Did you know that 85% of what you’re thinking every day is negative? And it is your mindset and thoughts that create your actions, which create your life. If you think a recession is going to kill your business, you’re not going to take risks because that is your mindset. You need to shift your way of thinking if you want to succeed. Join Susie Carder as she talks to the best real estate coach, mentor and #1 author, Krista Mashore about managing your mindset. Know that everything starts with your thoughts. Find your why and start believing in yourself that you can do something. Adapt the right mindset today!
In this episode, our guest is Krista Mashore. She’s been in the top 1% of realtors nationwide for many years selling over 2,300 homes. She’s also one of the top 1% of coaches nationwide. She’s the author of four bestselling books focused on digital marketing and was named Yahoo Finance’s Number 1 Digital Marketer to Watch in 2021. She can also be found among the top 125 most impactful leaders in 2022, alongside Tony Robbins, according to Success Magazine. She was featured on Forbes, Inman News, Wall Street Journal, NBC, Fox, and many more.
She reached from $0 to $40 million in just 4 years of coaching, teaching, speaking, and training. Krista is revolutionizing the way agents and professionals market themselves online. She offers an innovative step-by-step approach to how agents and entrepreneurs gain a massive digital footprint. Let’s take the best practices from her industry. Please welcome my guest, Krista. Let’s dive in.
I’m so excited for you to meet Krista. Krista, thank you for being here.
Susie, you’re awesome.
I’m so excited. Tell everyone what your jam is, your secret sauce, and how you serve the market.
I teach people how to use social media and video to dominate their profession. What I’m more passionate about is the mindset aspect of it. I know that’s so overplayed. I wish there were a different word to use besides mindset, but it is just the mindset. Many people have so many limiting beliefs. I love the mindset aspect of it. I’m super passionate about that because I’ve seen people transform their businesses and lives, but they can’t usually do that until they get their minds correct. With everything we have going on now in the world, it’s a difficult thing to do for a lot of people because fear and paralysis set in. I’m excited to be here. Thanks for having me.
Let’s talk about that because so many people are struggling now with the economy and the pandemic. I believe that too. It’s the mindset, “My wealth is my birthright.” We both talked. We didn’t grow up this way. This is learned behavior. I love your story. What would you say is your number one strategy on how we get out of it so that we’re not listening to the press and the PR? You have to understand what’s going on, but it’s immobilizing people.
It’s so funny because I finished writing my book. I’m doing the audio portion of it now, which is a beast. I didn’t realize because I’ve done it two other times, so I hired a voice coach this time. I did eight hours not so long ago and four hours a day before. I’m only on page 105, which I’m like, “I’m on page 105.” I thought I’d be done, but he is making me pronounce everything correctly. He’s making me slow down. He’s making me fluctuate my voice. It’s going to be a lot better. I’m saying that because I’ve been over the past months studying mindset and how the brain works.
I have done so much research on different research studies that are out there about how the brain works. It’s almost unbelievable how powerful our brains and thoughts are. The whole book talks about it. I’m so excited about it because people need it now. I use this strategy called Stop, Snap, and Switch, where it’s to take a rubber band, bracelet, or anything that you can remove quickly. We have between 12,000 and 60,000 thoughts a day. Think about that. We are constantly inundated negatively with our news feeds and social media. The reason there’s much negativity out there is because negativity sells better. You sell more when you have negative stuff. They focus on negative stuff.
We’re getting all these messages and these thoughts in what we’re seeing. About 85% of what we’re thinking is negative. Research shows that when you think things, literally, you can change the neurotransmitters and neuropathways in the brain. Not to get technical, but my point is that your thoughts truly create your actions, which create your life. The way you think about things can change the outcome of it based on what you’re thinking. We, as human beings, have so much potential. I’ll go back to the stop, snap, and switch in a second because I got derailed there.
[bctt tweet=”Your thoughts truly create your actions, which create your life.” via=”no”]
Think about the potential that we have. We’ve put people on the moon. We’ve built airplanes that you can put 500 people in and go from here and fly 5,000 miles across the country. We’ve created medicines that will cure people. It’s what the potential of human beings is. You have to take action to get the most use out of that potential. This is a success cycle. I learned it from Tony Robbins. The problem is that people do not take a lot of action a lot of times, which is how they get their results because they don’t have the belief or the certainty about it. Because they don’t believe or have certainty about what they’re trying to do, therefore, they don’t tap into their potential and put a lot of effort into it. They don’t take a lot of action. Now, they’re not getting good results. They then say, “You were right. I told you that wasn’t going to work.”
It didn’t work because they didn’t believe it would work, so they put in little action, which got them little results. He talks about one of the biggest keys we have in business and life is the power of momentum. When you have momentum, it’s like certain people seem everything they’re doing is doing well, and they’re just, “That person seems that they got rich overnight.” It’s not that, but they developed the skill of momentum. When you have momentum, things are going well, and then you take more action because you have more certainty that it’s going to work, so then you get better results. What do we do when we’re at times where we are uncertain and have fear?
There’s so much talk about the recession and the world and all these things happening. What happens is that fear sits in, and we are paralyzed. We have to try to create momentum. How we can do that is by creating results in advance in our minds. We have to see things, visualize them, and believe it. There is study after study about the brain not knowing the difference between something you visualize and something you actually do. It’s unbelievable the amount of research they’ve done on taking people, doing studies, and showing, “This group is going to do nothing. This group is going to do an activity. This group is going to visualize the activity.”
The difference between the people that visualize and the people that do is so minuscule because the brain does not know the difference between what’s real and what’s not. The neuropathways in the brain act as if you’re doing it when you’re thinking about it. When you visualize, think about, and see what you want and see the results in advance, now you’re starting to create more belief. Therefore, now momentum starts to be created because you have the belief. You’ve got to create certainty and belief in what you’re doing. Quit watching the news. That’s number one. The second thing is when you have a negative thought, you’ve got to recognize it.
Your thoughts, beliefs, philosophies, and what you are thinking about those thoughts create your actions. They create what you’re doing, input, habits, routines, and rituals. Those habits, routines, and rituals, what you put into something, create your life, success, and outcome. Everything starts from a thought. We have the choice to create our thoughts and think about how we’re going to react to something. We can’t control what’s happening in the world, but we can control how we think about it. We can control how we see it.
If we’re thinking, “Doom and gloom. The sky is falling. The recession’s going to kill my business,” your brain goes, “You’re right. Keep her safe. Don’t let her go out and try things. Don’t let her take any risks. Hold all our money back. Don’t mark it.” Therefore, we get crappy results. We have to change our thought process and think like, “When I start to freak out, I need to stop and recognize that, then I need to snap the bracelet,” because you’re doing physical activity, then you switch the bracelet around and change that negative thought, which is, “The sky is falling too. Many businesses have been made and born during times of recession. I have opportunities now because my competitors are going to be fleeing. This is a good thing.” It’s a matter of training your brain to think about good things so that you will take more action and have better results in life.
You got to tell people your story because this will make so much more sense for people because there’s the theory, and people teach theories. You’re not teaching theory. You live this. Tell everybody your origin story because you’ve got an amazing hero story.
First of all, I don’t know if you guys know these. In each one of those awards where we did over $1 million in sales, that one right there shows that we did $10 million in sales from ClickFunnels online in the past four years. The majority of that money has been made in the past months. When you look at people, we have the tendency to think like, “Krista got a good personality. She’s really outgoing. That’s why she does well. Susie has a podcast. She wears black glasses. That’s why Susie does well.” Our brain makes up excuses as to why people do well.
[bctt tweet=”Our brain makes up excuses as to why people do well.” via=”no”]
I’ll tell you my background. I didn’t start telling the story until about a few years ago. I was watching a presentation at Funnel Hacking Live. Russell Brunson talked about the whole event was about your story. My goal is I want to make a major impact in the world. The story I was telling was a true story. It was a story about my husband leaving me and draining our bank accounts. We had bought a brand new house, and I had two little girls. We purchased a home, and the next thing I knew, he was having an affair. There’s a whole story beyond that.
That wasn’t the real story I should not have been talking about because the real story was the fact that I had not lived at home since I was thirteen years old. My mother, who I’m very close to now, I love her. She’s one of my favorite people. She’s amazing, but she had a lot of difficulty growing up. When I was born, she had these things that were happening to her that she didn’t understand, so she took them out on me physically. She was physically abusive. Finally, when I turned thirteen, I couldn’t handle it anymore and ended up running away from home. I ended up for over a year running away from home, living on the street, living in abandoned buildings, and living in my friend’s parents’ RVs.
They didn’t know I was living in my friend’s closets at night for a year. It was back and forth of getting caught, getting back home, and leaving again. Finally, I broke the line. I ended up breaking into my eighth-grade PE locker room while the kids were at PE. We stole all their purses, lunch money, and clothes because we didn’t have any money or clothes. We got caught, and that got me thrown to juvenile hall. I stayed in juvenile hall for three and a half months.
The first time you got caught, they just locked you up.
Yes. My parents wanted me to get locked up because they couldn’t control me. It was a blessing because they were trying to get the police to help, but the police wouldn’t because I never broke the law. Finally, when I broke the law, it got me into the system. I remember when I was in there too. I didn’t belong there. I was a good kid. I was raised very spiritually. The first week I was there, I watched this girl. She’s got this bright red hair. She had to be at least six feet tall. I’m sure she wasn’t, but at that age, I thought she was. I saw her grabbing the hair of this other girl and bashing into the porcelain toilet multiple times.
She was beating the crap out of this girl. Blood was everywhere. I remember thinking to myself, “I’m going to die here. I don’t belong in this place.” Let me back up a little bit. Because of the physical abuse I had, I wet the bed until I was ten. When I was in second grade, they realized I couldn’t read, so they put me into a special education class. This is where the children with disabilities are. I was in the class with those children because I had a learning disability. I couldn’t read. I was there for 2nd grade, 3rd grade, and 4th grade. For three years, I went into that. I learned to read in there. I remember people made fun of us because we were in a special class.
It was more damage to me as far as not feeling good enough. I am always feeling like I was an outsider. When you have abuse from a parent, you deal with the emotions of anxiety and not feeling loved, wanted, or fit in. I was screwed up. Mentally, I was a good person. I was an overachiever even at a young age, but I always felt I wasn’t good enough. I had to work on my mindset. After being in juvenile for three and a half months, I went back home. I couldn’t stay there. My mom was still not right. I called my probation officer and told him I had to get out of there, or I’d start running away again. It was almost like I lived two lives. We had this physical abuse that was happening that was pretty severe, and then we had this loving family.
I had two brothers. We went to church a couple of times a week. We went camping together. We didn’t have a lot of money at all, but my dad is the happiest, most energetic best dad in the whole world. My mom was amazing, too, but she had these outbursts. It was like I was living two different lives. I grew up with a lot of fear because when you’re being abused by a parent, you’re always scared. You don’t know when it’s going to happen again. Finally, I got sent to a foster home. I remember my dad bawling. I read this on Sunday when I was reading my book, and I cried about it. It still hurts.
I remember him begging me not to leave. He was like, “Krista, please don’t leave. We can fix this. I don’t understand. Please just stay.” I was like, “Dad, I can’t.” I cried all the way to my foster. I cried for months and months. I missed my family so much, but I couldn’t handle it anymore. I have not lived at home since I was thirteen. When I graduated from high school, because the money stopped, the foster parents kicked me out when I was eighteen. I was like, “Here’s the world.” Thank goodness, my best friend’s parents let me stay there for a couple of months while I put myself on my feet. I got some loans and put myself in college.
The point is I’ve not lived at home since I was thirteen years old. Nobody has given me one dime. I had to pay for my first car, phone, food, rent, books, and everything. I’m now a multimillionaire. This 2022, we had a $4 million month. We average about $1.5 million a month every month. We’re crushing it. I’ve got two multimillion-dollar businesses, and I’m working on my third now. It’s all because of the mindset. It might not be abuse for you, maybe it’s PTSD. Maybe you went through a bad divorce or you’ve made a bad investment. Maybe you’ve lost a business. We all have our thing. Those things can be debilitating and cause us to freeze and be afraid. We think about it’s going to happen again. It’s constant work.
I’m not just saying this. There’s so much research on this. When you read my book Stop Snap Switch, you’ll understand because it is so fun to read because you’re like, “This is science. I have the power to change my life right now.” With the decision to change your life, you can have a completely different roadmap or outcome in twelve months. You’ve got to make a choice, put in the work, and keep going when it gets hard. You got to not just get ready and aim. You got to fire. You’re going to make mistakes and screw up like crazy, but that is a good thing because you’re learning what not to do wrong.
I was a teacher. I taught third grade for six years. My daughter got sick. I left my teaching job because my daughter had spinal meningitis. She had a couple of strokes and kidney failure. I was like, “I’m going to be a stay-at-home mom. I cannot work full-time. I need to make sure I can help her through her milestones.” They had told me that there was a high likelihood that she would be mentally disabled. She would be blind, deaf, and all this stuff from all the strokes. She’s fine. She has ADD, which is great, I do too. That’s probably just for me.
I left that job and went into real estate because my husband at the time had an affair. He left us and drained our accounts. I was like, “We just bought a new house. I have got to figure this out.” I went into real estate. I did great in my first year because my why was very strong. I wanted to keep my daughters in their homes. Now that you know my story, you can understand how important that was for me to keep them safe. Their safety and them having good environment was a huge why for me to sell 69 homes during my first year in real estate. I ended up doing great in real estate. The year that I wanted to become a coach, I made around $1.6 million or $1.8 million in GCI. I was making $1 million a year in real estate.
My family was like, “Krista, normal people do not change their career at 46 when you’re doing over $1 million a year to become a real estate coach. Nobody’s going to pay you.” I didn’t listen, thank goodness. They were doing it because they loved me. They were just trying to save me. I get where they were coming from, but a lot of times, people that love you who are afraid to do something hold you back without even knowing it. Word of advice on that, do not take advice from someone who hasn’t done the thing that you’re trying to do. If you want to make $1 million a month, don’t go to somebody who hasn’t made $1 million a month. If you’re trying to make $1 million a year, go to somebody making $1 million a month.
You need to learn from people who are doing the thing that you’re trying to do. People have their own limited abilities, and they put them on you. I’ve had to work on my mindset, and it’s been something where it’s a constant battle of, “You’re not good enough. Yes, you can do this. No, you can’t.” It’s a daily practice for me. I read a ton of books. I have done a ton of therapy and counseling. It’s to the point now in my life where I’ve read so many books and done so many things that I can change my state or thought.
I’ve recognized the thoughts more easily. I get the saying, “That’s not good for you. You’re hurting yourself now. Stop. Turn it around.” I’m at a point in my life where there’s nothing I feel like I can’t do. I can’t disappear or fly on my own. If somebody else has done something, I pretty much know I can do it if I put in the effort and give it the time it takes to get there.
I love it. I feel like you’re my sister from another mister. The stories are very similar, looking at the walk and the path. I want to acknowledge your tenacity. My why was for my children as well. I do not want them to see and experience that. I want to protect them. You broke the pattern, which is amazing. The hardest thing to do is to break the pattern.
I probably broke it too much. I should have been a little harder on my girls. It was like, “You guys got to work harder.” I think I overdid it.
Coming from us, nothing compares to the level of work you do. It’s always hard for the next generation, but you broke it. That is huge. I always tell my students, “If I can do it, you can do it. If Krista can do it, you can do it.” We always say your tribe is your vibe, and you speak about that of who you’re surrounding yourself with. Let’s talk about that because it is important. It’s not a shtick or a saying. You’ve got to protect that intellectual space. To me, it’s my sanctuary. I don’t have a lot of friends. I have the right friends. I don’t want to be with people who are negative. I don’t want to be with people that aren’t going to support my life, marriage, and business. It’s too exhausting. Share a little bit about that and how you accumulated those great mentors.
One of the most single aspects aside from having a good mindset is being around the right people. I remember a few years ago that I hired Russell Brunson to be my coach. I sat in that room and had to freaking stop, snap, and switch for the whole time I was there. I’m in this room, and there are all these multimillionaires in there. They’ve developed these amazing businesses online. I knew how to market online on a local level. I was great at marketing locally online, but no one knew me a few years ago locally. Here are these people like Alexander Rossi, Brendan and Kailyn, and Alison Prince. They are just killing it. They’re all multimillionaires. Alexander Rossi makes $20 million a month. The guy’s insane.
[bctt tweet=”Aside from having a good mindset, you also need to be around the right people.” via=”no”]
I’m thinking like, “What am I doing here with these people? I’m already doing well.” I had to sit there and say, “Krista, stop it. If they can do it, you can do it.” I’ll tell you what. I would never have been able to do the success that I’m doing if I had not been in that room and had the help. I did the math, and probably you won’t even believe me, but in the past few years, I’ve spent over $700,000 on my own personal coaching and development. That doesn’t include hiring experts in other fields. I know it’s more than that because I’m forgetting stuff because it’s like, “What about this?” I’m like, “Yeah.” It’s probably closer to $1 million over the past few years on learning these skills.
When you look at that, the ROI is $19 million to $20 million. The other one is $10 million.
We’ve done $37 million online of contracted sales. That’s money coming in in a few years. Here’s the thing. The first year, it took me eleven months to get my first two Comic-Con Awards, but I spent almost $1 million to make $1 million. No one tells you that. I sucked it all back in. I am pretty transparent about, “That was great, but it took me eleven months to make my first one.” I then got another three in a row within seven months. Let me tell you. I was in the kitchen crying. I was like, “Why did I do this?” I was taking money from my real estate business to put into my coaching business.
I had to sell one of my daughter’s houses, and move her back into my house to have money, then COVID hit, and that’s another whole thing to talk about because I get a six-week burn rate. It was hard, but I kept going, learning, showing up, writing checks to people that were smarter than I was, and listening and doing the things they said. It’s funny because I look back at that time, and had I not learned from those people, I would never be where I’m at now. From everyone in that room that started with me, I’ve pretty much surpassed almost all of them except the two.
That’s why you’re a great coach because you’re an amazing student.
It’s so true. It’s funny because I remember Russell said, “You’re going to make a lot of money.” He said that to me when it was my first time there when I was scared sh*tless. I was embarrassed to even open my mouth. My heart felt like it was going to pump out every time I had to speak because I felt so inferior. I think like, “Why did he say that to me?” and I know what it is. It was because of my attitude and the energy that I put out. That energy and attitude create success.
It’s tenacity like, “I’m not going to give up. I’m going to sleep on the street and in abandoned buildings.” You still have that mentality, but you don’t have to sleep in the street or abandoned buildings and sell your daughter’s house to be able to do. That’s what frustrates me about entrepreneurs. It’s not sprinkle fairy dust. It doesn’t magically happen. You got to roll your sleeves up and make it happen. Many people have excuses, stories, and reasons, which go back to your mindset. Your net worth will only go as far as your self-worth.
It has helped and saved me. I love that you say we’ve had challenges. I didn’t take the real estate in when I was in the valley, but I was in the valley and cried at the kitchen table, pulled up my big girl panties, and got back into it to go, “This is business.” Who said it was going to be easy? I don’t know where people thought that. You see it like, “Just create a membership site, and they will come.” No. It is so much strategy.
It’s so much strategy, adjusting, and changing. I’ll give you a good example. I’ve been doing virtual events since January 1st, 2021. We’ve done twenty or something like that. We track and test everything. Every single month, we’ll change one thing because we’re trying to optimize. We’ve tried not to change more than one thing. Occasionally, we’ve done more than one thing, but we tried hard not to change one thing. There have been times when I’ve made a change, and it was like, “That was awesome.”
There have been times when we made like, “If I have this many people in the seats, I know I’m going to close this.” One month, we were set to do $3 million. It was like, “It’s $3 million,” but we made a change. We lost $980,000 that month from that change. I was like, “Guess what, guys? The good news is this. The good news is I got to do it. We used the recording. I got to save my voice. I’d have to even be there. We will never ever do that again,” in which we sent people to a sales link instead of having them jump on a call. I had been told to do it before, and it cost me $400,000 the time before too.
I thought, “I got some advice from a different coach,” which was fine, but it wasn’t the right advice for my audience. My team was like, “Aren’t you mad, Krista? I can’t believe you don’t seem like you’re that mad.” I go, “I’m that excited, but at least we know not what to do again. We are never doing that again. That’s the good news.” Now we can fill it up to 1,000 people and make even more, but we know not to make that mistake. When I was writing my book, the editor was like, “I feel like this seems unbelievable.” I’m like, “I could lie and say that I sat there and cried for a week, but I didn’t. I was like, ‘Don’t do it again.'”
I remember when I lost $10 million in the market crash in my portfolio. I was laying on the floor bawling. I’m like, “Why? I’ve been a good student. I’ve followed the coaching,” and you’re trying to figure it out. I heard this voice in my head that said, “I will never leave you, and I will never forsake you. Get up and go to the people. Tell them. You’ve done it before, and you can do it again.” I’m like, “I don’t want to tell the people.” I’m embarrassed and shamed like, “I don’t want to tell them. I’m supposed to be the profit coach. I’m supposed to be the money lady.” The reality was I kept saying, “What did I learn?” and implementing it.
What did you learn?
I was too heavily leveraged in real estate. Looking back now, I’m very much more conservative. I don’t play at that level because I don’t want that risk again. When I started, I was younger. I was like, “I’m invincible, and this is working,” and it did work. I made millions. I still risk. I still invest in myself. The first thing I did when I got back and got it all back together was invest in real estate again. It’s been a great asset and wealth builder for me.
To tell people, there was a level of authenticity and transparency people were missing from me before. You get to a certain level, and to them, it sounded like I was speaking calculus. They’re like, “I can’t do that.” Let me tell you what. It happened to me. It’s your childhood stuff and all that. They’re like, “Okay, but that’s so far away.” You’re like, “That still affects me every day. I’ve snapped the wrist.”
I will tell you that it’s by being authentic. No one’s born with energy. You can make energy by jumping jacks. You can make yourself happier by laughing out loud on purpose. There are so many things that you can do. When you have a lot of energy, that energy will follow into your business and when you are authentic. The world right now is craving real people. It’s called Fakebook. They only show the good. That’s why these poor kids nowadays are starving for real. There are so many suicides because they see all this bad stuff. Be yourself. Be real. I will say one thing.
If you are having a super bad mess, for example, let’s say you’re an eating disorder coach. You have an eating disorder. Maybe you don’t talk about the eating disorder until you get the eating disorder fixed. You can make your mess, but be careful not to do it when you’re in it. When I told my story about my mom, I wrote her a letter. I was bawling on the plane. It took me two weeks to even give it to her to ask her if I could share my story. It’s raw and deep, but I will tell you that the story, which is a true story, was way worse than I make it sound. The abuse was pretty severe. It helped so many people. My goal is to help people. Susie, I love you. I have to go now because I’m late for my next meeting.
I love you too. There are many ways that we can play. We have your new book, Stop Snap Switch.
I’d love to be able to talk about that if they want to go to it. I’m doing the audio, so if you’re an audio person, you can get the audio. Trust me, I don’t make any money off the books. We lose money off the book. This is a passion project for me. I am so excited to get into the world. I believe in it so much. If you go to KristaMashore.com/stopsnapswitch, you’ll find out how you can get a copy where it’s going to be coming out very soon.
I’m so proud of you. Go to your next appointment. Thank you for your time.
Thank you. Can I have you on my podcast?
Yes. I love and adore you. Have a blessed day.
Krista Mashore has been in the top 1 % of realtors nationwide for 20 years, selling over 2,300 homes. She is also in the top 1% of coaches nationwide. Krista is the author of four best selling books focusing on digital marketing and was named Yahoo Finance’s number 1 digital marketer to watch in 2021!
She can also be found among the top 125 most impactful leaders in 2022 alongside Tony Robbins according to Success Magazine. She has been featured in Forbes, Inman News, The Wall Street Journal, NBC, Fox, and many more! Krista recently went from zero to 40 million dollars in just under four years.
Through her coaching, teaching, speaking and training, Krista is revolutionizing the way agents and professionals market themselves online. She offers an innovative step-by-step approach on how agents and entrepreneurs can gain a massive digital footprint.