Podcast Summary

F.I.R.E.D UP with Krista Mashore

Episode: How To Get MORE LISTINGS in 2025 (Ep 959)
Host: Krista Mashore
Date: August 14, 2025

Episode Overview

In this episode, Krista Mashore, a veteran real estate agent with over 24 years in the industry and 2,300+ homes sold, reveals her comprehensive pre-listing process for securing more listings in 2025. Krista focuses on how agents can differentiate themselves from competitors by leveraging high-touch client experiences, customized marketing materials, and robust digital automation. This episode is part one of a three-part series, specifically zeroing in on what to do before a listing appointment to increase the chance of winning the listing.

Key Discussion Points & Insights

1. The Power of Pre-Appointment Strategy

• Krista positions herself to win before stepping in the door
  • “This is how you win before you arrive and…win before you walk through the door.” (01:03)
  • Stat: 97-98% of Krista’s listing appointments result in closed business because of her pre-appointment actions.
• Custom, physically-delivered “Listing Launch Boxes” are created for the seller type (Traditional, Luxury, FSBO, Veteran, Divorce, etc.)
  • Differentiation: The box and its contents are tailored to the recipient for maximum conversion.
  • “The more that content speaks directly to somebody… the more they will convert.” (02:47)

2. What’s In the Listing Launch Box?

• Not the Market Analysis Up Front:
  • Krista never includes the comparative market analysis (CMA) or pricing opinions in the box before meeting.
    • “Never, ever drop off the market analysis before the listing appointment. You always want to go over the price with the seller in person.” (06:10)
• Contents Breakdown:
  • Listing presentation (physical booklet, tailored for luxury when appropriate)
  • Samples: Just listed/just sold cards, flyers (preferably from the seller’s own neighborhood)
  • Up-to-date stats and data on marketing, social media impact, property websites
  • Copies of Krista’s books (“What to Expect When Selling Your Home in Shadow Lakes,” etc.) tailored to neighborhood
  • Coaster with QR code linking to a bespoke neighborhood info "funnel" (website)
  • Marketing plan: Written, detailed document outlining how Krista will promote the listing
  • Seller homework: Checklist for sellers to prep for sale (keys, features, utilities, etc.)
  • Luxury Living Guide (for high-end listings)
  • 30-day home preparation plan with QR code for daily seller tips

3. Systemization and Automation: The “Mashore Method”

• All materials are generated and tracked by a workflow-driven CRM:
  • “All you have to do is push a button and then it tells you every single thing to do so that nothing gets missed. This is how you stay organized. This is how you sell at bulk.” (04:15)
• Automated Reminders/Tasks Trigger:
  • Create listing package
  • Drop off box and book
  • Send personalized video text messages
  • Deliver marketing video, seller course, and local market updates

4. The Power of Personal Video Communication

• Two video texts are sent:
  • Pre-dropoff: Letting the seller know the box is coming
  • Post-dropoff: Confirming box delivery, reminding to review materials and confirming the appointment date/time
  • “Anything and everything that you do is a representation of what they can expect from you. So you want to show them that you’re on top of things, you’re a great communicator, you do what you say, you act fast and you’re efficient.” (16:21)
• Scripts provided:
  • “Hey, [seller name], it's Krista. Just a quick heads up, I'll be dropping off your Listing Launch Box at your doorstep today… Please watch the marketing video we emailed you as it goes over the key factors of why we are so different…” (20:00)

5. Pre-Marketing Video: Proof of Marketing Prowess

• Sellers receive a 3-minute marketing video pre-appointment:
  • Demonstrates Krista’s digital marketing acumen and results — reach, impressions, watch time, engagement numbers
  • “Imagine over 132,000 people seeing your home online… Zillow only attained 1,509 views…” (21:44)
  • Cites facts about social media video converting 800% better, and buyers being 40% more likely to visit after viewing a home online.

6. Neighborhood-Specific Authority and Community Funnels

• Hyperlocal content is delivered via QR codes to “community funnels:”
  • Custom landing pages for each neighborhood, containing data and updates to establish Krista as a local authority
  • “The more you speak directly to somebody, the more they will convert.” (46:20)

7. Value Stacking—Course, Book, and Drip Emails

• Sellers receive:
  • Invites to a full seller course covering process, negotiations, pricing, etc.
  • The “Savvy Seller” book and marketing plan
  • A series of testimonial and marketing demonstration emails/videos over time (drip email)
• Purpose: To overwhelm with value and establish Krista as THE authority, even if sellers don’t consume 100% of the content.
  • “You’re trying to position yourself as the expert and as the authority. It’s not too much. Every single one of these tools is a tool in your toolbox…” (18:37)

8. Testimonials and Social Proof

• Strategically placed video and written testimonials are included in the workflow:
  • Example seller: “What impresses most with Homes by Krista was that they had everything in order. The marketing for the house was unbelievable...drone footage, 360 walkthrough...There was no question we were going to use Homes by Krista.” (26:22)
• Krista uses these in emails, boxes, and videos to reinforce her reputation, drip-fed to maximize impact.

9. Organizational Systems as a Selling Point

• Krista demonstrates her use of CRM and automation to clients, showing she’s organized, efficient, and detail-oriented:
  • “I want to show a seller this because…the seller sees that I use systems, I have processes, I’m organized…I’m not going to miss anything, not only for them, but also for the buyer.” (27:49)

Standout Quotes & Memorable Moments

• On Differentiation:
  “Anybody can create a box like this and drop it off but it’s what is inside of the box and how it’s positioned to help convert a seller.” (02:13)
• On Preparing Sellers:
  “We give to the seller to help the seller prepare us when we list their home so we don’t miss anything.” (10:27)
• On Detailed Automation:
  “All you have to do is push a button and then it tells you every single thing to do so that nothing gets missed.” (04:24)
• On Expert Positioning:
  “You’re trying to position yourself as the expert and as the authority. It’s not too much you every single one of these tools is a tool in your toolbox to be able to make your home to make you stand out as the go to professional.” (18:39)
• Testimonial Highlight (Client):
  “We called nobody else but them to help us get through this ordeal of selling our home… you will get nobody that’s going to help you more or feel more of a family than anything else getting this sale done.” (26:22)
• On Local Marketing:
  “If a seller or buyer calls me specifically to do a listing presentation or a buyer representation in a specific neighborhood, I want to showcase that I am an expert in that specific neighborhood.” (12:08)

Timed Segment Highlights

• [01:03] – Explaining the purpose of pre-appointment work.
• [06:10] – Why not to include a CMA or price in the pre-listing package.
• [12:08] – Use of customized, neighborhood-specific materials.
• [16:21] – Importance of over-communicating through video text.
• [18:37] – Justification for the depth and abundance of information/tools.
• [20:00] – Word-for-word scripts for video text updates.
• [21:44] – Proof of digital marketing excellence (views, engagement, beating Zillow).
• [26:22] – Emotional seller testimonial highlighting the success of Krista’s approach.
• [27:49] – Using CRM and systemization as a differentiating factor.

Conclusion

Krista Mashore’s systematic, information-rich, and highly personalized approach to pre-listing appointments is the foundation of her exceptional success rate in winning listings. By creating tailored experiences (from physical boxes to digital funnels), robust communication touchpoints, and a proof-heavy marketing machine that starts before the appointment, Krista ensures sellers are blown away with value before even meeting her. The core philosophy: Show, not just tell. Communicate, over-deliver, and position yourself as the local authority and marketing expert.

Next in Series:
Krista will cover her approach during the appointment and post-appointment follow-up in the next two episodes.

For more resources and downloads:
Visit KristaMashore.com/Podcast