How to Use Podcasts to Generate Business with Tomás Fonseca, Ep. 729

Tomás Fonseca is the co-founder of Icons of Real Estate, the world’s largest real estate podcast network. With a background in SEO and digital marketing, Tomás pivoted to podcasting after realizing its unmatched power to build relationships and generate business. He now oversees production of 70+ podcasts tailored to real estate professionals—helping them attract clients, build authority, and raise capital through meaningful guest conversations.

 

 

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Key Takeaways

Podcasting isn’t about chasing massive downloads—it’s a relationship-building tool that can drive real business growth.

Guests are often more valuable than listeners; Tomás built his company by turning guest interviews into client conversations.

SEO offers long-term value but comes with high cost and slow results—podcasting delivers faster ROI and stronger connections.

Success starts with vision: aligning your podcast with business goals ensures long-term commitment and impact.

You don’t need to be famous or perfect to start—just have something valuable to offer and start connecting.

 

 

Topics

From SEO to Podcasting Powerhouse

Tomás got his start handling SEO and websites for real estate clients.

Discovered the power of podcasting when his agency used it to generate nearly all new business.

Transitioned fully to podcast production and coaching when SEO proved too slow and costly for many clients.

How Podcasting Became the #1 Business Generator

Podcasts allowed Tomás to capture full attention—unlike cold calls, emails, or social ads.

Every agency client came through the podcast; guests became warm leads and referral partners.

The show wasn’t just about content—it was about creating trust and value in the first conversation.

Why Download Counts Don’t Matter

Most podcasters chase vanity metrics—but real value comes from intentional guest selection and follow-up.

A show with 500 listens can earn $15M/year if the audience is right.

Focus on guest outreach, not becoming “the next Joe Rogan.”

Icons of Real Estate Podcast Strategy

Starts with defining the host’s business goals and ideal client.

Tailors guest list to match referral partners, capital investors, or customer avatars.

Teaches hosting, guest coaching, and soft-launch strategy to ensure consistency and clarity.

What If Your Ideal Guests Don’t Want the Spotlight?

Try anonymous guest formats or live coaching episodes where guests remain private.

Not all content needs to be public-facing—the connection is what matters most.

The real return happens off-mic through relationships, referrals, and partnerships.

 

 

Make sure to download our free guide, 7 Questions Every Passive Investor Should Ask, here.

Round of Insights

Failure that set Tomás up for success: Getting let go from a startup forced him to work in call centers and restaurants. That humbling season taught him communication, resilience, and the value of entrepreneurship—which led to founding Icons of Real Estate.

Digital or mobile resource: Eddy.ai – a real-time AI meeting coach that gives live speaking feedback, helps during podcasts, webinars, and sales calls.

Book recommendation: Sapiens by Yuval Noah Harari — offers historical insight into how humanity evolved and why that matters for understanding ourselves today.

Daily habit: Playing football (soccer) to relieve stress, reset mentally, and maintain camaraderie—especially important when working remotely.

#1 insight for launching a podcast to grow your business: Start with a clear vision, and then just do it. You don’t need fancy equipment—your smartphone is enough to get started today.

 

 

Next Steps

Learn more at IconsofRealEstate.com

Download Tomás’ free guide: Podcast Frameworks

Reach out directly via email at tomas@iconsofrealestate.com

 

 

Closing Call to Action

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