communities, he has been able to rank at or near the top of organic searches on YouTube for the communities he highlights. He found that multiple films highlighting different phases of a community also enhanced his ability to be seen as an expert on that community.
“When I have multiple videos targeting a specific community, viewers will typically watch multiple of my videos. The more time they watch, the more opportunities I have to build a virtual rapport with them,” Escobar explains road.
Here’s the process he used and his thought process for each part of these films:
Infrastructure Update Video
At a time when most people are wondering what’s coming, Infrastructure Update Films allows him to produce content in areas that are being developed. In these videos, he describes the project, amenities and how it will impact the surrounding area.
As one of the first to post videos about many of these projects, he saw most of these videos appear at the top of organic searches for community names. As the project progressed, he subsequently released follow-up videos that reinforced his authority in finding new developments.
He highlights the national builder community by interviewing field sales members, building relationships that lead to referrals due to the value and exposure his videos bring to builders and communities. He did the same thing with local builders. These gave him exposure and additional searchable content. This type of win-win video results in listings with builders as well as buyer leads.
Here’s his process and thought process for the infrastructure update film:
List tour videos
Listing travel videos serves several purposes. The first is to market your listing professionally in a way that attracts buyers. The second is to present yourself as a professional marketer to gain more listing opportunities. The third is to use these videos as examples of the type of marketing he does for the clients he lists with. He shares these in his listing appointments to help him highlight his value and close more listings.
When Escobar first started his business, he had few properties. To overcome this problem, he offered to pay listing agents to list the film. He praised the listing agent when he featured the home and highlighted it in the video.
This creates a win-win-win situation for the seller, the real estate agent and him. The seller gave an extra, professional showing of his home to potential buyers. The listing broker is able to provide additional marketing to his/her sellers at no charge, and Escobar has additional content that can be used to attract buyers and present to potential listing clients.
Here is the process and process he follows to make these types of films:
“When I first started in this business, I knew I couldn’t run a business without actively finding clients. YouTube videos gave me a way to continue to passively find clients. I’ve been doing this for over a year now , my videos are watched day and night.
Analytics provided by YouTube show that I watched 240.6 hours in the past 28 days. When I break that down into average daily views, that means that people are watching my videos for an average of 8.6 hours a day. This exposure and prospecting is taking me and my business to a level that I wouldn’t be able to maintain if I had to be on the phone all the time,” Escobar said.
If you’ve been on the fence about making YouTube videos for your business, now is the time to make the commitment. Follow this blueprint and you will succeed.
To watch Noah Escobar’s videos and emulate them with your own local content, check out his YouTube channel.
Jimmy Burgess is CEO of Berkshire Hathaway HomeServices Beach Properties in Northwest Florida. Connect with him on Instagram and LinkedIn.
