Ep #103: How to Close 216 Units for $75Million Working Remotely and Meeting Agents Over Video

Kristi Hardy closed 216 units for $75M in 2017 working remotely from home, with 60% of volume coming from ~100-150 real estate agent relationships — none paid for. This episode covers her systems for agent outreach via Zoom, database marketing with two CRMs, video texting for annual reviews, and how she positions herself as a problem-solver to command agent loyalty without co-marketing fees.

Takeaways you can run this week

• Book 'virtual coffee' Zoom calls instead of in-person meetings with agents you want to start working with: schedule a 15-minute Zoom, no travel, no no-shows, and Kristi reports it's already working better than traditional coffee meetings.
• When an agent asks you to pay for Zillow leads, respond with: 'If I did it for you I'd have to do it for everybody — but let's do a seminar, a webinar, or a corporate program together, and I'll help market to your database. I see myself as an extension of you, and I bring far more value than a few hundred dollars a month.'
• Go wide on agent relationships rather than only chasing top producers: Kristi maintains 100-150 agents who each send 1-2 deals a year. Enter every agent you meet into your CRM immediately, friend them on Facebook while standing with them at the broker open.
• For 12-month database anniversary check-ins, skip email — record a personalized video (e.g., 'Hey Jeff, it's Kristi, it's been two years since we looked at your loan — want a mortgage check-up?') and send it via text or Facebook Messenger instead.
• Post videos on your personal Facebook page (not just your business page) so agents and past clients see your real life — dogs, kids, community events — and feel they know you even when you haven't met in person for months.
• Sponsor a visible local touchpoint: Kristi paid for every student's t-shirt at her son's elementary school, putting her name in front of every family in the building for the entire school year.

The playbook

1. 1. Identify agents you want to reach: search your last closed deals and any broker opens you've attended.
2. 2. Before the meeting, research them on Facebook and send a friend request.
3. 3. Invite them to a 15-minute Zoom 'virtual coffee' — no office, no driving, no coffee shop.
4. 4. On the call, position yourself as an extension of their team: 'I introduce myself to your clients as part of your team and I build you up.'
5. 5. If they push for co-marketing fees, redirect to seminars, webinars, corporate programs, or database marketing together.
6. 6. Enter them in your CRM immediately with birthday and anniversary fields populated.
7. 7. Stay top-of-mind via Facebook (comment genuinely on their posts, share work-related videos to your personal page) and periodic CRM touches.

Worth quoting

“I branded myself accidentally and on purpose as a problem solver.”

“I see myself as an extension of you — I bring much more value than a few hundred dollars a month.”

Best for

LOs who rely on a small handful of top-producing agents and want a scalable, no-pay-to-play model for building a wide referral network remotely.