The Trap of Design-Only Real Estate Websites

There is an entire category of real estate website companies whose entire value proposition is aesthetics. They’ll show you stunning portfolio pieces. They’ll talk about brand presence and luxury positioning. They’ll charge you a premium setup fee and a recurring monthly cost  and what you’ll get is a site that looks the part. What you won’t get is a system. No forced registration to capture lead identity at the moment of peak interest. No behavioral tracking to understand who’s visiting, what properties they are looking at, and when they return. No CRM integration to turn anonymous web traffic into a manageable sales pipeline. No progression architecture to move a stranger from a first click to a booked appointment or a showroom visit. And perhaps most critically — no ROI. Talk to agents or developers who’ve used these aesthetic-first services for 12 months. Ask them how many qualified leads they generated. Ask them how much market share they captured. The silence is telling. These real estate website companies aren’t building you a revenue tool. They’re building you a brochure to show at a listing presentation.

The Technology Gap in High-End Broker and Developer Websites

Here’s what the design-first companies don’t advertise: their underlying technology is thin. One major player in this space is essentially a beautifully designed homepage layered over a collection of third-party WordPress plugins. These plugins weren’t built for high-volume real estate revenue, they weren’t built to work seamlessly together, and they certainly weren’t built to scale for a 100-agent brokerage or a $100M pre-construction development. When something breaks, you wait. When you need a structural change, you submit a support ticket and hope. When you want to understand how your real estate marketing system is actually performing, the data simply isn’t there. When you want to understand how your real estate marketing system is actually performing, the data simply isn’t there. This is the part that should make you angry: you’re paying premium prices for infrastructure that was never designed to produce revenue. It was designed to look good in a sales pitch. The question is not whether your website looks like a luxury brand. The question is whether it operates like a revenue system.

The Launch Timeline Problem

Let’s talk about time because in real estate, time is inventory. The industry standard for getting a custom real estate website built and launched through a traditional agency is 3 to 4 months at best. We’ve spoken with brokers and developers who waited close to two years. Two years of paying monthly fees. Two years of delayed pipeline. Two years of search traffic you missed. Every month you spend waiting for a website to launch is a month of leads that went into your competitor’s CRM. When your business depends on speed-to-lead and market capture, being fast matters.

What a High-Converting Real Estate Website Actually Does

At TREMGroup, we built IDXBoost because we believed the industry deserved better, not just better-looking, but better-performing. The technology behind our websites was engineered specifically for one purpose: to move a stranger through a structured digital transformation toward a transaction. Here is what actual infrastructure looks like:

• Identity Capture: Forced registration that captures name, email, and phone the exact moment a buyer engages with a property or project.
• Behavioral Intelligence: Tracking that tells you exactly what a lead is searching for, their price range, and the neighborhoods they keep coming back to.
• Seamless CRM Routing: Every visitor becomes a manageable lead (via Follow Up Boss or your preferred CRM) with a structured follow-up action plan attached instantly.

It means your website is not waiting for you to do something with it. It’s actively working the Rabbit Hole.

Speed Without Sacrificing Luxury Quality

We can have a fully integrated website live in 48 hours when we have all the assets. In a standard engagement — accounting for client feedback, revisions, and custom branding — our typical launch window is 2 to 4 weeks. Not 3 months. Not 6 months. Not 2 years. Because we built IDXBoost specifically for real estate operators, clients who want to make changes themselves can. The platform is intuitive enough that you don’t need to file a support ticket and wait three days to update a developer’s floor plan or add a new team member. You can do it yourself — or hand it to our Operations team. Either way, it gets done fast. Our Google reviews reflect this. Top producers consistently mention the speed, the quality, and the fact that the system actually generates pipeline.

Luxury Design + Revenue Infrastructure (The TREMGroup Standard)

Here’s what separates a TREM Group website from what most agents and developers have been sold: we don’t ask you to choose between a beautiful site and a functional one. The professionals winning in their markets are not just the best-looking brands online. They are the operators with the best systems behind their brand. They capture the traffic their competitors miss. Their Speed-to-Lead is under 5 minutes. They know more about their prospects before they ever get on a phone call. And they convert at a higher rate — not because they’re better salespeople, but because their system is doing the heavy lifting. Your website should be the hardest-working member of your team. Not just the best-dressed.

The Real Cost of Choosing the Wrong Real Estate Website Design

Agents often look at the price difference between a design-first website company and TREMGroup and think they’re comparing the same thing. They’re not. When you buy a design-only website, you’re buying one layer: the visual layer. The capture layer, the CRM layer, the behavioral tracking layer — all of that is missing. You’ll eventually try to bolt those pieces together through separate subscriptions and vendors that don’t talk to each other. The hidden cost of the wrong website is not the setup fee. It’s the leads you didn’t capture, the pipeline you didn’t build, and the time you spent waiting for a brochure to do the job of a machine.

What Serious Real Estate Operators Know

The agents, teams, brokers, and developers who are generating consistent business from their digital presence understand something the rest of the market doesn’t. A website is not a destination. It is the entry point into a system. The system is what moves people. The system is what creates revenue. Without the system, even the most beautiful luxury real estate website in your market is just overhead. That’s the uncomfortable truth nobody in real estate web design wants to say out loud. Because if they did, they’d have to explain why they’ve been selling you the one piece that doesn’t close deals. We build the whole system. From the first search to the final transaction. That’s The Rabbit Hole. And it starts with a website that actually works. Ready to see what real estate website design built for revenue looks like? Talk to our team.   About TREMGroup TREMGroup is a structured revenue architecture firm for real estate professionals. We design and deploy full digital transformation systems — from luxury websites and lead generation to CRM infrastructure and marketing programs — with one objective: moving strangers to transactions, predictably.

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The post You Paid for a Beautiful Luxury Real Estate Website. So Why Isn’t Your Phone Ringing? appeared first on TREMGroup.

Why speed to lead is no longer optional for real estate agents 

Most agents understand the importance of generating online leads. What many underestimate is how quickly those leads lose value. Today’s buyers act in moments of intent. When someone requests information or books a showing, that interest has a short window. Without a system to respond efficiently, opportunities fade and competitors step in. Speed-to-lead isn’t about being available 24/7. Effective response depends on having the right structure in place, automated acknowledgments, smart routing, immediate alerts, and clear response frameworks. The goal is a structured speed.

Not all leads are equal: Learn to read buyer intent

Not every inquiry carries the same weight. Behind every form submission is a pattern of behavior, and behavior reveals intent. Some buyers explore casually. Others signal urgency through the properties they revisit, the details they request, or the speed at which they engage. The real distinction lies in their digital behavior, not their basic contact details. Understanding intent allows agents to prioritize intelligently, personalize follow-up, and match their level of urgency to the buyer’s readiness. For professionals focused on improving their lead generation for realtors strategy, behavioral insight becomes a critical advantage. The agents who convert consistently are not necessarily the ones with the most leads, they’re the ones who know how to categorize, prioritize, and respond based on behavior.

Real Estate Follow-Up Systems: Why Consistency Beats Motivation

Deals are rarely lost because of a lack of talent; more often, they’re lost because follow-up lacks structure. In real estate, timing doesn’t always align. A prospect may not be ready today, but that doesn’t eliminate the opportunity. Without a defined process to remain present, conversations lose momentum and eventually disappear. Strong follow-up is built on intentional design, not reminders or bursts of motivation. Pre-scheduled touchpoints, multi-channel communication, and value-driven outreach integrated into a clear workflow ensure consistency over time. In a competitive market, the agents who convert consistently aren’t the most aggressive. They’re the most disciplined, maintaining visibility and relevance throughout the decision cycle.

Optimize for conversion, not just visibility

Visibility matters. But traffic alone doesn’t produce results. An effective real estate website design shouldn’t focus only on aesthetics; it should capture inquiries, reveal what buyers care about, and trigger immediate follow-up through your CRM. When someone spends time exploring specific properties or neighborhoods, that isn’t casual browsing: it’s decision-making in progress. Your outreach should reflect that level of intent. The window to act is small, and research shows that the odds of qualifying a lead drop dramatically after just five minutes. The first conversation shouldn’t feel pressured. It should bring clarity, budget, timing, and goals. When marketing is built around behavioral data, structured follow-up, and fast response, it stops being guesswork and becomes a predictable, scalable system for turning online interest into real closings. As Stephen Matsumoto, Chief Marketing Officer at The Real Estate Marketing Group, who has delivered over $5 billion in sales for the clients, explains: “Marketing isn’t about chasing more leads — it’s about capturing intent and responding with speed.”

Final Thoughts

Real estate marketing has evolved. Strong branding and consistent lead generation are important, but they’re no longer differentiators on their own. What separates high-performing agents today is how intentionally they manage what happens after attention is captured. Growth is driven by structure, responding while intent is high, interpreting behavioral signals, and maintaining disciplined follow-up within a conversion-focused digital environment. This is why a structured real estate digital marketing approach consistently outperforms ad-hoc tactics. These aren’t advanced strategies; they’re quickly becoming the new industry standard. Our inclusion in the conversation with Redfin reflects what we continue to see across markets: the professionals who outperform are those who approach marketing as a system, integrated, measurable and built for long-term performance.  

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The post Real Estate Marketing Systems Behind High-Converting Agents – As Featured on Redfin appeared first on TREMGroup.

Overview

One serious buyer registered on Josh Ziegelbaum’s website through an online ad and was followed up with right away. Even though the buyer wasn’t ready to move immediately, Josh maintained consistent communication through calls, emails, and automated follow-ups over several months. That same buyer eventually purchased a $925,000 home in January 2025 and later came back again to list a house for $613,000 in September 2025. One online lead turned into repeat business by staying consistent and patient with follow-up. This case study highlights how effective real estate marketing and consistent follow-up create long-term value, not just immediate conversions.

The Entry Point: A Serious Buyer Registers

The journey began on August 25, 2024, when a prospect entered Josh’s real estate pipeline by registering on his website after engaging with an online advertisement. The system immediately triggered an automated email response, ensuring instant engagement, and Josh followed up personally with calls to establish contact and understand the buyer’s goals. This immediate response is a critical component of high-performing real estate marketing strategies.

Consistency Builds Trust

Over the following weeks, Josh stayed in consistent contact through calls and emails, supported by automated real estate lead generation workflows. Follow-ups on September 6 and 20, October 3 and 11, and a check-in email on October 28 kept the relationship warm without pressure. The buyer wasn’t ready yet, but consistent communication kept the agent top-of-mind.

Intent Reappears

On October 26, the prospect returned to the website and filled out another form, signaling renewed interest. Josh called the same day and continued following up into November.  Even when a call on November 29 revealed the phone number on file was incorrect, Josh didn’t drop the lead. He tracked down the correct number, called again on November 30, and finally reconnected.

From Conversation to Action

That persistence paid off. During the November 30 call, Josh and the buyer aligned clearly on next steps and scheduled an in-person showing for December 3. What started as a months-long digital conversation finally turned into real-world momentum. This moment highlights a key truth: real estate marketing supports relationships, but agents close deals.

The First Win: Real Estate Listing Secured

In January 2025, the buyer purchased a home in Fort Lauderdale for $925,000. A lead that first registered five months earlier officially converted into a closed sale, formalizing the professional relationship and setting the stage for transaction to follow.

Second Transaction: Repeat Business

The story didn’t end at the closing. In September 2025, the same client returned again—this time signing a listing at $613,000. One original online lead evolved into repeat business across different transaction types.

The Result: Real Estate Marketing Built for Long-Term Growth

This wasn’t a quick win. It was a long-term success. Through automated responses, consistent CRM follow-up, and personal persistence, Josh transformed a single qualified lead into multiple revenue opportunities. One system. One relationship. Long-term results. This case study demonstrates how real estate marketing, when executed correctly, produces predictable and scalable results. TREMGroup’s real estate lead generation systems are designed to convert real estate interest into long-term revenue, not just one-time transactions.

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The post How One Lead Generated $1.54M In Transactions Using a Proven Real Estate Marketing Strategy appeared first on TREMGroup.

Introduction to Real Estate Marketing

If you’re a real estate agent who’s tired of pouring money into ads that don’t convert, it’s time to understand what a true real estate marketing system looks like — one built to turn cold online leads into real clients and closings. Most agents wake up already in motion — juggling clients, chasing leads, updating listings, replying to cold messages that go nowhere. By the end of the week, they’ve spent hundreds (sometimes thousands) on ads or lead platforms that promise results, but all they really gain is frustration. The truth is, it’s not their effort that’s broken — it’s the system. They’re trying to scale without structure, throwing time and money into tactics instead of processes. That’s where a real estate marketing system changes everything: it replaces guesswork with predictability, chaos with control, and endless hustle with measurable growth.
At TREM Group, we’ve built and refined a proven 6-layer process called The Rabbit Hole, used by top agents and developers to generate predictable, measurable results from online marketing. This isn’t theory — it’s the same system behind over $5 billion in real estate sales across Florida and beyond.

The 6 Layers of a Real Estate Marketing System

The Rabbit Hole is built on six layers:

• • 3 online layers that handle traffic and conversion

• 3 offline layers that handle qualification and sales

Let’s break it down.

Layers 1–3: The Online Side of Real Estate Marketing

These layers focus on digital visibility, traffic flow, and lead generation — your marketing machine before any human contact occurs.

Layer 1: Impressions — Being Seen by the Right Audience

This is where your marketing journey starts. A potential client sees you on Google, YouTube, or Meta. The key is not just to be visible — but to be visible to the right person.

“If you’re selling Ferraris, don’t market to people looking for bicycles.”

Your ad targeting should filter for location, price point, and buyer intent. For example, we don’t target “Miami real estate” — we target Coral Gables homes for sale or Brickell condos under $1M.

Layer 2: Traffic — Sending People Somewhere You Own

Once someone clicks, where do they go? Never rely solely on social platforms. Your website is your digital headquarters — it’s where you build authority, collect data, and control the experience.

“Your website is your digital storefront — you should own it, not rent it.”

Whether you’re using IDXBoost (by TREM Group), Luxury Presence, or another provider, ensure your website includes:

• Dynamic property listings (IDX)
• Forced registration or popup for leads
• CRM and analytics integrations (Follow Up Boss, HubSpot, etc.)

Layer 3: Conversions — Turning Clicks into Leads

Now comes the magic moment: the visitor becomes a lead. Your website must capture name, email, and phone number with clarity and purpose. Avoid distractions, minimize form fields, and optimize for mobile. But remember — a lead is just the first step, not the goal. Many agents stop here. That’s where most lose the game.

Layers 4–6: The Offline Sales Process

This is where digital meets human. Converting a lead into a sale depends on your follow-up systems, qualification process, and personal connection.

Layer 4: Conversations — Turn Leads Into People

Once a lead enters your CRM, your only goal is to talk to them. Even if half your calls are wrong numbers, the mission is to find the right ones. Scripts should focus on connection, not pressure:

“Hey, I saw you were looking at homes in Coral Gables — are you still exploring the area?”

This first touchpoint turns a data entry into a relationship.

Layer 5: Qualification — Focus on High-Intent Buyers

Qualify every lead with three key questions:

1. Can they afford it?
2. Are they buying in your area?
3. Are they buying soon (within 3–6 months)?

If they don’t meet all three, they’re not your ideal client — yet. When agents focus only on “any lead,” they waste time. When they focus on the right leads, ROI doubles.

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Layer 6: Meetings & Transactions — Turning Trust Into Closings

Now it’s showtime. Meeting in person is the most powerful step in sales. You’re verifying intent, trust, and capability. Once the relationship is established, the deal is just logistics.

“Every lead is a person — your job is to find the ones truly ready to buy or sell.”

The Real Estate Marketing Formula

Most agents obsess over metrics like cost per lead (CPL) — but those numbers mean nothing without context. Here’s how we break it down at TREM Group:

• 200 impressions → 20 clicks → 1 lead
• 10% click-through rate
• 5% website conversion rate
• $20–$30 CPL for resales
• $50–$75 CPL for pre-construction

That’s over double Zillow’s 2% industry benchmark.

Real Results: $40 Million in Online Pre-Construction Sales

One of our clients at Mandarin Oriental Residences in Brickell Key closed over $40 million in luxury pre-construction sales — five out of seven buyers came from online leads. They were complete strangers who saw an ad, visited his TREM-built site, and became clients. That’s The Rabbit Hole in action.

What You’ll Need to Build Your System

Why Most Marketing Fails

Most agents focus on vanity metrics: clicks, followers, and “brand awareness.” But without measurable ROI, it’s just noise. You don’t need more leads. You need a marketing system that predicts, measures, and scales.

The Rabbit Hole Isn’t the Future of Marketing — It’s the Present

In 2025 and beyond, successful agents won’t “do ads.” They’ll operate systems — measurable, repeatable systems that bridge digital and human connection. That’s what The Rabbit Hole represents. A roadmap from impression → traffic → conversion → conversation → qualification → sale.

Conclusion: Build a System, Not a Strategy

If you’re ready to stop guessing and start growing, it’s time to build your own real estate marketing system. Whether you want to do it yourself or have our team at TREM Group set it up for you, the result is the same — predictable, profitable growth.

Related Articles

• How to Choose the Right Real Estate Marketing Agency in 2025
• The 5 Pillars of Real Estate Marketing That Are Doubling ROI in 2025

Ready to Boost Your Sales?

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The post Real Estate Marketing System: How to Turn a Stranger on the Internet Into a Closed Deal appeared first on TREMGroup.

Real estate isn’t just about transactions; it’s about marketing strategies, systems, and relationships. For most people, buying or selling a home is the largest financial decision they’ll make.

In this episode, we sit down with Jose Osorio (Osorio Suarez Team) to break down how he has been building his team and brand digitally and creating a pipeline that fuels his business growth. Alongside Carlos, he shares Miami market insights, team-building lessons, and the exact systems top agents need to scale. Osorio, who transitioned from a marketing consultant to a full-time real estate agent, emphasizes the importance of strategy, systems, and relationships in the business.

Key takeaways from the discussion include:

• Miami Market Insights: Osorio highlights Miami as a prime location for real estate, attracting international and domestic relocations from major cities like New York, Chicago, and San Francisco. He notes the abundance of new developments in South Florida (over 135) catering to diverse needs, from luxury condos to single-family homes and short-term rentals. Brickell is particularly emphasized as a growing financial center with significant investment opportunities.
• Team Building and Digital Presence: Osorio discusses his journey in building the Osorio Suarez Team and establishing a strong digital brand. He stresses that real estate is a game of lead generation and marketing, advocating for digital marketing and lead generation tools as the future of the industry. He credits platforms like IDX websites and CRM tools for streamlining his business operations, enabling efficient client communication, and providing valuable data for tracking client interests.
• Client-Centric Approach: The Osorio Suarez Team focuses on providing a “concierge service” to clients, understanding their unique lifestyles and needs beyond just buying or selling a home. This includes assisting with school placements, car rentals, and navigating the relocation process. Osorio shares a personal anecdote about a challenging transaction in Brickell, highlighting the strict requirements and the need for clients to prepare well in advance when moving to luxurious areas.
• Valuable Advice for Realtors: Osorio’s most valuable piece of advice is the consistent pursuit of lead generation and prospecting. He believes that daily contact with potential clients, building trust, and fostering relationships are crucial for long-term success and creating generational wealth in real estate. Learn more about how top-performing agents optimize their systems and client relationships through real estate website design and marketing programs.

For more insights like this, explore our TREMendous Insights blog or connect with us on LinkedIn, Instagram, and YouTube for the latest real estate marketing trends.

Video full transcription

Carlos: Well, welcome for those of you who are watching. Welcome to the pipeline uh podcast dedicated to real estate professionals who wanted to grow their business, learn more about the market technology, uh the right technology, the right strategies to grow their business. and where we love to highlight our partners and professionals that are hands-on, you know, creating their business and dominating the market. And it pleases me today to talk to one of my friends and partners, Jose Osorio, leader and creator of the Osorio Suarez team in Miami. And Jose, welcome.

Jose: Thank you for joining us today. Thank you so much, Carlos. It’s a pleasure. Thank you for having me. I’m super excited to be able to speak with you today.

Carlos: I’m looking forward to having a deep conversation and for those who are watching to learn more about you because I think your story, your background and your future is very exciting.

Jose: Thank you.

Carlos: So, I would love for you to introduce yourself, tell our viewers, you know, who you are, why you do, and what brought you into real estate.

Jose: Yeah, of course. So, I’ll introduce a little bit more about myself, but thank you again for the introduction. And I know it’s um think real estate is a matter of timing the cycles and I think that’s what I love about it the most. There’s just so many things that you can learn. But again my name is Jose Osorio. I’m the leader of the Osorio Suarez group here in South Florida. And really what we focus on is a lot of relocations, people coming in internationally, a lot of people coming in from New York, Chicago, and San Francisco. Um and what I love the most about real estate is just the versatility of it. We’re working with different people, people that are coming from different backgrounds with different needs and that’s where we really focus on and kind of giving them that concierge service with everything that they need. Like we spoke about before, if their kid needs a college to go to or their daughter needs the the ballet school to go to or the car rental service, apart from actually buying or renting a home, that’s where we really focus on and that’s where we want to make the differentiation factor versus many other people that are in the business. But um you know, business has been going great. I’m super happy to be working with you guys. And really all started a couple years ago. I first started being a marketing consultant for other real estate brokers. Um I helped them out with everything on LinkedIn, Facebook ads, and Instagram as well. Did their content, planned everything. And that was at a time where I was in school. I went to FIU and I graduated here some time ago. And I was just finding ways to make extra money. And when I first started going into the business, I just saw it as a way to, you know, expand my network, you know, connect with realtors, refer some people. And at the beginning, I didn’t think much of it. But when I started doing their campaigns and I started seeing the potential that Miami has, the development, the transformation it had, I realized I was like, “Hey, this is a country I’ve been, you know, for 16 years since I originally moved from Colombia. and I’ve watched it grow in front of my eyes. Why don’t I get myself into it? So, that was about a year and a half ago. Um, I was still finishing school. I also had an internship and I worked for a company called UKG where I specialize in HR and tech technology selling software and I was super one dimensional like I told you before. I would just say I wouldn’t do much of the work that I’m doing now and kind of took the leap of faith. I got my license in August of last year and really my world completely changed and I think it’s the best decision that I’ve done not only to get my license start working going all in being full-time in real estate but working with such a great team like yours that number one gets you so much exposure gets you awareness gets you in front of a lot of eyes but it helps you build build a brand and I think attention is the number one asset um in any business out here in the US and any parts of the world. Gary Vee always talked about that. That’s one of my idols really. Um, when you have attention, when you have eyeballs on you, more people are going to trust you. It’s easier to have these conversations. And when I get a client calling me for, you know, a $5,000, $6, you know, rental and brick for their two buddies working in e-commerce, I tell them, “Hey, listen. We’ve spoken. You saw my post. You’ve seen the videos. You’ve seen the building reviews. You’ve seen the website. What are you looking for? Let’s get it together.” And it’s such an easy sale. If I didn’t have all these metrics, if I didn’t have all this content together, it’s harder. But I think that’s, you know, why we’re working with you guys and it’s made our life easier.

Carlos: We’ll dive deeper into, you know, all the different parts that we have assembled together for the Osorio Suarez team. And I think that for those who are thinking about joining real estate, right, people that are considering maybe changing careers or not, you know, not looking at real estate as a possible viable option to, you know, change their lives and create a business. I don’t think everybody knows you know the details on how you know uh how much time can you freed up or how much financial freedom can provide to you know a young agent like yourself or to a large team. Um, you know, let’s talk a little bit about how real estate, you know, is a scramble in a sense because, you know, once you can represent the buyer, you can represent the seller, there’s a standard commission between 2 to 3% on the resale market. Um, you know, the standard commissions on the rentals.

Jose: Correct

Carlos: But you also have the possibility to get higher commissions when you sell pre-construction and new development properties that I think people don’t, you know, yet know unless you’ve been in the market. How can that, you know, turn your job into a business, right? So, can we dive in and deeper into that because, you know, I think it will be valuable to hear from you. You’ve been, you know, building your business in real estate for the past year. So, how have you considered those into your business?

Jose: Yeah, of course. I think real estate is super versatile. Like I mentioned before, there’s many avenues and there’s many ways to be successful. Not only on the new development side, on the resale side. Some people like selling condos, some people like rentals, some people um just like single family, right? Everyone’s super different. But then there’s a buying side, there’s a selling side. You can even represent both sides. But I think Miami is in a great position because as of probably a couple weeks ago that last time I checked, there’s more than 135 new developments in all of South Florida, stretching from West Palm Beach down into the coast of Coconut Grove. Um, and all of the projects are different. Some of them are residential, some of them are for short-term rentals. So, there’s many different aspects and there’s many different products for many different people. I mean, most of them start in the $400,000 range, but then you have the Mandarin Oriental  where the studios, the onebedrooms, the starting prices are $45 million. And then, you know, you have the Surfside um new developments that are coming up. Then you have in West Palm Beach that Steve Ross is doing an amazing job in and those are in the 10 $15 million range. So, there’s many different products for different people. And I think not only for realtors and then for the buyers or on our side, there’s just so many different options to pick from that sometimes it becomes a problem because there’s so many great things to choose from. But Miami, we’re in the right place. We’re in the hottest market in all of the country despite some of the economic struggles we’ve seen in the country this past year and a half or so. But, um, new development is definitely the wave to go. is where I want to continue focusing on and where not only can you make the most money on, but it’s the most impact because you get a brand new product in a great field in Miami.

Carlos: That’s amazing. Now that we’re talking about Miami and you just uh highlight this, I think the landscape at least a state side have switched in the past three, four, five years, right? We’ve seen, you know, um with everything going on in New York, a lot of migration from upper, you know, east states, we see, you know, with all of the changes in Los Angeles and um California, a lot of people coming into Miami. And for us that live here, you know, I love Miami. I know that, you know, huge potentials for growth, but we enjoy different lifestyles, top of the, you know, top-of-the-line restaurants and um, you know, different types of lifestyles when it comes to real estate. How do you see, you know, the potential for growth in Miami? Where do you see the biggest opportunities for, you know, buyers that are moving in? And in your personal experience, you know, can you share with them what where you are seeing most of that um relocation from?

Jose: Yeah, it depends. It really is because like I mentioned before, since there’s many different types of inventory and products for many different types of people, it really depends on what fits your lifestyle. I think when I’m having the initial conversations with our buyers, it’s mostly asking them, hey, what is your lifestyle like? Um, do you see yourself in front of the beach? Do you like city views? Do you have kids? Do you need them close to, you know, the top rated schools? Are they going to college now? Or are you just by yourself with your husband? You know, talk to me a little bit more about that. That’s the conversations that we have with our clients because in the beginning, it’s understanding what’s going to better fit them because you can live in West Palm Beach where it’s a super walkable area. You know, you got Mora Lago for example, or you like Brickell that’s on that younger side. You have the nicest restaurants, you got Moxy’s, you got Casatua, you got Cipriani. So, it’s really about the customer. Um, but it’s all about them. That’s usually how I take it. And based on those answers that I get, I kind of connect them to the new projects or if they’re looking for resales, something that’s ready in the next month or so, that’s where we go about it.

Carlos: That’s amazing. That’s amazing content. Now, let’s talk about how you set up your team and your business once you decided to go into real estate, right? How hard was it to, you know, create an online presence? Uh how hard was it to build the right tools? What were the things that were available to you and that you focus on in order to make these, you know, work for you and for your team?

Jose: Yeah, it’s a good question. Especially for agents that are starting brand new from scratch like I did. I probably didn’t touch a sale or rental in the first couple months cuz I had no clue what I was doing. The first step is picking the right brokerage. Finding out who you are going to work under? Maybe picking a team, who are those top sellers, who are the top listing um people in your area. I think that’s the most important part. But second is understanding that um real estate’s a game of two things. Lead generation and marketing. Then how you convert those leads. So then when this was September of last year, I had a lot of passion for real estate. I wanted to meet people. I wanted to go to the show rooms. But then how would people trust me? how would I get a hold of these people and how would I convert them? So that’s when you know I started researching my options and understanding how are the most successful teams which is the goal that we have what programs are they using how are they going about the business and what is their resources their approach because some people do a lot of networking some people do a lot of mailers some people do door knocking but I’m a huge believer like I mentioned before that digital marketing and everything that’s going on the internet is the wave of the future like AI was 2 years ago and the internet was in the ‘9s is the same thing with social media. So, um, my recommendation is when you’re first starting out is finding a good team, finding a good marketing partner like it is with you guys with TREM, but understanding that once you do find those resources is up to you go to go out there, make the content, make the calls and execute because that’s what a lot of people lack.

Carlos: Definitely when you know and I we have this conversation we’re director of marketing all the time and there is a a variable that is very important where she’s considering your time and your money and where are you going to allocate them because you know there is within the resources that are available in the real estate space you know if you have a lot of time and you want to do yourself you know you want to grow your business yourself you might you know find yourself trying to build all of it at your you know at your own pace and it may drain a lot of your time if you don’t find the right tools or the right team or the right brokerage. Correct. To help you succeed, right? Uh the other resources that we’ve seen people um having at the disposal are larger companies or marketing companies that are not having a tailor, you know, approach to their brand, are not customizing, you know, based on again the partner and the client. Where do you want to be successful? What market do you want to generate? What type of property do you want to represent either on the buyer or the selling side? Which platforms might be better for you, right? To either generate leads or generate trust, which is again important when you’re talking about these things. And you know, at TREMGroup, we have a formula which you’ve you’ve you’ve been through. So you you know on on how we you know conduct a research on on where do you want to be and what are you know what’s the right traffic that we want to attract for your business how we’re going to build that infrastructure for your business so it resonates not just with you but with the end consumer and the client that is actually searching in those markets and these platforms and how do we interconnect that with your CRM your you know the proper IDX on your website and the right tools so we and freed up mo most of you know your time and also you know earn more money and more time in the process. So when you started working, how hard was it for you to, you know, go through that research, build that website? How long did it take to be up and running and start attracting new business?

Jose: Mhm. With TREM working. I mean, I remember we had a trip planned for before the graduation that I had. Um we went to Colombia and as soon as we hit January 15th or 20th of this year, we had leads up and coming. You know, it was I was telling my mom we’re in the middle of Cartagena and I was like, “Hey, we’re already starting to get leads. We got to get back to the US to start working because we started working with you guys back in December of um last year of 2024.” So, I would say it took us about a month, month and a half to get up and running to understand the keywords, the research as well designing our website with the templates that were provided. Um kind of figure out the marketing budget that we had. Um, so about a month and a half, but then as soon as those leads started to come in, we had business and we had a lot of work because um, especially when you’re starting and you’re kind of getting used to this new model, you have to kind of structure your day in a way where one you start prospecting, but then you have to follow up, but then you have to do your appointments in the afternoon and execute on your buyers or listing presentations. So, I think it teaches you, especially with the TREM model, um, a lot of discipline and just focusing on executing the task day to day cuz not only do you have the CRM attached to it, you have the website, you have the marketing material, but you put that all together and you have a a system that’s going to generate business. And it’s just a matter of getting that return on investment and making the right move because I mean there’s a lot of ways we’re getting hit every single day with advertising from different agents especially in the traditional routes like mailers and on postcards etc. But if you look at it we’re four or five hours on our phones every day. And I think that’s where people are going to be more successful in and the more you post, the more content you do, the more marketing, the more um awareness you build eventually like Brian Certain and like Frederick Uckland and Steve Gold, like these people that were million-doll list in New York that are like kind of the most famous realtor, it’s going to be the same concept, but with trend marking. That’s the way we see it and that’s how we believe we’re going to be successful.

Carlos: I mean, we’ve seen through the latest numbers that over 98 96% of real estate transactions start by browsing on a mobile or desktop device. We know that yes, adapting to detail is no longer the past. It’s the present and the future. So, if you’re definitely not having the right strategy, you know, to build your business and to attract the right client on the platforms that they’re searching on, you’re leaving a lot of opportunity in the table, right? not not taking advantage of correct what what you should at the moment but you know that’s that’s a very interesting topic and you know you were mentioning earlier how easy it is for you that you’ve compare you know different CRM and you compare different tools how easy it is for you to you know manage your business now where with the right tools in place

Jose: uh I mean I wake up every single day I already have my task on the followup boss which is the CRM that we view. Um, I have my emails for the day. I kind of have my calendars. I mean, everything’s synced and I’m super organ or organized and I like to have everything, you know, written and structured and kind of visually. And I think with Followup Boss cuz it’s tied against IDX Boost and then our website as well, it’s just super easy to understand. And I mean I wake up typically in a day I prospect for a couple hours and then based on everything that I did in the morning already shows up because everything’s tied in together. So I think that’s super useful. And then I have a corporate background. I did software sales. I use more complicated CRM like Salesforce and HubSpot that they’re super huge in. I think the one that you guys use to follow a boss is perfect because visually it’s super super easy and I would tell you a baby and you know someone on the older end can use it. That’s how I think it’s simple.

Carlos: So I appreciate that. Now we were also talking about how easy it is for you to communicate with your clients using your website. Right now you don’t rely just on the MLS or different tools to communicate with them. Can you elaborate a little bit more on, you know, how the proper website tool, the proper platform like idxboost.com has helped or helps your business dayto-day on on nurturing your clients?

Jose: Yeah, 100%. I think for all real estate agents, we face a struggle that a client sends you an apartment.com listing or a Zillow listing and then you go and check on the website cuz it looks fine on paper and then it’s pending from 3 weeks ago and you’re like, “This is completely wrong.” um or it’s a sale by owner or just the listing doesn’t exist in general. I’ve seen it. They’re fake or they’re from rental communities. They’re nowhere near Brickell, but they’re in the middle of Halia, for example. So, there’s a lot of faults in it. Of course, I think Zillow and Apartments.com do a great job in themselves to give everyone access to everything, but I think that with what we’re doing here with IDX and implementing kind of the holistic aspect of it, um it’s super easy because with a touch of a button with a link, I can share everything um from my website, from what they’ve seen and liked and favorite already directly to their phone, to the laptop, to their website. So, I can even go on my phone, search a couple properties for my clients, and in a span of 5 to 10 minutes, they have three great listings that they just spoke to me about, and then I have access to everything that they’re seeing. So, another thing I do every single morning is that I wake up, I have my task links, but I also see what they’re clicking on or if a price was reduced, so I can kind of switch everything back and forth. So, I mean, it’s a little bit of stalking, I would say, of the client cuz once you’re registered, that’s it. I can see everything. But I think it’s super useful for our end in terms of data and tracking to kind of get a hold of them and kind of put the deal through.

Carlos: I think it’s also useful for them because it gives them a more personalized experience on the site. It allows you, you know, it gives you the ability to make it a more unique experience for them and it’s very simple with a couple clicks that you can select favorites for them. They can log into the website, review them there, and they don’t have to leave your website to, you know, look at real estate in your market and what they’re interested in in the first place. So, I think it does help both. Now, also, a lot of real estate agents that watch this episode, you know, they might be looking from different markets. They might be looking from different areas. Um, what are the markets that you focus on right now? And if they were to maybe send a referral, you know, or connect with you or work with you, what are you focusing on um today, right? What markets are you working in and where do you see the value of the Miami real estate market?

Jose: Yeah, I mean, number one is Bickell. I’m a huge believer in the market. I think it’s the second financial center after Wall Street in the US. I think everyone that’s moving from the northeast, from any major city, it’s the place to go because you get Maya Beach 10 minutes away, you got the airport 10 minutes away, you got Edgewater 5 to 10 minutes away, you have the heat plane 10 minutes away, super central and it’s walkable, so you’re used to that aspect in your different city. You have great jobs, great companies moving to Brickell like Citadel, the Santiner Tower is getting built and then tons of new developments like the Cipriani, 1428, the Mandarin, etc. Right? But that’s the market I like to focus on that I brand myself with and I believe the most cuz it’s already built valuations there. So, you can buy and you’re going to have a solid product. But then there’s also markets like the Miami single family market that I strongly believe in because not only not everyone wants to live in a condo. Not everyone wants to have a view. Maybe they want um something that’s better for their family, for their kids. They want a backyard. I think that market’s great because it’s the most traditional market. Um here in South Florida, everyone knows Miami Beach. Everyone knows it’s the epicenter of what started in the 40s and the 50s. And you have waterfront living. You can put your boat out there. And that’s what a lot of successful agents focus on. And I mean, it’s my dream to sell a 20 $30 million waterfront home and we’re going to make it happen with you guys. I’ve also done a lot of Sunny Al’s Beach um or keywords there as well. It’s a great Airbnb short-term rental market. Um there’s many people um from different countries cuz I lived in Sunny Isles from Argentina, from Brazil, from Russia concentrated in that little strip. Super family oriented. The school is amazing as well. And then in Sunny Isles you have the beach. Um it’s super um located next to Aventura as well, Bal Harbor Shop. So it’s in a very luxurious area. And then the other one that I would like to expand in the future is for Lauderdale at the end of the day. I mean just in Flagler Village, there’s more than 20 projects coming up from short-term rental to residential projects. Um and I think that market is super underrated. Um and it’s not saturated yet. So the value that you’re going to get there compared to many different sections of the city is going to be very very different. It’s going to be very good for the investor. But I see a lot of potential in that area. I see laas growing a lot, getting more luxurious restaurants and then the buildings are going to be great. Some of my favorites include viceroy um natiivo short-term rental. They got guaranteed lease back programs and I can talk and on about it but those are the markets that I believe in the most.

Carlos: Amazing. Amazing. Let me ask you this. What has been the most valuable piece of advice that you’ve received since, you know, since you joined the industry that you’ve stayed stuck to?

Jose: Man, that’s a good question. I have to give it a second. Um, I think the number one thing is that it’s lead generation, I would say. even even though it it sounds kind of basic, but um it’s going to come down to how many people are you speaking to a day, how many people are you calling every day, and that little number is going to give you a conversion rate, and that’s going to be the number of homes that you sold. If you’re not doing that on a daily basis, then in a couple months, you’re going to look at your banking account. You’re going to be like, why didn’t I sell or rent anything? But lead generation, prospecting, being on the phone with a client is the number one thing because one, you can hear their feedback. What are they looking for? You start um kind of learning about the different aspects of other markets in the country, why they’re moving here to South Florida, but you start building that relationship with them because there’s one thing, daily leads coming into the website, but you’re not doing anything about them. You’re not executing on them. You’re not building the trust in the relationship because once that’s set, those are going to become lifetime partners and lifetime um I would say even family members because they’re going to refer to you and then eventually who knows what could happen there. It’s building your book of business and that’s what’s going to help you be successful in the next 20-25 years in the business. So lead generation, conversion, getting on the phone, but just being in constant contact with people. If you’re not doing that, then this is not for a lot of people.

Carlos: I like that you said that because any business needs new business walking through the door, right? Attracting the right business so you know they can grow. And I I love everything that you said, but we were talking earlier about, you know, all the value that you bring to your clients because like you just mentioned, you know, focusing on your clients, providing value into their unique needs when they’re searching is extremely important because again, like you said, it creates loan type relationships, referrals from there on. So, I want you to speak a little bit more about all of the capabilities that the Osorio Suarez team has because I know you know you work alongside an amazing team and you can help them by finding the right place but advising on the right location. You did um counseling and guidance if you need to get into the right schools. So dive a little deeper into you know everything that you guys do as a team and share with us a couple of those experiences.

Jose: Mhm. Yeah. And I think um our basis and the value that we really bring to the Osorio Suarez team is that we went through the exact same process a lot of people are just going through. We went through a lot of the same struggles, a lot of the same problems. And since we’ve been there, done that. I mean, my family and I, we moved here from Colombia um when I was 5 years old in 2009 in the middle of the financial crisis to kind of figure out things. My dad, he worked, you know, very very bottom level jobs. He, you know, sold pizzas. He did everything, delivery. And my mom, you know, worked as a handler as well. She washed, you know, floors and everything. So, it’s just that they understand the tough situations people are in, even in very luxurious places as well with very different needs and that the system here in the United States is super different than from many other countries like Colombia, Argentina, and Mexico. So, that’s the number one thing that a lot of the issues that they’re facing. Maybe it’s putting their taxes here. Maybe it’s, you know, transferring their funds from Colombia cuz my father’s a CPA. He’s an accountant. Um, or kind of helping your trust being built here, having your kid put in a good college with a scholarship. We went through all that. I went through school here as well. Um, I went to FIU. I won a full ride scholarship. So, I have a background helping the student, the educational part. Same thing with the sports background. I played baseball. I was going to play baseball in New York. So, it’s just you kind of put together and the goal with the Osorio Suarez team and and the group is to kind of give any person that’s relocating to South Florida the service that they need that they can count on us for anything from getting a car, from getting your kid to go to school, from getting the the the home of your dreams, from finding a job cuz I did the resume building. I have connections in the corporate world. So, I think it just comes with time. It comes with with the effort, the experience that we’re putting, but we just want to make the relocation process as simple as possible and make it something that, you know, they can refer other people to us and something that can feel good and family friendly cuz that’s how we operate and that’s how we’re going to continue doing it.

Carlos: Well, this is going to be the first one of many because we know we’re going to continue to work together. We’re going to have amazing, you know, case studies to share. Um, is there any story that you want to share with one of your transactions that left a mark that you want to maybe share with everybody viewing?

Jose: Yeah, of course. Uh, I’ll share one that closed a couple couple weeks ago that was probably the most stressful one and one that’s educational. So, when you’re planning to move to Brickell, just understand that you need to move with enough time. You need to move with enough um security deposits as well. in Brickell, they require four security deposits for a lot of the buildings. Maybe the association takes two to three weeks to accept you. They’re stricter on your credit. Um they’re requiring more bank statements. They’re requiring more background checks. So, it’s just when you’re going to come in to live in an environment that’s becoming more luxurious every single day, you have to have that expectation that you have to prepare months prior. So, I had a uh transaction that closed um like the first couple weeks of June where we started the process two weeks prior. And I told them I was like, “Hey, listen. We are very close and tight on the deadline. Just know you now might be able to get accepted on time and you might have to stay in a hotel if your lease is up where they were, right?” So, I told them about it. They said, “Hey, it’s fine. We’ll find something out and everything.” Um it was a high rental. So when the day comes of the closing, they’re not accepted yet. And I was freaking out because they had all their stuff coming in. Suitcases, all their clothes, all their belongings, their movers were on the way as well. They weren’t accepted yet. And at the end of the day, we did everything as fast as we could, but then there’s a lot of things in the business that you can’t control yourself as an agent. Um, because there’s the associations, there’s the owners, there’s the paperwork that the other parties have to sign and that wasn’t done yet on their part. So, I mean, we went on and off. I screamed a couple of times. We all got mad at each other. Um, but it all resolved. They stayed in the hotel a couple nights. I helped out a little bit on that end because at the end of the day, you want to kind of help your clients out and give them the best experience possible. Um, and you want to continue that relationship. But just for all the renters, for all the buyers coming into Brickell especially, do things with time. Prepare on time because they’re strict. They want good tenants. And I believe that’s a great thing because you want solid security in your building. But just don’t try to rush the process in two to three weeks because it’s very, very hard. And then us as the realtors, we get blamed. So that’s my experience. It happens, but that’s the learning experience that comes with being in the business.

Carlos: Yeah. I mean, it’s always nice to hear it, you know, firsthand from somebody that’s leaving it. And the fact that we can provide this value to, you know, anybody that’s watching, it just makes it even more impactful, right, at the end of the day. So, I mean, for anybody that’s watching that might want to get in contact with you, can you share where they can find you? How can they get in contact with you? Yeah, of course. So, my Instagram and all my social handles are Jose Osorio Suarez. Um, and same thing with our websites, it’s osoriosuarezrealestate.com Um, I always answer. I’m super fast to reply cuz that’s the number one thing when you’re dealing with people and clients, you kind of want that service. So, feel free to shoot me a text, send me a DM, call me because I want to be there for your transaction. I want to grow and I want to see the city grow. At the end of the day, I want Miami to be positioned as the number one city in America. I want to be part of it. And just know that you’re coming from someone that has been through a lot of experience here in South Florida. Not only just in transactions, but through all the little details from the associations, the schools, the universities, everything that comes in within living in Miami. And I feel like that’s the service that we can definitely offer. um not only just just being a realtor, but an actual friend that can help you and can guide you through the whole process. And again, I can also give you the list of the top rated restaurants, the museums to go to, the beaches, because Miami is not only just a partying scene. I think it’s more of a, you know, I like to use that word like a holistic health and wellness field. You know, there’s so many new things coming up. There’s paddle, there’s pickle ball courts, um go wrong along the Miami River, the Bickell River, um the South Point Park um place as well. So, it’s not just partying. There’s many different things that you can do and that’s the Miami that I like to go to and the one that I like to follow.

Carlos: Well, thank you so much for that. I mean, at The Real Estate Marketing Group, we, you know, we build with purpose. We have a you know tailor approach to every single one of our partners because your success is our success and you know we’ve seen so many things of you know we fail so many times fast forward that you know we learn from it and we like to grow and and learn from our mistakes. So collaborating with our partners collaborating with you know driven individuals like yourself is extremely important to us. Supporting each other on this journey is extremely important. So, I want to thank you once more for joining the pipeline today. I really appreciate you for being here today. And again, like I said, I know this is just the first one of many. So, thank you so much for everybody watching. Thank you, Jose, for being here today. And I really hope we can repeat this soon enough.

Jose: No, no, my pleasure, Carlos. And thank you so much for having me. I kind of want to leave the the audience with um the last note is that if you’re considering help for your marketing needs for your website and kind of want to have everything figured out, then this is the best program, the best source, 100% I recommend it because not only if you look up the the top producing teams in Florida, I think half of them are using you guys. So, it’s working. The best teams are doing it. And why not work with the best? I think that’s the idea. If you’re going to do something right, do it in the best way possible. Give it your all. Um, but give yourself a chance as a real estate agent because I think the profession seems kind of like a lucky career or something based on economic cycles or on who you know. I think you can make a business out of this. You can create generational wealth on real estate because what can you do with those commissions? You can go out and buy real estate yourself, become an investor. You can then build buildings, do commercials. That’s the way I see it. So, I think using TREM is the best way to go. Um, save up, use the resources, but the return on investment that you see is going to be 100% worth it and I recommend it and just go do the research yourself and the answers will be right there for you.

Carlos: Thank you, Jose. Thank you for that, I really appreciate it.

Jose: Of course. Thank you.

The post Jose Osorio: How to Grow Your Real Estate Business with Digital Marketing appeared first on TREMGroup.

What if your real estate marketing actually worked like a machine and generating qualified leads, closing deals, and scaling your brand? In this video, TREMGroup’s Chief Marketing Officer reveals the 5 marketing pillars that helped agents generate millions in GCI.

Whether you’re a solo agent, a luxury broker, or a developer, this is your roadmap to real estate success in 2025 and beyond. Whether you’re launching, scaling, or tired of marketing that doesn’t convert; this is how you turn your website, ads and CRM into a real estate growth engine. With the right system, you can build a money-making machine that runs on ROI.

Video full transcription

Carlos: This is a collaboration between the pipeline and the lab where you learn about business, but it’s also Steven’s favorite or Steven channel. Um, for those of you who don’t know, who you should already, but Steven Masumoto, he’s the director of marketing, but he’s also considered the chief financial officer for the real estate marketing group and for every single one of our partners in the real estate industry. single agents, brokers, and developers who have come to us after either trying everything else that’s out there without any successful results or when they wanted it to start the right way and they’re looking for the right partners to grow their business when it, you know, when results really really matter, they come to us and they love talking to Stephen.
So today I had the chance to bring you to know his strategy and you know years and years of research and research into what has worked really really worked for our partners nationwide and I think he’s very very interested in sharing it with every single one of you. So Stephen tells us a little bit more about you know the ultimate guide for real estate professionals who really want to grow their business into what they matter and what they should be focused on.

Stephen: Well, Carlos, thank you for that intro. Um, just to confirm, my technical position as chief marketing officer, but my goal and the reason I do marketing or we build tech or do any of these things is because we want to build financial wealth for our clients. So, I pride myself in doing marketing, technology, all these things just as a correlation to build financial wealth for yourselves, for us, for everyone. Because at the end of the day, why did you become a real estate agent? Why do you start a business? Why do you even get a job? Because you want financial freedom. So going back to the topic of today is basically for the past 10 years we have specialized in real estate in the luxury real estate market specifically and pre-construction and we spent over $50 million in ads between Google and Meta. Um and we’ve tested over and over and over and to simplify it I am a huge data nerd. So basically over this past 10 years um at the end of the day everything we’re going to say is going to sound like common sense but it took like you said testing and testing and trying and client feedback. Everything we’ve built even the technology the the map search filters, the landing pages was clients feedback. I remember in 2017 we had a huge client. Um back then we mainly focused on SEO. but we didn’t have it built out to the point we do now. We ranked him number one for Miami Beach waterfront homes for sale. We ranked him number one for Venetian Islands homes for sale. And he walks in the office. He goes, “Stephen, I love this. This is awesome. I use it in my listing presentations, but where are my leads?” And I look at him, I was very technical back then. Thanks to you, I’m a little bit more sociable. When I looked at him, I’m like, SEO isn’t leads. SEO is search engine optimization. That’s ranking number one organically in Google. He looked at me like, Stephen, I have no idea what you just said. So, we went back to the drawing board. We went, “Okay, not only do the clients want leads, actually.” So, we focus on leads. We went to the next stage. We were doing Facebook ads back in 2017. We got our client 300 leads. Maybe one out of every hundred was good. He was targeting Brazil. Um, most of the clients couldn’t tell if it was a hotel, or what it was. They don’t remember filling out. And then we realize, hey, we can generate a whole bunch of leads. Are they good leads? So, the purpose today is not only to educate you on the five most important things that we’ve learned. Uh you can call them the five pillars or whatever you like, but basically what you should be asking is whether you hire us, whether you do it yourself, whether you’re doing your own marketing, but what you should ask your marketing agency, these five things. Because if you understand these five things, you’re already 99% ahead of your competition and definitely probably even your own marketing agency.

Carlos: Before we get there and before you, you release a strategy and you share with everybody watching today, let’s talk about first what’s available today for real estate professionals nationwide.

Stephen: That is a fantastic question. So before we get into the five pillars, there’s three options available in the real estate industry and we can say six total because there’s also three other options available to anyone in any industry. We’ll call it a service- based industry. So whether you’re a roofer, a dentist, whatever the case may be. So the first three options that are available just for real estate agents, the very first option are luxury websites. They’re basically um build you a beautiful homepage, maybe some okay internal landing pages, but we call that a digital business card. You need a website regardless. And separate from your broker’s website, separate from your YouTube or Instagram profile, you need a domain that you own. That is basic 101 marketing. When somebody searches your name, searches your brand, you need a website. And especially for most of our clients that are in the luxury industry, which I’m going to get into the second option, they want to keep an affluent status, a very luxurious look. The problem with those, at least with the track record from every client that comes to us, there’s two options available out there. They’re in LA. I won’t name drop anything right now. Um, but if you know website companies in LA for real estate, you’ll probably figure out the two companies. Basically all the feedback that I’ve received from clients that have come to us is they’ve never received one lead. They were with them for two years, three years, four years, had a beautiful website, loved their website, and never generated one lead. And if they did generate a lead, it was most likely from someone searching their name from their own network. The second option, and I can’t name these products because most of them have been sold to private equity companies. Um, you can see that it’s public information or what we call the cookie cutter softwares. So, the cookie cutter softwares, the Boomtowns, the KV Cores, the Ylopos, the real geeks, um these softwares, the feedback I get, they do generate leads. They’re not the highest quality leads, and it’s not proven to a process that will basically generate your return on investment. Investing X amount in Y amount of time, this is how much you’ll receive. I’ve never seen that or heard that. maybe heard one or two case studies where they did get sales but nowhere near to the possibility of what they could have gotten. And the major issue there especially for luxury is you lose all luxury. So with a cookie cutter website and you could have the best backend CRM if there’s no leads in there or good leads it doesn’t matter how many powerful tools you have um there’s no one there to use them on. So the second option is cookie cutter websites or softwares like that. And then the third option is the only option that will actually generate your return on investment. We call them the multi-billion dollar platforms. So you can run ads on Zillow, you can run ads with Realtor or Redfin or or Trullia, whatever the case may be, Homes.com. The problem there is it’s hit or miss, of course, and at the end of the day, you could invest 10,000, make 20,000 per month in sales, but like Tom Ferry, like all these top coaches, you’re never building a business or a brand at the end of the day. That’s the most important thing that you should be doing, especially for longevity. If you’re just paying for transactions, you’re just making Zillow rich and you don’t really want to give them 40% of your commission for every sale. So, at the end of the day, it doesn’t matter if you love your broker to death. It doesn’t matter. Whatever the case may be, the number one rule for any agent, for any business, for any person, and why we’re creating content right now, is branding. Branding is the key. You are the business. You are the brand. Whether it’s your name or your brand name, whatever the case may be, you need to be building that day by day.

So, those are the three major options available for real estate agents to do marketing today. I don’t know, do you want to hear the other three just in case real quick?

Carlos: Yeah.

Stephen: So, the three that you could use in any industry is basically you can um hire freelancers which at the end of the day you’re going to lose all your time. They’re not working together. um you think you’re saving money, but you’re losing a lot of time and a lot of headache. You can use things like Fiverr, things like that, and then the quality is substantially low. The second thing you can do is hire a general marketing agency. Uh we’re in Miami right now, so you could just go to marketing agencies in Miami. The major issue there, they know nothing about real estate. E-commerce is nothing like service-based industries. So if they don’t understand real estate, if they haven’t done it, possibly it’s going to be a huge learning curve for them. Um, and a lot of marketing agencies specialize in launching Google ads or building websites, things like that. They don’t think of it from the end user perspective. So the fourth pillar is going to dive deep into this. And then the last option is you can hire an in-house marketing team. Um, which becomes very expensive. Imagine each salary is like let’s say $2,000 or plus. You need to when you work with us, you have at least five departments. That’s $10,000 in salaries. If you’re paying them 2,000 just for those five specialists and at the end of the day, you’re going to spend at least six years going through trial and error until you figure it out. So, we’re able to do in 6 months what will take you six years and a lot of headache, hair pulling, and money.

Carlos: Well, I want to talk because I do talk to a lot of our partners day in and day out. And you know, going back to some of those options, you know, when you go to any of these website development companies that are in the real estate industry space that have set themselves a name for it, I’ve realized and my clients have told me that this they design and program a website that is hard for you to even control. You always will need, you know, their help and, you know, their support to make any changes on your website. So you don’t really have control or ownership of that. Second, they didn’t build their own idx solution. When you’re in the real estate industry, you need to showcase the available inventory. You need to showcase the properties available in your market to your clients, to your end consumers. And it’s not just showcasing the properties because there’s multiple IDX companies out there that can integrate into your site. But those IDX companies are not thinking about the user experience. They’re not thinking about providing value to you or to your clients. So, what ends up happening is it’s a clunky 9090 uh deal experience where your, you know, your buyers and sellers go into your website, look at one or two properties, and since it’s so bad the experience, they end up leaving. So, you’re not going to get any actual results there. And I’ve heard this time and time again.
My second comment on the big platforms is like you said, you mentioned this is they’re not tailoring that branding aspect to you or your market. They’re not thinking about elevating you as the professional in your market and they’re not even having a tailor approach to your campaigns, to your marketing, to your solution. They don’t, they’re not actually doing even a research. They’re asking you what zip code you want? You know, they’re thinking about launching an ad with the minimum budget without considering other aspects that you’re going to talk about fairly soon and that it doesn’t end up being either consistent, reliable, or a long-term strategy whatsoever. And you know when you talk about companies like zillow.com, realtor.com, apartments.com you know while it’s very well known nationwide for the nationwide consumer you also know those leads or those clients are being called by 20 different agents. You’re spending you know an arm and a leg trying to dominate a zip code and then the lead that you’re getting is being called by 20 other real estate professionals in the same market. some of them with the same product knowledge or some of them with more than you are. So, you’re competing against other agents for the same lead on a lead that you pay a high uh premium price for. And in some cases, like you said, you have to share a 40% of your commission to them. And again, you’re not building something for yourself. You’re not elevating your brand. um you know so I think it’s important that we touch on those as well which makes what we build what TREMGroup has built so much relevant for the audience and everybody that’s watching. So if you’re considering investing in ads, if you’re considering staying in the real estate industry, not on the seasonal side for the long run, you know yourself as an authority dominating your market and you know really making something happen on a transactional basis and elevating your business. Let’s talk about those five pillars and what you should be focusing on.

Stephen: Before I jump to the five pillars, I’m going to answer what you said re-emphasize on. So the first part, the luxury websites, the reason we know like you were saying, you don’t have full control. It takes probably at least a week if not months to just change an image on the website, things like that. The reason we know is because that used to be our business model eight over eight years ago. we would get our client. We were a very boutique company. We weren’t yet to the formula to the financial wellbeing of the case studies like we hadn’t reached that level. We’re still in the process of figuring out what we have today. Um and our primary owners, the two original founders come from design and development and they were more focused on the tech and website part of it in the beginning. So we would get a design. So we would hire a designer. We would have to design the homepage, design the pages and then we would have to code the pages. And the whole process took like four months. So we understand that and we built our own technology idx boost because of that because we started realizing how many things do you really need? Wouldn’t speed and optimize and control the ability to change things on your website. Super simple, super easy to where you can change a picture in a few seconds. of course knowing where to go which we can show you.

Carlos: I remember I remember when we went through this process, our partners and and you know the visionaries behind the design and the technology and the whole um company, we were going in a race to become preferred v vendors for a nationwide brokerage. And I remember in those initial interviews, they told us their biggest pain point of what their agents were complaining about was that speed to action, the ability for them to control their site and that it took anywhere between 90 to 6 months to even have a website up and running. And I remember like you said, you know, Alex went and he’s like, “Okay, we in some custom cases that’s exactly what we’re doing, so we need to switch.” So they went in, they got into producing mode. They thought about everything that an agent needed, how they needed to control it, and they had already built a large part of it on the IDX side. So they just went ahead and built this, you know, the website builder component, and then they elevated that and gave control back. So big shout out to our partners Alex, Tino, Giancarlo because you know they have put time, soul, resources, energy to provide value back to the entire industry.

Stephen: So I brought Max in there too. No, but our team has spent over $3 million and countless years time and money in order which that’s number one in the pillars um in order to to build a technology of that that but I want to also emphasize um on what you were saying we were able to keep like you were saying the second aspect of hyper targeting high-quality leads which the second like the cookie cutter websites can’t do while maintaining a high level of brand and luxury. So we didn’t take away from the luxury while still being able to provide high quality leads. So we were able to fuse one and two and number three the multi-billion dollar platforms what we were able to do is um we we realized that just think if I bought this this microphone or this camera or something these lights from Amazon I didn’t buy it from John’s light store I didn’t buy it from Mike’s mic store u mic Mike Mike’s microphones I bought it from Amazon so when you go and buy a property through Zillow not only are they sharing the lead with 20 other agents, some better, some worse than you, but they didn’t buy it with you, they bought it with Zillow. So Zillow is the Amazon of the real estate industry. What Amazon is to e-commerce, Zillow is to real estate. So all of those things we’ve seen from the luxury websites with no leads to the cookie cutter websites that generate low quality leads that you lose all your luxury to the multi-billion dollar platforms. And that’s how all of this was created essentially.

Carlos: Well just as a quick parenthesis I mean TREMGroup is you know uh the number one lead marketing agency right now again working with developers brokers and single agents nationwide especially on the top markets now globally too we’re working with a couple partners international but I want to talk about our team too because it’s over 70 real estate marketing professionals from designers programmers success managers deployment marketing tech team, you know, where with over 10 years of combined experience, we have all driven further into the future. What worked and we have, you know, created with purpose and value. So again, you know, big shout out to the entire team at the real estate marketing group. It’s all because of you guys. So

Stephen: We’re proud of you guys.

Carlos: Proud of you guys. So now I think we’re ready to dive into the ultimate guide of what you should be looking at in 2025, 2026. If you’re planning on establishing yourself, dominating your market and growing your business, what should you be doing?

Stephen: So that’s a fantastic question. What should you be doing? So the very very first part of the pillar and everything that I’m going to say here today is how we train our team. And I want you to understand if you do these five things, if you study these five things and you understand, I can teach you how to build a website. I can teach you how to do automations and integrations and CRM, whether it’s follow-up boss, high level, it doesn’t matter your broker’s CRM. I can teach you Google ads in 5 minutes. That’s not the hard part. that there’s no reason to teach you any of that if you don’t understand these five things because from a holistic perspective you the end goal is to make a transaction in a certain amount of time. So the very first pillar is understanding the two most important resources that any human being has today in 2025 and most likely still moving forward. Time and money. Ironically, people think money is the most valuable asset. It’s not. Time is. Why? Money. You could get paid hourly. You can make 10 bucks an hour. Now, I guess 15. You can make a million dollars. You can make $100. You can make $1,000. Money can be not infinite, but it can fluctuate dynamically. Time you cannot buy more of none of us. It doesn’t matter how wealthy you are or how not wealthy you are. So it doesn’t matter what background you come from, time is the most valuable asset. So when we train our teams, we train the team that they need to put an entrepreneurial mindset. When you hire a marketing agency, when you do ads yourself, whether it’s Google or whether it’s your marketing agency, nobody can tell the difference between a good lead or a bad lead. Anybody can turn an ad on. Anybody can design an ad. Anybody can build a website at the end of the day. Are you generating the right type of person and is that person actually leading to a conversation to a relationship essentially a transaction and did the transaction take 9 years or were you able to do that in less than a year? So, right away, the way we’ve built our entire program and why we say you should do this at least 12 months is because we’ve broken down all the cost that it’s going to take you for your ad spend, whether it’s Google Meta or both, the technology and services that we provide, and we’ve broken it down to in 12 months, let’s assume you invest $35,000. That’s the average amount that one of our marketing teams will minimum invest between their ad spend and us over a 12-month period. So, we know over 12 months, my initial investment has been $35,000. What we train our team is from the moment you sign up with us, you are on board to the end of your contract, we should generate you a bare bare bare minimum of 2x return. Assuming that that’s 3% like most transactions are in resale, like you spoke in your in your last podcast, 5% for pre-construction, but we use the 3% variable. So, we always want more for you. So a 3% variable, we know that we need to sell a minimum of 2.5 million. So 2.5 million is going to equate to about $75,000 in GCI. Of course, before paying taxes or brokerage, things like that. So in a year, you just over doubled your money. You invested, let’s say, $35,000, you made over 70,000. So try the stock market, try Bitcoin, try anything. Try real estate. Even at a 10% return, it’ll take you seven years to double your money. at a 40% return, it’ll take you over two years to generate double your money. So, our main objective bare minimum is to 2x your immediate return. But not only that, now we built you a full business. You have a database full of brand new leads, high quality level leads that are also in different stages, which we’re going to get into the other pillars, diving in deeper to what that means. But you’re building a brand, you’re building a business, you’re building momentum. If I invested today in Bitcoin and in six months I made 20 grand. Yeah, I invested six months and made let’s say I I invested 20 grand and made five grand. So I made $5,000 six months of my time investing 20,000. I’m at 25% return. But you’re not building a business. You’re not building a brand. You’re not building what I like to call a money-making machine. So essentially our core offer is we build you a lead generation machine in 30 days and we build your money-making machine in less than a year. So understanding those two variables and how we train our team because essentially we have clients making four, five, 10, 20x return on their investment es especially year-over-year. Just look at some of our case studies. And don’t get me wrong, we’re we’re not saying this is magic. We’re this is data. This is this is solid solid financial wealth building based off of numbers and not everybody is getting the results but we we’re able to see and correlate exactly what is wrong where to fix it. I just did a study last week on why I had these clients generating such low cost per lead with such high quality and why these other clients were generating a higher cost per lead that the quality wasn’t low but they could get more leads and higher quality and it was just something as simple as the colors on the page. I had another client just adding two buttons, not changing anything in traffic, the exact same amount ad spent. October last year, 2024, they generated 30 leads. Just adding those two buttons in the right place, they went from 30 leads to 180 leads per month. They’re averaging about 200 leads per month with the exact same budget. So, we’re we’re heavily data driven, always improving. Everything we’ve done has been tested over and over and over. And that’s the beauty about being with us that I hear from clients all the time is we see so many accounts in so many different markets. never ever cross reference any client’s information, but we’re able to see what works for here, what’s broken here, what’s making this, and we implement that across the board. So all of our clients get the best benefit from from that information, from finding that out.

Carlos: We call these the digital transformation, digital transformation of of a business.

Stephen: That’s the third pillar.

Carlos: So let’s let’s hit the second.

Stephen: So the second pillar is what we call the wheel. So the wheel and we’re recording right now. I don’t know if we’re going to add uh visuals eventually. If not, you could probably download them below. Is our wheel is our secret formula. So, our secret formula, it’s not secret. I’m giving it away. I’ll tell you what it is. The goal is that you watch our content. You can do it yourself if you like. Um we’re starting a community also where you can do it with us. We over the past 10 years, it was only we do it for you. Now, we’re trying to expand to to so that this is more available to all agents. Um and basically the wheel is broken down into nine three main segments. Attract, convert, sell. So attract is you need to generate traffic just like you have foot traffic at your office. You need people to get to your website. So no matter what you need traffic whether it’s from Google ads, meta ads, LinkedIn, Snapchat, YouTube, whatever the case may be, we have a very specific formula how we do it. But regardless whether you hire us or you do it yourself, you’re going to need traffic. That’s how we attract and we attract the right people. Then most agencies stop there. They get you a bunch of impressions, clicks, and this is where they get stuck is conversion. So that’s a that’s the second part with the other three parts of the pillar is once the traffic actually gets to your website, why is the person actually going to give you their name, email, phone number? Why are they actually going to provide you their information? So we have a very specific tactic on how we convert traffic into an actual name, email, phone number. And again a name, numeral, phone number, leads doesn’t necessarily mean dollars. So the third step is sell, attract, convert, sell. So how do we actually do the offline side? All right, we generated the traffic, we got them to the website. First, we generate the impression, then we generated the traffic, then we generated the lead. Now the offline, how do we actually turn this name, email, phone number into a conversation? Once we talk to the conversation, are they even buying? Is it even the right price point of our market? Is it even our farming area?

Carlos: The timeline

Stephen: And the the third is the timeline of purchase. We don’t they could be buying in two, three years but for us we want you generating that ROI in less than a year. So if they’re not buying in less than a year, less than 6 months, less than 3 months for us, for our team, that is not a quality lead. And then essentially now that you have a conversation with the correct lead, are you actually meeting this person face to face? I’ve I’ve heard all kinds of stories, good, bad, ugly, but essentially when you meet somebody face to face, you see their car, you see their watch, you see their demeanor, you see whatever the case may be, you’re like, “Hey, I want to work with more people like this or I don’t I’ve don’t I have a couple funny stories, too.” When they meet the person, it’s like, I don’t want a lead like that.

Carlos: I think it’s also safe to mention that it’s not e-commerce. And when people are buying real estate that either, you know, looking for an investment property, a home that they want to purchase, they’re either upgrading or downsizing. And these are not decisions that people take in 24 hours on the making to decide. So, you know, give yourself the space to know, like you said, it’s not magic. So yes, you need a proven system. You need the right strategy. You need the right team. But you also need to understand the cycle of your clients, what they’re searching for, what their needs are, and how you can measure all of these into your formula. So I’m not going to interrupt from there on.

Stephen: No, no, you’re I want to add to what you’re saying. It is not e-commerce. I over 10 years ago I did Amazon e-commerce things like that and I worked with business owners and I had business owners tell me it’s like I had a click why didn’t they buy and it these were 50 $100 $200 products where I can add a credit card and purchase. Imagine real estate is essentially the largest purchase that someone’s going to make. Doesn’t matter how wealthy they are. What other things are there that are more expensive? Not your car is not more expensive. Your boat’s not more expensive. So essentially, real estate is going to be the largest transaction of most people’s lives. So yes, not only does that apply to real estate, but even in the e-commerce world, there’s a a buyer life cycle. It’s just shorter. And you can add a credit card. We’re a couple years away from adding a credit. We’re working on that, I promise. Um but but yes, is is understanding the and that’s that’s number four. Number four, the fourth pillar is understanding that. So before we get to to that one, let’s get to number three. So the wheel is how we assess. If you speak to one of our sales team members, they can assess using the wheel um where you are right now without using us. Are you going niche? Are do you have the correct infrastructure? Where are you generating your cold traffic? Are your landing pages matching the traffic that you’re generating? Do you have a conversion strategy? What is your your your email, your nurture? Like >> as your CRM, >> um the retargeting, remarketing. So I’m going step by step. 1 2 3 4 5 6 7 and then what’s your follow-up process? And then number nine is the most important part of the wheel is the feedback loop. Like I mentioned, just Google as big of a multi-billion dollar platform, they can’t tell what a good lead or bad lead is. They’re just going for whatever you’re going after to generate you the best cost per lead. So if this area is generating you 100 leads at $10 a lead, they’re going to go after that not knowing that that’s not even the lead you want to work with. And I guarantee your marketing agency knows even less. They’re going to be like, “Hey, but I I got you 50 leads at at $5 a lead.” Yeah, they’re they’re

Carlos: Looking at a different market. They’re looking

Stephen: I was going to say

Carlos: Window shopping. They might not be

Stephen: It’s the king of Nigeria or something trying to donate, whatever the case may be, but it’s not somebody that’s really serious in buying. So, it doesn’t matter how low cost the lead is. If it’s not the person you want to work with, none of that matters.

Carlos: In most cases, you know, you don’t want to go for the cheapest lead. You want to go for high intended quality keywords. They might be a little bit more competitive, but if it’s more competitive, there’s definitely more value in that lead. So, I mean, I’ll let you

Stephen: That’s for a whole another podcast. So, don’t worry, we’ll dive into all the technical. So, the third thing is what we call the digital transformation. So, the digital transformation is how we actually implement the wheel into your business. So, of course, you talk to our sales team, you sign, you get from there, you go to our onboarding. So the digital transformation starts at your onboarding all the way to the last day of your contract. And we have stage by stage where you should be at, how you should be at. And for our team, we have it broken down into weeks. And for the clients, we have it broken down into stages. Clients travel a lot, things like that. So we want to make sure you’re at the correct stage at the correct time. And we’re a huge relationship based company. We want the best success for our clients. So we always customize everything to our clients. Um, maybe you’re out of town for the summer, whatever the case may be. Just talk to us and we’re we’re always willing to work with you, especially we love working with people that love working with us. Um, but the digital transformation is actually how our teams implement. So, like I mentioned, we have five specialists, a success manager that delegates all these things, gathers your assets, grabs your logos, your head shot, your bios, helps get your vision, all the things that you want, envision for for your future, and they delegate that to the other four technical teams, the marketing managers, people that deal in Google ads and meta ads, our designers, top Photoshop specialists that know the real estate industry, know the luxury, have been trained specifically in our process. what I call our marketing tech team. They actually without them, people like me that do Google ads are lost. They’re actually the ones that connect everything outside the website. So, and this is going to probably be one of the most important podcasts in the future. If you can’t track in Google Ads where that specific John Smith, Michael Perez, whatever the case may be that lead came from, what keyword, what campaign, you’re just throwing money away. So, that’s a whole class in itself. So, our marketing tech team makes everything above the website and below the website, which is your CRM or database, speak to each other. And that’s number two in the in the wheel, the infrastructure. So, most people are like, “Yeah, I have a CRM. Oh, I have a a website. Yeah, yeah, I got a Google Ads guy.” If they’re not all talking as one unit, like in in synchronicity, you don’t have anything. So, our marketing tech team specializes that. making sure your CRM has the correct automations, making sure the tags, and you track everything from beginning to end. And then the fourth technical team is our um website specialists. They’re the ones that build your website. They’re the ones that build the landing pages, the trip wires, the boost boxes, making sure everything is quick and seamless. Just because we built idx boost and the technology, still about 90% of our clients don’t even want to touch it. They want us to do it, which is fine. We we we built the technology for speed and efficiency while still keeping luxury. So you have those four teams simultaneously working on your so they each have a different responsibility in a different software in a different stage of the digital transformation and the wheel. So this is how everybody communicates with each other and number nine in the wheel that feedback loop when something is broken we know who needs to fix it and what part is broken. So that’s where the digital transformation. So by from your onboarding to the end of your contract, you meet that 2x return and you could track everything. Your total leads out of those total leads, who have you actually spoken to out of those speaking to which ones were quality? How many generated into an actual relationship? And then under contract and close deals. So that’s a digital transformation in a nutshell.

Carlos: Amazing. I mean, we’re missing

Stephen: Four. So number four is my favorite one. Number four and five, I’m actually writing a book on each one. I’m starting with four and then I’ll get to five when I’m done with four. So now that you understand you, you’re the agent, your business, the most important thing is understanding your customer, their buyer journey. So number four is what I call the rabbit hole. A lot of times marketing agencies call it a funnel. You could call it whatever the case may be. I call it the rabbit hole, the customer journey. How we take a complete stranger on the internet all the way to a transaction. So there’s six layers in between. and we probably mentioned it along the way. The very very top layer is an impression. I saw your ad. I saw it on Instagram. I saw it in Google search. I saw it on CNN or Fox, whatever your news choice is. Uh we won’t get political here. Um but when you see an ad, that’s an impression. Once you actually click on the ad, you’ve broken the barrier of being somewhere on the internet, the Twitter sphere, to actually being on your website, your digital storefront. So now you’re on my website, stephenrealtor.com, whatever the case may be. Still, I’m a random IP address. That’s layer two. Until I actually know that Carlos is on my website, you’re basically IP address 1 2 3 7 8 9. And then until you actually fill out a form or ask for more information or download a guide, do you break the barrier from being traffic on my website to an actual lead in my database? And again, like we said, name, email, phone number doesn’t pay the bills, just like likes and shares don’t. So those are the first three layers, what I call the online half. Impression, click or traffic, leader conversion. This the fourth, fifth, and six are the offline side. This is number eight in the wheel. This is actually how you follow up with your lead. So the first the fourth layer is you need to call your there’s quantity and quality. The quantity is how many times are you actually calling this person to make a connection. Most of the time our clients are like, I don’t want to bother them. We actually built an entire department called an ISA, an internal sales agent where we’ll call your leads for you because I’m a data person. Nothing will make me happier than that person coming back to me and being like, “Hey, the leads are bad, but they did their due diligence in the follow-up because I can fix it.” If you’ve never called your lead, there’s not much I can do at that point. So the quantity side is the way we train our ISAs is that you call your lead at least 10 times within a two week span. Why we really it should be in a one week is that the best leads I’ve seen are usually busy just like yourself just like yourself is like we’re all busy. Um if I call you once on a random Tuesday because I’m available that doesn’t mean you’re available. Maybe you’re in a meeting. Maybe you’re on the way to your kids soccer game. Maybe you’re at lunch with a client. Maybe you’re in a board meeting. who who knows. So, what we believe is the lead came in Tuesday morning. You’re already calling them Tuesday afternoon for really you call them right away if you’re available or your ISA or VA is available. Then you call them Tuesday afternoon, Wednesday morning, Wednesday afternoon, Thursday morning, Thursday afternoon. Not to harass or bother them, just to connect. Hey, how can I help you? I see you’re looking for a condo in Bickell. I see you’re looking for a house in Coral Gables. I see how can I we just to get from layer four to five is having a conversation. Even if they say, “Hey, no, you called the wrong number.” That’s fine. That’s data for us because calling a lead and having no one answer, you don’t know if it’s the right information. You don’t know anything. But just having someone answer already broke the barrier. Wow. Whoever lead left that information, I had a an interaction. So then the from the the fifth layer is is now we have conversations. And there’s different conversations, the good, the bad, and the ugly. It’s like I have no idea who you are. is like, “Hey, never call me again.” That’s fine. That’s a part of the digital space. But as soon as you and we can again backtrack that to where they came from and stop spending money there. The goal is that you provide us that information, good, bad, ugly, and the good we spend more money. The bad we spend no money. And we can track everything along the way. Once you have the conversations and you get to the good is yes, I’m interested. Yes, I’m looking for a house in Coral Gables. We need them to say for us yes to three things. Price point, farming area, timeline of purchase. So, if our client is going for a million dollar properties minimum, is this person buying at least a million dollar property? Hey, yeah, I’m buying 1.5. Perfect. Uh, what area looking? Well, I was searching Coral Gables, but I might be interested in Coconut Grove, Key Biscayne. It’s like, hey, that’s within the vicinity. Okay, it’s our farming area. Oh, no. I’m thinking of buying in three years. Nope. Bad lead. Oh, no. I’m actually purchasing in the next 3 to 6 months timeline of purchase. So 1.5 million near Coral Gable’s area within 3 to 6 months. So right away we had a conversation. Now we can officially say that is a lead we want to work with. At that stage we want to now meet this person face to face to show properties. We deal with a lot of international. So it’s fine if you do Zoom. A lot of our pre-construction clients they will actually go to the sales gallery and give the presentation at the sales gallery. Um, and that’s fine, but you met the person, you have a connection, you now have a relationship face to face. Once you’ve broken that barrier, of course, the due diligence, you’ve been in real estate for quite some time. If you have the ability to hire us, we know you have some transactions under your belt is under contract and close deal. We can’t help much there unless you really, really want us to, but that’s a conversation for another day. But once we’ve gotten you a stranger on the internet, to a person on your website, to a lead in your database, to a conversation, to somebody saying yes to their price point, uh, farming area and timeline of purchase, to somebody you met, you saw them pull up in a Mercedes, an Aston, a Ferrari, whatever the case may be. Um, a decent car. You see them with decent family, and you’re like, “Hey, yes, I would love to work with these people.” At that point, it’s your due diligence to put them under contract and close the deal. We haven’t made it that far yet, but our clients are doing wonders. Like, like just check out our case studies. We’re we have tons more. These are just the ones we published. Um, and that’s the entire rabbit hole from beginning to end. And then the last pillar, number five, is what I call the bottleneck. Where along those six layers are you stuck and how do we unstuck you? So, I know that’s not a proper terminology, but but it just it feels right using that word because that’s what we do. Hey, um my client’s not getting any leads. Are they getting at least 20 clicks a day? It’s like they’re not. That could be a huge sign. Oh, they are getting 20 clicks. They’re actually getting 100 clicks a day. Then it’s the landing page. It’s the conversion tracking. It’s the speed. Things like that. They are getting leads, but they’re all saying, “Leave me alone.” That’s fine. Where is the traffic coming from? Things like that. So we have an exact process, formula, KPI to measure each step of those six layers. So that’s the bottleneck in a nutshell.

Carlos: Well, I really appreciate you for sharing all of that. I think it’s going to bring a lot of value to everybody watching. And for those who have the time and want to learn more, I invite you to follow our social media channels, to follow our YouTube channel, to go and look for the lab, which is where Stephen goes and, you know, show you step by step on how to do this. He just mentioned he’s going to bring a new class out there to bring all of this content available for those of you who want to do it yourself. But if you know that you need, you know, the right team, if you know that you’re already investing on marketing and it’s not working out for you or you’re again investing in any of these options that we talked about at the beginning and you’re not growing your personal brand, your team, you’re not getting to the transactions that you want, we invite you to, you know, click on the link below, talk to our team, you know, schedule a one-on-one consultation with our sales team. We would love to talk to you. They would love to assess your business using this process. And at least you’ll leave that call knowing exactly where you at in in your in your business today and what you you need to do to fix it or how we can help you get it done. Um so I mean being that the case, I appreciate you for sharing all this information and we look to see you in the next episode of the pipeline and the lab. So thank you again for watching and we’ll see you in the next one. We’ll see you on the other side.

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