KGCI: Real Estate on Air - Co-Sponsorship and Collaboration: The New Strategy for Real Estate Growth

Episode Date: January 29, 2026

Summary:This episode explores the emerging trend of co-sponsorships and collaboration as a powerful growth strategy for real estate agents. The hosts discuss how partnering with other professionals, such as lenders, inspectors, and even other agents, can lead to increased lead generation and market presence. They share practical examples of successful collaborations and provide a blueprint for agents to identify potential partners and structure mutually beneficial relationships. This is a forward-thinking episode for agents looking to expand their network and business beyond traditional methods.

Seven-figure success starts when you start thinking like a CEO. Welcome to the John Kitchens Coach podcast Experience. This is your host, John Kitchens. You're ready to think bigger and transform your business into a path to lasting freedom. What is happening, Honey Badger Nation? Man, good to be in the house. We've got the boys with you. No guests, just us.

And straight fire. And, you know, I'm really excited. I know it's something that we've been teasing for a couple months now. We couldn't quite let the cat out of the bag all the way. And, you know, just perfect timing now. It's been announced. And, you know, I think it's, to me, it's still muddy. And I really want to take this opportunity with you guys because I know you guys have had,

I know you guys have had a massive amount of three ways, conversations as it comes. Also, you know, conversations with leadership, high up, influence. how do we make this decision? This is the best decision for the company. I know we've teased it in multiple different ways. Let's get after it. Let's talk co-sponsorship. Oh, man.

Hey, I was at a Cavs game. I want to open up with a quick little story. At a Cavs game, took a friend of mine. And right behind me in my seats, we got season tickets. And there was, you know, this lady, I recognize. She recognized me. And I'm like, oh, my gosh. and it's another agent with,

I think she's with Berkshire, but, you know, got a lot of respect, big producer, whatever. And she's like, you guys are with EXP,

right? And I said, I said, yeah. And she said, I just don't get it. So today, this episode is for all the Susan's

out there who just don't get it. We're going to, we're going to unpack this for you. I was so happy that she actually said it because for me, this is, This is, we're approaching eight years this coming all guys. And what an amazing ride. And we start to think sometimes that people get it.

Like everybody understands our model, right? No. There's so many people that still just don't get it. So we're going to unpack. You know, when you just said that out, something I thought about. And I remember you took me back eight years ago and we're sitting in the co-work space. And I remember me and Cuzz and we're on. We're on three-way call.

I don't know if you were there. You might have been there. We were on three-way call with Chepp. And he said something that just has resonated with me ever since. And I always default back to this, right? Never assume intelligence for another human being. And so I don't get it. I just don't quite get it.

I don't understand. And so being able to really go through, and we were talking about Tim Stout before we came on and just, you know, because you missed out. It was a great conversation. If you have an opportunity, connect with him, connect with him. You know, you just, somebody's mind in the way they think when they're a black belt and jujitsu, you're going to have a really good, deep conversation.

And he said a lot of great things. But we were talking about the plus minus and equal, right? Frank Shamrock, the plus minus and equal. And when you're forced to be that plus and have to teach and articulate in a way for people that will really grasp and comprehend, man, it just, it makes you internal. realize it and know it that that much deeper. And so I love when people like, man, explain that to me. I don't understand. So explain it to me. Help me understand what is this dang co-sponsorship thing. I would, I would start with with setting the table where I think

everyone would agree. And I say this, I probably say this 10 times a day at least. When we got into real estate, they should have gave us, they shouldn't have given us a real estate license. They should have just given us a plaque that says figure it out. And it is. And everybody laughs when I say it, but like, why is it that? Why is it that you get a real estate license and then you're, you literally have to figure it out. And it was the most frustrating thing for me when I got in the business. And you go and you buy these things. You try these things. And there's just, everybody's trying to sell you something. Nobody's given you a track to run on. There isn't a plan for you from day one to day 90 to get you.

to production. Nobody's helping you implement. Nobody's telling you what technology to use. Nobody's telling you how to get customers that doesn't exist. The whole industry has been this way forever. And only the strong survived, the most that persevere and try the most and spin the most and beat their head against the wall or those that get in alignment with the people that can actually help them the fastest. Like it really is a game of figuring out who are the people that can actually help me and how much I got to pay to get in the room and then getting in those right rooms. Like that's the secret to success in real estate. Ask anybody who's successful and they will tell you, they found the people that could help them. And they probably had to

pay a lot of money and get in the room. And then that's when they figured it out. Right. And so what if, what if an entire company was incentivized? Every human being in the company was incentivized to help you be successful instead of the old model, whereas you go in the office, my first transaction that I got off a floor time and I'm ready to write a contract. My dad's not there to help me. Tom King's there. And what did Tom King do? He stole the client from me.

Like he literally took it from me. He was not trying to help me. He said, go did you get him, Jay. You're going to be great in real estate. First person, first opportunity to help me. What did he do? He helped himself. Like nobody's there to help you.

And you don't realize that. You like the people in your office, but they're not going to ever share their best ideas with you. They're not going to help you implement anything. They're not going to, they're not there to help you be successful. And that's the problem with the legacy brands. Everybody's in the same brick and mortar office and you're all competitors. And you better not leave any food on the table because they're going to eat.

And you better not leave any food in the fridge because they're going to eat. So that is fundamentally what's wrong with real estate. And the biggest difference in this model is we are all incentivized to help agents succeed. And we're all every day waking up thinking of how can we do more for agents and help them be more successful? Because if we help them win, we're going to win. and the only way we're going to win is to help them win. So there's no misalignment in the compensation. The alignment in compensation is everything.

If there's one thing that makes a difference, it's who you join with and what are they doing to help you become more successful. And that's that and co-sponsorship when we get into that is a whole game changer for people to work with the right people for where you're at and what it is you're trying to accomplish. And I try to explain the different, the, a real estate brand, a company, the brokerage is a vehicle. It's a vehicle to help get you to financial freedom. You're the brand, like Jay-Z says, I'm not a businessman. I am the businessman. I don't care if you're a remax, co-blanker, E-XP, any other company. It doesn't matter. It's you're the brand.

Why? Because you manage the customer experience. If you do a good job, they come back to you. They don't care what's on the sign. If you do a bad job, they just don't come back to you. So you know, you own that experience. So it's your business. It's your brand. And EXP understands. They're a platform for you to build your brand on. And that's a huge difference from trying to be the remax logo or trying to be compass. Agent-centric means what's best for the agent. And we're the only agent-centric company that's left. I just want to back up what you just said with some proof.

Because you can say, oh, well, you're just drinking the Kool-Aid, J. Kinder. And Kool-Aid's delicious. I like that. But beyond that, Why is what you're saying true? I mean, there's a possibility that it's not true. Well, how I know it's true is that the majority of the new brokerage models that have been launching over the last eight years have been duplicates of the EXP model. They have a component of cloud-based.

They have a component of a stock incentives for their agents and ownership, and they have a revenue share component. and it's just it's just the it's it's the new box you will sure right and so um you just don't see a ton of legacy brands opening up everywhere and making big waves i mean sure there there has been a couple but for the most part um you know uh this model is what's being duplicated yeah 100% it is and i think you like like you said both of both of you said you look at you know, the problem, right, that is in existence. And I remember, you know, us, right, Caldwell Banker days, right? You know, I mean, thank God for your dad pushing us and asking us the question, do the math, boys, do the math, boys do the math. Like if I could, like, I hear that in

my sleep still. He pushed us on that so much. And at the end of the day, we looked at the math, and the math just didn't make sense. And it's still my favorite T-shirt to this day, Chuck Fasio, hashtag, it's just math. And that's really what business is. It's just math. And the math didn't make sense and we went independent. And to your point, there was not a place for people to go because everybody was on an island.

And that's why what we did with Mastermind in that run of NAEA Mastermind days is because we were the place people could go to where they didn't feel on an island. And until there was a model that was like, listen. And I think we have an understanding. And I just always come back to the story we told over and over and over again, right? And it's, it's, you know, compensation drives behavior. And until you can figure and understand that truth, then your model is always going to be off until you can align the compensation to drive the behavior of the people, right? Like we're joking, right?

Don't put your leftovers in the fridge because they're going to eat it. So how do you, how do you, you know, really align the, the behavior that you want for people helping people. And it's through compensations. It is the secret sauce. Hey, John, share that. Share the, I'll just give evidence approved from today.

This is a text I got from Braden this morning. It's 7.45. If you get shared that. Can you see it? Yeah. So this is the text from Braden. So this is just Braden following up with somebody that join, join somewhere in our group somewhere that we're trying to help.

I love it. Braden's like, yo, you still running that, running your ad? Oh yeah, been getting a lot of traction too. Just went on a listing, appointment last Saturday for $550,000 and they're buying the same range. And then how much, you know, which funnel you're running? Lebanon, new construction. What's the cost per lead?

Last time I checked was $4.56, but it jumps a bit back and forth. Same day, it was $4.15. Spend that all day long to make $60,000, laugh out loud. Won't think twice about it. You can double it if you want to. Right. That's just, that's just brain checking in on people. Like, when you come, when you come and partner with us, we're going to help you close more deals. Why? Because we're incentivized to do that. I don't even know how to take a credit card. I used to, I don't know how to do it anymore. So like I'm not, I'm not here to take your money. I'm not here to sign you up for a course. I'm not going to try to sell you something on the back end. I'm just going to actually help you freaking sell more real estate. That you don't get where

you're at. You don't get that where you're at. That does not happen. And so and every day, there's a big difference between a lot of our copycat models. They think, oh, it's better because we came second. Oh, yeah, said no one ever. Okay. So you want to be a copycat model and then, hey, we're not going to have silos. Okay, well, don't have silos. That's fine. Nobody is incentivized to try to help you because you can't.

You're not allowed to help somebody else and having a competitive advantage. So over here, we're all thinking every day, well, how do we make it better? How do we make it better? How do we make it better? Why? Because if we can help people win, then they can go tell other people. We can help them win too. And we all win together.

And so we're all week and up every day thinking of how can we make it easier? What is the problem that real estate agents have right now in this market? How do we solve that problem? Here's how we would do it? Now, how do we make it easier? How about if we did it for them? How about it? When they get onboarded, we onboard them.

We onboard them into the technology that EXP provides. We get through all the mental hurdles and tech overwhelmed. We upload the system. We train you on how to use it. We build your ads for you. We build your brand for you. We'll even give you the strategy and help you with the social media that you need to use in order to get those people to pick up the phone and call you or respond to a call, text, or email.

This is, I've never been this involved in agents business. We used to just tell you what to do. That was coaching. Be like, yeah, we know what we do this. Like, okay, let me go figure out how to do that. That was how everybody. If you were just good enough, if you paid good enough attention, took good enough notes, you could go implement and be successful.

But what, what, how do we, we just keep moving further down the value chain? How do we do it for you? How do we make it easier? How do we make it where they can't mess up? How do we make people successful that otherwise wouldn't have been? And that is when you have a whole company of people, 90,000 plus that wake up every day thinking that, I can tell you what happens. Everybody gets better at helping agents get better. Like that's important.

There's some things in there that I want people to really pay attention to. And it's just kind of the error that we're in, right? We're in the AI error, right? just where we're at. And one of my new favorite quotes to come back to is discipline over disruption. And you think about that for a second, right? And we know what discipline is, but it's discipline to the things that won't change. Okay.

Think about that for a second. Stay disciplined to the things that won't change. So were you guys listening in to everything that Jay just shared and was talking about? think about it in a in a red yellow and green light situation so the red light what is happening and this is the filter that you guys have to run everything through if chat gpt can answer it in 15 seconds or less it's of zero value think about that for a second and think about this as you're positioning yourself because this is a whole other conversation we'll we'll circle back to i've got a private session with mr phil stringer next week i cannot wait to ask him these questions

where is the puck going for where we are in the green light situation, right? Because if the consumer, buyer, seller, other real estate agent can go to Chad GPT and can get the answer in 15 seconds or less, it is of zero value. So if you're waving your flag and you're leading with this that Chat TPT can answer, it is of zero value. So that's red light stuff. The yellow light stuff is still there, but I think it's on life. I think it's got the oxygen mask. It's not a life support, but it's got oxygen to keep it to keep it kind of going. And that's the things that we know to be true, that we've been world-class out for the last 10, 15 years on the digital marketing side of things, the digital courses, the things, you know, the lead magnets, they still have some weight, but I think they've got an oxygen mask.

The green light thinks, and this is everything that you were just saying in here that I really want to highlight because this is the things that won't change. Now, it's going to be enhanced with AI, but these fundamental things will never change, and this is what we're doing. Creating a unique process that creates a transformative experience. It's all about the experience. It's why we dominate it with what we did within AEA and Mastermind is still why our events are the best of events, because we focus on the experience. and it transforms them. But here's the thing.

It's things that can't be replicated. And this is why Honey Badger Nation is the Honey Badger Nation. It's a genuine community. It's a genuine, authentic community. And here's the default. And this is what I've been conversations with Leanne, conversations with everybody. I said, here's where I keep defaulting back to. It's all about trust.

And my definition of trust that I will, I will, I will, I will, I will die on is authenticity times time. Being your genuine, authentic self times time. You can't, you can't recreate the give mentality, right? This is why I wanted to emphasize this because everything you were talking about was just give, give, give, give. And you can, you can sniff that out if that's not genuine. You can sniff that out if that's not, if that's not authentic. Let me ask you guys a question. Do you think that we could have gotten to 13,400 agents in Honey Badger Nation if we were told you can't give?

No. No, I wouldn't be here. We wouldn't be here. I'll see anybody else doing it either. I got a little bit of flack when we first joined the XP because everybody was really happy when we joined. And then they're like, oh, crap, we got to compete against these guys. And so they're starting to get a little pressure on us. And Gove called me and I said, I told Brent, I said, Brent, if I'm not able to add value to people's lives, then this is not the opportunity for me.

And then Glenn called me. And Glenn said a whole lot of really smart stuff about there's a lot of ways and made me think about it. And I was like, okay, well, we can do it a different way. But as long as I can have value to people's lives, then I'm staying. Right. Like that's, that's who we are. I say it's, it's, it's what we do. It's why this opportunity is what it is. If you can have. value and why would you join you're not going to join a broker just just because we're here like we if if you don't see your I can tell you this nobody joins here unless they see their life being better by coming over here they're not joining a broker's they if they believe that their life could be better by being here and that we're actually going to help them then they'll come join and that's that's what it has to be focused on yeah and it can't be BS and there's proof right it's just like it's just like

you know it's like Al you gave proof of of the model right and and the examples and the compliment of the people, you know, trying to replicate and duplicate it. And let me make a point. Let me tell you. So, guys, I had a call yesterday with somebody that's at real. And they're thinking about leaving. This is a big producer. Somebody I know and like and respect a lot.

And one of the things that was said on the call was, man, it's just not the same as it is an expe. Like, I have got, you know, an upline, but they really don't, they really don't try to help me. like I don't feel like I have this group like we have of everyone trying to help each other. And it's partially because of their model. They're not incentivized the same way that we are. It's a little tweak of the doll, but it's the difference between somebody answering the phone, getting on a call with you, actually trying to help you solve a problem. And she thought, she's like, I joined this person because I thought they could help me with this one thing.

And that they were doing that she was going to be trying to do. and the truth is that person is not actually trying to help them. Won't even return phone calls, not even really trying to help. And you can't collaborate with that person and say, hey, how are we going to go add value to other people because you can't do that there? So there's literally, they try to say we have silos, which is not, you can't say that anymore with co-sponsorship. I know we're going to get into that.

But you really don't have an environment of everybody serving, helping, wanting to do anything you can to help someone. And that's the reason she wants to come back. She misses the environment where people are actually trying to help you. And that's a huge deal. We're about to crush our competitors. I apologize for anybody that doesn't believe that. But I don't know that.

I call for here. Let us help your life be better. I promise you. Yeah. Yeah. And man, yeah, it's wild. But I think, you know, going back to, I saw Cam, Haynes had.

Geez, dude, long beard, just kind of, he's incredible mindset and ultra-distance guy. But he was sharing kind of something that hid him between the eyes from Andy Ficella. And we've heard Gary V. talk about it all the time too, right? There's only two ways to build the tallest building. And it's either you tear everybody else's around, you tear them down, which we know all those type of people that try to tear people down, or you just build the tallest building. And I think the only way for us to build the tallest building is, is, you know, just keep adding value, right? Just be really more valuable to people's lives.

I think before we get into the co-sponsorship, I want to make just kind of a blanket statement about the way we go about thinking about things. And we're all guilty of falling in love with our own ideas or what's worse, falling in love with someone else's idea. And they're such good salesperson that's selling you on it. It happens in politics all the time. Left or right, doesn't matter. They try to convince you.

I'll give you one example. Paying higher taxes is a good thing for everybody. Like someone may, but they genuinely believe that, right? That's okay. The fact that they believe it's okay. Where it's tax and not become okay is when they're so good at selling that they sell an entire, you know, community of people on the same idea. that this is going to be better for you in the long run. Just what do they say?

Trust me. Right. So what you were talking about, Jay, is a very similar situation. Like, it's almost common sense to say that you can't make an offer to somebody to give them something or you're going to have to give it to everyone else. People have made that argument and people have fallen for it. You know, like they've fallen for a lot of things. You know, and I guess I would say if you're someone listening to this, open your mind up a little. And we can't grow unless you, you know, you're open to being a little bit wrong.

And I'm always open to being wrong. So I'm open. Somebody wants to DM me, get on a call. Feel free to hit me up and convince me how that's better for the community when you're, when you're handcuffed and you can't help them. I don't see how it is. But let's talk about some co-sponsorship. So I was actually just telling the story to Darren McHuso before the podcast. I got a call from a young man yesterday who was somebody that I was, they were actually already

verbally in. They were coming over a couple of years ago. They ended up needing a local office and a team because it was a newer agent and they ended up going in a different direction. No problem. I still cheer this guy on. I love this kid. He's awesome.

heard about this co-sponsor, but he didn't understand it. He just didn't, he didn't understand even how it worked. And he's like, I think you might be able to explain it to me. I think I can, maybe. We'll see, how does this work? Here's the way I explained it to this. I said, we're not in the same, you know, revenue share group, right? But now we're actually able to partner to sponsor someone moving forward a new agent that might want the value you bring and also at the same time wants the value that we bring but we're not in the same uh revenue share organization so now we can do that and the way i explained it was like this we can take you and everybody knows what a copy and a paste it so when you copy and paste the word you don't remove the word from the sentence

over here this paragraph no you leave it there and you copy it into another space you And that's how the co-sponsorship with EXP is working is that basically a co-sponsor could be copied and pasted into the first line of, let's just say, J, you, okay? And let's say we're not in the same line, right? Not me, you and I, we want to co-sponsor somebody. They can copy and paste my name into your front line and then the new agent would be in that second spot right there. Why is this amazing? It's amazing because we're not dividing the revenue share. We're not taking any money off the top and giving it to the company.

We're not taking only 45% of the total revenue share. Everyone is getting the full amount of the revenue share. But Jay, we're giving up one spot. Well, the good news is we have seven. We have seven. Seven generations, seven lines. So essentially that's how our new, our new, co-sponsorship program would work from a logistical standpoint.

It could go in either direction. You know, in other words, Jay could be the co-sponsor. I could be the sponsor. Jay, I could co-sponsor with John Kitt. Now, in reality, I couldn't say to sponsor with you, Jay, because we're in the same line and that's called double dipping. There is the one guardrail they've put up, and there's no, you can't double deal.

So you and I would never have to co-sponsor together. John Kitchens and I would not have to co-sponsor because we're also, partners in the same revenue share line. But a lot of honey badgers aren't, right? But just because they're part of our organization doesn't mean that they're part of each others. Yep. A lot of the cross pollination with even A.G. Midas group and some of the other

bigger organizations out there, we're already seeing the cross pollination happening. And it's so much fun. Oh, man. That's good. The first giddy pig, so to speak, was our friend Spring, which came over. So that was fun to see her come over, but it was even more exciting of her being the first first experience, the new co-sponsorship model of EXP. It really is a game changer.

I want to talk about it from a little different perspective, because the growth of EXP in the next three years is going to be the biggest growth that we've seen since probably five years ago. So 150,000 agents, that's my prediction. over the next three years. It is already ridiculous. I've never been on as many calls as I'm having right now. And the game has changed. And if you think about it, you know, you've got 90,000 agents that are at EXP.

Everybody's joined under somebody, but you could be under any number of different people. And for any number of reasons, an agent that you sponsored you could have left. You know, there's no value being added. And you just said, man, you know, I'm not really, don't know what to do with this. You know, I'm not even going to focus on agent attraction. And now all of a sudden, you have your pick of anybody in the company that you can co-sponsor with and you can now go recruit that person that you wanted to go recruit, that you didn't feel like you could recruit because you didn't have the value to add. So it just changed the entire game.

Everybody in the company can now work together to go add more value collectively. And what is going to happen, it is happening already. Like in a crazy, crazy way it's happening. People that I don't know, that I didn't know or people that I did know are reaching out and they're like, hey, man, what can we do? do together. Here's the person I'm thinking about going again. Here's another example. You know, Caleb Pearson joins. Caleb, Caleb, big dog, felt like he's probably coming to the game a little late. People in his market started reaching out to him and saying, hey, Caleb, man, can we co-sponsor?

I just saw you join the ex-p. And I think if me and you went after this agent, we could go get them together. In the past, that was never possible. That was never possible. So when you join now, if you're an influencer or you're a big brokerage or you've got a lot of influence in the industry, when you join, everybody's now looking at you as an opportunity. to go work together with you. It's not stuck in this one choice that you made for your, you know, for your entire career. You can do that as many times as you want with as many people as you want and as many different

ways as you can think. And it, it is an absolute game changer. And like you said, Al, it's not division. We're not splitting it. And then if you, somebody under ACD co-sponsors, then they split that again. You know, that's division to zero eventually, meaning the opportunity is not an opportunity. This is multiplication. you're going to have seven if you're the co-sponsor you have seven levels if you're the sponsor you have six levels because in that first spot is your co-sponsor that's all that's that fundamentally was the most brilliant thing and i would have screwed it up if Glenn would have said hey how should we do it I'd be like man I think real does it why don't we do it the way they do it that's what I would say that's not the best way Glenn's like hmm let me think about this uh what if we did it this way and then everybody would wet it's just an incredibly brilliant strategy and it solves the biggest problem I've

feel like as a company that we've had, which is a lot of people that want to work together, but there was really no way for us to do it. And now that has changed. And when you put together really good people together helping each other, it just gets bigger, it gets better, it gets the speed at which we're going to add more value. I don't want to talk about this. So, you know, we, you know, we beefed up our offer. And I tell the kind of story. I came back from Puerto Rico. I'm so glad to be back. And I, you know, all these people I met, they're super rich. They've built these big companies and I'd have to tell them what I do. Oh, I'm an D.SB.

They just think on revenue share. I'll explain it to them. And they would be like, oh, my God, they loved it. They'd be like, that's the best thing I've ever heard. That's amazing. You're so lucky. And all these really smart people really like this idea of revenue share and exponential growth of a passive income stream. It's a really good thing. And people seem to get it. Okay. So I'm coming back and I'm like, man, it's 96% margin. Al, me, me, you and Mike's bucket, the last four years did $40 million in revenue share.

big number, right? 96% margin. And I was like, what would happen? And I invested in an apartment. I put a half a million in it. It's going to seven years. It's going to double.

I'll have, you know, 500 turns into a million. And I got a bunch of meetings. I got to be on now for 10 years or seven years or whatever. But I said, what would happen if I said, what if I just said,

I'm going to put 600 grand into helping agents that come join us to the XB? And that was the experiment. And I was just trying to see if I could double my organization. So we built this whole system. Here's what's happening that's amazing. I was afraid to scale it. Okay. And this is where AI comes in.

It makes a huge difference in my ability to do this. I was afraid to do it because before it would have taken me 50 employees to do what I'm doing right now. I mean, I would have already bottlenecked at the hiring process. And I've been there. And that's not the fun place to be when you need to hire people so fast that the biggest problem becomes putting their chairs together. Like infusions off when we went and visited them. Like that is not a problem that I really ever want to get to experience. ever in any company where I'm hiring people so fast that they can't get their chairs put together

and go to work. So now with AI and I was talking to Braden last night and his wheels were turning and we've got AI doing all of this. And Braden's like he was talking about images and we were selecting the image right. Like if you mess up the image on ad kills the ad. And so Braden's like, I do a lot of these image and he started hearing himself talk. He's like, what am I like the best image picture on the planet? He's like, why am I not like, he's like, I don't want to be known as the best image picker on the planet. He's like, I don't think I make a difference here. And so now, now with you feed AI with the right information, it will get you the best image for that ad, period. Like, you don't have to do like all of those things, building those systems, making it simple, making it work and

get the highest possible result is when you start leveraging AI. It's smarter than us as humans. You can't do it better than AI can do it. So everything that we're doing, we're leveraging AI to build the process so that it cannot be anything but the best possible result. And when you start thinking this way now you start to create things duplicatable that operate at the highest possible way that it could operate and people get better there's no room for error all this image was I like that one but maybe I like this one better no what which one of these is going to actually perform the best AI knows better than we do and that's that's what you go with and you leverage this to build things and so now I'm able to do this at scale for anybody and that's that was something I was

afraid to do why because number one I didn't want to have a bunch of employees and number two I was a little bit scared to spend the money on that many people, but now I don't have to. And so there's just a, it's a perfect storm of what's happening right now and our ability to actually help people more consistently, more predictively get results. And that's, that is what it's mind boggling, but it's, it's the most fun I've ever had in my life. We're absolutely having a blast. Absolutely love it. You built a hell of a, um, accelerate, you know, and here's the thing, man, great job. of great iterations on what we had before.

Right. The thing I thought about was that this is just really kind of iteration number two. You know, like, this thing's going to keep evolving. We can continue. Oh, yes. Oh, I'm not done, bro. Like, are you kidding me? Like, every, we started with the first pillar.

The first pillar is like, hey, let me get you closing two deals a month through marketing. Okay. And every real estate agent, I don't care who you are. You're all going to agree with this. if your business is all repeat and referral and sphere of influence, it's not as predictable as you would like because you don't know when those things are going to happen. And so you know you have to do something. You bought Zillow,

you bought Realtor.com, you bought this, you bought that, you bought that, you bought the Zillow or the YouTube course for 24 grand. You bought that. You bought you, I tried to this,

this, this, this. none of that stuff really worked. It was all very expensive. You really just need one thing that's a oil well that's consistently predictable every month producing business for you turning strangers into customers because these people don't know like and trust like your other business so what what the strategy is is how do we build trust with someone that doesn't know who you are how do we how do we make them see the value

that you bring as a professional to the table well here's how you do it once you determine the type of lead that you're going to go the type of marketing you're going to go after identifying the target market and the message to that market. New where I live here in Frisco, it's Plano, Frisco, McKinney, little Elm, prosper, the colony, all five minutes apart. But the person that clicks Prosper is not the same person that clicks Prisco. There's a reason why that is. And when you know that someone wants new construction in Frisco and they click on that,

now you can create content that's valuable and unique to them and what they're trying to accomplish. That is the social media strategy, a content strategy attached to a lead generation strategy. You can go build a YouTube channel and shoot a bunch of videos for a year and wait for the algorithm to pick it up, hopefully. Or you can generate a bunch of people that you know are interested in this one thing. And now let's go create content that's very relevant, positions you as the expert and adds value. And now they're more likely to respond to a call, text, email, or just pick up the phone and call you because they've been getting value. The only way to create authority and build trust with the stranger is to actually help them.

Right. If we build all that for you, done for you, then now you have this first. oil well hey what's next now we've coached agents for years we once we get you doing one thing marketing that's working we can add as many of those pillars as we want in marketing if you want to build your brand we know how to do it through multiple different strategies billboards direct mail all of all of that what are you doing database wise what are you doing to maximize the amount of referrals repeat that you get out of your database what do you can we can literally start adding every possible thing that you don't do well and start implementing that for people very very efficiently with AI

And so our value prop today is not going to be our value prop tomorrow. Our value prop today just started with the very first pillar to get people closing two deals a month. What's coming next? The world is our oyster. What's the next thing we would want to help solve for somebody that's the next biggest problem an agent has in their business? And that's, it is getting exciting to, it's a good time to be in real estate. I think it's a lot easier now than it ever has. Even though the market's out.

Yeah, I got to tell the quick story. and then we can wrap this up. We're at the top of the hour. But I got to tell a story. I hope she won't mind, but it's about a friend named Grace. We actually graduated with my sons, Aidan Matthew. Grace got her real estate license just recently. She's fresh out of high school. Never really even had like another career job, first time, whatever. And we get her ads up and running for her. Her average lead cost is coming in at like $1.46 a lead. And in her first two months with us, she closed, she just closed on a $360,000 property. Now, that may not seem like a high, a high end property in Frisco or in, but in Cleveland, Ohio, that's luxury. 30%. So, you know, coming right of the gate, my first sale at Century 21. And when I, when I got my license, $55,000. And it would be in a neighborhood.

I wouldn't walk my dog in. Okay, so like this is the type of thing. We're setting people up to win. Now, I'm not saying that Grace wouldn't have eventually figured it out and figured it because she's a, she's just a machine. I mean, she's, she's coachable. She's got energy off the charts. And she has all those ingredients, which are necessary for success. But it could have taken her a year, two years.

Shoot, we all have that, that secret sauce. And we had to figure it out, blow through money, blow through time, hire a coach, very expensive. This hasn't cost for anything except for some ad spend. And so, dude, $1.46 a lead. Are you kidding? Yeah. I mean, compared to like Zillow, you hit on something, you know, I tell people what we're doing is not rocket science. But it scales and very few things scale.

Zillow doesn't scale. Try to go get Zillow in San Diego County. I know you can't because Kyle Whistle owns all of it. Can't get it. That's off the table. He's buying all the realtor. com, too. So good luck there.

You know, you know, get a YouTube channel like you had said, Jay. It'll work if you do it correctly, consistently, and it's going to have to be for a long time. I mean, people don't have time. Their bills are due in 30 days, not 30 months. Yep. So, you know, these things all do with social media strategy. Cool. What does that even mean?

Like, you just broke it down. That is the most common sense social media strategy. Anybody listen to this? Hope you wrote that down. That's a freebie for you. If you want more of it, call us. because coaching every single week is what that's the stuff we coach up. Yeah.

And so we eat our own dog food here. So yeah, man, great, great points, guys. Appreciate you. Exactly what the whole one big fire conversation is about. And appreciate you guys. Honeybadger Nation.com. Guys want to get connected. Hit us up.

Honeybadjuration.com. And we'll see you guys on the next show. Yep. See you. That's a wrap for today. I hope you got something valuable from this. episode. If you did, hit follow and visit john kitchens.coach for more ways we can work together. See you on the next episode.