KGCI: Real Estate on Air - How to Sell Property for $19.5M with Barry Feldman

Episode Date: January 16, 2025

Hi and welcome to Let's Talk About Real Estate Podcast, the podcast for real estate agents absolutely everywhere. I'm Lisa B, and during this podcast we're going to be talking about everything real estate. What's working? What's not working? AI, automation, technology, EXP Realty, and absolutely everything to do with real estate. I'll have guest speakers as well where we'll answer your questions from the Facebook group, let's talk about real estate. So if you haven't joined the Facebook group, make sure you do that now. And we'd be happy to help answering any question. And again, welcome to the show.

Barry Feldman from EXP, Victoria. Thank you so much for joining me today. Lisa B from EXP, World Global, Queensland, Gold Coast, and my boss. Ah, ha, ha. No, I'm not your boss. We work together, which is amazing. And it's been an amazing ride. You've only been in EXP for how long now?

I think four months, yeah, about four months. So let's just do a little bit of a recap. So in those last four months, you've sold a property for, you've sold $20 million worth of property. Over, yeah. Over $20 million. One of them was a big one. One of them was how much?

19.5 million dollars. 19.5 million dollars. You sold a property for that. Like that instantly, I mean, you've been around a long time, but that also gives you a lot of credibility in the industry. I mean, you had it before, but it's sort of something not many agents can say that they've sold a property for $19.5 million. can they?

Well, my kids are sick of hearing it. Yeah. But it's only happened because I got my confidence back. Yes. If I wouldn't have had the confidence to go and pitch, I wouldn't have got it. And I really had the confidence back because I started working with a team of people. Yeah. And not working for people, like really working with a team of like-minded people.

Do I understand that real estate is not. just dollars and cents, but real estate is a people's game, and we're here to help each other. And with A-SP, especially working under the Lisa B banner or the A-team, as we call it, you just get all that support and you get knowledge from a whole lot of different people. So if you don't know something, you can just pick up the phone and ring someone. Not to blow your trumpet, Lisa, but when you first met me, I was working for a brand. I found you on Facebook because someone asked for a business coach and your name popped up. I contacted you saying I need a business coach.

And we worked together for two months, maybe under. Yeah. And it was great chatting every week or every two weeks, but I never did anything. And then you kept saying to me, EXP, EXP, and I didn't understand EXP, I didn't have the confidence for EXP. And one day I went through the commission splits of the brand and the competition in the office with the director, which was a pain. And let's say, I believe he did something wrong for measly $2,000. And I rang you that day and I said, send me the papers. Yeah.

And you said, you're sure. And I said, so sure, and I just reside on the day. Didn't even say goodbye. And it's the best thing I've ever done in my life because I've been in real estate over 30 years. I've run offices. I've had offices. I've had money. I've lost money.

I've had good times and I've had bad times. Like most real estate agents have been. Yeah. But now I've worked it out. that this company is something different. It's huge. It's actually huge. You can go on YouTube and watch EXPs explains from all over the world.

I'm lucky enough to be in a networking group and I can go and find EXP agents all over the world and just say hello. And we all have something in common. Like I get messages saying, congratulations, especially with EXP put a press release out about my sales. I got people from everywhere just texting me or messaging me. And it was really nice. It's part of a family. But also at that same time, you can just work at your own time and your own pace. And if with me family first.

Yeah, definitely. Not the party, but family first. And I spend all my time if I have to with my kids. Yeah. And real estate is, unfortunately, you know, it's number two to my family. But number two, still number one at the moment, because I'm enjoying it. I get up a day going, what do I have to do today and do my work? Don't leave my lounge room if I hadn't have to.

But I'm still a person's, people's person. Yeah. So I still, I hate Zoom. I hate DocuSign. I hate Zooms. Old school, I like to get in the car and drive to people and say good-day. Yeah. Yeah.

And you can do it both ways. We have at the XP, we have all the tools that makes it work. Yeah. I mean, for you, for you, like your confidence, like honestly, you know, as you said, you know, we met a couple of months before you joined the XP. And it was something in you that you just decided. And we've spoken about what that, what that was. And we can't really work it out.

I think it was more so that you just was, you were like, that's it. I've decided this is the. model that I want and I'm going to make it work. And you've got the right mindset for this model as well because you put other people first, you know, and that's a really great trait to have. And that's the culture that we are aiming to build within EXP and the A team especially, you know, to sort of take care of one another, the collaboration, all that sort of thing. And you do that every day. You know, you're always trying to help some other agents and, you know, all of that sort of thing. And I think That's why, from the outside looking in, that's why I feel that you've been so successful too,

because you've got that mentality. It's not all about you. It's about how can I help everyone for a win, win, win. Well, just to put my other hat on, you learn a lot of that through B&I. Yeah. Give his game with one of the thwarts of being I. And, you know, I think it's just the same in real estate. If I need help in some, you do work.

It's very hard sometimes working for yourself, by yourself. Yeah, it is. And so you can work for, and I've worked at other remote agencies, and you really are by yourself. Yeah. But this is the first cloud agency where you're not by yourself. Yeah. I mean, we talk probably, what, five times a day?

Too much. But it's fun. It's fun, but you've got the EXP Avatar University where you can become an avatar and just go and talk to people and you go into different rooms, you can go into different lectures, you can get different training. I met this man, he's named Shashank, and he's getting in. And we've never met in real life, but we've met in Avatar, we've met on message chat, we've met everywhere, and he's a great guy.

He's lovely. Lovely guy. And, you know, I'm planning next year, early next year, to go to India to meet, because I'm growing international team as well as an Australian team. And I want to go meet my team mates or members. They don't work for me. I work for them. Yeah.

Yeah. I work for my team. Like Lisa, you don't work for me, but you're there for me when I need you. Yes. So that's the best thing. So, EXP, nothing exists like EXP. No. Somebody else told me an EXP.

XP is for everyone, but not everyone knows when they're ready for it. Ex-P. Yeah, that's right. No, I agree. It's amazing, amazing. You know, started by one man in America, and now we've got close to 90,000 people. 90,000 agents in 24 countries were listed on the New York Stock Exchange. And so, so with that $19.5 million sale, that was something, being part of E-XP helped you get that property for sale and sell it, didn't it? Because, you know, you've got this massive thing. If I was with ex-brand suburb, and this property was 80 kilometres from my house, so an hour drive, an hour and a bit. So if I was an ex-brand suburb agent, I didn't have any credibility to go there. My card says EXP Australia, so I'm an Australian agent.

And I walked in and I said, I've got 89,000. agents or nearly 90,000 agents. We're a global company. I said we're in 24 countries and we have experts that sell property in this. That's right. And you've got the backing of all of that. You've got the a billion, multi-billion dollar company backing. So what would you say to agents, say in Victoria, you know, there's a lot of opportunity for us to grow in Victoria. like a lot of the other states we've sort of grown a bit quicker than Victoria. But what would you say to the agents

about the opportunities in Victoria? You know, it's like some of them might say, oh, no, you know, EXP isn't a big brand like X brand or whatever as far as the consumer's concerned. Let's use the, let's say XP compared to, let's call it the biggest brand, Ray White. It plays nothing in Victoria compared to Ray White.

Yeah. But let's look at it global, and I listen to this from an EXP agent, is Ray White's worth X and EXP worldwide is worth 10, 20X. So worldwide, we're bigger than Ray White like that. Yeah, that's right. Real estate's a people's person. So when I go into for a listing, it's Barry, and I'm Barry from EXP, but I'm Barry.

Yeah, you are the brand. And I'm the brand, I'm the person, I'm the one that wins the business. EXP helps. Without a doubt it helps me. with my confidence. Real estate's a really confidence game. If you're the public, and the public's there,

so I know you're watching, they can smell when an agent wants commission. Yeah. Oh, for sure. Commission. They can smell it. So they can smell when an agent's desperate. They can smell when an agent works. I've worked in big brands.

I've been in the competition at the office where people hide files so they can get their deal over the line. been in competition where people have in the same office offers off other agents i've had it's not fun because you've not i was fighting against other agents you're fighting in your office your own team your own team people are meant to be there with you so in expe that doesn't happen i list and if i feel that the property is not right for me or if i need to have the person to handle i ring somebody yeah that's right here's ex to the commission would you like to help me yeah

And I do it for other agents. And that's that collaboration. It's the collaboration because of EXP's got something that no one else has in Australia. Yeah. Yeah, exactly. You know what that's called, Lisa? The cap. Yes.

Yes. So if you don't know what a cap is, EXP, once you write 100,000 GCI, you cap. You get to keep everything over that 100,000 GCI. No more commission to pay. So I was watching a podcast from somebody else. And he said, to him the podcast was very interesting. He goes, I used to tell my better half, or his wife, this guy used to say, how much the

commission was. And she used to answer him, how much is in your pocket? So if the gross commission was 10 grand and he worked for an agency, it was four. Yeah. How someone can ask him what the gross commission is, and if he has, if he hasn't made 100, it's seven and a half. And if he has, it's 10 grand. That's right.

Exactly. So the most you pay EXP, if you're an agent in Victoria, particularly because, you know, that's where that's where your base barrier, you know, or obviously we can help agents anywhere. You know, 25 grand is the most they pay in commission. If they're working at a franchise now and paying 40, 30, 40, 50% of everything, you know, as they go along, every anniversary year that you're in EXP, you only pay 25 grand. And something else you said before, Barry, I want to highlight too. So you were talking about like there's 40,000 real estate agents in Australia, right? And EXP's got 89,000 agents in 24 countries. So when you're up against a brand name, you know, for EXP, it's like, well, okay,

there might be other brands here, but we're so much bigger than all of the agents in Australia put together, double plus. You know, so, yeah. Not just that. It's BXP is more than, it's more than the money and it's more than the brand. And it's more than it's, it's the culture. It's the people. Yes, exactly. I can bring up someone in South Australia and say, hey, what did you do?

How did you get this listing? Or somebody in Queensland, what do you think about this? Yeah. And, you know, even talking to, I'm on, I don't know, I work in crazy hours now. I've never worked so hard. So do I. And it's fun work. Yeah.

Recruiting agents is as you tell me, it's like listing houses. Yeah. You're dealing with a different caliber of, you know, you're not dealing with the public. You're dealing with agents that understand. And once you get it through to them that this is the possibility of what you can make, they understand it. And you are the example, Barry. You know, you've worked at so many different offices. Too many.

And I look at you, you know, you're always. wake at 2.38 in the morning messaging India. I am too. But, you know, it's like, you know, we're both so excited. It doesn't feel like work. I go out and people go, oh, you're always on your phone. It's like, you know, you know what? I love it. So I'm not going to stop. I don't resent it. My kids say to me, Dad, are you working? And I'm always on this now. Well, not always. And my work is done all through this. I don't even, sometimes I don't even use the computer. Yeah, that's right. to do on the phone.

But you're with your kids, you know, you're with your kids. So when it's enough, turn it off, have a break. And then when we all go, you know, because I'm working different times, it's crazy. Yeah. But I'm enjoying every day I enjoy the challenge of what's going to come up today. That's right. And it's not only listing and selling. You're also helping agents into EXP.

So there's lots of different ways that you can help other people because of that mindset that you have of helping others. you can help sellers and buyers. You can help other agents come into EXP. You've got all the different, you've got the five ways that you can earn an income in EXP as well, you know, building assets and earning an income. So, you know, if you're with the traditional model,

it would be one way that you can earn an income. So what was it that you didn't like about the other officers, like the other franchises, and how is it so much different here? Apart from the cap and collaboration, what's the big difference that you feel? The biggest difference, really, is the in-house fighting.

So in an office for six sales people. Everyone's fighting for the same listing. And then everyone fights for the buyer. So, for example, I worked for a good-sized franchise and they had a system anyone could sell anyone's property. But I was pretty greed at that franchise and I thought everyone's nice. And I brought an offer in of X.

And I was really excited because I rang my director at the time and I said, hey, mate, I just got an offer of X on this property. I told him the offer. I'll never forget it. It was $625,000. And he said to me, oh, Barry, should not, oh, I shouldn't say names. Ex person has an offer also. Right.

I could pick it up off my desk. And he didn't even have, fill out another contract. He crossed off 620. I had 625 and he made his 628. and he was the director. Wow. So you're in competition with your director. I was in competition with the director,

but that was the last day I worked there. Yeah, I don't blame you. That was the last day. And the same happens in probably every franchise that you go to. Yeah. For me, a leader, you know, it's like, say in our team, you know, like if we've got someone in our team and they're talking to another agent,

let the person in your team have it. You know what I mean? Like to me, I would never argue over something like that and lose someone like somebody lost you, right? It's not worth it. I wrote so much money on 40% at the time. Yeah. I was the first one of the only times I was on 40%. I wrote so much money and they, the director of the whole franchise rang me after you said,

come to the other office. I said, mate, you're never going to see me again. No. That's your culture. No. much was all about money, but I spoke to it, like yesterday, I spoke to an agent who has, who knows four other agents. So I could have run all five of those agents. And I said to this person, I said, you know what, let me have a coffee with you and we're having a coffee tomorrow.

You join the EXP and then I'll help you recruit the other agents under you. Yeah. So I could have, I can pick up the phone and ring all five. and try and recruit all five. Yes. I look at the bigger picture, recruit number one and get that number one to recruit more. Yeah, exactly right.

That's what a leader does. That's what a leader does. You keep selling me, I think outside the box. You do. I was just going to say that. Funny, temp telepathy. I was just going to say about thinking outside the box with the way that you think about prospecting,

which I love, you know, and not a lot of agents do that. not a lot of agents prospect at all, and it drives me insane. But what were you going to say about that thinking about outside the box? I just thinking about outside the box with everything. Yeah. It makes, this system makes you, and if you can think outside the box, you just work out different ways to do things, and then you need the guts to pick up the phone.

That's right. But real estate you need the guts to pick up the phone with everything. Yeah. But you actually need to be able to say, hi, it's Barry from EXP, and you have to be able to take rejection. Yeah. But even rejection, like I've been speaking to a guy now since I joined. Yeah. And I text him every time he makes a sale.

Yeah. Saying, imagine what 100% would feel like. That's right. And you know what else you always say? You always say, I've got a no now. Before I even call, I've already got a no. So I may as well call and then I might get a year. yes. If you don't call, you don't have a yes, do you? You just have that. No, no's already in my left

pocket. So no's there. But one day the yes is going to come. So, you know, there's big competition in cloud models in Australia. There's all these different brands that are now coming in. And they all copied EXP. So EXP was the first cloud model. And everyone else out there has come different versions of EXP. They haven't got the five ways that we've got to earn an income Nobody gives you a cap. Nobody gives you shares if you make icon status, and we can talk about that another time because I'm not going to talk about that until I hit icon.

Nobody gives you opportunity of building a team. Yeah. Even building the team, say, I follow this one agent and I can't remember his name, but he's got 6,700 and something people. Jay Kinder. Jay Kinder, here you go. Yes.

He's recurring income, Lisa. is over 400,000 US a month. Yeah. If he goes tomorrow, crosses the road, and a car hits him, God forbid, yeah. That money goes to his family. Yeah, that's right. You can will it to somebody else.

You can will it. And it's actually about 500,000 he's on. Yeah, now. But that family in America has one year to get a real estate license. Yeah. So they can keep that recurring income. Yeah. So it's a really amazing scheme.

So, you know, I look at me at Barry Feldman. I've been in four months. I've got a team of X already, probably three joined and three in the join at. So it could be six shortly. Yeah, that's right. I'm helping, I want to help them build teams. Yeah. So that's, you know, this thing could go anywhere.

Like, when I recruited one person in India, that one, okay, so let's talk India because I'm very good at real estate India now. There's one and a half million real estate agents. Yes, in India. XP have a thousand. Yeah. Barry's big dream is to have a thousand in his team. That's right. The potential is huge.

Huge, but not just India. There's potential then to meet an agent in Dubai. Yeah. Or go on holidays and meet an agent. in Mexico or go on holidays and see someone from somewhere else and just keep talking and talking and talking and when you talk when I talk now all I talk is real estate people are sick of me already talking yeah that's how I used to be 20 years ago when I was in I was saying Barry I lost my my mojo as well and I thought I used to look at these young ones

and think wow you know I used to be like that you know and then I'm the same you know it was like the longer you're in EXP and you're not just stuck in a little demographic postcode, you've now got the whole world, 24 countries to actually do business. And if you're entrepreneurial or think outside the box like we do, it's like there are so many opportunities. Your mind just blows that, wow, you know, I can do this and I can do that and I can reach this person and I can do this and then we can do this. Like there's so many different things that we can do. That's what it's, that's exciting. Just in the last two weeks, you and I have spoken to woman in Las Vegas. She didn't join you, but she's still on our hit list.

Yes. We spoke to a man in Hong Kong. Yes. Spoke to two more people in India. Yes. We spoke to Guy in Dubai. Dubai, yes. That was just in the last 10 days. That's right. And agents around Australia as well, exactly. Yes, but the last 10 days, if we can get into America, Dubai, more in India, I've spoken to agents in Israel, I've spoken to agents in,

we spoke to one in Canada, we spoke to agents all over different parts of the world. That's right, exactly. You know, in some places, I mean, you can't even know the language. We've got, we had to get the slide deck of Germany. Yes. All in German. Yes, exactly. Got to try and get that in English somehow.

That was from an Indian agent who said he has friends in Germany. Like, it's just, it's not just selling real estate. Forget just where I live, just in Melbourne or Victoria or Australia. It's recruiting everywhere. That's right. So we get to help other agents do what you've done and what I've done, you know, and what our agents are doing. And when we recruit, we don't just let them go into the ether.

No. I speak to, and I'll say, I speak to Deepak. Yeah. In India, I'm messenger every day. Yeah, that's great. And that's what we do. We show people that we care, you know, and that builds your credibility as a leader as well. Like, you know, some of the other, you know, agents from America and everything,

they've brought people into the company here, which you know of one, particularly. And they've just left them to their own devices. And we don't want that. We want people to join, you know, your team. you take care of them, you look after them, you know, you show them what you've done, you've shown them how you listed and sold a property for $19.5 million. That's one of the things that you can actually give someone, give you that bird, that's something you can give someone as well as how to grow a team and how to think outside

the box, you know, so anybody that wants to join your team, you've got all that knowledge for them as well, and I'll help as well, obviously. And I've learned that in the first month I was weird. But in the last three months, as I told this agent yesterday, I said, I wouldn't call you if I wasn't passionate and didn't believe in it. Yes, that's right. So it took me a month to believe, a month to learn. And now I actually, you know, it's like a funny cult.

You become evangelistic because you know how much it can help. people and you become passionate about it. I just know myself. I don't wear shirts anymore. I wear ex-pay little polos. Yeah. I don't wear a shirt when I have to auction a house. Oh, I throw it with my ties in the rubbish tin.

I love the casual approach of it. I walked into my last office where I was working. I had no appointments that day. I'm a gym. You can't see it on me, but I'm a gym junkie. I go to gym every day. Yeah, you are, yeah. Yeah.

So I went to gym and I had to pick up one piece of paper from the office. I walked in my gym clothes. And the boss said to me, this is an office, not a gym. So I picked up my piece of paper and I left. So yeah, bye, I'll go work from home. At EXP, if I don't have any appointments to see the public. You run your own race. You do whatever you want to do.

It's your business. If I want to see a personal trainer at 10.30 in the morning, I blocked it in 1030. the morning. Yeah. It's not funny. Yep. You get your trust accounting done.

You get admin support done. You run your own race. You do whatever you want. You've got all the support. You've got nearly 90,000 agents. You've got all our back end support team here in Australia as well. You know, it's just a no-brainer. Chumping to know where the next country is going to be.

Yes, I know. I know. Because then I'll use my network around the world to get in there. first. Yeah, absolutely. You know, it's just amazing when you think about the possibilities, but even selling real estate, it's fun again. You know, I just listed a flat, I'm about to put online, or my PA's about to put online, it's $275,000. I get as much excitement out of that now. And they do out of the big one, because the whole commission of that $275,000, you know, it's all mine. Dollar of its mind.

Yeah. I want to make another 20 sales so then I become icon and get my, get my $25,000 back. Absolutely. Oh my gosh. I've just honestly, I'm so proud of you with everything that you've achieved in this time. And just, you know, to see the old Barry, the Barry that I met first to the Barry now is just like chalk and cheese. And that's something that you've done. You know, you've decided to, like I said, you know, like you said, have the guts to get out there.

you've got your mojo back. You know, the world definitely really is your oyster here, anywhere in the world. And, you know, it's up to us to make it work. And, you know, you've got your goal of what you want to achieve and nothing's getting in the way. Your family's here and nothing's getting in the way of what you want to achieve. And, yeah, I just want to say I'm so proud of you. It's been so great to watch you do what you've done over the last few months. And it just makes me really happy.

Honestly, it makes me so happy. And anybody that wants to reach out, reach out to leave. or I, the most important thing I've learned about XB, and this is speaking to people around the world, you need to choose the right sponsor. Yeah, definitely. If you choose the rock sponsor, you can be swimming like a fish with no one to help you.

Yeah, that's right. And I found that in the 18, everybody is there to help. Yeah, definitely. And we have our own chats, and we have our own training. And I think that that's the most, important thing in the expe is to choose your right sponsor. If it's not me, if it's not Lisa,

and it's person A, you can get on a bit better. There's no hard feelings. It's all there. But as long as you join the XP. But you just need to ask that sponsor, and this is what I asked Lisa, what are you there to help me with? And Lisa knows, I was speaking to two people. and I sat down with the sponsor sheet and I agonized on who to put down on that sheet because I know both of you, both of them. And at the end, I had to be selfish and say who's going to give me better value

and better energy and more from my brain power because my brain power needs more and who's going to help me? So, you know, it's great because I'll let a secret out. Lisa's got this big web page coming out. It's going to be, and it links back to you. And Lisa gets an email, automated email, because I know, because I test, I was one of the test buddies.

Yeah. She gets an automated email when someone links onto your page. And even if they contact her, she ain't going to steal the person. No, it's all. Recorded. You're recorded and it's not just recording it. It's all trust. I know that Lisa B is not going to take someone off me because she's not to do.

No. And more than that, XP, if you hit enough runs on the board, pay you to seven levels down. Yeah. So it's just helping your team grow. So if you get XML on your first level, X amount on your second level and third level, the figures. and yeah, let's call on what it is. It's a pyramid scheme.

But it's a pyramid scheme that's not Amway. It's a pyramid screen that you're doing anyway. When you worked at, or when I worked at ex real estate and I was enjoying it,

and someone said to me where you work, and said, I'm working here, it's great, and they would come and work with me there. I was lucky enough to get a thank you. So he's clever

because they don't pay BDMs or recruiting agents or this other stuff. They pay you to bring other agents to see the benefit of the EXP. Exactly. And, you know, when you say it's a pyramid scan, obviously, you know, nobody has to do this if they don't want to. If you don't want to grow a team, you don't have to.

And it's not a prerequisite, you know, you just list itself. That's the main focus of the company. But, you know, for one of a better word, network marketing or whatever, that's the way they've done the business model of being rewarded for introducing people to the company. which is, you know, an agent will pay $25,000 to EXP a year, the 25% up to 100,000. Out of that $25,000, the company pays us to let other agents know about EXP. So it doesn't cost the agent anything.

And, you know, if agents weren't listing and selling, then EXP can't pay anybody. So the main focus of EXP and my main focus still, out of my week of seven days, My main focus is still prospecting, listing and selling real estate. Yes. Okay, now it's coming up to the end of the year, so that's slowing down a bit. But my main focus now for the next two week and a half is getting on the phone and asking agents where they want to start the new year. That's great because that's when a lot of agents are thinking about it.

You know, they're thinking about their goals, they're thinking about what they want to achieve, whether the current vehicle that they're in, the current office that they're in is going to help them achieve those goals. You know, so it's a great time to reassess, isn't it, to sort of go, where do I really want to be? And what do I want to achieve? What do I want to do? And the other thing is, what's your exit strategy out of real estate? Are you going to be 75 still listing and selling real estate? Or are you going to set yourself up that you get shares, that you get a team, that you get, you know, you get 19.5 million dollar sales. You just want to list and sell. Even if you just want to list and sell, you can.

That's right. And earn more money. Earn more money. The 1st of January, everyone sits down and I know they do their goals for the year. And I used to sit being a year. And my biggest goal for years was lose weight. Yeah. And I was a really big boy.

So that never happened until your mind says, let's do it. And then during COVID, that thing called COVID, while everyone was eating, I stopped eating instead of walking. So if I can do that, I've lost 60-something kilos. Wow. And I really concentrate on that. And that's giving me more confidence in real estate too. It's awesome.

It's giving me more confidence in life. So what you do that other people don't do is you decide and then you take action, which some people decide but never take action. Some people never decide and keep just talking about it. So you actually put yourself out there and, and get things done. I have to tell you the truth. When you told me about this whole recruiting thing,

I was never going to do it. I was like, just going to make my X amount of money selling real estate and not going to do it. I'm finding the recruiting more exciting than real estate. Yeah, I do too. I find them both exciting now. But the recruiting is like,

I'll spend 15 hours a week now on the phone to different agents or messaging different agents or, and nothing beats a phone call. Yeah, absolutely. And I don't care to be told, no. Yeah. I'll bring them again in six months saying,

how's your good job going. I'm still ten of paper, so I still keep in. Me too. I'm no good with databases. In fact, I don't understand any of the technology of EXP. Yeah. I promise with you, I have a, I have a tailor. Thank God for Taylor.

And Taylor does all my back end stuff, EXP staff to all my backend stuff. You don't have to do anything, really? I don't want to do anything. No. I don't even know how to use the database. It's a great database. And someone ringing from EXP today saying,

you need to update this on your database. And I emailed back saying, us, Taylor. Exactly. You can email me a fact that you like. It's not going to happen. You might as well just email Taylor direct. Yeah, that's all right. Exactly.

That way you'll get done. Yeah. So what advice would you give other agents sitting on the fence about looking at at EXP but haven't decided? If you're in Victoria, call me and let's meet for coffee. Yeah. If you're around Victoria, call. If you're around, not in Victoria, call me and we'll have a chat on the phone.

Yeah. We can have a Zoom with. Someone's going away in two weeks. Yeah, that's all right. We can do it. It's okay. running away and taking holidays. You've got to ask permission from her team members to take holidays.

No, I still look after everyone. She does. So if people really want to join expe, if you're in Victoria, give me a call. Yeah, definitely. 448277. And I'll meet you for a coffee anywhere, any time. I'm really face-to-face. I'll show you how I do it.

I've got ideas on how to grow my team, which I'm going to put into place. I've got my goals set for January already. I've got my goals set for the next quarter. I've got, as I said, three in my front line, three in the app to join, hopefully. My aim for next year is to have a front line of 15 with them growing. I'm not silly in saying goals of 100 in my front line. Yeah. giving myself realistic goal by this by 1st of January 2000.

I can't really even when I say 25. I know. I have 15 in my front line. Yeah. That's amazing. And if each one of them on average gets one, then I've got 30. And Barry, you know, the way that you have gone about getting the agents in India,

as I said, that's where you think outside the box. And you're willing to teach people what you've done, which we're not going to say here, but you're willing to teach people how you've done it, and which is amazing. And other ex-P agents would kill for your secret, but we're not telling anyone. It's yours.

You know, if someone's in my team, if someone joins me, I'll help them. You'll help them as much as I can because that's the way it works. Yeah, absolutely. One of my team members in India, he has a database of, I'm not going to say how many agents.

Yeah. And our aim is to get 10% of his database. Yeah, for him. 20% of his database. If 20% of that 10% perform, never working a weekend to get him off a lot. Yeah, that's right. And that's the opportunity to speak if you too,

about not working weekends. And this afternoon, we're doing a training session with another agent in India as well. So, you know, we do take care of people. That's the main thing. You know, you come into, come into EXP, come into the A team. You're not going to be left by yourself.

You know, we can teach you what we've done, how we've, you know, we're doing business here globally. And how much fun we're having, you know, entrepreneurial people, please give us a ring because you won't be disappointed. If you want anyone, maybe we get this translated to Hindi, that I'm hoping to get there in January. That's how serious I am about my team. in India is that I'm going to meet my men actually get there, meet them, go for three days.

Yeah. Eventually grow that team big enough that I go there every month to just train them on different things that I like to do in the real estate. I love to just talk to people. Yeah. Awesome. And just give them ideas on how to talk to people. I've been in a long time, scription dialogues come out of my brain without even like to be out. So I'm from the vendor, overcoming a bit of. objections, I can whip it out.

Well, that's 30 years of experience and 30 years of getting results, isn't it? Yep. I'm going to let you go, Lisa, because I'm going to see you in two hours with our other team members. Yes, we are. Yes. All right. Well, thank you so much for your time. And anybody that's interested in EXP, please give Barry a call and I'll put his details underneath the video as well.

But thanks, Barry. You're amazing. I'm very proud of you. See you in a couple. Bye, bye, bye. soon. Thank you for listening to Let's Talk About Real Estate podcast. We hope you enjoyed the show. If you have a question about real estate, then please join the group on Facebook, also called Let's Talk About Real Estate. For those of you who are interested in EXP, please join us at 10am,

Brisbane time every Wednesday morning for EXP Explained. Thank you again for joining us, and don't forget to subscribe to the podcast and see you next week.