I have real estate rock star Krista Mashore as my guest—she and I are both members of The Inner Circle, which is a real estate Mastermind group.
Krista is primarily known as a coach for realtors, but the same advice she gives realtors applies to investors. She helps people get their names out and known for real estate expertise.
She started out as a teacher; then got her real estate license so she could be at home more with her sick child. After a divorce, she needed to dive deeper into real estate to support herself and her kids.
Krista thrived during the recession by handling foreclosures and short sales at a bank. Most were bought by investors. When the market began turning around, she had to reinvent herself yet again.
She began to study ways businesses and professionals get their names out in the community and started doing it for herself and coaching fellow realtors on how to do it. What Krista teaches is that people and companies are remembered for service to the community and the consumer.
Understand that consumers don’t know who you are and a postcard doesn’t really convey much about you. For buying and selling homes, she recommends using video on social media like YouTube and Facebook.
Investors can use video to quash the bad rap they have for wanting to buy homes at the lowest possible price. They need to educate consumers that they offer solutions to help them get out of a bad spot.
Krista sold 100 houses last year. People regularly tell her, “I see you everywhere.” She stays current on the markets in which she sells and puts that info in videos. It might be a new shop or restaurant; a new school or grocery store being built… that kind of content.
The point is to offer value… what are you doing for the consumer? Let people get to know you and your knowledge level before you try to close a deal. Woo them before you bed them.
Google topics that might help a seller and share what you find. Quote articles or post links to them. Keep the info you use as local as possible. Pin an ad for yourself to the end of the post.
All it takes to make a video is a phone and a tripod or a gimbal. Short videos are best… you want people to hear and remember specifics, like “I can save you from foreclosure” or “I can help you sell a house that’s in poor condition.”
Krista shows potential listing clients how many people watch her videos and for what length of time and how often they’re shared compared to other realtors. She can honestly say more people will see the house if they list with her.
Listen and learn:
- Your marketing needs to stress what you can do for the consumer… Serve Before You Sell.
- Facebook and YouTube track viewers of your posts and make it easy to target those viewers repeatedly.
- Hook consumers with the solution(s) you offer to their problems and concerns before giving your name.
- Look up Krista Mashore on YouTube, Facebook and Instagram.
Mentioned in this episode:
- Joe’s podcasts on iTunes: Real Estate Investing Mastery Podcast or REIM Podcast
- Krista’s books:
F.I.R.E. Financially Independent Retire Early
3 Clients in 30 Days
Sell 100+ Homes A Year
- Krista’s website: KristaMashore.com
- For video texts: BombBomb
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