Krysta Acree Masters the Follow-Up
Krysta Acree started her journey as a real estate agent in October 2020. While she struggled to get traction early on, she began mastering her follow up process with leads and closing more deals in the Albuquerque and Santa Fe markets of New Mexico.
She attributes much of her recent success to things she learned after she joined the HyperFast Agent coaching program last year.
One of the things she put in place is using the Lobo platform. She also learned the art of staying on task to follow up with her leads by blocking time in her schedule to do that and continuing to move forward on each list.
“Every time I get a new lead,” she said, “I make myself a little plan to contact them. I try to do most of my contacts in the first week or two. And then I kind of space them out every two weeks and just make sure that I make the time to make those calls.”
Putting a focus on this process is working. In 2022, she is already on pace to double her transactions over the previous year.
Krysta remains flexible in her outreach process. She first tries to make a personal call. She will then follow up by text and email. Then, she calls the same lead two to three days later and follows up again with a text and email. She uses the Follow Up Boss program to track and follow up with her leads.
One way she gets leads is through the Google PPC Service, which are typically some of the toughest leads to close. She cited one example of having followed up with 400 leads through that service. She will be closing four of those leads by the end of the month.
“I still have 8 to 12 other people who are still talking to me,” she said. “We’re getting them on pace to start shopping for the homes when they are ready.”
With a cost of just over $10 per lead, and with her average home close bringing in a $10,000 commission check, she is producing about 10 times the amount of revenue as she is investing in leads.
Krysta said that mailers also work really well for her. In addition, she works with an investor and asks for referrals from her clients.
“I'm not sure why some realtors are afraid to ask for referrals,” she said. “For me, I've done a good job. I want you to love me and I want your friends to love me.”
When she was first starting out, Krysta began studying other realtors she was working with. She learned their good habits, bad habits, and what strategies would work best for her to incorporate.
“That gave me a lot of confidence in my second year to seek coaching,” she said. “And then to just kind of push all my efforts into it because I felt like I have a good foundation. I see how this works. Now I'm just gonna go for it.”
“The most successful agents are the ones that, in my opinion and what I saw, are the ones that follow up, that make sure that they're educating their clients along the way,” she said. “Because I saw that some people did not do that, and our clients were kind of confused all the time. It was making things more emotional.”
“If you're educating on the way and explaining things on the way, it makes for a much smoother transaction,” said Krysta. “Also being more over communicating than under communicating seems to work really well for them. Because they were anticipating being proactive rather than reactive through their deals.”
Prior to being in real estate, Krysta was a crisis therapist in Phoenix, Arizona.
“I worked on the mobile crisis team and I worked as a CPS stabilization worker,” she said. “So my job was to stabilize foster children in their resource homes. And then after that, I was an academic counselor for a little bit, and then I was a Montessori teacher for a little while.”
She said sometimes her background as a therapist becomes “really helpful because when I see people getting emotional, I can say, ‘okay, let's take a minute,’ and we can kind of address where those feelings are coming from, and then we can move forward knowing that we handled that.”
You can watch or listen to Dan Lesniak’s full conversation with Kysta Acree on Episode 389 of the HyperFast Agents podcast.