← F.I.R.E.D UP with Krista Mashore
F.I.R.E.D UP with Krista Mashore
From Selling 100 to 300+ Homes a Year Using THIS Simple Strategy!, Ep. (922)
00:38:00
Want to explode your real estate business and close hundreds of deals a year? 📈 In this episode, I sit down with Alisha Collins, a top 1% agent, who shares the exact strategy that took her from 100 to 300 homes a year! (Hint: It’s all about VIDEO...
Loading summary
Transcript96 lines
- [00:00]
A
So we tell ourselves that. I tell my brain that I'm going to find video in everything I do.
- [00:07]
B
Hey there. Are you ready to be fired up? Because I sure am. I have got a super powerhouse, Alicia Collins, here from Casper, Wyoming, and she is going to talk to you about what has made her so successful. I have known Alicia for just about seven years now, and I have seen her grow from averaging around 100 homes a year to just over 250 to 300 homes, depending on the year she crossed crushes it. And the majority of those are from her alone as a solo agent. She's going to be telling you exactly what she's doing right now in real estate to be in the top 1% of agents nationwide. Alicia, how are you?
- [00:44]
A
Good. Thanks for having me on.
- [00:46]
B
Thanks for being here. Okay, so tell me a little bit about your backstory, obviously, where you're from, how long you've been in the industry, and, like, tell us about yourself.
- [00:55]
A
So I'm. I live in Casper, Wyoming. Yes, it does exist occasionally.
- [01:01]
B
It's a small town. Yes, it's a smaller area.
- [01:04]
A
65,000 people. We do. We, you know, we started traveling out a little bit because my team has gotten bigger. And I have some young agents that want to. That are hungry, that, you know, we'll drive a couple hours. And so they're becoming specialists in those areas as well as Casper. So I've been in the business a little over 20 years. Seven, almost seven years ago, you popped across my Facebook page, and I had just become. Not. Not or my mentor in real estate had retired, and she was, you know, my mom's age, and I kind of took over. We had a. We had a small team. We had two people on our team, and we had a transaction coordinator who's now one of my best friends. She's on the other side of the screen right now. And so I was taking over, and I did not want to come become technologically inept like she was. And I mean, I did everything for her. Lindsay now might do almost everything for me, but I do know how to turn on the video camera, and I can do the rest of it. I can do a lot of those things. I just don't have to. Right. And so I just wanted to learn all the things. And so I got on a call with one of your salespeople, and I was like, let's go right now. So here I am, history from there.
- [02:22]
B
Okay, so tell me, first of all, congratulations. Alicia just got a brand deal. I can't say with you, but she Just got a brand deal as a little mini influencer because of micro.
- [02:33]
A
It's micro chat. GPT says micro.
- [02:36]
B
Micro influence content that she does. She's somebody you definitely want to follow. She's very consistent. She'll give you great ideas on things that you can do. She is absolutely just crushing the video content. Winning before she arrives, developing a relationship with her community. She's being seen everywhere and she's dominating her little market. And I'm just going to say this. If Alicia can sell between two and 300 homes a year every year with. With a population of 65,000 in one of the smallest towns, I've actually been there. You can do it too. So, Alicia, tell us what you're doing right now. What would you say? Kind of like in the beginning, I remember when you first started, you know, you said you were using video, but, you know, kind of talk about that.
- [03:17]
A
So I, I don't know, I just. I thought that it would be a good way, right, to, like, I was having success on Facebook because nobody was doing it. And so I would post in, like, little groups that had started and I would get business because nobody else was doing it. So I thought I should use imovie. So I would video on my phone. It was horrible. I would throw it into imovie and I would post it. And sometimes something would happen, but this time nothing happened because I was not. It was like hit or miss. I wasn't distributing it properly. And so when I started taking your course, I was like eating it up because I finally figured out how I could get people to react to what I was doing. Right? They were. I mean, you know, it was early in all this and I loved it. So. And I. I've got to say, there was one time that I felt like. Like overwhelmed and oh, my gosh, maybe I shouldn't have done this. And it was when I placed the first ad because I thought this was so hard. And now I can do like five things and place an ad. It's just something you have to learn, right? And I. Otherwise, I never looked back. I never had any buyer's remorse. I. It's the best thing that ever happened.
- [04:31]
B
To me.
- [04:34]
A
Because I have a big team now and the video feeds my team. I mean, I, you know, as a team leader, you're the rainmaker. You've got to figure out a way to provide and teach your team. And now my team, it's taken a while, but now they see like, we gotta start making videos. Might have been the brand deal too. I don't know. Yeah, I think so.
- [04:55]
B
Those little, little young, little youngies are like looking at you like you're a. Some goat.
- [05:00]
A
So anyway, I think that, and I think that as you. So what I started doing is I did what you said, so I, I used your scripts. I. And now you have like, you know, I feel like you have a million scripts. I don't think there's the million, but it seems like it.
- [05:16]
B
Yeah.
- [05:17]
A
And so I use thousands. Yeah, I used exactly what you said. Did exactly what you said, exactly when you said to do it, just to, you know. Exactly. Then I started making. I would take the scripts and I'd make them a little more my own. And then I started kind of going off the cuff with the script. And now I just go off the cuff and I make videos when I feel good. So like today I. I think I've made eight because I felt good today.
- [05:45]
B
And that's such good advice. So let me read what she's saying. So what she's saying is, is that, you know, she'll. When she first started, you know, by the way, she was horrible on video. I'll try it in the comments. To put before and after video of her, at least you got to get me one. Okay. Get me a couple. And now, you know, she needed a script back then, and now she just does things. Something happens and she'll pull out her phone and she'll just do a video of it. Right. And they're not these highly edited videos. And plus there's a lot of different. Like Cap Cut is a great editing video that you can do. You just literally drag and drop your video in there. It puts the. The graphics on there for you, you know the words on there for you, and will edit things. Back then when she first started, she didn't have any of that. Right. So it's much easier now to do. Now she's literally producing a minimum of three videos a day and putting in them on multiple channels, which is calling called video report purposing. But the point is, is that she started, she mastered one platform. I taught her how to run Facebook ads and how to master Facebook. And then we, you know, then she started doing.
- [06:40]
A
And I didn't stop.
- [06:41]
B
Yep, kept doing, kept doing the Facebook and kept doing the Facebook ads. And then she started to learn YouTube and you can go look at her YouTube channel, Alicia Collins, and you'll see like she's got some videos with over 100,000 views, 74,000 views. I just stocked her channel recently. And then from there she went to TikTok. How much?
- [07:00]
A
I have one that's like, I have a couple that are over half a million. Long. Long.
- [07:05]
B
Yeah, that, that, that's so good. That's so good.
- [07:08]
A
You know, here's the other thing is, like, as you learn this, and I would never. I, I, I'm so glad I started with Facebook because I still get, like, a lot of my business from Facebook, but I do feel like TikTok was made for me because it's I, it's that start and stop. It's the short form. Like, that is me. But I would have never found it if I wouldn't have started with all the things on Facebook.
- [07:35]
B
Yeah.
- [07:35]
A
And I think that we evolve as creators. We evolve as people. We evolve as our, like, telling our stories. And people always tell me, and you hear this too. I don't know what to talk about. So we tell ourselves that. I tell my brain that I'm gonna find video in everything I do. So funny story. Today I went, a friend of mine, I sold her her house. I didn't even know this. I had to ask her 13 years ago. And she built a studio, a photography studio in the back. So anyways, I'm walking, like, the path today, this morning to her studio, and I notice her radon system is really noisy. Well, it means her fan's going out. And so I'm like, hey. I tell Lindsay, I, I'm like, I'm making a video on the way out. So I tell my friend, hey, you need a new. You need a new radon fan. I make the video on the way out. I download the video, send it to my team. My team goes and makes a video too. I mean, you've got to be looking for those things everywhere you go. And they f you, they find you. They find you. Because you just put it out to the universe that you're going to find videos everywhere you go.
- [08:42]
B
Okay, I've been finding find videos everywhere I go. But so listen, Alicia, I had a meeting date with my marketing director, and he said, krista, I think you need to start doing more, like, more stuff to help people get comfortable on video. Because even though they're taking your challenge and they're paying for these courses from you, they still have major roadblocks doing video. They're still afraid of it. There's a huge barrier there. What would you say? How can somebody, what do they need to do to start feeling comfortable on video? How can they overcome that? And is what I want to. Let me just remind you of something, everyone that's how you look, that's how you sound. You just have to remind yourself when you meet a seller or a buyer, you can't put a bag over your head because that's the way that you look. Right? So. So that's one thing is like, that's you. But what would your advice be? How can somebody get more comfortable on video?
- [09:28]
A
It's really easy.
- [09:29]
B
Okay, what?
- [09:30]
A
Okay, so you're going to call your best friend, call another realtor, whatever, and at the end of every day, you're going to tell them the best thing that happened in your day or give them a synopsis of what happened in your day. It could be two minutes, it could be whatever. You're going to send it over messenger on Facebook because you can send longer videos. And you're just going to tell them. And I've done this with a couple people and it works because you get used to talking and if you do it for two weeks, you're. You're like over everything because it doesn't matter because you're talking to your friend. You always tell me, I feel like you're talking to me when, when you're watching my videos, right?
- [10:08]
B
Yeah, totally. I feel like you're just talking to a friend and. But you know, she didn't always used to be that way. Like, I'm gonna show you some videos of her before and. But the point is, she started. And you're gonna suck when you first start, but you're gonna suck. And that's okay because nobody's watching in the beginning. And then you're gonna get better and better with video. Okay, so you're saying to like, talk to a friend. I love that. Let me, let me talk to them about the video text message strategy too. So one of the strategies I teach my students and we've been able to pretty much trace that you will get 12 transactions from this in one form or other. From referral from somebody remembering they're thinking about selling or buying is send 10 personalized video text messages a day. Grab your cell phone, right? And go through your contact. Start with number A, go to Z and just say, hey, Alicia Collins, it's Krista. I just want to say I was thinking about you. Hi. Hope you're doing well. We haven't talked in a while, but you were on my mind. Let's grab lunch sooner or later. And don't ask for business, don't ask for referrals. Say their name. And then if you, if you know of any type of life event that happened, they got married, they had an anniversary, they went out to a cool dinner, their kid graduated, their kid went to college, they bought a new dog. Then mention that I saw on Facebook. You bought a new dog. Oh my gosh, your puppy is so cute. I was just thinking about you do 10 of those a day, Monday through Friday. Take you about 10 minutes. And with in two weeks, just like she said, you will be much more comfort comfortable on video. And you are going to see just how much people love that and how much they remember. Oh my gosh. So and so's thinking about selling. Oh my goodness. I was just thinking about buying. Let's meet. That is what happens. Okay, so Alicia, go ahead.
- [11:40]
A
So you know, the other thing about this is that I think you, I think you do this with family as well.
- [11:45]
B
Yes.
- [11:45]
A
Because you never know when something's going to happen and you cherish them forever.
- [11:51]
B
Yes, that's a good point. Like send a video text message telling your kids or your husband, I mean, in fact, everyone do it right now. Pull over or push pause and go send a personalized video text message to somebody that you love and let them know all the things you appreciate about them and how much, how grateful you are. And I'm going to tell you something, you are going to get the best response you can ever imagine. And if you're having a crappy day, the best way to feel better is to make somebody else feel better. So go do that right now. Okay, so, so can I just add something?
- [12:20]
A
It's kind of personal, but I'm going to do it anyway because I think it's so important. So Bob and I never used to, before your program, we never used to do that. I mean, we text message each other, but we would never video message each other. And you know, some of you that have that. Follow me, know that my husband passed away of cancer eight months ago. And those text messages from him to me are like, I cherish them. You know, I posted one earlier this week that I shared with everyone. And you know, it's, I, I would, I would, I don't know what I'd do if I didn't have those. And I wouldn't have done them if, if I wasn't in the program and I didn't do video text messages to clients.
- [13:09]
B
Oh, I love that. That's so, that's so special, Alicia. Also, before I, anytime I went on a listing appointment, I would do a video text message beforehand. After, before I got, before I left their driveway, I would send a personalized video text message letting them know something specific about our interaction together before. I would literally leave the. Leave the appointment. And I mean, it was really difficult to lose a listing just from doing little things like that. Okay, so, Alicia, video. So you are literally the number one out of. I've had thousands of people come through my programs. Thousands. That's. That's not an exaggeration. And you are the most consistent person with video. And why do you. And also, I've seen your business grow. As I said, I remember you. You almost hit just under 300 homes one year. Also, you know, you can talk about when Bob was sick. I remember that. Can you talk a little bit about that? Like how video has helped your business so.
- [14:05]
A
Well, there's two things. First of all, video is an outlet for me, and there's two things I learned of that. The first one is that you cannot talk on a video and think about something bad. Okay. Whether. And even. Sometimes I. Sometimes if I'm having a bad day and I can't talk, sometimes I make myself do it because it gets me out of my. Out of my own head, and it makes me feel better because you can't think about the bad things that are happening or that you're sad or whatever. And so it. When. When Bob was sick, he would be in a procedure and I could sit outside and. And have. My subconscious just had a break. Like, it just. It was something that could get me past all that.
- [14:48]
B
Yeah.
- [14:48]
A
And. And the second thing I learned about that is that it doesn't matter what people say, because people would say, well, why would you still do videos when that was happening? Well, because I had to. Yeah. It helped me show up better for him because if. If I was so stressed out that I could not advocate for him, then what good am I? And it doesn't matter that those people don't understand that.
- [15:16]
B
Yeah.
- [15:17]
A
And it was really hard for me.
- [15:19]
B
People are gonna make fun of you. They're gonna say things. I remember Alicia called me crime saying, people are saying this. And I was like, hey, you do you. And I. And. And even. I mean, I remember her, like, the video content that she created got her business while she was in the hospital. I mean, I went to go visit her, and she was getting calls from sellers, calls from buyers from her video content that they were watching online while she was in the hospital and she was doing business and getting deals from that.
- [15:45]
A
And I remember calling you too, and saying, like, how, Who, How. How did this happen? Like, the. The consistency from before saved me now, and. Because I was still producing content, but it was it was the time that the consistency from before, those people that were watching me this whole time and they would wait for me. And that's the shocking part to me. Like they waited so somebody would call me on a Monday. So my husband wasn't. There was a time that he was at the beginning of his sickness, that he was the beginning of his cancer, that he was in the hospital for like two and a half weeks or three and a half weeks. And they were, those people would call him Monday and they wait for me to come home till Saturday and tell them why.
- [16:27]
B
I mean there's, there's, you have to really understand this, and I'll just say this real quickly, is that when you create video content, research shows that you, you create something called a parasocial relationship. And what that is, is, is you're developing a relationship with somebody else on the other side of the screen. Just like when you watch TV and you fall in love with the character and you, you cheer for the good guy, you hate the bad guy, you cry sometimes. You've developed a one sided parasocial relationship. Exactly what video does. People get to know you, they develop a relationship with you, they feel like your friends and they see you as the authority and they cannot forget about you. When you properly distribute content and you do it consistently, you're showing up in front of people that you work with in the past, you're nurturing them, you're generating new leads because you're marketing to people that don't know you. And it's just like you're constantly top of mind. Um, and so that, that's the power.
- [17:16]
A
Of, was just it, it was something that I, I mean I knew it, but I didn't like think about it in that like strong capacity. And so what was happening is so four months before Bob got sick, I had hired like kind of a personal assistant. And so she worked 20 hours a week. Now she's an agent. She actually today was her last day of being my personal assistant because she's so busy that there's no more of that. She's, she's been an agent for three months and she's, I think closed, I don't know, six or eight deals. She's got to just do that. So anyway, but so what happened was we had gotten organized enough that she could take over. So, so I would come home, I would, I would on, on a Saturday because my daughter was here. So I had to come back and you know, spend some time with her. But I would go and I would in the Morning I would list all four of those houses. I would just go from one house to the next. I would come to the office, put, put all the contracts there, tell everybody, like call on the way back to Denver and tell everybody what needed to be done. Teresa would, and Lindsay would take care of it. And then I would come back the next week and do this, do the videos. I mean it was like, it was just the most amazing set of circumstances that it could be at the time, right?
- [18:32]
B
Yeah, absolutely. Yeah. By the way, if you guys hear some noise, it's my dog snoring right at my feet, so. And one of them is pretty loud. So if you're hearing that, it is the dog.
- [18:42]
A
Mine keep barking. So I keep like muting myself. Yeah.
- [18:45]
B
So let's talk about video content. What kind of videos should people like give them some ideas because people are always worried about. And by the way, if you want to learn more about this, if you go to, in the, in the comment section, there is information about a three day event that I do every single month. That's just how Alicia found out about me. So six years ago, seven years ago, it's a three day virtual event that you can take from your own home less than the cost of a couple cups of coffee. If you just click on that link in, in the notes, you'll be able to get access to our three day event. We have talk about social media, vid, video, how to get listings, Facebook funnels, all that good stuff. So video content, Alicia, what should they.
- [19:24]
A
Wait, I want to say something. So seven years ago, this program was not even close to what it is now. Okay, so it's shocking to me. I don't even, I used to say 80 times, I don't even. It's way more than that. And I still killed it with what it has. So back then. So it's amazing. You mean like video ideas, Krista?
- [19:47]
B
Yeah, video ideas. Like, you know, you know what my favorite ones are? What are, what are, what are some good video ideas?
- [19:54]
A
Offers. Like when you get offers you can't post until after the deal is over. And you know, I don't talk about the address or anything. I just talk about like if I get multiple offers, I'm going to talk about if I get one offer that's kind of interesting, I'm going to talk about it. I need to do that more because people, I mean it went like crazy viral. I talk about what you do before you move in. I talk, I talk evenly, really evenly about buyers and sellers because I want them both I might even be more buyer heavy because that, that seems to be where the, some of the drama happens. But I talk about how to get your house ready, and I'm not talking like, decluttering. I'm talking about, like, getting in there and like, doing things to the house to make it worth more money. I talk about that. I talk about toilets at Home Depot. Like, everybody likes to talk about toilets. I mean, there's so many things that you can talk about, the things that go wrong in a real estate transaction. Somehow real estate agents have made this process seem like it is easy. Talk about all the things that make it not easy. I, I did a video today. All the things that are going bad right now and all the things that are going good. Am I going to wait to post it? Yes, but there are some really crappy things happening. Like the, like a, a guy thought he owned two lots that a four plex sits on. Well, the back lot he doesn't own. Somebody else owns it. And we're under contract. I mean, I could go on and on. There's all sorts of things that happen in real estate that we don't talk about that we need to. I mean, think about, think about all the wacky things in transactions.
- [21:22]
B
And every time somebody, like everyone think about this. From the second you get a listing, what happens? Right? You got to start scheduling inspections. Okay, what inspection should be scheduled, who pays for what, how much is the deposit? How long is the escrow, how long are contingencies? I mean, what's, what's a walkthrough? When should you do the walkthrough? When do you get the keys? Like, I mean, there's the walkthrough one.
- [21:44]
A
You should do every single time you sell a house, whether you have it listed or whether you, whether you sold it. And if you sold, if you sold it, it's not your listing. You can't, you can't do it till after it closes. That's a really big one. Like, so you do a final walk.
- [22:02]
B
Through, showing what, like what?
- [22:04]
A
Well, sometimes I don't even. Sometimes I sit in a coffee shop and talk about the final walkthrough. I mean, and it blows up. So. Because what if somebody stole. Like when you do it. So you do it on the way to closing. And if. And some agents will come on there and tell me, well, no, because then you don't have time to, you know, fix the repairs they didn't do. Okay, well then do it two days before and do it the day of. Because what if you go the day of, and the basement's flooded. That's happened to me. I have a friend who. The middle of the house was burned totally up through the roof because the kids had a party in it the night before. They went to do the walkthrough and the shed was on fire. Like, I mean, you guys, we all know think wacky things can happen, so.
- [22:43]
B
That'S because she sold thousands of homes. There's anything like. I actually had a guy get stuck. I had the home inspector get stuck under the freaking house. And we had to. Where the piano was. We had to cut a hole in the ground to get the. We couldn't get him out. It was crazy. Another time, this home inspector was stuck under the. Under the. And there was raccoons in there, and he. And they, like. They like. He couldn't get out because they left the raccoons, like, quartered him, you know, under the house.
- [23:08]
A
I had a guy I was talking about, and then he saw it on. On. On Facebook and he's like, oh, this sounds like a. Like a familiar story. It was a huge plumber guy, and there was a skunk under the house. It was freaking hilarious.
- [23:22]
B
Yeah.
- [23:23]
A
And he's like, alicia, that was not funny. Yeah, I had dead skunks under things. What? Yeah.
- [23:29]
B
Somebody asked a question. Do a video on it. You know, something happens, like with the home inspection or with the appraisal or with the. With the inspector or with the title. Do a. You know, do a video on it and then post it after it closes. I mean, all those things. I mean. Yeah.
- [23:44]
A
Do not post when you're in the middle of drama.
- [23:46]
B
You don't.
- [23:47]
A
You want to record when you're in the middle of drama so you can get your emotion. Like, yes, people like my emotion. People like my energy. People like Chris's energy. You want to be energetic about it. The other thing is, you don't want to start with. This is Alicia. You want to start with a hook. Something like, this is the craziest thing that's ever happened to me. This is. Can you even. I can't even believe this happened in this transaction.
- [24:12]
B
Something like, want to know why most buyers don't get the house of their dreams? Or do you want to know how the quickest way for you to lose the most amount of money as a seller? Or make sure during a home inspection, you never do this. Or make sure every single time you go into contract, you check this one box.
- [24:27]
A
Yeah. This is going to cost you $20,000 if you don't do this. And Then at the end, how. I don't even know why, how I started to do this, I. It just came out one day and it changed my. The trajectory of my TikTok account. I started asking a question at the end. It does not matter if it's the same question if you're on the same topic. I do try to mix it up a little bit, but. Buyers, when you bought your last house, what inspections did you do? Buyers, when you bought your last house, did you do a radon inspection? Did you have to have a radon mitigation system and usually ask one question. Sometimes it's two. I always ask a question and then I say follow. For more tips from your real estate bestie, you need to find your own, like, what it's going to be. And that's what. So people will. I'll be at a restaurant with a friend and people will be like, oh, my gosh, there's my real estate bestie. I love your videos. And it is kind of weird sometimes, but it is, it's part of the gig of what we do. And the other thing that's part of the gig is really nasty comments.
- [25:34]
B
Yes.
- [25:35]
A
And, but that's okay.
- [25:37]
B
I mean, people are gonna talk about you. People are gonna judge you. They're gonna let them judge you for the right reasons because you're actually making a difference and adding value. The very. The quickest way for you to. The secret weapon in real estate is creating video content. Make sure you properly, properly distribute it so it gets seen and being consistent. So I'm going to give you an example. Less than 1.57% of organic traffic gets seen. So the reason why, I believe Alicia has done so well, she started on Facebook, ran ads behind it, got a ton of exposure, got really well known, and then once she had mastered that, she moved on to organic. Right? And that's where the people would follow. They'd see her here, they'd follow her there. Her engagement quickly, quickly increase. I'm going to take some credit. Jason's. I've been having you on my event now for six years. Straw years, people.
- [26:26]
A
I mean, you don't get to take some. I mean, here's the thing is that if I wouldn't have found you, I mean, also, you're one of my best friends now. But from the beginning, I think we kind of just clicked and on we did. You know, I will always give credit where it's due. And if I wouldn't have started in the process with you, I wouldn't be where I am. And the other thing is, you also have, like, fostered my, like, I don't know, my evolution. Right. And so I, I mean, I've called you and I've said, hey, I want to do this, and, and so you make it better. There's a lot of times you've made it better. We make, I mean, yeah, yeah, yeah.
- [27:07]
B
We help each other all the time.
- [27:09]
A
And that's actually, this is, this is a great segue into, we did not plan this into, like, you, if you, when you surround yourself with this kind of group, you have to excel because, because you're, you're like, who you're around, right?
- [27:31]
B
Mm. I mean, who, not how. I mean, well, there's so much collaboration. Agents are helping people. You see somebody that's doing so well, it gives you excitement and belief of that you can do it too. Right? And then there's so much collab collaboration. And because our biggest enemies are ourselves, we're always saying why we can't do things, why things work, and we, you know, getting your mindset right, but having a goal to go after. And I want to thank you for that too, Alicia, because you've been that to a lot of people. Like, a lot of people see you and they, they know anything's possible. And especially this year, like, you have gone through so much. It's been a hard year for you, and you've still done amazing and you push through and, you know, kept, kept living life. And I know personally how hard it is still, you know, I, I, you're my friend and I talk to you and I see you and, but you still do it. And you know, guys, we can make any excuse we want. We can say it's the economy, it's interest rates, it's we're sick, it's our dogs, husbands, bro, mother's friend, I mean, whatever it is. But the bottom line is this is. Nobody's coming to save you but you. And that. I will tell you that creating video content has helped me have multiple million plus dollar businesses right from back when I was a real estate agent. You know, I was doing this 15 years ago, 12 years ago, creating video content, like, go look it up. The worst videos you'll ever see. But it, it made me stand out. People positioned me. And then I just kept, like, Alicia, I just kept thinking, okay, how else can I use this? How else can I get it make it better? I know Alicia is almost impossible to lose. She doesn't lose on a listing appointment because people have already decided to hire. Just like I used to before she even got there.
- [29:00]
A
And I, I think as you or I know people, I mean it, there is an evolution of your, of your video, like I said. But at the beginning everybody didn't know any different, right? They don't really know any different when they start watching you, the people who watch you. Here's the other thing is that the video provides you a way to be in a room with people. So let's say you, let's say you, you're on TikTok and you have, you start and you have like 600, 600 views and you're like, well, I, I, I want to, I want to have 6,000 views like Alicia or 20,000 or whatever. How great is it that you have 600 people watching you? What would you give to stand up in a room to 600 people and you don't know who's watching you? And I'm telling you that because Krista, you and I both know somebody will say to me in four months, a video that I posted today, they're going to say, you know that video you made about how I need to make sure that I don't click and sign on a docusign and I need to make sure my agent explains everything to me. I'm so glad you did that because they made a mistake on the purchase price. You saved me. And when I sell this house, I'm going to use you.
- [30:17]
B
Absolutely, 100%. And then people, people come up to you on the street and they also, you're like, well, I'm private. I don't want people to do that. You got to market yourself. There's a reason why brands market during the super bowl and spend $7 million for a 30 second commercial during the big bowl because they know the importance of marketing and branding. And also what she just said is so powerful. There's something called marketing. One to many, okay? Doing an open house, one to one, doing a cold call, one to one. Doing door knocking, one to one. It's like my daughter, she can only cut one hair at a time, right? And there, so there's a ceiling to how much money she can make. But when you can market one to many through getting people's eyes on you, to having attention, having, getting more exposure, that is when your level of income can exceed because you're marketing to people and being seen and developing a relationship and showcasing that you're the authority well before they even meet you, while you are sleeping. So while the, so you can go to an open house and you can prepare for it and Buy the donuts and run the comps and sit there for four hours and then drive home and have a five hour day. Or you can record a couple of videos and that take you, you know, five minutes to record and then you're getting watch time and exposure over and over and over again. It's truly that simple.
- [31:31]
A
Yes, Alicia, absolutely. I was going to say something else about that, but I lost it. Now about, about video and how. Dang it.
- [31:45]
B
It's okay. It's okay. Okay, so, so what, what, what's your other, what's your other magic sauce like right now? Because we're about ready to wrap it up. So right now, people that are watching you, obviously her number one advice is doing video. Right? Get comfortable. I love your advice. Get comfortable by doing video text messages or, or at the end of the day, every day, send what your day to a friend. Okay. Also, you know, it might be good if you can is like bring a recorder and record yourself talking to a seller or buyer. I mean, you ask if they mind and record it. Right. You know so much more than you think you do. You know way more than you think you do.
- [32:17]
A
I got it.
- [32:18]
B
Go ahead.
- [32:18]
A
I got it. Okay. So you would not believe how many people are in my comments and they're saying, alicia, I did a walkthrough because of you. I, I got explanation of the contract because of you. I, I painted the inside of my house before I sold it because of you. So when I don't want to make a video, there are actual times that I'm like, I am videoed out or I'm burned out a little bit. I mean it probably happens like every two months. I'm like, I cannot get my words out. I tell, I have a pep talk with myself and I say, what if somebody needs to hear it? What if you're going to save somebody in New York or in California or in wherever. Because those people haven't seen me yet. I mean especially on TikTok, most of the people are. You're getting most of the people from the for you page. You do have people that, that comment on every. I have people that comment on every video. They are my die hard fans and they don't live here. But what if somebody needed to hear me today? And now I am. That's another stream of income for me, right? On TikTok, there's a whole bunch of ways that you, you know, you can be the creator fund, you can get brand deals, whatever. So I need to be making video and the videos are for me and my team to get clients. That is why I'm making them. That's why I continue. And this is just the other stream. I want to be the person that helps someone else.
- [33:49]
B
And what if that one video turns into a seller or turns into a buyer or turns into a referral or what if, Because I'm going to tell you something, I know that people that are listening to this typically are the type of people that care about their business, that care about what they do. They want to do a good job. I, my clients love me. When I was a real estate agent, my clients loved me. I did a great job. And I will tell you, there was times before I was producing content that people would see me and say, krista, I bought a house, or, krista, I sold a house. And I'd be like, what? Like, they love me because they forgot about me. When you create content, you're nurturing past clients, you're being in front of new clients. You're, you're marketing, like, you know, to people that you used to work with that would have forgot about you. Alicia tells the story. What about that, Your kindergarten teacher or something like that. What was it?
- [34:33]
A
No, somebody I worked with at the chamber of commerce. That's how I got into sales. I, I, I have a science background from college, bachelor's and master's in science. And I worked with her and her daughter. I mean, her daughter was little when we worked together. Well, when I got into real estate, or actually, right as I started your program, I was doing video. Right. And distributing it. I don't even think we were Facebook friends. I get a message from her and she's like, Because I was distributing it properly. And she said, my daughter is about ready to buy a house and I'd like her to work with you since then. And it was a, it was a hard deal. I should make a video about that. Actually, I'm going to do that. There was mold in the basement. Anyway, that never happens here. Anyway.
- [35:20]
B
Sorry.
- [35:21]
A
So I, I, she's referred, referred eight or ten people to me since then. So you just don't know what's going to happen. And I could tell you more and more stories just exactly like, like that since then.
- [35:34]
B
That's just crazy. And then that turned into multiple six, seven, eight different deals.
- [35:38]
A
Crazy, right?
- [35:39]
B
From somebody. And it's, it's, it's true. Like, people come out of the woodwork that would have forgotten about you. Okay, this was amazing, Alicia. Okay, so we're, we're ending it real quickly again. Go to kristen.com unstoppable if you would like to learn more about our three day virtual event that we have that teaches social media video how to stand out become the go to obvious choice utilizing differentiation techniques and how to get sellers to raise their hand and ask for you to drop off a market analysis and what to do before that listing to ensure you get that listing. So just go to KristenMasher.com unstoppable and you'll learn all about that. That is one of the, one of the ways that Alicia found me a long time ago is from that. Alicia, your biggest piece of advice for somebody would be this is rapid fire everyone. Your biggest piece of advice to a.
- [36:22]
A
Real estate agent would be start video today. Right now. Start getting off this call and make a video about something.
- [36:30]
B
Okay, Perfect, perfect. Best book you've ever read.
- [36:35]
A
Duh.
- [36:36]
B
Yours that wasn't planned. Which one seller comes or top Producer Secrets?
- [36:42]
A
Well, I'm in Top Secrets.
- [36:46]
B
Oh go buy Top Producer Secrets. In fact this right here, Go buy top producer secrets.com Alicia is one of the authors in that as well as other top producers from across the country telling you exactly what they're doing right now to dominate their markets. You can also look at sell 100 homes a year. That is very, very awesome stuff on social media, Alicia. Thank you so much. Remind people where they can where they can contact you.
- [37:06]
A
TikTok, Facebook, Instagram, YouTube. Alicia. Alicia Collins Real Estate at Alicia Collins Real Estate.
- [37:14]
B
I appreciate you. Hopefully everyone, you are just as fired up as I am. Go right now and record that video. That's what you look like, that's what you sound like. You can't put a paper bag on your head. Go out there and crush it and I will see you next time. Make sure you like and subscribe. Refer to a friend and appreciate you all. Bye everybody.
- [37:30]
A
Hey there.
- [37:30]
B
If you want to learn how to dominate your market as a real estate agent, how 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. Do me a favor. This is a three day virtual event. I'm going to teach you how to stand out in your marketplace place. Go to kristamayshore. Com limitlesslistings and I will see you there.