July 8, 2025 • 34 mins
Krista Mayshore shares her journey from being a solo agent closing 154 transactions in her final year to becoming a full-time coach with over 1,000 students nationwide. She reveals how she creates her own economy regardless of market conditions.
• Maintaining a small number of transactions annually to ensure her coaching remains practical and current
• Creating consistent video content as the foundation of real estate marketing success
• Learning proper distribution methods since less than 2% of organic content is actually seen
• Implementing "digital location domination" through neighborhood-specific marketing funnels
• Differentiating yourself when 74% of agents didn't sell a single house in 2024
• Using attraction-based marketing instead of traditional cold-calling and door-knocking
• Overcoming the fear of being on camera and recognizing its power in building relationships
• Leveraging the shared experience of how real estate saved them during personal hardships
Get your free ticket to Krista's virtual event at kristamayshore.com/freeseat where she teaches social media, video, sales funnels, and marketing strategies to dominate your area.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Dwan Bent-Twyford (00:02):
Hey everybody , welcome to the most Dwanderful
real estate podcast ever.
I'm Dwan Bent- Twyford.
I'm your host.
I'm America's most sought afterreal estate investor and I'm so
excited that you are here withme today.
Today I have a super fun guest.
As you know, I've beenre-interviewing some of the
people that were my mostfavorite, that really just stood
(00:22):
out and made an impression onme, and that is who I have today
.
I have Ms Krista Mashore, hi.
Krista Mashore (00:29):
How are you darling?
We should have been likeinterviewing recording the last
half an hour.
We were just yapping awayhaving so much fun, I know.
Dwan Bent-Twyford (00:36):
I thought like we should actually be
recording that.
That was really fun, justcatching up.
But you know, as I was tellingyou and the people that are
watching, I've been I'm in myseventh season on my podcast and
I always just intervieweverybody, like one time it's an
interview and then, like you,never really other than like
seeing each other on Instagramand stuff.
I thought you know what, thisyear I'm going to go back to
(00:57):
some of my favorite people andsee what they're doing and if
they're the same, if they'vegrown, if they quit or whatever,
and kind of just bring backsome of my favorite people.
So you are definitely one of myfavorites and I was like,
Krista Mashore, she's so bigright now she might not come on
my show.
Oh, I'm so excited.
Krista Mashore (01:14):
It's much better .
I was honored.
I love you, know you're doinggreat things and that's why I
just love women.
Supporting women to me isawesome.
Dwan Bent-Twyford (01:20):
Yeah, it is to me too.
It is to me too.
So we talked, I don't know,maybe three years ago, and at
that time I think you areprimarily being an agent and
doing some coaching.
Krista Mashore (01:38):
Yes, where were you at a couple of years ago?
So I mean I've been a coach forsix years but now I'm like just
straight full-time coach.
Last year I I did 17transactions, but only to just
keep my foot in real estate.
So I've got like a thousandplus students from across the
country.
I do a virtual event everymonth where we have anywhere
from four to 600 agents and weteach them digital marketing,
social media, sales funnels.
(01:59):
But I mean you don't know ifsomething works unless you have
proof of concept.
So the reason I still keep myfoot in the in the real estate
business is because I you knowthat thing.
For those that can't do, thenteach.
That is definitely not me andthat never was.
So I want to make sure I alwayscan teach current stuff.
Dwan Bent-Twyford (02:16):
So, yeah, I have had people say to me like,
oh well, you, you used to do 150deals a year and now you coach.
And they say the same thing.
If you can't do your coach, I'mlike no, listen, I started
coaching because I learned bythe actual seat of my pants.
I used to live in a house,rehab it with my baby, and then
move into the next house andrehab it with a baby, and then I
(02:38):
at some point I was like, well,there's gotta be, I need to
teach other people how to dothis.
There's millions of people inforeclosure and at the time I
only knew like five investorsbecause there were no REIA
groups back in the 90s, Likenone of that existed.
So I started teaching, mostlyjust to say, like listen, I
can't help everybody.
There's so many people we allneed to like do more of this.
But I'm like you now I do a lotof coaching, but we still try
(03:01):
to do like 20, 25 deals a yearbecause I don't want to be that
person that goes oh yeah, I didmy last deal a decade ago and I
want to tell you what to do,because a decade ago isn't
what's happening today.
So I fully agree with that Ican't stand people that do deals
and then they just become acoach and they've never done a
deal since and they've beentrying to coach you for 10 years
(03:23):
, so yeah it's happening.
Krista Mashore (03:25):
Well, the market's changed, everything's
changed.
Right, things are so different.
So that's the whole reason,reason why I'm like the year I
left real estate, I did 154transactions as a solo agent and
then I and I was like, hey,this is, I was bored.
You know, I was like into thepoint where I used to be a
teacher, I missed teaching and Ithought to myself I'm just
going to go all in and I wascrazy to probably do it, but I
(03:45):
mean, I've never looked back andit's been, it's been a
whirlwind, especially because my, my avatar is real estate
agents and they've had a roughcouple of years, obviously, but
we have, you know.
I'll just say one thing topeople that are listening, like
the market and people say thisit sounds really cliche, but you
know it's not the economy, it'snot the interest rates, it's
like you create your own economyand some of the most wealthiest
(04:09):
people were made in economieslike this, and so I feel like
this is the best time forinvestors, for real estate
agents, for lenders, to trulythey can dominate, because so
many people have left theindustry and they're not doing
it anymore, and if you justposition yourself differently
and really become innovative andlearn how to market yourself
and stand out right now.
(04:30):
During this time, it is veryeasy to take over, so it's like
you just got to work right.
Input equals output.
Dwan Bent-Twyford (04:37):
And you know, I agree with that because
before COVID there were so manylike real estate investing type
trainers and then all the realestate groups.
I mean, like you know, thewhole world shut down and all
the real estate groups couldn'tmeet.
Everything went online and halfthe people before COVID till
now they just they quit teachingor training or doing anything.
(04:58):
I guess probably because theydidn't stay up with the industry
and what's happening and theyhad to tap out.
Krista Mashore (05:06):
Yeah, have you noticed, Dwan?
Like it's in all industries?
Like, look, when I startedlearning to be a coach, there
was all these coaching programsin all different industries.
So many of them have gone awayand I think the reason is is
because they were only in it forthe money.
They didn't care about theconsumer, only in it for the
(05:27):
money.
They didn't care about the um,the, the consumer.
And, like I just saw so muchpeople saying, oh, they've done
this or they can do this, andthey never, like I said, have
the experience to help people.
Maybe they did something one ora few times, or a couple times.
It's like, oh, now I'm gonna bea coach and those people are
all gone.
They're all gone.
Dwan Bent-Twyford (05:40):
I've had somebody go hey, what happened
to this?
And i'm'm like listen, all gone.
And it's true when people areall about the money, like we
work, like on my side we workwith homeowners in foreclosure,
so they're losing their house,and if you're in there like, oh,
I'm going to make a quick buck,I'm going to make some money,
these people are losing theirhouse You're like all about the
money, you're just not going tolast.
(06:01):
Because you have to want tohelp the people, like you want
to help your agents, I want tohelp my professors, I want to
help my homeowners.
Like I think I told you thisbefore I was a single mom.
My husband and I split up whenshe was eight months old.
So I was a single mom and Ilost my house in a foreclosure
and I had my car repossessed andI lost all my shit and then I
(06:22):
started getting into real estate.
I thought you know what I canteach other people how not to
lose all their stuff.
Krista Mashore (06:27):
Yeah, that's so cool what you do too, and like
that's the same with me.
I got into real estate becausesame exact thing my husband at
the time they had an affair andnext thing I know we just bought
a new house.
You know, it was crazy thestory, actually, and I remember
thinking without real estate Iwould have lost everything.
I probably could have lost mykids, I would have lost my house
, I would have lost it all.
And real estate saved me.
(06:48):
So I am so grateful to realestate and I feel like so many,
it's one of the best careers inthe world If you learn how to do
it correctly.
There's so much money to bemade in real estate and there's
so much freedom and financialfreedom and you can help so many
people if you learn to do itdifferently.
Dwan Bent-Twyford (07:06):
And that's why I have you on this call
today.
I feel the same way.
I always tell people I'm like,listen, real estate investing
saved my life.
I didn't know what to do.
I had only waited tables for adecade.
I only was a waitress in thebar business.
I didn't know how to do, I hadzero.
I got fired from Denny's.
I had no job skills.
(07:26):
And then some guys oh, we buyhelp, we fix them up, we sell
them.
I'm like, oh okay, how hardcould that be?
Turns out, rehabbing is wayharder than that.
So I tell people don't just tryto figure it out because I had a
really long learning curve, butnow so as an agent, I think we
were talking about this a littlebit earlier, I think before I
started recording about themarket.
So I agree with what you said.
(07:48):
Like I tell people that what'shappening in the market makes no
difference on your ability tomake money.
People become wealthy in goodmarkets.
People become wealthy in badmarkets.
It's your knowledge and whatyou do.
What are a couple of theprimary things that you tell
people?
Like that, I feel like, kind ofeveryone feels worried about
the market right now and I never, ever.
(08:10):
I think I'm like you.
I don't ever go.
Oh my God, the market.
I'm just like.
I just keep doing what I do.
Krista Mashore (08:16):
And I think I think people hear this from
successful people and they don'treally believe it.
They think, oh, you're justsaying that because you're
trying to sell something, orthat you really have to
understand is that and I think,especially in what we do, you
know, let's just take a realestate agent, for example.
They are taught to take a test.
You know they spend, you know,take seven or eight classes,
(08:36):
they get their real estatelicense and next thing you know
they're a real estate agent andthey are.
They've been taught to do theexact same thing for literally
centuries.
I mean, like the first realestate ad was like in 1922 or
something crazy like that.
Right.
So they've been taught foreverto do flyers and to do open
houses and to door knock and tocold call and to do all the
(08:56):
things that are completelyopposite of how the consumer
takes in information.
Right, we're afraid to answerour door because we're afraid
we're going to get shot.
We don't want to answer thephone because we're afraid our
voice is going to get cloned.
We don't want to click onanything because we're afraid
that we're going to get hacked,right, and we sure as heck don't
want to have an open housebecause people get robbed, I
(09:17):
mean all of those things havelike almost happened to me so,
but realtors are still marketingthe same way.
So I think to be a topproducing agent, you need to
learn to be a top producer, I'msorry.
To be a top producer, you needto learn to be a top marketer,
right?
Dwan Bent-Twyford (09:32):
Okay, so give us for the agent side, because
you know the agent side and theinvesting side are very
different.
So give us like I don't know.
No, I mean maybe you're right,yes, it is different.
Well, I mean you're workingwith people that, and also some
of the same people, like, if Imeet a homeowner and they're in
foreclosure and they have equity, I'm like, listen, you need to
list your house.
Yes, you have money.
(09:53):
You don't need to sell to meand make 10 grand.
You've got equity.
You need to list your house.
But if you're like you know aweek, like I met a guy last year
, we did a deal.
I met him on Monday.
Their foreclosure sale date wasThursday and they had like
$200,000 worth of equity and Iwas like, what are you doing?
They go.
Well, we kept thinking we couldborrow money.
And then you know, and now Didthey foreclose?
(10:17):
No, I whooped in and I boughtit and I gave them a hundred
grand.
Yeah, I only made 40.
I gave them.
I said, listen, I'm giving youguys a hundred grand, I'm going
to make 40.
My rehab was going to fix it up.
But so I the first thing, ifthey have equity, I always say
list your house.
Yes, you have time.
Yes, the thing I have againstthese other agents is that
(10:39):
they'll list a person's housewithin 30 days of the sale date.
It's like you can't sell andclose and do all that.
You need to turn that personover to an investor.
Krista Mashore (10:48):
Oh, absolutely 100%.
So agents and I don't thinkthat too, there's all there's
like yeah, I'm sure you teachcreative financing, there's so
many things that you could dowith you know that they don't
even really have to sell.
They can still get residualincome the seller by not selling
the traditional way right, anda lot of times they don't make
any money anyways, and theyactually shouldn't sell when
they're in those kind ofpositions.
Dwan Bent-Twyford (11:10):
Yeah, so with your being an agent and like
people that are new agentsbecause I'm going to send my new
agents your direction Becausehalf the people in my class are
like I want to get my licenseI'm like you need, if you want
to do that, you need to followsomeone that I can't help you on
that path.
I don't have my license, Idon't know it all.
I can help you on this path.
So they're new, they want tolearn.
(11:31):
They find Krista Mayshore.
What are like three of your topmarketing for right now, just
for like today in April, Okay.
Krista Mashore (11:40):
So the first thing you need to do is just
start creating video content ona consistent basis, and I know
that everyone says that like, oh, you need to use social media,
you need to do video, but lessthan 1% of agents are content
creators.
Okay that, do it consistently.
You have to do to be what Icall a community market leader
and this works for a brand newagent, a middle of the road
(12:01):
agent or an experienced agent.
Start creating as much contentas possible, not about yourself,
like I'm number one, justlisted, just sold.
I'm not that.
But stop the community right,like what are?
Like, one of my students justhad a Easter egg, like a whole
Easter egg thing, and she hadvideographers there and she had
(12:21):
the Easter bunny and she did,you know, and she she recorded
it and she had contests and sheinvited the whole community and
they were voting and all thesethings and she created polls and
and stuff for it.
Start talking about what'shappening in the area, what are
things to do, what are places togo, what are the best
restaurants in town, what's thedifference between this
(12:43):
community and that communityright.
Start talking about do localmarket updates?
Do national market updates?
Do seller tips, buyer tips,like right now it's supposedly
this must be the best time tolist, which I don't agree with
that.
But most realtors are sayingthat you can give like tips on
getting your house prepared.
But the trick is is to beingconsistent enough that you do it
(13:05):
so that you are known andthought about and seen and
recognized the set.
As soon as somebody thinksabout real estate, they already
know who you are, right.
I always talk about like andthis is a horrible example, but
you know if you're gettingdivorced, you don't just all of
a sudden wake up one day and goI'm going to get divorced today,
right, like you are thinkingabout it and so you're.
(13:26):
So if you saw a divorceattorney and this divorce
attorney was talking about, youknow how to you know get
divorced equitably and how to doit without spending.
You know tons of dollars andhow to do it.
You know and still be friendsand take good care of the kids.
You would be listening andwatching and when you were ready
to actually pull the trigger,you would feel more comfortable
going to that person.
It's the same thing in realestate and so getting the
(13:51):
information out there andlearning to do video is the
first thing.
The second thing is is properlydistributing it.
So, number one, learn how to dovideo content and then, second
of all, make sure it actuallygets seen.
Less than 2% of organic trafficis actually seen.
So we teach people how toutilize local, dynamic Facebook
ads.
We teach them how to run ads inthe ads manager and how to
(14:13):
target people and how toretarget people and how to
create content that actuallygets seen.
So that's the second thing, andyou could do that for the cost
of a cup of coffee every day.
So stop drinking the wine, stopdrinking the Starbucks.
Put that money towards your.
Facebook.
Yeah, create Facebook adsinstead.
So that's the second thing.
And then the third thing is Iwould pick a neighborhood and
(14:35):
this is all what I teach mystudents.
I would pick a neighborhood andI would, I would, I would learn
anything and everything aboutthat neighborhood and I would do
what I call digital locationdomination, as well as regular
farming, and I would put thosetwo things together to where I
call it creating a communityfunnel.
So these things you see backhere, they're all sales funnels.
So, like, each one of those hasgenerated over a million
(14:57):
dollars of sales funnels.
We've done about 60, almost $70million in sales funnels and
what that is is you bring peopleto a specific it's like a
landing page, it's specific to aneighborhood.
So you would I'll give you anexample you create a landing
page about a neighborhood andthen, like we would, we deliver
(15:17):
like this right here is a qrcode.
This qr code takes them to alanding page.
It's all about deer, ridge andshadow lakes and then on that
landing page is like a marketupdate.
There's like seller tips,there's a copy of your marketing
plan, a copy of your sellerbook and all these different
things and you start likemarketing the heck out of that
neighborhood and then deliveringlike unsolicited, like market
(15:40):
analysis, where you just showpeople what are happening in the
neighborhood without askingthem for business.
Okay, this is what happened inyour neighborhood.
Everyone wants to know and andyou just dominate that
neighborhood.
So those three things, if youdo those consistently and doing
well, within a 12-month timeframe, you could be one of the
top producing agents in yourcity.
Dwan Bent-Twyford (15:57):
Well, the fact that the last year you were
full-time you did 154 deals,that's like off the charts,
cause I think that isn't theaverage, the average real estate
agent, like if you take all thepeople with a license, it's
like 1.2 deals a year.
Krista Mashore (16:10):
You're exactly right.
People like you like my husband.
Dwan Bent-Twyford (16:13):
his last year as an agent he did 155 deals or
something and that puts you inlike the 1-2% of deals.
Krista Mashore (16:25):
It's 0.001% Out of the food chain.
Yeah, 74% of agents, accordingto Inman News, did not even sell
one house in all of 2024.
74%, and you know we're havingwhat they say.
It's like a recession, not inthe world, but a recession of
inventory, which means that'swhy so many agents are exiting
right.
So it's such an easy time rightnow to stand out and
(16:46):
differentiate yourself, and Ithink that's the biggest mistake
that investors, agents, lenders, any professional makes is they
do not know how todifferentiate themselves.
And if they can learn todifferentiate themselves and get
more exposure by marketing,it's like it's so easy to do it,
it's like the easiest thing todo.
And then you put like you havegood skill sets of, okay, now
(17:09):
that I have this appointment,I'm getting this attention.
What do I do to make sure thatI actually get in the front door
and then close it Right?
And that's where you create,you know, conversion tools and
marketing materials that helpyou again stand out, which no
other agent is doing, becausethey don't want to spend the
money or learn, they don't wantto invest in their skill set or
invest in differentiation, andso it really is simple to do and
(17:33):
it's almost comical, quitefrankly.
Dwan Bent-Twyford (17:35):
It is.
And you know, the first thingis, as I do video content.
I and I tell real estateinvestors like hey, if you want
to be an investor and like thisis your area, you should put out
videos on, give you a homeownerdistress.
And then people go, oh, I'm, Ican't do camera, I'm terrible on
camera.
And it's like okay, I thinkpeople's are their worst enemy.
(17:55):
Yes, yes, everybody's great oncamera.
If you're just on camera,people will look at you and
different people appeal todifferent things.
I always tell people the samething Like, make videos.
Oh, I just, I can't do it, Idon't like the way I look, I
don't like this, I don't likethat.
It's like, okay, get it all theway over yourself people in
(18:17):
person at some point.
So what are you not gonna gobecause?
Krista Mashore (18:18):
you know you can't put a bag over your head.
When you meet somebody, it'slike, yeah, and nobody wants to
make video, but Dwan, everybodyis afraid of it.
It's, but it's something thatyou have to learn, right and,
just like anything else, youknow.
Before you walk, you have tocrawl.
Before you run, you have towalk, you learn.
It's all about doing it and notworrying about being perfect.
I always say be perfectlyimperfect, like take action,
just just do it, and there's.
(18:40):
So I could literally spend 30minutes talking about the
statistics behind video andconversion and how much more
video converts than a staleimage.
Oh, so much.
It's.
It's just insane.
And research also shows thatpeople get to know you and the
more they see you, the more theylike you, even if they first
(19:01):
think, oh, I hate this person,she's an idiot.
But the more they see, theystart to like you, more you know
, and so it really really helps.
And people want to work withpeople that they know.
And when you can, yeah, when youcan showcase your expertise on
video, when they meet you, theyfeel I mean, I swear to you, I
have been doing video contentnow for gosh like.
(19:21):
I mean like years 14, 12, 14years, I mean the second, that
Facebook marketing came out like.
When I saw Macy's doing herNordstrom I was like, oh my gosh
, if Nordstrom's can market onFacebook, I'm going to learn how
to do that.
And I learned how to runFacebook ads so I could get a
lot of exposure.
And then I learned to do itthrough video because nobody
else was.
And people will come up to meand all my students like this,
(19:45):
ones that do this well, they saythat they cannot go anywhere in
their town at a, at a, at afunction, or go into a
restaurant or without peoplegoing up to them and being like,
oh my gosh, aren't you thatreal estate agent?
And then they start talking toyou like they know you.
And then when you show up attheir home like I've had
students that like Diet Coke orlike one of my students likes
Swedish Goldfish and she'll showup to an appointment and
(20:06):
somebody will have like a DietCoke and Swedish Goldfish for
her on the appointment, becausethey watch, I'm not kidding,
it's that way.
That's great, it's so powerful.
And you don't just sellyourself, because these people
feel like they know you and andthey they feel they know that
you're the expert and you, youare so far ahead if you're doing
you know if they'reinterviewing other people, just
(20:27):
because of that.
Dwan Bent-Twyford (20:28):
No, I agree, I agree, it's funny, we do
sometimes.
We'll go to like a, a weekendworkshop, and someone may
already have my program and thenthey I don't know, they're not
being the elevator I'll starttalking, they'll go.
Oh my god, Dwan, yeah, I listento you every night before I go
to bed.
Yeah, like, oh, I listen toyour call, listen and listen to
(20:48):
that.
And it's so funny because,because they see you or they
hear you, they feel like they'reyour friend.
They just want to hug you andwalk right up and like, and you
they're total strangers.
Krista Mashore (20:57):
Yeah, it's the same thing.
And then, and then it's just somuch more natural and easy
going, like you're dealing withthe, with the friend you know,
and, and then commission doesn'tcome out of the way.
It's not like this hassle,you're not chasing, you're
attracting.
I mean attracting, yeah, youreally are the.
You know, I the last, uh, andI'll say 10 years, I was an
agent.
I, I did not have to do openhouses, I did not ever do an
(21:19):
open house in the weekends, Idid not cold call, I did not
door knock, I ran facebook ads,I did video, I made sure people
saw me over and over again andmy phone would just ring, you
know.
And I averaged 133 homes a year, every year, for 19 years in a
row.
Dwan Bent-Twyford (21:34):
And that is for people that don't know is
astronomical as a solo agent.
Krista Mashore (21:41):
Oh, I mean that's insane and a market
assistant, and it's because ofjust being different.
You know, like everyone elsewas doing the same thing.
Even when I first started realestate, like, I was like how can
I be different, how can I standout, how can I make sure that
people know who I am?
And it's it's as small as backthen, kind of to date myself.
But other people would do, like, let's just say, a black and
(22:03):
white flyer.
Well, I would do like a fourpage color brochure.
I'd put like a CD on my signwith like 50 pictures in it.
I would like I'd put myself onthe movie theaters, I'd put
myself on the buses.
I do.
Dwan Bent-Twyford (22:14):
Yes, I did all that.
All that the bus benches, thebillboards, the movie theaters.
Krista Mashore (22:21):
Exactly and nobody else did.
And people will still tell me,krista, I love your video that
you play at the movie theaters.
I'm like, oh okay, I haven'tdone a video for like 10 years
at the movie theaters, but theystill remember it because it was
so different and nobody elsedid it, you know I.
Dwan Bent-Twyford (22:36):
I when I started off investing I was
basically in palm beach, countyflorida, so I was on the movie
theaters, I was in all thoselittle free papers like the
penny saver and all papers, andI had a um, a little 30-second
commercial that would run likein the middle of like the jerry
springer type shows.
I love it.
Here's my little commercial.
And and then I was just likeand I was on and I'm like I saw
(22:59):
you on a bus bench and I waslike that too.
I was like, if they see you, Ifeel like cause I feel that way
when I see someone all the time,like I see you online all the
time, I'm like, oh, what I don'tknow.
(23:22):
My face was everywhere.
I was on commercial.
I even had an infomercial andmy face was everywhere.
Krista Mashore (23:28):
That's why you're so successful and that's
why you're doing what you'redoing.
And and people have tounderstand, like, if you really
think about you know, back inthe day, when, when they didn't
have social media, the ones thatwere successful were marketing
in some form or another, whetherit was postcards or whether it
was in magazines or newspapers,right, well, people aren't in
(23:49):
magazines or newspapers anymore,they're online.
They're on social concept, butjust putting a social, a social
twist to it, and because it'svery, because there's so much
social out there, it's so easyto write, to do a video, because
it's so easy, you have to learnhow to do it in a manner that
people actually see it, and sothat's where, like, learning to
(24:10):
be a marketer comes into placeas well.
But I mean, I hope peopleunderstand like it really can be
easily done if they areconsistent with it and learn how
to do it right.
And yes, just like you said,everyone is nervous about doing
video.
They're afraid of what they'regoing to sound like.
They don't know enough, they'renot experienced enough, they
(24:31):
have an accent, they're too fat,they're too thin, they're
purple, they're black, they'rewhite, they are all.
I'm too old, I'm too.
They all have every fear, everyfear, and that's a fear, and
that's and it, and you have toget over that and you will
eventually if you just practice.
It's just like the time you everdid your first rehab.
You were scared to death.
You bought your first you knowhouse and you made your first
(24:52):
deal and you were crapping yourpants and you were scared to
death.
And then you've done hundredsof them Right and now it's like
you don't even think about it.
It's the same thing it is withanything.
Dwan Bent-Twyford (25:02):
I just tell people listen, just forget about
it.
I remember the first time I sawmyself on camera and I heard my
voice Me too.
Oh my God, is that my voice?
I sound like I'm 12.
How is that my voice?
This is my husband.
Hi, honey, Hi, how are you?
Krista Mashore (25:18):
I love you, yeah , I just hate you.
Dwan Bent-Twyford (25:19):
I told you you can't.
I can't, I can't I'm sorry, I'dlove to.
Okay, I'll just go okay loveyou, um, and I was just like oh
my god, I thought you know whatthis is, who I am, this is god
made me.
I'm just going to be out there,so, um, so people want to find
you because you're the queen.
How do they find you?
And I mean, they see youeverywhere, but let's just say
(25:42):
they haven't seen your video.
How do they find?
Krista Mashore (25:44):
you what I every month I do in a virtual event.
It's a three-day virtual event.
They can get right from theirown home and usually it's a paid
event.
But because they are goingthrough you, if they go to
krista mayshore.
com/ free seat that's kristamayshore.
com/ free seat they can get afree ticket, a virtual event.
I can teach them all aboutsocial media, video sales,
(26:04):
funnels, marketing and how tolike, dominate their, their area
I love it.
Dwan Bent-Twyford (26:08):
All right.
So that's when I asked a couplepersonal questions.
I know I think you and I havetalked a little bit too long.
I didn't check what time westarted because they had all the
issues back online.
I tried to keep these a littlebit shorter, but I like to
always ask people just a couplepersonal questions, questions.
So tell me who.
What is your favorite band ofall time?
Krista Mashore (26:28):
Celine Dion You've seen her right.
I love her.
She's got the best, the best,although her poor voice now, but
she's got the best voice.
I just love her.
And I love Madonna too.
Dwan Bent-Twyford (26:39):
Yeah, I do.
I saw Celine Dion in Vegas.
I'm telling you I cried, Isn't?
Krista Mashore (26:45):
her voice just absolutely insanely beautiful.
Dwan Bent-Twyford (26:48):
I was just like, oh my God, I don't even
know.
I was like overcome withemotion.
I cried from those songs.
It's like how does she have avoice like that?
Krista Mashore (26:56):
Yeah, it's just beautiful.
It's so sad what's happened toher with her voice and stuff too
.
Dwan Bent-Twyford (27:00):
You know, I know, and I have never seen
Madonna Used to love her in the80s.
Whatever reason, she's one ofthe few people I have and I'm a
big concert person what's yourfavorite food?
Krista Mashore (27:11):
what do you like to eat?
Italian, I love pizza, lasagna.
Dwan Bent-Twyford (27:13):
I need that stuff.
I do too.
Italian is the best.
What's your favorite time ofday?
Do you have like a in yourcourse of your day?
Where's your favorite timewhere you're like this?
Krista Mashore (27:22):
is.
I like the end of the day.
When I when, when I the day'sending and I'm winding down, I'm
able to make dinner, my husbandcomes home, we can either have
a glass of wine or I can hearabout his day Cause then it's
like all the stress is done.
So I love the end of it.
I get up early, I get up veryearly and I work out and I do my
daily journal and all that, butI really like when the day's
coming to an end and I feelaccomplished.
Dwan Bent-Twyford (27:42):
You know, I ask everybody that question now
and almost everybody is amorning person and I'm like I am
100% end of the day Becauseyou're done, you're done, you
hang out.
My husband and I hang out, wewatch a movie.
It's like, oh, end of the day.
I don't understand.
We're out at 4 o'clock in themorning.
It's like, oh my God, why, hi,okay, so, uh, chrissamayshorecom
(28:04):
, forward slash free seat.
Everybody do that.
And I have one final quote.
Well, I have one final thingfor you.
I always like to have my guestsleave us with a word of wisdom,
but just one single word.
Like a word Opportunity, oh,okay.
So everyone that listens to myD'Wonderful, which is over a
(28:25):
million of you.
I love that I know when I gotthe little thing, I got a
million downloads.
I was just like that was sogreat, that's so cool.
Krista Mashore (28:35):
That is incredible.
Celebrate your it's really alot.
Dwan Bent-Twyford (28:38):
I Googled like how many podcasts have a
million downloads?
I want to see where I'm at inthe food chain there and I was
like wow, holy cow, I'm at inthe food chain there and I was
like, wow, holy cow.
I'm like I need to go checkmine out now.
I need to see how many I have.
Yeah, I got, it was full.
So I got Buzzsprout sent me awhole thing and of course I made
post videos.
I'll talk to all about it.
But over at the Dwan to Wholefamily, we always ask our guests
for a word of the week and Itell people, put it on a little
(29:01):
sticky and put it up on yourmirror and every day you're
going to say the wordopportunity.
That's our word of the week,but we want to know what it
means to you.
Krista Mashore (29:09):
It means like you're trying to tell your brain
to look for opportunities,right?
So like always be open to newopportunities, whether it be
work related or anything else.
So it's like I wish I couldchange my daily sheet, but my
words for the year are focus andopportunity.
Like I want to stay focused andI want to focus on one thing
and I want to recognizeopportunities and I want to be
(29:29):
open to other opportunities.
So that's why I love the wordopportunity okay, that's a
really good word.
Dwan Bent-Twyford (29:34):
I always ask because you know, like you say,
the word opportunity to 10people it probably means
different things with differentpeople, but I feel like people
hear you, they see what you'redoing, they know you like slim
Dion, then my have anopportunity to meet and see you.
They're like, oh, I love thisgirl.
She's amazing.
Krista Mashore (29:49):
You're so cute.
I just have so much fun withyou.
I think we should be bestiesLike we.
Probably if we were in highschool together, we would have
been besties.
Dwan Bent-Twyford (29:56):
Well, we can still make that happen.
What state are you in?
You're still in Florida.
Right now, I'm in Colorado.
We have a house in Florida andwe have a house in Colorado, and
, because we bought all thosebuildings, we have a place in
Iowa now too.
Ooh so cool.
Good for you.
So right now I'm in themountains, in my house, 9,000
feet up in the Rocky MountainsOoh so cool.
Krista Mashore (30:18):
Nothing but mountains.
That's awesome, man, you bettermake sure when you go to the
store you don't miss, forgetyour eggs.
Dwan Bent-Twyford (30:25):
Oh, I know the grocery store.
I remember because I lived inFlorida.
So you know you're inCalifornia, right?
Yeah, so Florida is likeeverything's like on the block,
Everything's there and thegrocery store it's.
You know, it's three blocksaway and when I moved up here
the first time Bill and I had togo to the grocery store, I was
like, oh my God, go to thegrocery store.
(30:46):
I was like, oh my god, thegroceries are 35 minutes away.
Who goes 35 minutes to agrocery store?
He's like you do.
Krista Mashore (30:50):
I think you're gonna be doing the shopping.
Dwan Bent-Twyford (30:52):
That's so funny, because in california who
would drive 35 minutes to agrocery store?
Oh yeah, mine is like threeminutes from my house.
Mine too I had.
That was.
My biggest adjustment was howfar the restaurants like
everything, because we're in themore like really in the
mountains, like dirt roadmountains.
Krista Mashore (31:08):
And yeah.
Dwan Bent-Twyford (31:09):
Charlie, even to go get gas is 20 minutes.
Krista Mashore (31:11):
It's like so far away I had a lot of clients
move to Colorado just becauseit's so nice there.
It's like a beautiful area.
Dwan Bent-Twyford (31:18):
It is beautiful.
So, honey, thank you for beingon.
I love getting to know you andall of you that are love the
show.
I know everyone loved it.
Don't forget to subscribe.
Leave a five-star review, writea really great comment.
Follow Krista.
Are you still doing yourpodcast?
Krista Mashore (31:33):
Oh yeah, Fired up with Krista Mayshore, and
they can find me with KristaMayshore on all socials.
Dwan Bent-Twyford (31:37):
Okay, so go be in.
You should have me on yourpodcast again sometime.
You're right, you will find hersocials.
If you're interested in being areal estate agent, I'm telling
you this is the person you needto learn from, because there's
not a lot of people that teachwell, that I'm aware of.
That.
Teach it on like a nationwidelevel, like you do, and yeah,
you really and I get like yourbroker.
(31:58):
They all help you.
But if you really want to belike dynamite, you need to
follow somebody like krista,because you can be at the very
top of the food chain or you canjust be down here, average, and
I'm telling you it's better atthe top, right, girl.
Oh, thank you honey.
Krista Mashore (32:11):
Yes, it's easy to do, you just got to do things
differently.
Dwan Bent-Twyford (32:14):
That's it.
Do it differently, All rightguys.
We'll be back next week.
Same bat time, same bat channel.
Hey everybody , welcome to the most Dwanderful
real estate podcast ever.
I'm Dwan Bent- Twyford.
I'm your host.
I'm America's most sought afterreal estate investor and I'm so
excited that you are here withme today.
Today I have a super fun guest.
As you know, I've beenre-interviewing some of the
people that were my mostfavorite, that really just stood
(00:22):
out and made an impression onme, and that is who I have today
.
I have Ms Krista Mashore, hi.
Krista Mashore (00:29):
How are you darling?
We should have been likeinterviewing recording the last
half an hour.
We were just yapping awayhaving so much fun, I know.
Dwan Bent-Twyford (00:36):
I thought like we should actually be
recording that.
That was really fun, justcatching up.
But you know, as I was tellingyou and the people that are
watching, I've been I'm in myseventh season on my podcast and
I always just intervieweverybody, like one time it's an
interview and then, like you,never really other than like
seeing each other on Instagramand stuff.
I thought you know what, thisyear I'm going to go back to
(00:57):
some of my favorite people andsee what they're doing and if
they're the same, if they'vegrown, if they quit or whatever,
and kind of just bring backsome of my favorite people.
So you are definitely one of myfavorites and I was like,
Krista Mashore, she's so bigright now she might not come on
my show.
Oh, I'm so excited.
Krista Mashore (01:14):
It's much better .
I was honored.
I love you, know you're doinggreat things and that's why I
just love women.
Supporting women to me isawesome.
Dwan Bent-Twyford (01:20):
Yeah, it is to me too.
It is to me too.
So we talked, I don't know,maybe three years ago, and at
that time I think you areprimarily being an agent and
doing some coaching.
Krista Mashore (01:38):
Yes, where were you at a couple of years ago?
So I mean I've been a coach forsix years but now I'm like just
straight full-time coach.
Last year I I did 17transactions, but only to just
keep my foot in real estate.
So I've got like a thousandplus students from across the
country.
I do a virtual event everymonth where we have anywhere
from four to 600 agents and weteach them digital marketing,
social media, sales funnels.
(01:59):
But I mean you don't know ifsomething works unless you have
proof of concept.
So the reason I still keep myfoot in the in the real estate
business is because I you knowthat thing.
For those that can't do, thenteach.
That is definitely not me andthat never was.
So I want to make sure I alwayscan teach current stuff.
Dwan Bent-Twyford (02:16):
So, yeah, I have had people say to me like,
oh well, you, you used to do 150deals a year and now you coach.
And they say the same thing.
If you can't do your coach, I'mlike no, listen, I started
coaching because I learned bythe actual seat of my pants.
I used to live in a house,rehab it with my baby, and then
move into the next house andrehab it with a baby, and then I
(02:38):
at some point I was like, well,there's gotta be, I need to
teach other people how to dothis.
There's millions of people inforeclosure and at the time I
only knew like five investorsbecause there were no REIA
groups back in the 90s, Likenone of that existed.
So I started teaching, mostlyjust to say, like listen, I
can't help everybody.
There's so many people we allneed to like do more of this.
But I'm like you now I do a lotof coaching, but we still try
(03:01):
to do like 20, 25 deals a yearbecause I don't want to be that
person that goes oh yeah, I didmy last deal a decade ago and I
want to tell you what to do,because a decade ago isn't
what's happening today.
So I fully agree with that Ican't stand people that do deals
and then they just become acoach and they've never done a
deal since and they've beentrying to coach you for 10 years
(03:23):
, so yeah it's happening.
Krista Mashore (03:25):
Well, the market's changed, everything's
changed.
Right, things are so different.
So that's the whole reason,reason why I'm like the year I
left real estate, I did 154transactions as a solo agent and
then I and I was like, hey,this is, I was bored.
You know, I was like into thepoint where I used to be a
teacher, I missed teaching and Ithought to myself I'm just
going to go all in and I wascrazy to probably do it, but I
(03:45):
mean, I've never looked back andit's been, it's been a
whirlwind, especially because my, my avatar is real estate
agents and they've had a roughcouple of years, obviously, but
we have, you know.
I'll just say one thing topeople that are listening, like
the market and people say thisit sounds really cliche, but you
know it's not the economy, it'snot the interest rates, it's
like you create your own economyand some of the most wealthiest
(04:09):
people were made in economieslike this, and so I feel like
this is the best time forinvestors, for real estate
agents, for lenders, to trulythey can dominate, because so
many people have left theindustry and they're not doing
it anymore, and if you justposition yourself differently
and really become innovative andlearn how to market yourself
and stand out right now.
(04:30):
During this time, it is veryeasy to take over, so it's like
you just got to work right.
Input equals output.
Dwan Bent-Twyford (04:37):
And you know, I agree with that because
before COVID there were so manylike real estate investing type
trainers and then all the realestate groups.
I mean, like you know, thewhole world shut down and all
the real estate groups couldn'tmeet.
Everything went online and halfthe people before COVID till
now they just they quit teachingor training or doing anything.
(04:58):
I guess probably because theydidn't stay up with the industry
and what's happening and theyhad to tap out.
Krista Mashore (05:06):
Yeah, have you noticed, Dwan?
Like it's in all industries?
Like, look, when I startedlearning to be a coach, there
was all these coaching programsin all different industries.
So many of them have gone awayand I think the reason is is
because they were only in it forthe money.
They didn't care about theconsumer, only in it for the
(05:27):
money.
They didn't care about the um,the, the consumer.
And, like I just saw so muchpeople saying, oh, they've done
this or they can do this, andthey never, like I said, have
the experience to help people.
Maybe they did something one ora few times, or a couple times.
It's like, oh, now I'm gonna bea coach and those people are
all gone.
They're all gone.
Dwan Bent-Twyford (05:40):
I've had somebody go hey, what happened
to this?
And i'm'm like listen, all gone.
And it's true when people areall about the money, like we
work, like on my side we workwith homeowners in foreclosure,
so they're losing their house,and if you're in there like, oh,
I'm going to make a quick buck,I'm going to make some money,
these people are losing theirhouse You're like all about the
money, you're just not going tolast.
(06:01):
Because you have to want tohelp the people, like you want
to help your agents, I want tohelp my professors, I want to
help my homeowners.
Like I think I told you thisbefore I was a single mom.
My husband and I split up whenshe was eight months old.
So I was a single mom and Ilost my house in a foreclosure
and I had my car repossessed andI lost all my shit and then I
(06:22):
started getting into real estate.
I thought you know what I canteach other people how not to
lose all their stuff.
Krista Mashore (06:27):
Yeah, that's so cool what you do too, and like
that's the same with me.
I got into real estate becausesame exact thing my husband at
the time they had an affair andnext thing I know we just bought
a new house.
You know, it was crazy thestory, actually, and I remember
thinking without real estate Iwould have lost everything.
I probably could have lost mykids, I would have lost my house
, I would have lost it all.
And real estate saved me.
(06:48):
So I am so grateful to realestate and I feel like so many,
it's one of the best careers inthe world If you learn how to do
it correctly.
There's so much money to bemade in real estate and there's
so much freedom and financialfreedom and you can help so many
people if you learn to do itdifferently.
Dwan Bent-Twyford (07:06):
And that's why I have you on this call
today.
I feel the same way.
I always tell people I'm like,listen, real estate investing
saved my life.
I didn't know what to do.
I had only waited tables for adecade.
I only was a waitress in thebar business.
I didn't know how to do, I hadzero.
I got fired from Denny's.
I had no job skills.
(07:26):
And then some guys oh, we buyhelp, we fix them up, we sell
them.
I'm like, oh okay, how hardcould that be?
Turns out, rehabbing is wayharder than that.
So I tell people don't just tryto figure it out because I had a
really long learning curve, butnow so as an agent, I think we
were talking about this a littlebit earlier, I think before I
started recording about themarket.
So I agree with what you said.
(07:48):
Like I tell people that what'shappening in the market makes no
difference on your ability tomake money.
People become wealthy in goodmarkets.
People become wealthy in badmarkets.
It's your knowledge and whatyou do.
What are a couple of theprimary things that you tell
people?
Like that, I feel like, kind ofeveryone feels worried about
the market right now and I never, ever.
(08:10):
I think I'm like you.
I don't ever go.
Oh my God, the market.
I'm just like.
I just keep doing what I do.
Krista Mashore (08:16):
And I think I think people hear this from
successful people and they don'treally believe it.
They think, oh, you're justsaying that because you're
trying to sell something, orthat you really have to
understand is that and I think,especially in what we do, you
know, let's just take a realestate agent, for example.
They are taught to take a test.
You know they spend, you know,take seven or eight classes,
(08:36):
they get their real estatelicense and next thing you know
they're a real estate agent andthey are.
They've been taught to do theexact same thing for literally
centuries.
I mean, like the first realestate ad was like in 1922 or
something crazy like that.
Right.
So they've been taught foreverto do flyers and to do open
houses and to door knock and tocold call and to do all the
(08:56):
things that are completelyopposite of how the consumer
takes in information.
Right, we're afraid to answerour door because we're afraid
we're going to get shot.
We don't want to answer thephone because we're afraid our
voice is going to get cloned.
We don't want to click onanything because we're afraid
that we're going to get hacked,right, and we sure as heck don't
want to have an open housebecause people get robbed, I
(09:17):
mean all of those things havelike almost happened to me so,
but realtors are still marketingthe same way.
So I think to be a topproducing agent, you need to
learn to be a top producer, I'msorry.
To be a top producer, you needto learn to be a top marketer,
right?
Dwan Bent-Twyford (09:32):
Okay, so give us for the agent side, because
you know the agent side and theinvesting side are very
different.
So give us like I don't know.
No, I mean maybe you're right,yes, it is different.
Well, I mean you're workingwith people that, and also some
of the same people, like, if Imeet a homeowner and they're in
foreclosure and they have equity, I'm like, listen, you need to
list your house.
Yes, you have money.
(09:53):
You don't need to sell to meand make 10 grand.
You've got equity.
You need to list your house.
But if you're like you know aweek, like I met a guy last year
, we did a deal.
I met him on Monday.
Their foreclosure sale date wasThursday and they had like
$200,000 worth of equity and Iwas like, what are you doing?
They go.
Well, we kept thinking we couldborrow money.
And then you know, and now Didthey foreclose?
(10:17):
No, I whooped in and I boughtit and I gave them a hundred
grand.
Yeah, I only made 40.
I gave them.
I said, listen, I'm giving youguys a hundred grand, I'm going
to make 40.
My rehab was going to fix it up.
But so I the first thing, ifthey have equity, I always say
list your house.
Yes, you have time.
Yes, the thing I have againstthese other agents is that
(10:39):
they'll list a person's housewithin 30 days of the sale date.
It's like you can't sell andclose and do all that.
You need to turn that personover to an investor.
Krista Mashore (10:48):
Oh, absolutely 100%.
So agents and I don't thinkthat too, there's all there's
like yeah, I'm sure you teachcreative financing, there's so
many things that you could dowith you know that they don't
even really have to sell.
They can still get residualincome the seller by not selling
the traditional way right, anda lot of times they don't make
any money anyways, and theyactually shouldn't sell when
they're in those kind ofpositions.
Dwan Bent-Twyford (11:10):
Yeah, so with your being an agent and like
people that are new agentsbecause I'm going to send my new
agents your direction Becausehalf the people in my class are
like I want to get my licenseI'm like you need, if you want
to do that, you need to followsomeone that I can't help you on
that path.
I don't have my license, Idon't know it all.
I can help you on this path.
So they're new, they want tolearn.
(11:31):
They find Krista Mayshore.
What are like three of your topmarketing for right now, just
for like today in April, Okay.
Krista Mashore (11:40):
So the first thing you need to do is just
start creating video content ona consistent basis, and I know
that everyone says that like, oh, you need to use social media,
you need to do video, but lessthan 1% of agents are content
creators.
Okay that, do it consistently.
You have to do to be what Icall a community market leader
and this works for a brand newagent, a middle of the road
(12:01):
agent or an experienced agent.
Start creating as much contentas possible, not about yourself,
like I'm number one, justlisted, just sold.
I'm not that.
But stop the community right,like what are?
Like, one of my students justhad a Easter egg, like a whole
Easter egg thing, and she hadvideographers there and she had
(12:21):
the Easter bunny and she did,you know, and she she recorded
it and she had contests and sheinvited the whole community and
they were voting and all thesethings and she created polls and
and stuff for it.
Start talking about what'shappening in the area, what are
things to do, what are places togo, what are the best
restaurants in town, what's thedifference between this
(12:43):
community and that communityright.
Start talking about do localmarket updates?
Do national market updates?
Do seller tips, buyer tips,like right now it's supposedly
this must be the best time tolist, which I don't agree with
that.
But most realtors are sayingthat you can give like tips on
getting your house prepared.
But the trick is is to beingconsistent enough that you do it
(13:05):
so that you are known andthought about and seen and
recognized the set.
As soon as somebody thinksabout real estate, they already
know who you are, right.
I always talk about like andthis is a horrible example, but
you know if you're gettingdivorced, you don't just all of
a sudden wake up one day and goI'm going to get divorced today,
right, like you are thinkingabout it and so you're.
(13:26):
So if you saw a divorceattorney and this divorce
attorney was talking about, youknow how to you know get
divorced equitably and how to doit without spending.
You know tons of dollars andhow to do it.
You know and still be friendsand take good care of the kids.
You would be listening andwatching and when you were ready
to actually pull the trigger,you would feel more comfortable
going to that person.
It's the same thing in realestate and so getting the
(13:51):
information out there andlearning to do video is the
first thing.
The second thing is is properlydistributing it.
So, number one, learn how to dovideo content and then, second
of all, make sure it actuallygets seen.
Less than 2% of organic trafficis actually seen.
So we teach people how toutilize local, dynamic Facebook
ads.
We teach them how to run ads inthe ads manager and how to
(14:13):
target people and how toretarget people and how to
create content that actuallygets seen.
So that's the second thing, andyou could do that for the cost
of a cup of coffee every day.
So stop drinking the wine, stopdrinking the Starbucks.
Put that money towards your.
Facebook.
Yeah, create Facebook adsinstead.
So that's the second thing.
And then the third thing is Iwould pick a neighborhood and
(14:35):
this is all what I teach mystudents.
I would pick a neighborhood andI would, I would, I would learn
anything and everything aboutthat neighborhood and I would do
what I call digital locationdomination, as well as regular
farming, and I would put thosetwo things together to where I
call it creating a communityfunnel.
So these things you see backhere, they're all sales funnels.
So, like, each one of those hasgenerated over a million
(14:57):
dollars of sales funnels.
We've done about 60, almost $70million in sales funnels and
what that is is you bring peopleto a specific it's like a
landing page, it's specific to aneighborhood.
So you would I'll give you anexample you create a landing
page about a neighborhood andthen, like we would, we deliver
(15:17):
like this right here is a qrcode.
This qr code takes them to alanding page.
It's all about deer, ridge andshadow lakes and then on that
landing page is like a marketupdate.
There's like seller tips,there's a copy of your marketing
plan, a copy of your sellerbook and all these different
things and you start likemarketing the heck out of that
neighborhood and then deliveringlike unsolicited, like market
(15:40):
analysis, where you just showpeople what are happening in the
neighborhood without askingthem for business.
Okay, this is what happened inyour neighborhood.
Everyone wants to know and andyou just dominate that
neighborhood.
So those three things, if youdo those consistently and doing
well, within a 12-month timeframe, you could be one of the
top producing agents in yourcity.
Dwan Bent-Twyford (15:57):
Well, the fact that the last year you were
full-time you did 154 deals,that's like off the charts,
cause I think that isn't theaverage, the average real estate
agent, like if you take all thepeople with a license, it's
like 1.2 deals a year.
Krista Mashore (16:10):
You're exactly right.
People like you like my husband.
Dwan Bent-Twyford (16:13):
his last year as an agent he did 155 deals or
something and that puts you inlike the 1-2% of deals.
Krista Mashore (16:25):
It's 0.001% Out of the food chain.
Yeah, 74% of agents, accordingto Inman News, did not even sell
one house in all of 2024.
74%, and you know we're havingwhat they say.
It's like a recession, not inthe world, but a recession of
inventory, which means that'swhy so many agents are exiting
right.
So it's such an easy time rightnow to stand out and
(16:46):
differentiate yourself, and Ithink that's the biggest mistake
that investors, agents, lenders, any professional makes is they
do not know how todifferentiate themselves.
And if they can learn todifferentiate themselves and get
more exposure by marketing,it's like it's so easy to do it,
it's like the easiest thing todo.
And then you put like you havegood skill sets of, okay, now
(17:09):
that I have this appointment,I'm getting this attention.
What do I do to make sure thatI actually get in the front door
and then close it Right?
And that's where you create,you know, conversion tools and
marketing materials that helpyou again stand out, which no
other agent is doing, becausethey don't want to spend the
money or learn, they don't wantto invest in their skill set or
invest in differentiation, andso it really is simple to do and
(17:33):
it's almost comical, quitefrankly.
Dwan Bent-Twyford (17:35):
It is.
And you know, the first thingis, as I do video content.
I and I tell real estateinvestors like hey, if you want
to be an investor and like thisis your area, you should put out
videos on, give you a homeownerdistress.
And then people go, oh, I'm, Ican't do camera, I'm terrible on
camera.
And it's like okay, I thinkpeople's are their worst enemy.
(17:55):
Yes, yes, everybody's great oncamera.
If you're just on camera,people will look at you and
different people appeal todifferent things.
I always tell people the samething Like, make videos.
Oh, I just, I can't do it, Idon't like the way I look, I
don't like this, I don't likethat.
It's like, okay, get it all theway over yourself people in
(18:17):
person at some point.
So what are you not gonna gobecause?
Krista Mashore (18:18):
you know you can't put a bag over your head.
When you meet somebody, it'slike, yeah, and nobody wants to
make video, but Dwan, everybodyis afraid of it.
It's, but it's something thatyou have to learn, right and,
just like anything else, youknow.
Before you walk, you have tocrawl.
Before you run, you have towalk, you learn.
It's all about doing it and notworrying about being perfect.
I always say be perfectlyimperfect, like take action,
just just do it, and there's.
(18:40):
So I could literally spend 30minutes talking about the
statistics behind video andconversion and how much more
video converts than a staleimage.
Oh, so much.
It's.
It's just insane.
And research also shows thatpeople get to know you and the
more they see you, the more theylike you, even if they first
(19:01):
think, oh, I hate this person,she's an idiot.
But the more they see, theystart to like you, more you know
, and so it really really helps.
And people want to work withpeople that they know.
And when you can, yeah, when youcan showcase your expertise on
video, when they meet you, theyfeel I mean, I swear to you, I
have been doing video contentnow for gosh like.
(19:21):
I mean like years 14, 12, 14years, I mean the second, that
Facebook marketing came out like.
When I saw Macy's doing herNordstrom I was like, oh my gosh
, if Nordstrom's can market onFacebook, I'm going to learn how
to do that.
And I learned how to runFacebook ads so I could get a
lot of exposure.
And then I learned to do itthrough video because nobody
else was.
And people will come up to meand all my students like this,
(19:45):
ones that do this well, they saythat they cannot go anywhere in
their town at a, at a, at afunction, or go into a
restaurant or without peoplegoing up to them and being like,
oh my gosh, aren't you thatreal estate agent?
And then they start talking toyou like they know you.
And then when you show up attheir home like I've had
students that like Diet Coke orlike one of my students likes
Swedish Goldfish and she'll showup to an appointment and
(20:06):
somebody will have like a DietCoke and Swedish Goldfish for
her on the appointment, becausethey watch, I'm not kidding,
it's that way.
That's great, it's so powerful.
And you don't just sellyourself, because these people
feel like they know you and andthey they feel they know that
you're the expert and you, youare so far ahead if you're doing
you know if they'reinterviewing other people, just
(20:27):
because of that.
Dwan Bent-Twyford (20:28):
No, I agree, I agree, it's funny, we do
sometimes.
We'll go to like a, a weekendworkshop, and someone may
already have my program and thenthey I don't know, they're not
being the elevator I'll starttalking, they'll go.
Oh my god, Dwan, yeah, I listento you every night before I go
to bed.
Yeah, like, oh, I listen toyour call, listen and listen to
(20:48):
that.
And it's so funny because,because they see you or they
hear you, they feel like they'reyour friend.
They just want to hug you andwalk right up and like, and you
they're total strangers.
Krista Mashore (20:57):
Yeah, it's the same thing.
And then, and then it's just somuch more natural and easy
going, like you're dealing withthe, with the friend you know,
and, and then commission doesn'tcome out of the way.
It's not like this hassle,you're not chasing, you're
attracting.
I mean attracting, yeah, youreally are the.
You know, I the last, uh, andI'll say 10 years, I was an
agent.
I, I did not have to do openhouses, I did not ever do an
(21:19):
open house in the weekends, Idid not cold call, I did not
door knock, I ran facebook ads,I did video, I made sure people
saw me over and over again andmy phone would just ring, you
know.
And I averaged 133 homes a year, every year, for 19 years in a
row.
Dwan Bent-Twyford (21:34):
And that is for people that don't know is
astronomical as a solo agent.
Krista Mashore (21:41):
Oh, I mean that's insane and a market
assistant, and it's because ofjust being different.
You know, like everyone elsewas doing the same thing.
Even when I first started realestate, like, I was like how can
I be different, how can I standout, how can I make sure that
people know who I am?
And it's it's as small as backthen, kind of to date myself.
But other people would do, like, let's just say, a black and
(22:03):
white flyer.
Well, I would do like a fourpage color brochure.
I'd put like a CD on my signwith like 50 pictures in it.
I would like I'd put myself onthe movie theaters, I'd put
myself on the buses.
I do.
Dwan Bent-Twyford (22:14):
Yes, I did all that.
All that the bus benches, thebillboards, the movie theaters.
Krista Mashore (22:21):
Exactly and nobody else did.
And people will still tell me,krista, I love your video that
you play at the movie theaters.
I'm like, oh okay, I haven'tdone a video for like 10 years
at the movie theaters, but theystill remember it because it was
so different and nobody elsedid it, you know I.
Dwan Bent-Twyford (22:36):
I when I started off investing I was
basically in palm beach, countyflorida, so I was on the movie
theaters, I was in all thoselittle free papers like the
penny saver and all papers, andI had a um, a little 30-second
commercial that would run likein the middle of like the jerry
springer type shows.
I love it.
Here's my little commercial.
And and then I was just likeand I was on and I'm like I saw
(22:59):
you on a bus bench and I waslike that too.
I was like, if they see you, Ifeel like cause I feel that way
when I see someone all the time,like I see you online all the
time, I'm like, oh, what I don'tknow.
(23:22):
My face was everywhere.
I was on commercial.
I even had an infomercial andmy face was everywhere.
Krista Mashore (23:28):
That's why you're so successful and that's
why you're doing what you'redoing.
And and people have tounderstand, like, if you really
think about you know, back inthe day, when, when they didn't
have social media, the ones thatwere successful were marketing
in some form or another, whetherit was postcards or whether it
was in magazines or newspapers,right, well, people aren't in
(23:49):
magazines or newspapers anymore,they're online.
They're on social concept, butjust putting a social, a social
twist to it, and because it'svery, because there's so much
social out there, it's so easyto write, to do a video, because
it's so easy, you have to learnhow to do it in a manner that
people actually see it, and sothat's where, like, learning to
(24:10):
be a marketer comes into placeas well.
But I mean, I hope peopleunderstand like it really can be
easily done if they areconsistent with it and learn how
to do it right.
And yes, just like you said,everyone is nervous about doing
video.
They're afraid of what they'regoing to sound like.
They don't know enough, they'renot experienced enough, they
(24:31):
have an accent, they're too fat,they're too thin, they're
purple, they're black, they'rewhite, they are all.
I'm too old, I'm too.
They all have every fear, everyfear, and that's a fear, and
that's and it, and you have toget over that and you will
eventually if you just practice.
It's just like the time you everdid your first rehab.
You were scared to death.
You bought your first you knowhouse and you made your first
(24:52):
deal and you were crapping yourpants and you were scared to
death.
And then you've done hundredsof them Right and now it's like
you don't even think about it.
It's the same thing it is withanything.
Dwan Bent-Twyford (25:02):
I just tell people listen, just forget about
it.
I remember the first time I sawmyself on camera and I heard my
voice Me too.
Oh my God, is that my voice?
I sound like I'm 12.
How is that my voice?
This is my husband.
Hi, honey, Hi, how are you?
Krista Mashore (25:18):
I love you, yeah , I just hate you.
Dwan Bent-Twyford (25:19):
I told you you can't.
I can't, I can't I'm sorry, I'dlove to.
Okay, I'll just go okay loveyou, um, and I was just like oh
my god, I thought you know whatthis is, who I am, this is god
made me.
I'm just going to be out there,so, um, so people want to find
you because you're the queen.
How do they find you?
And I mean, they see youeverywhere, but let's just say
(25:42):
they haven't seen your video.
How do they find?
Krista Mashore (25:44):
you what I every month I do in a virtual event.
It's a three-day virtual event.
They can get right from theirown home and usually it's a paid
event.
But because they are goingthrough you, if they go to
krista mayshore.
com/ free seat that's kristamayshore.
com/ free seat they can get afree ticket, a virtual event.
I can teach them all aboutsocial media, video sales,
(26:04):
funnels, marketing and how tolike, dominate their, their area
I love it.
Dwan Bent-Twyford (26:08):
All right.
So that's when I asked a couplepersonal questions.
I know I think you and I havetalked a little bit too long.
I didn't check what time westarted because they had all the
issues back online.
I tried to keep these a littlebit shorter, but I like to
always ask people just a couplepersonal questions, questions.
So tell me who.
What is your favorite band ofall time?
Krista Mashore (26:28):
Celine Dion You've seen her right.
I love her.
She's got the best, the best,although her poor voice now, but
she's got the best voice.
I just love her.
And I love Madonna too.
Dwan Bent-Twyford (26:39):
Yeah, I do.
I saw Celine Dion in Vegas.
I'm telling you I cried, Isn't?
Krista Mashore (26:45):
her voice just absolutely insanely beautiful.
Dwan Bent-Twyford (26:48):
I was just like, oh my God, I don't even
know.
I was like overcome withemotion.
I cried from those songs.
It's like how does she have avoice like that?
Krista Mashore (26:56):
Yeah, it's just beautiful.
It's so sad what's happened toher with her voice and stuff too
.
Dwan Bent-Twyford (27:00):
You know, I know, and I have never seen
Madonna Used to love her in the80s.
Whatever reason, she's one ofthe few people I have and I'm a
big concert person what's yourfavorite food?
Krista Mashore (27:11):
what do you like to eat?
Italian, I love pizza, lasagna.
Dwan Bent-Twyford (27:13):
I need that stuff.
I do too.
Italian is the best.
What's your favorite time ofday?
Do you have like a in yourcourse of your day?
Where's your favorite timewhere you're like this?
Krista Mashore (27:22):
is.
I like the end of the day.
When I when, when I the day'sending and I'm winding down, I'm
able to make dinner, my husbandcomes home, we can either have
a glass of wine or I can hearabout his day Cause then it's
like all the stress is done.
So I love the end of it.
I get up early, I get up veryearly and I work out and I do my
daily journal and all that, butI really like when the day's
coming to an end and I feelaccomplished.
Dwan Bent-Twyford (27:42):
You know, I ask everybody that question now
and almost everybody is amorning person and I'm like I am
100% end of the day Becauseyou're done, you're done, you
hang out.
My husband and I hang out, wewatch a movie.
It's like, oh, end of the day.
I don't understand.
We're out at 4 o'clock in themorning.
It's like, oh my God, why, hi,okay, so, uh, chrissamayshorecom
(28:04):
, forward slash free seat.
Everybody do that.
And I have one final quote.
Well, I have one final thingfor you.
I always like to have my guestsleave us with a word of wisdom,
but just one single word.
Like a word Opportunity, oh,okay.
So everyone that listens to myD'Wonderful, which is over a
(28:25):
million of you.
I love that I know when I gotthe little thing, I got a
million downloads.
I was just like that was sogreat, that's so cool.
Krista Mashore (28:35):
That is incredible.
Celebrate your it's really alot.
Dwan Bent-Twyford (28:38):
I Googled like how many podcasts have a
million downloads?
I want to see where I'm at inthe food chain there and I was
like wow, holy cow, I'm at inthe food chain there and I was
like, wow, holy cow.
I'm like I need to go checkmine out now.
I need to see how many I have.
Yeah, I got, it was full.
So I got Buzzsprout sent me awhole thing and of course I made
post videos.
I'll talk to all about it.
But over at the Dwan to Wholefamily, we always ask our guests
for a word of the week and Itell people, put it on a little
(29:01):
sticky and put it up on yourmirror and every day you're
going to say the wordopportunity.
That's our word of the week,but we want to know what it
means to you.
Krista Mashore (29:09):
It means like you're trying to tell your brain
to look for opportunities,right?
So like always be open to newopportunities, whether it be
work related or anything else.
So it's like I wish I couldchange my daily sheet, but my
words for the year are focus andopportunity.
Like I want to stay focused andI want to focus on one thing
and I want to recognizeopportunities and I want to be
(29:29):
open to other opportunities.
So that's why I love the wordopportunity okay, that's a
really good word.
Dwan Bent-Twyford (29:34):
I always ask because you know, like you say,
the word opportunity to 10people it probably means
different things with differentpeople, but I feel like people
hear you, they see what you'redoing, they know you like slim
Dion, then my have anopportunity to meet and see you.
They're like, oh, I love thisgirl.
She's amazing.
Krista Mashore (29:49):
You're so cute.
I just have so much fun withyou.
I think we should be bestiesLike we.
Probably if we were in highschool together, we would have
been besties.
Dwan Bent-Twyford (29:56):
Well, we can still make that happen.
What state are you in?
You're still in Florida.
Right now, I'm in Colorado.
We have a house in Florida andwe have a house in Colorado, and
, because we bought all thosebuildings, we have a place in
Iowa now too.
Ooh so cool.
Good for you.
So right now I'm in themountains, in my house, 9,000
feet up in the Rocky MountainsOoh so cool.
Krista Mashore (30:18):
Nothing but mountains.
That's awesome, man, you bettermake sure when you go to the
store you don't miss, forgetyour eggs.
Dwan Bent-Twyford (30:25):
Oh, I know the grocery store.
I remember because I lived inFlorida.
So you know you're inCalifornia, right?
Yeah, so Florida is likeeverything's like on the block,
Everything's there and thegrocery store it's.
You know, it's three blocksaway and when I moved up here
the first time Bill and I had togo to the grocery store, I was
like, oh my God, go to thegrocery store.
(30:46):
I was like, oh my god, thegroceries are 35 minutes away.
Who goes 35 minutes to agrocery store?
He's like you do.
Krista Mashore (30:50):
I think you're gonna be doing the shopping.
Dwan Bent-Twyford (30:52):
That's so funny, because in california who
would drive 35 minutes to agrocery store?
Oh yeah, mine is like threeminutes from my house.
Mine too I had.
That was.
My biggest adjustment was howfar the restaurants like
everything, because we're in themore like really in the
mountains, like dirt roadmountains.
Krista Mashore (31:08):
And yeah.
Dwan Bent-Twyford (31:09):
Charlie, even to go get gas is 20 minutes.
Krista Mashore (31:11):
It's like so far away I had a lot of clients
move to Colorado just becauseit's so nice there.
It's like a beautiful area.
Dwan Bent-Twyford (31:18):
It is beautiful.
So, honey, thank you for beingon.
I love getting to know you andall of you that are love the
show.
I know everyone loved it.
Don't forget to subscribe.
Leave a five-star review, writea really great comment.
Follow Krista.
Are you still doing yourpodcast?
Krista Mashore (31:33):
Oh yeah, Fired up with Krista Mayshore, and
they can find me with KristaMayshore on all socials.
Dwan Bent-Twyford (31:37):
Okay, so go be in.
You should have me on yourpodcast again sometime.
You're right, you will find hersocials.
If you're interested in being areal estate agent, I'm telling
you this is the person you needto learn from, because there's
not a lot of people that teachwell, that I'm aware of.
That.
Teach it on like a nationwidelevel, like you do, and yeah,
you really and I get like yourbroker.
(31:58):
They all help you.
But if you really want to belike dynamite, you need to
follow somebody like krista,because you can be at the very
top of the food chain or you canjust be down here, average, and
I'm telling you it's better atthe top, right, girl.
Oh, thank you honey.
Krista Mashore (32:11):
Yes, it's easy to do, you just got to do things
differently.
Dwan Bent-Twyford (32:14):
That's it.
Do it differently, All rightguys.
We'll be back next week.
Same bat time, same bat channel.
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