48 Seller Transactions in 12 Months The Ultimate Real Estate Funnel Strategy, Ep. (929)

Summary

Podcast Summary: F.I.R.E.D UP with Krista Mashore – Episode 48: "48 Seller Transactions in 12 Months The Ultimate Real Estate Funnel Strategy"

Release Date: March 4, 2025

---

Introduction

In Episode 48 of F.I.R.E.D UP with Krista Mashore, host Krista Mashore delves into a highly successful real estate marketing strategy that led to 48 closed seller transactions within a single year. Co-host Joe Seaman joins Krista to unpack the intricacies of the ultimate real estate funnel strategy. The episode features insights from top-performing agents who have implemented these strategies to dominate their local markets.

---

The Ultimate Real Estate Funnel Strategy

Understanding the Sales Funnel

Krista Mashore begins by outlining the core strategy that propelled her team to over 100 home sales in a year. She emphasizes the importance of a well-structured sales funnel in real estate marketing.

Krista Mashore [00:00]: "One Strategy resulted in 48 closed seller transactions in a 12 month period. I'm going to be going over exactly how we did it here."

Joe Seaman highlights the necessity of being a top marketer to achieve top production.

Joe Seaman [00:23]: "To be a top producer, you want to be a top marketer."

Lead Generation and Retargeting

Krista explains the initial phase of attracting sellers through Facebook campaigns focused on educational video content rather than immediate lead magnets. This method builds trust and positions the agent as an authority.

Krista Mashore [00:32]: "At the top of the funnel is an attraction-based marketing strategy where you are putting out video content, talking about seller tips, buyer tips."

She further elaborates on retargeting techniques to warm up leads, making them more likely to convert.

Krista Mashore [01:48]: "Once somebody watches one video or a portion of a video about selling, the idea is they're probably thinking about selling. So you want to educate them more before asking for contact information."

Nurturing Leads to Conversion

The strategy involves continuous engagement with potential sellers through a series of educational content, culminating in a request for contact information and a listing appointment. Krista underscores the importance of nurturing leads to build lasting relationships.

Krista Mashore [04:16]: "The more you nurture those leads, the idea is eventually you're going to convert them."

---

Success Stories from Top Agents

The episode features several top agents who share their personal experiences and successes using the funnel strategy.

Hayley Jones

Based in Knoxville, Tennessee, Hayley transitioned from a high school math teacher to a successful real estate agent. Implementing consistent video content and leveraging her sphere of influence led her to significant growth.

Hayley Jones [16:23]: "I found my sphere started coming to me very quickly in that first year. So then with the assets, the sphere came, I had the assets and it was just a no brainer. They hired me."

Her approach emphasizes the importance of preparation and adding layers to her marketing efforts, such as location domination.

Hope George

Hope, a broker from Richmond, Virginia, shares her transformative journey in real estate, highlighting the role of systems and processes in achieving record-breaking sales.

Hope George [17:54]: "2024 was my absolute best year ever. I sold 42 units."

She attributes her success to implementing Krista’s strategies and maintaining a high level of organization and consistency.

Alicia Collins

Operating in Tulsa, Oklahoma, Alicia discusses her rapid rise from a new agent to a top performer through strategic video marketing and strong confidence in her presentations.

Alicia Collins [27:46]: "When I think like making, you know, 1% of what people, you know, the top 1% of people, what people are making here is amazing."

Her commitment to treating real estate as a full-time business and leveraging social media has been pivotal in her success.

Shanara Carter

Shanara, licensed in Chicago and Indiana, highlights the critical role of confidence and thorough preparation in securing listings consistently.

Shanara Carter [38:06]: "I've not lost a listing since I've been in this program."

Her strategy includes comprehensive CMA drop-offs and personalized marketing materials that set her apart from competitors.

Sabrina Shaw

With a background in education, Sabrina transitioned to real estate and achieved impressive sales by implementing video marketing and social media strategies taught in Krista’s program.

Sabrina Shaw [26:18]: "Making my agent do one. They don't want to do it. But because you told me, imagine if you didn't give someone advice and they made a mistake, that makes me make the video."

Her focus on educational content and building trust through consistent engagement has driven her success.

---

Key Insights and Strategies Discussed

1. Importance of Video Content

All featured agents stress the significance of video marketing in building authority and trust with potential sellers.

Hope George [34:49]: "You have to pretend you're talking to a friend."

2. Leveraging Social Media Effectively

Using platforms like Facebook, YouTube, and Instagram for consistent content distribution is crucial for maintaining visibility.

Hayley Jones [55:16]: "Reaching out, all of that is important. But nothing reaches as broad and as often and as fast as social media."

3. Investing in Marketing

Starting with a minimal budget and scaling up as results come in is a common theme among the agents.

Alicia Collins [56:19]: "I would run a video for $50... then just do a dollar a day after the retargeting."

4. Building and Leveraging Referrals

Maintaining strong relationships with past clients and continually nurturing them leads to a steady stream of referrals.

Dr. Hope George [62:29]: "Everyone in the group... is so giving of their time."

5. Consistency and Persistence

Regularly creating and distributing content, along with maintaining a disciplined business routine, is essential for sustained success.

Hope George [66:41]: "Make the video once a day... The more video you make, the better you are."

---

Notable Quotes with Timestamps

• Krista Mashore [00:00]: "We sold over 100 homes that year."
• Joe Seaman [00:23]: "To be a top producer, you want to be a top marketer."
• Krista Mashore [01:48]: "Once somebody watches one video ... they're probably thinking about selling."
• Hayley Jones [16:23]: "They hired me."
• Hope George [17:54]: "2024 was my absolute best year ever. I sold 42 units."
• Alicia Collins [27:46]: "Making my agent do one. They don't want to do it."
• Shanara Carter [38:06]: "I've not lost a listing since I've been in this program."
• Hope George [34:49]: "You have to pretend you're talking to a friend."
• Hayley Jones [55:16]: "Nothing reaches as broad and as often and as fast as social media."
• Alicia Collins [56:19]: "I can spend $50 and make $6,000 any day."
• Hope George [66:41]: "Make the video once a day... The more video you make, the better you are."

---

Conclusion

Episode 48 of F.I.R.E.D UP with Krista Mashore offers a comprehensive guide to mastering the real estate sales funnel. Through detailed explanations and inspiring success stories from top agents, Krista and Joe demonstrate how strategic marketing, especially through video content and social media, can significantly enhance lead generation and conversion rates. The episode underscores the importance of consistency, investment in marketing, and leveraging community and referrals to achieve remarkable growth in the real estate industry.

For real estate professionals looking to elevate their business, this episode provides actionable strategies and motivational insights to implement immediately.

---

To learn more about these strategies and gain access to free resources, visit KristaMashore.com/Podcast.

Transcript

[Krista Mayshore]

One Strategy resulted in 48 closed seller transactions in a 12 month period. I'm going to be going over exactly how we did it here. Now notice we actually sold more than 48 homes. We sold over 100 homes that year.

[Joe Seaman]

Actually, that's why I wrote the book.

[Krista Mayshore]

Sell 100 homes a year because we.

[Joe Seaman]

I averaged 130, 334 homes a year.

[Krista Mayshore]

That 19 years while I was a practicing agent.

[Joe Seaman]

Okay, so let me go ahead and get into this. So first of all, I want you to think of a funnel and your marketing. Remember, to be a top producer, you want to be a top marketer.

[Krista Mayshore]

This is how we got sellers to raise their hand and request a market analysis. So we would run Facebook campaigns. Now here's the understand the top of the Facebook campaign would not be a, a lead magnet requesting for somebody's contact information. The top of the funnel is an attraction based marketing strategy where you are putting out video content, talking about seller tips, buyer tips. You know, when you're going after sellers, it would be seller tips.

[Joe Seaman]

Okay?

[Krista Mayshore]

You're just educating people. And at top of funnel, what you're doing is you're reaching a mass audience. People are seeing you, they're getting to know you at this point, at this time, they're becoming aware of you and your brand.

[Joe Seaman]

Okay.

[Krista Mayshore]

As people watch this content, you're going to then going to retarget them to more seller type videos at this time. Now these leads go from cold to, to warm. Okay? And once somebody watches one video or a portion of a video about selling, the idea is they're probably thinking about selling. So you want to educate them more on more selling videos before asking them for their contact information. Okay. Now they're getting to like you because they're binging your content, which means they trust you. They're more likely to convert. And if they don't convert, you still need to nurture.

[Joe Seaman]

So here's how it will look.

[Krista Mayshore]

Let's just say I have a thousand people that watched one video, you know, or that we, we marketed to. Out of Those thousand people, 100 of them, which is probably too many, watched the content. And out of that, 10 of them said, hey, I would like more information. Okay, so let's talk about the stages of a sales funnel and why this marketing principle works when you're trying to attract sellers or attract buyers and close more deals. Number one, you have to think about when sellers are thinking about selling, they have a problem, they want to sell. Okay. What do people do when they actually want to? So what people do Is they start researching online, they go to YouTube, they go to Google, they start, you know, typing in how to sell your house, like how to get the most amount of money. Real estate agents in my area, the goal is, is for you to show up while they are looking. Now, I run Facebook ads and I run Google Ads and I purposely put my videos in front of my local community and I want everyone to see me over and over again. My hope is that with the right targeting, which I specialize in, that I will be able to reach sellers. Okay? So problem aware is the first step. All right? This is a sales marketing cycle. Marketing awareness is the first phase. Okay? Once somebody is interested, then all of a sudden it's like, oh, I'm thinking about selling. Let me start doing some research. Then you put more videos in front of them, okay? It's called retargeting. You pixel them, you do retargeting ads so that more videos show up in front of the person that originally watched the first video. Right? Now they start consuming information. So what are you doing now? Number one, you're generating leads. And these leads are higher quality leads because they're interested, because you're retargeting them the same content, okay? And you're nurturing them and educating them. So what's happening is they're thinking about selling, they start educating themselves, getting to know you, learning more about selling. Then what they do is they go, whoa, whoa, whoa. Do what they do is they go, let me vet and verify. Let me see who is the best person, person to actually sell my home. Well, guess who the person is going to be? The person that they've already been watching, developing a relationship with and learning from. Okay, Then what happens is the more you nurture those leads, the idea is eventually you're going to convert them. All right, so now that they've, that they've vetted and you know, looked you up like you, you have good information, then they're in the decision making process. And that's when they say, I want to interview that person.

[Joe Seaman]

And then the idea is to make.

[Krista Mayshore]

Sure that they keep coming back to you. You retain them as a client, they want to relist and resell with you. And how do you do that? You do that by continuing the marketing process, by continuing to market to them, right? Continuing to nurture them. So eventually you can convert them again or they can refer, retain result. All right, so this is how it works. And I cannot teach you how to do a Facebook ad. I'm going to show you the strategy. Step number One is identify a problem, right? In order to be considered a solution, you must be solving a problem. So sellers right now are afraid to sell because they have a low interest rate, right? That is a true problem. The idea is, is to create video content about a problem that, you know, people have right now. Sellers have wanted to sell for three or four years, but, and there's a huge bent up demand for sellers wanting to sell, but they're not because they are comfy in that nice warm interest rate. So you need to do educational content about how they actually can still sell. Right? Because they probably have equity in their home, they can buy down their interest rate. There's a lot of things that sellers.

[Joe Seaman]

Can do to sell.

[Krista Mayshore]

Okay. They also can do, you know, creative financing. So that's the first step, identify a problem. The second step is to create a video around the solution to the problem. Remember, in order to be considered to solve a problem, you must be, you must be solving, you must be solving a problem to be considered a solution to solve that problem. So you create a video and then you're going to take that video. You're going to run ads through the ads manager on Facebook and you're going to use the reach objective or you're going to use the video views objective and you're going to say, I want you to put this ad in front of every single person within this specific zip code or a 15 mile radius. You have to do a 15 mile radius because the special ad audience, all right, because of the rules, because of it's a home. Then what I'm going to do is, like I said, number three, I'm going to create a Facebook ad campaign getting that video out there so I get math maximum exposure on it. I want you to think about what happens right now when you create a video about anything. Selling, buying, your community, the only person that sees it as who, mom, your dog, your friends, no one else. You want everyone else in your community to see that video. And how do you do that? By paying to play. You want to pay for attention, you want to pay for exposure. You also want to do organic, right? You want to put these videos on Instagram, YouTube, you want to do short reels, you want to do everything, but you're going to want to run ads behind them and get, you know, hundreds of thousands of views. In fact, just take a look at a few of these examples, right? You can see here how many hours of watch time. Imagine getting this many hours of watch time on all these videos. It's helping the seller it's helping me because I'm marketing myself and look at all the different times that we beat Zillow. Then I take this information, I bring it to a listing equipment. I say, hey, this is why you hire me, because I expose your home to the masses. You're exposing them. You're also exposing you. Now step four, after you, they've watched one video, okay? Then you're going to retarget another video on selling. You're going to say, hey, all these people that just watch this video, show them this next video about selling. Why is this important? Because you're, you're, you're developing a relationship. Remember, they are in the solution phase. They're looking for a solution to, to solve their problems. So you are now retargeting more solution based content, nurturing them, positioning yourself as the authority, getting them to know you like you and trust you and getting them to say, I want you to come this my house, right? Then you're going to create a lead generation campaign and you're going to drive that traffic. This is when you're going to say, hey, I want to get your information. But here's the deal. What most marketers do is they start here, they create campaigns or lead magnets and they say, download my seller guide. You know, come to this open house, read my seller book. They start there before earning the right to ask before developing a relationship. All right? When you do that, it costs you 50, 75, 100 plus dollars to generate a lead. When this way you're exposing yourself to massive amounts of people. Identifying the people that actually are thinking about selling and they're wanting to sell, they're educating themselves. So then when you get to this phase, they are so much more likely to say yes and to want to give you their contact information. Okay? And then number six, now I've done this, right? I've done several videos and they've said they've watched them. Then I say, hey, go here to see my sellers. Go here to a seller seminar. That is when you collect their contact information or if you're smart, you don't even do it. Then you just let them binge watch and consume your information. Then again, you create retargeting ads to people who converted into leads and who watched previous videos. You got to keep warming them up. You want to keep putting more content in front of them, right? You can do this for less than a cent, okay? You can put yourself in front of your local community for less than a cent and let them watch you over and over again. Then you're going to retarget a seller seminar to them, right? We have a seller seminar. We it's on a funnel, a landing page. We then say, hey, here's a whole seller seminar with tons of video content. And I actually have something called a seller course now which is even better than the seller seminar. We send them a course about how to sell your home from A to Z. It's video content that goes over every single aspect of the selling process. It educates people. And this ensures I actually get a listing appointment because I'm educating them before I even get there. Remember, winning before I arrive, earning the right to ask. All right, now they've watched my videos. I've sent them to a seller seminar or a buyer seminar. I'm sorry, seller seminar or a seller course. Now I want to make sure that I put my content in front of them, showing them that I actually have happy clients. So now I'm creating more retargeting ads that I'm saying, look at the testimonials from other happy sellers that I've actually worked with in the past. So they're seeing me, they're seeing my content. Now they're seeing other sellers say how great I am. Then what I'm going to do is I'm going to retarget again examples of other properties that I have sold that are similar to theirs. And I'm going to put create. I can show you an example of an ad right here, right? You see this man? It's a video testimonial of him saying how great I am. And also you can see it shows, you know, five or six other listings I had sold right there around the next 30 day time frame, within that 30 day time frame. So what am I doing? I'm showing the seller that not only do other people like me, but also that I'm a great marketer and I sold other homes. They're seeing, you know, video tours of other properties that I have sold. And then I'm going to continue to constantly show up in their newsfeed. Remember, research shows that sellers start thinking about selling about three to six months before they actually take action. So I want to make sure I'm still showing up. So I will. I'm going to retarget more authority videos. What's an authority video? It's a market analysis of your city. It's a national market analysis. You know, it is community type videos. It's seller tips, it's information about selling, information about the community. You're educating people. You want to keep showing up in their feed and you are retargeting again for less than a penny. And that is exactly how you do it. Okay? Now what happens is, is that remember when you sent them to your landing page or your funnel, your seller seminar, your buyer, your seller course there at that point after watching multiple videos being retargeted, that's when you're going to request their contact information. Once you request their contact information, guess what the good thing is you then can take those that information, put it into your CRM and you can start a workflow around selling.

[Joe Seaman]

Okay?

[Krista Mayshore]

And then what happens is sellers raise their hand and they say I would like you to come give me a market analysis or I would like you to come list my home or meet with me. And that is when you drop off your box at before you actually go on that appointment and you're going to have things like your marketing plan in there. You are going to have a, you're going to send them a market video, a marketing video. You're going to send them your seller book. You're going to make sure that you position yourself as the authority before you even get there. All right? That is how you get. We got 48 transactions from this exact strategy.

[Joe Seaman]

Okay?

[Krista Mayshore]

Make sure that you do not put a market analysis in there unless they just requested a market analysis. And you created a campaign around sellers requesting a market analysis. If you were going on a listing appointment, never ever put a market analysis into a drop off before you get there because you want to be able to explain what is in that market analysis with everyone. All right, everybody. So that is how I was able to close 48 transactions specifically from this exact strategy in a 12 month time frame. And I believe it was about a $760,000 commission from that. And that's how we averaged selling 100 homes a year. Guess what? I actually have a three day event where I go over this in great detail. We talk all about marketing, social media, video, how to stand out as the go to authority, how to get sellers to raise their hand for a listing appointment and what to do prior to that appointment. To make sure you actually get the appointment. Just go to Krista mayshore.com forward slash listings. Right? Just go to Krista may sure.com forward slash listings and you can sign up for that. It's three days, it's virtual right from your own home. So I hope you like this. Let me know how else I can help you put it in the comments. What answers do you need as a real estate agent and Please like and subscribe, because that is the only reason why I will do more videos, because.

[Joe Seaman]

I don't get paid to do this.

[Krista Mayshore]

What helps me is you subscribing and liking so I can put this in front of other people. So thank you so much. I really appreciate it.

[Joe Seaman]

See you soon.

[Shanara Carter]

I can say that my phone rings. I tell people my phone rings every day with a new referral with someone that just needs help. Literally a new person every day.

[Krista Mayshore]

All right, everyone.

[Joe Seaman]

So I hope you are just as fired up as I am. And this podcast is all about what to do in 2025 and how these agents from different markets across the country were able to make 2024 one of their greatest years, if not their best, even with the craziness that happened with inventory, the NAR lawsuit, interest rates, and everything else. So listen up because they're going to be telling you exactly, in great detail what they did in 2024 to succeed. And they're going to tell you exactly what to do on your own. So they'll be letting you know what their name is, where they're from, a quick, quick history about how long they've been in the industry, where they started and where they're at now. And then we are going to be brainstorming and masterminding on what you can do as a real estate agent in 2025 to stand out. Hey, everyone. Thank you for being here. Oh, you. They're just.

[Alicia Collins]

Pumped.

[Hope George]

We're pumped.

[Joe Seaman]

Pumped. And just let you all know these people. Like, I personally know them. They've all personally coached with me and I have seen them just do amazing things. So I'm just going to go ahead. Haley, we're going to start with you. Where are you from? How long you been in industry? Kind of like tell a bit about your journey and then we'll just take a quick bat with each other and then we're going to get into it. Cool.

[Sabrina Shaw]

Awesome. What's up, everybody? I'm Hayley Jones. I am based out of Knoxville, Tennessee, so right by the mountains and I got my license in 2020. I'm a former high school math teacher, so just a little shout out to that. But yeah, so got my license in 2020 and have been full time pretty, pretty much since March. Just a little shout out to Krista. Started working with Krista in November of 2020. First year, did eight transactions, did Chris's. Did what Chris had told me, went from eight to 33 the next year and have grown every year. So, yeah, I mean, just out here driving around now, a huge, obviously a huge part of what I do is my social media, YouTube, etc, so that's my little spiel. I mean, anything else you want me to add?

[Joe Seaman]

That was perfect, perfect, perfect, Hope. And it's funny now, this is not my. The craziest thing you're going to see. There's a lot of teachers on here. That was not by. I don't even realize that. Apparently we tracked a lot of teachers, but Hope is like actually a doctor. We got Dr. Hope. Hope, where are you from? Tell us about you.

[Hope George]

Hey, I'm Hope George.

[Hayley Jones]

I am from the Richmond, Virginia area in a suburban county called Chesterfield, Virginia. And yes, I was a teacher. I was also a middle school principal and I'm never going back. That's awful. No, it wasn't awful. I loved it. But boy, this is so much better. So I've been licensed since 2017 and I'm now a broker. I started my own small firm a year ago. I used to average about 12 units a year. I started in Krista's program three years ago. I am an insane implementer. If it's in Krista's program, I figure out a way to make it happen. I implement it and I can attribute my growth to that. So last year, 2024 was my absolute best year ever. I sold 42 units. My average was 12. The year before that was 23 units in 2023. And that had been my best year ever. So since I've been in the program year over year, at least 100,000 growth in gross commission income each of those years. So what else do you want to know? Like anything specific.

[Joe Seaman]

That is a massive increase in a year with one of the worst years in real estate. I mean, that's, that's almost double. So good. Hope, and I will say she's a massive implementer. We're going to get more into that in a bit because I've never honestly seen anybody that implements. Well, most everyone here does. But you are insane about it. Your systems and processes, I think that's been a huge thing. We'll talk about that. She's highly into systems and processes. She uses the measure method and she's just taken it full, full tilt, which is, which is awesome. Okay. Alicia Collins.

[Hope George]

Hello, everybody. I have been in the business over 20 years. I can't believe it's gone, you know, by so fast. In a couple months, I will have been in Christa's program for seven years. Bananas.

[Joe Seaman]

I cannot believe I've been even doing this for seven years. She was like in the first two months of me coaching crazy.

[Hope George]

And, you know, I'm, I'm so, so grateful that I found you because it changed my life and it also, you know, obviously changed my business. I now have a pretty big team. I started with just a couple people. I found you when my real estate partner, who was pretty much like a mom to me, retired and I didn't want to become kind of, you know, technical, technically obsolete like she did. And that might be happening a little bit, but not as much. So I'm trying, right. Anyway. But I love making video. It's hard.

[Sabrina Shaw]

The queen of tech talk.

[Joe Seaman]

Okay, seriously, everyone, I can't say what it was, what's about, but Alicia just got her first brand deal. She is getting paid as an influencer from doing her video content. And it's like we've seen her just blow up. She was right around 100 homes a year when I first met her. And now she's close, closer to 300. And so that's just amazing progress.

[Hope George]

And she bounces around every year. I mean, somewhere between 2 and 300. It's weird how it vacillates, but it does. Video queen our, you know, and I like 5 5x. My income is just since I met you, I mean, it's just unreal. And in the process, I'm also, that's not counting all the income that everyone that works for me earns. And that's. And I love teaching young agents. That's. I think that's become, or I know that's become my superpower. Like these, you know, 20 year olds teaching them how to become really fantastic real estate agents.

[Joe Seaman]

And you're such a good teacher. So you've got, you've got the patient patience. I cannot wait everyone to stick around. I want you to hear who they are, where they come from, and to understand, like, what they're doing. We're going to go deep diving into exactly what they're doing. And the goal from this is that we're then going to do individual podcasts with them so you can learn in great detail on exactly what they did step by step. Okay, Joe Seaman, by the way, there's only one man right now. But we do help men as well. It's just for some reason, our avatar seems to be more women.

[Dr. Hope George]

That was a big thing of like, I was kind of like standing back with the coaching program was like, is this for even men to join? And so when I joined three and a half years ago, I think there was only about 20 or 25 men. In the coaching program and it has grown significantly since. So I am Joe Seaman. I'm from the Augusta, Georgia Akin North Augusta, South Carolina. So I hold two licenses for two states. I've been a part of Christa's program since August of 2021. So a little over three years and absolutely have loved making relationships with everyone. Krista is a real person. This is not a replica of her. This is not an AI version of her. She is a down to earth real person. So is everyone else on the Zoom and on the podcast. And so that has been one of the things that I've loved so much is the relationships formed through the coaching group. Yes. All the things that we learn and implement and you teach and you're always ahead of the curve, but the relationships and I tell everyone we're like a big old family and so it's really, really cool how that has worked. So a little bit about me. I got licensed in 2018. I ran my family's compilation of businesses for 27 years. I started when I was 12 years old working for my dad in his business in his sign shop and stayed with him for 27 years. And then I had, I had maxed out, he couldn't pay me anymore. So I said, I don't know what I'm gonna do, but I'm giving you a six month notice. And at that point I had no clue that I was gonna come into real estate. Ended up getting my real estate license, leaving the family business back in 2018 and have never looked back.

[Joe Seaman]

So you just had your best year. Tell us about it.

[Dr. Hope George]

So in 2018, my best year, I had my personal best month in 2024. So in June of 2024, I collected over $140,000 in commission. And that is in a down market, high interest rates, crazy economy, crazy election year, no inventory on the market. And it was my personal best month. And so if I can do it, I tell everyone I am just a regular old Joe. Believe it or not, I'm a regular old Joe.

[Joe Seaman]

Okay, Joe, I just saw that you got every sing 2024, you had the highest amount of listings of your office and you closed 101 transactions yourself.

[Dr. Hope George]

Myself, I closed 100 and 101 myself. And so if I can do it, I'm just telling you, you've got to implement a system. If, if you don't have a system, you are nothing. You've got to create a system and stick to the system. And I'm telling y'all, if I can do it, anyone can. In the real estate industry can do it.

[Joe Seaman]

We're going to, we're going to deep dive into that and I want you to go over. I know exactly what you're going to be talking about because I know you and I know what you were co author in the book of Sabrina. Tell it, tell us. You look smashing by the way.

[Alicia Collins]

Let's go to somebody else first.

[Joe Seaman]

Okay. Shannara. Shanara Carter.

[Shanara Carter]

Hello. Hello. Hello. So hi, I am Shanara Carter. I am also licensed in two states. I'm in Chicago and Indiana and I a little background about me. I've been licensed since 2018. My background is nursing. So I left nursing in the year 2000 to do real estate full time. I've been with Krista. So this program actually gave me the confidence to leave my six figure job, step out on faith and I haven't turned back since. So what I can say is that this program has allowed me to scale up every year. 2024 was my best year when a lot of agents in my industry didn't do so well, got out of the business. It was my best year. Closed my highest deal of the career. 1.675 million and my average price point is 250,000. So that was huge. So yes, that is pretty much my story. Love this community. I wouldn't be able to do it without not only Krista's amazing coaching but the wonderful people that surround her in this community. So with, with their support and with the confidence that you get in this program helps you to scale up and stand out.

[Joe Seaman]

I want to talk a lot about that today though actually because it's one of the things I think that makes with anything in life when you have a community of people. I think people are hungry for that and they're willing to share. I people just share everything. They give everything. There's no secrets. And it's not like that really anywhere else. In real estate especially when you're with your, your, your, your towns and other in your office, people are afraid to help and that's something that's completely, that's completely opposite. I was actually just commenting on Joe, how helpful he always is and Alicia, I mean Joe and Alicia every week will coach for half an hour before the coaching call. They don't get paid to do it and they just answer questions of 200 to 300 agents beforehand and they do it and they're super busy. I just, it's such a great thing to be able to see. So we'll dive deeper into that now. Lastly, Sabrina.

[Alicia Collins]

Okay, I'M ready now. So I started. I've been in the industry for six years. I started it as a brand new agent. I just months into being a new agent. I found you. I was on a team during that time. I got my first transaction with you and then, you know, implementing your system, implementing videos, implementing the marketing. I left my team and went solo. Made, you know, top 500 every year, almost made top 100. I just found out I made top 500 again, which is top 10% in our market. And I just sent an email, like in my top 1% because I feel like I'm really close. It's been a fantastic year. I was an education prior. I was a high school principal. I pretty much topped out on how much I was going to make. And I was working all the time, had a life change, went into real estate and found you. And now, you know, I make more than I ever thought I would. You know, like when I think like making, you know, 1% of what, you know, people, you know, the top 1% of people, what people are making here is amazing. And you can do that with real estate. And, you know, you've given us the tools. You know, my marketing knowledge, my social media, what I've been doing is YouTube, a lot of it. And I get that from video. And it's just been an amazing, amazing year.

[Joe Seaman]

I'm sorry that you're sick. I could hear it. I could hear it. Okay, so let's talk listings. All right, everyone, Because I think right now you want a list to exist, you want a list to last. I want to be going over what listing strategies that you are using right now to help you win before you arrive and make sure that you really nail down that listing. So let's talk number one, how you're getting them, what you're doing prior and what you would say is your biggest secret weapon when it comes to listings. I think that's what most people are really, really wanting. So let's try to keep it to about a minute a piece and we'll just kind of do a rapid fire on your best. Like, be as, you know, as explicit as possible what you're doing. And if I have to cut you off, I love you, but I'm trying to make sure we do around Robin. So hope you'll go first.

[Hayley Jones]

Okay, I for listing. Something that I did right off the bat in your program was I got all of my assets ready, my May Shore method website, my listing presentation video. I got the book done, the guide marketing, buyer's guide, seller's guide marketing plan. I probably got all those done in the first three to four months. I just worked really hard to get the assets together. Then I focused on video, consistent video, community video, real estate, education topics. The scripts that you give us really consistent with video and my sphere just started coming to me very quickly in that first year. So then with the assets, the sphere came, I had the assets and it was just, it was a no brainer. They hired me. Now over the past three years I have added that stream of location domination because I had my sphere. I had some past clients, but I needed that one more leg of the stool, right. To make the stool stand up. So I added location domination about two years ago and it is bearing really good fruit right now. I had seven closings last year from farming and in fact I got a phone call today for another listing appointment tomorrow. I think I'm looking at my board here for farming. I've got about six in the pipeline for listings right now, as we said that are, that are upcoming. So for me, sphere first assets, video, video, video and then adding location domination once I had the, the space to do it. And now that's really taking off and I'm bearing a lot of fruit from that as well. And I've added assistance along the way.

[Joe Seaman]

So.

[Hope George]

Good.

[Joe Seaman]

And you. So tell me a little bit about the assets and you guys can all pipe in, but you know, tell me when you go on an, on an appointment now, is it, what is it like? Is there anything different? What, how do you feel like, what's, what's. Tell me the. How does that feel? I mean, people are nervous about listings. They say it's very competitive.

[Hayley Jones]

Yes. Well, if you're asking me, I have had that phenomenon where I come to the door, you know, ding dong and they open the door and they say, oh, it looks like you. And I'm like, well, I'm me. But it's so nice because they do know you. Some people will binge watch, I've heard Alicia talk about that, where they'll go back through your website or your YouTube channel or your Facebook page and they'll watch everything. And sometimes at the listing appointment table, they will be telling me what they know about digital marketing and all of that because they learned it from the, the assets that we've shown them. So it's given us so much win before we arrive. At least it has helped me a lot.

[Joe Seaman]

Alicia. Alicia Collins, Listings. What are you doing?

[Hope George]

I do, I mean I do so many videos that I give a lot of advice on listings. And I do it so that everybody, no matter where they are, gives advice. So a lot of the time when I'm sitting just reminded me of this. When Hope was talking about it, I'm sitting across from them talking about whatever, and they're like, well, oh, yeah, when you explain the listing, I don't even know if I'm going to get the listing at that. I mean, I assume I am, right? And they'll say, well, you know, in your, in your video, you said that I. You have to go over every single line of the listing agreement. And that's what I love. Because, you know, I mean, I didn't know they were watching me. I know idea. There's not like they're commenting, but they took every piece of advice I gave them as the truth. And I love that because I already now that. I mean, they trust me. They trusted me because I was talking to them all the times that they weren't ready to list that. I already know that.

[Joe Seaman]

So you said a couple of important things. So people were watching you. They weren't commenting, they weren't engaging. And when you show up, they've already consumed your content, did what you said, and we're implementing it. And I think that's really important because a lot of people think they want to. They need to see it immediate. And things just take, you know, it doesn't take years and years. But, you know, people aren't always ready. So I like that. So when you say listing, listing, seller, video content, give us some topics, some ideas that you're doing the video topics on.

[Hope George]

I think a lot of the times people like other agents, they send the listing docusign, they don't explain it. So obviously, I mean, I like to sit. I take a listing with me everywhere I go. I do not wait till set ended after. I want to sit there with them and explain it. Even if it's like they're going to list three months in advance or later, I mean, I sign it with them there. So I talk about that. I talk about getting things ready. I'm really good at telling them what they need to know. I do not send a stager in afterwards. A lot of people do that. I don't do that. I talk about negotiation. I talk about what. What are we going to do if. If. If the price that I tell you is not the price it sells at. Like, I talk about all those things that could be controversial. And I am not telling anybody to do this because I don't do this myself. But I think I could walk into a listing appointment with a CMA and documents and, or I mean without anything but the CMA and sign the listing. I don't think I need an example because people trust me already and I'm not bragging, I don't mean it. It's because I put the work in before. I mean maybe I wouldn't even need to see him. A maybe I just need some comps. I mean I think that, and I do not think anybody should do that. I'm not saying that but I think it's because I have been on their, on their, any social media because it's, I'm everywhere that, that they do trust me.

[Joe Seaman]

Now let's talk about video real quick with you because I know you've been doing it for a long time and we've seen you grow like crazy now. Now it's like it seems like it comes naturally and easily. What if people are watching, we're telling them how important video content is and how would you say, what can they do to feel more comfortable? What advice would you give them to start?

[Hope George]

Somebody asked me this the other day and what I tell them is tell me about your day and send me a video at the, for five days, send me a video. I want a two minute video. Send it through Facebook or whatever. And the shocking thing is it's easy about to tell somebody about your day. So if you're, if you're just talking like Krista, you always say I feel like you're talking to me.

[Joe Seaman]

Yeah.

[Hope George]

When you watch my videos, if you feel that's what I just pretend I'm talking to you or Lindsey or somebody. I mean you just pretend you're talking to somebody. And the other thing that, that helps me is that what if I, like I did. I always talk about buyer walkthroughs because I think a lot of people don't do them. A lot of agents don't do that. And I talked to about one yesterday, posted it today and there was like three buyers that said I'm making my agent do one. They don't want to do it. But because you told me, imagine if you didn't give somebody advice and they made a mistake and they live in, I don't know, New York and you just saved them 20 grand because the basement's flooded. That's what I, that's sometimes if I don't want to make a video, that's why I make it because maybe I'm going to help somebody on the other side of the US And I know it's Silly, but it makes me make the video. So anyway, that's. I think you just have to pretend you're talking to a friend. And I. There's an agent that I'm friends with in your program, and I tell the story all the time. And I'm sure she's like, could you stop telling the story? But she all. She always says, oh, Alicia, you're a natural. I am not a natural. If you go, look, there's a video that came on my store on my memories the other day, and I cringe every time I have to watch it because it's so bad. It's before I filled my lips. It's before I talked like I talk now, like it's so bad. So anyway, so you gotta start.

[Joe Seaman]

I mean, you've just made massive, like, strides. I mean, so much so obvious that you just. It's just amazing. Okay, awesome. Shanara listings, how are you getting them? You know, how's the phone ringing? And what are you doing prior? Tell them people want listings. What's the secret sauce?

[Shanara Carter]

So, yes, for me, it's definitely my sphere, 100%. And social media, I can say that my phone rings, I tell people my phone rings every day with a new referral, with someone that just needs help. Literally a new person every day for listings, what do I do? How does it happen for me, like Alicia said, it's the preparation for me. So I am doing the CMA drop off. I'm sending the listing presentation video. I'm doing all those things ahead of time. They are getting in. And a lot of times they'll say, yeah, I researched you already. I'm watching you on, on social media. Right. So by the time I get to the listing appointment, we're. They literally just want to know, okay, what do we need to do? Tell them advice on what we need to do in the house. And I think that is because of the preparation that is done ahead of time. Yeah. So 100%. And I. So what's amazing is that I have not lost a listing since I've been in this program. I have not lost a listing. If we did not list, it's because they didn't list 100%. And then today when I leave here, I'm on my way to sign paperwork for my first commercial listing. So yes. Yeah, I'm listing my first commercial listing. So, yes, all because it is program 100%.

[Joe Seaman]

That's so good. And I remember you saying, like, I remember two years ago, your goal was you were primarily a buyer's agent and you Wanted to get more listings. And so how did you do that? What was your process to get the listings, to get the phone to ring in the first place and then so kind of explain that because I know, I know I've seen you do that. That was your goal.

[Shanara Carter]

Yeah, that was my goal. But honestly Krista, I really think that it was lack of confidence before on why I wasn't getting more listings. So this program and doing everything has helped me build the confidence. And so I now I know, you know, like I, I'm great with buyers, right? But it was just, will I say the right price? Will I do this? It was just lack of confidence, but just studying my market, learning my market and now I walk through and it's like, okay, this is where we need to list. This is what you need to do. And like I'm telling them what they need to do as we're there. Okay, I need you to clear this off. Let's do that. And I'm just coming in as the authority figure and that I think. And so after that the referrals are going to, to other sellers. Oh my gosh, she did this. You need to call her. And so pretty much that, that's confidence is huge.

[Joe Seaman]

I mean I've seen you with the confidence, but that is a huge game player. Joe or Sabrina, who's next listings? How are you getting them? How are you making sure once the phone rings that you're ensuring that you actually get the listing? What is your secret sauce?

[Alicia Collins]

Okay, so for me it's all sphere. It's social media. We are trying to actually take over market share here in Tulsa this next year in 2025. So I don't even do the things to get business. Like when I get listings it's because people have reached out to me. We just had the top million dollar builder in Tulsa call me a couple of weeks ago and say, hey, do you want some listings? And it was like, it was incredible. And so we are taking on them. And again it's that confidence that we have from, you know, from the listing presentation to knowing how to do the CMAs, to having all the value that we can give to go in with that confidence, knowing that you can represent a seller better than anyone else in the market. And I think just going through your program and having all those tools just gives you the confidence to know that. And confidence is an energy and it comes off and it comes off in the marketing, it comes off in everything that we do. So yeah, this year I'm going to implement, I'm not sure what yet to implement to get more listings, but right now it's sphere. And I'm not even trying just from.

[Joe Seaman]

All the video content and, you know, continuing to do all of that. Gotcha. So when you say the marketing materials, what would you say as far as what is your biggest asset of your marketing materials? Do you think that that's helping you really, really make a difference?

[Alicia Collins]

I think the listing presentation for sure is. If you send anyone the listing presentation because it shows. It doesn't just tell like, it gives example, so people can see how you're different. They can see what you're doing, and it's just so powerful. So I think the listing presentation is definitely, hands down, the number one thing that is like a secret weapon, you know, combined with everything else. You know, I have my little listing box. I have, you know, a staging guide, you know, pre packing, getting everything ready, you know, educating them throughout so that they don't feel, you know, so that the sellers don't feel lost. But just. Just so much and everything. From the very beginning, it's like I came through it as a new agent knowing everything that I needed to have. And, you know, you just talk to other agents, and not a lot of agents do that or have those resources.

[Joe Seaman]

I love your new moving van, too, and I love the color. I'm like, oh, my gosh, it's so cute. Like, have you guys seen her moving van? It is gorgeous. She has a moving van. It's like she's taken over Tulsa. I love the color. It looks like Tiffany blue. And I'm just obsessed with you.

[Alicia Collins]

It's awesome.

[Joe Seaman]

Yeah, it is awesome. It's.

[Shanara Carter]

It just.

[Joe Seaman]

It looks so professional and lush and all of that. Mr. Seaman Joe, how are you getting them?

[Dr. Hope George]

So I would tell you, like, first and foremost, you've got to have a positive attitude. I know that sounds very cliche, but no one wants to work with a humdrum and just someone that's always negative than just talking about this agent and how terrible the deal was. And so if that's all your social media content is, guess what? They're probably not going to want to work with you. You've got to be positive and upbeat, and I think that people are attracted to a lot of our energy. Of course I've got the confidence. My wife tells me all the time and reminds me that I'm not the. The stuff that I could eat some humble pie every now and then, but I've got the confidence when I walk in, especially after going through your coaching, because You've given us so many things and so many assets that even if a new student comes in and just grabs on to 2 or 3 of the assets, they're going to do a thousand percent more than any other agent in their market. I'm a huge implementer like Hope and like the other ones around here on the zoom. And so I have a lot of assets that I have created through the coaching program. And the minute someone, I'm telling you, I act like a maniac when someone raises their hand for a cma. I will literally drop everything that I have going on and create a CMA box with my book and a neighborhood CMA and the seller's guide and the marketing plan and the refrigerator magnet and all the things. And I'm going to take it over to their house. Even though we have no appointment until Friday or Saturday, this may be on a Monday or Tuesday. I'm going to drop everything, show up on their doorstep. Hey, Ms. May. Sure. I know our appointment isn't until Friday, but I want you to have this box so you can do your homework on me. And then I want you to use this as a measuring stick against me to every other agent. And so I love that. So whenever I go in on Friday, deal's done. Deal is done. I could hand the listing of paperwork over to them and they would sign whatever I have in front of them. I'm like Shanara, since I started the program, I have not lost not one listing. I've only lost five that I know of in my real estate career. But since I started the program, I haven't lost not one listing. But I would say, like, confidence and a positive attitude, lots of energy, real energy. It cannot be fake. Someone can smell a rat faster than anything else. You have to truly be this person. But I would say that you have to bring, you have to be energized. When you're talking about real estate, we're in the greatest industry in of all time. Like there's no other industry better than what we're in. And so that's number one. Number two is I am getting a lot of referrals. So we have about 400 last names in our database, but we've done about 830 transactions. So they're using us over and over and over because they get the red carpet black tie treatment. And it doesn't matter if it is a $15,000 piece of land or a $2 million home, they all get the red carpet treatment. We're going to spend lots of dollars on Photos and drone and marketing. We're going to market everything as if it is a $5 million property. And then I would say the other thing, the caveat that you're probably waiting for me to say is the CMA drop off. That is absolutely. That has been a game changer. And so we have a very, very hefty goal this year of dropping 6,000 CMAs off in our area this year. And I'm already about 2,500ish in already for the year. And so it's going to happen very soon. And just like I told you a year or so ago, within a period of 13 months, we had like 48 listings from the CMA drop off. So it works. And so if it didn't work, I wouldn't put time, effort, money behind it. And so it works. And so we're just pouring gas on the CMA drop off this year. We had a phenomenal year last year in 2024, but 2025 is going to be a banger year.

[Joe Seaman]

I love it. Okay, so you guys have all said something, and I want to, I really want to hone in on this because I think this is something that I really want everyone that's listening and watching to understand and to get. Now they are saying that the referral business is a huge part of it. But I want, and Alicia, you always tell this story about somebody that from like kindergarten or something, I don't even know, you can tell the story. But why do you think that the referral. Can you associate the referral business to anything else that's different now than it was before? I'd like to hear that because I think it's really important that agents understand the ripple effect of this type of marketing and engagement can, can. Like, Alicia, I'll have you start because you always tell this great story, and I, I think it's a, it's, it, it makes sense.

[Hope George]

So it's the. I, I believe you mean the video piece and how you are always, because you're always putting video out there. You are talking to your sphere and your past clients. You're always saying, hey, I'm here for you, without saying I'm here for you because you're reminding them that you're always in the market. So what happened is when I got out of college, I worked at the Chamber of Commerce for three years. And that's how I met everybody here in Casper, because I moved from Laramie, Wyoming, to Casper, Wyoming, and that's kind of how I started my network. Well, I worked with a gal And I had not talked to her for like 15 years or I don't know, maybe, maybe it's a little less than that. Anyway, start doing video. Right As I got in your program, she messages me on Facebook and says, my daughter. And I think this is a story, right?

[Joe Seaman]

Yeah.

[Hope George]

My daughter is going to buy her first house and I want her to work with you. And you know what? She, I mean, I wasn't even friends with her on Facebook. She had just seen the videos that I was properly distributing because of Krista. Well, that woman that, you know, was a kid when I met her, she has now referred to me, referred me, probably, I don't know, eight or 10 clients in seven years. And so when you think of like that effect where it just like, I mean, you know, Alicia has your back, she's going to take care of you, she's going to do abc. That's what happens. That is why you get referred over and over. And there was another one where I met these people at an open house. I don't know how many agents they had gone through. And I'll only tell one more, Krista. And so I ended up doing business. I mean I, this went on for years, like three or four years until I sold them something. I sold them like 685, which is a, which is a lot here. And then I sold their 350 house. And somebody was saying, I was tell, I was so excited about it. I told somebody somewhere and they're like, man, you must have killer follow up skills. Like I have. I, I didn't do anything with these people. I never called them. They watched every video. And I almost sold him a house one time. And he said, oh, I watched your video yesterday and you said that if I had any question about buying a house, I shouldn't buy it. I was like, oh, Alicia, no, just kidding. But it just shows you that, that those people are watching and that is like always warming them up. That's why they call you, that's why they call you back. It had nothing to do with me picking up the phone. And now most of the time I pick up the phone and I'm like, hey, you want to go see this house? But the people that only look at a house every like eight months, maybe you don't do that, right?

[Joe Seaman]

Exactly. Well, it's a sales cycle, right? Like the sales, like is marketing. When you market appropriate, you're going to generate great leads. But the next phase is lead, nurture it. When you're marketing, you're also nurturing those Leads. And if you nurture those leads, you're then going to have better conversions. Right? And then of course you need to take care of people, get them the results, but then you want to get referrals, you want them to retain and release. That comes again from marketing. So the marketing aspect is, affects every single aspect of the sales cycle. And I always use the analogy of how many times have you, you know, seen somebody at Costco and they're like, before you really understood the power of marketing and exposure and actually being seen. And someone's like, I bought a house or listed a house and they loved you but they forgot about you. It makes it so you are marketing and nurturing and staying in front of them too so they remember to refer you or remember to use you in the first place. It's so, so powerful. And I just want to make sure that I people really get that because when you are utilizing social media appropriately, when you're actually being seen in front of people, you are constantly marketing. You're marking while you're sleeping, you're marketing while you're on vacation. Which other activities don't always do that. Awesome. Thank you, Alicia. That I wanted, that was exactly what I was talking about is I hear you tell the story. It's been a couple years now. Anybody else referrals, marketing, what would you say?

[Dr. Hope George]

So I would say in addition to the video, like you've got to be video and you've got to be present on social media. You've got to own your market on social media. But we do a lot of client events, client reach out. I love the personal touch. Like I think I'm really, really good at the personal touch because it takes me a long time because I am personally messaging or calling our past clients. It takes me days to get through all of them. So we do like a pie giveaway. I didn't even hear about it until we were at one of your summits. And I'm sitting at the table with Dana and Sarah and they're like talking about this pie giveaway. And I'm like what? What is this? And she's like, yeah, it's a six dollar pumpkin pie. And I'm like, hold up. This was October and that November we did our first pie giveaway. And I got four listings from it, from the pie giveaway. And then this year we, we passed out over 270 pies. So that is part of our referral network or our referral thing that we do. We do a big client event in our area. So my website is moveto803.com and so our area code is 803 and that is also the last three digits of our zip code. So we just make everything around 803, which is also August 3rd. And so we have a huge client event on August 3rd, and hundreds of people come to this thing. And so from that, it's just a big, like, oh, Joe is going to take care of you. Joe and his team is going to take care of you. And so we're big on reach out. We're big on sending, like little surprises, you know, nice gifts to some people. Just kind of regular popcorn boxes or baskets or whatever to some people. And so we're big on the reach out as well.

[Joe Seaman]

You can't just hide behind your. Your computer, right? Like video content. All this stuff is great, but you have to actually get out there. That was a huge aspect of my business too. When I was an agent. We always did, you know, client appreciation parties and we had casino night and I gave them gifts and we had the, you know, the photo booth and all the things and people loved it. And they'd be like, when is your party? And super. I mean, I've seen some, some people take the community events in the community, you know, the outreach with their clients to another level. I love that. I remember you doing the 803 party.

[Dr. Hope George]

Jim, for two years in a row. And I mean, it's just gotten bigger and bigger each year.

[Joe Seaman]

Yeah, it's so good. Next. And you can. We can, we can change the subject now or if you want to elaborate. That's great. It's what you think I want, you know, what you're doing. How can I. These agents that are sitting here listening and watching, I want them to really get their aha on what is a must to do in their business right now.

[Hayley Jones]

So, Krista, I want to just reiterate that when I started your program with the video, it also brought out my sphere first. Right. Like my journalism teacher from high school. Okay. And I'm 52 years old. She reached out to me. I hadn't seen her in 30 years. And what's cool about that is that that sphere kind of became my seed money to grow and do more ads and more marketing. So, you know, I started with $3 a day on Facebook ads and it was hard to spend $3 a day. But once that harvest started coming in, I used that seed money to reinvest. Reinvest. So sphere is great, but it can lead to bigger things. Like it's, it's. I Used it, I leveraged it to grow in other ways. So yes, reaching out, all of that is important. But nothing reaches as broad and as often and as fast as social media. I mean, people are sitting at home on these things, looking at these all day long. So for me to be in your phone all the time, I, I can't lose when I'm in that situation with the right people. Alicia always says what you can't say the wrong thing to the right person or something like that. So, you know, it helps us find our people. But video, video, video brings your sphere. Then take it. Use those resources to really scale.

[Joe Seaman]

And I remember everyone like, like anybody can create content, but if nobody's seeing it, it's a problem. So properly distributing it. And this is a question I get all the time. Okay, so how much money when you first start marketing on Facebook? And you start, and I know Sabrina, you used to do Facebook a lot. Now you've transitioned to more of YouTube. Your start was, was Facebook but that you learned from the program. What was your original budget? Because a lot of people think they need to spend all this money. Can you kind of explain? Maybe Chanera, you can start and then Sabrina, we can go to you, but, and then whoever else. But what was your original budget when you first started and how did that evolve and why? Because that's a question I get asked a lot. Money should I be spending? And let's talk to about the investment in a business. I mean, so many people think that, hey, you know, like it's a business. You have to invest in your knowledge, your skill set, your, your, your marketing. It, it can't just. If you want to be able to, to stand out and be seen, it's not going to happen by doing what everyone else is doing. So who would like to talk about like, what was your transition? Where did you start? Because I get asked that a lot.

[Dr. Hope George]

Real, real low. Like Hope did $5 a day running ads on social media on Facebook mainly and just grew from there. And so I don't have to run as many ads, even though I do still run ads on Facebook. I don't have to run as many because we have a large volume of calls and messages coming in. And so, you know, I would say that you do have to. You, you've got to start somewhere. Whether that's a dollar, two, three a day. You've got to start somewhere. You need to be seen. I cannot tell you how many times I walk in Sam's or Costco or the grocery store and they're like you, Joe, like. And then I had somebody standing in Lowe's tell me their entire life story going through a divorce. And on, I'm like, who are you and why are you telling me this? You know, and so people, you need to just be the mayor of your town. But saying all that, you do have to run your business. So I think that I'm, I come from a business background. I've got a business degree sitting back on that shelf and majored in accounting. You have to run your real estate business as a business. This cannot be your side hustle. If you want to do well with it, I'm just here to tell you I thought I was going to come into real estate and it was going to be my side thing. And I quickly realized after I got that first commission check, hey, if I made this, barely putting in, you know, 10, 12 hours, if I did this full time, think what I could do. I just heard of a story today of a lady, you know, all of our MLS dues are due by the end of the month and she does not have the money to pay her MLS dues. And you know, it's kind of one of those things you've got to. And it's $550 in South Carolina, 250 in Georgia, and she does not have the money. Like, my heart hurts for her, but also I'm like, you've got to run it as a business. You know, we have expense reports, we have profit and loss balance sheets. You've got to run your real estate business as a business, treat it like a business. We come into the office, we clock in. Not, not necessarily clock in, but we have, you're there early, we're here, we're here, we're working. And you've got to treat it like a business. Or else if you're just flippantly doing it, just whenever I'm fitting it into the pockets of your life, you are not going to do that well with it. You're going to give your clients second rate service and then they will not refer you back out after that because they did not have a great experience.

[Joe Seaman]

No. So good. So good, Joe. Okay, so you started off lower and then worked your way up and yes, you have to invest. Shanara. Sabrina, what about you?

[Alicia Collins]

Okay. For me, when I started, I would run a video and I would run, I would run it for $50 and you taught us how to properly distribute video. And then what I love is the retargeting. And then you could just do a dollar a day after the retargeting and then those people are just seeing you over and over and over. So you know, you were talking about my van and when we're going to take over market share, like I'm totally going to be doing, you know, the ad campaigns and the retargeting and running money behind, behind the videos. Again, I don't need to do that anymore. But when I started I did. And again, yes, you have to treat it like a business. And what other profession can you go into and spend, you know, very little money and make so much and so I mean I would spend $50 to make $6,000 any day. And of course you're going to be spending more than that when you do ads. But like have an ad budget and it is, you know, it's so worth it and it's long term. You can't do something for a month and it's expect it to, you know, get results but it's consistency and doing.

[Hope George]

It.

[Joe Seaman]

So good and it works. Yes, that's so true. So I think people get worried, they think they have to spend all this money. I mean I tell them quit drinking the wine, don't go to Starbucks, you know, make your coffee at home, save that $10 Starbucks, $8 Starbucks and put it towards an ad budget. We all know you're doing it right. There's some vice that you're doing that if you stopped and put it towards your business because and then the share will ask you. But I've never seen a business that is, there's so much potential and I know that people say that it's so competitive but I believe because it's so competitive, it's one of the easiest, easiest things to stand out because everyone's doing the same thing. So when you differentiate yourself and you become the go to obvious choice, it's so easy to do well in, in real estate. Chenara, what about you? And then we can go to the next, the next topic.

[Shanara Carter]

So for me, I am one of those people who did not run ads right away. I did not do videos right away. I just was like anti social social media, like oh my God, I have to do this. But when I started, when I did start, I started like a dollar a day, dollar two a day. And it was when people start saying I see you everywhere, I was like, oh, let's up this up. So then maybe I went to $5 a day. But in initially no, I was not running the ads. When I did, I started at a dollar a day. I just didn't want to do it. But I will say this, when you do start doing it, do it right away. Don't wait like I did and just push it behind it. You'll see the results. So my regret is that I didn't do it right away and that I didn't do it like starting at $5 a day. So yeah, for me, I didn't do it right away. So I'm that person who didn't implement the videos and the ads right away. But when I did, it paid off and I just say, go ahead and do it. Don't stop, just do it right away.

[Joe Seaman]

It's good though to know like, okay, you don't have to start this big budget. And people I think get so afraid. My camera keeps doing this weird thing, you know, to know that just start and keep going. Talk a little bit now about. And then we'll, we've got a couple more minutes, but let's talk a little bit about the support and the camaraderie. How has that affected your business? Number one, having the support just when you need help and then the support of the, of each other. I mean, I can you talk and I just. Your true feedback on how has that helped you, your business? Have you seen a difference? Explain that. I know a lot of you have met your best friends in the program, which is kind of cool.

[Alicia Collins]

Yeah, I'll start. I think that, yeah, I've met my best friends. I have my real estate besties. It's amazing. But just even like on every call that I'm on and you hear of what somebody's doing, you're like, oh, I could implement that, I could do that. And it's just a reminder and like the people that are attracted to your program are going to be, you know, higher performers, people that want to perform high. And so you're around like minded individuals all the time and you've got examples of keep going and this is what will happen. Keep going and this is what will happen. Because when you're in your local market, not everyone you know is like that is that ambitious. So getting to be around like minded people that want to grow, you know, that want to change things, that want to do it is, you know, it's amazing. And I think you attract nice people. So people are very helpful. Help.

[Joe Seaman]

Yeah, yeah, I, I like that they, that they do that. It's a, I don't know. When I first got in the business, nobody wanted to help me. It was like I had to figure everything out on my own. I had no idea what to do and how to start like I just, I can't imagine if I just would have had more help, even how much better I could have, I could have done, you know. Unbelievable. Joe and Alicia, you guys are, all of you here are more of the, of the top producers and you guys are willing to help. Can you talk a little bit even as a top producer, you know, hope you too. Has, has it helped you having this?

[Dr. Hope George]

It has. So I, my gift is served. My word every year is serve. So I love to serve other agents by getting on the zoom like you said, a little bit early, helping them. It is almost daily that I'll get some type of KMC coaching student to reach out to me and ask me about the CMA process or what am I doing or they'll ask something and I just stop and I give because I love to give. Because you have attracted so many givers. There's not many just takers in this group. Everyone, like Sabrina said is so like minded that I know that I could call Alicia Collins any day of the week, any hour of the day and ask her what do I need to do about this. And she's going to be just a wealth of knowledge and just pour out everything that she knows about that subject. And I just think that everyone in the group, I mean it doesn't matter what, what you're trying to do or master, everyone is so giving of their time. Jamie Hartman up in New Jersey, Sean Ringle. They are so supportive because I am not a techie person whatsoever. I know it looks like it is but I surround myself with some really great people that know how to do it all. But they are always so willing to give. We're not a part of the same brokerage. We're not, we're not in the same areas. But they are so willing to just share every single thing that they can, they can give us and tell us to help make our business better and they get nothing in return for it other than just being able to share. And so I would just say that that is, that's probably one of the best things that's happened through the coaching group. And Krista, you too? I mean any time of day I can reach out to you and you're like yeah, you need to do this or and you've reached out to me like hey, can you give me a review? Can you? You know, and we're, yeah, we'll just jump in and just do whatever anybody needs to be done because that is, I mean life would be so miserable if we just kept all the knowledge that we learned to ourselves.

[Joe Seaman]

And I think that's a huge barrier. Like so many people, like I know that they. The hardest part is like when you get stuck and you don't have help, you have no one to reach out to. And even within the program, like so much support, you know, so much office hours, so much help. I love that. Okay, let's really quickly I want to do a rapid fire and then we're going to let everyone go and we'll, we're going to plan for individually. But best advice like right now, what should they if what is the number one tip, what everyone needs to do right now? What would your advice be on how to have to have us to start their success immediately as long as they are consistent with it. Alicia, we'll start with you and then we'll go to Chanera, Hope, Sabrina and then Joe.

[Hope George]

You know what I'm going to say? I'm going to say make the video like once a day make a video, think about something that's happened in your real estate business and tell a story. And guess what, you're not going to be good at it. Beginning but nobody's watching so it doesn't matter. Put it out there and it, the more video you make, the better you are.

[Joe Seaman]

I love it. And then, and know this too, like right, you evolve. Like I've seen, you know, individuals start with Facebook, master that, get really great at it, get all their tools together and then they move to TikTok and to YouTube and they kind of start mastering everything else. But the idea is learn one platform, master it the right way, make sure you're being seen by people, retarget people just as Sabrina said. And then once you've done that with all the tools then go on to the next. But don't stop the first. A lot of people I see stop what they did to get them busy in the first place. Shanara, what's your number one advice?

[Shanara Carter]

My number one thing is going to be to just get out of your own way, schedule out your day. So those little, those little things are so crucial to getting things done. And the thing that you least like to do, do it first and do it at the highest level possible. If you do those things, it'll set you off and you'll go and you'll grow and you'll go to the next level. Just those tidbits right there.

[Joe Seaman]

Even, even just looking at all of you, your just your attitude, you know, just your attitudes are happy. You guys have good energy. It's a huge part of Just as Joe said earlier. Hope.

[Krista Mayshore]

All right.

[Hayley Jones]

I would say make a commitment to getting your assets from your program, from Krista's program completed. Get it on your calendar, make the commitment and do it. And whatever obstacle comes to you, it's probably going to be technology. Use the office hours, the staff that Krista has, we talk about each other. This is a great set of colleagues. But the staff in your program, they are so knowledgeable, they are helpful, they are patient and they are open to questions. They want to help us. So yes, it is a mountain to climb with technology. I fought the good fight with the website and the funnels and all of that, but I didn't quit. I kept asking for help and I'm a problem solver and I use the resources you had just to get it done. And I got it done quickly and I didn't get it done 80 of the way and stop. So that's my advice. Get the assets done and get them done all the way. And when you get stuck, don't watch Netflix, get on office hours and get the stupid stuff done because it will catapult your business.

[Joe Seaman]

Oh, I love it. I do want to hear about like what's your favorite funnels? Like, if I had to say favorite funnel blasted, I want to know that too. But Serena, your biggest piece of advice.

[Alicia Collins]

Hey, start making video. Be consistent. Treat it like a business. Do it every day. Learn how to run ads behind so you can start retargeting and you know, just stay top of mind and be sphere. But do video and learn to run them properly.

[Joe Seaman]

Love it.

[Dr. Hope George]

Joe must say biggest piece of advice for a real estate agent is to fall in love with the boring. Like create that morning routine and stick with it. Be extremely consistent with that routine. My team picks on me so bad because they know if they try to get in touch with me between the hours of 6 and 8am it is a no go. They will not get in touch with me because that's how long it takes me. But stay in. Just stay consistent with that morning routine. That is the biggest thing that just sets your day up for success. Success. If you get through that morning routine like mine, I'm very open about mine. I get up, I drink my water and take my supplements, do my prayer and devotion and motivation and affirmations and daily sheet and make my video text and all that and. But it's very consistent. I'm, I am like a robot in the mornings. And so it's not the most glamorous, it's not the sexiest thing to do it is very boring, but it works because I know what the rest of my day it may. We may have these things that kind of come at us that we didn't know about. But I know what the rest of my day is going to be like, you know, especially because you get it.

[Joe Seaman]

Done like you're a first thing in the morning kind of guy. Okay, last question. Really quickly now. What is your first of all, what is your favorite funnel? How are you using it? Alicia, you're first.

[Hope George]

So I love the CMA funnel because I've been using it since and it's gotten way better. But that was one of the things that I used from the very beginning, so almost seven years. And I use it by running ads to that funnel and actually retargeting other video ads so that we can distribute CMAs to people who raise their hand.

[Hayley Jones]

Perfect.

[Joe Seaman]

So sellers are literally raising your hand asking for a market analysis and then you do the whole list, pre listing process, drop off the book marketing plan, yada yada. Are you doing and you're retargeting to that, correct?

[Hope George]

Yes, I'm retargeting from seller videos that you know, that I'm making and we change them every month.

[Joe Seaman]

Perfect. Okay, awesome. Are you're using, are utilizing the campaigns in the program or just everything?

[Hope George]

Everything.

[Joe Seaman]

Everything. Gotcha. Cheniere favorite funnel and why?

[Shanara Carter]

Listing process. Listing process funnel for sure. Am I using it all the way effectively? I am not. But those sellers that are requesting or saying they want to sell, requesting a cma, I immediately put them in that funnel. I feel like that funnel and helps them to choose me when I get there. So all the steps. So when I say I do all the things before I arrive, that's where that listing process funnel helps me to land that listing. But in the future, I plan to run ads behind it. So I'm not just targeting those sellers that are coming to me that I'm targeting other sellers outside of the sphere. But yes.

[Krista Mayshore]

Perfect.

[Joe Seaman]

So what are you doing before and you said I'm doing all the processes. So before the listing you're dropping off what exactly?

[Shanara Carter]

I'm in the CMA box. I have. My marketing plan is in there, my seller seminar book is in there. My I have a what to do steps to listing. I have little trinkets in there. I don't put the CMA in there. I show up with that when I get there. The book is in there. So I have so many different things that are in there. And so that's pretty much what's in the CMA box I drop that off. Once I drop that off, I add them into that funnel. We are talking before I get there. So once I'm at the appointment it's like where do I sign? What do you want me to do? And in there is a QR code that goes to my listing presentation video as well.

[Joe Seaman]

Awesome. Okay, so the marketing video. So everyone keeps talking about the listing process and the video. Everyone that's the pre marketing video that talks about all the marketing that you do and actually shows, not just tells hope. Favorite, favorite funnel. I know you've done them all. You're like a stud.

[Hayley Jones]

Oh thank you. So I think my favorite is the neighborhood funnel or the community funnel. So on mine I do a local series called checking out Chesterfield about restaurants or new businesses or new developments. So that's there. I also do in my farms I have four now so I have a general video about each of the four farms with drone shots and you know, community type video describing that neighborhood. But then every month I screen record the past 30 days activity, a market update. And that's listed right below on the screen so they can look up Woodlake, what's Woodlake about? And then every month I update that video just about Woodlake market stats. Then I put my community videos in there and I also have buttons so they can click a button and do the what's your home worth funnel. So if they're interested, it'll take them to that site and they can fill that form out and it'll trigger me to do the whole workflow with a CMA drop off and all of the things. But for me, neighborhood funnel, how I use it, I run ads to it on Meta or Facebook mainly. But then I use it as a pre listing piece. So let's say I have a listing appointment next week. I make sure that that prospect gets that funnel electronically. I send it to them by text, I send it to them by email so that they see how I drive traffic to their neighborhood.

[Joe Seaman]

And also, I mean think about somebody calls you and says hey, I'm interviewing you. Interviewing multiple agents and you drive your neighborhood specific funnel and you're doing the market update and you're the expert. It's like a no brainer as far as who's going to win the listing.

[Hayley Jones]

Yes, nobody else is doing this. Nobody else. Even if they have a little YouTube channel, no one else is doing the funnels. I'm not finding anybody who does it.

[Joe Seaman]

Oh, I love it. I need to see copies of what I'm going to Talk to you after Sabrina, favorite. Favorite Funnel. And understand this, everyone. The funnel is like a funnel is just a process, right? It's the process of taking somebody from top of not knowing you or seeing you and then bringing them all the way down. Sabrina, Favorite.

[Alicia Collins]

Okay, so my favorite is obviously the listing process. I absolutely love that. But, but hearing the neighborhood funnel, like I'm really, really going to lean into that and start doing that. Everything that Hope was saying, you know, hearing you talk about it, especially with these new listings that I have from the builder. It's a 55 plus community. So it will be perfect to do the neighborhood funnel. So I'm so excited to get started with that and implement that.

[Joe Seaman]

Awesome. Awesome.

[Dr. Hope George]

Joe, do not start a timer when I start talking. So one minute, three seconds or less. But I love the Home Valuation Funnel. That is my favorite. So all of our QR codes on the postcards, on everything on my van, everything goes to what's my home worth? And then it starts the funnel process. Because once they raise their hand, I may already be farming to their neighborhood, but once a seller raises their hand, I stop everything, create a CMA box, drop it off and go ahead and let them know what, who I am and, and what I'm all about and how much volume we have and who's going to be behind selling their house. Because if they're interviewing other agents before my appointment on Friday or Saturday, I tell them, use this as your measuring guide against for me against every other agent. And it's hands down, like I said earlier, I have not lost not one listing since I joined your program and created the CMA box and all the assets that go in the box, bucks. And so the Home Valuation funnel is by far my favorite. But I cannot wait to start on the neighborhood funnel.

[Joe Seaman]

Okay, awesome. Okay, you guys have just done so good today. Everyone make sure to really quickly just say where you're from so people can reach out to you. These are the people you want to give your referrals to. Listen to me. Especially if you have listings or buyers, they know the community, they educate themselves. They've, they're absolutely top of the market. So if you are looking for an agent in Joe, name and city and all that good stuff.

[Dr. Hope George]

So I am Joe Seaman from Augusta, Georgia, North Augusta and Aiken, South Carolina. So I'm in both states. Reach out to me on all the good stuff is on my personal social media pages. Joe Seaman.

[Joe Seaman]

Perfect. Sabrina.

[Alicia Collins]

Sabrina Shaw from Tulsa, Oklahoma. You can find me on my YouTube page. You'll find so much valuable information there and on my social media.

[Hayley Jones]

Yeah, perfect.

[Joe Seaman]

Hope.

[Hayley Jones]

Hey, I'm Hope George from Richmond, Virginia. Find me everywhere. I am Hope George, real estate. Your best hope in real estate.

[Joe Seaman]

And she's Dr. George, just like you know, Dr. George. Hope, Dr. Hope George. Shana.

[Shanara Carter]

Hi, I'm Chena Carter. I am in the Chicagoland area. I am also in northwest Indiana and you can find me. All my handles are at home with Shana and when you do business with me, you feel like you're at home. So definitely give me a call.

[Hope George]

Alicia, Alicia Collins in Wyoming. Casper, Wyoming. And we do venture out and of course you can find me Alicia Collins, real estate everywhere.

[Joe Seaman]

Check out her YouTube. Sabrina and Alicia's YouTube are just insane. And like Hope, you've been just 10xing your video content like you're all over my feed. Everyone, I hope you are just as fired up as I am. This, this is telling you exactly what you need to do right now in real estate. What is working, what has helped them and it can help you too. Thank you so much. I'll see you next time. And again, it's time to go. Take action.

[Krista Mayshore]

See you later.

[Hope George]

Hey there.

[Krista Mayshore]

If you want to learn how to.

[Joe Seaman]

Dominate your market as a real estate agent, to sell more listings and stand out as the go to obvious choice, sign up for my virtual event. Just go to kristamayshore.com forward/lessless listings.

[Krista Mayshore]

Do me a favor, this is a.

[Joe Seaman]

Three day virtual event. I'm going to teach you how to stand out in your marketplace. Go to kristamayshore.

[Krista Mayshore]

Com limitlesslistings and I will see you there.