KGCI: Real Estate on Air - Live from eXpCon Miami (Monday)

Episode Date: October 29, 2024

Ian Wheatley anchors an exciting live broadcast from eXpCon Miami, where we dive into key insights, strategies, and innovations shaping the future of real estate. This episode features exclusive interviews with award-winning agents Brian Copland, industry leaders, and eXp Realty CEO Leo Parjea. KGCI Real Estate On Air dives into key breakout sessions led by our expert agent hosts like Chris Craddock, Jessica Nieto, Jimmy Nelson, Knolly Williams, and Sara Delansig. Tune in for deep insights on succeeding with seller financing, building winning real estate teams, developing a strategic 2025 business plan, generating consistent seller leads, and effectively converting FSBOs and expired listings. Get real strategies straight from top eXp experts to transform your business! 

Good morning, good morning, good morning. It is day two, EXPConn, 2024. We are live from the Miami Beach Convention Center. I'm Ian Wheatley, locked in for the day two. We had a big fun party here last night for opening night, day one of EXPCon Miami. It was a welcome to Miami party. We caught up with some attendees. We caught up with some of our KGCI real estate. on-air hosts. And we had a great time if you were able to tune in last night. We had some of the attendees just kind of having a little chat with us trying to find out, kind of pick their brain. Like, why are they here? What is, what is actually going on here at EXPCon in Miami? And what is fascinating and interesting is everyone is here to glean expert insights. Everyone is here to learn what they can take away from an event like EXPCon Miami and leverage that into their business. And it would a nice, what was great is it aligned exactly with what we're doing here at KGCI Real Estate on Air.

So for those of you, you may be listening to this live. This may be your first check-in with a KGCI Real Estate on air. It also may very well be the first time and you listen to us on demand. We are on demand anytime, anywhere that you are with our podcast downloads. We are literally everywhere that you listen to podcasts. Just search KGCI. You can find us at Real Estate onair.fm in the last six months. We've been on the air for a little about six months.

We've had 50,000 plus podcast downloads. at Apple Podcast, Spotify, DZER, IHeart Radio, Audible, anywhere you're listening to podcasts, you can get us right here, KGCI, Real Estate on air. But exactly what are we? Well, we're 24-7, 365 real estate content. We provide around-the-clock streaming, delivering valuable insights, strategies, industry trends to real estate professionals anytime, anywhere that they are. Now, the content that we do, it's all curated. It's led by some top-producing agents and industry experts who are offering listeners. Just some basic practical advice, some innovative strategies, and the success stories. Now, we kind of bookend our programming week at KGCI, Real Estate on

air. We got our mindset and motivation Monday. We start with inspiration tools to kind of tackle the challenges. Yeah, that's me. Yeah, that's me talking. That is, that is, in fact, me. Yeah, we got folks kind of walking around here on the Explorer 4 because we are here, the Miami Beach Convention Center broadcasting live here at KGCI Real Estate on air. So we still. We still. start our year week with insights from a bunch of our KGCI real estate on air agent hosts. All of them are top producing agents. But a couple of them in particular, Go Go Bethke, Aaron Hendon, Jess Nieto, are award-winning, top-producing agents all within here at EXB Realty. And they bring you expert insights from people that are titans of outside of the real estate industry.

Even on themselves, they're titans of the real estate industry as well. You get their insights on a Monday. And then our Friday focus, what we do is we dive deep into the specific and relevant topics that drive your business, whether that's going to be lead generation, AI tools. And we do this all for you. It's always free, always on demand, anytime at real estate onair.fm. So in a nutshell, 20,000 feet, that is what we do here at KGCI Real Estate on Air. And we are excited to be here at EXPCon Miami, day one.

It's been a lot, day, technically day two. Last night was day one. And it's been a lot of fun. We've been able to kind of catch up with some of those agents. We also were able to kind of catch up with one of our own hosts, Randy Dick. He is the, he's the host of the Return on Life podcast here at KGCI, Real Estate on air. He and I got to catch up a little bit last night at the big party. He and Real Estate on air.

I'm Ian Wheatley. We are literally right here at EXPCon. It's the opening night. They got a big party going. And I'm checking in with Randy Dick. Randy is the host. of the Return on Life podcast, streaming here at KGCI Real Estate on Air.

Randy, thanks for popping over to the, it's a fishbowl, basically at this point. It is a fishbowl and it's exciting and it's all about the return on life, man. Here we are. It's a lot of fun. So you came in from Vancouver, so you, you, you, you tried to travel quite far

to get to a EXP gone here in Miami. Never too far for an event like this. So what's the motivation to come to something like this? Hmm, great question, great question. Well, first of all, it's about meeting great people. It's about proximity of power and being in the place where there's exceptional people that you learn exceptional things. So that's first and foremost. And then, of course, there's all the learning centers and the great things that we're going to take home that we can now incorporate into our business.

So, I mean, how much better is that? And it's in Miami. It's in Miami. And you're in Vancouver. I'm in Syracuse, which is basically upstate New York. Yes. And I'd say I don't want to speak for you, but the weather's a lot better here than it is for us in a hometown right about now. It is.

It is. We get this weather July, August. Yeah. But we kind of have a little bit of a Miami feel, but not, I mean, I mean, there's only one Miami. There's only one Miami. There's only one Miami. Yeah, it was a lot of fun just kind of catching up with folks as they were kind of popping in, popping by last night for the welcome to Miami party. But everyone's kind of getting buckled down.

everyone's getting into business and there's a lot of a lot of things that are happening so let me just sort of set the scene for you i'm calling it the fishbow we're calling it the broadcast studio but the k gc i broadcast center is happening on the floor explore the explorer floor here at exp con at the miami beach convention center straight uh to my right across across the the venue we have the keynote speaker stage up there we have the the keynote address happening We also have the big announcements that are happening over here at EXPCon in Miami from EXP Realty Leaders. They were rapping.

They were rapping earlier. And someone said, oh, yeah, we've got like this whole, like they got this rap song planned. I was nervous. I was worried. I was thinking to myself, oh, how is this going to go? A bunch of C-suite executives rapping. It was actually very good, very well done. It was a lot of fun.

So then immediately as you kind of get over there to immediately, to my left hand side, we have the main entry doors of the Miami Beach Convention Center. You come through those doors, you come through here, and you see our imposing fish bowl of a broadcast center here at KGCI Real Estate on Air. We're here doing a lot of different things, and one of the things we were also excited about, we're sitting on a really big announcement that's going to be coming your way in a little less than two hours here at KGCI Real Estate on air. And yeah, no, no, no, it's an announcement about us, right? So there's been a lot of big announcements here at EXPCon already. We are hours into day two of the EXP Con Miami.

Hours into day two, but it's the first, you know, a couple of minutes, mere minutes of the general session. There's already been announcement after announcement after announcement. We're going to be checking in with some of EXP realty leaders about what is going on and what what some of those announcements mean and what some of those announcements mean for agents here EXP Realty, but also we're going to be getting some insights for what does that mean for agents that are not at EXP Realty? What are some of the benefits that even they have as a consequence of what EXP Realty has been doing? So again, my name is Ian Wheatley. This is KGCI Real Estate on air. We are here at the Miami Beach Convention Center broadcasting day two of EXP. We're going to be here tomorrow and we are going to be here on Wednesday as well. And we're going to be catching up with some of our agent hosts as the morning goes on getting their insights on breakout. and what exactly does it mean to be, you know, one of the top, you know, what does it mean to be the mentor of the year? What does it mean to be the university, EXP university instructor of the year? Well, the other things that we're going to be also talking about is just, you know, fundamentally speaking,

what does it mean to be a top producing agent? What does it mean to be an individual agent? What does it mean to be able to move multiple units, hundreds of units? What are those systems look like? We're going to be kind of picking the brains of many of EXP Realty's best right here at KGCI, a real estate on air as part of our coverage from EXPCon Miami. First and foremost, though, who do I would like to chat, have a little bit of a chat with? I'd like to chat with the CEO of EXP Realty, Leo Perea. Leo, he is graciously taking some time to chat with us a little bit about what he thinks about

the future of EXP Realty, the future of where this company, what its position is in the space as it continues to grow. It's been around for 15 years. What do the next 15 years look like? And we have an opportunity to check in with Leo Perea, CEO, EXP Realty. Thanks for joining us here at KGCI, Real Estate on Air. So Leo, you know, you've spoken a lot about the importance of operational excellence and seamless agent experience here at EXP. Can you share some examples of innovations that you're implementing to support agents and support clients as well? So my approach to business has been pretty basic in the sense that I use myself a sample size of one. And I encourage all entrepreneurs and anyone rendering a service or product to anyone else that participates in commerce to always

use themselves as a sample size of one. So, you know, some of my personal favorite products, take Apple, for example, I'm, I got the watch on my wrist, I got the phone, I got the AirPods in my pocket, I have the wallet attached to the back of the phone. It's not because I think they have the best product. I think arguably Sancton has better technology, according to my little brother and some of my friends who refused to switch to Apple. But what Apple's done is creating an ecosystem that removes the friction from what I do on a daily basis. I just upgraded the phone, and I didn't, I unboxed the product without instruction and, you know, followed two or three steps, and everything was transferred within an hour seamlessly. And I think that's the goal of business.

I think people overcomplicate what they're doing. If you just lead by how much friction can I remove from a process, that's the goal, right? The best products and services in the world don't have a lot of instruction. They don't have a lot of how-to videos. You don't have to download an instructional video that takes an hour to watch. It's just a frictionless experience. So, you know, that's been my philosophy when we talk about operational excellence. What does that mean?

from the moment you touch our joint application to when your license transfers, we have a pizza tracker that tells you where you're at once you're onboarded. We want to make sure we pay you faster than any other company on the planet when a transaction closes. If you have a question, you go to our agent care hotline. Our average hold time is 35 seconds. We enjoy an 85% NPS scores on the people who make those phone calls with a 95% SLA. It is important that we are the absolute best real estate company on the planet first and foremost. Before we add in all the cherries on top, right, like the rev share and the opportunity to build additional business lines of revenue. I want to make sure that agents have the best possible experience in the business of buying and selling real estate with consumers and that we empower them with every tool on their tool build.

the way I explain what our company is, is that we are a platform that allows real estate entrepreneurs to build whatever size dream they want. That means a lot of things to multiple people. So I'm super proud to be in business with Justin Haver and Canada, they'll 1100 sides and Avery Call that did 956 sides. And we have some huge names that join us in 24. We're going to give all those friends of ours a run for their money. But I'm just as proud. And I'm, I'm hyper aware that 68% of our agents are solo practitioners that do between four to 12 deals a year. And that experience needs to be seamless, needs to be frictionless, right? And it's not for us to dictate how big or size business they build. We just want to make sure that there is a path

with as least friction as possible for them to do that. So that's what we aim to do every single day. And it's awesome. We're catching up with Leo Perea here at EXPCon. We're here in Miami. It's It's your hometown? That is my hometown. I moved here in August of 2019 because my then four-year-old daughter was looking out the window in Virginia in February and said, why do we live here? And we went on a one-month tour around the country and made a list, and we did a pros and cons list, and we ended up in Miami. Can I share you something maybe possibly traumatic? I'm in Syracuse, New York.

Oh, yeah. Okay, so wintertime, you've got to learn to play. We've got to learn to play in the snow. Otherwise, you're real sad. reducing the friction and trying to improve the agent experience, both domestically, internationally, the scaling of these operations. What are some of those key priorities that you're looking at for 2025? Yeah, so one of the first distinctions I like to point out to people that I don't think

most people comprehend is that we're the single largest brokerage on the planet. And as soon as I say that, people raise their hand and say, well, what about Remax? What about Kelly Williams? What about Century 21? especially on a global scale. And I remind people that those are franchise businesses. So there is a corporate brand who sells franchises. And if you take anyone regional owner and the biggest ones in the U.S. or abroad are just a

couple thousand of agents, right? There's a cluster of franchise owners that own a couple stores, multi-state at the most. But no one has ever come close to what we've done. And I think we're just getting warmed up. And so, for example, we have. 3,000 full-time employees. Keller Williams corporate probably has 400 employees. Remax, a couple, hundreds of employees.

So where we can create a unified total experience, it's a completely different thing. If a franchise business wants to roll something out, it's more of a suggestion because they don't own the business. They are not the broker. They are not the boots on the ground. So going through the NAR changes and all the very, very, very. friction-full experience we just had in 2024. Like when we made a decision about forms and what we can and can't and won't do going

forward, at franchise businesses, that would have been of suggestion versus this is an edict. This is how we do the business and how we, but more importantly, it's how we do the business with the support and the why and why we took these decisions. You know, you've been such a strong voice on the impact of the recent NAR mandates that the settlement, the deadlines, the coaching of the. agents. I know what a lot of you, what you were sharing through that was a driving force of what we were using on KGCI real estate on air to support agents. So how do you see these regulatory changes,

well, they're not really regulatory changes, but how do you see these changes shaping agent practices and client relationships in the industry as we move forward? So, you know, now that we've been past it, I'm actually very focused on talking less about it. Okay. And more of just executing. Yeah. So one of my favorite sayings is, Life is 10% what happens and 90% how you react to it. So, you know, we have lots of opinions as practitioners and doers of the business. And, you know, we don't have to agree to like it. We could disagree, you know, quite emotionally with it.

But at the same time, it's like, look, there's a new set of rules. The most focused, impactful decision tree through this amount of change has been, what is the best thing to further the consumer? Treat the consumer as your North Star and how to remove friction from that process. Because what I remind agents, and that's why I answered it that way specifically in the sense of, hey, all this like specific jargon is just inside baseball. At the end of the day, a family whose leases up in 60 days and they're expecting their first child and they're making a very gut-wrenching decision of do we buy, do we rent, do we take our life savings

and put it into a down payment? and, you know, sign a 30-year fixed mortgage. That's a big decision to go from a renter to a homeowner. And they don't actually care about the NAR settlement or buyer agency. Like, it doesn't register for them. So it's our job to educate first, explain value proposition, and give as much value as possible to these humans who are making a home-buying decision, which statistically is the single largest investment they'll make in their life.

and on a, you know, survey, it ranks as one of the most stressful things they'll ever do in their life. So I take everybody back to like, hey, don't get caught up in the industry jargon and the big feelings. Like at the end of the day, your job is to guide someone through a very emotional, frictionful experience, hence why I don't think we're going anywhere. Just because there's just a lot of complexity to it, right? The local rules, the contracts, the title insurance, the lenders, the inspections, the surprises throughout the transaction that need, you know, massive credits and repairs and all the stuff that comes with it. So going forward, this is a skills-based, talent-based game where you need to be prepared.

You need to fully expect it for it to be more competitive than you've ever experienced, even on the by side now. you'd have to be able to articulate your value proposition, and you have to show up and demonstrate your value. Gregine up with Leo Perea, CEO of EXP Realty. We are at EXPCon here in Miami. So for those new agents, what real estate advice would you give to them

looking to try to achieve some long-term success and growth? Yeah, so real estate is a phenomenal opportunity like none other than the United States. And I say that as someone who's built and sold several businesses in different industries. And I can unequivocally say the investment in dollars to the potential upside of income is truly unparalleled that I've seen in this country. For hundreds of dollars in one or two weeks of your time,

you can get your entrance ticket into what I think is one of the most amazing industries in the world. And then it's literally just grit and perseverance where someone can go from, you know, six figures into seven figures and build a sustainable, opportunity that can be a life-changing event for their descendants, right? And I don't mean to be overly dramatic about it. I mean, some of the most amazing people I've met in this business are third and fourth generation, right?

So, and I'm saying that as someone who's raised venture capital and growth capital and skilled software and finance businesses where just about every other startup opportunity, you need tens of millions of dollars. You need real capital with long-term deferred gratification because it takes a while to penetrate certain markets. I mean, I've seen agents get their first transaction in 60 or 90 days with some of the products we're building. And that is a game changer, right? It creates the ability. And some of the other thing that I've seen real estate fund for people is, you know, enough excess capital to buy real estate,

to invest in other businesses where they're not trading their time for dollars, but now getting their dollars to work for them. So I'm a huge advocate of this industry. I'm a huge defender of this industry. I do it passionately because I'm one of them. I'm still a licensed broker. I did this for a living. I did it at the highest level possible.

So I like to say that this is not academic. This is very real for me. Leo, we appreciate all your wisdom. We appreciate your insights. We appreciate you checking in with us here at KGCI Real Estate on air. Perfect. Thank you so much. There he goes.

Leo Pereja, the CEO of EXP Realty. I'm Ian Wheatley. We are here. EXPCon, Miami. It's 2024. We are day two from the Miami Beach Convention Center. I'm Ian Wheatley here at KGCI Real Estate on air. So what is going on right now? Well, we are inside of the general session. And the general session, they've unloaded a bunch of announcements. We're going to be checking up with some folks from other folks from EXP Realty about exactly what's going on. I know they were talking about multiple different programs for new agents. and underperforming agents. It's a program called Fast Gap, and the results of which from the initial cohort, a beta test of this program with some 600-some-od, brand-new agents, never done a transaction ever, or haven't done a transaction,

underperforming agents that haven't done a transaction in a year, the numbers that they were sharing about appointments that were set because they were able to set up programs to be able to just to track on just the base level of activity of what agents need to be doing to be successful in this business. The numbers were incredible. So hopefully we're going to try to run down Brian Ellington. He is the chief learning officer at EXP Realty.

He runs EXP University. He is that program, Fast Cap, a bit of his baby. And we're going to kind of try to pick his brain about kind of what directions and what he has in store for EXP Realty as they move into 2025. Coming up on the programming schedule, we are going to be, we're going to have a takeover, right? So every Friday here at KGCI Real Estate on air, we do our Friday. focus where we dive deep into the specific content topic points that drive your business forward, whether that's how do you do it, how do you set up a geographical farm, right? And in 2024, 2025, what does that look like?

Does it still look like mallors? Does it still look like door knocking? Do you use open house? Do you use YouTube? And do you provide content that way? So, you know, we're going to be kind of having that breakdown of exactly what might work, what might move that needle. And that's always going to be fairly, very exciting information, right?

So that's the Friday focus, whether that's going to be diving deep into the AI tools that you can use to provide high quality but inexpensive leverage into your business, right? That's what AI is, baby. If you're not using AI as leverage in your business, you're misusing it. We're going to be catching up with a Kerry Sobe probably tomorrow. She's a busy girl. She's got a panel.

She's got a bunch of things, but she's on this general session stage in about 15 minutes. So I can't quite pull her in before that and maybe a little bit of stage fright, maybe a little bit of nerves. But we'll be checking in with Carrie Sobe, who's become EXP Realty's like go to agent and go to AI expert to kind of talk about that. But that's kind of what we do with our Friday focus. We just dive deep on those different topics that kind of move the needle in your business. But before we get to all of that good stuff on a Friday, we see. stream the big agent meeting here on KGCI real estate on air. If you haven't checked out the big agent meeting, there's a lot of value. It's primarily a conversation for EXP realty agents,

the big agent meeting, but it's also an opportunity for folks to kind of get a little bit of a heads up of what's going on in the market, get a little bit of a heads up of what's been going on and get engaged in some of the tools that are moving their business. And that's what we do on Fridays here at KGCI Real Estate on air. But those guys, Russ Lagan and Frank Benuto, they've got themselves a couple of hours here where they're going to be taken over. So that's coming up 10.45 this morning here at KGCI Real Estate on Air.

The folks from the big agent meeting are to be kind of taken over and kind of giving us a little bit of insights as to kind of what they're thinking and what they want to be providing. And what is the value that it's called growth here at EXP Realty? what do those growth guys do? We're going to be kind of checking up with them and we're going to be having a conversation

about some of that here at KGCI Real Estate on Air. That's at 1045. And then about an hour after that, I got some big news. I've got some big news about KGCI Real Estate on air. We've been sitting on it for a little while. And we're going to be excited to share kind of what that's all about.

That's going to be coming up at about 1145, about 1130, 1145 right here. at KGCI Real Estate on Air. We got the conversations roll. We're catching up and check it in with many, many, many of our EXP Realty agent hosts. And among them, we've got a lot of them that are finding themselves rather busy. I think busy. Busy is probably fair.

Chris Craddock, he is the host of Uncommon Real Estate. That is her Tuesdays here on KGCI Real Estate on air. he's going to be doing a breakout panel later on this afternoon. Chris, it's called succeeding with seller financing. Do me a favor, man. Pull me up to 20,000 feet. What is seller financing? Well, there's a ton of different options for seller financing. The easiest is once you realize that almost 50% of homeowners do not own a mortgage, do not have a mortgage on their property, then you can really understand that there are so many options out there, right? So seller financing is just this, that instead of going to a bank

to get money, you're going to a seller to get money. And you don't need them to actually write a check. They can just come up with a payoff agreement, just like a bank would, using the equity that they have in their home. Now, I've had success as an agent. I've had success securing seller financing for my buyer clients, particularly doing off markets, but properties that are listed on the MLS. What are some tips for success that a buyer's agent could implement today

to maybe have that conversation, particularly as they're interfacing with an agent who may not understand how seller financing could work and some of the benefits to it that a seller could realize, particularly like maybe like capital gains or situations like that. Yeah. So there's a there's a lot of different opportunities there. And you know, the reality is there's, there's a lot of data sources out there that you can get that will let you know if a property is paid off. If there's a mortgage on it, I mean, obviously you can look at the land records, but you can just, you know, order data programs that will let you know so that you can make offers, especially

if something's been sitting on the market for a while. This is actually the tool that I like to use the most when thinking about seller financing is whenever you are creating or crafting a deal, right, there's two parts of it. There's price and there's terms. So one of the cool things about seller financing, and I've seen deals like this work, right, where somebody is asking for maybe, let's just use the number 650 on, like they're asking for 60. Maybe it's slightly overpriced. Well, you can go to them and say, hey, look, I will pay you more than that. I'll pay you 800, but over however many years, and I'd like either an interest-free

loan or a very low-interest loan. I mean, there's some IRS rules about the percentage that you're allowed to take, but a super low interest loan on the property so that you can, you know, then jump into a property. And over time, when you realize how much you actually pay the bank and interest, you realize that you can give the seller more than they want and you're actually paying less over time. You can also realize, you know, so many gains in the fact that you can keep a payment much lower if you're paying just straight principal, you know, or if you're just paying interest only, or instead of how a bank does it where you're amateurizing over 30 years. So it just gives you so many different opportunities to craft something creative

that works with the seller and works at the buyer and creates that win-win opportunity. And for a lot of the agents that are, you know, listening to KGCI here this morning, they're probably going about their day, they're doing their thing, they're probably not there at EXPCon. For those that maybe want to connect with you so that way they can learn a little bit more about this, how can they do that? Yeah, so I mean, I do have a podcast on Common Real Estate and we're on the radio program now. So you can reach there or you can also reach out to me. My Instagram is at Cred Rock or old cheesy high school.

It became terrible, terrible handle. And that's probably the easiest way because that's the one that I personally still check. It ain't so bad. Chris Craddock host of Uncommon Real Estate heard here on K. A GCI real estate on air. I'm Ian Wheatley. We are broadcasting here, the Miami Beach Convention Center here for EXPCon. It is day two.

Off to my right, we have the, we have the, what they're calling the keynote speaker stage on the explorer floor. We've got a stage set up over there. We have speakers over there. We have also, they got the brand store and they got some pretty sweet swag here at at EXPCon here, Miami, here on the Explorer floor. And then as you move through that brand store from that stage, you get to what I'm calling, I'm calling this the Fish Bowl.

Okay, the fishbow here is my broadcast studio, my broadcast booth here at EXPCon on the Miami Beach Convention Center. It's been a lot of fun. It's been a lot of fun catching up with folks as they've been coming by. And for those of you that may be wondering, this may be the first time you've tuned into KGCI Real Estate on air. This may very well be the first time you're walking by. and hearing anybody talking about KGCI real estate on air.

Also, maybe the first time that you're checking out any of our podcasts, whether that's on Apple Podcasts, DZER, Spotify, IHART radio, Audible, anywhere you're listening to podcasts. You can find our content, six plus hours of fresh content podcasted every day here at KGCI, Real Estate on air. You can also find that at Real Estate onair.fm. But we've got those access to those on-demand podcasts. I mentioned it's like six, seven, eight hours of fresh daily programming.

It's perfect for the busy pros. It's perfect for listening when you're in the car. We also have an interactive community and network, right? You can engage with a like-minded community through our social media. And, you know, you can even connect with us when we're doing live events like this over here at at EXPCon in Miami. We're at the Miami Beach Convention Center. And we also have exclusive coverage of a lot of different types of events and a lot of different

types of things, right? So we were just checking the brain of Leo Perea. He is the CEO of EXB Realty, right? That's a conversation you're only going to hear right here on KGCI Real Estate on air. If you missed it, well, it happens, right? And you will have that delivered to you as a podcast. Subscribe to KGCI Real Estate on air wherever you listen to podcasts and you'll be the first to know when that hits in the next couple of hours here, KGCI Real Estate on air. But we've been chatting up and we've been catching up with a lot of different folks.

Again, we talked to Leo Perea. We just wrapped up a conversation with Chris Craddick, the, host of Uncommon Real Estate that's heard here at KGCI Real Estate on air. But whom else, who should we talk to? Well, we've got a lot of different folks that we've been able to kind of catch up with as time's gone on. One of the individuals who were going to pick their brain next is Brian Copeland. Brian Copeland, he's out of Austin, Texas.

He is an individual agent here at EXP Realty. He's all all on his own, all by his little lonesome. But you find out real quick that he's out. He's got a lot of folks in support of him, a lot of folks in behind him. But he is a production award winner here at EXPCon in Miami. He has an individual agent. He has second place. He has moved the second highest number of units here at EXP Realty.

We're picking the brain of Brian Copland. He's that individual agent. He joins us now. So Brian, have a seat, brother. Have a seat, brother. So let's just kind of start a little bit with how do you map? to do it all. Lots of hours, lots of work, lots of strategy. Got it. Always trying to improve. Absolutely. Absolutely. So what has been, I guess, let's start with what has been your approach to

maybe scaling the business, to get that support where you need it? Because I can't imagine it's just to you a one-man army. There's probably some leverage in there, right? Absolutely. I came over to EXP just under two years ago. Okay. And it made me rethink how I operate my business, how I learned how to leverage. And that was the cool thing about coming here, is that being able to see behind the curtain of huge producers, I was always a very big fish in a small pond. Now I'm a very small fish in a huge pond, right? Right. And what's cool about that is I've now made strategic moves that improve my work-life balance. I have four kids. Yeah. And when you have to leave the office at four o'clock to head to a baseball practice,

or, you know, be it your daughter's gymnastics or whatnot. You only have so many hours in the day. Right. And I'm only one person. And so there's been a lot behind the hood that I've changed that's helped my daily operation and work-life balance. What is one of those breakthroughs? It was like a breakthrough moment.

What was one of those breakthroughs that you had in the strategy? Absolutely. So, for example, virtual assistants. Uh-huh. I found out that a lot of top. producers that look so good from the outside. Yeah. Have a lot of help on the inside. Yes. And I didn't know where to find them, right? I didn't know how to pay them. What they do, can you trust them, right? How to hire for them. How to train them. And what's really cool is like just that one thing,

low cost, high return help has made a big difference. It's kept me consistent. It saved me hours and it's allowed me to create hours in the day that I never had before. Right. So, for example, I have a marketing VA. Okay. Right. That marketing VA is not perfect. I'm still working on improving it, right? But it's allowed me to be much more consistent than I ever was and achieve things that I've wanted to achieve that I just didn't have time to.

You know, we work so hard. Yeah. At the end of the day, you go home and you have family and you have other things that you want to do. Right. And your phone never stops ringing. And it was so cool just seeing where I was and where I'm at now. And the ramp up on checking the boxes of balance, of presentation, of quality, right? And that's one nugget that's really made a big difference.

We're chatting with Brian Copeland. He is here at EXBCCon. We're here in Miami, KGCI Real Estate on. Air I'm Ian Wheatley. He is the second top producing individual agent based on units. And he moves, he moves some houses. He's got to. So we're talking a little bit about what his strategy has been, how he's been able to kind of acclimate over at EXP. You've been over at EXP Realty for about two years. I guess when you're managing those high transaction volumes, you've talked about the VAs, you've talked about the time management. What does that typical day look like for Brian Copeland?

I have re-honed my skills. The market has changed, at least in Austin, Texas. Okay. And it's, you know, many places nationwide. It's a lot harder than it once was. We used to be able to list homes and boom. Right, right. And now we're having to have tough conversations.

So I show up to a skills training every morning, 18, 30 in the morning. Wow. Having to do scripts, objection handling. Stay sharp, right? Retrain on mindset. How to have tough conversations of people. So I'm always trying to improve, and I think that's my special skill. I'm never too good to try something new, right?

Fail fast, fail forward. Yes. Right? And I know that those are my shortfalls when you have to have conversations of people that are really hard right now, not, oh, I'm sorry you got beat out by 12 other offers. That's easy. Right. What's hard is why isn't my home sold in three or four months? Mm-hmm.

Right. And there's a real skill set to that. And so I'm getting retrained on that every morning, 8 to 830, which is amazing. I've also, I think that's been the biggest difference in really having to change my mentality of where we're at and have an honest conversations of people. Yes. Yeah. The honest conversations are hard.

Like, you know, every real estate agent has that one client. And in my world, I cut my teeth on short sales, REOs, and investors, right? So my tough conversations were always with like real estate investors, right? So, you know, the tough conversation when they're on the buy side, they're like, No wonder your offer's not getting accepted. It's like 15% lower than it ought to be. And then when they want to go on the list side, now they're listing 15, 20% higher than it ought to be.

You're like, I'm sorry, it's just not worth that. Hey, remember the phenomenon we had on the buy side? All right, so on the sell side of this, just keep that in mind, right? So these tough conversations, those are the tough conversations that you have. Because those are the conversations you're having with the client. That is it's because of the client. You're not trying to push blame onto it. like when a buyer's offer isn't accepted because there are 12 other offers,

you, the reason they didn't get it. It's justifiable. Right. Right. When you're having the conversation with the seller, like, well, your expectations are a little off here. Yeah. We're having a lot of those right now in our market.

It's going to shift. Of course. I mean, we'll say to sickle call. I've been doing this almost 24 years now next month. And I've been through a few of these. But as you mature and get older, you recognize things differently. Yeah. And it's never a fun.

day to tell somebody, hey, your property is actually gone down in value, depending when you bought it. Right? Or even rents in Austin. So a recent article, our rents are down lower than the fastest decline of anywhere in the country. Wow. Right.

So even on the investor side, it's been very interesting. Yeah. To have to even have those little conversation. So I think that is kind of in the year that to sum up 2024, it's sharpening skills. 2023 is about leveraging, changing my model, accomplishing things that I couldn't accomplish, learning how to leverage and do that. Right.

Because although you're an individual agent, again, you're not a one-man army. No, you can't be. I mean, you know, I have a team behind me, but I didn't before. I mean, I always had a partner that always worked on sales with in the background. But now I've recognized, like,

she even needs more help, right? being able just even, for example, write offers, that takes time. It does. And it's a trained skill that anybody can do. They're not going to be the one submit them. I always review them at the end of the day. But write listing agreements, right? These are things that I think agents really need to rethink where we're at in the economy

and where they need to focus their time because it should be spent on lead generation. Absolutely, 100%. Right. Even social media takes time out of your day. It has to be intentional. You have to be intentional when you get up every day. I used to never use a calendar. What?

My first 23 years of the business, you never used a calendar. So time blocking. Have you gotten used to time blocking? Oh, I actually love it. Isn't it to be the best? I love it. I love it. You know, you get up every day and you're like, all right, this is what I need to accomplish.

This is what I've blocked. Yes. Doesn't mean you always get to it. No, no, no, no, no. I'm not perfect. But I got to tell you like just those little things, but that's been, like being at this company. This company has allowed me to see things differently

and be open-minded, right? About there's always a better way, there's always the easier way. You know, and that I just absolutely, I love where I was two years ago, but I love where I'm at now even better. Yeah. Jay with Brian Copeland here, KGCI, Real Estate on Air. We're here at EXPCon in Miami. What keeps you motivated to maintain this high level of a success that you found

and to maintain that, because you're coming at this with this attitude of I can continue to improve. How do you keep motivated in that? Staying in the right rooms. Yeah. Right? I mean, we have the ability to connect with amazing entrepreneurs on a daily basis. And that's been such a driving factor in my mental state the last two years. When you get to connect with people that are doing bigger things than you,

it creates a fire, right? I was an athlete growing up and having that competitive spirit of wanting to win, right? It's just built in you. And I've always had that in me. I've always been a worker.

I've always been an outside thinker. And I just love the fact that I'm watching people around me win also. Yeah. You know, that's a big driving factor. this model demands that. Right? When I'm bringing somebody to our world and they win,

oh, that's satisfaction. It really is. Oh, my God. Like, in helping people, helping people serving others in a bigger way than I can serve myself. And if I can help enough others, I may get a little win out of it at the end of the day. And I love that about this company.

So that's a big driving factor for me. seeing others around me win. Yeah. So for those agents that are aiming to maybe increase their transaction volume, what advice would you give to them to try to get to that next level? Yeah, so I got my start around University of Texas. Okay. Right?

One of the largest universities in the country. And that's where I started leasing to all my friends when I was a student at UT. Oh, okay. And allowed me to really start at the bottom up. And I built connections with a lot of landlords. And those connections have lasted 20 plus years. Right? And those people, not only do I lease their properties every year, their investments, but guess what?

They want to buy? They want to sell. So my advice to everybody in the industry is, don't think you're too big to do any type of real estate. I've had many leases turn into sales, right? And you never know where somebody's at today and where they're going to be in two, three years or who they know. and so that's always been my mentality. Like a lot of little wins adds up to be a big win.

Oh, yeah. Right? And it leads to other things. So, you know, yes, be strategic, right? I'm not saying run around your city or market doing, you know, an $800 deal. Right. But be strategic and create relationships

in different ways other than just helping people buy and sell. Right. I mean, I was doing a, you know, I've had a couple of those really, you when you look back years later, right, I was showing a prospective tenant, a unit, met the current tenant that was living there. That was awkward. But I turned that awkward conversation into a buyer, got her into her house,

listed it a few years later, alternatively. And then you have your investor clients that come in, and they're constantly buying and selling and moving. they're typically moving these houses around every three, four years. They're typically not holding for 15 to 20. Some are, but not all of them. But, you know, that also creates conversations. Right.

Right. Like, even if an investor has an occupant, a tenant in their home for two years, you should still be in touch with these people. Hey, there's one around the corner for you for sale. Hey, did you know your home is worth this? It's a reminder to them to call you when they need help about anything. Right? Yeah.

And that is so powerful to have that connection and stay in the flow with your database. So are there any maybe other particular skills, mindsets that you'd be encouraging new agents to try to engage in to achieve at a high level? I think social obviously is a huge thing right now. Don't be a dud on social. Be different. Be a little creative. Nobody wants to see stack and post. Even I'm always trying to improve.

and mix it up, right? We have, you have to stand out in this market. Everybody knows a realtor and what makes you different, right? And so I think you always have to, I would encourage everybody to think outside the box, right? Don't R&D, repeat and duplicate what everybody else is doing, you know? And so, and stay in front of people, don't be scared of rejection. That's one thing that I've never had is being scared of being rejected, right? and the things that you think are unattainable are attainable.

I promise you. It's a preconceived judgment you have in your head. And so always make the call, never be scared. People love to hear from you. I promise, show your value. Show your value what you can do for people. Care about people. It's not magical.

That's the formula. Brian Jeffrey Copeland, thanks for checking in with us here. KGCI Real Estate on Air. Have fun in Miami. I'm excited. Here we go. Thank you for having me. There he is. Award winning real estate agent here at EXP Realty, Brian Copeland, selling the second highest number of units as an individual agent.

He shared his hard one wisdom and what he's been able to do as an individual agent. You know, and he lift that curtain up, right? We got to kind of see, take a peek behind that curtain, you know, share that you might be an individual agent, but that doesn't mean you don't have a team behind you, how he's been able to leverage, how he's been able to scale. If you were listening to that conversation, you probably took away at least one, at least you ought to have taken away kind of one, two, possibly three tactical kind of takeaways from that. What jumped out to me, obviously, you might have heard, I'm a real estate.

I'm a real estate investor in my heart of hearts, right? I got into my production business started as a way of generating, capital to reinvest in the multi-unit property. So that's my background. So whenever, you know, I can get in the weeds out of real estate investing real quick if you let me. But when we were talking to him, right, what we were discussing is how those conversations work over time, right? You got to make sure that you're in the rooms. You got to make sure that you're having these, these base level conversations, right? It's all about conversations. Conversations lead to conversions, conversancy to closings. And it is, in so many ways, it is that simple.

If you're not having those conversations, you're not getting the conversions. You're not getting the conversions. You're not getting the conversions. You're ultimately don't get closings, right? So you got to start with the conversations. You've got to start by making sure that you're exposed to yourself. Also making sure that you're leveraging social media appropriately. It doesn't need to be, you know, the linchpin of your business.

Please don't make it to the linchpin of your business. There's a couple other things that probably ought to be the linchpins of your real estate production business, whether that's, you know, managing a database effectively, you know, identifying what is your niche, right? My niche ended up, again, being into real estate investor. My niche is real estate investors, right? Cutting my teeth, short sales, a reos. That's sort of the, it's kind of the background that I have. And just kind of being able to identify that and be able to share that value proposition.

So we appreciated Brian for checking in with us here at KGCI Real Estate on air. For those of you that are taking notes, we are here at EXPCon, Miami. Right? So we are broadcasting live from the Miami Beach Convention Center. General session day one is happening right now at day two of EXPCon Miami. We've been keeping an eye on a lot of different awesome things. What's happening on that general session stage right now is we are getting an update from a couple of EXP realties. Go to AI experts.

Among them? Among those experts, one of my favorites, one of my faves. Carrie Sovey, her podcast, everything they never told you about real estate is streaming here on KGCI, a real estate on air. She's going to be joining that general session stage in mere moments to talk about how she has been able to leverage AI in her real estate production business, how she's been training and coaching and guiding other real estate agents to be able to do the same. A lot of high power, a little high value there. We'll be checking up with, you know, maybe I can shoehorn her as soon as she gets off that general session. Say, try to get her this morning. She was a little nervous. She was a little nervous. So if we don't catch up with her this morning. We'll catch up with her tomorrow morning here at KGCI, Real Estate on Air.

For those of you, maybe this might be the very first exposure that you have to real estate on air. Welcome aboard. It's a lot of fun. We do 24-7, 365 days a year. We provide around-the-clock streaming, delivering valuable insights, strategies, industry trends to real estate professionals anytime, anywhere. Our content is expert led by top producing agents and industry experts. We offer listeners some base level practical advice that they can implement into their business if they're struggling, all the way up to the innovative strategies and the success stories that an agent that maybe is doing a dozen, two dozen deals a year. How do they, how do they continue to scale?

How do they continue to grow their business? Right? We have dynamic weekly themes here at KGCI, Real Estate on Air. We start the week with the mindset motivation Monday, where we get you inspired. We get you the tools to be able to tackle challenges. And a lot of that content coming from Go Go Bethke, who is one of the Titans here at HedExp Realty, who is one of the Titans here, Jessica Dieto. Jessica Deeto, the winner of the icon of the year award here at KGCI Real Estate on here.

The other thing that we do is we use our Friday focus. Our Friday focus dives deep into the specific relevant topics that matter to you to leverage and to grow your real estate business, whether that's lead generation, AI tools, how to set up a geographical farm, how to manage a database, what CRM should you be using, all these different things that we all know that we need to be kind of dive and deep on to really understand and really leverage and grow our business. That's happening here at KGCI, a real estate on air. We're going to keep things rolling. We're going to keep the conversations coming along. We've got a lot of folks to catch up with and chat with. Nali Williams spoke to his head in here last night. We got to catch up with him.

He's sitting back down. He's busy. It's day one here at EXBCon Miami. Nali, thanks for checking in with us. I'm surprised you found time because you've been, you're rather busy today. I guess, let's start with the basics. You caffeinated? You hydrated?

How you're feeling? How are you feeling? brother. I'm both. I'm actually both. You know, I do my two cups of coffee. Good. And then I got my, I drink quite a bit of water as well. Good. So I'm, I'm ready to go. It's so exciting, man. This is my favorite convention of all. ESP CO. And I'm so excited. And by the way, today's going to be a super fun day, day one. Yes, sir. Yes, sir. The business healer, success with listings. Nolly Williams hosts both of those. You hear those. You're a KGCI, Real Estate on air. So you've got a solo, you've got a solo breakout that you're doing.

Then you're going to be the moderator of a panel a little later on that same afternoon. So let's kind of take it step by step. You've got the solo panel, take 10 listings a month. Yeah. How does an agent maybe just starting out, maybe just getting going, how do they get to that place where they can take 10 listings a month? You know, it almost sounds ridiculous when you think about it. But it's something that I did for 10 years in a row.

I took over 10 listings a month, and I did that consistently for 10 years in a row. And there's some very simple strategies and techniques and tactics that I teach agents to not just work smarter and not harder, but also to really save time. Because when you're in the listing game, a lot of people don't realize that if you're the queen or the king of your mark, market and it makes you very, very attractive. So basically I'm going to be teaching lead generation strategies, what I did to generate my 10 listings a month. I'm going to be teaching some psychology around that because the psychology of people hasn't changed according to science for over 100,000 years.

That's what they say. Okay. Our brains are still the same. And so how do you, and then how do you build confidence, you know? And just real quickly, there's really three types of realtors that I'm. targeting this for. Number one is going to be those that are super season. They're already successful, but they're working 60, 70, 80 hours a week. They want to get it down to 20 to 30 hours a week as I ran my career, you know, my business. So I'm going to be, you know, helping those.

Then there's those that are just coasting their, they're established agents. But when the market's up, they're up. When the market's down, they're down. So they're in feaster famine. So how do you create a consistent level of listing success no matter what market you're thrown at? And then brand new agents. Brand new agents are super scared about jumping into listings. They're like, man, I'm going to do buyers for three years. And then I'll gradually, well, you know, my first deal in real estate was a listing 21 years ago. And in fact, I took 21 listings in my first 74 days in real estate. So I'm going to teach you even if you're brand new how to dominate the listing game. And that's really what you want to. That's what you want to do if you want to have longevity. Well, and let's be honest, right?

There's a different level of output to get to contract, right? To get to an executed contract from a buyer to a seller. And both of these activities take time, right? Both of these activities can generate the same amount of money, but one takes a lot, typically a lot more time, particularly in a market where we have inventory. levels where they are, then the other. And one is a more efficient use of your time. And I can imagine if you're an agent, and maybe you've really drilled down on that geographic farm. Maybe you own buyers and sellers in a particular area and you're killing yourself at 70 hours a week. There's

probably a lot more they could be doing to refine on the listing side to make their life a whole lot simpler. Yeah, I mean, when the research project was done in 2003, you know, that a lot of people don't realize there was a research project done of the top 100 real estate agents in America. Okay. The research project came out as a book called The Millionaire Real Estate Agent by Gary Keller. And in that book, what was discovered was that you will work three times less, whichever way you want to say it, or three times more on a buyer than you will on a seller. And you'll work three times less if you're working sellers than if you're working buyers. So the same transaction takes three times as much time. And so, you know, you could actually do three times of the business

in the same amount of time when you focus on listings. So that's really the name of the game. And, you know, I do teach 27 different lead generation strategies that are absolutely free that all come from the three buckets, which are your sphere of influence, your farm, and your niche, and, you know, I teach how to break that down. So, yeah, I'm glad you hit on that.

It's when we're talking about getting set up in listings, right? You know, you're told when you make the transition from, I'm a buyer's agent to I'm a listing agent, right? You know pretty well how that sphere of influence works, right? You know pretty well how that niche works. right because you've established that as your buyer's agent the one the one area of those three buckets that you probably haven't effectively drilled down on is what your geographic farm looks like we're chatting with nollie williams he's the host of the business healer and success with listings podcast you

hear those streaming on kgCI real estate on air you talked about the uh the 27 different ways to generate some seller leads that's the that's the panel that you're gonna be on uh shortly after you get done doing your solo breakout this afternoon. What are some of those ways that maybe someone who is a little light on the listing side of the house could implement tomorrow to generate some seller leads? Well, first of all, let's go back to the three buckets because that's so important to understand because whenever I say, hey, there's 27 strategies that I teach, people are like, now I'm even more confused. Fair. Because that, you know, I've got to learn all this stuff. Well, the truth of the amount of the reason. The only reason that I jump that I have so many is because you get to pick and choose, right? It's like when I was a kid, I like going to the candy store, but I like, you know, sometimes I would default to the one that I like the most, right? Sure. But if I was with a group of my friends, we didn't all like the same thing. Okay. And so with the 27 strategies, you only have to pick three or four in order to rock it and in order to take your 10 listings a month. And let's be, let's be honest.

honest, most real estate agents don't want to do 10 listings a month. They just want their life would change if, you know, your life, you're listening to right now, your life would change if you did another two or three. So the same tactics are going to work regardless. So let's look at it. So probate is one that I love teaching on because the probate strategy is one that will work in any market. That's when someone passes away. They have an estate and the real property has to be liquidated. When you become the probate specialist, guess what? You get, you become the cardiologist of the real estate industry. Some people know that a cardiologist in the health profession makes about $156,000 more per year than a general practitioner, even though statistically they work 30% less

time. Okay. Why is that? There's three reasons. They're sought out. They're in demand and they're relevant. They're not relevant to everybody. But when you have that. specificity like divorce could be another one. We already talked about probate. Divorce is another one. You know that, I don't know if you've heard this, Ian, but 60% now of all marriages are going that route toward divorce. So that's another big specialty that I teach. I also teach the trial listing, which is another strategy. Pre-NODs is another strategy that I teach. That's pre-notice of default. They're not notice of defaults. They're pre-enotts. They're pre-enoters. They're pre- OD. Somebody missed one mortgage payment. And according to statistics, they're 50% likely to be facing

foreclosure. Well, if you can get them early enough, you can get their homes sold for whatever hardship they're going through and be able to help them out that way. So there's a ton of strategies, but the key, here's the big key, the big takeaway that I want you to understand is that you want to pick the strategies that are most aligned to your personality profile. Okay, let me say it one more time. You want to pick the strategies that are most aligned to your personality profile. And the reason for that is that's what's going to make it fun and easy for you. That's what's going to make you want to get up every single day and do this job without it being feeling like a job. It's going to feel like fun because you're doing something that's really aligned with how you're wired. And that's one of

the big reasons why I have so many strategies. Well, and it makes a lot of sense, right? Because here's the thing. It's not you have to implement all 27 of these. It's you have to implement. You have to implement some of these 27, but you should spread these out over the course of these three buckets. So that way you're sitting on a three-legged stool and not a two-legged stool or even worse of one-legged stool. Chat with Nali Williams, host of the Business Healer Podcast and Success with Listings Podcasts. You hear them streaming here at KGCI Real Estate on air. Nali, for those that maybe want to connect with you, how can agents listen in right now do that?

Well, I would say, you know, obviously, you know, if you're at EXP, the best place to connect with me is through workplace. If you're not at EXP, there's simple. Just fill out the joint application. That's really easy, right? Come on to join us. But there's a number of ways. You know, I do have a YouTube channel, Nali.com, as well. And continue to listen to me right here on KGCI.

By the way, Ian, I love that, you know, you had some success early on success stories. around some of the strategies that I teach. And that's exciting to, you know, as the host of, you know, this whole radio network, I was excited to hear that you've had success with my strategies as well. Absolutely. I mean, it's a beautiful thing. There's nowhere else in the real estate space where you have this volume of top producers and leading real estate coaches that are able, that are just given it away.

they are given the answers to your business and you hear something you go oh i could turn around and do that and absolutely in my own production business i have absolutely taken the advice that i've heard here on kgCI implemented it in my real estate business and you know we're in a situation here in the wheatley house where you know all full full candor my wife is working her way through pre-licensing because we've got to do some scaling right so these are things that have happen, right? So, you know, we've, we've got some, you know, you can, you can take what's happening here on KGCI, you can implement it in your business, and you can actually see, it can actually realize the fruits of that labor. It is rather incredible. Yeah. One more thing I want to mention, too,

is at EXP Elevate Coaching, we have a boot camp that you absolutely don't want to miss, where I'm, you know, going systematically through, uh, and it's, you know, step by step, you can join that boot camp. You go to EXPElevatecoaching.com to get more details on that. We appreciate you. Nali Williams, author of the success of success with listings, also the host of the Success with Listing and Business Healer podcast. Thanks for checking in with us here at KGCI Real Estate on air.

I'm Ian Wheatley. We are broadcasting here. ExPCon Miami. It's 2024. And on the general session stage right now is KGCI Real Estate. on air agent host. Carrie Sovey along with Phil Stringer. They are talking about all the different ways that you can use AI to leverage in your real estate business. We're going to be catching up with Kerry tomorrow morning as part of our continuing broadcast content here at KGCI Real Estate on Air

for me XPCon in Miami. We're going to be broadcasting probably I think I'm going to take this right up to about 12, 1230. We've got a big announcement coming your way about 1145 here at KGCC. real estate on air, which is awesome, which is exciting. But before that, we're going to be catching up with Russ Lagan and Frank Pinuto. They are the rotating cavalcade of hosts of the Big Agent meeting. That streams Friday here on KGCI, real estate on air. We're going to be catching up with them sometime in the next, oh, half hour or so. We're going to be hearing from them.

They're going to be taking over. They're going to be providing some of the expert insights. They're going to be going to give in their take of what's going on here. at EXPCon in Miami. It's going to be a lot of fun. I'll be checking in back after they're done for that big announcement that's going to be coming up at about 1140 here at KGCI Real Estate and Air. It's an announcement about us that they're going to be announcing from that big old general session stage. It's going to be a lot of fun. And so what are we doing here at EXPCon Miami? Well, we've been taking the opportunity to catch up with some of EXP Realty's leadership.

We spoke earlier this morning with CEO Leo Perea. You can hear that conversation on demand as a podcast at Real Estate onair.fm, or you can subscribe to KGCI, wherever you listen to podcast. Literally, if you listen to podcasts, whether that's going to be on Apple Podcasts, whether it's going to be Spotify, IHR Radio, Audible, Dizer, Amazon music, anywhere you listen to podcasts, just search up KGCI, and you will be there, or you can check us out, Real Estate onair.m. Subscribe, and you'll be the first to know when we get that, got that conversation with Leo published over, at Real Estate onair.com.

But we're catching up with EXP Realty Leadership. We've been catching up with the award winners. We spoke with Brian Copeland just a few moments, a few minutes ago, about 15, 20 minutes ago here at KGCI Real Estate on Air. Kind of picking the brains of what it takes to become a top producer. What does it take to be the guy at the individual agent at EXP Realty that moves the second highest number of units? We've got the undisputed.

We're going to be chatting with the undisputed heavyweight champion of EXP Realty. The man that is moved, the man that the sole, the sole single individual agent, John Scalia, he's moved the most amount of houses in terms of volume and units, right? So the most amount of money, the most amount of houses, right? He, I've called him the undisputed heavyweight champion of EXB Realty, because when you move, when you move the most in volume, when you move the most in units, I can't think of a better, better phrase. We'll be checking up with him probably after we hear from that,

hear from Russ and Frank this morning here at KGCI, A Real Estate on Air. We're also checking in with our friends over at Blended Sense, which has been, you see them, they've been a lot of fun. So when Real Estate on Air launch a little more than six months back, we had some absolutely incredible partners. Blended Sense, they were one of those guys, one of them, And they have, yeah, they've been, they've been busy here at EXP Kine.

You see him with their Blended Sense shirts. We're joined by the CEOs, Albert Baez, and the co-founder, Ransom Tucker. He's the president, gents. Thanks for checking in with us here at KGCI Real Estate on air. First of all, Ann, thanks for having us here. This is exciting, man. So I finally show up on here. You've got the best voice we've ever heard on one of these.

So we'll try to live up to the standard. But what is blended sense? Well, if you're in the EXP ecosystem, we are your media production partner and solution. In a macro sense, we are the largest media tech platform in the world. So not an apples to apples comparison, but the fastest way to understand it in a quick five-second summary is like Uber for videographers. So we have built a technology and a network of vetted creative pros all across North America that we can deploy an agency-level production anytime, anywhere. and then all that footage comes home and is owned by our clients. So agents, broker owners, outside of real estate, doctors, lawyers, coaches, speakers.

And then we've got an editing solution and asset management on the back end. So all that footage is stored, branding is stored. We can edit any sort of content that a entrepreneur would possibly need, whether that's for social, whether that's operational, recruiting, website content, newsletters, you name it, we can do it. The real estate industry has a little bit of a habit of not necessarily, developing and supporting and assisting new agents as they're coming on. So let's talk a little bit about what, if I'm a brand new agent and I'm wet behind the

years, I don't have a ton of budget, what are some of the things that I might be able to use blended sense for? The way we've built the platform is for the brand new agent who has a really limited budget and they're really just trying to grow their business all the way to the top performing agent that's looking to either increase conversion, right, expand out of their already affluence sphere of influence and they need a higher quality caliber of product end product. And so the first thing I would say to an agent who is self-capturing and wants to get better is check into create your account on Blenestense and then go into our resources, our Instagram,

our YouTube, and go get some of these videos that Abigail and Ransom and some of our teammates have put together to help you self-capture better, right? to make sure your settings are right on your phone to get the highest quality picture, moving everything to 4K, knowing when to use 60 frames per second for B-Row versus 30 frames per second when you're talking to the camera. And so that's the first one because with us and our platform, you can actually film by yourself and film yourself and or maybe you have someone local that you really love that's low cost for you. You've got a great relationship. You can do that and send that footage in, and then we'll still edit it for you and deliver it ready to publish. And so that naturally keeps the cost down.

but elevates the end product, right? Because we have filmmakers on our editing side. It's not AI editing. It's not overseas editing, right? It's local domestic filmmakers that are grabbing that footage and editing it for you. That's Albert Baez. He's the CEO and co-founder of Blended Sense. And what jumped out to me there, Albert, is that this is scalable and it can be flexed based on need.

And for business owners in 2024 and beyond, obviously, that's a big deal. We're also joined by Blended Sense President, Ransom Tucker. handsome, how can agents, because this is an important factor in 2024, move it forward, but how important is it for agents and business owners to be able to use video to differentiate themselves inside of a marketplace? Man, just the world of the world of video production, like Albert said, we're talking about the business owners, especially in real estate, needing to become a media company. Obviously, real estate industry has evolved a lot over the past 12 months or so, and everyone's

more than aware of that. but it's always been an industry where, you know, it's all about what you can do as, as an individual in a, in an industry that a lot of times gets commoditized, right, unfairly. But, you know, if you've, you know, a lot of licenses are equal, right? Everyone has kind of the same license. There's, you know, there's different types of licenses, obviously. But if you can sell real estate in the state of Florida, you can sell the real estate in the state of Florida or Texas, New York.

And then it's about, all right, how do I, how do I differentiate my offering? my branding, how to my customer user experience. And in 2024 and heading to 2025 video is, I don't think there's really any debate. Video is the number one way that that is being done, not just in real estate, but definitely in real estate, but across all vertical, especially in the pro services sector. We're here in Miami for EXPCon. Are we doing anything special while we're here? There's a video coming out here soon about what we did here in the EXPCon is the first of its

kind, but if you find anybody with our logo, right, ask them to show you the QR code for booking so if you haven't done also already. So we worked with Leo and the team to basically offer the first time that we, that we're aware of where anyone and everyone at the event can book a session to get video, custom video, tailored video to them and their experience at the event and have an asset delivered, ready to rock to post after the event. And so find us, Blended Sense, so you'll see us running around if you find, you know, someone with the camera and the logo, ask them. If you find Ransom or myself, definitely ask us and we'll make sure you are hooked up if you want to get some video done while you're here at EXPCon.

Awesome. Melbert Baez, Ransom Tucker, the CEOs of Blended Sense. Thanks for checking in with us this morning here at KGCI Real Estate on air. I'm Ian Wheatley. We are having a blast. It is EXPCon Day 2. We are live from the Miami Beach Convention Center. Over to my right, we got the, we got the general session that is happening, and it's a lot of exciting stuff because I get to see Gary Sovey. Gary Sovey, host of everything they never told you about real estate. She is one of our KGCI Real Estate on air agent hosts. Her podcast, everything they never told you about real estate, dives deep now in AI, all the all the ways that AI can be used, leverage your business, all the ways that all the different AI tools that exist. So Carrie Sovey,

everything they never told you about real estate. We're going to be catching up with her. She's going to be checking in with us tomorrow morning as part of our coverage of EXPCon Day 3 here at KGCI, Real Estate on Air. I mean Wheatley. And we've been just having a great time. We've got to catch up folks from KGCI, Real Estate on Air. Some of them are busy. One of them that's busy is Jimmy Nelson. he is one of the guys here at KGCI Real Estate on air that also finds himself doing some duties. He's got a panel that he's got to manage. Coaching a winning team is Jessica Nieto's winning the war for your strategic battle plan for 2025. Jimmy Nelson, the host of the Elite Real Estate podcast heard here on KGCI Real Estate on air.

Thanks for checking in with us. You know, I don't remember business planning ever being a part of my pre-licensing course. So for a newer agent and really, I suppose, any agent, Jimmy, why is having an annual plan so important? Yeah, it's one of those things, right? When we get our real estate license, it's one of the things that I always say about our industry is we typically, we go to, we take our class, we get our license, and we get handed a business. business. And what they don't tell us is how to actually run a business. So to me, it's one of the detriments that we do in our industry is we don't teach agents enough how to actually run a business. What does my profit and loss look like? What are my goals? And so a strategic plan for that

is we look at if we look at a year and we say, all right, what do we want to accomplish this year? For 2025, what are my goals? And that's great. And you may say every new agent will tell you this. They want to make $100 or $100 grand. That's what that's what every new agent will tell you. They want to make $100,000. And that's okay. How do I get there? Right? It's kind of like I think about it as the GPS.

We get the GPS in our car. We put coordinates in and we just go in that direction. But a lot of times, agents don't put coordinates in. They just get in and that map just goes wherever you go. So without those guardrails and that guidance and an actual strategic plan for you, how do you know if you're ever getting closer or farther away from your goals that you set for year out. Thinking about that, what are the key components for a successful annual plan? The biggest piece for everything is scheduling. And the more scheduled you get, and the more strict

you get with your schedule, the funny thing that happens is you get more free time back and less time to be thinking about, well, what didn't I do today? Because if you get really task oriented and you can say, all right, from 9 to 12, I'm doing this, from 12 to 2, I'm doing this, from 2 to 4,000, before I'm doing this. By the time I get home at night, I don't worry about what I didn't do for the day. I already did it all, because I checked off all my task for the day.

So now that relieves stress from me. I've gotten so detailed with my schedule and my calendar. My wife puts things in my calendar for me. So I just know when to show up and when to be there. So it really works out for, you know, my kids baseball games or basketball games, right? Anything that I have to do, and everything gets color coordinated and oriented,

so I know exactly what I'm doing when I'm doing it. But again, that just frees up my mind at night to just relax because I've accomplished all the things I needed to today. And tomorrow is another day. I worry about that. And I see what I already have planned for tomorrow. So it's really getting more scheduled and more detailed and time with time management is the thing that frees up everything and puts you on the right path for your goals.

What are some of those key indicators of success to make sure that you are actually realizing what are the strategic goals in your annual plan? Yeah, it really, like you said, it comes back to that formula, right? I can set a yearly goal, but what should I be doing today to get closer to that goal? How many contacts do I need? And so I have a business plan that will boil that down straight into what should I be doing today? How many contacts do I need per day to get to that number that I really want?

And I'm a firm believer in tracking your numbers. And if you're not tracking your numbers, you don't know, again, if I'm closer to or farther away from my goals yesterday than I was today. I'm a sports guy, right? I coached high school basketball for 25 years. I won a state championship with that. And so I need a scoreboard. I constantly need a scoreboard. And if I can find a scoreboard, you know, that works out even better for me.

And so I look at numbers all the time. And am I getting closer to or farther away from my goals that I set for the year? And, you know, what I've set for the team or whatever, at what I've. whatever else, what can we do to get closer to that? And the most important thing, and I think this is where it misses out on a lot of agents too, is what are your goals for you, not me? I can't set your goals for you. Your goals are going to be different than mine and they're going to be different than the next agent or the last agent. So again, what's important to you and the why behind that goal? If you tell me you want to make $100,000 next year, okay, why?

what's the why not 90,000? Why not 110? Right? Why, why, why just 100? Why does it, why does that, why does that matter? Is it going to, are you looking for an investment property? Are you trying to pay off student loans or what the why behind that number? And again, then it goes back to tracking the number. Why I have those numbers. And again, is it taking me closer to or farther away from my goals? Makes a lot of sense. KGCI, Real Estate on Air. I'm being weekly alongside Jimmy Nelson. He's the host of the elite real estate podcast. It's heard here on KGCI. Real Estate on air. He has a panel today, winning the war. Your strategic battle plan for 2025, Jimmy, for folks that are listening on air right now, they aren't here at EXPCon, how can they connect with you to learn more? Yeah, on social, you know, Instagram, it's Jimmy Nelson Real Estate. On YouTube, it's Jimmy Nelson Real Estate. You know, you can find me at Jimmy Nelson on LinkedIn or Facebook, the Elite Real Estate Podcast.com. You can find the podcast there. And, you know, we live stream the podcast on my YouTube. channel every Friday as well as Facebook. So if you find the elite real estate podcast on Facebook

or Instagram that gets streamed there every Friday morning at 730 Eastern. And we have, you know, different guests every week. And it is as far as I know, Ian, it's the only live call-in podcast that we have. You know, I think I think you got something there. I think it got it sure sounds like radio, doesn't it? It's almost done. You know, you just call it a radio show at this point, Jimmy. Let's call it a radio show. We might have to do that. Yeah. Call it for what it is. Call it for what it is. Jimmy, thanks for joining us here on KGCI Real Estate on Air. Thank you. Always a pleasure checking in with the great Jimmy Nelson here. KGCI Real Estate on Air. I'm Ian Wheatley broadcasting from EXBCon. We are here at the Miami Beach Convention Center.

We're having an absolute blast. General session, our friend Carrie Sovey, who is KGCI Real Estate on Air host. She hosts the podcast, everything they never told you about real estate. She just walked off the stage. Brian Carruthers, an author, keynote speaker. He is taking that general session stage right now. And it's an exciting time. It's exciting to be here at EXPCon Miami for day number two. It is the first day of the general session. They got another day of general session tomorrow. We took to the air last night. We had some fun. There was a big old welcome to Miami party here. And we were just kind of catching up with some folks about kind of what they were doing and what they we're thinking and it's always fun when I have the opportunity to check in with folks

that are also a fellow Northeaster nurse. We're checking in with some of the folks that are kind of hanging around here at EXPCon. It's the opening night party here at EXPCon. We're down in Miami. And ma'am, who are you? I'm Miss. It's Jack's career from Boston, Massachusetts. So what brought you all the way down to Miami?

Well, I've been with the XP now for four years. Wow. And this is my first EXPCon. I'm super excited to meet all of my favorite people that I've only seen through Zoom or on workplace. Yeah. So I came for the networking, for the sunshine, and all of the learning. You know, and here's the thing, right? So there's 100-plus breakouts that kick off beginning tomorrow here at EXPCon down here in Miami.

They've doubled the amount of breakouts that they did from last year. So you picked a damn good year to make it your first EXPCon. Well done. Thank you. So how did you hear about this particular EXPCon? And what really motivated you for this to be your first one? Well, I don't really love Las Vegas, and I'm half Argentinian, so Miami's face to me. Ah, okay, that makes sense.

That makes sense. Because, yeah, I mean, because this is my, this is my second EXBcom, right? And Vegas is a different, different feel, different vibe, different kind of a time. And so down here in Miami, also, this is in my native, this is my native time zone. Okay. So I don't get jet lag coming down to Miami. You know, it ain't so bad. You're Boston.

I'm upstate New York. Okay. So we're like I-90 buddies. Yep, yep. It makes sense. Same seasons. Yes. We get winter.

Though I think my snow is probably about, yeah, we might get the same amount of snow. Yeah, we're getting Elinia this year, so we got ready for 30 to 40 inches. I know, I know. We're going to get absolutely slammed by the snow. I can't wait to ski. We get the lake effect because here's the thing.

If you don't ski. I went to Casanovia my freshman year, so I get that. Okay. My wife went also. Went to Kaznovia her freshman year. Okay. I transferred to URI. Okay, because here's the thing.

There's a lot of people that go to Casanovia for their freshman year, and they never go back for their sophomore. I don't know what. Well, that's why it's closed. It's closed, right? It's no longer. It's no state police training facility. Yeah.

Which is sad. Rip Kaz. Oh, we're getting in the upstate northeast weeds here at KGCI, Real Estate on air. So what's the one thing you're hoping to take away from this year, EXP on Miami? I really wanted to meet as many international partners because I am an international baby. I'm a first generation American. That's awesome. So I want to learn about how I can sell international real estate to my clients in Boston and around the world.

You know, you're sitting in Boston, you're getting a great place for it. Yeah. We're the ultimate melting pot in the Northeast. That's awesome. Just cleaner and a little bit smaller than New York. Yeah, well, just a little. Just a little. And are you enjoying watching the Yankees getting pulverized by the Dodgers?

Is that bringing you joy? I mean, I loved rooting for the Mets for a hot second. You rooted for the Mets. Of course. Okay, all right. Well, the Yankees are getting pounded by the Dodgers. So two games in and it's not looking great. I'm looking great.

I'll root for a lay in that race. That ain't so bad. That ain't so bad. Thanks for checking in with us at KGCI Real Estate on air. So nice to meet you, Ian. It's a pleasure. Have a great night. You as well.

Thanks. A lot of fun. It was a lot of conversations that we were having for folks last night at KGCI Real Estate in there, folks just kind of kept popping by. They're like, hey, what's going on? So we got putting on the radio. And with the common theme that I was having from all these folks that are here to attend, KGCI, I really, the extended EXP on Miami, it was a lot of fun because they are all here to learn.

They're all here to grow. They're all here to get expert insights to put themselves in the room. And it's a lot of the same conversations that we have here all day 24-7 at 365 here, KGCI Real Stand on Air, providing that around the clock streaming, delivering the valuable insights, the strategies, the industry trends to those real estate professionals anytime, anywhere. So it's been a lot of fun just kind of catching up with some of these agents that are coming through EXPCon Miami. It is day two. I'm Ian Wheatley. This is KGCI Real Estate on air and where we have for those, this may be your very first time checking us out, right?

So I don't want to, I don't want to leave any of you behind. So what we do is all day, every day, anytime, anywhere. We are providing content that's curated and led by top producing agents and industry experts and offering listeners a lot of the practical advice, the innovative strategies, and the success tools that they need to thrive in their real estate business. This kind of came a little bit here at EXPCon Miami because, you know, ExP Realty has been a strong partner of ours. The whole, the whole concept of this radio station kind of stems from what is a reality in the real estate industry where, you know, we're pretty good as an industry at getting,

people licensed as real estate agents, as an industry. We struggle to support those individual agents in getting them set up and being able to thrive in their business. So, you know, how do they get access to a lot of these tools? How do they get access to these insights? We do provide that here at KGCI Real Estate on Air. And we've been kind of catching up with some of our agent hosts. And one of our agent hosts, whom we are particularly proud of right now, is Jessica Nietta. So Jessica is the host of the reveal podcast.

That is a part of our mindset and motivation Monday here on KGCI Real Estate on Air. You're going to hear her podcast later on today if you stick around. But she is an award winner. She won a award for ICON of the year. So it's excited to kind of have her expertise on KGCI Real Estate on air. But we're talking about coaching a winning team. It is a panel that she is participating in. Jess, thanks for sitting down with us at KGCI Real Estate on air.

I guess let's kind of start with the very basics. What should a team leader be looking for in agents when they're recruiting them to their team in the first place? I think what's most important is to really understand who you are as a leader. Oh, okay. Right? How you can lead. And some of the best advice that I've gotten from my mentors is to not, is not to try to be all things for all people, right?

Like there's plenty of people that I bring in to coach and train them on the things that I don't know. My main focus is creating a great community where people thrive, showing them who they are, what's possible, and then the accountability is the main component. That's truly what agents stay for. Yeah, retention is kind of a big deal. If you're talking to team leaders,

Is there any like one size fits all approach? How do you effectively coach those team leaders? There's definitely frameworks. I think that you could apply to all teams, but definitely not one size fits all. I think when I first started out with the team, like the first team that I had failed, right? You learn a lot from failure, though. Yeah, and most top team leaders will say like, yeah, we got up to 70,

then we went to zero, and then we started over. We did it the right way or the way that, you know, was more intentional, right? So to your question, your question, what he is? What do you, like, is there, is there that one-size-fits-all approach? No, I don't think so. And I think that's what's great about EXP Realties, because you can truly build a team and have this support that, you know, any team can apply, you know, like resources, tools, things like that.

But one-size approach, absolutely not. I think for me, I actually have a combination of different agents. I have some part-time agents, and they're coming out. Like, my, we set up a goal, like, If they want to transition out of their job within six months, what does that look like? We get super realistic about what those activities are, the action steps, and the accountability. So we're going to be talking about that. And then the brand new agents.

I love brand new agents, especially because they're not brand new to life. Right. Right. And so I'm just looking for people that have two things. One, they understand that they need to communicate and that they will communicate. Like when something's going on, they know there's an open door there. And then number two values, like have to have align core values. like anything unethical and like forget it.

Right. So, but it's simple if you really, if you boil it down. So another thing when I'm looking for agents is, um, I absolutely thought I should always hire people that I like. Um,

but I've learned a lot that you don't really know who's going to succeed. So sometimes it might be somebody's like got a little quirky like thing that you might may not necessarily want to hang out, be friends. You don't at first when you first meet, but I've learned to kind of get past that. I know that sounds really funky, but it makes sense.

It's kind of like, you know, but you attract people that are like you when you actually show them who you are and you demonstrate what is required to be successful in this business. So for me, it's all about demonstrating and a lot of the things that they learn are really through osmosis, not necessarily like big calls or trainings or workshops. It's just like me demonstrating how I navigate through things. And so people that are going to show up might surprise you. it's not always the ones that you think. And that's where I think a lot of top team leaders get really discouraged

is because people will leave you. Okay. That makes sense. Right? Yeah. I mean, isn't that always the thing when you talk about, when you talk to team leaders and they're investing in these new agents? I mean, that's the principal complaint, right?

It's like, oh, I just trained this person up. And then, you know, now they're doing, you know, several million dollars a year in, volume, and then they leave me, right? Yeah. And you're like, but when I heard yesterday, I love the way that this guy Brandon articulated it as he said, you know, you you did what you, you did your part. And now, like, if they need to leave and go on to the next thing,

you know, at least you did your part. Like, things in life change circumstances and, like, personal things in life. So agents will leave you. But if you can create an environment where they're like, thank you so much, and you can have a great connection. They learn what they learn and they leave. Then as a team leader, you just have to know you have to always be recruiting more to the team. Yeah.

For chat with Jessica Nieto, host the reveal podcast, heard on KGCI Real Estate on air. She is on a panel today. coaching a winning team. If a team leader could do just one thing, they only had it in them mentally to do one thing to improve their team's performance, what would that one thing be? You've got to be honest about what type of leader you are. You really have to know yourself because if you're not demonstrating the negotiation tactics,

like whatever it is, like if you're not demonstrating how they need to run, they're going to, they're not going to be able to take and share. without really being in an environment where they're seeing others succeed based on those same strategies that you're teaching them. So I know some might disagree like everybody's a different type of leader, but for me, I'm still in production. I love being in production. And it's really helped me grow a really great team of agents that are able to pick that up

through osmosis. That makes sense. And just for those that they can't run you down here at EXPCon in Miami, how can they connect with you if they wanted to. Yep, you can find me on Facebook or Instagram or workplace. If you're at ExP Realty, if you're not yet at ExP Realty, Jessica Nieto, look me up. I'll be the first one at the top. Awesome. Jessica, thanks for checking in with us at KGCI Real Estate on air. Have fun in Miami. Thanks, Ann. Good to see you. Yeah, the host of the reveal podcast, the icon of the year award winner, Jessica Neeto. And we are here at EXPCon in Miami. It is

Day 1. We are broadcasting for the Miami Beach Convention Center. My name is Ian Wheatley. We are streaming live at Real Estate onair.fm. We are also available on demand anywhere that you listen to podcasts. If you haven't heard, if you haven't been able to subscribe to us, you can subscribe to KGCI at Apple Podcasts, DZER, Spotify, IHR Radio, Audible, Amazon Music, Podchaser, for those of you that may be in the UK and in Europe, we are streaming around the world at Real Estate onair.m. and if you are looking to listen to us on demand,

we are available any time, anywhere you're listening to podcast, just key up a search for KGCI. And we are here at the Explorer floor. We are about, we're like one floor below where the general session is happening right above our heads here at the Miami Beach Convention Center. And Brian Carruthers, he is one of the keynote speakers at today's event.

He is on the stage right now. After he wraps up, we're going to be checking in with Holly Mabury. She is the senior vice president of brokerage ops here at EXP Real Team. And between you and I, she's got a special announcement that she's going to be making just for us. We're going to be bringing you that conversation that Holly is going to be having. And we're going to be streaming that to you live here at real estate onair.fm. And we're going to be publishing that obviously is a podcast.

But it's got some big news about the future, about the direction of KGCI Real Estate on Air. We're excited to be kind of excited to be a part of the general session. We're excited to be a part of EXP Con Miami, where we've been having a lot of fun. Catching up with some of our KGCI Real Estate on-air agent hosts that are doing some breakouts that are doing all kinds of things while we are here. We've also been catching up with many of our partners at EXP Realty that have been kind of around with us since we launched KGCI Real Estate on air just a couple of months of the go.

ZenList is one of them that have been around with. since the jump since we launched in a little more than six months ago now. We did launch with some incredible partners. Jesse Gilbert is from Zenlist. We're catching up with her here in Miami. So Jesse, take me out of 20,000 feet. What is Zenlist? Yeah, so Zenlist is a searching collaboration platform for agents and their clients. So we put everyone in the same space, give everybody the access to the information that they need, confidential documents, you know, requesting showings for your clients, everything that you and your clients could need and just put you in a same shared space so that you and your clients have a streamlined experience working together.

That's got to make life a lot simpler for a lot of people. I tell you what, if I had Zenlist when I purchased my home, it would have really radically changed how I thought about the process. Does make things simpler. So how does Zenless support EXP agents across North America? Yeah. So for EXP specifically, we hold all of EXPs on and off market inventory. So regardless of what state you're in, regardless of your MLS boundaries, any of those rules or boundaries that you're typically working within, ZenList helps to break those down so that you can see what EXP is doing across all of the U.S. and Canada.

You know, that is pretty pretty incredible. So we are here at EXPCon. We're here in Miami. It's been full of big announcements, KGSI Real Estate on air, announcing that we've got mobile apps for. for Google Play for your Android users, iOS, App Store, iPhone folks. Just search KGCI in that Google Play and App Store. You can download those apps now. ZenList also announcing some new access for EXP agents too.

Yeah, we've got a new name and some new benefits. So ZenList, formerly known as EXP Exclusives, is now EXP Access. And alongside that new name, you've also got new benefits. So in addition to all of EXPs on an off market inventory, you'll also have access to your local MLS data at no cost. This is a starter plan that EXP provides to all of their agents because they believe in the access that you need, giving you the inventory that you need to work very effectively with your clients. So we're really excited and we've heard lots of really good feedback about the new benefits coming out. It sounds a little bit like a holy grail of listings and inventory. Yeah, holy grail, one ring to rule them all, one app for everything you need.

That's kind of what our hopes and dreams are made of. It's awesome. So for an expe agent, how can they get access to all these new systems and all these new platforms? How do they get engaged? Yeah, there's no code word, no secret entry code that you need to enter. You'll just go to Zenlis.com, Z-E-N-L-I-S-T, or you can also find us in the app store or Google Play Store. and you'll just create an account. We'll recognize that you're an EXP agent, put you on that plan, no hurdles to jump through or anything like that, and you can get started searching. We've got a booth here as well,

so you can come, stop by, say hi, we can answer any questions you have and put some faces to some names along the way. Well, Jesse, sounds like it's going to be some fun. Thanks for checking in with us, a KGCI real estate. I know there's Jesse Gilbert from Zenlist with a bit of a big announcement. We've got some big announcements all in store. all morning long here for EXPCon. It is day two of EXPCon down here in Miami. It is day one of the general session. There's just been big announcement bomb after big announcement bomb after big announcement bomb to kind of keep up with it all.

We'll be checking in with some other folks from EXP Realty. Just to kind of give us the lay of the land of exactly what we're going on. And we've got some folks that have been kind of checking in with us here at KGCI, a real estate on air. It's been a lot of fun. And walking into the studio right now. we've got a we've got a glen bill is one of the hosts here at k gc i real estate on air and it's been a lot of fun so so glen uh what do you what are you doing you just kind of crash my studio brother how you doing

i figured that's what you wanted right let's go this is what pydon's all about that's it's right great you're doing a great job and we appreciate everything you're doing thank you thank you so so uh you where are you coming from from miami so i'm coming from the fountain blue but i'm in from Indianapolis. Okay. And been a great time at KGCI, and you guys are rocking and rolling, and I hope you're all enjoying the Get Attitude podcast. Yeah, and I was going to ask you, so for the University of Attitude, you know,

what should folks be keeping in mind when they're coming to an event like ExPCon? Right. So, you know, you get out of a convention, what you put into the convention. So if you want to come down and party, get drunk and be hung over, you're probably not going to get a lot out of it. Probably not. But you will get relationships, which could be good. So the bottom line is, you know, you want to show up with a purpose.

You want to have two or three people that you are dying to meet. You want to make it a point that you find like a Brent Gove or a Cliff Freeman or a Glenn Sanford. And you set a goal that, hey, I am going to sit down and meet with these people. And that will just make your convention. That one tip every time. I've been doing these for 35 years, right? And I always seek out. I have two or three people.

I want to meet. I go get them. I meet him and it's worth every penny that you spend. We're catching up with Glenn Bill, his Get Additude podcast streaming here at KGCI Real Estate on Air. We are day one of EXP on here at Miami Broadcasting Live from the Miami Beach Convention Center, which has been a lot of fun. We've had a lot of people just kind of, I've been calling this the fish bowl because everybody keeps poking in. But yeah, I mean, you know, for those of you that are KGCI Real Estate on Air agent host,

it's always good to kind of just kind of, I think I said in an email, I was like, I give you all carte blanche just to kind of pop by. And I'm not saying you guys are abusing it, but it's been a lot of fun to just kind of catch up with you guys. It's like a family reunion when you come to an event like an EXPCon here in Miami Beach at the Miami Beach Convention Center. For those that are like new agents. Yeah. I mean, because last night, I had a bunch of folks on the air just kind of from the little welcome to Miami party that they had. And so I was just kind of catching up with all these attendees.

and a lot of them were young professionals, a lot of them were newer agents, nearly every single one of them that I talked to. I mean, they went from like 50 breakouts here at EXPCon last year when they added in Vegas. Now they're up to like 104. They've doubled the amount of breakouts and everything they're doing. It's a much bigger event. But for a lot of agents, this is their very first real estate conference event of like its kind. What should those agents be thinking about it? This is their very very. first conference. Go back 30 years for me, Glenn. What should they be doing? Well, I think, you know, the EXP app is fantastic. Every single strategy session is on there. So get it scheduled.

It's right in your phone and go from and don't be afraid to go to more than one. So like there's, you know, five awesome seminars going on at one o'clock. Go in the first one. And if it isn't what you want, go to the next one, go to the next one, go to the next one. So bring a, of course, I'm totally old, a yellow note pad is what I used to do, write down, right, right, right, right, right, everything you hear. And then the most important thing, obviously, is when you get back, are you going to implement it? Right. You know, so the bottom line is, you know, soak in as much as just, as much as you can, squeeze the juice out of every person here. we got what six thousand brokers everybody has a million dollar story everybody has something that

you can learn from so keep an open mind keep an open heart be curious and just get after it you know and then implement two or three great ideas so that's what they should do that's Glenn bill he's got the attitude the the the get attitude podcast with the but there's an attitude university right yeah University of attitude there's a there's a whole thing he's got got he if he if you're looking for insights and expertise on and a great guy to pick a brain he's the guy Glenn bill thanks for checking in with us here kgc i real estate on air also have source of sales source of sales dot com how to sell 52 homes in a year if you want to sell 52 homes guys just get my stuff and it'll happen that's awesome great to see you my brother you're doing a great job

appreciate you Glenn bill host the good attitude podcast kgci i real estate on air i'm i i'm i Wheatley, we are taking you to the general session stage now where we're going to be checking in with the senior vice president of brokerage ops, Holly Mabry. Well, it's KCGI coming live from EXPCon Miami, Florida. I'm Holly Mabry. I'm your senior vice president of brokerage operations. It's new. It's now. It's next. It's buyers. How are we elevating? What does it look like? And with me today, I'm so excited for this. We've got the incomparable. and unstoppable from the great state of Florida, Beth Silverman, buyer investor strategist, multi-year icon, but not to be outdone from the great state of Texas because we all know everything is bigger in Texas. Mickey McDougal, multi-year icon, state pass chair

and current member of the National Agent Advisory Committee. Ladies, what's shaking? How you doing? Good morning. Happy to be here. Yeah, so, okay, buyer. There have been a few changes, couple. Now, Mickey, what I love about your business

is you are like 75% buyers and investors. But walk me through like a lot of folks were losing their minds this summer. How did you stay so calm and cool? What did that really look like for you? I always look cool, calm and collected. I have 75% business representing buyers because I teach everyday people how to build wealth

wealth by leveraging the housing market as the vehicle. So I've been doing this for so long, this level of work and value that I provide to my clients. There was no way that I was going to let a listing broker determine my worth. So I had to- Whoa, whoa, wait, wait, stop right there. Wait a minute. Like, for our listeners out there and everybody live, like, have you ever let somebody determine your value? I think back in the day, as a buyer agent, we were told. We were taught years and years ago that whatever the co-broke was, was just what it is. And a few years ago, there was this little market disruptor called COVID. And it forced me to level up my consultations. And as I leveled up the consultation, I brought all of my buyer clients into a written commitment,

and that is where I started getting my worth. Okay, so we see this market disruption that's COVID, And we all know that every time there's a market disruption, like if you can actually pivot and be the most agile, as Glenn says, the fastest, you gain market share. Mickey, you're doing things in Texas that are blowing my mind. So will you talk a little bit about what's going on in your business? Yeah, absolutely. So I'm primarily a heavy listing agent. And quite frankly, when August 17th was fastly approaching, I thought that's it. I'll never work with another buyer.

But now I'm having so much fun. We're representing the buyers, and I'm actually making more money and representing my clients more wholeheartedly and join the hell out of it. Okay, so you're telling me, like, from our speaker this morning, you got a little more soul driving down into how you're representing those buyers? Absolutely. I love this so much.

Okay, so tell me, as a listing agent, what skills did you bring over from the listing side to actually help you, like, dive, down into those buyers. What does that look like right now? So as a listing agent, I've always used the seller's estimated net worksheet to showing the seller how much he's gonna make.

And I'm still making that presentation because ultimately that's all a seller really was worried about, right? Like how much are they gonna put in their pocket? But now in representing the buyers, I'm also preparing a seller's estimated net sheet and presenting that with my offer. Asking. I was gonna say, why are you doing the other agent's work?

because I don't want the other agent messing things up. Wait, everybody write that down. Yeah, so you don't want the other agent messing things up, so you're going to assist them, you know, by giving them a little extra. Right. It's just one extra form. I ask them to call me before they present the offer, and I explain to them it's the normal fees.

You know, your escrow, your prorated taxes, all the things present my request of my buyer's compensation. show them what they'll net. I love this. So Beth, with investors, you are so focused and you've created this culture where people, because a lot of folks, they think investors are flighty. And you're not going to work with me without a written commitment. I'm monogamous, not monogamish.

At the end of the day, if you're not getting paid, it's just a hobby. So level up your consultation. COVID taught me to make all my consultations over Zoom. I was wasting time commuting, parking in gas. I was being interrupted by a barista or people coming in and out of the office. COVID taught me to take everything over Zoom and hit the record button so both people can be present. I added an AI bot, and then COVID also taught me to take my consultation packages digital. I was wasting a lot of money, branding, printing, generic buyer, seller, investor packages.

I created a knowledge-based library filled with Google Docuctor. and videos, and during that Zoom consult, I use the chat box feature to drop all of the links, creating my value. At the end of the consultation, I bring the client to a written commitment. Because of the fact you said you want to buy your first income property, I recommend signing my exclusive buyer-broker agreement so that I can counsel and advise you on the properties I specifically curate to help you achieve that goal. And if that sounded like it rolled off my tongue like your Starbucks order, it's because I have time on task practicing the scripts so that I'm so confident and comfortable getting this client to sign.

I love this so much, right? Give it up. Because so many times we're afraid to sound scripted. Anybody afraid to sound scripted? It's okay. This is a friendly group. What I will say with you this is, Beth, how long did it take you to get to that point where it was like a Starbucks order? So I've been leveling up my Zoom consult since COVID. So it's been four years. And the knowledge-based library, just I keep adding to it. Because there's a big difference between a first-time buyer versus somebody who's buying their fifth Airbnb with me.

So all these little knowledge-based docs that I've made, my latest one is called What in the NAR? And it's a great story that explains commission versus decoupling and negotiating our compensation and why now is. the most exciting time to buy with me as your agent. I love that. Anybody want to just give her the money right now? Like let's just make this happen.

So Mickey, you're in Texas, wildly different market from Tampa, right? Like you're out in West Texas. So folks are doing stuff on a handshake and life changed. Right. What does that look like right now? Is your consulting, maybe we're working with buyers pre-August 15th and now they're coming back

and being like, hey, I'm ready. What does that look like right now? Right. Actually, I had that exact thing happen. Holly, I have a buyer who was actually under contract in April. And for whatever reason, they backed out. And they said, we'll call you later this summer. I said, okay, but there's some changes being made.

And you might have to pay my buyer agent compensation. Just keep that in your back pocket. Well, sure enough, I believe they called me on August the 15th. I'm like, really? So it gave me the perfect opportunity. to have that conversation with them. I said, look, my compensation, my fee is 3.4% of your sales price. I'm going to ask the seller to pay that, but in the case that they don't, that's going to be added to your closing cost. He said, okay, cool. So we go and make an offer. This was August 17th,

August 18th, and I presented my offer with my buyer compensation request of 3.4%. I called my lender I said, look, hear me out, trust me. I need you to write up their cash to close worksheet, but I need you to add 3.4% to their cash to close. He says, you can't do that, Mickey. I said, trust me, I'm going to teach you how to be the hero. Put it in their cash to close. So we make the offer.

I show it to my buyers and say, this is how much cash you're going to have to come up with. Are you ready? He says, yes. So we made the offer. The seller did not agree. to 3.4%. They agreed to 2.5. So I called my lender, said, change the cash to close, take it off from the 3.5%. I need you to add 1.9%. He's like, what are you doing? I said,

just do it. So he gives me the cash to close worksheet. I call my buyer, said, guess what? They accepted your offer, and you get to bring $7,500 less to closing. Boom. who's everybody's hero right now. Right. Is that something you can do? I want you to think about your favorite lender that you're working with with buyers right now because what Mickey just did was an absolute masterclass on teaching a lender, helping them understand, but then also walking a buyer through.

That's just brilliant. Okay. So there you are. You're having this conversations. What did the listing agent do? Oh, he's pissed. So the settlement statement comes out. We're actually closing on November 1st.

And he goes, there's been a mistake. You're making $7,500 more than me. I told you my seller's not going to pay that. And I said, no, my buyer's going to pay the difference. He goes, you can't do that. I said, I just did. It's not bad to be Mickey McDougal today. I'm just saying.

So, Beth, I'm looking at Florida, and you all have had a series of crazy storms that have impacted your market. How are you staying solid given everything going on around you? I need a roof and a car, and I will tell you that the reality is that every single moment is an opportunity. The market keeps moving. The market, no matter where we are in the cycle, the market doesn't care about a lawsuit or gnar or a settlement. The market doesn't care about inflation. The market doesn't care about two back-to-back catastrophic hurricanes. The market is always moving forward. So if you don't take the time to level up and sharpen the tools in your toolbox, you will fall behind. Historically, after an election, prices go up, interest rates

come down. There will be an increase in buyer and seller activity. Are you going to be ready to capture the market share? If you're sitting out there, And maybe you're hovering in the back and you're thinking, maybe I'm not as comfortable as I need to be with the scripts, tools, with the dialogue, with the conversations. I invite you to commit, recommit every single day to getting comfortable and getting great at the things that right now seem a little scary.

How do we dive in? Agent Toolkits, your state brokers, your leadership team, your mentor, ask a buddy. This is EXP. Help is the push of a button. Isn't that the truth? Right. It's not the truth.

I love that. Okay, so you're talking, the election is next week, right? We're days away. You're talking about all of these things. So what action step would you recommend to somebody? What do they need to walk out that door and do immediately? What is one thing? You've got to get your agent, the toolkit.

Can we put that link up if you guys don't have it? Every single resource you need to start learning is in that toolkit. we would be remiss if we didn't thank Holly, Leo, Kendall Bonner, Beth Adams. The insane leadership that we have been given through this transition is remarkable. Yeah, for sure. I love that.

And so for those of you who are like, what toolkit is she's talking about? This is the expe.com forward slash buyers or exprilty.com forward slash sellers. I other of those will take you to the toolkit and that will allow you to download. a customizable buyer broker. We've also got videos that you can use. We've got scripts, we've got trainings, we've got things for your, both your listing as well as your buyer packet,

and Mickey's net sheet, we've got one for buyers and one for sellers, all there for you. Yeah. So Mickey, as you look at your business, what is something that you would say, anybody walking out that door today, they're at EXPCon the next two days, what is something that they should go learn, understand, or who should they seek out? Well, I think really, if I could sum it up in one thing, it would be, and write this down if you're taking notes, is E plus R equals O. Okay, the E is the event. Something happens.

Something's going to continue to happen. R, how you respond or how you react is going to create your opportunity or your outcome. So your mindset is so important. And diving into these classes and learning the scripts or use the word decouple, It makes it so easy. So E plus R equals O. Use the net sheet, plug in. That's all it takes.

I so love this. Now, in our closing minutes together, we're in the great state of Florida, and I know that Florida's been kind of ground zero for shenanigans. Is that okay? Can I say that out loud? Troublemakers. I mean, I'll say it. It's shenanigans.

So one of the things that's been happening is, folks, and stop me if you've heard this, agent calls and says, hey, how much is the offer of compensation on your listing? And you say, you know what? Go ahead and put it in the offer, and they're like, oh, I'm not going to show it. Anybody had that happen? I'm sorry it did. This is what I'm going to say to you. You're doing the right thing. Don't stop. Take care of that seller. Don't stop, because this is the opportunity. So Beth, you have that happen. buyer calls or buyer's agent calls and says, hey, I'm not going to show unless you give me the compensation up front. What do you say? How are you overcoming it?

In this case, it was the listing agent. Yeah, yeah. I am not going to submit your offer for compensation. And I was like, that would be like me not submitting an appraisal contingency. What do you mean? It's in writing. And I said, listen, I want to tell you how this is going to end. It's going to end because your seller wants to sell and my buyer wants to buy.

So if we know there's a happy ending at the settlement table, let's reverse engineer this together. Let's get this done and help our clients to the best of our ability. I want to say to our agents, communication is key, but communicating with compassion to the agents on the other side who don't necessarily go to EXP and don't have access to the training and tools and dialogue that we have. I was in a class with 2,000 realtors taught by far, and they did not teach the seller to buy a broker compensation. sheet at all. And if I were an agent like I used to be at a 100% boutique brokerage, I would have thought that that was bond. So have compassion when you're talking to the agents on the other side. This is a chance not just for market share, but for us to show all of the agents at the other brokerages, Y-E-X-P is where the pros go to grow.

It feels like a mic drop. I mean, we're not rappers like Glenn, Wendy, and Leo, but, you know, we're working on it. So, Mickey, I'm looking at Texas, right? And Texas has updated their forms. Florida's updated their forms. What are some of the things that you're seeing as a heavy listing agent, right? What are you saying to folks on the other side? So if I'm a buyer's agent, how am I negotiating with you? Do I need to call? Like, what does that look like? So I'm getting a lot of those phone calls asking what the buyer agent commission is or compensation. And I'll tell them, just put it in the offer. You know, if we go, back pre-August 15th and an agent calls you and says, well, your seller pay $10,000.

What do we say? Write it up. Right? So that's essentially what I'm saying now is when they're asking for that. I'll say, you know, put what you want. I'll present it. I'll use the net sheet. And we'll see what happens.

And that's the way I present it to my sellers. My fee is 3.4%. Here's all of your fees again. Are you okay with walking away at the $18,000? $39,000. And if that other agent's asking for three, four, 10, whatever, and the numbers make sense to the seller, then they're going to accept it. But I'm not going to go out there and tell the buyer agents what's going to be paid, because if you're not as strong as an agent as I am, you might submit that offer with asking only 1%. And now I'm the hero again to my seller.

I love the hero in this story every single time. Okay, ladies, in our closing minutes, what things do you want to make sure everybody in this room knows? Everybody watching online, what do you want to leave them with? You have to know your worth. You have to be able to speak about the value that you're bringing to the table. So if you haven't checked in with yourself recently and said, well, why am I worth this amount? And how do I level up my skill set to double that? This is an opportunity to earn more per transaction than you ever have before.

And when that happens, call me and I'll help you buy an income property. Right. All right, Mickey, you're up. Tell us something great. Just same thing. Plug in. Guys, we're with such an amazing brokerage. It's life-changing if you'll let it be life-changing.

You've got to plug into our leadership. Let it change your life. It'll happen. Truly. Guys, thanks for being here. Thanks for investing in yourself in your business because nobody can do what you can do as well as you can do it. That's KCGI.

We're out. Please welcome the founder, CEO and chairman of the EXP World Holdings. KGCI Real Estate on Air. I'm Ian Wheatley and we are broadcasting live from ExPConnie in Miami. It's always a pleasure to check in with Holly Mabury, the senior vice president of broker jobs here at EXP Realty. It's always a blast. It's always a lot of fun. And we are here and we are keeping ourselves busy. We've been checking in with a lot of our award-winning agents and hosts.

We've been checking in with a lot of our KGISA real estate on air agent hosts that find themselves on double duty here. They're here as attendees, but they're also here. They're doing their presentations for breakouts. And what is really exciting is, you know, as Holly was mentioned, a little while ago, you know, we have this situation, like we're dealing with these, this post-star settlement negotiations, you know, how do we dealing with this? You know, I think every agent has a, has a mid-late August story of how they had to kind of maneuver. I know I had a situation where it was the funniest, it was the funniest thing in the world is I had written up a contract. I had put in my, I had put in my apples, my number of

apples that I wanted, the seller to, the seller to pay for. And it was really, really funny because the seller was not unwilling to give me the number of apples, but wanted to do a concession. The number all worked out on the day. But, you know, it's interesting as they were all talking about in that last panel, you know, one of my big key takeaways was you got it as an agent in today's market. If you want to be, if you want to be successful, you need to understand. how the intermachinations of a actual execution of a closing works. You need to know what a lender has the capacity and the capabilities to do. You need to understand what your buyer is able to do.

What is their cash to close look like? These are all really important conversations that you need to be having with buyers ahead of time. And also communicating to sellers. You've got to communicate to sellers from a net to seller perspective. If you're not communicating with a seller on a net to seller perspective, you know, it can be absolute bedlam. And it can be one of those situations where you have absolutely, you know, you can have a situation where you underserved your seller. And that is not so good if you're, you know, you're trying to be providing those fiduciary responsibilities.

If you need more expert insights on any of that conversation, that whole, that whole conversation that Holly was having moments ago that you heard here streaming on KGCI real estate on air, that's going to be published at real estate onair.fm. On demand, you can listen to that anywhere you listen to podcasts, Apple Podcasts, or Spotify, IHeartRadio, Audible, Amazon music. We are on all of those podcast platforms. Also the big announcement here from ExPCon in Miami Day 1 is the brand new introduction of the KGCI Real Estate on Air mobile apps. So we've got real estate business building principles that transcend borders. You can download KGCI Real Estate on Air's mobile apps now from the App Store or Google Play and take our real estate insights from all around the world with you anywhere that you go.

We got the answers to those questions anytime now, anywhere, which is awesome. You get to download the new KGCI Real Estate on Air mobile app. Again, that's for iOS. All your iPhone users, go to your app store, search KGCI. You can download that podcast right now. You can download our new mobile app now. for those Android device users, you know, we respect you. We respect your tenacity to stick with Android, okay? We're not forgetting about you. We're not leaving you in the dust. Go to the Google

Play Store. Search KGCI. Download that now. And you can get all of our real estate business building principles, all of the insights, everything that you have come to lean on KGCI real estate on Air 4, whether that's our radio stream, whether that's our podcast, because you prefer to do it on demand. So 50,000 of you have already learned. learned the how to leverage our on-demand podcast for real estate business building principles and practices. That's all there for you. It's all now in one place over at KGCI Real Estate on Air. Search Real Estate onair.com. I subscribe wherever you listen to podcasts or now available at the iOS App Store and on Apple Play. We've been catching up with many of our

real estate on air agent host. Sarah Delensig is one of them. Her podcast is her podcast is heard here on KGCI Real Estate on air. It streams on Wednesdays. It's called Keeping It Real Estate. She is an ISA by background. So it's kind of interesting kind of getting the different perspective of real estate from, you know, someone who doesn't, you know, being an inside sales agent. So, Sarah, thanks for checking in with us here at KGCI Real Estate on air. We appreciate you. I know you're busy because he got this panel. It's called Now Sellers, FISBOs, and Expired. I guess, Sarah, can you cruise me up to 20,000 feet and let me know, how do you characterize a now seller? Great question, Ian.

Well, a now seller is somebody that's ready to sell now. I mean, that's very simplifying it. But, okay, let me give you an example. Somebody that you call up and they're like, yes, you know, I want to talk to someone. I am actively trying to buy something else or get out of this home or downsize or something, you know, along those lines or move back to family, whatever the case may be, They're giving you the information. They're happy that you're talking to them. They're communicating back and forth with you.

And they are, you know, answering your questions, reciprocating everything. You're bringing that kind of thing. So a now seller is somebody that is ready to sell that is communicating with you and giving you the information that you need in order to help them facilitate that. Now, I'm thinking about some newer agents because I'm thinking back even in my in my first couple of months in real estate, sometimes when you come across a hot buyer or a hot seller, it's a different process than that nurturing the relationship that comes with clients that are maybe not quite so hot or not quite so ready to either buy or sell.

So in your day to day, when you're dealing with these now sellers, these hot sellers, what does that look like? So that is a great point. Honestly, totally different. I mean, there's a difference between an internet. that you're going to nurture for eight months and send, you know, CMAs to and somebody that is, you know, a Zillolid that calls you out of the blue, right? Or out of the blue. I'll use quote, out of the blue. But as far as for me, I make about 100 calls a day, my team and myself and, you know, and, well, I personally make about 100 calls a day, but my team also does.

And we call all kinds of different things. But for me and what I want to focus on with expired, for me personally, it's really important to have a reason to call an expired or a physical. But mainly personally, I look at expires. And I will be honest with you. I wasn't the biggest fan of it in the beginning because I didn't have a reason to call. And then somebody who's on this panel with me, my client and friend, Wendy Goss, convinced me to actually give it a shot because she was sending these beautiful luxury markets. packets to expired luxury, you know, sellers. And they, their homes expired.

She did all this research. She has an amazing team that would put tons and tons of money and time and effort and energy into sending these lovely packets out through the help of EXP luxury and everything like that. And then I had a reason to call because she was FedExing these packages to them. And so my day to day was literally, well, and still is calling them and saying, hey, did you get that package, what you think of it, you know. And so I'd be like, hey, this is Sarah with the Wendy Goss Real Estate Team in Las Vegas. Now I say luxury real estate team, but back then I

didn't. Now I said luxury. And then I say, hey, you know, it looks like you had your home, your Las Vegas home on the market or whatever city it's in on the market at one point. And it's in its sell. Just wondering, we sent you a FedEx package that had some info about it. If you're thinking of re-listing, what did you think of that? Did you happen to get it? And usually they're like, yes, it was really beautiful. It's sitting on my mantle. I heard that multiple times. No joke. And they'll be like, hey, you know what? She's on my radar. She's somebody I'm going to call or they'll just go into it. But like a now seller is the person that says, absolutely, I just got it. It's brilliant. I want to talk to you more about it. And my value proposition from

that point forward is actually what Wendy's qualities are. So I'm going to like hype up my girl right now because. Yeah, Wendy Goss is incredible and she's the inspiration for why we're speaking at Expe's Pond together because she got me out of my comfort zone. I did not want to call Expires and then I did it and it was brilliant because of the way that she did it. And so with her help, we have built something that works really well. And I hype her up because she has a YouTube channel and I will send the videos and I will send them the stuff to show them.

This is what it looks like if we market. your home. This is what you can have too. And you can get 500,000 eyeballs on that home because she has done that with her YouTube channel and she has over 500,000 views on one of the homes that she has since gotten out of this process. So she's her former average sales price was like I think right around 500K and since she started doing this process, which is I think it's been exactly a year now. She's listed

over, I want to say over a, well let's just say it's got to be like $100 million because we're talking like mini. Yeah, we're talking a lot of luxury homes that are high, high end high price. So I don't want to misquote though. So you guys will have to follow Wendy to think. Sorry, that was long explanation. That ain't so bad. Sarah DeLancic, she's with keeping it real estate. You hear that Wednesday's here on KGCI real estate on air, catching up on her panel that she's on here at ExPCon in Miami about now sellers. Sarah, What I hear you say in here, which I think is really important, and I think it is the key to the success, you're not following up for the sake of follow-up. You're following up to provide value.

And having that value makes for a much more natural conversation with these sellers. It's all about the way you approach it. But, you know, so I try to just have a normal conversation. I'm not being salesy. I'm not trying to manipulate them. But I have a reason to call. And I think that is the only reason. that I personally am doing it and doing it well.

Well, we appreciate you. Sarah DeLancig, our little, our insightful, inside sales agent. Thanks for checking in with us here at KGCI, Real Estate on Air. Happy Monday morning. My name's Ian Wheatley. We are broadcasting from EXPCon in Miami. We are broadcasting live from the Miami Beach Convention Center. A general session is happening now.

It is going to be going on for about another 15 or so minutes. We did check. We did be, we had the opportunity to check in with Holly Mabbery from the General Session stage. She's the senior vice president of Brokra Jobs. If you miss that, they were diving deep on some of the PostNAR settlement. And some of the key things that I gleaned out of that whole conversation that Holly was having from the general session stage was how important it is to,

be an effective negotiator. And it seems like such an understated part. And you heard a little bit of it as well from Sarah just a few moments ago here on KGCI Real Estate on Air. How much it really does matter to have effective conversations, to be an effective communicator. And what all of that entails. And so that way you can not only just advocate for your clients effectively, but also you can also advocate for yourself effectively, right? If you, you need to understand all the different facets of how you get to a closing table, right? So you go from conversations to conversions to closings, all those different things in the middle that you need to know. It is highly important. The other little bit of news that's coming out a general session here at EXPCon in Miami is KGCI

Real Estate on air. We got ourselves some mobile apps, which are really excited to announce to all of you listening at real estate onair.fm or listening on demand wherever you listen to podcasts. We were taken our real estate business building principles that we provide to you anywhere that you are going. We've always been, since we launched in February, we have been providing that around the clock streaming, the delivering of the valuable insights, the strategies, the industry trends, the real estate professionals like you, anytime, anywhere, we've just been giving it away. It's always for, free at real estate onair.com. It remains free. But what's also really, really important is,

you know, we've been able to connect with you with many tens of thousands of you through this stream. But very clearly, there was, there's a need for the on-demand presence. And there's a need for this content anywhere, anytime, wherever you are. You need the access of this content. And a lot of you have been able to subscribe to our podcast. Some 50,000 of you have downloaded podcasts at Real Estate onair.com or on Apple Podcasts, Spotify, D's, or IheartRadio, Audible. You know, we are everywhere that you are. But the feedback I was hearing from a lot of you was we want to be able to integrate to the car. We want to be able to integrate to Android Auto or we want to be able to integrate into Apple Play.

We want to have those same integrations that we've come to rely on for a lot of the different apps that we use in our day-to-day lives. And so I took that to heart, and we've developed a couple of robust mobile apps that are going to allow you to do that. So whether you are a KGCI Real Estate on-air stream listener or whether you are listening to our content on-demand anywhere that you're getting to podcast, and all you have to do now is search KGCI in the GCI. in the Google Play Store or the iOS App Store.

You just key up a KGCI search, and what you're going to get there is you are going to get access to our real estate on-air mobile apps. It's going to allow you to stay ahead of the curve with our app. We get unlimited access to the daily podcast, the 24-7 streaming, the exclusive content from the top-producing agents all across the country and all around the world. So you can download that on iOS and Android,

and you can take KGCI Real Estate on Air with you, everywhere you go. So many of you were looking to keep that daily motivation for the real estate strategies on the go. The mindset motivation Monday has been a big part of what we've been doing here at KGCI Real Estate on Air. So we've been really excited to get those mobile apps announced to you, get those podcasts all in one place, on demand anytime, anywhere you are, get that 24-7 real estate onair.fm. stream with you anywhere that you are and just has been a bit of a labor of love and we've been excited to partner with the expe realty to kind of get that announced and pushed out to all you'd be getting today. So search KGCI real estate on air

iOS app store or at Google Play. So we are expecon Miami Day 2 here at real estate onair.fm. They are winding down the general session. They're going to be wrapping that up in the next 10 or so minutes. But what have we been doing here? Well, we had an opportunity to check in this morning with Leo Perea. He is the CEO of EXP Realty. Tomorrow morning, we're going to have a opportunity to check in with the founder of EXP Realty and the chairman and CEO of EXP World Holdings, Expe Realty's parent company, Glenn Sanford. And we're going to kind of pick his brain. What's it kind of exciting, there's been a little bit of a birthday celebration here at EXPCon in Miami. uh, EXP Realty moving, uh, moving to fifth. They're 15 years old. All right. They got the, uh, I guess,

is that a kinseniera? So they're celebrating the kinsenera here at expe realty. And it's been a lot of fun. Um, but, uh, but Glenn Sanford has been a very interesting character in real estate. Uh, some of his insights and some of his expertise and sort of the ideas that he has and how he's been able to build and realize those ideas, uh, from a tech perspective. Um, he's, he's a very insightful, a very interesting man. So we're looking forward to that conversation. We're going to be having with him tomorrow morning as part of our coverage of EXP Con Miami Day 3 here on KGCI Real Estate on air. We had the opportunity to check in with Nolly Williams, Jessica Dieto, Jimmy Nelson, Chris Craddick, Sarah DeLancig, and some other of our KGCI Real Estate on-air hosts that are presenting in breakout

sessions. So one of the big changes of EXPCon event from this year, maybe from last year, is they've doubled the number of breakouts and sessions that are happening here. And that's been very exciting. So another gentleman, I'm hoping to kind of pick his brain in a little while is the chief learning officer of EXP Realty. His name is Brian Ellington. He runs what they call EXP University. We're going to kind of pick his brain.

They've got some new programs available for newer agents or underperforming agents. It's called Fast Cap. It's very exciting, highly interesting stuff. And some of the success that they've been having out of that program. So we're going to pick his brain about that. But we're also going to kind of chat with him a little bit, get a little bit more insights on kind of what it took to kind of get this event to what it is now with more than 100 breakouts and panels.

And just kind of what is the process? What is the structure around that? You know, that really does matter. We're also going to have another conversation with Jessica Nieto and Ruben Garcia. They are both KGCI real estate on air agent hosts. And they have won some awards here at this year's EXPCon in Miami. Ruben was awarded the Mentor of the Year Award, and that was really excited. So we were really excited for approving by Rubin there on social media, but also just

Gennieto, she was named the icon agent of the year. So we're going to kind of chat with both of them. What is the difference between what is a mentor, what is an icon agent here at EXP Realty? And we're going to kind of, I think what we're going to find with the conversation with both of them, both Sarah and both Rubin is kind of the, it's not so. much about what is their real estate production looking like. But it's more of a conversation about what is their investment into agents and the time that they spend investing into agents here at ExP Realty. And it's a level of support that I, that's what strikes me as interesting

about my time in being at EXPCon and my conversations that I've been having with these attendees is what strikes me as so, is so shocking in a lot of ways, is the, is the high level of support that the agents have had here as being an EXP Realty generally, but they're also the highly engaged agents, right? You know, not every agent attends the conferences of their brokerages, or they don't attend the big, the big industry conferences. Not every agent does that. But the agents that do are often the ones that are most engaged, but hearing the insights

and how these agents have been supported, you know, whether they're the first couple months at EXP Realty, their first couple years, or whether they, you know, maybe they've been, they've been around since, since EXP Realty was founded some 15 years or so years ago, it's interesting to kind of get a, get a chance to catch up with some of these attendees. So we're going to be some more of those conversations that we've been having with our conference attendees here at EXPCon. So I'm Ian Wheatley. This is KGCI, a real estate on air.

And we have been having an absolute blast, just kind of catching up with, some of our hosts and some of the, uh, expe realty leadership. So looking ahead until tomorrow, what we are looking to do is we're going to have that conversation with the, uh, the,

uh, the founder of the expe realty, Glenn Sanford. We're also going to be having some conversations with some more of the production award winners. And, uh, one of the gentlemen,

uh, that will be having a conversation with is Roland Lelkis. He is the, uh, because I got to be honest with you. So my, my real estate business is, is,

is, is my, business is residential. Okay. And the, the most exposure that I've had to residential is doing commercial residential deals. So the whole like commercial real estate thing, it's like, it's so foreign to me. So we're going to catch up with Roland Lowellcus. We're going to pick his brain on what it takes to be the third highest producing commercial agent here at EXP Realty. So what is, you know, what is the gumption that you got to have to be a commercial real estate agent versus a residential real estate agent. What are the differences between the residential and commercial and what does that support look like? What do those systems look like?

I am going to pick this man's brain because I have been, I'm highly interested, not personally, but I am interested to kind of pick the brain of what are those similar systems look like, right? Are there analogous systems that a residential real estate agent builds to scale that a commercial real estate agent builds to scale. So I think that's highly interesting stuff. And I think that we're going to have that conversation oh, tomorrow morning right around 9, 45, 10 o'clock, if you want to set the announcement,

set that alarm on your phone here at KGCI, Real Estate on air. So that's going to be the conversation we're going to have with Roland tomorrow. We're also going to take the time to speak to John Scalia. John Scalia, it's impressive to win one award. It's probably more impressive to win two awards, right? John Scalia is the top individual agent at EXP Realty. I've come to call him the undisputed heavyweight champion of EXB Realty. He's number one, he's the number one individual agents in units, and he's the number one individual

agents in volume. So he's going to be sitting down to share his harder and wisdom with us. We're going to have that conversation probably sometime around 1015 tomorrow morning here at KGCI real estate on air. We're also going to be having some conversations again with our KGCI real estate on air hosts. Carrie Sovey, a host of everything they never told you about real estate. That streams Thursdays here on KGCI Real Estate on air. Didn't quite have the opportunity to connect this morning with her because, well, quite frankly, I don't want to say she was too busy for us. not fair. But she's busy. She was up on the general session stage. She was up, she was doing a panel with Bill Stringer. They are both AI experts for what's going on here, particularly for

their AI experts for real estate business owners like you and me. And so we're going to have an opportunity to catch up with Carrie Sovey. She's going to be doing a panel tomorrow on how to leverage AI. We're also going to be catching up with a go-go-Bethke on agent attraction. We're going to kind of get her take on. There's a lot of conversations about this thing called agent attraction here and Rev Share here at EXPCon in Miami. So we're going to kind of get Gogo's take on that. Gogo is heard here Mondays on KGCI Real Estate on Air Mindset Motivation Monday. She speaks in her podcast, Gogopreneur. She speaks to some absolute titans of the real estate industry. And then Juan Carlos Baranacci. He's the host of the Gold Bar

podcast. That's heard Wednesdays here on KGCI Real Estate on air. He's doing him. What's blown my mind also about EXPCon here in Miami. We're in Miami, right? So there's a very international feel that's happening. But there's also a very international presence at this year's event here at EXPCon Miami. So we're going to be checking in with Juan Carlos Baranacci. He's going to be doing talking about some of that agent attraction too. But his panel is all in Spanish. Don't ask me to try to pronounce it. I'm going to have a heart. I'm going to butcher it.

I don't want to offend anybody, but that's what we're going to be talking with Juan, Carlos Baranacci. So our coverage continues here from EXPCon Miami. We are rolling in next to our mindset and motivation Monday here on KGCI, Real Estate on Air. Our live broadcast kicks off tomorrow morning at 9.30. I'm Ian Wheatley. This is KGCI, Real Estate on Air.