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Krista Mashore
Northern California
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How would you like to get 15 Days of Guided Challenge Missions from Krista Mashore, PLUS Coaching, Accountability & Support from the KMC Team, PLUS 10 Days of LIVE Krista Mashore Challenge Coaching, and more?
Interview Recap:
Real Estate Agents Are Entrepreneurs - Create daily habits and patterns that would be used by any successful business owner. Make your day intentional by adding 6 tasks you are going to accomplish in the day, then time block those activities into your schedule for the day. Put the hardest tasks first, when you have the most time and energy to tackle them.

Speak Your Gratitude Into Existence - Before you start your day, make a list of what you are grateful for; when you show gratitude, you get more of what you’re grateful for.

Set Your Goals - What do you want your next 12 months to look like? Break those goals down to quarterly goals. Quarterly goals can then be made into monthly focuses with weekly metrics & daily “to-dos” to help you achieve your longer term goals.

Abundance On Your Mind - Mindset dictates your receptiveness, your energy and your effort. Have an abundance mindset when you are setting your goals; this is not limited deals or money. An abundance of time will help you create an abundance in your freedom to spend building an abundance within your relationships. It’s a trickle effect that starts with how you think, how you feel and how you act.

You’re Always on a Job Interview - Every single piece of you & your brand needs to show up in a big way, everyday. Everyone you interact with (in-person, or through your brand assets) is making a decision if they want to work with you, whether that be in the present or for the future.

Educate Your Audience on your Specialty - Finding your niche means establishing your specialty. Be the leader in your market for your specialty by building your brand around your niche. Create informational videos around your niche, and repurpose your videos into other types of educational materials to connect with your target audience. Creating this content, will allow you to be seen on many different media platforms and continue to be a leader within your specialty.

Down the Funnel - Utilizing your content & educational videos, you can create super quality leads… all you have to do, is lead them down your Facebook funnel. Create Facebook ads campaigns to get your videos in front of your target audience, this will be your wide-cast net. From there, re-target campaigns and new content to reach members of your target audience who have interacted & watched your original campaigns. This funnel will get smaller and smaller, meaning at the bottom tier you’ll have your audience with the highest engagement and interest in your brand, and an audience that TRUSTS you.

Proof is in the Testimonial - Get testimonials that show you are good at what you do… even if it’s not directly real estate related. Try to have recommendations & reviews from past clients, or people you have worked with in the past to build your legitimacy to outside audiences. Post your reviews on every outlet; Zillow, Yelp, Facebook, etc.

Content Commitment - Produce content consistently and feed it to your audiences daily. This means you can not disappear! You can not rely on one or two videos and expect to be a trusted resource. You don’t need listings or client to do this; create content around what’s happening in your community, or update your audience on the market & the industry. Aim to educate & be of service to your followers so they find value in your content.

Seven Ways to Use a Video - Create one video, and reuse it seven different ways. After you record & edit your video, send it to Rev.com and have it transcribed. You can use quotes from your video and post it into your Facebook or put it on your website, & your blog. Post your video onto YouTube. Take your video and create an ad campaign for Facebook around it. You can make teasers from your original video and post 15 to 30-seconds highlights to your Instagram & Instagram Story.

Work Smarter with CRM - In order to stay top-of-mind for all of your clients and prospect, you’ll need to stay in touch with them consistently. With a CRM program, you can build automated workflows and action plans on ways to follow up and stay connected to your contacts. Investing in a CRM program will keep your business organized and keep your your clients tied to you.

Nurture Your Leads - Buyers & Sellers start searching for their homes three to six months before they’re actually ready to make moves… so what are you doing to connect with them during this time? Try to connect with your leads 12 times with valuable information (not just sales-y promotional content). Put a human touch back into your lead nurturing by asking how you can be of service, how can you help your leads? By offering this value, you’ll convert your leads into clients.

Refer, Retain, Resell - What can you do to make sure your clients refer you? What can you do to retain your clients? How do you make sure your clients will resell with you?

Get A Coach - You’ll go crazy and burnout trying to implement everything all at once. Join my coaching program and learn how to utilize my strategies; you’ll get the resources you need, we can walk you through everything A to Z and answer all the questions as they apply to you and your business. My coaches & I will hold you accountable; learning is key but you have to do the work to see the results.
Alisha Collins
Casper, Wyoming
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How would you like to get 15 Days of Guided Challenge Missions from Krista Mashore, PLUS Coaching, Accountability & Support from the KMC Team, PLUS 10 Days of LIVE Krista Mashore Challenge Coaching, and more?
Interview Recap:
Fixing to Do Something: Don’t waste all your time fixing to do something. Just do it. You can’t spend all your time playing with your CRM software or editing a video until its perfect. Prepare what you need to prepare and then move on to the next task. If you’re wasting time, you’re wasting money.

Learn About Your Area: If you’re new to an area, you need to take the time to visit properties. View five to ten houses each day. Takes notes and really understand why each house is priced the way it is. Once you know the properties, get to know the people. Find out what your community wants in a home.

Create Goodwill: Garner goodwill in your community. The simplest things work. Send out personalized birthday or anniversary cards to your clients. Give out small gifts. Promote local charitable causes. People remember and appreciate small gestures. You’ll build relationships – and grow your client list.

Open Houses: Nobody likes doing open houses, but they’re necessary when you’re first starting out. Open houses are perfect for meeting members of your community. Use videos to promote each event.

Knocking on Doors: Another task not everyone likes to do, knocking on doors is crucial when you’re getting started. Again, you’ll get to know your community. Additionally, you’ll be able to let people know about open houses in their neighborhood. You’re not asking the neighbors, “Can I list your house?” No. Just tell folks they can come take a look at the property you’re selling.

Conversation Before Contacts: Don’t go for people’s contact information right away. Instead, start a conversation. Get to know community members and potential buyers. Talk about what you can do for your clients, not what they can do for you. Then, after building rapport, you can ask for a phone number or email address.

Hot Commodities: Once you know about your market, you should also know what the hot commodities are. What do people really want? It could be rural homes, foreclosures, two-car garages – whatever! If people think it’s hard to find, create an ad around it.

Follow Up Leads: You need to fill your pipeline. You need to have a constant stream of leads. Nurture your contacts. Ask them what you can do for them. Touching base with your leads will pay off in the future.

Change the Film in Your Projector: You might occasionally get stuck in a negative mindset. What do you do? You just have to change it – you have to change the film in your projector. When life gets you down, buck up! Folks fail in real estate because they give up too quickly.

Put Your Clients First: Your clients need to know they’re your priority. If you take care of them, they’ll take care of you. You have to work hard to earn their trust. But all that work is worth it. Your clients will refer you, and, most importantly, they’ll buy from you. Put your clients first; that’s how you should do business.
Chelsea Cummings
Pensacola, Florida
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Interview Recap:
Target Investors: Find clients who want to sell their investment properties in another area and buy properties in your area. Choose a city whose market you’ll focus on. Create an investor funnel. This strategy can be particularly lucrative considering investors often buy many properties at a time.

Find a Niche: If you don’t target investors, find another niche. This could be single- or multi-family homes, condos, apartments, industrial complexes – just find something. Some people worry about committing to a niche. They believe it limits what they can sell. But it’ll only help you. You’ll become known as a local real estate expert, in your niche and beyond.

Always Be Present: You need to be consistent in everything you do. If you want to be heard, you have to constantly put out your message on social media. You need to follow up and check in with your leads. It takes a buyer or seller, on average, three to six months to make a decision. You need to have a consistent presence throughout that time.

Make Video: Churn out all the videos you can. Informational and property-specific videos, when timed and distributed properly, are highly effective. You may also consider producing videos that show your personality, allowing your audience to get to know you. These videos also build trust.

Properly Distribute Your Video: Proper video distribution is crucial if you want your videos to take effect in your market. Use your Facebook Ads Manager account. Start with a reach video, which targets a wide audience. Then, use Facebook’s tools to retarget the people that interacted with your reach video. This will make your future videos more impactful.
Sarah Leonard
Chicago Suburbs, IL
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Interview Recap:
Establish Your Comfort Zone: What are your strengths? What do you enjoy doing in real estate? Sit down and concentrate on where you’ll feel most comfortable and happy. Clients can sense when you are doing things you enjoy and will be excited to work with you.

Talk to Successful Teams: Do your research, set up coffee dates or appointments in their office and learn more about how they are operating? How are they organized? What tools & systems are they using? Try to pick someone’s brain to help you understand what makes them successful in your market.

Commit to Open Houses: No listings of your own? Ask agents that have multiple listings if you can host an open house for them. This is one of the best tools to get buyers with minimal investment. Open houses make your sellers happy, and you’ll be able to make a face-to-face connection with active buyers in your market. Stay on top of new listings, the newer the inventory, the more excited people are to see the home, and the more successful your open house will be.

Create Meaningful Connections: Building a network within your community can mean more than joining a club or facebook group; revisit your list of things you love & enjoy… can you create an incentive of connection between your passion and your real estate business? I offered to give back 10% of my commission to any charity/organization that would partner with me by sending me referrals or helping me meet new people.

Keep Learning: Check out your local board, or Chamber of Commerce and see what type of trainings they are offering. Take classes to expand your knowledge and build your skillset to be even more successful.

Towns in Demand: Invest your time and efforts in areas with of high demand; which markets have the highest amounts of closings? People clearly want to move there and there is a good rotation of homes being listed and sold. Also, it’s great to understand what makes these areas of high demand; is it good for commuters (train stations, close to highways, short commutes), what are the school ratings, what are the tax ranges, etc.

Preview Homes: Visit listings & new construction sites, know what homes are like on the market. Make notes on what’s standard in your market, and what’s exceptional… then use this knowledge when you are out with clients to point out what’s in the properties you are walking through.

Build Your Online Real Estate Presence: Create profiles on all ratings websites like: Yelp, Zillow, Trulia, Realchek, etc. More than likely, a client will be checking out your reviews, credibility, and testimonials online before they contact you. Ask your current clients to write you reviews, send them links to make it an easy process and build your online presence.

Have Relationships with Other Agents: A sphere of influence within your industry will help you make valuable connections in your market. Build great relationships with other brokers, other agents, and lenders; by establishing rapport and a good reputation with other key players in your industry, you are increasing the likelihood of them choosing to do business with you over another agent.

Meet 60 New People a Month: Grow your sphere from every person you meet. Engage in face to face meetings, fire up conversations with strangers, make genuine connections with new people daily. If you grab coffee or have a meeting, follow up with a handwritten card and put your business card in it.

Rental Markets: Take advantage of high rental markets for repeat business and quicker closings; renters are usually looking to move within 30 days, they typically move more than once because an average lease is only 12-months. Start your marketing outreach to landlords and property owners in apartment complexes.

For Sale By Owner Conversations: Identify for sale by owner opportunities; you can use a few marketing tools to reach them like mailers, cold-calling or stopping by for face to face conversations. Focus on educating the sellers on the market statistics; most FSBO’s want to save money by cutting out realtor commissions, try to capitalize on this point. Show sellers a list of all the homes that were originally listed for sale by owner, but then sold with an agent. Ask sellers for the opportunity to sell their home for enough to cover the cost of your commission. Prove there is a demand in their neighborhood through statistics of nearby sales and how their FSBO efforts aren’t drawing enough attention.

Build A Team: Take the time to write out exactly what you do in one day, and what you do in the full life-cycle of a buyer and a listing. Ask yourself, “What is on here that is not making me money?” Separate your activities, create job descriptions from these tasks to help you build positions for new team members and make you a more productive agent by focusing on generating business for your company.
Kim Ritter
Charleston, South Carolina
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How would you like to get 15 Days of Guided Challenge Missions from Krista Mashore, PLUS Coaching, Accountability & Support from the KMC Team, PLUS 10 Days of LIVE Krista Mashore Challenge Coaching, and more?
Interview Recap:
Get Your Name Out There: Get exposure. The very best way to get your community to recognize you is through social media and video. These tools make it much easier than traditional networking to get recognition. That said, don’t write off face-to-face meetings. In-person appointments are how you build strong relationships.

Stay In-Touch: Once you make contact with someone, be sure to stay in-touch with them. Send your clients and referrals cards, buy them coffee or offer them a small gift. Just pop by and say hi. Everyone knows you are busy, so it means a lot when you just swing by to check in. Use CRM software to manage and take notes on your clients.

Be Ready To Sell: When someone asks you to sell his or her home, you need to be ready to sell. Set aside an afternoon to prepare your listing and buyer presentations. Use video for your pre-listing presentation. Make sure your marketing materials are of the highest quality.

Innovate: People tend to tease the folks who stick with traditional business tactics. And not without reason! You need to keep up with the times. This means you might have to change the way you do business, which isn’t always fun. But it’s necessary. If you want your business to succeed, if you want to be able to support your family, you absolutely need to innovate.

Go Full-time: Sorry part-timers, but if you want to give your clients the best experience possible, you need to commit to the job. You need to be full-service. You need to take your clients from contract to close. If you support your clients through the whole process, they’ll remember you and refer you.

Show Appreciation: Your clients need to know that you care. It’s not about the transaction. It’s about the relationship. Build your relationships with shows of appreciation. Anything from a birthday card to a sunset cruise could be a good way to show you care. If you treat people well, you’re business will do well. That’s how it works.

Know Your Market: Make sure you know what’s going on in your community. Remember: You’re supposed to be a community market leader. If there’s a new highway being built or a new restaurant opening, you need to be the one who tells people. You’ll gain people’s trust with your knowledge, and you’ll be better at your job.

Know What You’re Doing: Along with knowing your market, you need to know what you’re doing. When you’re making a deal, you need to know the contract and its content. You need to know the laws. Continue to educate yourself, so you can give your clients the best experience possible.

Find a Mentor: Being accountable to someone keeps you focused. So, what do you do? Find a mentor or hire a coach. Find a trendsetter who you can learn from and look up to. It’s a tough job. You need a support system.

Go for It: Parts of the job can be scary. Making your first video, meeting clients for the first time, selling your first home – it can all be stressful. But you just have to go for it! Just do your best! Going for it is the only way to build experience and become a community market leader.

Ad Campaigns: Use Facebook Ads Manager to create your campaigns. Create campaigns with specific objectives to achieve the best results. Watch out for one thing: Facebook has a boost option. Never boost. Boosting is a waste of time and money.
Joanna Jimenez
Miami, Florida
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How would you like to get 15 Days of Guided Challenge Missions from Krista Mashore, PLUS Coaching, Accountability & Support from the KMC Team, PLUS 10 Days of LIVE Krista Mashore Challenge Coaching, and more?
Interview Recap:
A Plan to Succeed: What is your goal for the year, what is the number you want to reach? Now divide that number by 12 to get your monthly goal. Stay on target by focusing on your sales volume and transactions per month.

Point System for Income Producing Activities: Real estate agents are busy… but there is a big difference between doing things that are income producing and non-income producing… if you focus on the income producing activities on a daily basis, you are going to see results.
    - Aim for 15-Point Days
    - Income Producing Activities = Points
  • Open Houses = 7 Points per Day
  •  Showings = 7 Points per Client
  •  Listing Presentations = 7 Points
  •  New Listings = 7 Points
  •  CMA’s = 5 Points per Drop Off
  •  Sending Offers = 7 Points
  •  Connecting with New Leads = 2 Points per First Communication
  •  Networking Events & Meetings = 2 Points
  •  Closed Deal / Commission Day = 15 Points
    - Non Income Producing but Relevant Business Activities
  • Searching for Properties
  •  Marketing Your Business
Befriend an Attorney, an Accountant, and a Financial Advisor: They are constantly in front of clients asking, “What are your financial goals? What are your career goals? What are your life goals?” ...and a lot of the time the answer includes owning a home or an investment property. You want to be their agent of recommendation.

Client Relations Management (CRM) Systems: Invest in a CRM program to stay on top of your leads and your clients. Communication and organization are essential to building your real estate business. Following up with people, navigating communication plans, writing detailed notes so no business is left behind. It takes an average of 12 follow-up “touches” to convert a lead… how are you staying on top of this?

Digital Lead Gen: Where are your leads coming from? Using your CRM program you can easily keep track and stay on top of leads (from the otherwise feared) Zillow, Trulia, Realtor.com, Facebook and other social media platforms. CRM automates your outreach so you can spend minimal time and effort connecting with leads that may or may not turn into actual clients.

It’s a Money Game: You’ll need to invest and reinvest in your business to help you build opportunities. Spend INVEST in your online presence with advertising on Facebook, Zillow, other real estate sites… capitalize on your investment by ensuring solid follow up procedures and take advantage of every lead that comes through.

50% New Clients + 50% Referrals & Past Clients = 100% Successful Business

What’s Your Hourly Rate?: What is the salary you want to make at the end of the year? Add in your expenses. Now work backwards. Divide your salary+expenses by the actual number of hours you plan on working. What’s your hourly rate? Focus your business on activities that will help you reach your hourly rate. Another way of looking at this would be per transaction: what will you net per transaction and how many hours will you put in, in order to complete the transaction… is this close to your hourly rate?  
    - $300,000 net revenue end of year = 1500 yearly hours (30-hour work weeks, 50 weeks per year) x $200 per hour
    - $100,000 transaction will net you about $3000 (3% commissions) - if you are shooting for a $200 hourly rate, this transaction should take only 15 hours to close

Tools:
    - Infusion Soft
    - Real Law
Jamie Flanagan
Omaha-Metro, Nebraska
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Interview Recap:
Set Your Goals: Focus on work and opportunities that will get you closer to your goals. Set a strategic schedule with thorough time blocking so you are managing your time to align with the goals you are trying to reach.

Yelp Your Community: Being visible and immersed in your community will be key to making new connections and relationships. Finding the best places to be seen is as easy as scrolling through Yelp & Google reviews; look for coffee shops and local spots that have you can tell will be busy (through their reviews, & through their Facebook profiles).

Industry Connections: Set meetings with other professionals in the real estate business; grab coffee or drinks with a lender, a title company, a home inspector, etc. and try to learn as much about your market and their clients as possible. Where are clients moving to, what do they like, which neighborhoods & areas are popular, what are common trends they see happening in the business. 

Sell Neighborhoods Where You Feel At-Home: Being relatable is so important for real estate success; focus on working in areas with properties that are similar to homes you lived in or have a lot of knowledge about. If you are able to imagine yourself living in a neighborhood, it will be second nature for you to come up with strategies and ways to sell homes in that neighborhood. You can understand the motivations and feelings that people have living there and use that to connect with buyers and sellers.

Knock on Doors: Learn more about the neighbors that make each neighborhood; when someone answers their door, ask them “I was wondering if you could give me 30-seconds of your time to tell me a little bit about this neighborhood and why you chose to move here?” Many homeowners will want to talk! Take notes on the common themes or on specific reasons that you can build a marketing strategy around.

Neighbors-Only Open House: Ask homeowners if they know of anyone who would love to, or that may be trying to move into their neighborhood. If they say yes, collect their contact information and let them know you’ll be in touch if you come across a neighbor selling their home. Use this information to help you work with sellers in the neighborhood to host a “neighbors-only” open house; it’s a selective list of neighbors who mentioned they may have a friend or family member who want to be part of the community and would walk through an semi-exclusive open house event.

Help For Sale By Owners: Establish yourself as the expert in real estate and let FSBO’s know that you are there to help them while they try and sell their home on their own. Give them your contact information, come up with sales-tools you can leave with them that offers advice, value and insight to selling their home. Build a relationship so they feel comfortable asking you questions along the way, and they know you are just as excited for them to sell their home. If their home isn’t selling, or they get overwhelmed, you’ll be their first choice to take over.

Create a Vendor List from Your Contacts: You’ve met a lot of people through prospecting and relationship building, find out what they do professionally and see if you can refer them business. Build a spreadsheet of your contacts, what they do and opportunities to work together, or how you can send them business.

Timelines for Listings: Organize the selling process for yourself & your sellers by creating customize selling timelines. Include: listing agreements & paperwork, photographers, staging, schedule open houses, how you’ll advertise their home… digitally, traditionally & through social media, etc. This will help sellers prep their home for the sale, feel included and better understand all of your efforts.

Feedback Cards for Open Houses: Collect the maximum amount feedback on your listings as possible. Create customized feedback cards that you can hand out to leads as they walk through your open houses, and ask them leave the cards before they go. Use these as tools for communicating with the seller, or even marketing for buyers and a way to reach back out to your open house leads.

Partner Up: Find an agent that you have had good interactions with and ask them to be your real estate accountability partner. Create a relationship where you feel comfortable picking each others’ brain on real estate topics, find solutions for specific situations and value their advice.
Erica Wolfe
Jupiter, Florida
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Interview Recap:
Run Facebook Ads: position yourself as an authority figure, educate people and run ads to increase your brand visibility and “expertise” to the new market.

Focus on 2-Types of Buyers: when familiarizing yourself on the MLS, stay focused on properties that will be perfect for two types of buyers; then run ads targeting these niche buyers with those specific properties in mind. 
    ● Investment Buyers - looking to flip or to rent properties
    ● Move-in Ready Buyers - looking for beautiful homes, priced right, in great neighborhoods

Go After Investment Buyers: generally, investors are a quick close; investors think about the numbers and buy what makes sense… sometimes without ever stepping in the property. Many agents overlook investors because they don’t want to put in the work for buyers who are purchasing homes for minimal dollar amounts.

MLS Saved Searches / Hotsheets: make sure you are saving those properties that fit your target buyer’s groups (investment & move-in ready) ...and make sure you are being alerted when new properties that fit their criteria become available. You need to have links to these properties readily available, so when a lead reaches out, you’re ready to jump; you have everything they need, you’re on top of your game.

Target your Facebook Ads by your Ideal Buyer’s Interests: what interests or hobbies do your ideal buyers have? What websites do they visit? What stores do they shop at? What groups would they belong to? By applying these filters, Facebook will put your ad in front of those people.

Join Facebook Groups: Join the local Facebook groups like resident pages, neighborhood pages, yard sale / sales pages… and join local pages with specific interest groups: ie. mom page, pet adoption pages, etc.

Set Up Google Alerts: get alerts for keywords; town/city name etc. When an article is posted about your market or you can share it with your connections (in the Facebook groups, your own social media pages, etc.) to add value… “Hey, I thought this would be a great read for you all…”

Engage & Get Pixeled: Once you’ve caught the attention of new people on Facebook, they’ve liked and engaged with the articles you’ve shared, they’ve checked out your profile to see more of your posts… and now they’re pixeled! A pixel is like a magnet; once they have interacted with your ad, Facebook will organically follow them around and continue to run ads in front of them.

Create Videos for Ads: share your knowledge, establish your expertise; teach people about the real estate process, in the most user-friendly way possible. Topics for videos: How to Buy a Home, Inspections Buyers Should Get, Introduce Loan Options, Why Purchasing Real Estate is A Great Financial Move

Retarget Your Facebook Ads: now that you have a pixeled audience from your first Facebook ad, you can retarget new video ads to this audience who are interested in your content.

Repurpose Your Videos: set new “objectives” within your Facebook ad campaign to get in front of new audiences, while using your existing content.

Be A Trusted Resource: add value to your audience’s feed; share not only real estate content, share community-related information like events, new restaurants or neighborhood experiences, so your followers will think, “Oh, they are knowledgeable!”
Max & Kolleen Gygi
Twin Cities Minnesota & Western Wisconsin
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How would you like to get 15 Days of Guided Challenge Missions from Krista Mashore, PLUS Coaching, Accountability & Support from the KMC Team, PLUS 10 Days of LIVE Krista Mashore Challenge Coaching, and more?
Interview Recap:
Align with the Best Brokers: Research the brokerages that are selling the most, talk to them and their top producing agents. Ask them if they need help with open houses, or if they need help running around with buyers… whatever you can do to get your foot in the door.

Set Up on Social: Create your personal website, set up your Facebook, get a Carrot website, start building your blog and digital presence.

Farm Area: Where do you want to focus the majority of your business? Connect with agents in your office, that have properties listed in your farm area, ask to host open houses for them; ask to help advertise their houses with your own Facebook ads. Hit your farm area hard with marketing and outreach efforts like door knocking, flyers, mailers and other communications to get yourself known in the neighborhood.

EDDM: Every Door Direct Mailings; Be seen in your farm area with a quick, high-quality printed introduction. An 8.5 x 11 glossy, cardstock mailer that introduces what you do, what you specialize in and your achievements to make an instant connection. EDDM is a very inexpensive way to mass mail specific neighborhoods.

Videos for Your Farm: Create videos that will help you connect with your focus communities; film an introductory video to help your audience get to know you, then film 2 short videos a week that are meaningful for the communities you are targeting. Highlight new shops and restaurants, recommend good services, contractors and companies that are working in their area.

Funnels on Facebook: Build your advertising campaigns on Facebook to focus on two groups, your buyer funnel and your seller funnel. Who do you want to work with in each funnel? Try to narrow to specific groups of sellers and buyers so you can target your marketing to speak to each groups’ needs. If you want to work with the “Move-Up Buyer” start creating content and ads around, “What’s My Home Worth” or “Tips On Purchasing Your Next Home” etc.

Find a Trustworthy Lender: Your reputation as an agent relies on the success of every one of your deals. If a deal crashes and burns, it won’t matter if it’s the loan officer or the title company, your client will feel as though it’s your fault. Partner with a great lender that is going to close the deal and take care of your clients.

Go To Town Meetings: Stay up to date with your planning board, find out where new developments will be happening, and when new construction will be taking place. Your insight into your community will make great short videos to post, and knowledge to share with your audience.

Open Houses for Listings: Most likely, neighbors will be walking through your open house. Use this as an opportunity to make a connection with them to list their home. Print flyers for the advertising your open house in the neighborhood, knock on doors to ask the neighbors to stop by. While you have them in your open house, ask questions like, “Are you interested in finding out what your house might be worth?” Try to provide them some service before they leave. Neighbors can turn to clients after noticing all of your effort to sell their neighbor’s home, your knowledge about their neighborhood and, of course, after selling a home just like theirs.

Wear Your Name Tag: When you are meeting buyers, sellers, showing houses, passing flyers and out in the community, wear your name tag. It will let everyone know you are in real estate, tells them who you are and what company you work for, so when you go up and start talking with people, no one will have to guess.
Ellen Pool
Greater Houston Area, Texas
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How would you like to get 15 Days of Guided Challenge Missions from Krista Mashore, PLUS Coaching, Accountability & Support from the KMC Team, PLUS 10 Days of LIVE Krista Mashore Challenge Coaching, and more?
Interview Recap:
Be Big Picture: take your time developing your foundation & your unique selling persona. How do you want to build your business? What is the geographic area you want to target? Who do you want as clients? What do you want your ideal work-week to look like? What makes you, you? What makes you a better realtor for your clients than other realtors?

Buy Local: get out in your community and make new contacts; work with a local graphic designer on your logo and business cards, then have them printed at a local shop; connect with your chamber of commerce, send gifts and follow up pieces from local businesses. Provide value to them by becoming their customer, and in return, they may do the same for you.

Network Outside of the Real Estate Circle: join groups where there are not 20 other realtors; start with your chamber of commerce and BNI groups, but there are a ton of smaller networking groups popping up in all areas, check out social media and online to find one to meet new people outside of the industry.

Build Your Social Network: create profiles on LinkedIn, Instagram, Twitter, YouTube and Facebook. Build a website and make sure you are updating on a consistent basis. Let your current “network” of family and friends know you are an agent and ask them to help you build new connections.

Find Your Tribe: connect with like-minded people, search for groups with similar interests to you. Are you a mom? Join a local “mom’s” group on Facebook… Do you cross-country ski? Search for groups online where you can join other cross-country skiers.

What’s Your Niche?: Don’t be afraid to define your business. You don’t have to work with only one specific type of buyer, find balance in focusing on only a few types of clients. This will help you stay organized, as well as position you as an expert in your niche real estate area. You can then focus your marketing efforts to communicate to your niche audience, which will help you draw in the type of clients you feel confident in working with.

Scour Your City: while you are out and about, look for places to film videos and for businesses you’ll want to interview. Keep an open mind about the type of content you want to share, and look for opportunities where you can create it.

Film Videos: Shoot 5 videos in a 3-4 day time period. You’ll use them on Facebook and repurpose them for your other social platforms and for blog content. Out of the 5 videos, 2 will focus on real estate and the other 3 will highlight local businesses. Strive for providing value to the community.

Instagram Stories: let your personality shine through on your Instagram story! This will help you attract similar and compatible personalities, as well as connect with the types of people you enjoy working with.

Set Your Schedule: what are you going to do each day? How much time are you going to focus on developing new business, versus how much time will you set aside to focus on servicing the clients you currently have? Give yourself time to create your videos, your blog posts, your ad campaigns, to make sure they are fresh every week. What days will you recharge and take a break?

Tools: 
    ● SendOutCards
    ● Real Estate Blogs: The Lighter Side of Real Estate, Ladies of Real Estate, Keeping Current Matters
    ● Fiverr
Melissa Patton
Simpsonville, South Carolina
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Interview Recap:
Digital Media Education: Sign up for online courses, webinars and classes for digital platforms that will enhance your business and increase your marketing efforts; i.e. Facebook, Facebook Business Tools, YouTube, & Google AdWords.

Brand Yourself: Get a good picture that you will use on all marketing materials and platforms. Find something that will make you unique, distinct and will stand out from other realtors, brokers and franchises. Create a logo. Make sure to incorporate all aspects of your brand into your outreach and business materials.

Create a Bio That Speaks to Your Niche: Here is your chance to speak to your ideal client. Include your “why,” give insight into your personality and who you are as a person. Be consistent in your tone and voice; your bio will be used across multiple sites (Realtor.com, Zillow, Trulia, your website, etc.) and you’ll want to deliver a clear message.

Showcase Your Past Sales: Update your digital real estate profiles to highlight your sales. Incorporate this into your closing process; this will build your digital “resume” for prospects to learn more about your success as an agent.

Have a Resume: Spotlight both real estate and non-real estate experience; outline your certifications, spotlight classes and seminars you have attended to expand your expertise, include past experiences that have helped you shape your career. Include your resume in your buyer packets and your listing presentations.

Name Your Facebook Page: When building your social media profiles, include your market or geographic area in your page name! This will immediately notify prospects where you are selling real estate. For example: Selling (City) with (Agent Name) at (Franchise), (City) Homes by (Agent Name) at (Franchise), or (Agent Name) Sells (City), etc.

Video Cover Photo in Facebook: Upload a short video that will introduce you to visitors stopping by your page. This will play on loop at the very top of your page, use this as a way to connect with your audience, showcase your expertise and experience.

Target a Price Range: Pull reports from MLS from a specific price range within a 12 month timeline. From this report, what are the top 10 neighborhoods selling within this range? Which neighborhood has the most turnover, and sold the most listings? This will determine your focus neighborhoods.

Create 10 Videos: Visit your focus neighborhoods and film short 1-2 minute videos about key pieces to that community. Speak specifically to the people that live in (or want to live in) those neighborhoods. Give real estate statistics specific to your targeted neighborhoods that will motivate homeowners to sell or clients to buy.

Follow Up with Your Focus Neighborhoods: How will you be staying in touch with your target markets? How will you capitalize on your videos? What’s your lead nurture process? You can run targeted Facebook ads to those geographically located in your focus markets, or mail CMAs to homeowners in those neighborhoods.

Remind People You’re in Real Estate… Everyday: Create quick content from your daily real estate activities to post on your social media, like writing an offer, walking through a listing, meeting an inspector, etc. Your posts should be interesting insights for your audience to watch and will act as a subtle reminder that you are their real estate expert.
Mary Ellen Troilo
Melbourne, Florida
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Interview Recap:
Where Your Mind Goes, Energy Flows: Having a positive attitude will elevate your business. Be your own counselor; take breaks when you feel unfocused or in a negative headspace then get back to business! How you show up will affect your interactions, how others remember you and will ultimately determine how much and what you’re going to get out of your day.

What’s Your Reason: Sit down, set your goals and reflect on why you are working so hard. Start each day establishing 3 goals you’d like to accomplish before the end of the day. Be reflective at the end of each day; what worked, what didn’t work? Did I get what I needed to get done? Who did you like working with? What did you enjoy working on? What really wasted a lot of time? Get your mind and your game plan focused on exactly what you’d like to accomplish.

Partnerships with Attorneys: Add value to their services by offering your expertise to their clients; offer to sit down and present market values, give insights on titles, recommending home inspections, or answer real estate questions that their clients may have. Bring a lender that can go over the lending guidelines as they pertain to their clients’ cases. You’re offering value to the attorney by making them look better, and taking a bit of work off of their plate. In return, you may win over the client from your meeting or get referral business directly from the attorneys.

A Winning Trio: Align yourself with a trustworthy and reliable insurance agent and lender. Form a team that can close deals successfully, answer each others questions and refer each other business.

Host Open Houses, for For Sale By Owners: Not many FSBOs will be keen on paying commission, but if you ask to help advertise their home and host an open house for them, many will be open to paying you a “Finder’s Fee,” when you bring them a buyer. Create new marketing material for their home; take new photos for them with better photography, get their property onto new social media channels.

Focus on Your Niche: You don’t lose business when you have a niche… you have a focus. This will allow you to build your sphere of influence within your specific niche and target all of your community-growing efforts to a specific audience. The content and videos you create will be based around your niche. With a niche, you can properly target and build your ads campaigns for the distribution of the content your created.

Never Take the Outcome Personally: Real estate is a numbers game. The more you are out in the community, the more you are on listing presentations and at open houses, the more likely you will connect with someone who is going to need (and want to use your services). Do not get bogged down by the no’s; reflect on what you can do better, then get right back out there to do better.
Kim Briese
Farmington, Missouri
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Interview Recap:
Set Your Goals: what do you need to pay your bills? How much extra income would you like? Now translate this into how many listings you’ll need. How many buyers you’ll need to reach your income goals. But what other goals do you have? What’s your short-term goal, your long-term goal? Outline your goals to help you define your action plan.

Research Your Niche: who do you want to work with? Who do you get along with? You’re going to be spending a lot of your time with your clients, so who do you want to spend it with? Now how can you communicate with your niche? How do they communicate? What things do they want to buy, how are they buying, what do they want out of life or career? Once you find out the motivations that drive your niche, you’ll help develop a way of reaching them.

Start Connecting on Your “Off” Days: go out into your community and shop local, eat local, connect locally. Join a gym, a book club and other physical groups in the community. Then when you are out, having a conversation and getting to know someone, & start to feel comfortable, ask them to add you on Facebook. This way you have a way of staying connected to them and building your relationship. Try to add 10 new friends everyday.

Build a Social Media Calendar: have a plan for your social media platforms. What content you are going to post, and when are you going to post it? You can schedule your posts in advance to automate your process and free up time to create more content for future posting.

Get Inspired: you do not have to reinvent the content wheel… get ideas and borrow content from other videos that are out there! Find topics that you like, listen to scripts you can make into your own, look for ideas that really resonate with you. Then take your time in recreating these ideas into your own videos and social media posts.

Engage Consistently: with your focus on social media, your content will be receiving comments and likes, be on top of responding and engaging with your audience! Maybe your content is only receiving likes and there’s not a lot of opportunity to open up a dialogue in the comments, use your messenger to connect directly with the people who have liked your content and say thanks! This may help you start a new conversation and new personal relationship with your audience.

Facebook Live Videos: incorporate live videos and streaming into your social media plan. Keep them quick, share what you know, teach people and let your audience see your personality. Don’t be afraid to mess up, live videos can’t be edited perfectly like other videos, but guess what, your audience loves to know you are real!
Kasey & Susan Prince
Metro Atlanta, Georgia
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Interview Recap:
Get Out of the Office: A change in environment is an excellent way to get focused. It helps you get out of your daily routine, and it can help spur new ideas. See it as a chance to step back and look at your business. This can be a great time to make business plans and set goals.

Systems for Your Sanity: Running a business can be hectic. You need a way to stay sane and manage the chaos. Create systems, forms and checklists to streamline how you do business. Together, these will form something like an operator’s manual for your business. It’ll be a huge comfort to your clients when they see you have these systems in place. This show of organization and competency lets your clients know why they’re working with you.

Databases: When it comes to databases, we say, “KISS: Keep it simple, sweetie.” Keep your client databases, or CRMS, as simple as possible. They should be easy to manage. Add to them each day. Find a CRM that works with you, with the right amount of complexity and robustness. Tag your clients with identifying variables to further organize your contacts. Don’t stuff your contacts list with anyone. With clients, quality is more important than quantity.

Differentiate Yourself: One of the greatest challenges when you’re starting over in a new area is competing with veteran agents. They have advantages over you that only time will fix. But that doesn’t mean you can’t stand out. Use video and social media to show off your unique personality. Keep your content real – show the world who you are. People will take notice.

Sell the City: You aren’t just selling houses. You need to sell the neighborhoods, towns and cities the houses are in. Clients want an area where they can work, live and play. So, you need to learn everything about the area. What’s the nightlife like? How are the schools? Where’s the nearest grocery store? Every client will be looking for something specific.

Reciprocal Relationships: Start meeting other local professionals. You’ll need lawyers, lenders and handymen to help with your business. Find the very best around. Take them out to lunch and get to know them. Don’t be afraid to ask, “What can I do for your team?” There’s no reason you can’t both benefit from the relationship.

Constant Evolution: There are a couple questions you need to constantly consider. How do people want to do business? How do people want to receive information? You have to stay up-to-date on how you should be running your business in the twenty-first century. Find what works for you, and find what works for your clientele.

Go Old-School – Sometimes: Even though you need to stay focused on running a modern business, it’s the time-tested touches that can keep clients coming back. Send thank-you notes to your favorite, or most lucrative, clients. Even now, people still love getting something in the mail that isn’t a bill. Sending a note is a simple gesture that folks remember.

Keep Learning: In real estate, you’ve got to stay sharp. You’re supposed to be the local expert. You need to have the necessary knowledge to be known as that go-to expert in your area. Educate yourself anyway you see fit. Read books. Take classes. Hire a coach. Never stop learning.

Go Deep, Not Wide: You can’t be everything to everyone. Find a niche. Be something to someone. Be the neighborhood expert. That’s the sort of person people want to do business with.
Jay Berube
Bonita Springs, Florida
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Interview Recap:
Ready, Set, Mindset: remind yourself it’s ok to fail, but focus on how quickly you’ll get back out there again. Half of your battles will be in your own head. Be driven, fail a bunch of times to win once.

Sweet Spots: research and familiarize yourself with your market; find sweet spots that sell homes in your comfort range and with your ideal client. Create a foundation for where you want to work and who you want to work with.

12-Month Plan: what do you want to achieve in this year? Now break it down quarterly, then monthly, then weekly and finally into a daily gameplan. This will help you understand how many contacts you need to be making on a daily basis, what’s the worth of every call and where to source business to reach my end (annual) goal.

War Room Prep: create ideal client profiles; what’s their age, what’s their demographic, what are their needs, desires, etc. Also understanding their pain points; what are they missing, and what do they want? Now you have a target audience to find your clients.

Where’s Your Niche?: You have a target audience, now you need to identify your own skill set and strengths… the intersection of these both will be your source of business. For me, I build relationships over the phone with people pissed off with other people… ie: expired and canceled listings.

Repeat, Affirm & Redirect: my technique for showing homeowners I understand them throughout conversations and that I want to help them; it helps break down all barriers and builds trust.

For Sale By Owners: trying to win over FSBO business can be difficult, but know their objections and aim to meet in person… not necessarily to list their home right away, but to become their trusted resource. Prepare resources they could use on their own when trying to sell their home: i.e. standard contract of sale, a seller’s disclosure, list of attorneys that would be willing to do their closings, a list of handymen or contractors that would be willing to perform at discounted rates… become their ally, give them value and help them sell their home.

Lead Follow Up: did you know the average agent stops calling after 2-follow ups? Yet, it takes about 12-callbacks to actually get in touch with somebody. Believe me, you’re not following up too much, because at the end of the day, when you win that listing agreement your “aggressive” follow-up shows the same tenacity you’ll use to get your seller an offer and to negotiate the highest price.

For Rent By Owners: **no one is calling For Rent By Owners** Ask the property owner if they are interested in selling their home, or only looking to rent. Align yourself with a good property management company that will pay agents a referral fee, and will send you that client back when they are ready to sell.

Track Your Conversions: create a spreadsheet; collect information on who you call and how many calls you make. Also track the hours you prospect, the days you work, the listing appointments you go on, the listings you earn, the listings you sell, your buyer sales, your average commission, closed sales and paid income… all metrics having to do with your business.

Engagement Calls with Contacts: follow up on a monthly basis with all relationships you have built, do rounds of monthly calls to check-in on your contacts and prospects… but not to discuss real estate! Ask about birthdays and events, add value to their day.

Tools Used:
    ● REDX
    ● Mojo
    ● Realvolve
Christine Taylor
Northern Illinois
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Interview Recap:
Jot Down Your Days: journaling everyday will help you stay disciplined; it will be immediate feedback of what you’re doing and what you’re not doing on a daily basis.

What’s Your Niche?: Pick your niche market, or your niche buyer and go from there. Many market areas are very diverse: farm lands, bigger cities, smaller cities, etc. And buyers are very diverse too: first time home buyers, move up buyers, retired buyers, investment buyers, etc. know what and who you want to go after. You can’t be an expert in all areas, so focus on your niche.

Target Your Niche on Facebook: what is the demographic of your ideal audience? Setup ad campaigns that target this group; your content needs to reflect your niche as well. If you want to target first time home buyers, have videos ready that cover topics like, “Tips & Tricks on Down Payment Assistance,” and “What to Expect in a Buying Process.” Interview experts in other areas of the real estate process like lenders, attornies, home inspectors, etc.

Get Involved: be active with your kids’ schools, join the chamber of business in your community, meet all the businesses you can in your target areas, go to a dog rescue or the library and see how you can help.

Stay in Touch with your Clients: keep track of everyone’s birthday, keep track of their closing/home anniversary and create quick, personalized videos to send directly to them. Mix up how you reach out; post on social media, send a text, shoot an email or even send a personal touch in the mail.

Wear Your Name Tag: it lets people know you are in real estate without being pushy; wear it to the chamber meetings, community events and even date night with your partner. Your name tag can strike up a conversation without you having to first mention you’re an agent.

Host Seminars: host events and educational seminars for buyers and sellers. Try to create a partnership and host your events at the same place so you can establish your presence and people will know where to expect the next one.

Videos for Individuals: send quick, 30-second videos and updates to your clients; you can tell them, “We’re under contract” and explain next steps, or a short video on inspections and getting it directly to them. Some of these videos will be personalized, with your client’s name and specific information, and some can be generic videos that you repurpose and reuse.

Offer Advice: do current market analysis for free, hand deliver them to your contacts, and make them look professional! Stand out by having a binder or branded packaging that you can use as a template to give to your contacts.

Eight By Eight Marketing: hit one niche or a specific community with marketing efforts for eight weeks straight; week one could be a current market analysis, week two could be an update on lenders, week three could highlight the best restaurants in the area… etc. Your eight weeks of communication doesn’t have to be exclusively real estate related, let your communication have value and make sure you are in touch for eight weeks straight.

Build a Trustworthy Network of Agents: make real estate connections all over the nation; this will help you build a referral base, have a knowledgeable sounding board to ask industry-related questions or just ask for recommendations/opinions from people who aren’t in your own market.

Tools & Software:
    ● Realvolve
Ashley Lazosky
Las Vegas, Nevada
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Interview Recap:
Farming: Put your message out into your community – constantly! This plants the seeds, so to speak, for future business. Send out mailers, knock on doors and print monthly newsletters. And, of course, use social media. Facebook and Instagram are two incredibly cost-effective means of spreading your brand throughout your area.

Facebook Groups: Free and community Facebook groups let your market learn who you are. Participate in as many groups as possible. Operate as many as you can. You can often buy groups that already have a large, local following. Use these groups not only to promote your business, but to educate your market.

Get Savvy: You’re not too old to learn new tech. It’s the 21st century; technology is essential. Social media can grow your business like nothing else. There may be a learning curve, but, if you’re able to persist, the rewards are fantastic.

Video: You need to be shooting videos and properly distributing them with your Facebook Ads Manager. You don’t need fancy equipment. A smartphone and a tripod will suffice. Your videos need to give your audience value. Keep them short. Be enthusiastic and entertaining.

Partnerships: Work with other businesses in your community. Get to know them. Let them contribute ads and coupons to your mailers. If they aren’t tech-savvy, help them run ads on Facebook or shoot their videos. Work out a deal. This can reduce ad expenses.

You Need a Plan: If you want to sell 50 homes a year, you need a plan. You want to sell homes – well, how are you going to do it? How many appointments do you need to get X amount of closings each month? What are your daily activities? How are you working toward your goals? Whatever you do, be consistent.

Get Educated and Get Started: If you don’t know how to get started, educate yourself. Read a book, Google it or watch a YouTube video. See what other agents are doing. Once you’ve educated yourself, educate your community about the real estate market and your brand. Invest in creating your business, and do it right.
Denise Andres
Bozeman Montana
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Interview Recap:
Build a Team - hire an assistant who will help you be the best salesperson you can be. Having a team will free you up from tasks that drain your time and energy, and will allow you to spend more time negotiating your deals, working on listings and really being present with your clients.

Be Active In Your Brokerage - Participate in sales meetings every week, host open houses for your listings or for your colleagues, attend open houses that other brokers are holding; if you want to be successful, take your real estate business seriously and fill your week with at least 40 hours of work.

Become a Specialist - Pick your niche; this could be a style of real estate, such as residential, rentals, commercial or investments… then narrow your scope. Pick a neighborhood and/or pick a clientele.

Spotlight on your Specialty - After outlining your niche, you can be deliberate in your decision-making and hone in on these specific audiences. Use your niche to define what you’ll educate yourself on, how you’ll dress, what outlets you’ll connect with clients on, what marketing materials you’ll create.

Be Smarter Than The Average Agent - Ask yourself everyday, what can I learn to be better and smarter than the competition? You can start with learning about your communities inventory, interest rates but what will you learn beyond that? Do you want to go-after high-end homes… if so, learn about luxury appliances, read Architectural Digest, etc. Will you be a rural specialist and need to be educated on septic systems, easements & lot lines? Attend workshops and classes that are hosted in your area that will build your knowledge base… directly and indirectly related to your real estate business.

Neighborhood Guru - In a neighborhood where you have sold a considerable amount of homes, put together a booklet (for mailing) of all your past sales, add a quick introduction outlining who you are, your past success in their community and how you can help them.

Highlight your Wins - Share your successes with your audience. Show your social media your sales, put together a resume of your accomplishments and sales achievements; success breeds success. Clients want to work with agents that sell …so show them your wins and tell them about your success on every platform.
Kelley Norton
Phoenix, Arizona
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Interview Recap:
Who You Should Focus On: Focus on expires, cancels, and for-sale-by-owners. Send them a mailer that introduces yourself and explains what you can do for them. Start making calls. Many have had bad experiences with agents, so you need to use these calls to show them you’re different.

One-on-one: Starting out, you don’t have the resources to build a team. It’s just you. People will ask why they should do business with you and not a team. You need to tell them, “You hire me, you get me.” You need to sell the one-on-one relationship. Explain to your clients the benefits of a personable business relationship.

Ask Open-Ended Questions: When you make calls, ask open-ended question. Avoid yes-no questions. Yes-no questions get terse answers. They give people an opportunity to object. Open-ended questions, on the other hand, start a conversation, and conversation leads to a real relationship with the person on the other end of the call.

For Sale by Owner: When folks try to sell their own homes, most agents tell them they are likely to fail without any outside help. This is much too negative. Instead, be positive. When you introduce yourself, just offer useful tidbits of information. Be helpful. Don’t try to sell at this point. Just give value.

Video Email: Services like BombBomb make it easy to integrate video into the emails you send to clients. Video email really helps you stand out. This is especially true if you create unique videos with enticing imagery.

Keep in Contact: Your clients are your most important asset. Keep in contact with your client database on a regular basis. Create attainable goals for yourself, like contacting five old clients a day. Once you get going, you may find you won’t be able to stop yourself from calling more. Meeting your daily goals, and the feeling of accomplishment that comes with it, is a nice mood-booster and keeps you productive.

Contact Consistently: Sometimes, to get business from people, you need to consistently touch base with them over a long period of time. Buying or selling a home is a big decision, and it can take months for someone to be ready to do business. So, even if people don’t seem keen, keep up on them. You might get their business later on. Be diligent with your prospecting.

Be the Real You: There’s no point in trying to be something you’re not. People deal with enough phonies and fakers already. Clients hire you for you, not some alter ego. Let your personality shine through, and you’ll attract business.
Kelli Wellhausen
Vacaville, California
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Interview Recap:
V Card - Your electronic business card! Keep this updated, save to your phone and your computer so you can send this out to new connections, as well as people you haven’t talked to in a while. In addition to your contact information, you can seamlessly connect your social media links to your VCard to build your networks.

Exclusive Events - Host exclusive events for your sphere of influence, or top referral sources and partnerships to continue to build your connection. Coordinate events that support local business within the community your serve; or join planned events that are happening! Restaurant week is a great way to support local businesses, it is a week long so it will give you a few days and chances to connect with your sphere over delicious food, rather than just real estate topics.

Stack Up on Gift Cards - Have a bank of Starbucks or local coffee shop gift cards that you can send out each week to your connections; just a small amount that you can send in handwritten cards that show you thought of them and would like to buy them coffee!

Reward the Review - Client reviews and testimony legitimize your business and will help you win new clients… so always say thank you to clients and contacts that leave reviews after working with you. Sending a personal card with a gift will show your appreciation for them taking their time to help your business and for your relationship with them.

Daily Updates on Zillow - Consumers flock to Zillow and other secondary sites to find information on listings and homes in their area, keep your properties at the top of these pages by updating small details on your listings everyday. If you can change one thing about your listing, it will continue to build traction and ranking on your property to keep you on top of the other postings.

Personalized Websites for Your Listings: Creating websites (or landing pages) for each of your properties and updating their content consistently is another tool for keeping your listings at the top of MLS and sites like Zillow & Realtor.com. Take short videos, video tours and eye-catching photos from your phone for your properties, this is a way for your listings to stay fresh. Consumers will never have to guess if a property is still available, or what the current condition is.
Mariah Kalhor
Oklahoma
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Interview Recap:
Be Out In Front: people won’t know who you are, if you aren’t in front of them. You have to be seen to be known. Everywhere you go, put your name out there, hand out your business card, connect with people & business on social media. It can take up to 7 times for someone to remember your name, so get in front of people as often as possible, in as many ways as possible.

Social Platforms: create accounts on Facebook (both a personal profile and a business page), an Instagram, Twitter, and LinkedIn.

Create a Social Presence: after your accounts are created, start exploring and put yourself out there in the community; go to local business pages, write reviews, start engaging with them through social media and building a mutual awareness through reciprocity.

No Turn Offs: there’s no turn off button for your business. Make yourself available as often as possible, there’s thousands of other agents people could call if you don’t answer. Be the exception, while some agents may call it quits at 6PM, be the agent that takes a call at 9PM and is available for appointments for the next day.

Build your Brand: determine your branding! Have a professional headshot, this will be included in almost ALL of your marketing pieces… your face becomes part of your brand, and people will begin to recognize you, not just your name. Use a logo that will be synonymous with your brand, it needs to be clean, legible and memorable.

Have a Memorable Business Card: make it an unusual shape, make it stand out… try to get clients and other agents to think, “Wow, I’ve never seen that!” or “This is the coolest card, I’m going to keep it.”

Be Present in the Community: make time each week to meet new people, consistently go out into the community and interact with other businesses, show up to events and build new relationships. Get involved with bigger community organizations like The United Way and Habitat For Humanity.

You’re Always on a Job Interview: people will see what you’re producing… from your business card, to your sign, your social media, your marketing and your digital marketing efforts, and they’re going to evaluate this as a reflection of how you do business.

Be a Machine: your business and daily routine must be consistent to create habits; but most importantly, implement. Don’t just talk about it, don’t just learn about it - be accountable and get out there and do what you say you’re going to do. Learn, implement, master, repeat.

Invest in a Coach or an Accountability Partner: you may be stuck or you may be moving forward, having a coach will teach you a whole world of expertise you are missing. You’ll learn strategies, techniques and new approaches that you simply would not have thought of on your own, and you’ll be accountable for putting them into practice.

Be Your Community’s Expert: your role is not to be all about me, me, me; add value to your audience’s feed. How can you serve them, how can you help them? To be seen as a community expert, you will need to know what’s happening, know local events and be consistent in sending that message.

Social Proof: let your cheerleaders be walking testimonies, get videos of happy clients and use their experience as testimony to your value, your expertise and the reason why people should work with you.

Law of Abundance: the more you give, the more you get. The more value you add, the more help you can give, the more you can serve your community and others around you… the more money, inadvertently, you’ll make.
Rebecca Bundy
Southern Utah
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How would you like to get 15 Days of Guided Challenge Missions from Krista Mashore, PLUS Coaching, Accountability & Support from the KMC Team, PLUS 10 Days of LIVE Krista Mashore Challenge Coaching, and more?
Interview Recap:
Introduce Yourself to 3 Title Companies: Use your time to build a relationship and do market research; what are the market statistics, where do they see the highest turnover of home, and other relevant data to help you focus your efforts.

Knock On Doors: With the insights from the title companies, create a plan to walk around the neighborhoods with the highest turnover and introduce yourself to homeowners. This should be another fact finding mission; as you are chatting, try to learn why homeowners chose to move into that neighborhood, what are their favorite things about living in the area, etc. With this information, you’ll have content to help you create marketing videos.

Zillow for For Sale By Owners: Look at all the FSBO nearest to the neighborhoods you have walked and made connections in. Take the time to call them and find out what their motivation is… and how motivated they are to sell. Create a “hot sheet” of the highly motivated FSBOs, then share this list with the other homeowners in the neighborhood, asking for referrals, or if they know of anyone looking to move into their neighborhood.

Social Media Marketing Plan for FSBO: Using your “secret hot sheet” of homes that are not on the market yet (your highly motivated FSBOs), create a video campaign, highlighting details from homes on your “hotsheet” and generate leads that are interested in these neighborhoods.

Early Open Houses: Start your open house early! Get people while they are already out and about. Try hosting an open house 9AM-Noon/1PM, you’ll catch people early in their day, when you both still have energy.

Thank You Cards: Everytime you talk with someone, send them a handwritten thank you card. Thank yous for taking time out of their day to help you understand more about their home and neighborhood, for connecting you with potential business, for swinging by your open house, etc. A genuine thank you will show clients and prospects your dedication to your business and to helping others out.

Make a Business Plan: Set your goals: number goals, unit goals or financial goals... and create your strategy around achieving those goals. The common thread to success in real estate is you have to work. Having a roadmap of what work and how much time you’ll be putting in will eliminate wasted efforts that take you away from your goals.

Show Up When You Have The Most Energy: If you get your energy at 11AM, then set your schedule around that time. If you are not a morning person, don’t force yourself to an early-AM routine. Get the most of your day and your energy by tackling your highest priority activities when you have the most energy.
Jeff Lyons
Valparaiso, Indiana
CUSTOM JAVASCRIPT / HTML
How would you like to get 15 Days of Guided Challenge Missions from Krista Mashore, PLUS Coaching, Accountability & Support from the KMC Team, PLUS 10 Days of LIVE Krista Mashore Challenge Coaching, and more?
Interview Recap:
Get the Right Gear: You will be utilizing your phone to help you create content for marketing and social media; invest in good gear to help your produce quality content and make the process more efficient for you. Purchase a cell phone stabilizer; videos (especially walk-throughs of homes) will be clear, steady and look 10x better than just holding your phone in your hand.

Find The Right Fit: Decide which brokerage you are going to hang your license. Set up interviews with brokers and ask important questions to make sure you will feel supported and set up for success. A few questions to ask, “What sort of training do you offer?” “What monthly fees do I have at this brokerage?” “Do you provide leads, if so, where are they from and how am I expected to manage them?” “How many active listings does your brokerage currently have?”

Facebook Business Page Plus More: People may buy or sell houses every 10 years… it’s not something they are constantly thinking about… connect with your audience with engaging, interesting and value-driven posts. Avoid posting listing after listing, or walk-through after walk-through on your page, you have to offer more! Interesting articles, funny videos, polls & surveys that will get your audience to comment.

Agent Previews: Learn about your market and what’s available, by scheduling agent previews of homes in your area; start with vacant homes where you can pop in 4-5 in a day. This will give you a better grasp of the inventory in your community and you’ll be able to speak to the specifics of homes or questions clients may have.

Open Mind on Open Houses: Schedule your open houses 10-days out; take 4 days during the week to schedule windows of time to host your open house; ideally, Saturday & Sunday 1:00PM-3:00PM and on Tuesday & Thursday 4:00PM-6:00PM. Update MLS, Realtor.com & Zillow with your open house advertising. Put signs out a day in advance, with riders that state the day and times you’ll be hosting the open house. Research similar houses in the immediate area that may work for potential leads stopping by your open house, but want to see other properties.

Avoid the Sign-In Sheet: Collect information from the leads that walk-through your open house, without the dreaded sign-in sheet! Create a questionnaire for feedback and see if you can ask them a few questions before they leave. This will help you develop a better rapport with the people coming in and out of the home, as well as get you more detailed information than any sign-in sheet. Ask questions like, “What are the top three features of this home?” “What are the worst features?” “Are you working with an agent?” “Do you mind if I follow up with you with an email?”

10 Doors Down: Have flyers created for your open house with photos, property specifics, as well as your contact information. Get to the neighborhood early, and knock on the 10 doors in each direction from the property. Invite the neighbors to a “neighbors only open house” for the hour before the actual open house starts so they can get the chance to check out the amenities, and see what homes are going for in their neighborhood.
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