Epic Instagram Tactics for Young Agents Breaking into Luxury

Hey, welcome back to the podcast. So over my three and a half decades, one of the things I pride myself on is the ability to spot talent early. And whether that was seeing someone like Glenda Baker, longtime client and friend, and saying to her, hey, you should work with Jason Pantana. You should definitely do more video. That would be really good for you. And she was like, oh, my star sound fairy. I'm not sure if I want to do that. And, and that certainly worked out. So proud of you, Glenda. Or even Shannon Gillette, right. Who's been on my show. And I've watched her. Literally, she won like an award or some opportunity and we ended up doing a podcast together. And I'm like this gal. Like, I wish I could like, buy a percentage of her business back in the day. Like, she was that good. Caitlin, who I interviewed in Orlando earlier this year, but today I got Celine Hanna, who I, Jimmy Mackin and I have been obsessed, obsessing over your content. We are so enamored by your grace, your poise, your energy, your communication style. But behind the scenes, there's just, it feels like there's so much going on, thoughtfulness in terms of how you do your shows. So I'm really grateful you're here today. So thanks for being here.

Thank you, Tom.

Yeah, so. So for the person that maybe doesn't follow you, and I've got my buddy Courtney here. Everyone knows Courtney. You should definitely, definitely follow Courtney on Instagram. She helps me with all my socials. So if you don't like it, just so rude. It's gonna be one of those kind of shows. So for the people that don't know you, give us just context how long you've been in the business. And then we'll get into all the social stuff, which is really what I want to talk about today.

Yeah, absolutely. So I was 18 when I got my real estate license. Three days later, I moved into my dorm at Cal State Fullerton. And my freshman year of college, I was hosting open houses here and there. And then I quickly learned that you cannot do real estate part time success successfully. So I focused all my energy into getting my degree, became a resident advisor on campus, got a the student body government, ended up being finance chair. And so managing a $700,000 budget for our university of 40,000 students.

Very cool.

Ended up being commencement speaker for my college, graduated with a finance and entrepreneurship degree and then went and got my loan. Graduated, went and got my loan officer's license when I was 22. Yes. And then went into real Estate full time and then real estate and loans, and then got my broker's license when I was 24 and, wow. Now I'm 26 and working hard and praying harder.

20 and old.

Yeah, I'm just playing. So.

So obviously coming from a family business, right? Your. Your dad has been doing this for a long time. Your brother's been doing it. What was sort of your initial like, hey, I'm. I'm gonna go get my real estate license? Like, what were you thinking back at 18? Was that your dad encouraging you? Was that someone else in your family encouraging you?

No, in fact, I think my dad wanted me to. To do something else.

Yeah.

But I think growing up and hearing being in the car seat, from the car seat up until I was 18, just hearing the lingo, I was like, oh, I. I enjoy this. And then just, you know, staring out the window because you don't have anything else to plant. You don't have a phone when you're that young.

Yes.

Staring out the window. Listening. Listening to more. It was basically a podcast all the time because he was on the phone all the time. So I think I just became adept to the conversations and the. The lingo of real estate, and I fell in love. And I was like, I'm. I'm gonna go full send in this. And I was very grateful.

And there you are.

Yeah, I'm so grateful.

That's awesome. So you got your. So you, you graduated from college. Congrats. Right? And then you and you guys went at the same college.

We did.

Go Titans.

Yeah.

Let's go. And then you got your mortgage license. So what was the inspiration to get your mortgage license?

Most of us are duly licensed at our brokerage. It helps. That's what I learned early on, that if you can understand the financing side of it, you can understand the real estate better. So, not that I always do the financing for my clients. It just helps me. I mean, even pre qualify, I'm not. I don't want to waste my time if I know my clients aren't qualified. I'd. I'd rather help them get qualified first or make sure they're qualified and then show them the property so no one gets too excited over anything.

Yes. So it's interesting. So I know so many loan officers, as do you, and work with so many great companies, from, you know, banks to these big, you know, monster mortgage companies. They usually say, we really don't want agents to be loan officers. So what's your take on that?

Well, there's a reason that Rocket Mortgage Just bought Redfin?

Yes.

I mean, the industry split back in 2008. You would know better than I do. And that's when, you know, things started to separate. I don't think separation was the solution. And you can correct me if I'm wrong, you know more than I do. But I think more regulation was what was required, 1,000%. So, I mean, less cooks in the kitchen when you're doing both, but to each their own. Some people love the real estate side of it. I love finance, so that's why I prefer to do the loans as well.

Yes.

So it just depends on who's who.

Yeah. I'm not making it wrong. So for my friends out there, I'd be curious if you're watching this, if you're on YouTube, what are your thoughts on that? What are your comments? Please let us know. So you got into the mortgage business, and by the way, you got in what Jimmy Mackin and I lovingly refer to as the champagne and cocaine of.

Real estate in 20, 20, 21 times.

So. So did you go through the wave of refinances and, you know, kind of easier, if there is such a thing? I don't think there is, but easier loans, lots of transactions, or did you jump right into real estate?

I think I was too young to really understand what that meant. I mean, it takes years to actually learn the business. It's. It's not an easy concept to grasp. So I closed a few deals and then immediately went on a semester at sea. So I left for four months, and then. And then I didn't really actually get started full time until 2023.

Got it.

So I think I left at the wrong time. I went on a semester at sea during the boom, sure, but.

And came back just in time for 8% interest rates. Congratulations.

Yeah.

So, all right, so let's. Let's transition. I want to talk about social. So tell. Tell our listeners what your social handle is, because I think they should follow you on Instagram and just get a sense as we. As we unpack some of the things that I see you're doing. So what's your social handle?

So it's Celine spelled like Selena, but with an e at the end. Underscore Hannah. H A, N, N A.

Love it.

I would love to connect with you.

Yes. So when did you first jump on Instagram for business?

That's a great question.

Yeah, I was doing it sparingly on my own, on my iPhone here and there and not gaining any traction. And then last year, I hired a videographer and we were doing things here and there, but we weren't really clicking. And then this year is when I hired the current videographer that I have. And we just, we mesh. So this year is when I started taking it seriously. So January 2024.

So here we are, it's like June 2nd or 3rd, whatever today's date. So really it's, it's just been the last like four and a half, five months.

Correct.

So. So prior to that though, you were on Instagram for like college and friends and buddies.

Absolute.

Was that transition like even when you, even when maybe it wasn't working the way you wanted it to, to make that transition from like, hey, this is me and I'm, you know, out of college and having fun and you know, screwing around to all of a sudden like trying to push a business narrative. What was that like?

I was always pretty business oriented, so I don't think it was a shock to my friends and family. It wasn't that difficult for me to just be like, I'm going to go full send on real estate.

Sure.

And any. Anyway, it shows that you have a life outside of your business when you post your personal life. So I think people probably appreciated that as well.

Before you had that first videographer, were you just shooting directly on your iPhone, like kind of walk through what that content looked like before you hired someone to collaborate with?

Yeah, it was like iPhone, me talking into a camera, sometimes those home tours, but they were not landing very well on social. It wasn't until I elevated my content that people actually started watching.

What do you think wasn't landing with those videos? Was it like the quality of it or was it, what was it?

It was lack of consistency.

Got it.

Lack of quality.

Those two, lack of consistency.

How do you define quality? I think that's like everyone listening probably went, okay, consistency, we know you've got to be consistent, you got to feed the algorithm. But quality, how do you define that?

So it's a double edged sword. When you use a fancy camera, it almost looks fake. It's like AI, so you can use an iPhone. I mean you could use both. It's just I guess putting the time and effort into editing. So quality in terms of like how much time did you actually put into making this, a video that people want to watch? So you can use a camera or iPhone as long as you put effort and thought into the content that you're putting out there.

So but what do you think the difference is when you look at like straight up iPhone? Like we know today on Instagram, anything with green screen news, at least from my world. Like that stuff gets more. Or photos of my wife.

Yeah.

Like that just always does better. Tomorrow's post of me shooting needles into my neck, like exosomes and stem cell and that kind of thing. So that stuff will do. It just gets more shock value. Right. But, but as you're doing this content, you're talking about quality. There's a place for this. And I see sometimes when it's too overdone, people just seem to like, eh, like it's like it's, it's, it's too like almost too much production. Where do you find the balance being.

Yourself in the video, Coming up with a hook that's strong enough to people keep people watching. In fact, I did get some feedback from my family that my, my videos are looking a little too picture. So it's kind of interesting to kind of reel it back and be more authentically myself. So you got to. It's like you're like walking a fine line. It's walking a tightrope.

Yeah.

Do you also think it's the quality of like the topics that you're talking about in the video that matter?

Yeah. You're seeing a lot of agents do the same home tours. Welcome to 123 Main Street. This is a three bed two. And you immediately tune out. I mean, I think you might have just tuned out when I was talking just now. I think what I say at the beginning of my video is mostly the hook is here's how much you need to make if you want to qualify for a $500,000 house. At the end of that video, the consumer is going to. Or the client is going to walk the. The viewer is going to walk away with, okay, I need to make $98,000 a year.

So how did you. Because that's a great hook. Right? So, so give me, give me the hook one more time. For the person listening.

Here's how much you need to make if you want to qualify for a $500,000 house.

Yes. And how did you like, did you have multiple hooks that didn't land? And then finally you hit that one and you're like, wow, this seems to be like really resonating with people. Like what didn't work in the early days of hooks?

Or was it more so of like this is what I would be looking at on social if I were looking for a home. Like this is the hook or something that would draw me into it.

I myself am looking for a condo for myself right now. And I want to know, before I fall in love with a place, how much do I need to make to afford it? Yeah. So I guess it does come from somewhere personal for me, but I love numbers, and I think people love facts. They don't. They want black and white. I mean, even though, you know, mortgages aren't black and white. Yeah, that's what I personally wanted to know. I think that helped. I did. I did play around with the wording a little bit. The one that has done the best was, here's how much money you need to make if you want to qualify. I did say in another one, the most affordable home in Irvine is listed at 400 something thousand. Here's how much you need to make. People tuned out pretty quick on that one.

Oh, interesting.

Yeah. Right? Yeah.

I like it because it's very personal. Because you're talking to me, you're saying you need to make this much money if you want to even look at this house. Right. Like. Like, I'm like, oh, okay, well, I make enough money or I don't make enough money, and, like, it provokes interest. So it's gonna be fun to watch. How many people, like, steal that now? Did you. Did you find that from somebody else?

No, that was something that I came up with, and I've noticed that other agents are trying to do it. I would just say be careful because I'm licensed to quote interest rates. Yes. That's the thing. I'm seeing realtors doing it, and they're just quoting.

Catch that part when you were giving me the headline. But, yeah, good point.

So I'm seeing agents doing it, and I don't know what the reprimand is for not. Or quoting an interest rate and not the apr. I don't Just, you know, put like, an asterisk or something.

Yeah, yeah, yeah. My lender shared with me.

Yes. All right, so. So you start in January. You hired this videographer. Someone's going to ask, so I'll ask it for you or ask for the person. How did you select your videographer?

It's a great question, right?

Because there's like. I mean, look at 1, 2. HECTOR 3. You know, like, so I'm surrounded by a lot of talent. Each of them have very distinct things that they are, I would say, exceptional at, but they're all different. So how did you find this person and how did you strike that balance?

So the second person.

Well, maybe tell us about the first one first.

Yeah.

Without saying the person's name, obviously.

Yeah, the first one. I am. I Would say type A with my business. So I really like things in a particular way. And when something's not like perfect in my eyes or acceptable in my eyes, I want things changed.

Yeah.

And so my last videographer, I think we would just bump heads because he was like, it's good enough. And I'm like, no, I want it different.

Not for me.

Yeah, for you maybe, but thanks. Yeah.

My second videographer, the one I'm with right now, I met him actually through Newport Run Club. Just mutual friends. Oh, that's cool. He was shooting videos for a friendsgiving party at Newport Run Club and we just connected and I was like, hey, I'm looking for a videographer. Can you do X, Y and Z? And he was like, yes. And I was like, all right, let's try it. And then it's been going crazy.

Do you have like homework or something that you're asking them to do? Like, hey, can you create a 30 second reel for me? Or can you do this with the content that I currently have that exists? Or like, what's your kind of trial period to find this person?

Well, all he's doing is videoing and editing. I come up with the scripts, I come up with the locations. I. So it's really just about like him knowing how to fix the lighting and fix the camera and.

Yeah.

Position me.

Yeah.

And edit it. So he. He comes up with ideas, but he's not in the business. It's not his job to come up with real estate and mortgage topics. You know, that's a.

That's actually a key point as I think that a lot of agents are looking for a videographer to come up with like everything and then them just show up and sit down where that's not specifically a skill set that they may have some people do. I think that it's like one in a dozen. But I think a lot of them there are there to edit and film.

Yeah, every. Every smart agent or whoever's listening, I just go right to my notes and I'm like, oh, that was a good idea. Oh, I just read something in a book. Oh, that sparked inspiration. Not going to shoot it now, but I've always got a list of like all the things I want to cover. So do you do something like that?

I always say my best ideas come to me in two places. One is when I'm working out. Most likely Core Power Yoga and Love Shout Out.

Two is in the shower. I love taking long showers. And that's where my ideas come up. And as soon as I'm done with my yoga class or my shower. I just jot down the idea, whatever is that's good.

So it's good to be 26 because you remember all that stuff by the time we get in the shower, like, what was I thinking about?

Where's my town?

Where's my town?

All right, Courtney.

Point. So. So I have been obsessed my entire career with trying to figure out, like, if somebody else has done something, there's an insight, a lesson, something. We call it R D, but not like research, development. Like, I can rip off and duplicate. Like, oh, what Courtney just said there was awesome. Now I'm not going to do it exactly like Courtney does it, but I'm going to understand her hook, her storyline, what was the lighting, what about that worked? And then do my own version of it. So my question for you is, like, where do you go for inspiration? Who do you follow that? You're like, I think that person's doing it right whether they're in or out of the real estate industry.

You, you're very kind. And I think my stuff is horrible most of the time when I do it. Not when you guys do it, but when I do it.

You do great.

Yeah. It's very raw.

You've been, I mean, you've been doing it for how long with The Flip camera?

2007? Yeah.

Yeah. But I think it's. It's more so of like, your personality is always there in your content, regardless of if we're shooting it for you or you're shooting it for yourself. Like, you're always yourself when the camera's off and on and it shows.

Yeah, I appreciate that. Thank you. So who else, who else do you like? You don't have to follow people, but I'm just more just curious.

I'm more so inspired by certain agents and loan officers who. Like your next guest. Yes. Who I'm inspired by because they just, they make a name for themselves, especially people who aren't supposed to be there. You know, in our area, there's a lot of people who are veterans who have been doing it for 40, 50 plus years. And so when this 26 year old shows up on the Newport beach peninsula trying to, you know, sell these houses, I'm sure the veterans are like, get out of here. You know, So I look up to them. Yes, those are the people I look up to, the ones that have really made a name for themselves.

Smart.

Are there people outside of real estate, though? Like, are you into like beauty vloggers or like, do you get inspiration from content that way.

Do you know who Blogilates is? Yeah. Hot Flex. The girl who sketches her designs.

Yeah.

I'm obsessed with her. Who else? I try not to.

I. I look up to people. Yes. But I try to come up.

Do your own thing.

Try to do my own thing.

Yeah. And again, like, I. I'm completely with you on that. You all. I think we always have to go back to, hey, that may have been very cool. I loved how this celebrity or that musician or this chef or this beauty blogger, but now, what's my version of that?

Exactly.

Right. Like, that's the key. Because if. Because if you just, like, cut their head off, put yours on, and, like, read the same exact script, it's more real for them, for their market, for their, you know, for their followers that understand their messaging. So that. All right, so let's talk about being 26 and breaking into the high end. Right? Like, that's. That's got to be easy.

Yeah. No, it's not. But I would say having a team really does help. Yes. And it's just having the confidence that's the biggest thing. I think that's the biggest thing that realtors need to have is just confidence, taking the risks. Like, I think the older generation wants to help us. They don't want to see us fail. They don't want to, like, slam the door in our face. They want to help us, but they also want to know that we're not going to fumble their biggest asset in life. So you just need to. To position yourself. Like, hey, yes, I'm younger, but I also have people with 40 years of experience behind me to make sure I do things right. And I have the drive to make sure that I do not mess up. Yes. So.

Sa.

Sounds like you've said that a few times. Is that. Is that like a. Whether it's a script or just a truth for you, a confidence builder? I mean, Your dad is 40, 45 years in business. You have an older brother who's in the business. And I was looking on your website, you guys have like, eight or 10 people on the team. So do you. Do you utilize? Do you recommend for someone that. My son Steven has just turned 25. 25. No, 24. I should know this. And he's got, you know, maybe a couple million dollars in escrow right now.

Nice.

He is selling in Hoboken, New Jersey. And I remember, like, just watching him, like, the first, like, you know, three, four times he's on an appointment. He's a very charismatic guy. But he. But he said Admittedly, like, I don't know how to answer most of the questions. So he would go, I'm with Jill Biggs. Jill Biggs has got the answer. And I think that's a smart play that a lot of people are afraid to do. And I think of, like, someone you should follow. Randy Burra, who's in New York City. I asked him, how did you break into the high end? And his answer on my show was, I started calling expired listings. But what I would say is, rather than, hey, you should list with me, he'd say, you know, I'm also going to partner with Courtney, who sells more houses, you know, more apartments in your building or in your part of town. I'm going to bring Courtney with me. And that was his way. He got in and he was like, hey, like, 50% of something's better than 100% of nothing.

Yeah.

And then once he had a track record established, he was off to the races. Shout out to you, Randy. Love you, buddy. I just saw him in New York. Like, great guy. So what do you think is the hardest part of breaking into the high end at 26? Are you finding it easier because you're doing a lot of social and they find you that way, or, like, what's hard about it?

Accessing them. Because a lot of them, these are their second homes. Yes. And so letters in the mail will only take you so far. So it's a mix of being consistent with mail, phone calls, in person, meetings, being. It's. It's a. It's a long game. It's farming. Yes. And so you have to just be in there in politely, in their face almost every month or every day or every week for years.

Yes.

In order for it to work.

Yes. So. So give us, like, if I was on your database or I was on your prospect list, how often am I going to get something from you? Like text, email, phone call, whatever it may be. Give me like, your. Your ideal cadence.

Ideal.

You don't want to overwhelm them because half the time they don't want to sell. Probably 80% of the time, they don't want to sell. So monthly or bi weekly, depending on where they are. So I. What I do is I find out which homeowners. Let's talk about the Newport beach peninsula.

Sure.

Most of those homeowners don't live. 50 of them are actually out of state. Or they say that they're out of state. Yes. So if they're out of state, if California is listening.

They do not live in California.

So you I mean really, if they are actually out of state, you got to send a mail or call them, but they probably don't want to hear a phone call for. They don't want to reach a, receive a phone call from you every single month. I mean that's a little excessive. So.

Find out where they are in their, their life. Send a mail every month, find out where they are in their life and then call them accordingly. And then email them if they give you your email. If they give them your email. Good.

I love it. Okay, let's go back to social. So when I was on your channel, shout out to Jimmy Mackin. Jimmy's like, you have to follow this gal. And I think the very first video that I watched was the story, by the way, I, I know Manny. That's hysterical. That was really great. That was a great video. By the way. Do you think they're actually going to turn that property into like, you know, some single family residences? Think they're a tear down. Do you think Manny would do that?

I signed an NDA.

Oh.

I'll text him after the show. Maddie, let's have a cigar. When you hear all about it, Celine says, but the video that you did about the property in Newport beach where you were like sitting on the sand, here it is back in 1990. Yeah, so. So tell us about this video because my goodness, 3,000 likes. 870 shares. 144 comments, including Jimmy Mackin and others that have all talked about this. So talk about that particular video and why you feel it worked.

You know, that's a great question. It's always the videos that I don't think are gonna work, end up working really well. For some reason.

I didn't think that people would really be able to relate to that or they would get a gift. I mean, I'm honestly surprised that it worked. Probably because of the personal aspect to it. My dad's been in the business, my brother and I, we're all doing it together. So people probably just felt if people love family businesses, they want to support them. You know, you're a family business, so that's likely what it is. It's just the personal aspect of it. Yes.

Yeah, it was. But it's also the lighting was perfect. The opening scene of you sitting on the beach. This house, was it your dad had sold it like 1990 and then here you were selling it. Whatever it is, you know, 35, 40 years later, it's, it was just a great story. But you, you touched on something. I want to unpack why is it that the ones we think are going to be so damn hot turn into donkeys?

They do. It's the weirdest thing.

It's like once you, like, release it to the universe, it's like, I'm not going to reward you for this one, but for this one I will.

It is. It's like. It's like the random ones where I'm like, sometimes the lighting isn't great, or it's just like this random, like, coming out of the gym, Saturday morning, hats on backwards. I look like a sweaty mess. I just went to Pete's Coffee to grab my wife something, and I'm like, hey, I'm thinking, oh, that video is gonna suck. And it's like 45,000 views. And I'm like, do I try and replicate that? Do I just say to myself, every video is gonna suck, and then it's.

Good, but with a video like that, or do you, like storyboarding it, like, walk through your process of creating that type of vision? Because you said that you come up with a lot. You know, all the ideas are coming from you. How do you kind of relate that to your videographer or who is involved in the video? What's going on?

So I. We batch videos, we do about five a day, that quality, and I come up with the ideas in advance and I just write them down after the yoga or shower, and that's. I just develop it from there. I come up with the concept and then the script comes over time. You know, within the week, I'll add to the script, edit the script. So it takes time. I think people tell themselves, I'm gonna film for social media today, and they expect to just come up with, like, a viral idea right then and there. You gotta plan. It's. You gotta. Social media, seriously. Like, you would take a test. It's important to take it serious because it's your brand. So.

Right.

Are you directing behind the camera? Like, behind the camera as well? Like, saying, oh, like, step over to the right a little bit. Get this shot.

I try to come up with the transitions. For the house tours, he'll use, like, doorways for transitions.

But he. He has the vision in terms of the camera and the lighting and the angles. So it's a. It's a team effort right there. Love it. Yeah.

So. So if we were to say to the listener, first of all, thank you for listening as always, or watching, if you were to tell them, hey, you know, if I was to start over, knowing what I know now, this is what I would do. On a daily, weekly, monthly basis. Like if you were to map out like, hey, the next 30 days, this is what I would do if I was starting over. Or as we've all witnessed before, if you go a little dark on your social channels for a while and then you come back, you're like, oh, no one's liking my stuff, no one's looking at my stuff. Well, yeah, you can get out of favor really fast on social. So for that person that maybe is feeling a little behind or that person just wants to take it to the next level kind of the way you did by hiring the second videographer, give me like a sort of scripted, I would do this, this, this and this daily, weekly. What would that be?

Yeah, I'll say getting started is the hardest part. I mean you tell your, you, you can't be perfect off the bat. It's going to take time to, especially with social media. Let's just focus on social media.

It's going to take time for you to develop your brand online. I mean it took me two years to find out, to find this videographer and to figure out what to post and I'm still developing. It takes a lot of time. So just get started, put yourself out there, ask people what they want to hear. You know, it doesn't hurt to, to take a poll and say, well, would you like to know more about what's on the market or do you want to know what's going on nationwide? What do people want to know? So I would say if you want to get started but you don't know where you, where to get started or if you're in the dark.

Get, get started. Just get started and ask people what they want to hear. Okay.

I love that. Have you ever, have you ever gone to a site called Answer the Public?

Yes, because of you. Thankfully.

Yeah. So I was literally talking to one of the biggest teams in Phoenix, Arizona today, long time client Shout out to George Lawton and we were talking about the strategy of like if you just know what's on the minds of your customers, you know the questions that they're asking. Right. So polling is something I do all the time in my stories. Like what do you guys think about this? What's the biggest thing that's frustrating you? What do you want to do? Like, and it gives me like the zeitgeist, like you know, what's on the minds of your customers. So I would definitely recommend that the other one is going to answerthepublic.com and then just typing in like, you know Buying a home.

Right.

And then just seeing what comes out of that, out of that search. And like, in his case, There was like 795 variations of questions that were relating to the topic that we wanted to work on on his blog. And he was just, you know, and George is a brilliant individual. They saw a lot of real estate and he was like, yes. So. So I would say to the person listening, go to answerthepublic.com, type in a couple keywords, see what's on the minds of customers. The other place that I love to go for is like Redfin's data, realtor.com's data, some of Zillow's data. Because if you can take some of those data points of what's happening, specifically, like realtor.com does a nice job, like, here's what's happening in 9265.

Right.

It breaks it down on that level. And then if you can look at that data, like, I find inspiration in the data. I find the story in the data. You with me, which isn't always the house as an example. So what other, what other things would you recommend? I mean, obviously starting is critical, but would you say do a reel a day, do more green screens, do more stories? Like, what do you think is hot? And same question for you.

Well, I would add on to finding ideas. I. I use YouTube.

Oh, yeah.

Because YouTube is a search engine. Like, I will type in the search for YouTube, like the first three words of what I think might be a good topic and then see all the other videos that came up.

Smart.

Because then from there I'm like, okay, there's not a lot of videos on this topic. One, maybe that's an opportunity for me. Or two, there are a lot of videos, but I can do it differently.

Bingo.

Because it is used as a search engine. So I like YouTube A. For that type of content or finding content.

I agree.

Yeah. And in terms of whether you should post every day or every week, if you have something valuable to share, post it or create the story and share it when you can. Not everybody has access to a videographer and can pay and so use whatever you have access to. So if you have access to your phone and you can use the green screen effect and what people are loving right now. And I keep seeing this gentleman in our area going viral for this is he keeps, keep sharing local news, like, for example, the palazzo, you know, or what's happening at the LA Olympics that's coming up. What are they changing around there so that people are aware of what's going on in their communities. So it's. It's just be involved in your community, Find out what's happening, and then make a video that will speak to the people around you. Yes.

What about the meme culture? What about, like, O.C. tuna? Do you follow O.C. tuna?

No, I didn't.

Oh, my God. Shout out to OC Tuna on Instagram. It's just a meme account. And they're like, every now and again, they're. They're kind enough to me. They'll like, make fun of me and.

Okay, I know exactly what you're talking about now.

Yeah.

I eat, I share it. I love it. But all they do is they just take funny things that are happening in Newport beach specifically. So there's. These are everywhere in every city has them, right. That somebody says, hey, we're gonna do, like, coffee and cars. Right? Well, they're just like, let's just make fun of all the funny things about living in Newport Beach. You know, like, everyone has a Range Rover. And, like, it's just. It's goofy stuff like that. What's your take on, like, the sort of meme culture? The making fun of or just. Or just trying to be funny?

It's. It's fun if you're good at it. I mean, if, like, if you're, like, uncomfortable.

She's basically like.

She's like, don't do it if you're not funny. Yeah, if you're funny.

Yes.

If you're not, please don't.

Yeah, I mean, post it on your story if you find something funny that you like. The broke agent posts, for sure. Stuff like, share it on your story, but don't force yourself to be funny or ask Chat GBT for funny stuff.

Oh, my gosh.

If you're not funny.

Yes. You know, shout out to Eric. Eric is funny. He is super funny. I was actually had. So Eric is the broke agent.

Okay.

And Eric was in my Dallas studio. Gosh, I want to say, like, maybe three years ago. And he walked in and it was like. Like, I like it to be cold, as you can probably tell. So I think it was probably like 60 degrees in the studio. And he was, like, literally shivering on the show. And I think it was. I think it was actually just a joke. Anyway, so we talked a lot about social. We talked a little bit about family business. We talked a little bit about, like, breaking in.

I feel like I found you very early. Right. I mean, even though you got licensed when you were 18, you didn't really start, you know. Well, Then you went away on a cruise or whatever.

It wasn't a cruise, it was for school. Okay, okay.

But now, now you're in. So. So what's next for you? What, what should we be watching for over the next year? Two years, three years, four years?

That's a great question. My dad always tells me we make plans and God laughs. So as much as I want to say I'm gonna have the best brokerage in Orange county. Who knows.

Yeah.

Where. I mean, I was never expecting this. If you were to to tell 18 year old Seline that this door would have opened at 26, I, I would have freaked out. So I do want to say thank you for because I know this is another day at the office for you, but to me this is a milestone. So thank you so much. I appreciate it. The next door to open, God willing, is something that's real estate related. I definitely want to stay in this business for as long as possible. Who knows? Eventually I think most agents get their license because they eventually want to get involved in investing. We were talking about owning property and having rentals. That's, that's the goal for a lot of agents and people in general. So of course that's on my radar as well as software. I think software is, is taking over and there's a lot of holes in software as well. So creating software or being a part of a software that helps agents. So keeping agents in mind something, creating something for agents by an agent is something that I'm working towards right now. So I'm still going to continue to be a real estate broker and try to grow my team. But I also want to have the ever changing business in mind because who knows, I mean people are joke, joking that we're going to have robots taking over and we're no longer going to be yes. Agents anymore. So you just got to keep an open mind with it.

You got a hot take on that? I have such an opinion on this.

Let's hear it.

So I'm an investor in Neuralink X AI. Like I'm, I, I have been dreaming about robots since my mentor Mike Vance, who used to work with Walt Disney and help Steve Jobs, like he was saying back in the 80s he couldn't wait until we had a robot that could clean our house, mow our lawn, et cetera. And I've talked to agents, like I'm not going to say one of my very famous real estate clients who was like, aren't you afraid that we're just going to be taken over by robots.

By Robot Will Smith.

Have you seen it? I have. And I'm like, I was like, like no.

I actually think about robots from the standpoint of like my almost 98 year old mother in law. So, so if Kath and I decide to go to dinner, we, we step away from the house for you know, 90 minutes or two hours and I think about this beautiful 97 now about to be 98 year old lady sitting there at the house by herself. Yeah, she would be better served with a caregiver, a robot. Like, and I know some people say, oh my God, robots, you know, someone's going to take them over and they're going to kill everybody.

Like they're like mean to her, you.

Know, you need to, I don't know, read less science fiction. Like I don't know, just get some facts. I do think in the next three to five years we're going to see obviously autonomous driving is like right around the corner. It already exists, but now we need to have like legislation make it exist for everybody. That's going to be a game changer. Robots, I think robots, like maybe at the open house answering questions, an unbiased AI solution. They're like, thank you so much for coming. Selena's currently with another client. Is there a question that I can answer for you? I think that sounds, sounds awesome. I think it's going to be like everything else. It's going to be the agent that innovates, the agent that takes advantage of what's going on. Not just in the culture, but using technology to create a more reliable experience for customers. Like that's the only game, at least in my opinion. Always and forever create a more reliable experience for customers. Robots, AI will follow up when they're supposed to. I'm a human. I sometimes miss. Do you ever miss?

Of course.

Right? So, so, so the robot won't ever miss. That creates a more reliable experience. Like that's where my, that's where my head and heart goes. I could be wrong. I want to know, what do you think? Are robots going to take over the world and kill all of us? Just let me know in the comments. All right, so I can't wait. I'm going to see you more. I want to continue to keep watching. I'm super proud of you. Thank you for the shout out back. Like I reached out to you and I was like, want to be on my show? And you were like, yeah. You didn't say, is this someone spamming me? Like what's going on here?

Is this a robot?

This is the Tom Ferry robot. And thank you always. Right. And you definitely, if you follow her, you're like, it's. She's just doing remarkable work. All right, so we're going to wrap up the show. Thank you. Thank you. And most importantly, thank you for listening, for commenting, for sharing. You know how much I appreciate you. Thank you so much. We'll see you on the next show. Take care.

Sa.