🎥 How One Ohio Agent Cracked a Code to Get Sellers to Respond

Video Prospecting That Actually Books Listing Appointments

What if I told you one of our team members uncovered a simple—but powerful—way to get more listing appointments by getting prospective sellers to actually respond?

Not gimmicks.
Not cold-call burnout.
Not spammy templates.

A smarter use of personalized video.

I am Mike Ferrante with Century 21 HomeStar and the 21 Mike Team, serving the northern half of Ohio—from Cleveland and Lorain to Akron, Medina, Mount Vernon, and Central Ohio. If you have a real estate need anywhere in Ohio, head to 21mike.com and click the button at the top to schedule an appointment, or email me directly at mike@21mike.com.

In this week’s Tuesday Training, I brought on a special guest and teammate, Mike Pillow, who works primarily in the Apple Valley Lake / Mount Vernon area. Mike is a newer agent, recently full-time, competing in a tight, high-demand market with well-established agents—and he is winning listing conversations by doing something different.

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🏘️ The Challenge: High Competition, Low Response

Apple Valley Lake is a small, highly desirable lake community. It attracts:

• Local agents

• Agents from Columbus, Akron, and Cleveland

• Out-of-area agents brought in by friends and neighbors

Mike faced the same frustration many agents experience:

• Low phone-answer rates

• Endless voicemails

• Limited responses from FSBOs and expired listings

• Traditional prospecting producing slow, inconsistent results

Even with solid effort, phone calls were returning single-digit response rates.

So Mike changed the approach.

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🚀 The Breakthrough: Personalized Video Text Messages

Instead of leaving another voicemail, Mike started sending short, personalized videos via text.

Not generic blasts.
Not mass marketing.
Not “Dear Homeowner.”

Each video was:

• Under one minute (easy to text)

• Personalized to the seller or property

• Recorded specifically for that person

• Designed to show—not tell—his marketing skill

The result?

👉 43%–50% response rates on a small but growing sample size.

That is not a typo.

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🎯 Why Video Works (When Calls Do Not)

Mike explained it best with one simple question:

“How many video texts did you receive today from real estate agents?”

Probably zero.

Sellers are numb to:

• The same voicemail scripts

• The same postcards

• The same emails

Video breaks the pattern.

It creates:

• Immediate recognition

• Human connection

• Visual proof of effort

• Curiosity instead of resistance

Sellers know instantly the video was made just for them.

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🛠️ How Mike Builds His Videos

Mike records a short selfie-style video, then enhances it using CapCut (a free, easy editing app).

His videos often include:

• Light animation and motion

• Logos and branding elements

• A QR code linking to his YouTube channel

• Clear contact information

• Energy and personality

The goal is not perfection.
The goal is attention and credibility.

Instead of saying “I use video to market homes,” he shows it.

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📅 Real Results: Real Appointments

From these video texts, Mike has:

• Booked listing appointments

• Turned one seller conversation into both a listing and a buyer opportunity

• Received replies from sellers while they were on vacation in Europe

• Stayed top-of-mind with sellers months before they are ready to list

In one case, a seller responded simply to say:

“I love your video. Let’s talk when we get back.”

That is the power of standing out.

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🔑 Key Takeaways for Agents

You do not need fancy equipment.
You do not need to be a video expert.
You do not need to be “comfortable on camera.”

You do need to:

• Be human

• Be different

• Be consistent

Even a simple personalized selfie video beats the best generic voicemail.

And if you add production value over time? Even better.

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✅ Final Thought

Most agents are still asking:

“Why won’t sellers call me back?”

The better question is:

“Am I giving them a reason to notice me?”

Video gives you that reason.

If you want more ideas like this, or if you are an agent in Ohio looking to grow with systems, training, and collaboration, reach out anytime.

📍 21mike.com
📧 mike@21mike.com

And remember—your videos do not have to be perfect.
They just have to exist.