Replace Paid Leads with Your Own YouTube Leads

If you want to control your own destiny in real estate, it’s essential that you are in control of your own lead sources.

Jackson Wilkey may very well be the nation’s foremost expert on how to replace paid real estate leads with your own YouTube leads.

Tune in to hear what most agents do wrong with YouTube and how you can leverage Jackson’s expertise to rise above purchased leads.

#youtubeforrealestateagents​
#channeljunkies

Justin Stoddart
Welcome back to The Think Bigger Real Estate Show. I am fired up about today’s episode. We’re going to tell you everything you’re doing wrong with YouTube, which may be the fact that you don’t see how big the opportunity is. Today’s guest is phenomenal. I can’t wait to introduce him to you hold tight. He’s coming right up.

Justin Stoddart
Today’s guest Jackson Wilkie. He’s been in real estate for two years. He’s already out of production. Yet you heard me say that right? Two years. And he’s already out of production. How in the world did he do that? I’ll tell you this. It wasn’t by buying leads from Zillow. It was by creating his own lead source from YouTube. Jackson Wilkie, thanks for coming on the show today.

Jackson Wilkey
Thanks, man. pumped to do this again. You know, when I first started, it was just getting going on this now. It’s a full revolution of things working for me.

Justin Stoddart
Yeah, yeah. I can’t wait to hear. Let’s dive right in. Right. I think first and foremost, I want to help agents to see the opportunity. I’ve been, you know, working with agents and me, they tell me that Zillow used to be a really great opportunity. Like the leads were were were strong, they were good, the conversion rate was pretty high. I haven’t met anybody, in all my conversations that say that they’re as good as it used to be. And there continues to be a kind of a downward trend of the quality of leads and how much Zillow is charging, and even the demands that they’re putting on you. In certain environments that require you to call back even before these leads are vetted. It’s a total waste of time, in a lot of respects, definitely not a place where you can go to really build a long-term career with strong margins, it’s going to allow you to serve your clients at the highest level. You’re a big proponent Jackson of the fact that people can own their own lead source, as EMI right, the upstream model was really designed around this concept of getting to the customer before big tech portals. You guys are doing that in a beautiful way through YouTube. Talk to us about how you stumbled upon this idea or how you really uncovered the fact that you could create your own Zillow, right? You could cut out all of the big boys, you could become your own Big Boy, I talked to us about that.

Jackson Wilkey
When we talk about you know, funnel systems. When you think about Zillow, the Redfins of the world, these people are already shopping at home. And so what YouTube and the way that we’ve uncovered, you know, lead generation for us is, first of all, it’s 100% conversion rate these people are calling us but secondly, we’re so far above Zillow and Redfin because before anybody searches for a home, they’re searching for where to live. And so we’ve unearthed that where to live. And so they are going through and watching these videos, and I’m talking, you know, I don’t shoot videos under 20 minutes anymore 20-30 minute videos, and they will just go through all of my videos and they’ll watch it and then they reach out and call so what happened was, it’s all pain points.

Jackson Wilkey
When I got in I was brand new, I was your job right title rep for escrow. And I came from North Idaho as a, just a just blue-collar worker, journeyman lineman, and then I’m thrown into escrow sales. So now I really don’t know anything about real estate or escrow sales, but I just had a knack for getting in front of people, and then within 1011 months, I’m like, I’m going to jump into real estate. So here I am in a brand new market, a brand new job. I don’t know anybody except for realtors. And so I start doing what every real estate agent and what every Digital Marketer like Gary Vee says, hey, go do it via digital mayor because I knew I was going to do video right? Go be a digital mayor and shoot all these restaurant shop interviews because you’ll just dominate the market. So I did I’m gonna go get her some and my business partner Jesse doubt we started shooting these videos. I couldn’t cold-call I couldn’t do I even landed one appointment. Justin cold calling. And for listing like I actually with the scripts, which sucks, landed and I didn’t get the listing because I was that bad. So I started doing these videos like crazy because I was like, this is going to be the way I’m going to get business, and man, I have the Beaverton Police Department. I had these schools, I was shooting videos for schools. I mean, I would walk around people like oh my gosh, you the video guy thought it was working to this day, basically two years, I still haven’t received one deal from that. So I

Justin Stoddart
Here real quick, because I think that’s where a lot of agents make the mistake. They say, Okay, I need to put out content. And I need to go highlight all the business owners in my community. And what you’re saying is, Hey, guys, heads up. We tried that. It didn’t work. It doesn’t produce leads. It might make you like locally famous you might be the digital mayor, but it’s not actually putting you in contact with people that are buying and selling. Is that accurate?

Jackson Wilkey
So it’s 100% accurate and it’s painful because I hear it every day like in the Clubhouse and all these agents talking. Yeah, you need to go shoot these and then I go look and they don’t even they don’t do it. Or be they don’t even have a real estate YouTube channel and I’m like, why is everybody teaching this when It’s not the truth. And I’ve done the pain. So I like telling people right up when they start doing it, don’t because honestly, here’s the thing, and this is not rude to say, but what happened during COVID like the service industries got hammered restaurant owners. I mean, basically, they’re shutting their doors. So helping them I and that’s the thing you hand out your cards all the time and it feels good and they Thank you up and down and I love the feelers you know the feeler so it felt good, but you don’t get business from it. Maybe you get a onesie twosie but is that like we’re building teams, massive teams are that scalable and global, you know if you can only get one or two reach out. I didn’t get any and I was doing it at a high level and I put it to YouTubes and Facebook’s and Instagrams and everywhere. And it just was not something but that’s what turned me into I actually found this gal over on the East Coast Karen Carr. She’s a boss I call her the OG she was doing this YouTube stuff, but also the pain point was she wasn’t doing it the way I would, you know, escrow process and inspections. But she unearthed the SEO aspects. So I started getting crazy and SEO and then started going to YouTube and doing these videos. But you know, the thing that happened was all the videos we were told to do restaurant interviews escrow, you think about it just if I do an inspection video or an escrow video, that person’s already in escrow, or already closing on a home, so their realtor, it didn’t make sense to me. So I started doing this keyword research basically using tools like TubeBuddy, you know, and I realized and in your market, obviously I moved from there. I live wherever I want now because of this. Beaverton, Oregon was searched 31,000 times a month in Google, it was searched 375,000 times a month and YouTube and I’m like, Oh my God. I started looking at Milwaukee, Oregon Tualatin, Oregon, Hillsboro, they’re just 10 times 15 times more a month in YouTube than Google. And that’s where nobody in the world was teaching actual YouTube for real estate wasn’t being done. So I called up Jesse, my business part. I’m like, dude, I got it, man. It’s this vlog, we got to go out into the cities. People want to see this. They don’t want to read about it anymore. So he and I, again, I’m in a new market. So I don’t know anything. I’m like, Jesse, why is this Northwest and that Southwest? You know, he’s like, Are you serious? Burnside separates everything. You didn’t know that. And I’m like, No, dude, I’m new here.

Jackson Wilkey
But that’s a hit me everybody’s new here. Like they need to know what it’s like to work, eat, sleep, live play in Portland. So I just kind of started hitting them. I could do the videos, but I’m like, Jessie, who lives here? Why do they live here? And that unearth everything that he’s not good on video, to where if I put a camera in his face, he can go like you are like me. But if I ask him these questions, dude, you’ll see little wheels turn in his head. And he’s like, Oh, actually just helped the client. XYZ.

Jackson Wilkey
So I’m going really fast forward. But that’s what happened in and I want your audience to know, you know, especially upstream and helping in referral business. I mean, these people trust nobody else on planet earth besides us. I mean, we get their listings in their home state, we, you know, buy their house here, if their mom’s father in law’s daughter in law, you know, whatever, whoever moves here, or they buy multiple homes, we’re getting 100% of that business to

Justin Stoddart
Let’s talk about that, Jackson. Because I think the reality is, people don’t realize how powerful of a position you’re in when you are their Chip and JoJo when you’re their Property Brothers, right? You think about that. And I’ve oftentimes shared this, that if the Property Brothers were to come to your neighborhood, and you were to compete against them, they would slaughter you. And it’s like, why they don’t know they don’t think about the area. No, but it’s that people know something about them. Like they’ve built authority. And they position themselves to be someone who people look up to right, who is the go-to? And what I hear you saying is that YouTube has the ability to create this effect upon people where you have authority with them, right?

Jackson Wilkey
Yeah. And at the end of the day, if you go back to the beginning of this, now we’re looking at me, you know, we’re gonna do 150 million probably in sales across the country for free, just this year alone and continue to double, if not triple. I’m brand new in real estate. I always hear well, I’ve been doing real estate for 20 years. I’m like, sorry, Dude, why? I’ve been doing it for two and I’m out.

Jackson Wilkey
The thing is it all I’m doing is just giving people exactly what they search for.

Jackson Wilkey
And so I started doing a bunch of research on this lately. And maybe it’ll help you to your business, but it’s like content marketing, you know, we always hear this in marketing, you have to understand what content marketing truly is. And the first aspect of it, answering your consumers’ questions. And that is it. People are searching this stuff, hundreds of millions of times all over the search engines. And if you’re not answering that right away, they’re gonna leave and it also gives you the opportunity to no matter how long you’ve been in real estate, 20 years or two days. You have an opinion you have this voice and so I was brand new.

Jackson Wilkey
And so what happened was I started shooting these videos about Portland about real estate, and trying to be the realtor, the local and I wasn’t and but I thought Like, oh my god if I, if I tell people I’m not from here, they’re not going to work with me. But I finally did a video of moving to Portland, Oregon, my store and I opened it up said, Look, you’re moving to Portland, Oregon. I get it. I just did it a year ago. I’m gonna tell you all the things that drive me crazy here. I’m gonna tell you things that threw me off guard. But I’m also gonna tell you some crazy some incredible things that you know me and my family love doing right there. I am like every single person who searched that right? And that’s really when it started taking off. And so yeah, people always asked me Jackson How the hell you shoot all these videos especially in new markets, dude, I fly in we partner with agents cross country, it’s all fly in two days, I’ll shoot 20 videos that are all 20 to 35 minutes long. And, you know, within a couple of months we’ll be doing 10s of millions of production.

Jackson Wilkey
All walking around and seeing things and telling you what it’s like and, and more importantly, I’m telling you things I don’t like I would never live here. If you like the tight loss. All the coffee shops, restaurants, Bart like Hawthorne Boulevard and bolo in Portland like if you want to get off of work go around the corner hit the brewery hit the coffee shops. This is your jam. It ain’t for me. I got three kids dude, we got basketball going on the bike in you know, I gotta be honest cyber Pro. But I’m telling you right now you like this. So we fear. We fear so bad, to tell the truth. And so that’s where everybody goes wrong. Everything’s perfect. I love this. It’s a cute home. Now if you’re like, tell me honestly. And so the reach outs are? Dude, I love your honesty. Like I just love how honest you are and who you are moving there got a budget of a million bucks. Can you help me like that’s, that’s the reach out?

Justin Stoddart
So this concept of the consumer, like in order for you to gain the lead, you have to be answering the right questions, right? You have to answer the consumers’ questions. And what you’re telling us is that YouTube using some tools like TubeBuddy, YouTube, Google are like, it’s available for you to identify what are 10s of 1000s of people asking every single month, and then you can go create videos that are supplying that demand that are giving them exactly what they want.

Jackson Wilkey
Yep. And that’s it. And I again, it kind of drives me crazy, because I go to this clubhouse a lot speak and everybody’s rushing to the new thing, right? And so you got to be on Tick Tock. And guess what they all lead with views, subscribers, and followers. None of them are in fact, the top Tick Tock real estate agent on Clubhouse. He has like 1.6 million followers. And I mean, everybody worships. He’s a cool dude. But there is one guy who asked him, Well, how much business are you getting from that? He goes, Well, actually, it’s not really I don’t get much business from but I drive them all to my Instagram, right? And so here’s this dude. And then he’s, you know, out of one breath. He’s all Tick Tock and views. And the other one. He’s like paying for Facebook leads and doing all and I’m like, wait, why? Why are we skipping past? Everything that’s wide open, like YouTube. When I started YouTube, there was nobody like in the country in the world really doing YouTube for real estate. They were putting their listings out there. Does that answer the consumers’ question? No, because nobody searches 1879 West songbird lane. They were doing open house videos. Does that search? Does that help anybody? No, nobody cares about an open house on YouTube. We were just trying. But when I started looking, and here’s this girl in Portland, Oregon, who is not a real estate agent. She’s like 24, and she shoots this 25-minute video about what it’s like to live in Portland. And she has 80,000 views. And I’m like, Oh, my God, like, this is all it is. It’s like, I just got to tell you what it’s like. But the problem was to as I started getting better videos, and you followed me along with this whole thing. I mean, I remember meeting with you before I even did YouTube last time, and I started getting better at the videos and the vlogs were killer. But I was my problem, Justin was I never could ask for the business, right. And I just always relied on my personality and people just kind of like working with me. But it doesn’t work in real estate sales. So I don’t care what your lead gen platform is you have to learn how to ask for the business. And so I started shooting all these videos. And I’m getting more views more subscribers took like six to eight months to crack the code of YouTube too. So like I make it very easy for people nowadays. There are people who put videos up within, you know, two hours, they’ll get a phone call. But it took me almost a year to figure this stuff out. And I saw blade the knockout but the one thing was as I got better and more views, more subscribers, that’s to lead with right. I will get in the business and so I installed these CTAs these calls to action. But I have to hook for So hey, you want to learn how to bypass Zillow, you want to learn how to never pay for a lead again. In this video, I’m going to teach you exactly how to do that. And I’ve got a special guest today, right so now I’m like, okay, someone’s pain point is they don’t want to pay anymore. They don’t like Zillow, they don’t want right and they want to learn so now you’ve hooked them. B

Jackson Wilkey
ut the call to action now I was like you know, hey, if you’re thinking about moving to Portland, Oregon, you know we get hundreds of phone calls, emails, texts every day from people moving and relocating here. We have absolutely loved it. So if you’re thinking about moving to Portland, you know, make sure you give us a call, shoot us a text, send us an email, send the pigeon carrier, however you want to get ahold of us, we got your back moving to Portland.

Jackson Wilkey
So I set it up with that hook content marketing, you hook them. And then that allows me to get a little bit of branding in there. And then my call to action the next day, 14 phone calls. The rest is history. You know, it’s pretty cool how that works. But you don’t need expertise. You don’t need 20 years in the business, you don’t even need to be brand new in your city. In fact, if you’re not new, in your city, you have a leg up the people who were born and raised in their areas. They don’t even know what to say they take everything for granted. Every background, every everything, you know,

Justin Stoddart
You’re not looking at it through the eyes of somebody just moving there. Right? You’re looking at it through the eyes of someone who is you mentioned everything for granted. It really takes all the excuses off the table. I haven’t been in the business very long. I’m not very good at video. I don’t know, like business owners very well, today. Like it doesn’t matter people. Yeah, all you have to do is identify what are the questions being asked, and then create content that offers that and then give a call to action? Call me and we’ll help you find your place. Right?

Jackson Wilkey
That structure is dude moving to Portland, Oregon stuff. There’s northeast, southeast, north, Southwest, South, you know, Northwest, there’s all these different areas and lifestyles. I’m you know, that’s what I love. You reach out, I helped you find these areas, all you got to do is worry about getting here. That’s the trust right now they call we do a zoom call with them. They’re like, Oh my gosh, it’s actually you. And I don’t do any of them anymore. You know, I’ve eight channels and eight states and growing. I don’t answer any of these calls. You know, sometimes we get up to 20 a day per channel. And yeah, they’re just, they are so engulfed in this content and moving there. If you’ve never moved, you don’t truly understand that, you know, I’ve moved a couple of times, and I got three kids, you put in ample amounts of research. But that’s it, you’ve completed the trust is 100%. I mean, we gave out $14 million in listing referrals to these people. And that was something I unearthed a guy who couldn’t ask for business. Here I am telling him, you know what, you got to sell your house to move here. They’re like, Well, yeah, we do. I’m like, cool. You got a realtor. They’re like, Yeah, actually, you know, my friend’s friend is a realtor, they’re gonna come over and give us an estimation perfect. Sounds good. We just got to make sure that you know, that agent knows the relocation process and communication, we actually work with one of the top agents in your area. And the thing about it is, if there’s no communication, I’m sorry, we’ve had clients move here, and they’ve had to stay in a hotel for a week because their agent didn’t communicate with us. So you know, the closing got backed up. So just make sure whoever you use, they communicate with us because we got to have escrow guy, I have time you know, everything so we can close the same day as we close on your house. So by the end of it, they’re just like, Oh, my God, just call your agent, please. 6% listings? Because I’m hitting the pain points. Right. All I say is, look, if we can bring them in, they’ll close that will close here. All you got to do is focus on getting here. That’s the trust. So there’s no, there are no calls, there’s no follow-up where I got to earn their trust, they are begging to work. There’s sometimes we drop a call, or miss one and vague. Just keep hitting us. Oh my gosh, I’ve reached out three times. Oh, I’m so sorry. Like we’re busy like they are begging to work with us.

Justin Stoddart
But isn’t that just the absolute opposite of what happens when you buy leads, where people could go right back to the same website and click a button and get another agent like you’re totally expendable? There’s no need to wait around. If you aren’t willing to open the door now and fight I don’t even necessarily need to be nice to you. Because the reality is, I can replace you like that. Whereas in this situation, you can’t replace somebody who’s taught you everything you know about the city and you’re kind of waiting on the next video that Josh because it’s so helpful because it’s answering again, their questions like really it takes the mystery not just out of YouTube, but out of business in general, like, what are our customers biggest questions, biggest challenges? Are we answering that? Are we helping them solve that problem? Yeah, folks, if you can do that repeatedly, you will have an amazing career. Right? You really will. And now apply to YouTube. You can have an amazing channel with amazing people coming at you.

Justin Stoddart
Here’s my next question in Jackson is you talked a little bit about listings. Obviously in this market listings are kind of the golden goose what strategies do you have in place for agents obviously the stuff you’ve been teaching us to some degree is people moving into a city are there are strategies around similarly helping people move within a city right to where you’re, you’re finding listing opportunities and it’s really tight inventory market.

Jackson Wilkey
Yeah, this is something and I like to be brutally honest about this. This is where a lot of the marketers will just start Yeah, go ahead and go do this video does that video but they are doing it right. I’m not currently doing it. I shot I just shot a video I’m going to get into this for listings. My wide Justin and this is what you have to understand. When you shoot videos you have to know You’re why I couldn’t be a listing agent, everybody loves listings. Give me the buyers Dude, I love people and helping people. I don’t want to negotiate a commission. I don’t like want to tell them the bad news that, you know, a couple of offers came in, I just want to work with buyers and my why was I know what it’s like to move, relocate. But I get asked 1000s of times, Jackson, how do I get listings? I’m like, are you even getting business? First of all, why are you worried about this? But secondly, how do you get listings? And in my mind, I’m so engulfed in and I’m gonna go deep on some stuff that will really help you with your business too. But I understand this YouTube thing, right? And it’s, it’s the more honest you are, the better, right? And so I’m starting to think about the listings, and I’m like, every realtor guess they do. top five things to get your home ready. declutter, you know, paint a bathroom. And I’m like, That’s such bullshit, like, sorry, for the worst. But like, it’s just so cheesy, right? I want to answer the consumers’ questions. And guess what that is? Hey, I’d love to sell my house with a $250,000 equity. But where the hell do I live? Where do I go? So that’s what I start talking about. And so I actually shot this video where I’ve ripped for like, 25 minutes straight. And I opened the video say, look, I understand right now, in this market, there’s less than a month of inventory, you’re probably thinking, I got a lot of inventory, I kind of want to get a new home, where the hell do I move to? Where do I live? Do you know? And why the hell do I even need a real estate agent right now, I could list this thing and sell it in five minutes, I’m going to discuss all of that. And I’m going to give you the exact recipe on how to sell your house by yourself. So I went through and you might be going, Justin, that’s crazy. Now you’re gonna teach everybody how to sell their house.

Jackson Wilkey
Here’s what I did. It’s just like how I teach everybody how to do YouTube for real estate, I’ve had about 12 people take my free stuff and dominate. I’ve had about 5000 people buy my courses or come up because it’s too much info, right? So the 12 that actually use my free content, they’re my biggest advocates, they blow me up the other 5000. So I go through and I’m like, Alright, you want to sell your house, this is exactly how you do it. First and foremost, you’re gonna get you’re gonna need a new phone number, get a new phone, you’re gonna get 10,000 calls the first day. And what’s gonna happen is, it’s all going to be real estate agents, they’re all going to want your listing, a lot of them are cheesy, I apologize. Right now, we’re not all that bad, a lot of us work really hard. But you’re going to get a bunch of them begging for your business. So what that’s going to do is going to make you turn off your phone, well, then the real offers are going to start coming in, and you’re not going to filter that out. And now, hey, you’ve got all these offers, you’ve got all these real estate, you’re getting 10s of 1000s of calls. And it’s not going to stop because guess what, 12 months from now, there are programs out there that can tell people that your house didn’t sell. And they’re going to circle prospect back and call you again and say Why did your house sell. So get a new number first and foremost, probably cost you 4050 bucks. Secondly, you’re going to need to market this thing. And I’m telling you right now I have clients and I have dozens of clients. And if they see a property online with crappy pictures, they don’t even want to go see it. And I know the house, I know that area and it’s exactly what they want. But if that picture is bad, they can come in. So it’s about five to $800. And not only should you do pictures, but you also need to get a video of the property. So hire a professional videographer, five to 800 bucks, and you need to get all that Secondly, you need to order a signpost, okay, signpost people walk all the time they see the signs, you got to get the flyers in the box. And even though we almost don’t really need that right now, as real estate agents, I want to paint the picture that it’s frickin hard of what we do. So I don’t want to keep going on this, but you hear what I’m saying, Justin? Now you’re like, Oh my god, this is awesome. I can do this myself for holy crap. That is a lot of frickin work. I just want them to come to do it. Right.

Jackson Wilkey
Like, is it gonna work? I don’t know. I just shot the video. I’m gonna try it but everybody’s asking me this but yet, they either don’t do the work. Everybody asked what do I do about this? What I do, go try it go shoot videos as you have to figure it out the hard way I shot 500 videos, you know before I even struck one that worked. I just never gave up but at the same time, I understand content marketing. And so for you, I kind of want to talk with you a little bit. You know, our good buddy Addy net. net, the goat when it comes to lenders and marketing in me and him have all these side conversations all the time, and he wants to. And this will help everybody in the audience with their videos, right? Because what we’re going to do is you’re going to see Jackson with these videos, you’re gonna try and emulate it. I get people who go, Jackson, watch my video, and it’s my scripts, and here they are reading it. It’s so authentic. And we try and be somebody right? And we’re in at the other day when you’re not yourself. You’ll never get business and so and he’s like, dude, I just, I love you know, taxes I do. Seven years ago, I was living in a van in a garage and now like, I’m making money and I got to learn how to do that because my family didn’t save money. So investing. You know, he’s like, what’s the bald-headed dude that the investor guy that put the cash in the envelope dude? Dave Ramsey? Yes. He’s like Dave Ramsey. I just can’t relate to that guy. Like, I want to be the new agent, Dave Ramsey. So there’s your call to action right there. I don’t relate with 67-year-old putting money in an envelope guy, like, it’s not me. But I have to learn. I used to live in a van in a garage. And now I’m making some money, I can learn how to pay, I don’t want to work till 65 and put money in an envelope. Like, I want to build assets, right? This world is changing, I can work from home, I can work from everywhere I got to learn. And he doesn’t relate to me. So I have actually learned how to prepare credit. myself. I’ve learned how to invest in properties myself. Okay, so now I look at it and I’m like, shit, he’s my that relates to me. Dave Ramsey does it right. Tom Ferry doesn’t relate with me. You know, Stoddard. You’re me, you’re my deer in my market, right? So you have to understand what you’re shooting any video on the world. Now I’m kind of getting off-topic, you have to be yourself. And the reason why I give Karen car credit was she opened the door to me. But at the same time, she did everything I didn’t want to do. I hated the real estate process. So I didn’t want to talk about it when I tried her stuff. It was so an any business

Justin Stoddart
It was lacking energy, right? Like you couldn’t bring Jackson Wilkey energy around, something you don’t care about. And I totally agree with that. Like, be yourself like the truest loudest version of yourself, right? And people will be attracted to you, the people who you actually like the people you actually want to work with. Right? Because they like you for who you really are. So they’re probably like you, right?

Jackson Wilkey
And that’s the thing like I talk brutally honest about things all the time. And it only brings me more business. And it brings people who are identical. I mean, there are people who think I am loud, obnoxious, tall net or whatever, I don’t care. I don’t want them. But I get people who frickin go oh my gosh, I can’t believe it’s you. You know, I know your kids’ names as you. You’re the most honest, truthful, right? I have an earth video, and I don’t care about the platform anymore. I don’t care what platform you’re on. You be yourself because we’re always trying to be somebody right that we see and emulate. And it’s not us. That’s why we’ll never differentiate, I get dozens of agents who take my course and two months later, they’re the YouTube guru. And yet they teach all the same shit as me but they don’t have the why the up behind it.

Jackson Wilkey
All my videos are predicated on I was doing this and it didn’t work until I did this. Right. That’s why people gravitate towards me, is I just, you know, I’m not the Gary Vee. I’m not the any. In fact, I say I’m not I tried being Gary Vee. It sucks. It doesn’t work. Like he says he would crush real estate I’m telling right now he wouldn’t, it would be tough. So you got to just be yourself. And you got to when you’re trying to you see like a predecessor, someone above you in marketing, you know? Why aren’t you doing what they do? That’s what separates you. And when once you can own that, hey, I saw this model, you know, or I saw this, and it doesn’t work. This is why I do it this way. Right? It worked for me. Now you relate with everybody that’s like you.

Justin Stoddart
I think you’ve highlighted a couple of things that are fantastic. I want to hit on one of them. So there’s like that original question, which was like, how do you get seller leads? The reality is your strategy Jackson is super simple. Again, it goes back to number one be your most true, authentic version of yourself. Right? Number one. I know what the consumer wants, like, what their challenges are, what their problems are, and then talk speak to those things. And, and, and do sellers right now have any challenges? Like the only reason, this strategy wouldn’t work is if, if there were no problems to solve. But do sellers have challenges right now? Yeah, they totally do challenges. Once I sell my house, where am I gonna go? Right? So shoot a video on that. And you’ll start getting sellers attracted because there’s a whole bunch of people right now that would love to move, they’d love to upgrade, they would love to do something different. But the reality is like they don’t, they don’t want to be on the other side of the coin. And all of a sudden now I’m the buyer, right? At home. So that problem,

Jackson Wilkey
I don’t even do real estate. But here’s a bunch of real estate agents probably watching this. And they will claim up so bad. They won’t give the info. They’ve probably helped somebody in their market, sell their house and move into one. I want that story. That story right there will get you so much business. Look, I just had somebody they wanted to sell and buy a house. I’m going to tell you right now we tried getting them into the house they wanted it didn’t work out. But what I’m going to tell you, you know, everything happens for a reason, we did end up getting them into a house they were never homeless. And we were able to do it in a market with less than a month’s inventory. If you want to learn how we did that. Stay tuned. Yeah, everybody’s gonna be like, holy shit that just spoke right to me. That’s my story what I want But anyway, step back and go here’s five tips on selling and hey, it’s a great market to sell. We’ll get you I’ll get you this much money. I’ll get you this much money. Pete like why are we always leaving with how much money we’ll get? Maybe I don’t want money like okay, I could sell the house I can make top dollar but I need to move into somewhere else or I actually don’t want you to know, I know my roofs bad and I don’t want the inspection to come back and hammer me. So every seller has a pain point. Right? And so that’s, you know when prospecting leads, I guess you need to ask them more. You need to be like a doctor right and you know You go if you walked into my doctor’s office, and then I said, All right, Justin, here we go, I’m going to put a bandaid on your eyeball. And I’m going to put a knee brace on your elbow, and we’re going to tape up that ankle. And then I’m going to split your fingers. And you’re like, well, dude, I actually tore my knee up, you know.

Jackson Wilkey
So like, we always just say, we’re going to do this, this, this, this, you got to step back and answer the question, you got to sell like a doctor, you know, and find what the pain point is. For some people, it’s just getting into a new home. For some people, it’s avoiding an inspection because they know they got some shit wrong that you know, it’s like, what really speaks to somebody. And so that’s what works on video.

Justin Stoddart
I love it, man. So many tips here. At the end of the day, folks, there’s no way for you to go out necessarily trying to apply all this, in my opinion, without continuing to find somebody to model if you’re not yet connected to Jackson Wilkey… Jackson what is the best place people can find you… on Channel Junkies.

Jackson Wilkey
I’m on YouTube channel junkie junkies. If you just type that in, or my name, YouTube, I’m a search topic. Now. That’s all the free videos, we got a cool environment on Facebook, a free Facebook group, you know, the channel junkies, YouTube for real estate. And that’s where a lot of agents are growing. You know, there’s a couple of 1000 in there and they’re all growing channels, everybody’s helping each other. Let’s go on, you can find me anywhere.

Justin Stoddart
I love it. Search this guy. Learn from him. And watch what happens when you get to fire Zillow because now you own your own leads. That’s such a pleasure. Last question. Jackson, you’re a big thinker. Did you guys hit $150 million last year and you’re out of production in year two? What do you do to continue to be a big thinker to continue to expand Jackson Wilkey’s possibilities?

Jackson Wilkey
Yeah, my thing now is like joining up and coaching agents. And what happened was you always coach and help but there’s no real vested interest other than maybe a course sale or something. Now we actually partner with agents. And that’s why when we made the movie, it was like the best thing in the world for us. Again, it was a pain point, everybody leads with the revenue share, and they were jamming that down my throat forever and they wanted to get on production. But it’s this environment where you get to actually work and helps now we have over 100 agents who’ve joined us and I get to directly coach and help them the more I help them, the more they grow and blow up the more it helps me so that’s when it all made sense. So now I think big now I mean, me and my business partner Jesse we’re on daily calls with our team, we’re, we’re getting them out of production, we’ve helped three teams go from like, brand new to scaled up so big, they’re already out of production themselves and building courses and stuff. So that’s what we love doing is helping everybody kind of take the path that we’ve done so painfully for two years. And do it real quick, you know, so, you know if anybody ever wants to learn more about partnering or whatever, you know, just email me reach out to me anyway. But that’s what we’re doing now is helping teams not only in the country but out of this country now scale and grow their business.

Justin Stoddart
Killer man. Big thinking right there folks. Follow this guy you’ll learn a ton and Jackson appreciates the friendship and the inspiration to go do big things. So it’s everybody listening out there today. Thanks, man. And to everyone listening, this is my final request are these three simple words and they are Go Think Bigger… Jackson, thanks for helping us do that today. My friend,

Jackson Wilkey
My man, anytime.