August 4, 2023 • 44 mins
Imagine having to dial phones for 8-10 hours a day just to meet ends meet. Our guest, Levi, shares his captivating journey from humble beginnings in sales to forging a successful career in real estate, with detours including a stint in the military and an 18-month deployment in Iraq. As someone who initially resisted the lure of real estate, he offers profound insights into his return to the industry and the challenges he faced.
What if you could harness the power of YouTube and other online platforms to supercharge your learning and business growth? I share my personal journey of hyperlearning, detailing how I built a successful YouTube strategy using the Ready Fire Aim approach. I underscore the importance of consistency, the power of compounding time, and how one can potentially profit if your videos achieve positive watch time.
Finally, brace yourself for thought-provoking insights from Marcus Rilius, who discusses his experimentations in the real estate arena, the lessons he learned, and the value of video content for businesses. He walks us through the importance of laying a strong foundation before launching a social media strategy and offers an in-depth look at his book 'Passive Prospecting.' So, buckle up for a conversation packed with nuggets of wisdom, compelling stories, and practical tips to thrive in the ever-evolving digital landscape.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
All right, welcome to another episode here of the
Stoic Agent podcast.
I got a super cool guest onhere, a member of our tribe here
with EXP, but none of it isgoing to be no talk of EXP.
We're going to be talking aboutYouTube and time.
So, levi, welcome to thepodcast.
Thanks for having me, alex.
Yeah, absolutely man.
So just to the audience wealways like to.
(00:21):
You know you're a legendamongst us, but maybe not a
legend amongst others, so giveus a little bit of background on
you kind of and what kind ofled you here.
Speaker 2 (00:31):
Well, excuse me, you know we've got a mutual friend,
michael Reese, right.
So the funny thing is is I soldJim memberships with him back
at Bali Total Fitness before hegot into real estate in 2002.
And he was my introduction intosales and took me to my first,
you know, speaking event, whichwas Brian Tracy.
And that was just really funnybecause I had.
(00:53):
I grew up in a small town inTexas, about two hours south of
Dallas.
You know, if you're not milkand cows or riding bulls, really
not much else to do there andextremely poor growing up, or I
would say lack of money, Iwouldn't say poor.
We had a lack of money and myparents always said you can't
afford that, we can't affordthis, we can't afford college.
So they didn't go to college.
My two older brothers didn't goto college and after about
(01:14):
working a year after high schoolmopping floors, stocking
shelves, I was like, okay, thisisn't going to work for me and I
joined the military so I couldget some college money.
I thought that would be theeasiest way and I went through.
You know, I went through acouple of years and then got
home, came back to Dallas andmet Michael Reese.
You know he started teaching meabout sales and and Bali's
(01:35):
Total Fitness was not a gym, itwas a, it was a sales
organization, so they werehardcore closers there.
We used to phone call dialevery single day, probably about
eight to 10 hours a day.
The whole goal was to get fiveappointments the next day, get
five people in the gym to tourthem around the gym so you could
sell them a membership.
But that took eight to 10 hoursof phone calls the day before
(01:56):
to do that.
So I just learned how to poundthe phones and be very
aggressive because you only gota you know a two or three, you
know chance, that you know twoor three out of five chance to
close a deal as well.
So it was very, very salesdriven.
And then in a Michael gotlicensed 2002, he finally talked
me into becoming a real estateagent by 2004, because I never
(02:18):
really wanted to be a realestate agent.
But then I did get licensedtechnically in 2004, but
literally one week later, beforeI even really did anything, I
got a call to be deployed toIraq.
I was still in the reserves atthe time and so I got a notice.
A four day notice got sent toFort Hood, and then I was gone
for 18 months and spent 12months of that over in Iraq and
(02:43):
in 2005,.
And whenever I, you know, cameback home, my license had
already expired.
I wasn't interested in renewingit because I was never really
interested in being a realestate agent.
Anyways, michael just talked meinto it and we kind of we went
our separate ways, right.
We kept in touch over the last,you know, 20 years, but again,
I never wanted to be an agentand I think that's where I met
(03:05):
you was in Key West, right.
And 2019, I wasn't even in thebusiness.
I was running my financialservices company which I was
working with all the teachers atDallas Independent School
District on their retirementplanning so very lucrative had a
great time.
I was making the most money inmy life, but I only worked about
eight months of the year, so Ihad a teacher schedule, but like
(03:28):
five times the teacher's income, and so I was traveling the
world, taking summers off, twoweeks off for Christmas, a week
off for Thanksgiving, every fourday holiday, you know, every
four day weekend.
You could imagine I was likeloving life, you know.
And then 2020 happened and theworld shuts down, and so and
school shut down and my businessshut down and travel shut down.
(03:48):
And there I was, at 41 years old, going, okay, how do I start
over without starting over?
Like, what am I going to do?
I didn't have any clue ifschools would ever open back up,
so I didn't know if my businesswas going to come back.
Nobody was really thinkingabout investing.
They were asking me how do theypull out money?
Because they were scared todeath and you know.
And then, of course, I wasn'tgoing to go anywhere.
(04:09):
So I was like, well, what's thenext move?
It's probably not going to bethat.
And I've been building thatbusiness over the last five
years just to watch it kind ofgo poof overnight.
And so you know, and whenever Ispoke at that mastermind event
in 2019, that was November of2019, I wasn't in real estate, I
wasn't thinking about it, I wasperfectly happy.
(04:30):
And then you know what, four orfive months later, complete,
you know, change in the worldthat we never, ever even saw
coming.
And so that's where I sat thereover the summer of 2020.
And I just started to researcha lot and try to figure out
what's my next move.
And here comes Michael.
You know, after 20 years.
He's like hey, man, now's thebest time to get into real
(04:50):
estate.
You know, you know how Michaelis.
And then he's talking about.
He was talking about exp andeverything and I was kind of
like, all right, that soundscool, but I still don't want to
be a real estate agent.
And the reason being is becauseI know how hard they work.
First of all and I know I didn'tI was not looking forward to
starting over prospecting.
(05:11):
Number one, because that's whatreally scared me to death was I
was like Holy cow.
I've been prospecting my wholelife, you know, to generate
sales business.
It's just a part of sales.
I was always the bestsalesperson because I was the
best prospector.
I was willing to put in morework, more hours, more dials,
more door knocks, whatever thecase may be, to generate more
business.
(05:31):
So you know, I just came to apoint where, at 41, I was like I
don't want to do that anymore.
I'm tired of prospecting, Idon't want to build from the
ground up.
But I'm at the ground again,I'm a ground floor.
So what, how do I do that?
Is there even a way?
And you know he kept talking tome about this agent attraction
thing through the brokerage andI just kept hearing that word,
(05:53):
attraction.
You know, I was thinkingattraction, okay, that sounds
cool, that's a good concept.
In a started to make me thinkAbout real estate or business,
and I thought attraction,attraction, okay.
Well, if that's the case, youknow, if I were to get into real
estate, is their way to attractbusiness versus being, they
know, on the pursuing and aredoing what I've always done,
(06:14):
which is chase people down untilthey, until they, you know, run
out of breath or die, and theyjust give up, right, and then I
can sell them something.
But I was just like Could Iactually attract business versus
chasing it all the time?
So that's what really got mywheels turning and that's
something that michael's alwaysbeen really good at, I think is
making people think a littledifferently or just consider
(06:36):
more options.
I would say so when he was justusing that word.
Attraction just got me reallythinking.
So I started to research and Iwas like how can I attract
business?
Well, in 2020, first of all,everything shut down.
There's 30 million layoffs, butreal estate is starting to kind
of is really starting to grow.
It was one of the onlyindustries right, other than
toilet paper cells.
So it's like, okay, go on acell toilet paper.
(06:58):
Or do I want to be a realestate agent?
I think I'll probably go theagent route.
But again, you know, there's nomeet and greets going on,
you're not networking, you'renot, you know, shaking hands
with your spear of influence,you're not meeting people at
Starbucks.
So it's like, okay, that's outof the picture anyways.
So social media, right?
Okay, social media, let's,let's.
(07:19):
Let me look at that.
Even though I had been antisocial up to this point really,
I was again.
If you're like me, at that 40year old age range or above, you
probably have this love haterelationship with social media.
And I was that person where Ididn't grow up with it.
It wasn't there in high school,wasn't there in college, didn't
come around until my late 20s.
And then I thought it was sillybecause everyone's bragging or
(07:40):
posting their lunch or silly catvideos.
So I wasn't really interestedin social media, wasn't?
I just had accounts, because myfriends and family had accounts
, right.
So I thought, well, maybethere's something to the social
media because you also start towatch these 20 and 30 year old
start making a lot of money wayearlier than than we ever did
right.
So I'm like okay, well, maybethere's something there, but
(08:03):
which platform?
There's so many platforms outthere.
I didn't want to get caught upin every single platform, and
that's a mistake.
I think that most people make,whether you're in real estate or
any business Is people willtell you okay, great,
congratulations, you're an agent.
Now make sure you get aFacebook page and Instagram page
, a Twitter page, a Tiktok page,you know.
And they start telling you todo this across all these
(08:25):
platforms.
They usually don't even mentionYouTube, by the way, which is
why I still believe it's anuntapped market, and so people
do that.
They go out and they open upall these accounts and then
they're like I wait, I've got tomake content, I've got a post,
I've got a schedule, I've got aright copy.
You don't.
And they get overwhelmed andeven if they keep up with that
from the very start, they startputting 20% effort across five
(08:47):
different platforms instead ofinvesting 100% effort into one.
So I didn't want to get caughtup in that cycle.
So I said you know what, if I'mgoing to go to social media
route, I'm going to choose oneplatform, pick that platform, go
all in.
I'm going to go as deep aspossible and if I can generate
business from that platform,maybe I'll branch off into other
platforms down the road, but Ineed to be able to generate a
(09:10):
significant business from onefirst, but which one?
Which one?
And so I sit there and mostpeople told me Tiktok, Instagram
, especially Tiktok.
Like in 2020, every agentseemed to wake up with 10,000
followers on Tiktok.
So they're like you got to gohard on Tiktok, but I didn't
really hear a lot of peopleturning over business from that,
or a significant amount ofbusiness, or you know, I'm
(09:33):
watching everybody do thesepointy videos and dance around
and I'm kind of like I don'tknow if that's me.
You know I don't think that's agood fit for me, so I just kept
looking.
I kept looking.
I didn't want to do it onFacebook, instagram and you know
I'm not going to do that.
Youtube was really the lastchoice and when I discovered
YouTube was a search engine, nota social media platform, that
(09:53):
got me thinking differentlyagain and I was like oh, people
are searching their intentionalon YouTube.
They're actually looking forinformation on neighborhoods and
suburbs, and I started tofigure out key words and
neighborhoods that they weresearching for and I thought you
know what?
I'm not a good real estate.
Actually, I've never been areal estate agent.
I'm not a great real estateagent so I didn't want to fake
(10:14):
it on Tiktok and Instagram likeI'm this master agent who's been
in the business which you know.
That's what I felt like I wouldhave been doing, but I realized,
well, I've lived in Dallas for20 years.
I know the neighborhoods in thesuburbs.
I can probably just go out andshow these neighborhoods and
suburbs and talk about them andnot even mention I actually
didn't even mention I was real.
(10:34):
I still don't even really sayI'm a real estate agent videos.
And I just became, you know,the tour guide around town.
And then, all of a sudden, Istarted phone calls and then
that just led to a lot of phonecalls and then, you know, just
one thing after anothercompletely snowballed into a
crazy, crazy business.
Speaker 1 (10:52):
Man, there's so much done.
Pack there.
I love the way your mind works,sticking on the time thing I
saw you on at build and one ofthe things that you said was and
I forget exactly what you said,but it was something to the
effect of I don't know if it washyper learning or you know
really diving deep hard and youdid a lot of research.
Can you speak a little bitabout that?
(11:14):
I think you know people get alittle.
We talked about distractionlast week at one of our team
meetings and so what do youthink you think that?
That that valleys thing andmaybe you know being without
money when you're younger, likereally give you an appreciation
of time and you know within that, like talk to us about that
(11:34):
deep learning that you did inthe beginning.
Speaker 2 (11:38):
I don't think I had the appreciation of time until I
really started to generatesignificant business from
YouTube, and what I started tolearn was that YouTube did not
take me time, it made me time.
And not only did it make metime, it compounded my time so
that I didn't go into it knowingthat.
But what happened was, if werewind a little bit and go back
(12:01):
into hyper learning, I believeyou can hyper learn any subject
in 60 days.
Really, this day and age, likeJay Shetty says, if you read
five books on one subject,you'll be more proficient than,
like, 99% of people on that onesubject.
So think about that If you takefive books, you watch 30
YouTube videos.
You read 10 different blogs.
You I don't know you couldprobably take online class right
(12:22):
now on some particular subject,it doesn't matter what it is
and you focus everything you canto learn over the next 60 days.
Which means, yes, cut out someNetflix, don't watch five hours
of Netflix on Saturday.
That means watch five hours ofYouTube videos on that subject.
If you immerse yourself intoone subject, which I just chose
YouTube it's like once I decidedYouTube was going to be for me.
(12:44):
Then I went all in.
I studied it for 60 days.
There's a book that's calledlike Ready Fire Ane, which I
think you know makes sense.
But at the same time, I dobelieve in building a business
plan first.
I think that's where a lot ofpeople go wrong on social media
is they just start social media.
They don't build out a plan andtreat it like a business.
And if you treat theseplatforms like a hobby, they'll
(13:07):
pay you like a hobby.
If you treat them like abusiness, they'll pay you like a
business.
So I looked at YouTube as aplatform and studied everything
I could for 60 days.
Meaning I went on to Amazon andI typed in YouTube marketing
and guess what?
It popped up 20 different bookson YouTube marketing.
What did I do?
I bought half of them.
I bought like eight or nineYouTube marketing books.
(13:28):
I just looked at ones with goodreviews, things like that, or
there's a couple with realestate as well and I was like,
oh, I'll buy those eight books,cost me 50 bucks maybe, and
you've got eight books.
And I was like, okay, I gotthat.
Once I read through those eightbooks, of course they talk
about channels or YouTubechannels in there.
So that led me to YouTubechannels to start looking at and
researching, and then I startedto see there, and then I
(13:49):
started to find people thattaught YouTube literally just
teach YouTube the algorithm, thevideos, content, how to and so
that got me to start buildingout a plan.
So I just did that over 60 days, immersed everything during
summer of 2020.
Instead of watching Tiger Kinglike everybody else did, I
watched and learned aboutYouTube over 60 days.
(14:10):
Once I built out a businessplan for that and I took a lot
of notes.
Okay, this person says post onea week.
This one says two a week.
This one says three a week.
This one says posted 8 pm.
This one says posted 7 am.
So I tried to find the happymedium, because you'll get a lot
of different answers, but Ijust looked at everything and I
said what's going to work bestfor me, what can I do, what can
(14:30):
I commit to, when can I post?
And so that's what allowed meto hyper learn over 60 days.
You don't want to get caught upin analysis, paralysis, so you
do need to plan, I believe,study and then take action,
which is what I did, and so,once I was ready, I also learned
from my studying that you don'twant to just publish a video
and then sit on your channel forthe next month or two.
(14:51):
So I understood consistency wasreally key.
So I filmed an entire month ofcontent before I even published
the first video.
So I said I'm going to publishthree videos a week, and so I
just filmed 12 videos and I waspatient.
So most people will film onevideo, get all excited, post it
(15:14):
and then life happens, healthhappens, relationships happen,
anything happens, and then theystart making excuses of why they
can't film the next video.
And then, all of a sudden, aweek, two, three, four goes by
and you'd talk yourself out ofmaking any more content.
So I knew that would be a trap.
So, based on my research and Iwas like all right, well, I'm
going to film the first month.
(15:34):
Whenever I film the first monthand schedule them.
I had a month's worth ofcontent scheduled out.
So I filmed during November,release the first video December
5th, 2020, but I already hadall of December's videos
scheduled and ready to publish.
Guess what that allowed me todo during December Film
January's videos.
And then in January, I wasfilming February's videos, and
(15:56):
so I started to stay a monthahead until something happened,
and then if something happened,you could get sick, kids could
get sick, wife could get sick,whatever Something happens and
it takes you out of filming fora week or two, it doesn't matter
, because I was scheduled outfor four weeks so I had a buffer
and then all I had to do wasregroup and recoup and I just
(16:18):
had to stick on my plan.
So you can do that differentways.
You can try to film the exactamount of content every single
week, same time a week, or youcan film it in one day for once
a month.
I mean, there's so manydifferent ways you can structure
filming your content.
But it has to become anon-negotiable in your calendar,
it has to become part of yourschedule, it has to become a
(16:40):
turn of value on recording thatvideo.
And that gets into making andcompounding time, which, if I
make a video and it takes me 30minutes to make, first of all,
as soon as that video is watched31 minutes I made a profit of 1
minute of my time.
So all I need is the watch timeto come back positive and I've
(17:00):
made a profit of my time.
Now here's the other aspect isthat, you know, one video took
me 30 minutes to make 11,600hours actually way more than
that, but the last time I tookthe snapshot, 11,600 hours.
So that's like making a profitof 11,595 hours off of my 30
(17:20):
minute investment.
So let me ask you this you know, if I offered you 11,595 hours
which, by the way, is equivalentto like 1.3 years if I offered
you 1.3 years more time withyour family, with your friends,
with your spouse, with yourparents, with you know, vacation
time, whatever the case may bewould you trade that for 30
(17:42):
minutes sold?
Yes, absolutely you would.
And that's where the compoundeffect comes in, because in 2022
, our channel was watched104,600 hours.
You divide that by 24 hours ina day, that's equivalent to
almost 12 years of prospecting,and so that's why we call it
passive.
(18:02):
Prospecting is because I make acertain amount of content.
I didn't make 104,000 hoursworth of video, but it returned
that time and that's why I loveYouTube, because the analytics
tell me this, the data, it'sright there and that's what I
started to look at and I waslike holy cow, look at this
watch time.
And if I'm getting that much,that's a very good return of my
(18:23):
investment, of my time.
If you invest money, look whatdoes everybody love.
Everybody loves passive incomeand compound interest, right,
and so why, if you investanything, whether it's stocks,
real estate, crypto, whateveryou're putting your money in I
would assume your number onequestion is always going to be
what's the return of myinvestment?
You know what am I going tomake, and then it's probably
(18:46):
going to be how long is it goingto take for me to make that
back?
So those are usually the toptwo questions.
If we're investing our time,and if time is really considered
the most valuable asset, whyare we not asking ourselves Well
, if I invest 30 minutes overthere, what am I going to get
back?
I don't know.
It's hard to measure that on alot of tasks, except for video,
and especially on video onYouTube, because if it takes me
(19:08):
30 minutes to make a video, Iknow what I invested and as soon
as I start getting that watchtime back, I know I've got to
return.
And then the monetary effectcomes after that, and for me in
2022, we did 2.3 million incommissions off of 156 videos.
So that's equivalent to $15,000a video.
(19:30):
So do you think you have tomotivate me to make a video?
Do you think you have toconvince me to make a video.
No, because I know every videoI make is worth about $15,000 in
commissions, and so you don'thave to motivate me to do that.
I know the value and I know thereturn.
Now the funny thing is is theyear before that each video is
worth about $6,200.
(19:50):
But still, if I offered you$6,200 to make a video, would
you make a video?
Yes, yes, you would.
But it compounded it, doubledit more than doubled the next
year, and I actually made lessvideos in 2022 than I did in
2021.
And so that's the compoundeffect.
Not only can you compound yourtime and get that back the
(20:13):
income, and the commission cancompound from that as well,
because once I release one video, it goes to work for me not
just 24, seven, but innatemultiples and a compound effect.
And if you've ever said, hey, Iwish there was more of me, well,
guess what?
Make a video.
And now you've just doubledyourself.
Make two videos.
You've tripled yourself, makethree videos.
(20:34):
You've quadrupled yourself.
And imagine if you make 10, 20,50, 100 videos, there's 100 of
you not prospecting one to one,but one of those videos could be
watched by 100 people at onetime.
It could be watched by athousand people at one time.
So one video out of your 100could be reaching another 100
(20:55):
people.
That's a compound effect.
That's a return you can't evenfathom sometimes.
So that's the value of video.
Speaker 1 (21:03):
That's awesome man.
So, in the nature of time,marcus Rilius would say, you're
wise if you learn from others,so we're learning from you here.
Talk to us a little about otherthan the biggest mistake that
people make doing too manydifferent platforms.
Talk to us about maybe some ofthe mistakes, because I know
(21:25):
you're not infallible and you'rea humble man.
Talk to us about maybe some ofthe mistakes that you made that
you could impart on the audience.
That would help them not makethose mistakes and save them
time.
Speaker 2 (21:38):
Well, I don't know.
Work with us, because we'llsave you a lot of time.
Any time you can work with amentor or somebody.
It's a huge shortcut.
It's a huge shortcut.
So that's an opportunity.
I don't know Because I took somuch time to study, and I say so
(21:58):
much time like I said, 60 days.
I don't think most people dothat before they launch their
social media strategy.
You could say Now, if you hiredsomebody, they might do that
for you.
But it also depends on yourbudget and I don't think there's
really not a lot of people thatdo this in the real estate
space.
But I know we're near perfect.
(22:19):
I've had a lot of learnings,but I'm not sure if there's much
I would change.
I think I'm still experimentingto this day on the channel.
So I think you want to buildyour foundation.
When I started, shorts weren't athing.
They didn't exist at that time.
So I might have gotten into thetrap because shorts have this
virality tendency and can get alot of views, but I don't
(22:41):
believe they're good forconversion.
The jury's still out on that.
I've tested shorts, playedaround with them.
I'm still up in the air.
But the thing is, is that now?
I think people look at theshiny penny and they're like, oh
, shorts are going viral or Ican get a lot of views.
But you have to ask yourselfdoes that equate to business
conversion, selling homes?
(23:03):
And I just don't know a lot ofpeople that can tell me they've
sold homes off of shorts.
I mean, I know people that havedone well from Instagram or
TikTok, but not the amount ofvolume that we've done from
YouTube.
So I've definitely learned alot over the last couple of
years.
It's hard for me to say that Ifeel like I've done something
(23:25):
wrong.
Speaker 1 (23:26):
I think it's just Maybe what could you have done a
little bit better?
What have you fine-tuned thatyou could share with us?
Speaker 2 (23:34):
I mean, I think now it's just understanding the
audience as much as possible.
So I say typically in thebeginning you optimize for the
algorithm and then, once youestablish your audience, you
optimize for the audience.
But audience really does meanalgorithm, or algorithm means
(23:55):
audience on YouTube.
So it's one of the same.
But we built a lot aroundsearch and that was the thing.
I didn't have an audience whenI started on YouTube.
Nobody knew me, who I was, Ihad zero brand, so I depended
upon search and I don't thinkthat's a bad thing at all.
Now we're looking at do webroaden topics a little bit, Do
we expand a little bit?
Do we try to capture a littlebit more of an audience?
(24:17):
But I'm not even convinced thatthat's good for conversion.
We've been super hyper focusedon Dallas, texas, real estate
and when we do that, we just tryto go as deep as possible, and
I think for me, I've stayedconsistent.
I haven't had any major hiccups.
I haven't done anything to bombthe channel.
I've done a lot of experimentsbut none of them have bombed out
(24:41):
the channel, and I think that'sa big myth people get caught up
in as they think, well, if I dothis or that, I could tank my
channel and I'm like I don'tthink that's the case.
The main thing is that monitor,watch, learn, grow, expand or
get rid of.
So if you try something, itdoesn't work, it doesn't mean it
won't work.
(25:01):
Maybe you need to try two orthree more times.
So I think just being curious,trying to understand a little
bit more I'm not saying that youhave to be completely obsessed
with YouTube.
I mean you need to sell somereal estate, right, but I do
think you want to be mindful ofwhat you're doing, why you're
doing it, how it works, thosetypes of things.
So it's it's it's just a workin progress, like anything else,
(25:25):
and you just have to try to getbetter every single day.
Speaker 1 (25:29):
So you know it's funny because you know, I
started my YouTube channel.
I, you and and some of theother guys inspired me to do it
and you know I one of the thingsthat I did you mentioned
mentors.
I chose the wrong mentor,looking back, and I didn't go to
somebody who actually had doneit.
And you know, one of the thingsthat they had mentioned to me
(25:50):
was to share on to social and Ijust was looking.
We're analyzing our analyticsthe other day and my audience is
like 25 to 34 year old Indianmen in India, so somehow it,
yeah.
So you know I'm trying to go.
Oh man, I'm wondering if I andI'd love you to take a look at
my channel, I'm wondering if Iget a burn it down.
(26:10):
You know, and start over,because I will, I'll start over,
I'll do it again.
It takes me six, nine, twelvemonths.
Whatever, this time, I'll startand learn from that mistake.
Unfortunately, I have to learnmy own mistake rather than, you
know, come into you in the firstplace.
But you know, talk to us alittle bit about that, do you?
Do you not do?
You don't do ads, you don't dohosting on social, you're just
(26:32):
straight YouTube and you'reresearching the keywords in that
.
Speaker 2 (26:36):
Absolutely.
In my research I found thatthat that didn't seem like a
good play.
I've run ads with otherchannels.
You know we have a differentchannel that.
You know we run ads too and Iand I believe that that's
completely killed the organicreach on there, you know, and so
and the subscribers and theviews you get from that, they
(26:59):
look great for vanity metrics.
But again, if we stoppedrunning ads on that channel,
it's probably and that's for aseparate business, it's not for
real estate.
I haven't seen real estate adsreally Convert and I've known
other people that run those.
I haven't seen it really doanything for him, for business.
So I do think organics the bestway.
I started to think aboutplatform psychology.
(27:20):
So you have to think aboutthese things.
I always joke around, not notto knock the other platforms,
but hey, you know why not, it's,it's a funny.
I always say look, when peopleGo to buy a home, do you think?
Has anybody ever said, hey,honey, it's time to find a house
.
Let's go on Facebook and seewhat's on the market?
Or, hate, honey, it's time tobuy a house.
Let's go on Instagram and seeif we can find a really cool
(27:41):
agent posting market reports?
Or hey, honey, it's time to buya house.
Let's go on tiktok and see ifwe can find the best dancing
real estate agent.
Okay, so that's not wherepeople are likely starting their
search.
I think about short form contentfor me.
Is I go there to kill time orbecause I'm brain dead at the
end of the day and I just wantto watch some funny stuff?
Right, I sit there with mythumb and just and scroll.
(28:04):
You know, I just scroll.
I'm not.
I'm not there researching.
I'm not trying to solve aproblem, I'm not trying to find
my next home.
But people that are Researchingand trying to solve a problem
or find their next home, guesswhere they're going?
They're going on YouTube.
So, if you think about that,now I share my video on Facebook
or Instagram.
Okay, well, I'm in my feed, I'mscrolling and I'm like, oh okay
(28:26):
, oh, a YouTube video.
Okay, well, I click on it.
What happens?
If you haven't noticed this,you will notice it now.
If you click on a YouTube videofrom any other platform, it
doesn't open it in the app.
It opens it in the browser onthe phone, right?
And what happens?
If you try to take it off amute or hit the like button.
It says please sign in right,or it says open this in the app.
(28:49):
So then you got to do anotherstep and you got to sign in and
you got you know.
So it first of all, most peoplewon't even do that.
They're like, oh well, I got togo sign in or I got to open
this in the app so they'll stop.
Well, it's in a, it's in a,basically an incognito window.
So YouTube doesn't know who'sdoing that, who's watching it.
And then you sit there and yougo oh, this is a 20 minute video
(29:09):
.
I'm just sitting here trying towatch silly cat videos.
You know, that's all I'minterested in watching right now
.
I'm not trying to watch a 20minute Dallas Texas real estate
video.
So what?
There's a little back button atthe top to this is like go back
to Instagram.
What do they do?
Click and then they watch yourvideo for like 10 seconds,
jumped off of it.
Youtube's like oh, here'ssomebody we don't even know
who's watching it, but they onlywatched it for 10 seconds, you
(29:31):
know.
And that starts to bring downview duration, things like that.
So I think about platformpsychology as far as why, why
post it on these other platforms?
You know people are not likelyon those platforms Because
they're searching for homes orin the mood to watch long-form
content.
If you're in the mood to watch20 minute videos, you're
(29:51):
probably just gonna go straightto YouTube, right?
So it's just those types ofthings that that I think about.
I'm maybe I'm a little weird,but I'm kind of like okay,
what's the next move?
Anytime I hear something orsomebody says something, always
like say okay, let's, let's stopand think about that and I'll,
I'll sit on it for a day or twoor three.
And whenever they releaseshorts when shorts came out the
(30:13):
first time, I Went back andforth for like 30 days on.
Am I doing this?
Am I not doing this?
Could I find the answers I'mlooking for?
I went on to clubhouse.
You know I'm like talking toall as many youtubers as
possible.
I'm on youtubers live streamsand I'm asking questions, and so
, even if something new comesout, I'll stop and research that
(30:35):
first and say, okay, our shortsfor me.
And so finally I decided youknow what I'm gonna.
I'm gonna test it for 30 days.
I'm gonna do a short, one shortper day for 30 days, and I
stopped after 22 days the firsttime because I didn't like what
I saw, so you know.
But it didn't tank my channel.
You know I still.
I still grew from there andstill turned over business.
(30:55):
But I think that's where youwant to stop and look at things
and and not just okay, ifsomebody says something, I
always go Okay, that'sinteresting.
Let me look at it in context ofmy channel and my business and
see If I can, if I can see a waythat that could possibly work,
because Everybody is their ownanomaly as well.
You know what.
What works for you and yourbusiness may not work for me in
(31:18):
my business, and what works formy youtube channel may not work
for your channel.
And whenever I help people, Ialways say look, you got to use
our channel as a model or asinspiration or as a as a
Strategy, but it doesn't meanyou will get the exact same
results we get.
We've had people do way better,way faster than us.
We've had people that it it'staken them twice as long to get
(31:41):
you know the results we got.
So it's always a Situation,it's always an anomaly with
every single person.
So if you're in it for the longrun, it won't matter.
It's the people that areimpatient that sit there and go.
Okay, well, I posted a video.
How come I'm not getting anyphone calls, you know.
So it's like well, hey, it maytake you 12, 24, 36, 48, 56
(32:04):
videos.
You know, I mean it, that itjust may be the case.
But so you just have to look atthose types of things and and I
don't recommend sharing YouTubevideos on other platforms just
because I'm thinking aboutplatform psychology Are these
people likely to watch?
Is it my target audience?
Is that where I want my videoto live?
Plus, these other platformshate it.
(32:25):
When you share content fromother platforms, they will also
suppress it, so you're not evenreally going to get a decent
reach likely anyways and so I'mat video 68 and it's tough to
say because I do a lot on Googlein that.
Speaker 1 (32:42):
So I wonder if people watch it and then they Google
me and then they come through myGoogle business profile.
I've thought about that.
I don't think about thingsquite as I think intricately as
you, and you're really inspiringme to do more of that.
You know what would you say?
And now I'm just trying to geta little free coaching from you
here.
You know I'm at video 68.
I literally have not hadanybody say, you know, and we
(33:05):
didn't have the call rail, wedidn't have the number, we
didn't have in the description,and that get on my calendar and
that kind of stuff which I've.
You know, again, I wish I'd.
You know I'm not gonna wishaway time, no regrets, only
learning.
But like, what would you say tome, for instance, if I came to
you, which I may end up doing?
You know I'm at 68 videos and Idon't have a call out.
(33:26):
Hey, we've been watching yourcontent for however long the 60,
I have, 68 videos the longest,though the most views is just
under 5,000 views, so none ofthem have gone.
Bazookas, you know, on atertiary level here, you haven't
looked at it or whatever.
What would you say?
Speaker 2 (33:44):
Yeah, so we'd have to look at it.
I mean, every situation isdifferent we.
I have a.
One of my favorite stories is aguy named Chris snow in
Jacksonville, florida.
He had a channel for five yearswith 22 subscribers and was
still posting consistent content, was posting every single week.
Never got past 22 subscribers.
After five years I was like man, you're a rockstar, because I
(34:07):
would have quit a long, longtime ago.
Never got a single call and wekept the same channel, just
tweak some things.
Showed him how to structurevideo, different calls to action
you know optimization, seo sixwithin six months.
He now he has over 600subscribers.
He's got 60 clients that he'sworking with.
He's already put three to fiveunder contract.
(34:29):
He's got another.
He says he's got 20 people thatare if interest rates adjust
just a little bit.
He says he's got 20 people thatare gonna pull the trigger like
that.
He's got another 40 just kindof that have already reached out
touch base to him, sittingright there on the sidelines,
want a contract within the nextyear.
So you can change.
You can change that channel.
Speaker 1 (34:50):
Okay, so this isn't selfish.
I mean, there is somebody outthere that's listening to you
right now Not right now, butwhen we post this, that's going.
Man, you know, I love that.
Five years I would have quit soyou can save a channel?
Speaker 2 (35:05):
Yeah, I think so.
Unless it, unless it has like50 of your kids soccer videos on
there, then then that may notbe a video or a channel we save.
Speaker 1 (35:13):
Let's go.
Do you ever have people D-list?
Speaker 2 (35:17):
certain videos I never have and and I've heard
that kind of going around latelyas far as that's a strategy,
but I don't know about thatbecause I know of other
youtubers that have 700, athousand fifteen hundred videos
on their channel and They'venever delisted a single one and
(35:38):
you can go back and still seetheir original one.
I mean even like think mediathink media has over thing has a
thousand videos on theirchannel and you can still go
back and see, like Sean canals,first video he's ever posted.
Mr Beast, I mean, has a ton ofvideos and look, mr Beast said
it took him seven years to get athousand subs.
So think about that seven yearsto get a thousand subs.
(35:59):
So and I find other channelsnow that sometimes they I've got
.
I know a guy, a wine guy.
I mean this guy things got thecool and he's he's.
He's who I want to grow up andbe, because he travels all over
Europe.
He's an American but he's likeall over Europe.
He just goes to every vineyardin Italy and Germany and France
and Spain and drinks wine, makesa YouTube channel about it for
(36:24):
five years, like five years.
Hundreds of videos, hundredsand hundreds of videos.
And I think he you know, wetalked so many times and he had
like 400 subscribers orsomething over like five, you
know, and it wasn't tillrecently like all of his videos
just started to blow up pop, pop, pop, pop pop.
Now he's getting 15, 20,000,30,000 views every video.
(36:47):
He's, you know, like 10,000 subsnow, and when I was talking to
him it was not even two yearsago.
He was extremely discouragedand he had been for years.
But he was just like you knowwhat I'm, I'm doing what I love.
You know I'm drinking wine allover the world.
So you know what's the big deal.
I might as well video it anyway.
So he did.
(37:07):
He had this never quitmentality and sometimes that
maybe that's what it takes.
So I don't know.
I mean, I hear about this andI'm like I, I don't know.
I don't know if I'm willing totest it, because if I look at
all my videos, every single oneof them is still getting views.
And and does that mean?
And I talked to YouTubeemployees as well and they say
(37:30):
that every Video livesindividually on YouTube, which
means it's really not acombination of everything.
And if you, if you make theCrappiest video, it's not gonna
take your channel.
It also means if you get avideo that goes viral, it
doesn't mean your, your wholechannel is gonna be viral.
Every single video now, everysingle video, lives on its own
(37:50):
and it doesn't mean you cannecessarily Duplicate everything
.
I mean, the more I learn aboutYouTube, I think, the less I
know sometimes, and, and as muchas I Coach and train towards
certain things, I could find theexact opposite on a channel you
know.
(38:10):
So if I tell you, do thesekeywords and these tags and and
has, I could find a channel thatdoes none of that and they've
got, you know, a thousand views,I could.
I could find somebody thatwrites Two words in there tie.
I mean I can just find alldifferent scenarios of whatever.
Anytime I think I've gotsomething nailed down, I can
(38:31):
find a channel that completelyblows that theory out of the
water.
So I think for me, I'm justalways Working on Improving my
channel and anybody I work with.
I'm like look, first of all yougot to start.
Second of all, you got to stayConsistent.
And then, third, you have toreally kind of you know, learn
from your own, your own, youknow, your own videos and kind
(38:54):
of how that works and I can lookat things and help people too.
But it's hard to say, okay,this is exactly Thought, it's
going to work, you know.
But I mean, we've got a prettygood framework.
We've duplicated it over andover and over and over again,
but it's not the exact sameresults.
Speaker 1 (39:10):
So it's enigma.
Speaker 2 (39:13):
Something like that, yeah.
Speaker 1 (39:14):
So there's an algorithm which you can learn
some things.
There are some principles thatobviously apply and you
universally, because you havemultiple channels that or you
know, I know you have multiplechannels within you.
You've helped folks, so I guessI'll leave you on this.
On this last question, you know, if you were to say to somebody
, ultimately, I'll actually askone more tactical question.
(39:39):
So it's Michael Reese's aboutthis, russell Brunson's about
this, dan Kennedy, in that,build your list, right, I'll
give you.
Ask you a tactical question.
So if they go and build thatlist that they can then go and
market to, do you suggestsending the videos out to the
email list?
So this could be somebodythat's watching it or a real
estate agent out there.
They've got a bunch of, youknow, email addresses.
(40:00):
Would you suggest doing atemplated email out with that
has the YouTube in there?
Speaker 2 (40:06):
I mean, I think it's worth a shot.
We've actually been testingover the last maybe 30 to 60
days.
We've been sending out a weeklyemail to our list with because
we post the blog on our website.
So we post a blog on ourwebsite with the video embedded,
because that also helps withSEO, and on the backend, and
(40:27):
then what we've been doing istaking like a portion of that
blog, almost like a teaser, justa paragraph or two, and sending
that in an email and then withthe video, what I've learned
over the last I don't know.
We've been trying this video aweek for, let's say, the last
two months.
I haven't seen it move theneedle really at all.
So I haven't seen externaltraffic or anything really drive
(40:52):
much on that.
I think so.
Can it help?
Sure, I think so.
I mean, I think there could beincidents where that could be
the case.
I haven't seen it really domuch in our business.
It hasn't heard anything.
Some people will say, oh, don'tever do that, that's gonna kill
your channel.
I just I don't believe thatbecause people like Think Media
(41:13):
or some of these other bigchannels, I mean, they email out
their YouTube videos all thetime, all the time to their
database.
So again, same thing.
I could see where it works withsome people, doesn't work with
some.
Is it gonna tank your channel?
Not likely.
It's something I think youshould test and work through and
see if it's a good fit for youand your business.
Speaker 1 (41:35):
Okay, so will tank your channel.
Very much makes sense.
Social media, don't do that.
That totally makes sense.
People are there to watch thecat bat in the ball.
However, the email list youthink that that could work
because if somebody's there andthey open it and they see that
(41:55):
it's a YouTube video, they'reprobably gonna know that it's a
YouTube video and won't havemore prone to watch it.
I know that view duration is socritical to the algorithm.
Hey, we're at our time here.
I know how valuable yours is.
How can folks reach you, man?
I know you do some coaching.
You just recently came out witha book Congratulations, thank
(42:15):
you.
Talk to us about how people canreach you and maybe enlist your
services to help them out.
Speaker 2 (42:21):
Yeah, passive prospecting.
It's on Amazon.
Really really proud of thisbook.
I mean it's really I don't know, it's just.
One of my biggest fears was I'vealways wanted to write a book,
but I was like, could I make ita thick book?
I was like, is it actually I'mnot talking like a 50 page ebook
.
I was like, if I write a book,I wanted to sit really nicely on
(42:43):
the shelf.
And this one came out over acouple of hundred pages, which,
once I started working throughit, I just kept putting in all
the information.
But this is really good for anybusiness owner and because we
use real estate as examples,this isn't just for real estate
agents.
If you're a plumber,electrician, financial advisor,
you can pick up this book andit'll help you understand how to
monetize your business.
(43:04):
And here's another thing what'sfunny is that Sean Cannell
actually posted a reel about meyesterday.
I didn't know it, but I gottagged by somebody and they're
like hey, and he made up thiswhole reel about me, which is
really cool.
But this guy posted in thecomments and he said I've got 35
million views on my shorts,I've made $2,000 in ad revenue
(43:25):
and I got 26,000 subscribers.
I've never made a penny off ofmy.
It was like a lighting business.
I never made a penny off of mylighting business.
He's like I'm not hating, I justhave no clue how you're
monetizing off platform andthat's the thing.
So that goes back to.
Also those shorts may get you alot of views.
(43:45):
Think about that 35 millionviews, that's a lot, but he's
never made a penny off platform.
And so if you don't understandhow to have the right calls to
action, how to monetize, how toget your long form content found
, then it could be a difficultpath.
But that book PassiveProspecting I think it's a great
place to start.
You can also go topassiveprospectingcom.
We got a lot of greatinformation there, and you can
(44:06):
find me on Instagram, of course.
Speaker 1 (44:10):
Awesome man.
Well, you delivered massivevalue.
Kudos to you for everythingyou've done.
Levi as well.
Thank you for your service toour country.
Genuinely man, thank you.
Thank you and thank you forcoming on.
I know how busy you are andwe'll probably see you next in
person in VDX Picon.
Yes, sir, I'll be there, righton man.
All right, welcome to another episode here of the
Stoic Agent podcast.
I got a super cool guest onhere, a member of our tribe here
with EXP, but none of it isgoing to be no talk of EXP.
We're going to be talking aboutYouTube and time.
So, levi, welcome to thepodcast.
Thanks for having me, alex.
Yeah, absolutely man.
So just to the audience wealways like to.
(00:21):
You know you're a legendamongst us, but maybe not a
legend amongst others, so giveus a little bit of background on
you kind of and what kind ofled you here.
Speaker 2 (00:31):
Well, excuse me, you know we've got a mutual friend,
michael Reese, right.
So the funny thing is is I soldJim memberships with him back
at Bali Total Fitness before hegot into real estate in 2002.
And he was my introduction intosales and took me to my first,
you know, speaking event, whichwas Brian Tracy.
And that was just really funnybecause I had.
(00:53):
I grew up in a small town inTexas, about two hours south of
Dallas.
You know, if you're not milkand cows or riding bulls, really
not much else to do there andextremely poor growing up, or I
would say lack of money, Iwouldn't say poor.
We had a lack of money and myparents always said you can't
afford that, we can't affordthis, we can't afford college.
So they didn't go to college.
My two older brothers didn't goto college and after about
(01:14):
working a year after high schoolmopping floors, stocking
shelves, I was like, okay, thisisn't going to work for me and I
joined the military so I couldget some college money.
I thought that would be theeasiest way and I went through.
You know, I went through acouple of years and then got
home, came back to Dallas andmet Michael Reese.
You know he started teaching meabout sales and and Bali's
(01:35):
Total Fitness was not a gym, itwas a, it was a sales
organization, so they werehardcore closers there.
We used to phone call dialevery single day, probably about
eight to 10 hours a day.
The whole goal was to get fiveappointments the next day, get
five people in the gym to tourthem around the gym so you could
sell them a membership.
But that took eight to 10 hoursof phone calls the day before
(01:56):
to do that.
So I just learned how to poundthe phones and be very
aggressive because you only gota you know a two or three, you
know chance, that you know twoor three out of five chance to
close a deal as well.
So it was very, very salesdriven.
And then in a Michael gotlicensed 2002, he finally talked
me into becoming a real estateagent by 2004, because I never
(02:18):
really wanted to be a realestate agent.
But then I did get licensedtechnically in 2004, but
literally one week later, beforeI even really did anything, I
got a call to be deployed toIraq.
I was still in the reserves atthe time and so I got a notice.
A four day notice got sent toFort Hood, and then I was gone
for 18 months and spent 12months of that over in Iraq and
(02:43):
in 2005,.
And whenever I, you know, cameback home, my license had
already expired.
I wasn't interested in renewingit because I was never really
interested in being a realestate agent.
Anyways, michael just talked meinto it and we kind of we went
our separate ways, right.
We kept in touch over the last,you know, 20 years, but again,
I never wanted to be an agentand I think that's where I met
(03:05):
you was in Key West, right.
And 2019, I wasn't even in thebusiness.
I was running my financialservices company which I was
working with all the teachers atDallas Independent School
District on their retirementplanning so very lucrative had a
great time.
I was making the most money inmy life, but I only worked about
eight months of the year, so Ihad a teacher schedule, but like
(03:28):
five times the teacher's income, and so I was traveling the
world, taking summers off, twoweeks off for Christmas, a week
off for Thanksgiving, every fourday holiday, you know, every
four day weekend.
You could imagine I was likeloving life, you know.
And then 2020 happened and theworld shuts down, and so and
school shut down and my businessshut down and travel shut down.
(03:48):
And there I was, at 41 years old, going, okay, how do I start
over without starting over?
Like, what am I going to do?
I didn't have any clue ifschools would ever open back up,
so I didn't know if my businesswas going to come back.
Nobody was really thinkingabout investing.
They were asking me how do theypull out money?
Because they were scared todeath and you know.
And then, of course, I wasn'tgoing to go anywhere.
(04:09):
So I was like, well, what's thenext move?
It's probably not going to bethat.
And I've been building thatbusiness over the last five
years just to watch it kind ofgo poof overnight.
And so you know, and whenever Ispoke at that mastermind event
in 2019, that was November of2019, I wasn't in real estate, I
wasn't thinking about it, I wasperfectly happy.
(04:30):
And then you know what, four orfive months later, complete,
you know, change in the worldthat we never, ever even saw
coming.
And so that's where I sat thereover the summer of 2020.
And I just started to researcha lot and try to figure out
what's my next move.
And here comes Michael.
You know, after 20 years.
He's like hey, man, now's thebest time to get into real
(04:50):
estate.
You know, you know how Michaelis.
And then he's talking about.
He was talking about exp andeverything and I was kind of
like, all right, that soundscool, but I still don't want to
be a real estate agent.
And the reason being is becauseI know how hard they work.
First of all and I know I didn'tI was not looking forward to
starting over prospecting.
(05:11):
Number one, because that's whatreally scared me to death was I
was like Holy cow.
I've been prospecting my wholelife, you know, to generate
sales business.
It's just a part of sales.
I was always the bestsalesperson because I was the
best prospector.
I was willing to put in morework, more hours, more dials,
more door knocks, whatever thecase may be, to generate more
business.
(05:31):
So you know, I just came to apoint where, at 41, I was like I
don't want to do that anymore.
I'm tired of prospecting, Idon't want to build from the
ground up.
But I'm at the ground again,I'm a ground floor.
So what, how do I do that?
Is there even a way?
And you know he kept talking tome about this agent attraction
thing through the brokerage andI just kept hearing that word,
(05:53):
attraction.
You know, I was thinkingattraction, okay, that sounds
cool, that's a good concept.
In a started to make me thinkAbout real estate or business,
and I thought attraction,attraction, okay.
Well, if that's the case, youknow, if I were to get into real
estate, is their way to attractbusiness versus being, they
know, on the pursuing and aredoing what I've always done,
(06:14):
which is chase people down untilthey, until they, you know, run
out of breath or die, and theyjust give up, right, and then I
can sell them something.
But I was just like Could Iactually attract business versus
chasing it all the time?
So that's what really got mywheels turning and that's
something that michael's alwaysbeen really good at, I think is
making people think a littledifferently or just consider
(06:36):
more options.
I would say so when he was justusing that word.
Attraction just got me reallythinking.
So I started to research and Iwas like how can I attract
business?
Well, in 2020, first of all,everything shut down.
There's 30 million layoffs, butreal estate is starting to kind
of is really starting to grow.
It was one of the onlyindustries right, other than
toilet paper cells.
So it's like, okay, go on acell toilet paper.
(06:58):
Or do I want to be a realestate agent?
I think I'll probably go theagent route.
But again, you know, there's nomeet and greets going on,
you're not networking, you'renot, you know, shaking hands
with your spear of influence,you're not meeting people at
Starbucks.
So it's like, okay, that's outof the picture anyways.
So social media, right?
Okay, social media, let's,let's.
(07:19):
Let me look at that.
Even though I had been antisocial up to this point really,
I was again.
If you're like me, at that 40year old age range or above, you
probably have this love haterelationship with social media.
And I was that person where Ididn't grow up with it.
It wasn't there in high school,wasn't there in college, didn't
come around until my late 20s.
And then I thought it was sillybecause everyone's bragging or
(07:40):
posting their lunch or silly catvideos.
So I wasn't really interestedin social media, wasn't?
I just had accounts, because myfriends and family had accounts
, right.
So I thought, well, maybethere's something to the social
media because you also start towatch these 20 and 30 year old
start making a lot of money wayearlier than than we ever did
right.
So I'm like okay, well, maybethere's something there, but
(08:03):
which platform?
There's so many platforms outthere.
I didn't want to get caught upin every single platform, and
that's a mistake.
I think that most people make,whether you're in real estate or
any business Is people willtell you okay, great,
congratulations, you're an agent.
Now make sure you get aFacebook page and Instagram page
, a Twitter page, a Tiktok page,you know.
And they start telling you todo this across all these
(08:25):
platforms.
They usually don't even mentionYouTube, by the way, which is
why I still believe it's anuntapped market, and so people
do that.
They go out and they open upall these accounts and then
they're like I wait, I've got tomake content, I've got a post,
I've got a schedule, I've got aright copy.
You don't.
And they get overwhelmed andeven if they keep up with that
from the very start, they startputting 20% effort across five
(08:47):
different platforms instead ofinvesting 100% effort into one.
So I didn't want to get caughtup in that cycle.
So I said you know what, if I'mgoing to go to social media
route, I'm going to choose oneplatform, pick that platform, go
all in.
I'm going to go as deep aspossible and if I can generate
business from that platform,maybe I'll branch off into other
platforms down the road, but Ineed to be able to generate a
(09:10):
significant business from onefirst, but which one?
Which one?
And so I sit there and mostpeople told me Tiktok, Instagram
, especially Tiktok.
Like in 2020, every agentseemed to wake up with 10,000
followers on Tiktok.
So they're like you got to gohard on Tiktok, but I didn't
really hear a lot of peopleturning over business from that,
or a significant amount ofbusiness, or you know, I'm
(09:33):
watching everybody do thesepointy videos and dance around
and I'm kind of like I don'tknow if that's me.
You know I don't think that's agood fit for me, so I just kept
looking.
I kept looking.
I didn't want to do it onFacebook, instagram and you know
I'm not going to do that.
Youtube was really the lastchoice and when I discovered
YouTube was a search engine, nota social media platform, that
(09:53):
got me thinking differentlyagain and I was like oh, people
are searching their intentionalon YouTube.
They're actually looking forinformation on neighborhoods and
suburbs, and I started tofigure out key words and
neighborhoods that they weresearching for and I thought you
know what?
I'm not a good real estate.
Actually, I've never been areal estate agent.
I'm not a great real estateagent so I didn't want to fake
(10:14):
it on Tiktok and Instagram likeI'm this master agent who's been
in the business which you know.
That's what I felt like I wouldhave been doing, but I realized,
well, I've lived in Dallas for20 years.
I know the neighborhoods in thesuburbs.
I can probably just go out andshow these neighborhoods and
suburbs and talk about them andnot even mention I actually
didn't even mention I was real.
(10:34):
I still don't even really sayI'm a real estate agent videos.
And I just became, you know,the tour guide around town.
And then, all of a sudden, Istarted phone calls and then
that just led to a lot of phonecalls and then, you know, just
one thing after anothercompletely snowballed into a
crazy, crazy business.
Speaker 1 (10:52):
Man, there's so much done.
Pack there.
I love the way your mind works,sticking on the time thing I
saw you on at build and one ofthe things that you said was and
I forget exactly what you said,but it was something to the
effect of I don't know if it washyper learning or you know
really diving deep hard and youdid a lot of research.
Can you speak a little bitabout that?
(11:14):
I think you know people get alittle.
We talked about distractionlast week at one of our team
meetings and so what do youthink you think that?
That that valleys thing andmaybe you know being without
money when you're younger, likereally give you an appreciation
of time and you know within that, like talk to us about that
(11:34):
deep learning that you did inthe beginning.
Speaker 2 (11:38):
I don't think I had the appreciation of time until I
really started to generatesignificant business from
YouTube, and what I started tolearn was that YouTube did not
take me time, it made me time.
And not only did it make metime, it compounded my time so
that I didn't go into it knowingthat.
But what happened was, if werewind a little bit and go back
(12:01):
into hyper learning, I believeyou can hyper learn any subject
in 60 days.
Really, this day and age, likeJay Shetty says, if you read
five books on one subject,you'll be more proficient than,
like, 99% of people on that onesubject.
So think about that If you takefive books, you watch 30
YouTube videos.
You read 10 different blogs.
You I don't know you couldprobably take online class right
(12:22):
now on some particular subject,it doesn't matter what it is
and you focus everything you canto learn over the next 60 days.
Which means, yes, cut out someNetflix, don't watch five hours
of Netflix on Saturday.
That means watch five hours ofYouTube videos on that subject.
If you immerse yourself intoone subject, which I just chose
YouTube it's like once I decidedYouTube was going to be for me.
(12:44):
Then I went all in.
I studied it for 60 days.
There's a book that's calledlike Ready Fire Ane, which I
think you know makes sense.
But at the same time, I dobelieve in building a business
plan first.
I think that's where a lot ofpeople go wrong on social media
is they just start social media.
They don't build out a plan andtreat it like a business.
And if you treat theseplatforms like a hobby, they'll
(13:07):
pay you like a hobby.
If you treat them like abusiness, they'll pay you like a
business.
So I looked at YouTube as aplatform and studied everything
I could for 60 days.
Meaning I went on to Amazon andI typed in YouTube marketing
and guess what?
It popped up 20 different bookson YouTube marketing.
What did I do?
I bought half of them.
I bought like eight or nineYouTube marketing books.
(13:28):
I just looked at ones with goodreviews, things like that, or
there's a couple with realestate as well and I was like,
oh, I'll buy those eight books,cost me 50 bucks maybe, and
you've got eight books.
And I was like, okay, I gotthat.
Once I read through those eightbooks, of course they talk
about channels or YouTubechannels in there.
So that led me to YouTubechannels to start looking at and
researching, and then I startedto see there, and then I
(13:49):
started to find people thattaught YouTube literally just
teach YouTube the algorithm, thevideos, content, how to and so
that got me to start buildingout a plan.
So I just did that over 60 days, immersed everything during
summer of 2020.
Instead of watching Tiger Kinglike everybody else did, I
watched and learned aboutYouTube over 60 days.
(14:10):
Once I built out a businessplan for that and I took a lot
of notes.
Okay, this person says post onea week.
This one says two a week.
This one says three a week.
This one says posted 8 pm.
This one says posted 7 am.
So I tried to find the happymedium, because you'll get a lot
of different answers, but Ijust looked at everything and I
said what's going to work bestfor me, what can I do, what can
(14:30):
I commit to, when can I post?
And so that's what allowed meto hyper learn over 60 days.
You don't want to get caught upin analysis, paralysis, so you
do need to plan, I believe,study and then take action,
which is what I did, and so,once I was ready, I also learned
from my studying that you don'twant to just publish a video
and then sit on your channel forthe next month or two.
(14:51):
So I understood consistency wasreally key.
So I filmed an entire month ofcontent before I even published
the first video.
So I said I'm going to publishthree videos a week, and so I
just filmed 12 videos and I waspatient.
So most people will film onevideo, get all excited, post it
(15:14):
and then life happens, healthhappens, relationships happen,
anything happens, and then theystart making excuses of why they
can't film the next video.
And then, all of a sudden, aweek, two, three, four goes by
and you'd talk yourself out ofmaking any more content.
So I knew that would be a trap.
So, based on my research and Iwas like all right, well, I'm
going to film the first month.
(15:34):
Whenever I film the first monthand schedule them.
I had a month's worth ofcontent scheduled out.
So I filmed during November,release the first video December
5th, 2020, but I already hadall of December's videos
scheduled and ready to publish.
Guess what that allowed me todo during December Film
January's videos.
And then in January, I wasfilming February's videos, and
(15:56):
so I started to stay a monthahead until something happened,
and then if something happened,you could get sick, kids could
get sick, wife could get sick,whatever Something happens and
it takes you out of filming fora week or two, it doesn't matter
, because I was scheduled outfor four weeks so I had a buffer
and then all I had to do wasregroup and recoup and I just
(16:18):
had to stick on my plan.
So you can do that differentways.
You can try to film the exactamount of content every single
week, same time a week, or youcan film it in one day for once
a month.
I mean, there's so manydifferent ways you can structure
filming your content.
But it has to become anon-negotiable in your calendar,
it has to become part of yourschedule, it has to become a
(16:40):
turn of value on recording thatvideo.
And that gets into making andcompounding time, which, if I
make a video and it takes me 30minutes to make, first of all,
as soon as that video is watched31 minutes I made a profit of 1
minute of my time.
So all I need is the watch timeto come back positive and I've
(17:00):
made a profit of my time.
Now here's the other aspect isthat, you know, one video took
me 30 minutes to make 11,600hours actually way more than
that, but the last time I tookthe snapshot, 11,600 hours.
So that's like making a profitof 11,595 hours off of my 30
(17:20):
minute investment.
So let me ask you this you know, if I offered you 11,595 hours
which, by the way, is equivalentto like 1.3 years if I offered
you 1.3 years more time withyour family, with your friends,
with your spouse, with yourparents, with you know, vacation
time, whatever the case may bewould you trade that for 30
(17:42):
minutes sold?
Yes, absolutely you would.
And that's where the compoundeffect comes in, because in 2022
, our channel was watched104,600 hours.
You divide that by 24 hours ina day, that's equivalent to
almost 12 years of prospecting,and so that's why we call it
passive.
(18:02):
Prospecting is because I make acertain amount of content.
I didn't make 104,000 hoursworth of video, but it returned
that time and that's why I loveYouTube, because the analytics
tell me this, the data, it'sright there and that's what I
started to look at and I waslike holy cow, look at this
watch time.
And if I'm getting that much,that's a very good return of my
(18:23):
investment, of my time.
If you invest money, look whatdoes everybody love.
Everybody loves passive incomeand compound interest, right,
and so why, if you investanything, whether it's stocks,
real estate, crypto, whateveryou're putting your money in I
would assume your number onequestion is always going to be
what's the return of myinvestment?
You know what am I going tomake, and then it's probably
(18:46):
going to be how long is it goingto take for me to make that
back?
So those are usually the toptwo questions.
If we're investing our time,and if time is really considered
the most valuable asset, whyare we not asking ourselves Well
, if I invest 30 minutes overthere, what am I going to get
back?
I don't know.
It's hard to measure that on alot of tasks, except for video,
and especially on video onYouTube, because if it takes me
(19:08):
30 minutes to make a video, Iknow what I invested and as soon
as I start getting that watchtime back, I know I've got to
return.
And then the monetary effectcomes after that, and for me in
2022, we did 2.3 million incommissions off of 156 videos.
So that's equivalent to $15,000a video.
(19:30):
So do you think you have tomotivate me to make a video?
Do you think you have toconvince me to make a video.
No, because I know every videoI make is worth about $15,000 in
commissions, and so you don'thave to motivate me to do that.
I know the value and I know thereturn.
Now the funny thing is is theyear before that each video is
worth about $6,200.
(19:50):
But still, if I offered you$6,200 to make a video, would
you make a video?
Yes, yes, you would.
But it compounded it, doubledit more than doubled the next
year, and I actually made lessvideos in 2022 than I did in
2021.
And so that's the compoundeffect.
Not only can you compound yourtime and get that back the
(20:13):
income, and the commission cancompound from that as well,
because once I release one video, it goes to work for me not
just 24, seven, but innatemultiples and a compound effect.
And if you've ever said, hey, Iwish there was more of me, well,
guess what?
Make a video.
And now you've just doubledyourself.
Make two videos.
You've tripled yourself, makethree videos.
(20:34):
You've quadrupled yourself.
And imagine if you make 10, 20,50, 100 videos, there's 100 of
you not prospecting one to one,but one of those videos could be
watched by 100 people at onetime.
It could be watched by athousand people at one time.
So one video out of your 100could be reaching another 100
(20:55):
people.
That's a compound effect.
That's a return you can't evenfathom sometimes.
So that's the value of video.
Speaker 1 (21:03):
That's awesome man.
So, in the nature of time,marcus Rilius would say, you're
wise if you learn from others,so we're learning from you here.
Talk to us a little about otherthan the biggest mistake that
people make doing too manydifferent platforms.
Talk to us about maybe some ofthe mistakes, because I know
(21:25):
you're not infallible and you'rea humble man.
Talk to us about maybe some ofthe mistakes that you made that
you could impart on the audience.
That would help them not makethose mistakes and save them
time.
Speaker 2 (21:38):
Well, I don't know.
Work with us, because we'llsave you a lot of time.
Any time you can work with amentor or somebody.
It's a huge shortcut.
It's a huge shortcut.
So that's an opportunity.
I don't know Because I took somuch time to study, and I say so
(21:58):
much time like I said, 60 days.
I don't think most people dothat before they launch their
social media strategy.
You could say Now, if you hiredsomebody, they might do that
for you.
But it also depends on yourbudget and I don't think there's
really not a lot of people thatdo this in the real estate
space.
But I know we're near perfect.
(22:19):
I've had a lot of learnings,but I'm not sure if there's much
I would change.
I think I'm still experimentingto this day on the channel.
So I think you want to buildyour foundation.
When I started, shorts weren't athing.
They didn't exist at that time.
So I might have gotten into thetrap because shorts have this
virality tendency and can get alot of views, but I don't
(22:41):
believe they're good forconversion.
The jury's still out on that.
I've tested shorts, playedaround with them.
I'm still up in the air.
But the thing is, is that now?
I think people look at theshiny penny and they're like, oh
, shorts are going viral or Ican get a lot of views.
But you have to ask yourselfdoes that equate to business
conversion, selling homes?
(23:03):
And I just don't know a lot ofpeople that can tell me they've
sold homes off of shorts.
I mean, I know people that havedone well from Instagram or
TikTok, but not the amount ofvolume that we've done from
YouTube.
So I've definitely learned alot over the last couple of
years.
It's hard for me to say that Ifeel like I've done something
(23:25):
wrong.
Speaker 1 (23:26):
I think it's just Maybe what could you have done a
little bit better?
What have you fine-tuned thatyou could share with us?
Speaker 2 (23:34):
I mean, I think now it's just understanding the
audience as much as possible.
So I say typically in thebeginning you optimize for the
algorithm and then, once youestablish your audience, you
optimize for the audience.
But audience really does meanalgorithm, or algorithm means
(23:55):
audience on YouTube.
So it's one of the same.
But we built a lot aroundsearch and that was the thing.
I didn't have an audience whenI started on YouTube.
Nobody knew me, who I was, Ihad zero brand, so I depended
upon search and I don't thinkthat's a bad thing at all.
Now we're looking at do webroaden topics a little bit, Do
we expand a little bit?
Do we try to capture a littlebit more of an audience?
(24:17):
But I'm not even convinced thatthat's good for conversion.
We've been super hyper focusedon Dallas, texas, real estate
and when we do that, we just tryto go as deep as possible, and
I think for me, I've stayedconsistent.
I haven't had any major hiccups.
I haven't done anything to bombthe channel.
I've done a lot of experimentsbut none of them have bombed out
(24:41):
the channel, and I think that'sa big myth people get caught up
in as they think, well, if I dothis or that, I could tank my
channel and I'm like I don'tthink that's the case.
The main thing is that monitor,watch, learn, grow, expand or
get rid of.
So if you try something, itdoesn't work, it doesn't mean it
won't work.
(25:01):
Maybe you need to try two orthree more times.
So I think just being curious,trying to understand a little
bit more I'm not saying that youhave to be completely obsessed
with YouTube.
I mean you need to sell somereal estate, right, but I do
think you want to be mindful ofwhat you're doing, why you're
doing it, how it works, thosetypes of things.
So it's it's it's just a workin progress, like anything else,
(25:25):
and you just have to try to getbetter every single day.
Speaker 1 (25:29):
So you know it's funny because you know, I
started my YouTube channel.
I, you and and some of theother guys inspired me to do it
and you know I one of the thingsthat I did you mentioned
mentors.
I chose the wrong mentor,looking back, and I didn't go to
somebody who actually had doneit.
And you know, one of the thingsthat they had mentioned to me
(25:50):
was to share on to social and Ijust was looking.
We're analyzing our analyticsthe other day and my audience is
like 25 to 34 year old Indianmen in India, so somehow it,
yeah.
So you know I'm trying to go.
Oh man, I'm wondering if I andI'd love you to take a look at
my channel, I'm wondering if Iget a burn it down.
(26:10):
You know, and start over,because I will, I'll start over,
I'll do it again.
It takes me six, nine, twelvemonths.
Whatever, this time, I'll startand learn from that mistake.
Unfortunately, I have to learnmy own mistake rather than, you
know, come into you in the firstplace.
But you know, talk to us alittle bit about that, do you?
Do you not do?
You don't do ads, you don't dohosting on social, you're just
(26:32):
straight YouTube and you'reresearching the keywords in that
.
Speaker 2 (26:36):
Absolutely.
In my research I found thatthat that didn't seem like a
good play.
I've run ads with otherchannels.
You know we have a differentchannel that.
You know we run ads too and Iand I believe that that's
completely killed the organicreach on there, you know, and so
and the subscribers and theviews you get from that, they
(26:59):
look great for vanity metrics.
But again, if we stoppedrunning ads on that channel,
it's probably and that's for aseparate business, it's not for
real estate.
I haven't seen real estate adsreally Convert and I've known
other people that run those.
I haven't seen it really doanything for him, for business.
So I do think organics the bestway.
I started to think aboutplatform psychology.
(27:20):
So you have to think aboutthese things.
I always joke around, not notto knock the other platforms,
but hey, you know why not, it's,it's a funny.
I always say look, when peopleGo to buy a home, do you think?
Has anybody ever said, hey,honey, it's time to find a house
.
Let's go on Facebook and seewhat's on the market?
Or, hate, honey, it's time tobuy a house.
Let's go on Instagram and seeif we can find a really cool
(27:41):
agent posting market reports?
Or hey, honey, it's time to buya house.
Let's go on tiktok and see ifwe can find the best dancing
real estate agent.
Okay, so that's not wherepeople are likely starting their
search.
I think about short form contentfor me.
Is I go there to kill time orbecause I'm brain dead at the
end of the day and I just wantto watch some funny stuff?
Right, I sit there with mythumb and just and scroll.
(28:04):
You know, I just scroll.
I'm not.
I'm not there researching.
I'm not trying to solve aproblem, I'm not trying to find
my next home.
But people that are Researchingand trying to solve a problem
or find their next home, guesswhere they're going?
They're going on YouTube.
So, if you think about that,now I share my video on Facebook
or Instagram.
Okay, well, I'm in my feed, I'mscrolling and I'm like, oh okay
(28:26):
, oh, a YouTube video.
Okay, well, I click on it.
What happens?
If you haven't noticed this,you will notice it now.
If you click on a YouTube videofrom any other platform, it
doesn't open it in the app.
It opens it in the browser onthe phone, right?
And what happens?
If you try to take it off amute or hit the like button.
It says please sign in right,or it says open this in the app.
(28:49):
So then you got to do anotherstep and you got to sign in and
you got you know.
So it first of all, most peoplewon't even do that.
They're like, oh well, I got togo sign in or I got to open
this in the app so they'll stop.
Well, it's in a, it's in a,basically an incognito window.
So YouTube doesn't know who'sdoing that, who's watching it.
And then you sit there and yougo oh, this is a 20 minute video
(29:09):
.
I'm just sitting here trying towatch silly cat videos.
You know, that's all I'minterested in watching right now
.
I'm not trying to watch a 20minute Dallas Texas real estate
video.
So what?
There's a little back button atthe top to this is like go back
to Instagram.
What do they do?
Click and then they watch yourvideo for like 10 seconds,
jumped off of it.
Youtube's like oh, here'ssomebody we don't even know
who's watching it, but they onlywatched it for 10 seconds, you
(29:31):
know.
And that starts to bring downview duration, things like that.
So I think about platformpsychology as far as why, why
post it on these other platforms?
You know people are not likelyon those platforms Because
they're searching for homes orin the mood to watch long-form
content.
If you're in the mood to watch20 minute videos, you're
(29:51):
probably just gonna go straightto YouTube, right?
So it's just those types ofthings that that I think about.
I'm maybe I'm a little weird,but I'm kind of like okay,
what's the next move?
Anytime I hear something orsomebody says something, always
like say okay, let's, let's stopand think about that and I'll,
I'll sit on it for a day or twoor three.
And whenever they releaseshorts when shorts came out the
(30:13):
first time, I Went back andforth for like 30 days on.
Am I doing this?
Am I not doing this?
Could I find the answers I'mlooking for?
I went on to clubhouse.
You know I'm like talking toall as many youtubers as
possible.
I'm on youtubers live streamsand I'm asking questions, and so
, even if something new comesout, I'll stop and research that
(30:35):
first and say, okay, our shortsfor me.
And so finally I decided youknow what I'm gonna.
I'm gonna test it for 30 days.
I'm gonna do a short, one shortper day for 30 days, and I
stopped after 22 days the firsttime because I didn't like what
I saw, so you know.
But it didn't tank my channel.
You know I still.
I still grew from there andstill turned over business.
(30:55):
But I think that's where youwant to stop and look at things
and and not just okay, ifsomebody says something, I
always go Okay, that'sinteresting.
Let me look at it in context ofmy channel and my business and
see If I can, if I can see a waythat that could possibly work,
because Everybody is their ownanomaly as well.
You know what.
What works for you and yourbusiness may not work for me in
(31:18):
my business, and what works formy youtube channel may not work
for your channel.
And whenever I help people, Ialways say look, you got to use
our channel as a model or asinspiration or as a as a
Strategy, but it doesn't meanyou will get the exact same
results we get.
We've had people do way better,way faster than us.
We've had people that it it'staken them twice as long to get
(31:41):
you know the results we got.
So it's always a Situation,it's always an anomaly with
every single person.
So if you're in it for the longrun, it won't matter.
It's the people that areimpatient that sit there and go.
Okay, well, I posted a video.
How come I'm not getting anyphone calls, you know.
So it's like well, hey, it maytake you 12, 24, 36, 48, 56
(32:04):
videos.
You know, I mean it, that itjust may be the case.
But so you just have to look atthose types of things and and I
don't recommend sharing YouTubevideos on other platforms just
because I'm thinking aboutplatform psychology Are these
people likely to watch?
Is it my target audience?
Is that where I want my videoto live?
Plus, these other platformshate it.
(32:25):
When you share content fromother platforms, they will also
suppress it, so you're not evenreally going to get a decent
reach likely anyways and so I'mat video 68 and it's tough to
say because I do a lot on Googlein that.
Speaker 1 (32:42):
So I wonder if people watch it and then they Google
me and then they come through myGoogle business profile.
I've thought about that.
I don't think about thingsquite as I think intricately as
you, and you're really inspiringme to do more of that.
You know what would you say?
And now I'm just trying to geta little free coaching from you
here.
You know I'm at video 68.
I literally have not hadanybody say, you know, and we
(33:05):
didn't have the call rail, wedidn't have the number, we
didn't have in the description,and that get on my calendar and
that kind of stuff which I've.
You know, again, I wish I'd.
You know I'm not gonna wishaway time, no regrets, only
learning.
But like, what would you say tome, for instance, if I came to
you, which I may end up doing?
You know I'm at 68 videos and Idon't have a call out.
(33:26):
Hey, we've been watching yourcontent for however long the 60,
I have, 68 videos the longest,though the most views is just
under 5,000 views, so none ofthem have gone.
Bazookas, you know, on atertiary level here, you haven't
looked at it or whatever.
What would you say?
Speaker 2 (33:44):
Yeah, so we'd have to look at it.
I mean, every situation isdifferent we.
I have a.
One of my favorite stories is aguy named Chris snow in
Jacksonville, florida.
He had a channel for five yearswith 22 subscribers and was
still posting consistent content, was posting every single week.
Never got past 22 subscribers.
After five years I was like man, you're a rockstar, because I
(34:07):
would have quit a long, longtime ago.
Never got a single call and wekept the same channel, just
tweak some things.
Showed him how to structurevideo, different calls to action
you know optimization, seo sixwithin six months.
He now he has over 600subscribers.
He's got 60 clients that he'sworking with.
He's already put three to fiveunder contract.
(34:29):
He's got another.
He says he's got 20 people thatare if interest rates adjust
just a little bit.
He says he's got 20 people thatare gonna pull the trigger like
that.
He's got another 40 just kindof that have already reached out
touch base to him, sittingright there on the sidelines,
want a contract within the nextyear.
So you can change.
You can change that channel.
Speaker 1 (34:50):
Okay, so this isn't selfish.
I mean, there is somebody outthere that's listening to you
right now Not right now, butwhen we post this, that's going.
Man, you know, I love that.
Five years I would have quit soyou can save a channel?
Speaker 2 (35:05):
Yeah, I think so.
Unless it, unless it has like50 of your kids soccer videos on
there, then then that may notbe a video or a channel we save.
Speaker 1 (35:13):
Let's go.
Do you ever have people D-list?
Speaker 2 (35:17):
certain videos I never have and and I've heard
that kind of going around latelyas far as that's a strategy,
but I don't know about thatbecause I know of other
youtubers that have 700, athousand fifteen hundred videos
on their channel and They'venever delisted a single one and
(35:38):
you can go back and still seetheir original one.
I mean even like think mediathink media has over thing has a
thousand videos on theirchannel and you can still go
back and see, like Sean canals,first video he's ever posted.
Mr Beast, I mean, has a ton ofvideos and look, mr Beast said
it took him seven years to get athousand subs.
So think about that seven yearsto get a thousand subs.
(35:59):
So and I find other channelsnow that sometimes they I've got
.
I know a guy, a wine guy.
I mean this guy things got thecool and he's he's.
He's who I want to grow up andbe, because he travels all over
Europe.
He's an American but he's likeall over Europe.
He just goes to every vineyardin Italy and Germany and France
and Spain and drinks wine, makesa YouTube channel about it for
(36:24):
five years, like five years.
Hundreds of videos, hundredsand hundreds of videos.
And I think he you know, wetalked so many times and he had
like 400 subscribers orsomething over like five, you
know, and it wasn't tillrecently like all of his videos
just started to blow up pop, pop, pop, pop pop.
Now he's getting 15, 20,000,30,000 views every video.
(36:47):
He's, you know, like 10,000 subsnow, and when I was talking to
him it was not even two yearsago.
He was extremely discouragedand he had been for years.
But he was just like you knowwhat I'm, I'm doing what I love.
You know I'm drinking wine allover the world.
So you know what's the big deal.
I might as well video it anyway.
So he did.
(37:07):
He had this never quitmentality and sometimes that
maybe that's what it takes.
So I don't know.
I mean, I hear about this andI'm like I, I don't know.
I don't know if I'm willing totest it, because if I look at
all my videos, every single oneof them is still getting views.
And and does that mean?
And I talked to YouTubeemployees as well and they say
(37:30):
that every Video livesindividually on YouTube, which
means it's really not acombination of everything.
And if you, if you make theCrappiest video, it's not gonna
take your channel.
It also means if you get avideo that goes viral, it
doesn't mean your, your wholechannel is gonna be viral.
Every single video now, everysingle video, lives on its own
(37:50):
and it doesn't mean you cannecessarily Duplicate everything
.
I mean, the more I learn aboutYouTube, I think, the less I
know sometimes, and, and as muchas I Coach and train towards
certain things, I could find theexact opposite on a channel you
know.
(38:10):
So if I tell you, do thesekeywords and these tags and and
has, I could find a channel thatdoes none of that and they've
got, you know, a thousand views,I could.
I could find somebody thatwrites Two words in there tie.
I mean I can just find alldifferent scenarios of whatever.
Anytime I think I've gotsomething nailed down, I can
(38:31):
find a channel that completelyblows that theory out of the
water.
So I think for me, I'm justalways Working on Improving my
channel and anybody I work with.
I'm like look, first of all yougot to start.
Second of all, you got to stayConsistent.
And then, third, you have toreally kind of you know, learn
from your own, your own, youknow, your own videos and kind
(38:54):
of how that works and I can lookat things and help people too.
But it's hard to say, okay,this is exactly Thought, it's
going to work, you know.
But I mean, we've got a prettygood framework.
We've duplicated it over andover and over and over again,
but it's not the exact sameresults.
Speaker 1 (39:10):
So it's enigma.
Speaker 2 (39:13):
Something like that, yeah.
Speaker 1 (39:14):
So there's an algorithm which you can learn
some things.
There are some principles thatobviously apply and you
universally, because you havemultiple channels that or you
know, I know you have multiplechannels within you.
You've helped folks, so I guessI'll leave you on this.
On this last question, you know, if you were to say to somebody
, ultimately, I'll actually askone more tactical question.
(39:39):
So it's Michael Reese's aboutthis, russell Brunson's about
this, dan Kennedy, in that,build your list, right, I'll
give you.
Ask you a tactical question.
So if they go and build thatlist that they can then go and
market to, do you suggestsending the videos out to the
email list?
So this could be somebodythat's watching it or a real
estate agent out there.
They've got a bunch of, youknow, email addresses.
(40:00):
Would you suggest doing atemplated email out with that
has the YouTube in there?
Speaker 2 (40:06):
I mean, I think it's worth a shot.
We've actually been testingover the last maybe 30 to 60
days.
We've been sending out a weeklyemail to our list with because
we post the blog on our website.
So we post a blog on ourwebsite with the video embedded,
because that also helps withSEO, and on the backend, and
(40:27):
then what we've been doing istaking like a portion of that
blog, almost like a teaser, justa paragraph or two, and sending
that in an email and then withthe video, what I've learned
over the last I don't know.
We've been trying this video aweek for, let's say, the last
two months.
I haven't seen it move theneedle really at all.
So I haven't seen externaltraffic or anything really drive
(40:52):
much on that.
I think so.
Can it help?
Sure, I think so.
I mean, I think there could beincidents where that could be
the case.
I haven't seen it really domuch in our business.
It hasn't heard anything.
Some people will say, oh, don'tever do that, that's gonna kill
your channel.
I just I don't believe thatbecause people like Think Media
(41:13):
or some of these other bigchannels, I mean, they email out
their YouTube videos all thetime, all the time to their
database.
So again, same thing.
I could see where it works withsome people, doesn't work with
some.
Is it gonna tank your channel?
Not likely.
It's something I think youshould test and work through and
see if it's a good fit for youand your business.
Speaker 1 (41:35):
Okay, so will tank your channel.
Very much makes sense.
Social media, don't do that.
That totally makes sense.
People are there to watch thecat bat in the ball.
However, the email list youthink that that could work
because if somebody's there andthey open it and they see that
(41:55):
it's a YouTube video, they'reprobably gonna know that it's a
YouTube video and won't havemore prone to watch it.
I know that view duration is socritical to the algorithm.
Hey, we're at our time here.
I know how valuable yours is.
How can folks reach you, man?
I know you do some coaching.
You just recently came out witha book Congratulations, thank
(42:15):
you.
Talk to us about how people canreach you and maybe enlist your
services to help them out.
Speaker 2 (42:21):
Yeah, passive prospecting.
It's on Amazon.
Really really proud of thisbook.
I mean it's really I don't know, it's just.
One of my biggest fears was I'vealways wanted to write a book,
but I was like, could I make ita thick book?
I was like, is it actually I'mnot talking like a 50 page ebook
.
I was like, if I write a book,I wanted to sit really nicely on
(42:43):
the shelf.
And this one came out over acouple of hundred pages, which,
once I started working throughit, I just kept putting in all
the information.
But this is really good for anybusiness owner and because we
use real estate as examples,this isn't just for real estate
agents.
If you're a plumber,electrician, financial advisor,
you can pick up this book andit'll help you understand how to
monetize your business.
(43:04):
And here's another thing what'sfunny is that Sean Cannell
actually posted a reel about meyesterday.
I didn't know it, but I gottagged by somebody and they're
like hey, and he made up thiswhole reel about me, which is
really cool.
But this guy posted in thecomments and he said I've got 35
million views on my shorts,I've made $2,000 in ad revenue
(43:25):
and I got 26,000 subscribers.
I've never made a penny off ofmy.
It was like a lighting business.
I never made a penny off of mylighting business.
He's like I'm not hating, I justhave no clue how you're
monetizing off platform andthat's the thing.
So that goes back to.
Also those shorts may get you alot of views.
(43:45):
Think about that 35 millionviews, that's a lot, but he's
never made a penny off platform.
And so if you don't understandhow to have the right calls to
action, how to monetize, how toget your long form content found
, then it could be a difficultpath.
But that book PassiveProspecting I think it's a great
place to start.
You can also go topassiveprospectingcom.
We got a lot of greatinformation there, and you can
(44:06):
find me on Instagram, of course.
Speaker 1 (44:10):
Awesome man.
Well, you delivered massivevalue.
Kudos to you for everythingyou've done.
Levi as well.
Thank you for your service toour country.
Genuinely man, thank you.
Thank you and thank you forcoming on.
I know how busy you are andwe'll probably see you next in
person in VDX Picon.
Yes, sir, I'll be there, righton man.
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