Digital Social Hour - Levi Lascak On Dallas Real Estate Market, Making $3.6M off Real Estate & YouTube | DSH #216
Episode Date: January 6, 2024On today's episode of Digital Social Hour, Levi Lascak comes on the show. He reveals how he made millions using YouTube to sell houses, overcame business hurdles & how he scaled his YouTube Channel. ... APPLY TO BE ON THE PODCAST: https://forms.gle/qXvENTeurx7Xn8Ci9 BUSINESS INQUIRIES/SPONSORS: Jenna@DigitalSocialHour.com SPONSORS: Opus Pro: https://www.opus.pro/?via=DSH Deposyt Payment Processing: https://www.deposyt.com/seankelly LISTEN ON: Apple Podcasts: https://podcasts.apple.com/us/podcast/digital-social-hour/id1676846015 Spotify: https://open.spotify.com/show/5Jn7LXarRlI8Hc0GtTn759 Sean Kelly Instagram: https://www.instagram.com/seanmikekelly/ Learn more about your ad choices. Visit megaphone.fm/adchoices Learn more about your ad choices. Visit podcastchoices.com/adchoices
Transcript
Discussion (0)
How do they get in touch with your company from there?
You work so hard to get somebody to your YouTube channel in the first place.
Don't distract them to a short form platform.
They're going to get sucked up in some cat video, right?
And they're not going to be looking at real estate or whatever your business may be.
Have a call to action there.
That's where we would have book a call with us. Welcome back to the show, guys. Digital Social Hour. I'm your host, as always,
Sean Kelly. Got with me a beast today, a few guys. I got Levi Lastic in the building.
Thanks for having me, Sean. Appreciate it.
Thanks for coming. How's it going?
It's going great. Yeah, you just spoke at a real estate conference, right? Yeah, we're here for Inman Conference. I'm here with my business partner,
Travis, and our videographer, Alex. Nice. Man, you've built a real estate empire, a YouTube empire.
I don't even know where to start with you, but I guess with the YouTube, right? Yeah,
two and a half years. Yeah, so it happened so fast. Yeah, So I was in financial services before I used to work with
teachers on retirement planning. And so I would go and meet them at schools. And so I had contracts
with all of Dallas ISD, very lucrative business, because once you get approved as an investment
provider for the school, then you basically would have access to all the teachers. You know,
there's twenty five thousand employees at Dallas ISD. So, yeah. So yeah, it's a very tight knit pool there. So
I got the opportunity to work with them, built that business up over five years. And then 2020
came, you know, the world shuts down, schools shut down, you know, and had no idea if schools
or the world was ever going to open up again. So at that time, I found myself at 41 years old,
asking myself, well, how do I start over without starting over?
What am I going to move into? I'm not going to get a job because I was anti-job, right? Once you
own a business, you never want to go back to that. Plus, there was 30 million layoffs at that time.
So that's not going to happen. And then what business could you get into or move into or start
in the middle of that type of situation? So it just came with a lot of soul
searching and research to try to figure out what my next step was. Now, I've got a lot of friends
in real estate. There's very successful real estate agents. But the funny thing was, is I
never really wanted to be a real estate agent. So, you know, I was just saw them as the type of
person that has to go out and shake hands and kiss babies and, you know, build those relationships in
the community and nothing wrong with that at all.
It just wasn't something I was interested in doing. So I've been in sales for 20 plus years.
And really the thought of just starting over, especially having to prospect and build a client
base and just work through those types of scenarios really kind of scared me to death.
So I just took time during the summer instead of watching Tiger King like
everybody else did. I did a lot of research to figure out what is my next move. And I had this
word attraction stuck in my head. I was just thinking, is there a way to attract clients
versus I'd always pursued, always prospected, always actively prospected, you know, just
constantly went after people in a good way. Right. And, and so, and that's very successful that you can be
successful that, but it also comes with a lot of rejection. It takes up a lot of your time.
And if you ever want to scale that, you know, you're going to have to get someone as good as
you or multiple people that are nearly as good as you to do that. So I just was looking for a
different way. And my friends kept talking to me about real estate. And I was just kind of like, I don't want to be an agent, but
maybe I'll do some investment. I'd done some part-time investment here and there, but just
not anything for a full-time income. So I started to buy some investment courses over that summer
and read them. But what I learned from those investment courses is you got to do the same
thing basically as real estate agents, right? You have to cold call and door knock and figure
out some sort of marketing campaign and you got to figure out ways to get in front of potential
sellers and things like that. And I was like, okay, I don't know if I want to go down that route.
So for there, I just thought, well, if I'm going to attract business, especially with the way
2020 was playing out, there wasn't a lot of networking events. Now we live in Texas. So
Texas was really kind of open a lot sooner than most places, but still events, networking events,
things like that wasn't really happening. So this was my play to move into social media because I
figured that was going to be the way to attract business. But I was also kind of antisocial at
that point, antisocial media because I was 41.
I'm like a lot of 40 year olds and above at that time,
at that timeframe, which is, you know,
we've got this love hate relationship with social media.
And I had never really built a following there.
I had accounts just because friends and family had accounts
and I was just one of those people.
I always thought people were just bragging
and posting their lunch, you know,
watching silly cat videos.
Yeah. So I looked at it from the consumer side
versus the producer side. So whenever I was decided to make that move and think about
social media, I was, I knew I needed to learn it from a producer side. I knew a lot of people,
you see the 20 and the 30 year olds making some good money, people of all ages now making good
money on social media. So I knew there was something there, but you have to understand
the platform. And so that's what I really started to dig in. But I wanted to focus on one platform
because I didn't want to make the mistake of trying to be on every single platform at once.
I think that's completely overwhelming. And what happens is you end up putting a 20%
effort into five different platforms. And that's usually the first piece of advice people get these
days from somebody is they'll say, look, oh, you opened your business. Congratulations. Make sure
you open every social media account and have an account with everybody. And they get overwhelmed.
They never truly understand one. So I wanted to figure out which platform would be the best route
and could we attract business? And so YouTube was really the last choice. It was funny because not
a lot of people were talking about YouTube either. But once I figured out YouTube is a search engine, not a social media platform,
then it made me realize that maybe I could create content around things that people were searching,
especially around Dallas. I wasn't an expert real estate agent. I hadn't even sold a home.
So it was like, how am I going to make social content, especially on these short form platforms that is going to provide value or without feeling fake or having imposter syndrome?
Yeah. So, but, you know, making content about Dallas areas or neighborhoods or things to do,
because I've lived there for the last 20 years, that seemed a lot more natural. And what I found
was that people are actually researching that a lot more than they are. How do I buy a house?
You know, they're not really
looking, they're thinking about making that move in the area and they want to learn about the areas,
the schools, you know, the community, what's to do around there, those types of things. And I knew
all of that. So I was like, well, if I can start educating people on the areas or living in or
around Dallas, maybe I can attract some people that way. And that's how it all kind of started.
And so once I decided on YouTube, I spent a couple of months just studying the platform as a whole
because I wanted to understand the platform first and then see how I could apply it to real estate.
And so from there, you know, and then I met up with my business partner, Travis, at that time.
And when he came in to the picture there, the channel was just up and running.
We started to get some phone calls come in.
And then all of a sudden, people started calling us every day from the channel.
Yeah. And so from there, that led us to close our first two deals in April of 2021.
And we started the channel December 5th of 2020. That was the first video that came out.
Four months.
Yep. So four months to get the first deal under
earth, actually about 90 days to get the first deal under contract, but four months to close
the first two. Correct. But by the end of 2021, our first full year in real estate, we had closed
over a million, just at a million 7,000 in commission. Yeah. We sold 64 homes.
Just off of YouTube. That's all we did. Zero marketing as well because
it was zero ad spend. And then 2022 happened. We ended up generating three times the amount
of leads. We almost generated 2000 leads. And that got us 156 closed transactions. So that was about
2.3 million in commissions from real estate sales. And then this year so far, halfway through in June
of 2023, we're over 30 million already. And this is all in Dallas? Yeah, just hyper local real
estate in Dallas, Texas. So you don't ever want to branch out? Well, we do in certain ways. I mean,
we have a program and we help other agents do that. So that's kind of what we're doing. Instead
of expanding, I would say offices. I mean, that comes with a lot of logistics,
real estate offices. So if you want to expand that and also licenses and things like that in
other states. So I don't think we're there. And we've got a pretty unique opportunity with our
brokerage, which we're brokered through a company called eXp. So that allows us to really kind of
expand and grow a team across the world because they're in about 24 countries.
And we're able to help them build out their own YouTube channel.
So it's a lot more lucrative for us.
And we're able to help more people without all the overhead or opening up offices.
Wow, that's fascinating.
So walk me through the funnel.
You upload the YouTube video.
How do they get in touch with your company from there?
Yeah, we have a call to action.
So we have calls to action in the video. So usually two, maybe three on there. Uh, we have
calls to action in the channel. So if you act, it just changed this more, at least I just noticed
the change this morning. There used to be a link on the channel banner, you know, on the channel
banner, uh, you could link all your socials. That's where most people link all their socials
for us. We would never do that because if you work so hard to get somebody to your youtube channel in the first
place don't distract them to a short form platform like instagram or tick tock okay you know have a
have a call to action there that's where we would have book a call with us and we tell them directly
you know hey let's meet in person on zoom it's our number one clicked link on the channel wow
so that's where people are going in that channel banner.
So if you have just social media profiles there,
you're just taking them off YouTube
and YouTube's number one goal is time on platform.
So you're basically distracting people
from your own YouTube channel,
therefore hurting your own watch time and ability.
And you know, as soon as they go on
one of those short form platforms,
they're gonna get sucked up in some cat video, right? And they're not going to be looking at real estate or whatever your
business may be. So having a, now they just move that literally, at least I noticed it this morning.
So now it's no longer on the banner. It's right at the very top under your channel name. There's
a link. So that link should be your number one call to action right there so that anytime somebody lands on your
channel they see that directly now from there we have calls to action in every description so if
anybody opens opens up the description of the channel or the individual video it's it's in their
phone number email and zoom link so you know we understand that people communicate in different
types of styles so the readers and writers they'll typically text or email us.
The people that are auditory will call us.
And, you know, the more kinesthetic type people will book a Zoom with us, right?
Because they kind of want to know we're real at that point.
So and then we have calls to action in the video, throughout the video.
So all those just add up to be able to make it easy as possible.
Then when we post a video, we'll post the contact information and pin it as a comment because if
somebody's watching a YouTube video they may never open up the description but
that first comment will be right there they don't have to scroll anywhere yet
and so there's there's several different ways you can do that and that's just a
few we talked about several in the book of. And it's just a way to to know that you have to set up, you know, easy access, the you know, the least resistance
possible for somebody to get in contact with you with you. But again, what's your goal of that
channel? Our only goal was to make the phone ring, period. That was it. So we weren't worried about
views or subscribers. I mean, they do help. But at the same time, when we, in that first year, when we closed a million dollars, we had 7,000 subscribers,
you know? And so most people are thinking that they've got to get to a hundred thousand or a
million subscribers to be successful on YouTube. And it depends on what you're selling. We've been
described as like a super affiliate for real estate, you know, which is technically kind of what I am because like, I don't even deal with the deals. I don't, I don't work with the
clients. I don't go, I don't answer the phone calls. I don't show the homes. I don't open doors.
I don't write the contracts. Travis does a lot of that, you know, but he doesn't have to make
videos or he doesn't have to worry about making videos. He can help the clients. I can make the
content. And so it's a good synergy. And then if whatever he can't handle goes to our team members and the team members take over from
there. I love that because people stress over those subscribers and the views. But I only have
like thirty five K and this pod is bringing in a lot of money. So like I really like what you said
about that. Yeah, absolutely. If you got a way to monetize or monetize off platform, that's always
going to be your number one income opportunity.
Yeah. I mean, if you're waiting for a video to go viral or to get paid off of views,
that's going to be a very, very long time. You've got to be Think Media style,
you know, views and everything that they've got going on there. So, but if you're in real estate,
if you're in the car business, if you sell cars, if you sell insurance, you sell investments,
I mean, whatever the case may be, you should be educating people on YouTube.
I mean, imagine what is, you know, the, the, everyone always makes the joke about a car
salesman, right? Like the cheesy or the used car salesman. Why is that? They feel like every time
they go to a dealership, they're just trying to be sold something. Whereas if you were creating videos about the new models or the new features or the benefits or this car versus that car or
why this new car is better or even why this one isn't that great, you know, give honest opinions.
You make those videos. People will walk into your dealership every single day, maybe not every day,
but they'll walk in there and they'll say, Hey, Sean, love your video.
You know, I saw that car, man. I've got it. You know, can we look at it? I got it. I got to see it. I mean, that's a different way of doing business. That's why, that's why we called the
book passive prospecting is because what you're doing is you're creating content, educating people,
providing value upfront. And this is where most people think that this takes too much time,
but YouTube doesn't take time. It makes you time. And not only does it make you time,
it compounds your time. So 30 minutes, if it takes me 30 minutes to make one video,
that's where most people say, well, I don't have time to do that. And I'm saying, well,
if you don't have time, that's exactly why you should do it. Because if you don't have time for
30 minutes, then you're not leveraged well enough right but
if you that 30 minutes can turn into we use these examples in the book is that um one one video has
watched 12 000 watch hours so that 30 minutes that i invested in my time has given me back 12 000
hours wow well you divide that by 24 hours in a day that's equivalent to about 1.34 years. So my 30 minute investment in that
video has provided almost 1.34 years worth of prospecting back to me. I've been watched that
amount of time. And you think about, if you look at our channel last year, it was watched 104,600
watch hours. That divided by 24 hours in a day is equivalent to almost 12 years of prospecting.
So our YouTube channel prospected 12 years in a one-year timeframe in the terms of real estate business.
So that's why we're able to do the volume that we're able to do.
And the amount of business is because the prospecting and the lead generation is not dependent upon me.
And I can be here on a podcast.
I can be at a conference.
And it doesn't matter because people are still watching the channel. So, you know, business owners get accused a lot
by family members sometimes of not being present, you know, even on when they're at home or on the
weekends or when they go on vacation. And why is that? Because the business owner is typically
worried about what they're not doing in their business. I'm away from it. So I'm not moving
the business forward. I'm not lead generating, so I'm not moving the business forward.
I'm not lead generating.
That's where that concern comes from.
That's why they're always thinking about work.
But for us, we're not worried about it
because we've got 375 videos now on a channel,
and that was just slow, steady content,
two to three videos every single week.
That adds up.
And now that's 375 videos on the channel prospecting for us in a, in a huge compounding factor.
So it's a big return of your time. Yeah. Yeah. And it seems like it's a low risk too,
cause you're not spending that much on videos, right? Nothing. Yeah. I mean,
now I never had a marketing budget, um, because we've never spent ads on the videos, but I had an
editing budget. So I'm not an editor. I didn't want to be, had no interest in doing that. It's
very difficult. You don't have to be an editor to be on YouTube. And I think that's where a lot of
people, you know, push YouTube to the back as the last choice, because I think they think as the
creator, they have to be the editor. Yeah. And that's just not the case. Now now if you don't have any money and you're starting out then you might want to learn some
editing and you could absolutely do youtube for free and you have to understand seo search engine
optimization keywords those types of things that's the back end of youtube because google owns
youtube you know so their search goes hand in. So when you're creating that content as well, that's, what's actually going to push it out there and help you be found sooner
rather than later. Yeah. How did you find a good editing team for your videos? Cause people struggle
with that. Yeah. So, uh, I originally found my editor on Fiverr. Oh yeah. Yep. Wow. And it's
funny. Exactly. You know, that's a, that's a funny thing. So she, Chrissy, she's, she's awesome.
She's a huge part of our team now. And I found her on Fiverr about five years ago. And you know,
on Fiverr, you go on there and sometimes, and they have, you know, they have Americans on their thumbnails, but they're not, you know, the clearly it's from overseas or something like that. But,
you know, she had herself on a thumbnail and her prices were pretty reasonable. I thought they
were, she was way underpriced. And so,
you know, I reached out to her and found out she lives in Georgia. So, okay, that's cool. But so
I just had her doing some work for me and she's like the Jill of all trades. Anytime I asked her,
can you do something? She always said, oh, I can do that. You know, can you write a blog? Yeah.
Can you do copy? Yes. Can you build a website? Yes. Can you edit a video? I can do that. So she
could always do everything. So whenever I started out, um, she was editing my videos for me, uh, and we'd already been working together for a
couple of years. So it was a, it was a natural, now she's with us full time and she's actually
even part owner in one of our companies now because, um, so she went from Fiverr to, you
know, part owner in one of our companies. Uh, and so, yeah, that's the, that's the opportunity,
but she's super cool and now she runs the our
editing agency that's one of our companies so we started um from real estate that led us into
you know uh creating the passive prospecting program which is really uh for any small
business owner that wants to improve their you know grow their business on youtube and then what
happened was is everybody would get through the course and the program, and then they would get stuck trying to find editors, you know?
And so we just built out, we built that out as a, as a necessity for those people that they have
the option now it's not required, but they have the option. If they want to work with our team,
then our team is it's a done for you service. So therefore if they can just create the content,
we'll do everything else, editing,
optimization, SEO, thumbnails, tags, titles, descriptions, and even upload it to YouTube for them. So it's a full turnkey service. Yeah, you fixed their problem. Yeah, you're a huge
advocate for the city of Dallas. Yeah. Do they pay you? No, they don't. I think you deserve some
money from them. Hey, that'd be nice. But we we make quite a bit off of real estate. So you know,
and that somebody asked me about sponsorships the other day and I'm just,
you know, and I told them, I said, well, I mean, I'm not trying to make a thousand dollars, you know, on a video for a, for a sponsorship. Yeah. And I don't know if I want to clog my
content up. I'd rather advertise what we have to offer, you know? And so if we can,
we can push our products through, uh, which we don't really do that. I mean, we've got a couple of things in the description, but,
but mainly it helps them like, uh, tax relief and, uh, property taxes and, and things like that. But
other than that, I just haven't found a good sponsor that it's really worth the money to do.
Yeah. I have the same belief. I mean, the money you'll make from sponsors and ad revenue is so
minimal compared to like your own offerings. It like, the money you'll make from sponsors and ad revenue is so minimal compared to like
your own offerings.
Like it's not even worth entertaining most.
Right.
Yeah.
So where do you see this going?
You said you're on pace for 30 mil this year.
No, we've already passed that.
Oh, you passed that?
And that's a little off pace, behind pace from last year.
But interest rates are 7% right now.
I mean, I think that's pretty good in this market.
Very good.
So yeah, on the YouTube side, I mean, we could hit around 60, 65 million,
unless if rates drop anything, we know that we've got, you know, 100 people on the sideline that
are waiting rates for rates to come down. I'm weighing.
Yeah, half a percent. I mean, you know, we try to encourage people that, you know,
go ahead and make a move and, you know, we'll work on it some other way. I mean, home prices are still going
up right now. So in Dallas there, Oh yeah, for sure. Like there, yeah, it depends on the area,
but I think they're dropping a little bit here now. Yeah. Well, they're, they'll drop right now
from the peak of summer. But what you have to really understand is that, uh, this is a lot,
what you'll see on YouTube right now is, Oh, home prices are crashing 10, 20%. Well, they might be dropping 10 or 20% from summer.
But if you look at real estate over the last 20 years,
it's exactly, it goes like this.
It always peaks in the summer,
it declines in the fall and winter,
and then it starts to tick up
in January through summer again.
Interesting.
But on those declines from in the fall and winter, it usually stops higher than the
price last year. So if you want to buy, usually this time after summer between now and January
is usually the good time, but you're probably still paying more than you would have last year
at this time. But you're paying less than what most people pay during the summer. But it's like this every single year.
And if you look at Dallas, very consistent, even through 2008, 2009.
And that's where most people are familiar that went through that whole, uh, you
know, the real estate crash at that time.
Yeah.
Uh, there, you know, where Miami and LA and New York and some of these places,
Las Vegas that saw like 50% drops.
Uh, it just wasn't really the case in
Dallas. It's still kind of stayed steady, Eddie. It's been a very even market, so to speak. I mean,
during the last two years, they definitely had its spikes that was completely out of range, but
home prices are settling above even, you know, where they were before. So, you know, right now
is it probably a good window good window. And because if interest
rates drop, there's going to be a lot of people coming back into the market. And whenever they do
that, then you're probably going to see a lot of competition again, multiple offers, and may have
to start overbidding to try to get a house you want. So I think right now, they say, according
to inventory, it's still considered a seller's market, but I, I really believe it's, it's more of a buyer's market right now because sellers are willing
to negotiate. Um, and, and you can get some concessions, you can get some deals. You, I mean,
they'll work with you, you know, there, and so, um, you know, there's opportunity to take advantage
of the market down the road as well. So I wouldn't be worried about getting locked in or if rates
dropped to six and a half. I mean, you could always refinance. I wouldn't count on that,
but you know, even right now you can do buy down, uh, buy down rates and things like that. So
where you can buy down the rate for the next two years and then refinance, um, in the next two
years if you want. So there's a lot of things you can do. I know real estate usually goes up
consistently over time. So ever since it was invented, it's gone up. I know real estate usually goes up consistently over time. Ever since it
was invented, it's gone up. I would say the sooner you can buy, the better. And right now,
it's probably a good window that I would look at. What are your thoughts on these pre-foreclosure
houses, getting some of those? Because some of their interest rates are at 3%, 4%. You think
it's a good idea? Yeah. I mean, if you can come across, come across one and if it's, you know, depending on the shape it's in as well. So if you don't mind a little project normally, uh, uh, well, if it's pre foreclosure,
then maybe, you know, it could still be in shape, but you know, there's also ways you could take
that off of somebody's hands, um, right now through creative financing. Right. So, yeah.
So if you do something like subject to then, then yeah, you could take over that. You just got to
find somebody that's in trouble, you know, uh, take over that. You just got to find somebody that's
in trouble, you know? Uh, and, or they don't have to be in trouble. It could be someone that just needs to move. I mean, military is a good example of that military. They guess what, guess what?
If they get orders to go to their next duty station right now, they have to sell their house.
And if they bought that house in the last year or two, they may not have the equity right there.
So if they have to pay some, some fees, some closing costs, realtor fees, they may have to come out of pocket. Even if it's $5,000,
$10,000, or $15,000, a lot of people don't want to do that. So they don't want to lose that money.
But if you say, hey, I'll take over the payments, and they've got a 3% interest rate, absolutely.
So if you can find those deals, you can that that just comes with a little bit
more digging though yeah so i'm i'm researching them now because i'm looking to get a house next
year how do you get the contact owner's phone number once you have the address yeah there's i
mean there's services that you can um you can scrape data and then you can uh they call it
skip tracing so you can you know you can pay usually per record. So if you have a hundred records, then you might pay, uh, I don't know, 50 cents or something or a dollar for per record.
And it runs it through just as, you know, technology these days systems in there and
it'll pull people's phone numbers. Yeah. I just feel like it's a lot easier doing that than going
the traditional route, having your credit pulled, your bank statements pulled all that stuff. You
could just do creative financing. Yeah. I mean, I think so. I mean, one of the, uh, one of the ways you get one of those
services and if you, you can sort for like people that have been on the market, I mean, you could
do this on Zillow. You could, you know, you could sort for homes that have been on the market over
90 days. And that's usually a good parameter where, um, that's where people may be more
motivated to have that conversation. If you talk to somebody
that just put their house on the market yesterday, they may not entertain that option, right? But
after 90, 100 days, 120, and it's still on the market, most listing agreements are typically
six months. So if you see something going into month three, four, and five, then they're clearly
motivated. Something hasn't happened. And if they've got a
good interest rate, then that could be an opportunity to take over payments. Nice. So
what's next for you? You just going to focus all in on this or do you got anything else you're
working on? Well, right now, I mean, we're working a lot on multifamily. So just something I realized
over the last couple of years as well as we don't want to be transactional retail real estate agents,
you know, forever. There's a joke that says you'll never attend a real estate agent's retirement party.
So, you know, we don't want to be those type of people. So we're looking at just invested in
almost 400 units, two different properties. And Dallas. Yeah. And Dallas, they're both in Dallas.
But I started that last year, my education process,
on starting to research multifamily.
And especially after the tax bill comes in, it's like,
okay, we've got to do something to offset this.
And I just like the LP, the limited partner side of these deals, to where I don't have to be as involved or involved at all.
So as long as you find the right team and people to invest with,
then I think that would be, uh, you know, something you would want to explore and, and, you know, offset your taxes,
get some depreciation and, and, uh, you know, of course make some distributions as well. And then
hopefully every three to five years, you just rinse and repeat, you know? So if you can find
little deals throughout there, then I think it's something that I'm really excited about,
you know, the next, actually, if I could just fast forward three years, that would be pretty awesome. But, but, uh, I just
imagine where we'll be in three years, you know, and, and, uh, best time to plant a tree was 20
years ago, right? Second best time is today. So the thing is, is that, uh, you're never too late.
I mean, I'm 43 now and it's just, you know, I I've had to start over so many times in my life. Um, three to be exact, this last one.
Yeah. 41 was, it was the most, uh, devastating, I would say, you know, to be in that position
when you find yourself and you're like, man, what, where, where have I gone wrong? You know,
why, why am I in this position? But you have a choice at that point. You have a choice to either,
uh, let life win or beat you, or you have the choice to, you know, to beat it and go after it.
And I just realized I wasn't done yet, you know? Yeah. And because I thought, man, should I just go
find some Caribbean island and, you know, serve tacos and beer? Yeah. Just do that in a hut. But
I wasn't ready to give up just yet. And so, you know, I just searched and figured out a new way to do things.
And now this has completely changed our business, changed our lives.
For Travis as well, I mean, he was in the same situation.
He had a really bad business partner a couple of years ago and embezzled all his money.
He completely broke.
He just had a new kid.
And he had to start over again.
It's scary, man.
When you're making money you you
you think it won't happen yeah but everyone i've met that's successful has had to start over at
least once oh yeah so it's pretty wild even myself already i you know i had a ton of money and last
year i had to start over yeah and it happens you know but you're starting over with all that
experience all that knowledge everything in your back pocket. So
I do believe it gives you a sort of the advantage on the next opportunity. And I think that's why
we were able to scale this as well, because I'd also started my education on the marketing side,
you know, before I was, I was always the best salesperson. Uh, but the thing was,
is that was always dependent upon me. So whenever I went home
at the end of the night, you know, no more selling was happening. If I was off on the weekends,
no selling was happening. It was always dependent upon me. That's what I also realized,
you know, my three resets was that I was the main focus of my business. And so anytime I got
removed or something, you know, removed me from that, that scenario, guess what? The business shuts down. So if that's your situation,
you don't have a business, you have a job. And so you have to look at who, um, who you can put
into place, what systems and processes you can put in place that will keep everything running,
whether you're there or not. And if you want lead generation to be that you know youtube
is a great strategy to create content and let that live out there for you do a lot of that heavy
lifting i'm not saying it has to be your only option but it should be uh it should be a very
important part of your business right talk to me about the book before we wrap this up yeah this
is it this is passive prospecting and so dominate your market
without cold calling chasing clients or spending money on ads and so we wrote this for the
entrepreneur they can take this book and really we break it down in the first nine chapters uh the
passive prospecting principles so we want to change your mindset there a little bit and explain why
youtube and passive prospecting is so powerful. The first being like interruption
versus intention based marketing. Most business owners and people conduct their business through
interruption marketing, which is everything, you know, cold calling, door knocking, billboards,
magazine ads, all of that, you know, you're interrupting people's every day. And usually
you'll see the same commercial over and over and over again. If you watch a sporting event or if you even watch TV at all, you'll see sometimes the same commercials
over and over again. And the reason they do that is because they're just trying to get that stuck
in your head. You may not be in the market at that time. And real estate agents do this all the time,
they're always trying to meet people to get them in their database so they can build relationships
with them. But that person may not be in the business or in the market for another two or three years. So that, in my opinion,
that means you're kind of chasing somebody down for a long time. Well, here with intention-based
marketing through YouTube is that you create that video, somebody becomes intentional when it's time
to buy or sell a house. And so instead of going after the people that you have no idea whether or not they're in the market, create the content for the people that are in the
market. They're intentional. They're searching for that information. And whenever they start
their search, you know, they find you in the first place. And so the first nine chapters,
we break down not just that, but so many other principles to help you understand
the old ways versus the new way and then the last half of
the book the passive prospecting process we even break it down how you can do this in your own
channel so somebody will make a million dollars off this book the because they can follow the
guide in in the last half of the book and i think it's uh very very impactful love that thanks so
much for coming on man yeah appreciate it but thanks, guys, and I'll see you next time.