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Paul Lykins - Using Youtube and Video To Build Your Real Estate Business

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Paul Lykins, or "Palm Beaches Paul" as he is known locally, is a resident and real estate agent in Palm Beach County in Florida. He's worked hard through almost 150 videos to build his YouTube following of 3,600+ subscribers as of the airing of this episode. He's positioned himself as the local market expert to the large following of people looking to make Palm Beach County home. Watching his videos, you'll notice his creative style, energy, local expertise, and fun make him someone you can't help but want to reach out to if you're looking for homes in the area. We discuss with Paul how he got started in video, his strategy, some successes, and tips he has for those looking to make video a large part of their lead generation efforts in real estate.

 

In this episode, hosted by Mike Swenson, we discussed:

  • Paul has 146 YouTube videos in his channel and 3,600 subscribers in just 4 years.
  • He has been in Sales most of his life. 2003, he took his state license exam but he failed. 2011, he took the exam gain and gladly he passed.
  • At the beginning, real estate is a numbers game whether it's sending out flyers, cold calling, etc. It's consistency and sticking to it. It's the same with making videos.
  • The only way you can get better at making videos and make more videos because his first videos were horrible. Part of his YouTube content is to keep someone entertained, so you got to give them some valuable information.
  • Because of his videos, pretty much all of his clients come from out of state. So they ended up watching his videos to do their research about Palm Beach.
  • His strategy is to use longer videos that provide more information to viewers, and thus need to be more entertaining.

 

Timestamps

00:00 - Intro and overview on Paul ‘s career
07:53 - What he does in real estate and how did he come up with Palm Beaches Paul.
14:16 - Talking about the content of his YouTube videos.
22:04 - What is like to live in Palm Beach area.
27:08 - Feedbacks about the videos that he created.
28:38 - Technical aspects in creating videos.
36:59 - Knowing more about Palm Beaches Paul.

 

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Full transcript here:

Welcome to The REL freedom podcast where we inspire you to pursue your passion to gain time and financial freedom through opportunities in real estate. I'm your host, Mike Swenson. Let's get some real freedom together

 

Mike Swenson 

All right, welcome, everybody. We've got another episode of REL freedom stories. And you know, a lot of people talk about doing video as a real estate agent, right? Like, I want to do video I want to get into video. I don't know how to do video. I'm not consistent with video. And so today, we've got your guy here, we've got Palm Beaches, Paul, Paul Lykins, and he's going to share with us about how he's building and growing his real estate background and growing his business through YouTube, and through making awesome videos. And so, Paul, we're so excited to have you, we're so excited for you to share how to do it because I know lots of agents want to do it and don't do it or want to do it and give up after two videos because they didn't go viral. So we'd love to hear your wisdom. So welcome, Paul. Thanks for so much for being on the show.

 

Paul Lykins 

Awesome, Mike. Thanks. I'm excited to be here. And yeah, funny enough. I'm still waiting for a video to go viral. It's hard to get a viral video guys, you can't make a viral video. It just happens. It has to just be that right thing. And I've seen some agents who have I know some I know, there's a realtor who have one that went viral. And it's amazing effect. He's got like 3 million views on it. So it's like he we call it one of the YouTube lottery. But yeah, thanks, man. I'm excited to be here. I appreciate it. And I don't know, I put this beautiful sunny background of the waves and the palm trees and a sunny day just for you, Mike. So I hope I'm bringing a little warmth to all of you up there in the great white north.

 

Mike Swenson 

That's right. Yeah, cuz if I were showing my background, it would be snow fall and snow pretty much snow is how to describe it.

 

Paul Lykins 

So everywhere the shirt for you, but yeah, thanks, man. Excited to be here.

 

Mike Swenson 

one thing I want to mention too, so for those folks that are wondering, so I went back and looked, and assuming my math is right here, Paul 146 videos on your YouTube channel. And you've got right now at about 3600 subscribers. So, you know, there's, it's, it's tough to get subscribers on YouTube. Well, some some people who have been successful might not say that, but but for a lot of agents like it's tough, it takes time, it takes consistency to sort of be at 3600 subscribers, 146 videos, and about four years now of doing your channel, you've you've come a long way, and you've got a lot of content out there. So congrats for all the hard work and what you're doing. And I know, it's, it's growing. So I

 

Paul Lykins 

appreciate it. Yeah, my story is one of persistence, you know, some agents, everyone's gonna have a different audience, you know, or they call it an avatar that you're gonna attract to your, to your channel. And we'll get into that probably a little bit. But, but it's everyone has a different journey on it. And so you know, you're gonna attract certain people who want to watch you because you know, that's what you're doing, right? It's kind of like you, you attract your tribe. And, and, you know, I'm not a young guy, I'm in my 50s. So, you know, I'm not necessarily going to attract the millennials and stuff to watch my channel. I know what demographics and it's it, I look at it on my analytics, and it's people 46 to 65.

 

Paul Lykins 

So and although a lot of them are on YouTube, there, they didn't come up in the world, with social media that many of y'all did. So they're not on YouTube as much as consuming as much as other people. So they may watch one video, they may watch a little bit more. And then, whereas someone younger may sit and watch, like two hours of videos, or whatever, just just sit there just like Netflix, and binge watch so, so it's taking a while, but yeah, I'm like the little train that, you know, kind of, I think I can't, I think I can just keep plugging away. And so I just hit 3600 subscribers, I'm really excited about that. But I have seen some of my friends that have, you know, skyrocketed up to 15 and 20,000 of stuff. But again, that's their journey, everyone's gonna have a different journey. And then there's agents who can't get past 100 subscribers, and you're right, they, they get frustrated and just kind of give up. So it's, it's definitely a long haul or a marathon with YouTube.

 

Mike Swenson 

Well, and I think a lot of people too, would say, you know, in some ways, you know, don't compare yourself to everybody else. Because it's, it's the subscribers are nice, right? That's the number that everybody looks at. But at the end of the day, you are an agent. And the way that you're making money right now is by selling houses and buying helping people buy houses. So even if you had three subscribers, and nobody's subscribed your channel but you still had leads coming through the nose and you were having plenty of business, you would still be happy about that. So you know, it's kind of finding that balance between comparing yourself to others, but at the same time, it's helping to fund your real estate business. And so so if you're getting good leads, and you have half as many subscribers as somebody else who cares because it's it's getting you what you want out of out of making the channel.

 

Paul Lykins 

Absolutely. It's a vanity metric. It's like you feel good about it, but the reality is, I know a Realtors around. You and I are both one of the same Facebook groups and that I joined many years ago and where I learned about making videos for real estate. And I know for factors agents with like 650 subscribers, but they got like four or $5 million contracts leads, like literally from buyers like Hey, we love you. They were just in that market there they represented that type of luxury brand and, and someone liked it. And next, you know, they're doing $4 million contract. So yeah, it that numbers. As long as you're putting some good content out there. It doesn't matter how many subscribers you have. If it's good, and you consistent, someone's gonna see it, YouTube's gonna promote it. And then the phone usually starts ringing. Yeah.

 

Mike Swenson 

So let's go back to the beginning here. What did you do before you got into real estate? And kind of how did you get into real estate and then kind of even up to, you know, making that decision decide to decide that video is going to be one of your your main lead gen tools.

 

Paul Lykins 

Okay, yeah. So I've been in sales, most of my life, most of my adult life. I've been in sales one way or another way back when I was in my 20s, late 20s. I was doing like, office equipment. And jokingly I sold fax machines. If any of you guys remember that I'm dating myself. But I used to put a fax machine in the back of my car and take and go door to door to office buildings and try to sell It's like a It's a fax man maker, the coffee guy making coffee. Cider. Yeah, so But I used to do that. So a lot of old school selling and, and. And then I ended up in the telecom industry for about 1013 years doing phone systems and voice over IP when it first came out. And I did that for a while that I knew was changing. I saw a change in the industry. And I always kind of wanted to do real estate matter of fact, back in like 2003, I actually went to school, back then they didn't have it electronically, you had to go to Miami and take the test in a big room with a big sheet of paper. And I didn't pass the exam.

 

Paul Lykins 

So that was for my state license. And I said okay, it's not meant meant to be and I just gave up. But it was still bugging me in 2011. That's like, started like, man, maybe I do want to do it. And so I just said, Alright, let's go back to school. So I went back to school. And you know, when I got my license, I kind of started part time. And I remember talking to his broker saying, Hey, I'm thinking I'll get my license. Because great when you realize this call me back, like during the holidays, and she was super busy. And so I called her back said, Hey, I got that license, and she never thought she'd hear from me again. And like that, I said, I got that license. And so I went to work for a small boutique brokerage, where I spent about eight years. And that's kind of how I got into real estate. And then in the past year, right before COVID, I jumped over to kW, so I just spent a year with kW innovations here in Boynton Beach.

 

Paul Lykins 

So about nine years, in total, I went back to school to get my broker associate license, which you know, it's a nice title. At my age, I don't think I'm ever gonna have my own brokerage. And it's probably just more than more of a headache than I want to deal with. But who knows, maybe when I'm 60.

 

Mike Swenson 

So what did you do then, in real estate, kind of before you got into the video? What was kind of your source for finding finding clients?

 

Paul Lykins 

Yeah, I mean, I held open houses, I did it once while the broker had a buyer and they need to tell, you know, take that buyer and show them around and work and split with the broker. I didn't mailers I did, I did a lot of doors actually going door hangers, door to door hangers, a lot of the old school direct marketing. And then I tried some stuff on Facebook, but I didn't really I never still don't play enough. I never really quite learned how to do the Facebook ads, which is something I'm working on right now. But I just did the old school stuff making phone calls and, and trying to find any business you could in a lot of networking. And then of course your your, you know, your sphere of influence and all those people reaching out and the Chamber of Commerce and all that. And, you know, it was it was going okay, it was doing all right. But then in I actually got like I made for our office, we have small boutique office about like 20 agents, but like I earned salesman of the year, and I was pretty good. But then I just I knew social media was big, like I guess for an older guy.

 

Paul Lykins 

I always saw the value in social media, I could see it. I saw Facebook, I saw people doing stuff on Facebook making these videos. And I was like, wow, look at these videos on Facebook. And I thought well, you know, I know YouTube was kind of big. I knew that people were going there. But I didn't know about real estate. And so I just said, well, let's just start making videos. And so once I went down the rabbit hole and realized, you know, everything that was there, it just opened up a whole new world to me. It took a while though. So I mean, okay, once I started doing it, I knew nothing. But then as I started to get more down that rabbit hole I found, like the Facebook group that you and I were talking about morning, I found these Facebook groups of other people that think like me and said, Hey, we make videos too. And then I realized there was ways you can make videos that targeted buyers and not just you know, talking about, you know, a house or talking about the market report but more things that people are interested in.

 

Paul Lykins 

And then I started to learn and learn and I'm still learning, but that really opened it up for me and then the views just kind of slowly started growing but once I started honing in on things like analytics really like anything once you start focusing on that, and being consistent that I saw the growth.

 

Mike Swenson 

now where did where did Palm Beach as Paul come from? Was that something you had before you created your YouTube channel? Or did you kind of come up with that name and then rebrand yourself for how to become to be?

 

Paul Lykins 

No funnily enough, I actually used to call myself the Barefoot realtor because so you know, for unknown I live down here in South Florida, right? It's sunny to beaches, and I'm really 90% of time. I'm in flip flops. And but, but there's already someone that had named barefoot actually, I met the guy, he actually was in one of my videos. He's not a realtor, but yet a channel and he's are doing it. I just didn't want to copy. And he's any guy and he just kind of talks about living down here, but not in a real estate way. So the area we live in is called Palm Beach County. And they call it the Palm Beaches because like there's Delray Beach and Boynton Beach and West Palm Beach, so they call the Palm Beaches. And I didn't want to call myself palm beach bar, which everyone mistakenly does. Because Island, Palm Beach, where all the rich and famous live all those beautiful, I'm not part of their MLS, not part of the next have their own MLS and their own real estate work.

 

Paul Lykins 

And I'm not representing people selling $50 million homes. I wish I was, I would love it. But it's not. So I just said, Okay, how about Palm Beach upon I wanted something catchy, and then just stuck within this kind of trying to brand myself like I was like, how do you brand yourself to be different? And I said, all right. And it's so funny was my said, its first few times on video, I go, oh, people gotta just make fun of you. And I'm sure some did. But now I'm just kind of used to call myself Palm Beach Ball on video and stuff. And it's stuck. So it's kind of my branding name. And it worked for me.

 

Mike Swenson 

Yeah, yeah, it definitely works. I mean, when when I found you, I was like, Oh, that makes a lot of sense. Like, that's, it's something that people remember. And even just, you know, when I first went to your YouTube channel, before I reached out, like I was like, okay, like, I can see, I can see the brand, I can see what you're going for, I can see what you're trying to attract with your channel. And it just, it makes a lot of sense. And you have a good product, and you're putting out good quality videos, so so that all sticks with somebody from Minnesota, it definitely sticks in for you know, people in Minnesota, there's a ton of people that move down to Florida. And so you know, everything that you're putting out, makes sense for people. And yeah, you're certainly building a good brand around that where they know you as that guy that does that thing, you know, that I am going to remember and come back to, and especially to be you know, as people are scrolling through YouTube, you know, they may or might not remember somebody just based on their name, but Palm Beach is Paul, you're gonna remember that. And so it definitely sticks.

 

Paul Lykins 

That's kind of what I was hoping for, because it was either that or real catchy channel, and at the time, I couldn't think of a catchy channel. And as you know, there's a lot of people doing videos now maybe not a bunch, but a lot more agents are doing it now. It's just becoming more popular. And, you know, it's kind of like, you know, moving to Minnesota or, or living in Minnesota or something like that. But you might not remember that, but I thought they'll remember a name. And it just has a you know, it flows right. My name is Paul, Paul. So just kind of like that. It's like one of my one of my clients like these from North NEXT CALL ME Polly walnuts like that. And I like that today. It's really warm. And so I just thought, okay, Palm Beach Ball. And you're right, it's been pretty cool. And, and it's funny, it was on people like, Hey, I was riding my bike through one of the towns down here.

 

Paul Lykins 

And I've done some bike videos inside determined, hey, follow me just well, it's just so funny to hear someone say it. And in a meeting guy. So but yeah, so it's kind of kind of working. And hopefully I can turn it into a little bit more trying to look into doing some stuff on there with like, some merchandise and stuff on the channel come up with kind of a cool thing. So

 

Mike Swenson 

yeah, absolutely. So So talk about the kind of the early stages, because so many people do videos and stop, make a couple videos and just kind of they get busy and forget about it. But still remembering you got to keep feeding the meter every week, every week, every week. And you've been very consistent with that. So was it kind of a strategy decision that you made? Is it I just really liked to make videos and you just kind of kept sticking with it? And then you saw some success? Or kind of how did you get over that initial hump that so many agents go through? It's the shiny new Penny, I want to do it. And now you've been doing it for four years, four plus years? How do you How did you kind of get through those early stages?

 

Paul Lykins 

Okay. Well, in the beginning, when I first start making the videos, a couple things. A couple things that one I did just like most I make a video, and then maybe not make a video for a week or two. And then that's why I wasn't seeing any traction because it's like anything. It's like someone who's going to call on you know, fizz bows or expired listings. They make those face they'll spend like a day or two calling a guardian getting ready to quit. But then you find the guy that's over there who does it every single day. And real estate is a numbers game no matter what the marketing it is, whether it's sending out flyers, if it's cold calling, whatever, it's a numbers game. It's just it's consistency and sticking to it. And that's no different with making videos you have to make the videos and the only way you can get better at making videos and make more videos because my first videos were horrible. And even today, some of the videos and like, I couldn't I'm better at that, you know, you just you're always learning because I'm self taught I was taught me how to film. I didn't grow up in a world with a camera in my hand.

 

Paul Lykins 

And I was horrible at public speaking that I didn't even editing was like, but how do you do that so, but I, I started to make the videos more and more enriching some of the videos I started out was like, I didn't want to do a market report video or like, Hey, I'm this realtor. This is my listing, which I saw a lot on on Facebook, I wanted to attract people to Palm Beach County. So I think did it I went and did videos about some of the parks because like, being a dad and raising our kids down here, my wife and I, we always go to these beautiful parks we have so I started making videos about parks, we okay, if you moved to Florida, this is one of the benefits that we got these beautiful parks and there's alligators and these birds. And during the winter, it's really nice and even a summer. It's nice, it's just hot, and people liked it. So but then as I said, I found other groups and I found a you know, a circle of people doing videos and I started watching people who are successful and they said you got to do one every week. And you got to let them know that on your channel.

 

Paul Lykins 

So you know what's going on youtube channel see new videos weekly or videos every monday tuesday, I'd never committed to the Monday Tuesday's it was just hard in our business to think that I'm always gonna have it and I know some agents that do. And I get mad props to them for doing this, it's really difficult to say I'm going to produce a video regardless, they're everything in my life, you know, inspections and buyers and pop up, hey, we want to look at the house this weekend, and the kids and that, but I got to get this video down. So So mine was at least once every week, I've tried to stay consistent with that. And that's when I started to see the growth. But yeah, the first few videos were just kind of garbage and that you did them right everyone does it, everyone's gonna go to those just like your first few scripted calls you make someone you're gonna come on a click Okay, gotta call an expert, right? But, and then it just kind of kind of went from there.

 

Paul Lykins 

And that just started learning about all sorts of things. More about like, what to make videos about exciting things that would draw people I start to realize what do people search for, with their moving files go to Minnesota, what would I search for? Well, I would search on cost of living and, you know, in whatever, let's say you want to look at I would I would be what are home prices and just stuff like that. And so once I started to do those things, and I started to see the channel to grow and progress.

 

Mike Swenson 

Now, talk a little bit about you know, it's it's one thing to just do the video and I'm shooting myself and I'm the talking head, but you know, there's a lot, you know, a lot of your videos just has a ton of B roll and just a ton of like added special things along the way. How did you kind of decide to incorporate that stuff? Or how did that that come to be to where it's just, hey, I'm holding the camera in front of me talking to now I was watching one of your videos where you were talking about cost of living and it's you know, here's the camera setup in the car, and now it's you getting into the car, you know, and and it's showing the, you know, the the shots of the aisle as you're walking down the aisle. So how do you when did you kind of decide to do some of that stuff? And how did how did how did you decide what am I going to film in addition to just me talking head person sharing my wisdom?

 

Paul Lykins 

Yeah, good question. So, um, part of part of that was obviously you want to keep someone entertained, so you got to give them some information. But watching me talk and just staring at my face, I don't think Is that exciting. So even if I'm giving you know, you got to there's some guys out there like Graham Stephan, who has like 3 million subscribers. That kid could sit there talk, but he's really quick and super fast. And he has a monitor and he reads everything off a script. And I don't do that I kind of really add a lot of my all my videos are ad lib. I don't have bullet points. But I knew I wanted to show more of a vlog style video. Now what's funny is that came from me, you know, I got into YouTube. Once I started getting a YouTube I started watching other videos and I go, there's all these people who blogged like I'd never seen any of these vloggers right. I've never watched a travel video, any of this. And I started watching these people, one guy in particular was going to Casey Neistat. And he's like a legend for YouTube like anyone knows him.

 

Paul Lykins 

And so of course, I didn't know who that guy was, I discovered a way after he'd already been famous. And I went back and consumed every video we made. And I was just like, wow, this guy rides a skateboard. I used to ride a skateboard as a kid. Like he's doing these fun videos, he showed the city. So I kind of started to incorporate B roll because when you're talking about something, you want to show the people. So if I was talking about a neighborhood and shown the houses, I could sit there and talk to you about the homes, but it's more enjoyable as I'm talking if there's a car drive by and you're seeing the houses that I'm talking about and what they look like and the you know, the different kind of yards. And so it's visually pleasing to people to see that. And then the other part of it is you asked you know why I make the videos that I just like it. As I started to make the videos, I sort of became addicted to making videos and like I love it. So it's a love hate relationship, but it's fun.

 

Paul Lykins 

And so the fun part of me is like, hey, let's try incorporate a cool trick or do something neat. And so there's been pictures like there's videos, if you'll see a video, there's ones where I'm showing the house and I'll open up the refrigerator and the cameras already in the refrigerator and then I come in or the microwave, and it's just fun because people go oh, that shot was so cool. And he kind of gives them a little bit of fun to the video, you know, you have to have a little bit of fun with it. But you always want to keep the focus on what you're trying to deliver, which is the content and why they research the video in the first place. So, yeah, that part of it's like the filmmaker actually just took a filmmaking class by Casey Neistat. And with a bunch of other my real estate buddies all signed up for it. And, and you had to actually make a film and stuff which I'm behind on this project, because I got busy with work. Sorry, teacher. Sorry, Casey.

 

Mike Swenson 

I know there is I mean, there is a different definite different element of those types of videos are much more entertaining. And the talking head thing is nice. And you know, I think the thing that we always want to tell people is done is better than perfect, right? So the people starting, you got to do one video to get to, you know, 150 videos, you got to start with the first one. And so just it's okay to, to suck at the beginning. And then you're going to slowly learn Oh, that shots cooler, everybody talks about the fridge opening shot, like I got to do more of those types of things. And it's going to kind of probably excite you to come up with some of those cool other concepts. But you got to make the first video where I just hold the phone up and I talk, you know, just to get started so that I can get to the rest

 

Paul Lykins 

of them. Yeah, it's it's it's definitely learning process. I mean, everyone's gonna have different some people are very good at putting a green screen behind them. And just talking about content. I'm better, in my mind, literally take more time to do. But I don't mind going out and doing it. Because I meet people, I've had people, what are you doing, and I'm shooting a video. And then they're like, oh, you're a realtor that we're having a conversation. So I know one of these days, it's gonna turn into a listing, I'll tell it, I'll be sure to come on back on your channel, your show. We'll talk about that. But But yeah, it's cool. So you do those, those kind of videos and you get people doing the stuff. So it takes a little bit longer to set my videos up. But I don't mind because I'm really shown if I was going to show you and your family what it's like here, I'm going to go outside and really show you what it's like. And that's what my people really liked when I talked to them. Like the clients I'm seeing today. They love that they go we love that you showed us what it's like to live there as we're moving from Pennsylvania and had no idea. So that's kind of cool.

 

Mike Swenson 

So let's talk about that, you know, when when you get those leads coming in it most often is that people out of state now because they're, you're highlighting here's what it's like to live in the Palm Beaches area. And now, hey, I'm moving from Minnesota because I'm sick of the winter and I'm coming down there or is it local people as well?

 

Paul Lykins 

No, it's It's a majority of everyone that I've ever dealt business, but is definitely from out of state. I don't think I've had and that's something I am going to work on to focus on some way to make some videos that maybe get it's hard to get local. Because you know the way you can get locals, maybe putting your video and then uploading it organically to Facebook, because you never want to share from YouTube to Facebook like that link. Because it just they don't like each other. And there's a whole thing that doesn't like that. Yeah, yeah. And there's a whole bunch of YouTube gurus will tell you why I'm not that person. But they're much smarter and have way more videos and, and views and money from those videos than I do. So I'm gonna listen to him. And they said, Don't do that. You know, I'm working with a lot of people from out of state. One in particular, I went down and you know, he stayed down here for vacation, and he's going to come back again next week.

 

Paul Lykins 

But where he stayed vacation, he was talking to the guy and the guy goes, Yeah, I might be willing to sell. I would knock on the guy's door yesterday. And because it's it made before even hits the market. Okay, I had the buyer, he's interested in buying your property, like we could do this deal together and I'll represent both sides. So it's really neat opportunities that are coming about but yeah, they usually just reach out to you by email or I had one call me and she goes it's so funny because am I really talking to Paul meters. Paul, my mom said reach out to that nice young man. I'm like 50 states, okay. But yeah, it's a call you and it's kind of funny. It's I remember when I first started making videos, and one of the one of the YouTube coaches that I went through, she was like, they're gonna do it, they're gonna say, you know, you're gonna say we're actually talking to you and you don't think it's gonna happen. And then they do.

 

Paul Lykins 

And it's just a weird thing, because you're like, but I'm not famous thing, but they see you. And you're on a show for this. Like, if they watch and consume a lot of your videos, etc. Got 100 Some videos, some people sit there and one guy said, Yeah, I watched the 70 of your videos. Wow. And he's like, You know what he was? He said, where's he so a couple years ago where he's from, but it's not California. There's we're not ready but we definitely want to come to California from California to Florida, and you're our guy and that's a cool feeling to have a buyer say you're our guy like me mentioned first they're just already bought into it from your videos and they trust you enough that you know what you're doing in real estate and then you know once I talked to him they were like yeah, you licensed agent you're doing this for a while so yeah, then it's email conversations phone calls, and it is cool though just like it's so funny. It says you'll get the colony cell state number like Hi, this is Paul with calories.

 

Paul Lykins 

Is this home leeches Paul? Say hi yes me how you doing? So but yeah, most of it's out of state. In but it was like last year was great. I mean, it accounted for like almost probably last year. I didn't really prospect much I relied almost all on YouTube and it was pretty much 90% of my It's okay for you. Pretty good. Yeah.

 

Mike Swenson 

Well in the the beauty of that is it's, I mean, it's definitely a long game, right? Because it takes a while to get going. And yet at the same time, it's not. Hey, is this Palm Beach is Paul? Oh my gosh, it's so awesome. I'm interviewing you and five other agents at the same time. So why don't you tell me why I should choose you? It's no, you're my guy. And so the beauty is, is you don't have to fight with other buyer's agents to go get that buyer because they've seen you. They've seen your personality. This guy knows what he's talking about. This guy knows the area. So you've already sold yourself without having to tell them on the phone. Here's why you should hire me.

 

Paul Lykins 

Oh, yeah, I mean, I have. So I'm waiting. So this year for me, sort of a little bit slower. But I know it's gonna build because I have so many people from last year, one lady came down. And because of my videos, in any real, any of you realtors out there can relate to this, you know, when they come down, and they kind of want to learn the area. So you end up kind of doing more of a tour like that you're busy, but you know, you don't want to lose them. So you're like, Okay, well, I gotta go shows people, but it's like around here knowing they're not going to buy a house or anything. She watched my videos and went everywhere that I had done videos, and because Oh, I already know where I want to live. I did all my research from your videos, I'm coming down and like this year, and we're going to buy, I'm going to be retiring, I want to buy a house with you.

 

Paul Lykins 

And I was like, wow. But like so the YouTube channel did all the work. So that's just, you know, amazing that you get those people calling you and it is it. It is a long haul. I've got a guy who's been watching me for two years. And he's still he's over in the Philippines. And he's still touches base, he watches my videos and comments on him all the time. But he said I'll be there in July. Because I'll see you in July we're buying a house. And it's so it's it's you know, two years I've other people that and other ones like we've been watching you for like a year, but we just COVID messed it up. So but it's building that pipeline. And the beauty of this is that when I make these videos, if it's a good evergreen video, right? So like, what's, what's it like to live in a certain area, that video just goes on forever, like my pros and cons video, even though some things may change. Some of the pros and some cons may change over time, you know, maybe like the traffic might get better or worse, whatever you want to talk about, but it lives on forever. And they just call you.

 

Mike Swenson 

Have you heard feedback? So like, I'm always curious with those types of pros and cons videos, or, you know, you know, five reasons why you shouldn't live here those types of things like do you get feedback from people that disagree with you? Or have their own input? And kind of what's that like?

 

Paul Lykins 

Oh, yeah, so first of all, you have to filter out a lot of comments. Some of my just FM Islaam were really just not appropriate. And I'm like, I'm not gonna have that on my channel. And then you always get the one that, Oh, you didn't talk about crime? It's like, Well, I'm a realtor. And first of all, we don't really talk about what's the safe neighborhood, not a safe neighborhood, because I'm not a police officer. And we're not supposed to have you know, lawyers say, you can't say that's good wire. What? Why are you saying it's good or not good. So like, you know, and I usually respond back and say, Look everywhere has fine. Tell me a place that doesn't have crime, and I'll move there. But you know, everyone has some bit of crime. So you get those, but mostly, you know, some people and then you'll get a couple comments of, oh, you can't afford to live there. And it's so expensive. And it's like, well, yeah, I mean, that's the market right now. It's, it's nutty, but but it's not too bad.

 

Paul Lykins 

And what's really fun is when they come to your defense to win your true followers, I mean, some of the people, they actually stick up for you. And that one's just, I leave it alone. It's just like, it's good. Because it's YouTube's got like, You got action, right? People are making comments and YouTube loves that. So it's like, I won't say anything, I just leave it and, and one person Oh, you can't say that. You know, this is a beautiful place. And I live here and they went back and forth. I'm like going, I'm just sitting out. Okay, play nice. And while analytics and loving it so

 

Mike Swenson 

yep. So just some of the technical aspects a little bit here, kind of the, the editing the music, the you know, deciding what videos to make and kind of nerding out a little bit on that kind of stuff. That was that changed and grown over the last four years.

 

Paul Lykins 

Sure. So when I started I had a camera and a selfie stick and they were shaking. If you watch his videos, you'll probably get nauseous and click off after a few minutes. But you learn the likes. If you find other people, you see what other people using the way you learn to save up you watch videos. So then I went to like a GoPro start using a GoPro and that had a better shot, but it still was an older GoPro and it didn't have the stability in it like the new GoPros do. So that means for anyone listening, it's like it shipped a lot those older GoPros with shake. So then I upgraded to a newer camera that was still an action camera. And it had more. It had a built in stability. So that was awesome. And then I upgraded to a microphone and they had little kids. So originally was just a cell phone with poor audio.

 

Paul Lykins 

The video quality was bad because they were shooting pretty good video, you know, that didn't get 10 ATP on that on that Samsung camera back then, but it wasn't stable. And the audio was horrible and those mics so then I upgraded to an actual camera and then about a year ago, I finally went and bought a real camera. So I got a canon in 50 which is still an entry level camera, and I'm about to add a better wide angle lens to it. So So that's what I'm doing a lot of my videos where I'm talking and you see me talking into the camera, sometimes I feel like the cameras too much in my grill, and I just it's too much of my face for someone to want to see. So the wider angle will give more of a background shot and, and pull me out of it a little bit. Some learning but um, yeah, the camera gear progress. Then I have a drone I'm actually studying. I joke I've been studying for my drone license since last May.

 

Paul Lykins 

I just I study that I watch it a module that I don't watch a module for two weeks, and I go back and watch, I need to sit down and study and get that Sunday my part 107 license to use the drone in my videos. And then the editing software stuck with the same editing software since the very beginning. It's called CyberLink by PowerDirector. And it's just the one I learned on. Everyone uses Adobe, I would like to use Adobe, Adobe is much cooler, it's much slicker, it's also more expensive monthly. And but it is one that pretty much everybody uses was really serious about making videos, were Final Cut Pro, but I learned on this software and to go and learn an entire new editing software while still trying to be productive and making videos weekly, I would fall so far behind that I just did not have to do on it when I have that kind of time.

 

Mike Swenson 

How many how much time would you say it takes from, you know, start kind of planning the video, going and shooting the video, the editing and all that stuff in one week's time.

 

Paul Lykins 

Yeah, so I'll get an idea. And then I'll think about what it is I want to do. And in my head, I just really think about the shots and like said like the B roll where I'm going to do and a lot of that comes I get there. So usually when I go and shoot a video, depending on how many locations I have to do, I did a video of 55 and older recently for Boyton beach. And that one was an all day event because I had to go and do the last part of the video first, because I knew driving what I was going to do driving I don't want to go back and forth. And it was by the beach. So I shot the the end of the video first which is which I don't want to do is I always shoot my videos in chronological order. Like, I'll go this, this and this and that's on my head, I put them together. So but that video took a while because I had to go to one place and film then went to another community then you said you saw where like maybe the cars driving, I'd get that footage. And that's just put the camera on there. And then as a talking parts, it took a while.

 

Paul Lykins 

But for me, it's like I looked at it I just in my mind, I say okay, you're making a video today, this is what we're doing. And then you finish it and that's that's your goal. So my some people may block out time to make phone calls or whatever. And obviously I you know, put it around things like clients and showings and stuff that I have to do. But it could take you know, four hours, then five hours depending on the video. And then I have to come back and edit it. And that's that can be another half a day or evening. But I do in the evening when I'm you know, it's quieter. And I don't have much to do. And I'll just edit the video out and get it ready. So I'd say it's probably a good two days process from filming and editing. If you were to take everything is a good full two days to get it done. And put it out there. But my videos are longer too. I do long form videos. And I'm trying to shut them down a little. But I don't do the short like three minute videos.

 

Mike Swenson 

Yeah. And they're more in depth. And people get a chance to learn more from it than just a quick little three minute video too. So and they're entertaining.

 

Paul Lykins 

Yeah, so yeah, so then I'm always wanting more equipment, there's always more gear you want to get. So but you can like said you can start these videos is easy as with like, I know, Apple, I'm not an Apple user, but you can get the apple and it has Apple software has built in software. Yeah, and you can literally make a nice video with that. So. So if you're thinking about doing it, just start doing it and record, it's pretty simple. So I'm excited. I'm excited. Because Wednesday night, Wednesday, I'm doing a big video. And this is what it was, it's first time I've hired a videographer to film me. So I'm gonna actually have a guy with all the camera gear, and he's gonna fill me, but it's because I'm filming a 10 and a half million dollar property. And I want it to look good because that realtor has given me an opportunity to film that property for my channel. And I wanted it to look super good. So he's gonna have the drone and everything so so that's that's pretty exciting for me, because that's going to be like the first really big luxury video that ever shot.

 

Mike Swenson 

And you just saw that that listing was coming live and just reached out to the the listing agent, right?

 

Paul Lykins 

Yeah, I went I went did a little search for high end properties in my area. And the first one that popped up was I looked between like two and 15 million and the first one that popped up was this 10 and a half million dollar property. So I sent them an email on a Friday evening thinking, you know, he's not gonna He's like, whatever, who are you? I don't know who you are. But I just said I have a YouTube channel and I get about 15,000 views a month and I got almost 4000 subscribers and I love that feature it and you know, all it takes is one person to see it and want to buy it. So you know, and your gesture when you want them filming. So so that's going to be a goal of mine this year to be trying to do one luxury video a month, mixed in with all my other stuff. I'm also doing live streams now every Thursday at six. I go and I do a live stream and that's helping my channel grow. And this Thursday I have a real estate attorney coming on, and we're going to talk but like last week, I just basically got on Google Earth and showed people all my favorite beaches, right, I did a Google show visual.

 

Paul Lykins 

And we went up the coast and showed all the different beaches. And they sat and watched it. But it's funny because it's more relaxed. It's I call it pints with Paul is I'm a craft beer guy. So I tell one, pull up a drink, have a cocktail, whatever your choice is. And let's, let's discover Paul Mitch, and people are watching. I'm, like, amazed that they're hanging in there. And they're asking questions, and reaching out to me, and that one's really close. Now you're kind of connected with your fan base. Mm hmm. So that's how it's kind of changed and gone to that. So it's a lot of fun.

 

Mike Swenson 

Yeah. Well, congrats on your success and what you're doing. I mean, it's, it's definitely a long vision. It takes a lot of work. And so I don't want to minimize that because, yeah, people there's so many people that quit, I mean, even podcasts, I think it's something like 90% of podcasts don't make it past six episodes, because people like hey, I want to do a podcast and then after six they don't have people you know, knocking down their door and like I'm gonna go move on to something else. So it takes a special kind of person to stick with it and keep going and you're doing that and very entertaining channel you know, it's it's good quality stuff, it's great information. And it just gonna continue to take time and continue to grow and you'll have more people yelling Hey, Palm Beach as Paul is you're driving down the street.

 

Paul Lykins 

Yeah, and I appreciate it's a lot of fun, it's been a great way it's helped it's been rewarding because it's been great for my family it's a brought a lot of business in I've one of my best years ever. And literally after this I'm getting ready to go up and meet clients that I've been working with and we're looking at $100,000 house and what's really nice about it is it brought me from a level where I was doing like 304 $100,000 clients to where I'm getting up into the million dollar clientele range and that wasn't what I was doing before in this channel opened all that up to me so so it's pretty exciting but yeah, I appreciate it. It's fun. It's a lot of a lot of good and keep watching I got some exciting videos coming up this year and trying to do some new stuff so get back out there here in sunny South Florida.

 

Mike Swenson 

Yeah, cool. Well, I mean obviously we've got you know, Palm Beaches, Paul, right so Palm Beaches with S on the end on the YouTube channel, any other thing that you want to share about folks getting a hold of you.

 

Paul Lykins 

Um, you just if you want to reach out to me you can just it's Paul G likens at KW calm so if they have any questions you can certainly shoot and any questions or you know, maybe you guys or you want to have this nice gentleman here Mike sell your property up there and get yours get out of the cold and you want to come to sunny South Florida. I'm sure Mark and I can work something out.

 

Mike Swenson 

That's right there's this is the time people want to leave Minnesota so they can come down to the Palm Beaches area for sure.

 

Paul Lykins 

We'll leave a seat free on the beach biking come down and hang with us. So but yeah, no, just go check out the channel. And like I said, just Palm Beaches ball if you type that in, and yeah, it's a lot of fun. I don't take myself too serious. You guys will see I ride a skateboard sometimes beach cruiser. I'm just trying to have fun and still deliver content to people about what it's like to live here but in a more relaxed way and just kind of fun. I'm I am 56 You know I can enjoy enjoy life, right? So just have fun with it. But I appreciate it. And I appreciate Johnny for hanging in there.

 

Mike Swenson 

Awesome. Thanks so much for coming on and sharing your wisdom.


 

 

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