How to make millions on social media without going viral (w/ Tom Ferry)

WEBVTT
00:00.031 --> 00:04.938
[SPEAKER_02]: So have you guys noticed that the way attention and income are distributed in any industry is not fair?
00:05.198 --> 00:12.990
[SPEAKER_02]: No matter what industry you're in, a small number of people are getting the stages, the deal flow, the attention, while the rest of the people are just struggling in this middle muck.
00:13.010 --> 00:17.216
[SPEAKER_02]: The average person is getting punished, but the person who's intentional is becoming famous.
00:17.436 --> 00:19.519
[SPEAKER_02]: And so how do you become micro-famous in any industry?
00:19.679 --> 00:22.063
[SPEAKER_02]: Well, today's guest literally wrote the playbook on this.
00:22.143 --> 00:25.187
[SPEAKER_02]: He has Tom Ferry, the world's number one real estate coach.
00:25.208 --> 00:26.950
[SPEAKER_02]: It's been in how many years have you been doing this, bro?
00:26.930 --> 00:33.176
[SPEAKER_01]: I've been in the industry for 36 years, but the number one coach for 13, and that is me and all my team of coaches.
00:33.497 --> 00:38.121
[SPEAKER_02]: Then today we're gonna be talking about how you could become the obvious choice in your industry.
00:38.141 --> 00:38.782
[SPEAKER_02]: Thanks for being your Tom.
00:39.002 --> 00:39.823
[SPEAKER_02]: Yeah, man, thanks for having me.
00:39.843 --> 00:40.424
[SPEAKER_02]: It's about time.
00:40.464 --> 00:41.625
[SPEAKER_02]: Yes, seven years ago.
00:41.825 --> 00:43.927
[SPEAKER_02]: Seven years flies by like that.
00:44.188 --> 00:45.309
[SPEAKER_02]: It's actually, what is it?
00:45.329 --> 00:46.910
[SPEAKER_02]: The days are long, but the years are short, yes.
00:47.131 --> 00:47.871
[SPEAKER_02]: And that's what's happened.
00:47.891 --> 00:49.033
[SPEAKER_02]: So pump to have you here.
00:49.113 --> 00:53.117
[SPEAKER_02]: And you know, I wanna just jump right into this concept of this power curve.
00:53.137 --> 00:56.380
[SPEAKER_02]: I noticed the middle average is getting just kind of wiped out.
00:56.360 --> 00:57.642
[SPEAKER_02]: It's the haves and the havenots.
00:57.662 --> 00:57.882
[SPEAKER_02]: Yes.
00:58.102 --> 00:59.705
[SPEAKER_02]: And I'll go to a conference, I'll go to your event.
00:59.765 --> 01:04.131
[SPEAKER_02]: And there's a guy telling me he's crushing it, making millions of dollars, making $800,000, $2 million.
01:04.331 --> 01:04.511
[SPEAKER_02]: Cool.
01:04.531 --> 01:07.035
[SPEAKER_02]: And then another guy is like, dude, I'm kind of struggling to market slow, right?
01:07.476 --> 01:08.116
[SPEAKER_02]: What's happening?
01:09.398 --> 01:15.587
[SPEAKER_01]: I think the simple answer is the entire industry and most businesses, most industries, are the rich in the rest.
01:15.627 --> 01:17.249
[SPEAKER_01]: And you were kind of talking about that in your introduction.
01:17.630 --> 01:20.053
[SPEAKER_01]: There's always going to be two to three power players at the top.
01:20.073 --> 01:21.195
[SPEAKER_01]: There's always going to be number one.
01:21.235 --> 01:25.641
[SPEAKER_01]: And what makes that individual or that business stand out?
01:25.857 --> 01:28.040
[SPEAKER_01]: is a whole merry-to-things that we should unpack.
01:28.500 --> 01:30.703
[SPEAKER_01]: But I think it starts with timing.
01:30.883 --> 01:31.824
[SPEAKER_01]: When did you get into it?
01:31.964 --> 01:32.705
[SPEAKER_01]: When did you start?
01:32.765 --> 01:33.566
[SPEAKER_01]: How much did you do?
01:33.606 --> 01:36.209
[SPEAKER_01]: It also comes down a product market fit, right?
01:36.309 --> 01:38.151
[SPEAKER_01]: Understanding your customer, what are their needs?
01:38.171 --> 01:38.952
[SPEAKER_01]: What are their pain points?
01:39.012 --> 01:40.093
[SPEAKER_01]: You can solve them at scale.
01:40.874 --> 01:42.076
[SPEAKER_01]: It also comes down to your team.
01:42.256 --> 01:43.057
[SPEAKER_01]: I don't do this alone.
01:43.117 --> 01:43.938
[SPEAKER_01]: You don't do this alone.
01:43.958 --> 01:44.959
[SPEAKER_01]: Somebody else is going to add up this.
01:44.999 --> 01:46.100
[SPEAKER_01]: Somebody else set up this room, right?
01:46.621 --> 01:48.002
[SPEAKER_01]: So there's just a merry-to-factors.
01:48.042 --> 01:52.067
[SPEAKER_01]: But I think it's just at the end of the day, you have to accept if you want to be number one,
01:53.262 --> 01:57.949
[SPEAKER_01]: you're going to become the unrelatable outlier, the unrelatable outlier.
01:58.410 --> 02:00.092
[SPEAKER_01]: And that's probably the hardest part.
02:00.393 --> 02:06.482
[SPEAKER_01]: When you look at the real estate industry, the mortgage industry, there are, there's a lot of companies, but there's only five that are in the top.
02:06.842 --> 02:09.887
[SPEAKER_01]: And if we take UWM out, right, there's really only four.
02:09.907 --> 02:13.853
[SPEAKER_01]: And if you take rock it out, there's like three that we know that are more retail focused.
02:14.339 --> 02:19.886
[SPEAKER_01]: All of those companies are led by people that chose to become the unrelatable outlier.
02:20.226 --> 02:22.329
[SPEAKER_01]: They don't care what anyone else thinks.
02:22.610 --> 02:31.881
[SPEAKER_01]: They're going to do everything they're power, everything every single day to get distribution, to get the right product, to get the right Mexican front of as many people as possible, to provide their service.
02:32.302 --> 02:36.347
[SPEAKER_01]: And if they get hated by a whole bunch of people, which you have, and I have, that's okay.
02:36.631 --> 02:38.415
[SPEAKER_01]: There's eight billion people on the planet.
02:38.435 --> 02:43.145
[SPEAKER_01]: We're not going to please everybody, but I'm going to be me unapologetically, and I'm going to find my tribe.
02:43.585 --> 02:48.756
[SPEAKER_01]: So I think it's a lot of that, and we can get into all the details of the how and the what's, but I think that's where it all starts.
02:49.157 --> 02:50.420
[SPEAKER_01]: It's also just one last thing.
02:51.161 --> 02:53.526
[SPEAKER_01]: No one cares who's going to be the next great.
02:53.506 --> 02:54.187
[SPEAKER_01]: No one cares.
02:54.267 --> 03:03.806
[SPEAKER_01]: Right now, there's someone trying to put an arrow in my back, trying to put a knife to your throat every single day because they see what you've done and they see what I do and they're like, I'm better than that guy.
03:03.906 --> 03:04.507
[SPEAKER_01]: And you know what I say?
03:04.668 --> 03:05.349
[SPEAKER_01]: I celebrate him.
03:06.070 --> 03:06.992
[SPEAKER_01]: Come and give me.
03:07.124 --> 03:07.505
[SPEAKER_01]: Let's go.
03:07.545 --> 03:08.266
[SPEAKER_01]: Bring it on, man.
03:08.546 --> 03:09.688
[SPEAKER_01]: I'm not going to be number one forever.
03:09.748 --> 03:10.109
[SPEAKER_01]: Eventually.
03:10.169 --> 03:11.632
[SPEAKER_01]: I'm going to I'm going to have my moment.
03:11.672 --> 03:13.755
[SPEAKER_01]: I'm going to I'm going to pull like, uh, I don't know.
03:14.076 --> 03:14.977
[SPEAKER_01]: Very Sanders, right?
03:14.997 --> 03:17.201
[SPEAKER_01]: And just want to out.
03:17.301 --> 03:17.882
[SPEAKER_01]: And that's okay.
03:17.902 --> 03:18.643
[SPEAKER_01]: And so will you.
03:19.124 --> 03:28.440
[SPEAKER_01]: So we need a bunch of other people in this space that are fighting every day to make real estate agents and tech people and loan officers and home more and team everything else to make them the best that they can be.
03:28.505 --> 03:33.112
[SPEAKER_02]: Yeah, and well, the other part is is there can be so many winners, right, there's room for everybody.
03:33.152 --> 03:40.703
[SPEAKER_02]: I think he played this, yeah, there's people think like your success is that my expense will know the pie gets bigger 100%.
03:40.743 --> 03:44.388
[SPEAKER_02]: And so this is the part that I think people need to understand is like, anybody can do this now.
03:45.169 --> 03:51.158
[SPEAKER_02]: If you guys seen, if you saw my content when I first met Tom, I was just getting started, he was encouraging me, but it was cringe.
03:51.399 --> 03:52.200
[SPEAKER_02]: I was just short of video.
03:52.220 --> 03:52.841
[SPEAKER_01]: I was pretty sure.
03:52.961 --> 03:53.662
[SPEAKER_02]: I look back now.
03:54.102 --> 03:55.845
[SPEAKER_02]: Good thing is I didn't know it was cringe.
03:55.825 --> 03:56.906
[SPEAKER_02]: And I just do it anyway.
03:56.966 --> 03:59.729
[SPEAKER_01]: And you put in the wraps, you put in the wraps which is how you get good.
03:59.850 --> 04:04.715
[SPEAKER_02]: So I mean, you know, that's the part where I think I'm the least qualified and still did it.
04:04.835 --> 04:05.276
[SPEAKER_02]: Yeah.
04:05.296 --> 04:08.119
[SPEAKER_02]: And I think, you know, anybody can follow this new strategy.
04:08.179 --> 04:09.841
[SPEAKER_02]: And by the way, the strategy has changed.
04:09.901 --> 04:10.121
[SPEAKER_02]: Yes.
04:10.281 --> 04:11.843
[SPEAKER_02]: There are things that are we're going to be talking about today.
04:11.863 --> 04:16.569
[SPEAKER_02]: So we're going to go through kind of the strategy on how you can implement this in terms of distribution.
04:16.589 --> 04:24.938
[SPEAKER_02]: I think attention as you talk a lot about it's the most important thing because it's not the most, the most qualified person to win or the best person wins is the most known.
04:24.918 --> 04:26.460
[SPEAKER_02]: Yeah, who gets the opportunity today.
04:26.640 --> 04:31.186
[SPEAKER_02]: And then we can talk a lot about how to best monetize in this new world.
04:31.246 --> 04:33.488
[SPEAKER_02]: Because I think there's different avenues, right?
04:34.129 --> 04:38.795
[SPEAKER_02]: People could use their brand to do one way or two to another way.
04:38.815 --> 04:41.218
[SPEAKER_02]: And it's actually a big difference in the amount of money they make.
04:41.298 --> 04:44.161
[SPEAKER_02]: So first things first, we talk about distribution.
04:44.902 --> 04:50.770
[SPEAKER_02]: I think that right now, people would argue that it's harder to stand out with content and all these things.
04:50.910 --> 04:52.832
[SPEAKER_02]: I think it's actually never been a better time.
04:53.234 --> 04:55.719
[SPEAKER_02]: because you don't need a massive audience anymore.
04:55.799 --> 04:56.020
[SPEAKER_02]: Yes.
04:56.340 --> 05:03.474
[SPEAKER_02]: When we both were going in the big, like years ago, you had to have followers and subscribers and some people were just had this unfair advantage.
05:03.915 --> 05:06.540
[SPEAKER_02]: Like I'd be looking at your YouTube, I, well, it's been doing this so long.
05:06.921 --> 05:07.502
[SPEAKER_02]: How do I get to him?
05:07.522 --> 05:12.492
[SPEAKER_02]: It's like, but now every piece of content I feel like is judged on its own merit, exactly.
05:12.472 --> 05:22.406
[SPEAKER_02]: So when you're talking to agents, you're talking to people, even just how you guys think about a very international and growing your reach, what are things you're looking at in terms of distribution for 2026?
05:22.627 --> 05:23.488
[SPEAKER_02]: So what's changed?
05:23.868 --> 05:29.957
[SPEAKER_01]: So I would argue that the single greatest ROI today is email marketing.
05:29.937 --> 05:40.670
[SPEAKER_01]: And I would say number two would be partnerships, right, scaling your brand by basically providing immense value to other people that also have a brand.
05:40.690 --> 05:42.292
[SPEAKER_01]: So we think like influencer marketing, right?
05:42.312 --> 05:43.033
[SPEAKER_01]: Is a good look at it?
05:43.053 --> 05:43.734
[SPEAKER_02]: Collaboration.
05:43.854 --> 05:48.700
[SPEAKER_01]: I'm an influencer for several companies that are like, hey, fairy, we really want you to be our guy.
05:48.720 --> 05:52.285
[SPEAKER_01]: We be the face of or be one of the flavors that's out there promoting us.
05:52.905 --> 05:54.868
[SPEAKER_01]: And if I'm in alignment with the product, of course.
05:54.908 --> 05:56.430
[SPEAKER_01]: So they've got a following, I've got a following.
05:56.870 --> 05:58.392
[SPEAKER_01]: I'll give you a really good example.
05:58.760 --> 06:01.104
[SPEAKER_01]: Today, I work with Fidelity National Financial, right?
06:01.184 --> 06:03.828
[SPEAKER_01]: Fortune 300 company, they've got $17,000 salespeople.
06:04.649 --> 06:09.758
[SPEAKER_01]: I'm blessed years ago to work with the number one sales manager in the country for like 30 years.
06:09.778 --> 06:15.046
[SPEAKER_01]: I got him Rod Gordy, he was my personal client forever and he's just a monster and a incredible human being.
06:15.687 --> 06:22.017
[SPEAKER_01]: He helped create some opportunities for me to actually work with the executives and then ultimately taking over working with all of the salespeople.
06:22.317 --> 06:24.241
[SPEAKER_01]: Now, they don't all love me, right?
06:24.581 --> 06:29.691
[SPEAKER_01]: Some love me, some are, you know, whatever they're in the middle and some just show up to the trainees because, hey, why not?
06:30.333 --> 06:35.262
[SPEAKER_01]: But what's happened because of that relationship is they talked to 680,000 real estate agents.
06:35.683 --> 06:38.028
[SPEAKER_01]: So when I say, hey, I'm coming to town to do an event, right?
06:38.408 --> 06:40.292
[SPEAKER_01]: Let's figure out a way to like let them know about it.
06:40.593 --> 06:42.095
[SPEAKER_01]: Then I have cross country mortgage, right?
06:42.175 --> 06:43.576
[SPEAKER_01]: And cross country mortgages is the same thing.
06:43.596 --> 06:46.039
[SPEAKER_01]: But back in the day, it was Zillow and Bank of America.
06:46.459 --> 06:50.244
[SPEAKER_01]: Bank of America had called little to no distribution, right?
06:50.664 --> 06:52.166
[SPEAKER_01]: But they had Bank of America as a brand name.
06:52.226 --> 06:53.687
[SPEAKER_01]: So it looked good on paper, right?
06:54.068 --> 06:57.652
[SPEAKER_01]: So I think it's about finding partnerships that can help you grow your businesses.
06:57.672 --> 06:58.232
[SPEAKER_01]: This is nothing.
06:58.252 --> 06:59.554
[SPEAKER_01]: This is Jake J. Abraham 101.
06:59.574 --> 07:00.495
[SPEAKER_01]: Do you want to meet Jay?
07:00.755 --> 07:01.296
[SPEAKER_02]: Yeah.
07:01.316 --> 07:03.238
[SPEAKER_01]: So Jay was a mentor I'm in from back in 1991.
07:03.338 --> 07:04.239
[SPEAKER_01]: Today is a friend.
07:04.679 --> 07:07.022
[SPEAKER_01]: If I call Jay and said, Jay, power partnerships, he would like
07:07.357 --> 07:14.666
[SPEAKER_01]: Tom, if you get three people together and they all have a database of 400 people, you now have a database of 1,200 people, so how can you collectively work with each other?
07:14.726 --> 07:19.692
[SPEAKER_01]: So if I was an agent today, I'd be asking myself, okay, who else needs my reach?
07:19.812 --> 07:30.586
[SPEAKER_01]: My $3,000 on Instagram, who else needs, and not a restaurant in town, like what's another professional service, right, does an accountant in town that needs the support?
07:30.646 --> 07:32.588
[SPEAKER_01]: Is there a financial planner in town that needs the support?
07:32.888 --> 07:36.613
[SPEAKER_01]: is there a web developer for small business that they've got a base, you've got a base.
07:36.633 --> 07:39.056
[SPEAKER_01]: I think it's totally underutilized in our space.
07:39.737 --> 07:45.905
[SPEAKER_01]: And the mistake that I see is usually, sorry if you're gonna be mad about this if you're listening, is there like, what are you gonna do for me?
07:45.925 --> 07:47.967
[SPEAKER_01]: Like, pay me and I'll promote you.
07:49.009 --> 07:49.189
[SPEAKER_01]: Yeah.
07:49.289 --> 08:02.406
[SPEAKER_01]: The number of times I've done for free, not pro bono because the right thing is the right thing when you're in a relationship or you want a relationship, is you just give and give and give.
08:02.757 --> 08:05.281
[SPEAKER_01]: Right, that's how I've been able to establish all these relationships.
08:05.321 --> 08:07.065
[SPEAKER_01]: That's how I've been able to create all these great partnerships.
08:07.585 --> 08:10.130
[SPEAKER_01]: And I think that will always be my overall strategy.
08:10.410 --> 08:14.237
[SPEAKER_01]: My dad said to me, God, that's probably 20.
08:14.898 --> 08:18.164
[SPEAKER_01]: And I said to him, hey, I want to move from salesperson to sales manager.
08:18.705 --> 08:24.535
[SPEAKER_01]: And he's like, cool, why don't you do that job for no money and never talk to me about it again?
08:24.595 --> 08:25.677
[SPEAKER_01]: And let's just see what happens.
08:26.382 --> 08:28.405
[SPEAKER_01]: And you know what, Greg hour at the time, who's the sales manager?
08:28.886 --> 08:29.807
[SPEAKER_01]: Greg, can I do the sales meeting?
08:30.027 --> 08:31.449
[SPEAKER_01]: Hey, Greg, do you mind if I help out with a couple of people?
08:31.469 --> 08:32.671
[SPEAKER_01]: And then I was like, hey, you know, I'm just going to help.
08:33.192 --> 08:40.182
[SPEAKER_01]: And I just give, give, give, give, give, and I became the sales manager without the title and without the compensation while being a salesperson.
08:40.743 --> 08:42.485
[SPEAKER_01]: I think that's the mindset for partnerships.
08:43.466 --> 08:50.196
[SPEAKER_01]: I would go back to email when I launched my fairy.com in 1995 or 1996.
08:50.716 --> 08:54.280
[SPEAKER_01]: It was just a million-dollar website, which we all joke about today, right?
08:54.300 --> 08:55.441
[SPEAKER_01]: Because that's what it costs.
08:55.461 --> 08:57.524
[SPEAKER_01]: And it took like a year and a half to launch.
08:58.365 --> 09:00.147
[SPEAKER_01]: And by the way, it was just an 800 number.
09:00.167 --> 09:01.208
[SPEAKER_01]: There was no like CTA.
09:01.228 --> 09:03.651
[SPEAKER_01]: There was no LP to actually capture any data.
09:03.671 --> 09:04.352
[SPEAKER_01]: It was hysterical.
09:04.852 --> 09:06.094
[SPEAKER_01]: It was just a big brochure online.
09:06.574 --> 09:12.741
[SPEAKER_01]: But I quickly figured out that I could then create like a registration page, a sign up page, and get more information page.
09:12.761 --> 09:14.944
[SPEAKER_01]: And we already had like a few emails.
09:15.004 --> 09:16.245
[SPEAKER_01]: But I figured out very quickly.
09:16.285 --> 09:19.609
[SPEAKER_01]: At every event we do, we need to ask people for their email address.
09:19.910 --> 09:21.232
[SPEAKER_01]: And what do we need to be true?
09:22.354 --> 09:24.136
[SPEAKER_01]: Email is literally documented right now.
09:24.176 --> 09:25.718
[SPEAKER_01]: If you spend $1,000 on email, you make $44.
09:26.439 --> 09:30.465
[SPEAKER_01]: So here's my point, kind of long, tangential answer for my friend listening.
09:30.966 --> 09:32.889
[SPEAKER_01]: If you want distribution, find partners.
09:33.410 --> 09:35.593
[SPEAKER_01]: Do more for them than they do for you.
09:36.194 --> 09:40.280
[SPEAKER_01]: And be obnoxiously focused on collecting as many email addresses possible.
09:40.420 --> 09:41.641
[SPEAKER_01]: Double opt in is key, right?
09:41.682 --> 09:43.845
[SPEAKER_01]: Because they're all the rules always, always, always.
09:44.365 --> 09:45.707
[SPEAKER_01]: And make that part of your obsession.
09:46.088 --> 09:49.613
[SPEAKER_01]: You would not put them also from the mortgage standpoint.
09:50.032 --> 09:55.400
[SPEAKER_01]: an email address is the world's greatest IP to figure out if that person's most likely to sell their house sometime in the near future.
09:55.760 --> 09:56.982
[SPEAKER_01]: You can't do that from a cell phone.
09:57.362 --> 10:02.049
[SPEAKER_01]: From their email, I can learn everything about that person because it is like their IP.
10:02.069 --> 10:07.517
[SPEAKER_01]: So I would start there and then we can probably go into more detail but I think opposed to the two big that most people miss.
10:07.497 --> 10:10.461
[SPEAKER_02]: Yeah, and I think about the part you talked about in the beginning is very underrated.
10:10.541 --> 10:12.523
[SPEAKER_02]: So think about if you have a micro audience.
10:12.543 --> 10:17.830
[SPEAKER_02]: We talked with the first thing I said was you don't need a ton of audience to make this work to become micro famous.
10:17.850 --> 10:19.792
[SPEAKER_02]: Now it will happen on its own over time.
10:19.852 --> 10:27.722
[SPEAKER_02]: Yeah, you know, it's like the number the value of a subscriber follower has gone down over time because it's become commoditized, but it will still grow.
10:27.902 --> 10:31.446
[SPEAKER_02]: And I know it's a vanity metric that matters to some people, but the main thing is going to be
10:31.814 --> 10:32.555
[SPEAKER_02]: how to go your business.
10:32.575 --> 10:37.019
[SPEAKER_02]: Last time I checked, I can't deposit likes and views and you got to turn it into customer.
10:37.079 --> 10:37.559
[SPEAKER_02]: Absolutely.
10:37.719 --> 10:45.266
[SPEAKER_02]: And so what Tom said, I think is a very important, you need to find somebody in a unrelated business, but also kind of under the same umbrella.
10:45.386 --> 10:46.467
[SPEAKER_01]: A J-sum that close enough.
10:46.607 --> 10:46.948
[SPEAKER_02]: A J-sum.
10:47.048 --> 10:54.554
[SPEAKER_02]: And so think about CPAs, financial advisors, attorneys, even, I know a guy, agents, typically have a relationship with the divorce attorney.
10:54.574 --> 10:56.676
[SPEAKER_02]: 100% or a family law attorney.
10:56.736 --> 10:57.277
[SPEAKER_02]: Pro-paid.
10:57.437 --> 11:01.821
[SPEAKER_01]: You can go right on down the line of all the great partners
11:01.801 --> 11:03.724
[SPEAKER_01]: And then the key is, don't have too many.
11:04.766 --> 11:07.430
[SPEAKER_01]: Right, start small over deliver for two or three.
11:08.192 --> 11:13.380
[SPEAKER_01]: Test, prove it out, do events, have them bring in some of their besties, you bring in some of your besties.
11:13.861 --> 11:15.143
[SPEAKER_01]: It becomes kind of a round table.
11:15.183 --> 11:16.225
[SPEAKER_01]: How can we all help each other?
11:16.265 --> 11:16.686
[SPEAKER_01]: Yeah.
11:16.706 --> 11:21.514
[SPEAKER_01]: And that'll look at clients of ours that now have like 100 companies like that or 100 individuals like that.
11:21.899 --> 11:33.116
[SPEAKER_01]: that they can be peppered all over their billboards, all over their moving bands, and to all over their website, and they've created this sort of micro-community of people that are all trying to support each other in doing more business together and taking care of their clients.
11:33.316 --> 11:36.180
[SPEAKER_02]: Yeah, and you guys can post these on YouTube.
11:36.220 --> 11:38.323
[SPEAKER_02]: Now does collaborations also on Instagram.
11:38.704 --> 11:41.468
[SPEAKER_02]: You can collab and it will peer on both your pages.
11:41.488 --> 11:44.953
[SPEAKER_02]: And also, it's just, it's going to show to both of your audiences.
11:44.933 --> 11:56.751
[SPEAKER_01]: The key though is start small because it like I see some of these I guess you we call them real estate influencers and and you know this week to promoting that and the next week to promote and this and the next week to promote and I'm like okay well what do you stand for?
11:57.613 --> 12:13.557
[SPEAKER_01]: Do you just stand for I'm going to get paid to promote this and I'm not knocking you for one of those like I'm not bustling your chops but like I don't know maybe you should own a product maybe you should build something that's valuable or maybe you should invest in a company that's super valuable and then say hey like I do I'm a investor in this company I
12:13.840 --> 12:14.341
[SPEAKER_01]: I love it so much.
12:14.381 --> 12:15.722
[SPEAKER_01]: I put money into it, right?
12:15.742 --> 12:16.503
[SPEAKER_01]: Like that old line.
12:16.984 --> 12:18.466
[SPEAKER_01]: So, I don't know, just my thoughts on that.
12:18.686 --> 12:24.053
[SPEAKER_02]: Yeah, I think it's great to put your money where your mouth is actually just go deeper with fewer things.
12:24.113 --> 12:24.313
[SPEAKER_02]: Yeah.
12:24.553 --> 12:28.538
[SPEAKER_02]: Then just this variety show that people do because that just makes your brain diluted.
12:28.578 --> 12:28.979
[SPEAKER_02]: Yeah.
12:28.999 --> 12:30.000
[SPEAKER_02]: And there is no brand in.
12:30.020 --> 12:34.986
[SPEAKER_02]: And so most people are just trying to make content and they just, they're in the sea of sameness.
12:35.026 --> 12:35.447
[SPEAKER_02]: Yeah.
12:35.467 --> 12:39.932
[SPEAKER_02]: So these few things would allow you to stand up because all you're the guy that does the videos with the CPA.
12:39.912 --> 12:42.737
[SPEAKER_02]: So not only are you bringing real estate advice, you're also doing that.
12:42.757 --> 12:51.151
[SPEAKER_02]: So think about no matter what industry and there's probably somebody adjacent who could help you, you could help them and don't worry about the economics of that at first.
12:51.171 --> 12:54.176
[SPEAKER_02]: It's just about serving the audience and then watch what happens next, you know.
12:54.196 --> 12:56.941
[SPEAKER_02]: But the thing that you talked about earlier was standing out.
12:57.101 --> 12:57.482
[SPEAKER_01]: Yeah.
12:57.462 --> 12:58.664
[SPEAKER_02]: Yeah, that's very important.
12:58.784 --> 13:00.987
[SPEAKER_02]: Okay, because there's got to be some differentiation.
13:01.167 --> 13:08.919
[SPEAKER_02]: You can not care what people are saying and by the way, whenever I say standing out people go immediately to saying controversial things talking politics, you don't have to do anything that show.
13:09.219 --> 13:14.287
[SPEAKER_02]: It can just be literally your thoughts on X or, or why are you passionate about this topic.
13:14.747 --> 13:18.152
[SPEAKER_02]: One of the things I noticed with personal brands that stands out is contrast.
13:18.293 --> 13:18.593
[SPEAKER_01]: Yeah.
13:18.573 --> 13:21.275
[SPEAKER_02]: So you think about, like, this guy Alex Ramose, he's using a blow up.
13:21.376 --> 13:21.596
[SPEAKER_02]: Yeah.
13:21.716 --> 13:24.739
[SPEAKER_02]: Well, there's, there's the kind of a contrast there.
13:25.159 --> 13:29.203
[SPEAKER_02]: It looks like a Jim Bro, but he's also got the little thing out of his nose.
13:29.563 --> 13:30.924
[SPEAKER_01]: Yeah, but how do I look at it?
13:30.944 --> 13:32.766
[SPEAKER_02]: But he's also super intellectual.
13:32.786 --> 13:34.848
[SPEAKER_02]: Of course, duties like a genius, right?
13:35.008 --> 13:36.269
[SPEAKER_01]: Marking genius business genius.
13:36.369 --> 13:38.031
[SPEAKER_02]: I think he's like Ivy League kind of guy.
13:38.051 --> 13:38.191
[SPEAKER_02]: Yeah.
13:38.471 --> 13:41.934
[SPEAKER_02]: So those two things are very, like they're just completely disparate.
13:41.954 --> 13:44.737
[SPEAKER_01]: The, what he says isn't contrast.
13:45.157 --> 13:46.198
[SPEAKER_01]: It's how he shows up.
13:46.238 --> 13:48.580
[SPEAKER_01]: Correct.
13:48.560 --> 13:51.084
[SPEAKER_01]: Oh, Tracy Tudor, right?
13:51.545 --> 13:58.034
[SPEAKER_01]: Like, I mean, I couldn't even imagine most women ever, first of all, like, she is, she's got everything in her power to make herself a stunning as possible.
13:58.375 --> 14:05.946
[SPEAKER_01]: So if you were seen her, like, on Instagram, stuff like, she'll show up like in these outfits that she's like, like, a runway, half naked model, and she's showing a house.
14:06.267 --> 14:08.190
[SPEAKER_01]: Like, that's controversial in my world.
14:08.691 --> 14:10.413
[SPEAKER_01]: I mean, I'm probably like old school right now.
14:10.453 --> 14:12.016
[SPEAKER_01]: Like, I'm like, whoa, like, really?
14:12.356 --> 14:13.538
[SPEAKER_01]: With that, I go back to, like,
14:13.518 --> 14:16.585
[SPEAKER_01]: Tim Smith teaching me how to do a video which was hysterical.
14:17.307 --> 14:18.390
[SPEAKER_01]: Brad's got a big deck.
14:18.590 --> 14:21.337
[SPEAKER_01]: That was another killer video that was just hysterical.
14:21.377 --> 14:25.266
[SPEAKER_01]: Like it could just be on the edge of comedy and funny.
14:25.364 --> 14:35.515
[SPEAKER_02]: Yeah, you know what I think I think about it is let's just say you're slightly funny and your dream must be in comedy or music or dance whatever you go to L.A. and you want to be in Hollywood.
14:35.996 --> 14:37.858
[SPEAKER_02]: You're going to spend the next 20 years waiting tables right?
14:38.519 --> 14:43.164
[SPEAKER_02]: If you take mediocre talent and bring it to this, boring industry, 100%.
14:43.184 --> 14:43.604
[SPEAKER_02]: You win.
14:43.684 --> 14:48.990
[SPEAKER_02]: You're literally in the top 1% so that like everybody needs to find what is your thing going to be, you don't want to perform.
14:49.211 --> 14:50.192
[SPEAKER_02]: It's the way you show up.
14:50.292 --> 14:55.017
[SPEAKER_02]: Like I just said visually
14:55.081 --> 15:09.715
[SPEAKER_01]: Can I give my agent friend that might be watching right now quickly or pro tip, even if you're afraid to do video, the advice I would give you is, is first of all, understand number one, YouTube has the highest search for home buyers right now in the world.
15:10.049 --> 15:14.481
[SPEAKER_01]: Like, that should make everybody at Zilla Realtor homes, come home and everybody else kind of, oh, right?
15:14.501 --> 15:25.813
[SPEAKER_01]: Cause that's, it's the number one search, like 51% of people that are shopping for a house are shopping and looking at YouTube around specific neighborhoods and houses, which is the number one thing that they're looking for is property chores.
15:26.013 --> 15:39.742
[SPEAKER_01]: So if you're an agent today and you're not doing property tours on YouTube, like, and I mean literally just you walk around with a gimbal or your iPhone and going, hey, we're at 1, 2, 3, 4, banana street with the agents permission, always with the agents permission.
15:40.083 --> 15:43.330
[SPEAKER_01]: Hey, we're here and we're looking at this like charming for me, like my intro might be.
15:43.546 --> 15:45.468
[SPEAKER_01]: Just to be the greatest bathroom I've ever seen ever.
15:45.509 --> 15:46.270
[SPEAKER_01]: Let's go check it out.
15:46.810 --> 15:48.753
[SPEAKER_01]: Or you know, this is the smallest toilet I've ever seen.
15:48.893 --> 15:51.116
[SPEAKER_01]: Whatever it is, right, to hook them and get them to watch.
15:51.656 --> 16:03.011
[SPEAKER_01]: But those videos right now, you're putting out content that is what people are looking for in your local marketplace, your listings, and more than likely, never your listings, and you will get deals from it.
16:03.031 --> 16:12.203
[SPEAKER_01]: I promise you, even if you're one of the most competitive places, if you're in Toronto, if you're in New York City, if you're in Palm Beach, Florida, you're in Silicon Valley, San Francisco,
16:12.183 --> 16:17.149
[SPEAKER_01]: It's all competitive, but in those areas it's really competitive and you will still stand out and get deals.
16:17.489 --> 16:27.981
[SPEAKER_02]: Yes, and then the amount of consistency you could have through one of these is going to be crazy because part of this game which we're about to get into is distribution in terms of, okay, we got one idea, partnerships.
16:28.582 --> 16:30.384
[SPEAKER_02]: We got home tours if you're an agent.
16:30.584 --> 16:35.430
[SPEAKER_02]: What's your thing that you're going to own that you can post every week with the least amount of friction?
16:35.590 --> 16:37.372
[SPEAKER_02]: Yeah, because we were just talking about this.
16:37.392 --> 16:38.233
[SPEAKER_02]: People are in their own head.
16:38.253 --> 16:39.895
[SPEAKER_02]: They're worried about all the stuff.
16:39.875 --> 16:45.843
[SPEAKER_02]: And so I think a lot of people watching or listening now are like, at least in my world are like, okay, I got you Neil, I'm going to post content.
16:46.024 --> 16:48.887
[SPEAKER_02]: Okay, maybe I'm not as consistent as you and Tom, but I'm going to post content.
16:48.968 --> 16:52.072
[SPEAKER_02]: Cool, but I found that my content isn't performing.
16:52.893 --> 16:56.959
[SPEAKER_02]: And so part of that is because you are just doing stale content.
16:57.419 --> 17:01.545
[SPEAKER_02]: There's no, if I could have gone to GPT and got it.
17:01.525 --> 17:05.910
[SPEAKER_02]: So home tour of one, two, three main street, that is unique content, exactly.
17:06.010 --> 17:07.212
[SPEAKER_02]: Nobody's made that video except you.
17:07.712 --> 17:11.156
[SPEAKER_02]: So what are the ideas or topics that you can package in a way where it stands out?
17:11.337 --> 17:11.637
[SPEAKER_01]: Yes.
17:11.657 --> 17:12.598
[SPEAKER_02]: One way could be that.
17:12.658 --> 17:17.744
[SPEAKER_02]: Another way I think of is to share kind of like, what are your isms?
17:17.904 --> 17:18.926
[SPEAKER_02]: Your thoughts on things.
17:18.986 --> 17:22.910
[SPEAKER_02]: Like I know certain things about you, because you strategically put them in the contest.
17:23.431 --> 17:29.338
[SPEAKER_02]: Even if you're talking about something else, you put them in your content, even the way you close the keynotes phrases, whatever it may be.
17:29.318 --> 17:29.698
[SPEAKER_01]: Correct.
17:29.718 --> 17:40.691
[SPEAKER_02]: So how do you get someone when you're coaching people to get comfortable sharing some of these personal things because I feel like if it's all info and it's just the how to and the three tips to do this and the seven tips to do this those videos are okay.
17:40.711 --> 17:42.633
[SPEAKER_02]: It's better than nothing, but they're kind of just stale now.
17:43.014 --> 17:44.215
[SPEAKER_02]: You need something different.
17:44.476 --> 17:56.730
[SPEAKER_01]: So the thing I would tell you is, you know, a hundred thousand years ago, the Andrew Falls weren't sitting around the campfire saying, here's the seven things you have to do to avoid savory two tigers, right?
17:56.790 --> 17:57.891
[SPEAKER_01]: They were telling stories.
17:58.242 --> 18:01.869
[SPEAKER_01]: Right, so I think the story telling the story teller today is the one that wins.
18:01.949 --> 18:02.169
[SPEAKER_01]: Right.
18:02.209 --> 18:08.381
[SPEAKER_01]: Like anybody could do a house tour, but some of it could tell a story about the house that is interesting provocative.
18:08.401 --> 18:11.507
[SPEAKER_01]: And that's where like, you know, it's so unfair today.
18:11.647 --> 18:12.529
[SPEAKER_01]: My goodness.
18:12.549 --> 18:15.835
[SPEAKER_01]: Like the stuff that we had to go through in the, I may start to my YouTube channel in 2007.
18:16.316 --> 18:17.618
[SPEAKER_01]: You know that in 2004.
18:18.003 --> 18:20.827
[SPEAKER_01]: When I launched my company in January, I started an audio.
18:20.887 --> 18:22.249
[SPEAKER_01]: We didn't know what a podcast was.
18:22.609 --> 18:27.636
[SPEAKER_01]: So I recorded audio messages every day, seven days a week for like three years.
18:28.177 --> 18:36.248
[SPEAKER_01]: And then this guy David on who then was at charge of media and the homepage of Google said to me on the golf course one day, hey, what you're doing is stupid.
18:36.268 --> 18:37.530
[SPEAKER_01]: You should go on YouTube.
18:37.510 --> 18:40.875
[SPEAKER_01]: Like, we were just getting up in the morning and just recording stuff.
18:40.895 --> 18:46.504
[SPEAKER_01]: We had no idea that I do a hook, did I tell the right story, did I captivate the audience and exit?
18:46.544 --> 18:47.445
[SPEAKER_01]: Like, there was nothing.
18:47.465 --> 18:49.288
[SPEAKER_01]: You just, we just talked, right?
18:49.549 --> 18:50.430
[SPEAKER_01]: Today, that is not the game.
18:51.191 --> 18:52.573
[SPEAKER_02]: Today, you have to be good at packaging.
18:52.593 --> 18:53.355
[SPEAKER_01]: You look at what Mr.
18:53.375 --> 18:54.737
[SPEAKER_01]: Beast does on thumbnails.
18:54.877 --> 18:56.459
[SPEAKER_01]: You look at the way you're doing it.
18:56.640 --> 18:57.200
[SPEAKER_01]: I'm doing it.
18:57.681 --> 18:58.843
[SPEAKER_01]: And I would say, like,
19:00.680 --> 19:02.864
[SPEAKER_01]: It's just so much easier now, right?
19:02.884 --> 19:23.262
[SPEAKER_01]: So if you're not using GROC or Proplexity or Chatchaby to your cloud or whatever your device you want to use, whatever app you want to use, to figure out like, what is the highest performing way I can deliver this message, this story, and then do what I know you do and I know I do, which is I practice it over and over and over and over until that story comes out so electric.
19:23.242 --> 19:26.411
[SPEAKER_01]: that literally people walk into me go to your uncle Frank.
19:26.491 --> 19:27.394
[SPEAKER_01]: Oh my god, that's story.
19:27.414 --> 19:29.961
[SPEAKER_01]: Like that example, which I've told that story.
19:30.021 --> 19:32.789
[SPEAKER_01]: I don't know, a couple hundred times and he passed away.
19:32.869 --> 19:37.302
[SPEAKER_01]: What almost two years ago now died two days before his hundred first birthday.
19:37.619 --> 19:46.314
[SPEAKER_01]: last survivor of the 101st, 506, dog company, Paretube Dan on D-Day, like the story has heard that at the end of you keynote.
19:46.414 --> 19:50.602
[SPEAKER_01]: Right, the story is insane, but it's but it's also a story that gets people to realize.
19:50.642 --> 19:52.765
[SPEAKER_01]: It's not like the story is compelling, right?
19:53.166 --> 19:56.211
[SPEAKER_01]: And there's a million stories about, you know, World War II is an example.
19:56.973 --> 19:57.113
[SPEAKER_01]: But
19:57.363 --> 20:06.162
[SPEAKER_01]: But the way I deliver the story is like, hey, my uncle Frank, with your seven major battles, and got hit with scrap metal was told he could go home.
20:06.904 --> 20:10.371
[SPEAKER_01]: And all I'm asking you to do is create some content.
20:11.153 --> 20:13.077
[SPEAKER_01]: And the room just goes, oh,
20:13.462 --> 20:22.692
[SPEAKER_01]: So there's an art and science-to-telling story, so it's a way to tell stories that actually has people captivated in the story, interested in the story, but also they see themselves in the story.
20:23.152 --> 20:24.934
[SPEAKER_01]: They become the hero in the hero's journey.
20:25.394 --> 20:29.178
[SPEAKER_01]: Not like, oh, that's nice for Tom, but he's right, action does solve everything.
20:29.239 --> 20:30.380
[SPEAKER_01]: I need to get my button gear.
20:30.500 --> 20:34.003
[SPEAKER_02]: I think the easiest way for people to do this would be to start with the end in mind.
20:34.184 --> 20:34.664
[SPEAKER_01]: Yes.
20:34.684 --> 20:35.926
[SPEAKER_01]: Just think of, let's see outcome.
20:36.106 --> 20:37.747
[SPEAKER_02]: Yes, so you'd think about what's the lead?
20:37.767 --> 20:42.152
[SPEAKER_02]: This should not be a story you tell on social media or YouTube that doesn't have a point.
20:42.132 --> 20:43.014
[SPEAKER_02]: to help somebody.
20:43.034 --> 20:44.737
[SPEAKER_01]: Let me give you the actual tactic.
20:44.977 --> 20:47.162
[SPEAKER_01]: Shout out to my one of my coaches Eli.
20:48.304 --> 20:53.874
[SPEAKER_01]: Every time I'm developing a talk, what he taught me was you start with, what is the belief I'm looking to instill?
20:54.556 --> 20:54.876
[SPEAKER_01]: Yeah.
20:55.317 --> 20:55.477
[SPEAKER_01]: Right.
20:55.537 --> 20:57.441
[SPEAKER_01]: What is the belief that I want people to get?
20:57.640 --> 21:18.723
[SPEAKER_01]: Right, and it's the belief that I wanted to shoot more videos is the belief I want them to, you know, take their videos up to the next level is the belief that they can, they can, that they can empower themselves whatever that is then if you write your message in this case of like a keynote or a training or a book or whatever it is, you're trying to get them to instill that belief so you're just weaving it through is the through line of the entire story.
21:19.184 --> 21:19.284
[SPEAKER_01]: Yeah.
21:19.304 --> 21:21.507
[SPEAKER_01]: So I start all my talks with like action solves everything.
21:21.967 --> 21:23.749
[SPEAKER_01]: Why is it the summer, the rich and some of the rest.
21:23.932 --> 21:25.737
[SPEAKER_01]: And you know, what's the contrast between the two?
21:25.797 --> 21:34.961
[SPEAKER_01]: And then when you end with Uncle Frank, you realize Uncle Frank was an average guy, but what he did is he just did a little bit more than everybody else, and if he can go through some major wars, I think you could shoot a video.
21:35.542 --> 21:36.625
[SPEAKER_01]: Stop being a candy ass.
21:37.094 --> 21:59.490
[SPEAKER_02]: yeah this works and so it's in the in the process where does that story fit yeah and also does the lesson apply to what you're talking about so i think sometimes people tell story and you're like well why do you tell me that you should never think that you should think there's a reason why i'm telling you this and and and so i think there's a framework for this the other thing i noticed when people do storytelling content which is your way to stand out right now would be um
21:59.470 --> 22:02.394
[SPEAKER_02]: They ramble right and so you know, it's like land the plane.
22:02.474 --> 22:06.480
[SPEAKER_02]: I ask anybody watching a listing right I what's the thing that bothers you the most when someone tells the story?
22:07.001 --> 22:08.142
[SPEAKER_02]: It's when it just keeps going on.
22:08.543 --> 22:11.247
[SPEAKER_02]: So if you can make it tighter People will stick around.
22:11.427 --> 22:14.091
[SPEAKER_02]: Yes, and so there's a 42nd version of that story.
22:14.111 --> 22:17.235
[SPEAKER_02]: 100% there's also a minute version and eight minute version.
22:17.255 --> 22:22.643
[SPEAKER_02]: Yes, you can have different versions depending on the contest So realize who you're speaking to so story tons another one and
22:22.623 --> 22:23.925
[SPEAKER_01]: And what media are you in?
22:24.125 --> 22:25.968
[SPEAKER_01]: Yeah, you on YouTube are you in an audience?
22:25.988 --> 22:30.856
[SPEAKER_02]: Yeah, or you're in on social media, on Instagram, real or TikTok, whatever you're using.
22:30.896 --> 22:43.095
[SPEAKER_02]: So for me, I think platforms right now, where we're seeing the most left and maybe you guys are seeing that something similar is for buyers on both businesses, which is real estate mortgage, but then also even in media.
22:43.075 --> 22:51.346
[SPEAKER_02]: I found success and it might be just I'm finding my tribe, I found success on Instagram and YouTube now I don't really get much from TikTok.
22:51.966 --> 22:55.852
[SPEAKER_02]: I don't really get I love writing so I write every day on x I write every day on threads.
22:55.872 --> 23:03.061
[SPEAKER_02]: I haven't got much business there, but it's more just for the screenshots that I throw up on of course on Instagram Of course, so those are my platforms now.
23:03.481 --> 23:04.763
[SPEAKER_01]: We're almost identical on that
23:04.743 --> 23:08.848
[SPEAKER_02]: Yeah, I noticed you, though, you'll talk about old things.
23:09.909 --> 23:14.215
[SPEAKER_02]: And but sometimes, is it like, do you recommend narrowing your focus?
23:14.275 --> 23:17.879
[SPEAKER_02]: Because once I started to get in traction, it's like, I'm all, it's linked to my Facebook.
23:17.999 --> 23:23.186
[SPEAKER_02]: So I hit one bird, two stones, or one stone, two birds, whatever, you know.
23:24.227 --> 23:26.590
[SPEAKER_02]: So that's, do you recommend narrowing the focus?
23:27.271 --> 23:31.096
[SPEAKER_01]: So I think it's also the attention game, right?
23:31.116 --> 23:31.476
[SPEAKER_01]: So,
23:31.810 --> 23:39.700
[SPEAKER_01]: Instagram still gets a tremendous amount of attention, Facebook still gets a tremendous amount of attention, but YouTube crushes all of them, and you know what's better than all of them?
23:40.261 --> 23:41.422
[SPEAKER_01]: Email.
23:41.442 --> 23:42.404
[SPEAKER_02]: Yeah, you won't back to email.
23:42.424 --> 23:43.105
[SPEAKER_01]: Email, man.
23:43.205 --> 23:49.753
[SPEAKER_02]: The average professional, I mean, I mean, email like seven to 10 times a day, but you're getting these people from social onto email list.
23:49.773 --> 23:56.502
[SPEAKER_01]: Yes, and I'm emailing them the most popular social video or whatever it is that I created that week, or the inside of the week, the blog of the week.
23:56.566 --> 24:00.656
[SPEAKER_02]: So I think so this is something you talked about even at our event in 20 21.
24:01.117 --> 24:06.731
[SPEAKER_02]: You said how many times you need to be emailing your list Okay, so if we yeah, I believe email.
24:06.871 --> 24:09.377
[SPEAKER_02]: I believe in it I send an email once a week a newsletter.
24:09.398 --> 24:14.490
[SPEAKER_02]: I make a short sweet text based only email sure that goes out in crushes
24:14.470 --> 24:18.558
[SPEAKER_02]: So for someone that's watching, let's see, they want to grow the smallest, they're like, okay, I got you guys.
24:18.918 --> 24:20.762
[SPEAKER_02]: I'm going to go hard on email right now.
24:20.842 --> 24:26.272
[SPEAKER_02]: Yeah, I'm doing social, maybe I'm doing YouTube, but I'm going to invest in deep platforming people, get them want to my list.
24:26.613 --> 24:28.176
[SPEAKER_02]: What's the best way to grow that list?
24:28.932 --> 24:33.261
[SPEAKER_01]: uh, the best way to grow that list is have QR codes at every open house.
24:33.922 --> 24:35.706
[SPEAKER_01]: It is, would you refer a friend?
24:36.267 --> 24:40.135
[SPEAKER_01]: Competition, all the same stuff that we did in the early days to grow our Instagram or Facebook or whatever else.
24:40.175 --> 24:41.458
[SPEAKER_01]: It was like, hey, could you refer a friend?
24:41.818 --> 24:45.185
[SPEAKER_01]: We tell three people tag two friends and I'm going to give one person a, yeah.
24:45.205 --> 24:46.127
[SPEAKER_01]: It's the same exact thing.
24:46.147 --> 24:46.468
[SPEAKER_01]: But like,
24:46.870 --> 24:48.172
[SPEAKER_01]: I'm very focused.
24:48.192 --> 24:53.598
[SPEAKER_01]: Like if you go to like Tomfrey.com or anyone of my companies, there's always like a like join the community, right?
24:53.618 --> 24:54.479
[SPEAKER_01]: The VIP, right?
24:54.499 --> 24:57.002
[SPEAKER_01]: Like I want people to say, yes, I want to be a part of this.
24:57.022 --> 24:57.683
[SPEAKER_01]: I want to learn more.
24:57.723 --> 24:59.685
[SPEAKER_01]: And if they subscribe, that's okay.
25:00.466 --> 25:01.908
[SPEAKER_01]: But I do want to touch on some of you said earlier.
25:02.108 --> 25:08.356
[SPEAKER_01]: When I say to you like email, if you're sitting on an email database right now of a thousand or a hundred thousand or whatever the number is, right?
25:08.877 --> 25:15.004
[SPEAKER_01]: And your current, your current focus, your current cadence is like once a week, don't go to three.
25:15.625 --> 25:37.667
[SPEAKER_01]: right test one right go to go to two and and hey I'm doing something new and different you know I was the amount of Fridays but I have this insight and I thought I would test this out give me some feedback hit reply and let me know what you think and if you get enough people that like it then you start a second right so I tell agents today like all the time mortgage people same exact thing like the minimum is once per week
25:38.052 --> 25:41.984
[SPEAKER_01]: But in that one, like you got it down, like I'm just going to give them some cool insights.
25:42.526 --> 25:49.729
[SPEAKER_01]: But if I'm a real estate agent or a loan officer, like there's just a myriad of things that I should be discussing with my community if I want to stay top of mind, right?
25:49.749 --> 25:51.775
[SPEAKER_01]: So you could have things like deal the week, which is a
25:52.042 --> 25:55.305
[SPEAKER_01]: Interesting kind of piece that people are all excited about like the perceived value of a deal.
25:55.705 --> 25:57.647
[SPEAKER_01]: You should definitely be talking about what's happening in the market.
25:57.907 --> 25:59.529
[SPEAKER_01]: And that's, there's a lot to discuss in there.
25:59.549 --> 26:03.353
[SPEAKER_01]: There's so much happening right now in the world that is impacting residential real estate.
26:03.393 --> 26:08.537
[SPEAKER_01]: Like my goodness, you could probably do a daily email, like shout out Rezi Club and keeping current matters, right?
26:08.557 --> 26:12.381
[SPEAKER_01]: And these other companies, it's every day multiple times a day, but you got to do something there.
26:12.641 --> 26:15.124
[SPEAKER_01]: But you should probably do something that's like more of the human side.
26:15.144 --> 26:18.367
[SPEAKER_01]: Like hey, what's happening at DFW right now with the new park?
26:18.387 --> 26:18.547
[SPEAKER_01]: Right?
26:18.587 --> 26:19.788
[SPEAKER_01]: Hey, what's happening with this new school?
26:19.828 --> 26:21.930
[SPEAKER_01]: Hey, what's going on with this new business moving to town?
26:21.910 --> 26:28.037
[SPEAKER_01]: You're not doing a CTA, but you're like just informing people the email, what's going on in their community.
26:28.057 --> 26:32.041
[SPEAKER_01]: So you can start to see open rates, what they're interested in, what they're not registered.
26:32.061 --> 26:33.162
[SPEAKER_01]: You can do polls inside there.
26:33.182 --> 26:35.145
[SPEAKER_01]: You can do a survey monkey, something old school like that.
26:35.805 --> 26:42.633
[SPEAKER_01]: And then when you hit something that's hot, I can create some long-form content about it because people really want to know about it, and sometimes for vice versa.
26:43.113 --> 26:46.437
[SPEAKER_01]: So the thing I'll tell you, the Jimmy Mac and I, we created a company called listing leads.
26:47.018 --> 26:50.922
[SPEAKER_01]: And then we created better email because we saw this gap between
26:51.880 --> 26:57.307
[SPEAKER_01]: like I'll just say, people thought like outlook and Gmail, we're like an ESP, like, no, no, no, no, no, no.
26:57.768 --> 27:03.095
[SPEAKER_01]: Housebots at an ESP, marketos in ESP, like, you know, male champ is an ESP.
27:03.556 --> 27:09.243
[SPEAKER_01]: So we created a super low cost deal, and the goal was, could be get higher open rates in more engagement.
27:09.263 --> 27:13.249
[SPEAKER_01]: And we've been able to do that because our listing lead clients needed something like that.
27:14.310 --> 27:16.453
[SPEAKER_01]: I would just challenge you, start with one.
27:16.552 --> 27:22.140
[SPEAKER_01]: go to two and be really clear you could be at three if you're delivering interesting unique value every single time.
27:22.600 --> 27:26.746
[SPEAKER_02]: Yes, and so what's the company that you used on the real estate side for email?
27:27.507 --> 27:28.489
[SPEAKER_01]: We created it.
27:28.529 --> 27:30.451
[SPEAKER_01]: So Jimmy and I created a thing called better email.
27:30.672 --> 27:31.253
[SPEAKER_02]: Better email.
27:31.914 --> 27:32.675
[SPEAKER_02]: You can use kit.
27:32.895 --> 27:33.536
[SPEAKER_02]: You can use.
27:33.556 --> 27:34.097
[SPEAKER_01]: I mean, there's mail.
27:34.137 --> 27:34.537
[SPEAKER_01]: Jim, whatever.
27:34.557 --> 27:35.238
[SPEAKER_01]: I'm drids of them.
27:35.959 --> 27:39.865
[SPEAKER_02]: And I'll just give you some tactical things that we've seen that have helped on email a lot.
27:39.885 --> 27:41.547
[SPEAKER_02]: So one is has been
27:41.527 --> 28:02.303
[SPEAKER_02]: getting like you said double opt-in the way I use this time is I'll offer something sign up for this thing joint now here's cheers with the friend honestly the way I've been going on is through webinars yes so webinars lead mine come to this thing now you'll notice that half people assigned to webinars don't come to webinars depending on your 100% and so what I have a reason that I probably shouldn't share
28:02.519 --> 28:29.303
[SPEAKER_01]: Yeah, what is that on the on whether I'm not going to say who did this, but what if I told you if you had a prospect list and you had a compelling offer directly from a zoom account, you could email all those people and invite that I'll automatically populate a scheduled zoom meeting in their calendar with the headline and we're showing 10% of the people show up So like one two so instead of sending a marketing piece that says hey, would you like to go to this?
28:29.452 --> 28:39.647
[SPEAKER_01]: We're sending 1,000, 2,000, 5,000 people and a test on a Zoom account and Zoom emails them directly and says you have a scheduled meeting Tuesday at two o'clock at this time.
28:40.388 --> 28:40.869
[SPEAKER_01]: Test this.
28:41.370 --> 28:44.514
[SPEAKER_01]: I'm sure there's really a lot of that's really crazy that we shouldn't be talking about.
28:44.835 --> 28:45.476
[SPEAKER_02]: Yeah.
28:45.496 --> 28:46.958
[SPEAKER_01]: But we're averaging 10% show, right?
28:47.719 --> 28:48.040
[SPEAKER_01]: Yeah.
28:48.060 --> 28:51.004
[SPEAKER_01]: When I say we, this is not my company, this is a company that I'm a part of.
28:51.203 --> 28:51.965
[SPEAKER_02]: Yeah, this is great.
28:52.106 --> 28:55.395
[SPEAKER_02]: And so, yeah, because when Zoom sends it out, it shows up as great on your counter.
28:55.415 --> 28:55.876
[SPEAKER_01]: Exactly.
28:56.177 --> 28:58.102
[SPEAKER_02]: It hasn't been accepted yet, but you're like, oh, what's that?
28:58.122 --> 28:58.684
[SPEAKER_01]: Yeah, what's that?
28:58.905 --> 28:59.807
[SPEAKER_02]: And you might show up.
28:59.867 --> 29:02.234
[SPEAKER_01]: And 10%, 10%, show.
29:02.655 --> 29:06.225
[SPEAKER_01]: So this is like, you might lose your Zoom accounts and maybe try it on a separate Zoom account.
29:06.205 --> 29:22.660
[SPEAKER_02]: But here's how you can implement what you just talked about tactically is when whenever we have somebody opt-in for a zoom right now that puts them in they get a confirmation email from our ESP all that stuff I also have a zap from Zap here just zap that data over to the zoom 100% the zoom registration sends them this calendar.
29:22.700 --> 29:33.630
[SPEAKER_01]: My puts it great on their calendar So anybody registers this is how you can show break same kind of hack so but real estate agents and loan officers and title execs and you know other aren't probably aren't doing webinars
29:33.610 --> 29:57.677
[SPEAKER_01]: It should be honestly I agree and during the potential buyers, you know, pandemic they were we were doing like how to buy a house online and you know, how to what did this I haven't heard is yeah a hundred of what to find a deal, but what I would say is at every open house they do right with with every one of your CTAs if you really want to Click more emails say would you simply email me here and and you see a lot of direct mail you see a lot of marketing that it's like, you know, it's
29:57.961 --> 30:01.705
[SPEAKER_01]: Call me on Instagram, like you're telling them to do too many things.
30:02.546 --> 30:05.049
[SPEAKER_01]: Just even pick one thing, do it over and over again from their email.
30:05.150 --> 30:06.992
[SPEAKER_01]: I can get everything, right?
30:07.012 --> 30:10.876
[SPEAKER_01]: So I would say concentrate on building your email list, double opt-in, always.
30:11.597 --> 30:11.697
[SPEAKER_01]: Yeah.
30:11.858 --> 30:14.841
[SPEAKER_01]: And understand that there's such a percentage of the people that are going to opt-out, who cares?
30:15.482 --> 30:15.662
[SPEAKER_01]: Yeah.
30:15.682 --> 30:16.223
[SPEAKER_01]: Right, who cares?
30:16.643 --> 30:16.804
[SPEAKER_01]: Right?
30:17.084 --> 30:23.091
[SPEAKER_01]: But like, if you get a base of 500 that are opening it up at 60 to 70 percent, because you're providing that much value,
30:23.071 --> 30:24.893
[SPEAKER_01]: That core group of customers.
30:25.253 --> 30:26.154
[SPEAKER_01]: They're gonna do a lot with you.
30:26.174 --> 30:27.216
[SPEAKER_01]: They're gonna refer you a bunch.
30:27.236 --> 30:35.985
[SPEAKER_02]: They're gonna talk about you guys Funny you said this too because there's a guy in my group and then it happens all the time He's like what's your strategy's making millions of dollars a year and he's like email once a week.
30:36.065 --> 30:39.569
[SPEAKER_02]: That's a week That's it and it sounds like oh, that was 10 years ago.
30:39.649 --> 30:45.055
[SPEAKER_02]: No, it's still the way But you the thing is is email is a decaying asset if you're not using it.
30:45.215 --> 30:49.720
[SPEAKER_02]: Yeah, so like if you're email We're talking about once a week all these things if you've never used it
30:49.700 --> 30:52.285
[SPEAKER_02]: And you're sitting on the you might want to send like a warm-up thing.
30:52.686 --> 30:54.490
[SPEAKER_02]: Hey, I'm going to but I'm going to start sending out emails.
30:54.570 --> 30:59.961
[SPEAKER_02]: Yes If you want them, you know, click here or reply let me know I don't want to bite bothering you otherwise in that way.
30:59.981 --> 31:01.364
[SPEAKER_02]: You're not like spamming people.
31:01.444 --> 31:03.268
[SPEAKER_02]: I would start with a survey Yeah, that'd be great.
31:03.288 --> 31:08.198
[SPEAKER_01]: You know, hey, as a real estate professional or a loan officer now for 27 years I get asked these three questions all the time
31:08.617 --> 31:13.870
[SPEAKER_01]: And then from there, it's a hundred other questions based on people's specific issue, whatever it may be.
31:14.411 --> 31:16.376
[SPEAKER_01]: I'm thinking about doing an email newsletter.
31:16.857 --> 31:21.468
[SPEAKER_01]: If I answered questions like this in the form of an email once a week, would you think that would be valuable?
31:21.528 --> 31:22.630
[SPEAKER_01]: Yes or no, give me feedback.
31:23.051 --> 31:25.798
[SPEAKER_01]: What other topics I just did this all my Instagram and I've fled over here, I'm like,
31:25.778 --> 31:27.359
[SPEAKER_01]: Hey, hey, my summer's coming up.
31:27.439 --> 31:28.821
[SPEAKER_01]: We're doing all of our research right now.
31:28.841 --> 31:30.602
[SPEAKER_01]: Well, topic, you know, what do you want to talk about?
31:30.742 --> 31:31.423
[SPEAKER_01]: What do you want to hear?
31:31.723 --> 31:33.165
[SPEAKER_01]: What do you no longer want to hear about?
31:33.265 --> 31:36.447
[SPEAKER_01]: You know, like, I'm asking all those questions, because I want that feedback.
31:36.908 --> 31:40.591
[SPEAKER_01]: And I think if you do that before you start sending that first email, you'll get a bunch better response.
31:40.831 --> 31:40.931
[SPEAKER_01]: Yeah.
31:40.951 --> 31:42.433
[SPEAKER_01]: Because then you can say, I heard you.
31:42.913 --> 31:43.013
[SPEAKER_02]: Yeah.
31:43.033 --> 31:43.654
[SPEAKER_02]: And thank you so much.
31:44.014 --> 31:53.963
[SPEAKER_02]: Quick tactic on this opt-in, something that's helped us improve open rate quality, all these things is getting, when someone first opt-in, getting them to reply to that email.
31:53.943 --> 31:57.147
[SPEAKER_02]: It's a huge signal that this is legit because you wish to apply on this.
31:57.408 --> 32:00.472
[SPEAKER_02]: So what we do is obviously get them to click on something is great too.
32:00.933 --> 32:04.337
[SPEAKER_02]: But when the opt-in for webinar, when the opt-in for a lead magnet, they get the email.
32:04.758 --> 32:08.263
[SPEAKER_02]: And then on the thank you page, it would say, hey, check your box it's there.
32:09.024 --> 32:09.885
[SPEAKER_02]: By the way, do me a favor.
32:10.366 --> 32:13.991
[SPEAKER_02]: If you're serious about this or if you got about, please reply, just say I'm in or I got it.
32:14.612 --> 32:17.115
[SPEAKER_02]: Just something let me know your live and we'll send you even more stuff.
32:17.536 --> 32:19.538
[SPEAKER_02]: Same thing in the email, it asks them to reply.
32:19.879 --> 32:21.161
[SPEAKER_02]: Or you can ask a question like you said.
32:21.181 --> 32:22.903
[SPEAKER_02]: What are the things you need help with?
32:22.883 --> 32:29.073
[SPEAKER_02]: Now, here's the thing, I noticed if you leave it open-ended, they won't, like some people are just too lazy to whisper, sure.
32:29.574 --> 32:34.001
[SPEAKER_02]: If you put like, hey, what are the things, here's the things I'm thinking about writing more emails about.
32:34.081 --> 32:35.343
[SPEAKER_02]: Number one, this, number two, this.
32:35.704 --> 32:38.889
[SPEAKER_02]: Just simply reply with a one, two, or three, so I have an idea what you want.
32:38.909 --> 32:41.313
[SPEAKER_02]: You get so many replies because all they need to do is type one, one letter.
32:41.654 --> 32:44.538
[SPEAKER_02]: So just make it easy for people, essentially, to respond to you.
32:44.839 --> 32:45.600
[SPEAKER_01]: I think...
32:45.952 --> 32:50.377
[SPEAKER_01]: that whoever's listening right now needs to just think about, what does my email list look like today?
32:50.837 --> 32:53.440
[SPEAKER_01]: What is the cadence of my current emails that I'm setting up?
32:53.460 --> 32:54.361
[SPEAKER_01]: What's my frequency?
32:54.962 --> 32:58.646
[SPEAKER_01]: And then number three, do I really know what my customer wants to know about, right?
32:59.006 --> 33:05.313
[SPEAKER_01]: And if I don't, maybe I should ask for a survey, and otherwise, like if you just asked yourself, like, are you on grok?
33:05.654 --> 33:06.054
[SPEAKER_01]: Yes.
33:06.074 --> 33:07.075
[SPEAKER_01]: Right, so grok, chat to be to you.
33:07.095 --> 33:08.517
[SPEAKER_01]: They're all now building these sort of like,
33:08.935 --> 33:34.723
[SPEAKER_01]: almost like the modern version of like a Google search not Google search or something like when Google tells you hey Neil they're talking about you right whatever that whatever that device is called so garage launch a couple weeks ago I've got like eight things in this like daily task from rock that it's like here's what's happening with interest rates right now in Canada here's the Canadian real estate news of the day like a week every day every day every day every day if you just said like what's happening right now in Las Vegas?
33:34.703 --> 33:36.305
[SPEAKER_01]: What's happening in Las Vegas real estate?
33:36.385 --> 33:38.628
[SPEAKER_01]: What's happening with new construction in Las Vegas?
33:39.129 --> 33:41.392
[SPEAKER_01]: Grock or another is going to tell you every single day.
33:41.512 --> 33:43.254
[SPEAKER_01]: You have unlimited amounts of content.
33:43.694 --> 33:47.680
[SPEAKER_01]: You can now just start to talk about whether it's an email or other mediums.
33:47.720 --> 33:51.765
[SPEAKER_02]: Just to take your concept here, I literally got one of those updates.
33:52.486 --> 33:54.588
[SPEAKER_02]: These are the biggest things happening in Las Vegas right now.
33:54.668 --> 33:54.889
[SPEAKER_01]: Yes.
33:55.049 --> 33:56.110
[SPEAKER_02]: There's this team coming.
33:56.170 --> 33:58.874
[SPEAKER_02]: This is the status of the experience stadium.
33:58.974 --> 33:59.154
[SPEAKER_00]: Right.
33:59.214 --> 33:59.755
[SPEAKER_02]: All the things.
33:59.955 --> 34:00.576
[SPEAKER_02]: Right.
34:00.556 --> 34:03.860
[SPEAKER_02]: Here's a news, Metallica's taking over the sphere, right?
34:03.880 --> 34:04.681
[SPEAKER_00]: They just announced, right?
34:04.701 --> 34:06.384
[SPEAKER_02]: So I just made a list of these things.
34:07.185 --> 34:11.210
[SPEAKER_02]: I pop on camera and just, here's some crazy shit that's happening in Las Vegas right now.
34:11.230 --> 34:11.811
[SPEAKER_02]: I start reading it.
34:12.351 --> 34:13.052
[SPEAKER_02]: What do you guys think?
34:13.112 --> 34:14.234
[SPEAKER_02]: I'm excited about Vegas.
34:14.254 --> 34:19.521
[SPEAKER_01]: And if you do that on a green screen on Instagram, it's going to blow up because now you're not just talking to people about mortgages or real estate.
34:19.541 --> 34:21.183
[SPEAKER_01]: You're just talking about what's happening in your hometown.
34:21.483 --> 34:22.024
[SPEAKER_01]: And I think that's,
34:22.443 --> 34:25.768
[SPEAKER_01]: Again, that kind of content, but that's the end video.
34:25.788 --> 34:29.393
[SPEAKER_01]: Yes, it's not going to get you immediate business, but it does create awareness.
34:30.054 --> 34:32.157
[SPEAKER_01]: You know my guy Ken Poseck, right?
34:32.197 --> 34:33.619
[SPEAKER_01]: So Ken's like the perfect example of this.
34:33.639 --> 34:36.984
[SPEAKER_01]: Like, there's just all things that are in Orlando, right?
34:37.224 --> 34:47.218
[SPEAKER_01]: And Disney is even in Orlando, which is hysterical, but like, you know, most people don't know that, but each, he literally says to me, who will do 800 transactions this year, and the fast majority are coming from his YouTube channel.
34:47.198 --> 34:47.739
[SPEAKER_02]: Yes.
34:47.759 --> 34:54.347
[SPEAKER_01]: Now, it's hysterical as how often we talk about how many people watch his content and tell them, oh my god, I see you everywhere.
34:54.387 --> 34:56.650
[SPEAKER_01]: I love your show and he's like, I can't just curious.
34:56.990 --> 34:59.354
[SPEAKER_01]: Have you bought and sold real estate in the last decade or so and you ever use this?
34:59.374 --> 35:00.715
[SPEAKER_01]: They're like, no, we used a friend.
35:01.536 --> 35:03.699
[SPEAKER_01]: But I'm like, yeah, but you're still doing 800 deals a year.
35:03.739 --> 35:04.640
[SPEAKER_01]: So like, you're doing okay.
35:04.660 --> 35:05.742
[SPEAKER_02]: The attention's working out.
35:06.182 --> 35:06.302
[SPEAKER_01]: Yeah.
35:06.322 --> 35:09.727
[SPEAKER_01]: Everyone knows who everyone knows who he is and then most buyers just use.
35:10.107 --> 35:11.169
[SPEAKER_01]: They just choose convenience.
35:11.469 --> 35:11.769
[SPEAKER_02]: Yes.
35:11.789 --> 35:13.071
[SPEAKER_01]: You know, can you show me how's today?
35:13.473 --> 35:23.851
[SPEAKER_02]: And this is the other part I think he could do more prompting sure to get people and sometimes he just put not the content to be seen by more people if he asked more he probably would get more yes But yeah, they're crushing it.
35:23.971 --> 35:25.574
[SPEAKER_01]: I go back to Gary's best book man.
35:26.054 --> 35:35.611
[SPEAKER_01]: The whole like ask it's it's give give give give give give give ask and I think he was like jab jab right hook and I was like I think it's like 62 more Gibbs.
35:36.132 --> 35:37.033
[SPEAKER_01]: Yeah, and then an ask
35:37.334 --> 35:52.822
[SPEAKER_02]: Yeah, but I think like once you've got the asset, you can do an ask in a way where it's it is kind of not a hard sell no and so that's where the email comes into play is when you have this own asset It's not subject to Duck and the Algorithm of the day.
35:53.203 --> 36:00.456
[SPEAKER_02]: It's just you can send people yeah, so that's gonna be the number one thing to monetize when we wrap up, but I think about people get this because you just know it
36:00.858 --> 36:05.045
[SPEAKER_01]: If you look at the open rates on email versus the, I do a tweet or I do.
36:05.366 --> 36:08.071
[SPEAKER_01]: Like, I've got 580,000 followers on YouTube.
36:08.511 --> 36:20.993
[SPEAKER_01]: And if I just left it just to YouTube, I'm gonna get 18 reviews, 2000 views, 7,000 views, 10,000 views, but if I email that to my entire database of 500,000 real estate professionals around the world,
36:22.103 --> 36:33.223
[SPEAKER_02]: This is the game, this is it and so having your own own thing and then using it consistently because it will decay if you don't eat my horse and then it becomes useless.
36:33.243 --> 36:37.952
[SPEAKER_02]: So that would be the way that you can turn this attention into more revenue more deal flow.
36:37.972 --> 36:40.737
[SPEAKER_02]: All that stuff because you can put cost action in there, you can do all kinds of things.
36:40.717 --> 36:47.465
[SPEAKER_02]: But going back to how people can just become that industry influencer, right?
36:47.485 --> 36:53.892
[SPEAKER_02]: So we talked about posting more obviously, but then what are the things you're supposed to, well, a lot of it's going to be giving what people want to watch.
36:53.912 --> 36:54.633
[SPEAKER_02]: Yeah.
36:54.693 --> 36:57.356
[SPEAKER_02]: Your thoughts on this storytelling, these are all ways you can stand up.
36:57.376 --> 37:03.844
[SPEAKER_02]: But when you were doing it for your brand, separate from like the real estate instance, because there was other real estate coaches, of course.
37:04.164 --> 37:06.387
[SPEAKER_02]: And then you became the guy.
37:06.367 --> 37:06.688
[SPEAKER_02]: Right.
37:06.928 --> 37:09.672
[SPEAKER_02]: And your name is kind of just like the the brand.
37:10.253 --> 37:11.135
[SPEAKER_02]: That is the brand.
37:11.495 --> 37:18.426
[SPEAKER_02]: So if somebody obviously not everyone's going to be Tom Perry in your industry or your brand, but if you would like to be Tom Perry and take over for me, you got it.
37:18.707 --> 37:20.069
[SPEAKER_02]: Yeah, just take it.
37:20.089 --> 37:25.037
[SPEAKER_02]: But how does somebody start to do that on a micro level because what do the things did easy.
37:26.199 --> 37:26.299
[UNKNOWN]: Easy.
37:26.802 --> 37:34.754
[SPEAKER_01]: So first of all, I spent a lot of time as you do outside of the real state space trying to figure out what works out there that isn't being done in here.
37:35.195 --> 37:38.120
[SPEAKER_01]: So when I bring it to people, they're like, whoa, that's new.
37:38.160 --> 37:38.721
[SPEAKER_01]: That's different.
37:39.141 --> 37:46.633
[SPEAKER_01]: So when I look back over my career, whether it was like, hey, you should get on buluga or haste get on my space or haste get on this thing called the Facebook.
37:46.613 --> 38:02.361
[SPEAKER_01]: like being early on all those things like always being open-minded to what's new what's next and you and I both know it wasn't that I was better at any of these things than anybody else but I was the only one talking about it and is the thing now and and we so Jason Pentan and I've been talking about AI
38:02.611 --> 38:05.015
[SPEAKER_01]: I mean, I got early access to ChatGBT for whatever reason.
38:05.175 --> 38:07.558
[SPEAKER_01]: Like, I got a one month pass before everybody else.
38:08.119 --> 38:14.309
[SPEAKER_01]: And I immediately sent it to Jason and said, Jason, you're the best social media trainer we have in coach in the company.
38:14.689 --> 38:16.151
[SPEAKER_01]: I want you to become the best at AI.
38:16.532 --> 38:18.956
[SPEAKER_01]: So just dig into this thing and we're going to own this space.
38:19.256 --> 38:20.057
[SPEAKER_01]: And he's been doing it.
38:20.077 --> 38:27.328
[SPEAKER_01]: And he is so busy right now, whether it's uh, company's hiring for consulting, people wanting coaching.
38:27.368 --> 38:29.732
[SPEAKER_01]: He's got AI marketing at academy now, which is just
38:29.712 --> 38:33.867
[SPEAKER_01]: skyrocketing in terms of new subscribers and people that want to get training.
38:34.302 --> 38:40.089
[SPEAKER_01]: But the point is, you have to accept that you're not who's going to be right, that I was on Beluga.
38:40.309 --> 38:41.631
[SPEAKER_01]: Did you get on Beluga?
38:41.651 --> 38:42.211
[SPEAKER_01]: No, I don't know about that.
38:42.231 --> 38:43.012
[SPEAKER_01]: Exactly, right?
38:43.292 --> 38:43.753
[SPEAKER_01]: Exactly.
38:44.274 --> 38:46.596
[SPEAKER_01]: It's a really early social media side, right?
38:46.977 --> 38:48.458
[SPEAKER_01]: I was on Vine for seven seconds.
38:48.479 --> 38:50.120
[SPEAKER_01]: I'm like, what in the world am I going to do in seven seconds?
38:50.140 --> 38:51.282
[SPEAKER_01]: Like, this is insane.
38:51.642 --> 38:55.487
[SPEAKER_01]: But that set us up for Reels and TikTok and stories and everything else.
38:56.388 --> 38:58.150
[SPEAKER_01]: So just understand, you're going to have some misses.
38:58.630 --> 39:03.516
[SPEAKER_01]: But if you want to crush your industry, you've got to go outside the industry and try and bring new tools, new insights.
39:03.496 --> 39:07.626
[SPEAKER_01]: And, or you can do what a lot, see a lot of my friends do, they just do the news of the day, right?
39:07.646 --> 39:19.673
[SPEAKER_01]: They just, they make up, I mean, it's, I don't know, Fox News, MSNBC, CNN, shocking news stories, you know, more to terrify than to clarify, and then occasionally give your opinion on that.
39:19.954 --> 39:21.758
[SPEAKER_01]: And I've been guilty of doing a few of those.
39:22.598 --> 39:23.700
[SPEAKER_01]: But it's not really my bag.
39:24.221 --> 39:28.248
[SPEAKER_01]: Don't even mean, I don't want to terrify people.
39:28.629 --> 39:29.751
[SPEAKER_01]: I want to inspire people.
39:29.931 --> 39:33.678
[SPEAKER_01]: I want people to figure out how great they can actually be.
39:34.138 --> 39:37.204
[SPEAKER_01]: So to bring you the news of the day about, compass spot, this company, and what's good up with?
39:37.244 --> 39:42.413
[SPEAKER_01]: Right then, and I get it's very easy, Alexa, just on my bag to clickbait.
39:42.393 --> 39:46.379
[SPEAKER_01]: But you could do it, you could do it, and you could become really big doing it, and you'll get a lot of followers.
39:46.460 --> 39:53.451
[SPEAKER_01]: I don't know how much that's going to translate for a real estate agent or a loan officer, unless all the trying to get us agentage referrals and create some awareness.
39:53.511 --> 39:59.220
[SPEAKER_01]: But I mean, if you want to get more listings and sales from it, more purchase loans and re-fies from it, it wouldn't be my strategy.
39:59.470 --> 40:13.926
[SPEAKER_02]: So then when you're thinking about, when, okay, people want it, you got Tom Ferrie, he's doing these new things, he's teaching new things, and that becomes the name, but then that doesn't translate into all these other coaches that you brought in and all these things.
40:13.946 --> 40:20.013
[SPEAKER_02]: So you scaled it at some point, but how did you end up taking that and then making it so much bigger than just you?
40:20.113 --> 40:22.656
[SPEAKER_02]: Because when they come to the end, yeah.
40:22.837 --> 40:25.239
[SPEAKER_02]: It's massive, but it's not just about Tom Ferrie anymore.
40:25.259 --> 40:28.583
[SPEAKER_01]: No, no, I mean, this is funny.
40:28.563 --> 40:30.745
[SPEAKER_01]: my quasi-bore, all my advisors.
40:31.546 --> 40:34.229
[SPEAKER_01]: And I tell them all the time, I'm like, I am a flavor.
40:35.050 --> 40:38.915
[SPEAKER_01]: And knowing what I know now, I would have never built my personality this way.
40:39.455 --> 40:39.696
[SPEAKER_01]: Really?
40:39.816 --> 40:40.617
[SPEAKER_01]: I wouldn't have.
40:40.637 --> 40:43.140
[SPEAKER_01]: I would have built a system over a personality.
40:43.860 --> 40:53.912
[SPEAKER_01]: So this is gonna twist some people's minds because I remember sitting with my wife we were in Hawaii, we were actually flying to New Zealand to do a hard-court conference with my son who's maybe 10 months old.
40:54.513 --> 40:58.317
[SPEAKER_01]: And I remember we stopped over in like YKK and we were sitting on the beach
40:58.668 --> 41:07.829
[SPEAKER_01]: I am going to become the most recognizable person in real estate sales training and like I don't think coaching existed at the time, it did, but lightly and I said, I remember saying that.
41:08.090 --> 41:09.834
[SPEAKER_01]: Knowing what I know now, I don't know if I would have done that.
41:10.656 --> 41:14.565
[SPEAKER_01]: I would have created a better system and I would have sold the system over the individual.
41:14.886 --> 41:16.710
[SPEAKER_01]: Now my, my counter to that.
41:17.028 --> 41:19.753
[SPEAKER_01]: is I knew early on, and this is going to, this will mess with you.
41:19.773 --> 41:21.536
[SPEAKER_01]: Because I'm like, well, you were talking about how to build a personality.
41:21.556 --> 41:24.522
[SPEAKER_02]: How do you become, because you're, you're saying you have key man risk now.
41:24.542 --> 41:25.043
[SPEAKER_01]: 100%.
41:25.344 --> 41:25.464
[SPEAKER_02]: Yeah.
41:25.484 --> 41:26.025
[SPEAKER_01]: 100%.
41:26.285 --> 41:28.730
[SPEAKER_02]: But if you, if you didn't care about key man risk, then use it the right thing.
41:28.990 --> 41:35.222
[SPEAKER_01]: Well, but see, knowing what I know now, like, I was smart enough, very early on, but I launched my company.
41:35.641 --> 41:40.629
[SPEAKER_01]: January 21st, 2004, on a, I think it was like on a webinar, right?
41:40.930 --> 41:43.233
[SPEAKER_01]: You know, just, it was a conference call, one of those kind of things.
41:43.995 --> 41:45.898
[SPEAKER_01]: And I said, I want you to feel like my seven coaches.
41:46.319 --> 41:51.066
[SPEAKER_01]: So when I started the business, I left my house one day, and I said to my wife, I'm going to go meet with my mentor Bill.
41:51.227 --> 41:51.928
[SPEAKER_01]: She said, what are you going to do?
41:51.948 --> 41:53.771
[SPEAKER_01]: I'm going to work on this new concept of this new company.
41:53.811 --> 41:55.914
[SPEAKER_01]: I'd left my dad's business maybe like two months before.
41:56.515 --> 42:02.425
[SPEAKER_01]: And I came home with 11 employees, 55,000 dollars in payroll, 3,000 square feet of office space, and like seven coaches.
42:02.776 --> 42:04.820
[SPEAKER_01]: My wife's like, oh, I thought we're gonna do the garage.
42:04.900 --> 42:06.523
[SPEAKER_01]: I was like, I don't do things small.
42:06.544 --> 42:07.185
[SPEAKER_01]: We're gonna go big.
42:07.586 --> 42:12.255
[SPEAKER_01]: But I came out of the gate with seven because I'm like, hey, he's really good at management and running brokerages.
42:12.576 --> 42:13.878
[SPEAKER_01]: This one's really good at mortgage.
42:14.159 --> 42:15.862
[SPEAKER_01]: This one's really good at running a team.
42:15.882 --> 42:17.445
[SPEAKER_01]: This one's really good at expired listings.
42:17.726 --> 42:19.489
[SPEAKER_01]: And it all these niche experts.
42:19.950 --> 42:20.852
[SPEAKER_01]: And that's been the game.
42:21.153 --> 42:28.283
[SPEAKER_01]: Like, I have people that are coaching clients, I might that don't like me at all, but they love their coach, because they're coaching some mate, so I'm like, hey, I'm basking Robins.
42:28.803 --> 42:29.584
[SPEAKER_01]: I'm 31 flavors.
42:30.245 --> 42:42.962
[SPEAKER_01]: You with me, so I get the most press, because I've been doing it for the longest, but the reality is, like, out of all my coaches, like, I have the things that I'm good at, but I've got all these super deep, super rich experts, and the hardest part of the loan.
42:43.163 --> 42:45.105
[SPEAKER_01]: Yeah, the hardest part is, like, how do I promote all that?
42:45.606 --> 42:47.348
[SPEAKER_01]: To go to me, like, that's the game I'm always playing.
42:47.368 --> 42:48.730
[SPEAKER_01]: So if you have good ideas, please DM me.
42:48.980 --> 42:50.824
[SPEAKER_02]: Yeah, it's like how do you get them to be the star?
42:50.844 --> 42:54.290
[SPEAKER_01]: 100% I'm actually I'm working on you'll see up the maybe off-camera.
42:54.310 --> 42:56.194
[SPEAKER_01]: I'll share with you something I'm working on you give me some feedback.
42:56.234 --> 42:56.976
[SPEAKER_02]: That's the tease.
42:57.537 --> 42:58.198
[SPEAKER_01]: But it actually is real.
42:58.238 --> 43:01.986
[SPEAKER_01]: I'm working on something that I think it's just going to completely flip the entire industry.
43:02.527 --> 43:02.947
[SPEAKER_02]: That's you.
43:03.649 --> 43:05.212
[SPEAKER_02]: And this is always the way you're brain work.
43:05.332 --> 43:06.695
[SPEAKER_02]: We're thinking of what's ahead.
43:06.715 --> 43:08.779
[SPEAKER_02]: 100% and skate where the puck's going.
43:09.120 --> 43:10.903
[SPEAKER_01]: Did you ever see Lord's Doctown?
43:11.305 --> 43:11.986
[SPEAKER_01]: Uh, no.
43:12.106 --> 43:19.633
[SPEAKER_01]: Do you know, like, I know what it is, right, so Jay Adams, who is arguably the greatest skater ever passed away recently, God bless.
43:20.334 --> 43:27.141
[SPEAKER_01]: Uh, people that watched him skate said, what he did better than anybody else is in the moment.
43:27.161 --> 43:27.882
[SPEAKER_01]: He was innovating.
43:27.982 --> 43:36.250
[SPEAKER_01]: Even as he was like doing a flip or like the first aerial moves or whatever it was, or like pool riding all the stuff, like, like he was always innovating trying to felt what's next.
43:36.230 --> 43:40.357
[SPEAKER_01]: And it was the first time I was like, Mom, I'm not a good skater, but like that is the way my brain works.
43:40.898 --> 43:42.100
[SPEAKER_01]: Like what's new, what's next?
43:42.461 --> 43:48.371
[SPEAKER_01]: Williness to test, williness to fail, williness to get the bombs, williness to learn, and then hey, if it hits, let's go.
43:48.412 --> 43:52.839
[SPEAKER_01]: And by hit, meaning it's valuable to the people I'm communicating to.
43:53.480 --> 43:54.222
[SPEAKER_01]: Yeah.
43:54.242 --> 43:57.748
[SPEAKER_01]: And it's always, always, because I get bored.
43:58.336 --> 44:00.118
[SPEAKER_01]: Right, you get bored, the person wants to get bored.
44:00.138 --> 44:00.979
[SPEAKER_01]: We all get bored, right?
44:01.039 --> 44:03.261
[SPEAKER_01]: So, you know, ideas create inspiration.
44:03.662 --> 44:04.162
[SPEAKER_01]: You know what I mean?
44:04.182 --> 44:06.965
[SPEAKER_01]: An inspiration means by definition, you're imbued with the Spirit to act.
44:07.526 --> 44:07.646
[SPEAKER_01]: Right?
44:07.686 --> 44:08.407
[SPEAKER_01]: That's all I want.
44:08.747 --> 44:10.469
[SPEAKER_01]: I want like more action, so I need more ideas.
44:10.869 --> 44:11.009
[SPEAKER_01]: Yeah.
44:11.029 --> 44:11.310
[SPEAKER_01]: It's great.
44:11.330 --> 44:12.191
[SPEAKER_02]: The inspiration, right?
44:12.671 --> 44:13.312
[SPEAKER_02]: No, I love that.
44:13.332 --> 44:15.194
[SPEAKER_02]: And then it's just new things you're doing.
44:15.294 --> 44:23.463
[SPEAKER_02]: What's also cool about this is the amount of respect you get, like you said earlier, because you were doing new things, even if they don't work out, 100% you're bringing new ideas.
44:23.803 --> 44:26.246
[SPEAKER_02]: People want you on their stages, they want you on the podcast.
44:26.306 --> 44:26.706
[SPEAKER_02]: Yeah.
44:26.686 --> 44:48.272
[SPEAKER_02]: They want you in the network, and also you stick out in their head because I'm thinking about network now as kind of the last component, because I have done a lot of work, making calls, knocking on doors, and it's just always talking to me that the number one lift for me, and I'm sure you would say that something similar has been through relationships, through people I met always.
44:48.252 --> 44:51.415
[SPEAKER_02]: And so you've, you've got a roll of decks like nobody else, right?
44:51.435 --> 44:52.436
[SPEAKER_02]: You know, everybody and everything.
44:52.736 --> 44:55.319
[SPEAKER_02]: If I need somebody on my k-tomb, you know, this guy.
44:55.860 --> 44:58.702
[SPEAKER_02]: And then, I think before I'm done sending the text, you've put me in a joint.
44:58.863 --> 44:59.523
[SPEAKER_02]: Text, look at that guy.
44:59.543 --> 45:00.104
[SPEAKER_02]: Could this person?
45:00.144 --> 45:03.127
[SPEAKER_02]: You're like, hey, you guys are good to go and then I'm like, okay, it works.
45:03.147 --> 45:05.970
[SPEAKER_01]: And now, I can give you the origin behind that.
45:06.290 --> 45:09.033
[SPEAKER_02]: But why, yeah, why did your brain work like that?
45:09.053 --> 45:14.378
[SPEAKER_02]: And then also, is there a time when you just said, I'm going to go all in on building my network or just happened organically?
45:14.932 --> 45:32.714
[SPEAKER_01]: I think the day I got into business, that was the, I mean, okay, I went to four high schools before I graduated with a GED, and at every high school, like I was the guy that I like, if Neil's parents were gone, we're throwing a party, I'm going to get two bands and a keg somehow at 13 years old, and we're going to throw a party and we're just like, you know, tickets to the door for like five bucks.
45:33.576 --> 45:41.125
[SPEAKER_01]: That I've always been in that world, like that like getting people together, creating community like, I was jokingly saying this coaching team doesn't work out, politics.
45:41.560 --> 45:45.724
[SPEAKER_02]: So what's the best way to build your network if you're thinking about, if you're the average person right now?
45:45.824 --> 45:49.447
[SPEAKER_01]: Bring more, so first we'll have a lot of questions that you're prepared and ready to ask.
45:49.527 --> 45:55.273
[SPEAKER_01]: Second realized that the billionaire you're sitting in front of or the person that is just getting started, we're all humans.
45:55.533 --> 45:56.594
[SPEAKER_01]: Everybody's exactly the same.
45:56.614 --> 46:03.941
[SPEAKER_01]: So if you have good questions, like, hey, man, where'd you grow up, where's your highest high what was your lowest lowest place for, it's not place for, it's like I've like all these questions in my head.
46:03.961 --> 46:07.104
[SPEAKER_01]: And I'm not asking because I'm trying to get something from them.
46:07.564 --> 46:10.707
[SPEAKER_01]: I'm trying to find connection where I can bring value.
46:11.277 --> 46:20.069
[SPEAKER_01]: Right, my what am I meant towards Mike Vance work with jobs and by the Theresa right right hand of for Walt Disney for like the last eight years of Walt's life.
46:20.750 --> 46:32.746
[SPEAKER_01]: When he in I worked together right the fountain blue in Miami and he said observing you what I see that you do that's exceptional as you coach you create you connect and you contribute and you so when you're doing those four things like that's you your sweet a spot.
46:33.147 --> 46:35.730
[SPEAKER_01]: So I think it's just the desire like I want to be that person.
46:35.790 --> 46:39.175
[SPEAKER_01]: I've always wanted to be that person that a CEO called and said,
46:40.403 --> 46:41.424
[SPEAKER_01]: Okay, I'm in trouble.
46:41.464 --> 46:42.165
[SPEAKER_01]: This just happened.
46:42.185 --> 46:42.806
[SPEAKER_01]: What do you recommend?
46:43.387 --> 46:44.889
[SPEAKER_01]: And not that they're always going to take my advice.
46:45.290 --> 46:47.713
[SPEAKER_01]: But I love the fact that I've been able to earn the right to be on the text.
46:47.733 --> 47:03.694
[SPEAKER_01]: You aren't a man like, when you text me and say, hey, who do you know that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that that
47:04.130 --> 47:19.135
[SPEAKER_02]: Yeah, and that's part where those relationships have brought you in as early stage investor and this company this opportunity this doors up these partnerships you talked about we just launched a company here and we just did this and so I think just the answer told me this at my event he's like, hey, Neil.
47:19.267 --> 47:20.649
[SPEAKER_02]: You know, he's a billionaire, of course.
47:21.029 --> 47:22.151
[SPEAKER_02]: Yeah, he married well, too.
47:22.271 --> 47:23.573
[SPEAKER_02]: Yeah, he did.
47:23.593 --> 47:25.555
[SPEAKER_02]: That's probably through another networking story of his.
47:25.635 --> 47:29.400
[SPEAKER_02]: But he talked about the biggest opportunities were things that weren't on the road map.
47:29.420 --> 47:30.762
[SPEAKER_02]: It was a conversation over here.
47:30.942 --> 47:37.892
[SPEAKER_02]: I led to this dinner, and then that launched this new venture, and then now they're selling coconut water to Coca-Cola or something.
47:37.912 --> 47:38.532
[SPEAKER_02]: It's just crazy.
47:38.833 --> 47:43.339
[SPEAKER_01]: I'll tell you, one of my mentors not to be named, but he's someone that I just do.
47:43.359 --> 47:45.021
[SPEAKER_01]: I prefer him as the Yoda I've real estate.
47:45.490 --> 47:50.179
[SPEAKER_01]: He and I became friends because I wanted him as a mentor.
47:50.580 --> 48:02.844
[SPEAKER_01]: Like I identified like this guy knows more about our industry than anybody else and if they actually published the top 100 most influential people, he'd be like number one or number two on the list every single time behind the scenes for like at least the last 40 years.
48:03.345 --> 48:06.672
[SPEAKER_01]: Like he's the puppet master, right, that nobody talks about.
48:06.871 --> 48:08.573
[SPEAKER_01]: So I started doing research on him.
48:08.593 --> 48:20.046
[SPEAKER_01]: I started figuring out what is he owned, what does he like, what does he do, who are his friends, and I made it my mission in the early days to just bring him ideas of things I knew he'd be interested in and that was the beginning of our relationship.
48:20.366 --> 48:23.030
[SPEAKER_01]: So I think that, right, how do I deliver more value?
48:23.590 --> 48:25.232
[SPEAKER_02]: You don't have no expectation, really?
48:25.272 --> 48:26.013
[SPEAKER_01]: No expectation.
48:26.093 --> 48:26.534
[SPEAKER_01]: Yes.
48:26.554 --> 48:28.856
[SPEAKER_01]: I actually, I have a crazy origin policy.
48:28.956 --> 48:30.058
[SPEAKER_01]: Yeah, but only if it's appropriate.
48:30.678 --> 48:31.379
[SPEAKER_01]: What is it, God?
48:32.400 --> 48:33.942
[SPEAKER_01]: When my parents got divorced,
48:34.799 --> 48:42.752
[SPEAKER_01]: My mom literally hung up the phone and as a young child, this is what I remember, she basically said, hey, your dad is leaving us.
48:43.894 --> 48:47.220
[SPEAKER_01]: And all I remember saying, Neil, is, hey, mom, how can I help?
48:48.181 --> 48:50.365
[SPEAKER_01]: I was six, right, how can I help?
48:51.046 --> 48:54.431
[SPEAKER_01]: And I think that that's been like the pull through of my entire life.
48:55.393 --> 48:56.014
[SPEAKER_01]: How can I help?
48:56.939 --> 48:57.380
[SPEAKER_01]: with me.
48:57.400 --> 49:12.043
[SPEAKER_01]: It's why I will sit with people for sometimes way too long and disrupt the next meeting or miss an airplane because at the core, like I think on my deathbed, when I look at like the dash of my life and all those dots, it's really going to come down to how many people that I help.
49:12.063 --> 49:18.373
[SPEAKER_01]: How many people that I impact in a positive way that got them, you know, they're not nobody's broken, nobody needs to be healed.
49:19.114 --> 49:20.997
[SPEAKER_01]: But you're, I mean, hey, a text connect.
49:21.017 --> 49:21.698
[SPEAKER_01]: That's being helpful.
49:21.982 --> 49:26.387
[SPEAKER_02]: But then it's the energy behind what you do, which is why people want to hit you up.
49:27.288 --> 49:30.852
[SPEAKER_02]: They trust you, obviously, but then they want to connect you with the opportunities too in the future.
49:31.272 --> 49:38.720
[SPEAKER_02]: So it's really cool to see when you have the deal flow or all these cool things or the lucky moments, how did those happen?
49:38.760 --> 49:41.843
[SPEAKER_02]: It's because of your energy of just being there and giving first.
49:42.384 --> 49:46.488
[SPEAKER_02]: So that's the, I think you can tell when someone's doing it with the outcome in mind.
49:46.729 --> 49:48.951
[SPEAKER_02]: Because we've been hit up by those people all the time.
49:48.931 --> 49:50.674
[SPEAKER_02]: So think about this.
49:50.874 --> 49:51.856
[SPEAKER_02]: Networking is important.
49:51.976 --> 50:05.017
[SPEAKER_02]: But then one thing that I wanted to make sure that we cover today was right now, one of the things that I think has helped you along the journey and the people that you think of that are most influential is they change the way you think about things.
50:05.097 --> 50:05.317
[SPEAKER_02]: Yes.
50:05.537 --> 50:07.701
[SPEAKER_02]: They speak on these stages that are on podcasts.
50:07.721 --> 50:08.843
[SPEAKER_02]: They have all the platforms.
50:08.863 --> 50:10.365
[SPEAKER_02]: They have distribution.
50:10.345 --> 50:23.063
[SPEAKER_02]: How important do you think it is to have your thing that you're going to like focus on on changing, you know, and so, because I think like people can anybody can educate you on the tips to be the expert of or not just the expert, but to shift someone's perspective.
50:23.103 --> 50:24.324
[SPEAKER_02]: So like I'll think about you.
50:25.386 --> 50:33.878
[SPEAKER_02]: I would think what is Tom changed the way I think about well he thinks he first changed the way I think about how anybody he empowers people to do the thing just to go for it.
50:33.998 --> 50:37.062
[SPEAKER_02]: Also that it's not that difficult when you think about it.
50:37.042 --> 50:44.344
[SPEAKER_02]: when you think about all these partners, all these things, it sounds crazy, but it's actually not when you, you just simplify the complicated, that's the part I think.
50:44.364 --> 50:49.178
[SPEAKER_01]: So these are like, you're a super power, which is, and I'm, it's weird to say, my super power, but like,
50:49.715 --> 51:09.327
[SPEAKER_02]: enough of my partnership friends of like you're ability to synthesize things down and make it simple yes and like actionable like that's a gift so that is the part that Do you need to find that thing or do you just find accidentally through the work because I think that's the part where people stuff just kind of blends in with everybody else is to have their thing Again, I go back to
51:10.117 --> 51:16.911
[SPEAKER_01]: imagine imagine in 2004 when I started this company if I had chatGBT rock or complexity or call it through there.
51:16.991 --> 51:27.552
[SPEAKER_01]: I mean, I would just say, I'd like you to interview me and understand everything about my psyche, my background, my past, everything I've done in my past that connects the dots to helping somebody today go.
51:27.953 --> 51:28.314
[SPEAKER_01]: Yeah.
51:28.334 --> 51:31.380
[SPEAKER_01]: And then I want you to synthesize that into my unique selling proposition.
51:32.041 --> 51:32.542
[SPEAKER_01]: Do you want to mean?
51:32.662 --> 51:32.803
[SPEAKER_01]: Yeah.
51:32.883 --> 51:40.478
[SPEAKER_01]: And then create my next 100 pieces of content versus how many times I'm sure you have an eye out where I'm acquiring a brand agency in spending two days.
51:40.538 --> 51:42.802
[SPEAKER_01]: And they're like, the color blue works for you.
51:43.003 --> 51:45.788
[SPEAKER_01]: And like, yeah, if I'm walking by in the airport, I only got two seconds.
51:45.808 --> 51:46.389
[SPEAKER_01]: What do you say?
51:46.449 --> 51:48.814
[SPEAKER_01]: You know, like all those things, which they all work.
51:49.182 --> 51:59.616
[SPEAKER_01]: But today, anyone watching this, if you just allow your AI tool to really help unpack who you are, and if you have nothing unique about you, that's okay.
52:00.017 --> 52:02.580
[SPEAKER_01]: You could just be the hardest working non-unique person.
52:03.502 --> 52:05.004
[SPEAKER_01]: I mean, like, there's an angle.
52:05.024 --> 52:05.424
[SPEAKER_01]: That's your thing.
52:05.444 --> 52:07.407
[SPEAKER_01]: There's an angle everywhere.
52:07.467 --> 52:08.669
[SPEAKER_01]: There's an angle.
52:08.689 --> 52:10.612
[SPEAKER_01]: I'm the everyday guys' real estate agent.
52:11.232 --> 52:11.713
[SPEAKER_01]: You have me?
52:11.913 --> 52:16.378
[SPEAKER_01]: I'm not flashy, I don't drive a Korean car, but I need to go shape like a badass.
52:16.398 --> 52:19.061
[SPEAKER_01]: And if you want a boring, get the deal done, I'm your guy.
52:19.461 --> 52:20.543
[SPEAKER_02]: Well, there's a guy on my group.
52:20.883 --> 52:25.728
[SPEAKER_02]: She's like nerdy, kind of very soft spoken, introverted.
52:26.369 --> 52:33.096
[SPEAKER_02]: She's super into all the stuff and how to use it to get more reach to solve houses, to market and all the things.
52:33.437 --> 52:35.699
[SPEAKER_02]: So she's in it and she goes, okay, you know what?
52:35.759 --> 52:38.983
[SPEAKER_02]: A year ago, I'm gonna start talking about these things.
52:38.963 --> 52:43.087
[SPEAKER_02]: And she became micro-famous because it was the new thing.
52:43.627 --> 52:47.531
[SPEAKER_02]: She's talking about all things and she really went deep on a few of the tools and just became an expert.
52:47.971 --> 52:50.573
[SPEAKER_02]: So in her free time, she used it to develop expertise.
52:50.814 --> 52:51.134
[SPEAKER_02]: Of course.
52:51.234 --> 52:51.975
[SPEAKER_02]: That became her thing.
52:52.055 --> 52:52.495
[SPEAKER_02]: Of course.
52:52.535 --> 52:53.896
[SPEAKER_02]: So I think everybody's watching it.
52:53.916 --> 52:57.300
[SPEAKER_02]: Listen, maybe you don't know it today, but you're going to come across it.
52:57.320 --> 52:59.942
[SPEAKER_02]: And then that just needs to be the thing that you continue to talk about.
52:59.962 --> 53:02.684
[SPEAKER_02]: I think people need to be reminded more than you need to be taught.
53:03.445 --> 53:08.970
[SPEAKER_02]: Once you have your thing, you've been saying some of the same things for 20 years.
53:08.950 --> 53:13.574
[SPEAKER_01]: You know, like Chuck Barry's going to do certain songs the same way the Beatles got blessing what have done the same.
53:13.594 --> 53:16.176
[SPEAKER_01]: You know, like they're going to keep, but you're going to keep innovating around it.
53:16.517 --> 53:17.537
[SPEAKER_01]: I mean, how you doing open houses?
53:17.557 --> 53:18.298
[SPEAKER_01]: How you doing open house?
53:18.879 --> 53:20.840
[SPEAKER_01]: Now, can I add a QR code that makes it modern?
53:20.860 --> 53:22.622
[SPEAKER_01]: I don't know QR codes are around in 2011.
53:22.662 --> 53:24.984
[SPEAKER_01]: We just never use them right until the pandemic.
53:25.384 --> 53:28.747
[SPEAKER_01]: So it's about taking what is tried and true and then always innovating around it.
53:29.168 --> 53:31.129
[SPEAKER_01]: How do I add in the new layers to make it more special?
53:31.149 --> 53:34.612
[SPEAKER_01]: Like I'm excited about like the next 10 years in real estate.
53:34.833 --> 53:37.675
[SPEAKER_01]: I'm really excited about what I think is going to happen.
53:37.992 --> 53:41.317
[SPEAKER_01]: and how real citizens will have a role and where they will no longer have a role.
53:41.357 --> 53:45.364
[SPEAKER_01]: And like, everything is going to change.
53:45.384 --> 53:47.226
[SPEAKER_01]: And I think it's only going to change for the better.
53:47.347 --> 53:51.092
[SPEAKER_01]: And if case you're wondering, real citizens will be here in 10 years and so will lenders.
53:51.994 --> 54:01.729
[SPEAKER_01]: But if I had to put a prediction on it, I'd say that, let's say, in the next, we'll say right now, I would say 99% human 1% AI right now.
54:02.130 --> 54:03.612
[SPEAKER_01]: And there's some outliers out there that are like,
54:03.878 --> 54:07.541
[SPEAKER_01]: And maybe you're like two to three percent, maybe you're five percent, but nobody's more than that.
54:07.842 --> 54:08.642
[SPEAKER_01]: I don't care what you say.
54:09.743 --> 54:15.889
[SPEAKER_01]: But in the next three to five years, I think we're going to see some people that are like 35 percent AI in the balance human.
54:15.989 --> 54:18.731
[SPEAKER_01]: I also think we're going to see, like, some 65 percent AI.
54:19.292 --> 54:25.758
[SPEAKER_01]: Every workflow that you do in a transaction in your marketing can be done by an AI right now.
54:26.558 --> 54:27.880
[SPEAKER_01]: But it takes time.
54:28.120 --> 54:33.885
[SPEAKER_01]: You don't want to take docusine until it finally hit where everybody in real estate was doing it.
54:33.865 --> 54:41.595
[SPEAKER_01]: You know that like I'm I'm old school there was a time when people were vaccine offers and they were afraid to send an email because what if it went to the wrong person?
54:42.355 --> 54:45.359
[SPEAKER_01]: You have me and then eventually vaccine goes away and email happens.
54:46.060 --> 55:02.320
[SPEAKER_01]: I think AI is my hallucination is that you know when three to five years it's going to be 50 50 right which means just a good chance when need less real sedations and less loan officers and less probably of everything else because those that are doing it will be selling way more in the same amount of time.
55:02.907 --> 55:10.270
[SPEAKER_01]: I just I was having this conversation with a Palamine who private equity guy and not to mean it and he's like I don't think the future real estate agent I just think there's just no way man.
55:10.370 --> 55:12.597
[SPEAKER_01]: I'm like yeah, we've been talking about that like since like
55:12.830 --> 55:17.677
[SPEAKER_01]: It's not going away, but I think it's going to be like this.
55:17.797 --> 55:30.454
[SPEAKER_01]: I think it's like 90% AI and 10% empathy, handshaking, relationship building, trust, communication, the stuff that we love about being a human being, right?
55:30.775 --> 55:31.616
[SPEAKER_01]: That's going to be the job.
55:31.636 --> 55:37.504
[SPEAKER_01]: But that person's going to sell like 500 homes a year and do what they do best and AI will take care of everything else.
55:37.602 --> 55:41.689
[SPEAKER_02]: So it's gonna enable you to just do 10 times the volume, 100 times the volume, 1,000 percent.
55:41.789 --> 55:46.437
[SPEAKER_01]: And who knows where it shakes out in terms of the number of agents and yada yada yada, right?
55:46.537 --> 55:49.682
[SPEAKER_01]: I mean, maybe it will be at 10 or 15 billion people on the planet at that time.
55:49.742 --> 55:50.343
[SPEAKER_01]: I don't know, right?
55:50.363 --> 56:02.884
[SPEAKER_01]: Like, if we finally have another revitalization of more people having more kids, because right now, if I was a real citizen or a loan officer, if you look at the data on everybody past millennial, it's like this, 91 million millennial,
56:03.623 --> 56:19.901
[SPEAKER_01]: And then it just drops off dramatically, which tells me like most people should be thinking about how to retire in the next probably 15 years, because it just won't be enough humans, you have me or you'll only specialize in like what'll become the boomers at Gen X, but then who's going to buy those houses.
56:20.302 --> 56:21.244
[SPEAKER_01]: That's a whole other trip.
56:21.477 --> 56:25.362
[SPEAKER_01]: But I'll end with this, I don't think it's important because someone's going to say fair you're nuts.
56:25.802 --> 56:28.205
[SPEAKER_01]: You know, I don't want real estate agents to go away, I don't want letters to go away.
56:28.726 --> 56:37.216
[SPEAKER_01]: And when people say to me like, hey, we think AI's just going to solve everything, my response is until every home in the world is exactly the same.
56:37.776 --> 56:40.059
[SPEAKER_01]: There will always be the need for a human to unpack it.
56:40.660 --> 56:41.040
[SPEAKER_01]: That's true.
56:41.060 --> 56:44.825
[SPEAKER_01]: Always going to need for someone to say, Neil, you and your family, this side of the street, that side of the street.
56:44.865 --> 56:47.468
[SPEAKER_01]: Here's why, and here's what's going on, and let's walk through the house together.
56:47.836 --> 56:48.837
[SPEAKER_01]: And we're all gonna have a robot.
56:48.877 --> 56:49.498
[SPEAKER_01]: You can have a robot.
56:49.858 --> 56:50.519
[SPEAKER_02]: Yeah.
56:50.539 --> 56:52.360
[SPEAKER_01]: Dude, and people I'm going to talk about.
56:52.380 --> 56:53.502
[SPEAKER_02]: I'm going to have a lot of stuff.
56:53.522 --> 56:55.023
[SPEAKER_02]: There's a company called Figure AI.
56:55.043 --> 56:55.263
[SPEAKER_01]: Yes.
56:55.664 --> 56:56.064
[SPEAKER_02]: Yes.
56:56.084 --> 56:56.925
[SPEAKER_02]: I'm going to invest in there.
56:57.045 --> 56:57.425
[SPEAKER_02]: Right on.
56:57.505 --> 56:57.706
[SPEAKER_02]: Yeah.
56:57.726 --> 56:58.226
[SPEAKER_02]: I don't know.
56:58.246 --> 56:59.507
[SPEAKER_02]: Hopefully that company takes off.
57:00.308 --> 57:01.169
[SPEAKER_01]: Again, the humanoid.
57:01.269 --> 57:02.791
[SPEAKER_01]: We started this conversation by this.
57:02.871 --> 57:05.193
[SPEAKER_01]: I was going to be number one, number two, number three.
57:05.693 --> 57:12.740
[SPEAKER_01]: I'm so long on all things Elon Musk, I'm going to invest in the chip company, grock, everything and get my hands on.
57:12.860 --> 57:13.321
[SPEAKER_00]: Yeah.
57:13.341 --> 57:14.502
[SPEAKER_01]: Tesla's going to rule the world.
57:14.903 --> 57:17.226
[SPEAKER_01]: Right, I can't wait to get my robot in November December.
57:17.487 --> 57:18.168
[SPEAKER_01]: I can't wait.
57:18.648 --> 57:23.335
[SPEAKER_01]: And right, and people go, oh my god, man, you can see, I robot, and you see Megan and my gals, so it's all Star Wars.
57:23.796 --> 57:24.177
[SPEAKER_01]: I want C3PO.
57:24.217 --> 57:25.438
[SPEAKER_01]: There you go.
57:25.519 --> 57:28.363
[SPEAKER_01]: You have me, so I think it's gonna be, that next 10 years can be super fun.
57:28.543 --> 57:35.854
[SPEAKER_02]: So what, uh, just to wrap up, what would be your advice if you to somebody who's building their personal brand, trying to get more attention, trying to become micro famous?
57:36.535 --> 57:42.103
[SPEAKER_02]: If you didn't have to worry about hurting their feelings or all these different things that we have to go through as coaches.
57:42.123 --> 57:42.784
[SPEAKER_02]: What would you just tell?
57:42.844 --> 57:43.645
[SPEAKER_02]: What's the straight up?
57:43.625 --> 58:03.793
[SPEAKER_01]: truth from Tom Fair not everybody's built for video but you know what I would do like if I was afraid to do video then I would probably use like hey Jen or another and at least create an avatar version of myself and then I would just go hard on content but my content would start out like this like
58:04.482 --> 58:05.984
[SPEAKER_01]: Hey, it's Phil's AI.
58:06.024 --> 58:09.789
[SPEAKER_01]: Once again, I want to talk to you about the three things you need to know about buying real estate today in Dallas.
58:10.209 --> 58:11.571
[SPEAKER_01]: And I would just go hard on that.
58:11.651 --> 58:25.970
[SPEAKER_01]: And I would be like the first in my marketplace to say, basically, and I would like say in the comments, you know, as you know, I'm a very shy individual and not super comfortable on camera, but for some reason, Phil AI loves creating this content.
58:25.990 --> 58:26.831
[SPEAKER_01]: So let me know if you like it.
58:27.251 --> 58:27.672
[SPEAKER_02]: Yes.
58:27.692 --> 58:31.637
[SPEAKER_01]: And I would just go hard on that because at the end of the day, like attention is everything.
58:32.073 --> 58:47.743
[SPEAKER_01]: Right, attention and monetization like that that's the game so if you're not going to do it like don't don't make that a cop out like I can also be very internal and very shy when I want to be right just doesn't pay well Right, so I put on the taught her we have a taught her not to show yet.
58:48.444 --> 58:52.191
[SPEAKER_01]: No, no, right, I'll get Todd's a great all connect you right wrote a book called the alter ego like
58:52.171 --> 59:03.127
[SPEAKER_01]: You know, in the first, I don't know, five years of my crowd to put on the mask, if you will, of who is this guy going to be and then eventually you wake up like 15 years later and you are that person.
59:03.968 --> 59:06.512
[SPEAKER_01]: Joining me in and like all that old identity is gone.
59:07.053 --> 59:14.504
[SPEAKER_01]: So I would say that you act as if 1000% which is cliche, you know, like Napoleon Hill 1934, but it's real.
59:15.225 --> 59:20.052
[SPEAKER_01]: The second thing I would say is if you didn't hear email on this show, I don't know.
59:20.555 --> 59:30.168
[SPEAKER_01]: a successful personality, a successful brand, a successful business, that somewhere in the core of how they grew and how they maintain their success is an email.
59:30.188 --> 59:49.735
[SPEAKER_02]: Yeah, you know, I'm sure on, obviously, I just runs coach for a while, yeah, back in the old days, back in the old love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love, love,
59:49.715 --> 59:50.496
[SPEAKER_02]: Of course they are.
59:50.596 --> 59:54.502
[SPEAKER_02]: So this is the way, you know, to wrap up is like, this is the way you guys can.
59:54.722 --> 59:55.403
[SPEAKER_02]: This is the way.
59:55.663 --> 59:58.066
[SPEAKER_02]: This is the way you can take the attention, get it off the pop.
59:58.087 --> 59:58.327
[SPEAKER_01]: Yes.
59:58.587 --> 59:59.709
[SPEAKER_02]: And then do whatever you want.
59:59.729 --> 59:59.969
[SPEAKER_02]: Yes.
01:00:00.009 --> 01:00:01.371
[SPEAKER_02]: You own the list.
01:00:01.391 --> 01:00:03.194
[SPEAKER_01]: Easy one on that note.
01:00:03.454 --> 01:00:05.497
[SPEAKER_01]: People like, how did you build so much traffic to your website?
01:00:05.517 --> 01:00:08.140
[SPEAKER_01]: I'm like, well, I did a Tom Fairy show every Tuesday.
01:00:08.180 --> 01:00:11.525
[SPEAKER_01]: It was released and I emailed it to 100,000 people.
01:00:11.585 --> 01:00:12.566
[SPEAKER_01]: Then it was 200,000 people.
01:00:12.586 --> 01:00:13.748
[SPEAKER_01]: Then it was 300,000 people.
01:00:14.099 --> 01:00:16.643
[SPEAKER_01]: and I didn't let them go to YouTube.
01:00:17.084 --> 01:00:24.315
[SPEAKER_01]: They went to TomFerry.com on my blog where they could watch the video and then download the goodies and then hey, there's some CTAs on that.
01:00:25.056 --> 01:00:25.156
[SPEAKER_02]: Yeah.
01:00:25.176 --> 01:00:26.298
[SPEAKER_02]: Like email marketing.
01:00:26.838 --> 01:00:33.228
[SPEAKER_02]: Since you brought up email to as the last tip here, what is a way to use AI to do these emails?
01:00:33.268 --> 01:00:38.396
[SPEAKER_02]: To make them, I know you mentioned, you could have the latest news, latest updates, you could put those in the emails.
01:00:38.616 --> 01:00:42.402
[SPEAKER_02]: But are you guys using AI to actually get the emails out, get them written and published?
01:00:42.517 --> 01:00:47.523
[SPEAKER_01]: So, so better emails and example is was all my new companies are, they're built AI first.
01:00:47.863 --> 01:00:48.063
[SPEAKER_01]: Okay.
01:00:48.083 --> 01:00:48.244
[SPEAKER_01]: Right.
01:00:48.264 --> 01:00:56.193
[SPEAKER_01]: So everything is AI first, which means, hey, Neil is a loan officer in Las Vegas, but he's licensed in 42 states, here's the 42 states.
01:00:56.593 --> 01:00:58.756
[SPEAKER_01]: So we want to know everything that's happening in these 42 states.
01:00:58.836 --> 01:01:01.980
[SPEAKER_01]: Every person that's up for renewal on their refire, what do you like?
01:01:02.000 --> 01:01:03.361
[SPEAKER_01]: We want to know about all that stuff.
01:01:03.381 --> 01:01:06.685
[SPEAKER_01]: Every day, the emails, or say the AI's.
01:01:06.665 --> 01:01:14.536
[SPEAKER_01]: Basically extracting that content every single day, all those insights every single day, and then depending on what I'm having built in, could be better email, could be Claude, could be something else.
01:01:14.977 --> 01:01:17.620
[SPEAKER_01]: But like, we're doing all of that AI first.
01:01:18.061 --> 01:01:22.046
[SPEAKER_01]: So I don't know if that answers your question but the answer is yes, yes.
01:01:22.067 --> 01:01:25.051
[SPEAKER_01]: If you're sitting around doing research right now, you're a fool.
01:01:26.292 --> 01:01:35.305
[SPEAKER_01]: Now, on the actual written emails, I'm a fan of AI right in the email, but I add humanist
01:01:35.504 --> 01:01:36.926
[SPEAKER_01]: I may use it for the CTA.
01:01:37.266 --> 01:01:44.395
[SPEAKER_01]: I may use it for a transition, but I think you could lose your authentic voice if you suddenly just have AI doing everything for you.
01:01:44.435 --> 01:01:44.916
[SPEAKER_02]: Yeah.
01:01:44.936 --> 01:01:50.663
[SPEAKER_02]: I would say the number one email tip I would give everybody right now is I'm using Claude instead of chat.
01:01:50.683 --> 01:01:51.704
[SPEAKER_02]: I think Claude's better writing.
01:01:51.844 --> 01:01:53.186
[SPEAKER_02]: I gave it a form.
01:01:53.246 --> 01:01:54.968
[SPEAKER_01]: I don't trust chat to VT as far as I can.
01:01:55.068 --> 01:01:57.431
[SPEAKER_01]: I don't trust Sam Altman as far as I can throw him.
01:01:57.451 --> 01:01:57.632
[SPEAKER_02]: Dang.
01:01:57.692 --> 01:01:57.992
[SPEAKER_02]: Okay.
01:01:58.312 --> 01:02:04.380
[SPEAKER_02]: Well, yeah, I'm glad I switched to Claude a couple years ago then, sorry if you like him because they were first.
01:02:04.360 --> 01:02:05.763
[SPEAKER_02]: So this is Claude.
01:02:05.903 --> 01:02:06.665
[SPEAKER_02]: I have a format.
01:02:06.926 --> 01:02:08.228
[SPEAKER_02]: I started a project in Claude.
01:02:08.309 --> 01:02:08.529
[SPEAKER_02]: Yes.
01:02:08.649 --> 01:02:13.861
[SPEAKER_02]: I put in the format of the EMI like I got some examples in the project and then I just brain dump.
01:02:13.881 --> 01:02:14.983
[SPEAKER_02]: So I use Whisper Flow.
01:02:15.023 --> 01:02:15.825
[SPEAKER_02]: I don't type anymore.
01:02:16.286 --> 01:02:17.930
[SPEAKER_02]: I push the button and I just talk.
01:02:17.950 --> 01:02:18.491
[SPEAKER_02]: Yes.
01:02:18.511 --> 01:02:19.433
[SPEAKER_02]: On a walk.
01:02:19.413 --> 01:02:24.200
[SPEAKER_02]: at night whenever you do it and say here's what I would like the next email to be about, Tom and I were talking about this.
01:02:24.220 --> 01:02:27.765
[SPEAKER_02]: This also do some research on this because I don't know all the logistics.
01:02:27.805 --> 01:02:30.950
[SPEAKER_02]: I don't know these stats, but put all that in and then put it in the format.
01:02:31.050 --> 01:02:31.390
[SPEAKER_02]: Let me know.
01:02:31.811 --> 01:02:32.953
[SPEAKER_02]: It spits out the email.
01:02:32.973 --> 01:02:35.076
[SPEAKER_02]: Now it's not verbatim, but that's pretty much done.
01:02:35.136 --> 01:02:35.917
[SPEAKER_01]: You know, prompt cowboy.
01:02:37.820 --> 01:02:38.961
[SPEAKER_01]: Oh, this would be the opening of the show.
01:02:39.442 --> 01:02:40.083
[SPEAKER_01]: Prompt cowboy.
01:02:40.143 --> 01:02:40.804
[SPEAKER_02]: Yeah.
01:02:41.044 --> 01:02:41.685
[SPEAKER_01]: Prompt cowboy.
01:02:41.705 --> 01:02:46.973
[SPEAKER_01]: I think the headline on the site is your lazy prompts
01:02:47.138 --> 01:02:53.044
[SPEAKER_01]: So the search bar or prompt count, I'm not an investor, I don't know the company, if you can get me in the deal, I want to get in the deal, I want to own this company.
01:02:53.644 --> 01:03:00.151
[SPEAKER_01]: The search bar says in the search bar, it says, I want a prompt that you just fill in the blank.
01:03:00.191 --> 01:03:00.631
[SPEAKER_01]: Fill in the blank.
01:03:00.671 --> 01:03:05.216
[SPEAKER_01]: And that it builds a beautiful prompt for you, knowing how to actually prompt engineer, which most people don't.
01:03:05.796 --> 01:03:08.919
[SPEAKER_01]: And then it's like, let me ask you four or five questions to make it even better.
01:03:09.340 --> 01:03:17.027
[SPEAKER_01]: And then also in your prompt is like nine pages long, and then you drop it into cloud and it builds a whole new company,
01:03:17.159 --> 01:03:18.341
[SPEAKER_01]: everything like that.
01:03:19.042 --> 01:03:20.484
[SPEAKER_01]: Yeah, it's bananas.
01:03:20.885 --> 01:03:21.506
[SPEAKER_01]: Prompt cowboy.
01:03:21.907 --> 01:03:22.488
[SPEAKER_02]: Okay, cool.
01:03:22.508 --> 01:03:23.830
[SPEAKER_02]: Well, we'll wrap with that.
01:03:23.890 --> 01:03:26.414
[SPEAKER_02]: If you want to get in contact with Tom, can they just DM me on IG?
01:03:26.434 --> 01:03:26.795
[SPEAKER_02]: Of course.
01:03:27.115 --> 01:03:28.417
[SPEAKER_02]: So just pull them up on IG.
01:03:28.457 --> 01:03:30.901
[SPEAKER_02]: That's how I think I reached out to you for the first time shooting a DM.
01:03:31.482 --> 01:03:33.445
[SPEAKER_02]: And then also leave a comment.
01:03:33.465 --> 01:03:37.091
[SPEAKER_02]: I know we talked about a bunch of things today, but what do you want me to go deeper on on any of these topics?
01:03:37.452 --> 01:03:40.076
[SPEAKER_02]: Because we can make a whole episode honestly on any one of the things.
01:03:40.196 --> 01:03:42.620
[SPEAKER_02]: We could go deep for hour on just email if you want.
01:03:42.901 --> 01:03:43.842
[SPEAKER_02]: I have to go to your list.
01:03:43.822 --> 01:03:54.658
[SPEAKER_02]: how to monetize it and so if that's interesting to you let me know in the comments we read every single one and this is going to help us for future content but until then thanks Tom for being here and we will see you guys on the next show.