Episode Overview

Podcast: Your Daily Real Estate Podcast with Tristan Ahumada
Host: Tristan Ahumada
Episode: 735 – Convert 3X More Leads With One Simple Shift
Date: December 4, 2025

Theme/Purpose:
Tristan Ahumada breaks down how real estate agents can triple their lead conversion rates by making one core adjustment: tailoring their first message to match the mindset and intent behind each lead source. This episode (Part 1 of a 3-part mini-series) focuses on Google PPC, Google LSA, and YouTube leads—diving into the psychology, correct messaging, and actionable approaches for each.

Key Discussion Points & Insights

1. Why Agents Miss Conversions (00:00–01:12)

• Tristan’s core assertion:
  Many agents lose leads not because of the quality of the leads, but because they address all leads with the same approach. Leads from different channels (Google PPC, YouTube, Meta, Portal) have distinct needs and expectations right from the first interaction.

  “The problem isn't the leads, it's the way you're talking to them.” — Tristan (00:03)

2. Understanding the Mindset by Lead Source

A. Google PPC & Organic (SEO) Leads (01:13–04:17)

• Intent: Warm; leads are actively searching for solutions (“homes for sale near Pepperdine University”)

• Mindset: Seeking clarity, options, and fast answers; expecting value as soon as they reach out

• Agent’s Approach:

  • Respond within 2 minutes if possible.
  • Lead with clarity, not pressure.
  • Reference their specific search (area, price, property type).
  • Be friendly, helpful, and above all, human.
  • Avoid generic responses—don’t just say, “call me when you’re ready.”
  • Add value and match what they’re seeking; don’t try to switch topics/properties abruptly.

  “Respond within two minutes if possible. Lead with clarity, not pressure... Let them ask their questions.” — Tristan (03:09)

  “Match your message to their search area price type. Don’t change it on them.” — Tristan (03:22)

  “Approach different and keep the tone simple, friendly, and human. The thing people really, really don’t like is when you’re salesy.” — Tristan (03:34)

• Example First Message:

  “I saw you're exploring homes in Malibu. Would you like me to send you a few in that area, or are you also open to neighboring cities like Westlake Village or Pacific Palisades?” — Tristan (04:08)

• Follow-up: Short bursts within first 24 hours, then nurture (drip campaign/newsletter).

B. Google Local Service Ads (LSA) (04:18–05:41)

• Intent: Highest—the consumer is searching “real estate agent in [city]” and contacting directly.

• Mindset: Wants a real human and fast, confident answers.

• Agent’s Approach:

  • Answer on the first ring or as quickly as technologically possible (route calls if you’re busy).
  • Calm, confident, and helpful tone.
  • Prioritize their questions, then gently transition to next steps (showings, meetings).

  “Pick up on the first ring... Keep your tone calm and helpful. Answer the questions first. Transition into simple next steps.” — Tristan (05:01)

• Goal: Move them from inquiry to an actual showing or appointment.

C. YouTube Leads (05:42–07:19)

• Intent: Moderate to high; leads already know, like, and trust your style/expertise.

• Source: Can come through comments, form downloads, or giveaways.

• Mindset: They’re fans or followers. They’re primed and trust Tristan/the agent already.

• Agent’s Approach:

  • Reference the video they watched—be personal and specific.
  • Offer simple, relevant guidance (e.g., planning session, list of homes, specific walkthroughs).
  • Don’t try to “sell”—they’re reaching out because they are already interested.
  • Don’t over-persuade; “just don’t screw it up.” Show up authentically as you do on video.

  “They already like your voice, style, or expertise. So they want you to guide them. You don’t have to win them over.” — Tristan (06:13)

  “Invite them on a short call... But one thing you don't have to do is convince them to work with you. They're already there.” — Tristan (06:45)

  • First Message Example:

    “Thanks for watching my video on Thousand Oaks. Want a simple plan for your situation?” (07:10)

  • Goal: Move them to a meeting, call, or planning session.

Notable Quotes & Memorable Moments

• "The problem isn’t the leads, it's the way you're talking to them." – Tristan (00:03)
• "Match your message to their search area price type. Don't change it on them." – Tristan (03:22)
• "Pick up on the first ring... Keep your tone calm and helpful." – Tristan (05:01)
• "They already like your voice, style, or expertise. So they want you to guide them. You don’t have to win them over." – Tristan (06:13)
• "You don't have to force them to be with you at this point. They are with you. Just don't screw it up." – Tristan (06:48)

Timestamps for Key Segments

| Segment | Timestamp | |-----------------------------------|-----------| | Introduction & main message | 00:00–01:12 | | Breakdown—Google PPC/SEO leads | 01:13–04:17 | | How to message Google PPC leads | 03:10–04:15 | | Example PPC first message | 04:08 | | Google LSA leads & strategies | 04:18–05:41 | | YouTube leads & approach | 05:42–07:19 | | Example YouTube first message | 07:10 | | Recap & outro | 07:20–end |

Episode Flow & Tone

• Straightforward and actionable: Tristan gives practical scripts and clear logic for each lead source.
• Encouraging and grounded: Emphasis is on doing the basics, being human, and treating each lead individually.
• Conversational and motivational: The episode maintains a friendly, confident tone, making the information approachable and relevant, whether for solo agents or teams.

Key Takeaways

• Different lead sources have different mindsets and need tailored communication from the first message.
• Speed, clarity, and personal relevance are essential to winning Google and YouTube leads.
• Avoid high-pressure tactics; authenticity and responsiveness win more conversions.
• Leverage the trust already built through video/content with YouTube-based leads.
• This episode is part 1 in a series—next episodes will cover Meta ads and portal leads.