KGCI: Real Estate on Air - Coaching A Winning Team

Episode Date: October 28, 2024

KGCI Real Estate on air. I'm Ian Wheatley. We're broadcast here at EXPCon in Miami. We're sitting down with the host of the reveal podcast, Jessica Dieto. She is also the icon of the year award winner here at EXPCon. We're here in Miami. Jessica, congratulations. Thank you, Ian. I'm so excited to be here in real life. I mean, we're always virtual and I'm excited to be here in the recording studio. Thank you for the congratulations. It's going to be an amazing week. We're having so much fun already. It's a ton of fun. And it's fun getting the family together. I know. It is fun. It's cool. We feel so connected. Yes. And I've never met you in real life. I know. I know. Only on some virtual calls along the way. So we're chatting here. We're at ExpeCon in Miami. You've won this icon of the year award. So first, again, congratulations. What does winning that award mean to you both personally and professionally? Well, I think that really summarizes it right there. It's like the fact that rather than being a top producer at EXP that you're actually recognized for, your contribution as relates to community engagement and building an environment that other agents can thrive in here. And the way that Glenn has built this company for us to be incentivized to give back is it's so fun. And what's so interesting is like when I first came to EXP Realty, the numbers made sense. Like that's literally why I came.

And I thought what a great way to get around a lot of people that are doing amazing things that I could learn all about as well. But I had no idea the level of collaboration, like what collaboration really meant. until I came to EXP Realty. And so immediately I was intrigued and really wanted to plug in. And then just the type of connections that I've built over the years and the relationships have just unmatched from anything I've had in life. You know, friendship, yes, but people that are really poor into you. So I knew that I wanted to do the same.

I wanted to contribute and bring what I could to the table. And fast forward, we joined March of 2020. And since then, I've just... it used to be in my business that I didn't have time to make for training and training other agents, but I would, but it wore me out, right? Right. And my wife, she'd say to me, you know, honey, why are you mentoring these agents? They just end up leaving and it's burning you out.

And she's never said that since I've joined XP. Like just the way that it's so, the reciprocity is just always there. So fast forward, giving back through building community is something that, you know, you don't really, like I said, I didn't used to feel like I had the time, but now I make time. Yeah. That's a difference. And at EXP, like, it's great to be incentivized to do good things. But it also has, like, been the biggest part of my growth.

Okay. So being recognized as icon agent of the year, it really, honestly, when I got the word, I was super excited. My friend Victoria Melton, she was, and their nominee, we jumped on the phone. right away. She was driving. She was out like helping people after the hurricane and the damage out of North Carolina. And like this is another woman in our company that is just an absolute leader, big, huge contributor to her local community nationally, like everywhere she shows up. She's a team leader. So it was super cool. And I said, let's show up on a call, sis, and like talk about like what it means to be like the nominees of the icon agent of the year. And it was

funny it occurred to us. I'm going to be airing that. I think this coming week. That's awesome. Yeah. And we were talking like, I never, it never occurred to me that it would be fun to win or like it didn't really matter to actually win the award. It was just being nominated together. Yeah. That's super cool. And she's like, I'm like nobody at EXP. And I'm like, listen, the coolest thing at EXP is that they do pay attention to us. And you should think like almost 90,000 agents, like nobody would know what's going on or who's doing what. But they are paying attention. And, you know, when you lead and when you are in an environment where you can really show others like a mirror to themselves and show them what they're capable and what's possible, then you're creating new leaders.

And so Victoria and I were super excited. We shared a show last week and just talked about what it means to be icon of the year. Production level is great, right? Right. Like, we're making money. We're still in real estate. And that's the great thing at XB. we do sell the most real estate.

So we do, we do a great production business. But I mean, but when you're the icon, when you're the icon of the year, right? Because you're ranked against a bunch of other high producing ages. It's that cultural impact. It's that mentorship that really drives the needle as to being the actual mentor of the year. So being recognized for that cultural contribution, what inspires you so significantly to have that level of involvement? I think what inspires me is just literally how much I grow every day because of it.

Like most of the things that I had on my list that I thought would be really cool or might be possible, EXP has said, hey, do you want to do this? And I've said, yes, like, yes first, but now I'm going to think about it. And it's being in those really uncomfortable places. And so then once you kind of get across, like I always say like as soon as you get off stage doing something that you're like, I can't, I don't think I could do. And then you jump on stage and you crush it and everyone gives you great feedback and you feel amazing and you feel like you're on the other side. That's like huge quantum growth.

You're growing so fast. And when you get on the other side, I always think now I'm going to show somebody else how they can do it. You know, leading up to ExPCon, some of my favorite moments are leading up to XPCon. It's the agents I reach out to that have never spoken. I'm like, hey, how are you feeling about being on stage? Actually, I'm glad you called. I'm thinking about saying, never mind. And it's like, well, let's chat through it.

Like, you've got all this amazing community. You don't need to be alone in this. Let's talk through your talk. What are you thinking? What are you feeling? Those conversations, like, not everybody will hear them or see them, but I just want to be that person for people. Second to that is, like, thinking of the people that can't come this year.

Yeah. And just showing them, like, there's next year. But I have my list, actually. I have a big, long list of people that I set up a text. I did automate it. Now they know it's on the radio. Uh-oh. But just I wanted to reach out to them and just let them know that we're

We're thinking about them that don't not pay attention to EXPCon or the things that you aren't there. Don't have FOMO because that's scarcity mindset. Right. So as ICON agent of the year just incentivizes me more to push harder and see how I can give back more. And how can we do that? Because we can't always do more, but we can show others how to do more. And that's the ripple effect of how we make more of more of an impact this year for me. Amen to that.

We're chatting with Jessica Nieto. the host of the reveal podcast, the winner of the icon of the year award. We're here very clearly. EXPCon in Miami. You're doing sound checks. Yeah, if you didn't know it, if you didn't know it before, like, oh, wow, no, no, we are, we are really here. We are sitting there here at the Miami Beach Convention Center for the EXP Con annual, annual

get together. Friends at EXP Realty, appreciate them for getting us this nice little booth set up here. I love this booth. I'm super excited. Thanks for the invitation. This has been fun. Yeah, thank you so much. And so keeping the conversation going, just keeping the conversation going for a few more minutes here.

How do you approach mentorship and how do you support other agents, especially those that are maybe like just getting started as those new agents, those same new agents that your wife used to say burnt you out? Yeah, right. So for me, it's like we can all move as a unit and have different visions, different goals, different places that we see ourselves in the future. So number one is you have to talk with people about first help them expand what's possible in their mind. And two, I really push agents to take that time to reflect, get to know themselves better like most of the questions or the answers to the questions are inside. Right? Already. But people are like, oh, let me check that out.

Oh, that looks good. Does that lead source work? Oh, best person's doing it this way. And it's really you have to first figure out what you want your life to look like. So it's talking with the agents. What do they think is possible? What does their life look like in a perfect world? And then reverse engineering that and then plugging them into the right resources, tips and everything at EXP.

Because we don't want to just show agents how to be order takers as real estate agents. We want to help them build wealth. And the only way to do that is to teach them how to actually generate revenue, how to invest it. And like, we are surrounded by amazing things on this platform that Glenn is built and that Leo leading a CEO. I mean, they are just truly showing us how we can lead professionally and personally and help others and show them the way to build a really great life as a real estate agent. That's Jessica Nietzato. She is the winner of the icon of the year award. If you didn't piece it together, the reveal podcast streams Mondays as part of the mindset and motivation Monday here at KGCI Real Estate on air. So thinking of those icon agents, too, what advice would you have for those agents that are aspiring to reach that icon status and maybe even.

even aim for having that community engagement portion that might, you know, make them a legitimate contender for ICON of the year? Yeah, I would say just from my perspective as a team leader, the two things that people don't really understand that they need until they have them is community to thrive in, and within that community, be in a community where people will hold you accountable. So make sure if you don't have a coach or a mentor, you're on a team. If you're almost and you're trying to reach icon status, you don't need to do it alone. Like, reach out. to people. Maybe even it's just five minutes you need one little tip to really like get yourself

to those next five deals to make that icon status. So don't do it alone. Reach out, build community. And if you feel like you're not invited, start inviting people to your table. That's what I did. And it really is an effective strategy. And if you don't know where to get started, you can reach out to me on workplace anytime. And I guess what are your next goals? Oh, wow. You become icon of the year? Now what? Yeah, and you know, last year, Elizabeth Riley earned this award. And, you know, for me, one of the things I realized is, like, I have to take my own advice this year. And a lot of the advice that I give people to, like, you know, make sure you're in the rooms where you're the smallest person and, like, you know the least and all that.

Maybe you have something to contribute, but put yourself in those rooms. And this year, I really want to take up that offer that people have reached out and extended to me to also help me grow. and to, you know, the more that I can grow and be fulfilled and happy and successful, like, the more people I can help. So it's like you come to a point where you're like, okay, you know, Chris Voss yesterday, they brought Chris Ross in to talk with the top team leaders and the top attractors at EXP. It was just absolutely amazing. He was the FBI investigator, and really the way he articulates it just makes absolute sense,

which is to be competitive, like you're being competitive with others, right? So you can only be as good as the people you're around, but to be ambitious is exactly who I am is curious. So I'm just, I'm always curious and I'm always wanting to be better than the version of myself that I am. So I'm excited like a icon agent of the year, this is amazing. And I just want to take that to the next level and show others how it's possible. Jessica, thanks for checking in with us this morning at KGCI Real Estate on air.

We're excited. Thanks. Thank you.