Welcome to this week in marketing, where coach, jason pantan and i help you modernize your marketing, build your brand and ultimately win more business. I am so excited. I've got the craziest posse here in front of us, starting with courtney. Ladies and gentlemen, you've seen her.

You know her, she does all my instagram stuff and so much more and you're, not actually that tall. I am no. You are on an apple box. Once again, i bought stilts.

Just for this. You did jason pantana. Everybody knows him, everybody likes him. What is it about you, i don't know, and then then there's the star of the show, ladies and gentlemen, he's thrown up three times since she's gotten to the office, so for the like 17 real estate agents that are watching this, that don't know who the broke Agent is, please introduce yourself, okay, let me know who you are: okay, i'm eric simon, the broke agent.

Yes, i do real estate media and comedy, and i have 337 000 followers on instagram. He's saying that just because he's because hey you should take that personally, i do because he has more than us. So so, let's actually go through the numbers because you started the ba how long ago, now six years so six years in so everyone, that's listening right now before you just like you're, like wishing you were here because it's fun and it's goofy, but here's the deal. We're going to talk about how do you grow your reach organically right? Unlike some people, we were talking about a minute ago.

We will not mention that have a lot of paid uh. You know people that follow them. We're going to talk about attracting your tribe. I also want to talk about mistakes that you guys see all of us that we see that agents are making on their socials on their reel on their videos.

Everything that they're doing that that just maybe, if they just made a little adjustment, they would attract more people, they'd be more likeable they'd connect with more people right. I want to talk about what's really working on tick, tock and reels big time, and then i really want to get into there's an issue out there today. Eric that i see - and i know you see the same thing right - you see the same thing that there's just too many people that are either a trying to be someone else or b have no idea who they are so they're afraid to get on camera, because They're, oh like they, they don't know what their it is and then i have seven questions. I'm going to ask you, okay, that i promise you will throw up okay.

So that's what we're gon na talk about today. All about you do you think that might go viral. Probably we should do it. Okay, all right, yeah, so freezing in here too, it's like lambo field.

You got like 10 people here and a bunch of everybody else is in parking like shaking. You showed up in a t-shirt. It's like your confidence. You didn't get the memo now.

It is like my conference. Okay, you have 337 000 followers on insta. That's in six years, all organic 100 000 people on facebook, 50, 000 on twitter, 10, 000 on tick tock. If i remember correctly correct, so you got more than a half million followers and you've done it all organically talk to us.

If you, if you're coaching me and i'm just starting - and i want to do this - i want to - i want to reach more people, i want to authentically connect. What do i need to do to build my reach? Well, the first thing i would do is follow content creators and learn from other content creators like jason yeah like katie day glenda baker, decarlo, so there's so many agents that were those all paid advertisements by the way, they're all your coaching clients too. So you know i'm just throwing it all in there. Yes, but there's so many agents.

Why? Why would you follow a bunch of people like that to get inspiration from content? So there's a lot of agents, there's a guy, i'm working with right now. So i do social media consulting too and there's a guy that i'm working with that's an agent at compass and he has no idea what to post because he's not following any other agents he's not following any other creators right. So he's posting just solds, just listeds and just classic template stuff snoozy. He has no idea what else is out there right.

So the first thing i would do is follow other agents like the people i just mentioned: yep follow their creators, follow people in your niche and then you'll kind of figure out what to post from there. Okay, i'm gon na i'm gon na. Kick it over to you, what do you think? How does somebody like you did your your dog? You went from like zero to twelve thousand dollars with your dog and how fast um less like six months in six months, yeah right so just with their puppy. So so what does an agent have to do so? He's saying: follow creatives, yeah.

I agree with that and then i think it's just um finding your niche like what what it is that people are looking for because, for example, like my dog's page, i'm not going to post a bunch of stuff of me and my dog, because people just want To see the dog, you know so just finding and posting content that relates solely to the dog, and i think people need to narrow down what their niche is. People think that everyone is their demographic, everyone is, and it's not. So how do i do that? How do i narrow down my niche, because that actually is kind of nice? It kind of gets into the last question, which is like the it factor like what? What is my thing like your hobbies, possibly right. Like i mean you have to differentiate yourself from other agents, so if you like, sports or music - or you know, probably not politics, it's probably not the best one.

Only if you want to be polarizing exactly which gets great engagement, but you also alienate half your audience right, but i think the agents that hone in on something specific about them are ones you're, gon na attract clients and followers that relate with what you're doing yeah Right, like skydiving a stupid example, or if you like, i don't know, baseball or something like that right. It's because there's some skydiving agent, that like spoke at one of your conferences once you remember it. I use that example. Yes, okay, so i'll give you an example.

My uh brother, patrick, who you know so patrick, has a visa dog, and i forget what his new dog is and literally like he would go to the dog park and people would be like. Oh my god, you have a vista and that what do you do? Oh, i sell a real estate. Oh my god, you have a visa. Here's twenty five thousand dollars right like they just they fell in love with them, because of that that, like attracts like they just handed them twenty five thousand dollars yeah at the dog park.

Well, some people buy houses. Some of you just give my brother cash. Yes, but my point is that this likability around the things that we authentically like yeah, i think there's gon na, be someone watching right now, like okay, what is like the most and i'll just act like i like that and post stuff about it. Does that work? No, definitely not you can see, because that's not authentic, you could see through it.

You could tell that you're, not an expert in that field and that you're, just trying to like you know, attract a crowd based off of that. So that doesn't make sense so figure out what it is. You're really good at, and you like follow people that are super creative to r d right. What about you? Oh, i have a slightly.

I have a slightly different perspective. Yes um. I got a couple of thoughts, i'm sort of juggling one is, i would say, for starting out. You have to accept the fact that there is no garden that was ever grown.

That's beautiful that you didn't get your hands dirty doing the work. Thank you. So if you are expecting to be able to just have somebody magically like hire somebody on fiverr or something like that, and they just magically push a button and your social is poof everything you ever dreamed it would be. You are going to be gravely mistaken right.

Um things grow when you get your hands in you. Do the work like if you make the calls you get the reward. If you make the videos you get the reward, that doesn't mean you to be a graphic designer or a copywriter or a video editor. No, but you have to decide: what's what's your contribution to your content mix, that's that's my starting advice, but as far as like, involving like, like outsourcing buying art for my house yeah, it shows up you're like what is all this yeah right versus like carefully curating Going and looking and experiencing and thinking about, and what do we really care about yeah? Who cares if it matches, because it only matters to me well, this goes back to the question of.

Does this seem authentic or genuine right, and what i would argue is if it's my voice, if it's, if it's my perspective, then people are going to recognize. This is this? Is this guy's page? This is his account, but you can people can tell when somebody's been kind of farmed out to somebody else for sure i can tell well. It looks like nothing but listening videos, yeah or canva, a personal client that i will not say her name, but she knows because i'm like she's, like i understand why my instagram, like i get no action, you keep saying instagram is great. I'm like, let me go on your page listing listing, sold, listing listing, sold listing listing listing these things hold.

Let's see so, i'm like. Why would anyone i can go to the mls i can go to zillow. I can go to realtor.com right like you don't. Nobody cares right, so so keep going what else? Well so the other thing i think about is i've been watching instagram and i'd be curious.

Your perspective on this, you made the comment about going niche, which i agree with. I've been noticing instagram changing a little bit and what i'm reading and what they're doing - and it almost seems like it's going to be more like youtube to some degree where youtube youtube really learns. What is this channel about um? Who is this channel for what content do they make on a repetitive basis, so that i can serve it to those people again and again and instagram's been more like facebook, historically, where it's a little of this, a little that you put things together and it kind Of creates a well-roundedness, but i think the need to go deep on a particular like own your subject and don't deviate too far from it and be the definitive expert in that is becoming more critical. When i look at the creator info being one of the variables across all the different feeds in instagram, for instance, it's got different levels of weight, whether it's the reals feed or the explorer feed, or something like that.

But instagram is learning. Who is this account? What is the, what is the modal kind of creation of content? Who are they for and so like? Are they a golf instructor or are they a real estate agent? I think there is i'm just flushing this out a little bit, but i think there's going to be a level of needing to choose who's the audience i'm really going after what do i talk about and not going too far off base? I'm curious if i'm making like staying and you're staying in your lane, we're talking about content, buckets and i've got multiple lanes. You can have multiple lanes right. You know yeah, but as long as you're consistent with multiple lanes, but if you do one random and you're like why didn't that perform well or why did it perform well or why it just? Does there you go yeah exactly yeah, so i think it's about like building an audience around content that happens like results are in repetition.

So again and again and again i add the content and then instagram or whatever the platform is starts to learn. Oh, this person makes this kind of content and they're going to go, find an audience for that right. Why did we invite the ba yeah exactly that's so good on social media? This is literally the expert right now, but okay so like i have 337 instagram followers that was the worst intro. Well, i'm curious to know: yeah.

Okay, all right, let's just start the whole podcast. Why am i acting like i'm cold? I'm in honor of you it's hot in there it actually is hot yeah, you're hot baby, all right. Okay, i'm really. I'm really curious to know because, like a majority of your account is meme based, so is your experience or is your explore page meme based as well? It's all hot women mostly and golf shots yeah.

No! No! It's a lot of it's a lot of meme. It is stuff yeah and i follow you know: hashtags, like realtor memes, real estate, yeah problems, realtor problems, but it's a majority of like meme accounts, it's similar to yeah, okay yeah. It is - and i follow those meme accounts to get inspiration from too yeah. So a lot of what i do is i try to stay on topic culturally.

So if it's you know november we're talking about, you know the red flags where it was like a huge type of post or thanksgiving pete, davidson or p davidson exactly. I posted a pete davidson meme that i didn't even create. It got 20 000 shares to it, yeah so back to like the original question about how to grow your account if you're staying culturally relevant, that's the type of stuff that gets shared and gets discovered. So you always have to be relevant, like you can't keep posting tiger king memes right, even though tiger king 2 is coming out so bad.

I have a follow-up question to that, so your account is different than like most real estate agents accounts right. So we're not saying that they should be posting memes, because that might not be their niche right. So if they were to now take this advice - and like start posting me, what would you say to that about real estate agents, posting memes, yeah humor, definitely works in marketing and you don't have to make it agent on agent humor like there's agent-to-client humor right. So a lot of my humor is, you know the inner monologue of a struggling agent and stuff.

That's bad about clients like complaining about clients, but if agents use humor, it doesn't even have to be mean based, but you're, just talking about an inspection that goes wrong right or you know an offer situation that blew up in your face. That's the type of vulnerability and authenticity that people relate to related, showing that just sold just listed. It's motivational quotes, grind culture, that type of stuff, because, like that stuff's like so overplayed at this point right and that's kind of why i started the broke agent. 2015-16 was all gary v who crushes content.

Obviously, but everybody was trying to emulate him and become like their own tom ferry. Basically and then i just went against the grain, i think so many agents are doing that now and have started to evolve their content to show more personality and show like the we go through in real estate, because that's interesting, yeah yeah. I think it also goes back to you. It's like the phrase, be unapologetically you right right, the more i see like matt who's, not here right and so many others.

Zach is a great example that they're just themselves, which i love because, like you are, who you are it's like when people say to me, i'm afraid to shoot. Videos like you know like. If i don't feel good about myself or the way i look or the way i talk, i'm like what do you do when the client shows up and meets you like they're gon na meet at you anyway, like put it out, there find your tribe absolutely what Was that can you guys i'm sorry? I was gon na what was the stat you shared about? Um has reality television for real estate agents, helped or heard the public perception? I don't want to misquote the number. It was actually a thousand watt uh research piece.

It was something like your dad right, so something like a 68 positive outlook on real estate professionals because of million dollar listing and all these other shows it made the industry cooler for sure matt said he got in sorry got in because of ryan sirhan right. So before, like i looked at real estate agents as not cool like out of college, i didn't want to become a realtor sure. I don't want to be a real estate agent right now. Are you a real estate agent? Don't tell my broker um, but this has made it cold because, like just pay your fees yeah exactly that's all i'm doing just mls fees like seemingly twice a week at this point um, but it did make it cool because you see like kind of the glamorous Style, it's all these 200 people in these six cities in these six apartments right, so it i think it's led to more an influx of cooler people into the industry.

I agree it's 17! It's 17 of the gdp in the us. It's like it's a multi, multi, multi trillion dollar business real estate. Reality shows no real, just real estate housing right, yeah, exactly shut up okay, so that actually would be easy, but i'm bob all right. He just stumped me that's gon na podcast.

That is by the way, that's gon na, be the meme moment right there. I just want that. Okay, let's talk about mistakes, okay, what are the biggest mistakes everybody's? Seeing? And this isn't like a shout out like you know, shame on you! It's like hey, like we gently, want to remind you, for example, having your profile just be nothing but listings and sales is kind of boring. But what are the other mistakes? You guys are seeing um i'll go with like the at name, not having your actual name.

Oh yeah yeah um, when you have like some like kitty cat girl 25. You know something like i brought my chat spoken no, but it's really hard to find. You know someone when you're like right. Wait.

What's your name again, that's a mistake and then also the bio when people's bio is extremely messy. I'm like wait. Where do you work like you need to be bullet pointed i work here. This is what i do here are links boom.

The number of profiles i've seen on instagram that don't tell me the city you work in and what you do for a living. I'm like thank you for following me, i'm like and they're like hey. Would you follow me back and i'm like? I know your name. That's all i know, and i see a link tree.

Congratulations, that's a that's! A that's a great little point, but a significant point yeah. What else i would say like an over-reliance on filler types of content. So, for example, a lot of people are using canva. I've got i use canva, no, nothing against canva, but i think again, going back to a lot of agents are relying on.

I've got to make more content. I need ways to kind of streamline that and they go with filler like graphics, posts or carousels. That look like they're templates yeah and it's again it's a lack of putting yourself in the content. People follow people, they don't follow, graphics right, for instance.

What was the thing you said about it? Can you guys grab separate yeah and the black friday special on the graphics yourself, all right, so exactly um, you set a blueprint and i don't want to botch it. So so please correct me something along the lines of like sending out a post like that. It would be like sending a stock photo of someone not other than your family, for a holiday card yeah exactly for a second, please! Well, a lot of agents. Don't have the time or the create ability to post their self every single day or do their own reels or videos.

So if someone else could create content and they could customize it and brand it to themselves, that's still useful: can they can they put their photo inside there? Can they make it a part of that yeah? They can. What, if you did all bro like superimpose their photo inside there and people like saw it like had to like really see? Oh, that's eric. That would be insane. I mean i don't even know like like where's waldo right like that, actually he's even gon.

Na put your face on my face: okay, yeah, you know scott zach does that, but i think are you serious yeah and there you go still getting up. Scott is important for social media. Wait say that again he's still getting up a post so like. If you have nothing to post and you are using a template or it's a you know, template about christmas or something like that you're still at least like getting your name out there to be top of mind, because not everybody can come up with an organic post.

Every single can i challenge that: no, like okay, next, okay, so one of the biggest mistakes you see agent speaking besides, not putting temporary posts, um mistakes, i kind of covered it with the just listed solds motivational quotes um, but not having a variety of content would Be one too um the best profiles buckets yeah, you guys. What are those things we just do different buckets of content so that i can figure out like if we were to create a piece of content. It's mindset based it's going to go in a mindset bucket. We have five different buckets so that i can keep track of the themes of the content, we're just like not all over the place.

We know like when we're making content. We need to fill up this bucket because we're lacking right. So we have beams. I'm talking types of posts, so i see a lot of agents that will just do singular posts.

You should do reels. You should do videos, you should do carousel posts, you should do text-based posts, you should do graphics, canvas yeah stories like you have to hit instagram from all angles. Yes, like how instagram promotes people is people that use every single aspect of instagram. You have to go.

Live agreed. Well, i'm the one that's saying i know maybe yeah, but i'm cuter exactly keep making it high five. Didn't you just feed him that line yeah? I did under the table right same thing. Well, it is but algorithmically on instagram one of the things that determines what you see in your own feed is based upon what you've interacted with in the past.

So some of your users may be prone to watch reels more so than others. Others might love carousels and so the more variety you give instagram you're, potentially reaching a wider base of your followers on a recurring basis, because you don't know what their preferences are as far as format of post is concerned, but to be clear, it's not just instagram. That's every channel well youtube youtube, but we kind of know for sure yeah yeah beyond, but we kind of know what they like because based off of like the number of saves and like that's, why reporting and all that stuff is so pivotal because now i know Like a lot of people like his reels because i'm getting 500 plus saves on it or you know, but you don't necessarily know like if you got 200 000 followers. Is it the same groups in certain types of content? And i want to make sure i'm hitting the wide the full array of my followers as much as possible.

Multiple buckets it's more interesting, too, to see different types of content. I want to see video content of someone. I want to see a carousel post of their you know. Just souls or whatever like hitting hitting him with different pieces, shows that you are.

You could do a variety of different things and that it's it's just more interesting to follow. You're sharing other people's stuff on your main page on your main news, am i like: do you recommend it later? Oh yeah, besides jason, should jason pantana have his own separate channel of just him, dressed as like a 1970s cop yeah. You should absolutely should i get a mustache, like jason jason pantetta sliding over like the mustang right, yes or no yeah. It could be like the intro video.

Oh i'm loving this all right. So other mistakes all right. I said all the mistakes ready cool all right. Let's go to the next question, then.

So, let's talk tick-tock and wheels yeah, tick-tock and reels. So you go first, just start talking about it: okay, yeah! You got to create tic-tocks and reels all right. What's the big mistake, uh, i see a lot of agents. They keep putting the same post up that is underperforming and they're, literally taking their algorithm.

So, like i see this with teams a lot where they're like review of team member celebrating a team member kind of a thing because they want their team members to feel a sense of recognition, but it gets like four likes. Five likes three likes, you're, literally training. Your followers to scroll past your stuff and so algorithmically instagram's gon na stop showing it to them. So what's a better way to do it, because we do want to acknowledge our team right, we want to acknowledge the players we want it like.

You want to give them that recognition, so is it maybe internally facebook groups or like i do a video first, yes and then the instagram story take over story. Takeovers using the collab feature, potentially he's taking notes. He said i do he's booking a room at the ritz right now. I think you've got to look if you do too much like i call it cluster posting, sometimes where it's the same thing over and over again and literally yeah you're training, the algorithm to stop showing you the pieces.

So it goes back to his case for variety of content. Don't do too much of the same thing if it's underperforming yeah, but just watch out for those types. Also repeat, content instagram has an algorithm where they see content, that's already been posted, so even if i'm doing a meme of some like even like an old meme that i've done repurposing old content, i still try to switch up the word because they have a software. Now that sees this has been posted already yeah, so you always have to switch something up so for reals, i would say: um always use a trending song, obviously yeah, throw it throw it on even throw the volume at zero.

If you have to yep because still haven't figured out how to do that, i know i just put him down to zero. You know i've tried. No him, i tried and then a hack that i just taught byron actually, which is genius. Let's talk more about him like he's not inside the room: okay, okay, got it who's, tyron, exactly where's matt.

If you have a business account, which most agents probably do, especially if you're running like a team account - and you don't have trending music, you could switch your category to entrepreneur and you'll get all of the trending songs. Really yeah. Do it everybody do it right now, byron just did it on the car on the way over here, he's got every song right. Do i have that then yeah? Okay and then you hide your category because you're a category we'll say entrepreneur, you don't have to say that, because you look like an right, get rid of it.

Yeah yeah! Well, not me yeah, not you yeah, you you're an entrepreneur yeah, but it's just calling yourself an entrepreneur is, i think, yeah i think, with rails too yeah, i'm a group, i'm a mother. You are a hero. Imagine if someone actually put that like i've, actually seen that in people's like uh, their like bio, like social media guru and i'm like 11 000 followers tell me more about that. Those are usually the ones that are like trying to sell you fake accounts, yeah.

I try to sell you subscriptions. Okay, let's go back to real, so there's no doubt that the algo has changed no different from. I remember getting the this app. I remember calling uh garyvee and going hey man.

I got this app from facebook. I think i can go live on this and he's like dude hit the button, and i remember the first one i went live on facebook and i was like okay, that's the whole world. Now everything is going to be video. Everything is going to be live.

What a producer app or whatever it was, and then it was gone, it was unbelievable reels. Is that right? It's almost like forget. What's on your page, it's only about reels. Well, it's how you consume content.

Now like when i go on tick tock. I go in holes of 45 minutes to an hour, i'm glad you described it that way, because because it's feeding you high quality vertical sounds like hot people like in my face golf shots non-stop. I can't stop looking at it. Yes, hotgolfers.com.

What does your feed? But it's so much more entertaining to watch that. So that's why instagram, obviously with reels yes right so so that was, i was talking, i can't say the guy's name, but a friend of mine is a high-ranking official. Remember the guy. We were talking to you yeah tick-tock, more important than a politician yeah, he said uh, look, it's not anything other than entertainment, entertainment! Entertain.

You guys think of think of your tick tock as netflix right exactly so, the more creative, the more intense, the more fun. The more entertaining and the more you do, you're gon na kill it well youtube or instagram. The instagram ceo, just posted an ig tv like last month about how instagram is now an entertainment, app yeah right. So you have to think about how do i entertain my audience? How do i provide value, whether it's education or humor, base yeah and we're in an industry? Luckily enough, where you have so much content and so much value, because every single person wants to know about houses they want to know about, i don't know about interest rates, but they want to know about the market right.

We have a client in houston, i'm in space, underneath you know who you are because i met you at our little houston. Whatever pre-summit event um, this gal went out she's like i'm a brand new agent. She just took her phone, she went live on facebook and she walked through every new home subdivision like one new home subdivision today and said: what do you think about this house? What do you think about this furniture? What do you think about this? What do you think about that and sold 53 houses her first year in the business i'm like? How did your business come from 53 deals in her first year, she's, like i just for the first eight months, just walked every subdivision. Every one of my friends were like that's an amazing house.

How much is that worth like? What do i need to do? Yeah, like that, was it, but we have non-stop content, like even content is everywhere, even if you're not doing real estate activities right, you could film yourself at your computer, coming up with a property description or something right and thinking of a different word for modern. I mean that's, not a good video, but you know just because carlo did that video and it crushed it exactly that's where i'm getting this yeah excuse me. I think you met okay, so so that was the kind of baker video. Let's explore this for a minute.

Like let's talk about, where do you find creativity and maybe what is your recommendation and then i'm going to bounce to everybody here, recommendation for finding things you think might be interesting that are worth doing a real on doing a tic tac on like what do you Recommend well when i was doing more real estate stuff, it would come from my actual experience. So that's stopped because i've stopped doing real estate stuff, but now i'm getting so many submissions, which is great. So i have agents that are you know submitting whether it's discord on facebook or in my instant messages. So i'm getting inspiration from other agents i'll literally go on real estate.

Facebook groups scroll through lab code agents, yeah scroll through the page, go on your page and see like okay. What are people talking about and then i'll take a post from that and then i'll always try to keep it culturally relevant and then technologically relevant meaning. This is the post style, that's crushing it right now yeah. So i get inspiration from that and then, like i said before, scrolling through tik tok scrolling through instagram following the hashtags in my niche and following other agents.

So i get inspiration like because i'll wake up today and not know what to post, but then i'll check my dms and see something or i'll see a post from another meme account right and i'll steal it and throw at an open house on it and then Tag that account r d right r d, but yeah everything is, you know, taking inspiration from something else. So i think one thousand back to my original point is consuming an insane amount of content is doing work because you're learning. Oh this is the post style. That's doing well, this is the type of caption that's doing well, these are the hashtags right.

That's why i have a job. Thank you. Thank you, katie! You can get out on that action, so so in case people are wondering that's not katie day. Anybody out there watching yeah all right, don't confuse yeah, it's the real katie.

Sorry, i'm gon na ask you today on my podcast: what's her last name, what katie does she's like madonna? She she is, she says katie. She wears the same shirt everything she's married mary jet is only one name right, yeah one name. What's your last name, jett she's, like your name, is your name. Somebody, okay, say again is her name, her name last name actually not day.

No god i just exposed. I'm just messing with you: okay um delete all that you once said. No, no, that by the way that's just going to be the section i want on my instagram just watch this um. You once said to me: there was three things uh to make sure you're being technologically relevant, which is the first time i heard that it's a big shout out to the game.

That was absolutely genius: um, uh, trending, sound hashtag and then text. Or am i missing that remember, you gave me like three things: you're like every reel's got ta have like these two or three things i feel like sound, oh well, trending sound is one of them. I think text directly on the video, that's one of them and then the hashtags not overdoing it. I think you just need like three or four of them yeah and then you'll be good to go, but with the trending sounds.

What's easy? Is that i just scroll through your reels and i see you'll, see multiple sounds pop up and i'm like, okay, that one's a hot one yeah. You know it's trending, but i've seen four or five videos of it within the last five minutes. I'm going to do something that follows that or not and just use the sound. What about length um seven seconds is the sweet spot.

Are we really back to what was that? What was that yeah? It is. I remember going. How am i gon na do anything in like six or seven seconds and like now, that's the new world. This is fascinating.

Yeah. Do you know why it went like this is totally decided. You know why it's not really around anymore, no, because it was really hard to make that content and everybody realized he was making that content. If i put it on youtube, i could get paid, oh and that's why? Which is why that's? Why that's? Why zuckerberg put a billion dollars on the table? That's why tick tock put 200 million on the table.

That's why creator funds exist because they don't want to go that same way. Yeah yeah, so capturing in the real in the first two seconds is the most important aspect right because then you have that and then having them watch the entire video too. So the text you could have text throughout your reel, that's kind of keeping them around yep. So if you're doing a house tour - and you say you know, wait till you see the master bedroom or something like that - you stay around for 20 seconds and it's that retention that keeps pushing it up and it's also positioning the text too.

People sometimes put it. They give you the barriers of where you should be putting the text. Some people put it too low and you're like. I can't see it yeah unless i click it to watch the full screen exactly, but but what you said like the first two seconds, like there's data, the first three seconds of the video the facebook did the study on this.

If somebody watches three seconds of your video six, two thirds of that those people will watch 10 seconds and half of those people will go all the way to 30 seconds. So your opening frames are hyper critical right to get people to watch. So you shouldn't start with, like hey, i'm just waiting for some people to go with me, live or say their name like when you're like hey, i'm so-and-so like that you're already wasting yes, scroll right or there's like a little intros theme, song kind of oh gosh. No, no okay.

Can we talk like the biggest mistake, in my opinion, is the super long intro video slideshow photos? Oh no! It's like worse. I just saw one and - and the gal was like pointing to captions in her intro video, i'm like what like what is it 1978 like? What is this? Okay, don't even get started okay, but i want to go back to eric how much time so it's six years ago, like i know my story of how much time i spent on facebook early twitter, early, youtube, um, beluga beluga, exactly that was. That was like. I dug in how much time did you dig in, because i know what you do now, but in the early days, if someone's watching this right now, they're like oh, i just couldn't imagine spending 10 or 15 or 20 of my time, yeah communicating with clients and Potential clients in the most effective means possible right, like they can't even imagine how much time did you spend an enormous amount of time so define enormous okay, i mean, i don't know about hours necessarily, but when facebook first came out, i loved commenting on people's walls.

So that's kind of where i got my first, like dose of not adrenaline of endorphins sure from comments and likes, so i was really good at commenting yeah. I was really good at commenting funny stuff on people's walls and making funny videos and like clapping back and like talking on facebook yeah. So i spent a lot of i mean i was i'm very social. I spent a lot of time doing that.

Yes, but when instagram first came out to grow the broke agent, i spent hours commenting on accounts, commenting on your account coming on inman news. Commenting on ryan sirhan's, yeah liking photos, because back in the day, you could hammer the like button. Oh yeah, ten thousand times get followers, so the amount of community outreach that we did at the beginning was. It was all day because i i just wan na there we go.

Finally, my own right. I did the same exact thing. Yeah same exact thing. I would go into real estate, facebook groups and post the broke agent stuff.

Every right, i would you know, go to conferences. So all of this is you know, so i didn't post my stuff on anybody else's stuff. All i did was comment like oh eric, congrats or hey. Do you think about this, and, like literally, is this really tom ferry right exactly and i'm like yeah, and i would like i'd be on an airplane for four or five hours, just communicating with people on facebook and, like i created so many relationships, doing that and Of course, then you get all the likes and all that stuff happens right yeah.

So how much time do you spend now uh, i mean still all day pretty much right on instagram, specifically i'm posting two or three times a day in my feed at least 10 or 15 instagram story posts, then i publish to facebook, i publish to twitter, i'm Working on getting my mailing lists up, so i'm doing um email blasts, i'm doing uh leadpages for ebooks and stuff. Like that, i have my template platform that jason's been undercutting this entire time. I have you know the podcast. I thought we were starting our own is that why you're undercutting yeah i'm just getting ready to make sure okay, i have bad bad real estate picks my other account uh he's good yeah yeah he's he's fine big, shout out yeah big, shout out! Actually, agents he's great, he has a huge discord.

Community um and i just started discord also so he's done a really good job at fostering his community and having different channels. Yes, for you know like meme creation and like helping out agents and he's he's been great too, because now it's like someone else in the space is creating funny content, so we can kind of like build off of each other exactly and then the competitive side comes Out i mean where i'm like all right now: i'm not the only game in town yeah. You keep posting. I need yeah like if there's a pete david set out, i'm getting up at 6 00 a.m and doing it uh the last question for the rapid fire.

Ea questions i'm going to have you sweating how how do all of you recommend in this climate? It's impossible. Let's just go right to that. I don't want to ask the last question. Okay, sorry, do you still live in a shitty apartment, yeah, yeah? Okay, so i just got home: oh i'm like are you dead? Does he or she know that you're broke she's, a rich agent, i'm not broke and yes, i uh.

I got engaged six days ago. Congratulations. Does anybody? Have my reverend tom fairy card kathy said you need to renew it: ruby, ruby! I am reverend tom fisher yeah. You married uh carrie.

I am eric. Why? Yes, i didn't actually marry carrie right. I was the reverend that's right. I said over like last summer, i'm like oh, i married my sister over the summer and i'm like don't ever say that again, yeah, yes, and i was the officiant at her wedding.

Okay, are you dating anybody check? Is that your application? You want him to who's better on camera. About that i need it. I need a rabbi. Okay, tom terry's, not a rabbi are, are you jewish? I got no problem man.

I got you guys who's better. On camera, byron, arnicle, oh man, nicole, will hate me. Byron speaks with such ferocity now and he's so don't look at him like you're, kissing ass, because i'm here in the studio they're both great on camera, but byron is now speaking like intense looking straight in the camera like he really he's got something he's saying: okay, I think we should get like uh. I like should make a little secret.

All right so are canadians just funnier than americans. No, is this an attack on me comparing matt leonetti to me? I just yeah. I don't think canadians are funnier than americans. I think we have more edge to us.

Okay, i think we're not as nice as them, which i think makes us more funny. So who's your favorite comic um. I mean it used to be crystalia. I liked jackie mason growing up yeah, because that's all jewish, like me - and i once uh - saw him.

Yes, uh. Definitely not pete davidson. Yes, i don't know how to ruin that out yeah, i guess crystalia okay, stupid answer. No.

I love that. No, but great. Okay. So look at what we're talking about should we create an nft? Absolutely we should.

We should combine nfts and get access to tom ferry events. We'd be the the broke coach. Probably not that's not that's, not good. That's bad! That's a good one! Don't have that ever published anywhere favorite favorite comedian, norm, mcdonald, nor mcdonald i watched john mcdonald clips for days.

Crystalia was just the first time i thought of forget that entire answer, yeah norma mcdonald and then on the howard stern, show i used to listen to artie, laying a lot yeah, who was laugh out loud funny. So are you ready? Oh, my god shout out to all all comics um all right so so the last question is probably the most important question for the broke agent. What do you do with all your money? Oh man, i invested in facebook ads. Basically, that's what i do new golf clubs, facebook ads! What's your what's your index, my handicap, yeah, it's got to be at 15 right now and i shot 82 the other day wow.

What what did he shoot on the back? Nine, the classic joke right? Yes, but i i i got engaged on the golf course, so i could squeeze in a quick nine right before we did on the night, and i was so nervous on my first, my first tee shot. I tomma hocked it straight into the ground. I've never done that before in my life i literally buried it into the tv wow and then acted like it was gone like i crushed it down the fairway just gone, you just did this she twirled and walked. I have a.

I have the yeps and a snap hook problem. Okay, i get really nervous. Sometimes i played high school golf yeah and i saw a sports psychiatrist shout out dr shapiro yeah. Actually yeah nice shout out at work and all comments and now comics.

No, it doesn't work, not playing college golf, okay or i'm, not professional. We need to get chris quan to come out and play too he's a. He was a college golfer like he's really good yeah. He he was going pro and now he's a pro real estate agent.

So we know what happened in his career, but no, i think he was like a plus two like he. You know we'll see him tomorrow, like yeah he's coming here. Really good golfer i'll talk shop with him. Okay, let's ask the last question last.

So, in your opinion, how for all of you, how do agents find their thing like you found the broke agent? You found like study the you-know-what out of google and instagram. I found tom ferry, you found cats, dogs and dogs; well, no she's, really the cat, lady yeah, really, oh, my god, i'm gon na show you a video as soon as we're done the i love cats exposed. Oh my god. Yes, it's actually it's! Actually.

She has 37 cats jason. No, i do not. I don't know, seven cats. I have three okay.

I knew there was a three in there. Okay, they just accumulated over time. So so everybody needs to find their thing. Your their thing could be.

You know you're a history buff, your theme could be or your thing could be like you ride super 73 bikes that worked out okay for tristan right, like how does someone find their thing? I'm not good. Can i can i ask you a question about charlotte? Not no not motivational like like who are you really look in the mirror and just oh, i don't even know who i am yet, but basically with no idea, i was like podcast just ends right there. I have no idea who i am tom. Please help me tell us more about that lay down and tell me about your mother.

Well, i i never! I like sports, yes and barstool sports already existed. Oh my god, i was really good at social media, always facebook statuses, commenting. I worked at the laugh factory comedy club and was their social media, marketing manager, assistant intern. I was a stand-up comic at the last time that um and then i got into real estate.

I never was passionate about real estate, but i was doing what i was good at with real estate, and real estate ended up being the perfect avenue for that. So i kept doing sorry kept doing what i was doing consistently with what i was good at yep. That did that sound kind of like something sounds like an intern answer. Okay, i'm just kidding.

I don't know i i i stuck with something. I was good at my niche right that isn't even necessarily my forte. I barely know anything about real estate um, but i'm good at this and i'm good at knowing what's funny and i'm good at posting stuff, and i really like the analytical side of it. I like seeing what does well right so right, it's fun for me and then, like the networking aspect of it too, like you know, meeting you and jason and byron and you as well sorry courtney.

Mostly, i forgot the name she got nervous, but mostly nicole yeah, nicole um. It's been so fun like traveling, going to conferences like drinking with people. Like i love every aspect of this, i love my job. I go to conferences and i drink with people right seriously and they say.

Can i be on your show and i'm good at networking and hanging out. I like hanging out with people you're uh, you are definitely you're a you know. I love people. I, like the guys, i'm a guy you're, a bro.

You know i like hanging out with the guys yeah. What was your name bro? This answer made no sense whatever, okay, no, i like it. What do you think? How does someone find their thing? Well, i was going to ask you: what do you think your thing is? I really have no idea, no, because you went around to all of us. No, so my thing is like family, it's business.

It's investing in companies, that's buying real estate, it's also being a dad, it's being a friend, it's being a golfer, it's being a goofball like i have all these, like. The study was in 1954 or 55. That was like if you only had one identity. That was the way you're supposed to be as a human being right and then what they discovered like in 1956 two years later was actually those are psychopaths.

What you need to have multiple different identities of who you are, and that actually makes you more of a human right, otherwise you're crazy. Basically, so i have all these different things and some of that bleeds into all of my social yeah. You see especially we'll just like goof around yeah. I almost cursed, i'm trying not to curse more.

Oh, i don't even know why i'm just thinking about it yeah, but here's the thing. So there could be a whole cursing file by the way. Just that could be a whole nother bucket yeah called the it just saying. So i don't know like what about what about you, like dogs, cats, miles? What's your thing, but you're, happy or a dog, all he's won three emmys yeah, three emmys.

You should marry my fiance holy crap yeah yeah yeah, he's literally. I have a dog named golden doodle. Do you yeah? My dog's name? Is north really many gold medals? Okay? This is really no one. Has the answer to this question jason? How does someone find their it well tom? Let me tell you: it all begins with um.

You know, i think, a lot of agents put too much like we're talking about social media, we're talking about finding your identity online and using social effectively, and i think, a lot of agents. They approach social through the lens of i i don't know what i'm doing. I'm technologically inappropriate or there's fear or resistance, or i don't have time for this and so they're already coming into it with maybe a lack of knowledge or a lack of confidence and now you're putting on at the pressure to say, i've got to find my thing: Yeah, on top of that, and i find that to be really really debilitating and over a lot to carry damn see ya. Sorry, that's why i don't ask that question.

I knew when you mentioned that question. I was like sorry that was a strong word tom boss. Man tom, i work for you not anymore, i'm going on my own. I agree with you, but here's the thing we're seeing more.

The data shows we're seeing real estate agents. Don't have a choice anymore. Well, mortgage reps, don't have a choice anymore. Title representatives agree: every attorney's lawyer, you name it they've got to be out there in the public eye, so there's got to be a way.

I mean even like to your opponent like hey, i just i liked laughing. I liked having fun right and - and he took that and ran with it, so so is it so good? I have a thought because my clients and i've been talking about their video strategy for 2022 right quite a bit yes and a lot of them like i said this. One conversation with a client and she's, like i think, i'm going to do a quick answer segment. Next year, where i just you know, common questions about real estate, i'm going to quickly answer them in reels, and i kind of i was like snooze kind of 20 20.

right. It also sounds very self-serving, right yeah, which is the other thing that a lot of people are screwing up on right now, it's all about them, so so she's gon na, like what's in escrow. How long is the typical closing period - and you become completely substitute like somebody else - could do that for you right you're, not building a personal brand right, and i was i had this memory of when i moved to nashville. I was a wannabe musician.

I failed got into real estate by accident um, and i remember that when i went there there was this guy named bob levitz, i think, was his name and he had this really popular email newsletter that went on once a week right and everybody in the music Space, whether you were a wannabe or in, was subscribed to this guy's newsletter because he was gon na, say something brilliant every single week. Now he could talk about whatever he wanted to talk about. It was just whatever was in his brain, whatever he was passionate about, but i started thinking about that. I was like it was less about um what he was talking about, and it was more about people tuning in to hear what he was talking about right and it was kind of him as the means of imparting that knowledge.

It wasn't everything going on. It was just his perspective and i was like what, if, instead of quick answers, you just like whatever you're thinking about in the context of real estate, an experience you have with a buyer or a seller, or you heard, or an agent relationship you're going to talk About it and you're going to share your perspective as if every person watching is actually your client, and i think if you just said, i'm going to start talking to my phone as if it's my clients, i think you're going to find out in the end. What was my thing? I love that. Does that make sense.

I like it, because it's not it's not just it's. It's just salesy sales, these people, people be the authority by being the educator, just be yourself, and people will go either like you or they don't absolutely, and it doesn't matter because we're gon na have 14 million sales next year, like just in the us and the Best part is every one of those algorithms is trained to go. Looking for the people who do like you right, so let them work right, charisma on demand. Have you ever seen that account? No really, i'm kind of obsessed with this.

Have you seen byron? Have you seen it? I don't know okay, so so this is this advice, so my it's my uh, i think it's my older son was like hey. Have you ever seen this? I was like. No, i check it out on youtube.