Real Estate Video Marketing: 700 Videos, Zero Leads
I had a guest run Tech Tuesday this month. Liv Petraru is an eXp agent in Orlando, right by Disney, with about 48 agents in her group. I introduced her, told everybody to turn their cameras on, and jumped off for an event. She ran the whole hour with JoAnna and my agents, and what she taught is worth writing down.
She didn't start out winning
Liv got her license in 2018 as a part-time agent. She sold zero homes in her first two years. She joined a team in 2020, sold 14 homes, and made about $39,000 after splits. Then she went out on her own and started buying leads. She lost $8,000 on a Facebook lead contract and spent about $12,000 on Realtor.com leads with her lender that closed two deals.
What finally worked was small. She made a quick video of herself at a showing, and it brought a Facebook lead that paid a $14,000 commission. So she kept filming.
The mistake that cost her 700 videos
This is the part I want every agent to hear. Liv posted about 700 videos with no call to action, and in her words, she got no action. When she started ending every video with a comment keyword (comment PRICE, comment BUILD), the comments started coming.
Today her team gets about 300 phone calls and 500 to 800 DMs a month from those videos. She has 66,000 Instagram followers from posting one video a day for a year.
The formula
Her videos run about 35 to 45 seconds. Here's what goes in:
The location on screen in the first three seconds ("Celebration, Florida," "10 minutes from Disney")
Only the highlights: the front, the kitchen, the main areas, and the pool if there is one
Captions, because about half of people watch without sound
A voiceover, which lets you say more than talking to the camera would
A comment keyword at the end
One of her "guess the price" videos ran 42 seconds. She said it took 10 minutes to film and 30 minutes to edit, and it brought 35 calls to her personal cell on a Sunday. That's the day she started routing calls through a smart number in her CRM.
No videographer, no listings, no problem
Videographers quoted her $250 to $350 a video. She films on her phone, edits in CapCut, and batches with a video buddy every two weeks: 5 hours and 5 to 6 tours. When she's busy, she shows up 15 minutes before a showing and films before her clients arrive.
Most of her tours aren't her listings. Builders are happy to have agents film, and she doesn't sign any agreements with them. If you don't have builders nearby, film staged resale homes at open houses or broker opens. Liv says resale videos tend to bring in more listings than buyers.
Michael from Miami asked about multi-million-dollar homes. Liv's answer: get permission, credit the listing brokerage, and use a voiceover so you're not in the way. Custom homes over $1 million can be fussier about who comes in, so ask first.
Don't give out the address
Several agents asked what to do when someone asks where the house is. Liv lists the area, never the street. When someone asks for the address, she answers with a question: What brings you to the area? Are you open to other floor plans? What's your budget? Then she offers a Zoom where she pulls up a map, shows them the best areas and schools, and asks both decision-makers to join.
Start the funnel small
Her full system uses ManyChat, Calendly, text and email drips, and a weekly newsletter. In the newsletter, a "community feature of the week" replaces a market update. Her advice for beginners was simpler:
Put your name, "REALTOR," and your area in your Instagram profile.
Use ManyChat so a comment keyword triggers a DM with a few details and your Calendly link.
Use Calendly (free) linked to your calendar.
Hold off on Zapier. If you get 10 leads a month, enter them in your CRM by hand.
You don't need to go viral
One of her agents closed five deals this year on videos that barely reach 300 views. TikTok is geographically targeted, so 100 local views can still make your phone ring. Liv doesn't run ads. Her organic leads are hotter. If one video out of 30 does really well, she'll turn that one into an ad.
Here's the part I want my Landing Luxury Listings agents paying attention to.
My takeaway isn't that luxury agents need to post more videos. It's that they need to post more strategically.
Pick one luxury neighborhood. Create content for the homeowners there. Give people a reason to raise their hand. Then repeat until the market knows your name.
You don't need thousands of views. You need the right homeowners seeing you consistently.
Frequently Asked Questions About Real Estate Video Marketing
How can Realtors generate leads from property tour videos?
Creating property tour videos is only part of the strategy. Realtors also need to give viewers a reason to take the next step.
During one of my Tech Tuesday trainings, Liv Petraru shared how she posted approximately 700 videos without generating the engagement she wanted.
What changed? She started including clear calls to action.
Instead of simply showing a beautiful property, she invited viewers to comment a keyword to request more information.
That simple adjustment helped turn passive viewers into actual conversations.
What are the best calls to action for real estate videos?
The best calls to action are simple, specific, and connected to what the viewer wants.
For example:
Comment PRICE to learn the asking price.
Comment TOUR to request more property details.
Comment LIST to receive available homes in a specific area.
Comment LUXURY to learn about luxury homes in your market.
The goal is to make it easy for interested viewers to start a conversation.
Do real estate agents need professional videographers to generate leads?
Not necessarily!
Professional videography can be a wonderful investment, especially when marketing luxury listings.
However, agents can also create effective educational videos, neighborhood tours, and property content using their phones.
What matters is the quality of the information, the relevance to your audience, and having a strategy that connects engagement to follow-up.
Always obtain the necessary permission before filming or marketing someone else's listing.
How can luxury real estate agents use video to attract high-end sellers?
Luxury agents should create videos that demonstrate their market knowledge, marketing expertise, and ability to tell a property's story.
I recommend creating content around luxury neighborhoods, property features, market trends, and the lifestyle buyers are looking for.
When homeowners consistently see you educating the market and professionally presenting luxury properties, you have an opportunity to build familiarity and credibility.
How can Realtors automate follow-up from Instagram comments?
Real estate agents can use approved Instagram messaging automation tools to respond when someone comments a specific keyword.
Depending on the platform and available integrations, these workflows can deliver property information, ask qualifying questions, and help organize interested prospects inside a CRM.
Inside my Scaling Smarter Society, I help agents connect marketing, messaging, and follow-up so they're not manually managing every conversation.
Ready to Turn Your Content Into Real Opportunities?
You don't need to post hundreds of videos and hope someone calls.
You need a strategy that connects your content to conversations, relationships, and potential clients.
Through my Landing Luxury Listings coaching and Scaling Smarter Society, I help agents develop stronger luxury marketing strategies and leverage technology to simplify their businesses.
Ready to stop posting without a plan and start marketing with purpose?
Explore Luxury Coaching: https://landingluxurylistings.com
Discover Scaling Smarter Society: scalingsmartersociety.com
