Grossing $1Million in Commissions from YouTube

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Go check it out right now. Visit LOKestudy.com and download your free copy today. Hey, other serves Jeff Zimper, of course, the host of the mortgage marketing radio podcast where we help loan officers get more agent referrals so they can become the go-to lender in their market. Hey, wanted to share with you another success story. I've been chatting with some of our members within the mortgage marketing pro marketing mastery platform membership that we have and I was talking with one of our members. Glenda White, what's up? Shout out to you out of the Dallas, Texas area. We're going through some numbers and I was asking Glenda, what percentage of her business had come from her following our system and our platform here? And what she told me was by being part of our platform now for two years, 40% of her business has come from following the system and the platform and executing on the actions that we coach people on through our platform. And what that equates to for her is 40% of her business that was a total of 7.2 million in funding just from the following our platform, our process, our teaching, et cetera. Being part of the calls, executing teaching agent classes in her local market, the follow-up, everything that we do with that mindset coaching. So I'll say that again for those of you who missed it, 40% of her business, 7.2 million. What do you make? What's your commission rate? Like, if that was you, right, if you were able to generate $7 million in new or additional business, what's that worth to you? You make 100 basis points, you make 125, you make 150, do the quick math on that and ask yourself, let's just say that that's, you make 125 basis points. That's $90,000 in income. Like what would you invest to get a return of $90,000? What would be a good ROI on that? I mean, there's the old example of like, hey, if I asked you, right, for a dollar, right, and every time you gave me a dollar, I gave you two back. How many times would you make that investment, right, all day long, right? So it's very simple. If you're willing to invest in your business, and if you're willing to take action and follow a proven system and a plan to show up, do the work, have an open mind, be coachable, that could be you. You could be getting that type of a lift in your business. And you just need to decide what's that worth to you. Maybe you want to learn more about what we do. If you do, I'll go to mortgagemarketing.pro, I've got a brand new video up there, I've got testimonials, I've got examples from Glenda herself on how she's crushing it, following our system and program, as well as others. And what is your plan for the new year for 2023? How are you going to add new business, right? Be capture, some of the void that's happened with it, right? This appearance of refives, et cetera. How are you going to get in front of referral partners and more? How are you going to leverage social media? How are you going to have a content strategy? How are you going to show up? What are you going to do? mortgagemarketing.pro, want to learn more? You can schedule a call with me and go from there. All right. This episode, I'm bringing you somebody who I'm just massively impressed with who's just been crushing it on YouTube. It's a real estate agent this time, Levi Lassick, who's out of the Denver, Denver, edit that 321. All right. This episode, I am bringing you Levi Lassick out of Dallas, Texas, and Levi has come on the scene in a fast and furious way crushing it with YouTube. He started out in his business just a couple of years ago, as a matter of fact, his first year in business on YouTube, he generated 600 leads with a 12% conversion rate. And that was only with 7,000 subscribers. So with just 7,000 subscribers, by the way, in 2021, he generated a million dollars in GCI gross commission income. And he's been often running since then, and it's just been continuing to do an amazing job with building a personal brand on YouTube and executing on its consistently. For 2022, you're going to hear he's going to hit a hundred million dollars for 2022. All this is coming from YouTube, guys, gals, YouTube, right? So I think, and by the way, if you can feel free to share this episode, mortgage professionals with your real estate agents and all the accompanying resources that are in the show notes, his book, his YouTube channel, et cetera. This is a chance for YouTube to learn for yourself. Number one, but number two, use this as an opportunity to share it with real estate agents, or into them and share something of usefulness and relevance that may make an impact in their business if they choose to go this route of YouTube. So I think you're going to love this. Leave elastic, great conversation. Go check them out. The show notes checkout is upcoming book, which is a link in the show notes called passive prospecting. And without further ado, let's get into this week's show. Levi, welcome to the show. Thanks. Thanks for having me, Jeff. My pleasure. I know we were on a tight time frame here today. And we're going to go fast and furious and come at this rapid fire. Let's start for those who are listening. Tell them who's Levi. What does he do? Well, I'm a, I'm actually a YouTuber that has a real estate license. That's the best way to put it. So the thing is, is that started the journey, released the first YouTube video on December 5th of 2020. So 2021 was really the first full year. We didn't close a home. I partnered with my business partner, Travis Plum. We didn't, you know, close anything in December. And I decided to go down this YouTube journey, didn't close a single home in the first quarter of 2021. And the last nine months, we got the first two, two deals under contract in April of 2021. And then from there, over the next nine months in our first year, we ended up closing 64 transactions, 33 and a half million in volume, and just at a million, 7,000 and GCI in the first year. Now, this year, 2022, our second year, we will hit. We just hit 100 million, that is projected to close. We've already closed 92 million so far and have another 8 million pending, which we could add another, you know, a couple hundred thousand here or there, maybe another couple of million. But that was kind of the goal this year, actually our goal was 105 million. So we're going to come in probably right around 100, maybe, maybe even get to 105 depending on these last two weeks. So we'll see. But that's it. It's just something going from not in the industry to brand new to trying to figure out the best way to attract business and developing a plan before getting into real estate is really what it is. But if you really want to know me, I mean, it's just, you know, I'm a, I'm from a small town in Texas, you know, Stevenville, it's a couple hours south of Dallas. If you're not Milton cows or riding bulls, not much else to do there, you know, a group extremely, you know, financially challenged as a family. And so, you know, my parents didn't go to college. My two older brothers didn't go to college. They raised me believing that I would never go to college either, not to their fault. They just always said, we can't afford it, can't afford it, can't afford it. And so I did what most country boys do to get out of the country and I joined the military. And that's what got me out. I thought that was 1999, actually, and I thought everything was good to go. The world was at peace. And then two years later, September 11th happened. And you know, that sent me to Iraq shortly after that. So I spent a 12 month deployment over there with the infantry and ran gun trucks, combat patrols, all of that in the middle of Baghdad, you know, whenever I got out of there in 2006, is whenever I, you know, ventured into selling cell phones really went from selling cell phones to pharmaceuticals to financial services and then transitioned into real estate. And you know, during that time frame. And so here I am now and that's that's kind of the short, short version of the story there. Yeah. Thank you for that. So that well prepared you for a career in real estate. Yeah. Yeah. Yeah. Everything to not do with real estate. Well, thank you for your service. Obviously. Okay. So, so just keep it on. I know that we got to, there's so much we could do this like in an hour, but we got to cover this in 30 minutes or less. So thank you for that setup. I wrote down something and let's go back to the numbers you rattled off. First year, you generated from YouTube exclusively 600 leads at a 12% conversion is what I had read. Probably. Yes. Okay. Roughly. Yeah. So that is a super hyper fast clip like those numbers you give me the first year again. The first year, it was like you generated a million GCI, but the thing I want to point out for people is you didn't do that with 100,000 subscribers. Right. You did a small audience, right? Yeah. We had by the end of 2021, I think we had roughly around 7,000, 7,500 subscribers, which, which also landed us a feature or not a feature, but a mention in the second edition of YouTube secrets by Sean Cannell and Benji Travis, which that's a book. I highly recommend people read if they're starting out their YouTube journey. It's called YouTube secrets, but you know, Sean Cannell, Benji Travis, heard of our story from that, you know, the success we had had. And so the reason they, they, they mentioned us in the book is because, you know, most YouTubers get their notoriety from having a million subscribers or, you know, been in the business for three to four years. They have huge affiliate incomes, you know, all this, all these, you know, things, but it usually took them. I mean, look, it took Mr. Beast, what, five years to get to a thousand subscribers. So, you know, that's the thing is that we, I understood a plan going in. I knew at a very target audience, a very niche audience. I knew exactly who I wanted to target from there. And so, you know, that's why YouTube is so powerful because our call to action was, was off platform. It was, you know, to, to buy or sell homes. So we're fortunate. We're in an industry that's a very high ticket item, right? And it's funny because somebody described me once as a super affiliate for a real estate. And so, you know, and that's what we did is we used YouTube to market Dallas, you know, to put information out there about people that are searching to live in Dallas. And because, you know, commissions are what they are in real estate, you know, you only need a couple of deals and you can start earning a very serious income. I wasn't expecting it to just take off this far and this fast, but also that's mainly, you know, part to my, my business partner, Travis, who was very ambitious and wanted to really ramp up and, and also took a hold of the transactional side to allow me to keep producing content, which is why I say I'm really a YouTuber with the real estate license because it allowed me to focus on continually staying consistent on content, pumping it out, having someone like him that could handle the clients. And the good thing for him is, you know, he was just starting out in real estate too. And he's never cold called doorknoct, you know, spin a money, spin a penny on postcards. Nothing. It was just leads coming in from YouTube just passed on. He was able to handle and close those very quickly. So yeah, monetizing, and this really works for any small business owner, you know, and if you're an electrician or a plumber or a contractor, I mean, you have the opportunity out there to, to, you know, people are searching for information. There's actually a plumber in Dallas that I know does more business from YouTube than he does, you know, in his regular plumbing business. But now he has sponsorships and things like that. But the thing is is, you know, he educates people on how to fix things around the house due to plumbing. But the thing is, is, you know, whenever I had a pipe bust in my backyard, he's the one I called, right? And now I ended up paying him $7,000 to fix that busted pipe because they had to excavate my whole backyard and do all of that. So, you know, that's the thing. When you give away value and you're not worried about trying to make the $100 or the $200 from a leaky faucet and you can teach somebody how to do that for free. It's the same thing in Dallas, you know, or with real estate. We educate people on what they're searching for and it just allows them to consume as much content as possible and whenever they're ready to make that bigger purchase, you know, the relationship is already established and built for you because the video did all that work up front for you. So when people call us, they already feel like they know us and they've already made that decision that they want to work with us. So it's a whole different ball game. Yeah. Is it mostly you on the videos then versus your partner? Yeah. 99%. So like you said, you're the kind of face of the brand and the company he's dealing with the clients and the transactions. All right, let me let's go kind of wrap it fire here. You could have done a multiple of things. You could have gone all in on Instagram, et cetera. Why did you choose YouTube to go all in it? I'm going to assume you went all in on YouTube and kind of ignored the other social platforms for a bit. Yeah, great question. So actually YouTube was my last choice. So whenever I was researching over the summer of 2020, so my financial services business, I had for the last five years that was doing very well. I had contracts with Dallas, ISD. So I worked with all the teachers on retirement planning, which was very lucrative because they only approve a small, a small amount of people to do that. And so, you know, when the school shut down along with the world in April of 2020, like my business shut down overnight, something that I've been building for the last five years. And I just thought, you know, I didn't know when the end in sight was. I didn't know when schools were going to come back. When was the world going to open back up? And so that's when I knew I needed to make a transition. So over the summer of 2020, I just researched and I've got very good friends that have always been in real estate. They've been trying to get me in real estate for 20 years and I never wanted to be a real estate agent. So I was like, no, sorry, I don't want to do that. So now I was kind of forced in a situation where I needed to make a move. And so I thought, okay, well, if I'm going to do, if I'm going to do real estate, how do I compete? How am I going to break into a Dallas market? Very competitive with brokers and agents that have been here for 10, 15, 20, 30 years. And who am I just to come in? And I didn't really want to start at the bottom all over again. But I knew I would have to, but I thought, how can I attract business? What's the fastest way to do that with the least amount of money? Well, of course, social media is probably the way to do that. But which platform? I understood the pitfall. I think a lot of agents starting out make this mistake is that they listen to people telling them they have to be on everywhere. You know, you got to be everywhere all the time. And so they end up putting 20% effort across five different platforms. And they never truly understand one, but these platforms are so powerful. If you understand them from the producer side versus a consumer side. So if you actually dig in and understand and study one platform, you will go much further diving in on one, then you will just try to dabble in five. So for me, I knew I wanted to pick one platform, but which platform? Well, in 2020, every agent was telling me Facebook, Instagram, TikTok, because that's where they were. And mainly TikTok. Yeah. Well, mainly TikTok as well, because every agent in 2020 would wake up one day and say, oh, I've got 10,000 followers overnight. You know, I got one video went viral, but you know, when I started looking, okay, well, what's the business coming from that? Now look, there's there's agents that are turning over business from those platforms, but it wasn't anything that was impressive to me as far as full time income. It was mostly supplementing their current businesses, you know, and they were getting a deal or two here or there. So I just, YouTube was the last choice, but I actually picked up the book, YouTube Secrets. That's when the first edition was the only edition, and I started to read through that, and it made me realize, okay, YouTube is a search engine, not a social media platform. And that's the other thing is I've always had this love, hate relationship with social media, which I think most 40-year-olds and above do anyways. And so that's why I think the other platforms just didn't really resonate with me and my personality. So once I thought maybe if I find things that people are already searching for on YouTube, and I can create those videos, maybe that that seemed like a better fit for my personality. And then what I realized as I researched more was that, well, nobody's going on to YouTube to look for a real estate agent. They're going on there to research about Dallas, or your neighborhood, or your suburb, or your city. And so when I started to understand that, I thought, oh, well, I don't have to try to educate people on the escrow process and the title process and the VA loan and the FHA loan because first of all, I hadn't even done a transaction yet. So I could easily read about that stuff and regurgitate it, but it didn't feel authentic to me. And so once I started to understand that people were searching, because what I did was I was like, well, let me, let me see what people are actually looking for. And I looked at like Plano, Texas, a suburb of Dallas on Google. And it got about 90,500 searches per month. But whenever I looked at the search volume on YouTube, it got 834,000 searches per month. So that was 10 times a search volume on YouTube over Google. And you're talking almost a million searches a month for just one of the suburbs in Dallas. And so I thought, oh, okay, well, I know everything about Dallas, mostly everything. I've been here for 20 years. And if I can make content about Dallas, that I can do. And if people are searching that information, maybe I can capture the market that way. And what I found was not a lot of people were doing that on YouTube. So then I, then I felt like I found the gap to where I could, I could squeeze in there and start producing content on that. And what I learned was I started to capture people in the research phase before they've ever decided to hire an agent. And so the thing is is that you have to start thinking the way the consumer thinks, which is, you know, hey, honey, it's time to buy a house. And we're thinking about moving to Dallas or Denver or Milwaukee, let's go do some research on the area. You know, people don't typically say, hey, honey, it's time to buy a house. Let's go on Facebook and see what's on the market or hey, honey, it's time to buy a house. Let's go to Instagram and see if we can find an agent posting really cool market reports or, hey, let's go on TikTok and see if we can find the best dancing real estate agent. You know, they're saying, hey, let's learn about the area first. They're not even thinking about a real estate agent. They're not thinking about the escrow process. They're not thinking about a VA loan or an FHA loan. They're thinking, let's find a good area, a suburb, a neighborhood. Let's find something that fits with us. So they start researching that when we've had so much content there and we pop up over and over again, they just start watching all the content and they're like, well, shoot. Well, Levi's given us all the information anyways. We might as well call this guy and so we become their agent by default. And so, you know, the thing is, is that not a single person has ever asked me how much business have I done, how long have I been in business, what brokerage am I with, you know, none of that. They didn't care. They, you know, how does the escrow, nobody, their initial call was, thank you for so much information on Dallas. Could you tell me a little bit more about the neighborhood or this or that and just, you know, and so that's what they're curious about. Not the other stuff that I think a lot of people typically default to making their content towards because they want to educate, which is nothing wrong with that, but it's not what people are initially searching for. Right. Right. Yeah. Good stuff there for sure. How do you, I'm sure you've gone through a process of figuring out what content's going to resonate and some of it's just trial and error, but I'm looking at your YouTube channel right now. And I'm sure you've looked at this, what, what seems to get the most views. So what kind of filtered you put your content strategy through? I just keep trying to provide value. Now the problem is, is that our number one video is a negative, negative video, so to speak. Oh, yeah. Yeah. Things we hate about Dallas. Unfortunately, you know, they, and the news, what they say, if it bleeds, it leads, and so that's the kind of the truth on YouTube and, and we look at any fire, fire thumbnail, you know, everybody's talking about market crashing and those, it all has a ton of views. And I've done, I've done two of those videos and they got a ton of views, but I just, I decided to take the approach that, you know what, I just want to continue to provide value on suburbs, neighborhoods, areas, things, you know, because, because I want to capture the people that are looking, because the, the reality is, is that people buy and sell homes in every single market, whether it's up, down, sideways or upside down, and people have to move sometimes. And so whenever they're researching, we want to capture those people versus paint this negative picture. Now that doesn't mean I won't do another, you know, cons of Dallas or something like that, because it does capture attention. I just don't do them, you know, some, some channels, that's all they do, negativity, negativity, negativity, and some of those are super high views, you know, and, and, but I don't want to, I don't want to default to that. I just want to continually provide value, continually educate them on the neighborhoods, the suburbs, the areas, and, and also what I do is I just, I, I talk to the viewer, and I say the viewer, like the single person that I'm making that video for, and I will mention things, and I'll, I'll tell stories of the people that we got under contract in the last week, and, and why they made those decisions. And so I just let people know, look, if it's a time for you to move, and this is the right decision for you and your family, or if you're still a little bit unsure, just give us a call, because the thing is, is that we're not going to force you to buy a house, but we do need to understand your situation, and we can talk through and see if this is a good time for you, depending on, you know, what, whether the rates are what they are, or, you know, it just depends, you know, that, again, people make moves all the time, and we want to be there, first of all, we want to be the most visible, which means we want to provide the most content, or put out the most content, be the most visible, and then also provide value behind that. So for me, though, also to kind of answer your question, you know, vlog tours, taking people out in the neighborhoods, those have always done popular map tours, I was surprised by that, just by getting on a screen share and walking people through the map of an area, because anybody can do that online, but they can't have your perspective and your feedback and your opinions on, you know, things to do. Yes, Google may say it's 20 minutes to the airport, but is it really 20 minutes, you know? And just giving them the inside track. So for us, yes, I've done a couple of those in negative videos they've done well, but I'd prefer to just continually just try to provide value, and then, and then depending on the situation, then I will talk about things that are happening in the market, but I tried to embed that in the video versus directing the entire video about that. Sure. Was this outside of your comfort zone to start doing these tours, you know, no, not really. The thing is, is that I've been in sales, you know, all those jobs I mentioned earlier, we're all sales jobs, and the thing is, is I've always enjoyed meeting with people, talking with people, but what I realized, and that's what I didn't want to make the same mistake going into real estate, is that every time I did that before, it was all one to one. And at the end of the day, every conversation that I had with a client was dyed with that with that client. And so every single day, I started my sales career over every single day. And I think that's what a single agent does every single day. And so if you don't put that information on video, and the way I view this was, is that now I just have a conversation with the camera instead of a person. But now, so for in the beginning, was that a little awkward, yeah, because I, you know, I was used to feeding off of people's facial expressions, having them ask questions, you know, tone out, you know, all that stuff. And, and when you're talking to a camera, you have to hold a conversation with the camera to be able to make the video engaging, you know, you don't want to be a robot, you don't, so I think that was more of the, it wasn't, I had, I never had a fear of the camera. I just had to adapt to having a conversation with the camera versus a real person. So I think that was the, the challenge for me, but that was also something that I just very quickly pretended like, you know, this is my, my best friend sitting right in front of me, and I'm going to, you know, show them around town and, and have that conversation with them. Well, why do you think your channel took off so fast, it makes me curious, because you know, I know you know this, there's work that can go into keywords and, you know, some nails, those are all important, right? But it's not just that. I don't know if there's like an easy answer to what make you, what made your channel take off fast, but maybe you've got an answer for that. Well, I think for, yes, simple things was as I did the research, I, I found out what, what were the most searched areas in Dallas, and I started there. So that gave me your opportunity to get found sooner and just wing it is the point. Right. No, no, I built out a whole business plan before I started, and that's the thing is I studied it. Once I've decided on YouTube, I studied YouTube for about two months, about 60 days. And that's where going back to, I like to call this hyperlearning, because I believe you can hyper-learn any subject in this day and age, you know, if you want to be a psychologist, you know, you could probably watch YouTube online certificate. Yeah, and read books and, and you'll watch some doc, I mean, you could, you could consume so much information inside of 60 days, you could probably condense, you know, a four-year college degree in 60 days, if you just, yeah, just hyper-learn that. And so I just dug into everything I could on YouTube for, for 60 days. And then I, so I had a whole plan laid out ahead of me. So I knew what I was doing, why I was doing it. And now I didn't know if it was going to work or how it was going to work or exactly play out, but I just, I didn't question, what, what am I going to do this week or next week? I knew, okay, I'm going to start in this suburb, film this video, go to this suburb, film that video, and it was a whole progression. So from there, the other aspect I would say is that I noticed the couple of agents and there were only a couple in Dallas at the time, we're doing one video a week. So I just said, I'm going to do three. And when you triple everyone else's efforts, not only will you catch them, you'll pass them up, you know, especially if they stay at that, at that level of work of what they're doing. And so for me, I was extremely consistent for at least the first year and a half on three videos a week. So I just flooded YouTube with as much Dallas content as possible. And so now people, it's very difficult for them to get around that. Are you batch filming content? I do it at all different types of ways. It just depends, like we're talking a little bit offline. We've had quite the travel schedule and speaking schedule and podcasts and everything else. So, and then, you know, everything else that goes in between. And so some days, one day, I'll batch for a whole month and then the month goes by and the next thing I know, I'm trying to just film a few videos to get out that week. So I'm trying to work on getting better on schedule. I wish I could say, oh, every Saturday was this. I plant like this Friday. I have Friday blocked off for content. We already got three meetings that came up that have to happen on Friday, you know. And so for me, it's like, all right, I'll just go out this Saturday, no, no problem. And I can knock out three or four videos. I can sit down in front of the computer. If I need to record a 15 minute video, it does take me 15 minutes. So literally I could sit down as long as I have my topic and a few bullet points, you know, I can, I can knock it out. So I haven't missed any content and I would like to get more on a schedule. But yes, you know, depending on your schedule and what works for you, I don't recommend doing it week by week because if life happens, health happens, family happens or real estate happens, then nothing can happen. And if you start skipping weeks, I do believe consistency is key, especially in the beginning. So I always recommend people film at least a month worth of content ahead of time before they start. Now if you can only do three videos a week and then film three videos a week for a month, and then publish the first video. And then what happens is now you've got your months with the content ahead of you. And then you can start filming three videos a week as you go. And then you'll, you'll technically stay a month ahead of schedule the whole time. But you know, stuff comes up, you'll, you'll miss a week. And so that's what starts to put you behind. And so yes, you just have to figure out what works best for you. And that's either getting on a cadence of doing it every single week or every other week or even once a month, which you can do this once a month as well. But for me, I also like to get a feel of what's going on, different areas that I want to talk about or, you know, things like that. So I, you know, I'll, I'll try to stay at least two weeks out ahead of time. Okay. Um, I noticed you're doing a fair amount of lives as well. Um, and they seem to be predominantly interviews. But what's the strategy with the lives, what do you want to tell us about those? Uh, yeah, I think it's just to change it up a little bit. But also, to, to help our community, you know, the people that, that we've been working with, help build channels and other states and areas, you know, so that it's not necessarily an interview. We've been doing this versus series for a little bit. Yeah, I see that by the, the Austin one. Yeah. Dallas jobs versus the Austin hippies. That's good. Yeah, yeah. Yeah. So we had a little fun with that. Um, and so, so that's just something that we get a lot of interaction on there. And so that's why we do it. But it also takes the place of, you know, a piece of content per week. So if you're kind of struggling week to week and you're better kind of just, you know, talking it up and then you get one or two people on there, which we always have at least two to four people on our live, then, then, then you don't have to be the entire content the whole time. So, you know, we might get our mortgage broker on there. We've gotten a credit guy on there. We've gotten, you know, agents we help in other cities to do the versus series. So we just like to change it up, give it a little variety. And then you just get on there and have fun like we're doing right now. And then you don't have to say, and then you can say, okay, that gives me one piece of dedicated content per week. And then, you know, you can become kind of like your own, uh, real estate news outlet for your city. I mean, that, that's the reality of it. And so, so if you start focusing on a live per week and then you have, you know, uh, you release a vlog video per week and a map video, that's three pieces of content. You're going to, you're going to get some business if you do that and you can stay consistent. So the live is really kind of to take the pressure off of just trying to sit down, film something, go out and do something. But, uh, you know, again, but also get some interaction with there. It allows, we've had our own team members on there. So it allows people to meet the team, so to speak. And so, uh, yeah, we just, we just do all types of variety with that. You think interviewing local business owners for lives is a good example? No. Uh, no. Tell me, tell me, because a lot of people have tried to be that digital mayor, you know, yeah. I, I just, uh, you, you, you better find somebody that's extremely, but I, I just don't think people really care about, you know, uh, barbs coffee shop, you know, it's, it's, it's, on you specifically. Yeah. I mean, what is, what is, and if barb is boring, then, then it really sucks. And the video is boring, right. Yeah. It really sucks. And so I think you want to control your content. You want to be the, you want to be the curator of that. Uh, I know my partner. I know the people we bring on, uh, you know, like I said, it's mostly people that are agents that are working, helping them with their YouTube channels. So I know they're, they're comfortable on camera. That's the other thing. Sometimes business owners will freeze up, you know, they can't, they can't talk straight. Uh, they can't articulate things. And so, uh, you can't account for those types of things. I just prefer not to do it. And I don't think people really, I think people know when they move to Dallas, they will find a cool coffee shop, but that's not a priority for them. Uh, it's actually, yeah, especially to hear about it from, you know, um, nothing, it's marb. Either a filter. I'm looking at your live topics, these thumbnails, the filter is still through the filter, the lens of how does this serve the viewer? So like you said, it's comparing Austin versus Dallas or it's, uh, live Q&A with you about Dallas, the market crash, investing in fixture credit. Like you said, you know, what is the, what are the topics and subjects that people who are interested in potentially moving to Dallas, right? Or buying and Dallas would be interested in. Correct. Seems to be. Okay. Cool. Um, real quick then, what about shorts? Where does that fit into your strategy? Well, now it does significantly since they just did a massive update last month. And now search, uh, uh, uh, shorts are searchable content on, on top of that, they've separated them, uh, from on feeds. So it's a separate tab on your channel. So I'm all for some shorts. I do believe though you want to build your base up with long form content. YouTube is a long form platform, uh, period. People go there to research to consume long form content or average view durations are nine and a half to 10 and a half minutes on that. That's average. So, you know, the people that say attention spans are dead these days, which is why you can only be a dancing real estate agent on TikTok. I say, that's not true. You know, people are going to YouTube to specifically watch long form content. I mean, most, uh, they talk about Gen Zs and, and these people only being on TikTok. I mean, YouTube is like their primary, uh, platform for, for long form consumption over anything else. No hulu, no Netflix. They're going to YouTube on top of that, um, you know, the, uh, the, I think like 64 percent of Gen Zs or, or kids now between like eight to 15, their goal is to be a YouTuber, you know, and so they're, they're consuming this, that content. And it's there, but like attracts like, you know, our, our, our clients, we attract are between 30 to 50 years old, you know, I'm 43. My, my business partners 35 and, and we typically work with 30 to 50 year olds. You know, so you will attract your audience, which is people just like you through video. So, you know, it's a, it's a, I think it's the, you want to focus on the long form content, build your base there, incorporate shorts as you go, but I wouldn't make it the primary strategy. And then last thing briefly, are you repurposing your long form to other platforms now? Uh, we, we do, but we just, we haven't seen a lot of traction. I mean, uh, we, we have a TikTok channel, uh, but in that's the thing is, as now I've started to create some more specific short form content that can easily go to Instagram or, or TikTok or something like that, uh, now that, but, but it's still a primary goal for YouTube. So I'm creating with YouTube in mind. And then we can add it over to the other platforms. But it's just not a focus. It's more of just having a presence there for us, you know, I'm not saying that's the right thing to do, but we're just, we're just doubling down. We're trying to go as deep as possible in YouTube, you know, again, because, uh, I just know I feel that's where the business is. And I think a hundred, yeah, I think a hundred million dollars is, uh, I, I still don't know of a lot of people that are doing the volume we're doing from any social platform. So, so until somebody surpasses us on that volume, if they do that on TikTok, I'll, I'll definitely look at some TikTok more in depth. So, so you train and coach agents and, you know, you're, you're probably building a team of agents. I assume. Yes. So this may, may, may sound like a softball or you may be biased, um, but I'm really curious because a lot of agents, as you know, are like, well, where should I be on, where should I be social? And I'm going to assume this may sound very obvious, but I'm going to assume that if you were on your deathbed and you're like, dude, let me tell you the one place to be on social, like you'd be telling them YouTube for all the reasons we know and you've discussed. Would you be saying that? Well, I'm, I mean, I, I typically say, uh, I typically say figure out what type of person you are, you know, so sometimes I tell you, maybe YouTube is not for you. So I, I think there's four main types of people. There's people, people, you know, people, persons, uh, there's readers and writers. There's, there's phone call people and there's video people. So first of all, figure out which one of those four are you? If you're a phone call person, you may love to make cold calls all day. You know, you may love to call fist boughs and that just may be your thing. Maybe you want to talk to people over the phone versus actually see them or talk to a camera. So if that's you, go do that. Now, um, the thing is is that you could set up a camera beside you and record those calls and then if you want to ever grow your team or teach others how to do that, you'd have all that documented. So, um, but you can just document what you're doing. So I, I don't know, I just, we were actually bringing a couple onto our team that did 50 deals last year from Instagram. So, you know, that's their thing and I'm saying that I know people can do business from these other platforms. And if you feel like Instagram is is a better fit for you and that's where you play around all day and you consume Instagram all the time. Yeah, it may be the better fit for you. So I encourage people to go with the path of least resistance from the fact that, um, if it's, if it's easier for you to go, I'm not saying take the easy path, but I'm just saying, take the path of least resistance. If something is a little bit more natural for you. So, you know, if you're a people person, maybe you need to do open houses every single weekend and that's your thing. You know, and so, so, uh, and you can't make a video to save your life. Okay, well, don't look, I believe you can do anything you want. However, I also don't believe in being miserable, like forcing yourself to be on video every single day if you can't stomach it and you absolutely hate it. So, you know, talk to yourself and ask yourself, what do I want to do? And if, and if you consume Instagram, play on Instagram, love Instagram, then I would say figure out a strategy to monetize that, you know, and figure out and learn everything you can about Instagram. So, uh, yes, I mean, I still think YouTube is the dominant platform and the way to go. However, I also believe in meeting people where they're at, uh, with their personality and what's going to be comfortable for them. And then, you know, but go all in on that thing and then, and then you can branch off elsewhere if you want to, but don't figure out something first, dominate one thing and then, and then go from there. Awesome. That's a very honest, fair answer. Okay. I know we're at the end of our time here and I want to, uh, direct people to, if you want to learn more from Levi, he's got tons of resources. We're going to put links to all of it in the show notes, his YouTube channel, et cetera, but you've got a new book coming out, uh, discover house. This is called passive prospecting, dominate your market without co-calling chasing clients or spending money on ads. Uh, we're going to put a link into that. It's passive prospecting.com. Is that a free book? Tell me about that real quick. How do they get that? Oh, no, no. That's going to be, uh, that's, it's 40,000 words. So I think, yeah, it's, yeah, it's 160 pages on a, on a, on a Google doc. So whatever that's going to turn into on the book format. No, it's a legit. Um, we're working with the publisher. We got the four, the, I mean, we got Ryan Sirhan to write the forward on that book, which is a huge deal for us. And the first half of the book, the first nine chapters are the passive prospecting principles. So why YouTube is so important and why it's so different from everything else. And then the, the last five chapters is how to do it. We actually walk you through content creation. We actually walk you through optimization. We actually walk you through, uh, you know, uh, uh, lead generate, uh, you know, a lead conversion. So we take you through the last five step, the last five chapters, how to do that, uh, how to implement it and give you really step by step on it. So I think it's going to be, I think it's different than any other type of book I've really seen as far as super, uh, nuts and bolts on the back end, but on the front end, also explaining all the principles that fall into place. So I'm excited about it. Now, it's the real deal, but it's, we're going to have it in hard cover and paper back. It's going to be available on Amazon. We'll have an audible. We'll, we'll, we'll have an audio version on audible. So all of that's to come. Nice. Love it. And so for people to learn more, they can go to passive prospecting.com, right? Absolutely. Yes, Michael. We'll put a link into that to the show notes as well. Levi, I know you got to jump. Let's say goodbye to you. Thank you so much for being here. This has been an awesome clinic. Your kick and ass, obviously, and taking names. Appreciate your time. And if you want to do a follow up sometime, you know, I appreciate you. I just got back up here. So yeah, I'm always happy to come back. If you want to do a little bit longer, dig a little deeper. Oh, yeah. We'll do a little surgery on YouTube. Let's go. Hey, listeners, hope you enjoyed this episode. So check out the resources in the show notes. We appreciate you tuning in. We'll see you on the next one. Bye for now. Hey, guys, what's up? Real quick, you've heard about the mortgage marketing pro membership before. And I just want to quickly remind you of that. You're in a place in your business where you simply need more purchase loans. You need to fill your pipeline with purchase business. Let's just face it, agents are still a solid pillar of business and sources of purchase business for you. Well, good news. Our mortgage marketing pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold calling. Done for you, agent classes, expert training videos, a marketing automation platform that automates the entire process for you. 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