Stephen Hester’s Playbook: Turning Content into Closings

When Stephen Hester was laid off from his job in the fitness industry during the COVID-19 pandemic, he faced uncertainty. Little did he know, this challenge would become a catalyst for reinventing his career—and achieving remarkable success in real estate. Leveraging innovative social media strategies, Stephen transformed from a newcomer to one of Tulsa's most recognized and successful real estate agents. In this blog, we’ll explore the methods and habits that made all the difference.

Meet the Agent: Stephen Hester

Stephen joined Coldwell Banker Select Real Estate in Tulsa, Oklahoma, in 2020. With the strategic use of social media, particularly YouTube, Instagram, TikTok, and Facebook, he rapidly rose to prominence. Stephen earned Rookie of the Year in his first year and climbed to the top 10% of Tulsa's real estate agents by his second year, achieving the majority of his transactions directly from social media.

YouTube: Answering Questions and Building Trust

Recognizing YouTube's potential early, Stephen created a channel dedicated to addressing common questions from prospective residents about Tulsa. His initial videos, including topics like the cost of living, best neighborhoods, and detailed home tours of new construction, quickly attracted buyers from outside Oklahoma.

In his first year alone, YouTube directly resulted in 22 out of 26 total transactions, establishing him as a trusted relocation specialist. For Las Vegas agents, Stephen’s strategy underscores the immense potential of creating valuable, informational content, especially given the city's high influx of out-of-state residents.

Short-form Content & Stories: Building Local Influence

Realizing he needed to establish a local presence as well, Stephen expanded to short-form videos on Instagram, TikTok, and Facebook. Instead of just promoting real estate, Stephen focuses on shareable, valuable local content like the best local restaurants, weekend events, and business spotlights. By positioning himself as a local expert and "digital mayor," he naturally attracted more local clients.

His approach to daily Stories further deepens this connection. Stories provide an authentic, behind-the-scenes look into his real estate activities, showing houses, photography sessions, and casual interactions. Engaging directly with followers through polls and questions, Stephen actively initiates conversations and generates leads.

He also stresses the importance of daily social engagement, dedicating 30 minutes each morning and evening to actively liking, commenting, and interacting with posts from his sphere of influence. This consistent engagement has directly resulted in new listings and referrals, reinforcing relationships and keeping him top-of-mind.

Family and Personality: Authentic Connection

Stephen strategically includes family and personal content to build trust and relatability. Balancing his posts equally between professional and personal content, Stephen connects authentically with his audience. This personal touch helps potential clients feel they already know him, simplifying the initial interaction and deepening client relationships.

Systems, Tools & Quick Technical Wins

Stephen emphasizes that consistency and quality are critical. He maintains a structured posting schedule: three videos weekly (home tours, local business spotlights, informative lists) and carousel posts for listings. He leverages editing tools like CapCut, which simplifies producing professional-quality videos.

For immediate quality improvements, Stephen recommends:

Shooting all videos vertically for platforms like Instagram and TikTok.
Adjusting smartphone camera settings to 4K resolution at 60 frames per second.
Always use a wide-angle lens (0.5 lens setting) to enhance video presentation.

These easy-to-implement tips significantly enhance the professional appearance and viewer engagement of content.

Key Takeaways & Action Steps

Inspired by Stephen’s success? Here are immediate actions Las Vegas agents can implement to follow his lead:

Choose Your Platform and Content: Decide if long-form (YouTube) or short-form (Instagram, TikTok, Facebook) content best suits your style and audience.
Commit to Daily Engagement: Implement the "30-minute rule"—engaging with your social connections each morning and evening.
Incorporate Authenticity: Regularly share personal insights and behind-the-scenes glimpses to build deeper connections with your audience.

Stephen Hester’s journey proves that, with strategic social media use and consistent effort, substantial real estate success is achievable, no matter your starting point.

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