All right, what's up everyone Jason Wardrop here I'm here with Chastin J Miles. Thanks so much for joining me here today
Hey, what's up?
Awesome, man. So he's got a huge YouTube channel. So if you guys been on YouTube, you've probably seen his channel
Today what I wanted to dive in and talk with him about is his very first year in real estate
He hit six figures. He's got a video over on his channel swarm of his most popular videos
so I want to dive in a little bit deeper on that and
talk to him about how he was able to do that and then if you're watching
How you can maybe implement some of the similar strategies?
That he was able to use and even that I mean you've been in real estate now, was it five years you're saying?
six and a half years six and a half
So so yeah, I mean, he's got a lot of experience got a wealth of knowledge here for you
So we're gonna dive in get to the nitty-gritty and have him share a lot of these
Tactics with you guys so that you guys can go through and implement them into your business. So
Awesome, and well just to get started. Let's I would love to hear what are like the tops like in that first year
What were like the top things that?
Led to your success because we've all heard the 80/20 rule, you know
Eighty percent or twenty percent of the action leads to 80 percent of results
So if you don't mind sharing what were some of those things that really brought about that success there. Yeah for sure
Well before I'll do that. I just want to backtrack a little bit. Oh, yeah for sure the money
Definitely wasn't there my first year my first year was the hardest struggle of my life. But what I did in my first year made
That the second half of my second year and third year like that's when everything just exploded
Whoa, so I just like to tell people
You know, I'm gonna tell you some things I'm gonna tell you some tactical stuff like what you can do
But just know that the efforts built on top of each other, you know
Don't don't don't take my story or anybody else's story and think that that's what's going to happen to you because you know
it's it takes time and
I I really had to realize that
Consistency was the biggest thing in this business because my first year was the most horrible year in my life
I did one transact. I think my whole first year go now that second third year
Oh my gosh it you know, it really made me want to be a real estate agent after that
But but honestly the first few things that I did
Starting out. My real estate career was for one. I kind of got on social media
So I knew that like I was young and I was seeing the kind of stuff that social media was doing at this time
I think that I was just on Twitter
And I got on Facebook and also YouTube at that time. I mean it wasn't doing the most for me
It did serve a purpose, but what really got me those first few pieces of business was cold calling
I
cold call
For sale by owners and expired listings and I was the worst cold caller in the world
but it got me business and so
Cold calling. That was a quick way, especially because I don't I don't know if you know my story or not
But when I got in real estate, I had just moved to Texas from Georgia though. I was a kid
I didn't know anybody. I didn't I didn't barely know the streets. I didn't I didn't do anything about real estate
So me going to my network and all that kind of stuff it wasn't it was there wasn't anything there for me
So I had to literally like pull business out of nowhere. Yeah, so that's when I got into cold calling I got into
Networking going around to events. I tried a little bit of door knocking that's not really my thing okay with that and
Yeah, just really use social media social media mix with Cole Kahn was what got me my few initial pieces of business
Awesome. And so this is actually a question. I've got a little bit later on but we're kind of diving into this right now
Social media. I mean, obviously you're saying has had a massive impact
You you started your saying on Twitter on YouTube on Facebook. What have you seen over the last several years?
What platforms been the best for like as far as building your real estate business?
You know, I'd love to hear a little bit more about that
Yeah, absolutely
For me, I would say
YouTube has been the best for me and it still is but I'm not going to discount
Facebook because Facebook is definitely obviously a great place to generate business
honestly
Twitter is is blowing up like crazy. Right really no way, you know like
Twitter twitter has this niche following that that it's not going anywhere, you know
yeah, and I'll say it's a lot of people who follow celebrities, you know, a lot of people who follow a lot of the
designer labels a lot of people who are kind of in that demographic cars lots of Millennials tomorrow are on Twitter and
And there's a huge amount of business that still goes on on Twitter Facebook. Its kind of changed a little bit either
you can be extremely extremely good at leveraging your organic network and
Your existing friends list and leveraging them or you have to be really good at running ads. Um,
Facebook isn't a place where you can you know just do something here and there and
expect to get results from it you you have to establish yourself or if you have to be
Completely just onto the cold audience running highly targeted ads
Making sure your your your follow up is there
Making sure where you're sending them is is rock-solid tightly tested and that's how you can get results with that
But for me YouTube, like I said, it's still my number one. It lets me be the most organic
It gives me a good amount of business. And you know, I think it's a platform that anybody can really enter into and
Generate some business. That's awesome and do like I love YouTube I preach about all the time. I tell everyone to get on YouTube
One of the pushback so I get from Realtors that I talk to about getting on YouTube just like well
why would I be on YouTube because it's such like a
National international type platform where anyone's go like like how is it gonna benefit me in my specific?
market, so
What what's kind of been your experience there?
Cuz I'm sure yeah, I mean you got I don't know lot of followers now a lot of subscribers
I'm sure most of them are not in the Dallas area
So what what's kind of been the way that I guess how they've come in
Is it just like do you have videos on like top realtor in Dallas or what's what's that looked like for you?
No, I mean honestly that hasn't even been my approach with it
So so I tend to get to two forms of I guess business from YouTube one
It's referrals its referrals coming from agents all across the country
and also secondly
It's it's just the straight of consumer because what I've been able to do is since a lot of those agents out there
Who are scared and saying what is that gonna do for me? They're not on YouTube
And so I'm branding myself as the agent in their market. So yeah
When there's people out there who want to move to an area and there's a huge audience on YouTube
If if I could be talking about something totally different
but if my
channel is branded as the realtor in Dallas and they sit there and binge watch my videos and
then start to feel like they know me then I'm the person that they're callin when they want to move here because
You know, it's kind of like that whole you're the only realtor I know in the area type of deal
Yeah, totally and then from the other side for the referrals, you know
I do provide a lot of value on my channel to real estate agents
And so what that has done is whenever they have family friends who ever move in here to my area
I'm the only realtor they they know in the area or I'm the only one that they like and trust and so
It's been very beneficial for business. That's awesome, man. And what one thing I mean on that note -
It's cool. Like YouTube is cool because since its video
You're able to build like a connection with that creator where it's almost like
you know them like I've seen your stuff pop up over the last couple of years a number of times and
Guys, for those of you watching this is literally the first time we've connected I shot them an email just a couple days ago
So it's not like it's not like we know each other super well, but I've seen your face. It's very familiar
I've seen your content so it's like
That's a cool part. You're saying like, oh, you're the only realtor I know in the area
But it's not like they just like heard your name
They almost feel like you're a long-lost friend that they haven't seen for a number of years because they've watched all your content
Right. Yeah, it's in I mean it's a totally different approach, you know whereas on Facebook
You're probably recording a property video during doing a tour and not saying that that can't work on YouTube but on
YouTube it's a totally different approach. It's yes building an audience off of something else and
it's mostly me the Creator the
personality the you know
All that kind of stuff and that's where the audience deals from who just happens to do real estate
Who we watch these videos and we know he knows what he's talking about
Okay, I can trust him with a friend of Mines or I can trust him with my real estate transaction, you know
even if a consumer is searching a specific area and you have all of your
Videos tagged you know that area real estate agent
you're gonna come up and are they gonna watch more of your stuff and you know,
So it can be huge for business
You just have to think
Think like somebody on YouTube and not like a Facebook ad or not like a Twitter or a tweet?
You know, you have to be in the mind of what you're putting this content on, you know?
Hundred percent man. So let's just say this cuz I know I know somebody watching right now may have this on their mind. Oh,
Man, I'm not good on camera. I like I don't like to film videos. I don't have the confidence
I'm not that basically they're not that person. They're like, they're not the youtuber type
What would you have? What feedback would you have to someone like that? There's a brand new agent
They feel like they have no experience. Nothing to really offer the market. What would you say to that person?
I
Mean I mean honestly, you know if it's if if it's like that if it's at a point where you know
You just don't feel like it's gonna work for you at all
You do like that confidence, you know, there's a million in one ways that you can generate business as a matter of fact
I I recently released a publication
Called 50 ways to lead generate because there's there there are so many different things out there
And and honestly, I tell people all the time
I would rather you focus your efforts on something that you're you know a a dad and making it a 10 totally undertake something
That's a 1 and make it a 10 because you're gonna spin your wheels
Trying to accomplish that and you're never gonna feel
accomplished and then it's gonna take all this time and money and then you're just gonna give up on it before it even has a
Chance to take off. So if video is not your thing, you don't you don't have to do video just find something else, dude
I love that approach because usually I'm like I come from the just like get over your fears. Just do it. Just make it happen
But I love that like if if it's not really your desire
You probably shouldn't like for example for me and I don't know how you were when when you first got started when I got first
Got started
I was kind of that shy timid person and I was like I probably sounds to you like well
I thought I sound stupid on camera. I thought I'd look stupid on camera, but I had that desire
I was like, I'd see all these other youtubers. I'm like, oh man, that's that's cool
That'd be really cool to be that
so obviously if you don't have that desire then like you said it you should probably just
stick with something that you're gonna have that passion for and that you can be somewhat good at
but if there's like just that little like inkling of desire and you're just like at that point just
Know like I mean, I was there. I know a lot of other youtubers for the same place they were in that same exact spot
They they felt stupid when they got on camera and just like the best thing is is when you're just starting out
Nobody's watching you anyway, and so you just keep shooting those videos
You keep making them you get that practice and then by the time people are actually watching them
You've actually gotten a lot better at shooting the content
Yeah, and I would say one good thing about me and how I got started with this whole video thing
I didn't really know much about video
You know, I didn't know how it was supposed to look I didn't know like what was good. What was bad?
I knew that I was a little bit nervous, but I didn't really have anything to lose like you said
Nobody was really watching me. I didn't know where I was gonna go
Like literally I probably had like two youtube subscribers for a long time before it even took
so
I mean I was mostly doing it for me and I had a buddy of Mines we were in we were in Vegas and
He won, you know he wanted me to do this over video thing
He said like you have to do this and this was literally the first video that I shot and it is it is still on
my youtube channel
But he made me sit there and record a video in the middle of the Aria
casino with a million and one people around and I'm sitting there in like a full-on suit and
Somebody's holding this old camera phone like like the big one. Yeah, I mean or it may have been like an old iPad
But anyway the crazy and I'm sitting there having to record like a lead generating video in the middle of the casino
You talk about what having some balls and that's ballsy right there. I know
And he literally forced me to do it. I could have fainted at that moment
But then like once I did it was just like alright
Well, there's nowhere but up after this, you know, so he became a point of mines to where okay
I see how this is done now, it's not that bad. I'm fine with it. So now how can I perfect it?
How can I get better at it?
How can I you know do all this stuff and then that's when all of the learning I guess came about, you know
how to structure a video what to do and it didn't start out like that it just started out with hey am I gonna do
This am I not well if I'm gonna do it and get over my fears
I'm gonna be in the most uncomfortable position ever and then we just go from there
You know, you just got to do things like that. Sometimes totally man. No, I love that love that
You've got to get rid of spears and and make it happen. So anyway, man
Um, well I I don't want to take up tons and tons of your time
I really appreciate you sharing everything guys go check out his channel
If you are a real estate agent, you gotta check out his channel
He's got tons of great stuff as you know, I'm not a realtor myself
I just help Realtors market generate leads doing all that stuff. So Chason channel
I'll add a link down below in the descriptions wheels in the top comment. But before we wrap up here, what is
What is like the one biggest piece of advice that with what you know now you wish you were told and we're given
At the very beginning of your career when you first got started
Yeah
gosh, um
That's a good one
Well, I would say a big piece of advice would would be get good at doing your own lead generating
and and the reason why I say that is because I know a lot of people get in the business and
Like I have to learn everything I have to learn everything and they focus more so on
Contracts and what goes on in a transaction and then what do I say in this situation and script script scripts?
but
Unfortunately, not a lot of people could a big enough emphasis on actually lead generating now
They may go an interview at brokerages and say do you give me leads or they may get a phone call from Zillow?
Hey, you're a new agent
The leads for you or all of these sources that try to sell them leads
but a lot of people don't take the time to invest in getting
Their own leads and generating their own leads
And what happens is they get on this cycle where oh, I wasn't doing anything at that brokerage. So I switched to this provision
Oh, they're not doing anything for me there
So now I'm going here and it's like oh, this is just not working out for me when at the end of the day
It's because you don't know how to generate business
You don't know how to pick up the phone and make a sell happen from a cold caller
You don't know how to get on Facebook and run your ads. You don't know how to
Organically do anything because you've always relied on other people and you put your focus in those other places
And so I would say if you can get good at lead generating not only will you be a badass in real estate
But you can go in any career and dominate just by knowing how to generate your own business, dude
I love that man. The one thing I
Say is the only thing that matters is lead generation and then getting on the phone call
They've gay on a phone call with those leads. I had someone post in my Facebook group
I think this morning or last night and they were they type in the question
Hey, I see like I see that your logo inside of the facebook business manager isn't fuzzy
Mine's fuzzy. How did you get it? So it's not fuzzy. I'm like, dude
No one else is going to see the logo in side of the business manager. You don't even need a logo inside
I don't even know why I spent the time to go. That's probably just back when its first getting started
So I love it, like don't don't like waste your time sharpening the pencil shift and papers around in your desk
Like obviously it's hard work
But the only things that matter are lead generation
Getting on the phone with those leads to go through and be able to close more deals at the end of day
Yeah, and honestly, you know, I like to give agents
sort of like a
business plan so that you can get those six figures and that you can become a
Mega agent or do whatever you want to do and in the first two steps of that business plan
I mean the first two steps of how to do that is one your business plan
And secondly you have to have leads
you have to have leads and
You can generate your own you can you can buy them but it's like we we can't even do the stuff that's in the business
Plan if there's no leads, you know
So leads are what's gonna phone to everything is gonna funnel to your commissions whether you're expanding out
Whether you're able to leverage your time or not, whether you're able to even hit those numbers you have to have business
So if you can place your focus in one area all that other stuff will be taken care of, you know
Most real estate agents have to be under a broker pretty much. I think all of them have to be under a broker
You're a huge liability to anybody especially as a new agent. They're gonna make sure that they're not getting sued on your behalf
So with those contracts with all that kind of stuff all that will come as you need it
But as of right now if you don't have any business you don't have anybody to talk to you
I mean you have one job and that's even good at lead generating and that's what you have to do
No, totally man. Hey, well, thanks so much for sharing all this knowledge with us
We really appreciate it guys. Once again go check out his channel
I'll have the link down in the description as well as in the top comment. Go subscribe
Watch his videos binge watch them all if you guys have not checked out his channel quite yet
So anyway chastened. Thanks so much for joining us here today, and I hope that we're able to chat again sometime soon
Absolutely. Thanks for having enjoy