WEBVTT 1 00:00:01.760 --> 00:00:05.440 Welcome to Mortgage Talk with Mark Harriston, the program that 2 00:00:05.519 --> 00:00:09.000 not only talks about mortgages, taxes, and interest rates, but 3 00:00:09.080 --> 00:00:12.199 Mark and his guest talk real estate trends and your home. 4 00:00:12.439 --> 00:00:15.039 He also answers your mortgage questions to help you make 5 00:00:15.080 --> 00:00:17.839 the right financing or refinancing decisions. 6 00:00:18.079 --> 00:00:21.960 Now here's Mark Hairston, Happy to everybody, and welcome back 7 00:00:22.000 --> 00:00:25.199 to Mortgage Talk with Market And I'm your host, Mark Harriston, 8 00:00:25.199 --> 00:00:27.679 and very excited to bring on a good friend of 9 00:00:27.679 --> 00:00:30.359 mine life from Dallas, Texas. You're still in Dallas, Kyle, 10 00:00:30.399 --> 00:00:30.719 aren't you? 11 00:00:30.920 --> 00:00:33.439 Well, you know Fort Worth the better sigh, there you go. 12 00:00:33.479 --> 00:00:36.640 I was there last weekend. And so Kyle Draper is 13 00:00:36.640 --> 00:00:39.039 a good friend I've met about five or six, seven 14 00:00:39.119 --> 00:00:40.920 years ago, I can't remember, but he was down in 15 00:00:41.000 --> 00:00:44.479 Austin talking about video marketing for small businesses and I'm 16 00:00:44.479 --> 00:00:46.759 in the mortgage space obviously as a group of realters, 17 00:00:47.119 --> 00:00:49.640 and Kyle was on stage and did a phenomenal job. 18 00:00:49.679 --> 00:00:51.840 I was like, this guy really knows what he's talking about. 19 00:00:51.880 --> 00:00:54.320 So I've been following him for a long time and 20 00:00:54.439 --> 00:00:56.560 actually hired him on a couple of cages to teach 21 00:00:56.600 --> 00:00:58.679 me a little bit more about video marketing, which is 22 00:00:58.679 --> 00:01:01.840 a big deal in small business right now between YouTube 23 00:01:01.840 --> 00:01:04.319 and reels and shorts and all sorts of things. So 24 00:01:04.840 --> 00:01:08.439 I want to introduce my friend Kyle Draper from Dallas 25 00:01:08.560 --> 00:01:09.719 or from Fort Worth, Texas. 26 00:01:09.719 --> 00:01:13.719 Sorry about that, Hey, Mark, I'm honored to be here. Man, good, 27 00:01:13.760 --> 00:01:16.040 this is a long time coming. Thanks for having me. 28 00:01:16.120 --> 00:01:17.799 Yeah, last time I saw you were in New Orleans 29 00:01:17.799 --> 00:01:21.079 at a conference. Had some I got always. 30 00:01:20.799 --> 00:01:22.239 Good Cajun food together. 31 00:01:22.400 --> 00:01:25.439 Amen. Amen, Well take us back a little bit to 32 00:01:25.519 --> 00:01:28.200 kind of kick us off today about your past, your story, 33 00:01:28.280 --> 00:01:30.799 kind of worry how you ended up here right now 34 00:01:31.079 --> 00:01:32.040 in your business. 35 00:01:32.319 --> 00:01:36.000 Yeah, Mark, So I was a youth pastor and in 36 00:01:36.000 --> 00:01:38.879 my twenties, and so I thought I would do that 37 00:01:38.959 --> 00:01:41.799 my whole life, and all of a sudden, around the 38 00:01:41.840 --> 00:01:45.359 age of thirty, I just felt this calling to go 39 00:01:45.920 --> 00:01:48.640 be in the business world. And I didn't know what 40 00:01:48.680 --> 00:01:50.760 that meant. I'd never been in the business world before. 41 00:01:51.079 --> 00:01:54.400 The church gig was like my first real job other 42 00:01:54.480 --> 00:01:57.079 than just summer jobs, you know, during school. And so 43 00:01:58.000 --> 00:02:00.519 God has a sense of humor, and I went from 44 00:02:00.560 --> 00:02:04.480 being a pastor, which I felt adored for, to roofing 45 00:02:05.159 --> 00:02:08.759 where no one cares, right, Nobody is like, oh, let 46 00:02:08.800 --> 00:02:09.919 me tell you my favorite roofer. 47 00:02:10.360 --> 00:02:13.919 I hate RUF, that's right, and so I just replace 48 00:02:13.960 --> 00:02:15.240 so I can tell you that's true, you know. 49 00:02:16.439 --> 00:02:19.199 And so I went from like feeling so proud of 50 00:02:19.240 --> 00:02:22.680 my profession to being embarrassed to even walk into a 51 00:02:22.759 --> 00:02:26.000 business networking meeting because I didn't want anybody to ask 52 00:02:26.039 --> 00:02:29.080 me what I did. But it was it was during 53 00:02:29.199 --> 00:02:32.719 that seasons as a roofer that Facebook Live came out, 54 00:02:32.840 --> 00:02:35.879 and so I started doing live video and I was 55 00:02:35.919 --> 00:02:39.960 on the roofs of houses doing videos. No one cared. 56 00:02:40.319 --> 00:02:44.039 My wife questioned all of the videos I was doing. 57 00:02:44.360 --> 00:02:48.000 And then one day what felt like wasted effort, a 58 00:02:48.080 --> 00:02:51.960 healthstorm came through Oklahoma City. I got over one hundred 59 00:02:51.960 --> 00:02:56.159 inbound leads in twenty four hours, phone calls, text messages, emails, dms. 60 00:02:56.560 --> 00:03:00.439 Everybody's saying so and so said you're the best roofer. 61 00:03:01.000 --> 00:03:04.199 So and so shared your video with me and Mark 62 00:03:04.240 --> 00:03:08.039 that was my moment of like, oh my gosh, this works. Yeah, Well, 63 00:03:08.400 --> 00:03:12.080 what I've been committed to with zero fruit is now 64 00:03:12.199 --> 00:03:16.680 becoming fruitful. And that just led down this journey of 65 00:03:17.280 --> 00:03:22.159 now teaching and educating realtors, mostly how to leverage video 66 00:03:22.360 --> 00:03:25.520 in their social media business, and then that led into 67 00:03:25.560 --> 00:03:27.919 the mortgage side, and I've started a couple other companies 68 00:03:28.000 --> 00:03:30.039 since then that we may or may not talk about. 69 00:03:30.199 --> 00:03:32.400 But if it wasn't for Roofing, I would have never 70 00:03:32.400 --> 00:03:34.319 wrote a book about social media. I would have never 71 00:03:34.360 --> 00:03:37.280 wrote a new book about video. And it's just played 72 00:03:37.319 --> 00:03:40.360 such a pivotal role in everything I've done since then. Amazing, 73 00:03:40.520 --> 00:03:42.520 and uh man, we're having fun. 74 00:03:42.599 --> 00:03:44.919 You know. It's funny because sometimes with video work, like 75 00:03:44.960 --> 00:03:47.280 you said, you're doing work, but you're not sure if 76 00:03:47.280 --> 00:03:50.439 anybody's paying attention until one day as storm comes through 77 00:03:50.520 --> 00:03:53.039 and a lot of people had been paying attention, you know. 78 00:03:53.240 --> 00:03:55.719 And that's the you know, in our world in the 79 00:03:55.719 --> 00:03:58.520 mortgage space and then also in the real estate space. 80 00:03:58.599 --> 00:04:00.960 Like most people don't need what you do. 81 00:04:00.840 --> 00:04:02.400 All the time, right, That's right. 82 00:04:02.639 --> 00:04:05.159 They might go three or four years and they're kind 83 00:04:05.199 --> 00:04:08.360 of watching your stuff, but they're not necessarily engaged. And 84 00:04:08.400 --> 00:04:11.840 so you just assume people are gone, and then boom 85 00:04:11.960 --> 00:04:15.919 they get that itch to buy. Yep, the rates change, 86 00:04:16.240 --> 00:04:17.959 and now all of a sudden, you go, oh my gosh, 87 00:04:18.120 --> 00:04:22.240 people that were paying attention. I didn't think we're paying attention, 88 00:04:22.639 --> 00:04:26.160 and it yields unbelievable dividends if we stay committed to 89 00:04:26.199 --> 00:04:29.360 the process, but most people don't because that instant gratification 90 00:04:29.519 --> 00:04:30.959 doesn't happen with video very often. 91 00:04:31.000 --> 00:04:33.040 Yeah. I just closed alone for a good friend of 92 00:04:33.040 --> 00:04:35.240 mine from college. I say, good friend, I haven't seen 93 00:04:35.319 --> 00:04:37.040 Rick in a long time, and I didn't even realize 94 00:04:37.079 --> 00:04:39.279 he was living in Austin, And he called me because 95 00:04:39.279 --> 00:04:41.480 he'd been watching some video I did, you know, and 96 00:04:41.519 --> 00:04:43.639 he was boy a house in Gallason, now the Blue. 97 00:04:43.639 --> 00:04:45.839 I hadn't talked to Rick in probably thirty years, and 98 00:04:45.920 --> 00:04:48.600 we reconnected with some baseball games. We had a great time. 99 00:04:49.040 --> 00:04:51.279 So let's talk a little bit about video work and 100 00:04:52.560 --> 00:04:57.319 between what's the difference between just posting content and really 101 00:04:57.519 --> 00:05:00.480 getting content to make the needle move a little bit? 102 00:05:01.519 --> 00:05:03.399 Well different? 103 00:05:04.839 --> 00:05:07.879 So yeah, most people, Well, the difference is one works 104 00:05:07.879 --> 00:05:11.279 and one doesn't. Yeah, right, that's that is the literal difference. 105 00:05:12.040 --> 00:05:15.879 But most of us don't truly believe that social media works. 106 00:05:17.319 --> 00:05:20.680 We don't give genuine effort there, right, right. We figure 107 00:05:20.680 --> 00:05:23.560 out how to do enough to not feel guilty, but 108 00:05:23.680 --> 00:05:27.240 we don't ever do enough to actually win. Yeah, yeah, 109 00:05:27.560 --> 00:05:30.720 and so it's this weird you know, Teeter Totter. 110 00:05:30.879 --> 00:05:33.000 That's what I've always admired about you over the years 111 00:05:33.040 --> 00:05:35.000 because you know, I'm one of those guys who sees 112 00:05:35.079 --> 00:05:37.959 you a lot on video and you do some markable 113 00:05:37.959 --> 00:05:41.240 stuff because it's always engaging. Part of it. You're just 114 00:05:41.279 --> 00:05:44.160 your personality and your presence, but a lot of times 115 00:05:44.279 --> 00:05:46.439 it's your message too, but that have to be real complicated. 116 00:05:46.480 --> 00:05:48.920 It's just that you're always there. So I think about 117 00:05:48.959 --> 00:05:50.600 Kylin Rapra a lot. So I think I want to 118 00:05:50.639 --> 00:05:52.839 get this guy on my on my podcast and share 119 00:05:52.879 --> 00:05:54.560 this a little bit more with people because a lot 120 00:05:54.560 --> 00:05:57.600 of people are intimidated by getting on camera, even for 121 00:05:57.639 --> 00:06:00.720 a minute or two. I am too, Yeah, me too, 122 00:06:01.120 --> 00:06:02.160 me too, no question. 123 00:06:02.480 --> 00:06:03.319 We're human beings. 124 00:06:03.959 --> 00:06:06.279 So tell us a little bit about the different types 125 00:06:06.279 --> 00:06:09.279 of video between long form possibly in short form, and 126 00:06:09.319 --> 00:06:11.000 where do you find in the sweet spot? 127 00:06:11.560 --> 00:06:16.839 Well, the so the sweet spot is, in my opinion, 128 00:06:17.199 --> 00:06:19.680 is when you can do what you're doing right now, 129 00:06:19.839 --> 00:06:23.160 where you're creating long form content. 130 00:06:24.399 --> 00:06:28.360 And like this podcast, like right so we're going to. 131 00:06:28.399 --> 00:06:34.040 Record twenty six ish minutes of content, and the beauty 132 00:06:34.079 --> 00:06:36.480 of long form content is now once you and I 133 00:06:36.600 --> 00:06:40.439 finished this interview, this can get chopped up into one 134 00:06:40.519 --> 00:06:44.920 hundred different videos, This can get chopped up into blog posts, 135 00:06:45.399 --> 00:06:49.439 this can get chopped up into you know, email campaigns, 136 00:06:50.160 --> 00:06:54.759 and so there's so much value in recording long form content. 137 00:06:56.120 --> 00:07:00.399 Most people don't enjoy the long form content. It takes 138 00:07:00.439 --> 00:07:03.560 a little longer to do obviously, they don't trust there, 139 00:07:04.040 --> 00:07:06.079 they don't have confidence, and man, I feel like I 140 00:07:06.079 --> 00:07:08.480 could do something for thirty seconds, but gosh, ten minutes 141 00:07:08.519 --> 00:07:11.560 that just feels like such a long time. And so 142 00:07:11.680 --> 00:07:16.319 most people default to just short stuff, which are reels, 143 00:07:16.399 --> 00:07:22.160 TikTok you know, reels, tiktoks, YouTube shorts, all those things. 144 00:07:22.720 --> 00:07:28.800 And Mark, what's interesting is most people they they start 145 00:07:28.879 --> 00:07:33.600 doing reels and tiktoks. They're chasing trends based on what 146 00:07:33.639 --> 00:07:37.000 the Internet tells them works, and then ultimately they create 147 00:07:37.000 --> 00:07:39.199 a bunch of content that nobody cares about, that doesn't 148 00:07:39.199 --> 00:07:42.800 position them as an expert. And so in our world, 149 00:07:42.879 --> 00:07:46.959 whether it's lending, real estate or small business down in 150 00:07:47.000 --> 00:07:49.399 the Austin area or anywhere that somebody is watching or 151 00:07:49.439 --> 00:07:52.000 listening to this, you don't need to know more people. 152 00:07:52.079 --> 00:07:56.079 You need to know the right people, and so the 153 00:07:56.199 --> 00:07:58.680 game should really be built around long form content in 154 00:07:58.680 --> 00:08:02.360 my opinion, because that requires the least of your physical 155 00:08:02.399 --> 00:08:06.120 effort and then everything else springboards from there. It's pretty 156 00:08:06.199 --> 00:08:10.000 unbelievable what happens when we developed this ecosystem, Like you're 157 00:08:10.199 --> 00:08:11.439 like yours you now have. 158 00:08:11.560 --> 00:08:14.160 Yeah, yeah, And I do want to for sure talk 159 00:08:14.199 --> 00:08:17.560 about your business because you know you're a prolific writer. 160 00:08:17.759 --> 00:08:19.519 And this is a book I just picked up called 161 00:08:19.560 --> 00:08:23.759 Rethink Everything, The Power of Video for Business and is 162 00:08:23.800 --> 00:08:25.920 a phenomenal book, and I just want to put that 163 00:08:25.959 --> 00:08:27.519 out there because you've done a lot of books. So 164 00:08:27.600 --> 00:08:29.720 let's talk about some of your some of your books 165 00:08:29.720 --> 00:08:31.199 and what what do you think you bring the table 166 00:08:31.240 --> 00:08:33.240 for the for the small business person typically. 167 00:08:33.480 --> 00:08:37.000 So, yeah, Mark, I I wrote my first book two 168 00:08:37.039 --> 00:08:39.000 and a half years ago in the middle of the 169 00:08:39.080 --> 00:08:43.559 night in Mexico when I was woken up and God said, 170 00:08:43.600 --> 00:08:45.840 go write a book, and that's what I did, and 171 00:08:46.120 --> 00:08:49.000 that's how the Purple Book came to be. And it's 172 00:08:49.039 --> 00:08:53.720 all about social media. And then people started saying, man, 173 00:08:54.320 --> 00:08:57.639 Rethink Everything. That's such a cool name it is. I 174 00:08:57.679 --> 00:09:00.279 love that name, and and so I'm Mark. I'm not 175 00:09:00.279 --> 00:09:02.120 smart enough to come up with anything on my own. 176 00:09:02.200 --> 00:09:04.960 So I needed people to tell me that. And then 177 00:09:04.960 --> 00:09:06.320 I was like, oh, you know what. 178 00:09:06.240 --> 00:09:07.799 That is a good name. 179 00:09:07.799 --> 00:09:10.840 Maybe there's more to this thing than just this measly 180 00:09:10.879 --> 00:09:15.200 purple book. And so now we have to rethink everything series, 181 00:09:16.159 --> 00:09:19.759 I know. So the the goal of this is to 182 00:09:19.840 --> 00:09:22.679 kind of be the New Age book for dummies and 183 00:09:23.039 --> 00:09:27.080 and and instead of calling people dummies, we're gonna love 184 00:09:27.080 --> 00:09:31.639 on people through the positivity side. And so we're seven 185 00:09:31.639 --> 00:09:35.440 books in. We've got six books in process right now. 186 00:09:36.039 --> 00:09:38.200 We've got another six that are already in line to 187 00:09:38.240 --> 00:09:42.200 come out next year. And so we're, uh, man, We're 188 00:09:42.240 --> 00:09:44.879 just we're writing books. And I say, I'm not writing 189 00:09:44.960 --> 00:09:47.279 very many books. I'm partnering with the right people. So 190 00:09:48.039 --> 00:09:51.120 if you have any friends, we've got a book in them, 191 00:09:51.919 --> 00:09:53.519 you know, to talk to them. 192 00:09:53.519 --> 00:09:55.919 Maybe you've got one, yeah, maybe so. And this one 193 00:09:56.000 --> 00:09:57.879 is for business and sales, So tell us about some 194 00:09:57.919 --> 00:10:00.159 of the other titles. Maybe our other area is that 195 00:10:00.200 --> 00:10:01.840 people may want to pick up and explore. 196 00:10:02.039 --> 00:10:04.879 Yeah. So we've got a social media one that's the 197 00:10:04.879 --> 00:10:08.240 purple one. We've got a mortgage book specifically, that's our 198 00:10:08.240 --> 00:10:11.120 green book, Rethink everything you know about being a next 199 00:10:11.159 --> 00:10:15.840 generation loan officer. We've got our Red book, which is 200 00:10:16.240 --> 00:10:19.279 Rethink Everything you know about CRMs, and so if you're 201 00:10:19.320 --> 00:10:22.559 struggling with your CRM, if you've always had a CRM 202 00:10:22.559 --> 00:10:25.480 but never actually leveraged it, it's an incredible book. We 203 00:10:25.519 --> 00:10:28.759 have a Rethink Everything book for real estate sales, so 204 00:10:28.919 --> 00:10:33.000 for realtors, that's our Orange book. We've got Rethink everything 205 00:10:33.039 --> 00:10:37.240 you know about the customer experience and so that's talking 206 00:10:37.279 --> 00:10:39.759 about for any small business, like how do we wow, 207 00:10:40.080 --> 00:10:42.080 how do we wow people? How do we surprise and 208 00:10:42.120 --> 00:10:47.080 delight them throughout the experience. And then we've got Rethink 209 00:10:47.120 --> 00:10:50.399 Everything you know about financial literacy for teens. It's our 210 00:10:50.399 --> 00:10:51.279 first teen book. 211 00:10:51.320 --> 00:10:51.840 I love that. 212 00:10:52.480 --> 00:10:55.120 And then we have the Blue one that's about video. 213 00:10:55.759 --> 00:10:57.879 We've got an insurance book coming out. We've got a 214 00:10:57.919 --> 00:11:01.519 networking book coming out. We've got an AI book coming out. 215 00:11:02.159 --> 00:11:06.039 We uh, We've We've got a lot going on. 216 00:11:06.360 --> 00:11:08.879 That's amazing. You know. I remember listening to a guy 217 00:11:08.960 --> 00:11:12.240 named Jay Abraham years ago about building business, small business 218 00:11:12.320 --> 00:11:14.639 or any business for that matter. He says there's only 219 00:11:14.679 --> 00:11:17.919 three ways to increase a business or to larger business 220 00:11:17.960 --> 00:11:19.559 or grow business. First of all, you got to increase 221 00:11:19.600 --> 00:11:22.960 a number of customers number one. Number two, you've got 222 00:11:23.000 --> 00:11:26.480 to increase the uh, the conversion rate of those prospects 223 00:11:26.480 --> 00:11:28.639 to business. You know, if ten people walk in the door, 224 00:11:28.639 --> 00:11:31.039 how many people are going to buy something? And thirdly, 225 00:11:31.200 --> 00:11:33.000 you have to increase the number of times they come 226 00:11:33.039 --> 00:11:35.840 back to buy more, you know, And you're covering all 227 00:11:35.840 --> 00:11:37.840 those bases, it seems like in some of these books, 228 00:11:37.879 --> 00:11:41.320 you know, because video marketing, video marketing is is is 229 00:11:41.799 --> 00:11:44.559 coming out of the you know, if you have the 230 00:11:44.600 --> 00:11:46.519 dark side. It used to not be very popular, but 231 00:11:46.559 --> 00:11:49.039 you're bringing to the forefront in lots of different ways. 232 00:11:49.720 --> 00:11:51.279 And I love that, you know. 233 00:11:51.440 --> 00:11:54.000 Yeah, well, And and what what I love about what 234 00:11:54.080 --> 00:11:57.279 you said that Jay Abraham said is the power video 235 00:11:57.360 --> 00:11:58.200 covers all three of those. 236 00:11:58.320 --> 00:11:58.840 It sure it does. 237 00:11:59.360 --> 00:12:03.559 The power video helps get new people. Using video in 238 00:12:03.600 --> 00:12:07.039 your processes is going to increase the amount of people 239 00:12:07.039 --> 00:12:11.039 that say yes, right, and then keeping people connected to 240 00:12:11.080 --> 00:12:13.919 you through the power of video is going to ultimately 241 00:12:14.000 --> 00:12:17.279 keep them coming back more often and then bringing other 242 00:12:17.320 --> 00:12:18.200 people when they do. 243 00:12:18.679 --> 00:12:22.159 Yeah, exactly, And that's that's your CRM conversation. You've got 244 00:12:22.159 --> 00:12:24.559 a database of customers but if you don't contact them 245 00:12:24.559 --> 00:12:28.639 through some platform, whether it be email or phone calls, 246 00:12:28.759 --> 00:12:30.240 you know, Viddie is a great way to do that. 247 00:12:30.960 --> 00:12:31.639 Absolutely. 248 00:12:31.759 --> 00:12:34.840 So you know, let's talk a little bit about if 249 00:12:34.879 --> 00:12:38.759 your brand new to video. Let's say you're you've got 250 00:12:38.759 --> 00:12:40.840 a small business and it could be a roofer. Let's 251 00:12:40.840 --> 00:12:43.039 take a roof for as example. See yeah, because there's 252 00:12:43.039 --> 00:12:48.000 a lot of competition in roofing. You know, how would 253 00:12:48.039 --> 00:12:50.600 somebody get started. I think they need to be talking 254 00:12:50.600 --> 00:12:52.279 to some of your taking some of your courses beyond 255 00:12:52.320 --> 00:12:52.519 with me. 256 00:12:53.240 --> 00:12:56.279 Yeah, give me all your money and I will get 257 00:12:56.320 --> 00:13:01.399 you squared away with video. But mark it to me. 258 00:13:01.440 --> 00:13:05.840 It's really simple. So the reason people struggle a little 259 00:13:05.919 --> 00:13:10.039 a little pre pre story before we I fully answer 260 00:13:10.080 --> 00:13:12.840 the question. The reason we struggle so much with this 261 00:13:13.720 --> 00:13:18.039 is because most people see video as public facing and 262 00:13:18.039 --> 00:13:21.039 and so now me telling you to go fail publicly 263 00:13:21.399 --> 00:13:24.519 while you learn to get good. That's not fun, Like. 264 00:13:24.440 --> 00:13:26.399 Nobody wants to do Nobody wants to do that. 265 00:13:27.480 --> 00:13:29.320 You know, I don't want somebody to sign it. Like 266 00:13:29.600 --> 00:13:32.120 if in my first six months of marriage somebody's like, hey, 267 00:13:32.120 --> 00:13:34.279 we want to pay you to come follow you all around, 268 00:13:34.840 --> 00:13:36.720 be like Oh, I don't know about that, Like, I 269 00:13:36.720 --> 00:13:38.879 don't even know what I'm doing, and I'm gonna put 270 00:13:38.879 --> 00:13:39.399 this out there. 271 00:13:39.559 --> 00:13:42.519 I still don't know years no me either. 272 00:13:42.759 --> 00:13:46.240 And so we've got so we've got to change the 273 00:13:46.279 --> 00:13:49.399 playing field. The playing field is not public. The playing 274 00:13:49.440 --> 00:13:52.399 field is you can get better at video in private. 275 00:13:52.879 --> 00:13:55.399 M And so what I mean by that is what 276 00:13:55.399 --> 00:13:57.519 what everyone should do right now that is a novice 277 00:13:57.600 --> 00:14:02.519 at video is you just need to practice in private. Yeah, 278 00:14:03.080 --> 00:14:07.039 how do I recommend practicing in private? Twelve years ago, 279 00:14:07.799 --> 00:14:12.279 when I started thinking about doing video, I realized that 280 00:14:12.360 --> 00:14:14.919 I need a lot of practice, and so I had 281 00:14:14.919 --> 00:14:18.039 this random idea to tell my wife, Hey, every time 282 00:14:18.159 --> 00:14:21.080 you text me, I'm going to respond with a video. 283 00:14:21.440 --> 00:14:22.840 And I didn't know what I was doing at the time, 284 00:14:22.919 --> 00:14:26.399 but Mark what happened is in thirty days, I sent 285 00:14:26.480 --> 00:14:31.919 my wife like one hundred and forty videos and we 286 00:14:31.960 --> 00:14:37.120 won't speak to how annoyed she was. But guess who 287 00:14:37.399 --> 00:14:39.799 was really confident about video at the end of those 288 00:14:39.799 --> 00:14:43.320 thirty days, Kyle Draper I was, and none of those 289 00:14:43.519 --> 00:14:47.360 ever made it to the internet. So we can get 290 00:14:47.440 --> 00:14:50.720 good at this in practice. And so pair up with 291 00:14:50.759 --> 00:14:53.399 your spouse, pair up with a buddy. Y'all commit to 292 00:14:53.480 --> 00:14:56.399 sending videos back and forth to one another for thirty days, 293 00:14:57.159 --> 00:15:00.159 and now you will step onto the playing field of 294 00:15:00.320 --> 00:15:05.120 the Internet of business with this newfound confidence for the 295 00:15:05.159 --> 00:15:06.600 hardest thing there is to do. 296 00:15:06.720 --> 00:15:09.120 It's a great idea in our world. I love that, 297 00:15:09.200 --> 00:15:11.320 you know, and you may may or not remembered this, 298 00:15:11.440 --> 00:15:13.519 but when I saw you down in New Orleans at 299 00:15:13.519 --> 00:15:16.840 a conference, we went to lunch, yeah, and with share 300 00:15:16.879 --> 00:15:19.360 of my wife, and we're walking back to the hotel. 301 00:15:19.440 --> 00:15:21.000 You say, let's do a video. I said, what do 302 00:15:21.080 --> 00:15:22.879 you mean to do a video? We're just walking. He goes, 303 00:15:22.919 --> 00:15:25.200 It's called a walking video. You just talk and walk. 304 00:15:25.679 --> 00:15:29.200 And I love that. You know, we did a little 305 00:15:29.240 --> 00:15:31.399 video right there. It's fun. I wouldn't have thought of 306 00:15:31.440 --> 00:15:32.279 that that. 307 00:15:32.320 --> 00:15:35.720 I want to know the science mark behind that type 308 00:15:35.720 --> 00:15:40.600 of video. What I have discovered is it if I 309 00:15:40.639 --> 00:15:43.120 can keep my brain busy, I have less time to 310 00:15:43.559 --> 00:15:47.840 worry about myself. And so if I'm sitting at my desk, 311 00:15:48.080 --> 00:15:52.320 and you know, you're sitting in studio and from this environment, 312 00:15:52.399 --> 00:15:54.480 there's a lot of pressure to do video really well. 313 00:15:55.279 --> 00:15:58.759 Right here, when when you've got all the things ready, yeah, yeah, 314 00:15:58.919 --> 00:16:01.759 now the pressure's on. But if I just go outside 315 00:16:01.799 --> 00:16:05.200 and walk because it's a pretty day out and now 316 00:16:05.279 --> 00:16:08.759 I do video, my brain is looking around for cars, 317 00:16:08.879 --> 00:16:11.639 my brain is looking around for other people. My brain 318 00:16:11.720 --> 00:16:14.799 is so preoccupied with the environment that I'm in it 319 00:16:14.840 --> 00:16:17.519 doesn't have time to overthink the video that I'm about 320 00:16:17.519 --> 00:16:17.679 to do. 321 00:16:17.919 --> 00:16:20.799 Right, you're just talking about life, you know, or are 322 00:16:20.799 --> 00:16:23.200 where you are? Are you know? And there may be 323 00:16:23.200 --> 00:16:25.080 a certain point to it that just talking. 324 00:16:25.279 --> 00:16:27.480 Yeah, well, so me, you and me, you and your 325 00:16:27.519 --> 00:16:29.360 wife were walking down the street and it's like, let's go, 326 00:16:29.480 --> 00:16:30.919 let's do this, let's. 327 00:16:30.720 --> 00:16:34.080 Just have fun, and I'll forget it. 328 00:16:34.120 --> 00:16:36.720 Also, it allows for you to be seen in a 329 00:16:36.759 --> 00:16:40.120 different light because that's a different version of us than 330 00:16:40.279 --> 00:16:41.639 studio version of us. 331 00:16:41.759 --> 00:16:45.279 Right, that's right, that's right. And that speaks to another 332 00:16:45.399 --> 00:16:49.159 question about personal storytelling. You know, to be a little 333 00:16:49.200 --> 00:16:52.679 more vulnerable about your personal life in building trust. Is 334 00:16:53.159 --> 00:16:55.519 that a hot topic these days as opposed to just 335 00:16:55.559 --> 00:16:58.200 being professional but being kind of real with people who 336 00:16:58.240 --> 00:16:58.879 I really am. 337 00:16:59.039 --> 00:17:06.960 Yeah. AI has wildly changed this conversation because now you know, 338 00:17:07.039 --> 00:17:10.599 AI video is coming to the place where it's pretty 339 00:17:10.720 --> 00:17:15.119 darn hard to tell the difference. And so now what 340 00:17:15.240 --> 00:17:18.880 I think we're gonna notice, Mark, is the only way 341 00:17:18.920 --> 00:17:21.359 we'll know the difference is if you make a mistake 342 00:17:21.400 --> 00:17:24.680 in your video, because that mistake would have never happened 343 00:17:24.680 --> 00:17:28.559 if it were AI. And so I think we're seeing 344 00:17:28.599 --> 00:17:32.759 this weird turn where like you almost are better off 345 00:17:32.880 --> 00:17:35.799 messing up in your video and leaving it there so 346 00:17:35.839 --> 00:17:40.200 that people know it's really you, then editing everything out 347 00:17:40.200 --> 00:17:42.440 and people go, was that really Mark or was that Ai? 348 00:17:42.799 --> 00:17:47.640 Does that seem pretty perfect? And so more than ever, 349 00:17:48.440 --> 00:17:52.839 like as a society, we just crave authenticity. We crave 350 00:17:53.079 --> 00:17:57.079 anything that we believe to be real because we're so 351 00:17:57.200 --> 00:18:00.599 used to interacting with things that aren't. And so if 352 00:18:00.640 --> 00:18:03.799 you can be that real lender, that real realtor that 353 00:18:03.920 --> 00:18:08.119 real small business owner that shows up in the messy, 354 00:18:08.960 --> 00:18:11.559 you're going to stand out and win so much more 355 00:18:12.319 --> 00:18:14.599 because we're craving it now more than ever. 356 00:18:14.880 --> 00:18:17.119 I think so too. I think society is, you know, 357 00:18:17.920 --> 00:18:21.039 and also when it comes to trying to be perfect, 358 00:18:21.119 --> 00:18:23.720 you know, I think people appreciate when people flub up 359 00:18:23.759 --> 00:18:25.920 a little bit. You know. As an example, I love 360 00:18:26.000 --> 00:18:28.359 to watch I'm a big Seinfeld fan, you know, over 361 00:18:28.400 --> 00:18:30.359 the year. Yeah, I've seen probably most all of them. 362 00:18:30.400 --> 00:18:32.839 But what I love to watch is the bloopers. You know, 363 00:18:32.920 --> 00:18:35.400 sometimes they'll post their bloopers and that's almost as funny 364 00:18:35.440 --> 00:18:36.960 as the regular show. You know. 365 00:18:39.079 --> 00:18:42.400 So my family are big Marvel or a big Marvel family, 366 00:18:42.519 --> 00:18:46.480 so we love all the Marvel movies, and so on 367 00:18:46.680 --> 00:18:51.200 every Marvel movie they do a GAGRIELI. So whenever a 368 00:18:51.279 --> 00:18:54.920 new Marvel movie comes out, like, my kids are like, Okay, 369 00:18:54.920 --> 00:18:57.759 the movie's over, can we watch the gag Gril Because 370 00:18:57.799 --> 00:19:00.960 those are the little bitty moments we're full. Goes from 371 00:19:01.000 --> 00:19:04.960 being the god of thunder to a human being, right, 372 00:19:06.200 --> 00:19:09.240 and in those little bitty moments, I can go man, 373 00:19:10.240 --> 00:19:13.119 Me and Chris Hemsworth are kind of the same. Now 374 00:19:13.160 --> 00:19:17.240 we're not right, there's zero similarities that are in the 375 00:19:17.279 --> 00:19:20.240 two of us. But we're looking for that moment of 376 00:19:20.279 --> 00:19:24.319 how do I take this celebrity superstar and bring them 377 00:19:24.359 --> 00:19:27.200 down to a level where they're relatable. And it is 378 00:19:27.279 --> 00:19:29.519 through the mess ups. I love that, not through the 379 00:19:29.559 --> 00:19:32.000 takes that went really well. I love that, And so 380 00:19:32.079 --> 00:19:33.720 we've got to adopt that into what we do. 381 00:19:34.160 --> 00:19:36.960 Yeah, and there's a certain if you will celebrity status too. 382 00:19:37.000 --> 00:19:39.759 You talk about celebrities just being on video, like when 383 00:19:39.799 --> 00:19:42.559 people saw you maybe on those roofs, you are a 384 00:19:42.680 --> 00:19:47.720 roof expert, you know, and and when they contact you like, 385 00:19:48.039 --> 00:19:50.400 this is the guy I have to use, you know? 386 00:19:50.519 --> 00:19:54.599 Aste I love that. Well, here's what's cool about the Internet. 387 00:19:54.759 --> 00:19:58.240 It's also the frustrating thing about the Internet. We are 388 00:19:58.279 --> 00:20:01.519 allowed to become known for or whatever we talk about 389 00:20:01.519 --> 00:20:06.039 the most. M So right now I live before Worth. 390 00:20:06.200 --> 00:20:08.839 But if I decided today I'm gonna start doing videos 391 00:20:08.880 --> 00:20:14.240 about all the different hot dog products in Austin a 392 00:20:14.319 --> 00:20:16.839 year from now, I'd become known as like the Austin 393 00:20:16.839 --> 00:20:17.400 hot dog guy. 394 00:20:17.480 --> 00:20:17.960 Ye would. 395 00:20:18.519 --> 00:20:20.519 If you want to know anything about hot dogs in Austin, 396 00:20:20.720 --> 00:20:23.240 you better not reach out to anybody other than Kyle. 397 00:20:24.119 --> 00:20:25.960 And it's not because I took a course on Austin 398 00:20:26.000 --> 00:20:28.480 and then took a course on hot dogs. It's because 399 00:20:28.519 --> 00:20:30.400 I just showed up and started talking about it. 400 00:20:30.640 --> 00:20:30.920 Yeah. 401 00:20:31.200 --> 00:20:34.599