Connectivity Is the New Currency: Networking, Follow-Up and Video, with Casey Eberhart

0:02 The question I get asked most often as a real estate broker in probate who's built a great business is how do I build a business based on referrals with the beginning referral of listings from real estate from attorneys or related parties? And the answer is, about six, seven years ago, six years ago, I think, I bumped into this guy, Casey Eberhart, I expanded the business, and he kind of laid out things what to do, and kind of like, oh my gosh, I'm thinking Forrest Gump, I just did what he said, and I built this business. And so, I'm really excited to have today one of my coaches and, mentors and really a person very responsible for me building the business I have today, Casey Eberhart, expand the business. Thank you for joining us, Casey.

0:45 Awesome. Thank you so much, Bill. I am so I it's when I see this show come up on my calendar, I get so excited because I just know and for you guys all that are maybe joining us for the first time. Normally, we have a catchup session and we get all into stuff and then we forget to hit the record button.

1:02 So, Bill was very clear this time like no, we're starting the recording. Stuff. The other thing is the other thing is I feel like you're so successful with me that you really just pushed me right out of your program in that I built a business where I don't go to network events anymore. I don't have to do some of the things I used to have to do. And that's really because I, you know, I'm at 67 built a business that I wanted to and really helped unlock that for me. And so I really want to get into the practical details because again it's one thing just to say you're a great coach and people should come to your program but it's another thing to kind outline step by step not just what you're telling people to do but I can say what I've done as results. So let's talk about I think of you as being a master of two different domains when it comes to building connections and relationships. One is live in-person events and one is social media. So let's start with the live events. One of the things you talk about is that and I always did this innately, but you really talked about it strategically, which is when you go to a live event to get there early because that's when the good stuff happens. Talk a bit about why if you're going to network event that starts at 12:00, why you want to be there at 11:45 or 11:30 rather than strolling in 5 minutes late.

2:13 Yeah. Well, let's take just a quick step back, Bill. So first off, I'm super stoked to be here and let's I want to just jump right in like you said, but with like some practical stuff. So, at the end of the day, here's the deal. Every single person that's ever going to listen to this has the ability to build the business and the life that they want. And I just want to start contextually by saying there are a billion different business models and a billion different ways to build a billion different business models. So what Bill is really speaking to is sort of what our tagline is, which is from vision to profit having it all. And what that really means is how do you bring the line between work and play down closely to be in alignment? Because if you've been around Bill for any length of time, his work and his play are fairly seamless. He doesn't he doesn't have a clock that he punches and it goes away and then he leaves it all home. And he doesn't have the he has the ability to if one of his grandkids needs something in the middle of the day or his wife needs something in the middle of the day or he needs to just go for a swim in the middle of the day, he's built the business around that life. And so I just offer that as business people. First off, if your business is too different from your playland and your business land, we want to bring those together.

3:36 So, there are people that are social butterflies and love going to networking events. Some people hate going to networking events. And I get it. The key from a strategic standpoint is can you go into those events with some kind of intentionality, some kind of purpose, some kind of plan that allows you to get your quote work done in a very short amount of time so that then you can play. And remember that this is my belief and Bill, you've already touched on it is one of the things that I get I get my hand slapped when I say this, so I'm going to be very gentle when I say this, but if you're still going to networking events 15 years after starting your business, hire a coach. And I say that lovingly because the reality is the idea is that you go to these events to meet and connect with people, grow your business big enough so that you don't have to do any of that. You can choose to do that. But then I'm going to tell you to choose to go to gallas and go to things that are in your spiritual community or things that you care about. So just let's start with there. So why go to an event early? At the end of the day, 95% of the people that you meet at a networking event are not going to further enhance your business. First, please recognize that, folks.

4:58 And that's an important part. Just I just don't think people appreciate that. I've heard you say this numerous times. It's so real. 95% of the people there are really not really valuable to your business. And that's okay. That's not why you're there.

5:12 Yeah. And that doesn't mean they're bad people. It doesn't mean you're bad people. But most people are just kind of going to an event to go through the motions. They're not really there to do business. They may not be one of your ideal customers. They may not be even an ideal referral partner. They may not be because ultimately what we are aiming to do if we're going to go down this route is to find connections at these events that have our same ideal customer that we don't compete with to grow our network. And that's a really important component is I'm looking for people that have my same customer in their network that we could joint venture with or collaborate with, but that I don't compete with. So I'm not going to tell Bill to go to a networking event and meet all the other real estate agents there and build connections with those real estate. That's not the game. He competes with them directly. What I am saying is if Bill goes to a networking event and there are home insurance folks, junk removal, landscaping, HVAC, probate attorneys, people that serve the same customer that he serves. Those are our ideal people that we want to meet and get connected with, right? So, what can we do? Like what are the practical things? Number one, get to the event early. The reality is before the program starts, the eager beavers are getting there early. The people that are really there with intention and purpose are getting there early. They understand the value of being in the room. Number one.

6:42 Number two, it allows you to connect with the organizers of the event, the people that are doing registration, the people that are running the event, the people that own the chamber or the executive directors of the chamber, they own said networking event. Those are people I want to build the relationships with because they have the ability to walk us into a warm referral. Okay? So, getting there early, standing at the door and just being a greeter, right? Just, hey, Bill, welcome. Welcome. Hey, great to meet you. What do you do, Bill? You know what? I work in the in the probate real estate thing. Cool. Hey, I'm pretty familiar with most people that come in here. Who's the best person I can introduce you to? Who do you want to meet? And just be that connective tissue. You know, we titled this episode connectivity is today's new currency. It's absolutely true in the world of slop AI, which is where we are today. The true connectivity is going to be massive. So, getting there early and just being the greeter, number one, nobody has ever in the history of events I've ever been to, some organizer had to come up and said, "Hey, Bill, no, I really don't want you to stand at the door and welcome people."

7:47 Never happened. No, it's never happened. They love it because it makes people feel welcome and energized and they're worried because at the beginning of the event there's very few people there. So, they're panicked is nobody going to show up today and there you are with a smile greeting people. They love you. Like the best way to get the event organizer to love you just to be there and be vocal. And I'll tell I'll give you I'll give you guys another sort of like super insider sort of ninja move here. Most of these events, chambers, gallas, you know, meetup groups to some extent, seminars when they come to town, most of them have speakers, right? And they are pitching you to be there because of the speaker. Well, if you get there early, number one, you have a much higher likelihood of meeting and interacting with the speaker before the program even starts because they're nervous. That's not their home. It's not their home meeting. So, most of them are I am one. I mean, I'm uncomfortable. I don't really know who's there. I don't know who the players are. Go up explain how the event works. Okay, so this is how this operation works, right? We sit down, we network, and then at 11 or no, we stand up and introduce ourselves. You be that connective tissue between the event and the speaker. I want the speaker to mention you from the front of the room. This is where I'm going with this. Now, for extra super duper credit, and again, this is something that nobody does, which is why if you do this, it can be wildly profitable for you is most of the time these speakers are going to be selling some book. They've written a book. They're going to either give away a book or try to sell their book or whatever, right? Well, I always try to buy three copies of their book before the event ever starts. You can go on Amazon and get three copies. You're going to probably 20 bucks, right? If budget's a little tight, buy one, but get one to three copies of the book.

9:34 Walk in early, get there on time, come in with a Sharpie and three copies of the book. Bill's the speaker. Bill, oh my gosh, my name's Casey. Hey, I love getting here early. I can't wait to hear what you have to say. This is really awesome. Hey, real quick. Before we even get started, let me tell you the lay of the land. Blah. Hey, also, I bought three copies of your books. Would it be at all possible to have you autograph these three books? I'm very specific who I want them to. Number one, I want you to do one to me because I'm just super thrilled and I love being able to promote it. I'll promote it on my social media. No problem. If you want to take a selfie with me, I'm happy to do that as well. But number two, I have client X. She does this and I think she would really get some value out of reading your book as well. She's one of my best clients. I'm going to give her a copy of the book. So, I want the second autograph one to her. And then the third one, Bill, I want you to just autograph generically and I'm going to give it to the organizers and ask if they can give it away as a door prize. So we just get your book in the hands of one other person.

10:30 Nice. Eight out of 10 speakers, not three, eight, and I'm actually wanting to say nine, but I'm trying to be conservative. Eight out of 10 speakers will absolutely talk about that experience from the front of the room. These events aren't very big. So, I'm also going to sit in the front of the room where the speaker who I've just built a connection with, I have eye contact with. And in fact, in my conversation with them, I'm going to say, "Hey, Bill, I'm super stoked to listen to you. Hey, are you going to do any time for Q&A?" Most of the speakers will say, "Well, yeah, if there's time, go." Well, listen. Is there something that I could ask you that will help you sell more books or help get you more people or help get you more leads? Like, what question could somebody ask you from the front of the room that would help you? And then here's the shocker. I just do it. When it comes time to Q&A, it's just now your hand is raised, they're calling on you, and you're asking the question that was preset up. This is how the connectors do it. It's on purpose. It's with intention,

11:37 Right? Does that make sense, Bill? Yeah. No, and I think, you know, having met you at an event you organize by getting there early and seeing how the whole process works and then seeing this process go on over and over, this works. I think the other part is, you know, if an event's at 12:00 to 1:30, let's say, you get there 11:30 or 12, that's prime time networking. The program, it could be good, cannot be good. If it's good, you listen to it, you pay attention, you know, u, but then when it's done at 1:30, you know, you have the half hour afterwards. That's when you really have to be on. Like that's the key time. It's not during the program, it's the before and after part. You're already driving there, right? In my case, if I go to the valley, you know, it's like an hour, 45 minutes each way, hour and a half total drive time. Why not make the half hour before and after more valuable? I think it's like you say, the word that you use it that I didn't really think about is intentionality. This is not a game. It's not it's not just a coincidence. This the way you play this game every single time to play for keeps.

12:37 Well, let's go a half step deeper. So, we get there half hour early. We do our thing. And Bill said it, most of these programs are not amazingly awesome, right? Or they're only there to talk to a certain group of people. They know they're going to be speaking to a room that's not really their deal. So, what does the speaker want? What does the group want? And what do you want? To me, those are all three almost identical, which is exposure, right? The speaker wants exposure. They're talking one to many. The organization wants more people to think their event is awesome. And what do you want? You want to have interaction and engagement on your social media. So, what if let's pretend again we're at the event. Bill's presentation has nothing to do with me. He's going to talk about, you know, I don't know, how to keep house plants green in the winter time, right? Not really my bag. As soon as I get done, and the presentation goes into I still bought three books. I still do the same deal, but now I go into what I call ILT. Invest, learn, teach. Invest your time in something, learn something new, and turn around and teach it. So now, a program that I have no interest in, how to keep house plants green. I'm investing my time in listening to Bill teach me that. I'm learning something new, and then I'm going to turn right around and I'm going to share that on social media. Hey, today I met Bill Gross. We were at the blah Chamber of Commerce and he did this great presentation on how to keep house plans green. And even though I talk about real estate day in and day out, I found these three things super fascinating about health plans. One, two, three. So now I'm using and I'm tagging the organization. I've got a couple of pictures that I'm there and I've got that completely dialed in. So in each stage of this live event, we're on purpose and with intention.

14:31 Now, this going to lead to the second section we're going to talk about not quite yet on social media. But so often people say to me, well, I don't know what to talk about. And the mistake they make is they get some stupid AI, they get in some generic AI slop posts about real estate. Oh, you know, rates are up, rates are down, sales are up that you have no connection with versus if you go through your business day and meet people and then share that person and what you learned has to be genuine from that person. People like you are interested in what you learn. They may not even care about house plants either, but because you're talking about it, Casey, I would pay attention because, well, Casey's talking about this, maybe it is interesting. Oh, okay. Well, if I ever need house plans, I'll know where to go. And then, so the social media becomes really you working every day and learning something and then sharing that something you learn with somebody else. And so, the events become about that. And I'll say, but I don't want to get too into social media just yet because there's another piece I do at a live event that I think is really important for folks. But I if I could drill one thing into all of our heads is stop calling it social media. We are beyond social media. We are now entered into the phase of interest media. We're not just seeing posts from people that we are connected to. We are seeing posts from things that we are interested in. So, the reason the house plant thing is actually really important in today's marketplace is that now maybe I'm connected to people that are not interested in me talking about Bitcoin or crypto or whatever I'm talking about over here, but they are now interested in house plans. I now have exposure to people that are maybe not interested in what I my main thing is, but maybe I'll scoop up some of them know like to learn to learn a little bit more about me.

16:13 I've got a broad network of things like do this you guys. Well, we'll talk about that. We get to talk about social and interest media here. But Bill, one last thing I do at events that I think is really valuable that I think everybody can do. It's really awkward at first and I'll just tell you guys up front, it's awkward. Here's the great part. No one will do it. Which means you can be set aside. And that is when you meet somebody at an event that you think is going to be a really valuable person to add to your network. They're the speaker. They're the organizer. They're the people that have stuff going on. Whatever. Take a selfie with them. Very easy to take a selfie and then say, "Hey, I want to send this to you, open up your phone, put it into a text message, and hand the person your phone." They are going to take your phone, and they're going to put their phone number in your phone.

17:00 Boom. Send the text message. Show me that you got it. Now, I know that they've got their the picture. Now, proves to me that I'm now not given a fake number. Then, all I do is I then add a little bit to the next text. I say, "Hey, Bill, this is Casey Eberhart. It was so great meeting you at the Humane Society gala in, you know, April of 2026. Great to hear about your new grandkid, and I can't wait to see what we can work together. It's and I send that message. Now, what did I do there? I sent him that message for a couple reasons. Number one, my name is spelled correctly in there. Number two, I told him where we met. Number three, I added that he had a grandkid in there. Not be for his sake. I want him to know that I heard him secretly for my sake. I meet a lot of people. I may not remember all of these facts about Bill, but the next time I go to text him, right, the next time I go to text him, I'm going to see that previous message and it's going to re-trigger my brain. If he doesn't remember me and he gets a text from me and all he sees is a phone number. Now, if he's going to look go, "Oh, yeah. I remember that dude. We met the amazing Society." Oh, yeah. And so it's it is it is the connective tissue. This is how we start to build these connections. Does that make sense, Bill?

18:16 100%. I think 100% is it's just the little things accumulation of little things over time that make us from a you know just a text to a human being that we're connected to. And I think that's kind of the whole practice. Okay. So now the other area that you had a tremendous impact on my business was interested to use a word you're using. I think of it more as really just educating my prospective clients. I feel like I'm auditioning for the job before they even think of hiring me. I'm showing them that I'm capable, I'm knowledgeable, I'm friendly, I am what I am. And so I know part of your program, the expand the business expand the business community program, we'd have like a weekly meeting and people were struggling with this. Now this goes back five, six years. And I remember one of our colleagues, female, was struggling with the idea of doing u a video and you were challenging us to do it daily for 30 days. And I and I heard her stroke. I said, you know what? I'll do it. And I thought, well, what the hell is that going to look like? I mean, I'm a I mean, I don't know how I come across on video. I'm shy. Like, I would never meet anybody. My favorite, you know, hobbies are reading books and swimming. So I really don't need much more human interaction in my life. But I do like the idea of sharing valuable information with other people. I do like people appreciating me and respecting me and getting value from me. And so I just committed to doing something for 30 days. I look back on that none of that video even exists anymore because it was on Facebook which was the wrong platform. Facebook since has deleted the library. Whereas YouTube keeps it all. But you know after 30 days I kind of got a little bit of a rhythm and got started in it and I found kind of my wings to go. And I know that you've helped a number of people go from zero to a program of sorts, a podcast or a vlog or something where they post information that attracts customers to them because they have a chance to show off what they do. So talk a little bit about how do you get people over that

20:18 First hump? I mean, I did it because I was on the group and I think that's a great tool for me. Not everybody responds to that kind of social pressure. Yeah, 100%. And we could talk for hours on this. So, by the way, she clipped over 8 years of doing a live video every single day, 365 days a year. We just clipped over I think it's eight years in her in her deal. So,

20:45 I started with her on that, too. It's just amazing to think back. I watched and she's grown. She was terrible when she started. Oh, can I say that on the on the video? I'm not going to say her name, but like I was terrible when I started. I Here's the good there's some good news and bad news in this. Let's start with just here's the thing. If you sell a product or service that is a non-impulse purchase, okay, this is probably the best way to say it. And there's some trust that needs to occur before somebody buys from you,

21:18 Right? Okay, so you sell life insurance. Do you need tax returns? You're a real estate agent. You're going to do be dealing with the top three biggest asset purchases of somebody's entire life. You sell cars. You know, they're $50,000, $100,000. You know, the more trust that's involved in a person buying from you, the more this is valuable. And that is that average, it takes somebody approximately 700 minutes of getting to know you before they make a purchase. I want you to think about that for a second. That's like 12 hours. How do they do that? If it's 12 hours and you go to a networking event for an hour or two hours, that's six months of just going to that networking event before somebody's in your space before they're even willing to make a decision. We also like to do business with people that we know, like, trust, and remember. We also, whether we like to admit it or not, tend to give a person that sounds like us or has some common thread to us, a better and a faster shot at doing business with somebody that's completely either a stranger or they don't look like us or we don't have anything in common, right? I mean, truth be told, Bill and I will both wear glasses. We're both guys. We both live in Los Angeles. We already have some things that are connected. I've bought real estate before. He sells real estate. We can talk about real estate, right? All of those things go into play. And if you don't believe me, just look at how you make buying decisions, right? I'm guessing if you looked at who you buy your car insurance from, who you buy your life insurance from, who you hire to come take care of your kids, who do you hire to come do hanging man work on your house, my guess is they are closer aligned to who you are than you actually want to be or you want to admit. Right.

23:22 Right. So given that the other thing is we want to be we want to know that the person knows what it is they're talking about. I want to know before I talk about real estate with Bill that he knows what he's talking about. Easiest way to do that is video. So the bad news is you got to do videos. The good news is your competition won't. So one of the things that I preach and teach and scream from the mountain tops is you got to do 50 video. Good news is, well, the bad news is your first 50 are gonna suck. They're gonna suck. Yours, your hair is gonna be a mess. The lighting's not going to work. The zoom's going to crack out. You know, you're going to trip and fall. You're just going to be terrible.

24:07 Phone rings in the middle of it. The lighting's wrong. The audio is wrong. I've done all that. Yeah. The good news is your competition will never do 50 videos. And so if you can get over that hump of just going, listen, I'm going to post a ton. You can't out you cannot saturate social media or interest media. Right now, Alex Hormozi, I just heard a podcast he did yesterday. He is cranking out 450 social media pieces of content a week.

24:40 That's 1,800 pieces of good quality content a month. And you well yeah he has a team and all this stuff but at the end of the day he recognizes that the attention that gets is the lowest cost of attention which is what somebody needs in order to make a buying decision

24:56 Right so if we know that video to me is like huge most people won't do it even posting even if you go to ChatGPT and you have the thing make a post take what it says don't copy and paste it make it your own vibe you are you are not going to post too much content. You're not going to oversaturate content. What you are going to do is teach and show people the thing that you do. If I was a real estate agent, I would literally every single day find some house, either an open house or something for sale. I'd pop my phone out. I'd do a walk through. I'd say, "Hey, here's why I love this house." If I didn't get my video and I didn't have anything to go see that was for sale, I'd pull over on the side of the street and I would do a video from the street that goes, "Oh my gosh, look at this house. They finally figured out that they're probably getting ready to sell." You know why? Because they have a red door. Statistics indicate that a red door sells more here. What I would do if I was getting this house ready for sale, the three things I would change immediately are this mailbox is rusted and gross. The address label address numbers are terrible. And I would fix this crap in the pipeline. It's showing people that you know what it is that you are actually doing. It's that's man on the street, girl on the street, woman on the street so much more valuable than you guys talking about what you do and sharing and giving value than pretty much anything you can do.

26:24 You know, I get real estate agents around the country call me up. They see the business I do and they'll say, you know, I want to I want to be like you. Great. Oh, I'm glad to help. How can I help you? Can you send me a copy of your listing your pre-listing package? And I already have one. I'm embarrassed to admit it. It's not I'm lazy. I work every day. I don't have the extra time to create something I don't really need. Why? Because they might watching video 10, 20 hours before they make that decision. At some point, they'll say, "Can you list the house?" Sure. I'll send you the documents. They sign up on electronically and we're moving forward. That it just builds the trust before sending somebody something and going out in a dog and pony show. I got to save all that time and energy and put it into creating good content for people who want to do business with me and it creates that trust level.

27:09 Let's break this down because I really want people to understand what you just said. When you do video and you educate and you come from a servant's heart and you and you put value into the marketplace and you explain to what people do and you put it out there that you want to help people make whatever decision that they do, what you're going to find is that people will consume content that they like. I have YouTube channels that I wait by my phone every day because I know what time they drop a new video. I've watched them for years, right? They pour value and pour value and pour value. Bill has the same thing. He pours his heart into these things. He gives massive value. He answers questions. He talks to people all day long. He shows people what he does so that if I am looking, I'm in I'm in probate and I need a Realtor® and I start and I catch on to Bill's stuff and I consume 10, 20, 30 hours of the content. I got all my questions answered. I don't have any real fear anymore because I know this guy's going to take away any of the scary that I have. I'm calling Bill and just going, "Dude, I'm ready to sign." In fact, the funny thing, this is a true story. I didn't even think about this until just now. I am a cryptocurrency guy, right? And there is an element of that space that I wanted to learn on a much deeper level. Okay? So, I made the decision I'm going to hire a coach, right? I think all coaches should have coaches. That's my own opinion, but whatever. So I went out looking.

28:45 Where did I search first to find a coach? YouTube. I found five or six guys, and I say guys, teens, I'll say, that taught sort of the same thing. I got into their loop. I got into their ecosystem. I watched their videos. I watched how they interacted with people. I watched how they interacted on their other social media channels. And then they had a webinar. I went into the webinar. I asked questions that were relevant to what they were asking. At the end, they said, "Hey, if you want to work with us, you know, here's a link. Go fill out an appointment for me." I'm like, "Awesome." I already knew I was going to buy. I was a buyer before. I mean, like, this is just a punctur waste of time.

29:27 Right. Right. So, the sales guy gets me on the call, right? And we've scheduled an hour for the call and his name was Ben. And I said I said, "Ben, I said, you know what I want to do? Can we just spend this hour you telling me your journey? I said, I'm in. I've got my credit card. Like, I'm in. I don't need the I don't need the donia. I want to hear your experience with what we're doing. Tell me your journey. Tell me about your family. Tell me about what the sale for those guys was completely easy because I already knew I was a buyer because of what I was watching them.

30:01 Right. Yeah. And I think that's where that's where this connective tissue needs to occur. So you guys listen, if you're going to networking events, bring that stuff onto social media. And when you're on social media, take that stuff and take it into your networking event.

30:18 Take pictures at the event. Give those pictures to the chamber. Give the pictures to BNI. Give the pictures over there. You go post. Show that you're active. Show that you've got stuff going on that you got a little bit of a spark. Bring in some of your personality. You're into gardening and you're into Big Bang Theory and you're into swimming and that stuff all because you don't know who's going to go, "Oh my gosh, Bill, you know what? I love swimming, too." Do you have the Speedo new fancy goggles and the head the

30:44 I do actually. I don't know. I want you out. But I'm all interested in that. Forget the whole networking thing.

30:54 Wait, hang on a second. If you guys are watching this on YouTube aware, go back and rewind it by five seconds. Yeah. And watch the look on Bill's face when I brought in something that was not business related, but that was personal related. Swimming, do you have the new Speedo goggle? I'm sure Bill will put the affiliate link for the Speedo goggle.

31:13 The minute he lit up, that's what we want to cause in people. And that's where this connective tissue comes up. We just did an exercise this past weekend where I had everybody write down five things that people don't know about them. Then I had them all share them on the call.

31:28 The amount of camaraderie that was built on that call. Oh, you were in the military. Oh, I didn't know that. You were in the military over here. Oh, cool. You speak five language. What languages? And it got to do this whole thing. I said, "Listen, now go post this on Facebook." So, most of them went and did and if you go look at their post right now, that's where they're getting the most people because people want to know about people,

31:49 Right? People are attached to the plastic. You're not a credit card without somebody saying yes

31:58 At least today. I'm curious how you answer this because I get asked this a lot too which is I want to get okay Bill I want to get my own interest media social media my own educational media posting of videos and such and there's a few types you know my specialty is interview I do a long form kind of topic once a week on the real estate market which is different that people do questions and answers you know obviously there's real estate like live transaction when I go to court I always video something people love or when I go to an auction or go to a court, they love that because it's so informative because it's real and the energy is real. But you kind of have to have one or two channels or one or two methods you kind of specialize in to get better at. And I feel like they get hung up on picking one rather than just getting started. Do all of them and figure out where you fit in and how that works for you and your business. How do you advise people on to find their lane in the video content?

32:52 Great question. So, you've kind of hit on it already. At the end of the day, most people won't start. They're too busy doing chat, figuring out the 77 different niches because some gurus said go an inch wide and mile deep. Some gurus said that you got to find one thing and go be the best in the world at it. And I'm just like, how about you just turn your damn camera on and talk, right?

33:16 And record and record. So remember, this is interest media. So it is not about what you want anymore. You are now talking to your customer. It is about what your customer

33:28 Right wants, right? Does your customer want to sell their house? And if so, what are the questions they are asking right now of listing agents in their mind? Those are the questions you should be answering. Right? I have friends of mine that are like, "Oh, I never do a video. I'm only doing shorts. Only doing shorts. Other videos are way too long." I'm like, "Awesome. That's great to grab a quick snippet of attention, but if I'm selling a high trust point product, coaching or life insurance or you know, marketing services, I got to have somebody know my philosophy, get my vibe, understand what it is, and the marketplace will tell you what you should and should not do.

34:12 Yeah. This is one of the things I think I think people get really mixed up on. It's like, well, I don't want to do this or I don't want to do that. Great. The good news is you don't get paid to think anymore. The good news is the marketplace will tell you where to go. And if you choose to go there, you'll be rewarded. If you don't,

34:31 It I'll say it differently. You can do whatever you want. If you know that there are potential consequences for every decision that you make and you're okay with those consequences, then do whatever how you want. Right.

34:47 I had this conversation about politics posting politics on social media all the time. Like if you want to post politics on social media, like as long as you understand what the consequence is and you're okay with the consequences, post away. But what the challenge is most people do know what the consequence is. They'll post, the consequences come to bear, and then they're mad and upset and oh, social media doesn't work. Well, you know what? Like I don't know. I know if I go rob a bank, there's a pretty high likelihood that I'm going to be dressed in orange for some years. Like it's a pretty high likelihood I'm going to get picked up and they're going to put me in an orange jumpsuit somewhere. Well, I don't look in orange, so I don't go rob a bank. Like, it's a it's in everything we do. Here's the here's the better question. The better question is what is your competition doing or what is your marketplace doing? Where are they getting their information and what are they consuming that's allowing them to make decisions in order to hire your competition that you are better at?

35:58 Well, I think to your point, you know, a lot of the YouTube creator suggestions don't apply to my business. In fact, I would say most of them don't because most are not my business. And by the way, most of those people aren't me. And so they're giving good advice for their business. Usually they're coaches or content creators full-time or their personality style. They're some 25year-old starting out their career. And you know, like shorts, an example. I put a lot of time and effort and money into shorts. And it just did not create anywhere near the view time that for me long form does. But that's the nature of my business and my personality. I kind of figured that out after a while. That works for me in a way the other ones don't. And so I think the thing about your advice that's so important is just do 30 video or whatever the number you gave was just do one and you'll learn like thumbnails people spend so much time on that stuff, right? And then all the tag like I know what tags we use on my videos anymore and thumbnails we came up with a format we just do it all at the same time every way. It doesn't drive the difference in engagement as much as me doing a good job interviewing somebody and creating value that wipes out the difference of all that trivial nonsense that people get so caught up in. So I guess I answer my question. I think to some degree is really just a key just get people into action and doing the recording and they'll figure out their path.

37:23 Yeah. I'll give you a quick I'll give you a quick example. Here's sort of a bigger picture conversation. And I know we don't have a ton of time, so they can find you and ask you about it, but when you post a video on Facebook, it has a halflife of about a day, which means after about 3 days, it's gone. Like no one's going to see the thing, right? So you're constantly feeding this machine of videos, if you will, or content that doesn't show very much, doesn't have much use life after 3 days,

37:58 Right? On YouTube, the day you put it up is your least amount of views. It gains value over time and lasts forever and it becomes more valuable over time, more views over time, more minutes over time. So what happens I think a lot of times is people like try to do this on Facebook and they don't get a result but they don't put it on YouTube and the value is in YouTube later people are watching videos they're able to click so on and so forth. I mean the real the real game is how do you get in front of your customer? That's at the end of the day whether it's live event or social media you've got to find out who that customer is. You got to hang find out how they hang out or where they hang out and you got to get in front of them and you got to help them make decisions that are going to benefit both you and the customer. Like it's not overly complicated, right?

38:54 You got to get in action. You got to get in action. Yeah. And take a stand for like who you are, right? People know me very well. They know I'm never going to be in a suit. If you are looking to put me on a stage or hire me or whatever the guy to suit the time, you look at Bill, you laugh at ain't gonna happen. I mean, my family knows that when I die, if they put me in a suit, they better hope that there's no afterlife because I'm comfortable, right? But, that's me. That's a part of who I am. And I have a lot of people that probably wouldn't do business with me. And a lot of people come like, gosh, I appreciate the fact that, you know, you got your philosophy. Man, I have and Bill I kind of will leave you with this phil is my this is just my overall one of my philosophies.

39:40 I think as entrepreneurs we have a spectrum. On one end of the spectrum are the people whose ability to focus is their greatest gift in life. They want to do one thing. They want to be the best in the world at Gary Keller wrote the book the one thing. Like it's their like end all be like if I just did this one thing and I took 18,000 shots at it. I'm going to be the best in the world. Right? On the other end of the spectrum are the plate spinners that in order to fulfill themselves inside, they need 10, 20, 30 projects. They need to be swimming. They need to be talking about you know, humane society stuff. They need to be talking about ocean cleanup. They need to be talking about life insurance. They need to be talking about real estate. And they have this whole stuff.

40:21 One of the challenges I think for a lot of people that are in the advice business is they take everybody and they always try to push everybody to the focus group.

40:30 Right. And what happens when we do that is you start killing off this little bit of somebody over here. Yeah. And it makes them not as excited to do what it is they do. So for those of you that are in the advice business, real estate agents, brokers, attorneys, you guys, you're all in the advice business. You have to meet your customer where they are and find out where they want to go and then move them, help them move one way or the other. But trying to whiplash them into being 100% focused or 100% scatterbrained or somewhere, it's a it's you got to make them feel amazing. And that's where again comes back to connectivity comes down to. I want to know what's happening with your wife. I want to know what's happening with your grandkids. I want to celebrate those grandkids. I want to celebrate all of those wins. That's how you move from buy my product just transaction to friend slashreferral partner. And at the end of the day, the reason that Bill doesn't have to do listing agreements,

41:35 I do listing agreements. I don't do pre-listing packages listing packages is simply because he has enough people that know, like, trust, and refer him a bunch of business. So the answer is, can I have your listing package? No, but let me show you how to build a business based on referrals, and you won't need that. Well, yeah, but I want that. Well, yeah, but if you understand how to generate referrals and truly take care of those referral partners, you won't need that. And that's going to be the piece that's transactional. That's going to be less and less valuable

42:04 As we go on in time. Well, look, I went a little longer than I promised I would take you. I know you have an appointment coming up. I so much appreciate your time. I just want to share with those who are watching. Casey is a person who launched me on my YouTube channel six maybe it was eight years ago at least six years ago you know I think it is way was eight years ago must have been because I started when she did 1.3 million people viewed my YouTube channel for over for almost 60,000 hours of view time I have not worked 60,000 hours in the last 8 years I assure you I put a good day's effort in but it's because the power of attraction the power of consistency and the systems he's put if you're interested in joining in I've you know been involved with this program for a long time, expand the business. You can go to join etb forexpandthebusiness.com if you want more information and there's a lot of free stuff. There's great content to get you started.

42:54 This is just our Facebook community. So this page just gets you access to our Facebook community and we invite you to come in there, ask questions. I do a weekly a weekly show that's that's in there. But yeah, I would love to have you guys come join the fan business show. I think it's fantastic. And I would urge everybody to participate as well. Casey Eberhart is a speaker as well as an influencer and a great coach and a mentor of mine. Casey, thank you so much for helping me with my business and thank you for on behalf of all the people, all the students you have that you've helped. Thank you for all the work you've done for us and helping not just help our business, but help us build the lives that we want as well. I really appreciate it.

43:31 Awesome. And Bill, thank you. I know that there are a bunch of people out there and you really come from the heart and have done such an amazing job of building a community and building a platform and building the ability for guys like me to come on and share their experience in helping your community. And I don't think anybody that's in or around you or has been over those 60,000 hours, that's not by accident.

43:58 Thanks. And so I'll just say on behalf of all of your guests and all of your customers and all of your clients and all of the people that have the opportunity to be in your space for even a minute at a time, we just say thank you.

44:12 Well, thank you. I definitely feel like I'm the Forrest Gump. I remember somebody asked her, "Why did you start doing a video a week at the time, one video a week or podcast every single week?" And I said, "Cuz Casey told me to." Like I don't really think it through much more than that. Casey, thank you again. I'm way over on time. You. Thank you so much for being on here today and for all you do. Really appreciate you.

44:31 Awesome. Thanks, guys. Have a great day. And for the rest of you, this is Probate Weekly. We get together every week, usually with probate attorneys, vendors. In this case, I mean, you can help us build our business, referral business, whether you're an attorney or a Realtor® or vendor trying to get more business referrals. Hopefully, today was helpful. Car Casey is really a master at networking and building that business. If I can help anyway, please reach out at Bill Gross Probate on social media. As always, make today your best day ever. Thank you so much.