How This Agent Closed Over 140 Deals from TikTok

Zachary Foust breaks down how he generated 143 closed deals from TikTok referrals in one year, built a 27-person team, and runs a $9.68/lead PPC system that produces 1,300+ leads per month. LOs and agents focused on social media content strategy, paid search, and lead systems will get the most from this episode.

Takeaways you can run this week

• Use Instagram Stories as a free testing lab: post a poll asking 'Are you thinking of selling and cashing out on your equity? Yes / Thinking about it' — then DM everyone who responds with a follow-up conversation starter.
• Remove the TikTok watermark before reposting to Instagram Reels using snapick.com (free); if audio shifts, use the InShot app to re-sync it — Instagram's algorithm actively limits reach of videos with competing platform logos.
• Run Google PPC ads targeting '[competitor name] + your area' (e.g., 'Zillow Delaware') — Foust says this is one of his top-performing ad groups and generates leads at $9.68 each vs. ~$125–150 for a Zillow lead.
• Set up Google Local Service Ads and actively manage your review profile — Foust gets 25–30 leads/month from LSAs and 11–12 organic office calls per day from Google search; ask every closed client to leave a review from an active Gmail account (inactive accounts get purged by Google).
• Post niche-specific content consistently for 4–5 videos, then let the algorithm springboard every future post to that audience — Foust built a military buyer pipeline in Delaware by posting military-themed content with hashtags like #military and #army only on relevant videos, not every post.
• Engage daily on social media even on days you don't post: reply to DMs, like and comment on followers' posts, react to stories — Foust calls this his non-negotiable floor activity that matters more to the algorithm than posting frequency.

The playbook

1. 1. Choose a niche audience (e.g., military, first-time buyers, corrections officers) and create 5–8 videos specifically for that audience using relevant hashtags only on those videos.
2. 2. Post consistently until the algorithm associates your profile with that audience — future posts will be shown to that niche first, giving you a viral head start.
3. 3. Run Google PPC targeting hyper-local search terms and competitor brand names (e.g., 'Zillow [your city]') with a forced registration gate on your IDX site to capture leads.
4. 4. Feed all PPC leads into Active Campaign for automated email, text, and voicemail sequences; use Follow Up Boss for CRM tracking.
5. 5. Layer in Google Local Service Ads and optimize your Google Business Profile following Jason Pantana's guidance — geotag images in bulk (2x/month via a VA using GeoImgr) as a low-cost SEO reinforcement step.
6. 6. Use Facebook and Instagram ads for remarketing only — never run cold audiences; target custom audiences built from people who have already interacted with your content or profile.

Worth quoting

“Hashtags are built on short form video to help the content find the right audience, not to help your audience find the content.”

“Owning a treadmill doesn't make you a good runner.”

Best for

LOs or agents who know they should be on TikTok and Instagram but have no system for content, distribution, or turning social followers into actual leads.