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Transcript

The YouTube Blueprint: Jesse Dau on How Channel Junkies Turn Videos Into Real Estate Deals · The Elite Real Estate Podcast

• 0:24
  SPEAKER_02: Good morning, good morning, good morning, everybody.
• 0:25
  SPEAKER_02: Welcome into the Elite Real Estate Podcast.
• 0:28
  SPEAKER_02: Happy to have you again in this morning.
• 0:30
  SPEAKER_02: And uh super happy to have my guest on.
• 0:32
  SPEAKER_02: I'm gonna bring him up right now, Mr.
• 0:34
  SPEAKER_02: Jesse Dow.
• 0:35
  SPEAKER_02: How are you, my friend?
• 0:36
  SPEAKER_00: Good, how are you doing?
• 0:37
  SPEAKER_00: I love that little intro music.
• 0:38
  SPEAKER_02: And like that, AI is an incredible place, man.
• 0:43
  SPEAKER_02: Um, you know, it's funny because you you have to be cautious doing podcasts, right?
• 0:47
  SPEAKER_02: Because then you it's copyrighted music, there's all these kind of things, but AI has really changed that game for me.
• 0:53
  SPEAKER_00: Yeah, it's funny because I was uh just talking to someone over the weekend because they messaged me and they're like, hey, I got a copyright strike on my YouTube video.
• 1:00
  SPEAKER_00: Like, do I need to remove this?
• 1:02
  SPEAKER_00: And I'm like, no, I'm like, we get those all the time.
• 1:03
  SPEAKER_00: You just have to split the ad revenue with the creator if you're if you're monetized.
• 1:07
  SPEAKER_00: Then I just saw I saw this podcast um interview with uh Sean Hannity.
• 1:13
  SPEAKER_02: Yeah.
• 1:13
  SPEAKER_00: And he was being interviewed on a podcast, and he said that they were having the same problems.
• 1:16
  SPEAKER_00: So he said he hired a cover band to remake all of his favorite songs, and then there, therefore, it removed all of the copyright claims from their uh music.
• 1:24
  SPEAKER_00: So I was like, that's a pretty good idea.
• 1:26
  SPEAKER_02: That is a good idea.
• 1:27
  SPEAKER_02: Maybe now I just need to find a cover band that can play that music.
• 1:30
  SPEAKER_02: But again, with AI, man, it has changed the game.
• 1:33
  SPEAKER_00: Oh, yeah.
• 1:34
  SPEAKER_00: I like those classical songs that they do with like uh in 50 cent voice, and there's so much crazy stuff out there.
• 1:41
  SPEAKER_02: Yeah, there's so much crazy stuff.
• 1:43
  SPEAKER_02: But but Jesse, man, how let me let me let's take it back to what to you.
• 1:46
  SPEAKER_02: Like you and I were in a mastermind a couple weeks ago.
• 1:48
  SPEAKER_02: You and I have been in the same room.
• 1:50
  SPEAKER_02: We've been blessed to be with EXP and figure some things out and and these things, but but you kind of went about you're a realtor, but you went about real estate a little bit different and and and went left when everybody else didn't know which way which direction to go.
• 2:02
  SPEAKER_00: Mm-hmm.
• 2:03
  SPEAKER_00: Yeah, it's funny that you say that because actually, like uh I saw this anniversary pop up on my timeline the other day, and it was like nine years in real estate, and I was like, man, I'm like, I've almost been in real estate for a decade now.
• 2:13
  SPEAKER_00: I'm like, that make I I guess I'm I might be a veteran or getting close.
• 2:17
  SPEAKER_00: And uh two, I'm like, every every year I'm still like, I'm like, man, am I doing enough to like it?
• 2:23
  SPEAKER_00: Is this like a secure thing?
• 2:24
  SPEAKER_00: Like, I'm like, that's the one thing that drove me crazy about real estate was like you're only as good as your next deal, yeah, and like you're relying on that income to come in.
• 2:33
  SPEAKER_00: So the thing was, is like even how I even got here is a crazy story.
• 2:38
  SPEAKER_00: But when I got into real estate, I was doing the traditional FISBO cold calling and open house, and I did uh pretty good.
• 2:45
  SPEAKER_00: In my first year, I did 24 deals, and then my second year I did 24 deals again, but I was like burning myself out, and I'm like, I don't know how anybody can keep this pace up.
• 2:54
  SPEAKER_00: Yeah, uh, this is this is crazy because I was working, you know, open houses on the weekends, four sell-by owner appointments at night, and they were actually split.
• 3:01
  SPEAKER_00: My business was split 50-50 down the middle.
• 3:03
  SPEAKER_02: Okay.
• 3:04
  SPEAKER_00: Actually, I think I did like 13, 13 and um 11, whatever flip-flop both years of each side of the deals.
• 3:13
  SPEAKER_00: But um yeah, I started noticing when I got into real estate, like everybody was talking about video being the greatest thing.
• 3:20
  SPEAKER_00: And my background actually before real estate was in the brewing industry, but I didn't work in like the brewery.
• 3:25
  SPEAKER_00: I like worked in the corporate side of the brewing industry.
• 3:28
  SPEAKER_00: Got it.
• 3:28
  SPEAKER_00: So I was like very fortunate before um real estate.
• 3:32
  SPEAKER_00: I worked for a company called Mark Anthony Brands, and they actually own Mike's Hard Lemonade and White Claw.
• 3:37
  SPEAKER_00: Wow.
• 3:38
  SPEAKER_00: And the owner was very um, he was a visionary and he was like this, he was actually really old.
• 3:45
  SPEAKER_00: It was so mind-blowing that he was always coming up with these things.
• 3:48
  SPEAKER_00: But he was like, um, he he was like one of the first people to import uh French wines to America way back in the day, down in Los Angeles.
• 3:56
  SPEAKER_00: And he was just like always ahead of the trends.
• 3:59
  SPEAKER_00: But he actually told us he was like, hey, there's this uh new marketing technique called digital and social media marketing.
• 4:05
  SPEAKER_00: And he's like, we can actually buy ad media that targets our consumers for 200 cents on the dollar or 200, whatever, you can get 200 to one ROI.
• 4:16
  SPEAKER_00: And we were like, like we had no idea what he was talking about.
• 4:20
  SPEAKER_00: And so he brought in this agency, they trained us on everything about digital and social media marketing and how to present it to our clients, which was you know, Walmart 7 Eleven.
• 4:29
  SPEAKER_00: I'm talking like at the headquarter level, not just like on the your local 7 Eleven on the corner.
• 4:34
  SPEAKER_00: And um, some buyers were really cool with the idea.
• 4:37
  SPEAKER_00: Some of them thought we were nuts because we were getting out of like the traditional TV, radio, and billboard, and um, you know, our business actually doubled from like 250 million in sales to 500 million in sales in one year without adding a product line, which was crazy.
• 4:52
  SPEAKER_00: So, like that's where I got my first taste of like wow, this digital and social media marketing thing is super powerful.
• 4:59
  SPEAKER_00: But the one thing that they taught me and the that I always resonated with me was that they always said is like you have to use every platform for the way it was designed.
• 5:07
  SPEAKER_00: And that's why they always presented this, it was called a 360-degree marketing campaign.
• 5:12
  SPEAKER_00: So they were like, every base has to be covered to be most effective with your marketing.
• 5:16
  SPEAKER_00: So when I got into real estate, what I noticed is everybody was taking one piece of content and they were blasting it on every single platform.
• 5:24
  SPEAKER_00: And in my mind, I was like, you're never solving the pain point of like the consumer.
• 5:28
  SPEAKER_00: Most of this is like ego, ego-driven media content.
• 5:32
  SPEAKER_00: And I was like, I have to start doing real estate differently.
• 5:36
  SPEAKER_00: Not for the sense of my health was like getting deteriorated because I was working weekends for open houses.
• 5:43
  SPEAKER_00: I was going on listing appointments at night for the FISBOs.
• 5:46
  SPEAKER_00: It just never seemed like it ever stopped.
• 5:48
  SPEAKER_00: And I was like working 20 hours a day nonstop.
• 5:50
  SPEAKER_00: And even like when the Red X, I was using Red X back in the day.
• 5:53
  SPEAKER_00: Yep, like um, the list would come out at midnight and I would be like the list would refresh.
• 5:58
  SPEAKER_00: I'd be up in my bed at like one in the morning writing down the addresses of the fit uh of the houses I was gonna call the next day because I specifically like to work in the areas by my house, and I would like extract my list and then I'd be the first I'd be on them first thing because like in our state, there was like restrictions on calling.
• 6:13
  SPEAKER_00: So I'd like hit it like five minutes before the time was allowed.
• 6:16
  SPEAKER_00: You know, you'd get a little sneak cheap short preview, right?
• 6:20
  SPEAKER_00: Yeah, so me, I was like, you know what?
• 6:23
  SPEAKER_00: I'm gonna focus my attention on digital and social media marketing.
• 6:26
  SPEAKER_00: And I actually ended up meeting my business partner Jackson through he was my title rep at the time, and I convinced him to get out of uh title and escrow, come into real estate.
• 6:36
  SPEAKER_00: And he was trying to go from the angle of like, I'm gonna sell 1% listings, I'm gonna do everything better than everyone, but it's gonna be cheaper.
• 6:43
  SPEAKER_00: Of course, that never works.
• 6:44
  SPEAKER_00: And so he ended up uh becoming my assistant because he couldn't sell a house to save his life, and he'll tell you that to this day.
• 6:50
  SPEAKER_00: He's like, I get 200 leads a month of people calling me to work with me, but I've never sold a single house.
• 6:55
  SPEAKER_00: And so uh we started doing everything Facebook, Instagram, Pinterest, LinkedIn, Google Pay-Porc, add like everything under the sun.
• 7:05
  SPEAKER_00: And we started a podcast called the Digital Mayor Now Podcast.
• 7:09
  SPEAKER_00: And Gary V used to always talk about if he was going to become a real estate agent, he'd be the digital mayor.
• 7:13
  SPEAKER_00: So we did what we were basically being told by Gary V to do, and we were out doing restaurant interviews, business interviews, and I knew from the brewing industry, because actually before that, I was at the distributor side, and I called on bars, restaurants, stores, all the traditional distributor stuff.
• 7:28
  SPEAKER_00: I actually, I'm like, all of these bar owners and all these restaurant owners are like they bought themselves a job, they're busy 24-7.
• 7:34
  SPEAKER_00: Half of them were probably criminals uh be in my area before they were ever what they were doing.
• 7:39
  SPEAKER_00: Right.
• 7:40
  SPEAKER_00: So I was like, these people aren't ever gonna refer me deals.
• 7:43
  SPEAKER_00: Uh, they did they care about their own business and they're working late at night.
• 7:47
  SPEAKER_00: It's crazy.
• 7:48
  SPEAKER_00: Anyways, did that whole thing, didn't get any traction.
• 7:50
  SPEAKER_00: So we started the podcast called Digital Matter Now, and I started interviewing um, me, my business partner started interviewing every influencer agent that was being put on the stages by every top coach in the industry, you know, million views, million subscriber videos, uh, you know, all the things.
• 8:05
  SPEAKER_00: And um, we always ended up with one question where we'd say, you know, do you how many deals have you closed from your content?
• 8:10
  SPEAKER_00: And it was always zero.
• 8:12
  SPEAKER_00: Like, oh, none, but you know, I use it as a branding play or I use it for to recruit agents.
• 8:17
  SPEAKER_00: It was never to generate deals.
• 8:19
  SPEAKER_00: However, we interviewed one lady um and she said, Yes, I actually have closed lots of deals from YouTube.
• 8:26
  SPEAKER_00: Um, and she was taking her YouTube blog or Google blogs and converting them into videos and just putting them on her YouTube channel.
• 8:32
  SPEAKER_00: She was actually have a closing today.
• 8:34
  SPEAKER_00: So we go and look at her channel and we noticed like nothing real estate related is like her top videos.
• 8:40
  SPEAKER_00: And we were like, Okay.
• 8:41
  SPEAKER_00: And then my business partner had just relocated from Court d'Alane to Portland.
• 8:45
  SPEAKER_00: And he's like, I know what I searched when I moved to Portland.
• 8:47
  SPEAKER_00: He's like, I'm gonna start searching those key terms with this tool that was on Google called Keywords Everywhere.
• 8:52
  SPEAKER_00: It would tell you like the search volume, and it would say what the opportunity was for like writing Google blogs.
• 8:57
  SPEAKER_00: Cause in YouTube back in the day, the tool to go search keywords on YouTube was called Morning Fame.
• 9:02
  SPEAKER_00: So we go to Google, we look it up, and it's like 30,000 searches for like living cost of living in Portland.
• 9:07
  SPEAKER_00: Then we go to YouTube and boom, it was like 300,000 times.
• 9:10
  SPEAKER_00: And we were like, holy crap, there's 10 times more search volume on YouTube than Google.
• 9:14
  SPEAKER_00: People want to see what it's like to live here.
• 9:17
  SPEAKER_00: So we wrote up this list.
• 9:18
  SPEAKER_00: It was called the YouTube Gold Mine, still have it to this day, um, of the 25 titles that we thought would work the best on YouTube.
• 9:25
  SPEAKER_00: Started making the content, and then the the um the views started to take off.
• 10:14
  SPEAKER_00: We started getting comments, and um, we we had this guy reach out to us through LinkedIn and he was like, Hey, I saw you guys on YouTube, and um, are you guys real estate agents?
• 10:22
  SPEAKER_00: And he's like, I want to buy this house.
• 10:24
  SPEAKER_00: This guy ended up buying a house in the ghetto of Portland.
• 10:26
  SPEAKER_00: He's like, I'm coming from LA, I don't care.
• 10:28
  SPEAKER_00: I still remember going to his inspection, and there was a freaking backpack in the backyard with three laptops in it and a freaking handgun.
• 10:34
  SPEAKER_00: And it was right on the max line, which is a train in Portland.
• 10:37
  SPEAKER_00: That was crazy.
• 10:38
  SPEAKER_00: And so he like called us six months later and was like, I need to sell this house.
• 10:41
  SPEAKER_00: This is crazy.
• 10:42
  SPEAKER_00: I'm like, see, I told you.
• 10:43
  SPEAKER_00: But, anyways, um uh we ended up meeting with our lender's boss, the owner of the bank, and he's like, dude, your guys' videos are great, but he's like, You guys have to put a call to action there.
• 10:52
  SPEAKER_00: We had no call to action at that time, and so he's like, and tell them you're an agent, tell them early because most people drop off through the video, right?
• 10:59
  SPEAKER_00: So we dropped the video.
• 11:00
  SPEAKER_00: Uh, it was the top five boroughs of Portland.
• 11:03
  SPEAKER_00: We're on this bridge, hit the call to action for the first time ever, dropped the video the next day, and boom, we had like 40 people reach out instantly, and they're like, We haven't we've been watching you guys for a year, we didn't know you guys were selling real estate.
• 11:17
  SPEAKER_00: Uh, you know, can you guys help us buy a house?
• 11:19
  SPEAKER_00: So 40 leads one day.
• 11:20
  SPEAKER_00: It was the craziest thing I'd ever seen.
• 11:22
  SPEAKER_00: And like right then, it was like, All right, we cracked the code to YouTube.
• 11:25
  SPEAKER_00: Um, my business partner worked with those people all summer, never sold a single house.
• 11:30
  SPEAKER_00: Uh, that's why we make the joke to this day.
• 11:32
  SPEAKER_00: Because I I had one of the clients call me and they're like, Hey, I came here to buy a house.
• 11:35
  SPEAKER_00: Jackson says there's no more to buy, like, I don't know what to do.
• 11:38
  SPEAKER_00: And I said, Well, what are you looking for?
• 11:39
  SPEAKER_00: I literally showed this lady one house, put her under contract, and I'd called him and I said, Give me all your leads.
• 11:45
  SPEAKER_00: I'm gonna go back and because our deal was is that we I we were I was giving him 25% of all my deals.
• 11:51
  SPEAKER_00: He was gonna give me 25% of all of his deals.
• 11:53
  SPEAKER_00: And when you we built a media machine that started generating deals, we'd split them 50-50.
• 11:59
  SPEAKER_00: So I was letting him just deal with all the media stuff.
• 12:01
  SPEAKER_03: Right.
• 12:01
  SPEAKER_00: Well, he wasn't selling any of it.
• 12:03
  SPEAKER_00: So he gave me all these leads.
• 12:05
  SPEAKER_00: I took them all back, I called all these clients.
• 12:06
  SPEAKER_00: I brought 17 of them back in October of 19, put them all under contract, 17 of them.
• 12:12
  SPEAKER_00: And then uh from that day forward, I was like, You're never selling real estate.
• 12:15
  SPEAKER_00: We'll bring on a buyer's agent, and the rest is history.
• 12:20
  SPEAKER_00: We uh we that was right when COVID was coming on in 2019.
• 12:24
  SPEAKER_00: Uh, we're cresting the turn into 2020.
• 12:29
  SPEAKER_00: I just brought my buyer's agent in in October and we're heading into 2020, and the city, and at that point in time, everything was exploding for us.
• 12:38
  SPEAKER_00: And we were like, all right, uh, you know, our brokerage wasn't really supportive of like what we were doing.
• 12:44
  SPEAKER_00: And so I was like, I need to get in alignment with someone that can help us grow nationwide.
• 12:47
  SPEAKER_00: Cause what happened also in that moment?
• 12:49
  SPEAKER_00: This was like this, remember, we were doing this for like over a year before it exploded.
• 12:53
  SPEAKER_00: So, like, once again, we were falling into the cycle now of like, oh, media influencers and this and that, but we weren't selling anything.
• 12:58
  SPEAKER_00: We were being interviewed on every podcast, we were just getting tons of notoriety, but I was getting so many agents reaching out saying, Hey, I want to come partner with you.
• 13:06
  SPEAKER_00: Like, how do I do this with you guys?
• 13:07
  SPEAKER_00: And um, the brokerage was a traditional franchise model.
• 13:11
  SPEAKER_00: And uh, they were like, You have to own the brokerage in the marketplace, you got to be the managing broker or employee one, blah, blah, blah, blah, blah.
• 13:18
  SPEAKER_00: I'm like, this is crazy.
• 13:19
  SPEAKER_00: I don't understand how that works.
• 13:20
  SPEAKER_00: And I was still brand new in real estate, and so I just like uh I started interviewing other brokerages again because I'd started at KW, went to Next Home, and I'm and I'm like Googling and I'm interviewing, and I remember leaving uh REMAX office, and they were all telling me the same thing.
• 13:35
  SPEAKER_00: Oh, you gotta own the franchise, you gotta own the office, you gotta own the office.
• 13:38
  SPEAKER_00: I was like, what the hell is this?
• 13:40
  SPEAKER_00: And uh I just like Googled, like, what do all these brokerages have in common?
• 13:43
  SPEAKER_00: And then like this article pops up in Google, and it's like, oh, these are all franchise real estate brokerages.
• 13:47
  SPEAKER_03: Yep.
• 13:47
  SPEAKER_00: And I'm like, then it dawned on me.
• 13:48
  SPEAKER_00: I'm like, oh, and then I remember back in my brewing days, I was like, 7-Eleven is a giant franchise, Walmart is a corporation.
• 13:56
  SPEAKER_00: I'm like, if Walmart says something's happening, it goes into like 247,000 stores overnight.
• 14:01
  SPEAKER_00: 7-Eleven, it's like a grind to get it done.
• 14:03
  SPEAKER_00: So I'm like, I understood and you know, scalability, everyone's on the same platform, everyone gets the same training, everyone gets the same marching orders.
• 14:11
  SPEAKER_00: So I just Googled who's the you know the biggest single independently owned brokerage in the United States.
• 14:16
  SPEAKER_00: And um, you know, a couple popped up, but EXP was out there on the top up there.
• 14:20
  SPEAKER_00: And like I've been hit up by all these EXP agents, but this one guy um who's my sponsor, he'd always like been super cool.
• 14:27
  SPEAKER_00: He's the one that got me into cold calling, and he was always like, Hey, this model was built for you.
• 14:31
  SPEAKER_00: If you ever get in a position where you need to make a change, just let me know, and I'd love to show you everything.
• 14:34
  SPEAKER_00: So he actually did a good job at um walking me through the whole process of like EXP and he got on the call with Sam Rodriguez.
• 14:42
  SPEAKER_00: Uh at that time, we spent like three hours.
• 14:45
  SPEAKER_00: They showed me everything.
• 14:46
  SPEAKER_00: It was mind-blowing at that time.
• 14:48
  SPEAKER_00: I couldn't believe that they were no other brokerage would show me their CRMs, they wouldn't show me their systems, everything was a damn secret.
• 14:54
  SPEAKER_02: It wasn't just crazy.
• 14:56
  SPEAKER_02: Isn't that just crazy?
• 14:57
  SPEAKER_02: Like that that it's uh we're just gonna keep everything secret, not show like why you know.
• 15:02
  SPEAKER_02: I talk to agents all the time about this.
• 15:04
  SPEAKER_02: Is why wouldn't you?
• 15:06
  SPEAKER_02: Why would I want to like I you should be in it?
• 15:08
  SPEAKER_02: You said it, and I want people to understand what you said.
• 15:10
  SPEAKER_02: You were interviewing brokerages, brokerages weren't interviewing you.
• 15:14
  SPEAKER_02: You were trying to figure out where I could go to grow my business.
• 15:16
  SPEAKER_02: Not they'll all tell you the same thing.
• 15:18
  SPEAKER_02: Every brokerage will hire you, right?
• 15:19
  SPEAKER_02: Every brokerage will bring you in, they'll all bring you in.
• 15:22
  SPEAKER_02: But you did you reversed it, which is what I keep telling agents to do all the time interview the brokerage, don't let the broker interview you.
• 15:28
  SPEAKER_00: Yeah, even when I got into real estate, I interviewed like 40 brokerages and I went to tight teams.
• 15:33
  SPEAKER_00: I wanna, I'm literally like sitting there going, like, I it because I remember my um the guy that convinced me to get into real estate, he was a Keller Williams team team uh agent and he was the listing agent.
• 15:43
  SPEAKER_00: But he's like, dude, everyone's gonna try to say that they're giving that you're gonna feel like you're getting interviewed and you're gonna feel like you're getting a job given to you.
• 15:50
  SPEAKER_00: He's like, you have to find the one that gives you the best, best uh trade for your splits, your commissions, and the tools and resources.
• 15:57
  SPEAKER_00: But the thing that blew my mind is when I'm going to meet with all of these brokerages, it was always like a recruiting person.
• 16:03
  SPEAKER_00: They never had any idea about the technology in the brokerage.
• 16:06
  SPEAKER_02: Right.
• 16:07
  SPEAKER_00: And so, like, I'm sitting there going, like, well, how are you gonna help me?
• 16:09
  SPEAKER_00: They're like, Oh, we have the best technology.
• 16:11
  SPEAKER_00: That's what they all say.
• 16:12
  SPEAKER_00: We have the best technology.
• 16:13
  SPEAKER_00: Yep.
• 16:13
  SPEAKER_00: We have the best training, we have the best leads.
• 16:16
  SPEAKER_00: And I'm like, I'd be like, talk is cheap, like, show it to me.
• 16:19
  SPEAKER_00: And then they would never be able to show it to me.
• 16:20
  SPEAKER_00: So then when I went back to this process again, I'm like, the EXP guys were like so open and they were like, here you go, here's what we have.
• 16:28
  SPEAKER_00: But like the thing was is the the the baseline was so low of like standards of like what I had because nobody had showed me anything.
• 16:35
  SPEAKER_00: Then when they showed this thing to me, I was like, holy crap! And I remember I literally clicked hung the phone.
• 16:42
  SPEAKER_00: I got off this Zoom call, it was like three hours, and I called my business partner.
• 16:46
  SPEAKER_00: I said, dude, I go, we are leaving next home.
• 16:48
  SPEAKER_00: I was like, and you will never believe where we're gonna go.
• 16:50
  SPEAKER_00: And he goes, not EXP.
• 16:52
  SPEAKER_00: And I said, Oh yeah, because at our brokerage, they've been talking so much trash for so long that like we were like anti-EXP everything.
• 16:59
  SPEAKER_00: Yeah, like they're like, Oh, they're going bankrupt, it's a pyramid scheme.
• 17:02
  SPEAKER_00: Like, and I I was drinking the Kool-Aid, and um, I was like, I was really close to opening my like following this path of like franchise model, and it's so funny because you hear like a lot of these top um recruiters at EXP where they're like, Oh, I was I was on my way to sign that franchise agreement, and then something told me, and that's exactly where I was at.
• 17:20
  SPEAKER_00: I was like so close to making it happen.
• 17:22
  SPEAKER_00: And uh, so I made the move on March 1st, 2020, which was when COVID was kicking off.
• 17:27
  SPEAKER_02: Yep.
• 17:28
  SPEAKER_00: Uh, they shut the whole city down, and EXP was just freaking they're wide open.
• 17:33
  SPEAKER_00: Everyone could come here and get training, no problem.
• 17:36
  SPEAKER_00: And so I got uh we started expanding into different markets.
• 17:39
  SPEAKER_00: So we went to Seattle, then we went, then that was a complete train wreck because it was like a higher price market.
• 17:45
  SPEAKER_02: Yep.
• 17:46
  SPEAKER_00: And we get a lot of you'll start getting rental leads, and then the real estate leads will come in.
• 17:50
  SPEAKER_00: And I was licensed in Washington also.
• 17:52
  SPEAKER_00: So that just made sense.
• 17:53
  SPEAKER_00: And actually, we were on the Gary V show, and he was like, This is what you gotta do.
• 17:55
  SPEAKER_00: You gotta go to Seattle, then you go to Boise and you work your way out.
• 17:59
  SPEAKER_00: I'm like, Gary doesn't understand real estate, so I get it that he's trying to like provide some value, but that's not the way I would have done it, thinking back on it.
• 18:06
  SPEAKER_00: And uh, this is why you should always get advice from people that are doing at the highest level in your space.
• 18:10
  SPEAKER_00: Like, that's that's what like my thing is.
• 18:12
  SPEAKER_00: And so we do uh Seattle, that was a complete burnout.
• 18:17
  SPEAKER_00: We did get leads, and we we have a team up there now, but we my business partner's like, dude, I'm from Court d'Alane, people are buying real estate in Idaho like crazy.
• 18:25
  SPEAKER_00: He's like, I know this is gonna be a hot market.
• 18:27
  SPEAKER_00: So we go up there, we actually, and what we would do is we would start the channel and then we would find a team, a team lead, and we'd say, Hey, here, take this channel for a test drive, close a couple deals.
• 18:37
  SPEAKER_00: If you guys want to keep it going, you got to move your team to EXP.
• 18:40
  SPEAKER_00: And so, because we were like, it would be it was just easier for operations, is what we positioned it as.
• 18:45
  SPEAKER_02: Sure.
• 18:45
  SPEAKER_00: And so when they got a taste of a couple deals, the leads would come in, they'd be like, Hey, I've been watching on YouTube, we're moving to Quarter Lane, we have a$1.5 million budget.
• 18:53
  SPEAKER_00: Can you help us buy a house?
• 18:54
  SPEAKER_00: It's like, absolutely.
• 18:55
  SPEAKER_00: So they ended up coming over.
• 18:57
  SPEAKER_00: That channel did like 10 million in production in six months.
• 18:59
  SPEAKER_00: It was the fastest thing I ever saw.
• 19:01
  SPEAKER_00: Wow grow.
• 19:02
  SPEAKER_00: And then we went to next to Nashville, that was another crazy story.
• 19:05
  SPEAKER_00: Then we went to Boise.
• 19:06
  SPEAKER_00: Once Boise got into place, we were like, all right, this is a rinse and repeat model, but we were living in Portland, the freaking city was under freaking attack.
• 19:14
  SPEAKER_00: And I lived in downtown, which is where all the riots were happening, and I was getting super frustrated.
• 19:19
  SPEAKER_00: The mayor lived two buildings over from me, so they were blowing off mortars out as of a condo every night.
• 19:24
  SPEAKER_00: Oh my gosh.
• 19:25
  SPEAKER_00: And um, it was super, super obnoxious, and they did nothing to stop this.
• 19:29
  SPEAKER_00: And they were coming into like the area people lived in, and um, you know, it was it was insane.
• 19:34
  SPEAKER_00: And so, like, I told Jackson, I was like, dude, we're now at this this cloud brokerage.
• 19:39
  SPEAKER_00: We have agents calling us all over the country.
• 19:41
  SPEAKER_00: I'm like, I don't think it matters where we live.
• 19:43
  SPEAKER_00: And he's like, he's like, actually, my wife and I were talking about moving back to Houston.
• 19:46
  SPEAKER_00: I was like, I don't even know why you're here.
• 19:48
  SPEAKER_00: I'm like, I'm the one running the show.
• 19:49
  SPEAKER_00: You're like just making content, not just, but you're making content, you can do that anywhere.
• 19:54
  SPEAKER_00: And so he goes to Houston in August, so March to August, he goes to Houston.
• 20:00
  SPEAKER_00: Uh, Chuck Fazio and Curtis Johnson were like, you should move down to Phoenix, and then you can have support down here to help grow your organization.
• 20:06
  SPEAKER_00: It's a great relocation market, so you guys can start another channel.
• 20:10
  SPEAKER_00: So as I'm heading down to Phoenix, I get a call from this gal.
• 20:13
  SPEAKER_00: She's like, Hey, I saw you're moving to Phoenix.
• 20:15
  SPEAKER_00: I'd love to like work with you on your YouTube channel in Phoenix.
• 20:18
  SPEAKER_00: I literally met her on the way down there before I even got to my house, like place where I was moving to, struck a deal there, started the Houston channel.
• 20:26
  SPEAKER_00: That blew up.
• 20:27
  SPEAKER_00: Uh, then we start kept going.
• 20:29
  SPEAKER_00: We went to Nashville, Arkansas, Florida, Reno, Montana, like everywhere there was hot relocation in the country because YouTube is 99% relocation.
• 20:38
  SPEAKER_00: Um, and then we just kept rinsing and repeating that model.
• 20:41
  SPEAKER_00: And then we also um, through that craziness, people started obviously they're like, Oh, do you have a course?
• 20:47
  SPEAKER_00: Do you have agency services?
• 20:48
  SPEAKER_00: So I started a marketing agency, sold millions of dollars in courses.
• 20:52
  SPEAKER_00: That was not fun.
• 20:53
  SPEAKER_00: Um, a course world is the most grandiose world, you'll never make money.
• 20:58
  SPEAKER_00: Uh, agency services is a lot better in coaching, high-ticket coaching.
• 21:01
  SPEAKER_00: Uh, we do make money there.
• 21:03
  SPEAKER_00: And so, like today, I now I coach with uh Alex Hermosi, one-to-one in his one to one program.
• 21:08
  SPEAKER_00: That's insane.
• 21:09
  SPEAKER_00: Uh, I've coached with like a lot of the agency industry's top people.
• 21:12
  SPEAKER_00: I work with uh Shep Black Live coaching as well right now.
• 21:15
  SPEAKER_00: Uh, so I still like I'm very integrated with real estate sales, real estate recruiting, uh, and marketing.
• 21:22
  SPEAKER_00: So those are like my three avenues.
• 21:24
  SPEAKER_00: I use my agency as like my flywheel to like bring in people, whether they want to join us at the agency, because we're brokerage agnostic on that side of the equation, or into exp and work with us on the agency and then also get services that we provide um agents at cost, you know.
• 21:40
  SPEAKER_00: So it's worked well.
• 21:42
  SPEAKER_00: Uh, we have about 500 agents in our organization, and um, the agency is doing great, real estate business is doing great, and even through these cult, these down times, like people are, you know, this is like Ricky Cruth always says this.
• 21:54
  SPEAKER_00: He goes, dude, people are always buying and people are always selling, right?
• 21:56
  SPEAKER_00: We have a we have a bottom, we have a baseline and we have a peak, right?
• 21:59
  SPEAKER_00: It's like the people down at the 3.5 million or 3.7 million unit sales, that's like your that's your life-changing sales.
• 22:07
  SPEAKER_00: Like that's always gonna be happening.
• 22:09
  SPEAKER_00: So it's like, how do you meet those people?
• 22:11
  SPEAKER_00: And it's like in relocation on YouTube, it's like it's it's of course it's gonna go up and down with the waves of the markets, but if you're the one that's positioned yourself as the you know dominant force, like our channels, like some of the leads have slowed down for sure, but like the transactional volume hasn't really slowed down significantly.
• 22:29
  SPEAKER_02: Yeah, it's funny the the the because the like you said, the market's gonna do what the market's gonna do.
• 22:33
  SPEAKER_02: That the market's it, but the people are always buying and selling.
• 22:35
  SPEAKER_02: Like they're you know, even if you go back and look at like the worst times in in history, right?
• 22:39
  SPEAKER_02: Like we look at like we'll go back to World War II, people were still buying and selling houses during World War.
• 22:44
  SPEAKER_02: World War II in America, right?
• 22:45
  SPEAKER_02: Like that was still happening.
• 22:46
  SPEAKER_02: Um, because whether it's a job or you know, relocation or whatever it is, like whatever, however, you're relocating.
• 22:52
  SPEAKER_02: Um, it's one of those things.
• 22:53
  SPEAKER_02: But I it's so interesting, man, because you you're you're nine years in, you have a global pandemic in the middle of this, um, which which probably sped up, which not probably absolutely sped up technology, right?
• 23:06
  SPEAKER_02: Now, everybody, this you what you and I are doing right now is totally normal.
• 23:10
  SPEAKER_02: Um, I was actually just at a high school um talking this week to the students about how and and they, you know, they were in the students I was talking to were juniors and seniors, but they were like in fifth, sixth grade when COVID happened, right?
• 23:24
  SPEAKER_02: Well, they just learned on Zoom, so they were in Zoom classrooms.
• 23:27
  SPEAKER_02: So now this technology thing, and and so YouTube is another thing that you know, what was the statistic?
• 23:33
  SPEAKER_02: You know, the mastermind you were at we were at a couple weeks ago, you said uh how many, what's the percentage of people that are finding homes on YouTube now?
• 23:40
  SPEAKER_00: Yeah, so well, to answer to like comment on to what your statement just was, like this was the crazy thing before 2020, when I was like in March of 2020, like I will say, like, because of reload people being able to work from wherever, guess what that played into?
• 23:53
  SPEAKER_00: Relocation.
• 23:54
  SPEAKER_00: It was perfect.
• 23:54
  SPEAKER_00: So, like, you know, like Mark Cuban is always like, you know, you to be a billionaire, you do have to get lucky.
• 24:00
  SPEAKER_00: So like I have friends that are like, dude, you were so lucky.
• 24:02
  SPEAKER_00: And I'm like, I was the one out there doing it.
• 24:05
  SPEAKER_00: Like I was inventing this space.
• 24:06
  SPEAKER_00: It wasn't like I like, like, so yes, was I part lucky that pandemic happened?
• 24:10
  SPEAKER_00: Yes, absolutely.
• 24:12
  SPEAKER_00: Um, but it's like, you know, it's one of those things where you have to paddle before the wave's coming in.
• 24:16
  SPEAKER_00: So like we I knew it was gonna be successful because I was testing all these platforms and YouTube was like, it was like 1000 Xing all the other ones.
• 24:24
  SPEAKER_00: So I knew YouTube was gonna be the one.
• 24:26
  SPEAKER_00: So I I like I like went fast forward into that story.
• 24:29
  SPEAKER_00: But the crazy thing was is before the pandemic, I was always using Zoom and Teams in the brewing industry.
• 24:36
  SPEAKER_00: And so when I was getting these leads, I kept telling Jackson, dude, you gotta get these people on Zoom or Teams because we need to see them face to face.
• 24:43
  SPEAKER_00: That'll lock in our relationship.
• 24:44
  SPEAKER_00: And they'll also feel like they're talking to a celebrity, right?
• 24:47
  SPEAKER_00: And so we would give, we'd send these people to say, Hey, we gotta jump on Zoom with you.
• 24:51
  SPEAKER_00: And they'd be like, We'd send them the link, they'd be like, Are you trying to give me a virus on my computer?
• 24:54
  SPEAKER_00: Like, what is this?
• 24:55
  SPEAKER_03: Right.
• 24:56
  SPEAKER_00: So, like what COVID did for us was like one is it accelerated the lead flow, but two, it also like it like removed the the restrictions in the you know process that we do now, which is like the first thing we want to do is get them to a Zoom call.
• 25:10
  SPEAKER_00: So the thing was is uh, you know, fast forwarding through that technology era and like where we are today, it it's it's insane.
• 25:19
  SPEAKER_00: But yes, 51% of buyers say that they use YouTube now as their primary resource when finding a home.
• 25:25
  SPEAKER_00: And the thing, and the reason that I believe that that's probably the the statistic is because back when even when I moved to Phoenix, I remember like YouTubeing around and I would like watch this guy that was driving around Phoenix with a GoPro on his truck, and he wasn't even a real estate agent, I'd be like writing down these locations.
• 25:40
  SPEAKER_00: And so, like, it's now a way that people can discover different areas without even leaving their house and they're watching it for free on their phone and they're way upstream.
• 25:49
  SPEAKER_00: So they could be like sitting at home in bed at 10 p.m.
• 25:52
  SPEAKER_00: and they're just like looking at like what it looks like to live on the other side of town.
• 25:56
  SPEAKER_00: And the crazy thing was is YouTube just turned 21.
• 26:00
  SPEAKER_00: It was the first ever third-party device to be allowed on the iT Apple store that wasn't owned by Apple.
• 26:06
  SPEAKER_00: They actually redesigned the platform for YouTube.
• 26:09
  SPEAKER_00: And so when I remember seeing this come out back in the day, and I always say, like, if like people of our generation is like I'm like, I went through social media transition, I went through um, you know, um AI revolution now, I went through Microsoft Office Revolution, like I used to use the word perfect and all those things.
• 26:28
  SPEAKER_00: So I'm like, I've gone through all these tri transitions and I was always in a position to like learn it really well.
• 26:33
  SPEAKER_00: And so I feel fortunate for that.
• 26:35
  SPEAKER_00: But like with this whole YouTube thing, is uh and it's not going anywhere.
• 26:39
  SPEAKER_00: The thing is, is like uh you hear the CEO of YouTube talk or the president of YouTube, and he's like, YouTube is gonna maintain to be a creators platform, we're not gonna let it get overran by AI, you know.
• 26:54
  SPEAKER_00: And he's like, TV is not trying to, or we're not trying to be TV, TV is trying to be YouTube.
• 26:58
  SPEAKER_00: So when you look at the statistics of like streaming, I showed you guys that um YouTube does more streaming than like Netflix and ESPN combined, which are Disney Plus combined, it's uh the amount of consumption on YouTube, it's like 2 billion unique users a month, which is one third of the world's population, and they're spending so much time on this platform.
• 27:18
  SPEAKER_00: And really, I drill it down to like the United States usage because that's where we sell real estate.
• 27:22
  SPEAKER_03: Sure.
• 27:23
  SPEAKER_00: But uh, you know, and understanding social media is very important because, like I was saying before, it's like people are taking the same content and they're throwing it on every platform.
• 27:32
  SPEAKER_00: And I'm not and I'm not here to say like no other platforms work well, but the thing that I I love about YouTube, and I've done them all, is YouTube is it's 100% organic.
• 27:42
  SPEAKER_00: There's no media strategy, there's no ad strategy, there's no spend, there's no shorts, no nothing.
• 27:47
  SPEAKER_00: It's just one long form video a week, and it just gets pushed by YouTube so hard because you're feeding into what it wants, which is like long average view durations.
• 27:56
  SPEAKER_00: So when you put shorts on your YouTube channel for what we do, it actually deteriorates it.
• 28:01
  SPEAKER_00: So I've sold over 800 homes on YouTube, I've done over 400 million in transactional volume.
• 28:07
  SPEAKER_00: So, like when I look at the statistics of like what the other people do, I'm like, that's great.
• 28:12
  SPEAKER_00: But we always always have to identify like what is the level of success because another agent saying, Hey, I do 10 deals a year on Instagram, and yes, I'm putting spend behind it and I'm having success, and they're like basically treating it like an ad strategy on Instagram.
• 28:24
  SPEAKER_00: If they think that that's success and that's what they want to do, then I applaud them and I'm like, yeah, that's awesome.
• 28:29
  SPEAKER_00: It just the all of that stuff when I've done Instagram and TikTok and all that, it's so much work and effort.
• 28:35
  SPEAKER_00: And it's like if if my Instagram or TikTok account shuts down, uh, it's not gonna bother my business one bit.
• 28:42
  SPEAKER_00: If YouTube shuts down, it's gonna shut my whole operation down and it's like gonna be a big and dramatically impactful event for me.
• 28:49
  SPEAKER_00: So that's the way I look at like social media platforms.
• 28:53
  SPEAKER_00: Um, and I still use uh email at a high level and I still use Facebook at a high level.
• 28:59
  SPEAKER_00: Like I do Facebook Lives every week um for agency services, and so it's like I still have those media types in position, but like once again, I'm working on a 360-degree marketing strategy to leverage them the best that I can.
• 29:13
  SPEAKER_02: Yeah, and I it's interesting too, because again, there's not a one size fits all for everybody, right?
• 29:18
  SPEAKER_02: But I I feel like uh what you're doing with YouTube, you're it's so spot.
• 29:23
  SPEAKER_02: Well, first of all, you're super dialed into the numbers, right?
• 29:25
  SPEAKER_02: And you're looking at what what where you're getting the most impact for the stuff that you're doing, right?
• 29:30
  SPEAKER_02: It's not like you're just throwing videos up on YouTube and saying you're not just throwing out there and praying that somebody you know calls it in.
• 29:37
  SPEAKER_02: There's very specific.
• 29:38
  SPEAKER_02: I'm going through your 14-day challenge right now.
• 29:41
  SPEAKER_02: So um yeah, so so you but because it's so everything's very specifically done.
• 29:45
  SPEAKER_02: It's not just like, oh, I'm just shooting a video today.
• 29:47
  SPEAKER_02: No, it's like I'm shooting a video for this reason.
• 29:50
  SPEAKER_02: I'm putting these things into it.
• 29:51
  SPEAKER_02: The thumbnails matter, right?
• 29:53
  SPEAKER_02: All the the verbiage matters, all those things matter, and you've you've been doing this at such a high level.
• 29:59
  SPEAKER_02: And and the the crazy part is Jesse, like all the different markets, and it's working in all the different markets.
• 30:06
  SPEAKER_02: That's the mind-blowing part.
• 30:07
  SPEAKER_00: That's so like it's like um, you know, I heard Alex Ramosi say this on his live call the other night, and he's like, are he goes, are you gonna get the same?
• 30:15
  SPEAKER_00: This guy was talking about like leads, and he goes, Are you gonna get the same leads in Houston, Texas as you get in like um, you know, Willatonka, Wisconsin?
• 30:22
  SPEAKER_00: He's like, No, absolutely not.
• 30:24
  SPEAKER_00: He's like, So you have to, it's like, and that's the same thing with YouTube.
• 30:27
  SPEAKER_00: It's like you're not gonna get the same amount of leads in a in a you know tiny little town as you are in like Houston, Texas.
• 30:33
  SPEAKER_00: But I will say that I do have agents that we coach that are doing 20 transactions a year and they're in the freaking podunk uh city in uh Virginia, and where their average sales price is like 350, but they're selling$20,000,$600,000 homes a year, and they've never seen a business like this, and they're making$300,000 a year.
• 30:52
  SPEAKER_00: And so, and before they were probably making like$50,000 a year.
• 30:56
  SPEAKER_00: So it it's uh it's very interesting.
• 31:00
  SPEAKER_00: Um, and I've just seen it now rinsed and repeated.
• 31:03
  SPEAKER_00: And whether people think that there's an option, a viable opportunity for them in their marketplace, I've not seen anywhere in America where this does not work, and even globally, actually, uh, if you can make money selling real estate uh in other countries, because we have international clients as well, sure, and agents at EXP, but uh a lot of a lot of agents will be like, oh, there's already someone here, the market's saturated.
• 31:25
  SPEAKER_00: And I'm like, that's the biggest cop out ever because we have agents that we coach will come on brand new, and a lot of times we actually tell them, hey, you got to start your channel from scratch because you've basically just destroyed it by all the content you've put on it.
• 31:37
  SPEAKER_00: So it's just faster to start a brand new one.
• 31:39
  SPEAKER_00: And so we'll start on a brand new channel, and then they'll be and they'll just they'll start generating leads pretty quickly, and then they're like texting me a year later, they're like, This is crazy.
• 31:48
  SPEAKER_00: I had a guy that was doing YouTube for 10 years in Austin, he's like, I'd never close the deal.
• 31:52
  SPEAKER_00: He actually ran into Kyler Ferris, he's our um we merged with him last year in Houston, okay, uh our real estate teams.
• 32:00
  SPEAKER_00: So we have two of the biggest channels down there bringing leads into one um one team.
• 32:05
  SPEAKER_00: They did almost 400 transactions last year.
• 32:08
  SPEAKER_00: And um, it's funny, he ran into Kyler at church and he's like, he's like, Kyler's like, dude, you should get going on YouTube.
• 32:14
  SPEAKER_00: He's like, and check out these guys at the channel junkies, they're like the they're like the real ones.
• 32:18
  SPEAKER_00: So Barrett comes into the program, he's like signs up, and like he's like, I've been doing YouTube for 10 years.
• 32:24
  SPEAKER_00: We start him a brand new channel, and he like starts getting calls right away, which isn't like very common, but he's like, he's like, I can start getting calls, and then he's like, dude, I'm closing deals, all the things.
• 32:33
  SPEAKER_00: He like texts me like five weeks ago and he's like, dude, I'm gonna close a hundred transactions this year off YouTube.
• 32:37
  SPEAKER_00: He's like, This is insane.
• 32:39
  SPEAKER_00: Like, then he's like, he like told me I had to meet with him like two weeks ago because he ended up bringing his brokerage to exp with and under in my organization.
• 32:46
  SPEAKER_00: Okay, but he's like, dude, he goes, I have so many calls, so many meetings, so many leads.
• 32:51
  SPEAKER_00: He's like, I don't even, I can't even keep up anymore.
• 32:53
  SPEAKER_00: I feel like I'm my hair's on fire.
• 32:54
  SPEAKER_00: So I'm like, you need an executive assistant to like handle those leads, get them set up in your CRM, book your onboarding appointments, manage your calendar, all these things.
• 33:02
  SPEAKER_00: So that's the other thing is like I've now helped so many agents build teams off of YouTube that like I understand, like, hey, you want to keep selling real estate?
• 33:10
  SPEAKER_00: Here's the model you need.
• 33:11
  SPEAKER_00: Hey, you you don't want to do production, you only want to generate leads and you want to run your team, here's your model.
• 33:16
  SPEAKER_00: Oh, you want to be an influencer and you only want to create create uh content, have the phone ring another agent and close deals, you want to split that 50-50.
• 33:24
  SPEAKER_00: Here's the model you need.
• 33:26
  SPEAKER_00: So I've now done it so many times and worked with so many agents at various levels that I know based on what your goal is and where you're at.
• 33:34
  SPEAKER_00: Like I had another guy in my uh in my program over the weekend.
• 33:38
  SPEAKER_00: I originally set him up on a showing agent model.
• 33:41
  SPEAKER_00: Now he's texting me saying, Hey, I showing agent wants to be the TC, she wants to answer the leads, blah, blah, blah, blah, blah.
• 33:47
  SPEAKER_00: Can she be the showing agent and this?
• 33:49
  SPEAKER_00: I'm like, absolutely not.
• 33:50
  SPEAKER_00: She can do the other job of like the admin, the TC work and everything else, but like, there's no way that same person can do both those jobs.
• 33:57
  SPEAKER_00: So he's like, Oh, that's a great idea.
• 33:59
  SPEAKER_00: So brought her on.
• 34:01
  SPEAKER_00: And so it just goes, and the other piece to this is like, yes, this is all a lot of buyers, but the thing about relocation, and even Nar put the statistic out, is relocation buyers sell three times faster than a traditional buyer.
• 34:13
  SPEAKER_00: So what I know based on the homes that I've closed is the average price point is 25% higher from a relocation buyer in the markets I work in.
• 34:22
  SPEAKER_00: Their credits typically way better, and they have money.
• 34:25
  SPEAKER_00: And so they'll come in, they'll buy a house.
• 34:27
  SPEAKER_00: And I always tell them, I'm like, just rent for a year, get your bearings, figure out what you want to say.
• 34:31
  SPEAKER_00: Most of them are like, no, I just want to buy.
• 34:34
  SPEAKER_00: Then they call me after six months, 12 months, they're like, Hey, we want to sell our house.
• 34:38
  SPEAKER_00: We ended up, we want to move three miles, whatever.
• 34:40
  SPEAKER_00: Yeah.
• 34:40
  SPEAKER_00: I'm like, see, I told you, but now I'm getting a listing and another buy.
• 34:43
  SPEAKER_02: Yep.
• 34:44
  SPEAKER_00: So you gotta have a post-closing automation system set up.
• 34:47
  SPEAKER_00: So I love like home bought, not sponsored by them, but that's my tool of choice.
• 34:51
  SPEAKER_00: Okay.
• 34:52
  SPEAKER_00: Followed by weekly uh nurturing email sequence.
• 34:55
  SPEAKER_00: And um, the weekly email is basically just like a market minute, it's just a market minute update of like what's going on with the market.
• 35:03
  SPEAKER_02: Man, it so and that and that's what I mean.
• 35:05
  SPEAKER_02: So anybody that's listening to this now or later on, um, is how important, like, first of all, knowing what you're doing, right?
• 35:12
  SPEAKER_02: That's that's the biggest part.
• 35:14
  SPEAKER_02: It's not just like throwing a video together and praying that it works, it's actually putting the video together and and making sure that you're doing uh the content is very important, right?
• 35:22
  SPEAKER_02: A good friend of mine, Tom Tillier, down in Florida, um, part of the channel junkies group too.
• 35:26
  SPEAKER_02: Like, and and again, at a high level, doing these videos and whether that's you know, then it's you know, the drones, and you can add all these things, right?
• 35:35
  SPEAKER_02: But I think one of the most important things that that I got I gathered from you too was doing again, just doing the content first.
• 35:43
  SPEAKER_02: Like the the perfection of the content.
• 35:45
  SPEAKER_02: How important is the video actually, the like the the how I look, how I dress, all that?
• 35:50
  SPEAKER_02: How important is that part of this video?
• 35:53
  SPEAKER_00: Zero percent.
• 35:54
  SPEAKER_00: Um, like my business partner is funny.
• 35:56
  SPEAKER_00: When we started, he was wearing like a suit or he'd wear like a button-up shirt, and finally we were just like, dude, you're like the shorts and a t-shirt and a hat guy.
• 36:04
  SPEAKER_00: And so, like, even on the Houston channel, it's the biggest channel in the country for relocation.
• 36:09
  SPEAKER_00: And he's every week he's out there, he's got his hat on, his t-shirt, his Jordans, and his shorts.
• 36:14
  SPEAKER_00: Doesn't matter, 365, that's what he wears.
• 36:16
  SPEAKER_03: Yep.
• 36:16
  SPEAKER_00: And so, like, I actually had a call with a guy uh coming into the agency last week, and he's like, I wear a flat bill, he's like, I wear this diamond necklace.
• 36:24
  SPEAKER_00: He's like, I talk like this.
• 36:25
  SPEAKER_00: He's like, What do you think?
• 36:26
  SPEAKER_00: I said, I freaking love it, dude.
• 36:27
  SPEAKER_00: I'm like, You're a character, that's the thing, is on your YouTube channel, you're a character of the story.
• 36:32
  SPEAKER_00: So you will attract the type of person that you are.
• 36:35
  SPEAKER_00: So that's why everyone's like, I love like these are the best leads I've ever had.
• 36:38
  SPEAKER_00: It's because when these people call you, they've built a relationship with you through your content, which is called parasocial, and so they think they know you already.
• 36:46
  SPEAKER_00: And so what what you wear, dude.
• 36:48
  SPEAKER_00: People are like, Oh, I brought five changes of clothes.
• 36:50
  SPEAKER_00: It's like dude, we I could wear this on 10 videos, no one's gonna say say anything.
• 36:54
  SPEAKER_00: Right.
• 36:55
  SPEAKER_00: I don't care.
• 36:56
  SPEAKER_00: Um and so what happens is like we there's like real seven with YouTube, there's like seven primary limiters on a channel, is what I call them, of what we look for.
• 37:06
  SPEAKER_00: And like, but the number one thing I look at on a someone's channel when I'm doing an audit is like their consistency.
• 37:11
  SPEAKER_00: So the number one thing you have to be is consistent with your content.
• 37:14
  SPEAKER_00: So once a week, and the thing is is like you do a once a week 30-minute video, that's now like gonna become a staple in someone's house.
• 37:21
  SPEAKER_00: So they're gonna be watching it like TGI Friday back in the day or your favorite Netflix show.
• 37:25
  SPEAKER_00: But if you even like look on YouTube now, you'll see like Mr.
• 37:28
  SPEAKER_00: Beast or even like big people with big YouTube platforms, they're doing like one video a month.
• 37:33
  SPEAKER_00: And the reason why is because they've they've realized that the the uh the quality now is getting so competitive that they are better off doing one high quality video than like eight crappy videos, right?
• 37:45
  SPEAKER_00: And that's why a lot of these big content creators don't really run shorts on the same channel, is because they know like how important the consistency and the quality is.
• 37:54
  SPEAKER_00: Um, and I'm not saying you go out and produce a high-level Hollywood style video.
• 37:59
  SPEAKER_00: I'm just saying like make sure that you're giving them information that they want to hear, and it doesn't matter if the video is 10 minutes or 10 hours, if it's a great video, they'll save that video and they'll watch it for the entire month.
• 38:11
  SPEAKER_00: Uh actually, Hermosi was just saying this last week when they were talking about the like the time length of videos, and he's like, I he said that uh 10 30-minute videos is equal to 1800 short form videos.
• 38:23
  SPEAKER_00: If you're talking about the quality, like the quantity and quality of volume.
• 38:26
  SPEAKER_00: He said the thing is, is in one 30-minute video though, is he goes, I'll save a 30-minute video and I'll watch it throughout the month.
• 38:33
  SPEAKER_00: So he's like multiple times.
• 38:34
  SPEAKER_00: So he's like, I'll get way more information out of that one 30-minute video than 1800 shorts.
• 38:39
  SPEAKER_00: Also, they talked about like in a creator economy that um a tech talk video with 10 or 400,000 views is the same value of a YouTube video with 10,000 views when it comes to like uh mentions on platform when you're trying to buy uh ad mentions.
• 38:56
  SPEAKER_00: So he's like, you know, they're giving YouTube 40 times more uh power than these social media platforms, but like going back to what I seen about like the positioning is short form is like is edgy is um is entertainment and it's dopamine burst, right?
• 39:13
  SPEAKER_00: And long form is educational and it's like where you're gonna go and do a lot of research.
• 39:17
  SPEAKER_00: So if you want to even learn TikTok or learn Instagram or learn Facebook or learn ads, you're gonna go to YouTube.
• 39:22
  SPEAKER_00: You're never gonna go to any of those platforms to learn YouTube or their own platform.
• 39:26
  SPEAKER_00: So it's the same thing with buying a house.
• 39:28
  SPEAKER_00: And people ask me all the time, can you do it for listings?
• 39:31
  SPEAKER_00: I'm sure you can.
• 39:32
  SPEAKER_00: The hard part is is like no one's on there typing um how to sell my house in uh you know Detroit, Michigan.
• 39:39
  SPEAKER_00: So I've seen there's an agent actually at EXP that has like a nationwide listing channel.
• 39:44
  SPEAKER_00: And I've always said if you're gonna do it, you're gonna have to do it nationwide and you're gonna just basically do a ton of referrals.
• 39:49
  SPEAKER_00: And so I someone sent it to me the other day.
• 39:51
  SPEAKER_00: They're like, this gal's doing listings off of YouTube.
• 39:53
  SPEAKER_00: But the problem is, is like I've you said it too, is I've rinsed and repeated this in multiple markets.
• 39:58
  SPEAKER_00: That's my number one uh sniff test with everything is can this model be rinsed and repeated in every market with any agent type?
• 40:05
  SPEAKER_00: So if the answer is no, it's just not for me, right?
• 40:08
  SPEAKER_02: And you know, like I I agree with this so much and wholeheartedly.
• 40:11
  SPEAKER_02: Well, we're bringing back one thing you said too about the you know the content you're putting out, right?
• 40:15
  SPEAKER_02: It people resonate with who's on the screen.
• 40:17
  SPEAKER_02: And yeah, you know, whatever you're putting out, that's what you're gonna attract back in.
• 40:21
  SPEAKER_02: So if I'm putting out a three-piece suit vibe and a tie and I'm real, you know, stiff and whatever, that's the kind of person I'm going to attract to come, but that's gonna try to buy a house with me.
• 40:30
  SPEAKER_02: Now, if I don't fit that model when I show up, right?
• 40:33
  SPEAKER_02: If I show up with, you know, shorts and Jordans on, all of a sudden that person's like, wait a minute, you were in a three-piece, and I really like the person in a three-piece.
• 40:40
  SPEAKER_02: Now you show up and you got shorts and Jordans on.
• 40:42
  SPEAKER_02: Like, why is it?
• 40:43
  SPEAKER_02: Why are you different now?
• 40:44
  SPEAKER_02: And then that becomes a trust issue.
• 40:46
  unknown: Yeah.
• 40:47
  SPEAKER_02: Because now it's you're not the same person you were on screen.
• 40:50
  SPEAKER_00: Exactly.
• 40:51
  SPEAKER_00: And you know what's crazy about that is um actually the same thing is happening in the ads world as well.
• 40:56
  SPEAKER_00: So, like uh with Facebook ads, Instagram ads, and uh Google Pay-per-click ads, they're saying that now there's these built-in AI models inside of the ads platforms that if like you're the the ads know what you look like and they're gonna target more of those ads of people like you.
• 41:13
  SPEAKER_00: So, like if you want to, if your avatar is a 50-year-old, um, if mine is a 50-year-old female, it's my ads are naturally not gonna be targeting them.
• 41:21
  SPEAKER_00: So I'm gonna want to go out and find a 50-year-old lady that can do my ad creative for me.
• 41:25
  SPEAKER_00: And um, I'm seeing this now across the spectrum because I'm in um some pretty exclusive groups in the coaching world.
• 41:31
  SPEAKER_03: Yeah.
• 41:32
  SPEAKER_00: And like these guys are spending a million like anywhere from a hundred thousand to a million dollars a month in ads.
• 41:36
  SPEAKER_00: So I hear them talking about this all the time.
• 41:38
  SPEAKER_00: And so there's like it's just it's so crazy to see like how this is transpiring.
• 41:44
  SPEAKER_00: And like you were saying about um, you know, the evolution of technology.
• 41:48
  SPEAKER_00: Yeah, in my opinion, it's never been easier and it's never gonna get easier.
• 41:52
  SPEAKER_00: Like the the opportunity is right in front of our face.
• 41:56
  SPEAKER_00: It's like the problem is is like everything is so watered down, and it's just like so many basic strategies are being deployed that like you don't even know who to trust and what to trust.
• 42:06
  SPEAKER_00: And I actually have a a a copywriter that works directly for me, and he like writes my copy so good, like I would never know it was him writing it.
• 42:15
  SPEAKER_00: I thought it was I would think it was me.
• 42:17
  SPEAKER_00: And I was like, How'd you do this?
• 42:18
  SPEAKER_00: And he showed me how he built all of these project models inside of Claude.
• 42:21
  SPEAKER_00: Okay, so like I now built them for myself uh for scripting and everything else, and you like to use natural language and write our VSLs and everything.
• 42:31
  SPEAKER_00: And I'm like, it is so crazy how fast and effective these tools are.
• 42:36
  SPEAKER_00: And yes, you have to go in and make some adjustments and some tweaks, but it shaves off like two days of work that used to take me two days to do one thing.
• 42:42
  SPEAKER_00: I can now do with the click of a button.
• 42:44
  SPEAKER_02: Yeah.
• 42:44
  SPEAKER_02: Yeah, Gary V said it um not too long ago.
• 42:48
  SPEAKER_02: Like, you know, tech AI and technology, um, it's gonna create more millionaires in the next, you know, 10 years than anything ever has before.
• 42:56
  SPEAKER_02: Um, you know, I like I said, I I between like you brought up Hermosy, right?
• 43:01
  SPEAKER_02: Um, the school.
• 43:02
  SPEAKER_02: And the again, there he's creating millionaires on these platforms because people are searching information, people want information.
• 43:09
  SPEAKER_02: And whether that's you know, try to try to buy a house in a city that I'm moving to, which is what your specialty is, right?
• 43:15
  SPEAKER_02: That's one thing.
• 43:16
  SPEAKER_02: But there's all these other specialties, right?
• 43:18
  SPEAKER_02: Like now it's you now you can build out a coaching platform, now you can do this, and people are always hunting that information.
• 43:23
  SPEAKER_02: And I think that's one of the things is how do I cast this net?
• 43:27
  SPEAKER_02: And to like you, your the point you brought up too, it's never been easier.
• 43:31
  SPEAKER_02: One, you need a camera, right?
• 43:33
  SPEAKER_02: And and uh and the platform's there, you just need to go out and do the content.
• 43:38
  SPEAKER_02: And if you're searching for content to do, now there's ways to figure out where do I get this content from, even easier than it ever used to be before.
• 43:46
  SPEAKER_00: Exactly.
• 43:47
  SPEAKER_00: You know, the the course that we have on our website.
• 43:50
  SPEAKER_00: So if anybody's listening to this, you want to get started, just go to channel junkies.com.
• 43:54
  SPEAKER_00: We have our 14-day sprint on there.
• 43:56
  SPEAKER_00: It's free.
• 43:56
  SPEAKER_00: There's no upsell, it's it's not a it's not a it is a lead magnet, but I put you in my nurture sequence, and eventually, if you get to the point where you need some help, reach out.
• 44:06
  SPEAKER_00: That's the point I'm at with my life.
• 44:08
  SPEAKER_00: The thing is, is you can go into any market, anywhere in the country, people are already doing YouTube, and you can see what the top videos are.
• 44:16
  SPEAKER_00: If you can remake those same videos, but just make them better and increase the average view duration of your consumer.
• 44:22
  SPEAKER_00: And with this the world of AI, you can make scripts inside of uh Claud that are way more attractive than 99% of the garbage out there.
• 44:30
  SPEAKER_00: But if you take the transcript and you repeat my words per Vatum, YouTube's just gonna throttle that because they know the content already exists.
• 44:36
  SPEAKER_00: So that's what happens a lot with these agents now is they're like, Yeah, I'm following your strategy, but it's not working.
• 44:41
  SPEAKER_00: And I'm like, no, you're following, you're you're taking.
• 44:44
  SPEAKER_00: One of my videos that I've already done, and you're just rinse and repeating the exact same words that I've already said.
• 44:48
  SPEAKER_00: So therefore, YouTube knows that and it's just gonna throttle you back.
• 44:52
  SPEAKER_00: And so you you gotta consistently evolve your content and be more, you got to just provide information that people can't all haven't already seen, essentially.
• 45:03
  SPEAKER_00: Right.
• 45:03
  SPEAKER_00: So, you know, when you're the leaders of the category, like we'll like when we started doing home tours for the first time.
• 45:09
  SPEAKER_00: So before COVID, and we used to say it all the time, we're like, people don't care about living in a three-bedroom, two-bath house.
• 45:14
  SPEAKER_00: They care about the uh location independence.
• 45:17
  SPEAKER_00: So COVID is what changed that situation.
• 45:20
  SPEAKER_00: I'm never gonna die on the sword and say that my this is the one and only way to do it.
• 45:24
  SPEAKER_00: I'm gonna evolve and change because I've got skin in the game with my own business.
• 45:28
  SPEAKER_00: So like we went from like saying home tours are the worst to saying like this is like one of the most important aspects of content.
• 45:34
  SPEAKER_00: However, we're doing like 30 to 60 minute home tours, uh, one home at a time.
• 45:38
  SPEAKER_00: And people are like, well, how can you do that?
• 45:39
  SPEAKER_00: Do them that slow or do it that long of content.
• 45:42
  SPEAKER_00: And I'm like, well, there's a whole process and the way that people want to see these homes because you're their eyes and ears.
• 45:47
  SPEAKER_00: So now it's completely different than the way it was.
• 45:51
  SPEAKER_00: And so that's why like a lot of our agents that we coached nine years ago, they'll be like, hey, my YouTube channel doesn't write like really work the way it does.
• 45:58
  SPEAKER_00: And I'm like, that's because the strategy has changed.
• 46:01
  SPEAKER_00: And also a lot of people were successful and then they became coaches and they're teaching the old outdated methods, but they never evolved because now like our stuff is a hundred percent behind.
• 46:11
  SPEAKER_00: Um, it's you only get it if you're in our coaching program.
• 46:13
  SPEAKER_00: Like we give everyone the 14-day sprint now.
• 46:15
  SPEAKER_02: Sure.
• 46:16
  SPEAKER_00: Because I was having like even course pirates online, we're selling our content for like 30 bucks.
• 46:21
  SPEAKER_00: And so I um I just removed it all and now it's completely gone because we also filed DMCI uh uh letters to all those people, DMC takedowns, and um, it all got removed off the internet, which was nice, but it also helped me level up the game, and so now it's like here's the pro here's the blueprint, it's free.
• 46:40
  SPEAKER_00: Go out there and do it, and you know, if there's no one in your marketplace that's doing it at a high level, and when I say high level, I'm saying like actually doing it based on the limiters that we're looking at and the metrics are actually hitting right.
• 46:51
  SPEAKER_00: Because you might see an agent with like a million followers or like a million view videos, and you're like, oh, they're dominating, but they're not getting any deals.
• 46:58
  SPEAKER_00: So they're not really dominating what we want to be dominating.
• 47:01
  SPEAKER_00: So even like my wife's channel, it's got 5,000 subs.
• 47:04
  SPEAKER_00: Every video that she releases gets about one to 5,000 views a week uh when it's first released.
• 47:09
  SPEAKER_00: That channel does about a half a million in GCI a year.
• 47:12
  SPEAKER_00: And so we split that with another agent.
• 47:14
  SPEAKER_00: He answers all the phone calls, closes all the deals, and then she just films every other week.
• 47:19
  SPEAKER_00: Um, so once again, it comes back to like what's your level of uh you know success and like where how do you want to position yourself?
• 47:28
  SPEAKER_00: If you only want to make a this is the crazy thing to me.
• 47:30
  SPEAKER_00: What I give away for free, I've sold millions of those courses.
• 47:33
  SPEAKER_00: The crazy thing is you can come into real estate for a couple thousand bucks, go through a program like that, make content on your phone for free, and you could easily make six figures a year by just making content.
• 47:45
  SPEAKER_00: And so, like it, like when I say it's the easy, like this is the best opportunity that we have in our history, and it's the easiest to get it done for the least amount of money, it's all true.
• 47:55
  SPEAKER_03: That's all right.
• 47:56
  SPEAKER_00: And so think about this.
• 47:58
  SPEAKER_00: People go to school and spend 30 to 100 grand a year on college, then they come out and they get a 60 to$100,000 a year job.
• 48:06
  SPEAKER_00: We can do it all for less than 5,000 bucks.
• 48:09
  SPEAKER_02: Yeah.
• 48:09
  SPEAKER_00: And blow those numbers out of the water.
• 48:12
  SPEAKER_02: Yeah.
• 48:13
  SPEAKER_02: And it's again, it's it's and here's the part that that I get people.
• 48:17
  SPEAKER_02: So I coach agents too, right?
• 48:18
  SPEAKER_02: I coach agents all across the country.
• 48:20
  SPEAKER_02: Um and and and different, right?
• 48:24
  SPEAKER_02: My mine's more of the scripts, roleplay, right?
• 48:27
  SPEAKER_02: Uh, negotiation, those kind of things.
• 48:29
  SPEAKER_02: Um, but the technology piece is I've I've really gotten into AI over the past two years because again, you you have to you have to evolve, right?
• 48:37
  SPEAKER_02: I'm an older, I'm I'll be 53 here soon, but you I've always been taught and coached on emotional intelligence, and that's one thing we've gotten away from more the emotional intelligence, because it's all artificial intelligence now, right?
• 48:50
  SPEAKER_02: So, but I've worked on combining those things, and that's one of the things I think that your platform has done too, is it's evolved over time.
• 48:57
  SPEAKER_02: It isn't just um uh it isn't just well, we did this 10 years ago, so here it is again.
• 49:02
  SPEAKER_02: No, you're actually now, and then the amazing thing to me, man, is when last week or two weeks ago, whenever you were in town and you sat down and the numbers, the the idea of like, how do I know this is gonna get hits?
• 49:13
  SPEAKER_02: Well, this is how I know because here's the numbers on the other ones we've done, and the research and stuff that you've done on the back end is incredible, dude.
• 49:20
  SPEAKER_00: So my favorite AI is is is actual intelligence.
• 49:25
  SPEAKER_00: So that's my that's my that's my like that's my uh my shtick.
• 49:29
  SPEAKER_00: And so um, to your point, dude, it's like so true.
• 49:33
  SPEAKER_00: Like the evolution of everything, and this is like how you know who the real ones are, is because the real ones don't die on the hill and say this is the one and only way.
• 49:39
  SPEAKER_03: Right.
• 49:40
  SPEAKER_00: It's like, yeah, there are like what you're teaching are the core foundation fundamentals of like real estate and things that always have worked and they always will.
• 49:47
  SPEAKER_00: It's like 90% of a real estate transaction is always the same.
• 49:50
  SPEAKER_00: It's the edge of the deal that's different.
• 49:53
  SPEAKER_00: So, like, yes, there's gonna be some changes, and I think like what you do uh is very important to the real estate industry because you know, 70% of transactions are sphere-based deals typically, right?
• 50:03
  SPEAKER_00: So we're all competing for this 30%.
• 50:06
  SPEAKER_00: You know, that's the that's the red ocean.
• 50:08
  SPEAKER_00: The 70% sphere deals are still competitive because the average person knows like 10 agents, right?
• 50:13
  SPEAKER_00: So it's just staying in front of them, staying consistent, all the things.
• 50:17
  SPEAKER_00: The nice thing about YouTube that I like is like there's less competition up here, and you have a very focused consumer that's like looking for one specific thing.
• 50:26
  SPEAKER_00: So who, you know, people always said, well, if there's 50 agents on there, it's a crowded marketplace.
• 50:31
  SPEAKER_00: I'm like, look, there's 10,000 agents in your marketplace, and you guys are all competing for the same thing, but on YouTube, there's like 50 and you know the biggest markets, and that's like for some reason now, that's like un that's like unforbidden territories that they can't jump into.
• 50:44
  SPEAKER_00: And I've always said this, I'm like, if I'm because everyone's like, Why do you teach people to do this?
• 50:47
  SPEAKER_00: I'm like, well, if I knew what I knew now, I probably wouldn't have said anything back in the day and I would have like ignored my ego, right?
• 50:53
  SPEAKER_00: But like, if I'm the only person on YouTube, is that consumer gonna call me because if they don't like me, because they I'm the only one on YouTube?
• 51:02
  SPEAKER_00: Absolutely not.
• 51:03
  SPEAKER_00: So, like, I just feel like look, I'm gonna be the best version of myself that I can be on content and I'll let the consumer choose.
• 51:11
  SPEAKER_00: If I'm trying to trick them into calling me, like I don't feel good about that, anyways.
• 51:15
  SPEAKER_00: So if you're just like more relatable than I am to that client, the fact is, is it probably wasn't gonna work out anyway.
• 51:21
  SPEAKER_00: So let them go to that person.
• 51:22
  SPEAKER_00: Trust me, there's so many transactions that go around in Houston.
• 51:26
  SPEAKER_00: I think there were 60,000 relocation purchases last year.
• 51:29
  SPEAKER_00: So I'm like, you couldn't even handle 1% of that deal.
• 51:32
  SPEAKER_00: So get out of here with like this whole like, you guys are gonna treat me differently because you're my competitor.
• 51:38
  SPEAKER_00: I'm like, oh gosh, you have no idea.
• 51:40
  SPEAKER_00: So yeah.
• 51:40
  SPEAKER_02: Well, I I had a dentist on the show.
• 51:42
  SPEAKER_02: Um, and one of the things that he said too, he had to like going through this as building a business of his dental business, same concept, we're still trying to build businesses.
• 51:51
  SPEAKER_02: Um, is is he had to read he's like, I had to realize not every patient was for me.
• 51:56
  SPEAKER_03: Yeah.
• 51:56
  SPEAKER_02: Right.
• 51:56
  SPEAKER_02: And just like us, not every client is for me, right?
• 51:59
  SPEAKER_02: There's there's plenty to go around.
• 52:01
  SPEAKER_02: Um, and again, it's what you're putting out there is what you're gonna attract.
• 52:05
  SPEAKER_02: So, again, what what content you're putting out is who you're gonna pull in, right?
• 52:08
  SPEAKER_02: Um, it's again the uh all the cautionary tale of like you can't be fake.
• 52:13
  SPEAKER_02: People are gonna see through it.
• 52:14
  SPEAKER_02: That's the first thing, they're gonna see right through everything, and it comes through on YouTube.
• 52:18
  SPEAKER_02: It doesn't matter if it's your how it doesn't matter how good your recording is, it's gonna be you you can feel that, right?
• 52:23
  SPEAKER_02: As soon as you do it.
• 52:24
  SPEAKER_02: And the idea of I just need to be the person I am because that's why I want to attract anyway.
• 52:29
  SPEAKER_02: And how much easier does that make your transactions when somebody are, like you said earlier, somebody already feels that they know you.
• 52:36
  SPEAKER_00: Yeah, you know what's wild is um, you know, when agents move to a brand new market, they don't know how to start over.
• 52:42
  SPEAKER_00: YouTube is the fastest way to do that.
• 52:43
  SPEAKER_00: Like if you're going into a brand new market, because the thing is, is you now have a relatable story to all those people, and you don't have to look like the expert.
• 52:50
  SPEAKER_00: That's like was my biggest learning curve when I started YouTube was like I was trying to portray myself as this market expert, and my business partner was like, I just moved here, I know nothing about real estate, but 90% of the calls were coming in for him.
• 53:02
  SPEAKER_00: And I was like, it was like so wild.
• 53:04
  SPEAKER_00: And it's like people on YouTube, when they're looking for real estate, they don't care about the market trends, they don't care about the stats.
• 53:10
  SPEAKER_00: All they're looking for is a place to move with their family, and they want to know about you know, hospital like is their health care, uh, what are the taxes like?
• 53:19
  SPEAKER_00: What's the job market like?
• 53:20
  SPEAKER_00: Like, is this community nice?
• 53:22
  SPEAKER_00: You know, which community has a pool, which which area has the great schools?
• 53:26
  SPEAKER_00: Like, these are the things that you're thinking about when you're relocating.
• 53:29
  SPEAKER_00: You're you don't care about the interest rates, you don't care about, you know, any of that stuff.
• 53:34
  SPEAKER_00: You know, you're gonna care when you're in the heat of the battle, but they're so upstream in this funnel process, you know.
• 53:39
  SPEAKER_00: If you really think about the sales funnel, like problem recognition is like the first stage, right?
• 53:44
  SPEAKER_00: Like I have a problem, now I'm gonna start doing research, right?
• 53:47
  SPEAKER_00: Well, YouTube is like at the top of that.
• 53:49
  SPEAKER_00: Open houses, and this is like why I love FISBOs and open houses so much, is because they were in the like the buying process and selling process, they were at the bottom of the funnel.
• 53:58
  SPEAKER_00: Yes, they probably were with an agent at that point in time, but the chances of me converting them so much faster was way higher.
• 54:05
  SPEAKER_00: So that's why I was like, I need deals now, I need to figure this out.
• 54:09
  SPEAKER_00: Open houses, they're shopping for a house.
• 54:12
  SPEAKER_00: Obviously, that's a hot lead.
• 54:13
  SPEAKER_00: Four sell by owners have a freaking sign in front of their house, they're obviously a hot lead.
• 54:17
  SPEAKER_03: Yep.
• 54:17
  SPEAKER_00: These are my two favorite people at this moment.
• 54:19
  SPEAKER_00: So if I needed to make money right now, I would go straight back to that same strategy.
• 54:24
  SPEAKER_02: Interesting.
• 54:25
  SPEAKER_02: Yeah, and so if if if you were an agent right now, brand new, brand new to the industry, what would be your first go-to?
• 54:33
  SPEAKER_02: Fizbos, or would that be what would you what would be your first go-to?
• 54:36
  SPEAKER_00: Yeah, honestly, like if I was brand new and I'm like, I need to get deals going in the next 90 days.
• 54:40
  SPEAKER_00: And so, like, I've always been the huge proponent.
• 54:43
  SPEAKER_00: There's like a couple, um, my foundation is like I say you have to build everything brick by brick.
• 54:49
  SPEAKER_00: It's like I would figure out what I need to get done to make deals into money the fastest.
• 54:54
  SPEAKER_00: If you have another job and you're kind of dabbling, that's one thing, but let's just say this agent just cut the strings, they're all in.
• 54:59
  SPEAKER_00: I need to make this work.
• 55:00
  SPEAKER_00: I'm gonna make sure that I get my email system set up number one.
• 55:05
  SPEAKER_00: That's gonna be my number one priority, is my CRM.
• 55:07
  SPEAKER_00: And what I mean by that is I don't need like buyer sequences, seller sequences, any of that crap.
• 55:12
  SPEAKER_00: I want a data, I want to be able to dump my database of my friends and family into a system where I can mail them once a week.
• 55:19
  SPEAKER_00: Email them.
• 55:20
  SPEAKER_00: Like I was saying before, that would be my first primary like uh action.
• 55:25
  SPEAKER_00: My second one would be like, all right, now I'm gonna focus on like what I need to do to generate leads.
• 55:29
  SPEAKER_00: So, like to me, I would be doing FSBOs and open houses.
• 55:33
  SPEAKER_00: Once again, the reason why you're finding the two hottest lead sources.
• 55:36
  SPEAKER_00: So if your marketplace, like some agents I hear them all the time, they're like, open houses don't work.
• 55:41
  SPEAKER_00: I'm like, no, your system doesn't work.
• 55:43
  SPEAKER_00: That's the problem.
• 55:44
  SPEAKER_00: I've coached and trained thousands of agents on open house strategy, and I I think that the system that I use is very um, very good because I'm not like all I'm doing, I basically have a talk track that gets them to tell us, like basically get them to like admit that they do or don't have an agent, right?
• 56:01
  SPEAKER_00: Feeling like we're giving them something.
• 56:03
  SPEAKER_00: And then FISBOs, I have same thing, I'm like in alignment with them, and so that'd be my that'd be my three primary things to get done.
• 56:10
  SPEAKER_00: And then obviously the follow-up and all that stuff would come.
• 56:13
  SPEAKER_00: And once again, the reason I like the once-a-week email that's very general is because you can dump your open house people and your FISBO people into that same email without creating different sequences at the end of the day.
• 56:23
  SPEAKER_00: I want to I wanted the easiest, most impactful system.
• 56:26
  SPEAKER_00: So a nurture sequence that can go for everyone is the most important.
• 56:30
  SPEAKER_00: Typically, when people are buying and selling, they don't start doing research until they're like three months out average.
• 56:35
  SPEAKER_00: And so if I'm sitting there telling them things that they don't care about, then but most people always want to know like what's going on in the real estate market.
• 56:42
  SPEAKER_00: That's why I like the market update minute update.
• 56:44
  SPEAKER_02: Right.
• 56:45
  SPEAKER_00: And so, and then I would start building my bricks, is I would I would never stop doing the things that are generating the deals, but I would start, in my opinion, I would start doing my YouTube channel, and I would be doing that in the off time that I'm not spending on FSBOs and open houses.
• 56:59
  SPEAKER_00: So people are like, Well, that's so much time and energy doing all that other stuff.
• 57:02
  SPEAKER_00: I'm like, dude, entrepreneurship isn't easy.
• 57:04
  SPEAKER_00: This isn't easy, this is all very hard, but I want to get out of the FISBOs, I want to get out of the open houses, and I want to replace that with something that I know I can.
• 57:12
  SPEAKER_00: And for me, I love YouTube, I love content, so that's the strategy I'm going to, right?
• 57:18
  SPEAKER_00: Right.
• 57:18
  SPEAKER_00: And I'm not gonna get distracted.
• 57:20
  SPEAKER_00: Here's the thing in the world of entrepreneurship and real estate, we are all guilty of this.
• 57:27
  SPEAKER_00: It's like we start like the revenue ban, number one, number one restraint for revenue ban number one, which is under a million in GCI, is like our money model is broken.
• 57:36
  SPEAKER_00: We're doing everything, we don't know how to put the pieces of the puzzle together, we're figuring it all out.
• 57:40
  SPEAKER_00: Two to three or one to three million revenue, the money, the biggest restraint in your business or constraint is distractions.
• 57:48
  SPEAKER_00: It's like everything's going good, and then now all of a sudden you're like, oh, I want to try this.
• 57:53
  SPEAKER_00: And then so you stop doing the thing that you is working when you should just be doing more of what's working, unless you hate doing that and you're trying to replace that.
• 58:02
  SPEAKER_00: So for me, on YouTube, instead of like trying to do Instagram or TikTok, which I've done a million times, I should just be making more better YouTube content, which is now what we do, and it's and it's like growing our business.
• 58:12
  SPEAKER_00: So last year, when the when I realized we had a new leadership coming into the administration, and I, if you look at historical data with the with his previous term, uh it took him about two years to get the rates down.
• 58:23
  SPEAKER_00: So I knew we had time to get in position to like capture this market when it starts to heat up again.
• 58:29
  SPEAKER_00: I told my team, we're gonna go from one video a week to two videos a week, and we're gonna hit a Wednesday video as a secondary.
• 58:35
  SPEAKER_00: Okay.
• 58:36
  SPEAKER_00: And one, that's gonna like generate more leads in the interim, but also when the market shifts, it's gonna put us in a position of dominance.
• 58:42
  SPEAKER_00: And um, it's already like brought us back to like where we were before, like during COVID of lead flow.
• 58:48
  SPEAKER_00: And so our volume's going up as well.
• 58:50
  SPEAKER_00: But I know once like this is gonna be my second run at a like a bull market in the real estate business and YouTube.
• 58:56
  SPEAKER_00: And this time I'm gonna know exactly what to do.
• 58:58
  SPEAKER_00: I have my systems in place, I have my processes in place, I've got my CRMs all locked in.
• 59:04
  SPEAKER_00: So if someone calls and then we miss that call, we have a tool that just automatically texts that lead and it's like an AI bot.
• 59:10
  SPEAKER_00: Yep.
• 59:11
  SPEAKER_00: And so it automatically has a conversation, it tries to book them an appointment, and then we also have that same bot on our website as well.
• 59:18
  SPEAKER_00: So I'm ready for it.
• 59:20
  SPEAKER_02: It's so you're right, man.
• 59:21
  SPEAKER_02: It's it's so good.
• 59:22
  SPEAKER_02: And I I feel like, again, as an agent, it's being prepared, right?
• 59:27
  SPEAKER_02: And being prepared to win, I think, is the biggest key that all of us can take from this and and take this piece to you.
• 59:35
  SPEAKER_02: So um, man, it there's so much to this, but again, the it's interesting.
• 59:39
  SPEAKER_02: The like you said, get good at one thing, stick with that one thing, rinse and repeat, keep doing it over and over again when it's winning, when it's winning, right?
• 59:48
  SPEAKER_02: When it's when it's working, um, because we are we are distracted, man.
• 59:52
  SPEAKER_02: We are we I think real estate, the real estate industry is probably the most distracted uh group of people in the world because everybody's got a new idea, everybody's got a new tool, a CRM, an AI, a bot, or this, or that.
• 1:00:04
  SPEAKER_02: And I hear so many agents go, I'm just gonna do uh, you know, I'm just gonna do uh social media and I'm gonna make a million dollars.
• 1:00:11
  SPEAKER_00: The the this is why.
• 1:00:12
  SPEAKER_00: And this is like once I realize this process, it completely changed the way that I do everything now.
• 1:00:17
  SPEAKER_00: So, like stage one, there's five stages, and stage one is uninformed optimism.
• 1:00:22
  SPEAKER_00: So that's where everyone gets excited and the dopamine's pop in.
• 1:00:26
  SPEAKER_03: Yep.
• 1:00:26
  SPEAKER_00: It's like when I come into you guys' event and I speak, I'm like, all of you guys are excited now, but like that's because you're uninformed.
• 1:00:32
  SPEAKER_00: And then I'll hear some of the comments too, and I'm like, oh, I already know where they're going with that.
• 1:00:35
  SPEAKER_00: But stage two is informed pessimism.
• 1:00:38
  SPEAKER_00: So they're like, okay, now they're reality sinking in, it's not working like they thought because they were uninformed before and they were optimistic.
• 1:00:44
  SPEAKER_00: Stage three is the valley of despair, so you have to make a decision.
• 1:00:48
  SPEAKER_00: This is where everyone gets distracted is they go, they circle back to stage one to something that's new and shiny, which is back into uninformed optimism.
• 1:00:54
  SPEAKER_00: But stage four is really informed optimism, and that's where you have to break through and get to stage four, and then stage five is uh growth and success.
• 1:01:03
  SPEAKER_00: And so it's always just trying to get bust through.
• 1:01:07
  SPEAKER_00: And that's like one of the books I love is uh three feet from gold.
• 1:01:10
  SPEAKER_00: And this is like this was my business partner when we were in the thick of this, is he was always like, dude, I can't do this anymore.
• 1:01:17
  SPEAKER_00: I I can't do this anymore.
• 1:01:19
  SPEAKER_00: Like, this sucks.
• 1:01:20
  SPEAKER_00: I'm gonna quit, blah, blah, blah, blah, blah.
• 1:01:22
  SPEAKER_00: Dude, I love the grind, I love the hustle.
• 1:01:24
  SPEAKER_00: Like, I told my mom last night because I am the simulator race club.
• 1:01:27
  SPEAKER_00: Uh, she was like, Oh, I'm so glad you're doing something you love.
• 1:01:30
  SPEAKER_00: I'm like, I love work.
• 1:01:31
  SPEAKER_00: And I'm like, I work so many hours, I love it.
• 1:01:33
  SPEAKER_00: But I always say is like, dude, just keep doing it because eventually it's gonna break loose as long as you're following a strategy that actually works.
• 1:01:40
  SPEAKER_00: And when it does, you'll be so grateful.
• 1:01:43
  SPEAKER_00: And so, like, even when YouTube was going and like I was doing YouTube for over a year before we ever got a massive amount of calls because we weren't doing, we didn't have our call to action there.
• 1:01:52
  SPEAKER_00: Yeah, but then when that dam broke loose, and it was right, it was literally in June of 19, which COVID came in March of 2020.
• 1:02:00
  SPEAKER_00: So nine months later, I didn't realize I was gonna go from like 10 million to 100 million in sales.
• 1:02:04
  SPEAKER_00: That's what happened.
• 1:02:05
  SPEAKER_00: And EXP was the main reason because of that, because then I had this platform to go nationwide.
• 1:02:09
  SPEAKER_00: But imagine that in real estate, brand new, I'm at 10 million.
• 1:02:14
  SPEAKER_00: A year later, I'm at 100 million.
• 1:02:16
  SPEAKER_00: That is a massive amount of pressure on the system.
• 1:02:19
  SPEAKER_00: And the thing is, is like I had to have partners that were like willing to take on that load, but you know, I was I was moving through from three to four on the stages, and I was like, I'm like, I'm not getting distracted.
• 1:02:31
  SPEAKER_00: I'm staying focused.
• 1:02:32
  SPEAKER_00: I know it's coming, I know it's coming, and then boom, all hell broke loose.
• 1:02:36
  SPEAKER_02: That's awesome, man.
• 1:02:37
  SPEAKER_02: It's awesome.
• 1:02:38
  SPEAKER_02: That hockey stick moment, right?
• 1:02:40
  SPEAKER_02: That's the end.
• 1:02:40
  SPEAKER_02: That's after the Valley of Despair, you get that hockey stick moment.
• 1:02:43
  SPEAKER_02: Well, where can everybody find you?
• 1:02:44
  SPEAKER_00: Yeah, just go to channeljuckies.com.
• 1:02:46
  SPEAKER_00: Um, or you can go on it.
• 1:02:48
  SPEAKER_00: Uh there's on that website, there's links to their Facebook groups, Instagram account, podcast, tons of free resources.
• 1:02:54
  SPEAKER_00: But yeah, that's what I would do if I was an agent.
• 1:02:56
  SPEAKER_00: I do a weekly live call in the Facebook group, so that's a great place to like get great tips too.
• 1:03:01
  SPEAKER_02: Awesome, man.
• 1:03:01
  SPEAKER_00: I don't gatekeep, everything's out there.
• 1:03:03
  SPEAKER_02: Awesome.
• 1:03:04
  SPEAKER_02: I appreciate you coming on my man and spending an hour with us.
• 1:03:06
  SPEAKER_02: You drop some knowledge on us.
• 1:03:08
  SPEAKER_02: I appreciate it, and I will see you all soon.
• 1:03:11
  SPEAKER_02: Thanks, buddy.