How these Agents Became Top Producers in 2025, Ep. (919)

Summary

F.I.R.E.D Up with Krista Mashore – Episode 919: How These Agents Became Top Producers in 2025

In Episode 919 of F.I.R.E.D Up with Krista Mashore, host Krista Mashore delves into the strategies and mindsets that propelled a group of real estate agents to unprecedented success in 2024, turning challenges such as low inventory, legal hurdles, and fluctuating interest rates into opportunities for growth. This comprehensive discussion features insights from top producers across various markets, highlighting their unique approaches to dominate their respective industries. Below is a detailed summary capturing the essence of their conversations.

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Introduction

Krista Mashore sets the stage by expressing her enthusiasm for the episode, emphasizing the focus on actionable strategies that helped agents thrive in a tumultuous real estate landscape. She introduces the featured agents, all of whom have personally been coached by her, and highlights their impressive accomplishments.

Krista Mashore [00:11]: "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."

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Agent Success Stories

Haley Jones – Knoxville, Tennessee

Haley Jones transitioned from a high school math teacher to a successful real estate agent in 2020. Under Krista's mentorship, her transaction volume surged from 8 to 33 in the first year, continuing to grow annually. Haley attributes her success to leveraging social media platforms like YouTube and maintaining unwavering consistency.

Haley Jones [02:20]: "A huge part of what I do is my social media, YouTube etc., so that's my little spiel."

Hope George – Richmond, Virginia

Licensed since 2017 and now a broker running her own firm, Hope George saw her transaction volume double from 23 in 2023 to 42 in 2024. Her methodical implementation of Krista's strategies, particularly the Measure Method, and her dedication to systems and processes have been pivotal.

Hope George [03:52]: "I am an insane implementer. If it's in Krista's program, I figure out a way to make it happen."

Alicia Collins – Casper, Wyoming

With over 20 years in the business and seven years in Krista's program, Alicia Collins has expanded her team and significantly increased her transaction volume, reaching close to 300 homes annually. Her prowess in video content has even landed her brand deals as an influencer.

Alicia Collins [05:29]: "I've blown up. Right around 100 homes a year when I first met her and now closer to 300."

Joe Seaman – Augusta, Georgia & Aiken, South Carolina

Joe Seaman, licensed since 2018, transformed from managing his family’s businesses to real estate, where he closed over 100 transactions in 2024. His emphasis on system implementation and personal touch, such as the CMA drop-off, has resulted in an impeccable listing record.

Joe Seaman [09:49]: "If I can do it, anyone in the real estate industry can do it."

Sabrina Shaw – Tulsa, Oklahoma

Former high school principal Sabrina Shaw made a successful leap into real estate six years ago. By focusing on video marketing and social media, she achieved top rankings in her market, consistently increasing her income and helping others grow their businesses.

Sabrina Shaw [12:18]: "I make more than I ever thought I would. You've given us the tools."

Shanara Carter – Chicago, Illinois & Indiana

Shanara Carter, licensed since 2018, left a nursing career to pursue real estate full-time. Utilizing comprehensive assets and consistent video content, she significantly scaled her business, culminating in her best year with a record-breaking deal of $1.675 million.

Shanara Carter [14:35]: "Video, video, video brings your sphere. Then take it and use those resources to really scale."

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Listing Strategies

The agents discuss their multifaceted approaches to securing listings, emphasizing preparation and proactive engagement.

Preparation and Assets

Shanara Carter highlights the importance of preparing all marketing assets early, including listing presentations, buyer’s and seller’s guides, and consistent video content.

Shanara Carter [14:35]: "I got all of my assets ready... Then I focused on video, consistent video, community video..."

Video Marketing and Social Media

Alicia Collins and Haley Jones underscore the critical role of video content in building trust and authority with potential clients. Alicia emphasizes explaining every aspect of the listing agreement through videos, ensuring clients are well-informed and confident in her expertise.

Alicia Collins [17:22]: "I talk about negotiation... I talk about what we are going to do if the price that I tell you is not the price it sells at."

Confidence and Authority

Haley Jones attributes her success in obtaining listings to the confidence gained through Krista's program, allowing her to assert authority during appointments.

Haley Jones [24:06]: "It was just a lack of confidence, but just studying my market... I walk through and it's like, okay, this is where we need to list."

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Investment in Marketing

The discussion shifts to the investment necessary for effective marketing, particularly in digital advertising.

Starting Small and Scaling Up

Agents like Joe Seaman and Sabrina Shaw advocate for starting with minimal ad budgets and incrementally increasing based on results. Joe began with as low as $5 a day on Facebook ads, which scaled up as his business grew.

Joe Seaman [42:19]: "I started off low with $5 a day running ads on social media... You have to run your real estate business as a business."

Return on Investment

Sabrina Shaw shares impressive ROI figures, turning $50 investments into substantial daily earnings and highlighting the long-term benefits of consistent ad spending.

Sabrina Shaw [46:01]: "I would spend $50 to make $6,000 any day. Of course, you're going to be spending more than that when you do ads."

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Referrals and Community Building

Referrals play a significant role in the agents' success, stemming from their robust marketing and consistent engagement with clients.

Building Trust Through Video

Alicia Collins recounts how her video content led to referrals from past connections who recall her expertise and trust her judgment.

Alicia Collins [33:09]: "She referred me, probably, eight or ten clients in seven years."

Personal Touch and Client Events

Joe Seaman discusses unique strategies like pie giveaways and large client events that foster strong relationships and continuous referrals.

Joe Seaman [37:08]: "We passed out over 270 pies... We're big on reach out and sending nice gifts."

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Support and Camaraderie in the Coaching Program

The agents highlight the invaluable support system within Krista's coaching program, emphasizing shared knowledge and mutual assistance.

Sabrina Shaw [48:29]: "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 is amazing."

Joe Seaman [49:48]: "We are not in the same brokerage or in the same areas, but they are so willing to just share everything."

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Rapid-Fire Advice for Listeners

In a rapid-fire segment, agents share their top tips for immediate success:

• Alicia Collins [52:41]: "Make the video once a day. Think about something that's happened in your real estate business and tell a story."

• Haley Jones [53:33]: "Get out of your own way, schedule your day. Do the things you least like at the highest level possible."

• Shanara Carter [54:10]: "Make a commitment to completing your marketing assets. Use office hours and staff support to overcome obstacles."

• Sabrina Shaw [55:33]: "Start making video. Be consistent. Treat it like a business."

• Joe Seaman [55:51]: "Fall in love with the boring. Create a morning routine and stick with it consistently."

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Favorite Funnels

The agents discuss their preferred sales funnels, demonstrating diverse yet effective pathways to client engagement and conversion.

CMA Funnel

Alicia Collins loves the CMA funnel for its effectiveness in capturing leads and nurturing them through retargeted video ads.

Alicia Collins [57:15]: "I’m retargeting from seller videos that I'm making. We change them every month."

Neighborhood and Community Funnels

Shanara Carter emphasizes neighborhood-specific funnels that showcase local expertise, utilizing drone shots and market updates to position herself as a community authority.

Shanara Carter [59:52]: "My favorite is the neighborhood funnel. I run ads to it on Facebook, then use it as a pre-listing piece."

Home Valuation Funnel

Joe Seaman highlights the home valuation funnel, which integrates QR codes and comprehensive CMA boxes to ensure clients see him as the superior choice.

Joe Seaman [62:21]: "The home valuation funnel is by far my favorite. I have not lost not one listing since I joined your program."

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Conclusion

Krista Mashore wraps up the episode by reaffirming the power of actionable strategies, consistent marketing, and a supportive community in achieving real estate success. She encourages listeners to implement the shared strategies and take advantage of the resources available through her coaching programs.

Krista Mashore [65:30]: "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."

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Key Takeaways

1. Consistent Video Marketing: Leveraging platforms like YouTube and Facebook to build trust and authority.
2. Comprehensive Preparation: Developing robust marketing assets before meeting clients.
3. Start Small with Ads: Begin with minimal ad spending and scale based on ROI.
4. Leverage Referrals: Build strong client relationships to generate continuous referrals.
5. Utilize Support Systems: Engage with coaching communities for shared knowledge and mutual growth.
6. Implement Effective Funnels: Use tailored sales funnels to capture and nurture leads efficiently.
7. Maintain a Strong Routine: Establish and adhere to consistent daily routines for sustained success.

By adopting these strategies, real estate agents can navigate market challenges, enhance their visibility, and achieve remarkable growth in their careers.

Transcript

[Haley Jones]

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. 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 NR 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.

[Alicia Collins]

So.

[Krista Mayshore]

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. Thank you. We are pumped.

[Alicia Collins]

We're pumped.

[Krista Mayshore]

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 little bit about your journey and then we'll just take a quick bat with each each other and then we're going to get into it.

[Hope George]

Oh, awesome. What's up, everybody? I'm Haley 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 Krista's, did what Krista told me. Went from 8 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.

[Krista Mayshore]

I mean anything else that was perfect, perfect, perfect hope. And it's funny now, this is not my, 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.

[Shanara Carter]

Hey, I'm Hope George. 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. 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 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 a hundred thousand growth in gross commission income each of those years. So what else do you want to know?

[Krista Mayshore]

Like anything that is a massive increase in a year with one of the worst years in real estate. That's almost double. So good, hopefully. 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 awesome. Okay, Alicia Collins.

[Alicia Collins]

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 Char's program for seven years. Is that bananas?

[Krista Mayshore]

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

[Alicia Collins]

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 the queen of tech talk. Okay.

[Krista Mayshore]

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.

[Alicia Collins]

And she bounces around every year, I mean, somewhere between 2 and 300. It's weird how it vacillates, but it does. Video queen are, you know, and I like 5,5x my income. It's 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.

[Krista Mayshore]

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.

[Joe Seaman]

So 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 Aiken, 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. Christa 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 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.

[Krista Mayshore]

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

[Joe Seaman]

So it wasn't 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.

[Krista Mayshore]

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

[Joe Seaman]

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 you, if I can do it, anyone in the real estate industry can do it.

[Krista Mayshore]

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.

[Sabrina Shaw]

Let's go to somebody else first.

[Krista Mayshore]

Okay. Shanara. Shanara Carter.

[Haley Jones]

Hello. Hello. Hello. So hi, I am Shanara Carter. I am also licensed in two states. I'm in Chicago and Indiana. And 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 Christa'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.

[Krista Mayshore]

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 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 or 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.

[Sabrina Shaw]

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.

[Krista Mayshore]

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 to 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 a round robin, so hope you'll go first.

[Shanara Carter]

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 sure 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 a 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, spear 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.

[Krista Mayshore]

So.

[Shanara Carter]

Good.

[Krista Mayshore]

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.

[Shanara Carter]

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 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.

[Krista Mayshore]

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

[Alicia Collins]

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 have no 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 listen. I already know that.

[Krista Mayshore]

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 that the video topics on.

[Alicia Collins]

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 sets 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 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.

[Krista Mayshore]

Now let's talk about video real quick with you because they'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?

[Alicia Collins]

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.

[Krista Mayshore]

Yeah.

[Alicia Collins]

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, 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, you gotta start.

[Krista Mayshore]

I mean, you, 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?

[Haley Jones]

Oh, 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. 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 programming 100%.

[Krista Mayshore]

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.

[Haley Jones]

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 a 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 what confidence is huge.

[Krista Mayshore]

I mean I, I, I, 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?

[Sabrina Shaw]

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 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 CMA's, 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.

[Krista Mayshore]

Trying just from 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.

[Sabrina Shaw]

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.

[Krista Mayshore]

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.

[Sabrina Shaw]

It's awesome.

[Krista Mayshore]

Yeah, it is awesome. It's. It just. It looks so professional and lush and all of that Mr. Seaman Joe listings. How are you getting them?

[Joe Seaman]

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 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 1000% more than any other agent in their market. I'm a huge implementer, like Hope and like the other ones around here on this 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. Mayshore. I know her 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, deals 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 Shannira, 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 dollar 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 five million dollar 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.

[Krista Mayshore]

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 a, it, it makes sense.

[Alicia Collins]

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?

[Krista Mayshore]

Yeah.

[Alicia Collins]

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 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 telling, 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 them 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 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?

[Krista Mayshore]

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. 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 marking while you're on vacation. Which other activities don't always do that. Awesome. Thank you, Alicia. That I, 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, marking, what would you say?

[Joe Seaman]

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.

[Krista Mayshore]

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.

[Joe Seaman]

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

[Krista Mayshore]

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 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.

[Shanara Carter]

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 use 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.

[Krista Mayshore]

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 Chanel, 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 much 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.

[Joe Seaman]

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 stand 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, 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 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.

[Krista Mayshore]

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?

[Sabrina Shaw]

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 accept, expect it to, you know, get results, but it's consistency and doing.

[Alicia Collins]

It.

[Krista Mayshore]

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 Nisher 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.

[Haley Jones]

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.

[Krista Mayshore]

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 your, 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 been cool.

[Sabrina Shaw]

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 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.

[Krista Mayshore]

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?

[Joe Seaman]

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 something. 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 all 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.

[Krista Mayshore]

And I think that's a huge barrier. Like so many people. Like I know that 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.

[Alicia Collins]

You know what I'm gonna say? I'm gonna 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 gonna be good at it. Beginning, but nobody's watching, so it doesn't matter. Put it out there. And the more video you make, the better you are.

[Krista Mayshore]

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?

[Haley Jones]

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 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.

[Krista Mayshore]

Even, even just looking at all of you, you're 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. All right.

[Shanara Carter]

I would say make a commitment to getting your assets from your program, from Christa'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 decline 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.

[Krista Mayshore]

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 Sabrina, your your biggest piece of advice.

[Sabrina Shaw]

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.

[Krista Mayshore]

Love it.

[Joe Seaman]

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. 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.

[Krista Mayshore]

You know, especially since you get it 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.

[Alicia Collins]

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.

[Krista Mayshore]

Perfect. 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?

[Alicia Collins]

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

[Krista Mayshore]

Perfect. Okay, awesome. Are you using. Are you lazing the campaigns in the program or just everything?

[Alicia Collins]

Everything.

[Krista Mayshore]

Everything. Okay, gotcha. Cheniere, Favorite funnel and why?

[Haley Jones]

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

[Haley Jones]

I'm in the CMA box.

[Krista Mayshore]

I have.

[Haley Jones]

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.

[Krista Mayshore]

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.

[Shanara Carter]

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.

[Krista Mayshore]

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.

[Shanara Carter]

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.

[Krista Mayshore]

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.

[Sabrina Shaw]

Okay, so my favorite is obviously the listing process. I absolutely love that. 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.

[Krista Mayshore]

Awesome. Awesome.

[Joe Seaman]

Joe, do not start a timer when I start talking. So one minute, 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. And so the home valuation funnel is by far my favorite. But I cannot wait to start on the neighborhood funnel. Okay.

[Krista Mayshore]

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.

[Joe Seaman]

So I am Joe Seaman from Augusta, Georgia, North Augusta and Ain, 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.

[Krista Mayshore]

Perfect. Sabrina.

[Sabrina Shaw]

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.

[Krista Mayshore]

Perfect Hope.

[Shanara Carter]

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

[Krista Mayshore]

And she's Dr. George. Just like you know, Dr. George. Hope, Dr. Hope George Shanara.

[Haley Jones]

Hi, I'm Chanera 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.

[Krista Mayshore]

Alicia.

[Alicia Collins]

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

[Krista Mayshore]

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 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. See you later.

[Alicia Collins]

Hey there.

[Krista Mayshore]

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 foreign sign sl limitless 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. Go to kristamayshore.com limitless listings and I will see you there.