Latest / Mortgage Marketing Radio / Grossing $1Million in Commissions from YouTube

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Grossing $1Million in Commissions from YouTube · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
0:04
the real estate agents is essential for success.
0:06
However, finding effective ways to secure agent relationships can be a challenge.
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With so many mortgage loan originators vying for the attention of real estate agents, it
0:15
can be difficult to stand out and establish meaningful connections.
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Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
0:34
with real estate agents and leveraging those relationships to drive more business.
0:39
To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
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0:56
Don't miss out.
0:57
Go check it out right now.
0:58
Visit LOKestudy.com and download your free copy today.
1:03
Hey, other serves Jeff Zimper, of course, the host of the mortgage marketing radio podcast
1:25
where we help loan officers get more agent referrals so they can become the go-to lender
1:29
in their market.
1:31
Hey, wanted to share with you another success story.
1:34
I've been chatting with some of our members within the mortgage marketing pro marketing
1:39
mastery platform membership that we have and I was talking with one of our members.
1:44
Glenda White, what's up?
1:45
Shout out to you out of the Dallas, Texas area.
1:48
We're going through some numbers and I was asking Glenda, what percentage of her business
1:55
had come from her following our system and our platform here?
1:59
And what she told me was by being part of our platform now for two years, 40% of her
2:04
business has come from following the system and the platform and executing on the actions
2:10
that we coach people on through our platform.
2:13
And what that equates to for her is 40% of her business that was a total of 7.2 million
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in funding just from the following our platform, our process, our teaching, et cetera.
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Being part of the calls, executing teaching agent classes in her local market, the follow-up,
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everything that we do with that mindset coaching.
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So I'll say that again for those of you who missed it, 40% of her business, 7.2 million.
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What do you make?
2:38
What's your commission rate?
2:40
Like, if that was you, right, if you were able to generate $7 million in new or additional
2:48
business, what's that worth to you?
2:51
You make 100 basis points, you make 125, you make 150, do the quick math on that and
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ask yourself, let's just say that that's, you make 125 basis points.
3:01
That's $90,000 in income.
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Like what would you invest to get a return of $90,000?
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What would be a good ROI on that?
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I mean, there's the old example of like, hey, if I asked you, right, for a dollar, right,
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and every time you gave me a dollar, I gave you two back.
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How many times would you make that investment, right, all day long, right?
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So it's very simple.
3:27
If you're willing to invest in your business, and if you're willing to take action and follow
3:30
a proven system and a plan to show up, do the work, have an open mind, be coachable, that
3:37
could be you.
3:39
You could be getting that type of a lift in your business.
3:43
And you just need to decide what's that worth to you.
3:48
Maybe you want to learn more about what we do.
3:52
If you do, I'll go to mortgagemarketing.pro, I've got a brand new video up there, I've got
3:57
testimonials, I've got examples from Glenda herself on how she's crushing it, following
4:02
our system and program, as well as others.
4:05
And what is your plan for the new year for 2023?
4:08
How are you going to add new business, right?
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Be capture, some of the void that's happened with it, right?
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This appearance of refives, et cetera.
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How are you going to get in front of referral partners and more?
4:23
How are you going to leverage social media?
4:24
How are you going to have a content strategy?
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How are you going to show up?
4:27
What are you going to do?
4:30
mortgagemarketing.pro, want to learn more?
4:32
You can schedule a call with me and go from there.
4:35
All right.
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This episode, I'm bringing you somebody who I'm just massively impressed with who's just
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been crushing it on YouTube.
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It's a real estate agent this time, Levi Lassick, who's out of the Denver, Denver, edit that
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321.
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All right.
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This episode, I am bringing you Levi Lassick out of Dallas, Texas, and Levi has come on
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the scene in a fast and furious way crushing it with YouTube.
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He started out in his business just a couple of years ago, as a matter of fact, his first
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year in business on YouTube, he generated 600 leads with a 12% conversion rate.
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And that was only with 7,000 subscribers.
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So with just 7,000 subscribers, by the way, in 2021, he generated a million dollars
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in GCI gross commission income.
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And he's been often running since then, and it's just been continuing to do an amazing
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job with building a personal brand on YouTube and executing on its consistently.
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For 2022, you're going to hear he's going to hit a hundred million dollars for 2022.
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All this is coming from YouTube, guys, gals, YouTube, right?
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So I think, and by the way, if you can feel free to share this episode, mortgage professionals
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with your real estate agents and all the accompanying resources that are in the show notes, his
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book, his YouTube channel, et cetera.
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This is a chance for YouTube to learn for yourself.
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Number one, but number two, use this as an opportunity to share it with real estate agents,
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or into them and share something of usefulness and relevance that may make an impact in their
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business if they choose to go this route of YouTube.
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So I think you're going to love this.
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Leave elastic, great conversation.
6:18
Go check them out.
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The show notes checkout is upcoming book, which is a link in the show notes called passive
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prospecting.
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And without further ado, let's get into this week's show.
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Levi, welcome to the show.
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Thanks.
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Thanks for having me, Jeff.
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My pleasure.
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I know we were on a tight time frame here today.
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And we're going to go fast and furious and come at this rapid fire.
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Let's start for those who are listening.
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Tell them who's Levi.
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What does he do?
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Well, I'm a, I'm actually a YouTuber that has a real estate license.
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That's the best way to put it.
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So the thing is, is that started the journey, released the first YouTube video on December
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5th of 2020.
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So 2021 was really the first full year.
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We didn't close a home.
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I partnered with my business partner, Travis Plum.
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We didn't, you know, close anything in December.
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And I decided to go down this YouTube journey, didn't close a single home in the first
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quarter of 2021.
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And the last nine months, we got the first two, two deals under contract in April of 2021.
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And then from there, over the next nine months in our first year, we ended up closing 64
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transactions, 33 and a half million in volume, and just at a million, 7,000 and GCI in the
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first year.
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Now, this year, 2022, our second year, we will hit.
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We just hit 100 million, that is projected to close.
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We've already closed 92 million so far and have another 8 million pending, which we
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could add another, you know, a couple hundred thousand here or there, maybe another couple
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of million.
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But that was kind of the goal this year, actually our goal was 105 million.
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So we're going to come in probably right around 100, maybe, maybe even get to 105 depending
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on these last two weeks.
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So we'll see.
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But that's it.
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It's just something going from not in the industry to brand new to trying to figure out the
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best way to attract business and developing a plan before getting into real estate is
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really what it is.
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But if you really want to know me, I mean, it's just, you know, I'm a, I'm from a small
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town in Texas, you know, Stevenville, it's a couple hours south of Dallas.
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If you're not Milton cows or riding bulls, not much else to do there, you know, a group
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extremely, you know, financially challenged as a family.
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And so, you know, my parents didn't go to college.
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My two older brothers didn't go to college.
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They raised me believing that I would never go to college either, not to their fault.
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They just always said, we can't afford it, can't afford it, can't afford it.
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And so I did what most country boys do to get out of the country and I joined the military.
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And that's what got me out.
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I thought that was 1999, actually, and I thought everything was good to go.
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The world was at peace.
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And then two years later, September 11th happened.
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And you know, that sent me to Iraq shortly after that.
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So I spent a 12 month deployment over there with the infantry and ran gun trucks, combat
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patrols, all of that in the middle of Baghdad, you know, whenever I got out of there in 2006,
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is whenever I, you know, ventured into selling cell phones really went from selling cell phones
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to pharmaceuticals to financial services and then transitioned into real estate.
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And you know, during that time frame.
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And so here I am now and that's that's kind of the short, short version of the story
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there.
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Yeah.
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Thank you for that.
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So that well prepared you for a career in real estate.
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Yeah.
9:28
Yeah.
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Yeah.
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Everything to not do with real estate.
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Well, thank you for your service.
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Obviously.
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Okay.
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So, so just keep it on.
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I know that we got to, there's so much we could do this like in an hour, but we got
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to cover this in 30 minutes or less.
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So thank you for that setup.
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I wrote down something and let's go back to the numbers you rattled off.
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First year, you generated from YouTube exclusively 600 leads at a 12% conversion is what I had
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read.
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Probably.
9:56
Yes.
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Okay.
9:58
Roughly.
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Yeah.
10:00
So that is a super hyper fast clip like those numbers you give me the first year again.
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The first year, it was like you generated a million GCI, but the thing I want to point
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out for people is you didn't do that with 100,000 subscribers.
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Right.
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You did a small audience, right?
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Yeah.
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We had by the end of 2021, I think we had roughly around 7,000, 7,500 subscribers, which,
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which also landed us a feature or not a feature, but a mention in the second edition of YouTube
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secrets by Sean Cannell and Benji Travis, which that's a book.
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I highly recommend people read if they're starting out their YouTube journey.
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It's called YouTube secrets, but you know, Sean Cannell, Benji Travis, heard of our story
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from that, you know, the success we had had.
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And so the reason they, they, they mentioned us in the book is because, you know, most YouTubers
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get their notoriety from having a million subscribers or, you know, been in the business
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for three to four years.
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They have huge affiliate incomes, you know, all this, all these, you know, things, but
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it usually took them.
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I mean, look, it took Mr. Beast, what, five years to get to a thousand subscribers.
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So, you know, that's the thing is that we, I understood a plan going in.
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I knew at a very target audience, a very niche audience.
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I knew exactly who I wanted to target from there.
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And so, you know, that's why YouTube is so powerful because our call to action was, was
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off platform.
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It was, you know, to, to buy or sell homes.
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So we're fortunate.
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We're in an industry that's a very high ticket item, right?
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And it's funny because somebody described me once as a super affiliate for a real estate.
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And so, you know, and that's what we did is we used YouTube to market Dallas, you know,
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to put information out there about people that are searching to live in Dallas.
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And because, you know, commissions are what they are in real estate, you know, you only
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need a couple of deals and you can start earning a very serious income.
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I wasn't expecting it to just take off this far and this fast, but also that's mainly,
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you know, part to my, my business partner, Travis, who was very ambitious and wanted
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to really ramp up and, and also took a hold of the transactional side to allow me to
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keep producing content, which is why I say I'm really a YouTuber with the real estate
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license because it allowed me to focus on continually staying consistent on content,
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pumping it out, having someone like him that could handle the clients.
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And the good thing for him is, you know, he was just starting out in real estate too.
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And he's never cold called doorknoct, you know, spin a money, spin a penny on postcards.
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Nothing.
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It was just leads coming in from YouTube just passed on.
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He was able to handle and close those very quickly.
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So yeah, monetizing, and this really works for any small business owner, you know, and
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if you're an electrician or a plumber or a contractor, I mean, you have the opportunity
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out there to, to, you know, people are searching for information.
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There's actually a plumber in Dallas that I know does more business from YouTube than
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he does, you know, in his regular plumbing business.
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But now he has sponsorships and things like that.
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But the thing is is, you know, he educates people on how to fix things around the house
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due to plumbing.
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But the thing is, is, you know, whenever I had a pipe bust in my backyard, he's the one
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I called, right?
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And now I ended up paying him $7,000 to fix that busted pipe because they had to excavate
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my whole backyard and do all of that.
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So, you know, that's the thing.
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When you give away value and you're not worried about trying to make the $100 or the $200
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from a leaky faucet and you can teach somebody how to do that for free.
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It's the same thing in Dallas, you know, or with real estate.
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We educate people on what they're searching for and it just allows them to consume as
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much content as possible and whenever they're ready to make that bigger purchase, you
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know, the relationship is already established and built for you because the video did all
13:38
that work up front for you.
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So when people call us, they already feel like they know us and they've already made that
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decision that they want to work with us.
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So it's a whole different ball game.
13:46
Yeah.
13:47
Is it mostly you on the videos then versus your partner?
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Yeah.
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99%.
13:53
So like you said, you're the kind of face of the brand and the company he's dealing with
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the clients and the transactions.
13:58
All right, let me let's go kind of wrap it fire here.
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You could have done a multiple of things.
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You could have gone all in on Instagram, et cetera.
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Why did you choose YouTube to go all in it?
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I'm going to assume you went all in on YouTube and kind of ignored the other social platforms
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for a bit.
14:14
Yeah, great question.
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So actually YouTube was my last choice.
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So whenever I was researching over the summer of 2020, so my financial services business,
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I had for the last five years that was doing very well.
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I had contracts with Dallas, ISD.
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So I worked with all the teachers on retirement planning, which was very lucrative because
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they only approve a small, a small amount of people to do that.
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And so, you know, when the school shut down along with the world in April of 2020, like
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my business shut down overnight, something that I've been building for the last five
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years.
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And I just thought, you know, I didn't know when the end in sight was.
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I didn't know when schools were going to come back.
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When was the world going to open back up?
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And so that's when I knew I needed to make a transition.
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So over the summer of 2020, I just researched and I've got very good friends that have always
14:58
been in real estate.
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They've been trying to get me in real estate for 20 years and I never wanted to be a real
15:02
estate agent.
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So I was like, no, sorry, I don't want to do that.
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So now I was kind of forced in a situation where I needed to make a move.
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And so I thought, okay, well, if I'm going to do, if I'm going to do real estate, how
15:16
do I compete?
15:17
How am I going to break into a Dallas market?
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Very competitive with brokers and agents that have been here for 10, 15, 20, 30 years.
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And who am I just to come in?
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And I didn't really want to start at the bottom all over again.
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But I knew I would have to, but I thought, how can I attract business?
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What's the fastest way to do that with the least amount of money?
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Well, of course, social media is probably the way to do that.
15:38
But which platform?
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I understood the pitfall.
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I think a lot of agents starting out make this mistake is that they listen to people
15:45
telling them they have to be on everywhere.
15:47
You know, you got to be everywhere all the time.
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And so they end up putting 20% effort across five different platforms.
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And they never truly understand one, but these platforms are so powerful.
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If you understand them from the producer side versus a consumer side.
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So if you actually dig in and understand and study one platform, you will go much further
16:06
diving in on one, then you will just try to dabble in five.
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So for me, I knew I wanted to pick one platform, but which platform?
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Well, in 2020, every agent was telling me Facebook, Instagram, TikTok, because that's
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where they were.
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And mainly TikTok.
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Yeah.
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Well, mainly TikTok as well, because every agent in 2020 would wake up one day and say,
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oh, I've got 10,000 followers overnight.
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You know, I got one video went viral, but you know, when I started looking, okay, well,
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what's the business coming from that?
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Now look, there's there's agents that are turning over business from those platforms,
16:41
but it wasn't anything that was impressive to me as far as full time income.
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It was mostly supplementing their current businesses, you know, and they were getting
16:49
a deal or two here or there.
16:51
So I just, YouTube was the last choice, but I actually picked up the book, YouTube Secrets.
16:55
That's when the first edition was the only edition, and I started to read through that,
17:00
and it made me realize, okay, YouTube is a search engine, not a social media platform.
17:05
And that's the other thing is I've always had this love, hate relationship with social
17:08
media, which I think most 40-year-olds and above do anyways.
17:13
And so that's why I think the other platforms just didn't really resonate with me and my personality.
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So once I thought maybe if I find things that people are already searching for on YouTube,
17:22
and I can create those videos, maybe that that seemed like a better fit for my personality.
17:27
And then what I realized as I researched more was that, well, nobody's going on to YouTube
17:33
to look for a real estate agent.
17:35
They're going on there to research about Dallas, or your neighborhood, or your suburb,
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or your city.
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And so when I started to understand that, I thought, oh, well, I don't have to try to educate
17:45
people on the escrow process and the title process and the VA loan and the FHA loan because
17:50
first of all, I hadn't even done a transaction yet.
17:52
So I could easily read about that stuff and regurgitate it, but it didn't feel authentic
17:57
to me.
17:58
And so once I started to understand that people were searching, because what I did was
18:02
I was like, well, let me, let me see what people are actually looking for.
18:05
And I looked at like Plano, Texas, a suburb of Dallas on Google.
18:09
And it got about 90,500 searches per month.
18:12
But whenever I looked at the search volume on YouTube, it got 834,000 searches per month.
18:17
So that was 10 times a search volume on YouTube over Google.
18:22
And you're talking almost a million searches a month for just one of the suburbs in Dallas.
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And so I thought, oh, okay, well, I know everything about Dallas, mostly everything.
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I've been here for 20 years.
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And if I can make content about Dallas, that I can do.
18:36
And if people are searching that information, maybe I can capture the market that way.
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And what I found was not a lot of people were doing that on YouTube.
18:43
So then I, then I felt like I found the gap to where I could, I could squeeze in there and
18:48
start producing content on that.
18:50
And what I learned was I started to capture people in the research phase before they've
18:54
ever decided to hire an agent.
18:57
And so the thing is is that you have to start thinking the way the consumer thinks, which
19:02
is, you know, hey, honey, it's time to buy a house.
19:06
And we're thinking about moving to Dallas or Denver or Milwaukee, let's go do some research
19:11
on the area.
19:12
You know, people don't typically say, hey, honey, it's time to buy a house.
19:16
Let's go on Facebook and see what's on the market or hey, honey, it's time to buy a house.
19:19
Let's go to Instagram and see if we can find an agent posting really cool market reports
19:23
or, hey, let's go on TikTok and see if we can find the best dancing real estate agent.
19:27
You know, they're saying, hey, let's learn about the area first.
19:30
They're not even thinking about a real estate agent.
19:32
They're not thinking about the escrow process.
19:34
They're not thinking about a VA loan or an FHA loan.
19:37
They're thinking, let's find a good area, a suburb, a neighborhood.
19:41
Let's find something that fits with us.
19:43
So they start researching that when we've had so much content there and we pop up over
19:46
and over again, they just start watching all the content and they're like, well, shoot.
19:50
Well, Levi's given us all the information anyways.
19:52
We might as well call this guy and so we become their agent by default.
19:56
And so, you know, the thing is, is that not a single person has ever asked me how much
20:00
business have I done, how long have I been in business, what brokerage am I with, you
20:05
know, none of that.
20:06
They didn't care.
20:07
They, you know, how does the escrow, nobody, their initial call was, thank you for so
20:11
much information on Dallas.
20:13
Could you tell me a little bit more about the neighborhood or this or that and just,
20:16
you know, and so that's what they're curious about.
20:18
Not the other stuff that I think a lot of people typically default to making their content
20:24
towards because they want to educate, which is nothing wrong with that, but it's not
20:28
what people are initially searching for.
20:29
Right.
20:30
Right.
20:31
Yeah.
20:32
Good stuff there for sure.
20:33
How do you, I'm sure you've gone through a process of figuring out what content's
20:36
going to resonate and some of it's just trial and error, but I'm looking at your YouTube
20:41
channel right now.
20:42
And I'm sure you've looked at this, what, what seems to get the most views.
20:46
So what kind of filtered you put your content strategy through?
20:51
I just keep trying to provide value.
20:54
Now the problem is, is that our number one video is a negative, negative video, so to
20:59
speak.
21:00
Oh, yeah.
21:01
Yeah.
21:02
Things we hate about Dallas.
21:03
Unfortunately, you know, they, and the news, what they say, if it bleeds, it leads, and
21:08
so that's the kind of the truth on YouTube and, and we look at any fire, fire thumbnail,
21:15
you know, everybody's talking about market crashing and those, it all has a ton of views.
21:20
And I've done, I've done two of those videos and they got a ton of views, but I just,
21:24
I decided to take the approach that, you know what, I just want to continue to provide
21:28
value on suburbs, neighborhoods, areas, things, you know, because, because I want to capture
21:35
the people that are looking, because the, the reality is, is that people buy and sell
21:39
homes in every single market, whether it's up, down, sideways or upside down, and people
21:44
have to move sometimes.
21:46
And so whenever they're researching, we want to capture those people versus paint this
21:51
negative picture.
21:52
Now that doesn't mean I won't do another, you know, cons of Dallas or something like that,
21:57
because it does capture attention.
21:58
I just don't do them, you know, some, some channels, that's all they do, negativity,
22:03
negativity, negativity, and some of those are super high views, you know, and, and, but
22:08
I don't want to, I don't want to default to that.
22:10
I just want to continually provide value, continually educate them on the neighborhoods,
22:15
the suburbs, the areas, and, and also what I do is I just, I, I talk to the viewer, and
22:21
I say the viewer, like the single person that I'm making that video for, and I will mention
22:25
things, and I'll, I'll tell stories of the people that we got under contract in the
22:28
last week, and, and why they made those decisions.
22:32
And so I just let people know, look, if it's a time for you to move, and this is the right
22:35
decision for you and your family, or if you're still a little bit unsure, just give us
22:39
a call, because the thing is, is that we're not going to force you to buy a house, but
22:43
we do need to understand your situation, and we can talk through and see if this is
22:47
a good time for you, depending on, you know, what, whether the rates are what they are,
22:52
or, you know, it just depends, you know, that, again, people make moves all the time, and
22:58
we want to be there, first of all, we want to be the most visible, which means we want
23:02
to provide the most content, or put out the most content, be the most visible, and then
23:06
also provide value behind that.
23:07
So for me, though, also to kind of answer your question, you know, vlog tours, taking
23:13
people out in the neighborhoods, those have always done popular map tours, I was surprised
23:18
by that, just by getting on a screen share and walking people through the map of an area,
23:23
because anybody can do that online, but they can't have your perspective and your feedback
23:28
and your opinions on, you know, things to do.
23:30
Yes, Google may say it's 20 minutes to the airport, but is it really 20 minutes, you
23:34
know?
23:35
And just giving them the inside track.
23:37
So for us, yes, I've done a couple of those in negative videos they've done well, but
23:41
I'd prefer to just continually just try to provide value, and then, and then depending
23:47
on the situation, then I will talk about things that are happening in the market, but I
23:53
tried to embed that in the video versus directing the entire video about that.
23:58
Sure.
24:00
Was this outside of your comfort zone to start doing these tours, you know, no, not
24:07
really.
24:08
The thing is, is that I've been in sales, you know, all those jobs I mentioned earlier,
24:11
we're all sales jobs, and the thing is, is I've always enjoyed meeting with people,
24:17
talking with people, but what I realized, and that's what I didn't want to make the
24:21
same mistake going into real estate, is that every time I did that before, it was all
24:24
one to one.
24:25
And at the end of the day, every conversation that I had with a client was dyed with that
24:30
with that client.
24:31
And so every single day, I started my sales career over every single day.
24:35
And I think that's what a single agent does every single day.
24:39
And so if you don't put that information on video, and the way I view this was, is that
24:43
now I just have a conversation with the camera instead of a person.
24:47
But now, so for in the beginning, was that a little awkward, yeah, because I, you know,
24:52
I was used to feeding off of people's facial expressions, having them ask questions, you
24:56
know, tone out, you know, all that stuff.
24:58
And, and when you're talking to a camera, you have to hold a conversation with the camera
25:04
to be able to make the video engaging, you know, you don't want to be a robot, you don't,
25:09
so I think that was more of the, it wasn't, I had, I never had a fear of the camera.
25:13
I just had to adapt to having a conversation with the camera versus a real person.
25:18
So I think that was the, the challenge for me, but that was also something that I just
25:23
very quickly pretended like, you know, this is my, my best friend sitting right in front
25:28
of me, and I'm going to, you know, show them around town and, and have that conversation
25:31
with them.
25:32
Well, why do you think your channel took off so fast, it makes me curious, because you
25:37
know, I know you know this, there's work that can go into keywords and, you know, some
25:41
nails, those are all important, right?
25:43
But it's not just that.
25:45
I don't know if there's like an easy answer to what make you, what made your channel
25:49
take off fast, but maybe you've got an answer for that.
25:53
Well, I think for, yes, simple things was as I did the research, I, I found out what,
25:58
what were the most searched areas in Dallas, and I started there.
26:01
So that gave me your opportunity to get found sooner and just wing it is the point.
26:05
Right. No, no, I built out a whole business plan before I started, and that's the thing
26:10
is I studied it.
26:11
Once I've decided on YouTube, I studied YouTube for about two months, about 60 days.
26:17
And that's where going back to, I like to call this hyperlearning, because I believe
26:21
you can hyper-learn any subject in this day and age, you know, if you want to be a psychologist,
26:26
you know, you could probably watch YouTube online certificate.
26:30
Yeah, and read books and, and you'll watch some doc, I mean, you could, you could consume
26:36
so much information inside of 60 days, you could probably condense, you know, a four-year
26:40
college degree in 60 days, if you just, yeah, just hyper-learn that.
26:44
And so I just dug into everything I could on YouTube for, for 60 days.
26:49
And then I, so I had a whole plan laid out ahead of me.
26:52
So I knew what I was doing, why I was doing it.
26:54
And now I didn't know if it was going to work or how it was going to work or exactly
26:58
play out, but I just, I didn't question, what, what am I going to do this week or next
27:03
week? I knew, okay, I'm going to start in this suburb, film this video, go to this suburb,
27:07
film that video, and it was a whole progression.
27:09
So from there, the other aspect I would say is that I noticed the couple of agents and
27:14
there were only a couple in Dallas at the time, we're doing one video a week.
27:18
So I just said, I'm going to do three.
27:20
And when you triple everyone else's efforts, not only will you catch them, you'll pass
27:25
them up, you know, especially if they stay at that, at that level of work of what they're
27:31
doing. And so for me, I was extremely consistent for at least the first year and a half on
27:37
three videos a week.
27:38
So I just flooded YouTube with as much Dallas content as possible.
27:44
And so now people, it's very difficult for them to get around that.
27:47
Are you batch filming content?
27:49
I do it at all different types of ways.
27:52
It just depends, like we're talking a little bit offline.
27:55
We've had quite the travel schedule and speaking schedule and podcasts and everything else.
27:59
So, and then, you know, everything else that goes in between.
28:03
And so some days, one day, I'll batch for a whole month and then the month goes by and
28:08
the next thing I know, I'm trying to just film a few videos to get out that week.
28:12
So I'm trying to work on getting better on schedule.
28:16
I wish I could say, oh, every Saturday was this.
28:19
I plant like this Friday.
28:21
I have Friday blocked off for content.
28:22
We already got three meetings that came up that have to happen on Friday, you know.
28:26
And so for me, it's like, all right, I'll just go out this Saturday, no, no problem.
28:30
And I can knock out three or four videos.
28:32
I can sit down in front of the computer.
28:35
If I need to record a 15 minute video, it does take me 15 minutes.
28:38
So literally I could sit down as long as I have my topic and a few bullet points, you know,
28:42
I can, I can knock it out.
28:44
So I haven't missed any content and I would like to get more on a schedule.
28:48
But yes, you know, depending on your schedule and what works for you,
28:52
I don't recommend doing it week by week because if life happens, health happens,
28:57
family happens or real estate happens, then nothing can happen.
29:01
And if you start skipping weeks, I do believe consistency is key, especially in the beginning.
29:07
So I always recommend people film at least a month worth of content ahead of time before they start.
29:12
Now if you can only do three videos a week and then film three videos a week for a month,
29:18
and then publish the first video.
29:20
And then what happens is now you've got your months with the content ahead of you.
29:23
And then you can start filming three videos a week as you go.
29:27
And then you'll, you'll technically stay a month ahead of schedule the whole time.
29:31
But you know, stuff comes up, you'll, you'll miss a week.
29:33
And so that's what starts to put you behind.
29:35
And so yes, you just have to figure out what works best for you.
29:39
And that's either getting on a cadence of doing it every single week or every other week
29:43
or even once a month, which you can do this once a month as well.
29:47
But for me, I also like to get a feel of what's going on, different areas that I want to talk about
29:52
or, you know, things like that.
29:54
So I, you know, I'll, I'll try to stay at least two weeks out ahead of time.
29:59
Okay.
29:59
Um, I noticed you're doing a fair amount of lives as well.
30:03
Um, and they seem to be predominantly interviews.
30:06
But what's the strategy with the lives, what do you want to tell us about those?
30:11
Uh, yeah, I think it's just to change it up a little bit.
30:13
But also, to, to help our community, you know, the people that, that we've been working with,
30:17
help build channels and other states and areas, you know, so that it's not necessarily an interview.
30:23
We've been doing this versus series for a little bit.
30:26
Yeah, I see that by the, the Austin one.
30:28
Yeah.
30:29
Dallas jobs versus the Austin hippies.
30:30
That's good.
30:31
Yeah, yeah.
30:32
Yeah.
30:32
So we had a little fun with that.
30:34
Um, and so, so that's just something that we get a lot of interaction on there.
30:38
And so that's why we do it.
30:39
But it also takes the place of, you know, a piece of content per week.
30:43
So if you're kind of struggling week to week and you're better kind of just, you know,
30:47
talking it up and then you get one or two people on there, which we always have at least two to four people on our
30:53
live, then, then, then you don't have to be the entire content the whole time.
30:57
So, you know, we might get our mortgage broker on there.
30:59
We've gotten a credit guy on there.
31:01
We've gotten, you know, agents we help in other cities to do the versus series.
31:05
So we just like to change it up, give it a little variety.
31:08
And then you just get on there and have fun like we're doing right now.
31:11
And then you don't have to say, and then you can say, okay, that gives me one piece of dedicated content per week.
31:17
And then, you know, you can become kind of like your own, uh, real estate news outlet for your city.
31:24
I mean, that, that's the reality of it.
31:26
And so, so if you start focusing on a live per week and then you have, you know, uh,
31:31
you release a vlog video per week and a map video, that's three pieces of content.
31:35
You're going to, you're going to get some business if you do that and you can stay consistent.
31:40
So the live is really kind of to take the pressure off of just trying to sit down, film something,
31:44
go out and do something.
31:45
But, uh, you know, again, but also get some interaction with there.
31:48
It allows, we've had our own team members on there.
31:51
So it allows people to meet the team, so to speak.
31:54
And so, uh, yeah, we just, we just do all types of variety with that.
31:59
You think interviewing local business owners for lives is a good example?
32:01
No.
32:02
Uh, no.
32:03
Tell me, tell me, because a lot of people have tried to be that digital mayor, you know, yeah.
32:07
I, I just, uh, you, you, you better find somebody that's extremely, but I, I just don't think
32:12
people really care about, you know, uh, barbs coffee shop, you know, it's, it's, it's, on
32:17
you specifically.
32:18
Yeah.
32:19
I mean, what is, what is, and if barb is boring, then, then it really sucks.
32:23
And the video is boring, right.
32:24
Yeah.
32:24
It really sucks.
32:25
And so I think you want to control your content.
32:28
You want to be the, you want to be the curator of that.
32:31
Uh, I know my partner.
32:32
I know the people we bring on, uh, you know, like I said, it's mostly people that are agents
32:37
that are working, helping them with their YouTube channels.
32:40
So I know they're, they're comfortable on camera.
32:41
That's the other thing.
32:42
Sometimes business owners will freeze up, you know, they can't, they can't talk straight.
32:47
Uh, they can't articulate things.
32:49
And so, uh, you can't account for those types of things.
32:51
I just prefer not to do it.
32:53
And I don't think people really, I think people know when they move to Dallas, they will
32:57
find a cool coffee shop, but that's not a priority for them.
33:00
Uh, it's
33:00
actually, yeah, especially to hear about it from, you know, um, nothing, it's marb.
33:05
Either a filter.
33:06
I'm looking at your live topics, these thumbnails, the filter is still through the filter,
33:11
the lens of how does this serve the viewer?
33:14
So like you said, it's comparing Austin versus Dallas or it's, uh, live Q&A with you
33:19
about Dallas, the market crash, investing in fixture credit.
33:22
Like you said, you know, what is the, what are the topics and subjects that people
33:26
who are interested in potentially moving to Dallas, right?
33:29
Or buying and Dallas would be interested in.
33:32
Correct.
33:32
Seems to be.
33:33
Okay.
33:33
Cool.
33:34
Um, real quick then, what about shorts?
33:36
Where does that fit into your strategy?
33:37
Well, now it does significantly since they just did a massive update last month.
33:42
And now search, uh, uh, uh, shorts are searchable content on, on top of that,
33:47
they've separated them, uh, from on feeds.
33:50
So it's a separate tab on your channel.
33:51
So I'm all for some shorts.
33:53
I do believe though you want to build your base up with long form content.
33:57
YouTube is a long form platform, uh, period.
34:01
People go there to research to consume long form content or average
34:04
view durations are nine and a half to 10 and a half minutes on that.
34:08
That's average.
34:09
So, you know, the people that say attention spans are dead these days,
34:12
which is why you can only be a dancing real estate agent on TikTok.
34:15
I say, that's not true.
34:17
You know, people are going to YouTube to specifically watch long form content.
34:21
I mean, most, uh, they talk about Gen Zs and, and these people only being on TikTok.
34:26
I mean, YouTube is like their primary, uh, platform for, for long form consumption
34:31
over anything else.
34:32
No hulu, no Netflix.
34:34
They're going to YouTube on top of that, um, you know, the, uh, the, I think like 64
34:41
percent of Gen Zs or, or kids now between like eight to 15, their goal is to be a
34:47
YouTuber, you know, and so they're, they're consuming this, that content.
34:51
And it's there, but like attracts like, you know, our, our, our clients,
34:56
we attract are between 30 to 50 years old, you know, I'm 43.
34:59
My, my business partners 35 and, and we typically work with 30 to 50 year olds.
35:04
You know, so you will attract your audience, which is people just like you through
35:08
video. So, you know, it's a, it's a, I think it's the, you want to focus on the
35:14
long form content, build your base there, incorporate shorts as you go, but I
35:19
wouldn't make it the primary strategy.
35:21
And then last thing briefly, are you repurposing your long form to other platforms
35:26
now? Uh, we, we do, but we just, we haven't seen a lot of traction.
35:31
I mean, uh, we, we have a TikTok channel, uh, but in that's the thing is, as
35:35
now I've started to create some more specific short form content that can easily
35:40
go to Instagram or, or TikTok or something like that, uh, now that, but, but it's
35:45
still a primary goal for YouTube.
35:47
So I'm creating with YouTube in mind.
35:50
And then we can add it over to the other platforms.
35:52
But it's just not a focus.
35:53
It's more of just having a presence there for us, you know, I'm not saying that's
35:57
the right thing to do, but we're just, we're just doubling down.
36:01
We're trying to go as deep as possible in YouTube, you know, again, because, uh,
36:06
I just know I feel that's where the business is.
36:09
And I think a hundred, yeah, I think a hundred million dollars is, uh, I, I
36:14
still don't know of a lot of people that are doing the volume we're doing from
36:18
any social platform.
36:20
So, so until somebody surpasses us on that volume, if they do that on TikTok,
36:25
I'll, I'll definitely look at some TikTok more in depth.
36:28
So, so you train and coach agents and, you know, you're, you're probably
36:32
building a team of agents.
36:33
I assume.
36:34
Yes.
36:35
So this may, may, may sound like a softball or you may be biased, um, but
36:42
I'm really curious because a lot of agents, as you know, are like, well, where
36:46
should I be on, where should I be social?
36:48
And I'm going to assume this may sound very obvious, but I'm going to assume
36:51
that if you were on your deathbed and you're like, dude, let me tell you the
36:55
one place to be on social, like you'd be telling them YouTube for all the reasons
36:59
we know and you've discussed.
37:01
Would you be saying that?
37:02
Well, I'm, I mean, I, I typically say, uh, I typically say figure out what
37:07
type of person you are, you know, so sometimes I tell you, maybe YouTube is
37:10
not for you.
37:11
So I, I think there's four main types of people.
37:13
There's people, people, you know, people, persons, uh, there's readers and
37:16
writers.
37:17
There's, there's phone call people and there's video people.
37:20
So first of all, figure out which one of those four are you?
37:22
If you're a phone call person, you may love to make cold calls all day.
37:26
You know, you may love to call fist boughs and that just may be your
37:29
thing.
37:30
Maybe you want to talk to people over the phone versus actually see them or
37:33
talk to a camera.
37:34
So if that's you, go do that.
37:35
Now, um, the thing is is that you could set up a camera beside you and
37:39
record those calls and then if you want to ever grow your team or teach others
37:42
how to do that, you'd have all that documented.
37:45
So, um, but you can just document what you're doing.
37:47
So I, I don't know, I just, we were actually bringing a couple onto our
37:51
team that did 50 deals last year from Instagram.
37:54
So, you know, that's their thing and I'm saying that I know people can do
37:58
business from these other platforms.
37:59
And if you feel like Instagram is is a better fit for you and that's where
38:03
you play around all day and you consume Instagram all the time.
38:06
Yeah, it may be the better fit for you.
38:09
So I encourage people to go with the path of least resistance from the fact
38:12
that, um, if it's, if it's easier for you to go, I'm not saying take the
38:16
easy path, but I'm just saying, take the path of least resistance.
38:19
If something is a little bit more natural for you.
38:21
So, you know, if you're a people person, maybe you need to do open houses
38:25
every single weekend and that's your thing.
38:27
You know, and so, so, uh, and you can't make a video to save your life.
38:33
Okay, well, don't look, I believe you can do anything you want.
38:36
However, I also don't believe in being miserable, like forcing yourself to
38:40
be on video every single day if you can't stomach it and you absolutely hate
38:43
it. So, you know, talk to yourself and ask yourself, what do I want to do?
38:48
And if, and if you consume Instagram, play on Instagram, love Instagram,
38:52
then I would say figure out a strategy to monetize that, you know, and figure
38:56
out and learn everything you can about Instagram.
38:59
So, uh, yes, I mean, I still think YouTube is the dominant platform and the way
39:03
to go. However, I also believe in meeting people where they're at, uh,
39:07
with their personality and what's going to be comfortable for them.
39:10
And then, you know, but go all in on that thing and then, and then you can
39:14
branch off elsewhere if you want to, but don't figure out something first,
39:18
dominate one thing and then, and then go from there.
39:21
Awesome. That's a very honest, fair answer.
39:24
Okay. I know we're at the end of our time here and I want to, uh,
39:27
direct people to, if you want to learn more from Levi, he's got tons of
39:31
resources. We're going to put links to all of it in the show notes, his YouTube
39:34
channel, et cetera, but you've got a new book coming out, uh, discover house.
39:38
This is called passive prospecting, dominate your market without
39:41
co-calling chasing clients or spending money on ads.
39:44
Uh, we're going to put a link into that.
39:45
It's passive prospecting.com.
39:47
Is that a free book? Tell me about that real quick.
39:49
How do they get that? Oh, no, no.
39:50
That's going to be, uh, that's, it's 40,000 words.
39:54
So I think, yeah, it's, yeah, it's 160 pages on a, on a, on a Google
40:00
doc. So whatever that's going to turn into on the book format.
40:03
No, it's a legit. Um, we're working with the publisher.
40:06
We got the four, the, I mean, we got Ryan Sirhan to write the forward on
40:10
that book, which is a huge deal for us.
40:14
And the first half of the book, the first nine chapters are the passive
40:18
prospecting principles.
40:19
So why YouTube is so important and why it's so different from everything
40:23
else. And then the, the last five chapters is how to do it.
40:27
We actually walk you through content creation.
40:30
We actually walk you through optimization.
40:31
We actually walk you through, uh, you know, uh, uh, lead generate, uh, you
40:35
know, a lead conversion.
40:37
So we take you through the last five step, the last five chapters, how to do
40:41
that, uh, how to implement it and give you really step by step on it.
40:44
So I think it's going to be, I think it's different than any other type of
40:47
book I've really seen as far as super, uh, nuts and bolts on the back
40:52
end, but on the front end, also explaining all the principles that fall into
40:56
place. So I'm excited about it.
40:57
Now, it's the real deal, but it's, we're going to have it in hard cover and paper
41:01
back. It's going to be available on Amazon.
41:03
We'll have an audible.
41:04
We'll, we'll, we'll have an audio version on audible.
41:06
So all of that's to come.
41:07
Nice. Love it.
41:08
And so for people to learn more, they can go to passive prospecting.com,
41:12
right? Absolutely.
41:13
Yes, Michael.
41:14
We'll put a link into that to the show notes as well.
41:16
Levi, I know you got to jump.
41:17
Let's say goodbye to you.
41:19
Thank you so much for being here.
41:20
This has been an awesome clinic.
41:22
Your kick and ass, obviously, and taking names.
41:24
Appreciate your time.
41:25
And if you want to do a follow up sometime, you know, I appreciate you.
41:28
I just got back up here.
41:29
So yeah, I'm always happy to come back.
41:31
If you want to do a little bit longer, dig a little deeper.
41:34
Oh, yeah.
41:34
We'll do a little surgery on YouTube.
41:36
Let's go.
41:37
Hey, listeners, hope you enjoyed this episode.
41:39
So check out the resources in the show notes.
41:40
We appreciate you tuning in.
41:41
We'll see you on the next one.
41:43
Bye for now.
41:45
Hey, guys, what's up?
41:53
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attracting convert agents into referral partners.
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Plus done for you proven marketing materials and plug and play content to make
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promoting your class, getting agents, butts and seeds, partnering with affiliates.
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Real easy, but that's not all.
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You'll also get access to our weekly mastermind calls with top LOs, authors,
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speakers and coaches to learn the best strategies to grow your business right now
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in today's market.
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And as an extra bonus for limited time for all new members,
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you'll get access to a database of 200 agents in your local market that have
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closed anywhere to from eight to 50 transactions in the last 12 months.
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And we'll provide that list uploaded into our platform for you.
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So you can get off to a fast start in reaching actually productive agents.
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So what are you waiting for?
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You can check out more at mortgagemarketing.pro, see more of the success stories
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there. And if you feel compelled to do so, book a call, we'll have a chat.
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We'll see if it's a fit.
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Don't miss out on this opportunity to take your mortgage business to the next level
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right now, head over to mortgagemarketing.pro.