How Youtube Can 10X Your Business | Evan Carmichael | EP 35

Speaker 1 Most entrepreneurs are not great

Speaker 1 to camera presenters. You know, they might be great in sales or in conversations, managing teams, etc., but then you turn a camera on them and they like go dear in the headlights.

Speaker 1 And so, there's ways around that, ways to make it easier, but it's mostly just unknown and then fear, and it just keeps people stuck. And, like, that's how you stay stuck, man.

Speaker 1 You want to grow, you want to build.

Speaker 1 You got to embrace what works. And 2024, 2025,

Speaker 1 YouTube should be your number one marketing strategy. The entrepreneur DNA family, I am back with another incredible guest.
I am telling you what, this is special. He is a branding master.

Speaker 1 He is a marketing master. And if you want to know anything about YouTube, you need to know Evan Carmichael.
What is up, dude? Let's go, man. I love the energy.
Thanks for having me, Justin.

Speaker 1 Can I bring you with me everywhere? This is great. I'll just gas you up, dude.
I'll walk around. Hey, everybody.
It's Evan, right? Come on, man. This is great.
It is. So let's jump into it.

Speaker 1 Listen, this is a platform that I think most entrepreneurs are not utilizing at the highest level.

Speaker 1 You are the absolute man.

Speaker 1 If there's anyone that knows YouTube and has helped with YouTube, you have a list of the most successful clients you could possibly name in terms of the coaching influencer space from the Dean Graciosis and Grant Cardone to everybody.

Speaker 1 I mean, the list goes on and on, but let's just talk about YouTube.

Speaker 1 Why do you think people

Speaker 1 either don't utilize it correctly or underutilize it? What's going on with YouTube? Why is that? They're not used to it and they're afraid.

Speaker 1 And

Speaker 1 trying to teach somebody to do something new, old dog, new tricks is always hard.

Speaker 1 And there's a level of fear of, oh,

Speaker 1 I'm going to make content. I'm going to be on camera.
People are going to judge me.

Speaker 1 I don't look good today. My hair sucks today.
I stumbled too much. Most people.

Speaker 1 Most entrepreneurs are not great

Speaker 1 to camera presenters. They might be great in sales or in conversations, managing team, et cetera, but then you turn a camera on them and they like go deer in the headlights.

Speaker 1 And so there's ways around that, ways to make it easier, but it's mostly just unknown and then fear, and it just keeps people stuck. And like, that's how you stay stuck, man.

Speaker 1 You want to grow, you want to build.

Speaker 1 You got to embrace what works. And 2024, 2025,

Speaker 1 YouTube should be your number one marketing strategy. Amen.
So let's talk about that. I actually had a call with your business partner just about my YouTube.
I'm not even great at YouTube.

Speaker 1 that may shock some some of my followers it is a tough tough niche but he gave me great advice right what would you tell the the the individual about youtube and how to leverage the best use of youtube

Speaker 1 uh it all depends on what you're trying to sell right so i will reverse engineer what's our goal are you just trying to be an influencer or are you trying to grow your business and most of the people that i help are the entrepreneurs who are trying to grow their business, which is a completely different game than I just am trying to be an influencer and make brand deals and and have some sponsorship.

Speaker 1 So I'll start with like, dude, what do you, so if we're looking at you, Justin, like, what are you trying to sell? Yeah. What's your business? Coaching.

Speaker 1 Let's say coaching, real estate investing, coaching. Perfect.
How many coaching videos do you have on your channel? 400. No, no, of you coaching people.
Oh, not as many.

Speaker 1 Handful? Of me actually coaching people. Yeah.
So most of your videos are what? You like talking head thought leadership stuff or podcast interviews? What?

Speaker 1 Yeah, mostly now because of the podcast, there's a lot of podcast videos a lot of podcast videos but yes talking head

Speaker 1 videos and you sell a coaching program yep i sell a coaching program like group coaching or one-on-one or both group

Speaker 1 cool how much is it to join anywhere from four grand to eighteen thousand cool all focused on real estate all focused on real estate got it awesome okay so

Speaker 1 um there's three types of shows that you can make okay the first is what most people think of like the the thought leadership show you're gonna get in front of the camera you're gonna say hey here are the eight things you need to know if you're getting started in real estate, or here are the three ways to overcome objections, or like whatever, whatever thought.

Speaker 1 And that's okay. You know, that's long-term brand building, but that's not where I would focus most of my time.

Speaker 1 People often in that will also bring on guests on podcasts, which is fine. But like, does it actually help grow your business?

Speaker 1 So you think about the, if your goal was, I just want, I need to grow my business. I have, I have 10,000 coaching clients.
I'm trying to get to 100. 100,000, right? Cool.

Speaker 1 Do most of the guests that you've had on have they helped facilitated that have they helped made introductions to you are they actually good for your business or is it just i don't know helps my brand and you know hopefully they're a big name and i bring them on or we have a good time this is why most people quit podcasting

Speaker 1 no doubt it's not doing anything for their business and they don't have the patience to wait three to five years for something to happen uh 10 in my case it actually took 10 years for something to happen with my podcasts yeah like that's crazy i mean it's good you're crazy awesome continue no right totally And most people don't have to do that.

Speaker 1 Yeah, they don't have the patience. It's got to work.
Like, I'm, I deal with entrepreneurs who are trying to grow their business. The goal is not to be famous.

Speaker 1 You don't care how many people are looking at your stuff really. You care about how much revenue you may add into my company.
That's typically why I will be helping.

Speaker 1 So how do we then engineer content to do that? So if you're going to have people on your show, that's not a thought leadership show. I would look at it as a biz dev show.

Speaker 1 And the biz dev show is who are the people? Think about people that could all be worth a million plus dollars to you. So I don't know how many coaching programs you need to sell to make that happen.

Speaker 1 But if you thought about who are the people who know the real estate agents or real estate investors or people that I can help,

Speaker 1 that could all be worth a million dollars plus per year to your business.

Speaker 1 You start making a list. Those are the people who you want to have on your show.
Got it. So, whether they're big real estate conference organizers, the biggest brokers in the world, the

Speaker 1 people who are selling software or training, something else related to the market. Like, who are the people who they could sell a thousand coaching programs for you? Yeah.

Speaker 1 And those are the people that you want to have on the show. Fair enough.
Now,

Speaker 1 once like most people don't even think that way, that I'm trying to, I'm trying to get guests on that will help me grow my business. Right.
And this might be a little weird one-off.

Speaker 1 Like, hey, I'm helping you grow your business through like a coaching session.

Speaker 1 I mean, this is cool for me personally. I'll be shooting you straight, right?

Speaker 1 We're doing a podcast that's going to go to hundreds of thousands of people, but you're like, Justin, I'm going to watch this. I'm going to show you how to do it right now.

Speaker 1 So, I think that's really cool.

Speaker 1 Like, kudos to you for playing along and being the guinea pig for your audience. I mean, that's why people love you.
Yeah.

Speaker 1 So, you make that list of people who could all be worth, and listen, if somebody has a smaller business, then make it 100K.

Speaker 1 Like people who could potentially bring $100,000 per year of business to you. And it's usually not clients.
It's usually referral partners.

Speaker 1 People who, if they knew you, liked you, trusted you, would be able to generate a lot of revenue for your company.

Speaker 1 So you're selling, like, get that one person, then that leads to 100 sales for you instead of you doing one, one, one, one at a time. Cool.

Speaker 1 So if you make that list of people, what's the best way to get to know them?

Speaker 1 Well, you could call them, you could spam them, you could say, hey, I'd love to buy you a cup of coffee, you know, but how many times do you get asked, like, I'd love, I'd love to pick your brain, Justin, I'd love to buy you a cup of coffee.

Speaker 1 It's like, and you always say no. You know what I mean? It's just the thing they value the most is their time.
The last thing you need is some other guy saying, can I pick your brain, right?

Speaker 1 Even if it's a potential opportunity, they're just swamped.

Speaker 1 But how many of these guys get asked to do interviews? Not a lot.

Speaker 1 And so you can have somebody who's worth six figures, seven figures to your business every year, who's never been asked to do an interview before, who will then come on your show, even if you've done 10 years of shows, 400 episodes, whatever, cool.

Speaker 1 Even if you're brand new,

Speaker 1 I'm starting a brand new show talking about real estate investing. I'd love to have you come on and share your perspective and your story.

Speaker 1 Now, that if you're trying to get the rock or somebody, forget it. They're not coming on your show.
Yeah.

Speaker 1 Most of the people who can generate six, seven figures to your business are not celebrities, are not famous people, are not well-known, but they could drive a lot of business.

Speaker 1 And so nobody has ever interviewed them ever. Hmm.
Great. Yeah.
You, you will. Yeah.

Speaker 1 And then, and then the asked for, depending on how competitive an industry you're in,

Speaker 1 like you could run this script. If I'm a, if I'm a sale, um, if I'm a realtor, real, you work with realtors? Yeah.
So if I'm a realtor, what's the number one to generate business?

Speaker 1 Well, I need referrals. Okay.
So who do you get referrals from? Well, it's mortgage brokers, it's real estate lawyers. Okay, cool.

Speaker 1 So if the top mortgage brokers in your city, the top ones, because there's tons of mortgage brokers who do zero, right?

Speaker 1 But the top guys were all doing, if they all knew you, liked you, trusted you, what does that do for your business? Like, oh my God, it's like, that could 10x my business.

Speaker 1 Because you're getting ideal clients referred by people who are already the top in the business. Okay.

Speaker 1 So top mortgage broker doesn't want to talk to another real estate agent. But top mortgage broker will come on your show.

Speaker 1 Like who wants to interview mortgage brokers? Nobody.

Speaker 1 how many mortgage brokers have been interviewed on youtube like zero right yeah so it's like you want to hear my story so if it's a brand new youtube channel it could do well it like it doesn't have the video doesn't have to go do well we don't care how well the video does we're not looking at metrics the metric is the relationship with the top mortgage broker in my city

Speaker 1 now they everyone's everyone's so worried about going viral right i mean that's and that's why you're saying there's kind of two two models essentially what i'm hearing you're saying there's two models you want to go viral and have this big play and you have a million million subs, and then you get branding money, and you get sponsorship money, but you're not creating what the other model is, which is what you're saying, Justin, this is probably how you should do it to go grow your business on your channel.

Speaker 1 Well, that's what I'll just start with. Like, are we trying to grow your business? Are we trying to be an influencer? Yeah.

Speaker 1 Yeah, yeah. Both models work.
You just tell me what your goal is. It'll help you get to your goal.
That's it. I mean, because most people don't know.
They just see thought leadership content.

Speaker 1 I need to make whiteboard videos.

Speaker 1 It's like, okay, but if we're trying to, like, if you're, if you're a real estate agent and all your deals come from referrals, if the top 20 mortgage brokers in your market knew who you were, loved you, that's all you need to explode your business, man.

Speaker 1 Like, that's 10x your business next year. And then the ass, because they're already successful, the ass becomes to be their number two.

Speaker 1 Like, they're not going to just give you all their business off of one interview. They already have a realtor that they're sending their business to that's their favorite guy.
Yeah.

Speaker 1 But the ass is, hey, I'm a realtor. Here's what I do.
I mean, I'd love to do some work, but I'd love to be your number two. Like, I'd love to be your second opinion guy.
Hmm. That's big.

Speaker 1 And they might have a deal for you right there on the spot because the number one guy is kind of dropping the ball somewhere.

Speaker 1 But you're building the foundations of a relationship. And so you're probably not going to be number one if they already have, we're targeting already successful people, not like pure startups.

Speaker 1 If they've never referred a deal to a realtor and they're just getting started, we don't really want them. Like, it's okay.

Speaker 1 It's not that they're bad people, but we were trying to target the people who could all be worth six, seven figures for a business every year to us. That's right.
Yeah.

Speaker 1 So, like, those getting those people on your show is easy. Asking to be the number two is easy.
Building a relationship and then cutting up content, making them look good on social, whatever.

Speaker 1 Like, you clip their content and put it on Instagram or give them content.

Speaker 1 Like, if you clip moments from your interview with them and give it to them, that's the best marketing they've ever done in their life. Right.
That's right.

Speaker 1 Mortgage brokers suck at marketing, right i mean yeah this is not hard yeah people are just thinking i need to be

Speaker 1 whoever i need to be ryan serhant or whatever right like i need to be making i need to be entertaining you don't need to do any of that we just need to grow your business so that's that's the first part this is a biz dev show that's a fascinating growing company so if i'm looking at you you know who are the people that are that are that could send hundreds of referrals into your program and getting them on your show and building a relationship so is like so i have two shows, but let's just talk about the real estate.

Speaker 1 So it's called The Science of Flipping. That is not this show.
This is called Zell Entrepreneur DNA. But I would want to go find other

Speaker 1 local market influencers that run what we call RIA, real estate investment associations, right? They have an audience of 100 people every single month they put together.

Speaker 1 And I interview them because their audience could be perfect coaching clients for me is essentially what you're saying. Yeah.
And like, who has ever interviewed the heads of these RIAs? No. Zero.

Speaker 1 Zero people. They're going to be so nervous.
They're going to be so excited. Oh, my God, this guy, Justin, wants to hear my story.
Now, you already have history, background, 400 episodes, 10 years.

Speaker 1 Cool. But even if, like, I don't want that to be the reason why people don't do it.
Because even if you were just getting started,

Speaker 1 local Ria guy would still say yes. Yeah.
And that could be hundreds of referrals to you.

Speaker 1 I think

Speaker 1 I'm so excited about this. And I know we have a time crunch.
There's so much to go on because what I realized is my channel, and I'm happy to be the guinea pig on this episode, people.

Speaker 1 You guys can just learn from what Evan's given me, but I've realized like I am not direct about what I do on YouTube.

Speaker 1 To your point, when you ask me what I do, it's a lot of podcasts, it's a lot of talking heads. And ultimately, I guess what I'm torn on is, do I want a big subscriber base and become the influencer?

Speaker 1 Or do I just want it to be a revenue, a business growth, a biz dev? And that's what I haven't even made the decision, right? That's where it's like, damn it, I need to decide.

Speaker 1 Listen, everybody, you want to change the world, Justin.

Speaker 1 Yes, like everybody wants to change the world in some way. Yeah, of course.
So, and that's why you probably started this thing.

Speaker 1 Like, yes, it helps me build my brand, but I'm hoping that younger people, people who are like Justin from 10 years ago, will watch, will learn, will get inspired, will do something.

Speaker 1 Even if they never buy from me, you've got a heart and you want to help people. Cool.
That's it. And like, this isn't, this isn't an or question.
It's an and.

Speaker 1 To do that, dude, to change the world, to get Justin out there globally, you need a team. Like, you need a bigger team than you've got right now.

Speaker 1 You need 20 people helping you build your brand. Yeah.
Well, how do you get 20 people? You build a bigger business that can afford to have 20 people.

Speaker 1 So the biz dev show, like if we explode your coaching business, now you're 10 times bigger, you can afford a bigger team, which then helps build the Justin brand.

Speaker 1 So it's both, but it's just people get the steps wrong.

Speaker 1 Like you've been doing 10 years on your own, and I'm sure you have people who help and team and everything else, but it's still like bootstrapped compared to what it could be. Oh, I mean, right?

Speaker 1 So in my world, the pinnacle

Speaker 1 Grant Cardone is at the top of the real estate space, right? Like that's the guy everyone's aware of. And you've worked with him.
And

Speaker 1 so,

Speaker 1 but he went brand heavy, right? I mean, he's good at marketing or his team tells him what to do because I've interviewed him several times. And he's like, just I don't want to sit on my fucking plane.

Speaker 1 Okay. I don't want to.
My team says I need to do that because it drives like interest, right?

Speaker 1 What do you tell? What do you tell

Speaker 1 maybe just just me? Why not? Why not just use this as a way where I'm at right now, and you may or may not have looked, I have my YouTube, I can't figure it out.

Speaker 1 And probably because I'm torn on how, what direction I'm going, right?

Speaker 1 But I have friends

Speaker 1 that, you know, committed to YouTube, have hundreds and hundreds of thousands of subs and haven't done it in nearly as long, right?

Speaker 1 Where do you, do you say the first step is go for the biz dev growth and the brand will come with it?

Speaker 1 uh the brand won't necessarily come with it i mean the brand inside your niche will come with it sure but go for the biz dev go start making money doing it yeah so that one for most people who look like you they quit they're not going to go 10 years doing it so but if you if youtube is the number one way that you're making money

Speaker 1 you're going to spend more time on youtube like it's easy to justify it when it's zero you're like i'm too busy i don't have the time well i'm too busy because it's not working so let's make it start to work so they can can justify more time and more team and more spend to continue to build and grow.

Speaker 1 In order to build the big brand that you want to use to change the world, we're going to need a bigger team than what you've got.

Speaker 1 You know, like Grant now is trying to, he's, he has card owned capital. Like he's trying to crowdsource giant funds to go off and buy real estate.
Right.

Speaker 1 So it's still, there's a business case for him beyond just, I want to be famous. Right.
And that may be the longer term play for you as well. I don't know.

Speaker 1 We have, like, if you have something to sell and you're good at it, how about we just maximize that for now? Yeah. Like

Speaker 1 if you could, if, if you could grow your coaching business by 10 times, does a lot have to change?

Speaker 1 Like if you had 10 times the amount of people coming in, does a lot have to change in terms of the content you're providing, the structure that you're using?

Speaker 1 Not particularly. Right.
I mean, it's all the same thing. Maybe an extra few people on customer support to help out, all that, but that's easy, right? So like, why don't we 10 times your business,

Speaker 1 which then provides insane revenue to then go fund building the Justin Colby brand. If you want, like, some people, you know what? I've made my money.

Speaker 1 I'm good now. I like, I don't want to, I never want to do this in the first place.
Yeah, yeah, yeah. That then becomes a choice.
Like, that's a great problem to have.

Speaker 1 Um, so I care less, like, subscriber count doesn't mean anything in terms of the business. I remember I went to my first YouTube event.
I had 300,000 subscribers.

Speaker 1 Like, I'm, I'm on my way. And I met a guy there who had 7 million, who was like one of the keynotes.
I'd like 7 million, dude. Like, how are you doing this? Like, what's your team looking like?

Speaker 1 It's like, oh, it's me. And I just hired my first assistant.

Speaker 1 What?

Speaker 1 How do you have 7 million subscribers and you just hired your first assistant?

Speaker 1 And I guess I always approached it with business first because that was my background venture capital and my own companies before.

Speaker 1 So like having a big sub-number doesn't mean that your business is growing. It's just what are we trying to accomplish?

Speaker 1 And typically, if we can get business owners' revenue and they start to double triple whatever their business uh that gives them the fire to keep going and to invest and then build brand so i would recommend that that for everybody and and you don't need to be the greatest host like you're you're talking direct to camera is the hardest thing to do yeah and that's memorizing a script not me i've that's the easy part for most people they quit because like you're talking by yourself in a studio you're trying to memorize something it's not natural it takes a lot of it takes years of practice.

Speaker 1 But doing an interview, talking to, like if you're a realtor and you're talking to a mortgage broker,

Speaker 1 that's all you like, you know how to do it. Now you're just filming it.
And the questions are very, like, why'd you get started in this? What makes you, what are you seeing in the market right now?

Speaker 1 Like, it doesn't matter. The question, you don't have to be Larry King with the most insightful questions.
They're more nervous than you are because nobody has ever interviewed them in their life.

Speaker 1 No doubt. But we're building seven figure connections for you.
So that, that almost always, always is the starting point. If you already have a business and you you have, you're good at something.

Speaker 1 Like if your coaching program sucked, then don't do this, right? But you have a good coaching program. You could, you could have 10 times more people in it without needing to do much.

Speaker 1 It's just a marketing problem. Great.
Let's use the best marketing engine in the world. YouTube.
And so I think that's the question I would ask now. If you're a realtor, like name the,

Speaker 1 because although realtors tend to not look at themselves as entrepreneurs, I believe they are, right? They can create as much business or not as they want, right? It's up to their hustle.

Speaker 1 I don't care if it's a bakery, if it's a coaching program, if it's whatever, realtor, mortgage broker, who cares? Should everyone have a YouTube channel that is an entrepreneur space?

Speaker 1 Do you want to grow? Yeah, you know, so like maybe. I mean, pretty obvious.
That's where they are. You know, like, so do you like, do you want to grow?

Speaker 1 Because I can't convince you that you want to grow. I mean, that's what you want to grow.
And if you're in a relationship

Speaker 1 type of business,

Speaker 1 like, do relationships matter in your business? I just think YouTube is the biggest platform people are missing. They're always worried about Instagram followers and likes.

Speaker 1 And I just go, and that's why literally I came to you and I said, you are the absolute man in this space. People need to know more about this.
Like they need to take YouTube way more seriously. Yeah.

Speaker 1 If you're, I mean, if you're, if Instagram is your number one and you're getting conversions off of that, just wait till you actually do YouTube properly. It's, it's completely different.
Totally.

Speaker 1 But quickly, before we're out of time, the other show. So like the thought thought leadership show we know about, right? Okay, make your whiteboard content three ways to whatever.
Cool. Those work.

Speaker 1 And Evergreen, those are great. And the more beginner you go, the more views you'll get, but the less conversions you'll get to your business.
That's right. Right? Like

Speaker 1 if your program is $12,000 starting point,

Speaker 1 a lot of people can't afford that. That's right.
Like if I'm just getting started as a real estate agent, I may not have the budget to spend $12K on your program. Yep.

Speaker 1 But if you made a video, like the first thing to do as a realtor, that video would get a lot more views than how to, how to go from six figures to seven figures in commission.

Speaker 1 Because we're targeting fewer people, but we're targeting our ideal clients as opposed to brand new beginners. So it's like, what's the goal of the business?

Speaker 1 But the so thought leadership show is talking heads, whiteboard, whatever. BizDev show is the fastest way to grow a company.
The third one is the demonstrate the process.

Speaker 1 And so if you have something that is demonstrable, like show me you doing the thing. This is why I asked you, okay, what do you sell? Coaching.
Cool. How many coaching videos do you have?

Speaker 1 Not that many. Well, why not? If you're, like, if you're a good coach, that's the easiest content to make and shows off your program.
Yeah.

Speaker 1 Like, give me an example. When you mean that, by the way, because I have plenty of training videos I've created for my students.
No, no, no, no. Training videos.
Coaching. Like, what's the problem?

Speaker 1 Like, I'm coaching one and it's being recorded. Okay.
What's the

Speaker 1 program? The science of flipping. The science of flipping is the coaching program? Yeah.
Perfect. Okay.
So do you have

Speaker 1 different tiers too, right? You said like 12K was its starting point and the highest is what? 4K to 18K. And then we have a 18K.
Okay. Complete 4K.
4K to 18K. So kind of a four, there's a four.

Speaker 1 Is it called something else at the 18K level? Or it's still science flipping? I call it like science flipping elite. Okay.
Here's what you do. Science flipping elite.

Speaker 1 Do you have salespeople doing this or it's just

Speaker 1 salespeople? Like they have to take a call. They can't just buy it online.
Oh, that's right. So what you can do, you can even use this as a sales incentive.

Speaker 1 If somebody signs up and pay in full for the Elite program, they're also going to get a one-on-one with Justin.

Speaker 1 That'll be 25 minutes, half an hour, where he's going to help you with whatever problems you have.

Speaker 1 And it's going to be a video on our YouTube channel so that whatever your problems with, you're struggling with, other people can be inspired by your story as well.

Speaker 1 And instead of using it as a...

Speaker 1 please come on my show and let me coach you we're using it as an incentive because access to you is impossible like you can't buy just in one-on-one time or it's going to be 50k or whatever. Right.

Speaker 1 But if you sign up now, you're creating real urgency, then I have a spot that I can put you in with Justin to get some one-on-one time with him. And he's going to coach you on your business.

Speaker 1 You're already successful and you joined elite. And now we're going to help get you to the next level.
Cool. So now we're helping convert more.

Speaker 1 Like if your salespeople use that, they're going to sell more.

Speaker 1 I love that. Next, you start your live show.
You don't need to know anything about this person. You don't need to know their background, how many sales they have.

Speaker 1 You don't need to do a thought leadership show. You need to prep like crazy to know what your eight points are going to be.
Right. Here it's going to be, okay, here's, here's John.

Speaker 1 He just joined our Elite program.

Speaker 1 John, men, welcome aboard. Awesome to have you.
As part of that, we're doing this coaching session. How can I help?

Speaker 1 And then John, John brings the content. John tells you what he's struggling with.
John says, hey, Justin, I mean, I'm struggling to get to seven figures. I don't know how to close.

Speaker 1 Like, whatever, whatever John is struggling with.

Speaker 1 But you get to then talk about the Elite program. Hopefully John says something like, oh, Justin, I'm so excited to be in this Elite program.

Speaker 1 Now we're talking about the program without selling the program

Speaker 1 commercial. And then you just coach and you just help.
It's like the easiest content, the most fun content to make because you're just serving somebody. That's right.

Speaker 1 That video then gets uploaded to the channel. Other people who are like John, who are now going to be your ideal clients, may not get as many views, but your ideal clients will be watching it.

Speaker 1 Wow, this Justin guy, I mean, he made some good thought leadership videos, but seeing him actually help John,

Speaker 1 what's the name of that thing? Elite something. Now they want to buy.
That's it. It's also great conversion content for your website.
So your landing page where you're selling this,

Speaker 1 show me you coaching John.

Speaker 1 Show me how much you care. Now, this all caveats to like, you have to be a good coach.
Otherwise,

Speaker 1 I can't help you. It'll be a pretty shitty show.
Yeah, it's like

Speaker 1 well, it was like, like, get good at what you do. Like, you mentioned a baker.
Like, a baker could do this of show me the process of you making 100% a cookie and somebody eating it, whatever.

Speaker 1 Like, the pro, if this, if there's anything you can demonstrate, the process of what you do, coaching is easy because you're just helping somebody, then do that. It'll help you convert a lot more.

Speaker 1 And then use it on your landing page, use it in your email sequences, use it

Speaker 1 like your sales team can use it to say, hey, like watch Justin.

Speaker 1 If John's problem is getting more sales and your sales guy is talking to a new prospect who struggles getting more sales, like, hey, like, you know what, Justin, our founder, made this video coaching one of our elite members on it.

Speaker 1 Go check it out. It just, it supercharges your conversions as well as generates new leads.
And most people don't do it.

Speaker 1 It's like if you're an elite class coach for what you do and you've made a handful of videos that are on the channel and probably aren't using many of them in the follow-up sequences and conversion process, it's like these are little triggers you can pull that then could double or triple the business.

Speaker 1 And most people are just thinking, oh, I need to make a thought leadership video about the eight ways to convert as a real estate agent, right?

Speaker 1 This is like why people quit because they're not making money from their channel. A hundred percent because every day I go, god damn YouTube.
And it's because like it really, there's no

Speaker 1 drive into what I'm trying to intentionally do, right? And right now it is a platform that definitely is created.

Speaker 1 I personally, and the reason why you're likely on here is because you took a look and said, oh, wow, Justin's podcast is

Speaker 1 well done on Apple. And so, yes, this would be a platform I'm willing to be interviewed on.
But my YouTube probably didn't fire you up if you took a look at that, right?

Speaker 1 And so I have a couple last questions, and I know we're short on time. Yeah, maybe one, because I know we're over.
What do you got? Do we, do we, is that a live video? Do I go live on YouTube?

Speaker 1 And do you suggest going live on YouTube? Is that irrelevant? Does that not help? What about that? So, okay, so live,

Speaker 1 the biggest advantage of YouTube is your content lives forever. That's it.
Okay. Video you make now in a year or five years, if it's as long as it's still relevant, like sales strategies,

Speaker 1 overcoming objections is like probably not going to change that much in three years, right? That's right. So, that's the best part about YouTube.

Speaker 1 When you go live, that video is basically dead afterwards. That's right.
So, a year later, your live video is dead. YouTube's not promoting it.
That's it.

Speaker 1 So, there's very you're kind of killing the best part of YouTube: is that your content lives forever?

Speaker 1 There are some cases where it does make sense, usually, where you're trying to get eyeballs on something. So, example, um, you're going to launch a science of flipping

Speaker 1 like new program or whatever, and you're trying to get get eyeballs on it as quickly as possible go live you'll get your youtube audience watching it live and you can use that live interaction to then close for the sale perfect but we don't care how many people watch that video it's dead afterwards it doesn't matter my launch is over anyway

Speaker 1 so when you're trying to launch your book your program you just need eyeballs on something that's when you go live uh but otherwise it's a it's a riverside it's a zoom whatever uh it's in person and then last question

Speaker 1 that video because now you got my intrigue if i'm coaching you live on how to flip more homes and it's a one-on-one coaching and I'm recording it, how important is the title and subject in the clickbaity part of that training?

Speaker 1 Is that as important to make sure your title is super,

Speaker 1 you know, algorithmically, you know,

Speaker 1 like if you called it interview number three,

Speaker 1 right? It's not going to go anywhere.

Speaker 1 There's no thumbnail, right?

Speaker 1 People do this, right? Yeah, yeah, yeah.

Speaker 1 Fine. Don't do that.

Speaker 1 But

Speaker 1 usually, like from here to here, like helping a guy, helping John go from 60,000 commissions to 800 or whatever you talk about in the show, from this to this works really well.

Speaker 1 So yes, put some thought behind the titles, but our main goal is not

Speaker 1 being known yet.

Speaker 1 Our main goal is let's sell some more of our programs. Evan Carmichael, you have been brilliant.
I just appreciate your time, dude. Everyone, if you're of any interest, look up Evan Carmichael.

Speaker 1 He is the YouTube God, genius, works with the biggest names, the biggest brands. Brother, I know we are all short on time.
I appreciate you spending some time with me. Thank you very much.

Speaker 1 And if this helped you guys even a little bit, share it with your friends. I'd greatly appreciate it.
Evan, you've been great. Appreciate you, bro.
Thank you, man. There, dude.