Marketing Campaigns and Lead Generation
Build AI-powered marketing campaigns that generate leads: social media content, email campaigns, neighborhood farming, and personal branding strategies.
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The Agent Nobody Knew
In the previous lesson, we explored investment analysis and property evaluation. Now let’s build on that foundation. A new agent in a competitive market had no listings, no sphere, no reputation. She couldn’t buy leads fast enough to compete with established teams.
So she did something different. Every week, she posted three pieces of content: a neighborhood spotlight, a market data insight, and a homeowner tip. She started a monthly newsletter for a specific zip code. She showed up at every community event and posted about it.
Six months later, she wasn’t the top-producing agent in her market. But she was the agent everyone in that one neighborhood knew by name. And that neighborhood generated 22 transactions for her in the first year.
Marketing in real estate isn’t about reaching the most people. It’s about becoming unforgettable to the right people.
Building Your Content Strategy
The Content Pillars
Every real estate agent’s content should revolve around four pillars:
| Pillar | What It Does | Example Content |
|---|---|---|
| Market Expert | Positions you as knowledgeable | Market updates, data analysis, trend predictions |
| Local Guide | Shows you know the area | Neighborhood spotlights, restaurant recommendations, event coverage |
| Helpful Advisor | Builds trust through value | Homebuyer tips, maintenance advice, financial education |
| Personal Brand | Makes you relatable and memorable | Behind-the-scenes, client stories (with permission), your personality |
Use AI to generate content for each pillar:
I'm a real estate agent in [market/area].
My target audience is: [first-time buyers, luxury clients,
investors, relocators, etc.]
My personal brand is: [professional + approachable, luxury
specialist, data-driven advisor, neighborhood expert, etc.]
Generate a 4-week social media calendar with 4 posts
per week:
- 1 Market Expert post per week
- 1 Local Guide post per week
- 1 Helpful Advisor post per week
- 1 Personal Brand post per week
For each post, provide:
- The platform (Instagram, Facebook, LinkedIn, or TikTok)
- The hook (first line that stops the scroll)
- The content (what to say/show)
- The call to action
- Hashtag suggestions
Social Media Content Templates
The Market Update Post
Create a social media market update post.
Market: [your area]
Data: [median price, inventory, days on market,
month-over-month changes]
Platform: [Instagram/Facebook/LinkedIn]
Write the post:
1. Hook that makes people care about market data
(not "Here's your monthly market update!")
2. 3-4 key data points translated into plain language
3. What this means for buyers in one sentence
4. What this means for sellers in one sentence
5. Call to action (DM me, link in bio, comment your
questions)
Tone: confident, helpful, not salesy.
Under 200 words.
The Neighborhood Spotlight
Create a neighborhood spotlight post for [neighborhood name].
What I know about this area:
[Your personal knowledge: character, hidden gems,
lifestyle, who lives there]
Write a post that:
1. Opens with a specific, vivid detail only a local
would know
2. Highlights 3-4 things that make this neighborhood
special
3. Mentions a hidden gem (restaurant, park, shop)
4. Includes a lifestyle statement
("If you love [activity], you'd love living here")
5. Invites engagement ("What's YOUR favorite spot
in [neighborhood]?")
Platform: [Instagram/Facebook]
Include a photo suggestion for the post.
The Homeowner Tip
Create a seasonal homeowner tip post.
Season: [current season]
Audience: [homeowners in my market]
Write a helpful tip post that:
1. Addresses a timely maintenance or homeownership topic
2. Gives 3-4 actionable steps someone can do this weekend
3. Includes a cost-saving angle if possible
4. Feels helpful, not promotional
5. Subtle reminder that you're a real estate professional
(without being salesy)
Email Marketing
The Monthly Newsletter
Create a monthly newsletter for my real estate contacts.
Month: [month]
Market: [your area]
Current data: [key market statistics]
Featured listing: [if applicable]
Local news: [any relevant community news]
Newsletter structure:
1. Personal greeting (2 sentences, warm and authentic)
2. Market snapshot (key stats with plain-English
interpretation, 3-4 sentences)
3. Featured neighborhood or area highlight
(3-4 sentences with lifestyle focus)
4. Homeowner tip of the month (seasonal, practical)
5. One listing highlight (if applicable) or
recent sale success story
6. Closing with call to action
("Know someone thinking about buying or selling?")
**Quick check:** Before moving on, can you recall the key concept we just covered? Try to explain it in your own words before continuing.
Total length: 300-400 words.
Tone: helpful friend who happens to be a real estate expert.
The Just-Sold Campaign
I just closed a sale:
Property: [type, neighborhood]
Sale outcome: [over asking, multiple offers, quick close, etc.]
What made this deal special: [your role, challenges overcome]
Create a "just sold" content package:
1. Instagram post (hook + story + testimonial request)
2. Facebook post (slightly longer, more detail)
3. Email to neighbors (non-pushy: "Your neighbor just sold,
here's what it means for your home value")
4. Email to sphere ("Another happy client" + subtle
market insight)
Each piece should celebrate the client
(with permission) while demonstrating my expertise.
Neighborhood Farming Strategy
Setting Up Your Farm
I want to farm [neighborhood/zip code].
Details:
- Number of homes: [approximate]
- Average price: [range]
- Turnover rate: [% that sell annually, if known]
- Current competition: [other agents active here]
- My connection to this area: [why you chose it]
Create a 12-month farming plan:
Month 1-3: Establish presence
Month 4-6: Build recognition
Month 7-9: Generate engagement
Month 10-12: Convert to clients
For each quarter, specify:
- Direct mail pieces (postcards, market reports)
- Digital content (social media, email)
- Community involvement (events, sponsorships)
- Door-knocking or personal touch strategy
- Estimated budget per month
The Farm Postcard Series
Create a series of 4 quarterly postcards for my
neighborhood farm.
Neighborhood: [name]
My brand: [style/personality]
Target homeowner: [typical resident profile]
Each postcard needs:
- A headline that gets read (not "Your Local Agent!")
- 1-2 relevant market data points for THEIR neighborhood
- One piece of genuinely useful information
- My contact info and call to action
- Design suggestion (layout and visual approach)
Make each postcard different:
Q1: Market report + predictions
Q2: Home value update + improvement tips
Q3: Local market comparison + neighborhood highlight
Q4: Year in review + market outlook
Open House Marketing
I'm hosting an open house:
Property: [address, type, price]
Date/time: [when]
Target buyers: [who this home appeals to]
Neighborhood selling points: [location benefits]
Create a complete open house marketing package:
1. Social media announcement (3 posts: teaser,
day-before reminder, day-of)
2. Neighbor invitation (door knocker or postcard wording)
3. Email blast to buyer leads
4. Open house sign-in sheet follow-up email
(to send to attendees after)
5. Neighbor follow-up
("Sorry you missed it—curious what your home is worth?")
Measuring Marketing Effectiveness
Track what works and stop what doesn’t:
Help me create a marketing tracking system.
My current marketing activities:
[List everything: social media, email, farming, events, etc.]
For each activity, define:
1. What metric should I track?
(Leads generated, engagement, website visits, calls)
2. How do I track it?
(CRM, Google Analytics, social insights, etc.)
3. What's a reasonable benchmark for my market size?
4. When should I evaluate and adjust?
5. What would tell me to stop this activity vs. double down?
Exercise: Build Your Marketing Plan
- Define your four content pillars with specific topics for your market
- Create one month of social media content (12-16 posts) using AI
- Draft your first monthly newsletter
- If applicable, outline a neighborhood farming plan for one area
- Set up your tracking metrics
Key Takeaways
- Effective real estate marketing is 80% value, 20% promotion
- Four content pillars: Market Expert, Local Guide, Helpful Advisor, Personal Brand
- Social media consistency (3-5 quality posts per week) beats sporadic volume
- Email newsletters build relationships when they lead with value
- Neighborhood farming works because real estate is hyperlocal; own one area deeply
- Just-sold campaigns demonstrate expertise while celebrating clients
- Always track results and adjust; marketing without measurement is guessing
Next lesson: transaction management and workflows. The systems that keep deals on track.
Knowledge Check
Complete the quiz above first
Lesson completed!