← F.I.R.E.D UP with Krista Mashore
F.I.R.E.D UP with Krista Mashore
Realtors... Take Accountability to be More Successful, Ep. (931)
01:14:35
📢What No One Tells You About Success & Accountability. The biggest lie people tell? The one they tell themselves. Breaking promises to yourself weakens self-trust and fuels a cycle of failure. Accountability is the game-changer—tracking...
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- [00:00]
Krista Mayshore
Being accountable to yourself. Do you want to know the biggest lie that we tell? The biggest lie that we tell is the lie that we tell ourselves. It's us saying that we're going to do something, committing to doing something, going after that goal, whether it be losing weight, going after a business, just anything at all. And then we don't do it. I want you to think about something. The way that our brain works. Every time that you say you're going to do something and don't, you're programming your brain to say, I'm not capable, I'm not responsible, I'm not going to do it, you're growing. The part of your brain is actually called the amygdala that keeps you stuck and fearful and complacent.
- [00:40]
Unknown Host
Right?
- [00:40]
Krista Mayshore
And so would you ever do what you do to yourself, to your kids, you make commitments to your, to your children, to your spouse, to your church, to the school that you're going to go there, you're going to volunteer or you're going to show up or you're going to do something, you're going to pick your kids up for school, you wouldn't just all of a sudden leave them there. You wouldn't not do the thing for everybody else in your life, especially as a woman that you do to yourself. You wouldn't do to everyone else what you do to yourself. So how do we keep commitments to ourselves? How do we stop the. I'll do it tomorrow, maybe next time. Oh, this is too hard. I can't, you know, this isn't working for me. So here is what I have done to be accountable. Now let me just put this into relationship with something that I had been struggling with for 37 years. So I had a 37 year addiction, let's just call it to food. And I would use excuses that oh, I'm this way because I had physical abuse as a child. My addiction was bulimia and I liked being able to eat what I wanted. But what I found out was that it was actually so much worse for me by doing it and how much my brain was consumed and thought about the food and if I can, where I can get more of it when I can get rid of it. And so I had zero accountability to myself or to anybody else with this eating disorder. And I'll tell you the only thing that got me to be able to change. And I'm telling you, I went to counseling, I went to therapy, I stopped both times. Both my daughters were pregnant, Jaylin and Kaylee, when they were pregnant. I Stopped during that nine months, and I stopped another time for about two years. And then I just let myself get back into it. I used the excuses of my bad marriage at the time. I used, you know, the excuses of my past. And I was not holding myself accountable until one day I just made the decision. What is decide? Decide means to cut off, right? I made the decision that no matter what, I was gonna do this, I was gonna hold myself accountable. And one thing that I have learned is that what helped me with accountability is tracking things and writing things down. Now, there's actually, if you read the book, Slight Edge Atomic Habits. You learn in these books that when you have, like, an anchor, something that you do prior to something else, when you're trying to make a good change, that you're more likely to be able to make that change, okay? So it also tells you that when you track something, it grows. That's why we have sports and we keep track of the score, right? Because people want to win. What I have found to hold myself more accountable is that when I track something, I write something down. I'm more focused on it. Like, how many days did I go without throwing up? I start tracking my calorie intake, right? Writing things down. It helped me significantly once I made the decision. The decision, the choice. Cutting everything off. There's no other opportunity that I am going to do this. Think about how you being not accountable, how you not being true to yourself, how you not accomplishing that goal, Losing the weight, going after that big job that you wanted, doing that thing that you've been thinking about for years and years, taking the risk and just holding yourself accountable to getting the stuff done and actually doing it. Think about how long this has been going on and what are the effects of it. Like, I really want you to hear me here. And I had to look at myself and go, I've been doing this for 37 years. It's affected my marriage, even though my husband wouldn't know. But it did affect my marriage because I wasn't present. We'd be out to dinner. I'd be worrying, when am I going to be able to throw this up? Is anyone seeing how much I'm eating right? Like, do people know? Constantly in my head, it was affecting my marriage. It was also affecting my children. My children. And one of the reasons why I actually stopped to help me is my daughter came to me and she said, in the worst amount of tears you could ever imagine, begging me, crying to stop. I had to realize how it affected them, me not being accountable to myself actually affected them and helped give eating issues to them. I mean, I can go on and on about how me not holding myself accountable to a promise to myself so long, how badly it affected me. So I want you to think about how long has you not holding yourself accountable to go after your dreams, to go after your life, to go after what you can do and achieve and desire. How long has it been happening? And I would encourage you to just pause this for a second and then I would say to you, what is going to happen if you keep on doing it? What's going to happen if you keep on letting it go? What's going to happen? For me, I literally had to come to a point where I was like, I'm going to die.
- [05:26]
Unknown Host
I'm going to die.
- [05:26]
Krista Mayshore
Was actually having heart issues. I'm going to not be around for my. My wonderful husband, my two daughters. I'm not going to get to see my grandchildren once I have them. I mean, I had to really get into the pain of what is going to happen if it keeps happening, right? So you've got to like, get really real with that and look at how long it's been happening, what's going to happen if it keeps happening, and really be true to the loss of it. Like, what have you lost by not doing it? That is how I was able to change and getting completely in. In a mindset mode. One of the ways that I hold myself accountable is I was knew that I had to say good things to myself, think good things to myself. I had to use the stop step and switch strategy. I knew that absolutely I had to hold myself accountable and use as much positive mindset trainings as I could regarding this. So let's just say, let's say you're trying to start a new career and you know, you get overwhelmed because there's so much going on. But you know that in order for you to get where you want to go, you've got to hold yourself accountable to getting certain things done every single day, right? Well, you just have to write something down. Not a huge hit checklist, not a huge to do list. The to do list never go away. Write a hit list. Write a hit list of one or two things that you're going to start doing no matter what, during that day, you're going to hold yourself accountable. And if you do them, give yourself a positive reinforcement, right? If you don't, give yourself a negative reinforcement. So it might be something like if. Let's just say you have children and you're like, if I don't do this thing. My punishment is I'm not going to be able to say I love you to my kids for 24 hours. Now, you might think that sounds really, really tough, but guess what? You need the punishment to be something that you absolutely do not want to do. So that way, you are more likely to get the thing done, to be accountable to yourself and give yourself a good reward. And what you're going to notice if you do do the thing, what you're going to notice is that success breeds success. What gets celebrated gets replicated. Energy goes where focus flows, right? As you start going towards your goals, as you start holding yourself accountable, as you start getting more stuff done, it is going to feel good. And then your brain is going to say, I want to do more of it. I want to do more of it. You've just got to get the momentum going in whatever it is that you're trying to do. And if you mess up and if you make mistakes, it doesn't mean the sky is falling and screw it, chop and give it all up. It just means start over, hold yourself accountable again. And in the next video I'm going to talk to you about is going to be one thing that you can do each day, either with yourselves, but more. More likely with friends, two or three people, even more if you have them. That will just take a few minutes a day. That will absolutely help you get so much more done, be so much more productive, get accomplish more in a day than you're used to accomplishing in a week. More in a week than you're used to accomplishing in a month. So click the next video. I hope this is helpful. I'm Krista. Thank you for watching and I will see you next time.
- [08:33]
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.
- [08:44]
Unknown Host
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 NAR 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. 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 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.
- [09:45]
Hope George
Oh, you.
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Unknown Host
They're just. We are so here. Pumped. We're pumped.
- [09:50]
Alicia Collins
You're pumped.
- [09:51]
Unknown Host
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 other and then we're going to get into it.
- [10:09]
Shanara Carter
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 Chris's, did what Chris had told me, went from eight 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. I mean anything else you want me to add?
- [10:56]
Unknown Host
That was perfect, perfect, perfect.
- [10:58]
Hope George
Hope, Hope.
- [10:58]
Unknown Host
And it's funny now, this is not like 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.
- [11:11]
Alicia Collins
Hey, I'm Hope George.
- [11:13]
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. It was awful. 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 12. 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 100,000 growth in gross commission income each of those years. So what else do you want to know? Like, anything specific?
- [12:27]
Unknown Host
That is a massive increase in a year with one of the worst years in real estate. I mean, that's. That's almost double. So good Hope, 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. Which is awesome. Okay. Alicia Collins.
- [13:00]
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 Christa's program for seven years. Isn't that bananas?
- [13:14]
Unknown Host
I cannot believe I've been even doing this for seven years. She was like, in the first two months of me coaching, crazy.
- [13:20]
Alicia Collins
And, you know, 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 hard.
- [13:58]
Shanara Carter
The queen of tech talk.
- [14:00]
Unknown Host
Okay, seriously, 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.
- [14:22]
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 Our, 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.
- [14:56]
Unknown Host
And you're such a good teacher too. 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.
- [15:24]
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. Krista 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, 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 going to come into real estate. Ended up getting my real estate license, leaving the family business back in 2018 and have never looked back.
- [17:14]
Unknown Host
So you just had your best year. Tell us about it.
- [17:16]
Joe Seaman
So in 2018 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.
- [17:47]
Unknown Host
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.
- [17:59]
Joe Seaman
Myself, I closed 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.
- [18:22]
Unknown Host
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.
- [18:35]
H
Let's go to somebody else first.
- [18:37]
Unknown Host
Okay. Shanara. Shanara Carter.
- [18:42]
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 Christa. 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 stay scale up and stand out.
- [20:06]
Unknown Host
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.
- [20:19]
Alicia Collins
They.
- [20:19]
Unknown Host
There's no secrets. And it's not like that really anywhere else. In real estate, especially when you're with your, your, your, your towns 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 to 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.
- [20:51]
H
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.
- [22:19]
Unknown Host
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 to 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 when, 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 apiece. 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 around Robin. So hope you'll go first.
- [23:08]
Hope George
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 shore 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 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, so.
- [24:55]
Joe Seaman
Good.
- [24:55]
Unknown Host
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.
- [25:12]
Hope George
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 at 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.
- [25:53]
Unknown Host
Alicia. Alicia Collins, Listings. What are you doing?
- [25:55]
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 know 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 list o. I already know that.
- [26:52]
Unknown Host
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 the, the video topics on.
- [27:21]
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. Lots 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, 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.
- [28:44]
Unknown Host
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?
- [29:03]
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 to tell somebody about your day. So if you're, if you're just talking like Kristy, you always say, I feel like you're talking to me.
- [29:22]
Unknown Host
Yeah.
- [29:23]
Alicia Collins
When you watch my videos, if you feel that's what I just pretend I'm talking to you or Lindsay 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 them. 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 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, so you gotta start.
- [30:50]
Unknown Host
I mean, 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?
- [31:09]
Haley Jones
So, 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, and, 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? What? 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. Yes. 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%.
- [32:39]
Unknown Host
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.
- [32:58]
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.
- [33:47]
Unknown Host
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?
- [34:01]
H
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.
- [35:12]
Unknown Host
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?
- [35:28]
H
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.
- [36:22]
Unknown Host
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 taking over Tulsa. I love the color. It looks like Tiffany blue. And I'm just obsessed with you.
- [36:35]
H
It's awesome.
- [36:36]
Unknown Host
Yeah, it is awesome. It's.
- [36:37]
Haley Jones
It just.
- [36:38]
Unknown Host
It looks so professional and lush and all of that Mr. Seaman Joe listings. How are you getting him?
- [36:45]
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 and 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 Shanara, 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 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.
- [41:00]
Unknown Host
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.
- [41:42]
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.
- [42:24]
Unknown Host
Right.
- [42:25]
Alicia Collins
As I got in your program, she messages me on Facebook and says, my daughter. And I think this is a story. Right?
- [42:32]
Unknown Host
Yeah.
- [42:33]
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, they're, 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 tell, 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, 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?
- [44:24]
Unknown Host
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. And 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. I wanted that was exactly what I was talking about because I hear you tell the story. It's been a couple of years now. Anybody else? Referrals, marketing. What would you say?
- [45:41]
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, our referral thing that we do. We do a big client event in our area. So my website is move to 803.com and so our area code is 803 and that is also the last three digits of our zip code. We just make everything around 8:03, 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.
- [47:31]
Unknown Host
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.
- [47:59]
Joe Seaman
Joe, for two years in a row. And I mean, it's just gotten bigger and bigger each year.
- [48:03]
Unknown Host
Yeah, that'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.
- [48:20]
Hope George
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.
- [49:10]
Alicia Collins
It's.
- [49:10]
Hope George
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 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.
- [49:49]
Unknown Host
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 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? Explain. Maybe Chanera, 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 lot. How 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 marketing. 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.
- [50:51]
Joe Seaman
Started out 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 standing in Lowe's tell me their entire life story going through a divorce and on them 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 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.
- [53:23]
Unknown Host
No. So good. So good.
- [53:25]
Alicia Collins
Joe.
- [53:25]
Unknown Host
Okay, so you started off lower and then worked your way up and yes, you have to invest. Shanara, Sabrina, what about you?
- [53:32]
H
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 expect it to, you know, get results. But it's consistency and doing it.
- [54:37]
Unknown Host
So good. I know. Yes, that's so true. So I think people get worried. They think that 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 the share 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.
- [55:25]
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, $2 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 in the ads right away. And but when I did, it paid off and I just say, go ahead and do it. Don't stop, just do it right away.
- [56:27]
Unknown Host
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 is, has that helped 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 an. Cool.
- [57:02]
H
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 of 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.
- [57:49]
Unknown Host
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, and all of you here are, 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 two has, has it helped you having this?
- [58:22]
Joe Seaman
It has. So I, my gift is serve. 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 some 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.
- [60:30]
Unknown Host
And I think that's a huge barrier. Like so many people, like, I know that they. 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. 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 Shanara, Hope, Sabrina and.
- [61:13]
Alicia Collins
Then Joe, you know what I'm going to say? I'm going to 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 going to 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.
- [61:32]
Unknown Host
I love it. And then, and know this too, like, right, you evolved. 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?
- [62:07]
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 first 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.
- [62:32]
Unknown Host
Even, even just looking at all of you, your 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.
- [62:42]
Hope George
All right, I would say make a commitment to getting your assets from your program, from Krista'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.
- [63:57]
Unknown Host
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.
- [64:07]
H
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.
- [64:24]
Unknown Host
Love it.
- [64:24]
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 and 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.
- [65:34]
Unknown Host
You know, especially as 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.
- [65:48]
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.
- [66:13]
Unknown Host
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?
- [66:24]
Alicia Collins
Yes. I'm retargeting from seller videos that you know, that I'm making and we change them every month.
- [66:30]
Unknown Host
Perfect. Okay, awesome. Are you. You're using, are you lazing the campaigns in the program or just everything?
- [66:35]
Alicia Collins
Everything.
- [66:36]
Unknown Host
Everything. Okay, gotcha. Chenara Favorite funnel and why?
- [66:40]
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.
- [67:18]
Unknown Host
Perfect. So what are you doing before and you're sitting. I'm doing all the processes before the listing. You're dropping off what exactly?
- [67:25]
Haley Jones
I'm in the CMA box. I have. 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? What do you want me to do? And in there is a QR code that goes to my listing presentation video as well.
- [68:10]
Alicia Collins
Awesome.
- [68:10]
Unknown Host
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.
- [68:25]
Hope George
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.
- [69:52]
Unknown Host
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.
- [70:06]
Hope George
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.
- [70:15]
Unknown Host
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.
- [70:30]
H
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.
- [70:54]
Unknown Host
Awesome, awesome.
- [70:55]
Joe Seaman
Joe, do not start a timer when I start talking. So one minute, three 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.
- [72:06]
Unknown Host
Awesome. Okay, you guys have just done so good today. Everyone make sure 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.
- [72:28]
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.
- [72:41]
Unknown Host
Perfect. Sabrina.
- [72:43]
H
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.
- [72:52]
Unknown Host
Perfect. Hope.
- [72:54]
Hope George
Hey, I'm Hope George from Richmond, Virginia. Find me everywhere. I am Hope George, Real estate. Your best hope in real estate.
- [73:04]
Unknown Host
And she's Dr. George. Just like you know, Dr. George Hope. Dr. Hope George. Shanara.
- [73:09]
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 Shannara. And when you do business with me, you feel like you're at home. So definitely give me a call.
- [73:26]
Krista Mayshore
Alicia.
- [73:27]
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.
- [73:37]
Unknown Host
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.
- [74:03]
Alicia Collins
Hey there.
- [74:04]
Unknown Host
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 limitless listings.
- [74:19]
Krista Mayshore
Do me a favor.
- [74:20]
Unknown Host
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.