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

Episode Date: October 29, 2024

In our Day Two broadcast from eXpCon Miami, we explore insights from eXp Realty’s powerhouse lineup. Hear from eXp Founder Glenn Sanford on 15 years of innovation, ICON of the Year Jessica Nieto on achieving success, and AI expert Carrie Soave on leveraging technology. We dive into ‘Agent Attraction’ strategies with Connor Steinbrook, Gogo Bethke, and Juan Carlos Barreneche, exploring how to build thriving teams. Also, learn how branding has fueled Kenny Truong’s #TeamFast to record-breaking production volume at eXp Realty. 

I feel like counter programming. This is KGCI Real Estate on air. I'm Ian Wheatley. We are broadcasting live from the Miami Beach Convention Center. It is EXPCon day three. And we are having an absolute blast. It is the second day of the general session. It is happening now. The floor above us. Let me set the scene for you for where we are. For those of you that may be here at Miami with us for EXPConn, 24. We are at the Explorer Floor. It's where you walk in over to our right. We've got the brand store further down to my right. We have what they're calling the keynote stage. That is where the keynote speakers have been making their address. But we're in what would the Expo Hall. I can see a couple of our friends over from America's preferred home warranty, blended senses here. We've got

utility connect here as well. Some of our longtime partners here that have kind of been with a KGCI Real Estate on Air since the, since the very beginning, for those of you that may not know, this might be the first time that you're tuning in to KGCI Real Estate on air. You might be walking by the Explorer floor here and me right now, or you might be checking this out on-demand, anywhere you listen to podcasts, Apple Podcasts, D, or Spotify, IHeart Radio, Audible, we are available, KGCI Real Estate on Air anywhere that you are listening to podcasts. But a little bit about us, we are 24-7-365. We are providing real estate agents, those real estate. real estate business building principles that transcend borders, whether you're the U.S., Canada.

We've got agent partners in South Africa in Australia. So we are across the world. We are across multiple continents with the real estate business building strategies and insights that you need. So for the real estate professionals that don't want to miss a thing, we announced yesterday here at EXPCon Miami, that the KGCI Real Estate on-air mobile apps are now available. so that way you can get your go-to expert advice, daily podcast, live streaming, download it now at the app store or Google Play, and start listening on the go. Many of our real estate on-air listeners, what they were asking me for is they were

saying, they had said, you know, Ian, we love to take real estate on air with us in the car as we're on the go. But the problem is we got to like download the podcast to our phones. It gets super clunky. You know, the stream gets a little jumpy on the web browser. And so I said to them, all right, so if I, if I, were able to develop you a mobile app that integrated perfectly with your Apple CarPlay and Android Auto. Would that be better for you? And there was a resounding yes. And so that was the very

backbone of our app. So it takes our streaming. It takes our, you know, I think we're at like 1,500, 1,500 podcasts available on demand anytime at real estate onair.fm. Well, if you download our mobile app search KGCI in your iOS app store or on Google Play, you'll be able to download us take us anywhere you're going. So if you're looking for that daily motivation, if you're looking for those real estate strategies and download that KGCI, Real Estate on-air mobile app today, expert advice, daily podcast, live streaming. It's all right there for you. Real Estate onair.com. I'm Ian Wheatley. I'm the radio manager here at KGCI Real Estate on Air. It's my absolute pleasure to be around with you, to be here with you at the Miami Beach

Convention Center for day three of EXPCon Miami. We've got a lot to get to today. We have a lot to get to today. So we're going to be checking in with the man, the myth, the legend, the founder, the chairman and CEO of EXP World Holdings, Mr. Glenn Sanford. He'll be joining us in about 20 minutes here at KGCI Real Estate on air. We're also going to be talking with some of the award winners from this year's events. Jessica Nyeto, she is the icon of the year award winner. So we're going to kind of find out what is an icon agent? What does an icon agent do? What does that mean? what was the community involvement required to be the icon agent of the year. So we're going to learn from her insights and her hard-fought wisdom.

That's going to be coming up here on KGCI Real Estate on air as well as some of our other agent hosts. One of them is kind of a big deal here at EXB Realty. Carrie Sovey, everything they never told you about real estate. That streams Thursdays on KGCI Real Estate on air. She has been busy. She's been running all over EXPCon here in Miami. Carrie, thanks for checking in with us. Are you doing your best to stay hydrated?

I'm trying to stay hydrated. It's been a whirlwind. So you were up on the general session stage yesterday. That must have been exciting. Yeah, it's always exciting to do the main stage, right? Because you have the most volume of agents. It's also a little bit free. What most people don't know about me, Ian, is that I'm terrified of public speaking, which is hilarious because I literally do multiple stages sometimes a month. So I always get nervous.

Well, here's the thing. I don't believe that, but I can I can empathize with that. I think I get, I would still get nervous. You know, there's always a little bit of nerves, performance nerves. That happens. that's okay. You're not alone, but you overcome it. So I wouldn't say that you're afraid. You're great. Thank you. Thank you so much. So coming up today, you're doing a solo breakout session on leveraging AI. And you've kind of, you found yourself this niche of being the go-to AI expert for all of us here in real estate. And it does blow my mind a little bit. bit. I was thinking about this. Like, it was probably what, 18, maybe 24 months ago was the first time I used like chat GPT to write a listing description for a property. And my God, how much has changed in that period. It's, it's a bit mind-boggling. Yeah. And it's always advancing. So luckily, I'm no

longer trading anymore. I'm referring my business out because keeping up to date is literally a full-time job. I can believe it. I don't know how you manage it, to be honest. It's a lot. Yeah, there's actually a really exciting update. Dev Day happened about a month ago. That's the event that OpenAI puts on every year where they make their biggest

announcements of the year for AI advancement. Just you know, OpenAI is the owner of ChatGPT. So what they announced this year was AVM APIs and advanced voice mode APIs. And an API is what a developer would use to connect their technology. So in layman's terms for all the realtors out there, what we have coming is a tsunami of two-way voice-activated AI tools, to put it simply. So all of our AI tools are now, to type in to get what you want, right? They're all going to be two-way voice activated.

I say something. It says something back to me. How cool is that? That, you know, as a radio guy, I can see some pretty practical uses for that. Right? You should talk, Ian. Well, here's the thing.

And then, you know, alternatively, I mean, I think that's probably some of the limitations where people that are building and, you know, leveraging and building systems around AI to do different parts of their business, that really does solve a lot of the current challenges that agents have in, okay, well, what happens when somebody wants to be off text? What happens if somebody, if you need to nurture a client and an agent probably should be picking up and doing that themselves? But, you know, if you're having an assistant do it, this sounds like it might be a great alternative.

It is. In fact, there's a new tool releasing at the beginning of December. I'm going to be talking about it during my one hour session, an hour with Carrie. I managed to not fall asleep. No, I'm joking. I'm going to be talking about it there. And it is a voice activated assistant that can perform tasks for you. That's incredible. That's how far we're coming. Isn't it a wild? Incredible. Again, two years ago. Oh, all right, I guess let's get the listing description. We're chatting with a Kerry Sovey, co-host of everything they never told you about real estate, heard Thursdays here on KGCI, Real Estate on air. Carrie, let's talk a little bit about that panel. You've got another panel, the presentation that you're given the breakout session.

It's an hour long. It's about leveraging AI, I guess, pull me to 20,000 feet. How could an agent leverage AI in their business? You can use AI in every area of your business. And my mission today is to give you all the tools you need to do just that. When we think about AI, we need to think about it as leverage. It enables us to use it in a way that saves us time and saves us money and allows us to scale. Like that's that's very rare as realtors we are very lucky this is the only business that anybody can start with blood, sweat, and tears and zero financial investment.

However, once we get to a certain level in order to scale, we've had to sink tens of thousands into our business yearly, let alone, sometimes monthly, depending on how much you want to scale. So just by hiring marketing teams, hiring and starting lead gen and lead gen companies and social media management and assistance, right? A good assistant costs $5,000 a month. So if we can use AI and remove all that cost but still scale at the same rate, maybe faster, that is the power of AI. And that's how you should be using it. When you bring up a good point where we're talking about leveraging, we're talking about building, we're talking about lead generation and we're opening up those faucets. You know, you can lose a lot of money really quickly if you don't have the systems to be

able to handle all of those different lead gen levers when you open them up. Absolutely. Absolutely. Nobody wants to lose money. No, no one wants to lose money. KGCI Real Estate on air alongside Carrie Sovey. We're here at EXPCon in Miami. Everything they never told you about real estate.

You hear her podcast. along she co-hosted that with Jennifer Jones Thursdays here on KGCI Real Estate on air. Carrie, I suppose the other important part of kind of what you've been doing here at EXP recently is you're doing some coaching for agents as well. Can you tell us a little bit about some of the coaching that maybe if an EXP agent is looking to maybe get a little bit more assistance from you specifically, how they can connect with you? Absolutely.

I have a coaching program in partnership with EXP. It's a beginner course. It's great to get you started and using AI all through your business, using various tools. We have some great testimonials. People are loving it. They're like, where can I get more? So we do around it's six weeks live, one hour a week. And there's homework, of course.

But because I build AI solutions for realtors in the form of GPTs, I actually like give those for free during the program, which of course people love. Yeah. And it's great. It's, you know, very, very affordable. And I don't have like a many chat code for you to do. But like if just follow me and I'll be posting about it. because I think we're starting a session pretty soon after Miami here. I think it's coming up, coming up quick.

Carrie Sovey, thanks for checking in with us here at KGCI Real Estate on Air. Thanks, Ian. KGCI, Real Estate on Air. Ian Wheatley, we are live, EXPCon Miami, 2024. It's the Miami Beach Convention Center. And for those of you that were just listening to Carrie Sovade here, I am going into my Google machine and go to EXP Elevate Coaching. I hit enter, I scroll down, and I go, oh, Carrie Sovates coming up January 9th.

She'll be doing her coaching program at expeelvatecoaching.com, and we'll be chatting with Carrie about that as we get a little bit closer next month. So if you're interested in her program, and you are an EXP agent. Expe Elevate Coaching is a premier offering for EXP agent only, expe agents only. You can check that out. ExP elevatecoaching.com. And the prices of these coaching programs

are some of the most affordable for coaching programs I've ever seen. And I've seen, I've seen some prices for coaching. And I go, how could an agent ever afford that? But the prices that they're looking at for the EXP elevate coaching programs are hundreds of dollars, not thousands of dollars.

And you're able to get the specific needs that you need addressed in your business by the experts who have already walked that path ahead of you. So EXP Elevatecoaching.com, Carrie Sovey, we thank her for checking in with us here. KGCI Real Estate on Air. I'm Ian Wheatley. We are here at EXBCon, Miami. It is the Miami Beach Convention Center, day three of EXPCon. And we've had some exciting news. We've been pretty busy here, KGCI Real Estate on Air. We're broadcasting live, obviously here. But also the other thing that we've been doing is we launched some mobile apps. So you never get to have, you never have to miss another moment at GCI, Real Estate on Air, right?

You may be subscribing to our 50,000 plus downloaded podcasts on Apple Podcasts, DISA, Spotify, IHeartRadio, Audible. You might be catching us up there. You might be listening to us live at real estate onair.fm. But now we've integrated both those things together. So you can download those apps today for nonstop real estate content and the expert advice, the daily podcast, always available, always free on Iowa. as an Android, just search KGCI in the app store or on Google Play today. We have had the opportunity to catch up with many of the award winners here as well here at EXPCon Miami, and it's been an

absolute blast. Just getting some insights of some folks, right? And one of them would be Kenny Truong. He started off as hashtag fast agent, established a strong brand, then he built a strong team that helped hashtag Team Fast become the second highest production volume team at ExP Realty. It's absolutely an incredible feat. Kenny Truong joins us now at KGCI Real Estate on Air. Kenny, you've built this iconic fast brand. How'd you come up with the brand and what do you believe has been the biggest factor in its

resonance with clients as well as agents? I think with Sabaaging the agents I had the hashtag Fast Agent brand My third year in business Still kind of used it loosely to this day But it's not many of our marketing We started that

The hashtag Team Fast Team My ninth year in business Or the year prior to us joining ETSP Realty And then we Started a company Or a DBA for state of California Something a little more

polished or sophisticated So we went from hashtag Fast Asian, hashtag Team Fast, and Fast Real Estate. But now a lot of branding, we still use hashtag Team Fast as cooler. But it's kind of evolution. It's a poor analogy. It's probably like a Pokemon. I went from a little baby, baby Pikachu to whatever the,

or Charzar or whatever. Charmander, Charmillion Charz. I've got a seven-year-old, so Pokemon is back in vogue at the house. But there's a lot more than the original 151 that I grew up with. So we've got these, you know, these brands that become. iconic and they do evolve over time. So for agents that are trying to create that memorable brand, because you created a memorable one for sure, what are some of those essential tips and maybe what are some of the best tips to avoid some of the mistakes that maybe you maybe called

out in your own journey when you're getting started? I think focusing too much early on on like a logo or a color scheme or something you're known for right away will be a little more difficult. I think as a new agent, then you should probably just focus on the brand being yourself first and what you're known for. And then as you're growing your business, seeing where the business takes you geographically price point, what people say about you, you know, the whole Jeff Bezo, your brand is what people say about you when you're not in the room. Kind of like just do the best you can in your business. And naturally people will start talking about you, then you can kind of figure out where you, where your strength are in the world and that what you just think you want to be. And over time, it's going to

become a more known brand and people know you better. And then you can think about, then upscaling it, then maybe the logo, the luxury, the polish. But big tips, I always ask for feedback. You'd be surprised how many people go crazy on Canada thinking they have a masterpiece, and people with zero background and marketing, zero eye for design. They never took a photography class. So they think something looks good, but a lot of times it could look very tacky, but no one's not being honest enough with them already.

You know, that's also a really good point, because I know I take for granted the fact that I have like a bachelor's degree in media, production, right? So I just kind of, I have an eye for how it's supposed to look, right? And that's not necessarily intuitive for everybody. So how can like a new agent maybe get connected with those people that could even like guide them through there and try to get them through those initial stages of how do you develop the eye or how do you develop the knack? So they follow marketers. There's so much people, told many people teaching marketing on Instagram and YouTube and to see what their trends are. I follow a lot of articles that like that have

nothing to do real estate. A lot of my inspiration. from for my real estate brand comes outside of real estate. Like the hustle, morning brewer, some marketing emails, or when you're going out to dinner or shopping or whatever, your favorite brand, luxury, your favorite athletic brand, your shoe, like get information in the marketing. I give some quick examples. When we first landed at the ESP Realty in January,

we picked up a co-working space at Spaces. This is a big company, kind of sister company at Regis. and I really like the font on the wall. So, me, as I said, we need to incorporate that fund. It's called Overpass into all of our marketing. And we were originally using Railway, which is a popular fund in Canva, but now we custom font Overpass. We stole that directly from that company.

Another time, I went to a hotel, one of my favorite hotels, stay at Citizen M. I still remember, like, it's really small rooms, but it's really cute. It's a lot of red, black, and furniture, and very pop. And it was like, so we got some influences on there. I saw, like, a food menu, had a font, or did a thing in certain way.

I was, I want that. And more recently, Nike running, you guys don't know, Nike running stocks have crashed like 30% in the last couple years. They're losing their front because they went directly to consumer without going to deepen that.

But they're coming back strong. The Instagram page has a huge refresh in last couple of month. So they're doing these big words up and bottom and putting some in the middle. They're focused on running and leveling up their shoes now. And then now they have the fastest shoe in the world. So our latest post on Instagram was inspired by the new style

post. I was like, hey, I want this. My marketing team gave me a couple of concepts. So I always take on the fly and see what the big companies are doing. And I really support the underdogs. I'm a big, I like Nike, but I'm wearing these Adidas super shoes right now. I was a recent guy in the super shoes. So I like supporting underdogs in these new and upcomer companies because they always have to work a little harder and brand a little different to compete against the big companies. You know, and it's funny because when, when Michael Jordan landed at Nike, right, Nike was the underdog and Adidas was the big brand, which is funny, kind of funny, how it all kind of comes full circle.

You know, one of the things that you did mention is, you know, you hear it all the time in real estate for marketing and branding, just, you know, duplicate and replicate, duplicate, duplicate and replicate. You hear that so often. But what I think the twist that you, the bomb that you just dropped was you're not trying to replicate and duplicate what's already happening inside a real estate. It's the replication of what are these other major brands that exist in? other industry sectors. What are they doing right and how can you implement that into your real

estate business? I think that's incredible insight. Yeah, they're not, Coca-Cola hasn't changed their logo. They're not quite changing their messaging, but they are changed their ads. So, like, you always got to be doing something. So that's, again, I look, everything, I feel like there's inspiration and everything and everywhere you go if you just keep your eyes open. Now, you know, you're an incredible marketer and brander, but you're also an incredible team leader. So that's evidenced by the massive production volume. So let's shift. over there, what are some of those systems and processes that you've been able to implement to kind of handle that high transaction volume without compromising the quality of, obviously,

the business and also the brand? I mean, personally, I did, I know, 80-something deals a year before I came to East P. And next year, and now, like, I'm filling around 14 deals last couple years. So I've cut down my production quite a bit with my team going up. But things we teach them to kind of be able to keep up the quality client care and keep. Keep a professionalism and the way your brand is, is a lot of systems. Some examples are we have really, really fancy email templates when you open escrow. It's a breakdown with all that stuff, but the emails are really pretty. Like the emails are right.

I know, like, we use different CRMs. I've seen different teams. Pretty generic. But we have really cool graphics in there, created by Canva, with the dates and highlighted. Even emailing a client prior to, like, I got. this A to Z template prior to meeting a seller. I got it from my friend. He's a different company. We repolished that for our clients. Setting video emails. Every buyer we meet, we have a buyer's presentation and we have a Canva PDF template thing we use. We've been doing these buyer broker

meetings for years now prior to the requirement. And then we constantly revamped the presentations. every couple months. Whatever we can do to kind of break what we have, we do. So we've done our, even though we've been here a couple of years at Team Fast at EastP, we gave our brand a refresh twice already, and we refresh our content, our education, our training. So very systemized process for our consumer journey. We're catching up with Kenny Tarong, who is the team leader at the Fast team here at EXP

Realty. Kenny, this team that you've built here with the brand that you've built, integrating that over to EXP Realty, there's so many different incredible parts that we can kind of pull out of this story. But as a team leader, because there are so many agents, individual agents that aspire to be a team leader, when you're recruiting agents into your team, when you're trying to add somebody new, what are you looking for out of a team? new way. The number one thing we're looking for rent out is grit. They have to be willing to show up and work and not just talk. And the second thing is somewhere up there is pretty high is like they're being able to be comfortable on camera. So even after their initial meeting with our director of sales, they're recruiting meeting, their interview, they have to send a video to Elias to let us know why we should hire them. That's really flipped the script and

create that the mentality when they come in. Because we, We hire everyone mentality. I mean, the market was good. We picked 240 agents in a year, two years ago. Last year, with 40. But then now we're trying to screen out people that we think we'll make it. If they can't get past that part, they're not for us. That is interesting.

So there's a little bit of a camera first sort of process. You know, so let's take it back to the brand. Why is that important for the brand? So our brand or slogan is BU but fast. And then me, I've kind of built my business being very, direct with people kind of rock the bone

in marketing in my area do things that are upset with all the people because I was like like Dililis are stupid well I dominated the zillity market don't do bench ads I had 100 bench ads

don't do grocery sticks and I did a lot of stuff like I did all the stuff that a lot of coaches say don't waste your time on and I did in a different way without dying too deep into it but the way our brand is

our slogans be you period but fast so we're trying to be have our agents be very comfortable be very authentic be very confident in themselves. You hear that in every social media or training panel because the more happy they are with themselves,

more confident, the more production they'll be. Because you're not worried about what other people think about you. You're not at your office worrying if some other agents that are dinosaurs are going to be upset. You're doing something or you're saying something online. You're dressing the wrong way. You're doing the wrong things. Nothing illegal, nothing at that has to go.

So we want agents to just be a loud voice and be more impenuated. That's incredible. So Kenny Turong, you are team lead of Team Fast here at EXP Realty, one of the top producing teams by volume. You won an award again for that. For those aspiring team leaders, what advice would you give to the aspiring team leaders? And are there maybe any specific steps or maybe learning experiences that maybe you'd recommend that they prioritize? team leader to get to the next level you constantly have to grow what I've seen have that has not worked well in my market with other teams if they specialize in something it could be we kill it online leads kill it with referrals we kill it with video if you're if that's your

whole thing and there's not much else to it your team leaders will learn everything to be from you and move on so you need to kind of develop and grow your brand your personal brand needs to be strong because your personal brand weakens and your company brand isn't strong the agents are going to grow and outgrow your brand because they think they can do it bigger and better. Like I'm proud to say that although we brought on close to 700 agents in the last four and half years here, I talked to a couple people this week. Only one agent that my team has left a team to start a team and it's unsuccessful and then a couple team members came back.

So knowing that my team has left to start a team, that's not bad or good thing. Like it's just a lot of people I want solo, but I see how difficult it is to build team and they didn't want to compete, but we teach them all things to do to be successful. But we built it big enough where they stay after they leave. They still stay with the brokerage. We still support them in different ways. So to grow your team, you need to constantly grow. And that's really hard for a lot of people to be able to do that, balance.

Yeah, there goes to a lot of conferences, talk to a lot of people. Either you're bringing more business operations or bringing in more thoughts or ideas. A challenge we have internally with our team is I can't get my agents to come out to these conferences. Because if this is a good idea, I kick it over in my marketing, but hey, copy that, copy that. They know that I'm a good team leader because they don't need to come to know it. I wish they would come. But that's where like we're always on the front. We're always learning something.

If I come to a event and I'll learn anything, that's great. We're really set for right now. There's nothing we're missing out on. Kenny, we appreciate your time. We appreciate your hard-fought insights. Thanks for checking us out at KGCI Real Estate on Air. Cool. Thank you.

That's Kenny KGCI Real Estate on Air. I'm Ian Wheatley. We're broadcasting live. It is day three from EXPCon. Miami, and we are live from the Miami Beach Convention Center, having an absolute blast. For those of you, maybe this is your first time checking out KGCI Real Estate on air. Maybe you want to know what we're all about. We are 24-7, 365, real estate content, providing around-the-clock streaming,

developing, and delivering those valuable insights and strategies and industry trends that real estate professionals like you and I need all the time, anytime, anywhere. Our content is curated by top-producing agents from around the world, primarily in United States and Canada. We have agent partners in Africa as well as Oceania, specifically Australia. And we are offering listeners those practical advice, innovative strategies, the success stories. We have a couple of kind of a weekly focuses on KGCI real estate on air. Some dynamic weekly themes with our mindset and motivation Monday, where we start the week with inspiration and tools to tackle challenges. And then we got our Friday focus. That dives deep into specific

and relevant topics that we as real estate agents need in our business. So that might be, you know, what is the, what are the latest AI tools that a real estate agent can implement into their business to leverage AI more effectively? You know, what are the lead generation strategies that are working? You know, if you're setting up a geographical farm, are you using mailers and door knocking or are you using a YouTube channel to, to geographically, geographically, geographically farm an area? Those are the conversations that we have with our Friday focus, where we dive really, really deep, into those specific topics that you really need to grow your business. Many of you landed initially to KGCI Real Estate on Air for our coverage of the real-time

industry developments surrounding the whole NAR settlement, the shifts in the real estate market, the shifts in the market that happened as a result of that, those client relationships that needed the value propositions. How do you have a value proposition? A lot of you landed here while we were doing that, and we appreciate that you've been sticking around to here to KGCI real estate on air. We also deliver you some multi-platform access. So we have the 24-7, 365 radio stream at real estate onair.com. And you can also subscribe to KGCI, real estate on air, wherever you listen to podcasts, right? So you could get our podcast on our website,

or you could subscribe to Apple Podcast, Spotify, IHeart Radio, Audible, Deaser. Literally, I got this thing anywhere. And if you find out, if you find out, there's a place where you listen to podcasts and you can't search KGCI and find us. You got to let me know. Info at real estate onair.fm will get you to be. But we also recently announced the KGCI Real Estate on Air mobile app. So if you want to build your business anytime, anywhere, download our mobile apps for the unlimited 24-7, 365 streaming, the daily podcast, the exclusive real estate strategies. That's all available for iOS. Android. You just have to download KGCI Real Estate on air on your app store or on Google Play. We've had the extraordinary benefit here at KGCI Real Estate on Air of having some really,

really strong partners that have been partnered with us since we've gotten off the ground. It's been a lot of fun. One of those, Utility Connect has been supporting us since the launch. They are here at EXPCon Miami. Brenda Keo is with Utility Connect. She's with us now. And Brenda, it's all in the name, but what is Utility Connect? Hey, well, first of all, thanks for having us here. We're excited to be here and be close next to you. So a little bit about Utility Connect. You know, we are a home service that is completely free for anyone to use.

It basically saves everyone the time and the headache of connecting all of their home services. Well, let's come back a little bit. Before connecting, searching, you know, it's a nightmare to see who your providers are, who are my electric providers, my water, my trash. So in a sense, what we do is we group that all in a moving checklist for you. That way you're not having to do the research and then also provide the information. Our team takes care of that. In about a 20-minute phone call, it's one phone call, so you're not calling multiple providers. And so you always have a dedicated call center agent to count on whenever you're looking to price shop or connect new services for your home.

You know, in the upstate New York County, where I practice, just to get electric service on, we've got not just one, not just two, but we have three electric utility service providers. One of them is municipal. The other two are not. And depending on where you are, it gets a little dicey on who's got coverage and where. And it does cause a lot of confusion, especially for first-time home buyers. And I got to imagine that getting that information to the buyer of who they're supposed to call to get their lights on, to get their natural. gas, depending on where they are in the country, is a rather big deal. Oh, yeah.

It's huge. It's very confusing. Sometimes you don't know that maybe now you're water or maybe you're electric or whatever. It's maybe the grid has changed. Maybe now it's through your H-O-A. If you're a new homeowner or if you're an out-of-state mover, it's super confusing to even find out, okay, do I need to go in person? Can I establish it online?

So our team, we do have a database that we will be able to locate their electric gas, water and trash. So we can see exactly what matches your address. And then they'll also provide, okay, Ian, so for your electric, this is who you need a contact, how to establish it. It's going to be a link online or you have to go in person. Oh, by the way, when we also verified it, we found that there is going to be a set deposit for that amount as well. So any information that we find out, you'll know all the facts that way all you have to do to establish that service. You'll just have to either call or go in line, whatever the case is. But it's really simple.

We'll provide all that for you and it does get confusing because we find that a lot of times the clients will get the information from the sellers, right? But if they're moving to a home that they moved in 10, 15, 20 years ago, things have changed. And so when we do the verification, that's when we know, okay, you know, different grid or now it's through the HOA. And so providing all the information for anyone that's moving, it saves them a lot of time. and it also saved the agents a lot of time and making sure they're getting it an appropriate amount of time before they get moved in. KGCI Real Estate on Air.

I'm EUNA Wheatley. We're alongside Brenda Keo. She's with Utility Connect here at EXPCon in Miami. And Brenda, in today's day and age, utilities, it's more than just electric gas, water, and trash, internet phone, cable, home security, those all come to my mind. And Utility Connect basically will do a needs analysis for their clients as well for those other utilities. Can you share a little bit more about that? Absolutely. Well, it's 2024 now, and I don't know anyone that can move in anywhere and not have Internet turned on, right?

Sometimes you're already built in with a smart thermostat or a smart garage, and of course, you need Wi-Fi to kind of get that all connected. So this is where we're really shined. It's going to be the home services. The Internet, the TV, the phone, the home security, we even price shop for insurance as well. And so for us, it's making sure that you have all your options and you're getting connected with the right ones. so you're not overpaying for something that you don't need. When it comes to the insurance, you know, we work with a provider that shops about 40 different carriers.

And so a lot of times, you know, when we're speaking to the clients at two weeks, they already have their insurance, the homeowner's insurance, but they're able to see if they can price shop to see if they can get a lower quote. And if so, that they can just price match it with their current provider. And again, like you said,

you know, someone that hasn't moved in a while or is an out-of-state move or just a new homeowner, they don't think about these things, you know, that way your service can be turned on when you're actually in the home. Chatting with Brenda Keo with Utility Connect here at KGCI Real Estate on Air broadcasting from EXPCon in Miami. Other than keeping it simple for clients, what do EXP agents gain by utilizing utility

connect with their clients? Yeah. Well, I don't know if I mentioned earlier, but the service is completely free. So as agents, take advantage of this, you know, you're not. having to pay anything. Your buyers are not paying anything for the service as well. In fact, this is a concierge they can take with them throughout their whole entire home life. They can use it year after year. We have a lot of clients that, you know, will need to switch their internet because the kids are going off to college or whatever the case is. And so just take advantage

the fact that it is a free service and that as agents, you do receive a 15% commission revenue on all connected services. So it's going to exclude the electric gas, water, and trash. There, we're just providing the information, but anything that we connect for them, like their internet, their TV, their phone, their home security, any, it's going to be based on their package they choose, but this is definitely something that, you know, is needed. Your buyers are going to need this information. Agents, you're going to need to provide this in some way, form or fashion. And so it's great to have a free service that pays you back on the services that we connect for your clients. We fall out of RESPA. So,

that's a cool thing is we follow a RESPA, not a required service for any home to close. So that's how we're able to pay our agents directly. That's awesome. That's good stuff. Brenda Keo, thanks for checking in with us here at KGCI Real Estate on Air. She's with Utility Connect. I'm Ian Wheatley. We are broadcasting live from EXPCon Miami.

We are in the Miami Beach Convention Center. We got a lot of things happening today at KGCI Real Estate on air. About one hour from now, we're going to be talking with the founder, the chairman and CEO, of EXP World Holdings, Mr. Glenn Sanford, will be by in about an hour's time. We'll be catching up right around 10.30 Miami time, if you want to set the reminder on your phone right now. We're also going to be checking in with some of the other award winners. Jessica Nieto, she is the icon of the year award winner. Her reveal podcast streams Mondays as part of our mindset and motivation Monday here on KGCI Real Estate on air, so we're going to hear from her. But we're also going to be checking in as the

morning goes on with many of our EXP Realty agent KGCI Real Estate on Air agent hosts that find themselves here at EXPCon, not just as attendees, but they are doing some presentation. And today, there's an interesting focus and attention on this thing called Agent Attraction. And we're going to check in with Go-Go Bethke. She's something of a, she's got a massive footprint here at EXP Realty. She is known here at EXP Realty and at EXP Con as being an expert in this agent attraction. She is the host of the GoGopreneur podcast streaming Mondays here as part of the mindset and Motivation Monday on KGCI Real Estate on air.

So GoGo, thanks for checking in with us. But pull me to 20,000 feet and explain it in really small words. What is agent attraction? Well, just because the word of recruiting kind of gave me the wee-b-G-Bs, funny to, but also hard selling gives me the work, like the wee-be-givis, right? So I like to do things when I actually enjoy it and doesn't feel like work. So instead of, I knew when I came to EXP, then I want to go to the massive downline. I knew that from day one.

That was the reason, one of the reasons why I joined EXVE, but I knew I want to do it my way. Like doing events and cold-calling people and, you know, hitting up everybody that you know with the real estate license and breeding down their neck and spewing EXPL over them, it is not my style, right? So I was like, there has to be a better way. And so everything that I did when it came to selling houses was always people raising their hand, hey, if you having a baby, maybe need to downsize, have any top size, maybe to move out of state, right?

So I got used to building everything with the power of social media when I talk about things and when people are ready to raise their hand. So that's why I call it agent attraction because I talk about things, everything that EFSP has to offer and then when they are ready, they raise their hands. So I attract these people into my life and I don't have to call it. call them. I don't have to burn bridges and, you know, break relationships because you were trying to push EXP down their throat. I actually just give, give, give, give, information as much as I can and when they're ready, they raise their hands. So I call it attracting because when they

are ready, when they are attracted to the idea of EXVs, they reach out to me. So that's why I teach others to do the same. And I think that's probably the best way to go. We're chatting with Go-Go Bethke. Agent Attraction explained by Go-Go Bethke. Now you hear Go-Go. She streams Monday, her Go-Gopreneur podcast, Mondays here at KGCI Real Estate on Air as part of our mindset and motivation Monday. Go-Go, these are also, as I'm thinking about it as well, these attraction style of recruitment, more so than the hard-selling style of recruitment. that also probably has to go a long way for agents that are also looking to build just a general real estate production team as well.

Oh, absolutely. I mean, when it comes to agent attraction, you could be attracting to a local team, right? Or you could be attracting to a nationwide or international organization or downline. So there are no limits. The beauty of EXP is that we are in every state in the U.S. and in some different countries, right? So the only limitation you have when you're attracting to a team is that a team is localized. right but you would still be using the same steps to the process. It's just you would be looking in a smaller pool of people, right? Right. And so the scalability is obviously different,

but if you're just looking to just build that local team in your local market, I mean, this is probably a better place to start than ex pewing, for lack of a better phrase all over everybody about EXP and why they should move from the one team they're at to the one team that you're getting going. Jan with Gogobetka here at KGCI, Real Estate on Air. Gogo, for those that maybe want to learn a little bit more about the agent attraction model under Gogo Bethke, what are like one of the, what is the one or two things that they might be able to take away from this? Oh, gosh.

I want to cover everything that I think is the most important about doing the agent attraction, right? So there are fundamentals to everything when you decide to do them. But it's one thing to figure out what you want to do, how you want to do it. Then you have to figure out who are your people, who's your ideal client? you, right, who's your ideal audience? Where are you going to find them? What is important to them? What's the pebble in their show? Why would they take action? Right? Why should they choose you as a sponsor and not somebody else? What button for them to push? Right? Should you have video? Should you have a website? And all of these things, of course, I'm going to explain step by step. But also,

just as important in my opinion is how to retain these agents, right? What I wouldn't want to happen is that you're working so hard in the front end and spending months and months and months to convince someone to so said, come and make the switch and join EXP with you, and then you lose them four months down because you don't have an onboarding process. You don't have an agent celebration, all of those things. So I'm not only going to cover the top 10 tips of agent attraction, but also going to splinkle in some agent retention in there because that just as important. Keeping them is just as important, if not more important than getting them. Absolutely. And also, as I'm hearing what, the 20,000 of view of what we're going to be going over, it sure sounds a whole heck of a lot like

what a successful production business sounds like too. Exactly. I mean, when I decided to get into agent attraction and grow this arm of my business, I actually had to not give up necessarily. I did give it up overtime my production side of my business, but initially it was a transfer over. So I transferred out of my production, started a small local team in Michigan, and then they took on my production.

So then I have the time and the skills and energy and resources to do agent traction. because sadly there's only one of you and only one 24 hours in the day. So in order to be able to do everything, something always has to give, right? And in order to just give up that arm of my business, I replace myself and built a local team. So nothing is easy to have, but just as like you're saying, it is an arm to your business. You're going to have to figure out. You're going to have to give it the time and the skills and the trackers and the websites and the links and the social media platforms and the videos and everything that it required,

just like you're doing today and the production side of your. business, you're going to have to be able to do the same thing for your agent attraction side of your business. It's just that your target audience changed. Instead of talking to the buyers and sellers, now you're talking to the agents or brokers or team leaders, right? And that's pretty much it. You have to handle it as a business and build out your systems and processes, your mindset around it, your goals, what you want to achieve, and then how often you want to, how fast you want to get there. It all makes sense. Go-Go Bethke, host of the Gogopreneur podcast, Freeman Mondays here on KGCI, Real Estate on Air. For those that maybe they're not here in Miami with us, unfortunately,

but they want to connect with you. How can they do that? That's easy. You can find me under GoGo's Real Estate or Google Bat Key everywhere and all platforms, but if you want me to actually get back to you, the only one that I personally respond to personally is Instagram. So on GoGoGo's Real Estate on Instagram, you are going to be able to reach out to me and I can, if I can be of help or service, please don't hesitate. We appreciate you. Checking it with us at KGCI Real Estate on Air. Thank you so much for having it. Maybe. Go Go Bethke. GoGpreneur podcast streaming Monday here at KGCI, Real Estate on Air.

I'm Ian Wheatley. We are broadcasting from the Miami Beach Convention Center. It's EXPCon. It's day three. We've had a lot of fun here so far. If you wanted to check us out, Real Estate onair.com. You can go over there or you can check our podcast anywhere you listen to podcasts. I, Heart Radio, Audible, Spotify, Dieser, Apple Podcasts. anywhere you've listed podcasts. You can just search KGCI, find us, subscribe us there. We had a conversation with Leo Pereja, the CEO of EXP Realty. That conversation, if you missed it, that was a part of, we had that. We were able to have that conversation with Leo yesterday. So if you missed that, you can get that on demand anytime, anywhere you want it.

Just subscribe to KGCI Real Estate on air wherever you're listening to podcasts. But we've talked about the importance of operational excellence and the seamless agent experience that is been built here at EXB Realty. And we also talked a lot about the advice that he'd be giving to real estate professionals that are looking to achieve long-term growth, particularly in an evolving and a shifting market just like this one. You know, markets are cyclical. They change over time, but they kind of also have the same changes.

And, you know, what's interesting about Leo and his perspective is he's the CEO of EXP Realty, but he's also an agent, right? He's been there. He's been in the trenches. He knows he knows what works. He knows where his successes were, his failures were. And so there's a really insightful conversation available. Anywhere you listen to podcasts, just search KGCI and listen on Apple Podcasts, Spotify, IHeartRadio, or Audible Deaser.

And hopefully you can get some insights gleaned from there as well. Connor Steinbrook, his podcast, the high performance agents or high performance agents, that also streams here at KGCI Real Estate on Air. He's also got a panel coming up here today about this whole agent attraction thing, but his is called Operation 1. Getting your first RevShare agent is easier than you think. And let's start at the very, very basics. What is it RevShare and what is agent attraction?

There's a lot of talk about that here at EXPCon in Miami. Yeah, yeah. It's a big part of our business mall here at EXP. So, EXP has a three-income stream brokerage model. So we have our sales model. We have an equity system where you can acquire stock awards in the company, but we also have a team building model called revenue sharing, which is where our company allows us the agents to grow the company. So revenue share and agent traction go hand in hand together. So EXP operates off a 50-50 revenue share split with the agents.

So if a dollar comes into the company, 50 cents goes left to the company to run the company, provide tools and resources. The other 50 cents goes to us, the agents to grow the company. So we have a seven-tier override growth model that allows for leverage and duplication. But essentially when we hear the term agent traction, this is a new modern term. for how do we position ourselves in the marketplace with value, support that we attract agents to us as compared to going out in the marketplace traditionally recruiting agents, chasing people down. So agent traction is the primary way that we want to attract agents to the company.

It's by creating value in the marketplace, having people come across that, being attracted to us and coming to our company. But we attract agents to the revenue-shared model, and it builds a reoccurring income for us, but it's a big attraction to the company that agents can do on top of their production model as they're going out there run their sales business. It makes a lot of sense. And so some of the skills that we're talking about, I mean, these are strong skills if you're doing the revenue share growth as an EXP agent or if you're an EXP agent building a team or even if you're not an EXP agent built and you're looking to build a team in your local market. For those agents that are thinking about getting started with RevShare, getting started with building their own real estate production team, what are you going to be discussing at this breakout that an agent can take with them to get started?

Yeah, yeah, we're going to go over a lot. We're going to go over basic strategies to attract agents that work for me in the organization that we've grown. We're going to also go into leadership strategies and also how to grow a business, not just attracting single agents, but how to build a big business, attracting hundreds or thousands of agents. I'm going to walk people through the patterns of success. We're going to talk about level one, two, and three.

What do you do first, second and third to grow this business to the biggest you can get it to. And I'm going to go over the entire process of team building, start to finish essentially and go over the biggest mistakes and also the biggest things I've seen. lead to massive success for agents, building teams in the company. And when we're thinking about just getting started as a solo agent, how can like a single agent start to move that needle? Yeah, I mean, so as far as production,

just get in and plug in around the top producing agents and be in proximity to people that have done what you want to do, or they've done what you're trying to do before you and follow the patterns that they've taught you and study their life. Same thing with agent traction. Plug into a good group guys, come to EXP, get into a group people there focus on agent traction if this is your goal and just be in proximity around those they're trying to do what you're, that have already done what you're trying to do and learn from

the best that you can. And then go out there on the internet. And if you watch a bunch of videos and training systems from other people, learn as much as you can from as many people as you can. And then also plug into everything that EXP provides, which they have a lot of resource and trainings in the backside of the system here we have at EXP. But just get involved, be around people that are involved and follow what the people that did before you have done. That's work for them. I'm catching up with Connor Steinbrook here at KGCI Real Estate on Air. We are here at EXPCon in Miami. It's day two.

So for Connor, for those agents that maybe want to connect with you, they may not be here. They may not be able to run us down here in Miami. How can they get connected with Connor Steinbrook? Hey, guys. You can check me on my YouTube channel, Connor Steinberg, and also the best place to reach me is my Instagram. It's just Connor underscore Steinberg. I will be posting a lot of content on that going forward in 2025 on team building and how to do this correctly. And so if you guys don't have people that you can look up to and follow to teach you the Art of Agent Traction Team Building, check out my Instagram.

And I'm going to be putting a lot out there publicly going forward that should be able to help you guys. But follow me back or I'll follow you back. Just let me know that you heard me on the radio. And that's the best way to reach me. It's awesome. Thank you, Conn, thanks for checking with us this morning at KGCI Real Estate on Air. Yes, sir. Thank you, Ian.

And there he goes. Countersteinbrook. He leads one of the larger organizations here at EExP Realty. This is KGCI Real Estate on Air talking about. all things happening here at EXPCon. Day three, we are live from the Miami Beach Convention Center. Looking ahead to what's going to be coming up here in the next hour as part of our live coverage from EXPCon, Miami. Russ Laggett. He is one of the three-headed monsters, as they call them, the senior vice presidents of growth operations for the U.S. here at EXP. Realty.

He is one of the hosts of the big agent meeting. And that one is streamed Friday. here on KGCI Real Estate on air. So what's going to be happening? Well, we're basically doing a big agent meeting takeover. Coming up at 11 o'clock Eastern and 11 o'clock Miami time here on KGCI Real Estate on air, we're going to catch up with Russ. We're going to have a great time. We're going to have some laughs.

Got to share some of the, you know, what's going to be happening, what's been going on so far here at EXPCon Miami. So it's going to be an absolute blast. We're going to have some fun. Coming up in about 30 minutes from now. So coming up 10. 30 or so Miami time. Glenn Sanford, the founder of EXP Realty, he's now the chairman and CEO of EXP World Holdings. We're going to be having an exclusive conversation that you're only going to hear here on KGCI Real Estate on air.

And we're going to be talking about a lot of different things. And we're going to focus, you know, the start of the conversation is really going to focus on the last 15 years. And sort of what was Glenn's expectations of EXB Realty 15 years ago? Sure, he thought it was going to. to be successful, but, you know, if you get the honest, if you get entrepreneurs to be honest with you, and if you look at the total history of entrepreneurs, you know, more often than not, things don't necessarily always work out. So we're going to, we're going to see what Glenn's thoughts were 15 years ago about EXP Realty, what its prospects were before it kind of moved on and was able to kind of redevelop and shift the real estate industry in many ways for the better. And also we're going to kind of try to drill down and find out what makes that whole, the, the agent-centric influence of Glenn, trying to make everything as agent-centric as possible, everything to reduce friction for real estate agents inside of BXP Realty.

You know, we'll see if we can drill down with Glenn and see if we can find kind of where that motivation lies. I suspect it lies from him having been an agent and a team leader and a broker early on in his career before launching. in ExP Realty. So we're going to have a conversation with Glenn Sanford coming up in about 30 minutes here on KGCI Real Estate on Air. Shifting gears, we are here at EXPCon in Miami, and it's been a lot of fun. And one of our, we've got some folks to be proud of here at KGCI Real Estate on Air. Jessica Nietto is one of them, her reveal podcast, streams every Monday here on KGCI Real Estate on Air. stayed on air as part of our mindset and a motivation Monday. But she, we're not really here to talk about her podcast. She's here to talk about the icon of the year award. She is the recipient of the

icon of the year award, highlighting achievements that she's had, obviously on the production side of her business, but also the cultural contributions and the influence that she's been able to make here at EXP Realty. So Jessica, first and foremost, congratulations. You've been named the icon of the year. Can you share a little bit with us about what reaching that level of achievement means to you, both personally and professionally? Well, I think that really summarizes it right there. It's like the fact that rather than being a top producer at EXP, that you're actually recognized for your contribution as it relates to community engagement and building an environment that other agents can thrive in here. And the way that Glenn has built this company

for us to be incentivized to give back is it's so fun. And what's so interesting is like when I first came to EXP Realty, the numbers made sense. Like, that's literally why I came. And I thought, what a great way to get around a lot of people that are doing amazing things that I could learn all about as well. But I had no idea the level of collaboration, like what collaboration really meant until I came to EXP Realty. And so immediately, I was intrigued and really wanted to plug in. And then just the type of connections that I've built over the years and the relationships have just, I mean, it's just unmatched from anything I've had in life. You know, friendship, yes, but people that are really poor into you.

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

And she's never said that since I've joined EXP, like just the way that it's so, the reciprocity is just always there. So fast forward, um, giving back through building community is something that, you know, you don't really,

like I said, I didn't used to feel like I had the time, but now I make time. Yeah. That's a difference. Um, and at EXP, like,

it's great to be incentivized to do good things. Um, but it also has like been the, the biggest part of my growth. Okay. So being recognized as icon agent of the year, it really, honestly, when I got the word, I was super excited.

My friend Victoria Melton, she was, and their nominee, we jumped on the phone right away. She was driving. She was out, like, helping people after the hurricane and the damage out of North Carolina. And, like, this is another woman in our company

that is just an absolute leader, a big, huge contributor to her local community nationally, like everywhere she shows up. She's a team leader. So it was super cool. And I said, let's show up on a call, sis, and talk about, like, what it means to be, like, the nominees of the icon agent of the year. And it was funny. It occurred to us. I'm going to be airing that. I think this coming week. That's awesome. Yeah. And we were talking, like, I never, it never occurred to me that it would be fun to win or, like, it didn't really matter to actually win the award. It was just being nominated together. Yeah. That's super cool. And she's like,

but I'm like nobody at EXP and I'm like, listen, the coolest thing at EXP is that they do pay attention to us. And you should think like almost 90,000 agents, like nobody would know what's going on or who's doing what. But they are paying attention. And, you know, when you lead and when you are in an environment where you can really show others like a mirror to themselves and show them what they're capable and what's possible, then you're creating new leaders. So Victoria and I were super excited. We shared a show last week and just talked about what it means to be icon of the year. Production level is great, right?

Right. Like, we're making money. We're selling real estate. And that's the great thing at EXB. We do sell the most real estate. So we do a great production business. But I mean, but when you're the icon, when you're the icon of the year, right? Because you're ranked against a bunch of other high producing ages.

It's that cultural impact. It's that mentorship that really drives the needle as to being the actual mentor. the year. So being recognized for that cultural contribution, what inspires you so significantly to have that level of involvement? I think what inspires me is just literally how much I grow every day because of it. Like most of the things that I had on my list that I thought would be really cool or might be possible, EXP has said, hey, do you want to do this? And I've said, yes, like, uh, yes first, but now I'm to think about it. Yeah. And it's being in those really uncomfortable places. And so then once you kind of get across, like I always say like as soon as you get off stage doing something that you're like,

I can't, I don't think I could do that. And then you jump on stage and you crush it and everyone gives you great feedback and you feel amazing and you feel like you're on the other side. That's like huge quantum growth. You're growing so fast. And when you get on the other side, I always think, now I'm going to show somebody else how they can do it. You know, leading up to EXPCon, some of my favorite moments are leading up to YixbyCon. It's the agents I reach out to that have never spoken. I'm like, hey, how you feeling about being on stage? Actually, I'm glad you called, I'm thinking about saying, never mind. And it's like, well, let's chat through it. Like, you've got all this amazing community. You don't need to be alone in this. Let's talk through

your talk. What are you thinking? What are you feeling? Those conversations, like, not everybody will hear them or see them, but I just want to be that person for people. Second to that is, like, thinking of the people that can't come this year. And just showing them like there's next year. But I have my list, actually. I have a big long list of people that I set up a text. I did automate it. Now they know it's on the radio.

But just I wanted to reach out to them and just let them know that we're thinking about them that don't not pay attention to EXPCon or the things that you aren't there. Don't have FOMO because that's scarcity mindset. Right. So as ICON agent of the year just like incentivizes me more to push harder and see how, see how I can give back more and how can we do that because we can't we can't always do more but we can show others how to do more and that's the ripple effect of how we make a more more of an impact this year for me amen to that we're chat with jessica neato the host the reveal podcast

the winner of the icon of the year award we're here very clearly ex bcon in miami yeah if you didn't if you didn't know it if you didn't know it before like oh wow no no we are we are really here we sitting there, here at the Miami Beach Convention Center for the EXP Con annual, annual get together. Friends at EXP Realty, appreciate them for getting us this nice little booth set up here. I love this booth.

And I'm super excited. Thanks for the invitation. It's been fun. Yeah, thank you so much. And so keeping the conversation going, just keeping the conversation going for a few more minutes here. How do you approach mentorship and how do you support other agents, especially those that are maybe like just getting started as those new agents,

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

Already. But people are like, oh, let me check that out. Oh, that looks good. Does that lead source work? Oh, best person is doing it this way. And it's really you have to first figure out what you want your life to look like. So it's talking with the agents. What do they think is possible?

What does their life look like in a perfect world? And then reverse engineering that and then plugging them into the right resources, tips and everything at EXP because we don't want to just show agents how to be order takers as real estate agents. we want to help them build wealth. And the only way to do that is to teach them how to actually generate revenue, how to invest it. And, like, we are surrounded by amazing things on this platform that Glenn is built and that Leo leading as CEO.

I mean, they are just truly showing us how we can lead professionally and personally and help others and show them the way to build a really great life as a real estate agent. That's Jessica Nietzzo. She is the winner of the Icon of the Year Award. And if you didn't piece it together, the reveal podcast streams Mondays as part of the mindset and motivation Monday here at KGCI Real Estate on air. So thinking of those icon agents, too, what advice would you have for those agents that are aspiring to reach that icon status and maybe even aim for having that community engagement portion that might, you know, make them a legitimate contender for icon of the year? I would say just from my perspective as a team leader, the two things that people don't really understand that they need until. until they have them is community to thrive in,

and within that community, be in a community where people will hold you accountable. So make sure if you don't have a coach or a mentor, you're on a team. If you're almost and you're trying to reach icon status, you don't need to do it alone. Like, reach out to people. Maybe even it's just five minutes,

you need one little tip to really, like, get yourself to those next five deals to make that icon status. So don't do it alone, reach out, build community. And if you feel like you're not invited, start inviting people to your table. that's what I did and it really is an effective strategy and if you don't know where to get started you can reach out to me on workplace anytime and I guess what are your next goals

oh wow you you become you become icon of the year now now what yeah and you know last last year Elizabeth Riley earned this award and you know for me one of the things I realize is like I have to take my own advice this year and a lot of the advice that I give people to like you know make sure you're in the rooms where you're the smallest person and like you know the least and all that. Maybe you have something to contribute, but put yourself in those rooms. And this year I really want to take up that offer that people have reached out and extended to me to also help me grow. And to, you know, the more that I can grow and be fulfilled and happy and successful, like the more people I can help. So it's like you come to a point where you're like, okay, you know, Chris Voss yesterday,

they brought Chris Frost and Voss in to talk with the top team leaders. and the top of tractors at EXP. It was just absolutely amazing. He was the FBI an investigator, and really the way he articulates it just makes absolute sense, which is to be competitive, like you're being competitive with others, right? So you can only be as good as the people you're around, but to be ambitious is exactly who I am is curious.

So I'm just, I'm always curious, and I'm always wanting to be better than the version of myself that I am. So I'm excited like, a icon agent of the year, This is amazing. And I just want to take that to the next level and show others how it's possible. Jessica, thanks for checking in with us this morning at KGCI Real Estate on air. We're excited. Thanks. Here she goes. Host of the Reveal podcast, Dreaming Mondays as part of her mindset and motivation Monday.

Jessica Dieto icon of the year here awarded at EXPCon Miami. We are live from the Miami Beach Convention Center. It is day three of EXPCon Miami. My name is Ian Wheatley. I am here at KGCI, real estate on air. And we've been having a lot of fun just kind of keeping up and checking in with some of these award winners. He's also had some fun. Just kind of picking the brains of some of these top producing agents.

Kenny Truong, who he's got a branding and team building. He helped, you know, basically it was through branding and through team building that his team fast became the second highest production volume team at EXP Realty. first started as hashtag fast agent, had then eventually hashtag team fast well. You know, we just had it. We had a conversation with him about, oh, was that about, what, 45, 50 minutes ago? That one, if you missed it, I'm sorry that you missed it. What I'm going to do, I'm going to do you a favor, though. You'll be able to find that on demand anytime wherever you listen to podcast.

Just search KGCI. You can subscribe to our podcast on Apple Podcasts, DZER, Spotify, IHeart Radio, Audible, literally anywhere you listen to podcasts, you can find us at KGCI. Real Estate on Air. Also, if you search KGCI in the iOS App Store and on Google Play for you Android device users, I've got some great news for you. We have launched the KGCI Real Estate on air mobile apps. You can tune in 24-7 for all your favorite Real Estate Insights, podcasts, and more, wherever you are. So you can download that today that's in Google Play and app store. So what that's allowing is allowing for us real estate professionals to stop missing out

on the bomb after bomb after bomb that gets dropped here on KGCI Real Estate on air. I mean, many of you have adopted this radio station as your go-to for expert advice for our daily podcast, for our live streaming. So yeah, download us now from the App Store, Google Play, so that way you can start to listen to us on the go. Many of our listener friends here at KGCI Real Estate on air, those early adopters of us. You know, one of the things that they had mentioned to me, and I get it. I do. I get it. What they were looking for is they were looking for something that worked a little bit better with Apple CarPlay and Android Auto. So what I had said to them was, well, if you're taking us with you in the car and you're doing all that, if we developed an app with that with that in mind first, that integrates the stream and integrates the podcast more effectively into Android Auto and Apple Play, would that be easier for you? Would you have a better time? And they said yes. So if you are an Android, user. If you're an Apple CarPlay user, the KGCI Real Estate on-air mobile app is for you. So now you don't have to go through the crummy part of trying to download YouTube videos. You don't have

to download podcast anymore. It's all sitting right there with the expert-led content program that's curated and led by top producing agents and industry experts all around the world offering our listeners and you that practical advice, there's innovative strategies, the success stories, keep you motivated. So that way you can get, get, get where you want to be in your real estate business. I think was it Leo Perea. You can listen to this conversation on demand at real estate onair.fm or on demand as a podcast anywhere that you're listening to podcasts

or on those KGCI Real Estate on Air mobile apps. But, you know, what would Leo Perea, the CEO of EXP Realty, had said in a conversation that aired here yesterday on KGCI Real Estate on Air was that ExP Realty is here to allow an individual to not necessarily build a build the business that they want, but to build a dream that they want to. And I just thought that was incredible insights that there is a little bit of a nuance for what a different,

depending on where you are in the United States or Canada or where else you may be in the world, right? Or what kind of business that you build, right? I was speaking to some of the luxury agents just a little while ago. You know, there's a couple of things about their business. you know, the use of data, you know, our database and, you know, our farm, right? Those two concepts, you know, make a lot of sense, but their niche is the luxury.

But, you know, my niche is, I have worked a lot with investors, right? I got into real estate production because I was a real estate investor first that then got into production as a means of trying to generate the capital to buy more investment properties, right? So I got into production because I, I saw it as an excellent opportunity to purchase more multi-unit properties. So, you know, my niche ends up being investors. So depending on what your niche ends up being in this real estate business, you know, there's a lot of things that transcend on the residential side of the house.

But depending on what your niche is, the niche will kind of drive what other portions of that business look like, which gets us to EXP elevate coaching. Those of you that do not know, EXP Elevate Coaching is a premier offering of programs by EXP Realty for EXP Realty agents. And it's built to allow EXP agents to level up their real estate business. So what they're doing is they are pairing the top talents here at EXP Realty that also know how to do some top tier coaching. And they are getting them connected with the EXP Realty agents.

So if you're looking to do, depending on what you're trying to do in your business, right, there are different, there are different things that you need. And sometimes you need additional supports and additional help, right? So if you're trying to dive into buyer mastery, for example, right, Tina Call and Minda Co, they are going to be diving into a buyer mastery program. You get to hear, you know, live presentations from them. That program starts November 14th. But they dive deep into what you need.

And the reality is, you know, maybe. you're not trying to be so buyer-heavy, but I think in a post-NAR settlement environment, I think making sure that you are a master of buyer agency is probably the biggest deal, and you probably need to have mastery in that area, especially if you're also communicating to seller clients as well. You need to be able to communicate what everything has happened post-August, right? So Tina and Minda have that course. That starts November 14th at XPLVAcoaching.com.

But let's just say you're trying to add leverage and try to scale your business. So, you know, for example, in the Wheatley House, my wife is currently going through pre-licensing because we need to do some scaling. Now, maybe not everybody has a wife and a partner that they can kind of hook into their real estate business, right? And you might need to use AI to leverage. right. So Carrie Sovey, we heard from her just a little while ago. She has a coaching program that starts January 9th on exactly those things. So expe elevatecoaching.com is a premier offering for EXP Realty agents by EXP Realty that they can opt into to get some additional supports

in their business. So if you haven't checked that out, that is EXPElevatecoaching.com. We're coming up in about 10 minutes. We're going to be chatting with Glenn Sanford. He is the founder of EXP Realty. He's also the chairman and CEO of EXP World Holdings, and we're going to kind of pick his brain because EXP Realty is now 15 years old. It's celebrating a bit of a kinseniera here at EXPCon down here in Miami. It's been a lot of fun so far. But we want to kind of get a little bit of insights from Glenn on what his initial thoughts were 15 years ago starting EXP Realty. Did he expect it to be as successful as it was, or as successful as it was as quickly,

as it became successful. So we'll be chat with Glenn Sanford. That's going to be a conversation that comes up in about 10 minutes here on KGCI, a real estate on air. But one of the big themes here at day three of EXPCon, Miami, has been Agent Attraction. So we've been catching up with some folks here that have had some panels and some discussions about what is Agent Attraction.

and one of the things that I have thought was pretty interesting, an observation that I made yesterday on the air as part of our coverage of ExPCon Miami Day 2 was there's a high, high, high number of international presence here, right? You've got, you know, EXP Realty leaders from all over the world here. You have agents and associate brokers that are, running whole countries here. And it's been very, very, very interesting,

just kind of picking the brain and getting the insights. Because one of the things that I learned from doing KGCI real estate on air, taking this on and getting this on the air back in February, is, you know, I have a lot of conversations, obviously, with top producers in the United States. I obviously have a lot of conversations now with top producers in Canada because a lot of our agent hosts are from the U.S. as in Canada, what I didn't anticipate as a consequence of launching KGCI real estate on air

was the interaction that was going to be having with international agents. And something that you hear a lot and maybe sometimes gets lost on us North American real estate agents is that we have an MLS and we have co-brokerch as a rule, right? and it's interesting getting the insights of the top producers in Africa, the top producers in Europe, the top producers in Oceania. You know, you learn very quickly that the highest level of real estate business building principles, the stuff that works is the stuff that transcends borders. And that has been, you know, one of the big takeaways that I've had so far is, you know,

partially an attendee here at EXP on in Miami. And so the international presence here has been absolutely amazing. Now, Juan Carlos Baranetti, he is the host of the Gold Bar podcast. That streams Wednesdays here on KGCI, Real Estate on Air. Juan, don't ask me to say this in Español, but if I'm reading it correctly, you are doing a panel on automation, automating, you're automating agent attraction, with AI. That's awesome. There's also this significant international presence here at EXP, Khan, Miami. We're also, you know, again, here in Miami, so there is an international presence

in the city as well. Is this panel going to be all in Spanish? I'll be honest. It has something to do along the lines of attracting agents here in Spanish, but we could call it Recutando in Spanish. Awesome. Now, this This is what maybe took me a little by surprise for this year at EXPCon, is that there is a significant international presence here at the event. We're also here in Miami. Is this panel going to be all in Spanish? So what's really interesting is when I got asked to do this,

they wanted me to do it on behalf of the XP Latino. And I did ask them, is it going to be a completely 100% Spanish panel? And they said, yes, we'd love to do it that way. So I think for the international crowd that is bilingual or, maybe they just speak fully Spanish because they're from Spain or whatever may be. I think it's going to be a really cool experience. And it's going to allow me to just really touch into the subcontacts of, well, recruiting is not just a local thing. It's an international thing.

I've agents all throughout Africa and Europe and Latin America. So the concept of, like I said, recruiting in a different language, I think it's going to be a really cool concept. Amen. And, you know, we say agent attraction, you know, it's recruitment as well. these are skills that are not just for EXP agents, but agents that are looking to build teams as well. That is exactly right. When it comes to building a team,

attraction is the equivalent of lead generation when it comes to other things. And when you are constantly putting out their feelers and doing outreaches to new agents talent that could go out there and help develop your team, it's probably one of the most important income production activities you could do. Now, how does AI fit into all of this?

So AI is very essential for two things. Number one, it's for gathering and getting better quality data when it comes to who would be a good target to attract your downline organization. And number two, it's an excellent tool for automating the outreach or even the nurturing process of staying in touch with these agents. As you and me both know, most of these agents don't make a switch immediately when you reach out to them. And more often than not, they don't make a switch for maybe three, six, 18 months. So what I'm going to be talking about specifically is how to leverage AI to assist you with the outreach and the nurturing process for attraction. AI has fundamentally changed so many portions of the business. And it is what blows my mind is that it was probably only about a year, maybe 18 months ago, that a couple of bold agents started using AI and chat GPT.

to write listing descriptions, and it's amazing how far we've come so quickly. Correct. Juan Carlos Barrenecchi, he is the host of the Gold Bar podcast. You hear that here streaming on KGCI, Real Estate on Air One. For those that maybe want to learn a little bit more from you about agent attraction, maybe they want to learn a little bit more on how they can leverage AI in their businesses. How can they get a hold of you? 100%.

So the two best ways are either to my website, Goldbarcoaching.com, or my Instagram, at Juan, J-U-A-N, Gold Bar. So essentially what we do at Gold Bar Coaching is we teach agents how to hire Inside Sales Assistance and Virtual Assistant to help them automate their lead generation efforts. And a lot of those ISAs that we do, staff, train, and coach have a lot to do for recruiting. So if anyone's interested in learning how to automate their entire recruiting process, feel free to reach out to me at Goldbarcoaching.com. That's awesome. Juan, thanks for checking in with us today.

Thank you so much. I appreciate you. There he is Juan Carlos Baranetti, host the Goldbar podcast. You hear that one on KGCI Real Estate on air. I'm E. And Wheatley, EXPCon Day 3, broadcasting live from the Miami Beach Convention Center. Have you heard? You can now check out KGCI Real Estate on air on your iOS and on your Android device. So on your iPhone and Android.

You just got to download our KGCI Real Estate on-air mobile app. We have integrated the 24-7-3-65, always-free radio stream with our always-free on-demand. anytime, anywhere podcast. Added some integrations with your Apple CarPlay and Apple CarPlay and Android Auto, which is exciting, exciting, exciting stuff. So you can check that out. KGCI Real Estate on Air. Search it in the App Store and on Google Play today. Well, we've been on the air now, Real Estate on Air for just about six months. See what are streaming us at Real Estate onair.fm. And for a little more than six months now, we launched with some incredible partners, ZenList. They were one of them. Jesse Gilbert, she's from Zenlis, and we're catching up with her here in Miami. Thanks for checking in with us at KGCI Real Estate on air. So Jesse, let's, what exactly 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.

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 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 Google Play for your Android users, iOS, App Store, iPhone, phone. 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 EXP 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 E-X-P 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. That's awesome.

Jesse Gilbert from Zenliss. Congratulations on that holy grail. Thanks for checking in with us at KGCI Real Estate on Air. I'm Ian Wheatley. We are broadcasting day three, EXPCon Miami. Coming up in about 30 minutes, Russ Lagin of the big agent meeting. That one streams every Friday here on KGCI Real Estate on. here. He is going to be checking in with us, and he's going to be, we're going to be joined by

him. We're going to chat for a little while. And then he's taken over. He's taken over KGCI real estate on air for about a half hour. We're going to get his take of what's happening here at ExPCon Miami. So we're going to have a big agent meeting takeover by Russ Lagin coming up at 11 o'clock here on KGCI Real Estate on air. So that is going to be, yeah, that's going to be a blast. That's going to be a lot of fun. If you, if you, if you, if you haven't checked out the big agent meeting, a lot of value, a lot of insights, particularly for EXP agents, but there's also a lot of good stuff about the market, a lot of good business building principles, like, you know, real practical tools that you need to build a highly effective real estate business. They've got a segment also on

there from the Chief Learning Officer at EXB Realty. His name is Brian Ellington. There's a rumor going around. It's his birthday today. So we'll check in with Russ coming up in about 30 minutes. but that winning buyers segment, it's highly educational, really great stuff. I think they call winning clients now, but it's great ways on different tools that we need to build those legs of our business stool. And whether that's setting up that geographic farm, whether that's developing more effective lead gen funnels, all these highly effective systems that we need in our real estate business, the stuff that we just need to work so that way we can work.

right um you know the a big agent meeting covers a lot of that and that streams every friday morning at 11 eastern here on k gCI real estate on air and we look forward to rust lagging when he pops by the uh kgci i real estate on air broadcast studio here at ex pecon we are on the explorer floor here at the miami beach convention center we're checking in now with the man with the myth the legend mr glen sanford he is the founder of exp realty He is now the chairman and CEO of EXP World Holdings. Mr. Sanford, thanks for checking in with us here at KGCI Real Estate on Air. And also a special congratulations, sir.

15 years of EXP Realty. Awesome. Thanks. Thanks, Ian. So we're down in Miami. We're celebrating a little bit of a Keenzenera. The impact of 15 years of EXP Realty. I knew you knew that you were going to get it this far,

but did you think you? were going to get it this far this well? No. So how's that? Just a simple answer? No. No. The reality is that there's a, there's, you know, I've been a business plan guy, you know,

and it was interesting listening to Jesse Itzler earlier today, all the different businesses that he had started and failed and until he finally got something to work. And I was kind of the same way. So you've got the business plan that you put on paper and then you eventually go, If it works, it will never work as well as it actually looks like on paper. And so you sort of temper what the potential is to something that you think is realistic. And so at least from the realistic side, we never believed it would get this big, this fast. Okay.

Because you knew it had legs. You knew it could get there, but this quickly, 15 years in, and what are we sitting at? We are, EXB Realty is... 87,000 agents plus or minus, yeah. And in countries all around the world, and it's the largest brokerage in the world as a consequence of how it's structured. And I think that's an absolutely amazing thing.

What has been the most unexpected goal that's been reached in the last 15 years? Well, just, you know, again, you build a business plan and you have really sort of those numbers that it could potentially look like. But you don't actually understand the impact it could make on other people's lives. You know that it has, you know, the reason why people would join is because of the value prop. So you think about the fact that agents, you know, could earn more and that because of the way that we think about

collaboration and community and building a cloud-based environment, that that could be something interesting and that might be appealing. But then when you, you know, then when you do it, and you actually hear the stories of how the company and the model has really changed somebody's life in a way. Like yesterday, somebody came up and said to me and said, you know, I was living in the hood trying to figure out what to do and how to make money. And because of EXP, I've been able to lift myself out of that environment and actually live a better life. and if it wasn't for EXP, you know, my eyes wouldn't have been opened of the potential of where I could go in this industry. We're catching up with a man who needs no introduction.

Glenn Sanford, founder of EXP Realty, the chairman and CEO of EXP World Holdings. So, Glenn, all of this was inspired by trying to create the most agent-centric model that's influenced other brokerages now in this industry. and what do you think has set EXP Realty separate and apart from it all? Yeah, I think it's first principles thinking. You know, I was inspired by, you know, tech companies when I was even building my real estate team, which eventually became a brokerage. And part of that is to figure out what your true unique selling proposition is.

And prior to real estate, or even, well, even when I got into real estate, when you would go to branding conferences, they all just wanted to put you with pictures of nice dogs and doing whatever local community stuff. But nobody actually truly figured out what it meant to differentiate. And so I had kind of come out of an environment of entrepreneurship that that's the most important piece. And if you really didn't answer a fundamental need,

that wasn't being answered in the moment. marketplace previously, then it probably wasn't going to be a great business. And so what I looked at in 2009 was that I couldn't see a way with any other brokerage model that existed in 2009 a way to fundamentally retire from the business of real estate. Now, I could have bought investment properties. I could have done other things, invested money, but how could I, as an individual, you know, do that and thinking about the individual who maybe isn't wired to be a true business owner from, you know, the whole business stack from the accounting, the

HR, you know, the, the, then there's the marketing, then there's the all the other pieces that go with it. I mean, most people aren't really wired for that. And, and, and so what I wanted to do is give them, give, give an agent a, the full stack of the business, without, having to go through the brain damage of actually learning how to do all of those things and get the benefits of if they were good at all those things what would be the financial benefit that would come from it and that's what expe really did is it provided them the benefit without really the you know all the headaches catching up with glan sanford the chairman and ceo of ex p world holdings we are here at ex pcon Miami we're at the miami beach convention center

This event that's happening this year, my key takeaways after a day and a half have been, it is highly global. The international presence here at this event has almost made my head spin twice. And the scale that this year's event has advanced from last year's event in the terms, just in terms of breakouts and panels and sessions alone, it's effectively doubled. the agent size of the attendees has increased dramatically. What's the secret in the sauce this year that has really made this event really leap off the page? Well, the reality is that we've got the right team at the right time building the company.

I was able to, because of folks like Wendy, Leo, Patrick, Holly, Kendall, Brian, yourself, and so many others, literally we've got people who want to fundamentally impact the industry. And what I think, you know, EXP has provided is a canvas that they can do that on. And as a result, they're able to deliver something very special for our agents. And so I think it's a combination of a whole number of things, but, you know, I didn't even know I was going to be doing the whole rap thing that I was doing until yesterday afternoon during tech session. You know, here's the thing, and can I let you in a little secret? Someone had mentioned to me some time ago that there was going to be some C-suite rapping at the

opening of EXPCon, and I had said to myself, and I may have said it out loud, this is going to go one of two ways. And the way that it went, it was a lot of fun. you guys did a great job with it and it was clear that y'all are people too y'all are agents too and it and it was this really fun

lighthearted moment that was actually executed incredibly well because I was a little skeptical of how this was going to go and I thought it went over fantastically so apparently you you could we should start a rap group is what I'm saying

well fortunately all I was doing is basically lip-syncing. That's okay. Because we got Nali Williams floating around here somewhere. Right. He's got a recording studio at his house. He's got a record company background. We can maybe we can maybe get this off the ground. Chatting with Glenn Sanford. He is the chairman and CEO of EXP World Holdings. We're here at EXPCon Miami. I'm in Wheatley. This is KGCI real estate on air. Glenn. As we look forward, you've been an innovator in this industry now for the past decade and a half. What innovations are you see in common as we move into 2025 and beyond? Well, I'm focused on the international side. So right now I'm leading international. I say lead

because I haven't taken a formal title there, but I'm really working with the team, getting all the global systems to scale like it has scaled in the U.S. and Canada, but all over the world. So I would say that's where I'm super excited about the things that are going on. there. So we've got, you know, EXPCon in Barcelona next year in June for the international EXPCon. We've got, I think, an EXPCon going on in South Africa, I think, is going to be in September. It hasn't been announced yet, but you're hearing it here first. We've got a partnership with a platform called Homehunter.global, which is, you know, you have to kind of define who your, not who your competition is, but what is the mission of the company?

and what fundamentally is our agents and brokers looking for that currently isn't being solved in the market. And one of the big challenges internationally is the stranglehold that portals have on the industry outside of U.S. and Canada. So in the U.S. and Canada, we have the MLS. The MLS basically keeps the portals honest. When you can find every listing on every website, the portals can't charge huge amounts of money because they don't have a great value problem. Internationally, there is no MLS. Broker just have to advertise on the portal

to get their listings seen. And so the fees that are being charged is astronomical. In the UK alone, I think we've got 600 agents, and I think we're at something close to $2.4 million a year. We have to pay in portal expenses to actually put our listings on there.

And so we think that, you know, we've got some strategies around how can we give the control back to the agents, the brokers, and the consumers to help make them not be 100% dependent on the portals to get their properties sold? You know, that would be an amazing advancement for real estate, because, you know, North American real estate is unequivocally the envy of the world, right? It is. And so if we are able to bring just a little bit more of that to the rest of the world, you know, we're going to make life a whole lot. better for not just buyers and sellers, but also the real estate professionals that are supporting them as well.

Oh, this, you know, this didn't come out in all the stuff that got litigated, but this, the industry in North America is so much better for the consumer. It's incredibly efficient. It's easy to market properties. It's easy for eight consumers to find all listings, and as a result, make better choices for where they're going to make their moves. Internationally, that is not the case. I mean, they don't have things like in a lot of markets, things like exclusive listings, and consumers have to search four or five, six different portals and potentially just real estate brokerage websites in order to find all the listings.

And then you've got agents that will advertise, you know, a property might get advertised by 10 different agents from 10 different firms. terms and just the mess that creates in terms of marketing property. So there's just a lot of things that we've figured out in the U.S. that I think is going to be adopted well in international markets if we can help pioneer them. Checking in with Glenn Sanford. He is the founder of EXP Realty. He is the chairman and CEO of EXP World Holdings. Glenn, you're an agent. You built a team, you built a brokerage. You've built all of this. A lot of us are, all still agents here at EXP Realty.

What is your single best piece of advice for a new agent coming in, right? The new agents are the ones that are consuming KGCI real estate on air at a higher level than than anybody else. So for those agents that are brandy new, they need that support, they need that love. What's Papa Glenn got to say? Yeah. So first of all, most of us believe. that we're in the sales business, but we're not. We're really, really fundamentally in the marketing

business. And, and so, you know, one of the things that, you know, really allowed me to set myself apart in my business was I focused 80, 90 percent of my time on building lead generation funnels into my business. And there's really nothing in real estate that can't be solved with more lead generation. And so where a lot of agents get stuck is they find one consumer and then they're, they need that consumer to buy or sell, which really puts them in a kind of a little bit of a hard spot. Whereas if you have 100 clients or 500 clients that are potentially looking to buy or sell, you'll have a constant stream of closings and you'll spend less time selling and more time servicing your clients.

And for those agents that are just getting started, what is the best way that they, is that diving into a database? Is that putting everything into a CRM? What are those first like two, three tactical steps for them to get there? Yeah, so you have to do a SWAT analysis on yourself. So your strengths, weaknesses, opportunities, and threats. Some people are really good at technology, social media, you know, online things. There's others that are really good with networking. Some are part of social groups. Some people are starting from scratch and have to actually go out and get uncomfortable with talking to people when that's not their comfort zone. But the idea is to figure out where are you going to generate leads? And then the next thing

really is where do you put those leads, especially when they no longer fit on the sticky notes that you probably have attached to your monitor. I feel attacked because I have a sticky note attached to the monitor as a things, action, post-production action items that I got to do today. Well, if you only have to track, you know, two or three or four clients, you can do that on a sticky note. But eventually it's sort of like that movie, I forget it was Bruce Almighty.

Yes. When he was like trying to keep track of all the prayer requests. Yes. And, you know, that's what a real estate agent's, life looks like in the early stages. And then eventually, actually have to build a database to actually collect all that information. But if you only

have two or three things that you need to keep track of, you know, sticky notes still work. Sticky notes still works. Sticky notes still works, but probably a CRM like a KB Corps, works a whole heck of a lot better. It does. Absolutely. Glenn Sanford. We appreciate your time. Thanks for joining us here at KGCI Real Estate on Air. Awesome. Thanks, thank you.

There he goes. The founder, the founder himself, Mr. Glenn Sanford, here at KGCI Real Estate on Air. I'm E. And Wheatley, we are broadcasting from EXPCon, Miami. We are having an absolute blast. It is day three of our coverage here. And it's been a lot of fun. You know, it started out on a Sunday night where we had a bunch of people.

They were here for the Welcome to Miami Party. And they stopped into our little booth and we were putting them on the air. And they were having all kinds of fun. You know, we were able to give a lot of people what every, every, every, person at some point in the life just wants to tell their mom, I was on the radio. I think we did that for, we did that for about a, several dozen people. That's how we started Sunday. We roll into Monday with powered by lemon and honey after that, after that whole thing,

into providing just absolute cover, great information. EXP Realty CEO, Leo Perea. You can hear an exclusive conversation that he and I had on demand, time at real estate onair.fm or you can subscribe the KGCI Real Estate on Air anywhere you're listening to podcasts. That could be Apple Podcasts, Spotify, D,zer, IHeartRadio, Audible. I just had an absolute blast just picking his brain a little bit about, you know, what drives him to create a frictionless agent's experience here at EXP Realty? What governs that? What drives that? And sort of what his background is in real estate and kind of how that all

culminates from starting as the agent to ultimately become the CEO. So as an exclusive conversation I had with Leo Parade, you can stream that one. Anywhere you listen to podcasts, just search KGCI. The other big announcement that we had from General Session Day 1 was the fact that we got some mobile apps, right? So you can now download Real Estate on Air's business building principles that transcend borders is by downloading the KGCI Real Estate on air a mobile app. You can download that now from the App Store and on Google Play.

Take our real estate business building insights from all around the world with you anywhere in the world. Just search KGCI in the App Store and on Google Play. Now is the moment that I've been waiting for. I think since sometime yesterday afternoon, I am joined by two heads of the what we, I guess, what is endearingly referred to as the three-headed monster here as KGC at an EXP, realty. We have Russ Lagan, Frank Pinuto. They are both the senior vice presidents of, what is it, growth here. What exactly? What do you guys do here? We don't know what we're doing. Come on, man. And stop right on up to that microphone. All right. There you go. Yeah, these are the,

these are legit broadcast microphones. You got to get all in on in there. Frank, how are you? I'm doing great. I've actually never met Russ before. He picked me up outside. He was my Uber driver. So we'd say, come on in, man. And, yeah, that happens. That happens. That happens. And I just thought Frank looked goofy, so he looked like somebody I want to hang out with. So I'm like, dude, let's just roll, man. Let's go. Yeah. Now, you guys do a lot of different things around here.

But you also go, you guys kind of switch on and off every couple of weeks. Who's hosting the big agent meeting? That streams here at KGCI Real Estate on air on Fridays. Give me a little bit of, pull me up to 20,000 feet. What is that big agent meeting all about? Yeah. So a big agent meeting was originally called the agent leadership meeting. And everybody's like, well, I'm not in leadership.

So they weren't showing up. So we decided we're going to change the name. And we wanted to be the meeting where we have the most people showing up. So let's call it the big agent meeting. And then, of course, everybody's like, well, I don't want to be a big agent. Well, big production. Yeah, big money, big dollars, big bank account. Yeah, man, big.

And then, of course, and then we get, you know, 1,500 or so views every Friday with that. I was hosting that by myself for a number of years. Okay. And I finally said, hey, let's spread the love around. And of course, now we've got Frank Pinuto, who is a very capable person. So we've been pushing him some hosting duties. And of course, Tony King is now doing some hosting duties. So it's kind of nice, you know, it's like I've gotten a lot of visibility because of that.

And a lot of people know who I am because of that. And it's been a ton of fun. And now it's time to spread the love around a little bit. And in case anybody is wondering, because this is radio, there is no video. You are, in fact, wearing a vest. It's entirely possible that my brand is wearing a vest. And people joke with me all the time about it. And it's kind of funny.

They'll try to push my limits with. and they're like, what would you play pickleball in a vest? Well, you know what? As a matter of fact, I did yesterday for the first time, played pickleball. That was fun. And I've done the lazy river laps wearing exactly what I'm wearing right now. Wow. So yeah, let's go full in. So the vest and the whiteboard. The vest in the whiteboard. The vest in the whiteboard. And Frank, you've done a couple turns on the big agent meeting. It's been a lot of fun. You and I have had a conversation, a few conversations on that big agent meeting. What has that been like for you kind of stepping into that host role there? Yeah, well, it's a couple of.

great. I mean, Russ really birthed this thing, and he's really taken into a whole other level, which has been awesome. But yeah, anytime I get a chance to interact with the Asians anywhere across the country and kind of talk about what we're doing, it's an honor. And I really like it. Like you said, I can talk to anybody. So that's the fun part of it. But yeah, I mean, anytime that we can bring any kind of value in every conversation that we have on that kind of platform, you know, just gives me a lot of energy. So I feel good about that. Catching up with Frank Pinuto, Russ Lagin. They are senior vice president. of growth? What is growth

here at EXP Realty? What is that? Well, so, EXP, it's funny because EXP was different because the agents actually grew the company. Right? So there's times when agents are out there growing a company and they don't know everything they need to know, they don't have all the tools they need, they don't have all the knowledge base they need. So what we do is

they bring us in on a lot of stuff and we help them do the process and, like, helping it make sense to people. Sometimes they just need somebody a little bit higher up and sometimes they just need somebody with a title to make somebody feel special enough to say, yes to the dress, you know? Okay. So our job is to help them make sense and get them on the right page. And then, you know, of course, there's times when we have to make exceptions and cut some deals to make things work the best or make adjustments to what we normally do to make it make sense for

somebody to move. So we have the ability to help do some things that the agents can't do. And they put us in and we've got, Frank's got an amazing clothes ratio. You should see him. He's just a wild man. You put him in front of him. It's a done deal. All right. And I think one of the interesting things about ExP Realty is this isn't a franchise, right? And not be, there's some benefits to not being a franchise, right? There can be a little bit, there can be a more top-down process that gets deep penetration of good quality standard operating procedures down to local brokerages at the state level and in different areas around the country. That's very good. But yeah, I can understand how agents

maybe make some missteps along the way and they kind of need some support because, yeah, they're just agents, they're not necessarily franchise owners. Well, you talk about not being a franchise, and that's probably one of the biggest assets of this company. Because you think about the franchise model, there's always going to be walls up. You know, somebody's in this state, somebody's in that state, whatever. And, you know, it's no different than the McDonald's, right? It's the way I run my McDonald's and the way Russ runs his maybe two different ways, even though there's an SOP. So when you have no walls and you're just one big, happy family, I think the value propositions go through the roof, and I think being able to

articulate that and being able to invite people into that is really where we're coming from. And what we try to do with Russ, I, Tony, the rest of the growth team, we're just trying to share this gift with somebody else. And especially in this complete in this environment that we're in right now, the real estate marks a little bit in fluctuation and being able to offer that stability piece and knowing that we're with the best company that's financially stable, sound, you know, we have a clear direction where we're going to go. Being able to bring that to somebody who may not be experiencing that, it's a big deal for us. So that's where we're seeing a lot of our success. We're catching up with Russ and Frank. They switch hosting duties. The big

agent meeting, that one streams Friday here on KGCI, Real Estate on air. They also have a role here at EXP Realty. They are the senior vice presidents of growth operations for the United States, along with Tony King. And I'm just going to sit in here. We're taking us, just take stock for a moment. that we are here in Miami Beach, where at the Miami Beach Convention Center, we're on the explorer floor, and we are here at EXPCon. You know, I'm looking around,

and I realize that EXP Realty has some 90,000 agents, and a lot of them are around the world. They probably can't necessarily. I'll make a trip to Miami, and, you know, but there are a lot of people that maybe didn't make this trip. Yeah. What is the importance of an agent

that may be sitting on the sidelines? Why should they be getting engaged in events like this? You know, I think the biggest advantage of this is that sense of energy that you get for being part of something. I think a lot of times when we're rolling around and working in a virtual world, we have these scenarios where, like, I'm in my office, by myself, I'm doing my deals, I'm doing my stuff, I'm selling houses, I'm buying houses. How often do you actually connect with the people you work with? And to be able to collaborate with people and get them live face to face and be able to rub elbow, I don't know about you guys, but I've probably hugged a thousand people already, and we've still got two more days left, right? I think I've got like 4,000 left to hug. So it's one of those things where there's an energy and a feel to when you see somebody face-to-face.

When you can look them in the eyes, there's an energy and an order to people. And if you haven't ever felt that, start paying attention to it because it's a big deal. The feeling you get when you touch somebody that you've seen for years and you haven't seen them in person in a while, it's like a reunion with family a lot of times. And I think that's probably the thing. I come out of here completely empty and completely filled up. Yeah, no question about it. I think the other side is what Ian is that, um,

Yes, you have to human touch part of it. You know, there's this whole misconception out there. You know, virtual. You're a bunch of cartoon characters. And, you know, you don't know anybody. You never have human interaction. And it couldn't be any further. I'm the Italian to hit things.

I'm hearing of thoroughbred, I understand. It couldn't be farther from the truth. You know, and, you know, your question of, you know, another reason why people should come here is this ex-P con. And I've been other real estate conventions is much different than anything else. usually you go to a real estate convention you get the leadership up there doing all their cheerleading

and all the rah, round, round, look how great we are and here's our numbers and blah blah blah and everybody's in the crowd going great but they don't leave with anything. Here is the complete opposite.

Leadership's not up there. It's the top producing agents and people are doing it right saying here's my playbook. This is how I do it. This is how I tend next to my business. So everybody that comes here is going to leave with action items.

They're going to leave here and it's going to make a difference in their business which ultimately means it makes a difference in her life. Yeah. So I think you can't put a value on this. You can't put a number on, you know, well, how do you do?

You're going to leave here a much better person than when you came. Actually, you can put a number on it because we've got almost 90,000 agents. Yeah, good point. Right? So there's something to that, right? Yeah. We've got a bunch of different companies that are doing imitation versions of what we're doing. And the one thing that you can't replace is the people.

You can't replace the leadership. We've got leadership that actually sold houses. Amen. Go figure. They actually know what the people on the ground are doing and going through, right? And then, of course, we've got the ability to just. just say, hey, this really, really, really works, right? You know, we get to the point where the company gets too successful and everybody's kind of like, it's kind of boring now, right? It's like,

you hit success. It's like, yeah, you know, my bank account has a couple million dollars in it. It's not as exciting to build the business anymore. It's like, come on, let's next level this thing. And you know what we're seeing right now is we're seeing a rebirth. I don't know if you're seeing a rebirth. We've got new faces. We've got new people. We've got new people stepping up. We've got new people on stage. We've got leadership that's energized. Did you see Glenn Sanford dancing on stage. Oh, he was a rap. That puppy's going viral, baby.

He was rapping. It was awesome. Rapping Glenn. And they're like, why would you do that with God? But it's, he's like, we're going to get spicy again. Yeah. Because in the early days, man, you just hacked everybody off. And now it's kind of like, you know, not intentionally, but when you're building

like this, people get frustrated because we're decimating certain brands. We're like lots of flow out, right? But you bring up a huge point, too, though, because one thing that Ross talked about that's really important is that when you think about Glenn and Leo, and all the executive team, all licensed real estate agents. Yeah. So when you think about every decision that this company has been made by a real estate agent for a real estate agent, that's different, man.

That's a whole different ballgame than people who are maybe just investors who are looking at bottom lines. They never have to deal with home inspection issues. Right. They're going to deal with a down market. You know, they don't have to call up a client and give them bad news. You know, they've never done that. So when people who've walked that walk can now say, well, how do we make their life easier?

Yeah. That's a big deal. You can't overlook that. Yeah. And let's talk about Leo Preyha for one second. Yeah. I mean, what a shot of adrenaline that guy has brought to this company. He has been on fire since he took over and, man, we're feeling it. You're feeling it in this whole convention. Every single. Everybody's up.

He's got his thumbprint on everything. Everything. Well, so, you know, people ask us to like, what do you think about Leo as a CEO? And I keep saying, man, like, you couldn't have chosen a better person. I mean, really, I mean, there's a lot of people I love out there. There's a lot of people that are amazing out there. But when you look at what we're doing and where we are in and the position we're in and his knowledge base and his ability, not to mention the sense of connection like everybody in the industry you might not like that he kick in your butt

but you can respect the fact that he's straight up the best of the best in the business his reputation makes a difference right and people want to be around people with a reputation and a track record of doing amazing things he's done things just a little bit different in the right way right now to energize people and I think we're starting

to see that energy really infuse over probably like the last six or seven months we're seeing energy infused do you know some of the things that we're touching with him, he's got large teams, big teams, with big numbers. We're talking the one we pulled 1160 transactions. Matt Delhoun, St. Louis, Missouri. That guy's 1160 transactions he brings to the table.

And he wanted to be here. Leo started that connection and started that conversation. We just had a panel up on stage right now. There was over a billion dollars with the business sitting on stage. A billion. People came to past the year. Billion. Okay, over a billion.

And Leo kind of spearheaded all of that. And even one of the people up there said that, he goes, you know, I wasn't looking to move. I've been with the same company for 16 years. I wasn't going anywhere. And he goes, and it was all in Leo's follow-up. He didn't call and say when you're coming. He called and said, how can I help you with your business?

What do you need help with? There's changes with NAR right now. And how do I help you? That's why the guy came. You're talking about somebody that does over a thousand transactions a year just himself. So, you know, these are the kinds of conversations that we're having. We're going to sell more houses this year than we did last year. We were number one in the industry last year.

We're already outpaced that. this year. So when you think about, you know, people are saying, yeah, sales are down in a number of units. You know, it would be crossed 53% lower than you're not here. Yeah. We're going up. And, you know, that says something. It says a couple, A, our leaderships in the right mindset, and B, our stuff works. Yes. Right? Yeah. And I think the mindset shift and mantra shift, which is interesting to me, is that, you know, most CEOs are going to be like, hey, we've got some gold in this, we've got our secret sauce, we've got our own stuff. And Leo says, let's give it to everybody. We've built organic stuff after NAR and all the documents in the toolkit, the buyer's agent toolkit, the seller toolkit, listing agent toolkit.

All of that stuff are like outsource it. Open it up. Let everybody have the link to everything. There's no walls to it. It's like what company goes out into the market and says, we're going to take something that gives us a massive advantage and we're going to give it to everybody. We want the whole business to be a better place. And it was the same thing that happened with KGCI Real Estate on air, right? Where, you know, we had to make that same pivot with the whole rest of the industry when that came down, right? Like here I am is thinking, all right, we're going to, I remember that it was like, it was like that first weekend. It was like a, my, my radio background is in news talk radio, breaking news and all that fun jazz, right? So it was like, you know, a breaking news story.

This thing happens. And I was like, well, I have this, like some programming on the air that's going to make absolutely no sense effective right now. And so it was switching out programs and going in and just getting that good content on the air. And I was thinking in those initial days, I was like, how am I ever? going to keep this station relevant. And it was as a function of what EXP Realty was doing with them taking the walls down and providing all this information and all this content out for the broader industry. Yeah.

It made my life a whole heck of a lot simpler in that here we are. We are just providing nothing but value to the broader industry because that's what KGSA. Real Estate on Air does. We are just, we are here to provide value to those agents that are looking to perform better. in their real estate business with the business building principles that transcend borders anytime, anywhere that they are. And for EXB Realty to just take it and take what they had created for their agents and just open it up for everyone else, it was absolutely just a godsend to, honestly, the rest of the industry, and especially me, who had to curate the content of this radio station

for the broader industry. And it was incredible because it was really a gift. And it all came from the place of we just want the industry to be better. Yeah. Yeah. And I think interestingly, I think it was Missouri. Correct me if I'm wrong. But they were the ones where all this stuff started, right? And then Leo goes out and kind of takes the bullet for everybody.

Next you know, I believe it was the state of Missouri that was using our forms across the entire state. Our form or not our buyer broker forms. They adopted it. So we're talking about sharing what Russ is talking about. You know, hey, here it is. Use it. And the people who were fighting it the most are the ones who actually adopted our forms. So that's pretty cool.

Yeah. You know, it's kind of funny because we've got times where we've been branded that we have silos. Like, if you're not in a certain silo, you're going to get excommunity. You don't have access to anything. And it's kind of humorous because when you look at from the top down, the word we use is collaboration. Collaboration versus competition. See, here's a fun part. When you're at the top, you collaborate.

When you're at the bottom, you compete because you're competing for resources. You're competing for fuel. You're competing for cash. You're competing for space. Right now it's like, we've got plenty and there's plenty for everybody. So let's just share everything with everybody. Like the information share in some of these rooms. I mean, we're watching people open their playbook, and they're showing you the secret sauce.

They're talking 11 herbs and spices and you're like, yeah, and here's the 12th one when nobody tells anybody about. The secret spice, they're using that. They're like, by the way, it's 11 herbs and spices. And the secret is, there's actually 12. Why did you do that, Ross? It's collaboration. Because when you rise the tide, all the ships go up, right? They're not worried about it.

Yeah. They're not worried about it. They have their systems in place, and they want to help you and pull you along too. So, and that gets back to what you were talking about in the beginning, about the franchise part of it. When you're not a franchise, you know, I ask people two questions in every call. Number one, how many houses do you have to sell to get ownership in your current brokerage? Then number two, how many houses you have to sell to get back to the company dollar that you paid to your brokerage? So when you can really start to dig into those two questions and realize that everybody here is on the same team, that's why we help each other.

That's really the foundation of the culture here. You know, so I want you to be better. I want you to be better because when you guys are better, I'm better. And that matters. You see that. You see that all over the place at this convention. Yeah, you know, it's kind of funny, Ian, that we're, you know, for me as a teacher, trainer, coach, trainer, building businesses, building brokerages, running brokerages across the country. The one thing that I always go back to is per person productivity with agents.

There you go. So we talk about like agent count. Agent count. Agent count. Well, we've got agents leaving the business. Pretty strong right now. Right. So you say, well, what do you?

about the numbers? What about the numbers with the EXP? It's like, I would rather have 50,000 ballers than 100,000 that are half-donkeying it, you know? Right? Right. So they're like, we've got a hundred thousand. Like, we got 100,000. I'm like, yeah, but 50% of your people do nothing, you have 50,000, right? So we look at brokerages and we're talking to people and they're like, well, Russ, we've got 750 people. I'm like, how many of them sold a house? Right, the 350 is normal. Yeah. Right? So right now, I think the thing that I love about where EXP is and where our trajectory is, is we're seeing agents per person productivity go up. Now, I can't quote specific numbers and so forth

being a publicly traded company. But what I will tell you is that we are not only attracting better quality, but we've got agents that are in our brokerage that are actually selling more houses on average than they have in the past. From two years ago to now, the number is a strong number move in the right direction. So, like, how do you tell whether you're in the right place? Agent makes a move, they sell more houses. What's the goal for real estate agents?

Sell more houses, right? So if this business hasn't been working the way you want it to and it's not the feel that you want it to be and you're feeling like this isn't exactly what I bought into. This isn't what I signed up for. We've got agents coming over here and saying this is more what I need. This is, we have the support. By the way, have you guys seen the fast cap program? The, the, the, the, the, the, the, the, the, the, the, the first session. Dude.

Dude. How about those numbers? Dude. That's incredible. Incredible. Incredible. Incredible. Incredible. So you've got the, like, the first, the first run, their first cohort, right?

Yep. They had what, it was 1.9. They said two. It was like you got around, you can't have a point nine of a house, right? One point nine contracts written per person. Yeah. It was six weeks. Yes.

If you take that at times by how many six weeks are in their year? 52? Well, that was the minimum. Yes. That was the minimum. It's like nine. Nine. They said it was closer to three, right?

Close to three. So now if you talk to somebody, you say, hey, listen, Russ, I know business is down this year, but if I can show you a way that you could possibly have three transactions over the next six weeks. Are you open to that conversation? Frank, hey, about next level with this, right? If you have a team and you're having trouble getting your team up and running,

why don't you move your team over here? We can take your people, plug them into the Fast Cap program, and if they do their part, on average, you're looking at 1.9 deals written in a six-month span. So you're looking at adding 10 sales by us helping them do that deal.

What if you have a brokerage right now and you have 50% of your people with zero? You can run your brokerage in over here, get rid of all that back end stuff of the business that you don't like and the liability and the time and the energy and the effort. I've never talked to a broker owner and they say, hey, hey, what do you love to do, Frank? And they're like, I love bookkeeping. I love accounting. I love dealing with paperwork and compliance and toilet paper and ethics and complaints.

I love that stuff. I love checking documents. They never say that. They love people. They want to grow their business. Take care of people. We can get them back doing that. And then, by the way, we can take your people and help your people become more successful.

And that's what they want. They always want what's best for their people. We can do that here. Well, I wouldn't knock on a toilet paper too much, by the way. Well, you know, I mean, it's an important factor in everybody's business. There was a lot of people that made a lot of money on toilet paper just a couple years back. Yeah, but to Russ's point, well, saying, ain't that some crap. What I'll say to you, three-ply, three-fly sand.

What I'll say to you is that, you know, I think there's also another misconception out there that people have big teams and brokers think that everybody's killing it. He'll tell you every time we talk to somebody, everybody's got a stable race horses, then you have people who are still training. There's a huge percentage of every team in brokerage that the agents are doing one transaction or less. Right. And we see that all the time.

So the fact that we have some medicine for that pain is a pretty big deal. That's pretty cool. You know, I mean, it's, hey, man, you can't argue with success. I mean, last year, close to 355,000 transactions. Not too shabby. Tracking ahead of that away is this year, right? Yeah. Dude, that's strong.

We're already ahead of it. We can't release, but we're already ahead of it. That's part of that franchise versus being national, right? Being largest independent, we can be literally everywhere. And the fact is, like, the guy next street over with the same brand. We're not competing with him. We're on the same page as him. Don't get me wrong.

We're competitive. If Frank and I are on the same team, you know, I'm going to harang him every chance. Like, I want to beat everybody else and Frank. Give us a scoreboard. Yeah, give us a scoreboard. Everyone needs a good scoreboard, right? Because the scoreboard attracts progress. The other thing that kind of jumped out with me with, you know, the progress of Fast Cap and how that's come out as, because, you know, when I, when I, because I am also an EXB realty agent, right? And I am, we are currently, I'm in a position with my business that we need to do some scaling, right? So, you know, having Kerry Sobe kind of floating around here, talking about leveraging AI, that's highly helpful. But I also have a wife that's also been interested in real estate for a little while, and she's working through pre-licensing right now. And one of the things that prior to Fast Cap, one of my concerns was, you know, are you going to

to have the same experience that I had as a new agent where I didn't do dittalese. I did a lot of work, but I made no money for like eight months. But honey, I'm working hard. I'm working really hard. And she's like on what? And what she's saying is when are we going to get a check? Right. Right.

And so for so many agents, I mean, that's the experience, right? You get into real estate, you just have to accept that there's no money for six to eight months, possibly a year. Yeah. This whole Fast Gap program changes that entirely. And it's been one of those situations and it's one of those circumstances where basically you bring people in. Yep. You get them trained.

Yep. And you give them back to these teams so that way they can get actually be active in production in a far shorter time period. Yeah. Well, I mean, listen, agents, there's a wall. I mean, I don't know, Russ. What do you think? Six months, you know, if things aren't happening, you start getting to start looking at, around A, they start feeling bad about themselves. I'm not going to, I'm not going to be any good at this.

You know, I need to start looking for something else. When really, they can be saved. It's just a matter of maybe they just need some more to be redirected, you know. I think it's not an easy business. We know that. But it's the only business I've ever been in and I love it. And I know that anybody be successful if they get on the right path. And I think that's the other thing that is that people try to reinvent the wheel. Everybody wants to be the new inventor. It's like, listen, and the path of success is already done. Just get on it. Let somebody pull you along, you know, and let us help you.

You know, we've been talking about FastCap, and, you know, one of the questions that I ask a lot of the leadership around ExP Realty is because KGCI Real Estate on air, you know, we are talking to, this whole thing was launched with the idea of that new agent in mind, right? Because the industry generally has this, has really great at getting people licensed to be agents and has a terrible knack of supporting them after they're licensed and getting them in a position to really grow real estate business. And, you know, stopping short of, I'll just come over to EXP, getting enrolled in the fast cap,

and now you're good to go, right? And that's now a legitimate answer to the how do we support new agents question, right? But absent coming over to EXP Realty and hopping into Fast Cap, what are the two or three things that, in your guys' experience, as you're dealing with growth, what are the two or three things that newer agents need to be thinking about to really have, build out a successful business and do it quickly. Yeah, you know, I would say, like, I'm, we share our brain on this. I go on a bend, I go on a bender on this.

All right. And permit me to go on a bender on this, okay? Bend away. It's rated G, don't forget. Okay, go. So the average- I got a sensor button for you. Get ready to hit that thing like a muck.

So, so with that, I mean, the average agent comes into the business, and never once during the process of getting set up to be a real estate agent, did they hear somebody say, you know, Ian, here's what we're going to do. You're going to get your license. We're not going to teach you how to do real estate, but we're going to teach you a bunch of stuff you don't need to know to actually sell houses. We're not going to teach you about business. We're not going to teach you about how to run CRMs and actually get clients. We'll teach you how not to get thrown in jail. Amen.

Well, congratulations. If you don't have any business, it's really hard to get thrown in jail. So let's get some business going. So number one, they're missed set from the get-go. And then a second thing is, nobody ever said, hey, gee, Russ, here's what we're going to do. You're going to get into the real estate business. And then we're going to teach you how to cold call. I'm going to teach you how to doork.

Dude, I'm from Detroit. Yeah. Right? Knock, knock, who's there? Nine millimeter. Right? Sorry for all my friends in Detroit. I love you all.

But like, like, Detroit City. I mean, I'm being facetious, but at the same time, like, door knocking is maybe not the most ideal thing to do in general, particularly for a lot of the women in the business. Like, women in safety is important. So, like, nobody said, hey, I want to do that. Listen, dude, I was a cold caller. Okay. I was a cold caller for MCI long distance back in the day.

Do you remember, you might be young enough to remember this, old enough to remember this. Back in the day, you had your home phone and you had to have a separate service for long distance. It was not included and it was expensive, right? Very expensive. So there are various companies that would have long distance additional you could add onto your home phone. I sat in a call center for a year and a half for four hours every day and did 300 phone calls. And let's be clear, I was good. Okay, not a pat on my back. I was good. Hated it. Hated it. That's miserable by the

If you're great at something and hate it, guess what? You don't want to do it. Right? So when somebody said to me in real estate, it's like, well, what we need to do is we need you to bang the phones, Russ, and I'm thinking, I'm going to take this phone and I'm going to bang you with it, right? Like, I'm going to hit you in the head. I'm like, no. And so here's a thing. Like, I stand in rooms all a time. And I go, hey, how many of you guys like when people cold call you? Nobody puts their hand up, right? I had a guy pull it last two weeks ago in Minneapolis. Guy puts his hand up. I'm like, you like, you like, you like, you like, there's 300 people in the room.

I'm like, all right. Give me your phone number right now. Okay, everybody, write this down. And the guy's like, no, no, no, no. I was like, yeah, ha, ha, you're funny. But the reality is when we're being taught to do things that are not something we like done to us, it makes us out of integrity. So can you do it for a little while to save your life?

Yeah, but if you don't love it, it's like running. If you don't love running, you're not going to be a great runner. Right. Can you get the thing done? Yeah, but you're never going to be great at it. And you're not going to do it long term. and they're going to find reasons not to run. And it's the same thing in the real estate business.

So working with people and building relationships and building sphere is key. And we've got a lot of that in the business. I'm not saying the other stuff's wrong. I'm just simply saying for the average person they want to build relationships. They want to connect. That's what they got in the business for.

So let's talk about how to do that. Yeah, not piggyback off of that. So I'm 30 years in the business. So when I started, it was no cell phones. There was no internet. There was no MLS. There wasn't any of that. Did they have the wheel?

There was electricity. Okay. Okay. All right. But, you know, so, and but back then, there was also no training. There weren't teams. There were no such thing as real estate teams. And there wasn't really formal training.

It was like thrown into the fire. So if I could turn the clock back or talk to somebody who was just getting a real estate your wife. Just from a macro, kind of picking back on the way saying is, I would learn how to be a business owner first and not a real estate agent. Okay. So that was a big thing for me. When you come in and your real estate agent, you become a transactional person. It's deal to deal, to deal, to deal.

And you're working, you know, in the business. You're not working on the business, right? Right. So I think the number one thing is, A, you're going to attach yourself to people who've done it better. And we all know that. There's sphere of influence and all that. But I think you need to define who you are and what you want your business to look like. I think that's a big deal.

So, okay, so what is my brand going to be? All right. Well, what's the core values of that? that brand. What does that look like? Because that will now give me direction on how I'm going to market this brand, because all my marketing should reflect my core values. And then as you start to talk about your sphere of influence and all these different people, it all starts to make sense. You create an identity and you create a brand. So I think in the beginning, now with, you know, people, I've heard both sides of it, you know, it's too much social media. And I can never do

that. I like the old way and the old people saying, oh, I wish I had that. I'll tell you now, and I agree with him, the fact that you can hit a button and reach thousands of people like that is not the way it was 30 years ago. It was back to door knocking at 9mm. And you might be able

to talk to two or three people a day where now you could talk to thousands of people a day. So I think if you have purpose and you have clarity on what that message is supposed to be, I think that's how I would start with my new agents. Listen, let's work on this part. Let's work on what you are. are what you stand for.

Then let's go. We're with Frank Pinuto, Russ Lagan, here at KGCI Real Estate on air. We are broadcasting live from EXPCon, Miami. We're at the Explorer floor. I've been calling my broadcast studio here, the fish bowl. Yeah, like the fish bowl. Dude, this is exactly a fishbow. It's brilliant.

Yeah, because everyone just keeps walking by, like, oh, hey. And they love snapping their selfies with us. But we are here in this highly visible area. Yeah, we are, we are seeing, everyone can kind of see us, they can hear us. We got speakers piping out out there. For those of the folks that are here, right, their general session just wrapped up. Yeah. And they're coming down here to grab lunch or whatever.

You know, what are the, what should these people be thinking about as they're about to go out into the world kind of on fire? Yeah, I think, I think the hardest part about being on fire is you're burning yourself down. Oh, okay. I mean, you're losing skin. So I think the ideal scenario is. is you're going to take the pile of things you've got, and you've got to hone it down to one or two things that you're going to implement you in your business, right?

Have you ever seen somebody say, I'm going to learn five hobbies at the same time, and that's going to go really well, right? I'm known for having a couple of hobbies, right? But now I kind of do them all interspersed and mixed in together with each other, but, like, I did woodworking for a number of years, and then I spent four or five years just running my forge,

and I did a lot less woodworking. And it's like, you've got to learn a skill, and it's really important to learn a skill and learn it at a really high level. It's like I learned to play pickleball yesterday. Frank, you learned to play pickleball yesterday. I know, it was awesome. Dude, like we're officially pickleheads or what do we call pickle people?

Pickle people. Pickle people. People. People call worse. Yeah, yeah. So we had a great time playing that. It's like, now I got this thing in the back of my head. It's like, man, maybe I can pick up playing pickleball.

But like at some point you got to say, I've got to take something off my plate and then add something I want and need on my plate. Don't add 40 things into your business. Make one tweak. Because if I make that one tweak. week, then I don't know whether it's working or not. Then I can make that adjustment and kind of hone in on it versus having 10 things I changed. And now, like, my wife gives me 14 vitamins. I'm like, which one's working? Like all of them? None of them? What if I take one? Which one?

Maybe it's just one that's working. The other 13 are placebos. I don't know. Right. So we've got to start saying, just put one thing in your business, make one adjustment, get really good with that, hone that, become a master with that, and then add another skill. Next thing you know, you're a master of 20 or 30 things. Yeah, he took the words right out of my mouth. So one thing is while you're here, talk to as many people as you can. Okay. Make your connections for referral business, try to learn something from everybody, whatever. But basically going to reiterate what Russ just said, what is your business lacking?

What are the things you need to concentrate on to get to the next level? And then get those to a mastery level. I agree with you 100%. To me, you know, become a new real estate agent, what happens? You get inundated with all these, by this zip code, by this program, this lead gen thing. And they're like, oh yeah, I'm going to do this. I'm going to do that. It is. You're spending all this money.

You don't follow anything to the finish line. So nothing happens. Where if you get one, two, three max things that are going to change your business and you can get them to a mastery level, lock everything else out. That's when the magic happens. Yeah. That's how I've always looked at it. I think that key to dovetail with that too. And I think this needs to be said.

And I'm going to say it the way I say stuff. Yeah. Trade a G. Yeah. Be willing to suck. Yeah. Right? Yeah.

I mean, literally. Because like a lot of people are like, well, Russ, you know, it's just, it's uncomfortable. Learning everything new is uncomfortable. Yeah. It just is what it is. It's part of the game. And the fun part is, the more you do it, the less uncomfortable it is. And then you start to get to a point where you're feeling more comfortable.

So you go from what, unconscious incompetence? Like, I don't even know what I don't know. Then you go to conscious incompetence, which is, I know I don't know something. And then you go to conscious competence, which means I know this and I can do this, but I have to think about it. And then you go to unconscious competence, which, which is. which means I'm doing it. I don't even have to think about it anymore. I can build a bass guitar from memory,

drawn the lines, draw on the angles, aside from, you know, you have to be certain measurements. We got a nail. The rest of it, like, I just do it by memory now. I've done it so many times.

It's not, like, I wake up and go, like, oh my gosh, I'm going to have to figure out how to do this. Just go in and do it. And that takes, and it can take years, right? So if you're not great at it in the first month, fine.

Nobody started a master. Well, that's just that. I was going to say, you're going to fail. And by the way, it could be a slow burn. That doesn't mean it's not working. Don't give up too early,

which a lot of people do. Oh, I sent this mail route to a neighbor. I'm farming a neighborhood. I sent out, it didn't work, and get one call. How many times send it out? One month. Yo, Holmes.

Yeah. It's a marathon. It's not a sprint. So remember, you're building a business. You're building a brand. The problem is we live in a world of instant gratification, right? Yes.

Text, phones, bit, bab, boop, you know, and everything's so quick. Yeah. And it's like, that's not how it works. Did you see, there was somebody that had posted recently, and it circulated around a little bit. They were talking about people's attention span 10 years ago. It was like two minutes and 23 seconds was their attention span. I don't believe it.

And I was like, holy smokes. What you say? Two minutes and 23 seconds, your attention span. Like, how do you keep anybody's attention? I was like, that's actually the good news. The bad news is down into like sub-30, I understand. Like 23 seconds now. I believe that.

Is the average attention span. So the problem is, it takes more time to develop quality, and people are trying to do this instant and they got to, you've got to get that message across fast. The deal and the difference is you've got to have that hook, right? You're not going to tell them the whole thing. It's like, Ian, if I can show you two or three things, it can take your business to the next level and get to 10 more sales in the next year. Do you want to talk about that? I would, yes. Yeah, exactly.

20 seconds or less, go. Now I'm going to potentially have the ability to actually show you something that you're going to take the time out. So it's that grab that attention, and that attention has to be. not like, hey, man, have you seen this product about blah, blah, blah? Like, no. It's like, hey, do you have this problem? We can help you solve that. Put your hand up and we'll give you more.

And those people have put their hand up, now you've got a sale process. Right. And that's the fun part about the game. You've got a sales process where people put their hands up. It's a thousand times easier. Same thing applies to growth, by the way. This is what he and I do all day.

You know, if you go in to try to talk to somebody about attraction or they're asking, if you go in there with your own agenda, oh, the E-X-P has. A, B, C, D, F, G, G. They tuned out how long? Yeah. At the 15 seconds, they're gone. Right.

You know, but if you can find out what's important to them, then you know what path to go down. Same thing if you're on a listing appointment or whatever. People have the listing presentations. They go in. I'm going to go through my presentation. Well, how do you know what's important to the sellers? You ask them?

You know, so the same thing with buyers, right? Now we're doing buyer. I mean, I've always done buyer consultations. That's how I built my business. But, you know, now it's a new, it's a back. It's back again. It's in vogue. How do you know how to help a buyer if you haven't sat down and found out

what's important. Amen. Yeah, it's that simple. I mean, don't make this thing harder and it has to be. Right. I thought your agenda is theirs. Right. So, you know, that's a big part of it too. Catching up with Russ Lagan, Frank Pinuto. They are the senior vice presidents of growth here at EXP Realty for the United States area. It's all fun stuff, fun stuff. And for those of you that don't know, they also host occasionally the big agent meeting that streams Fridays here on KGCI, real estate on air. Gentlemen, we got about 30 seconds left before we wrap up our coverage from Ex-Becon here in Miami. Any uphearting wisdom and words? Yeah, I think I'll kick off right here. So number one, you can do it. You can do it. You still have to do it. It doesn't do itself.

Okay. You can do it. So it's like find that one thing. You are in the right spot for you. The reasons you got into this business was to change your family's life and your family's financial trajectory. Everybody I talked to gets in this business, I'm like, I want to make a hundred grand a year. You realize that a 25 year career, that's $2.5 million more dollars in your family's pocket. And if that doesn't change your family's trajectory. That's generational changing trajectory. So the reasons you got in, you guys can do it. Find a way. We've got the tools. We got the help. You've got the support. You can do it. Stick with it. Determine to do it. Go all in and we'll find a way together. Right. Do you? Yeah. Change your vocabulary. This isn't a down market. It's a market of

opportunity. And then we look at it that way and then you get your mindset right. You can light the world on fire. That's awesome. Jens, thanks for checking in with us at KGCI Real Estate on air. I'm Ian Wheatley, broadcasting live for the Miami Beach Convention Center. It's day three for me. ExPCon. We'll be back here tomorrow morning beginning at nine here on Real Estate on Air. KGCI Real Estate on Air.