Latest / Mortgage Marketing Radio / How to Get Clients from Social Media

Transcript

How to Get Clients from Social Media · Mortgage Marketing Radio

• 0:00
  Josh Pitz, welcome back to the show.
• 0:04
  It is back. It's crazy. Dude, I'm so honored and humbled to be hanging out with you.
• 0:08
  You're truly one of those people you've been a mentor, you've literally been a mentor to me.
• 0:11
  You've had, you're literally one of the Godfathers at the industry.
• 0:14
  You've had one of the longest running podcasts of everybody.
• 0:18
  So I learned from you, so many have learned from you.
• 0:20
  So kudos to you. And like I said, I'm truly humbled and honored to be hanging out with you
• 0:24
  and shredding it up with you today.
• 0:26
  I appreciate you saying that. You know, it's funny. We all learn from each other.
• 0:30
  Do you, do you get this? Do you have, um,
• 0:34
  how many, I'm going to put this in the right context.
• 0:37
  Like when I watch you with your content and stuff and what you produce and what I see you do
• 0:41
  video wise, I have content envy. Does that make sense? It does.
• 0:48
  Yeah, because I look at you and you make it look so easy. And I'm like, damn it. I want,
• 0:52
  I want, I want to be like Josh.
• 0:55
  You know, well, first and foremost, I'm humbled and honored. I appreciate that.
• 0:58
  But I think everybody experiences that to some degree or another.
• 1:01
  They see somebody else put out content and I'm like, dang, that looks amazing.
• 1:05
  Oh, wow, they did that really well. And one of my favorite parts of that is I always tell people,
• 1:09
  if I see somebody like, I've seen your content, I'm like, dang, he, you shared that message really
• 1:14
  well or he created a ton of value in that. What can I do now? How can I go and take that and make
• 1:19
  him my own? And I talk about a lot. It's called still like an artist. My favorite book by Austin
• 1:23
  Clion. I literally will tell people if I ever have envy, I'm like, awesome. They just gave me a
• 1:29
  great idea to go create something of my own. And I'll literally steal it. The different, or the
• 1:34
  difference between stealing and plagiarizing, you know, somebody shared this with me recently
• 1:39
  is plagiarizing is if you copy one person. It's called research if you steal from many people.
• 1:45
  And that's what like, so if I see something that Jeff does and then Brian does and Stacey and
• 1:49
  they were all these other different people. And I kind of make it my own. That's stealing like an
• 1:53
  artist because all the ideas are out there. Just go make it your own. But dude, content envy is a
• 1:57
  real thing. 100%. It is. It is. And before we get too deep on this for anybody listening who
• 2:01
  may not be familiar with Josh Pitts, what do you want to tell the listeners about who you are? What do you
• 2:05
  do? So I've been in the industry a long day in time. Like you, I start as a mortgage professional,
• 2:11
  still licensed L.O. I do not originate anymore, but still have an active license in the state of Utah.
• 2:16
  I got started as a junior L.O. Kind of worked my way up through the ranks, became an L.O. I loved
• 2:20
  helping people achieve the dream of home ownership. I owned one of the biggest mortgage brokerages
• 2:24
  in the state of Utah for years and years. And then started getting into the, we had grown our
• 2:29
  business through social media. That's how we did it. Like organic social media, not paid social media,
• 2:34
  organic social media. And so many companies started reaching out to be saying, hey, Josh, how did
• 2:38
  you do it? How did you how did you actually use social media to grow your company? And people
• 2:43
  started asking us to do trainings, people asked us to speak on it. And next thing you know,
• 2:47
  Shred Media was born almost six years ago, which is crazy. And now we help companies grow their
• 2:52
  business on social media. And we've recently changed our focus and efforts to helping people edit
• 2:57
  video. Because I showing up on video, creating amazing content like you and I are talking about,
• 3:01
  that's one part of it. But then you have to make it look decently good. You have to make it look
• 3:05
  good, especially to stand out to get attention with your community. So we actually launched an app
• 3:10
  called Shreddit, where we literally are an all in one done for you platform. You don't have to
• 3:13
  worry. There's, you know, there's AI platforms and some magic in this and that. But we're all in
• 3:18
  one done for you platform. Plus we give you a video editor. We call it a Shredditor that literally
• 3:23
  gets to know Jeff thing your needs. But yeah, that that's me. And I just I love having these
• 3:27
  conversations. I love being on podcasts and shows just having great conversations with guys
• 3:31
  like yourself, Jeff, because there's so many people out there who can learn and grow from mistakes
• 3:37
  that you and I have made from things that, you know, conversations that we have had. So that's kind
• 3:40
  of me in a nutshell. I appreciate that, man. We're going to talk about the app as well. That's
• 3:45
  that's actually what brought us kind of back together. Because obviously we've talked a number of
• 3:49
  times over the years. We see each other at events and online. But I was recently attending and
• 3:55
  having the good fortune of being able to speak main stage mastermind event feather in the cap. That's
• 4:00
  been one of those things that's come on though. You crushed it by the way. I saw I actually ended
• 4:03
  up seeing the majority of your. Oh, you did it. You freaking crushed it. Yeah. Thanks, man.
• 4:07
  Appreciate that. So the nervous is hell the night before I've got to tell you. So I'm sitting
• 4:13
  there at the back with a mutual friend of ours, Deborah Bird. And she herself owns a social media
• 4:19
  company. And she and I start up this conversation. And she's like, Hey, have you been used in Josh's
• 4:24
  Shredded app? I'm like, no. And she starts showing it to me. And so she blew my mind. Like she
• 4:31
  showed me how easy it was to create upload and have someone else edit a human being by the way,
• 4:39
  not just AI. And then have the revisions and then get that usable piece of content back. And when
• 4:46
  I saw that, I was like, I just felt behind the times. I was like, I'm struggling it out. Just
• 4:52
  everybody knows the to me, you know, you're take on this. People talk about the hardest parts of
• 4:59
  creating content or doing the whole content game. One of them is yes, creating it, right? There's
• 5:03
  some resistance and all kinds of stuff. We'll talk about that. But the other half is editing,
• 5:08
  like having the good output, like you said. And I've been as many people have been trying these
• 5:14
  different AI apps, Opus and Riverside. Well, Riverside does the same thing. Yeah, Riverside,
• 5:19
  cast magic. I'm looking at a bunch of them. And the problem is is that it never grabs the clip
• 5:25
  that I want. I would say if I had to, like I just did this yesterday, let's say I had 10 videos
• 5:33
  of a podcast or something I uploaded of the ones that were good to go without needing any other
• 5:38
  fixing, it was probably three out of 10. To be honest with you. And so what does that mean?
• 5:45
  That means I've got to now, if I don't have somebody to do it, I've got to now go in there,
• 5:50
  like do all the friggin tweaking and, you know, editing and dragging the editor and I suck at
• 5:55
  editing anyways and hate it. And it's not a high ROI activity. You as well, right? So
• 6:03
  what prompted you? I mean, is that a problem that you found that a lot of people have?
• 6:07
  Oh, huge problem. And that's actually the biggest. So about a year and a half ago,
• 6:12
  well, two years ago, we started a group called Shred You where we were actually coaching
• 6:16
  specifically on social media. There's some amazing coaches. I mean, you've been one of
• 6:20
  there's a lot of people out there who coach on and growing your business and this and that.
• 6:23
  I just wanted to focus on social. I wanted to niche in social. So we started, we rolled out this
• 6:27
  Shred You Academy teaching mortgage professionals, real estate professional, basically any professional
• 6:32
  who want to grow their business on social. And something we were teaching were, hey, how do you use
• 6:36
  things like in shot? How do you use things like cap cut? How do you use, like how do you use some
• 6:41
  of these programs to video do video editing? And bro, to your point, I hate like, I hate video
• 6:46
  editing. It's one of those things. I'm not good at it. I'm not creative in that way. I don't like
• 6:50
  being able to adjust things, isn't that? So as I was teaching these courses and as I was teaching
• 6:55
  so many people to do video editing, they would get it. But then they would come back to me and be like,
• 7:00
  Josh, can you just, you're, you guys do an amazing job. We love your content. It looks amazing.
• 7:04
  Can you just do it for us? And we started looking at it. And I started looking at some of the
• 7:09
  opus clips, the submagics, all this. And there were some good things to it. But we didn't find a
• 7:15
  program that we loved. Just like you mentioned, some of them we would submit, you know, 10, 12 videos
• 7:19
  and one or two of them would come back decent. And I'm like, what the like, and then we'd have to go
• 7:23
  back in and put some fine tune on it. And by the time we did that, Jeff, honestly, it was just
• 7:28
  easier for us to edit it on ourselves. And so we're like, you know what? What if we could provide
• 7:32
  a solution that literally where you have a real person? I won't, I will absolutely not disregard
• 7:38
  that we have an AI piece built into it to kind of simplify that process, which you have a real
• 7:41
  person is like looking like, Hey, this is what Jeff said. This was the better part of that clip.
• 7:45
  This is what really would, this is what it was trying to be encapsulated or what was trying to be
• 7:49
  shared in this message or in this story during this conversation. And that's what sparked this entire
• 7:54
  thing is so many people were like, I want to create content. It's too cumbersome. Even with the great
• 7:59
  apps that are out there like, we had one guy come to us who's like, Hey, we have our team of,
• 8:03
  you know, 20 people that now that we're creating video, the editing is actually becoming so time
• 8:08
  consuming that it's taking away from what they're actually supposed to be doing. So even though we
• 8:13
  have these great tools like the record clips, but then they have to go, Oh, it didn't do this or
• 8:17
  the captions were right or the B roll wasn't right or this wasn't right. So they would literally
• 8:21
  have to go back and read it all. And which is even more time consuming. So yeah, to your point,
• 8:25
  that's what we're like, Hey, could we build something? And we did we built an amazing team. We
• 8:29
  brought some of the best developed, which by the way, bro, I want to have it. If you ever
• 8:33
  have decided to build an app, it is so the biggest headache becoming a technology company and
• 8:39
  having an app and because we built it from the ground up, we didn't steal any like, we didn't take
• 8:44
  bits and pieces where I came. We're going to build this from scratch and it took well over a year.
• 8:47
  And we're incredibly happy with it. Is it perfect? No, but it's it is one of those things that we
• 8:51
  have hundreds of users on the platform now. And they're cranking out content and we're simplifying
• 8:55
  in a way that they can just show up and share that impactful message with their community.
• 8:59
  Yeah, love that. We'll talk we'll talk more about that and there'll be links in the show notes
• 9:02
  and all that. But I've been definitely using it and finding it easier to streamline my content
• 9:07
  creation. And why are we even talking about this? Well, it comes back full circle to this is about
• 9:13
  generating business, right? And this is about staying relevant in top of mind. And this is why
• 9:17
  it's important. So if anybody's listening and you know, don't let the point blow past you that
• 9:22
  if content creation production and posting gets in your way, it's it's on you as equally as it
• 9:30
  is on me and Josh. We're all running businesses. It's on us to figure out the solution to that,
• 9:36
  whether that's you hire somebody, whether you use an app like Josh is there whatever whatever the
• 9:40
  solution is, you've got to figure it out. So you produce content consistently. And that's me
• 9:45
  preaching to myself because I've been struggling with that right for some time. Now, interesting
• 9:51
  stat I heard this morning listening to a YouTube channel. According to this survey that was shared
• 9:58
  50 million people in I think was the country. 50 million people in the United States are earning
• 10:06
  money from social media. And 15% of them are earning over $100,000 a year, at least a hundred
• 10:17
  grand or more. Really? That's like five, six million people. So, so this is a very interesting.
• 10:24
  I've heard something similar. So the question of that is like they're getting paid directly from
• 10:29
  social media because influencers. Okay. So that makes more sense because I tell people and this
• 10:34
  is actually brings up a great conversation. Something I get asked. Well, should my goal be to start
• 10:40
  making money from social media? And I said, no, like that is absolutely not like if that comes to
• 10:46
  fruition down the road in years, it is not going to happen overnight because when TikTok came out
• 10:52
  in particular, the rise of these influencers and overnight, I don't want to call anybody overnight
• 10:57
  success. But with with how the platform is designed, there were some people who grow grew incredibly fast
• 11:03
  on on that platform. And so many people began to expect that like, oh, I heard, you know, Charlie
• 11:08
  D. Amelia became overnight famous by doing some simple dances and, you know,
• 11:13
  anyway, that is not the norm for social media. And now more than ever, it continues to change
• 11:17
  and evolve. And it's a long-term game. And your goal should never be to become an influencer and
• 11:23
  beginning page from social media. You should be building your business. Just like you said, Jeff,
• 11:27
  that should ultimately, especially as mortgage and real estate professionals, you should be showing
• 11:30
  up consistently in a way that when people go to buy their next house, when they go to refinance,
• 11:34
  whatever they do, they, your top of mind, you're not becoming the next influencer. Like, that is
• 11:40
  absolutely should not be your goal. And the reason why I brought that up is because I wanted to segue
• 11:44
  into the conversation around you as a mortgage originator listening to this making money from your
• 11:49
  content on social media. I've had a number of people on and it's funny, you're doing the podcast
• 11:54
  eight years now. If I go back, when I, I would always ask the question, which are number one
• 11:59
  source of business, right? And so more often than not, it's referral partners, past clients and
• 12:03
  things. But what I've seen is over the years, I've seen more people come back with the answer
• 12:07
  of social media, right? Now, is that all of their business? No. But if it was 20% of your business,
• 12:14
  right? 20% of your income? Even 10%. Like, if you want to add an extra two loans a month on
• 12:20
  average to your business, it's possible to do that with your social media content. Josh, I'm sure
• 12:25
  you've seen that happen. Oh, 100%. And this is, I'm glad that's a perfect, great segue into that
• 12:31
  conversation is I have 100% seen people. And there was a statistic that was floating around for a while.
• 12:37
  One of our, one of our good friends in the industry, she put together some data and some analytics
• 12:42
  behind like, hey, only, you know, 6% of business comes from social media. And I said, how do you
• 12:47
  track that? Like, because I disagree with that because I've had so many clients of mine that have
• 12:51
  like, oh my gosh, Josh, you know, since I've been posting content consistently over the last six
• 12:56
  months, I picked up an additional like six loans. And the only place that I can possibly imagine
• 13:00
  that they're coming from is posting on social. That's it. Like, now that's six loans a month. So,
• 13:04
  yes, I 100% agree with you. But that's just it. It doesn't happen overnight. You don't start posting
• 13:09
  content today and start getting loans tomorrow. Although I've seen things like that and it happens
• 13:14
  just because people are ready for it. And that's why we need to stay in front of our communities. But
• 13:18
  yeah, if you are posting consistently, if you're creating valuable content at, on a regularly
• 13:23
  consistent scale, and we can talk about what regularly means, because some people are like,
• 13:27
  don't come to me and they're like, Josh, I want to start posting once a day. And I'll ask them,
• 13:31
  well, how often are you posting now? And they're like, I'm not. And I'm like, well,
• 13:35
  hope the breaks then. You're not going to start posting once a day because it will burn you out.
• 13:39
  And I'm very honest with them. Just because you hear Gary Vaynerchuk say, you should be posting
• 13:43
  10 pieces of content a day. And if you're not posting 10 pieces of content a day, you're worthless.
• 13:46
  And it's like, no way. If you're just starting out, two to three pieces regularly a week is
• 13:52
  fantastic. And like, that's where you should start. And yes, you can ramp up to once a day or
• 13:57
  twice a day or whatever it is. But there needs to be that ramp up because you can't just jump on
• 14:03
  social and start creating content. And honestly, if you did your community, your followers,
• 14:08
  they would be like, what is Jeff doing? Like a whole like, we haven't seen anything from you.
• 14:13
  And then all of a sudden, I'm just getting bombarded with your content all the time. It's kind of like,
• 14:18
  whoa, whoa, whoa, whoa, you have to have that like introduction face of like, oh, I see Jeff,
• 14:22
  I hear Jeff, like, I'm building that trust that confidence because you have to remember,
• 14:26
  that's what this is all about. That's what you're trying to do with this. You're building trust,
• 14:29
  you're building confidence, you're building your brand, which your brand is an extension,
• 14:33
  an extension of your reputation. That's all your brand is. People get confused with a brand is a
• 14:39
  logo or a slogan or this or that. No, your brand is your reputation. Your brand is what people are
• 14:44
  saying about you when you're not in the room. After the transaction is closed, after the deal is
• 14:48
  done, what are your clients saying about you? What are they saying? Jeff was amazing. Jeff,
• 14:52
  like, he helped me here. He helped us do this. I would always trust Jeff because you have to remember
• 14:57
  the mortgage process, the real estate price, it's a very intimate experience, very like you're
• 15:01
  getting to know social security numbers, incomes, children think so many things.
• 15:07
  And if you're not building that trust in that confidence and that respect during it,
• 15:11
  you're missing the entire point. And social media is completely designed just for that.
• 15:16
  So really in essence, like you have to be having that as a goal in mind. It's not just that
• 15:23
  influence or idea. It's not just to make money off of social media. It's not going to happen.
• 15:29
  Two deals, like you mentioned, honestly, Jeff, two deals a month and increase over, you know,
• 15:33
  the next three, four, five months is fantastic. What if it's just six deals in a year?
• 15:40
  Like if the average commission is three grand alone, that's, uh, what, uh, 18, $180,000?
• 15:46
  Dude, imagine that. Like, and here's the thing, people love to ask me, what's the ROI of social media?
• 15:51
  18. I like to do some bad math there. As you can say, I think it's $18,000. Hey, we're mortgage
• 15:56
  grows. We're not like it. I'm software for the TTI. But even, but even 18 grand, you're making
• 16:03
  a mixture, 18, 20 grand a year off of a few additional. And again, you're not paying anything.
• 16:07
  That's just the beginning. That's just the beginning. Exactly. Like that, that's like, I tell people,
• 16:13
  if you're not getting, and here's, here's really my rule of thumb, you should be getting at least
• 16:18
  10 deals a year from social media. So that's less than one a month. Like you should be getting 10
• 16:22
  deals. And again, going off of your, your average should be anywhere between, yeah, what does it take
• 16:28
  to get there? What does it take to ramp up to that?
• 16:33
  Posting consent, like the biggest thing to ramp up to that, let's, let's just take the average
• 16:38
  yellow. The average right now, yeah, maybe you know this. We actually, one of our, one of our biggest
• 16:42
  clients is one of the biggest data aggregators in the entire industry. And we went to them and asked
• 16:46
  for some data to try to collect. And we did our best to try to get an idea of this. Do you have any
• 16:50
  idea what the average mortgage professional average loan officer? And I know these numbers aren't
• 16:55
  perfect. So nobody come, you know, oh, where the hell did you get this? And I'm not going to share
• 16:59
  the source because they ask us not to, but just know it's one of the literally the biggest data
• 17:04
  aggregators in the entire country who's a big client of ours. Jeff, do you know what the, how or how
• 17:09
  often the average mortgage professional posts a month? Three to five times. Less than twice.
• 17:18
  Less than twice. That's a, that's a month. That's less than twice a month, which is crazy to be.
• 17:25
  So that just shows the bar is so incredibly low. So when these people are saying like, oh,
• 17:28
  I need to be posting, you know, once a day, I'm like, now you know, like the average, the average
• 17:34
  mortgage pro is posting less than twice a month. Like you just need to be showing up once a week.
• 17:39
  Like then you just doubled what the average mortgage professional is doing on a monthly basis.
• 17:44
  You put out or two posts a week, like you're crushing it. That's how you get their Jeff. Like
• 17:50
  that's how you do it. And you have to remember this too. So many mortgage professionals and real
• 17:54
  estate professionals. They follow other mortgage and real estate professionals. So they'll be like,
• 17:58
  well, Jeff already posted, I saw Jeff put a post about that. I can't post about that. Of course,
• 18:03
  you can. Even if you and Jeff have it, maybe you and Jeff live in the same small town in
• 18:10
  Florida, I mean, or I'm in Georgia. I mean, I'm in St. Simon's Georgia, which St. Simon's has
• 18:14
  like 10,000 people, I think's what it is. So even if I live in this small little rural town in
• 18:19
  Georgia and Jeff and I both live here and we both make a post, we both, sure, there may be some
• 18:24
  overlap, but that's even better for Jeff and I because even if we're relaying the same message,
• 18:29
  we're doing it in a very different way. Even if Jeff and I have the exact same script and we read it,
• 18:33
  people are going to connect with Jeff and people are going to connect with me.
• 18:37
  So you should never have this idea of like, oh, just because I saw somebody else do it,
• 18:40
  doesn't mean, or I can't do it now, you should absolutely do it. Because again, the majority
• 18:45
  of your of your communities, people will say audience. I want people to be very clear. When I say
• 18:50
  community, some people call it an audience, but I just see it differently. A community is people you
• 18:54
  talk with an audience is people you talk at and you want to talk with people. You want to have a
• 18:59
  conversation. That's what social media is at. You're building a community of people. Think about
• 19:04
  your community, your neighborhood that you live in. It's a people of, or it's a community of people
• 19:07
  that you trust you respect you have admiration for. That's what you're building on social media as
• 19:11
  well. So to your point, Jeff, is how do you get there? You just start posting on a regular basis
• 19:15
  and you start posting content that is going to connect with your community. The biggest mistake I
• 19:19
  see mortgage pros may you and I know this mortgage pros. We're a wealth of knowledge when it comes to
• 19:26
  mortgage mortgage in particular. And we love to share mortgage knowledge. We love to spew mortgage
• 19:31
  content all the time. Your community doesn't want to hear mortgage content all the time. As a matter of
• 19:37
  fact, they don't care about mortgage content all the time. Like they care about what Jeff does on the
• 19:41
  weekend. You would never we're coming up on the 4th of July. We're coming up on, you know,
• 19:45
  one of the most patriotic, patriotic times in our country. And you would never walk into a barbecue
• 19:51
  or a neighborhood block party and be like, ladies and gentlemen, y'all know what rates are doing right
• 19:56
  now. Did you know that right? You would just never do that. Like so the fact that people do it on
• 20:02
  social media is such a miss. It's just like to ramp up to get to that 10 loans that we're talking
• 20:08
  about Jeff. You just have to be relatively like, how would you approach going to hang out with
• 20:15
  your friends? How would you approach going to a block party? Like what kind like what are you
• 20:18
  going to be discussing? You're probably going to be discussing hobbies. You're going to be
• 20:21
  discussing, you went out on the weekend and you went bass fishing, you and your buddies got some
• 20:24
  fish or hey, did you see little Sally scored her first goal in soccer or hey, did you see, you know,
• 20:29
  Bobby Joe just got, you know, he just graduated high school and now he's off. Those are the conversations
• 20:34
  that you're going to be sharing. Those are the things that you're going to be relating to your
• 20:37
  community that people care about. That's what connects you with your community. They don't care
• 20:42
  about the greatest FHA program that just came out or the latest down payment assistance program.
• 20:46
  I'm not saying you can't share it, but it's just not all the time. Like I said, people don't
• 20:51
  care about that all the time. They're going to tell you when they care and that's when the
• 20:56
  opportunity comes to share that content. That's the easy, that's the easy lane for us to
• 21:05
  step into because it's product related and we're some so comfortable and that's our identity
• 21:09
  is our product and I do loans. Yeah, exactly. And it is comfortable. I get it absolutely is.
• 21:16
  But that's why I was kind of on this journey for a while to get people outside of that comfort
• 21:20
  zone because honestly, even you and I go to these these mortgage events and these mortgage
• 21:25
  conferences and sure, we talk mortgage talk, we talk marketing talk here and there. But most of
• 21:31
  our conversations are about, hey, how's the family? Hey, you know, the sun's doing this,
• 21:35
  family's doing this. Oh, this is great. Oh, my gosh, this has just happened or whatever. Those
• 21:39
  are the conversations that we're having. So the fact that we think is mortgage professionals
• 21:43
  just because we're comfortable talking about those things, we need to get into the mindset that
• 21:47
  it's okay. And I don't know who or where and I will actually and I'm not going to call any
• 21:53
  company out in particular, but there are plenty of companies out there like, oh, you should be,
• 21:56
  you should have your business page. You should be posting business content in that personal
• 22:00
  life should not be related to business content. That's bullshit. Like that is absolute craziness.
• 22:05
  And I understand and I'm not going to go down the whole compliance route. My good friend Ken Perry,
• 22:09
  if you ever have a compliance questions, reach out to KnowledgeCoup and the Ken Perry team and
• 22:12
  they can help guide you in that. But I when it comes to being compliant, just don't be stupid.
• 22:17
  Like don't be posting rates or certain terms or certain things like that and you'll never
• 22:22
  get yourself in trouble. But this idea, Jeff, that we have to share mortgage content all the time
• 22:27
  because that's what's comfortable or that's what's going to be compliant. It's just crazy.
• 22:30
  The most successful and you've seen them and I've seen them and I could give many examples
• 22:34
  of mortgage professionals who were doing it right. They share a mix of great business, valuable
• 22:40
  business content along with personal content and it shows their personality. But this goes back
• 22:45
  to a very interesting thing that you said though real quick is you said watching my content.
• 22:50
  You're like, oh, sometimes I want to be more like Josh. I do the exact, if I see like, oh,
• 22:54
  I want to be more like Jeff, I want to go like this person. Don't try to be them. Just be you
• 22:59
  because when you start sharing your content, that doesn't mean you can't share something similar to
• 23:03
  them. But if you try to be somebody you're not, the internet has or especially social media in
• 23:08
  particular, your community has a good BS meter. They know you. And if you're trying to be something
• 23:12
  you're not, they're going to stop trusting you. They're like, that's not who he is or she is.
• 23:16
  Like, that's just completely off character for them.
• 23:20
  Hmm. Okay. So let's say somebody's listening to this and they're, they're one of those people
• 23:24
  that are doing the two to five posts per month or they know that they want to post more often.
• 23:29
  But they deal with the two biggest struggles, which is I don't know what the post and then post
• 23:34
  production editing, et cetera, which we'll cover that in a second. But what are some easy entry
• 23:40
  points for people when it comes to, you know, identifying those opportunities that are content
• 23:47
  air quotes. Yeah. I, I, yeah, absolutely. This is one of the questions we get asked. Like,
• 23:53
  I don't know what to post. And I always tell people like, especially in mortgage and real estate
• 23:57
  pros, you should have a plethora of ideas to post. Like there, you should have content upon content.
• 24:03
  What's the last question you got? What's the last question? Yeah. Top 10 questions. Exactly.
• 24:12
  And you can do those over and over and over. So Jeff, something we actually built into the platform
• 24:16
  and not to go back to our, to shred it. But something we did is we actually put in the platform
• 24:20
  prompts for the top 100 searched mortgage questions on, on Google. Like, and we're constantly updating
• 24:26
  those. Like, hey, where are the top 100 terms on, on mortgage, or mortgage related right now?
• 24:31
  And we put those directly in the app for you. You can do a simple search on that. Like, hey,
• 24:34
  what are people asking on Google? What are some of the things that people are wanting to know about?
• 24:38
  Those, and again, that's just mortgage related. You can, if you're ever wondering, I tell people this,
• 24:43
  the first couple of posts, especially if you're getting started, you should literally,
• 24:47
  the sound super corny, the sound super like kindergartenish, but you should really do some
• 24:52
  questions like so people can get to know you. Like get to know Josh, like you start this podcast.
• 24:56
  If you don't know Josh, if your community hasn't heard from you in a while, you should literally
• 25:00
  like, hey, I haven't been on here in a while. Here's some of the things that we're up to. Sally
• 25:04
  graduated high school. Little Johnny is off playing college football. What, what, give people kind of
• 25:09
  that backstage pass of, hey, what's going on in your life? That's a great, that is great content
• 25:14
  to start with. Like, if you ever ask yourself, what should I post about? What's something you did
• 25:18
  exciting with the family this last week? Is there something you went through? Did you go do something
• 25:22
  with your, your, your girls? Did you go, you know, do a workout class or a yoga? Did you do some hot
• 25:29
  yoga with a goat jumping on your back? The only reason I share that is I saw that on social,
• 25:33
  and I was like, what in the heck is wrong? I want to try that actually goat yoga, man. It looks fun.
• 25:38
  Dude, I guess go yoga is a thing. So whatever, again, Jeff, to your point, there are so many ideas
• 25:45
  or go, here's another, if you're really wondering, like, and maybe you want to post mortgage content,
• 25:50
  go on your favorite social media platform and do a quick search for mortgage. You're going to
• 25:54
  come up, I guarantee you now, don't get, don't get lost in the scroll as I call it because you will
• 26:00
  just scroll and scroll scroll. Find, find a couple of things that peak your interest and if it
• 26:03
  peak your interest, create your own content about it. I think, and so that's good advice. I think,
• 26:09
  so a few things have written down since we've been talking. I love the fact that earlier you
• 26:15
  chose to not look at as an audience, but a community. And I think what I love about that is,
• 26:23
  you know, it puts this frame around it, which changes how you feel about it, the emotional
• 26:28
  attachment, because like you said, an audience is you're speaking to community you're speaking with,
• 26:32
  and then I thought of the word connection, because when you think about a community,
• 26:37
  what's the community about? It's about connection, right? It's about engagement and conversations.
• 26:41
  And to your point, just a second ago, about like the personal stuff, sharing what's going on in
• 26:47
  your life, I know some people are reluctant and hesitant to do that, but when you think about
• 26:52
  networking, right, and you're going to the traditional networking events and meeting and greeting,
• 26:56
  and everybody's like, what are you doing? You're talking about your life, right? And so what that has
• 27:01
  done now is what social media has done is move that networking on a platform. So it's the same
• 27:08
  outcome, meaning you're talking about your life. It's just the delivery mechanism is much wider
• 27:16
  potentially. Exactly. Like that's all it is. Like you literally, what you just said,
• 27:22
  everybody should literally go back and rewind the last minute, 30 seconds of what you talked about.
• 27:26
  That is exactly what social media is. Like it is just real life amplified to the end to degree.
• 27:33
  And the fact that the average adult human beings spends 2.8 hours a day on social media,
• 27:39
  2.8 hours a day, Jeff, imagine spending 2.8 hours a day in front of your friends.
• 27:44
  There is no other networking meeting. Imagine 2.8 hours in a B&I meeting.
• 27:50
  Oh my help. Could you imagine that? My goodness.
• 27:55
  But that's just the point being is why are you in that B&I meeting? To meet people.
• 28:00
  To build, to build a connect, to build trust. That's what when you go to B&I, that's what you're
• 28:06
  like, you're building that trust, you're building that confidence every single week. So when people
• 28:10
  send you that referral, you can be like, hey, thank you. Like, I'm that trusted mortgage prime,
• 28:13
  that trusted plumber. I'm not trusted. Whatever it is. Like that's exactly what you do. And now you
• 28:19
  can do it. I'm like, I'm jamming on that idea because I never actually brought mentioned that
• 28:24
  before between you're the first one that brought that idea to the surface here. But remember,
• 28:29
  if you do a B&I, you stand up. Everyone goes around the table. You give your 60 seconds or whatever
• 28:34
  it is here. So I am, here's what I do. And remember how you sucked at that too. Standing up and saying,
• 28:40
  like, hey, here's who I am. What do you didn't want to do it? It was painful. Same thing with social media
• 28:44
  man. Only this time you're grabbing the phone and you're doing it. You're just posting it. And then
• 28:48
  you don't even have to be in front of anybody and stand up. You can just record a video and post it.
• 28:52
  Dude, 100% dude. It was way easier. People say, oh, I have feel and comfort. I don't like the way
• 28:58
  I look on camera. I'm like, dude, you look exactly the same on cameras. You're doing per if you're
• 29:01
  going to B&I meetings, there's no reason you shouldn't be creating content on social media because
• 29:05
  you're standing up in front of people. You're talking to them and you sound exactly the same and you
• 29:10
  look exactly the same as you do. So if you're doing those things, it's way more uncomfortable. And I
• 29:14
  tell people, Jeff, something that I get all the time, those are like, Josh, well, I don't, I don't
• 29:17
  have that many followers. I'm gonna have 500 followers. I'm like 500 followers. That's it. Like, have
• 29:22
  you ever been in front of a room of 500 people? You and I have like, we've spoken in front of 500
• 29:27
  people. It's a lot of people. Like if you 99.9% of people, if you stood up in front of 500 people,
• 29:35
  you would for you would be nervous. You could like, I've talked to like, they're like, oh, I
• 29:39
  can never do that. I'm like, but that's what you're doing. Like on social media, you're in front of
• 29:43
  500 people on a regular basis. Like, and again, you're like, oh, well, algorithm's done it. Sure.
• 29:48
  Okay, fine. Take a fraction. Even that 50 of them. Like in front of 50 people, most B&I meetings are
• 29:54
  over 50. Like, if you get a really good B&I chapter, maybe you're over 50, 60s. I've seen some that
• 29:59
  go, you know, up into the up ranges, but that's a lot of people. And that's, that's a great. And we
• 30:04
  show up week after week to B&I meetings and pitch the same exact thing. Holy cow. Like, how much
• 30:10
  opportunity is out there? Well, and it doesn't take 500 people to actually succeed and start to
• 30:16
  have transactions. You and I both know stories of people who have that many followers, sometimes
• 30:20
  less. And all of a sudden, you know, like, I think you said on a previous conversation, we had,
• 30:25
  which is, you don't know who's watching. Like, you know, we get hung up in the likes and the
• 30:30
  comments and, you know, all that's relevant and has its place. But the point, the real reality is
• 30:34
  people watch you without ever saying a word. And then when they're ready, right, they DM you.
• 30:40
  Exactly. Yep. That's just it. Well, let's go real quickly talk about this. Um, I wrote down
• 30:46
  also quality versus quantity. And I think speaking back to that same person we we mentioned a second
• 30:51
  ago, who's like in the range of two to five posts a month wants to step it up a little bit more.
• 30:55
  I do think that in the early stages, it's, it's, it's a combination. It's, it's the wide net
• 31:01
  quality and then over time, you bring that down to quality. Does that make sense? For sure.
• 31:08
  100%. Yeah. Yeah. It's a numbers game. So if, if you're not familiar with Mr. Beast, Mr. Beast
• 31:16
  is like my kids, I think Mr. Beast is brilliant, by the way, as well. Uh, but Mr. Beast is, he is
• 31:21
  the top YouTube influencer. Oh, he is the largest following on social media. And he talks about
• 31:26
  this quite often. He said, Hey, I did my first 100 videos to get them out of the way. They all
• 31:30
  sucked. They were terrible. He said, but I did them. And I learned something on every single one of
• 31:34
  them. I got better and better and better and better to the point where, you know, I was a couple
• 31:38
  hundred videos in and I was focusing more on Mike. What was the message? What was it? What was I
• 31:41
  sharing the value of every single message? Your first hundred videos, every single one of you,
• 31:45
  they're going to suck. They're going to be a little bit better with shredded, but for the most part,
• 31:49
  they're going to suck. Like you're just, it's all about just getting better at them. It's all
• 31:52
  about going through the practice and getting that confidence, getting that into that flow. So,
• 31:58
  yeah, to your point, Jeff, like you just have to start creating content. Don't overthink it. I
• 32:03
  say this so frequently. Perfection kills progress. If you're worried about what your first videos
• 32:07
  looks like, you're never going to get to your hundredth video. You just got to start recording.
• 32:10
  You guys are putting them out. You just got to get started. And by the way,
• 32:14
  as you mentioned, Mr. Beast, I just tried to look us up real quick. I don't know how current
• 32:17
  or accurate this is, but according to this stat, 287 million subscribers on YouTube.
• 32:24
  By the way, how many did he start with? Zero. Zero. All right. So, that might be an extreme
• 32:31
  example. You're never going to have 280 million subscribers. That's not the goal. The goal is,
• 32:35
  let's circle this back full circle to personal brand. And everybody talks about consumer direct.
• 32:44
  You want to go consumer direct. I want to go consumer direct. What the hell are you doing to
• 32:47
  even have a place for somebody to engage with you, a consumer? Like I think on a previous call,
• 32:52
  you and I talked about the placement of a Google business profile is one of those foundational
• 32:57
  pieces that you need. But today's consumer, they're like the hummingbird. When you get the referral,
• 33:03
  when you get the whatever, whatever you come into their awareness stage, they're going to look you
• 33:07
  up on whatever different platform. The question is, what do they find? And you better have
• 33:12
  some type of a presence somewhere. Let's let's let's let's let's a dovetail to this as well.
• 33:17
  What about when you're first starting out, being spread too thin, trying to be on all platforms?
• 33:22
  What do you suggest? Oh, yeah. You don't need to be on all I tell people this all the time is
• 33:27
  whatever platform you spend the most time on is where you should start. I always like people are
• 33:31
  like, well, Josh Facebook is dead. Facebook is not dead. Facebook has more active users than
• 33:35
  any other social platform period. Like look at the numbers. The number and data speaks for
• 33:39
  themselves. Plus it's an older demographic and that older demographic is typically who you feel
• 33:44
  always like, well, I want to be on TikTok because that's where the new generation of home buyers are
• 33:47
  going to know they're not the new generation of home buyers has a wealth gap that is never we've
• 33:52
  never seen period like that's a whole other conversation for another day. But TikTok has such a
• 33:56
  young demographic and a user base that and they don't want to be the ones who have a steady income
• 34:02
  or a steady job. They're the entrepreneurs who are strong. Again, I'm all about it. But Facebook
• 34:07
  has that demographic never spread yourself too thin. Don't think you have to be on Instagram and
• 34:11
  Facebook and YouTube and TikTok and LinkedIn and did it and did it and know whether a platform you're
• 34:15
  most comfortable with or whatever platform you use. Look up on your phone. If you're on an iPhone,
• 34:20
  you can see what apps you spend the most time on. If you spend the most time on Instagram, start
• 34:24
  there. Why I love Facebook and Instagram is because meta owns both of them and you can cross
• 34:30
  plat like you can cross post. You're basically touching two platforms at once, which is why I love
• 34:35
  starting on one of those two platforms. People are like, I want to start on LinkedIn. I'm like,
• 34:39
  great. LinkedIn is a great place to start. It's very business oriented. I think you tailor,
• 34:43
  you have to tailor your content a little bit more to that. And I'm going to use the word
• 34:47
  audience because that platform in particular, it's very business oriented. YouTube is a beast
• 34:52
  in and of itself. You're going to start on YouTube. People are like, oh, Josh, I want to start
• 34:55
  on YouTube because I see guys like Mr. Beast. YouTube is a beast in and of itself. There's a huge
• 35:00
  learning curve to it. Even though YouTube shorts is helping simplify it, but start wherever you're
• 35:05
  best. If you're if you're spending the most time on Facebook and Instagram, start there,
• 35:09
  get really good at that. And then you can branch out from there, but don't overwhelm yourself
• 35:13
  in the beginning. Okay. So this is some good nuggets and takeaways there about content. What do I say?
• 35:20
  Let's transition into now the production side of things, how to post editing because I think
• 35:24
  just to bring this full circle back to your app, which I've been testing and using wildly
• 35:29
  successfully. And then once again, I will highlight the thing that I think really, if it's a
• 35:36
  horse race of apps for social media editing and posting, yours is the only one that I'm aware of
• 35:42
  that has a live human that reviews your videos with the edits and and fine tunes the output of
• 35:49
  that to your preferences, not opus, not all these other places. They don't do that. There's no
• 35:54
  human involved. So I think that's a huge competitive advantage, helping people overcome the hurdle
• 35:59
  of editing, posting, even what do I say because you have the prompts in there. So I just want to say
• 36:05
  once again, man, I'm a fan. Thank you. I appreciate that. And a lot of people are always like, well,
• 36:09
  Josh, can I go find my own editor on fiber? Good luck. Ben, they're done that. And I guarantee you
• 36:16
  the time that you spend on that and the what they will charge you per video will end up costing you
• 36:21
  way more than the long run compared to actually finding some like we tried that too. We tried
• 36:26
  we tried outsourcing. We tried so many different things to to find these great people, but which is
• 36:31
  until we brought them in house and we train them the way they needed to be trained and have the
• 36:35
  skills and being able to learn and again, Jeff, we talked about relationships. That's why having
• 36:40
  a shredder on the back end is so important because they get to know Jeff. They get to know his
• 36:44
  personality. They get to know how you say things, your mannerisms. That is key to being very successful
• 36:50
  on social media platforms because again, you're trying to relate emotion. You're trying to share
• 36:54
  those things. And if it's not being in captive, it's not being captured in that way. You're missing
• 36:58
  the entire point. So having somebody real human beings, mortgage professionals, we keep talking about
• 37:03
  we don't want to be replaced. You can't replace video editing with just an AI. Not yet. There may
• 37:08
  be come a day. We're sure it may be able to do that, but not yet. People need to see that emotion.
• 37:12
  They need to have those little tidbits in there. So yeah, I that's why we built that way we did.
• 37:18
  Yeah, and you mentioned cost. I know that's a cost issue for a lot of people as well because when
• 37:23
  you look at four to eight or 10 videos a month, that begins to add up. And when you're talking about
• 37:28
  just exclusively hiring a live editor, I mean, I've looked at and I've used different services
• 37:32
  over the past that costs, you know, $1,000, $2,000 a month for that. And that's another strong
• 37:38
  advantage to your platform is you've got some all of your all of your plans are under 400 bucks.
• 37:43
  Whether that's unlimited videos or just getting started with four videos, there's there's three
• 37:47
  different tiers. So while we're talking about it, let's I'm just going to point it out for you
• 37:51
  listeners. If you want to check out the app, we've worked out something very special just for my
• 37:55
  listeners. There's a link in the show notes. It's shredded clips.com forward slash radio,
• 38:00
  but you can link it up in the show notes as well. What are we given for the listeners? They get a
• 38:04
  special bonus, right? Yeah, they exclusive 15% discount like that is that is just for you for your
• 38:11
  and you'll use code radio once you're there. And dude, that's a huge offering to you in your
• 38:16
  community. You and I have become such good friends and such, yeah, collaboration over the years.
• 38:20
  We want to do something special for you in your community because we know they're going to take
• 38:23
  action. They're not just sitting here sitting back and not making things happen. They're going to
• 38:27
  go out and take action, make it happen and go create amazing content. So we're honored off
• 38:31
  of that to you in your community. So yeah, go get after and have fun with it. And once again,
• 38:36
  the reason why this conversation is happening is exclusively because somebody pushed your app
• 38:40
  in front of my nose, right? Even though I had the app downloaded, but I never used it,
• 38:45
  you know, and so this is the classic story with technology. We have a lot of stuff we don't use,
• 38:51
  right? And I would argue that some of the apps that you don't use tools and stuff could potentially
• 38:56
  make you more efficient and productive and impact your business. Some you need to get rid of
• 39:01
  that you haven't been using, right? I've been paying and haven't been using. So by the way,
• 39:04
  that's called cleaning house. Do that. It's halfway point of the year time to revisit your
• 39:08
  accounting. I'm doing the same thing. I got just checked this out. You can relate this as a business
• 39:12
  owner. I'm holding up to the screen. Most people can't see. Yes, it's my handwriting. But these are
• 39:17
  things that I paid monthly for. Wow. There's like 15 things on that list. And I've going through
• 39:24
  and I'm evaluating, is this actually helping me be more efficient, productive or helping me
• 39:28
  make more money? I'm making the argument that if if one of the areas for you with with content
• 39:34
  production has been, what do I say and how the hell do I post it and do it in an efficient way?
• 39:38
  And that's been in your resistance, your headwinds. Go check out the Shreddit app.
• 39:45
  Because if anybody knows me, like, I don't bring a lot of people on here and talk about tools and
• 39:48
  resources and like, you know, people reach out all the time. Hey, dude, you want to do a spade ad?
• 39:53
  Like, no, like unless I'm using it or believing it, I'm not going to bring it. So there you go.
• 39:58
  I appreciate that. And you've been a great user on the platform. Go check out Jeff's content right
• 40:02
  now. He's doing amazing. And that that's just it. We want to simplify it. Honestly, Jeff,
• 40:06
  we want people to show up. Everything we've talked about today is you're going to make an impact.
• 40:10
  You're going to change people's lives, but you have to be showing up for them. And that's what we
• 40:13
  want you to do. We want it to be so simple where you literally can do everything on your phone.
• 40:16
  You hit the record button on your phone, upload it through your phone. And then within 48 hours
• 40:20
  back on your phone, ready to go. That's how simple it is. You don't need a fancy camera.
• 40:23
  I don't need a fancy microphone. Like you and I are using now. You don't need it. I'm actually
• 40:26
  using my iPhone, funny enough as an eye as a webcam. Yeah. So you don't need anything crazy.
• 40:32
  All you need is your phone. And just go start, hit that record button, have fun,
• 40:36
  get better, better every single day. Love it. Love it. Okay. So listen, the other interesting
• 40:41
  thing is that what's great about this business is talk about not letting anything get in your
• 40:45
  ways. You're you're actually circumventing. You're like Lewis and Clark, right? Why don't you
• 40:51
  tell the listeners what you're doing with this new adventure in your life? Yeah. So I mean,
• 40:55
  you might be able to see I'm actually literally sitting on my sailboat. I'm in St. Simon's,
• 40:59
  Georgia. I'm actually outside. I'm literally sitting on the water right now. My my my wife and
• 41:05
  family, we decided that hey, we want to throw caution to the wind literally. And go try go try
• 41:11
  a new adventure. We we sold everything in Utah, sold the house. So all of most of our belongings
• 41:16
  and everything we own aside from a couple of boxes is on here on the boat with us. And so yeah,
• 41:22
  we decided that we want to go explore the world. So the next couple of months were on the East Coast
• 41:27
  because of hurricane season because we can't cross down through the Caribbean right now because of
• 41:30
  the risk. So we're hanging on the East Coast getting comfortable to boat. And then we're going
• 41:34
  to go down through the Caribbean and then we'll go through the canal and we're going to yes,
• 41:37
  circumnavigate the globe. Once again, I have Josh Envy.
• 41:45
  We'll have to have you out if you come hang out on the boat and really tell me I'll be 100%
• 41:49
  honest. We did our first big overnight passage two days ago. It was rough. I'm just going to say
• 41:53
  be very honest. I did a post about it. The family all of us were a little bit sick. It was pretty
• 41:58
  rough. It was a lot of fun. But we all were like, well, okay, that was a very, very good
• 42:02
  overnight experience. And now we know to expect. It's just like posting video, man. The first one
• 42:09
  was rough. Didn't really like the outcome. Right? But guess what? You'll get better. You'll get
• 42:14
  more use to it. And then you'd be like, you know, freaking the old man in the sea just rocking that
• 42:20
  thing. Yeah. I'm going to be rocket. You're going to see videos of us splashing through waves,
• 42:24
  cranking through hurricanes. Like, that's amazing. Let's go. But yeah, the first one definitely was
• 42:31
  a little bit rough and bumpy. But how yeah, couldn't have planned a better analogy. Like you just
• 42:36
  said, everything's when you first start. It's always a little bit tricky. You learn in it. So
• 42:40
  right. We're also going to link up your Instagram and the show notes as well. You have to go
• 42:46
  follow Josh. Which one is it? Is it Josh pits shred for Instagram? Yeah. Josh pits shred is our
• 42:53
  is our latest one. Okay. Cool. So we can we can follow your. I'm looking at this one post right here.
• 42:58
  I see a bolt of lightning on this video. I'm going to have to go back and see what that's all
• 43:02
  about. Yeah. That was our passage, Jeff. Like that was it was rough. We had lightning all around
• 43:07
  this. We had storms all around us. We had even planned it. Here's the craziest thing that you'll
• 43:11
  and what I won't go into it too much. But weather is never accurate on any app. I have like
• 43:17
  nine different apps of weather. I don't know how weatherman make a living because they're always
• 43:21
  wrong. Yeah. They still have a job. But what the sea is the most unforgiving thing I've ever met
• 43:28
  in my life. Like and it's and which is so amazing to me. But that lightning storm, I will say this
• 43:36
  that it was one of the most amazing and spectacular things I've ever seen. Although
• 43:40
  somewhat terrifying when you're on a boat, I've never seen anything so so beautiful. So it's pretty cool.
• 43:48
  You are exposed. You're out there. Oh my gosh. In a way that you never, especially when you have
• 43:52
  your family with you and you're like, yeah, this is crazy. But at the same time, it's amazing.
• 43:58
  That's cool. Well, hey, everybody. Follow Josh's journey on his Instagram. We'll link out of
• 44:03
  the show notes. And if you find something of curiosity or interest about the, you know, the tool
• 44:09
  of the app, the amazing thing that Josh has created. Check it out and then link in the show notes.
• 44:13
  Shreditclip.com. If you want 15% off, use the code radio. Josh, man, thanks for making time.
• 44:19
  Thanks, man. Always an honor. Always a pleasure. You're the man. Keep it up, brother.
• 44:24
  All right, everybody. You know what to do if you like this episode as well. Leave us a review. We'll see you
• 44:27
  on the next one. Bye for now. All right.