Are you feeling stuck in real estate? Like you're doing everything right but still not seeing results?
In this episode, I sit down with Maryland real estate agent Eddie Brady, who went all in on his business after leaving his federal government job — and built a thriving, dream-worthy career using the Agent Rise framework.
Eddie shares how he pushed through slow months, stayed consistent when it felt like nothing was working, and built a powerhouse YouTube and Instagram strategy that brings in leads every single week — without cold calling or door knocking.
You'll learn:
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The mindset shift that changed everything for Eddie
-
How to stay consistent when progress feels slow
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What it really takes to build trust through YouTube & Instagram
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Why newsletters still work in 2024
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How to use lead magnets and email nurturing to turn views into deals
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What the 3 Pillar Plan looks like in real life
Whether you're brand new, burned out, or scaling up — this conversation is packed with real advice to help you break through and build the business you’ve been dreaming of.
👉 Want help building your plan? Visit https://AgentRiseCoaching.com
Chapters:
00:00 - Welcome to the Agent Rise Podcast
01:00 - Eddie’s Leap From Government Job to Real Estate
03:00 - The Power of Belief and Commitment
06:00 - Why Most Agents Quit Too Soon
08:00 - Eddie’s Clear Plan and Why It Works
10:00 - The 3 Pillar Plan That’s Driving Eddie’s Success
12:00 - How YouTube Became His #1 Lead Source
14:00 - What It’s Like Getting YouTube Leads
17:00 - Using Lead Magnets and ConvertKit to Nurture
19:00 - Weekly Email Strategies That Build Trust
21:00 - Instagram Strategy: POV, Storytelling, and CTAs
24:00 - What Made One Instagram Post Go Viral
26:00 - How Eddie Connects With Relocation Clients
28:00 - Using ManyChat for Automated DMs
30:00 - Why His Sphere Pillar is Rock Solid
32:00 - Advice for New and Stuck Agents
34:00 - The 12 Week Year and Vivid Vision
36:00 - Why Eddie Keeps Taking Bootcamp Over Again
38:00 - Most Powerful Advice Eddie Ever Received
40:00 - Final Thoughts: Burn the Boats and Commit
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
As a real estate agent, few thingsfeel more defeating than pouring your
heart and soul into your business.
Only for the results to comemuch slower than expected.
If you've ever felt stuck or overwhelmedor questioned, if your plan is
working, this episode is for you.
Today I'm joined by Eddie Brady, astandout agent from Maryland who left
(00:20):
his very, very steady government job.
And burnt the ships and committedto building a real estate business.
He loves using the Agent Rise framework.
And by the end of this episode, you'regonna hear exactly how Addie stays
consistent and has built his winningYouTube strategy and turned the
uncertainty of this market into momentum.
(00:43):
And if you skip this episode, I'm tellingyou, you might miss out on the mindset
and the systems that could help youfinally break through and build the real
estate business you've been dreaming of.
And before we jump into it, if you'relooking for help and building your
three pillar plan, make sure you go toagent rise coaching.com and book your
one-on-one strategy session today.
(01:04):
And now let's get into it.
Here is my interview with Eddie Brady.
Welcome to the Agent Rise podcast,where we celebrate that you are unique
and one of a kind, instead of askingyou to do things that make you cringe.
We help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
(01:24):
Just a straightforward path to buildinga real estate business you love.
welcome Rise series.
It's that time once againfor the Agent Rise podcast.
I'm your host Neil Mathway, and todayI'm joined with one of my favorite
agents, Eddie Brady, up in Maryland.
Welcome to the show, Eddie.
How are you today, my friend?
Good.
Thank you for having me for a second time.
(01:45):
I'm excited to be here.
That's awesome.
I have to start it out by saying you'reone of my favorite agents because
I absolutely love working with you.
It's such a pleasure and, uh, you're,you're, you're, you're really, um,
one of the things that I love somuch about you is, is your mindset.
You're always focused, you're always, um,uh, looking for the positive and growing.
How do you do that?
How do you, how do you stay so focused?
(02:07):
Yeah.
Yeah, that's, that's a great question.
I think, um, the, the way that I sayfocus is having this unwavering belief.
I feel like that it's gonna work,you know, and that's, that's hard to.
To come up with thatfirst, to have that belief.
But, uh, when I joined thebusiness, I, you know, I left my
federal government job in 2021.
And when I joined this business,I said, I have to go all in.
If I'm gonna do this, I have to goall in and I have to believe that
(02:28):
it's gonna work or there's no point.
Uh, so I kind of came intoit with that mindset and, and
committed to that mindset.
So I just think whether it's a, agood market or a bad market, I'm
gonna find a way to make it work.
And that's kind of whatI've stuck with so far.
beautiful.
That's beautiful.
And there are a lot of agentsright now that are struggling.
Right.
And, and it, it's a, it'sa challenging market.
(02:48):
Um, I've said it before, I think these.
These times, and we look atthe sales, we're, we're kind
of recession type numbers.
Right.
And, uh, it's, it's very challenging andhard to stay focused and you've continued
to find a way, uh, to, to move forward.
What would you say to theagents that are struggling?
What would you say that you'redoing different that, that you're
(03:09):
seeing that they're not doing?
Yeah, I, I think it goesback to mindset, right?
So, uh, in this business it takes awhile for results to actually show up.
So that's especially true in a marketthat's in a downturn or, you know, it's,
it's flipping into a different direction.
You're used to a seller's marketand now you're in a buyer's market.
Uh, so you really have to know that,that the runway to getting deals is
(03:30):
longer than what most people tell you.
And if you can keep that kind ofmindset of, if I just keep chugging
along, this is gonna work and I'm gonnatake advantage now while it's slow to.
Build everything I need, you know,so that when it does start chugging
along, I can handle the business.
That's how you really keep mentally going.
I think in these times, uh,because these can be lean months.
Like I've, I've gone through some leanmonths, which I've, I've shared with you,
(03:52):
and the, the, what gets you through isknowing it's gonna work, you know, and,
and just believing it's truly gonna work.
If I just keep every day workingon the plan, uh, it will pay off.
What's, what's going on in your mind thatmight not be happening in their mind?
Yeah, I, I think I, I'vemade a commitment, right?
So when I said, when I said I,I left this business, it, let's
(04:13):
go back to that time because Ithink that kind of plays into it.
So when I left to go full-time real estatefrom my federal government job, I'd only
made about half the money in real estate.
I would need to, I.
To be able to fund my current lifestyle.
So it was a big jump.
It was a burn the boats type ofmoment where if I, if it didn't
work, it was a big problem.
Uh, so I think the commitmentis the biggest thing.
So whether I really feel like it ornot, which to be honest, I, I don't
(04:36):
feel like I. Doing a lot of the thingsin the plan, most of the time, I just
gotta be honest about it, but thecommitment is what keeps me going with it.
Knowing that I, I gotta make it work.
Not only do I believe it's gonnawork, but I've committed to doing it.
Whether I don't feel like it, if I don'tfeel like recording that day and I'm maybe
in a bad mood, I'm gonna do it anyway.
I, I think that's the difference betweenif, if you're struggling or not, it is.
(04:58):
You've committed the person who'scommitted no matter what, they're gonna
go out there, they're gonna film, they'regonna make a call, they're gonna meet
people, and I think that pays off.
Uh, over the months tocome if you really do that.
Yeah.
And it's like we, we say too,like, you know, you're not
gonna fail unless you quit.
Right.
And, and you're, you're, you'retalking about not quitting day to day.
Right.
(05:18):
Like, you know, I think big picture,I'm not gonna quit real estate.
I'm, I'm, I'm all in.
Right.
But like, you're notgonna quit on your plan.
Right.
Right.
Right.
Yeah.
It's, it is a day by day thing becauseit mentally you could be good one day
and the next day you're just not right.
So, yeah, it has to be every day youwake up and you decide, I'm, I'm gonna
do it again because I know it's gonnawork because I see other people doing it.
(05:40):
I, I think that's another thing too.
If you, if you see other people thatare successful, they're no different.
And I, that's where peoplekind of get hung up.
I think when I started, I thought theagents that were doing 50 or a hundred
deals a year had something special,and then I went to the masterminds with
them and I realized there's nothingspecial other than they believed in
themselves and they just stuck with it.
And they stayed committed.
(06:00):
They're, they're, they're notreally any smarter than you.
They're not any more skilled.
Some of them are obviously, butfor the most part, they just really
believed it and committed to it.
So.
Every day.
You just have to wake up and know,and know that, hey, if I stick
with it, I could do exactly whatthey're gonna do, or even better.
Yes.
You kinda like almostchoose your hard right?
You choose your hard andyou and you keep going.
(06:21):
, And, and I think too, with all ofthis, you're seeing that your clear
plan is really helping you, right?
Like, how do we stay consistent ifyou don't have a clear plan to stay
consistent with and you truly have aclear plan to stay consistent with?
And has that helped?
Y. Yeah.
I mean, you have to.
It's not really an option in thisbusiness, in my opinion, to not
have a plan because otherwiseyou're gonna try things for a few
(06:41):
weeks and you're not gonna havea reason of why you're doing it.
Or what it's supposed to lead to.
And you give up because like I said, therunway for a lot of deals or for deals
to start in this business can be long.
It feels like you're just goingforever before you get that first one.
So if you're always switching,you might never see the results
or the fruits of your labor.
So having a plan, that's your wayof saying, okay, here's my goal.
(07:03):
I'm gonna reverse engineerthat, and if I just follow
these steps, I should get there.
Uh, so it's, it's really important.
I obviously follow the Agent Riseplanner and go through it that way.
And go through the vivid vision and all ofthat, and that's how I come up with mine.
But if you don't have that, I justdon't think you'll, you'll ever really
see what you want in this business.
So you need to clarify whatthat endpoint looks like.
Let's talk more about your plan and,and you've, you've got a beautiful
(07:26):
three pillar plan that's producingresults that you're going for.
Uh, tell us a little bit about themake of your, of your three pillars.
Yeah.
Uh, so I have two pillars that arereally strong and one on pause, right?
So we'll, we'll talk about 'em.
Uh, so first, my sphereof influence a pillar.
My main thing I do is paper newsletters.
It's the thing that I doubted themost in the beginning in Agent Rise,
(07:47):
and that's turned out to be really,um, just awesome for my business.
So, uh, paper newsletters withoutFail, I've sent 'em out since
the beginning of this program.
I started in March of2022 and haven't stopped.
Uh, so that's one that's a. A main pillar,coupling that with client events and
house anniversary cards and all that.
But my, my main pillar is attraction.
(08:07):
Uh, YouTube is my thing.
I, it's the thing I getmost excited to talk about.
Uh, the thing I was most hesitant tostart and, um, yeah, and some social
media, which I'm sure we could talk about.
But YouTube has really producedthe most results for me lately.
And it's every, you know, I'm, I'm excitedto add little things to it every week.
And, um, my chase pillar is on hold.
I've got it fully built out.
It's geo-farming for seller leadsin specific neighborhoods, and I'm
(08:31):
just waiting for the switch to turnit on when I have the bandwidth.
But I'm so excited about YouTube.
I just wanna keep that going'cause it's really working.
Let's talk more about YouTube.
You first, you said you were hesitantto get started with YouTube, right?
You, you saw the workload and theeffort that it was gonna take,
and also the vulnerability, right?
To put yourself out thereand, and, and communicate on
camera on a consistent basis.
(08:51):
Can you walk us through that?
'cause I know there's a lot ofagents that struggle with that.
Yeah.
Yeah, it, so I think too, when youwatch people on YouTube, you're worried
about how do I get that quality ofvideo and the quality of microphone?
And one thing I'll say is I juststarted with my phone and a tripod
that would fall over all the time.
Actually.
I started with a gimbal thatwould run outta battery and
fall over and then a tripod.
(09:13):
Um, so the hardest part about it is.
Is just mentally starting becauseyou feel like YouTube has to be
overproduced when it really doesn't.
Um, it's actually less producedon the backend than Instagram.
Instagram you feel like you have topolish up and you know, look amazing.
Uh, YouTube is just providinginformation and what I've found is when
you really start to record YouTube,it's easier to post on there versus
(09:34):
Instagram or social media because.
You don't know anybody on there.
So you're not worried aboutlike the person in the CO or in
your office or wherever saying,Hey, I saw you on YouTube.
It's not meant for them.
Right?
So it's meant for other people moving.
So I think it, it actually is easier.
It's just getting over thatfirst hurdle of, oh, I'm a
YouTube creator now in your mind.
Um, and once you do that, itcan be actually a lot of fun.
(09:56):
That's awesome.
You have truly seenyourself as a guide, right?
You, you, uh, are connectingwith people on YouTube.
Um, and we'll talk about the resultsin a little bit here, but you're
connecting with a lot of people andforming a lot of great relationships,
and you're seeing yourself.
As a guide, like and I, I alwaysinstruct people like, Hey, if somebody
were to walk into your office and youwere to tell 'em all about Frederick
(10:18):
Maryland, you'd have no problem.
Right?
You would be able to tell 'em for days.
And so now just do that on camera.
And you've found a way to be ableto do that on a consistent basis.
Yeah, and I, I, another challenge I wouldsay that, uh, agents have is they don't
think they know enough about their city.
But I didn't either, you know, I justwent on the websites and started looking
at what are the events, what are theupdates, uh, for developments coming on.
(10:41):
And eventually when youjust keep studying that I.
You become the expert.
It's inevitable if you just keep makingvideos, but in the beginning you won't.
So that's, that's one thing.
But, uh, the reason I think YouTubeworks actually really well is because
there's not a lot of resources out there.
If you really look on places tomove, like go on Google and search
best places to move in an area, andthe, the resources you find outside
(11:02):
of YouTube are probably wrong.
Or like I go on there and I find areasthat aren't even in that county and
they say it's the best place to live.
Where it's either YouTube or Reddit whereyou're gonna find your real information.
And that's why I think it works.
People trust YouTube tofind what's really going on.
They like the video aspect.
They can put it on their tv, andthen you really do become that guide.
They, they trust you and theymight watch you for a year before
(11:25):
they reach out because theyjust wanna learn about an area.
And by the time they do, they're,they think, you know, you're that
person who's gonna show them around.
So it's pretty cool how it worksand there's really not much like it.
Yeah.
How does that lead come in?
What does it sound likewhen they call you?
Yeah, it's, it is pretty cool.
Um, most people ask if you havetime to take on another client,
which is interesting because whenI first got one, I had a ton of
(11:46):
time to take on more clients.
Um, but they, they already wanna workwith you because they've watched you,
they've built the trust because I. You've,you've already explained areas to them.
You've told 'em about themarket, the places to live,
maybe reasons not to move there.
And by the time they reach out, they,they already like you and it's almost like
half the relationship is there and youhave to like them, which is interesting.
(12:08):
Uh, but what I've found is they reach out,they usually schedule, you know, through
Calendly or send me a text and we, we setup a call and, um, they're always just
excited to talk because it's like realfrom, it goes from either their laptop,
their phone, or TV to all right, now it's.
In person, and they're just thecoolest people to work with.
The best clients, in my opinion, comefrom YouTube and obviously your sphere,
but if you're talking strangers, handsdown, YouTube clients are the best.
(12:32):
it kind of feels like a,like a, a sphere lead.
Right.
It feel, it feels like somebodycalling from your sphere.
Yeah.
Yeah.
I would say even better than areferral from your sphere, because
they already know, like, andtrust you where the referral is.
Like, I trust that person.
Maybe not you yet, but okay.
Where, where these leads,they really trust you already.
So it's, it's that extrastep in the relationship and
you feel like you know them.
(12:52):
It's so interesting to show'em around and, and feel that
kind of connection already.
Yes.
So you, a lot of the leads comein, they're real personal, right?
They, they reach out directly to you,they wanna schedule a call with you, they
see you as their guide, and then there'sanother part of your business where the
leads are a little bit colder, right?
We, we've got, uh, maybesomebody that is interested in
downloading a relocation guide and.
(13:14):
And then you have a great nurturesystem to, to follow that up
because there's people that will,will come up to the fence, right.
And, and, and, and be really interested.
Take your download, but they're notreally quite ready to take action yet.
Can you walk us throughwhat that looks like?
Yeah.
Yeah.
And, and the reason I started call toactions that were really, uh, lead magnets
on YouTube is because I was thinkingI have all these views happening and
(13:36):
likes, but I, I don't know who they are.
And even people who comment onYouTube, it's not like Instagram.
You don't, you can't go message them.
It's totally protected.
Uh, so you can't go and email them,text them, DM them on YouTube, so you.
You're kind of lost if youdon't have contact information.
So I saw someone else doing lead magnetssaying, Hey, download this guide.
And then I, I went and checked itout and I was like, oh, they gotta
(13:58):
submit their email and their name.
This is genius, right?
Uh, so that's how you, youknow who it is, it's watching.
So I started making lead magnets thatare guides or, uh, relocation roadmaps
or quick new construction guides andadding those into my scripts and my
videos, and they would download 'em.
And now I have their email.
Now just imagine they, they don't comeback on YouTube for a month because
(14:19):
they're not really on it that much.
Well, now I have their email andI can start up a weekly email
where I'm always in front of them.
So that's what I did.
I started a weekly email, just afew, uh, segments in the email.
Really simple, nice looking whereevery week now they hear from me,
they see my latest video, and thenanything else I want to tell 'em
that week that makes 'em feel like.
I'm their guide.
(14:40):
Again, I'm the insider that's giving'em the information and it's worked
out really well, and I've alreadyseen deals from it, so it's, it's a
pretty cool ecosystem you can set up onYouTube if you just put it all together.
Yeah.
And that's that that weekly email thatyou're talking about, that's, um, more
of like, you're, you're giving 'emmarket updates, you're giving them, um,
information that they need in the market.
You're giving them the latest video.
(15:02):
Is there other things thatyou're adding to that email?
I.
Yeah.
Yeah.
So I, I started addingmy favorite listing.
I actually just gavethis example last week.
Uh, I, the, the best listing Isaw in one of my favorite cities,
which is Frederick Maryland.
I put on there, I said,this is my favorite listing.
Um, and it turned out that helpedme get a showing for that listing.
Coming up.
So it's, uh, I put favorite listings,maybe unique listings in the area or a
(15:25):
deal of the week type of thing, which wetalk about in Agent Rise, maybe what I
think is the best equity builder in there.
Uh, or like major updates to the areathat they wouldn't know otherwise.
Or what did I see in showings lastweek that I think you should know?
That's the stuff I'm putting in therewhere they, they just can't Google it.
They can't find it, so then they openit 'cause they want to know, they're
like, what's gonna happen this week?
(15:45):
Or, I found somethingreally funny on a showing.
I'll put that in theretoo, just to keep it.
Funny and interesting, um, and it works.
That's beautiful.
One of the things, you know, ifyou're listening to all of this,
you might be thinking, man, thereis a lot of dots to connect.
There's a lot of integration here.
Like yeah, I love the leadmagnet thing and, and uh, and,
and connecting all of this.
You've simply used ConvertKit or nowcalled Kit, uh, which is a free up to
(16:09):
a thousand different, or a thousandmembers or a thousand email addresses.
Um, and you've, you've put the, thespecial reports together and the
guides together, uh, with ease and,and it connected all of that, but.
But some people might hear this andjust think, gosh, there's just so
much to do and so much to connect.
How do you handle that workload?
And now I'm also seeing you go intohiring and, and, and, and advancing
(16:33):
and stepping out into areas thatyou haven't stepped out before.
How do you keep doing this?
I.
Yeah, well, well, I think, uh, just likewhen you see the YouTuber on on there
and they look all polished and they haveeverything really going for 'em, you
don't have to be like them right away.
So, you know, started with my phonefilming on the, the selfie camera.
Learned that I should probably flipit over and go to the back camera,
(16:53):
and then I got an actual camera.
So you do one step at a time,and I would say build the channel
first and find your style.
You got, you have to film the videosbefore you're worried about whether
or not your lead magnet's gonna work.
Uh, but the, the lead magnet.
Once you have the main channel set up,it doesn't seem like such a big project.
I would say just one piece at a time.
Don't try to do it all at oncewhere you think you have to
(17:15):
have this full ecosystem set up.
That's where people just don't do it atall because they think it's too much.
So you just start your channel.
It's you sign up for the channel first.
Then you figure out what doI write for my description?
What's my photo gonna be?
What are my first 10 topics, whichyou give an agent Rise, you know, and.
Then once you film those, maybe youcan think about the lead magnets
and, and then it won't seem sooverwhelming, is what I would say.
(17:37):
Yes.
Yes.
And you did you findyour voice right away?
We always say that you gotta kind offind your voice, like compared to your
first video to where you're at today,how much more comfortable are you?
I.
Yeah.
Oh, the, my first video is, I, Ihad no idea what style I wanted.
I, someone had told me thatyou should be you times two.
So I tried, I tried that and I was.
Too much energy.
(17:58):
Uh, then I brought it back downand I was a little too dull.
So I, I just, we give this advice, I guessin age arise a lot, you hear it going
around is just talk to them like you'retalking to a client who you recently
maybe talked to and how would you talk tothem if they were asking that question.
And once I started thinkingof it that way, it's easier.
You know, talking like me and you are.
Now, if you're trying to overproduce andnot be yourself, it can be challenging,
(18:21):
but I would say around 10 videos,it really does feel like you get in
the groove and you become yourself,and it only gets better from there.
And then, then also you improveyour camera and your backdrop and
all the things, but just find yourstyle in those first 10 videos.
You can't give up in the first 10.
Just chug th or uh, yeah, just go through'em and you'll be happy that you, you
got past the kind of the awkward stage,and then you just keep going from there.
(18:43):
That's it.
And there is never, you're neverrunning outta content, are you?
I mean, in all the videosthat you've produced, you're,
you're, you're going, right?
You get the first 10 done andthen you kind of find your groove.
Is that right?
Yeah.
And the cool thing is you canmake the same video four times.
So you, you make a video on prosand cons in 2022, and then you can
make it again in 2023 and call itupdated pros and cons for 2023.
(19:05):
So you, you end up having thisendless cycle and you realize
things that maybe should havebeen in the video that weren't.
Uh, so it really, you just pickyour talents in your areas and your
neighborhoods you wanna be in and.
It really feels like there's endlesscontent ideas but I really feel like if
you just sit down and focus on the placeyou wanna be, look at the 10 titles.
You can make a lot of videos that way.
So you've also, you, you know, you'vetaken the, the 10 videos that we give
(19:28):
you inside Agent Rise and the Go Wideand the Go Narrow plan, you know, like
Maryland versus Virginia and, you know,you go wide and, and then you go narrow
and you get down into the neighborhoods.
And one of the things that I'veseen you do, do very well is
getting into the neighborhoods.
Talking about the neighborhoodsbeing that neighborhood.
Guide, um, offering a ultimateseller's guide or homeowner's
(19:50):
guide, uh, for that neighborhood.
Uh, what has the results been ofgetting down into the neighborhoods
now that you have the top 10 built andall of that, what does that look like?
Yeah, I think it's much easierto, uh, explain to clients what's
so great about the neighborhoods.
Uh, I actually went out on a tourwith YouTube clients recently where
every single neighborhood we wentto, I had sold a house in last year,
(20:13):
and it only happened that way becauseI decided to learn about them.
And I, you know, you go from yourcity, your town, and then you move
into those and you study so much.
You eventually get a client there.
And then once you get a client there,you really know about the area, you
know, the insider information, uh,maybe you know about the builder and the
problems, the good things and the bad.
And I think that really helps youwhen another client is interested
(20:34):
to secure a deal there or not.
You know, maybe it's not agood fit, but it really helps.
Um, and it, it starts wide.
It, and you make your way in andeventually you just, yeah, you become the
expert on certain neighborhoods you loveworking in them, and then you attract
more people to the same neighborhoods.
One of the best things that we foundis, is with the neighborhood videos, is
that it attracts sellers as well, right?
(20:55):
Because they are looking tomove into the neighborhood.
They're already familiar with thearea, but they're building a new
home or buying a new home, andthey have an existing home to sell.
You've run across thatquite a bit too, right?
Yeah.
Yeah.
I, I was surprised about that actually.
I thought YouTube would be almoststrictly buyers from out of state, really.
And uh, the first time I got a sellercall or a seller lead call from
(21:15):
YouTube, I was, I was kind of thrownoff like you found me on YouTube.
Why?
Um, and it was because I had focusedon their neighborhood and they didn't
even search for their neighborhood.
It's just, I guess.
YouTube had put it in front ofthem because they lived there.
They were searching somethingtotally separate and I popped up.
Um, so it was pretty cool.
And since then, that same neighborhoodhas brought me more seller leads, uh,
just because I focused on it and hit itso hard that YouTube decided they need
(21:38):
to watch, uh, even if they're lookingto move somewhere else, because it
knows they probably live in that area.
It's putting it in front of them.
So it's been cool.
And again, those seller clientsare the same way as buyers.
They're just awesome to work with.
They already know you.
They already trust you.
The listing appointment is more of just.
Kind of a hangout, like, what's,what are we gonna do here?
What's the plan?
It's not so much selling yourself.
Um, e even better than thelistening appointment we talk about.
(22:00):
It's, it's, it's cool.
It's a fun, fun time.
That's it.
And they see the way that you'remarketing the neighborhood, right?
And you're, you're, you're, you'reexplaining the neighborhood and be the
be in the guide for the neighborhood.
And I would want somebody torepresent me the way you're
representing the neighborhood.
So I can just see how thecalls naturally come in.
I would, I would do the same.
I mean, if, if someone's explainingthe events in my neighborhood and
(22:22):
that agent knows it, I'm, I'm gonnago with them over someone who may
not know my neighborhood so well,
Yes.
Yes.
So let's shift gears a little bit.
You've, you've exploredinto a new Instagram.
Uh, strategy, right?
So, uh, YouTube is working just beautiful.
You're generating, you know,lead wise, you're generating,
you know, 20 to 30 leads a month.
(22:43):
Uh, I remember in March you had around30, 30, uh, buyers register, um, or,
or, or take, you know, schedule a callwith you or, or somehow make a, a,
a connection with you from YouTube.
And that's just, that's just amazing.
The results are just so amazing.
Um, and, and now we want to bringthat strategy over to Instagram.
And, uh, there's a lot of talk right nowin the industry of, of agents actually
(23:06):
succeeding on Instagram, and, uh, and I,I'm excited for what you're working on.
Can you explain a little bitabout the, the new process
you're using for Instagram?
Yeah.
Yeah, it's been a lot of work studying it,but now I think I've figured it out here.
So, uh, I, I was getting noleads on Instagram before.
What my, my strategy before this waspost my solds, my under contracts.
(23:26):
Maybe what I'm doing, if I'mout on a showing, I. Uh, the
basics, you know, pretty muchwhat a lot of agents are doing.
And I realized it wasn'tin line with my YouTube.
If someone found me on YouTube andthey go over there, I'm not really
the guide over there, you know, I'mjust, yeah, they see the solds, but
no one really cares about solds.
I, sorry if you're posingsolds, I was doing it too.
I still put it in my stories, by the way.
(23:47):
Um, but what I found out was if I'mgonna be attracting leads on there,
I need to pick one strategy and one.
Actual client, what's my,the avatar, as we call it?
Who am I actually tryingto target on here?
And I realized it was the same peoplethat I would target on YouTube.
I wanna work with those people who arerelocating because I've become good at it.
It's now my specialty to help.
(24:07):
Relocation.
So my strategy on Instagram shiftedfrom just olds, you know, the
basics to showing the lifestyle.
And I think that's whatpeople are looking for now.
They wanna see the pretty things, thecool things to do, the updates that
they need to know about if they'removing from out of state and they wanna
know what it's like to live there.
And, uh, Instagram in particular, Ithink you have to have a, a little
(24:28):
bit more production, you know, cameraquality, how you're filming all of that.
But if you have the right hook and show'em the lifestyle, the leads come in.
So you're, you'reselling the dream, right?
You're selling the dream of livingin Maryland and you're using POVs
right point of views, and, uh, you'retalking about what it's like to live.
There and document it with great 4Kvideo, but it's not talking head so much.
(24:53):
Right.
Can you talk a little bit more about whatthe, what the actual content looks like?
Yeah.
The cool thing is, I, I talk allthe time on YouTube, but Instagram
is faceless and it's, but it'stargeting the same type of client.
So, um, it's, it's videos of thecommunity, really great videos.
I, I go around and I think, well,what if I was gonna move here?
What would I think is the coolestpart of this town or this neighborhood
(25:14):
that would make me wanna move there?
You know, if it's a city, am Igonna show the downtown streets
and how picturesque they are?
Or if it's a neighborhood,am I gonna get a drone shot?
Of how big the houses are and howbig the yards are and, uh, you know,
the pool that's in, in the community.
So it's, it's all facelessfor the most part.
And it really, uh, people love it.
They love looking at it, but I'll,I'll say, I'll warn people who
(25:37):
are gonna switch their Instagramover, because this happened to me
in the beginning of the process.
When you switch your avatar overor you switch your posting style,
your original followers probablyaren't following you for that.
So I learned this the hardway, but it's worth it.
So when, when I switchedfrom the content I was doing.
To this new content.
My current followers didn't wanna see it.
So I did see a lag in Instagram,uh, in my, my view count almost.
(26:01):
I think I got put in Instagramjail actually, 'cause I'd
made too many changes.
But then I stuck with it for about twoweeks or so, and it flipped and it, it's
like it turned on and they realized,you know, I, I didn't get hacked.
This is still me andit's just a new style.
And then I start, my view countstarted going up and I had one post
go viral that definitely helped.
And the leads startedreally coming in from there.
(26:21):
That's beautiful.
Let's, I wanna come back tothat post that went viral.
I wanna talk about that one.
But what, uh, who are you connect?
Acting with, and, and, and you've,you've changed your followers
and your connections, who areyou looking to connect with?
Yeah.
Yeah.
So what I did is I figured out where allthe people are living now that currently
move to Maryland the most, or I guessthe states that the most people moved
(26:43):
to Maryland from, and I targeted thoseas far as following accounts, the best
accounts in those areas, travel, food,uh, their visit, whatever city sites.
And I, I connected with them.
I started interacting with all ofthose areas where people are moving.
Out of, to move to Maryland.
Uh, first, so I, I, I had to understandwhere they were coming from and then
(27:05):
once I knew that I could target, well,if they like these videos that are
really cool about food and that city.
I need to copy that style forhere, and I like this style, you
know, so, uh, that's what I did.
And I found that I connect with alot of like-minded people who want
a nice historic town where theycan go and get a lot of great food.
And, you know, I, I knew what they wantedand I knew maybe they want a bigger house
(27:27):
just outside of that because I, you know,I, I kind of figured out that avatar
pretty quickly and then stuck with it.
That's awesome.
So the post look, like, you know, yougot 4K video, you got POV, you got.
We're gonna link up Eddie's, uh,Instagram below, and make sure you send
him any referrals coming to Maryland.
We gotta, we got, we oweEddie here, so Yes, yes, yes.
(27:47):
So we'll link you up below here and,and you the, the, their POV video.
So it's, it's like a, it's likea five to seven second clip of a
video, 4K, really high quality drone,preferably, um, you know, really eye
catching and then, or little clips.
I've seen some other videos of yoursthat have, have little clips of, uh.
POVs, uh, clips.
(28:08):
And then you have just a, a, a text acrossthe, the, the front of the video, and
then you get them to read the caption.
You, you really encourage themto read the caption, and then in
the caption, you're storytelling.
Can you elaborate a little bit on that?
Yeah, yeah.
The hook is to, to make themread that caption, right?
So the, the order that they goin on Instagram is, they read
the hook first, then they watchthe video almost simultaneously.
(28:31):
They bounce back a little bit, andthen if the hook is good enough
and the video is good enough,they'll go to the description.
And the description.
You really want to tell a story.
It's not, um, salesy.
It's really telling them what it'slike to live there and maybe a story
about when you first showed up there.
It has to be enough to keep them going.
So.
Multiple paragraphs like thismight be the right place if
(28:52):
this is what you're looking for.
And you give them the full picture of youknow, the lifestyle in the neighborhood,
what, what they need to know.
And then on the bottom you putmore call to actions and lead
magnets, just like YouTube.
And here's, this is the coolestthing actually about Instagram,
is you can use the same.
On YouTube, on Instagram.
So you're not doing the work twice.
(29:13):
I'm, I'm linking 'em to the sameroadmap that I link on YouTube.
The same guides that I link on YouTube.
So all I have to do is add one more,more automation and I get 'em there.
That's awesome.
That's awesome.
And you had a video that you askedpeople to, a request, a download of the
guide, can you, and that one went viraland you got a lot of leads from that.
(29:34):
Can we talk through that one?
I.
Yeah.
Yeah.
So, um, the thing about Instagram ispeople love the beautiful houses, right?
So, and unique things as well.
So I had a really unique listingthat my buyer secured that
just had an amazing staircase.
If you go to my Instagram at EddieBrady realestate, and you'll,
you'll see it below, you'll see it.
It's, it's an amazingstairwell with a glass wall.
Really unique post and beam house.
(29:56):
I just, I put the story, you know,my clients were looking for a place
close to work, no cookie cutters,uh, in the woods, you know, all that.
And it just hit the right chordand, um, the right, you know, right
music, it just looked amazing.
And in the, the description I asked themto download the relocation roadmap and I
think I'm well over a hundred downloadson that now, at least, uh, on that.
And it's been so coolconnecting with people.
(30:18):
Through just one post.
And, uh, I've sent outreferrals from the post already.
It's just, it's cool.
Um, so yeah, that, and, andthat's the thing, not everyone
will go viral like that.
You, you just hit theright time, the right post.
But, um, it's, it's cool when it does.
That's something that I just admireabout you is your, your approach is
you're, you're truly who you are.
(30:38):
Uh, the same person that you are on camerais the same person you meet in person.
You, um, are not salesy.
You're, you've used, uh, call toactions like, you know, just down
the download the Google doc below.
Um, you've made it reallysimple for people to get.
Things from you and you've captured theiremail addresses, and then you've stayed
(31:01):
in touch with them in a non-salesy way.
Just information based over and over.
And I just, I just admireyou in all of that.
One of the questions that I forgotto ask you when we were talking
YouTube, but it, it plays into bothof this, here is your style of.
Call to action.
And, uh, in, in a video, you give multiplecall to actions and you make it very easy
(31:24):
for you, for them to connect with you.
And I think that that's beena big part of your success.
How do you approach that?
How can you encourageothers to do the same?
Yeah.
You know, I took a lot of tips from othersin Agent Rise, obviously, that are doing
very well with their call to actions.
And I would say, um, I. You have to,you have to treat it like you're really
trying to help them because if it, ifit sounds like you're, all you want
(31:46):
is your email to sell 'em a house,then they're gonna pick up on that.
So I want 'em to get my relocation roadmapbecause I want them to know the steps and
maybe they never end up working with me.
I would never know.
Right.
You know, I might have their email,but I don't know who they are.
So.
Uh, you have to kinda have that servicefirst mindset and um, with the call
to actions, you have to do it multipletimes or else they might not do it.
(32:08):
They, some people need theencouragement, you know, call
me, text me, schedule the call.
No, I really mean it.
Schedule the call.
Uh, download the guide because youreally need this to understand what's
going on or how, how to make thismove actually happen when you have a
house to sell and all these things.
That's what I'm here for, you know, andwhen I, when you say it, like you're
really their guide 'cause you are.
They feel it and they knowthat you're there to help them.
(32:29):
And I've answered so many questionsfor people who told me upfront, they're
not going to use me as an agent.
I was still happy to do it.
You know, it was justcool that they found me.
Uh, and you just have tohave that mindset around it.
And in your video when you sayit, if you have that kind of
tone, people are gonna trust you.
They're gonna like you, andthey're gonna click on it.
That's awesome.
On, on, on YouTube, you'redirecting them to a landing page.
(32:49):
They're filling out alead form on Instagram.
You're doing it throughMessenger though, right?
They're they're putting guide ordownload or, or I forget what your
word was, but they're putting guidein the, uh, what was your word?
I forgot it.
Oh, I have multiple, I have a guide.
I have roadmap.
Uh.
the one I was thinking of.
Yes.
So they put roadmap in the, in the chat,and then you've got many chat plugged in,
(33:11):
so it automatically kicks back to them.
Can you tell us a littlebit about that too?
Yeah.
Yeah.
So if they comment, I use comments forthe most part, but I have set, I have
it set up for dms just in case if theywere to comment roadmap on my posts.
They'll automatically geta DM through ManyChat.
It's, it's so easy toset it up on there now.
It's almost, there's no work if you goon there and there's, there's a free
version, uh, but they'll, they'll comment,they'll automatically get a DM from
(33:35):
me with the link, and then once theydo that, it'll take them to the same
convert kit landing page on my website.
To put their name, email, and download it.
And then they're, they're in the sameexact list that my YouTube people are.
So the the cool thing about that isif they only found me on Instagram,
now they see my YouTube videos andthey're in this whole ecosystem
of just information from me.
And I'm always here at all times.
(33:57):
Every week I'm gonna behere with new information.
And I think that's, that's the point,is you wanna get them in there,
give them everything they need,and they're gonna work with you.
If they like you, they'regonna work with you.
You know?
So it's just a matter of time.
Yes, yes.
And, and with all of this, Eddie, right?
You've got your, you've got yourattraction pillar really taking
off and it's doing really well.
We've got a, we've got a newstrategy you're gonna be launching
(34:17):
with your Chase pillar, whichis gonna be digital geo-farming.
We'll have you back on theshow once we get that rocking.
Um, and yeah, that'll be the chase pillar.
And your, and your sphere is strong.
You've got a, a, a strong mailing list.
Of of people that you know, loveand trust in your market, you're
doing client events and additionalthings, and so you're truly rocking
(34:37):
according to the three pillar plan.
What would you say to a new agent that'slistening to this or a stuck agent that
you know, like, you know, go back to whenyou started, like what are the, what are
the beginning and how, how do you getthis all rolling and, uh, how has Agent
Rise played a part in, in all of that?
Yeah.
Yeah, that's, that's areally good question.
(34:58):
It's because it's hard in the beginning.
There's so many ideas that you couldfollow in real estate, especially if you
go on YouTube and you start, you know,Googling ways, how can I be successful?
It's gonna be tough 'causethere's so many ways.
But, uh, what's nice aboutAgent Rise is that the program
has stayed the same, it's.
It's the 12 week plannerand the three pillar plan.
And I would say if you're strugglingand you're not already in it,
(35:19):
definitely get in it and do bootcamp.
That is by far the best resourcefor getting started in real estate
because it's 12 weeks or or so ofgoing through what, how do I actually
start from the ground up as a brandnew agent sending the announcement
letter going through all of that.
I would say, um, that's number one.
And then.
Really believing in the plan.
If you, if you don't believe init, you're not gonna follow it.
(35:40):
I, I saw that it worked for other people,and that's how I am, if I see this plan
is working for this agent, I, it canwork for me if I just stick with it.
So bootcamp, actually build out yourthree pillar plan and use the 12
week planner and you'll see results.
Uh, one of the things I, um, Iadmired about you, if you've taken
bootcamp multiple times right?
And
Oh yeah.
I think, I think I'm on five.
(36:02):
Yeah.
awesome.
That's awesome.
And.
it it's worth it every
Is it okay?
It just helped you fill in thegaps of things that you heard,
heard differently the second time.
Yeah, like even when your businessis up and running, you're for, you'll
forget really basic principles aboutthe plan and why you're doing it.
You could get lost a little bitin the doing the business versus
why am I even set up this way?
(36:24):
And it's a really goodreset, especially if you.
You force yourself to rewrite your vividvision and, and realign with it and think,
well, is this really still what I want?
And if not, well, my goals need to change.
So it's really important togo through bootcamp again
and just see what you missed.
You're very good at measuring your winsand your gains and the seeing what you've,
what you've already done and accomplished,and then you just keep that going.
(36:46):
Right?
You want more and moreof that in your life.
Oh, yeah.
Yeah, it's, I love progress, so,and I love build, I love building.
I think that's the cool thingabout real estate is you can build
it to an infinite scale, right?
There's no limits on what you can do.
So I, I love the progress of it andgoing through, um, bootcamp and all
the things just helps you kind ofpiece it all together along the way.
That's great.
And that's, that's, that's reallygreat advice for a newer stuck agent
(37:10):
because you know, in bootcamp wetalk about dreaming with the lid off.
So you cast that vision, right.
And then we, then we get into the12 week year and you're amazing
at the 12 week year and have donereally done wonders with that.
Can you elaborate on the 12 week year?
I dunno about.
Amazing, amazing.
I've done it so many times.
That's the thing.
I've, I've, uh, I've just tried so manydifferent ways of writing the vivid
(37:32):
vision until it just clicked, you know?
And I think that's part of thecommitment thing and consistency
in real estate is you have to keepgoing and keep, uh, the repetition.
You need repetition to get good at it.
So my first 12 week planner, I justdidn't know how to write goals and
I don't actually enjoy planners.
As a person.
I don't like planners.
I never liked them.
I only like it because it works, you know?
(37:54):
And if it didn't work, Iwouldn't be following it.
So, um, as a person who doesn't likeplanners, which a lot of you listening
probably don't like them, or it's, youdon't like calendars written planners, it.
It, it doesn't really matter whetheror not you do, I would say you still
just plug into it and you'll realizethat you enjoy what it does for you
and you just get better over time,better at setting the goals, your
(38:15):
vision, uh, how to actually breakit down into steps every week.
That was challenging for me,like how do I, all right, cool.
I have a 12 week goal, butwhat do I do this week?
That was always challenging, but themore you do it, the easier it gets.
And I mean, you just put out a resourcerecently where there's examples
now, so, uh, just how to reallybreak it down, um, like a worksheet
at the worksheet that you put out.
So that was cool.
(38:36):
Um, yeah, it's just a repetition thing.
Yeah.
And you, you've, you mentioned triearlier about building your belief, right?
You've built your belief over time.
You know, when you started out like,you know, like this plan, yeah, I think
this could work, but then you weresurrounded by others where it was working
and then you built up your belief.
And I even remember our conversationabout newsletters where it was like, I
(38:57):
am not, I don't wanna mail newsletters.
I, I'm gonna print thesethings out and mail 'em.
Like it, it didn't make any sense to you.
Right.
But, but you built the belief aroundit and, and then you plowed forward.
Yeah.
And that's the thing is you, youhave to just commit, you know, if,
if you have to trust the plan, right?
So it's the same with coaching.
When I joined Agent Risecoaching, I was also a person
(39:18):
who didn't want to be coached.
You know, in general, I didn'twant to be told what to do.
I've never been likethat in my whole life.
And anyone listening that reallyknows me, knows that about me.
But I told myself if, if I'm gonnado it, I just have to listen.
Follow the steps.
So, and I tell anyone new on ourteam, like our brokerage, that
when they join, just, just do it.
Just follow the steps.
And you can do your own littletweaks later, but just follow the
(39:39):
plan because it works, you know?
So, um, and you can see people thatare already getting the results.
So it's not hard to believe if you,if you look in the community and start
seeing the people that follow it, they're.
They're always in a businessthat they love that's doing well.
Um, and the p people thataren't, they might be struggling,
you know, even outside.
If you don't have that, that's whereI think you kind of get into those
(40:00):
laws and the struggle in the business.
That's, that's funny to me.
'cause Eddie, I would think thatyou're one of the most coachable.
You've been so coachable.
It's.
It took a lot of workin years to get here.
It's amazing.
Uh, yeah.
But again, it's just, it'scommitting to, I'm gonna make, I'm
gonna listen and I'm gonna do it.
And that's why, that's why it works.
I, I didn't want to do YouTube at first.
(40:22):
It's just you told me to so many timesthat I did it and, uh, I saw it worked.
So I was like, if theycan do it, I can do it.
And if I do it, I'm not gonnalook up until I do a hundred
videos, is what I told myself.
And, you know, that helped.
And Eddie, you have donethat your entire career.
All I've, I've watched you do it.
I'm watching you do it.
Right now, you're, you're hiring beforeyou actually need somebody and, and
(40:43):
you're hiring, you know, making thatnext hire and you're growing and, and
it's, it's, it's scary at times, right?
You're, you're going into unchartedterritory, um, but you're just.
You're doing it all over again.
It's like I am seeing the sameEddie Brady that I saw three years
ago when we started coaching.
I'm seeing you do it all the sameway, but just on another level.
That's so awesome.
(41:04):
I appreciate it.
Yeah, it feels, it feels likeit's new every time for me.
I, you know, it's.
You, you think you're, some, youget somewhere and then you're
like, oh, I'm at the bottom again.
But I think that's, that'sprobably the point, right?
You know, otherwise you're not gonna grow.
But yeah.
Made some hires recently thatwere really challenging mentally.
Um, you know, certain parts of the yearcan be leaner on deals than others.
And when you hire in those periods,you really have to have that
(41:27):
vision of why you're doing it.
So, uh, yeah.
I, I believe it's gonna payoff just like everything else.
Um, but yeah, it could be,it could be a challenge.
It's good.
It's such, uh, I, there's just so muchhere that that is gonna help agents.
I got one last question foryou here, and what is the best
advice you've ever received?
Best, best advice everreceived is from my dad.
(41:49):
Um, some, so something that he toldme when I was a teenager and going
through kind of a, a tough time, he,he gave me the, the whole saying, fear
is just false evidence appearing real.
Fear is false evidence appearing real.
And it's funny 'cause I don'tremember much when I'm younger,
but I remember that saying, andI've heard it many times since.
I think if you look into self-improvementand all that, you hear it, but
(42:11):
I never heard it before that.
And it's just one of those thingsthat you hear from your parent
and you, it just sticks in there.
Um, and that kind of helps witheverything, you know, and it, I've.
I've really embodiedit more now than then.
Then I'm like, okay, thatreally kind of got to me.
There's something there, but I,I wasn't really, you know, like
I am now where, um, it's true.
There's so many things you worryabout in this business and,
um, just life don't happen.
(42:33):
They don't end up really happening.
They never were real in the first place.
And so I've loved that saying, and ifit's stuck with me, if it's the one
thing that comes to mind, the one thingI can remember from my life, that's it.
I love it.
Uh, and we gotta give a shout outto your dad, add to your mom, Sue.
We love them very muchand thank you so much.
Uh, that's great.
They're the reason I'min the spot I'm in now,
yes.
(42:53):
I could see it.
I get, I get the blessing to workwith them, uh, as well in coaching.
And so I, I know them really well,and it's a, it's such a blessing
and I've seen such an impactthat they've made on your life.
It's, it's so cool.
Yeah, it's, it's awesomeworking with them.
good.
Any final words that you wouldgive to an agent that is, uh,
growing, stuck, uh, wants to bemore like Eddie when they grow up?
(43:14):
Uh, what, what, whatwould you say to them?
Uh, be, be you for sure.
Uh, not me, but I, I would say the thing,if I were to kind of boil it down to
why the things have worked for me, it'sjust committing to it and going all in
the real, when they, when they say burnthe boats, I mean really burn the boats.
Put yourself against the wall and, andcommit and know that it's gonna work,
(43:35):
and have that belief and it'll pay off.
And you'll find your style andyour, your pillars and all of that.
It doesn't have to be exactly what Ido or anyone else, but you'll find it
if you just commit to the process andbelieve in it and stick to it, even
on the days you don't feel like it,which honestly, that won't be that
often where you really feel like it.
Um, stuff like this is really fun, buta lot of things in this business aren't
(43:56):
when you're building until you get there.
So just stick with it.
Commit, and you'll be glad you did.
Man.
Thank you so much my friend.
This has been amazing.
Thank you for
You've got so much.
I feel like we could talk all day.
This is.
yeah.
Bring me on for a third in the
Right.
Yes, definitely.
Definitely.
Well, thank you so much Eddie.
I appreciate you my friend, and thankyou so much for listening to the Agent
(44:17):
Rise podcast and like always rememberto be the reason Somebody smiles today.
As a real estate agent, few thingsfeel more defeating than pouring your
heart and soul into your business.
Only for the results to comemuch slower than expected.
If you've ever felt stuck or overwhelmedor questioned, if your plan is
working, this episode is for you.
Today I'm joined by Eddie Brady, astandout agent from Maryland who left
(00:20):
his very, very steady government job.
And burnt the ships and committedto building a real estate business.
He loves using the Agent Rise framework.
And by the end of this episode, you'regonna hear exactly how Addie stays
consistent and has built his winningYouTube strategy and turned the
uncertainty of this market into momentum.
(00:43):
And if you skip this episode, I'm tellingyou, you might miss out on the mindset
and the systems that could help youfinally break through and build the real
estate business you've been dreaming of.
And before we jump into it, if you'relooking for help and building your
three pillar plan, make sure you go toagent rise coaching.com and book your
one-on-one strategy session today.
(01:04):
And now let's get into it.
Here is my interview with Eddie Brady.
Welcome to the Agent Rise podcast,where we celebrate that you are unique
and one of a kind, instead of askingyou to do things that make you cringe.
We help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
(01:24):
Just a straightforward path to buildinga real estate business you love.
welcome Rise series.
It's that time once againfor the Agent Rise podcast.
I'm your host Neil Mathway, and todayI'm joined with one of my favorite
agents, Eddie Brady, up in Maryland.
Welcome to the show, Eddie.
How are you today, my friend?
Good.
Thank you for having me for a second time.
(01:45):
I'm excited to be here.
That's awesome.
I have to start it out by saying you'reone of my favorite agents because
I absolutely love working with you.
It's such a pleasure and, uh, you're,you're, you're, you're really, um,
one of the things that I love somuch about you is, is your mindset.
You're always focused, you're always, um,uh, looking for the positive and growing.
How do you do that?
How do you, how do you stay so focused?
(02:07):
Yeah.
Yeah, that's, that's a great question.
I think, um, the, the way that I sayfocus is having this unwavering belief.
I feel like that it's gonna work,you know, and that's, that's hard to.
To come up with thatfirst, to have that belief.
But, uh, when I joined thebusiness, I, you know, I left my
federal government job in 2021.
And when I joined this business,I said, I have to go all in.
If I'm gonna do this, I have to goall in and I have to believe that
(02:28):
it's gonna work or there's no point.
Uh, so I kind of came intoit with that mindset and, and
committed to that mindset.
So I just think whether it's a, agood market or a bad market, I'm
gonna find a way to make it work.
And that's kind of whatI've stuck with so far.
beautiful.
That's beautiful.
And there are a lot of agentsright now that are struggling.
Right.
And, and it, it's a, it'sa challenging market.
(02:48):
Um, I've said it before, I think these.
These times, and we look atthe sales, we're, we're kind
of recession type numbers.
Right.
And, uh, it's, it's very challenging andhard to stay focused and you've continued
to find a way, uh, to, to move forward.
What would you say to theagents that are struggling?
What would you say that you'redoing different that, that you're
(03:09):
seeing that they're not doing?
Yeah, I, I think it goesback to mindset, right?
So, uh, in this business it takes awhile for results to actually show up.
So that's especially true in a marketthat's in a downturn or, you know, it's,
it's flipping into a different direction.
You're used to a seller's marketand now you're in a buyer's market.
Uh, so you really have to know that,that the runway to getting deals is
(03:30):
longer than what most people tell you.
And if you can keep that kind ofmindset of, if I just keep chugging
along, this is gonna work and I'm gonnatake advantage now while it's slow to.
Build everything I need, you know,so that when it does start chugging
along, I can handle the business.
That's how you really keep mentally going.
I think in these times, uh,because these can be lean months.
Like I've, I've gone through some leanmonths, which I've, I've shared with you,
(03:52):
and the, the, what gets you through isknowing it's gonna work, you know, and,
and just believing it's truly gonna work.
If I just keep every day workingon the plan, uh, it will pay off.
What's, what's going on in your mind thatmight not be happening in their mind?
Yeah, I, I think I, I'vemade a commitment, right?
So when I said, when I said I,I left this business, it, let's
(04:13):
go back to that time because Ithink that kind of plays into it.
So when I left to go full-time real estatefrom my federal government job, I'd only
made about half the money in real estate.
I would need to, I.
To be able to fund my current lifestyle.
So it was a big jump.
It was a burn the boats type ofmoment where if I, if it didn't
work, it was a big problem.
Uh, so I think the commitmentis the biggest thing.
So whether I really feel like it ornot, which to be honest, I, I don't
(04:36):
feel like I. Doing a lot of the thingsin the plan, most of the time, I just
gotta be honest about it, but thecommitment is what keeps me going with it.
Knowing that I, I gotta make it work.
Not only do I believe it's gonnawork, but I've committed to doing it.
Whether I don't feel like it, if I don'tfeel like recording that day and I'm maybe
in a bad mood, I'm gonna do it anyway.
I, I think that's the difference betweenif, if you're struggling or not, it is.
(04:58):
You've committed the person who'scommitted no matter what, they're gonna
go out there, they're gonna film, they'regonna make a call, they're gonna meet
people, and I think that pays off.
Uh, over the months tocome if you really do that.
Yeah.
And it's like we, we say too,like, you know, you're not
gonna fail unless you quit.
Right.
And, and you're, you're, you'retalking about not quitting day to day.
Right.
(05:18):
Like, you know, I think big picture,I'm not gonna quit real estate.
I'm, I'm, I'm all in.
Right.
But like, you're notgonna quit on your plan.
Right.
Right.
Right.
Yeah.
It's, it is a day by day thing becauseit mentally you could be good one day
and the next day you're just not right.
So, yeah, it has to be every day youwake up and you decide, I'm, I'm gonna
do it again because I know it's gonnawork because I see other people doing it.
(05:40):
I, I think that's another thing too.
If you, if you see other people thatare successful, they're no different.
And I, that's where peoplekind of get hung up.
I think when I started, I thought theagents that were doing 50 or a hundred
deals a year had something special,and then I went to the masterminds with
them and I realized there's nothingspecial other than they believed in
themselves and they just stuck with it.
And they stayed committed.
(06:00):
They're, they're, they're notreally any smarter than you.
They're not any more skilled.
Some of them are obviously, butfor the most part, they just really
believed it and committed to it.
So.
Every day.
You just have to wake up and know,and know that, hey, if I stick
with it, I could do exactly whatthey're gonna do, or even better.
Yes.
You kinda like almostchoose your hard right?
You choose your hard andyou and you keep going.
(06:21):
, And, and I think too, with all ofthis, you're seeing that your clear
plan is really helping you, right?
Like, how do we stay consistent ifyou don't have a clear plan to stay
consistent with and you truly have aclear plan to stay consistent with?
And has that helped?
Y. Yeah.
I mean, you have to.
It's not really an option in thisbusiness, in my opinion, to not
have a plan because otherwiseyou're gonna try things for a few
(06:41):
weeks and you're not gonna havea reason of why you're doing it.
Or what it's supposed to lead to.
And you give up because like I said, therunway for a lot of deals or for deals
to start in this business can be long.
It feels like you're just goingforever before you get that first one.
So if you're always switching,you might never see the results
or the fruits of your labor.
So having a plan, that's your wayof saying, okay, here's my goal.
(07:03):
I'm gonna reverse engineerthat, and if I just follow
these steps, I should get there.
Uh, so it's, it's really important.
I obviously follow the Agent Riseplanner and go through it that way.
And go through the vivid vision and all ofthat, and that's how I come up with mine.
But if you don't have that, I justdon't think you'll, you'll ever really
see what you want in this business.
So you need to clarify whatthat endpoint looks like.
Let's talk more about your plan and,and you've, you've got a beautiful
(07:26):
three pillar plan that's producingresults that you're going for.
Uh, tell us a little bit about themake of your, of your three pillars.
Yeah.
Uh, so I have two pillars that arereally strong and one on pause, right?
So we'll, we'll talk about 'em.
Uh, so first, my sphereof influence a pillar.
My main thing I do is paper newsletters.
It's the thing that I doubted themost in the beginning in Agent Rise,
(07:47):
and that's turned out to be really,um, just awesome for my business.
So, uh, paper newsletters withoutFail, I've sent 'em out since
the beginning of this program.
I started in March of2022 and haven't stopped.
Uh, so that's one that's a. A main pillar,coupling that with client events and
house anniversary cards and all that.
But my, my main pillar is attraction.
(08:07):
Uh, YouTube is my thing.
I, it's the thing I getmost excited to talk about.
Uh, the thing I was most hesitant tostart and, um, yeah, and some social
media, which I'm sure we could talk about.
But YouTube has really producedthe most results for me lately.
And it's every, you know, I'm, I'm excitedto add little things to it every week.
And, um, my chase pillar is on hold.
I've got it fully built out.
It's geo-farming for seller leadsin specific neighborhoods, and I'm
(08:31):
just waiting for the switch to turnit on when I have the bandwidth.
But I'm so excited about YouTube.
I just wanna keep that going'cause it's really working.
Let's talk more about YouTube.
You first, you said you were hesitantto get started with YouTube, right?
You, you saw the workload and theeffort that it was gonna take,
and also the vulnerability, right?
To put yourself out thereand, and, and communicate on
camera on a consistent basis.
(08:51):
Can you walk us through that?
'cause I know there's a lot ofagents that struggle with that.
Yeah.
Yeah, it, so I think too, when youwatch people on YouTube, you're worried
about how do I get that quality ofvideo and the quality of microphone?
And one thing I'll say is I juststarted with my phone and a tripod
that would fall over all the time.
Actually.
I started with a gimbal thatwould run outta battery and
fall over and then a tripod.
(09:13):
Um, so the hardest part about it is.
Is just mentally starting becauseyou feel like YouTube has to be
overproduced when it really doesn't.
Um, it's actually less producedon the backend than Instagram.
Instagram you feel like you have topolish up and you know, look amazing.
Uh, YouTube is just providinginformation and what I've found is when
you really start to record YouTube,it's easier to post on there versus
(09:34):
Instagram or social media because.
You don't know anybody on there.
So you're not worried aboutlike the person in the CO or in
your office or wherever saying,Hey, I saw you on YouTube.
It's not meant for them.
Right?
So it's meant for other people moving.
So I think it, it actually is easier.
It's just getting over thatfirst hurdle of, oh, I'm a
YouTube creator now in your mind.
Um, and once you do that, itcan be actually a lot of fun.
(09:56):
That's awesome.
You have truly seenyourself as a guide, right?
You, you, uh, are connectingwith people on YouTube.
Um, and we'll talk about the resultsin a little bit here, but you're
connecting with a lot of people andforming a lot of great relationships,
and you're seeing yourself.
As a guide, like and I, I alwaysinstruct people like, Hey, if somebody
were to walk into your office and youwere to tell 'em all about Frederick
(10:18):
Maryland, you'd have no problem.
Right?
You would be able to tell 'em for days.
And so now just do that on camera.
And you've found a way to be ableto do that on a consistent basis.
Yeah, and I, I, another challenge I wouldsay that, uh, agents have is they don't
think they know enough about their city.
But I didn't either, you know, I justwent on the websites and started looking
at what are the events, what are theupdates, uh, for developments coming on.
(10:41):
And eventually when youjust keep studying that I.
You become the expert.
It's inevitable if you just keep makingvideos, but in the beginning you won't.
So that's, that's one thing.
But, uh, the reason I think YouTubeworks actually really well is because
there's not a lot of resources out there.
If you really look on places tomove, like go on Google and search
best places to move in an area, andthe, the resources you find outside
(11:02):
of YouTube are probably wrong.
Or like I go on there and I find areasthat aren't even in that county and
they say it's the best place to live.
Where it's either YouTube or Reddit whereyou're gonna find your real information.
And that's why I think it works.
People trust YouTube tofind what's really going on.
They like the video aspect.
They can put it on their tv, andthen you really do become that guide.
They, they trust you and theymight watch you for a year before
(11:25):
they reach out because theyjust wanna learn about an area.
And by the time they do, they're,they think, you know, you're that
person who's gonna show them around.
So it's pretty cool how it worksand there's really not much like it.
Yeah.
How does that lead come in?
What does it sound likewhen they call you?
Yeah, it's, it is pretty cool.
Um, most people ask if you havetime to take on another client,
which is interesting because whenI first got one, I had a ton of
(11:46):
time to take on more clients.
Um, but they, they already wanna workwith you because they've watched you,
they've built the trust because I. You've,you've already explained areas to them.
You've told 'em about themarket, the places to live,
maybe reasons not to move there.
And by the time they reach out, they,they already like you and it's almost like
half the relationship is there and youhave to like them, which is interesting.
(12:08):
Uh, but what I've found is they reach out,they usually schedule, you know, through
Calendly or send me a text and we, we setup a call and, um, they're always just
excited to talk because it's like realfrom, it goes from either their laptop,
their phone, or TV to all right, now it's.
In person, and they're just thecoolest people to work with.
The best clients, in my opinion, comefrom YouTube and obviously your sphere,
but if you're talking strangers, handsdown, YouTube clients are the best.
(12:32):
it kind of feels like a,like a, a sphere lead.
Right.
It feel, it feels like somebodycalling from your sphere.
Yeah.
Yeah.
I would say even better than areferral from your sphere, because
they already know, like, andtrust you where the referral is.
Like, I trust that person.
Maybe not you yet, but okay.
Where, where these leads,they really trust you already.
So it's, it's that extrastep in the relationship and
you feel like you know them.
(12:52):
It's so interesting to show'em around and, and feel that
kind of connection already.
Yes.
So you, a lot of the leads comein, they're real personal, right?
They, they reach out directly to you,they wanna schedule a call with you, they
see you as their guide, and then there'sanother part of your business where the
leads are a little bit colder, right?
We, we've got, uh, maybesomebody that is interested in
downloading a relocation guide and.
(13:14):
And then you have a great nurturesystem to, to follow that up
because there's people that will,will come up to the fence, right.
And, and, and, and be really interested.
Take your download, but they're notreally quite ready to take action yet.
Can you walk us throughwhat that looks like?
Yeah.
Yeah.
And, and the reason I started call toactions that were really, uh, lead magnets
on YouTube is because I was thinkingI have all these views happening and
(13:36):
likes, but I, I don't know who they are.
And even people who comment onYouTube, it's not like Instagram.
You don't, you can't go message them.
It's totally protected.
Uh, so you can't go and email them,text them, DM them on YouTube, so you.
You're kind of lost if youdon't have contact information.
So I saw someone else doing lead magnetssaying, Hey, download this guide.
And then I, I went and checked itout and I was like, oh, they gotta
(13:58):
submit their email and their name.
This is genius, right?
Uh, so that's how you, youknow who it is, it's watching.
So I started making lead magnets thatare guides or, uh, relocation roadmaps
or quick new construction guides andadding those into my scripts and my
videos, and they would download 'em.
And now I have their email.
Now just imagine they, they don't comeback on YouTube for a month because
(14:19):
they're not really on it that much.
Well, now I have their email andI can start up a weekly email
where I'm always in front of them.
So that's what I did.
I started a weekly email, just afew, uh, segments in the email.
Really simple, nice looking whereevery week now they hear from me,
they see my latest video, and thenanything else I want to tell 'em
that week that makes 'em feel like.
I'm their guide.
(14:40):
Again, I'm the insider that's giving'em the information and it's worked
out really well, and I've alreadyseen deals from it, so it's, it's a
pretty cool ecosystem you can set up onYouTube if you just put it all together.
Yeah.
And that's that that weekly email thatyou're talking about, that's, um, more
of like, you're, you're giving 'emmarket updates, you're giving them, um,
information that they need in the market.
You're giving them the latest video.
(15:02):
Is there other things thatyou're adding to that email?
I.
Yeah.
Yeah.
So I, I started addingmy favorite listing.
I actually just gavethis example last week.
Uh, I, the, the best listing Isaw in one of my favorite cities,
which is Frederick Maryland.
I put on there, I said,this is my favorite listing.
Um, and it turned out that helpedme get a showing for that listing.
Coming up.
So it's, uh, I put favorite listings,maybe unique listings in the area or a
(15:25):
deal of the week type of thing, which wetalk about in Agent Rise, maybe what I
think is the best equity builder in there.
Uh, or like major updates to the areathat they wouldn't know otherwise.
Or what did I see in showings lastweek that I think you should know?
That's the stuff I'm putting in therewhere they, they just can't Google it.
They can't find it, so then they openit 'cause they want to know, they're
like, what's gonna happen this week?
(15:45):
Or, I found somethingreally funny on a showing.
I'll put that in theretoo, just to keep it.
Funny and interesting, um, and it works.
That's beautiful.
One of the things, you know, ifyou're listening to all of this,
you might be thinking, man, thereis a lot of dots to connect.
There's a lot of integration here.
Like yeah, I love the leadmagnet thing and, and uh, and,
and connecting all of this.
You've simply used ConvertKit or nowcalled Kit, uh, which is a free up to
(16:09):
a thousand different, or a thousandmembers or a thousand email addresses.
Um, and you've, you've put the, thespecial reports together and the
guides together, uh, with ease and,and it connected all of that, but.
But some people might hear this andjust think, gosh, there's just so
much to do and so much to connect.
How do you handle that workload?
And now I'm also seeing you go intohiring and, and, and, and advancing
(16:33):
and stepping out into areas thatyou haven't stepped out before.
How do you keep doing this?
I.
Yeah, well, well, I think, uh, just likewhen you see the YouTuber on on there
and they look all polished and they haveeverything really going for 'em, you
don't have to be like them right away.
So, you know, started with my phonefilming on the, the selfie camera.
Learned that I should probably flipit over and go to the back camera,
(16:53):
and then I got an actual camera.
So you do one step at a time,and I would say build the channel
first and find your style.
You got, you have to film the videosbefore you're worried about whether
or not your lead magnet's gonna work.
Uh, but the, the lead magnet.
Once you have the main channel set up,it doesn't seem like such a big project.
I would say just one piece at a time.
Don't try to do it all at oncewhere you think you have to
(17:15):
have this full ecosystem set up.
That's where people just don't do it atall because they think it's too much.
So you just start your channel.
It's you sign up for the channel first.
Then you figure out what doI write for my description?
What's my photo gonna be?
What are my first 10 topics, whichyou give an agent Rise, you know, and.
Then once you film those, maybe youcan think about the lead magnets
and, and then it won't seem sooverwhelming, is what I would say.
(17:37):
Yes.
Yes.
And you did you findyour voice right away?
We always say that you gotta kind offind your voice, like compared to your
first video to where you're at today,how much more comfortable are you?
I.
Yeah.
Oh, the, my first video is, I, Ihad no idea what style I wanted.
I, someone had told me thatyou should be you times two.
So I tried, I tried that and I was.
Too much energy.
(17:58):
Uh, then I brought it back downand I was a little too dull.
So I, I just, we give this advice, I guessin age arise a lot, you hear it going
around is just talk to them like you'retalking to a client who you recently
maybe talked to and how would you talk tothem if they were asking that question.
And once I started thinkingof it that way, it's easier.
You know, talking like me and you are.
Now, if you're trying to overproduce andnot be yourself, it can be challenging,
(18:21):
but I would say around 10 videos,it really does feel like you get in
the groove and you become yourself,and it only gets better from there.
And then, then also you improveyour camera and your backdrop and
all the things, but just find yourstyle in those first 10 videos.
You can't give up in the first 10.
Just chug th or uh, yeah, just go through'em and you'll be happy that you, you
got past the kind of the awkward stage,and then you just keep going from there.
(18:43):
That's it.
And there is never, you're neverrunning outta content, are you?
I mean, in all the videosthat you've produced, you're,
you're, you're going, right?
You get the first 10 done andthen you kind of find your groove.
Is that right?
Yeah.
And the cool thing is you canmake the same video four times.
So you, you make a video on prosand cons in 2022, and then you can
make it again in 2023 and call itupdated pros and cons for 2023.
(19:05):
So you, you end up having thisendless cycle and you realize
things that maybe should havebeen in the video that weren't.
Uh, so it really, you just pickyour talents in your areas and your
neighborhoods you wanna be in and.
It really feels like there's endlesscontent ideas but I really feel like if
you just sit down and focus on the placeyou wanna be, look at the 10 titles.
You can make a lot of videos that way.
So you've also, you, you know, you'vetaken the, the 10 videos that we give
(19:28):
you inside Agent Rise and the Go Wideand the Go Narrow plan, you know, like
Maryland versus Virginia and, you know,you go wide and, and then you go narrow
and you get down into the neighborhoods.
And one of the things that I'veseen you do, do very well is
getting into the neighborhoods.
Talking about the neighborhoodsbeing that neighborhood.
Guide, um, offering a ultimateseller's guide or homeowner's
(19:50):
guide, uh, for that neighborhood.
Uh, what has the results been ofgetting down into the neighborhoods
now that you have the top 10 built andall of that, what does that look like?
Yeah, I think it's much easierto, uh, explain to clients what's
so great about the neighborhoods.
Uh, I actually went out on a tourwith YouTube clients recently where
every single neighborhood we wentto, I had sold a house in last year,
(20:13):
and it only happened that way becauseI decided to learn about them.
And I, you know, you go from yourcity, your town, and then you move
into those and you study so much.
You eventually get a client there.
And then once you get a client there,you really know about the area, you
know, the insider information, uh,maybe you know about the builder and the
problems, the good things and the bad.
And I think that really helps youwhen another client is interested
(20:34):
to secure a deal there or not.
You know, maybe it's not agood fit, but it really helps.
Um, and it, it starts wide.
It, and you make your way in andeventually you just, yeah, you become the
expert on certain neighborhoods you loveworking in them, and then you attract
more people to the same neighborhoods.
One of the best things that we foundis, is with the neighborhood videos, is
that it attracts sellers as well, right?
(20:55):
Because they are looking tomove into the neighborhood.
They're already familiar with thearea, but they're building a new
home or buying a new home, andthey have an existing home to sell.
You've run across thatquite a bit too, right?
Yeah.
Yeah.
I, I was surprised about that actually.
I thought YouTube would be almoststrictly buyers from out of state, really.
And uh, the first time I got a sellercall or a seller lead call from
(21:15):
YouTube, I was, I was kind of thrownoff like you found me on YouTube.
Why?
Um, and it was because I had focusedon their neighborhood and they didn't
even search for their neighborhood.
It's just, I guess.
YouTube had put it in front ofthem because they lived there.
They were searching somethingtotally separate and I popped up.
Um, so it was pretty cool.
And since then, that same neighborhoodhas brought me more seller leads, uh,
just because I focused on it and hit itso hard that YouTube decided they need
(21:38):
to watch, uh, even if they're lookingto move somewhere else, because it
knows they probably live in that area.
It's putting it in front of them.
So it's been cool.
And again, those seller clientsare the same way as buyers.
They're just awesome to work with.
They already know you.
They already trust you.
The listing appointment is more of just.
Kind of a hangout, like, what's,what are we gonna do here?
What's the plan?
It's not so much selling yourself.
Um, e even better than thelistening appointment we talk about.
(22:00):
It's, it's, it's cool.
It's a fun, fun time.
That's it.
And they see the way that you'remarketing the neighborhood, right?
And you're, you're, you're, you'reexplaining the neighborhood and be the
be in the guide for the neighborhood.
And I would want somebody torepresent me the way you're
representing the neighborhood.
So I can just see how thecalls naturally come in.
I would, I would do the same.
I mean, if, if someone's explainingthe events in my neighborhood and
(22:22):
that agent knows it, I'm, I'm gonnago with them over someone who may
not know my neighborhood so well,
Yes.
Yes.
So let's shift gears a little bit.
You've, you've exploredinto a new Instagram.
Uh, strategy, right?
So, uh, YouTube is working just beautiful.
You're generating, you know,lead wise, you're generating,
you know, 20 to 30 leads a month.
(22:43):
Uh, I remember in March you had around30, 30, uh, buyers register, um, or,
or, or take, you know, schedule a callwith you or, or somehow make a, a,
a connection with you from YouTube.
And that's just, that's just amazing.
The results are just so amazing.
Um, and, and now we want to bringthat strategy over to Instagram.
And, uh, there's a lot of talk right nowin the industry of, of agents actually
(23:06):
succeeding on Instagram, and, uh, and I,I'm excited for what you're working on.
Can you explain a little bitabout the, the new process
you're using for Instagram?
Yeah.
Yeah, it's been a lot of work studying it,but now I think I've figured it out here.
So, uh, I, I was getting noleads on Instagram before.
What my, my strategy before this waspost my solds, my under contracts.
(23:26):
Maybe what I'm doing, if I'mout on a showing, I. Uh, the
basics, you know, pretty muchwhat a lot of agents are doing.
And I realized it wasn'tin line with my YouTube.
If someone found me on YouTube andthey go over there, I'm not really
the guide over there, you know, I'mjust, yeah, they see the solds, but
no one really cares about solds.
I, sorry if you're posingsolds, I was doing it too.
I still put it in my stories, by the way.
(23:47):
Um, but what I found out was if I'mgonna be attracting leads on there,
I need to pick one strategy and one.
Actual client, what's my,the avatar, as we call it?
Who am I actually tryingto target on here?
And I realized it was the same peoplethat I would target on YouTube.
I wanna work with those people who arerelocating because I've become good at it.
It's now my specialty to help.
(24:07):
Relocation.
So my strategy on Instagram shiftedfrom just olds, you know, the
basics to showing the lifestyle.
And I think that's whatpeople are looking for now.
They wanna see the pretty things, thecool things to do, the updates that
they need to know about if they'removing from out of state and they wanna
know what it's like to live there.
And, uh, Instagram in particular, Ithink you have to have a, a little
(24:28):
bit more production, you know, cameraquality, how you're filming all of that.
But if you have the right hook and show'em the lifestyle, the leads come in.
So you're, you'reselling the dream, right?
You're selling the dream of livingin Maryland and you're using POVs
right point of views, and, uh, you'retalking about what it's like to live.
There and document it with great 4Kvideo, but it's not talking head so much.
(24:53):
Right.
Can you talk a little bit more about whatthe, what the actual content looks like?
Yeah.
The cool thing is, I, I talk allthe time on YouTube, but Instagram
is faceless and it's, but it'stargeting the same type of client.
So, um, it's, it's videos of thecommunity, really great videos.
I, I go around and I think, well,what if I was gonna move here?
What would I think is the coolestpart of this town or this neighborhood
(25:14):
that would make me wanna move there?
You know, if it's a city, am Igonna show the downtown streets
and how picturesque they are?
Or if it's a neighborhood,am I gonna get a drone shot?
Of how big the houses are and howbig the yards are and, uh, you know,
the pool that's in, in the community.
So it's, it's all facelessfor the most part.
And it really, uh, people love it.
They love looking at it, but I'll,I'll say, I'll warn people who
(25:37):
are gonna switch their Instagramover, because this happened to me
in the beginning of the process.
When you switch your avatar overor you switch your posting style,
your original followers probablyaren't following you for that.
So I learned this the hardway, but it's worth it.
So when, when I switchedfrom the content I was doing.
To this new content.
My current followers didn't wanna see it.
So I did see a lag in Instagram,uh, in my, my view count almost.
(26:01):
I think I got put in Instagramjail actually, 'cause I'd
made too many changes.
But then I stuck with it for about twoweeks or so, and it flipped and it, it's
like it turned on and they realized,you know, I, I didn't get hacked.
This is still me andit's just a new style.
And then I start, my view countstarted going up and I had one post
go viral that definitely helped.
And the leads startedreally coming in from there.
(26:21):
That's beautiful.
Let's, I wanna come back tothat post that went viral.
I wanna talk about that one.
But what, uh, who are you connect?
Acting with, and, and, and you've,you've changed your followers
and your connections, who areyou looking to connect with?
Yeah.
Yeah.
So what I did is I figured out where allthe people are living now that currently
move to Maryland the most, or I guessthe states that the most people moved
(26:43):
to Maryland from, and I targeted thoseas far as following accounts, the best
accounts in those areas, travel, food,uh, their visit, whatever city sites.
And I, I connected with them.
I started interacting with all ofthose areas where people are moving.
Out of, to move to Maryland.
Uh, first, so I, I, I had to understandwhere they were coming from and then
(27:05):
once I knew that I could target, well,if they like these videos that are
really cool about food and that city.
I need to copy that style forhere, and I like this style, you
know, so, uh, that's what I did.
And I found that I connect with alot of like-minded people who want
a nice historic town where theycan go and get a lot of great food.
And, you know, I, I knew what they wantedand I knew maybe they want a bigger house
(27:27):
just outside of that because I, you know,I, I kind of figured out that avatar
pretty quickly and then stuck with it.
That's awesome.
So the post look, like, you know, yougot 4K video, you got POV, you got.
We're gonna link up Eddie's, uh,Instagram below, and make sure you send
him any referrals coming to Maryland.
We gotta, we got, we oweEddie here, so Yes, yes, yes.
(27:47):
So we'll link you up below here and,and you the, the, their POV video.
So it's, it's like a, it's likea five to seven second clip of a
video, 4K, really high quality drone,preferably, um, you know, really eye
catching and then, or little clips.
I've seen some other videos of yoursthat have, have little clips of, uh.
POVs, uh, clips.
(28:08):
And then you have just a, a, a text acrossthe, the, the front of the video, and
then you get them to read the caption.
You, you really encourage themto read the caption, and then in
the caption, you're storytelling.
Can you elaborate a little bit on that?
Yeah, yeah.
The hook is to, to make themread that caption, right?
So the, the order that they goin on Instagram is, they read
the hook first, then they watchthe video almost simultaneously.
(28:31):
They bounce back a little bit, andthen if the hook is good enough
and the video is good enough,they'll go to the description.
And the description.
You really want to tell a story.
It's not, um, salesy.
It's really telling them what it'slike to live there and maybe a story
about when you first showed up there.
It has to be enough to keep them going.
So.
Multiple paragraphs like thismight be the right place if
(28:52):
this is what you're looking for.
And you give them the full picture of youknow, the lifestyle in the neighborhood,
what, what they need to know.
And then on the bottom you putmore call to actions and lead
magnets, just like YouTube.
And here's, this is the coolestthing actually about Instagram,
is you can use the same.
On YouTube, on Instagram.
So you're not doing the work twice.
(29:13):
I'm, I'm linking 'em to the sameroadmap that I link on YouTube.
The same guides that I link on YouTube.
So all I have to do is add one more,more automation and I get 'em there.
That's awesome.
That's awesome.
And you had a video that you askedpeople to, a request, a download of the
guide, can you, and that one went viraland you got a lot of leads from that.
(29:34):
Can we talk through that one?
I.
Yeah.
Yeah.
So, um, the thing about Instagram ispeople love the beautiful houses, right?
So, and unique things as well.
So I had a really unique listingthat my buyer secured that
just had an amazing staircase.
If you go to my Instagram at EddieBrady realestate, and you'll,
you'll see it below, you'll see it.
It's, it's an amazingstairwell with a glass wall.
Really unique post and beam house.
(29:56):
I just, I put the story, you know,my clients were looking for a place
close to work, no cookie cutters,uh, in the woods, you know, all that.
And it just hit the right chordand, um, the right, you know, right
music, it just looked amazing.
And in the, the description I asked themto download the relocation roadmap and I
think I'm well over a hundred downloadson that now, at least, uh, on that.
And it's been so coolconnecting with people.
(30:18):
Through just one post.
And, uh, I've sent outreferrals from the post already.
It's just, it's cool.
Um, so yeah, that, and, andthat's the thing, not everyone
will go viral like that.
You, you just hit theright time, the right post.
But, um, it's, it's cool when it does.
That's something that I just admireabout you is your, your approach is
you're, you're truly who you are.
(30:38):
Uh, the same person that you are on camerais the same person you meet in person.
You, um, are not salesy.
You're, you've used, uh, call toactions like, you know, just down
the download the Google doc below.
Um, you've made it reallysimple for people to get.
Things from you and you've captured theiremail addresses, and then you've stayed
(31:01):
in touch with them in a non-salesy way.
Just information based over and over.
And I just, I just admireyou in all of that.
One of the questions that I forgotto ask you when we were talking
YouTube, but it, it plays into bothof this, here is your style of.
Call to action.
And, uh, in, in a video, you give multiplecall to actions and you make it very easy
(31:24):
for you, for them to connect with you.
And I think that that's beena big part of your success.
How do you approach that?
How can you encourageothers to do the same?
Yeah.
You know, I took a lot of tips from othersin Agent Rise, obviously, that are doing
very well with their call to actions.
And I would say, um, I. You have to,you have to treat it like you're really
trying to help them because if it, ifit sounds like you're, all you want
(31:46):
is your email to sell 'em a house,then they're gonna pick up on that.
So I want 'em to get my relocation roadmapbecause I want them to know the steps and
maybe they never end up working with me.
I would never know.
Right.
You know, I might have their email,but I don't know who they are.
So.
Uh, you have to kinda have that servicefirst mindset and um, with the call
to actions, you have to do it multipletimes or else they might not do it.
(32:08):
They, some people need theencouragement, you know, call
me, text me, schedule the call.
No, I really mean it.
Schedule the call.
Uh, download the guide because youreally need this to understand what's
going on or how, how to make thismove actually happen when you have a
house to sell and all these things.
That's what I'm here for, you know, andwhen I, when you say it, like you're
really their guide 'cause you are.
They feel it and they knowthat you're there to help them.
(32:29):
And I've answered so many questionsfor people who told me upfront, they're
not going to use me as an agent.
I was still happy to do it.
You know, it was justcool that they found me.
Uh, and you just have tohave that mindset around it.
And in your video when you sayit, if you have that kind of
tone, people are gonna trust you.
They're gonna like you, andthey're gonna click on it.
That's awesome.
On, on, on YouTube, you'redirecting them to a landing page.
(32:49):
They're filling out alead form on Instagram.
You're doing it throughMessenger though, right?
They're they're putting guide ordownload or, or I forget what your
word was, but they're putting guidein the, uh, what was your word?
I forgot it.
Oh, I have multiple, I have a guide.
I have roadmap.
Uh.
the one I was thinking of.
Yes.
So they put roadmap in the, in the chat,and then you've got many chat plugged in,
(33:11):
so it automatically kicks back to them.
Can you tell us a littlebit about that too?
Yeah.
Yeah.
So if they comment, I use comments forthe most part, but I have set, I have
it set up for dms just in case if theywere to comment roadmap on my posts.
They'll automatically geta DM through ManyChat.
It's, it's so easy toset it up on there now.
It's almost, there's no work if you goon there and there's, there's a free
version, uh, but they'll, they'll comment,they'll automatically get a DM from
(33:35):
me with the link, and then once theydo that, it'll take them to the same
convert kit landing page on my website.
To put their name, email, and download it.
And then they're, they're in the sameexact list that my YouTube people are.
So the the cool thing about that isif they only found me on Instagram,
now they see my YouTube videos andthey're in this whole ecosystem
of just information from me.
And I'm always here at all times.
(33:57):
Every week I'm gonna behere with new information.
And I think that's, that's the point,is you wanna get them in there,
give them everything they need,and they're gonna work with you.
If they like you, they'regonna work with you.
You know?
So it's just a matter of time.
Yes, yes.
And, and with all of this, Eddie, right?
You've got your, you've got yourattraction pillar really taking
off and it's doing really well.
We've got a, we've got a newstrategy you're gonna be launching
(34:17):
with your Chase pillar, whichis gonna be digital geo-farming.
We'll have you back on theshow once we get that rocking.
Um, and yeah, that'll be the chase pillar.
And your, and your sphere is strong.
You've got a, a, a strong mailing list.
Of of people that you know, loveand trust in your market, you're
doing client events and additionalthings, and so you're truly rocking
(34:37):
according to the three pillar plan.
What would you say to a new agent that'slistening to this or a stuck agent that
you know, like, you know, go back to whenyou started, like what are the, what are
the beginning and how, how do you getthis all rolling and, uh, how has Agent
Rise played a part in, in all of that?
Yeah.
Yeah, that's, that's areally good question.
(34:58):
It's because it's hard in the beginning.
There's so many ideas that you couldfollow in real estate, especially if you
go on YouTube and you start, you know,Googling ways, how can I be successful?
It's gonna be tough 'causethere's so many ways.
But, uh, what's nice aboutAgent Rise is that the program
has stayed the same, it's.
It's the 12 week plannerand the three pillar plan.
And I would say if you're strugglingand you're not already in it,
(35:19):
definitely get in it and do bootcamp.
That is by far the best resourcefor getting started in real estate
because it's 12 weeks or or so ofgoing through what, how do I actually
start from the ground up as a brandnew agent sending the announcement
letter going through all of that.
I would say, um, that's number one.
And then.
Really believing in the plan.
If you, if you don't believe init, you're not gonna follow it.
(35:40):
I, I saw that it worked for other people,and that's how I am, if I see this plan
is working for this agent, I, it canwork for me if I just stick with it.
So bootcamp, actually build out yourthree pillar plan and use the 12
week planner and you'll see results.
Uh, one of the things I, um, Iadmired about you, if you've taken
bootcamp multiple times right?
And
Oh yeah.
I think, I think I'm on five.
(36:02):
Yeah.
awesome.
That's awesome.
And.
it it's worth it every
Is it okay?
It just helped you fill in thegaps of things that you heard,
heard differently the second time.
Yeah, like even when your businessis up and running, you're for, you'll
forget really basic principles aboutthe plan and why you're doing it.
You could get lost a little bitin the doing the business versus
why am I even set up this way?
(36:24):
And it's a really goodreset, especially if you.
You force yourself to rewrite your vividvision and, and realign with it and think,
well, is this really still what I want?
And if not, well, my goals need to change.
So it's really important togo through bootcamp again
and just see what you missed.
You're very good at measuring your winsand your gains and the seeing what you've,
what you've already done and accomplished,and then you just keep that going.
(36:46):
Right?
You want more and moreof that in your life.
Oh, yeah.
Yeah, it's, I love progress, so,and I love build, I love building.
I think that's the cool thingabout real estate is you can build
it to an infinite scale, right?
There's no limits on what you can do.
So I, I love the progress of it andgoing through, um, bootcamp and all
the things just helps you kind ofpiece it all together along the way.
That's great.
And that's, that's, that's reallygreat advice for a newer stuck agent
(37:10):
because you know, in bootcamp wetalk about dreaming with the lid off.
So you cast that vision, right.
And then we, then we get into the12 week year and you're amazing
at the 12 week year and have donereally done wonders with that.
Can you elaborate on the 12 week year?
I dunno about.
Amazing, amazing.
I've done it so many times.
That's the thing.
I've, I've, uh, I've just tried so manydifferent ways of writing the vivid
(37:32):
vision until it just clicked, you know?
And I think that's part of thecommitment thing and consistency
in real estate is you have to keepgoing and keep, uh, the repetition.
You need repetition to get good at it.
So my first 12 week planner, I justdidn't know how to write goals and
I don't actually enjoy planners.
As a person.
I don't like planners.
I never liked them.
I only like it because it works, you know?
(37:54):
And if it didn't work, Iwouldn't be following it.
So, um, as a person who doesn't likeplanners, which a lot of you listening
probably don't like them, or it's, youdon't like calendars written planners, it.
It, it doesn't really matter whetheror not you do, I would say you still
just plug into it and you'll realizethat you enjoy what it does for you
and you just get better over time,better at setting the goals, your
(38:15):
vision, uh, how to actually breakit down into steps every week.
That was challenging for me,like how do I, all right, cool.
I have a 12 week goal, butwhat do I do this week?
That was always challenging, but themore you do it, the easier it gets.
And I mean, you just put out a resourcerecently where there's examples
now, so, uh, just how to reallybreak it down, um, like a worksheet
at the worksheet that you put out.
So that was cool.
(38:36):
Um, yeah, it's just a repetition thing.
Yeah.
And you, you've, you mentioned triearlier about building your belief, right?
You've built your belief over time.
You know, when you started out like,you know, like this plan, yeah, I think
this could work, but then you weresurrounded by others where it was working
and then you built up your belief.
And I even remember our conversationabout newsletters where it was like, I
(38:57):
am not, I don't wanna mail newsletters.
I, I'm gonna print thesethings out and mail 'em.
Like it, it didn't make any sense to you.
Right.
But, but you built the belief aroundit and, and then you plowed forward.
Yeah.
And that's the thing is you, youhave to just commit, you know, if,
if you have to trust the plan, right?
So it's the same with coaching.
When I joined Agent Risecoaching, I was also a person
(39:18):
who didn't want to be coached.
You know, in general, I didn'twant to be told what to do.
I've never been likethat in my whole life.
And anyone listening that reallyknows me, knows that about me.
But I told myself if, if I'm gonnado it, I just have to listen.
Follow the steps.
So, and I tell anyone new on ourteam, like our brokerage, that
when they join, just, just do it.
Just follow the steps.
And you can do your own littletweaks later, but just follow the
(39:39):
plan because it works, you know?
So, um, and you can see people thatare already getting the results.
So it's not hard to believe if you,if you look in the community and start
seeing the people that follow it, they're.
They're always in a businessthat they love that's doing well.
Um, and the p people thataren't, they might be struggling,
you know, even outside.
If you don't have that, that's whereI think you kind of get into those
(40:00):
laws and the struggle in the business.
That's, that's funny to me.
'cause Eddie, I would think thatyou're one of the most coachable.
You've been so coachable.
It's.
It took a lot of workin years to get here.
It's amazing.
Uh, yeah.
But again, it's just, it'scommitting to, I'm gonna make, I'm
gonna listen and I'm gonna do it.
And that's why, that's why it works.
I, I didn't want to do YouTube at first.
(40:22):
It's just you told me to so many timesthat I did it and, uh, I saw it worked.
So I was like, if theycan do it, I can do it.
And if I do it, I'm not gonnalook up until I do a hundred
videos, is what I told myself.
And, you know, that helped.
And Eddie, you have donethat your entire career.
All I've, I've watched you do it.
I'm watching you do it.
Right now, you're, you're hiring beforeyou actually need somebody and, and
(40:43):
you're hiring, you know, making thatnext hire and you're growing and, and
it's, it's, it's scary at times, right?
You're, you're going into unchartedterritory, um, but you're just.
You're doing it all over again.
It's like I am seeing the sameEddie Brady that I saw three years
ago when we started coaching.
I'm seeing you do it all the sameway, but just on another level.
That's so awesome.
(41:04):
I appreciate it.
Yeah, it feels, it feels likeit's new every time for me.
I, you know, it's.
You, you think you're, some, youget somewhere and then you're
like, oh, I'm at the bottom again.
But I think that's, that'sprobably the point, right?
You know, otherwise you're not gonna grow.
But yeah.
Made some hires recently thatwere really challenging mentally.
Um, you know, certain parts of the yearcan be leaner on deals than others.
And when you hire in those periods,you really have to have that
(41:27):
vision of why you're doing it.
So, uh, yeah.
I, I believe it's gonna payoff just like everything else.
Um, but yeah, it could be,it could be a challenge.
It's good.
It's such, uh, I, there's just so muchhere that that is gonna help agents.
I got one last question foryou here, and what is the best
advice you've ever received?
Best, best advice everreceived is from my dad.
(41:49):
Um, some, so something that he toldme when I was a teenager and going
through kind of a, a tough time, he,he gave me the, the whole saying, fear
is just false evidence appearing real.
Fear is false evidence appearing real.
And it's funny 'cause I don'tremember much when I'm younger,
but I remember that saying, andI've heard it many times since.
I think if you look into self-improvementand all that, you hear it, but
(42:11):
I never heard it before that.
And it's just one of those thingsthat you hear from your parent
and you, it just sticks in there.
Um, and that kind of helps witheverything, you know, and it, I've.
I've really embodiedit more now than then.
Then I'm like, okay, thatreally kind of got to me.
There's something there, but I,I wasn't really, you know, like
I am now where, um, it's true.
There's so many things you worryabout in this business and,
um, just life don't happen.
(42:33):
They don't end up really happening.
They never were real in the first place.
And so I've loved that saying, and ifit's stuck with me, if it's the one
thing that comes to mind, the one thingI can remember from my life, that's it.
I love it.
Uh, and we gotta give a shout outto your dad, add to your mom, Sue.
We love them very muchand thank you so much.
Uh, that's great.
They're the reason I'min the spot I'm in now,
yes.
(42:53):
I could see it.
I get, I get the blessing to workwith them, uh, as well in coaching.
And so I, I know them really well,and it's a, it's such a blessing
and I've seen such an impactthat they've made on your life.
It's, it's so cool.
Yeah, it's, it's awesomeworking with them.
good.
Any final words that you wouldgive to an agent that is, uh,
growing, stuck, uh, wants to bemore like Eddie when they grow up?
(43:14):
Uh, what, what, whatwould you say to them?
Uh, be, be you for sure.
Uh, not me, but I, I would say the thing,if I were to kind of boil it down to
why the things have worked for me, it'sjust committing to it and going all in
the real, when they, when they say burnthe boats, I mean really burn the boats.
Put yourself against the wall and, andcommit and know that it's gonna work,
(43:35):
and have that belief and it'll pay off.
And you'll find your style andyour, your pillars and all of that.
It doesn't have to be exactly what Ido or anyone else, but you'll find it
if you just commit to the process andbelieve in it and stick to it, even
on the days you don't feel like it,which honestly, that won't be that
often where you really feel like it.
Um, stuff like this is really fun, buta lot of things in this business aren't
(43:56):
when you're building until you get there.
So just stick with it.
Commit, and you'll be glad you did.
Man.
Thank you so much my friend.
This has been amazing.
Thank you for
You've got so much.
I feel like we could talk all day.
This is.
yeah.
Bring me on for a third in the
Right.
Yes, definitely.
Definitely.
Well, thank you so much Eddie.
I appreciate you my friend, and thankyou so much for listening to the Agent
(44:17):
Rise podcast and like always rememberto be the reason Somebody smiles today.
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