There is a playbook to generate 5 to 50+ leads from practically every YouTube video. And the second you start using it - it’ll change how you think about generating leads.

The bad part? It’s simple but not easy. The best part? You can set it up once & repurpose on nearly every video.

It’s less than a 3 minute read. Enjoy!

— Andrew

Playbook

Want consistent lead flow that doesn’t cost 33% of your top-line revenue per lead? But is still similar to working with Sphere of Influence, Referrals, and Past Clients?

Matt Leicht cracked the code on YouTube.

He consistently brings in 400 leads a year.

Converting 9-11% for $20,000,000+ in additional sales.

But the best part is many of these leads are already warmed up and want to work with Matt.

They’re like, come list me calls.

The biggest problem most real estate YouTube channels face is how to bring in consistent lead flow.

Not just the leads who email, text, or call you and want to work with you.

But 5, 20, or 100+ leads from 1 video so you can nurture long term.

That’s why I interviewed Matt on Breaking and Building Leaders.

So, I want to show you his new construction lead magnet strategy and how it can work for you no matter the market, and even for topics outside of new construction.

Here’s his top performing YouTube videos:

So, what are some of his most proven topic angles for YouTube videos?

By looking at this, you can create a content strategy.

1. Community Tours

   1. Single Community Videos

   2. Multiple Communities

2. Home Tours

   1. Model Home Tours

3. Informational

   1. Lists

   2. Ranking

   3. Comparison/Versus

   4. Contrast - most affordable, #1, best, luxury, etc.

But then he also does more macro topics:

• moving to Sarasota

• living in Sarasota

• coming soon to Sarasota

This helps create a well-rounded strategy with multiple layers.

The purpose of the content falls within a few buckets:

1. Awareness - get attention from people moving to the area and looking for new homes.

2. Interest - funnel people interested in new homes and specific communities he wants to sell in to lead magnets they will be interested in.

What are lead magnets?

Lead magnets are basically just simple downloads people can get by trading their email or more info.

The key is finding something so valuable they will give you their info for, but luckily there’s a few examples:

A few of the best-performing ones are:

1. New construction price sheets

2. New construction comparison sheets

3. New construction rankings

You can easily make these “PDFs” using Canva and software like Mailchimp to create landing pages.

But how do you get people to download them?

Think of this call to action as an ad in your video, like a TV commercial.

TV commercials come every 15 minutes for a 30-minute or 60-minute show.

But the simple answer is that after you deliver enough information for them to want more, like 50% or 75% of the way through, you can finally tell them how to download it.

You put the link in the description and first pinned comment.

Another little hack is foreshadowing it earlier in the video.

Now you have a strategic video like a video sales letter to generate leads, but there’s a few more hacks:

1. You can place these videos in descriptions of other new construction videos

2. You can put these lead magnets in descriptions of other new construction videos

3. You can pitch these videos at the end of other videos to send traffic

Then, as you continue making more new construction videos, you start to build this huge web throughout your channel.

The is important because different demographics, different personalities, and people at different stages of their own consumer journey will reach out in different ways.

That’s why we recommend having custom YouTube only:

1. Email - info, hello, firstname.lastname @domain.com

2. Phone number - virtual phone number routed to your main

3. Landing page - domain.com/(youtube or getting-started)

So that you can track them because people emailing, calling/texting, and filling out those YouTube specific only forms will only come from YouTube.

But it also gives people different ways to get in touch with you.

Understanding lead flow is important because, at a certain size and scale, you can start doing more to fix leaky holes in the ship.

Here’s a few examples of ways to catch people who may watch your videos but never become a lead or client:

1. Email Newsletters

2. Conversation starter emails

3. 1 to 1 outreach

4. Ads

5. Retargeting

But that’s Matt Leicht’s 400 leads & $20 million sales lead gen strategy.

If you’re wondering what to do outside of new construction, think about it like this:

• Neighborhood ranking sheet

• City comparison sheets

• Home price sheets

• Market breakdowns

• Newsletters

Etc.

Ok, that’s a wrap!

If you want to go deeper, check out the podcast episode, where he shared way more about his YouTube strategies: