6 Lessons from 230,000 Coaching Sessions | Outliers Series

So here's the thing. Entrepreneurs, leaders, salespeople, we all want to create consistent, repeatable, and scalable ways to grow our business and our income. And we want to do it better, faster, and more seamlessly. Why? So we can actually enjoy our lives, take vacations, and spend the quality time we want with the people that we love. How do we do all this without spending a fortune or running ourselves ragged? That's the big question, and this show is dedicated to the answer. So what have we learned after 200 years? 130,000 completely anonymized coaching sessions inside of our platform. But there is a difference of six things for someone who's an outlier in terms of performance and somebody who's underperforming their potential. So for this show, I'm just meeting with great people that are those outliers to help you understand what are the behavioral changes you need to make if you want to have outlier performance. So today I've got Chase Giles in the house. Thank you so much for joining me, man.

Tom, it is a honor to be here. I'm so thankful.

So your coach said you kind of off camera. Your coach was like, you have to interview this guy.

Well, means a lot. Christie's the best.

She is. She is exceptional. So give them some back. Like, we were talking off camera for my friend here, like, you know, 10 years in the business, but, like, four years you were in college with a real estate license.

Yeah.

Give us a little backstory on. On that, and then we'll get into the whole story behind what you do.

You do. Of course, when I was in high school, my parents got their licenses, so I was kind of around it and quickly kind of fell in love, like always had had an entrepreneurial spirit, and in college, knew that. I liked sales. I liked architecture. Like, probably it seems like a decent path, and then, like, hustled my way through it while I was going through school, so didn't take Friday classes, would come home on Thursdays, work, open houses, work some buyers. It's summertime. It was kind of like an internship in some ways. Sure. My parents were very much so, like, you're on your own. Like, we can. You can ask us questions, but no leads or anything, which is a great way to learn. And.

But they were new to the business also.

Exactly. Right. So, yeah, fair, you know, so they're none of us know, focused on themselves a little bit. But, yeah, like, after college graduated, said, I'm gonna give this a really good committed shot.

Okay. Chase, hold on, though. Did you sell any Homes in college.

Yeah. Yeah.

How many?

Probably three total. Probably one per year. Okay. Realistically, you're not home for enough time or those things, but it was a great way to make sure that, okay, after senior year, I want to give this 100%, like, did I have enough exposure to, like, to enjoy it? And. And so I am still in my market that I went to high school in, which is the Woodlands. And so that, I think is a great advantage of that, like, hyperlocal expertise.

100%. So just for context, for the listener, you're in Woodlands, Texas, kind of outside of Houston.

Right.

For those of us that know. Where are you going to college?

Texas A and M. So an hour and a half. Yeah.

Okay, so.

But.

But an hour and a half when you're a college kid is like, you know, airplane away.

Yeah, exactly.

Right. So to. To come back Friday, Saturday, Sunday, work real estate, then go back to school. Plus you're taking tests and exams. Did you have any social life in college?

We did. I mean, it wasn't every single weekend, but it was a. It was definitely a commitment. You know, I wanted to, you know, make sure I invested. And I was also hungry. Like, I'm, you know.

Right.

Like I said, like, as soon as I graduated, it was three open houses a weekend. So I. I wanted to get after it. I saw the potential of my dad prior to real estate, like, and still is in the sales, you know, capacity. Right. He still has that kind of job. And so seeing that there's, like, you can make what you put into it. Yeah. Was really, really attractive. So.

So you get out of college, you go straight into real estate.

Yeah.

Right. Already licensed, working with mom and dad. Or did you go on your own?

Kind of on our own. I mean, it was still the Giles real estate team, but like I said, they were, you know, feast or famine in some ways, and just really found my niche kind of early on with video. Right. Not only was I new, but I was also young. And a great way to instill confidence in people you're talking with at open houses is to memorize your data and to make a video about it. Right. So I could post on social. It was pretty rehearsed at the time, but it was very informative, I think, to, you know, my friends, parents. Right. People that actually owned homes. And then I could use that same days on market market stats, pool. No pool at the open houses that I was grinding out on the weekends.

Right.

And so that was a great way to get the reps and get in.

Front of people and isn't it interesting because, you know, getting in the industry very young, right? Very young. We look like we're 12, but knowledge equals confidence.

Yes.

If you know what to say and you have data points that they don't have access to, it's. It doesn't make us a genius.

The three other realtors, they know go, oh, market's good. Right? Things are great. Versus, well, do you have a pool or do you not have a pool? Or what village are you in? Is it the zip code? Or, you know, are you behind the gates or not? Right. And very quickly, it's like, oh, wow, okay, this is. I can talk to my neighbor about this. Did you know that there are 10 more days on market this month than last month? Right. It's. It's. They're tangible for them.

I love it. I love it. So this show, Chase, it's all about what we've learned inside of the230,000 hours that there are basically five or six triggers, five or six things that we look for that create an outlier. And congrats. Right. Your coach, when I put it out in the network and they said, I said, I need somebody that set a goal, but they overachieved on it. Your coach really said, oh, you got to talk to Chase. Right. Set a goal last year for half a million dollars in GCI. If I have the numbers correctly, finished at 545. 21 million 40 signs, 23 buyer sales, 17 listings sold. But we definitely need to unpack 17 of the 40 from YouTube.

Yes, sir.

That's another outlier. So I'm going to ask you a bunch of questions about the psychology side just to get your. Just whatever. Whatever comes to your mind. Share that. So why do you coach?

Ooh, in 2020? I had. the time, it was my best year. And I thought to myself, I was not in coaching at the time. I was like, I probably should be doing this. And really, it was the pain of the idea that I might be 30 or 40 years old and look back and go, I was making more money when I was 24 than I am today. And I've also heard it said that, you know, oh, these, you know, legacy agents, they've been in their business for 30 years, but it's 31 year repeated over and over. You know, just like, start over. And I was like, I want a business that I'm proud of, and I want a business. I don't want just a job. Right. And so that was really motivating to me was I Need an infrastructure. I need the knowledge. I need the. You know, to be honest, at some point I was. I surpassed my parents kind of mentorship. And so I was looking for that next, you know, guidance direction. And ultimately, you know, I went to a listing edge in Houston, so. Thank you. Fidelity. National title.

Yeah. Big shout out to fnf. I'm curious. I know your coach very well. Is she the only coach you've worked with?

No, I've had one other coach as well.

Okay, so you've had two different coaches in the last couple years. Your coach has a tendency to care front people. She cares. So she confronts you.

Oh, yes, yes.

When that happens, how do you respond? Lying as the devil. I can watch all your Internet. Right. Um, how do you respond?

I actually. I think I respond well to it. And. And that's what actually kind of made me look into a second coach. Right. Or like, look, look, to make a change is because I wanted an intimidation factor. Right. If I didn't show up, if I didn't say that I do what I said I was gonna do, I wanted to, like, feel it. Exactly. And she's not. I'm not like Scar Kristi, right? But she has a. A one. It's a wonderful, you know, fear, I think, a healthy fear, if you will. So I lean into it in ways, but I think that she will ask me things like, well, what does your wife think about this? Right? Or she'll maybe play into. I also love to invest in real estate, right? So it's like, okay, well, if you don't. If. If we don't look at this, how much is this costing you? And does that mean you might not be able to, you know, invest in the next deal? It's like, okay, we're doing that, right? So, you know, you know, she knows me well, so she makes sure, like, she is making sure that the. Like, I'm showing up for my best self. Yes. Or the self that I want to be. Right.

One of the. And I know you won't be shocked by this. When we look at sort of that first trigger of like, why do you have a coach? What the data told us was we need a mirror. I need to be able to look in the mirror and say, like, hey, you're You. You gotta get on it. Not to the coach, to yourself.

Right?

And that's what it creates. And the interesting thing when I say underperformer, just to be clear, we have thousands of clients that make more money and sell more houses than most of the people on the planet. But they're underperforming their potential.

Yeah.

They say they want to do this, but their behaviors are here. And if your behaviors are here and your goal is here, you're going to be out of whack. So one of the interesting things was the insight was a lot of the clients, the expression was I use coach as kind of like this outlet for stuff instead of this reflection. And it was just an interesting subtle little adjustment between. I use it because I need to have a little that fear. I need like I want to do better and they're going to help me do it versus I just want to tell them things and see what happens. And it was, it was that like that clear. When I say that what goes through your mind?

I think it. I actually am thinking back to conversations that her and I have had where again like she knows me and it's that. What did you call it again? The.

The carefrontation.

Carefrontation. Yes, it is. She's maybe putting the. My goal reflection in front of me. Yes. And I'm able to see the, the difference between the two. Yeah. And I am myself. And you know, with her guidance, like ratcheting myself up to the caliber that 2026 Chase can be.

Bingo. Bingo. Well said. So how goal oriented are you?

Very. I. Even if it's not, even if I'm not going back to check it, you know, and like say, okay, this is where I'm at on this specific goal. I love dreaming in ways and goals are in some capacity a dream. Right. I mean very, very planned out. But I don't want to be aimlessly wandering. Yeah, right. You've talked about like living at a level 10 in every area of your life. Yes. And life happens in to us so fast. So if I don't know what direction I want to go in, it's going to just plow me down so big. Like goals are big for me just even if it's a general direction. And as I start down the path and take my next best step, well, it's might deviate and shift and you know, maybe I find out that I'm exceeding my goals. Right. Or there's other, you know, non unit real estate goals as well that I, you know, set for myself and for our marriage and for, you know, what we want our lives to be. But it's, it's a, it's a big part and sometimes I have to ratchet that back in with either friends or smaller groups and things. It's like, okay, I realize not everybody's.

Crazy, but yes, as obsessed.

Exactly.

That word comes up a lot. Right. And there's some people will say like, oh, you can't. You don't be so obsessed. Well, I don't know anybody that changed their life or changed the world, lost £100, got themselves out, that didn't get slightly obsessed. Yeah. So I, I honor it. I love it. So. So let's talk about something else. If I said to you emotional regulation. You said it earlier. Life is coming at us fast. Deals, dollars, transactions, things fall apart. People tragically leave our life. Sometimes they pass away. People, you, hey, you got cancer. All this stuff is coming at us every single day. How do you. Or do you have some emotional regulation so you're not just freaking out every time something happens?

Yeah.

How do you do that? Do you do that?

It's probably running. I love to run. I'm a runner and I will often replay conversations in my head or no music. Right. It's like just me to watch of, you know, maybe something didn't go the way I wanted it to. And it's like, okay, how would I have sharpened that scenario? Like, like what would that have been like? So that when something else happens down the road, I'm. I've already kind of role played it out in my head a little bit. Right after I graduated, I was living at home and my mom got diagnosed with breast cancer and my dad spent like 30 days in, basically in the ICU. Yeah. Intubated and. And I was in charge of everything basically. And so there was a really hard season really early on of trying to work, trying to help them, trying to provide. Right. That makes you grow up really quickly. And I remember some hard times, some dark time, you know, like it was just a, it was a really tough season. But slowing down, running, frankly, caring for yourself a little bit. Right. Really helps get me through that. And yeah, playing those out in my head helped. I think the important stuff kind of rise to the towel too. Right? Give me a little space. Disconnect from the phone.

Are you easily distracted?

Yeah.

Hey, it's Tom Ferry. Question, what's your favorite social media platform? Are you big on Insta? Do you love to tweet no matter where you answer? I'd love for you to connect with me there. All you got to do is just type in omferry and follow and lets you and I connect. I want to be able to deliver the right content, the right ideas, the ways to help you grow your business. Stay fired up, keep moving, be in action and run plays that work in the platform that matters most to you. So subscribe and I'll see you there soon. Hey, if you're listening to this in a podcast and you're saying to yourself, I might be underperforming my potential and I want to become an outlier, I go back to the show notes, click that link, schedule a session with one of my teams. Let us help you become the outlier you deserve to be. Are you easily derailed?

Probably. No. Yeah, I like projects. I like, you know, I'm a forever student.

New ideas, exactly those kind of things, you know, and, but let me ask you, are you easily offended?

No, I don't think so. Yeah.

And you said that with a smile, which I appreciate, but go back.

There's some deep cut, right. You know, on YouTube, people say things like, whatever, right? It's, it's, there's stuff like that. But I, I do, I welcome. I'm, I'm happy to be, you know, hey, constructive criticism all day long. I think we can always. My mom and I are actually great about this. If we go to a listing appointment or something together and, or we have a conversation and I'm like, hey, I would have maybe done this differently. She can take it, you know, and she can dish it out, too. And she's like, maybe don't, don't do that. I'm like, okay, I appreciate that. You know, Love it. So I love that about coaching. It's just we're, we're, again, if we're not, if we're not going in life with a plan, like, it's, it's happening to us. And so, and coaching really, I think, helps. Helps that rudder stay straight.

There was a phrase that kept coming up in our data analysis. It was either life happens to you or I happen to life.

Oh.

Like, that was like directly extracted from, you know, a gazillion coaching conversations, literally of, hey, it's either life happens to you or I happen to life. And I, I mean, I immediately wrote that down and said, I'll be sharing that this week. Right. Like, that's what a wonderful. And you're, that's what you're talking about. So let's go a different direction. If I say to you, emotional regulation. Got it. At this point in your career, do you now see the pattern as it's starting to unfold? Like, this deal is going sideways. This agent is not going to work out. Do you know what I mean? There's nothing like. Or, or, or does it all still feel new to you?

That is what I like about real Estate is for the most part, there's like a lot of great structure, but each deal does have its own, like, excitement and connections and family's interests. Right? So yes, I mean, yeah, you can, you can start seeing stuff pretty early on. Even just getting an offer, right. You're immediately like, oh boy. Yeah, I got a ton of edits for you on what this is going to look like this weekend. I was, the family was in Town from YouTube and we were touring and I could tell that like the motivation maybe wasn't exactly there. I call it a discovery trip and I get to be their tour guide for the weekend. And it's one of my favorite things that I get to do, brag on our city and all these things. But just kind of internally was like, I gotta, I gotta make sure that the requests or the extra time that I'm spending is like, I'm getting the green flags from them on timeline, frankly. So, so yeah, I think in due time you start to see through some stuff or navigate around, you know, like just even pulling up a listing, right? You're like, oh, that, you know, the way these photos are taken or the way that this is. You can start to see some of the writing on the wall.

Yeah, the. One of the, one of the sort of outlier, outlier insights was pattern recognition. The ability to just almost like the movie the Matrix, you know, you're like, you start to see this is just software. And you're like, okay, I see exactly what I have to do. Here's the play. And to your point, every deal, every client, every opportunity, every business, right. Has all these crazy nuances. But if you don't see the pattern, you just to your point earlier like that. And it's not all better. And sometimes it's newer agents just repeat the same year over and over and over again because they never see the pattern. Right. So, so last question about this then. I want to get into some, some, some details.

Cool.

You hop off a session with Christie. What do you do?

Sometimes I'm running to an appointment actually. So that is, that's it. What we've been way better at is actually. Or I have, I think after the fact that, and I've been honest with her about this too, of me saying, you know what? I've been really good about knocking out what we've been working on and I do show up with, you know, great results and I'm happy and all these things. But some of the more like systems based stuff, I need to maybe dedicate another hour. Power of, of Just working a day on coaching things that we're doing. So I'm actually transcribing. I'm using the data from Revi and then putting it in my own. Claude. Yes. You know, and I have my own project there that throughout the week, I'm. Okay, what's next? Oh, this is the thing I talked about that I didn't do or that I did do. Great. Let's expand on that and we'll work through it. So that has been wonderful for me throughout the. You know, I can talk to it while I'm in the car or something real fast and then come back to it a little bit later. But that's been the. I do find that I have, like, an appointment to run to or something.

And that's a good thing.

Yeah.

As coaches, we're like, we want you. Hey, the goal is you sell more houses. Would you be shocked at all to hear. And then I'd love just your input on this, that we tracked the difference between an outlier and an underperformer. And I want to keep stressing an underperformer does not mean they're bad.

Right.

It just means they have a goal of this and they're underperforming what their potential is. Like, they haven't changed their under potential. Yeah. It's like. It's almost like under behavior, there's a better way.

Okay.

Because they're. I mean, I have clients that are wildly successful that are underperforming their potential. They haven't aligned their behaviors with what they say they want to do. One of the interesting insights was they hop off their session and within 12 hours, they've already taken action from what they committed to.

Oh, wow. Okay.

Like, that was it. It was. It was like. And within 36 hours, if it's a bigger project. Right. Like, I'm going to go rebuild the system or I'm going to now decide to hire that. Like, it's a bigger thing than they were setting aside time exactly as you said, to work on that project. But it was like. It was immediate.

Yeah.

Like, action solves everything. I mean, I have to go on this appointment and I'm gonna context switch. But it's in the calendar.

That's great.

Thoughts.

If it doesn't happen within. Yeah. 24 hours or even 12. Right. Then you're probably forgetting great nuggets or details that were. You know, it would also be curious to know how many people in coaching are rerecord or, like, re. Watching their. Oh, yeah. Their videos. Right. Or downloading Them in some capacity. Right. To then further reference them throughout the week, or are they just having a bunch of. Are they having 50 single coaching calls throughout the year?

I'm going to check on that. Rj, you got a note on that? What percentage of the clients rewatch their own sessions? All right, we know it's high because we watch the usage, but it'd be interesting. Let's, let's, let's do a pattern map on that. Let's see what you know, let's see what that tells us. Okay, so everybody watching. Thank you very much for watching this, by the way. You're on Instagram and YouTube.

Yes.

Can they watch your YouTube channel?

Yes, they can.

Okay, so tell them your YouTube channel because we're about to start talking about how he did 17 deals from YouTube. So, so what's your YouTube?

That's Chase Giles, the Woodlands Realtor.

G I L E S. Right. So Chase Giles, the Woodland realtor, Woodlands Realtor. All right, so, so.

And on Instagram, chasing real estate.

Chasing real estate with underscores. I love it. All right, so how long have you been doing YouTube and when did it finally start to work? And then, so let's just go there. How long you been doing it? When it started to work?

2020 is whenever we posted our first video. It was the first like listing tour out of necessity.

Right.

We got to get people in this. We got to see that, we got to advertise it. Yeah, that went well. I've felt natural kind of in front of. I actually used to work at our church in high school. I was behind the camera.

There you go.

And so I just, you know, knew a few things, I guess, or like saw saw coaching happen on the other side and then started making. That was a list. Then started making living in, moving to the Woodlands area videos. And pretty quickly after that, there wasn't as much competition. It wasn't as crowded, I'd say within two months or so, I actually had my first YouTube buyer lead and just sold their home again. So they moved back to Arizona. That family did. It was kind of crazy to see it come full circle. So, yeah, 2020.

So filmed it. Was it like over the top editing? Was it, you know, it wasn't a flip.

I've always wanted. I've always wanted a high level of production, but it's not like if you go like, Ken Posick will reference, like his OG stuff and it's great and 10's a good friend. But it was, it was a little bit more edited for sure. High Energy quickly surpassed, like my photographer who did some video stuff, his level of what I was looking for. So then ended up bringing somebody on. Had even gone past that now. But.

But, yeah, congrats.

So. But they're cringy to watch now. Of course. Look at my stuff from 2007.

Most of my video started like this and ended.

Right. You are both. Which is now back in. Right. For sure.

What's old is new.

Exactly. So.

So if someone's watching this and they're like, all right, I'm going to go check out his channel. I see YouTube not as something that's going to derail me, but it's going to help me achieve my two or three most important goals for the year, which is attract more clients at low acquisition cost. Because if you want to talk about the lowest acquisition cost, number one is email. Number two is like any inbound lead that you generate from content marketing, because they know you, they like you, they trust you, they already get your vibe. Is this mustache real? Let's. You know, like, all that kind of stuff is answered in YouTube. What would you say are the top four to five videos they should start with? They just kind of rattle off, like, you and everyone else, you know. And you mentioned Ken. Ken is one of my personal clients.

Of course. Yeah.

On fire.

It would be top neighborhoods in your area.

Every one of them. Or top neighborhoods. One video.

I say, oh, I think. I mean, that's what's great about it, is you can just keep on healing the young. Exactly. Yeah. Take three or four top neighborhoods and do that.

Yeah.

I'll speak for. For me.

Right.

Because it's just. I'm just so. I don't really care about Houston. I want the Woodlands. I want to own that. And so.

So very narrow your focus to the actual area you want.

I'm comparing tax rates. That's big in Texas. Love it. People have those questions. So the videos are not videos I want to make, but they're the videos that they're plugging into Google. Right. Flooding. Oh, my gosh. We're moving to Houston. Everything floods. No, it doesn't. Right. Yes. So that we just remade that video, actually.

How much is flooding happening? And here's the answer.

And so that's exactly it. Schools. Schools are. That's a big reason why. But to say, hey, I'm going to go be the kind of the mayor of the town stuff is not where I would start. All right. Best burger, best coffee shop. They're really not searching that. They're wanting to know my kids what am I going to do for fun, maybe. Right? But it's the. It's the boring stuff, actually.

So I'm going to say this to my friend watching. Think top of funnel, middle of the funnel, bottom of the funnel. What Chase is talking about is the bottom of the funnel questions that people are asking. I'm moving to Melbourne, Florida. Do I want to live on an island? What is the inner coast? So they're asking, like, these super narrow questions. And to your point, it's the boring stuff, but not for the 22 people that watch it, that are at the bottom of the funnel. Spent all their time on Realtor, all their time on Zillow, and finally, bam, somebody is answering my question.

Frankly, I mean, it's not a huge 125,000 people, so I don't have a crazy amount of subscribers or even, you know, tens of thousands of views on videos.

Yes.

But they're really good leads. Right? Like, it's much more deeper than wide. And another one that you're talking about, like, they've been. They've just been stalking realtor.com and is we take our price points so you can. You, as. As agents, we can focus on what type of buyer we. Or person we want to work with. Of course. So I want. I'm trying to, like, ratchet my price point up to a million dollars and above for most all of them, but our average price point's like, just under 700. Yeah. So, okay, I need to be making videos. So we'll go Tour. What does $600,000 get you? What does 800,000. What does $400,000 get you? Right? And we'll do a little intro. We'll tour three houses in between those. We'll talk about the schools. We'll show you the parks. We. We do a ton of drones because we've got a lot of trees in our area. And people consistently say that's one of their favorite things, that they got to see the actual stuff, you know, So I really like those price, you know, bracket videos as well and like to show them. Like, what is. What does this touch and feel look like whenever you want to buy an $800,000 home?

It's beautiful. Beautiful. So you gave us this sort of laundry list. If there was an adjustment you knew you needed to make on camera to really connect with people, what was it?

An adjustment?

Maybe something you learned behind the camera at church that you tran. It translated well into you when you were in front of the camera.

For me, it's actually walking, I think My brain like doing talking head content. Yeah. It, I, I actually don't do as well with it. Sure. So when I'm in motion, I think it connects more with people. They get to see more of the area that we're in and it kind of keeps that part of my brain, you know, your best thinkings when you're driving kind of situation. Right. So I find that I maybe get my trains of thought across a little bit better when I am, when I am walking. But that was just something to like keep them engaged. It's not just stationary. So I think that's been a good, good thing for me. But I've just like always been doing that.

I love it. Mistakes to avoid on YouTube talking about yourself.

Right. They frankly don't care. You have to earn the buyer's trust or the client's trust. So I don't introduce myself until three or four minutes into the video if needed. Yes. Because I don't want like Christy and I were talking about metrics that we want to see improve subscriber. I was like, my one is going to be, you know, view duration.

Right.

And then how many clicks are we getting on our QR code or on our landing page. So that would be one as well. And then.

Yeah.

I think realtors try to talk about themselves too quickly in, in videos. That would be one. And then we have recently started to try to chop things up a little bit more. Their attention spans getting shorter and shorter because of TikTok and all those things. So we try to, instead of doing one minute take on as we're walking, we'll just do that into 15 second blitz as we go and just. Great. Turn this way.

Yes. And now and then this one right there.

So it's not any more work necessarily, but it's just.

Hold that thought. Switch direction.

Exactly. Right. Yeah.

Have you studied cinematography at all?

I have not. And, but my videographer, like his actual like full time job, like his, what he does during the week is he works at a different church doing communications. Right. But he loves that he gets to actually still edit and all those, all those things.

So I started this by asking at what point did YouTube start to work? And the answer was immediately. Could have been a moment of time. Right. Because it was 2020 and this is how we were going to just, you know, be discovered and discovered and promote your listings. If somebody was starting today and they really dug deep and found out the questions that are at the bottom of the funnel, the really weird, nuanced questions. Weird's the wrong word. But nuanced, very specific questions and they started filming that content. What expectation would you tell them for maybe the first client inbound and what better be on the video so it's easy to get the inbound.

Okay, that's actually where I was going that second part.

Yeah.

So I would say if you're just doing video, six months.

Okay.

Right, fair. Now the algorithm's always changing, so we never know what like some of our videos like will pop off randomly. We're like, what happened?

Why?

Yeah, if you commit to the really cool ecosystem that is in addition to video. So this is kind of the whole media that we have data, video post it VA takes it transcribes it summarizes it, it becomes its own blog. That blog can then become a Google my business post. Right. We can create artifacts through Claude that people can search. We then can take, you know, piece like the whole blog goes on LinkedIn. Exactly right. And then from Facebook we can post that back to GMB and.

Yep.

So if you commit to all that now you're ranking higher for the LLMs. Right? You are. There's a lot, I think more. Maybe a year ago it probably would have still been closer to that six month range of, you know, depends on how consistent you are in those things. I'd say if you're posting weekly and you're, you're, you're answering good quality questions, I think it could go down to maybe three months if you really committed to that. Because if you search about questions about the Woodlands, Texas, not like who's the best realtor, but I mean, which does work. But it, I mean it is all of my stuff. Christie one time sent me a screenshot and she was like, this is, this makes me so happy. Yes, it was referencing all of my blogs and all of my videos all right there. And so I think that people can, if they commit to the follow up stuff of the extra posting using the same video, they can accelerate their time to a lead.

And then the last part of it is what is the CTA strategy? The text me, call me, QR code like because, because the, the knock on YouTube forever was, it was the place where I would go to learn, get to know them. But then I had to leave the platform and figure out how I was.

Going to reach them. Totally.

How have you solved that?

So again, yeah, about three minutes into the video or so we, I mean, actually I'll back up even a little bit further was we were a couple of years ago watching the super bowl and like, you know, Netflix or Somebody has a QR code on the screen. I remember commercial. Yep. And I was like. And I just looked around and everybody you're with was like. And YouTube tells you this stuff, which is great. The majority of people that watch my videos are, you know, families, men. I assume that they're the ones that have logged into their family's YouTube account on their TV, on their home TV. Yes. People call. They're like, we're. Our family. Loves you. We are watching you right now on our tv. I'm like, amazing. So that just kind of clicked in my head of, wow. They can. They're on their phone probably searching, but they're on their TV watching. So let's try to do this at the same time. Yeah. So yeah, QR code takes them to a landing page, info page from them. It also there's a link in the bio. Right. Or like in the comment section that's pinned. Same landing page. From there, it gets zapped over to my CRM. We all get notifications about it and then we're kind of. It's a little bit more manual follow up. But I like that piece. I like to do a discovery call with them. So. Video conference call where. Yeah, exactly. They're not interviewing other agents. Right.

You're the guy.

Yeah, you're the guy. Talk more about the criteria. I want to learn about their timeline. And then I talk about our next step being our discovery trip. So I want them to schedule a time to come to the Woodlands. I pick them up, we get to show them around. They get to touch and feel those homes. By the way, if we're going to be looking at houses, I am going to need you to sign my buyer's rep.

Hang it up.

Right. And they're like, amazing.

Yeah, yeah. No objections.

Exactly.

Of course I'm here.

I've got a little bit of paperwork for us to do. I can send that over after this call. Right. And then really, the hardest piece of it all is post discovery trip to purchase. Yes. Call it four months. It's the CRM follow up. That's the hour of power. Right. That's where the. That's where you gotta be good. Right? So who cares if you got a lead if you're not following up on it?

Exactly, exactly.

And I still gotta remind I'm not perfect with that too. I mean, like people that's like, that's.

That coaching mirror again. They're like, hey, coach, I missed Tuesday, but I'm back on it. Like, I got it, I got.

Exactly. So.

So, Chase, this was exactly what I was hoping for. And I just want to, I want to first congratulate you and I want to thank you for just being open and sharing. And there was, there was no prep in this show. It was just, I'm going to ask you some questions. Here we go.

It was like, I don't know what's, what's coming for me, but I'm excited for it.

But you, but you shared openly and freely and that's all I was looking for. So as we wrap this up, I hope you take the time to follow him. I hope you go to his YouTube channel, check him out. Obviously there's going to be a bunch of nuggets and insights, including that little three minutes in when he finally does the QR code. I think that's going to be something great if video is your thing. Otherwise, think about all these outlier insights. Once again, here we are in front of somebody that's hitting every single one of those triggers and that's why he's over performing against his potential. And that's what I want for you. So thank you, my friend, and thank you for watching. We'll see you on the next show. If you want more information about this episode, including my show, notes, mentions, links and everything else, make sure you visit tomferry.com podcast that's tomferry.com podcast thanks again and talk to you soon.