Latest / Massive Agent Podcast / How to Do HGTV Quality Videos on a Tight Budget w/ Brad McCallum

Transcript

How to Do HGTV Quality Videos on a Tight Budget w/ Brad McCallum · Massive Agent Podcast

• 0:00
  SPEAKER_00: On this episode, we're talking about YouTube videos and video creation in general with one of my favorite video creators in the whole real estate industry, Brad McCallum from Calgary, Canada.
• 0:11
  SPEAKER_00: He has some of the best videos.
• 0:13
  SPEAKER_00: You might think that you're watching HGTV when you watch one of his listing videos, and he does it all himself.
• 0:27
  SPEAKER_02: I like to buy houses.
• 0:28
  SPEAKER_02: I like to sell houses.
• 0:46
  SPEAKER_00: What is up, everybody?
• 0:47
  SPEAKER_00: Welcome to episode 154 of the Massive Agent Podcast.
• 0:51
  SPEAKER_00: And today we're talking about video and YouTube and what kind of equipment to use and how you can have great HGTV quality stuff and do it your damn self.
• 1:02
  SPEAKER_00: Because Brad McKellum does, and he's he does some of the best stuff I've ever seen.
• 1:07
  SPEAKER_00: Now, before we get started, I'm uh this this is interesting.
• 1:11
  SPEAKER_00: So all day today, um, I had the house to myself.
• 1:14
  SPEAKER_00: My kids were at school, my wife and my daughter, they were away shopping.
• 1:18
  SPEAKER_00: I could have recorded this earlier, but no, no.
• 1:21
  SPEAKER_00: I let myself get distracted with other things.
• 1:23
  SPEAKER_00: I let myself procrastinate recording this, and so now my entire family is directly above my head in the kitchen on the wood floor making dinner.
• 1:32
  SPEAKER_00: My daughter's rowdy, my son is loud, and so this is interesting.
• 1:36
  SPEAKER_00: So if you hear random noises, it's not on your side, it's definitely on mine.
• 1:41
  SPEAKER_00: But hey, working from home life, that's the way it works.
• 1:45
  SPEAKER_00: But honestly, jokes aside, I really wouldn't trade it for the world.
• 1:49
  SPEAKER_00: I love having them upstairs, just not, you know, not jumping and throwing, throwing freaking frozen dolls on the wood floor above my head while recording a podcast.
• 1:59
  SPEAKER_00: But that's all right.
• 2:00
  SPEAKER_00: And you guys working from home, you feel my pain.
• 2:03
  SPEAKER_00: You know what I'm talking about.
• 2:04
  SPEAKER_00: It's fantastic and terrible all at the same time.
• 2:08
  SPEAKER_00: 2020, guys, 2020.
• 2:10
  SPEAKER_00: All right, welcome to the show, guys.
• 2:11
  SPEAKER_00: My name is Dustin Brohm, your host.
• 2:13
  SPEAKER_00: I am a real estate agent myself in Salt Lake City, Utah.
• 2:16
  SPEAKER_00: And uh I've decided to change up the intro to the show a little bit.
• 2:21
  SPEAKER_00: Uh a lot of this I get asked all the time, what do you recommend for this?
• 2:24
  SPEAKER_00: What do you recommend for that?
• 2:25
  SPEAKER_00: What about this?
• 2:26
  SPEAKER_00: What about that?
• 2:26
  SPEAKER_00: And some of you guys really like the the different products or services that we recommend.
• 2:31
  SPEAKER_00: I'm gonna start doing those after the interview and so we can jump right into the content a little bit quicker.
• 2:36
  SPEAKER_00: And I'm not gonna go through my whole introduction.
• 2:39
  SPEAKER_00: I um, to be honest, I was listening to one of my previous episodes while I was editing it and I was like, okay, I've done this 154 times now.
• 2:46
  SPEAKER_00: Why the hell am I going through like taking up three minutes talking about myself?
• 2:50
  SPEAKER_00: And I felt like a douchebag.
• 2:52
  SPEAKER_00: So uh I don't want to be a douchebag, so I'm gonna go ahead and not do that anymore.
• 2:56
  SPEAKER_00: So if you want to find out about me, just go follow me at Massive Agent on Instagram or the Massive Agent Podcast on Facebook, or find me, Dustin Broome on LinkedIn, and you can see all the stuff that I do if you'd like.
• 3:09
  SPEAKER_00: But I must say this that uh we are a proud founding member of the Industry Syndicate Real Estate Podcast Network.
• 3:17
  SPEAKER_00: And uh man, there's some cool shit coming in 2021 from the industry syndicate.
• 3:21
  SPEAKER_00: Big stuff, big plans, uh, that take a lot longer to implement than I once thought.
• 3:26
  SPEAKER_00: But uh that's the way things go.
• 3:29
  SPEAKER_00: That's the way things go.
• 3:30
  SPEAKER_00: What's important is that you make progress.
• 3:32
  SPEAKER_00: And stuff always takes longer than you think it than you think it will, and it always costs more.
• 3:36
  SPEAKER_00: But you know what?
• 3:37
  SPEAKER_00: That's if it was easy, everyone would do it, and then it wouldn't even be cool because it'd be normal and everyone would have it and everyone would do it.
• 3:44
  SPEAKER_00: So, you know, whatever.
• 3:45
  SPEAKER_00: All right, guys.
• 3:46
  SPEAKER_00: So Brad McCallum, he's an agent up in Calgary, Canada.
• 3:50
  SPEAKER_00: And I I've known him from social media for a couple years.
• 3:53
  SPEAKER_00: I've seen his videos being shared around, and I was like, that dude does some really, really good videos.
• 3:58
  SPEAKER_00: And he and his and his friend uh and co-host of the the Bob and Brad.
• 4:04
  SPEAKER_00: The Bob and Brad, Jesus, I'm getting tongue-tied.
• 4:08
  SPEAKER_00: The Bob and Brad Show, Bob Tompkins, he was the he was the agent who was on our podcast months ago when he did Old Town Realtor, that spin on Old Town Road.
• 4:18
  SPEAKER_00: He did the music video with, you know, the talking about the the boob lights and stuff.
• 4:22
  SPEAKER_00: Fricking hilarious, hit over a million views.
• 4:24
  SPEAKER_00: I think he might have even hit one and a half million views on that video.
• 4:27
  SPEAKER_00: But Bob Tomkins and Brad host a podcast together and they had me on a a couple weeks ago, and it was just a great frickin' conversation.
• 4:35
  SPEAKER_00: I enjoyed it.
• 4:36
  SPEAKER_00: I've shared it on Facebook.
• 4:37
  SPEAKER_00: If you guys follow me on Facebook and want to see that, just look up the Bob and Brad show or go to the Massive Agent podcast on Facebook and check it out.
• 4:45
  SPEAKER_00: But I I'm like, I've got it, I've already had Bob on.
• 4:48
  SPEAKER_00: I need to have Brad on.
• 4:49
  SPEAKER_00: And when I saw his videos, I'm like, those look like they could be on HGTV.
• 4:55
  SPEAKER_00: Like they're just, they're so well done.
• 4:56
  SPEAKER_00: It looks like they have a whole crew and cameras on booms and all this crazy shit, right?
• 5:01
  SPEAKER_00: Well, that's not the case.
• 5:03
  SPEAKER_00: Brad does his videos all by himself.
• 5:05
  SPEAKER_00: And it's time consuming.
• 5:07
  SPEAKER_00: And it, you know, he spent some money on some really good equipment, but he does it himself.
• 5:11
  SPEAKER_00: And he still manages to sell a bunch of homes, really nice homes.
• 5:15
  SPEAKER_00: But there's there's a lesson here.
• 5:17
  SPEAKER_00: And so I wanted to have him on the show to first off, just explain how he does it, what what he uses, what's important to focus on, and what kind of results he has from YouTube.
• 5:27
  SPEAKER_00: Well, YouTube is dominating Calgary, Canada because of his YouTube channel.
• 5:32
  SPEAKER_00: He's um well, let's just get into the interview, shall we?
• 5:36
  SPEAKER_00: What's up, guys?
• 5:37
  SPEAKER_00: I'm here with Brad McCallum, all the way from Calgary, Canada.
• 5:40
  SPEAKER_00: Brad, welcome to the Massive Agent Podcast, my friend.
• 5:42
  SPEAKER_00: How's it going?
• 5:43
  SPEAKER_00: That's what I'm doing.
• 5:44
  SPEAKER_00: Great.
• 5:44
  SPEAKER_00: Thank you so much for having me on.
• 5:46
  SPEAKER_01: Fun fact, fun fact, when I first got my license three years ago, and I was just like ready to consume everything I could on for real estate content, driving around to open houses and things like that.
• 5:57
  SPEAKER_01: It was the Massive Agent Podcast that I first started downloading and listening to.
• 6:02
  SPEAKER_01: So this is crazy to be to be on it.
• 6:05
  SPEAKER_00: That is crazy.
• 6:06
  SPEAKER_00: Uh, I'm surprised they didn't like discourage you from from like I'm surprised you weren't like, well, I'm not I'm not gonna be part of that industry.
• 6:12
  SPEAKER_00: I'm gonna go be a lawyer or something.
• 6:14
  SPEAKER_00: Yeah, yeah.
• 6:15
  SPEAKER_00: No, this this takes zero education.
• 6:17
  SPEAKER_01: That's great.
• 6:18
  SPEAKER_00: Right, right.
• 6:19
  SPEAKER_00: If that if that joker can do it, I'm gonna crush it.
• 6:21
  SPEAKER_00: Exactly.
• 6:22
  SPEAKER_00: Dude, that and that's fair.
• 6:23
  SPEAKER_00: Like that makes me happy.
• 6:25
  SPEAKER_00: If if you had those thoughts, that literally makes me happy.
• 6:28
  SPEAKER_00: Uh, because that's how I feel.
• 6:30
  SPEAKER_00: Like, you know, I'm a confident guy, but like I'm not like I'm not Richard Branson or someone like that.
• 6:36
  SPEAKER_00: So like I I I enjoy to a certain extent that I can just be me, whatever the hell that means.
• 6:43
  SPEAKER_00: And some people will be like, hmm, well, shit, if that guy can do it, so can I.
• 6:47
  SPEAKER_00: So yeah, thanks for sharing that.
• 6:49
  SPEAKER_00: That's cool.
• 6:49
  SPEAKER_00: That's kind of crazy.
• 6:50
  SPEAKER_01: Well, you know what?
• 6:51
  SPEAKER_01: I find what's really interesting about this business and why I got a chance to get on here is that we're all just so we're all looking for like that unlock, that thing that's gonna help grow our business, that hack, that new technology, that new CRM, you know, some kind of Facebook lead or a click funnel or whatever it is that's gonna grow our business.
• 7:10
  SPEAKER_01: We're always kind of looking for it.
• 7:11
  SPEAKER_01: And then when we find someone, someone can come along and do something that's a slightly fresh approach, it gets all the agents' interest.
• 7:18
  SPEAKER_01: It's like a true meritocracy, right?
• 7:21
  SPEAKER_01: So it's like, I see how you do it and what works for you.
• 7:24
  SPEAKER_01: Maybe there's two percent of that or 10% that I can use in my business, and then I see what's working for this guy over there, and I'm like, man, I love, I love that.
• 7:32
  SPEAKER_01: And that's what's so cool about being kind of plugged into the actual industry and what's going on with other agents, which is one of the big mistakes I made very early on in my career was thinking, why even watch the competition?
• 7:44
  SPEAKER_01: Just go focus on my business.
• 7:45
  SPEAKER_01: And and then I realized there was a lot of a lot of knowledge there to be gleaned from it.
• 7:50
  SPEAKER_00: Totally.
• 7:51
  SPEAKER_00: Um, now I'm I'm about to recommend a book that I haven't read, it's just recommended a lot.
• 7:57
  SPEAKER_00: Uh, Steal Like an Artist, I think it's called by uh Scousin, something or other.
• 8:02
  SPEAKER_00: Yeah.
• 8:03
  SPEAKER_00: Um, but yeah, like look, there's nothing that you do, there's nothing that I do, there's nothing that even like Gary V or anybody, like none of that's new.
• 8:12
  SPEAKER_00: None of it's revolutionary.
• 8:13
  SPEAKER_00: The only thing new is the spin that we put on, like the way I say something.
• 8:18
  SPEAKER_00: Um, it's not that what I'm saying is like revolutionary and the world's never heard it before.
• 8:23
  SPEAKER_00: It's just maybe I say it in a way with certain emotion that clicks with somebody when they've heard it 50 times before and it never quite sunk in, it never quite clicked.
• 8:33
  SPEAKER_00: Or, you know, if somebody's researching in your case, they're researching real estate in in Canada, uh, or even like looking for a city to move to, and they're like, Oh, you know, that video's cool.
• 8:42
  SPEAKER_00: That video, oh shit, what's this?
• 8:44
  SPEAKER_00: And like there's something about how you you do your listing videos, or uh your personality is likable, you know, you come across as credible and likable at the same time.
• 8:56
  SPEAKER_00: And they're like, Oh, this is cool.
• 8:57
  SPEAKER_00: Like, we like this Brad guy, and it's not revolutionary, it's just your you're doing it your way, and that cannot be understated, like that that's everything.
• 9:09
  SPEAKER_00: And I think people just need to get over themselves, Brad, and realize that they don't need to have this totally revolutionary thing before they open their mouths and just accept that nothing you you're gonna say is revolutionary, anyways.
• 9:21
  SPEAKER_00: Like, it's just like there's nothing new under the sun.
• 9:25
  SPEAKER_01: Yeah, but well, when you look at it this way, as soon as you do anything, right?
• 9:29
  SPEAKER_01: That this whole industry is built on gassing each other up.
• 9:32
  SPEAKER_01: Oh, this guy's a top producer, this guy sold this many homes, right?
• 9:36
  SPEAKER_01: So everyone's gassing each other up all the time.
• 9:38
  SPEAKER_01: Like, Dustin, you've got over 300,000 downloads of the Massive Agent Podcast.
• 9:42
  SPEAKER_01: That's crazy.
• 9:42
  SPEAKER_01: Or Brad, you've getting so many views and subs on YouTube.
• 9:46
  SPEAKER_01: It's all this stuff.
• 9:47
  SPEAKER_01: But the biggest mistake any of us can make is to believe any of our own BS, like believe that the that we are doing something unique, something special, all that stuff.
• 9:56
  SPEAKER_01: Because I kind of feel like it was that kind of that drive, that hunger to be like have some relevancy somewhere in my market, to try to add somewhere, find some place where I could add a little bit more value into the equation that it would make it just so it's an easier sell to work with me versus the competition.
• 10:14
  SPEAKER_01: Like that was my whole mindset in using video to really kind of build a personal brand.
• 10:21
  SPEAKER_01: But actually, primarily, first off, it was to actually help sell my clients' home because I thought, like, ultimately, what a huge, massive responsibility this is.
• 10:31
  SPEAKER_01: They've got a half million dollars set up with someone who could have just came out of the bar and entertainment industry, got their license, and is now selling their home.
• 10:38
  SPEAKER_01: Like it's a it's a nutso business with a very high, uh, very low barrier of entry and a very drastic results based on your success uh on what market you're working in, what agent you're working with.
• 10:52
  SPEAKER_01: You know, like some agents in a great market, they don't have to do anything.
• 10:55
  SPEAKER_01: And other agents in a tough market, like where I'm living in, it's I'm actually ready for the good market at some point in time.
• 11:02
  SPEAKER_01: Like it'll be crazy because we built our entire business in a recessionary period here in my own local market.
• 11:09
  SPEAKER_00: Let's talk about that for a sec because it, you know, when when I was on your podcast, now is it the Bob and Brad show or the yeah, it's Bob and Brad because Brad and Bob just sounds weird for some reason.
• 11:19
  SPEAKER_00: I don't know why.
• 11:20
  SPEAKER_00: Maybe because I heard it your way first.
• 11:22
  SPEAKER_00: Uh when I was on your show, you mentioned that Calgary, Canada is not uh, you know, is in a buyer's market.
• 11:29
  SPEAKER_00: And I'm like, wait a minute, like that's that that's weird because isn't Vancouver still like crazy hot and Toronto is crazy freaking hot?
• 11:36
  SPEAKER_00: And I'm like, well, that's interesting, but that also it and I want to hear more of your perspective what of what you're doing in that buyer's market because a lot of us listening are not in a buyer's market, it's still a seller's market and will be for the foreseeable future.
• 11:51
  SPEAKER_00: I got excited for you though, because I'm like, wait a minute, like you are, you know, you're doing all these amazing YouTube videos and you're doing them to sell homes because that's how you make money.
• 12:01
  SPEAKER_00: You know, you don't make money every time somebody subscribes to your channel.
• 12:04
  SPEAKER_00: Like that leads to more income down the road in indirect ways, but you know, ultimately you make money by selling homes.
• 12:11
  SPEAKER_00: So if you're able to do that successfully now in a buyer's market and you're getting listing, well, listings are easier in a buyer's market, but you're you're able to sell those listings when the when that hot market comes, the seller's market, dude, you're gonna dominate, you're gonna be like Mr.
• 12:27
  SPEAKER_00: Freaking Calgary if you're not already.
• 12:29
  SPEAKER_00: That's the goal.
• 12:30
  SPEAKER_00: We're getting there.
• 12:32
  SPEAKER_00: You are getting there, and so so that excited me.
• 12:34
  SPEAKER_00: I'm like, wait a minute, you're doing all the right things when other agents are pulling their hair out and like, damn it, I got another listing.
• 12:40
  SPEAKER_00: I don't want another listing.
• 12:42
  SPEAKER_00: Yeah, and we're over here like, please give me a listing.
• 12:44
  SPEAKER_00: Yeah, give me a listing.
• 12:45
  SPEAKER_00: Yeah.
• 12:46
  SPEAKER_00: So so so tell me about that.
• 12:48
  SPEAKER_00: Tell me about your market a little bit, but then what you're doing right now in the buyer's market.
• 12:53
  SPEAKER_01: Okay, yeah.
• 12:53
  SPEAKER_01: So I mean, I guess first off, uh, I don't have any sort of background in video marketing or marketing or anything.
• 13:01
  SPEAKER_01: Like I was actually in the trades.
• 13:02
  SPEAKER_01: I started off uh with a renovation and design business.
• 13:06
  SPEAKER_01: And then when I was about 39 years old, I decided to get my real estate license.
• 13:11
  SPEAKER_01: And it was only because I was bummed out, like we had been in this bad market.
• 13:15
  SPEAKER_01: I had uh been renovating and designing homes in this tough economy, and so you know, it was just a people wanted to pay less and less and less.
• 13:24
  SPEAKER_01: And I I decided I'm like, man, I got I gotta do something different with my life.
• 13:28
  SPEAKER_01: I actually had a tumor.
• 13:29
  SPEAKER_01: Uh really not a tumor, you know, you know uh Beastie Boys, right?
• 13:33
  SPEAKER_02: Yeah.
• 13:34
  SPEAKER_01: So Adam MC died of this thing called parotid gland cancer, and it's uh it's a tumor that forms in your parotid gland, which is part of your salivary glands.
• 13:42
  SPEAKER_01: And I, and so I got one in there and started it started to grow pretty, pretty quickly.
• 13:46
  SPEAKER_01: And I was just at this moment where I'm like, man, never got my high school diploma.
• 13:52
  SPEAKER_01: I've got this business that is just it's suffering.
• 13:55
  SPEAKER_01: We're in debt.
• 13:56
  SPEAKER_01: I've got this tumor on my face.
• 13:58
  SPEAKER_01: Like, what is happening to my life?
• 14:01
  SPEAKER_01: And at that point in time, I just decided, like, you know what?
• 14:04
  SPEAKER_01: Forget it.
• 14:04
  SPEAKER_01: I'm gonna go make some of that easy real estate cash.
• 14:07
  SPEAKER_01: I'm gonna get my GED.
• 14:09
  SPEAKER_01: I was getting like invitations to my my 20-year high school reunion, and I was like, see you in 20, guys, like because I'm just getting my my GED now.
• 14:17
  SPEAKER_01: And so I went and did it all in like a period of three or four months.
• 14:20
  SPEAKER_01: I'm like, I that's it, I gotta change my life at like 40.
• 14:23
  SPEAKER_01: This is gonna be difficult, but I'll do it.
• 14:24
  SPEAKER_01: And so I kind of got into it, I got my license, and I'm like, man, I don't know what to do.
• 14:28
  SPEAKER_01: I don't know how I how I'm gonna even get business because like I have no value to add, like just no value.
• 14:37
  SPEAKER_01: Like I'm it's like my sphere of influence.
• 14:39
  SPEAKER_01: Like, I'm I don't want to be, you know, asking people to throw me a bone and then represent them in a massive financial transaction.
• 14:46
  SPEAKER_01: Like that seems like a crazy favor to ask someone.
• 14:49
  SPEAKER_01: Um, I'm like, I don't know if I even want to lend my lawnmower out, let it alone trust you with my selling my house.
• 14:56
  SPEAKER_01: Right.
• 14:56
  SPEAKER_01: No.
• 14:57
  SPEAKER_01: So I just got to that point where I'm like, okay, I I've got to do find something that works.
• 15:03
  SPEAKER_01: And I'm in a market right now where the name of Calgary, Calgary.com, that name is owned by a real estate agent.
• 15:11
  SPEAKER_01: Damn.
• 15:11
  SPEAKER_01: So how the hell was I ever going to find a kitschy domain name to search engine optimize my website?
• 15:19
  SPEAKER_01: Like it wasn't gonna happen.
• 15:21
  SPEAKER_01: And I could do the pens and the postcards and the bus benches and the billboards, I could do all that stuff.
• 15:25
  SPEAKER_01: Doesn't matter.
• 15:26
  SPEAKER_01: I was gonna be this more of the same.
• 15:28
  SPEAKER_01: It was just obvious that I wanted a business that people could call me.
• 15:32
  SPEAKER_01: And that's when I started uh realizing like video could be the avenue.
• 15:37
  SPEAKER_01: I started doing it on my initial listing videos.
• 15:40
  SPEAKER_01: Like I literally dropped 8k on gear.
• 15:42
  SPEAKER_01: It showed up on a Thursday morning.
• 15:45
  SPEAKER_01: I had a listing I had to get live by one in one in the afternoon on Friday.
• 15:49
  SPEAKER_01: I went there and Pete and I'm telling you, I'm still proud of that video.
• 15:53
  SPEAKER_01: It's still better than 95% of what agents produce.
• 15:56
  SPEAKER_01: But I was at the at the house and I'm like watching a YouTube video on how to balance a gimbal.
• 16:02
  SPEAKER_01: Once I got the gimbal balance, I was like, okay, what camera settings for low light?
• 16:05
  SPEAKER_01: Okay, great.
• 16:06
  SPEAKER_01: I'll do that.
• 16:07
  SPEAKER_01: Then how to walk with it not being shaky.
• 16:09
  SPEAKER_01: Okay, I'll I'll do that.
• 16:11
  SPEAKER_01: And then I just like it.
• 16:14
  SPEAKER_01: I was like, all of this stuff I learned in a condensed period of four or five hours, enough to get it something kind of unique.
• 16:21
  SPEAKER_01: And then, you know what I found was, and the reason why I would tell everyone to start doing something on video, get into video more, is that people in my sphere of influence who I would have normally been very, very uncomfortable going up to them and starting up, you know, conversations that were disingenuous, meant to drive them towards telling me if they're interested in selling or buying a house.
• 16:41
  SPEAKER_01: Those people were walking up to me and being like, dude, I saw that video on that place over in Arbor Lake.
• 16:46
  SPEAKER_01: Like, that home ever sell?
• 16:47
  SPEAKER_01: Yeah, we've been thinking about selling.
• 16:49
  SPEAKER_01: And all of a sudden it was like there was a few signs that okay, people were starting to resonate with this.
• 16:56
  SPEAKER_00: You're hearing that, like, I can't help but think back to when I first started in content marketing, but I chose the blogging path.
• 17:04
  SPEAKER_00: I chose writing articles and blogging and you know, hopefully being found organically through Google and everything like that.
• 17:10
  SPEAKER_00: But it was with the same thing in mind, like, you know, you just chose to do it through specifically YouTube video.
• 17:18
  SPEAKER_00: What was it like, you know, because just deciding, hey, I'm gonna drop 8,000 bucks on video equipment.
• 17:24
  SPEAKER_00: Um, I mean, that's a that's a much bigger commitment than me like launching my website that I had to borrow money for.
• 17:30
  SPEAKER_00: Yeah.
• 17:31
  SPEAKER_00: Uh, but what what was it that got you there?
• 17:34
  SPEAKER_00: Like, yeah why video?
• 17:36
  SPEAKER_00: Like, why did you specifically choose video at that time?
• 17:40
  SPEAKER_01: So uh my wife what used to be a wedding photographer, and so she would go and shoot weddings on the weekends, like probably in the late 2000s, early 2010s.
• 17:51
  SPEAKER_01: And every once in a while she'd bring me along as a second shooter, right?
• 17:55
  SPEAKER_01: Like get the groomsman and those guys like getting ready, and not like that, but you know what I mean.
• 18:00
  SPEAKER_01: Anyways, like get get some shots before they're going there when they're all stressed out and preparing their speech.
• 18:05
  SPEAKER_01: And and so I'd go there and I kind of liked the energy of the day.
• 18:08
  SPEAKER_01: Like I thought, oh, this is kind of fun.
• 18:11
  SPEAKER_01: And right around that time, we had our first, we had my son, and on the back of her old like Canon 5D Mark II camera, there was like a red record button.
• 18:22
  SPEAKER_01: And when I hit it, I realized it would start, it was starting to record like full HD 1080p video, but with her really high quality lenses.
• 18:31
  SPEAKER_01: And so for about six months, I'd fool around with video.
• 18:34
  SPEAKER_01: I took like a few videos of my son, like I like eight months old.
• 18:38
  SPEAKER_01: They're still on YouTube.
• 18:39
  SPEAKER_01: Like her and I, like we made just we just made some fun videos.
• 18:42
  SPEAKER_01: And I at the time I was running my renovation business.
• 18:45
  SPEAKER_01: So I filmed a few videos of some of the finished renovations that we did and threw them up on Vimeo, not even on YouTube.
• 18:53
  SPEAKER_01: And they ended up uh, you know, I was you they were like really great sales conversion tools.
• 18:59
  SPEAKER_01: People would find them even back then because they were searching, people have always been searching for content.
• 19:04
  SPEAKER_01: The content just wasn't there.
• 19:05
  SPEAKER_01: And so when they would see it, it was like, okay, great.
• 19:08
  SPEAKER_01: They could see past social proof that people had worked with me and spent$100,000 on a renovation.
• 19:14
  SPEAKER_01: So it wasn't so much of a stretch for them to do so.
• 19:16
  SPEAKER_01: And they could gauge based on the quality and the fact that it's like, okay, this, you know, this customer let them come in at the end.
• 19:23
  SPEAKER_01: They must have been happy, all that stuff.
• 19:24
  SPEAKER_01: So I knew video could work.
• 19:27
  SPEAKER_01: I I knew it was gonna going to work.
• 19:30
  SPEAKER_01: Um, but when I first got on, uh got my real estate license, I joined up with a small team for a few months and I worked with them and they were doing the CRM, like the Facebook ad leads and stuff.
• 19:42
  SPEAKER_01: And it was like we were getting like, you know, Fred at Flintstone.com and F at U.com and like all that kind of stuff.
• 19:50
  SPEAKER_01: Love those.
• 19:50
  SPEAKER_01: And I just I just was like, do I want, is this what real estate is?
• 19:54
  SPEAKER_01: Like, is real estate really filtering through 200 different emails, bothering 197 people, and then getting two or three people to maybe put their hand up and saying, I will tolerate a conversation with you, and then hoping that if you keep doing that every day or two, that hour of power and all that stuff, that you are going to have success.
• 20:16
  SPEAKER_01: And without question, you can.
• 20:18
  SPEAKER_01: That is a very viable business model.
• 20:21
  SPEAKER_01: And the guys who figure out how to bring their lead cost down and all that stuff, great.
• 20:25
  SPEAKER_01: You're that's a great business.
• 20:27
  SPEAKER_01: I don't want to deal with people that don't want to deal with me.
• 20:29
  SPEAKER_01: I just not interested in it.
• 20:31
  SPEAKER_01: And I don't want to sell myself.
• 20:33
  SPEAKER_01: I always feel like because I don't believe it.
• 20:36
  SPEAKER_01: Like I believe that I'm I'll do a good job.
• 20:38
  SPEAKER_01: I believe that we offer more value than another agent.
• 20:41
  SPEAKER_01: But if I didn't believe that we offered more value, I would be terrible on a listing presentation.
• 20:47
  SPEAKER_01: It's just, I believe, like I don't have to sell people.
• 20:50
  SPEAKER_01: Oh, we have a database of buyers in weight that we will present this property to, as if I'm holding them back, you know, so I can earn a commission.
• 20:58
  SPEAKER_01: Like all this crap that our industry puts forward as like, you know, viable marketing methods for for capturing people's contact information, like all of this is like this fly trap uh of annoying people.
• 21:13
  SPEAKER_01: And I hate it.
• 21:14
  SPEAKER_01: And I've always hated.
• 21:15
  SPEAKER_01: So I've always thought I'm very kind of counterculture to the whole top producer, whole success mentality, like all of that stuff.
• 21:23
  SPEAKER_01: I want to have success.
• 21:24
  SPEAKER_01: We've had tons of success.
• 21:26
  SPEAKER_01: I actually just think it does nothing for industry to stand in front of rented Lamborghinis or to post just more unengaging content of both just sold, just listed, for sale, like all that.
• 21:39
  SPEAKER_01: I just think there's so much noise.
• 21:41
  SPEAKER_01: And the more noise, the more content that's created, um, the more we have to cut through.
• 21:47
  SPEAKER_01: And the only way to cut through is to have a perspective or an opinion or something, and then know how to leverage it and distribute it.
• 21:54
  SPEAKER_01: And so uh there's a lot of great guitar players who never ever leave their basement.
• 21:59
  SPEAKER_01: They might Be better than Carlos Santana or the best, you know, or Hendrix or anyone, but because they didn't know how to distribute, no one ever heard it.
• 22:07
  SPEAKER_01: That's right.
• 22:08
  SPEAKER_01: So I think 50% of the value that I bring to my clients is while we create this awesome video product.
• 22:16
  SPEAKER_01: And the other 50% is we know how to get that product seen by people in our market, on our leveraging our different platforms.
• 22:24
  SPEAKER_01: And part of that is because of the power of my own personal brand.
• 22:26
  SPEAKER_01: People will follow us and expose our properties to them because it's more than just a listing video.
• 22:32
  SPEAKER_01: And so that's, I think, really the strength of building a strong brand and then latching, bolting that onto our listing videos.
• 22:39
  SPEAKER_01: It helps me keep my message really pure, which is which is what if we took all the crap that agents put their money into, like all the all the self-congratulatory stuff, the stuff that's all about them and their headshot, all that stuff, and we put all that money into just selling the house.
• 22:58
  SPEAKER_01: And what if we just sold the house?
• 23:00
  SPEAKER_01: Would people recognize that that's different?
• 23:03
  SPEAKER_01: And would that one or two degrees of separation that we have as being the house is the star, my wife and I, or the McCallum group, my team, we're we're the supporting cast.
• 23:14
  SPEAKER_01: Like, would people appreciate that value exchange?
• 23:18
  SPEAKER_01: And they do.
• 23:19
  SPEAKER_01: And it's gone from more than just local people in our community.
• 23:22
  SPEAKER_01: Now all of a sudden, builders, investors, architects are like reaching out to us because they're like, wait a second, we're great builders, we're great architects, we're great designers, we've got a great new development, but we're not marketers.
• 23:35
  SPEAKER_01: So we can hire some corporate marketing company, or we can hire someone with passion, and we're going to get an HR department, a PR department, and a real estate agent when we hire Brad.
• 23:46
  SPEAKER_01: If we go with the other guy, we get a realtor.
• 23:49
  SPEAKER_01: Yep.
• 23:50
  SPEAKER_00: I'm like, forget it.
• 23:51
  SPEAKER_00: Dude, I love this story so much for so many reasons.
• 23:55
  SPEAKER_00: And that's why I wanted you to just keep talking, man.
• 23:58
  SPEAKER_00: Like you're speaking my language there.
• 24:00
  SPEAKER_00: No, I'm glad you did.
• 24:02
  SPEAKER_00: Um, you so what you did there, like to kind of reverse engineer what happened, you defined what how you'd want to do business, and you know, you were thoughtful and intentional um with you know, choosing video because you saw, hey, this is working over here for this business in this way, like it could obviously work over here.
• 24:24
  SPEAKER_00: And I hate how traditional realtors do all this bullshit where they just push out stuff that they want people to see, but those people don't want to see it, which is that is our industry, unfortunately.
• 24:35
  SPEAKER_00: And so you're like, I'm gonna do it my way.
• 24:38
  SPEAKER_00: And at the time, so at the time, did it feel risky to you, or did you just know like this is the right way to go?
• 24:44
  SPEAKER_00: So I guess that this would be the thing.
• 24:46
  SPEAKER_01: This is where I mitigated the risk.
• 24:49
  SPEAKER_01: Would have I spent 800 bucks or a thousand bucks on getting a really high quality, best quality listing video, hiring some company to come in and work.
• 24:58
  SPEAKER_01: No, I probably wouldn't have.
• 24:59
  SPEAKER_01: Um, but I mean, I come from a very do-it-yourself kind of family.
• 25:04
  SPEAKER_01: Like I've grown up, like my dad was an entrepreneur, my sister's an entrepreneur, I'd always been an entrepreneur.
• 25:09
  SPEAKER_01: So my my logic was always like, I'm gonna learn how to fish.
• 25:13
  SPEAKER_01: I'm just not gonna buy a fish, right?
• 25:15
  SPEAKER_01: Like I'm gonna learn how so I'm gonna learn how to edit.
• 25:18
  SPEAKER_01: I'm gonna learn how to work some of this equipment.
• 25:20
  SPEAKER_01: So the only thing I'm risking is my time.
• 25:22
  SPEAKER_01: And one thing that Ricky Cruth he talks about all the time, right?
• 25:26
  SPEAKER_01: Which I love is like, oh, don't, you know, don't get coaches or you know, don't start a team, like, you know, I'm a diamond realtor, do a million a year, all that stuff.
• 25:34
  SPEAKER_01: But what I love about Ricky's uh approach though, and and I completely agree with it's like if you're not, if you're not selling 30 or 40 homes a year, what the heck are you doing with your time?
• 25:46
  SPEAKER_01: Sure.
• 25:47
  SPEAKER_01: Like what are you doing with like what are you doing when you're not showing homes?
• 25:50
  SPEAKER_01: What are you doing when you're not working with clients or working on a deal or negotiating?
• 25:54
  SPEAKER_01: What are you doing with that time?
• 25:55
  SPEAKER_01: Like, are you you are are you just you know, like formulating new uh cold leads, cold like cold lead generation?
• 26:03
  SPEAKER_01: Are you door knocking?
• 26:04
  SPEAKER_01: Are you doing that kind of stuff?
• 26:05
  SPEAKER_01: And he's very much into that style of business, which is cool.
• 26:09
  SPEAKER_01: I would just say I spend that time instead of you know trying to go out and do lead generation, I try to create uh lead attraction by creating content during that same period in time, right?
• 26:21
  SPEAKER_01: So, in my mind, I mitigated the risk by learning what is completely free and available on YouTube, just how to shoot and edit video that very, very simply.
• 26:32
  SPEAKER_01: And you know, like you there's some incredible creators out there that create with a 4K uh video um on their iPhone, they use a DJI Osmo mobile, like a little gimbal, and they learn some basic editing tricks and they create videos that are 95% better than the rest of the industry.
• 26:50
  SPEAKER_01: And some of the stuff is, yeah, some of it's creative.
• 26:54
  SPEAKER_01: Um, some of it is it's all innovation though.
• 26:57
  SPEAKER_01: None of it's invention.
• 26:58
  SPEAKER_01: It's all innovation.
• 26:59
  SPEAKER_01: Like I just didn't, I just didn't watch, I didn't go and watch other realtors to figure out how to make cool real estate videos.
• 27:05
  SPEAKER_01: I watched filmmakers.
• 27:06
  SPEAKER_01: So I watched guys like Peter McKinnon and Maddie Hoya and Parker Walbeck, guys who created content that was maybe it was like them filming a car or a wedding, or maybe they were filming like their trip or something.
• 27:19
  SPEAKER_01: And I'm like, how can I get that kind of effect, that kind of mood, that kind of emotion, that kind of music all brought into a listing video?
• 27:28
  SPEAKER_01: And that, and that's really where our what our package is now.
• 27:31
  SPEAKER_01: Like, so our goal when we create a listing video is to basically have someone feel something by the end of it, like feel something about the property, right?
• 27:43
  SPEAKER_01: Because you know, people shop with their wallets and they buy with their hearts.
• 27:47
  SPEAKER_01: And so in a market like mine, where there's seven homes for sale in a three block radius, two block radius, and let's say they're all equally priced, but let's say there's only three buyers.
• 28:00
  SPEAKER_01: It's not necessarily that that video is gonna sell the home for so much more money, but I need one of those three buyers to come and see my property.
• 28:07
  SPEAKER_01: Like I always tell my clients, and I think this is the big message for people if you're using video in your business, tell your clients this as well, which is I can't guarantee that they'll buy your house.
• 28:20
  SPEAKER_01: But before they buy another house, I can guarantee in this community they're gonna say no to yours first.
• 28:26
  SPEAKER_01: They have to say no to yours.
• 28:27
  SPEAKER_01: It's fine if it's not the house for them, but they have to say no.
• 28:30
  SPEAKER_01: It is not permissible to have someone go and buy around the corner and be like, geez, I didn't even know that property was for sale.
• 28:36
  SPEAKER_01: Like, no, we have to expose it to as many people as as possible.
• 28:40
  SPEAKER_01: So I've got some very basic like ingredients, I think, for uh our our video marketing.
• 28:46
  SPEAKER_01: If you're doing video marketing and you're not in them, it's a complete waste of time.
• 28:51
  SPEAKER_01: Like completely.
• 28:52
  SPEAKER_01: You have got to be in them.
• 28:54
  SPEAKER_01: And it's not, you know, to to pump your own tires or all that stuff.
• 28:58
  SPEAKER_01: It's because it's your one opportunity to actually start, you know, talk to the buyer.
• 29:03
  SPEAKER_01: Like, I actually our statistic for 2020 is we've double-ended 22% of our deals in an industry that averages four to five percent for double-ending.
• 29:11
  SPEAKER_01: That's five times return on our efforts.
• 29:15
  SPEAKER_01: That's so if you start to think like, well, what's the real return on this stuff?
• 29:18
  SPEAKER_01: It's like, well, I don't know.
• 29:19
  SPEAKER_01: If you double-ended an extra, say, eight deals this year, and that's an extra six figures in income for you.
• 29:27
  SPEAKER_01: Um how could you not get it employ a full-time on staff uh videographer?
• 29:33
  SPEAKER_01: Could you not like what like why wouldn't you be doing this, right?
• 29:38
  SPEAKER_00: Like, oh, it's huge.
• 29:39
  SPEAKER_00: It because you've done all the work to get the listing, yeah, and and market the listing.
• 29:43
  SPEAKER_00: It's just like, are we gonna also represent the buyers or not?
• 29:46
  SPEAKER_00: It's uh that's okay, that that's big.
• 29:49
  SPEAKER_00: Let's dive into that for a second.
• 29:51
  SPEAKER_00: Sure, it's good.
• 29:51
  SPEAKER_00: Um so are you finding that most of your clients that you attract through your YouTube videos, are they sellers or buyers?
• 30:00
  SPEAKER_00: Or how does that all work?
• 30:02
  SPEAKER_01: Well, I mean, I almost every buyer is a like almost every seller is a buyer first, anyways.
• 30:08
  SPEAKER_01: So a lot of times it's people searching either for their first home or their next home.
• 30:14
  SPEAKER_01: So uh I find it's kind of 50-50.
• 30:18
  SPEAKER_01: Um, but what when we get stuff, when we have something active in an area, other people are watching the market, other homeowners are watching the market and they're seeing who's putting in the work, who's doing something that's kind of unique or exceptional.
• 30:29
  SPEAKER_01: And so they will then like reach out to us and say, like, hey, uh, we we saw that that video.
• 30:36
  SPEAKER_01: Do you guys do that on everything?
• 30:38
  SPEAKER_01: Or we really enjoy that, or we're not in the market right now, but we're thinking of making a change next year.
• 30:43
  SPEAKER_01: Like the cool thing with video is because it has such a long tail, and when you bookend onto that YouTube, because it lives so long, the content lives so long, versus something like Facebook or Instagram where it's out of the cycle within minutes, if not hours.
• 30:57
  SPEAKER_01: Um what's what's great about that is that the work that I've done in the last four or five months, we're we're like, yes, it's helped sell some of those homes.
• 31:06
  SPEAKER_01: And yes, it's probably attracts some of the clients I'm working with right now.
• 31:09
  SPEAKER_01: But in reality, that's just adding on to stuff that's going to be coming in next spring and summer.
• 31:15
  SPEAKER_01: Like, so we've we've got videos that we released a year and a half ago that still are watched five hours on average every day.
• 31:21
  SPEAKER_01: Like it's nuts, right?
• 31:24
  SPEAKER_01: Sure.
• 31:24
  SPEAKER_01: And and these are slow growing.
• 31:26
  SPEAKER_01: They're they're slow growing.
• 31:28
  SPEAKER_01: Um, because YouTube will find a spot for content that is a good experience for their users to watch.
• 31:37
  SPEAKER_01: And even if it takes a while, they will four months in, five months in, you'll start to see it's growing 10% every week.
• 31:43
  SPEAKER_01: And all of a sudden, you're getting three, 400 views a day on content that you made a long time ago.
• 31:49
  SPEAKER_01: So there is huge value, long-lasting value in your per personal brand growth through uh something like uh using listing videos on YouTube.
• 32:01
  SPEAKER_00: I've found myself uh so you you know Tim Smith in uh Newport Beach, yeah, amazing video producer agent.
• 32:09
  SPEAKER_00: Um, I I'll watch some of his videos that are three, four years old, like you know, teach me how to duffy um and some of those other creative ones.
• 32:17
  SPEAKER_00: And like, so he's not in the video, he'll have actors or dancers in the video, and then he shows up at the end, like he makes a cameo appearance, and that's enough because people are like, Okay, that's the guy.
• 32:27
  SPEAKER_00: Like, yeah, it was exceptional.
• 32:29
  SPEAKER_01: So yeah, they're looking around to see who this guy was.
• 32:32
  SPEAKER_01: So yeah, Jim Smith is someone who like I've obviously taken some inspiration from because he does video at such a high level.
• 32:40
  SPEAKER_01: Um, or music videos is what they are.
• 32:42
  SPEAKER_01: Yeah, like this last year, he did um, he got number one on Bomb Bomb and Tom Ferry's sort of video influencer list, and I got number three.
• 32:50
  SPEAKER_01: And so there were two agents out of California.
• 32:52
  SPEAKER_00: Who was number two?
• 32:53
  SPEAKER_01: Like the another agent out of California, I'm trying to remember her name, but you know, these are like 300 million dollar teams, and they have video crews, like he's got 10,000,$15,000 budgets for some of these things.
• 33:06
  SPEAKER_01: It's it's me and my wife driving around getting different shots, like sitting on the side of the road getting a drone shot.
• 33:12
  SPEAKER_01: And then and then the last eight, eight or nine months now, I've had a young guy uh come on and work full time with me, super talented.
• 33:19
  SPEAKER_01: First three months, there was like no return on investment because he just sat beside me as we worked.
• 33:24
  SPEAKER_01: And uh, but now all of a sudden it's like he sees our vision.
• 33:28
  SPEAKER_01: Um, he's able to get the stuff.
• 33:30
  SPEAKER_01: I can trust him with the content that he's creating that's gonna be our brand and style.
• 33:35
  SPEAKER_01: But yeah, it's it's like it's allowed me to kind of get in front and also kind of craft a little bit more on the creative side, which is really like ultimately that stuff kind of fulfills me a bit.
• 33:45
  SPEAKER_01: But you had talked about the book of uh sorry, it was Stealing Best Steel Like an Artist.
• 33:51
  SPEAKER_01: Steal Like an Artist, yeah.
• 33:53
  SPEAKER_01: So here's here's the book that I personally believe is the like the secret sauce to why we've had such a moment in our market.
• 34:02
  SPEAKER_01: Um, and that is Talk Triggers by Jay Bays.
• 34:06
  SPEAKER_01: And so Talk Triggers is a book that essentially the whole thesis around it is that all businesses grow based on their sphere of influence, but not all businesses' sphere of influence grows at the same rate.
• 34:18
  SPEAKER_01: So though the sphere of influence that if you want that to grow, what you really need is to have a talk trigger in your business, something that people talk about.
• 34:29
  SPEAKER_01: So it gives us an illustration of a hotel chain that when you check into the hotel, they give you a warm chocolate chip cookie.
• 34:35
  SPEAKER_01: And how that chocolate chip cookie gets hashtagged more than any other advertising campaign that that hotel does.
• 34:42
  SPEAKER_01: People look forward to it, they love it.
• 34:44
  SPEAKER_01: It's a dollar investment for them for each one of their clients.
• 34:47
  SPEAKER_01: Not a big deal, but it's a talk trigger.
• 34:49
  SPEAKER_01: It's something noteworthy.
• 34:50
  SPEAKER_01: So to have a talk trigger in your business, it has to be noteworthy, it has to be exceptional, it has to be something that's surprising.
• 34:58
  SPEAKER_01: For me, that's video.
• 35:00
  SPEAKER_01: And that's why I won't just put out a just sold.
• 35:04
  SPEAKER_01: I'll create a little 20-second video vignette of the family, you know, playing guitar and the and their little newborn baby sitting on their lap because we just sold their house and saying stuff like, you know what?
• 35:18
  SPEAKER_01: Um uh she'll probably never remember this house.
• 35:22
  SPEAKER_01: And then like a picture of their parents, like, you know, like looking at her in slow motion, but they'll never forget it, right?
• 35:29
  SPEAKER_01: Congratulations on moving on.
• 35:31
  SPEAKER_01: Like the thing is, is I deeply care about those people.
• 35:33
  SPEAKER_01: I do.
• 35:34
  SPEAKER_01: It's like a it's uh like we all care about our clients.
• 35:37
  SPEAKER_01: Um, and so I don't think I'm unique in that way, but because I've been continually working on telling a story in a more meaningful way, it's starting to give me some some distance between me and my competition, at least in my market.
• 35:52
  SPEAKER_01: And that's really the goal, right?
• 35:54
  SPEAKER_01: Like is is to have something that gets people's attention.
• 35:58
  SPEAKER_01: Like you look at a just sold on someone's Instagram and it gets like 12 likes.
• 36:02
  SPEAKER_01: Yep.
• 36:03
  SPEAKER_01: 12 likes.
• 36:04
  SPEAKER_01: And you know what it, you know, if the algorithm on YouTube and Facebook and Instagram, if it stops showing your stuff because it was a bad experience the last time it showed your stuff, it's only because that's it's optimized for humans because they know that that's what humans don't want to do.
• 36:24
  SPEAKER_01: Like humans don't want to interact and engage with someone who the last experience was a bad experience.
• 36:30
  SPEAKER_01: So the algorithm is learning from humans, right?
• 36:34
  SPEAKER_01: Like you go hang out with a friend and they're negative all the time.
• 36:37
  SPEAKER_01: They just talk about other people and you're like, I don't need this in my life.
• 36:40
  SPEAKER_01: Like maybe they're just off, but you're not naturally gravitating to being around them or that stuff anymore either.
• 36:45
  SPEAKER_01: So every time you post low quality content, you might think like the Gary Vee content, content, content.
• 36:52
  SPEAKER_01: I kind of disagree.
• 36:53
  SPEAKER_01: I think, yeah, content, content, content, but bring value or entertain them or do something.
• 36:59
  SPEAKER_01: Because if there's so much noise and if you're not cutting through it, if what you're doing isn't sort of exceptional in the content creation game, then you're I actually think that you're going to spend all this time and energy and you're gonna be like, why am I not getting the same results as everyone else?
• 37:16
  SPEAKER_01: Or or the same results that these leaders in the place do, right?
• 37:20
  SPEAKER_00: I want to so you you kind of something fell into my lap here, and I and I cannot lose this opportunity for a shameless plug for the Massive Agent Daily social media app.
• 37:30
  SPEAKER_00: So MassiveAgent Daily.com.
• 37:32
  SPEAKER_00: Uh, because you're right, agents post pure bullshit.
• 37:35
  SPEAKER_00: That 12 you get 12 likes, two of those are courtesy likes from the seller and your spouse, the others are bots uh because you used hashtag realtor like an idiot.
• 37:44
  SPEAKER_00: And and so, like you don't really have 12 people actually liking it.
• 37:47
  SPEAKER_00: Um, this is such an important concept, and and so I want to come back to the YouTube algorithm and how it works.
• 37:53
  SPEAKER_00: And you kind of explained earlier how stuff will snowball over time where a video you did eight months prior is now just growing, like the the viewership just grows.
• 38:02
  SPEAKER_00: It's you have to understand what the social networks want.
• 38:06
  SPEAKER_00: And YouTube, this is so true on YouTube because it's it's all video, but Facebook, LinkedIn, Instagram, Twitter, what do they want?
• 38:14
  SPEAKER_00: And some of you guys have seen the video that I've put out on Instagram, and you know, I'm actually running a Facebook ad with this video too.
• 38:22
  SPEAKER_00: If you do what the social networks want, they will reward you, they will show your content to more people, but you have to back up and realize what the hell they want.
• 38:30
  SPEAKER_00: Well, they want they want people to stay on the platform.
• 38:34
  SPEAKER_00: When people stay on the platform for long periods of time, that social network can show more ads to those users and they make more money.
• 38:42
  SPEAKER_00: So if you as a content creator are putting out videos or doing posts, or you know, even on Facebook, when you say, like, what are you most thankful for this Thanksgiving?
• 38:52
  SPEAKER_00: And you get 60 comments.
• 38:54
  SPEAKER_00: Facebook's like, wow, this user can get people engaged, which keeps them on the platform.
• 39:00
  SPEAKER_00: And so over time, if you have engaging content uh regularly, you're training the algorithms that hey, this is good stuff, this this content provider has good stuff, let's show their future posts to more people organically because they're going to have more engaged people.
• 39:18
  SPEAKER_00: The opposite is true, and that's why if you are constantly posting about real estate bullshit, yeah, that's why no one ever sees your stuff.
• 39:28
  SPEAKER_00: And and so YouTube is one of those places where I've heard this, and I want to really get specific on the YouTube algorithm and some YouTube hacks because I've I've had a few people um in reviews or comments are like, Look, I know I should do video, but let's get into the how.
• 39:43
  SPEAKER_00: Like, I want I want the meat and potatoes, so we're gonna freaking give it to them.
• 39:46
  SPEAKER_00: Let's do it.
• 39:47
  SPEAKER_00: Um YouTube, like, is it true that longer videos work better than shorter ones?
• 39:54
  SPEAKER_00: Because if people are watching longer, YouTube can show more ads, YouTube's gonna reward that video creator.
• 40:00
  SPEAKER_00: It's longer, you know, they want to sell more ads and make more money.
• 40:04
  SPEAKER_00: Is that true?
• 40:05
  SPEAKER_00: And then how do you take that principle and factor it into you know people's attention spans?
• 40:11
  SPEAKER_00: It's it's a listing video, it's not a you know, hour and a half tutorial.
• 40:15
  SPEAKER_00: It's an ad.
• 40:16
  SPEAKER_01: It's yeah, we're creating ads, and then YouTube, if you do it well enough, will we pay you to put ads before your ads to sell that house?
• 40:24
  SPEAKER_01: Like that's that's the way this kind of this whole thing works.
• 40:27
  SPEAKER_01: So, okay, so first Do you do that right now?
• 40:29
  SPEAKER_01: Do you monetize your videos?
• 40:30
  SPEAKER_01: I yeah, I do.
• 40:31
  SPEAKER_01: Yeah, so we're you know, we generate with 3,400 subs and about 40,000 views a month.
• 40:37
  SPEAKER_01: We generate like 130 bucks a month.
• 40:40
  SPEAKER_01: But the cool thing is is that about every five or six months the channel doubles, right?
• 40:45
  SPEAKER_01: So it's not a big deal the first few times it doubles, but you know, when it starts getting 1,500 to$3,000 a month, it starts to become real.
• 40:53
  SPEAKER_01: Like that starts to be like, oh, okay, great.
• 40:54
  SPEAKER_01: Like that's my mortgage is paid for stuff that I videos I made to sell homes a year and a half ago.
• 41:00
  SPEAKER_01: Um, okay, but to get back to answering your your question, um, the best way to sort out the the algorithm is to always optimize for the human experience.
• 41:10
  SPEAKER_01: That's that's it.
• 41:11
  SPEAKER_01: Um, and it's true with real estate, it's true with video and content creation, it's true with your friendships.
• 41:18
  SPEAKER_01: It's all one question.
• 41:20
  SPEAKER_01: There's only one question that the whole market is concerned with always is what in the hell is in it for them if they work with you, if they watch your videos, right?
• 41:30
  SPEAKER_01: If they talk to you, if they hang out with you.
• 41:32
  SPEAKER_01: Like what's in it for them?
• 41:33
  SPEAKER_01: At the end of the day, that's what people are concerned with.
• 41:36
  SPEAKER_01: And agents spend a lot of time creating a lot of content and doing a lot of a lot of a lot of their stuff is built around this idea that they're bringing value that the people that are watching it don't see.
• 41:49
  SPEAKER_01: Don't see the value in it, right?
• 41:50
  SPEAKER_01: And so the agents will keep talking about it.
• 41:52
  SPEAKER_01: And the more someone keeps talking about it, the more the audience checks out.
• 41:56
  SPEAKER_01: So with our videos, we have a very simple sort of um uh approach to it.
• 42:04
  SPEAKER_01: We watch the analytics on every one of my listing videos and we try to learn a lesson from it.
• 42:08
  SPEAKER_01: And because there's so much to think about when you do video, we sometimes remake the same old mistakes.
• 42:14
  SPEAKER_01: You know, the video, like 30 seconds into a five-minute video, it dips to black and then a new shot fades in.
• 42:21
  SPEAKER_01: Well, 12% of your audience is gone.
• 42:23
  SPEAKER_01: Great, good.
• 42:24
  SPEAKER_01: That three seconds where it looked like the video was ending before you were changing scenes, just a little thing in editing, drops, drops people.
• 42:31
  SPEAKER_01: Oh, uh, you had some really sexy b-roll of this gorgeous three million dollar home, but no one was doing a voiceover or on camera.
• 42:39
  SPEAKER_01: Yeah, people tuned out because people aren't into sexy shots of beautiful homes.
• 42:43
  SPEAKER_01: They want context.
• 42:44
  SPEAKER_01: Why is this cool?
• 42:45
  SPEAKER_01: Why should I care about this?
• 42:47
  SPEAKER_01: What is interesting?
• 42:48
  SPEAKER_01: You need to tell them.
• 42:49
  SPEAKER_01: You know, it's the whole call to action theory and marketing.
• 42:52
  SPEAKER_01: It's like the whole video has to be a call to action.
• 42:55
  SPEAKER_01: When you create a video, the first four to five seconds needs to have a human in it, and they need to tell you what the value is to that you to that viewer really quickly.
• 43:07
  SPEAKER_01: And if that value is not strong enough, that viewer is gone and on to something else.
• 43:12
  SPEAKER_01: So the hook, right?
• 43:14
  SPEAKER_01: So you've never seen, okay, you know, like you might say something like, um, I've been in a lot of million-dollar homes in this city.
• 43:23
  SPEAKER_01: I've never seen anything with an ensuite like this.
• 43:26
  SPEAKER_01: So then, okay, people are great.
• 43:27
  SPEAKER_01: Like, okay, I want to, I want to, I'll stick around for the ensuite.
• 43:30
  SPEAKER_01: That's a weak hook, but any kind of hook that's built around whatever story you want to tell, um, it's huge, right?
• 43:37
  SPEAKER_01: So from when you have their attention, that first five seconds, you haven't bought five minutes of their attention.
• 43:44
  SPEAKER_01: You bought only the next 10 seconds.
• 43:47
  SPEAKER_01: And then if that next 10 seconds validates, you know, was worth it, there was enough of a good experience for them, you buy the next 30.
• 43:55
  SPEAKER_01: And it kind of goes like that.
• 43:57
  SPEAKER_01: As soon as you can get them in for a minute, you've got them for the whole.
• 44:00
  SPEAKER_01: You can have them for 15 minutes, five minutes, however long you made the video, but you need to capture that first 30 to 45 seconds.
• 44:07
  SPEAKER_01: And it's like literally when you watch a video that the people that you know made it the first 30 seconds are at 55% viewership, it only drops down to 42% viewership seven minutes later.
• 44:22
  SPEAKER_01: That means what you need to do is figure out how to make that 55%, 30 seconds in, be 65%.
• 44:30
  SPEAKER_01: Right?
• 44:30
  SPEAKER_01: That's how you can take 20% gains on your viewership right there.
• 44:35
  SPEAKER_01: Just figure out how to make it more interesting.
• 44:38
  SPEAKER_01: That means a stronger hook, more compelling visuals, a better storytelling element, something like that will get you greater viewership.
• 44:46
  SPEAKER_01: And when you actually see the viewership line kind of cast on this sort of slow grade down, then you realize like, okay, this is this is what I this is how much extra viewing and hours, and you actually start to see on the analytics side of like how one five-minute video constructed better versus another five-minute video that wasn't constructed quite as well, will get over time hundreds and hundreds and hundreds of more hours of viewing.
• 45:17
  SPEAKER_01: Even if the video that I like is, you know, subject B because I like the shots or I liked how we performed in it.
• 45:25
  SPEAKER_01: If the audience thought video A was better, then yeah, they're right.
• 45:30
  SPEAKER_01: The audience is always right.
• 45:31
  SPEAKER_00: The client is so when you are doing these videos, so let's go to the beginning because most people, most people listening are not established YouTubers or video creators, but they they want to.
• 45:47
  SPEAKER_00: Um, you know, a lot of this I'm sure you learned as you went along.
• 45:50
  SPEAKER_00: I've learned to consider certain things as I go along, and I'm far from perfect on this stuff, but you know, you've got to realize you have to hook people in the first few seconds or they're gone.
• 46:00
  SPEAKER_00: Yeah um how much what would you give to somebody, like knowing what you know now about how to construct a video in the right way, whether it's for YouTube or Facebook or LinkedIn or whatever, let's say it's just a three-minute video, yeah, an average three-minute video.
• 46:16
  SPEAKER_00: What would you tell somebody that who's just starting that they need to consider, that they need to plan on, that they need to, without overdoing it to the point where they're like, okay, this is too much.
• 46:26
  SPEAKER_00: Like, this is why you don't do video in the first place.
• 46:28
  SPEAKER_00: I can't do all this shit.
• 46:29
  SPEAKER_00: Right.
• 46:30
  SPEAKER_00: Yeah.
• 46:30
  SPEAKER_01: So uh well, what I'd say is that to be quite honest, as fun and exciting as I think the listing videos are that we do, the real thing that if you watch our videos that you'll notice is there's like an energy about them.
• 46:44
  SPEAKER_01: Like Ron just wrote a book called Big Money Energy.
• 46:47
  SPEAKER_01: I'm a big believer, like not in the spiritual sense of energy, but like in the real, just human sense.
• 46:53
  SPEAKER_01: Like I'm attracted to people who are passionate about something, right?
• 46:56
  SPEAKER_01: Like I might not be into kayaking, but if you tell me for 20 minutes over a beer how great kayaking is, I'm gonna be like, I don't know, maybe I should buy a kayak, right?
• 47:05
  SPEAKER_01: Like I'm attracted to people who've got something kind of going on or something really into.
• 47:09
  SPEAKER_01: So I think energy is the thing.
• 47:12
  SPEAKER_01: Now, if you're a brand new creator and you want to like start creating content and you don't have a bunch of listings, the reality is all you need to do is set up a home studio.
• 47:21
  SPEAKER_01: Set up a home studio, get invest in some basic lighting for a couple hundred bucks, a mic for 50 to 100 bucks.
• 47:27
  SPEAKER_01: Take use your iPhone to begin with, eventually graduate to something that's worth a thousand bucks that can give you a little bit of depth of field, but create a studio space that removes the barriers for you to actually start sitting down and creating content.
• 47:40
  SPEAKER_01: One little spot in your house doesn't have to be much, it can be a blank wall painted dark with a lamp and a plant.
• 47:46
  SPEAKER_01: And that could be maybe the whole thing.
• 47:48
  SPEAKER_01: But get in there and talk about something that matters to your audience.
• 47:53
  SPEAKER_01: So you're in South Carolina, talk about um, talk about the market in South Carolina, talk about the pros and cons of North Carolina versus South Carolina.
• 48:02
  SPEAKER_01: I don't know the area very well, but let's say, but talk about those things.
• 48:05
  SPEAKER_01: What what's the cost of living, right?
• 48:07
  SPEAKER_01: What's the what's the best uh the you know the the pros and cons of living in one place?
• 48:13
  SPEAKER_01: What's the uh top five things you hate about living there?
• 48:16
  SPEAKER_01: What are the top five things you love about living there?
• 48:18
  SPEAKER_01: The kind of stuff that people who are relocating to the area might be interested in.
• 48:22
  SPEAKER_01: That kind of stuff, you can create good quality because you've created a studio space, you've controlled a lot of the variables, and it's the variables that are hard, like lighting and sound and all that stuff with video.
• 48:34
  SPEAKER_01: And then just get on there and talk about it.
• 48:36
  SPEAKER_01: And then, you know, leverage things like fiber if you want to use uh if you want to make a little intro or if you want to add some graphics.
• 48:43
  SPEAKER_01: But really, all you have to do is create content around what people are searching in a Google search bar.
• 48:50
  SPEAKER_01: If they are writing like moving, moving to uh Calgary, then you better have a video titled Moving to Calgary.
• 48:58
  SPEAKER_01: Cost of living in Calgary.
• 49:00
  SPEAKER_01: Well, you better have where best communities to live in in Calgary.
• 49:03
  SPEAKER_01: Like Google will tell you what your top five videos should be in.
• 49:06
  SPEAKER_01: It should be based on what questions Google users are asking.
• 49:09
  SPEAKER_01: That is the best way to do it.
• 49:11
  SPEAKER_00: And I mean, I don't know anything, I don't need to do the keyword keyword research to know that everyone should be doing a moving to insert market here video article, article with a video embedded in it.
• 49:25
  SPEAKER_00: Uh unbelievable.
• 49:26
  SPEAKER_00: Uh, I've done, I've told the audience before about my moving to Salt Lake City article that I did that brought in well over six figures in commission directly just because of that.
• 49:35
  SPEAKER_00: It was number one on Google for for a couple years, and it was like a six thousand-word article.
• 49:41
  SPEAKER_00: I didn't even embed a video, I didn't even I was lazy, I didn't even do a video for it.
• 49:45
  SPEAKER_00: Yeah.
• 49:46
  SPEAKER_00: Um in hindsight, that that was a big mistake, but uh just the article was everything.
• 49:52
  SPEAKER_00: So I don't care where you're at, guys.
• 49:54
  SPEAKER_00: Moving to yeah, Fondalac, Fond du Lac, Wisconsin, you know, create a video for that.
• 50:00
  SPEAKER_00: Create an uh, you know, if you don't want to do a video, do an article, do something.
• 50:04
  SPEAKER_00: And so what have we all tried to do?
• 50:06
  SPEAKER_01: We've all tried to figure out like, oh, how do we get on that first page of Google?
• 50:10
  SPEAKER_01: Right?
• 50:10
  SPEAKER_01: Like, what is that?
• 50:11
  SPEAKER_01: Like that would be really beneficial to my business to be first page of Google, like search engine optimized, right?
• 50:16
  SPEAKER_01: So we figure out how to keyword our websites and metadata and meta tags and all this stuff that that's not what we do, right?
• 50:23
  SPEAKER_01: We we talk about communities, we talk about areas, we talk about the benefits of the city all the time with the people we're driving around with.
• 50:31
  SPEAKER_01: So the cool thing is that Google's figured out that video has value.
• 50:36
  SPEAKER_01: So when you go and search something now on Google, they're serving up YouTube answers to your Google search query in the Google search results.
• 50:45
  SPEAKER_01: So if you want to bypass all the agents that have spent tens of thousands of dollars getting themselves right to that spot as the search result, well, you can do so by just having the relevant video that answers their question.
• 50:58
  SPEAKER_01: Because that's how people prefer to consume their content these days.
• 51:02
  SPEAKER_01: And as great as I think video is, and as many agents are doing it in their market, it's still a wide open lane for people to start doing right now.
• 51:13
  SPEAKER_01: Because you have a unique perspective, you have an opinion, you have something that's uniquely you, that's why your clients are already working with you.
• 51:21
  SPEAKER_01: You just need 10 times more people to know that you exist.
• 51:24
  SPEAKER_01: That's it.
• 51:25
  SPEAKER_00: That is it, man.
• 51:27
  SPEAKER_00: And you know, you that kind of brings it back full circle to to what you were saying before.
• 51:32
  SPEAKER_00: Um, and and also you you mentioned this, but I want to make sure everyone really like gets the cliffs notes.
• 51:39
  SPEAKER_00: The topic is most important.
• 51:42
  SPEAKER_00: Okay.
• 51:43
  SPEAKER_00: What the video is about is everything, it could be subpar on a shitty, you know, iPhone 5.
• 51:50
  SPEAKER_00: It's not like an iPhone 5 was shitty, but it is compared to, you know, if it only has two cameras, it's a piece of shit.
• 51:55
  SPEAKER_00: It needs three cameras, right?
• 51:58
  SPEAKER_00: I'm being I'm being dead serious.
• 51:59
  SPEAKER_00: Like, yeah, it needs three cameras.
• 52:00
  SPEAKER_00: Yeah.
• 52:02
  SPEAKER_00: But you could just have like some subpar video, but if the topic is perfect and people actually want to learn about it, and you become a resource for that topic or that headline or that keyword, it's going to do well.
• 52:15
  SPEAKER_00: It's going to be one of your best pieces of content.
• 52:18
  SPEAKER_00: But so many of us focus on production quality.
• 52:21
  SPEAKER_00: Oops.
• 52:21
  SPEAKER_00: Speaking of production quality, it's shit when I hit my mic.
• 52:25
  SPEAKER_00: Yeah, yeah.
• 52:25
  SPEAKER_00: Production quality, bam.
• 52:27
  SPEAKER_00: Um, by having fancy mics, fancy, you know, gimbals and Ronin, all this shit that I don't even know what a Ronin is.
• 52:33
  SPEAKER_00: I've just heard that they're awesome.
• 52:35
  SPEAKER_00: Is it a gimbal or a freaking camera?
• 52:37
  SPEAKER_00: It's a gimbal.
• 52:38
  SPEAKER_00: It's a gimbal.
• 52:38
  SPEAKER_00: Okay.
• 52:40
  SPEAKER_00: Okay.
• 52:41
  SPEAKER_00: But yeah, take over, dude.
• 52:44
  SPEAKER_00: I was about to go on some rant and I don't even know where it was gonna end.
• 52:48
  SPEAKER_00: No, I was gonna say, um, you know what?
• 52:50
  SPEAKER_01: I think the real key to all of this stuff is like the mistake that if you're a brand new video creator, the mistake that you're gonna make is you're gonna think that the thing that is attractive to your audience is to be a reporter.
• 53:03
  SPEAKER_01: So you'll stand outside of a business, or you'll stand outside of a school, or you'll stand outside of a house and you'll be a bad reporter, right?
• 53:10
  SPEAKER_01: Like it looks like a bad cable news report.
• 53:12
  SPEAKER_01: So don't do that.
• 53:13
  SPEAKER_01: The thing that actually is going to be attractive to them, to your audience, is uniquely your opinion on it.
• 53:20
  SPEAKER_01: Like your opinion, your joking, your you're like my wife and I, we just recently did a video.
• 53:27
  SPEAKER_01: It's Italian themed because we're selling in a community called Tuscany.
• 53:31
  SPEAKER_01: Totally dorky, right?
• 53:33
  SPEAKER_01: And at the end of the video, I say, Tila, grazie for joining me.
• 53:37
  SPEAKER_01: And she says, Prego.
• 53:38
  SPEAKER_01: And I'm like, You're what?
• 53:39
  SPEAKER_01: And she's thinking, she's like, no, no, no.
• 53:41
  SPEAKER_01: It means you're welcome, Brad.
• 53:43
  SPEAKER_01: I'm not pregnant.
• 53:44
  SPEAKER_01: And I was like, Oh, I knew that.
• 53:46
  SPEAKER_01: All right, just completely dorky, probably not the guy you want to represent your two million dollar house, except for the fact that people who have millions of dollars and who are wealthy and luxury estates, you know what they want to work with?
• 54:00
  SPEAKER_01: People they like.
• 54:01
  SPEAKER_01: They just want to work with people they like, people that they don't mind being around, that they can stomach.
• 54:05
  SPEAKER_01: And I tell you, I always think of it, all these like luxury producers that really put all their value is in is in the brands they wear, the car they drive, and just how posh they are.
• 54:18
  SPEAKER_01: I just think all the all the time, like you're a pretender.
• 54:22
  SPEAKER_01: Like the guy who's got like 40, 50 million dollars is not blown away by your love of of uh you know, nice brand names.
• 54:30
  SPEAKER_01: Like they still want to work with someone who can deliver the goods.
• 54:34
  SPEAKER_01: Like, make my place look sexy, sell for as high as you possibly can.
• 54:37
  SPEAKER_01: Uh, and people love that we're enjoying what we're doing.
• 54:42
  SPEAKER_01: And like we have no, like, we have no problem doing that.
• 54:45
  SPEAKER_01: You know, and what's really funny about video, and I figured it out on Saturday night, I rarely go live.
• 54:50
  SPEAKER_01: Like, I rarely go live, and all because I just think, what the heck's in it for them?
• 54:55
  SPEAKER_01: Like, what's in it for the person who's watching us?
• 54:57
  SPEAKER_01: But Saturday night, quarantine in our city lockdown.
• 55:00
  SPEAKER_01: Um, me and my son are sitting by the computer.
• 55:03
  SPEAKER_01: So I go live and I just was, you know, like I was in a good mood.
• 55:07
  SPEAKER_01: I was kind of chatting, but I was like, oh, I've got some ideas for some videos coming up, kind of curious what you guys are thinking.
• 55:13
  SPEAKER_01: In that 25-minute live, there was 15 to 20 people watching continually.
• 55:18
  SPEAKER_01: There was so many comments, and I would say there were at least five comments from people who are like, hey, Brad, you don't even know it yet because you haven't met us, but we're buying a home with you in spring 2021.
• 55:30
  SPEAKER_01: We found your YouTube channel, followed you on Instagram.
• 55:33
  SPEAKER_01: Like, if people like you, like they will go down the rabbit hole of seeking out like your stuff, right?
• 55:39
  SPEAKER_01: Yes.
• 55:40
  SPEAKER_01: Um, like they don't, then there doesn't matter, doesn't matter how much friction there is if they think of you that way.
• 55:45
  SPEAKER_01: And then a builder gets on there and is like, Brad, we've got a huge amount of condos and new subdivisions coming online.
• 55:53
  SPEAKER_01: We've been talking about your content in our marketing meetings.
• 55:56
  SPEAKER_01: There's a couple of projects we'd like you to actually lead up for us, reach out to us this week.
• 56:01
  SPEAKER_01: And I was like, Great, that sounds fantastic.
• 56:04
  SPEAKER_01: Right after I got off the live, he had already messaged me, like, I'm serious about that.
• 56:07
  SPEAKER_01: Let's let's let's chat this upcoming week on it.
• 56:10
  SPEAKER_01: And it's like that is but that's the power of it.
• 56:13
  SPEAKER_01: Like, you know, so many agents will do two or three months of video and then give up because they haven't seen the return.
• 56:19
  SPEAKER_01: They haven't had the person.
• 56:21
  SPEAKER_01: The audience is just they're just watching.
• 56:23
  SPEAKER_01: So you just have to decide do you want to send out, you know, how many 30 touches do you want to do in a year, right?
• 56:29
  SPEAKER_01: Like how many of those do you want to do versus like a cold call or all that stuff?
• 56:33
  SPEAKER_01: Um, every time I post on Instagram, every time I post on YouTube, every one of those is a touch.
• 56:38
  SPEAKER_01: Like they're all it's always a touch.
• 56:40
  SPEAKER_01: And so that's that's the whole unlock for agents that are also creators, is that they don't have to go and do the other stuff.
• 56:48
  SPEAKER_01: And because I can tell you, me calling a hundred developers to ask them for their business, like, hey, I'd love, you know, I understand you guys build 15 to 20 homes a year, would love to be involved.
• 56:58
  SPEAKER_01: That's worth like virtually nothing compared to the one developer that calls me and says, We've been watching your stuff.
• 57:04
  SPEAKER_01: Um, we'd love to have you come in and sit down and show you what we've got coming up in 2021.
• 57:09
  SPEAKER_01: Like that, that's it.
• 57:10
  SPEAKER_01: And then you find out soon enough, you're busy enough working with those calls that you don't have time to make the others.
• 57:16
  SPEAKER_00: Yes.
• 57:16
  SPEAKER_00: And it's funny to me how some people see it as one or the other, that you can either create content or cold call or door knock or whatever.
• 57:24
  SPEAKER_00: And you know, you mentioned Ricky Caruth earlier, and I I respect the shit out of him.
• 57:29
  SPEAKER_00: I like him.
• 57:30
  SPEAKER_00: Um, I his system works.
• 57:32
  SPEAKER_00: I think what is missing from the conversation is let's say all you're going to do is circle prospect around an area, you use Red X, you get the phone numbers, you know, you follow his system, you call everybody, right?
• 57:43
  SPEAKER_00: Well, what if you call people and those people have seen you on video seven, eight, nine, fifteen other times in the last six months.
• 57:52
  SPEAKER_00: And then you call them and your name rings a bell, or they just remember and they're like, Oh my God, like I was watching your YouTube video last week, Brad.
• 57:59
  SPEAKER_00: And now you call, you're gonna convert so many more of those people.
• 58:04
  SPEAKER_00: Absolutely.
• 58:05
  SPEAKER_00: It's and so like it doesn't need to be one or the other.
• 58:08
  SPEAKER_00: If you just do one or the other, you could have an amazing lucrative career.
• 58:13
  SPEAKER_00: But my god, if you can marry the two together, amazing.
• 58:16
  SPEAKER_00: Um, but dude, it's it's cool to see how you've grown your brand and you know getting recognized by the bomb bomb video influencer, whatever.
• 58:26
  SPEAKER_00: Number three, you got robbed.
• 58:27
  SPEAKER_00: I want to recount, I demand a recount.
• 58:29
  SPEAKER_00: Tim's pretty good.
• 58:30
  SPEAKER_00: Tim's pretty good.
• 58:31
  SPEAKER_00: Tim's pretty good, but the number two spot, I'm gonna contest that.
• 58:34
  SPEAKER_00: Sure.
• 58:34
  SPEAKER_00: Um, I do not believe it.
• 58:36
  SPEAKER_00: Hashtag rigged.
• 58:38
  SPEAKER_00: Um, but uh you've done some really cool stuff, man.
• 58:41
  SPEAKER_00: And it's it seems like you're having fun in the videos.
• 58:45
  SPEAKER_00: So I haven't watched like all of them.
• 58:47
  SPEAKER_00: I've watched uh, you know, five or six of your videos, and every single one, your personality comes through, you're having fun.
• 58:54
  SPEAKER_00: Um, there was one I saw that you were riding around, like I don't even know what those are called, a little one-wheel.
• 58:59
  SPEAKER_00: Yeah, yeah.
• 59:00
  SPEAKER_00: You were riding that around, and they're nice homes.
• 59:03
  SPEAKER_00: You have this cool like cinematography going on, and it's like, okay, this is different.
• 59:08
  SPEAKER_00: This is like a next level type of thing, and then you shine.
• 59:12
  SPEAKER_00: So you nail the topic and you nail just being yourself and having fun, and it works.
• 59:18
  SPEAKER_00: And you haven't been an agent for 20 years and it's working.
• 59:22
  SPEAKER_00: I can only imagine, you know, two years from now, three years from now, how uh, you know, how much more of your market you will be known in, be and dominate.
• 59:32
  SPEAKER_00: Have you been recognized, you know, when you go to the grocery store or whatever?
• 59:35
  SPEAKER_01: Oh, yeah.
• 59:36
  SPEAKER_01: Yeah, we've been recognized.
• 59:37
  SPEAKER_01: Well, you know, it's it's kind of the way it goes like first, first all the agents notice, right?
• 59:42
  SPEAKER_01: Because they're always watching what everyone else is doing.
• 59:44
  SPEAKER_01: So agents in my market reach out all the time.
• 59:47
  SPEAKER_01: Um, and then now you now we all go out restaurants and we'll go out to the grocery store and and we'll get seen.
• 59:54
  SPEAKER_01: People will see our see our stuff.
• 59:56
  SPEAKER_01: And you just have no, you know, my wife went into um uh I don't know, like a dental cleaning, and the dentist is like, I've seen you on YouTube.
• 1:00:05
  SPEAKER_01: Yeah, we're thinking about making a move next to you.
• 1:00:07
  SPEAKER_01: Your your husband's a realtor, right?
• 1:00:09
  SPEAKER_01: He's it's is Brad McCallum, right?
• 1:00:11
  SPEAKER_01: And you're like, that's that's nuts, right?
• 1:00:14
  SPEAKER_01: Like, do you think they would just remember the cold call?
• 1:00:16
  SPEAKER_01: But to your point, like with Ricky's systems that he that he talks about, this is sort of the next level, right?
• 1:00:22
  SPEAKER_01: Like I like I've got a teammate uh and I would like her to have as many great warm leads as possible coming in.
• 1:00:28
  SPEAKER_01: The problem with building a bit of um personal brand and a bit of a celebrity around your brand, um, which is really what you can become as people start to look at you, which is crazy because I'm casting myself.
• 1:00:39
  SPEAKER_01: Like no one's hiring me, no one made that decision but me.
• 1:00:43
  SPEAKER_01: Um, but what's what's wild about it is that that you can actually um sorry, where was I going with this?
• 1:00:50
  SPEAKER_01: Yeah, basically, you get that option of of signing up of saying that you're this guy, they will start to notice you and start to see it.
• 1:00:58
  SPEAKER_01: But now, if you can take that personal marketing, that personal brand, and then use it in typical cold lead generation methods, like so everything that you know that works for you in your videos for organic growth.
• 1:01:10
  SPEAKER_01: Now, all of a sudden, like, you know, those ads on Facebook that say, hey, view all homes, single family homes in Northwest Calgary for under$400,000.
• 1:01:18
  SPEAKER_01: Click here for the list, right?
• 1:01:19
  SPEAKER_01: Well, what if that's a video?
• 1:01:21
  SPEAKER_01: What if that's a 10-second video, you and your teammates just saying, hey guys, I'm Brad McCallum and this is a list of all available homes for under$400,000 in Northwest Calgary.
• 1:01:30
  SPEAKER_01: It's crazy to even think that you can get into a place like that, check them out.
• 1:01:34
  SPEAKER_01: There's some awesome value on that list, and then reach out to us if you have any questions, right?
• 1:01:38
  SPEAKER_01: They watch that video, that converts way more than just a basic text or the basic same kind of real estate ad, converts way deeper.
• 1:01:45
  SPEAKER_01: And then they can hopefully, if if there's no extra value from that ad, they remember you and your name.
• 1:01:52
  SPEAKER_01: So it's like that get that, just get that kind of content.
• 1:01:55
  SPEAKER_01: Use the same video that you're using for your studio, for your office, for your listing videos, for that organic content.
• 1:02:01
  SPEAKER_01: Just use it in 10 to 15 second increments in paid advertising and do that cold outreach.
• 1:02:07
  SPEAKER_01: And you're still just going to get extra recognition for your brand.
• 1:02:10
  SPEAKER_01: And one of the things that I always tell people is like YouTube advertising is Facebook targeting from a few years ago, but way cheaper.
• 1:02:20
  SPEAKER_01: Like, so I can list a I can promote one of my seven-minute videos and I can buy someone in my markets attention for three and a half minutes on an average, 50% of it for one penny.
• 1:02:34
  SPEAKER_01: That's ridiculous.
• 1:02:35
  SPEAKER_01: So think about that.
• 1:02:36
  SPEAKER_01: Like, what is that?
• 1:02:37
  SPEAKER_01: Like, how much is three and a half?
• 1:02:39
  SPEAKER_01: Is that pre-roll?
• 1:02:40
  SPEAKER_01: That's pre-roll and um uh rate at what is it?
• 1:02:44
  SPEAKER_01: The mid-roll?
• 1:02:46
  SPEAKER_01: Yeah, the the in or in stream or whatever they call it.
• 1:02:48
  SPEAKER_01: In stream, yeah.
• 1:02:49
  SPEAKER_01: I think that's yeah.
• 1:02:50
  SPEAKER_01: Yeah, and so and people will watch it.
• 1:02:51
  SPEAKER_01: And that's why, like, if I've got a video that's performing really well organically, I I know right away, like, this is a great one to go and boost um uh elsewhere.
• 1:03:00
  SPEAKER_01: But you know, YouTube is also one of those things that once you promote one of your videos, they don't penalize that video in any way organically, and they don't penalize any of your other videos.
• 1:03:10
  SPEAKER_01: They're not like, oh, Facebook, it's now pay to play.
• 1:03:13
  SPEAKER_01: Let's make everything if he wants it to be seen by anyone, let's always make him pay.
• 1:03:17
  SPEAKER_01: YouTube's different that way.
• 1:03:18
  SPEAKER_01: Like you can just promote one of your videos for you know five dollars a day and buy like, oh my gosh, like five, six hundred views for five bucks at three to four minutes of view.
• 1:03:31
  SPEAKER_01: Like I would do that all day long.
• 1:03:34
  SPEAKER_01: And the cool thing is, is because you know, I might have spent 15 or 20 hours creating that video.
• 1:03:39
  SPEAKER_01: This is how I want everyone to see it.
• 1:03:41
  SPEAKER_01: Like, I want everyone to see it.
• 1:03:43
  SPEAKER_01: So why not get the extra exposure?
• 1:03:45
  SPEAKER_01: So we've sometimes like when when we've just had nothing better to do, or we we had you know no better thoughts or original thoughts, we've just taken some of our videos that we've got our listing videos and just promoted them.
• 1:03:56
  SPEAKER_01: And you know, we'll put 20 bucks at it and it'll get like 2,000 views for that.
• 1:04:02
  SPEAKER_01: You don't build subscribers and you don't generally build engagement as an ad, but it also doesn't penalize you those views.
• 1:04:10
  SPEAKER_01: And that's so there's a bunch of things about the about YouTube that is crazy when you start to unlock it.
• 1:04:16
  SPEAKER_01: So now what we're doing is creating content for pre-roll ads to get them to take some kind of other other ad.
• 1:04:23
  SPEAKER_01: But like we just we just recently did a video for a community, and it the developers on that community, they simply said to me after they watched the video, like, we love the video, we've watched like a bunch of times.
• 1:04:36
  SPEAKER_01: Like, yeah, there's a few parts where it's not like really corporate-y, like it's definitely more kind of personal and stuff, but like for some reason we like that more.
• 1:04:45
  SPEAKER_01: Like, we we like that, like and and it was like, yeah, that that's the secret sauce.
• 1:04:50
  SPEAKER_01: The every the thing that makes Dustin Dustin is the thing that Brad could never ever reproduce, right?
• 1:04:56
  SPEAKER_01: So if you're gonna start doing this stuff, like whatever you're into, whatever your hobby is, share it with your audience, infuse it into if you're a goof, if you're serious, if you're into music, whatever it is, just infuse your personality into your videos and create content that your clients and that your audience wants to engage with.
• 1:05:13
  SPEAKER_01: Like, that's how you win.
• 1:05:14
  SPEAKER_01: That's the recipe.
• 1:05:16
  SPEAKER_00: The magic is your personality and allowing personal connections to happen.
• 1:05:21
  SPEAKER_00: And it's so important.
• 1:05:24
  SPEAKER_00: And this is hard in the beginning, especially for those that are nervous to hit record on the video.
• 1:05:29
  SPEAKER_00: Um, being okay with the fact that not everyone who sees it is going to like you.
• 1:05:36
  SPEAKER_00: Some of them will dislike you, some of them will think that you, Brad, are unprofessional, or you're not dressed the way they think you should be dressed, or you're either you're overdressed or underdressed, or whatever.
• 1:05:47
  SPEAKER_00: Or they don't like the way you say things.
• 1:05:48
  SPEAKER_00: They don't like your accent if you have one, like you're just not their cup of tea.
• 1:05:53
  SPEAKER_00: Well, that happens to me a lot.
• 1:05:55
  SPEAKER_00: Like, I have a very my my personality is not for everybody, but I got Okay with that once I realized I do attract the right people, people who do connect with my personality and find me likable or they think I'd be fun to work with.
• 1:06:10
  SPEAKER_00: So you just have to be okay with repelling some people to attract the right people.
• 1:06:16
  SPEAKER_00: Yeah.
• 1:06:16
  SPEAKER_00: And that is what happens.
• 1:06:19
  SPEAKER_00: And it happens every freaking time you publish a video.
• 1:06:22
  SPEAKER_00: And the more videos you put out, the more personal connections happen.
• 1:06:26
  SPEAKER_00: You just have to be okay with the fact, repel some people to attract the right people.
• 1:06:30
  SPEAKER_00: And if you can do that and then consistently get better, man, it's uh the the sky is the limit.
• 1:06:36
  SPEAKER_00: Video has been huge for me and my my brand, uh, both locally with my real estate business and you know with the massive agent business and brand.
• 1:06:44
  SPEAKER_00: Um, it's incredible.
• 1:06:46
  SPEAKER_00: And you can do so much with so little money.
• 1:06:49
  SPEAKER_00: Um it's crazy, man.
• 1:06:51
  SPEAKER_00: I I really appreciate you coming to share your your wisdom on YouTube because you're doing it, you're doing video in such a man, it's you're doing it so well.
• 1:07:02
  SPEAKER_00: Um, I don't know why I paused that long just to come up with the word well, but you're doing it at such a high level.
• 1:07:08
  SPEAKER_00: It's it's creative, but it's authentic to you in a way that like I feel almost like I'm watching HGTV quality stuff, yeah.
• 1:07:17
  SPEAKER_00: And but also like so freaking laid back, too, that it's not pretentious.
• 1:07:22
  SPEAKER_00: So everybody should go watch some of your videos.
• 1:07:25
  SPEAKER_00: What's your channel?
• 1:07:26
  SPEAKER_00: How do they find you?
• 1:07:26
  SPEAKER_01: Yeah, just type my name into YouTube and I'll and I'll pop up.
• 1:07:30
  SPEAKER_01: It's Brad McCallum, Calgary Realtor.
• 1:07:32
  SPEAKER_01: But if you put in Brad McCallum, you'll see my my channel show up straight away.
• 1:07:36
  SPEAKER_00: Um I'll link to it in the show notes too.
• 1:07:38
  SPEAKER_00: So wherever you guys are listening to this, pop into the the show notes and there will be a direct link to Brad's YouTube channel.
• 1:07:44
  SPEAKER_00: Um yeah, finish the thought there, and then I want to do the rapid fire questions and we'll wrap it up.
• 1:07:48
  SPEAKER_01: For sure, for sure.
• 1:07:49
  SPEAKER_01: And I was gonna say one of the things that um follow me on Instagram at brad.mckallum.remax or follow me over at uh on on my YouTube channel.
• 1:07:59
  SPEAKER_01: Um, something I've been working on for a little while now is actually putting together a real real estate filmmaking course.
• 1:08:05
  SPEAKER_01: I've been for years now, I've done some mentoring, some actually paid coaching and mentorship this last year with some big teams across North America.
• 1:08:12
  SPEAKER_01: But then people hit me up, you know, in the DMs all the time, like, hey, what camera settings?
• 1:08:16
  SPEAKER_01: How did you shoot this?
• 1:08:17
  SPEAKER_01: Where did you learn to edit?
• 1:08:18
  SPEAKER_01: All that stuff.
• 1:08:19
  SPEAKER_01: I watched thousands of videos, thousands and thousands of hours of videos to teach myself this stuff.
• 1:08:24
  SPEAKER_01: So I've been slowly putting together the beginnings of basically a real estate filmmaking course.
• 1:08:29
  SPEAKER_01: Like, there's so many courses on how to get great leads.
• 1:08:32
  SPEAKER_01: There's so many courses on like how to you know convert YouTube, convert Facebook, convert all this, but there's very few that actually teach you only the bits that you need to know on these complicated pieces of technology, like just the few buttons you need to know in your Adobe Premiere editing software, or the few buttons you need under the camera.
• 1:08:50
  SPEAKER_01: So I've got a real estate filmmaking course I'm kind of working out.
• 1:08:53
  SPEAKER_01: I've got a decent uh waiting list of people who are um waiting for kind of updates on that.
• 1:08:58
  SPEAKER_01: So reach out to me if you're interested in that kind of thing.
• 1:09:00
  SPEAKER_01: It's basically it's just kind of the easy button, go through all that stuff.
• 1:09:03
  SPEAKER_01: It's still gonna be a lot of work.
• 1:09:05
  SPEAKER_01: It's not gonna be it, none of these are hacks.
• 1:09:08
  SPEAKER_01: It's just the stuff you need to know in order to create uh content that will separate you from the rest of your market.
• 1:09:13
  SPEAKER_00: Yeah, it's a it's a jump start.
• 1:09:15
  SPEAKER_00: Uh well, not even a jump start, but like you're you're taking everything, you're condensing it, and you're saying, here, follow this blueprint instead of like the one you followed, which had a lot of learning and bullshit and distractions and and stuff that's outdated and doesn't even work anymore.
• 1:09:30
  SPEAKER_00: Like there's there's a lot of there's a lot of courses and content out there, um YouTube, especially, YouTube and Facebook ads and anything that has like technical settings required, yeah, or or like SEO type stuff, that's just outdated.
• 1:09:46
  SPEAKER_00: Like it could have been six months ago and now it's completely outdated.
• 1:09:49
  SPEAKER_00: Yeah, there's a lot of it out there.
• 1:09:51
  SPEAKER_01: The cool thing is once you know how to make content that people actually enjoy watching, you don't actually need to know all the hacks, right?
• 1:09:58
  SPEAKER_01: Because if you know all the hacks and you make content that people don't enjoy watching, none of those hacks will work.
• 1:10:04
  SPEAKER_01: Great point.
• 1:10:04
  SPEAKER_01: This is the play, it's the playbook on what we do to create, get cinematic shots, get cool business, how to leverage that to get work with builders, how to offer more value to your clients, and then of course, and then in the end, build a stronger personal brand.
• 1:10:18
  SPEAKER_01: That's through video, of course, right?
• 1:10:20
  SPEAKER_01: There's a lot of guys that you know that do and that create really impressive content.
• 1:10:24
  SPEAKER_01: But for the last few years, um, you know, I've taken as much inspiration as like, you know, value of given back to that through different Facebook groups like RATV and some of the some of them out there, some of the people have really kind of trailblazed it.
• 1:10:39
  SPEAKER_01: So yeah, it's been it's been fun.
• 1:10:42
  SPEAKER_01: I I love being a part of it and excited, you know, I'm super excited about 2021.
• 1:10:46
  SPEAKER_01: Super excited for it.
• 1:10:48
  SPEAKER_00: Oh, dude.
• 1:10:48
  SPEAKER_00: Yes.
• 1:10:49
  SPEAKER_00: And congrats on on putting a course together.
• 1:10:52
  SPEAKER_00: I think that's gonna be top-notch.
• 1:10:54
  SPEAKER_00: I mean, just all anyone has to do is go watch one of your videos and they'll be like, oh, okay.
• 1:10:59
  SPEAKER_00: If it's if it's like that, we should probably do that.
• 1:11:01
  SPEAKER_00: Cool, that's cool.
• 1:11:02
  SPEAKER_00: All right, dude.
• 1:11:03
  SPEAKER_00: Every episode we do some rapid fire questions, they're either or questions, pick one or the other.
• 1:11:08
  SPEAKER_00: You don't need to elaborate on them if you don't want to.
• 1:11:11
  SPEAKER_00: And uh, and then at the end, I'll ask a couple open-ended questions and we'll wrap it up.
• 1:11:15
  SPEAKER_00: Let's do it.
• 1:11:17
  SPEAKER_00: Facebook or Instagram?
• 1:11:19
  SPEAKER_00: Instagram.
• 1:11:20
  SPEAKER_00: Instagram or LinkedIn.
• 1:11:23
  SPEAKER_00: Instagram.
• 1:11:24
  SPEAKER_00: Instagram or YouTube.
• 1:11:28
  SPEAKER_01: That's it's like a tie for me.
• 1:11:30
  SPEAKER_01: That's a tie.
• 1:11:31
  SPEAKER_01: Okay.
• 1:11:31
  SPEAKER_01: Instagram is business that I'm doing right now today.
• 1:11:35
  SPEAKER_01: YouTube is business I'm I'm eventually rolling over to Instagram and doing in the future.
• 1:11:40
  SPEAKER_01: So it's just kind of yeah, eggs my basket right now through Instagram, people through the DMs, through um the content that gets them there and then leads them to YouTube.
• 1:11:51
  SPEAKER_01: It's like TikTok.
• 1:11:52
  SPEAKER_01: The whole purpose of building an audience in these short form platforms is to get them over to your long-form content or get them to reach out, one of the two.
• 1:12:01
  SPEAKER_01: I'm glad you elaborated on that.
• 1:12:03
  SPEAKER_00: That's a good point.
• 1:12:04
  SPEAKER_00: Books or podcasts?
• 1:12:06
  SPEAKER_00: Oh, podcasts or audible.
• 1:12:09
  SPEAKER_00: Okay.
• 1:12:09
  SPEAKER_00: Next question is podcast or audiobooks?
• 1:12:12
  SPEAKER_01: Oof.
• 1:12:13
  SPEAKER_00: I think I hate to say it, it's like it's probably podcasts still.
• 1:12:18
  SPEAKER_00: I think so.
• 1:12:19
  SPEAKER_00: You know, always a new, there's always new, fresh, up to date, up to the second content out there.
• 1:12:26
  SPEAKER_00: An audiobook, you publish it once, and you know, yeah, and it's every day that goes by, it's older.
• 1:12:31
  SPEAKER_00: A great book could be ruined by a bad, a bad narrator.
• 1:12:35
  SPEAKER_00: True.
• 1:12:35
  SPEAKER_00: True.
• 1:12:36
  SPEAKER_01: Don't like that guy.
• 1:12:38
  SPEAKER_00: Absolutely true.
• 1:12:39
  SPEAKER_00: iPhone or Android.
• 1:12:40
  SPEAKER_00: Oh, iPhone all the way.
• 1:12:42
  SPEAKER_00: There you go.
• 1:12:43
  SPEAKER_00: Two two cameras or three.
• 1:12:46
  SPEAKER_01: Well, I'll tell you what, I've got uh two on this guy, but I got the iPhone 12 Pro Max coming in a few days.
• 1:12:52
  SPEAKER_01: There you go.
• 1:12:53
  SPEAKER_00: Yeah, it's uh it's crazy.
• 1:12:54
  SPEAKER_00: Just like the low light stuff, it's mind-boggling.
• 1:12:57
  SPEAKER_00: Uh Alexa or Google Home.
• 1:13:01
  SPEAKER_00: Oh, we're we're Alexa.
• 1:13:03
  SPEAKER_00: Yeah, my kids love Alexa.
• 1:13:05
  SPEAKER_00: It's funny.
• 1:13:06
  SPEAKER_00: We were driving where are we going?
• 1:13:08
  SPEAKER_00: We were going to some playground yesterday, and my son had a question, and my wife and I were like, We don't know.
• 1:13:13
  SPEAKER_00: He's like, Alexa, what is blah blah blah?
• 1:13:15
  SPEAKER_00: And we're like, We're in the car.
• 1:13:17
  SPEAKER_00: Yeah, he's like, he he's so smart though.
• 1:13:19
  SPEAKER_00: He's like, Well, why don't you get Alexa in the car?
• 1:13:21
  SPEAKER_00: Yeah, because you you can.
• 1:13:23
  SPEAKER_00: I mean, he asked the right questions.
• 1:13:25
  SPEAKER_01: Right before we started this recording, I actually had to tell Alexa to stop playing Taylor Swift because that's what my daughter was pumping right before we hit record.
• 1:13:35
  SPEAKER_01: Ban this artist from this device, Alexa.
• 1:13:38
  SPEAKER_02: Exactly.
• 1:13:39
  SPEAKER_00: Burgers or pizza?
• 1:13:41
  SPEAKER_00: Uh, probably pizza.
• 1:13:43
  unknown: Yeah.
• 1:13:43
  SPEAKER_00: New York or LA?
• 1:13:46
  SPEAKER_00: New York.
• 1:13:47
  SPEAKER_00: Vancouver or Toronto?
• 1:13:49
  SPEAKER_00: Vancouver.
• 1:13:50
  SPEAKER_00: Okay.
• 1:13:51
  SPEAKER_00: I've never been to either one.
• 1:13:52
  SPEAKER_00: Damn it.
• 1:13:53
  SPEAKER_00: It looks absolutely amazing.
• 1:13:55
  SPEAKER_00: Wasn't Tron Legacy filmed in Vancouver?
• 1:13:58
  SPEAKER_00: I think so.
• 1:13:58
  SPEAKER_00: Yeah.
• 1:14:01
  SPEAKER_00: Does it?
• 1:14:02
  SPEAKER_00: Yeah.
• 1:14:02
  SPEAKER_00: It looks incredible.
• 1:14:04
  SPEAKER_00: I uh I want to go there.
• 1:14:05
  SPEAKER_00: Um NFL or NBA.
• 1:14:10
  SPEAKER_01: Man, NBA.
• 1:14:11
  SPEAKER_01: Sorry, the 90s, the Bulls.
• 1:14:14
  SPEAKER_01: Yeah.
• 1:14:15
  SPEAKER_00: Back in the NBA hoops cards era.
• 1:14:18
  SPEAKER_00: Dude, I yeah.
• 1:14:19
  SPEAKER_00: Yeah.
• 1:14:20
  SPEAKER_00: The NBA in the 90s was badass.
• 1:14:22
  SPEAKER_00: Okay.
• 1:14:23
  SPEAKER_00: NHL or NBA.
• 1:14:25
  SPEAKER_01: Yeah, probably NBA.
• 1:14:26
  SPEAKER_01: I've never been a hockey guy, even though I'm in Canada.
• 1:14:29
  SPEAKER_01: I totally stereotyped you.
• 1:14:31
  SPEAKER_01: I'm like, Canadian, I've got to ask a hockey question.
• 1:14:33
  SPEAKER_01: I was the last guy out of the group to learn how to skate.
• 1:14:36
  SPEAKER_01: And that little it's like the last guy doing video in your market.
• 1:14:40
  SPEAKER_01: You don't want to be that guy.
• 1:14:42
  SPEAKER_01: I was just like, I'll forget it.
• 1:14:43
  SPEAKER_00: Isn't it true that every Canadian has a frozen lake in the backyard?
• 1:14:48
  SPEAKER_01: Uh, you don't see my my neighbors right now have um have a full-on rink with lights and everything on it.
• 1:14:54
  SPEAKER_01: Yeah.
• 1:14:54
  SPEAKER_00: No shit.
• 1:14:55
  SPEAKER_01: That's awesome.
• 1:14:56
  SPEAKER_00: That is so that is awesome.
• 1:14:58
  SPEAKER_00: Uh, mountains or beach?
• 1:15:01
  SPEAKER_01: Beach.
• 1:15:02
  SPEAKER_00: I live by by the mountain, so I'm like, I'm ready for some beach.
• 1:15:06
  SPEAKER_00: You're right outside Banff National Park, right?
• 1:15:08
  SPEAKER_01: Yeah, that's right.
• 1:15:08
  SPEAKER_01: It's about a 45-minute drive to my door.
• 1:15:10
  SPEAKER_00: Dude, that does not suck at all.
• 1:15:13
  SPEAKER_00: It's nice, it's gorgeous.
• 1:15:14
  SPEAKER_00: I haven't been there, but like I'm five hours from Jackson Hole and the Grand Tetons.
• 1:15:18
  SPEAKER_02: Oh, yeah.
• 1:15:18
  SPEAKER_00: And that's pretty close, but like I can't imagine being 45 minutes.
• 1:15:21
  SPEAKER_00: Like 45 minutes away is Park City for me.
• 1:15:24
  SPEAKER_01: See, we've got friends, we got friends right now that are out like snowboarding today and skiing, skiing today.
• 1:15:31
  SPEAKER_01: It's like that, like, yeah, because it's like 300 bucks, 400 bucks for a year past, and you can just go to these these parks every day.
• 1:15:38
  SPEAKER_01: It's awesome.
• 1:15:39
  SPEAKER_00: Amazing.
• 1:15:40
  SPEAKER_00: Amazing.
• 1:15:41
  SPEAKER_00: All right, podcasts or vlogs.
• 1:15:46
  SPEAKER_01: I'm a vlog guy, man.
• 1:15:48
  SPEAKER_01: I just if it's video, I'm in.
• 1:15:51
  SPEAKER_01: Count me in.
• 1:15:51
  SPEAKER_01: Like Casey Neistat, best vlogger of all time, best storyteller of all time.
• 1:15:57
  SPEAKER_00: I was just gonna ask you know, whose vlog is your favorite to watch?
• 1:16:00
  SPEAKER_00: Would it be his?
• 1:16:01
  SPEAKER_00: Yeah, yeah.
• 1:16:02
  SPEAKER_00: Cool.
• 1:16:03
  SPEAKER_00: Uber or Lyft?
• 1:16:05
  SPEAKER_01: You know what?
• 1:16:06
  SPEAKER_01: I've only ever used Uber once.
• 1:16:09
  SPEAKER_01: I don't know.
• 1:16:10
  SPEAKER_01: I live in a city where we gotta drive all the time.
• 1:16:12
  SPEAKER_01: So we actually just I don't know, we were kind of late to figuring it out, like just a few months ago.
• 1:16:18
  SPEAKER_00: Better late than never.
• 1:16:20
  SPEAKER_00: It's crazy.
• 1:16:20
  SPEAKER_00: Every time I travel, like I don't even consider renting cars anymore.
• 1:16:23
  SPEAKER_00: It's like how long's the Uber ride?
• 1:16:25
  SPEAKER_00: How much does that cost?
• 1:16:26
  SPEAKER_00: Sometimes, sometimes it's like sense, actually.
• 1:16:30
  SPEAKER_00: Yeah, it's so much easier.
• 1:16:32
  SPEAKER_00: Gary V or Grant Cardone.
• 1:16:36
  SPEAKER_01: Yeah, I don't know, man.
• 1:16:38
  SPEAKER_01: Like, I agree with Gary V's philosophies.
• 1:16:42
  SPEAKER_01: I just had I I really tire quickly of listening to him talk or do an interview.
• 1:16:47
  SPEAKER_01: He just over talks over everyone.
• 1:16:49
  SPEAKER_01: Fair enough.
• 1:16:49
  SPEAKER_01: Yeah.
• 1:16:50
  SPEAKER_01: I like Cardone though.
• 1:16:51
  SPEAKER_01: Like Cardone gets a lot of he gets a little bit of slack from from people, but I don't mind them.
• 1:16:55
  SPEAKER_01: I still think he's got a lot of a lot of great value to bring in his approach.
• 1:17:00
  SPEAKER_00: He does.
• 1:17:00
  SPEAKER_00: He does.
• 1:17:01
  SPEAKER_00: I think his 10x book is one of the best books I've read on, you know, just attention marketing.
• 1:17:06
  SPEAKER_00: It's um it's genius.
• 1:17:08
  SPEAKER_00: But yeah, see, and you've probably heard this before, Grant Cardone's personality is what I like, I just don't like it.
• 1:17:18
  SPEAKER_00: His content's great, personality not so much, but but the that's that's a totally fair criticism of Gary V.
• 1:17:24
  SPEAKER_00: Um, you know, that that is the downside of of that 10x, like you know, be absolutely everywhere at all times mentality that they both have.
• 1:17:33
  SPEAKER_00: The downside is sometimes people get sick of you and just don't want to see it anymore.
• 1:17:38
  SPEAKER_00: So yeah, whatever.
• 1:17:40
  SPEAKER_00: Uh most impactful book you've ever read or listened to.
• 1:17:45
  SPEAKER_01: You know what?
• 1:17:46
  SPEAKER_01: I I wish it had more of a lasting effect on me.
• 1:17:50
  SPEAKER_01: Um, I'd say it's probably a tie between four-hour work week.
• 1:17:53
  SPEAKER_01: It just just changed the way I imagined the world.
• 1:17:57
  SPEAKER_01: Like I just it just was like, hey, you can actually set the rules this way.
• 1:18:01
  SPEAKER_01: And you're like, oh wow, that that's crazy.
• 1:18:03
  SPEAKER_01: And now to be doing something that I'm super passionate about um that doesn't feel like work, I feel like I'm starting to understand the principles behind it.
• 1:18:10
  SPEAKER_01: And then the other book, of course, is like Rich Dad, Poor Dad.
• 1:18:13
  SPEAKER_01: Read it when I was like 25.
• 1:18:15
  SPEAKER_01: And you know, it took about 15 years to start start really incorporating what I learned from it.
• 1:18:20
  SPEAKER_01: So even though I'm not a big Kiyosaki fan, I'd say the book and the principles and the stories inside of it, really good.
• 1:18:26
  SPEAKER_01: Once again, though, Kiyosaki he used that book to tell stories, and that's what everyone remembered.
• 1:18:32
  SPEAKER_01: And they remembered the principles because they uh, you know, identified with the storytelling of it.
• 1:18:37
  SPEAKER_01: So that storytelling is sort of the next thing.
• 1:18:40
  SPEAKER_01: Like Story Brand was an amazing book as well, like an incredible book.
• 1:18:44
  SPEAKER_01: Um, but that's really that's sort of the next dragon for us to slay is just like, how do we get better?
• 1:18:51
  SPEAKER_01: How do we continually get better at telling stories?
• 1:18:54
  SPEAKER_01: Like the better we can do that, the more we're gonna win in in our marketing.
• 1:18:59
  SPEAKER_00: Yes.
• 1:18:59
  SPEAKER_00: And like storytelling doesn't come naturally to me, at least in content.
• 1:19:04
  SPEAKER_00: But I it's something I'm becoming more conscious of.
• 1:19:07
  SPEAKER_00: Like, okay, how do if I want to accomplish this, if I want to get this message across, how can I get it into a story?
• 1:19:13
  SPEAKER_00: Yeah, you know, and push push it across that way.
• 1:19:15
  SPEAKER_00: Because there's stories are so much more effective.
• 1:19:18
  SPEAKER_00: So much more effective.
• 1:19:19
  SPEAKER_00: Because rather than telling people things, they're like listening along with you, I guess.
• 1:19:24
  SPEAKER_02: Yeah.
• 1:19:25
  SPEAKER_00: Um, yeah, good recommendations.
• 1:19:29
  SPEAKER_00: So where lastly, where can they find you?
• 1:19:33
  SPEAKER_00: One more time, name your channel, Instagram handle, and again, guys, we'll put those links in the show notes.
• 1:19:40
  SPEAKER_00: So uh just click over to the show notes wherever you're listening to this.
• 1:19:43
  SPEAKER_00: Cool.
• 1:19:43
  SPEAKER_01: Yeah, once again, uh, I think the best place to follow me are probably Instagram at brad.mckallum.remax or on uh YouTube at uh Brad McCallum Calgary Realtor.
• 1:19:55
  SPEAKER_01: You can also check me out on Facebook, uh, hook me up there.
• 1:19:58
  SPEAKER_01: I chat chat with a lot of people on Messenger all the time.
• 1:20:01
  SPEAKER_01: And uh that's just also Brad McCallum Remax.
• 1:20:04
  SPEAKER_00: Awesome.
• 1:20:05
  SPEAKER_00: Brad, thank you so much, man.
• 1:20:07
  SPEAKER_00: I anyone listening, go watch some of his videos.
• 1:20:10
  SPEAKER_00: You don't need to watch all of them, you don't need to spend an hour watching them.
• 1:20:12
  SPEAKER_00: But I'd appreciate it if you did, though.
• 1:20:14
  SPEAKER_00: But maybe you should that would help your you know help you within the algorithm, no doubt.
• 1:20:18
  SPEAKER_00: Um you just do great stuff, man.
• 1:20:21
  SPEAKER_00: And so I was excited to kind of hear how you've been able to do it, why you do it, because you know, you've you figured it out fairly quickly, where there's a lot of YouTube creators that still haven't figured it out that do well, that do really, really freaking well, and your stuff is just better.
• 1:20:37
  SPEAKER_01: So listen, Dustin, thank you so much for having me on the show.
• 1:20:40
  SPEAKER_01: I really appreciate all that you've done for the industry, continually bringing people on, sharing it all, like without charge to all of us.
• 1:20:48
  SPEAKER_01: This has been sort of a this is a real moment in my career to be able to be on Massive Agent Podcast.
• 1:20:53
  SPEAKER_01: So I really appreciate it.
• 1:20:54
  SPEAKER_00: Absolutely, man.
• 1:20:55
  SPEAKER_00: Thank you for saying that.
• 1:20:55
  SPEAKER_00: That's cool.
• 1:20:56
  SPEAKER_00: Brad, appreciate it.
• 1:20:58
  SPEAKER_00: Have a good one.
• 1:21:01
  SPEAKER_00: Guys, I know that I've been saying this for months and months.
• 1:21:05
  SPEAKER_00: I need to this is this is a commitment that I'm making publicly here on the show because I need to get my ass in gear.
• 1:21:12
  SPEAKER_00: I need to get on the YouTube game.
• 1:21:15
  SPEAKER_00: I did need to, I'm not doing YouTube at all, really, aside from publishing this podcast every week.
• 1:21:21
  SPEAKER_00: It just kind of automatically goes out in some little waveform deal.
• 1:21:25
  SPEAKER_00: And, you know, we get 10 to 50 or 10 to 60 listens on uh on each podcast episode on YouTube.
• 1:21:33
  SPEAKER_00: But I do so much video content, and if you guys have follow been following me on LinkedIn, Instagram, or Facebook, you know that I've been doing a new micro content type video every single day, and at least five days a week.
• 1:21:47
  SPEAKER_00: And I have so much video content.
• 1:21:49
  SPEAKER_00: I have a great video team now that I've hired to, you know, take the video that I do and and chop it up and you know make it all nice.
• 1:21:57
  SPEAKER_00: I can do YouTube.
• 1:21:58
  SPEAKER_00: I just need to make that commitment.
• 1:22:00
  SPEAKER_00: So I'm making the commitment now that that here in the next month, month or so, I'm okay, I'm gonna make the commitment but leave it a little open-ended.
• 1:22:08
  SPEAKER_00: You know, kind of chicken shit there, admittedly.
• 1:22:11
  SPEAKER_00: I'm gonna get on the YouTube game and really commit to it because seeing the success Brad has just in his local market and with all the video I already do with the podcast and everything, I need to be doing YouTube.
• 1:22:21
  SPEAKER_00: It's such a massive, massive opportunity.
• 1:22:24
  SPEAKER_00: And it's it's one that I've been squandering.
• 1:22:27
  SPEAKER_00: So this episode made me realize that yet again.
• 1:22:31
  SPEAKER_00: Um this is not the first YouTube or video uh video focused episode we've done.
• 1:22:37
  SPEAKER_00: It's not going to be the last, but this one really fired me up seeing that he does such an amazing job and he does it all himself.
• 1:22:43
  SPEAKER_00: So uh yeah.
• 1:22:44
  SPEAKER_00: Well, guys, as I mentioned before we started the interview, uh I get asked quite a bit for recommendations on products and services that real estate agents use.
• 1:22:54
  SPEAKER_00: So I get asked most about CRMs, I get asked about Facebook ads and lead gen, and what the hell?
• 1:23:00
  SPEAKER_00: I thought I turned off my notifications.
• 1:23:02
  SPEAKER_00: Oh, it's Facebook.
• 1:23:03
  SPEAKER_00: So here's what's weird.
• 1:23:04
  SPEAKER_00: On Macs, even though I hit do not disturb, because I have a Facebook tab open in my Chrome browser, I I get a little Facebook ding.
• 1:23:11
  SPEAKER_00: So mute site.
• 1:23:13
  SPEAKER_00: All right, let's see if I can get my ass back on track here.
• 1:23:16
  SPEAKER_00: Ah, yes, I get I get asked about Facebook ads and lead generation, and what should I use?
• 1:23:20
  SPEAKER_00: Should I learn it myself?
• 1:23:21
  SPEAKER_00: Should I not?
• 1:23:22
  SPEAKER_00: Can I hire somebody else?
• 1:23:23
  SPEAKER_00: Here's what I'll say about that, guys.
• 1:23:25
  SPEAKER_00: I'm a huge, huge fan of Facebook ads.
• 1:23:28
  SPEAKER_00: Our Facebook ads training and coaching programs called the Massive Agent Society.
• 1:23:33
  SPEAKER_00: And the goal is to teach you how to control your ability to get leads, teaching you how to run Facebook ad campaigns by yourself so you don't have to pay someone else to do it for you.
• 1:23:43
  SPEAKER_00: And more importantly, or equally as important, it teaches you how to do good stuff, like what kind of ads you should run.
• 1:23:50
  SPEAKER_00: Okay.
• 1:23:51
  SPEAKER_00: The mechanical setup of the ad is super time consuming, but you know, there's not a lot of creativity involved in the mechanics of setting it up, running it, managing it, and staying on top of it.
• 1:24:02
  SPEAKER_00: That's not a creative thing.
• 1:24:04
  SPEAKER_00: What is creative is knowing which ads are going to work and how to do that, how to write a headline, how to write a description, how to, how to choose a call to action for your ad.
• 1:24:13
  SPEAKER_00: And that's what we teach you in the Massive Agent Society.
• 1:24:16
  SPEAKER_00: But ever since episode, what was it?
• 1:24:19
  SPEAKER_00: Let me look it up here.
• 1:24:20
  SPEAKER_00: Episode 149 with Grant Wise called the The Problem with Facebook Ads, he talked about the easy button for setting up your ads and managing it and staying on top of it.
• 1:24:31
  SPEAKER_00: Okay.
• 1:24:31
  SPEAKER_00: It automates it.
• 1:24:33
  SPEAKER_00: He's built a platform called Whitley that I cannot, I cannot recommend highly enough.
• 1:24:38
  SPEAKER_00: Okay.
• 1:24:38
  SPEAKER_00: So Whitley is something that I believe in so much that, like, even though I have a Facebook ads training program that teaches you how to do it all, I still see such huge value in the automation side of managing the ad and creating it, that I'm recommending his service.
• 1:24:56
  SPEAKER_00: Like I think you guys should strongly look into Whitley.
• 1:24:59
  SPEAKER_00: It's a great investment.
• 1:25:00
  SPEAKER_00: The only person who shouldn't is somebody who really enjoys setting up the ad from scratch every single time and getting into all those details.
• 1:25:09
  SPEAKER_00: I'm one of those people.
• 1:25:11
  SPEAKER_00: I enjoy that, but it's because I know how.
• 1:25:13
  SPEAKER_00: So if you're if you're like, look, I need to get some real estate leads, I need to get new conversations started with buyers and sellers, and I cannot pay some agency to do it, or you won't, which is a good idea.
• 1:25:25
  SPEAKER_00: A good idea not to, I mean, it's wise that you aren't willing to pay someone else to manage your shit.
• 1:25:30
  SPEAKER_00: But then you're also like, well, crap, okay, I know I need to do this, but what ads should I run?
• 1:25:35
  SPEAKER_00: I don't want to just waste a bunch of money testing stuff and you know, may or may not even do it right.
• 1:25:40
  SPEAKER_00: Even though in the massive agent society we tell you what to do, Whitley does it for you.
• 1:25:44
  SPEAKER_00: Okay.
• 1:25:45
  SPEAKER_00: So you need to have a general understanding of what to do, okay, which ads to run, what what the ads should be about, the title, the headline, you know, which photos or video, which creative you should put in the ads.
• 1:25:59
  SPEAKER_00: You need to know that.
• 1:26:00
  SPEAKER_00: But then you just throw it into the Whitney Pl Whitley platform and it does it for you.
• 1:26:05
  SPEAKER_00: It's incredible.
• 1:26:06
  SPEAKER_00: It saves you so much damn time.
• 1:26:08
  SPEAKER_00: So what I've learned is you've got to have the knowledge on how to create effective ads to do what you want them to do, whether that's growing your brand, getting more people to see you, getting your sphere of influence to see you more often in their news feeds, uh, which is a great idea with video retargeting, something we talked about in one episode 149.
• 1:26:29
  SPEAKER_00: Uh, or you just want to get leads from people that don't even know you yet, cool.
• 1:26:33
  SPEAKER_00: You need to know how to do that.
• 1:26:35
  SPEAKER_00: And then you can use a platform like Whitley for a hell of a lot less than hiring an agency or or even hiring an assistant to do it for you.
• 1:26:44
  SPEAKER_00: You can use that platform to save you a bunch of time to just do the ads.
• 1:26:49
  SPEAKER_00: You tell it what to do, and it does it.
• 1:26:51
  SPEAKER_00: So I highly recommend, guys, you go check out Whitley, MassiveAgent Podcast dot com slash Whitley.
• 1:26:57
  SPEAKER_00: That's W I T L Y, Massive Agent Podcast.com slash Whitley.
• 1:27:03
  SPEAKER_00: And if you use that link, you can get a free trial to use it.
• 1:27:07
  SPEAKER_00: Completely free trial.
• 1:27:09
  SPEAKER_00: Go use our link, try it out.
• 1:27:11
  SPEAKER_00: And uh, you know, if you're still like, well, crap, I don't this is great, but what kind of ads should I be running?
• 1:27:17
  SPEAKER_00: Go to MassiveAgen Society.com, check out our program.
• 1:27:21
  SPEAKER_00: We'll show you what to do.
• 1:27:22
  SPEAKER_00: We have a database of ads that you can copy and paste, and they're proven to work all over the country for buyers, for sellers, for promoting listings, for promoting and growing your brand, all of the above.
• 1:27:34
  SPEAKER_00: But I highly recommend the Massive Agent Society and Whitley.
• 1:27:39
  SPEAKER_00: If you are looking into the Massive Agent Society, since that's that's my program, that's the one that I run and I created, and uh, you know, you always have access to me in our in our coaching calls and within our members only Facebook group.
• 1:27:52
  SPEAKER_00: Society membership is always free for those on my team.
• 1:27:57
  SPEAKER_00: Okay, so my exp team always gets free access.
• 1:28:00
  SPEAKER_00: Whether you're joining directly through me or through another member of our team, if you're on our team, you're gonna get all the resources that I have to help you grow your business, to sell a bunch of homes, to be wildly successful.
• 1:28:12
  SPEAKER_00: And that's something that I can provide if you're part of our team.
• 1:28:15
  SPEAKER_00: So if that, if you're looking at a better opportunity for 2021, we should definitely have a conversation.
• 1:28:21
  SPEAKER_00: It's something that two and a half years in to being with this brokerage, I really knowing what I know now, the perspective that I have, seeing how it's played out, even just since February, how it's played out financially for me and my family, I think it is an absolute I'm I'm trying to reduce the hyperbole here so I don't sound like an absolute idiot or just like some hype guy, but anyone who's who hasn't really taken the time to look at EXP Realty, whether you're happy where you're at or not, doesn't matter.
• 1:28:53
  SPEAKER_00: You should be looking at the EXP opportunity.
• 1:28:57
  SPEAKER_00: Really look at it.
• 1:28:58
  SPEAKER_00: Ask intelligent questions, you know, take your jersey off for a second, your team jersey, and find out, hey, does that work for me?
• 1:29:05
  SPEAKER_00: Like, does that make sense?
• 1:29:06
  SPEAKER_00: Why is it growing so fast?
• 1:29:08
  SPEAKER_00: Why are agents you know, why are independent brokerages going over to EXP and you know, like giving up their independence and going with this brokerage?
• 1:29:16
  SPEAKER_00: Why is that happening?
• 1:29:17
  SPEAKER_00: Well, you should explore that.
• 1:29:19
  SPEAKER_00: I think if you're not, it's irresponsible.
• 1:29:21
  SPEAKER_00: I mean, you're at some point you're gonna be like, what's that all about?
• 1:29:26
  SPEAKER_00: Why not do that now?
• 1:29:27
  SPEAKER_00: And if it's not for you, you can just scratch it off your list and be like, oh, already looked at it.
• 1:29:32
  SPEAKER_00: But make sure that you have actually honestly looked at it.
• 1:29:36
  SPEAKER_00: I can help you do that.
• 1:29:37
  SPEAKER_00: MassiveAgenPodcast.com slash EXP.
• 1:29:40
  SPEAKER_00: Watch the video on that page.
• 1:29:42
  SPEAKER_00: And if you have questions, if you want to talk about how you fit into it, how it fits into what you're currently doing, how I'm using it, how you'd fit into my team, and how I can help you, schedule a zoom call with me right below that video on that page.
• 1:29:56
  SPEAKER_00: Just go ahead, pick a time, a day and time that works for you, schedule it, and let's talk.
• 1:30:00
  SPEAKER_00: MassiveAgent Podcast.com slash exp will tell you how to do that.
• 1:30:05
  SPEAKER_00: All right, guys, and everyone who's left a review for us on Apple Podcasts, on Spotify, wherever you can leave reviews for podcasts.
• 1:30:14
  SPEAKER_00: Actually, I don't think Spotify does.
• 1:30:16
  SPEAKER_00: Actually, if you're listening on podcasts or on uh Spotify, God bless you.
• 1:30:21
  SPEAKER_00: But I don't think that they have reviews yet.
• 1:30:22
  SPEAKER_00: I think you could you can only leave reviews on Apple, on Stitcher, and I think that's it.
• 1:30:28
  SPEAKER_00: Either way, everyone of you that's done that, thank you.
• 1:30:31
  SPEAKER_00: We appreciate it.
• 1:30:32
  SPEAKER_00: Everyone who hasn't yet, if you've received any value from this podcast, please leave us a review.
• 1:30:37
  SPEAKER_00: It helps us out dramatically.
• 1:30:39
  SPEAKER_00: Okay, it helps us within the podcast rankings, it helps us with our podcast quote SEO, if you will, to rank within podcasts within you know the Apple ecosystem.
• 1:30:49
  SPEAKER_00: And uh and I love to get the feedback.
• 1:30:52
  SPEAKER_00: Okay, you tell telling me what you like about the show, you know, certain things that you like really helps.
• 1:30:57
  SPEAKER_00: So you can easily do that by going to massive agentpodcast.com slash review.
• 1:31:03
  SPEAKER_00: It takes you right to the Apple Podcast platform.
• 1:31:05
  SPEAKER_00: Just scroll down until you can click write a review.
• 1:31:08
  SPEAKER_00: Do that, it takes 30 seconds and it helps us out.
• 1:31:12
  SPEAKER_00: That's all we ask.
• 1:31:13
  SPEAKER_00: And then share this with a friend or colleague in the industry.
• 1:31:16
  SPEAKER_00: If you got value from it and you think they need to hear it, share it with them.
• 1:31:19
  SPEAKER_00: That's all we ask.
• 1:31:20
  SPEAKER_00: Guys, thank you so much for listening.
• 1:31:21
  SPEAKER_00: Remember, check out Whitley, W I T L Y.
• 1:31:24
  SPEAKER_00: You can get a free trial for that Facebook ads management and automation platform at massiveagentpodcast.com slash Whitley.
• 1:31:32
  SPEAKER_00: We'll be back next week with another episode for you guys.
• 1:31:35
  SPEAKER_00: I hope you enjoyed it.
• 1:31:36
  SPEAKER_00: If you have if you learned something today, or you've got some ideas, please, for the love of God, don't just set them inside and do them later.
• 1:31:44
  SPEAKER_00: Don't let yourself get too busy to focus on the stuff that you're like, you know what, I need to do this.
• 1:31:48
  SPEAKER_00: Please put forth a plan today to start doing those things.
• 1:31:53
  SPEAKER_00: Have a great weekend, guys.