Leah Behr was sitting there without a closing for 3 months.

"I was terrified like I had never been in a place in my business where there wasn't production."

For years, she'd been supporting her family's real estate team in Colorado Springs. Making decent income, never having to hunt for business.

Then 2024 hit. Team production was down.

Leah already had 33,000 Instagram followers. For years, she'd been a fashion blogger, posting outfits, lifestyle content, building a massive audience.

She'd even considered making blogging her full-time gig while staying home with her daughter.

But she'd NEVER posted about real estate. Not once.

"I thought someone was going to challenge what I said. I had imposter syndrome, plain and simple."

Today, 40% of her business comes from Instagram.

This is how she did it.

— Andrew

Part I: The Local Content Strategy That Generated Million-Dollar DMs

People started reaching out saying:

"Hey, I didn't even know I was going to be moving here, but when I had visited, I saw you sharing things to do, and then I knew when I needed a realtor, I was gonna reach out to you."

The fashion blogger afraid to talk about contracts was now closing millions from restaurant posts.

Part II: What People Really Want to See on Instagram

Her target avatar?

"It's me. I want to attract myself as a client."

She filmed content at a ranch, brought all her nieces and nephews:

"Wait, someone's riding a train with her kids in the middle of the city. What is this? I want to know more."

Listing videos? Nice but not viral.

Local experiences? That's where the magic happens.

Part III: The Follow-Up Strategy That Turned Silence Into 3 Listings

3 listings, from following up on a dead lead.

"That was the perfect demonstration of how much I needed to get over myself and my own belief that people are bothered by you contacting them."

Part IV:The Weekly Posting System That Changed Everything

Her content hack: "I'm constantly thinking about the B-roll that I could be shooting and how I could turn that into a post."

Example: 

• Family paddleboarding trip = film 30 seconds of footage

• Best water activities in Colorado Springs post = 3 DMs from potential clients

The permission slip: "I will be detail oriented on the contracts and the real estate side, but when it comes to Instagram, like, whatever, if there's a typo."

Last year, this "organized chaos" system generated 40% of her $17 million volume.

Part V: The Truth About Views Nobody Talks About

Everyone's obsessed with going viral.

Leah has different math:

"What is performing? If I got 2000 people to see that client review for free, that's meaningful. If you got 1000 people to see it for free, that's meaningful."

Her ROI calculation:

• 1,000 views on a client review

• 3% see it and remember you when they need an agent

• That's 30 potential clients who now know you're credible

• Free marketing that would cost $100+ in ads

"Sometimes the viral videos aren't bringing in your ideal client."

She'd rather have: "Meaningful content that 1000 people get to see versus 100,000 people at times."

Her listing videos? 2,000 views. Her playground guide? 8,000 views and 5 DMs from moms moving to the area.

Which would you rather have?

Part VI: The Transaction Coordinator Revelation That Changed Everything

For 12 years, Leah personally transaction coordinated deals for her family team.

The reality she lived:

• 80-150 transactions per year as a team

• "I would take the buyer, Renee (her mother-in-law) would take the listings”

• "We were very much in it"

• All while trying to sell and generate business

Her admission after finally hiring a TC:

"I cannot believe we haven't hired a transaction coordinator sooner. Now that we're here, it's kind of mind blowing."

Here's what she learned:

Don't combine roles: "Finding an expert TC is such a game changer. Admin may not always get the details of a transaction coordinator right. They have a different skill set."

The separation that works: "We've completely separated the admin and the TC role to go all in on a TC and have an admin do other administrative tasks."

Why it matters: "It's also a ton of work to put on a person for five people like our team."

After 12 years of doing it herself, her message is crystal clear:

"My advice to everybody is find a good TC sooner, because it's a game changer."

The woman who transaction coordinated while selling for over a decade wants you to learn from her mistake: hire the TC now, not later.

The Closing Truth

Leah learned from the best - her father-in-law who built the number one independent brokerage in Colorado Springs.

The core philosophy:

"It's really not about the sale, it's about the person and the relationship."

• She's talked clients out of houses that would be money pits.

• She posts with typos while Luna needs snacks.

• She went from supporting others to building her own $17 million production.

All because she stopped being afraid of bothering people and started being helpful.

Whether that's sharing the best playgrounds or finding them their dream home.

The woman, terrified of posting now says:

"Instagram is just an extension of my business. It's a tool in the toolbox. It's a pretty good tool."

WANT THE FULL STRATEGY?

Search From 0 Sales to $17M: How Instagram Saved Her Real Estate Business on YouTube or your favorite podcast app to watch the complete episode now!