From Zero to $100k: Mapping Your Property Media Revenue

**A Conversation with the Pixlmob Team: How to Build a $100K Real Estate Photography Business**

Join Pixlmob co-founders Moses Nickerson and Matty for a casual conversation about the intersection of media and real estate. Moses is a real estate industry veteran who has launched teams, brokerages, and the Pixlmob media company. Matty's background is primarily in film and TV, specifically producing and directing television commercials and other advertising.

The discussion focuses on the current business models working in real estate, centering on the relationship between real estate agents and real estate photographers.

The co-founders explore a fundamental goal for new media professionals: making $100,000 in the real estate media business. They discuss a framework for success: make $100,000, net $100,000, and give $100,000. Using a common photography package price of $200, achieving $100,000 in revenue requires completing 500 shoots in a year. This breaks down to approximately 45 shoots per month or 10 per week.

The episode provides key sales strategies for new real estate media professionals, including:

* Thinking of yourself as a business-to-business salesperson, providing value to help a realtor grow their business.
* Focusing on forging a quality business relationship rather than just selling the quality of your photography—the quality of the media is "table stakes".
* Finding ways to make yourself indispensable, such as offering ancillary services like sign installation or lockbox management, which busy agents highly value.
* Targeting a consistent rhythm of outreach, which is more likely to succeed than relying on sheer willpower.
* Choosing higher context communication, such as in-person meetings, for a higher conversion rate, especially for those with little sales experience, compared to low-context mediums like DMs.
* Tracking and measuring your conversion ratio (e.g., how many calls or meetings it takes to get a new client) to transform your business.
* Engaging with the local realtor association through sponsorships, lunch-and-learns, or teaching classes.
* Targeting teams and making the administrative assistant's life easier with convenience and simple delivery.
* Considering boutique brokerages (5 to 25 agents) that may mandate or pay for professional photography for their agents.
* Finding opportunities to create a beneficial alliance with a gatekeeper, such as a broker who is also a high-volume seller, which can unlock business with multiple agents.
* Being humble, asking questions about what is valuable to agents, teams, and brokers in your area, and being curious to build connections.

Finally, the co-founders discuss the difference between netting $100,000 as an operator and netting $100,000 in passive income.

Follow us at Pixlmob to continue the conversation about the real estate media industry, and if you need to outsource your editing, visit pixlmob.com.

**Chapter Markers:**
0:07 - Introduction of Pixlmob Co-Founders, Moses Nickerson & Matty
1:24 - The Intersection of Media and Real Estate
2:08 - The Main Client: Real Estate Agents
4:19 - What Defines a Successful Real Estate Photography Business?
4:31 - The $100,000 Goal Framework: Make, Net, Give
5:41 - The Math: 500 Shoots to Make $100,000
7:54 - Volume vs. Raising Average Order Value (AOV)
10:52 - Getting Your First Shoots: The Importance of Connections
12:35 - How Many Agents to Get 500 Listings?
14:14 - Finding Productive Agents
15:19 - The Power of Consistent Outreach
16:41 - Strategy vs. Tactics
18:19 - Business-to-Business Sales Approach
19:41 - Becoming Indispensable: Ancillary Services (Signs & Lockboxes)
22:45 - The "Jobs to be Done" Business Principle
25:12 - Why Realtors Choose Professional Photographers
27:35 - Tracking Your Conversion Ratio
28:44 - High-Context Communication (In-Person) vs. Low-Context (DMs)
34:49 - The Sales Benefit of Selling to Salespeople (Realtors)
36:40 - Selling to Teams: Finding the Gatekeeper/Admin
39:58 - Selling to Brokerages: Recruiting is the Business Model
41:41 - The Brokerage Pitch: Offering Value for Agent Recruiting
43:19 - Targeting Boutique Brokerages
47:06 - Creating Alliances with Gatekeepers
48:35 - The Power of Curiosity and Asking Questions
50:13 - Netting $100,000: Operator vs. Passive Income