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.
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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.
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.
