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Lessons Learned From Our 5 Most Downloaded Episodes Ever · Massive Agent Podcast

• 0:00
  SPEAKER_05: Well, we finally made it, guys.
• 0:01
  SPEAKER_05: Episode 200.
• 0:03
  SPEAKER_05: This is a special show today.
• 0:05
  SPEAKER_05: We're going to break down the top five most listened to episodes ever and and let you listen to some clips from those shows.
• 0:13
  SPEAKER_05: So we have Tarek Elmusa, we have Krista May Shore, we have Matthew Kane and a couple others.
• 0:18
  SPEAKER_05: Um these are the best shows.
• 0:20
  SPEAKER_05: Like you guys have spoken, the audience has spoken and said these are our favorite shows.
• 0:24
  SPEAKER_05: So we're just going to show you the best parts of the best shows from the last three and a half years.
• 0:30
  SPEAKER_06: The Mass Eight Podcast.
• 0:38
  SPEAKER_01: I love to buy houses.
• 0:39
  SPEAKER_01: I like to sell houses.
• 0:56
  SPEAKER_05: What is up, everybody?
• 0:57
  SPEAKER_05: Welcome to episode 200 of the Massive Agent Podcast.
• 1:01
  SPEAKER_05: Damn, that feels good to say.
• 1:03
  SPEAKER_05: Um, I mean, I've been doing this for over three and a half years, almost four years now.
• 1:08
  SPEAKER_05: We started this podcast back in January 2018.
• 1:11
  SPEAKER_05: Really, I recorded the first episode on New Year's Day of 2018.
• 1:17
  SPEAKER_05: And then we launched it a couple weeks later with three three episodes.
• 1:21
  SPEAKER_05: And here we are, 200 episodes later.
• 1:24
  SPEAKER_05: And um, it's crazy.
• 1:26
  SPEAKER_05: We have not this is something I'm super proud of.
• 1:28
  SPEAKER_05: We have not missed a week.
• 1:29
  SPEAKER_05: Every single Thursday morning for the last 200 episodes, we've had a show, and it's been there was one time where I screwed up the AMP on the scheduling, and it didn't it didn't post until like um 12 p.m.
• 1:43
  SPEAKER_05: It didn't post till noon mountain time instead of midnight mountain time.
• 1:46
  SPEAKER_05: So other but it's still posted on Thursday.
• 1:49
  SPEAKER_05: Other than that, it's been pretty uh pretty consistent.
• 1:53
  SPEAKER_05: Now, I've screwed up many things.
• 1:56
  SPEAKER_05: I've I've recorded an episode and uh selected the wrong the wrong microphone so it didn't record shit.
• 2:02
  SPEAKER_05: I've done that.
• 2:03
  SPEAKER_05: Uh we've we've had issues where you know we had to redo stuff, but you guys don't know that, right?
• 2:09
  SPEAKER_05: Unless I tell you, you guys just hear the finished product.
• 2:12
  SPEAKER_05: So I I'm just super proud of the fact that we've been so consistent almost four years straight of podcasts, and um even through all the bullshit, the hard work, the the technical issues on the backside, we've still made it happen.
• 2:30
  SPEAKER_05: Um and I have to thank you guys.
• 2:32
  SPEAKER_05: It would be almost impossible for me to have done this for almost four straight years every single week without you giving me feedback, without hearing from you guys from time to time, whether that's a review left on iTunes, which we're so grateful for, by the way.
• 2:48
  SPEAKER_05: I think we have two or I think we have close to 300 now, which is amazing.
• 2:53
  SPEAKER_05: Absolutely incredible for a real estate, a podcast for real estate agents.
• 2:58
  SPEAKER_05: But um, you know, without getting DMs from you guys on Instagram or, you know, an email here or there, it it'd be like I'm talking to nothing, right?
• 3:07
  SPEAKER_05: So so the I love your feedback.
• 3:09
  SPEAKER_05: I love when you share the episodes in your stories or you tag us in a post on Facebook or Instagram or or whatever.
• 3:16
  SPEAKER_05: Um, that keeps me going because I know, okay, people are listening.
• 3:20
  SPEAKER_05: Um, I know people are listening because I'm looking at the analytics and it's like, wow, there's people listening.
• 3:26
  SPEAKER_05: But those are just numbers on a screen.
• 3:28
  SPEAKER_05: Actually, getting feedback from you guys has been has been key.
• 3:32
  SPEAKER_05: So for everyone that's done that, everyone that's left a review, everyone that's sent a message, anyone that's um connected with me on Instagram at Massive Agent, thank you.
• 3:42
  SPEAKER_05: Um so today I wanted to sum up the last three and a half, you know, almost four years of the Massive Agent podcast, and break down our top five most listened to episodes ever.
• 3:56
  SPEAKER_05: Um, and then at the end, I'm gonna um after that, I'm gonna go over just some of the crazy shit that's happened in my life, what I've learned, some you know, doors that have been opened, doors that have closed, all sorts of craziness that's happened over the last 200 episodes.
• 4:14
  SPEAKER_05: Because uh you guys that have been listening for a while, you know I'm a completely different person.
• 4:18
  SPEAKER_05: I'm a different person than I was last year, let alone four years ago.
• 4:21
  SPEAKER_05: So I've evolved as this podcast has.
• 4:24
  SPEAKER_05: I'm sure you guys hopefully have been evolving as well in the right direction.
• 4:29
  SPEAKER_05: And um, you know, and this show will continue to do that.
• 4:32
  SPEAKER_05: As I continue to change and my priorities change and my perspective, my outlook, all of that changes, this show will continue to evolve.
• 4:40
  SPEAKER_05: I mean, it there's no other way to do it.
• 4:43
  SPEAKER_05: This is this show is a direct reflection of me and what I'm interested in, what I want to talk about, what what I know about, what I'm even able to talk about.
• 4:53
  SPEAKER_05: And so, you know, that's not gonna change.
• 4:56
  SPEAKER_05: I just want to thank you guys, whether this is your first episode ever that you're listening to, or your 200th, thank you.
• 5:03
  SPEAKER_05: Um, just kind of a mind-blowing day.
• 5:07
  SPEAKER_05: Kind of a mind-blowing day.
• 5:08
  SPEAKER_05: We hit we hit 200.
• 5:09
  SPEAKER_05: Next next goal is 200.
• 5:11
  SPEAKER_05: And this year we're gonna hit 500,000 total downloads.
• 5:15
  SPEAKER_05: We'll we'll hit um you know, half a million downloads of the show sometime this year, which is just which is just crazy.
• 5:21
  SPEAKER_05: So um, thank you.
• 5:22
  SPEAKER_05: All right, so as promised, let me break down the top five most listened to Massive Agent Podcast episodes of all time.
• 5:31
  SPEAKER_05: So um I'll I'll go through them here and then we'll dive into each one.
• 5:36
  SPEAKER_05: We'll play some clips from them, um, because I want you guys to hear the best parts from the best episodes.
• 5:43
  SPEAKER_05: And this these are not the best, like I'm not telling you they're the best.
• 5:47
  SPEAKER_05: You guys are telling me these are the best.
• 5:50
  SPEAKER_05: Because when I see these are the top five most listened to, there you go.
• 5:55
  SPEAKER_05: That that's the market, the market is speaking.
• 5:58
  SPEAKER_05: So these are not my top five, these are your top five.
• 6:02
  SPEAKER_05: The number one most listened to episode ever is Krista Mayshore, episode 110.
• 6:07
  SPEAKER_05: The first time she's she's been on the show.
• 6:09
  SPEAKER_05: She's been on recently, she was just on episode 193, just seven shows ago, um, for the second time.
• 6:15
  SPEAKER_05: But episode 110, it's called How One Agent Sold 2000 Plus Homes by Being Different with Krista Mayshore.
• 6:24
  SPEAKER_05: So um that one's incredible.
• 6:27
  SPEAKER_05: The second one, uh, number two in the top 10, How One Agent Sold 40 Homes in their first year as a realtor with Matthew Kane.
• 6:35
  SPEAKER_05: That is episode 122.
• 6:37
  SPEAKER_05: Uh, the top that let's see, number three, the third most listened to episode is with Tarek El Musa, episode 108.
• 6:44
  SPEAKER_05: Tarek El Musa from HGTV's Flipper Flop and Flipping 101.
• 6:49
  SPEAKER_05: It's called How Being a Realtor Can Lead to Much Bigger Opportunities.
• 6:53
  SPEAKER_05: His story's freaking incredible.
• 6:55
  SPEAKER_05: I cannot wait to play those clips.
• 6:56
  SPEAKER_05: I just listened as I was picking the clip for uh you know for that episode, I just listened to the whole damn thing again.
• 7:03
  SPEAKER_05: It's that good.
• 7:05
  SPEAKER_05: Number four, Roger Wakefield, the the number one plumber on YouTube.
• 7:10
  SPEAKER_05: We had him on the show, episode 113, and notice most of these are from early 2020, which is very interesting.
• 7:16
  SPEAKER_05: Yep, almost all these episodes are from sometime in 2020.
• 7:20
  SPEAKER_05: But Tarek Al-Musa was on January or February of 2020, and it's called.
• 7:26
  SPEAKER_05: No, I already said that.
• 7:27
  SPEAKER_05: I already said that one.
• 7:28
  SPEAKER_05: Okay, Roger Wakefield, episode 113, how Realtors Can Crush It on YouTube.
• 7:33
  SPEAKER_05: He tells his story about how doing video, and he gets into specifically how he uses it, has absolutely changed his plumbing business and opened up a whole new career.
• 7:43
  SPEAKER_05: He's the number one plumber on YouTube.
• 7:45
  SPEAKER_05: He crushes it on TikTok and Instagram, and he's now an influencer who's a plumber in Dallas.
• 7:51
  SPEAKER_05: It's incredible.
• 7:52
  SPEAKER_05: Then the then number five, uh, to to wrap up the top five most listened to episodes of all time, episode 111 with Ryan Hill's Exactly What You Need to Start Your Own Video Show.
• 8:05
  SPEAKER_05: And Ryan is the host of the R.E.
• 8:08
  SPEAKER_05: Source TV show that's been going on for well over 10 years now.
• 8:12
  SPEAKER_05: Some great lessons learned from that episode as well.
• 8:14
  SPEAKER_05: We're gonna play these clips in order.
• 8:16
  SPEAKER_05: So we're gonna go with top one, you know, number one, number two, number three, all the way down.
• 8:20
  SPEAKER_05: And before we do that, I have to thank our partners because without uh without our partner support, this show wouldn't be possible.
• 8:28
  SPEAKER_05: You know, they provide resources that let us do what we're doing and then put out social media content and clips from the show and all that.
• 8:35
  SPEAKER_05: So I I have to give a huge shout out on this special episode 200 to follow up boss.
• 8:42
  SPEAKER_05: They are, I believe, the number one CRM for the real estate industry.
• 8:46
  SPEAKER_05: I don't even think it's debatable.
• 8:47
  SPEAKER_05: There's other good ones, but if we're if we're gonna talk about the best, follow-up boss is clearly that.
• 8:52
  SPEAKER_05: I mean, there's a reason why it's no surprise why the biggest teams, the highest producers in our industry, the vast majority of them all use follow-up boss.
• 9:02
  SPEAKER_05: Hmm.
• 9:02
  SPEAKER_05: Probably not a coincidence.
• 9:04
  SPEAKER_05: So if you're if you're an agent that listens to this show and you've been growing along with us over the these last few years, and you're you're bringing on agents, you're doing more deals, you're going from 30 sales to 45, and then from 45 to 70, and you're scaling.
• 9:20
  SPEAKER_05: Well, what if that could be easier?
• 9:22
  SPEAKER_05: And what if it could be made faster, right?
• 9:26
  SPEAKER_05: If you are if you don't have all the right tools to help you do those things, you're actually fighting an uphill battle that you don't need to fight.
• 9:32
  SPEAKER_05: You're actually making it harder.
• 9:34
  SPEAKER_05: You may not know that you're doing it harder, you may not know that you're doing it the hard way, but you are.
• 9:40
  SPEAKER_05: If you're not using follow-up boss, which is literally built for agents to scale, you are creating more uh more difficulty than you need to.
• 9:49
  SPEAKER_05: So the only way to find out is to try it out.
• 9:51
  SPEAKER_05: They're not just gonna give you a week, they're not just gonna give you 14 days, which is what you'd get if you go to their website.
• 9:56
  SPEAKER_05: For this, for this audience, they're giving you 30 days free trial to follow up boss, and you don't even have to put in a credit card.
• 10:03
  SPEAKER_05: I love free trials where I don't have to put in a credit card.
• 10:06
  SPEAKER_05: Like I'm just right now I'm using Hoot Suite Premium.
• 10:10
  SPEAKER_05: It's like a 60-day thing with Hoot Suite, didn't have to put in a credit card.
• 10:13
  SPEAKER_05: That love it.
• 10:15
  SPEAKER_05: They're so confident in their in their product, they're like only sign up if you're if you like it.
• 10:21
  SPEAKER_05: Here's 30 days, try it out.
• 10:22
  SPEAKER_05: So try it.
• 10:24
  SPEAKER_05: Dive in there, okay?
• 10:26
  SPEAKER_05: So to get the 30-day free trial, you need to go to MassiveAnPodcast.com slash follow up boss, massive agentpodcast.com slash follow-up boss, and that's the only place to get the 30-day free trial.
• 10:38
  SPEAKER_05: Otherwise, they give out 14-day free trials elsewhere.
• 10:41
  SPEAKER_05: So um, I I'm so proud to have them.
• 10:44
  SPEAKER_05: I mean, we have the best CRM, the best uh CRM for agents as a partner of the show, and I'm super grateful for that.
• 10:51
  SPEAKER_05: So, follow up boss, thank you for doing what you do and helping us to do um, you know, to keep putting out great episodes and for being such a great resource to help agents within this industry to grow and scale and build teams and and grow their brokerages and all that good stuff.
• 11:06
  SPEAKER_05: So, all right, guys, um, let's get into the the number one listen to episode of all time with Krista Mayshore.
• 11:12
  SPEAKER_05: Um, in this clip, she talks about you know what you should be doing video about.
• 11:17
  SPEAKER_05: And she talks about how she does something very unique for her farming area.
• 11:21
  SPEAKER_05: She's actually published a book.
• 11:22
  SPEAKER_05: She'll talk about why she does that, how she does it, all of that.
• 11:26
  SPEAKER_05: But she does some very specific things so that in her farm area, everyone knows who she is.
• 11:31
  SPEAKER_05: She has a shitload of credibility, and she sells a shitload of homes because of it.
• 11:36
  SPEAKER_05: Let's get into that clip right now with Krista Mayshor from episode 110.
• 11:41
  SPEAKER_01: Okay, so digital marketing is my thing.
• 11:44
  SPEAKER_01: Like I that's I love digital marketing.
• 11:46
  SPEAKER_01: So I use click funnels and landing pages and you know, pretty much all that stuff.
• 11:51
  SPEAKER_01: And video has been my secret weapon, and I know a lot more people are doing video, but most people aren't aren't doing it correctly, right?
• 11:58
  SPEAKER_01: So number one thing any agent can do, whether they're new or they're medium and want they're doing two deals a month and they want to do four, or they're doing a hundred and deals a month and they want to do 300 in a year, right?
• 12:09
  SPEAKER_01: Like this is this is really true.
• 12:11
  SPEAKER_01: I have eight students that have done this, is start utilizing video and dominating a certain area.
• 12:17
  SPEAKER_01: I call it digital location domination.
• 12:20
  SPEAKER_01: So basically take a neighborhood or take a niche, take a subdivision and be the go-to know-all about anything and everything in that community, in that subdivision.
• 12:30
  SPEAKER_01: What are the schools like?
• 12:32
  SPEAKER_01: What, what, what, what are there, what are things to do?
• 12:34
  SPEAKER_01: Where do you go to dinner?
• 12:36
  SPEAKER_01: Where do you eat?
• 12:36
  SPEAKER_01: You know, best place, best dog parks, best trails.
• 12:40
  SPEAKER_01: I mean, you know, what's happen the types of houses, pros and cons to each, why certain ones sell for more and others don't, like what's active, what's pending, what's coming soon, like knowing everything about a particular area, and then doing video can constantly on that area, and then taking it one step further and properly distributing it.
• 13:03
  SPEAKER_01: So the big issue that most people have is they'll do all this video, or they'll do it and they won't do it consistently because they get busy, or they'll do it and they don't see the results right away, so they stop, right?
• 13:13
  SPEAKER_01: But if you do video just by posting it on your Facebook page or your Instagram, or just by posting it on your personal page, Facebook is only allowing the the about 3% of the people to see what you're doing, they're only showing it to people who are already engaging with you.
• 13:28
  SPEAKER_05: Right.
• 13:28
  SPEAKER_01: You want everyone else to see it.
• 13:30
  SPEAKER_01: Your goal is to make sure that everyone else in your entire community sees that content.
• 13:36
  SPEAKER_01: And the only way to do that is to know how to properly utilize those systems.
• 13:40
  SPEAKER_01: If you can do that, and that's part of what we train actually in my coaching program, is like the whole strategy behind everything, you can quickly dominate your sphere.
• 13:51
  SPEAKER_01: So, you know, start using video, start getting it out on these platforms the right way.
• 13:57
  SPEAKER_01: Um, start doing things like right now.
• 13:59
  SPEAKER_01: One of the things that we've done is we we've written I've written a book called The Savvy Seller.
• 14:03
  SPEAKER_01: And now that book is on digital, they can go to a landing page for the savvy seller.
• 14:08
  SPEAKER_01: We're actually taking that that book and we're we're distributing that book to like my farms, right?
• 14:13
  SPEAKER_01: Every single person in my farm is going to get a copy of this book.
• 14:17
  SPEAKER_01: And yes, it's gonna cost me, you know,$7,000 to uh to get the books printed because there's 60 something hundred homes and six thousand something hundred homes, and I'm gonna have to pay to have them delivered.
• 14:28
  SPEAKER_01: But I know that that money is going to turn into just, I mean, like, you know, my goal this year is to do 200 transactions, um, which will be my best year yet.
• 14:37
  SPEAKER_01: And this this book is gonna help me get there.
• 14:40
  SPEAKER_01: No one else is doing that.
• 14:41
  SPEAKER_01: No one else is willing to make the investment, no one else is willing to write the book.
• 14:46
  SPEAKER_01: And this is a book that I've hired a New York Times best-selling um editor, and it has all the 19 years of my experience in it.
• 14:52
  SPEAKER_01: So it's it's not just some cheesy book that you want to put your name on that you should never put your name on if it's not good, right?
• 14:57
  SPEAKER_01: Don't ever do that if it's not awesome because it will hurt you more than help you.
• 15:00
  SPEAKER_01: Right.
• 15:00
  SPEAKER_01: But you know, but I've invested time in it, and so now I'm gonna show my expertise and share my knowledge with my community, and and that's gonna be like I've that's never happened.
• 15:08
  SPEAKER_01: I've never seen anyone do that, right?
• 15:09
  SPEAKER_01: You've got to be willing to do things no one else is.
• 15:12
  SPEAKER_05: Well, that goes back to what you were saying.
• 15:14
  SPEAKER_05: You you made a decision early on that you're going to invest.
• 15:17
  SPEAKER_05: That's one of those big investments.
• 15:18
  SPEAKER_05: And I see, like, I'm thinking of some of the bigger teams here, that the bigger agents here in Salt Lake, and the the ones that you you think of, you know, that that even us agents have top of mind.
• 15:30
  SPEAKER_06: Yeah.
• 15:30
  SPEAKER_05: They advertise on the radio, and they advertise in the outfield of the high school baseball game, and they advertise on Facebook ads, and the uh banner ads on Google, they're freaking everywhere.
• 15:42
  SPEAKER_01: Yes.
• 15:43
  SPEAKER_05: Postcards in the mail, they're everywhere.
• 15:45
  SPEAKER_05: And they've, you know, radio's not cheap.
• 15:47
  SPEAKER_05: Um, just like writing a book, like I'm sure that was extremely expensive.
• 15:51
  SPEAKER_05: But you're right, you're making a big investment to have it pay off 10x later on.
• 15:57
  SPEAKER_05: Uh, one of the one of the biggest takeaways I got from I can't even believe I'm gonna quote him.
• 16:02
  SPEAKER_05: I I'm not a big Grant Cardone fan, but but his 10x book, the biggest takeaway that I think is just gold, is he would just wanted to carpet bomb the internet with him and his brand and be everywhere at all times.
• 16:16
  SPEAKER_05: And that's what you're doing, and it takes an investment of time and effort and money to do it, and it pays off.
• 16:22
  SPEAKER_05: Um, do are you seeing a noticeable like snowballing of the efforts you've made over the last how many years?
• 16:29
  SPEAKER_05: Do you say 19?
• 16:30
  SPEAKER_01: Yeah.
• 16:31
  SPEAKER_05: Over the last 19 years.
• 16:33
  SPEAKER_05: Stuff that you did 16 years ago, are you seeing that that's now like compounding and people are noticing you, they've seen you seven years ago, and then today they're ready to sell?
• 16:43
  SPEAKER_05: Like, are you noticing that that snowballing effect?
• 16:46
  SPEAKER_01: We do things really differently.
• 16:47
  SPEAKER_01: Like, so for one of the things that we do is we run ads like what's your homework?
• 16:50
  SPEAKER_01: And we don't call them that, we name them something different, but everyone knows what that is, right?
• 16:54
  SPEAKER_06: Yeah.
• 16:54
  SPEAKER_01: And we've been doing this for a long time.
• 16:56
  SPEAKER_01: And what when people do this, we don't just give them an you know a print, you know, a digital copy.
• 17:01
  SPEAKER_01: We actually hand deliver a custom home evaluation to their house.
• 17:05
  SPEAKER_06: Nice.
• 17:06
  SPEAKER_01: And then we put them on a six-month, every six months, for them to get a new one.
• 17:09
  SPEAKER_01: We follow that by a handwritten card, we send them postcards of homes in the neighborhood we've sold before, and they go on this whole workflow.
• 17:15
  SPEAKER_01: I have people that will call that will all show up in their house and they've got stacked this higher.
• 17:20
  SPEAKER_01: They've got one or two, and they say, Krista, we got these three years ago, and we wouldn't, we never, you know, we were just thinking about, you know, thinking about our price, and you gave this to us, and now I'm in their front door, right?
• 17:30
  SPEAKER_01: From three years ago.
• 17:31
  SPEAKER_01: So absolutely all of the little things matter.
• 17:34
  SPEAKER_01: And, you know, there's a stat that it, and only 87, 87% of agents after five years leave the business.
• 17:41
  SPEAKER_01: And that's because number one, they're not willing to invest, they're not willing to learn um the strategies and the skills to actually really truly make it in in the business.
• 17:53
  SPEAKER_01: And they don't give it the time that it takes to actually they do something one or two times, they don't see the results, and then they they stop, right?
• 18:00
  SPEAKER_01: Um, and and it's just so sad because I mean, we make amazing money, you know.
• 18:05
  SPEAKER_01: I mean, before I left coaching, I think I did about 1.8 million in real estate sales, right?
• 18:10
  SPEAKER_01: I had sold 154 homes that year.
• 18:12
  SPEAKER_01: It was two years ago.
• 18:14
  SPEAKER_01: Uh, and um, you know, that it was that that's amazing money.
• 18:17
  SPEAKER_01: Most doctors and attorneys, they don't make anywhere near that.
• 18:20
  SPEAKER_01: But it's you know what I'm saying?
• 18:22
  SPEAKER_01: And so you can make such good money, but you have to be willing.
• 18:25
  SPEAKER_01: Like I've always had coaches.
• 18:26
  SPEAKER_01: I've got I've had digital marketing coaches, Facebook specialist coaches, you know, I've traveled the country.
• 18:32
  SPEAKER_01: I remember my dad telling me one time, why are you traveling again?
• 18:34
  SPEAKER_01: Like you're already in the top 1% in the nation.
• 18:36
  SPEAKER_01: And I said, Dad, that's why I'm in the top 1%, because I'm willing to educate myself, you know?
• 18:42
  SPEAKER_05: Yes, that's a good soundbite right there.
• 18:44
  SPEAKER_05: I'm gonna have to mark that one down for a promo of the show.
• 18:47
  SPEAKER_05: Because you're right.
• 18:48
  SPEAKER_05: Like it's not it's not that you want to be there.
• 18:51
  SPEAKER_05: That's why you're there.
• 18:52
  SPEAKER_05: That's why you're one of the one of the top producers out there.
• 18:55
  SPEAKER_05: And if you guys want to hear Krista's latest episode, she was just on the show, episode 193, just seven weeks ago.
• 19:02
  SPEAKER_05: Go look for that.
• 19:03
  SPEAKER_05: Episode 193.
• 19:04
  SPEAKER_05: It's amazing.
• 19:05
  SPEAKER_05: All right.
• 19:06
  SPEAKER_05: Um, number two, the second most listened to episode of the Massive Agent Podcast is with Matthew Kane.
• 19:12
  SPEAKER_05: Matthew, I'm proud to uh to be partnered with him.
• 19:16
  SPEAKER_05: He's one of our agents here um within our team um at our brokerage.
• 19:20
  SPEAKER_05: He's now building his own team, his own group, and he's absolutely thriving.
• 19:23
  SPEAKER_05: When he was first on the podcast, he had just finished his first year, and it's episode 122.
• 19:30
  SPEAKER_05: Uh, by the way, Matthew is a is a realtor in uh Wilmington, North Carolina.
• 19:34
  SPEAKER_05: Um, he used to be at the time we recorded this episode and his second episode, he was a full-time firefighter.
• 19:42
  SPEAKER_05: So he was he was killing it as a realtor while a full-time firefighter.
• 19:47
  SPEAKER_05: Pretty incredible.
• 19:48
  SPEAKER_05: So episode 122, it's called How One Agent Sold 40 Homes in Their First Year as an Agent with Matthew Kane.
• 19:56
  SPEAKER_05: Um his the second episode he was on was episode 150, where he reported back after his second year because spoiler alert, he sold 40 homes his first year, he sold 80 his second, and now he's on track to do even more than that, and he's building a team and he's crushing it, and I believe he's working less than he was before because because he's put some systems in place.
• 20:16
  SPEAKER_05: But that's all spoiler shit.
• 20:17
  SPEAKER_05: Let's go back to after his first year.
• 20:20
  SPEAKER_05: How the hell did he sell 40 homes in his first year?
• 20:22
  SPEAKER_05: He's gonna talk about how he gets reviews from all of his clients.
• 20:26
  SPEAKER_05: How does he do that?
• 20:27
  SPEAKER_05: What does he say to them to prompt those reviews?
• 20:29
  SPEAKER_05: Where does he put them?
• 20:30
  SPEAKER_05: Google, Facebook, which one's best?
• 20:32
  SPEAKER_05: Um, he he talks about the Homes for Heroes program.
• 20:35
  SPEAKER_05: He talks about the KV core website that he that he uses that our brokerage provides, how the automatic lead follow-up and the lead response from KV Core has been a game changer for him.
• 20:47
  SPEAKER_05: And um and a little bit more.
• 20:49
  SPEAKER_05: So let's get into that with Matthew Kane from episode 122.
• 20:53
  SPEAKER_05: So, okay, so once you once you jumped in, you got your own license, you went into business for yourself, uh with you know, outside of this team and obviously with a different company, what what did you do to hit the ground running?
• 21:06
  SPEAKER_05: Like and I mean, give us the whole story.
• 21:09
  SPEAKER_05: Was it was it tough to start?
• 21:11
  SPEAKER_05: Did you find it somewhat easy, or what were those struggles when you first got started?
• 21:16
  SPEAKER_05: And and tell us how you really jumpstarted your whole real estate sales career.
• 21:20
  SPEAKER_02: Yeah, it was uh it was tough to start.
• 21:22
  SPEAKER_02: First few deals were just uh you know family members and and really close friends.
• 21:27
  SPEAKER_02: Uh I focused going into every transaction, uh making it known up front, you know, my goal here is for you to be happy with my service and for you to be happy enough to leave me a positive review, and this is all done.
• 21:39
  SPEAKER_02: Uh those positive reviews accumulated very quickly, you know, and then as did my ranking on Google, Facebook, uh you name it.
• 21:49
  SPEAKER_02: And then I started getting um more organic calls, just people who found me online, and then you know, focused on customer service with them and then you get their referrals.
• 22:00
  SPEAKER_02: And it just escalated extremely quickly for me, especially doing programs like Homes for Heroes.
• 22:06
  SPEAKER_02: You're in my area outside of a major military base.
• 22:10
  SPEAKER_02: You can do a Homes for Heroes program while also giving them the best customer service that you can provide, you're going to be successful.
• 22:20
  SPEAKER_05: So tell us about Homes for Heroes, because I know I know a few agents that have done it.
• 22:25
  SPEAKER_05: How does the program work?
• 22:26
  SPEAKER_05: Because from the outside looking in, it's awesome.
• 22:28
  SPEAKER_05: But like tell us the behind the scenes.
• 22:31
  SPEAKER_02: Yeah, it's it's pretty it's pretty unbelievable.
• 22:33
  SPEAKER_02: It's um you know the they'll they'll say that you get a reward check at closing.
• 22:38
  SPEAKER_02: Uh the reality of the program is that if you work with a Homes for Heroes agent, you are getting 25% of their commission as a thank you for their service.
• 22:46
  SPEAKER_02: No strings attached.
• 22:48
  SPEAKER_02: It's a nice check after closing where you can either apply it towards your closing cost, or if you buy a house that needs some work, you can put it towards uh you know remodeling after the fact.
• 22:59
  SPEAKER_02: It's really 100% up to you.
• 23:01
  SPEAKER_02: There's no catches.
• 23:02
  SPEAKER_02: It's a it's a win-win for everybody.
• 23:04
  SPEAKER_02: And it's really um around here, it's a great tool for me to have.
• 23:09
  SPEAKER_02: Um if I'm running into a client who I've shown some houses, but I can tell they're kind of on the fence about me, uh, it's a pretty good chance that I can qualify anybody in this area for homes for heroes if I really wanted to, and that's a great way for me to lock them in as a client and eventually get the sale.
• 23:27
  SPEAKER_05: So I love it.
• 23:29
  SPEAKER_05: So, how many of the of the deals that you've done so far, how many have been through that Homes for Heroes program?
• 23:36
  SPEAKER_02: Um I did about 40 deals my first year in real estate, and 26 of them were Homes for Heroes.
• 23:45
  SPEAKER_05: Oh wow.
• 23:46
  SPEAKER_02: That's all um you know, Homes for Heroes doesn't give you leads, it's not a lead generation.
• 23:51
  SPEAKER_02: It's uh it's a tool for your toolbox where you can take that and um you know market it yourself.
• 23:59
  SPEAKER_02: And I'm also a first responder, so my network is all first responders.
• 24:04
  SPEAKER_02: I you know support those events that they have, and they see the Home For Heroes, and ultimately they end up reaching out to me.
• 24:11
  SPEAKER_05: Earlier you mentioned how the reviews, you started getting some great reviews, and then you started getting found through Google searches uh or elsewhere from those reviews.
• 24:20
  SPEAKER_05: Are you finding Google is the best source or the best placement of those reviews for you?
• 24:26
  SPEAKER_02: Um, I think Facebook's doing a little bit better for me.
• 24:30
  SPEAKER_02: Um interesting.
• 24:31
  SPEAKER_02: Yeah.
• 24:32
  SPEAKER_05: Wow, okay.
• 24:33
  SPEAKER_02: It's really strange with Google.
• 24:35
  SPEAKER_02: You know, I have um I use EXP's website, great website, great CRM, great combination package all together.
• 24:42
  SPEAKER_02: However, I don't have control over the SEO of that website.
• 24:46
  SPEAKER_02: True.
• 24:47
  SPEAKER_02: Which hurts.
• 24:49
  SPEAKER_02: I have um, I'd say I have uh 30 30 some odd reviews on there right now.
• 24:56
  SPEAKER_02: My first year in real estate, all five-star reviews.
• 24:59
  SPEAKER_02: Yet if you search my city real estate agent, I don't pop up.
• 25:04
  SPEAKER_02: Whereas if you search me on you know Wilmington Realtor on Facebook, I will pop up.
• 25:11
  SPEAKER_02: And I I'm not sure, I'm not sure of what happens behind the scenes there, but for some reason I have more uh I guess a higher relevance score on Facebook than I do Google.
• 25:20
  SPEAKER_05: Interesting.
• 25:21
  SPEAKER_05: Okay.
• 25:22
  SPEAKER_05: So you I assume you have the Google My Business profile set up and all that.
• 25:27
  SPEAKER_02: Yep, yep.
• 25:28
  SPEAKER_02: Nice.
• 25:28
  SPEAKER_02: Yep.
• 25:29
  SPEAKER_02: Uh try to once every other week, I'll post something on Facebook, put that same thing on Instagram, also go ahead and copy it into a Google um Google post and try to keep all my open houses on there, but ultimately I think it comes down to that website that you have.
• 25:46
  SPEAKER_02: So one of my next one of the things on my huge to-do list is to get a real website developer in there, um, build me a new website and start working on that SEO.
• 25:58
  SPEAKER_05: Nice.
• 25:58
  SPEAKER_05: Yeah.
• 26:00
  SPEAKER_05: It's cool that's that really quickly you've noticed that there's different levels.
• 26:03
  SPEAKER_05: Like obviously what you've started with is fantastic.
• 26:06
  SPEAKER_05: And for a lot of agents, that KV core website will be fantastic for years to come.
• 26:11
  SPEAKER_05: But sometimes depending on what you personally are doing and what you want to do and how you want to be found, you outgrow certain things.
• 26:19
  SPEAKER_05: And you've just done that relatively quickly.
• 26:22
  SPEAKER_05: So that's cool.
• 26:23
  SPEAKER_05: And I want every everyone to listen to everyone listening to to realize that uh there's no one size fits all because there's different levels, there's different needs, there's different um you know, where you're at in your career.
• 26:35
  SPEAKER_05: So um all these are considerations.
• 26:37
  SPEAKER_05: That it's not unfortunately, there's just no black or white easy answer to any of it.
• 26:42
  SPEAKER_05: It the answer is it depends.
• 26:44
  SPEAKER_05: Yep.
• 26:45
  SPEAKER_05: You're finding that out because you're out there just doing shit.
• 26:48
  SPEAKER_05: You're just you're just doing it, right?
• 26:49
  SPEAKER_05: Like from the outside looking in, when I see what you put on social media, you're just you're just going, you're just doing it.
• 26:56
  SPEAKER_02: Yeah, why not, right?
• 26:57
  SPEAKER_02: Yeah.
• 26:58
  SPEAKER_02: Yeah, and and even you know, with that website in mind, even if I do pay a developer to really beef up an amazing website for me, I'm not gonna get rid of that KV core website because that website is um you know it's it's useful and it it's a part it syncs up perfectly with KV Core.
• 27:18
  SPEAKER_02: Generating leads, you know, sharing my listings on through my KV core website, it ties back perfectly to the CRM and automatically gets them on drip campaigns.
• 27:29
  SPEAKER_02: I've also noticed that you if you do uh leads through your KV core website, it automatically saves search alerts for them based on what they're looking at, which would not happen if I had my own custom developed website.
• 27:44
  SPEAKER_02: Correct.
• 27:44
  SPEAKER_02: So it's um it definitely has its pros, just holding on to it.
• 27:49
  SPEAKER_02: So um ultimately uh the KV Core website integrates really well, and I can actually see what people are searching for when they search on my KV core website, and it will automatically generate that perfect search alert for the client without me manually having to go into the CRM and add it in there myself.
• 28:10
  SPEAKER_02: So with that in mind, I'd probably never give up that free website, especially because it's free.
• 28:15
  SPEAKER_05: You're right.
• 28:16
  SPEAKER_05: I mean, you you know, some some brokerages will include it.
• 28:19
  SPEAKER_05: Uh EXP is not the only one.
• 28:21
  SPEAKER_05: I know there's there's local uh independent brokerages here in Salt Lake that provide it.
• 28:25
  SPEAKER_05: It's uh it's a great tool.
• 28:26
  SPEAKER_05: The CRM is not perfect, as you know.
• 28:29
  SPEAKER_05: It's not perfect by any stretch.
• 28:30
  SPEAKER_05: It still has some shortcomings, but yeah, a lot of those smart behavior-triggered um things that it does.
• 28:38
  SPEAKER_05: It's a very scientific word there, things.
• 28:40
  SPEAKER_05: Um a lot of those things, like if somebody revisits your website uh within a certain period of time, it'll automatically like send them a certain notification or or it notifies you.
• 28:50
  SPEAKER_05: And and the smart campaigns are really cool.
• 28:52
  SPEAKER_05: Um you're right, you'd have to recreate that from scratch elsewhere.
• 28:55
  SPEAKER_02: It's kind of funny when you have someone on there looking at your website and you don't even realize it, and KV core is texting back and forth with them.
• 29:02
  SPEAKER_02: Not just uh, hey, can I help you with this house?
• 29:05
  SPEAKER_02: They're actually responding to the questions without me even realizing it.
• 29:09
  SPEAKER_02: Yeah.
• 29:09
  SPEAKER_02: So it's it's really neat.
• 29:10
  SPEAKER_02: Yeah.
• 29:11
  SPEAKER_05: So after you go listen to episode 122 with Matthew, go listen to his follow-up episode after his second year as an agent.
• 29:18
  SPEAKER_05: That's episode 150.
• 29:21
  SPEAKER_05: And that is a good one, too.
• 29:22
  SPEAKER_05: That's it.
• 29:23
  SPEAKER_05: That's also in the top 10.
• 29:24
  SPEAKER_05: So that episode's in the top 10.
• 29:26
  SPEAKER_05: Apparently, you guys like Matthew Kane.
• 29:28
  SPEAKER_05: I completely understand why.
• 29:30
  SPEAKER_05: He crushes it.
• 29:30
  SPEAKER_05: He's young, I think he's 30, 31 years old, and uh he's one of the good guys.
• 29:36
  SPEAKER_05: So awesome.
• 29:37
  SPEAKER_05: Uh, number three, uh, the three the thread, the third most listened to episode is with Tarek El Musa from HGTV's Flip or Flop.
• 29:46
  SPEAKER_05: The episode's called How Being a Realtor Can Lead to Much Bigger Opportunities.
• 29:50
  SPEAKER_05: He's gonna in this clip, you're gonna hear him tell the story, and in the you gotta listen to the whole episode, episode 108.
• 29:56
  SPEAKER_05: But he talks about how he he actually started as a realtor.
• 30:00
  SPEAKER_05: He his whole journey into real estate, flipping homes and becoming famous and being seen on People magazine and all this shit, all started with him as an agent.
• 30:09
  SPEAKER_05: Now he was struggling like crazy until he made one decision, he did one thing, and then within 90 days, he made$120,000 in commission and bought a million dollar home.
• 30:21
  SPEAKER_05: Within 90 days.
• 30:23
  SPEAKER_05: 90 days prior, he was broke as a joke.
• 30:26
  SPEAKER_05: Um he tells the story of how he pitched the idea and why he pitched the idea of flip or flop to HGTV.
• 30:33
  SPEAKER_05: And a little spoiler alert here, at that time he had never actually flipped a house.
• 30:39
  SPEAKER_05: He had never actually flipped a home when he pitched this idea.
• 30:41
  SPEAKER_05: And he talks a little bit about that.
• 30:43
  SPEAKER_05: Just an incredible episode, episode 108, our third most listened to episode ever.
• 30:48
  SPEAKER_05: Let's listen in.
• 30:50
  SPEAKER_05: And I've never heard anyone that said they grew up wanting to be an agent.
• 30:53
  SPEAKER_05: It's just not one of those glamorous things.
• 30:56
  SPEAKER_05: Um, that that's interesting.
• 30:57
  SPEAKER_05: Because when I got out of high school, I was kind of doing the same shit.
• 31:00
  SPEAKER_05: Uh, detailing cars, call centers, customer service, build collections.
• 31:05
  SPEAKER_03: That that's the hustle, and that's the hustle you need to be a successful real estate agent.
• 31:09
  SPEAKER_03: And yeah, like I still scream at the top of my lungs.
• 31:11
  SPEAKER_03: And real estate is the, in my opinion, is the absolute best business in the world.
• 31:15
  SPEAKER_03: There are so many things you can do with it, there are so many different ways to make money, and the long-term financial wealth you can create is just amazing.
• 31:23
  SPEAKER_05: Yeah, and and I'm so I'm glad that we can talk to you about that because it it's really not sad, but well, yes, but it's it's frustrating to me how so many agents are just too tunnel vision on just doing transaction after transaction forever, and they don't realize if they got hurt, if they got sick, if they if they couldn't go open doors and and take listing appointments, they'd have no income.
• 31:49
  SPEAKER_05: It's not a business.
• 31:50
  SPEAKER_05: You're running your own job at that point, and it's scary.
• 31:53
  SPEAKER_03: Exactly.
• 31:54
  SPEAKER_03: And and the crazy thing to me, man, is like the majority of real estate agents, they don't invest in real estate, they don't buy real estate, they're so focused on chasing that next commission deal, they're missing out on the big picture, right?
• 32:08
  SPEAKER_03: You build your real estate sales business, you get that commission, you invest your commission, you create a real estate portfolio.
• 32:14
  SPEAKER_03: It's a process, and I see so many agents out there just passing up on opportunities because they're so blinded by that next commission check.
• 32:22
  SPEAKER_05: Right.
• 32:23
  SPEAKER_05: And I know what that's like.
• 32:24
  SPEAKER_05: I did that for most of my career.
• 32:25
  SPEAKER_05: I absolutely relate.
• 32:27
  SPEAKER_05: Yeah, it's but but to your point, and and you're a perfect example, real estate is one of the best industries to lead to other things or or to move on to like you know, take another step, or or take, you know, do this.
• 32:41
  SPEAKER_05: Um, and let's let's talk about that real quick.
• 32:43
  SPEAKER_05: So so I heard something crazy in the Passionate Few podcast with Omar, what's his last name?
• 32:49
  SPEAKER_03: Elatar.
• 32:50
  SPEAKER_05: Yes, that.
• 32:51
  SPEAKER_05: Um great interview.
• 32:53
  SPEAKER_05: And because I I didn't know your story prior to that, but you you got into real estate, you became an agent with uh you went to Wise Old Al Real Estate School.
• 33:01
  SPEAKER_05: You made a hundred grand in your first 90 days, is that right?
• 33:05
  SPEAKER_03: No, I actually know.
• 33:06
  SPEAKER_03: So it was my first six months in the business, man.
• 33:10
  SPEAKER_03: I was struggling, I wasn't making any money.
• 33:12
  SPEAKER_03: The manager is telling me to hold stupid open houses and sit at the up desk.
• 33:17
  SPEAKER_03: And and I was just, you know, like I tell real estate agents all the time, you can be the most motivated, hardworking, driven person in the world.
• 33:24
  SPEAKER_03: But if you don't know what to do, you're never gonna do anything.
• 33:27
  SPEAKER_03: So I find myself super motivated, super uh hungry, and completely lost.
• 33:32
  SPEAKER_03: And, you know, I went really broke, and and one day, I'll make the story short, I stumbled across something called expired listings, and I learned about expired listings because I was working out of my real estate office, and I remember hearing these two ladies uh next to me that had been in the business like 900 years telling me how stupid agents were to get real estate coaching.
• 33:52
  SPEAKER_03: And and I remember being a kid, I'm like, wait a minute, what is this coaching shit you're talking about?
• 33:56
  SPEAKER_03: I didn't know what coaching was, and I kept listening and then I heard the name and uh it was Mike Ferry.
• 34:02
  SPEAKER_03: I'm sure everybody's heard of Mike Ferry.
• 34:03
  SPEAKER_03: So I signed up for Mike Ferry coaching at the time I was living in my mom's garage because she had rented out my bedroom and I couldn't afford the$300 a month in rent.
• 34:12
  SPEAKER_03: Like it was really tough times.
• 34:14
  SPEAKER_03: So it was a make or break point of my life.
• 34:16
  SPEAKER_03: I had to make a decision, man.
• 34:17
  SPEAKER_03: Am I am I going 100 million percent real estate, give it one last shot, or am I just sticking with college?
• 34:23
  SPEAKER_03: And I decided to go for real estate and I committed to 90 days of my life of six days a week of 12 to 14 hour days, just hustling expired listings.
• 34:31
  SPEAKER_03: I do I set one goal at a time and I obsessed over expired.
• 34:34
  SPEAKER_03: And you know, I was a 21-year-old kid, went from being completely broke in a garage, not being able to pay my bills, to 90 days later, man, under earned$120,000 in real estate commissions and bought a million-dollar house, and and that was it, man.
• 34:48
  SPEAKER_03: Well, I thought I made it at the time.
• 34:50
  SPEAKER_05: I I love that because it shows that no matter how long you've been in the business, it doesn't have to be right from the beginning.
• 34:56
  SPEAKER_05: You can do something different, you can choose to do something different and have it really, really work out in a big way in a short period of time.
• 35:03
  SPEAKER_05: Um, can agents still do that today?
• 35:06
  SPEAKER_03: Absolutely, one million percent.
• 35:09
  SPEAKER_03: It's like I always talk about business and I simplify everything, man.
• 35:12
  SPEAKER_03: Business is nothing more than a numbers game.
• 35:15
  SPEAKER_03: How in the world did we end up on this podcast?
• 35:17
  SPEAKER_03: I don't know, you either reached out to me or I reached out to you.
• 35:20
  SPEAKER_03: Right.
• 35:21
  SPEAKER_03: It's the same thing with business.
• 35:23
  SPEAKER_03: You want to get more deals, you gotta talk to more people.
• 35:27
  SPEAKER_03: That's it.
• 35:27
  SPEAKER_03: It's a mathematical equation.
• 35:29
  SPEAKER_03: That's how I look at it.
• 35:30
  SPEAKER_05: Right.
• 35:31
  SPEAKER_05: Yeah, it it just takes effort and commitment in doing shit.
• 35:34
  SPEAKER_03: And here and here's the here's the thing.
• 35:36
  SPEAKER_03: Here's the mindset that got me through it.
• 35:37
  SPEAKER_03: My mindset wasn't, oh, I'm gonna call these expired listings, I need to list their house.
• 35:41
  SPEAKER_03: Shit, they said no, they said I'm an idiot, they hung up on me.
• 35:44
  SPEAKER_03: I didn't care because my goal wasn't to get listings, my goal wasn't to make money.
• 35:50
  SPEAKER_03: My only goal was to make contacts.
• 35:53
  SPEAKER_03: And I learned early on, if I make contacts, I'll make appointments, and if I make appointments, I'll get listings.
• 36:00
  SPEAKER_03: If I get listings, I'll make commissions.
• 36:02
  SPEAKER_03: So my I was super hyper focused on the contacts.
• 36:06
  SPEAKER_05: Because that's what you can control.
• 36:07
  SPEAKER_05: You can't control the results, you can't control how many appointments you get.
• 36:10
  SPEAKER_05: You you can control the actions.
• 36:12
  SPEAKER_03: Exactly.
• 36:13
  SPEAKER_05: Love it.
• 36:14
  SPEAKER_05: That fantastic advice.
• 36:15
  SPEAKER_05: Um let let's fast forward a little bit.
• 36:18
  SPEAKER_05: So so you did well with real estate.
• 36:21
  SPEAKER_05: When did you when did you transition to flipping?
• 36:25
  SPEAKER_05: Because I I is this right?
• 36:27
  SPEAKER_05: When you when you pitched the idea for flipper flop, and I don't, it was probably not even called that then, but uh when you pitched the idea, you you you had never even flipped a home.
• 36:36
  SPEAKER_05: Is that right?
• 36:36
  SPEAKER_03: So when I flipped my house flipping TV show, I had never actually flipped a house.
• 36:41
  SPEAKER_03: And uh I got the idea by going to a Mike Ferry real estate convention back in uh I think it was early, I think it was 2010.
• 36:52
  SPEAKER_03: And um I was sitting at the back of this convention, there was like 5,000 people, and there were two seats opened up in the front row.
• 36:58
  SPEAKER_03: So my buddy was uh vice president of Coba Banker or prudential, actually, and he texted me, he's like, hey man, two seats open up in the front row, I'll save them for you if you want them.
• 37:06
  SPEAKER_03: And I remember I remember thinking, uh, we were in Las Vegas, I wasn't feeling well, had a rough night.
• 37:11
  SPEAKER_03: I was like, front row, I'm like, you know what, forget it, let's do it.
• 37:14
  SPEAKER_03: Ended up sitting in the very front row of this convention, and all these guys that were sitting in the front roll row were like the ballers, right?
• 37:20
  SPEAKER_03: You know, the guys in the front row of the convention, the seven-figure earners, the guys with the Rolls Royce, the Bentleys, and all the shit we want.
• 37:26
  SPEAKER_05: Right.
• 37:27
  SPEAKER_03: And at the break, they came up to me and my ex-wife, and they're like, Who are you guys?
• 37:30
  SPEAKER_03: Like, what are you doing up here?
• 37:31
  SPEAKER_03: Because they thought we were players, and we weren't players, but you fake it till you make it.
• 37:34
  SPEAKER_03: So we were dressed nice and we had, you know.
• 37:36
  SPEAKER_03: Um, but long story short, there's this guy named Brady Sondell out of Palm Springs.
• 37:41
  SPEAKER_03: He was telling me how he had a local TV show, and he'd go to the grocery store and people would recognize him and he'd get deals and he'd make money.
• 37:48
  SPEAKER_03: And then it hit me the next minute the next day.
• 37:50
  SPEAKER_03: I was like, you know what?
• 37:51
  SPEAKER_03: I was like, this guy makes money on TV on a local cable show.
• 37:54
  SPEAKER_03: I'm like, if I can get us on TV, there's opportunity.
• 37:58
  SPEAKER_03: I know there's something.
• 37:59
  SPEAKER_03: So then I hyper for I just had a split second decision.
• 38:03
  SPEAKER_03: Bam! I need to get us a TV show.
• 38:05
  SPEAKER_03: And within seconds, I looked over to my wife at the time and I said, I'm gonna get us a TV show.
• 38:09
  SPEAKER_03: She's like, TV show about what?
• 38:10
  SPEAKER_03: I was like, flipping houses.
• 38:11
  SPEAKER_03: She's like, What are you talking about?
• 38:12
  SPEAKER_03: You're crazy because we had just bought our first flip a few days before and we hadn't started demo.
• 38:18
  SPEAKER_02: Gotcha.
• 38:19
  SPEAKER_03: So I had this crazy idea.
• 38:20
  SPEAKER_03: I sent an email to production companies.
• 38:22
  SPEAKER_03: They said, send me a bio, and I ended up shooting it as the home video.
• 38:26
  SPEAKER_03: I pitched it to the production company.
• 38:28
  SPEAKER_03: They loved it.
• 38:28
  SPEAKER_03: We did a two-day professional shoot.
• 38:31
  SPEAKER_03: It went well.
• 38:31
  SPEAKER_03: They pitched it to HGTV.
• 38:34
  SPEAKER_03: And uh for the first year, or no, maybe it was like eight, nine months, none of the networks wanted the show.
• 38:40
  SPEAKER_03: We we pitched it to everybody, and I'll never forget it was getting that call back in 2011 from the production company.
• 38:46
  SPEAKER_03: So I was on the a golf course, Black Gold golf course in your Valinda, and they're like, You're not gonna believe this, but HGTV just picked us up for a pilot.
• 38:54
  SPEAKER_03: And uh, and then the story gets better.
• 38:56
  SPEAKER_03: So not only did I pitch a house flipping show before I even flipped a house, here's what else I did.
• 39:01
  SPEAKER_03: So we shot the pilot, it went really well.
• 39:04
  SPEAKER_03: Within weeks after submitting it, they're like, We want a full we want a full season.
• 39:09
  SPEAKER_03: So they ordered 13 episodes in 10 months, right?
• 39:13
  SPEAKER_03: And at the time I had only flipped three houses the entire year, right?
• 39:18
  SPEAKER_03: So now I was supposed to do three times the amount of houses in a less amount of time on TV.
• 39:25
  SPEAKER_03: Few problems.
• 39:26
  SPEAKER_03: One, I didn't have money, two, I didn't know how to flip houses, and three, I didn't know how to find houses.
• 39:31
  SPEAKER_03: So of course I signed the contract, yeah, and I made it happen.
• 39:36
  SPEAKER_05: So, how does that work then?
• 39:37
  SPEAKER_05: So, like that's fully on you to find the deals and to actually do them and to find the contractors and everything, and they just record the process.
• 39:45
  SPEAKER_03: That's it.
• 39:46
  SPEAKER_03: They're my houses, I fund them, I fix them, I flip them, I pay for them, they're all mine.
• 39:50
  SPEAKER_05: Because I know that there is for you know, all of us who aren't in that business, we just we see what we see and we hear what we hear, and you know, the internet talks, and it's like, oh, this is all scripted, this is all fake, you know, blah blah blah.
• 40:02
  SPEAKER_05: Um, he's probably not even doing this or whatever.
• 40:04
  SPEAKER_05: Um, it do you think that the it that it's much more real, like much more, much more real than the than the perception of uh they don't even call it reality TV.
• 40:15
  SPEAKER_03: I mean I mean I mean there m there I know like there are a lot of shows out there that are bullshit shows.
• 40:20
  SPEAKER_03: No, these are my houses.
• 40:21
  SPEAKER_03: I found these houses, I bought these houses, I paid to fix these houses, design these houses, and I sell these houses, and they document the process.
• 40:27
  SPEAKER_03: There might be a little thing here or there that uh you know we enter into the show, but in general, no, it's it's a real deal.
• 40:33
  SPEAKER_03: Like these are my houses.
• 40:34
  SPEAKER_03: I've done I think right around 500 flips now.
• 40:37
  SPEAKER_05: So the heat was on, the pressure was on to learn how to do this to find the deals.
• 40:41
  SPEAKER_03: Yeah, and and like you know, like people there's so many people out there like bitching about where they're at in life and struggling, and it's like you just gotta go all in.
• 40:48
  SPEAKER_03: And I had no idea how I was gonna accomplish flipping 13 houses on TV in 10 months.
• 40:53
  SPEAKER_03: And uh, you know, I just dug really deep and I committed working 18, 19, 20 hour days until I figured it out.
• 41:01
  SPEAKER_03: And you know what?
• 41:02
  SPEAKER_03: I figured it out.
• 41:03
  SPEAKER_05: You did in a big way, and and so now you flipped like what 500 homes or more?
• 41:09
  SPEAKER_05: 500 that's incredible.
• 41:11
  SPEAKER_05: What so at the beginning, go back to when you were first like, oh shit, I've gotta I've gotta flip all these homes, like now.
• 41:18
  SPEAKER_05: Um, what was the hardest part about learning that?
• 41:21
  SPEAKER_05: Was it finding the contractors that are reliable?
• 41:24
  SPEAKER_05: Was it finding the financing, finding the deals?
• 41:26
  SPEAKER_05: What was the hardest part?
• 41:28
  SPEAKER_03: The hardest part was being able to work 18 to 20 hours straight with 100% intensity because I had to.
• 41:38
  SPEAKER_05: Yeah.
• 41:38
  SPEAKER_03: Um at the time I couldn't buy properties that were occupied because I couldn't wait for the eviction process because I was on a timeline for the show, so I had to buy vacant houses.
• 41:46
  SPEAKER_03: And at the time, I was still, you know, I was working the business all day and I had to go bid on properties that were going to the auction, and I can only bid on properties that were vacant because I couldn't afford the eviction.
• 41:57
  SPEAKER_03: It took too long.
• 41:58
  SPEAKER_03: So every night I'd leave my house after working all day at around 10 o'clock at night.
• 42:02
  SPEAKER_03: And I used to drive throughout Southern California until about 4 a.m., driving by all the homes that were going to auction the next day to look for, you know, cars in the driveway, overgrown lawn, anything that might tell me that nobody lives in the house.
• 42:14
  SPEAKER_03: So I did that for a while, and that's how I made it happen.
• 42:18
  SPEAKER_05: And if you guys have been following Tarek, he's he's on a rocket ship.
• 42:22
  SPEAKER_05: I mean, he's built a personal brand.
• 42:24
  SPEAKER_05: He now has multiple shows.
• 42:25
  SPEAKER_05: Those shows have spin-offs, he's built education companies, he started a team, he's um he's joined EXP Realty, and he's building a team uh with us as well, and he's just doing some amazing stuff inside the real estate industry and out.
• 42:40
  SPEAKER_05: Super cool, and it was awesome to have him on the show.
• 42:42
  SPEAKER_05: He's uh he's one of the good guys as well.
• 42:45
  SPEAKER_05: Uh number four, our fourth most listened to episode, episode 113.
• 42:50
  SPEAKER_05: 113, how realtors can crush it on YouTube with Roger Wakefield, the YouTube plumber, the number one plumber on YouTube.
• 42:57
  SPEAKER_05: Roger is such a good guy.
• 42:59
  SPEAKER_05: If you guys want to want some ideas for how to use social, go to Roger Wakefield's Instagram.
• 43:06
  SPEAKER_05: Absolutely incredible.
• 43:07
  SPEAKER_05: Roger's Instagram, he does such an awesome job.
• 43:10
  SPEAKER_05: Um, he finds other videos and then comments on them.
• 43:14
  SPEAKER_05: And and he's crushing it on Instagram now, um, you know, in addition to his YouTube.
• 43:18
  SPEAKER_05: So he's he's doing social media right, and he's a great one to follow.
• 43:23
  SPEAKER_05: Um, but in this clip from episode 113, he talks about this big decision that he made by going to a conference.
• 43:29
  SPEAKER_05: He went to social media marketing world, and big decisions are made at big events.
• 43:35
  SPEAKER_05: He made one, he's gonna explain what that was, and and then he's gonna talk about starting to do video for the first time.
• 43:41
  SPEAKER_05: Because I know a lot of you guys are still you're doing some video, but you're like, How do I really do this?
• 43:46
  SPEAKER_05: Like, how do I commit?
• 43:47
  SPEAKER_05: What do I need?
• 43:48
  SPEAKER_05: Do I need a fancy camera?
• 43:49
  SPEAKER_05: Do I need this or that?
• 43:50
  SPEAKER_05: He talks about some of that.
• 43:51
  SPEAKER_05: And if you want to hear more than this clip, of course, go to episode 113.
• 43:55
  SPEAKER_05: But let's listen in now.
• 43:56
  SPEAKER_00: And I went home that weekend.
• 43:58
  SPEAKER_00: Uh, I didn't even stay for The entire conference.
• 44:00
  SPEAKER_00: I had to leave before the keynote because I had a radio show the next morning.
• 44:04
  SPEAKER_00: So I'm going through my notes on the way home.
• 44:06
  SPEAKER_00: I do the radio show the next morning.
• 44:08
  SPEAKER_00: I come back to the office, go through my notes, get to church the next morning, take my wife back home, come back to the office, go through notes.
• 44:15
  SPEAKER_00: When my wife and my stepson, who's my marketing officer, when they came in the next morning, I said, We're changing the way we do everything.
• 44:22
  SPEAKER_00: And we started planning on putting out three videos a week starting the beginning of the next month, and we've been consistent about it.
• 44:29
  SPEAKER_00: And it's man, it's been amazing.
• 44:31
  SPEAKER_05: That's incredible.
• 44:32
  SPEAKER_05: Uh I love going to conferences and events because just like you did, big decisions are made at big events.
• 44:41
  SPEAKER_05: And you have to be in the room in order to be moved to make that decision.
• 44:47
  SPEAKER_05: Um, you know, a virtual live stream of an event is cool if you just need the information.
• 44:51
  SPEAKER_05: But Roger, it's not just about the information, it's about the power of the information and and it moving you to make a move in some direction.
• 45:00
  SPEAKER_05: So that that doesn't surprise me.
• 45:02
  SPEAKER_05: Um social media marketing world is a cool event.
• 45:05
  SPEAKER_05: I was there in 2017, I believe.
• 45:08
  SPEAKER_05: And you know, the party on the USS Midway is always cool.
• 45:11
  SPEAKER_00: Oh my god.
• 45:11
  SPEAKER_00: That they did the last one they did was the first one I was at.
• 45:14
  unknown: Okay.
• 45:15
  SPEAKER_00: I will never forget that night.
• 45:16
  SPEAKER_00: So that was two years ago.
• 45:17
  SPEAKER_00: It's the last time they did the Midway.
• 45:19
  SPEAKER_00: Oh, they don't do it anymore?
• 45:20
  SPEAKER_00: No, and I mean it broke my heart last year because that's the thing I remembered most, is like this was a party.
• 45:27
  SPEAKER_05: Yes, yes.
• 45:28
  SPEAKER_05: I mean, how cool is that?
• 45:30
  SPEAKER_05: You're on an aircraft carrier.
• 45:31
  SPEAKER_05: Um that that's interesting.
• 45:34
  SPEAKER_05: I so you can actually look back at a moment in time when you you had this pivot point, this decision, this um, you know, you're like, this is the the direction we're going.
• 45:44
  SPEAKER_05: Let's fast forward a little bit.
• 45:46
  SPEAKER_05: Well, actually barely.
• 45:48
  SPEAKER_05: Let's barely fast forward.
• 45:50
  SPEAKER_05: Once you started down that road, you know, I don't want to, I don't just want to glance over what that was like because so many people get stuck at that stage.
• 46:00
  SPEAKER_05: They decide, they make a big decision.
• 46:02
  SPEAKER_05: Hey, I'm gonna do this.
• 46:03
  SPEAKER_05: I'm gonna launch a website, I'm gonna do a blog, I'm gonna start doing video, whatever.
• 46:08
  SPEAKER_05: Um, and then they get stuck.
• 46:10
  SPEAKER_05: And then they never actually do it or they don't do it long enough.
• 46:13
  SPEAKER_05: Tell me about the process or your experience when you started doing videos.
• 46:19
  SPEAKER_00: You know, the the thing you said, Dustin, it's not that they get stuck, it's they come back to the office like I did when I walked in Monday morning.
• 46:28
  SPEAKER_00: I could have just said, oh wow, look, plumbing is going on.
• 46:31
  SPEAKER_00: Yeah, I gotta get right back into plumbing.
• 46:33
  SPEAKER_00: Yeah, life is happening.
• 46:34
  SPEAKER_00: Yeah, it is, and it does.
• 46:35
  SPEAKER_00: It it man, it jumps up and it bites us on the butt and and it's right there.
• 46:39
  SPEAKER_00: You can't get rid of it.
• 46:40
  SPEAKER_05: Yeah.
• 46:41
  SPEAKER_00: But what happened to me is I literally sat in this conference and I thought, look, I can listen to this and and write it all down and go home Monday and be a plumber and not worry about it, or I can do something.
• 46:55
  SPEAKER_00: And it's funny because to me, I mean, I'm a plumber, it's all about my tools.
• 47:00
  SPEAKER_00: If I do a bad job, it's not because I had bad tools, it's because I didn't use my tools the right way.
• 47:07
  SPEAKER_00: And I look at what I learned at social media marketing world as tools.
• 47:12
  SPEAKER_00: Michael Stelsner has put together an event that gives people the tools they need to change their lives.
• 47:18
  SPEAKER_00: And I decided I'm changing my life.
• 47:20
  SPEAKER_00: This is what I'm gonna do.
• 47:22
  SPEAKER_00: And I didn't have any idea I would be where I'm at now.
• 47:26
  SPEAKER_00: I literally thought, I'm tired of getting ripped off by OPM marketing companies, other people's money.
• 47:32
  SPEAKER_00: All they do, you know, as a plumber, when you walk in and say, Well, how much money have you got?
• 47:37
  SPEAKER_00: What's that got to do with how much you charge?
• 47:39
  SPEAKER_00: Well, how much do you want your phone ringing?
• 47:41
  SPEAKER_00: It's this much money, more money.
• 47:43
  SPEAKER_00: And that's all it ever was.
• 47:45
  SPEAKER_00: And I decided I want to learn social media.
• 47:48
  SPEAKER_00: I want to learn to build relationships, I want to learn not to sell, but to give people value, and then they want to buy from me.
• 47:58
  SPEAKER_05: To attract.
• 47:59
  SPEAKER_00: It's amazing.
• 48:00
  SPEAKER_00: And get people's attention and give them something of value, and then they're like, you build that trusted advisor relationship, and man, you're y'all are hooked up forever.
• 48:10
  SPEAKER_05: What was the hardest part about starting?
• 48:13
  SPEAKER_00: You know, I'm really lucky because Will, my stepson, and Julia, my wife, man, they were on board.
• 48:20
  SPEAKER_00: When I came in and talked about it, they were like, okay, we're gonna do it.
• 48:24
  SPEAKER_00: You know, I I'd almost say that the hardest part is just turning on the phone and doing it, getting started, buying the the and I say the computer camera, but we've advanced from that beyond now.
• 48:36
  SPEAKER_05: But some of us.
• 48:38
  SPEAKER_05: I'm still using my MacBook camera for this.
• 48:40
  SPEAKER_05: And and you know what I know what you mean.
• 48:42
  SPEAKER_00: So my first my first purchase was going out and buying a Logitech Bravia 1080 camera.
• 48:49
  SPEAKER_00: And and even I started out before that with the 922.
• 48:52
  SPEAKER_00: But I'd seen other people doing it.
• 48:54
  SPEAKER_00: I was like, okay, and well and I were laughing so hard.
• 48:57
  SPEAKER_00: We went back the other day and looked at some of our old videos, and we were, we just started laughing.
• 49:01
  SPEAKER_00: It's like, oh my God, can you believe we put that out?
• 49:04
  SPEAKER_05: Right.
• 49:04
  SPEAKER_00: But you know what?
• 49:06
  SPEAKER_00: We did put it out, and you know what?
• 49:07
  SPEAKER_00: I don't care, and I'm not taking it down.
• 49:08
  SPEAKER_00: You want to go back and laugh at it, go laugh at it.
• 49:11
  SPEAKER_00: Learn that, look, you don't have to be perfect to start, but in order to get perfect, you've got to start.
• 49:17
  SPEAKER_00: And man, we're never gonna be perfect, and we understand that.
• 49:20
  SPEAKER_00: We're still having problems.
• 49:22
  SPEAKER_00: We I did a LinkedIn live stream a while ago, LinkedIn Live.
• 49:26
  SPEAKER_00: And our we finally hooked it up to our new cameras, and it's lagging a little bit.
• 49:31
  SPEAKER_00: And it's like, okay, look, we're not perfect, guys.
• 49:34
  SPEAKER_00: We're trying to get there.
• 49:35
  SPEAKER_00: We're we have problems every day.
• 49:37
  SPEAKER_00: But we're not just gonna say, look, we're not gonna do this today because we're lagging.
• 49:40
  SPEAKER_00: You know what?
• 49:41
  SPEAKER_00: Let's go.
• 49:41
  SPEAKER_00: If you don't like the video, man, come back next week.
• 49:43
  SPEAKER_00: We'll see if we can have it fixed.
• 49:45
  SPEAKER_05: Yes.
• 49:46
  SPEAKER_05: Yeah, there's no such thing as perfection.
• 49:48
  SPEAKER_05: It so I think a lot of people they want to get it right, they want to make it perfect before they launch it.
• 49:54
  SPEAKER_05: Well, how are you gonna do that?
• 49:55
  SPEAKER_05: Like, are you gonna be the like are you gonna be the Lance Armstrong of cycling before you start riding a bike?
• 50:03
  SPEAKER_05: Like you you've got to start riding a bike to learn how to do it to become better at it.
• 50:08
  SPEAKER_05: Like it's we have the cart before the horse.
• 50:10
  SPEAKER_00: Well, the first time he climbed on a bicycle, he didn't win Lamont.
• 50:14
  SPEAKER_05: Right.
• 50:14
  SPEAKER_05: Exactly.
• 50:15
  SPEAKER_05: It doesn't happen.
• 50:16
  SPEAKER_05: No, it takes a lot of repetition and practice, and and there's even more variables than that.
• 50:22
  SPEAKER_05: But what's good about marketing and what we're doing is you do not have to be the best in the world, you don't have to be the single best video producer the world's ever seen to win in a very, very big way.
• 50:35
  SPEAKER_05: We're talking about local markets.
• 50:37
  SPEAKER_05: You know, you went you showed up at social media marketing world, which is a nationwide event, as the only plumber.
• 50:45
  SPEAKER_05: Uh you're just trying to get more business in the Dallas Fort Worth area.
• 50:49
  SPEAKER_05: Like it we forget that we don't need to win at this global level.
• 50:55
  SPEAKER_00: But here's the deal, and think about it this way, and you nailed it.
• 50:59
  SPEAKER_00: I should and not even Dallas Fort Worth, I'm in Richardson.
• 51:02
  SPEAKER_00: Matter of fact, the town you were in, Garland, that's where I grew up at.
• 51:05
  SPEAKER_00: Yeah.
• 51:06
  SPEAKER_00: So I'm in a little suburb, and I say little, Garland's 250,000 people.
• 51:10
  SPEAKER_00: Richardson's probably 150.
• 51:12
  SPEAKER_00: So I'm just out northeast of Dallas.
• 51:15
  SPEAKER_00: I'm not even trying to hit Dallas Fort Worth.
• 51:18
  SPEAKER_00: I'm trying to hit this little bitty area over here.
• 51:21
  SPEAKER_00: But, and we did this at the event the other day.
• 51:25
  SPEAKER_00: People that real estate agents that would come up later and talk to me and say, How do I find you?
• 51:28
  SPEAKER_00: It's like, you know what?
• 51:29
  SPEAKER_00: While you're here, pull out your phone if you've got YouTube on it, go to the search bar, put in plumbing.
• 51:34
  SPEAKER_00: And my channel was the first thing to come up.
• 51:36
  SPEAKER_00: And they're like, oh God.
• 51:38
  SPEAKER_00: So that's like that's like being on the first page of Google.
• 51:40
  SPEAKER_00: It's like, oh, I know.
• 51:42
  SPEAKER_00: You know.
• 51:43
  SPEAKER_00: I've paid for that real estate, let me tell you.
• 51:46
  SPEAKER_00: When I say I've paid for it, it's not an ad.
• 51:48
  SPEAKER_00: We have worked hard to be on the first page of YouTube.
• 51:53
  SPEAKER_00: And it's by learning and doing it and repeating what it is we do every time we fire up the camera.
• 51:59
  SPEAKER_05: I absolutely love Roger Wakefield.
• 52:01
  SPEAKER_05: Um, he's he's branded his his beard or his mustache now.
• 52:05
  SPEAKER_05: And you have to go see Roger Wakefield over on Instagram.
• 52:08
  SPEAKER_05: He's he's hilarious.
• 52:10
  SPEAKER_05: He's branding himself and his his mustache.
• 52:13
  SPEAKER_05: Um, just incredible.
• 52:14
  SPEAKER_05: So he he's now built a brand above and beyond just being a plumber in Dallas Fort Worth into this giant brand that's doing amazing stuff throughout uh throughout his industry and even outside of his industry.
• 52:26
  SPEAKER_05: And then finally, the fifth most listened to episode of all time, rounding out the top five.
• 52:32
  SPEAKER_05: Exactly what you need to start your own video show with Ryan Hills, the host of the RESource TV show.
• 52:39
  SPEAKER_05: Um he tells the story about starting out rough.
• 52:42
  SPEAKER_05: Like, even though they've been doing the show for 10 years and most people in the industry have seen it, have seen some of their content by now, whether you're on the mortgage side or the real estate side, you've probably seen RESource TV content, but it didn't start out that way.
• 52:55
  SPEAKER_05: He tells the story of how it started out rough, and then he talks about how um, you know, getting sponsors are really only one way to monetize your show.
• 53:03
  SPEAKER_05: He talks about all the amazing things that have happened, all the upside that can happen from having your own show.
• 53:09
  SPEAKER_05: I mean, earlier I gave a shout out to our sponsor, Follow Up Boss.
• 53:14
  SPEAKER_05: You know, they've been a great partner, and it's um, you know, we do some synergistic stuff together, which is really cool.
• 53:21
  SPEAKER_05: But there's so much more than just that.
• 53:23
  SPEAKER_05: I've been, you know, I told you that I'd tell a little bit more about what's happened with me um since I started the show.
• 53:30
  SPEAKER_05: I've started a team with EXP Realty.
• 53:32
  SPEAKER_05: I'm no longer personally selling homes, I'm referring them out to others.
• 53:36
  SPEAKER_05: I'm still active and everything, but I now have buyers' agents and listing agents listing homes locally, and then I'm just supporting agents in, I believe, 35 states now, and um, and a couple in Canada.
• 53:49
  SPEAKER_05: And and that's just been huge.
• 53:51
  SPEAKER_05: The amount of leverage that I now have has been incredible.
• 53:54
  SPEAKER_05: That is a direct result of the influence that I'm building and the credibility that I'm building because of this show.
• 54:01
  SPEAKER_05: So I this topic of starting your own show and everything it can do for you is huge.
• 54:06
  SPEAKER_05: So let's jump into that clip right now from episode 111 with Ryan Hills.
• 54:11
  SPEAKER_05: Dude, that's what we did.
• 54:12
  SPEAKER_04: We just failed for the last 10 years and learned from our failure and just try to get better, try to get better editing, try to craft a better message, try to distribute better.
• 54:20
  SPEAKER_04: And it's because we didn't give up that we, you know, eventually got to a nationwide show, and we now we travel and speak to agents and loan officers because we just failed.
• 54:30
  SPEAKER_04: We just continued to fail and got better through our failures, man.
• 54:32
  SPEAKER_04: We didn't know what to do day one, back to your original question.
• 54:35
  SPEAKER_04: We had no idea.
• 54:36
  SPEAKER_05: Yeah.
• 54:37
  SPEAKER_05: So you started the show as a as just for the local market, right?
• 54:41
  SPEAKER_05: Like when you when you first started, was it just you wanted to get more business, you wanted to get more deals?
• 54:48
  SPEAKER_05: Was it did you have the consumer in mind or agent partners or both?
• 54:53
  SPEAKER_05: And did you ever even think that it would go national and you'd be able to like be a an industry leader at some point?
• 55:00
  SPEAKER_04: No, not at all.
• 55:01
  SPEAKER_04: That was not even a strategy, wasn't even a thought.
• 55:05
  SPEAKER_04: Uh it was really like we we were treading water, man.
• 55:09
  SPEAKER_04: Like we just wanted to survive.
• 55:10
  SPEAKER_04: I didn't want to get out of the business, and you know, necessity is the mother of invention.
• 55:15
  SPEAKER_04: So that was like our all-in.
• 55:17
  SPEAKER_04: Like we had to survive.
• 55:19
  SPEAKER_04: We had to keep our head above water, and we we didn't even think about the consumer back then.
• 55:23
  SPEAKER_04: We were just like, I know agents can send loan officers business, so let's try to connect with them.
• 55:29
  SPEAKER_04: And we just did that, and it was, I don't know, RC's over here.
• 55:33
  SPEAKER_04: How many years later, but it it's so long ago a couple years later, I was fishing in Alaska, and I love this trip.
• 55:42
  SPEAKER_04: I do it every year pretty much.
• 55:44
  SPEAKER_04: You know, because we're always, if you're realtor or lender, you're connected to your phone, your email, like you were Uber connected.
• 55:51
  SPEAKER_04: In Alaska, I go out in the bush where you can't be connected, so it forces you to slow down.
• 55:56
  SPEAKER_04: And I love fishing.
• 55:57
  SPEAKER_04: So for a week, I was out there, no running water, no electricity, no phone, just fishing with the bears and the moose and stuff was amazing.
• 56:04
  SPEAKER_04: Nice.
• 56:04
  SPEAKER_04: So I get picked up uh on this little cabin out in Alaska.
• 56:08
  SPEAKER_04: It's at the base of Mount McKinley, which is pretty dope.
• 56:10
  SPEAKER_04: And this little tiny plane picks me up, and we're flying back to Anchorage, and my phone starts, you know, getting signals.
• 56:16
  SPEAKER_04: So all my messages for the week start popping in and emails.
• 56:20
  SPEAKER_04: And one message was from a guy named Frank Gray.
• 56:24
  SPEAKER_04: If you don't know, Frank and Brian back then had and still have one of the biggest and most watched shows in real estate and lending called um it was Think Big Work Small back then.
• 56:35
  SPEAKER_04: Now it's the National Real Estate Post.
• 56:37
  SPEAKER_05: Oh, I didn't know that they had a different name.
• 56:40
  SPEAKER_04: Yeah, yeah.
• 56:41
  SPEAKER_04: All of our shows that I was talking about earlier were on the Think Big Work Small server that and they switched over to National Real Estate Post.
• 56:47
  SPEAKER_04: So, anyways, that was like the Johnny Carson, if you will, of the mortgage and real estate video like space.
• 56:54
  SPEAKER_06: Yeah.
• 56:54
  SPEAKER_04: And that guy calling us out of nowhere, going, Hey, we've seen your stuff.
• 56:59
  SPEAKER_04: Again, not no intention for the videos to be watched outside of Puala.
• 57:04
  SPEAKER_04: They're in California.
• 57:05
  SPEAKER_04: So this dude calling, which is again like you know, the joke is the Johnny Carson of the mortgage video space, was like, What in the world?
• 57:12
  SPEAKER_04: Like, you've seen our stuff?
• 57:14
  SPEAKER_04: Oh, yeah.
• 57:15
  SPEAKER_04: And we want you to guest host because we're they were getting really, really busy.
• 57:17
  SPEAKER_04: They were, they became mortgage rock stars and they were traveling the country, and that just blew me away.
• 57:22
  SPEAKER_04: Like, we're just trying to tread water and keep our business going.
• 57:26
  SPEAKER_05: Wow.
• 57:26
  SPEAKER_04: And we get this call from like the best of the best.
• 57:30
  SPEAKER_04: I mean, they they've hundreds of thousands of subscribers and followers and views and millions of views, and they want us to guest host.
• 57:36
  SPEAKER_04: Yeah, and that was like the coolest.
• 57:38
  SPEAKER_04: That was like the first moment where the idea got bigger, and from there, you know, we started actually tracking, we figured out what an analytic was, and then started tracking them.
• 57:49
  SPEAKER_05: What is an analytic?
• 57:51
  SPEAKER_05: Yes.
• 57:51
  SPEAKER_04: What is this thing?
• 57:52
  SPEAKER_04: Oh wow, we were, you know, people are watching in different states.
• 57:56
  SPEAKER_04: Yeah, you know, that that was crazy.
• 57:58
  SPEAKER_04: Why are they watching in different states?
• 57:59
  SPEAKER_04: And then then we started thinking bigger, like, well, how can we make this work?
• 58:04
  SPEAKER_04: Initially, it was just to stay stay relevant in Puala, but now other people are watching, and so it grew or organically.
• 58:11
  SPEAKER_04: Like one of our failures that we still have, we struggle with distribution, and we our show's grown like the most organ organically, like slow way.
• 58:23
  SPEAKER_04: It's basically word of mouth.
• 58:25
  SPEAKER_04: Like, hey, have you seen the RE source?
• 58:26
  SPEAKER_04: And we still run to people every day that have never seen it after 10 years.
• 58:30
  SPEAKER_04: And I I want to be offended, but I just go, that's an opportunity for for us to find another person that wants to join our community.
• 58:37
  SPEAKER_04: But it really is like we it's just like word of mouth, and we've we're trying to get better at you know having bigger strategies to really pull in the masses versus just waiting for that slow word of mouth to grow our audience.
• 58:50
  SPEAKER_05: But thank God you have options available to you if you choose by having a local show.
• 58:56
  SPEAKER_05: It's not just uh closing more loans and selling more homes.
• 58:59
  SPEAKER_05: There's more to it.
• 59:00
  SPEAKER_05: You can recruit to your brokerage, you can recruit locally, nationally, you can recruit uh other loan officers if that's what you're doing, if you're an LO.
• 59:08
  SPEAKER_05: There's just so much great stuff that that can come your way.
• 59:11
  SPEAKER_04: And that's a really interesting uh and important point that you made because there's other ways to leverage your influence in your show.
• 59:20
  SPEAKER_04: And so while we haven't turned on like premium content and advertiser strategies, you know, I have most people don't know the second part of the story for the show.
• 59:30
  SPEAKER_04: Is you're right, that's put me people, realtors and both lenders started watching.
• 59:34
  SPEAKER_04: I started having influence there.
• 59:36
  SPEAKER_04: And so I went from just RC and I to I think it was about year two or three, hired the first loan officer and then the second.
• 59:44
  SPEAKER_04: And now realtors are also coming and wanting to work with us and and you know, kind of mastermind with us.
• 59:50
  SPEAKER_04: So we're getting their business.
• 59:51
  SPEAKER_04: Then the third and the fourth and the fifth loan officer.
• 59:54
  SPEAKER_04: And the show has helped grow our team up to, I'm super proud, we've closed a half a billion dollars in loans last year, 500 million from two two knuckleheads in Puallop just trying to tread water and and stay afloat.
• 1:00:09
  SPEAKER_04: We, you know, we have one of the most efficient and successful teams in in the mortgage base.
• 1:00:14
  SPEAKER_04: I'm proud of that.
• 1:00:15
  SPEAKER_05: That is the perfect way to wrap things up because I was gonna ask you what has happened.
• 1:00:21
  SPEAKER_05: And I mean, we've been talking about it the whole time, but uh specifically, like has your show led to closing more loans or growing a branch or or whatever.
• 1:00:31
  SPEAKER_05: And and it so to hear that it has and that you've been able to do half a billion in loans in loan production is just ridiculous.
• 1:00:38
  SPEAKER_05: But had you let's see, had you just done it for three months and decided and oh, I haven't recruited anyone yet and quit, never would have happened.
• 1:00:49
  SPEAKER_05: You guys just decided to stick with it.
• 1:00:51
  SPEAKER_05: The last question I want to ask was there ever a point where you did quit, wanted to quit?
• 1:00:58
  SPEAKER_05: Uh what did that look like?
• 1:00:59
  SPEAKER_05: Like, bro, where does that happen?
• 1:01:02
  SPEAKER_04: Every day, yes, every day, man.
• 1:01:04
  SPEAKER_04: It's a grind.
• 1:01:05
  SPEAKER_04: Again, back to working out this morning.
• 1:01:06
  SPEAKER_04: I didn't want to.
• 1:01:08
  SPEAKER_04: And all I tell myself to continue with my workout journey is just get out of bed.
• 1:01:14
  SPEAKER_04: Just get out of bed, put you know what I mean, and then okay, now I get dressed.
• 1:01:18
  SPEAKER_04: Okay, now I'm driving to the gym and now I'm working out.
• 1:01:20
  SPEAKER_04: Every day, man, it's a grind.
• 1:01:22
  SPEAKER_04: And and as you get success, I mean, running a$500 million team is more than a full-time job.
• 1:01:28
  SPEAKER_04: And coming out with something interesting, I mean, it turned into speaking opportunities across the nation, which we love to do, and so we have a nice speaker fee, you know.
• 1:01:37
  SPEAKER_04: So that's cool.
• 1:01:38
  SPEAKER_05: Right.
• 1:01:39
  SPEAKER_04: Um, we got one coming up in Oregon.
• 1:01:41
  SPEAKER_04: We'll we'll be there.
• 1:01:42
  SPEAKER_04: And so it's definitely turned into the so many different opportunities.
• 1:01:47
  SPEAKER_04: Every day, man, I'm like, yeah, this is tough.
• 1:01:49
  SPEAKER_04: Just like anybody else, like I just want to be like, ah, I've I've worked too hard.
• 1:01:54
  SPEAKER_04: It's been a decade.
• 1:01:55
  SPEAKER_04: We'll let these younger guys take over.
• 1:01:56
  SPEAKER_04: I'm good.
• 1:01:57
  SPEAKER_04: I'll just coast.
• 1:01:58
  SPEAKER_04: So yeah, it's a struggle every day.
• 1:01:59
  SPEAKER_05: But and you just do it anyways.
• 1:02:01
  SPEAKER_04: I just do it anyways.
• 1:02:02
  SPEAKER_04: It's like working out, man.
• 1:02:03
  SPEAKER_04: All I say is get out of bed.
• 1:02:05
  SPEAKER_04: And in and having good people like uh RC and Mickey and Aaron that are part of the RE source, they push me too, man.
• 1:02:11
  SPEAKER_04: So it's important to have a good team.
• 1:02:13
  SPEAKER_04: Accountability goes both ways.
• 1:02:14
  SPEAKER_04: So they can tell when I'm lagging.
• 1:02:16
  SPEAKER_04: Maybe I traveled for work, maybe I traveled for a speaking gig and I came back on Thursday night, and I'm like, yeah, bro, we're probably not gonna come out with one on Monday.
• 1:02:24
  SPEAKER_04: They're like, Yeah, yeah, we are.
• 1:02:25
  SPEAKER_04: Dude, need to rally.
• 1:02:27
  SPEAKER_04: Need you.
• 1:02:28
  SPEAKER_05: Accountability.
• 1:02:28
  SPEAKER_04: Yeah, and that pushed me.
• 1:02:30
  SPEAKER_04: So um, can you throw those stats up?
• 1:02:32
  SPEAKER_04: I wanted to share that because it was really cool.
• 1:02:33
  SPEAKER_04: This is an old stat, as far as like, you know, again, you were like, hey, after month three, did you want to quit?
• 1:02:40
  SPEAKER_04: Yeah, of course we did.
• 1:02:42
  SPEAKER_04: You know, but none of the none of the rest of the story that we shared would have happened.
• 1:02:44
  SPEAKER_04: We wouldn't have got the phone call to guest host a national show.
• 1:02:47
  SPEAKER_04: But just in Facebook, to give you an idea, you know, if you if you have consistency, uh, what is the stat?
• 1:02:55
  SPEAKER_04: So 8,400 hours over just this is the last 24 months, just in Facebook, the the channel of Facebook, not YouTube or Instagram, anything else, uh, 8,400 hours have been spent in Facebook consuming our content.
• 1:03:07
  SPEAKER_04: I share that not to brag, but to fire people up.
• 1:03:10
  SPEAKER_04: Like when you put stuff out to the world and you do it right, it gets consumed.
• 1:03:14
  SPEAKER_04: So 8,400 hours just over the last two years have been spent, you know, people across the nation consuming our content.
• 1:03:21
  SPEAKER_04: You could go to uh what's on the yeah, RC's asking me to quantify that better.
• 1:03:28
  SPEAKER_04: So 8,400 hours is the equivalent of 350 days.
• 1:03:31
  SPEAKER_04: So basically a year, you'd have to pay somebody 24-7 for a year to sit there and consume 8,400 hours worth of content.
• 1:03:38
  SPEAKER_04: That's that's pretty cool.
• 1:03:39
  SPEAKER_04: It's exciting.
• 1:03:41
  SPEAKER_04: Um similar channel on on so the website, we have a website as well.
• 1:03:45
  SPEAKER_04: It's uh about the same, about 8,500 hours, basically another year just than that.
• 1:03:50
  SPEAKER_04: That's what those are totally different views.
• 1:03:52
  SPEAKER_04: Uh more time spent on the on the website itself.
• 1:03:56
  SPEAKER_04: And then the real cool stat is the YouTube channel because that's been around a long time.
• 1:04:01
  SPEAKER_04: If you believe it or not, 2.3 million minutes have been spent consuming our content.
• 1:04:06
  SPEAKER_05: That it's when I hear stuff like that, it just boggles my mind how there's still agents, still lenders that refuse to use these tools.
• 1:04:17
  SPEAKER_05: That's all these platforms are.
• 1:04:19
  SPEAKER_05: They are tools to amplify what you want to amplify.
• 1:04:23
  SPEAKER_05: Yep.
• 1:04:24
  SPEAKER_05: And they're not that's cool.
• 1:04:26
  SPEAKER_04: That is so cool, man.
• 1:04:27
  SPEAKER_05: Yeah, I mean, the million of anybody is amazing.
• 1:04:30
  SPEAKER_04: Yeah.
• 1:04:31
  SPEAKER_04: Like it's you know, if I'm listening, I'm like, okay, I'm not there yet, but again, just get out of bed.
• 1:04:37
  SPEAKER_04: You got to start somewhere, you gotta, you know, implement that that habit, and people will consume your content, man.
• 1:04:43
  SPEAKER_04: It's so easy now to get it out there.
• 1:04:45
  SPEAKER_04: We had we had we were trailblazers, and everybody thinks being a trailblazer is fun.
• 1:04:49
  SPEAKER_04: It's not like you get cut up, you know, if you're first through the bush and you're knocking it down, like you get cut up, you get scratches.
• 1:04:56
  SPEAKER_04: Like we had to learn this stuff the hard way and fail forward.
• 1:04:58
  SPEAKER_04: And you know, thankfully, you know, it's a lot easier now.
• 1:05:02
  SPEAKER_04: But we've, you know, people like yourself and and the already source and savage have kind of put that blueprint out there, and those are 10 years of failures that you guys just get a start where we where we've basically finished and go, okay, I'm gonna leverage what they've talked about because we share all our success on the show.
• 1:05:17
  SPEAKER_04: We we shot a show years ago called Respecting the Psychology of Social Media and the Importance of how and why you'd want to you know deliver your content in each of those streams.
• 1:05:27
  SPEAKER_04: Like there's no secrets, man.
• 1:05:29
  SPEAKER_04: We're talking about everything we do every day on the show.
• 1:05:31
  SPEAKER_05: And that's that's what we just did here.
• 1:05:33
  SPEAKER_05: I mean, yeah, you basically give in the roadmap and all the context and all the secrets to anyone who wants to do it.
• 1:05:40
  SPEAKER_05: Now they literally the only variable is will they?
• 1:05:44
  SPEAKER_04: Yeah.
• 1:05:44
  SPEAKER_05: Will they do it?
• 1:05:46
  SPEAKER_05: Yep.
• 1:05:46
  SPEAKER_05: And it yeah, it's it's just like a lack of information is not a valid excuse anymore.
• 1:05:52
  SPEAKER_05: It's just not.
• 1:05:52
  SPEAKER_05: There's Google, there's YouTube, there's asking other people who have already done it, and there's just a lack of desire, a lack of work.
• 1:06:00
  SPEAKER_05: Willingness to seek that information out.
• 1:06:02
  SPEAKER_05: That's it.
• 1:06:02
  SPEAKER_05: That's what separates those that do and those that don't.
• 1:06:04
  SPEAKER_05: Yep.
• 1:06:06
  SPEAKER_05: And there it is, guys, the top five most listened to episodes of the Massive Agent Podcast of all time.
• 1:06:13
  SPEAKER_05: I'm really interested to see over the next year or two, you know, as we add another hundred episodes.
• 1:06:18
  SPEAKER_05: I mean, that's almost two years.
• 1:06:20
  SPEAKER_05: As we add another hundred episodes to this at episode 300, will any of these still be in the top five?
• 1:06:26
  SPEAKER_05: I bet, I bet some of them are, but um we plan on really leveling up in a very big way.
• 1:06:32
  SPEAKER_05: Um more guests and bigger guests, um, more unique shit.
• 1:06:38
  SPEAKER_05: And and I'm just gonna get more authentic with you guys.
• 1:06:40
  SPEAKER_05: Um, you've probably noticed if you are a regular listener to the show, you know, I've I've grown a lot.
• 1:06:47
  SPEAKER_05: Um man, if you if you go back and listen to episode one, episode two, what a shit show.
• 1:06:53
  SPEAKER_05: Like it it's crazy.
• 1:06:54
  SPEAKER_05: Um, I'm certainly not gonna delete them because I think it's important for you guys to see where I was and and where I am now, because it it's all a journey, guys.
• 1:07:04
  SPEAKER_05: Just like what Ryan was talking about.
• 1:07:06
  SPEAKER_05: Like you have to grow into these things, you have to learn along the way, and you have to give it time.
• 1:07:10
  SPEAKER_05: I've done that with the show.
• 1:07:11
  SPEAKER_05: I think I'm a pretty dang good podcast host now, and uh and a I'm a decent interviewer.
• 1:07:17
  SPEAKER_05: I'm a hell of a lot better than I was back then, and you could even hear it in some of those clips.
• 1:07:21
  SPEAKER_05: You're like, that doesn't sound like him now.
• 1:07:23
  SPEAKER_05: Well, good.
• 1:07:24
  SPEAKER_05: I'm glad it doesn't sound like me now, but that was me then.
• 1:07:26
  SPEAKER_05: I've grown, right?
• 1:07:28
  SPEAKER_05: Um there's just so much, so much has happened since starting the show.
• 1:07:34
  SPEAKER_05: Speaking at conferences, um, different sponsorships and partnerships with with big brands within our industry, uh people just meeting, becoming friends with so many of these influencers within our industry that that a lot of agents look up to as like, wow, they're uh that's a personality or a big coach or or an influencer within our industry.
• 1:07:56
  SPEAKER_05: A lot of them are friends of mine now.
• 1:07:58
  SPEAKER_05: Just because I've had them on the show, or I've been on their show, or you know, we're we're kind of all doing big stuff together, that's a direct result of this show.
• 1:08:07
  SPEAKER_05: I'd never be able to do that if I didn't have my own podcast.
• 1:08:10
  SPEAKER_05: It's crazy.
• 1:08:11
  SPEAKER_05: Like it's it's I'm just reflecting back.
• 1:08:15
  SPEAKER_05: You guys have also noticed that this show has grown to more than just lead gen, more than just you know, how which website to choose and all that.
• 1:08:23
  SPEAKER_05: We talk a lot about how to program your mind, like how to how to think correctly, how to um not correctly, but how to think in empowering ways, how to train your mind to be a top producer, how to how to prepare your mind so that you naturally, like easily and effortlessly go from 20 sales this year to 75 next year.
• 1:08:45
  SPEAKER_05: If you can program your mind so that that's just normal, then you just subconsciously start doing the shit that gets you to 75 sales.
• 1:08:54
  SPEAKER_05: It's wild stuff.
• 1:08:55
  SPEAKER_05: Like, and you look back at it, you're like, I didn't do anything big and drastic.
• 1:08:59
  SPEAKER_05: Well, you did, you you changed your mindset, you reprogrammed your mind, and you've noticed we talk a lot more about that because I've been going through that journey personally, my wife and I.
• 1:09:08
  SPEAKER_05: That's been incredible.
• 1:09:09
  SPEAKER_05: Um, my wife is starting a podcast soon for moms, and um, I think we have the the name dialed in.
• 1:09:16
  SPEAKER_05: It's gonna be awesome.
• 1:09:18
  SPEAKER_05: Um, for you know, my wife has grown so much over the last four years as well, definitely the last year, um, as we've been working on our mindset and a training, uh, a training, attending trainings about mindset.
• 1:09:31
  SPEAKER_05: Um, you know, it's it's brought her to the point where she's like, I have a story to tell.
• 1:09:35
  SPEAKER_05: Uh, there's all these moms out there that are struggling like I was, and that have gone through all the same shit I did.
• 1:09:41
  SPEAKER_05: I need to start a podcast and tell them, hey, here's here's a path forward.
• 1:09:45
  SPEAKER_05: And so I'm super proud of her.
• 1:09:46
  SPEAKER_05: Once she's once she launches her podcast, I will be sharing the shit out of it, of course.
• 1:09:51
  SPEAKER_05: So um, I'm excited for you guys to hear about my wife's show.
• 1:09:55
  SPEAKER_05: That's gonna be pretty cool too.
• 1:09:56
  SPEAKER_05: But um I just want to say thank you one last time for listening to the show.
• 1:10:01
  SPEAKER_05: If if you received any value at all from today or any other show, if you learned something or you you thought, um, that was a good point, or you found something interesting, please share it.
• 1:10:12
  SPEAKER_05: Okay, we this is a free show, but there is a fee.
• 1:10:15
  SPEAKER_05: The fee is that we ask you to share it if you get value.
• 1:10:19
  SPEAKER_05: Um leave us a review, go to iTunes um to make it easy.
• 1:10:22
  SPEAKER_05: You can just do massive agentpodcast.com slash review.
• 1:10:26
  SPEAKER_05: And if you use iTunes, also known as Apple Podcasts, you can leave a review really quick.
• 1:10:31
  SPEAKER_05: Um, you know, a rating with a number of stars takes you two seconds or 30 seconds if you want to actually write us a review and let us know what you love about the show.
• 1:10:40
  SPEAKER_05: That helps us grow.
• 1:10:41
  SPEAKER_05: So we really appreciate you helping us grow because you, I see you as a partner, not just a listener, but a partner, because we can't grow without you.
• 1:10:50
  SPEAKER_05: Please share the show.
• 1:10:52
  SPEAKER_05: That's all we ask of you if you get any value from it at all.
• 1:10:55
  SPEAKER_05: If you don't, if you're like this is shit, well then don't share it.
• 1:10:58
  SPEAKER_05: Like, you don't want to be sharing shit.
• 1:10:59
  SPEAKER_05: But if you do enjoy it, please share it with your team, put it on Facebook, tag us, you know, do something to help other agents and loan officers, brokers within our industry learn about this show.
• 1:11:12
  SPEAKER_05: If you do that, I promise you in about two years we'll be back with episode 300 as a much bigger, much uh better show for you.
• 1:11:21
  SPEAKER_05: Thank you guys so much.
• 1:11:22
  SPEAKER_05: Episode 200 is in the books.
• 1:11:25
  SPEAKER_05: It's been a blast.
• 1:11:26
  SPEAKER_05: I'll be back next week with 201.
• 1:11:28
  SPEAKER_05: That's what we do, just week after week.
• 1:11:31
  SPEAKER_05: Thank you guys.
• 1:11:32
  SPEAKER_05: Take care of this.