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What It Took Me 400 Podcast Episodes to Figure Out (My Story) · Massive Agent Podcast

• 0:00
  SPEAKER_00: Seven and a half years ago, I started this podcast in my basement with zero audience, no clue what I was doing, and a cheap Blue Yeti mic plugged into my laptop.
• 0:09
  SPEAKER_00: 400 episodes later, here's the real story of how I, as a realtor, built the Massive Agent brand and what I'd do differently if I had to do it all over again.
• 0:19
  SPEAKER_01: The Massive Agent Podcast.
• 0:22
  SPEAKER_01: We lead generation tips and strategies to give you more leads and sell more homes.
• 0:27
  SPEAKER_00: I love to buy houses.
• 0:28
  SPEAKER_00: I like to sell houses.
• 0:29
  SPEAKER_01: Takes brass balls.
• 0:32
  SPEAKER_00: Wait a minute.
• 0:33
  SPEAKER_01: Leads a week.
• 0:38
  SPEAKER_01: Oh, have I got your attention now?
• 0:41
  SPEAKER_01: Here's your host, Dustin Brome.
• 0:45
  SPEAKER_00: What's up, guys?
• 0:46
  SPEAKER_00: Welcome back to episode 400 of the Massive Agent Podcast.
• 0:50
  SPEAKER_00: I'm your host, Dustin Brome, here in Salt Lake City, Utah.
• 0:53
  SPEAKER_00: I'm excited about this one.
• 0:54
  SPEAKER_00: At 400 episodes is crazy.
• 0:56
  SPEAKER_00: So if you've listened to any episodes, thank you.
• 1:00
  SPEAKER_00: I mean, if you're not listening to this, you wouldn't hear the thank you.
• 1:03
  SPEAKER_00: So thank you for listening.
• 1:05
  SPEAKER_00: And I'm going to break down my entire story of how this happened, how I even started to, you know, to serve real estate agents and talk to agents because I'm a realtor just like you.
• 1:14
  SPEAKER_00: I have an active real estate license and I have for over 14 years.
• 1:19
  SPEAKER_00: So I'm going to go back and tell my story of how this all played out, how I built the brand, I'll give you some tips, I'll give you some insights, I'll go over some mistakes that I made so you can avoid them in building your own brand.
• 1:31
  SPEAKER_00: My goal here is to show you, really, it's to show you that if someone like me, without a ton of credibility in the beginning, without a big network, can make what I believe is become a fairly large brand in our industry, right?
• 1:45
  SPEAKER_00: A fairly well-known brand.
• 1:49
  SPEAKER_00: I mean, if you can, if I can do it, you can absolutely build your own brand and dominate in your own market, in your own world, probably bigger and better than I do.
• 1:58
  SPEAKER_00: So like my whole goal here is to just show you what's possible for someone who just puts in the effort day after day, week after week for a long, for a long time.
• 2:10
  SPEAKER_00: I mean, that's that's really my secret formula here is I've just been doing it forever.
• 2:14
  SPEAKER_00: I mean, seven, seven years and seven months.
• 2:17
  SPEAKER_00: Seven years and seven months ago, I started this Massive Agent Podcast in my basement.
• 2:22
  SPEAKER_00: And it before I before I go there, let me start it at the beginning of my real estate career.
• 2:29
  SPEAKER_00: I got into real estate uh having so by the way, it was my first business that I'd ever really started.
• 2:35
  SPEAKER_00: I mean, I had lemonade stands and fruit stands when I was a kid, of course, but uh it was the only entrepreneurial venture that I had ever had prior to prior to real estate.
• 2:45
  SPEAKER_00: I was working construction for a friend's dad, uh, kind of like handyman stuff.
• 2:50
  SPEAKER_00: So I was painting, I was digging ditches, I was um, you know, I was renoing uh bathrooms and tearing out tile showers and stuff like that.
• 2:58
  SPEAKER_00: I worked at a car wash doing details.
• 3:01
  SPEAKER_00: I worked at a call center multiple times doing debt collections and surveys and all sorts of stuff.
• 3:07
  SPEAKER_00: Like I was doing all these dead end dude jobs that you do when you're you know 17, 18, 19, 20 years old.
• 3:13
  SPEAKER_00: I worked at backcountry.com for a while.
• 3:15
  SPEAKER_00: That was one of my favorite jobs.
• 3:16
  SPEAKER_00: I was a busser and a server at one of my favorite restaurants in Salt Lake for five years.
• 3:21
  SPEAKER_00: Uh I got fired from that restaurant and backcountry.com within the same week because I was a horrible employee and I showed up late all the time.
• 3:29
  SPEAKER_00: Uh I had some issues going on in my in my life at the time, some substance abuse, if you will, pain pill addiction that uh some of you have heard me talk about, but um I've I've overcome opiate addiction in my life uh when I long, long, long time ago.
• 3:45
  SPEAKER_00: Like it's not something that I struggle with anymore.
• 3:47
  SPEAKER_00: I was what, 19, 18, 19, 20 years old, something like that.
• 3:52
  SPEAKER_00: Um but it definitely it got me off course for a good five to ten years, I would say.
• 3:59
  SPEAKER_00: It really did.
• 4:00
  SPEAKER_00: Um it's crazy.
• 4:01
  SPEAKER_00: So I got into real estate because I read Rich Dad Poor Dad and I thought I wanted to be a flipper.
• 4:06
  SPEAKER_00: I thought I wanted to invest, I thought I wanted to be a wholesaler, and you know, because I saw it on TV.
• 4:11
  SPEAKER_00: So I went to a local real estate investor association because that's what uh someone in the rich dad poor dad world, maybe it was the book itself, but somewhere is like, oh, you got to go to your local real estate investor association.
• 4:24
  SPEAKER_00: So I did, and the president happened to be a real estate broker.
• 4:27
  SPEAKER_00: He flipped like 400 homes at the time.
• 4:30
  SPEAKER_00: I'm sure he's done many more than that now.
• 4:31
  SPEAKER_00: But I asked him, I was like, hey, if I want to do this, if I want to be a successful uh investor, how do I do it?
• 4:36
  SPEAKER_00: And he said, Well, you got to get your license for this reason, that reason, that and he was right.
• 4:40
  SPEAKER_00: So I'm like, okay, cool.
• 4:41
  SPEAKER_00: Well, like when I do that, where do I hang my license?
• 4:43
  SPEAKER_00: He's like, Yeah, just do it under me because we have a super cheap brokerage, which we did.
• 4:47
  SPEAKER_00: So I got my license and I thought I was gonna be an investor.
• 4:51
  SPEAKER_00: And um, I'm like, wait a minute, there's effort here.
• 4:55
  SPEAKER_00: I'm not this is a lot harder than I thought.
• 4:57
  SPEAKER_00: Luckily, he had some work in his office that I could do, and so I was processing short sales.
• 5:02
  SPEAKER_00: This was back in 2011, back when short sales and bank honey properties, REOs, were everywhere.
• 5:08
  SPEAKER_00: That was the entire market pretty much.
• 5:10
  SPEAKER_00: And so I was I was processing short sales just to kind of learn the industry and learn how stuff worked.
• 5:16
  SPEAKER_00: And some some somehow, I'm I don't know exactly how this happened, but someone in his office, in his inner circle, if you will, there were only like two or three agents there, uh, referred me a buyer to work with.
• 5:28
  SPEAKER_00: And I helped the buyer to buy a short sale.
• 5:30
  SPEAKER_00: And I remember thinking, wow, this is amazing because there's actually a paycheck at the end of it.
• 5:36
  SPEAKER_00: My first real paycheck in real estate, this is amazing.
• 5:39
  SPEAKER_00: I had tried to flip a house with my parents before I even got my license.
• 5:42
  SPEAKER_00: We ended up, because we listened to a bad agent.
• 5:45
  SPEAKER_00: Uh way we purchased, we we didn't make a profit because uh the after-repair value was not what he said it was going to be, which is also part of what fueled me to get my license so that I could be the one doing that research and I didn't have to rely on someone else's opinion of after-repaired value.
• 6:04
  SPEAKER_00: Uh, we fit we bought a house, it was a short sale, we fixed it up, we were going to resell it, realized, wait, it's not gonna sell for this, we're not gonna make a profit, uh, we're not gonna take a loss, so let's rent it out.
• 6:14
  SPEAKER_00: We held it as a rental property, and that ended up being a great thing.
• 6:18
  SPEAKER_00: Oh, after three, four, five, six years.
• 6:20
  SPEAKER_00: I forget how long we held it, but I uh there was no paycheck in that yet, right?
• 6:26
  SPEAKER_00: Aside from like some monthly cash flow.
• 6:28
  SPEAKER_00: But the first time that I helped a buyer buy a house as a realtor, I realized there's a check at the end of it.
• 6:34
  SPEAKER_00: Now I've got to go back and look at this.
• 6:35
  SPEAKER_00: I swear my first check was like$1,100.
• 6:38
  SPEAKER_00: After splits, because I was on a team for the first couple of years with a 50-50 split.
• 6:42
  SPEAKER_00: It was a short sale that was only offering 2% to begin with, which was very uncommon back then.
• 6:47
  SPEAKER_00: And after all was said and done, plus the house was like$120,000.
• 6:51
  SPEAKER_00: It was a condo in Riverton, Utah.
• 6:54
  SPEAKER_00: Uh, my check was like$1,100, but it was still a check.
• 6:57
  SPEAKER_00: And so I'm like, well, made it, okay, let's do more of this.
• 7:01
  SPEAKER_00: How can I get more buyer and seller clients so I can do more of this because this is actually paying me?
• 7:05
  SPEAKER_00: I can actually earn a living here doing that.
• 7:08
  SPEAKER_00: And so that's what started me on the path to be a realtor.
• 7:11
  SPEAKER_00: Uh I didn't realize, I realized pretty quick, no one knew who I was, and those who did know me found that I was not a credible person.
• 7:19
  SPEAKER_00: I had to build my own credibility.
• 7:21
  SPEAKER_00: I had to I had I had to build my network.
• 7:24
  SPEAKER_00: I had to, you know, learn so much.
• 7:27
  SPEAKER_00: It and it was this, it I struggled for a long time.
• 7:30
  SPEAKER_00: It wasn't until out of necessity, after I had my first kid, and my my son was born, and we had to borrow coupons to get formula for him, because he needed he my son needed formula.
• 7:43
  SPEAKER_00: Uh, we had to borrow coupons to get formula and get like some free ones from the doctor's office, from the pediatrician's office.
• 7:50
  SPEAKER_00: And I'm like, I can't, I need, I need something.
• 7:53
  SPEAKER_00: Like, and so I went to Google and I just searched how to get real estate leads.
• 7:57
  SPEAKER_00: And it brought me to Easy Agent Pro, the website provider for agents.
• 8:01
  SPEAKER_00: And they were doing a blog where they just gave out a ton of different ideas for realtors about how to attract business.
• 8:07
  SPEAKER_00: And for the first time ever, I was like, wait a minute, this is so interesting because they're teaching me how to attract business, not chase it down, like I'd been taught.
• 8:16
  SPEAKER_00: Not making cold calls, not making, you know, door knocking and all the chase down type stuff.
• 8:21
  SPEAKER_00: But they were teaching me how to bring business to me.
• 8:24
  SPEAKER_00: And that was for that was the first time that I even understood that concept consciously, anyways.
• 8:29
  SPEAKER_00: And so I started blogging.
• 8:31
  SPEAKER_00: I started writing blogs to be found and indexed in Google so that when someone searched, they'd find me and my content.
• 8:38
  SPEAKER_00: And a few we a few months after I started blogging, I had someone reach out to me for the first time.
• 8:44
  SPEAKER_00: This was probably three or four years into my career.
• 8:47
  SPEAKER_00: I had a buyer reach out and they were like, hey, uh, we saw your YouTube video, which is wild because like I just took a Snapchat rant and put it on YouTube.
• 8:56
  SPEAKER_00: They found it, it led them to my website.
• 8:58
  SPEAKER_00: They decided that they wanted to hire me.
• 9:00
  SPEAKER_00: Well, I didn't know this at the time because they're like, hey, you know, we need to buy a house.
• 9:03
  SPEAKER_00: And I'm like, cool, that's fine.
• 9:05
  SPEAKER_00: Like, you know, when can I interview for the job?
• 9:06
  SPEAKER_00: And they're like, interview.
• 9:09
  SPEAKER_00: I was thinking I'm I'm going up against a bunch of other agents because I always had been.
• 9:13
  SPEAKER_00: Right?
• 9:13
  SPEAKER_00: I was always competing with all these other agents.
• 9:15
  SPEAKER_00: And so they're like, no, no, no.
• 9:20
  SPEAKER_00: We want we just want to work with you.
• 9:21
  SPEAKER_00: How do we start?
• 9:22
  SPEAKER_00: Like, how do what do we need to do?
• 9:24
  SPEAKER_00: What's the first step?
• 9:25
  SPEAKER_00: So I was confused, and they were confused.
• 9:27
  SPEAKER_00: They were confused, like, why I was confused.
• 9:29
  SPEAKER_00: And I'm like, oh, so I'm like, so I don't have to like I actually have the job.
• 9:34
  SPEAKER_00: Like you're actually you're just calling me to hire me without interviewing and putting me up against all these people who are way better than me.
• 9:42
  SPEAKER_00: And right then and there, I validated my approach to content marketing, to attraction marketing.
• 9:48
  SPEAKER_00: And it was incredible.
• 9:49
  SPEAKER_00: And I helped them buy a house and it was awesome.
• 9:51
  SPEAKER_00: I think they even referred me a client a few years later, which was great, but it validated the path I was on.
• 9:56
  SPEAKER_00: So I just kept going down the attraction marketing path, the content marketing path.
• 10:00
  SPEAKER_00: And it and it moved from blogging to running ads to creating social content because I learned pretty quick, once you create the content, you have to get people to see it.
• 10:09
  SPEAKER_00: Right now, social media, if you do it well, has that built in with the algorithms, right?
• 10:13
  SPEAKER_00: Where it can be suggested to non-followers.
• 10:16
  SPEAKER_00: But I had these great blog articles, I needed people to see them.
• 10:20
  SPEAKER_00: And so I learned social media as a way to promote my blog content.
• 10:24
  SPEAKER_00: And then I learned how to run ads to promote my blog content.
• 10:27
  SPEAKER_00: And through that process, I realized I love marketing.
• 10:30
  SPEAKER_00: I want to do all the marketing things.
• 10:32
  SPEAKER_00: And it was at that time, if some of if you've ever attended one of my keynotes or one of my one of my webinars, I consider myself a marketer who sells homes.
• 10:41
  SPEAKER_00: I don't consider myself an agent who tolerates marketing from time to time and just does it when I have spare time.
• 10:47
  SPEAKER_00: I consider myself a marketer first who sells houses.
• 10:50
  SPEAKER_00: And that was the biggest game changer for me mentally, because I it got me to do the stuff, got me to do the activities that got me busy, that brought new clients to me.
• 11:00
  SPEAKER_00: Not just the activities that managed and maintained the business I already had, but got me new clients.
• 11:07
  SPEAKER_00: And so I consistently started to do that.
• 11:09
  SPEAKER_00: And through that, I uh I started listening to Gary Vee.
• 11:13
  SPEAKER_00: Someone shared Gary V on Facebook, and I saw a video by him, and I and it was revolutionary.
• 11:19
  SPEAKER_00: He was like, oh my gosh, this is amazing.
• 11:21
  SPEAKER_00: So I started listening to Gary V.
• 11:23
  SPEAKER_00: Six months later or so, he says that this was right around when Snapchat was blowing up, not just with kids, but when it was getting into like the marketing world.
• 11:32
  SPEAKER_00: This was like 2016, I think.
• 11:35
  SPEAKER_00: And he said that you I thought he was talking to me.
• 11:41
  SPEAKER_00: He was like, you need to write an article for an industry publication about why you're using Snapchat for the coming year in your industry.
• 11:50
  SPEAKER_00: And I'm like, done.
• 11:51
  SPEAKER_00: So first I had to start using Snapchat because I wasn't.
• 11:54
  SPEAKER_00: And I started to figure that out.
• 11:56
  SPEAKER_00: And I was like, well, this is kind of cool with this story thing because stories didn't exist anywhere else yet.
• 11:59
  SPEAKER_00: Mark Zuckerberg had not stepped in and ripped off the Snapchat story concept yet.
• 12:04
  SPEAKER_00: It was only 10 seconds at a time on Snapchat.
• 12:08
  SPEAKER_00: And I learned how to storytell through that format.
• 12:11
  SPEAKER_00: And so I wrote an article.
• 12:12
  SPEAKER_00: I'm not a writer, by the way.
• 12:13
  SPEAKER_00: I freaking hate writing.
• 12:15
  SPEAKER_00: English was always my least favorite subject ever.
• 12:19
  SPEAKER_00: And I wrote an article and I looked up, okay, who are these, who are the big industry publications?
• 12:26
  SPEAKER_00: I found RIS Media, Riz Media, I found Inmin, and I found Housing Wire and a couple others.
• 12:33
  SPEAKER_00: Well, I sent them this article about why I was using Snapchat, and two of them published it.
• 12:39
  SPEAKER_00: Riz Media and Inmin published my article for real estate agents about why I was using Snapchat going into 2016, I believe, as an agent.
• 12:49
  SPEAKER_00: And what's crazy is they included my little Snapcode, that little ghost QR code thing.
• 12:55
  SPEAKER_00: They included that.
• 12:56
  SPEAKER_00: I don't think they realized what it was at the time, but it was more like a, hey, here's how Snapchat works.
• 13:00
  SPEAKER_00: They have these QR code ghost thingies that you scan.
• 13:04
  SPEAKER_00: Well, people who who use Snapchat know what that is.
• 13:07
  SPEAKER_00: They included my screenshot of my ghost code in the article.
• 13:11
  SPEAKER_00: So I woke up the next morning with like a thousand followers.
• 13:14
  SPEAKER_00: I woke up the next day with another thousand and another.
• 13:17
  SPEAKER_00: And pretty soon I had thousands and thousands of real estate agents following me.
• 13:21
  SPEAKER_00: This was way bigger than my audience of local consumers.
• 13:23
  SPEAKER_00: And so at that point I had a decision to make.
• 13:26
  SPEAKER_00: I was like, okay, I have this, all these agents that are like wanting me to teach them what I had just learned.
• 13:32
  SPEAKER_00: They wanted to know more about how I was using this tool to build my business, which I was.
• 13:37
  SPEAKER_00: So should I just ignore it or should I just keep talking to buyers and sellers?
• 13:42
  SPEAKER_00: Do I do it all at once?
• 13:43
  SPEAKER_00: And so I tried to figure it out.
• 13:45
  SPEAKER_00: And I'm like, I'm just going to speak to buyers and sellers and agents.
• 13:50
  SPEAKER_00: And pretty soon, over time, my audience of agents was so much bigger.
• 13:55
  SPEAKER_00: And so all the feedback I was getting, all the questions I was getting, all the uh connections I was making were with other agents.
• 14:00
  SPEAKER_00: And so I just naturally started to do content for real estate agents that I was doing it business-wise because I'm like, well, I can get some referrals.
• 14:09
  SPEAKER_00: If everyone knows me as the Salt Lake agent, I can get some referrals if they if they think I'm credible enough to do that.
• 14:16
  SPEAKER_00: And I started to get some referrals, so it was working, and I was like, this is great.
• 14:19
  SPEAKER_00: I'm gonna keep going.
• 14:20
  SPEAKER_00: And because I'm a marketer who sells homes, I want to do all the things.
• 14:23
  SPEAKER_00: So through this process, I had this audience of agents.
• 14:27
  SPEAKER_00: I was still trying to market to buyers and sellers, but I was doing more content for agents for sure because that was my biggest audience.
• 14:35
  SPEAKER_00: And it was getting me referrals.
• 14:36
  SPEAKER_00: So in that process, um, where the hell was I going with that?
• 14:41
  SPEAKER_00: It so in that process, I um shit, I completely lost my train of thought.
• 14:47
  SPEAKER_00: So I'm I'm trying to describe like when I switch from marketing to consumers to agents.
• 14:55
  SPEAKER_00: Um, what was I gonna say?
• 14:57
  SPEAKER_00: Oh, but because I'm a marketer who's wanted to do all the things, a podcast was something that I'd always wanted to do.
• 15:03
  SPEAKER_00: So January of 2018, January, it was actually January 1st, New Year's night.
• 15:09
  SPEAKER_00: I was walking my dog, I was listening to a podcast like I always do.
• 15:12
  SPEAKER_00: I was listening to Pat Flynn's Smart Passive Income.
• 15:16
  SPEAKER_00: Incredible podcast.
• 15:17
  SPEAKER_00: If you're into entrepreneurship and marketing, Pat Flynn is the GOAT, incredible.
• 15:21
  SPEAKER_00: But I was listening to that podcast, and I knew that I was that I wanted to do a podcast.
• 15:26
  SPEAKER_00: It was just like on the list of things to do, right?
• 15:28
  SPEAKER_00: A lot of us, you've probably done that.
• 15:31
  SPEAKER_00: Like, I want to do this, I want to do that, I want to have my own podcast, I want to do a YouTube channel, I want to do X, Y, or Z, but you just don't.
• 15:37
  SPEAKER_00: It's just on the list to do later.
• 15:39
  SPEAKER_00: Something in that episode I was listening to on January 1st, 2018, he talked about, Pat Flynn talked about how much more powerful his podcast was for reaching people and impacting them and like and having them and having their attention for and he was a big YouTuber at the time.
• 15:58
  SPEAKER_00: He he was describing how a social media post, this is just my recollection, he said that a social media post, if you crush it, and that post does well, maybe people see it for a day or two or three, and then it just kind of dies off.
• 16:12
  SPEAKER_00: Like if the best posts die off after a couple days.
• 16:15
  SPEAKER_00: And then YouTube, a little bit better.
• 16:17
  SPEAKER_00: If you're getting like seven or eight minutes of watch time on average, you're crushing it on YouTube.
• 16:22
  SPEAKER_00: That's really good attention.
• 16:23
  SPEAKER_00: And then he said, every time he posts a podcast, people listen for 45 minutes on average, every single time.
• 16:31
  SPEAKER_00: And it blew my mind.
• 16:32
  SPEAKER_00: I'm like, you're kidding me.
• 16:33
  SPEAKER_00: I can be getting 45 minutes of attention from doing a podcast.
• 16:38
  SPEAKER_00: Done.
• 16:38
  SPEAKER_00: I'm starting a podcast.
• 16:40
  SPEAKER_00: I decided right then and there, I remember exactly I was on the street corner of Athlene and Primavera, and I decided I'm starting a podcast as soon as I get back to my house.
• 16:49
  SPEAKER_00: This was like 9:30 or 10 at night, by the way.
• 16:52
  SPEAKER_00: I'm like, I'm recording a podcast as soon as I get home.
• 16:54
  SPEAKER_00: I'm gonna go down to my basement office and record that shit.
• 16:56
  SPEAKER_00: And then my next thought was, okay, I need a name.
• 17:00
  SPEAKER_00: If this is real and I'm really gonna do this, I need a name.
• 17:02
  SPEAKER_00: And I thought of the term mega agent.
• 17:05
  SPEAKER_00: And I'm like, okay, mega agent.
• 17:07
  SPEAKER_00: Um, what's bigger than mega?
• 17:09
  SPEAKER_00: And I said out loud, I was like, massive agent.
• 17:12
  SPEAKER_00: And I shit you not, I started to laugh out loud for a second because I thought it was so freaky stupid.
• 17:17
  SPEAKER_00: I thought it was so I thought it was such a dumb name.
• 17:20
  SPEAKER_00: And then a split second passed, and I'm like, that's it.
• 17:23
  SPEAKER_00: Massive agent.
• 17:24
  SPEAKER_00: And I didn't think about it, I didn't second guess it ever again.
• 17:28
  SPEAKER_00: I'm just like, that's it.
• 17:29
  SPEAKER_00: I'm gonna make Massive Agent mean something because Google didn't mean anything to anybody until Google made it mean something.
• 17:35
  SPEAKER_00: So I'm like, I I shouldn't be caught up on a name.
• 17:38
  SPEAKER_00: I'm just gonna call it Massive Agent, as stupid as I think it sounds.
• 17:41
  SPEAKER_00: Maybe it's catchy, maybe it's not, but I'm gonna run with it.
• 17:44
  SPEAKER_00: And now it was about what am I gonna record for the first episode?
• 17:47
  SPEAKER_00: So I went back and I recorded my first episode.
• 17:50
  SPEAKER_00: And spoiler, you probably know this by now.
• 17:53
  SPEAKER_00: I just started recording one episode every single week that dropped every Thursday morning for now seven years and seven months.
• 18:01
  SPEAKER_00: 400 episodes.
• 18:02
  SPEAKER_00: Sometimes I've done a bonus episode here or there, but every single week, at a minimum, I drop one podcast episode, and I have for almost eight years.
• 18:13
  SPEAKER_00: That audience, of course, for this podcast is you guys, is agents.
• 18:16
  SPEAKER_00: And as it started to grow, and it started at zero, by the way.
• 18:20
  SPEAKER_00: I think my first month, maybe I had 500 listens or something.
• 18:23
  SPEAKER_00: Uh, then it maybe 1500 the next month.
• 18:26
  SPEAKER_00: And it I think it started to grow pretty quick because I already had somewhat of an audience of agents from Snapchat that had then uh I started a Facebook group, and you know, we had some agents in a community on Facebook as well, part of the Snapchat crew.
• 18:39
  SPEAKER_00: This is where I met Chelsea Pites.
• 18:41
  SPEAKER_00: She's one of my oldest friends in the industry.
• 18:43
  SPEAKER_00: We started together, uh so cool.
• 18:46
  SPEAKER_00: It's Chelsea, Shannon Milligan, Bucky Beaman, um, and there were a couple others as part of this core group of Snapchatter real estate agents.
• 18:54
  SPEAKER_00: It was so cool.
• 18:56
  SPEAKER_00: But um where do I even go from here?
• 19:02
  SPEAKER_00: So I start this podcast, and I here's a big takeaway.
• 19:08
  SPEAKER_00: I remember thinking to myself that I'm not gonna put an end date because I was thinking, well, like, well, how long am I gonna do the podcast for?
• 19:18
  SPEAKER_00: I thought that, and then I'm like, that's a that's a bad question.
• 19:22
  SPEAKER_00: And I and so I just I this was all happening in my head all within you know a split second.
• 19:28
  SPEAKER_00: I just decided to do it every week.
• 19:30
  SPEAKER_00: I didn't put an end date on it.
• 19:32
  SPEAKER_00: I didn't say I'm gonna do this for 30 days, or I'm gonna do this for six months, or I'm gonna do this for a year and see what happens.
• 19:37
  SPEAKER_00: I just thought, I'm gonna do it every week.
• 19:39
  SPEAKER_00: I'm just going to do it every week.
• 19:41
  SPEAKER_00: And what happens is now I wake up seven years and seven months later, and I've done it every damn week.
• 19:46
  SPEAKER_00: And I've done 400 episodes.
• 19:49
  SPEAKER_00: And the doors that have opened to me because of that, I I I can't even put into words.
• 19:56
  SPEAKER_00: My entire life is changed.
• 19:58
  SPEAKER_00: My entire business model is the way that it is because I started that podcast.
• 20:03
  SPEAKER_00: And I made a bold move to switch from marketing to consumers to marketing to agents.
• 20:07
  SPEAKER_00: So January 2018, I launched the podcast.
• 20:10
  SPEAKER_00: By May of 2018, I launched my Massive Agent Society coaching group.
• 20:15
  SPEAKER_00: It started as a course slash coaching group because I thought, well, how can I, how can I uh have a better, deeper connection and like, you know, how can I take some of these agents who want more of my help, who want more of my insight and wisdom and stuff that I've learned?
• 20:30
  SPEAKER_00: How can I provide more of that?
• 20:32
  SPEAKER_00: And I thought, well, a course, you know, a community.
• 20:34
  SPEAKER_00: That's how.
• 20:35
  SPEAKER_00: So I launched the Massive Agent Society back in May of 2018 and I joined EXP Realty at the same time.
• 20:41
  SPEAKER_00: I didn't intend to do them both at the same time.
• 20:43
  SPEAKER_00: They just kind of happened at the same time.
• 20:45
  SPEAKER_00: And when I joined EXP back then, that's where I created the business model that I have today.
• 20:52
  SPEAKER_00: Uh, I mean, I've added a couple things that changed the way a couple things look, but for the most part, that's where I built the business model that I have today.
• 20:58
  SPEAKER_00: And so I I'll I'll go over how I make money, where it comes from, where my biggest revenue sources come from, how that all works.
• 21:05
  SPEAKER_00: I'll talk about that.
• 21:07
  SPEAKER_00: But the EXP business model helped me make help helped me to transition from being the one selling the houses to helping agents sell a bunch of houses and earning some of the revenue whenever that happened.
• 21:20
  SPEAKER_00: And and that that's been huge.
• 21:21
  SPEAKER_00: So uh then in August of 2022, I partnered with BAM.
• 21:27
  SPEAKER_00: My podcast had been going for you know four years or so.
• 21:30
  SPEAKER_00: And is that right?
• 21:32
  SPEAKER_00: Yeah, four, four and a half years or so.
• 21:35
  SPEAKER_00: And I partnered with BAM, joined their network, so to speak.
• 21:39
  SPEAKER_00: And so my podcast still today is a partner of BAM.
• 21:43
  SPEAKER_00: It's a partner of the Broke Agent Media Network.
• 21:45
  SPEAKER_00: And that's been incredible.
• 21:47
  SPEAKER_00: Uh, what that looks like is they did not pay me, they did not buy me, I do not pay them.
• 21:52
  SPEAKER_00: They promote my show, I promote their network.
• 21:54
  SPEAKER_00: We do some cross pollination stuff, some cross promotion, and that's that's the relationship that I have.
• 22:00
  SPEAKER_00: With BAM, and it's been it's been awesome, it's been great.
• 22:02
  SPEAKER_00: Um, is it perfect?
• 22:04
  SPEAKER_00: No, but what the hell is?
• 22:06
  SPEAKER_00: So I'm super happy that I'm partnered with BAM still today, three plus years later.
• 22:10
  SPEAKER_00: Um proud of that.
• 22:12
  SPEAKER_00: It's actually like exactly three years later.
• 22:14
  SPEAKER_00: So let's break this down now.
• 22:16
  SPEAKER_00: Uh I've transferred, I've shifted my audience from trying to get buyers and sellers to close the deals myself to now trying to reach more agents so I can help agents sell more houses.
• 22:27
  SPEAKER_00: But how does that pay me?
• 22:29
  SPEAKER_00: How can I build a business off that?
• 22:30
  SPEAKER_00: Well, it started originally with I was getting referrals.
• 22:34
  SPEAKER_00: So I was able to close more real estate transactions while I was still producing myself because of the referrals that were coming from my agent network.
• 22:43
  SPEAKER_00: That was fantastic.
• 22:44
  SPEAKER_00: When I joined EXP, that gave me the ability to share revenue.
• 22:49
  SPEAKER_00: If I helped agents come to the brokerage and sponsored them, if you're not familiar with the model, you sponsor an agent.
• 22:56
  SPEAKER_00: That means that they they say that you are the one responsible for bringing them to the company.
• 23:00
  SPEAKER_00: And because of that, whenever they sell houses, up until they cap, up until they hit their annual cap, some of the revenue that goes to the brokerage gets shared back with me and and a few others who are qualified to earn revenue share.
• 23:13
  SPEAKER_00: So I saw pretty quickly, I'm like, maybe that's my way out of production.
• 23:19
  SPEAKER_00: I throughout this and this whole journey, I never wanted to be the agent selling houses myself forever.
• 23:25
  SPEAKER_00: I wanted to build a business.
• 23:27
  SPEAKER_00: I had no idea what it looked like.
• 23:28
  SPEAKER_00: Didn't I thought it originally in the beginning, I thought I had to sell enough houses to become a broker, then I could start my own brokerage, and then I'd be rich.
• 23:36
  SPEAKER_00: And through, you know, through all of that, I realized I don't want to, I don't want to own my own brokerage.
• 23:41
  SPEAKER_00: I'll start a team instead.
• 23:43
  SPEAKER_00: And then I'm like, wait, with the revenue share thing, I don't even need to have a sales team.
• 23:47
  SPEAKER_00: I can just bring agents, partner with them.
• 23:50
  SPEAKER_00: It doesn't cost them any extra money at all, but the brokerage will share some of some of their revenue with me if I help agents be successful.
• 23:58
  SPEAKER_00: Sweet.
• 23:58
  SPEAKER_00: And so pretty soon as I brought some agents and they brought some agents and I brought some more agents, that be started to become a significant income that let me transition out of sales myself.
• 24:08
  SPEAKER_00: And then I realized how this is where I wanted to go to because I love helping and talking to and supporting and working with agents all day long.
• 24:18
  SPEAKER_00: If I was still personally selling, I wouldn't be able to sub, I'd have to work on my own deals.
• 24:24
  SPEAKER_00: I'd have to be communicating with my own clients.
• 24:26
  SPEAKER_00: I wouldn't be able to spend all day, every day creating content for, doing Zoom calls with, coaching calls and masterminds with other agents because I'd be too busy running my own business.
• 24:39
  SPEAKER_00: So uh right now, my current business model, the way that I make money, I the majority of my money comes from revenue share from my brokerage.
• 24:47
  SPEAKER_00: Uh, you know, I joined EXP back in May of 2018, a year and a half ago.
• 24:53
  SPEAKER_00: So that was what February, February or March of 2024.
• 24:58
  SPEAKER_00: I left EXP and joined Real.
• 25:01
  SPEAKER_00: And I now today, as of the time of recording, have about 900 agents.
• 25:05
  SPEAKER_00: I'm just shy of 900 agents in my organization, which is wild, and I'm super grateful and humbled about, actually.
• 25:13
  SPEAKER_00: Grateful for and humbled about, if I'm even saying that right.
• 25:17
  SPEAKER_00: But those 900 agents, uh, last month, 411 homes sold in my network.
• 25:25
  SPEAKER_00: 411 homes sold in my business last month that I shared some of the revenue from.
• 25:31
  SPEAKER_00: That's pretty incredible.
• 25:32
  SPEAKER_00: Uh, I mean, there were a lot more homes sold in that in that 900 agents, but 411 transactions that I got to share in the revenue from, a lot of those agents are already capped, and so there's no revenue to share after you're capping.
• 25:46
  SPEAKER_00: So uh I don't even know how many, how many total transactions, a thousand maybe from my group.
• 25:53
  SPEAKER_00: But those 411 transactions, each one I shared a little bit of revenue with, which turns into a pretty generous, pretty um nice income.
• 26:03
  SPEAKER_00: I also earn money from referrals from time to time.
• 26:06
  SPEAKER_00: I do outgoing referrals now.
• 26:08
  SPEAKER_00: So I'm the one giving the referrals.
• 26:10
  SPEAKER_00: Another agent closes it and I get a referral fee.
• 26:12
  SPEAKER_00: Love those.
• 26:13
  SPEAKER_00: Those are my favorite.
• 26:14
  SPEAKER_00: Uh every once in a while I get some affiliate money if I recommend a product or a service and somebody clicks the link or whatever.
• 26:21
  SPEAKER_00: Uh, you know, maybe I get 20 bucks or 30 bucks or five bucks or whatever it is.
• 26:25
  SPEAKER_00: Like there's some affiliate money.
• 26:26
  SPEAKER_00: It adds up to, you know, hundreds per month, not thousands.
• 26:31
  SPEAKER_00: Uh, and then my coaching and my courses.
• 26:33
  SPEAKER_00: You know, coaching and my courses, uh I definitely earn some money from.
• 26:37
  SPEAKER_00: And um that's what my business model looks like now.
• 26:41
  SPEAKER_00: If I had to zoom out, the reason that I do this podcast every week, the reason that I do the social media content that I do every week, every day, is I know that if I just help agents to elevate their business, if I help agents to grow, if I help agents to sell more, to build a business, to do better, to be to be bigger, it directly affects my bottom line because we're in partnership together.
• 27:07
  SPEAKER_00: And I love that relationship.
• 27:09
  SPEAKER_00: So rather than just of course I have coaching and I have my courses and will continue to, and there's more more coming there soon as I'm uh working on something, but I I like it more instead of somebody paying me for that information or paying me for the the the course or the the coaching, I love that I can partner with an agent instead through my brokerage and doesn't cost them anything.
• 27:36
  SPEAKER_00: I only get compensated if I help them sell some houses.
• 27:39
  SPEAKER_00: So it's like a paid for results kind of thing.
• 27:42
  SPEAKER_00: It's good for them because you know they're they now have business partners with skin in the game that are that are uh financially incentivized to help them win.
• 27:51
  SPEAKER_00: That's freaking awesome.
• 27:53
  SPEAKER_00: So oh, and I also the other way that I make money, I I do paid speaking every once in a while.
• 27:58
  SPEAKER_00: Uh every once in a while I do a paid speaking event.
• 28:01
  SPEAKER_00: I'd like to do a lot more of them.
• 28:03
  SPEAKER_00: Oh, by the way, if you are doing an event, if you know of a company doing an event, you need speakers, I would love to come do it.
• 28:10
  SPEAKER_00: And um just let me know.
• 28:13
  SPEAKER_00: Uh if you get my five shot Friday emails, there's a link in there to apply to have me come speak at your event, or you can just shoot me a message on Instagram and and we'll set it up.
• 28:22
  SPEAKER_00: Uh, what else?
• 28:24
  SPEAKER_00: What else?
• 28:26
  SPEAKER_00: It's this is really kind of surreal to be hitting 400 episodes, and you better believe it, I'm not stopping here.
• 28:32
  SPEAKER_00: I'm going for 500.
• 28:33
  SPEAKER_00: And then after that, I'll go for 600.
• 28:35
  SPEAKER_00: Like I don't see an end date when I stop doing this because I love helping agents build businesses and grow.
• 28:44
  SPEAKER_00: It's fulfilling to me, it's exciting because I can help so many agents do it instead of just focusing on my own buyers and sellers and you know impacting one family at a time, I can impact hundreds at a time uh theoretically.
• 28:57
  SPEAKER_00: So what else?
• 28:58
  SPEAKER_00: So um I I was about to ask you what else you want to know or if you have questions, but this is not a Zoom call.
• 29:04
  SPEAKER_00: This is a this is a podcast year.
• 29:06
  SPEAKER_00: You'd think that I'd know that by now after 400 freaking episodes.
• 29:10
  SPEAKER_00: I'll I'll wrap with this.
• 29:13
  SPEAKER_00: You you never know what the you never know what that end result can be.
• 29:19
  SPEAKER_00: You just need to take the first step.
• 29:21
  SPEAKER_00: Like I knew if I went in this direction of creating content for agents and supporting and coaching agents, that it would open doors.
• 29:29
  SPEAKER_00: I didn't know which doors, I didn't know what that looked like exactly.
• 29:33
  SPEAKER_00: I uh but I knew that if I helped agents sell houses, there's somewhere somehow I could I could build a business out of it.
• 29:39
  SPEAKER_00: And then I learned, oh, I could do this, oh, and I can do this and then this.
• 29:43
  SPEAKER_00: And so just by taking the steps forward, I started to learn what that looked like.
• 29:48
  SPEAKER_00: So whatever you are trying to figure out in your business, ideally you find someone that's done it before and follow their lead and do what they've done, but sometimes there is no one, or you don't know who those people are, and you just have to trust your gut.
• 30:03
  SPEAKER_00: I would challenge you to do that.
• 30:05
  SPEAKER_00: Trust your gut a little bit more, take those first steps because I believe the quote goes you don't need to see the top of the staircase to take your first step.
• 30:13
  SPEAKER_00: I believe that wholeheartedly.
• 30:15
  SPEAKER_00: Start taking steps, and then the next step reveals itself, and then the next step reveals itself.
• 30:20
  SPEAKER_00: And all the good stuff happens along the way.
• 30:23
  SPEAKER_00: Like I'm super grateful with the friendships that I have, the business that I have, but it's been this slow thing all you know all along the way, day by day by day.
• 30:35
  SPEAKER_00: That's where the real that's what's made it super fulfilling.
• 30:39
  SPEAKER_00: So this show is not going anywhere.
• 30:41
  SPEAKER_00: I'm not stopping.
• 30:42
  SPEAKER_00: I'm gunning for episode 500.
• 30:44
  SPEAKER_00: I want another million downloads.
• 30:46
  SPEAKER_00: We hit one point, well, we hit a million downloads a year ago or something like that.
• 30:50
  SPEAKER_00: I can't remember.
• 30:51
  SPEAKER_00: But we're now at like 1.2 ish million downloads on this podcast, which again, it's mind-boggling.
• 30:56
  SPEAKER_00: I want to get to 2 million, I want to get to 5 million, let's freaking go.
• 31:00
  SPEAKER_00: So I need you to share this podcast, whether it's this episode or a different one, share it with other agents who you believe would get value from it.
• 31:09
  SPEAKER_00: That's how we help more agents, and that's how you can help me to grow this audience because I keep coming back because I know that this is helping you.
• 31:17
  SPEAKER_00: I know that you're enjoying the content.
• 31:19
  SPEAKER_00: I know that it's helping you.
• 31:20
  SPEAKER_00: I know that you're getting some information or some insights or some tactics that you implement that then grows your business and you make more money for your family.
• 31:28
  SPEAKER_00: I only, and by the way, I only know this because I get some messages every once in a while.
• 31:33
  SPEAKER_00: I get messages every once in a while.
• 31:34
  SPEAKER_00: I see some reviews every once in a while.
• 31:37
  SPEAKER_00: Without those, I would be flying blind and it'd be pretty lonely.
• 31:40
  SPEAKER_00: So every time I see someone share the pod, it's super it's super awesome because it reminds me, hey, there's that, there's people listening, there's people watching, there's agents that actually find this valuable, otherwise they wouldn't be sharing it, and that's super cool and humbling.
• 31:53
  SPEAKER_00: So thank you.
• 31:54
  SPEAKER_00: I hope this episode's been helpful.
• 31:56
  SPEAKER_00: I missed a lot.
• 31:57
  SPEAKER_00: I'm trying to sum up a 14-year real estate career in 30 minutes.
• 32:00
  SPEAKER_00: Um trying to sum up, you know, this massive agent brand that I've built over the last eight years, seven, seven and a half years, into a 30-minute podcast.
• 32:10
  SPEAKER_00: I missed a lot.
• 32:11
  SPEAKER_00: Uh, I'm sure that I'll listen back to this and be like, damn it, I can't believe I missed this.
• 32:15
  SPEAKER_00: How could I miss that?
• 32:17
  SPEAKER_00: But it is what it is.
• 32:18
  SPEAKER_00: I did my best today.
• 32:19
  SPEAKER_00: I appreciate you listening.
• 32:20
  SPEAKER_00: I'll see you next week for episode 401 as we start marching towards episode 500 and 2 million downloads.
• 32:27
  SPEAKER_00: Thank you all so much.
• 32:28
  SPEAKER_00: I appreciate it.
• 32:29
  SPEAKER_00: If you don't follow me on Instagram, please go do it.
• 32:33
  SPEAKER_00: I believe I'm making the best content of my career.
• 32:36
  SPEAKER_00: I made an investment back in March.
• 32:38
  SPEAKER_00: I hired a full-time videographer, and I my I'm able to do so much more content at a higher level.
• 32:44
  SPEAKER_00: It's been incredible.
• 32:45
  SPEAKER_00: I I put out everything that I can in this podcast, and then every single day I just keep pouring what I've got into my social content.
• 32:53
  SPEAKER_00: So if you're not following me on Instagram, go to Massive Agent on Instagram, Massive Agent on YouTube, Massive Agent on TikTok, follow me on LinkedIn, follow me on X.
• 33:03
  SPEAKER_00: I'm Massive Agent everywhere, and um I'll keep coming back with content for you.
• 33:07
  SPEAKER_00: And if there's anything that you need from me content-wise, let me know and I'll create it.
• 33:12
  SPEAKER_00: I appreciate you all so much.
• 33:13
  SPEAKER_00: Thanks for helping me to get to episode 400.
• 33:16
  SPEAKER_00: I'll see you next week for 4010.