Latest / Massive Agent Podcast / How to Convert Viewers into Actual Clients w/ Trevor York

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How to Convert Viewers into Actual Clients w/ Trevor York · Massive Agent Podcast

• 0:00
  SPEAKER_01: So you're doing all the right things, you're creating videos, you're doing content, but you're still not seeing much business come from it.
• 0:06
  SPEAKER_01: Today we're gonna teach you how to convert your viewers into actual clients.
• 0:11
  SPEAKER_01: There's certain things you can put in place to get your viewers to reach out to you and hire you.
• 0:16
  SPEAKER_01: Today we're bringing on Trevor York, an absolute content creator, extraordinaire, loan officer out of Reno, Nevada.
• 0:24
  SPEAKER_01: We just got back from the forward event in Vegas this last weekend, and we talked a little bit about that.
• 0:30
  SPEAKER_01: But this is an episode you're gonna want to take lots and lots of notes on.
• 0:33
  SPEAKER_01: Let's go.
• 0:35
  SPEAKER_02: The Massive Agent Podcast.
• 0:37
  SPEAKER_02: We need generation tips and strategies to give you more leads and sell more homes.
• 0:43
  SPEAKER_01: I love to buy houses, I like to sell houses.
• 0:48
  SPEAKER_01: Wait a minute.
• 0:49
  SPEAKER_02: Leads a week.
• 0:52
  SPEAKER_02: I've had better better.
• 0:54
  SPEAKER_02: Have I got your attention now?
• 0:57
  SPEAKER_02: Here's your host, Dustin Brohm.
• 1:01
  SPEAKER_01: What is up, everybody?
• 1:02
  SPEAKER_01: Welcome to episode 240 of the Massive Agent Podcast.
• 1:06
  SPEAKER_01: I am your host, Dustin Brohm, an agent in Salt Lake City, Utah.
• 1:11
  SPEAKER_01: And well, I am absolutely fired up today.
• 1:14
  SPEAKER_01: I have a whole bunch of notes, and I'm not going to talk about all that shit because we need to we need to get into this interview ASAP.
• 1:21
  SPEAKER_01: We have Trevor York, a loan officer out of Reno, Nevada, and content creator master.
• 1:28
  SPEAKER_01: And he's on the show today.
• 1:30
  SPEAKER_01: He's somebody that's built a an Instagram following of over 107,000 people just by doing videos.
• 1:37
  SPEAKER_01: Now, he's not just doing any videos, he's doing videos who videos that appeal to a large group of people.
• 1:43
  SPEAKER_01: It's not always real estate or mortgage related.
• 1:45
  SPEAKER_01: And he's doing them so well by choosing great hooks, great topics, and he's gonna teach you how to do that.
• 1:52
  SPEAKER_01: Okay, so not only are you gonna learn how to how to get your videos to convert better, how to get your videos to be watched by more people, but how do you take those viewers and convert them into actual clients?
• 2:03
  SPEAKER_01: Trevor brought up some stuff that he has when you click the link in his Instagram bio that actually prompts people to work with him.
• 2:10
  SPEAKER_01: And the a few of the things I had never even thought of before.
• 2:13
  SPEAKER_01: He has stuff for uh getting real estate agents to partner with him, he has consumers that want to get pre pre-approved or even that just want to talk and have a consultation.
• 2:22
  SPEAKER_01: He has these systems in place.
• 2:24
  SPEAKER_01: And what he's done, if you guys implement just that, just what he's done when you click the link in his Instagram bio, I think you're gonna see a lot more of your audience converted into paid clients.
• 2:37
  SPEAKER_01: When I say paid clients, I mean clients that actually like, you know, you do deals with, you close them, you sell them homes, and all is well.
• 2:44
  SPEAKER_01: Uh, but then then Trevor dives even deeper on how to create content that continues to grow and get people are sharing it and the audience is growing and you're building your credibility at the same time.
• 2:57
  SPEAKER_01: We're gonna talk about creating hooks.
• 2:59
  SPEAKER_01: How do you how do you choose the hook of a video?
• 3:01
  SPEAKER_01: A hook is what you say in the first two to three seconds to hook a viewer's attention.
• 3:06
  SPEAKER_01: And if you don't know what a hook is, or you're like, oh, I don't know if I'm using a hook, you're not.
• 3:11
  SPEAKER_01: It it's something you have to be conscious about every single time.
• 3:15
  SPEAKER_01: But once you become conscious, then it's just constant improvement over time.
• 3:18
  SPEAKER_01: He's gonna give you some tips so you skip a lot of the bullshit, you skip a lot of the learning process and go right to being pretty damn good at it.
• 3:25
  SPEAKER_01: And then it just becomes refining how good you are at grabbing attention right off the bat.
• 3:30
  SPEAKER_01: So stay tuned for that.
• 3:31
  SPEAKER_01: This whole episode, you're gonna want to take notes.
• 3:34
  SPEAKER_01: Um, this last weekend I was in Las Vegas, as was Trevor.
• 3:37
  SPEAKER_01: He's part of Neil Dingra's mortgage team in Reno.
• 3:41
  SPEAKER_01: And Trevor was one of the one of the MCs of the event and did introduced some of the speakers and and even spoke himself on how he's built such a massive, um, such a massive successful business with talking to people on the internet by recording videos and putting them online.
• 3:58
  SPEAKER_01: He spoke a lot about that.
• 4:00
  SPEAKER_01: Uh, but this last weekend was just so incredible.
• 4:02
  SPEAKER_01: We talked a bit about that.
• 4:04
  SPEAKER_01: We saw Gary V, we saw Ed Milette, and if you are part of my team or part of the Society coaching group, uh, we're diving deep on what I learned from both of those men, which were very, very, very different things.
• 4:17
  SPEAKER_01: And what I learned a lot of great tactical stuff from Gary V and a lot of deeper uh what the hell would I call it?
• 4:26
  SPEAKER_01: Deeper emotional or uh inspirational things from Ed Milette that have made me take some uh take some action in my business, stuff that I've known I needed to do, but I'm now doing it.
• 4:40
  SPEAKER_01: Uh, for example, I just ordered a second camera because I realized there's so much content that I do for the society group and for my team that is really good shit.
• 4:50
  SPEAKER_01: They're the only ones that see it.
• 4:51
  SPEAKER_01: And I I think that there's a way that I can take bits and pieces of that and show it to the rest of you guys, put it on Instagram, TikTok, YouTube Shorts, Facebook page reels, you name it everywhere.
• 5:03
  SPEAKER_01: And uh I there's a lot of a lot more content coming your way.
• 5:08
  SPEAKER_01: So I bought a second camera, I'm bringing uh my marketing guy, Lucas, to Vegas next week because I'm gonna be in uh I'm going to Inman Connect just real quick, in and out for a day.
• 5:17
  SPEAKER_01: Um, I have a couple meetings, something I'm working on that's pretty cool, and uh, we're gonna get some video, some behind the scenes shit, just you know, uh it's it's time.
• 5:27
  SPEAKER_01: It's time to really up the the quality and the the quantity of what I'm doing.
• 5:35
  SPEAKER_01: Gary Vee's been talking about this till he's blue in the face for years, and there was something about being in the room at this forward event that Neil Dingra did that made me realize now's the time.
• 5:46
  SPEAKER_01: A lot a lot of those pieces just got uh the missing pieces got filled in, put together just by being there, talking to some of the right people, others who are doing what I want to do or have done what I'm trying to do, that filled in some of those gaps or um blank spots for me.
• 6:03
  SPEAKER_01: But uh it's time.
• 6:04
  SPEAKER_01: We're gonna talk a little bit today about what some of those things are, and you're gonna hear me over the next week or two or three, especially if you're part of the society group, really diving into tactics, what you should be doing, and uh where you should be doing it.
• 6:19
  SPEAKER_01: Um and if you guys follow me on Instagram, on YouTube, on TikTok, and on Facebook, you're gonna notice, you're gonna start seeing what I'm doing.
• 6:29
  SPEAKER_01: And it's uh it's what Gary V told me to do.
• 6:31
  SPEAKER_01: So I'm gonna do it.
• 6:32
  SPEAKER_01: Gary V told me to do it.
• 6:34
  SPEAKER_01: Who am I to say no?
• 6:35
  SPEAKER_01: So there we go.
• 6:36
  SPEAKER_01: So before we get started on the interview, if you guys are going to be in Vegas this next week for Inman Connect, I'm gonna be there Wednesday, Thursday, that's August 3rd and 4th.
• 6:45
  SPEAKER_01: Uh shoot me a DM over on Instagram, say hey, I'm gonna be in town, and if we can, I'd love to say hi, grab a coffee or or whatever, and uh be cool to cool to meet you guys if we haven't yet.
• 6:57
  SPEAKER_01: So let me know if you're gonna be at Inman.
• 6:59
  SPEAKER_01: That's gonna be cool.
• 7:01
  SPEAKER_01: And the last big takeaway that I'm gonna mention right now from the forward event was that you need to have certain systems in place in order to get you know, all the people that you're reaching through your content, all you could be doing so many of the right things, but if you're making it difficult for people to reach you, or if they're only seeing you once and then they forget about you, that's on you.
• 7:23
  SPEAKER_01: There's systems you need to have in place.
• 7:25
  SPEAKER_01: Your CRM needs to be dialed in, it needs to have a great follow-up plan, it needs to have drip campaigns, and it needs to change based on where someone's at in the funnel or where they're at in the process, or have you spoken with them before?
• 7:38
  SPEAKER_01: So if your CRM doesn't adjust based on these things, you need to really look at follow-up boss.
• 7:43
  SPEAKER_01: They're a great supporter of the show, a sponsor of the show, and because of that, they are so freaking confident in their product.
• 7:51
  SPEAKER_01: They believe that their CRM and business growth platform is the best in the in the industry.
• 7:57
  SPEAKER_01: I would agree, by the way, as would the vast majority of top producers and top teams in the country, because they all use follow-up boss.
• 8:03
  SPEAKER_01: They're so damn confident that they won't they'll just let you try it for a month for free.
• 8:06
  SPEAKER_01: They're not even gonna ask you for your credit card info.
• 8:09
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• 8:09
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• 8:10
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• 8:14
  SPEAKER_01: So to get that 30-day free trial, um, you need to go to massive agentpodcast.com slash follow up boss and take advantage.
• 8:23
  SPEAKER_01: If you just go to their website, it's only 14 days, so they are hooking you up because you're part of the massive agent community, and all you've got to do is MassiveAgent Podcast.com slash follow up boss, sign up, use it, kind of important, and then if it works for you, you like how it's put together.
• 8:41
  SPEAKER_01: Kind of sounds like Ron Burgundy.
• 8:42
  SPEAKER_01: Well, I like the way you put together, then use it.
• 8:44
  SPEAKER_01: Then sign up and use it.
• 8:46
  SPEAKER_01: If not, now you know.
• 8:47
  SPEAKER_01: But you've got to at least plug in, try it, and see why the vast majority of the top teams, the top producers, the most profitable real estate businesses in the country all use follow-up boss.
• 9:01
  SPEAKER_01: You can see why.
• 9:02
  SPEAKER_01: Guys, let's get into it right now with Trevor York, content creator, loan officer out of Reno, Nevada, a uh a true social media influencer who just happens to do a bunch of mortgages at the same time, and somebody who's just an open book.
• 9:17
  SPEAKER_01: He's he's such a uh a kind industry leader because he's he's an open book.
• 9:23
  SPEAKER_01: He realizes that like he's not doing anything super special.
• 9:27
  SPEAKER_01: He's just figured it out, and he's looking backwards and saying, Here you guys go, like, here's the blueprint.
• 9:32
  SPEAKER_01: That's the blueprint we're gonna talk about right now with Trevor York.
• 9:36
  SPEAKER_01: What's up, guys?
• 9:37
  SPEAKER_01: I am here with Trevor York, a loan officer in Reno, Nevada, and content creator extraordinaire.
• 9:42
  SPEAKER_01: Trevor, what's up, man?
• 9:43
  SPEAKER_01: Welcome to the Massive Agent Podcast.
• 9:45
  SPEAKER_01: What's going on, Dyson?
• 9:46
  SPEAKER_01: Thanks, fam.
• 9:47
  SPEAKER_01: Me on, man.
• 9:48
  SPEAKER_01: Absolutely, absolutely.
• 9:49
  SPEAKER_01: Well, we just got back from Vegas.
• 9:51
  SPEAKER_01: We were at the forward event that you had a major role in, and uh we were talking before we started recording just about the impact that that event had on me personally, the decisions that I've made, the commitments I've made, the adjustments that I'm that I have made is just uh Trevor, I think it's gonna be worth millions of dollars in the um when it's all said and done.
• 10:14
  SPEAKER_01: So awesome event.
• 10:15
  SPEAKER_01: You did a killer job.
• 10:17
  SPEAKER_01: But the reason why you're on the show, and it's excellent timing, you know, coming off that event, but the reason we're having you on is you've become a master content creator, and your your content has just performed so well on Instagram and elsewhere that uh you know you you've reached this influencer status, but it's it's not just for vanity, right?
• 10:37
  SPEAKER_01: Like this is actually increasing your business, you're getting more deals to close, yeah?
• 10:41
  SPEAKER_00: Yeah, 100%.
• 10:42
  SPEAKER_00: It feels weird even you kind of teeing it up that way because it was just something that I was starting to do to help grow my business and mainly targeted kind of at a local presence.
• 10:51
  SPEAKER_00: And it's crazy to see that by me kind of figuring out like what is it that people want to watch, and I was just trying to do that for a local level for people in my market, but it was kind of tailoring these to start to reach more people, even out of my market, and then you know, watching it grow to where it is now is is pretty unreal.
• 11:09
  SPEAKER_01: That is unreal.
• 11:10
  SPEAKER_01: So walk me through what happens, you know, when when the average client or or incoming lead comes from social media, what does it look like?
• 11:19
  SPEAKER_01: Like do they email you, do they call you, do they text you, is it a DM?
• 11:23
  SPEAKER_01: You know, um, how would you describe that average reach out?
• 11:26
  SPEAKER_01: Because I think it's important for anyone listening to understand, like, hey, when you start doing the right things, this will happen.
• 11:32
  SPEAKER_01: And it, if you already can envision that end result, it's just gonna happen a lot faster.
• 11:39
  SPEAKER_00: Yeah, so it's interesting because it comes in a lot of different forms.
• 11:42
  SPEAKER_00: And one of the things that I think a lot of people forget to do is optimize your your profile to properly take in business.
• 11:49
  SPEAKER_00: Because what happens a lot of times when you're starting to get this big reach and have a little bit more of an audience is people don't realize that they can work with you.
• 11:57
  SPEAKER_00: So then they forget that's an option, and then they just get inspired by something you say.
• 12:00
  SPEAKER_00: You talk about, you know, a really cool loan program or a way that they could buy a house with a small down, and then they just go to the loan officer that they know rather than to you.
• 12:09
  SPEAKER_00: So what we've done over the last kind of more year has been focusing on how can we capture these leads and kind of funnel them where we want them to go.
• 12:17
  SPEAKER_00: Um, and we realize it's funny you want to give them options.
• 12:21
  SPEAKER_00: So, in a lot of things, like if you want someone to go to a specific direction, you want to give them specific direction.
• 12:27
  SPEAKER_00: But in this case, what we're seeing is the more options you give them, the better.
• 12:31
  SPEAKER_00: Because people are in so many different states of mind.
• 12:33
  SPEAKER_00: Some people just want basic information, some people are ready to pull the trigger right now.
• 12:37
  SPEAKER_00: Um, some people are really scared about the process, so you got to make something more threatening.
• 12:42
  SPEAKER_00: So it's pretty funny.
• 12:44
  SPEAKER_00: One of the things that I did on mine was there's a get pre-approved button if you click the link in my bio, and then there's a free consultation, which people in our industry know is basically the same thing.
• 12:53
  SPEAKER_00: A pre-approval is a free consultation.
• 12:56
  SPEAKER_00: But by switching that verbiage around, the click-through for free consultation was significantly more.
• 13:02
  SPEAKER_00: Um, so a lot of the leads come through this free consultation, actually, and I actually have that set up with a junior LO on my team.
• 13:09
  SPEAKER_00: So he takes that initial call through Calendly.
• 13:11
  SPEAKER_00: It's either a Zoom call or a phone call, and then from there we move them along in the process.
• 13:15
  SPEAKER_00: Um, but then there are still just a ton of DMs, people that find your email.
• 13:20
  SPEAKER_00: Uh you know, they they come in in all different different shapes and sizes.
• 13:26
  SPEAKER_01: Okay, this is gold.
• 13:27
  SPEAKER_01: I think we need to dive deep here because a lot of times we don't think through what happens after you create the content, right?
• 13:34
  SPEAKER_01: Yeah.
• 13:35
  SPEAKER_01: Um, and I tell all my people this, and it's something that I learned a long time ago.
• 13:40
  SPEAKER_01: Creating the content is just part one.
• 13:42
  SPEAKER_01: Then then you have to promote it and get people to know about it.
• 13:45
  SPEAKER_01: But then what?
• 13:46
  SPEAKER_01: Okay, the next step after that is what happens when it does work, and people do reach out and they do want to hire you.
• 13:52
  SPEAKER_01: And I think it's awesome that you just made you just made it conscious for people.
• 13:59
  SPEAKER_01: You you brought it to the forefront of their their brains that you need to make it easy for people to hire you, make it easy for them to reach out.
• 14:05
  SPEAKER_01: So you are you mostly like is most of your time and attention Instagram?
• 14:11
  SPEAKER_00: Yeah, as far as the content creation stuff is definitely Instagram, YouTube Shorts is now starting to get more attention, and then uh something that you were actually, me and you were talking about from that forward event is now I think Facebook's gonna start to get a little more attention.
• 14:25
  SPEAKER_00: But yeah, for now it's definitely uh Instagram.
• 14:28
  SPEAKER_01: Okay, so Instagram, you get that one link in your bio.
• 14:32
  SPEAKER_01: Are you using Linktree or something else?
• 14:35
  SPEAKER_00: So it's it's I actually built it myself.
• 14:38
  SPEAKER_00: Um, but it's like a link tree or beacons, or they all kind of say serve the same purpose, but just a landing page where you can capture email and then have links to drive them places.
• 14:49
  SPEAKER_01: That's that's super smart.
• 14:50
  SPEAKER_01: See, as you're saying that, I'm like, oh shit.
• 14:52
  SPEAKER_01: I I don't think I have any great calls to action for people to work with me in mine.
• 14:59
  SPEAKER_01: I think it's just like, you know, here's the YouTube channel or here's this or you know, listen to the podcast.
• 15:05
  SPEAKER_01: It's it's driving them further down the funnel, which is cool, but at the same time, I'm making it hard for people that do want to hire me or work with me or partner with me.
• 15:13
  SPEAKER_01: So that's something I'm gonna go fix.
• 15:15
  SPEAKER_01: And I use Link Tree, but I know now there's so many different options, but you just need one link that opens up a tree of links.
• 15:23
  SPEAKER_01: Yeah.
• 15:24
  SPEAKER_01: So you have free consultation.
• 15:27
  SPEAKER_01: Uh, what else is on there?
• 15:28
  SPEAKER_00: I have a link for realtors who want to work with me because obviously as a lender, that's still a lot of where my business comes from, is from realtors.
• 15:36
  SPEAKER_00: So I've reached a lot of them through the content, and it was kind of a uh click for me, the same thing on with that that switch of how do I get people to work with me as clients was like, I don't have a good way of capturing realtors.
• 15:49
  SPEAKER_00: So if there's a realtor in another market who's like, man, I love his videos, that would be awesome to work with him.
• 15:53
  SPEAKER_00: They never think like, oh, I could actually do that.
• 15:55
  SPEAKER_00: So I made sure I have one for realtor meetings so they could set up a time and then we could start working together.
• 16:01
  SPEAKER_00: Um, I have the pre-approval, the free consultation.
• 16:05
  SPEAKER_00: There's a uh type form in there that does kind of a uh a soft, not a not a pre-quall, but it helps weed through leads.
• 16:13
  SPEAKER_00: So it says like see if you're in a position to buy.
• 16:15
  SPEAKER_00: Because a lot of people who are wondering, man, I don't even know if I can buy.
• 16:19
  SPEAKER_00: And it's funny because I'm sure you you've seen that too with clients, is like, you have a 800 FICO salary job, no debt.
• 16:26
  SPEAKER_00: Like, yeah, you can buy.
• 16:27
  SPEAKER_00: What are you, you know, what are you worried about?
• 16:29
  SPEAKER_00: Um, so we have that.
• 16:30
  SPEAKER_00: So if someone comes to that link and they're like, I just I don't even know where I'm at, I just want to get an idea.
• 16:35
  SPEAKER_00: We have a type form that guides them through all the way.
• 16:38
  SPEAKER_00: And based on what their questions are, it tells them if they're ready to move forward or if they need to do work on their credit or save up some more money.
• 16:45
  SPEAKER_00: Um and then there's a way of capturing emails, which I now have a pretty solid email list built out that I send informational videos to to help kind of nurture those leads as well.
• 16:57
  SPEAKER_00: That's awesome.
• 16:58
  SPEAKER_01: And what are you using for your email list?
• 17:00
  SPEAKER_01: Is it through MailChamp or something else or your CRM?
• 17:02
  SPEAKER_00: Right now I'm just using our CRM, but I'm actually trying to find a more efficient one to use.
• 17:07
  SPEAKER_00: The CRM we use, it's a Salesforce build out.
• 17:10
  SPEAKER_00: Um, it's pretty good, but yeah, it's that's one area I'm looking to improve.
• 17:15
  SPEAKER_00: Okay.
• 17:16
  SPEAKER_01: Um so you've got a way for realtors to partner with you, which I love because as a realtor and the majority of this audience are realtors, when you're creating content and driving a bunch of leads coming directly to you, what agent wouldn't want to partner with you?
• 17:34
  SPEAKER_01: Yeah.
• 17:34
  SPEAKER_01: Because now you are a source of business for them rather than the other way around.
• 17:38
  SPEAKER_00: Yeah.
• 17:39
  SPEAKER_01: How has that dynamic you being a lead generator yourself, direct to consumer, how has that changed your business?
• 17:48
  SPEAKER_01: Uh is it, I assume now you can go to some of the biggest agents in town and be like, hey, let's partner together, and now you're attractive to them, and they're like, oh, hell yes.
• 17:59
  SPEAKER_01: Like, you know, is that how it's working?
• 18:01
  SPEAKER_00: Yeah, it's funny because it's it's a little bit of a double-edged sword because uh realtors see that and they think like, cool, I'm gonna start doing business with you and I'm gonna get all these inbound.
• 18:10
  SPEAKER_00: And obviously, even though you are getting getting leads, there's still a finite amount, and you have to kind of spread them between realtors you've been getting business from for years, or newer ones, or bigger teams, or whatever it is.
• 18:22
  SPEAKER_00: Um and even though there is a lot, there's almost not enough to go around for everyone.
• 18:27
  SPEAKER_00: So typically, when I'm having those conversations with newer agents I'm trying to get business from, that's definitely a part of it, but that's like the the lowest value point.
• 18:35
  SPEAKER_00: So for me, it's typically like, how can I help you get more deals?
• 18:39
  SPEAKER_00: Because if I give you a handful of leads, that's great.
• 18:43
  SPEAKER_00: But what if I get you a lot more of your own or leads that you have that you haven't converted?
• 18:48
  SPEAKER_00: So if you have all these dead leads sitting on an email list that were at one point curious about buying a house, like can we do a video campaign to help recapture those?
• 18:57
  SPEAKER_00: Can we look at doing a better pre-approval?
• 18:59
  SPEAKER_00: Can we get them on a free console call to help them like get through the the block in their head that right now is a bad time to buy?
• 19:06
  SPEAKER_00: So, what if we can have conversations or do a webinar with these people?
• 19:10
  SPEAKER_00: Like, so the value add is usually kind of tries to get away from the leads just because uh, like I said, it's it's a finite amount, and I I feel like the value add is a lot more than than just leads.
• 19:24
  SPEAKER_01: I'm glad you said that.
• 19:25
  SPEAKER_01: Uh, one of my favorite quotes of all time is you know, it's better to teach a man to fish than to give a give a man a fish.
• 19:32
  SPEAKER_01: Exactly.
• 19:33
  SPEAKER_01: Same concept here.
• 19:34
  SPEAKER_01: Like, I would so much rather show me how to build build this myself, yeah, than just like feed me.
• 19:40
  SPEAKER_01: Because if if you're just being fed by somebody, you're also reliant on that person.
• 19:45
  SPEAKER_01: Yeah, you're not in control, you're at their mercy.
• 19:48
  SPEAKER_01: Um, if if they do something and and the business stops, you're dead in the water.
• 19:52
  SPEAKER_01: Yeah.
• 19:53
  SPEAKER_01: And you know, nobody thinks about that until it actually happens, and then they're like, oh shit.
• 19:58
  SPEAKER_01: So I'm glad you said that.
• 20:00
  SPEAKER_01: And you're obviously somebody who has built it this big lead, you know, this incoming lead system, and I'm you know, you can show agents how to how to build it themselves.
• 20:12
  SPEAKER_01: Yeah, so that's that's super cool.
• 20:14
  SPEAKER_00: Nice, man.
• 20:14
  SPEAKER_00: Yeah, and like heaven forbid the the leads stop coming in, but it's kind of like if you live and die by the I'll be feeding you the moment you stop doing that, is when they get like, hey, this isn't what we agreed on.
• 20:25
  SPEAKER_00: So if I can have that, just be like that's maybe an added bonus that comes.
• 20:28
  SPEAKER_00: But here's the true value because regardless of if they delete Instagram tomorrow, I can still deliver on 100% of everything else that I told you I can do.
• 20:38
  SPEAKER_01: That's important.
• 20:39
  SPEAKER_01: Instagram's algorithm changes.
• 20:41
  SPEAKER_01: Yeah, yeah, you know, algorithms change, platforms change.
• 20:44
  SPEAKER_01: Yeah, um, so it what's what's really hot right now and producing business right now doesn't necessarily mean that it's gonna be producing next year or five years from now.
• 20:55
  SPEAKER_01: So yeah, you've got to build your own shit.
• 20:57
  SPEAKER_01: Yeah, and and so Trevor, going back to before you started this content journey, you know, what how are you getting business then?
• 21:08
  SPEAKER_01: And then let's talk about the transition to building what you've what you've built.
• 21:14
  SPEAKER_00: So it's it was funny because my uh when I first started in loans, this was like five almost six years ago.
• 21:21
  SPEAKER_00: Um, the manager I had at the start was an older manager, he's been in the game forever, huge hitter in Reno, been doing builder business, like really top dog, and have a phenomenal, still have a phenomenal relationship with the guy, but he was really old school, like he would still handwrite his loan estimates when people would come in.
• 21:39
  SPEAKER_00: Um, so his way of getting business was just like showing up on the doorstep of these builders, meeting with agents, going like kind of the old school way of doing it, you know.
• 21:49
  SPEAKER_00: Um, and it and it worked.
• 21:51
  SPEAKER_00: And I was doing that for the first kind of two years, and I had a background prior to getting into lending, I did video.
• 21:58
  SPEAKER_00: So going through college, I would you know, shoot.
• 22:00
  SPEAKER_00: Weddings on the weekends to make some money and go shoot videos longboarding and snowboarding with friends.
• 22:06
  SPEAKER_00: So I kind of had that tool in my back pocket, and in my market, there was zero people doing it.
• 22:12
  SPEAKER_00: So I was kind of like, man, I need to start making videos.
• 22:14
  SPEAKER_00: Like I think this is this is the thing.
• 22:17
  SPEAKER_00: And so I made uh a video when I was with my old manager, made a video, put it on Facebook, showed him he was kind of underwhelmed.
• 22:26
  SPEAKER_00: Then that's not gonna work, you know, that's not how the business is done.
• 22:29
  SPEAKER_00: And then for me, I was putting so much pressure on this one video to like to generate leads or to to see a return on, and that's not how it works, you know.
• 22:38
  SPEAKER_00: So like I put so much effort into shooting this and getting it right, put it on there.
• 22:42
  SPEAKER_00: It got momentum and it was really cool.
• 22:44
  SPEAKER_00: Um, but then I stopped because I'm like, man, I got no deals from that, and it just feels weird putting yourself out there.
• 22:50
  SPEAKER_00: And I'm talking about mortgages, like no one wants to hear about this, you know.
• 22:54
  SPEAKER_00: Right.
• 22:54
  SPEAKER_00: So I think in my first three years in lending, I made like two videos total, and then uh it was something I still knew I wanted to do, but I couldn't really figure it out.
• 23:04
  SPEAKER_00: And then Neil, who I work with now, was we're in the same market, he's the only person in my market making videos, and at the time his weren't good.
• 23:12
  SPEAKER_00: So I was kind of looking at him very cynical.
• 23:15
  SPEAKER_00: Before I'd met him, I'm like, man, this guy's videos aren't good, like I could do better than this, you know.
• 23:19
  SPEAKER_00: And then uh once I met him, it was cool because he's he's actually a really good dude, which I didn't anticipate prior to meeting him.
• 23:27
  SPEAKER_00: And so he was like, before I started working with him, that first interaction, he's like, dude, here's what you should do.
• 23:32
  SPEAKER_00: Like, you have some crazy skills, you should talk about this and this.
• 23:36
  SPEAKER_00: And uh, so a couple months of those conversations with him, and I ended up switching to his company and me and him kind of together like doubled down and just started being consistent.
• 23:46
  SPEAKER_00: And that was one of the biggest things of being here is he held me accountable and to like just keep going.
• 23:51
  SPEAKER_00: So I'd make one and then get kind of deflated because maybe the reach wasn't good or it didn't get this big return that I wanted.
• 23:57
  SPEAKER_00: Um, but then I'd make another one and another one and another one.
• 24:00
  SPEAKER_00: And it was probably three months before I saw some result of putting those videos out, which like admittedly on my own, I don't know if I would have continued to go for three months because it just it's you feel vulnerable, you know, like you're you're making these videos, you're putting them out to the world, and you're not getting this result that you you hoped for.
• 24:22
  SPEAKER_00: Um, but then when you keep going and then you keep seeing people out, and you know, I'd see friends from high school that hadn't seen in 10 years that are just like, dude, I love all your videos, man.
• 24:30
  SPEAKER_00: I watch all of them.
• 24:32
  SPEAKER_00: Or you get a lead that refers to like, oh, when you made this video is when it clicked for me, and you're like, I made that two months ago, three months ago.
• 24:40
  SPEAKER_00: So you didn't realize, like, even though people are not really engaging with it, they're watching it and they're kind of silently watching it.
• 24:47
  SPEAKER_00: And when that time comes, is when it kind of generates this return for you.
• 24:52
  SPEAKER_00: Um, so that's kind of the the long-winded of you know, from getting into it to to kind of where it's at now.
• 24:59
  SPEAKER_01: I'm so glad you went that direction because a lack of patience kills so much success.
• 25:05
  SPEAKER_01: Yeah, there's so many talented agents and loan officers that start out, you know.
• 25:11
  SPEAKER_01: And when you start out, yeah, it's shitty, it's crappy, like you're you're nervous, you're not comfortable, um, of course, but you have to do it enough.
• 25:19
  SPEAKER_01: And then they quit after a month, or they they quit after 90 days.
• 25:22
  SPEAKER_01: Well, 90 days is great minimum, you know.
• 25:26
  SPEAKER_01: Um they just quit way too soon, and I I think it's because they're well, first off, they don't have anyone to kind of push them along.
• 25:35
  SPEAKER_01: Like they're just like, I should have worked by now, maybe nobody likes me, maybe they don't like my voice, whatever.
• 25:41
  SPEAKER_01: Maybe all you need to do is change the topics you choose.
• 25:44
  SPEAKER_01: Yeah, maybe that's it.
• 25:46
  SPEAKER_01: Or I know you told me that when you started wearing a hat in your videos uh and felt more like yourself, yeah.
• 25:52
  SPEAKER_01: It just seemed to start working better.
• 25:54
  SPEAKER_01: So, you know, sometimes you're just one tweak or two away from everything opening up, but you've got to do it long enough.
• 26:01
  SPEAKER_01: And far too many people quit too early.
• 26:03
  SPEAKER_01: And maybe it's maybe it's not three months, maybe it's seven months.
• 26:07
  SPEAKER_01: I don't know.
• 26:08
  SPEAKER_01: Yeah, but my God, if you quit, you'll never freaking know.
• 26:11
  SPEAKER_00: Yeah, and it's funny because I mean, I'm glad you touched on that, because the the hat thing when we were talking about that at the conference, it's funny because it's it's very similar to when you start in sales, if you go talk to a customer, whatever sales you're in, real estate or otherwise, your first sales call, you are awkward.
• 26:28
  SPEAKER_00: Like it's no matter how comfortable person are you are, how personable you are, it's like you don't know your product super well, you don't know how these conversations go because it's your first one, right?
• 26:38
  SPEAKER_00: And then you'll watch like a veteran person in your industry go to a sales call and you're like, man, it just seems like the same way I'm talking to them, they're now doing that on their sales call.
• 26:47
  SPEAKER_00: Where all of a sudden I walk into the room and I'm like stiff and uncomfortable and I'm trying to present myself properly, and it's like the the client sees that.
• 26:55
  SPEAKER_00: So it's the same thing in video, is the experience, a lot of the practice is just making you more comfortable being yourself because it is new, and I don't know why people set the bars so high for themselves out of the gate.
• 27:06
  SPEAKER_00: Like if you strapped on skis for the first time, you're not gonna like be mad that you're not going down a double black diamond.
• 27:12
  SPEAKER_00: But in content, people are like, dude, I've done it for a week and my stuff doesn't look like yours.
• 27:16
  SPEAKER_00: It's like I've been doing it for years, you know.
• 27:19
  SPEAKER_00: Like you go look back at mine or Neil's or even yours, like you're you're extremely comfortable on camera and your videos are amazing, but I imagine they weren't always that way, right?
• 27:28
  SPEAKER_01: Not even close.
• 27:30
  SPEAKER_01: Not even close.
• 27:31
  SPEAKER_01: And it wasn't until I came to visit you guys at your office, it was probably a year ago now, that I understood the importance of lighting, and I got a camera that can record in 4K and just has you know the blurry background and stuff, just because I I was at a point where I felt like the content itself, like the the messaging was great, but it wasn't being presented as well as it could.
• 27:53
  SPEAKER_01: So I saw how you guys were doing it, and I made a change.
• 27:56
  SPEAKER_01: And now I know my content is much better because of that, just by copying what you guys are doing.
• 28:01
  SPEAKER_01: And I would imagine you guys didn't invent you know the the the way you're doing videos, right?
• 28:07
  SPEAKER_01: You didn't invent speaking to the camera, you know.
• 28:11
  SPEAKER_01: You probably saw someone else do it.
• 28:12
  SPEAKER_00: Yep.
• 28:14
  SPEAKER_00: Yeah, you definitely just get inspiration, and even it's cool, like completely different markets, completely different influencers in different spaces, but you get that inspiration from all these different people, and then you kind of make it your own on like what what elements do you like, what did they do, right?
• 28:29
  SPEAKER_00: Whether it's you know the way someone's talking or the way someone's shooting or the creative behind it.
• 28:34
  SPEAKER_00: Um, yeah, you definitely take inspiration from everywhere.
• 28:38
  SPEAKER_01: It that's literally the way it's done, and I do that with uh the way a video looks, like the camera angles.
• 28:45
  SPEAKER_01: I do that with topics.
• 28:47
  SPEAKER_01: Like I'll look to your videos and Neil's videos and Sean Kaplan and and a bunch of others, and I'm like, wait, I love that topic.
• 28:55
  SPEAKER_01: So I'm gonna take the topic, and then I'm not saying it word for word.
• 28:59
  SPEAKER_01: I'm just taking the topic and doing my own, you know, putting my own spin on that topic, and then the content's mine, you know.
• 29:06
  SPEAKER_01: So look at what I believe there's a lot.
• 29:10
  SPEAKER_01: I I think most agents and loan officers are just not choosing the right topics of the videos.
• 29:16
  SPEAKER_01: Yeah, it's not the quality of the video, it's not that they don't have a so it's not that they don't have a Sony camera or any of that bullshit.
• 29:22
  SPEAKER_01: It's that they chose topics that serve them and not the audience that they're trying to reach.
• 29:29
  SPEAKER_00: 100%.
• 29:30
  SPEAKER_00: When did you learn that that's that's the biggest switch is when you're making stuff for for you or for your industry or for, you know, like when you make it for the customer, and when you picture the customer being an average person in America, not like a lot of times we picture our customers being people who are ready to buy a home right now, or maybe even currently buying a home.
• 29:52
  SPEAKER_00: So I'll see a lot of realtors and lenders making like videos where it's talking about here's how you negotiate during inspections.
• 30:00
  SPEAKER_00: The only people that are gonna know what that means are people that are already at the point of inspections.
• 30:04
  SPEAKER_00: Like that's a niche of a niche of a niche that's not gonna have this broad reach.
• 30:09
  SPEAKER_00: So maybe instead of saying here's how you negotiate something once you get inspections back, what the heck are inspections?
• 30:16
  SPEAKER_00: You know, like that's a that's a better one of like, okay, when you buy a house, there's something when you buy a house, this is an area where you can save a ton of money.
• 30:24
  SPEAKER_00: When you buy a home, you do these things called inspections.
• 30:26
  SPEAKER_00: A lot of times things come up and people overlook them.
• 30:29
  SPEAKER_00: So now you went from like that same kind of niche topic, but you broaden the scope on why did what are inspections and why do I care?
• 30:36
  SPEAKER_00: Well, I care because it could save you tens of thousands of dollars on a house.
• 30:39
  SPEAKER_00: It's like, oh, then now I'll listen, versus you know, the alternate way of of presenting it.
• 30:47
  SPEAKER_00: Yes.
• 30:48
  SPEAKER_01: Uh okay, so you you just highlighted a point that's that's super important.
• 30:52
  SPEAKER_01: It's not just the topic either.
• 30:54
  SPEAKER_01: You know, a video on home inspections.
• 30:56
  SPEAKER_01: Okay, well, how do you present that?
• 30:59
  SPEAKER_01: And you and Neil and so many others have have really perfected the hook.
• 31:04
  SPEAKER_01: You know, what do you say in the very, very, very beginning to hook the viewers' attention and to get them to keep listening?
• 31:10
  SPEAKER_01: And what do you title the video?
• 31:13
  SPEAKER_01: What tips do you have for getting really good at that?
• 31:16
  SPEAKER_01: Because I think um I've only gotten better at that probably over the last six months, and I'm still trying to get better, but it's a it's a highly conscious thing.
• 31:26
  SPEAKER_01: Every single fucking time I do a video, I'm so conscious about what title do I put on the video, what is the hook in the beginning, um, and is the topic even interesting in the first place?
• 31:38
  SPEAKER_01: So can you kind of walk through your workflow for how you create a video with that in mind?
• 31:43
  SPEAKER_00: Yeah.
• 31:44
  SPEAKER_00: So I think you hit it on the head that the most important part is going to be like be intentional and be conscious.
• 31:49
  SPEAKER_00: Because a lot of people just aren't.
• 31:51
  SPEAKER_00: So they just pick a topic and then just start talking about it, and they kept it under 30 seconds, so they post it.
• 31:56
  SPEAKER_00: But like you need to be conscious of this is the most important part, is your first line.
• 32:00
  SPEAKER_00: So if you have a topic, and it's funny because you can have a somewhat boring topic that you don't think people want to hear about, but if you frame it in the right way with that hook, it's gonna do well.
• 32:10
  SPEAKER_00: So basically, the the framework that kind of uh an easy way to think about how you can do this on your own, and it is a muscle, it's funny.
• 32:19
  SPEAKER_00: Like you said, you're getting better at it.
• 32:21
  SPEAKER_00: The more you do it, the more it comes naturally.
• 32:23
  SPEAKER_00: Like, oh, I could I could turn a good topic into a script or a terrible topic into a script.
• 32:29
  SPEAKER_00: I mean, um, but basically you have to start with the solution to the problem.
• 32:33
  SPEAKER_00: Because if you just start with a problem, a lot of people don't even realize they have it.
• 32:37
  SPEAKER_00: Where if you start with the solution, they're gonna be like, oh, that's that's really cool.
• 32:41
  SPEAKER_00: So with that example of inspections, inspections are really kind of minor part of the process of getting a home.
• 32:47
  SPEAKER_00: So if we're talking about inspections, it's dead on arrival.
• 32:50
  SPEAKER_00: If we're talking about saving tens of thousands of dollars when buying a house, like that's the the benefit of what I am talking to you about.
• 32:58
  SPEAKER_00: So a lot of people lead with a problem, then they try and give you the benefit later on.
• 33:03
  SPEAKER_00: Start with the benefit out of the gate.
• 33:05
  SPEAKER_00: That's the the best framework we've been using.
• 33:07
  SPEAKER_00: So no matter what topic you pick, there's a way that had you known something at the beginning, this can help you.
• 33:14
  SPEAKER_00: So if you're talking about appraisals, you know, like we could talk about appraisal gaps or going in under whatever it is when you're talking about appraisals, which is really boring.
• 33:23
  SPEAKER_00: Flip that solution to the front side.
• 33:25
  SPEAKER_00: So here's how to keep yourself from paying$20,000 more for a house than what it's worth.
• 33:30
  SPEAKER_00: Now we're talking about appraisal gaps.
• 33:32
  SPEAKER_00: You know what I mean?
• 33:34
  SPEAKER_00: Love it.
• 33:35
  SPEAKER_00: Yeah, love it.
• 33:36
  SPEAKER_01: Um, I I mean, I'm just I'm thinking through the video that I posted this morning, and it was on 40-year mortgages.
• 33:43
  SPEAKER_01: And when I recorded it, so I recorded it last night, and my hook in the beginning of the video was, you know, finally, is this the key to making homes more affordable?
• 33:54
  SPEAKER_01: And I like that.
• 33:55
  SPEAKER_01: I think that's a decent hook.
• 33:56
  SPEAKER_01: And then this morning, as I'm posting it, I'm like, okay, what what what should I title the video?
• 34:00
  SPEAKER_01: Like on the thumbnail.
• 34:01
  SPEAKER_00: Yeah.
• 34:02
  SPEAKER_01: And I was gonna do something about housing affordability, and then I'm like, wait, wait, wait, how to shrink your mortgage payments?
• 34:08
  SPEAKER_01: There you go.
• 34:08
  SPEAKER_01: And I think I wish I would have done that as the hook in the video, but guess what?
• 34:12
  SPEAKER_01: I'll just do another one with that hook.
• 34:15
  SPEAKER_01: There you go.
• 34:15
  SPEAKER_01: Um there's nothing that says you can't reuse the same damn topic over and over and over, just word it differently.
• 34:21
  SPEAKER_01: But it it's just become a highly conscious thing, and you're not gonna be good at it good at it in the beginning, but you sure as hell get good over time.
• 34:30
  SPEAKER_01: Uh, it's a muscle.
• 34:32
  SPEAKER_01: It really is.
• 34:33
  SPEAKER_01: So, Trevor, what's a I know a lot of listeners will will be writing notes.
• 34:39
  SPEAKER_01: Okay, they're already writing notes.
• 34:41
  SPEAKER_01: Can you give some more examples of topics you chose and then how you chose a hook and you know how you title it and all that?
• 34:47
  SPEAKER_01: Like can you give some examples of stuff you've done?
• 34:50
  SPEAKER_00: So there's actually a perfect one because and it goes off of what you just said on redoing the same video twice because you're like, man, I could have done that one better.
• 34:58
  SPEAKER_00: So I had uh and it happened two different times, which is funny.
• 35:02
  SPEAKER_00: The the I think it's the only two times I've ever reposted one of my videos because I thought the video was good, but I didn't it didn't get any reach, and it was a good video.
• 35:12
  SPEAKER_00: And so I'm trying to like look closer at what did I do wrong on on the hook.
• 35:16
  SPEAKER_00: So the most recent one was one that uh it was it's a video about paying off debt.
• 35:22
  SPEAKER_00: So when we look at like topics, not a super exciting topic, nobody wants to be told to do that.
• 35:28
  SPEAKER_00: Um, but it's about how you know if you're paying 11% interest on a debt, but then you're investing money and you're getting an 8% return, like you're losing money, you're hustling backwards, like you're better off paying off that debt.
• 35:40
  SPEAKER_00: So that was the the basis of the video.
• 35:42
  SPEAKER_00: Um so I I've I forget what the first hook I did with it was like here's how to a proper way to invest your money and and make sure you're going in the right direction, something simple.
• 35:54
  SPEAKER_00: Um, didn't do very well.
• 35:56
  SPEAKER_00: I think it was like sub 10k views.
• 35:58
  SPEAKER_00: This was a little bit earlier on in the growth phase, but on on my metrics at the time, it was it was a bad performing video.
• 36:05
  SPEAKER_00: So I reshot it and pulled the camera out.
• 36:08
  SPEAKER_00: The only thing I changed was the first line, and I edited the two together, so it's not even like one consecutive video.
• 36:14
  SPEAKER_00: Then I switched it to because it was the guy who gave me this piece of advice was a multimillionaire who was telling me this concept of paying off debt.
• 36:22
  SPEAKER_00: So then I started with here's the best I advise I've ever received from a multi-millionaire.
• 36:27
  SPEAKER_00: This is what he told me, and then goes into the exact same video.
• 36:30
  SPEAKER_00: I didn't change anything else, and that one went to like 700,000 views, and that was the only difference was that first line.
• 36:38
  SPEAKER_00: Wow.
• 36:39
  SPEAKER_01: Um, and there's another one which we could end right here with that.
• 36:42
  SPEAKER_00: Like that's that hook is everything.
• 36:45
  SPEAKER_00: Yeah, it's it that's crazy.
• 36:47
  SPEAKER_00: It's crazy how how the minute little things make a massive difference.
• 36:54
  SPEAKER_00: Some of them are really, really subtle, some of them are easier to find, like your hook is bad, you know, get a better hook and it gets better reach.
• 37:02
  SPEAKER_00: Um the other one, and this was really early on when we were ex this is kind of at the start of reels being a thing.
• 37:09
  SPEAKER_00: So with reels, you're reaching new odd people who don't know your face.
• 37:13
  SPEAKER_00: So when we used to do Instagram videos, it was people who knew you, they already followed you.
• 37:17
  SPEAKER_00: So you kind of already had that authority, and they were gonna listen to your first line no matter what.
• 37:23
  SPEAKER_00: With reels, you're reaching people that have no idea who you are, and you got to give them a reason to listen within the first second.
• 37:29
  SPEAKER_00: So with uh the very one of the really early reels I made was me on a notepad um showing how much money you need to buy a$400,000 house.
• 37:39
  SPEAKER_00: And I had this intro because I'm a video guy, right?
• 37:42
  SPEAKER_00: Like that was my background.
• 37:43
  SPEAKER_00: So then I was I had some fancy intro rolling, some good music, and then approach, and then I start the video.
• 37:50
  SPEAKER_00: It got like 5,000 views.
• 37:52
  SPEAKER_00: At the time that wasn't bad because this was right when Reels is kind of starting.
• 37:57
  SPEAKER_00: Um, and then I was sitting there like had it up again the other day, or uh like weeks later, and I'm like, man, I feel like I could cut out all the fluff in the start.
• 38:06
  SPEAKER_00: Like I got this four-second intro with graphics, you know, going into it.
• 38:11
  SPEAKER_00: So then I re-edited it just because now we're new to Reels.
• 38:14
  SPEAKER_00: I'm like, I'm gonna cut it and just go straight into the meet right out of the gate.
• 38:17
  SPEAKER_00: Here's how much money you need to buy a$400,000 house.
• 38:20
  SPEAKER_00: First one got$5,000, next one got 2.1 million views just by changing the intro.
• 38:26
  SPEAKER_00: Same exact video.
• 38:29
  SPEAKER_01: Holy shit.
• 38:30
  SPEAKER_01: Yeah, and you just had a video the other day that reached over you have like over three million views on.
• 38:36
  SPEAKER_01: What's the what's the topic of that one?
• 38:38
  SPEAKER_00: That one was about this here's why rich people love recessions was the hook on that one.
• 38:43
  SPEAKER_01: That's right, yeah.
• 38:44
  SPEAKER_01: And I took that topic.
• 38:46
  SPEAKER_01: I saw, I was like, that's doing well for Trevor.
• 38:48
  SPEAKER_01: I took the topic, did my own version of it.
• 38:50
  SPEAKER_00: Yeah, that's awesome.
• 38:52
  SPEAKER_00: And it's funny because Neil and I have done that where our hooks are are pretty much the same, and then the videos are completely different.
• 38:59
  SPEAKER_00: You know, so here's why rich people love recessions.
• 39:01
  SPEAKER_00: You can make a whole series on that of of videos.
• 39:04
  SPEAKER_00: So if you have something good, that's a tie it back.
• 39:08
  SPEAKER_01: That's so cool.
• 39:10
  SPEAKER_01: Um, okay, so Trevor, you've you know, you've now reached what 107,000 followers on Instagram, your stuff's just blowing up.
• 39:19
  SPEAKER_01: Looking back, uh, what what would you have done differently along the way?
• 39:24
  SPEAKER_01: Is there anything that you wish you would have done sooner, or um, you know, what what would you tell people who are they're already creating content, but they're still in that growth mode, they're trying to get it to catch on.
• 39:36
  SPEAKER_01: I consider myself in that boat.
• 39:38
  SPEAKER_01: Yeah.
• 39:39
  SPEAKER_01: You know, what advice do you have for people like us?
• 39:41
  SPEAKER_00: I think it goes back to what you had said earlier, which is just continue to make stuff for the people watching it.
• 39:48
  SPEAKER_00: Because we get really focused on the vanity metrics of views and followers and all these things, and sometimes we're trying so hard that we're no longer being ourselves, which is a common theme.
• 39:59
  SPEAKER_00: And me and you talked about it kind of in depth of like you can tell when someone's even if you've never met the person, you can tell when someone's being true to them, and you can tell when they're not.
• 40:09
  SPEAKER_00: I don't know what it is, but as humans, we've gotten really good at like this seems fake, this doesn't seem real, this seems forced.
• 40:15
  SPEAKER_00: So a lot of people are forcing videos out to look like yours, to look like mine, to look like Neil's when they're completely different and they need to do their own thing.
• 40:25
  SPEAKER_00: And so I think like I I had a pretty good hand on that.
• 40:30
  SPEAKER_00: Like I was I've always tried to be the type of person to be like, I don't care about followers, I don't care about any of that.
• 40:35
  SPEAKER_00: I just like making cool videos that people watch.
• 40:37
  SPEAKER_00: And I think because of that, like my focus has always tried to be on make videos that people watch, and then the rest take care took care of itself.
• 40:46
  SPEAKER_00: Um, so I think that would be the one piece of advice for people that are are trying to build that audience and build that reach is just relax, be comfortable, and just if you focus on making good content that people are gonna watch, the rest will come.
• 41:03
  SPEAKER_01: Gold.
• 41:04
  SPEAKER_01: Absolute gold.
• 41:05
  SPEAKER_01: I I believe I believe lack of patience is probably what what um dooms most people.
• 41:12
  SPEAKER_01: It's not that they're not good enough, it's not that they're um not charismatic enough or likable enough, is that they just quit way too damn early.
• 41:20
  SPEAKER_01: Because when you quit early, you're not getting nearly as you're not getting as much practice.
• 41:25
  SPEAKER_01: Yeah.
• 41:26
  SPEAKER_01: If you quit after three months, you're not getting as much practice to become comfortable and to get better at choosing hooks and titles as Trevor is.
• 41:36
  SPEAKER_01: You're not getting as much practice as as the person that just keeps recording every single day.
• 41:42
  SPEAKER_01: Yeah.
• 41:42
  SPEAKER_01: So and it's empowering though, right?
• 41:45
  SPEAKER_01: Because you control that shit.
• 41:46
  SPEAKER_01: Like we control that.
• 41:47
  SPEAKER_01: Nobody else does.
• 41:48
  SPEAKER_01: We control whether or not we hit record today.
• 41:50
  SPEAKER_00: 100%.
• 41:51
  SPEAKER_00: And I think like it is, people set unrealistic expectations, but then they also set unrealistic expectations on what they think comes with the views and followers.
• 42:01
  SPEAKER_00: And I tell this story a lot, which is like I saw a massive change in my business and a ton of growth before I reached a lot of people.
• 42:11
  SPEAKER_00: So when I was making stuff trying to target just my local market alone, it was pretty neat because when I started doing video, it was right during COVID.
• 42:19
  SPEAKER_00: So all the networking events that we would go to, um, they weren't there for like a year, right?
• 42:24
  SPEAKER_00: We didn't, we weren't allowed to gather in these huge groups.
• 42:26
  SPEAKER_00: So during COVID, I was making all these videos.
• 42:29
  SPEAKER_00: That was right when I started.
• 42:30
  SPEAKER_00: There was this the very first event after COVID, it was like a a grand opening of a Remax office here in Reno.
• 42:37
  SPEAKER_00: When I went there, it was crazy.
• 42:38
  SPEAKER_00: I think I had six or seven hundred followers at the time.
• 42:42
  SPEAKER_00: And when I went to that event, realtors were coming up to me and saying, I'd love your videos, I would love to meet, I would love to pick your brain.
• 42:50
  SPEAKER_00: Like every time you go to these events as a lender, you're always trying to go to the realtors and justify yourself and and get dates set up.
• 42:57
  SPEAKER_00: And that it was going inbound, and that's when it really hit me of like, holy cow, man, six, seven hundred followers.
• 43:03
  SPEAKER_00: But making videos, showing value, all of a sudden my name in our local market was being known by realtors, and I'm like, this is crazy.
• 43:13
  SPEAKER_00: So you could have a huge impact on your business without having a ton of followers.
• 43:18
  SPEAKER_00: And I people I think people overlook that or don't realize that it starts way before you start getting reach.
• 43:25
  SPEAKER_01: I'm so glad you said that.
• 43:27
  SPEAKER_01: Um I want to jump into the rapid fire questions that we have for each guest here in just a second, but uh I I think it's important to say that you're further along than you think you are.
• 43:39
  SPEAKER_01: Yeah.
• 43:40
  SPEAKER_01: And I learned that this weekend at the forward event.
• 43:43
  SPEAKER_01: I had I had so many people came up to me that I had never met.
• 43:47
  SPEAKER_01: I don't think that I'd ever interacted with them on social, but they they've seen my stuff, they've listened to my podcast, and they they wanted to say hey.
• 43:55
  SPEAKER_01: Yeah.
• 43:55
  SPEAKER_01: And it was it it was like holy shit, I'm further ahead than I think I am.
• 43:59
  SPEAKER_01: I'm further ahead.
• 44:00
  SPEAKER_01: Head than it feels like I am.
• 44:02
  SPEAKER_01: And I think that's the case for most people.
• 44:05
  SPEAKER_01: It's you just got to keep going.
• 44:07
  SPEAKER_01: So that fired me up.
• 44:09
  SPEAKER_01: But uh, you know, if I didn't get out there and go to the event and spend the money, you know, to go, I wouldn't have had that big boost, that um, you know, kick in the ass to keep going.
• 44:23
  SPEAKER_00: So dude, it was super funny.
• 44:25
  SPEAKER_00: I had a handful of people come up to me at the event that were stoked after they had talked to you, like they were they were starstruck talking.
• 44:32
  SPEAKER_00: I've been listening to his podcast forever.
• 44:33
  SPEAKER_00: I just met Dustin.
• 44:35
  SPEAKER_00: He's super nice, and they're all fired up.
• 44:37
  SPEAKER_00: Like there was a decent amount of people that I had that interaction with.
• 44:40
  SPEAKER_00: It was that's crazy.
• 44:42
  SPEAKER_01: Yeah, that's that's the coolest shit ever.
• 44:45
  SPEAKER_01: All because one day I decided to talk to the internet.
• 44:47
  SPEAKER_00: Yep.
• 44:49
  SPEAKER_01: I love that.
• 44:50
  SPEAKER_01: It's so fucking cool.
• 44:52
  SPEAKER_01: And every single person listening can do the same shit.
• 44:54
  SPEAKER_01: Yep.
• 44:55
  SPEAKER_01: You know, they'll they'll attract people that that are attracted to them, and you know, they'll find their their tribe.
• 45:01
  SPEAKER_01: It's you and I we just didn't quit.
• 45:05
  SPEAKER_01: Yep.
• 45:05
  SPEAKER_01: We just kept it.
• 45:06
  SPEAKER_01: That's the only difference.
• 45:08
  SPEAKER_01: That's it.
• 45:09
  SPEAKER_01: Yeah, right.
• 45:10
  SPEAKER_01: And of course, we improved and and seek to improve all the time with every single fucking video and try to get better.
• 45:17
  SPEAKER_01: Um, but it's the it's the reps.
• 45:19
  SPEAKER_01: You know, that's what makes you a better golfer, is you know, swinging the club and learning what works and what doesn't.
• 45:24
  SPEAKER_01: It's what makes you good at anything.
• 45:26
  SPEAKER_01: So it like I don't know what else to say.
• 45:29
  SPEAKER_01: Yeah, um that you said it all.
• 45:32
  SPEAKER_01: Trevor man, this has been so good.
• 45:34
  SPEAKER_01: Uh, I've I've been taking a couple notes on like what I think I'm gonna title the episode, and we talked about quite a few things, but I love what you said in the beginning about how you actually convert people into clients, uh, and this, you know, how you have the calls to action and your your your link and all of that.
• 45:50
  SPEAKER_01: So um we'll probably call it something about you know converting you know viewers into into clients or something like that, uh, because I think that's super important.
• 45:59
  SPEAKER_01: It's something I need to do better, and so I appreciate the guidance on that.
• 46:04
  SPEAKER_01: Yeah, man.
• 46:04
  SPEAKER_01: Um so every guest we have on, we like to do these rapid fire questions.
• 46:08
  SPEAKER_01: They're they're either or.
• 46:09
  SPEAKER_01: You pick one or the other.
• 46:11
  SPEAKER_01: You can elaborate if you want to, but um, you know, usually just blow through them, and then at the end, we'll remind people where they can find you.
• 46:18
  SPEAKER_01: If they're not already following you already, they're probably already following you.
• 46:21
  SPEAKER_01: And if not, they are about to.
• 46:24
  SPEAKER_01: So let's do it.
• 46:26
  SPEAKER_01: Uh all right, Facebook or Instagram?
• 46:30
  SPEAKER_00: Gosh, man, now you asked me last week.
• 46:34
  SPEAKER_00: It'd be Instagram, 100%.
• 46:36
  SPEAKER_00: I still think at the moment, Instagram until I see the the results for myself.
• 46:40
  SPEAKER_00: Instagram.
• 46:42
  SPEAKER_01: Instagram or TikTok?
• 46:44
  SPEAKER_01: Instagram.
• 46:46
  SPEAKER_01: Books or podcasts?
• 46:48
  SPEAKER_00: Podcasts.
• 46:50
  SPEAKER_01: Podcasts or audiobooks?
• 46:54
  SPEAKER_00: Both?
• 46:55
  SPEAKER_00: Can I can I can I can I break that?
• 46:58
  SPEAKER_01: You may.
• 46:59
  SPEAKER_01: You may.
• 47:00
  SPEAKER_01: Uh rental property or flipping rental.
• 47:04
  SPEAKER_01: Cash flow, baby.
• 47:07
  SPEAKER_01: Burgers or pizza?
• 47:08
  SPEAKER_01: Burger.
• 47:11
  SPEAKER_01: New York or LA.
• 47:15
  SPEAKER_00: LA for the weather.
• 47:20
  SPEAKER_01: NFL or NBA.
• 47:22
  SPEAKER_01: NFL.
• 47:24
  SPEAKER_00: Pro or college.
• 47:26
  SPEAKER_00: Depends on the sport, but probably college.
• 47:30
  SPEAKER_01: Fair enough.
• 47:31
  SPEAKER_01: Mountains or beach?
• 47:33
  SPEAKER_01: Mountains.
• 47:34
  SPEAKER_01: Nice.
• 47:36
  SPEAKER_01: Podcast or vlog?
• 47:39
  SPEAKER_01: Vlogs.
• 47:40
  SPEAKER_01: Love vlogs.
• 47:42
  SPEAKER_01: YouTube or Facebook Live?
• 47:45
  SPEAKER_00: YouTube.
• 47:47
  SPEAKER_01: Rich Dad, Poor Dad, or Millionaire Real Estate Agent.
• 47:50
  SPEAKER_00: Rich Dad, Poor Dad, classic.
• 47:52
  SPEAKER_00: Absolute classic.
• 47:54
  SPEAKER_00: Uber or Lyft?
• 47:56
  SPEAKER_00: Uh I'm s I'm gonna go with Lyft now.
• 47:59
  SPEAKER_00: Yeah?
• 48:00
  SPEAKER_00: Yeah.
• 48:00
  SPEAKER_00: Or in Vegas, it's taxi.
• 48:02
  SPEAKER_00: Yeah, no kidding.
• 48:04
  SPEAKER_01: Whichever one can get to you now, it seems like, huh?
• 48:07
  SPEAKER_01: Oh, the the taxi's right frickin' there.
• 48:09
  SPEAKER_01: Lift, you have to wait 20 minutes.
• 48:11
  SPEAKER_01: Lyft is bullshit.
• 48:12
  SPEAKER_01: Um, Gary V or Grant Cardone.
• 48:16
  SPEAKER_00: Man, Grant follows me on Instagram, so I feel like I gotta show love to Grant, but both of those guys are awesome.
• 48:23
  SPEAKER_00: That's a nice safe answer.
• 48:24
  SPEAKER_01: Okay, I'll I'll take it.
• 48:26
  SPEAKER_01: Well, I'm gonna throw another one in for you just in the spirit of the forward event.
• 48:31
  SPEAKER_01: Gary V or Ed Milet.
• 48:33
  SPEAKER_01: Gosh.
• 48:34
  SPEAKER_00: Ed Ed was powerful, man.
• 48:37
  SPEAKER_00: Seeing Ed Milette live if you haven't yet is something to be seen.
• 48:43
  SPEAKER_00: Yeah, I'm gonna go with Ed on that one.
• 48:45
  SPEAKER_00: Fair enough, man.
• 48:46
  SPEAKER_01: Yeah, I I cannot disagree.
• 48:48
  SPEAKER_01: Yeah, Trevor, I appreciate you so much.
• 48:50
  SPEAKER_01: You've been an awesome leader and an inspiration to me and to the industry.
• 48:55
  SPEAKER_01: And um I'm I'm so stoked to release this episode.
• 48:59
  SPEAKER_01: I think a lot of people will have some of those missing pieces kind of fall into place in in their content journey.
• 49:07
  SPEAKER_01: And so I appreciate you being such an open book and taking the time today.
• 49:10
  SPEAKER_00: Dude, and thank you for letting me on here, man, and thank you for all that you do for our industry too.
• 49:14
  SPEAKER_00: It's cool seeing, like at the event, the amount of people that you've reached and you've impacted, and the resources that you've given away for free for as long as you have is is pretty unbelievable.
• 49:24
  SPEAKER_00: So thank you for for everything, and thanks for having me on, man.
• 49:27
  SPEAKER_00: That was really cool going from being a listener to being on this myself.
• 49:30
  SPEAKER_01: So I appreciate it.
• 49:32
  SPEAKER_01: Absolutely, dude.
• 49:33
  SPEAKER_01: Well, you you earned it.
• 49:34
  SPEAKER_01: This is this is definitely a great frickin' episode.
• 49:38
  SPEAKER_01: So awesome, man.
• 49:39
  SPEAKER_01: And if you guys don't follow Trevor, Trevor, where where's the best place they can find you?
• 49:43
  SPEAKER_01: You know, anything that you want to plug or let them know about.
• 49:47
  SPEAKER_00: Yeah, so Instagram would be at Trev York T-R-E-V-Y-O-R-K.
• 49:51
  SPEAKER_00: That's the best place to connect with me.
• 49:53
  SPEAKER_00: Let me know.
• 49:54
  SPEAKER_00: Dustin sent you too.
• 49:56
  SPEAKER_00: Would love to connect with all you guys.
• 49:58
  SPEAKER_01: And we'll link that up in the show notes, or if you're watching on YouTube, it's gonna be in the description.
• 50:03
  SPEAKER_01: And uh just watch Trevor's stuff.
• 50:06
  SPEAKER_01: He's he's doing it right, he's setting an example.
• 50:08
  SPEAKER_01: Um, just do what he's doing, man.
• 50:10
  SPEAKER_01: Just do what he's doing.
• 50:12
  SPEAKER_01: Appreciate you, brother.
• 50:14
  SPEAKER_01: Now, if I was a betting man, I would bet that you've taken at least one full page of notes through this episode, hopefully.
• 50:21
  SPEAKER_01: And if you're listening in the car or while you're walking the dog or you know, driving to showings, hopefully you're at least taking notes on the notes on your phone so that you can come back to them.
• 50:30
  SPEAKER_01: But implement this stuff, especially how he how he prompts and makes it easy for viewers and listeners to reach out to him to do business with him.
• 50:41
  SPEAKER_01: Do those things.
• 50:42
  SPEAKER_01: There's no reason why you we're creating so much friction for people who may want to hire you or even just ask a question about how something works.
• 50:50
  SPEAKER_01: Why are we making it so hard?
• 50:51
  SPEAKER_01: So make sure you put that system into place.
• 50:54
  SPEAKER_01: Um, and you can do that not just on Instagram, but damn near anywhere.
• 50:57
  SPEAKER_01: You just have a link that opens up and they have multiple options.
• 51:01
  SPEAKER_01: It's time to do that shit.
• 51:03
  SPEAKER_01: And then it's time to make the adjustments with your content, improve over time.
• 51:08
  SPEAKER_01: I promise you, like we said, like you just heard, the people who are really wildly successful that drive a lot of business from their social media, they're people that just didn't quit.
• 51:20
  SPEAKER_01: They just kept doing it and they kept improving and consciously trying to improve it every single time they hit record.
• 51:26
  SPEAKER_01: And if you are willing to do that, and don't put a time limit on it.
• 51:29
  SPEAKER_01: Don't put a time limit of two months or three months or six months or a year.
• 51:33
  SPEAKER_01: Just do it daily.
• 51:35
  SPEAKER_01: Do it daily, get better every day, and at some point, I don't know when that is for you, but at some point, it's going to start paying off.
• 51:45
  SPEAKER_01: And you just got the blueprint for it right here.
• 51:47
  SPEAKER_01: This is gonna speed up your success, speed up your results dramatically.
• 51:51
  SPEAKER_01: Guys, before we head out, make sure that you go over to the Massive Agent channel on YouTube.
• 51:57
  SPEAKER_01: Please subscribe over there.
• 51:58
  SPEAKER_01: We're doing a shitload of YouTube shorts, and starting this week, I'm gonna start recording videos specifically for YouTube that you're not gonna find anywhere else, only on YouTube.
• 52:09
  SPEAKER_01: And go ahead subscribe because you're gonna want to see these.
• 52:12
  SPEAKER_01: Um, I'm gonna be taking all the topics of the basically I went into my DMs.
• 52:17
  SPEAKER_01: Okay, so Gary V says all your best content is in the DMs.
• 52:21
  SPEAKER_01: I'm going to the DMs.
• 52:22
  SPEAKER_01: What are you guys saying?
• 52:23
  SPEAKER_01: What are you guys asking?
• 52:24
  SPEAKER_01: What you know, which issues do you have?
• 52:26
  SPEAKER_01: I'm taking all of these and diving deep in videos about them, giving you context because there's only so much context I can give in a 30-second TikTok or reel.
• 52:37
  SPEAKER_01: There's only so much I can do, so we're doing it on YouTube.
• 52:41
  SPEAKER_01: That's uh, you're gonna want to be subscribed to that.
• 52:44
  SPEAKER_01: If you would, please share this show.
• 52:47
  SPEAKER_01: If you found this to be valuable, if you learned something new, please share it with somebody that you are connected with in our industry, another agent, a lender friend, a title person, your team leader, another agent you're friends with, who's on the other side of the country, whatever.
• 53:01
  SPEAKER_01: But share this show.
• 53:03
  SPEAKER_01: It helps us grow, and we will be back next week with another episode of the Massive Agent Podcast.
• 53:09
  SPEAKER_01: Thank you so much.
• 53:10
  SPEAKER_01: Take care.