This podcast episode from The Top Listing Agent Show features Shady Bazzy interviewing Krista Mashore, a successful real estate agent, coach, and author of How to Sell 100 Homes a Year. The episode is rich with insights and advice on how to thrive in real estate, especially during challenging market conditions. Here’s a breakdown of the key points discussed:

1. Introduction:

  • Shady Bazzy recalls first discovering Krista Mashore in 2017 when her book caught his attention, which inspired him to bring her on the show.
  • Krista Mashore has sold over 2,300 homes in her career, most of them as a solo agent with minimal support. For the past four years, she’s transitioned into coaching real estate agents.
  • Her first year in real estate saw her sell 69 homes, all to buyers, a rare and impressive feat.
  • Krista shared how a difficult personal experience, including her husband’s affair and being left without financial support, pushed her to excel in real estate for survival.

2. Krista’s Early Success and Marketing Strategy:

  • Krista attributes her success to hard work and studying the market. She invested heavily in her business from the start, putting money into a marketing budget right after her first sale.
  • She did things differently from other agents at the time, such as marketing homes on Comcast television, creating four-page brochures, and putting CDs with images on property signs.
  • She believes that being a marketer first is critical for any top-producing agent. Agents who aren’t marketing themselves properly are missing out on opportunities to stand out.

3. Emotional Mastery and Mindset:

  • Shady highlights how Krista’s success came at a time when she was going through emotional turmoil. She credits her ability to succeed to emotional mastery and mindset.
  • Krista stresses that success begins with mindset before skill set. She advocates for controlling your thoughts because thoughts become things.
  • She emphasizes the importance of recognizing and changing negative thoughts to positive ones. Krista uses a method where she physically snaps a bracelet on her wrist to stop negative thinking and switches to a positive outlook.

4. Surviving and Thriving in a Recession:

  • Krista warns that the real estate market is already in a recession and that agents need to take this opportunity to stand out. Recessions are when many successful companies are built because most people retreat out of fear.
  • Invest in yourself and your skills, she advises. The key to thriving is to provide more value and market yourself as different from the competition.
  • She emphasizes that agents must increase their value to stay competitive, stating that agents who just do the basics—putting up a sign and flyer—are overpaid.

5. Marketing and Video Content:

  • Krista’s top recommendation for agents to recession-proof their business is to start creating and distributing video content:
    1. Create valuable video content related to real estate.
    2. Put an ad budget behind it so that people actually see it.
    3. Surround yourself with positive people and invest in your craft.
  • She explains that agents can dominate a market by consistently creating videos about local neighborhoods, market updates, and real estate tips, then distributing this content through paid ads on social media.
  • Video content continues working for you long after it’s created, unlike activities such as cold calling or open houses, which only work while you’re actively doing them.

6. The Importance of Confidence:

  • Krista notes that confidence is crucial for success. Agents who show up confidently and with enthusiasm are more likely to win listings. People are drawn to confident, energetic individuals.
  • She shares her personal journey of overcoming a difficult childhood, being physically abused, and living in group homes, all of which led to her developing resilience and emotional strength.
  • She credits her success to daily mindset practices, including focusing on gratitude, visualizing her future, and setting her intentions.

7. Adaptation in Changing Markets:

  • Krista highlights the importance of adapting your business model when the market changes. She shifted from focusing on foreclosures during the 2008 crisis to rebranding herself as a digital marketing expert once the market improved.
  • She started using Facebook ads early and created a digital presence to reestablish herself as the local expert, which helped her quickly rise back to selling over 100 homes a year.

8. Three Things to Recession-Proof Your Business:

  • Create Video Content: Make videos that educate and provide value to your audience.
  • Distribute Content with an Ad Budget: You must invest money to ensure your content reaches the right people.
  • Surround Yourself with Positive Influences: Hang out with people who are excelling and learning, not those who are fearful or negative about the market.

9. Final Thoughts and Call to Action:

  • Krista encourages listeners to stop being observers and start being creators. She advises agents to invest in consistent effort and long-term strategy rather than looking for quick fixes.
  • Shady concludes by stressing the importance of having a strong vision and purpose, which will help agents withstand any market conditions.

Key Takeaways:

  • Invest in marketing: Allocate a portion of your earnings into a marketing budget early and focus on standing out from competitors.
  • Mindset is key: Positive thoughts lead to positive outcomes. Be intentional about recognizing and stopping negative thinking.
  • Content is king: Create video content consistently and distribute it effectively to become known as the go-to expert in your area.
  • Adapt to changes: Be ready to shift your strategy when the market changes, and continuously invest in learning new marketing techniques.
  • Confidence matters: A confident and energetic attitude will help you win clients and succeed in real estate.

This episode offers valuable insights for real estate agents looking to take their business to the next level, especially during tough market conditions. Krista’s journey and strategies provide a clear roadmap for success, emphasizing the power of mindset, marketing, and confidence.