The Entrepreneur DNA - How Youtube Can 10X Your Business | Evan Carmichael | EP 35

Episode Date: August 26, 2024

I sit down with YouTube expert Evan Carmichael, who shares powerful insights on how entrepreneurs can leverage YouTube to grow their businesses. Evan emphasizes that many entrepreneurs underutilize YouTube due to fear and lack of experience, but insists that it should be a primary marketing tool for 2024 and beyond. He discusses strategies such as focusing on business development (Biz Dev) shows and demonstrating expertise through live coaching, rather than chasing viral fame. By targeting valuable referral partners and creating content that serves both the audience and the business, entrepreneurs can dramatically increase their revenue and scale their brands more effectively. ---   Connect with Evan! Instagram - @evancarmichael Youtube -  @EvanCarmichael  LinkedIn - https://www.linkedin.com/in/evancarmichael/ Website - https://believe.evancarmichael.com/homepage   ---   The #1 training and coaching system to launch, grow, and scale your investing business! 𝐋𝐞𝐚𝐫𝐧𝐌𝐨𝐫𝐞: http://www.thescienceofflipping.com   Turn cold real estate leads into engaged motivated sellers on auto-pilot using the power of A.I! 𝐋𝐞𝐚𝐫𝐧𝐌𝐨𝐫𝐞: https://www.rocketly.ai/  Have a question? Ask me anything at https://www.askjustin.ai/   𝐀𝐛𝐨𝐮𝐭𝐉𝐮𝐬𝐭𝐢𝐧: After investing in real estate for over 17 years and almost 3000 deals done, Justin has created a business that generates 7 figures in active income through wholesaling and fix and flipping as well as accumulating millions of dollars of rental properties including 5 apartment buildings, 50+ single family homes, and 1 storage facility   Justin's longevity in real estate is due to his ability to look around the corners, adapt to changing markets, perfecting Raising private capital, and focusing on lead generation which allows him to not just wholesale and fix & flip, but also accumulate wealth through long term holds.   His success in real estate led him to start The Entrepreneur DNA podcast and The Science Of Flipping podcast and education company, where he has coached and mentored thousands of aspiring and active investors over the last decade.   He is a nationally recognized speaker and is on a mission to educate as many people as possible on becoming a successful dynamic real estate investor.    𝑾𝒉𝒂𝒕𝒕𝒉𝒆𝑷𝒓𝒐𝒔𝑯𝒂𝒗𝒆𝑻𝒐𝑺𝒂𝒚𝑨𝒃𝒐𝒖𝒕𝑱𝒖𝒔𝒕𝒊𝒏:   “Justin is one of the best trainers in this space. He really gives everything to his tribe.” – Brent Daniels (TTP)   “Justin’s ability to connect with people and help them understand what he is teaching, is unparallelled” – Kent Clothier (REWW)   “We have been in the trenches flipping homes in Phoenix for over a decade, he is one of the best to do it.” – Sean Terry (Flip2Freedom)  Subscribe To Justin Colby: http://youtube.com/justincolby View All My Videos: https://www.youtube.com/c/JustinColby

Most entrepreneurs are not great to camera presenters. You know, they might be great in sales or in conversations, managing team, etc. But then you turn a camera on them and they like go deer in the headlights. Yep. And so there's ways around that, ways to make it easier. But it's mostly just unknown and then fear and it just keeps people stuck. And like that's how you stay stuck, man. You want to grow, you want to build, you got to embrace what works.

And 2024, 2025, YouTube should be your number one marketing strategy. The Entrepreneur DNA family. I am back with another incredible guest. I am telling you what, it's special. He is a branding master. He is a marketing master. And if you want to know anything about YouTube, you need to know Evan Carmichael. What is up, dude? Let's go, man. I love the energy. Thanks for having me, Justin.

Can I bring you with me everywhere? This is great. I'll just gas you up, dude. I'll walk around. Hey, everybody. It's Evan, right? This is great. It is.

So let's jump into it. Listen, this is a platform that I think most entrepreneurs are not utilizing at the highest level. You are the absolute man. If there's anyone that knows YouTube and has helped with YouTube, you have a list of the most successful clients you could possibly name in terms of the coaching influencer space from the Dean Graciosi's and Grant Cardone's to everybody. I mean, the list goes on and and on but let's just talk about YouTube what what why do you think people either don't utilize it correctly or under utilize it what's going on with YouTube why is that they're not used to it and they're afraid you know and

trying to teach somebody to do something new old dog new tricks is always hard yeah and there's a level of fear of oh I'm gonna like i'm gonna make content i'm gonna be on camera people gonna judge me i'm gonna i don't look good today my hair sucks today you know i stumbled too much most people most entrepreneurs are not great uh to camera presenters you know they might be great in in sales or in conversations managing team etc but then you turn a camera on them and they're like go deer in the headlights. Yep. And so there's ways around that.

There are ways to make it easier, but it's mostly just unknown and then fear. And it just keeps people stuck. And like, that's how you stay stuck, man. You want to grow, you want to build, uh, you got to embrace what works and 2024, 2025. YouTube should be your number one marketing strategy. Amen. So let's talk about that. Um, I actually had a call with your business partner,

just about my YouTube. I'm not even great at YouTube. That may shock some of my followers. It is a tough, tough niche, but he gave me great advice, right? What would you tell the individual about YouTube and how to leverage the best use of YouTube? It all depends on what you're trying to sell, right? So I will reverse engineer what's our goal. Are you just trying to be an influencer or are you trying to grow your business? And most of the people that I help are the entrepreneurs who are trying to grow their business, which is a completely different game than I just am trying to be an influencer and make brand deals and have some sponsorship. So I'll start with like, hey, what do you,

so if we're looking at you, Justin, like what are you trying to sell? Yeah. What's your business? Coaching. Let's say coaching, real estate investing, coaching. Perfect. How many coaching videos do you have on your channel? 400. No, of you coaching people. Oh, not as many. Handful of me actually coaching people. Yeah. So most of your videos are what? You like talking head, thought leadership stuff or podcast interviews, what? Yeah, mostly now because the podcast, there's a lot of podcast videos,

a lot of podcast videos, but yes, talking head videos. And you sell a coaching program? Yep, I sell a coaching program. Like group coaching or one-on-one or both? Group. Cool, how much is it to join? Anywhere from four grand to eighteen thousand

cool all focused on real estate all focused on real estate got it awesome okay so um there's three types of shows that you can make okay the first is what most people think of like the the thought leadership show you're gonna get in front of the camera you're gonna say hey here are the eight things you need to know if you're getting started in real estate or here are the three ways to overcome objections or like whatever, whatever thought. And that's okay. You know, that's long-term brand building, but that's not where I would focus most of my time. People often in that will also bring on guests and podcasts, which is fine, but like, does that actually help grow your business? So you think about if your goal was, I just want, I need to

grow my business. I have 10,000 coaching clients. I'm trying to get to a hundred, a hundred thousand, right? Cool. Do most of the guests that you've had on, have they helped facilitated that? Have they helped made introductions to you? Are they actually good for your business? Or is it just, I don't know, it helps my brand and, you know, hopefully they're a big name and I bring them on or we have a good time.

This is why most people quit podcasting. No doubt. It's not doing anything for their business and they don't have the patience to wait three to five years for something to happen. 10 in my case. It actually took 10 years

for something to happen with my podcasts. Yeah, like that's crazy. I mean, it's good. You're crazy. Awesome. No, right. Totally. Most people don't have the patience.

Yeah, they don't have the patience. It's got to work. Like I deal with entrepreneurs who are trying to grow their business. Your goal is not to be famous. You don't have the patience. Yeah, they don't have the patience. It's got to work. Like I deal with entrepreneurs who are trying to grow their business. Your goal is not to be famous. You don't care how many people are looking at your stuff. Really care about how much revenue may add into my company. That's typically why I will be helping.

So how do we then engineer content to do that? So if you're going to have people on your show, that's not a thought leadership show. I would look at it as a biz dev show. And the biz dev show is who are the people? Think about people that could all be worth a million plus dollars to you. So I don't know how many coaching programs you need to sell to make that happen.

But if you thought about who are the people who know the real estate agents or real estate investors or people that I can help, that could all be worth a million dollars plus per year to your business. You start making a list. Those are the people who you want to have on your show. Got it.

So whether they're big real estate conference organizers, the biggest brokers in the world, the people who are selling software or training, something else related to the market. Who are the people who they could sell a thousand coaching programs for you? Yeah. And those are the people that you want to have on the show fair enough now yeah yeah once like most people don't even think that way that i'm trying to i'm trying to get guests on that'll help me grow my business right and this might be a little weird one-off like hey i'm i'm helping

you grow your business through like a coaching session um i mean this is cool for me personally i'll be shooting you straight right we're doing a podcast that's going to go to hundreds of thousands of people but you're like Justin I'm going to watch this I'm going to show you how to do it right now so I think that's really cool I'm like kudos to you for playing along and and being the guinea pig for your audience I mean that's why people love you yeah um so you make that list of people who could all be worth and listen somebody has a smaller business then make it 100k like people who could potentially bring $100,000 per year of business to you. And it's usually not clients.

It's usually referral partners. People who knew you, liked you, trusted you, would be able to generate a lot of revenue for your company. So you're selling, like get that one person, then that leads to 100 sales for you instead of you doing one, one, one, one at a time. Cool. So if you make that list of people, what's the best way to get to know them? Well, you could call them, you could spam them. You could say, Hey, I'm, I'd love to buy you a cup of coffee, you know, but how many times you get asked, like, I'd love, I'd love to pick your brain, Justin, I'd love to buy you a cup of coffee. It's like, and you always say no. I mean, it's just the thing they value the most is their time.

And the last thing you need is some other guy saying, can I pick your brain? Right. Even if it's a potential opportunity that they're just swamped. But how many of these guys get asked to do interviews? Not a lot. And so you got somebody who's worth six figures, seven figures to your business every year, who's never been asked to do an interview before, who will then come on your show. Even if you've done 10 years of shows, 400 episodes, whatever, cool. Even if you're brand new. I'm starting a brand new show talking about real estate investing. I'd love to have you come on and share your perspective and your story. Now, if you're trying to get The Rock or somebody, forget it. They're

not coming on your show. Most of the people who can generate six, seven figures for your business are not celebrities, are not famous people, are not well-known, but they could drive a lot of business. And so nobody has ever interviewed them ever. Great. You will. And then the ask for, depending on how competitive an industry you're in, you could run this script. If I'm a realtor, you work with realtors? Yeah. So if I'm a realtor, what's the number one to generate business? Well, I need referrals. Okay. So who do you get referrals from? Well, it's mortgage brokers, it's real estate lawyers. Okay, cool. So if the top mortgage brokers in your city, the top ones, because there's tons of mortgage brokers that do zero, right? But the top guys were all doing, if they all knew you, liked you, trusted you, what does that do for your business? Like, oh my God, it's like, that could 10X my business. That's right. Because you're getting ideal clients referred by people

who are already the top in the business. Okay. So top mortgage broker doesn't want to talk to another real estate agent, but top mortgage broker will come on your show. Like who wants to interview mortgage brokers? Nobody. How many mortgage brokers have been interviewed on YouTube? Like zero, right? Yeah. So like, you want to hear my story? So if it's a brand new YouTube channel, it could do well. Like it doesn't have, the video doesn't have to go do well. We don't care how well the video does. We're not looking at metrics.

The metric is the relationship with the top mortgage broker in my city. Hmm. Now everyone's so worried about going viral, right? I mean, that's, and that's why you're saying there's kind of two, two models. Essentially what I'm hearing, you're saying there's kind of two two models essentially what i'm hearing you're saying there's two models you want to go viral and have this big play and you have a million subs and then you get branding money and you get you know sponsorship money but you're not creating what the other model is which is what you're saying justin this is probably how you should do it to go grow your business on your channel

well that's what i'll just start with. Are we trying to grow your business? Are we trying to be an influencer? Both models work. Just tell me what your goal is and I'll help you get to your goal. That's it. Most people don't know. They just see thought leadership content. I need to make whiteboard videos. If you're a real estate agent and all your deals come from referrals, if the top 20 mortgage brokers in your market knew who you were or loved you, that's all you need to explode your business, man.

That's 10x your business next year. And then the ass, because they're already successful, the ass becomes to be their number two. They're not going to just give you all their business off of one interview. They already have a realtor that they're sending their business to that's their favorite guy. Yeah. But the ask is, hey, I'm a realtor. Here's what I do. I mean, I'd love to do some work, but I'd love to be your number two. I'd love to be your second opinion guy. That's big. And they might have a deal for you right there on the spot because their number one guy is kind of dropping the ball somewhere. But you're building the foundations of relationship. And so you're building the foundations of a relationship.

And so you're probably not going to be number one if they already have, we're targeting already successful people, not like pure startups. If they've never referred a deal to a realtor and they're just getting started,

we don't really want them. Like, it's okay. It's not that they're bad people, but we were trying to target the people who could all be worth six, seven figures to our business every year to us. That's right.

Yeah. So getting those people on your show is easy. Asking to be the number two is easy. Building a relationship and then cutting up content, making them look good on social, whatever. You clip their content and put it on Instagram or give them content. If you clip moments from your interview with them

and give it to them, that's the best marketing they've ever done in their life. Right. That's right. Mortgage brokers suck at marketing, right? I mean, this is not hard. Yeah. People are just thinking, I need to be whoever.

I need to be Ryan Serhant or whatever, right? Like I need to be making, I need to be entertaining. You don't need to do any of that. We just need to grow your business. So that's the first part. This is a biz dev show. That's a facet of a great company. So if I'm looking at you, who are the people that could send hundreds of referrals into your program and getting them on your show and building a relationship? So I have two shows, but let's just talk about the real estate. So it's called The Science of

Flipping. That is not this show. This is called the entrepreneur DNA, but I would want to go find other local market influencers that run what we call real estate investment associations, right? They have an audience of a hundred people every single month they put together. And I interview them because their audience could be perfect coaching clients for me is essentially what you're saying. Yeah. And like who has ever interviewed the heads of these RIAs? Zero. Zero're gonna be so nervous they're gonna be so excited oh my god this guy justin wants to hear my story now you already have history background 400 episodes 10 years cool but even if like i don't want that to be the reason why people don't do it

because even if you were just getting started local ria guy would still say yes. And that could be hundreds of referrals to you. I think I'm so excited about this. And I know we have a time crunch. There's so much to go on because what I realized is my channel and I'm happy to be the guinea pig on this episode. People, you guys can just learn from what Evan's given me, but I've realized like, I, I am not direct about what I do on YouTube. To your point, when you asked me what I do, it's a lot of podcasts. It's a lot of talking heads. And ultimately, I guess what I'm torn on is do I want a big subscriber base and become the influencer or do I just want it to be a revenue, a business growth, a biz dev.

And that's what I haven't even made the decision, right? That's where it's like, damn it. I need to decide. Listen, everybody, you want to change the world, Justin. Yes. Like everybody wants to change the world in some way. Yeah, of course. So, and that's why you probably started this thing. Like, yes, it helps me build my brand, but I'm hoping that younger people, people who are like Justin from 10 years ago will watch,

will learn, will get inspired, will do something. Even if they never buy from me, you've got a heart and you want to help people. Cool. That's it. And this isn't an or question, it's an and. To do that, dude, to change the world, to get Justin out there globally, you need team. You need a bigger team than you've got right now. You need 20 people helping you build your brand. Yeah. Well, how do you get 20 people? You build a bigger business that can afford to have 20 people. So the biz dev show, like if we explode your coaching business, now you're 10 times bigger, you can afford a bigger team, which then helps build the Justin brand. Hmm. So it's both, but there's just people get the steps wrong. Hmm. Like you've been doing 10 years on your own and and i'm sure you have people help and team and

everything else sure but it's still like bootstrap compared to what it could be oh i mean right so in my world the the pinnacle was it grant cardone is at the top of the real estate space right like that's the guy everyone's aware of and you've worked with them and so but he went brand heavy right i mean he's good at marketing or his team tells him what to do. Cause I've interviewed him several times and he's like, just, I don't want to sit on my fucking plane. Okay. I don't want to, my team says I need to do that because it drives like interest. Right. Um, what do you tell, what do you tell maybe just me? Why not? Why not just use this as a way where I'm at right now. And you may or may not have looked, I have my YouTube. I can't figure it out. And probably because I'm torn on how,

what direction I'm going. Right. But I have friends, uh, that, you know, committed to YouTube have hundreds and hundreds of thousands of subs and haven't done it nearly as long. Right. Where do you, do you say the first step is go for the biz dev growth and the brand will come with it uh the brand won't necessarily come with it i mean the brand inside your niche will come with it sure but go for the biz that go start making money doing it yeah so that one for most people who look like you, they quit. They're not going to go 10 years doing it. That's right. But if YouTube is the number one way that you're making money, you're going to spend more time on YouTube.

Like it's easy to justify it. There's no doubt. When it's zero, you're like, I'm too busy. I don't have the time. Well, I'm too busy because it's not working. So let's make it start to work so you can justify more time and more team and more spend to continue to build and grow. In order to build the big brand that you want to use to change the world we're going to need a bigger team than what you've

got yeah you know like grant now is trying to he's he has cardone capital like he's trying to crowdsource giant funds to go off and buy real estate right so it's still there's a business case for him beyond just i want to be Right. And that may be the longer term play for you as well. I don't know. But we have, like, if you have something to sell and you're good at it, how about we just maximize that for now? Yeah. Yeah. If you could grow your coaching business by 10 times, does a lot have to change? Like if you had 10 times the amount of people coming in, does a lot have to change in terms of the content you're providing,

the structure that you're using? Not particularly. Right. I mean, it's all the same thing. Maybe an extra few people on customer support to help out all that, but that's easy. Right.

So like, why don't we 10 times your business, which then provides insane revenue to then go fund building the justin colby brand if you want like some people you know what i've made my money i'm good now i don't want to i never wanted to do this in the first place yeah yeah yeah that then becomes a choice like that's a great problem to have um so i care like subscriber count doesn't mean anything in terms of the business i remember i went to my first youtube event i had 300 000 subscribers like i'm on my way and uh i met a guy there who had seven million who was like one of the keynotes so like seven million dude like how are you doing this like what's your team looking like it's like oh it's me and i just hired my first assistant

what how do you have seven million subscribers and you just hired your first assistant yeah i guess i always approached it with business first because that was my background venture capital in my own companies before um so like having a big sub number doesn't mean that your business is growing just what are we trying to accomplish and typically if we can get business owners revenue and they start to double triple whatever their business, that gives them the fire to keep going and to invest and then build brand. So I would recommend that for everybody. And you don't need to be the greatest host.

Like you're talking direct to camera is the hardest thing to do. Yeah. And memorizing a script. That's the easy part. For most people, they quit because like you're talking by yourself in a studio you're trying to memorize something it's not natural it takes a lot of it takes years of

practice but doing the interview talking to like if you're a realtor and you're talking to a mortgage broker you've that's all you'd like you know how to do it now you're just filming it and the questions are very like why'd you get started in this what makes you what are you seeing in the market right now like it doesn't matter. The question, you don't have to be Larry King with the most insightful questions. They're more nervous than you are because nobody has ever interviewed them in their life. No doubt. But we're building seven figure connections for you.

So that, that almost always, always is the starting point. If you already have a business and you have, you're good at something. Like if your coaching program sucked, then don't do this. Right. But you have a good coaching program you could you could have 10 times more people in it without needing to do much it's just a marketing problem great let's use the best marketing engine in the world you too and so i think that's the question i would ask now if you're a realtor like name the because although realtors tend to not look at themselves as entrepreneurs i i believe they are right. They can create as much business or not as they want. Right. It's up to their hustle.

I don't care if it's a bakery, if it's a coaching program, if it's whatever, realtor, mortgage broker, who cares? Should everyone have a YouTube channel that is an entrepreneur space? Do you want to grow yeah you know so like maybe i mean pretty obvious people happy where they are you know like so do you like do you want to grow because i can't convince you that you want to grow i mean that's you want to grow and if you're in a relationship uh type of business like do relationships matter in your business i just think youtube is the biggest platform people are missing. They're always worried about Instagram followers and likes. And I just go, and that's why I literally,

I came to you and I said, you are the absolute man in this space. People need to know more about this. Like they needed to take YouTube way more seriously. Yeah. If you're, I mean, if you're, if Instagram is your number one and you're getting conversions off of that, just wait till you actually do YouTube properly. It's completely different. Totally. But quickly, before we're out of time,

the other show, so like the thought leadership show we know about, right? Okay, make your whiteboard content three ways to whatever. Cool. Those work. And evergreen, those are great.

And the more beginner you go, the more views you'll get, but the less conversions you'll get to your business. That's right. Right? Great advice. Your program is $12,000 starting business. That's right. Right? Great advice. Your program is $12,000 starting point.

A lot of people can't afford that. That's right. If I'm just getting started as a real estate agent, I may not have the budget to spend 12K on your program. Yep. But if you made a video, the first thing to do as a realtor, that video would get a lot more views than how to go from six figures to seven figures in commission. Because we're targeting fewer people, but we're targeting our ideal clients as opposed

to brand new beginners. That's right. What's the goal of the business? But the, so thought leadership show is talking heads, whiteboard, whatever. Biz dev shows the fast way to grow your company. The third one is the demonstrate the process. And so if you have something that is demonstrable like show me you doing the thing this is why i asked you okay what do you sell

coaching cool how many coaching videos you have not that many well why not if you're like if you're a good coach that's the easiest content to make and shows off your program yeah like give me an example when you mean that by the way because i have plenty of training videos i've created for my students. No, no, no. Not training videos. Coaching. Like, what's the name of your program?

I'm coaching someone and it's being recorded. Okay. What's the name of your program? The Science of Flipping. The Science of Flipping is the coaching program? Yeah. Perfect. Okay.

So, you have different tiers too, right? You said like 12K was a starting point and the highest is what? 4K to 18K. 4K to 18K. Okay. Completely messed highest is what? 4K to 18K. 4K to 18K. Okay. Completely messed up these numbers. So kind of four, there's a four. Is it called something else at the 18K level?

Or it's still science? I call it like science flipping elite. Okay. Here's what you do. Science flipping elite. Do you have salespeople doing this or it's just? Yeah, salespeople. Like they have to take a call.

They can't just buy it online. That's right. So what you can do, you can even use this as a sales incentive. yeah sales people like they have to take a call they can't just buy it online that's right so what you can do you can even use this as a sales incentive um if somebody signs up and painful for the for the elite program they're also going to get a one-on-one with justin that'll be 25 minutes half an hour where he's going to help you with whatever problems you have and it's going to be a video on our youtube channel so that whatever your problems with you're struggling with other people can be inspired by your story as well. And instead of using it as a, um, please come on my show and let me coach you. We're using it as

an incentive because access to you is impossible. Like you can't buy Justin one-on-one time, or it's going to be 50 K or whatever. Right. But if you sign up now, you're creating real urgency. Then I have a spot that I can put you in with Justin to get some one-on-one time with him. He's going to coach you on your business. You're already successful and you joined the lead

and now we're going to help get you to the next level. Cool. So now we're helping convert more. Like if your salespeople use that, they're going to sell more. I love that. Next, you start your live show.

You don't need to know anything about this person. You don't need to know their background, how many sales they show. You don't need to know anything about this person. You don't need to know their background, how many sales they have. You don't need to do a thought leadership show. You need to prep like crazy to know what your eight points are going to be. Right. Here it's going to be, okay, here's John. He just joined our elite program.

John, man, welcome aboard. Awesome to have you as part of that. We're doing this coaching session. How can I help? And then John brings the content. John tells you what he's struggling with john says hey justin i mean i'm struggling to get to seven figures i don't know how to close i like whatever whatever john is struggling yeah but you get to then talk about the elite program hopefully john says something like oh just i'm so excited to be in this elite program now we're talking about the

program without selling the program that would be anomercial. And then you just coach and you just help. It's like the easiest content, the most fun content to make because you're just serving somebody. That's right. That video then gets uploaded to the channel. Other people who are like John, who are now going to be your ideal clients, may not get as many views, but your ideal clients will be watching it. They'll say, wow, this Justin guy, I mean, he made some good thought leadership videos, but seeing him actually help John, what's the name of that thing? Elite something.

Now they want to buy. That's it. It's also great conversion content for your website. So your landing page where you're selling this, show me you coaching John. Show me how much you care. Now this all caveats to like, you have to be a good coach. Otherwise I can't help you have to be a good coach otherwise i can't help you a pretty shitty show yeah it's like well it's like like get good at what you do

like you mentioned a baker like a baker could do this i've shown me the process of you making a hundred percent cookie and somebody eating that whatever like the pro if this if there's anything you can demonstrate the process of what you do coaching is easy because you're just helping somebody then do that it'll help you convert a lot more and then use it on your landing page use it in your email sequences use it like your sales team can use it to say hey like watch justin if if um john's problem is getting more sales and your sales guy is talking to a new prospect who struggles getting more sales like hey, you know what? Justin, our founder, made this video coaching one of our elite members on it.

Go check it out. It supercharges your conversions as well as generates new leads. And most people don't do it. It's like if you're an elite class coach for what you do and you've made a handful of videos that are on the channel and probably aren't using many of them in the follow-up sequences and conversion process. It's like these are little triggers you can pull that then could double or triple the business.

And most people are just thinking, oh, I need to make a thought leadership video about the eight ways to convert as a real estate agent, right? This is like why people quit because they're not making money from their channel. A hundred percent. Because every day I go, God damn YouTube. And it's because like, it really, there's no drive into what I'm trying to intentionally do. Right now it is a platform that definitely is created. I personally, and the reason why you're likely on here

is because you took a look and said, oh wow, Justin's podcast is well done on Apple. And so yes, this would be a platform I'm willing to be interviewed on. But my YouTube probably didn't fire you up if you took a look at that. Right. And so I have a couple last questions and I know we're short on time. Yeah. Maybe one, because I know we're over. What do you got? Do we, does that a live video? Do I go live on YouTube and do you suggest going live on YouTube? Is that irrelevant? Does that not help? What about that? So, okay. So live, um, the, the biggest advantage of YouTube is your content

lives forever. That's it. Okay. Video you make now in a year or five years, if it's, as long as it's still relevant, like sales strategies, overcoming objections is like probably not going to change that much in three years. Right. That's right. So that's the best part about YouTube. When you go live, that video is basically dead afterwards that's right so a year later your live video is dead youtube's not promoting it that's it so there's very you're kind of killing the best part of youtube is that your content lives forever there are some cases where it does make sense usually where you're trying to get eyeballs on something. So example, you're going to launch a science of flipping, like new program or whatever,

and you're trying to get eyeballs on it as quickly as possible. Go live. You'll get your YouTube audience watching it live, and you can use that live interaction to then close for the sale. Perfect. But we don't care how many people watch that video. It's dead afterwards. It doesn't matter.

My launch is over anyway. So when you're trying to launch your book, your program, you just need eyeballs on something. That's when you go live. But otherwise, it's a Riverside. It's a Zoom, whatever. It's in person. And then last question, that video, because now you got my intrigue. If I'm coaching you live on how to flip more homes and it's a one-on-one coaching and I'm

recording it, how important is the title and subject in the clickbaity part of that training is that is important to make sure your title is super you know algorithmically you know yes like if you called it interview number three right it's not going to go anywhere there's's no thumbnail, right? People do this, right? Yeah, yeah, yeah. No, fine. Don't do that. But usually like from here to here, like helping a guy,

helping John go from 60,000 commissions to 800 or whatever you talk about in the show, from this to this works really well. So yes, put some thought behind the titles, but our main goal is not being known yet yep our main goal is let's sell some more of our programs evan carmichael you have been brilliant i i just appreciate your time dude everyone if you're of any interest look up evan carmichael he is the youtube god genius works with the biggest names the biggest brands brother i know you we are all short on. I appreciate you spending some time with me. Thank you very much. And if this

helped you guys even a little bit, share it with two of your friends. I'd greatly appreciate it. Evan, you've been great. Appreciate you, bro. Thank you, man.