Latest / Partner & Profit Podcast / How Levi Lascsak Closed 64 Deals in His First Year Through YouTube Attraction Marketing

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How Levi Lascsak Closed 64 Deals in His First Year Through YouTube Attraction Marketing · Partner & Profit Podcast

• 0:00
  SPEAKER_02: I lost my business during 2020.
• 0:02
  SPEAKER_00: I didn't have anything to fall back on.
• 0:04
  SPEAKER_00: YouTube to start building a lot of relationships similarly to how you have.
• 0:07
  SPEAKER_00: What would be the strategy?
• 0:08
  SPEAKER_00: People are looking to solve specific problems.
• 0:10
  SPEAKER_00: Sometimes that doesn't correlate.
• 0:11
  SPEAKER_00: It's like, well, I've been putting content out for two weeks and nothing's happened.
• 0:15
  SPEAKER_00: I still probably lose way more than I actually get from the channel.
• 0:20
  SPEAKER_00: What does somebody need to do from a mindset standpoint to really move from prospecting to attraction?
• 0:26
  SPEAKER_02: The first quarter of 2021 with nothing, and then all of a sudden it just completely snowballed.
• 0:31
  SPEAKER_00: What's up, everybody?
• 0:32
  SPEAKER_00: Grant Wise here.
• 0:33
  SPEAKER_00: Welcome back to the Partner Profit Podcast.
• 0:35
  SPEAKER_00: Excited for my conversation today.
• 0:36
  SPEAKER_00: Somebody I've been following for a long time, has built some incredible companies, has an amazing track record with what we're going to talk about, Mr.
• 0:43
  SPEAKER_00: Levi Lasik.
• 0:44
  SPEAKER_00: Levi, man, thanks for spending some time with me today.
• 0:46
  SPEAKER_01: Hey Grant, thanks for having me.
• 0:47
  SPEAKER_00: Of course, of course, of course.
• 0:49
  SPEAKER_00: So people that are listening to this, maybe that don't know much about you, give us a bit of the backstory.
• 0:53
  SPEAKER_00: How do you get to where you are today?
• 0:54
  SPEAKER_02: Yeah, so 2020 was the a big change for me, probably like a lot of people.
• 0:58
  SPEAKER_02: And I was uh I did financial services before I had a uh company and I worked with all the teachers on retirement planning at uh Dallas Independent School District, or at least I had a contract with Dallas ISD and it allowed me to market to their teachers, which that's that's a very small group of people.
• 1:13
  SPEAKER_02: And then I could go in and have meetings with them one-on-one, and then I would set them up on retirement plans through payroll deduction.
• 1:20
  SPEAKER_02: So it was really great because you know the likelihood of somebody defaulting on their payroll uh you know plan uh was was slim to none.
• 1:28
  SPEAKER_02: So it was really cool.
• 1:29
  SPEAKER_02: I built that company up for five years and I had a teacher's uh schedule, but five times the teacher's income.
• 1:36
  SPEAKER_02: So, you know, I was you know, I was doing like 300k a year, and it was great because I only worked eight months of the year.
• 1:42
  SPEAKER_02: I literally just worked during the school year, and so I had summers off, two weeks off for Christmas, a week off for Thanksgiving, and then I traveled the rest of the time.
• 1:49
  SPEAKER_02: I I went to 25 countries inside of three years and uh was just living my best life.
• 1:55
  SPEAKER_02: And then 2020 happened, and uh school shut down and travel shut down.
• 2:00
  SPEAKER_02: And and so I was there at 41 years old at that time, and I was like, oh, you know, like what's the next step?
• 2:07
  SPEAKER_02: Like I hadn't, you know, most of us had no idea.
• 2:09
  SPEAKER_02: Like, what would schools ever open up again?
• 2:11
  SPEAKER_02: Are we just gonna be all you know stuck in our homes for the rest of our lives?
• 2:15
  SPEAKER_02: You know, what was going on here?
• 2:16
  SPEAKER_02: And uh I just I didn't know what my next move was.
• 2:19
  SPEAKER_02: And so I took that summer to to work on some things.
• 2:22
  SPEAKER_02: I invested in uh a lot of other things that really didn't work out.
• 2:25
  SPEAKER_02: And I've got some really good friends that were in real estate and real estate agents for quite some time, and they've they've actually always tried to get me into real estate, but I just never really wanted to be a real estate agent.
• 2:36
  SPEAKER_02: I mean, I know how hard they work, plus I know they're like constantly networking, you know, they're always shaking hands and kissing babies, which nothing wrong with that, but I'm actually kind of an introvert, you know, which I I I've got a small group of friends, I'm not a big crowds guy, and you know, I like family, you know, a few friends, and and I'm good to go, you know, go to church, that that sort of stuff.
• 2:59
  SPEAKER_02: Like it's nothing crazy.
• 3:00
  SPEAKER_02: So I was like, man, I but I don't want to be an agent.
• 3:02
  SPEAKER_02: And but I didn't really start to see a way out towards the end of 2020, and and like I said, the other things that I invested in didn't really work out.
• 3:09
  SPEAKER_02: And so I I really just kind of moved into it reluctantly.
• 3:14
  SPEAKER_02: Uh, but I was I was uh smart enough at that time to say, okay, I have to do things differently because number one, we're we're in the middle of uh closed shutdowns or whatever.
• 3:24
  SPEAKER_02: I mean, Texas opened a lot sooner than most places, but it was still weird.
• 3:28
  SPEAKER_02: You know, you're not there was no community events, no networking events, the you know, six-foot rule was still kind of in place.
• 3:34
  SPEAKER_02: So it's not like you're talking, just talking to random people at Starbucks or door knocking.
• 3:39
  SPEAKER_02: I mean, none of that.
• 3:40
  SPEAKER_02: But also, I was like, I don't want a cold call, and and you know, I didn't really have a lot of money left over to send out postcards or anything else.
• 3:47
  SPEAKER_02: And so I was like, man, I I have to do things differently.
• 3:49
  SPEAKER_02: And I was never really a social media guy at all.
• 3:52
  SPEAKER_02: I had my my friends and family were on social, and that was about it.
• 3:56
  SPEAKER_02: Never tried to market that way or sell anything, and and uh, but I just figured there's there's probably not another way I can attract business.
• 4:03
  SPEAKER_02: And that word attraction was really stuck in my head.
• 4:05
  SPEAKER_02: That's what I was thinking about because I've been in sales for 20 years at this point, and I love sales, but I was really kind of burnt out on prospecting.
• 4:14
  SPEAKER_02: I was always a great salesperson because I was willing to outprospect everybody else, which means I and I've done it.
• 4:20
  SPEAKER_02: I've done the cold calls, I've done the door knocking, I've I've done stopping strangers randomly.
• 4:25
  SPEAKER_02: I mean, uh, you know, the flyers, emails, all everything.
• 4:28
  SPEAKER_02: I've done it, and I didn't want to do it again or feel like I was starting all over.
• 4:32
  SPEAKER_02: So I said, all right, well, I guess I'm gonna give this social media thing a try.
• 4:36
  SPEAKER_02: And uh, and I was also kind of smart enough to say, I don't want to try to be on every single platform.
• 4:41
  SPEAKER_02: I'm not gonna open up all these new accounts and try to be everywhere.
• 4:45
  SPEAKER_02: I said, I just really want to pick one platform, go all in on that platform, study it, learn it, understand it, implement.
• 4:52
  SPEAKER_02: And if I can do some business from that, you know, then I'll consider branching off to other platforms.
• 4:57
  SPEAKER_02: And then I was like, well, which platform?
• 4:59
  SPEAKER_02: You know, and so I started looking at the platforms and none of them really set well with me or my personality.
• 5:04
  SPEAKER_02: And then YouTube was my last choice because nobody was really talking about it, at least for real estate in 2020.
• 5:10
  SPEAKER_02: So I thought maybe there's a gap, you know, there's a gap in the market with YouTube.
• 5:15
  SPEAKER_02: And so I started making YouTube videos and I started, you know, talking about my neighborhoods and communities.
• 5:20
  SPEAKER_02: And the thing was, what I realized was that I didn't know how to be a good agent and I hadn't sold a home for somebody, but I've been in Dallas for 20 plus years, so I know Dallas as a resident, as a homeowner, you know.
• 5:33
  SPEAKER_02: So I was like, look, let me just try to be who I am, which is actually a Dallas resident and talk about what I know.
• 5:38
  SPEAKER_02: I know the neighborhoods, I didn't have to know all the market data, all the stats, all the days on market, or the pending sales, or you know, I I I didn't know any of that, but I know the neighborhoods, I know the cool spots, I know where the the you know the homes are being built, where the jobs are moving in.
• 5:53
  SPEAKER_02: So I just started talking about that stuff, and then the phone started ringing.
• 5:57
  SPEAKER_02: And next thing you know, at the end of my first year, closed 64 transactions, 33 and a half million in volume.
• 6:03
  SPEAKER_02: It was a million in commissions my first year, yeah.
• 6:06
  SPEAKER_00: That is an anomaly in this industry for sure.
• 6:09
  SPEAKER_00: Yep.
• 6:10
  SPEAKER_00: Did it take you some time to get some lift there, like with the YouTube content, or did was it did it start to really move pretty quickly?
• 6:16
  SPEAKER_02: Well, uh look, I was fortunate to to capture momentum in the market.
• 6:20
  SPEAKER_02: I wasn't planning that.
• 6:21
  SPEAKER_02: I didn't, I wasn't thinking that.
• 6:23
  SPEAKER_02: It wasn't part of my strategy.
• 6:24
  SPEAKER_02: I just but I also studied the platform for two months.
• 6:28
  SPEAKER_02: So when you factor that in, like because I didn't have anything else to do, you know, and uh it's not like you were going out or you know, like I said, hanging out with the with the local.
• 6:37
  SPEAKER_02: I mean, I just sat down, I studied YouTube, I read it like eight or nine YouTube marketing books.
• 6:42
  SPEAKER_02: I probably watched a thousand YouTube videos on what made a channel successful.
• 6:46
  SPEAKER_02: So I watched a bunch of YouTube creators on, you know, how to do YouTube and make YouTube, and uh so I just just studied for like two months.
• 6:53
  SPEAKER_02: And then I was like, okay, let me implement a plan and started making the videos.
• 6:57
  SPEAKER_02: I got the first phone call after 30 days.
• 6:59
  SPEAKER_02: So that 30-day window was kind of like, you know, is this gonna work?
• 7:03
  SPEAKER_02: I'm not sure.
• 7:04
  SPEAKER_02: I have no idea.
• 7:05
  SPEAKER_02: And first phone call came in at 30 days, and it was a million-dollar client.
• 7:09
  SPEAKER_02: And a lot of people that get into real estate may go one, two, three, or four, or sometimes never even get to work with the million-dollar client, you know.
• 7:17
  SPEAKER_02: So, but he didn't he didn't ask about my credentials, he didn't ask how long I was in real estate, he didn't ask what brokerage I was with, nothing.
• 7:24
  SPEAKER_02: And he just said, Man, that video you uh made on that one neighborhood was really helpful.
• 7:29
  SPEAKER_02: So I thought, why not give you a call?
• 7:30
  SPEAKER_02: And I knew right then I was like, okay, something's here because I only had 48 subscribers, you know, and I only had a handful of videos on the channel, but one impacted this person with a million-dollar budget, and he called me.
• 7:42
  SPEAKER_02: So that's whenever I realized, okay, maybe I got something here.
• 7:46
  SPEAKER_02: And but it still took about 90 days to get the first deal under contract, which I think is still pretty good, you know.
• 7:52
  SPEAKER_00: But yeah, it is in this industry for sure.
• 7:54
  SPEAKER_00: Life cycle of industry.
• 7:56
  SPEAKER_02: But in those 90 days, I was questioning, like, okay, is this really gonna work?
• 8:00
  SPEAKER_02: Or am I just, you know, but I was getting more phone calls they were picking up, so I was like, man, something's it's gotta happen.
• 8:06
  SPEAKER_02: And then got those first two deals under contract, closed the first two deals in April of 2021, and then that I did the last the 64 transactions the last nine months.
• 8:17
  SPEAKER_02: So really went basically one quarter, the first quarter of 2021, with nothing, and then all of a sudden it just completely snowballed.
• 8:25
  SPEAKER_00: Wow, that's awesome, man.
• 8:26
  SPEAKER_00: That's an amazing story.
• 8:27
  SPEAKER_00: I I've heard the story before, right?
• 8:29
  SPEAKER_00: I've seen you spoke at uh at the same venue in Houston.
• 8:31
  SPEAKER_00: We were talking about that a little bit pre-show, but when you get to hear it again, it's like damn, that is impressive.
• 8:37
  SPEAKER_00: It's very impressive to be able to do something like that in a year, brand new to the industry.
• 8:42
  SPEAKER_00: You know, when we talk about how do we turn our relationships into revenue, I think something that sticks out to me here is you're really developing a relationship with like a lot of people at one time.
• 8:53
  SPEAKER_00: Can you kind of like speak to that?
• 8:54
  SPEAKER_00: We talk, you know, all the time about going one-to-one, but not as many people really crush going one to many.
• 8:59
  SPEAKER_00: Can you kind of can you kind of talk us through that?
• 9:00
  SPEAKER_00: How do you how do you develop a relationship with so many people at one time through social?
• 9:04
  SPEAKER_02: Well, I found out this is an actual thing.
• 9:06
  SPEAKER_02: It's called a parasocial relationship.
• 9:08
  SPEAKER_02: And so and it's the same thing, you know, if it if a lot of people have their favorite actor, you know, their favorite actress, or you know, anytime Brad Pitt comes out with the movie, you're going to watch it regardless, right?
• 9:19
  SPEAKER_02: Like my brother's favorite actor is Tom Cruise.
• 9:22
  SPEAKER_02: And so he's like, if Tom Cruise comes out with the movie, he's gonna go watch that.
• 9:25
  SPEAKER_02: And you know, it the friends and Seinfeld, I mean, you know, you think about friends, that there's there's six different characters on friends.
• 9:32
  SPEAKER_02: Well, that I think that's why it hits such a broad audience because there's different personalities that so many people could relate to.
• 9:39
  SPEAKER_02: And somebody is saying, like, oh, you know, I'm Ross and and you're Rachel or you're like Joey, you know, and so you they start connecting themselves with people that are like themselves.
• 9:50
  SPEAKER_02: And ultimately, people want to work with people that they like or they feel are a lot like themselves.
• 9:56
  SPEAKER_02: I mean, friends, right?
• 9:57
  SPEAKER_02: You're friends probably because you share common interests, common goals, common likes.
• 10:02
  SPEAKER_02: Maybe you dislike some of the same stuff, right?
• 10:04
  SPEAKER_02: And so we see this in politics.
• 10:06
  SPEAKER_02: Like a lot of people are friends just because they dislike, you know, another party or something, even though they may so that's what happens.
• 10:13
  SPEAKER_02: I think um, as I started creating videos, I mean, I understood from my research to really make it about one person.
• 10:19
  SPEAKER_02: And so every time I'm I'm talking to the camera, I was always talking to you.
• 10:23
  SPEAKER_02: So you're thinking of moving or moving, you know, to Dallas, or you're coming from California, or you're coming from New York, or so I was always using the word you and talking directly to the camera, you know, making eye contact.
• 10:35
  SPEAKER_02: And ultimately, I know that I I don't get every transaction.
• 10:39
  SPEAKER_02: Actually, I've probably met more people in my neighborhood that did not buy with me, even though they watch the videos, and that that it could be a personality thing.
• 10:48
  SPEAKER_02: Ultimately, I mean, people will see the content, but they will they will want to work with you because there's some sort of connection.
• 10:54
  SPEAKER_02: And I will say, like all of our clients are pretty much like us, you know, and and I've also noticed from analytics they fall within 10 years of my age range.
• 11:04
  SPEAKER_02: And if you think about your friend circle, you probably don't hang out with people outside of a 10-year age range of yourself.
• 11:10
  SPEAKER_02: And so otherwise you start getting into, you know, different generations, different timelines that you grew up in, you know, it's like uh, you know, the younger crowd can't, they don't know what it was like to grow up in the 80s, you know.
• 11:22
  SPEAKER_02: So even though I was I was younger at that time, I still remember that vibe and everything.
• 11:27
  SPEAKER_02: So, you know, it's just one of those things where uh I will mention things, I'll mention things from growing up in the 80s or you know, graduating high school in the 90s, or different things that just seed all of that.
• 11:38
  SPEAKER_02: And that's where people are like, oh, you know, he's yeah, I remember that, or or yeah, this person's like me.
• 11:43
  SPEAKER_02: And so doing that, I think really helps out a lot.
• 11:47
  SPEAKER_02: And then uh so I'm always seeding, or you can say embedding or incorporating.
• 11:53
  SPEAKER_02: I call it incorporate, don't dedicate.
• 11:55
  SPEAKER_02: So I'm not, you know, I'm not gonna make a whole video of what it's like to live in Dallas if you grew up in the 80s, you know, like that doesn't make sense.
• 12:03
  SPEAKER_02: But I might incorporate like little things like that, just like I like coffee, I like barbecue.
• 12:08
  SPEAKER_02: I don't make videos about coffee and barbecue because nobody makes a buying decision on their next home because of coffee or the people assume when they're gonna move somewhere there's going to be good restaurants or there's gonna be a cool coffee shop.
• 12:19
  SPEAKER_02: So I might, you know, embed or incorporate that I like this coffee shop, or I'm or I'm gonna grab lunch over here.
• 12:26
  SPEAKER_02: And so those types of things really seed.
• 12:28
  SPEAKER_02: And a cool thing about that, really probably my best example is we had a client move from Kenya, Africa.
• 12:34
  SPEAKER_02: And by the way, we've helped probably people from 25 different countries now because of the channel.
• 12:39
  SPEAKER_02: And this guy came from Kenya, Africa, brought me a bag of coffee beans because he was like, He goes, I know how much you like coffee, you know, and like I said, that's like a 10-second embed in in my videos throughout.
• 12:51
  SPEAKER_02: So people are watching, they're paying attention, and they make those types of connections, and they're kind of like, you know what?
• 12:56
  SPEAKER_02: I think Levi's our guy.
• 12:57
  SPEAKER_02: Yeah, even though YouTube even tells me the top 15 channels my audience watches.
• 13:02
  SPEAKER_02: And 12 out of those 15 channels are other Dallas real estate agents, so they're watching other content.
• 13:08
  SPEAKER_02: Uh, you know, you're never gonna get away from that.
• 13:10
  SPEAKER_02: There's always gonna be competition, but ultimately it comes down to personality, and and I just I connect with a lot of people, or I would say at least enough people to do business with.
• 13:20
  SPEAKER_02: I still probably lose way more than I actually get from the channel.
• 13:24
  SPEAKER_02: But YouTube's also rejection free because those people don't call me.
• 13:29
  SPEAKER_02: They yeah, they don't call me and and they're they're not like Levi, I actually like this other YouTuber better, you know, so I'm gonna work with them.
• 13:36
  SPEAKER_02: You know, when they call us, they've already made a decision.
• 13:38
  SPEAKER_02: They they're already been they're like, you're you're you're my guy.
• 13:41
  SPEAKER_02: And so it's just and it's crazy because I wish I would have done this on YouTube in 2005 when YouTube started.
• 13:48
  SPEAKER_00: Oh my gosh.
• 13:48
  SPEAKER_00: I was I went to one of my buddies that we graduated in 2008 in high school in 2008.
• 13:54
  SPEAKER_00: And YouTube came out in 2005 or six.
• 13:56
  SPEAKER_00: Yeah.
• 13:56
  SPEAKER_00: And I was like, dude, do you have any idea how much money we would have if we would have started a YouTube channel?
• 14:02
  SPEAKER_00: Because we were nuts, obviously, as kids.
• 14:04
  SPEAKER_00: It's exactly what the MO is today for the most viral social for the most viral YouTube channels.
• 14:09
  SPEAKER_00: But I I often text my old friend, like, we missed it.
• 14:15
  SPEAKER_00: We we we missed it.
• 14:17
  SPEAKER_00: When I say, Levi, how do I turn my relationships into revenue?
• 14:20
  SPEAKER_00: We go from talking about how you build a lot of relationships parasocially, but how do you take that and how do you turn it to revenue?
• 14:28
  SPEAKER_00: Like, what's the process for getting a stranger off of YouTube to become a client?
• 14:32
  SPEAKER_02: Well, I'd say the simple answer is calls to action.
• 14:35
  SPEAKER_02: So that's you know, ask for the business.
• 14:37
  SPEAKER_02: But ultimately it comes from building value, or I should say delivering value.
• 14:42
  SPEAKER_02: And so when you deliver that value first and you do it over and over and over again, it then when you have the call to action, the call to action will make sense.
• 14:50
  SPEAKER_02: Yeah, you so and also just the way we position our our channel, the banner, you know, all of that is very strategic.
• 14:58
  SPEAKER_02: I don't just have a channel banner that has my phone number and email and like call me, or you know, I'm I don't have introduction videos on my channel where I'm like, my name's Levi Lassick, and I've wanted to be in real estate since I was three years old.
• 15:10
  SPEAKER_02: You know, it's like nobody cares about that.
• 15:12
  SPEAKER_02: They'll they'll care about it once I've delivered value and then they want to get to know me better.
• 15:16
  SPEAKER_02: But most people on YouTube are looking for answers, they're looking for to solve problems.
• 15:21
  SPEAKER_02: And so I'm there delivering value.
• 15:24
  SPEAKER_02: And whenever they see that I've got uh uh you know content now with with more time, it it's it's it's easier because now we're the industry leader in Dallas, and so they can clearly see a separation between myself and other channels.
• 15:38
  SPEAKER_02: But the one thing I think people tell me the most is that they just feel like they're in the neighborhoods or the communities with me.
• 15:44
  SPEAKER_02: They feel like I'm talking to them as if they're right beside me, and that's a lot of the way I position my videos if I'm walking or if I do driving tours.
• 15:51
  SPEAKER_02: I want them to feel like they're in the car next to me or they're walking beside me down the street.
• 15:55
  SPEAKER_02: So I think that really has helped a lot, at least the direct feedback from people is they just feel like they're hanging out with me.
• 16:02
  SPEAKER_00: If somebody wanted to use YouTube to start building a lot of relationships similarly to how you have, what would what would be the strategy?
• 16:11
  SPEAKER_00: What's the process?
• 16:12
  SPEAKER_02: Well, I think you want to research, I mean, and this is really go for any niche, is that you can, you know, what so whether you're a small business owner or anything like that.
• 16:20
  SPEAKER_02: I mean, and now with with AI, I mean, look, by the way, I started on YouTube before there was AI.
• 16:26
  SPEAKER_02: So so uh, you know, I did a lot of manual research back in the day.
• 16:31
  SPEAKER_02: Now, now with AI, I call it reverse research because uh you you can easily prompt AI and give you what used to take me 30 minutes, I can get it in about 30 seconds.
• 16:43
  SPEAKER_02: So, but you you need to double check, you need to reverse research.
• 16:46
  SPEAKER_02: So I think once AI spits out something for you, you need to go if something looks off or you're like, I'm not sure about that stat, you need to have some sort of intuition or understanding uh as well about your area and and go back and say, Let me double check that, or let me figure out, let me look at the source, or where are they pulling that from?
• 17:02
  SPEAKER_02: So I think that still requires some work.
• 17:05
  SPEAKER_02: Uh so ultimately, you know, take your niche, whatever it is, and you could either go into AI or even Google right now or Gemini or Grok or whatever your favorite one is.
• 17:14
  SPEAKER_02: I mean, you could you could just ask it, you know, you could either say, give me uh 30 topics, or you could say, what are the top 30 questions that are being asked right now?
• 17:24
  SPEAKER_02: Anything like that.
• 17:25
  SPEAKER_02: That's gonna provide you a baseline as far as content to make.
• 17:29
  SPEAKER_00: And so do you find that that's accurate?
• 17:31
  SPEAKER_00: Like the when you when you give it a prompt like that, do you find it's accurate or do you have to massage that a little bit?
• 17:36
  SPEAKER_02: It's a little bit of both.
• 17:37
  SPEAKER_02: Yeah.
• 17:38
  SPEAKER_02: I mean, sometimes it, you know, it's and the thing is is like starting the channel too.
• 17:42
  SPEAKER_02: I mean, I'm not sure if you know you're gonna, you're you're not likely gonna hit a home run from the first video or two or three, you know, and especially if you're if you're niching down.
• 17:50
  SPEAKER_02: If you're niching down in business, you know, I think that's a much smaller audience, but you have more opportunity to turn that into business.
• 17:58
  SPEAKER_02: So I built everything a lot around search in the beginning.
• 18:01
  SPEAKER_02: Uh, and so you know, I thought about I looked at the most search suburbs.
• 18:06
  SPEAKER_02: I figured out, okay, I wanted to work these, let's say, five suburbs.
• 18:10
  SPEAKER_02: What are the top five suburbs?
• 18:12
  SPEAKER_02: What have the most searches?
• 18:14
  SPEAKER_02: And sometimes 10, 20, 30, 40,000 variation in search results.
• 18:18
  SPEAKER_02: So I'm like, oh, I'm I might as well start with this suburb because it has 30,000 more searches than the next suburb.
• 18:23
  SPEAKER_02: So if I do that and I got 30,000 more people per month looking at that suburb, it's probably going to give me some more opportunity for business.
• 18:31
  SPEAKER_02: So, you know, that's the other thing you can look at topics, and once you have the topics, you can look at search results.
• 18:38
  SPEAKER_02: And uh, and a lot of YouTube coaches out there, I always hear them talking about don't base anything off a search or search is dead or SEO is dead.
• 18:45
  SPEAKER_02: And I'm like, YouTube's still the second largest search engine in the world as of right now.
• 18:50
  SPEAKER_02: And people are looking to solve specific problems.
• 18:53
  SPEAKER_02: So I would start somewhere around there as far as looking at my niche, what are the topics or the questions that people are most searching on?
• 19:02
  SPEAKER_02: And then I would look at where I can develop a some sort of mini-series uh that goes with that.
• 19:09
  SPEAKER_02: So you want to think bingeable content, kind of like Netflix style, but I would do that in like three to five video increments, and then try to find three to four buckets that you could place that in.
• 19:22
  SPEAKER_02: You know, for example, on real estate, I've got, you know, four main topics, which are which is uh, you know, community tours, I've got map tours, I've got uh kind of like pros and cons and listicles.
• 19:37
  SPEAKER_02: So those those four types of videos are kind of my buckets, and I can rinse and repeat that through multiple suburbs.
• 19:43
  SPEAKER_02: So a community tour or slash a driving tour, I can do that for five, 10, 15 suburbs.
• 19:51
  SPEAKER_02: I can actually go to every single suburb and do, I can get out, walk around, show the community, or I can get in my car, drive around that way and show the community.
• 19:59
  SPEAKER_02: That's a community tour.
• 20:00
  SPEAKER_02: A map tour is I can do this again with all my suburbs and and do that same format and actually get people on the computer and show them and walk them through a map.
• 20:10
  SPEAKER_02: Listicles are would be like the top seven neighborhoods inside of this suburb.
• 20:14
  SPEAKER_02: And I could look at the top seven neighborhoods in again, all ten different suburbs.
• 20:19
  SPEAKER_02: And then I could do you know pros and cons around that as well.
• 20:22
  SPEAKER_02: So I kind of have the same format.
• 20:24
  SPEAKER_02: So I'd look for you know three to four main buckets, and then how can you place all that in there?
• 20:28
  SPEAKER_02: But see, if I make four different videos on Frisco, you know, which is a suburb of Dallas, well, then I have four videos that somebody can watch, you know.
• 20:37
  SPEAKER_02: So if they're really interested in Frisco, boom, they can watch that video, go to this video, go to that video, go to that that video.
• 20:43
  SPEAKER_02: Versus if I make a video about Frisco, Prosper, Celina, you know, Dallas, Allen, McKinney, and I just make one video and they watch one McKinney video, where do they go after that?
• 20:55
  SPEAKER_02: What if they're only interested in McKinney?
• 20:57
  SPEAKER_02: So I would rather group it like that and and and and you know, make three to four videos on all my different areas.
• 21:03
  SPEAKER_02: So I just think about I don't know, plumbers, you know, plumbers.
• 21:07
  SPEAKER_02: I mean, what do you have?
• 21:08
  SPEAKER_02: Um leaky faucets.
• 21:10
  SPEAKER_02: So things that leak in your house.
• 21:12
  SPEAKER_02: Maybe that's a bucket, right?
• 21:13
  SPEAKER_02: So things that can things you can uh do it yourself.
• 21:17
  SPEAKER_02: Uh maybe that could that could be one.
• 21:19
  SPEAKER_02: Do it yourself for a plumber.
• 21:20
  SPEAKER_02: Uh leaky things that go that can leak in your house.
• 21:23
  SPEAKER_02: So if I think faucets, toilets, showers, you know, things like that.
• 21:27
  SPEAKER_02: Again, so and then I think about outside the house, you know, maybe yards, faucets, uh, you know, pipes, those types of things.
• 21:34
  SPEAKER_02: And then so I'm just kind of spit, I don't know much about plumbing, but I would think about things like that.
• 21:38
  SPEAKER_02: And then maybe you have a do-it-yourself.
• 21:40
  SPEAKER_02: So you maybe have things that leak inside the house, things that leak outside the house, and then do it yourself, and then maybe like, oh shit, call a plumber.
• 21:49
  SPEAKER_02: You know, that maybe that's a if you see this, you know, uh, make sure you call a plumber.
• 21:54
  SPEAKER_02: So you you could do that, and then you could just kind of rinse and repeat and make a series of videos, you know, in each of those categories.
• 22:00
  SPEAKER_02: Categories.
• 22:00
  SPEAKER_02: And so I think as business owners, if you're trying to attract business, and clearly have a product or service that you sell, right?
• 22:06
  SPEAKER_02: And clearly plumbers can uh they can do house calls, they can, they can uh fix you know big events.
• 22:13
  SPEAKER_02: And uh, and the funny thing is, is I've had this happen.
• 22:15
  SPEAKER_02: You know, I've I know a a plumber, a YouTube plumber in Dallas, and you know, he'll teach you how to do a lot of stuff in your house for free.
• 22:22
  SPEAKER_02: But guess what happened whenever a pipe busted in my yard?
• 22:25
  SPEAKER_02: I called him, he comes out there and charges me$7,000.
• 22:29
  SPEAKER_02: And so, you know, that was a pretty big ticket item for for that.
• 22:32
  SPEAKER_02: But he provides all that value through plumbing uh education, and so you're like, when you do have a serious problem, it's like, well, might as well call this person.
• 22:41
  SPEAKER_02: So we just educate on Dallas as a whole and the surrounding suburbs, and people just get so much value that they're like, well, might as well call Levi.
• 22:49
  SPEAKER_02: We've already watched, you know, 20 of his videos, 30 of his videos.
• 22:52
  SPEAKER_00: 100%.
• 22:53
  SPEAKER_00: Do you find that you've got to keep creating videos, or do you get to a place where it's like, okay, we're solid here, and then those videos just keep working for you?
• 23:02
  SPEAKER_02: Well, they do keep working for you.
• 23:03
  SPEAKER_02: I mean, I think having recent content on a channel is always going to provide some sort of credibility for people to still do business with you.
• 23:10
  SPEAKER_02: I mean, I could probably stop today and I think I could I could probably generate business for, I don't know, four to six months, and I'm also just kind of throwing that number out there.
• 23:18
  SPEAKER_02: I have no idea, but I think we could probably get calls for a few more months.
• 23:22
  SPEAKER_02: But I think at some point people might look at the channel and go, man, he didn't he published six months ago.
• 23:27
  SPEAKER_02: Yeah, is he still in business?
• 23:29
  SPEAKER_02: And then if you got other people in your area making content and they're publishing in the last week, yeah, I think that would be a bad sign.
• 23:36
  SPEAKER_02: So, you know, as long as I plan to be in business, I think content needs to go out.
• 23:40
  SPEAKER_00: Yeah.
• 23:41
  SPEAKER_00: And what you said earlier is, you know, you went 30 days, got your first call, but you really went 90 days before you went under a contract, and you were asking yourself that whole time, is this worth it?
• 23:49
  SPEAKER_00: Is it worth it?
• 23:49
  SPEAKER_00: Is it worth it?
• 23:50
  SPEAKER_00: You know, when you're going direct doing sales, I make a call today, I either get a deal today or I get rejected today.
• 23:56
  SPEAKER_00: Like there's that action and activity.
• 23:57
  SPEAKER_00: And this is something that I've noticed in the real estate industry specifically, sometimes that doesn't correlate.
• 24:02
  SPEAKER_00: It's like, well, I've been putting content out for two weeks and nothing's happened.
• 24:07
  SPEAKER_00: And it's like, I I need to go back to making calls.
• 24:10
  SPEAKER_00: It's like, well, maybe you do, or maybe you just need to stick with it.
• 24:14
  SPEAKER_00: I'm sure you guys have experienced this in a lot of the coaching and stuff you do.
• 24:17
  SPEAKER_00: What does somebody need to do from a mindset standpoint to really move from prospecting to attraction and not just like freak out, or maybe freak out, but do it anyway?
• 24:28
  SPEAKER_02: Well, I I I actually think YouTube's the easiest transition out of a job, whether it's part-time or full-time.
• 24:34
  SPEAKER_02: So if you're if you have something that is paying you today, and let's say it is a job, uh, and this, and I'll just uh let's say you have a nine to five, and you're like, man, I wanted to, and I have this conversation with aspiring real estate agents.
• 24:46
  SPEAKER_02: They're like, hey, I have a job that pays the bills, I'm a single mom, or you know, I've got two kids, or you know, my my spouse just got laid off, so I have to work, but you know, how do I?
• 24:57
  SPEAKER_02: And I'm like, great, cool.
• 24:59
  SPEAKER_02: Don't quit your job.
• 25:00
  SPEAKER_02: Here's what you do Monday, when you come home, you you know, hug the kiddos, you have dinner, and then you tell them, you know, mommy or daddy has to work after dinner, and you research for an hour, maybe two, and that gets better with time as you gain more experience.
• 25:17
  SPEAKER_02: So research your your next video Tuesday night when you come home, hug the babies, have dinner, and then tell them, hey, I've got to work, and you know, or put them to bed, and then you you you need one to two hours to record that video that you researched on Monday.
• 25:32
  SPEAKER_02: Now, it's not it shouldn't take you one to two hours, but uh like right now I can record a video in 20 minutes.
• 25:38
  SPEAKER_02: You know, I mean I'm I'm pretty much one mostly one time.
• 25:41
  SPEAKER_02: I'm I'm very, very skilled at it now.
• 25:43
  SPEAKER_02: But in the beginning, you you fumble, you bumble, you start, you stop, you you know, you so give yourself at least two hours.
• 25:50
  SPEAKER_02: Okay, Wednesday night, you come home, research, and get ready for Thursday.
• 25:55
  SPEAKER_02: Thursday night, come home, eat dinner, hug the kiddos, put them to bed, and then film your video.
• 26:01
  SPEAKER_02: Now you're filming two videos a week.
• 26:03
  SPEAKER_02: Now you publish them.
• 26:04
  SPEAKER_02: And now you just do that.
• 26:05
  SPEAKER_02: Now just publish it two videos every single week.
• 26:08
  SPEAKER_02: Do your job, whether you're running your own business or you're working nine to five or whatever else, and then just wait for the phone to ring, you know.
• 26:15
  SPEAKER_02: And I think that's an easier way to do it.
• 26:16
  SPEAKER_02: And guess what?
• 26:17
  SPEAKER_02: If a if somebody calls you, when are they likely going to want to see homes?
• 26:22
  SPEAKER_02: Probably on a weekend, you know.
• 26:24
  SPEAKER_02: So, okay, now this is where you have the conversation with the spouse and say, hey, look, this is gonna be a season for me right now, but I need to get consistent transactions to be able to quit my job.
• 26:34
  SPEAKER_02: So uh that's gonna include some weekends, and it's already including my evenings right now, but hopefully we only have to do this for three, six, or nine months, you know, and whatever number they need, you know, to get to a consistent transaction base, then they can quit their job.
• 26:51
  SPEAKER_02: But that's gonna probably take working possibly seven days a week over the next three, six, or nine months.
• 26:58
  SPEAKER_02: But you got to ask yourself, like, how bad do you want to get out of that job, or to stop making calls, or to stop prospecting, or have inbounds.
• 27:05
  SPEAKER_02: So I lost my business during 2020.
• 27:08
  SPEAKER_02: And so I didn't have anything to fall back on, and nobody was hiring.
• 27:12
  SPEAKER_02: There was 30 million layoffs in the US, you know.
• 27:14
  SPEAKER_02: So I uh, you know, where was I gonna get a job anyways?
• 27:17
  SPEAKER_02: So uh luckily I had savings.
• 27:19
  SPEAKER_02: I planned for rainy days.
• 27:21
  SPEAKER_02: Uh, this was like a very extended rainy day during 2020, but I just I just sat back and I dedicated everything, all my time, all day, every single day, to doing that and you know, making videos and I'd research my next video and make a video, I'd research the next video and make a video, research, and then I'd read about YouTube and learn about YouTube and how could I get better?
• 27:39
  SPEAKER_02: So, you know, I spent a lot of time on that.
• 27:41
  SPEAKER_02: And that's that's probably why I uh, you know, plus I caught momentum in the market.
• 27:45
  SPEAKER_02: I'm I'm not gonna argue with that.
• 27:47
  SPEAKER_02: I wasn't planning for that, but 2021, like things really started to pick up because people were like, I gotta get out of California, New York, these other crazy places.
• 27:55
  SPEAKER_02: So, but I think if you if you are doing a job or uh working your business by actively prospecting, this is the easiest way to get out of that.
• 28:04
  SPEAKER_02: But it doesn't mean you have to quit tomorrow.
• 28:06
  SPEAKER_00: Yeah, build yourself an off-ramp, basically.
• 28:08
  SPEAKER_00: Don't yeah, don't stop today, keep doing what you're doing today, build an off-ramp, work a little harder, and then get out of that.
• 28:13
  SPEAKER_02: Yeah, and if you're selling a product or service that is more point of sell, I mean, and you and you know, if you're making content to get people like on a sales call or something like that, I mean, you're gonna know pretty quickly, you know, and hopefully you're already good at your job.
• 28:26
  SPEAKER_02: So I think if you have a point of sell product or service, you should be able to do something quicker.
• 28:32
  SPEAKER_02: You know, real estate is not like get rich quick or a point of sell.
• 28:37
  SPEAKER_02: You know, a lot of times people need time.
• 28:39
  SPEAKER_02: Uh, they don't just come in and and I mean we've done it, but most people need 30, 60, 90 days to go through that process.
• 28:48
  SPEAKER_00: Man, this has been an awesome conversation.
• 28:49
  SPEAKER_00: I got more questions, but I don't respect your time.
• 28:51
  SPEAKER_00: I appreciate it.
• 28:52
  SPEAKER_00: I appreciate it a ton.
• 28:53
  SPEAKER_00: Been in 30 minutes or so with us.
• 28:55
  SPEAKER_00: What's the number one way that we can partner with you?
• 28:57
  SPEAKER_00: How how can the listeners of the Partner Profit Podcast walk alongside you, support your business, support your growth?
• 29:02
  SPEAKER_02: Yeah, you can check us out at passiveprospecting.com.
• 29:05
  SPEAKER_02: You can get a copy of the book uh that that is available on Amazon, or you can get a free copy of the ebook on the website.
• 29:11
  SPEAKER_02: Uh, this really gives you a good foundational piece of how to get started for any business owner, by the way.
• 29:16
  SPEAKER_02: So I wrote this in a way that uh any business owner could pick this up and really understand how to start a YouTube channel and where to go from there.
• 29:24
  SPEAKER_00: Well, we'll make sure that we link up uh the ways that people can do that in the show notes.
• 29:28
  SPEAKER_00: If you're listening to this, I highly encourage you to do this.
• 29:30
  SPEAKER_00: I've watched Levi and his crew build a couple of very successful businesses over the last several years doing exactly what he's laid out here on the podcast.
• 29:38
  SPEAKER_00: So I know if you take action, you're gonna get the results.
• 29:40
  SPEAKER_00: Levi, man, thanks for for doing this today.
• 29:41
  SPEAKER_01: Yeah, grand.
• 29:42
  SPEAKER_00: Thanks for having me.
• 29:43
  SPEAKER_00: Of course.
• 29:44
  SPEAKER_00: Thank you all for continuing to listen to the Partner Profit Podcast.
• 29:47
  SPEAKER_00: This has been another epic conversation.
• 29:50
  SPEAKER_00: I'll see you on the next one.
• 29:51
  SPEAKER_00: Peace.