Podcast Summary: Massive Agent Podcast
Episode: Why Agents With Half Your Experience Are Getting All The Leads
Host: Dustin Brohm
Date: February 19, 2026
Overview of the Episode
In this episode, Dustin Brohm explores the persistent challenge many experienced real estate agents face: seeing less-experienced competitors dominate social media and get more leads. The main thrust is that the key difference isn’t talent or expertise, but the way agents present themselves and their results online. Specifically, Dustin delivers a masterclass on the crucial concept of “showing, not telling”—demonstrating proof and providing tangible evidence in content, rather than simply making claims.
Key Discussion Points and Insights
The “Experience Paradox” for Real Estate Agents
- Main Issue: Many capable agents are being outperformed online by peers with less experience and fewer skills.
- Observation: The difference comes down to content style, not ability. As Dustin states (04:25):
“There’s a reason why agents with half your experience, half your capability...they’re crushing it on social, but you’re not. Because they figured this one thing out.”
Showing vs. Telling: The Core Principle
- Traditional Content (Telling):
- Agents simply state that they are experts, skilled negotiators, or top performers.
- Example (05:00):
“One agent posts, ‘I help buyers win in competitive markets.’ Okay, that’s good.”
- High-Performing Content (Showing):
- Agents break down real examples and demonstrate how they achieved results.
- Example (05:15):
“The other posts a video where they break down exactly how their buyer just won a bidding war... Guess which one of those two agents is getting all the business from social?”
Why “Show, Don’t Tell” Now Matters More Than Ever
- Evolving Social Media Standards:
- Talking head videos once performed well, but today’s audience expects more visual evidence and storytelling.
- “Over time ... the bar keeps going up, like the quality bar for, you know, what is a high quality post.” (07:10)
- Increased Content Saturation:
- With more agents producing similar content, differentiation through proof is essential.
Tactical Examples & Practical Tips
-
Upgrade Talking Head Videos
- Add demonstration, not just information.
- Use charts, images, green screen features, and on-location shots to visually engage and educate.
- (09:40) “Show charts or graphs or images... that is the better way to teach a lesson through social.”
-
Local Testimonials & Reviews
- Instead of polished Canva testimonials, use raw screenshots of client texts, DMs, Snapchats, or Google reviews.
- (21:00) “Screenshot the fricking text, post that... that’s what you should be highlighting. Because that’s believable.”
-
Storytelling with Visuals
- Use photos/videos to showcase local businesses, amenities, or unique listing features.
- (11:30) “Go stand in front of the restaurant and record the video there so people can see what you’re talking about.”
-
Math and Market Education
- Visually break down comparisons (e.g., buying vs. renting) using whiteboards or notepads.
- (15:10) “Visually show that math being done because then people can follow along... there’s something about you writing out a process... that keeps people locked in.”
-
Neighborhood and Proximity Demonstrations
- Show maps, walk the area, use drone footage, or screen-record Google Maps routes.
- (17:05) “Show people so they can tangibly feel it, see it, and picture it for themselves.”
Mindset and Process: Content Creation as a Skill
- Embrace the Learning Curve
- Everyone improves with repetitions; even the most successful creators started with basic or poor-quality content.
- (25:00) “Mr. Beast was posting absolute garbage, but he just kept doing it...It’s all about repetitions.”
- Assessing and Upleveling Your Content
- Audit current output for opportunities to show, not just tell.
- Make “proof over promise” your content mantra.
Notable Quotes & Memorable Moments
-
On Demonstrating Results (05:15):
“The best marketing that you’ll create doesn’t have any selling in it. There’s no pitches, maybe even no calls to action. It’s just you demonstrating and doing the thing that you claim to be good at.”
— Dustin Brohm -
On Visual Education (13:30):
“If you’re talking about math, you know, you have a whiteboard and you literally, like, write it out so people can visually see it and tangibly understand what you’re talking about.”
— Dustin Brohm -
On Testimonials (21:00):
“If your client sends you a text... Screenshot the fricking text, post that... that’s what you should be highlighting. Because that’s believable.”
— Dustin Brohm -
On Repetition and Growth (25:00):
“It’s all about repetitions. So know where you’re at in the process. Give yourself credit if you’re like, look, it’s a win that I’m posting at all. I agree, I agree. But also... let’s get better next time and get better the time after that.”
— Dustin Brohm -
The Mantra for Content Creation (30:45):
“Just burn ‘proof over promise’ into your brain. How can you show proof versus just promising? If that is conscious in your mind as you’re creating content, you’re going to do better content that more people will want to watch...”
— Dustin Brohm
Important Timestamps & Segments
- 00:00–01:30 — Intro & Masterclass Promo (skip, not included in content)
- 02:30 — Common thread in agents who are getting leads
- 05:00 — “Show, Don’t Tell” principle explained with competing agent examples
- 07:00 — Social video evolution; why expectations have changed
- 09:40–13:30 — Visualizing lessons: charts, green screens, on-location filming
- 15:10–19:00 — Explaining value with visual aids, maps, and walkthroughs
- 21:00 — The power and believability of screenshot testimonials
- 25:00 — Encouragement and realistic expectations for beginner creators
- 30:45 — “Proof over promise” as a content mantra and closing call to action
Summary/Takeaway
Dustin Brohm’s message is clear: To win on social media and generate more real estate leads—even if you’re more experienced than the agents outpacing you—shift from talking about your skills to showing them. Demonstrated proof, visually engaging storytelling, and authenticity trump polished but unsubstantiated claims every time.
Whether you’re just starting out or looking to uplevel, focus every piece of content on “proof over promise.”