Eight years ago, Merrill and I built a system for our team to solve one very specific problem.

 

Agents would sit down for their hour of power, open their CRM, find a lead... and freeze. Twenty minutes later, they'd moved on without making a single call. Not because they were bad at real estate. Because they didn't know what to say.

 

So we created 10 Messages of Value — a rotation of proven touchpoints so agents could stop deciding and start dialing. Pick the next one on the list. Send it. Move on.

 

Let your past clients do the selling for you.

→ "Most people find it really helpful to know what it's like to work with an agent before they commit. Here's what our clients say: [URL]. Give me a call back — I think you'll find it helpful."

 

 

Tell a story about someone just like them.

→ "I'm calling because we're working with a [buyer/seller] right now who reminds me a lot of you. They were looking for [criteria] in [area], and we just [specific outcome]. It made me think of your situation. Give me a call back."

 

Start every week by writing down one win — a contract, a negotiation, a creative solve. That's your Mirror Match story for the week. Your closed deals aren't just closings. They're content.

 

One stat. Their area. Their price point. That's it.

→ "Quick update — I was just looking at the numbers in [area] and [specific stat]. I know you've been thinking about [their goal], so I wanted to make sure you had the latest. Call me back — I've got more where that came from."

 

Lead with a number. Make it hyper-specific to their search. "The market's hot" is not a stat. "There are only 14 homes under $400K in Gilbert right now" is.

 

 

Show don't tell. Share the one detail that made the difference.

→ "I just wanted to share a quick win — we just closed in [area] and [specific achievement]. What most people don't realize is strategy matters more than luck in this market. I'd love to walk you through what we did. Give me a call back."

 

"What most people don't realize is..." — say that before the win. Watch them lean in every time.

 

Show them the dollars and cents of having you in their corner.

→ "I just have to tell you about something that happened this week — we saved a client $[amount] because [specific tactic]. These are the things that add up. How would you feel if we could do something similar for you?"

 

 

 

Notate these in your CRM. We'd label ours LVM1, LVM2, LVM3 — so the next time you pull up that lead, you know exactly where you left off and what to say next.

 

Messages 6–10 land in your inbox next week. Those are the ones that bring cold leads back to life — don't miss them.

Simple. Send one of these messages this week to 5 people in your CRM. Put it in your calendar now. You got this.

 

You already know Claude can help in your CRM — but that's just the beginning. In this follow-up session, we are back to show you how real estate pros are using Claude to save hours every week across the full scope of their business.

 

Whether you're juggling listings, nurturing leads, writing marketing copy, or just trying to keep up with the endless to-do list that comes with being a realtor, Claude can help — and in this webinar, you'll see exactly how.

We will walk through real, hands-on examples built specifically for realtors, so you can walk away with tools you can start using the same day.

 

What to expect:

 

- Live demonstrations tailored to real estate workflows

- Practical Claude prompts and tools you can use immediately

- Time for Q&A with Kristi and Merrill

 

This session is perfect for realtors who want to work smarter, spend less time on admin, and have more energy for the work that actually grows their business.

🎧 Feeling stuck, scattered, or second-guessing yourself?

The Take It and Run podcast is built for that moment. Each episode gives real estate agents and business owners clear moves they can use right away, not hype and not theory. Kristi and Kelcie break down the habits, decisions, and discipline that lead to more confidence, more consistency, and more appointments. Press play, take one idea, and run with it.

😲 Don't sleep on these offers!

 

 

Use my code KRISTI30 for 30% off. Applies to monthly AND yearly memberships.

 

How to do it:

Speaking Season is here! I'll be on stage with Tom at the following Edge Events, where we take you behind the scenes of what’s really working to win more deals and scale your business. The Edge was designed for committed agents looking to maximize their efficiency and adapt their systems for today’s environment. You’ll learn cutting-edge strategies for attracting buyers and sellers, AI automation, closing deals faster by leveraging the data consumers care about today, and controlling the narrative in your hometown. Just one day is all it takes to master the skills, confidence, and knowledge to make you a listing leader in your city.

These are just the cities I'll be in! Check the full list for your area. 👇🏻

Taking the time to execute on these small tasks is what places you in a position serve more people and increase your earnings.

Don't forget

This exercise is primarily designed to 🗓️ SET APPOINTMENTS! Track your progress and pay attention to what’s converting. I’d love to hear what you discover.

Wanna make magic together?

I coach, consult, speak on stage, and occasionally break out into dance. Which one can we do together? ⤵️ 

** This is not a coaching solicitation to any current Tom Ferry coaching clients working with another coach**