07:54 / Client review
First deals from the platform
Ron said the team had closed its first few deals. Later in the call he described a second deal as closing; the transcript does not establish an exact settled total.
Rivera Realty
GROWTH & SALES SYSTEM
From no CRM to a sales system built to handle 624 buyer leads.
Sebastien built the sales foundation and ran a 140-day buyer campaign generating 624 leads. In the July 20 review, Ron reported initial deals from the platform, a signed property-management deal, and outbound referrals—opening more ways to capture business.
At a glance
624
Buyer leads
- Calculated blended CPL
- $9.19
- Upwork score
- 5.0
Sebastien’s contribution: Sebastien built the CRM foundation, funnels, routing, nurture, acquisition, reporting, and team handoff starting Jan. 29, 2026. The buyer campaign launched Apr. 3, 2026, with the system already in place.
The starting point
Before more leads,
a way to handle them.
Ron Rivera needed more than another campaign. When Sebastien started on January 29, 2026, the agency had no established CRM foundation for capturing opportunities, assigning an agent, and following up consistently.
More demand would only put more pressure on a process that still depended on manual action.
January 29 · 2026
Build the foundation
CRM, lead handling, follow-up, and team handoff.
April 3 · 2026
Buyer campaign begins
First recorded campaign spend—with the foundation in place.
August 20 · 2026
Campaign window ends
624 buyer leads across 140 calendar days.
The decision
Build the path to sales.
Then add demand.
Sebastien worked backward from the agent’s next step: who owns this lead, what happens next, and how does the team see the progress?
Clear ownership
Route the opportunity and notify the right person.
Consistent follow-up
Connect immediate outreach with longer-term nurture.
A visible sales path
Bring calendars, pipeline stages, and reporting together.
What Sebastien built
One connected journey.
Not a pile of tools.
01 / Give every inquiry a next step
From interest to an assigned agent.
Sebastien connected lead capture, CRM statuses, routing, and agent notifications. Follow-up and calendars continued the journey instead of leaving the team to reconstruct it manually.
02 / Match the journey to the audience
Different moves.
Different needs.
Buyer, seller, and military-relocation paths gave each audience a more relevant way into the business. The relocation guide is one example of the broader system—not part of the buyer-campaign total.
03 / Make it usable by the team
The handoff was part of the build.
Sebastien connected reporting and pipeline visibility, then delivered SOPs and Loom walkthroughs so the team could run the process. Slack supported the working handoff.
Illustrated operating handoff
01
See the lead and its owner
02
Know the follow-up and booking status
03
Track the opportunity through the pipeline
04
Use the SOP and walkthrough when needed
Acquisition snapshots
Separate campaign snapshots documented different CPLs over time. The windows are not additive.
Lifetime buyer campaign · Apr. 3–Aug. 20, 2026 · 140 calendar days
624 buyer leads at $9.19 blended CPL · $5,735.76 spend · 124,921 impressions · 30,391 reach · military PCS excluded
May 8 directional update
CPL improved from ~$105 in the prior week to ~$16 in the next measured week
May 13
32+ leads at ~$25 CPL; newest four-day stretch: 22+ at ~$11 CPL
Through May 20
52 leads at $21.89 CPL · $1,138.43 spend
May 13–20 subset
21 leads at $15.93 CPL · $334.45 spend
July 20 review (cumulative)
~418 cumulative leads at ~$10 CPL on ~$4,100 ad spend
July 12–Aug. 10 Meta window
198 leads at $7.65 CPL · $1,515.13 spend
Platform-measured · Lifetime buyer campaign · Apr. 3–Aug. 20, 2026 · 140 calendar days
$5,735.76
Total spend
124,921
Impressions
30,391
Reach
624
Buyer leads
$9.19
Blended CPL
The 624 buyer lead figure is a calculated aggregate from platform-measured inputs, not one native Meta result. The July 12–Aug. 10 platform window (198 leads at $7.65 CPL) and the transcript-documented ~418 cumulative figure are separate historical windows and are never added together.
Account inventory · Aug. 11, 2026
As of Aug. 11, 2026, the account held a substantial inventory of tags, fields, pipelines, forms, calendars, funnels, and projects. Not every later item was created during the original engagement — the team extended the system over time.
115
Tags
93
Custom fields
5
Pipelines
40 stages
13
Forms
15
Active calendars
8
Funnels
19 steps
3
Published AI Studio projects
Buyer campaign · April 3–August 20, 2026
624
Buyer leads.
A sales system behind them.
- Total Meta spend
- $5,735.76
- Blended cost per lead
- $9.19
- Campaign window
- 140 days
- Upwork score
- 5.0
Lead total and blended cost calculated from Meta platform-measured inputs. Buyer campaign only; military PCS excluded. 140 calendar days, inclusive. Upwork score separately documented. Leads are not closed sales or attributed revenue.
July 20 client review
The leads were becoming real business.
Ron reported agents speaking with prospects, booking appointments, and closing the first deals from the platform. The opportunity also extended beyond buyer transactions into rentals, property management, and out-of-area referrals.
13:50 / Client review
1
Property-management deal signed
Ron reported a property-management deal signed that week after the team adapted its approach to rental and out-of-area inquiries.
14:01 / Client review
2
Outbound referrals submitted
Out-of-area leads became referral opportunities. These were submitted referrals—not confirmed referral closings or collected fees.
“The agents are happy, you know, they're talking to people, making appointments, and we just closed the first few deals from the platform, so that's good.”
Typeset excerpt from the meeting transcript.
Conversion: At 07:41, Ron reported around 28% conversion. The call does not define the conversion event or denominator, so this is not presented as a lead-to-sale or lead-to-appointment rate.
Campaign snapshot: At 11:29, Sebastien reviewed about 418 cumulative leads at about $10 per lead on about $4,100 in ad spend. This is an earlier snapshot within the later 624-lead campaign window, not an additional lead total.
Commercial position: At 12:22, Ron described the campaign as just below break-even when including Sebastien’s fees, with a second deal closing. No exact revenue, cash-collected figure, or ROAS was established in the call.
Pipeline outlook, not closed results: At 13:10–13:16, Ron anticipated at least three more deals in the next 30 days and closer to ten in three to six months. Those figures remain forecasts made during that review.
Services & market expansion
Capture more of the business.
Carry the system into the next market.
More value from the inquiries already arriving.
Ron taught the agents to adapt to rental and out-of-area leads. He described the result as capturing more of the services Rivera Realty already offered—not creating those services from scratch. The signed property-management deal and submitted outbound referrals made that broader opportunity tangible.
The same platform. Different local marketing.
At 15:16, Ron described reusing the platform as Rivera Realty opened other markets. At 24:49, he said the business was in expansion and discussed franchising as a possibility. The call establishes an expansion strategy, not a verified count of newly launched locations.
“we can use it and expand it easily in the future.”
Transcript excerpt. Ron thanked Sebastien for designing the workflow with future expansion in mind. Ron and his agents continued refining and extending the system themselves.
The July 20 review also identified routing and messaging improvements still needed. AI-assisted follow-up, dedicated property-management campaigns, and franchising were discussed as next steps, not completed deliverables. No additional market names or launch count were provided.
View the July 20 client-review recording →What is it like to work with us?
DEMAND OUTRUNNING THE PROCESS?
Fix what happens after the lead.
We can help connect capture, routing, follow-up, sales visibility, and reporting before more volume adds more complexity.