How This Agent Had Her BEST Year Ever in 2024 (Despite a Tough Market!) Ep. (927)

February 23, 202500:21:49

Jessica Hulse just had her BEST year ever in real estate, earning $90,000 in 2024—despite one of the toughest markets in years! In this interview, she shares exactly how she did it, from time blocking and lead generation strategies to the power of...

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[00:00]
A
How much did you make?
[00:02]
B
Yeah, I made 90,000. So I was shooting for 100,000 and I just broke my best year ever.
[00:12]
A
Hey everyone, are you fired up? Because I sure am. I have got Jessica Holz here and she has had her best year ever in 2024. It is now 2025 and she is going to be telling you all of her secret sauce and what she's doing. So I hope you are ready to be just as fired up as I am. Hi, Jessica, how are you?
[00:30]
B
Hi, Krista. I'm good. So happy to be here.
[00:33]
A
Oh, you look so cute. Thank you. So tell me, so tell us where you're from because I want people to know that they're listening to you. You're a top producer and if they have referrals in the Utah area, they should be calling you.
[00:45]
B
Yes, I specialize in northern Utah, so I am in anything the county, Salt Lake City, north, all the way up to the Idaho border. Oh, awesome.
[00:54]
A
That's a big area, huh?
[00:55]
B
Yes, it's about four counties. Hour each way.
[00:58]
A
Hour each way. So tell me about so how long you've been in the industry?
[01:01]
B
I've been in the industry for nine years. This, actually this January, I hit my nine year mark.
[01:07]
A
Nine years. You seem so young. How old are you?
[01:10]
B
I am 31.
[01:11]
A
31. Wow. You got in as a baby. Let's talk a little bit about that because a lot of people, my daughter, for example, she is new in the industry. She's, she's younger and she's having a really hard time with people taking her seriously. And they're saying like, hey, I'm worried because you don't have a lot of experience. Even though I'm her mother. And she's like, you're getting my mom too. She sold 2300 homes. She's been having a rough time kind of breaking in. Tell us what you did when you first got in the industry to break into it.
[01:38]
B
Yes, I actually ran into that myself, being a baby getting into the industry. I started as a transaction coordinator for my first two years. So I got my feet wet. So I knew how to guide people through the process from contract to close, which helped on the back end. But then I took a leap of faith and I went full blown commission and I was scared to death, but I did it. And I did run into some obstacles with people not trusting me based on my age. In fact, like you commented on, now people still say I look young, but once I really got my experience being a transaction coordinator, I knew how the process worked. So it really came down to confidence. And yes, when people saw me, they thought I looked young, but when they heard me, they knew what I was talking about.
[02:19]
A
Oh, that's good. So confidence is a big. Is a huge, huge deal. I have to. I have to say, like, it's a big thing. And now, I mean, you're just rocking and rolling. So a lot of agents are saying that 2025, and we 24. I'm sorry, was one of the hardest years. Right. We've now had four and a half years of high interest rates. It's just been everything from the NAR lawsuits to what was happening with, you know, the media. And then we also had, you know, obviously the election and the crazy high interest rates inventory. It's just been like the perfect storm to make it very difficult for agents. More agents have left, in my opinion, the past two years than ever before, except for 2008. So tell me, what did you do? How, how, how. What was your year like? And how did you. What have you been doing to keep yourself so busy?
[03:04]
B
I have a lot of anchors, and so I'll start with that. But, yes, I think a lot of agents got really scared in 2024, and it was the best year I've had. I just got my 1099 and my job dropped. I was. Oh, my gosh.
[03:19]
A
How did you tell us how much did you make?
[03:21]
B
You want me to tell you?
[03:22]
A
Tell it. Go ahead.
[03:23]
B
Yeah, I made 90,000. So. And my best year before that was 2019, and I was shooting for 100,000. But I was on a team back then, and that was a 5050 split. And so now I'm solo and I just broke my best year ever. And it comes down to my anchors. So a lot of it is mindset. First and foremost, mindset consistency is key. Doing time blocking being very, very intentional. I have my daily sheet planner, time blocking. I time block on pen to paper and digital to keep me focused. And skin in the game is one of my anchors.
[04:03]
A
I'll tell you what, skin in the game is so in a second. So, so how many transactions was that, Jessica?
[04:08]
B
That was eight transactions.
[04:10]
A
Eight transactions. Awesome. So, so, so good. So. And are you. You're full time?
[04:14]
B
I'm full time. Full, full time.
[04:16]
A
You're full, full time. You're working like. You're working like crazy. So that's good to know. I mean, you know, it's funny because doing eight transactions, I mean, that's, you know, ninety something thousand dollars. That's more than I made working as a teacher. With a master's degree 12 months out of the year. After six years of being a teacher, I only made $60,000 a year. Now, given. That was a long time ago, but still, that's. That's good money, right?
[04:39]
B
Yeah, it's great money. Just to put that in perspective, when I was on a team, my goals for the year was two a month, which I think are a lot of agents. Two a month and then 24 for the year. And so to do. To go from 24 is my goal to only needing to do 10 if I want to make 6 figures is huge.
[05:00]
A
Yeah, it's so good. Okay, so skin in the game, by the way, just everyone knows Jessica is a part of my coaching program. She's been in it for. How long you been in it now?
[05:09]
B
Four years.
[05:10]
A
You've been in it for four years?
[05:12]
B
Yes.
[05:12]
A
Oh, my God. You've been a little quiet one, Jessica. You've been a quiet one for sure. Okay, so for four years. And skin in the game is where she shows up. I'll let you tell. Tell them about what's going in the game is and how it's helping you.
[05:23]
B
Skin in the game is incredible. I, like I said, took a leap of faith to be a solo agent four years ago. That's how long I've been with Krista. And it has been a complete game changer for me. I do not feel like a solo agent. Skin in the game is where we show up Monday through Friday for 15 minutes and we state what our two commitments are. It's either too professional or two. Sorry, too professional. Or you can do one professional and one personal. And the whole idea of that is so they compound over the time of the month and the year to move the needle forward for your business. And it has been so impactful, both personally and professionally.
[06:01]
A
So the idea is this is you go to the same call for 15 minutes. You try to go to the same call each day, even though we've got 16 time slots a day. And then you. It's your anchor for starting your day out, right? You're. You're along with other people in the community, so you get the community feeling. And then you inspire and encourage each other. And you don't want to go back to the. To the show, to the call the next day and tell people you didn't do it right. So then it makes you want to do it before that, before you jump back on the call. So that's why it's so successful. So time blocking. So every day, do you time block and set your day up the night before.
[06:31]
B
I do, yes. Time block. Yeah, I premeditated. I already know what I'm doing that way. I mean it's like I wear the same shirt like every day. I don't have to waste time thinking about it. I mean I have like a bunch of different shirts, but they all look the same. But waste time thinking about that. So I do set my day up for success the night before. So I know what I'm doing.
[06:52]
A
Tony Robbins and Dean Graziosi, they did the same thing. They wear the same shirt every day to think about. Of course it's a different shirt, but it looks the same. Right. So they're takes that out off of their. Their brain. They want to have as much brain power as possible. So tell me a little bit about what your day looks like. Like take us through, you know, because you seem very organized. You're time blocking. That's very difficult for a lot of agent. So talk to me about like what your daily schedule looks like.
[07:13]
B
Yeah, my daily schedule is very regimen pretty much the same. I have a lot of dogs. I am a huge dog lover. So I wake up every single day around 6:30. I rotate my dogs, feed my dogs. I literally had go potty in my schedule for the dogs and my boyfriend commented on it and made fun of me and I was like, it's not for me. But so I have that scheduled in and then I work out. I do a lot of habit stacking. So for me it's waking up, it's working out, it's rotating the dogs, it's listening to a meditation. And then I get on skin in the game. So that really is a ripple effect into the rest of my day. And then from there I just. Triage is the word I use. I triage. What's the most important, what's the most time sensitive that I need to tackle first and then I focus on that, get that out of the way the first two hours of my day. And then I, I tackle like whatever else is income producing after that showings. Moving the needle forward, whatever my commitments were. First getting the game that day.
[08:20]
A
I love it. I love it. You're such. You said to a happy, cute demeanor as well. Which is, which is so, so nice to see. Okay, so I love it. Habit stacking. You're very regimented. What would you like? What happens during the day when things, you know, stuff comes up. Right. Like people call and there's issues and you know, you don't have But a lot of people on here do, but there's still things that come up. So what do you do when something ruffles your feathers and it kind of takes you off task? How do you. How do you keep that from happening? Or do you at all? And then what do you do if it does happen?
[08:47]
B
Yes. So that is a fantastic question. I used to be the agent who thought that I had to live, breathe, sleep by my phone, and I had to answer every single call at the exact moment that it came in. I struggled with that for about two years. And then I realized, like, everything doesn't need to be responded to in that exact moment. Using my Pomodoro helped me significantly because Pomodoro is being very intentional with your time and time blocking and whatever, whatever you're doing during that moment for that pomodoro, that's what gets your focus. And so that's where I triage. And that just happened recently. This week, I did a price reduction on one of my listings and I got phone calls and I was like, doesn't need to happen right now. And then they called twice and it was an unknown number. And I was like, this must be important. So I did interrupt my pomodoro. I did take it. Um, it was a potential buyer calling off of the sign. And so it does happen. My feathers do get a little ruffled. But then I just triaged as soon as I concluded that 20 minute conversation with that buyer, then I set an appointment with them, moved the needle forward in a different way, and then I just readjusted my day. I went right back to my schedule, right back to my daily sheet right in front of me, and then just kept going at what my tasks were.
[10:00]
A
Yeah. So just. So the Pomodoro technique is actually a time time technique where you block off 25 minute segments. You work on one thing for 25 minutes. You try not to get distracted. So, for example, if you're working on a listing presentation, you only work on the listing presentation. If your phone rings or text comes out, you ignore it. And then after that 25 minute segment, you take a three to five minute break. Right. Get up, walk around, answer text messages, and then you go back to your 25 minute segments. And they say by doing this, and then after you do four 25 segments in a row, you take anywhere from a 15 to a 30 minute break. And they say that you will save 16 hours a week doing this. And I will tell you, it's one of the strategies and techniques. I call it a success sprint, because in between, every 25 minutes or 30 minutes. I want my students to thrive. And thrive is a whole different activity we can talk about at a different time, but you actually get 16 hours back. And I know it works because the students that actually do it, they are like, I have more time, I'm getting more done. I'm holding myself more accountable. Like, you actually gain more time back doing more. So that's been. That's huge. I love that you're doing that. Jess, you can tell that you're very dedicated, which is. And disciplined, which is very difficult to do for a lot of agents.
[11:10]
B
Yes, I live by it because I am just like everybody else. I get distracted. I have squirrel syndrome. I mean. But using the pomodoro technique has made me so aware of my time. And one of the biggest things that you shared with us, Krista, was to not be a consumer on social media and to be a producer. And if you are not aware of your time or where it's going or how you're spending it, you will easily get lost.
[11:35]
A
Yeah, exactly. Maybe you want to be a consumer is somebody who's on social media. They're scrolling, they're looking, they're wasting their time. A producer is somebody who's utilized producing content. They're putting videos out there. They're putting educational information out there and not using it as a tool, not as a vice. Let's. Let's say. So let's talk about some of the lead generating activities that you're doing. How are you generating your leads?
[12:00]
B
I am generating my leads by doing videos consistently. I remember when I first started this program, I was like, just waiting for my first listing because I was like, I'm going to hit the ground running. In fact, funny story, I used to listen to your podcast while I was door knocking and I was like, that's what I want. And so here we are for your door knocking.
[12:23]
A
That's so funny.
[12:24]
B
I absolutely hated door knocking. I don't agree with the old outdated techniques. And so seeing what you had to offer, I was like, that is what I want. That's where I'm going. That's where I'm headed. And so remind me.
[12:39]
A
Oh, just lead generating techniques, lead generation.
[12:41]
B
Yes. I was like, yeah, social media.
[12:42]
A
You're like, you're producing video content on social media.
[12:45]
B
Yes, producing social media. On. Producing content on social media. Consistently. Showing up on my stories consistently. I started this little series behind behind the scenes called the Real side of Real Estate. And I just basically I do storytelling. And in with storytelling, there always has to be a Beginning, middle and end. So if I bring someone along on a journey with me, I'm very cautious about client confidentiality, but I bring them along so they know. And it's also very relatable. Like I am so mindful of the content I'm producing because it goes back to if I'm on social media, I don't want to just be there to waste time or be entertained. Like I want something of value. And so that very, very mindful of my content that I post and share. It's tips or helpful, relatable in some way, shape or form. So listing videos. I was doing a community spotlight video. I would go to my local animal shelter and volunteer every single Wednesday and I would do a shelter spotlight video. And I actually just opened escrow with a buyer yesterday from doing those videos for a full year. So that's how I generate leads is a lot of content. A lot of content.
[13:55]
A
A lot of content. So, so you're doing things, you know, tips and tricks, kind of the things that you're encountering in real estate. That's really helpful to the consumer.
[14:05]
B
Really helpful, yes, because they can take bits and pieces. And then I am very mindful of my ideal client and it's repeat buyers. And so I hit on a lot of those pain points through my content and it speaks to them and I do it over and over and over and then eventually they reach out to me.
[14:22]
A
Yeah, and see that's a good point. Really quickly everyone. She's a lot of what just, just, just saying here. She's, she's obviously, I mean I'm ideal client avatar. Like she's definitely learning and implementing what she's learned in the program. So if you want to learn more about time blocking social media, video content, how to use digital marketing, we have a three day event every month. If you go to Krista mayshore.com forward/get more listings. That's KristaMayshore.com forward/ get more listings. You can sign up for our three day event. It's five hours a day, Monday through Friday. It's virtual and we literally give away the farm and that's. And so go there. You'll learn a ton about everything she's talking about and so much more. Okay, so let's get back to lead generation. So you're, you're very consistent. That is difficult for people. And I love how you said that you're constantly talking about the same things and a lot of people feel like if they talk about the same thing too much, they're going to bore people. But that's completely not true because there's so many people out there and they're hitting you at different times. So you need to really reiterate over and over who it is that you're helping and what your specialty is. And so kind of like talk about that a little bit.
[15:28]
B
Yeah, you do have to reiterate it because not every, that's what I love about real estate. Not anybody's story is the same. Everyone has a different story. Each transaction is different, which is why I love real estate and the variety it brings every single day. And so you do have to reiterate that in different ways. And I've even had that thought. It's like, oh, I kind of said this already. But you just, you reframe it, you put a different spin on it and you talk to different pain points. Because not for my market up here. Like I specialize in repeat buyers and sellers and some of them repeat and sell locally here in Utah, but some of them repeat and they've purchased with me and now they're selling and they're relocating out of state. So I just, on all those touch points in different ways over and over again. And in fact, as far as lead generation goes, I attended your three day event and that is how I got here. The rest was history after that. And then something I didn't even touch on for lead generation is running ads. Because I would 1000% rather spend my time and money and energy investing in running ads and being a digital marketing specialist than sitting in an open house for two hours.
[16:36]
A
Absolutely. I tell everyone, you want to be a top producer, be a top marketer, you want to sell, be a top marketer. It's attraction based marketing. You're, you're serving, not selling. Such a totally different way of doing business. But remember, you got to learn to run ads correctly, otherwise no one's seeing it. And for those of you that are out there, like, nobody sees my content. That's exactly why you need to go to the three day event. Because you know less than 2% of organic content is being seen. So the goal is, is to make sure everyone in your community sees you. And that is what producing, running ads, not boosting, but running ads to the ads manager, targeting people locally. Retargeting, which is absolutely the secret sauce. And what retargeting is, everyone is, it's basically like think up when you go online, you search for something online, maybe you're looking for shoes or golf clubs and all of a sudden everywhere you go, the golf Clubs and the shoes follow you everywhere, right? That is exactly what we teach agents to do. And again, if you go to Krista Masher.com forward/get more listings, you can sign up for that three day event. Jessica, this is awesome. Like I, I love your attitude. Number one, you just, you have such a great demeanor about you. You, you're an energy giver which is so amazing. And you really like, you talk about medic meditation, right? You talk about having a schedule. You're listening to podcasts, you're bettering yourself, you're continuing to coaching, you know, four years now. One question I get a lot of people is because we have a lot of students that have been with me for three, four, five, six years and people are always like, why would you stay in the same coaching program for so long? What would your answer be?
[18:02]
B
That's like a no brainer. My answer would be is because you over deliver. You under promise and over deliver. There is so much that I haven't even touched in the program yet. So my answer would be that I, when I met you because I, you were appearing everywhere, like the golf clubs everywhere. I was, I was attracted to you and what you had to offer. And I truly, I, in the environment that I was in previously when I was on a team, I truly hit a glass ceiling where I was at. I was a buyer's agent specialist and I was like I need to be more well rounded. I need to know how to manage listings. Like it's just, you have to, if you're going to be in the industry, you can't just be one sided. And so I hit a glass ceiling and I truly felt this calling like I was meant for more. And so my answer would be it's a no brainer to continue staying here in this environment because it is a blueprint for life and it has not only changed my business, but it's changed my life both personally and professionally. So that's my answer.
[19:03]
A
I love, but we're always updating everything so that's, it's like we're always giving more. My goal is to get you in so you never want to leave, right? Okay. So for those people that are listening right now and I would say if you are looking and you have anybody in the area that Jessica's in, she needs to be your girl because she truly, truly cares. She's got such a great business model and business plan and she is very client centric. Just remind people again where they can find you, where you at. They've got clients in her Area. She's who you call. How do they get in touch with you?
[19:31]
B
Yes, I am in northern Utah, so I service Salt Lake City north all the way up to the Idaho border, Salt Lake City County, Davis County, Weber county and Box Elder County. And you can find me on social under Jess Hulse. J E S S H U L S E. Or my handle is Jess Liveutah.
[19:51]
A
Just live Utah. I love it. Jess Holtz, people. She is where you want to send your clients. And Jess, I always Jessica. We end every podcast the same and here's what it is. If you have one piece of advice, business, personal, professional, you know, philanthropy, family, what would that one piece of advice be to the listeners?
[20:10]
B
I love that I have two pieces of advice. So the first is going to be give yourself grace because the overwhelm is real. But you need to appreciate the overwhelm both in life and in business because it means you're growing. I have a motto that says, if you're not learning, you're not growing. And if you're not growing, you're not learning. And then my other piece of advice would be because we are so inundated with social media, so really focus on being a producer and not a consumer. Be intentional with your time and focus on the first step in front of you, not the entire staircase.
[20:41]
A
Ooh, I like it. Focus on the first step in front of you, not the entire staircase, which also relates back to being graceful with yourself. Things take time. This was so great. Thank you so much for taking the time and being here. I really appreciate Jessica such, such, such good, such a good chat and we stayed right, right around our time frame when I try to keep for the podcast and I just want you to know you're amazing and everyone you got, but you've got clients in her areas, send them to her and I hope you are just as fired up as I am. Remember, if you want to learn more about this, go to kristamayshore.com forward/, get more listings and I will see you next time. Bye, everybody.
[21:17]
B
Hey there.
[21:17]
A
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 kristamayshorn.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. Go to kristamayshore. Com limitlesslistings and I will see you there.

How This Agent Had Her BEST Year Ever in 2024 (Despite a Tough Market!) Ep. (927)

February 23, 202500:21:49

Summary6 min read

F.I.R.E.D Up with Krista Mashore – Episode 927 Summary
Title: How This Agent Had Her BEST Year Ever in 2024 (Despite a Tough Market!)
Host: Krista Mashore
Guest: Jessica Holz
Release Date: February 23, 2025

Introduction to the Episode and Guest

In Episode 927 of F.I.R.E.D Up with Krista Mashore, host Krista Mashore welcomes Jessica Holz, a top-performing real estate agent who achieved her best year ever in 2024 despite navigating one of the most challenging markets in recent history. Jessica shares her journey, strategies, and insights that propelled her success, offering invaluable lessons for entrepreneurs and real estate professionals alike.

Jessica's Journey in Real Estate

Jessica Holz, at 31 years old, has been immersed in the real estate industry for nine years. Starting her career as a transaction coordinator, she spent her initial two years gaining foundational knowledge by guiding clients from contract to close. This experience provided her with a deep understanding of the real estate process, which later became instrumental in her transition to a commissioned agent.

Quote:
“I've been in the industry for nine years. This, actually, this January, I hit my nine-year mark.” (01:01)

Overcoming Challenges in a Tough Market

Transitioning from a transaction coordinator to a solo agent was a leap of faith for Jessica. She faced skepticism due to her young age, with some clients doubting her experience based solely on her appearance.

Quote:
"People still say I look young, but once I really got my experience being a transaction coordinator, I knew how the process worked. So it really came down to confidence." (02:19)

Jessica overcame these challenges by building confidence and demonstrating her expertise, proving that age was not a barrier to providing exceptional service.

Key Strategies for Success

1. Mindset and Anchors

Jessica emphasizes the importance of a strong mindset and the use of "anchors" to maintain focus and consistency. Anchors include daily routines and practices that keep her grounded and productive.

Quote:
"A lot of it is mindset. First and foremost, mindset consistency is key." (03:20)

2. Time Blocking and Daily Planning

A significant portion of Jessica's success is attributed to meticulous time blocking and planning. She utilizes both pen-and-paper and digital planners to organize her day, ensuring that she remains focused on high-priority tasks.

Quote:
"I time block on pen to paper and digital to keep me focused." (04:03)

3. "Skin in the Game" Coaching Program

Jessica has been part of Krista Mashore's "Skin in the Game" coaching program for four years. This program has been a transformative experience, offering daily accountability and support through morning calls where members share their professional and personal commitments.

Quote:
"Skin in the game is where we show up Monday through Friday for 15 minutes and we state what our two commitments are." (05:22)

4. Time Management: Pomodoro Technique

To combat distractions and enhance productivity, Jessica employs the Pomodoro Technique—working in focused 25-minute intervals followed by short breaks. This method has allowed her to manage interruptions effectively without derailing her workflow.

Quote:
"Using my Pomodoro helped me significantly because Pomodoro is being very intentional with your time and time blocking." (08:47)

5. Lead Generation through Content Creation

Jessica generates leads by consistently creating and sharing valuable content on social media. Her approach includes storytelling and behind-the-scenes insights, making her content relatable and engaging for her target audience.

Quote:
"I am generating my leads by doing videos consistently. I do storytelling, and there's always a Beginning, middle, and end." (12:42)

6. Digital Marketing and Ads

Beyond organic content, Jessica invests in running ads and retargeting to ensure her visibility within the community. She highlights the importance of attraction-based marketing, serving rather than selling, to build trust and authority in her market.

Quote:
"Running ads and being a digital marketing specialist than sitting in an open house for two hours." (16:35)

The Importance of Consistency and Reiteration

Jessica discusses the necessity of reiterating her message and services to different segments of her audience. By consistently addressing various pain points and reframing her content, she ensures that her message resonates with a diverse clientele.

Quote:
"You reframe it, you put a different spin on it and you talk to different pain points." (15:28)

The Impact of Coaching and Continuous Learning

Being part of Krista's coaching program for four years has been pivotal for Jessica. She credits the program for offering ongoing support, resources, and a blueprint for both her personal and professional growth.

Quote:
"It's a blueprint for life and it has not only changed my business, but it's changed my life both personally and professionally." (18:01)

Jessica's Advice to the Listeners

Jessica imparts two key pieces of advice to her listeners:

Give Yourself Grace: Acknowledge and appreciate the overwhelm that comes with growth, both in life and business.

Quote:
"Give yourself grace because the overwhelm is real. But you need to appreciate the overwhelm both in life and in business because it means you're growing." (20:10)
Be a Producer, Not a Consumer: Focus on creating valuable content and being intentional with your time rather than getting lost in the endless consumption of social media.

Quote:
"Focus on being a producer and not a consumer. Be intentional with your time and focus on the first step in front of you, not the entire staircase." (20:41)

Conclusion

Jessica Holz's remarkable achievement of making $90,000 in a challenging market underscores the effectiveness of her disciplined approach and strategic planning. Her commitment to mindset, consistent content creation, and leveraging digital marketing tools serves as a powerful blueprint for other entrepreneurs aiming to elevate their businesses. Krista Mashore and Jessica wrap up the episode by encouraging listeners to take actionable steps towards their own success, emphasizing the importance of continuous learning and intentional effort.

For those interested in learning more about Jessica’s strategies or joining Krista Mashore’s transformative coaching programs, visit KristaMashore.com/Podcast for additional resources and upcoming events.

Notable Quotes with Timestamps:

“I've been in the industry for nine years. This, actually, this January, I hit my nine-year mark.” (01:01)
“People still say I look young, but once I really got my experience being a transaction coordinator, I knew how the process worked. So it really came down to confidence." (02:19)
“A lot of it is mindset. First and foremost, mindset consistency is key.” (03:20)
“Skin in the game is where we show up Monday through Friday for 15 minutes and we state what our two commitments are.” (05:22)
“Using my Pomodoro helped me significantly because Pomodoro is being very intentional with your time and time blocking.” (08:47)
“I am generating my leads by doing videos consistently. I do storytelling, and there's always a Beginning, middle, and end.” (12:42)
“Running ads and being a digital marketing specialist than sitting in an open house for two hours.” (16:35)
"You reframe it, you put a different spin on it and you talk to different pain points." (15:28)
"It's a blueprint for life and it has not only changed my business, but it's changed my life both personally and professionally." (18:01)
"Give yourself grace because the overwhelm is real. But you need to appreciate the overwhelm both in life and in business because it means you're growing." (20:10)
"Focus on being a producer and not a consumer. Be intentional with your time and focus on the first step in front of you, not the entire staircase." (20:41)

This comprehensive summary encapsulates the essence of Episode 927 of F.I.R.E.D Up with Krista Mashore, highlighting Jessica Holz's strategies for achieving exceptional success in a competitive and challenging real estate market.

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[00:00]
A
How much did you make?
[00:02]
B
Yeah, I made 90,000. So I was shooting for 100,000 and I just broke my best year ever.
[00:12]
A
Hey everyone, are you fired up? Because I sure am. I have got Jessica Holz here and she has had her best year ever in 2024. It is now 2025 and she is going to be telling you all of her secret sauce and what she's doing. So I hope you are ready to be just as fired up as I am. Hi, Jessica, how are you?
[00:30]
B
Hi, Krista. I'm good. So happy to be here.
[00:33]
A
Oh, you look so cute. Thank you. So tell me, so tell us where you're from because I want people to know that they're listening to you. You're a top producer and if they have referrals in the Utah area, they should be calling you.
[00:45]
B
Yes, I specialize in northern Utah, so I am in anything the county, Salt Lake City, north, all the way up to the Idaho border. Oh, awesome.
[00:54]
A
That's a big area, huh?
[00:55]
B
Yes, it's about four counties. Hour each way.
[00:58]
A
Hour each way. So tell me about so how long you've been in the industry?
[01:01]
B
I've been in the industry for nine years. This, actually this January, I hit my nine year mark.
[01:07]
A
Nine years. You seem so young. How old are you?
[01:10]
B
I am 31.
[01:11]
A
31. Wow. You got in as a baby. Let's talk a little bit about that because a lot of people, my daughter, for example, she is new in the industry. She's, she's younger and she's having a really hard time with people taking her seriously. And they're saying like, hey, I'm worried because you don't have a lot of experience. Even though I'm her mother. And she's like, you're getting my mom too. She sold 2300 homes. She's been having a rough time kind of breaking in. Tell us what you did when you first got in the industry to break into it.
[01:38]
B
Yes, I actually ran into that myself, being a baby getting into the industry. I started as a transaction coordinator for my first two years. So I got my feet wet. So I knew how to guide people through the process from contract to close, which helped on the back end. But then I took a leap of faith and I went full blown commission and I was scared to death, but I did it. And I did run into some obstacles with people not trusting me based on my age. In fact, like you commented on, now people still say I look young, but once I really got my experience being a transaction coordinator, I knew how the process worked. So it really came down to confidence. And yes, when people saw me, they thought I looked young, but when they heard me, they knew what I was talking about.
[02:19]
A
Oh, that's good. So confidence is a big. Is a huge, huge deal. I have to. I have to say, like, it's a big thing. And now, I mean, you're just rocking and rolling. So a lot of agents are saying that 2025, and we 24. I'm sorry, was one of the hardest years. Right. We've now had four and a half years of high interest rates. It's just been everything from the NAR lawsuits to what was happening with, you know, the media. And then we also had, you know, obviously the election and the crazy high interest rates inventory. It's just been like the perfect storm to make it very difficult for agents. More agents have left, in my opinion, the past two years than ever before, except for 2008. So tell me, what did you do? How, how, how. What was your year like? And how did you. What have you been doing to keep yourself so busy?
[03:04]
B
I have a lot of anchors, and so I'll start with that. But, yes, I think a lot of agents got really scared in 2024, and it was the best year I've had. I just got my 1099 and my job dropped. I was. Oh, my gosh.
[03:19]
A
How did you tell us how much did you make?
[03:21]
B
You want me to tell you?
[03:22]
A
Tell it. Go ahead.
[03:23]
B
Yeah, I made 90,000. So. And my best year before that was 2019, and I was shooting for 100,000. But I was on a team back then, and that was a 5050 split. And so now I'm solo and I just broke my best year ever. And it comes down to my anchors. So a lot of it is mindset. First and foremost, mindset consistency is key. Doing time blocking being very, very intentional. I have my daily sheet planner, time blocking. I time block on pen to paper and digital to keep me focused. And skin in the game is one of my anchors.
[04:03]
A
I'll tell you what, skin in the game is so in a second. So, so how many transactions was that, Jessica?
[04:08]
B
That was eight transactions.
[04:10]
A
Eight transactions. Awesome. So, so, so good. So. And are you. You're full time?
[04:14]
B
I'm full time. Full, full time.
[04:16]
A
You're full, full time. You're working like. You're working like crazy. So that's good to know. I mean, you know, it's funny because doing eight transactions, I mean, that's, you know, ninety something thousand dollars. That's more than I made working as a teacher. With a master's degree 12 months out of the year. After six years of being a teacher, I only made $60,000 a year. Now, given. That was a long time ago, but still, that's. That's good money, right?
[04:39]
B
Yeah, it's great money. Just to put that in perspective, when I was on a team, my goals for the year was two a month, which I think are a lot of agents. Two a month and then 24 for the year. And so to do. To go from 24 is my goal to only needing to do 10 if I want to make 6 figures is huge.
[05:00]
A
Yeah, it's so good. Okay, so skin in the game, by the way, just everyone knows Jessica is a part of my coaching program. She's been in it for. How long you been in it now?
[05:09]
B
Four years.
[05:10]
A
You've been in it for four years?
[05:12]
B
Yes.
[05:12]
A
Oh, my God. You've been a little quiet one, Jessica. You've been a quiet one for sure. Okay, so for four years. And skin in the game is where she shows up. I'll let you tell. Tell them about what's going in the game is and how it's helping you.
[05:23]
B
Skin in the game is incredible. I, like I said, took a leap of faith to be a solo agent four years ago. That's how long I've been with Krista. And it has been a complete game changer for me. I do not feel like a solo agent. Skin in the game is where we show up Monday through Friday for 15 minutes and we state what our two commitments are. It's either too professional or two. Sorry, too professional. Or you can do one professional and one personal. And the whole idea of that is so they compound over the time of the month and the year to move the needle forward for your business. And it has been so impactful, both personally and professionally.
[06:01]
A
So the idea is this is you go to the same call for 15 minutes. You try to go to the same call each day, even though we've got 16 time slots a day. And then you. It's your anchor for starting your day out, right? You're. You're along with other people in the community, so you get the community feeling. And then you inspire and encourage each other. And you don't want to go back to the. To the show, to the call the next day and tell people you didn't do it right. So then it makes you want to do it before that, before you jump back on the call. So that's why it's so successful. So time blocking. So every day, do you time block and set your day up the night before.
[06:31]
B
I do, yes. Time block. Yeah, I premeditated. I already know what I'm doing that way. I mean it's like I wear the same shirt like every day. I don't have to waste time thinking about it. I mean I have like a bunch of different shirts, but they all look the same. But waste time thinking about that. So I do set my day up for success the night before. So I know what I'm doing.
[06:52]
A
Tony Robbins and Dean Graziosi, they did the same thing. They wear the same shirt every day to think about. Of course it's a different shirt, but it looks the same. Right. So they're takes that out off of their. Their brain. They want to have as much brain power as possible. So tell me a little bit about what your day looks like. Like take us through, you know, because you seem very organized. You're time blocking. That's very difficult for a lot of agent. So talk to me about like what your daily schedule looks like.
[07:13]
B
Yeah, my daily schedule is very regimen pretty much the same. I have a lot of dogs. I am a huge dog lover. So I wake up every single day around 6:30. I rotate my dogs, feed my dogs. I literally had go potty in my schedule for the dogs and my boyfriend commented on it and made fun of me and I was like, it's not for me. But so I have that scheduled in and then I work out. I do a lot of habit stacking. So for me it's waking up, it's working out, it's rotating the dogs, it's listening to a meditation. And then I get on skin in the game. So that really is a ripple effect into the rest of my day. And then from there I just. Triage is the word I use. I triage. What's the most important, what's the most time sensitive that I need to tackle first and then I focus on that, get that out of the way the first two hours of my day. And then I, I tackle like whatever else is income producing after that showings. Moving the needle forward, whatever my commitments were. First getting the game that day.
[08:20]
A
I love it. I love it. You're such. You said to a happy, cute demeanor as well. Which is, which is so, so nice to see. Okay, so I love it. Habit stacking. You're very regimented. What would you like? What happens during the day when things, you know, stuff comes up. Right. Like people call and there's issues and you know, you don't have But a lot of people on here do, but there's still things that come up. So what do you do when something ruffles your feathers and it kind of takes you off task? How do you. How do you keep that from happening? Or do you at all? And then what do you do if it does happen?
[08:47]
B
Yes. So that is a fantastic question. I used to be the agent who thought that I had to live, breathe, sleep by my phone, and I had to answer every single call at the exact moment that it came in. I struggled with that for about two years. And then I realized, like, everything doesn't need to be responded to in that exact moment. Using my Pomodoro helped me significantly because Pomodoro is being very intentional with your time and time blocking and whatever, whatever you're doing during that moment for that pomodoro, that's what gets your focus. And so that's where I triage. And that just happened recently. This week, I did a price reduction on one of my listings and I got phone calls and I was like, doesn't need to happen right now. And then they called twice and it was an unknown number. And I was like, this must be important. So I did interrupt my pomodoro. I did take it. Um, it was a potential buyer calling off of the sign. And so it does happen. My feathers do get a little ruffled. But then I just triaged as soon as I concluded that 20 minute conversation with that buyer, then I set an appointment with them, moved the needle forward in a different way, and then I just readjusted my day. I went right back to my schedule, right back to my daily sheet right in front of me, and then just kept going at what my tasks were.
[10:00]
A
Yeah. So just. So the Pomodoro technique is actually a time time technique where you block off 25 minute segments. You work on one thing for 25 minutes. You try not to get distracted. So, for example, if you're working on a listing presentation, you only work on the listing presentation. If your phone rings or text comes out, you ignore it. And then after that 25 minute segment, you take a three to five minute break. Right. Get up, walk around, answer text messages, and then you go back to your 25 minute segments. And they say by doing this, and then after you do four 25 segments in a row, you take anywhere from a 15 to a 30 minute break. And they say that you will save 16 hours a week doing this. And I will tell you, it's one of the strategies and techniques. I call it a success sprint, because in between, every 25 minutes or 30 minutes. I want my students to thrive. And thrive is a whole different activity we can talk about at a different time, but you actually get 16 hours back. And I know it works because the students that actually do it, they are like, I have more time, I'm getting more done. I'm holding myself more accountable. Like, you actually gain more time back doing more. So that's been. That's huge. I love that you're doing that. Jess, you can tell that you're very dedicated, which is. And disciplined, which is very difficult to do for a lot of agents.
[11:10]
B
Yes, I live by it because I am just like everybody else. I get distracted. I have squirrel syndrome. I mean. But using the pomodoro technique has made me so aware of my time. And one of the biggest things that you shared with us, Krista, was to not be a consumer on social media and to be a producer. And if you are not aware of your time or where it's going or how you're spending it, you will easily get lost.
[11:35]
A
Yeah, exactly. Maybe you want to be a consumer is somebody who's on social media. They're scrolling, they're looking, they're wasting their time. A producer is somebody who's utilized producing content. They're putting videos out there. They're putting educational information out there and not using it as a tool, not as a vice. Let's. Let's say. So let's talk about some of the lead generating activities that you're doing. How are you generating your leads?
[12:00]
B
I am generating my leads by doing videos consistently. I remember when I first started this program, I was like, just waiting for my first listing because I was like, I'm going to hit the ground running. In fact, funny story, I used to listen to your podcast while I was door knocking and I was like, that's what I want. And so here we are for your door knocking.
[12:23]
A
That's so funny.
[12:24]
B
I absolutely hated door knocking. I don't agree with the old outdated techniques. And so seeing what you had to offer, I was like, that is what I want. That's where I'm going. That's where I'm headed. And so remind me.
[12:39]
A
Oh, just lead generating techniques, lead generation.
[12:41]
B
Yes. I was like, yeah, social media.
[12:42]
A
You're like, you're producing video content on social media.
[12:45]
B
Yes, producing social media. On. Producing content on social media. Consistently. Showing up on my stories consistently. I started this little series behind behind the scenes called the Real side of Real Estate. And I just basically I do storytelling. And in with storytelling, there always has to be a Beginning, middle and end. So if I bring someone along on a journey with me, I'm very cautious about client confidentiality, but I bring them along so they know. And it's also very relatable. Like I am so mindful of the content I'm producing because it goes back to if I'm on social media, I don't want to just be there to waste time or be entertained. Like I want something of value. And so that very, very mindful of my content that I post and share. It's tips or helpful, relatable in some way, shape or form. So listing videos. I was doing a community spotlight video. I would go to my local animal shelter and volunteer every single Wednesday and I would do a shelter spotlight video. And I actually just opened escrow with a buyer yesterday from doing those videos for a full year. So that's how I generate leads is a lot of content. A lot of content.
[13:55]
A
A lot of content. So, so you're doing things, you know, tips and tricks, kind of the things that you're encountering in real estate. That's really helpful to the consumer.
[14:05]
B
Really helpful, yes, because they can take bits and pieces. And then I am very mindful of my ideal client and it's repeat buyers. And so I hit on a lot of those pain points through my content and it speaks to them and I do it over and over and over and then eventually they reach out to me.
[14:22]
A
Yeah, and see that's a good point. Really quickly everyone. She's a lot of what just, just, just saying here. She's, she's obviously, I mean I'm ideal client avatar. Like she's definitely learning and implementing what she's learned in the program. So if you want to learn more about time blocking social media, video content, how to use digital marketing, we have a three day event every month. If you go to Krista mayshore.com forward/get more listings. That's KristaMayshore.com forward/ get more listings. You can sign up for our three day event. It's five hours a day, Monday through Friday. It's virtual and we literally give away the farm and that's. And so go there. You'll learn a ton about everything she's talking about and so much more. Okay, so let's get back to lead generation. So you're, you're very consistent. That is difficult for people. And I love how you said that you're constantly talking about the same things and a lot of people feel like if they talk about the same thing too much, they're going to bore people. But that's completely not true because there's so many people out there and they're hitting you at different times. So you need to really reiterate over and over who it is that you're helping and what your specialty is. And so kind of like talk about that a little bit.
[15:28]
B
Yeah, you do have to reiterate it because not every, that's what I love about real estate. Not anybody's story is the same. Everyone has a different story. Each transaction is different, which is why I love real estate and the variety it brings every single day. And so you do have to reiterate that in different ways. And I've even had that thought. It's like, oh, I kind of said this already. But you just, you reframe it, you put a different spin on it and you talk to different pain points. Because not for my market up here. Like I specialize in repeat buyers and sellers and some of them repeat and sell locally here in Utah, but some of them repeat and they've purchased with me and now they're selling and they're relocating out of state. So I just, on all those touch points in different ways over and over again. And in fact, as far as lead generation goes, I attended your three day event and that is how I got here. The rest was history after that. And then something I didn't even touch on for lead generation is running ads. Because I would 1000% rather spend my time and money and energy investing in running ads and being a digital marketing specialist than sitting in an open house for two hours.
[16:36]
A
Absolutely. I tell everyone, you want to be a top producer, be a top marketer, you want to sell, be a top marketer. It's attraction based marketing. You're, you're serving, not selling. Such a totally different way of doing business. But remember, you got to learn to run ads correctly, otherwise no one's seeing it. And for those of you that are out there, like, nobody sees my content. That's exactly why you need to go to the three day event. Because you know less than 2% of organic content is being seen. So the goal is, is to make sure everyone in your community sees you. And that is what producing, running ads, not boosting, but running ads to the ads manager, targeting people locally. Retargeting, which is absolutely the secret sauce. And what retargeting is, everyone is, it's basically like think up when you go online, you search for something online, maybe you're looking for shoes or golf clubs and all of a sudden everywhere you go, the golf Clubs and the shoes follow you everywhere, right? That is exactly what we teach agents to do. And again, if you go to Krista Masher.com forward/get more listings, you can sign up for that three day event. Jessica, this is awesome. Like I, I love your attitude. Number one, you just, you have such a great demeanor about you. You, you're an energy giver which is so amazing. And you really like, you talk about medic meditation, right? You talk about having a schedule. You're listening to podcasts, you're bettering yourself, you're continuing to coaching, you know, four years now. One question I get a lot of people is because we have a lot of students that have been with me for three, four, five, six years and people are always like, why would you stay in the same coaching program for so long? What would your answer be?
[18:02]
B
That's like a no brainer. My answer would be is because you over deliver. You under promise and over deliver. There is so much that I haven't even touched in the program yet. So my answer would be that I, when I met you because I, you were appearing everywhere, like the golf clubs everywhere. I was, I was attracted to you and what you had to offer. And I truly, I, in the environment that I was in previously when I was on a team, I truly hit a glass ceiling where I was at. I was a buyer's agent specialist and I was like I need to be more well rounded. I need to know how to manage listings. Like it's just, you have to, if you're going to be in the industry, you can't just be one sided. And so I hit a glass ceiling and I truly felt this calling like I was meant for more. And so my answer would be it's a no brainer to continue staying here in this environment because it is a blueprint for life and it has not only changed my business, but it's changed my life both personally and professionally. So that's my answer.
[19:03]
A
I love, but we're always updating everything so that's, it's like we're always giving more. My goal is to get you in so you never want to leave, right? Okay. So for those people that are listening right now and I would say if you are looking and you have anybody in the area that Jessica's in, she needs to be your girl because she truly, truly cares. She's got such a great business model and business plan and she is very client centric. Just remind people again where they can find you, where you at. They've got clients in her Area. She's who you call. How do they get in touch with you?
[19:31]
B
Yes, I am in northern Utah, so I service Salt Lake City north all the way up to the Idaho border, Salt Lake City County, Davis County, Weber county and Box Elder County. And you can find me on social under Jess Hulse. J E S S H U L S E. Or my handle is Jess Liveutah.
[19:51]
A
Just live Utah. I love it. Jess Holtz, people. She is where you want to send your clients. And Jess, I always Jessica. We end every podcast the same and here's what it is. If you have one piece of advice, business, personal, professional, you know, philanthropy, family, what would that one piece of advice be to the listeners?
[20:10]
B
I love that I have two pieces of advice. So the first is going to be give yourself grace because the overwhelm is real. But you need to appreciate the overwhelm both in life and in business because it means you're growing. I have a motto that says, if you're not learning, you're not growing. And if you're not growing, you're not learning. And then my other piece of advice would be because we are so inundated with social media, so really focus on being a producer and not a consumer. Be intentional with your time and focus on the first step in front of you, not the entire staircase.
[20:41]
A
Ooh, I like it. Focus on the first step in front of you, not the entire staircase, which also relates back to being graceful with yourself. Things take time. This was so great. Thank you so much for taking the time and being here. I really appreciate Jessica such, such, such good, such a good chat and we stayed right, right around our time frame when I try to keep for the podcast and I just want you to know you're amazing and everyone you got, but you've got clients in her areas, send them to her and I hope you are just as fired up as I am. Remember, if you want to learn more about this, go to kristamayshore.com forward/, get more listings and I will see you next time. Bye, everybody.
[21:17]
B
Hey there.
[21:17]
A
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 kristamayshorn.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. Go to kristamayshore. Com limitlesslistings and I will see you there.