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Apr 26, 2018

This week on Just the Tips we have a guest who has been a client of mine, a friend of mine, and ultimately someone I greatly admire. Krista Mashore is a realtor in Northern California who has sold more than 100 house a year for nearly her entire career, placing her in the top 1% of realtors in the nation. She’s someone who has really found her own way of doing things, and obviously found enormous success in her own approach. So on this episode we talk not just about her secrets to real estate, but how her approach translates to sales in general. It’s not often you get to talk to someone who’s in the top 1% of their field, and you’re going to want to hear what she has to say.

You’re always on a job interview

Krista’s story is kind of amazing: She was a teacher for years, and she left that job to sort of casually sell real estate and be home with her family more. Well, as soon as she made that transition, she learned her husband was having an affair, and went from being a dabbler in real estate to selling 69 homes in her first year. As she says, she went into “pure survival mode” and became an expert seller. As Krista says on this episode of Just the Tips: “You’re always on a job interview.” No matter what you do, people are always going to be aware of you and how you do things. So if you do things well and you do them differently or in your own way, you have a real chance to distinguish yourself. And how do you do that? Listen to this week’s episode.

Always bring value

Aside from being an enormously successful realtor, Krista has launched a red-hot coaching business in the last year. Just in the last week, before we recorded this episode, it brought in more than $100,000. And one of the keys to that is what she calls “engagement marketing,” where you’re educating your consumer on the subject matter you’re an expert in. That means not just providing them with valuable content, but also contributing to the community. And how does she do that? Listen to this week’s Just the Tips to learn her big tip (after she spends some time questioning the title of this show).

The overnight success that took years

Krista has been incredibly forward-thinking about her use of engagement marketing and her use of video to connect with customers, and it’s really put her ahead of the curve. But as Dean says on this week’s episode, hers is really the “overnight success that took years,” because she put in the work to understand video, facebooks ads, content marketing, etc. But then once she did all of that work, now it’s up and running and the ROI is off the charts for her. And she is full of great advice for how you can translate her success to your business, though for some reason when I asked her about my business, she just used a hot dog-fart analogy. Nevertheless, she is full of energy, full of insight, and I think you guys are really going to love this episode of Just the Tips.

Outline of This Episode

  • [3:45] Krista’s origin story
  • [5:53] The secret to staying on top of your game
  • [9:18] Creating a great customer experience
  • [17:25] How she built her coaching business
  • [20:36] The overnight success that took forever
  • [27:50] Working with entrepreneurs

Resources & People Mentioned

Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod ( Licensed under Creative Commons: By Attribution 3.0 License

Connect With James and Dean

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