March 27, 2025 • 37 mins
Episode Overview
In this episode with Jesse Dau, we unpack the evolving strategies behind content-driven real estate growth. From mastering YouTube and video leverage to understanding how to attract top-tier clients and agents, Jesse shares how creators like his wife and others are thriving in a challenging market by going all-in on intentional content strategy and smart systems.
Key Topics Covered:
The Power of Video & YouTube
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Why long-form YouTube content is still the best lead generation tool for real estate.
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How Jesse’s wife makes $200K working just 2 days a month using a focused content model.
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The difference between entertaining and educational content—and why it matters.
Leverage & Scaling Smart
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How to work less and make more by building a content system that fits your lifestyle goals.
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Leveraging a videographer as a business partner vs. just a contractor.
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The “Director Mindset” for hiring creatives that fuel your growth.
Agent Attraction the Right Way
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The critical difference between marketing to agents vs. consumers—and why most agents get it wrong.
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Jesse’s proven playbook for recruiting producers, not just people.
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The overlooked opportunity with bilingual agents and underserved YouTube markets.
Staying Relevant in Shifting Markets
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Why the agents thriving right now are doubling down on content.
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How home tours have evolved from a “never” strategy to a lead magnet when done right.
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Using today’s slow market to dial in systems and dominate when momentum returns.
Actionable Advice
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Nail your goals first: What do you want your business to look like? Then reverse-engineer your content around it.
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Open houses and FSBOs still work—don’t ignore the basics while building your brand.
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Consistency over perfection: Show up, keep improving, and let the compound effect do its thing.
Resources Mentioned:
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Channel Junkies (YouTube & coaching)
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Reset by Dan Heath
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Traffic & Conversion Summit insights
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ChatGPT & AI for recruiting comparisons
“Stop hiring ‘summer break’ videographers. You’re trying to make $400K—hire like it.” - Jesse Dau
Connect with Us:
- Instagram: @johnkitchenscoach
- LinkedIn: @johnkitchenscoach
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the JohnKitchens Coach Podcast.
Experience is your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What is happening?
Everybody, man.
Thank you guys.
Tuning into another episode of OneBig Fire, and, uh, we got a massive
(00:23):
fire coming into the house today.
Jesse.
What's up brother?
How's it going, man?
Good man.
Great to have you back.
I, um, you had popped up when, whenkind of setting up the calendar
invites and stuff, um, and I, I didn'teven look at what date you were, you
know, you were gonna come on and,and, uh, I got, so I got excited.
It was like a month ago, it poppedin and I was like, and I was thinking
you were gonna come on and, uh.
(00:44):
We, uh, uh, we were waiting and Iwas like, Hey, where, where's Jesse?
And, and Al goes, oh, he's,he's a couple weeks out.
I was like, shit, man, I was ready.
I wanted to pick his brain, kind ofthe direction where everything's going.
So, man, I'm excited to,to jump in here with you.
The boys are, um, one stuck.
Both of 'em are actually stuck.
(01:05):
One's, one's on a boat andanother stuck on an island.
So you and I get to chop it uptoday, so, uh, good to have you.
Yeah.
Awesome.
So brother, let's, I wanna jumpright in with you, man, because I,
you know, you're, you're a subjectmatter expert when it, you know,
any, anything and everything cometo, you know, talking about YouTube
and the direction and video content,you know, I always default to you.
(01:26):
It comes up in conversation.
I'm like, I don't know.
Reach out to Jesse, reach out to Jackson,get get, get on channel Junkies like.
That's the direction to go.
And, um, you know, my, one of my verydear friends, Mr. Alex Peacock, um, is
actually, you know, diving in with youguys deep, I know you kind of, kind of
carving a new direction because we'reseeing things where we're following trends
(01:47):
and, um, you know, I just, I, I use Alexas a great example of, of just really
being a student to the teacher, you, andreally just, just executing And like, I
mean, he'll make, he'll make probably.
400,000 this year just off ofhis YouTube channel, and it's
just pretty awesome to see.
(02:07):
And so I know you're more than YouTube,but I, I would just love for you
to just kind of, you know, where,where, what are we seeing, what are
we hearing out there, kind of as the,the state of real estate these days.
The one thing that I love thatyou just actually said was like,
you're like, he made, he's making400,000 off of just YouTube.
So the thing that, um, I alwayslike to ask people when I'm working
(02:27):
with them, whether it's in thecoaching program or even as an agent.
Is like, like how do you wantthis lead generation tool to
like be a part of your business?
So the really cool thing isjust imagine you, you're saying
only four, like he's making 400.
Not only 400, but 400 to a lot ofpeople that are making a hundred
thousand or 50,000 or 200,000.
They're like, shoot, I would love to make400 k. So like, my wife is a great example
(02:51):
of like, I love her story because sheuses it, uh, as a lead generation tool.
She films every other week.
Only one weekday every other week.
She makes two videos at a time.
She has a videographer thatdoes the editing, the posting,
the thumbnail and everything.
He is my director of agency and um, shegenerated last year almost 400,000 in GCI.
(03:12):
The leads call an agent.
Another agent, not her.
He answers the phones, he onboardsthe clients using our system.
He closes the deals.
He came from an industrymaking 50, 60 grand a year.
So now he's making 200 K. She's making200 k and it's a win-win for both of them.
And she doesn't have to do anythingbesides show up for one day.
Every other week.
Film two videos followsour structure and bounces.
(03:34):
So like I always ask agents like, whatis the direction you're wanting to go?
Because I do think it's a massiveleverage piece, but I also have, I see
it on the flip side where they're like.
I'm filming for 25 hours.
I got like a 10 minute video andI'm not generating any deals.
And it's like, and I'vebeen doing it for 10 years.
I've actually heard that storymultiple times and I'm like,
(03:54):
yeah, because every platform isdesigned for a specific reason.
I. You have to understand whatthat reason is for, and then
you have to make the content.
So when you're talking about Alexswitching direction, he was doing
like faceless style content.
He wasn't building a brand for himselfor like a relationship with the audience.
So I know it's kind of like a painfulstruggle to start the other way or to
(04:17):
shift it because you're trying to retrainthe algorithm for a little bit of time.
But then once that happens, youbuild a very loyal fan base.
Mm-hmm.
And for me.
I look at all social mediaplatforms into two categories.
They're either educational orthey're, uh, entertainment.
So a lot of the short form stuff, whichis, I was just off on a call before this,
talking to a group about the way thatall the platforms play together and I.
(04:41):
I use short form content aslike a brand identity play.
It's like where people can go see whatwe're doing, and it attracts people into
our ecosystem now if they want to goand learn about like what we actually
do and how you can inject that, whetherit's into real estate relocating, I.
Or if you're an agent wanting to learn,that's where you go to our long form.
So everything is in thehierarchy of of content play.
(05:03):
So I do see the worldshifting all the time.
The one thing I do love is YouTubelong form, which is my bread and
butter has always played the same role.
For the most part all along it'sjust the consumer behavioral change
that we've had to adjust for.
So if you met us seven years ago,we were ne we were anti home tour
(05:24):
that we were like home tours thatnobody wants to know about it.
But that was before Covid and everybodywas buying small homes, tiny homes, and
they wanted all of this travel freedom.
They wanted all of this freedom.
They want location them wasmore important than anything.
Fast forward through Covid, whatwe realized is the consumer and the
behavior changed of the consumer,where they started now work from home.
(05:47):
They wanted all of this space and theywanted to, a lot of people wanted to
move away from these bigger citiesbecause they wanted this, you know,
whatever, if whether it was like health.
They were health conscious.
They didn't wanna be around people.
They thought all these thingsare happening, and their house
became their number one priority.
So we identified that really quickly andwe started to shift our focus into like
more expansive home tour style videos.
(06:10):
Um, even in the Instagram world now I'mseeing a big shift, which I'm really
liking this whole like reels ad situationwhere it's like they run their reel.
I. See which one gets the most views.
And they put a little bit ofad spend behind it and they'll
be like, tell a story and saylike, comment relocation guide.
And then they'll have like amini chat bot set up into that.
And then it like sends thatconsumer into their drip.
And that's a very low barrier entry togenerate leads of people like looking
(06:33):
for those tools and resources, whichwe kind of do it the same way, but
like in the, uh, long form world.
Mm-hmm.
And now we, we, we do do a littlebit of that integration with
Instagram as well, but there's.
There's a lot of moving pieces into it.
And another big opportunity I see islike, I hear this from big team leads
all the time and brokerage owners islike, yeah, we tried all of that social
(06:54):
media stuff and it just didn't work.
And I'm like, well, tell me aboutyour process and your system.
And they're like, oh, well wehad a social media manager.
And you know, we let them deal with it.
And I'm like, well, that was the problemis they wanted them to deal with it.
They wanted them to do the filming,the posting, and then they wanted them
to be an expert in all the fields, butonly wanted to pay 'em 50 grand a year.
And then they didn't build a systemand a structure beneath them as well.
(07:16):
You know, or they had an agent that didthe filming and then they bounced out
and, you know, we could go into the, Icould go into the depths of the oceans
with that whole structure and how itcan be effective and very value added.
And I do see a couple brokerage ownersand teams that actually have been very
successful with that model, um, withdoing it the right way, in my opinion.
Um, but it really just depends,like I was saying at the beginning
of this is like, how do you wantit to play into your business?
(07:38):
And then we can start connecting the dots.
Man, I love that.
I, I'm, um, I'm going through DanHeath's new book called Reset.
It's, it's really dang good.
Of course, if you love the, the Heathbrothers and all their books, I mean,
they, they, they got a ton of greatstuff switch, uh, made to stick upstream.
Like they, they've got alot of great, great content.
They, you know, they,there's some humor in there.
(07:59):
So it's kind of, you know, entertainingto go through as you're learning, you
know, business concepts and things.
But he, one thing that he said there inreset that has been ringing in my ear.
Is make sure that the goal of the goaland what you said something while ago
is like, what's the real goal here?
Right?
Like, like you gave the examplewith your wife in there, like
(08:21):
200,000 to work two days a week.
I mean, two days a month, areyou like, are you kidding me?
Like that?
Like the goal is I wanna make acouple hundred thousand dollars
and I don't wanna work that much.
Great.
Here's a strategy, right?
Like what's the real goal of it?
And I think that's the kind of theapproach taking to, to social and
taking to, to YouTube and long form andshort term con, uh, short form content.
(08:44):
But I can tell you, Jesse, the agents.
That I see that are thriving right now.
I, I don't, I don't think there'sa middle of the road agents.
I think it's people thriving.
Yeah.
And people starving.
A hundred percent.
The agents that are thriving all in oncontent, all in, on video, all in, on
social, all in on, on just that route.
(09:05):
And they have been, andthey've been consistent for
the last 12, 18, 24, 36 months.
Those are the agents that are thriving.
Agents that are starving.
They just gave the example, right?
Oh, well we had a social media manager.
We were letting them do all of it.
It didn't work.
That's agents that are in trouble.
Well, the, the interesting thingis, is you know, there's been a
big evolution of video and, andthen integrating it into social.
(09:26):
And it really depends who you listento and who's, you know, and a lot
of people will use influencersto push their messaging and then
they're not pushing the right type oftraining because they think views and
subscribers is what generates the deals.
And that's, that works if you'reRyan Serhant or celebrity agents.
Right.
Um.
In our world, you know, if you're anon-celebrity agent and you're, you
know, just like a local agent and you'retrying to do it right, there's a whole
(09:49):
different strategy that comes into place.
You know, and going back to theleverage piece, what you said about
my wife is, you know, she used to bethe one that filmed the video herself.
It would, she would take threedays, it film one video, and
she would set it up on a tripod.
She'd be outside, she'd get her mic,audio, all the things literally.
24 hours for one video, onevideo three days straight.
(10:11):
Then I told her, I said, look,if we could get you down to like.
One day a week, what, whatdo you need help with?
And she's like, honestly, like I, avideographer would change my life.
I'm like, sweet, let's gofind you a videographer.
So then we found a videographer.
He ended up being the editor.
He does the posting and everything.
So now it's gotten her downto three hours, um, per video.
(10:32):
So six hours total, that's two hours.
That includes getting ready and goingto the location, filming all the things.
So.
Um, but she realized that that's allshe wanted to do, and she's like, I'll
let the cards fall, however they may.
And last year, so it, this all started,this new structure started in May of 2024.
So in May of 2024 forward,it was their biggest year.
(10:56):
Her biggest year ever was last year.
Also, she doubled the back half of lastyear's sales versus the first half.
So the business, actually,it was their biggest year.
They had, I believe they had 17YouTube closings for about 12 million.
Fast forward into this year, yearto date, they've already done 50%
of the GCI as they did last year.
And we're just now on to about March 31st.
(11:17):
So basically, um, quarter,quarter of the year's done.
So it's.
It is so hard, and I know it's likeeven when the, in the struggling times,
you were just saying either people arethriving or they're really starving.
I came from corporate America and I wasvery fortunate to go through the social
media transition into, um, advertisingvery early in digital world and social.
(11:39):
Mm-hmm.
But what I, real, what what, one thingsomebody said that always stuck with me
is they said when the markets are red hot.
Don't care about anything else exceptfor generating as many sales as possible.
These markets are very rare, but whenthe markets shift in any industry, this
is the time to refine your processes.
This is the time to dial in your skills,and this is the time to make sure that
(12:01):
all of your, your systems and processesand everything is in working order.
So even for me in the lastyear, I've been trying to like.
Get everything automated, get oursystems dialed in, refine our filming
processes, testing new strategies.
You know, because I know when thatwave crashes down again, like it
happened during Covid and our businesswent from 10 million to a hundred
million in like a blink of an eye.
(12:22):
Yeah, it's gonna happen again.
But here's the thing that I realizedis when I got into real estate and
I interviewed, I interviewed over40 brokerages in teams when I got
into real estate because I was like,I wanna be around the best team.
Well, I thought the one thatsold the most was the best team.
That wasn't necessarily the right thing.
But this is the one thingthat I asked everyone.
I said, what happened when,when the market crashed?
Like how did you attack that?
The big producers all said the same thing.
(12:44):
They said, I shifted my focus into.
Um, bank owned properties or inshort sales, or one or the other.
And that's what I, that's how I survived.
And then when the market came backaround, I now had all of these consumers
that ended up selling down the road.
Right?
Yeah.
When I heard from the people thathad horrible businesses, or they were
struggling teams is, they're like,oh, I just, you know, I just held on.
(13:06):
And I was, you know, I didn't sellanything for two to three years.
Like I'm glad I had all thismoney saved up, you know?
So they took the safety netapproach and just kind of sat
back and just weathered the storm.
But it was the big players andthe people that are generating,
so it was the same thing.
It was feast or fam.
You remember those days?
Yeah, I do, man.
I do.
You had to show buyers homesfor six months in every house,
(13:27):
and there was so much inventory,they had no sense of urgency.
And that's exactly where we are today.
We're in this market where there'sno sense of urgency with buyers.
And it's as a, and if you sell a listing,it's like if it doesn't sell in the
first two weeks, you're like, oh mygosh, like this is gonna be a wild ride.
So like when I'm working with sellerstoo, I'm like telling 'em, I'm
like, this thing is either gonna golike this or you better buckle up.
I literally just got a text from alisting I had on the market for a year.
(13:49):
I'm like, their contract expires thisnext week and we've been under contract.
It's just been a very,very interesting time.
Yeah.
There's a large percentage of agentshave no clue what we're talking about.
Oh.
And, and so like, I, I love that.
Right.
Like you said, you know, sometimeswhen, when, when it does shift,
you have to have a singular focus.
Mm-hmm.
And, you know, kinder wentall in on short sales.
(14:12):
I went all in on new construction.
Mm-hmm.
And I latched my, I latched my wagonto a hot home builder that was, that
was had the right price point in themarket for people that were buying.
Like he was the guy, like, Imean, I did every open house.
I was, I was the listingagent, I was the buying agent.
Like he said, jump.
I went and took care of it, and that'show I survived and made it through.
(14:36):
Plus we also knew how to do onlinelead, lead generation during that time.
So running new construction, running eyecandy into a, a market when, when very few
homes are, are actually selling or peoplethat can, they're buying the eye candy and
I'm capturing the leads as they came in.
But you had to have that singular focus.
That was a great question.
Um, to be asking to, to see how,you know, they navigate the waters.
(14:56):
'cause there's always a move, right?
We always have a move inany market conditions.
The only time is when we.
Like you said, those agents thatjust quit, they just gave up.
That's, that's, that'swhat they chose to do.
I wanna add something intothat 'cause you just nailed it.
A huge point that I talk about all thetime is, um, with the way that content
has also structurally shifted and whenpeople were, like you guys used to say
to never do home home tours, like a lotof our original clients from back in
(15:19):
the day, we had massive success and thenthey just kept doing it the old way and
their business started to really fail.
And it's just like anything else,you gotta stay on with the times.
I tell agents, I'm like, look, we do thesenew construction houses that are fully
staged because it's visually stimulating.
It's the eye candy.
Yes.
That's why we do it.
We're using, and this is the other thing,we're not there to sell that house.
(15:40):
We're there to generate leads anduse it as a funnel into our world.
And here's the thing, what you just saidabout the home builders, guess what?
Now we have all the time happening,I go onto site, we film a house, we
get 10 to a hundred thousand views.
Sometimes we get do three, 500,000 views.
Guess what the builder's like.
Oh my gosh.
Then the house goes pending.
It wasn't our buyer, but it soldthe house and now guess what?
(16:02):
We have all the time happening,Mr. Builder's calling.
Oh, hey, can you guys come fill my house?
Then I build a relationship with themand next thing you know, he's like,
Hey, I have this 50 unit project.
Can you guys list it for me?
Yeah.
So now I'm like, in this lever, I'm inthis world of, um, my relationships.
I'm building with all of these builders.
Mm-hmm.
I'm going, I'm gonna lunch withthe builder every week now.
Yeah.
I'm just wanting to build therelationships because I know one
(16:22):
day they're gonna be knocking.
Yeah.
It's the angle, man.
I, I really do.
I think that's, you know, we're,we're the pockets of opportunity
in any market conditions.
The builders are definitely a, a hugeopportunity utilizing the strategy
that, that you're talking about.
I wanna go back to, I agree with you.
The videographer is amake or break on mm-hmm.
On the situation.
And I was chatting withLeanne, um, about this.
(16:45):
Right.
Because she's beenwrestling with a few mm-hmm.
And we were going back andI was like, listen, I said.
I want your take on this.
Mm-hmm.
I believe the videographer hasto have a vision and sees things
rather than, it needs to becookie cutter, black and white.
We're following this technique.
They gotta have a vision, theygotta be creative with you in the
(17:08):
story that you're trying to tell.
Within, within that, how doyou kind of coach, lead, look
for the right videographer forto, to really make this excel?
So this is gonna be like a, a, akind of like a, a multiple layered
answer, but it's very important.
So when I'm first of all interviewingvideographers or editors, I will take
(17:29):
a video that we've already done by,like, the way that we want it done,
and I'll say, here's a, here's allthe raw footage that our editor used.
Now I want you torecreate this exact video.
If they come on, if they come on andthey're like, the video's identical.
I'm like, perfect.
This guy listened to exactlywhat I told him I needed.
He did exactly what I wanted him todo, and he made it a mirrored image.
What happens is a lot of videographersor editors, they think they know what we
(17:54):
need in the real estate business, so theytake our exact, they'll take our stuff,
and then they'll just start making it thiscrazy video that I've never seen before.
And so.
It's very interesting tosee the difference and so.
Yes, you want them to have the creativefreedoms and all this and that, but like
I also need 'em to create me a productthat fits into our arena for our world.
(18:16):
So the videographer, it dependswhat type of creator you are.
I just, I was just on a call thismorning where I was telling the
agent, I'm like, look, you need yourvideographer to be the director.
I said, so they need to have a checklist.
In my mind.
I do this with my wife's videographer,is I send him a list of, Hey, these
are the eight things that I need tomake sure she hits on in this video.
(18:39):
The videographer shouldbe showing up on site.
He should, like, once you'veestablished this plan with him,
this is what he should be doing.
He should be showing up in advanceand getting all the drone shots.
He should be able to walk throughthe house if he has access to it, to
create a path for you, the creator.
And then they also should be looking atlike, what are the hooks of this video?
Does this thing have a killer showerthat you've never seen before?
(19:01):
Is there a, uh, bomb shelter or like apanic room in this house that's gonna
be very shocking, that's behind thekitchen wall that you can pull out.
Like there's all of these things going onand we call those like honeypots and how
you're gonna layer those into the video.
And then, you know, when youshow up, is he just like,
Hey, when the house is ready.
Let's have a 1520 minutedebrief or a briefing of like,
what's gonna happen here?
Let's get your thumbnail shotswhile I have the drone up in the
(19:23):
sky, or I have my camera out.
When you show up on scene, you knowthey're the director of your video.
Essentially, if you just need,this is where the mindset of like
shifting from like, I'm a real estateagent and it depends what you need.
Like I said, everything'svaried on what you need.
A lot of agents, this is whathappens, they show up on scene.
(19:43):
The videographer shows up.
The videographer has no direction.
They don't know what's gonna happen.
They've seen all these millions of videoson YouTube or Instagram or TikTok, and
the next thing you know, the agent'scutting a 32nd video walking out, adding
all this crazy music, flipping their hair,talking about being a top producing agent.
They just listed this $2 millionhouse, blah, blah, blah, blah, blah.
(20:03):
That's not what really drives results.
That's great for agents.
For agents to see other agents doing.
Like, we all love those views, butthat's not what pays the bills.
So it goes back to, like I alwayssay, if I was, if I was solving for
my consumer's problem, the viewer, thebuyer, the seller, what information
do they want to see and then how canI keep them on the platform as long as
(20:26):
possible and build a relationship with me?
It's called Parasocial.
When your viewers build a relationshipwith you without knowing you.
So that way when they'reready to take action, I'm the
first person they think of.
And the videographer is, it, it's avery difficult position to solve for
because like I said, the problem is, islike, it depends what their image is.
(20:46):
I literally was just looking onlinelast night to hire Jackson in Houston.
The first time ever a videographer, I wentthrough and screenshotted 50 videographers
that I found and not one of them in mymind was the the solve for our problem.
Because of, of what I saw on their socialmedia and how they were making content.
Because I know based on my experience,what I'm going to end up with.
(21:10):
So I've had very bad luck in the sensewhen I was early trying to find a
videographer, because this is what Iheard everyone saying, just find a high
school kid that can do it on summer break.
Just find someone in collegethat's looking to get started.
It's like.
Dude, we're talking about making$400,000 a year on, on freaking video.
How much should youspend on that P position?
(21:31):
You know?
And then think about allthe other stuff they can do.
So is this gonna be a one day a jobperson, a one day a week person?
Is this gonna be a two, uh,day a week person, or is this
gonna be a full-time person?
That's gonna be my go-to homie.
That's gonna be basicallymy business partner.
That's gonna be my full-time film creator.
And if that's the only positionyou're hiring for, so you're thinking
videographer, director, contentcreator, they're gonna make all
(21:54):
of your Instagram, uh, u, YouTube,TikTok, all of these things.
That's basically a a $80,000 a year to ahundred thousand dollars a year position.
And if you're generating the result andbuilding the brand, and let's just throw
exp in there with agent attraction.
Dude, that position is gonnabe like your number one hire.
Yeah.
It goes back to what we said, whatis your goal and what are you hiring
(22:16):
for and what are you trying to solve?
And then a lot of agents don'tknow how to even like, articulate
what I just said to somebody toeven get them to that path forward.
So then it goes back to like, whoare you getting coaching from?
Who are you getting training from?
Are you following the people with success?
So back in the day I had my podcast,it was called, um, the Digital
Mayor Now, and where I interviewedand um, uh, interviewed all the
(22:39):
top influencers in the industry.
Then our final question wasalways, how many deals have
you gotten from this platform?
And dude, only one of them eversaid that they were getting
deals from their content.
And so That's wild.
Yeah.
Yeah, it was wild.
So that's actually what actuallygot us really inspired to get like
focused a hundred percent into YouTube.
(22:59):
'cause it was the one agentthat said they got deals.
It was from YouTube.
That's so wild.
I, I remember sitting in uh uh.
At Traffic and Conversion andDamon John was up on stage.
Mm-hmm.
And Roland was, was grilling him,asking him some questions and they got
into the hiring side of things and hegoes, he goes, listen, I don't look
(23:22):
at anything but their social media.
Mm-hmm.
Because it tells me everythingI need to know about them.
And if, if it's something thatmisaligns to our values a hundred
percent, we don't talk to 'em.
That's a great point.
I didn't even like this, like.
Well, duh.
That's like the most obvious thing, right?
You're, you're trying to hire acreative or somebody that is gonna
(23:42):
be, be that kind of an extensionof you to help create this.
Go look at the content they put out.
That's such, I remember I keeptrying to share my screen.
It's like blanking out, but I waslike, I should show you the, um,
all my screenshots from last night.
I literally have a full entire pageof Instagram because I just went
into INS Instagram search bar andI typed in Houston videographer.
(24:06):
Anyone that's looking to get hiredis putting those hashtags in their
content 'cause they wanna get hired.
Yeah.
And then just looking at the style ofcontent, and you know what I realized
is every single one of them that wasfocused on real estate, you know what
they were trying to sell courses.
They're trying to sell coursesto real estate agents, and I'm
like, this is insane to me.
Yeah, yeah.
They go make, they're gonna make a tonmore money partner with partnering with
(24:27):
real estate agents and uh, exactly,and, and going through the process.
I love it.
I love it.
So you, you did mention somethingabout, you know, agent on the
agent attraction side of things.
Like where, where is thefocus and the strategy if, if.
Agents are looking to, you know, upthe agent attraction game, leveraging,
you know, content leveraging YouTube.
Like what's, what's right, what's wrong?
Like, what should they be thinking about?
(24:49):
Um, it's kinda like what you said.
Uh, I have a couple strategiesthat, uh, I've deployed.
I mean, I, I had a hundredagents in my frontline.
You know, the one thing I will say thatI I, I do value in our organization
is like when I look at my overallorganization, our average sales, um,
is almost at eight sales per agent.
So with the big organization.
That's fantastic.
(25:09):
That is awesome.
Um, and I have.
I'm still at the 30 FLQA, so thatmeans the agents that partner with
us are actually producing results,and that's at the end of the day.
It all goes back to we're inreal estate to sell real estate.
And I, every conversation I havewith every agent that I bring on
through recruiting, as I say, look.
(25:30):
If you want to add agent attractionas a layer to your business, you
can't stop selling real estate untilyou have that foundation built.
Everything's brick by brick.
'cause what typically happens, it'swith even lead generation or social
media, is agents are generating 90%of their business from one activity.
Then they start doing a new activity.
Then they, they put 90% of theirfocus into that 10%, to the one
(25:51):
that was generating the deals.
And then guess what happens?
Boop, their business falls out.
So what I noticed is agents comein, they start this, they try
to do some agent attraction.
They don't recruit anagent on the first call.
Imagine that.
Then they're like, oh,I, I'm, I'm quitting.
So what you just said about likegoing back and being a mere image
of your brand on social media iswhen I go to your social media.
(26:12):
Are you putting out a messagethat attracts clients?
Is it one that attracts agents?
Because in our business model here atexp, it's kind of hard to blend the two.
So it's almost like you almostneed to have two separate profiles.
If you are trying to goheavy under a social or agent
attraction, I'll be real with you.
I literally.
Built a YouTube channel that was100% about exp and it was basically
(26:35):
like, if you wanna partner withus, give us a call right now.
That's all it said.
I wasn't tricking them.
I wasn't trying to teach something and useit as a lead magnet and bait switch them.
I was literally, this is what exp is.
Call me if you want to join us.
Here's some things that we offer.
So.
I think there's two massiveopportunities out there right now.
Number one, bilingual agentsis the biggest opportunity.
(26:56):
Exp sits where bilingual agents arein position today is where I was seven
years ago when nobody was doing YouTube.
No one's doing, I, I dohave bilingual partners.
Actually, I'm, I'm trying torecruit a hundred of them right now.
In the top 20 bilingualmarkets in the country.
I'm filling up the board quickly'cause it's been my focus
and the results are insane.
(27:17):
Dude, we had an, we had an agent thatdid 300 transactions in one market
off of YouTube in uh, Mandarin.
I, I, dude, in markets that never beencracked, orange County, uh, San Francisco.
Yeah.
Agents are doing 40 to 60 luxurytransactions in, in Mandarin.
It's, it's on a, in New York City, it'sa whole nother, it's a whole nother space
(27:38):
that I've never even thought about before.
But what I started to see isthese cracks in the earth.
In the, um, you know, Chuck Fozziealways says, uh, success leaves clues.
I started seeing.
What agents were doing thebusiness on social, and it was
all these bilingual agents.
So I think there's amassive opportunity there.
The next big opportunity is what Ijust talked about earlier, and it's
solving the problem for the teams.
(28:00):
The brokerage owners, because evenLeo said, exp is not for everyone.
So stop trying to make it for everyone.
And if you're gonna put yourenergy into people, put it into
the ones that are producing.
Those are the ones that drive, thatare ready for significant growth.
Uh, they want leverage opportunities,but they're typically also the attract.
And what I mean by that is ifthey're growing a team or growing a
brokerage, guess what they're gonna do?
(28:21):
They're gonna build an organization.
And the biggest sticking pointfor teams and brokerages at scale.
One, the NAR situation reallythrew a wrench in their operation.
Two, it's very hard to scale and growmulti-state or multi-location without
having an expandable pro uh, platform.
Like exp, the franchisemodel does not work.
(28:41):
We all know that the expansion modeldoes not work in the franchise world.
We all know that.
That's why everyone comes here and thensees this massive hockey stick of growth.
We take all of their stickingpoints and we pull them away.
But here's the thing, if you're tryingto tell somebody something they don't
wanna hear, it's never gonna work.
I talk to team owners and brokerage ownersall the time, and I always, I try to
(29:03):
always, we like direct my conversationinto hearing what their pain points
are, and I never say, well, if you cameto exp that problem would be solved.
But what I do say is I say, look.
I used to deal with thatsame exact problem too.
Mm-hmm.
Everything they say, I've had thatproblem in my business, but when I made
a move, I was able to remove that problemand my business scaled from 10 million
(29:25):
to a hundred million in 18 months.
And then if they're interested,they'll say, well, how did that happen?
And then I go start theconversation forward.
But until they actually give methat signal of actually being
interested, I never bring it up.
Right.
That's such a great point.
It's, I mean, it's absolutely critical.
Some people take two, five years.
It's just, it's a long term gain.
Yeah.
And it's just a, it's alayer of that business.
(29:47):
Yeah.
It's such a good point.
And, and everybody has adifferent pain point, right?
Like, you know, I know for us, youknow, we were in, in the, in the Calwell
banker days, and then what do we do?
Right?
It's just like we're, we're, we'repaying this franchise fee, we're
paying this marketing fee, we're payingthis fee, we're paying this for what?
And, and we went independent.
(30:08):
And I, I just like lay awake atnight wondering what lawsuit is
coming my way that I gotta deal with.
Right.
Because especially, you know, thetop producing, you know, teams
and, and the more you produce justthe more just the probability of
that there's gonna be more issues.
That's really all it is.
Right?
I mean, this, this percentage of issuesthat happen on real estate deals,
you do more deals, you just have ahigher percentage that you're gonna
(30:31):
be getting a phone call and like.
When that problem went away, holysmokes, did I sleep better at night?
Not having to worry aboutlegal worry about my insurance,
worry about those things.
So it's just exactly what yousaid is finding their pain
point and, Hey man, that's that.
I had the same thing went away.
And then like you said, man,what a great, don't go into it.
(30:54):
And it's just, I'll never forget,man, first, one of the first few
conversations with Gene Frederick.
Would just be like, listen,you only talk about one thing.
You talk about the thingthat's bothering them the most.
Yeah.
Because they don't careabout anything else.
Oh, dude.
It, it is so funny.
'cause I always think to myself,I'm like, am I recruitable?
I'm like, if somebody had the rightconversation with me and knew how
to solve the problem, guess what?
(31:15):
I'm OI, I'm a DX exp so I, I talkto every brokerage when it pops
up because I'm one I wanna know.
But two, I also want to knowwhat my competition is doing.
Yeah.
I think to myself, everyone's recruitable,and here's the, when success leaves
clues, so does opportunities for anything.
Look at our number one competitor, theirloudest person in their business, and
(31:38):
their most successful person that'staken that business from a small little
brokerage into a 20,000 agent brokeragejust stepped outta that position.
Their number one agent, number oneorganization agent in their fricking
company just came to exp Realty, right?
You are telling me that this is notthe place to be with the best platform,
(31:58):
and I used to say this all the timeearly at exp, is I said, there's
been a million Amazons, there's beena million Facebooks, but there's,
the cream always rises to the top.
I used to deal with this in the, whenI worked in the brewing industry, dude,
there's all these little ankle bitersthat all say they want 1% of the industry.
If, if I have the platform that'sgonna help me become a million
agent industry, I want to be on thatplatform because it's, it's scalable.
(32:23):
And we've already beenthrough all those pain points.
Yeah, and dude, you can go into chat.
GPTI actually did this last nightor maybe two nights ago, and I said,
what is the best model for revenueshare in the real estate industry?
And guess what it said, it broughtup all the brokerages and it said,
for agents that are, uh, wantingthe biggest outcome and the most
(32:44):
opportunity, exp Realty is the best.
And you know what actually said?
It says, built for big producers.
Big team broker, all these things.
And then it said, if you want somethingthat's more casual and and blah,
blah, blah, blah, blah, it's actuallygave our competitor below that.
So I was like, dude, guess what?
And here's the thing.
Like Leo said in that interview theother day, I fricking loved it with that
girl that from exp that interviewed him.
(33:05):
He said, look.
Exp is not for everybody.
And at our biggest point in time,we'll, you know, the biggest, uh,
brokerage had like a 15 share.
And I can't remember if he said hefelt that we would have a 10 or 15%
share of the market, but he is like,look, we are not for everybody.
Right.
And I 100% agree with that becauseI wasted so much time also with new
agents because social media attractsa lot of new agents or struggling
(33:28):
agents 'cause they think they've beentold to do social and they think by
partnering with someone, they're goingto flip a light switch and now they're
gonna have these massive results.
Partnering with exp is not goingto all of a sudden change your life
unless you're taking the actionsto leverage the opportunity.
Yeah, so good.
And, and you're so spot on,like understanding the different
(33:49):
competitors that out there and likeI see some that serve a purpose
for a certain type of agent.
Oh.
And I'm like, okay, that makes sense.
Okay, that makes sense for you.
Right, that makes sense for you.
And I think that's kind of the mindsetthat you have to always go in is
like, let's, and it is probably, ithas to be part of the conversation.
Like, listen, this, thiscompany might not be for you.
This platform, this opportunitymight not be for you.
(34:11):
It might not solve yourproblems based upon.
What is your goal, right?
Oh, understanding.
Understanding the rev share, therevenue share model, and understanding
your competitive advantages.
Almost, I'd say 90% of my talks,especially when they're top
producing agents or brokerage owners.
Or agents of scale and solo agents,they are talking to other brokerages.
(34:31):
I love when they ask me, well, what'sthe difference between you and and X?
What's the difference between you and y?
I already know that question'scoming, and if it is, I'm prepared.
And then I show them a real life res, uh,result of like what the differences would
be in each model and why it's so importantto put your flag in the right one.
Yeah, and you know what, if itends up being the other direction,
(34:52):
then I, I just know that thatwasn't the right partner for me.
Yeah, a hundred percent.
Jesse, you're amazing.
Just kind of, kind offinal thoughts from you.
Mm-hmm.
You know, wrapping up Q1 herein, in 25, getting ready to
roll into the second quarter.
Just, you know, working in those 90day cycles, what, what do agents,
what, what must they be thinking aboutand, and, and preparing to execute
(35:14):
on heading into the second quarter?
So this is the busiest, this isthe number one quarter of the year.
Every action that you are doingin January, February, and March,
you're gonna be directly reflectedin the next three months.
And if you're not getting those resultsthat you feel like you deserve, I,
my suggestion is you need to go backand look and see what you're doing.
I will, dude, I go to the expleadership call every week.
(35:37):
Shep Black comes on there once a monthor whenever his time is, and then he's
always, he always says the same thing.
He repeats the same thing.
If it works on Monday,do it again on Tuesday.
Yeah.
And then I look at my list.
I have a little notebook I keep of him,and I look at that list and I write down
all these things that I'm always gonna do.
And I'm like, I, I, I haven't donethose, the ones I haven't done.
Why haven't I done that?
So how do we fill our time?
(35:58):
Yeah, it's number one is youhave to fill your time with the
stuff that generates the results.
If you're not generating the resultsright now, and then you, when you
lean into that, trust me, if you coldcall 500 for sale by owners right now,
you're gonna get a listing appointment.
I don't, I don't care what anyone says.
If you're not, if you're doing it right,um, open houses still work to this day.
I see all these people.
(36:18):
Open houses don't work.
Yes, they do.
If you need business today, right now,I'm telling you, the hottest seller out
there has a sign in front of their house.
It's a for sale by owner.
The buyers that are hitting openhouses, they're actively looking.
Those are the two hottest leads.
If you need business today, that's whereyou need to be spending 99% of your time.
Yeah, I love it.
Doesn't make the calendar,it doesn't happen.
Right.
So, exactly.
(36:38):
Uh, get it in there, brother.
You're amazing.
Um, definitely alwaysa wealth of knowledge.
I know you're at the forefront ofthe trend and where things are going
and you know, you guys listening in,I mean, you need to, you guys must.
Get Jesse, um, on your radar.
Um, if you really want to thrivein navigating the terrains and the
waters heading into the future.
Thank you.
(36:59):
Alright, brother.
Well, I appreciate you man, and, uh.
Definitely have you back on in,in the near future and, uh, on for
keep us, uh, keep us dialed in.
Thanks.
Awesome.
See ya.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
See you on the next episode.
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the JohnKitchens Coach Podcast.
Experience is your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What is happening?
Everybody, man.
Thank you guys.
Tuning into another episode of OneBig Fire, and, uh, we got a massive
(00:23):
fire coming into the house today.
Jesse.
What's up brother?
How's it going, man?
Good man.
Great to have you back.
I, um, you had popped up when, whenkind of setting up the calendar
invites and stuff, um, and I, I didn'teven look at what date you were, you
know, you were gonna come on and,and, uh, I got, so I got excited.
It was like a month ago, it poppedin and I was like, and I was thinking
you were gonna come on and, uh.
(00:44):
We, uh, uh, we were waiting and Iwas like, Hey, where, where's Jesse?
And, and Al goes, oh, he's,he's a couple weeks out.
I was like, shit, man, I was ready.
I wanted to pick his brain, kind ofthe direction where everything's going.
So, man, I'm excited to,to jump in here with you.
The boys are, um, one stuck.
Both of 'em are actually stuck.
(01:05):
One's, one's on a boat andanother stuck on an island.
So you and I get to chop it uptoday, so, uh, good to have you.
Yeah.
Awesome.
So brother, let's, I wanna jumpright in with you, man, because I,
you know, you're, you're a subjectmatter expert when it, you know,
any, anything and everything cometo, you know, talking about YouTube
and the direction and video content,you know, I always default to you.
(01:26):
It comes up in conversation.
I'm like, I don't know.
Reach out to Jesse, reach out to Jackson,get get, get on channel Junkies like.
That's the direction to go.
And, um, you know, my, one of my verydear friends, Mr. Alex Peacock, um, is
actually, you know, diving in with youguys deep, I know you kind of, kind of
carving a new direction because we'reseeing things where we're following trends
(01:47):
and, um, you know, I just, I, I use Alexas a great example of, of just really
being a student to the teacher, you, andreally just, just executing And like, I
mean, he'll make, he'll make probably.
400,000 this year just off ofhis YouTube channel, and it's
just pretty awesome to see.
(02:07):
And so I know you're more than YouTube,but I, I would just love for you
to just kind of, you know, where,where, what are we seeing, what are
we hearing out there, kind of as the,the state of real estate these days.
The one thing that I love thatyou just actually said was like,
you're like, he made, he's making400,000 off of just YouTube.
So the thing that, um, I alwayslike to ask people when I'm working
(02:27):
with them, whether it's in thecoaching program or even as an agent.
Is like, like how do you wantthis lead generation tool to
like be a part of your business?
So the really cool thing isjust imagine you, you're saying
only four, like he's making 400.
Not only 400, but 400 to a lot ofpeople that are making a hundred
thousand or 50,000 or 200,000.
They're like, shoot, I would love to make400 k. So like, my wife is a great example
(02:51):
of like, I love her story because sheuses it, uh, as a lead generation tool.
She films every other week.
Only one weekday every other week.
She makes two videos at a time.
She has a videographer thatdoes the editing, the posting,
the thumbnail and everything.
He is my director of agency and um, shegenerated last year almost 400,000 in GCI.
(03:12):
The leads call an agent.
Another agent, not her.
He answers the phones, he onboardsthe clients using our system.
He closes the deals.
He came from an industrymaking 50, 60 grand a year.
So now he's making 200 K. She's making200 k and it's a win-win for both of them.
And she doesn't have to do anythingbesides show up for one day.
Every other week.
Film two videos followsour structure and bounces.
(03:34):
So like I always ask agents like, whatis the direction you're wanting to go?
Because I do think it's a massiveleverage piece, but I also have, I see
it on the flip side where they're like.
I'm filming for 25 hours.
I got like a 10 minute video andI'm not generating any deals.
And it's like, and I'vebeen doing it for 10 years.
I've actually heard that storymultiple times and I'm like,
(03:54):
yeah, because every platform isdesigned for a specific reason.
I. You have to understand whatthat reason is for, and then
you have to make the content.
So when you're talking about Alexswitching direction, he was doing
like faceless style content.
He wasn't building a brand for himselfor like a relationship with the audience.
So I know it's kind of like a painfulstruggle to start the other way or to
(04:17):
shift it because you're trying to retrainthe algorithm for a little bit of time.
But then once that happens, youbuild a very loyal fan base.
Mm-hmm.
And for me.
I look at all social mediaplatforms into two categories.
They're either educational orthey're, uh, entertainment.
So a lot of the short form stuff, whichis, I was just off on a call before this,
talking to a group about the way thatall the platforms play together and I.
(04:41):
I use short form content aslike a brand identity play.
It's like where people can go see whatwe're doing, and it attracts people into
our ecosystem now if they want to goand learn about like what we actually
do and how you can inject that, whetherit's into real estate relocating, I.
Or if you're an agent wanting to learn,that's where you go to our long form.
So everything is in thehierarchy of of content play.
(05:03):
So I do see the worldshifting all the time.
The one thing I do love is YouTubelong form, which is my bread and
butter has always played the same role.
For the most part all along it'sjust the consumer behavioral change
that we've had to adjust for.
So if you met us seven years ago,we were ne we were anti home tour
(05:24):
that we were like home tours thatnobody wants to know about it.
But that was before Covid and everybodywas buying small homes, tiny homes, and
they wanted all of this travel freedom.
They wanted all of this freedom.
They want location them wasmore important than anything.
Fast forward through Covid, whatwe realized is the consumer and the
behavior changed of the consumer,where they started now work from home.
(05:47):
They wanted all of this space and theywanted to, a lot of people wanted to
move away from these bigger citiesbecause they wanted this, you know,
whatever, if whether it was like health.
They were health conscious.
They didn't wanna be around people.
They thought all these thingsare happening, and their house
became their number one priority.
So we identified that really quickly andwe started to shift our focus into like
more expansive home tour style videos.
(06:10):
Um, even in the Instagram world now I'mseeing a big shift, which I'm really
liking this whole like reels ad situationwhere it's like they run their reel.
I. See which one gets the most views.
And they put a little bit ofad spend behind it and they'll
be like, tell a story and saylike, comment relocation guide.
And then they'll have like amini chat bot set up into that.
And then it like sends thatconsumer into their drip.
And that's a very low barrier entry togenerate leads of people like looking
(06:33):
for those tools and resources, whichwe kind of do it the same way, but
like in the, uh, long form world.
Mm-hmm.
And now we, we, we do do a littlebit of that integration with
Instagram as well, but there's.
There's a lot of moving pieces into it.
And another big opportunity I see islike, I hear this from big team leads
all the time and brokerage owners islike, yeah, we tried all of that social
(06:54):
media stuff and it just didn't work.
And I'm like, well, tell me aboutyour process and your system.
And they're like, oh, well wehad a social media manager.
And you know, we let them deal with it.
And I'm like, well, that was the problemis they wanted them to deal with it.
They wanted them to do the filming,the posting, and then they wanted them
to be an expert in all the fields, butonly wanted to pay 'em 50 grand a year.
And then they didn't build a systemand a structure beneath them as well.
(07:16):
You know, or they had an agent that didthe filming and then they bounced out
and, you know, we could go into the, Icould go into the depths of the oceans
with that whole structure and how itcan be effective and very value added.
And I do see a couple brokerage ownersand teams that actually have been very
successful with that model, um, withdoing it the right way, in my opinion.
Um, but it really just depends,like I was saying at the beginning
of this is like, how do you wantit to play into your business?
(07:38):
And then we can start connecting the dots.
Man, I love that.
I, I'm, um, I'm going through DanHeath's new book called Reset.
It's, it's really dang good.
Of course, if you love the, the Heathbrothers and all their books, I mean,
they, they, they got a ton of greatstuff switch, uh, made to stick upstream.
Like they, they've got alot of great, great content.
They, you know, they,there's some humor in there.
(07:59):
So it's kind of, you know, entertainingto go through as you're learning, you
know, business concepts and things.
But he, one thing that he said there inreset that has been ringing in my ear.
Is make sure that the goal of the goaland what you said something while ago
is like, what's the real goal here?
Right?
Like, like you gave the examplewith your wife in there, like
(08:21):
200,000 to work two days a week.
I mean, two days a month, areyou like, are you kidding me?
Like that?
Like the goal is I wanna make acouple hundred thousand dollars
and I don't wanna work that much.
Great.
Here's a strategy, right?
Like what's the real goal of it?
And I think that's the kind of theapproach taking to, to social and
taking to, to YouTube and long form andshort term con, uh, short form content.
(08:44):
But I can tell you, Jesse, the agents.
That I see that are thriving right now.
I, I don't, I don't think there'sa middle of the road agents.
I think it's people thriving.
Yeah.
And people starving.
A hundred percent.
The agents that are thriving all in oncontent, all in, on video, all in, on
social, all in on, on just that route.
(09:05):
And they have been, andthey've been consistent for
the last 12, 18, 24, 36 months.
Those are the agents that are thriving.
Agents that are starving.
They just gave the example, right?
Oh, well we had a social media manager.
We were letting them do all of it.
It didn't work.
That's agents that are in trouble.
Well, the, the interesting thingis, is you know, there's been a
big evolution of video and, andthen integrating it into social.
(09:26):
And it really depends who you listento and who's, you know, and a lot
of people will use influencersto push their messaging and then
they're not pushing the right type oftraining because they think views and
subscribers is what generates the deals.
And that's, that works if you'reRyan Serhant or celebrity agents.
Right.
Um.
In our world, you know, if you're anon-celebrity agent and you're, you
know, just like a local agent and you'retrying to do it right, there's a whole
(09:49):
different strategy that comes into place.
You know, and going back to theleverage piece, what you said about
my wife is, you know, she used to bethe one that filmed the video herself.
It would, she would take threedays, it film one video, and
she would set it up on a tripod.
She'd be outside, she'd get her mic,audio, all the things literally.
24 hours for one video, onevideo three days straight.
(10:11):
Then I told her, I said, look,if we could get you down to like.
One day a week, what, whatdo you need help with?
And she's like, honestly, like I, avideographer would change my life.
I'm like, sweet, let's gofind you a videographer.
So then we found a videographer.
He ended up being the editor.
He does the posting and everything.
So now it's gotten her downto three hours, um, per video.
(10:32):
So six hours total, that's two hours.
That includes getting ready and goingto the location, filming all the things.
So.
Um, but she realized that that's allshe wanted to do, and she's like, I'll
let the cards fall, however they may.
And last year, so it, this all started,this new structure started in May of 2024.
So in May of 2024 forward,it was their biggest year.
(10:56):
Her biggest year ever was last year.
Also, she doubled the back half of lastyear's sales versus the first half.
So the business, actually,it was their biggest year.
They had, I believe they had 17YouTube closings for about 12 million.
Fast forward into this year, yearto date, they've already done 50%
of the GCI as they did last year.
And we're just now on to about March 31st.
(11:17):
So basically, um, quarter,quarter of the year's done.
So it's.
It is so hard, and I know it's likeeven when the, in the struggling times,
you were just saying either people arethriving or they're really starving.
I came from corporate America and I wasvery fortunate to go through the social
media transition into, um, advertisingvery early in digital world and social.
(11:39):
Mm-hmm.
But what I, real, what what, one thingsomebody said that always stuck with me
is they said when the markets are red hot.
Don't care about anything else exceptfor generating as many sales as possible.
These markets are very rare, but whenthe markets shift in any industry, this
is the time to refine your processes.
This is the time to dial in your skills,and this is the time to make sure that
(12:01):
all of your, your systems and processesand everything is in working order.
So even for me in the lastyear, I've been trying to like.
Get everything automated, get oursystems dialed in, refine our filming
processes, testing new strategies.
You know, because I know when thatwave crashes down again, like it
happened during Covid and our businesswent from 10 million to a hundred
million in like a blink of an eye.
(12:22):
Yeah, it's gonna happen again.
But here's the thing that I realizedis when I got into real estate and
I interviewed, I interviewed over40 brokerages in teams when I got
into real estate because I was like,I wanna be around the best team.
Well, I thought the one thatsold the most was the best team.
That wasn't necessarily the right thing.
But this is the one thingthat I asked everyone.
I said, what happened when,when the market crashed?
Like how did you attack that?
The big producers all said the same thing.
(12:44):
They said, I shifted my focus into.
Um, bank owned properties or inshort sales, or one or the other.
And that's what I, that's how I survived.
And then when the market came backaround, I now had all of these consumers
that ended up selling down the road.
Right?
Yeah.
When I heard from the people thathad horrible businesses, or they were
struggling teams is, they're like,oh, I just, you know, I just held on.
(13:06):
And I was, you know, I didn't sellanything for two to three years.
Like I'm glad I had all thismoney saved up, you know?
So they took the safety netapproach and just kind of sat
back and just weathered the storm.
But it was the big players andthe people that are generating,
so it was the same thing.
It was feast or fam.
You remember those days?
Yeah, I do, man.
I do.
You had to show buyers homesfor six months in every house,
(13:27):
and there was so much inventory,they had no sense of urgency.
And that's exactly where we are today.
We're in this market where there'sno sense of urgency with buyers.
And it's as a, and if you sell a listing,it's like if it doesn't sell in the
first two weeks, you're like, oh mygosh, like this is gonna be a wild ride.
So like when I'm working with sellerstoo, I'm like telling 'em, I'm
like, this thing is either gonna golike this or you better buckle up.
I literally just got a text from alisting I had on the market for a year.
(13:49):
I'm like, their contract expires thisnext week and we've been under contract.
It's just been a very,very interesting time.
Yeah.
There's a large percentage of agentshave no clue what we're talking about.
Oh.
And, and so like, I, I love that.
Right.
Like you said, you know, sometimeswhen, when, when it does shift,
you have to have a singular focus.
Mm-hmm.
And, you know, kinder wentall in on short sales.
(14:12):
I went all in on new construction.
Mm-hmm.
And I latched my, I latched my wagonto a hot home builder that was, that
was had the right price point in themarket for people that were buying.
Like he was the guy, like, Imean, I did every open house.
I was, I was the listingagent, I was the buying agent.
Like he said, jump.
I went and took care of it, and that'show I survived and made it through.
(14:36):
Plus we also knew how to do onlinelead, lead generation during that time.
So running new construction, running eyecandy into a, a market when, when very few
homes are, are actually selling or peoplethat can, they're buying the eye candy and
I'm capturing the leads as they came in.
But you had to have that singular focus.
That was a great question.
Um, to be asking to, to see how,you know, they navigate the waters.
(14:56):
'cause there's always a move, right?
We always have a move inany market conditions.
The only time is when we.
Like you said, those agents thatjust quit, they just gave up.
That's, that's, that'swhat they chose to do.
I wanna add something intothat 'cause you just nailed it.
A huge point that I talk about all thetime is, um, with the way that content
has also structurally shifted and whenpeople were, like you guys used to say
to never do home home tours, like a lotof our original clients from back in
(15:19):
the day, we had massive success and thenthey just kept doing it the old way and
their business started to really fail.
And it's just like anything else,you gotta stay on with the times.
I tell agents, I'm like, look, we do thesenew construction houses that are fully
staged because it's visually stimulating.
It's the eye candy.
Yes.
That's why we do it.
We're using, and this is the other thing,we're not there to sell that house.
(15:40):
We're there to generate leads anduse it as a funnel into our world.
And here's the thing, what you just saidabout the home builders, guess what?
Now we have all the time happening,I go onto site, we film a house, we
get 10 to a hundred thousand views.
Sometimes we get do three, 500,000 views.
Guess what the builder's like.
Oh my gosh.
Then the house goes pending.
It wasn't our buyer, but it soldthe house and now guess what?
(16:02):
We have all the time happening,Mr. Builder's calling.
Oh, hey, can you guys come fill my house?
Then I build a relationship with themand next thing you know, he's like,
Hey, I have this 50 unit project.
Can you guys list it for me?
Yeah.
So now I'm like, in this lever, I'm inthis world of, um, my relationships.
I'm building with all of these builders.
Mm-hmm.
I'm going, I'm gonna lunch withthe builder every week now.
Yeah.
I'm just wanting to build therelationships because I know one
(16:22):
day they're gonna be knocking.
Yeah.
It's the angle, man.
I, I really do.
I think that's, you know, we're,we're the pockets of opportunity
in any market conditions.
The builders are definitely a, a hugeopportunity utilizing the strategy
that, that you're talking about.
I wanna go back to, I agree with you.
The videographer is amake or break on mm-hmm.
On the situation.
And I was chatting withLeanne, um, about this.
(16:45):
Right.
Because she's beenwrestling with a few mm-hmm.
And we were going back andI was like, listen, I said.
I want your take on this.
Mm-hmm.
I believe the videographer hasto have a vision and sees things
rather than, it needs to becookie cutter, black and white.
We're following this technique.
They gotta have a vision, theygotta be creative with you in the
(17:08):
story that you're trying to tell.
Within, within that, how doyou kind of coach, lead, look
for the right videographer forto, to really make this excel?
So this is gonna be like a, a, akind of like a, a multiple layered
answer, but it's very important.
So when I'm first of all interviewingvideographers or editors, I will take
(17:29):
a video that we've already done by,like, the way that we want it done,
and I'll say, here's a, here's allthe raw footage that our editor used.
Now I want you torecreate this exact video.
If they come on, if they come on andthey're like, the video's identical.
I'm like, perfect.
This guy listened to exactlywhat I told him I needed.
He did exactly what I wanted him todo, and he made it a mirrored image.
What happens is a lot of videographersor editors, they think they know what we
(17:54):
need in the real estate business, so theytake our exact, they'll take our stuff,
and then they'll just start making it thiscrazy video that I've never seen before.
And so.
It's very interesting tosee the difference and so.
Yes, you want them to have the creativefreedoms and all this and that, but like
I also need 'em to create me a productthat fits into our arena for our world.
(18:16):
So the videographer, it dependswhat type of creator you are.
I just, I was just on a call thismorning where I was telling the
agent, I'm like, look, you need yourvideographer to be the director.
I said, so they need to have a checklist.
In my mind.
I do this with my wife's videographer,is I send him a list of, Hey, these
are the eight things that I need tomake sure she hits on in this video.
(18:39):
The videographer shouldbe showing up on site.
He should, like, once you'veestablished this plan with him,
this is what he should be doing.
He should be showing up in advanceand getting all the drone shots.
He should be able to walk throughthe house if he has access to it, to
create a path for you, the creator.
And then they also should be looking atlike, what are the hooks of this video?
Does this thing have a killer showerthat you've never seen before?
(19:01):
Is there a, uh, bomb shelter or like apanic room in this house that's gonna
be very shocking, that's behind thekitchen wall that you can pull out.
Like there's all of these things going onand we call those like honeypots and how
you're gonna layer those into the video.
And then, you know, when youshow up, is he just like,
Hey, when the house is ready.
Let's have a 1520 minutedebrief or a briefing of like,
what's gonna happen here?
Let's get your thumbnail shotswhile I have the drone up in the
(19:23):
sky, or I have my camera out.
When you show up on scene, you knowthey're the director of your video.
Essentially, if you just need,this is where the mindset of like
shifting from like, I'm a real estateagent and it depends what you need.
Like I said, everything'svaried on what you need.
A lot of agents, this is whathappens, they show up on scene.
(19:43):
The videographer shows up.
The videographer has no direction.
They don't know what's gonna happen.
They've seen all these millions of videoson YouTube or Instagram or TikTok, and
the next thing you know, the agent'scutting a 32nd video walking out, adding
all this crazy music, flipping their hair,talking about being a top producing agent.
They just listed this $2 millionhouse, blah, blah, blah, blah, blah.
(20:03):
That's not what really drives results.
That's great for agents.
For agents to see other agents doing.
Like, we all love those views, butthat's not what pays the bills.
So it goes back to, like I alwayssay, if I was, if I was solving for
my consumer's problem, the viewer, thebuyer, the seller, what information
do they want to see and then how canI keep them on the platform as long as
(20:26):
possible and build a relationship with me?
It's called Parasocial.
When your viewers build a relationshipwith you without knowing you.
So that way when they'reready to take action, I'm the
first person they think of.
And the videographer is, it, it's avery difficult position to solve for
because like I said, the problem is, islike, it depends what their image is.
(20:46):
I literally was just looking onlinelast night to hire Jackson in Houston.
The first time ever a videographer, I wentthrough and screenshotted 50 videographers
that I found and not one of them in mymind was the the solve for our problem.
Because of, of what I saw on their socialmedia and how they were making content.
Because I know based on my experience,what I'm going to end up with.
(21:10):
So I've had very bad luck in the sensewhen I was early trying to find a
videographer, because this is what Iheard everyone saying, just find a high
school kid that can do it on summer break.
Just find someone in collegethat's looking to get started.
It's like.
Dude, we're talking about making$400,000 a year on, on freaking video.
How much should youspend on that P position?
(21:31):
You know?
And then think about allthe other stuff they can do.
So is this gonna be a one day a jobperson, a one day a week person?
Is this gonna be a two, uh,day a week person, or is this
gonna be a full-time person?
That's gonna be my go-to homie.
That's gonna be basicallymy business partner.
That's gonna be my full-time film creator.
And if that's the only positionyou're hiring for, so you're thinking
videographer, director, contentcreator, they're gonna make all
(21:54):
of your Instagram, uh, u, YouTube,TikTok, all of these things.
That's basically a a $80,000 a year to ahundred thousand dollars a year position.
And if you're generating the result andbuilding the brand, and let's just throw
exp in there with agent attraction.
Dude, that position is gonnabe like your number one hire.
Yeah.
It goes back to what we said, whatis your goal and what are you hiring
(22:16):
for and what are you trying to solve?
And then a lot of agents don'tknow how to even like, articulate
what I just said to somebody toeven get them to that path forward.
So then it goes back to like, whoare you getting coaching from?
Who are you getting training from?
Are you following the people with success?
So back in the day I had my podcast,it was called, um, the Digital
Mayor Now, and where I interviewedand um, uh, interviewed all the
(22:39):
top influencers in the industry.
Then our final question wasalways, how many deals have
you gotten from this platform?
And dude, only one of them eversaid that they were getting
deals from their content.
And so That's wild.
Yeah.
Yeah, it was wild.
So that's actually what actuallygot us really inspired to get like
focused a hundred percent into YouTube.
(22:59):
'cause it was the one agentthat said they got deals.
It was from YouTube.
That's so wild.
I, I remember sitting in uh uh.
At Traffic and Conversion andDamon John was up on stage.
Mm-hmm.
And Roland was, was grilling him,asking him some questions and they got
into the hiring side of things and hegoes, he goes, listen, I don't look
(23:22):
at anything but their social media.
Mm-hmm.
Because it tells me everythingI need to know about them.
And if, if it's something thatmisaligns to our values a hundred
percent, we don't talk to 'em.
That's a great point.
I didn't even like this, like.
Well, duh.
That's like the most obvious thing, right?
You're, you're trying to hire acreative or somebody that is gonna
(23:42):
be, be that kind of an extensionof you to help create this.
Go look at the content they put out.
That's such, I remember I keeptrying to share my screen.
It's like blanking out, but I waslike, I should show you the, um,
all my screenshots from last night.
I literally have a full entire pageof Instagram because I just went
into INS Instagram search bar andI typed in Houston videographer.
(24:06):
Anyone that's looking to get hiredis putting those hashtags in their
content 'cause they wanna get hired.
Yeah.
And then just looking at the style ofcontent, and you know what I realized
is every single one of them that wasfocused on real estate, you know what
they were trying to sell courses.
They're trying to sell coursesto real estate agents, and I'm
like, this is insane to me.
Yeah, yeah.
They go make, they're gonna make a tonmore money partner with partnering with
(24:27):
real estate agents and uh, exactly,and, and going through the process.
I love it.
I love it.
So you, you did mention somethingabout, you know, agent on the
agent attraction side of things.
Like where, where is thefocus and the strategy if, if.
Agents are looking to, you know, upthe agent attraction game, leveraging,
you know, content leveraging YouTube.
Like what's, what's right, what's wrong?
Like, what should they be thinking about?
(24:49):
Um, it's kinda like what you said.
Uh, I have a couple strategiesthat, uh, I've deployed.
I mean, I, I had a hundredagents in my frontline.
You know, the one thing I will say thatI I, I do value in our organization
is like when I look at my overallorganization, our average sales, um,
is almost at eight sales per agent.
So with the big organization.
That's fantastic.
(25:09):
That is awesome.
Um, and I have.
I'm still at the 30 FLQA, so thatmeans the agents that partner with
us are actually producing results,and that's at the end of the day.
It all goes back to we're inreal estate to sell real estate.
And I, every conversation I havewith every agent that I bring on
through recruiting, as I say, look.
(25:30):
If you want to add agent attractionas a layer to your business, you
can't stop selling real estate untilyou have that foundation built.
Everything's brick by brick.
'cause what typically happens, it'swith even lead generation or social
media, is agents are generating 90%of their business from one activity.
Then they start doing a new activity.
Then they, they put 90% of theirfocus into that 10%, to the one
(25:51):
that was generating the deals.
And then guess what happens?
Boop, their business falls out.
So what I noticed is agents comein, they start this, they try
to do some agent attraction.
They don't recruit anagent on the first call.
Imagine that.
Then they're like, oh,I, I'm, I'm quitting.
So what you just said about likegoing back and being a mere image
of your brand on social media iswhen I go to your social media.
(26:12):
Are you putting out a messagethat attracts clients?
Is it one that attracts agents?
Because in our business model here atexp, it's kind of hard to blend the two.
So it's almost like you almostneed to have two separate profiles.
If you are trying to goheavy under a social or agent
attraction, I'll be real with you.
I literally.
Built a YouTube channel that was100% about exp and it was basically
(26:35):
like, if you wanna partner withus, give us a call right now.
That's all it said.
I wasn't tricking them.
I wasn't trying to teach something and useit as a lead magnet and bait switch them.
I was literally, this is what exp is.
Call me if you want to join us.
Here's some things that we offer.
So.
I think there's two massiveopportunities out there right now.
Number one, bilingual agentsis the biggest opportunity.
(26:56):
Exp sits where bilingual agents arein position today is where I was seven
years ago when nobody was doing YouTube.
No one's doing, I, I dohave bilingual partners.
Actually, I'm, I'm trying torecruit a hundred of them right now.
In the top 20 bilingualmarkets in the country.
I'm filling up the board quickly'cause it's been my focus
and the results are insane.
(27:17):
Dude, we had an, we had an agent thatdid 300 transactions in one market
off of YouTube in uh, Mandarin.
I, I, dude, in markets that never beencracked, orange County, uh, San Francisco.
Yeah.
Agents are doing 40 to 60 luxurytransactions in, in Mandarin.
It's, it's on a, in New York City, it'sa whole nother, it's a whole nother space
(27:38):
that I've never even thought about before.
But what I started to see isthese cracks in the earth.
In the, um, you know, Chuck Fozziealways says, uh, success leaves clues.
I started seeing.
What agents were doing thebusiness on social, and it was
all these bilingual agents.
So I think there's amassive opportunity there.
The next big opportunity is what Ijust talked about earlier, and it's
solving the problem for the teams.
(28:00):
The brokerage owners, because evenLeo said, exp is not for everyone.
So stop trying to make it for everyone.
And if you're gonna put yourenergy into people, put it into
the ones that are producing.
Those are the ones that drive, thatare ready for significant growth.
Uh, they want leverage opportunities,but they're typically also the attract.
And what I mean by that is ifthey're growing a team or growing a
brokerage, guess what they're gonna do?
(28:21):
They're gonna build an organization.
And the biggest sticking pointfor teams and brokerages at scale.
One, the NAR situation reallythrew a wrench in their operation.
Two, it's very hard to scale and growmulti-state or multi-location without
having an expandable pro uh, platform.
Like exp, the franchisemodel does not work.
(28:41):
We all know that the expansion modeldoes not work in the franchise world.
We all know that.
That's why everyone comes here and thensees this massive hockey stick of growth.
We take all of their stickingpoints and we pull them away.
But here's the thing, if you're tryingto tell somebody something they don't
wanna hear, it's never gonna work.
I talk to team owners and brokerage ownersall the time, and I always, I try to
(29:03):
always, we like direct my conversationinto hearing what their pain points
are, and I never say, well, if you cameto exp that problem would be solved.
But what I do say is I say, look.
I used to deal with thatsame exact problem too.
Mm-hmm.
Everything they say, I've had thatproblem in my business, but when I made
a move, I was able to remove that problemand my business scaled from 10 million
(29:25):
to a hundred million in 18 months.
And then if they're interested,they'll say, well, how did that happen?
And then I go start theconversation forward.
But until they actually give methat signal of actually being
interested, I never bring it up.
Right.
That's such a great point.
It's, I mean, it's absolutely critical.
Some people take two, five years.
It's just, it's a long term gain.
Yeah.
And it's just a, it's alayer of that business.
(29:47):
Yeah.
It's such a good point.
And, and everybody has adifferent pain point, right?
Like, you know, I know for us, youknow, we were in, in the, in the Calwell
banker days, and then what do we do?
Right?
It's just like we're, we're, we'repaying this franchise fee, we're
paying this marketing fee, we're payingthis fee, we're paying this for what?
And, and we went independent.
(30:08):
And I, I just like lay awake atnight wondering what lawsuit is
coming my way that I gotta deal with.
Right.
Because especially, you know, thetop producing, you know, teams
and, and the more you produce justthe more just the probability of
that there's gonna be more issues.
That's really all it is.
Right?
I mean, this, this percentage of issuesthat happen on real estate deals,
you do more deals, you just have ahigher percentage that you're gonna
(30:31):
be getting a phone call and like.
When that problem went away, holysmokes, did I sleep better at night?
Not having to worry aboutlegal worry about my insurance,
worry about those things.
So it's just exactly what yousaid is finding their pain
point and, Hey man, that's that.
I had the same thing went away.
And then like you said, man,what a great, don't go into it.
(30:54):
And it's just, I'll never forget,man, first, one of the first few
conversations with Gene Frederick.
Would just be like, listen,you only talk about one thing.
You talk about the thingthat's bothering them the most.
Yeah.
Because they don't careabout anything else.
Oh, dude.
It, it is so funny.
'cause I always think to myself,I'm like, am I recruitable?
I'm like, if somebody had the rightconversation with me and knew how
to solve the problem, guess what?
(31:15):
I'm OI, I'm a DX exp so I, I talkto every brokerage when it pops
up because I'm one I wanna know.
But two, I also want to knowwhat my competition is doing.
Yeah.
I think to myself, everyone's recruitable,and here's the, when success leaves
clues, so does opportunities for anything.
Look at our number one competitor, theirloudest person in their business, and
(31:38):
their most successful person that'staken that business from a small little
brokerage into a 20,000 agent brokeragejust stepped outta that position.
Their number one agent, number oneorganization agent in their fricking
company just came to exp Realty, right?
You are telling me that this is notthe place to be with the best platform,
(31:58):
and I used to say this all the timeearly at exp, is I said, there's
been a million Amazons, there's beena million Facebooks, but there's,
the cream always rises to the top.
I used to deal with this in the, whenI worked in the brewing industry, dude,
there's all these little ankle bitersthat all say they want 1% of the industry.
If, if I have the platform that'sgonna help me become a million
agent industry, I want to be on thatplatform because it's, it's scalable.
(32:23):
And we've already beenthrough all those pain points.
Yeah, and dude, you can go into chat.
GPTI actually did this last nightor maybe two nights ago, and I said,
what is the best model for revenueshare in the real estate industry?
And guess what it said, it broughtup all the brokerages and it said,
for agents that are, uh, wantingthe biggest outcome and the most
(32:44):
opportunity, exp Realty is the best.
And you know what actually said?
It says, built for big producers.
Big team broker, all these things.
And then it said, if you want somethingthat's more casual and and blah,
blah, blah, blah, blah, it's actuallygave our competitor below that.
So I was like, dude, guess what?
And here's the thing.
Like Leo said in that interview theother day, I fricking loved it with that
girl that from exp that interviewed him.
(33:05):
He said, look.
Exp is not for everybody.
And at our biggest point in time,we'll, you know, the biggest, uh,
brokerage had like a 15 share.
And I can't remember if he said hefelt that we would have a 10 or 15%
share of the market, but he is like,look, we are not for everybody.
Right.
And I 100% agree with that becauseI wasted so much time also with new
agents because social media attractsa lot of new agents or struggling
(33:28):
agents 'cause they think they've beentold to do social and they think by
partnering with someone, they're goingto flip a light switch and now they're
gonna have these massive results.
Partnering with exp is not goingto all of a sudden change your life
unless you're taking the actionsto leverage the opportunity.
Yeah, so good.
And, and you're so spot on,like understanding the different
(33:49):
competitors that out there and likeI see some that serve a purpose
for a certain type of agent.
Oh.
And I'm like, okay, that makes sense.
Okay, that makes sense for you.
Right, that makes sense for you.
And I think that's kind of the mindsetthat you have to always go in is
like, let's, and it is probably, ithas to be part of the conversation.
Like, listen, this, thiscompany might not be for you.
This platform, this opportunitymight not be for you.
(34:11):
It might not solve yourproblems based upon.
What is your goal, right?
Oh, understanding.
Understanding the rev share, therevenue share model, and understanding
your competitive advantages.
Almost, I'd say 90% of my talks,especially when they're top
producing agents or brokerage owners.
Or agents of scale and solo agents,they are talking to other brokerages.
(34:31):
I love when they ask me, well, what'sthe difference between you and and X?
What's the difference between you and y?
I already know that question'scoming, and if it is, I'm prepared.
And then I show them a real life res, uh,result of like what the differences would
be in each model and why it's so importantto put your flag in the right one.
Yeah, and you know what, if itends up being the other direction,
(34:52):
then I, I just know that thatwasn't the right partner for me.
Yeah, a hundred percent.
Jesse, you're amazing.
Just kind of, kind offinal thoughts from you.
Mm-hmm.
You know, wrapping up Q1 herein, in 25, getting ready to
roll into the second quarter.
Just, you know, working in those 90day cycles, what, what do agents,
what, what must they be thinking aboutand, and, and preparing to execute
(35:14):
on heading into the second quarter?
So this is the busiest, this isthe number one quarter of the year.
Every action that you are doingin January, February, and March,
you're gonna be directly reflectedin the next three months.
And if you're not getting those resultsthat you feel like you deserve, I,
my suggestion is you need to go backand look and see what you're doing.
I will, dude, I go to the expleadership call every week.
(35:37):
Shep Black comes on there once a monthor whenever his time is, and then he's
always, he always says the same thing.
He repeats the same thing.
If it works on Monday,do it again on Tuesday.
Yeah.
And then I look at my list.
I have a little notebook I keep of him,and I look at that list and I write down
all these things that I'm always gonna do.
And I'm like, I, I, I haven't donethose, the ones I haven't done.
Why haven't I done that?
So how do we fill our time?
(35:58):
Yeah, it's number one is youhave to fill your time with the
stuff that generates the results.
If you're not generating the resultsright now, and then you, when you
lean into that, trust me, if you coldcall 500 for sale by owners right now,
you're gonna get a listing appointment.
I don't, I don't care what anyone says.
If you're not, if you're doing it right,um, open houses still work to this day.
I see all these people.
(36:18):
Open houses don't work.
Yes, they do.
If you need business today, right now,I'm telling you, the hottest seller out
there has a sign in front of their house.
It's a for sale by owner.
The buyers that are hitting openhouses, they're actively looking.
Those are the two hottest leads.
If you need business today, that's whereyou need to be spending 99% of your time.
Yeah, I love it.
Doesn't make the calendar,it doesn't happen.
Right.
So, exactly.
(36:38):
Uh, get it in there, brother.
You're amazing.
Um, definitely alwaysa wealth of knowledge.
I know you're at the forefront ofthe trend and where things are going
and you know, you guys listening in,I mean, you need to, you guys must.
Get Jesse, um, on your radar.
Um, if you really want to thrivein navigating the terrains and the
waters heading into the future.
Thank you.
(36:59):
Alright, brother.
Well, I appreciate you man, and, uh.
Definitely have you back on in,in the near future and, uh, on for
keep us, uh, keep us dialed in.
Thanks.
Awesome.
See ya.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
See you on the next episode.
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