Krista Mashore: Krista Mashore Coaching

REE#145 AUDIO

Krista Mashore: [00:00:00] Serve, not sell, to become known as the top agent. And what every agent should be doing right now, whether they're a brand new agent or a top producer to maintain top producing status and even then some, or to, as a new agent dominated top producer.

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Tracy Hayes: Hey, welcome back to the Real Estate Excellence Podcast. Today's show, we are going virtually with one of the top real estate coaches in the United States. This former teacher sold 69 homes her first year as a solo agent. She has done as many as [00:01:00] 160 plus homes with just an assistant and a transaction coordinator.

She's now a digital marketing coach speaker. She has been recognized as one of the top 100 agents nationwide by Wall Street Journal. This dynamic agent, author and coach is the owner of. Homes by Krista and Krista Maor Coaching. Let's welcome Krista Maor to the show. 

Krista Mashore: Hi. Thanks for having me, Tracy. I appreciate it.

This is 

Tracy Hayes: awesome. Thank you. And I was, as I was talking, Shaw, I was, I was really digging in and obviously I started preparing my questions a few days ago, and it was great just to go, I mean, your Instagram and, and anyone listening right now needs to go on Krista's, Instagram. Each of your, obviously you've been doing it a while.

a lot of people like to be as, as good as you are, but I, I, I could just simply go through each of those panels and each of your clips and you're, you're talking about a civic subject and I could come up with questions coming out of it, and it's so anyone watching or listening really gets some great advice on your Instagram.

Krista Mashore: Ah, thank you. I'm, my goal is to try to [00:02:00] do more on Instagram and TikTok like every day. So I'm focusing on that right now. 

Tracy Hayes: Mm-hmm. Now, I was watching you, you went live this morning From your, bathroom, cosmetic counter. Yep. We could call that. And that you were talking about getting on every day.

more or less if I re, if I recall from this morning, pretty much you try to be top of mind. Is that what your goal is with that live show? Yeah, 

Krista Mashore: my goal is just to offer as much value as I can on any, on any channel that I'm going on. that's how I was a top one pursuit person. Agent was, I, I was, I, I learned to become an expert marketer, and the way that I would market was through education and adding value.

I call it serving, not selling, and that is exactly what I do in my coaching business as well. So we, we just give tips and tricks and help people. it's a great way for an agent to, to stay top of mind. and and the more consistent you are about it, the better. There's, there's a study, there's something called the Parasocial relationship.

And what that means is, is that, research shows that, because when we were younger, we used to watch the boob tube. Our brains are, we've been, we've been programmed to see [00:03:00] somebody on the other side of. The screen and we kind of start to see, think that they're, they're an authority and you start to build a one-sided relationship with them, and you feel like you know them and you, you start to trust them and you like them.

And so that's the whole idea behind producing content on a consistent basis, letting them see the real side of me, you know, being as authentic as possible. And just really adding as much value as I can. Because if I can do that and I help people, then it's gonna position me more as the authority. And people want to work with not only people that they like, but all, and that they know, or they feel like they know, but also people that are more of an authority.

So 

Tracy Hayes: that's why teach. Well, you know what I, what I liked, liked about it too. And, and we had a great, event here yesterday with some top producers talking about, you know, social media from YouTube through all the other different platforms. And the one thing I noticed, you know, you. Put yourself out there.

Obviously most women, they want to make sure they got the makeup on there correctly. They got, you know, and you're putting on your makeup while you're, while you're doing this right in your own house. And I just, The [00:04:00] authenticity of that and just being vulnerable and you being you. I think you, if anyone, you know, obviously, follows Krista, she'll put on her live show.

Obviously you're on the west coast, so you know it's, it's later in the morning here, but you are, you're putting yourself out there and being real, you know, really backing up what you're obviously coaching and, and saying here, 

Krista Mashore: And that's something that I'll tell people, tell me more than anything.

Like, we like you cuz you're normal and you're real. I, I don't do it that for that reason in the morning. I do it for that reason in the morning because I, I'm trying to create a habit and research shows like when you have an anchor, something that you do, I. Before something else, it, the, the habit will most likely stick.

So I've gotta put my makeup on every day, right? Mm-hmm. and I like to do it early so that I'm prepared for whatever happens. And so it's just the perfect time for me to hit record as I'm getting ready and it forces me to do it. My goal is to do at least three times a week. I've been doing it closer to five, but one of my coaches told me five year years ago, he said, Krista, you've gotta post every single day.

And I didn't do it. And I wish I would have because my, my reach and my [00:05:00] amount of impact would've been, you know, 500 x had I listened more. Measurable. Yeah, exactly 

Tracy Hayes: right. At this point, you had a quote here, I stole this. I don't know if this was on your website or whatever, and I was going through all your different, materials and when you do what you love, people love what you do.

Where'd you come up with that? 

Krista Mashore: Oh, that was my, my real estate slogan from years when I first started. I. I hired a branding coach and they just kind of interviewed me about, you know, who I am and what's important to me. And I, and I, I believe when you do what you love people love what you do. So that was on everything everywhere, all the time.

and it's true. You know, it's like when you work with someone who enjoys what they're doing, it, it's so much easier. Like you're gonna love what they do. So that's one of my 

taglines. 

Tracy Hayes: Yeah. I, I want to get into that start, but I picked up an, was, I think it was in chapter four, which is where I pretty much, finished up here today with Stop, snap and Switch, which is one of, one of your books.

if you want to just tell us a little bit of, you know, what, the audience, what that's about, but the quote I got out of [00:06:00] there, which is a classic and I think, you know, the. Meaning in the first four chapters, like you're saying, you know, being positive and getting rid of the negativity, but the line I love was failure is better than regretting.

Yes. Tell me a little bit, you know, you've had a, a, you know, when we look back, you know, you've had a tremendous career and you're, you know, you're going even further, right? You're, you're constantly looking to grow and, and you're coaching and, and, and the real estate agents you're influencing. But when we go back to tailor into when you first started, if I got your LinkedIn correctly, it was around 2006, you got started in real estate.

Is that correct? 

Krista Mashore: I got 2001, two. Yeah. 2001. 

Tracy Hayes: No. Okay. so, you know, looking back then to where you're at now, did you even have, you know, the one, the mindset you talk about in the book, then what was your mindset like at the beginning? And then have any vision whatsoever where you're at right now? 

Krista Mashore: It's such a great question.

So [00:07:00] I, I think I, I think I might need to tell a little bit about my story here. Mm-hmm. And I, you know, I, I've, I've written five bestselling books. One of them is, you know, stop, snap and Switch, train Your Brain To Unleash Your Limitless Life. And it's basically all about mindset, which would be a great book for real estate agents to, to read, because I believe that mindset is more important than skillset.

but I also wrote, wrote, wrote a book, sell a hundred Homes a Year. because I've done that every year in the industry, pretty much. And so when I first got into the real estate business, I did it kind of by default. So my daughter got sick, I was a teacher. I taught full, I taught third grade for six years.

I have a master's degree in curriculum and instruction. I wanted to become a principal. My youngest daughter got sick and she almost died. And so they told me that she probably wasn't gonna make it and that if she did, she was gonna have major like hurdles to go to go through. So I ended up leaving my full-time teaching job to be a stay-at-home mom to take care of Kaylee and I.

I thought I'd get into real estate to like play real estate, so I could mostly focus on being a state mom you have for [00:08:00] free time, right? Yeah, that's what I thought. Right. Well, at, at the time, very quickly when I left my teaching job, we had just bought a brand new house and I found out that my husband at the time was having an affair and just a few weeks there, his new girlfriend was, Picking up, picking up my daughter.

She was driving my car, believe it or not. It was Thanksgiving day and I, I just remember feeling just so miserable and sad and, and quite. Just feeling like I'm not, not good enough and you know, why would he do this to me again? Cause that had me before and I realized that I had to just make a choice, which was to, I had to figure it out because when he left, he also drained our bank accounts and we had just got a brand new home.

So I went from, needing to play real estate to having to. Keep my daughter's, you know, household over their head. So I did not have the best mindset. I mean, my family was ripped apart. I, you know, I was, I, gosh, I lost like 30 pounds [00:09:00] and I, I would put on a smile every day and I'd go out there and I'd work, but then I'd get home and I'd, I'd just feel the loss of the family and the pressures and the, you know, all that.

But I ended up selling 69 homes my first year in real estate. all of which were buyers. And I realized very quickly, like buyers was not the way to, to have it work. So I started trying to focus more on sellers. And I did amazing. Like, you know, my, like I said, my b my best year was 169 homes. And, the reason I did so well was because I had to, it was like I, I had to keep my daughters in that house.

And the reason that was so important to me was because I hadn't lived at home since I was 13. Mm-hmm. I was in a group homes and, foster homes and juvenile hall and all that good stuff. Since I was 13, so I, it was very important to me that I keep my daughter safe. And that's why I wrote the book Stop, snap and Switch, because there was a time in my life that I really had to focus on my mindset because of the, the physical abuse that I had ha had endured as a child.

And I realized that if I didn't get that in check, like. My life could either go one of two ways. I could, you know, most foster kids end [00:10:00] up on drugs. they end up homeless. The, the less than 1% of foster kids go to college. because they're like, when I turned 18, they said, you gotta go. You know, I was kind of thrown on the streets with, with nothing, quite frankly.

So I, I, I had to make a choice at one point, like, I'm gonna make this work. So I decided that I was just gonna be a fighter, and I was gonna work on being the best possible version of myself, which is I have years to go and I'll never stop doing that. and so the, the stop step and switch book was more of a passion project because I really have learned how to train my brain to work, work for me.

And I'm very, very, very successful. Not just money-wise, which, you know, I'm a multimillionaire, but it's, I'm very s I'm happy and I've got a great marriage and I'm, I like who I am and I. You know, it's because of the mindset work, so. Lemme, I think I'm about 

Tracy Hayes: question. You follow, Tony Robbins and, and, and others, you know, based on some of the stuff just hearing, you know, your social media or in the book, you know, you mention him, actually try to impersonate him in the book on the [00:11:00] audible.

But anyway. when, oh, I know I did. 

Krista Mashore: Huh? You heard that? Yeah. Chapter 

Tracy Hayes: four. I think it was somewhere, somewhere late in chapter four. You try to impersonate. But anyway, Tracy, 

Krista Mashore: thank you for reading the book. I really appreciate that. You're so sweet. Thank 

Tracy Hayes: you. When do you come to the, you know, you know, I'm, I'm a little bit older than, you know, I'm 52 and, you know, we hear these things and personal development's been in and out of my life, different times I've purged it and, and so forth.

And more lately, you know, been on a regular consistency reading books. Obviously since I got into podcast, I listened to other podcasts and so forth. But when do you come, you, you. You're, I, I've had on the show many, you know, many women who are stay-at-home moms in similar situation to you. All of a sudden they're divorced and now they got their own household and they gotta, they've gotta be the breadwinner, like you, similar to you.

And when do you, this mindset, did you start listening to other people who picked up or was that something you internally just figured out for yourself? Oh 

Krista Mashore: no. I re I am an avid learner. [00:12:00] Like, I'm pretty weird about it actually. Like my hobby is learning. Like I, I've, I've spent over a million dollars in the past five years, like, hi, like hiring professionals and.

Coaches and consultants to, to be the best ver version of myself that I can. I, I've listened to so many podcasts, listened to so many audio books, read so many books. and it's, it's funny because when you do that a lot, it just starts to become a more of a part of who you are. And so it's really, I've learned to train myself for it to become, Just a part of me.

Mm-hmm. And, you know, when I first got into coaching, I was like giving, teaching people, giving them all the tactics. Right. Here's how you do a funnel, and here's my listing process and here's how you do a Facebook ad. And I realized that they weren't getting the success as quickly as I'd wanted to. And I, I, I was so, I thought what they needed was just all the tactics and it, they weren't gonna be happening.

This, they had the tactics. Now I still give that to them, but I spend an enormous amount of time on their mindset really training them to, you know, To be the best version of themselves, to think positive, to expect good results, to visualize what they're doing. And once I [00:13:00] did that, they started to get results faster.

And then they were able to utilize all the tactics and the strategies that I was giving them because they have the mind, right? And so I mean it, when I say mindset's more important than skillset. I mean it all the time. Like people will come to me and say, tell me how you sold. You know, how do I build a funnel and how do I do this?

It's like, we're getting there first, we're gonna work on this. And, You know, it, it's, sometimes it's hard for the type A personalities, like myself, I'm a type A, like I want everything, give it to me now. But I, and I have to remind them and they, they listen and things work out much better. So it's just, it just, 

Tracy Hayes: the, the people that are coming to you, you're, you're, you know, when used word average, but the typical person, typical real estate agent.

I think you work with some, you've mentioned loan officers as well and, and some of your stuff. Like you said, the, the mindset is, is it because some of the stuff that maybe you, you're doing, and of course you've had a success and perfected it, then now you're giving 'em this, you know, this perfect sword, right?

This, this, you know, and, and now you're handing it to them. We're trying to hand it to 'em and realize they don't [00:14:00] even know how to hold onto the handle. You 

Krista Mashore: know what I'm saying? That's that's right. That's exactly right. Right. That, that's, that's true. So, but you know what's funny cuz I have like brand new agents that come to me.

I have middle of the road agents that are maybe selling 20, 30 homes a year. And I have agents that are like selling a hundred homes that come to me and we help all of them. and you know, it's so funny because real estate can be the most lucrative business. And like if agents would just, and lenders would just take the time to really, really learn how to master their craft and how to not just be a commodity.

Every agent is taught to do the same thing. Open houses, cold calling, door knocking, right? They're, they're, and we were taught to do brokers tour. We were taught to do all those kind of things because we didn't have technology, we didn't have social media, we didn't have a video. and so, It's such like, I know dentists that don't even make a hundred thousand dollars a year.

I have a really good friend who is an anesthesiologist, makes around $500,000 a year. doctors and attorneys, like they, there's a ceiling on what they can make and then there's not. [00:15:00] With real estate, my best month in real estate, my best month in real estate, I sold 26 homes in one month and my commission was over $360,000 in a month.

Mm-hmm. And, I mean, as a teacher, I only made $60,000 a year. But the only reason I was able to do that was because I positioned myself as completely different and unique than my competitors, right? So like when people would see me, there was nothing to really compare me to because I was doing things so completely different and then validating as to why I was doing it, why was I positioning myself that way?

I call it winning before you arrive. I would win before I even walked through the front door because people already knew me. I showed up as a leader. I was, different. I was innovative and I was completely contradicting what everybody else was saying. So therefore, like they, they couldn't even really compare me, if that makes sense.

And I think any. 

Tracy Hayes: position or an attitude, that you took to be out of the box just because that's you and you did that right out right outta the bat, or did it take you a little bit to learn a little, you know, get a little more comfortable with 69 homes in the first year? You must have been out of the box a little bit, 

Krista Mashore: [00:16:00] I imagine.

Remember Tracy? I had you because my, I was brand new home. Two, two daughters, single mom, no money. Like, I had to do it, right? So, you know, and this is, this is gonna kind of date me, but I remember getting into the industry and thinking how. Can I be different? And so like back then when people were doing, when they'd sell a house, right?

I'm just gonna give some examples of things I did. Mm-hmm. I, number one, I, I, I invested money in, in myself to market myself and so I. On a, on a sign where everybody else was doing black and white one page fires. I would do four page color brochures. You're talking 20 years ago, I'd spend the money making the brochures.

I would go and get a CD and put 50 pictures on the CD and put the CD on the sign with my little label on it. Right? Yeah. I marketed on at the movie theaters, and I did, I hired a video guy, like not, it was 11 years ago, but nobody was doing video 11 years ago. And I, I paid a guy like $6,000 to do like a little mini commercial with of me and I put that on the movie theaters.

And so they would see me at the movie theaters doing a video. I would, I am marketed on [00:17:00] Comcast, our local, our local television. I did everything that I could that was, that other industries were doing to be successful. And I put them into the real estate industry very similar to now. When the market switched in 2008, I was lucky enough to have short sales and foreclosures.

I worked with like 13 different asset management companies and banks. I had, I had Nationwide Aria Brokers, Wells Fargo, Wacovia, green River Capital. I had a hu, the head account, the Freddie Mac account, and I sold foreclosures. Well, when the market got better, all of a sudden all my foreclosures went away and it, I went from selling 160 something homes like down to 17.

I was like, what's going on? And what happened was that I hadn't been marketing. Nobody knew who I was. All the foreclosures stopped. And I realized at that point, Krista, how are you going to outlast last this? Nobody knows who you are. And I made the decision to become a top marketer. So, and I also made the decision that any listing that I got, I was gonna market the heck out of it and treat it like it was a million dollar listing.

And I did that. And I started, you know, doing [00:18:00] videos on all my properties, running Facebook ads, targeting the audiences, retargeting. doing community, you know, interviewing community events, interviewing community professionals, doing videos and running ads behind it for all the local businesses.

And next thing you know, back up over a hundred homes. So, the reason why most real estate agents have to fight for their commission, or quite frankly, the reason why commission even becomes a question is because they are doing what everyone else is doing. They're, they're a commodity, Think, and I say this with the love, everyone, I'm just trying to help you. I want you to think about gas, cellular service, you know, internet you're doing, you're you're looking for the cheapest option because they're all virtually the same. So, because it's a commodity, If you want, when it, when you as an agent can position yourself as different, right?

Think about what can I do to, to stand out, think what can I do to make sure that anytime somebody thinks about real estate or that your local community or a certain neighborhood, they think about you, you can do that by not doing what everybody else is and by becoming a marketer, right? Like utilize marketing and [00:19:00] innovation and, and add as much value as possible, right?

Serve, not sell, to become known as the top agent. And this is how. And what every agent should be doing right now, whether they're a brand new agent or a top producer to maintain top producing STA status and even then some, or to, as a new agent dominated top producer. Right. 

Tracy Hayes: Right. How, You've had coaches, but at what point, again, in your, your career?

I, cause I always like to listen. I always think they're of good people who are listening is maybe someone thinking about becoming an agent or I've got a lot of, you know, younger agents, two to three years, you know, in the business. Maybe you've hit a lid. Never really got started off on any fireball like you did that are watching and hoping to pick up tips from my top producers that I have on.

some of my, top producers, they hired a coach right away cuz they came from corporate America and they understood. Stood that, when did you start, or did, or who was some of your first mentors or, or when did you start actually paying for a coach? 

Krista Mashore: I was probably, Around six or seven years [00:20:00] into it.

I did a lot of online research myself. and, and this, this is gonna sound kind of conceited, but as an agent, I found a really hard time to find another coach coaching company that taught real estate that was more experience than I was. So, and I say that with total respect for other coaches.

That's not the case though. When I went into the. Coaching industry. When I went to the coaching industry, I realized, man, I need help from someone who's done the, the thing. And so I've invested, like I said, over a million dollars, learning how to master being a digital marketer and a coach, right? and I've hired some of the best people in the world, Russell Brunson, Alex, or Mosey.

I mean, I've hired all of 'em, right? Mm-hmm. Because I really wanted to, to, to gain their knowledge quickly. so I'm, I've, I've been educating myself for forever, but not the coaching probably around six or seven years. And it, I had a really hard time finding a real estate coach that did well. So I would go outside of the real estate industry to other businesses, to help me become a better real estate agent and utilize the outside of the industry practices into mine.

Is, is what I did. Like for example, I hired a real estate [00:21:00] coach, I'm sorry, a Facebook ad specialist. Like 11 years ago, and he taught me how to run Facebook ads. Like nobody was even thinking about Facebook ads. But I, I thought if this is working in other industries, it can work in real estate. So, I would hire coaches like that, you know, business coaches, personal development coaches, and then bring it into the, into the real estate industry.

Do you, 

Tracy Hayes: do you think you, you mentioned your success during the 2008, 2009, 10 to foreclosures and so forth, because you were actually going out of the box and like you said, you were using. Marketing techniques and skills that other industries were using. So you were actually being that expert to those people who are, were in charge of those accounts that you were, yes.

Those foreclosure accounts. You know, like with Wells Fargo example, 

Krista Mashore: Yeah, so what I did was I wrote a book on, short sales and they wrote a book on foreclosures, and then I, would send packages to the different asset management companies and banks to their, to their, their foreclosure departments, like a big [00:22:00] package that showed.

It, it, I put a package, a, a thing of socks on there and a thing of pop rocks and I'd say, let me knock your socks off or let, let me pop your socks off. Something like that. Yeah. And I would put in there, like my, my business plan of showing them that I had my B P O certification. I was a, a certified dress distress property expert.

I showed them the team that I had, that I had contractors, I had money in the bank to do the repairs. I was, I got my BPO certification. I let them know that I know how to. and I just started sending those out like crazy until I landed my first one. My first one was Nationwide, r e o Brokers, Richard.

Richard, was it Richard? Richard, I forgot Richard's last name. Richard was the first person to hire me, and then he referred me to, to another one. And then once people know you're doing foreclosures, because it kind of starts to get known, then other places pick me up. So that's how I did it back then.

Mm-hmm. 

[00:23:00] 

Krista Mashore: what were, you know, as, as a new agent? Well, you know, you know, 69 home, I know I lemme can outta my top agent. What are some of your challenges, but even with 69 homes, I mean, like you said, you're, you're, you were mom kind of doing it part-time a little bit. All of a sudden you're thrown out there and you gotta go pedal to the metal.

Tracy Hayes: What were some of the challenges you saw as, as an agent then, and then when you're coaching today, some of these agents, the challenges that you experienced early on that. That you're able to [00:24:00] share with your coaching clients to help them through and hopefully they don't have that challenge. 

Krista Mashore: You know what I, what I would, so can I kind of change the question a little bit?

So yeah, if I was talking to any agent right now, and if they were to say, Christo, what would you suggest I can do to increase my business, whether I'm a brand new agent or whether I'm somebody who's kind of doing. Middle of the road or, or whether I'm a top producer, what could I do to really, you know, if I was to commit to doing it consistently, how can I have a different business 12 to 18 months from now?

Now, here's a big part of the problem with most people is that you say 12 to 18 months and they're like, oh my God, I want it now. Well, that's not how any. Business works, right? So many businesses are actually in the red for years and 

Tracy Hayes: years before they're ever popular. Five years is often that they've exactly 

Krista Mashore: used.

Yeah, exactly. Exactly. So, and you know, time flies by so fast. So I would say is I would, and this is what I did when the market got better, so the market got better and I was, you know, so selling all these foreclosures and the market crashed. I mean, I'm sorry, it got better. All my [00:25:00] foreclosures, and short sales, they all dried up, right?

So I was like, oh my gosh, I've gotta turn this around. So I remember going on a listing appointment and I didn't get the listing, and, and they said, Krista, we didn't hire you because you are a. A foreclosure person. The last guy said you were a foreclosure queen. And I was like, oh my gosh, I am a foreclosure queen.

So I thought I'm gonna become the digital marketing queen. So this is what I would do if I were you as an agent. I don't care what level you're at. This will work for anyone that I have proven this over and over again to other agents in any market. Okay? Is I want you to pick a community, pick a neighborhood.

And I want you to become what I call the community market leader of that neighborhood. Anytime somebody thinks about that neighborhood, you need to make it so it's impossible for them not to think about you. Well, how do you do that? Well, I want you to start creating as much content as possible about that neighborhood.

What are the sizes of homes? What are the styles of homes, the price points of homes? I want you to do a a neighborhood specific market update [00:26:00] every single 30 days. Send out using every door direct. stats for the past 30 days of what's active pinning and sold. Take a QR code drive, put 'em on that on that paper, whether it's a three of you door direct and it's postcards, or whether it's in their mailbox.

Take a QR code, drive it to a community specific funnel. Have that, and say, put on the, on the card for your local Deer Ridge market update every month. Click on here and then you're gonna do a use zoom or loom, and you're gonna have a video of you talking about what's going on in the neighborhood.

Then on that same page, this is what I do. I do this for five different neighborhoods. and I do one for a, a neighborhood buyer, one for a neighborhood seller. So if a seller calls me about listing his house in a certain neighborhood, I can say, great, before we meet, go to this, this, it's basically a glorified website, right?

Go to this funnel. I send him there and it's all about their neighborhood. And then there's a, a local market update just of that neighborhood. Then I've got a 15 minute video that shows all the things that I do to market homes, which positions me as [00:27:00] different. Then what I want you to do is, If there's a national update that you've market update, which I do every month, put that on there, put seller tips on there.

Have a specific community related videos where you've interviewed local restaurants, or you talk about things that are to do in the neighborhood, or you're educating people on what the HOA does or doesn't provide. I. I mean, that is what I did do way back in the day when things changed. I didn't use funnels back then because it didn't ha I didn't, they didn't have funnels, but I, I created content all the time.

I sent postcards, so now we do the same thing I did 10 years ago, but just with the digital twist on it. I'll tell you what, I, one of my students just yesterday was like, Chris, I got an eight $50,000 buyer. He said, he never, ever goes to anyone with the listing agent, but because I am the expert in the community, she had her, she had her little sign at the house.

QR code directed right to her community, neighborhood, funnel, and boom, she got the listing or got the buyer. So it works, and it works for a couple reasons because you're, you're developing a relationship with people, [00:28:00] you're adding value to them, you're educating them, you're showing that you're the expert in the authority in the area.

You're, you're making sure you're top of mind and you're serving, not selling. Right? And the more you can serve and not sell, the more money you will make. So, It's kind of like getting people before things and the things will come. So that, that will be 

Tracy Hayes: my, and we'll dig in a little bit to that, because obviously Yes.

You know, I'm, I've heard you say this and I'm, I'm totally on board, from that standpoint, I imagine you have agents, and I know there's agents, if anyone's listening to what you just said, the first thing there's, they're gonna be is like, oh my God, for me to build this website and all those things that you kind of rattled off there, which was probably not everything that you put on a website.

But you don't have to start the website with it being perfect. Am I right? 

Krista Mashore: Yes. And I love that you say that. So first of all, anything that that's new that you're doing is gonna be hard until it's not right The first time you rode a bike, like you've gotta cr a walk, you gotta crawl before you can walk.

You've gotta walk before you can run, right? You've gotta wear poopy [00:29:00] diapers before you can, you know, use the potty. Like we all started somewhere and things seemed really hard. And it's, it's hard until it's not. In the beginning when you're learning something, it's gonna be difficult, take more time, but then you can do it.

But even if you just did a neighborhood market update every single month. Using Zoom or lumen, you pull up the, the neighborhood comps and you do a three minute video. Now that's gonna be amazing and you, you just send that every month to people. That's a hundred times more than everybody else. Now I know a lot of you are thinking, well, I don't like doing video, and video scares me.

I. Nobody does like video pe It's are people are afraid to death to do video. We're afraid if we're gonna make a mistake, are they gonna like us? Are we gonna do, we know we're afraid. We have a big nose or we have an accent, or we're, we're not smart enough. Number one, yes you are. You can learn when you go on a listing presentation, you can't put a bag over your head.

That's what you look like. That's who you are, right? You're smart. You can learn things. You just have to be one step of the head and report back. It is the [00:30:00] fastest way for you to dominate any industry, whether it's a real estate agent or a lender, or a chiropractor or a dentist, is to become the community market leader of that field, right?

Add value, produce content, make sure people are actually seeing it. How do you do that? Well, start, you know, like when you do this, I'm telling you, I've seen it over and over again.

My students, I've got over a thousand students right now. I've helped thousands of students in the past, you know, five years. This is what I teach them. Become the community market leader of your area, become a marketer market using education, adding value. Make it so it's impossible for somebody not to think about you when they think about real estate.

It's the whole reason why I wrote books, right? I wrote, I write books because I wanna educate people and add value, and then I wanna bring them into my world, show them that I'm the expert. That's the whole reason why I teach my students how to write books, you know, for their, their area. I, you know, they, they, when you do things like this and you're, you're just being different and everybody else, that's how you're gonna be able to dominate.

So [00:31:00] you just gotta start like, as many tools as you can keep adding to your toolbox the better. And now I've 

Tracy Hayes: heard you, you mentioned funnels a lot of times, so I want you to dig in and, and, and gUnify that for us, cuz I know there's some people going on the, the funnel is actually what, you know, the. They really don't fully understand it.

Yes. A lot of people, I won't say a lot of people, cuz the few people that I know that are doing what you're talking about, like shooting the videos, are pretty much just kind of putting 'em on YouTube, which is great. Yeah. They're searchable, but the power of leading 'em to right that a com, that community.

X, Y, Z website where you could start creating the funnel. Explain the power of 

Krista Mashore: that. I, okay, so let me, so I want you to think of a funnel, and this is why a funnel is so much more advanced than a website, because when somebody goes to a website, you don't know why they're going there. Are they going there to, you know, search homes?

Are they going there to look at your testimonials? Are they looking at your recipes? Are they trying to, like, why are they there? You don't know. But when you drive traffic or people to a [00:32:00] specific funnel for a specific reason. So for example, if I'm trying to go after sellers and I create a marketing campaign where I provide information and value targeting sellers, And as the sellers start to watch the content, I'm gonna funnel them down, right?

And I'm gonna drive them to a specific funnel that talks about a specific thing selling. Just like the neighborhood, if I'm trying to dominate a certain neighborhood and a seller, or a buyer calls me about a neighborhood, I'm gonna send them to that neighborhood community funnel because it's, it's positioning me as the authority and it's just specific to that neighborhood, or to a buyer, or to a seller.

Does that make sense? Mm-hmm. And. That's why it's so powerful. And it's not a hard, it's not a hard thing to do. I mean, there's so many, I have my own software and we have all the funnels done, and people just change the colors and put their videos in. They're already done. It takes, take 'em an hour or two, right?

Mm-hmm. it's not hard. It used to be way harder. Think about the first time as an agent that you, you wrote up a contract. It took [00:33:00] you six hours to write a contract. Now you can do it in three minutes, eating a sandwich and watching tv, right? Because you got better at it. It's just like anything else. So when you drive traffic or people to go to a funnel, you know exactly why they're there.

And, and, and the, the deeper that they're digging and the more time they spend on it, which you can track that too, you're gonna know how serious that person is. So, for example, We will run ads on Facebook where we target sellers and we'll, we'll target sellers by identifying a problem that sellers are having and speaking to that problem.

When somebody watches that video, I can then say, okay, somebody watched this video, they watched 50% or more of it. Now I want you to send, send them to the next video on selling. Right. They watch that one. Then I send them to my, my funnel, and now I'm like, Hey, would you like, would you like a market update?

Would you like me to give you a market analysis on your home? Well, they're much more likely to say yes to that and give me the contact information because I've already educated them on the process and I know who they are. 

Tracy Hayes: given them [00:34:00] something? Yes. You've given 'em a little education.

That was your gift to 

them. 

Krista Mashore: Exactly, and most people are trying to jump in bed before they've ever dated, right? You've got a date and flirt before you can go to get married and go to bed. That most, most marketers do the opposite. And so now, if somebody's gonna give me their contact information and they already know who I am, and I know they're probably thinking of selling because they've asked for home analysis, now I can follow that up with a very, very targeted, Plan to make sure that I get that appointment.

So what does that look like? Well, I'm going to drop off a copy of my marketing plan. I'm going to drop off a copy of my book. I'm going to send them a 15-minute marketing video. I'm going to then email all those things to them as well. I'm going to like, I'm going to do everything that I can to position myself as the authority and to win before I walk through the front door.

you get a win before you arrive. And so you're doing this because they're watching movie videos of you. You're educating them, they're getting to know you in the process. They're seeing you as the authority. Now. You drop off all these things [00:35:00] to them after. It's like it's gonna be impossible for you not to win.

Right. So that's the whole, it's the whole goal 

Tracy Hayes: behind it. Well, well it was brought up the, I mean, the great event we had here locally yesterday, and one of the, you know, I had three of the four. People had already been on the podcast, so I know there's stories in their, their mindset, but you know, they, they will all say when they're, when they've seen you on video, they, the credibility.

Goes through the roof, influence goes through the roof, that when they actually do say, yeah, come out and let's talk about selling my home. It's not you trying to beat out somebody else, it's just you telling 'em what they're, what you're gonna do. And I know one of the agents said they were ready because they watched my videos and, and, other stuff that literally when she walked in the door, they, they were ready to sign the contract.

There really wasn't much of a discussion or, or a sales job. 

Krista Mashore: Tracy. That is, I mean, I, I hear that hundreds of times when you do it correctly and you, and it, it's so true because people [00:36:00] are binge watching, right? And there's, there's, there's study after study that shows that the more somebody likes you, the more likely they're gonna wanna work with you.

And when people are watching your content and you're, they're educate, you're educating them, they're. Developing a one-sided relationship. It's actually called a parasocial relationship. So like commission does not come up. It's like, where do I sign? I, I just, one of my students just posted a thing, he's like, Krista, thank you so much.

He's like, I just, I just, demonstrated winning before you arrive. They went out listing presentation yesterday and I asked him if they were interviewing any other agents and they said, heck no. We watched all your videos. You're our guy and, you know, signed a million dollar listing. So it works and it works with, with, with luxury properties.

It works with. Anything but the reason why it doesn't work for most people is because they don't give it the time it takes. They're not consistent with it. You've got to be consistent and understand that people don't just all of a sudden one day wake up and say, I'm gonna by herself. It's a process. So it might take a few months.

It will take a few months for people to be seeing you over and over again. And then they'll start referring you, and you don't even know they're, they're referring you, they're watching. You [00:37:00] don't even know. And so after time, all of a sudden, it's like when they think about real estate, they're thinking about you because you are showing up wherever they're where, wherever they're looking, right?

You're on their news feeds. You're in their, you're on their, their Facebook accounts, you're on their Instagram accounts, you're on their YouTube accounts. I will say, though, do your best to make sure you're properly getting the video out there. That's, that's the biggest mistake I see people making is they ju they only post.

Organically and they're not paying for any ads. the quickest way to get the price 

Tracy Hayes: tip a little bit into that, because I know you, you spoke earlier about hiring a Facebook advertising expert, or coach tip, a little bit of that, you know, what should an agent, you know, I think most of 'em are going, they don't know what to spend, right?

Yeah. What it should spend a hundred dollars or spend a thousand dollars. Wh where, what is, a coach likely to some insight on what that's like. So 

Krista Mashore: most of my students, we actually teach people how to run Facebook ads. So that's what I teach. I teach them how to create content, how to feel confident on, on camera, what to talk about, how to properly target people, and then how to [00:38:00] run Facebook ad campaigns around all the content.

And so they usually start off around 250 to $300 a month. And then what happens is they see the results. And so they, they, well, they wanna quickly start adding to it as soon as they can afford to because they see the results. And the reason why it works so well is because like I will create a video that I, I have people watch before I meet with them and it'll compare like how I market my properties compared to Zillow.

And I'll show them, look at Zillow. Got 1300 views. I had 280,000. This video on this house in your neighborhood got 700 hours of watch time. And I'll show them like five or 10 different. You know, houses that all look like that, and I, I, I pos I show them that, hey, this is important because the more exposure I can get for your property, the more eyes I can get on it for you, the more money you're gonna make.

And so, not only does this help the seller when I'm running these, these market campaigns, but it also helps me because I'm also marking myself at the same time I'm being seen by the community at the same time. So it's like really, really a [00:39:00] win-win. And it becomes impossible to, to compare, to beat me because no one else is talking about that.

Right? They're, they're saying, Hey, we're gonna do open house. And I say why open houses don't work and how they're really ineffective and how they're dangerous, and how this is a much better way because people are online. That's where they're going. So it's just expand 

Tracy Hayes: a little bit on that. I can't remember.

It was one of your Instagram reels. I think that's where I saw it, where you, you don't actually do open houses you like to do. The video, how, how do you present when you're doing an open house? 

Krista Mashore: So, if I was gonna do an open house, I would do it, a massive digital twist on it. But when I was an agent, you know, the past five or six years, I didn't work weekends or I didn't work nights, I answered my phone.

But that was about it because I, I would tell people, listen, I know that you want me to do an open house, but. Less than 3% of homes nationwide, according to the National Association of Realtors, sell with open houses. An open house is gonna help me because it's gonna help let me meet your neighbors. An open house is gonna help me because they're, if they're just in case there [00:40:00] is a buyer that walks by, they're not gonna be qualified.

Probably can't afford your house, and so it's. It's not good for you. It's good for me. And so if people are telling you they're gonna do open houses, they need to explain to you that. And number two, I'm going to buyers. Where buyers are looking. 98% of buyers start their home search online buyers know more about your property than you do in most cases, and definitely more than their agent.

So my goal is to mar target your property to buyers, where they're looking, which is online. Give them all the information, give them a virtual walkthrough, and then I show them the results. It's like, look, here's the last 10 houses. Look at how many views we had. Look at how much watch time we had. Look at how many engagements, how many people liked, comment, and shared.

I mean, we show them thousands. Look at Zillow. Right? So what do you thinks more, more valuable for you? For me to target people that were looking at homes six months ago that are probably more likely to look now and target right now that are looking online, or for me to do an open house. I wanna market one to one to many, not just one-to-one.

And I wanna make sure that the people [00:41:00] I'm marketing to are actually qualified, right? So, When you go through that process and you actually explain to people, they're like, oh my gosh, I didn't want you to open house anyways. It's such a pain in the butt. I'm like, I know. You know? So just about educating people.

And when you say it, cuz it's true when you say it that way and no one else is saying that again, it just elevates your authority. It elevates your status because you're calling out the white elephant in the room, which everyone knows about. And then I say, look, if you. Really want me to do an open house, I will do it, but here's how I'm gonna do it differently than everybody else.

And then I explain our digital location, domination, open house strategy where we, we, like, we do a massive open house campaign. I won't get into it now, but it's right. Very similar to the whole Facebook strategy where we're targeting people. We're, you know, we're, we're sending out content, we're, you know, we're driving the virus to a, to a.

To the funnel for the neighborhood where that house is on there, where there's all these other things that we're doing to elevate us as as being different. 

Tracy Hayes: L let's assume there's some people on, and I think lavi, I think most people don't understand the power of what, you know, I [00:42:00] know you've mentioned, I think it was in the, in the book there, the stop snap and switch where you're talking about master master one, or it might have been in your Instagram master one social media.

Thing and you really poured a lot of time and energy into understanding Facebook front and back. When you go to boost that or advertise, you've done all the videos, you've got the whole presentation ready to go. What are you telling Facebook to do when you're spending money? Cuz you can really, really direct that ad, can't you?

Krista Mashore: Yes, don't Boost boosting does not work. You want to be able to use the Ads Manager account to target your specific community and then you, then that gives you the ability to retarget. So what that means is I'm telling people, Hey Facebook, I want you to find, it used to be easier, like they have, Facebook has things like, You know, they could tell when people are going to homeowner sites and things like that.

They don't have that anymore, but you can say, I want you to target this radius and then show my video to these people. Put my video in [00:43:00] front of people that are more likely to engage with it, like commode share. Put my video in front of people who are more likely to actually watch the video. Facebook has so much data and they, they track everything that we do, so, right, and it wants to work for you when you're paying money.

Facebook wants it to work because then Melanie, you'll continue to pay. So thing is okay 

Tracy Hayes: if I, lemme doubley that for me to make sure I understand. The audience understands, you know, we obviously, in the old days you did a mailer, right? You might have laid it out to an entire zip code. You're, you're telling it that and more of where Yes.

Where it mm-hmm. What, what age group it's gonna go to. 

Krista Mashore: Well, so you can't, the age group you can't do anymore because of hud. So there's something called a special ad audience that now because of, you know, the age 

Tracy Hayes: I guess is where someone who can actually buy a house. This is the only one 

Krista Mashore: you stop. Yeah.

You'd love. Yes, exactly. So, yeah. so you're, you're just, you're targeting people that, that live there and then you can say, okay. Find me for the people that watched this video, Facebook find me more people like that. It's called [00:44:00] a, it's, it's, it's called like a special ad audience. It's like a lookalike audience, and it'll find you more people that watch the first one because it knows.

It has all these data points, it watches, then you could say, okay, now for everyone that watched this video, send them the next video that's similar to the first on the same subject matter. And that's how I get people to raise Solars to raise their hand and request a market analysis because I'm doing this whole strategy.

and it, it, it, that's what I teach agents to. And it, it's, it's fabulous, you know, so, Again, it's, it's might seem complicated. It's just different once you 

Tracy Hayes: learn it. So, amplify it for me. Here. I'm gonna use that word again. Keep it, keep it simple. Stupid is my phrase. So y you're taring this Facebook ad out there, it's going to the audience.

We've got that fine tuned. You gave us great coaching and showed us how to do that. So how are we, they the how is then. Connected to either create that to be an outgoing call for the agent, if it's a, some sort of, you know, lead generation. Are we directing 'em towards that funnel? What are [00:45:00] we doing, where's, what's the ad doing to actually either or creating the actual person who's watching it, A call to action.

Krista Mashore: So, you know what I can do? How about this,Tracy? Mm-hmm. I have a, a training, it's about an hour and 15 minutes long. It's, it's a, it's a, it's a, it's a training that I showed people exactly how, from doing just what I told you. I. I was able to, to get 48 closed seller transactions in 12 months. I sold way more than that, but just from the this one strategy, we closed 48 seller transactions.

What I can do is I'll give it to you and you can put it in a link which tells people exactly what to do. Okay? You identify a problem in the market, right? So I'll give you an example. The for a while, sellers were afraid to sell because they were afraid they wouldn't be able to find a replacement property.

That's not the problem right now. Right now, you know there's a little bit more of a drug. This here in Florida? Yeah. Okay. Yeah. So it's like, Hey, so if I say it's a great time to sell your house, it's Boot Moores and multiple offers. Well, no, duh, everybody knows that, right? I need to speak to the [00:46:00] problem that sellers are having.

So I'm gonna create a video that says, are you thinking about selling your home? But you're afraid to sell because you're afraid you won't be able to find a replacement property. Ah, I totally understand. Do you know that last month alone, we helped 13 sellers just like you sell their home and find a replacement property and here's how we did it.

Boom, boom, boom. Now those sellers watched that video. I can tell how much time they watched it, and I can tell Facebook, great. The people that watched 50% or more of this video, send them another video educating the seller on more on things about the market. Then after they've watched those two videos, then I'm gonna send them to, a landing page where it says, Hey, would you like an analysis on your property?

If so, all I need is your name and phone number, and if you can give me more information like beds and baths and upgrades, I can give you more of an accurate analysis. and then they're like, yes, because of what I did, step one and two. Then they fill out the information and then I start my process of dropping off my book, dropping off my marketing plan, letting them watch a 15 minute marketing video, sending seller [00:47:00] testimonials, sending them examples of how I market my listings.

And so I do this whole process. So this video. That I'm gonna share with you, which is, it's called, 48 Solar Transactions. I'll give that to you, and it, it'll, they can be able to break it down. Would that be 

Tracy Hayes: okay? Yeah, yeah. No, sure. We'll definitely include in notes. I, you know, I, while you say that, I, you know, I have,a great title company here in town and one of the, in their new headquarters, they built this nice classroom and, I've actually done.

A, a podcast in there, virtual one with a group of agents. And, I, I would really like to link you and, and Brit over there, to, you know, possibly. You mean put a virtual class on there? and bring some Yeah, totally. People in, and, and lead to your, your, your coaching. You, I think you would agree with me from this standpoint.

analysis paralysis as one of, you know. Human beings greatest challenges and you know, you are rattling off the different things, but you have taken time and built [00:48:00] those. Things that you're talking about, you know, whether it's the website and, and I'm sure you probably go in there and tweak it or update the videos, you know, every so often as well as things change.

Or like you said, you know, you know, here in Florida there is a challenge. There's, we are not seeing a lot of the local moves from neighborhood to neighborhood, like within 20 miles where, you know, obviously when interest rates were low, they were doing that a lot. Cuz people now are going, well if I sell this house, What am I getting over there?

Really? Am I getting much better? Am I moving up? You know, am I getting more square footage? And they're not, they're spending more money, than they, than they are where they're at. So they just stay still right now. So there is that kind of replacement, type thing, and I've got other stories about that.

But at another time,when you're coaching and I, I want you to. You know, hopefully someone's listening. Cause I think your material is, is great. It's what, it's a lot of what these agents are talking about and it's, from what I understand, not having obviously been coached by you, but it sounds like you've got, you've, you've got it mapped [00:49:00] out that an agent can take it from, from zero to hero in a short period of time through your process because you're doing it so often.

You've, you're, you're tweaking it and, and it is simple then you're just are, are baby stepping them through 'em all right. 

Krista Mashore: Yeah, it, and it definitely is work. In fact, I don't know. so we, every month we do a three day virtual event where we go through this, it's virtual, they can do it from their own home.

We teach them how, like how to create content, what content to create, like how to properly. Position it. We teach them this whole strategy. I can give you the link. I know my team had talked about it, that you could offer to your people and it's, it's for the less than a cup of a couple cups of coffee.

And if they don't get, get massive value and if it doesn't totally help them, I'll give them our money back. we go in, into this process in great, great. Depth, you know, at that trading. So if they just go to kristen ma sure.com/excellence, that's kristen ma sure.com/excellence. They can sign up for that and we will go, we're gonna give them this and so much more, we'll be [00:50:00] breaking it down, like step by step on exactly what to do.

It'll be very, very helpful. 

Tracy Hayes: Saw your material once a month. Once a month. Once a month. Yep. I think you just did it, didn't you? 

Krista Mashore: For Well, the next one is, is, is May, it's actually, it's this Monday, you, Tuesday and Wednesday. But then we're doing it again. So the next one is, is May. 15th, 16th and 17th.

Okay. And then we have another one in June. It's June 19th, 20 and 21st. 

Tracy Hayes: Okay. All right. We, we definitely want, we definitely want to put that out, there, for, for the, well, one of the things you talk about in the book and, I don't know if we've got a hard stop here. If you've got another podcast you gotta 

Krista Mashore: jump on.

I have one in four minutes. 

Tracy Hayes: I got four minutes. Yeah. One in four minutes. Alright, so we'll finish up in four minutes. I'm looking at my clock here. I got 51 minutes right now. We're gonna end at 55. Invest in yourself and tell us some of the things that you've done, maybe even not real estate related, investing in yourself that you've done, but obviously, you know, taking these courses and doing invest in yourself.

You talk about it in the book. [00:51:00] 

Krista Mashore: Yeah. Oh my gosh. I, like I said, I've spent over $1,165,000 in the past five years and four months in my own personal development and becoming an an expert at in my craft. Now, I know that might seem like a lot to a lot of people and they probably think that maybe I'm even exaggerating.

I'm not. I'm actually under exaggerating. I've actually spent more just, I forget half the things that I do, but like Moore and Buffet will say that the best hedge against inflation and a recession is investing in your own education, your own. Our own knowledge, we, we can't take it with you. And that's gonna help you outlast any recession.

And I will say that it is, I mean right now we do a million dollars a month. On average, we've average of about 1.55 million a month. That's in like, it's in, contract collected. So think of it like if you were an agent that you were bringing in an average of 1.5 million a month commission. That is what?

Putting one 1 million plus in the past five years has helped me be able to do as a, as a top 1% coach and digital marketer. and I never, ever, ever would've been able to get there had I not [00:52:00] invested in my resources, my time, my energy in learning that. And so I always tell people hard now, successful people are willing to do right now.

What unsuccessful, aren't willing, aren't willing to do later. So I need to, I'm willing to do right now what's hard, so I don't have to do what everybody else has to do later. I'm doing it now hard now or hard forever. You're gonna pay the price either way. You're either gonna pay the time now or you're gonna pay it forever.

You're either gonna pay the price now or you're gonna be paying the price forever, not knowing how to do it. And I, I believe that more than anything else in that I've said today. and I am so grateful that I've. Tooken the chances and tooken the risk and stuck it out and went through the hard times because I am, I, you know, we've done more in this past, and by the way, I'm 51.

We're the same age, but, you know, so, so have 'em go to that kristen measure.com/excellence. We'll dive deep into it. I can show them. I actually have a list of all the people I've hired and again, I need to add to it cuz it's even more than that now. some [00:53:00] bad investments, quite frankly, some good, but even the bad ones, at least they're one or two things.

And, it's, it's really helped my business and life and, and productivity take 

Tracy Hayes: off. Well, I, you know, I'd also imagine with your, you know, success, you move into a different group of circle of people as you know as well and what you're, and some of the things you're now being exposed. That's why you're spending as much money.

Cause I, I don't know who said it, but I wanna say the numbers. Like you should be spending about 3% of your income on developing yourself personal development. 

Krista Mashore: Education. Oh yeah, I do. I do that for sure. Yeah, I'm, I'm pretty freaky about it. Yeah, definitely, definitely. I mean, and remember, it's a Who, not how Dr.

Ben Hardy wrote this book called Who Not How with Dan Sullivan. I will tell you there, there's so much to be said about who not how. When you can, when you are around people who are going after the same things that you are, they're pushing you to do more. They're, they're rooting for you. You're gonna get there so much faster.

And, and the sad thing in real estate is we don't have that. Like, people are so afraid to share. They're like, oh, I [00:54:00] don't wanna tell anybody. They're gonna steal my secrets. And, and they're, they're, they're such, non abundant mindset when it comes to helping. And I think that's one of the hardest things about real estate.

They're not taught how to be a real estate agent. They're not taught how to market. They're, they're being taught old school tactics and techniques and they don't have the support and the help, and that's why most agents fail. But Tracy, I have to go. I'm, I do. 

Tracy Hayes: It's my next one. Hey, I want to, I wanna send, I'm gonna send you an email.

I got an idea and I want you to run it through and if you can email me back, but I appreciate your time today and I know anyone listening got a bunch out of it, so send me those links. I wish you the best, Tracy. Thank you so much. 

Krista Mashore: Okay, bye. 

Tracy Hayes: Return. All right. You have a super day. 

Krista Mashore: Have a great day. You too.

Thank you for your, for having me on 

Tracy Hayes: here. No problem. Thank you. 

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