110: How One Agent Sold 2,000+ Homes by Being Different w/ Krista Mashore

Success leaves clues. Those who have reached high levels of success did so by following certain paths and doing specific things. Our guest this week, Krista Mashore, is no different. Krista has now sold over 2,000 homes in her 18+ year career by being different, doing things in a unique way, and doing them over and over. How amazing is that! She has averaged more than 100 homes sold per year of her real estate career.

We're lucky enough to hear Krista share what those unique, different things were so that we too can follow the same path she did. Being a successful Real Estate Agent is not rocket science. It's quite simple, but far from easy. I'd go as far as to say being a Realtor is extremely difficult. But if you'll focus on building the skills required to be an excellent marketer, you'll be able to stand out above the other real estate agents in your market, and be seen doing it.

Krista and I also talked at length about the importance of finding a legit mentor, or hiring a coach to help guide you down the correct path in the shortest amount if time possible. One of the biggest mistakes I made in my career was refusing to hire a coach or take a course to learn how to master lead generation. I kept telling myself that "I couldn't afford it" and because of that, it cost much more money over a much longer period of time. Hire a real estate coach! Take a course! Find a mentor! Growing fast is fun and lucrative. Growing slow is miserable. 

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Transcript

spk_0:   0:00
on this episode of the massive agent podcast work hearing from an agent who's sold over 2000 homes in her career. Krista may sure stopping by to teach us how we can stand out over our local competitors specifically and exactly what we should be doing to be unique in our marketplace. Theme message, Agent CASS. Lead generation, tips and strategies to give you more leads and sell more homes. I love to buy houses. I like to sell houses, takes brass balls. So wait a minute. Believes a week. You're week. I've had better. Oh, I got your attention. Now here's your hose. Dustin Brohm, What is up? Everybody Welcome to Episode 110 of the massive Agent podcast. We have such an awesome guest today. Krista, Make sure Host of the fired up podcast, she is a top 1% of real estate agents nationwide. She sold over 2000 homes and she has an amazing coaching program. Great speaker, great personality. And she knows what the hell she's talking about. Above everything else, she knows what it takes. She knows how to sell thousands of homes, and she's gonna teach us how specifically we can stand out. She makes a big deal in this interview is you'll hear soon about being different. Okay, People need to. People need to notice you. If you just blend in with the rest of the agents in your area, Do you think you're gonna have a thriving career? Do you think you're ever going to attract new business? Of course not. You have to do something to stand out and be unique. So Christa's gonna share exactly how to do that, how she's done it. And as you'll hear, she's one in a very, very big way. Welcome to the show, guys. If your brand new to the massive agent podcast Welcome. This is an industry syndicate production. We are a proud founding member of the industry Syndicate Media Network. Guys, if you're looking for the best podcasts in the real estate industry mortgage industry for appraisers, for real estate investors, anything housing related, you need to go check out the Industry Syndicate podcast network that we have a free app where you can discover all these shows. You can join the communities of the show hosts. You can meet new people, discover new shows, listen to the podcast within the APP. Just go to the APP store or Google, play type in industry syndicate and get the APP. It's 100% free. It's even 1000% free, and all you have to do is go get it. So do that if you haven't done that yet. Pause. The frickin podcast. Actually, don't need deposit, because if you're listening to it on your phone or wherever else you can multitask. So just go to the APP store and get the industry syndicate app. But we are a proud founding member. My name is Dustin Rome, your host. I am a co founder of the Industry Syndicate podcast network, national speaker, trainer and real estate marketing coach. I'm a columnist for Housing Wire. I write an article every Friday afternoon for housing wire that you confined over at housing wired dot com. My last one, my most recent one kind of triggered some people because it was the six reasons why agents should stop answering their phones if you follow us on Facebook or ah linked in you. You saw the article posted. Definitely. Go read that. That's right. Why you should stop answering the phone. I think you'll dig this perspective and get where I'm coming from with that. But I do that for housing wire every week. And I am a realtor in Salt Lake City, Utah, with e x p realty over. The years s okay, if you guys are new to the show, you don't really know my story. I've told my story on plenty of previous shows, but I've been an agent for about nine years. And the first half ish of my career, I was doing things that I was told you had to do to be successful in real estate and because I was new. I didn't know any different and because I didn't network with any other agents, which is a problem. I didn't know anything other than what my mentor taught me. Now he and I had a very We have very different personalities. And so he loved cold calling and reading scripts and door knocking and doing some direct mail stuff, you know, some social media stuff for sure, but I never dug it. I hated it, actually. Hated cold, calling a hated door knocking. And like anyone I had call reluctance. So do you think I thrived as a new agent. Nope, I sucked so out of necessity because I guess I was too stubborn to quit in hindsight, which is awesome. I just didn't know what the hell else to do. I went to Google and searched for real estate Leeds And what? That it actually brought me too easy. Agent Pro's website. They were doing a lot of content marketing to get people to get other agents to see their websites and what was so great about him. But they did that not by talking about Hey, look at this great website. It has this feature in this feature in this feature it was, Here's here's five things that you should stay in your next listing presentation or 10 Facebook posts that you should schedule stuff like that that I'm like, Oh, cool, this is awesome. And so that taught me right then and there about content marketing by creating valuable content. It attracted me to content marketing and and once I started creating all this content and I launched a website, I realized pretty quick I have to learn how to promote the content, creating great stuff, creating a great video. Ah, great writing a great article doing a great instagram story. Great podcast is only step one. You have to get people to listen to it or watch it or read it. You have to get them to know it exists. And through that, I discovered the Facebook advertising platform. Facebook ads are the most powerful way to get your message amplified. And to get in front of new people, there is no better value. There's no easier way. There's no more user friendly way now. You have to learn how to do it the right way, of course, but I learned very quickly that I need to master this platform. And so I I spent at least a year trial, and they're spending well over 10 grand on testing Facebook ads and watching YouTube videos and reading articles because I kept telling myself I didn't have the money to hire a coach or take a course. Ah, long story short. The reason I say all that is Back then I wish that something existed where I could have a coach toe hold my hand and be available to answer questions. If I if I ran into issues along the way or if I needed to improve an ad campaign. Or maybe I just didn't even know a certain concept existed. I just knew I wanted to accomplish a certain thing and they could help guide me. I wanted a coach, but I didn't want to spend, you know, 1500 bucks a month for one of Tom Ferries people. Of course you don't get him. You get one of those people. Um, and I didn't even take a course. So I created that course and that coaching program all in one. So it's part online course part database. We can copy and paste Facebook ads and, um, and then have an ongoing coach to help you through. What happens if you're If your Facebook ad gets denied, how do you make it better if it if it's not working so well, how do you improve it? How do you accomplish a B or C? So we built it. It's called the Massive Agent Society, and we are doing something special today. Today only I'm rewarding those of you guys who subscribe and listen regularly. So today, literally, just today, this and today is what is this? Ah, January 30th January 30th 2020 the first day that this show comes out on Lee. For today, massive Agent society is 50% off whether your monthly annual or lifetime members I will tell you more about that in a minute if you want. If you already know about it. And I've been waiting for the right time today is, uh and to get the deal If you're like Oh, my God, I'm listening on January 20th thank God, cause I subscribed to the podcast, So I better I better do that. If you want to take advantage you want you just want me to shut up and give you the discount code. Okay? Discount code today. Just go to massive agent society dot com. Make sure your market is available. Still, because we only allow one agent per market. We want you to be able to speak freely and not have any competitors seeing what you're doing or running the same ads that we give you to run so you'll be able to claim your market exclusively. Check that first, if your market still available, plug in discount code today and then you will get 50% off even for a lifetime membership and claim your market forever. If you want to just do it on an annual basis, that's 50% off monthly, 50% off use discount code today. Okay, let's get into the interview. Well, first, before we get to Crystal because guys, I hope I hope you're ready to take notes. Krista has such amazing energy. If you've ever listened to Krista May Shores fired up podcast, you know what I'm talking about? But she's She's definitely one of the coaches or one of the real estate personalities out there who walks the walk. She's She's becoming a great coach and in a great podcaster and a great personality because she's done the things she's done them. She's not just speaking about what you could potentially do in theory, like a lot of the marketers that you hear out there, so get ready for that. And while you prepare yourself mentally, I wanted to give a shout out to the review of the week, so it helps us out tremendously if you guys get any value from the show. If you leave us a review on whichever platform you listen. Apple podcast is the main platform. People listen So, um, I'm gonna give a quick shout out to our most recent review we've got Let's say so. There's a couple since I looked last. Um, Tina, Nana and Tina. Nana n says on Lee won best real estate content in the podcast space. I was suffering from analysis paralysis from the other half ass content. So once I just Once I subscribe to Dustin Show, I decided if I'm going to move forward in a meaningful way, I was going to do so with his content. Thank you, Dustin. No, thank you, Tina. Nana. And thank you so much for leaving the reviews. It takes so much time and effort and mental energy for me to do this show. 110 straight episodes, I we don't charge you to listen. And so if you receive any value, if you like this show, we ask two things. Okay? Share this episode the podcast or one specific episode, your favorite episode. Share it with one other agent, share it with your lender, share with someone in the industry, share it in a local ah Facebook group for for other agents that you're part of share it and help us to reach other people. That helps us out tremendously. And when you do, ask them to subscribe to the show, Subscribing If you guys have a podcast or you're thinking about doing one, you need to get people to subscribe. Not only is it better for them because then a new show, they get a notification every time you release a new show, they don't have toe. Remember hope Thursday morning, I better go. Listen, the massive agent podcast they get a notification because we're all busy. We need to be reminded of things. So ask them to subscribe. That also tells the Apple podcast platform that the show's in demand. And if a certain number of people do it within a 48 hour period, we jump way up into the into the charts. This show has been a CZ high as number 16 in the in the iTunes or sorry, the Apple podcast Top 200. How crazy is that? This has been a top 20 show in the marketing category before, so we'd like to get up into the top 10 even hit number one. Why the hell not? But we need your subscriptions. So leaving reviews. If you haven't please go to massive agent podcast dot com slash review takes you right to leave a review on Apple podcast. Please do that. It helps us out tremendously and then asking people to subscribe and sharing it. We can absolutely make it into the top five podcasts out there with your help. So thank you very much. Guys. Let us get into the interview with Krista. Make sure, but remember, remember today only used discount code today. Massive agent society dot com on Lee January 20th. Sorry, January 30th 2020. Discount Code Today. All right, let's get into it with Krista. Make your best selling author Fired up podcast host, the founder of three clients in 30 dot com and an incredible top producing real estate agent. Let's do it. What's up, guys? I am here with Krista. Make sure the best selling author and host of the fired up podcast, and she was just telling me how she sold over 2000 homes in her career, which is amazing. So she knows what she's talking about. And so it's It's definitely a treat to have her on the massive agent podcast today. Krysta Welcome to the show.

spk_1:   12:41
Hi, Dustin. Thanks for having me. I really appreciate it. I'm excited to be here.

spk_0:   12:45
Absolutely. No, thank you. I appreciate you coming on and sharing your story. Obviously, you've done something that's worked or many things that's worked because you've you've been a very successful agent, top 1% of agents. I mean, being the top 10% of any things in impressive as hell. But you've definitely done some things that have worked. A lot of people who listen to this show are kind of looking for a breakthrough to help them to jump up a level or to, you know, get unstuck. And they're trying to to make it work. So let's jump back their old first off. But before you jump into the first question, give us, like, you know, quick, 62nd bio. Who are you above and beyond? What? We've, uh You know what we've already discussed? Who are you? And then? Then we'll jump into your first year as an agent. I want to know all about that.

spk_1:   13:34
Okay, So my first year as a kid, I used to be a teacher. I taught third grade for six years. I've got a master's degree in curriculum instructions of teaching is kind of like my love. My daughter got really, really sick. And, um, they told me that she should be expected to have some really bad difficulties. And so I left my full time teaching job and to be a state home mom and ended up I'm getting my real estate license because I wanted to just sort of play real estate. I thought, um, really quickly around when that happened. I ended up finding out that my husband was having an affair and he basically bought a new house. And he just all of a sudden, you know, making counts were drained and my cousin was gone, so I had to turn into a full time agent. So this was

spk_0:   14:17
your first year as an agent. You were given a part time, and then all all that should happen. Yes. Wow.

spk_1:   14:23
Yes. So, um, I went from thinking I was just gonna be a play agent into selling 69 homes my first year.

spk_0:   14:31
No, that's awesome. So was all of that. All the personal life crap. Was that kind of the catalyst? Do you think that you would have been that successful. Otherwise,

spk_1:   14:45
uh, I'm pretty successfully that put my mind to this is who I am. I mean, I don't I don't never give up, but I definitely was not planning on being I was planning on staying home was my My daughter is the desire to keep them in their home. Like I said, we just brought in a running home. My desire to keep them in their home to keep them safe and secure to fill that backyard with a pool and big playhouse is what is what? My driveway. So my why was very much the reason for my success.

spk_0:   15:14
I love that. I respect that. During your first year, were there any points that you really second guessed doing this for a living? Were there any points were like, Oh, my God, this is not worth it, or I can't do this. I mean, because I think that's fairly normal.

spk_1:   15:30
Oh, yeah. I mean, totally. I It was hard. I mean, I was working. I didn't have my daughters. I was working, like, 18 hours a day. I mean, I'm not even kidding. I was just so on a mission to take care of us, and it was difficult and I lost, like, £30. I was under £100 at that point. I know. I was very. My family had was shattered, so I was very depressed. But on the outside, no one knew it. Like I showed up every day like a warrior, but on the inside and I was falling apart. So everybody's got problems and issues, but we have to learn how to. How do you get past them? How do you keep pushing through and again having a really strong reason? It really strong desire behind why it is that you want what you want will help you push through anything and everything.

spk_0:   16:16
What is what are some of the things you've done to remind yourself of that of that goal in that drive in that why,

spk_1:   16:21
as far as now?

spk_0:   16:23
Yeah, because it's one thing to just have a why today it's another thing to continue it for 5 10 20 years and have it burn as strong or stronger. What are some of the things you've done toe just to stay on target?

spk_1:   16:39
Yeah, educated, Educating myself is huge when you see that kind of one's wants you, but you can do it like success breeds success, right? Once you start winning, you the mind says, Okay, I can do this. And then you kind of start to life the success, right? So I really became from zero No one knowing me in my community to like everyone, not Mabel not to notice who I was because I really did things differently. And that is what I would suggest any new agent doing is figuring out what everyone is doing and doing something different. Just one second. I thought

spk_0:   17:12
you had it

spk_1:   17:14
degree out. Sorry about that. No problem what everyone else is doing and trying to do something different. So let me give you this idea what that looked like 19 years ago, okay? And you have to be willing to invest. And I have to say, this is so important that so many real estate agents get into the business and they think that it's just gonna happen. And yes, you can make really great money doing minimal and not investing that you can make more money than doctors and attorneys and lawyers and nurses and psychiatrists. If you actually invest in your business if you invest in learning the skills and strategies to be able to be the best, right? So one thing I did was I took a lot of education. I went and educated myself. I when people were doing what black and white flyers, I was doing four page color brochures. I was sticking little CDs on the signs in a little package with 50 pictures instead of just a couple. I was marketing my properties on the television. I mean, I was doing things that nobody else was doing right. So very quickly became known as like this mass marketer. And, you know, then I sold. You know, I can't remember the exact numbers, but I mean, I I've pretty much sold almost over 100 homes almost every year. My best year in the business was 100 and 69 homes, and that was just me and an assistant in a market. It wasn't me in a big team, and people always say, Oh, you've got a big team. It's like No, it was me. I was the only licensed person. Um, and I did an amazing job. I still went to every inspection I reviewed the reports. I went over the contracts. I showed about closing. That has been the kind of agent I've always been. Um, but you've got any different. So whatever everyone else is doing, look on how you can do it differently or how you could enhance what they're doing to do it better,

spk_0:   18:58
right? I think that a lot of agents I know I know the first half of my career, I had heard that advice. You got it. You got to be different. You have to stand out. I interpreted that as you have to do something that literally no one's ever seen before. Like it has to be so revolutionary and and disruptive that you're like inventing things, like, I think that's how I interpreted it. But no, it's just you do you do so that you do something other people are doing, do it your way. That's different. Just your unique voice is different. You went above and beyond and improved upon those things of the strategies that's different. I think we overthink. We overthink and over complicate what being different and standing out actually means. So was that at the beginning of the career and what have you been doing over over the last five years or so since social Media, online marketing, everything else has really just become standard. What? What new things are you doing to stand out?

spk_1:   20:00
Okay, so digital marketing is my thing like that. That's I love did your marketing. So I used quick bottles and landing pages and, you know, putting much. All that stuff and video has been my secret weapon. And I know a lot more people are doing video, but most people are aren't doing it correctly, right? So right, Number one, any agent can do whether they're new or their medium and wanted doing two deals. One then they wanted before or they're doing 100 deals. One that they want to do 300 a year, right? Like this is this is really true. The happy soon as it had done. This is star utilizing video and dominating a certain area. I call it digital location nomination. So basically take a neighborhood or taken each take a subdivision and be the go to know all about anything and everything in that community. In that subdivision, one of the schools like what? What? What? What are their What are things to do? Where do you go to dinner? Where do you eat? You know, best place, best job parks, best trails. I mean, you know what's happened? The types of houses, pros and cons to each. Why certain oneself form or another self like what's active, what's pending, what's coming soon. Like knowing everything about a particular area and then doing video can constantly on that area and then taking it one step further and properly distributing it. So the big issue that most people have is they'll do all this video or he'll do it and they won't do it consistently because they get busy or they'll do it and they don't see the results right away. So they stop right. But if you do video just by posting it on your Facebook page or your instagram or just by posting on your personal page, Facebook is only allowing that the about 3% of the people to see what you're doing there on Lee showing it to people who are already engaging with you, right? You want everyone else to see it. Your goal is to make sure that everyone else in your entire community sees that content, and the only way to do that is to know how to properly utilize those systems if you can do that and that's part of what we train. Actually, my coaching program is like the whole strategy behind everything. You can quickly dominate your sphere. So, you know, start using video. Start getting it out on these platforms the right way. Start doing things like right now, one of the things that we've grown, we've I've written a book called The Savvy Seller and now that book is on digital. They can go to a landing page for the savvy seller were actually taking that that book and workmen were distributing that looked like my farms, Right? Every single person in my farm is going to get a copy of this book. And yes, it's gonna cost me, you know, $7000 to to, uh, to get the books printed, cause there's 60 something 100 homes and 6000 something 100 homes, and they have to pay to have them deliver. But I know that that money is going to turn into just I mean, like, you know, my goal this year is to do 200 transactions would be my best year yet. And this this book is gonna help me get there. No one else is doing that. No one else is willing to make the investment. No one else is willing to write the book. And this is a book that I've hired A New York Times bestselling. I'm editor, and it has all the 19 years of my experience in it. So it's It's not just some cheesy look, Do you wanna put your name on that? You should never put your name on it. It's not good, right? Don't ever do that. That's not awesome. Because it will hurt more than help you. You know what? I've invested time in it. And so now I'm gonna show my expertise and share my knowledge with my community, and and that's gonna be like it's never happened. I've never seen anyone do that right. You've got any plan to do with things no one else. This

spk_0:   23:31
well, that goes back to what you were saying. You made a decision early on that you're going to invest. That's one of those big investments. And I see like I'm thinking of some of the bigger teams here that the bigger agents here in Salt Lake and the ones that you you think of you know that even US agents have top of mind advertised on the radio. And they advertise in the outfield of the high school baseball game, and they advertise on Facebook as and banner ads on Google. They're freaking everywhere. Yeah, Coast guards in the mail. They're everywhere and they, you know, radio's not cheap, just like writing a book. Like I'm sure that was extremely expensive. But you're right. You're making a big investment to have it pay off. 10 x later on one of the one of the biggest takeaways I got from I can't believe I'm going to quote him. I'm not a big Grant Cardone fan, but but his 10 X book. The biggest takeaway that I think is just gold is he would just wanted a carpet bomb the Internet with him and his brand and be everywhere at all times. And that's what you're doing. It takes an investment of time and effort and money to do it, and it pays off. Um, are you seeing a noticeable, like snowballing of the efforts you have made over the last. How many years you say 19?

spk_1:   24:48
Yeah,

spk_0:   24:49
over the last 19 years. Stuff that you did 16 years ago. Are you seeing that? That's now, like, calm pounding and people are noticing you. They've seen you seven years ago. And then today they're ready to sell. Like, are you noticing that that snowballing effect

spk_1:   25:04
we things really didn't like for one of the things that we do is we run ads like, what's your homework? And we don't call him that week. Name is any different, but everyone knows that that is right. Yeah. And we've been doing this for a long time. And when people do this, we don't just give them, you know, a print, you know, a digital copy. We actually hand deliver a custom home evaluation to their house, and then we put them on a six month every six months for them to get a new one. We follow that by a handwritten car. We send them postcards of homes, the neighbor we sold before, and they go on this whole workflow. I have people that will call that will all show up in their house, and they've got stacked this higher they've got one or two. And they said, Kristin, we got these three years ago and we would be never We were just thinking about, you know, take it out of price and you give this to us. And now I'm in their front door right from three years ago. So absolutely all of the little things matter. And, you know, there's a stat that and only 87 87% of agents after five years leave the business. And that's because number one they're not willing to invest. They're not willing to learn these strategies and the skills to actually really, truly make it in the business. And they don't give it the time that it takes to. Actually, they do something one or two times. I don't see the results, and then they stop, right? Um, and it's just so sad because, I mean, we make amazing money, you know? I mean, before I left coaching, I think I get about 1.8 million in real estate sales, right? I sold 100 and 54 homes that year. It was two years ago on and, um, you know that it was That's amazing money. Most doctors and attorneys. They don't make anywhere near that. But you know, I'm saying and so you could make such good money. But you have to be willing, like I've always had coaches I've got. I have had it. Digital marketing coaches, Facebook specialist coaches. You know, I've traveled the country. Remember my dad telling me one time, Why are you traveling again? Like already the top 1% the nation? And I said, Dad, that's why I'm in the top 1%. Because I'm willing Thio educate myself, you know?

spk_0:   27:01
Yes, that's a good sound bite right there. I might have to mark that one down for ah promo of the show. Because you're right. Like it's not. It's not that you want to be there. That's why you're there. That's why you're one of the one of the top producers out there. Um what what's

spk_1:   27:16
one of

spk_0:   27:16
the biggest mistakes you've made along the way?

spk_1:   27:20
This is a great question. You like just me one recently, So perfect. A big one. I made a $1,000,000 mistake. Everyone listening. This is a $1,000,000 missy. So now that I'm coaching, um and we have the strategy that I that I have some business. I've been a coach for two years now. We've done $7.2 million in coaching in 26 months, from the exact from the exact Doesn't like to compensate for my exact same strategy that I use in real estate. Okay, it's producing a lot of content being that serving, not selling, just being that go to lead expert authority in real estate now the expert authority in coaching, right to let realtors and then just giving them value value value before ever ask for anything in return. Well, in my real estate business, because I was so heavily focused on my coaching for the past two years, we've had some changes and I was like, Why is my production got now? Well, I knew it would go down a little bit because I'm not there. I spend about 5% of my time now in real estate, 95% of my time and coaching, okay, And so last year we sold 78. Home is still good, but for me, when I used to sell 154 160 that's a huge $1,000,000 loss, right? So I started diving into what would happened, and what happened was this. When I made the change and my I was out on the prize in my real estate company, I realized that I was creating all these video content, and yet my marketing person was putting the content out the regular way. They were just posting on. My Facebook page was singing on my, but they were not running any ads behind it, so nobody was seeing any of that. Those videos for the past six months. I'm sorry. 12 months. I also realized they were no longer doing my digital, my farming. They were no longer sending to my specific areas, Um, postcards of, you know, the comparables active, penning's and souls. And so I was showing up not only on Facebook, but on in their mailbox. So just those two activities a little mint we quit doing cost me a $1,000,000. I went from suing 100 and 54 homes 2 101 homes to only 78 so into your time frame, it was cut in half because those activities were no longer being done.

spk_0:   29:26
That that's crazy and e mean it makes sense, because the name of the game is to stay in front of people who already know you and to keep growing. How many people are there? Like, how many people know you? And if it's just the same group and you don't get any new new people in there eventually diminishes. You know, that's crazy

spk_1:   29:45
in that amount of referrals that you get. So when you start to so we have and I'm not kidding you, I just I just, um I got this is really cool in a traitor. So I'm actually launching a new a new program where we teach people how to be an author of their own book, right within 24 days. Because when you're an author, it shows authority of instant credibility like you could be a brand new agent. If you've got a really high quality, well written book, um, then you can just you can crush it, right? Because it shows that you're an expert. So I was looking at the stats. I was asking about some my peoples of this right here is this is, um, one of my clients, Julie. So 17 years and she usually has been 20 and 25 deals. Okay. After being in the program for 12 months, she increased her transactions individually to 47. Okay. And her team did 62. So in 12 and she lost £56. That's one thing way have, Then we have a Leslie Bennett. Two deals in 2017. Okay, um, 2018. 26 deals and 19 2061 deals. So she went from two deals to 61 deals in 20 months, and we've got, uh, Erica. So Erica was in the purpose in the program for 11 months. She typically does 40 transactions. She did 70 transactions, and she increased her gross commission for her average sales price from 400,000 to 700,000. Now, some of you are saying, Well, that's for you know, what about top producers? Alicia Collins came into the program and she closed 105 deals and that that year she went from 105 to, um What is it? You're

spk_0:   31:34
and what's the main tenet of your of your program? Is it Is it just being jumping your credibility up as author?

spk_1:   31:42
Isolde? No, no, no. So listen So she went from 105 to 201 in 2018 to 293 in in 2019. And that is amazing. 105 to 293 in 20 months. It's insane. So the idea is this. It's that you are seeing everywhere anybody thinks any typical. Is it a thank you. They see your videos and your again, you're properly distributing that you show up like we our average, um, on our videos that were on average, Watch time is between, like 3 55 55 hours per video. So the people actually seeing even imagine running a video and having 555 hours of somebody watching that video. It's like That's a lot of watch time, right? Right. And that's how

spk_0:   32:26
you doing mostly on doo doo YouTube ads as well, Or just Facebook or both.

spk_1:   32:30
Mostly just Facebook. We're now expanding to YouTube as well. So though that's what I'm doing is just from Facebook alone. But now we also are on or we're more heavily on. Instruments were heavily on on YouTube because he did something called anywhere purpose ing where you create one to kill. And then it goes to the long form host goes on on, you know, Facebook. And then you run an ad behind it and it goes on to the videos on YouTube. Then you get, and that gives you a search engine optimization for Google, right? And then it goes on to the website, which also gives us Theo. So they take that video, we just repurpose it. And then after time, the momentum of it goes crazy. You start to see with girls like we've had people say that, you know, just within a six month period there, referrals have increased four times because people cannot forget you. And we think that our clients love us. And they're gonna refer us that when they are reminded because they don't see you, they forget you. But the idea is that I never you know, I mean never to be flexible.

spk_0:   33:25
And I'm sure you're so you're obviously a big proponent of retargeting then and custom audiences on Facebook. Because

spk_1:   33:32
everybody,

spk_0:   33:33
yes, it's such a big deal when when people feel like you are everywhere, even though it's it's just their personal feeds and their digital ecosystem. You are everywhere, but they naturally think that everyone sees this the same thing, that everyone's also seeing these. And so they're like, Well, well, I've got a higher Krista because she's everywhere. She's the one and every agent conduce that at a local level just by learning some of these tactics. Face the Facebook as a platform is so incredibly powerful, and it's it's sad when people on Lee focus on capturing leads. E just want to run the trail leads

spk_1:   34:13
S Oh, that's so This is the reason why, um, 87% of agents will not mean the business after five years. And here's why. There are six phases to the sale cycle, and most agents are only worried about one. No way. What leads, Right? So the first of all you have to market marketing is the first step. Marketing, and I don't just mean your business card. Your colors, I mean truly marketing to your community. Then once you market, then you can generate a lead, right. You get leaves from from marketing. That's a second days. That's the easiest phase we can teach people how to get hundreds of leads simple, simple, simple. But we know through the National Association of Realtors, at the average fire, they say 3 to 6 months, I say B s. It's probably more closer to like two years, to be honest. So it takes time to nurture these people. The third phase is nurture, right? So marketing lee generation nurturing, nurturing means that you're staying top of mine awareness. You're giving them items of value there, seeing you on your ads. They're seeing your videos. They're being informed your of the go to expert. Once the lead is nurtured, then the fourth phase is conversion, right? You are much more likely to convert that lead because you probably marketed, you've got the lead, you've nurtured the lead, right, And now you're gonna convert that lead and because you've made a connection with them whether or not you understand this or not, you're always making a connection with people when you're marketing with to them when they're seeing your videos. It's called apparel para social relationship. We've been taught that we see three on the other side of the screen or a TV or, you know, phone. They're doing a video that they're the authority It's like, you know, I'm saying, like, we watch TV. We love our actors, and we think we know that when we want to fight for them. Well, these people are developing a relationship with you and seeing you as the expert. So now when you pick up that phone there like, is it Christa? Major? Oh, my God. Thank you for calling. They want to talk to you because they have already developed a relationship with you. They know you. They like you. They trust you, right? Because they continue

spk_0:   36:13
You become a local celebrity, a local influencer, and who doesn't want to work with them

spk_1:   36:18
is so embarrassing. I was at the gym this morning. Assist Restoring. This happens all the time, and it's very I looked like total hotness. Okay, I don't go to the gym looking great. I'm just, like, pretty gross. Um, this guy goes, Hey, I got your fire in the mail and then I was like, Oh, my God, I know her. She's like a celebrity. He's like and I was going Oh, honey, good. Really. And I get that, like, all the time. It's pretty embarrassing. So now remember. So again, marketing Lee generation lead, nurture conversion. Then once you've gotten out lead you've converted them. You need to give them the filament delivery. The best process ever. How do you make sure that you knocked their socks off? You treat him right. You treat him like you know, they're They're the best thing since sliced bread. You've gotta have great systems and processes in order, right? You have great systems and processes. You can work less, but give more by doing that. So that's another part of the sale cycle. And then, lastly, refer, retain and result. How do we make sure that they retained them as a client? They were cell with us and they refer us. We do that again by consistently producing content, because then you're more likely to make a connection, which means that you're gonna convert. And if you keep this cycle going over and over, you will continue to stay busy. No,

spk_0:   37:29
don't go ahead.

spk_1:   37:30
No, I just This is like so many people are there. Only taught one part of it and they don't understand how to make sure you do it. You know all these little pieces and it's not difficult once you have the proper training, have the right systems. And then before you know it, you're no longer like I don't do open houses. I don't cold call. I don't vote up. I do not do open houses. My seventies I spend how long I have been in the bed making donuts for my husband. My kids, not for people at open houses like I choose to spend my time differently. And I don't think it's the best use of your time. I know they work, but I would rather create content that I have, you know, 190,000 people seeing and just for one video, one ad, right? You know, 500 hours of watch time. That to me is much more How money If I could show you how much How much, Uh, how much? Watch time we have. I would be doing open houses every day. Five houses open house today for the rest of my life to get the kind of, you know, reach that we're getting

spk_0:   38:26
exactly. I I could not agree with you more. You're preaching to the choir, I and once you it's again back to compounding. Once you start to create the content. You developed the system and you learn Facebook ads. How the ads manager works, how to set up a retargeting campaign, what to put in it? But you're not doing that all day, every day. Ah, lot of this stuff you set up and then you're just taking care of the results that come out the other end and monitoring to make sure that, um, you know, the results don't diminish making tweaks here, there it. So it's not like you're doing all of this. And then all this other stuff, like you create a system like you said, you create a system that's that I love how you talked about leads being, what step to you know, It's two out of seven. Yeah, yeah, yeah, I talk about how getting a lead. I like the analogy that getting a lead is like you're playing football. Catching the football is getting the lead. Now you have to dodge tackles other agents that are trying to get their attention, like you have to run and score with it now and then. That's just one possession of the game. There's a long process to that. Getting the lead is just the beginning. And so you're right. I think that is a huge reason why so many agents fail is they don't understand that getting a lead is just starting a conversation. Now there's all this to it. Um, and so many people ignore their database after closings to

spk_1:   39:59
completely And then we started things like We still do a client appreciation party. We still do a pie party. You know, we still do things in the community on top of all of that, but my it's impossible for anybody to forget about me. But remember, because I wasn't doing this the strategy that I'm telling you, because I didn't, I I was on the prize. I thought my team was doing any work, you know that I would. My business went more than half right, and I lost $1,000,000. That just shows you by doing this the right way, just how effective it can be. I mean, it's so so effective when you do it, do it consistently and think about this when you when you won't want it, talk to these leads. When they start seeing you everywhere and they know you, they're more likely to call you back, they're more likely to answer. You're more likely to want to work with you. So it just It works so so, so well. And then you accompany that with, you know, having like the most amazing listing presentation that that, just, like, absolutely shows why they should work with you because you are so different than everybody else. You know, you should know that by your numbers and say, Hey, look at you. See these listings? They get 100 and 30,000 people watching them, and we get 7000 people clicking and commenting and sharing. And we have 550 hours of watch time. When you walk into a listing presentation, you can show numbers like that. It's easy. You don't have to reduce your commission. They want to pay you. I just kind of listing presentation yesterday, which is the 1st 1 about in a long time because I work with the I think Jenna's names M j. I love him and he said, Kristin, you know we love you and we see everything that you've done. And you've dropped out this beautiful marketing plan. You give us this video you showed us your book like we're just afraid we can't afford you. I mean, how much are you? And I'm like, No, we are, We're not. We give you extra extra service, extra values, but we're standard commission. We tried what everyone else says, and he was like, Okay, great. You know. So, um, the biggest people are afraid that because you do so well, you're gonna charge like crazy. But he didn't. He didn't know. Okay, no problem. Here we go. Sign here.

spk_0:   41:53
I love that. The my life completely changed My career completely changed once I switched from chasing people down and trying to convince them to work with me and being one of four being interviewed to attracting them. Just like you've done through your content. They think you're a celebrity. They're like, Oh, my God, I'm getting this packet. I'm getting, you know, every six months, I'm getting ah, new market analysis like, I don't know if I can afford her there now. Wanted hoping that you will work with them. Attraction Marketing is gold, and it works, and it's been proven over and over and over. I just don't think people are willing to put in the work to do it or they think, or they think that it's gonna take way too much work and it takes a lot

spk_1:   42:37
initially. So here's the deal

spk_0:   42:38
initially. Yeah,

spk_1:   42:39
actually, it takes. It takes. It's a lot of work. It's hard to learn. Initially, it takes work. But what happens is is once a momentum hit. So it's kind like this. It goes like this and then it's like this. That's it's just like this, like this, like this. Like then all of a sudden, it's this upward chicken. As long as you don't stop doing what the things that got you there, you will continue to just go up. I mean, look at look at the numbers. I just gave that just a few students. I mean, how do you go from 105 to 293? That's that's not, you know. How do you look? Who to 61. How do you go? How do you increase your sales price from Board 700? That's not luck. It's It's a strategy and it's a system, and it's giving it the time it takes to get there right. We have another back that's doing about the same amount of business. But he used to cold call like 34 hours, every single cold, cold, cold, cold. He's completely stopped cold calling. His referrals have increased, he said four times, and now he's doing the same amount of business. Never happen to be on the boat, right? Because he realized that that's like beyond the phone is his hamster wheel. Soon as you stop doing it all, your business goes away

spk_0:   43:41
1000%. You're preaching to the choir. I love it. Um, what for Someone who's new and they're trying to figure out what path to go down. So anyone listening to my show that they get a lot of different ideas and and I know that that can potentially be a negative where it causes analysis, paralysis, and people think that they have to do everything. So then they do nothing. I'm aware that that that's an issue with some people. I've had that issue myself cause I'm a marketer at heart. I want to do everything I know

spk_1:   44:14
for entrepreneurs. Man, we're like thing Yes,

spk_0:   44:19
and it's good to move towards that as a goal. Once you build the bandwidth to do it But you've got to start somewhere. So I always tell people or I ask them rather What do you like doing? Do you like talking? Do you like being on video? Do you like writing? Whatever it is, there's a type of content or a medium for you. What do you like doing? And what do you good at? Because if you're not, if you hate doing it, even if you're good at it, you hate doing it. You're never gonna do it long enough to see that success to see that hockey stick up words that you were talking about. So what? What? What? Some advice that you can give to someone who's kind of right there. They have all these ideas, and they're a little bit overwhelmed by all of them. And now you're talking about offering a book and all this and I'm like, Oh, my God, what should I do? What do you recommend to those people?

spk_1:   45:07
Okay, so first of all, I will tell you that the quickest way to to start attracting business and stop chasing it is by using video. Okay, video text messages, we tell us. You know, I said I can promote something so we have this. It's a really affordable, too weak training. It's called three clients in 30 dot com. So the number three clients i n 30 dot com again the number three So three clients i in 30 dot com

spk_0:   45:37
open that in the show Notes, Too

spk_1:   45:38
perfect. We teach people they're in a group setting. So for two weeks I get individual coaching good coaching with me, okay? And we give them a strategies. One little thing to do each day, just kind of that. It's a 15 day challenge on average, out of the over 1000 people that we can go to the program. The average agent picks up two points now some big zero. We've had a several pick up like six within this part, this training saying that it's all from what we've taught them, right, Even if you don't like doing video, I know that I talked to 100 people and 98 of them will tell me I hate video, But I will tell you this. Anybody can be comfortable doing anything, and that is the fastest way for you to maintain authority. Tea. Break down People's barriers to be seen as the expert. We've had a lady that she won the best rules. They're in her town. She had never sold a house before. Swear guys. She was in the program. She was She got voted best realtor and she hadn't yet sold a house. We were cracking up because she was just that authority. Think right.

spk_0:   46:34
That's amazing.

spk_1:   46:35
It is a baby like everyone knows you can talk about your community and talk about contracts, contingencies, buyer tips, seller tips. Right. And you talked about leads. I'm really getting off on a tangent. But my point is,

spk_0:   46:47
it's air. Okay? Those who listen to the show they expect a tangent to the school moments is what

spk_1:   46:52
I'm hearing underlings girl's world that Hey, you learn and you don't have to be. You know, I'm a total introvert. Extrovert. Yeah, I'm really actually right. But you don't have to be. You could be an introvert and the super enthusiastic about something. You could be an interpreter and still attract those type of people. You don't have to be like me. Don't you like you could be you and you're gonna track.

spk_0:   47:12
I'm an introvert.

spk_1:   47:14
Are you Yeah, yeah, And you're gonna track your people, right? And we can teach you how to do video. We can teach anybody. It's the quickest way for you to be seen as the expert. Whether your brand new in the industry, whether you're mediocre, whether you're you're a top producer, wantto do likely shoot it, right? It is the quickest way to dominate your field. It's how I became known as the coach. I mean, how why am I on this podcast right now? Because you saw me in another podcast. Maybe you read my l 100 homes. Whatever it is,

spk_0:   47:44
I've seen your Facebook ads Video, Facebook ads. Yeah, absolutely. Recognize your face and your name from them, of course.

spk_1:   47:51
And that's actually so imagine how easy it is to get locally. It's like Thanks dominate so much easier locally and just start taking over.

spk_0:   47:59
Exactly. And you don't have to be most people. I really think most agents don't need to be the number one agent in their market to be happy as hell. They just wanted to get to a certain level of production, certain income, certain lifestyle, and then continue it and system eyes. It and and so it doesn't You don't need to sell 1000 homes in a year. To do that

spk_1:   48:24
is just take your piece. How much would one more home a month mean to people listening? So for me, right one home a month, the average commission is about $12,000.144,000 more dollars a year. How much? So you ask yourself that question for listening to this. If your average sales price is five grand, one home a month is $60,000 a year. What would 60,000 more dollars here would be paying off your car? Sending your kids to college, paying down your mortgage, getting to on vacation, right, not being so stressed out having less anxiety? I mean, it's amazing. It's it's crazy to me to think about how, if you just have. If you have more tools in your toolbox, you're gonna have more opportunities, right? And think about for every opportunity that you're missing, what it's costing you. They one opportunity, right? They say If you have one transaction, it should turn out to 8 to 10 over the lifetime of your career. So just by not having these tools in her toolbox, not being willing to invest in howto learn to do them because you don't want to take a loan out or you don't wanna have any debt. Well, here's what I tell people. There is difference between Good Bet debt and Baghdad. I was in a foster home. I was in Juvenile Hall. I was in a group home. Okay, I got out of that foster home and I was on my own. I have to go out. I had to take a huge, massive debt to put myself through college. It was the best thing that I ever did because it was able to allow me to become a teacher and now to become a you know, a teacher again. At the time, it wasn't fun. But when you have, when you invest in yourself, that is investing in an asset, as Robert Kiyosaki would say, Rich dad, Poor dad, rich people. They invest in assets, right training programs, education. They'll take out a loan to better themselves because they know they need to learn the skill to make the money. It's not the other way around. It's not need the money first don't know. You've got to have the skill to make the money. Poor people by liabilities. They buy cars and vacations and things they can't afford. Bill. They'll go out to a $200 dinner. But they that's a liability, right? That's not a smart investment. But investing in yourself to learn. Let me give you a good example. And this is this is again. Another mistake that I made is that when I wanted to be coaching, so my first to fire was like taking care of my kids. Right? Justin? Like I want to care of my kids. Keep him safe. Then I was at a point. My career where, you know, I was selling 150 homes a year. 167 68 40. It was like I was crazy. Busy, OK? And again, I was just the agent with an assistant at the marketer. So imagine me I was doing on every appointment. Every closing I was My phone was ringing. I love giving good service, but I got to a point where I was completely burnt out. I was tired, okay? I had awesome systems. Um but I still I'm a present agent. Like I want to be present. Okay. So one day I was like, I can't do this anymore. I need I miss teaching. I miss coaching. I love teaching. So I decided to start approaching. So I looked for I hired different coaches and I hired number one the wrong coaches. I did it best. I was trying to go cheap. And so I wasted two years and money and time and resource is hiring the wrong people because I didn't want to make the investment. Finally, I found my right Coach Russell Bronson. I'm in his inner circle and rest all the one that helped me go from 0 to 7.2 eight million in 25 months. 26 months. He helped me do that. Now have I have hired him way before? And I could never have done that on my own. I absolutely needed his skills. His strategy. He's the one that helped me get there. I put in the work, but his he knew. How do you know what funnels to create? How important copy was? How to have a hook, right? How to How does it make how to write my book. I mean, this book is the reason why, but I've been able to do that right here.

spk_0:   52:15
Yes, I I could not agree with you more. Um, I was one of those people who did not hire a coach, did not take a course and decided I was just going to get it out, learning my damn self, watching YouTube videos, reading articles and trial and error. And I'm specifically talking about Facebook advertising. I'm I'm a friggin master of Facebook ads at this point, but I look back at how much money I spent on testing trialling, air and testing and how how many hours and how many months went by that I was not a master, that I was still learning. And now that I am a coach and have a Facebook ads training program, for that reason, I created it because of how I used to think it's in hindsight. It's like why, why did I not just borrow the money? Why didn't I just get a credit card and do it e mean there's there's people that foolishly do that when they know that they're not really going to do what it is that they're hiring someone to d'oh, that's stupid. But if you're serious, borrow the damn money. Doing it shortens the timeline. You're gonna spend a hell of a lot less money on trial on air and you're gonna start making money. Ah, hell of a lot faster And get out of that hole faster.

spk_1:   53:28
And think of how much money we make. His agents. I got you still write houses. It pays for your course. It's a no freaking Raider Excite. Exactly. It's your you know, this is not to be perfect, but it's what is it? But it's not going to say

spk_0:   53:40
whatever you want on this show. Crystal

spk_1:   53:41
gonna suck itself, okay? It's not gonna suck itself. You have, You know that. But it's not not to learn the skills to get her. And then once you have them, you can fast track. I mean, we've got people 30 ex, their business there, there, they're invested 30 s. You know, it's just it's crazy. I get worked up because I'm so passionate about it. You can see I believe it so much because I know we can't that that people need help and they're just too willing to not want to do it?

spk_0:   54:12
Absolutely. And look, I This was something that I struggled with when I first launched my program Is, Are people going to think I'm just self serving by doing this coaching program? I mean, yes, obviously we do it to make a living and all of that, But we also do it to help others to to just fast track what took us longer to d'oh. That's why I started the program. And some people think it's just no, you know, or the only reason you're recommending that we hire a coach or the only reason you're recommending we take a course is because you have one. And and I understand the cynicism. I'm cynical, like the rest of us in certain ways. But it's actually the opposite. We created these programs, these courses, because we know how important they are.

spk_1:   55:00
I eat my own dog food. I have coaches now have exactly coaches. I believe in it. Um, absolutely. It works when you do it right. It absolutely works, and that knows it was kind of good and I just lost it. But yeah,

spk_0:   55:16
we'll get back to it. No, I love this. I

spk_1:   55:21
make way more money selling real estate, and I do as a coach. It is even though my programs, they're expensive, right? And you would think like you think I'm killing it because you think that, you know, doing 7.1 of a 1,000,000. I'll tell you what. That's what it costs to run a really good coaching program or you get support and you have live training and I get me live and they get, you know, training every single day. It's expensive, So initially I am. I'm losing money as a coach, whereas I just sold real estate. I'd be making my profits are way, way high, but I have a vision. My vision is to positively affect every life that I touched to help create community market leaders across the country who are serving their communities and getting back to the world, right, And I know that eventually it's gonna flip to where my coaching is amazing. So if people are thinking that we're selling these programs because we're trying to get rich, we would be selling real estate on Lee. And we're not just coaching because we, um you know, we can't we can't sell I mean, many coaches coach because they can't sell or they've never sold. And they're teaching. People have a B, these mega these agents and they've never, ever sold the house on their own. I think like this. What?

spk_0:   56:26
Isn't it crazy?

spk_1:   56:27
It's crazy. Go to somebody who's actually in the grind, knows what it's done, experience them it themselves. It just makes no sense.

spk_0:   56:35
Yeah, and I think people know who who are the rial, valuable coaches and the real valuable courses they know because they know the person who created it and the perspective and insight that they have from experience. You obviously have that. I think I have that. There's a lot of other coaches out there that have a shitload of great experience to share, and that's why they created the coaching program. Yes, we get compensated for it, but we should, because it's valuable. And I'm a firm believer, too. And I assume you are What's, uh what is it if you pay, you pay attention?

spk_1:   57:10
Absolutely. Do you know what first started my training? Justin? I gave it away for free. So my $10,000 program right now I gave it away for free in the beginning and people didn't do it. And so what we find is the more expensive our programs get, the more people will actually work and do it and the more they see results. So because they were taking it serious, you know,

spk_0:   57:33
Yes, I completely agree with that because that's how it is for me personally, things that I'm given for free or that I have access to for free. I tend to blow off or they're not as high a priority, or I just don't take it seriously something. I plopped down 300 bucks a month, 1000 bucks a month, 10 grand Once. Like something like that, you're better believe I'm gonna take seriously and

spk_1:   57:54
$25,000 to spend one day with somebody eight hours. I swear to God, 25 grand, and

spk_0:   58:01
I assume it was worth every every dollar. Wasn't

spk_1:   58:03
I do that again? I feel like you just need more help, like, but But I'm willing to invest in myself. But my work's run since training his 25 grand and there's no personal coaching, there's no one on one time with them. There's no office hours. It's just like you go to the modules. Right, But and then you have, You know, you get to go twice a year to, Ah, a live event, but yeah, touching helps you take it, sir. Kiss.

spk_0:   58:30
I love it. Anyone listening? Guys, it doesn't matter if it's my program. Krista's program. Any program that resonates with you do it. Okay, Don't. And just go with your gut If you know what's gonna help you If you know you're gonna do the work, uh, do it if you know you're not. Maybe figure something else out. But you

spk_1:   58:49
know what? People pay to get a degree degree. And don't even

spk_0:   58:53
get me started on that insanity.

spk_1:   58:57
180,000. Like if you're gonna go to stand birds like 200 grand. I mean, I don't

spk_0:   59:01
even think twice. They don't even think twice

spk_1:   59:04
because that's what you do. So you know, education is amazing, but they're saying that e information age is like a $300 billion industry coming up and that the true type of education that people should be taking are those that they learn from people have already done it. The best advice so that from Dean grabs Jassi wrestle Bronson. Tony Robbins is to get Grant. Cardone is to get a coach, get a mentor, but make sure it's from somebody that has done it. That's been in the industry that knows what you're doing. That's I will do a cheese in that you have not. So, of course you should pay for it. I mean, things this don't come for free. And they dio like you said, they don't take it serious.

spk_0:   59:43
Yeah, And here's another thing, too. If if you look when you pay for something now, somebody has a reason to keep coming back and helping you like if it's ah, If you just have somebody that's giving you free advice from now, every now and then what if you need that advice for 22 straight years, we'll eventually They're gonna be like, I don't have time right now, But if they're being compensated like, shouldn't you want to be compensating them for their time? So they are willing to keep coming back and helping you? It's just that there's a really weird way of thinking of things and ah, I don't know, I I used to think the opposite way, like Well, why can't Why Why is it so much? Why can't it be cheap? Why can't it be free? That's completely the wrong questions. Ultimately, guys, the takeaway from this last part of the conversation that I think is vital. If there's something you want to learn, something you want to do or certain results you want tohave hire someone who already has them, hire someone who's already done it and learn how they did it. All of their instructions. Learn how they did it, commit the time, commit the money and for

spk_1:   1:0:48
you to work, commit the work.

spk_0:   1:0:49
Made the work Absolutely. Because that that those are all things that you control you control whether or not you're gonna buy it and invest in it. You control whether or not you're gonna do the things you control that shed and and then you're gonna get this you know the same or similar or better results than then they did. So I I love I love that the conversation kind of went in this direction. I think it's it's so important, and I just I don't think I I talk enough about the importance of that because I feel I worry that people

spk_1:   1:1:22
think it's self serving our thinking that you're trying to push it on him. But on our it's like my coach tells me it's your judiciary duty. It's your moral obligation to be getting the word out there because I know you know that what you have to help people. I know that when I help people and that's our job and I would never sell something that 100% didn't know would help somebody and change somebody's life like I know if they do it, they're gonna have I mean, amazing results. And if I didn't know what, I wouldn't be selling it right. I wouldn't I wouldn't feel right about selling it. Um, and I go back to selling real estate. So

spk_0:   1:1:56
exactly who? Christa, I love it. Every time we have a guest on, we wrap it up with these rapid fire questions, either or you pick one or the other. You don't need to elaborate on it unless you want to, but it gives us a better idea of who you are and what's important to you, and and, uh, you see

spk_1:   1:2:13
the world. I

spk_0:   1:2:15
hope you're nervous because these air very hard hitting. Not really like Facebook or Instagram. Um, I'll ask you the rapid fires. Then I'll ask you for your the most impactful book you've ever read and a nap recommendation for a nap, the early love and then the best piece of advice that you have received. So let's start the rapid fire if you already Krista Facebook or instagram

spk_1:   1:2:39
Facebook because of my target audience, and they're each

spk_0:   1:2:42
club it instagram are linked in

spk_1:   1:2:45
instagram. That should be linked. And I think

spk_0:   1:2:47
Lincoln's awesome. I've really found a love

spk_1:   1:2:49
I got you.

spk_0:   1:2:51
Yeah, I wish they had an ad platform as similar to Facebook's. I think they're working on it, but, um, man, that would be game changing.

spk_1:   1:2:59
I know.

spk_0:   1:3:00
Books or podcasts.

spk_1:   1:3:03
Oh, gosh, I like them both, but, um uh, audiobook starts the audio books.

spk_0:   1:3:08
Yeah, well, the next question is podcaster, audiobook,

spk_1:   1:3:11
audiobook, podcast. Is it a book? Audio book? It's in a book.

spk_0:   1:3:16
Okay. IPhone or android?

spk_1:   1:3:19
I don't know.

spk_0:   1:3:21
It's amazing when people say android, Alexa or Google home Alexa burgers or Pizza Pizza. New York or L. A

spk_1:   1:3:32
l A

spk_0:   1:3:34
Are you a sports fan now? Okay, I'll skip all that

spk_1:   1:3:38
crap raising. My husband likes racing. We look to me like he's like, he likes to do it, not watch it. He races.

spk_0:   1:3:43
What kind of racing?

spk_1:   1:3:44
He does like cars. Fast cars.

spk_0:   1:3:46
Oh, that's freaking awesome. Yeah, mountains or beach?

spk_1:   1:3:51
Um, beach.

spk_0:   1:3:53
Are we any? Are we in a real estate bubble nationwide, or is this not a bubble? Is this something different?

spk_1:   1:3:59
Oh, we're not in a bubble. We're going to see mild, slow, consistent growth. My 2 to 3%. In my opinion, for the next four or five years, we're not gonna do Rick. Don't. Recession does not mean housing crisis completely. Two different things. The last housing crisis happened because, um, bad loans that were being sold appraisals not being monitored now are you know, we are anticipated just just slow traditional, normal type of growth over the next few years.

spk_0:   1:4:27
Podcasting or blogging?

spk_1:   1:4:30
Both that blogging

spk_0:   1:4:33
YouTube or Facebook life.

spk_1:   1:4:35
Ah, basically,

spk_0:   1:4:38
uber or lift uber Gary V or Grant Cardone.

spk_1:   1:4:44
You heard him.

spk_0:   1:4:46
Okay. What's the most impactful? Both

spk_1:   1:4:49
be obsessed with the habit of listening to that right now. The obsessive book. Yeah, the ancestors, the Africans. Really good.

spk_0:   1:4:56
I as much as I dislike Grant Cardone and and his personality and his voice is contents great.

spk_1:   1:5:03
Like his next book is amazing.

spk_0:   1:5:05
It really is. I've got to give him that. He has great content. What's the most impactful book you've ever read?

spk_1:   1:5:11
I think and grow rich Napoleon here, Phil.

spk_0:   1:5:14
And what what act app recommendation do you have for everybody? Is there an app that you're obsessed with right now?

spk_1:   1:5:21
Um, Zoom, I love zoom and bomb bombs. Awesome chip.

spk_0:   1:5:25
Nice. And what's the best piece of advice you've received throughout your career or life?

spk_1:   1:5:30
Just be happy. Like just like your happiness is a choice. And people always say, you know, why are you so happy? And you're so enthusiastic and I'm like I choose to be I have the same things. Go on as you do. But I make happiness a choice. And when you choose to be happy and you choose to look at the good side of things, more good stuff comes.

spk_0:   1:5:47
I love it. Christa, where can they find you? Anyone who's just discovering you for the first time, they haven't seen one of your Facebook ads or gotten into one of your amazing funnels. Where can they find you?

spk_1:   1:5:58
Uh, well, so you can always get a krista major dot com. I wrote the book, Sell 100 homes a year. Um, so you can find it on Amazon, but I would highly encourage you to go to the U. S. Is selling their homes here. Krista, make sure how they encourage you to go to three clients in 30 dot com three clients and 30 dot com, and it's $100 challenge. You get two weeks of coaching with me. We teach you easy things that are not normal and traditional to do well, get a really good I'm feeling of me and who I am. And then after that, you'll decide whether or not you want to take Take it further into, you know more, uh, deep dive into country. I

spk_0:   1:6:36
love it, and we will have links to to your website in your programs and your social media in the show notes at massive agent podcast dot com slash episodes. So, Krista, thank you so much. This was a really fun conversation. It went in a lot of directions. I wasn't expecting, but I'm really glad we did great shit. Thank you so much.

spk_1:   1:6:56
Thank you for having me. Doesn't appreciate and keep doing what you're doing. It's awesome.

spk_0:   1:6:59
Thank you. We'll talk to you soon. Isn't she just one of your favorite people now within Within our industry. Krista's awesome. And I Since recording this, I've actually had the chance to start before recording this. I don't know how you'd hear me talk about it if it was after recording this, but you get the point. I've had the opportunity to be on her podcast. Not sure when it comes out. Looks like it's at least a few weeks out. But look for that interview because I tell a lot more of my story and how I kind of got to where I'm at and how I did it on her fired up podcast. So, um, yeah, big fan of Christa. Make sure she walks the walk. Sold over 2000 homes. Ridiculous. I don't know about you, but I want to sell over 2000 homes when they'd be nice, even over a 50 year period. That's very impressive. Before we sign out and wrap it up and let you guys go, your merry way to start doing the things start implementing on the things that you just learned or that you were just inspired to Dio. Hopefully, one of those things was to go to massive agent society dot com and claim your market. Look, we it's just incredible how powerful Facebook ads are. But you it's not something that you can learn on your own unless you're willing to spend thousands and thousands of dollars on trial and air spend dozens. Okay, no hundreds of hours toe learn. You can just shorten the learning curve. So we give you from day one that you joined the massive Agent Society. You go through the online checkout, you claim your market and you're the Onley agent who can get referrals from our other members in our private Facebook group. You're the Onley member who has access to the to the ads that we give you. You can copy and paste and add today so you can have a Facebook ad that's proven to work running by tonight and start getting leads tonight. We give you the e mails to follow up with. We tell you where to put them, how often you should send them. Should it be a text or an email. What should it say? All of that stuff? We give you the e mail follow up. We tell you, you know, my favorite CR ems that I recommend. We tell you the website that providers that you can use thio deliver lists of homes for certain certain Facebook ads. We give it all to you. And so we take that learning curve required, and we shorten it to the shortest amount possible. We've seen people getting getting actual listings and clients in their 1st 30 days of being a massive agent Society member. Now I want to set the proper expectations, too. I want to be honest with you. It's not that common that you get an actual client in the 1st 30 days. But in the first few months, of course, of course. See, it's a numbers game, just like anything else you need to have. You're getting at bats, you're getting chances at conversations. Now there's certain things you can do to increase the likelihood that someone responds to you, or that a lead will text you back, or that when you speak with them that they'll be willing to do whatever it is you want them to do. Um, there's a lot of variables here, but getting more at bats is key, and it's a numbers game. So if you get 50 or 100 leads your first month, that's fantastic. Then maybe a couple of them lead to lead to meetings, made two appointments, and then one of them leads to a client. Well, if you're spending $300 or so on Facebook ads for the month, okay. Plus, let's say you do the most expensive massive Agent Society membership option. You're doing the monthly. It's 300 bucks or today, January 30th. If you use discount code today, it's only $150 a month moving, moving forward every month. Why

spk_1:   1:10:33
am I

spk_0:   1:10:33
doing that? I'm kind of regretting it now, but I don't want to re record, and I want you guys to who have not joined yet and want to. I want to give you a chance, and I want to reward those who have subscribed to the show. It's a big deal. So, um, yes, well, we'll keep doing it, even though I'm strangely having a change of heart. And I've also lost my train of thought. See, this is a squirrel moment. Completely lost my train of thought. I'm gonna keep rambling until I come back to it on DDE. I think we're back. Yeah, you could be up and running by tonight with getting leads. Okay? Getting and implementing this system for following up with them. Then it just becomes a numbers game and three months in, you should have some clients. Okay. And if you're spending $300 on, let's say you're paying full price. The most expensive membership option, $300 a month, then you're spending $300 a month on Facebook ads. You're spending 600 bucks a month and maybe with the CR. If you're getting a new C E r m, a new website and new whatever, let's let's round up to $700 a month. Hell, let's round up to 1000 a month. You're not gonna have to spend that, But let's do just because it's a round number spending $1000 a month, you get a client from a Facebook ad month to then you get a closing month. Four. Okay, I've seen it happen faster. Usually you really see a steam rolling it at month 6789 e mean, it takes time. You got to talkto hundreds and hundreds of people follow up with him over time. Most people don't respond the first time, so you gotta have a good follow a plan. If you guys have ever run ads and done lead generation, you know what I'm talking about, but way show you how to shorten it up. We show you the best way to do it, to maximize every dollar you spend. And every minute you spend doing it. So So let's say a month for you. Finally get a closing. You've spent $1000 per month for each of those four months, which again, I think, is grossly overestimating your need. But you spend 4000. So what's your average commission? What's your average commission is at 4000? No, it's probably more. Maybe it's less. I don't know. It depends on your market, of course, but again, R o. I is calculated over a certain period of time. So if you look at this over the first year and month 6789 10 11 you start getting more and more and more clients. All of a sudden, the commission just keeps piling up. Okay, you can absolutely get a positive r a y on what we teach you if you do the work and do what we show you to dio and ask for help if something isn't working properly. Okay, there's another key. If you do those things, you will see a positive r a y in the first few months. Four months, five months you will, And over the first year it will be overwhelmingly are. Why positive? But you could also be one of those people if you choose to just be like, you know, I hear Facebook as don't work so and so said they tried him. They don't work. If that's the case, if that's the way you want to look at it and think that there's no other variables. Fine. I'm sorry for you. I feel bad for you. Sucks for you. Someone else will just claim your market and take advantage of the platform guys. It's not just about leads. Facebook ads are not just for Leeds. It's if you have videos that you want more people to see. So instead of 200 people seeing a video, you get 20,000. Okay, that's how it works. Very inexpensive to do that retargeting with videos, retargeting with articles you've written posts you've made. Getting leads is just one part of it. So, guys, if any of this resonates with you at all, I highly suggest you go claim your market today at Massive agent society dot com. If if you're listening on Thursday, January 30th use discount code dust. Sorry, Discount code Today. If you're hearing this afterwards, even at the full retail price, I promise you you will not find a better value in the industry. You will not get an annual membership, so you don't have to worry about paying each month until you start to get our white positive. Make the one payment for the year. Do a lifetime one payment forever, but you have to master your ability to get new clients coming in the door. You have to any new business. Any business that's going to survive long term has to be able to get new clients in the door. That's exactly what the Facebook Ads platform can do for you in a very, very big very powerful way. It's just on you to learn how to use it properly. The Facebook ads platforms nothing more than a tool. Guys, it's nothing more than a tool. Some people use the tool the right way. Some don't. You could be one of those who does and uses it very effectively and really become a top producer in your market just by letting the whole community see you over and over and over and over until finally they all higher you. That's what's gonna happen if you put in the work and make the investment to do it. Thank you guys so much. I hope that resonates with you. We've provided. I mean, we're giving you all the tools. Now all you have to do is invest in it and do the work. That's it. Are you gonna do that or not one agent per market. So hopefully, if you're markets available, you can still snag it again. Please write a review or a rating over on the Apple podcast platform. It helps out tremendously. And if you like this episode with Krista, May shore or any other, please share it with a colleague posted in a group shared on your instagram story. Whatever. Anyway, that you could get other agents to know about this way would appreciate it very much. And so would they. Guys, go sell some homes, go close some loans. Had a great freaking weekend. Take care.