Power of Video with Tracy

Welcome to the Leading Lane podcast for Real Estate Pros by Real Estate Pros, with your hosts, Ashley Frederick and Stephen Burch. If you're looking for an honest, authentic, and raw perspective, you found it. All right, welcome, everyone, to our Leading Lane podcast. I'm super excited this week to host our special guest, Tracy, Tracy Phillips. And she is outstanding. You are going to love her and her energy. And, Tracy, why don't you start off telling us a little bit about what you do and who you are and why you're here. Well, I was born in 19. Diggity 2. No. I come from the pro video world, so I've been doing professional video production for over 23 years. I. I started in documentaries. I even was nominated for one of them for an Emmy. And about 10 or 11 years ago, I translated my skills behind the camera to on camera and online. And so since then, I have been working with entrepreneurs, business leaders, anybody who needs to show up and shine since the world has become so virtual. Right. And so it's really about camera confidence. But it goes way beyond just feeling confident on camera. I really feel like what I try to do is let people shine as themselves. So you're not trying to put on a mask and become that camera person or Persona, but really, like, how do you show up so you're comfortable, you're recognizes the authority, but you also feel like, yeah, this is the real me. Not something, someone I've put on to be in front of the camera. So that's my view. And we go ahead. No, you. It's all you. It's your time to shine. It's gonna be one of these. So I was just gonna do a quick shout out to how we met, because we actually, actually I met you before. A mastermind. So one of the things that you do are testimagical, which are awesome. I've done those for my clients. I'm sure we'll touch on that. But Stephen was having a test magical. Done for his consulting services. And being a client of his, you interviewed me for that. And that was my first experience. And I remember we connected right away. And I think I even sent you the link of where I got my shirt that I was wearing that day. And so that was my first opportunity. And it was just. It was awesome. You're a great interviewer. But then to see the finished product of Stephens. But then, yes, we got to spend a whole week together, both of us, all three of us were there and really dive into what you do and, you know, trying to help you with Ideas and you helping us, and it's just. I think you've been instrumental in both of our businesses, and I'm extremely thankful for that time that we had together and now that it all continues and making fun new videos and pro shorts and testimagical and all the fun things. Did you just say fun videos? I did. Did that come out of my mouth? Yeah. Because I feel like when we first started working together, I would call you Video Resistant. That is how I would label you. Video Resistant. Yeah. Podcast for the video. I know. I'm so proud. I. I definitely remember, too, like, when I first. And, you know, I'm. I'm. I know I'm Video Resistant. Was. But now after doing all of these different things and, you know, the podcast and all the different projects for you and all the different other things out there too, like, oh, it's like I. I don't really care if I mess up. Right? Like, I'm not so focused. I think when I first got on camera with you, like, I was so focused that I had to be so perfect and I had to structure it the proper way. And am I looking at the camera? Am I not looking at the camera? Like, you know, all of these, you know, the things that go through your brain. Right. Everybody's brain, though. Absolutely. Yeah, absolutely. But I think the thing that you did for me, Tracy, is that you, like, in that interview, because I did one for another client of yours for one of your test magicals, and you just had a conversation and you came and you approached it at a very calm, cool, collected cucumber that you are, and you just made it so natural and organic to have a conversation. And then by the end of it, I was like, she just really just tricked me. She, like, interviewed me this entire time. And I thought we were just talking, but, like, then you were able to do your magic on the back end for editing and everything else to, you know, mash it all together. But here's the thing. No magical editing can make you look and sound better. Right? Like, we can edit a great story together. And so that is where the interviewing skill comes. But I also. I'm going to just interrupt here because. And just for those of you who are watching, you're like, what the heck? Is it testimagical? I know it sounds dirty. That's why we like it. It's a video testimonial. So I offer packages where I remotely interview people for video testimonials. I think with Stephen, it was really funny because, I mean, it was a conversation and Most people get off and go, like, wait, what? You were recording? Because that's how it should be, though. It should feel very relaxed. The funny part about it was two days later or even next day, Stephen reached out to me and he was like, so I can't get you out of my head. Like, I need. I need video testimonials, and I want you to do it. And that is what happens is once you realize, oh, it doesn't have to be hard. Oh, it doesn't have to be like pulling teeth. Yeah. So I think that, like, your experience and Ashley's experience is exactly the progression of how video should be. There's no easy button. There's no, like, pill you can take at night. And the next day you're like, oh, today's the day. I'm going to be awesome. Let's make a million videos, right? It just doesn't work that way. You have to suck a little at first, and then you suck a little less. And I love Stephen that you said that, like, and now you're like, whatever. Because that's. That is the natural progression of being on video. And. And I. I think you're absolutely correct with that. Like, it's reps, right? It's the. Just if you were to go to the gym or it's just to start the ab workout, right? Ashley, she. I told her side story, like, completely off topic. I told her. I was like, I can't get past this freaking number on the scale. It's pissing me off. And she was like, well, what if we were to challenge each other and do ab workout in the morning, right? And I said, can you ask me that question tomorrow morning? Because I am not in the mood right now, and I'm going to tell you no, so come back at me tomorrow and then we can go with it. So back. Yeah. Because I don't want to tell you no, but I'm going to tell you no right now. Yeah, but no. Like, it. It's all about the reps. It's everything that you do in life, in business. You're not going to be perfect the first time. You're going to have to figure out your. Your method. You're going to have to figure out the little bumps. And I think, honestly, though, too, it's. You're going to have to realize that you have to accept yourself and you have to accept your authentic self. And once you do that, that's maybe when the. I don't give an F, you know, really anymore with it. But they're. But they're also tied together. It really is like this circle because you can't get over yourself unless you get in front of the camera. So a lot of people wait. And this. This is, you know, the excuses. I. I like to say, like, everybody has excuses. They're like belly buttons. They're useless. Right. Like, and everybody has one, though. And it's like, I'll wait for this. Or even like, you're doing to Ashley. It's like, well, just ask me tomorrow morning. But again, that scale isn't going to move unless you do something different. Your business is not going to move unless you're out there and you're visible. And so it is the same thing, but you. It in order to kind of get over yourself. And this is what I hear when I teach live video or anything else is most people say, like, oh, my gosh, like, all I just had to get over myself. It's not nearly as hard as I thought it was going to be. Yeah. And I think the beauty of your testimonial is that really, yes, I was on the other side of the camera and being interviewed for one of your clients. Somebody that hired you. Right. But really, when I hired you, I was not on camera. You interviewed my people. I hired you for two projects. I hired you for a recruiting project, and then for my consulting project. And so, you know, it was kind of fun being like, ooh, I get to put this, you know, lady right in front of my people and get to have them talk about me, which I think is a whole nother conversation about asking people for feedback. And, you know, yes, everybody can write reviews and testimonies and everything, but video says the story totally different. But you handled all of that. You were able to run with it. And even though that I was not on camera, I was being around it, and I was surrounded by. With my people, my clients. And it made me start talking more and more about how you need to be on video. And this is easy, but, you know, when you coach and you consult and do these things, like, it's easier said than done. But then it's almost like you have to look in the mirror and say, well, you're telling them to be on video, and it's easy. You need to be able to do it, too. Correct. Yeah. And there's so many different ways. And I'm just going to backtrack a little bit, too, is when we talk about doing the video testimonials. I'm glad you brought it up. That, like, here's this lady. She. I Trust her, Right? That's the first part. I trust her with my folks, that she's going to do a good job. Because you experienced it. Ashley experienced it, and then she hired me. But it is interesting because what a lot of people do as business owners, they're like, well, I will get them on video, but I'll interview them. And that's a good start. Start. However, generally what that does is people still have their shield up, though, because they want to say the right thing because you're the person that helped them. So you're going to get a very different story if you interview them. Or if I, a stranger who just happens to have video chops, interviewing chops, because I have no stake in the game. They can't get it wrong. And I think that's the thing about video is when you can show up and know that you just can't get it wrong, it just doesn't matter. It takes that level of anxiety, like, oh, yeah, whatever. It doesn't. Like, I just want to do a good job and say nice things about Stephen or Ashley or, you know, whoever my signs are. It. I think that also I'm trying to stop saying. I think every time I start a sentence here. I don't know why, but yeah, okay, there's my challenge. But when you are getting in front of people and on camera, people want to see you mess up. Not in a matter of that. Like, they. They are making fun of you. I mean, I'm sure there's some of you out there maybe, but. But it's that they want to see that you're a real human. They want to see that you make mistakes and you stumble and you make up crazy words, you know, that don't really mean. What do you think they mean? Or faces or stumbles or saying something like, I think all the time. And that is. I mean, I love that you brought that up because why video works so much better than the written word. Like, you simply cannot get the same feeling out of good copy or even a written testimonial or anything. Like, it is. You are getting all the nuances of that human. And as humans, and this is what I try when I try to tell people, like, to get over themselves. But if Stephen and I are in conversation face to face, I like to say nose to toes, and I messed up something. I was saying I wouldn't run away and then book another call to like and try another time. Yet people record themselves and they're doing it over and over and over because it's not perfection. You're having a conversation. The weirdest part is you're looking into a little dot. But you have to remember, say, it doesn't matter. Mess up. When I, when I, you know, had a bunch of courses that I used to sell in my courses, I would mess up and I would be like, easy for me to say. And my students would come back and say, like, oh, my God, it's so funny that you left it in. And I'm like, because it's human, I stumble on my words sometimes. I lose a word sometimes. Right? And that is okay. I think it's really about giving yourself permission. And this is in so many areas of our life, but giving yourself permission to be human, to mess up a little bit. And there is nothing in the world, at least that I can ever say, that is perfect. No, right. Like, and when you're growing your business, if you try to be so perfect at everything, I think you miss so many different opportunities because you're so hyper focused on the perfection portion of things. But good enough is pretty effing good. Just get it out there and then you add in the reps, right now you get to be able to see how your, your business is going to increase and how you can let things go. And that's the control. And you just be able to accept it. And now good enough is pretty effing good. I think that's a Bernie Brown quote, by the way. But, yeah, actually, one of the things I remember when you did yours was talking about, it was either tripping down the stairs while doing a, a walk through, or maybe it was the toilet seat up, or maybe it was both. I don't remember. She was videoing. Yeah, I was. I was doing a video tour for someone and I fell down the stairs. And I still sent her the video because it was really the best way for her to see the basement. But, you know, like, the next day she sent me cupcakes, you know, But I think you're right. Like in real estate and I think in any industry, people want to work with people that they know like, and trust. And one of the ways of getting to know like, and trust you is simply by video, because you can make Facebook or whatever posts, right? But there's no, you know, personality behind that. So if you start doing these videos and, you know, I think when I think back to some of the videos, like, right, it's the funny things that I've messed up on, or Mittens will walk across the screen and then people in the comments like, oh, Mittens. So you know, they watched it, right? And like, that was the one thing that they caught up on. But I think that that's where we just get too focused on being, saying the right thing and whatnot. And in all reality, in all conversations I have with my clients, even at their home on showings, whatever I mess up, I fumble over words. They still work with me. I'm human. It makes it more relatable to them. And I think that that's one big thing. But if you're trying to create perfect videos and then they meet you in perfect in person and you're not, you want to be who you are on video as you are in person, right? And also a big part of that is approachability. One of the things that people say to me is, they'll watch my videos. I have zillions of them everywhere. But I'll meet someone at a marketing event and they're like, oh my gosh, you were exactly like you are on video. Couldn't be a better compliment. Because I don't want. And I have seen in businesses where I know the person who is showing up on video is not even close to the personality of the person in real life. And you see this a lot in like the bro marketing type of thing where you're like, I know they are not like that. So you want people to connect with you on that human level level so that you're approachable, so you're memorable. Right? Go ahead, go ahead. I have a client that, you know, she. I've been working with her on videos and she'll tape them like two or three times to try to get them right. And I just said, like, just stop. Just, just one time, like, no one cares if you stumble over. I think people actually probably prefer it. So I've gotten in the habit where I won't even rewatch it. So I just do the video. We call that one and done, one and done. And if I messed up, and here's. The thing, guess what? No one cares. No one. No one's a one take wonder. And I'm saying this as 23 years, 23 years of production experience where we had hired actors. The hired actors aren't one take wonders. It's their craft, right? So they get the scripts ahead of time and all that kind of thing. So if you think about, you know, probably three, four takes with a hired actor, and that's normal. You're not an actor, you're a business owner, right? And again, like, so show up humanly and humans are infallible. You Know we make mistakes. Absolutely. Yeah. I was going to say that when I first started doing webinars and trainings and everything online, I was so focused that I cannot cuss. And I tried to tone it down. Don't get me wrong, I try to be respectful, but I was like, so hyper focused. That's all my brain could like, think about. And almost was like I was cussing even more. And I was trying not to, but then when I started doing in person training and going to different places and being on stage, it's like, well, I mean, yeah, I need to be respectful. I get that. But also, I need to be true to who I am. Yes. And if I am going to say shit every once in a while or whatever else or stumble over the words, like, I cannot focus on that because if I focus on that, I'm not going to be able to deliver my message and make the impact that the person that hired me to be there wants me to make. And I think that people get so in tuned with that or like focused on that that you, you completely go to the left field on there. And people. When I started being myself in front of people in person, people like, gravitated to me. And it's great. And it's. I don't have this back of mind thinking constantly, am I messing up? Am I saying too much? Am I cussing too much? If I'm just me, then people are hiring me for me. And I want them to see who I am on video and a recording or, I mean, because when I get there, they're going to be pretty pissed off that I'm cussing and they don't like that. Or we can have the conversation beforehand. So, yeah, you have to be your authentic self and that. And I love that you brought that up because, you know, cussing is one thing, but a lot of people, again, it's putting on that Persona or that masks because they think, oh, to be professional. A professional wouldn't. Wouldn't cuss. And I think that's hilarious because, like, in my world, I'm attracted to the people who say what's on their mind. I don't like the gratuitous, you know, where you see people like, okay, that wasn't necessary. But like, this goes for accents, this goes for, you know, I worked with a client and we were writing scripts and she had worked with someone else and they were trying to take out her Southern twang, but she's from the south. And so she would say all y' all or y' all or Whatever. And what I found so endearing about her. What's her Southern twang? Right. And so we revamped everything she was putting out there and had her show up as Amy and her business, like, exponentially. Like the videos from before and the videos from after. Because she said it was like, it was like this weight taken off of trying to remember, like, oh, I shouldn't say this, or oh, I shouldn't say that. Say what is on your mind. Because marketing is as much about attraction as also pushing away the people who don't gel with you. Perfect. Right? I'm not everybody's cup of tea. And that's cool. I get things all the time where someone will say, oh, I wish you just hadn't done that. And I'm like, bye, bye. Okay. Like, I don't care. Or I had a client who said, well, I can't do this because my dad wouldn't approve. And I was like, oh, so weird. Is your dad your client? And she just stopped because I was like, he's not your ideal client. Yeah, who cares? Is he watching your. I, I, you know, like, I actually blocked my dad from all of my social media stuff where I was showing up because he would comment stuff. I'm like, we do not need, we do not need that opinion on, on the line. Right. And so you have the power to say, like, okay, these are the types of people I want to attract. And so being you is the only way you're going to attract people who really appreciate you for who you. Absolutely. I think that's, that's great. So what, what are some tips that you would give somebody that is just starting out in video or, or maybe let's say that somebody that knows that they should be on video, but they're not. Like, what, what do you do to get over that hump to just now get going. So I, I love the idea. Like, you're, you're doing the AB challenge. You have to challenge yourself because really, the only way you're going to get the camera. Confidence comes from commitment. So you have to commit and say, like, I'm going to do it. Consistency, which is like putting out video. You can't dabble in video, as we all, I'm sure all of us can tell you. You can't put one video out and tell me a video doesn't work. You can do a hundred videos and then tell me it didn't work. Sure. But I'll tell you, if you've done 100 videos, you're gonna be like, oh, my God, that's amazing. And that's why you're doing 100 videos, right? And then you have like the clarity, the clarity when you start to talk about what you're doing. It gives you a lot of clarity about like what the people want to hear, what you like to talk about. Like it just gives you those things. So if you're just starting out, you really just. The first part of it is just committing and, and saying like, I am going to do it regardless of the outcome. And if you fear video, you don't like seeing yourself on video. What I really like to tell you is you can still fear video. You just have to fear it a little less than your desire to reach your audience because you have to decide what's important. So if reaching people, shining your light, offering whatever it is you have to offer is why you wake up in the morning, but you're not visible, so people have no idea that you're offering it. You have to make your desire to be seen just a little bit more than that fear of, of getting on camera. And so I would say, you know, this isn't a Nike commercial, but at some point you have to say, just do it. And again, like I talk about the equipment graveyards and excuses people like, I don't have this, I don't have that. You have access to access to everything you need. I always say, like if you have your finger and a phone, you have everything you need to get started with video. Do I want you to have good light? Yes. But you can get there. That's not how you have to start. And again, you can go to my YouTube channel. You can go to anywhere and find out like the bare bones butt dragging basics of video, like where should I be looking, where how should I hold it? That that's fine. But that's also another excuse. Sure. I don't know, I don't know how to show yet. Youtuble it right? Just put it in Google and it'll show you a YouTube video of exactly how to do that. So I think the first step is getting over that fear, whatever that fear is, it's different for everybody. So that first step is just again, just, you gotta just get out there and start doing it and figuring it out and getting over yourself. Tracy, where do you think that that fear has come from for video childhood? Like, I don't want to, like there's so much science and everything but, but for all of us it comes from childhood. There's not one person. Again. And we were talking, I think beforehand when we were talking about when I do interviews, video interviews, if I'm interviewing someone 35 and older, they are worried about how they're appearing on video. If I interview someone 35 and under, they couldn't give a shit because they grew up in the video realm. Right. And so there is a difference of how being seen for many of us comes from childhood. Whatever else you were hiding that suddenly comes up, those fears come up. So when I say just get out there and do it, I don't say that lightly because you're overcoming quite a bit. But you still have to do it, right? And so. So for me, my story and. And it took me a while. I worked with a mind repatterning coach, and I'm still getting out there. And I was doing it, but I was like, why is it so hard? Because, remember, I was behind the camera as a video pro, I wasn't in front of the camera, so I had to go through what everybody else goes through, which is like, I don't really like that. And now, you know, I've watched my face fall in slow motion for the last 11 years online, you know, but you can't. You can't worry about the wrinkles. You can't worry about all the things, you know, because nobody else cares about that. Only you care about it. But that caring comes from childhood. And, you know, I was a. An emotional child, like a, I would say, vibrant and energetic child. There were three of us, and I had a very kind of strict German, like mom and a dad who also liked attention. And so my entire life, I grew up hearing, oh, for God's sakes, Tracy. Oh, for God's sakes, Tracy. Oh, for God saves Tracy. Which is, shh. Too much, you're too much, you're too much, you're too much. And how that translates when you get older is, shh. Who wants to hear you? Or who does she think she is, going on video asking for this attention? And so I really kind of had to get over the story of it's not me asking for attention. It's me shining my light so that my clients can shine their light so I can make more money, they can make more money, and on and on and on. Right. And so it took a little bit of time, but while I was figuring that all out, I was still doing a live video every single week. Yeah. That's awesome. Thank you for sharing that. It's a little psychology for you. Yeah. But I mean, if you. If you really analyze it there, that's so true. You know, even you sharing that story. I kind of was reflecting back on the things that, you know, me growing up and I mean, very similar. Like, you're. You're shining too, too bright. Yeah. And these are the people that I think that maybe they were intimidated by the. The fact that you're shining too bright or it's not their personality and they're trying to dim everybody else's light around them. Or they're j. Right. Or they're. Right. Or they're scared. So a lot of times online, a lot of the comments I get will be a little bit. They're not nice sometimes. And I never take that personally. I just think, oh, they're hurting because they can't do this. Right. So it's interesting how you can shift it and then say, like, oh, they're saying that. I mean, I've. Like when I first started doing videos, I mean, I would run video ads and I would get some pretty nasty comments like, oh, you'd be pretty if you wore makeup. And I'm like, if you actually watch. What I teach is that's not what I do. A five minute face. I don't do makeup. Like, I don't do it. You know, just things like that. Like, oh, you're too much. Oh, your personality. Oh, like you're a bad dancer. And I'm like, I'm not dancing for, like, competition here. I'm dancing because I think it's funny. Right. And so. Yeah, so, but again, like, that's their child. That's their. That's their shit. It's not my shit. And so I generally will just respond and say, like, thank you so much for the engagement. Because, you know, in the Facebook ads world, they just engaged on my ad, which helps me get seen more. So. Right. So but being able to shift out of that and say, like, this isn't about them or even really about me, but it's about showing up and being able to reach my audience and say, here's what I do and here I do it. Well. Yeah, I think that's a great point. I mean, if you think about, like, childhood and like people that were bullied right when they were in high school, et cetera, like, I can think of, right, like hair and teeth and all those things. And let's be honest, even this morning, like, right. I, like, my chest has always been an issue. It's just. They say it for what it is, right? So like this morning, like, came on, I had a shirt on, and because of the angle, I was like, nope, I'm going to go change because you can see my cleavage and. Right. It's because it's always been an issue or people think that you do something on purpose. So it's funny how it translate into that. But you know, people will say that they don't like the way that they look on camera. And what I try to remind people and even have to remind myself is that like the same person's gonna see you at the grocery store, the same person's gonna see you at your listing appointment and they still choose to work with you. So I think you're right is it's really a different mind shift of finding the right people and the right people will gravitate towards you and won't be. Unkind and they'll love you for it. Right. Like that's, I mean a lot of the folks I work with are like, oh, I have to get hair and makeup before each video. And you're like, you're. I. You will never make videos on your. You are going to have to like, that's fine if you and I want to do a welcome video together and you just want it to be a little extra great. But if you're talking about showing up doing short form video or a live video and you have to wait for hair and makeup every time, not going to happen. And that's like, I call it my five minute face. I simply, I have a 12 year old daughter who is obsessed with makeup and is constantly like, oh, mom this, oh that. I was like, not mommy. It's just not like, it's not me. And so if I were to show up with like contouring and lashes and all that stuff, I think Stephen and Ashley would be like, oh, hello hooker. Right. So it would be so off brand for me. But I show my red earrings in a pop of color that's very on brand for me. Right. And so it's really like kind of finding your, your comfort zone. But again, I'm going to tell like just for everybody watching, like, it takes a while. You just have to kind of push through the, the discomfort of it. Like anything, anything worth worth doing. It's. It's hard. We have our, our rise and thrive in the mornings. Sorry, we're just gonna keep on going back and forth here. Um, with the Neva. So our rise and thrive in the morning is a power hour that Neva Fisher does for Leading Lane. And she does it on Mondays and Wednesdays and it's early in the morning. Right. Like, and when we first started talking about this, I was like, Ooh. Like, all right, what about, like, getting ready? Like, even. I mean, I'm less than five minutes, man, with my face, you know, but, you know, I don't want to be up that early and, you know, looking all, like. I just have sleep in my eye and not even brush my teeth. And not that they can smell my breath if I'm on camera, but she told me it was so funny. She's like, I show up in my robe. She's like, my hair is just pulling back. I show up in my robe. We're there to get stuff done. And it was not the. It was just a. A great moment for me. Like, it was like an aha. Look, here we are, like, we're just trying to help people get their days started. We're not trying to be perfect, and. We're not trying to wakes up like that, right? Like, so. So, again, I think the. The theme really today is that. That. That, like, permission to not be perfect. Permission to just show up as who you are. I mean, I say I'm the Internet mullet because, you know, I'm online all the time. I know Stephen loves all my things, but I'm. I'm like, so I'm business on top and nap on the bottom. Like, right now. I'm like, business on top and tennis on the bottom. Because, like, so, like, you know, the Amazon guy comes to my door and he's like, really? But he knows. He's like, oh, doing some videos. And I'm like, yep. Because from here down, no one sees it. But, like, even still, when I'm hopping on meetings, like, if still Stephen and I or Ashley and I were to meet, I'm not going to put on a face. I'll put on a hat. You know, like, I'll put on. You know, like, one of my clients yesterday posted a picture of us doing a welcome video together. You know, I had just worked out and had, like, you know, my workout gear on because I'm not on camera. And, like, it doesn't matter. I'm just there to support her and coach her. And so. So I think I. That, you know, really just kind of getting over that. Like, I have to look a certain way every time I get on camera. Is a really important lesson for everybody here is, like, have nothing. I was waiting for Ashley to go now, so I didn't interrupt her. I was just gonna say, you know, Stephen, you asked about, like, how to get started, and I know that for me, it was. I just made a goal of one video per week, and to me, that was a very daunting goal in itself. But I also found it really helpful with your program, which is the Pro Shorts, because, you know, there's 10 to 12 videos that we can hire you for. And then really, like, the painfulness was taken out of it. Like, I just hired Tracy. We're going to hop on the camera for an hour, and from that hour we're going to get 10 to 12, you know, videos that I can then use. And that took me out three months worth of videos, and it took me one hour. And that's, I mean, part of. Part of what I do. I mean, the coaching part of her offering is like, I'm trying to take the hurt out of it, right? Like, so, like, I want to be your video easy button. And for a long time I couldn't offer that because I have to have a team of vetters. I have to be able to write. But now I have that. And so, yeah, the Pro Shorts was such a great offer where I think I even. We were in the Mastermind where I mentioned, I'm like, I'm thinking of doing this thing, and I think everybody around the table is like, I'll have one, right? Because I am taking the pain out of it. You know, you don't even have to come up with the topics. I come up with the topics. I coach you through it, and we're just recording your side, and then it gets sent to an editor. So it's so hands off. And it's one hour of your time. And that's what I tell people. I was like, okay, if you need just that, jumpstart, you just have to give me one hour of your time and you can have 10 to 12 videos. So that's three months of content then. And from that content, you get to learn what do people watch? What are people clued into? Actually, I noticed because I was following along. Like, you did get engagement, you got shares, you got the comments, you got like, you know, I always call it the likes and stuff like that, vanity numbers. But what you want are people commenting. You want people sharing that information, and you want to remain top of mind. And the only way you're going to remain top of mind is by showing up consistently so that. That once a week is what. That's usually what people ask me next is like, how often do I have to show up? And, you know, I'm not on TikTok, I'm not against TikTok, but, like, TikTok's algorithm is a lot different where you have to show up a lot on TikTok. I don't. I don't have time for that. Right. And so, but I would say that the regular entrepreneur, business person, once a week is fine, just to start to gauge what your audience is interested in. Well, and I think then it also just made it easier for me to hop on myself. So, yes, I have the videos that I did with you, but I think I mentioned it in one of our other podcasts, but we had a hail storm here, and people were using these fly by night, you know, storm chasers, and it was a nightmare. So I was like, I have to put something out, you know, and rolled once. And I remember you sent me a message and you're like, you should wear pink more often. That's what I remember from that. But, you know, then I was more comfortable enough to just hop on a couple times myself while still having my, you know, baked in 12 weeks. Yeah. And I call that your core content. Right? You have, like, content, and then you can have, like, your ancillary content or like you're both, you know, in the real estate world. So when I work with Realtors, your core content should be your video content because it's more memorable, right. Like if. If a picture is worth a thousand words, videos worth a billion. Right. Like, so it just makes much more of an impression. And so your core content once a week, and then you can. Whatever other kind of content you want to be putting out there, bots sold, interesting little tidbits. That is what you can then, you know, put. Put on the sides there. But you do want to, once a week, be showing up with video in some way. We have this conversation in our office about, you know, with NAR and the lawsuit and the buyer's, you know, representation. Like, how do. How do you explain to somebody, like, if we're going to have to have a. An agreement signed prior to even showing, how do you truly explain to people all of the bullet points of everything within this buyer agency agreement? Right. And my number one thing, you'll be proud of this one, Tracy. My number one thing is record a video. I was just going to say, video better be what comes out of your mouth next. Yeah. Like, make this all just happen seamlessly so that you can. You can send this over. You're explaining it. They're able to retain the information now that you have it documented, then if they feel comfortable enough with you, they're going to sign. Right. Then they're going to move forward with you. And they're more likely because you've recorded the video. Like, people put a lot of stock. So. So the weight of video outweighs so many other things. Because. Because so many people understand that it takes extra time. It takes like now for me, I would much rather hop on a video and explain something than try and write it out. And I'm sure, like, once you hit a certain point, you're like, I'm just gonna record a live about this or like, I'm not gonna email, right? Like, it's much easier to communicate and you're putting a face to it and people appreciate it on just like, it just has more weight. They're like, wow, this, this is better than what someone else sending the tone. You can actually be able to hear the tone. You can see the body language versus in an email or a text message. It's very whatever the way you want to interpret it, right? Whatever mood you're in, you're going to automatically, you know the other side. So I think it clearly articulates your true message, who you truly are. And at the end of the day, it's way easier to be able to do because now you can have that on repeat, right? And you can use it for the next and then you can continue to critique and grow from there. And that's all part of like, we haven't even like, gotten into like, video strategy, right? You don't want to be making videos just for the sake of videos. That's how you start, right? But then, like, what is the strategy? What am I trying to do with these videos? And that's why, Stephen, I love that you're like, I'm going to do this video because it builds trust. You're sending it. So that's part of a strategy of being visible and showing up. And then suddenly you'll start putting more things, video testimonials, all those types of things in because it's part of your strategy for gaining more clients, gaining gaining trust in your clients, whatever it is. I mean, I send it. I use an app called Bonjouro. So anybody that comes into my world gets a personalized video from me. It's 30 seconds. And so I have come up against people like, there's no way. I've run challenges. I've done things where people, 200 people are coming into my world. I still sent an individual message to each and every one of them. Why they're more likely to show up because I put a face to it. And like, as. As prevalent as video is these days, getting a personalized message from someone isn't so much. And so if you think about in your world, you know, you're wooing someone or you want them to, and you just send them a little, like, check in video mind blown. Right? That again. Suddenly, like, oh, I'm considering. Oh, well, Stephen sent me a video. Right. The other person didn't send me a video. And so it really just kind of escalates your authority and confidence and trust in all of those things in your business. Can you tell? Yeah, I love it. I. I think this is fantastic. And in reflecting back on where I started personally with video and with where we started our relationship from looking to where it is now, like, I. I typically don't say, but, I mean, I've come a long way in, in video, in being, you know, having the authentic conversation. And so I applaud you and thank you so much for being a part of that. And I know that there's so many other things that you've helped me with, but specifically, video is top notch. I appreciate you. Wait, I think what's happening. I think there's some water coming out of my eye. Oh, hold on, hold on. I'll do that on video. I remember when I did Steven's video, you know, you cut. You obviously cut some things out for bloopers, but I didn't realize that I picked out one of his mannerisms. Oh, my God, it was so great. It was so great. I know exactly what I mean. I, like, played it out and then he sent it to me, and I was like, oh, I. I mean, I didn't realize I did that. I don't think you realized you did it either, but it's been like an ongoing joke now, so I appreciate that. So that's storytelling, right? Like, so. So. So even though that wasn't used in the actual video to share something that probably means a lot to Stephen, that that's something you picked up from him. And so if. If we can give Stephen a moment of joy from this tiny little clip that, like, I mean, it was literally Ashley going, oh, yeah, Like, Stephen has this look. He gave me the eyebrows. Well, he nods like, okay, but in his eyebrows, he's saying, what the fuck? Like, whatever. Right? But it's such a funny. Right? But for him, it was probably delightful, right? Just fun to get something like that. And so video just has so much power in the personality and being able to share all of that. And so. Yeah, but again, that wasn't something that got edited into the video. It was just something very real. And don't worry, he shared it Though. No, I know he did. And I may or may not have encouraged him to do so, because again, when I'm going to hire Stephen. And now I know this about him. Right. I know he has this look. Or I. I know, like. And you, like, it's partly you, Ashley, right. Of saying, like, oh, just wait. When you're working with Stephen, he has this thing. It's endearing. It makes me go, oh, I want to meet Stephen. Right. And that's what we want. We want someone to watch a video and go, I want to meet Stephen. Sure. Right. Right. Yeah. I mean, I think the videos have been great. You know, I. I know we didn't talk a lot about the testimonials, but I think that that is Artest Magicals, just a whole other piece of being able to take a moment back and I think appreciate what you do for others. And I think that we all struggle with that. And I think I told you that when you edited my testimagical, I wouldn't watch them. You know, people talking, like, about their experience with me and what a great time it was that I wouldn't watch them. And you're like, ashley, you have to watch them. Like, they love you. You have to. So I think that that's something, too, that we just have to learn to appreciate what we do, appreciate those that appreciate us. But I think that, you know, I appreciate that you've done that for us, that I've been able to be on lots of calls with you, and I'm excited to have some more calls with you in the near future. Yeah. And I'm like, I will tell you, a lot of people, so they come from different schools. Some people don't want to watch because it's uncomfortable. And Stephen, I think you were in the same boat of, like, it's uncomfortable to hear people praise you. It comes from childhood, right? Like, so these are other things that are coming up, right? Like, we're going to go back there. But for me, I think, you know, they always say, like, do something that lights you up. Like, one of my favorite things is getting to know my clients through their clients, through their customers. Because a lot of times, I mean, I now know both of you, but a lot of times I didn't know Stephen very well. I'm getting to know Stephen through these fantastic testimonials, through the things they're saying about him, and I'm like, my gosh, what a great guy. So it. It is truly, like, uncentered, uncensored, unfiltered. Just a Great way to really hear about how you are making an impact on other people's lives. And it's important. Yeah, there was. There was a day, I mean, it's been a few weeks back that I sent just. I was kind of down on myself that day, right. And I sent Ashley a text and I was like, I don't know, like, you know, just kind of these limiting beliefs kind of creeping back in. And she was like, go back and watch these videos. Go back and just see what you've done for these people. And you know that as much as it was there to gain clients, you know, and that was the purpose of doing it and hiring you, but really, it did give me that motivation. Look at the people that I am impacting. Look at the people that, you know, how. How much further they are now along once they started working with me. And so, A, I appreciate Ashley doing that, giving me the chin check, but B, like, Tracy, like, that it is magic, right? And I. I do. Like, when. The first time when you said, like what you're testimagical, and I was like, what in the world? It really is magical, right? Like what? I didn't know what you were selling, to be quite honest, at the very beginning of this. I have a sound effect with it now. Yeah. But now. Now, it's one of my favorite words. Right? But it is magical. And. And it. I know somebody that never looks for that. That praise. I don't like praise. It still gives me chills, like, even when you're talking about getting praise. And thanks. Like, I definitely. It's from childhood, but it was so nice to be able to actually see that in my own element and not on a, you know, surprise out of nowhere, you know, like, I was able to still control it. It was a little bit easier. It gets easier each time. But, yeah, they. It is magical. So. Yeah. Cool. Well, I greatly appreciate you, Tracy. I know that we're going to have some other great discussions, so we're going to go ahead and end this one. Thank you, everybody for tuning in today. We will have Tracy back here in the future, and I'm super stoked and thankful for you to be a part of all of this, a part of our journey and everything that we've done. So thank you. You know, I adore both of you, so this has been a blast for me. Thank you. If you've enjoyed today's episode, please, like, subscribe and share with others. Stay connected. For more genuine insights and strategies to boost your real estate career on Facebook or check out our website we'll see you next time.