Table of Contents

• Reverse engineer your market
• Serve before you meet
• Follow the top producers and copy what works
• Track the right metrics (so you stop guessing)
• Set clear production and client goals
• Content strategy: long-form vs short-form
• 10 gamechanging tools for your website
• Step-by-step implementation plan
• Download Our FREE Guides to Level Up Your Real Estate Game
• FAQ

Reverse engineer your market

Start with data: how many homes sold in your market last year and why they sold. Pull transaction records and public sale data, then identify the agents who closed those deals. Instead of guessing what works in your market, reverse engineer the success of people already doing the numbers you want.

Ask these questions about each transaction:

• Was this a buyer or seller lead?
• Why did the client choose that agent?
• What content, if any, did the agent produce that likely influenced the decision?

Serve before you meet

Lead generation today is largely passive prospecting. Create content that answers buyer and seller questions before you ever sit down with them. Be useful up front: explain common pitfalls, present neighborhood insights, and walk people through processes—so when a prospect is ready, they already trust you.

Focus on these content goals:

• Answer questions people are searching for online.
• Show competence with real examples and predictable workflows.
• Make contact easy with clear guides and simple intake forms.

Follow the top producers and copy what works

Talk to your local title company and request the top 250 list. Look at the top 50 and pick five agents you resonate with. Study their public content—YouTube videos, short-form social posts, websites, and blogs—and then do what they do in your voice.

“Rip off and repeat” doesn’t mean stealing—it means modeling proven formats and adapting them to your niche. If a certain video format converts in your market, create your version of that format and optimize for your audience.

Track the right metrics (so you stop guessing)

Tracking is nonnegotiable. If you don’t measure, you can’t repeat or scale what’s working. Track both content-level metrics and funnel metrics.

• Content metrics: views, watch time, likes, comments, shares on both short-form and long-form content.
• Engagement metrics: which posts drive website visits, which posts generate inquiries, and which posts lead to booked appointments.
• Funnel metrics: website visits → guide downloads → intake form completions → appointments scheduled → closed transactions.

Make sure your website captures the visitor’s next step: a downloadable guide, an intake form, or a short quiz. Track who fills these out so you can tie content to actual leads.

Set clear production and client goals

Decide how many families you want to serve this year. Write it down. Work backwards from that goal:

1. Find how many closed deals it takes to hit the goal.
2. Identify the top agents already closing that many deals.
3. Model their content and systems to reach the same outcomes.

For example: if your goal is 24 families a year, that’s two per month. Use your content and tracking to confirm you’re hitting the volume of leads and conversion rates needed to reach two closings a month.

Content strategy: long-form vs short-form

Both styles are essential but serve different roles.

• Short-form (Instagram reels, TikTok, YouTube Shorts) is excellent for quick tips, neighborhood highlights, and repeatable formats that build awareness and engagement.
• Long-form (YouTube 15+ minutes, blogs) is where you demonstrate expertise, answer complex questions, and capture search traffic on Google and YouTube.

Use short-form to attract and long-form to convert. Make sure every piece of content has a clear next step: link to a guide, a website page, or an intake form.

Real example to copy

Find an agent in your market who closed many deals and identify the patterns in their content: topics, post frequency, calls to action, and on-page capture. Then create a simple content map with those elements and follow it consistently.

10 gamechanging tools for your website

These categories will make your site convert better and help you track where leads come from.

• CRM to capture lead source and manage follow up
• Website analytics to track traffic sources and behavior
• Video hosting or a YouTube channel integrated with your site
• Landing pages optimized for guide downloads and lead capture
• Email marketing for nurture sequences and listing alerts
• Intake forms that feed straight into your CRM
• Calendaring to let prospects book discovery calls
• Chat / conversational tools to capture immediate interest
• SEO tools to find and rank for local buyer and seller queries
• Automations to move leads through your funnel without manual work

Step-by-step implementation plan

Follow this simple SOP to start tracking and scaling.

1. Decide how many families you want to serve this year and write it down.
2. Request the top 250 list from your title company and review the top 50.
3. Pick five agents you resonate with and map their content formats and cadence.
4. Create a content map: 3 short-form templates + 1 long-form topic per week.
5. Build or optimize a website landing page with a downloadable guide and an intake form.
6. Set up tracking: UTM tags, analytics, and CRM capture for every download and form submission.
7. Measure weekly: views, comments, website visits, downloads, intake forms, calls booked.
8. Double down on formats that create leads. Stop doing what doesn’t move the needle.

Keep it simple. Use your phone for content, focus on topics people search for, and make every piece of content serve a measurable next step.

Download Our FREE Guides

Download our free guides to level up your real estate game. These practical, ready-to-use guides cover technology and automation, must-have website tools, and step-by-step strategies for maximizing your YouTube channel—everything you need to start tracking results, capture more leads, and convert viewers into clients. Grab them now and start implementing proven systems that move the needle.

How to Use Technology to Automate Your Real Estate Business from A to Z

10 Game-changing Tools You Need On Your Real Estate Website

Maximizing your YouTube channel for Real Estate Agents Guide

FAQ

How do I get the top 250 list from my title company?

Contact the local title or escrow companies and request a market report or agent transaction list. Explain you want a producer list for market research. Many title companies provide this for referral or networking reasons. If one refuses, try multiple offices or check public transaction records through county property records.

Which metrics matter most for content performance?

Start with these: views (reach), watch time or average view duration (engagement), comments and shares (social proof), website clicks from each post (traffic), guide downloads or form fills (lead capture), and booked appointments (conversion). Track these in a simple spreadsheet or dashboard.

Short-form or long-form: which should I start with?

Both, but if you must prioritize, start with short-form to build awareness quickly and long-form to capture search traffic and demonstrate expertise. Use short-form to drive traffic to long-form pieces and your website landing pages.

What should I put in a downloadable guide to make it convert?

Provide clear, local-specific value: neighborhood pricing trends, step-by-step selling checklists, buyer negotiation tips, or a local school and amenity guide. Make the guide practical, brief, and actionable. End with a clear next step and an intake form link.

How often should I review my tracking and adjust?

Review content metrics weekly for immediate signals and perform a deeper analysis monthly. Quarterly, evaluate which formats and topics generate the most leads and reallocate effort accordingly.

Can I replicate top agents without contacting them?

Yes. Study their public content—what they post, the topics that get attention, post length, and CTAs. Model the formats that resonate, then adapt them to your voice and niche. Consistency and local relevance matter more than originality in formats.