Learn how real estate teams use youtube to get clients organically & at higher price points to help supplement their teams' growth!
If you’ve ever wondered how real estate teams use YouTube to get clients, you’re in for a treat. I recently sat down with Max Jones and Zac Morton of the Mojo Team, who have leveraged YouTube in extraordinary ways. With over 35 years in the real estate industry, I’ve seen a lot—but what these two have accomplished is truly inspiring.
Click here to listen to The Brian Icenhower Podcast.
VIDEO: How Real Estate Teams Use Youtube to Get Clients
The Mojo Team’s Success Story
Max and Zac lead a thriving real estate team of 15 agents and four administrative staff in Kansas City. Despite the challenging market conditions we’ve seen lately, their team is on track to close 325-350 transactions this year. Even more impressive? Their YouTube strategy has significantly elevated their average sales price from around $400,000 to between $600,000 and $1 million.
How have they done it? By becoming masters of hyper-local video content that attracts high-quality clients from across the country.
Leveraging Time and Building Evergreen Content
A key reason why real estate teams use YouTube to get clients is its incredible ability to leverage their time. Unlike traditional prospecting or even social media posts, YouTube videos remain evergreen. They continue generating views and attracting leads long after they’re posted.
Max and Zac spent about four hours per week each for the past two-and-a-half years creating content for their channel. Their reward? Over 14,000 hours of watch time—a tremendous return on investment.
This type of evergreen content is invaluable. Instead of constantly chasing new leads, their videos continually attract qualified prospects, creating a pipeline that sustains itself over time.
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FARM: The Real Estate Agent’s Ultimate Guide to Farming Neighborhoods
ONLINE COURSESCreate steady and predictable sources of commission income from targeted geographic communities.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.Audiobook
Since real estate agents are always on the move, your training must be too. This course provides a professional downloadable audiobook.Course curriculum
Enrollment includes access to the following course materials for 2 years
Module 1: Introduction to Farming- Workbook: Introduction to Farming
- Video: How to Select Your Farm
- Workbook: Flyers, Mailers, Seasonals and Updates
- Video: Flyers, Mailers, Seasonals and Updates
- Script: Just Sold
- Script: Just Listed
- Newsletter Templates by Month
- Just Sold Flyer and Postcard Templates
- Just Listed Flyer and Postcard Templates
- Now Offering Virtual Showings Postcard Template
- Direct Mail Marketing Companies
- Check-In: Module 2
- Workbook: Calling the Neighbors & Door-Knocking
- Video: Calling the Neighbors & Door-Knocking
- Script: Follow-Up for Neighbors
- Script: Door-Knocking
- Script: Just Sold
- Script: Just Listed
- Workbook: FSBOs & Expired Listings
- Video: For Sale By Owners & Expired Listings
- Expired Listing Postcard Template
- Script: FSBO Phone Call
- Script: Benefits of Listing with an Agent
- Script: The Watch Analogy
- Script: Expired Listing #1
- Script: Expired Listing #2
- Script: Expired Listing #3
- Workbook: Open Houses & Neighborhood Events
- Video: Open Houses & Neighborhood Events
- Script: Promoting Your Open House
- Script: Scheduling an Open House
- Script: Open House Security
- Script: Open House Buyer Conversion
- Script: When a Neighbor Walks In
- Client Appreciation Events Packet
- Open House System Checklist – fillable
- Open House System Checklist
- Open House Instagram Posts Template
- Open House Flyer Template
- Open House Facebook Posts Template
- Open House Timeline Graphic
- Luxury Open House Ideas
- Workbook: Email databases, campaigns and community websites
- Video: Creating Email Databases, Campaigns & Community Websites
- Email Campaigns
- Community Websites
- Search Updates
- Script: Email Campaigns
- Workbook: Farming with Social Media
- Video: Social Media Farming Methods
- Real Estate Farming Ideas to Farm an Entire City
- Script: Facebook Farming
- Video: Geographic Farming Scripts and Ideas for Real Estate Agents
- Farming Placement Graphic
About this course
- $199.00
- 58 lessons
- 3.5 hours of video content
Immediate Takeaways
Here is what you can expect to gain from taking this online course.
- SCRIPTS that help you know how to talk to your farm. Just Sold Script, Just Listing Script, Follow-Up for Neighbors Script, Door-Knocking Script, FSBO Phone Call Script, Benefits of Listing with an Agent Script, The Watch Analogy Script, Expired Listing Scripts, Promoting Your Open House Script, Scheduling Your Open House Script, Open House Security Script, Open House Buyer Conversion Script, When a Neighbor Walks In Script, Email Campaigns Script, Facebook Farming Script, and more.
- TOPICS that will help you learn how to farm successfully. Flyers, Mailers, Seasonals, and Updates, How to Door Knock, How to Work with FSBOs and Expireds, How to Host Open Houses and Neighborhood Events, How to Structure a Successful Email Campaign, How to Use Social Media to Farm, and more.
- OPTIONS for how you learn best. Each module provides a downloadable PDF chapter as well as a featured video of Brian Icenhower, teaching the topic at hand. At the beginning of the course, you are also provided with a full audiobook to listen to. So however you learn best -- we have an option for you!
Certification & Designation Upon Completion
In this ICC online course, you will receive an official designation of "Certified Geographic Farming Expert" or CGFE upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."
Jake Rockwell
Over 500 Units Sold Annually I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume Instructor Brian Icenhower.This course will help you learn the strategies and methods top producing real estate agents use to successfully farm neighborhoods to become the community real estate expert of choice.
Learn the systems that real estate coach Brian Icenhower implements with many of the top producing agents in the world to create steady and predictable sources of commission income from targeted geographic communities. Get the business generation strategies, techniques, scripts and tools to build your real estate geographic farming business from the ground up. We know not everyone learns the same way. For that reason, FARM: Ultimate Guide to Geographic Farming has videos, text modules, and a full audiobook. In addition, the text and audiobook are downloadable so you can keep this information for life, and take it with you wherever you go. We know this course will be valuable for your real estate business.
Become the neighborhood real estate expert of choice.
Learn the systems that real estate coach Brian Icenhower implements with many of the top producing agents in the world to create steady and predictable sources of commission income from targeted geographic communities. Get the business generation strategies, techniques, scripts and tools to build your real estate geographic farming business from the ground up. Add to CartAgent Financials
More about this real estate training course
Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
The Power of Consistency
Consistency is crucial when using YouTube to grow your real estate business. The Mojo Team emphasized the importance of feeding YouTube’s algorithm regularly. Whether posting once a week or once a month, sticking to a schedule is vital. YouTube rewards consistent creators by pushing their content higher in search results and recommended videos.
This consistency snowballs, turning modest initial viewership into a powerful, self-sustaining lead-generation engine. Their channel currently boasts over 207,700 views—and that number climbs daily, even without new uploads.
Types of Videos That Generate Leads
Max and Zac utilize three primary types of videos:
Neighborhood Tours: These in-person tours showcase homes and neighborhoods, giving viewers a genuine feel for local life.
Pros and Cons Videos: Honest discussions about the benefits and drawbacks of living in various neighborhoods build credibility and trust.
Map Tours: Screen-recorded videos guide potential buyers through neighborhoods digitally, highlighting essential amenities and locations.
This strategic content directly addresses what potential buyers care most about—location. Buyers relocating from other regions often turn to YouTube for detailed insights they can’t find on listing websites alone. By providing this valuable content, the Mojo Team has become the go-to resource for those relocating to Kansas City.
Hyper-Local Content Strategy
A critical element of how real estate teams use YouTube to get clients is by focusing on hyper-local keywords. The Mojo Team’s videos target specific neighborhoods rather than broader city-wide searches. This approach drastically reduces competition and ensures their videos rank higher on Google and YouTube.
Instead of competing against giants like Zillow or Realtor.com, they’re becoming the clear experts for specific neighborhoods, capturing buyers precisely when they’re most interested and ready to act.
The Incredible Quality of YouTube Leads
YouTube leads aren’t just plentiful; they’re exceptionally high-quality. Max and Zac described how prospects frequently reach out with ready-to-buy intentions, often within 30 days of initial contact. These clients, many relocating from pricier markets, often have excellent credit, secure employment, and even cash offers.
What’s unique about YouTube leads is the depth of trust and respect they’ve developed before reaching out. Potential clients have watched videos for months, creating a relationship similar to viewers following a favorite reality show. This dynamic means fewer objections, smoother transactions, and greater overall satisfaction.
Boosting Team Growth and Agent Attraction
One surprising benefit of their YouTube success is how effectively it’s helped attract high-quality agents. New team members quickly experience the value of YouTube leads firsthand—like an agent who landed a million-dollar listing on her first day. These experiences spread quickly through the local agent community, drawing top talent to the Mojo Team.
Over the past few months alone, their team nearly doubled in size, attracting experienced, high-performing agents. This attraction method is a powerful recruiting tool, enabling steady, sustainable growth.
The Importance of Dedicated Marketing Support
Creating a successful YouTube strategy requires dedicated administrative and marketing support. Max and Zac wisely invested in a robust administrative team, including video editors and a marketing director. Delegating tasks like video editing, which can be particularly time-consuming, prevents burnout and ensures consistency and high-quality content.
Their strategic decision to invest in dedicated marketing support—based on advice I’ve long advocated—has significantly contributed to their rapid growth and increased productivity.
This type of evergreen content is invaluable. Instead of constantly chasing new leads, their videos continually attract qualified prospects, creating a pipeline that sustains itself over time.
Brian Icenhower
Final Thoughts
Max Jones and Zac Morton’s YouTube strategy exemplifies precisely how real estate teams use YouTube to get clients. Through thoughtful planning, consistent execution, and a focus on hyper-local, evergreen content, they’ve created a dynamic lead-generation machine. Their success underscores the transformative power of leveraging digital platforms effectively.
Inspired yet? With careful planning and commitment, you can replicate their success in your market. Just remember: keep your content consistent, hyper-local, and always focused on providing exceptional value to your viewers.
