Doorify Real Estate Podcast

Winning Your "Certainties' Is The Key to 2025 in Real estate with Kelley Skar

• Doorify MLS • Episode 76

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Real estate success in 2025 isn’t about doing more, it’s about doing what works. 

Joining me in this episode  is Kelley Skar, a real estate veteran with 18 years of experience who’s done it all—from building teams to scaling brokerages and now coaching agents to thrive in today’s ever-changing market. 

We dive into his "four pillars" approach—marketing, systems, sales, and tech—and his practical framework for creating a rock-solid foundation for success. And, Kelley shares his "five daily non-negotiables," a method that’s helped him, and his clients, achieve consistency and growth like never before.

Learn from his insights, build your certainties, and take control of your growth today. 

Specifically, this episode highlights the following themes:

  • The importance of certainties and daily consistency
  • How to master Instagram for real estate success
  • The role of playbooks and AI in scaling your business

Links from this episode:

1ae5b43598204883b524f061d4880e6d10fca88c (for podfollow.com)

Kelley Skar [00:00:00]:
From a marketing perspective, focus on the things that you think are going to wind up getting you the best return on investment. And if social media is one of those things, you've got to commit to going all in on the social media. I would not commit to going all in on blogging because again, I think it's on life support. What we need to do is think about blogging from a different perspective. If you're going to start a blog, think bigger. Think about the other platforms that are out there and think about the attention economy that we are in right now.

Matt Fagioli [00:00:35]:
Hey guys, welcome back to the Doorify Real Estate Podcast. I'm your host, Matt Fagioli with yet another old buddy from, from times gone by, Kelley Skar from Canada. How are you, man?

Kelley Skar [00:00:49]:
I'm doing well, man, thank you, thank you for having me on. I appreciate it.

Matt Fagioli [00:00:53]:
Yeah, absolutely. Well, you are one of those amazing humans who has survived in the real estate industry for decades and now spends, you know, a big hunk of your time helping other agents and brokers succeed. And we are going through a series of conversations this fall on the Dorify Real Estate podcast with people just like you to try to get everybody the best advice and, you know, the best shot at launching into 2025 with a bang. And so I can't wait to, to share with everybody. But before we dig into that, can you just give everybody a little bit of background on who Kelley is and all that?

Kelley Skar [00:01:33]:
Yeah, absolutely. So almost decades, dude, like eight. I just started my 18th year, so it's almost. I'm like two years away from decades, plural. But yeah, no, it's, it's been a trip, man. It's been a long time. I Got licensed in 07 August. Part time agent, went full time in April of 2008.

Kelley Skar [00:01:52]:
My wife was four months pregnant with our twins. I was getting laid off from my full time, six figure year job anyways, and I knew it. So I went home one day and said, hey, I think this real estate thing can work out for us. She's like, you better make it work. So I did. Here I am 18 years later. I went, transitioned from a solo agent, built a team, merged that team with a boutique brokerage in Calgary. We grew that brokerage from nine to 115 agents in about 18 months.

Kelley Skar [00:02:17]:
I transitioned out of that company, you know, just focused on being a solo agent again and, you know, from the coaching side of things, and made a move, a big move from one province to another, from Alberta to British Columbia, which is actually the province that I grew up in. A lot of things changed, though. Got married, had kids, you know, made the move with, with, with the family and kids, transition really, really nicely. And we've been here in Kelowna BC since 2021, where I've been primarily focused on, on building my coaching business.

Matt Fagioli [00:02:45]:
Okay, cool, man, that's a lot of changing zones. That must have been interesting from, you know, you hear about agents moving from one market to another, but that's a pretty dramatic change. Did you.

Kelley Skar [00:02:56]:
Yeah.

Matt Fagioli [00:02:57]:
In, in, in every one of those changes, did you have to just sort of reinvent who you were in the real estate space?

Kelley Skar [00:03:02]:
Yeah. So I left British Columbia. I grew up in this small town called Prince George. I wasn't, I wasn't an agent then. I left in 1998. I moved to Edmonton, Alberta, home of the Oilers, you know, Win Gretzky, and so moved there. I spent five years in Edmonton. I usually tell a little joke how I say I did.

Kelley Skar [00:03:19]:
I did five years in Edmonton. And if you've ever been to Edmonton, then you would know what I'm talking about. So I left Edmonton. I moved to Calgary in 2003, got my real estate license, like I said, in 2007, and then wound up, you know, making a move in 2020, like, kind of right at the height of, you know, everything that was going on in the world at the time. And, and yeah, man, it was a total reinvention of, like, just getting right back to basics and everything that I had done right at the very beginning of my career, career became like, just came full circle. And it was like everything that I knew, I just put into practice. So one of the, one of the first things that I did was I started a YouTube channel. Like, what better way to get ingratiated into the community than by actually creating content for that community? And I knew that it worked.

Kelley Skar [00:04:07]:
There was this one thing that happened. It was wild. So we're here, it's 20, about 2022. We moved in July of 2021. It's 2022. We had met some people and really good friends to this day. There's a big group of us now and we go over to, to these people's house and we walk in the front door and meet the wife and my wife and the wife, you know, her friend, they'd already met, they'd been kind of hanging out together. The husband comes over, we get introduced, and he's looking at me and he says, I know you.

Kelley Skar [00:04:37]:
I'm like, no, I don't think you do, man. We've never met. I would remember you. Like, there's no way that we've met before. I don't think so. He goes, no, I know you. We've met before. And he thought about it and thought about it.

Kelley Skar [00:04:48]:
It took about five or six minutes. And finally he goes, YouTube. I go, yeah, I got a YouTube channel. He goes, I watch your show every week. I'm like, oh, awesome. So you're the one, right? So it was, you know, when that happened, it was. I looked at my wife and I'm like, see, I keep telling you these things about social media, right? Like, I remember back in 2011, like, remember the good old days of Twitter? Like back in 0706 when we all jumped on there. I remember sitting on the couch.

Kelley Skar [00:05:20]:
It was. It was like 9 or 10 o'clock at night. Our house was. Everybody was in bed. And I'm. I'm cramming to get the last licensing course done because it was like the deadline was the next day. And so I've got the TV on, I've got my laptop, I've got my iPad. I'm tweeting, I'm listening, I'm watching.

Kelley Skar [00:05:39]:
And I'm watching this movie called Vanilla sky with Tom Cruise, Penelope Cruise and Cameron Diaz. And so I had tweeted out, Tom at. Tom Cruise is one lucky sob. He gets to play making love to Cameron Diaz and Penelope Cruz in the same movie. And so thought nothing of it. Whatever. I'm watching this movie. I wake up in the morning and I got this, this follow notification on Twitter that Tom Cruise is now following me on Twitter and actually replied back.

Kelley Skar [00:06:12]:
And this is. It's funny because my wife and I were in this conversation about social media. You spend too much time on your phone. You're always looking at your phone, you're always on Twitter, yada, yada, yada. And so I got up in the morning and I'm like, so you still think this social media thing is a waste of time? I showed her the. I'm like, what do you think about them apples? And there was Tom Cruise following me on Twitter. And it's, it's kind of a cool story, but, you know, social media has just grown over the, over the course of the last, you know, 8, 15, 18 years. It's just wild.

Kelley Skar [00:06:40]:
You know, it's how, it's how it's progressed.

Matt Fagioli [00:06:42]:
Yeah, it's, you know, for those of us that were there and that. I remember, I was really sad that I couldn't get at Matt, because of course, one of the founders named Matt, but I Close to the beginning, like days after launch joining, and I was like, no, unfortunately there's already a mat. But yeah, I mean, the world obviously has shifted in some, some dramatic ways. Well, when you're doing your coaching for agents, how much is social media a factor? I'm guessing a lot.

Kelley Skar [00:07:13]:
Oh, it's big, man. It is absolutely big. You know, I coach around YouTube. If I've got a coaching client that wants to dive into, you know, how to actually build out a channel, we can, we can go real deep with that. I'm really bullish on Instagram right now. I think Instagram is a gold mine. Not just for, you know, people selling services, like, you know, coaching and training and that sort of thing, but definitely for real estate agents as well. I think a lot of agents are, are not using it properly.

Kelley Skar [00:07:39]:
A lot of brokers aren't using it properly. Like, I've had this conversation with multiple brokers over the last, you know, six months or so, and I keep telling them, like, stop posting your listings on your Instagram feed. Like, that's what the MLS is for, right, dude? Reach out to other agents in your community by creating content that their broker is not creating. Like, that's, that's the hook. That's what, that's, you know, be their broker before you're their broker. Like this whole ideology, right? Most brokers are not utilizing Instagram in the way that it was designed. They, they're just, you know, continually with this push marketing directive. Instead of like the pull marketing where I'm going to create content, I'm going to pull people into our, into my web and once they're there, then I'm going to start a conversation with them, you know, and that's, that's how we built a company from nine to 115 agents in like, you know, just over 18 months.

Kelley Skar [00:08:26]:
We followed the whole Gary Vee ideology of creating a media company, right? And that's exactly how we did that. It's how we grew and grew that, that, that business and scaled it as quickly as we possibly did.

Matt Fagioli [00:08:37]:
Well, I agree with you a hundred percent. Instagram's my favorite platform now. I wouldn't have said that maybe even three years ago. And I think that there's a, for me, and I think it's probably true of a lot of people, there's just like this huge curve of understanding what, what that platform is and how it's different. Just like, I guess that's true on every other platform. Like, I'm not as much of a Twitter guy anymore. You Know, I'm there a little bit, but, you know, there's a totally different language, totally different conversation happening there for some reason. You know, Instagram connects with me and I think one of the things that I, that I love talking to agents about now is to go look, if you're starting a new year and you really haven't won in any particular meaningful way on social yet, pick one platform that's your favorite platform and just like crush that one and forget about everything else until you win that.

Matt Fagioli [00:09:33]:
Do you agree with that logic? And what would you, you know, how.

Kelley Skar [00:09:36]:
Would you add to that 100%? I, I think that with anything, you know, anything marketing related, anything, you know, personal development related, you've got to figure out that one thing and go all in on it until you're an expert at it and you've mastered it and you've been able to create all kinds of amazing things for yourself. From the personal development side, you've created opportunities through, you know, attending personal development seminars and reading books and listening to podcasts like this one. And, and, and, you know, from the marketing perspective, absolutely. Going all in on YouTube or going all in on, on one platform, I mean, you know that, that isn't to say that you've got to forsake all of the other efforts that you're putting into your lead generation, you know, for your business. But you know, if you're, if you're going to try to spread yourself out across, you know, four or five Snapchat, Insta, TikTok, YouTube, like there's four right there. If you're going to try to spread yourself out across all four and try to speak four different languages like you nailed it, right? These platforms all have a different language to them. Facebook is different from Instagram, Instagram is wildly different from, from Twitter and Twitter. All the rest of them, like, there just really isn't a conversation that really remotely matches what happens on YouTube.

Kelley Skar [00:10:53]:
So they absolutely need to, need to go all in on one platform, master it, become an expert at it and move on. On top of that, what I would suggest is if you can, if you can master it, then what you need to do is teach it to somebody else so that they can then manage that aspect of the business so that you can have the time to go on to the next thing and master the next thing. It's this, the whole, you know, buy back your time principle, right? You're, you're never going to be able to master four different platforms if you're not deploying some sort of, you know, principle around that, buying back some of your time.

Matt Fagioli [00:11:28]:
Yeah. And I think that this language of, you know, different, different language on every platform, I think when you were talking earlier about how brokers are just sort of blasting. They're not translating the language at all, they're just sort of blasting across all these platforms. And, you know, that, that just falls so hollow, you know.

Kelley Skar [00:11:47]:
Yeah.

Matt Fagioli [00:11:48]:
You know, Instagram, you know, is a great example. But. Well, when we were talking before this conversation, I asked you, I said, well, you know, how do you, what's the framework of how you talk to people? And you sent me back these four categories. Marketing systems, sales and tech. So I want you to walk us through those four and give us, you know, a little bit of what we should be thinking about for 2025 in each of those four categories.

Kelley Skar [00:12:14]:
Cool. So one of the things that, you know, being in this business for 18 years, having coached, you know, hundreds of agents since 2013, I identified four areas, four key areas that every single agent falls down in. Now they're not falling down in all four categories. There's probably one that's worse than another, but essentially it's, it's, you know, it's exactly what you said. Marketing, sales systems and technology. I'll start with sales because I think sales is, is greatly overlooked. The whole idea around having a strategy on how to sell this is actually just had this conversation with a coaching client this morning. Most agents got into this business from something else that they were doing.

Kelley Skar [00:12:56]:
They were dissatisfied with the job that they were already in. Like, how many conversations have you had Matt? Had Matt with, you know, agents. And your first question is, well, what did you do before real estate? Right. And everybody's got a story. Unless you're 22 years old and you're like, I was in university, which rarely happens, right. You're gonna get an answer like, oh, well, I worked in a front office, I worked in a bank, I worked in a factory, like, whatever. Most people don't have that, that sales experience. They don't have the sales training.

Kelley Skar [00:13:23]:
And so I think for 2025, developing or at least learning a system of sales, walking your prospect through a system, through a process on the phone to ultimately get to the, the fulfillment stage of that call, which is ultimately that, that meeting with that buyer, with that seller. You have to learn what that nine step process is. You've got to learn the way to, to actually speak that language to effectively get that person to say yes to an appointment. So sales training, I think agents really need to focus on that From a marketing perspective, you know, we kind of already touched on this a little bit. I think social media, you know, I've, I've been formulating this thought in my mind the last probably couple of weeks and the thought that popped into my head was blogging is dead. So I'll just throw that out there. Blogging is dead. Now do I think it's completely dead? No.

Kelley Skar [00:14:13]:
Do I think it's on life support? Yeah, 100%. You know, we grew up with, you know, in the real estate industry with Active Rain. Right. Remember the blogging platform Active Rain. Right. There was a lot of agents that wound up pulling a lot of business from that platform and just by writing content on that platform. WordPress was really big in the, you know, the mid to, you know, early 2000s, like 2010s, that sort of thing. You know, I know people that are still trying to blog, they're actually trying to leverage AI to create the blog content for themselves.

Kelley Skar [00:14:43]:
And what they don't realize that they're hurting themselves more than they're helping themselves, especially with the last Google core update that happened just this past March. So from a marketing perspective, you know, focus on the things that you think are going to wind up getting you the best return on investment. And if social media is one of those things, you've got to commit to going all in on the social media. I would not commit to going all in on blogging because again, I think it's on life support. What we need to do is think about blogging from a different perspective. Instagram reels is a form of blogging. Twitter is a form of blogging. Facebook posts is a form of blogging.

Kelley Skar [00:15:19]:
YouTube is a form of blogging. This is what I want people to really start to think about from their marketing. If you're going to start a blog, think about, think bigger. Think about the other platforms that are out there and think about the attention economy that we are in right now. Most people are glued to their phones. They are watching like I'll watch my wife in the morning. I sit there, I read a book because it's part of my five daily non negotiables. My wife will sit there, drink her coffee and she'll scroll through her Instagram or scroll through her Facebook and she watches reels, she watches video.

Kelley Skar [00:15:50]:
Right. So I would focus on the medium that you feel like your, your ideal client, your ICP is, is, is going to be consuming that content. So sales, marketing systems. Every agent talks about wanting to create systems. Oh, I got to create a system for 2025. Great. What does that system look like? Like, do you even understand what a system is like? Once we understand that the system should be designed to buy back a lot of your time, then great, let's start to play. Instead of talking about a system, let's, let's reframe it and start talking about Playbooks instead.

Kelley Skar [00:16:24]:
So if I've got a playbook for the way that I work with a seller, that's, that's a process in which I get the property listed and I get it sold ultimately. So we, if we build out a playback playbook for that, we can then hire a monkey to come in and push buttons for us and make sure that that playbook is taken care of. Right? So think about systems from a Playbook perspective. And then lastly, technology again. You know, a lot of people, a lot of agents, like I wouldn't say if they have, they have a hard time turning on their laptop. But you know, my wife thinks I'm some sort of a genius when it comes to tech and I'm not. I just know how to use the Google machine, right? She's, and I keep trying to tell her this. I'm like, look, just type it into Google.

Kelley Skar [00:17:06]:
It'll tell you everything that you want to know. Like AI actually comes up on Google before anything else and it will answer the question for you. So if you don't know how to do something on your laptop, just Google it and AI will tell you. This is the other thing is chat GPT. Like I, I find myself not even using Google anymore. I go to chat GBT and ask the question, right? So there's, you know, technology is, is, there's so much to talk about. There's apps, there's different web based applications, there's different pieces of software. There's all kinds of stuff to talk about when it comes to technology.

Kelley Skar [00:17:40]:
Like I'm not going to sit down and show you how to build out a spreadsheet because I, I barely know how to do that myself. Right? But when it comes to certain applications or certain pieces of software that I know can enhance or you know, help you fulfill your business needs a lot quicker than that's what we're going to talk about.

Matt Fagioli [00:17:56]:
Yeah. What do you think? You know, I, I've heard a couple good answers to this, but what do you think is the, if you had to point to one thing that, you know, if agents could just make one change and particularly a tech change in 2025, what would it be?

Kelley Skar [00:18:12]:
Well, you know, 10 years ago it was digital signatures, right. 10 years ago. It's like, look at how far We've come in 10 years, man. From a technology perspective, I think, you know, I was doing this a long time ago, like video open houses. I, I tried doing that. There was certain apps that we could connect to our Facebook accounts. I remember doing video open houses, like live streaming an open house all the way back in 2011, 2012. I don't think that that's something that's going to be coming back, but I, I do think that the utilization of lives, you know, injected into an agent's business at, at certain, you know, certain aspects of their business can be beneficial.

Kelley Skar [00:18:52]:
Like if, if you were to do like an ask me anything type of a call on every Friday on your Instagram or on your Facebook and just open it up as a, as a live. And you're going to answer questions not from the people that are typing them out and sending them to you, but from the questions that you had from clients over the course of the past week. This is something, a question that I used to get all the time. I started doing a video blog in 2010 and I was creating a piece of content and look and posting it up into YouTube every single day. So I'd shoot five videos every Sunday. I'd set up my flip cam and I would just, everything would be off the top of my head and I would just shoot the content. Agents would ask me all the time, well, how did you come up with the content? And I'm like, dude, you're in real estate every day. You should be able to get content every single day, right? Like it's, it's, this is a no brainer.

Kelley Skar [00:19:41]:
It's pretty easy, pretty easy to do. If you can't get content for your channel or for your blog or whatever it is that you're looking to do, then we got a problem. You're probably not listening too hard, right?

Matt Fagioli [00:19:54]:
Yeah, well, and there's, you know, that's the space in the last couple of years with, you know, AI and you know, we can all get in trouble with it, but if you just have a nugget of what you're trying to go after content wise, there's just, you know, no end to what you can accomplish there. Is there any particular platform AI specifically now that you are addicted to ChatGPT is.

Kelley Skar [00:20:18]:
Yeah, I mean that, that's the one for me. It's like I've created my own GPTs on there like for health, for fitness, for, you know, for, for viral hooks, for reels and and that sort of thing. Like I am on there every single day. The problem that I have with ChatGPT is being able to filter out all of the things that I've been searching for. So I find myself scrolling through on the left hand side of the screen trying to find something that I'd search or, you know, did a search for like a week before, something like that. So, you know, again, I mean it's it, it, you know, AI. I listen to this podcast the other day, it was the Modern Wisdom podcast with Chris Williamson and he had this guy on there, his name was Mike Aztel. And so this guy's like a health and fitness dude.

Kelley Skar [00:21:05]:
At towards the very end of the podcast they were talking about AI and genomics and cybernetics and it was just so interesting where he sees health going with the enhancement of artificial intelligence, you know, 10 years from now. Like the stuff that he was talking about was truly mind blowing. So you look at AI from a real estate perspective, like, where do you see things going in five or 10 years? I get this. This question pops up in conversation all the time. Is AI going to replace the real estate agent? And the answer effectively is no, it's not going to replace the real estate agent. What it's going to do is the real estate agents that do not adopt AI into their business as a big part of their business planning or business plan or business moving forward in every aspect are going to get wind up getting left behind. Because AI can enhance again, there's that word, right? It can enhance and push people further, farther, faster than just trying to do it on their own. And you know, coming back to the whole idea of playbooks, you know, you're creating standard operating procedure around your entire business.

Kelley Skar [00:22:06]:
AI can do all that for you. If, you know, and this is the other thing, people are like, well, I don't know what to tell it. Ask AI to give you the prompt for the AI to do the thing. Right, That's, I mean, it's that simple. It is that simple.

Matt Fagioli [00:22:22]:
Yeah, that's right. And just getting smarter and smarter all the time. So one of the other things that you mentioned in the pre notes was this idea of, well, I call them either certainties or irreducible minimums. I can't remember what language you used, but sort of five musts. How did you, how did you message that?

Kelley Skar [00:22:41]:
Yeah, so it's the five daily non negotiables. So this was something that was taught to me my, by my Coach, like literally 90 some odd days ago. Okay. And I, I Adopted this into my life, like, just, like, just over 90 days ago. And so there's. There's five things that I do every single day. The first thing that I do is I read 10 pages of a book. So I get up early.

Kelley Skar [00:23:02]:
I don't know how early you get up, Matt, but I'm usually out of bed by, like, 5am so the first thing I do is I get up, I grab a cup of coffee, I go and I sit down and I read my book. So I've been able to read, like, three books in the last 90 days. I've never read three books in 90 days in my entire life. Right? So it's like, I've never really been a voracious reader. I'll listen to podcasts, I'll listen to audiobooks, that sort of thing. But it's. I've never really sat down and, like, read, like, two books a month sort of thing, which is my goal for 20, 25. So the first thing that I do is I read 10 pages of book.

Kelley Skar [00:23:31]:
The second thing that I do is I get in the gym and I work out for 45 minutes at a minimum, and I break a sweat. And so I can either be in the gym, I can be on the side of a mountain during doing a hike, or I can be out for a walk. It's got to be a minimum of 45 minutes. That's every single day. And it's. There's no end to this. Like, there's. You don't go for five days and then take the weekend off.

Kelley Skar [00:23:50]:
This is like seven days a week. 365. Okay, so I read 10 pages of a book. I. I work out for 45 minutes. I review my goals on a daily basis. So what I've done is I looked out, like, 25 years from now. I.

Kelley Skar [00:24:04]:
That. That'll put me at 75. So people can figure out my age today. They can do the math. So 25 years from now, I'm like, these are the things that I want to have accomplished by the time I'm 75 years old. I started to work those things backwards and realized that there were nine core areas that I needed to focus on over the course of every single day of the week in order to be able to advance myself to complete those goals in the next 25 years. And so I took those nine things and I put them into my notes app, and then I screenshot it, and now it's a screensaver on my phone. So, like, how many times do you look at your phone? Every Single day, like a couple hundred, right? So what I do is I force myself to review those goals every single time I open my phone.

Kelley Skar [00:24:45]:
And so it just does something. It takes those things that implants into your subconscious and your subconscious winds up driving your conscious mind. Right? So I review my goals daily. I post on social media a minimum of three times, minimum of three times a day. And my focus has been solely on Instagram. So if you go to my Instagram account, you'll see I've got a going back 90 days. I got a ton of reels on there now. I've got, you know, all of my highlights.

Kelley Skar [00:25:08]:
They've got a ton of stories in there. I've got lots of posts. So I've been posting there constantly. I've grown that channel. I had to pair it back. I got rid of like 1300 followers on that channel. Most were like, you know, they were bots or they were people that I hadn't interacted with or they were athletes or celebrities or whatever. I got rid of a bunch of people on there, went down to a thousand, and built it up almost to 1300 over the course of last 90 days.

Kelley Skar [00:25:32]:
So I'm, I'm gaining a relatively O, like, okay. Following at the moment. But this has all been about repetition and consistency and posting content that I know is going to resonate with the people that are following me on that platform. So that's the fourth thing. The fifth thing is five Daily opens. And so what this does is it forces me to reach out to a minimum of five people every single day. So it's either I'm in my email list or I'm in my phone or I'm on Instagram. You know, if somebody follows me on Instagram, I immediately reach out.

Kelley Skar [00:26:06]:
It's like, you know, hey, Matt, how you doing? Thanks for following me here on Instagram. Appreciate your, your time and attention. I am curious, are you here for the videos or you're here to build your business? I, you know, throw some emojis and stuff in there that gets the conversation going. And then I got to figure out, like, in a very short amount of time if they're maybe they're just there for the content. Okay, great. Which piece of content drew you to actually follow me? Oh, well, it was this. This video that you did on AI that's got 2300 views on it. Oh, okay.

Kelley Skar [00:26:35]:
So is AI an interest to you and your real estate business? Yes. Okay, great. Well, I've got this resource, this resource, whatever. So five Opens. This is, you know, directly that had a direct impact on my business. I booked one of the speaking engagements that I booked for early next year in February. Came by way of reaching out to, to these people that are in my contact list, like, you know, the people that, that hold the keys to these conferences. I was able to reach out to one of these people and, and see if there was an opportunity for us to work together.

Kelley Skar [00:27:03]:
They asked me to send over all of my information. I did that. She got back to me about, about a month later and said, okay, send over the contract, we're going to sign it. And that came just because I reached out and it's, you know, it's money in the bank and an opportunity for me to, to travel across the country, speak to over a thousand agents over the course of two days, right. Deliver a really high level amount of value and at the same time be able to connect with as many of them as I possibly can, all while having a videographer there to capture the entire thing. Right. So it's, it's this whole, there's an elite growth model and it's this infinity symbol and it's, it's. On one side is social media, on the other side is stages.

Kelley Skar [00:27:45]:
You use social media to get on stages and then you use the stages and you use social media to enhance the sage, the stages which then the social media actually drives you towards more stages and it just continues with this loop. Right. And so you can, you can take that, it doesn't, you don't have to be on stages. Like a podcast is a stage, right? A physical stage. Obviously at conferences, you know, there's opportunities in that. If you're an agent listening to this and you're like, well, me getting on a stage, like, what benefit does that have to me? Well, let me tell you, before I was like actually speaking as part of my income, I would go to conferences and speak about video specifically and wind up generating income for myself by way of referrals from agents that were at these events. Right. I didn't have anything to sell.

Kelley Skar [00:28:33]:
I was not a coach at the time. I was not selling a product. I had nothing to sell. All I had was my knowledge that I was willing to share, that I was willing to travel for and share and there just built a really great following and wound up being able to generate a pile of referrals from that over time.

Matt Fagioli [00:https://www.facebook.com/28:48]:
Well, man, that is a packed ton of advice there in our 30 minute conversation, man, I super appreciate it. I know that everybody that's hearing this is going to. How does everybody connect with you and learn more. I know you're an Instagram fan. Is that the best way?

Kelley Skar [00:29:05]:
Yeah, it absolutely is. And if you're okay with it. I know we talked about this kind of in the preamble, but I've got something to give to your listeners if you're absolutely.

Matt Fagioli [00:29:12]:
Yeah.

Kelley Skar [00:29:12]:
Okay, cool. So there's two steps to this. What they need to do is go to Instagram, find me there. Elly Skar. So that's K, E, L, L, E, Y, S, K A, R. Go and find me there. Follow me. Okay? So you gotta follow me, and then send me a dm and the word, the keyword is blueprint.

Kelley Skar [00:29:30]:
And everything that I just talked about with the five daily non negotiables I put into a playbook so that it's easy to follow. And if you're interested, DM me blueprint, and I'll send you over that playbook.

Matt Fagioli [00:29:42]:
Awesome, man. Kelley, thank you so much for being on the Dorify Real Estate podcast. And I know you're gonna have an amazing 2025, but I hope you'll come back and check in with us soon.

Kelley Skar [00:29:52]:
Absolutely, man. I appreciate it. I appreciate your time and appreciate your audience's attention today.

Matt Fagioli [00:29:57]:
Right on. See you guys.

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Matt Fagioli

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