Latest / Massive Agent Podcast / How One Agent Wins Every Listing w/ Krista Mashore

Transcript

How One Agent Wins Every Listing w/ Krista Mashore · Massive Agent Podcast

• 0:00
  SPEAKER_05: Holy shit, you guys.
• 0:01
  SPEAKER_05: We have an amazing show today with Krista Mayshore.
• 0:05
  SPEAKER_05: She's going to be giving you her pre-listing strategy, like her whole pre-listing process.
• 0:10
  SPEAKER_05: And once you hear that, she's going to explain how she uses it to convert pretty much every single listing appointment that she ever goes on.
• 0:18
  SPEAKER_05: She gets all the listings by using the strategy she's about to explain right now.
• 0:24
  SPEAKER_00: The massive agent podcast.
• 0:32
  SPEAKER_02: I love to buy houses.
• 0:33
  SPEAKER_02: I like to sell houses.
• 0:43
  SPEAKER_00: Oh have I got your attention now?
• 0:46
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:50
  SPEAKER_05: What is up, everybody?
• 0:51
  SPEAKER_05: Welcome to episode 193 of the Massive Agent Podcast.
• 0:55
  SPEAKER_05: I am your host, Dustin Brome.
• 0:57
  SPEAKER_05: Man, I got today's show is so good.
• 1:01
  SPEAKER_05: And Krista Mayshore, our guest, brought so much amazing value in detail.
• 1:06
  SPEAKER_05: I, as you'll hear, completely forgot about my show's format.
• 1:10
  SPEAKER_05: And I was like, all right, thanks, Krista, see ya.
• 1:11
  SPEAKER_05: And she's like, no, no, wait, like, what about how about you finish the show the right way?
• 1:16
  SPEAKER_05: You'll see.
• 1:17
  SPEAKER_05: But I was taking notes and I'm thinking to myself, if only I had access to this when I was a new agent.
• 1:25
  SPEAKER_05: 11 years ago when I was a new agent, if only I had access to this, and you guys have it for free.
• 1:31
  SPEAKER_05: You guys are just listening to a podcast in your car or at the gym or walking your dog or sitting in your office, whatever.
• 1:38
  SPEAKER_05: And you get access to something that can literally make you millions and millions and tens of millions of dollars over the course of your career if you implement it.
• 1:48
  SPEAKER_05: It's all laid out for you in this episode, guys.
• 1:50
  SPEAKER_05: How to convert all the listings.
• 1:53
  SPEAKER_05: Krista Mayshore is converting pretty much all the listings, and she's using this exact strategy.
• 1:59
  SPEAKER_05: Now it's going to take some work to implement, but she lays it out and she even gives an example.
• 2:04
  SPEAKER_05: At one point, she plays a video that she sends a part of a video that she sends to sellers before she ever shows up.
• 2:11
  SPEAKER_05: She has this 13 or 15-step process uh for this pre-listing appointment process.
• 2:18
  SPEAKER_05: So when she shows up, she already has the business, already won.
• 2:22
  SPEAKER_05: Done deal.
• 2:23
  SPEAKER_05: And you'll see once she lays it out why that is.
• 2:27
  SPEAKER_05: Absolutely incredible.
• 2:28
  SPEAKER_05: You guys are in for such a treat today.
• 2:30
  SPEAKER_05: So we're this week we're bringing Krista Mayshore back on the show.
• 2:34
  SPEAKER_05: She's been on before episode 160, I believe it was.
• 2:37
  SPEAKER_05: No, maybe maybe 110.
• 2:38
  SPEAKER_05: How about I check?
• 2:40
  SPEAKER_05: Yeah, I'm glad I checked.
• 2:41
  SPEAKER_05: Episode 110 from January 20.
• 2:44
  SPEAKER_05: Yeah, January 2020 was when she was back.
• 2:48
  SPEAKER_05: Man, I cannot freaking talk today, which is fantastic because I'm doing a podcast.
• 2:51
  SPEAKER_05: Who needs to speak?
• 2:53
  SPEAKER_05: January 2020, she was on the show for the first time, and it's our number two most listened to episode of all time.
• 3:00
  SPEAKER_05: Out of 193 episodes, her first one was our number two overall.
• 3:05
  SPEAKER_05: So this one is probably gonna be top five as well, as you'll see here pretty quick.
• 3:10
  SPEAKER_05: If you guys do not know Krista Mayshore, she is a top 1% agent.
• 3:15
  SPEAKER_05: I should probably find her bio here so I don't screw it up.
• 3:18
  SPEAKER_05: She's she's been in the top 1% of Realtors nationwide for 20 years.
• 3:21
  SPEAKER_05: She sold over 2,200 homes and averages 100 homes every single year.
• 3:27
  SPEAKER_05: She's written four best time selling books on digital marketing and selling.
• 3:31
  SPEAKER_05: She's been featured in Forbes and Inman and Wall Street Journal, NBC, Fox.
• 3:35
  SPEAKER_05: Her bio's exhausting because it's long as all hell.
• 3:38
  SPEAKER_05: And she's gone from zero to 17 million dollars in just under four years.
• 3:43
  SPEAKER_05: Um and she's projected to hit 20 million by the end of this year.
• 3:48
  SPEAKER_05: Absolutely incredible.
• 3:49
  SPEAKER_05: Krista Mayshore crushes it.
• 3:51
  SPEAKER_05: Um, she's an agent out in Brentwood, California.
• 3:55
  SPEAKER_05: And you may know her from your newsfeed, because I know her from my newsfeed.
• 3:58
  SPEAKER_05: She's popping up all over the place with super helpful videos from Krista Mayshore coaching, and um, she's just she's one of the best there is.
• 4:05
  SPEAKER_05: So we're honored to have her on the show today.
• 4:08
  SPEAKER_05: She's the host of the Fired Up with Krista Mayshore podcast, which is amazing.
• 4:11
  SPEAKER_05: I was honored to be on her show uh months ago and hope to again.
• 4:16
  SPEAKER_05: I don't know which episode number.
• 4:17
  SPEAKER_05: So just if you want to hear that one, just go to fired up and search for my name and you can find it.
• 4:22
  SPEAKER_05: But this is one of those episodes that you guys have literally been asking for every day.
• 4:27
  SPEAKER_05: I get messages every single day from you guys saying, hey, how can we get more listings?
• 4:33
  SPEAKER_05: How can we get more sellers?
• 4:35
  SPEAKER_05: How can we get seller leads?
• 4:36
  SPEAKER_05: And it's all listings.
• 4:37
  SPEAKER_05: And I get it.
• 4:38
  SPEAKER_05: In a hot seller's market, you want the listings.
• 4:41
  SPEAKER_05: When you have listings, first off, you have business, but you have all the control, all the leverage, and well, you you list to last, as they say.
• 4:51
  SPEAKER_05: I don't know who they are, but I've heard some people say that.
• 4:53
  SPEAKER_05: You list to last, and it makes sense.
• 4:55
  SPEAKER_05: You want to have listings.
• 4:56
  SPEAKER_05: This is a show that's gonna teach you how to get the listings and how to actually win the listing once you get the meeting.
• 5:03
  SPEAKER_05: One quick announcement before we get started with the interview.
• 5:06
  SPEAKER_05: As I told you last week, if you were on the waiting list for the Massive Agent Social Boot Camp Season 2 or Social Bootcamp 2.0, I've been calling it both.
• 5:17
  SPEAKER_05: I should probably just pick one and stick with it, but I haven't yet because I like them both.
• 5:20
  SPEAKER_05: Anyways, if you're on the wait list, check your inbox.
• 5:23
  SPEAKER_05: You guys already got first crack, first dibs, if you will, at signing up for and claiming your spot for the next season of the Massive Agent Social Boot Camp, uh, where we teach you how to I don't know what I was gonna say there.
• 5:36
  SPEAKER_05: We teach you to go from zero to massive online presence, where you're getting multiple new listings every single month from your online presence in 60 days.
• 5:46
  SPEAKER_05: Okay, it's a it's an intensive boot camp.
• 5:49
  SPEAKER_05: There's only 20 spots available, so it's it's personal, you're gonna get direct access to me, you're gonna get access to me personally one-on-one through Voxer over that 60 days.
• 5:59
  SPEAKER_05: And that is now open.
• 6:01
  SPEAKER_05: If you are on the wait list, you got a two-day head start um and a discount.
• 6:06
  SPEAKER_05: Now, if you're not on the wait list, all you have to do is go to massivagentbootcamp.com and it's open.
• 6:13
  SPEAKER_05: So if you have been waiting for the next season to open up, that is open now at massiveagentbootcamp.com.
• 6:18
  SPEAKER_05: Go claim your spot.
• 6:19
  SPEAKER_05: There are less than 20 spots available as of the time I'm recording because some of the wait list took some of the some of those spots.
• 6:27
  SPEAKER_05: And the first session starts on September 22nd.
• 6:31
  SPEAKER_05: All the details are over there.
• 6:33
  SPEAKER_05: Quick story.
• 6:34
  SPEAKER_05: When I was really struggling the most in my business, I I didn't understand this at the time because I'm like, oh, I just have so much going on, you know, I'm so busy, blah, blah, blah.
• 6:42
  SPEAKER_05: But there was no work being done, it was just busy work bullshit.
• 6:45
  SPEAKER_05: It's because I didn't have any systems.
• 6:46
  SPEAKER_05: I didn't have any systems, I had no tracking, I didn't have any automation really.
• 6:51
  SPEAKER_05: Uh, I was getting leads, but they were falling through the cracks because I didn't have any kind of follow-up system in place.
• 6:57
  SPEAKER_05: If you guys, the difference between a agent that's struggling or an agent that's doing okay, and those that are thriving and scaling and bringing on other agents to help them to deal with the workload, the difference is systems.
• 7:12
  SPEAKER_05: The difference is follow-up.
• 7:15
  SPEAKER_05: The difference is not letting anyone fall through the cracks.
• 7:18
  SPEAKER_05: And so you need a great CRM and you need great systems and processes.
• 7:23
  SPEAKER_05: Not just any CRM.
• 7:24
  SPEAKER_05: Okay, so there's a lot of CRMs that are just confusing.
• 7:27
  SPEAKER_05: It takes a month just to learn how to use the damn thing.
• 7:30
  SPEAKER_05: It's not intuitive, so you need a great one.
• 7:33
  SPEAKER_05: Well, the pretty much, if you look at all the the biggest teams, all the highest producers out there, they're all using follow-up boss.
• 7:41
  SPEAKER_05: So we've teamed up with follow-up boss, they are doing something super cool for massive agent listeners.
• 7:46
  SPEAKER_05: For any listener, they're they're going to double the free trial period so that you can check it out.
• 7:52
  SPEAKER_05: Okay, they're not just saying, hey, we're the best.
• 7:54
  SPEAKER_05: They want to show you that they're the best.
• 7:56
  SPEAKER_05: Okay.
• 7:57
  SPEAKER_05: So if you just go to their website, you can get a 14-day free trial.
• 8:01
  SPEAKER_05: But for massive agent listeners only, you can get a 30-day free trial, no credit card needed.
• 8:06
  SPEAKER_05: Just get started, jump in, follow their tutorials, and see how it works.
• 8:10
  SPEAKER_05: See why the biggest producers out there in our industry are using follow-up boss.
• 8:15
  SPEAKER_05: All you need to do to claim that is go to follow upboss.com slash ma.
• 8:20
  SPEAKER_05: Followupboss.com slash ma.
• 8:23
  SPEAKER_05: And yes, if you're guessing, MA does stand for Massive Agent.
• 8:27
  SPEAKER_05: Very clever.
• 8:27
  SPEAKER_05: See what they did there.
• 8:28
  SPEAKER_05: So go grab that, go grab a free trial, um, no credit card needed, and check it out.
• 8:33
  SPEAKER_05: I highly, highly recommend follow up boss.
• 8:36
  SPEAKER_05: Once again, if only I saw this back when I was first starting out in the industry.
• 8:40
  SPEAKER_05: If I saw Follow Up Boss, I might not have ever started the show.
• 8:44
  SPEAKER_05: I might not, I don't know.
• 8:46
  SPEAKER_05: I don't know, because I'd I'd be selling like 8,000 homes a year.
• 8:49
  SPEAKER_05: All right, guys, let's jump into it right now with Krista Mayshore from Krista Mayshore Coaching and Homes by Krista, who's going to absolutely melt your face when it comes to getting and winning listings.
• 9:01
  SPEAKER_05: All right, guys, I'm here with Krista Mayshore.
• 9:03
  SPEAKER_05: Welcome back to the Massive Agent Podcast.
• 9:04
  SPEAKER_05: How are you?
• 9:05
  SPEAKER_02: Good, Dustin.
• 9:06
  SPEAKER_02: Thanks for having me.
• 9:07
  SPEAKER_02: I'm excited to be here.
• 9:08
  SPEAKER_02: I appreciate it.
• 9:09
  SPEAKER_05: Absolutely, absolutely.
• 9:10
  SPEAKER_05: I was telling you before we hit record, uh, you were on episode 110 back in January of 2020 before the world changed forever.
• 9:19
  SPEAKER_05: And uh it's one of my one of the top five most listened to episodes of the show.
• 9:23
  SPEAKER_05: So congrats on that.
• 9:24
  SPEAKER_04: And thank you.
• 9:26
  SPEAKER_05: Of course.
• 9:27
  SPEAKER_05: Uh, which is great because back then we were talking about how you sold over 2,000 homes.
• 9:32
  SPEAKER_05: Today we're going to be talking about social media and a sales cycle and some nerdy stuff that I absolutely love and that agents really need to wrap their heads around.
• 9:41
  SPEAKER_05: And um I'm excited for it.
• 9:44
  SPEAKER_05: So thank you for being back.
• 9:45
  SPEAKER_04: Yes, yes.
• 9:46
  SPEAKER_04: I'm excited.
• 9:47
  SPEAKER_04: Hey, it's easy to do a good podcast when you have a good host, you know?
• 9:50
  SPEAKER_05: Well, and we're talking about this show right now, Krista, but but thank you.
• 9:54
  SPEAKER_05: I appreciate that.
• 9:55
  SPEAKER_05: I met you.
• 9:56
  SPEAKER_05: I know, I know, I appreciate that.
• 9:58
  SPEAKER_05: Um, yeah, okay.
• 9:59
  SPEAKER_05: So you I see you everywhere in my news feed.
• 10:03
  SPEAKER_05: You know, you do a great job.
• 10:04
  SPEAKER_05: You not just you have a sales team locally there in California, but you also are a coach and a mentor and a personality, if you will, within our industry for other agents.
• 10:15
  SPEAKER_05: And so I see you everywhere.
• 10:17
  SPEAKER_05: And I'm like, she really understands social media, she understands retargeting, she understands attention, she just gets it.
• 10:24
  SPEAKER_05: Let's talk about that because it still boggles my mind, Krista.
• 10:28
  SPEAKER_05: How many agents still don't get it and they're just posting their stupid listings on their Instagram feed?
• 10:34
  SPEAKER_05: You can't even see their face, you go to their profile, you have no idea what the agent looks like, and they're still just doing it wrong.
• 10:40
  SPEAKER_05: And they're like social media doesn't work.
• 10:43
  SPEAKER_05: So let's set them straight a little, shall we?
• 10:45
  SPEAKER_04: Yes, yes.
• 10:46
  SPEAKER_04: Okay.
• 10:46
  SPEAKER_05: So, first of all, start start that wherever you'd like.
• 10:49
  SPEAKER_05: I know I just basically gave you like, here you go, talk about anything, but wherever that starts for you.
• 10:54
  SPEAKER_05: Oh, and my phone is ringing.
• 10:56
  SPEAKER_05: That's fantastic.
• 10:57
  SPEAKER_04: Well, let's just do this.
• 10:58
  SPEAKER_04: Let's just say, first of all, it's not their fault that they haven't been taught the right way because most agents are all still being taught to do the traditional type things that we were taught to do before when they didn't have the internet and social media and video, right?
• 11:12
  SPEAKER_04: They were taught to open houses and cold call and door knock and sphere of influence and all those things work, but you know, everyone gets in this business because they want more financial freedom and time, just to realize they don't have any because the business consumes them, right?
• 11:25
  SPEAKER_00: Right.
• 11:26
  SPEAKER_04: So instead of marketing one-on-one, think one to many.
• 11:31
  SPEAKER_04: And and so what I want agents to understand is that your job is not to be a top producer, your job is to be a marketer, right?
• 11:38
  SPEAKER_04: You need to be a marketer.
• 11:39
  SPEAKER_04: If you can learn to be a marketer, you will then be a top producer because the idea is to get all the attention, all the eyes on you as much as possible to make it to where you're absolutely it's impossible for people not to think about you.
• 11:50
  SPEAKER_04: You've got to be remembered, you know, all the time, not just when someone's thinking about making a decision to purchase, you need to be thought about way before that.
• 11:57
  SPEAKER_04: Because if they only think about you right when it's time, it's probably too late, right?
• 12:02
  SPEAKER_04: Like, so absolutely.
• 12:05
  SPEAKER_05: No, that's it.
• 12:06
  SPEAKER_05: Um, so how do how do agents do that then?
• 12:08
  SPEAKER_05: I I mean, just thinking differently, like you said, is a great start.
• 12:13
  SPEAKER_05: But I think a lot of agents or most screw up in the implementation of that.
• 12:18
  SPEAKER_05: Okay, like like they're like, okay, cool, here's what I should do, but then how they actually do it, they're just missing something.
• 12:24
  SPEAKER_05: So, so how have you done it?
• 12:26
  SPEAKER_05: How have you built your business?
• 12:27
  SPEAKER_05: And what are you telling other agents and you know your team on how to do this the right way?
• 12:32
  SPEAKER_04: Yeah, okay, this is great.
• 12:33
  SPEAKER_04: So, according to the National Association of Realtors, 87% of agents will be out of business within the first five years.
• 12:39
  SPEAKER_04: And as you know, like 97% of agents do 3% of the work and 3% of agents do 97% of the business, right?
• 12:47
  SPEAKER_04: And the agents that are thinking about their business like an entrepreneur and like a business are the ones that are dominating.
• 12:52
  SPEAKER_04: So I want to talk today, I'd love to about how social media and video incorporates with the sales cycle.
• 12:59
  SPEAKER_04: Now, let me talk to you about the sales cycle.
• 13:00
  SPEAKER_04: Now, what the sales cycle is, is it's it's truly having a true complete business.
• 13:05
  SPEAKER_04: So the first phase of the sales cycle is marketing, then lead generation, then lead nurture, then conversion, then fulfillment and delivery, and then the five Rs.
• 13:17
  SPEAKER_04: How do you get more referrals, retain more clients, um, get people to relist and resell with you?
• 13:22
  SPEAKER_04: And you get those through rituals and routines.
• 13:25
  SPEAKER_04: So most people are so consumed concerned with lead generation, right?
• 13:29
  SPEAKER_04: Like if I and I've done this, what is what do you want in your real estate business?
• 13:32
  SPEAKER_04: Everyone will say leads, leads, leads.
• 13:33
  SPEAKER_04: And I'm like, you don't want leads, you want conversions.
• 13:36
  SPEAKER_04: You want high quality leads that convert.
• 13:39
  SPEAKER_04: That's really what you want, right?
• 13:41
  SPEAKER_04: So, in order to get high-quality leads, we have to start with marketing.
• 13:45
  SPEAKER_04: Marketing is attraction.
• 13:46
  SPEAKER_04: If you read the book Dean Graziasi, Millionaire Success Habits, he says that marketing is attraction.
• 13:51
  SPEAKER_04: And that's what marketing is.
• 13:52
  SPEAKER_04: True marketing is when somebody raises their hand and says, Hey, I want to work with you.
• 13:57
  SPEAKER_04: And they do that based upon your marketing efforts.
• 14:00
  SPEAKER_04: When I talk marketing, I mean, I know this is a part of it, but I don't want you to think about your brand, you know, your your sign and your cards and your colors and all that.
• 14:08
  SPEAKER_04: I want you to think about what perception are you giving to your community?
• 14:12
  SPEAKER_04: You know, what values do you have?
• 14:13
  SPEAKER_04: Who are you attracting?
• 14:14
  SPEAKER_04: You know, what do you represent?
• 14:16
  SPEAKER_04: Who, when they see you and your brand, what does it represent?
• 14:20
  SPEAKER_04: For example, my brand represents that if you're going after somebody who utilizes social media and digital marketing to expose someone's home to the masses at the highest level, you come to me, right?
• 14:31
  SPEAKER_04: And everyone will tell you that Krista's like the best marketer because they see me and my stuff all over the place.
• 14:37
  SPEAKER_04: So when you market to somebody, and I'll tell you just one strategy that we did last year in 12 months during COVID, we had 48 sellers raising their hand saying, hey, come list my house.
• 14:50
  SPEAKER_04: And we do that by marketing, right?
• 14:52
  SPEAKER_04: I mean, and that was$740,000 worth of commission for those 48 listings.
• 14:55
  SPEAKER_04: And we sold more.
• 14:56
  SPEAKER_04: Just this one strategy got us 48 closed listings directly from Facebook where someone said, Hey, I want a home evaluation, which then turned into a listing, right?
• 15:04
  SPEAKER_04: Uh, and that we sold.
• 15:05
  SPEAKER_04: So how we did that was we first of all, we I we market marketing attraction.
• 15:10
  SPEAKER_04: I think, what is a problem the market is having?
• 15:13
  SPEAKER_04: What, what is a difficulty the consumers are having right having right now in the market?
• 15:17
  SPEAKER_04: And over the past 12 months, we've had a significant seller market, right?
• 15:23
  SPEAKER_04: No inventory.
• 15:24
  SPEAKER_04: So most people are like, how do I help the buyer?
• 15:26
  SPEAKER_04: I'm gonna, you know, remove your contingency, sell your soul, give them your children, like, like do whatever you can, you know, to get the get the get the listing.
• 15:33
  SPEAKER_04: But I didn't want buyers, I wanted sellers.
• 15:35
  SPEAKER_04: So I thought, what's a problem that sellers are having?
• 15:37
  SPEAKER_04: And the problem that sellers were having was the fact that there is such limited inventory that they were afraid they were gonna be homeless if they sold, right?
• 15:44
  SPEAKER_04: So I identified that problem and then we started creating content about selling your house when in in a limited inventory market.
• 15:52
  SPEAKER_04: And it would start out with something like this Are you a seller thinking about selling, but you're afraid to sell because you're afraid that you're gonna be homeless due to limited inventory and multiple offers?
• 16:00
  SPEAKER_04: Ah, I totally understand that.
• 16:02
  SPEAKER_04: In fact, I just sold my house this year as well, and I was worried about it too.
• 16:05
  SPEAKER_04: But just last month alone, we helped 13 sellers just like you sell their home and actually find a replacement property.
• 16:11
  SPEAKER_04: Hi, I'm Kristen Reacher with homes by Kristen EX Realty, and I have sold over 2,300 homes in my career.
• 16:16
  SPEAKER_04: And we help people like you all the time.
• 16:18
  SPEAKER_04: And here's exactly how boom, boom, boom, boom, boom, right?
• 16:20
  SPEAKER_04: And then give your call to action.
• 16:23
  SPEAKER_04: Now all of a sudden, that seller that was thinking about selling, because I'm properly getting my messaging out there.
• 16:29
  SPEAKER_04: Normally he would be ignoring me when I did that content, right?
• 16:32
  SPEAKER_04: Because he's like, well, yeah, I want to sell, but I can't.
• 16:34
  SPEAKER_04: But since I spoke to his direct problem and gave the solution to it, now all of a sudden he's listening, right?
• 16:39
  SPEAKER_04: So that was phase one of getting sellers.
• 16:43
  SPEAKER_04: We marketed them by solving a problem and putting the right content in front of him that they were interested in to make them want to continue to watch and make them say, hey, I'm interested in that.
• 16:52
  SPEAKER_04: And then we followed it up with now.
• 16:54
  SPEAKER_04: That was the first phase marketing.
• 16:55
  SPEAKER_04: Well, now I've got to nurture them, right?
• 16:57
  SPEAKER_04: So I've I've marketed that generated a lead.
• 17:01
  SPEAKER_04: That lead, that lead said, I'm watching these videos.
• 17:04
  SPEAKER_04: Now that lead said, Hey, I want a market analysis, right?
• 17:08
  SPEAKER_04: But before they're gonna say I want a market analysis, I have to nurture those leads.
• 17:12
  SPEAKER_04: Okay.
• 17:12
  SPEAKER_04: Nurturing is the hardest part for agents and people because we want it and we want it now, right?
• 17:17
  SPEAKER_04: Because of social media and everything else.
• 17:19
  SPEAKER_04: So nurturing looks like how do I keep showing up in front of them where they are all the time and making it to where I'm unforgettable, right?
• 17:27
  SPEAKER_04: So now that I've I'm giving them seller content, now I'm gonna nurture them with client testimonials, I'm gonna nurture them with my marketing materials, I'm gonna nurture them with community videos, I'm gonna nurture them with market updates, I'm gonna nurture them with just like cool stuff that I did that day.
• 17:42
  SPEAKER_04: I'm gonna do that via social media by paying, right?
• 17:46
  SPEAKER_04: I'm paying to have eyes on me, I'm paying to play, I'm paying for people to people to pay attention.
• 17:53
  SPEAKER_04: And on the top of that, I'm doing the exact same thing in my email, right?
• 17:56
  SPEAKER_04: So they're seeing me on social media.
• 17:57
  SPEAKER_04: Now they're in my, they're in my in my um my email as well.
• 18:01
  SPEAKER_04: So they're getting marketed that way.
• 18:03
  SPEAKER_04: And so now I've marketed them, I've generated leads, now I'm nurturing those leads.
• 18:08
  SPEAKER_04: Now the next step phase is conversion, right?
• 18:11
  SPEAKER_04: I'm gonna convert those leads so much easier because of the fact that I'm continuing to market them and nurture them with video content where I'm getting them to know me, right?
• 18:21
  SPEAKER_04: In order for me to be liked and to be to be seen, I've got to be known, right?
• 18:26
  SPEAKER_04: In order for me to position myself as the authority and the expert, I've got to constantly be adding value, showing them that I care, serving, not selling, giving as much content to them and being top of mind all the time.
• 18:38
  SPEAKER_04: So now when they're ready to take action, because they've seen me so much, I call it winning before you arrive, right?
• 18:44
  SPEAKER_04: I'm winning before I arrive every time I put a video in front of them, every time they see my content.
• 18:50
  SPEAKER_04: I'm just that much more positioning myself as the go-to expert that's doing something that nobody else in my area is doing, right?
• 18:58
  SPEAKER_04: So that makes conversion so much easier because I've already like been doing it the whole time beforehand.
• 19:05
  SPEAKER_04: Um, so now once we've done all those things, now it's like, okay, how do I make sure I give them the best fulfillment and delivery process?
• 19:11
  SPEAKER_04: How do I make sure that I give them everything I said and then some?
• 19:14
  SPEAKER_04: And we do that by having the right systems in place, right?
• 19:16
  SPEAKER_04: Like I know um exp has KV core.
• 19:19
  SPEAKER_04: I have my own method called the Major method, where it just, it's like landing pages, funnels, workflows, transaction management, lead pages, um, you name it.
• 19:28
  SPEAKER_04: And we literally just give them like we're just everything just seems so automated.
• 19:33
  SPEAKER_04: So I'm gonna personal emails, personal text messages.
• 19:36
  SPEAKER_04: Um, we have, you know, sellers' guides, buyers' guides, marketing plans.
• 19:40
  SPEAKER_04: I can just, you know, lists and lists of different tools that we give to sellers to help make the process easier.
• 19:48
  SPEAKER_04: Uh, a book that they can read.
• 19:49
  SPEAKER_04: I mean, a full-fledged book, right?
• 19:51
  SPEAKER_04: Like a whole anything you can imagine about the selling process we have.
• 19:55
  SPEAKER_04: So we hand them, we walk them through step by step so that we have the best fulfillment and delivery process.
• 20:01
  SPEAKER_04: Because you don't want to spend all this time, you know, marketing and generating leads and nurturing leads just so that when you get them, they don't have the best experience with you.
• 20:08
  SPEAKER_04: You want them to have the best experience.
• 20:10
  SPEAKER_04: And then once they're done with that experience, you want to make it to where you're still unforgettable.
• 20:15
  SPEAKER_04: They know how to refer you, you're showing up all the time, you're constantly nurturing them, you're getting more referrals from them, you're top of mind from them.
• 20:23
  SPEAKER_04: When they think about listening again, it's impossible for them not to want to list with you because you're you're constantly in their feed, right?
• 20:28
  SPEAKER_04: And that's what I call refer, retain, resell.
• 20:31
  SPEAKER_04: And you get that by having rituals and routines.
• 20:33
  SPEAKER_04: Again, being consistent, um, being ritualistic about getting your content out there, being ritualistic about making sure it's properly distributed so it's actually seen.
• 20:42
  SPEAKER_04: That's kind of how the whole sales cycle is.
• 20:44
  SPEAKER_04: And if you think about social media and video, it can be incorporated into every single aspect of the sales cycle.
• 20:50
  SPEAKER_04: I mean, video with marketing, 110%, right?
• 20:54
  SPEAKER_04: Video with lead generation, 110%.
• 20:56
  SPEAKER_04: Video and social media with lead nurture, absolutely 100%.
• 21:01
  SPEAKER_04: With conversion, video and social media, 110%.
• 21:04
  SPEAKER_04: It's it's incorporated in every single phase of the sales cycle to make your your business just flow like a steam engine.
• 21:11
  SPEAKER_04: I feel like I talked way too long there.
• 21:13
  SPEAKER_04: I didn't get to say anything, Dustin.
• 21:14
  SPEAKER_05: So I'm sorry, but I didn't want to interrupt.
• 21:16
  SPEAKER_05: That was perfect.
• 21:18
  SPEAKER_05: And I was taking notes because it's when you when you paint the picture that you just did, it it's like, okay, that system, when you get all the parts working together, it's not one plus one plus one equals three, it's one plus one plus one equals ten.
• 21:34
  SPEAKER_05: Like it just it just compounds the effectiveness over time.
• 21:38
  SPEAKER_05: And uh from my point of view, and correct me if if um if I'm wrong or if you disagree, I think the most important part there is beginning the nurture.
• 21:47
  SPEAKER_05: Um, now obviously you've got to get a lead.
• 21:50
  SPEAKER_05: You know, if there's no one to talk to, the rest is bullshit.
• 21:53
  SPEAKER_05: But so many agents, most of the agents that join my program and that I coach and train, they just And if they don't answer the first couple times or they don't respond to a text the first few tries, they just move on.
• 22:07
  SPEAKER_05: They don't have any systems in place to continue the follow-up, they have no systems in place for nurturing, and they believe that nurture means a text or an email or a phone call.
• 22:17
  SPEAKER_05: That that's the only thing that there is out there.
• 22:20
  SPEAKER_05: And I know because that's how I thought before I really started to learn about retargeting, also known as nurturing.
• 22:26
  SPEAKER_05: So do you believe that the nurturing is really like the magic that makes it all work?
• 22:31
  SPEAKER_05: Or is there a different part that you know what do you think about that?
• 22:35
  SPEAKER_05: Or is it all kind of equally important?
• 22:37
  SPEAKER_04: I think they're all very important, but I think what you're saying is a dead spot on, right?
• 22:42
  SPEAKER_04: Is that the nurturing is the hardest part and it takes the longest.
• 22:46
  SPEAKER_04: And that's what agents are the weakest at.
• 22:49
  SPEAKER_04: And so that's why this works so well is because when you're putting this content out there, I call it views while you snooze.
• 22:54
  SPEAKER_04: My content is working for me while I'm sleeping, while I'm on vacation.
• 22:58
  SPEAKER_04: People will binge me, right?
• 23:00
  SPEAKER_04: And so it's to the point where, like, I mean, think about it.
• 23:03
  SPEAKER_04: You know, I've sold over 100 years, like 20 years straight, except for last year, we did 90 because I'm only working five hours a week on my business.
• 23:11
  SPEAKER_04: I mean, we did over a million dollars in real estate, not with a huge team.
• 23:15
  SPEAKER_04: It's my brother, right?
• 23:16
  SPEAKER_04: Who acts as me, uh a transaction coordinator and a marketing person.
• 23:20
  SPEAKER_04: That's it.
• 23:21
  SPEAKER_04: No other, no other agents, right?
• 23:23
  SPEAKER_04: 90 deals.
• 23:24
  SPEAKER_04: And that's usually that's how it's been for me before I was coaching.
• 23:27
  SPEAKER_04: It was always me, an assistant in TC.
• 23:29
  SPEAKER_04: Um, and we did 150, 160, 170 homes from this system.
• 23:34
  SPEAKER_04: It's all about, you know, being seen as a community market leader, getting the content out there, making sure I'm constantly getting, I mean, every video that we produce gets 400, 500, 700 hours of watch time, 150, 170,000 people reached, right?
• 23:48
  SPEAKER_04: 2,000, 6,000 comments, likes, and shares.
• 23:52
  SPEAKER_04: Now imagine me going on a listing appointment and being like, hey, Mr.
• 23:55
  SPEAKER_04: and Mrs.
• 23:55
  SPEAKER_04: Seller, the reason why I utilize me is because I use a highly disruptive digital marketing strategy, which no other agents are using.
• 24:01
  SPEAKER_04: They might say they're posting on Facebook or using social media, but if you look here, here's the difference of doing it right and doing it wrong.
• 24:07
  SPEAKER_04: And I'll show like my competitors, they've got like five views, 100 views, and I've got like 18,000, right?
• 24:13
  SPEAKER_04: In one week.
• 24:13
  SPEAKER_04: And they're and I'm like, and then look at this, look at these five last properties I listed, and I'll show, you know, 700 hours, 500 hours, 138,000 views, you know, 6,000 clicks, and they're just like, holy moly! And then I remind them, well, I don't do any of this, a video does before I go on listing equipment.
• 24:28
  SPEAKER_04: I I send a 17-minute long video that talks all about social media and the questions you should ask and what you should be looking for and the kind of results that using social media will do for you.
• 24:37
  SPEAKER_04: And I remind them that according to the National Association of Realtors, 67% of buyers will walk through home they see online.
• 24:44
  SPEAKER_04: So imagine like me showing them, hey, here's Zillow.
• 24:47
  SPEAKER_04: Zillow got, you know, 1,100 hits on this one, and here's my marketing.
• 24:51
  SPEAKER_04: We got 27,000 hits, right?
• 24:54
  SPEAKER_04: And it's like when I can show them that and just show them pages of this kind of marketing from homes that are exactly like theirs.
• 25:00
  SPEAKER_04: And then I remind them that buyers typically are looking, you know, to take action three to six months prior.
• 25:06
  SPEAKER_04: So I'll be marketing their listing that's similar to the listings I had three to six months prior to buyers who were interacting three to six months prior, plus people locally and out of there that are doing it now.
• 25:15
  SPEAKER_04: It's just a whole different conversation that I'm having than what my competitors are.
• 25:19
  SPEAKER_04: So, you know, it it it helps us get a higher price commission, a higher price listing.
• 25:24
  SPEAKER_04: Um, and it's just like the commissioning question doesn't really come up because we're not a commodity.
• 25:29
  SPEAKER_04: We're doing things that just people aren't doing, right?
• 25:32
  SPEAKER_04: And then agents aren't even talking about that.
• 25:33
  SPEAKER_04: So when I, you know, have competition, I'm talking about all like they see my 17-minute long video before I even get there, they're like, holy crap, like yes, like where do we sign?
• 25:42
  SPEAKER_04: Like you're our girl.
• 25:43
  SPEAKER_04: You know what I mean?
• 25:44
  SPEAKER_05: There's two ways that two directions I want to take this.
• 25:47
  SPEAKER_05: So, first off, that video that you send ahead of time sounds absolutely genius.
• 25:53
  SPEAKER_05: Um, but I there's so many agents that I talk to that they they believe that all their social media knowledge and expertise is for them.
• 26:02
  SPEAKER_05: Like it's it's just what an agent does behind the scenes, and they never share it with sellers.
• 26:07
  SPEAKER_05: They don't share it with the public, they don't educate because they're like that, well, that's just what we do behind the scenes to promote a listing.
• 26:13
  SPEAKER_05: But what you do is the opposite.
• 26:15
  SPEAKER_05: You're educating the sellers on how this works, right?
• 26:18
  SPEAKER_05: Can you talk about that 17-minute video?
• 26:20
  SPEAKER_04: Yeah.
• 26:21
  SPEAKER_04: So basically it's it shows them all the things that we do and what traditional type agents are doing and why the way the way we're doing it is so much more effective, right?
• 26:33
  SPEAKER_04: Like we'll say things like, hey, you know, we from our extensive research, um, we found that less than 1% of agents are are utilizing social media correctly.
• 26:42
  SPEAKER_04: They're doing things like posting on their business page and posting on their personal page.
• 26:45
  SPEAKER_04: However, based upon the algorithm, no one is seeing it.
• 26:49
  SPEAKER_04: We actually should teach people how to, and we do, how to actually market it so that not just your friends and family and your dog is seeing it, but your like the whole entire community is seeing it, people both locally and out of the area, right?
• 27:00
  SPEAKER_04: And we'll show we show them.
• 27:02
  SPEAKER_04: So we'll show them how we utilize geographic targeting, how we target people in the area and out of there, how we retarget.
• 27:09
  SPEAKER_04: And I mean, it's like it's all about digital marketing.
• 27:12
  SPEAKER_04: We talk about how we don't do open houses and why they're not effective and how we utilize virtual online open houses instead.
• 27:17
  SPEAKER_04: And it's all about stats and data.
• 27:19
  SPEAKER_04: Um, and and it makes them rethink things, right?
• 27:23
  SPEAKER_04: So if somebody says they're utilizing social media, make sure they're showing you results like these, and we'll show them like the video shows like here's you know, five different properties that we had with like 500 videos, 500 hours of watch time, 700 hours of watch time.
• 27:35
  SPEAKER_04: And so we're and we're showing them like, hey, see right here where it says 197,000 people, that's how many people saw this ad, right?
• 27:42
  SPEAKER_04: And so the whole thing is like pointing and arrows and just like explaining um how you know open houses are great, but they're really for looky los and your neighbors.
• 27:50
  SPEAKER_04: If real serious people have buyers that are qualified, and we find you those qualified buyers and bring them there so you don't have to do the things that were done, you know, 20 years ago because we didn't have the internet and and social media.
• 28:02
  SPEAKER_04: So it's it's basically, and I don't want this to sound wrong, but it's discrediting what the traditional agent says they're doing.
• 28:08
  SPEAKER_04: It's showing why all those things just aren't effective anymore.
• 28:11
  SPEAKER_04: They really don't work, and they're only being done because they haven't trained themselves in these types of digital marketing strategies.
• 28:19
  SPEAKER_05: Well, it's that works because you're you're educating and training the seller at the same time that not all social media efforts are created equal.
• 28:28
  SPEAKER_05: Because if that was the case, uh, I mean, any agent could show up and say, We use social media and we'll put your property on social.
• 28:34
  SPEAKER_05: Well, that could be posting your stupid listing flyer literally as the the PDF flyer as an Instagram post.
• 28:41
  SPEAKER_05: And you get two views, and one of them was your mother-in-law out of courtesy.
• 28:45
  SPEAKER_05: Yeah, and you know, that's using social media, that's promoting the the listing, but that's not the same as what you do.
• 28:51
  SPEAKER_05: It's you're you're not uh you're getting you know 20,000, 25,000 views on a listing video and open houses and all this stuff.
• 28:58
  SPEAKER_05: So what has educating the seller done for you in far as far as like your conversion on on listings?
• 29:07
  SPEAKER_05: I I imagine it's gone through the roof, right?
• 29:10
  SPEAKER_04: Yeah, it's um we rarely lose on a listing.
• 29:12
  SPEAKER_04: And I mean, when I say rarely, it's like especially when I was doing it.
• 29:16
  SPEAKER_04: I mean, I my team is always like, I've never seen somebody convert like you do.
• 29:20
  SPEAKER_04: And I'm like, I already converted before I even got there.
• 29:23
  SPEAKER_04: Like all the conversion happened before.
• 29:25
  SPEAKER_04: Like, I'm winning before I arrive.
• 29:26
  SPEAKER_04: Everything I do, I'm on a job interview.
• 29:28
  SPEAKER_04: So let me give you an example of what I do before I go on a listing appointment.
• 29:32
  SPEAKER_04: So, and again, now it's not me, but I drop off a copy of um, so first of all, when they request a CMA, okay, I drop the CMA off at the house, I knock on the door, if they don't answer, then I do a video message telling them to check their front porch.
• 29:48
  SPEAKER_04: There's a there's a CMA on there, and also check their email because I'm gonna go over the email.
• 29:52
  SPEAKER_04: So we've already gone over the CMA on an email on a Loom or Zoom and we actually review the CMA, okay?
• 29:58
  SPEAKER_04: I drop off a book called the Savvy Seller.
• 30:00
  SPEAKER_04: Um, I have one title that says, What to expect when selling your East County home, what to expect when selling your home, and what to expect when selling your Deer Ridge or Shadow Lakes home.
• 30:09
  SPEAKER_04: So depending if they're in my farm or in East County, they'll get one of those two books.
• 30:12
  SPEAKER_04: If they're not in my farm or in East County, they'll get just a generic book, right?
• 30:16
  SPEAKER_04: Which is not very many that actually not in those areas.
• 30:19
  SPEAKER_04: And then I drop off a marketing plan.
• 30:21
  SPEAKER_04: So they get, and this is the same process before listing.
• 30:25
  SPEAKER_04: Okay.
• 30:26
  SPEAKER_04: The only difference is if I'm trying to get people to raise their hand and say, hey, can I have a home evaluation?
• 30:31
  SPEAKER_04: I run the I run seller ads, then I send them to a seller open house funnel, a seller, I'm sorry, a seller funnel or a what's my home worth funnel.
• 30:39
  SPEAKER_04: Or I send them to a what's my homeworth funnel, where they they raise their hand and say, Yes, I want a CMA, then I send them to a seller seminar funnel that has like 27 videos on it, talks all about the selling process.
• 30:48
  SPEAKER_04: Okay.
• 30:49
  SPEAKER_04: When they say yes, I'd like a market analysis, then this is the process that I do.
• 30:54
  SPEAKER_04: This is the same process with the exception of dropping off the CMA that I do before I go on a listing presentation.
• 31:00
  SPEAKER_04: Okay.
• 31:01
  SPEAKER_04: If somebody wants a CMA, they get the CMA.
• 31:04
  SPEAKER_04: If somebody wants, if it's a listing appointment, I do not drop the CMA off.
• 31:08
  SPEAKER_04: But for both, I drop off the book, a seller's guide, a marketing plan.
• 31:15
  SPEAKER_04: And then for the list for the CMA, I do a review of the of the CMA.
• 31:19
  SPEAKER_04: I do not do a review of the CMA via video prior to going on to the listing equipment.
• 31:23
  SPEAKER_04: I just talk about that when I'm there.
• 31:25
  SPEAKER_04: Then I that information gets zapped into my CRM.
• 31:30
  SPEAKER_04: So they're now getting a digital copy of the book, a digital copy of the marketing plan, a digital copy of um the seller's guide.
• 31:37
  SPEAKER_04: And I send them the 17-minute listing presentation video for people who request a CMA and before I go on the listing equipment.
• 31:43
  SPEAKER_04: Okay.
• 31:44
  SPEAKER_04: Then I follow that up with a thank you card and then I future market to people that want a CMA.
• 31:51
  SPEAKER_04: Okay.
• 31:52
  SPEAKER_04: Also, the people that want a CMA, they also get testimonial videos from me.
• 31:57
  SPEAKER_04: They get marketing videos so they can see how I market.
• 31:59
  SPEAKER_04: And then they start getting community videos, market updates, you know, just information about us.
• 32:05
  SPEAKER_04: And the same happens with the listing, but but the people that want a listing appointment, okay, they get all that as well.
• 32:12
  SPEAKER_04: Then they get a card and a phone call, uh, reminding them a personal phone call from my team, reminding them of the appointment, and then a text message reminder the next day.
• 32:21
  SPEAKER_04: So it's like an 11-step process that we're doing before we go on a listing presentation, and like a 15-step process that we do when somebody requests a CMA to where it's like I get there and they're all, oh my God, no one did any of this stuff.
• 32:34
  SPEAKER_04: And I say, You're right.
• 32:36
  SPEAKER_04: And that's what you're gonna expect from me, a five-star review, five-star service from the second that you list with me.
• 32:41
  SPEAKER_04: And just understand if I'm doing all of this work, Mr.
• 32:43
  SPEAKER_04: and Mrs.
• 32:44
  SPEAKER_04: Seller, prior to actually gaining your business, imagine what it's gonna be like once I gain your business.
• 32:47
  SPEAKER_04: You haven't even paid me yet.
• 32:49
  SPEAKER_04: So, like I'm setting the stage for what they can expect because remember, anything and everything that you do is a representation of how you do business and what they can expect from you.
• 32:57
  SPEAKER_04: So I'm setting the precedence of I want a five-story view.
• 33:00
  SPEAKER_04: Number one, I'm gonna be requesting one, you're gonna give me one.
• 33:02
  SPEAKER_04: And number two, I'm over-delivering before you even, before you even get there.
• 33:07
  SPEAKER_04: And understand that that video, the videos that brought them into my funnel to begin with were helping me win before I arrive.
• 33:13
  SPEAKER_04: It was developing a relationship with them, it was positioning me as the expert.
• 33:16
  SPEAKER_04: It was showing that I'm different, it's showing my knowledge, value, and knowledge, right?
• 33:20
  SPEAKER_04: And then the listing presentation video, my God, like that's just it's you're a goner.
• 33:24
  SPEAKER_04: Like once you watch that, it's just like, oh my gosh, I'm hiring you, right?
• 33:28
  SPEAKER_04: Right.
• 33:28
  SPEAKER_04: And people ask me, Christy, can I see the video?
• 33:30
  SPEAKER_04: And I'm like, no, you can't, because you can't do you have to be trained and taught how to do all the things that are in the video, or you can't give them the video, right?
• 33:37
  SPEAKER_04: It's like, it's like you have to learn how to do all those things to be able to even speak to it.
• 33:41
  SPEAKER_04: So um it's pretty cool.
• 33:45
  SPEAKER_05: It is, and it's it's a lot, but that's what works.
• 33:48
  SPEAKER_05: I mean, they're they're being overwhelmed with your expertise, overwhelmed with your professionalism, your credibility, your uh they're like, okay, this is this is the one.
• 34:00
  SPEAKER_05: Like Krista's the pro, obviously, because everyone else is just showing up with a little printed CMA, or they'll email the CMA.
• 34:07
  SPEAKER_04: Yes.
• 34:07
  SPEAKER_05: Yeah.
• 34:08
  SPEAKER_04: Is this is your is this podcast, is it just just the words, or um, can you are they seeing the video too?
• 34:15
  SPEAKER_05: On YouTube, yeah, we'll have the video on YouTube.
• 34:17
  SPEAKER_04: If you want, I can show like I need they can hear it too, but I can like I can do a three-minute, like a two and a half minute example of the video.
• 34:23
  SPEAKER_04: Would that help?
• 34:25
  SPEAKER_04: Okay, so if you can let me share my screen, I'll I'll do that.
• 34:28
  SPEAKER_05: Should be good.
• 34:30
  SPEAKER_04: Okay, here we go.
• 34:32
  SPEAKER_05: So, guys, if you were if you want to see this, just go over to YouTube and watch it.
• 34:36
  SPEAKER_05: But you should be subscribed already.
• 34:37
  SPEAKER_02: So, yes, subscribe.
• 34:39
  SPEAKER_05: Seriously, okay.
• 34:42
  SPEAKER_03: Your home deserves it, and your home deserves maximum exposure.
• 34:46
  SPEAKER_05: We need to that's your brother.
• 34:51
  SPEAKER_03: We do this by thinking outside of the box and by using a highly comprehensive digital marketing strategy that we have yet to see any other agents utilize in our area.
• 35:00
  SPEAKER_03: We focus on innovation, technology, video, and social media.
• 35:04
  SPEAKER_03: And here's the kicker and where most agents fail.
• 35:07
  SPEAKER_03: We use them the right way.
• 35:09
  SPEAKER_03: Now, what do I mean by the right way?
• 35:11
  SPEAKER_03: Well, according to the National Association of Realtors, only 16% of agents are using social media.
• 35:17
  SPEAKER_03: But from my extensive research, we found that less than 1% across the nation are actually using it correctly.
• 35:23
  SPEAKER_03: Many agents are using the buzz term if they use social media and technology.
• 35:28
  SPEAKER_03: However, agents who have not been trained in this comprehensive digital marketing strategy are just doing things like posting on their personal page or posting on their business page.
• 35:38
  SPEAKER_03: But that just is not enough.
• 35:40
  SPEAKER_03: You see, Facebook is a business and they make their money from people advertising on Facebook.
• 35:46
  SPEAKER_03: So to properly expose your property, you have to run ad campaigns.
• 35:50
  SPEAKER_03: This ensures that massive amounts of people actually see your home.
• 35:54
  SPEAKER_03: Here are just a few examples of what I mean by this.
• 35:57
  SPEAKER_03: If you look at the number right here, you'll see where it says reach.
• 36:00
  SPEAKER_03: Well, that's the number of people that are actually seeing this advertisement for this home.
• 36:05
  SPEAKER_03: Can you imagine the power of having over 132,000 people actually seeing your home online?
• 36:12
  SPEAKER_03: And here's another example showing 76,000 views.
• 36:16
  SPEAKER_03: That's a lot, isn't it?
• 36:17
  SPEAKER_03: We create amazing landing pages of our homes on social media and we use video when doing so.
• 36:23
  SPEAKER_03: According to Orion 21, landing pages with video have up to 800% more convergence than the same landing page without a video.
• 36:32
  SPEAKER_03: Here's another crazy statistic I think you should hear about.
• 36:35
  SPEAKER_03: According to the National Association of Realtors, 67% of buyers are going to walk through a home that they see online.
• 36:42
  SPEAKER_03: So you can only imagine how important it is that I expose your home to as many prospective buyers online as I can.
• 36:50
  SPEAKER_03: Because if 67% of people that see your home are likely to walk through it, then it's my fiduciary obligation to make sure that I expose your home to the masses.
• 36:59
  SPEAKER_03: Also, we can target your specific home to people both locally and out of the area.
• 37:04
  SPEAKER_03: This is called geographic detailed targeting.
• 37:07
  SPEAKER_03: We do this not only on Facebook, but also on various other social media platforms.
• 37:11
  SPEAKER_03: Here's another example of just a few properties that we advertised, and you can see the amount of hours that people were watching the videos.
• 37:19
  SPEAKER_03: That's so much more powerful than just doing an open house, which typically only attracts looky loo buyers and, of course, your neighbors, right?
• 37:26
  SPEAKER_04: So that's an example of like, so that's three minutes of the 17-minute video that we give, and the whole thing is just all about that, like showing how we do, you know, virtual open houses and use 3D technology and how we take that and actually position it to where it's actually being seen.
• 37:42
  SPEAKER_04: Because it's great to do all those things, but if nobody sees it, and that's what most agents don't understand, is that the reason why their video isn't working or the social media is not working is they're not they're not investing in themselves and investing in learning how to do it right to actually get it exposed.
• 37:55
  SPEAKER_04: If you can create video content every single week, two to three videos, and you run an ad behind it and you properly distribute it.
• 38:02
  SPEAKER_04: I mean, imagine the power of getting three, four, five, six, seven hundred hours every week of a video being seen.
• 38:08
  SPEAKER_04: It's just a matter of time before you start to, and perception is reality, right?
• 38:13
  SPEAKER_04: This will work for a brand new agent who's never sold a house before.
• 38:16
  SPEAKER_04: In fact, we had a we had an agent, her name was Sue La Fave.
• 38:18
  SPEAKER_04: She got voted best realtor in her, and like really cruelly voted best realtor.
• 38:22
  SPEAKER_04: And she was not, you know, pimping for the business because she hadn't sold a house yet before selling a house.
• 38:27
  SPEAKER_04: And she's like, oh my God, I want best realtor.
• 38:29
  SPEAKER_04: And she just actually messaged me and she's like, I just had a six-figure quarter.
• 38:32
  SPEAKER_04: Like in four months, I made six figures, Krista.
• 38:35
  SPEAKER_04: And the reason being is because she was doing all the things we taught her, creating her community videos, creating, you know, videos about like what's happening in the area, market updates, you know, seller tips, fire tips, interviewing local businesses, like doing the strategy that we have.
• 38:49
  SPEAKER_04: And so people perceive her as doing business.
• 38:51
  SPEAKER_04: Now she's top of mind.
• 38:53
  SPEAKER_04: They're getting to know her, right?
• 38:54
  SPEAKER_04: They're they're thinking that she's just doing all this business real estate.
• 38:58
  SPEAKER_04: She's talking about it all the time.
• 38:59
  SPEAKER_04: And now she is that agent, right?
• 39:01
  SPEAKER_04: That she that she was perceived to be.
• 39:03
  SPEAKER_04: Um, most people, when they're when they're posting, no one's seeing it.
• 39:07
  SPEAKER_04: Like their mom is seeing it, their friends.
• 39:09
  SPEAKER_04: That's how these platforms work.
• 39:10
  SPEAKER_04: If you're interacting, you're seeing it, unless you're paying an advertising budget.
• 39:14
  SPEAKER_04: And so many agents, you know, uh, they just destined, they don't think about their business like this.
• 39:19
  SPEAKER_04: They don't think about their business and how important marketing is and how if they market themselves properly and invest in getting that exposure for themselves and their clients.
• 39:29
  SPEAKER_04: So when I'm doing these property videos that are getting all this watch time, I'm also marketing myself.
• 39:34
  SPEAKER_04: I'm like showing the world, you know, it's great for my clients.
• 39:37
  SPEAKER_04: I'm doing my discipline obligation, but I'm also marketing me.
• 39:40
  SPEAKER_04: And so you got to think about that.
• 39:42
  SPEAKER_04: You know, you're it's just, and that's why it works so well.
• 39:44
  SPEAKER_04: And that's and it's hard, right?
• 39:45
  SPEAKER_04: Like doing videos is difficult.
• 39:47
  SPEAKER_04: It takes, you got to get out of your head.
• 39:48
  SPEAKER_04: I always tell people progress, not perfection, be perfectly imperfect and just take action, just do and be consistent.
• 39:54
  SPEAKER_04: And before you know it, it'll be like, what the heck happened?
• 39:57
  SPEAKER_04: You know, but most agents give up before they see the results and uh they're not willing to invest in themselves, which is just so crazy to me because we, I mean, God, I made like just under two million, like 1.8 million, I think is the best year I ever had in real estate.
• 40:11
  SPEAKER_04: I mean, how many doctors or attorneys or lawyers do you know that make$1.8 million a year?
• 40:15
  SPEAKER_04: Like they don't.
• 40:16
  SPEAKER_05: No, and their their quality of life is awful, they're always at the hospital.
• 40:20
  SPEAKER_04: Yeah, and they gotta they take they gotta go to school for 13 years and they gotta, you know, spend you know, million dollars getting it to make you know three or four hundred thousand.
• 40:28
  SPEAKER_04: Realtors can make so much more than that, but they don't invest in the skill and strategy to get them there.
• 40:34
  SPEAKER_04: So it's just crazy to me.
• 40:36
  SPEAKER_05: And they don't see themselves as a business.
• 40:39
  SPEAKER_05: Yeah, I didn't.
• 40:40
  SPEAKER_05: It took me four or five years before I was like, uh, like it I had a mindset shift eventually, but honest, honest to god, Krista, had I seen this and just heard you run through the sales cycle and then talk about your pre-listing strategy and everything, had I heard that in the beginning of my career, I don't my life would be completely different.
• 41:02
  SPEAKER_05: I because my the first half of my career was nothing but struggle, because I just didn't have like I didn't know what I didn't know, and I didn't have any mentors that knew what the hell they were doing either, as far as really scaling a profitable, successful real estate business.
• 41:19
  SPEAKER_05: And most agents, most agents that I talk to that are part of my coaching group and on my team, they they want to do these things, they just don't know where to start.
• 41:29
  SPEAKER_05: But what I love about what you just did, Krista, you just took away their excuse of I don't know what to do.
• 41:34
  SPEAKER_05: You literally just told them what the hell to do, every single thing.
• 41:38
  SPEAKER_05: Now the only variable is are they gonna do it?
• 41:40
  SPEAKER_05: And it yes, it's hard.
• 41:42
  SPEAKER_05: It's hard.
• 41:43
  SPEAKER_05: Being successful is hard, but you know what's harder?
• 41:46
  SPEAKER_05: Struggling, you know, being broke, not being able to pay your bills.
• 41:50
  SPEAKER_05: That's hard.
• 41:51
  SPEAKER_05: That's hard.
• 41:52
  SPEAKER_05: Just it's a different hard.
• 41:53
  SPEAKER_05: So I appreciate you laying that out in such detail, and it's a lot of work, but um, I let me get this from you.
• 42:02
  SPEAKER_05: I imagine that you personally were not sitting there in your office at 1:30 in the morning typing all this stuff out, right?
• 42:08
  SPEAKER_05: I assume you had some help to implement it, yes?
• 42:11
  SPEAKER_05: So typing the video out and the whole system, the whole pre-listing, you know, the the 11 steps or the 15 steps.
• 42:18
  SPEAKER_04: So that that was all me, truth be told.
• 42:19
  SPEAKER_04: Yeah, that's 100% me.
• 42:21
  SPEAKER_04: Like I create all my videos, all the content.
• 42:23
  SPEAKER_04: Um, but you do it once and then it's done, right?
• 42:25
  SPEAKER_04: Because I used to do this.
• 42:26
  SPEAKER_04: So I did this strategy before I coached it.
• 42:28
  SPEAKER_04: Now I coached it, but that's why it was so hard to beat me because the strategy I just went over, I've been doing for years, right?
• 42:34
  SPEAKER_04: Those types of things, right?
• 42:36
  SPEAKER_04: So it's like when I'd show up on a listening room, I'd see other top producers like, Well, you know, you do that, like there's they're when you're doing fair people, and I'd be like, Hey, like, I I mean god, I rarely would lose it.
• 42:45
  SPEAKER_04: Like, I remember losing one time, they're like, Chris, you just have too much energy for me.
• 42:48
  SPEAKER_04: And my grandma is like 97, and she she'll probably have a heart attack, you know, if we hire you.
• 42:52
  SPEAKER_04: But I mean, I my my close ratio was like over 99%.
• 42:56
  SPEAKER_04: Like, it's just because you can't refute, like I'm winning before I arrive every single time I do a video.
• 43:03
  SPEAKER_04: I drop off the CMA, I review it, I send a text message, I drop off the book, I drop off the market.
• 43:08
  SPEAKER_04: It's just I'm just like up in my chances of getting it, right?
• 43:11
  SPEAKER_04: And by the time I send that listing presentation video, like it's all over.
• 43:14
  SPEAKER_04: If I just did that, but when I when I deliver my book, and the book was written by me and a New York Times best-selling author, it's not one of those cheesy generic books.
• 43:22
  SPEAKER_04: It's all about digital marketing, why you do things with examples.
• 43:25
  SPEAKER_04: It's like it's written in a way to like just crush it.
• 43:27
  SPEAKER_04: And I'll tell you what, people watch that video.
• 43:29
  SPEAKER_04: We can track it.
• 43:30
  SPEAKER_04: They they always watch it and they read that book because it's their most valued asset.
• 43:35
  SPEAKER_04: And they can tell when they interview with my team that we take it just as serious as them, right?
• 43:41
  SPEAKER_04: Because they've done all these things.
• 43:42
  SPEAKER_04: And it's it's a huge deal.
• 43:44
  SPEAKER_04: And we treat it as such.
• 43:46
  SPEAKER_04: And uh, you know, I will just say like, if I have what I if I have what I teach when I got into business, I can only imagine.
• 43:53
  SPEAKER_04: You know, I mean, it it would have been crazy.
• 43:55
  SPEAKER_04: I've had to learn and I've spent hundreds of thousands of dollars.
• 43:58
  SPEAKER_04: I don't hire real estate coaches, I hire Digital marketing coaches and sales copy coaches, and you know, these different types of coaches that, and I've taken all this information and put it into a business in a box for agents, you know, um, and it just it catapults their career.
• 44:12
  SPEAKER_04: I mean, it catapults people's career, but it's it's an investment of time and energy and money, obviously.
• 44:16
  SPEAKER_04: Um, but it's like you said, it's either going to be hard, hard now or and easy later, or easy now and hard later.
• 44:23
  SPEAKER_04: You don't meet many agents.
• 44:24
  SPEAKER_04: Like I do these trainings and I'll say, How many of you would say that you are hard workers?
• 44:28
  SPEAKER_04: And everybody raises their hand.
• 44:30
  SPEAKER_04: And then I'll say, How many of you are wealthy?
• 44:32
  SPEAKER_04: And like maybe one hand out of 100 or 200 will go up, right?
• 44:36
  SPEAKER_04: Because hard work does not always equate to wealthiness.
• 44:39
  SPEAKER_04: And so we need to learn to work smart, not hard, right?
• 44:43
  SPEAKER_04: It's hard in the beginning, it's smart later when you put all the systems and processes in place so that you can actually have your life back.
• 44:49
  SPEAKER_04: So, my goal is to help.
• 44:51
  SPEAKER_04: In fact, I'll read it to you.
• 44:52
  SPEAKER_04: So I'll just start from here.
• 44:53
  SPEAKER_04: I'm a leader, I positively affect every life that I touch, I make a difference in the world.
• 44:57
  SPEAKER_04: I uplift and upbuild those around me.
• 44:59
  SPEAKER_04: I help others achieve more in life and have more financial freedom and time.
• 45:02
  SPEAKER_04: I am building community market leaders across the country who make an impact on their communities and who are go givers.
• 45:07
  SPEAKER_04: Like this is what it's all about.
• 45:09
  SPEAKER_04: But, you know, it it's it's and you're right, most people, you'll tell them what to do.
• 45:14
  SPEAKER_04: You can Google anything.
• 45:15
  SPEAKER_04: You can Google everything that I just said.
• 45:18
  SPEAKER_04: But actually sticking to it is where the coaching and the accountability and support comes in.
• 45:22
  SPEAKER_04: Because when you we want to stop because we don't see the results, but when you see other people succeeding, it's like they're breaking the four-minute mile in front of you every single day.
• 45:30
  SPEAKER_04: It gives you more reason to want to keep going.
• 45:32
  SPEAKER_04: And so so many people are like just three feet from gold and they give up right before it's about to go crazy, you know, because they don't have somebody saying, You keep going, you've got this, you can do it, you can do it.
• 45:43
  SPEAKER_04: And so that's I think why coaching is so important.
• 45:45
  SPEAKER_04: That's what I found, anyways.
• 45:47
  SPEAKER_05: It speeds up the the well, it eliminates the learning curve.
• 45:50
  SPEAKER_05: You can just like you find someone who has what you want.
• 45:53
  SPEAKER_05: And by the way, don't just look at the results on paper, look at their life, look at their lifestyle.
• 45:58
  SPEAKER_05: You don't want somebody that has no time, their family hates them, but they sell 200 homes a year.
• 46:03
  SPEAKER_05: Yeah, you're not really someone to look up to.
• 46:05
  SPEAKER_05: You can there's plenty of people out there that have both or that have all of it.
• 46:09
  SPEAKER_05: So pick the right mentor or coach and just hire them and boom, they just feel like here, do these things.
• 46:17
  SPEAKER_05: And instead of you figuring it out over five years, you implement it in 60 days or five months.
• 46:23
  SPEAKER_02: Yes.
• 46:24
  SPEAKER_05: So true.
• 46:26
  SPEAKER_05: It's funny to me when people like, well, a coach or a mentor or uh taking a course, it's so expensive.
• 46:31
  SPEAKER_05: I'm like, if you it's it's literally the most expensive thing you do to not, I know because for years I was too cheap to take a course or hire a coach, I would just do YouTube university.
• 46:45
  SPEAKER_05: I would just Google shit and watch YouTube videos and then trial and error, specifically with Facebook ads.
• 46:52
  SPEAKER_05: And had I just had someone to show me the ropes in like 30 days, and let's say I paid him a thousand bucks or two thousand, whatever, I would have made so much more money by selling so many more homes in a short, shorter period of time that that was one of the most expensive mistakes I made thinking that I was saving money.
• 47:11
  SPEAKER_04: Yeah, it's crazy too.
• 47:12
  SPEAKER_04: Like if you if you want to go to Harvard or whatever, you're paying between$55 and$70,000 a year to go to Harvard, Stanford, Cornell, all those things.
• 47:20
  SPEAKER_04: And the average graduate makes around$60,000 when they graduate from that from the university.
• 47:26
  SPEAKER_04: After 12 years of experience of working in their profession, they make around$85,000 a year.
• 47:31
  SPEAKER_04: The average person that graduates from Harvard, Cornell, all of those things.
• 47:34
  SPEAKER_04: You can make that I've made that in a day.
• 47:36
  SPEAKER_04: Like you can make that in in real estate if you just so it's like, why don't people invest?
• 47:42
  SPEAKER_04: And um, I just it boggles me.
• 47:44
  SPEAKER_04: I mean, I I was in a foster home and I had to pay for my own college, and I got a loan.
• 47:49
  SPEAKER_04: I got a loan, put it on a credit card.
• 47:50
  SPEAKER_04: It was the best thing I ever did because it got me on a like to realize how important education was and investing in myself.
• 47:57
  SPEAKER_04: And so I just wrote a check for 50 grand, you know, a week and a half ago to join my inner circle again.
• 48:01
  SPEAKER_04: I've it's I've been it now in my fourth year in a row.
• 48:04
  SPEAKER_04: Um, and I've done well over that in the past six months on other coaching programs.
• 48:08
  SPEAKER_04: And that's why, you know, I have all my words back there because I I invest in myself to learn to get where I'm at.
• 48:14
  SPEAKER_04: So it helps.
• 48:16
  SPEAKER_05: It it's everything.
• 48:17
  SPEAKER_05: And I I just I'm having flashbacks really to the mindset that I had when I was struggling.
• 48:23
  SPEAKER_05: And I'm like, I why would I pay a coach when I could just Google it, when I could just watch YouTube?
• 48:29
  SPEAKER_05: I didn't have anyone in my life who was where I wanted to be.
• 48:32
  SPEAKER_05: That's like, no, no, no, you have it backwards.
• 48:35
  SPEAKER_05: You think that you can't afford to to hire the coach or take the course.
• 48:38
  SPEAKER_05: You literally can't afford not to.
• 48:40
  SPEAKER_05: So borrow the money, put it on credit, uh, go sell some stuff and you know, do it.
• 48:45
  SPEAKER_05: And I didn't have anyone to do that.
• 48:47
  SPEAKER_05: And so I just did what I thought made sense because it's logical, right?
• 48:51
  SPEAKER_05: It's like if I don't have money to spend, then I can't go spend$2,000 on that course.
• 48:57
  SPEAKER_05: So that's logical, but it's also incorrect.
• 49:01
  SPEAKER_05: And I just didn't have anyone.
• 49:03
  SPEAKER_05: But had I hired the coach, that would have been the person that's been like, no, no, no, your thinking's backwards, you're wrong, and off to the races.
• 49:11
  SPEAKER_05: I know that now because over the last six to nine months, I've I've hired some coaches, I've I've taken some trainings that you know, but 10, 20, 30k.
• 49:21
  SPEAKER_05: And there's something also about writing the big check.
• 49:24
  SPEAKER_01: Oh, yeah.
• 49:25
  SPEAKER_01: You pay attention.
• 49:27
  SPEAKER_05: Absolutely.
• 49:27
  SPEAKER_01: You pay attention to what you pay for.
• 49:29
  SPEAKER_05: You do, you do.
• 49:30
  SPEAKER_05: And if it was free, it's like it's easy to blow off, it's easy to not not uh make it top priority.
• 49:36
  SPEAKER_02: Yeah.
• 49:37
  SPEAKER_05: So man, it it's just an interesting conversation, it really is.
• 49:40
  SPEAKER_05: And and so I'm glad that there's people like you out there that can spread this message, and there's podcasts that get it in the in the hands of or in the ears of other agents who are where we were because they need to know this stuff.
• 49:53
  SPEAKER_05: And if they don't have a someone in their office or in their life, they're just gonna keep doing the same shit and getting the same results.
• 49:59
  SPEAKER_05: And that's that's it doesn't have to be that way.
• 50:02
  SPEAKER_04: Yeah, we should tell people listening to make sure you go back and listen to the other podcast I was on on his.
• 50:08
  SPEAKER_04: What what number was it?
• 50:08
  SPEAKER_04: Do you remember?
• 50:09
  SPEAKER_05: Episode 120.
• 50:10
  SPEAKER_05: Uh no, sorry, sorry, episode 110 from January 20 2020.
• 50:14
  SPEAKER_05: It's called How One Agent Sold Over 2,000 Homes by Being Different.
• 50:18
  SPEAKER_04: Oh, I like that.
• 50:19
  SPEAKER_04: That's cool.
• 50:20
  SPEAKER_05: We'll link it up in the in the show notes.
• 50:22
  SPEAKER_05: So wherever you're listening, or if you're watching on YouTube, just go to the show notes and we'll have a link to the first episode because that one was really, really good as well.
• 50:30
  SPEAKER_04: Thanks for having me on here, Justin.
• 50:32
  SPEAKER_04: It was great.
• 50:32
  SPEAKER_04: I love your energy.
• 50:33
  SPEAKER_05: Thank you.
• 50:33
  SPEAKER_05: No, this is fun.
• 50:34
  SPEAKER_05: Krista, you are awesome.
• 50:36
  SPEAKER_05: It's no surprise that you're taking the industry by storm and you're in my news feed every freaking time I open Facebook.
• 50:41
  SPEAKER_05: So congratulations, you're doing it right.
• 50:44
  SPEAKER_05: Um, I just appreciate you laying it all out there and giving agents the blueprint.
• 50:49
  SPEAKER_05: I just implore them to take action.
• 50:51
  SPEAKER_05: If you if you need help, what I was getting at earlier when I was saying probably wasn't you sitting there hammering it all out.
• 50:58
  SPEAKER_05: Well, if you if you don't want to do that, then hire an assistant, like hire a virtual assistant, somebody that can help do some of the the tasks that you personally don't need to do.
• 51:08
  SPEAKER_05: You personally need to record the videos, you personally need to direct them on what to do, but they can compile it and they can post it for you and put it together in Kajabi or ClickFunnels or whatever.
• 51:19
  SPEAKER_05: But you you've got to do it.
• 51:21
  SPEAKER_05: And and the blueprint's there.
• 51:23
  SPEAKER_05: You shared it with us.
• 51:24
  SPEAKER_05: So thank you so much, Krista.
• 51:25
  SPEAKER_05: That was awesome.
• 51:27
  SPEAKER_04: You're welcome.
• 51:28
  SPEAKER_04: You're welcome.
• 51:29
  SPEAKER_05: Krista, um, I will talk to you soon.
• 51:31
  SPEAKER_05: Maybe I'll see you in Cabo.
• 51:32
  SPEAKER_04: Yeah, but don't forget.
• 51:33
  SPEAKER_04: Remember, you were gonna tell me where they could find more about me.
• 51:36
  SPEAKER_05: Of course.
• 51:36
  SPEAKER_05: And I also forgot the rapid fire questions because I I just got too excited.
• 51:40
  SPEAKER_05: So let's do the rapid fire, and at the end, we'll let everyone know where they can find you.
• 51:44
  SPEAKER_04: And you'll put that in the show notes too, right?
• 51:46
  SPEAKER_05: Always okay, great.
• 51:48
  SPEAKER_05: Yep, we'll link to your social media.
• 51:50
  SPEAKER_05: Uh, social media, I want to call them bios, profiles.
• 51:53
  SPEAKER_04: Yeah, because I have a two-day event they can go to, and it like literally I break this stuff down in massive detail.
• 51:59
  SPEAKER_04: So it'll be good for them.
• 52:00
  SPEAKER_05: Awesome.
• 52:00
  SPEAKER_05: We'll absolutely do a direct link to that.
• 52:02
  SPEAKER_05: Okay, let me pull up my notes.
• 52:04
  SPEAKER_05: Seriously, I got too excited and I completely forgot my own show's format.
• 52:08
  SPEAKER_05: Um, fantastic.
• 52:10
  SPEAKER_05: Okay, rapid fire, pick one or the other.
• 52:12
  SPEAKER_05: You can elaborate if you want to, you don't have to.
• 52:15
  SPEAKER_05: And then um, yeah, Facebook or Instagram.
• 52:18
  SPEAKER_01: Facebook.
• 52:20
  SPEAKER_05: Um, Facebook or LinkedIn.
• 52:23
  SPEAKER_01: Uh Facebook.
• 52:24
  SPEAKER_05: Okay.
• 52:25
  SPEAKER_05: Books or podcasts?
• 52:27
  SPEAKER_01: Oh gosh.
• 52:28
  SPEAKER_01: Uh books, audiobooks.
• 52:30
  SPEAKER_05: Audiobooks, okay.
• 52:31
  SPEAKER_01: Audiobooks.
• 52:32
  SPEAKER_05: Well, that was my next question was podcast or audiobook?
• 52:35
  SPEAKER_01: Audiobook.
• 52:36
  SPEAKER_05: Okay.
• 52:36
  SPEAKER_05: iPhone or Android.
• 52:38
  SPEAKER_01: iPhone.
• 52:39
  SPEAKER_05: Um burgers or pizza?
• 52:42
  SPEAKER_01: Oh gosh.
• 52:43
  SPEAKER_01: Pizza.
• 52:45
  SPEAKER_05: New York or LA.
• 52:46
  SPEAKER_01: LA.
• 52:47
  SPEAKER_05: NFL or MBA.
• 52:49
  SPEAKER_01: Uh NFL.
• 52:51
  SPEAKER_05: Baseball or football.
• 52:54
  SPEAKER_05: Mountains or beach?
• 52:56
  SPEAKER_05: Beach.
• 52:57
  SPEAKER_05: Podcasts or vlog?
• 53:00
  SPEAKER_05: Uh vlog.
• 53:01
  SPEAKER_05: Uh YouTube or Facebook Live?
• 53:04
  SPEAKER_01: Uh YouTube.
• 53:06
  SPEAKER_05: Rich Dad Poor Dad or Millionaire Real Estate Agent?
• 53:09
  SPEAKER_05: Rich Dad Poor Dad.
• 53:11
  SPEAKER_05: Uber or Lyft.
• 53:12
  SPEAKER_05: Uber.
• 53:14
  SPEAKER_05: Gary V or Grant Cardone.
• 53:16
  SPEAKER_01: Gary V.
• 53:18
  SPEAKER_05: What's the most impactful book you've ever read or listened to?
• 53:22
  SPEAKER_01: Um Thinking Girl Rich, Napoleon Hill.
• 53:26
  SPEAKER_05: Nice.
• 53:26
  SPEAKER_05: And where can where can guests or listeners find you?
• 53:30
  SPEAKER_05: Where um give us your social media handles, and like I said, we'll link them up in the show notes and description.
• 53:36
  SPEAKER_04: Yeah, so you go to KristaMasure.com forward slash the number two days live.
• 53:41
  SPEAKER_04: It's Kristamaisure.com forward slash the number two days live.
• 53:45
  SPEAKER_04: And it's just Krista Maysure.
• 53:46
  SPEAKER_04: So you'll find me on YouTube and Facebook and uh all that good stuff and Instagram.
• 53:52
  SPEAKER_05: Krista, you're the best.
• 53:53
  SPEAKER_05: Thank you so much.
• 53:54
  SPEAKER_04: Dustin, I appreciate you for having me, everyone.
• 53:56
  SPEAKER_04: Make sure you implement knowledge is not power, implementation is you got to take action.
• 54:00
  SPEAKER_05: Yes.
• 54:01
  SPEAKER_05: Ooh, that's gold right there.
• 54:02
  SPEAKER_05: Way to end it, Krista.
• 54:04
  SPEAKER_05: Hi, everybody.
• 54:05
  SPEAKER_05: Well, one of the best things about podcasts is you can go back and listen a second time.
• 54:10
  SPEAKER_05: If you miss something, awesome.
• 54:12
  SPEAKER_05: Go back and listen, take the notes.
• 54:15
  SPEAKER_05: But please, for the love of God, implement and do what you just learned.
• 54:19
  SPEAKER_05: There are people that literally pay Krista tens of thousands of dollars to be taught this stuff one-on-one.
• 54:26
  SPEAKER_05: Well, she just gave it to you.
• 54:27
  SPEAKER_05: So you can save that money and put it into your own business.
• 54:31
  SPEAKER_05: All you have to do is invest the time to do the stuff.
• 54:36
  SPEAKER_05: That's what separates winners.
• 54:38
  SPEAKER_05: That's what separates the top of the top of the top in this industry and those that struggle, or those that are just kind of doing so-so.
• 54:45
  SPEAKER_05: Those that have roller coaster businesses, they they sell five homes and then they sell none for a couple months, and then they sell six and they sell one.
• 54:53
  SPEAKER_05: And it's just it doesn't have to be like that.
• 54:56
  SPEAKER_05: Follow what the most successful people are doing.
• 54:59
  SPEAKER_05: Do what they do, especially when they lay it out for you.
• 55:03
  SPEAKER_05: Do what they do, and you can have a business like theirs.
• 55:06
  SPEAKER_05: Krista, thank you so much for coming on the show.
• 55:09
  SPEAKER_05: You are amazing.
• 55:10
  SPEAKER_05: Appreciate you so much.
• 55:11
  SPEAKER_05: Thank you for sharing with our uh with our audience.
• 55:14
  SPEAKER_05: Guys, thank you so much for listening.
• 55:15
  SPEAKER_05: I really appreciate it.
• 55:16
  SPEAKER_05: Make sure you go over to followupboss.com slash ma, get yourself a 30-day free trial, and see why this is the CRM for real estate agents who want to scale.
• 55:27
  SPEAKER_05: Any agent who wants to really scale and grow quickly, you need to be checking out Follow UpBoss.
• 55:34
  SPEAKER_05: FollowUpboss.com slash MA.
• 55:36
  SPEAKER_05: They're a great partner of this show and of agents all over the industry.
• 55:40
  SPEAKER_05: So we're super excited and proud to be partnered with them.
• 55:43
  SPEAKER_05: Appreciate it, guys.
• 55:44
  SPEAKER_05: Thanks for listening.
• 55:45
  SPEAKER_05: Have a great weekend.
• 55:46
  SPEAKER_05: Go sell some homes.
• 55:48
  SPEAKER_05: Enjoy.
• 55:48
  SPEAKER_05: Take care.