Podcast Summary: F.I.R.E.D Up with Krista Mashore
Episode: 5 Steps To Win After Listing Presentation, Ep. (946)
Release Date: May 5, 2025

In this episode of F.I.R.E.D Up with Krista Mashore, host Krista Mashore delves into the critical strategies real estate agents must employ immediately after a listing presentation to secure the listing effectively. Drawing from her extensive 19-year career and success in selling over 2,300 homes, Krista outlines a systematic approach to follow-up that ensures agents stay top-of-mind with potential clients. This comprehensive guide is essential for entrepreneurs and real estate professionals aiming to differentiate themselves in a competitive market.

1. Send a Personalized Video Text Message

[00:00]
Krista emphasizes the importance of sending a personalized video text message immediately after the listing appointment. This step not only demonstrates attentiveness but also provides a tailored touch that sets agents apart from the competition.

Krista Mashore:
"I can guarantee you that nobody else is sending a video text message... I always send a personalized video text message and I follow it up with a video about something that they add a question about." [00:45]

In her example, Krista describes reaching out to clients named John and Sue, complimenting a specific feature of their home—their pool—and outlining how she plans to market their property effectively. This personal touch reinforces the agent’s commitment and attentiveness to the client's unique needs.

2. Send a Follow-Up Video That Reiterates the Appointment Discussions

[02:15]
The second step involves creating a follow-up video that reiterates key points discussed during the appointment. Krista advises agents to address any questions or concerns that arose, providing detailed answers and demonstrating thorough preparation.

Krista Mashore:
"Nobody else is going to send a personal video that is reiterating what you talked about, answering in more detail questions... That's number two." [03:10]

By doing so, agents can alleviate any lingering doubts and reinforce their expertise, ensuring clients feel confident in their decision-making process.

3. Provide Social Proof Through Testimonials

[04:00]
Krista highlights the power of social proof in building trust. She recommends sending both written and video testimonials that address common client concerns, thereby validating the agent’s reliability and effectiveness.

Krista Mashore:
"Send video testimonials as well as written testimonials. Send it through text message, send it through email, right? And keep on doing that." [04:45]

For instance, if potential clients worry about an agent being too busy, Krista suggests showcasing testimonials that specifically address and dispel that concern, demonstrating the agent's commitment and availability.

4. Keep the Lines of Communication Open with Valuable Information

[05:30]
Maintaining open and ongoing communication is crucial. Krista advises agents to provide clients with relevant market trends, updates, and information tailored to their specific concerns or questions raised during the appointment.

Krista Mashore:
"Listen to what they say during the appointment and give them valuable information specific to what their concern or worry was." [06:10]

This approach ensures that clients receive continuous value beyond the initial meeting, keeping the agent at the forefront of their minds and reinforcing their role as a helpful resource.

5. Offer Something of Value to Differentiate Yourself

[06:50]
The final step involves offering additional value that distinguishes the agent from others. Krista encourages agents to provide unique services or resources, such as introducing clients to trusted professionals like stagers or home inspectors.

Krista Mashore:
"Let them know that you've got the specialist, the special thing you can't wait to give it to them... What is it that you are offering that no one else's?" [07:30]

Krista shares her proprietary "Certified Turnkey Home" program, which ensures homes meet specific standards akin to certified cars, enhancing their marketability and appeal to buyers. By offering such exclusive services, agents can significantly increase their chances of securing the listing.

Bonus Tip: Persistently Follow Up Until the Client Decides

[07:40]
Krista concludes with a pivotal bonus tip: relentless follow-up. She stresses the importance of staying in touch with potential clients through calls, texts, and emails until a definitive decision is made.

Krista Mashore:
"Do not stop following up. It's a huge part of anytime you meet a seller or a buyer, have a good follow up process." [07:55]

Krista recounts instances where lack of follow-up led to losing listings to other agents, underscoring the necessity of maintaining consistent and valuable communication to remain top-of-mind.

Key Takeaways

• Personalized Communication: Using video messages tailored to each client enhances connection and demonstrates dedication.

• Reiteration and Detail: Follow-up videos that revisit appointment discussions and address specific concerns help build trust and clarify the agent’s value proposition.

• Social Proof: Sharing testimonials, especially those addressing common client worries, reinforces credibility and reliability.

• Valuable Information Sharing: Providing clients with relevant market data and solutions to their concerns keeps the communication meaningful and positions the agent as a knowledgeable resource.

• Unique Value Offers: Exclusive services or resources can differentiate agents from competitors, making them the preferred choice for clients.

• Persistent Follow-Up: Consistent and respectful follow-up ensures agents remain present in clients’ minds, increasing the likelihood of securing the listing.

Krista Mashore’s strategic approach to post-listing presentation follow-up offers real estate professionals a robust framework to enhance their client relationships and secure more listings. By implementing these five steps, agents can elevate their practice, stand out in the marketplace, and achieve sustained success.