How we got a Pictou County agent 63 appointments in 4 months.
A small, rural Nova Scotia market, and an agent people knew as a local politician rather than a realtor. Here is how we changed that.
The short version
From May 2026, Northspire Agency ran video and image ads for an agent in Pictou County, Nova Scotia, and booked 63 appointments in four months, about 80% of them sellers. The ads brought in 347 leads at an average of $10.48 each, were shown more than 350,000 times across the region, and 50 to 60% of his deals now come from the appointments we book.
- Market
- Pictou County, Nova Scotia
- Focus
- Sellers (about 80%) and buyers
- Started
- May 2026
- Problem
- Known as a politician, not as an agent
- What we ran
- Video and image ads + a dedicated setter
- Result
- 63 appointments in 4 months
Where he was before we started
Real estate is his main income, but in Pictou County most people knew him as a local politician. He had plenty of awareness, just not as a real estate agent.
That cost him deals. People who would happily have bought or sold with him simply didn’t know he was an agent, so the business went elsewhere.
In a small community, that is a solvable problem. It needed the right people to see him, often, as the local agent.
What we put in place
The main job was to brand him as a real estate agent in front of everyone in Pictou County, and to turn that attention into booked appointments.
- Video and image ads that brand him as the local agent. We ran both inside his own ad account, aimed at people in the county looking to buy or sell. The ads ran as lead generation, so every one of them also put his face and name in front of the community.
- A person qualifies every lead. A dedicated setter, a Northspire Agency employee, calls every new lead within minutes during working hours, checks they are serious about buying or selling in the area, and books the appointment straight into his calendar.
- A pipeline for next year. Leads who aren’t ready yet are followed up on their own timeline, so the pipeline keeps growing every month.
The result
In four months we booked 63 appointments, around 80% of them sellers and the rest buyers. The ads brought in 347 leads at an average of $10.48 each, and nearly 1 in 5 of those leads became a booked appointment.
The side effect was the awareness he was missing. His ads were shown more than 350,000 times across the region, and people now stop him in the street to ask, “Have I seen you on Facebook and Instagram?”
Around 50 to 60% of his deals now come from the appointments we book. By next year the aim is a pipeline big enough to keep nurturing even without running ads.
Who this approach suits
- Agents in small or rural markets who think online lead generation only works in big cities
- Agents better known locally for something else
- Listing agents who want seller appointments and local awareness from the same spend
Want the local detail? How we run real estate leads in Nova Scotia, or see how the Northspire system works step by step.
Frequently asked questions
Does real estate lead generation work in a small, rural market?
Yes. In Pictou County, Nova Scotia, we booked 63 appointments in four months. A small community actually makes it easier to put one agent in front of almost everyone.
How many of the Pictou County appointments were sellers?
About 80% were sellers and the rest were buyers.
What did the leads cost?
The ads, run in his own ad account, brought in 347 leads at an average of $10.48 per lead. Ad spend is separate from our fee and stays in the agent's account.
How much of his business comes from Northspire appointments?
Around 50 to 60% of his deals now come from the appointments we book.
Read the video transcript
Hi. My name is Leo. I'm the founder of Northspire Agency. I'm recording this video as a case study for an agent who we're currently working with out of Pictou County, Nova Scotia. We started working together in May 2026, targeting sellers, and he came to me for a very specific reason, where not only is he a real estate agent, but he's also a politician as well.
And a lot of people within Pictou County, which is a remote place in Nova Scotia, they knew him for being a politician. He had very good social awareness for this, but not very good awareness for him being a real estate agent. With this being his main source of income, he wasn't getting very many deals coming through because of this because people just didn't know that he was a real estate agent. If they knew, then they would have definitely gone within the they would have definitely sold their home or bought a home with him, but he didn't have that awareness out there. So what we did is we put a couple systems in place.
The main thing, putting a system in place to brand him as a real estate agent to get his awareness out there as well for all of the people in Pictou County. So we started running video ads and also image ads for him. And we like, so we started in May 2026. And since starting and across the four months, we generated a total of 63 appointments for him. These are people who are looking to buy, looking to sell.
Mostly sellers, around 80% of them were sellers, the rest were buyers. People are actually serious who are looking to buy and sell within Pictou County. A side effect of us doing the lead generation on these platforms as well is that we were also getting that brand awareness for him, where across the four months, over 350,000 people have seen his ad, have seen his face, have seen his name, and seen him as a real estate agent. Because of this, and he told me this the other day, a lot of people are coming up to him in person in the streets just saying, have I seen you on Facebook and Instagram? Because we're getting that awareness out there.
Especially with it being a small community like Pictou County, it's very easy for us to do this because we can get that awareness out there and get him in front of as many people as possible so people know that he is a real estate agent and he's actively selling as well. After us putting these systems in place, he is getting around 50 to 60% of his deals just from the appointments and just from the marketing efforts that we're doing on our side for him being able to get in that predictability over time as well where he's got that consistency. And I'm absolutely confident that by next year, we're gonna be able to have a massive pipeline of loads of people who are serious, who are motivated to not even have to run the ads because we can just nurture that pipeline and then just continue building on from there as well.
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