Realtor Humor Videos: Authenticity for a Massive Following | Tom Ferry Podcast Experience

If you are good at social media, you wouldn't have to watch this podcast. So listen up, loser.

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.

In a world where everybody's looking to stand out and everybody seems to be the same, I thought it'd be fun to actually talk to an agent who's doing something different to really stand out.

Caitlin, thanks for being on the show.

You're welcome. Hi. We're here to talk about stuff and how to be funny and not suck on social media.

Hey. So, Caitlin, welcome to the show.

Thanks for.

Yes, it's very official. Welcome to the show. Welcome to my grandmother's house. Yes.

So.

So we were talking sort of, you know, as we were walking up to do this show, for the people that don't know who you are, you become, you know, in your. In your years of real estate experience now, you've created quite a following and quite a lot of people that are interested in kind of what you're doing. So for the people that haven't seen one of your shows yet, who are you? Give us a little insight.

Oh, I'm Caitlin. I'm a real estate agent from Salt Lake City, and I don't mess around when it comes to social media. I go into houses and I explain the dark thoughts that one might have as they tour a home.

Yes.

And I get a lot of feedback that I'm just saying what everyone's thinking. You know, I tap into a little bit of existential dread, you know, just. Just some fun stuff.

So. Okay, first of all, this is Savannah, who's also on the show with us today. So Savannah runs a lot of my social and helps me tremendously. So she's gonna pipe in some questions. We have the professor over here, Mr. AI Jason Pantana. So I wanna just hit you with how long have you been in the business? First, like, give us just context.

Oh, like, barely any time at all. So if my career was a pregnancy, I would have been. I would be a newborn right now because I went through. I went through all of gestation, and now I've newly been born, and so it's been A year and some change.

And, you know, spirit of transparency. When someone, when you see someone's like social channel go from like 0 to 80 or 90,000 followers and you're following like 250 people. Thanks for not following me.

Do I not follow you?

I don't know. I just made that up. I feel like you're going to follow me now, but when you see somebody's rise like that, it's clear to me that agents like, I've shared your stuff. I'm sure Jason shared your stuff. A lot of people, you know, Eric, the broke agent, one of my buddies, like, he is just obsessed with you, but you're, you know, you're a year plus in the business. Have you sold any houses?

I have, yes. Not. Not an impressive amount, though.

Yeah, yeah, yeah. But what we were chatting on the way you mentioned that it like, like anything else, we do a bunch of activities. We don't really know if it's going to work. When did you first begin to notice that it was working?

Okay. So I really feel like I had a moment of click in October of 2024. So now we're in January of 2025. So if you are short amount of time. Yeah, if you're good at time, that's not a very long amount of time. And so this is all very new. And I think people see someone online and I have a fair amount of followers, and so people assume that I have made it.

Yeah.

And I feel like I'm gonna make it. Right. But sure, but it's a long game. So is my pipeline a lot fuller than it used to be? Yes, yes. But, you know, I, I don't want people to think that social media is something where you can have something go viral and then suddenly you have a thousand deals knocking on your door. Because social media is such a long game.

Yes.

Because you're just positioning yourself to be the person they think, think of when they have that moment in their life. You're not there to convince people that the moment is now.

No.

You're just there to receive them.

Yeah. It's not retail. It's not like handing a shirt you walk in. Most people take 18 months, two years, sometimes three years before they make a buying decision. So. But. And you guys pipe in, you have caught some fire. But if we go back to the early days of your social.

Well, don't do that.

Help us understand what we have seen then. And then, you know, this, this style. And I was mentioning to you a very famous comedian way back in the day named Stephen Wright and anybody that's ever seen Stephen, absolute deadpan, very cynical, never broke character and made bazillions of dollars doing stand up. And the first time I saw you, I was like, it's freaking Steven. Right? As a 30 year old gal and like selling real estate in Salt Lake.

I'm 35.

35. I know, but I didn't know. Right.

Oh, okay.

Yes.

All right. So, so, so give us the, like, at what, like, what point did you say to yourself, I gotta do something different? And why that versus anything else?

Well, I mean, I think I knew all along that I needed to do something different, but it's really hard to figure out what that different is. So I did. If you go back into the archives, which, if you want to be educated, maybe you can, but it is horrifying and embarrassing to see all my old stuff. But if you go back, you can kind of see these moments where I'm doing what everyone else is doing.

I'm playing out, like, give it to me, show it. What does everybody else do?

Well, I, you know, I would just put on some B roll and then I would put the house stats or I would walk through a house. Just boring stuff, regular stuff. Because you see all that in your feed and you're like, this is how to real estate. I will real estate. And.

It was boring to me, but I was like, this is how you do it.

Yes.

And then I had a. I had like a what the hell am I doing? Moment when I realized, if I'm so bored with my own stuff, then everyone else is bored with it. Yes. So why would I make this. Why am I spending my time making this stuff that has no. No one has a reason to stop scrolling and comment on my. My stuff.

Yes. Yeah, so, so, but why the deadpan cynic, you know, scary, dark place?

What inspired it?

Your parents will finally realize that you're worth something. Like all of that, like crazy shit that you talk about, which is just, to me, hysterical. Why that versus, like something different?

Because I'm really good at that.

Yeah. Have you always been like that?

Okay, so my fiance and I, when we met on Bumble, we swiped on each other. And my.

I know they can sponsor me if they want. Just let me know.

We swiped on each other and because Bumble is the woman gets to speak first. Right. So my first message to him was something along the lines of, your grandma will probably be dead soon, so you shouldn't care about her opinion. I don't know, something like that. And it worked.

That's A hit line.

Yeah. Yeah. And then he responded with something dark, too. And then it was like, love. It was love at first. At first. Being mean to each other.

Is that true?

Don't.

Don't. Okay. All right. So you're so. So. You know, like attracts like. So now I know your fiance is also dark and crazy and cynical.

Yeah, he wouldn't film himself being those things, but just know.

But did you. Okay, so for the person watching. I'm just curious if you've seen her stuff. Leave us. Leave us a comment down below or, you know, let's just throw in another little B roll really fast, Hector. Just so they can get a context.

You'd have less time to watch podcasts if you had more clients. So sucks for you.

So, like, it's that over and over again. And the first time, were you a little bit nervous to go like, this publish?

No.

Why?

Because at the time, I had, like, a thousand followers, and I had tried every other thing, and I had literally nothing to lose. Like, I'm nothing to lose from that point. I don't have any clout. I don't. You know, people aren't going to leave my page because there's not enough people on my page in the first place.

Right.

So, no, I didn't. How.

How did you come up with the concept for it? Because it's such an interesting approach, and I think Eric Simon talked about this too. You've seen other people try to insult the house.

Right.

Eric Simon made that observation, but not the viewer. And so there's just this cynical, insulting.

The house just feels like a really bad idea when you're talking about someone's home that you just listed for sale.

Yeah. I mean, especially, like, that's the place where they raise their babies and that they have so many good memories there. And so for someone walk around the house and be like, welcome to this piece of shit, like, it didn't feel like the right move for me. I didn't like it.

Right.

So, yeah.

When was the first video you did, though? And, like, did you just stumble into it, or did you have an idea that you executed on? Did you see something and thought, I want to do it like this? Instead of that. I'd love to hear the origin of the concept.

I spent a lot of time thinking about what content I liked to engage in, and it was always, like, content that surprised me. Like, I really love stuff that surprises me. And I had had this idea for a little while, but I explained it to my fiance. It's hard to get this Concept across. It's so much easier to see it and understand kind of how it all goes. Because it's not just the things I'm saying. It's all the weirdness that's wrapped into it. It's my weird little corded mic. His name is Mike Tyson.

It's the stance or the sitting or it's the physical side of it, too, which is like Stephen writing comedy, right?

Yeah. So it's like all these things. So I explained it to him, and he was like, okay. And wasn't blown away by the. Which is not. It's not your fault. It's okay that you can see the vision. And so then finally one day, I was just like, I'll just make it. I had made some connections with some real estate agents that had some beautiful listings, and I was like, hey, I know this one's vacant. I know that it was a flipper that did it. So maybe they're more open to just letting me be little silly pants. And so I went into the listing, and I just knocked it out. And.

Then the listing agent reposted me. And she was like, this is not what I was expecting when she asked to go in and do content, but here it is. But she was happy. She was happy about it, and she supported me, and so it was great.

So I actually have a question about your actual content. Do you have a script that. That you go in with, or do you just go in and. I'm sorry to your coach, but do you just wing it?

It's kind of a hybrid of that. So I do my best to prep things. I'll look through, like, listing photos of the home and find unique things that I can talk about. But sometimes it happens in the moment. Like, you walk into a house and you don't realize something about it. And so I have a list in my notes app of just funny little kind of fragments of jokes.

So you never run out.

Yeah. Yeah. And also because I think of them at random times, and so I have to. I have to write it down so that I don't lose it. And so when I go into a house or I'm trying to prep for that, I just scroll through my list. I see if the house kind of inspires anything, and I see if anything in my list kind of matches up with it. And so it's both. I don't like going in without having any plan, because then it takes a.

Lot longer, of course.

But I saw.

I saw on your page before this interview now that you do have a following. You were getting some backlash on your content. And you were like. You were like, well, good for you. I'm going on Tom Ferry's podcast, and I can ask him myself if my content offends him.

Oh, yeah, yeah. Someone made a comment, and they told me that industry gurus such as yourself feel that brands like mine devalue the industry. So I just. I made a cute little video.

Here you are on my show.

I made a cute little video saying, hey, you know what? I'm not sure where you got that information, but don't worry, we can figure it out. I'll ask him on Monday.

With the same straight face and monotone.

I love it. So you start creating this content, right? You do a little prep, then you kind of experience it. You get into your stance. You got little Mike, right? But when did you start to know? Because this is really new. It's like, October, right? So we're only talking, like, a couple of months ago. When did the phone start to ring? And what do people say to you? Like, do they expect you to do showings in a dark way? Like, when you actually show up and you're, like, bubbly, enthusiastic, and you're like, I'm getting married. They're like, whoa, I know.

And I.

Who's the dark bitch?

I frequently am like, sorry, you done been catfished. I have a personality.

Yes.

No. Like, when people reach out to work with me.

They'Re usually sliding into my DMs. Okay? That's where they're finding me, because they're finding me on Instagram. Or they'll text me and they'll just say, you seem like a lot of fun to work with.

I had a meeting with some buyers a couple weeks ago where they said, full transparency. We're interviewing a few real estate agents. And I said, dude, you should do that. And we got together. I was their first meeting. And then afterward, on the drive home, they texted me and they said, hey, no need to see anyone else. Like, we know that you're the one. Like, we vibe so well with you. And so that's one thing I love about social media, is that people come to me already knowing what they're getting into, Right? And, no, they don't expect me to be as dark. I mean, but I am really good at that. So it does happen. You know, the jokes are there.

But it attracts the kind of people that are going to want to work with me, and I want to work with them. So it's actually really cool. I feel like I'm filtering out the kind of people that I would need to change the way I act around or, you know, so I'm OG on.

Video, like, first YouTube channel, like 2007. And when people are like, you're putting out your content for free. Like, some people were just mad, like other contemporaries. Why are you doing this? You're giving away everything. And my response is, I'm going to attract people that dig this message, and I can then build, like, a following and do it in a way that I can reach people all over the world. It made a ton of sense to me. But what I also loved was the people that made crappy comments that didn't like me. Screw you. Whatever it was, I was, like, cool. That person, if they bought a ticket, would have to sit through an event with me and experience that and be pissed the whole time. Now they'll never show up. Good on them. It's old school. Seth Godin, right? Your vibe attracts your tribe.

Yeah.

So here we are. It's January, whatever, and 10 days after National Quitters Day. So it's January 20th, so MLK Day. So let me ask you, how much business do you think you'll do this year? From what you've seen, sort of these early signals, what's your forecast for the year?

Oh, my gosh.

I'm not the irs.

So just to give you context, last year, which was my first year in real estate, I didn't have impressive production numbers. I did 2.2 million, which is fine. It's. Exactly. Congrats. It's fine. To validate me, get. Get my feet, you know, wet. And so then this year, I don't think it's a stretch to say that we'll do 10 million in production. That's right. So.

Right on.

Yeah. Which is still, like, small numbers. I feel like.

Hey, don't. Don't minimize it. I'm not really. You should be very proud of yourself.

Thank you.

You should be very, very proud. And whether it's 8 or 12 or 13, it doesn't matter. You're progressing. Yeah, right. It's year two. Brian might pick a date. You might actually get married. Things can get interesting.

You want to come?

You have a date?

Do you want to come?

I'm an officiant. You know, he's an officiant. Reverend Tom Ferry. Brian, dearly beloved. We could do it right now.

That would be hysterical. Live on the show.

I mean, like, I've already been on the coffee table. I'm game for a lot of things.

I'm a notary.

I'm just Kidding. Yes. Wake up. We get you covered. So. So you think, you know, maybe, you know, $10 million in volume this year and what percentage that will come from your sphere? People that you guys know from around town, maybe for our military, whatever it may be, how much come for that versus just directly from social?

Oh, I think, like, maybe 5% will come from Sphere. I think it's all going to come from my social pretty much.

I love it.

Yeah.

You know what stands out to me about this? I think a lot of people look at Instagram as this shiny penny that they see. Folks who have a lot of success with it, and they think, to your point earlier on, wow, instant success, just like that. I appreciate the transparency of putting it in the place of, this is a long game. This is a channel. I also think what's really encouraging about your approach is you have the boldness to look at your content and say, I'm bored with it, and I'd like to actually create something that attracts an audience. And I think a lot of people could probably say, you know what? I watch every trend, every fad, and I try to do what everybody else does, but what would happen if I thought through analytically, what are my skills, what am I passionate about? And then produce that content and see what happens with it? I think at the end of the day, it's what Tom said, it's what you've been saying. This is a beacon in the night that's going to attract people to you. And so it might as well be the ultimate attractor of what it's going to be like doing business with you. Because algorithmically, and I teach this a lot when we're on the road doing events, the job of these algorithms is to look at your body of work and decide who would be interested in that. And so algorithmically, it is biased to start showing your content to the people who are going to mesh with you. And so to not create content, that's a true reflection of who you are as an individual, to me, is a miss in terms of leveraging what social media really is. So I think it's amazing. I'm also. I'm curious, what else are you thinking about? How are you evolving it? What do you want to do with it?

Before you go there, how many people have tried to rip you off so far?

Oh, I'd like.

Yeah, I'll start there.

Okay. In what way? Because my DMs are full.

You know what I mean? Like, just, like, the volume, the tone, the look, the cynical nature, like, because it would Be kind of weird if people just. But. But that happens. And I'm not. Listen, if you try to. I'm not rousing you. But a lot of people will go, well, you know, Savannah did it, so I'll do the same thing.

Yeah, yeah.

And it's a. There's. And look, we. We operate in a world in our community where we're like R and D. If something works, do your version of it. Right? But, like, you know, cut her head off, put your head on and shoot the show and let's go. Right? Like, that's always been our mantra. But then we. We watch the outliers, right? The ones that do something that's so unique, so different. And I don't mean crazy or over the top, but it's so unique that it really makes them a market of one. And then everybody else starts to chase. And that could be Timmy Smith doing these over the top, $40 million. You know, Oceanfront crazy, you know, dancers and rap music videos long before that stuff was done or doing what you're doing. So are people. Are you seeing that?

I have a little bit. Sometimes people will, like, send me things of people trying to do it, and.

It sounds a little arrogant, but they just can't, you know, I feel like.

That'S what makes it mine, is that it really is mine and you can't steal it. I did have someone slide into my DMs and say, Hey, I like your stuff. Would you mind if I recreated something like it? And I said, you are like, the Internet is a big place. You are welcome to do whatever you'd like to do. However, I think the reason that it really works for me is because it very genuinely is me. Bingo. And so people can recreate if they would like to, but I don't think that it will feel the same or, you know, or maybe they'll be better at it than me. I don't know. But then if someone shows up and they're doing my thing better than me, then that just means that I'm gonna have to step up my game and then.

Right.

Yeah.

I'm a big fan of comedians. There's one Eddie Murphy, but you can look and say Chris Rock did his variation of it and did a Chris Rock version, and then you got the Dave Chappelle. I mean, it's just. There's so many. They all use a lot of the same techniques, but you've got to be authentically yourself.

Yeah.

Right. So do you know Shannon Gillette? Does that name ring a bell at all? Right. Arizona, right? Yeah. So Shannon's a. Shannon's a pal and a great client and done a phenomenal job, like she has. She's just authentically herself. And I could look across Donna Robert. There's so many of our clients, and I'm like, if you're just yourself, but you gotta do something unique, or it is just more of the same. So to your point, I'm gonna ask the question. So what's next? What are you thinking about?

A lot of things. Well, okay. Can I be honest with you and say no?

Lie to me.

Okay. I can do both. You look wonderful today.

There it is.

Oh, no, no. So, because this all feels very new in some ways, I'm like, I'm just trying to hold on, you know, I'm trying to put in the things in place so that I can handle the fuller pipeline. So that's truly part of it, is I want to be able to handle the business that I've got right in front of me. But another thing that's really cool is that having a platform gives me a lot of opportunity that isn't just, do you want me to sell your house? And so I've started doing a few home tours that people are paying me for. I'm traveling out to places to do home tours. Yeah. So there are ways for me to monetize this that aren't just real estate clients. Which is. Which is, I feel, like, really cool.

Right. Get some travel. Go ahead. Sarah.

I'm sorry. How many of your following or what percentage of your following is real estate agents?

I actually don't know that. It's not an easy thing to. Yeah, you can't really tell. I think a fair amount. But the thing that makes me feel validated that, like, this really is a thing that attracts clients is that.

It'S not all of them. Right. If you go down in my comments and you see, like, Ashley sells Seattle, like, she's commenting, I don't know if that's a real person. I'm sorry, Ashley. But then they're regular people, too, that are in your comments. And I think comments are a really good way to see who your post is speaking to. Because a lot of times real estate posts, even if they do well, they seem like people have engaged with it. It's just like, Ashley sells Seattle with, like, fire emojis and that. Those are the kinds of comments you're getting. So I'm like, that's not. That doesn't feel like real engagement. Those are people that are trying to help out. Your post And I, you know, it's okay. If people really feel fire emoji, that's fine. But I don't want pity fire emoji. Right. I just want people to put fire emoji because that's what they feel.

Yes.

You know, yes, yes, yes, yes.

All right, so how long? I think, again, I love comedians, and Jason and I, as presenters know you can take a bit and you can do it for a while, and then eventually the bit has to change or you become Chuck Berry, who would sing one song, dance across the stage the entire time, and everybody loved when he did that thing. But it's like, okay, well, I saw him do the thing. Now we can all bail.

Yeah.

So in my experience, if you're not constantly reinventing, trying something new, experimenting, testing, then what happens is you become stale. And I know I have a lot of friends that, like, they wrote one book and that was it. And literally, remember when we had Caitlyn Jenner in where we. Park City, and then he was Bruce, he had one talk. He had done it 5,000 times, and it was about when he won the Olympics. And that was like 400 years earlier. And he did the talk and we were like, that was awesome. And then the entire crowd said, what's it like living with the Kardashians? And that was like three hours of Q and A and a stereo. But he had done that talk so many times, he just put the tape in, did the talk, we all went, yay. And then we wanted to actually ask him questions and have some fun. So a lot of people will do that. So how long do you think you can do this? Do you think it's a sustainable thing for a decade? Do you think it's got a year or two? What's your intuition?

I think that we have a while with it. And I'll tell you why. Because I have kind of a set format. My most popular videos are my home tours where I'm crouching and I'm saying dark things about like, you could drown in this bathtub. Haha. It's funny.

And because when I think of drowning in a bathtub, I think that is funny.

Everybody, that's the crowd. I know. Pleaser.

I know.

So I have a very set format. And it's like I hit you with four jokes. I do more of a long winded one that I'm really trying to poke you in the soul. And then I do kind of an anticlimactic like. And the ceilings are vaulted, you know, and this is a window. It's Very matter of fact, you know, so I have a very set format.

Yeah.

It's like a release, but my retention on my videos, my watch time is very long because even though people know what the format is, they know what to expect. They know that it's going to be something boring at the end. They stick around for it because all of my little bits are different. So the format's the same. I don't have to reinvent the wheel every time I do it, but my zingers are different each time, so I think it's fresh.

Yes. Yes.

So I think we've got a while with it. But the thing that I really like is that instead of my ideas depleting, I keep having more ideas. So I do think if there's a moment where we need to pivot and have this thing grow into something else, then. Then we can.

I love it.

Yeah.

I would add. I would. When I think about some of the folks I follow on Instagram and so forth, like musicians, comedians, et cetera, where there's an art form attached to what they do, I do think that gives it an extra longevity because I think about musicians I follow, and I know what they're going to do. They're going to play a song with their guitar, but I stick around because it's going to be great.

Yes.

And with comedians, I know Nate Bargazzi is going to do a bit, but I'm going to stick around because I like the punchline. Yes. And I also think your point about. I heard Eric say the same thing, Eric Simon, where every punchline just keeps them viewed when that watch retention is just algorithmic juice to send it out to more and more people.

Yeah.

And I also think that the punchline mechanism is algorithmically something Instagram really knows what to do with. Just in terms of understanding your content, knowing the audience who sticks around for that kind of content. I do think you got longevity.

I mean, if you're. It's true.

He is the professor.

Yeah.

He went to college.

Yeah, I did. I didn't do it.

You didn't graduate and I did.

I went. I graduated. I actually have a marketing degree. I don't.

You.

I don't use it. I do other marketing.

I love it. I do.

At the same time, I think you also have to think, like, how do I expand the ideas? How do I go beyond just a static format? Something I would ask you about is, are you doing any other platforms? Are you thinking about retargeting strategies for maybe not to be too, like, funnel driven, but are you taking that audience to the next level, or are you only relying on Instagram's algorithm?

Okay, right now, today, Instagram is my baby. It's my bread and butter. But I have thought a lot about how, honestly, just from a financial point of view, if I was getting kinds of views on other platforms that I am on Instagram, yeah, I would be. I would just be making dollars straight from the platform. So that's cool. So YouTube is one that I've wanted to get into. So can. So one thing that I like about my content is that it's very easy for me to make. And I don't just mean like, oh, I have ideas of mean things to say to people. That is easy for me. But the production, the actual production of it, I decided, like, I'm only going to be able to do something if it's simple. And, you know, I'm not going to. I'm not going to be able to recreate this over and over if it's got 1700 steps. And I have to do that every time. So my setup is so easy. I have a tripod. It's actually a short tripod. That's why I started crouching. That was an unintentional thing. It's just. It's a short tripod. And so I was like, I gotta be in frame. And so down we went. And I do have excellent knees. And so I've got my tripod, I've got my little mic, and that is it. And I just edit it myself on my phone. And I don't even pay for the editing software. I just use the free version.

Yes.

Because it's. People overcomplicate it so much. And so I honestly like having low production values has a place.

It does.

I agree. I agree. I agree. All my early videos, my hand went like this.

Because I. There was a thing called a flip video camera.

Yeah.

That's how I got started. So every video was like, hey, welcome to Tom Fair. Like, people like, why is your hand always doing this? I'm like, because no one else hits the button except for me.

Right?

And look, you hitting that button got you here right now, where people set up your mic for you.

How do you feel about repurposing your content on, like, YouTube shorts? That seems like it's an obvious pleasure.

So I've cross posted a few things over on YouTube shorts, but honestly, it's not something I think about a lot. So it would need to be an intentional thing that I did because I get my dopamine from Instagram. Because then I see all the. The likes and the comments. And the comments are really fun for me to engage into.

For sure.

I don't know if you've gone into the comments and see sometimes there's a little bit of banter. Yes, but that's spicy. That's pretty fun. And so I'm not getting that kind of thing on. On, you know, YouTube. Not because I don't think it's possible to happen over there. It's just because I've focused on building Instagram.

Oh, it's very possible over there. And it's a search engine and you're in Salt Lake City.

And it pays out better monetization.

And it's a. Yeah, it pays out way better monetization. And It's a top 10 place where people are moving to.

And right now, because of the TikTok stuff going on, YouTube and Instagram are both just on fire. Really big opportunities.

Yeah, huge. Really big. All right, Savannah, what are you thinking over there?

I was actually going to ask you if you were on TikTok, because I feel like your content would do really well on the platform.

So. Yeah, I. I have a TikTok. I. It's kind of the same thing with. With the YouTube. I have my handle covered in all of those things, but I haven't spent a lot of time kind of cross posting there, so it's not active. Well, I mean, you can go there and find some things.

No. Yeah, but you're not like actively posting on it like you are on Instagram?

Not really, no. I've tried to be better about it, but. And I should be. But yeah. I do think that my style is probably more TikTok friendly. However, the reason that I have put my effort into Instagram is because Instagram is the platform that I use the most. And so I feel like it's most intuitive for me and I felt more comfortable putting things on Instagram. And so TikTok. There's just something about it where I was like, I don't feel as comfortable on TikTok. There's something about the vibe that feels a little off. So.

For sure. No, I like how you do things for you. You do your content because it's you. You're on Instagram because you like it. You do the type of content because it's not 17,000 steps.

Yeah.

And it works for you.

Yeah.

Yeah. I love that.

Keeping it simple. Cool. What question do you get asked the most that we haven't asked?

That you haven't asked? Yes. You asked everything.

Everything.

Everything.

What is your favorite color?

Blue.

I like that.

That was good. Jason, final questions.

I'm thinking I had one question. So to build on Savannah's comment, I, I also applaud the idea that you're doing something you're passionate about.

Yes.

I think if you're going to do something with more natural, there has to be passion. And so it really is more magical.

I'm thinking about, okay, what's the, what's the mechanism for generating business right now? The algorithm is. You're relying on the algorithm to show you to people who have a cool personality who mesh with you really nicely. You're traveling around and speaking at. Not speaking. I'm sorry, you're traveling around and touring different properties of other places.

Do you need a. Do you have an event? You need to speak? I. I can do a cartwheel.

We're at an event right now. Cartwheels are exactly.

I can do a one handed cartwheel if I'm wearing the.

Have you, have you done like, many chat? I don't. I don't think I've seen a. I.

Haven'T done many chat where you're like, you know, I haven't done any. Many. Okay. I'll tell you why. Because at first I was like, that's a really good idea. And then there was some Facebook. Like, Meadow didn't want me to be able to hook my manychat to my Instagram. And then I was like, if at some point it feels really important for me to do this, I will. But honestly, it just had too many steps and so I didn't do it. But. Yes. Is that something that I could put on my list of things to do? Yeah.

The other thought I've had is I've been talking with a lot of my clients. So I've coached a lot of clients in our ecosystem who have done remarkably well on social media and they built followers. And something we started noticing is.

Social media algorithms are not necessarily locally optimized. And so your content gets seen by an audience here, there and everywhere. And it will, over time become an audience of agents. Now, I know to your point, you're attracting more than agents.

Yeah.

What that tends to do is lead somebody down a path of, well, how do I monetize this? So they start looking for solutions like, oh, I gotta get. I gotta get the monetization to prove it on this platform. I've gotta do influencer deals and things like that.

I'll start selling someone's CRM.

I gotta do those. So they start looking for. And it's. No, I'm not.

No shame in it.

It's just. It naturally pulls you in direction. But then I think about other people who've had like Ken Posak. This is his town. We're in Orlando right now. The dude is just absolutely slayed on video. But it's incredibly locally optimized, so he attracts a lot of local attention. So what I'm wondering is how much. And I know you're relatively new to it, but I'm thinking about, oh, my gosh, you are on. You have tapped into something so great with so much potential. How are you thinking about locally optimizing it to make sure either through. I'm thinking of another client of ours. So Jay Pitts had a lot of success on TikTok, but he attracted a really big audience that was here, there and everywhere. It was really a lot of agents in the audience. And so we started actually retargeting his viewership in his local marketplace for recruiting purposes. And so I'm just thinking, how are you. What level of thought have you given to how do I really tap into the local audience and. Or what am I attracting in terms of business?

Okay.

Jason asks really long questions.

I have two. Then I was thinking, I have two points to make. I might need notebook so I can make sure I hit all your points. But one I would ask you back is why do you feel that it's necessary for me to only speak to people in my area?

I don't. I'm wondering if you. How important to you is it to attract and I don't know your area in Salt Lake City? I mean, people are finding you. Are the people who are finding you characteristically locals or are they moving to the area and finding you?

There's a lot of people that.

Are not even in my area. And I get a lot of comments that say, like, if I move to.

South Dakota, I've seen that too.

Yeah. So. But here's the reason why I don't have a problem with that is because I can refer out.

Yes. Bingo.

Yes.

That's another way to be. To monetize it.

Yeah. And it's something where I've already. So people kind of get grouchy with referral fees because they're like, well, you didn't do anything. And I'm like, yes, I did. Hell yeah, I did, Karen. I did. I built a platform where people are coming in and they're trusting me. And now I'm going to hand deliver this to someone that I trust who doesn't Suck. Even if, you know, even if their social media isn't honed in. But not everyone has the talent or skill to figure out their thing on social media. But there are a lot of really cool agents. And so, yes, I can refer out. And I have earned that money because I built something.

I think that's a really smart move and makes many chat and things like that seem like really cool tools to help facilitate that experience. I agree.

I agree.

I'm just.

At a certain point, it will.

You got some good stuff happening.

Well, thank you.

It's really cool.

At a certain point, it's gonna be really nice to convert that into an email address list.

Yeah.

So have another way to communicate with all those people to nurture relationships. And it doesn't matter if they're agents, if they're consumers, doesn't matter where they are in the world.

Can I tell you, I have an idea for an email list and I haven't implemented it yet, so don't. Don't.

Am I gonna steal the idea or no?

Are you? I don't think you could.

So that was a setup, but I'm bummed.

So one of the things that I have struggled with email, because I understand if I am relying on a platform for my contact point with people, then I am vulnerable. I am vulnerable, too. Like if something similar TikTok turns off. Yes. Yeah. Or if Instagram finds suspicious activity on my account, I am so vulnerable to losing my way to speak to people. So an email list is something that I've thought about a lot. And the reason I've struggled with it is because I could not figure out how to make my emails worth reading.

But I think I have some ideas on how to solve it.

And I'm going to add a feature that has nothing to do with real estate because I got a conversation going one time on my Instagram where I guess in la, or I think it was la. They had an event. It was an event for singles where their friends would stand up on a podium with a PowerPoint presentation and pitch to the crowd. This is my single friend, Aaron. He is nice and he has a dog. And, you know, and it seemed like a really fun event. And I posted that on my instagram and my DMs blew up of people being like, this is so cool. We need to do this in Salt Lake. And while I do think I have the ability to try and pull something like that off, I don't want to put forward that kind of energy to put together an event like that. And so I Was like, what if I have a feature in my email that is the Salt Lake single of the week and I can have people submit their friends. I know that's an awesome idea. It has nothing to do with real estate except for that we're Salt Lake based. We're reminding people that I'm tied into Salt Lake.

And it's a local, local thing too.

It is. And, and once again, what I'm really like, I met you today. I really love the way that you let your own ideas, your creativity just kind of pours out and you wait until you feel really passionate about an idea. I like that.

Thank you. Well, I mean it's. I'm elderly now, I'm in my mid-30s. So I have had a lot of time to listen to other people's ideas and do it their way and then have things not work out. So.

Right.

You know, I love it, I love it. But yeah, so then, I mean then I'm going to have my Sally single of the week and everyone's going to open the email because they want to see what Aaron looks like and what he's into. But then also obviously I'll be like, here's my real estate deal of the week. And you know, so they're not separate.

I think it would be fun to also do B roll stuff that didn't make the show. Little Microsoft, like all your, like this got cut. And I think people would sign up just for that.

You could do like get a tripod with another phone that's filming your tripod for like the behind the scenes view.

Oh, that's love it. The stuff that didn't work. The stuff you didn't want.

People ask me all the time, they're like, how do you keep a straight face? You must be bursting out in laughter. And that is not the case. I don't know why people think it's hard to keep a straight face. Cause I'm like in the zone.

Yes.

You can ask my fiance. There was one day he goes to these houses with me sometimes. Cause he kind of obsessed with me. Do you see he followed here.

I know, I have noticed he's Saralina the whole time.

He's just so into me. And so there was one day when this was on one of my recent ones where I was in the zone. I was thinking about my line and he, I noticed him creeping over there and I look at him and I say, don't look at me. Do not make eye contact with me. Right now I am working, I have things to do. And you're you're ruining my vibe. I don't. I don't laugh when I do it.

See, that's the clip that everybody would want because it was just these random, you know, these random. Like, that's not gonna make it get out of my. Yeah, like, that kind of stuff. People. Right or wrong, people love it. People love bloopers behind the scenes. What it's really like. Do you know what I mean? Like, have you ever had, like, your pants rip or is, like, something funny?

No, my pants are always perfect.

Your pants are always perfect. Perfect pants. Brian Unstitch part of her pants. So the next time she's asking you to stitch over just, like, right in the middle of the show. That's what I want to hear.

Okay.

Who's totally going off the rails right now?

He's in love with me, not you. Oh.

I'm on my own Instagram. That's like a behind the scenes of working with you.

Yes.

All right.

Definitely getting out of control.

We're wild. This is wild.

This was super fun. I've been watching your stuff since October. I think it's completely hysterical. For the person that said I wouldn't like it. Hello. She's on my show. I thought it was hysterical, but what I loved about it, now that I know that, it's like. It's like a beat. I do four of these, and I finish with that.

Oh, you didn't realize that I do it every time?

Well, no, you watch it, but, like, you articulate it perfectly. Like anybody else knows there's a tempo and a timing to writing a talk, doing a bit, et cetera. So I wasn't shocked by it, but having you articulate, I'm like, yes. So I'm really proud of what you're.

Doing to me that, like, that's a formula.

Well, of course. But the average person just gets on and goes, I don't know what to say and I don't know what to do. Right. So, like, I know it's like, intro, hook, story. Right. So I get it. So you just did it perfectly. Yeah. So, hey, in a year, you should come back on the show and we can see where you finished.

Okay.

I'm betting it's going to be like, 10 million plus.

Okay.

You should send her a referral.

Okay.

$10 million referral. Just send her a 10. Just crush this deal. Hey. Thank you for being on the show.

Thank you for. For letting me come to your grandma's house.

Absolutely. It's all about salmon. It's all about salmon.

All right.

So, hey, if you haven't followed around the show, absolutely do so. Thank you so much. Can't wait to read the comments. All right, we'll see you guys soon. 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.

I don't know why I invited you to be on my show.

It's because I'm really funny.