KGCI: Real Estate on Air - Big Agent Meeting 4-26-24

Episode Date: April 29, 2024

Hey everyone. Welcome to the big agent meeting. I will be your host today. My name is Frank Pinuto. I am the identical twin brother of Russ Lagan, who is on the plane somewhere or on a stage somewhere, just lighting it up. So it's my pleasure and honor to be with you today and to kick off this meeting and share some great information. We have awesome guests today. I mean, these people are powerhouses within our company. We have Amy Weaver coming up. We have Brian Ellington, Jessica and the A2, who is an absolute. crusher for this company. So it's going to be a great action-packed show today. So let's get started. You have had enough in me. It is absolutely my pleasure and my honor to welcome to our show today. Our new senior vice president of growth in the United States, Amy Weaver. Hey, Amy, come on up. Hey, Frank. How are you? How are you? Thank you so much for spending time. It's going to be great to have a conversation with you. Not that we don't do it every day four or five times, but it's kind of nice. We already talked this morning a couple of times, I think.

We're guys together. That's what we grow with people do. We're looking for walls to knock down and we want to build something. So, yeah. Yeah, for sure. So we're going to talk about that in depth here in just a couple of minutes. So first, A, congratulations on being named our new senior vice president, or vice president of growth. So I'm so honored to work with you.

We have such a great team, and it's going to be awesome. We're going to jump into that just a minute. So before we do that, it's the end of rally season, right? I mean, the regional rallies have been going on for weeks, and I know I went to four or five of them. I know you went to a bunch. I mean, it's been pretty awesome. Yeah, it was amazing to be able to see the spirit of EXP come to life again. You know, sometimes, you know, we're in the grind of things, and it's so good to be able to get in front of our very amazing agents.

and see our icons on stage and be able to celebrate our new agents, our rookie agents, our capping agents, our icon agents. And it is just incredible to see them all in one space celebrating each other. And they open their playbooks for each other. And we get to be a small part of that. And I just, I loved every single minute of it. I got to share the stage with Leo.

I think he had his very first rally in Charlotte after being named C. CEO. And it was it was just so rewarding to see how everyone embraced him. It was so excited to just see him on stage and share his vision as to what he wants for this company and how he's showing up. And if you don't know, he's in it to win it. And we've got a chess player on our hands. And he's a master chess player. So we're in a really good spot here, Frank. And I couldn't be more excited. And by the way, congratulations to you too, because when I got a bump, you got a And so now you get to be the VP of growth for the U.S. East.

And I couldn't be more excited to have such an amazing team that I get to work with every single day. And us, again, strategizing together on how we're going to help our agents, like, knock it out of the park. So, yeah, good things. How are your rally? How are your route? That was awesome. I got to be with Brian, who's going to be on in just a minute. And I was with Leo as well and Michael Valdez.

And, you know, when you think about the leadership of this company, it is, I have a little something I'm going to say at the end to address that because what we have is special. And you're talking about these regional rallies. That just speaks to the culture of this company. And when you think about these are put on by the agents for agents, right? And I think it was funny at the Philadelphia rally, I had an agent come up to me and say, you know, when this corporate put this together and how they, I said, we don't. The agents put this together.

This is then. And even our own agents didn't understand that and they were blown away by it. So it's a lot of work. Thank you to everybody out there who put all their heart and soul into putting on such great events across the country. It was awesome. Yeah, and I think they just wrapped up the last one in Seattle, and it looked like a packed house. I know Russ got to share the stage there. So I think today's is Travel Day back, but it looked like just an amazing event.

And every last one that I saw, the photos looked amazing hearing from you guys. So, yeah, it's fun. Like, we love showing up in a big way to support our agents. And it really is kind of crazy when you think about our agents, really, they did a lot of work to put these on. So a huge shout out to them to make such an incredible event and a fairly short notice. And, you know, that we were able there to get behind them and show up and support them in every way was so much fun. So, yeah, absolutely. Love the rallies.

Love the rallies. So which leads me, let's shift gears a little bit. So while we were on the road, it's funny, you had a conversation. that was, you know, and I've had this too. So a lot of people don't understand what that we even have a growth team, let alone what we do. So as senior vice president, let's share with everybody exactly what the growth team is and what our function is and what our purpose is. So the growth team is there to support our agents and their attraction efforts. And so if you think about, you know, when these amazing agents have a brokerage or a team or, or,

an agent of influence that they really need help getting them across the finish line. We're there to hold their hand every step of the way. We bring the agent, the potential sponsor in with their prospect, and we go through, you know, what it would what it will look like to be at expe financially, structurally, and really setting up something for them that makes sense. So we're locking arms with our agents and helping to get their prospects across the finish line. You know, we have, right now we have myself, you, Russ Lagan, Tony King, Felix Bravo just got promoted, but he's still the state leader for Florida. And we have Tony Palmquist that's in California.

Sean just got got to be elevated to Senior Vice President of Commercial. So, but we have a very strong team that really has a skill set. We've all, you know, run brokerages and helped with mergers and acquisitions. And so we have a certain skill set that is really helpful in getting these big prospects across the finish line. And not only that, but we're relationship people. So we can, you know, we can get down to their level, really do a needs analysis and really understand, like, what it's going to take for them to be able to partner with us and feel confident about their decision. So that's really what we do. So, you know, all day, every day, we've got, you know, people that are connecting with us, but we want more of you guys.

yes, when I was in Minnesota, I think it was last week, all the weeks are running together at this point. But I quickly realized that a lot of our agents, unfortunately, don't know that we exist. They don't know that we have a growth team to really help them with their attraction efforts. And so, and we're more than that, right? Like we're very much advocates for our agents, for their business, for the ones that we currently have. And we just, we have a mindset to grow. And so if there's agents out there and you're, you're doing cross sales or you're, you know, you've been at a brokerage before that you think would be a great fit to come over here. Or you're, you know, there's a team that you would really love to see thrive at EXP.

Then we're here for those guys. And we want to help them, help them come over. So that's what we do. You can add to that. Like, sure. If you want to add to that, like, let's go. So, and we do have international, obviously, with Felix handling all our international partners and Nadia handling Canada for us.

So, you know, we are, remember, we are a borderless company. And that's, that goes for the growth. team as well. I always tell people, Amy, you know, there's two ingredients that you need to be super successful at EXP. And one is the thing bigger than you've ever thought, right? Being that we are a borderless and just let your mind explode and be creative and go. And the second thing is to plug into the people on the platform. So, you know, we are those people that we want you to plug into. And we're here to help everybody. There's no agent that's too small, no broker's that's too big. We can handle everything. And you guys have all heard about the programs that we have

out there with accelerate, thrive, and boost. You don't need to know all the details of that. That's what we're for. So what everybody needs to understand is that just come to us. We're here. We're an open book. We're available. We are on workplace. We are literally a chat away from being able to help you with anything that you need. I love that you say, though, you know, they don't need to know all the details because even like a boost, I'll have I'll have someone chat me and say, I'm not sure if they qualify for boost. Well, it doesn't matter because those kinds of programs and incentives that we are offering helps get them through the door.

It helps open the door. And then they can grab us and get them in there. And once we start conversations, everything just starts to come together. And I think when they see how we rally around each other and the culture that we have, that's attractive in itself. And so we want to help you look as wonderful as you can. and just know that they're coming over to something incredible and that keeps improving, honestly, like every single day.

So let's take the last couple of minutes to talk about this. So now that we understood that we have changed our position a little bit. What does the future look like for growth? Where are we going to be going? What's our new structure going to look like? And, you know, what's kind of the vision? I'm glad that you asked that. So we were in a quarterly business review together in Dallas, not that long ago.

And we suddenly realized that, well, we didn't suddenly realize we knew that already when we had put in state growth leaders, for instance, like in California, Florida and Texas, some of our biggest three states at ESP, that we started to notice, like big things were happening there. Already big things were happening there. But what we love about what we saw was happening there is, you know, those guys were able to get in their cars and drive, get in front of our agents. their potential prospects and really build that rapport on the front end and that the conversion was really outstanding with that. And so we realized that a hybrid model, like we love that we're a virtual company. And we also love that we're able to get into more of a community, build the rapport at a high level, and then, you know, just go all in from there.

So what we think and what we know is that if we're able to have more of those regional growth leaders, then our agents are going to feel more supported. We're going to have more of that community feel. We're going to have agents that, you know, feel like they can plug into something really regularly. So what we are doing is we're looking at adding six to seven regional growth members that are really going to be hyper-focused on the region that they're in, building a team within that. We already have teams. We have support within that from onboarding to our brokers. But making it so that, you know, they're super, connected and then they're going to go out there and hit hit be boots on the ground and talk to our agents train with our agents sit with them for coffee and so that gets us really pumped up and

excited about being a very large company but with a small company feel so that's kind of what we're looking at yeah it's huge and and to think about it you know we always talk about it from an agent perspective that we always try to increase the the client experience right we We want to have the best experience possible and create raving fans. Well, we're trying to do the same thing from the growth department to our agents. We want to give you the white glove service. And everybody's going to know who their person is and they're going to have direct access and they're not going to feel detached anymore.

So I think it's going to be really great that we have people in all these different regions. They're going to be, like you said, hyper-focused on developing that area, those areas that they're in. And more importantly, telling our story. I love that. The EXP story out there is critical. And we're going to do it. We're going to do it at extremely high level moving forward. Listen, we have the best, the best people, and we are the best company.

And we're going to go out there and we're going to start sticking our flag into ground and we're going to start waving that flag. And we're going to lead to charge to get people. To me, Amy, there's only two kinds of agents out there. There are EXP agents and those who want to be EXP agents. So we're going to go get them. But for everybody to know, we are here to support you in any way, shape, or form, please leverage us.

So, Amy, is there anything else you'd like to say? No, just a big shout out. You know, you mentioned our great leaders. And I love that we are so connected. And from Leo to Michael Valdez, and I just, I owe them so much because they truly are for the agents and they show up showing us how we need to do. show up every day. So all we have to do is look to them. And I just feel really blessed to have them above us, like leading the way and really giving us the roadmap to how we show up as leaders.

And so I think we're all in the same mindset as far as that goes. And so again, there's something that we can't accomplish altogether. So yeah, that's it. In that same vein, I will take this moment to say how grateful I am for you. And I have now been with this company for a little over a year and a half and you are, to say a dear friend is not even enough. You're one of the closest friends I have. I love working with you every day. And honestly, it is, it's an honor. It's a pleasure. So thank you so much for taking time out of your busy day to spend time with us. Yeah. Let's grow, Frank. Look, we put that, did you know that just one more thing that I didn't know that you had that there and you didn't know I had that here as our title? And I was like,

we're twinning. And that just goes to show you. Like we're, we're staying on the same. page. There you go. Thank you for having me today. Thank you so much. Thanks for being her, Amy. Have great weekend. All right. Bye-bye. Everybody. She's awesome. Everybody knows Amy. I mean, she works so hard and she's just, she's great. And she's such a great representative for our company. And it's, it's, our growth team is just going in this direction. And we were super excited. So now I have the pleasure of bringing up our chief learning officer. Guys, if you don't know Brian Ellington, and we've been singing his praises since he's come here. And so it hasn't been here that long. He's regarded as one of the top minds in the industry when the

comes to learning. So it is an absolute honor for me to bring Brian on. We are so lucky to have him as part of this company. And what he's going to be doing with EXP University and the things that are getting ready to roll out are phenomenal. So please welcome Brian Ellington to the show today. What's up, Brian? Good morning. Good morning. Oh, shucks this old thing. You make me feel so good, buddy. How you doing? All true, bro. All true. That's awesome. Well, hey, congrats to you and Amy, man. Well, deserve. That's amazing. I appreciate it. I appreciate you guys. Hey, so Frank, we've got a pretty cool guest this morning, but before we bring her on, I wanted to share a few pieces of housekeeping with the gang here, and you and I can talk about some of this. You know, first off, I had a great conversation

with Holly this morning, and we want to clear up some misinformation. There's been some articles out there about the new settlement with NAR and the DOJ. There's been some question as to when this is going to be ratified, when it's going to take effect. So let me just say, first off, regardless of when it's ratified, what NARA has agreed to is to go ahead and start making these changes in July. So people have been like, well, I don't know. It's going to get ratified later. So I don't need to worry about this right now.

Nope, we got to take care of this right now because it's coming in July. Now, most recently, there's been a development that the judge says that he's, he's seen the settlement and that they are likely to ratify this pretty soon here, very short, right, a lot sooner than people thought, people thought maybe at the end of the year. However, I want to make sure that this piece of misinformation gets cleared up. While EXP is going to be continuing to work on our portion of this suit, our agents, once this is ratified, right? You will not be in any harm's way from this lawsuit once it's ratified, right? EXP, the company will continue to work on our portion of it and resolve it to our satisfaction,

but our agents will be taken care of. So I wanted to make sure everybody understood that because there was some things written out there that, you know, just because they have access to the internet folks doesn't mean that they're truthful. So I wanted you to know that. Also, too, I had a cool conversation with Holly about our exclusive buyer representation agreement. Now, if you've been following the show, you know that EXP jumped into action immediately. And we put out an exclusive biore representation agreement like right away. I think it was a week after the settlement on Friday. And then we also put out a single property form as well.

Again, want to make sure we all know highest and best, get your exclusive agreement in place. If for whatever reason you can't do that and you need to use a single property, well, it's there for you. We put that out for you. But coming in a couple of weeks, the team has been listening to agent feedback. And we've been really going back to that exclusive buyer agreement. And what we're going to do is put out a more consumer-friendly version of that, just like the single property form was much more kind of plain language, consumer-friendly. Well, we're going back to the exclusive, and we're going to put that up.

And again, about two weeks. Holly and Lauren will be on next week to talk about that and some other things. If we first say how awesome Holly is, number one, I mean, Holly and Lauren, I mean, just they're phenomenal. And Holly actually put out some language, too, for contracts for the buyer part of it, which we can get into it another time, but that's out there as well. But to your point, this practice of getting these forms signed should start immediately. Like don't wait until July either. Get into it now.

Get into your rhythm. Get your scripts down. Start practice now. Should have already been happening anyway. But put in a practice now. That's right. And our guest today, we're going to talk a little bit about open houses. And so I want to clear up some thoughts around that because as a practice, newer agents,

if you don't yet have listings of your own to hold open, go talk to an E. agent who has listings and ask them if you can hold them open. What a great way for you to, A, help that agent meet their seller's needs and satisfactions, but B, for you to meet buyers and potentially sellers as well if you're working it right. Now, one thing about that, if you're holding open an EXP agents listing, you do not need a buyer representation agreement as those buyers are walking in the door. There's some language and also in the marketing center we've actually put a placard out

that talks about the fact that, hey, you know, this is an EXP listing and we're representing the seller. If you'd like representation, we can work with you on that. So get used to those dialogues and do go to those types of open houses if you're not the listing agent, holding it open for an EXP agent. Do go there with a stack of biore representation agreements ready to go so that you can sign those folks up as they come in. Now, holding open a non-EXP agents listing, that's a different story. You are going to be biore representation agreements for anybody. who comes in that door. But stick with your EXP agents listings and you're all good.

So can I give you a little sneak preview of some things coming up? Yeah, please. That'd be awesome. Cool. Team leaders, mark your calendar. So today at noon central and next Friday at noon central, we're doing a two-part series for you team leaders on the evolution of buyer agency. We're going to be walking through with you and a few hundred of your close team leader friends, and this is team leaders only, we're going to walk through some of the decision making that we need to be thinking about for our teams as this evolution of buyer agency is coming into our industry. Things like, you know, how do we want to approach buyer representation agreements? Do we want our teams using single properties or exclusives? Do we use listing special,

excuse me, showing specialists or buyers agents? And what does that mean now that we really need to be having buyer consultations? How are we skilling up our folks? We're going to talk about all of that and more tiered compensation packages with our buyers. We're going to put it all on the table with our team leaders and have a great conversation. Again, today we're going to be talking about the decisions you, the team leader, need to make. And the next Friday, we're going to talk about implementing those decisions on your team and how we upscale our team to get ready for that. That's phenomenal information, by the way. Phenomenal. That's great.

It's going to be a fun conversation. By the way, team leaders, because it's for team leaders only, we're not putting that link in the chat, but do go check your email. you will see that and do join us, please. And then starting May 15th, separately, we're doing an ongoing series for team leaders. We're calling it the Team Mastery series each month, third Wednesday of the month. We're going to be doing a session with team leaders. Well, we'll have a guest team leader on the topic du jour. And they're going to tell us everything about that topic that they do, how they do it.

And that's going to kick off the conversation. We'll put team leaders into breakout rooms by level. So the $100 million team is talking about 100. million dollar team 20 million dollar team is talking with the 20 million dollar team so our first guest this is cool uh carry shull um is going to join us and the the topic of may 15th is attracting the right agent talent to your team who better to talk about it than carry um jesse zegorski has agreed to be the moderator for the discussion we're really looking forward to that so again check your inbox this is team leaders only may 15th noon central time please join us for that you can talk about

It's so important though, Brian, and we talked about it at the rallies. There's a peer group for everybody in this company, and I love that. It doesn't matter if you're brand new or you are one of those $100 million, $200 million, whatever. Everybody has a peer group. You can always learn from each other. And I think that is one of our best traits at this company. It's awesome. The old expression, stone sharpens on stone, people sharpen on people.

You got to really plug into these. Speaking of, May 14th, for our emerging agents, May 14th, we're going to drop the register. in the chat here. Kickstart, our next round of kickstart. This is a six-week production series for helping you build your business emerging agents. The feedback we've been getting has been phenomenal from the people who've been going through this program, so do please join us. And then one last piece of housekeeping. And Frank, I don't even know if you knew this. Before we bring out Jessica, we are now live on KGCI. This show is now broadcasting live on KGCI. If you're not familiar, KGCI is our partnership for live stream radio and podcast.

podcasts. And so we have an amazing list of hosts, about 50 shows that we put out each week on real estate related topics. It's by real estate agents, four real estate agents. This week we're going to be focusing on Facebook advertising, Instagram advertising, all things AI as well. Go to real estate onair.fm or wherever it is that you listen to podcast. Hey, look at that. Or wherever it is you listen to podcasts. And then very soon, we'll also have our very own app. So stay tuned for that. So speaking of KGCI, we're joined today by one of those hosts, Jessica Nieto, who does the reveal podcast on KGCI. Jessica is not only a team leader, not only a radio show host, but also an amazing human. So if we could bring Jessica on, and Frank, we'll throw back to you in just a little bit.

Great. Thanks. Have a great job. Thanks. Thanks. Hi, Jessica. Good morning. Good morning. Hey, good morning. How are you? I'm doing fabulous. I'm super excited to be on the BAM show. I'm always. always here and present every Friday checking in on the BAM show. So glad to be here, Brian. Well, thank you for being here and for being so generous with your hardwin wisdom. So let's jump in it for folks who don't yet know you. Can you tell us a little bit about yourself and your business? Yeah, absolutely. So I'm Jessica Nieto. I'm in Southern California, multi-licensed. So also in Oregon and Washington, but most all my business is in Southern California, like geographically really spread out.

proud team leader of the Nyeto Connect team. We just relaunched as the Nyeto Connect team here at the beginning of the year. I sell a lot of real estate, which is great. So hopefully some of being a practitioner is, it's such a pleasure to be able to be a practitioner and also learn and grow with a team because you're learning like in the streets every day, new things and kind of doing the reps all the time. So it's a pleasure to be able to help. others grow with me. We hit some units, so 24 million in quarter one was my personal production,

and that was 44 listings sold. And we're going to talk a little bit about that. The reason why I think that's important to share is because it just sets the framework for how I've positioned myself for what's coming up this year and how I can contribute back to the company, you know, with a little bit of knowledge about getting listings, right? We all want listings. My unit. My unit count year to date with the team is 65. And, you know, a little bit about me. I have really, really grown personally at EXP through plugging into others. I love what Frank said. There's a peer group for everyone. I'm super excited to jump into the team, the team meeting after this. So, you know, it's fun to be in that environment where you can give back and then also be plugged into something you're looking

to learn at the same time. Yeah. It was remarkable about you is that you are still doing so much productivity, 24 listings just year to date so far this year. Regularly, your team does hundreds of listings per year. And so I do want to talk about that. And what's interesting, you know, we've been talking about the by side of the business. There's a blessing in all of this, right? We're able now to control a lot more on the by side than we were before. The reason why a lot of agents focus more on listings and less on buyers as they get skilled up in their career is because listings allow them to control their time and also control their commissions. Well, now, because of this settlement, on the by side, we can now control our commissions better if you are

skilled up enough to do so. And then focusing on the time issue, that is also a skill issue as well. How much of your time you give to your buyers depends upon your skill in helping them service without you being actually present all the time. But let's talk about your business. So where are you primarily getting your leads from? Yeah, it's a great question. Like everyone wants to know agents that are doing a high amount of listings. Like how did you do it? Where are your listings coming from? Truly, most all my listings are institutional investors. My sphere referrals. You know, it's all relationship based. But that's why it's been great to grow a team because there's residual business that comes. And there's opportunity to leverage those listings to attract other

buyers through getting, you know, really great digital marketing out there. We're doing open houses on all of my listings, which really helps me as a listing agent, right? I'm getting live feedback. We're keeping the house, you know, looking nice and tight throughout the listing process until we have it contracted. And then in addition to that, we're really hitting expires right now and building that part of our business out because there's a lot of great opportunity right now with listings that are not really, you know, they weren't listed with the right listing agent and, you know, that seller wasn't effectively able to sell. So there's some great opportunity to pick up the phone and with the right script and a little bit more of what we're going to talk about in a bit,

effective communication skills. There's great opportunity out there. And what I love about expires is that a brand new agent, if you're good on the phone and you have good communication skills or you're willing to learn how to get better, you can truly jump into the business with only your time and your cell phone, which is how I got started, and build a really meaningful business within a few months. Yeah. I mean, expired really are a testament to your ability to turn around a conversation through effective rapport building, right? These are oftentimes, let's just say, upset individuals. The first 30 seconds, the three minutes of those conversations can be a little rough. But if you can really kind of take them,

into the deep water of a conversation, you stand a much better chance of converting that expired to an active listing for yourself. So let's talk about that. And you and I had a great conversation. And you kind of categorized it into the four Cs. Can you take us through the four Cs of communication and rapport building?

Absolutely. And I just want to frame that these four Cs really came to me when I did deep reflection on what changed and what was transformational for my business. So, you know, there's a lot of stuff baked into this, but just to keep it super simple, because I think we overcomplicate a lot of things in this business. And it's super simple. Yeah, we're really good at that, right?

Clarity. Clarity is number one that I find many real estate agents where they get lost or they feel like there's a fire hose at them all the time. If you have clarity on what you're specifically supposed to be focused on and what your activities are that are tied to what your goal is that you want to achieve, everything becomes simple. And clarity, it actually requires self-reflection and time. So it's an investment of your time. And I think we jump into business. You're brand new in real estate or you're trying to reinvent your business. You feel like there's no gravity. You know, how do I get my time back? We want to focus on,

you know, I need help with my time management. And really what the true problem is is that you don't have clarity on what it is that you need to focus on, right? So if, you know, who do I need to become to work for my future self? That's what I always ask myself. Like, what am I growing into? What's that new version of myself? That's who I'm working for every day, right? So you've got to get super clear. Who do we serve? What problems do we solve? What kind of transformations? Do we offer our client? What's the value that we give? These are all things that you can get clarity around. And then the next step is where you have to make a commitment. And for me, commitment is tied to the action that we take,

which we could spend another couple hours talking about that, right? And in terms of commitment, I think the big thing is, you know, one of my mentors, I love the way that he phrases it, which is moving at the speed of implementation. And so, right, so everyone's coming back from a rally. what's that one or two nuggets that you heard at the rally that you thought, that's it. When I get home, I'm jumping onto this. This really resonates with me. I'm absolutely going to take action.

It's going to change my life. It's going to change my business. And I'm going to be productive. And everything's going to change when I get home. You get home from the rally. You're supercharged. You're totally inspired. The phone rings.

And it's like, okay, I've got a problem. I've got to do this. I've got to do that. And then days go by. and you're not implementing those things that you are super excited about. So moving at the speed of implementation really truly means that you've got to get into action. And I want to give you a tip. One of the things that I do is if my daily activities do not allow time for something else that I want to focus on,

maybe a special project like the podcast, for example, which I'm really excited, I'm really excited to be on KGCI Radio. In order to get that project up and running, I had to commit extra time in the morning earlier in the day to be able to get that started and launched. And the greatest feeling about taking action on something that's really deeply important to you that you value is that the rest of the day,

you felt like you've actually made progress on something that's really deeply important to you. So you feel better about everything else you've got to take care of. So that's something that's really worked well for me. I have a what's that? I say I absolutely love that. You know, I heard this quote, discipline is the highest form of self-love. If you think about the relationships you have, think about the relationships that you have with people who make small commitments, but keep those small commitments. And how much you really appreciate that relationship. Now, how many of those

small commitments do you keep with yourself? Because that will really influence your relationship with yourself. Weird thing to say, but a very true thing to say as well. I love that. Sorry, I think you were going to say something. No, we're just going to jump into communication. And, you know, many of us, scripts work, bottom line. And we talked about this yesterday. It's the fine balance between the script that works. It's like, you know, particular words that just are more effective than others. And it's, they've been timed and tested and proven and they work great. But if you've got the script, right, who has that person in their life that when you you get off the phone with them or after you call them and discuss a problem or something that's

happening, you feel better, right? It's that energy exchange that you have with that person. And you feel seen, right? They've listened to you. They've maybe not coached you. They've just listened to you and you even feel better. So that's the type of experience that we want the customer to have and we want our peers to have and people in the industry to have when they experience time with us. So I always say, you know, even if you can't get the script down, like keep working on the script, but focus more on the energy that you're bringing into the meeting, whether you're at an open house, you're on the phone or you're at your first listing appointment, focus more on being present with the energy. Because truly what happens is that synchronization, right, that neurological

synchronization of that energy exchange and being on the same page with the experience and the rapport that you're building. And this really ties in, too, with your point about clarity. And we talked about the last week with Sherry Swift, who was on about the, that was a great session. She's so awesome. So this idea or misrepresentation of scripts as being robotic and blah, blah, blah, yeah, if you understand the clarity of where you're trying to take a conversation, right, you're not going to script it all the way through. You're going to use scripts at key points. You're points at that conversation to get you back on track, to correct, incorrect thinking with our buyers and sellers. But you're really trying to take the dialogue to a certain point, right? And I think

that's exactly what you're saying with clarity and communication as well. So what's the fourth C? The fourth C is community. And there's many different ways we could go with this, but I'll just say, we can't be in this business alone. Yeah. And I believe that, you know, if any of you are listening right now where you feel, I love the band meeting, I got some nuggets and I'm really excited, but now I'm going to go on my day and I kind of feel like I'm on an island. We have to take personal accountability for that feeling and take action to get

plugged in to all the communities that are around us, right? So we have all these amazing resource groups. We have one EXP. There are groups like Elizabeth Ryder. started the aha club. We've got the here within the university. And please, can you share with me, Brian, what is the one where you can actually come in at any level as an agent interact throughout the week? What classes would you recommend for that? So there's a bunch, actually. So there's the EXP puts on and there's things that our agent put on. So you mentioned Elizabeth. She and a group of

other agents created a family tree, which is, you know, the cross-ridden, just piling in, right? Everybody come one, come all, and they'll train you on a variety of topics. They do some great stuff. I mentioned Kickstart earlier, which is an E-XP produced things. We've got a ton of training every single week. You've got to check out the calendar and make sure that you plug in. But, man, you're so right.

And really, it's on us. So I shared with you my story about aha. I was talking with another agent here in Austin. We both had been with EXP for over a year before we even knew that the AHA Club meeting was there. They are there. I know of meetings in Houston. I know meetings in Orlando. I know there's tons of them out there open to you.

You just have to go looking for it and plug into it. Yeah. And I'll add to, you know, with community, it's really that support network that helps you build your resilience, right? Through learning and you can build success. I, if you look back at an old video of me ever like on a band meeting or a training or doing any of those, you'd see a very different version of me. I think Candice Garcia might be in the back. She might be chuckling. But Candice Garcia, for example, is one of those people that'll say, hey, Jess, you want to do this? And I'm like, yes. Oh, geez. You know, but just plugging into

EXP and being in those peer groups where I think, oh, I love what they're doing. I kind of want to grow in that direction and plugging into those groups you can grow. In addition to that, you know, community is also a big part of how I've built my businesses, which is building community where you are geographically or, you know, virtually as well, but building community, you can plug into so many places where you can go and just be yourself, like, oh, I love to play pickleball, or I love, you know, whatever your passions are, go and be around other humans and you'll be surprised like how much more natural and easy it is to do those reps of having conversations. And we talked about this yesterday, Brian. It's the key to, you know, any lead gen is to generate

a conversation. That's right. So we were talking about open houses. And so can we kind of bring this to sort of a practical, tactical, tactical, strategic thing? Let's just talk to open houses. So how would I go about using what you're talking about to make my open houses? even more dynamic and generate more lease for them. So first of all, I believe anybody that's out there doing open houses, you've got to do just the same amount of work as if you were to do it even more excellent than you are now. And I'm going to give you an example. If you're putting out five signs and you're like, oh, man, it's hot.

I can't even put out these five signs. Imagine if you were to find a mentee that wants to learn about open houses and you put up 25 signs. Imagine if when you walk through the door that you're really cured, experience that is next level. And imagine if those people when they walk in the open house that you're envisioning exactly how it's going to feel, smell, and sound and everything else, and you're just to the biggest degree you're doing everything five times as excellent as you are now, how your results would be better. In terms of conversation and the experiences, when people come in, you want people to feel really welcome, right? We talked about the energy exchange.

change. But number two is if you're not able to have a good conversation there, the whole point of interacting with them is to set a time to have your next conversation. Hey, you know, I would really love to invite you onto a Zoom call where I could walk you through. And I know you're not looking to buy now, but maybe later, you're just kind of cruising around. But I'd love to walk you through the experience of buying a home so that if, you know, when the time comes, you feel really prepared and you're really positioned to take action and get good results. Would that be interesting to you? Boom, you've got your calendar link.

Let's get you scheduled. And you've got them on the books. And then the second part is the follow-through communication. One thing that we're using is video. We're sending a video, hey, it was so great meeting you at the open house. Your kids are just so cool. I can't believe they're going to the same school as mine. And I just wanted to let you know it was great to meet you in person.

and I look forward to connecting again soon. And then boom, you can launch your nurture campaign from there. So it's thinking outside the box and just taking things to the next level of what you're currently doing, you're going to really move the needle on your results. Yeah, I think Dennis Miller had this joke about going for the kiss too soon on the first day. And I think oftentimes we do that and we create this ick factor. And what you talked about is really those kind of small commitments that we're asking them to step forward with. right, just that next.

Micro yeses, right? We just need those. You get the micro yeses. And then, you know, the goal is that they, no matter what, you have the omnipresence, right? So you're staying in front of them all the time, you know, through your nurture campaigns, et cetera. And that you've built relationship with them. So when it comes time to sell, they trust you because you're nurturing them with good information constantly. And they like you.

So they like, know, and trust you. And they're not going to hire anyone else. That's the key. Awesome. All right. Any last piece of advice for our folks as we wrap up about communication and having effective conversations? Yeah, I would say, you know, definitely be yourself. I think it helps to think about every discussion as a negotiation. I know that sounds impersonal. But the prize in the negotiation is figuring out what everybody wants, right? And above everything else, the most important goal is of any conversation is to connect with people. So yeah. Well, thanks for connecting them with us. We really appreciate it. Ladies and gentlemen,

Jessica Nieto, my friend, you have some capital in my bank anytime you want to withdraw. Thanks for coming home. Thanks for everything you're doing to develop the university, Brian. We'll see you. We're having fun. Thanks. All right, Frank, back over to you, my friend. Hey, great stuff. Thank you guys so much. I love Dennis Miller. So love the reference. But great information, phenomenal. So real quick, I need to run. through these announcements. Thank you so much, Brian. You guys know we have an expert care desk and it's here to help anyone who's having trouble maneuvering around the new EXP world. So there are tours every Monday through Friday

from 10 a.m. to 2 p.m. Pacific time or 1 o'clock 3 and 5 p.m. Eastern Standard Time. And you can also add the expert care desk contact info right to your phone. All you have to do is scan this QR code and you can automatically save their card to your contacts. The cool thing is at the expert care desk, and their responsive support is available in English, Spanish, and French. So that's it, guys. And I just want to say one thing. I wear these letters every single day, and I'm proud. I am EXP proud.

That's why I wear this. And, you know, I'm so tired of people out there saying we have the most agent-centric company. We are the most agent-scenture company. And I can prove it in three points really quickly. Number one, we have zero debt. Zero debt. Don't gloss over that because that's a big deal. That gives us the ability to pivot on any market that's coming our way.

We can handle it. We are prepared. Number two, our executive leadership. Glenn, Leo, Michael, Brian, Wendy, Amy, Sean, Russ, myself, Nadia. Sorry if I forgot you. We're all licensed real estate agents. This company was built for real estate agents by real estate agents. It's an agent for agent company.

It's an agent by agent company. There's nothing more agent-centric than that. We've been there. We've sold the real estate. We've been through the wars like you guys. So we understand. And there's no other company that has that level of leadership with that level of experience in real estate as we do. And finally, it's our people.

It's you the agents. We have the best agents in the industry. We talk about it all the time. We do the highest production. We have the highest, one of the highest production per agent percentages in the industry. Our co-eds, our brokers, our ops team, they work tirelessly for you. They care so much. We're on meetings every week with them.

They care about you. We have the best people. Guys, it's real simple. There are a bunch of people out there that are trying to be the next EXP. But guess what? We are EXP. Thank you so much for joining us today. And on to our next show.

Thanks for joining. And don't forget if you guys can take a couple of minutes to fill out the survey, we would really appreciate to let us know how we're doing so that we can always make a better product for you and that you take value out of every one of these big agent meetings. Thank you guys so much. And now it's my pleasure to turn it over to eye conversations. We have a stellar lineup.

Look at that lineup. There's some great people right there. So stay tuned. I'll learn some more. Have a great week, everybody.