Nathan Daniel: 0:01
What's up? Welcome back to the Broker-to-Broker Real Estate podcast. Today, we're gonna be talking about a topic that every single one of the brokers -- listen to this, everyone that's not listening to this -- you need to share it with them. Because we're talking about social media, and how as a broker, do you need to be leading your agents to do it? And should you be doing it yourself? Welcome to the Broker-to-Broker Real Estate podcast where we have real, raw conversations with industry leaders, finding out how to connect, support, lead, and ultimately make an impact and drive results in the lives of your agents. I'm your host, Nathan Daniel, and welcome to the show. All right! Today we are talking to the social media guru, Mr. Coach Kyle Draper. Kyle, welcome to the show. What's up, man?

Kyle Draper: 0:47
What's up, dude! So excited to be here.

Nathan Daniel: 0:50
I'm excited to be here, too. I know, we've been going back and forth a little bit for a little while now as I was kind of honing in on what this podcast was actually going to be like and stuff. So I'm excited that you're here though, because I get so many questions about social media. And I'm like, you know what, I need to bring "The Guy" that does this for a living every single day.

Kyle Draper: 1:11
That's a lot of pressure. That is a lot of pressure.

Nathan Daniel: 1:14
No pressure. We keep it real. We keep it real here. So I've known Kyle, how long have we known each other? It's been a few years now? Like a lot.

Kyle Draper: 1:23
Man, seven or eight years.

Nathan Daniel: 1:25
I was in the team leader role for a little while. And that's I think how we got connected.

Kyle Draper: 1:31
It was way before that. You were the tech guy.

Nathan Daniel: 1:34
I was the tech guy. That's right.

Kyle Draper: 1:36
That's when I met you.

Nathan Daniel: 1:38
That's been a minute. Well, it's been a journey. And I'm excited to see what you're doing. Because you're really making an impact in a lot of agents' lives right now, as well as brokers' lives right now. So I'm excited to have you on the show today to help us all get a little bit better with a topic that can change our worlds.

Kyle Draper: 1:59
That's right. 100%.

Nathan Daniel: 2:02
So talk to us, right? Tell us a little bit about yourself and social media. What's it like in 2021?

Kyle Draper: 2:11
I am definitely... I am not cool, or known by anybody for any reason. I'm just a guy that really... Well, because of where you are... I realized years ago that the real estate world was just awful at social media. And I, as a former pastor, was a good communicator. So I just started learning social media with the hopes of bringing knowledge to real estate agents, real estate brokers. What I learned and what you already know, and what probably the listeners know, is, most people feel like, to do social media well, they have to go spend money. So I set out to say, I think there's a better way. I think most realtors, most brokers are overlooking their sphere, and going into ad spin and boosting things. So what I've kind of discovered for myself and for others is, if you can just develop your message, identify your ideal client, and be willing to put yourself out there in spite of the failures that are going to come your way, you can have massive, massive success on social media. And that's what I help people do.

Nathan Daniel: 3:42
Man, that's awesome. And it's a huge need. I know a lot of people struggle doing that. Do you find that there's a lot of fear with people getting started with this?

Kyle Draper: 3:53
No. No fear at all. No one is fearful right now. Everyone is fearful. Because putting yourself out there is hard. Right? Because I remember when you and I spoke before you transitioned more into the coaching side. And we both shared the sentiment of like, what if it doesn't work? What if, I think that I'm aweso e and can help people, but what f what I think and what is real s not the same? So I think the f ar thing is super real. But I also think it manifests itsel in a lot of self-limiting belie s that are not real. So what eople find is if you're willi g to fight through that initi l discomfort, there are so many reen pastures to be exper enced on social media. You just ight not get to it right away. Everybody starts there, but v ry few actually get to the succe s part that comes after that nitial struggle.

Nathan Daniel: 5:05
So if I were taking one step--let's go back seven, eight years, right? We're looking back at everything that we've learned and been through. Where are you telling people to start? If I'm an agent or broker listening to this, what's the first thing you're telling someone to do?

Kyle Draper: 5:19
The absolute first thing that somebody needs to do is they've got to identify who they're going after. Because I hate... in the social media expert world, everybody has a platform that they love more than others. I personally love Facebook more than anything else. Most others love Instagram, or they love LinkedIn, or they love YouTube, right? So I hate watching the so-called experts push their personal interests on people they coach. So for me, I want to ask people, how old is your ideal client? Let's just start there. How old are they? If you tell me that your ideal client is 29 years old? Well, then yeah, you better have a really great presence on Instagram, or at least that needs to be where you start. But if you tell me that your ideal client is in their mid-40s and up, the data says that that age group is going to be more recognizable and easier to put a touch on in Facebook than it is anywhere else. So to me, that's the first part is, who do you want to serve? Stop letting all the voices in your head that say, "But man, you can't just pick one. You got to be great everywhere. You got to be on Facebook and Instagram and YouTube and Tiktok, and you got to be doing reels. And you got to be doing LinkedIn!" Pick one based on your ideal audience, and go hard for 90 to 180 days on that platform alone. To me, that is the greatest way for somebody to begin to find success on social media.

Nathan Daniel: 7:09
I love that. I love that 90 to 100 days, pick one platform and go after it whenever you identify the age of your ideal client. And this not only applies to agents. This also applies to brokers. Who's your ideal client, which is who? The agent.

Kyle Draper: 7:26
Absolutely.

Nathan Daniel: 7:29
So that raises the question then. And as a broker, we need to identify who is that agent that we want joining our company, our culture, whatever it is, and then that's going to help us identify where we need to go and the message we probably need to be delivered.

Kyle Draper: 7:45
Yeah. And think about this for a second. The whole process for a broker, I could argue that this is even more valuable for a broker than it is even for the agent. Because so much of the agent picking the brokerage comes down to technology. And it's always hilarious to me how many brokers I will watch, scream and preach about how technologically savvy they all are. But then you go actually look the broker up on social media, and they haven't post anything for a year. And what they did post was garbage. So I feel like at the leadership level, the broker could be recruiting three times the amount of agents that they had planned to recruit, if they themselves were just willing to put themselves out there, in a lot of different ways, wearing multiple hats. They'd be blown away at what would happen. I just don't see enough of it right now.

Nathan Daniel: 8:55
Yeah. Well, I go back to that quote: "Speed of the leader, speed of the pack." Right? If your agents are coming to you for technology, which is important, right? It's the world we live in, it's important. And if you're not showing up, then why would they?

Kyle Draper: 9:09
Right. 100%.

Nathan Daniel: 9:11
Why would they? So maybe, let's talk about a little bit, how does a broker -- what should I be posting? What should I be talking about?

Kyle Draper: 9:20
So I think, at the broker level, you've got to think about, first, what are the reasons why an agent would even consider leaving where they are? Make a list. It could be commission splits. It could be education. It could be accountability. It could be the buddy system and just feeling like the culture is something they enjoy showing up to every day. Whatever all those reasons are, that should be the basis for where all of their content starts. So if I were to -- or let's say that you and I today, we launched a real estate brokerage. I would instantly -- because I'm not the real estate guru, right? I'm the marketing guy. You're the real estate guy. I would instantly pinpoint myself as "I'm the leadership guy." I'm going to talk about leadership. I'm going to be diving deep into leadership books and pulling quotes that impact me out, and then doing videos talking about that quote, and why I love it, and the value that it offers others. I would solely position myself as a man that men and women would want to be led by.

Nathan Daniel: 10:38
I love that.

Kyle Draper: 10:38
Through real estate, right? Forget the real estate part. That's a dime a dozen, right? Everyone that's in real estate should technically know how to do real estate. Now, we know that they don't, but they should. But what people don't understand is how to lead. And so that's what I would embody as a broker, is I want to represent myself as the husband that other men would want to model. I would represent myself as the husband that for a lot of the women, they would go "Man, I want my husband to rub off on this guy a little bit. I want my husband to get some nuggets from this guy." I want to represent myself as a father. I want to represent myself in all the personal different things that I'm involved in. Because that -- man, you're doing life with people at a brokerage. So it's got to be so much deeper than just, "Hey, man. Hey, lady, I'll help you three extra transactions from last year." So that's where I would start.

Nathan Daniel: 11:47
I love that. Because it's, you just said t's making it personal for them. I mean, real estate is a relat onship business. It's a relat onship business. Why is it any d fferent whenever we get into he broker role? That point up he e. And I like that what you j st said, positioning yours lf at the top of it as a leade . I had never thought about it that way, that's a diffe ent spin. As being the the husba d to rub off and every hing else. So thank you for s aring that.

Kyle Draper: 12:18
Well, so let's go a little bit deeper for a sec. In a broker-agent relationship, if you're doing it well, you should be doing life with these people. And I just hate that -- and I think it may be a little b t easier for me, because I'm a very spiritual person. So I na urally care much deeper for some ne than just like, "Hey, wh t numbers do you want to hit? et's make sure you get there." T at just doesn't matter as much to me at first, as that may matter to others. Because, hat good am I as a leader, if I helped crack the whip and g t you to your numbers, but yo r marriage is in shambles? I hel ed get you to your numbers, b t you missed eight of your kid' basketball games. But we hit yo r numbers! See, some brokers wo ld go, "But that's what they anted. That's what they wanted m to hold them to." But I just want more for people than t at. So the brokers that I love t e most in our industry, that I could begin to rattle off, they ead the person, not just th business.

Nathan Daniel: 13:33
Yeah, because if the person is never right, if you're not right here, the business ain't gotta be what it could potentially be. I remember, growing up in real estate now, it's been how many years, I can't -- it's like going on 12- or something years now. In the very beginning, just hearing the divorce rate inside a real estate. It's sad. And I think that's a piece of it. It's just so focused on business and getting the next deal on transaction to earn the money.

Kyle Draper: 14:05
100%.

Nathan Daniel: 14:06
And I do think we're seeing a little bit of transition right now, with a lot of -- at least I have, with the brokers I've been talking to. Building that relationship, caring about people and not necessarily caring as much about the numbers. I'm seeing a little bit more of that. Are you?

Kyle Draper: 14:25
Dude, yes. Why? Because happy people work harder.

Nathan Daniel: 14:31
Thank you.

Kyle Draper: 14:32
Right? Happy people work harder. When you make it an enjoyable place to be, people want to show up. You'll look up

and you'll go: 14:43
"Did I just hear somebody whistling down the hallway? What is happening around here?" You've created an environment that is more than just about transactions. Unfortunately, we've done this to ourselves, because you've seen it. I've sat as a sponsor in big team meetings and big company meetings where, the entire meeting is about numbers. Let's parade all the people across the stage, and here's the number one team and transactions and volume, and this and this. And then for three minutes, it's, and then here's the award for the best heart. People are going to care about what we ask about. And, it tends to be very numbers driven, which is really unfortunate to me.

Nathan Daniel: 15:43
Yeah. I remember a couple episodes ago, I actually interviewed one of my business partners, Jake, with the Locker Room. He was talking about, whenever he was going through his journey to become a pro baseball player. He was playing in the College World Series. They're going to win the game and all this kind of stuff, and they ended up losing one of these games. And he talked about, it wasn't, he wasn't let down for himself as he was for his coach. It was because I think he knew how much his coach cared.

Kyle Draper: 16:17
Yeah.

Nathan Daniel: 16:19
So yeah, I think that's, pour into your people and show up for them, and then be the leader that they need you, that they need to be, that they need in their life. And sometimes it means getting out of our own heads. I know, I went through this too -- of, "Am I good enough for this?" I think naturally, when that fear sets in, going back to this conversation a little bit, it's, "Am I really good enough to expose myself to criticism?" And so I encourage people just get out there and do that, start with a quick video, right? How do you break the noise of social media?

Kyle Draper: 17:01
Yeah, and so let me piggyback on what you just said. The bottom line for all of us, if we're asking ourselves, "Am I good enough to receive this criticism?", am I good enough to put myself out there. I think we all have to come to the agreement, that I'm not good enough to do anything, above anyone else. I am most committed to being myself in all situations. And when I, I could rattle off the names of my favorite brokers and what they do better than anyone I know, is they are out in front leading by example. In their off authenticity. They're not doing it because they're the best, or because they're better than anyone else. They're doing it out of their desire to love people, to grow their business, but to also model for their people what they should be doing. And I'm just so frustrated, which I know you are too, of the brokers that will be so demanding of their people on social media, and they don't do jack crap themselves. And we just can't, we can't lead like that. Like, I can't be eating a cheeseburger, but telling my five-year-old "No, you can't have a cheeseburger that's unhealthy, feature." Then, why don't you get to eat it? "Well, I'm an adult and I get to do what I want, but, you're not." Like, we can't lead people like that. We've got to be out in front leading by example. And so, I just hope that like more than anything, that this episode will pierce the hearts of the brokers that listen, and that they will hear me so clearly say, "You don't need to try to be good enough." You need to unapologetically be out in front as yourself, period. And I think they'll be blown away with what happens.

Nathan Daniel: 19:19
Yeah, man. I think that's what we've resonated, I've enjoyed our episode today. I've enjoyed talking about this because man, authenticity. Well, I mean, right here, right? Be you and be real. It's, that's it man. And there are so many times like, I fumbled a bubble that through this episode a couple of times, but you know what? it's real and people love that, don't they?

Kyle Draper: 19:44
Yeah they like hey, right now, my big monitor is, it's like going out. Like, I can't even see you.

Nathan Daniel: 19:53
Oh, good!

Kyle Draper: 19:54
Right? But this is just like, my camera's still on, I can see that it's blue, and I know that It's working. And so, so many people in this moment would be so flustered and out of control, and then they go see; this is why I don't do podcast, this is why I don't do video, because stuff goes wrong. Yes! stuff goes wrong. That's why perseverance is so valuable, that's why I'm fighting through. I think I'm on the screen, I don't know if I'm on the screen, but we keep moving forward, because that's what we do. And dude, how many brokers would wear the T-shirt that you're wearing today? And, they'll stand in front of their people, and they'll talk about how real you should be and how being real is being you. And yet, they won't even go back into their office and record a video, that could potentially encourage six of their agents to do one themselves. So we love, we love, love, love to preach it. But we're not super big fans of having to actually live it.

Nathan Daniel: 21:12
That's good, that's good. Man. I'm gonna let that sink in for just a second. Because, you know, another question that I have come up quite often is, "How often I should be posting?" And what I was just thinking through that is, does it actually matter? Yeah, you need to show up consistently, there's value in being consistent. But if the message is authentic, is that more powerful? What do you, what's your thought on that?

Kyle Draper: 21:47
Well, so here's my thought. I get asked all the time, how often should I be posting? And you know, who tends to ask that the most? Is that, people that aren't posting anything. And it's like, why are you even asked, like, you don't even do anything. Like, I have people love to ask, "Man, you know, you love video", like how many videos a week should I be doing? And if I asked him, "Well, how many videos a week are you doing right now?" Well, like not any. Like, we love to just plan. We love to pull out our pad and paper. And we love to go, "Okay, cool. I'm gonna start doing a video like every Monday", but then, "Oh man, but Kyle's coming next month." And so, I want to make sure I know how many videos I should be doing. So I'm just going to create the plan, but I'm not going to start until Kyle gets here. Because I don't want to; we will do everything in our power to put off actually taking action. And bro, You and I have known each other forever. And I don't, I definitely wasn't telling this story back then. But, what I was given, what I truly felt like God told me; Was eight years ago, probably now when we were when we were living in Oklahoma, and I was in the office that I originally met you in. I probably knew 3% more about what I was teaching than most of the people in that room. But the truth that I truly felt that God released to me was, "Kyle, you only need to know 1% more than people to always have something of value to offer them." So stop waiting to be the expert, stop waiting until you think you're deserving of that microphone, stop waiting until you win an award and just start helping. And the problem, Nathan, that I see with so many realtors and brokers is, if they're being honest, they care more about looking foolish than they care about helping people. And when you realize that people matter more than any blunder I could ever have myself? That's what keeps me doing video and fighting through uncomfortable moments, fighting through discomfort, because I just want to help people. So I think people that listen this episode, like they've got to take a hard look in the mirror. And honestly ask themselves, "Do I believe what I say, I believe?". Because if you truly love people, we'll do anything for those people, but do a video. And I think that's where a lot of people have to start.

Nathan Daniel: 24:58
I love that and it's so simple. Right, it's just do it.

Kyle Draper: 25:02
Do you do it? You do it, and do the easiest tip. So I learned this, I think I kind of learned this from just being the fat kid growing up. And so, that was always my greatest insecurity, is kids making fun of me for being the fat kid. And so as I got older, right, that turned into the same thing. And then as I became a young pastor, I would take the stage in front of teenagers, and I would be nervous about different things. And what I learned in my in my early and mid 20s was, whatever you're worried about, whatever you're nervous about, call it out so that you can remove the power. So what does that mean? That means, that if I'm nervous about messing up in a video, at the beginning of the video, tell everybody how nervous you are about messing up and tell everybody, "I can't believe you're doing this video guys. Are we live right now? Holy cow. Are there three people watching? I hope I don't mess up." By saying that out loud, now your brain doesn't keep going. Do you think they noticed when you messed up? Do you think they saw when you said the wrong word? Do you think they noticed when you pause super super long, because you don't know what to say. You take all that power away because I already told you I'm nervous. And it's such a powerful tool that has pushed me to my limits, doing video and doing social media, is because I just if I'm frustrated or nervous I just tell people about it. And it makes it so much easier.

Nathan Daniel: 26:46
I love that. I love that like, getting out in front of it. Man. That's so, that's good advice right there. That's good. Thank you for that. Thank you for that thing.

Kyle Draper: 26:57
Yeah, I don't think I made it up. I'm sure I received it from somebody else, I'm just trying to pay it forward to people.

Nathan Daniel: 27:03
Well, hey, you're paying it for right here today. Appreciate it, man.

Kyle Draper: 27:06
Yeah!

Nathan Daniel: 27:07
This is good. And I will echo what Kyle said, "Please, please, please lead your people", get out there and get on social media if you're preaching doing social media. And so you know, Kyle, I do want to talk about this a little bit because you're doing such a awesome job with it and helpin a lot of people. You know, w talked about posting and that i some agents do get challenge with this, right? They ge agents, brokers, whatever. Lik people get challenged, "I kno , I need to be posting more and what do I need to post?" So yo came up with this idea, th s concept that you're running ow called "Content compoun ing", you want to talk about hat for me?

Kyle Draper: 27:48
Yeah, dude. So let me first let me preface this. So, what I and you might already coach people to do this, but when I'm coaching people through content, the two questions that I will ask them is, "What do you get asked the most?" And then, "What are you surprised that people don't already know?", and then just make a list. And then, if you want the Cliff's Notes version, and you want to cheat, and not even do that part yourself, go to YouTube. Go find any realtors channel, go find any brokers channel and just go look at what they're talking about. We're all talking about the same things. Right? You and I are gonna like explode the internet because we're going to talk about something on this episode that people are like, "What? No one in the history of the world has ever said that ever."

Nathan Daniel: 28:50
Oh man, you just broke my heart.

Kyle Draper: 28:52
I know. No, my bad dude. I didn't mean to be the killjoy. But it will be, you can be different, because you and I are unique and different. And so that's the place to start. But then what we developed with content compounding, it's not only is it a powerful service, but I think the story of it is powerful because content compounding is something that I created over two years ago. But I just created it as a thing to teach. So I would just teach people, "Guys, if you will commit to doing video, it can be broken down and duplicated and exchanged a million times over in the social media world." It's the only form of marketing that has the ability to do that. And so I would just teach it, and i was easy, because I could teac it and then leave, and then it' on you. Which is super easy to do. And what happened was when COVID hit, I had so muc of my revenue tied up and peaking. And then, you know, ne speaking gig would end up lea ing to another, and then a spe king gig would lead the two coa hing clients. And it was just t is ecosystem that I didn't ev n realize I had. And so do w en COVID hit, I looked up and went, "Holy crap, our runway tha was looking really awesome, al of a sudden, looks like I was aking off from DFW and now I' landing in the jungle."

Nathan Daniel: 30:34
Yeah.

Kyle Draper: 30:35
And I need to do something before I have to admit to my wife that we don't have any money. And so literally, I had a coaching client that went, "Dude, I love your Content compounding. But I need, I'm gonna go find a teenager and then I need you to train that teenager how to do this for me." And the moment she said that, so like I have a light bulb, that it used to be full of Skittles. Obviously, I have been horrible on my diet, because there's not very many Skittles left. But I bought this giant light bulb, because one of my passions is, helping people have lightbulb moments. And I had that lightbulb moment of "I'll do you one better. I'll just start a company that actually does what I've been teaching and then we'll do it for people." And so that happened in June of 2020, and so what we do in a nutshell, is we take video content from our clients, and then we create a bunch of micro content from that content. So you take the company that a realtor would pay, you know, 150 bucks a month to that just post random crap for them. Well, it's trash. And it's not their fault. But how can I post good stuff for you, when I don't know you. I don't know your voice. I don't know, your background. I don't know your passions. I don't know the belief system that you live by. So all I can do is just scour the internet and go, "I think Nathan, I think this is cool. Let's post this." And it doesn't work, nobody cares. So what we felt like we discovered was, if we're working from your videos, everything we produce is your voice. We're not guessing about anything, it is literally you. Which means your your audience is going to resonate with it. If your wife saw it, she's gonna go, "Honey, I didn't know you were good at graphic design, that looked awesome." And you're gonna go, "Honey, it wasn't me. It was me. But it wasn't me." Right?

Nathan Daniel: 32:49
Right.

Kyle Draper: 32:50
And so, we will do several things, we help them get it to YouTube. So we'll create a YouTube thumbnail for them and then upload it to their YouTube channel, so they can begin to just build some sort of influence on that platform, which most people don't have. Then we pull quotes from the videos, and then make still graphics out of them, so anytime you see a quote graphic on social media, it's typically a famous person. Well, guess what? Now you get to feel famous too. Because you get to have your own personal quote graphics.

Nathan Daniel: 33:26
Oh, that's awesome!

Kyle Draper: 33:27
Super cool, right? Branded to you, with your logo. Your color schemes, we do them square and story size, so that you can use them in the news feeds and in stories. And then we also, we listen for what we think is the 30-ish, most powerful seconds of the video, and then we make a unique short video out of the long video. So now, if somebody saw, "Golly, this podcast episodes, 84 minutes long, I don't have time to watch that." But they could see a clip that was 34 seconds, that clip might be all they need to catch their attention and go, "Why have I not talked to Nathan about using the locker room to help grow my business?" Then the final piece is, we do what are called "Audiograms", which are technically used for podcasts. But we've just found that they're so unique and different, people like them. And so what an audio gram is, it's a still image with a wavy line in it. And then we rip the audio out of the video, and create an additional short video-audiogram, so that they're just now hearing you instead of always seeing you. And what I've seen and noticed, because I've started using them for myself, is it kind of stops the scroll. Because it's something that's different than what you're used to seeing, and then it's more universal, because since it's only audio, they're not instantly limited by, "Well, I'm too busy to watch it, I'll watch it later", they'll go ahead and let it play because it's not distracting them from what they're already doing. And dude, that's it, man. So, it ends up being, we're taking and you could do way more. But we're giving somebody seven pieces of content back every time they send us a video.

Nathan Daniel: 35:39
Wow.

Kyle Draper: 35:40
And so if you're doing that four times a month, given, you mean, we've ultimately given you almost a month's worth of content, and all you had to do was just get your butt on camera, and hit the record button four times.

Nathan Daniel: 35:55
Come on now, describe your phone and do it.

Kyle Draper: 35:57
That's it. So do that, that's the service. And I tell people all the time, "What we're doing is not rocket science." I teach classes called "Content compounding", where I will literally teach you everything we do, because we're not trying to trick anybody. Everyone is capable of doing for themselves what we're doing for some. But, that doesn't mean you should. Just because you can, doesn't mean you should. And so we want to work with the people that say, "I love what you're doing. I just don't have time to do it myself." It makes sense to just pay someone else.

Nathan Daniel: 36:38
Yeah. Well...

Kyle Draper: 36:39
And that's what we, that's who we do it for.

Nathan Daniel: 36:41
I love that. And you know, it reminds me of the first like one of the first things and I, I don't know, people started calling after this. They started saying, "Man, all you do is write the check." I'm like, "Yeah, 'cuz What am I buying? I'm buying my time, right? I'm buying my time back." Because, like the two things that we know, when people get started in real estate, they want to earn over six figures, and they want time freedom, right? And when I had this first moment of, "I do it, I love it. But I need some time back, I hired somebody to start doing the law."

Kyle Draper: 37:14
Right. Yep.

Nathan Daniel: 37:15
Clicked. Like, I can do it. I can do it really, really well.

Kyle Draper: 37:21
So Nathan, my dad, 'cuz you mentioned in the lawn, I'll never forget, I was in middle school. And we, my parents have been wildly successful in their careers, and so in middle school, we had, I thought we were billionaires. Now that I'm an adult, we were not billionaires. Nowhere even, nowhere even close to that. But, they did well. And, I remember I was trying to be like a punk teenager, and there was somebody mowing our yard and I was like, "Dad, all my friends dad's mow their own yard, why don't you mow our yard?" You know, try to kind of be like snarky. And he said, "Son, let me teach you a lesson about money." He said, "I'm worth about $200 an hour." And again, this was back in the 90s. And he said, "I can pay someone eight bucks to come mow our yard. It's literally not worth my personal energy to mow our yard when I could use that energy to do something more valuable." And I didn't even understand obviously, as a midd e schooler, what that even mean . But, when I've paid some ody to mow our yard for the firs time, and I had to conv nce my wife of why that $30 a we k was important. I went back to that story of "Honey, I'm orth way more than $30 for the our it takes to do this."

Nathan Daniel: 38:59
Yeah.

Kyle Draper: 38:59
And not in an arrogant way, right? I'm better than the guy that mowed the yard. But that my time is just valued different. I'd love to go to lunch with the guy that mowed my yard and go spend time together. And be, "You know this, you're the coach", when that clicks with a realtor and with a broker, and when a broker realizes "Brokers, stop doing whatever you're doing that's causing you to have to listen to this episode for a minute and like fully engage." Because, when you realize that in all of the chasing, you're doing to go find the right agents to bring to your brokerage, that you could stop doing all of that, because you started doing a couple videos a month, that took 12 minutes of your time. And you

could go home at 3: 39:51
30 and go see your family because you don't

feel guilted into doing the 4: 39:55
30 coffee with the potential agent, because they're already bought in, because they've been watching you teach and train and lead through social media. It's a game changer. And your life and business will never be the same. But for whatever reason, most people can't get there.

Nathan Daniel: 40:18
Minute 39, there's the 32nd clip right there. Right there.

Kyle Draper: 40:23
Remember that.

Nathan Daniel: 40:24
Remember that. So, you know, I love that and, real estate brokers, this show is for you. That's the whole reason that this podcast, is for you. And, one thing whenever I started this, it was we wear a lot of these, right?

Kyle Draper: 40:42
Yep

Nathan Daniel: 40:43
There's so many hats that real estate brokers have to wear, let me get this straight again. That we have to wear every single day. It's compliance, it's recruiting, it's profit. It's, I got to teach somebody how to like, stay out of jail, keep me out of jail. There's so much that goes into it. And having somebody in your corner to help you show up, be visible, and be your authentic self that attracts people. Come on, it's a no brainer.

Kyle Draper: 41:18
But here's why they should hire you. Because if we're not careful, we are always going to choose what's most comfortable. So even though we have all these hats, right? We're not always going to pick the hat that we need to be wearing. We're gonna pick the hat that we're the most comfortable with. And so, brokers, this is why hiring someone like Nathan, and what they do at the locker room is so valuable, because they will tell you and hold you accountable for what hat you should have on, not what hat you want to have on. And those are very different things. Because I now put my hat back,

Nathan Daniel: 42:10
Yes, put your hat back on get straight there. Like the logo, by the way.

Kyle Draper: 42:14
Thanks, Dude.

Nathan Daniel: 42:14
I take the logo. That's good. Well, any last words of wisdom. I know like, you brought it today, you brought it for us. So any last words of wisdom.

Kyle Draper: 42:22
I feel bad. I feel like I've preached more than I've actually given like tangible social media tips. So, I kind of feel bad about maybe leaving people wanting more. And maybe that's a good thing, I don't know. But let's just be practical for a moment. Do something on social media every day. Something. That somethin doesn't even have to be a post it doesn't have to be a video It could be, I'll give a shou out to a friend of mine, beca se she teaches something hat I teach now. And I have to ive her credit for it. Otherw se, I just feel like a shady hu an. But her name is Chelsea Pe tz. She is in my opinion, t e greatest Instagram expert for all things real estate. An so go look her up on Instagram, she's incredible, she's wrot an amazing book called "Ho to post all about real esta e social media." And here's w at she teaches the 10-10-10 pri ciple. And guys, the 10-10-10 pr nciple is this, take 10 minutes day or you cut in half and o the 5-5-5 principle, it doesn't matter. Whatever you number, 10 minutes a day and i those 10 minutes, you're goin Wow. And think about that. How about, you said 4000, 4000 to scroll down and comment on 0 people's posts and then you'r gonna scroll sideways and r ply to 10 people's stories. Oka , let's do the math on this. Thi k about if we only succeeded at his two thirds of the year, whic isn't even passing, right, lik we flunk if this is all we o, but luckily this is the scho l, this is bidness and the numbe s were different. If we succeed two thirds of the year, whic means roughly we do this 200 d ys out of 365. Nathan, this equ ls 2000 comments, 2000 replies, 4000 touches. 4000. And no just random touches like you're in an email campaign and I hit ou 14 times in the last 12 mont s. Legit touches where you'r complimenting their dog, you're congratulating the r kindergartener fro going, from graduating kinder arten, you're send ng Your private message goin , "Dude, I love that hat. W ere'd you get it?", you're jus creating moments for connecti n. And the most beautiful catch 2 of real estate is, everyone ca be your client, or your r ferral source. And so that can cause you to be lazy, but it can cause you to also be incre ibly motivated. And I have watc ed it happen time after time, th t those 4000 touches are goi g to turn into more opportu ity than a Zillow lead could e er be than a Facebook ad coul ever return and it cost ou nothing. contacts? How long did it actually take you? 10 minutes a day.

Nathan Daniel: 45:55
10 minutes a day.

Kyle Draper: 45:58
And we're not even talking about your best 10 minutes. We're talking about, you're watching the Game of Thrones on Netflix. And while you're watching it, you're hitting people up on social for the right reasons. it's just, it's so simple and I really like it makes me mad that I let Chelsea come up with that and then I didn't come up with that first. Because I mean, it's just it's so incredibly practical, but it works, man. It works. People. This is the last thing I'll say so I can end smart, "People don't forget what we do, they forget we exist." But brokerages want to tell people to keep reminding your friends that you're a realtor, keep reminding your friends that you sell houses. I literally and I don't want to put anybody on blast. But I've sat in a training that everyone would know, and literally heard an instructor say, "If you're not reminding people what you do every 72 hours, they're going to forget." And that is the most awful advice I've ever heard in my life, because now you're convincing people that we've got to constantly be selling on social media, when what we need to be doing is investing on social media. And that's it, man. People will never want for business again, if they could figure this out, and then live it out.

Nathan Daniel: 47:37
Well, and it's a different kind of investing. You know, you said this very early on in this interview, people are investing in ads and other stuff. They're investing in that piece of it, because they think it's going to work when invest in people.

Kyle Draper: 47:52
Yup.

Nathan Daniel: 47:52
Invest in people. Wow, that's so good. And the other piece of this too, that I just took away from that was, we get stuck in that social media trap of constantly scrolling. If you're struggling with being in that trap, put it on your calendar for 10 minutes, pull it out, say "Siri, set a timer for 10 minutes", and my phone's probably gonna go off right now. But you know what I mean? And as soon as it goes off, once you do, track it get better every single day with that activity.

Kyle Draper: 48:22
Stop window shopping on social media. Because see, we've convinced ourselves that we're on social media, because we're technically on social media. And so, people are like, yeah, I'm scrolling Facebook, or I'm scrolling Instagram, way more every day than I should. But they don't, they never actually stop and do anything, and we don't make money if we're just showing up and being a ghost to people. We make money by actually investing and giving a crap about something that a friend post about. And it's a it's a game changer, man. It is an absolute, absolute game changer.

Nathan Daniel: 49:07
Yeah, man. Well, everybody we've been talking to Kyle Draper and Kyle, how do people find you like, obviously at coach Kyle Draper?

Kyle Draper: 49:17
That's it, man. I am @coachkyledraper on all social media platforms. I am, you can find me on my website, kyledraper.com, and that's it. I mean, I'm I am probably too out there, you know. So if you can't find me, you need a class on how to work the interwebs.

Nathan Daniel: 49:37
Yeah, the interwebs, the online. Google. There you go. Alright, man, thank you so much for your wisdom. I appreciate you.

Kyle Draper: 49:46
Happy to do it, man. I appreciate you having me on.

Nathan Daniel: 49:48
Yep, catch you later. Thank you for tuning in to this episode of the broker to broker real estate podcast. If you like what you heard, make sure you subscribe to the channel for more information, tools and resources, go to www.brokertobrokerpodcast.com and always remember, be you and be real. We'll see on the next episode.