← F.I.R.E.D UP with Krista Mashore
F.I.R.E.D UP with Krista Mashore
How This Agent’s Business Exploded in the Worst Market Since 1995, Ep. (940)
00:14:50
In one of the toughest real estate markets since 1995, Karen Briscoe Reed shares how she’s absolutely crushing it. From sending 10+ video text messages a day to creating powerful short-form videos and Facebook ads, Karen reveals the exact steps...
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- [00:00]
A
When I met Christa, she had so many wonderful ideas as a coach. So I'm very happy to be in her program. And now my business is on fire. It's exploding.
- [00:11]
B
Hey, everyone, are you ready to be fired up? Because I sure am. I've got Karen Brisco Reed here. She is an agent who's going to be telling you her secret sauce of what she's doing right now to do awesome in real estate. Hi, Karen, how are you?
- [00:25]
A
Hi, Krista. Nice to be here. My name is Karen Briscoe Reed. I'm from Poughkeepsie, New York. That's where I have my business in Dutchess County. And Karen Briscoe Reid is my contact on socials.
- [00:41]
B
So find her. You're going to love her at Lever Podcast. And when you listen, you're going to send her all your referrals. Okay, Karen, so tell us a little bit about, like, how long you've been in the industry. Tell us all that good stuff.
- [00:51]
A
Okay. I've been in the industry on and off for 30 something years. I went into engineering for a little while and hated it and then jumped, then jumped back into this profession. I was already, okay, busy. But then when I met Krista, she had so many wonderful ideas as a coach. So I'm very happy to be in her program. And now my business is on fire. It's exploding. And I'm here to tell you some of the things that I do that have exploded my business.
- [01:25]
B
I love it. So your business is exploding in the worst year of real estate, they say, since 1995. So tell us what you're doing because agents need help right now. Tell us what you're doing, how you learned it and all the good things. What do you think?
- [01:40]
A
My number one thing that's working and the accountability group that I'm in is also. It's wonderful. But the video text messaging that you taught us to do, every day I looked at my phone and saw I had 3,000 contacts and I said, well, I have a good spirit to start from. So every day I do 10 or more video text messaging people on a regular. I do it in the morning and I just say, hello, hi, how you doing? If I run out of people and I see it's their birthday, I do a short video text message with about the birthday. One thing I have found that's been added to it is I put my dog in, but he's sleep. He's actually asleep right now. I put him in the message. And people love to respond to that. They love to say, oh, it's a cute puppy. Oh, people love animals. So I would tell people and just do it. Don't be afraid, don't be scared how you look. Just, just do it every day. And you will get referral business. And, and then once somebody responds to you, when you get back to them again, ask them for a referral. So I find that, yeah, I ask them if anybody wants to buy, sell or invest in real estate. They refer me. I love referrals, so I do that.
- [02:56]
B
So let me explain something really quickly. Okay. Is what a video text message is. And so you take your phone and you just point your phone to your face and you find somebody in your contacts or you find somebody that you know on social media and you send them what's called a video text message. Now, there's a couple key points. Number one, you want to say the person's name. Don't just do a generic one that you send to 50 people at once. You want to send a specific one saying their name. And when you first do it, you're going to try to mention some kind of like life event. So if you go on social media, you can see that maybe they had a birthday or maybe they got married or their kids went to school or some cool life event happened. Try to mention that. And you don't want to ask referrals and you don't want to ask for business on the first video text message. This is an unsolicited, nice video text that you're just the idea behind it, everyone is. It reminds people that you're in business. It develops relationships. And what happens is people are like, oh my gosh, now that you're calling, they remember that someone they know is thinking about selling or buying or they're even thinking about selling or buying. And I know all of you think that your clients never forget about you, but according to the national association of Realtors, I think it's like 87% sell the refer you and go back to you, but only 12% do. So they are forgetting about you. Okay. Now at this, when they respond, then she says she talks to them is cute. And then she's the only one that wants to buy herself. So first one, don't do that. Okay, good. So that's working really well. So when you say your business is on fire, what else are you doing? So that's the one thing. Video text messages, I love that. Okay.
- [04:27]
A
I'm also doing Facebook ads. Yes. Short video ads, informational ads about real estate. And I'm finding that when I go to certain places and see people. They say, don't I know you from somewhere? I've seen your videos and it's really, you know, when I thought that this might happen, I wasn't quite sure. And I don't mind doing videos. I enjoy it, actually. But now to be recognized, it's wonderful. And I'm being recognized by other agents also. They're like, oh my gosh, you're so brave. How I said, you just do it. Don't, don't think about how you look or anything like that. Just do it. Get your name out there and let people know what that you do real estate. And I found that even doing the video text messaging, I found people, they said, oh, Karen, I already bought, I already bought. Oh my gosh, I forgot about you. So I said, well, you work with me for a little while, you want to give me a review, they'll give me a five star review. So that's still helping my business. Smart.
- [05:30]
B
So you're asking for a review as well. I love that. And you guys, you said something good. First of all, people love Karen. She's a great real estate agent and she's a part of that statistic. Right. So the idea behind doing video text message, the idea behind creating video content and properly distributing it through Facebook ads is what was what? One of the things I've taught her, she ensures that people see her, they don't forget her, they recognize her and they develop a relationship with her. It's so important. And she even said she calls some people or does the text and they're like, oh, I already bought. And now that's never going to happen again because she's all over social media and she's remembering to do her, to do her video text. But it's just a true testament of that does happen, you know what I mean?
- [06:14]
A
Oh yeah, it does. It does happen in this business because you forget people, they forget you.
- [06:18]
B
Yeah.
- [06:19]
A
So you have to, you have to touch them. You have to in some kind of way or form. And when I run out of people, I go on Facebook and find out what's going on people's day and I'll send them a video text about that. Their daughter graduated, son just got a new job, you know, and you do it like that. Then all of a sudden you'll get a call and say, hey, I have a friend looking, looking for, for a property and I want to refer you. Is that okay? And you're like, yes, you're jumping up and down, but you don't Let them see that. Yes. Refer me. Great.
- [06:48]
B
So good. See, I love it. And here's the thing. It's. It's such a simple thing to do, but it's, it's not easy in the fact that you have to change your behavior. Right. So we teach do 10 a day, five days a week. Do more if you have the time and you're not busy. And what we found is, is that if you do that consistently, you should pick up around 12 new transactions a year. So I say, let's just say I'm exaggerating. What if you pick up six new. Do the math. Six new transactions. Time your commission just for spending 10 minutes a day, 10 video text messages, five days a week. Okay, good. So video, text messages, creating video content that actually gets distributed the right way so people see it, right?
- [07:28]
A
Yes.
- [07:28]
B
That's such good advice. What else?
- [07:32]
A
What, what else is, am I, am I doing?
- [07:35]
B
I'm trying to, I'm trying to figure out that. But you've said some great things like there's so much involved in that. So let's go back to the Facebook. Okay, let's go back. So you're creating video content. People are obviously afraid of doing video. So what video content are you doing? Give some examples. If it's. Whether it's a new agent just starting out or whether it's. Even if it's an experienced agent that, you know, really realizes they need to be innovative and they need to be different because the times are changing. What video content should they be doing?
- [08:05]
A
You have to get people to get to know you and like you and give them some kind something to learn, like education. This is how you, you get your credit together to buy a house. This is how you fix up your house, to sell it. Those are the things that people love education and have and offer them something to learn about real estate that they may not. This is how to invest in real estate. And I was an investor for a long time, so I could talk to that point also.
- [08:32]
B
That's. And see, here's the deal, everyone. People are so obsessed with real estate. That's why there's so many real estate shows. And they're even more obsessed with their local area, their local neighborhood, and their local community. So when you talk about things and you relate it to the community, they're interested. And I know that we all, as realtors, think everyone knows everything about real estate, but they do not. So when you educate people, you're developing a relationship with them, and they see you as the authority. And again, they don't forget about you. So like anything, seller tips, buyer tips. Go to ChatGPT right now and type in. I want to start creating video content. Can you give me 20 topics with three bullet points for each topic that I can talk about and it'll tell you exactly what to say. Grab your cell phone, hit record and post it on socials. And if you're really smart, learn how to run a Facebook ad behind it and retarget people.
- [09:19]
A
Yeah, because I do use the chat GBT to come up with my little what I'm. My little shorts that I'm going to do. But I did do one that wasn't the ones that aren't so much real estate related. You get a lot of people loving and liking you for that. I did dry January and I did that. I did a little short video because I was suffering through it because all of the, all the, all the happy hour and free cocktails, they're all in January. And I talked about how cold it was and I'm like, I can't even go for a walk. It killed me. So I did a video about it and I think I got the most views from that. And then after that, people started looking me up then watching my other videos that I put out about real estate. So it's not always just real estate. You got to get the whole community to know who you are to know and like you.
- [10:10]
B
Yeah, that's so, so important. So real estate tips and the non real estate related tips are really important. So go to chat for that too. And I would say things like if you learn something cool during the day or something fun happens to you or you have a good experience and you know that's non real estate related. Right. You go to a great restaurant or something like that, or you have a, you know, you learn about something new in the community. And then the same thing in real estate, if somebody asks you a question and you're. And you're like, if somebody has that question, other people do do. So you can absolutely do videos on that. So what if somebody feels nervous, which most people do, they're nervous, they're insecure, they're worried. What would you say to them about that? How can they get over that fear of what people are going to think or do and all that.
- [10:52]
A
You, you have to do it. Like, I hate it. I hate how I sound it. I hate, I hated how I looked. And I just went and I did it and I sent it, I sent it to friends first and let them see it. And they were like, oh, My gosh, you look so great. I said, but I don't look fat, I look horrible. Look at my. They said, oh no, this is wonderful, Karen. Oh, you did such a great job. And just keep, the more you do it, the more comfortable I think you get with it, you know, then you can just start going off the cuff. Like I'm starting to do community videos about different places in my area that I, that I visit and I go to and I'll be sitting at a restaurant. I said, well, you know, I'm going to do a little short video about this, this little restaurant and I'll do that real quick and post it.
- [11:36]
B
So I want people to see your content. So Karen, tell them again where they can find you because I want them to be able to look up some examples of what, what you're doing. And by the way, if you want to learn more about this, Karen learned about this by going to a three day event that I have. We talk about social media, video, digital marketing. We show you our secret sauce listing, listing system that is unbeatable. And then she, of course she invested in my coaching program. But going to that event, tons of free information. Go to Krista mayshore.com forward/listings. Now it's called top listing agent. Again Krista Masher.com forward slash listings. Now how can they find you, Karen? Because I want them to be able to follow you. They can refer you business but also see what you're doing that's working.
- [12:21]
A
They can go to Karen Briscoe Reed. Just look up my name.
- [12:26]
B
B R I S C O P.
- [12:29]
A
O E R E E D. And that's just on Facebook. You could do that and I should pop up for you. And I'm also on Instagram with my name also just Karen Briscoe Reed.
- [12:42]
B
I love it. Go watch her everyone and tell me about your production this year. How'd you do 2024. How you doing right now?
- [12:50]
A
Well, I'm doing good right now. You know, I don't really keep track but I'm getting an award for my number of sales in my county. So that's going to be next week for being one of the top agents in the county. So I guess I did good. I wasn't, you know, I usually don't keep track but when I got the call, karen, we're honoring you, I'm like, oh my gosh, really? Because I thought it was, it wasn't one of the best years I've ever had because with the market being so funny, but it was still a Good year.
- [13:19]
B
Yeah. You got what you're getting. A word from the top agents, I guess so. Congratulations.
- [13:23]
A
That's.
- [13:24]
B
I'm proud of you. You're so humble and you're so cute and you're doing so. I end every single podcast like this. If you give one piece of advice, both personal, just even, it's business, it's personal, it's health, it's wealth, it's mental, what would your piece of advice be?
- [13:42]
A
It's your mindset. Believe you can do it and you will. I tell my son all the time, believe you can and you will. It will come to you. Yes.
- [13:53]
B
Okay. Remember that saying? I think it's. I think it was him or the president. But whether you think you can or you think you can't, you're right. Right.
- [14:00]
A
So right.
- [14:00]
B
Leave you can. Karen, I love it. Thank you so much for your time and for your secret sauce and all your help. I hope agents understand I call you when they need, they have a referral and also to look you up for great advice.
- [14:11]
A
Yes, look me up. Great. Okay. Absolutely.
- [14:13]
B
Karen Brisco, B R I, S, C O E. Read and we will see you next time. I hope you're just as fired up as I am, because I am. Have a great day.
- [14:21]
A
Hey there.
- [14:22]
B
If you want to learn how to dominate your market as a real estate agent, how to sell more listings and stand out as the go to obvious choice, sign up for my virtual event. Just go to 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 forward/lesslesslistings and I will see you there.