No Broke Months For Salespeople - Scaling Your Real Estate Business and Growing a Team With 2400 Agents

Episode Date: June 1, 2023

Rich Tomasini is a Real Estate Veteran and a Team Builder. He's with eXp Realty in the Charlotte, NC area. Rich has been with eXp since 2017. Rich now leads a team growing at about 100 agents per month! Over the last forty months, Rich has built a team of 2,400+ agents in 47 states and 13 countries. In this interview, Rich will share about Scaling Your Real Estate Business and Growing a Team With 2400 Agents. --To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.5daylistingchallenge.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/thecpicommunity/  To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

What I realize now, a good leader is basically somewhere between a consultant and a coach. Like a consultant is giving the answers and a coach is drawing things out of people. But it's probably basically somebody that has some skill in understanding the way that the mind works and how people constantly screw themselves over and get in their own way and helping coaching them through getting into a new mindset and developing new habits. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve.

So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is no broke months. Scaling your real estate business and growing a team with 2,400 agents, Rich Tomasini is a real estate veteran and a team builder. He's with EXP Realty in the Charlotte, North Carolina area. Rich has been with EXXp since 2017. Rich now leads a team growing at about 100 agents per month. Over the last 40 months, Rich has built a team of 2,400 agents in 47 states and 13 countries.

In this interview, Rich will share about scaling your real estate business and growing a team with 2,400 agents. My name is Dan Roshan. estate business, and growing a team with 2,400 agents. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. So thanks for having me, man. I don't know where you'd want me to start, but let's go there. Let's start in the beginning, when you were that point, too. So, where were you born? Hey, why not, man? Let's go there. Where were you born? I had nine months on top of my age, because as soon as my heart started beating, I feel like we start counting from there. Queens, New York, originally, and then my parents moved to San Diego for a short period of realizing how expensive it was in the 70s.

And then landed in Miami from 1978 to 2005. Now I'm in North Carolina. What brought you to North Carolina? You know, Miami. It's a great place to visit, but it'll turn you away from there if you live there long enough. And this seemed like a pretty good weather situation. I'm not used to the cold. You mean Miami is the place that you move? Got it. Yeah, Miami will wear out anybody.

Unless you're really living it up in some of the key spots. The rest of us are just hustling. I grew up by the Everglades. So anyway, North Carolina had four seasons. Looked like it was a promising real estate market back in 2005. And no regrets. I like it here. How long have you been in real estate sales?

I dropped out of college in 2000. So it was either a dishwasher or work for my dad's real estate company. So I started as an appraiser and I worked there in South Florida in Dade County, Barrett County and Palm Beach County until 2005. And then I moved up to North Carolina and got on the real estate sales side. So from five to now in sales. And then so from from five to 18 or 17, uh, what, uh, how many brokerage like, yeah, yeah, yeah. That journey. Like, I mean, well, hold on before, before we go there, I should make sure that I'm linear here. What caused you to get your license before we walked to, uh, the brokerages that you're with? What caused you to get your license? I mean, I was

in the worst car in every driveway. I was like, how come everybody pulls up that doesn't know anything about the contract is driving a nicer car than I am. So I figured, you know, I was in the worst car in every driveway. I was like, how come everybody pulls up that doesn't know anything about the contract is driving a nicer car than I am? So I figured, you know, I'm on the wrong side of this tug of war. So I made the shift when I relocated. Okay. All right. So being an appraiser didn't earn you the money that you were hoping to be able or knew that there was an opportunity to do so. All right.

Even if you have an appraisal company, you're not going to make millions of dollars a year. Yeah. All right. I got it. So then you get your license and what's next? So I get my license and I start on the white pages, right? I mean, it's 2006 at that point. I think I'm about 30 years old or so,

maybe a little older. And I started hitting Fizbo's and Expired's. And I worked for Remax. And I think I brought in about 70 listings my first year off prospecting. And mostly Fizbo's, Expired's from that prospecting? I had no marketing dollars. So we had to work with the free stuff. Yeah.

Well, all right. So then there was a little bit of a change in the market about a year and a half after you got licensed so what'd you do next yeah i went gray started to get aggressive that doesn't work what do i do yeah yeah what did i sign up for um so i uh i moved over to a company called park avenue Properties, which was heavy rentals. So that was in 2009. So we'd already taken like a severe hit, right? And anyway, we grew their rental department from 300 to 1300 properties. So that was stable income. I sold all the way throughout it. And in 2011, I moved to a small Indy, which was a geographical 10 from where I lived very close by.

And I was their top agent there as well. And then in 2017, I got sort of burnt out on the technician role. So eXp gave me an entrepreneurial sort of opportunity that wasn't going to be super expensive and easy to, you know, kind of feel out if I like it or not. So I made the move then. So you saw eXp as an opportunity to stop the grind? Am I saying that correctly? No. Well, I don't think I was so short-sighted. It looked like it was two jobs versus one.

So I didn't feel like relief would be coming in fast. But I saw it as an opportunity to go to learn how to manage a little bit better and then how to be an entrepreneur and actually run my own real estate company, which was paying other people's assets after, you know, at that point, almost 20 years is just not that fun. And this was the easiest way to sort of course correct. Got it. Okay. So then in that five and a half years of time, you've been able to build your organization at 22,400 in 0.2 agents. And so how long did it take you to, like in six months time period, what did you look like in six months after joining eXp in regards to the size of your organization? Probably roughly around 150 agents. That's a lot. How'd you get there so

quickly? By getting high caliber people, really. I mean, I'm not really responsible for any of this. I brought over 60 agents to the company, right? Maybe half of that the first year. So I brought over people that hang out with high value people because they are. And all they did was duplicate really. Got it. So I support a small group and then they get large. Okay. And so then, so your first six months or so, so you already had those relationships established or you were establishing them at that time? Well, I mean, you go through a warm list pretty fast. So yeah, I had a lot of them established, but the rest I had to establish fast. I mean, I've a lot of them established, but the rest I had to establish

fast. You know, I mean, I've been selling real estate at that point from 2006 to 2017 in my market. And I was in a top like one to 2%. So it wasn't that hard to get people on the phone initially that I already had known. I never asked anything of them. So it's an easy call. Well, walk us through that call, if you could. Yeah, I mean, it was it was basically sort of more of a revolution. You know, I was like, look, man, I mean, this is the oldest I've ever been. And I'm not feeling like I can see an exit plan. And, you know, if you're interested in betting on a horse with three legs, this ESP model seems to solve a lot of yesterday's problems.

I don't know if it's going to work or not. We had thirty seven hundred people, not eighty seven thousand at the time. if you're interested in betting on a horse with three legs, this ESP model seems to solve a lot of yesterday's problems. I don't know if it's going to work or not. We had 3,700 people, not 87,000 at the time. And I was like, look, you know, I mean, we have a way that we could actually work together and, and, and kind of build one big movement together. Are you, are you, are you interested or are you happy kind of get on this hamster wheel every year? Cause I could just tell you for me, it's exhausting. And I feel the pressure of that constantly. And I had enough

people that that pain was familiar to that were big sellers to where I figured, look, if we can just conquer our local Charlotte market, then we can splinter out and compound and scale the map. But like, let's start home. So that's what we did. And so how many people were receptive to that conversation and how many people were not? Well, I mean, you have to factor in a bunch of things. First of all, I'm not a recruiter. I didn't know how to pitch the model. There wasn't much to talk about. It was basically a platform, a good idea that we were calling a brokerage. So my my ratios were really high because they were coming over based on my performance and

what we all know that we could control as far as buyers and sellers. As we started to go along, I got into colder contacts, but a more robust model and platform. So my ratios have always been kind of the same, but for different reasons. So I'd say like maybe one out of two. So about 50% would have the conversation with you. And, and so you found that that's pretty much the same, but the difference is you were going from like basically relational capital to now a system and a structure capital, right? Like you were, you were, you were like basically like, Hey, we've known each other for however much time let's have a conversation to now like, dude, this is, this is phenomenal. Come have a conversation about what's already here, which then in somewhat makes

that an easier conversation and you don't need as close of the connection. Do I understand that correctly? I mean, it's like going out to, to, to go get a drink with me at the, on a Friday night, Dan, and then my wife comes along and you're like, man, she's so much better than Rich. Right? So, you know, maybe you would have came out to hang out with me and that might have been enough. But then when you had that secondary bonus, it was helpful. Gotcha. Nobody wants to hang out with Rich.

It's his wife, right? Yeah, well, I mean, I've been taking a survey of that cause I'm afraid to hear the answer, but Rich, you're the guy, but we really like hanging out with her. Hey, listen, I like my wife better than I like myself too. I mean, I don't know how critical I could be, but yeah, no, I mean, there's gotta be, look, there's gotta be a way that we develop other people and make deposits in other people's accounts. And there should be some kind of reciprocity or some kind of good karma financially that comes from that. This model basically is that platform. And I've been answering questions and developing other agents and

not playing in a silo or being a scarcity mindset for a long time. So I thought that this would actually wear well for me. And it's working pretty well. market on 12 different homes. And she did actually end up getting the last offer accepted. So they didn't go and rent. But maybe right now you may be in that same situation and maybe you in that same situation, they did end up renting. And I know that that can be like that can just suck. Well, let me tell you, since 2008, there hasn't been a single month that I've missed a closing in real estate sales on an average of 10. And I want to share with you in the last one year, I've taken 79 listings by attending 93 listing appointments. I don't say that to brag. I say that to share with you that I know how to

take listings in today's market. And I want to invite you if you want to learn how to take listings in today's market to join me at the 5-Day Listing Challenge coming up. You can visit www.5daylistingchallenge.com and learn how to take listings in today's market without having to cold call, door knock, or beg. That's www.5daylistingchallenge.com. Now, back to the most awesome real estate show ever. CPI real estate podcast. What are your challenges, Ben? Well, my biggest challenge is me, right?

And I got to deal with this guy. You know, what I don't know is very expensive. And what I do know is worth um you know what i don't know is is very expensive and what i do know um is worth you know whatever whatever i'm making annually i'm not allowed to report that out here but it would blow your underwear off your body why can't you um making income claims we're a publicly traded company uh and uh but you can say what you make yeah i don't know if you can um uh i'm not sure uh i don't i don't get the impression that people do i'm seven figures a year i'll say that i'll say i'll say i'll tell you what what i made

in my first year with exp 24 000 plus 30 000 in stock if i just said something i'm not supposed to say um i don't know somebody come bump me in the head right you know so that's 54 000 that's 30 000 more stock than the previous company I affiliated with, which I got zero. Right. You know, my retirement from them is less than what my revenue share is. Right. So don't, don't listen to Rich's number, listen to Dan's numbers, I guess. Right. And Rich's numbers are far, far greater than Dan's numbers. Right. No, but your numbers are far more effective.

Cause if I heard somebody said that they were making this kind of money, I'd start saying, oh, great, we found an outlier or unicorn or an early adopter. But actually, now people are building super, super fast. And, you know, if I would have came over here and had the knowledge that I could make $30,000 in a year with stock or revenue share or some combination of the two of them, I would have signed up much faster than I did without that vision. Yeah. And mine was 54 adding the two together. I was 24 in revenue share and 30 in stock. That's more than your average realtor makes across the country.

I was thinking about that this morning. I'm like, that's half. Like when I coach agents and they're like, you know, I'm like, how much you want to make? A hundred grand. I'm like, without trying, because I haven't put any effort into it without trying. I'm halfway there in my first year. I'm like, wait a second. There's something to this. Yeah. Yeah. Well, listen, I mean, here's the thing is you can't scale a hero. Like we all know that. Right. And the way that teams were pretty much taught throughout the entire, you know, ecosphere that we all live in was sort of the Keller Williams model.

And what ends up happening is, is that when you have buyer agents that are working for 35% or 40%, you lose your best talent and you always keep your mediocre agent. And I felt like a revenue share organization is the repair for what teams used to be because everybody has the opportunity to outgrow them. It's almost a bridge, but you still always get your mentor and you don't have to have a nasty fight on the way out. So there was a lot of components within the actual way that you structure a real estate team that made me come over to eXp over the stock because frankly, the stock was less than $3

a share on the OTC when we came over. So if any of us called that we had that figured out, we're all liars. I mean, we had no idea. And then the second part, as far as revenue share, nobody ever expected the company to have 87,000 agents. So we never dreamed that big. What we figured was if we can structure our teams here and actually not have the margin that we're making off our team members, there would be a benefit because we actually care about these people. And then if that could start to swell and we could teach them how to have teams,

then we could build revenue share that way. We didn't know that it would work in all these other different facets. Yeah, I mean, the pandemic definitely helped the company. Right, I mean, the pandemic, I mean, just because for me with my previous company that I was with for 15 years, I realized, wait a second. And that was KW.

And I sort of know K right like you know i was an operating partner with them for 10 years right so um i i know the ins and outs of kw for sure um and so um you know but once the pandemic came i was like wait this you know what i i for the entire time i was you know when exp came out uh i had a conversation with Gene Frederick, who was my regional director when I became an operating partner. Gene left to go to EXP six months after he qualified me as an operating partner. I thought, this guy is insane. I think I was wrong. Yeah, I mean, he's sitting on a big boat right now.

Yeah, but you know, listen, that's the way that it goes, Dan. The more that you have the risk, the crazier it looks like when you're very risky. And I think that what he was starting to figure out was I could either protect this lead or I can be in the front side of the change. That's going to be long-term. And I don't know how he was able to make that decision. Cause I swear to God, like I probably wouldn't have made it, but. And for those that don't know,

like to give a perspective of where he was at the time, he was a, a franchisee. He had regional, you know, he had regional ownership of in a major real estate brokerage, Keller Williams. He, you know, he had a, he had a whole ton of good, good, good things going for him at the time that seemed to be, I mean, from the outside looking in, it's like, you are insane, dude. And that risk paid off. But that being said, we're not all Gene, we're not all Rich, we're not all Dan, dan and that's fine but the reality of this is is that we all have an opportunity in front of us and that opportunity today in my mind is freaking insane it's like so much easier today than when gene got involved in it or when you rich got involved into

it right today it's like oh my goodness like this is it's a no-brainer i mean from my perspective well i mean listen if you have a relationship with the calculator then you just don't know it's like, oh my goodness, like this is, it's a no brainer. I mean, from my perspective. Well, I mean, listen, if you have a relationship with the calculator, then you just don't know the model or you don't like, you don't like logical decisions. I'm not one to shame people for not coming over here. I think the biggest problem is, is, is how they were introduced to the company and what kind of impression they have to get over to get on board. But, you know, that sounds like more of a... I have that same impression. I had such a poor impression about eXp for so many years. Well, you were living in the spin zone too.

I mean, Keller Williams was probably the most vocal control of the narrative about eXp that was not familiar with our model as if you had worked here. You know, I did my Bill 22 talk there in Texas with Brent. And basically my entire concept was right now in Austin, they're teaching you how to make someone else's asset better. And we're here trying to figure out a way to give you 50% of this asset back through your performance. And what you know, when I hear people say like, like I've heard this a couple of times now,

as I start to move up the food chain here, people start saying things about me that I don't believe at all. But like when people say like, oh yeah, I'm not rich Tomasini. You know, I live in a small town in North Carolina with at the time 30,000 people. I don't particularly love realtors. They exhausted me over the course of my lifetime. I was not a professional recruiter. I wasn't a YouTube celebrity, still not a national coach. Didn't hang out in $100,000 masterminds. I mean, it's pretty basically similar to what you're doing as a listing agent. Your client just changes from the buyer and seller exclusively to also the person that you're working to deal with and that you've worked many deals with.

It's actually easier. Yeah. All right. So we talked about the challenges being you. What is the what's the opportunity? Right. Like besides like the like when I say opportunity, let me ask that differently. What makes it easy for you to grow like 2,400? Has that been easy?

No, no, no. It hasn't been easy. It's just been something that we're all able to do. We're basically going through a personal growth experiment that's funded through real estate transactions. So the people that I'm around are high caliber that don't live within 20 miles of me that I would have never be able to have conversations with without going to seminars or paying for. We're collaborating in a pretty high level, right? I've never worked at any of my other companies and someone like Dan reached out and said, first of all, I have a podcast. I'd be like, wow, that's great. And then you're welcomed onto it. I mean, we don't think and behave like other real estate companies. You take that for granted at this point.

So do I. But it's still shocking that people collaborate as shareholders the way that we do. As far as getting to 2400, it was tough. I mean, honestly, I've had to develop from like a level three or four leader wherever I was, where I met the opportunity to where I have to be in order to create margin between myself and the next most explosive person in my group. So I'm constantly sourcing myself. So yeah, it's been very tough. I mean, I've had to change to get the kind of business that I wanted where I was at wouldn't warrant that.

Where I'm at now has warranted this size. What gets me to 10,000? I have to continue to grow. What did you have to change specifically? Oh, I mean, God, everything. So like, I mean, first of all, I'm not really a team player to start with. I'm sort of a lone wolf, right? So I had to get into the idea that I was going to have to be more social and have to lean in and be a little bit more tolerant

and vulnerable when the time called for it. Second of all, this was kind of like golf. I wasn't going to be able to wing it based on a witty response or a little bit of dark humor. I was going to actually have to practice this. So I've never in my life up until I turned 40 when I came to EXP had practiced something for 20 or 30,000 hours. And what I practice is the art of leadership, the art of communicating, of articulating things, of listening, of seeing where people's problems are and getting more emotionally intelligent to be able to pair those things up in a way that's digestible for them and doesn't feel

like you pressed it upon them. And that's a skill that takes time. I mean, I would never even say that I'm out of my white belt in doing that now. I'm just aware that I'm a white belt. Okay. How would you describe leadership? Well, the way that I described it coming into eXp still sort of holds water for me, but it's changed. Leadership is by me being the example of what the company offers. So I want all my money back in stock. So I want to be an icon agent, right? I want to know my systems. I want to be able to talk about the model. I want to show up well and not be drunk on Facebook at night. I want to be able to build revenue share. I want to be sort of an ambassador, not their PR ambassador,

but an ambassador of what somebody who's spongy looks like in this type of robust opportunity. So that's the way that I started it. What I realize now, a good leader is basically somewhere between a consultant and a coach, like a consultant is giving the answers and a coach is drawing things out of people. But it's probably basically somebody that has some skill in understanding the way that the mind works and how people constantly screw themselves over and get in their own way and helping coaching them through getting into a new mindset and developing new habits. And that's where I lead right now is by developing 40 or 50 people at once into better versions of what we were working with last year.

You already know, 87% of all real estate agents fail in this business. And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution, The 10-Step Guide to CPI, consistent and predictable income for real estate agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. And it's free.

You just have to pay for the shipping. Thanks. What do you see from the real estate agent? You say the things that get in our own way, the things that screw us up. Walk us through that. What do you see that's common? First of all, everybody's a waitress or a waiter. They're in this subservient mentality where they're on call 24-7, except they're not a heart surgeon. It's not that important of a job, right? So by creating bad standards and boundary lines and not setting expectations up front makes you sort of like a butler. And I don't like that,

right? The other thing is that real estate agents aren't typically professional where they need to be. I, I don't know why we all have a picture of ourselves on a business card. If I went to my tax strategist or financial advisor and there was a photo of him on his business card, I'd say to my wife, I'd go, we're getting out of here. Forget it. Let him walk in. Right. Time management, monotasking time. I mean, I mean, tasks like you can look at Facebook. If you pick up your phone 100 times a day, you have a compulsion. You don't have a business. Right. People going on the defense and getting lost in non-income producing activities versus the offense, not knowing where your offense is, where your skill set is. I mean, my God, I could go on and on, Dan. Like most real estate agents have no idea what they're doing.

They're just successful because of some reason that they have not yet identified or majored in. And so if that's the challenge, what's the access? And let's fill in the blanks of the next piece, right? So if we could sit there and say, real estate agents got your license for freedom and money. That's what you got your license for. Then you got distracted and found out it's a whole hell of a lot harder than what you ever imagined to be able to get freedom and money. So all those things that you just shared, Rich, and many more are the distraction. So now let's look at what's the access from. OK, that's a distraction. Those things you just described. We still know what the outcome, the intended outcome is freedom and money, right? That never

goes away. It may change once you start realizing, you know, you know, like how much effort it takes, right? But, but how do you get from those challenges to the, the intended goal that we all got our license for? Well, I can give you one, one very simple solution, which I will. And then it goes from how long do I have to do this or hang in there? And then, you know, you made it or you're onto something when you start asking yourself, how far can I go now that I got my feet on the floor here? Um, in order, the first task that you would do on that is, is take a piece of paper and on the left side, write unicorn shit, things only I can do. And on the right side, all the things that I got to get done today. And then you rip that thing

vertically and you give it to an EA and you pay them 25 bucks an hour and you go to work doing the things that only you can do. I mean, real estate agents are waking up and they're looking at their cell phone. It was the last thing they looked at when they went to bed. They have boundary lines with only their family. Oh, this is my livelihood. Oh, I can't make this. Oh, I'm busy. Oh, don't get mad at me because I'm on my phone. But the entire public, there's no boundary lines with, right? And then they go into non-income producing activities and they constantly do that. And then they're scrolling and they're not structured and they're looking for a boss. Real estate agents are typically former employees that try to find

some kind of employee fit within the real estate industry, but you're not, you're an entrepreneur. And that's why a lot of agents like going into an office and doing water cooler chat and not making any money where the rest of us are like, okay, this is my marketing plan. This is my budget. These are key people that I'm going to pass the ball to. Imagine if Tom Brady at 45 years old was running touchdowns in and catching balls. The entire goal is to get that ball into the most capable set of hands possible. But you're brainstorming. You're captaining this shit. So, I mean, realtors have...

Listen, why would realtors not have these problems? There's really no bar to get in. You got to pass a test and fog a mirror. There's no real training that teaches you. All the people that are teaching you pre-licensing don't sell real estate or don't sell real estate at a high level. Otherwise they wouldn't take that. That's why they're teaching it. Right. Yeah. And then all the post classes are how to not get in trouble. Nobody teaches you how to make money here. And at this company we do and it's free and so rich so let's say you're day one in exp sure and you want to so we go back to that what do you want freedom of money okay and there is an access to that

freedom of money through the model and in not just my opinion but but in the studies, there's not a better access to it. Right. Like I've been a brokerage owner. I've been with a profit sharing company. I've done joint ventures. I've done every single way that you can imagine to create wealth, real estate investing. Of all the different ways that I have created wealth or done something to create wealth, the easiest and the most fruitful has been revenue share. And I can tell you that hands down. Now, maybe some of my real, yeah. I mean, maybe some of my real estate deals have given me greater wealth, but guess what? I didn't get into them for like, like it took a lot of money and capital and time and effort and energy to be

able to get into those real estate investments. Dan, you told me a person that in five years built a seven-figure residual income with $0 out of pocket, the moratorium in 2020 where your tenant didn't have to pay and then you had to go and rework your deal with a mortgage company, right? All these unprecedented things that we deal with, forget about it. This is by far the most lucrative, fastest ramping opportunity there is.

What I would do is I would get a very narrow focus. Look, if I was day one at eXp, I would have already established what niche I'm going to go into. Am I getting into STRs? Am I getting into tax shelters through bonus depreciation cost seg? Am I getting into commercial? Am I going to be an urban commando and sell houses to people that are at my kid's school? What am I going to do? Once I got that, I would start narrowing my focus, subtracting everything and become

the master at that one thing. The other two things I would do is I would be an icon agent at my 16 grand back because that stock has gone for a run. And we were doing these types of, you know, behaviors for trophies. And the other thing I would learn is revenue share because the XP has paid more money out in revenue share than any other company that's been here a lot longer than us. We've made more millionaires through revenue share than any other company because it's transparent, comes off the gross amount, not off some number that no one shares or we have no control in the decision making. I don't want to be working in territories. I don't want licensing agreements. I want to work at a company where I can use my relational equity and grow anywhere I want on the map for zero acquisition costs. That's eXp. So for me, I would do what I do for a living. I would make sure that I am doing it really well so I get all my money back

because I like 100% firms and this is one of them. And then lastly, it was I would learn how to surround myself with people that make me want to wake up in the morning and then make sure that they're successful. And that's all it is. You're awesome, Rich. How can somebody get in touch with you?

You can't. Just go sign up under Dan. I don't like social media. I don't have the energy for it. I got two small kids. I mean, I just want to spend time with my family, and I want to make everybody better. I have a YouTube channel.

I'm on Facebook. I have other stuff, but I don't check it. So if this was compelling to you, you could find me somewhere. What's your YouTube channel, Rich? I think it's rich thomasini i'm not sure a true true true performer a true promoter barnum and bailey would would i mean you know pt was a pt barnum would be impressed yeah right i would be the first one out of the cannon boom here's the thing listen man you know i you know, I'm a boxing fan, right? At no point did I ever

want to be Don King. That was the last guy I wanted to be. Right. So I just want to do what I'm supposed to do and help other people that do it. And if you want to get in touch with me, you'll find a way. If you can't figure out how to get in touch with me, I'm probably not going to be interested in you. Rich, thanks so much. Pleasure to see you. Thank you. Thanks for having me, my friend. Talk to you soon. You're welcome. Thanks so much for listening to the No Broke Months podcast today.

Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing. I'm very excited about the conversation we're about to have. I want to introduce you to Dan Rochon, who is the owner and co-founder of Greetings Virginia. I am so excited to introduce my next guest, Dan Rochon. He reads, he writes, he does improv. A frequent speaker and often quoted about the real estate market. I'm gonna bring on a guy that is a winner.

We had some really cool conversations before going live with this show. We have Dan Rochon. So I'm gonna encourage for you to think big. I'm gonna encourage you to think big and then multiply it by two. And then take huge action. Because whatever you want,

you're only five years away from that.