KGCI: Real Estate on Air - Generating High-Commission Listing Volumes Through Multi-Tiered Video Positioning

Episode Date: September 11, 2026

Summary:Part-time real estate agent Jose shares how he generated $60,000 in monthly commissions across four closed transactions without cold calling or heavy prospecting. He explains how establishing strong online positioning—using video content, Google reviews, email marketing, and postcards—creates an omnipresent authority that warms up prospects before any interaction. Host Knowledge William breaks down the multi-tiered marketing framework that eliminates listing resistance, slashes appointment times, and positions agents as the go-to experts in their local markets.

I had a couple. So I guess since we closed, I think I closed for this month. Nice. Total commission, I think for the month, was about, somewhere about 60K is I think we're. $60,000 and four closings. Hold on. Hold on. Let's put a pause on that for a minute. 60,000 in commission and four closed transactions. And, and, you know, a lot of us, if it was, if it was a, the market that is should be right now, I think that would probably be 100K month. Yeah, yeah, right. I had a couple fall through, well, a couple that I was expecting, but they just didn't work out. I have another two that are closing next week. Welcome to the Success with Listings podcast, where we help you get

success in the real estate game, the easy way. Now you can get off the roller coaster of feast and famine and out of the rat race of competing with every other agent in town. Hi, I'm Ollie Williams. I took over a thousand listings during my first 10 years in the real estate game. And in this podcast, I show you how to have success with listeners. Let's go. Jose, I can say, hey, I called you out this week, Jose, because I have a guy who wants to do Spanish. He wants to really get. So Daniel Hunt, Jr. is one of one of my big agents. He's doing a lot of recruiting. He's got 50 agents and already recruited in Dallas. In the last year, he brought in 50 people. And this year he wants to bring in 250.

And he's got, he just partnered with another guy that's, that's bilingual. And so I was bragging on you. I don't know if you heard you, if your ears were ringing, but on Friday, I was like, I was showing them your website, showing them what you do and everything. And you don't, you don't even have like a huge YouTube channel, right? It's not huge. I just have a lot of videos. But you, but you sell a lot of houses, though. I mean, you do good, you do well.

So what kind of wins you got for us? I had a couple. So I guess since we closed, I think I closed for this month. Nice. Total commission, I think for the month, was about, somewhere about 60K is I think we're. $60,000 and four closings. Hold on. Hold on.

Let's put a pause on that for a minute. 60,000 in commission and four closed. transactions and and you know a lot of us if it was if it was a the market that it should be right now I think that would probably be a hundred K month yeah yeah right I had a couple fall through well a couple that I was expecting but yeah they just didn't work out I have another two that are closing next week and then I have I picked up a listing and a rental it was a what it's a rental I've done over and over. It's the same house that we just relisted every year, basically.

Yeah. Okay. Okay. The same house is listed every year. Is that what you said? Yeah. Basically, the owners like me and they keep on, they have like, they rent the house or an efficiency. So you, got it. Balances. Got you. Gotcha. Gotcha. Got you. So what do you, so, so, so, so there's a lot of agents out there struggling right now. And, you know, you, you did 60,000, dollars in commission the last 30 days and you close four deals a lot of agents are struggling what are you doing differently you got just that golden touch i mean what is it what are you doing differently that yeah to tell you the truth i i do a lot of things wrong um but i feel like my positioning is what helps most most of all so it's a lot of the preparing before when people call

me i don't i don't get that much resistance if they already want to work me I say I have this problem help me with this problem so that's a lot of it comes down to the positioning not being salesy not being like as if like hey this is what I would do if I were in your shoes and like sorry I'll let me other thing it's important so so you know when you talk about that you know one of the big things that I always preach is you've got to win the listing before you ever meet with the seller when they when they call you and they sit down with you like like i have i have a meeting today at six uh p m uh to put a deal together and i said hey we can meet by person or we could do by zoom they said zoom please yeah and there's like

four there's like four of them you know coming to the meeting and then to me and my cellar okay so there's six people meeting and they want to do zoom they're like man i don't really i'm good you know i've i've I've been, they're already pre-heated, pre-warm. Yeah. So talk to that a little bit because I feel like a lot of agents are winging it, wouldn't you say? Yeah. For me, it's- Maybe not the ones here with our group, but I'm saying a lot of agents out there in general.

Yeah, they're struggling. And it's, if they have to know you, I feel like you have to put out the information and they do work. with the people they trust. And when they Google me, I have right now 138 reviews on Google. So I'm solely starting to get that up. And one of the new things I'm going to start implementing, which I heard it from a different agent.

What they do is after closing, they do a Zoom. And then they do an interview of the Zoom, how the closing went so they can use that snippet. Instead of having to film them or anything, you just, you do a Zoom after you record it, you use whatever you need, and it's a lot less resistance. Then, hey, let's see that here. Because they're not in the moment of what, because that moment is pretty high energy at closing, right?

And the energy can be up or down or both, you know? So I like that approach a lot. You know, that's really, really good. So speak real quickly to video. You know, I didn't ask you to be in the hot seat, but that's what we're all here for. But speak to video. So you say you have a lot of videos. So you say people have to know you.

You're getting to know them through video. Is that what you're saying? A lot of them are, I've been watching your videos. I get your emails. I've seen you in the postcards. So it's kind of, it's not one tactic that works. It's everything that works. And when everything's put together, it all works in your favor.

Right. There's things I could do better. There's definitely a lot of things I could do better. For example, I don't, I don't have the time to prospect. I don't have the time to actually call a lot of people. So a lot of my work is Google. putting them, having them reach out to me, and then I work them. So until I go full-time in October.

Oh, you're still part-time. Hold on a second. You're still doing this part-time. Yes. Right? And you made $60,000 last month, $15,000 a week. This is very, very, very interesting. And what it is, Jose, at the end of the day, you know, you're doing what I teach. I teach a multi-tiered approach.

It's got and it's not just me. There's many teachers out there. You know, I teach that you should drink from many fountains and I know you do But there's a it's a multi-tiered approach and a lot of people missed that what you just said They man, I sent postcards and now didn't get anything Well, when I send postcards and that's all I do I don't get anything either But guess what when I'm doing postcards and they're seeing my Facebook ad and then they're seeing you know this other thing and then they got an email come through and then they got you know a text I mean it's just It's like they feel like you're everywhere, even though you are everywhere within that small bubble. They're like, man, you're everywhere, bro. I remember one time I was at Keller Williams office and the UPS, the UPS guys loved me because they were like, man, I was a celebrity to UPS because they saw my sign where everywhere.

And so the UPS guy was like, are you not? man, hey, I see you everywhere. They felt like they were a friend of me just because, you know, they did those routes that I had a lot of marketing in. but it's a multi-tiered approach. And then when you start getting more listings, now guess what? You've got six, seven, eight, ten, twelve signs in the yard. And that's generating even more business, right?

Yeah. Because they have seen your signs. Exactly. Yeah. And when they call you, I say, what is it that you're looking for? I don't say, this house is amazing. I try to really understand what they want versus push anything on them. Yeah, yeah. And they sense it.

We talked about this before. people can sense your energy within the first 10, 15 seconds. In a video, even in a video, right? And so they're like, yeah, I could see myself working with this guy. Yeah, and the developer, the big contract that I had for the 3.4 that the developer took me out to lunch was through video. Because he'd been following me through either YouTube. I don't even know if it was YouTube or Instagram or something like that. And he says, hey, I understand that this new age of selling, you have to be present online.

So we wanted to go with someone newer. I know other people, but I'd rather go with you. This is another testament to the fact that you don't have to have a huge YouTube channel. You don't have to have even a ton of videos, but you do have to know how to present yourself to be likable, which all everybody here is. And it's just a matter of being willing to be seen. That was my big problem before I started doing videos. I resisted videos so much because I didn't really want to be seen that way. You know what I'm saying?

I had issues with it. But, I mean, actually it becomes fun and easy eventually, right? You're like, hey, you know, it's not a big deal. And so that's interesting. Do you like seeing yourself on video now as opposed to? No, when I see, I'm not, the way I think about it, I'm not that important. I just, I do it. It's what I have to do.

And for me, it's not my personality. I'm more of the humble, quiet guy. Well, not quiet, but I don't like to be out there. So I feel like I'm going against certain things, but I understand that in order for me to serve other people, they have to be able to find me. And that's the way it goes. And here's the thing.

So what I learned from David Hawkins in Power versus Force and letting go and other books like that is that, you know, there's really two motivations that for which we do things. We could do it out of fear. Like, man, I'm going to hustle. I'm going to grind. I got to pay my mortgage. I can't, you know, I can't slip. That's a fear base. Or we could do it out of love. Love is just a different. We could be doing the same thing for different reasons, right? And you can do video and man, I hate, you know, I don't really like doing this, but I'm going to do, you know, whatever. But it's like, look, this is what people want. I'm going to be of service. Right.

Like I don't I don't love Instagram, but I noticed that a lot of my clients are there. And so that's where they are. I mean, so it's me going to them. And another thing I heard you saying, Jose, is that you're actually attracting business. You don't have, you're working a full-time job right now. So actually your job, making $60,000 in one month, your job is, even though it's a six-figure job, it's almost starting to become a distraction. It is. It is.

It is. You see it? Yeah, that's pretty amazing when you could say, man, I make six figures, but that's a distraction to what I really could be doing. Yeah. If it's fully going. And honestly, probably the work that you do as a job is not hard either because it's in your wheelhouse, if you will. It's like, it's what you do, right? You could do it in your sleep.

But how difficult have you found real estate to be after you've mastered just a few things? compare it to my current job or just in general yeah not hard it's just it requires it requires my positioning i feel like that's that's really what it is yeah because the amount of work me coming here every single day and having to work and having to request time off or having to tell people or fire people or work on a budget that's two million dollars is a lot more work then getting through that initial of talking to someone and getting too close because the majority of that transaction

we're kind of waiting on the next couple of steps. Exactly. A regular job is tough. Yeah, yeah, yeah, yeah. Well, that's beautiful, man. I didn't want to keep you in the hot seat that long, but I really feel like, yeah, we'll make this into a little podcast episode. Paul already knows what I'm doing

because this is this is you know I like to hear from agents that are winning I remember when I was doing no matter what year it was I was doing 10 12 deals a month and people were looking at me like I was crazy I walked into a mod pizza I don't eat it anymore because I still love it by the way but I don't eat it anymore because of the carbs man oh they're killing me but but mod pizza I was in mod pizza one of my favorite places and I typically have the cauliflower crust which has a lot of carbs with all my toppings. And I go through and I tell the lady, okay, I want all this. I want, back then I was doing like vegan cheese, all, you know, the vegetables and everything,

everything vegan. And then at the end, I say, hey, could you throw some bacon on there? They look at me like I'm crazy. So I was in my pizza. This guy walks in. And I know, I know the guy from the real estate market because I've seen his dad's in real estate. he's in real estate and he goes over to me he says man how are you doing it i said i said what do you mean uh guy's name is george i won't give his whole name because i don't want to throw him under the

bus but he says man i don't know if you remember this but you were in class with me so we went to a real estate school it was called about success real estate school and we all sat in the same class because it was a i think it was a four-week program and it was like a start and finish you got to you got to you your or your work back then you could take four classes so it was a program and he was in the class with me i didn't remember that but he did he said man you graduated with me he says now here it is i've never had this was like three years ago he says i've never had a year where i've made six figures how are you doing you know and i guess if i was to really go back in and i you know i wrote a whole

book on how it did it you know what i'm saying but the positioning is probably probably going to be the number one thing because it is a almost set it and forget it. When you position yourself, all you're doing in the future is tweaking. You've got a hundred videos already. Now you're adding one a week, right? You've got your pre-listing package. You've got your postcards already designed. You've got your Facebook ad.

You've got your, you know, whatever it is that you're positioning yourself with. And a lot of this is all what I teach is that if you do that work up front, it will save you a lot of work on every single deal, right, Jose? Have you found that? Yeah, yeah, 100%. And you don't have to convince people. Exactly. And they trust you. So when you tell them, when you give them that advice, you're not coming from a position of, hey, please listen to me. It's this is, if you want it to move, this is your problem. This is how we can fix your problem. Yeah. So this guy, this guy, I think I had been in real estate like 12 years, 13 years. And he had never had a year, man, from graduation where he did six figures as an income. And I was doing that every six weeks. You know what I'm saying? So yeah, it's, it's, I really appreciate you sharing that. Anything else you would, positioning is the big thing. I have actually a class in the academy that you guys, if you're wondering what Jose is talking about. about you're like what's this positioning thing um it's it's a real it's a class that I have inside

the academy and it's all about um set here let me let me just show it to you I'm just going to show you guys because it's better to show you than to say but it really is all about positioning and I spent I think 10 weeks going over this yeah and I think a lot of people didn't didn't love it okay but that's okay um let me let me let me just i'm just going to share this so let's go into the academy okay if you go into the classroom it's going to be right here it's called your value proposition yes and it's month eight and month nine if you guys and i and i and i emphasize this over and over and over again inside the class. If you go to like to part one,

it's got one, two, three, four. It's five hours. Okay. And then the next one is probably four hours. Something like that. It's, not it's about the same. Okay.

So it's, there's 10, there's 10 classes in here. But it tells you the specific things that you should be doing in order to create your value proposition. And that's exactly what, um, Jose's talking about when he says,

as positioning, okay, teaching your prospects how to trust you. Okay. And if you do that, that is really a one-time thing. I remember I set all of this up at the beginning of my career. And, you know, it was to set it and forget it kind of thing. But, I mean, obviously, you go in and tweak every year I tweak a little bit. But it's not hard to set up. It takes time.

But it saves how much time. would you say it's saving you though compared to what it took to set it up and say I'm miserable I don't know because it's so much I don't have I would say I would say it's saving you at least six to ten hours on every listing because because even the listing appointment you're saving time because they already come in ready to sign they just want to know what you charge how long is the contract and what are they going to net what's the best price that they can get that's the four things they want to know That's it. They don't want to know anything else. And what, you know, what's it going to cost me?

You know, part of that, one of the four things is what's your fee? And they, and there really is less resistance to your fee. They're like, okay, you know, I'm not going to work with anybody else. So whatever. Yeah. So anyway, I really appreciate that, Jose. Thank you. Oh, of course. Thank you for that. That's going to help a lot of people that are struggling right now. So, yeah, I asked the Holy Spirit for something good, and we just got it. All right. So it's always better, Paul, when it's not me continuing to tell people what, you know, it's when you can see the success of others, it's always better.

So thank you, Jose. It works. Of course. Yeah. Yeah. And I like how Jose talked about this whole concept of he's doing, he's doing his positioning to be loving, to be kind. Because he knows that he is the best option for his clients,

but they don't know yet. So it's a loving thing to do to set all of this up so that they cannot have the angst or the anguish or the struggle to try to figure it out. It's like, just hire me. That's your solution. And that's not being cocky or arrogant. You just know that you're going to do a great job for them.

so why not make it easy for them to find you and connect with you. That's it. So cool. Well, thanks so much for tuning into this episode of the Success With Listings podcast. If you are serious about taking your real estate career to the highest heights, making more money and helping more clients while working less hours and spending more time with your family, be sure to get your copy of my free book, triple my listing. Absolutely free at Successwithlistings.com.

Now you want to be sure that you subscribe to the podcast and check out Successwithlisting.com to get your copy of my free book. Hey, I'll see you on the next one.