Ep #97: How this Top Agent Reached Over 33K YouTube Subscribers and Cold-Calls FSBO's and Expired's

Loida Velasquez breaks down how she built a 30K-subscriber YouTube channel starting with an iPhone, a window, and a tripod — while her primary business still comes from cold-calling FSBOs and expired listings. LOs will find value in her video-texting workflow for lead nurturing and how she loops her lender into the buyer lead qualification process.

Takeaways you can run this week

• Record a 10-second generic video on your phone right now: 'Hey, this is [Name], great talking to you — look out for my email with everything you need to get started.' Save it as a favorite. Send it via text immediately after every new client phone call instead of a typed follow-up.
• When an agent partner runs Facebook buyer lead ads, co-produce a short video explaining the home-buying process and load it into the automated email drip so leads feel they already know both of you before the first appointment.
• Share Loida's YouTube channel (search 'Loida Velasquez' on YouTube) directly with your real estate agent referral partners via DM or text with the message: 'Came across this top agent doing amazing things on social media — thought of you, check it out.'
• If you're doing internet lead follow-up, switch from plain texts to video texts when leads go silent — Loida reports cold leads who ignored calls and texts still reply to a video message.
• Start your YouTube or video content by documenting your own journey and answering the exact questions left in comments on your posts — no content calendar needed, just read the feedback and film a response.
• When prospecting expireds, pre-qualify before showing up: confirm motivation and that the numbers work, then cancel appointments that don't make sense so every listing appointment you attend, you go expecting to sign a contract.

The playbook

1. 1. Facebook buyer lead comes in via ad targeting age 33+, excluding anyone with a real estate title, within 25-mile radius.
2. 2. Lead is automatically added to a database and receives automated email drip including a co-branded agent+lender explainer video.
3. 3. Agent makes the first call to qualify — is this a serious buyer or tire-kicker?
4. 4. If qualified, agent sends a personalized video text from personal cell phone to warm the relationship.
5. 5. Lender sends their own video text to the same lead to build parallel trust.
6. 6. If lead sets an appointment, agent pre-qualifies further and does homework — cancel if numbers don't work.
7. 7. Monthly phone call touch (switch to text if no answer, then video text if text is ignored) until 3–6 month conversion window.

Worth quoting

“Expires is my number one go-to — we're still hitting the phones and doing the old school approach of prospecting.”

“When there's blood in the streets, that's when you invest — the market shifting will weed out agents scared to cold call.”

Best for

LOs whose agent partners are resistant to video or social media — share this episode as a coaching resource and use Loida's video-text tactic to immediately upgrade your own lead follow-up.