5 Steps To Win After Listing Presentation, Ep. (946) - F.I.R.E.D UP with Krista Mashore

Summary

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.

Transcript

A (0:00)

Here are five things that you need to do after every listing. Appointment to secure that listing. If you didn't get the contract signed when you were there, first thing you're going to do when you leave is you're going to grab your phone, you are going to hit a video point the video at you, and you're going to do a personalized video text message and I'm going to tell you what you're going to say. Hi, John and Sue, it was so nice meeting with you today. By the way, I loved your pool. It is going to look amazing in the pictures as we geo target and get massive exposure for your listings. I'm going to target people who love pool pools and it's such a beautiful pool. Anyways, I cannot wait to hear from you again and work with you. I'll be calling you in about 48 hours. Hope you have a great day, Bob and Sue, and thank you again. Now what did I do there? Number one, I said their name. Okay. I mentioned something special about their house. I also let them know how I was going to market their home and expose it to people. So I was reiterating what I talked about on the call. I also let them know I'm going to be calling them back in 48 hours. Okay? So that's the first thing that you need to do. I can guarantee you that nobody else is sending a video text message. Anytime a seller calls me, a buyer calls me, somebody inquires about something, any new person from anywhere I go on an appointment, I always send a personalized video text message and I follow it up with a video about something that they add a question about. Okay. Number two, send a video that reiterates what you talked about on the appointment. I would go home, I would do a personalized video message to them on Zoom and I'd say, hey, Bob and Sue, I just wanted to reiterate what I'm going to do for you. When I list your home and you have this question, A, B and C, and answer those questions, go into a little bit more detail, reiterate what you talked about and say this. If there's anything that's holding you back from hiring me, please give me a call. Let's work through it. I know we can work through it. I cannot wait to meet with you. Okay? Nobody else is going to send a personal video that is reiterating what you talked about, answering in more detail questions that they might have had that you could do some research on. That's number two. Number three, send social proof what Do I mean, as a part of your workflow, you should be sending testimonials, both written and video testimonials of concerns that they had. Let me give you an example of what I mean by that. People used to always say to me, krista, we're worried that you are going to be too busy for us. We see that you sell a lot of homes. We see you everywhere. We're afraid you're not going to have time. So I knew that was one of their concerns because I always ask on the phone, hey, is there anything that you're concerned about so I can be more prepared? And they would say that. So I would have multiple testimonials from people saying that Kristen was always easy to get a hold of. She called us right away. They knew that I was not too busy. Also, I would send video testimonials regarding anything that they were concerned about. Testimonials that reiterated that their worry wasn't really a worry. So send video testimonials as well as written testimonials. Send it through text message, send it through email, right? And keep on doing that. Number four, keep the lines of communication open. I don't just mean harass them. I mean send them market trends, send them, send them market updates, what's happening in the area. Send them useful information. So if they told you that they were worried about finding a mover, send them different moving trucks. If they said that they were worried about, you know, schools in the place where they're moving to, send them the school scores and information about the schools. Listen to what they say during the appointment and give them valuable information specific to what their concern or worry or what you heard during the appointment was. So take lots of notes, follow up with valuable information that's going to serve not just sell. So yes, text and call and check in, but also value, value, value that's relative and related to exactly what it was that they told you on that listing appointment. And last but not least, number five, offer something of value. Let them know that you would love to introduce them to your stager, to your home inspector, to your a person that is going to help, you know, with maintenance. Let them know that you've got this great list of professionals that work specifically for you that are more affordable and that know how to get that house ready for sale to maximize their value and get them top dollar for the cheapest, most affordable price to them to maximize their return on their investment at an affordable price. Let them know that you've got the specialist, the special, special thing you can't wait to give it to them. It's proprietary to your clients because you don't want to overwork them and that they don't want to miss out on that special list that you're going to provide to them. Also I, I have this program called the certified turnkey home. And what it was is the home would actually feel like a certified car. Do you know that certified cars sell for more money and they sell more quickly? I have a certified turnkey home. By the way, that's trademark. Can't steal it. Which basically we have different inspections on the home. All of the health and safety issues are fixed. The, there's the termite, you know, leaks. Anything like that is fixed on the home by a professional person, professional inspector. And we are able to sell the home as a certified turnkey home. And why is that important? Because buyers are like, what's a certified turnkey home? How come this home isn't a certified turnkey home? So I will remind them about what a certified turnkey home is. I will let them know the value and how it will help them and I'll let them, I cannot wait to put the sign up that says it's a certified turnkey home to get more eyes, more attention, more exposure and to differentiate their home from the rest. So what it is that you are offering that no one else's, maybe it's free staging, maybe it's moving boxes, right? What are you going to offer and provide value? Maybe you're going to pressure wash their home. What is going to help their home sell for more? And listen, you spend money to make money. Sometimes if you have to spend a little bit of your hard earned commission, right, to make sure you don't lose that listing because they didn't pick you when you were there, think of what you can do that will add value to them, add value to the sale of the home. Help them get, make, get more money and make you look better, differentiate yourself. Those five things will help make sure that you get the listing if you didn't get it when you were there. Bonus tip. Keep following up, right? What do they say until they die or fire me, right? Until they say we're not using you, quit calling. Lovingly call, send text messages, give value, put them on your email, keep on calling until they tell you, hey, too bad, so sad we're not choosing you. Do not give up. You know how many times that I have been on a listing appointment, prior to having a good CRM, prior to following these practices and I found out a year later that they actually ended up selling with somebody else. Why? Because they forgot about me. Not because they didn't like me. It's because they forgot about me and I did not have them on my CRM. I didn't add value. I didn't keep following up. So 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. Let me know in the comments what videos you want me to record to help you. Please be sure and like and subscribe. That's the only way I can afford to do this channel. And by the way, every single month I have a three day virtual event that goes over everything Real estate, social media, video, digital marketing, how to be the Go to Expert and is sought after in your area. Look in the comments below, click the link, Sign up It's less than a couple of cups of coffee. Be sure to like and subscribe. I'm Kristen masher selling over 2300 homes top 1% for 19 years. I am here to help you sell more homes, attract more buyers and sellers and make real estate fun again. So please like and subscribe. Watch the next video, let me know what else I can do to help you and I will see you next time. Hey there. If you want to learn how to.