KGCI: Real Estate on Air - Lead Generation Mastery with John Tsai

Episode Date: June 16, 2025

Welcome. I am your host, Carrie, and I am joined with a very special guest. I've been trying to get him on for quite a while now. Super busy because he is the president of EXP Canada and a realtor himself with his own team. It's John Sy. Thank you, John, for coming on today. It's a pleasure. Thank you for having me. Always a pleasure to be interviewed and to share any sort of value for the audience. to help move their business or the mindset forward. So glad to be here. Thank you. So you have a team. You have, what, 15 agents in your immediate team in Vancouver, Canada, correct? Actually, we've recruited 20 in the last, I think, two months, and we're up to 40 right now.

So a very new 40. Amazing. And you obviously have an expansion team. across North America as well, right? You recruit to EXP. Obviously, EXP is a wonderful company. I am an EXP agent as well. I have a question.

Sure. What made you make the switch, the switch personally? I have my own reasons, but I'm finding that everybody has their own reason for moving over. I think for me was kind of like the perfect, perfect storm at that time. For myself, I was doing about 150 transactions in 2016.

I was completely burnt out. I mean, selling that many homes working seven days, we 12 to 14 hour days. So from there onwards, my production started to go downward because I was so burnt. And by 2017, 18, I was looking for a way out. Way out meaning, okay, I can no longer keep this pace. at this pace for the next 10 to 15 years. Forseeable future, I was going to burn out and quit altogether. So I thought, okay, what's the next step for a real estate agent?

It's to own a company, right? And it's to own a company where you can create residual income, where you can create some equity for yourself. And the only way was to buy a franchise or start an independent brokerage. Right. And myself and my partner, we were thinking about, okay, what would this independent be or if we were to go with rematch? That was probably the best model in terms of franchise that we could think of.

So we decided to scrap the independent model and then we started chatting with Remax because my partner was already with Remax. I was locally here. I was with Reni and Associates, an independent brokerage boutique, very well-known person, Bob Reni, if you ever Google him, absolute legend in our market. But Remax said, okay, we can give you equity. We can give you revenue share and we can give you KV Core at $1,200 a month. all these three would help you create a future where you could potentially sell your business 15, 20 years down the road and make some equity. You have something to show for it at the end of the day. Instead of just selling real estate, I said, okay, great.

All that was going to give me some freedom. How much was it going to be? And they said, $500,000. I said, wow, okay, well, that's quite a bit. That's like a, you know, locally here for Tim Horan's it was going to be that much. Right. And so I said, no problem. I wasn't going to go to Tim Horns and buy a franchise.

I didn't know anything else, but real estate. I said, okay, let's go. I was actually in debt at that time. You know, making over seven figures, it was still in debt. You know, that's just what a realtor is, right? That's what we do. But I was willing to take out another loan for $1.25 and get three other partners to go ahead with it. And we vetted them for about a year.

And before we signed on the dotted line, my partner, Bill Laylor, came to me and said, hey, why don't we take a look at this thing called EXP? I was like, what's EXP? He said, well, I, you know, this new company out of Dallas. I thought it was from Dallas. And we sat down, sorry, we talked over the phone with Hoss Pratt. And he's like, John, have you, you know, ever looked into network marketing, ever looked into Amway or New Skin or YSan?

I'm like, yeah, yeah, yeah, I've been in those companies before. I know the concept. He's like, well, this is just kind of like that. And the other concept was, do you know what Apple does and what Starbucks does for their employees?

I said, yeah, they give stocks. And it's like, well, that's kind of what EXP has as well. I was like, okay, that's cool.

So how does that even happen? Because in a normal brick and mortar traditional brokerage, there's no way it could happen. Well, you know, John, this is a completely cloud-based brokerage

and all the money that's being saved from no franchise fees, no desk fees, and no brick and mortar is invested right back into the agents. You can also get KV Core for completely no charge. I was like, okay, now this is a scam. But I was like, you know what? I'm going to do some digging. So thereafter, I spoke to Gene Frederick, Rothflich, Brent Gove, Cliff Freeman, Steve Merritt, and Christian Bear. I talked to six

people. And they all told me, John, this is absolutely legit. And we're also right now, at that time, 2018, already making $55,000 to $100,000 a month in revenue share. I was like, wow, okay. I don't know if I could do it. I mean, you guys are the OGs of the company already. So I said, let me think about it. And then Cliff Freeman, my last interview, he said, John, let me ask you a question. If you were to come out of an EXP, revenue share doesn't work.

Stocks don't, you know, pan out. And then KV. Corps don't give you any leads. what are you i said well i guess i'm still a producing agent crushing 100 listings a year it's like okay you could always go back to remax can't you or you can always go back to rennie can't you i was like ah you know you got a point there and then i asked him cliff how much are you making right now in remission per month he said 55 000 and i was like wow that could pay off all my bills and i could be home free and make work optional making selling real estate stay optional at that point.

I hung up the phone and my wife was listening. And my wife tapped me on the shoulder because I had them on speaker phone. She looked at me wide-eyed and she's like, you need to get involved now. And like a good husband, happy wife, happy life. I signed on the dotted line that night. And, you know, for almost five years later now, you know, we are completely. financially free. I can say, you know, if I, if I sell everything, if I sell my team, I could be home free. Like, I don't actually have to sell real estate right now. We could be home

free. And from the equity that we've accumulated over the past four years and nine months, I could cash out. I could pay off a majority portion of my mortgage. I have a $2 million dollar mortgage. And we could be sitting pretty, right? So I went from seven days a week, carry to four days a week because of revenue share and because I built a team and you know it completely changed my family life changed my financial life and I was getting complacent and I'll tell you this is the further story of that story is that everything was good and then you know things started to change in Canada we need a new leadership and then Glenn calls me Mark the 6th this year and he was like hey john have you ever spoken to glenn before i haven't i'm

trying to get him on the podcast though oh my gosh okay well if you're not coming next week to ex bcon you should register and just fly over from niagara okay so um he called me next week i'm coming to speak on a panel next week yeah i'm really excited about that i love it so let's get you connected with Glenn. Let's have a chat, okay? Make sure you get connected. So Glenn calls me and he was like, John. And I said, hi, Glenn.

How are you? He said, good, good, good. Long pause. And I thought, you know what? When the CEO of the company calls you, either getting fired or you're getting promoted to something, right? And I was really nervous. And he said, John, we have this leadership role vacant right now. just wondering if you like to consider it.

And if you do consider it, we would get the alignment from the agent advisory council. I said, what is it? It's like, well, essentially it's the president of EXP Realty Canada. I said, what?

And then of course, immediately I said yes. Yeah, I love that. And I was like, I don't know how to be a president of the company. You know, my last job,

a real job, I was actually selling jeans on Robson Street here in downtown Vancouver. And now, you know, I'm the president of the company, but, you know, I said, Glenn, put me in, coach. I don't know what to do, but you tell me and I'll go and execute. And so here I am, Carrie, you know, being the president, it means to me, he said, go to five Canadian cities a month, speak, train, inspire, grow, and work on retention. I said, okay, great, put me in. And so, so far, almost six months.

months now. I'm in this role. I'm absolutely loving it and, you know, wouldn't, wouldn't ask for a better challenge in life than this. So thank you. Thank you for allowing me to share it. Yeah, I want to talk about that's okay. No, you know what? I really wanted to know because it's such an amazing story. I know Nadia's story. I had her on a couple weeks ago. And I want to bring up another side to EXP because I have been an agent here in Ontario for close to 14 years. And I didn't have a great experience in this industry. I experienced a lot of gatekeeping and jealousy and competition within my own brokerage.

I didn't even, I was very confined to the office and city that I was in. So, GoGo, who's a friend in? We've been friends on social media for years and years, reached out to me. and I joined for very different reasons. I joined because I wanted to take my real estate career more into coaching. So GoGo was such a great fit for me. And I don't see any other way that I could have done what I'm in the process of doing and getting access to people who have already done what I want to do outside of EXP.

And that for me was everything. The stocks are great. Not why I joined. Revenue share great concept. And I'm going to go down that road, obviously through the coaching. But again, not why I joined. Even the fees, because I was at Remax paying a lot of money. And I was fine with that.

For me, it was the environment, the community. No more gatekeeping. like I feel like I joined right before I joined I revamped because it was COVID I revamped my entire drip campaigns and automation right and I did from scratch there's no AI at that point right so with everything from scratch it took me six months to get a really really good system in place and revamped that system I join the XP and Google calls me and she's like what do you need what can I send you I'll send you Google drives of everything you need. And I just like, it hit me that this is just a whole other level. You know, you mean? This isn't even collaboration at this point, you know? It's literally helping everybody out. And that's what I love about it. And I've, yeah, I've just got so many plans now. And it just opened up so many possibilities for me personally that it changed my life. It made me like, real estate again.

It made me aspire. How are you supposed to aspire to do great things when you're confined to an office in your city? Do you know what I mean? Like, yeah, I just, there's so much more out there. It's just exposure, right? And then, you know, you go to EXPCon, you go to all these, you know, regional events or even Brent's build. you can meet people who are doing a thousand transactions in a year. And you would never see that locally.

It's tough. But when you actually go and meet those people and they are just an open book and they're so willing to help, you can't ask for more than that. So it's completely different than what I would do. I mean, the things that EXP has done for me so far, like for putting me on a stage at EXPCon Canada, they have put me in contact where I've been asked, like Jennifer Jones,

I'm speaking at two of her conferences in Toronto. EXP University, we reached out to me and put me on level up and then told me it was, you know, they want me back over and over again. Like that kind of platform is just so invaluable. I sell my coaching and I had an office,

a very large Toronto office reach out to me. to purchase my coaching program for all of their agents because I coach social media and AI and nobody's doing that right um they tried to get me over there and I'm just like if this is a contingency of you buying my program it's not happening this is the reason that I left you guys in the first place you know just trying to hoard and gatekeep everything right it's just not it doesn't align with me and you know my vision and my future so i just wanted to bring that up because i feel like that's a lot of agents are going through that and they're not feeling you know comfortable where they are and you know it's maybe it's not a a thing about

money maybe it's about you know environment right so it's it's it's here huge. So I have a question for you. You lead a team. I had a team I hated it personally. It was not. It was not my thing. What do you find the most challenging thing being a team leader? For me, it's definitely the willingness to let go. The willingness to have things. go sideways, you know, because when you're growing a team, when you're growing in general, you're going to experience bumps along the road. But if you're not willing to let go with delegation, not willing to let go of responsibility and accountability to others, you will never grow. You will just never grow. And you'll keep yourself pretty small by

hanging on to everything. And so for me, it was the biggest was first, letting go of the paperwork that and then next was letting go of my buyers to the next person next was letting go of you know everything else admin to hire second assistant and then it was like okay I'm letting go of all my buyers through two agents that I hired and the next thing was letting go of some of my listings and then by the time I had seven agents I was almost out of production right Right. And then 2021, I got out of production with 13 agents. Okay. But that in the process of that, I had to let go each step of the way and be unattached.

Right. But I was still like kind of in the in the daily managing and inspiring. And then when Glenn called me for this position, he's like, I think you better hire a team manager. I was like, I've been wanting to hire a team manager forever. And then two things were just lagging there because. I didn't want to change my team name. I didn't know how to change my team name. It was a John Cy group forever, right?

And then I had to let go of my identity and let go of the managing of the team. And when I got the president role, those two things almost happened immediately. I have to let go. I couldn't be here full time anymore. So now the team manager showed up. Axel, he's absolutely phenomenal,

amazing human being, couldn't ask for a better partner. He's managing the team. and then we rebranded the Johnside group to the Align group almost overnight. And everything's working out great. But it took a lot of training in here, up here, to be able to let go of all that. And still, things still hit the fan today. And I just have to let go because you're going to have deals fall apart. You're going to have people leave you.

Your teammates, admin, agents, staff. like or clients you're going to have to be willing to let go of some of that for you to grow to the next level so for me it's definitely letting go sorry i'm giving super long answers no no that's fine this is this is um actually the thing that i struggle with the most in my career i am i am a perfectionist i yeah it's it's delegation is what i struggle with so You know, I hired a producer for this podcast. It was great. I teach social media at a high level.

So his job was to take the podcast, edit it, and then upload it to all of the platforms, including the socials. Love that. Yeah, but it didn't go great. Because I felt like I was just so critical because this is, you know, what I teach. was so critical. And then I find and I would get frustrated and like, oh, I need to fire him. And then what I did was I sat down and I taught him my my social media systems. And I taught him about the algorithms and I taught him about all of this stuff. So now he can literally do exactly what I like

to do. So that's the key for me is just to take the time and teach people exactly how I want things done. because being a control freak, right? It's hard. So hard to, yeah, it is. So that's the one thing that I struggle with. And yeah, when I had my team, it was, it was, it was interesting. It was interesting. I had, I got, I almost had two lawsuits during that time.

So, yeah. Well, it's difficult, right? Just touching on that as well, like, that's why, EXP works so well because you can come over to EXP and, you know, start to build an unofficial team or, you know, a global team, quote unquote, through your revenue share group and you don't actually have to build an official team. I just happen to have a team when I came over to EXP, but I know agents that have, you know, over 5,000 agents, but no team. And I think that's the beauty of EXP is that you don't have to build a team to have a team.

and to create that residual income for yourself. So I think, you know, it's not for everyone, and I think you're doing great. So go towards what's good. Yeah. It's difficult because I'm transitioning more into the coaching. So it's like I'm at that, I'm at that really weird spot right now.

Yeah. I want to talk about what, what's next for EXP Canada specifically? I've got a great idea and I brought it. up to Nadia when I saw her. I feel like, because I talk to a lot of agents and through my podcast and my social media. And I feel like we have an epidemic of agents that are living paycheck to paycheck, not spending their money wisely, not saving their money wisely, no business plan. I was guilty of that, too, when I first came into the industry.

Too many realtors are not financially literate. And I would love to see at EXP a specific program for them to go through that teaches them, you know, what they should be spending their money on, how they should be reinvesting in their company, kind of gets the business planning side structured nicely. And I think that would be amazing for retention because a lot of agents that drop out of real estate or change brokerages, they change because they're looking for a solution to a money problem. Right? Absolutely. So if we could solve that for them or put something in place that will guide them, I feel like that would do wonders for agent retention. What do you think you should speak in the EXP world first, right, frequently, and then making an official program building from there.

So build up some content first, get noticed, and then, you know, we'll go to Carolyn and we'll do an official program. But I think you should speak first. So people get to know you first and foremost, right? And then second, when you have some content, you know, compile it all together, then you can make it into something official with us. I think, you know, start from baby debts. But I love it.

I love that because most realtors make what they make and then they spend 10% more. Right. Right. Like what uses it to make a half a million dollars a year if you're spending one million, you know? Well, like I said, I was making seven figures and I was still in debt when I was considering remax. So, you know, money management and profitability is absolutely crucial. I'm very good at prospecting and getting deals. I'll admit that, but I'm not so good at the management thing.

And then, you know, it is what it is. So I got to learn as well. So I'm looking forward to your program. Okay. Let's talk about I, my jam is social media and AI. I probably can guarantee that I know more about AI than most agents out there. I spend I spend my time building apps and workflows and automate. Like I just geek right out.

It's insane. It's insane. Like I'm how important for social media, how important do you think social media is for a realtor? I think it's becoming more and more important that you need to have content out there. the level playing field in the past is that if you have sales skills you're good but now it's like if you're not if you don't have content out there whatever it may be to get noticed and if you're not on all social platforms including YouTube you're at a disadvantage and you don't even have to have that good of content but at least if you're searchable then you're good but when you have

good content you you can crush the competition but here's the thing i'll say this when you have content you have good content but you don't know how to sell you don't have the language of sales you still won't be able to convert at a high level so learning the language of sales and then having social media content i think you'll be unstoppable but for myself i'm prospecting based marketing enhance but if i'm prospecting base today but I have no marketing that I'm there. Yes. Yeah.

Yes. I totally agree with that. I, you know, I preach social media as a way of prospecting, but I do always reiterate every single time that, yes, I run 98% of my business through my social media. However, I have a great database that is automated. and I work my SOI properly. The social media is like the icing on the cake

and it gets me in front of my SOI way more often because in KVCOR, we have the ability when a lead comes in to go push a nice little button and add them on LinkedIn or Facebook or find them on Google, right? So you're just retargeting them that way.

But yeah, The bread and butter of your business should be your database, SOI management. Absolutely. And then everything else is just, you know, add-ons that, you know, accentuates that. Yeah. Social media. I run my whole business from. I'm actually speaking about it at EXP week.

I'm on a panel about social media. Yeah. I write about it every month. in Buzz Buzz Magazine. So I, it's, this is my jam. I love it. And there's two ways that realtors are using social media. And the first way is like a resume or a secondary website.

And that's the way that the majority of realtors are using it. But there is a way to generate business from it, not leads. I'm talking business. there's a huge difference right um business is having people reach out so you can help them buy or sell a house um as opposed to chasing down leads so i think more agents should be definitely optimizing their social media for that i love that are you using AI in your business um i think our admin does the listing description now uh through AI or at least help with it we she was already pretty good, but using AI probably speeds it up.

And for myself, I'm always on my chat GPT app. I ask anything, and not even, even outside of the business. Inside of the business, I would ask a lot of questions. And, you know, I mean, it always gives good content. So if I ask, you know, what are, what are, give me five videos that will go viral and give, us a lot of listing leads and then boom, you know, gives it to you. Yeah. Before I would have to brainstorm and like right down my five points.

Oh, like it would just hurt my brain, right? Yeah. I use chat GPT to brainstorm. It's a really great way to brainstorm by getting that base idea and then just working it through to get actual product from it, right? I love that. Yeah, exactly.

There's some advancements coming. There's some way to prime it for your business. Like if you go under your sense. settings, custom instructions is a really good tip for you. If you go in there, it has two spots that you can fill out. One of them is all about you in your business. So I put my goals, my business, who I'm targeting, where I want to be in five years. I fill all that in.

The second section is how you want GPT to respond. So how you want the output. So I've accumulated a list of rules so that I, I know I'm getting the best output possible. I'm going to send those to you, John. Very good. Thank you. And now the new advancement is it's going to be customizable for your business.

So you're going to be able to feed in all of your, your whole drive of your business so that it can specifically answer tailored to you in your business, which is really exciting. there are some tools that already do that. I have a tool. What's it called? I think it's cohesive. cohyso. It's primarily social media based,

a nice tool, but they have a knowledge section. And what you do is you give it access to your Google Drive, your business Google Drive, so that it can take your own content to help answer anything that you are prompting. Which is kind of cool. So you want you to check that one out too.

Thank you. I'm just, I could talk about AI. AI is the future, okay? So what I did yesterday, because I am now an AI powered agent. This is, I'm running my business with AI. It helps me do absolutely everything. You know what I did the other day?

So I gave a broker access to my coaching program so he could review it to see if he wanted to purchase it for company the one I told you about well my lawyers weren't answering me so I drafted a confidentiality and non-compete agreement using chat gpt and then I just sent it over to to my lawyer and he's like I wouldn't change a thing so it is I'm using it for a lot of stuff of course like I'm double checking everything you obviously need to be doing that but um I think the AI agent is the future. And when people argue with me and they say, well, you know, clients don't care about that. Well, I've been going to listing appointments for seven years against gigantic teams in my area. And I have been winning because of my social media presence. Even though they're

an older couple, don't know anything about social media. You don't, the client does not have to understand social media or AI to know that they want their realtor using it, right? So I think it's the future of our business. What do you think? Yeah, I think it's not a replacement of us. And yet it's an enhancement of us. And so Glenn actually said on stage many times that AI will not replace us. AI will not take over a real estate business.

but AI will enhance the AI powered agents, right, to dominate over the non-AI powered agents. So that's basically the future. So if you're not good with AI, I'm not good with chat GPT, you know, I would suggest and recommend that you got to look into it. I'm not a tech guy, but I got to look into, you know, what's the future? And if you're not with the future, you're just going to be left behind, right? So I think it's a good chance for you to take more market share because of that in the next five to ten years. Yeah, absolutely. Absolutely.

I totally agree. There's a lot of ways agents shouldn't be using it. And I feel like I have to say that. You know, anything that is counterproductive to authenticity is a very wrong choice. So you need to really pick and choose what you're using just because they make it. doesn't mean you should use it. That's why I tell everybody. Like, don't do these fake avatars.

Don't do all of that garbage. Like, there needs to be a level of authenticity in our business, right? Like, we're building, we're working off trust, John. That's, that our business is built on trust. So anything that's going to jeopardize that is a no-go. No-go at all. I totally agree with that. Okay.

So you wrote a book, which is super exciting, how to be a beast. Like I feel like that is the best title I've ever heard for a book. And you outline these 13 iron laws. Can you tell me a little bit about this? Yeah, that's great. Thank you. Thank you for putting that out there. So the 13 iron laws really, it's basically my journey from going from,

you know, 2008, all the way to 2016, where I went from, you know, two transactions a year to 149 transactions a year by myself as an individual agent. And, you know, these laws are basically born out of my own experience, right? And at each and every juncture of my journey and my career, there are certain things that I learn. And through the mentors and the coaches that I learn from, I put it all in that book. Right. So I, and, and each and every law is basically what I've experienced.

So I never talk about something or preach or recommend, encourage something if I haven't done it myself. If I haven't experienced it myself, it's all from my own authentic experience, rather than just talking about something. And really through the hard times, um, that's what I'm sharing.

So hope it connects, uh, with the audience, you know, it's, uh, it's, it's basically my story wrapped up in a book. I'm going to buy it. I'm going to read it and I'm going to review it online. Thank you. Thank you. I love. Yeah, I love hearing about everybody else's success. You need to get ideas. You know, there's people that have been where you're trying to go. And it's really important to learn from those people. And you are one of them, John. Thank you. Thank you. Yeah. I, I, I am.

day it's it's all about contribution and that's why expe fits so well because um you know it really fulfills it fills my cup right because uh i've fallen out of love with buyers fallen out of love with listing property falling out of love with managing the team but i've fallen in love with coaching training and mentoring other agents and contributing in general and being on on you know being in communication and connection with you. This is what really drives me and gives me energy. So thank you for allowing me the opportunity to do that. Oh, my God.

This is, this is so great. And I totally understand what you're talking about. Because when I shifted over to EXP and started mentoring my downline, I very quickly realized that that was a missing piece of fulfillment in my life. I'm a teacher, I think. And that's why I've shifted my business. I totally get it.

It's, you know, it's what drives you, right? You got to figure out what drives you and you got to, you got to do it. And helping people is, this business is so closed door.

You know what you mean? Yeah. And it shouldn't be. I feel it's shifting with us. Yes. I feel it's shifting with us. Yeah. Us it is.

Yeah, absolutely. But everywhere else, Like, there's, you know, new agents that come in from another brokerage and they just can't even grasp the concept that, you know, I'm going to hand them over my buyer and seller complete systems from A to Z. They're like, what are you talking about? Yeah. I'm like, this is what we do here. Yeah.

And there's more than enough money for everybody. We don't need to be, you know, cutting people down. We don't need to be blocking their success. We don't need to be stifling them. We need to be building people up, right? Completely agreed. Yep. That's,

I want to touch base a little bit before we're done about the Vancouver market. I lived in Vancouver for a little bit, so I'm super interested in this. What is going on right now in Vancouver? Okay. Sales are down 43%. Okay. So actually, no, 39%. It went from 43,000 sales in 2022.

2021 to 2022 was 43,000 sales and then 27,000 sales from 2022 to 2023. Right. And then the agent count went from 14,000 to 15,000. So as you can see, sales dropped and then realtor count went up. Okay. And right now, because of lack of inventory, there's less sales, but prices. are up. So sales are down 40%, but prices are back up 10%, which is really, you know, we're in a weird space right now. So if you have a listing, it's going to sell. But if you have a

buyer, you're really starving, unless you're really good at, you know, converting the buyer or winning in multiple offers. So we're likely going to see that for the next little while here with the rates going up on the sixth again, right? It will tighten even more. Right. And then until a couple years later when the rates, everybody has to renew, then we'll see some inventory come on the market. Right. So that's what we're seeing right now.

It's a tight market. So we've got to work a lot harder. But for teams and for revenue share groups, I think people are all looking for change. People are all looking for that help. So people like you, agents like you who know how to help people, you're going to grow.

And our team has grown because of them. that. So I think agents who are out there listening right now is a huge opportunity for you if you are committed. And because those 15,000 people, some of them will quit and then you're going to gain more market share if you're committed. If you're willing to commit to never quitting, right? I think you can take more market share and win in the next five to 10 years. Yes. Yes. I absolutely love that. If you are out there and you are in a spot that both me and John have been in before, reach out.

You mean, it's, there's a different world out there waiting for you. Come to me for prospecting help and go to Carrie for AI, social, and money management. Then you will be unstoppable. Get them the whole package. I love it. I love it. I love that saying you can never lose unless you quit. Like if you keep on going, you're never going like you're not losing.

You're just keep doing it and it's going to pay off. Absolutely. You got to do the work. I also feel like what advice would you have for agents because because I coach so many agents. I feel like lead generation and business generate like lead generation is another problem. I can, you know, it's very simple mathematical equation generating leads. What the problem is is conversion. So my personal advice has always been like, because I'm not a converter.

I know my strengths. I know my weaknesses. I hire an ISA when I am when I am doing prospecting. I'm no longer doing it. But what I was, I had an ISA working for me because I understood that I, it's in my best interest. For the agents that are struggling with conversion, what is your advice to them? You have to realize that follow-up is the key.

And prospecting and reaching out without lead follow-up and nurturing that lead until they're ready to buy or sell is your biggest downfall. And most agents won't call past two to three contacts. It takes on average eight to 12 contacts even set an appointment. And it takes a, you know, countless meetings to actually get that to a sale. So that's how many contacts and meetings are ready, maybe 20. But most people are quitting at two to three. So if you're just willing to follow up aggressively and intensely until the lead is ready to transact, that's all there is to it.

People just quit too maturely. And there's no magic in online leads or there's no magic with SOI. You just have to call them until they're ready. And social media is great. It generates leads and it generates people calling in, but you still need to be able to follow up until they are ready to transact. So if you're listening out there right now, keep prospecting, keep following up on your leads until they tell you yes or they tell you go to yourself. And even that, I'm just giving it.

another shot. Exactly. Yeah. Oh, my goodness. John, I absolutely love having you on. You are an amazing leader. You are an inspiration and you are so accessible to your agents. And you know what? I really thank you for that. And I'm so happy that somebody like you is in the leadership role. propelling EXP Canada forward. And yeah, we should we should do this once a year. Sounds good. Thank you for coming next week. We are so honored to be partnered and in business with you.

Let's grow together as partners to grow EXP Canada from 6,200 right now to 10,000. So look forward to seeing you soon. Yes. Thank you so much, John.