New Agent, Massive Sales: The Real Estate Success Formula | Tom Ferry Podcast Experience

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.

If you're a brand new agent or you just feel like a brand new agent when it comes to a new year, there is no better conversation to be in right now than the conversation with this gal sitting to my left. I have been able to watch her content evolve from a brand new agent just four and a half years ago. Ish. To an absolute rock star today, generating a lot of transactions in a marketplace that she was brand new in. Hannah, I am so excited to have you on the show.

Thank you. Stoked to be here.

So I know you two know each other.

Yep.

I have just been fangirling all of your content. We were talking sort of, you know, before, before we got jumping in here. And by the way, for my friends that are watching, veteran, brand new agent, 30 years in the business, anywhere around the world. What we're going to talk about today is totally relatable. Absolutely. But at the ripe old age of 24. Is that accurate?

Yeah.

How many transactions did you do last year?

We did 59 last year.

59 last year. And of course now you've lived in that area your entire life. You were raised with everyone, everyone knows you.

No, I moved there three and a half years ago, so.

So let's unpack this. You've been a client for how long now?

About three years.

Okay. And how did you first get introduced to us or the concept of real estate?

I was career searching my last summer between colleges, college years and your how to manage your money like a millionaire video came up.

Yes.

And I watched it. And YouTube serves you more videos, so it served me more your videos. I watched them and I was like, I think I can do this.

So at 20, how do you say to yourself, I think I can do this? Did you have any idea what you were getting into, knowing what you know now?

I mean, you never know fully, but your videos were so, so helpful to like, peek behind the curtain and see what it was like. And I was like, if these people can do it, I can do it too.

Right?

You're very motivating.

Yes, very.

Thank you.

Thank you. Why? Thank you. So. So unpack. So tell them who you are. Tell them where you're from. Give them that. Give them that context, which I should have done in the very beginning.

Yeah.

And then I want to go right through the journey of the very beginning. What did you do that worked? What do you do that didn't that got you to this point? Because now half of all your business is coming from YouTube and Instagram.

Yeah.

So.

So.

So take us back. Like, who are you, where you're from? Give us context.

So I grew up outside of Seattle, Washington area, and I went to school in Eastern Washington at Pullman Washington State University. I got a finance degree. I was. I was looking to see what I was going to do with my career, and I just said, I've got to do something that doesn't have a ceiling. And so that's why I settled on real estate. I didn't want to go back to my hometown, and so I moved to where my boyfriend grew up, which was Vancouver, Camas, Washington. So that's where I'm at right now. Still very similar to where I grew up in Seattle. It's just a little warmer. Everything's a little closer. I'm closer to the airport. And I literally started from nothing. I knew no one. I hadn't been in a professional career. I had sold no houses. I was 21 years old. I looked a little bit younger.

Purses now.

Yeah. Got a couple years on me now. Got a couple gray hairs after a couple years in 24.

Yeah. We all know how that is.

In my day, I literally started from zero, and I set big goals for year one.

Yes.

Because I knew I could do it. And I think my first 12 months, I did, like 14 million.

Yes.

My first full calendar year, I did 18 million. And then I did like, 21, 22. And then last year, I did about 40 million.

Yes.

And it's just been a fun journey. I. I try to do old school and new school, so social media, but I also door knock, and I open house.

Hold on. You're going, you're going. You're getting ahead of us. So, first of all, congratulations. I mean, literally before we started, I was like, just how proud I am of you and just watching your journey, and I know you are as well. Many, many in our ecosystem have got exposed to you through Jason and, you know, the ecosystem, et cetera.

Yeah.

Take us back to the very beginning, though. So when you said, okay, I'm launching this career, besides, like, learning the MLS and understand the contracts and don't get sued and make sure things get done right. How did you begin to announce yourself in a marketplace where, you know, no one. Like, what. What was. Take us back to the very beginning. Like, hey, I want to reintroduce myself to the marketplace. Hey, I've been. My. My license has been unactive for a while, and I'm jumping back in. Or, you know what? I've been selling homes for a long time, but I really don't communicate much to the marketplace, and I need to announce myself. How did you do it?

I honestly just burned all my bridges. And I was like, I'm. I'm a real estate agent, and I'm gonna be amazing. Here in Clark County, Washington, I was very consistent with posting videos all the time. I was on my stories every day, and I was just. I was very active. I did an open house every Saturday and Sunday for that first year. And I got to know the market really well. I feel like a lot of agents who are born and raised in an area, they rest on their laurels and they are like, oh, I was born and raised here. I know everything. Well, I didn't. So I studied the map all the time. I studied the mls, I went to the neighborhoods. I found out who the developers were. I found out about the parks. I found out what's coming soon. Most agents, they don't do that. And so I gained the knowledge and I had the. The brand exposure and the marketing with all the video. And when you do the two together, it's like magic.

Yes. Yeah. It's confidence.

Yeah, it's confidence. That's what it is. And people, when you're young and you're confident and good in business, it's undeniable. People like working with you.

I agree.

Yeah.

So. So back to the. The beginning of, like, Instagram, I assume, is where did you go? Instagram first or YouTube first?

Instagram.

Okay, so you're on Instagram, and it's like a week into real estate. And like, what were the stories about? Like, hey, today I'm sitting at my.

Desk, like, it was. Yeah, it was whatever. I was doing literally anything. And I look back at some of them now. Cause the memories will come up and they're cringy. Sure. But I was sharing what I was doing. I was sharing what was real. I wasn't trying to sugarcoat it too much.

Yeah.

Tell them the story of getting started. What kind of stories? Yeah, give us an example.

Cringy or not, I'd love to hear, like, what were you. What were you compelled to share at that point in your career? Because I think a lot of agents don't know where to start.

Yeah, just like, you know, going out and door knocking, Setting up for the open houses or like even I'm, you know, getting stuff at the grocery store or here's, you know, this new development I saw down the street. I'd literally share my time. Who was following me? Yeah, not a lot of people.

Yeah, but were they locals or were they like Seattle friends?

A lot of. Lot of. Lot of people from growing up, for sure. And I tried the strategy of you go on hashtags for your local area and you just comment on those people's posts. What do they call that strategy again? A dollar.

The $81 strategy.

Yep. And that's how I got some local people into my. My feed and I actually did transactions with a couple people who I did that.

Yeah. Very, very smart.

Yeah.

So for the person that didn't get that, unpack that strategy one more time because I think it's still just as relevant today.

It really is.

And not as many people do it.

Yeah. So I'd go on hashtags or locations for like Vancouver, Washington, Camas, Washington, and I'd literally just scroll through the most recent posts and comment something just what? Like, oh, your dog is so cute. Or I love that bakery too. Something like that. And a lot of times it wouldn't hit, they wouldn't follow back, they wouldn't connect. But sometimes it would.

Yes.

And it just took one or two to make a couple sales and, you know, pay my bills that year.

Right. Did you find you were in that strategy being very specific about the people that you were following or is it just sort of like. I kind of like her energy so, you know, like I would follow that person.

It was more that.

Yeah, I think that's always the more natural way.

I like working with people who are a good fit. It just makes everything flow better. So, you know, so.

So walk us through the evolution of your content. If the early days and we're going to get into door knocking and all the other stuff and you know how much I respect you for that.

Yeah.

Walk us through the evolution of your content. In the beginning, it was cringy. You know, you were trying to figure it out, but you were doing it, so we love it. What was the next step? What was the next step? Did there become a show? Did you have some donkeys? What were the unicorns? Walk us through some of that.

My first content was, it was called Hanging with Hannah and it was like a Weekly show where I would just give real estate tips. And it was more for me to practice and just get exposure. I look back and the tips weren't super good. So I retired that show at some point. And then I went to more vertical, like short, firm about the area or tips. Things that were coming soon and that got more traction. And then I finally got on YouTube because of Jason's videos. YouTube is a place that feels a little bit more daunting. It feels like, I don't know, it's just. It's something Jason's mentioned before. It feels like it's for the professionals. It's the big leagues, you know.

Could it be that because it's more of a search engine.

Yeah. And I don't feel that way anymore. But that's how I felt starting because.

I think a lot of people. I'll comment on that. A lot of folks I think have a fear of getting on video in front of their existing networks on social media. And I would say that you should seriously look at YouTube because your building an audience who's searching for your content.

Yes.

And so you can literally speak it and the audience will show up based upon the messaging you put out. I'm a massive, I'm a massive believer in the power of YouTube right now.

Big time.

Anyways, please continue.

So. So stories and reels and kind of anything goes. Then you create a show called Hanging with Hannah.

What was Next got on YouTube. And YouTube is where I started making more long form content that was very educational. I do a lot of like hard research for those videos. I dig into the county records and I pull up data and statistics and history. And it really attracts those STEM based clients who are, you know, I like working with them and they usually have good budgets and they, you know, purchase or sell in the areas I want to work in. And so that was really the next iteration of my videos. And I love that that's still what I'm doing today.

I love it. I love it. So if you were looking back and you said knowing what I know now, what would you have done differently?

I probably would have gotten on YouTube sooner. And then this isn't video related, but I would have hired sooner.

In what respect?

Just getting help with a TC and an assistant. I should have got them sooner.

Yes.

Yeah.

So. So before we talk about some other stuff you and I are talking off camera about.

I think it was maybe like November, December. I'm looking at Ruby. My chief of staff. Shannon Gillette was at my apartment. We're doing this mastermind her and I, my wife are sitting there petting my dog sitting on the ground, and Shannon's like a total love bug. Right. And the entire time her phone is just going.

And you can kind of see her like. And I'm like, you created that.

Yeah.

Right. You've created such a Persona in the marketplace. And, Hannah, kudos to you because you've done the same. Your phone is going off all the time with people saying, I want to work with Hannah. Knowing what you know now about what you've created, is there an adjustment you would have made to build maybe a different type of brand, or do they have to get to you?

I'm still working on that.

I'm gonna need some help in the future with, like, other agents. I can't do it all myself forever.

But when consumers, potential buyers and sellers, when they really trust you, they also trust those potential team members. And as long as I hire. Right, it's gonna be great. The two ladies that work for me now, they're amazing. And I make sure to give them that credit. And when you give them that credit in front of your clients, they feel confident about that.

Yeah, yeah. So. So go back to. And then jump in because I'm, like, so curious. I just want to ask a million questions.

I have a million to.

I'm not saying it's a mistake, but I think a lot of people leave a lot of money on the table because they become very myopic.

Yeah.

And I'm only working my database. I'm only doing referrals. I'm only doing social. I'm only doing YouTube. I'm only doing X. I'm only doing expireds. And my response is, why don't you just serve as many clients as you can and have multiple modalities of communication? So it warmed my heart when you said, I do all this social, but half my business comes from door knocking and open houses. But you're Hannah, and you're everywhere and oh, my God, I see you on Instagram.

That's what fuels it.

Yes. So tell me why you do it.

Because you can't have a one pillar business. I think of the TikTok stuff going on right now.

Right?

The folks who.

You mean the formerly noticed Tick tock, gone, turned off as of today.

You know, the. The folks who are getting 90% of their business there. What are they doing right now?

Exactly.

And that's why I'm never going to put all my eggs in one basket. And when you do old and new together, you. You beat the market. People who just work by referral. When the market's down, they're down.

Yes.

When the market's super up, they're up. But like, I'm always doing solid.

Yes. So that really is the key. Go ahead.

I think something that resonated with me earlier that she said, hannah, I think the fact that you were willing to become a student of the market, you said for the YouTube channel, it takes a lot of effort to prep those shows. But you said even before that, when you were a brand new agent, you were out there doing the grit work of going to caravans, going to previews, doing open houses, learning your marketplace, engaging in local businesses, feeds on social media, and doing all that grunt work. And I would make the argument that because you have that knowledge, I think a lot of people say, I want to do video, but what do I make my videos about? And if you're asking the question, what do I make my videos about? I would make the argument you haven't done the work of determining what you have to share, but I think because you've done the work of determining what you have to share and what's relevant for your audience, they see the natural appeal and benefit of working with somebody like you. Because I watch your videos.

Thank you.

You are very. Well, like every time I show one of your videos, I'm like, look how prepared she is.

Yeah.

And I talk.

Well, I was just gonna say there's such a difference between making videos that just market you as a person and are funny and relatable versus making videos that actually show that you are a practitioner of your work. And I want people to hire me because I'm good at what I do, not just because they know me. I want them to feel so confident about it. And because I do those together, like, I have this momentum that's unstoppable and no one else is really doing that in my market.

See, I love that. And I'm thinking about our good, great client. We're in his town right now, Ken Posak here in Orlando.

Exact.

And he has done a very similar practice. He's far on. He's done remarkably well. And you talked about, like, being able to transfer and delegate to agents. And I look at what Ken has done in terms of creating trust for his brand. And now he's got 40 plus agents on the team and they're all remarkable, just slaying in the marketplace. I just think what you're doing is not only, to your point, attracting an audience who wants to work with you, because they just see the benefit of it. But you're also creating a brand that is truly. It's not going to be a fad brand. It's not going to be. I mean there's a lot of folks who have success on Instagram temporarily or TikTok or YouTube temporarily, but what you're doing is just got a longevity to it, which I massively applaud.

Yeah.

Meet Revi, your intelligent AI partner. Here to simplify your day, streamline your tasks and elevate your productivity. With Revy, you can do it all. Revy is not just a tool, but a partner. Let's take a peek. With Revy's roleplay feature, you're in control. Choose the scenario buyer, seller, agent or recruiter and practice real life conversations to sharpen your skills and build confidence. Automation is at your fingertips. From crafting emails to managing tasks. Let the AI handle the busy work so you can focus on closing deals. You can also stay ahead of the market with real time meetings, news updates. Rev E delivers the latest trends and insights, keeping you informed and ready to make smarter decisions. Rev E doesn't just deliver news, it transforms it. Convert updates into emails, blog posts or social media content and explore follow up questions for deeper insights. The possibilities are endless With Revy and with ever growing features, we can't wait to show you what's next.

So what's new? What's next for 25?

2025. We are shooting a higher average sales price and higher profitability.

Nice.

Which is what matters. And gonna bring on a couple more people. Hopefully an agent and a videographer on staff.

Good for you.

For you. Good for you.

So give us the total makeup of the team. Then fully baked with a couple more salespeople and a videographer.

What are all the roles? You have a full time assistant and transaction coordinator.

Good.

And then hoping to bring on a partner agent to work with me on the business and then a full time videographer. Okay, so that'll be four people plus myself.

All right. All right. So earlier when you said you chose real estate because you really felt like there would be a, a sort of a ceiling that you could do whatever you wanted.

Yeah.

Sitting here at 24. Let's go 10 year. When's your birthday by the way?

March 1st.

Oh. Oh, my little sister too.

Michelle.

That's awesome.

All right. Okay.

25 soon.

I'm still almost a quarter century. Congrats. Coming right up. So. So let's play a game. It's 10 years out and you're 35.

Yeah.

Where do you see yourself?

That is a hard question. I've spent a lot of time reflecting on that recently. I still don't know 100%, but I think I'll probably still have my real estate business. I'll just be less involved in the day to day selling aspect and more visionary. I love building, construction, development, so I feel like I have something to give the world in that department.

Yes. All right. How effective are you as a salesperson?

I'm effective.

Okay.

Okay. I like it.

What is the objection that you get, that you get excited when you get it because, you know, you got like 16 ways to handle it?

I don't even know. I don't get that many objections. My clients like working with me.

Yes.

They just say, yes, yes, yes. And we go, can I have a question?

But first, so, Hannah, wow, that. That fee seems large for. I mean, I. I had heard that fees were adjusting and it. I was under the impression there. I mean, I'm not. I love what you're doing. I love everything about you. But I just. I was just told that the fees were going lower, and that seems like the same. Or higher.

Yeah. Real estate fees are negotiable, and this is just the fee that we've set in order to have a high level of professionalism and, you know, pay our staff well and give you a great experience. So if, you know, if it's not right for you, if this isn't a good fit, I'm happy to refer you to someone else.

Have you said that to people?

Yeah.

And how do they respond?

A lot of times they still end up working with me.

Yes.

Just because they know that I can deliver the results that they want.

Right. Have you screwed up on a transaction yet?

Not majorly.

Not majorly.

Hold on, let me check my phone. Yes, yes, yes, yes.

We all have little mess ups here and there.

So 1,000. And I'm not implying anything other than that's how we learn. Right. So if you looked back over your storied career.

What would you say would be the three or four most important things? If someone was listening right now and they were like, hey, I'm five years in the business, I'm 15 years in the business, and I'm looking at Hannah and I'm like, somewhere between inspired and, dare I say, bitch. Like, what you've done what? They're like right now on Zillow going, damn. And she's got the reviews and she's got the. She's got the sales. Like, there's. It's undeniable. If you were to say to somebody, boy, my advice, not knowing you would be these three things. What would those three things be?

The first is that you have to be a practitioner of your work. You have to know what you're selling and you have to do it better than anyone else. So make sure you study up. Be confident. Confidence comes across to people. And if you're not confident, people won't want to work with you.

Yes.

And just be decisive. When I first started my first year, I knew I was going to reach my goal. I, like, told myself, congratulations, I'm going to do this. And then I just had to figure out a way to get there.

Yes. Yes. Okay. So what's number three?

I thought that was three.

Okay.

It was number three. Right.

I thought it blended into number two. I apologize.

Okay, no worries.

So how do you prepare? If I'm listening to this and I'm like, hannah, I've been in this forever. I'm 35 years in the middle. What do you mean? Like, how do you prepare when you're creating content or understanding the market? I know the market. Like, what's your process?

I just dig in. And when I'm making videos, I make a script of all the things I want to talk about and I go find the data or I find the assets, the photos I get on the county. Like, I just set some time aside on my calendar and do the work.

Yes. Yes. What do you think?

I think she's very task oriented. I think it's a really power, a superpower of hers.

Yes.

I was wondering, was there ever a time where you weren't confident in what you were doing or what I'm guessing is you were probably like, I'm new and I'm going to make sure that I shorten this learning curve as fast as possible by doing X, Y and Z to get myself to this next level. Was there a time where you were lacking in confidence and what did you do about it?

Definitely. The first year is hard because, like, I hadn't owned any houses or really seen any. And no one trains you really in real estate. Your broker doesn't really train you to train yourself. And so I played fake it till I make it a little bit. And I just figured it out as I went and if I made a mistake, I made sure to make it right.

That's good. So you were a straight DNF student?

Oh, yeah, totally. No, straight A's. High achiever.

I had a feeling. I had a feeling. So. So do you think that that translated? You think it translated nicely?

I Think so, yeah.

Okay.

Yeah.

And then you went to college. What did you study?

Finance.

Finance. That certainly helped. Why finance?

I've always liked numbers. Truth be told, I really didn't learn a lot about finance. I haven't really retained that stuff, but.

But it certainly helps going in this business. Right.

I wanted a business degree, so I just kind of chose one.

And concentration of finance.

You know, there's an old joke about people that go into real estate that most of them never got into the business because they love math. Right. And the joke is like, most people don't know math except for what's 2.97% of $494,000. And they're like, bang. Right. They know that number instantly. So your three piece of advice. Three was decisive, two was confidence, and one was like preparation.

Yeah. Yeah.

How do you generate confidence? There's a lot of people right now that, you know, here we are, we're still kind of in the, you know, the first stage of the new year. And the last couple years have been rough for a lot of people.

They have.

And, you know, we've watched a lot of people excel, but we've watched, I mean, if you look at 1.5 million agents in the U.S. and another 185,000 in Canada and another, you know, 3 million agents throughout Europe, we've watched a lot of people go through sort of the post pandemic hardship. You did nothing but accelerate. But having. Having empathy for the person that maybe took some bumps and bruises during that time if they had to turn it around. What would you say are like two things from a marketing or door knocking or open houses or whatever it may be. What would you say would be like the go to turnaround? Like, if I moved you to another market, your boyfriend calls you and says, hey, I just got a job transfer. Yeah, we're now going to Salem, Oregon, someplace else, and you got to start over. Do you run the same play or you something different?

I would definitely go back to open houses every single weekend. That's a great way to get into momentum and literally just talk to people. See houses. Yes. Like, see what the market's like. I did two every weekend when I first started.

Yes.

Even if people say open houses don't work in my market, like, they get you into momentum.

Yes.

So I'd be doing open houses and then.

But two a weekend is the key.

Yeah.

One a month doesn't get you into momentum.

One a month doesn't do anything. And, you know, that first year I only got a handful of Deals from the open houses. But if I just skipped that one open house where that person came in, I wouldn't have gotten it.

Bingo.

So I had to be doing it every Saturday and Sunday.

So the gas stations got to be open every weekend, if not every day, versus, like once a month.

Yeah.

Okay. And what would number two be?

Number two would be.

It'S like what I did. Just be a practitioner of your work. Go study everything. Go drive around. Like, just know what you're selling. So many agents, they just don't know.

Okay, I'm going to ask her 7,000 more questions. You're going to jump in here.

Okay, so let's jump in.

Yeah, sorry, my curiosity is just kicking in.

All right, so let's. I want to go back to YouTube for a little bit.

Yes.

So what percentage of your business is coming off of YouTube? And I guess we can add Instagram into the mix.

I'd say probably 50%.

Okay. And when you started your YouTube channel, which is, by the way, incredible, and you did 59 sales last year. Okay, so we're talking 30 plus or 30ish transactions. What are you seeing? Early 2025. Is it trending nicely for you?

Yeah. No. And the way YouTube works is you gain momentum, you get more videos, you get more subscribers, more people watch them.

How often are you posting videos on YouTube?

Once a week.

And how long are the videos?

Roughly 7 to 12 minutes is kind of average.

That's like, why do you choose that target?

It's just what people can sit down and watch and get through. And it's just what's performed best.

Do you study the fall off times and you know, how long do they watch?

Yeah, I do. I don't, like, meditate over it too much because the most important thing is just getting the content out. Yeah. It's the consistency. I never miss. I've missed like one or two uploads in three years, and I can just stick to once a week. Like, I could just do that forever. I got three months of videos loaded up in there. Like, we're just ready to go already.

Ready to rock. What's your sort of style or is there a specific format you follow for the video? Like, I do this first and then it goes to this, and then we transition to that.

So I do a hook for like 5 to 10 seconds and then I do the channel intro.

Just like, you know, a little theme song.

Yep, theme song. And then I'll do like another intro to the video. Hey, welcome back to the channel. And then I get into the Content. And then I close, you know, with a call to action, you know, text, email or dm. Us and Dubai Realty Group would be happy to serve you.

Okay, you said that really fast. Like, you said it a few times.

Yeah.

So give us an example of a hook. What. What have you found to be one of the most effective hooks to keep people engaged so they understand what it is I'm watching and why I should care?

So you just. You want to say it really fast, like, you know, these are the top five reasons why people are moving away from Vancouver, Washington.

Did you see how she just went on YouTube mode right there? Hector, my producer, was like, she really is like, these are the top five.

I had to do it for the camera. Yeah. And so you want to say it with, like, some authority and you just want to be like, these are the top five reasons why people are.

Unless you're Caitlin.

Yeah, but I'm not. So.

No, no. It's not your jam.

So when I watch your videos, one of the efficiency gains that I think stands out, that a lot of people could probably adopt is you are not out in the field filming these videos. You're generally in your own setting in your office or studio.

Yeah.

You have a. It may be a nice camera, but it could just be a webcam that's pointed at you.

It's not that nice.

It's not a glorious set, per se. And I think a lot of. I think a lot of people get intimidated by YouTube. You mentioned being intimidated by a. Before yourself. And they think, well, it's gotta be, you know, DSLR cameras and I gotta be in the field. The editing is going to be time intensive and cumbersome.

Yours involves you talking directly to the camera, which leads to a few questions. One, are you doing a teleprompter or just. Are you doing. You're just doing it. How many takes do you do?

I just run it all the way through. And like, my laptop is down at the table that you can't see. And so I'll look in between, like, oh, I want to talk about this.

And then you'll. What do I want to talk about next?

Yeah, the editor cuts it out and I'd say 50% of my videos are just me sitting on the couch in my office. It's easy. I can get a lot of information out. We do do videos in the field, but less of them.

Yeah.

So it's a good mix.

Yeah.

I notice all your stuff on Instagram. That's probably where I watch you the most. And that seems to be always in the field.

Yeah. I try to share people, what I'm doing during my day and give them, like a real life glance.

Yes.

Be relatable.

So your regular YouTube show is like a new show. Right. Essentially bringing you news about what's going on in the marketplace, historical facts, new construction, what's going on.

Yep.

When you're. When you're uploading the video, is there anything specific you're doing from an SEO standpoint to try and get watched? Do you email it to your database to get more traction? You know, like, a lot of people create content and they struggle. They're like, I'm not getting any views. And then I'm like, well, when you upload it, what do you do? And once you have it produced, what do you do? They're like, well, it's on YouTube. I'm like, I emailed the Tom Ferry show to like 300,000 people a week every week for like the first five years. Like, how did you get so many views? I'm like, I emailed it to 300,000 people every week and not everybody watched, but enough did. So what do you do to get the views?

We definitely focus on SEO. That's where the majority of the views come from. Once you get the SEO and once you're ranked high, you're kind of on the throne. Right. And so we still focus on, you know, the nitty gritty stuff, but not as much as we used to because I'm already at the top. And then we do email it out every week on its own. Email. That's something I introduced this year and it's been great.

Do you email it out when it's published or do you wait a bit?

We wait a couple days.

Okay. Because I've been hearing a lot of others do that too. Like, Kim was talking about that too. Kim Posek, where he's not going to publish a link to a YouTube video until he's given YouTube sufficient time to figure it out for itself.

Yeah.

In terms of how to go to fetch those views and how to rank that video, he doesn't want to give it an external source of traffic that throws it off the scent of how do I rank in the search results.

Smart.

So I think that's super smart.

I Funnel all my YouTube viewers into my email subscription list. So most of those people, they are the same group anyway, so it's not a big deal. We also get all of our videos on like a monthly content recap. That was an idea from you. I do that and then I Do a weekly newsletter with local events, open houses, listings, and then our. Our video of the week goes at the top so it sees the emails multiple times.

That's good.

You dabbled with any AI to streamline.

I'm not great at AI. Like we. We use ChatGPT, but I know I could use it more.

Reason. Reason I'm asking, and I'm just one.

YouTuber, because the professor is about to start talking.

Yeah.

He's gonna school me too.

Yeah.

So there are some other channels. Malcolm Lawson, do you follow his channel by chance?

I do, yeah.

He does a nice job on YouTube. So he's been using hey Gen. Where he's been creating like scripted avatars of himself talking. And it's one of the first examples of somebody on YouTube that I've seen actually giving informative videos that are completely AI generated. And so he created a secondary channel. I think he's going to get momentum. I really, I think if it's good enough and it answers the right questions. If you really understand your niche in terms of who am I making content for, who am I, what questions am I answering for them? Yeah, I think it can perform. And the reason I bring it up is because I find there's different types of YouTubers. There are some YouTubers who, in real estate, they love to go see properties. They want to show homes. That's sort of their element. Like, I think about like a Dwayne Carpenter. He's really great in the house, talking about the property. It's what he does best. The challenge with that is you got to have the listings. You gotta have the time to go film the videos. So when I look at your strategy, where it's tips and advice, you just have to. To put yourself in the work and the habit of getting the information, you can just scale so fast. I'm wondering, are you thinking about how AI can scale it? Are you thinking about having more than one channel and going super, super niche on certain topics?

I think I'd rather go the more than one channel route. I do need to dive into the AI more.

Yeah.

And there's something to be said about banging out a whole bunch of videos in the office. Like, I can do three or four, maybe even five, in like an hour and a half. And that gives me content for like a month. Because you can't, you can't do that.

You can't do that with one channel. Because you really need to give it the breathing room between the uploads.

Yeah, Yeah. I love what Ken Posick does with his Local news thing. Like, I would love to do that someday. Yeah. Just be phenomenal.

Yeah.

20, 25 someday.

We'll see. We'll see.

Get that videographer first. Get that.

Yeah.

All right. So, Hannah, as we get near wrapping this up, I just want to say, from the entire ecosystem, one of the, one of the things that just warms my heart is watching like a 45 year old, a 65 year old, a 72 year old start. But what really inspires me is when I see a 22, a 23, a 25, because it just makes me think like the future of real estate and housing and buyers and sellers is in really good hands.

Yeah.

So I'm just really proud of you. So from. From myself and the entire community, thank you.

It's been a fun journey.

Congratulations.

Thank you.

All right, so, hey, make sure you follow Hannah on Instagram and check out her YouTube channel. Go to Rosello page. You'll see all the numbers. It's kind of bananas. So we're super proud of you. We're. Have a great next couple days. Thank you for watching me at my grandmother's condo in.

This is your grandmother's beach condo in Orlando, which doesn't actually have a beach.

Yes, exactly. But hey, make sure you follow this gal. Thank you so much for watching. We'll see you on the next show. Take care.

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.