“Most agents sleep on YouTube because they think property tours are the answer. But that’s like stepping over dollars to pick up dimes.” - Juan Alcala
What if I told you that one of the fastest-growing real estate teams in Tampa built their entire $85M business by doing the opposite of what most agents do on YouTube? In this week’s episode, meet Juan Alcala, a former restaurant manager turned real estate marketing expert who transformed his business by mastering YouTube. Juan reveals how he went from making $800 on his first deal (a $36k foreclosure), and after 93 days with $0 income to generating 350 qualified appointments this year with YouTube.
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We cover:
(00:00) Intro
(01:28) From $0 to $85M: His incredible journey in Tampa real estate
(03:17) How 350 appointments came from YouTube this year alone
(04:18) The crucial difference between top and bottom of funnel marketing
(06:17) What type of content actually converts vs what agents think works
(08:25) The secret behind his community-focused property tours
(11:54) Why showing the house first kills viewer retention
(13:44) His surprising strategy for filming during COVID: Uber driving
(16:40) The specific content types that attract move-up buyers
(19:23) How he turns “negative” topics into trust-building content
(26:03) The exact 30-second hook formula that keeps 75% of viewers watching
(31:00) The power of sharing personal stories (like his infamous cockroach encounter)
(35:51) How storytelling transformed his audience from 80% male to couples
(38:30) His simple but effective call-to-action strategy
(40:29) Inside his lead management system: From YouTube view to client
(43:33) Why he built a business he doesn’t have to be in
(46:26) Behind the scenes: His 10-person production team structure
(50:10) The real cost of overseas vs. US-based video editors
(54:09) Why he chose long-form YouTube over short-form content
(56:14) The 93-day period with zero income that changed everything
(1:01:49) His vision: Why every real estate agent needs to become a media company
🍿 More podcasts on YouTube:
1. Sarah Maslowski - 0 to $32M/YR: [ Ссылка ]
2. Jonathan Vega - Luxury Listing Tour YouTube: [ Ссылка ]
3. Adam Morejon - 0 to $50M/YR with YouTube: [ Ссылка ]
4. Matt Leicht - $20-25M + 400 leads every year with YouTube: [ Ссылка ]
🔗 Resources:
Juan's links:
YouTube: @trulivingtampa
Instagram: [ Ссылка ]
Website: [ Ссылка ]
Books:
Psycho-Cybernetics by Maxwell Maltz
Stories That Stick by Kindra Hall
The YouTube Formula by Derral Eves
Who Not How by Dan Sullivan
People:
Russell Brunson
Mr. Beast
Ken Pozek (our podcast with him: [ Ссылка ]
Gary Vaynerchuk
Jeremy Knight (our podcast with him: [ Ссылка ])
Kseniya Korneva (our podcast with her: [ Ссылка ])
Our Links:
Get our marketing team to help you grow: [ Ссылка ]
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🎙 Podcast: [ Ссылка ]
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📸 Instagram: www.instagram.com/andrew_bayon/
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