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Ryan Hills: What’s up RE source nation. Welcome to another masterclass series. I’m super excited because I got Dustin Brown with me. Massive agent podcast. I mean this guy is a hustler. So let me kind of go through some of his bio a little bit. As I said, he’s a realtor, he runs massive agent podcast. If you haven’t tuned into that, you should need to tune in and we’ll put a link in the comment section below. He writes for housing wire. Really cool. He’s a national speaker, real estate marketing and lead generation pro and coach. He’s spoke kind of everywhere I think. Housing Wire summits, Inman connect agent 2021. Gary V’s Agent 2021 and a ton of other things. But I, I saw an article that he wrote this week. I reached out to him. Super cool dude. And he’s like, Hey man, let’s do, I was like, let’s unpack this article so I’ll get to that in a second. But Hey man, welcome to the show.
Dustin Brohm: Thank you. Thank you. I’m honored to be on it. But we were talking before recording that you’ve been doing this for like a decade now, which is incredibly impressive. The consistency that that takes and the commitment is impressive. So I’m honored to be on the show and thank you for asking me.
Ryan Hills: Yeah, I appreciate you saying that – a decade is, a long time. And it’s, it’s tough to come up with content when we travel and speak. That comes up a lot. Like how do you come up with so much content? I, I’ve listened and watched a lot of your stuff read a lot of your writings as well and you, you know, you and I share a very similar thought process and I had to write it down just to make sure I didn’tjack it up. But I’ve said this so many times and you ended the article with this, which is, remember, stop giving your audience a reason to tune you out and start giving them a reason to tune in. And that’s a hundred percent accurate. And speaking at 10 years ago was the first time I took on Keller Williams and the 33 touch program.
Ryan Hills: I didn’t think I was going to go there today, but no, I completely still disagree with that. You’re touching them away too much. No offense, Keller Williams. I love you guys. But to Dustin’s point, you’re actually training them to tune you out when you touch them that much without items of value. So I would advocate, and I’ll throw it to you, maybe, maybe it’s only seven or eight. Really what should be prioritized is the content. Is it a value? And if you only got six pieces, guess what? It’s six. It’s not 33. Yeah. Ultimately you have to think about what your,
Dustin Brohm: What the consumer or what your intended audience, what they want to hear, what, what gets their attention and then reverse engineer how to, how to fit what you’re trying to do and what you’re trying to offer, how to fit that into that. But it’s just when I first got my real estate license almost 10 years ago, it was like nine something years ago. I’m like, okay, I’m a real estate agent, so I should probably just start talking about real estate. I thought, you know, that’s, that’s what you do as a real estate agent. And it wasn’t until doing it wrong for half of my career and realized no one’s paying attention. I’ll get like the courtesy, like from my mom. But society wasn’t getting any traction. And it was then that I was like, okay I’ve got it backwards. I need to figure out getting their attention, what they want to hear, what they need to hear, and then figuring out how to provide that. And if you, if you get that wrong, if you’re just talking about what you want to say, that’s a problem. Yeah. You know? And, it starts with thinking right from the get go.
Ryan Hills: Yeah. I love Ella. Again, I love your writing and how you, how you speak on the podcast. It’s very similar. So you said, Hey, I sometimes I get in trouble for kind of shooting people too straight, so too, so I’m okay with that, but I just, that’s truth. I live there and we share this stuff only to maybe encourage somebody to do better. It’s so if we’re calling stuff out, which is the two things I want to talk about, it’s only in the hopes of be like, Hey, we’re just trying to help the business grow. And so if we’re pointing out something that’s wrong, don’t be offended man. Just like make the tweak and move on and be better. So both were very similar in that guys, if you’re watching, don’t be offended today. We’re just doing this in the spirit of just being better versions of ourself next year.
Ryan Hills: So the two things you dropped this week that I love, the housing wire article that we’ll unpack here in a second, which was titled top five mistakes real estate pros are making on social. The second one was the podcast. And I love the title because it’s the worst real estate marketing. I think it was the worst real estate marketing tactics of the decade. Is that right? Yup. Oh God, it was so good. And, and one of the takeaways, just one of many. You guys should find that too. We could probably throw it in the comment section, the link to that podcast. But one of the takeaways I loved, which is I’m making the mistake of making happy moments about ourselves and not the actual client, which is actually a takeaway from this book. If you guys haven’t read it, I’m building a StoryBrand by Donald Miller. One of his takeaways and Dustin had similar takeaway in the podcast. So love both of those. They’re very, very good individually. We’re going to unpack them kind of together both of those today. So let’s start with the top five mistakes. Go ahead and throw in a couple of your own. I got one I want to throw in, but the first one, which was again guys, this was top five mistakes real estate pros are making on social number one was posting listings with no thought or creativity. So go ahead man. I’m pumped out. Unpack that one.
Dustin Brohm: Yeah. And look everything that, everything in these articles I’ve done. You know, like I, the reason I know this shit doesn’t work is because I’ve done it and it didn’t work right. So I used to, before I really understood what was happening with social media before I really understood that I controlled how it was portrayed, how something looks when somebody is scrolling through their news feed. I would just post a link to a new listing on the MLS. Well, there’s very few MLS out there that look like they’re even from this century, let alone like modern and current. Right. Luckily the MLS here in Utah is actually pretty decent, but it’s still, it just takes the front, the exterior photo, the front of the house and, and I’m sorry, but the front of the house is just not an attention getter. Unless you’re listing $10 million homes, they’re not.
Dustin Brohm: That’s okay. What about that home is interesting. What about that home is desirable? Maybe it’s not even the house that maybe the, the view from the back patio of the mountains and the sunset is the best part. Or maybe, yeah, but maybe there’s a bus stop, two houses down that that is really convenient or a park nearby or a shopping center or something. Focus on the best part. The most you know, what one thing do you want buyers, potential buyers to see about the home and then put that in there, right. Stop just posting stuff and then thinking that you’ve done your job. And, and I really feel like agents, cause I used to do this, I post a link cause I, I got a new listing or whatever and I was checking a box. It’s cool. I posted it to Facebook, I posted it to LinkedIn.
Dustin Brohm: Well what about change? What if we move that goal a little bit posted on Facebook, posted on LinkedIn in the best possible light. How about that? Well the, the thing that’s offensive really to whoever owns that house and even me like guys, what strategy is in that you were hired because you are apparently better at selling this house than a bot who can click a button as well. And so again, I say that to get in your face in a good reason. Like you’re going to automate yourself out of the business if you just click buttons. But back to Dustin’s point, what was the strategy? Was it maybe a completely different photo that would have attract eyes? Because you know what this is, I call it the deadly scroll and it’s hard to stop that when you’re on a phone. And I promise you to Dustin’s point, just adding, you know, a syndicated link won’t do that, but, but you know, maybe a beautiful sunset picture or whatever will, and that’s still difficult to stop.
Dustin Brohm: Everybody’s doing that. They’re sitting on their couch or in their beds scrolling and you’ve got to stop. You’ve got to think about the end result. Like my end user is going to be scrolling through thousands of posts. How am I going to stop that and get them to focus on the thing that I’m selling? So just like strategy, you’re gonna hear that a lot today. Just have some strategy to it. Your, your job isn’t to click a button, your job is to sell the house. Right? And to get the most amount of eyes on that. I’m not even a realtor, so you know, you don’t have to take my word for it. I’m just a consumer saying and I get marketing, like let’s put some forethought into it, right? Because you’re also, every time you post something, if you’re an Asian or a loan officer, every time you post something on social, you’re also auditioning for future business, right? You’re interviewing, you’re interviewing for future jobs. You just don’t know that you’re doing that. Love that. If you post a bunch of crap that just looks terrible, isn’t exciting, you just post a link with no caption. Like there’s no video anywhere, there’s no nothing. And then you go into a listing presentation if you get it. And if you get the opportunity and claim that you’re a marketing expert. Yeah, maybe not. Yeah, I mean that 2019 we talked about a lot on the show and it was talked in the industry of,
Ryan Hills: You know, lenders and realtors being phased out or you know, being taken over by a Redfin or an eye buyer or a Quicken, you know, those are, those are things that can help you separate yourself to insulate yourself from being automated out of this business. And you just gotta be better than the bots. And that’s one simple way that you can be better than the bots. Just quick little takeaway. So number two, I love this because loan officers struggle with this too, and it was talking over consumers had using industry jargon. So on the low side, and I’ll let you talk on the realtor side. Loan officers are guilty of like calling up a borrower and saying, Hey, we need an LOE for this because of the CLTV and it’ll all, all acronyms. First of all guys, they have no idea what those acronyms mean. So let’s use some language that they understand. So LOE in, in the mortgage world, his letter of explanation. And so I hear it all the time. It was like, you guys need to slow down. They don’t live in the same world that you live. I know you do maybe a close to 300 transactions a year. And so that’s a phone call you make 10 times a day. That person doesn’t though. So I don’t know what that looks like on the real estate side, but I 100% agree on the lending side.
Dustin Brohm: Yeah. You have to speak the audience or speak the language of your audience. As simple as that. And if your audience is other loan officers, cool. Use jargon that other loan officers will understand. Right? But if you’re trying to get new business, you’re trying to get new clients, your audience is the consumer. They, they may have heard the term FHA or conventional or VA or whatever. They’ve heard the terms and understand that their mortgage programs, but they don’t understand what those programs mean to them. And they don’t understand the differences of them. They don’t understand which one would be better for them and their particular situation. It’s just they hear FHA, VA conventional and they’re like mortgages, remember who you’re talking to. I get such a bug up my ass about this every time loan limits are raised because they saw a ton of posts. Right, exactly. And that inspired this article and I’m sure it’ll inspire future articles, but I see ellos do this. And then realtors just share it cause they’re like, Oh, it’s content. Well it’s content. No one understands. And you’re making people think you can’t relate to them or they can’t relate to you because you’re speaking over their head. What’s a loan limit? Exactly.
Ryan Hills: Probably go on. I didn’t even know there was a loan limit. Like it got increased. What does that mean?
Dustin Brohm: Yeah, what does that mean? Like where do I, how does that affect me? And, and loan officers, remember two realtors don’t even understand this stuff, but like they don’t understand what a conforming loan is. I barely understand what a conforming loan is. And I’ve studied up since I wrote the article. I mean, I know what it is, but nine out of 10 agents probably don’t. They’re like, Oh, it’s a conventional loan, but they don’t understand. So remember, just because you understand something as an industry insider doesn’t mean your audience does. So act like it. Speak their language and then they’re going to see you as a teacher. They’re going to see you as someone who can educate and guide them through the process and advise them. Otherwise you’re just some pompous ass that doesn’t know how to that can’t help them.
Ryan Hills: Yup. That’s a, and you can, we kind of just wrote the script. So, so many people shared the loan limit thing, right? Yeah. And to your point, the consumer probably didn’t know what that meant, but you just gave them a great script. Like it’s go to video, huge video advocate, obviously. Hey guys, low limits increased. Now what the hell is that mean? Let me tell ya, why is that important? Let me tell you now I can see that actually working versus just a random forward and share that they don’t really know what that means. And since they don’t know what it means, they’re probably not going to take the time to write whatever article you attached, but a 32nd video explaining that 100% like even wrote to your point, even realtors will go, Oh God, I’ve seen like a hundred posts on that. But now I know what that means,
Dustin Brohm: Right? Yeah. Agents understand FHA, VA conventional guy kind of. Yeah, but they don’t know what a conforming loan is. They don’t know what FHF a is. Right? So if you’re showing up to
Ryan Hills: Really, you know, it’s their job. Real estate lenders is in lending, right? So they’d stay in their lane type thing. But if you’re going to create content to your point, it has to make sense and it’s back to the, you know, thing that you wrote, which is stop using so much industry jargon. Just be an educator and explain things on their terms. You know, good friend of the shows Beria Bebes like one of the smartest guys you’ll ever meet. But if you talk to him, he explained stuff at such a high level to really anybody in the room, whether you’re a loan officer, consumer or realtor. And that always pushed me to be a better communicator like for, for the last 10 years. Like, man, I want to be able to communicate like that. I want to understand quantum physics, but be able to explain it to my 16 year old son. And if you could, if you could perfect that, that art, like that’s a, that’s a big thing. Especially when you start creating content. You’re, you’re such a great communicator and you can explain those really heavy topics. But in, in simple terms,
Dustin Brohm: Yeah. If you don’t know how to speak the language of your audience or, or you know, if you don’t know how to take something that’s complicated and make it easy for them to understand, you don’t understand a chance. I don’t care what business you’re in, you just don’t stand a chance. If you can’t communicate effectively and educate and help and guide your, your client, you don’t stand a chance. And Barry Habib’s amazing. And I think that’s why they keep having them come back to CNBC and Fox business is because he can explain these complex you know, mortgage market concepts in a way that the average, the average viewer would understand. And that look, look at some of the most successful people out there. They can communicate complex things in ways that that others understand.
Ryan Hills: Yup. And even misconceptions. He’s great at that. Like, Hey, you’re going to, you’re going to hear the media talk about feds cutting. Right. And let me tell you why that’s wrong. And then he goes into like, what the real story is. It’s brilliant. It’s, it’s creative. One of a kind content. And I think, you know, it’s one of, one of the reasons why he’s been around for so long and he’s still relevant, you know, so many years later. And that kind of goes, yeah, that kind of goes into number three, which is talking too much about real estate and lending. Now I think realtors kind of have an advantage here because like nobody wants, like mortgages aren’t sexy. Nobody wants to talk about them. Only time you think about it is when you buy a house, which is once every four or five years at least real estate, it’s cool to look at in a little bit more sexy. So it’s tougher for, for loan officers I think to create content. If I were a realtor, I’d feel like it’d be a little bit easier cause I can sell the sizzle, I can sell the sexy. So what were your, what were you’re talking about for number three, like talking too much about real estate, what was your point there?
Dustin Brohm: Oh, if that’s all you talk about on online is real estate. You’re tuning people out, people that would’ve eventually liked to work with you. But they’re not ready right now. Like most people, most people are not at this moment actively looking to buy or sell property. They’re not. But they will be at some point. So if you cause them to tune out, because that’s all you do is go on Facebook live every weekend to talk about your stupid open house or rates did this today. Here’s today’s market update. Like nobody cares about the day to day fluctuations of interest rates. I’m sorry, they don’t care. Consumers do not care, right? Most realtors do not care. So I actually think ellos have somewhat of an advantage here because you’re right, mortgages and rates and bond charts are not sexy. So realtors are like, well everyone likes to see pictures of beautiful homes.
Dustin Brohm: Well sure you know to a certain extent. But if that’s all you’re doing, then you are tuning people out who don’t care. At that moment. I think you should be talking about real estate or mortgages 10% of the time or less. 10% of the time or less. So instead of 90 look like then the community, what’s going on locally? Love it. Your personal life. Who are you? You know, like if you go rock climbing with your kids, show that, let people make personal connections with you. That’s, that’s why people are on social media is to be social. And the personal connections that can be made on social are so powerful. But that cannot ever happen. If all you talk about is your new listing or interest rates or whatever, or the five reasons to buy a house before the end of the month because it’s the best time to buy ever. Yeah, it’s always the best time to buy strangely. And you’re just tuning people out.
Ryan Hills: It’s more stories man, for the 90% that you’re not talking about real estate, more stories. I, I listened to your 42 minute podcast yesterday and out of the 42 minutes I connected most when you started opening up about your personal story, you know, it wasn’t really, so it was obviously real estate was attached to it because it’s a part of who you are, but it was about kind of 10 years ago and what you went through with you and your family and your wife and I was like, that’s, you know, people connect to that. I agree. It’s social. Yeah. When you social is no different than meeting a person like live at coffee. You wouldn’t sit there and just be like great time to buy and you know, you would exchange conversations and stories and ask how you’re doing. So social media can be that guy as it just unfortunately has turned into this vomit of always buying and selling and rates are always great.
Ryan Hills: A great point about the mixing in the personal and more story telling. I’m 100% agree with that. It doesn’t always have to be. Rates are great and a great time to buy. It kind of goes into like number four and five that I think are similar. So if we have a story to tell if we’re on social you, you, you talked about being authentic, which I 100% agree and not really reading from a script, not staring directly at the camera for 20 minutes. So we’ve talked about this as you mentioned for 10 years and 100% agree. A what? But what are your thoughts on just the authentic piece of that w on social and video?
Dustin Brohm: I think those that are trying to figure out ways to, to read from a script. It’s funny, I had some people who read that and they were pushing back. They’re like, but there’s this teleprompter that goes right over to the camera and it looks like you’re looking at the camera and I can read it. So it sounds authentic. You’re still reading like, okay. To me the most powerful thing about social media is the ability at scale to have to, to let people make a personal connection with you. Okay. All the other stuff leads to that, right? Everything. You put out all the content and you know, making it about the community. So people keep tuning in over and over to learn about the community. And then you’re branding yourself as the local expert and two years from now when they’re ready to sell, they think of you first.
Dustin Brohm: Like all of that goes to this personal connection. Nobody says things the way you do. Nobody has your exact personality and the way you say something, the way you deliver a certain message will resonate with certain people that wouldn’t if it came from somebody else. Yeah. So you’re attracting if, if you’re authentic, if you’re just like, if you, if you lose your train of thought, if you stumble, if you mispronounce something that’s, look, nobody can relate to the, the polished evening news anchor, right? They’re not relatable. The average person can sure as hell relate to someone that that stumbles and loses their train of thought and gets distracted or something falls off the wall behind you when you’re recording a video. Like that’s relatable. And it’s those moments that people make a connection with you and they decide whether or not they like you or not. That is so that’s paramount to everything because people know that people hire who they know, like, and trust. Yeah. It’s cliche for a reason. It’s true. And, and if you’re, if you’re not yourself, if you’re reading from a script and you those little teeny
Ryan Hills: Subconscious or psychological to triggers or something, right? You’re, you’re really missing a lot of the upside to social media. When you’re yourself and you say things the way you say them and you stumble and all of that, if you’re rough around the edges, you will attract people who like you. Yeah. And when you attract the right customer, business gets fun because you’re working with friends and you’re similar and they already know who you are, that you’re not going to get super analytical nerds. When you yourself are not detailed oriented and you’re super laid back, oddly enough, like what you said is the very reason why so many people don’t get into video. It’s just crazy to me. It’s such a great point. Like RC and I have helped so many people over the last decade get into video, but their first like resistance to it is, it’s gotta be perfect.
Ryan Hills: The background and what I say and it’s like, no, if you just listened to what you just said for the last couple of minutes to 100% right, just be your imperfect self, it’s fine. It’s okay, don’t worry about it. Stumble, mess up. Guess what? You can do it again tomorrow. It’s not the end of the world. So for people that have thought about video and they let that insecurity stop them, get over it guys, listen to what Dustin just said, like just be you. And it doesn’t have to be perfect. You will attract people just like life, like, like minded people attract, right? So that’s going to happen. And I 100% agree. I remember when business became fun for me. I remember when I wasn’t under a thumb of a realtor or a builder or a company. And I remember when I could work with people that I wanted to and when I met people that I didn’t connect with, Hey man, we’re not a great fit.
Ryan Hills: No hard feelings, you know, have, have a good one. Doosan right. And I felt so good cause I was working with people that had mutual respect for me. I liked them, they liked me and it was a fun business. It wasn’t like I was just a means to an end for somebody. And I encourage you, that’s such a fun place to get in your business. And if you’re not there, it’s such a freeing place to be there, man. And you don’t have to live, Oh I need this neck, next check to pay my bills. No, none of that. Like you get to, you know, you have the freedom to kind of be, you work with whoever you want and if you don’t like that referral partner, guess what? You don’t want to have to work with them. Right? Yep. It’s, this is something that I learned the hard way and I learned through experience, but something that my, my mentor, when I first got in to the business as a real estate agent about nine plus years ago, he said sometimes the best client is the one you never work with.
Ryan Hills: Yeah. Yeah. And that stuck with me. Yeah. I didn’t know what it meant until I had one of those nightmare clients. Oh yeah. So much of my energy and so much of my time and I just dread it. Every time I saw a call from them or whatever, and then I realized I don’t have to work with them. Like I’m obviously not a good fit cause we’re not getting along. Like they’re looking for someone else. Like you’re, you’re also helping them by, by saying, Hey, I’m not the best one for you. Let’s find you someone who is. Yup. And now you’re freed up to work
Dustin Brohm: With, with those who are more, who are just a better fit. And when you work with those who are a better fit, you’re going to enjoy the business. You’re going to create long lasting relationships with those people, which you know leads to more referrals over time. Then the one time transaction that you don’t get along and you’re just glad to part ways with.
Ryan Hills: Yup. I’m going to, I’m going to wrap this up by one last point on that. I just spent the day with 50 and a hundred million dollar producers and they all had a story just like that. So guys, if you’re afraid to let that referral partner or client go, they all, these are like the top of the top of the top and our business said, I remember when I was able to say, Hey mr referral partner mrs, we’re not a great fit. And they were afraid because a lot of them shared stories where there were 20% of their business. That’s a huge hit. And instead of seeing the business slowed down, guess what happened? All of them, all of them, 100% said their business increased. And so they were so afraid to let that person that maybe it was a a real estate company. They worked with an entire company.
Ryan Hills: It was an entire builder, but it wasn’t a good fit. And when they let it go, the business increased. So if you, if you’re envisioning somebody right now, I just share that to encourage you that there is light on the other side and you know, do what you think is best and where you’re going to be happy. And it sounds like, you know, from the people I’ve talked to and in my own experience, sounds like your experience, it’s been better on the other side. So let me wrap up with my last point that I want to throw to you is it’s not really related to the marketing side and creating content. So it’s a little bit different. But it is a mistake that I see so many realtors and lenders make and it’s not being intentional with their business, just showing up to the office on a Monday and just going, I wonder who’s coming in today.
Ryan Hills: Anybody going to call and need a mortgage or want to buy a house? Like in 2020 you know, we have so many new faces. We talked about high buyers and the quickens of the world. Do we have so many people trying to take a piece of that pie. I really believe that 2020 has got to be the year of being super hyper intentional with your time and running your business. Like it’s a business. It’s insane. Like if you, if you, if you use an analogy, like if I was a self employed person that ran a gas station and I use the same like strategy that most of our loan officers or realtor friends do. Could you think of like, could you imagine that that’s like showing up? Oh I forgot to like load gas in the gas station. I forgot to market. So I hope people show up at the gas station today.
Ryan Hills: Like we would never do that. Right? But for some reason that’s pretty consistent in the real estate lending world. So guys, we can’t do that anymore. We are all self-employed. We have to run our businesses like a business because they are. And the three CS, that’s the show that we shot this year that I’m most proud of. Run your business with the three CS. Be creative. Once you’ve got a creative idea, strategy, whatever, be a critic, you know, run that idea through the gauntlet. If it survives the gauntlet, and this is the biggest one of the three CS, be your harshest critic, then you become a Crusader and you run and you just totally believe in that strategy, that idea and run with it. But so many of us miss that critic phase. And so that’s the big takeaway. Guys in 2020s hyper intentional and criticize your own ideas. Sometimes we come up with something. Sounds amazing. We sleep on it the next day. It’s not. That’s okay. That’s okay. It’s one of the best. That’s one of the best things that you can do. You can siphon out some of those bad ideas. So I wanted to sneak that at any thoughts on, on being hyper intentional and the three CS for 2020
Dustin Brohm: Yeah. I’m so glad you mentioned that Ryan, because it’s, it’s so easy as agents and loan officers, we have to wear all the hats. We’re we’re bookkeepers, we’re accountants, we’re marketers. We do the deals, like we, we meet with the clients, we do everything in our business. Right. And so it’s so easy to get busy just doing all the repetitive little things and, and responding to, you know, clearing your, your Facebook notifications and responding to messages all day. That in and of itself isn’t necessarily a bad thing. Right. I need to do that stuff. I get most of my business from, from social media. So I’m not saying that’s bad, but you control when you do it and how you do it. Is the goal to be busy or is the goal to be productive and accomplish shit? Yeah, it’s not to be busy. So yes, be intentional and it starts with just being conscious of how you spend your time. And that’s something I’m constantly refining personally cause I sometimes I’ll be like, Oh crap, I just wasted two and a half hours doing something that really didn’t move the needle forward. Yeah. I think I just combined two analogies, but you get what I’m saying. It didn’t really, it didn’t really do much, but at least I cleared those notifications.
Ryan Hills: Yeah. I like your point about what the goal, I just told her realtor friend of mine, he was really excited and he did a really good job with the video. And I said, just, I want to remind you the goal wasn’t to post a video. The goal was to sell a house. Did you do that? Because so often we forget what the goal is. And it’s like, well, my goal was to produce a piece of content. Okay, why did you produce a piece of content? Are you, are you a chiropractor trying to attract new patients? Are your realtor trying to sell a house or your lender trying to attract like, you know, lending business. So remember what the end goal is in mind. It’s not just to put a video out. It’s not just to write a piece of content. It’s to sell whatever you’re selling.
Dustin Brohm: Yes. Yup. And to keep that perspective in your head all day long is so valuable. And so something that I’ve started doing, doing is I set reminders for myself every, every two or three hours that just says you know, audit, you know, audit what you’re doing, what am, what are you spending your time doing right now? What have you spent time doing today? And maybe that’s a good tip for you. Maybe not. Maybe you just need like a little tape, a little quote up on your laptop that you can look at that reminds you to be intentional. But the word that you chose, Ryan intentional is perfect. Yeah. If you, if you intentionally do things throughout the day, you’re going to reach your goals because you did those things, they didn’t do you right. You know, you’re controlling your day and what happens rather than your day controlling you. And that if you can, if you can create a habit around that 2020 is going to be incredible for you.
Ryan Hills: Yup. I love it, man. I appreciate you being on the show. We’ll certainly have the, again, I hope you guys enjoyed it as well. If you have any questions for DESA, I put it in the comment section below. I know that we’ll both respond. You’ll be kind enough to respond. Hey guys, this is all for the benefit of everybody watching. Let’s crush it in 2020. I know that we can, and I will see you guys next week!