Ep #90: How to Build Trust Quickly, Convert More Leads and Grow Your Business With Video

Steve Pasanelli breaks down why one-to-one personal video beats polished marketing video for building trust with leads, clients, and agents. He shares specific use cases from top-producing LOs and a simple daily action plan to get started. Best for LOs who know they should be doing video but haven't started or haven't made it a consistent habit.

Takeaways you can run this week

• Send 5 one-to-one personal videos per day for 14 straight days to past clients and agents — no ask for business, just check-ins and gratitude. Track responses to measure impact.
• When delivering bad news (denial, delay, rate change), send a BombBomb video instead of calling. End with 'I'm in meetings this afternoon but I'll call you this evening' — giving the borrower time to process before you speak.
• Create a 'Top 25' agent list and a 'Top 10-15' agent list. Send the Top 25 a video every other week and the Top 10-15 once a week with industry news, educational content, or event info — mimicking what LO Jeff Wagner does in Houston.
• For each active transaction, record a Friday update video using a physical calendar in the background — point to dates, use sticky notes for key milestones — and send it to every party in that transaction (agent + client). Model Ruby's 'Mortgage Minute' approach.
• Use BombBomb's screen-share recording feature to walk real estate agents through marketing training or rate sheets while your face is visible in the corner — deepening the relationship without requiring an in-person meeting.
• Before hitting record, close your eyes for 20 seconds, think of something that makes you happy, then open your eyes and record immediately. Write 3-5 bullet points on a notecard or tape them just above your camera lens to stay on track without losing eye contact.

The playbook

1. 1. Choose your audience: past client, active lead, or referral agent.
2. 2. Close your eyes for 20 seconds and think of something that makes you happy.
3. 3. Open your eyes and hit record immediately — do not re-record for imperfections.
4. 4. Keep it short: check in, add value or express gratitude, end with a soft CTA or none at all.
5. 5. Send via BombBomb (or manually via YouTube link + thumbnail) so you get open/watch analytics.
6. 6. Repeat 5 times per day for 14 days and review which recipients respond or re-engage.

Worth quoting

“Your flaws are the things that pull people towards you — people want to know that you make mistakes.”

“It's easy to say no to text on the screen. It's hard to say no to a smiling face.”

Best for

LOs who have been avoiding video due to self-consciousness or not knowing where to start, and want a simple daily system that works without expensive equipment.