How To Gain More Subscribers With Loida Vasquez

Get ready to be F.I.R.E.D U.P because today we will interview one of the most successful Real Estate Youtuber with 49,000 subscribers, Loida Velasquez.

We will discuss how she got her subscriber, things that you need and we will also role-play how she does her cold call!

And remember, you just have to DO IT!

Sit back, relax, and enjoy the show and be ready to be F.I.R.E.D U.P!

P.S If you like this interview, check out my “F.I.R.E.D Up” playlist with more interviews! Just visit —> http://bit.ly/3bmkm0o!

Click here to listen to this interview

How To Gain More Subscribers With Loida Vasquez

Krista Mashore:

Hey, everyone. Are you just fired up as I am? Thank you so much for being here. We've got a super exciting guest, Loida Velasquez, and she has got over 49,000 subscribers on her YouTube channel. She is with BC Realty in Southern California, and she's going to tell you all about social media and cold calling and all this great stuff. So get ready to be fired up with Loida. How you doing, Loida?

Loida Velasquez:

I'm doing great. Thanks for having me on your show.

Krista Mashore:

Oh, thank you so much for being here. I was checking out your YouTube channel, and man, 49,000 subscribers. Tell us how you did that. That's amazing.

Loida Velasquez:

Yeah. So I started posting on my YouTube channel about five years ago, even before I got into real estate. At that time, I remember going onto YouTube, looking up cold calling and real estate, and all I would find would be trainers, and they were all male, older men talking about real estate, and I couldn't really find any women. So that kind of gave me a little motivation to start making videos and putting my journey out there. So that started April of 2015, is when I first put out my first video, and ever since then, I made it a goal to post consistently every single week, whether I was learning something in real estate, or a transaction that I was going through. That's pretty much how I've built my channel, to this point, almost 50,000 subscribers.

Krista Mashore:

That's awesome. So tell us, what exactly are you posting? Give us some examples, because a lot of people are, they see that and they go, “Oh, I can't get that many subscribers. And why does subscribers even matter?” And what kind of things should I be saying and doing?

Loida Velasquez:

Yeah. So the type of content that I put out is mostly for real estate agents. It's a lot of tips, a lot of motivation. You will see a lot of live cold calls. I have recorded that. I have recorded anything that I have learned in transactions. Systems, programs that have worked for me. Pretty much my day and my life as a real estate agent, I put it out there for anybody that's brand new or is thinking about getting into real estate. They can see what it's really like, because we have the TV shows that show you the glitz and the glamour and they make it seem super easy, but the reality is that, especially when you're new, you do have to prospect. There's a lot of rejection, and a lot of agents can't make it through the first year. And I also put that type of information in my channel so that people know exactly what they're getting into if they do go into real estate.

Krista Mashore:

Gotcha. So what's your goal behind doing that? You're trying to attract agents. What's your goal by doing that?

Loida Velasquez:

So my goal is to make sure that anybody that does get into real estate knows exactly what to do to become successful and become a really good real estate agent. I do a lot of cold calling, and a lot of the people that I prospect are expires and for sale by owners, and many times these people tell me that they hate agents, because back when the market crashed, they all got pretty much screwed over because their agent didn't look out for them. So the information that I put out is mostly teaching agents how to be good agents, and ethical, and do the right thing. Because at the end of the day, we want to make sure that the client knows that we're working for them and not just trying to make a quick buck out of them.

Krista Mashore:

Awesome. So the name of your channel is Loida … You say it, because I'm [crosstalk 00:03:19].

Loida Velasquez:

Loida Velasquez. Just my name.

Krista Mashore:

So it's Loida, L-O-I-D-A.

Loida Velasquez:

Yeah.

Krista Mashore:

V-E-L-A-S-Q-U-E-Z. you can get it in the show notes as well, so make sure you go check it out. It would be nice for you to go look at what she's doing. I mean, she just posted three days ago. And I see videos that have 2.9 thousand leads, 2.5, very, very quickly. So looking and seeing what she does really can kind of help you, and again, you're probably not trying to go after real estate agents. You're probably trying to go after people a little more locally, but kind of utilize what she has done, because she's been very, very successful. So do you coach on this too?

Loida Velasquez:

No. That's not something that I'm doing right now.

Krista Mashore:

Yeah. You're just wanting to … That's awesome. I love that you do that. Give us some tips of what someone can do to help their channel be successful.

Loida Velasquez:

So the first thing you have to do is definitely be consistent. Sometimes we have these goals or we will say that we want this huge YouTube channel and get a ton of subscribers, but we're afraid to get in front of the camera or speak to it or look at it, or we think that we need a fancy, expensive camera or microphones or lighting. The first two years of my YouTube channel, all I did was film on my iPhone, and I filmed outside during the day, and then that's pretty much how I grew. My first year, I think I got 6,000 subscribers. The following year, it went up to 13,000, which is a lot for real estate specifically.

But yeah, aside from that, know kind of what you want to talk about. My channel targets a lot of real estate agents. Maybe you want to target consumers. Create a series where you talk about, for example, tips for buyers. Every Tuesday is a tip, or every Friday, and you just have to kind of brainstorm, pick a day during the week or a time that you want to film, and make sure that you stick to that schedule, because then that's going to force you to make sure that you do it, and then you upload it.

Krista Mashore:

A lot of agents have difficulty with scheduling and really sticking to something. So being consistent is very, very helpful, and scheduling it in just like you normally would anything else. Pretend this is as important as a-

Loida Velasquez:

Exactly.

Krista Mashore:

… appointment with a buyer, an appointment with a seller. Just as important, because it's going to help you get more buyers and more sellers. It's a lot easier on a local level to do it than it is nationally, and you're pretty much talking to realtors nationally.

Loida Velasquez:

Yeah. Yeah. And it's gotten to the point that I do get a lot of referral business from agents that watch my videos. So one of the questions that I always get is, “Well, you get a lot of realtors, but where are you getting your customers from?” And the truth is that now it's gotten to the point that I get between four and six referrals from agents every single month, so maybe eventually I won't to prospect or cold call anymore, and I could just work off of referrals. But that's the beauty of this thing, that when you're online and on video, people, even though they don't know you personally, they see you on a screen, and then when they see how you work and the type of content that you put out there, they're more likely to send somebody your way, because now they know how you work.

Krista Mashore:

Absolutely. Get the know, like, and trust factor. They're developing a relationship with you, so when they call you, they feel like they already know you, because you've reached out for so long.

Loida Velasquez:

Yeah. Exactly.

Krista Mashore:

Yeah. I teach this, and it absolutely works, and it works so, so well, but doing it consistently is difficult. So you said that when you first started, you just had a cell phone, and people get so caught up on, “I need the equipment,” and this and that. And all you need is just a cell phone. Kind of elaborate more on that, because I really do feel that a lot of people won't start doing this, either whether it be on Facebook or on YouTube or Instagram, because they are overthinking it.

Loida Velasquez:

Yeah. Back then, I knew that I wanted to do YouTube videos, but at the same time, a very good camera runs you over $500, and I didn't want to make that type of investment yet. I didn't have the funds. I was just brand new into real estate. I had just transitioned from my previous career, and nowadays your cell phone has high resolution cameras, so I just went outside, and I remember first looking at myself, like a selfie, and I would say, “Oh, well, this looks kind of good.” And at the end of the day, it's not about the camera. You can have the wackiest cellphone or the best camera. If the content that you're putting out is not something that people want, even though it's crystal clear, they're not going to watch it.

So for me, what was most important, it was knowing that the type of information that I was putting out is something that people would want to see, even though my camera was not an inexpensive one. And then that's what really pushed me to just stick to using my cell phone, when I saw that I was being consistent after two years and I was growing my subscribers on YouTube, and that's when I decided to invest in a better camera, because I knew that I was taking it serious, and this was going to be something that was going to help me and also provide better looking videos for my audience.

Krista Mashore:

Great. Great. So you heard it, all you need is your cell phone and to be consistent. Don't overthink it. I'm actually even realizing lately that people seem to like almost more raw content than not. You do have a lot of edits on yours, so do you do your own editing or you send that out?

Loida Velasquez:

I do my own editing.

Krista Mashore:

Wow. Does it take you a long time?

Loida Velasquez:

Initially when I first started it did, but now it's gotten to the point that most of the content that I shoot, I'll have it all done just in one take, so I don't have to do as much editing.

Krista Mashore:

And then you just add the graphics and all that.

Loida Velasquez:

Yeah, exactly.

Krista Mashore:

Yeah. And so again, practice makes perfect. You just got to do your due.

Loida Velasquez:

Yeah.

Krista Mashore:

Okay. So YouTube is great for you dominating locally and being seen. It breaks down barriers. It's the know, like, trust factor, and also helps with referrals. So now let's talk about cold calling. I know, I read your bio, that you do a lot of cold calling, it was saying.

Loida Velasquez:

Yeah.

Krista Mashore:

People are afraid to kind of do that, I think. A lot of agents have a lot of push back by that. Talk to us a little bit about that. How do you do it? What do you do? What do you say? Let's kind of get into that.

Loida Velasquez:

Yeah. So when I first got into real estate, the whole first year, all I did was door knocking. What I saw is that I would talk to a lot of people. Most of the time I was getting between, I don't know, five to six contacts during an hour, but then I realized that the most amount of contacts that I would get during an hour throughout the day would be on the phones. So cold calling is something that I had to incorporate. Now, cold calling is not something that a lot of people will like, just like you mentioned, because there is rejection. There's a lot of people that will say no. There was a lot of people that are going to just cuss at you and tell you, “Why are you calling me?” But the people that I started calling first were even the worst. They're expireds, And to this day, I still cold call expireds every single morning.

Now, what made me lose that fear of cold calling these people was doing it every single day, but at the same time, knowing what to say, because when you know what to say and how to respond, then that gives you confidence to know that if this person still wants to sell, or if they're motivated, I'm that right agent that's going to help them get the job done this time. And it's not my fault that they are upset or angry. It's just that perhaps the last agent didn't do what they were supposed to, and now they're taking it out on me, but I know not to take it personally. So practicing helped me with that. Role playing, knowing what to say, knowing my scripts, and just doing it every single day consistently for the past almost five years.

Krista Mashore:

How many homes did you sell last year?

Loida Velasquez:

Last year-

Krista Mashore:

How many transactions?

Loida Velasquez:

Last year? Well, last year I had a very big life event that didn't allow me to do real estate full time, so I only worked maybe four months out of the year, and during that time, it was 15 transactions.

Krista Mashore:

That's good, though. 15 transactions working four months. So typically you do more than that, though?

Loida Velasquez:

Yeah. Yeah. It's usually around 30 or more.

Krista Mashore:

Okay. So how many hours a day do you spend cold calling?

Loida Velasquez:

From 8:00 to 11:30 is usually just on the phones prospecting, and then during the day and the afternoon is usually the time that I set for appointments or followup, but the mornings are set for prospecting and calling.

Krista Mashore:

So in a three and a half hour timeframe, are you using a dialer or are you just calling people, hand dialing?

Loida Velasquez:

I use a dialer. I use a three-line dialer.

Krista Mashore:

Three-line dialer. Okay. And then you want to do some role playing, or do you feel comfortable doing some role playing? I'm going to be an expire.

Loida Velasquez:

Yeah, sure.

Krista Mashore:

Okay. You cool?

Loida Velasquez:

Okay.

Krista Mashore:

Okay. So ring, ring.

Loida Velasquez:

Hello.

Krista Mashore:

Oh, [inaudible 00:11:47].

Loida Velasquez:

Yeah. I'll say “ring, ring.”

Krista Mashore:

Hello?

Loida Velasquez:

Yes. Hello. Krista?

Krista Mashore:

Yeah, this is Krista.

Loida Velasquez:

Hey, Krista. This is Loida. Look, really quick, I was calling about your home in Walnut. I just saw that it came off the market. Now, was that a mistake?

Krista Mashore:

Oh, god. You're like the 50th person that's called me. I'm so annoyed. How did you get my phone number, anyways?

Loida Velasquez:

I know. 50? Are you sure I'm not the 51st? I know. We're really annoying, right?

Krista Mashore:

Yeah.

Loida Velasquez:

Well, look, I don't want to take a lot of your time, so that property that you had, is it available or did it sell, or what happened?

Krista Mashore:

It didn't sell, and I've already answered this question to like 50 other people, and I really don't want to talk.

Loida Velasquez:

Wow. Yeah. So you probably know what I'm going to ask next, right?

Krista Mashore:

No, I don't. [crosstalk 00:12:28].

Loida Velasquez:

Oh, okay. Well, if it had sold, obviously your plans changed, but where were you going to be moving to next?

Krista Mashore:

Do people keep talking to you like this? I mean, some do. How many would you say talk to you, keep talking, Loida?

Loida Velasquez:

More than half.

Krista Mashore:

Wow. That's good.

Loida Velasquez:

Yeah, because at this point I'm kind of breaking that pattern that they're used to, and I'm saying things that they're not expecting.

Krista Mashore:

I like how you said, “Well, I'm sure you know what I'm going to ask next,” because I'm like, “No, I don't.” Okay. Well, we were going to be moving out of the state, but it's not going to happen now because it didn't sell, and quite frankly, I'm frustrated.

Loida Velasquez:

Yeah. I can hear your frustration. I'd be frustrated too, when now you're getting a ton of annoying realtors calling you, right? Well, if it had sold, obviously you wanted to be out there. When did you want to be there ideally? I assume before the year?\.

Krista Mashore:

Yesterday. I already wish it was sold. I mean, I got to go, but now I'm stuck here and I'm probably just going to rethink my plans.

Loida Velasquez:

Oh, wow. Well, if it could be sold in the next 30 days, how would that work for you?

Krista Mashore:

Well, it would be great, but if the last person couldn't sell it, they told me that, everyone keeps calling, saying they can sell. Well, if you could sell so great, why didn't you already sell it? Everyone says they have all these buyers, and I'm just saying, if you have all the buyers, where are they at? Why didn't you bring them when the house was on the market?

Loida Velasquez:

I know. Isn't it funny how now everybody is saying that they have buyers?

Krista Mashore:

It is.

Loida Velasquez:

Well, why do you think your home didn't sell? I'm just curious.

Krista Mashore:

I don't know. I mean, the listing agent, they told me that it was a good market, and they had this great marketing plan, and they had buyers, and it just sat.

Loida Velasquez:

It just sat. Wow. Did you get any offers?

Krista Mashore:

No. No offers.

Loida Velasquez:

No offers in six months?

Krista Mashore:

Well, I had one, but I didn't really like it.

Loida Velasquez:

Wow. And what did your agent tell you in regards to feedback?

Krista Mashore:

All they were saying is, “Lower the price, lower the price, lower the price.” And, I don't know.

Loida Velasquez:

Wow. “Lower the price.” Well, look, there's only three reasons why a home won't sell right now. Number one is whether or not it shows well. Number two it's whether or not it's easy to show, and number three is a price. So out of those three, which is the one that you think stopped your home from selling?

Krista Mashore:

I think all of them were good.

Loida Velasquez:

All of them were good, yet your agent was beating you on the price, multiple price reductions.

Krista Mashore:

Yes. Well, I guess I could have been a little bit more flexible.

Loida Velasquez:

Of course. Well, look, at the end of the day, it sounds like you still want to make the move. We are still in a sellers' market. Properties out here are selling 30 days or less. That's why I'm telling you, if it could be sold in 30 days or less, that would work for you, and you said yeah, all you need is probably a different approach, and would you be open to a different approach and see what it would actually take to get your home sold before you decide to throw away your plans and not move?

Krista Mashore:

Yeah. I guess I would be.

Loida Velasquez:

Yeah. You really don't have anything to lose. So when would you be available? I am free later today in the afternoon, or are the weekends better for you?

Krista Mashore:

Good job, Loida. I like it. I like it. So let me ask you a question. How many calls do people actually answer? In that three and a half hour time frame, how many calls people actually answer? On average?

Loida Velasquez:

Probably between 15 and 20.

Krista Mashore:

Wow.

Loida Velasquez:

Really depends. If I'm cold calling expireds, the answer rate is about 10 per hour. If I'm just circle prospecting a neighborhood, I can get up to 15, 20 an hour.

Krista Mashore:

You're getting 15 to 20 people actually answering the phone, on the phone.

Loida Velasquez:

Exactly. Yeah.

Krista Mashore:

And so now out of those, what do you usually … How many people actually say, how many appointments usually set?

Loida Velasquez:

Out of those, it's probably maybe one, one or two, but I do get five or six leads.

Krista Mashore:

Yeah. One or two is not bad. I mean, picking up one or two appointments a day, nobody would complain about that, being on the phone for three and a half hours.

Loida Velasquez:

Yeah. That's my goal.

Krista Mashore:

So what kind of thing are you saying circle prospecting? That's completely cold calling. What are you saying when you're circle prospecting?

Loida Velasquez:

Yeah. Well, I use any properties that I have sold or any buyers that I'm working with to cold call around these neighborhoods. So even just right now, before I hopped on this call with you, I was circle prospecting around a property that I'm about to put up for sale, and I got two buyer leads and a seller from just cold calling. First, I was inviting them to the open house, letting them know about the property, see if they knew of anybody looking to move into their neighborhood, and they said yes or they said no, and then I would say before I'd hang up, “Well, since I have you, any plans for you to make a move in the future?”

Some, most of the time, say, “No, no plans for me.” And then I have this lady, literally the last call, she said, “Well, how much do you think my house is worth?” Long story short, five minutes later, set an appointment. I'll be calling her later this afternoon, possibly be meeting her this weekend to sell her house as well down the street.

Krista Mashore:

So most people always say, “Oh, I'm not looking to buy. I'm not looking to sell.” You get that all the time. How do you get them to continue to talk and to get past that?

Loida Velasquez:

We'll ask them, depending on the tone of their voice, some you could tell that they're just not interested in talking, and some will just hang up. But if it sounds like they want to keep talking, I just ask them, “How long have you been there? Any plans for you in the future? Well, how about if you ever have any real estate needs, do you have a great agent that could possibly help you out?” And they'll say yes or no. And then I say, “Well, I'd love to keep in touch. Is this your cell phone? I'll shoot you a text message.” If not, they'll be like, “No, this is not my cell phone. Let me give you my cell phone.” So now when I have their cell phone, I know that I can text them, send them a video, or whatever it is.

Krista Mashore:

And then you get their email address and put them on your CRM.

Loida Velasquez:

Yeah.

Krista Mashore:

I like it. Good job. I'm excited about going and stalking you on your YouTube channel. Okay. So basically you just have to do it, everyone. It's a matter of getting out there and doing it. So I heard a couple of things from Loida today, and that is be consistent. Just start. You don't have to have any fancy equipment. You got to do something at the same time all the time and schedule it in. Treat it like it's a regular buyer and seller appointment, and just go out there and start doing.

Loida Velasquez:

Exactly.

Krista Mashore:

Okay. So this is awesome. We're getting ready here to wrap up. My question to you is, and I always wrap up every single interview, and it is this, Loida: If you could give people one piece of advice, one suggestion to change their business, which could ultimately really change their life, what would that be?

Loida Velasquez:

Well, one thing that definitely helped me, and what's funny is that growing up, I was an introvert. I would hate public speaking. I hated talking to people, but what really got me out of my shell, which is extremely important, especially in this business, is having set goals and having that vision to accomplish them. For me, it was creating a better future for my parents and my family, and knowing that I had to make those calls and get rejected in order to be able to achieve what I wanted and live the lifestyle that I wanted. So sometimes what you want, it's on the other side of fear, just like how we read all the time, and that's what stops a lot of people, but you just have to push through and know that if you really want it, you're going to make it happen no matter what. And if you're not doing it, it's because you don't want it bad enough.

Krista Mashore:

I love it. So push through the fear. If you want the lifestyle that you want, if you want to have the family that you want, you've got to do the things that don't always seem comfortable and easy. Loida, you have been amazing. Go ahead and just tell us the name of your YouTube channel again or where people can find you.

Loida Velasquez:

Yes. So you can find me on YouTube. Just type in my name, Loida Velasquez, and on Instagram, Loidavelasq.com, and Team BC Sol. That's the team that I'm with out here in Southern California.

Krista Mashore:

If you have any referrals, send them to her. She's in Southern California. She'll rock it out for you. Loida, thank you so much for being on here. I totally appreciate your time. You were amazing, and I just want to say, thank you so much for just giving information, giving value, and serving our local real estate agents and lenders. I appreciate it.

Loida Velasquez:

Yes. Thank you.

Krista Mashore:

Now, everyone, listen. You listen to Loida. She's doing really, really well. She did 15 transactions only working with four months last year, and typically she does around 30, and it's continuing to climb. It's great to listen and learn, but if you don't actually implement, nothing happens. So get into implementing, and as always, everyone, make it a great day. I appreciate a little bit of your time, and I can't wait to see you next time. Thanks again.

Loida Velasquez:

Yes.

Krista Mashore:

And don't forget, everyone. In the show notes, we've got a special gift from Loida that she has for you, so make sure you scroll down and you'll get that great gift, and Loida, thank you again so much.

Loida Velasquez:

Yes. Thank you. Bye.

Krista Mashore:

Bye, everyone. Have a great day.

Hey, there. I have a brand new podcast called Fired Up with Krista Mashore, where I bring my high energy right to your ears. This podcast is available on all your favorite podcast platforms, so do me a favor, go subscribe and leave a review. All this information is free and I cannot wait to teach you everything I know.

Thanks so much for watching my video. You can learn more about how to be a successful real estate professional by watching other videos that I have, and be sure to subscribe to my channel. And as always, make it a great home selling and buying day.

To read, watch, or listen to my other podcast interviews just visit https://kristamashore.com/category/podcast-stream/!