How to Real Estate Today
Raw, unfiltered real estate conversations about how to win in real estate today. We're here for real estate agents, investors, flippers, buyers and sellers.
How to Real Estate Today
22: Running a 6-Figure Real Estate Business and Not Selling Any Homes
Welcome to a space where real estate meets heart, and business is built on authenticity, connection, and community. Hosted by industry leaders Rebecca Green and Kim Borcherding, this show serves up transformative insights for agents who are tired of feeling stuck and ready to build something bigger—community, collaboration, and content that actually converts. Tune in, take notes, and get ready to stop competing and start connecting.
In today’s episode, hosts Rebecca Green and Kim Borcherding are joined by the inspiring Kristen Cantrell—real estate powerhouse, podcast host of Moms in Real Estate, and a true champion of collaboration over competition. Kristin shares her personal journey from selling homes to building a thriving brokerage and creating a business model rooted in community and connection. Whether you’re feeling stuck or simply looking for a more meaningful way to grow your business, this conversation is a gentle reminder that success doesn’t have to be lonely—and there’s room for everyone at the table.
Connect with us:
Rebecca Green and Company-https://www.rebeccagreen.co
Kim Borcherding- @heykimborcherding
Kristen Cantrell- www.helloculture.com
@heykristencantrell | @momsinrealestate | @thehelloculture
Rebecca Green (00:01.422)
Hi there, welcome to How to Real Estate Today. I'm Rebecca Green. I'm here with my co-host Kim Borcharding and our guest, Kristin Cantrell. We're super excited about today's episode. Kristin, thanks for joining us. One of the things that we chatted about before you came on is I really coach agents on the concept that there are a million different ways to build a business in real estate. And I think you have...
absolutely carved a super unique, true to yourself business in this space. And so we'd love to learn a little bit more about that.
Kristen Cantrell (00:40.11)
Yeah, I'm so happy to be here. Thank you guys for having me. Yeah, I have to start.
Kim Borcherding (00:44.69)
So, yeah, I'd love for you to start for Kristen. So people who don't know you at all, tell us kind of who you are, your story and a little bit about who you are and what you do for work or for fun. That's it.
Kristen Cantrell (00:56.302)
Okay.
Yeah. So I've been in the real estate industry for a decade, which is crazy to think about because my son is 10 and I got in when he was just a little newborn. so, but it is weird because people always find me, like you said, kind of unique in the sense that I don't sell real estate. I did sell one home when I was 18. My dad told me, go get your real estate license right after I graduated high school. I did what he said. And then I had this
Kim Borcherding (01:21.842)
you
Kristen Cantrell (01:26.474)
little old couple who decided to use me as their buyer's agent and thank God they bought a new build. But that was kind of like my entry into real estate. And then I came back when I was 27. And I basically got in and I was hired to help build a brokerage. And so my job was recruiting and retention and
I fell absolutely in love with it. did it for an independent brokerage and help them grow to the number one independent brokerage in the nation. And I what I loved about it was I really figured out like culture and community was where it was at. And I would do events all the time to attract real estate agents. So we would do like workshop Fridays, we would do game show CE classes. I would do bunko and backpacks. I mean, you name it, I did every event. And we just really created this culture that was completely unmatched in our local market.
Um, and grew the brokerage too. have like 906 agents. And in January of 2020, the owners told me we're going to close down our brokerage and you're going to start your own business. And we're going to go rebuild the exp reality because that's the future of real estate. And it was like, it was right before COVID. So like, I was like, okay, like this is, I was sad, really sad you guys, cause I was like, what the freak is this cloud-based model? How are we going to have culture there? And I was like, whatever. I trust them.
Kim Borcherding (02:36.004)
You
Rebecca Green (02:37.133)
Let's go.
Kim Borcherding (02:41.65)
You
Kristen Cantrell (02:47.95)
I'm going to go with an open mind. And I basically just studied the, I studied EXP for probably like a year and tried to figure out like, what is my space in this place? And I loved it. Cause I was such like a little person in this huge brokerage. And these people were doing so many cool things that I'd never seen before because in my local market, everyone I'd been around for five years was just like chasing their next transaction, you know?
And so to see people building these huge businesses outside of transactions, I was like, this is cool. And I saw this girl and she was, her name's Chauncey and she's out of Dallas. She doesn't even know who I am. And I tell this story all the time. She probably is going to hear it one day and be like, what a weirdo. But she was talking about this community she was building and how she was using it for agent attraction. And that was kind of my light bulb moment of.
Kim Borcherding (03:30.192)
You
Kristen Cantrell (03:43.746)
That's my value proposition. And it took me a long time to really like figure out my value in the real estate space. But I feel like that was really like a core moment for me in that event. And it was an event of 5,000 people, which I'm a big advocate of saying get in the rooms, but it's like moments like that where you're like, holy shit, I just figured out like my next move. so yeah, that's kind of a little bit about, you guys want me to keep going or?
Kim Borcherding (04:08.946)
Yeah, and so now, okay, go on, Rebecca. So now what does your work look like? Yeah, like when people are like, what do you do for work? do say?
Rebecca Green (04:10.354)
love that. Go ahead, Kim. Go ahead.
Kristen Cantrell (04:20.3)
Okay, so that was.
Yeah. I love that. There are people like, what do you do? so it's kind of grown into, so even like back in the day, I started a podcast called moms in real estate. So I've had that for nine years. So that's grown. so the podcast has been literally every Thursday for nine years and showing up for that thing.
Kim Borcherding (04:26.578)
You
Kim Borcherding (04:43.484)
mean, that's incredible. mean, podcasting, I mean, nine years ago, I mean, you're like an OG, Kristen, in that space.
Kristen Cantrell (04:50.476)
Yeah, it literally didn't know what I was doing. So if anyone's like, I want to start a podcast, I don't know where to start. Like, I'm to be the one to tell you just freaking do it and you'll figure it out. Because it's not that hard. We make it way harder than it needs to be. That that kind of has its own like, we have a Facebook community of 40,000 moms in real estate. So that's one of my businesses. And then when I started the community that I was talking about just a second ago for agent attraction,
That's morphed into multiple different things now. So it is now a, I have a local community here in Gilbert, Arizona. It's called the Hello Culture and it's for female entrepreneurs. It's a membership based community. And then I franchised my business in February of 2024 where I helped top female realtors that are looking to expand their network through building communities. I
Basically just give them my brand, all of my videos, all of my marketing, everything. And then I coach them on building communities and we do it with, you know, other women across the United States and that's called the Hello Culture. And then I have a network of agents. I have 300 agents nationwide at Real Broker and that's my other business.
Kim Borcherding (06:02.578)
Totally.
Rebecca Green (06:03.245)
Amazing. So that is definitely crafting a business that works for you. And that would be high on my list of there are a million different ways to succeed in this business. And wow, you've really done it your own way. I love that. One of the things that you mentioned that I that so resonated, you left this brokerage, you guys were succeeding, you were doing things at such a high level in your local market, you moved to EXP, you get into these rooms and you're like,
Holy shit. Like you've been in the business for a decade. I was a guest on a podcast recently and the very young charming man on the other end of the screen started by saying, well, Rebecca, seeing as you've been in the industry for three decades. And I was like, three decades? I was like, what? I was like, three decades? was like, no one's ever said that to me before. I'm not sure I like it. So.
Kristen Cantrell (06:34.158)
Mm-hmm.
Rebecca Green (06:58.029)
Being in the business for three decades, getting into, when I moved to Real, getting into that room, I was so overwhelmed. Like here, I've been operating at a high level. I've worked for a big brand. I hired 200 agents. oh, I was like such a fly on the wall. I mean, it was just like, it was so exciting and exhilarating and overwhelming all in one fell swoop.
that like it really resonated with me, you saying like I had to step back and I had to like look around and I had to figure out where my space was. Not everyone can do that. So, you know, kudos to you for actually like letting the light bulb go on or finding the Chauncey, right? Like finding the, you know, the online, you know, crush, business crush, right? Like whatever it might be because people often get into those spaces and they shrink instead of rock.
Kristen Cantrell (07:53.165)
Yeah.
Rebecca Green (07:54.348)
And it's easy. And I found myself like shrinking instead of rising. And then I'm like, wait, this is not me. I've got to get, I've got to, I've got to absorb and take in everything that I'm learning here. But it's just such a testament to getting yourself into different rooms.
Kim Borcherding (07:54.876)
Yeah.
Kim Borcherding (08:10.918)
Totally. Kristin, so I'd love to know why do think you're so successful? Like, what's your superpower? Like, why, why are you able to like, do this pretty effortlessly? Again, from my perspective? I mean, you work hard at it, but there's a, you know, you're in flow when you're doing this work.
Kristen Cantrell (08:11.287)
Yeah.
Rebecca Green (08:19.649)
Building room.
Kristen Cantrell (08:27.15)
Well, I felt like...
Rebecca Green (08:27.617)
Yeah.
Kristen Cantrell (08:36.05)
I will tell you I'm a shit show for sure, but I feel like I never want to portray that like thing. Like I'm like super successful and everything's figured out. Like I literally just figure out as I go, I think that my secret sauce to how I built these different things is consistency. mean, at the end of the day, like, I think that is like one of the biggest things. and investing in myself and putting myself around the right people. think so many times in our industry, people like,
they don't connect with people because of X, whatever that might be. It might be the brokers that they're at, the organization they're in, whatever it is. And I think just being super open-minded and not looking at people like they have a dollar sign over their head. If I did that, I would have missed out on so much of my business opportunities, so much of it. And I think that's even you two are a great example of that. I could have looked at Kim and been like, we're...
the same brokerage because we were both at eXp together and there's no way to work together because we're in different organizations. No, like we just became friends and she ended up becoming a coaching client of mine. And same thing with Rebecca. It's like, okay, I could have been like, Hey, we're both at real and like, why would I have this relationship because we're not in the same organization? No, we talked and we're open minded and now you're starting a Hello Culture chapter like
There's so many people though I watched that are like, there's no opportunity right here because you're not going in my downline. You're not joining my brokerage. You're not a buyer or seller, like whatever it is. So I think just really stop looking at people like a transaction and start just building relationships. And if business comes, it comes. But I think that that's something that I watch other people do that. like, why do you do that? Cause I, that's where a lot of my opportunities come.
Kim Borcherding (10:19.804)
Totally.
Rebecca Green (10:20.077)
And that's that collaboration over competition mindset.
Kristen Cantrell (10:24.14)
Yeah.
Rebecca Green (10:25.515)
Yeah, without a doubt. Kim and I, mean, that's a shared conversation that we have all the time. And it was part of my journey in my three decades, from a traditional brokerage model where you're so siloed into like a certain culture. You're so siloed into, this is how business is done, a certain belief. You're delivering, you're serving the same Kool-Aid.
Kim Borcherding (10:25.862)
Yeah.
Kim Borcherding (10:37.131)
Hahaha
Rebecca Green (10:52.011)
And my God, there's a whole world out there. There's a whole big, you know, real estate culture out there where people are doing things like you, Kristin, at, you know, never in a local brokerage or a traditional brokerage would they ever have a conversation about building a business like what you've built.
Kristen Cantrell (11:10.966)
No.
Kim Borcherding (11:11.602)
No, not at all. And I love, love Kristen's like her flexibility in her mind and how expands it. And that's a lesson that I've learned is like being around other bigger thinkers who are open-minded and curious has really kind of helped me kind of grow as well. And Kristen, and again, I love that she is so unique in what she does. Kristen, what is your, do have any like core?
Rebecca Green (11:12.757)
It just doesn't exist. Yeah, so.
Kristen Cantrell (11:30.914)
Mm-hmm.
Kim Borcherding (11:37.372)
tenants or philosophy around building community, like what works and like what makes an impact and what moves the needle when you're actually looking to build community somewhere.
Kristen Cantrell (11:49.656)
I think you really have to have a heart for truly connecting with people. And I think you really need to do it in a way that's authentic to you. And I revamp my community all the time. I'm actually in the middle of revamping it right now and I'm having so much fun. So not being so rigid, am, I've been doing similar things that have worked and just pivoting and being like, what am I into right now? I started bringing health and wellness stuff into my community because
Kim Borcherding (12:16.038)
you
Kristen Cantrell (12:19.766)
I'm in a season of like nonstop health and wellness. And what is really cool is just being able to like build a community full of stuff I'm interested in doesn't drain me. So I think if you're building community, like don't feel like, my gosh, I have to be the expert at everything. No, like what is it that you need? Because probably your client avatar also like the girl that needs to be in my community is also struggling with health and wellness. Like honestly, at end of the day I have so many conversations with.
Kim Borcherding (12:30.642)
Yeah.
Kim Borcherding (12:38.61)
Thank
Kristen Cantrell (12:47.214)
um, you know, successful female entrepreneurs and we're burnt out and we're probably like gaining weight and weird spots we haven't gained weight before. like, we're all of a sudden like our head, you know, like there's just so many similarities. So if I can like say, Hey, I want to learn, she wants to learn, I'm going to go get my doctor to teach like all of a sudden it becomes really fun and I'm not drained. So I don't know, that's my, guess that I hope that was organized advice.
Kim Borcherding (12:55.128)
I'm
Kim Borcherding (13:09.404)
That's, yeah, totally. Yeah. I think taking people along, I think that's so smart. Actually, that's funny to say that as I'm thinking about my next kind of season of events for Clever Collective, I'm bringing some wellness ones too. So that's funny that you're bringing them up because I'm super into wellness right now from being burnt out. And I've been rebuilding my nervous system for the last four years. So.
Rebecca Green (13:11.981)
Yeah, totally.
Kristen Cantrell (13:21.944)
me
Kristen Cantrell (13:28.492)
I love it.
Kristen Cantrell (13:35.074)
Yes, I know. I think we all are. Man.
Kim Borcherding (13:39.026)
Rebecca's ready for the rebuilding piece. I'm on the rebuild.
Rebecca Green (13:43.886)
It's interesting. It's interesting because like you talk about your nervous system and Kim and I chatted before we started this podcast. Real estate is just such an intense business and what we, you know, wellness, again, looking back at like a traditional brick and mortar and the things that they just don't talk about, it's heavy. Real estate is dark and heavy and a lot and we absorb so much of our clients' lives and situations and personalities. We take all of that on.
And of course there's this like hyper vigilance about, you know, the anxiety and did I get this? Did I get that? Did I address this? Did I get that? Does the next deal coming in? I'm checking my Facebook. I'm checking my Instagram. I'm checking my emails. Like it is really, I mean, dare I say, I think it's probably one of the most unhealthy industries out there. Right? Think about it. It's, there's so much.
Kim Borcherding (14:25.586)
you
Rebecca Green (14:38.975)
unnatural components about real estate. While I love the industry and I have no desire to be in a different space, it can be a train wreck for people.
Kristen Cantrell (14:52.258)
Yeah, I think just even.
Rebecca Green (14:53.183)
mentally, physically, mentally.
Kim Borcherding (14:53.325)
Wha-
Kristen Cantrell (14:56.46)
Yeah, I think just even like being an entrepreneur and being a mom and being a wife and staying caught up with like, you know, all of sudden we have like, you're saying all these different platforms. I got if somebody messages me, like if somebody emails me, I'm like, I hate that thing. Like I don't even want to go in there at all. I'm like, please just text me and like, you know, and then there's the emails from the kids school and they email you every day about the dumbest shit. And you're like, why this is another thing. And then
somehow you forget you're the one mom that didn't do like the spirit week and you know, so there's just, my gosh, there's too many things to keep up with. So I just totally feel that for all of us.
Kim Borcherding (15:36.484)
Yeah, so here's
Rebecca Green (15:37.047)
So interesting that you say that, if that might be a good segue into you started Moms in Real Estate, right? And I believe your community serves just women. Can you talk to us a little bit about that? What was the fighting factor?
Kim Borcherding (15:39.964)
Mm.
Kristen Cantrell (15:44.27)
Mm-hmm.
Kristen Cantrell (15:52.876)
Yeah. So I started, I started moms in real estate because, I was recruiting real estate agents at the time and I was cold calling. w that's how I was taught to recruit. And I was going down the list of agents and I was calling them using this John Czaplek script and I hated it. was like, my gosh, this is the fricking worst. the random phone call where somebody might've been pissed off at their broker and agreed to meet with me, like was so few and far in between. so
And the people that would show up, I'd be like, my gosh, like I dreaded that.
Kim Borcherding (16:23.068)
Wait, I will say pause. you remember the script, Kristen? Can you dance with us?
Kristen Cantrell (16:27.582)
I know, you know, I get asked this a lot. And I felt like it was like, you know, hi, Kim, like this is Kristin. I've been following your real estate business and something about that. And I would just be like, I have no freaking clue who this person is. I'm telling them I'm following their business. And I'm telling you, when I see the weirdest people would show up, like, I mean, anyone that cold calls anybody like it's gonna be a weird
situation because why don't we move 50 other realtors for one? It's the same thing with an agent. Like if they're going to want to move brokerages, they probably have agent friends that they're going to call and ask like, why are you at your brokerage? So anyways, I hated it. And I was like, I had a newborn and I had a one year old and I was like, okay, what if I started this mastermind for moms in real estate because then I can be around other moms.
Kim Borcherding (16:51.09)
I'm sorry.
Kim Borcherding (16:57.778)
you
you
Rebecca Green (17:12.109)
Thanks.
Kristen Cantrell (17:12.274)
And I was like, we're gonna meet once a week or whatever it was. the owners of the companies that I worked for, they were like, you're thinking too small. You're gonna do a talk show and you're gonna be like Ellen DeGeneres. And I'm like, hell no. Like I was so nervous at that point to speak to anybody like where I was like on me. so anyways, we did that. We started a talk show. We had a couch, we had the mugs, we brought people in. I would invite people. I mean, I literally locally like,
have such a great mom nationally now, but locally, like we would do it every Thursday and we had so much fun. So we recorded it and we'd put it up on iTunes. then over time, yeah, like it was literally like crazy. And then, and then over time, we just couldn't do it in person anymore because so many people out of state wanted to be on it. And so we were like, it's time to grow. And yeah, that was kind of the start of it, which was really fun.
Kim Borcherding (17:50.98)
Dudes!
Kristen Cantrell (18:07.246)
It is for just women. have all my guy friends over the years have been like, why don't you do a dad's in real estate? I'm like, why don't you do a dad's in real estate? I'm not a dad. You know, and so and then I have people that will say like, well, I'm not a mom. And I'm like, I literally don't care if you're a mom. But when I'm marketing, I'm marketing to a specific person like any woman's invited to come in, you know.
Rebecca Green (18:14.773)
That's it.
Kim Borcherding (18:30.706)
I love that. Tell me what do you like about your podcast and what have you learned from doing your podcast?
Rebecca Green (18:30.753)
Interesting.
Rebecca Green (18:37.613)
Hmm.
Kristen Cantrell (18:38.702)
I love podcasting and I love it because I love being the person that gets to put somebody on, like the camera on them and let them share their journey and their story. I love delivering like the episode to them and having like clips of them sharing their stories. I love having people come on. Like I had one of my girlfriends, she came on in like 2018 and again in 2022.
And we were talking about the difference in her business and in her life, those two podcast episodes. So it's just like a really like fun, relationship building tool for me, you know? And so I love the, with anything I do, I love to create like the before, during, and after. And so for podcasting, was like, before they even come on the podcast, I get to build a relationship with them on the podcast. go deeper. And then after the podcast, what does that look like? And so.
It's just been something that served me so well for the last decade and like has created so many great friendships and has helped me in every leg in my business too, because people at the end sometimes want to work with me and now they're either chapter leaders or they've joined me at Real Broker or whatever it is. So they've come to my retreats. So it's just been a really like organic, authentic thing for me.
Kim Borcherding (19:58.074)
I love that. That's it.
Rebecca Green (19:58.424)
That's great. That's great. What are some of the tips that you would give for an agent that is really, we're hearing a lot of agents feel like they're in a stagnant place in their business. You know, what are some of the things, right? Are you hearing that too? Like I'm just stagnant. Maybe it's the market, maybe it's how long I've been in the business, maybe it's how I'm operating my business. But what are some of the things that you, what are some of the tips you'd give agents to get out of that space?
Kristen Cantrell (20:27.938)
So anytime an experienced agent comes and tells me that usually they're referral based agent and I ask them, well, how are you meeting new people on a regular basis? And they can't answer that question. So we are really like, feel like right there, we just dive into, okay, like you got comfortable with your referrals and now they're dried up right now. So let's like really hone in on what is this thing that we're gonna be doing to get in front of people consistently. And then once you're in front of them, what does it look like? Like what does it look like for you to stay relevant to them?
I think for so long, real estate agents, think that why a lot of real estate agents like working with me is because I'm not helping them with transactions. I don't know how to do them. Right. So my whole thing is like more so expanding your network and doing it in a way that's authentic to you. you know, they don't want a cold call. They don't want to doorknob. They don't want to do open houses. So then it's like, okay, that's okay. Like, do you want to do a podcast? Do you want to be locally known? Okay. Well, that takes, know, we can easily do that. I always am like, I, I have a really like, I
really want to do a local podcast called Gilbert Stories. I don't have the capacity to, so I've been like literally telling agents forever. Can you do this? and just interviewing like local people and their stories, like local business owners, local influencers, whatever it is, and just like really pulling out these really cool stories in your community. And so I go into like stuff about that. go into social media, whatever it is, and just help them come up with a plan. But I will tell you next time somebody tells you that they're
stagnant in their business, ask them that question. They won't be able to answer it.
Kim Borcherding (21:59.73)
Beth, and that's for you. And again, in some ways, want, me ask, like, I think people can be like, wait, she's in real estate business. She doesn't know how to do transactions. Actually, when I saw Kristen the other, like last month, how do we bumped into somebody and they're like, wait, you don't do transactions? Do you like want to or something? Kristen's answer was like, no, no. But I love that she's in real estate and she's figuring out how to do this business and she doesn't do transactions. And again,
Kristen Cantrell (22:21.399)
What?
Kim Borcherding (22:29.574)
Like so smart, like I tapped Kristen to help me, you know, build out clever collective because I was like, this is what she's good at. This is, she's a room builder. She's a community builder. And like, she and I have so much, again, like just so much overlap in so many ways, but I'm like, I love building connection and community. It's like my thing. And that is so smart for people to...
You want to grow your business or do something different? Yeah, growing, growing your network, growing connections. But for some people, they couldn't think of anything worse. I'm like, like lots of ways to do this. If you don't like people, like there's plenty of people I know, they're like, I don't like people. I'm like, don't do this, not for you. But.
Rebecca Green (23:03.053)
the authenticity.
Kristen Cantrell (23:13.346)
Yeah, totally.
Rebecca Green (23:15.903)
I love what Christian was saying too. It's the authenticity. Like I coached to that all the time. Some people are not great at open houses. Don't do them. You don't have to do it. You know, that was never my thing, right? Because I don't like sitting still that long. So, you know, there were a million other things I wanted to do. And you have to find that spot that resonates with who you are as a person and the type of business you're looking to build. But you also tapped onto it. You have to be consistent in anything that you do. If you're going to do open houses, do them with vigor.
Kim Borcherding (23:18.63)
Yes.
Kim Borcherding (23:23.056)
Yeah.
Yeah. Yep.
Kristen Cantrell (23:28.298)
Mm-hmm.
Kim Borcherding (23:42.15)
Yeah, totally.
Rebecca Green (23:45.633)
do them all the time, right? Figure out how to do them to the best of your ability. And I think that's where agents can fail too, because there's a lot of stop and start.
Kim Borcherding (23:55.664)
Yeah. Kristen, I'd love to know what trends, so you touch a lot of agents, you know, in general, you're in commune with a lot of agents, you're down, like whatever, you're in community with a lot of people in real estate. What are some of the trends you're hearing or seeing or feeling in the real estate world? Locally, nationally, any of it?
Kristen Cantrell (24:12.674)
definitely. Yeah, I would definitely say like a really consistent thing that people are telling me right now is just like they're really having like their buyers take a lot longer. I think a lot of people are more hesitant and like it's just taking a lot longer. I'm having like another thing that came up in a mastermind just last week was like the people that they're really working with, they actually like have to buy something right now versus like
why everyone else is taking a while. But I would say that's pretty much like the most consistent thing I'm hearing.
Kim Borcherding (24:48.242)
Yep, yep, we're seeing that a lot as well. And then the other, yeah, Rebecca.
Rebecca Green (24:49.122)
Yeah.
Kristen Cantrell (24:51.938)
Mm-hmm.
Rebecca Green (24:53.581)
There's a lot of reservation. There's a lot of reservation in the business. And I think that is coming from buyers, sellers, and agents alike. Agents are feeling reservation about next moves. Agents are feeling unsettled and unsure. know, there are, we've talked to a lot of seasoned agents that have had the worst year of their careers.
Kristen Cantrell (25:17.646)
But then I'm also having agents having the best years, you know, so I feel like this is I go back to like the last five years has been like, it's just all been crazy. It's just different kinds of crazy. And I feel like you're once you have like, people saying this all the time, like best year, worst year, best year, worst year. And I think it's really like those that are adapting and like figuring out like, okay, if right now people are on a pause, how am I getting in front of these people that have to move and really coming up with a plan and procedure around that where
is some are just like, still, where are my referrals at? No, you can't keep waiting for your referrals. That's why your business is stagnant. I think it's just like really making sure to adapt to where we're at right now.
Kim Borcherding (25:57.02)
Tell it.
Rebecca Green (25:57.272)
finding opportunity in any market.
Kristen Cantrell (26:00.654)
because there is opportunity.
Kim Borcherding (26:00.662)
There's there's always opportunity totally but Pete but but to your point like you just need to be looking for it and figuring out how to get in front of that opportunity Tell us Chris you do a lot of you've done a lot of events. Do you like doing events? What why like do you like doing events? Why do feel like they've been successful for you and kind of any lessons around building your events that you can share?
Rebecca Green (26:02.646)
Yeah, for sure.
Kristen Cantrell (26:10.552)
Mm-hmm.
Rebecca Green (26:16.023)
Yeah.
Kristen Cantrell (26:27.284)
Yeah. So again, events for a decade, right? So I actually just did this. it was like, I think we had like 60, 70 people at my last event at Kiln, which was great. It was a sold out event. was a live podcast event. And I had kind of this closure moment of like, this is going to be like one of my last ones that I'm like the head of. And I love that feeling because everything I'm trying to do right now is like, I have to be in.
like collaboration with somebody else doing it. Like I don't want to do it by myself anymore. So I've really, really gotten good at that to where it's like, I'm trying really hard to not spread myself thin and saying like, who does it make sense to do this with? Right? So anyways, I do like them. I'm just at a point where it's, I'm just ready to kind of like be behind everybody else and help them and help promote their events. The ones that I believe in.
But in the past decade, I have absolutely loved it. And I think I've been successful because again, consistency. So like the events that I do consistent people are like, so everyone knows they'll, they'll get a content creation day from me every single month. They'll know exactly what to expect. And they know it moves the needle forward in their business and they know they're going to go there and they're going to meet business friends. and so I think that's huge. And then the other thing is like, be different. So I think a lot of people have started doing content.
creation days, I started them five years ago, I think everyone does them in some way or another now. And so it's just like, why is yours different than all the other ones out there and making sure that you yourself apart. The other thing is, I invite people I don't just spray and pray, I literally will make sure I'm marketing it everywhere. But I'm also in people's messages, talking to them and not just like sending them a hey, I hope you come to this event. I'm literally like,
engaging in conversations in Instagram and then I'm like, you should come to this event if it makes sense for them. And I think that really helps with like my attendance and everything too.
Kim Borcherding (28:26.898)
That's one thing I've recognized in my events. Like I put a lot of effort, I call it my butts in seats. when I have days on my calendar, I'm like, this is a butts in seats day. And I'm like, I need to reach out personally to agents and let them know why I think they should be there. And that's how I get like strong attendance at my events. But yeah, it's like a, it's a conscious effort.
Kristen Cantrell (28:34.21)
Thanks, everyone.
Kristen Cantrell (28:38.211)
Mm-hmm.
Rebecca Green (28:40.363)
Thank
Kristen Cantrell (28:48.992)
Yeah. And when you're, when you're in your community, you know, like who needs help with Instagram, which by the way, everybody needs help with content. don't care if you're good at content, we all fricking hate it. And so like just to have that and be like, okay, I'm going to go, I'm going to get new and having new photos is like, it is literally a game changer for your website, for your email marketing, for your social media. like,
Rebecca Green (28:54.167)
this way.
Kim Borcherding (28:59.686)
Don't I?
Kristen Cantrell (29:11.308)
This is something that the consistency aspect, I tell people like you make that a non-negotiable in your calendar if you want your marketing to be really good, because it's helped mine so much.
Kim Borcherding (29:18.556)
Yeah. Yeah.
Rebecca Green (29:19.149)
It's also energizing. There's an energy that you get behind like being in a space with other people and taking great photos and taking great videos. It kind of brings a renewed sense of, okay, I've got this into your business. And also it takes the overwhelm because if I go back to the nervous system component, how this business is hard on people, you know, it is...
there's that stress level of what do I put on social media? What do I put out there? And so you're eliminating what I'm hearing you saying, your events are taking some of that stress away from agents and their day-to-day business. So while they're events and they're a lot of fun, they're really, like you said, moving the needle for the agents who are attending and eliminating such a big stressor for them, which is why I'm so interested in it.
Kim Borcherding (29:49.586)
That's all.
Kim Borcherding (29:59.858)
So, we'll be back.
Kristen Cantrell (30:10.488)
Well, think it's like that decision fatigue, like, right? So it's like, can someone just tell me what to do? Like the last thing I want to do come up with like a trending audio and whatever caption and you know, so for someone to be like, Hey, you're going to have these five reels done at the end of this, do this. And I literally will go and I'll make people get so uncomfortable their first couple. And I'm just like, Hey, you're going to do this. I don't care how you feel right now. We just are going to have fun. And then all of sudden like,
Kim Borcherding (30:12.754)
So.
Rebecca Green (30:16.525)
Bye.
Kim Borcherding (30:31.826)
Bye.
Kristen Cantrell (30:39.096)
two or three times later, they're in, they're literally like grabbing the other new people and helping them. So it's really fun.
Kim Borcherding (30:45.97)
So I will say, let me ask you this, Kristen. So I did content creation days with Clever Collective. I did three last year. And then I stopped and made this as a consistency thing because nobody posted it. Literally, I put the effort. I got the video people. I wrote the captions. I made it so easy. Literally, we had a team that was editing the reel. They had these literally in their drafts and so few people.
Rebecca Green (30:55.725)
That's right.
Kim Borcherding (31:13.99)
actually use the content after these three sessions that I planned that I was like, I just, for whatever reason, I don't think this group likes these things and I'm just gonna put that down.
Kristen Cantrell (31:24.78)
Yeah. So what I coach my girls on is, if they're like, so the content creation day can be fantastic, but is there anything else that you're doing that can help them with that aspect? I mean, we can go so stupid to where, this, I say stupid, you guys, I actually would go to this because I don't even know how to do it. So if, no one's posting it, then maybe you do a marketing meetup where you're literally focused on, Hey, these three, you have like a specific, like, let's say they're cap cut ones. Right. And I say stupid because I don't know how to use cap cut.
Rebecca Green (31:48.589)
It's on there.
Kristen Cantrell (31:54.872)
So if you know how like the girl walks and like the words follow her. Okay. Let's say you find three of those reels and you go into the marketing meetup and you're like, okay, we're going to literally learn how to do this. I'm going to show you me doing it on my computer. And then afterwards we're going to film these three. So maybe it's more workshopy than it is content creation. And I had one of my girls in Canada do this and it worked out fantastic. but so if you're actually like helping them with the implementation aspect of it, so sometimes we'll do more.
Kim Borcherding (32:14.908)
Go.
Kim Borcherding (32:22.916)
Yeah.
Kristen Cantrell (32:24.248)
We don't do CapCuts, I don't know how, but we will literally have people pull out their computers and work once a month together on a specific.
Kim Borcherding (32:31.482)
Yeah, yeah, I had my team edit them, put them in drafts, put into Trendy Audio. All they had to do is publish. then they did, I was like, really? Okay.
Rebecca Green (32:33.707)
Yeah.
Kristen Cantrell (32:43.988)
and adopt him or text him and be like, dude, post your pictures. What are you wasting your time on?
Kim Borcherding (32:48.562)
Yeah.
Rebecca Green (32:50.433)
What have been some of your most, Kristen, have been some of your most successful events? What have been some of your favorite events?
Kristen Cantrell (33:00.366)
I would say definitely the content creation are the most popular events like those ones I don't even like to promote because I'm like I don't I can't have any more people at them people love them and So we're actually like fine-tuning on moving boy That's like what I was doing before you guys when we popped on here was like kind of going over like the future of like content creation days So they have definitely been like the most fun the most consistently successful events
Rebecca Green (33:11.405)
Love that.
Kristen Cantrell (33:29.224)
I would say also like one that, branding and marketing ones are always really, really well attended. And then now this took me like maybe two or three times health and wellness ones. Like my last one was easily sold out and it was like, I didn't have to like, Do so much marketing on it or anything. People wanted that. and then the other one is I do investment classes all the time and those are like easy.
And they're easy to fill up with realtors, which I always think is so interesting because I think that there's still like, there's just this like fear of like, my gosh, somebody's going to want to buy investment properties. And I don't even know how to help them because I don't own an investment property and I haven't been taught how to go out and find a good deal. So I really love curating those spaces and bringing the people that they need to know in that space. like creative finance people, tax strategists, wholesale agents, all those kinds of people and help educate the real estate space.
Kim Borcherding (34:27.078)
Totally. So smart, so smart. I think last question I have for you, Kristen, is what are you excited about next? Like, well, what are you excited about right now in your life or in your work?
Rebecca Green (34:27.629)
That's great. Love that.
Rebecca Green (34:34.571)
Yeah.
Kristen Cantrell (34:39.042)
Okay, so I met this girl at the first retreat I ever hosted in Florida and she's a hairdresser. So completely like doesn't not in our world. And me and her become really good friends. She's like all of us total connector. And she convinced me to do a retreat and Paso Robles and filled it up with all her friends. And I did that a couple years ago. This is her first she reached out to me recently and said, I want to host a retreat and I want you to co host it with me. So this is her first retreat.
and she found this amazing property and it's basically a summer camp. And so we're doing a basically for like, it's not just female entrepreneurs. It's like high, high achieving females. Cause she has a lot of friends that are, like high up corporate tech companies and we're doing a girl summer camp. So I always say at church, like,
Rebecca Green (35:28.449)
I'm out.
Kristen Cantrell (35:30.218)
I always get jealous because I never got to go to like a girls camp and I at church right now like everyone goes to these summer camps. I'm like, I wish I could do that. So when she reached out to me, I'm like, I cannot wait like we're gonna create this summer camp experience that's like elevated, where we're gonna have like even like camp food, but we have this like super awesome chef who's gonna make it taste really good. We're gonna do campfire stories. And like we just have all this fun stuff we're planning. So that's exciting.
Kim Borcherding (35:56.518)
What date is that? Because Rebecca and I probably want to go. Is there space?
Kristen Cantrell (35:59.406)
Yeah, it's September. It's September 28th in. Oh, it's called Bonnyville or Boonville in Northern California. I'm the worst now that you guys asked me and I don't know, but it's called Camp Elevate in the escape.com. So you guys can look at it. I'm launching it today. I'm really excited. It's honestly.
Rebecca Green (36:00.535)
Are you buck?
Kim Borcherding (36:17.212)
Okay.
Rebecca Green (36:21.271)
Okay.
Kristen Cantrell (36:23.214)
And it is my cheapest retreat I've ever done because we're keeping costs so low on this. So I feel like this is like, if you're looking to get in the rooms and you're like, oh, retreats are like four or five, $6,000. I don't want to do that. This one is literally affordable and you can break up the payments until September. So it's like, it's a no brainer.
Kim Borcherding (36:41.368)
Okay, well I've talked so I'm actually I'm noodling now that this is probably like I want to do a summer thing so I have a cabin and for clever collective I really want to do a summer thing like rafting like there's an amazing rivered raft and anyway and people I did a I did a reach a business retreat in January at my cabin that was really successful successful yeah Rebecca was there yes
Kristen Cantrell (36:48.972)
years of history.
Rebecca Green (37:02.829)
It was amazing.
Kristen Cantrell (37:04.632)
cozy.
Rebecca Green (37:08.853)
It was amazing.
Kim Borcherding (37:08.922)
And people have been asking me for another one. was like, okay, maybe this summer I'm gonna do, so maybe I should.
Kristen Cantrell (37:13.814)
You need to figure that out like pretty much yesterday because it's summer.
Rebecca Green (37:17.293)
I was just, I was like, it is kinda summer camp.
Kim Borcherding (37:21.606)
I know, I know guys, I've been like so beat. I'm like.
Kristen Cantrell (37:25.048)
But also can tell me, cause I wanna go. I love your cabin from afar and whitewater rafting is totally my jam.
Kim Borcherding (37:28.782)
Yeah.
Yeah, so I want to bring in, have this incredible, even though I'm, you know, teach breathwork, but I have this incredible breathwork teacher that I met in Healer. She's out of LA, her at my last retreat. She's happy to come teach. We're gonna do rafting, have this great chef, have amazing meals. So literally it's in my head. I've been looking at my account, because my cabin is, I rented it on Airbnb, and it's pretty much booked.
through like mid September. So I was like, my God, I gotta block some days and I need to make this happen. But now you're inspiring me to do that. So I'm gonna do it. Okay, okay.
Rebecca Green (38:03.959)
love it. I love it. Okay, so Kristen, thank you for being with us. We love the rooms that you're building. I know I'm so excited to be working with you and learning from you. And you know, this has been super inspiring. And so goes for anyone who's listening, it so goes to that whole concept that you can make your business anything you want it to be. And it doesn't have to look like everyone else's business.
And boy, don't you embody that.
Kim Borcherding (38:35.238)
Totally. Love it. So, so grateful for you, Kristen, and your willingness to share with us and always, always cheering you on.
Kristen Cantrell (38:35.446)
Yeah, thank you. my gosh.
Rebecca Green (38:37.121)
Yes, thank you.
Kristen Cantrell (38:44.652)
Yes, I'm so, so grateful to have you to have me on.
Rebecca Green (38:48.621)
Okay, one more time, what is the retreat website for people who are interested in signing up? We're gonna put the link in the notes, tell us what the web address is again.
Kristen Cantrell (38:59.672)
It's camp elevate and escape.com
Rebecca Green (39:03.327)
Okay, you got it. Thanks, ladies.
Kim Borcherding (39:03.762)
Okay, okay, awesome. Okay, thank you, bye.
Kristen Cantrell (39:07.38)
Bye, girls.
Rebecca Green (39:08.696)
Bye.
