Show Notes

On this episode of HyperFast Agent Podcast, host Dan Lesniak speaks with Ashley McDougal, a mortgage lender turned real estate agent. Hear how Ashley ended up on track to double her business this year in the midst of a pandemic, and the advice she would give to both new and experienced agents.

Episode Highlights: 

  • Ashley is a realtor in Hampton Roads, VA, and was previously in mortgage lending but switched after the 2008 crisis.
  • As a lender, she started to get close with a lot of the realtors she worked with.
  • Ashley had her first closing as a realtor about 5 months after she started.
  • Some advice Ashley would give to a realtor about understanding lenders is that you should look at your lender as a partner, not merely as a source of income.
  • Find a lender that has, for lack of a better term, good bedside manner.
  • Ashley only works with local lenders.
  • Ashley’s area has a heavy military population, so lenders she works with have to have a strong knowledge in VA loans.
  • With the support of Hyperfast Coaching, Ashley is on track to nearly double her business this year even during COVID.
  • Available inventory is low right now, along with low interest rates, so there’s a lot of pent-up demand.
  • Ashley has been sending a lot of off-market letters and she’s getting much higher than normal response to them.
  • As an agent, try to find the perfect home for the client no matter the inventory by using off-market outreach.
  • It’s important to tell your client what strategies you’re using to do this, so they understand how hard you’re working for them and your word of mouth will be better.
  • Ashley hired a marketing specialist and is growing a team of agents and administrators under her.
  • During COVID, Ashley has prioritized a lot of marketing, press and PR for her business.
  • Ashley’s family has “adopted” a nurse to support with gifts and emotional support during COVID, and it grew into a Facebook page called “Adopt a Hospital Hero.” 
  • The program also dropped off gifts on a weekly basis to several hospitals.
  • Ashley’s biggest piece of advice to a new agent is to spend at least two hours of your day prospecting.
  • Ashley’s advice to an experienced agent is to find a mentor that is two steps ahead.
  • Her biggest challenge in her career is balancing being a mom and being an agent.
  • When she’s not selling real estate, she’s watching her kids at a wrestling match or soccer game, or spending time with her 6 month old chocolate lab.
  • In five years, Ashley would like to see her team hit 10 people, and she would like to have experienced a lot of personal growth.

3 Key Points:

  1. Build a relationship with the lenders you work with and view them as a partner.
  2. Especially in a time of low inventory, don’t forget about off-market prospecting.
  3. Remember that there is always room for more personal growth.

Tweetable Quotes:

  • “The biggest thing that I see a lot of agents lacking in is they look at lenders as a source of income or a source of marketing money, when truly they should look at them as a partner.” –Ashley McDougal
  • “Your buyer falls more in love with who you are as an agent because they really feel like you have their best interest.” –Ashley McDougal
  • “Every day, you need to prospect. Whether that’s handwritten note cards, phone calls, there’s got to be at least two hours of your day prospecting.” –Ashley McDougal

Resources Mentioned: