Dustin Brohm created the Massive Agent, a real estate education brand to effectively help real estate professionals to see success in their businesses. Massive Agent offers Facebook Ads coaching, general coaching for Realtors, and coming soon, online courses on mastering Facebook Ads and other marketing strategies.
Dustin Brohm is a Realtor in Salt Lake City, Utah with EXP Realty, and the Founder of Search Salt Lake, his own real estate media company brand and team. He's an Inman speaker and contributor, blogger, speaker and the host of a local show called the Salt Lake Insider show. His work has been published on prominent real estate sites like the Zillow blog, HousingWire, RISMedia, HomeLight, Realtor.org, Inman, RESAAS, Adwerx, Zurple, and more.
Dustin is also a national speaker and trainer and he believes that authenticity is the key to doing business more effectively, and that being yourself not only entices the right client for you; but discourages the wrong ones from approaching you as well.
Follow Dustin on Instagram
https://www.instagram.com/massiveagent/?hl=en
Check out the Massive Agent Podcast
https://massiveagentpodcast.com/
Subscribe to the Massive Agent on YouTube
https://www.youtube.com/c/MassiveAgent/videos
Learn more about the Massive Agent Society
https://www.massiveagentsociety.com/
Find out more about GAIN THE PASSION Coaching
https://www.gainthepassion.com
Access past episodes and more of the GAIN THE PASSION Podcast
https://www.gainthepassionpodcast.com
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Voiceover (00:01):
Welcome to the SUCCESS Coaching Podcast. On
today's episode, our guestDustin Brohm shares his own
personal journey to successbecause success is a journey,
not a destination. Here's thehosts of the SUCCESS Coaching
Podcast, Todd Foster, AlyssaStanley and Kelley Skar.
Alyssa Stanley (00:25):
Welcome back to this SUCCESS Coaching Podcast.
My name is Alyssa Stanley, I amhere with Todd Foster and Kelley
Skar. Today, we get to sit downwith Dustin Brohm, who created
the Massive Ggent, a real estateeducation brand to effectively
help real estate professionalsto see success in their
businesses. Massive Agent offersFacebook ads coaching, general
(00:47):
coaching for REALTORS, andcoming soon online courses on
mastering Facebook ads and othermarketing strategies. He's an
Inman speaker and contributorblogger. His work has been
published on prominent realestate sites like Zillow blog,
Housing Wire, RIS Media, HomeLight, realtor.org, Inman, Ad
Works, Zurple, and more. Dustinis also a national speaker and
(01:10):
trainer as he believes thatauthenticity is the key to doing
business more effectively. Andthat being yourself not only
enhances the right client foryou, but discourages the wrong
ones from approaching you aswell. Welcome Dustin, so glad to
have you here.
Dustin Brohm (01:26):
All right, appreciate you guys having me
on. This is awesome. I'm honoredto be here.
Kelley Skar (01:30):
Why don't you kind of dive in and give us the you
know, the Coles Notes version ofwho Dustin is and, you know,
kind of where you started andwhere you're where you're at
today?
Dustin Brohm (01:37):
Sure, yeah.
Ultimately, I'm a marketer whosells homes. And it took me a
while to settle into that role.
I, you know, I got my realestate license to become a
realtor about 11 years ago,almost exactly 11 years ago. And
at the time, I was a real estateagent. And then I learned
because I didn't get anybusiness and wasn't selling any
(01:59):
homes that, Oh, my God, I haveto learn how to attract clients,
I have to actually get people inthe door. And that's, that takes
advertising and marketing, whichI knew nothing about at the
time. And out of necessity. I,you know, started learning about
social media and, and paidtraffic. I started with
blogging, actually about threeor four years into my career.
(02:22):
You know, like I said, it wasout of necessity, I was starving
to death, basically. And I waslike, How the hell can I get
some, some clients to work withbecause I was relying on a team.
And they weren't giving me verymany, like a couple clients here
or there. And I'm, I'm like,Well, this sucks. Like, I see
these people selling 500 homes ayear. What's the difference? I
(02:43):
at the time thought, well, maybethey're just a great realtor.
And I'm not. And I've learnedthat has nothing to do with it.
You have to be good. But it'sit's how good are you at
marketing and getting newclients in the door and
generating new conversations. SoI Googled how to get real estate
leads. And it opened my eyes tocontent marketing, attraction
(03:03):
marketing. Before I was justfollowing someone who had knock
on doors, cold call, where hisstupid name tag in the produce
section of the grocery store andtalk to people, which and I
don't, I don't like when peopledo that, to me, it is so
unnatural for my personality.
And so I didn't have any successdoing it. If you're if you're
doing something that you justhate. How the hell are you going
to have any success, you're notgoing to be able to do it long
(03:26):
enough, or well enough, or withthe enthusiasm you need to to
succeed. So you know, I Ilearned about attraction
marketing. And immediately itwas like, Wait, that's for me,
if that's real, if I really cando a video or write a blog
article, or do some a podcast orwhatever now. And people could
(03:47):
actually come to me and want towork with me. That's, that's for
me, that fits my personality.
Then I met some mentors, onGoogle Plus, of all places, who
we had little community of realestate bloggers. And I just
started doing exactly what theywere doing. And they were
selling a bunch of homes, andthey were writing articles being
(04:08):
found on Google when peoplewould search locally. I just
started following what they'redoing. But I learned pretty
quickly to creating the contentis not everything. It's
important. But it's only part ofit. It's it's half of it. You
can create the best video thebest post the best article ever.
Like people weep when they readit. But what if they don't know
(04:31):
what exists? What if they'venever actually seen the video?
What if they don't know you havea video? What if they don't know
that you have an Instagramprofile with that video on it?
So I learned pretty quick youhave to get really good at
promoting the content youcreate. And that's what brought
me into social media marketingand, and realizing I'm actually
(04:53):
even though I'm selling homes, Ireally love and got really
frickin good at the marketingside. I'm a marketer. Who
happens to sell homes. And Ithink anyone listening, you
could be a dentist, you could bean electrician, you could be
making your own soap or youcould be an ecommerce store. But
you need to be a marketer first,who happens to be a dentist. And
(05:13):
if you can start thinking likethat your world will change. And
my world changed once I once Ileaned into that role.
Kelley Skar (05:19):
Why did you get into real estate? And I guess
the real question is, why didyou choose real estate?
Dustin Brohm (05:25):
All the all the dead end do jobs that so many,
you know, early 20s dudes willdo like detailing cars, call
centers, I was a debt collector,which was very interesting. It
did some construction, you know,like some some handyman type
construction stuff, which was,which was helpful, like I
learned some skills. But it wasall just dead end stuff. And
(05:49):
right before I got into realestate, I was serving and
bussing at a restaurant here inSalt Lake while also working at
backcountry calm. As a gearexpert, which was just fun. I
got to talk about snowboards,and rock climbing stuff all day
long. That was cool. But there,it wasn't a career, there were
jobs. And I got fired from bothwithin the same week. I was not
(06:12):
the best employee.
Todd Foster (06:13):
Congratulations.
Dustin Brohm (06:14):
Exactly. In hindsight, what a blessing at
the time. It was this huge lowpoint in my life. But my mom
recommended that I read RichDad, Poor Dad, and I knew
nothing about it. I just knewthat it had the word rich in it.
And that's something I want itto be in at that time where
money is what I didn't have. Iwas gonna read the book. I read
(06:36):
it, and it showed me realestate's where you need to go.
And like, it's amazing how justone thing leads to another when
you look back at the at the thisthin thread that connects
everything and had not gottenfired. Would I ever read that
book? And if I didn't read thatbook, what would I be doing
right now? I have no idea. Imight still be like serving
(06:57):
tables at a differentrestaurant? I don't know. But
yeah, I was doing all thatstuff. So real estate's really
my first career of my life.
Todd Foster (07:06):
So you got in real estate, was it because of the
fact that like most of us, inreal estate, we didn't have many
more options? Was it the senseor the perception that it would
be easy, and you could be makinga million dollars in the next
three months? What reallyattracted real estate other than
your mom, which is nice that youactually listen to your mom in
your 20s?
Dustin Brohm (07:26):
I listened to her very little but thank God, I
didn't think that I listenedsometimes. So reading Rich Dad,
Poor Dad, it was all about, youknow, investing in real estate,
like, you know, having a rentalproperties and stuff like that.
And so that's what I was gonnado. And you know, when you're
watching a indie watching flipthis house on a&e, and they make
80 grand in 30 minutes. Youknow, obviously not literally,
(07:49):
but they make it look so doable.
Not not easy. I didn't, I neverthought that it was going to be
easy. But I thought that it waseasier than it was for me. But
it just looked like somethingthat I could do. And I saw Wait,
there's no limit to the incomehere. Every other job I've ever
had, the limit is how many hoursyou can work. And I'm like, wait
(08:09):
a minute, this is this issomething where that that's not
the case. Like you could, youcould make a million dollars,
but work 10 hours. You know,they're not connected when
you're an entrepreneur. So thatwas really cool. And I was fully
intending to be a real estateinvestor. And we bought our
first house, my parents and I wepartnered on buying our first
(08:34):
place. And we were going to flipit, we had a real estate agent
that a good friend who runs apretty big team here in Salt
Lake recommended it was one ofhis agents that he hooked us up
with. We didn't know anything.
We didn't know who's a goodagent, we didn't know which
questions to ask to see if theywere good. And you know, so
like, Okay, if you say this tothe person or the person? Well,
(08:56):
they, we were relying on them totell us how much the house will
be worth after we fixed it up.
And they were wrong. They werethey were off by about 15 or 20
grand. And our profit marginthat we were hoping to get was
about 15 or 20 grand. So can'tsell the house and make a profit
made no sense. So we ended upholding it as a rental, which
was another blessing indisguise. We ended up cash
(09:17):
flowing quite well and sold itfor, you know, years later for,
you know, twice as much as webought it for. But it showed me
that you can't rely on someoneelse. If you want to really be a
successful real estate investor,for example, you've got to have
your own license. And thepresident of the local investor
Association told me as much he'slike if you have any shot of
(09:39):
being successful, you need toget your license for a bunch of
different reasons, access to theMLS. You know, you could list
your own homes, buy your ownhomes, there's commissioned all
this stuff. And I'm like, Okay,so I'm going to get my license
and then I'm going to startflipping homes and making a
million bucks. And I somehow gotreferred a client to work with
With a buyer and I helped thembuy a condo through a short
(10:01):
sale, which most new people inreal estate don't even know what
the hell a short sale is.
They're, you know, legends fromfrom years past. And you know,
something about that process ofhelping them I loved. But if I'm
being honest, there was anactual paycheck at the end,
which had not yet happened inreal estate. And so I'm like,
(10:23):
Okay, if there's an actualpaycheck, I should just keep
doing this. And so I did, I justI doubled down as the
traditional real estate agentguy, not having a clue how any
of it worked. And, you know,needing to now figure that out.
Kelley Skar (10:38):
And then you get into the world of blogging.
Dustin Brohm (10:40):
Yes.
Kelley Skar (10:40):
Right. And figuring out how to generate Real Estate
Leads.
Dustin Brohm (10:43):
Yeah.
Kelley Skar (10:44):
So I mean, it's very similar paths, actually,
there's a lot of intersectionpoints between your career and
mine. And, and I started 15, I'min my 15th year now. And about
three years, in four years in Iwent the digital route myself, I
started to focus on videoblogging, and, you know,
creating my own content, it tookabout two years for it to take
(11:05):
hold, in order to actually startgenerating a decent amount of
leads for myself. 2012 was abreakthrough year where every
single lead that I generated wascompletely completely organic.
Right. And, you know, theconversion levels with organic
leads just go through the roofinstead of, you know, as opposed
to paid advertising. So I'mcurious, what would be your
advice today for somebody that'slooking at, you know, perhaps
(11:28):
following a similar path,considering the saturation of
the market. And, you know, ontop of that these big mega teams
that are spending, you know, 10sof 1000s of dollars every single
month on on paid advertising,
Dustin Brohm (11:40):
I wish that I had known how marketing is so
important. I didn't know thatthey don't teach you anything
about that in real estateschool, they don't teach you
anything about anythingimportant. Like, how many feet
are in an acre? Like, who cares?
Kelley Skar (11:54):
They do teach you how to protect your ass, though.
Dustin Brohm (11:56):
Yes, how does how to stay out of jail once a
little bit, but it has nothing.
Kelley Skar (12:00):
That's right.
Dustin Brohm (12:01):
But at the same time, like not really, you know,
you've got to you got to learneverything after you're
licensed, which is fine. But hadI understood that marketing is
everything, I would have focusedon it a lot faster. And I would
have used all these free toolsthat are available, like social
media, you know, video, YouTube,Facebook, Tik Tok everything.
(12:22):
And I would have, I would haveused them the right way. So I
learned everything that I'vedone, every every bit of success
I've ever had, has been throughtrial and error. For the most
part, it hasn't been until ayear or so ago that I actually
started to hire people who couldjust shorten the learning curve
for me, like taking a coursehiring a coach or mentor. But,
(12:46):
man, I would say that every oneof us, even myself, we are
squandering this opportunitythat we have right here in our
hands at all times. With socialmedia, you just have to use it
the right way, which very, veryfew real estate people do very,
very few business owners andentrepreneurs of any kind, do
(13:07):
the right way. And I mean,spoiler alert, the reason is,
why is we're all telling peoplewhat we want them to hear a
word, we're using it to tellpeople, Hey, you should hire me,
because you should come, youshould, you know, be a customer
of ours, because you should buymy T shirt, because rather than
showing people what they want tosee the very, very big
(13:30):
difference. And if you can makethat shift in your head, every
time you're about to postsomething like okay, is this am
I just posting this? Because Iwant someone to know this? Or is
it something that'll actuallyadd some value to their life,
and potentially attract them toour brand? And you know, the
answer to that question iseverything. Most people don't
ask the question.
Todd Foster (13:50):
You got in real estate, and you had a flop of a
flip. And then you start shortsales, which can take years, it
feels like. You had so manychances to get out and leave.
What kept you there? Other thanthe paycheck at the end?
Dustin Brohm (14:07):
Man, Todd, that's such a good question. I had
another podcast interviewrecently that asked me that,
that it kind of blindsided me,and it still kind of does.
Because while I was struggling,and, you know, some severe
strains on my marriage, and youknow, with our, our son at the
time, who was, you know, anewborn? Like, not good times.
(14:30):
But I don't think I ever thoughtabout going and doing something
else. I believe I felt trapped,like I had gone so far down this
road that I had to figure it outthat I couldn't just quit now
and go to law school or go get ajob at this place, or whatever
like it. So I didn't reallythink about it. So I felt
(14:51):
trapped. And at the time, Ithink that was probably a
negative. But what a blessing.
Like I had burned the boats andI didn't even realize it. So I
didn't have any other choice butto figure this out.
Kelley Skar (15:01):
You mentioned early on that there were some major
strains on your marriage. Howdid you convince your partner
that this was the right path foryou that this is going to be the
right way to go?
Dustin Brohm (15:12):
Oh, that is, that is such a good question. Like,
honestly, I think that I justhave an amazing wife that for
some reason, believed in myvision, or trusted that I could
actually do what I said I wasgoing to do, even though I
hadn't really shown her that Icould, I, there wasn't a whole
lot, I think she could just tellthat there was conviction in my
(15:34):
voice that I was actually goingto build something, and met all
of this stuff that you may notsee a payoff from for nine
months or 12 months, you know,like, starting to blog, or
starting to do YouTube videos,or whatever, that, hey, this
actually does lead to income,but indirectly. And so I think
(15:56):
I'd love to ask her thatquestion. You know, why the hell
did you did you stick around andput up with me, but I think, I
think she just somehow believeme. So that still kind of
boggles my mind. But thank Godshe did.
Kelley Skar (16:09):
Well, I mean, you're in sales. So that's
there's, there's, there's partof it, right? I remember having
a very vivid conversation withmy wife back at the end of 2011.
And it was the same sort ofthing she was pushing, I was,
you know, I spent 10 years inthe trades and, and, you know,
we 2011 was a very up and downyear, I think I had a massive
month in May, and then didn'tsee a paycheck until September.
(16:30):
And, you know, here we aresitting, you know, in our
bedroom at the end of the year.
And she's like, you know, youneed to you need to go back to
welding, you need to get back inthe industry, I need to see a
regular paycheck. And I havebeen doing everything, exactly
what you've talked aboutblogging video, everything that
I've been doing for two years, Iknew I felt it in my bones that
it was going to pay off, youknow, and 2012 was going to be
(16:51):
that breakthrough year. So I hadto do a massive sales job. And
you know, for whatever reason,she just kind of, she bought
into that I think like you saiddust and it's something to do
with the conviction in your inyour voice and, you know, the
kind of the authority and it'slike, I know this is gonna work
and you know, what, if itdoesn't, I've always got kind of
a backup plan anyways, but, youknow, I was of the same mindset
(17:12):
where it's like, I'm gonna burnthe boats at the beach, and I'm
never going back to welding likeever, man. Right. And and so
it's very similar. I think, ourpartners, our wives, you know,
that I think it is a greatquestion to ask your wife
because I you couldn't you justcan't put words in her mouth.
There's something that she sawprobably in you that she just
(17:33):
she believed in you. I thinkthat maybe that's what it is.
That's all it was. She justbelieved that it was because you
believed it so deeply and sohard. You know, she couldn't
help but not believe it herself?
I don't know. Maybe that's whatit is.
Dustin Brohm (17:50):
I think so to a certain extent. I, I, I think
the honest answer to is sheprobably felt a little trapped
also, like, what the hell elsewe're gonna do? You know, like,
I've got to trust him, like,what else is it going to do? So
sometimes that works out. It'scrazy.
Todd Foster (18:09):
So from the time you started real estate to the
time you felt like you finallymade it, whatever that made it
is, how long do you think thattook?
Dustin Brohm (18:19):
I still don't think I'm there. To be honest. I
mean, I feel pretty good aboutwhat I've built. And, you know,
the flexibility I have, and, youknow, like, I can do whatever I
want. Each day, I can go take mykids to lunch during the middle
of the day, you know, I havefull control over all that,
which is awesome. And I'm prettyproud of the brand. I've built
(18:42):
the audience I've built thebusiness I've built. But you
know, I think this is theentrepreneurs curse is you know,
when you're constantly strivingfor that next level, you never
feel like you've arrived. And solike, I know, I've had success
that doesn't that's not lost onme. But I don't feel like I
don't know, I don't considermyself a successful person yet.
Todd Foster (19:05):
Interesting. So when you were young, and you
said, you know, I can't wait togrow up to be a real estate
agent who blogs and does socialmedia.
Dustin Brohm (19:12):
Right.
Todd Foster (19:13):
Are you living what you thought you'd be? At this
point in your life?
Dustin Brohm (19:17):
Oh, God, no, no.
Growing up, I just thought I'dhave a good job and just keep
working my way up the up theladder, because that's what I
that's what I had been modeledmy whole childhood. I didn't
have anyone in my family,anywhere that was a business
owner or an entrepreneur at all,so like, it's crazy to think
about how I've, you know, singlehandedly changed the change the
(19:41):
family tree, if you will, justby some decisions, just by some
decisions and being stubbornenough not to quit. You know,
now my son is seeing that I Ihave my own company, and I do my
own thing, and I'm my own boss,all of that. Because he, he
(20:02):
hears about how there's bossesthat are mean, and the employees
that don't like the boss,because that's what he sees in
TV shows and stuff. And he'sseeing something different in
his life, which is cool. And Ididn't have that. So yeah, and
now just being surrounded by thefriends that I have, I've chosen
very well luckily, that the someof the friends I have are so
(20:25):
much further ahead than me withwith income with with size of
business with everything. But Ilove that, you know, thank God,
I'm not the one that you know,that I like being the dumbest
guy in the room. I love that,like, I feel like that now,
which is fantastic. And Iwouldn't have it any other way.
Kelley Skar (20:46):
So you posted something onto your Instagram
here the other day, I'm gonnaread it out real quick. And then
I'm going to get you kind ofdive a little bit deeper on
that. And obviously, it'srelevant to our audience. And
basically, you said that coachor courses too expensive and air
quotes, experiences taught methat the most that most times
it's much more expensive not todo it. And you kind of expand on
(21:06):
that a little bit further?
Dustin Brohm (21:07):
Absolutely. This is something that I've learned
the hard way. But when I firststarted to learn about content,
marketing, and blogging, andthen Facebook advertising, to
promote the content that I hadjust created, I looked at some
of the courses that were outthere, and some of the coaches
that would show people Hey,like, here's how to do it,
(21:28):
here's the blueprint, this, youknow, so you can be getting
leads tonight. And I'm like,Ooh, $500, or oh, you know,
$2,000, or whatever. And inhindsight is such a small amount
of money. But at the time whenyou literally don't have it, or
you're in a scarcity mindsetwhere like, you probably could
find it, but you're just like,can't afford it. Can't afford
(21:51):
it. And so many, how many of ushave done that, you know, some
of us are still doing it. Andit's just it's a horrible habit,
rather than asking, How can Iafford that? How can I come up
with that? Because I used to seethe course the coach, the
conference, the seminar, as anexpense. It's 100% an
(22:13):
investment, as long as youchoose what choose wisely. You
know, you can't just go withsome, there's a lot of these
Instagram coaches that are 17years old, but their life
coaches, probably not the best,probably not the best
investment. But you know, whenyou when you're looking at a
credible course, or a coachingprogram or whatever, it I cannot
(22:39):
imagine how much further ahead,I'd be how much more money I
would have made, how many morehomes I would have sold, how
much faster I would have donethat? Had I just downloaded
someone else's knowledge,someone else's expertise, paid
them for it, but been able toshorten the learning curve. So
what took me over a year couldhave taken me 30 days. How many
(22:59):
missed? You know, I can't evenfathom how much further ahead
I'd be. And so that's why I saynot not spending the money on
the course, or the coach couldbe one of the biggest, most
expensive mistakes ever. Becauseof the lost income the missed
opportunity.
Kelley Skar (23:18):
Okay, so let's say that I'm a struggling
entrepreneur, and I don't havemuch money. What would you
recommend to someone sincesocial media is the way to go?
Where should I invest the mostmoney into?
Dustin Brohm (23:30):
Social media, for sure.
Kelley Skar (23:32):
Okay. Okay. So what type of platform should I
concentrate on?
Dustin Brohm (23:38):
Well, that depends on what you're doing for a
living for real estate agentswho want to get buyers and
sellers to hire them, YouTube, Imean, get a decent camera for
800 bucks, some lighting, youknow, for 50 bucks, you could
have some amazing lighting, andmake your videos just look so so
so good. Learn how YouTube is asearch engine and not a social
(23:59):
media platform and follow acertain formula of creating
content that people aresearching for. This is not just
for real estate agents. There'sa site out there called Answer
the public answer thepublic.com. And you can just
type in your city. And then itshows you what people are
searching for around that topic.
And it shows you like are therea lot of search? Is there a lot
of search volume? Is there alittle and it's telling you
(24:21):
literally the questions peopleare asking, and then you answer
those questions. So if you are aif you install swimming pools,
and you find out which questionspeople are asking the internet,
about swimming pools, and thenyou just go answer them online,
YouTube, social media videos,articles, all of the above,
(24:44):
mixed together on your website.
You're going to explode becausepeople are going to find you
because you're answering thequestion that they have. And
there's a book that's calledthey ask you answer I believe
they Ask you answer that. Mymentor Clayton recommended, and
it's all about this, it'ssomebody, the author is a, he
(25:08):
does something with pools. Ithink that's why I came up with
the example. But he has thenumber one, like swimming pool
website on the planet, just byfinding out what are people
asking and answering thequestions. If you're a dentist
that works, if you're acontractor, that definitely
works if you're a plumber. Youknow, if you are starting a
(25:29):
boutique, you know, when peopleare asking about certain
fabrics, or certain styles orwhatever makeup, whatever people
are asking, answer thequestions, and do it with the
free tools that exist right now.
And, and so it doesn't need tocost a lot of money. But you're
gonna have to put in someeffort.
Todd Foster (25:48):
I love that you said, you're going to explode.
So, when you talk about theexplosion happening, and you're
posting YouTube videos, and noone's watching them, or you're
doing a podcast, no one'slistening to it. That's when you
would advise them to do whatnext?
Dustin Brohm (26:04):
That Todd, fantastic question. You need to
really ask, Are these good? Arethese videos good. And if they
if they really, really are, thenyou just haven't been doing it
long enough, or you're notgetting enough people to know
about it, maybe you need tolearn SEO so that more people
find your articles, maybe youneed to run some ads to get
(26:26):
people to, you know, to actuallyget to your website. There's
always something that you can doto improve, you know, the the
promotion of your content, butmake sure that the content is
good. Now the good isn'tnecessarily in your eyes that's
in the eyes of the viewer, orthe person consuming it. And
(26:46):
when I say good, does itactually meet their needs? So if
you're, if they're asking aquestion, and you're answering
it, did you answer it? Well, sosometimes you it takes us an
extreme amount of self awarenessto do this. And being honest
with yourself and kind ofputting yourself in the eyes of
the consumer who was looking forwhatever it is that you're
(27:07):
offering, whatever product orservice you have, put yourself
in those shoes, if you werethem? Would what you just
created, even get your attentionwould answer their question,
would it answer their questionquickly enough? Or is the video
too long? Do you take way toolong to get to the point. So the
thing that I recommend look atothers who are doing it very,
(27:27):
very well. In any industry, itdoesn't matter. And just
literally do what they're doing.
There's there's bits and piecesof how they do things that you
can implement. So look at howlong are their videos? You know,
what? Do they have a hook in thebeginning? How long is that
hook? What is a hook? You know,then how do they do it? Are they
doing lists? Like the fivethings you need to know about
(27:50):
this? What are the trends thatyou find in the in the content
that gets your attention. Andthere's, we're not inventing new
new things here. Like this isn'tthe medical field, we're not
inventing new compounds, youknow, we're we're trying to get
people to hire us or buy ourproduct. And so marketing, just
rip off and duplicate whatothers are doing well, with your
(28:12):
own spin on it that's relevantto whatever it is you're
offering. And that's theformula, but it takes stepping
back, looking at, like whenyou're when you're scrolling
Instagram later today. Whatever,whenever you stopped to look at
something. Be conscious aboutwhy you stopped. What made you
stop? Was it colorful? Was it avideo that was moving? Was it an
(28:35):
image that you recognize likemaybe your your town, or a place
that you you've been was in thebackground? Or maybe it's
something to static that youhaven't seen in 30 years or
whatever? What about the stuffthat gets your attention? Like,
why did it get your attention?
(28:55):
What about it got yourattention? And then now you can
notice, okay, here's sometrends. Now I can do this as
well. And most people don't dothat. They're just like, hey, my
content created. It's out there.
I did my job boxes checked. Now.
Where's all the viewers? It?
Maybe it works that way. Butusually you've got some tweaking
to do.
Kelley Skar (29:14):
Yeah, we had a conversation with with Don Hobbs
here recently. And I brought upJoe Rogan's podcast he was
interviewing was Jimmy CrosettiI think he's got a YouTube
channel and he talks aboutancient ancient civilizations
and kind of really dials downinto that whole niche, you know,
(29:34):
ancient, ancient Rome,Egyptians, like, you know, all
of these different civilization.
He was in some some really deephigh level stuff. Anyways, the
point was, is that he, you know,he started doing videos back in
2016. And they were abysmal,like the the, there was no
traffic, nobody was findingthem. And then he figured out
that he needed to dial into thetype of content that he really
enjoyed. And if he reallyenjoyed that type of content,
(29:56):
people were going to be able tofeel that through their, through
their camera, right, they'regonna be able to hear it in his
voice, they're gonna hear it andsee it in his body language. And
if he's passionate about it,he's knowledgeable about it,
then, you know, that's going tocome across on camera. So once
he figured that out, then it waslike, Okay, well, what's the
next step? You know, maybe I gotto reconfigure some of my
thumbnails to get found. Maybeyou got to reconfigure some of
(30:19):
the titles to get to get foundsome of that SEO type stuff that
you're talking about Dustin,it's funny that we're talking
about video, we're talking aboutcoaching, kind of at the same
time, I actually recently hireda coaching company to do a
YouTube consultation with me, itcost me about 300 bucks us. You
know, the guy spent about anhour and a half with me, we sat
(30:39):
down, he analyzed my channel,went through all of this stuff,
made some really greatsuggestions. And then he was
talking through all threedifferent types of videos and
one was discoverable. So adiscoverable exactly what you're
talking about, if you're anagent, and you're speaking to
the buying and selling public,creating that discoverable type
content, exactly what people aresearching for. The second one
was like a community buckets. Soyou're directing people to the
(31:02):
comments where they're, youknow, going to be asking you
questions, and maybe you'regoing to dump jump into the
comments and answer thosequestions. And then the sales
bucket. So it's like, two to onewas the formula that he gave me
to discoverable to community,one sales bucket where you're,
you're actually asking for thetransaction, which I thought was
very interesting you that thatwhole plan can be applied to not
(31:23):
just real estate, but everysingle business that's out
there.
Dustin Brohm (31:32):
Correct, I mean, my, I think about the products
that I buy, right now, so manyof them are influenced by what
I've seen on Instagram, or aFacebook ad, or somebody who I
follow and I'm connected with,they use that and they recommend
it. And not not that like, Heyguys, today is 20% off. So swipe
up, it's them sharing how theyuse that, that product in their
(31:56):
lives. My wife doesn't reallylike stories on Instagram,
that's her Netflix, she watchesNetflix too, but you know, she
watches them just like she wouldconsume, you know, a show. And
it's amazing. She, you know, shefinds people that she resonates
with. And if they recommendcertain things, she she's
(32:19):
naturally like, Oh, that'sgreat. The reason why is because
when you are yourself when youinfuse some of your own
personality and and just whatyou who you are into your
content, you're going to attractpeople similar to you, Joe
Rogan, in your example. He hestarted attracting people like
him. Like my wife wouldn'tlisten to Joe Rogan, unless
(32:41):
there's a really interestingguests. Because, you know, she
doesn't really resonate with himin his personality style. Cool,
but there's millions who do. Andhe's built the biggest podcast
on the planet, just by talkingwith his friends. Right? Talking
with his friends, and havingsometimes four hour
conversations about ridiculousstuff. But it's great stuff.
(33:03):
Because you attract the rightpeople. And so one of the best
things that I ever did in mycontent career was just being
myself. So I'll curse, I'llforget my, you know, I lose my
train of thought, I'll dropstuff like, and I don't edit it
out, because people can relateto that. And I'm under no
illusion that, that everybodylikes me. I'm sure that I repel
(33:27):
quite a few people. But Iattract the right people, people
that really do connect with me.
And those are the people thatend up hiring me and working
with me, or we become partnersin our business or whatever. And
it's it's just such a superpowerwhen you can be yourself in your
content and show who you are,what is your day? Like? Do you
(33:47):
have a family? What are yourinterests so that others who
have those as well will connectwith you. And then that's what's
gonna make them hire you or buyyour product or use your service
more than the other person's isthey have a personal connection
with you. And if you're tooscripted, and if you're too
rough around the edges and toosalesy all the time, you're
(34:08):
you're preventing a personalconnection for being possible.
And that's where the businesscomes from. That's the magic of
social media right there.
Voiceover (34:20):
If you're enjoying this episode, please rate
review, follow and subscribe tothe SUCCESS Coaching Podcast.
Todd Foster (34:27):
You brought up staying on track. So I'd like to
bounce off that with the themetrack? How do you track your
views? What are you looking for?
What's a win? What's a loss? Iguess, what's the report card?
How would someone understandexactly where they should be? At
this point in time doing blankblank blank?
Dustin Brohm (34:48):
Yeah, but you guys ask really good questions. I
love it. So what I think is isgood like if I do an Instagram
real, what my definition of oh,it performs Well, he's going to
be different than yours. Andit's going to be different from
this person's. So you just kindof know that you you look at all
the insights and numbers thatthe social media platforms give
(35:09):
you, you know, you can getreally into the weeds really
nerdy, on, you know, graphs andcharts and the way things are
trending and stuff, and I lookat that stuff, I love that. But
at the same time, you know, whenwhen something you put out, is
hitting, and you know, when it'snot, you know, if you guys do a
podcast episode, and all of asudden, like, you're getting a
(35:31):
ton of engagement around that,whether that's on social, or
you're getting a bunch ofmessages saying, hey, I really
enjoyed that, or this, this oneguess was really impactful or
whatever. That's, that's how youmeasure it, you know that
there's no metric out there thatshows you scientifically, or
with data, like this was themost impactful episode. But you
(35:53):
just know, you know, so I thinkpeople probably put a little bit
too much stock into analyticsand all of that, you should do
that stuff. You absolutelyshould. But at the end of the
day, are you moving in the rightdirection? Are you getting more
views? Or are you not somethingthat I, I stepped over to the
nerdy side just a few monthsago, and I created a spreadsheet
(36:16):
with a different sheet for eachsocial network. And then I have
my podcast analytics, and then Ihave my income. And so I track
how many impressions I get onInstagram, how many posts did I
make that month? How manystories Did I did I do on
YouTube? How many videos did Ipublish? How many views how much
reach all that stuff? And then Ifigure out okay, is there a
(36:38):
correlation between? And I don'tknow the answer to this yet. I'm
going to hire someone muchsmarter with with Excel than I
am to figure out is there acorrelation between all this
data and my income? And what isthat correlation, because then I
can figure out my KPIs, so I canknow exactly what I should focus
on. Not everyone needs to dothat. Right. Now, you don't need
to do that from the beginning.
If you're if you're just aboutto, like maybe you have a
(37:00):
restaurant, and you haven't doneshit on social media, but you're
about to, you just need tostart, you need to focus on
being consistent with greatstuff and letting people see
what the experience is like, andsee what other people's
experiences like at yourrestaurant. And another going to
want to come great photography,great videos, all of that great
(37:20):
reviews, share that stuff.
Because then people want to comeover time, once you get a handle
on just getting the content outthere, then you can get to the
more nerdy stuff where you'retracking and doing graphs and
stuff. But at the beginning,don't even worry about it. You
just know, oh, I used to get onaverage 40 views. Now I'm
getting 140. And then a monthlater, now I'm getting you know,
(37:43):
700 views, you know, it's movingin the right direction. So just
keep doing the stuff that gotyou there.
Kelley Skar (37:50):
With respect to video and reels. And yeah, I
know you're on the the Over AskPodcast with Eric and Matt here.
I think live That was last week.
Great, guys.
Dustin Brohm (37:59):
That was a fun interview.
Kelley Skar (38:00):
Yeah, we've had them both on our show as well.
And super knowledgeable dudes.
You know, I know you guys weremore than likely talking about
reels and you know, the impactthat that reels have in video.
So I'm curious, polished versusraw? Like, what what is there a
combination? Is there a secretsauce is, is it isn't just as
easy as picking up the phone andyou know, shooting the thing and
(38:21):
posting it up? Like, what areyour thoughts on that?
Dustin Brohm (38:25):
Yes, it is that easy. And yes, if you're not
doing that you should. But youevolve too, you know, once you
be really become a contentcreator, and you know what
you're doing and you've kind ofsettled into a groove, you start
to understand the differencebetween an Instagram story or a
snap, or, you know, a Facebookstory. And then the short form
(38:46):
reels, Tik Toks, Facebookstories, YouTube shorts, there's
a big difference. But you don'tknow the difference. And then
there's also a differencebetween a feed post, like just
posting an image or somethingtext on LinkedIn, or Facebook or
Instagram. They performdifferently. There's a slightly
different audience for them. Andso you have to kind of learn
(39:08):
that by doing I'm just barelystarting to understand the
difference. I am. What I'mreally focused on right now is
all of the above. So some justsome graphics with maybe a
quote. I mean, you just quotedit on your podcast, and it was
just like me taking a screenshotof a tweet. And and putting it
out there. That's one type. Itdoesn't get nearly as much reach
(39:32):
as a reel does so reels, theyneed to be somewhat witty, they
need to be entertaining, theyneed to be informational and
educational. Some of those thatI'm starting to do are the more
polished, more edited stuff.
Because I've seen those workreally well. And I think that
it's going to work well for meand my audience, but then having
Instagram stories in addition toit to add the personal side so I
(39:57):
share, like, going to the gym.
And here's what I'm doing. Orlast night, we took the kids to
ride the Polar Express train upnear Park City, Utah. And, and
just sharing behind the scenes,I would never post that stuff on
YouTube. I would never post thatas an Instagram video. But I
(40:19):
sure as hell do it in stories,because that's what people
expect in stories is the theunedited, the unpolished, the
horrible lighting and the shakycamera, but it's you and your
life. So you have to know thedifference of what's expected in
each place, and then createthem. And and I know that
there's people that arelistening, they're like, how the
(40:39):
hell do you expect me to do allof that? Well, I don't, not
today, but start somewhere, juststart with your stories. One of
the best things that I ever didwas four or five years ago, it's
probably five years ago, Istarted using Snapchat, and
speaking to other real estateagents. And at the time, I
didn't do so well, in video, I,I used to think I needed a
(41:03):
script, I'd have to do multipletakes of things. And I was just
nervous on video, like mostpeople will now I don't care,
like I'm not nervous at all, Icould even get on a stage in
front of 1000 people and I'mbarely nervous. But it started
with practicing 10 seconds at atime doing snaps. And so over
(41:23):
time just doing that you'repracticing to be better at all
the other stuff, you're going togain more confidence, you're
going to become less shy, insuch, and I can't think of a
better place than snaps orInstagram stories to do it.
Because people expect it to belaid back. They don't expect it
to be professionally done. Theyjust expect it to be you. And
(41:43):
what a great place to practice.
Kelley Skar (41:45):
Do you think a REALTOR in 2022 needs a social
media?
Dustin Brohm (41:50):
If they want to be in business, yeah. Here's the
thing. Everyone's on socialsocial is becoming more and more
influential every day. Whetheryou like that or not, whether
you agree with it or not, it'sjust a fact. And when that's the
case, people are finding yourcompetitors in their newsfeed.
(42:11):
They're seeing videos from yourcompetitors, they're seeing
posts from your competitors. Soif you're not showing up in
their newsfeed, you literallydon't exist to them. You
literally don't exist. So if youever want to be hired by someone
who doesn't yet know You, youdon't really have a choice, but
to be on social media. And, andideally social media and running
(42:35):
some paid ads to to be foundwhere you know, where they're
searching for people. So, yeah,I can't. It's sad when I see so
many people who are, they'redoing well today, just from
referrals. But they don'trealize that every one of their
clients who is hiring themtoday, later that night, they're
(42:55):
gonna see a video or a post fromone of their competitors. If
it's an electrician, I just hadan electrician here, putting in
our Tesla charger in the garage.
And he's all based on referrals.
And I'm just thinking, like,that's great for today. But oh
my god, I'm gonna see otherelectricians, like teaching me
how to do something in anInstagram reel. And I'm gonna
(43:18):
forget about this guy, andprobably remember the one who's
showing up on my screen. That'sjust reality. So those referrals
will dry up, because the peoplewho would have hired you based
on a referral, they're not goingto see you, they're going to be
seeing someone else, and they'regoing to be top of mind.
Todd Foster (43:33):
Okay, so I decided to listen to what you're saying.
And I'm going to go get on reelsor Snapchat or Tik Tok. What
would you recommend to someonelike me who doesn't really know
where to begin? And moreimportantly, how often should I
expect to be posting?
Dustin Brohm (43:52):
I would say, start with once a day. on any
platform, you know, whichever.
There's no one right platform.
You know, I used to say Facebookwas my favorite. Now it's become
Instagram. Well, it used to beSnapchat. And it evolves over
time, because I evolve as aperson. So I that just works for
(44:12):
me, if, if someone came to meand they said, You must be doing
tic toc. Like, I don't, I don'twant to do it. Like I'm learning
more about it because I see theopportunity there. But I've also
now built the experience behindme where I can add more on in
the beginning. You can't you'rejust trying to get it done.
You're just trying to frickincreate something and put it out
(44:34):
there without doing it in 162takes. So just by putting it out
there you've you've already won.
Start with start with whicheverplatform you currently enjoy the
most and understand the mostAlright, is probably the one
that you have the biggestaudience on the biggest network.
The biggest number ofconnections on is the one that
(44:55):
you use most you like most. Sostart there just makes the most
sense. then consume a ton ofcontent from others, from your
competitors from others who aredoing well in their fields. The
best content creators are alsothe best content consumers, I
get so many ideas from justwatching other people's stuff.
(45:16):
And I don't exactly like I don'texactly rip off what they've
done. But they may do somethinga certain way. Or they use a
certain song, or it's a certaintopic. And I was like, Oh,
that's a great idea. Like, I'lljust do that with my own spin on
it, of course. So I wouldn'thave like the ideas that I come
up with, I probably have 10% ofthe ideas that I have, if I
(45:38):
didn't consume a ton of othercontent. So that's something
everyone can do today, for free.
They're already doing it. You'realready on social. But do it
more intentionally, and followsome more people intentionally?
And just see how they're doingthings? And then take those
ideas, you get the inspiration,and start putting it out there
(46:00):
yourself?
Todd Foster (46:02):
Have you noticed a trend where our attention spans
getting shorter and shorter dueto things Tik Tok,
reels,Snapchat? When you seethat trend going that way, do
you recommend keeping it shortand simple in the beginning? And
then testing out the longerthings on YouTube? Or exactly
where are you going with this?
Because it seems like it's 15seconds long, it's too long
(46:23):
nowadays.
Dustin Brohm (46:26):
I've seen reels or or videos that within the first
10 seconds, I shut him off. Butthen I've listened to for our
podcast episodes. I've watchedhour and a half long YouTube
videos. So yes, I agree andbelieve that our attention spans
are getting less well. I justthought of this is very
(46:47):
insightful. This is this iscoming to my mind right now, I
don't know if it's our attentionspans, I think our tolerance of
not getting to the point isgetting less and less. I think
we're becoming less and lesstolerant of just a bunch of
fluff. Because we know that ifwe just move on to the next one,
we're gonna get what we'relooking for, whether that's
entertainment, a laugh, or ifwe're searching for an answer to
(47:08):
something, if you if you don'tdeliver it quickly, you're done.
So, so that's, that's certainlyhappening, call it attention
span, call it whatever. But yes,and then a video or a piece of
content needs to be as long asit needs to be, and not a second
longer.
Kelley Skar (47:25):
That is some good insight. You know, just going
back to, you know, I'll oftenlook for things on YouTube to
help me fix this, that or theother thing around the house.
And I'll find myself fastforwarding to the point where
the guy's actually doing thethings so I can just learn, you
know, instead of him, you know,going through and all of the
fluff and all of the crap. It'slike, I don't I don't care. I
(47:46):
don't want to listen to it. Justshow me how to fix the thing.
Right? Yeah, I think that'sthat's really, really relevant.
So as a, as a real estate agent,if I'm going to start a YouTube
channel, should I be the type ofcontent that I'd be putting out?
Obviously, I'd want to put outcontent that buyers and sellers
could obviously consume, and Icould help them with the
(48:08):
transaction, the process, do youwould you mix? If part of my
business model is to attractagents? Sorry, not attract
agents, part of my businessmodel is to generate referrals
from agents from, you know,other parts of the country. And
I'm going to create contentaround that, would you suggest
having two different channelsor, you know, two different
(48:29):
types of content within the samechannel?
Dustin Brohm (48:32):
Yes. So if your audience is different, or their
expectation of the content thatthey're looking for are
different than yeah, on YouTube,you should have different
channels. I've learned thispersonally. Because on my
Massive Agent channel, I wasputting full length podcast
episodes, while also trying todo shorter form, like, you know,
(48:52):
on a four, four or six minutevideo on a certain topic, all on
the same channel. Well, YouTubeis a search engine. It's not a
social network, YouTube, Googleand Pinterest are search
engines. So people that arewilling to listen to a 45 minute
long, full podcast episode onYouTube. That's a different
(49:13):
viewer than someone who's justlooking for a certain topic or
the answer to a question. SoI've learned pretty quickly, I
need to have them separatedthrough channels, because the
algorithm will then see themdifferent and deliver them to
different people, and they'llboth perform better. So I've
learned that through experience,I've had a bunch of my much more
(49:35):
successful YouTube friends tellme basically the same thing. I
just bought it for so long. I'mlike, I just barely got this
channel. Working well, and nowyou're telling me I need another
one? Well, yeah, yeah. Yeah, youdo. But if you're, if you are a
real estate agent, and you justwant to reach the consumer, you
want to reach the localcommunity, and get buyers and
(49:55):
sellers. Then speak to them. Dothe videos on stuff they're
actually searching for. Anddon't do a bunch of crap don't
don't introduce yourself, talkabout your firm, how many homes
you've sold, they're all thatjust deliver what they're
searching for. Now on YouTube, Isee a ton of real estate agents
having success with like aliving in Salt Lake City
(50:17):
channel, a living in Orlando,Florida channel, where people,
people are searching cost ofliving in Orlando, best
neighborhoods to live in are inOrlando, the you know, all that
types of type of stuff likemoving to Orlando. So if you
start to create content likethat, people are searching for
it. And as long as you candeliver the information
(50:39):
concisely, and in a somewhatentertaining way, I don't mean
you have to go be a jokeyjokester, if that's not your
personality, but it has to besomewhat entertaining, it has to
have energy. And if you can dothat I, I'm seeing damn near
every agent that tries thatstrategy consistently, having
success and getting hiredthrough it, which is incredible.
(50:59):
And the same thing applies nomatter what type of business you
have. You just have to know theaudience and what they're
looking for, and then deliverthat. And nothing else.
Kelley Skar (51:09):
You worked a bunch of odd jobs and whatnot in your
early 20s. And, and found thiscareer in real estate, you
obviously didn't have thebusiness knowledge or the
business sense when you wereworking kind of those odd jobs
that you do today. Have youtaken any courses? Have you?
Have you hired coaches alonglike later on in your career?
(51:31):
How did you I mean, other thanexperience, how were you able to
kind of gain the knowledge thatyou have, and, you know, be able
to drive your business the waythat because obviously, you
weren't an entrepreneur at thestart of your, your, your
working life? Right, this issomething that you learned
through through, you know, trialand error. So I'm curious if
you, if you had mentors, if youhad coaches, if you took
(51:53):
courses?
Dustin Brohm (51:54):
Yes, all of the above Kelley, early on, before I
really started to, to hirecoaches, and do all of that and
make a financial commitment. I'mlucky enough to have just found
some mentors along the way, andask them questions and ask them
for help. And they were niceenough to give it. I was
respectful of their time. And Ididn't ask too much. And I
(52:17):
didn't act entitled. But youknow, people want to help they,
people want to help otherpeople. And if you make it easy
for them to do it, chances arethey will. So many people just
make it way too hard. They'llsend you a message with eight
different questions in it. Andthey expect a response, like
busy people that are successful,the people that you want, that
(52:37):
you actually want to be gettingadvice from, don't have time for
that. So ask one question, andmake sure that it's not like
what's the meaning of life? Youknow, make sure it's a so ask,
ask, ask. I'm lucky enough in myin my real estate business, to
have joined a company that I canI have partners and mentors,
(52:58):
just bait built into thebusiness model, and one of my
biggest mentors in life. We'rebusiness partners now just
because of you know, we're bothfinancially aligned, I didn't
have to hire him. I honestly wejoke about this, but I couldn't
afford to hire him if even if Iwanted to. But because we're
aligned financially within ourbusiness, he's been a huge help
(53:20):
to me in on so many levels. Sothat's been amazing. And then
I've hired some some mindsetcoaches, you know, some mental
reprogramming like NLP type ofcoaches and gone, gone to some
trainings and events that havebeen absolutely huge, absolutely
huge for me. So I'm now like,now that I understand how you
(53:42):
can just write a check anddownload someone else's
expertise in a very short periodof time. I'm like, Well, okay,
who else can I hire? Like, whatother check can I write I want
more and more and more. Andwhat's funny is my mentors and
those that are many steps aheadof me that I look to, that's
what they do. They're constantlypaying others for expertise,
(54:03):
they pay money to save timerather than using their time to
save money that's a that's ahuge distinction you know, my
I've always wanted financialindependence so that our family
(54:30):
we can just do whatever the hellwe want. Now what I what I want
to do, like I really enjoybusiness, I enjoy creating
content I enjoy you know,building up other agents, you
know, as part of my team likethere's a lot of that that I
would be doing anyways, which issuper cool. But I want to
continue to build a brand thatbecomes more of a business that
isn't quite so reliant on mepersonally and have a great team
(54:53):
to grow it you know, actuallyrun a business. I I've looked at
like, if I'm using this examplethat Dave Ramsey, his radio
show, like, I've noticed, he'snow starting to build a brand
with other personalities. Soit's not just him. Because at
some, like, at some point, he'snot gonna be able to do it
anymore, or he just doesn't wantto. So and what if something
(55:16):
happened to him? Like ifsomething happened to him, and
he couldn't do his radio showand couldn't do the videos
anymore? The brand is dead, it'sdone. So that's kind of what I'm
thinking of is how can I growthis into an actual business and
actual brand, and have others,you know, leverage the time and
expertise of others. And that'salways excited me, you know that
(55:37):
network marketing has alwaysbeen intriguing to me just
because of that model ofbuilding a sales force and, you
know, leveraging their effortsto build your own business, it's
so more of that. I don't, youknow, a 10 year goal, I don't
exactly know how to articulatethat, articulate that at this
point. But more scaling more,you know, stepping out of the
(56:01):
day to day, and being more likethe CEO, or the visionary is the
direction I'm headed.
Todd Foster (56:06):
So you're purposely doing things on purpose to get
you to where you deserve to benext. Instead of just posting
things just to be postingthings,
Dustin Brohm (56:15):
Right. It's taken me a while to see the vision of
how it all works. But I know whothe audience is, I know what
they need and what they want.
And I know how, by continuing togrow the audience, how, you
know, and understanding how todo that, I now see how that can
grow the business as well. Andit's fun. So yeah, everything I
(56:35):
do is all moving towardssomething like I've I've made
certain decisions aligned withcertain people or certain
organizations or, or removedmyself from certain obligations,
you know, all trying toultimately make more by working
less, and building thefoundation and the platform that
will allow me to do that.
Kelley Skar (56:57):
So speaking of an audience, you have a great
podcast called the Massive AgentPodcast that's geared towards
real estate agents and loanofficers. Why did you select to
focus on those two industries,solely?
Dustin Brohm (57:10):
Loan officers and REALTORS are the same, we do the
same things, we just, we allhave the same customer, same
customer, most loan officersdon't quite understand this,
because they're constantlytalking about mortgages, as if
anybody wants a mortgage, no onewants a mortgage. It's just a
necessary evil to get the house.
So we work with the samecustomer. And so we need to be
(57:31):
speaking the same language. Soeverything that I teach agents
loan officers can and should bedoing as well. And, you know, I
just don't think many of themunderstand that that yet there.
They still think that peoplewant a mortgage and want to hear
about the interest rates of theday and everything. Nobody wants
that crap. They want the house.
Kelley Skar (57:52):
Hey, man, well, thank you so much for your time.
We really appreciate the almost,I guess about an hour that we've
had an opportunity to chat withyou. I think you've brought
tremendous value to ouraudience. And I love following
you I love your content that youcontinue to push out. Just let
our audience know where they canconnect with you online.
Dustin Brohm (58:09):
Thank you guys for having me on. This has been a
blast. massiveagentpodcast.comis kind of home base, but my
Instagram profile at@massiveagent, same on Facebook
@massiveagent, and then YouTube.
So the good thing about being anonline marketer is you're not
hard to find. So you know,Google Dustin Brohm or Massive
Agent, you'll find me. Yeah,just follow me on social or
(58:33):
listen to the podcast. It allworks.
Todd Foster (58:36):
All right.
Kelley Skar (58:37):
Awesome.
Voiceover (58:39):
Thanks for listening to this episode of the SUCCESS
Coaching Podcast. If you'veenjoyed this episode, please
follow or subscribe to theSUCCESS Coaching Podcast at your
favorite podcast provider. Forspecial access to past
recordings, videos of pastepisodes, and more, please
become a SUCCESS CoachingPodcast Companion at
successcoachingpodcast.com.
Welcome to the SUCCESS Coaching Podcast. On
today's episode, our guestDustin Brohm shares his own
personal journey to successbecause success is a journey,
not a destination. Here's thehosts of the SUCCESS Coaching
Podcast, Todd Foster, AlyssaStanley and Kelley Skar.
Alyssa Stanley (00:25):
Welcome back to this SUCCESS Coaching Podcast.
My name is Alyssa Stanley, I amhere with Todd Foster and Kelley
Skar. Today, we get to sit downwith Dustin Brohm, who created
the Massive Ggent, a real estateeducation brand to effectively
help real estate professionalsto see success in their
businesses. Massive Agent offersFacebook ads coaching, general
(00:47):
coaching for REALTORS, andcoming soon online courses on
mastering Facebook ads and othermarketing strategies. He's an
Inman speaker and contributorblogger. His work has been
published on prominent realestate sites like Zillow blog,
Housing Wire, RIS Media, HomeLight, realtor.org, Inman, Ad
Works, Zurple, and more. Dustinis also a national speaker and
(01:10):
trainer as he believes thatauthenticity is the key to doing
business more effectively. Andthat being yourself not only
enhances the right client foryou, but discourages the wrong
ones from approaching you aswell. Welcome Dustin, so glad to
have you here.
Dustin Brohm (01:26):
All right, appreciate you guys having me
on. This is awesome. I'm honoredto be here.
Kelley Skar (01:30):
Why don't you kind of dive in and give us the you
know, the Coles Notes version ofwho Dustin is and, you know,
kind of where you started andwhere you're where you're at
today?
Dustin Brohm (01:37):
Sure, yeah.
Ultimately, I'm a marketer whosells homes. And it took me a
while to settle into that role.
I, you know, I got my realestate license to become a
realtor about 11 years ago,almost exactly 11 years ago. And
at the time, I was a real estateagent. And then I learned
because I didn't get anybusiness and wasn't selling any
(01:59):
homes that, Oh, my God, I haveto learn how to attract clients,
I have to actually get people inthe door. And that's, that takes
advertising and marketing, whichI knew nothing about at the
time. And out of necessity. I,you know, started learning about
social media and, and paidtraffic. I started with
blogging, actually about threeor four years into my career.
(02:22):
You know, like I said, it wasout of necessity, I was starving
to death, basically. And I waslike, How the hell can I get
some, some clients to work withbecause I was relying on a team.
And they weren't giving me verymany, like a couple clients here
or there. And I'm, I'm like,Well, this sucks. Like, I see
these people selling 500 homes ayear. What's the difference? I
(02:43):
at the time thought, well, maybethey're just a great realtor.
And I'm not. And I've learnedthat has nothing to do with it.
You have to be good. But it'sit's how good are you at
marketing and getting newclients in the door and
generating new conversations. SoI Googled how to get real estate
leads. And it opened my eyes tocontent marketing, attraction
(03:03):
marketing. Before I was justfollowing someone who had knock
on doors, cold call, where hisstupid name tag in the produce
section of the grocery store andtalk to people, which and I
don't, I don't like when peopledo that, to me, it is so
unnatural for my personality.
And so I didn't have any successdoing it. If you're if you're
doing something that you justhate. How the hell are you going
to have any success, you're notgoing to be able to do it long
(03:26):
enough, or well enough, or withthe enthusiasm you need to to
succeed. So you know, I Ilearned about attraction
marketing. And immediately itwas like, Wait, that's for me,
if that's real, if I really cando a video or write a blog
article, or do some a podcast orwhatever now. And people could
(03:47):
actually come to me and want towork with me. That's, that's for
me, that fits my personality.
Then I met some mentors, onGoogle Plus, of all places, who
we had little community of realestate bloggers. And I just
started doing exactly what theywere doing. And they were
selling a bunch of homes, andthey were writing articles being
(04:08):
found on Google when peoplewould search locally. I just
started following what they'redoing. But I learned pretty
quickly to creating the contentis not everything. It's
important. But it's only part ofit. It's it's half of it. You
can create the best video thebest post the best article ever.
Like people weep when they readit. But what if they don't know
(04:31):
what exists? What if they'venever actually seen the video?
What if they don't know you havea video? What if they don't know
that you have an Instagramprofile with that video on it?
So I learned pretty quick youhave to get really good at
promoting the content youcreate. And that's what brought
me into social media marketingand, and realizing I'm actually
(04:53):
even though I'm selling homes, Ireally love and got really
frickin good at the marketingside. I'm a marketer. Who
happens to sell homes. And Ithink anyone listening, you
could be a dentist, you could bean electrician, you could be
making your own soap or youcould be an ecommerce store. But
you need to be a marketer first,who happens to be a dentist. And
(05:13):
if you can start thinking likethat your world will change. And
my world changed once I once Ileaned into that role.
Kelley Skar (05:19):
Why did you get into real estate? And I guess
the real question is, why didyou choose real estate?
Dustin Brohm (05:25):
All the all the dead end do jobs that so many,
you know, early 20s dudes willdo like detailing cars, call
centers, I was a debt collector,which was very interesting. It
did some construction, you know,like some some handyman type
construction stuff, which was,which was helpful, like I
learned some skills. But it wasall just dead end stuff. And
(05:49):
right before I got into realestate, I was serving and
bussing at a restaurant here inSalt Lake while also working at
backcountry calm. As a gearexpert, which was just fun. I
got to talk about snowboards,and rock climbing stuff all day
long. That was cool. But there,it wasn't a career, there were
jobs. And I got fired from bothwithin the same week. I was not
(06:12):
the best employee.
Todd Foster (06:13):
Congratulations.
Dustin Brohm (06:14):
Exactly. In hindsight, what a blessing at
the time. It was this huge lowpoint in my life. But my mom
recommended that I read RichDad, Poor Dad, and I knew
nothing about it. I just knewthat it had the word rich in it.
And that's something I want itto be in at that time where
money is what I didn't have. Iwas gonna read the book. I read
(06:36):
it, and it showed me realestate's where you need to go.
And like, it's amazing how justone thing leads to another when
you look back at the at the thisthin thread that connects
everything and had not gottenfired. Would I ever read that
book? And if I didn't read thatbook, what would I be doing
right now? I have no idea. Imight still be like serving
(06:57):
tables at a differentrestaurant? I don't know. But
yeah, I was doing all thatstuff. So real estate's really
my first career of my life.
Todd Foster (07:06):
So you got in real estate, was it because of the
fact that like most of us, inreal estate, we didn't have many
more options? Was it the senseor the perception that it would
be easy, and you could be makinga million dollars in the next
three months? What reallyattracted real estate other than
your mom, which is nice that youactually listen to your mom in
your 20s?
Dustin Brohm (07:26):
I listened to her very little but thank God, I
didn't think that I listenedsometimes. So reading Rich Dad,
Poor Dad, it was all about, youknow, investing in real estate,
like, you know, having a rentalproperties and stuff like that.
And so that's what I was gonnado. And you know, when you're
watching a indie watching flipthis house on a&e, and they make
80 grand in 30 minutes. Youknow, obviously not literally,
(07:49):
but they make it look so doable.
Not not easy. I didn't, I neverthought that it was going to be
easy. But I thought that it waseasier than it was for me. But
it just looked like somethingthat I could do. And I saw Wait,
there's no limit to the incomehere. Every other job I've ever
had, the limit is how many hoursyou can work. And I'm like, wait
(08:09):
a minute, this is this issomething where that that's not
the case. Like you could, youcould make a million dollars,
but work 10 hours. You know,they're not connected when
you're an entrepreneur. So thatwas really cool. And I was fully
intending to be a real estateinvestor. And we bought our
first house, my parents and I wepartnered on buying our first
(08:34):
place. And we were going to flipit, we had a real estate agent
that a good friend who runs apretty big team here in Salt
Lake recommended it was one ofhis agents that he hooked us up
with. We didn't know anything.
We didn't know who's a goodagent, we didn't know which
questions to ask to see if theywere good. And you know, so
like, Okay, if you say this tothe person or the person? Well,
(08:56):
they, we were relying on them totell us how much the house will
be worth after we fixed it up.
And they were wrong. They werethey were off by about 15 or 20
grand. And our profit marginthat we were hoping to get was
about 15 or 20 grand. So can'tsell the house and make a profit
made no sense. So we ended upholding it as a rental, which
was another blessing indisguise. We ended up cash
(09:17):
flowing quite well and sold itfor, you know, years later for,
you know, twice as much as webought it for. But it showed me
that you can't rely on someoneelse. If you want to really be a
successful real estate investor,for example, you've got to have
your own license. And thepresident of the local investor
Association told me as much he'slike if you have any shot of
(09:39):
being successful, you need toget your license for a bunch of
different reasons, access to theMLS. You know, you could list
your own homes, buy your ownhomes, there's commissioned all
this stuff. And I'm like, Okay,so I'm going to get my license
and then I'm going to startflipping homes and making a
million bucks. And I somehow gotreferred a client to work with
With a buyer and I helped thembuy a condo through a short
(10:01):
sale, which most new people inreal estate don't even know what
the hell a short sale is.
They're, you know, legends fromfrom years past. And you know,
something about that process ofhelping them I loved. But if I'm
being honest, there was anactual paycheck at the end,
which had not yet happened inreal estate. And so I'm like,
(10:23):
Okay, if there's an actualpaycheck, I should just keep
doing this. And so I did, I justI doubled down as the
traditional real estate agentguy, not having a clue how any
of it worked. And, you know,needing to now figure that out.
Kelley Skar (10:38):
And then you get into the world of blogging.
Dustin Brohm (10:40):
Yes.
Kelley Skar (10:40):
Right. And figuring out how to generate Real Estate
Leads.
Dustin Brohm (10:43):
Yeah.
Kelley Skar (10:44):
So I mean, it's very similar paths, actually,
there's a lot of intersectionpoints between your career and
mine. And, and I started 15, I'min my 15th year now. And about
three years, in four years in Iwent the digital route myself, I
started to focus on videoblogging, and, you know,
creating my own content, it tookabout two years for it to take
(11:05):
hold, in order to actually startgenerating a decent amount of
leads for myself. 2012 was abreakthrough year where every
single lead that I generated wascompletely completely organic.
Right. And, you know, theconversion levels with organic
leads just go through the roofinstead of, you know, as opposed
to paid advertising. So I'mcurious, what would be your
advice today for somebody that'slooking at, you know, perhaps
(11:28):
following a similar path,considering the saturation of
the market. And, you know, ontop of that these big mega teams
that are spending, you know, 10sof 1000s of dollars every single
month on on paid advertising,
Dustin Brohm (11:40):
I wish that I had known how marketing is so
important. I didn't know thatthey don't teach you anything
about that in real estateschool, they don't teach you
anything about anythingimportant. Like, how many feet
are in an acre? Like, who cares?
Kelley Skar (11:54):
They do teach you how to protect your ass, though.
Dustin Brohm (11:56):
Yes, how does how to stay out of jail once a
little bit, but it has nothing.
Kelley Skar (12:00):
That's right.
Dustin Brohm (12:01):
But at the same time, like not really, you know,
you've got to you got to learneverything after you're
licensed, which is fine. But hadI understood that marketing is
everything, I would have focusedon it a lot faster. And I would
have used all these free toolsthat are available, like social
media, you know, video, YouTube,Facebook, Tik Tok everything.
(12:22):
And I would have, I would haveused them the right way. So I
learned everything that I'vedone, every every bit of success
I've ever had, has been throughtrial and error. For the most
part, it hasn't been until ayear or so ago that I actually
started to hire people who couldjust shorten the learning curve
for me, like taking a coursehiring a coach or mentor. But,
(12:46):
man, I would say that every oneof us, even myself, we are
squandering this opportunitythat we have right here in our
hands at all times. With socialmedia, you just have to use it
the right way, which very, veryfew real estate people do very,
very few business owners andentrepreneurs of any kind, do
(13:07):
the right way. And I mean,spoiler alert, the reason is,
why is we're all telling peoplewhat we want them to hear a
word, we're using it to tellpeople, Hey, you should hire me,
because you should come, youshould, you know, be a customer
of ours, because you should buymy T shirt, because rather than
showing people what they want tosee the very, very big
(13:30):
difference. And if you can makethat shift in your head, every
time you're about to postsomething like okay, is this am
I just posting this? Because Iwant someone to know this? Or is
it something that'll actuallyadd some value to their life,
and potentially attract them toour brand? And you know, the
answer to that question iseverything. Most people don't
ask the question.
Todd Foster (13:50):
You got in real estate, and you had a flop of a
flip. And then you start shortsales, which can take years, it
feels like. You had so manychances to get out and leave.
What kept you there? Other thanthe paycheck at the end?
Dustin Brohm (14:07):
Man, Todd, that's such a good question. I had
another podcast interviewrecently that asked me that,
that it kind of blindsided me,and it still kind of does.
Because while I was struggling,and, you know, some severe
strains on my marriage, and youknow, with our, our son at the
time, who was, you know, anewborn? Like, not good times.
(14:30):
But I don't think I ever thoughtabout going and doing something
else. I believe I felt trapped,like I had gone so far down this
road that I had to figure it outthat I couldn't just quit now
and go to law school or go get ajob at this place, or whatever
like it. So I didn't reallythink about it. So I felt
(14:51):
trapped. And at the time, Ithink that was probably a
negative. But what a blessing.
Like I had burned the boats andI didn't even realize it. So I
didn't have any other choice butto figure this out.
Kelley Skar (15:01):
You mentioned early on that there were some major
strains on your marriage. Howdid you convince your partner
that this was the right path foryou that this is going to be the
right way to go?
Dustin Brohm (15:12):
Oh, that is, that is such a good question. Like,
honestly, I think that I justhave an amazing wife that for
some reason, believed in myvision, or trusted that I could
actually do what I said I wasgoing to do, even though I
hadn't really shown her that Icould, I, there wasn't a whole
lot, I think she could just tellthat there was conviction in my
(15:34):
voice that I was actually goingto build something, and met all
of this stuff that you may notsee a payoff from for nine
months or 12 months, you know,like, starting to blog, or
starting to do YouTube videos,or whatever, that, hey, this
actually does lead to income,but indirectly. And so I think
(15:56):
I'd love to ask her thatquestion. You know, why the hell
did you did you stick around andput up with me, but I think, I
think she just somehow believeme. So that still kind of
boggles my mind. But thank Godshe did.
Kelley Skar (16:09):
Well, I mean, you're in sales. So that's
there's, there's, there's partof it, right? I remember having
a very vivid conversation withmy wife back at the end of 2011.
And it was the same sort ofthing she was pushing, I was,
you know, I spent 10 years inthe trades and, and, you know,
we 2011 was a very up and downyear, I think I had a massive
month in May, and then didn'tsee a paycheck until September.
(16:30):
And, you know, here we aresitting, you know, in our
bedroom at the end of the year.
And she's like, you know, youneed to you need to go back to
welding, you need to get back inthe industry, I need to see a
regular paycheck. And I havebeen doing everything, exactly
what you've talked aboutblogging video, everything that
I've been doing for two years, Iknew I felt it in my bones that
it was going to pay off, youknow, and 2012 was going to be
(16:51):
that breakthrough year. So I hadto do a massive sales job. And
you know, for whatever reason,she just kind of, she bought
into that I think like you saiddust and it's something to do
with the conviction in your inyour voice and, you know, the
kind of the authority and it'slike, I know this is gonna work
and you know, what, if itdoesn't, I've always got kind of
a backup plan anyways, but, youknow, I was of the same mindset
(17:12):
where it's like, I'm gonna burnthe boats at the beach, and I'm
never going back to welding likeever, man. Right. And and so
it's very similar. I think, ourpartners, our wives, you know,
that I think it is a greatquestion to ask your wife
because I you couldn't you justcan't put words in her mouth.
There's something that she sawprobably in you that she just
(17:33):
she believed in you. I thinkthat maybe that's what it is.
That's all it was. She justbelieved that it was because you
believed it so deeply and sohard. You know, she couldn't
help but not believe it herself?
I don't know. Maybe that's whatit is.
Dustin Brohm (17:50):
I think so to a certain extent. I, I, I think
the honest answer to is sheprobably felt a little trapped
also, like, what the hell elsewe're gonna do? You know, like,
I've got to trust him, like,what else is it going to do? So
sometimes that works out. It'scrazy.
Todd Foster (18:09):
So from the time you started real estate to the
time you felt like you finallymade it, whatever that made it
is, how long do you think thattook?
Dustin Brohm (18:19):
I still don't think I'm there. To be honest. I
mean, I feel pretty good aboutwhat I've built. And, you know,
the flexibility I have, and, youknow, like, I can do whatever I
want. Each day, I can go take mykids to lunch during the middle
of the day, you know, I havefull control over all that,
which is awesome. And I'm prettyproud of the brand. I've built
(18:42):
the audience I've built thebusiness I've built. But you
know, I think this is theentrepreneurs curse is you know,
when you're constantly strivingfor that next level, you never
feel like you've arrived. And solike, I know, I've had success
that doesn't that's not lost onme. But I don't feel like I
don't know, I don't considermyself a successful person yet.
Todd Foster (19:05):
Interesting. So when you were young, and you
said, you know, I can't wait togrow up to be a real estate
agent who blogs and does socialmedia.
Dustin Brohm (19:12):
Right.
Todd Foster (19:13):
Are you living what you thought you'd be? At this
point in your life?
Dustin Brohm (19:17):
Oh, God, no, no.
Growing up, I just thought I'dhave a good job and just keep
working my way up the up theladder, because that's what I
that's what I had been modeledmy whole childhood. I didn't
have anyone in my family,anywhere that was a business
owner or an entrepreneur at all,so like, it's crazy to think
about how I've, you know, singlehandedly changed the change the
(19:41):
family tree, if you will, justby some decisions, just by some
decisions and being stubbornenough not to quit. You know,
now my son is seeing that I Ihave my own company, and I do my
own thing, and I'm my own boss,all of that. Because he, he
(20:02):
hears about how there's bossesthat are mean, and the employees
that don't like the boss,because that's what he sees in
TV shows and stuff. And he'sseeing something different in
his life, which is cool. And Ididn't have that. So yeah, and
now just being surrounded by thefriends that I have, I've chosen
very well luckily, that the someof the friends I have are so
(20:25):
much further ahead than me withwith income with with size of
business with everything. But Ilove that, you know, thank God,
I'm not the one that you know,that I like being the dumbest
guy in the room. I love that,like, I feel like that now,
which is fantastic. And Iwouldn't have it any other way.
Kelley Skar (20:46):
So you posted something onto your Instagram
here the other day, I'm gonnaread it out real quick. And then
I'm going to get you kind ofdive a little bit deeper on
that. And obviously, it'srelevant to our audience. And
basically, you said that coachor courses too expensive and air
quotes, experiences taught methat the most that most times
it's much more expensive not todo it. And you kind of expand on
(21:06):
that a little bit further?
Dustin Brohm (21:07):
Absolutely. This is something that I've learned
the hard way. But when I firststarted to learn about content,
marketing, and blogging, andthen Facebook advertising, to
promote the content that I hadjust created, I looked at some
of the courses that were outthere, and some of the coaches
that would show people Hey,like, here's how to do it,
(21:28):
here's the blueprint, this, youknow, so you can be getting
leads tonight. And I'm like,Ooh, $500, or oh, you know,
$2,000, or whatever. And inhindsight is such a small amount
of money. But at the time whenyou literally don't have it, or
you're in a scarcity mindsetwhere like, you probably could
find it, but you're just like,can't afford it. Can't afford
(21:51):
it. And so many, how many of ushave done that, you know, some
of us are still doing it. Andit's just it's a horrible habit,
rather than asking, How can Iafford that? How can I come up
with that? Because I used to seethe course the coach, the
conference, the seminar, as anexpense. It's 100% an
(22:13):
investment, as long as youchoose what choose wisely. You
know, you can't just go withsome, there's a lot of these
Instagram coaches that are 17years old, but their life
coaches, probably not the best,probably not the best
investment. But you know, whenyou when you're looking at a
credible course, or a coachingprogram or whatever, it I cannot
(22:39):
imagine how much further ahead,I'd be how much more money I
would have made, how many morehomes I would have sold, how
much faster I would have donethat? Had I just downloaded
someone else's knowledge,someone else's expertise, paid
them for it, but been able toshorten the learning curve. So
what took me over a year couldhave taken me 30 days. How many
(22:59):
missed? You know, I can't evenfathom how much further ahead
I'd be. And so that's why I saynot not spending the money on
the course, or the coach couldbe one of the biggest, most
expensive mistakes ever. Becauseof the lost income the missed
opportunity.
Kelley Skar (23:18):
Okay, so let's say that I'm a struggling
entrepreneur, and I don't havemuch money. What would you
recommend to someone sincesocial media is the way to go?
Where should I invest the mostmoney into?
Dustin Brohm (23:30):
Social media, for sure.
Kelley Skar (23:32):
Okay. Okay. So what type of platform should I
concentrate on?
Dustin Brohm (23:38):
Well, that depends on what you're doing for a
living for real estate agentswho want to get buyers and
sellers to hire them, YouTube, Imean, get a decent camera for
800 bucks, some lighting, youknow, for 50 bucks, you could
have some amazing lighting, andmake your videos just look so so
so good. Learn how YouTube is asearch engine and not a social
(23:59):
media platform and follow acertain formula of creating
content that people aresearching for. This is not just
for real estate agents. There'sa site out there called Answer
the public answer thepublic.com. And you can just
type in your city. And then itshows you what people are
searching for around that topic.
And it shows you like are therea lot of search? Is there a lot
of search volume? Is there alittle and it's telling you
(24:21):
literally the questions peopleare asking, and then you answer
those questions. So if you are aif you install swimming pools,
and you find out which questionspeople are asking the internet,
about swimming pools, and thenyou just go answer them online,
YouTube, social media videos,articles, all of the above,
(24:44):
mixed together on your website.
You're going to explode becausepeople are going to find you
because you're answering thequestion that they have. And
there's a book that's calledthey ask you answer I believe
they Ask you answer that. Mymentor Clayton recommended, and
it's all about this, it'ssomebody, the author is a, he
(25:08):
does something with pools. Ithink that's why I came up with
the example. But he has thenumber one, like swimming pool
website on the planet, just byfinding out what are people
asking and answering thequestions. If you're a dentist
that works, if you're acontractor, that definitely
works if you're a plumber. Youknow, if you are starting a
(25:29):
boutique, you know, when peopleare asking about certain
fabrics, or certain styles orwhatever makeup, whatever people
are asking, answer thequestions, and do it with the
free tools that exist right now.
And, and so it doesn't need tocost a lot of money. But you're
gonna have to put in someeffort.
Todd Foster (25:48):
I love that you said, you're going to explode.
So, when you talk about theexplosion happening, and you're
posting YouTube videos, and noone's watching them, or you're
doing a podcast, no one'slistening to it. That's when you
would advise them to do whatnext?
Dustin Brohm (26:04):
That Todd, fantastic question. You need to
really ask, Are these good? Arethese videos good. And if they
if they really, really are, thenyou just haven't been doing it
long enough, or you're notgetting enough people to know
about it, maybe you need tolearn SEO so that more people
find your articles, maybe youneed to run some ads to get
(26:26):
people to, you know, to actuallyget to your website. There's
always something that you can doto improve, you know, the the
promotion of your content, butmake sure that the content is
good. Now the good isn'tnecessarily in your eyes that's
in the eyes of the viewer, orthe person consuming it. And
(26:46):
when I say good, does itactually meet their needs? So if
you're, if they're asking aquestion, and you're answering
it, did you answer it? Well, sosometimes you it takes us an
extreme amount of self awarenessto do this. And being honest
with yourself and kind ofputting yourself in the eyes of
the consumer who was looking forwhatever it is that you're
(27:07):
offering, whatever product orservice you have, put yourself
in those shoes, if you werethem? Would what you just
created, even get your attentionwould answer their question,
would it answer their questionquickly enough? Or is the video
too long? Do you take way toolong to get to the point. So the
thing that I recommend look atothers who are doing it very,
(27:27):
very well. In any industry, itdoesn't matter. And just
literally do what they're doing.
There's there's bits and piecesof how they do things that you
can implement. So look at howlong are their videos? You know,
what? Do they have a hook in thebeginning? How long is that
hook? What is a hook? You know,then how do they do it? Are they
doing lists? Like the fivethings you need to know about
(27:50):
this? What are the trends thatyou find in the in the content
that gets your attention. Andthere's, we're not inventing new
new things here. Like this isn'tthe medical field, we're not
inventing new compounds, youknow, we're we're trying to get
people to hire us or buy ourproduct. And so marketing, just
rip off and duplicate whatothers are doing well, with your
(28:12):
own spin on it that's relevantto whatever it is you're
offering. And that's theformula, but it takes stepping
back, looking at, like whenyou're when you're scrolling
Instagram later today. Whatever,whenever you stopped to look at
something. Be conscious aboutwhy you stopped. What made you
stop? Was it colorful? Was it avideo that was moving? Was it an
(28:35):
image that you recognize likemaybe your your town, or a place
that you you've been was in thebackground? Or maybe it's
something to static that youhaven't seen in 30 years or
whatever? What about the stuffthat gets your attention? Like,
why did it get your attention?
(28:55):
What about it got yourattention? And then now you can
notice, okay, here's sometrends. Now I can do this as
well. And most people don't dothat. They're just like, hey, my
content created. It's out there.
I did my job boxes checked. Now.
Where's all the viewers? It?
Maybe it works that way. Butusually you've got some tweaking
to do.
Kelley Skar (29:14):
Yeah, we had a conversation with with Don Hobbs
here recently. And I brought upJoe Rogan's podcast he was
interviewing was Jimmy CrosettiI think he's got a YouTube
channel and he talks aboutancient ancient civilizations
and kind of really dials downinto that whole niche, you know,
(29:34):
ancient, ancient Rome,Egyptians, like, you know, all
of these different civilization.
He was in some some really deephigh level stuff. Anyways, the
point was, is that he, you know,he started doing videos back in
2016. And they were abysmal,like the the, there was no
traffic, nobody was findingthem. And then he figured out
that he needed to dial into thetype of content that he really
enjoyed. And if he reallyenjoyed that type of content,
(29:56):
people were going to be able tofeel that through their, through
their camera, right, they'regonna be able to hear it in his
voice, they're gonna hear it andsee it in his body language. And
if he's passionate about it,he's knowledgeable about it,
then, you know, that's going tocome across on camera. So once
he figured that out, then it waslike, Okay, well, what's the
next step? You know, maybe I gotto reconfigure some of my
thumbnails to get found. Maybeyou got to reconfigure some of
(30:19):
the titles to get to get foundsome of that SEO type stuff that
you're talking about Dustin,it's funny that we're talking
about video, we're talking aboutcoaching, kind of at the same
time, I actually recently hireda coaching company to do a
YouTube consultation with me, itcost me about 300 bucks us. You
know, the guy spent about anhour and a half with me, we sat
(30:39):
down, he analyzed my channel,went through all of this stuff,
made some really greatsuggestions. And then he was
talking through all threedifferent types of videos and
one was discoverable. So adiscoverable exactly what you're
talking about, if you're anagent, and you're speaking to
the buying and selling public,creating that discoverable type
content, exactly what people aresearching for. The second one
was like a community buckets. Soyou're directing people to the
(31:02):
comments where they're, youknow, going to be asking you
questions, and maybe you'regoing to dump jump into the
comments and answer thosequestions. And then the sales
bucket. So it's like, two to onewas the formula that he gave me
to discoverable to community,one sales bucket where you're,
you're actually asking for thetransaction, which I thought was
very interesting you that thatwhole plan can be applied to not
(31:23):
just real estate, but everysingle business that's out
there.
Dustin Brohm (31:32):
Correct, I mean, my, I think about the products
that I buy, right now, so manyof them are influenced by what
I've seen on Instagram, or aFacebook ad, or somebody who I
follow and I'm connected with,they use that and they recommend
it. And not not that like, Heyguys, today is 20% off. So swipe
up, it's them sharing how theyuse that, that product in their
(31:56):
lives. My wife doesn't reallylike stories on Instagram,
that's her Netflix, she watchesNetflix too, but you know, she
watches them just like she wouldconsume, you know, a show. And
it's amazing. She, you know, shefinds people that she resonates
with. And if they recommendcertain things, she she's
(32:19):
naturally like, Oh, that'sgreat. The reason why is because
when you are yourself when youinfuse some of your own
personality and and just whatyou who you are into your
content, you're going to attractpeople similar to you, Joe
Rogan, in your example. He hestarted attracting people like
him. Like my wife wouldn'tlisten to Joe Rogan, unless
(32:41):
there's a really interestingguests. Because, you know, she
doesn't really resonate with himin his personality style. Cool,
but there's millions who do. Andhe's built the biggest podcast
on the planet, just by talkingwith his friends. Right? Talking
with his friends, and havingsometimes four hour
conversations about ridiculousstuff. But it's great stuff.
(33:03):
Because you attract the rightpeople. And so one of the best
things that I ever did in mycontent career was just being
myself. So I'll curse, I'llforget my, you know, I lose my
train of thought, I'll dropstuff like, and I don't edit it
out, because people can relateto that. And I'm under no
illusion that, that everybodylikes me. I'm sure that I repel
(33:27):
quite a few people. But Iattract the right people, people
that really do connect with me.
And those are the people thatend up hiring me and working
with me, or we become partnersin our business or whatever. And
it's it's just such a superpowerwhen you can be yourself in your
content and show who you are,what is your day? Like? Do you
(33:47):
have a family? What are yourinterests so that others who
have those as well will connectwith you. And then that's what's
gonna make them hire you or buyyour product or use your service
more than the other person's isthey have a personal connection
with you. And if you're tooscripted, and if you're too
rough around the edges and toosalesy all the time, you're
(34:08):
you're preventing a personalconnection for being possible.
And that's where the businesscomes from. That's the magic of
social media right there.
Voiceover (34:20):
If you're enjoying this episode, please rate
review, follow and subscribe tothe SUCCESS Coaching Podcast.
Todd Foster (34:27):
You brought up staying on track. So I'd like to
bounce off that with the themetrack? How do you track your
views? What are you looking for?
What's a win? What's a loss? Iguess, what's the report card?
How would someone understandexactly where they should be? At
this point in time doing blankblank blank?
Dustin Brohm (34:48):
Yeah, but you guys ask really good questions. I
love it. So what I think is isgood like if I do an Instagram
real, what my definition of oh,it performs Well, he's going to
be different than yours. Andit's going to be different from
this person's. So you just kindof know that you you look at all
the insights and numbers thatthe social media platforms give
(35:09):
you, you know, you can getreally into the weeds really
nerdy, on, you know, graphs andcharts and the way things are
trending and stuff, and I lookat that stuff, I love that. But
at the same time, you know, whenwhen something you put out, is
hitting, and you know, when it'snot, you know, if you guys do a
podcast episode, and all of asudden, like, you're getting a
(35:31):
ton of engagement around that,whether that's on social, or
you're getting a bunch ofmessages saying, hey, I really
enjoyed that, or this, this oneguess was really impactful or
whatever. That's, that's how youmeasure it, you know that
there's no metric out there thatshows you scientifically, or
with data, like this was themost impactful episode. But you
(35:53):
just know, you know, so I thinkpeople probably put a little bit
too much stock into analyticsand all of that, you should do
that stuff. You absolutelyshould. But at the end of the
day, are you moving in the rightdirection? Are you getting more
views? Or are you not somethingthat I, I stepped over to the
nerdy side just a few monthsago, and I created a spreadsheet
(36:16):
with a different sheet for eachsocial network. And then I have
my podcast analytics, and then Ihave my income. And so I track
how many impressions I get onInstagram, how many posts did I
make that month? How manystories Did I did I do on
YouTube? How many videos did Ipublish? How many views how much
reach all that stuff? And then Ifigure out okay, is there a
(36:38):
correlation between? And I don'tknow the answer to this yet. I'm
going to hire someone muchsmarter with with Excel than I
am to figure out is there acorrelation between all this
data and my income? And what isthat correlation, because then I
can figure out my KPIs, so I canknow exactly what I should focus
on. Not everyone needs to dothat. Right. Now, you don't need
to do that from the beginning.
If you're if you're just aboutto, like maybe you have a
(37:00):
restaurant, and you haven't doneshit on social media, but you're
about to, you just need tostart, you need to focus on
being consistent with greatstuff and letting people see
what the experience is like, andsee what other people's
experiences like at yourrestaurant. And another going to
want to come great photography,great videos, all of that great
(37:20):
reviews, share that stuff.
Because then people want to comeover time, once you get a handle
on just getting the content outthere, then you can get to the
more nerdy stuff where you'retracking and doing graphs and
stuff. But at the beginning,don't even worry about it. You
just know, oh, I used to get onaverage 40 views. Now I'm
getting 140. And then a monthlater, now I'm getting you know,
(37:43):
700 views, you know, it's movingin the right direction. So just
keep doing the stuff that gotyou there.
Kelley Skar (37:50):
With respect to video and reels. And yeah, I
know you're on the the Over AskPodcast with Eric and Matt here.
I think live That was last week.
Great, guys.
Dustin Brohm (37:59):
That was a fun interview.
Kelley Skar (38:00):
Yeah, we've had them both on our show as well.
And super knowledgeable dudes.
You know, I know you guys weremore than likely talking about
reels and you know, the impactthat that reels have in video.
So I'm curious, polished versusraw? Like, what what is there a
combination? Is there a secretsauce is, is it isn't just as
easy as picking up the phone andyou know, shooting the thing and
(38:21):
posting it up? Like, what areyour thoughts on that?
Dustin Brohm (38:25):
Yes, it is that easy. And yes, if you're not
doing that you should. But youevolve too, you know, once you
be really become a contentcreator, and you know what
you're doing and you've kind ofsettled into a groove, you start
to understand the differencebetween an Instagram story or a
snap, or, you know, a Facebookstory. And then the short form
(38:46):
reels, Tik Toks, Facebookstories, YouTube shorts, there's
a big difference. But you don'tknow the difference. And then
there's also a differencebetween a feed post, like just
posting an image or somethingtext on LinkedIn, or Facebook or
Instagram. They performdifferently. There's a slightly
different audience for them. Andso you have to kind of learn
(39:08):
that by doing I'm just barelystarting to understand the
difference. I am. What I'mreally focused on right now is
all of the above. So some justsome graphics with maybe a
quote. I mean, you just quotedit on your podcast, and it was
just like me taking a screenshotof a tweet. And and putting it
out there. That's one type. Itdoesn't get nearly as much reach
(39:32):
as a reel does so reels, theyneed to be somewhat witty, they
need to be entertaining, theyneed to be informational and
educational. Some of those thatI'm starting to do are the more
polished, more edited stuff.
Because I've seen those workreally well. And I think that
it's going to work well for meand my audience, but then having
Instagram stories in addition toit to add the personal side so I
(39:57):
share, like, going to the gym.
And here's what I'm doing. Orlast night, we took the kids to
ride the Polar Express train upnear Park City, Utah. And, and
just sharing behind the scenes,I would never post that stuff on
YouTube. I would never post thatas an Instagram video. But I
(40:19):
sure as hell do it in stories,because that's what people
expect in stories is the theunedited, the unpolished, the
horrible lighting and the shakycamera, but it's you and your
life. So you have to know thedifference of what's expected in
each place, and then createthem. And and I know that
there's people that arelistening, they're like, how the
(40:39):
hell do you expect me to do allof that? Well, I don't, not
today, but start somewhere, juststart with your stories. One of
the best things that I ever didwas four or five years ago, it's
probably five years ago, Istarted using Snapchat, and
speaking to other real estateagents. And at the time, I
didn't do so well, in video, I,I used to think I needed a
(41:03):
script, I'd have to do multipletakes of things. And I was just
nervous on video, like mostpeople will now I don't care,
like I'm not nervous at all, Icould even get on a stage in
front of 1000 people and I'mbarely nervous. But it started
with practicing 10 seconds at atime doing snaps. And so over
(41:23):
time just doing that you'repracticing to be better at all
the other stuff, you're going togain more confidence, you're
going to become less shy, insuch, and I can't think of a
better place than snaps orInstagram stories to do it.
Because people expect it to belaid back. They don't expect it
to be professionally done. Theyjust expect it to be you. And
(41:43):
what a great place to practice.
Kelley Skar (41:45):
Do you think a REALTOR in 2022 needs a social
media?
Dustin Brohm (41:50):
If they want to be in business, yeah. Here's the
thing. Everyone's on socialsocial is becoming more and more
influential every day. Whetheryou like that or not, whether
you agree with it or not, it'sjust a fact. And when that's the
case, people are finding yourcompetitors in their newsfeed.
(42:11):
They're seeing videos from yourcompetitors, they're seeing
posts from your competitors. Soif you're not showing up in
their newsfeed, you literallydon't exist to them. You
literally don't exist. So if youever want to be hired by someone
who doesn't yet know You, youdon't really have a choice, but
to be on social media. And, andideally social media and running
(42:35):
some paid ads to to be foundwhere you know, where they're
searching for people. So, yeah,I can't. It's sad when I see so
many people who are, they'redoing well today, just from
referrals. But they don'trealize that every one of their
clients who is hiring themtoday, later that night, they're
(42:55):
gonna see a video or a post fromone of their competitors. If
it's an electrician, I just hadan electrician here, putting in
our Tesla charger in the garage.
And he's all based on referrals.
And I'm just thinking, like,that's great for today. But oh
my god, I'm gonna see otherelectricians, like teaching me
how to do something in anInstagram reel. And I'm gonna
(43:18):
forget about this guy, andprobably remember the one who's
showing up on my screen. That'sjust reality. So those referrals
will dry up, because the peoplewho would have hired you based
on a referral, they're not goingto see you, they're going to be
seeing someone else, and they'regoing to be top of mind.
Todd Foster (43:33):
Okay, so I decided to listen to what you're saying.
And I'm going to go get on reelsor Snapchat or Tik Tok. What
would you recommend to someonelike me who doesn't really know
where to begin? And moreimportantly, how often should I
expect to be posting?
Dustin Brohm (43:52):
I would say, start with once a day. on any
platform, you know, whichever.
There's no one right platform.
You know, I used to say Facebookwas my favorite. Now it's become
Instagram. Well, it used to beSnapchat. And it evolves over
time, because I evolve as aperson. So I that just works for
(44:12):
me, if, if someone came to meand they said, You must be doing
tic toc. Like, I don't, I don'twant to do it. Like I'm learning
more about it because I see theopportunity there. But I've also
now built the experience behindme where I can add more on in
the beginning. You can't you'rejust trying to get it done.
You're just trying to frickincreate something and put it out
(44:34):
there without doing it in 162takes. So just by putting it out
there you've you've already won.
Start with start with whicheverplatform you currently enjoy the
most and understand the mostAlright, is probably the one
that you have the biggestaudience on the biggest network.
The biggest number ofconnections on is the one that
(44:55):
you use most you like most. Sostart there just makes the most
sense. then consume a ton ofcontent from others, from your
competitors from others who aredoing well in their fields. The
best content creators are alsothe best content consumers, I
get so many ideas from justwatching other people's stuff.
(45:16):
And I don't exactly like I don'texactly rip off what they've
done. But they may do somethinga certain way. Or they use a
certain song, or it's a certaintopic. And I was like, Oh,
that's a great idea. Like, I'lljust do that with my own spin on
it, of course. So I wouldn'thave like the ideas that I come
up with, I probably have 10% ofthe ideas that I have, if I
(45:38):
didn't consume a ton of othercontent. So that's something
everyone can do today, for free.
They're already doing it. You'realready on social. But do it
more intentionally, and followsome more people intentionally?
And just see how they're doingthings? And then take those
ideas, you get the inspiration,and start putting it out there
(46:00):
yourself?
Todd Foster (46:02):
Have you noticed a trend where our attention spans
getting shorter and shorter dueto things Tik Tok,
reels,Snapchat? When you seethat trend going that way, do
you recommend keeping it shortand simple in the beginning? And
then testing out the longerthings on YouTube? Or exactly
where are you going with this?
Because it seems like it's 15seconds long, it's too long
(46:23):
nowadays.
Dustin Brohm (46:26):
I've seen reels or or videos that within the first
10 seconds, I shut him off. Butthen I've listened to for our
podcast episodes. I've watchedhour and a half long YouTube
videos. So yes, I agree andbelieve that our attention spans
are getting less well. I justthought of this is very
(46:47):
insightful. This is this iscoming to my mind right now, I
don't know if it's our attentionspans, I think our tolerance of
not getting to the point isgetting less and less. I think
we're becoming less and lesstolerant of just a bunch of
fluff. Because we know that ifwe just move on to the next one,
we're gonna get what we'relooking for, whether that's
entertainment, a laugh, or ifwe're searching for an answer to
(47:08):
something, if you if you don'tdeliver it quickly, you're done.
So, so that's, that's certainlyhappening, call it attention
span, call it whatever. But yes,and then a video or a piece of
content needs to be as long asit needs to be, and not a second
longer.
Kelley Skar (47:25):
That is some good insight. You know, just going
back to, you know, I'll oftenlook for things on YouTube to
help me fix this, that or theother thing around the house.
And I'll find myself fastforwarding to the point where
the guy's actually doing thethings so I can just learn, you
know, instead of him, you know,going through and all of the
fluff and all of the crap. It'slike, I don't I don't care. I
(47:46):
don't want to listen to it. Justshow me how to fix the thing.
Right? Yeah, I think that'sthat's really, really relevant.
So as a, as a real estate agent,if I'm going to start a YouTube
channel, should I be the type ofcontent that I'd be putting out?
Obviously, I'd want to put outcontent that buyers and sellers
could obviously consume, and Icould help them with the
(48:08):
transaction, the process, do youwould you mix? If part of my
business model is to attractagents? Sorry, not attract
agents, part of my businessmodel is to generate referrals
from agents from, you know,other parts of the country. And
I'm going to create contentaround that, would you suggest
having two different channelsor, you know, two different
(48:29):
types of content within the samechannel?
Dustin Brohm (48:32):
Yes. So if your audience is different, or their
expectation of the content thatthey're looking for are
different than yeah, on YouTube,you should have different
channels. I've learned thispersonally. Because on my
Massive Agent channel, I wasputting full length podcast
episodes, while also trying todo shorter form, like, you know,
(48:52):
on a four, four or six minutevideo on a certain topic, all on
the same channel. Well, YouTubeis a search engine. It's not a
social network, YouTube, Googleand Pinterest are search
engines. So people that arewilling to listen to a 45 minute
long, full podcast episode onYouTube. That's a different
(49:13):
viewer than someone who's justlooking for a certain topic or
the answer to a question. SoI've learned pretty quickly, I
need to have them separatedthrough channels, because the
algorithm will then see themdifferent and deliver them to
different people, and they'llboth perform better. So I've
learned that through experience,I've had a bunch of my much more
(49:35):
successful YouTube friends tellme basically the same thing. I
just bought it for so long. I'mlike, I just barely got this
channel. Working well, and nowyou're telling me I need another
one? Well, yeah, yeah. Yeah, youdo. But if you're, if you are a
real estate agent, and you justwant to reach the consumer, you
want to reach the localcommunity, and get buyers and
(49:55):
sellers. Then speak to them. Dothe videos on stuff they're
actually searching for. Anddon't do a bunch of crap don't
don't introduce yourself, talkabout your firm, how many homes
you've sold, they're all thatjust deliver what they're
searching for. Now on YouTube, Isee a ton of real estate agents
having success with like aliving in Salt Lake City
(50:17):
channel, a living in Orlando,Florida channel, where people,
people are searching cost ofliving in Orlando, best
neighborhoods to live in are inOrlando, the you know, all that
types of type of stuff likemoving to Orlando. So if you
start to create content likethat, people are searching for
it. And as long as you candeliver the information
(50:39):
concisely, and in a somewhatentertaining way, I don't mean
you have to go be a jokeyjokester, if that's not your
personality, but it has to besomewhat entertaining, it has to
have energy. And if you can dothat I, I'm seeing damn near
every agent that tries thatstrategy consistently, having
success and getting hiredthrough it, which is incredible.
(50:59):
And the same thing applies nomatter what type of business you
have. You just have to know theaudience and what they're
looking for, and then deliverthat. And nothing else.
Kelley Skar (51:09):
You worked a bunch of odd jobs and whatnot in your
early 20s. And, and found thiscareer in real estate, you
obviously didn't have thebusiness knowledge or the
business sense when you wereworking kind of those odd jobs
that you do today. Have youtaken any courses? Have you?
Have you hired coaches alonglike later on in your career?
(51:31):
How did you I mean, other thanexperience, how were you able to
kind of gain the knowledge thatyou have, and, you know, be able
to drive your business the waythat because obviously, you
weren't an entrepreneur at thestart of your, your, your
working life? Right, this issomething that you learned
through through, you know, trialand error. So I'm curious if
you, if you had mentors, if youhad coaches, if you took
(51:53):
courses?
Dustin Brohm (51:54):
Yes, all of the above Kelley, early on, before I
really started to, to hirecoaches, and do all of that and
make a financial commitment. I'mlucky enough to have just found
some mentors along the way, andask them questions and ask them
for help. And they were niceenough to give it. I was
respectful of their time. And Ididn't ask too much. And I
(52:17):
didn't act entitled. But youknow, people want to help they,
people want to help otherpeople. And if you make it easy
for them to do it, chances arethey will. So many people just
make it way too hard. They'llsend you a message with eight
different questions in it. Andthey expect a response, like
busy people that are successful,the people that you want, that
(52:37):
you actually want to be gettingadvice from, don't have time for
that. So ask one question, andmake sure that it's not like
what's the meaning of life? Youknow, make sure it's a so ask,
ask, ask. I'm lucky enough in myin my real estate business, to
have joined a company that I canI have partners and mentors,
(52:58):
just bait built into thebusiness model, and one of my
biggest mentors in life. We'rebusiness partners now just
because of you know, we're bothfinancially aligned, I didn't
have to hire him. I honestly wejoke about this, but I couldn't
afford to hire him if even if Iwanted to. But because we're
aligned financially within ourbusiness, he's been a huge help
(53:20):
to me in on so many levels. Sothat's been amazing. And then
I've hired some some mindsetcoaches, you know, some mental
reprogramming like NLP type ofcoaches and gone, gone to some
trainings and events that havebeen absolutely huge, absolutely
huge for me. So I'm now like,now that I understand how you
(53:42):
can just write a check anddownload someone else's
expertise in a very short periodof time. I'm like, Well, okay,
who else can I hire? Like, whatother check can I write I want
more and more and more. Andwhat's funny is my mentors and
those that are many steps aheadof me that I look to, that's
what they do. They're constantlypaying others for expertise,
(54:03):
they pay money to save timerather than using their time to
save money that's a that's ahuge distinction you know, my
I've always wanted financialindependence so that our family
(54:30):
we can just do whatever the hellwe want. Now what I what I want
to do, like I really enjoybusiness, I enjoy creating
content I enjoy you know,building up other agents, you
know, as part of my team likethere's a lot of that that I
would be doing anyways, which issuper cool. But I want to
continue to build a brand thatbecomes more of a business that
isn't quite so reliant on mepersonally and have a great team
(54:53):
to grow it you know, actuallyrun a business. I I've looked at
like, if I'm using this examplethat Dave Ramsey, his radio
show, like, I've noticed, he'snow starting to build a brand
with other personalities. Soit's not just him. Because at
some, like, at some point, he'snot gonna be able to do it
anymore, or he just doesn't wantto. So and what if something
(55:16):
happened to him? Like ifsomething happened to him, and
he couldn't do his radio showand couldn't do the videos
anymore? The brand is dead, it'sdone. So that's kind of what I'm
thinking of is how can I growthis into an actual business and
actual brand, and have others,you know, leverage the time and
expertise of others. And that'salways excited me, you know that
(55:37):
network marketing has alwaysbeen intriguing to me just
because of that model ofbuilding a sales force and, you
know, leveraging their effortsto build your own business, it's
so more of that. I don't, youknow, a 10 year goal, I don't
exactly know how to articulatethat, articulate that at this
point. But more scaling more,you know, stepping out of the
(56:01):
day to day, and being more likethe CEO, or the visionary is the
direction I'm headed.
Todd Foster (56:06):
So you're purposely doing things on purpose to get
you to where you deserve to benext. Instead of just posting
things just to be postingthings,
Dustin Brohm (56:15):
Right. It's taken me a while to see the vision of
how it all works. But I know whothe audience is, I know what
they need and what they want.
And I know how, by continuing togrow the audience, how, you
know, and understanding how todo that, I now see how that can
grow the business as well. Andit's fun. So yeah, everything I
(56:35):
do is all moving towardssomething like I've I've made
certain decisions aligned withcertain people or certain
organizations or, or removedmyself from certain obligations,
you know, all trying toultimately make more by working
less, and building thefoundation and the platform that
will allow me to do that.
Kelley Skar (56:57):
So speaking of an audience, you have a great
podcast called the Massive AgentPodcast that's geared towards
real estate agents and loanofficers. Why did you select to
focus on those two industries,solely?
Dustin Brohm (57:10):
Loan officers and REALTORS are the same, we do the
same things, we just, we allhave the same customer, same
customer, most loan officersdon't quite understand this,
because they're constantlytalking about mortgages, as if
anybody wants a mortgage, no onewants a mortgage. It's just a
necessary evil to get the house.
So we work with the samecustomer. And so we need to be
(57:31):
speaking the same language. Soeverything that I teach agents
loan officers can and should bedoing as well. And, you know, I
just don't think many of themunderstand that that yet there.
They still think that peoplewant a mortgage and want to hear
about the interest rates of theday and everything. Nobody wants
that crap. They want the house.
Kelley Skar (57:52):
Hey, man, well, thank you so much for your time.
We really appreciate the almost,I guess about an hour that we've
had an opportunity to chat withyou. I think you've brought
tremendous value to ouraudience. And I love following
you I love your content that youcontinue to push out. Just let
our audience know where they canconnect with you online.
Dustin Brohm (58:09):
Thank you guys for having me on. This has been a
blast. massiveagentpodcast.comis kind of home base, but my
Instagram profile at@massiveagent, same on Facebook
@massiveagent, and then YouTube.
So the good thing about being anonline marketer is you're not
hard to find. So you know,Google Dustin Brohm or Massive
Agent, you'll find me. Yeah,just follow me on social or
(58:33):
listen to the podcast. It allworks.
Todd Foster (58:36):
All right.
Kelley Skar (58:37):
Awesome.
Voiceover (58:39):
Thanks for listening to this episode of the SUCCESS
Coaching Podcast. If you'veenjoyed this episode, please
follow or subscribe to theSUCCESS Coaching Podcast at your
favorite podcast provider. Forspecial access to past
recordings, videos of pastepisodes, and more, please
become a SUCCESS CoachingPodcast Companion at
successcoachingpodcast.com.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Las Culturistas with Matt Rogers and Bowen Yang
Ding dong! Join your culture consultants, Matt Rogers and Bowen Yang, on an unforgettable journey into the beating heart of CULTURE. Alongside sizzling special guests, they GET INTO the hottest pop-culture moments of the day and the formative cultural experiences that turned them into Culturistas. Produced by the Big Money Players Network and iHeartRadio.