KGCI: Real Estate on Air - Special Report: eXpCon Canada Day 2

Episode Date: May 20, 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 several panels laying out the essential skills for new agents and how a positive mental focus allowed Jason Piercey to thrive following a near death experience. Listen here for day 1 of our special report. 

We're back in and back at it again from EXPCon Canada. I'm in Wheatley and in partnership with EXP Realty. This is a special presentation heard here on KGCI Real Estate on Air. It was an awesome day yesterday, and if you missed yesterday's motivational broadcast, you can listen in on demand at real estate onair.fm or wherever you listen to podcasts. Just search KGCI and be sure to subscribe so you never miss out on our expert insights from real estate professionals that have walked the path and have realized success. We're here to serve you.

There was a bit of a revelation yesterday, impacting several of our agent hosts heard here on KGCI Real Estate on Air. ExP Realty rolling out coaching for their agents. It's called Elevate Coaching, and it features hosts such as Carrie Sobe here in Canada, along with Dolly Williams and Sherry Swift and some others. Now, their expert insights are heard here, but if you are an EXP agent, looking for that personalized touch, this could be an option for you. It was announced by EXP CEO, Leo Perea, and here he is, taking a closer look. You guys are the ones making the magic happen out in the marketplace. and 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 EXP 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 them 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 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. on-demand training designed to address the ever-changing environment. There's Kickstart, our 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 EXPConCamp 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 Realtie. Let's get started. It's an absolutely brilliant opportunity for real estate pros looking to elevate their business. If you're interested in signing up, you can sign up now, expeelvatecoaching.com. The coaching begins next month. The stage is set some housekeeping being currently underway here for day two of EXBCon Canada. When we come back, we turn things over to our Master of Ceremonies for today. They are Benoit, Bienvenu, and Jenny Selly. We are back here in less than six minutes on KGCI, Real Estate on Air. Welcome back to the second day from EXBCon Canada here on KGCI Real Estate on Air.

I'm your host Ian Wheatley. Let's elevate. That's a word we're hearing a lot here. Let's take you to the stage now for the first panel. Here's our MC, Benoit, Bienvenu, and Jenny Sely. Good morning guys, good. Who's ready for another exhilarating day at EXPCon Canada, Day 3? I'm Jenny Sully and I'm absolutely thrilled to be here guiding you through today's journey

alongside my amazing co-host Benoit, Bienvenue. Thank you. So remember, this is a bilingual event, so grab your headsets, please, Channel 1 for English, Channel 2 for French, and Benoit, you're looking particularly sharp today. today. Thank you. Thank you. So without further ado, let's welcome our first bilingual panel of speakers featuring powerhouse

agents from across the country who joined EXP Realty within the last year to learn how our brokerage has helped elevate their business. Put your headsets on hand, sorry, put your headsets on and hands together for Justin Haft, Chris Knighton, Katrina Morel and Valerie Boyceberg, moderated by Rick Dillon. Come on, guys. Thank you. What's up, EXB? Can you guys hear me?

What's going on? Good morning, good morning, good morning. What an awesome three days we had. Well, this is a third day. I was like, what do I want to start this off, this morning off with? I want to start it off with a little bit of gratitude. I joined EXB about four years ago now,

and today I want to just be grateful for the relationships that I created with all of you. How awesome is this to be in this room with all of you awesome people? I remember when people used to say the best thing in life is having fun where you work.

I didn't get that in my other brokerages, I'll tell you. People try to steal my expired listings, but it was bad. But here we're all working together, one team, one dream, and I'm grateful for everybody here, because I'll tell you why. I remember four years,

ago, EXP Canada, when I joined, and there was a lot of hoopla people saying things. And one of the things that they would say, hey, EXP agents, they don't sell houses. Hello, right? Give it up for the panel. We're going to have some fun today. All right, so let's start off with just some introductions. We can start with you, Chris. My name is Chris Knighton.

I've been in real estate for 19 years. I started off in Houston from Southern Ontario, moved back about nine and a half. years ago was with another brokerage until about six months ago and we were number one of the nation at several points when we were with the other brokerage we made the move because it was the best best thing for myself but mostly for our team members as well so we were out of the Hamilton Grimsby area we do the yeah let's go let's go we do the Niagara Golden Horshooting around there we have a team of 14 agents and five amazing staff members and my operations manager is Sonia she's right there she'll be

speaking this afternoon so that's me Yeah. Valerie. Valerie's going to try this part in English, right? Yeah, I will do. She wanted to. Let's go. Let's go, Valerie. So I'm Valéry Boisard. I've been in the real estate for the last 15 years. I changed with EXP last August, so I'm pretty happy. I have a small team of four people, and yeah, I was with 3Max my old career. Mr. Justin. I'm Justin Haver, from Korn. Calgary been in the business same as Chris 19 years seems to go by pretty quick I've just been very fortunate to obviously started off as a solo agent and work myself into a team and that's

kind of just organically grown over the years and been there since November and super excited to be here yeah we're excited to have you my name is Katrina Amarow and I am the co-father and leader of Katrina and the team I lead the team with my husband Neil and And I have been a realtor for almost 20 years, 19 and a half years. And I just had to beat Justin on that one. That's the only thing. 19 and a half years, we moved to EXP a year ago. And we were in the same brokerage for 18 and a half years and made the move last year.

Nice. Celebrated our one year. Congratulations. So let's pick up off that, right? So you could have went anywhere that you really wanted to. You're a high producing team. Why did you choose EXP? We weren't looking to go anywhere else.

Okay. We weren't planning to move. We wanted, you know, we were happy where we're at. We were getting a lot of phone calls from EXP. And I'm like, no, not even, no, I'm not even thinking. I'm happy where I'm at. I'll let you know when, if ever that happens. And I said, if Justin moves, we'll probably move.

Oh, there you go, Justin. Whoops. Okay, so let's find out why Justin moved. Well, you know, obviously when we run a team or a business, it's all about the partnership of where we hang our hat. And, you know, again, I think as we evolve and as the world evolves, we've got to be open-minded to look at how business is evolving, how the industry is changing as a whole.

You know, as a solo agent or a team leader, we have always navigated through different challenges of markets, as well as economic events. We had the pandemic. We all had to pivot. And I think it's also important to study all the different models that are coming out and changing how real estate is being done. To be honest, for many years, I wasn't even open-minded.

I didn't even take the time to study and understand the model. Perhaps it was also how it was delivered and presented to me. But once I studied the model and saw it, it was something that I couldn't unsee. Now, clearly as a team leader, we can all say that it would obviously be very beneficial for any one of us. But my question was, is it beneficial to my partners on the team? So I started asking a lot of my team members, you know, if they had explored any of the other models out in the marketplace, and then I asked them if they thought that that model would be a benefit to them, personally,

And the answer to that was yes. So that also showed me that they had also done some studying and homework on their own. And, you know, first and foremost for myself in making the move was, how can I create more value for my partners and put more money in their pockets for their families and help impact their future. And, you know, just on brokerage fees alone, they were going to save thousands of dollars a year. That in itself was recent enough. And then you have all the other great benefits that EXP has offered.

Yeah, there's something for everybody. Valerie, what are he saying? We? We. I know that one. I was supposed back then to put my own brokerage, I took my, I get my lessons to have my own brokerage. But one day I meet my friends, Sasha DeSantis.

I know pretty everyone know. And he told me, you have to check this model. It will be better for you. You don't have to deal with all the, you know, in Quebec, it's the OACQ with all the paperwork and blah, blah, blah. It's like, okay. And I fell in love with the culture of the company and the people at first. I didn't understand the model. Maybe not this day, but it's not.

I'm joking. I'm not that I'm very viving with the, the, the, people and the culture and the numbers for me it's good because you know I make more money in my pocket than I was with three max because with three max the more you make the more you give and um yeah there's no cap so yeah no I'm pretty happy awesome did great yeah she did awesome so yeah she did awesome we were deciding backstage she said I do it in English or I do a French I'm like it's up to you but you're you're you don't have to put that yeah I

I got it here in case you put it down. All right, Chris. I might try it in French. So, very much like Justin, it was always, you know, I looked at the model, looked at like four or five years before, and then two years before we made the move, and we were very, very close, like literally almost signing on the dotted line. And then our brokerage gave us an offer we couldn't refuse, essentially. Economic-wise, it just made, it kept us comfortable with where we were.

So I looked at it what was going to be best for our agents. I kept coming back to it, kept coming back to it. But we were really comfortable. If you ever, like after COVID, it was so much change in such a short period of time that we just kind of sat. We could be comfortable for a bit. And then if you ever get super comfortable and you're either green or growing or ripe and rotting, I felt like I was just like, ugh, like we were on our own little island in our office. And we were, you know, number one in our brokerage.

We had nowhere to really go to or to aspire to be. And it wasn't that we were recruited to EXB. I went out and sought after people that were going to push me forward. And I really told myself, if I really want to be a great leader and help other people grow, and that's my passion in life, my agents and my team, our entire team, I need to be able to push myself forward so that I can lead better. I can be better for them. And the switchover just made so much sense.

The second I did it, I'm like, why the heck didn't I do this two years ago or even five years ago? Everybody says the same thing. And since then, it's the growth, myself, person. I think is seeped into our, we have a great culture, but that continuous need for growth, I strive for that every day, so it was huge. And it allows you become a better leader. Absolutely. You know, way better leader.

Well, you're surrounded by amazing people. We got to step up. Absolutely. And instead of being, we were a big fish in a small pond. I'm a tiny fish in a huge pond, and it's, I want to be, have people like this entire panel, everyone out here that's, you know, pushing you to be better. And I think that just stems into everything else you do, whether it's my family life or my team, being pushed is the one thing I need.

And that's the biggest reason why I'm going to do. Awesome. Justin, anything that EXP, the way the model is made up, help you come over some challenges that you had in your previous brokerage? Like what challenges would that be? Recruiting, perhaps? Yeah. You know, here's an interesting thing.

When we made the switch over, we obviously have recruiting campaigns in the marketplace going. The only thing that we changed when we made the switch was the brokerage name. That's the only thing that we changed. And we saw a 400% increase in inbound inquiries of agents wanting to join our brokerage. Now, we know that because we were tracking. And, you know, again, we are now adding on 8 to 10 agents per month. we're interviewing 10 plus agents a week to come into our team. Obviously, we don't select everyone to join our team.

We have a process. But it has really enabled us to grow much faster. So currently we're sitting with 27 agents in our 90-day training program. And, you know, again, it's kind of mind-blowing how the recruiting aspect of it changed. We even had agents that contacted me and said, hey, now that you're no longer with this pre-year, previous brokerage, now we're interested in joining your team because we didn't believe in that model or the fee structure that you were at previously. So even that on itself really surprised me.

I had multiple people message me that. Yeah, got you. And that's a good lesson because the more houses you sell, the more agents you meet, right? When I wasn't at EXP, you're actually leaving money on the table, right? So now you sell a house, you possibly get some stock. But on the other side of that is an agent that you just made friends with and because the EXP is making so much noise there's a 50% chance they're gonna ask you Hey, how do you feel about it and those seller feedback calls that we hate doing remember those Kind of like doing now right?

What about you Katrina? Well, I did say we were happy where we were at but you know sometimes when you're comfortable It's dangerous when it's when it's comfortable it's dangerous and then and the other very, it might be too common that we hear. Once you see it, you can't unsee it. Well, once we saw it and had a conversation about it, we couldn't unsee it, and then we started seeing the things that we could have been doing better.

And by moving to EXP, we released some of the pressure. I also believe that we need to have skin in the game. And that's why we stuck with where we were before, because we're like, you know what, you want to be a big producer? it costs money to do business and you know what, you also get good value but I realized I was just really clouded with, we were clouded with that because we've been there

for 18 and a half years, we were immune to the cost because we were doing it. We were paying that cost, and the more you sell, the more you pay. And we realized that that's part of the challenge that our team partners, our team members, we're seeing because it's so heavy the pressure pressure is good but when it's too much it might break you so when we move to expe it relieved some of that pressure from our team members meaning the

cost being a mega icon team their their cost dramatically went down more than half of the cost that is heavy burden for them is now alleviated and then they started producing more they focus their energy on how can I do more, how can I serve my clients more, rather than how am I going to pay this bill that I have to pay to my broker every month. So it allowed us to grow. When we moved to EXP, there were 20 realtors who moved with us, and a year later, there's now 46 of us in 46 realtors. All right, Valerie, let's hear it.

You touched on something really good there as well as the financial pressure that some agents have and I mean we all know that people's business will kind of go in the ebb's and flows and very hard to have a consistent business for some people especially if they are newer agents or something happens in their personal life you know I took phone calls from team members who had had children and had asked the previous brokerage if they could go and Matt leave if they had any such program and the broker said well if you still want to have your license active you have to pay your monthly dues and I had people

people call me crying because they couldn't do it anymore because of the financial press they couldn't justify the big monthly payment and I was just like I'm trying to push for them with the brokerage but at the same time I said ain't tight if you want to like if you can't wait a few more months unfortunately some people left because of that and now we obviously know that we all know what this model does for the people and and how it helps all of us right so I think that That is a huge benefit to how this business is structured. Nice.

Nice. Valerie, you want to give some advice to people that are thinking about joining E-XP? Sure, sure, sure. First of all, you need to find, I think, the right sponsor. Okay. Because everything is there. You need to check their, oh my God, formation. Let's go.

Let's go, let's go, let's roll. Guys, put it on. I'm ready. I can do it. You can do it? I'll do it. Okay, if they offer training. You can do it.

Yeah, I know, I can do it. You've got this, you got it. If they're offered training, be sure to be with the right people, to have a nice coaching. But it depends. If you are a new agent or a, Different people look for different things. Yeah.

So therefore you have to interview the right people to see what the best fit is. I think so. Yeah. I think so. Okay, that's good advice. What about you, sir? In terms of advice for people trying to join EXP, I really think, Valor, you kind of summed up, like, get around people, talk to them first, understand the model a high level, and when you can kind of take it in, and if you're thinking about something and you're stagnant where you're at right now, I've looked at every model, just, I've looked at every model, just like everybody else here, if you jump in two feet from going from a stagnant spot where you are

to something that's going to, there's nothing in this model that doesn't hold you, it doesn't hold you back. It just continually pushes you forward. I would say talk to as many people as possible and don't wake to make decision because I tell everybody all the time. I don't need to recruit. I'm just so excited about everything. I tell people I just tell them how much I love it. I wish someone had to grab me by the neck and just been like, do it and push me in two years ago. I call that like internalizing the opportunity. And I think the biggest shift that happened to me when it comes to that side is once I started realizing that EXP is a gift for agents, it's no longer recruiting.

And I started looking at it this way as agents, been sales, been done very well out because I lead in gen to help people. I lead them to set appointments so I can give them better information so they can make a better decision, whatever that is. And I'm looking at it. And we were talking about on the way here yesterday with my operations manager. It was like, that is my new goal. I want to help as many people as possible.

If I really want to live out my mission and the values and beliefs that I have, I have an ethical duty to everybody, whether it's in this room or whoever it is, it's out there, to put them in the position to have the information that I wasn't given so they can make a decision that's going to be best for them sooner rather than looking back two years and be like, I should have done that. Did you get that clip? That was a mic drop moment. Don't leave me hanging, bro.

Let's go. Okay, so advice on that end, whoever wants to go. Well, no, I wanted to mention something about being part of EXP. And, you know, one thing that I learned that I really love about being part of this organization is that it is agent-centric. We have a voice. There's a lot of negative things that are being said about the company. And the truth is, those are, people just create noise because they're so intimidated by what EXP has to.

to offer. And our voice is heard. Since we joined, we are able to share the things that we see could be better. We were, we asked, we were all part owners of this company. And Glenn is so awesome with like allowing us to have a voice with the things that we want to suggest and things that we can, that can be improved. And we've seen that through the one year or 13 months. now that we've been with the company. My advice is if you're part of the company, yes, it's not perfect. Nobody's perfect.

But we together can make it better. And if you say something, rather than talking badly, oh, because people thought, wait, Katrina, one year, you're going to be back. Well, guess what? No, we're not. We're here. We're here for a long, long time. Because we know that we're going to be.

be part of the solution. We are held to a higher standard, and we will be part of the solution. So my advice would be, contribute, be part of the solution, participate. And it's really awesome. I'm so happy that we have an advisory committee, an agent advisory committee. There's a provincial, there's a national advisory committee, and participate, contribute. We're all in this together. This is our company together.

And you guys said a great example. I would say you two at the end there said a great example of contributing and giving back to agents. I know I've taken so much from it and I know how busy and how big your teams are. So when you see somebody at your level kind of giving back, it just sets that example, which is amazing. And inspires me, so good job. Yeah, I could, you want, do it. Go ahead. Go ahead.

Do it. You good? Okay. It was, I could talk to them all day. Unfortunately, we're out of time. I want to just touch last thing on this. There is a big misconception when it comes to agent attraction, guys. We're not cold-calling agents.

There is a methodology to it. Agent attraction can be an awesome thing, but it is attraction. I give a lot of calls from people and how we do the things that we do. So we created a course called Rev.Share University. come check us out at the booth. Somebody gave me a hollered. It's awesome. And guys, talk about being grateful.

It changed my life. That's all I could say. And I'm very grateful for the time that Glenn helped me buy back. Thank you so much. And I'm grateful for you and everybody else. And I'm grateful for Refshare 2.0. Let's go. Thank you guys.

In partnership with EXB Realty, you're listening to a special presentation from EXBCon Canada on KGCI, Real Estate on Air, I'm your hostee in Wheatley. Throughout the course of today's broadcast, we'll be taking a look at some of the essential skills for new real estate agents, overcoming obstacles and the power of relationships on your business growth. Coming up in less than six minutes,

we'll take you back to the stage for our next panel about winning with production. On KGCI, Real Estate on Air. KGCI Real Estate on Air, I'm Ian Wheatley, here for our second day of a broadcast special from EXBCCon, Canada. We have come into the final hour of our multi-day special broadcasts. KGCI Real Estate on Air is here to provide motivation, knowledge and growth for real estate professionals all around the world. And if you miss anything from today's special broadcasts or yesterdays,

you can find us at real estate onair.fm. Or you can subscribe to KGCI, anywhere you listen to podcasts, including Spotify, Apple Podcasts, IHeart, and more. We have a pair of emcees sharing duties on the stage today. They are Benoit, Bienvenu, and Jenny Selly. Jenny is taking the stage now to introduce the next panel on winning with production. This is KGCI, Real Estate on Air. Now, as we continue to explore the theme of maximizing effectiveness,

and efficiency in our industry, I'm thrilled to introduce our next panel, winning with production. This session is assigned to dive deep into the strategies that led to high levels of productivity. We've gathered some of EXP Realty's most accomplished producers to share their insights and experiences. Please give a warm welcome to Logan Boys,

Jennifer Jones, Mark Versal, and Jesse Yerksa, moderated by our CEO, Leo Paneja. Morning everybody. So this morning we're going to talk about production, one of my favorite subjects of them all. One thing I've learned from being in rooms with some of the most productive agents in North America is that most of them have a really good understanding of what they're good at and what they're not good at.

I think traditional education is stupid because we're told to work on stuff we're not good at. You get a bad grade and you're supposed to go practice that. And as grownups, if you get a bad grade, you just hire someone smarter than you to do that for you. So I always like understanding how people are wired. And so to kick it off, I want to ask you as a question of what is your unique superpower that significantly influences your business and how you go about your day? So if you want to just kick us off, Mark?

We always start with me. invisibility, that would be my, I mean, obviously, right? That one went flat. I would say my superpower is grit. It's definitely not to take away for myself. It's not intelligence. It's not ability. It's not skill.

Any of that stuff can be, you can up your game. But I'm gritty. You put me to a task, and I love it. I will get obsessed with it. and I will work it like a dog. Like I'll never stop until I hit that. You know, the goal is like a mission, and that mission has to be completed.

So grit is definitely one of the things that, thankfully my dad put me to work a lot when I was younger. He wanted to keep me out of, you know, away from partying and doing, you know, things that teenagers did. So I was cutting wood and doing all this stuff. And it just stuck with me. Just reminding everybody how many homes you sold by yourself last year?

Last year was it was 280 so but if you I split it with my business partner so it was about a hundred and one that I got paid on yeah awesome holy big shoes all right okay I'm Jesse Erick's I'm from New Brunswick so East Coast of Canada's thank you proud representation here super proud because a lot of our organization is here two were about 150 strong so very proud of that and I lead a team of eight in Fredericton New Brunswick alongside my husband I've been licensed for 16 years and was blessed to have my mother who was also a real estate agent be my mentor she was my maid of honor at my wedding so yeah super special but my

unique superpower would be creating an attraction style of marketing from the ability to humanize my I started playing with social media about 13 years ago, so before it was cool to put your business on social media. And it went to when it was truly terrifying to try, still is, but I decided to do it anyway. And what the content of myself and my ability to speak to people on social media did for my brain. brand is it put a human behind the professional and it created an attraction style of marketing where I didn't have to chase business and business was chasing me. So I'm not a door knocker, I'm not a cold caller, rejection for me is the worst thing in the world.

So if I could find the way to create a pull and we do that within our organization too, we create an environment, we create an energy, we can create a support system and attraction like genuinely agent attraction that's that's been my superpower within the business yeah thanks boys so for me i think my superpower is actually seeing the talent and abilities that other people have seeing their superpowers so i think that's always been my ability being more intuitive, but also analyzing from, you know, what are their actual skills. So I can meet with someone and actually see what it is that they'll be exceptional in, and 90% of the time, I'm right, right? So this actually, going back even just to a personal story, we did some treatment foster care. So that was at the beginning of my real estate career. My

husband Keith who's amazing I don't know where he is. We were doing this treatment foster care and we had a young lady who was with us in the home and I said to her did you ever think about playing the guitar and singing? This was just something that came into my heart for her and she said yeah I had thought about it

so we got her into lessons and she's now in her 20s a professional singer-songwriter. That's amazing. That's really cool. I was about to ask you if you had a process or a system but It's intuitive. Part of it's intuitive. Part of it is a system and a process, like even doing, you know,

disc profiles and kind of figuring out where someone sits. Like someone who is amazing on our management team and we have some incredible people, they're excellent at what they do, but they also wouldn't make great realtors, right? And so sitting down with new agents, we onboard a lot of new agents. We have an amazing boot camp

and we're able to take agents from kind of point zero and take them up to really high levels of success we have three agents on our team that are way over 300,000 gross commission income even last year say that one more time right so we take on a lot of newer agents and we had three agents on the team that hit and tapped they're all actually sitting right there they tapped the over 300,000 gross commission income last year and one of them is actually our inside sales managing part who never has never shown a property.

That's awesome. She just books appointments and she walks her dog, she weight lifts, she does all this other stuff. And that was something that, again, you can see where people need to be. And when you're sitting down with new agents at the beginning, it doesn't mean all people are going to make great realtors, right? So sometimes that self-discovery and sometimes, you know, a little bit of suggestion can help move them into some kind of career that maybe they're better suited for.

I mean, to pick one superpower is tough. I have so many. I'm totally messing with you guys. I think the main one for me, I think, is purpose would be the number one that I have. Purpose and an obsession in achieving that purpose. A few years ago, I went under the knife. I had a brain tumor removed. It was discovered six years prior from somebody in downtown Montreal.

Darn Montreal. Am I right, Toronto? Somebody just punched me in the back of the head, and I got a CT scan. They found this tumor, and it didn't grow for six years. And then finally, I had to go under the knife, and it was the scariest moment of my entire life. My dad was crying himself to sleep. He wasn't sure if I was going to wake up from the surgery.

It was a long surgery. It was about 18 hours or something like that. It was really, really intensive. So it was that moment where I really galvanized what I wanted my life to look like, what I wanted my team to look like, what I wanted my mentors to look like, what I wanted my family to look like.

And from then on, my superpower was just being absolutely relentlessly obsessed with creating that for myself. And I think being learning-based has a lot to do with that as well. Being able to be humble enough to say, hey, I don't know everything. That's why you're all here. And you guys should be so proud of yourselves for showing up to a morning session that didn't really have a set agenda. You just knew you were going to come and learn some stuff.

And I think that's really awesome. So I would say that that's kind of the culmination of my superpowers. So one of the concepts that have been touched on this week and you hear a lot is when you see a panel like this, you see a finished product. And one thing I heard a long time ago, and actually Glenn and I were talking about it yesterday. And I remember the first time I heard it when someone was on stage and they said success is messy. You know, you hear big numbers or you see awards. You don't realize that everyone's got their own stuff they're dealing with constantly. And as a new agent, I think it's overwhelming because you come into this industry with high aspirations.

It's a very aspirational business. I always laugh because people join the business because they want flexibility and controlling their time. and all the stuff that humans like this don't actually have. If you could recommend a new agent on how to enhance their productivity, find success in the industry with what you know now, what's that one thing you would share? Let's start with Logan. Switch it up.

Yeah, I think, let's actually, can I just get a kind of scale of the room? Show a hands. Who here is running a team currently with, let's say, three or more, agents on their team. Awesome. And show of hands, who's a solo agent? Awesome. Cool. Thank you guys. Which, by the way, statistically how the whole industry looks. Yeah, absolutely. That was a really indicative response.

That's awesome. So if the number one thing is, I would say, get a coach. That would be the number one thing I would recommend. It's something that I've been incredibly blessed to have throughout my life. When I started in the business, I was a part-time agent. I was working at Apple full-time. I was flying to and from Cupertino doing my job there. And I can tell you with absolute certainty, if you don't dive into this business, you will not succeed in this business.

Fast forward to today, my team did 176 transactions last year. I don't sell anymore. I'm on a panel for production for something that I've chosen to remove myself from. But I've got a whole team that does all the production I could ever want for me. And I'm very, very blessed to have them. But it's because I've been incredibly, incredibly blessed to have some amazing mentors in my life. some people who have taught me and who I've learned from all of their failures and I've been able to workshop my failures with them

one of my mentors sitting right there Donna Delonzo one of my favorite human beings in the entire world um one follow up question how do you find a coach yeah so in this industry we have lots of coaches yeah I always like that I mean listen for me when I started I was very young so imagine I was 20 years old when I got my license and my dad brought me to Toronto for a Brian Buffini conference. And show our hands if you heard of Brian Buffini. Amazing. The guy's one of the best speakers.

I love him. He's hilarious. But for a 20-year-old, that was a whole bunch of, I can't implement any of this. Because all my friends are a bunch of near-do-wells that are going to the bloody bar every night. Right? So I couldn't really implement any of the stuff

that Brian was talking about because everybody that I knew, my dad knew, and other people knew, all that kind of stuff. So it was very difficult from it implement. So I found a coach that spoke to me because the coach was was much more about picking up the phone, creating something out of nothing. And that's what I gravitated towards, and that's when I had my best solo year

ever where I did 76 transactions on my own, which was awesome. But that's how I gravitated towards that. The mentorship is a lot easier. All you have to do is find somebody in your own market, hopefully. If you have to go across markets, that's okay. But, man, people want to help you.

They really and truly do. If you just simply ask them, you say, hey, Jen, I'd love to take you out for lunch. Heck yeah. Perfect. It's just that easy. Now I have another mentor. It's awesome.

So I think having the courage to ask for what you want, I think is the easiest way to get a great, great mentor. I was, you know, anybody's curious how I was able to build the team. You can head over to Elite Real Estate Systems.com, and it'll walk you right through it. So I think for me it's also, what's your unique value proposition, right? Because ultimately, we were talking about this backstage, you know, you'll ask an agent And they say, well, I provide great customer service, right? That's your baseline, right? Like, that should be a basic baseline that we have.

So for me at the beginning, it was that we were buying and selling and flipping properties. We'd renovate them and then flip them. So that's how I got into real estate. So my value proposition became, I will look at your property, and I'm going to figure out how to help you net more money. But we're going to do it in the cheap. and cheerful way. I always said that, cheap and cheerful. So it meant, you know, a coat of paint, we're staging, maybe we're replacing some flooring, we're, you know, doing some repairs. And Keith,

my contractor, husband, he might have ended up doing a lot of those things. Now, I did a lot of painting and steam cleaning carpets and, you know, painting people's garage doors, but always coming from a place of you give first, right, give willingly, generously, without expectation of anything in return from that individual. So it could be someone elderly, we're going down a street. You know, they need their garage door painted. We would do that. We would cut grass.

We're doing whatever we needed to do to be seen as people that are actually truly serving other people. And I tell a story of, you know, we're moved into this neighborhood. I'm a new realtor. We move up to an area. There's three very dominant agents in that area. And so I had a party at her house, invited all the neighbors over, not from a place of Hey, I'm a realtor, but hey, what do you do? How can I help you get more business?

And then I would connect people. I'm a connector. So when you promote other people and you care about their success, guess what? They also care about your success. And that's the place I would start is get out there and serve other people. Do things for other people. help them win and they're going to help you win as well. Nice.

Yeah. That's actually a perfect segue. I would echo find a great mentor or hire a coach. If you can't afford a coach, find a great mentor. The beauty of the EXP model is that it's cyclical and it's giving back. So we're all part of an organization and you have that support within your organization. If it's not directly above you, it's somewhere, right? We are benefiting from helping each other within our organization.

organization. So if you're new and you can't afford that coach, lean into your org. There's somebody there that's going to be very happy to help you. Other than that, the service that you were mentioning, Jen, I've always worked for people, not paychecks, and that, I'll get emotional, but that has served me so well. Like I sit up here with these amazing people and I have such imposter syndrome. But then I look at my production, I'm like, holy, shoot. Like, it's pretty good,

you know. And it comes from serving people. I love you. Yeah, no, I, yeah, it's work for people, not paychecks, and they will come and you will build a business with no ceiling.

Like, it's limitless. Absolutely. So that is something that I would really encourage a new agent to keep in mind because I think the illusion of being a real estate agent is that we have an easy job, we earn a lot of money, we dress really nice and take pretty pictures, but the reality that we all understand deeply is that it's so much beyond that we are responsible for emotions and expectations and we wear that stress every day and we absorb it. So really, really just hone

into the service of the people yeah I did have another point hang on give me one second it's important oh yeah show up like it's a full-time job we are 100% commission okay but this has to be treated like a salary based business

when I first started it was 830 office and clock out at 430 and if I quite literally had nothing to do, I created something to do. So, operate like you're working a salary-based position. Love that. So good.

I guess really quickly. Everything they said, of course, is fantastic. I would say right off the top of my head, get a coach or join a team, period. You can't, you know, are you going to have a brain surgeon operate on you that just, you know, got straight out of university? not going to happen. They've always had, you know, they have to work with somebody. A lawyer is not going to court on a murder case, you know, the first time that they, after they passed the bar. This is really, really important because 87% of agents, according to NAR, are gone in the first five years, and it's because the industry is broken. You're out there, you know, you're on an

island and thank God EXP exists because they've created a system, a bottom-up system, that you don't have to be alone in that island anymore. So there's so much lack of collaboration out there. But it's not here. You just have to go after it. Poor Brent Gove. I mean, the first time I saw a YouTube video of him, I'm like, I love

that guy. I have to know what he knows. And I stalked him. And last October he was like, I think Mark's my greatest fan. I'm like, this is just getting weird. But I needed to know what he knows. And so it's really important.

that you get out there and you learn from the other people that have been there already. I'm sorry I've taken up all the time that we have. That was perfect. That's a suggestion. That's just a suggestion. You can keep going. That's just a suggestion. It's like one, zero.

What happens? Do we explode now? We're in the negatives. I just have a closing thought, which is, you know, whoever's sitting out there who's newer and the imposter syndrome, by the way, never goes away. I remember every January, it was like, Oh shit, now I got to do that again. Like the higher the bar you set for yourself,

then it becomes very tough to get to that next level. But I'll just tell everybody, it's like that little voice inside your head that's telling you I can't do this. You're too young, you're too old, you're too short, you're too fat, you're too this, you're too that. Never goes away. So make sure you understand why you're doing this. You know, have the why, what you want your life to look like.

Because I spend so much time with top agents, And I always say, but is the effort worth it, right? Like, are you living the life you want? Are you having the intention you want? So I'll close with that thought. Thank you so much for sharing all of you. Thanks very harmonously. Thank you, Leo.

This is KGCI Real Estate on Air. I'm your host, Ian Wheatley, as we're closing out our final hour or the final day of our multi-day broadcast special. Here's a question for you. What obstacles are you facing in your business? You're six minutes away from your roadmap to overcome them. Don't close your browser just yet. This is KGCI.

on air. We're inside of our final segment of our multi-day special here from EXBCon Canada. I'm Ian Wheatley with you on KGCI, Real Estate on Air. And what a fair of days it's been so far. We are grateful to EXP Realty for their partnership in bringing the special broadcast to you today. We have two more panels to go. They both deal with obstacles. Think back to when you were fresh in the business. What obstacles did you face that and think about all those obstacles you've already overcome? Maybe you're still new in the business in a little while. We'll have some great information for you, but right now our MC Benoit Bienvenu is left the stage. Taking it now is the newly announced EXB Realty Chief Marketing Officer Amy Somerville,

who is joined by Jason Peercy, who nearly died. And they'll be discussing how his mindset allowed him to not only survive but to thrive. This is KGCI, Real Estate on air. Ladies and gentlemen, is just an honor to be here with you today and introduce you to my new friend. Fast friends. Fast friends. Jason, Piercy, just an incredible human being with a story that is going to blow your mind, not only with his resiliency and his ability to overcome adversity, but I think you'll find

like I have in meeting him, his attitude, his energy, and the lessons he's going to share with you about how he's transitioned from kind of a crazy story and into being able to handle challenges of life. You ready? Are you ready? I'm going to tell your story as best I can here. I'm still only reasonably certain that the guy was talking about me. All I got was Jason Piercy's superstar and I assumed like that's you. And anyway, yeah. So I'm Jason Piercy. That's really great to be here with you all today. So September 29, this gets serious. September 29, 2021, Jason was commuting between appointments on his motorcycle.

And late model Toyota Rav4 It was red. Red, cut across two lanes of traffic and took him out. He lost 70% of his blood internally before hitting the hospital. He broke his neck in multiple places. Spleen destroyed. Collarbone broken. Leg broken.

Pelvis and left arm completely demolished. Yes. He wasn't supposed to make it. But today, Jason is a walking miracle. He has a lot to share about radical acceptance, about doing the hard things, and about overcoming adversaries. So everyone, big huge round of applause for Jason here. So I'm an evil at ease. So sitting here today with you, I don't think, would you believe that that just happened two and a half years ago?

There's a lot to be said about how you almost self-heeled in. in, like I said, miracle time, and we'll get to that in a minute. But take us back just from a mindset perspective and also what you were told. You were put in a coma for two weeks. Yes. You come out of a coma. You don't know what's happened to you. Tell us about what the doctor shared with you had happened to your body

and then their prognosis for you for the future. So there's obviously a lot of bits of stuff in between the first time I opened my eyes and then after, like, all the tubes and stuff came out. and all of that. But to cut to the chase, because I want to ramble from time to time, I asked the doctor, like, be straight with me, what's the deal? What am I looking at? And the chief emergent care surgeon said,

well, you've been here now for a little over two weeks. You'll probably spend another three or four months here in the hospital. we would then anticipate that we would move you into a longer-term rehabilitation center and you would live at a there for hopefully no more than six months. And then in the following three to five years, depending on how hard we work, how fortunate we are, they kept saying I was young, which I was like, yeah, you can get better, you're young. Hopefully you'll get back to whatever the closest proximity of a new normal will be for you.

still there appears to be nerve damage, there's sensation you don't have, and there is a possibility that walking might not be your most optimistic goal. Right. So like you could be a paraplegic. You could have your arm amputated. Yeah, my arm is, the arm is actually supposed to be amputated. It, all of this is broken, so there's like six or eight inches of titanium here and here, and then my whole elbow up over the shoulder cap, the whole collarbone.

Like there's not a fraction of an inch of bone that isn't also metal in this whole arm. It's sort of a robotic arm, which is kind of cool. It was supposed to be cut off. My parents signed a thing. We're like, yeah, we understand you've got to take his arm off. But the vascular surgeon who was on call, who was coming up to just literally reroute the plumbing so they could like lop it off or whatever, because it hadn't received blood in like six or eight hours, he said, y'all mind I would try something

I got an idea and they were like yeah sure go out I mean it's dead meat now so he cut into my leg here my socks have flamingos on him and it says I don't give a flock so he cut a vein out of my leg and put it in my arm and

built a new artery and it all just started to come back to life and it shouldn't be here he's not here so like he's very proud of himself you don't have the clap for him yeah So, okay, so you make a decision right then and there. It's not going to be six months.

No, that's not good enough. I can't do that. Like, when somebody goes through like a really big tragedy and they're worried about their health, like say you get a cancer diagnosis and you're like, oh, what am I going to do? Is my family going to be okay? I'm worried about money. All of these things. I didn't experience any of that.

By the time I woke up, there was a really successful GoFundMe campaign. and I knew that my daughter was going to be able to have Christmas and my mortgage would be paid at least for a little bit. But everybody who cared about me and loved me had gone through, in my mind, more trauma than I had because I didn't experience any of the worry. It never occurred to me at any point in time, am I going to die or not? Because by the time I woke up, I was okay, right? I was not in the clear, but it was going to be all right. So to me, it wasn't good enough that it would take that long. Not for me, but for the other people.

It will kill my mom if she has to wait to know if I can walk in a year. So like, I got to speed it up. Well, so how do you, I think that's an incredible mindset that you were thinking about others and what they've been through, but that kind of conversions between fault and responsibility. Like, how do you not just blame and be angry? and then just assume responsibility and move forward. Because, pardon me, I hope we don't get in trouble. Because what's the fucking point?

Right? Like, you have fault and blame people who are looking for excuses, and then you have accountability and responsibility people who recognize that regardless of whose fault it is, it's my thing, I'm responsible to do something with it. So, no, I'm not, it's on video, like there's a dash cam footage. It's very clearly not my fault that I was in a motor vehicle accident. But it's my responsibility with what I do with myself and for my daughter, my family, and for the rest of my life.

So why does the blame or the causation matter? It only matters if you're trying to get off the horse. I mean, if that doesn't give you chills, you're broken, right? Well, I'm broken because I'm sweating. So your point though is we can do the hard things. Like no matter what comes at you, we can do the hard things. And I was asked to ask you about the cows and the buffaloes. It's not just that we can do the hard things, is that we should and we in fact have to.

So cows and buffalo or bison, I love analogies and stories. They're remarkably similar genetically from like an evolutionary person. perspective, and they both have amongst mammals this really weird, rare ability to sense a dangerous oncoming weather before other people can. But they react entirely different to it. So a cow, if it knows a storm is coming, the whole herd will gather together tightly, turn the opposite direction that the storm is approaching from, and run away from it. to prevent the catastrophe of being in a storm.

But of course you can't outrun the weather. I'm from Newfoundland. You cannot outrun the weather. And the further you run and the faster you run, the longer it takes for the storm to get there while you're running at peak speed, and the more exhausted you are when it finally reaches you, and you still take the longest possible path to get through it

because it's coming up behind you faster than you. So when a herd of cows gets through a storm finally, they're all fucking spent and they die from exhaustion. Similarly, but totally differently, when a herd of bison know that there's a storm coming, they all gather together together. Where am I from? They all gather together and run as hard and as fast as they possibly can

straight at the storm to get to it and through it with the most amount of energy as fast as possible because doing the hard stuff that you don't want to do is the only way to actually improve your existence. Love that story. Okay, last question, which is a doozy, you believe in radical acceptance and how has radical acceptance not only helped you heal faster, get through the trauma

that was your story, but also get through challenges in your life. and the real estate industry and business and relationships. But when we have, when we feel as though we have all of these different options, it's very difficult to choose one. Like if you're out of a restaurant and there's too many things on the menu and then they have the seasonal specials and then they have all this other stuff. You can't pick one. It's really hard.

When you don't have as many choices, the decisions are easier. And we like to think that, because we're terrible, I guess, that not pursuing every single option is somehow limits our ability or takes away our freedom. But it's way easier to deal with something or get over something if you don't have a choice. If you don't have a choice, right? Like in a romantic relationship that ends, one person ended it, the other person got ended on, you'll both suffer, you'll both more and you'll both, right? But the person who decided to leave

has accepted the terms and conditions of this, so they heal better. The other person who hasn't accepted it, but why? What if I did this? How could I could have? Blah, blah, blah. You're torturing yourself. Shut up. It doesn't matter. Move on.

And it's not to take away from the experience. It's the same thing with the fault blame. You don't need, it doesn't, like, why? You're doing all of this to yourself. If you didn't have a choice, if the option was never, ever there to do it the other way, you would never have experienced any of the stress, any of the anxiety, any of it. And if you just accept where you are and contend with it, it's your fastest route through the storm, be a Buffalo and not a cow.

And with that, everyone, Jason Fiercy. there. If you need to hear that one again, this special broadcast from EXBCCon Canada will be available as a podcast wherever you listen to podcasts. Just search KGCI. My name is Ian Wheatley, and this is KGCI Real Estate on Air. It's a quick turnaround on the stage as we turn it back over one more time to Jenny Selly as we kick off a final panel. This is laying out the essential skills for new real estate agents on KGCI, Real Estate on Air. Thank you, Amy and Jason, for that inspiring conversation. It is so motivating to hear stories of resilience, and determination. Your experiences remind us that while the path to success is often fraught

with challenges, it is our ability to overcome them that truly define us. As we continue to equip ourselves with the knowledge and inspiration needed to excel, our next session focuses on foundation tools for those new to our field. I am excited to introduce our next panel, essential skills for the new real estate agents. This panel is assigned to armor newer agents with the critical skills necessary to kickstart and sustain a successful career in real estate. Whether you're just starting out or looking to refresh your approach, this panel will provide valuable insights to help you thrive in the dynamic world of real estate. Please join me in welcoming our moderator, CEO of Sukhasa, Kerry Lisenko, and EXP Realty Chief Learning Officer

Brian Ellington. How are you? Thank you, thank you. Well, good morning, everybody. We have got a great panel. So, as you've heard Leo say, we're really focusing hardcore on helping agents get more productive in EXP. So we've been doing some research projects in EXP University on agents who really got after it, their first year in the business. Now, sneak preview, we're calling that fast cap. We'll talk a little bit more about that at the end. But as a result of that, we've gotten to meet some really cool agents. And so

We're joined this morning by a few of them who really got off to a kickstart in their career. So, I just want to we start with you. Tell us a little bit about yourself. Where are you from and what was your production, your first year in the business? Absolutely. Thank you so much for the introduction. My name is Idris Bague. I'm originally born and raised in Toronto, but I started real estate in 2018 in Kitchener and Waterloo.

I moved to Kitchener and Waterloo because my first job was at Blackberry. I don't like to reference the term of the first year of real estate. it's always going to be the first 18 months. You're going to spend the first six months learning. I was fortunate enough in my first 18 months to do about 24 transactions. And in my last three years, I've consistently been doing 40 to 50 transactions. Woo. Awesome.

Yeah. All right. Chelsea. Okay, I'm Chelsea, aka this crazy bag lady that you've seen around everywhere. I have about 20 left in a bag over there for later after this. Anyways, I don't mean to sound like that person that's like, well, back in my day, but I am definitely not a new agent, but I really remember being a new agent because I was 19 getting into this industry. That's back in 2011, and it's not like it is now.

Like, it was not cool then for it to be your first career choice. The average age in the office was 55 plus, and then there was me. So, although I'm trying to remember my production was probably around 75,000 that year, but things have changed wildly, and I love to help people fast track that today with so many different practices. There was no Instagram then. So now I'm probably doing anywhere between 55 to 80 transactions a year. 19 in the business. All your friends are doing keg stands, not buying out.

Spencer. Yes, my name's Spencer, Caleb Binkowski. I live about an hour and a half north of Toronto in Barry. It's a beautiful waterfront community. Yes. My first year, I did roughly 50K GCI, my icon by GCI, my second year in the industry. And I never thought I'd do this, but just last. I actually started hiring and hired an operations manager.

So it's pretty exciting to see the trajectory of the business. Yeah. Well, I mean, it is, you're going to get to that point where you do need to bring some form of leverage into your business. All right, so Mona, you're a little bit of an interesting story on the panel because, you know, most people think, well, I got to get established, I got to build my business up, and then I can start agent attracting. But that's not your story. No, that's not my story. So I'm Mona Carter. My story is actually a little different.

I really gravitated towards revenue share. And I actually brought on 30 agents before I did my first real estate transaction. Yeah, it's very different. And today, 2024, I have a total of 100 agents in my organization. Thank you. And I'm doing some production now too. That's great. Awesome.

Well, at Sukasa, we obviously do a lot of lead gen working with EXP agents. But I want to start maybe with Chelsea. I know that you have a unique way to do lead gen and have since you were at a very young age in this business. Tell us a little bit about your lead gen strategies. Okay, so starting out, I feel like I was being taught practices that didn't really apply to my audience. So once social media came into play that was a huge game changer for me, most of my business is attraction based through Instagram and social media platforms. I feel like naturally we think of social media as an afterthought.

We do something and we're like, oh, maybe I should post that. But if I'm trying to like double down on my business or if we're not in the spring market and there's some space there where I can be bringing on more lead gen, I'm really thinking of my social media and my Instagram as like a physical storefront. If you had a lease and you had bills to pay for, you would want to think of what does my signage look like? How am I getting traffic in here? What promotions am I putting out there? How am I greeting customers when they come in my store?

How am I going to run this business and make sure I have money coming in? And if you truly think of your social media as like a business, a storefront that way, you're constantly going to think of things differently and be on there actively every day to actually bring in those people, to be asking you questions instead of you chasing them. I love that. I love that. Idris, how about you? So that's a great question. I'm very fortunate to be on affinity real estate,

and we network with some of the top teams in North America. And I remember last year we had lunch with Justin and Katrina, and I asked them the question about what determines the success of a new realtor. And the two common denominators were hunger and financial stability. So the advice that I kind of give myself and everyone else is every day you wake up unemployed and you got to create your own opportunities. You don't go to a job.

And you can do that playing offense or defense. And if you want to get results in a kind of relative, there's no right way or wrong way. There's hundreds of different ways to lead generate. But for me, it's talking to people, right? So the more people I talk, the more offense I play, the more quicker my results are going to come. and that's what I practice and that's what I preach and that's what works for me.

That's great. Thank you. I love that you're putting yourselves out there. How about you, Spencer? Yeah, so I came into the industry as a solo agent and I am still a solo agent. So lead generation for me, I tapped into online leads getting started and then like Idris, talking to as many people as I possibly could. I was super fortunate to do my first deal, my first week, and that was by tapping my sphere of influence. So for everybody that's a new agent in the room, that feels uncomfortable because you don't know anything about the industry yet, just have a conversation, call your family and friends, even people that they know, because somebody out there is looking to make a move,

and they'd be more than happy to get you started in your journey. I love that, back to the basics. Now, Mona, we've already talked about how unique your journey is. But tell us a little bit, when you think about lead gen, you're obviously now into production, but you're also doing, you know, attraction. Yes. So tell us a little bit about that. Definitely. So in terms of production, I use KVCorps. I use a lead generation system there.

I boost a lot of ads. I do a lot of Facebook ads, online ads. But in terms of revenue share, I actually hold a lot of events. So I'll do like Legacy Ladies events. I'll do women empowerment. We'll do EXP Model Explained. I'll invite agents to it. Most of my agents that I invite are people who are on my social media.

They're following me already. Or I'll connect with people. through Instagram, Facebook, and just like referrals, really. Like, you know, I will go around and ask my entire family, friends, who is your realtor? Who do you go to? And I want them on my team. Yeah. Yeah.

So that's what I do. Sphere of influence again, right? 100%. I love it. I love it. You know, my experience is sometimes we can luck into our first deal, maybe an uncle, maybe somebody like that, right? And it's not until later that we really get purposeful.

And a lot of times it's after we suffer that real estate roller coaster that a lot of us ride. We get a deal, we work the deal, we don't have a deal. We leg generate. We get a deal. We work the deal. We don't have a deal. So every business has a discipline. Every business has those habits of success.

Where have you found stability? What habits on a daily basis are you working to really make sure that your business stays stable and grows? Who wants to go? You go. I want to go. Please. I think one of the lessons that I learned very early on, I was lucky when I started. I was actually the assistant to the broker, so I really got to see how a business should stay consistent.

What are those activities? But the biggest hard lesson I learned because I think freedom is a blessing and a curse. A lot of agents love the freedom a little bit too much. I think treating it like a career. Like you need to go in and spend eight hours. I have some, like one of the newer girls on my team actually was like, you know, I wish I had eight hours of work to do. You're not supposed to just be reactive to the two hours of work that is coming to you. You should be in there spending eight hours, figuring out for the rest of the six hours,

how am I prospecting, how am I connecting with people, how do I start a database? How am I attracting people into that? And what can I do to give value to keep this momentum to turn those leads into transactions? So keeping consistency like you're going to a normal job, go figure. Yeah. Yeah. Last time I looked in the dictionary, freedom did not include broke in the definition. Yeah, and I think we get trapped in that very easily. The other thing that I'll say is I think that we think spending time with other realtors is going to make us money. Although in our business, it's a really great idea because we have an extra level and an extra opportunity. Going to a sales meeting, that's great for you to learn something, but that's no one there is going to buy a house from you.

You really need to separate. Like, what is growing my business versus this is my time that I'm learning. But you should be capitalizing on that with social media and putting that out there. you're showing your doors are open. So every opportunity you can, you're showing other people. I'm showing up to work. I'm available. I'm in this.

I'm knowledgeable and I'm approachable. That's right. Spencer, how about you? Yeah, so I think the biggest mistake that most new agents make when they come into the industry is they just kind of get overwhelmed with like all of the different directions that you can go, right? There's like a million different ways to do this business and be successful. And I realized this was happening very shortly into starting my career with real estate. And I took a moment and I just kind of reflected back on what got me sponsored by Quicksilver for snowboarding.

I started snowboarding at a young age and then I started taking it seriously. And I realized when I reflected back that I spent a lot of time in the evenings following snowboarders, watching their video parts. I found snowboarders that I really, really, really enjoyed their style that I wanted to replicate. So I would watch their tricks that I wanted to do over and over and over again. I would go to the ski resort the next morning and I would go there and I would focus on that. that single trick and I would do it over and over and over again until it became muscle memory. Once it did, I would add it to my bag of tricks and then I would do the next one. And eventually, I had enough tricks in my bag that Quicksover approached me and that brought me

out west and I lived in Whistler and snowboarded out there. And when I looked at the real estate business when I got into it, I thought, okay, you know, and if I break it down, I can do the exact same thing here with this industry. Our coach, John Kitchin, says, you know, the fundamentals of the real estate business, is traffic, conversion, and fulfillment. These are the three things, the three pillars that you need to focus on. And if you can nail all three,

you're gonna have great success in this industry. So let's take conversion, for example, right? Who do you know in your office or maybe online and YouTube that can get on a call with somebody and get them to an appointment, whether it's a listing or a buyer's a consultation, whatever that looks like, you know, what questions are they asking, what's their scripting,

what's the tone of their voice? Like, all of this really, really, really matter. really, really matters. The next thing you need to do is practice it over and over and over and over again. And then you add that to your bag of tricks, right? And you just keep doing that. So you want to zoom in on these key areas, not get distracted and overwhelmed. And once you've got it nailed, just like what I did with snowboarding, I pull back out, focus on a new trick. Let's go to, you know, the traffic part of this pillar analogy. What can you do to get more people coming into your business? You know, is it your branding, is it your marketing? Where can you do?

zoom in and focus and then pull back out once you've added that to your bag of tricks. So I think that's the big thing. I struggled with it for a little while. I was super fortunate as a solo agent to recognize this. And then I started coaching. I started in June. I was coaching by September and I coach every week until this day. That's interesting.

You look at George Leonard, his book, Mastery. You look at Jeff Colvin's talent is overrated. You look at Malcolm Gladwell's outliers. They all say the same thing. 10,000 hours of purposeful practice over a three, to four year period is going to lead to mastery. Don't wait. Don't wait for that purposeful practice to start.

That's great. Mona, how about you? What's the daily habit for you? For me, daily habit is, you know, getting up, getting ready, looking good, feeling good, and that really projects in your voice when you're speaking, having that confidence. But more importantly, is my calendar. It's all about my calendar. Everything needs to be in there.

I've got two boys, Elvis is 12, Elton is eight years old, you know, having that balance of being a mom and, you know, doing revenue share and doing production, you know, trying to add it all in. So I think for me, it's really, really important to have that calendar, make sure everything's in there so I know what to be prepared for for the next day and what is happening. So, yeah. Holding yourself accountable. 100%. I love it. I love that, too. Yeah.

So I think I agree with everyone and everything that's been said here. The kind of thing that I say to myself is, you know, success is boring and it's consistency. So there's not, you know, I generally have a very, you know, basic way is the morning is, you know, lead generation follow up. The afternoon is, you know, go on appointments and, you know, the evening is figure out what's the next day. So I try not to overcomplicate it and just keep it simple. Yeah. I love it. I love it. So consistency, structure, accountability, keeping it simple.

That's a great way that you continue to build your business. Tell us a little bit about maybe that pivotal moment in your journey. You know, what made you potentially go from, you know, attracting 30 agents before you did one transaction? What was that pivotal moment for you? That's a great question. For me, I think it was being a newer agent and being at EXP and gravitating towards revenue share, I didn't really know how to connect with agents. I asked my coach mentor, Rick Dillon, a fantastic sponsor, great coach.

You guys got to check out the RevShare University outside because I swear by that, I did exactly that to get to the 100 agents. But for me, it was learning a CRM, KV Corps, and just mastering it. And the fact that I mastered it and I know it inside out, other agents kind of were attracted to that and wanted to learn how do you lead gen, how do you do this. And now, you know, I use it for production and I use it for agent attraction. It's fantastic. So for me, that was the moment when I realized, Mona, you got to master this.

And thank you, Rick. because he was like, this is your superpower. Go for it. I hear a lot of stories where, you know, it's a particular moment in time or a mentor or somebody that really helped propel you. Yes. How about you, Spencer? Yeah, for me, it's a little different, I suppose.

I started, and like I said before, I did my first transaction in my first week. And this isn't going to be for everybody. And some industries that you come from will complement you working while being a real estate agent. But for me, I come from a background of construction or renovations. It's really, really hard to go for a showing when you're in the middle of renovating a bathroom and you're covered in dirt. So, like I said, I did that first transaction that weekend. I realized, hey, there's something here. I can do this.

So I posted all of my tools on Kijiji and Facebook Marketplace. And I had everything sold, and I had a fistful of cash by the Wednesday of the following week. And that was like the, oh, my goodness, what have you done? You've got to make it to work moment for me. And that's what I needed. It put my back up against the wall and I had no other choice, but to do everything that we've already talked about, just grind it out and, you know, the rest is history. I believe the Vikings call that burning the boats. Yeah, making that commitment to yourself. I love it. I love it.

Idris, how about you? So for me, there's two things. One thing was the ability to learn to say no. If it doesn't align with the focus, having the ability to, you know, say no because it doesn't. And that took a little bit of a while because I always wanted to say yes to everything, but then essentially you come to a point where you realize, is this intentional? Is it purposeful? Does it align with what my objective is?

And if it's not, you have to be okay with saying no. And at the end of the day, if you focus on that, everything else will fall in place. The second really good piece of advice I ever got is sometimes you feel like, hey, I need X, Y, Z. But the greatest capital of your success is not going to be money or advertising or offensive. you website, it's going to be your belief in yourself. Belief in yourself, I love it. Thank you. Thank you.

And Chelsea, I'd love to hear. Let's hear about that pivotal moment for you. You started so young. So what kind of propelled you forward? Mine was kind of like a happy accident. Strangely enough, they were doing, a media company was trying to pitch what's called a sizzle, I guess, for a TV show, about real estate and whatever.

Somebody had said, hey, you should try this. So I go in and I'm, reading the script and I'm seeing how they're putting this video together and I thought it went awful and afterwards they're showing me this video. I'm like, geez, I look like I'm on HGTV. What is going on? So I'm paying attention. I'm like, okay, they're taking their B-roll shots. This was entertaining and it really got me thinking like when we watch a show, we know what, what, personalities we like. We know when we hate a show. We know when there's a show host that you're rolling your eyes at. You're getting that test run before you're having that experience. So I was like, you know what, I'm going to have some fun with this and I'm going to start showing people that I know things. So my My dad was a builder growing up, and I had a little bit of a know-how on new construction. We were about to build our new house. So I thought, you know what? I'm going to launch my own little series. I called it Read Between the Studs.

Every week I would put out a new video. This is what's going on in the house. This is a part of the construction process. And I think what that did, because I was so young, it was squashing the assumption that I didn't know anything. I was probably bringing up information either that other people know, and they were giving me a little bit of cred like, oh, she actually knows what she's talking about. or maybe they didn't know something. So it was kind of like the people you think would never believe in you,

the dads of like your friends, like you're younger. So like you can't look people up on what we call property online to find their address and do a bunch of mailers. They don't own homes. I have to ask them. So that was the first time I'm like, oh, people are paying attention. People are talking about these videos.

So then I became obsessed with thinking about I was in office meetings and every time something would come up that I didn't know or someone was bringing up that was a problem for a consumer, I'm like, video, doing a video on this. doing a video on that. And even if you're not getting likes, people are watching. Because I would then go to a function or a party or get stopped in the mall. People like, oh my God, I love your videos. Then I started getting messages being like, hey, are you taking on new clients? Or, hey, I have a question about new construction.

Okay, I just need a meeting and I know I was going to get that person as a client. And here's the thing. If you're brand new, I don't care if you learned it 10 minutes before. Throw it in chat, GBT, get your script. You can edit videos. Take it 10 times. Send it to somebody that knows what they're talking about. Do I make any sense before I put this on the internet? They're going to tell you you're going to show up as a professional, no different than when you watch a show, read a book, you think that person's the expert.

It coming from your mouth versus it coming from a text that you could make or someone sent out from the office, you're differentiating yourself from other people in the industry and you are pulling them in instead of chasing. So that was my moment where I'm like, okay, I'm making real money now. Yeah, showing up authentically as you. Yeah, I love it. Great job.

Great job. All right, so as we close out, here's what I'd say, don't go it alone. Don't go it alone. Plug in. Others have lived before you. They've succeeded and they've shown the way through EXP University and some of the other programs. May 14th, that's next Tuesday. We're going to start the next round of Kickstart.

Please, please do plug into that. It doesn't cost you any money. It's part of being with EXP six weeks and we're going to get your production up. Then starting June 17th, we're going to pilot this new FastCAP program. that we have coming. I have promised Nadia that we're going to reserve spots in this limited pilot for our Canadian friends. So do plug into that when you start to see the promotions. Did you want to share anything about Agent Accelerator?

So fast track, pilot for FastCAP, if you're looking for or you have new agents, you're working with new agents who want to extend beyond the Fast Track program, we've got a Zucasa booth. You know, it's lead generation, it's training, it's coaching, it's accountability, holding yourself accountable for doing the work. and we're going to give you tons of information on how to convert online leads. So we'd love to work with you or work with some of the folks that are in your organization.

So come on by. All right. So would you please give it up for our panelists? Yes. Thank you guys so much. Whether you're that new licensee or maybe you're a season pro, possibly you're somewhere in the middle.

There was some valuable information there for you. This is KGCI Real Estate on Air winding down our final day of a two-day broadcast, bringing you the very best from EXBCCon Canada here on KGCI Real Estate on Air. If you want to listen to any portion of the broadcast room yesterday or today, we got you covered on real estate onair.com. Feel free to share this information with any agent that you know that could benefit from the information shared. And be sure to subscribe to KGCI Real Estate on Air wherever you listen to podcast.

Just search KGCI. Thanks for listening. I'm Ian Wheatley, and this is KGCI, Real Estate on Air.