KGCI: Real Estate on Air - Special Report: eXpCon Canada Day 1

Episode Date: May 15, 2024

In partnership with eXp Realty, KGCI Real Estate on Air is bringing a special presentation from eXpCon Canada! Join KGCI's Ian Wheatley as he brings you the very best from eXp Con Canada. Today's special report includes a new announcement about eXp Elevate Coaching, updates on industry trends, and new marketing tools and techniques. Listen here for day 2 of our Special report. 

Welcome to the special presentation and partnership with EXB Realty. This is KGCI Real Estate on Air from the EXPCon Canada General Session. I'm Ian Wheatley. Stay tuned for the very best from EXPCon Canada. KGCI Real Estate on Air is here to provide motivation, knowledge, and growth for real estate professionals all around the world. If you miss anything from today's special broadcast, you can find us at real estate onair.fm. And you can subscribe to KGCI anywhere you listen to podcasts, including Spotify, Apple Podcasts, IHeart, and more. EXPCon Canada has become an annual tradition for many Canadian real estate pros.

This year's lineup spans industry trends along with marketing and technology tools and technologies. We'll kick things off in a few moments with remarks from Mr. Agent D.K. Demetrios Caligarapolos in France Montas. They are your master of ceremonies for today's event. We will start our coverage with remarks from EXB realty founder, Glenn Sanford, for a major announcement about a new coaching program for all EXB agents. We now take you to the stage. Welcome to the vibrant city of Toronto and the exciting opening of EXPCon Canada's general session.

I am Demetrius Kaloyeropoulos, better known as Agent D.K., alongside my co-host, Franz Mantis, and we're thrilled to kick off two transformative days. Ladies and gentlemen, EXPCon Canada is all about building and growing. So let's make our collective presence known beyond these walls. We encourage you to post as much as you can and share as much as you can. The venue is Wi-Fi equipped. Credentials are all around the hall, so there are no excuses. And don't forget to use the hashtag E-XP-Con Canada.

Let's set the stage for a day of dynamic networking, profound learning, and genuine inspiration. Following general session, we have an afternoon filled with incredible breakouts led by EXP realty agents who are ready and willing to help you elevate your business. Prepare to take notes, ask questions and engage fully. We promise that you'll leave EXP Con Canada's 2024 motivated and equipped with practical knowledge and strategies that will enhance your professional journey. We're going to be on the founder, president, and chief of the direction of EXP World Holding, Mr. Glenn Sanford.

U. GGCI Real Estate on air, EXPCon Canada is being offered in both English and in French. Coming to the stage now is the ex-B founder, Glenn Sanford. All right. Well, hey everyone, I'm super excited to welcome you all here to EXPCon, our second one. one, EXPCon here in Toronto. As many of you know, I'm a proud Canadian born in Northern Alberta. So it makes me really happy to see all the growth and all the amazing agents represent here today. So over the next few days, got a lot to look forward to. I want to take a moment to acknowledge

all the growth we've seen here in Canada. We're now over 6,900 agents in, in your Canada so and we're well on our way to 10,000 plus and and beyond I mean we're gonna kick remax roll the page all the butts so anyway so the growth is thanks to all of you you bring so much expertise and passion to the business it's no wonder agents from coast to coast are choosing EXP obviously I started the company what 14 and a half years ago just south of Vancouver in Bellingham Washington my old stomping around was actually the lower mainland. But the thing that, you know, I was ultimately trying to

solve for was the challenges that I saw in my personal business, which was that there was no real way to fundamentally retire. It was a business that, many of you've heard me say, it was a business that we were told we owned when we got into real estate, but it was a business that we quickly learned owned us, because if we weren't out there listing and selling real estate, we were fundamentally out of business. And that's not a good place to be if you have people in your that you care about and that you want to be in good shape so something happened to you or you can't go out there and work. Obviously we've really knocked out of the park

largest single real estate brokerage in North America, which is incredible, probably the world, as a single brokerage, and it's all around really focused on the agent value proposition. But before I go, I want to share a personal milestone and pivotal moment here in EXP Realty. EXP Realty. Obviously after remarkable journey, growth, 14 and a half years, you know that I've actually decided to hand the reins over to EXP on the CEO side over to Leo Perea. And this decision is one that I'm extremely excited about because of what Leo brings to the table.

We've been working together now for a couple years. chief strategy officer and been a really a great partner in helping us grow and so it's with great pleasure that I turn that over to Leo Perea to take over obviously I'm not going anywhere I'm still going to be in the entire EXP ecosystem you'll be able to find me a workplace all the other places that you can track me down and I know you do track me down I'm sure when I go back I'll find more people have tracked me down. But I'll be working on sort of the synergistic businesses to EXP Realty to help us put us in a position

to win even faster, bigger, and kind of get to where we, what I think about is kind of the game over moment where it literally makes no sense to be anywhere else by EXP. So in addition to announcing Leo, we recently appointed a new chief marketing officer. Some of you may know her. Wendy Forsythes. She's a Canadian, you know, worked here in Toronto for some big brands.

I think Royal LaPage she was involved with and some others. But we've got some of the biggest names in the industry. Her knowledge is just remarkable and perfectly suited to really help us nail marketing for real estate professionals at EXP. And so lots of stuff she's going to be doing, and she'll be on stage a little bit later. So I'm excited for you to get a chance to learn a little bit from her. We've also brought on just recently. We've done a lot of changes all to really kind of get us pointed in the right direction and get us all row in the same direction. But Renee Casper, I think she may be in the room somewhere-ish.

Anyway, she's our new chief human resources officer, amazing woman. you know, lots of experience, global talent management, some really cool tech companies, you'll recognize the names. So she's on board here in Canada. Nadia Habib is now the senior VP. She's taken on the role of senior VP of growth here in Canada. So just really excited for her. She's just really stepped up, an amazing, incredible leader, as you know.

So it's hard not to see the thumbprint that she's put on EXP since she's joined the team a few years ago. And just last week, we appointed an EXP agent Kendall Bonner to the position of VP of industry relations. And again, you know, all these people have been agents and broker owners. they've been in your seat and it's pretty amazing and so there you know Kendall's going to be out there solidifying relationships and partnerships in the real estate sector and as for me obviously as I mentioned I won't be going too far but I want to go ahead and see bring Leo Perea up on stage Leo is an amazing leader and I couldn't be more proud to have him lead this next portion of the

EXP journey. I'll be here. Don't worry. But Leo, Leo, come up on stage. Ladies and gentlemen, EXP Realty's new CEO, Leo Priya. Good morning. Thank you, Glenn, for the incredible foundation you've built for us at EXP Realty. It's an honor to step into this role and continue the journey of innovation, of excellence that you've successfully led us to. To EXP candidate agents. I'm thrilled to be here today. Canada is a crucial market for us, and your hard work and commitment is a key to our success. As I reflect on our last 30 days of being CEO, really nothing's changed for me. I'm obsessed with the agent experience. Most of you don't know, but I probably

spend four to five hours a day meeting with agents of all production levels. I want to be able to understand how Justin sells 1100 plus homes, also how a new agent joins us in today's market with today's interest rates and all of the fun legal stuff that's coming to North America because you guys are not exempt. We have a lot of great announcements throughout the day and I'm particularly excited by announcing a groundbreaking partnership we have with BMO aiming to revolutionize the home financing landscape in Canada. This innovative alliance is designed to amplify our referral opportunities and enrich the revenue prospects for both EXP Realty and all your clients. We're not just forging the path to enhance financial services for your clients, but also equipping you and

our agents with the knowledge and opportunities that you need to thrive in today's competitive market. Now, let's talk about something crucial having to say about what we do here. At EXP, we're all about being the most agent-centric real estate company out there. And one of the ways we do that is to make sure that the agent's voice is heard by agent-led groups. Let's start off with the newly appointed National Canadian Agency Advisor, Council. Throughout March, we asked for applications and we're excited to announce the newly

appointed national team that will be pivotal in steering the direction of EXP in Canada. Their leadership is set to bring fresh perspectives and drive innovation that will benefit all of us. Congratulations to all of that and thank you for all your leadership. We also announced the inception of the Canadian Commercial Agent Advisory Group, which comprises agents from diverse regions to foster innovation, advocate for members, and provide unparalleled support for resources and mentorship to our agents who want to learn about the commercial sector. This group's mission is to empower and unite commercial real estate professionals, enabling them to thrive in the dynamic and ever-evolving commercial real estate sector.

To sum it up, we're putting together agents out front and center. After all, you guys are the ones making the magic happen out in the marketplace, and we We want to hear you every step of the way. Now let's talk about education. Last year we brought on a good friend of mine, Brian Ellington, as our new chief learning officer to oversee EXB University. If you guys don't know, we waited one year and one day to make sure his non-compete was over and then we were on the phone getting him over here as soon as possible.

We've already seen significant impacts and changes, including the launch of KGCI Real Estate on Air, the very first 24-7 streaming radio real estate system. Station featuring Canada's own Nadia Habib, Carrie Sovey, and John Sy. Yeah. These initiatives are part of a broader effort to enhance the EXP experience, making it more vibrant and connected. But we're not stopping there. The university team has been busier than ever launching programs for agents at all levels. We've also launched winning buyers, an on-demand training designed to address the ever-changing environment.

There's Kickstart. weekly live interactive training designed to increase production through accountability. And we're really excited about the June pilot of FastCAP, our new productivity boot camp for emerging agents. The short of it is that these programs are designed to propel your career forward and ensure that you are among the top in your field. I'm particularly proud to announce here today that at EXPCon Canada that we're launching our new EXP Elevate Coaching Division.

This is more than just a coaching program. It's the premier platform led by EXP agents for EXP agents to catapult your business growth at EXP to an unprecedented heights. In the coming months, we'll be introducing more programs as part of this. But starting today, we're offering personalized coaching from the best in the business that will help you with many subjects like mastering AI, YouTube, listings, effective sales conversions, attraction and more. We can't wait to help you elevate your business. We got a fantastic day ahead of us, and I want to thank you for your trust and your collaboration. Here's to new beginnings and a future

filled with even more achievements and innovations at EXP Realty. Let's get started. You're listening to a special presentation on KGCI, Real Estate on Air from EXPCon Canada. I'm E. A big announcement just a few moments ago from EXP Realty founder Glenn Sanford, along with CEO Leo Perea, about a new coaching program for EXB agents called ElevateCon. coaching. Agents can sign up at expe elevatecoaching.com. Looking ahead on the schedule in less than six minutes, the EXP Canada leadership team will be checking in right here on this special broadcast on KGCI, Real Estate on Air. Welcome to our special presentation from the EXPCon Canada General session. I mean Wheatley, and this is KGCI, Real Estate on Air. The big news so far out of

ExPCon Canada is the launch of the new EXP Elevate Coaching Program. As shared from the stage and heard here on KGCI, Real Estate on Air. The new Elevate Coaching Program will provide best-in-class mastery-level coaching from those inside of EXP and understand the systems that EXP Realty already provides to its agents. What I do find exciting most about this whole thing, and I'm probably a little bit biased, is that it features many of KGCI's agent hosts, including Carrie Sovey, Nali Williams, Sherry Swift, and some others. The coaching program does begin next month, and agents can sign up at EXPElevatecoaching.com.

We'll take you back to the stage where Demetrios Caligaropoulos is, set to bring up the ExBCon Canada leadership team for their remarks. This is KGCI, Real Estate on Air. As we continue to navigate through a day filled with insightful revelations and transformative discussions, it's crucial we recognize the incredible strides we've made as a community. The journey of growth and achievement we've embarked upon here in Canada is nothing short of remarkable. Each member of this distinguished team has played a pivotal role in navigating the challenges and seizing the opportunities

that have shaped our journey. Their visionary leadership and relentless dedication have been instrumental in propelling our operations to new heights. Please join me in welcoming our Canadian leadership team. Quickly here. My name is Nora Marzuk. If you guys don't know me, I lead communications for...

Excited to be here. Excited to be here with the leadership team of Canada. Quick introductions, Nadia Habib, Senior Vice President of Growth. Natalie Goodyear, Senior Vice President of Brokerage Operations and Donna Delonzo, Vice President of Growth. So we are just going to spend a few minutes reflecting on the past and talking about the future. So Nadia, I'm going to start with you.

You've had tremendous opportunities with growth. What has been some standout achievements for you this year? There's been a lot of achievements this year. It's really hard to pinpoint one. However, one of the things that really stands out to me is the messaging that's come across from the agent base to the general public. We no longer lead by Come to EXP because it's a revenue share model. We are now leading with Come to EXP because we are the best in the business and we're really

pushing the production end of things, which is what we want. revenue share is the cherry on top. However, it's our production. We're predicting or we're looking at 140% increase in transactions alone, you guys. And that's everything from what you guys are doing. So congratulations. Amazing. The XP is where the pros go to grow.

So we're so happy that you are all here with us today. And Donna, you have taken on a new role in the past six months. How has your experience been so far? Amazing. This growth team, it's really incredible, whether you're on Canada team, the U.S. or global, we're one big family. Sounds corny, but it's true. The communication that we have together is phenomenal.

The executive team lead with care and respect and support us all the way. And what I find is we're completely aligned, right? We know what the focus is. We know it's growth, but it's also retrieval. We want to make sure that you as agents have every single anything that you need and I get to work with these ladies on a daily basis. So that's a bonus and Nour your marketing is on fire. Yeah, thank you. So it's all good. We're on the road to 10,000. Yes, as John, Cy says, and we'll have to take it from him. Let's go. We'll continue to say that for John. Natalie, so Leo just a few moments ago launched the National CAAC. This was a month-long campaign. We're going to take it from him. We'll continue to say that for John. Natalie, so Leo, Leo, just a few moments ago, launched the National CAAC. This was a month-long campaign. This was a month- working really closely with you. What does this mean for our agents having a national CAAC? Is this on?

It is on. You got there. The CAAC is an integral part of operations of our business here at EXP Canada. You know, they are the voice of our agents. They help us make decisions when it comes to processes or cool things coming out or just something to run by them. but they are a very integral part. They work very closely with leadership, and they work very closely with their provincial AACs as well.

So being the voice of the agent and having that say is very imperative to the business, but I also want to take this time to say congratulations to the new CAAC. I'm excited to see what we have in store with all of you, but I also want to thank the members who served on the CAAC for the last few years. You guys were amazing, you're still amazing, and I can't wait to see what you do in the future.

Absolutely. Thank you to everyone, and super excited about the new CAAC as well. As we look at the future, Nadia, what do you think the challenges are for real estate agents and for EXP? There's always going to be challenges in the real estate industry. However, one of the things that makes us the best in the industry and the strongest is how agile we are. We are ready to pivot at any given moment. We have implemented new training. We're very thankful for Brian Ellington, our chief learning officer.

He is putting out a lot of great training for our agents. But also, RuffShare 2.0, EXV2.0. Guys, it doesn't get easier than this. So when we talk about being able to stay agile and shifting in the market, we are on top of our game every single day, and it's thanks to your leadership. Amazing. Okay, one last question for everyone here.

Three words or less. I will cut you off at three. What are you most excited about for the next year? Donna, I'll go start with you. Okay, I'll say a couple more, because I'm going to say it in terms. That's more than three. Growth, the croissance, retention,

the retention, and Rev. Share 2.0. Amazing. That was more than three. That was more than three. I'm going to be very quick, but what I love is culture. I love community. I love commitment, but I also want to say world domination. Right, Nadia.

And mine is short and sweet. EXP takeover. Amazing. You understood the assignment. I did. I'm Ian Wheatley. This is KGCI Real Estate on Air. This is a special presentation from AXPCon Canada.

So what is the state of ExP Realty? ExxB Realty CEO Leo Perea will be letting us know that in less than six minutes right here on KGCI, Real Estate on Air. Welcome back to our special presentation from the ExPCon Canada General Session. I'm Ian Wheatley and this is KGCI Real Estate on Air. Major launch alert from Expe, from the stage here from founder Glenn Sanford along with CEO Leo Perea a little while ago. Exb agents now have access to mastery level coaching from many of KGCI's master level agent. hosts. Elevate coaching program is rolling out next month. Agents can sign up at expeelvatecoaching.com.

You will hear from many of the elevate coaches right here on KGCI Real Estate on Air each and every day, so be sure to tune in often at real estate onair.com and subscribe to KGCI wherever you listen to podcast. So what is the state of EXB? We bring you back to the podium where M.C. France Montas has just introduced EXB Realty, CEO, Leo Perea, Chief Booth Officer Michael Valdez, and Chief Marketing Officer Wendy Forsy. That's us. Us. All righty.

I'm back, I'm back. But I brought some new friends with me this time. So we're excited to get this chance to chat with everyone. This is going to be super informal. So you guys are going to get a chance to ask us questions. We've got these great, like, cube microphones that you're going to see in a little bit that you can like sort of live ask us some questions. We're going to chat for a little bit to kick things off.

You had a chance prior to us coming today to submit some questions. So we had lots of questions submitted. So we've organized them and sort of, you know, sort of get some summaries on that. You know what's going to be scary is that the three of us have known each other over 15 years. So this could be really, really scary. This could, well, I'm not going to go with scary. It's not going to be scary. It could be scary.

But since you jumped in there, we're. We're trying to get Michael to come out of his shell. Yeah, can you help, please? But Mr. Valdez, you just celebrated your fourth year EXP work anniversary. I did two days ago. Two days ago. That's it. So tell us about the last four years.

Give us some highlights. Nothing's happened. Nothing's happened. So actually when I joined EXP, it was May of 2020. So everybody knows, remember what happened in May of 2020? So middle of a pandemic, I joined EXP, I saw what was truly the potential of that. And remember, during COVID, all we needed was a sense of communication, of human touch, of a way that we could really be part in community again, because the world was in lockdown.

And so when I joined EXP, it was about 23, 24,000 agents. So over that course of the four years, we've grown to just under 90,000 agents from three countries to 24 countries. And truly, what we did there with that global expansion, especially, it was middle of pandemic without ever getting on a plane and creating everything that we did from scratch. So that was an incredible growth trajectory that could not have happened in any other country, any other company. How many countries did we expand into during? the pandemic without you getting on a plane? So 22. 22.

That's incredible. That's crazy. Yes. And some of the growth that we've done there, for example, we were already open in the United Kingdom, that was one of them, but we grew exponentially through that period of time. And for example, in the UK, we're actually the fifth largest estate agency in the entire country. And that's extraordinary.

Yeah, that takes a round of applause. In South Africa, in less than three years, were ranked number eight, have over 1,200 agents. Out of 5,000 brokerages in South Africa were ranked number eight from nothing, right? And so there's been some extraordinary, extraordinary growth. France, Spain, all really growing very, very quickly. I see my friend here from Portugal. Portugal is growing very, very quickly.

And we're having an EXPConne International in Portugal in a few weeks. So a lot of fun there. So it's been a great trajectory. That's awesome. Well, you certainly have done a lot and still have a lot. Yes, the team has done a lot and still so much more ahead. So, Leo, you've been with the EXP about two years, right? Two years.

Two years. And in the role of CEO now for 30 days. About? So tell us a little bit about the last 30 days. And we did it right before rallies. So it was a lot of travel, but not much has really changed, right? I think it's kind of how it probably feels. for you, right? When I got here, it was more like coming home.

So, fun fact, all three of us have active real estate licenses. We're the only company in the industry that is led by actual practitioners who actually sold homes, which is a pretty big flex, but it's kind of crazy, too, that most of the other companies... It is. Yeah, no, I'll clap it off for that. And fun fact, some of you might have heard this in the intro, but I actually started selling real estate in Nova Scotia. Yeah.

There it is. So what, yeah. She had to drop the Canada thing, right? I had to. I had to. I had to, I know. Yeah, okay. Heaps.

All right, fine. Why I bring that up is because, you know, I've noticed some of our competitors are even making comments that we say we're agent-centric, but like it's not BS for us. It's really about how we approach every solution. I mentioned earlier. I spend half my days talking to agents, because the cool part with knowing what your life looks like is if you give us an idea, we can say, you know what, that's a great idea. Let's figure out how to operationalize that as fast as possible.

And if I can't, I can actually explain to you why. Like, that's a great idea, but it violates provincial law. Or, you know, we can't change the software fast enough. He just dropped that in quickly. Right. DOLANGER- But that's a very different experience. experience for you giving us feedback and people saying, no, we can't, but without the why. Because it's very much like how you interact with your teams. Like, hey, can we do that?

And you're like, that's not profitable or not sustainable. There's reasons why and why not. And I think that dialogue really helps you understand how we make decisions. So I say it on every stage. If you have a suggestion or a question, message me on workplace. I either respond in three seconds or three weeks, depending on whether I'm sitting on a plane or not. And a lot of you, I recognize you from workplace because you asked me questions. But the focus in the U.S. has been the litigation, which is relevant to you all because we have two active lawsuits that we're defending in Canada as well. So our goal is to operationalize and support you guys as fast as possible. When I get asked, what is EXP?

I say it's a platform that allows real estate. entrepreneurs to build whatever size dream they want. So at the end of the day, that's making sure we pay you faster, right? We got substantially faster in the last 12 months in Canada. Yes. That we can onboard you as smoothly as possible and get your license transferred. That if you have a question, you can call 24-7 support first level, following the sun, doesn't matter what you're up to.

Because at the end of the day, we are a real estate brokerage, right? And I am amused by some of the competitors that claim they're just a tech company, and we actually have more people in leadership who've ran software companies, which is pretty cool. But we really get the agent experience, and that is our North Star. You know, I think it's important just to stay on this for a quick second, the idea that we are the most agent-centric company, and what Leo was saying, he makes decisions based on a macro view, a strategic view. We do it from a growth perspective,

and what the agent needs. Wendy, you're coming in now from that voice. And what I always say, you've got that gift of comparison in really leading so many other brands throughout your career as well. So when we make a decision on a collective basis from a macro point of view, it's always understanding that we were in your shoes,

that we were also door-knocking, that we were also having those call-calls, that we were actually doing that, and doing it at very high levels. At one point, Leo was the number one, agent in the world for his old company. I, you know, ran luxury at a very high level when I was in production. My first sale was $6.8 million. And it was crazy. My first sale was not $6.8 million. Neither was mine. My second one was a $12 million door knock. So that was crazy. Well done.

But it's the fact that we were in your shoes, right? And so that's what really differentiates that. It is, it is. So Leah, share with us a little bit about the vision of E. EXP 2.0. Great question. So I actually have been saying this quite a bit, and I like how people react to it. Our growth was by design, right? Glenn envisioned a bottoms up company. He was really the first one.

Everything else has been top down, where you have a strong personality that tells you how to live your life and what to do and what not to do. And Glenn said, you know what? There are brilliant people in this industry, and I'm going to give them a platform to allow to build whatever they want. And he was right because we had hypergrowth. We were the fastest to ever grow to that size. And now that we've gotten to scale,

we're no longer that little upstart. We are the single largest monolithic brokerage on the planet. Let that sink in. And that's both by agent count and transaction count. So what I had noticed was that a lot of our competitors somewhat controlled our narrative because we hadn't gotten hold of it. And so for the longest time, people said,

we're that recruiting company, until we started to point out the fact that we outsell everybody. So I always like to point out the fact that we are the single largest, most productive company in the U.S., and soon to be in Canada. And I don't have the fact to verify it, but I think we're probably the single largest company in Canada, even though there's bigger brands,

but from an agent count and transaction account, we're probably there as well. And so... I don't know if you caught it earlier on the panel. They were predicting that, like, what are we doing by the end of the year? Doubling. Doubling. And then double it again.

Where's my growth team? Nadia, are you good with that? And so what I saw when I got here was that we had the smartest real estate entrepreneurs in the business. And you could see it from our top performance. And for the folks that were in the mastermind yesterday, because proximity is power, right? The people you hang around with are who you become. That's probably a very old adage. We all heard from mom, but it's very true. I remember seeing the number one in the company I grew up selling when I was selling 50 units and I saw 300 and it just didn't seem to be in the realm of

possibility for me. Then I talked my way into certain rooms and then I started hanging out with those folks and I had several ojas. They weren't any smarter than me. they were somewhat hot messes, but for the most part, they were excellent at scripts and consistency, and they had picked a niche, and they did it religiously. It didn't matter what happened two hours a day.

You did something, and that's kind of the beauty of the business. There is no right way to do it. If you have an honest conversation with how you're wired and what your God-given talents are, you can actually build a wonderful, beautiful business that is aligned with who you are, and I know people that throw parties three days a week

and have a sphere business and then there's other people that don't like to talk to people and do all lead gen, and then there's other people that aren't scattered reduction in call call two hours a day, and you can make whatever size income and lifestyle you want, especially if you are around other people who are doing it. And the statement of proximity as power is not academic for us.

We were just hosting a top agent mastermind in Oakland, California. And funny enough, the Canadians all sat on one side of the room. It was like within this much. And Michigan was right behind them. Yeah. It was the weirdest thing. But one of the agents told a story that when he joined us, he was at $9 million in production

after being licensed for 10 years. And just by being in the rooms, not like just being coached, by actually showing up to people's offices as a solo producer, he went from $9 million to $30 million in one year. And then he was like, wait a second. And I think I can manage a sales meeting and started a team and went from 30 to 100 million in his first year as a team leader. And in his second year, he went from 100 to 200. Right. And when I asked him, because we did a little Q&A off to the side, he said, I'd been coached by Ferry, Buffini, you know, all of the traditional coaches.

He said, it wasn't until I actually joined the company, realized how open and collaborative everybody is, where I said, hey, can I just come hang out in your office? for 30 days. And he would drive across town and go to the sales meeting, just take notes. And whatever the team leader was telling the team members to do, he was doing individually. And he was able to grow through osmosis. I'm obsessed with the concept of compressing time.

Right? So many people I see try things. And this goes to anything in life. Like they want to get in shape and they just try stuff. Or they want to do social media and they try stuff. And that's very expensive from a time component. I believe in finding an expert. who can either

you can pay them. Right now we live in a world where everything exists on YouTube for free and then just follow a proven process. And most of the time when I find an expert, I want that to tell me what not to do. I want the three years or four years or five years of, oh my God, I tried it 20 ways

and this is the way to do it. I'm just as interested in the stuff not to do because we all want to, I can figure this out on my own and compressing time. is probably my single biggest obsession when I'm growing. Yeah, so we got a lot of questions in one way or another kind of tied into innovation. And you know, what can we expect next?

What are you doing about this? And, you know, Michael, we're going to talk a little bit about some innovative things. But, Leo, we rolled out something just recently that was pretty innovative. And in line with our EXP 2.0 was our RevShare 2.0 program. So you want to just touch on that for a second? Yeah. One of the wonderful things about becoming, as I call it, the category king, right? Glenn Sanford invented the cloud-based model with RevShare.

The only other companies that had done it before was bottom-line profit share, which is a very different calculating way. And when he rolled it out, he made it super simple and very transparent off the top. And throughout the years, there had to be pivots, and that's what happens when you grow a business that's untested, previously. But one of the cool things about becoming a category king is that you then have the vantage point to, you know, survey the market. And I'll give you the examples of meta, Netflix, you know, Amazon. Any company that gets to scale has the advantage of then serving

the competitors. So I always like to tell people, you know, you see what meta does and Snapchat popped up and all of a sudden we got stories. Then TikTok popped up and all of a sudden we have reels, right? You know, I don't know that the threads thing worked out very well, but that's the beauty of innovation that as you see other people do stuff, I reserve the right to copy them, since most of them copied our entire business model. If there's a feature that makes you go faster, stronger, better,

I'm going to take it. And RevShare 2.0 was something that Glenn obsessed over, well, probably since 2019, but really this year he spent a lot of time very interacting with agents. And he said, how do we position ourselves for the next decade? And his guiding star, because we watched mostly from the sidelines and gave him a little bit of feedback, was who he had in mind and he was the newer growing agent. He wanted to make sure that the next decade of EXP was still the best opportunity for that agent who wanted to become like someone they're aspirational too. So Glenn is the expert in that subject.

But the whole premise was like how do we make sure that we are the hands down best choice of the revenue share options? Awesome. You know, Wendy, before you ask your next question, you know, I always love to turn the tables on the moderator. So I want to ask you a question. Sure. Because I'm feeling a little feisty. All right. This is not in the state.

I'm sitting back now. You know, you just stepped into our new role as CMO. You have a tremendous amount of experience in the industry. I think Glenn alluded to the factor of two decades, as I think all of us on the stage do. So what are you most excited about in your new role as CMO? I always say when we talk about marketing in the real estate space, that real estate marketing is different than how you would do marketing at any other vertical. So when you go to school to study marketing, they break all the molds when we think about what it means to market and be a marketer. Because all of you are marketers, and you're all building your brands inside of the EXP brand.

So for me, what I'm most excited about is I have that lens of being an agent. and I bring that to marketing and branding. Because I want to help you grow your personal brands because that will help grow the EXP brand and that's a win-win for all of us. That's right. So whenever we're looking at, you know, what should we do, what should we roll out, how can we support you,

it's through that lens of how do we help you get more listings, how do we help you work with more buyers, how do we help you market yourself, brand yourself, build your sphere of influence? sphere of influence. So I'm excited about just digging in with the team and we have such a tremendous team here and leveraging that. And on that front, one of the things that is actually being launched here today at the show is our new EXP listing kit. So we all want more listings, right? Would anyone take some more listings out in the market?

Woo! Exactly. So go visit our booth. You'll see Lynn at our marketing booth out in the trade show. go visit all of our sponsors out in the trade show, but drop by and visit with Lynn and take a look at our listing kit. If you're looking for a way to really differentiate yourself going out there into a listing appointment, if you want to get some information in advance, this will really help you do that

and help you position yourself in the market. So we've got lots of great things ahead, but helping you build your brand is really what I'm most excited about. And I did a silly video on this, too, that's going to come out soon today too. You did a silly video. Imagine that. Imagine.

Imagine that. Michael. Leo. We've had some big changes in the growth team as a huge investment focus for us. Tell us a little bit about that. You know, as we see our competition really shrinking and constricting and getting afraid of the market, we decided to double down. We decided to literally double the size of our growth team in North America. And that is going to be so exciting.

That's why we had those different promotions that we had. And so you all met Nadia Habib as our senior vice president for growth in Canada. We have Donna Delonzo, who was up here earlier with Noor as our VP. And so we had two other SVPs that we did. Sean Murphy, some of you might know. we decided to have him move over and run commercial. And so he's going to be running commercial. I know we have some commercial agents in Canada here in the room.

And so we expand to also double down on Canada. And then we've got Amy Weaver. Amy Weaver is here in the audience. She is Nadia's counterpart in the United States. And so Amy has been promoted to senior vice president of the U.S. growth team. Within the growth team, we decided to. have different specialties as well. Susan McLean, who's sitting here in the front row, is our VP of Agent Success. This was previously known as our retention department,

so we hated the word retention. It's all about your success. So we changed the name of the department to Agent Success. We have then three regional vice presidents that have been our promotions as well. Russ Lagin, who almost all of you know is the host of our big agent meeting on Fridays, and he's going to be covering the West Coast. We're going to have three new growth individuals coming in on the West Coast of the United States. And Frank Penuto is promoted to VP of the East Coast with three new folks coming in under Frank. And then Tony King, who was our state growth director in

Texas has been promoted to VP and all of the state directors will report into him. So we've got a state director in California. We had one in Florida who was Felix Bravo. Felix Bravo has been promoted to VP of international growth because he was so good. And so we have an open position in Florida. And then as we continue to add state-specific individuals, they'll all report under Tony. So a lot of changes there. A lot of changes there.

And reminder, we're part of growth too. That's right. We're all part of growth. Do you want to get dependent? So there's a couple of other things as we're scrolling a little too fast. So we've got some incredible things with luxury as well. So we've got an incredible luxury format that we have. EXP luxury is a great focus of ours.

We have a new VP of luxury. desire and we have a lot of growth that we're doing internationally. We've got EXP luxury that is expanding tremendously in Canada. And we've got bespoke marketing tools. We have specialized support. And we're redefining what luxury real estate looks like in this great country of Canada and throughout the world. If we haven't already, I encourage you to find out more and learn more about

about this and there's actually even more that we're doing with growth. We're also expanding into new divisions. We've got a land and ranch division, which is, I think, launching this week. And we're also launching a sports and entertainment division that we're going to be doing globally. So a lot of stuff happening in growth. Yeah, a lot of stuff happening.

So yeah, that's all worth a round of applause, for sure. Awesome. So we should probably take some questions. We should. Anybody got any questions out there? Where are our cubes? Uh-oh. We have these great like cubes that you can like question cubes that you can actually sort of toss to one another. There we go. Wow. Toss, toss is the keyword. Tell us who you are. We know who you are. Tell us who you are, what market you're in and then fire a question at us. This is the coolest thing. All right. Jennifer Jones, Toronto, Canada.

Yeah. Lots of our team here. So I guess the question would be for more Michael, because you were talking about how your first listing was 6.5 million in Miami, right, as a luxury. Pardon me, 6.8. So why would an agent get involved with luxury with EXP? I have, but what is your perspective on why someone should? You know, I spent my entire career in the luxury market when I was selling, and the tools are one of the most important things.

Your branding, who you are. And, you know, I used to say I have no idea how to sell a $300,000 condo. And it was the idea that if you, and I love the question because everyone sort of said to me, how on earth did you sell your first sale at 6.8? and truly it was because I believed I could. Your mindset is your number one tool that you have. And then you actually need all the tools behind it in order to really sell what it is.

You know, I came from luxury brands. The brand isn't what is selling the house. It's you. It's your relationship. You're the brand. You're the agent that's the brand. The tools that we provide you are world-class. It took us two years to really launch luxury.

because we wanted the tools to be really spot on, and we have them now. We are a global brand. Here's what you need to imagine. If you're talking to anyone, any seller, that has a luxury property, you can actually, with full conviction, tell them that that property can be across the globe in front of all of the eyeballs of these agents, and you can say that with true conviction. If you're working for any other company, it's a franchise model.

have to have a relationship with that franchise owner in the other direct sort of feeder country where you don't have anything. You truly have a global platform here. That is what sets us apart. Our tools are incredible. I think we have an EXP luxury booth outside. Go find out a little bit more about it. Go say hello to Kerry. And this is truly a full distinction. people are taking listings away from what is the normal luxury brands out there without even naming them because we don't need to. ExP luxury is the global luxury brand. It is. Thank you, Jennifer.

I was going to say that the report that gets sent out once you add that luxury listing in that goes out once a week and actually shows the client where they're getting the hits, which of the 90 publications globally is freaking awesome. So thank you. Where do I get to throw this? That's awesome. I think Lynn has got a question over here. Oh, so I'll just throw it back. You really wanted to throw it, didn't you, Jennifer?

She didn't want to throw it, yes. Hello, Sue. Hello, Ernest Vertato, EXP Commercial International. So we don't have that right. So in 2017, Glenn and I had a conversation about EXP commercial, and we were blessed to launch that a few years back, excited about it. And so I've been on the international market outside of North America for four years now. And I'm just wondering, you know, I haven't seen or heard much about EXP commercial being mentioned.

And I get this question a bazillion times. What's happening with commercial? When is commercial coming? What's going on with commercial? Can you guys maybe elaborate a little bit? Yeah. We'll take it? Sure.

So EXP commercial is a separate division. that is licensed as a separate corporation under EXP Realty. And so we are licensed in the United States. And so here's the stat, Sean Murphy, my new SVP of commercial, hopefully is in the audience somewhere. But he gave me a stat that if we had 20 commercial agents in Canada ready to raise their hand and say we're dedicated to being an EXP commercial in Canada, we would actually file today.

Can I get 20 hands? Sean, I hope you're in the room. We're opening EXP commercial in Canada. Yay. Awesome. That's all it takes. Thank you, Ernest. We'll see you.

We'll see you in two weeks in Portugal. Hi, everyone. I'm Angela Kane with EXP Durham and Clarington Markets. You had said something, Leo, and it's not a question. It was really impactful and that I couldn't write down the rest of the Senate.

So if you could repeat what EXP means for you, you started to say a platform that allows real estate agents to. Yep, I say that one all the time. EXP is a platform that allows real estate entrepreneurs to build whatever size dream they want. And a lot of times I finish a sentence by saying, now you can be Justin and build the largest team on the planet, or you could be selling 10 to 15 homes a year, you know, providing for your family, And that's what I want. I want to be in business with Katrina and Justin and Ibrahim at the top of the heat and Jennifer. But I also want to be in business with the majority of our agents, 62% of our agents across the platform are single individual agents with a wonderful solo practice, which, by the way, a lot of times ends up being more profitable from a margin standpoint.

So, you know, bigger is not always better. It's about having a conversation with you, your family, what your goal. are and we want to deliver that platform that allows you to build whatever size of business you want. What I love about that is that the real true definition of entrepreneurship is success looks different for everyone. Absolutely. You're no more or less successful because you are measured by a volume number. It's what does success look like and I think that is so much of the special sauce of what makes EXP great. We had time for a couple more questions so we'll go over here.

Lynn, there was a hand rate. Oh, sorry. Hello everyone. I'm Cynthia Padilla from EXP, Windsor, Ontario. I've been a realtor with Century 21 for 13 years. I just moved to EXP last February 15. Woo! So, because I've been there in Windsor, Ontario as a realtor for 13 years, and my sales growing, but so many realtors asking me, Cynthia, why EXP? So my question with you guys, what do you think in few words I can tell the other agents in Winsor-O-N-Tay-E-X-B?

Because I think you look better in blue than gold. By the way, we did not coordinate our outfits today, which is hard to believe. That's right. We coordinated our outfits here. No, I answer it with proximity as power. Yeah. We truly have the brightest minds in the business at all production levels. And, you know, the fact that we're a single company completely changes our dynamics, right?

You said censor 21, and that's a franchise model, right? The energy and the feeling of one franchise to another franchise is completely different. Our DNA is the whole company. It's a completely flat organization. How many of you have ever messaged one of us in a workplace and gotten a response from us? Raise your hand real high. I love Mike Meadler, but I don't think he's. did that at Century 21. You know, it's just a different, just from a technology standpoint,

right? The franchisees and the independents can't have that connective tissue that we allow through technology. And by the way, I was SVP of growth for Realogy for 15 years, covering C-21 is one of the brands, and Brian Ellington, our chief learning officer was the global chief operating officer for Century 21. And we're both in this room. That's a mic drop. Yes, it is. All right, let's go to our next question over here. Hi, wow, this seemed like a good idea. That's what we thought she was when we walked out.

You want to come do it out here. You can hang out here if you want. No, I'm good. I'm Jen Lamont. I have been a real estate agent. I have only hit my second year. And joined EXP in. November so I just wanted to say I started with another company and I've been in

sales and an entrepreneur for 20 years and I have never in my life felt this motivated or driven and it's all to XP so it's just a thank you oh thank you was ranted did we get that on video that's amazing there's one right behind you right behind you okay guys good to see again John de Blair's from Toronto here so we've had huge growth internationally with so countries opening up. It obviously has slowed down a little bit now. Where do you see the next year, two years, three years opening up in terms of the growth with international countries opening up? I've been hearing a couple countries soon. Not sure if it's rumors. I've been working

with some of them. So I just want to know where the growth is happening international with the country. Like that fireside chat sort of thing where there's smoke, there's fire. We're we're looking to target three new countries this year. Well, you guys, we are running short on time. I do see someone standing over here, so we're going to be last question. Last question. But we are around for the next two days, so please, if you see us, if you have a question, anyone on the team, you know, we're here, so reach out to us and connect with us. And, sir, you've got the final question.

Yes, I'm Nab Kila from Langley, BC. I'm very excited about the farm division. So what are the tools and what are our plans for the farm division and how we can share it with other agents and excitedly, you know, make it an attraction tool for us? Yeah, no, that's great. Thank you for that. That is going live this week. We will have all the tools and the toolkit. Wendy, I think there's a full toolkit with Land and Ranch that's going to be available.

Under the marketing department, we're going to make all of that available to everyone. It is a separate division, much like ExP Luxury is. So it's going to be for agents that are focused on that. It will be different deliverables for them. There is a different cost for an agent to be a part of that specific division because of the tools that we'll be giving to them. So that is something that was super excited about we had. And again, this is to what Leo's point was earlier.

This was an ask from the agent community. And so we went in and we dug deep and we wanted to make sure that what we were bringing was of value to our agents. We had an advisory board before we even launched for them to guide us into what the needs were. And we have a very robust offering for Land and Ranch. And I think it'll be really happy this week. Thank you, everyone. Thank you, everyone.

We're going to bring D.K. back out. And we're going to continue on with the conversation. All right. Thanks, guys. KGCI, Real Estate on Air. I'm Unleutley, and we are bringing you a special presentation from ExBCon Canada. So everyone's got a why. What's yours?

And why is it important to be intentional? We'll be exploring that and more as we wrap up the special presentation of day one of EXBCon Canada on KGCI, Real Estate on Air. We're in the home stretch. I'm E.XBConn-Watley, and this is a special presentation from EXBCon Canada heard around the world on KGCI, Real Estate on Air. If you have not already, be sure to subscribe to KGCI, Real Estate on Air, wherever you listen to podcast. We'll be back here tomorrow for day two from the EXBCon Canada General session. Coming up, we will be exploring the importance of being intentional, but first, MCC, Dmitrios Caligrapolos will be bringing up Felicia Raquel who will help you and others find their wife.

All right, everybody. Is everybody having a good time? All right, you may or may not know this, but I'm Greek in case you can't tell from my name. And for 20 years, I was the master of ceremonies for the Greek festival in Ottawa. And there was one way I'd get everybody excited. And that was one word. And that word is, opa. I need an opa, man.

On the count of three, one, two, three. All right. I was back there breaking plates. I got in trouble. All right. You guys are in for a treat. Thank you, Leo, Michael, and Wendy for the comprehensive and inspiring state of the union on EXP Realty, Canada. Your vision not only guides us, but also challenges us to reach new heights. As we reflect on our collective ambitions and the road ahead, it's clear that every milestone we achieve starts with a powerful motivator, a reason that drives us forward. Speaking of motivation, it's my honor to introduce our next speaker, Felicia Raquel. Felicia is not only a top performing agent at EXP Realty, but also a beacon of inspiration. She's here to share her insights on why finding your why is crucial to success in both life and business.

Her talk, everyone has a why, promises to be enlightening and motivating. Please join me in warmly welcoming Felicia Raquel to the stage. Now, my name is Felicia Raquel, and I'm so, so grateful to be here today. But most importantly, I'm so honored to be able to have this opportunity to just pour into all of you for the next few minutes. Now, I'm here today to talk about your why. But first, I want to tell you why I joined EXP. Now, I couldn't deny the rev share. I couldn't deny the stock opportunity, and I could not deny the opportunity

to have such amazing business partners all around the world. So undeniably, I am E-X-P-P-P-P-R-S. Now let's get into it. I want to ask you a question. What is your why? Now, I'm a strong believer on manifestation. Who's with me? Let me hear you say aye.

Aye. All right, I love that. Now, if you have a burning desire for something, ask, and you shall receive, right? Right. But why? Why do you actually want it? Now I want you guys to ask me, why, Felicia? All right? It's not Ba Felicia. It's why Felicia? Now ask me, let me hear you guys. Why, Felicia? All right, I'll tell you, since you insist. Now, you see, I was brought into this world by a 17-year-old mom. And at 17 years old, having a struggle.

But with this, having a struggle with that, it's no fun, trust me. Now I know a lot of you here can relate or you may even have similar stories, and what I will tell you that teaches you is what you don't want to experience. Now you see my mom, she was amazingly strong and she was super independent. And even up until this day, she's my hero. But again, what it taught me is what I didn't want to have to struggle with. So as soon as I was able to financially contribute, that's exactly what I did. I contributed.

Now taking it a step forward, I made it my mission to give back to my community and help people of the Philippines and the Caribbean by providing jobs and helping with food and housing and clothing. Now I know I can't help all 8 billion people of the world today. I wish I could, but it makes me feel so good to know that I'm able to help contribute and help change lives. But going back to my childhood, I had to make a decision that I never wanted to experience that type of struggle in that life. And that's when my entrepreneurial spirit was born. That's when it was birthed.

So on this consistent journey of me pursuing who I wanted to actually become, the woman that I wanted to be, what I envisioned for myself, all those desires, I dabbled in so many things. You know, I started my very first business, a talent agency at the tender age of 15 years old, which then evolved into me getting into sales. I realized I had such a niche for sales. So it became a car salesperson. And then that evolved into me getting into corporate. So I worked for Bank of Montreal, BMO for a few years.

Learned a lot there. And then that evolved naturally into me becoming a mortgage broker. And I was like, gosh, I really have a liking to this real estate thing. So I got my real estate license. And then I became a broker. And naturally, that's when I founded Felicia Holmes, which is my custom home business and development firm, because it was so fitting and it was in line.

And I'm proud to say that I got an opportunity now to be on City News 680, where you could probably hear my voice. I've been on that show for about three years now, you know? So with all that struggle and all those chapters, the journey was so great. But it was super, super, super hard at times. There's a struggle there. So I had to self-motivate,

I had to look myself in the mirror and say, Felicia, you got this. You know? And thank God I have built a surrounding of powerful people around me that not only hold me accountable. They pour into me when I need them, when I'm really at my lows of my lows. And they'll say, Felicia, you got this. So I want each and every one of you in the audience today who's on their path and on their journey at becoming that person that you, that you, desire to be, I just want you to know that you, you got this. Now, I want you to give it up for Chicholo on the screen. Let's see Chicholo.

Now Chicholo, he's lost in the sauce like many of us from time to time, you know? Chichillo is lost by the what he sees, the what he sees on Facebook, Instagram, TikTok. You know, the what that he sees, the what that shows up, every day. It has a tendency to act as a distraction. But what you got to realize is what other people are having to do in order to demonstrate and reflect that what. You see, it's not often real. It's smoky mirrors. But as long as you keep to the why you're doing it, then you're on the right path. You're on the right path. Now, I really want to be a way you're on the right path. Now, I really want to you to focus in on exactly what I'm going to say here.

Don't be distracted by all of the things that pull us away from our reasons, and don't be distracted by the outcome, but be more impacted and focused in and on the big goal. Don't be distracted by the temporary circumstances, but be more impacted. by all of the things that you just got to keep on doing. Damn, I think we just went to church there. Can I get an amen? All right. Now, there's a really big difference between why versus what.

All right? Now, there's a big difference between why versus what, and I want you to lean into that. The what I have to do, the what I want, the what I have to pay for, You know? Now you see, that what? That what? Sometimes it feels so big and it's overwhelming. So instead of us focusing in on the why, which is the root, it's the foundation,

we focus in on the actual what? Because it's circumstantial, you know? It's the right here, the today, the now. Let me give you guys an example, okay? You got to make a hundred phone calls today is what you need to do. But you may not because your throat might hurt today. You may not feel good today. You may have phone service issues today.

Like there's just so many things that's getting in front of why you can't make those hundred phone calls. But you see, if you go back to the what and you realize that it's the why that you've got to lean into, that what now becomes, that what becomes non-negotiable because you are crystal clear on your why. All right? Now, the sea of growth,

the sea of growth, the sea of growth is not still. And there's going to be distractions. We spoke about that. And there's going to be waves, big, big waves, pulling you from left to right side to side every single day, every single quarter, every single season. But you, you just got to stay focused. And you got to keep to your why.

Because your why and your why and his why and her why and their why and their why, all of those whys. Those whys, they anchor you. They anchor you. But if you have a wine, you've discovered it today, I want you all to give yourself a big round of applause. Give yourself a big round of applause. That's amazing. That is amazing.

Now, there's some people here today that think that they've discovered their why, but you'll see them around. They're distracted right now on Facebook, TikTok, Instagram, scrolling around on their phones, all right? And some of us just naturally have a hard time crafting a wine. That's okay. That's okay. And like most, some of us, our Y just gets a little bit fuzzy sometimes.

It's a little bit fuzzy, all right? But I just want you guys to know to keep at it and keep going and never, never give up. Now, I hope I was able to just shine some light on your Y today, or at least bring some clarity to it, you know? Now, I really want to feel your energy because we are EXP proud, right? Right? All right. So I want you guys to just, I want to feel this.

I want you guys to put your right hand in the air for me. Let me see those right hands. And I want you to say, belt it out for me and say, I got this. The person beside you and show them some love and say, you got this. Look at me with both hands. To help my fellow realtors in the building this morning to just help you in your business, your daily operations. Now I know it's hard sometimes with all.

of these things going on. So I've embedded AI and all the tools that I can possibly think of just to make your life a little bit easy. So I want to support you guys, go ahead and scan that QR code on the screen for me whenever it pops up. There we go. And I just want you to know guys, we have such an amazing day, jam-packed of breakout sessions, and I would really truthfully love to just pour into you and meet you and network with all of you guys.

of you guys. You know, again, we are so EXP proud over here, and I'm having such a great time. So thank you, thank you, thank you from the bottom of my heart so much. My name is Felicia Raquel. I'm sending you an abundance of love. EXP proud! Let's go! Thank you so much, ladies gentlemen. Some powerful words there by Felicia Raquel heard here on KGCI, Real Estate on Air. This is a special presentation from EXBCon Canada. I'm Ian Wheatley. If you missed any portion of today's broadcast, we will have it available for you on demand at real estate onair.fm and wherever you listen to podcasts, We are coming down the stretch and we'll explore the importance of being intentional. We take you back to the stage.

MC France Montas has introduced our final speaker today on intentionality here is Ibrahim Hussein. Wow. How's everybody doing guys? Good. I'm privileged and honored. I'm here today and share with you a very, very simple message that is very easy. I don't want you to miss it. The single most important habit, skill that an entrepreneur, business operator should possess.

And that is the importance of being intentional. Intentionality. By the end of it, I will leave with you with five steps. Tactical, actionable, repeatable, implementable, that if you were to follow through it, it will help you stay in the lane of intentionality. that get you the result that you want. Before we get to those five steps, we'd love to share with you one simple fact.

Brothers and sisters, every single one here in the room has an expiration date. In the history of the world, nobody has made it out alive. It's up to us. When we wake up every single day, how do we approach the day? because the expiration date is coming, whether you choose it or not.

It is coming. Very successful people's relationship was time is extremely, extremely different. We have the same 24 hours that we have. But they want to squeeze every single minute of it. Because you have to understand they're not going to get it back. Part of my story is inspired by my father. He's my role model. He's my hero.

My father died at the age of 55. What am I going with this? In the business world, everybody has goals, dreams, commitments that they want to achieve. Perfect. If you really want to be transformed, you're going to have to believe that you have to live a very intentional life in everything you're doing.

We take it to the extreme side of it, that we do an exercise that we're all going to do here together today. Everybody pull up their phone, please, and thank you. Everybody pull up their phone. By the end of this exercise, you're going to have a number. I need you to write it down black and white. Open your calculator.

Everybody have the calculator on? If you're a female, write the number 82. If you're a male, put the number 78. Do me a favor and subtract your current age. I appreciate the laugh. We're going to laugh more as we go. The number that you got after subtracting

your age, divide that number by 365 days. 365. For those of you who are not doing it, you probably should. Probably you should. Can somebody voluntarily tell me in 20 seconds

what number you got? So, you're a female, 82, male 78. subtract your current age, divide that number by 365. 10.13. What else? A female with the number 82, subtract your current age, divide that number by 365.

I hear somebody say 0.0. That's a scary number. Shouldn't be that way. So 82, 78, man and female, minus your existing age, divided Sorry, multiplied, I apologize. Multiplyed, multiplied by 360.

It's coming. Multiply by 365. I appreciate you. Multiplyed by 365. 10, 565, 85. Okay. Brother and sister, this number is exactly how many days we have left

in this world. God bless you. God bless you. God bless you. So now I needed to do me a favor, speaking for intentionality. I needed to multiply that number by 0.67.

Multiply by 0.67. This is assuming you're going to be sleeping 8 hours a day. The new number is the waking days you have left in this world. The biggest gift All jokes aside,

the biggest gift that any of us can have is knowing that we 100% will die. What are we doing? If you take that number, write it down black and white, put it right in front of your face in your mirror every day, and just watch your life ticking away every day. Your prospect, your way you're seeing the actual thing you're doing every day, your view of life will change forever.

You will not be able to take any day for granted. You will not be able today. I'm going to do that tomorrow. I have a marker on my bathroom mirror. I have that day written, and every day I scratch it, I count it down. And I wake up every day, I'm like, this is how many days have it left,

assuming I will make it to 78 because my father died at 55. After you're having that number, truly deep in your heart. Here is five steps. If you follow through, I promise you is going to change how you look everything, how you look at everything, and how we do everything in life.

Purpose, number one. What is my purpose? Define purpose specifically. Two, prospects. How can I move my prospects? Who are they? How can I serve them? What value on my brain?

to them. Define my purpose. Prospects. Number two. Who are my prospects? How can I serve them? What value am I bringing to them? Three, profit. How can I move my prospects from a prospect to profit in a methodical, repeatable way over and over and over? Process of the profit. Focus on profit only, time and time again. Nobody gives a crab about revenue. Progress. There's only one way to coast. That's a downhill.

You're gonna keep on progressing and understand every one of us has an expiration date. What we're doing every single day, we'll never get it again, once they have those five things, purpose, second, process, third, profit, fourth, prospect, fifth, progress. I will have a very high level on how I wake up every single day, focus, laser focus on what I'm doing, because guess what? Screenshot that number if you still have it in your screen,

and probably make it your background, your phone, write it down on your screen. God bless you. Take care. Some absolute power heard from the stage of ExPCon Canada here on KGCI Real Estate on Air. I'm Ian Wheatley. We started the day with some incredible news about a new coaching platform for EXP agents. Elevate Coaching is enrolling agents now. The sessions, which include personalized coaching plans, expert guidance, and exclusive resources begin next month.

Agents can sign up at EXPElevatecoaching.com. We ended the broadcast with some inspiration to carry us through to tomorrow where we will be back right here with more from EXBCCon Canada. You can check out this broadcast on demand anytime at real estate onair.fm or wherever you listen to podcasts, just search KGCI. KGCI Real Estate on Air is here 24-7 to bring agents around the world shared insights to allow them to reach their next level in their business. From new licensees to veterans who are tailored just for you. Thanks for listening. I'm Ian Wheatley. And this is KGCI, Real Estate on Air.