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How to Make Videos Your Ideal Clients ACTUALLY Want to Watch · Massive Agent Podcast

• 0:00
  SPEAKER_00: Whenever I hear an agent say that they don't know what to post, I already know that's not the real problem.
• 0:04
  SPEAKER_00: Okay.
• 0:05
  SPEAKER_00: The real problem is they don't know exactly who they're talking to.
• 0:08
  SPEAKER_00: So if you haven't gotten that specific about exactly who your ideal client is, then you're gonna struggle.
• 0:14
  SPEAKER_00: Okay.
• 0:14
  SPEAKER_00: Until you do that, you're just throwing content at the wall to see what sticks.
• 0:18
  SPEAKER_00: You're hoping something sticks.
• 0:19
  SPEAKER_00: I'm gonna show you how to nail this and show you exactly what to post to start getting real business from social.
• 0:25
  SPEAKER_00: That's what this episode is all about.
• 0:26
  SPEAKER_00: So get ready to take notes.
• 0:28
  SPEAKER_00: Let's go.
• 0:29
  SPEAKER_00: The massive agent podcast with lead generation tips and strategies to give you more leads and sell more homes.
• 0:37
  SPEAKER_00: I love to buy houses.
• 0:38
  SPEAKER_00: I like to sell houses.
• 0:42
  SPEAKER_00: Wait a minute.
• 0:44
  SPEAKER_00: Leads a week.
• 0:45
  SPEAKER_00: You a week.
• 0:46
  SPEAKER_00: I've said better.
• 0:48
  SPEAKER_00: Oh, have I got your attention now?
• 0:51
  SPEAKER_00: Here's your host, Dustin Brohm.
• 0:56
  SPEAKER_00: What is up, guys?
• 0:57
  SPEAKER_00: Welcome to episode 436 of the Massive Agent Podcast.
• 1:01
  SPEAKER_00: I am your host, Dustin Brohm in Salt Lake City, Utah.
• 1:04
  SPEAKER_00: And today I am taking a couple pages, literally, out of the Clients from Social mini course that I put out recently.
• 1:12
  SPEAKER_00: And I'm going to break down exactly how to get business from social media.
• 1:15
  SPEAKER_00: And there's two parts to this.
• 1:16
  SPEAKER_00: Okay.
• 1:17
  SPEAKER_00: So the first part is you have to know who your ideal client is.
• 1:21
  SPEAKER_00: You have to identify your ideal audience first.
• 1:24
  SPEAKER_00: And then you have to know exactly what to post for those people.
• 1:28
  SPEAKER_00: And that's what we're going to cover today.
• 1:29
  SPEAKER_00: So I'm going to break down exactly how to how to identify your ideal audience and how to and what exactly you should be posting for them.
• 1:37
  SPEAKER_00: And to do that, I'm taking two bonuses from my clients from Social Mini course.
• 1:41
  SPEAKER_00: And I'm going to go through them with you today.
• 1:43
  SPEAKER_00: If you have not heard about or seen my clients from Social Mini course, if you're wondering how the hell in 2026 and beyond, do I get business from social?
• 1:52
  SPEAKER_00: And you want the exact step-by-step walkthrough and blueprint simplified to where it's not super difficult.
• 1:58
  SPEAKER_00: Like I'm going to show you a slice of that today, but there's a lot more to it, obviously.
• 2:02
  SPEAKER_00: If you want that mini course, it is, I made it super cheap.
• 2:04
  SPEAKER_00: I'm going to give you a 50% off discount code here in just a sec.
• 2:07
  SPEAKER_00: But you just need to go to massive agentssociety.com slash course and then use promo code podcast50.
• 2:16
  SPEAKER_00: Promo code podcast50 to get half off.
• 2:20
  SPEAKER_00: I should probably expire that link at some point.
• 2:22
  SPEAKER_00: But if you're hearing, if you're hearing this episode right now, that link is still active and the the discount code is still active.
• 2:28
  SPEAKER_00: So let's jump into it.
• 2:30
  SPEAKER_00: I'm going to give you a slice of that mini course, but if you want to dive deeper, of course, go to massive agentsociety.com slash course.
• 2:36
  SPEAKER_00: Okay, so I hear agents all the time say, I look, I struggle with social because I don't I don't know what to post.
• 2:41
  SPEAKER_00: It's so overwhelming.
• 2:43
  SPEAKER_00: And look, I get it.
• 2:44
  SPEAKER_00: Social media has been extremely overwhelming for me too, before I had a framework, before I had an exact formula to follow.
• 2:52
  SPEAKER_00: And even more simply, before I knew who I was posting for, if you know exactly who you're posting for, like you can picture a person, ideally, you picture an exact person.
• 3:03
  SPEAKER_00: If you can picture that person, know exactly who you're posting for, it becomes easy.
• 3:08
  SPEAKER_00: Because then you just think about what do they need?
• 3:10
  SPEAKER_00: What do they need to know?
• 3:11
  SPEAKER_00: What are their pain points?
• 3:12
  SPEAKER_00: What do they not know they don't know?
• 3:13
  SPEAKER_00: How can I, how can I help them?
• 3:16
  SPEAKER_00: And I'm going to give you a framework here in just a minute to know exactly how to help them and what kind of content to do for them.
• 3:21
  SPEAKER_00: But first, let's knock the first problem out.
• 3:24
  SPEAKER_00: Most of you think that your ideal client are buyers and sellers and investors and homeowners, and it's just too broad.
• 3:31
  SPEAKER_00: Okay.
• 3:31
  SPEAKER_00: You've got to narrow it down.
• 3:33
  SPEAKER_00: I'm going to have you at the end, I'm going to walk you through this worksheet from this bonus from the mini course, trying to pull it up here.
• 3:41
  SPEAKER_00: And at the end, it asks, you're going to have one sentence.
• 3:44
  SPEAKER_00: You're going to have one sentence burn into your brain.
• 3:46
  SPEAKER_00: You help blank who want to blank.
• 3:50
  SPEAKER_00: And once you can I once you know that, then content creation becomes easy.
• 3:54
  SPEAKER_00: So let's start with identifying your audience first.
• 3:58
  SPEAKER_00: So first off, here's some questions just to generate some thought for you.
• 4:02
  SPEAKER_00: Okay.
• 4:02
  SPEAKER_00: To we got to figure out your preferred client type.
• 4:05
  SPEAKER_00: What type of client energizes you?
• 4:08
  SPEAKER_00: Who do you like to work with?
• 4:09
  SPEAKER_00: What type of client drains your energy?
• 4:11
  SPEAKER_00: I mean, that could be a personality type, like super analytical people drain my energy.
• 4:15
  SPEAKER_00: Okay.
• 4:16
  SPEAKER_00: I'm not super detail-oriented and analytical.
• 4:18
  SPEAKER_00: So like I'm just not a good fit for those people.
• 4:22
  SPEAKER_00: Okay.
• 4:23
  SPEAKER_00: But some of you are.
• 4:24
  SPEAKER_00: Like if you're analytical, you should be working with analytical people.
• 4:27
  SPEAKER_00: You'd probably enjoy and appreciate that personality and that approach to the transaction, where to me, it drains the hell out of me.
• 4:34
  SPEAKER_00: Ask yourself which past clients did you enjoy the most and why?
• 4:38
  SPEAKER_00: What about them was enjoyable?
• 4:40
  SPEAKER_00: Why did you enjoy working with those past clients in the past?
• 4:43
  SPEAKER_00: Those past clients, and by the way, I hate, I hate that I just used that phrase past clients.
• 4:48
  SPEAKER_00: They're not past, they're your clients.
• 4:50
  SPEAKER_00: Just because they're not actively in a transaction doesn't mean that they're not your clients.
• 4:53
  SPEAKER_00: They're always your clients and we should see them as such.
• 4:55
  SPEAKER_00: So I just did a naughty.
• 4:57
  SPEAKER_00: I just did a naughty and used that stupid phrase past client because that is not a good way to look at it.
• 5:03
  SPEAKER_00: Okay, so your clients, which clients did you enjoy working with the most and why?
• 5:08
  SPEAKER_00: And then whatever that brings up, write down your preferred client type.
• 5:13
  SPEAKER_00: Maybe now what stage of life is your client in?
• 5:16
  SPEAKER_00: Okay, let's dive a little bit deeper.
• 5:17
  SPEAKER_00: First-time buyer, growing family.
• 5:19
  SPEAKER_00: Are they upsing or downsizing?
• 5:21
  SPEAKER_00: Are they relocating for work?
• 5:23
  SPEAKER_00: Are they an investor?
• 5:24
  SPEAKER_00: Are they luxury buyers, luxury sellers, distressed sellers?
• 5:28
  SPEAKER_00: Are they veterans, newly divorced?
• 5:30
  SPEAKER_00: Are they retiring?
• 5:32
  SPEAKER_00: So write down what primary stage of life they're in.
• 5:35
  SPEAKER_00: Pair that with your preferred client type.
• 5:38
  SPEAKER_00: And then you can figure out maybe it's it's young families relocating to the area.
• 5:42
  SPEAKER_00: That's your preferred client type, okay?
• 5:44
  SPEAKER_00: Then let's dive deeper than that.
• 5:46
  SPEAKER_00: What is their main goal or desire?
• 5:49
  SPEAKER_00: What outcome are they trying to achieve?
• 5:52
  SPEAKER_00: If it's young families relocating to your area, what outcome are they trying to achieve?
• 5:58
  SPEAKER_00: What matters to them most?
• 5:59
  SPEAKER_00: Is it is it price?
• 6:00
  SPEAKER_00: Is it space?
• 6:01
  SPEAKER_00: Is it schools?
• 6:03
  SPEAKER_00: Is it the lifestyle?
• 6:05
  SPEAKER_00: And then write down what is their number one goal?
• 6:07
  SPEAKER_00: What is the most important goal or desire to your preferred client?
• 6:12
  SPEAKER_00: Then let's dive deeper than that.
• 6:14
  SPEAKER_00: What are their top frustrations?
• 6:15
  SPEAKER_00: What do they struggle with?
• 6:17
  SPEAKER_00: Is it financing?
• 6:18
  SPEAKER_00: Is it affordability?
• 6:19
  SPEAKER_00: Low inventory, confusion about the process, fear of overpaying, maybe outgrowing their current home if they if they're growing families and they're relocating and they need a bigger space than they currently have.
• 6:31
  SPEAKER_00: Maybe it's time pressure.
• 6:32
  SPEAKER_00: Maybe they have to relocate for a job and they have a deadline and they've got to be moved by a certain date.
• 6:37
  SPEAKER_00: What are their top frustrations that they struggle with?
• 6:39
  SPEAKER_00: Write that down.
• 6:40
  SPEAKER_00: What objections do these people normally bring up?
• 6:43
  SPEAKER_00: Interest rates, down payments, fear of commitment, timing, maybe?
• 6:48
  SPEAKER_00: Uh, I want to wait for the market to crash.
• 6:50
  SPEAKER_00: I mean, good luck with that.
• 6:52
  SPEAKER_00: Plenty of people have been waiting a long time for that.
• 6:54
  SPEAKER_00: Write down their main objections.
• 6:56
  SPEAKER_00: You need to have those clearly put there as well.
• 6:58
  SPEAKER_00: Where do they spend their time online?
• 7:01
  SPEAKER_00: Your ideal client, your preferred client.
• 7:03
  SPEAKER_00: Are they on TikTok?
• 7:04
  SPEAKER_00: Are they on Snapchat, Instagram, Facebook?
• 7:07
  SPEAKER_00: Now they could be on a few of these, but write it down.
• 7:10
  SPEAKER_00: Instagram, Facebook, YouTube, Zillow, Reddit.
• 7:13
  SPEAKER_00: Like are they do they spend their time in local Facebook groups?
• 7:18
  SPEAKER_00: Pick those primary platforms so that then you know where to show up.
• 7:21
  SPEAKER_00: It's kind of important.
• 7:22
  SPEAKER_00: And then you can settle on your ideal audience in one sentence.
• 7:27
  SPEAKER_00: Write this down.
• 7:28
  SPEAKER_00: I help blank who want blank, or who want too blank.
• 7:33
  SPEAKER_00: I help blank who want blank.
• 7:35
  SPEAKER_00: I help growing families relocating in my area who want the perfect house.
• 7:43
  SPEAKER_00: Or I help growing families who want to move to the area.
• 7:46
  SPEAKER_00: Right?
• 7:46
  SPEAKER_00: It could be more simple than that.
• 7:48
  SPEAKER_00: But once you know exactly who that is and you can picture those people, because ideally you've worked with them in the past, the next step becomes super easy.
• 7:56
  SPEAKER_00: See, now, now you can picture, okay, my audience are growing families relocating to my market.
• 8:02
  SPEAKER_00: So doing a bunch of content about buying your first luxury property or jumbo loans or any of that stuff, probably not going to resonate with your ideal audience.
• 8:09
  SPEAKER_00: So you can just not do that stuff.
• 8:11
  SPEAKER_00: But what does is talking about the neighborhoods, the lifestyle, what cool stuff is happening in certain areas, what it's like living here, what it's like living there, what incentives are there for buying a house in the area?
• 8:23
  SPEAKER_00: Maybe, maybe the county or the city is offering a home buyer grant or something.
• 8:28
  SPEAKER_00: You can talk about those.
• 8:29
  SPEAKER_00: Maybe uh renting for a period of time until they get to know the area.
• 8:33
  SPEAKER_00: You talk about how a lot of people have rented for a year, got to know the area, and then they buy and they make better decisions that way.
• 8:41
  SPEAKER_00: I don't know.
• 8:41
  SPEAKER_00: Like that's just an idea, but you know exactly who it's for and you can create for them every single time.
• 8:47
  SPEAKER_00: Let's get into the next step of this.
• 8:49
  SPEAKER_00: What do you create for them?
• 8:50
  SPEAKER_00: We know who you're you're who you're posting for, but what?
• 8:53
  SPEAKER_00: What do you post?
• 8:54
  SPEAKER_00: All right, let me pull up, pull up my notes here.
• 8:58
  SPEAKER_00: Write down at the top of a piece of paper your ideal client.
• 9:01
  SPEAKER_00: In this example, growing families relocating to the area.
• 9:05
  SPEAKER_00: Maybe they're relocating for a job and be specific about that.
• 9:07
  SPEAKER_00: Is it for a job?
• 9:08
  SPEAKER_00: Is it for leisure?
• 9:10
  SPEAKER_00: Is it uh they're skiers or snowboarders and they just want to be here because we have the best snow on earth and the best resorts, blah, blah, blah.
• 9:17
  SPEAKER_00: Uh, which we do, by the way.
• 9:19
  SPEAKER_00: Total total fact.
• 9:19
  SPEAKER_00: It's on our license plates, greatest snow on earth.
• 9:21
  SPEAKER_00: So it's it's a fact.
• 9:23
  SPEAKER_00: Then you're gonna write these, write these six things down.
• 9:26
  SPEAKER_00: There's six categories of content that you can do for your clients.
• 9:31
  SPEAKER_00: And once you have these written down, the ideas that that you'll have to do content for your ideal client is endless.
• 9:40
  SPEAKER_00: Okay.
• 9:40
  SPEAKER_00: So the first the first uh type of content, quick tips.
• 9:44
  SPEAKER_00: Quick tips.
• 9:45
  SPEAKER_00: Number two, industry myths.
• 9:48
  SPEAKER_00: Go through industry myths with them.
• 9:51
  SPEAKER_00: Number three, common mistakes.
• 9:53
  SPEAKER_00: Common mistakes that people like them have made in the past or are making, because mistake avoidance is something people love to consume online.
• 10:02
  SPEAKER_00: That's a great hook.
• 10:03
  SPEAKER_00: Here's how to avoid this mistake.
• 10:04
  SPEAKER_00: Here's how to avoid losing 200 grand on your first home purchase.
• 10:08
  SPEAKER_00: Here's how to avoid uh picking the wrong neighborhood, moving to Salt Lake City, for example.
• 10:13
  SPEAKER_00: And you share with them how to avoid mistakes.
• 10:16
  SPEAKER_00: So common mistakes is number three.
• 10:18
  SPEAKER_00: Number four, number four is personal stories.
• 10:22
  SPEAKER_00: Share some personal stories of situations you've been in that would be relevant for them.
• 10:26
  SPEAKER_00: Stories, by the way, connect much more than you just speaking to someone.
• 10:30
  SPEAKER_00: Stories get their attention and they learn through the story.
• 10:34
  SPEAKER_00: Number five, common questions.
• 10:36
  SPEAKER_00: Your ideal audience, growing families, moving to the area, they all have similar questions, don't they?
• 10:42
  SPEAKER_00: Similar concerns.
• 10:43
  SPEAKER_00: Well, do content addressing those ahead of time.
• 10:46
  SPEAKER_00: Because you know that they have them.
• 10:47
  SPEAKER_00: Just do content addressing them and the algorithms will show it to those people.
• 10:51
  SPEAKER_00: And then number six, actionable step-by-step systems.
• 10:55
  SPEAKER_00: Actionable step-by-step systems.
• 10:58
  SPEAKER_00: Teach them following this step-by-step system, they can accomplish X.
• 11:02
  SPEAKER_00: If you're trying to pick a neighborhood, follow this three-step process.
• 11:06
  SPEAKER_00: Do this, drive the neighborhood at night, blah, blah, blah.
• 11:09
  SPEAKER_00: Like, you know, give them I'm not here to like tell you exactly what to do, but that might be an idea for content for you here.
• 11:17
  SPEAKER_00: Uh, but number six is actionable step-by-step systems.
• 11:20
  SPEAKER_00: Those categories of content can become endless because you could do a hundred different videos on each one, a hundred different posts on each one.
• 11:27
  SPEAKER_00: And each video could also be a carousel post that's a graphic, it could also be a tweet, it could also be an article, it could also be a podcast, a YouTube video.
• 11:34
  SPEAKER_00: So there's no shortage of content ideas.
• 11:38
  SPEAKER_00: But the bottleneck that you've been facing this whole time was who are you posting for?
• 11:43
  SPEAKER_00: Now that you have your ideal audience identified, this becomes much easier.
• 11:49
  SPEAKER_00: If you want to dive deeper, if you want more content ideas, if you want me to help you come up with content ideas and write the hooks and everything, start with my mini course, MassiveAgenSociety.com slash course.
• 12:02
  SPEAKER_00: Make sure you save yourself some money.
• 12:03
  SPEAKER_00: 50% off, by the way.
• 12:05
  SPEAKER_00: I'm feeling very generous today.
• 12:07
  SPEAKER_00: Use code podcast50.
• 12:09
  SPEAKER_00: Podcast50 gets you half off the mini course, which is already cheap as hell to begin with.
• 12:14
  SPEAKER_00: Uh after that, consume that.
• 12:17
  SPEAKER_00: We do have a community and a weekly call where I go through your content ideas with you and help you make them better.
• 12:24
  SPEAKER_00: Basically, I'm able to catch mistakes or catch a weak hook or just, or even just a bad topic before you even post it.
• 12:31
  SPEAKER_00: Well, just personally, like I, you know, each person gets a uh you know, a set period of time on these weekly calls, and I will help you generate content ideas if you don't have any, or help you improve and perfect the ideas that you already have so that they perform so much better, get more views, get more conversations, get more clients.
• 12:51
  SPEAKER_00: All of that's on the table.
• 12:52
  SPEAKER_00: Let's start with the mini course.
• 12:54
  SPEAKER_00: There's links in there to how to how to join the community, which is called the Massive Agent Society.
• 12:59
  SPEAKER_00: So hope this was helpful.
• 13:01
  SPEAKER_00: Go take action.
• 13:02
  SPEAKER_00: Please, I look, I I know you, okay?
• 13:06
  SPEAKER_00: I freaking know you.
• 13:07
  SPEAKER_00: Some of you are like, all right, I'm just gonna jump straight to doing the content.
• 13:12
  SPEAKER_00: And you're still not exactly sure who your ideal clients are.
• 13:14
  SPEAKER_00: I promise you, once you can narrow it down, now it if you're in scarcity mode, like I was back in the day, even though I was told pick one neighborhood and just focus on your all your marketing on that.
• 13:25
  SPEAKER_00: I didn't do that.
• 13:26
  SPEAKER_00: No, no.
• 13:27
  SPEAKER_00: In my scarcity, in my little puny scarcity mind at the time, I thought, well, if one neighborhood's great, all of Salt Lake's bigger and better.
• 13:37
  SPEAKER_00: So I'll just do all anyone in Salt Lake, buyer, seller, investor, doesn't matter, uh, relocating, I'm your guy.
• 13:45
  SPEAKER_00: Well, guess what?
• 13:45
  SPEAKER_00: It didn't work.
• 13:46
  SPEAKER_00: Had I focused on just people relocating or moving away, or retirees, or people who were um up ups, what am I saying, upselling, like upscaling?
• 13:59
  SPEAKER_00: The upscaling, right?
• 14:00
  SPEAKER_00: Instead of downscaling their home, they need more space, like a growing family, for example.
• 14:05
  SPEAKER_00: If I had just focused on a specific subset, I'm sure it would have had much more success quicker because all my stuff wouldn't have been diluted.
• 14:13
  SPEAKER_00: So don't make that same mistake.
• 14:14
  SPEAKER_00: I I know you.
• 14:16
  SPEAKER_00: Please do the audience identification first, niche it down, if you will, define it, and then you can create a bunch of stuff that's highly relevant for them.
• 14:26
  SPEAKER_00: Maybe it's uh maybe it's young moms looking for the a great first house to raise your kids in.
• 14:32
  SPEAKER_00: If that's your audience, then you can create stuff that's relevant to them all the time.
• 14:37
  SPEAKER_00: And that's how you get your stuff seen by the right people with the algorithm, because the algorithm just shows people what they want.
• 14:44
  SPEAKER_00: So if you can know what they want, if you know who they are and what they want and create it for them, the algorithm puts it in front of them, and you're gonna see your inbox explode with new conversations and clients come from it.
• 14:56
  SPEAKER_00: And I'm here to help you.
• 14:57
  SPEAKER_00: So take grab the course.
• 14:59
  SPEAKER_00: Uh, it's just a one-time thing, it's not a monthly thing.
• 15:01
  SPEAKER_00: MassiveAgen Society.com slash course, promo code podcast fifty.
• 15:06
  SPEAKER_00: I appreciate you all.
• 15:07
  SPEAKER_00: See you on the next episode.