If you want the ultimate moat around your business, there’s nothing better than a strategy that attracts clients who are already sold on working with you. YouTube is one of the best ways to achieve this.

Instead of competing with other agents, you’ll have people clamoring to work with you because they already know, like and trust you. On top of that, you won’t have to explain your value the way an unknown agent would. You get to stockpile relationships that will pay off in the future. And in a post NAR-settlement world, you are in the best position to get paid by buyers.

How do you get started with YouTube? How do you turn YouTube into a solid source of leads and closings? In this episode, host of Living in Northern Virginia, David Massey shares how he gets up to 80% of business from his channel.

Don’t worry about the competition. Your job isn’t to get every buyer, it’s to get the people who resonate with you. -David Massey

Three Things You’ll Learn In This Episode

-Stop chasing business, start attracting it

Before YouTube, David was competing with other agents for business, now clients are clamoring to work with him. What’s a typical call with a lead like now?

-Duplicate and customize

One of the biggest challenges when you start a YouTube channel is knowing what to talk about. How did David come up with his ideas, and why is it something we can all do?

-The power of local expertise

Setting expectations and explaining our value is critical in this post settlement era of real estate. Are YouTube-focused agents at an advantage?

Guest Bio

David Massey is a licensed Realtor in Virginia with Real Broker LLC. He is the host of Living in Northern Virginia, a YouTube channel all about what it's like to live, work, play, and thrive in Northern Virginia. David does weekly videos about top neighborhoods, pros and cons, cost of living, drone tours, relocation tips and so much more. He works with clients from all over the world that are relocating. Go to to https://www.youtube.com/@LivinginNorthernVirginia/ for more information.

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin’s innovative marketing that generates leads for their team of agents. If he’s not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

How do you run a successful real estate team with your spouse? It’s a question we get all the time. Whether you’re thinking of joining your partner in real estate or you’re starting from the ground up, working together comes with benefits (and challenges).

Just because you’re married doesn’t mean you’ll make great business partners. People make this mistake all the time. What that makes our partnership work is our opposing skill sets, and the fact that we bring different things to the table.

How did Devon end up becoming my business partner after her own corporate career? What are the key ways we balance each other out? What are the key decisions we made when we built our team?

In this episode, my wife and business partner Devon Fox joins me to talk about our business and why it works.

Real estate is a super stressful industry. If your clients are super stressed and if you feed into that, you’ll just amp them up. -Devon Fox

Three Things You’ll Learn In This Episode

-Cool, calm and collected through the transaction

Real estate is a stressful business and you often have to deal with people’s emotions. How are our temperaments different in the way we deal with clients?

-The secret to a successful partnership

Being good friends or even husband and wife doesn’t mean that you’ll make great business partners. How do you know if you’ll work well together?

-How to be strategic about growth

One of the key levers to our growth was the generous commission splits we offered. Knowing what we know now, would we do the same thing?

Guest Bio

Devon Fox is the Co-Owner of Devon and Dustin Fox Homes with Pearson Smith Realty. Their story begins not with a company or a brand, but with two high school sweethearts who had an ambitious dream to create something meaningful and lasting, together. They decided to go all-in with passion and purpose leading the way, establishing Fox Homes to provide an unmatched real estate experience that delivers big results with small-town heart. They love nothing more than seeing the joy on first-time homeowners’ faces or the ear-to-ear grins of those who just closed on a brilliant deal.

Follow @devonfox on Instagram and connect with her on LinkedIn.

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin’s innovative marketing that generates leads for their team of agents. If he’s not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.

If you’re struggling to get traction from open houses, you might think the strategy is dead. The truth is open houses still work, but 90% of agents don’t do the right things.

Crafting a successful open house comes down to one mentality: building a collective experience around the home and making it connect to the guests. There are little touches you can put in place that add up to a ton of value.

The invitation, the food you provide and the way you interact with guests when they first arrive. These are all ways you can create an elevated open house experience that sells the home and even generates more seller leads. What should you do differently? In this episode, my producer Matt Johnson returns to talk all about open houses and how to set one up for success.

An open house is a collective experience of the entire home and an agent has control over that. -Matt Johnson

Three Things You’ll Learn In This Episode

-Always lead with quality

Many agents will just put out a bowl of hard candy or cookies at an open house and call it a day. What do you need to provide and give guests to make it an elevated experience?

-Why sellers hate open houses

An open house should be an experience around the home, not a sneaky way to find buyers for other listings. How do you host it accordingly?

-Earn trust by using a negative

The open house should always be about the home. How do you show genuine enthusiasm with a dose of honesty?

Host Bio

Dustin Fox is the co-founder of the Fox Homes Team, a speaker and the author of Six Weeks to Real Estate Success. Dustin and his wife Devon have grown the Fox Homes Team to $400 million in production in just 3 years. Growth that is driven by Dustin’s innovative marketing that generates leads for their team of agents. If he’s not split-testing his latest marketing campaign, Dustin is probably taking a long bath and reading a business biography. Yes, long baths.