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The Think Media Podcast
438: Real Estate YouTube Strategy for Unlimited Leads (Takes 5 Minutes)
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Hey, before we jump into the show, I just wanted to take a second and say thank you for listening. I know that life is busy and you have a lot of options when it comes to the content you consume. So whether you're new here or you've been listening to the Think Media podcast for years, I just want to say thank you and I appreciate you. Okay, let's jump into the show.
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There are 2.9 billion monthly active users on YouTube. 51% of home buyers use YouTube as their number one search destination. And so the opportunity internationally for real estate pros is massive. You have to start before you're ready. Business professionals that are building a personal brand and making more money, they start before they're ready. We're going to be talking about a simple YouTube formula to get real estate leads 24 7. Let's dive into part number one, the no stress tech setup. I want to give you three video ideas that generate leads 24 7. Hey, my name is Sean Cannell and I'm so excited to talk for a few minutes about social media and YouTube. But I just want to say this, it is such an honor to be standing on this stage today. You know, I read a book years ago called the One Thing. Has anybody ever read that book? Yes. Gary Keller's book, the One Thing actually really transformed my life. I'm a small town kid, college dropout, and as kind of a burgeoning entrepreneur experiencing mostly failures, I was seeking direction. And so to actually kind of be full circle to be at not just a Keller Williams eventually, but to be at the CEO summit. Man, you're sitting next to somebody really remarkable. Do you realize that? For real? Like, do you even know the person next to you? Have you met them yet? Hey, just look at the person next to you and say, you look better than I remember. Just tell them that. Look at the person on the other side and say, at least you're here. I mean, at least, at least you made it. Well, hey, I'm excited because, you know, we're going to be talking about YouTube, social media video, and I really believe there's an opportunity to not just make greater income in your businesses, but a greater impact on the other side of what we're going to learn today. We're going to be talking about a simple YouTube formula to get real estate leads 24 7. And I want to take you back, though, to a quick story of my friend Anton Stetner in August of 2022. Yeah, a lot of you might know him, or a few. He's. He's based in Marysville, Washington. That's an hour north of Seattle, Washington. Come on. His Keller Williams office is there, runs a team. And you actually would love to have been here, but he's across town at his kids soccer tournament, which is the absolute right place to be right now for him. But anyways, in 2022, he made the courageous move to start creating videos. And we see him right here, actually, in his vehicle. He just started pressing record. And like most of us, if we've ever filmed before, you know, it's awkward. You're just getting started. You're just kind of getting uncomfortable. But he committed to filming one vertical video every single day. And he did it for six months. Yeah. And so it was a whole journey for him. But fast forward now to today. He is actually getting 250,000 views every single month across platforms. But here's the thing. The real impact goes beyond views, because if you look at the results that that has brought in, he said that when investors reach out about multimillion dollar deals, they say, I watched all your videos. And actually a townhome project he was doing, somebody that had watched his videos, put in $300,000. He got a listing, and that's a $1.8 million listing. That'll be a $50,000 commission. And they said, man, you really know what you're talking about. Because they had watched his videos first. And actually someone on his team, her name is Ashton Fay. She just because of the culture he's building for his team to be doing content, social media. She did 30 transactions last year, and 10 of those could be tracked to video and social media. And so the numbers don't lie. And when we look at not just the numbers on YouTube, but even YouTube for real estate agents, it's pretty telling. Now, in 2025, there are 2.9 billion monthly active users on YouTube. Wow. And that's around the world. I know we have people flying in all over the world to be here this week. And so the opportunity internationally for real estate pros is mass. You know, just in the US 239 million people every single month are watching YouTube content. So there's a massive audience there to reach. But let's zone in on some of the real estate stats. 51% of home buyers use YouTube as their number one search destination. One out of two are going to YouTube first. Let me ask you a question, and we'll full participation. Who here actually has a YouTube channel related to your real estate business? Raise your hand high, let me see that. Yikes. So like maybe 10%, who here has actually, you're doing some video and other platforms, just not YouTube, raise your hand, wave at me. Okay. Also. Okay, great. So the opportunity on YouTube, in fact, we'll see in a few seconds is massive because even though one out of two people are wanting to get content related to real estate, there's not a lot of people there. Still, 73% of homeowners say they are more likely to list with an agent who uses video. 403% more inquiries are driven from listings with video. But the room actually is exactly what the stats say. Only 9% of agents create listing videos. So you might be thinking in 2025, well, you know, people maybe already got on into the game. I had a conversation in the back of the room, man, in my city in Dallas, like, there's already somebody creating content. And I was like, one guy. There's like, what is somebody who's creating? Well, of course, why can't even if that guy's Coke, why can't you be Pepsi? And even if there's two Coke and Pepsi's in your town, why can't you be poppy? Anybody drink Poppy? Come on, you know, it's niche. You get like there's a lot of opportunity for us and not a lot of people are taking action. But I get it. I can understand that. Why maybe we aren't doing video right now. I hear a lot of people say, I'll start when, you know, like I can understand that the stats are there and if I did the video, I could get more deals and get more deal flow and build my team and build my personal brand. Like there's a real roi, but you know, I'm going to start when maybe I get the perfect backdrop. Have you ever thought these thoughts? I'm going to start doing some social video when maybe, you know, I want to order the gear, figure out how to use my camera, you know, I need to do an Amazon purchase. Maybe you thought, like, I'll start when my life gets a little less busy and hectic. Can you relate to that one right now? I got a two year old and a four year old boy. I tell myself every single day, like when it slows down a little bit, when it gets a little less hectic and every day gets worse. And so I'm like, it's not really going that way. Maybe that excuse isn't going to be helpful for me. And you know, I think back to when I started video. This is a picture of me working at a place called Red Robin. Yum. Bottomless fries. It's a burger place here in America. And I felt the exact same way. You know, 2010, I was actually in the middle of the big short. My family, we were actually losing our house because we got it on, you know, declared income in an 8020 arm knew absolutely nothing about. About anything, let alone and. And we're losing our home. We make, make trying to make ends meet, waiting tables. But I saw this opportunity at YouTube and I had started doing video from my local church and kind of learned the video thing. And I thought maybe I could get on this YouTube platform. So I actually started to film in my car just like Anton. And I started to just shoot these videos. Was the timing perfect? No. Did I have the perfect equipment? Definitely not. Was I worried about what people would think? Absolutely. But I started to shoot videos in my car, in the parking lot, or on the way to work. And I learned this fundamental principle for us in this room to get results this year, start making more money and get into this video creation thing for our real estate businesses. And it's this. You got to start before you're ready. You have to start when things aren't perfect. You have to start when the same thing that Anton figured out. And you know, personally, I've grown multiple YouTube channels. I get to help a lot of different people. The common denominator from business professionals that are building a personal brand and making more money from real estate professionals is they start before they're ready. Ready is a lie. Like you. Sometimes. I don't know if I could say this. They talked about cursing. Sometimes you got to start poop your pants scared. I mean, that's gross. But like, you got. Your armpits are sweaty. Like you, like, you're always going to have an excuse. You know, when are people going to think about me? Are they going to judge me? You have to start before you're ready. And personally, through starting in my first videos being like really bad and really embarrassing, through constant improvement, I really discovered some things that actually worked in a systematic approach that we can learn today that we could start without anything fancy. By the end of today's training, you'll be able to start getting results and more importantly, leads with video. So we're going to cover the no stress tech setup that works even if you've never made videos before. We're going to cover a simple framework to plan and outline videos in minutes. Not ours. And then three proven video ideas that will attract real real estate leads. If we're just meeting, my name is Sean And I love helping people with video. I mentioned starting a few different channels over the years. Now I've started a few different YouTube channels. Eventually they give you some awards and YouTube sends those to you. Been blessed to speak at some different stages, all about YouTube. Wrote a book called YouTube Secrets. I think it's the number one best selling YouTube strategy book in the world right now. And the second edition just came out and, and what I'm most proud of though is our students and many people who following our frameworks and using this information have again not just built powerful YouTube channels, but something so powerful that will help all of those at the CEO summit. And that's powerful personal brands trust, greater awareness that can lead to all kinds of opportunities. And so let's dive into part number one, the no stress tech setup. If you taking notes, you could write this down. It's a simple framework and checklist to make every single one of your videos better, even if you don't have a fancy camera or equipment. Here it is, avls. It stands for audio, video, lighting and Stabilization. Now if you use this checklist with just your smartphone, you can create great videos. The first question is just like, what's the audio going to sound like? What's the audio going to sound like? So if you're just using your on camera microphone on your phone, it's just gonna sound a lot better if you're not like on the tarmac in between your private jet and the, you know, the building. Like if you're not at a train station with a lot of background noise. But if you're in a home office kind of close to your phone, the audio is gonna be great. But you might get a $50 microphone off Amazon. The first question is audio, like can people hear you? Well, that really matters when it comes to social video, YouTube video. Then the second is just the video itself. And what's wild is the smartphone in your pocket is better than a lot of Hollywood's cameras a couple decades ago. So the video is covered. Now lighting, you could invest in a light. These things are 20 bucks, $50 on Amazon. Or just be in a well lit office or get in front of a window. And then finally stabilization. You could get a $20 tripod or just stack up a few boxes and you are good to go. Very easy to get good video when you use the AVLS checklist right before you film, even if all you're using is your smartphone. Now at the end of the presentation, I'll hook you up with like a cool gear guide that no Matter if you just want to spend a few bucks or you actually want to get fancy, you come on selling Sunset, like really crispy. Like, we'll go through all this stuff and I'll hook you up with that at the end. But you can see some of these accessories here, a little bit of stabilization, a few tools that will help you do better video. But one of my favorite things is if you just film in front of a window, you get that nice light come on like a nice softbox, very flattering light when you let the window shine out you back of your office behind you. And one of the coolest places to film is your car. You have a pro video studio on wheels. You've got great audio inside of your car. And if a listing is going to be like 15 minutes late, then now you have like no excuse. In fact, after I give you the framework, like to just film a quick video in your car, post it while you're in your car instead of scrolling on Instagram, right? Just checking in on stuff, you actually could create content really quick. You probably already have a dash mount or window mount for your phone. That's all you need. You don't even really need a microphone, but I'll tell you a cool one you could get, make it sound a little bit better. What's so cool about the content creation thing is your smartphone will do it all for you. It's all you need. And we can keep things super simple again. That's where Anton started. That's where I started filming as well. And you can even maximize those moments in your busy schedule. I love being in rooms with high achievers. You're probably like me. You're trying to maximize everything. You're like, I can't believe this line at Starbucks. You're on your phone, send emails, Slack, update something, make a couple transfers. Like, you can maximize your busy schedule. So this doesn't have to take a lot of time, but it can bring a lot of results. So if we just use our smartphone. This brings us to part two, the 3P video method. So write this down and we're actually going to plan a video together right now. So it's called the 3P video method. The first thing is we're going to prepare and you can plan a video out in five minutes, not hours, the entire video, and even shoot it if it's short. So how do we prepare? First, you're going to want to get their attention. Second, you're going to want to teach them something valuable. And third, tell them what to do next. So let me ask a question somebody here. What is a frequently asked question that you get related to being a real estate professional? People want help with. They ask you a question a lot. Anybody want to shout something out to me? Interest rates. Let's roll with that. So what about interest rates? Does the average person want to know when are they going to go down? Okay, so here with get with get attention. One of my favorite ways to do it is to just ask the question the person is thinking. So interest rates, are you curious if interest rates are going to go up or down in the next few months? Hey, I've got three things you need to know about what's happening. Number one, so there's your get attention. You're going to grab attention by calling out the exact pain point that they have. And so what I actually want to do together is think about a frequently asked question. We'll do one more. What's another one? The housing market. What about it? How is it? Is it good? Is it bad? So are prices going up or down? So to how to get attention. Are you curious if now is a good time to buy a house and are prices going to be going up or down in the Chicago area? Well, in this video there's five stats and tips I need you to know. Let's get into it. Number one. And so get attention is just the first thing you plan out. And you can write it in your notes. And if anybody here has physical notes, you might have like a little notepad plan out to get attention. Number two, then you're going to teach something valuable. Now you can see that this framework will scale. You can make this into a 60 second vertical video. But you also for our cases, I want us to turn the phone sideways horizontal because a proper YouTube video, you're going to get attention the same way. But maybe there's like eight different stats you want people to know. Here's what the Fed is saying. This is what's happening in our local market. These people over here just there are some businesses that laid some people off. So these neighborhoods are going down. There might be a lot of information. So you could do this in 60 seconds, a few minutes. And then the big key is you want to tell them what to do next. What's the best way for people to contact you right now? Might be different for us, but what do you want people to know if they want to contact you? They watch a social video. How can they get in touch with how can I buy a house with you guys? DM me. Okay, so if you're on Instagram, you say, like, shoot me a dm. I'd love to work with you. How about if you were on YouTube, where would you send people? Follow the link in the caption. Okay, cool. Would some of you guys give your phone numbers out? Yeah, give me a call. You just say, okay. And hey, if you want to get in touch, just call me. 555-312-4646. That was my phone number too, if anybody wants. Kidding. I don't know. And so. Right. So you might give them. So that's a huge key because I've talked to so many people. I was doing like a real estate coaching thing. And then my question was, okay, so you're getting. They're like, I'm getting views. Yes. I'm making videos. I'm getting some views on my videos and people like them and they're commenting and I'm, you know, giving some value in the middle. And I go, how many verbal call to actions in the video are you articulating the next step of how people can do business with you? And there was a really eerie silent pause for a few moments and then they go, man, that'd be a good idea. Like, I should probably. I'm like, well, what? Yeah, like one of the reasons why the lead's not maybe coming in is if you're not telling people what to do next. All right, so that is step one. Step two is then you're going to press record. And we just talked about it, by the way. You could be sitting in your car, phone on the dash, you know, turn it sideways, hit record. Hey, are you curious if prices are going up or down right now? And if now's a good time to buy house, a house in the King County, Seattle, Washington area. You're going to go one take, no editing, press record, deliver the information. That's why if you have a separate device, your tablet or a legal pad or something, because you're using your smartphone, just deliver the information. Be brief, be bright, be fun, and be done. It doesn't matter if you mess up or whatever. People are just curious. It's like you're talking to somebody at coffee, like you're answering that question for them. One take. And then lastly, you're going to share it immediately. Just post it, put it out there. Now, we could get a little geeky with how you can get SEO and all of that stuff. And we're going to do a Q and A in a bit where we could get more advanced, but this is it. I am here to Challenge this entire room to punch fear in the face, punch perfectionism in the face, and press record. To use the 3P framework to plan out simple videos and answering the frequently asked questions that your clients are asking and your prospects are asking. And to post like a video a week using this framework.
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Are you struggling to find qualified real estate leads? Learn how to transform your business with.
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The power of YouTube.
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On my free on demand class at realtubeclass.com you'll learn four surefire video strategies to attract new prospects, build client relationships effortlessly, and discover why YouTube will give you an edge in this challenging market.
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To watch the free class, just go.
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To realtubeclass.com or click the link in the show Notes.
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But I want to encourage you, if you just use this simple checklist and just think about the audio, you know, nice spots in your car, wherever it is, hit record on your phone like, that's it. Use the 3P framework and start posting videos. And your first videos, they'll be your worst videos. But the way you build the muscle memory is by just doing it. You just, you just start and then you get better as you go. Which brings us to part three. I want to give you three video ideas that generate leads 24. 7. Like, I think you should do all of these sitting in your car, sitting at your office over the next couple weeks. Here's number one. Answer specific questions. Answer specific questions. We call this the ASQ method. And it's really exactly what we did, what we just did. I said, what are people asking about interest rates? Is now a time to buy? And those are some of the big ones. For example, renting versus buying, which is smarter in 2025. Now there's two levels you could do this. Level one is broad appeal. Because if you look at the top there, renting versus buying, which is smarter in 2025, that's not a specific location, but in all of the United States or all of your local region, depending on how the algorithm is distributing your content, it's not a bad place to play, depending on your brand. But you might want to do the second level. And that's actually where I encourage everyone to start. And that would be adding local terminology. Renting versus buying in Seattle, Washington, what's smarter in 2025? And this is where you can get high intent leads people that are searching for answers. The national association of realtors said one out of two people are going to YouTube to search for answers to specific questions. So when you use your local city, county, region, you have a big opportunity there. Here's another one first time home baker home buyer mistakes to avoid. You could go broad appeal or first time home buyer mistakes to avoid in your city or state. Now let me ask you here, like if you were to just make up right now with zero research, how many first time homebuyer mistakes could you come up with off the top of your head that are pretty good? 30. That's really good. Like how about, I mean, but just, just what do you think? Two or three? Eight. And you could just write down the eight mistakes. So you could take a yellow legal pad, write down the mistakes and you could grab attention. Hey, like do you want to like avoid messing up the deal or you know, paying too much for the house? In this video I'm going to share with you eight of the biggest mistakes that first time home buyers make. Number one is and you just read it and then talk a little bit to the camera. Number two, just deliver the information. One take like this. You all are experts, especially because you're at the CEO summit. Like there's all these different topics. Just know the big idea, like what am I talking about? What's the specific question? Build out a few points under it and then hit record and film that video. And here's another one. Will home prices drop in 2025 broad nationwide, wherever you're at. Even better though, will home prices drop in a specific city? 2025 market prediction predictions. This is Sarah. She's a powerhouse real estate educator and she's turned YouTube into a lead generation machine. Former teacher, now a top agent and she helps people nationwide relocate to Georgia. So in this video it's called 10 mistakes when buying a house is a perfect example to attract high intent real estate serious buyers. Because what are they thinking? They're thinking about moving or they're thinking about relocating or they're thinking about purchasing. And so number two, number two, market updates and news. So we can answer specific questions, then we can do market updates and news. One of my favorite things about real estate and YouTube is it can never be too saturated. The reason why is because people always want new information. So people will always, they want to know the market update for February and then next month they're going to want to know it for March and then next month they're going to want to know it for April. And while there are some videos that are maybe generally like don't make these 10 first time home buying mistakes. The opportunity to just put together market updates and news and put out consistent content is massive. So you could go broad year long. The 2025 housing market crash or boom what experts are saying Do a little research, plan a video, hit record L a housing market 2025 crash or boom what buyers and sellers need to know Broad appeal or a more local targeting. February 2025 housing market update Should I buy or wait or in Chicago more specifically. Now let's go back to Anton because after filming those videos in his car and starting with some vertical videos, he eventually set up this basically just studio in his Keller Williams office. Again it's on State Street, Marysville, Washington. Now we're north of Seattle. He got a little fancy over time. He started before he has the nice navy wall paint, put up some of that shiplap board or whatever that is little plant behind him. But he started before he had the perfect studio for that he wanted. But what he's doing here is he's got a market update. Seattle metro real estate predictions higher, low and this is actually a live stream. Plan it out, simple software. Goes live, talks about it, turns it off. He's done. And in the gear guide I'm going to give you in a few minutes, one of my favorite setups is this stuff is like super affordable. It's a $250 live streaming setup for the microphone, a better webcam, a light that can go on your desk and I'll give you the full checklist in just a second. But you can. It's another format that's a little bit more complex than filming in your car but can still be so accessible and something that you could start with immediately. And here's what's fascinating is the truth is this, and this is research backs this up. People care more about your message than they do about the camera quality. Like the truth is a lot of us, myself included, spent more time this morning picking out our. As much time this morning picking out our outfits as a viral Tiktoker did that, posted a viral video today and got more followers and leads than we got. Like there's something about and I love this because as I'm walking around the conference I'm like, man, this is some of the most well dressed, good looking people from around the world at this event. Don't you agree? Because I get the real estate thing too. You know, you got to look the part, right? So you got your outfit on, you know, you got the nice cars and all that stuff. Like I think I saw more Rolexes here than at a duty free shop in like a Swiss airport. Like it's just, I know you guys like you're looking the Part but what's so funny is like if we're really serious about it, some guy today in his kitchen set his phone against a water bottle and started talking about the housing market and got thousands of views. And he probably was like just wearing whatever. Because again, it's about the message and what people really want is authenticity. And there's something about especially I know some of you do high end premium listings and I would argue that, yeah, getting a proper videographer and it's really, it is very crispy selling sunset. You have the whole thing going. But ladies, I would challenge you that if you were to maybe just hit record after you add a breath from the Pilates session, little hair in a bun, put your phone against your Stanley mug that's right there or whatever and just hit record. People are going to relate with that, they're going to connect with that. And sometimes it's a nice juxtaposition. Like a lot of times a video like that will get more engagement than that three hour professional photo shoot that you did when you hired that person for hundreds of dollars. Because people want real and raw. There's actually a really cool channel. It's called Clear Value Tax. Brian Kim is the creator on this channel and he keeps it dead simple. Like if you look at this setup here, like no fancy setup, just a plain wall. He's literally holding his notes. We'll put it up there on screen. Like he's got his notes 3p formula, you know, you like, you just. What's the hook? What are the stats I want to hit? And he just delivers the information. His videos are seven minutes, 11 minutes, you know, and he's a CPA financial analyst. Well, here's what's crazy. Over five years of posting consistently, his channel has over 64 million views. The big takeaway is simple. Valuable content wins. You don't need a fancy setup to get massive reach. And I want to encourage you too to like really be yourself. Because he actually, I think one of the reasons people like him is because it's very matter of fact, he gets straight to the point. He knows what he's talking about. There is not a lot of it's. That's the way his packaging is. But the key for you is you figuring out your thing. If you snort when you laugh, that's a superpower. Keep that in there. Yeah, like whatever your thing is if you're kind of super, by the book, prim and proper, like be that. If you're also a little bit sarcastic, a little bit cheeky, be that because people connect with real. Check this out. Google did a study with people's brains hooked up to brain imaging. And they discovered this was done for thousands of people watching videos that people's brains lit up and connected. Strongest research shows that viewers form the strongest emotional connections with creators who are authentic and real. And so when you're just getting on camera, just authentic, just real. That's why if you're just in your car, you're just in your office, like whatever, it's looking like you having a good hair day or bad hair day. Like either way, press record, people connect with that and then being yourself. And so here's the third big video idea topic that'll bring you leads and it's home buying and moving guides. If we look at Sarah again, a couple videos she did was North Georgia versus South Georgia. Georgia, where should you live? Very specific, high intent type of videos. What do you need to know before buying a house in Georgia? And when you think about all these migration patterns, people are going to YouTube before they move and they're looking for someone. And what happens on YouTube is YouTube accelerates trust. Know like and trust people are watching video. They're like, man, I watched some of your videos. I'm not moving for the next year, maybe the next six months, the next three months. But they're wanting to look at these relocation guides. I talked to one agent and I said, hey, with the housing market, with transactions being a little bit slow and stagnant in some places and with interest rates and stuff, like, how's stuff going for you? He goes, it doesn't matter. That stuff doesn't matter to me because I attract high intent, ready to buy people because of YouTube. When they're looking for these very specific questions, like they're about to move, like their job, it's happened. Like they're moving companies, like whatever it is. So you're getting in front of the right people with these moving guides. So this is Ken Orlando's go to real estate expert. He's built one of the most trusted real estate YouTube channels in Orlando. 56,000 subscribers got over 9.4 million views. But check out these videos. Moving to Florida. Things I wish I knew before moving here. Like, couldn't we all brainstorm right now? Like, here's a few things I wish I knew before moving to my area. There's a great video like plan it out 3P formula. Clearmont, Florida is going to boom. Here's why. When you start niching down into specific cities, specific regions, specific counties, people are thinking about Moving, you're just putting out videos that a lot of times these aren't going viral, but they're getting the right viewers that want to do business with you and that are looking for great information. And so a title like this moving to city. 10 things you need to know before buying a home. Insert your city. Today we broke down the three essential pieces of YouTube success. To start really simple. Hey, we made the text simple and we could get fancier as we go. But we started simple. We talked about the 3P video method and a lot of y' all shot a video and you want to keep that momentum going. And then we talked about three video ideas that generate leads 24, 7. So I want to give you. If I was you, if I was you, this is what my 2025 YouTube action plan would be. If I was you, this is what I would do. I would create one valuable in depth YouTube video per week that attracts qualified buyers and sellers. I would make it six to 15 minutes long. I would shoot that. It's at least six minutes long. And it's not a magic number. But here's what matters most. On YouTube it's called Top T O P. It stands for time on platform. When it comes to these horizontal videos. Not the shorts, not the vertical. Like you're looking for a video that. When it's like 10 things I wish I knew is you're looking for a video that has a list that people want to watch until the end. And if they watch your video for 8 minutes, 12 minutes, 15, 18 is fine. Like that video can will outperform others because people spend more time on the platform and YouTube rewards it. So I'd film in your car if your office is set up, keep it simple. I'd use your smartphone and once a week I would put out starting with the three video ideas and variations of them. We talked about one in depth YouTube video per week giving that call to action for how people could do business with you and how they could reach out to you, attracting qualified buyers and sellers. And you know, as we land the plane and take it all the way back to Anton from starting in his car now he actually, because I know there's some higher level individuals here, he's actually at a place now where he's investing about $48,000 a year into his content business, that arm and the ROI is there for him. That's a editor that he sends the footage to, it's an assistant. They chop up some of the longer form video podcasts, rents a studio. I'm Like Anton, why are you doing that? And he's like, well, it's not just the actual ROI that I can see with transactions or investment deals. It's because YouTube is an investment in tomorrow. I understand that I'm investing in my brand. I understand the power of digging your well before you're thirsty. Not just with the deal flow that I have now, but I want to create future unlimited deal flow from tapping into this powerful platform. So I'm investing in my brand. I'm investing in the future. I'm investing in, in this online space that only continues to grow and is not getting smaller. And the key was though, that now it's 50,000 in a studio and all that stuff. But that's not where he started, right? He did not wait until perfect to begin. And that's what we need to do as well. I believe that every single one of us in this room can get the opportunity from YouTube to get leads, grow our businesses, become better communicators, stretch ourselves, get out of our comfort zone. But to do so, we're going to have to punch fear in the face, punch perfectionism in the face and press record.
- [36:06]
A
Are you ready to start your YouTube channel but you don't know where to begin? Or have you been posting videos but you're frustrated because you're just not getting the views and nobody is seeing them? For a limited time, you can get the number one bestselling YouTube strategy book, YouTube Secrets for free at yt secrets.com this book is the proven blueprint that has helped thousands of people go from zero subscribers to a thriving channel.
- [36:32]
B
All I ask is that you pay.
- [36:33]
A
Shipping and then I will mail you the brand new updated second edition of YouTube secrets.
- [36:38]
B
And when you place your order today.
- [36:39]
A
There'S a couple other super cool things that'll hook you up with. First, you're going to get instant access to a free deep dive masterclass where I will break down the exact strategy I'm currently using to generate over 120,000 views per per day, every single day on YouTube and generate over a hundred thousand dollars per month on the platform, as well as the three biggest mistakes that most creators make when starting and trying to grow their channel. That class is free to watch instantly when you pick up this special offer. Now you're also going to get my video series called the Perfect Video Recipe. One of the updated chapters in the second edition is titled the Perfect Video Recipe. It's actually a formula for how to structure YouTube videos to get maximum views and how to through in the YouTube algorithm. This is the exact formula that readers of the book and our students are using to generate millions of views. And again, that'll just be included when you jump on this limited offer. Third, you're going to get access to our 1000 Subs Club email newsletter which delivers actionable weekly tips to your email inbox that will help you get to 1,000 subscribers fast. And we also do really cool weekly giveaways that includes lighting and microphones and YouTube equipment, plus software that will help you on your creator journey. But here's the thing. Supplies are limited on this free book promotion. So if you want to grab this offer, go to ytsecrets.com right now and just place your order covering shipping and I'll get this book in the mail to you right away.
- [38:11]
C
You were selected by Forbes as one of the top 20 channels to watch that could change your business. And I think that's remarkable.
- [38:19]
B
I appreciate that. It's of kind.
- [38:20]
C
Congratulations.
- [38:21]
B
Yeah, thank you.
- [38:22]
C
So, as I'm listening to you, I'm struck with a few questions. Number one, why don't more people do this like you? You lay out this incredible clear math of it. You show examples of people. By the way, if you came to Mega Camp three years ago, you saw Sarah on stage teaching her model. She was a team leader that started making YouTube videos that then became real estate agent. And we've been teaching the one video a week model for quite some.
- [38:46]
B
Some time.
- [38:47]
C
Why don't people just do it?
- [38:50]
B
Yeah, I mean, I think that we're busy, you know, and there's. There's probably like three groups of people. There's some who just don't do it at all. There's those who start but then quickly find out that it's. It's tough, it's awkward and life is going to stay busy. And then there's those who put through. Really? Have you heard of the Dunning Kruger effect?
- [39:12]
C
How does that go?
- [39:13]
B
It's the. It's the way. It's like an arc of the dip that comes where whenever we want to start something new, an event like this, whenever you start something new, you get this euphoria and this excitement, like, I'm going to do YouTube, I'm leaving the CEO summit, I'm going to start. And that's how a lot of people in this room feel right now.
- [39:29]
C
This is like joining a gym in January.
- [39:31]
B
That's right. And the Dunning Kruger effect starts where you actually peek. And then you also think, wow, that's also so easy. Look how easy. Sean Made it sound and it is simple. But then what happens in everything, by the way, though, right? I'm going to be a real estate agent. I'm going to be on Million Dollar Listing. You know, you're getting ready as you hit what would be called the Valley of Despair. And that comes after everything hard that we want to start. So the dunning cougar effect goes up. It's peak euphoria. And then you go into the Valley of Despair and you're like, well, there's still a lot of stuff I need to learn. It's the resilience. It's Dr. Robin like, it's like, it's. It's. You press through that. And when Anton committed to the sixth month of. I'm just going to press record no matter what. And that is. I'm not just going to press record in January and go to the gym once. I'm just going to do it no matter how awkward it is, whether I feel like it or not. In fact, he used the world. He used the word religious commitment when he was telling me about it. Wow. He was like, I just committed to this. Like, no matter what was happening, if it was snowing or raining or my team was sick or whatever, I figured out a way to do it without him. That I'm never not going to do this. I think that's. You got to break through that. Because once the results really spin up, well, now it's easy, you know, easy to say then, but it's hard in the start.
- [40:44]
C
Gary always says that success, a lot of it is survival and making the decision to be an immovable object in the space. So it sounds like what you're saying is you have to fully commit.
- [40:54]
B
Yeah.
- [40:55]
C
And just do it.
- [40:55]
B
Yes. And keep doing it.
- [40:57]
C
That picture of you in the car with the uncombed hair, very different look than you have today. Take a minute and walk me through the progression. How do you go from. From being in that car to having 100 million people watching your videos? When did you know you were onto something?
- [41:16]
B
I mean, if you really take it through the. The progression, there's some people, most in this room, we just met, right? And so there's that idea that in their eyes, it might be like, wow, that guy just popped out of nowhere. He's an overnight success. And that's true. It's just that overnight success takes 20 years that I've learned. And really for me, that's the case. So I started shooting videos for my youth group in Marysville, Washington, same town as Anton in 2003, YouTube didn't even exist. Started shooting videos for like 18 kids in the youth ministry at our church. And so now, 22 years ago, I started video. And then in 2007, we started a YouTube channel for the church. And so I've been doing YouTube for 18 years. And I saw the opportunity because that's so early stage. I saw that YouTube was a search engine. I saw I had a conviction of the compound effect, the conviction of I want to plant the seeds today for the harvest I want to reap tomorrow. And I just kept doubling down and doubling down and refusing to lose focus even on the one thing that was. There was so many times and even years or months where I got distracted and started getting even to other platforms and whatnot. And I just found the power of like figuring out what's the. What am I doing, what I want to master. And then I stuck with it. And so we are talking 18 years, 22 years. And so, yeah, now we have like 25W employees and just time on task, Time on task. And then even now I find myself, there's so many shiny objects in online marketing business, you know, and I. I'm trying to get more focused, more focused on what is the one thing not less. I think that public enemy number one in 2025 is distractions. And I think focus stands for follow one course until successful.
- [43:07]
C
Pretty good. It's pretty good. You know, as I think about it, Gary said, I don't know, a couple months ago in a mastermind, he said, you got two problems. Focus and people. What are you going to wake up and focus on and then who are you going to do it with? And you mentioned focus. But then I look up at your signature card and you get the X, you got the Insta Twitter, you got vine and MySpace and the face pages. If I'm sitting out here in social land, do I focus on just YouTube? Do I use the others? How do I think about that? Because in my phone I got them all.
- [43:40]
B
Yeah, yeah. So I think there's a couple approaches I would take. Approach number one is we talked a lot about YouTube. You're gonna win on YouTube with horizontal video. But if one other path this room could take is exactly what Anton did, is focus on vertical videos that are less than 90 seconds. I'll give you the whole, why does it matter?
- [44:01]
C
Horizontal, vertical. That seems like.
- [44:03]
B
Why is that a thing? Well, the reason vertical is gonna going to be highly leveraged. And so write down this plan, like try this. Vertical videos under 90 seconds. It's going to get pretty geeky. Make one vertical video. Use cap cut to do auto captions.
- [44:18]
C
Okay, here's the good news, friends. We haven't booked for the Mrea podcast in two weeks. You're going to get all of these models directly.
- [44:24]
B
Yes.
- [44:24]
C
So I promise the people's podcast will have you on it.
- [44:27]
B
And the reason I do vertical is then. And you could do this yourself or a lot of us have teams. And so that's, you know, somebody that's anybody assistant or whoever's on your team. Like Anton got two phones and so he just upgraded his phone and committed one of his phone just a vertical video. And then he would hand that off to his assistant. He also hired his son for a while. The nice thing about under 90 seconds vertical video is you could upload that to TikTok, you could upload that to Instagram, you could upload that to Facebook, Facebook reels, and you could upload that to YouTube shorts, and you could upload that to your personal Facebook page, which you should all turn into business mode. There's professional mode on your personal Facebook pages. And so we'll be on the podcast. That was a lot. It's a lot. And so. But that's one video on the five platforms. It's high leverage because the leads that could come in from your personal friend group, your Facebook page across platform, that's like, I would honestly call that beginner. Although I know that, like some of us almost went into cardiac arrest from everything that's beginning.
- [45:27]
C
I'm still trying to walk.
- [45:28]
B
That's the beginner. The advance would be to sit down is to do like video podcasting, to have a video podcast set up and to leverage a team where you film one YouTube video that is repurposed. So you mentioned. I don't think they've seen this. If you put this slide on screen for a second, you mentioned it's the.
- [45:51]
C
Picture of him in the think hat.
- [45:52]
B
Yeah. And the think hat. And you mentioned like, okay, well, if I'm the YouTube guy, why do I have the Twitter X and the Instagram and the LinkedIn and the Facebook? The actually, the thing for me was I focused on just one thing. YouTube, long form. And now at this point, I've hired an agency that I pay almost $8,000 a month. I get two vertical videos a day from them, chopping up my other content. And it's distributed on all the platforms. At our company, we post over 300 pieces of content a week. Wow. And the key. And I. Well, how you said focus. I am Focused. I'm not, I'm not thinking about that. I just think about the thing. I think about a content pyramid. YouTube for me actually would be thing number one. Long form, high quality content with a system that then distributes on other platforms. And real estate agents love this leverage.
- [46:43]
C
Well, lay that out for me. You have some of the biggest producing real estate agents on the planet in this room and they're looking up and they're saying, I get one a week, but I want to live a huge life. Yes, lay out for me the huge. My, my huge YouTube life. What does it look like?
- [46:57]
B
Yeah, my huge YouTube life is to sit down and produce high quality content in the studio, either direct to camera or a video podcast. If you did direct to camera and a video podcast and you sort of got into the flow where what some people will do if they're doing a direct to camera video, you know, we said grab attention on the first of the three Ps, they would think about the video in a 10 minute format. But they also might think about, let's say there was five points, they would rehook the best points for social. So you have a 10 minute video and point number one is one of the mistakes homebuyers make. Okay, so then what they would do is then they would sit there after the recording's done and they might say one of the biggest mistakes home buyers make is buy a house that smells like cats.
- [47:49]
C
Yeah, I know, I know.
- [47:52]
B
And, and then, and then they would, and then have a team that would chop that up and it would be filming in such a way that it would start because it's. You can't really go from vertical to long form horizontal, but you can go from long form to vertical to vertical. So it's, it's a. And we don't rise to the level of our goals, we fall to the level of our systems. Right, that's from Atomic Habits. So it would be getting the right systems and team in place to scale you to the moon to where 300 pieces of content really isn't stress stressing you out. It's because the system does the heavy lifting.
- [48:23]
C
So with that much content, what does your organization look like? How many people do you have chopping up stuff?
- [48:28]
B
So in a way we kind of have, I mean, we've got really just one agency that's chopping up stuff. One specialist that and what I like.
- [48:39]
C
So anyone in this room could be one hire or one agency relationship away from 100 million views.
- [48:46]
B
And I. Yeah, I think the key is they do Need a particular set of skills that makes them dangerous for algorithms.
- [48:54]
C
What are the skills?
- [48:55]
B
Well, I mean, it's thinking about, it's starting at the top of the pyramid with understanding the big idea, the hook, how to grab.
- [49:03]
C
Sound like Liam Neeson for a second.
- [49:05]
B
That's right. Got to be an assassin for the social platforms. Yeah. And so ultimately you have to be creating enough content to keep that agency busy if you're going to do that much. So my commitment to long form content on YouTube means like you could hire an agency like this for, let's say $4,000 a month and they cut one video a day. The weakness, the weakest link could be the quality of the content you're creating. And that's not necessarily. We're not talking about charisma or delivery. We're talking about the ideation. Like perhaps it's, it's you being really thoughtful about how am I leveraging trends? Am I going to tap into using current president in the thumbnail? Am I going to tap into what's happening in culture? Am I going to tap into these. It's understanding that and then thinking about how that'll trickle down and how that could be reused. Maybe the stories that you tell in that long form content gives your team something to cut up.
- [50:02]
C
Two more questions. When I look at Sarah's video that you showed, it shows 12,000 views. And someone might dismiss 12,000 and say, well, that's not 12 million. Is it about the number? Is it about who's looking at it?
- [50:16]
B
Yeah, well, real estate. See, I do something called it's. It's not about getting the most views, it's about getting the right views. So I do something that's called affiliate marketing. Maybe we're familiar with the term. And in this case I'll talk about, I'll do camera reviews and then I get 4% of an $1,000 camera. That's $40. Now there's a lot of you might be familiar with like let's say hair and Makeup or Beauty YouTubers. They get 4% of $10 on lipstick. You think I need millions of views for that to make sense and be significant money. But the cool thing is that real estate agents are like high ticket affiliate marketers. I get 3% on a million dollars. That's $30,000. Hey, that's not too bad.
- [50:54]
C
Well, all commissions are negotiable. Sure.
- [50:56]
B
And so.
- [51:00]
C
It'S kind of a thing.
- [51:01]
B
Yeah, it's. So.
- [51:09]
C
The math works.
- [51:10]
B
The math works. And so ultimately it's just about getting the right Views. When the high intent person searches YouTube, finds your relocation guide, reaches out to you, is ready to do a deal, or that cycle is going to be the next 45 days. You only need one view. You don't need 12,000 views, you only need one.
- [51:28]
C
That's a big idea. And where the views are coming in from, the more and more that I look at it, it's possible that someone way outside of your market's watching that might not help you directly.
- [51:38]
B
What can also happen is sometimes there might even be some individuals in this room that have played around with stuff and they're like, oh, my kids are doing TikTok dances. Maybe I'll try to do that. And they'll do that on like their Instagram and be like, oh, Look, I got 8,333 views. That's so cool. Yeah, but how much business did it lead to? And it's not that she shouldn't have done that because maybe some of the people in your, in your community was like, oh, wow, like she can really let loose. That was sort of awkward. Awesome, you know, good for you. So it might be, I'm not saying that would be bad, but it's intent. So going viral is not the goal. Getting the right views is the goal. And so if you can get these high intent, qualified leads inbound, reaching out to you, you know, I've heard it called passive prospecting. Like you just are having people coming to you, reaching out. That's why that call to action's so important. And then you can start increasing your transactions every month. You don't need thousands of views. Even hundreds is great. But if you get 77 views on a video or whatever it is, that could be one or two or three leads that come in and you can close a deal.
- [52:42]
C
Final question, best call to action. I'm making my video, I'm putting it out there. What do I give my email, my phone, what do I do?
- [52:48]
B
The best call to action is the easiest call to action. And the worst call to action is too many. So, hey, whatever you need, you can give me a call, shoot me an email, DM me on Instagram, and also I'm on LinkedIn and you should follow me. That's the worst call to action. It needs to be dead simple. So what is the one thing and what is the one thing that they're going to, that you're going to follow up with the most? I heard this crazy stat that, you know, sometimes leads on like Zillow or something can cost as much as $1,000 for a qualified lead or whatever. And I heard that a certain percentage of them that even come in are not followed up with no and so that they're not even called back. At the time, it was like $189. Zillow leads are like 60% are not even getting called or they're not getting called like within the first day or two. So really my thought is like, that's one of the big things to fix in your business is like, are you actually going to create the video, give a clear thing to do next? I mean, email, that's like you want to. I mean, I think phone, I think text me is the best. If you gave me one call to action, it's text me call. It's a little bit awkward if people call me in 2025. I'm personally offended. Like anybody that calls me, you don't know how busy I am. I'm at the CEO summit, right? Like text me first. What is the nature of the conversation?
- [54:07]
C
I'm on my mobile.
- [54:08]
B
Give me a heads up about, hey, can I call you? It's about, oh, yeah, okay, I'll pick up. You know, we're getting spam calls all the time. I think, like, shoot me a text and then your responsiveness to that. So whatever phone number, maybe somebody else follow up on your team or you and you just have monster follow up to jump on that lead as soon as it comes in.