In The Cloud - The eXp Realty Explained Podcast

Part 2. Joining us today is John Sterling. John's been in a number of markets and was previously with Keller Williams and most recently was in San Francisco California and is currently in Colorado. John's background is fairly extensive in real estate. John is known for his work in Europe and London as well as working with multiple team leaders and market centers and helping them attract agents. John talks at length about his challenges in real estate and really not really getting EXP at first. John I'll give you his insight in terms of why he ultimately moved from Keller Williams to EXP and he hasn't regretted it and never looked back. Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   EXP innovating and game changing technology made simple EXP Stock valuation explained Revenue share versus profit share Expansion Teams Simplified Fears and worries of competitors Other big companies reactions to EXP growth Non bricks and mortar game changing EXP eliminating layers of expenses through with new virtual technology     Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Jon to inquire or ask questions. Contact Jon Sterling Phone call or text at 720 605 1063. Email: Jon.Sterling@exprealty.com   Transcription Jon. So that was the answer to the technology. So the money the technology. We talked a little bit about you know privately held versus publicly held. Another note on that one place where I've seen some pushback and one of those half truths or just like something that wasn't fully explained or isn't still isn't fully explained as when we get attacked for not being profitable. Right. Because a publicly traded company would have to release your finances so anyone could go check on your health anytime they want. That's a funny attack to me. It demonstrates that people who are saying it just are lacking some basic sort of fundamental knowledge about stock valuations. Somebody who's a really great example there's been in the news over the past couple days. Amazon. You guys heard on Amazon right. Well they hit one trillion dollars in market cap yesterday and they had huge revenue and free cash flow which they reinvest in their business. Instead of declaring profits for many many years they didn't declare profit at all. They found a way to essentially get their tax bill down to zero because they're putting everything back into the research and development. All right. So it's like are you going to bash a trillion dollar company, the world's second trillion dollar company because they're not declaring profit. It's like give me a break. Watch everything else grow. There's like a problem take care of itself. Right? And the reason that the stock valuation continues to improve is because the stock analysts understand this. The company doesn't have debt like we're not taking on huge loans. We're not doing crazy stuff with her money like it'll naturally work itself out. Another great example everyone else is uber profitable Uber is? it isn't. They lose money every quarter. How many billions of dollars there worth? I don't know the exact number but you can look it up by the time we look it up I'm sure it'll change. But anyway so that's the whole point. It's like it's what's wrong with copying those strategies. Some of the fastest growing and most valuable companies in the world aren't declining profits. Why would we? Go reinvest. Make this the place that's going to sustain the next shift in the markets. And any other change or the show up because we have the right people the right attitude you know the right sort of base to weather that storm. Kevin. It's one of those things... I'll touch on it and I am not the CFO of EXP I have no relationship to the board. And this is not a representation on behalf of EXP. This is just me understanding profit loss. You and I went through many many many many classes of market centered financials and understand PNL in the real estate world. I also know it from my nine startups I did down in Silicon Valley I understand how to look at a growth company PNL. So one of the things and if this is where you're hung up as a listener you reach out to me and I'll be happy to walk you through it off line. But the general gist of it is if you look at Generally Accepted Accounting Principles or Gap principles a company like Expedia or any other growth company is going to end up taking charges that are non-cash against the hard cash items in a PNL. Right? And this is not an accrual versus cash basis. This is just when you get to the bottom line. If you look at the financials and drill through you'll see these gap adjustments what are those things right? You look at you know the logical ones that if somebody took accounting they heard over things like depreciation. The big ones for our growth company are equity stock options non-cash awards and things like that. Obviously as John talked about there is a lot of that going on at the EXP. It does not affect cash flow in the business. It is something that is taken against income and is an offset. So in a recent Financial I looked at... Let's just say the number was hypothetical to say the number was something in the order of magnitude of 20 million as a loss after the gap adjustments. 16 million of the 20 million were the gap adjustments. So somebody on Facebook comes out and says Oh my God I lost 20 million dollars. So if a growth company post that in 16 million of those paper you should be looking at the four million number and you're looking for things like are they adding to cash flow or are they making improvements. What was the number like a year ago. Based on the pre gap adjustments. And this is a big part of what the industry doesn't understand about a growth company. Is when you're hitting a hockey stick, the growth year over year is so big that you know you'll hear others in the industry talk about residential brokerage specifically. While we do this many transactions, our set of agents that are in this space. Did this many and that's more than a company like EXP. What they're not realizing is the week over week growth let alone the quarter over quarter growth is basically vertical. And so as a result there is a lag. Right. When John moves over or a team moves over and by the time they close out the business with the old brokerage and they get new business on the books and that business goes through marketing its listings and then gets closed and then gets booked. You have a lag. So when they're looking at these numbers what they're doing and I call it playing with the timing they're looking at the old numbers not projecting what the new numbers are. You know I was at the EXP shareholder meeting and they put up a slide at the shareholder me it was public information and the room went... collectively a big gasp because many people in the EXP didn't realize it was growing this fast. They knew we're adding agents but the general gist of it was they talked about transactions that were either closed or pending as of the date of the shareholder meeting in April and it exceeded the entire number for the whole year, previous year. So in other words this was in the spring of 2018. That number as of April was higher than the entire number for the entire year in 2017. Brokerage companies do not do that. Growth for the number one franchise system is like 2 or 3 %. You're not talking about them saying in April that they have more booked pending and closed than they did in the entire previous year. If you're wanting to understand a little bit more about what this looks like happy to have a conversation with you. Gene Frederick would be happy to have a conversation with you. Do what John did which is dig into the material and get the real facts. I mean I saw a post on social media about this which is your sort of very honest and candid post which said I was basically skeptical and I was listening to all the rumors and innuendo and misdirection and when I got in here it was a whole different picture and I'm sure you'll get getting calls about that from people because you're very well respected not only within Keller Williams but within the industry. And I think it raised a lot of eyebrows when John Sterling decided to move. Jon. Oh yeah. It's finally the number of private messages I got versus public reaction to that post which I guess it's predictable. But you know it's like people that are in transition. They were you know in the process of joining us like they don't want to put their you know it's like they're pending deals at risk or they just don't want things to get weird in their local markets. But you're right. I mean it was just kind of... it was just one of those things it was like. I thought I knew it all. I thought I understood it. I thought that what I was being told by the previous company was true. I was like Of course it's not all the way to you. It feels like those days when we were the pioneers at Keller Williams and then you know there were these very coordinated efforts and outside consultants that would be hired anytime we came to town and they had all of these pretty prepared sort of you know objection handlers. Well you see how well that worked out right. It seems that they have slowed down Keller Williams growth. It's like give me a break. It's like one hundred eighty thousand I'm a runner. So again it's like people are going to come at th

Joining us today is John Sterling. John's been in a number of markets and was previously with Keller Williams and most recently was in San Francisco California and is currently in Colorado. John's background is fairly extensive in real estate. John is known for his work in Europe and London as well as working with multiple team leaders and market centers and helping them attract agents. John talks at length about his challenges in real estate and really not really getting EXP at first. John I'll give you his insight in terms of why he ultimately moved from Keller Williams to EXP and he hasn't regretted it and never looked back. Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly. Why EXP is growing fast Why Successful independent brokerages partnering with EXP Keep your Brand, grow your income with EXP Big benefits of being at EXP Earning publicly held stock. EXP listed on Nasdaq EXP innovating and game changing technology made simple   Stay tuned for Part 2   Transcription Kevin: Welcome back to another episode of the EXP explained podcast. I'm joined today by special guest John Sterling. John's been in a number of markets. He was previously with Keller Williams and most recently was in San Francisco California and is currently in Colorado. John's background is fairly extensive in real estate. He and I met years and years ago when I was a team leader at Keller Williams and he was doing some leadership expansion and attraction of agents. Certainly if you're listening to this and you're from Keller Williams you're more than likely will know John from his work in Europe and London as well as working with multiple team leaders and market centers and helping them attract agents. John talks at length in my interview about his challenges in real estate and really not really getting EXP at first. So if you're a little bit skeptical and you want to hear from somebody who was right there where you were dug into it didn't pay attention to the rumors and misinformation in the market and did quite a bit of due diligence over about 15 months. John I'll give you his insight in terms of why he ultimately moved from Keller Williams to EXP and he hasn't regretted it and never looked back. Stay tuned for my interview with John Sterling. Kevin: Welcome to the show John. John: Hey thanks for having me. Happy to be here. Kevin: I'm looking forward to it. We are reunited again and I'm sure we'll get into a lot of that on the conversation today but before we do for people listen to the podcast that maybe you aren't familiar with your background and history and real estate and all that you've done. What did you take a couple minutes and just give a little bit of your highlights in terms of some of the stuff you've done. Because I've known you a long time and I know you've accomplished a lot. John: Oh well thank you. Yeah I'll keep it short and sweet. So I started my real estate career in Chicago back in 2002 it was with a traditional firm then they had a great training program. So I got up and running very quickly. There were some changes there so I went off and started my own brokerage after about two years and then eventually merged that with Keller Williams back in 2004. My time at Keller Williams was mostly spent opening up new offices and markets where we didn't have them. And most of that work was before the financial crash and after the crash I was the guy who would go fix these struggling offices. So it involved a lot of moving. So I got to go all over the US and then even opened up our London office. So I was in the UK for two years. Packed my flat on Brexit vote day and came back to the U.S. and had been engaged in real estate and just sales in San Francisco and Denver ever since. Kevin: Fantastic. And you're very modest. I mean I first ran into you I probably was about two thousand five or six when I was in St. Lewis with Keller Williams And you were part of the group that was essentially acquiring market centers and expanding and you guys were rocking and rolling and obviously lots changed for everybody after the market shifted. I was excited and it was a long very detailed due diligence process before you moved over to EXP you and I had conversations over I don't know probably 15 months or so. And I think for people listening because the whole genesis for this podcast is to allow people you know it doesn't have to just be a Keller Williams but people that run their real estate business like a business and are seeing all of these agents like you were changing brokerages and coming over to EXP. I remember like you like everybody else had healthy skepticism. You wanted to understand it you were from the outside you were part of a gigantic franchise system and there was a lot of misinformation and noise out there in the marketplace. What is it that you learned that really caused you to start to shift your mindset and say I need to dig into this further. John: That's a good question. As you mentioned you know it was a long process for me it wasn't an overnight type of thing and I'd been paying attention to EXP for a long time. In fact I remember when Glenn the CEO was with Keller Williams back in the late 2000s and he left the start yet. And it was you know I just thought it was an interesting move and I was doing some unique things in the business but didn't really give it much thought. I was happy. Keller Williams still think they're an amazing organization. So I don't have any you know any issues with Keller Williams. It seemed like a better opportunity and fit for the future that I want to create and kind of where the business is headed so the things that got my attention over the past few months and ultimately led me to making the move is that you know I had ignored EXP for a long time as you mentioned a lot of people do this. And the people I've talked to who are in the process of joining you know people who are my friends who never would have given it a second glance if it wasn't me calling. You know it was or someone else. The gist of it was there is a lot like you said misinformation or half truth is I'd like to explain it which is understandable. You know it's like EXP has come out of nowhere. I have never seen growth like this in the real estate business and I was with Katie when I early days when it was growing like crazy. But even they didn't see growth. This is great. So there's just a lot of fear from the incumbents that they're going to get squashed because if he keeps up this pace then they're going to have some serious problems. Kevin: So it is interesting I want to touch on one point because that is something that you know you hear the comments of well they can't keep up growth at this pace or I can't believe they're growing that fast or there's no way they could be growing that fast. And I'm going to touch on something in the franchise system you know there's very well Gene Frederic knows it well I know well we'll come out of the same franchise system when somebody goes to expand a franchise system, this is for listeners to understand and why EXP can sand grow so much quicker. I'm going to contrast the two let's say that John and I are in the franchise system and we decide we're going to open up an office in Palo Alto California and we get a conversation going with a great great huge player hugely influential big producer and the producer says hey John and Kevin I'm ready to join. I want to do something with you. How do we get started in Palo Alto. And that starts the clock in the process right. And they have to go through the approval process and there's a whole bunch of steps involved in the point that I'm making here is from that conversation assuming you get some sort of a green light go I'm willing to do it. There are steps like getting an investor getting it approved getting the franchise awarded in the net net on it is on average it's 14 to 18 months before mega agent key influencer walks in the door of an office or can announce that they're part of that Palo Alto location hypothetically. Now when John and Kevin have a conversation with that same agent in Palo Alto. And assuming they're excited about the EXP and they due to due diligence. We're having them change brokerages in as fast as 10 days. I mean you listen to Brent Gove's interview. He made the decision in 10 days or less with one hundred and fifty million dollar team. It's unheard of. In the franchise systems. Now the follow on to that is when like we had in San Diego we had Daniel beer Carl Wessel and Mary Maloney and all of the others joined in it like a really short 10 day period EXP because they're influential has tons and tons of agents joined after it. So for somebody and I want to get your perspective on this from the outside we you're seeing these mega numbers of agents right. You know a thousand plus fifteen hundred plus agents a month and you are. In the franchise mindset or a bricks and mortar mindset where you're used to being in a physical location. Many many people. And this is why I think that they talk about this. Not being sustainable. Look at it and go. There's no way they're going that fast. We never did. We can't. How can they. And I think that that's the driver is John and I can go out and have hundreds if not thousands of conversations as well as every other agent that EXP. And if somebody says go. It's like when you say go it wasn't very long before you were alive and over at EXP. You actually were waiting f

Today with us is Kevin Kaufman. Kevin along with Fred Weaver are the leaders of the 46:10 Real Estate Network. Kevin shares his story of his journey in real estate and success in operating as an expansion team in multiple markets. He also talks about why he came to the decision to move from Keller Williams to EXP and how the EXP system has helped his business grow. He also touches on how other systems are now moving in to EXP alike systems and why they are still set back while EXP is already big. Kevin also gives advice to those who are thinking to make the move.   Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   In this episode Expansion Bussiness EXP Validation How EXP is a win compared to franchise systems EXP tools for agents EXP is already where other systems want to be Equal opportunities for everybody Revenue Share Income streams Kevin’s those thinking to make the move to EXP   Take Away "EXP's virtual platform gives us the opportunity to explore the environment that helps us be the most conducive environment to us being productive.."   Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Tom to inquire or ask questions. Contact Kevin: Email: realestate@group4610.com Facebook: https://www.facebook.com/KevinKauffman0 Facebook Group Next Level Agents https://www.facebook.com/groups/nextlevelagents/ Links: www.EXPCloud.com   Transcription Kevin : I am host Kevin Cottrell joining me today is Kevin Kaufmann. He is the leader along with Fred Weaver at the group 46:10 Real Estate Network. Previously with Keller Williams. Kevin's gonna share a story today not only of his journey in real estate and success in operating as an expansion team in multiple markets but why he came to the decision after looking very carefully about moving from Keller Williams over to EXP Realty. I'm sure you want to listen to this episode Kevin's got some great insight. Whether you're a team leader for a team, a solo practitioner or in actually another expansion team I think you'll find Kevin's insight into why he ultimately decided to move to EXP very very interesting. Welcome to the show. Kevin. Kaufmann: Hey thanks a lot I appreciate it. Kevin : Well I've been looking forward to this conversation. I know not only when you announced and we'll get into that a little bit you changing brokerages but I see all over social media but for anyone listening to this podcast episode that doesn't know what a rock star organization you run why don't you give a little of your background and information about your network as well as your business. Kaufmann: Yeah no problem so I'm based in Phoenix Arizona in Tempe actually as is where our office is and we.. I say "we" because I've got a business partner Fred Weaver him and I started working together in February of 2008. So I've been licensed for about six months at that time with him and I had done a few things some short sales actually because he had introduced me to them and we'd kind of teamed up on those early out of my career like literally a third transaction I ever did was a short sale listing of Fred's because he was leaving the country and going on his honeymoon. And so I sort of took over and handled a short sale is my first short sale and we ended up closing a couple you know probably good thousand or so 800 to 1000 short sales over the next few years and you know we started building our business around that and it was obviously like anything else very slow at first but in Phoenix short sales was it. So I can remember getting into the business and there being almost 60 thousand homes for sale at that time and put that in perspective here we are in late 2013 is about fifteen sixteen thousand homes on the market. So quite a bit more inventory right. Prices were dropping every day but that and we started building a team and we started taking some mentorship and learning as much as we could and built this real estate team. We ended up naming group 46:10 quite frankly because we didn't want our personal names on the team which didn't wanna have our names on the sign or our phone numbers on the signs and so we started working together and really out of just trying to help each other and it just became this thing we built this team named a group 46:10 and kind of evolved and shifted through the years and definitely have had our kind of that reincarnation where we had to shift from you know going from a short sale or distressed market to a more normal market shift in our models where we went you know kind of like a millionaire real estate agent model if you've ever read that book which I know you have and running that business model too. We actually had salaried buyers agents on our team for for about a year and a half and then to a newer model where we you know just blew it all up again and really started growing and then eventually started selling real estate more than one market more than one city and more than one state. And here we are 2018 and it's deftly been quite a ride. Kevin : Yeah you're in the parlance of that large franchise system before you made the broker change which we'll talk about over to EXP or an expansion business in multiple markets in multiple states were you not. Kaufmann: Yeah yeah. And we still are Phoenix like I said his home base we still operate in Denver Colorado which was our first expansion location and next expansion location was Nashville Tennessee where we still are to this day we also still sell real estate in San Luis Obispo California kind of central coast that we started there in the middle of 2017 started work in there and we still sell it in other parts and Arizona a little bit in Yuma and Tucson Arizona which is obviously outside of Phoenix and not quite the reach that we used to have. We've certainly had our growing pain lessons of opening up stuff too fast and too quick and then having to shut it down and things like that. But you know we still cover four different states and how about six or seven different markets. Kevin : Fantastic well gives everybody a good background and obviously you know I've seen your stats right you guys are a big producing operation you're in the top 250 way way up in the list. And so when you decide to do something with your business this mission critical like change brokerages it's a big deal right it's not an inconsequential decision and for people listening right because with what's going on we'll talk about virtual brokerage or expansion operations in the industry because there's a lot of news that's come out and I want to get your take on it but for you personally and your partner you and Fred sat down you said you know what we're going to consider EXP. What drove that. In other words you certainly couldn't miss it. Right. We've been on fire for I call with two friends. My business partner for the last thirty nine months since he's been here it's like the news started accelerating last October when was it that you said you know what we need to dig into this and figure it out. Kaufmann: Yeah. You know it's funny it's not what it's who. And that who is Curtis Johnson so I'm sure you know Curtis he's a dear friend of mine and has been for 10 plus years. And you know it's funny because you look at Curtis Carson always got a suit and tie on and I'm always in shorts and flip flops and can't even find a shirt with a collar. And so we're kind of the Odd Couple and yet at the same time you know I absolutely adore Curtis and look up to him and a lot of ways. But you know Curtis moved he came to Fred and I in December of last year so he had been strongly considering the EXP and at that point he was pretty sure he was going to make the moves. Curtis came to us because we'd had conversations in the past about trying to find a way to work together. I mean we've tossed around all sorts of ideas. We talked about merging our businesses. We talked about starting a title company together we just were always looking for a way to get into business together and couldn't quite find that thing. And so he comes to us in December he says hey I think I'm a go to EXP I want you guys to come. Truthfully we kinda laughed at him and said Man you know go for it. You know wish you well but that's not my gig. But I obviously want to root for your man. I love you. Come back and let us know what you think after you've been there for four or five months. And so he did. And thank God Curtis you know never gave up on us. And he came back and we had lunch like we do every few months. In May of this year and I'll never forget it was the first week of May and sat down for lunch with Curtis and he started telling us about his experience so far at EXP and it just literally blew my mind and I guess what's worth noting Kevin is that at that point Fred and I had been looking for a new opportunity we'd been looking to leave Callaway homes for quite a while and we'd been doing quite a bit of due diligence on a lot of other companies that actually hadn't done any on the EXP. You know Curtis he runs a massive business. You know they sell 300 plus transactions a year and have for 15 20 years now in the Phoenix area. And so it's not like him moving also. It wasn't inconsequential. We realized it was a big deal and he's someone who is close to us. We went OK what's going on over there. Like what are you seeing. And so he told us what he saw. He shared his experi

In this episode Erinn Nobel from Bellingham Washington joins us. Erinn has been a real estate agent for 20 years and she's a successful high volume producer.  She is one of the early members of EXP and today she talks about the growth and momentum build up from the early stages of EXP until now. She gives us her perspective on the power of EXP's technology and how it is being an industry game changer. She explains the myths about the EXP system and culture and touches on how fast EXP is growing through out Alaska and Canada. She gives us her advice on due diligence.   Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly. In this episode EXP growth and monument buildup Real time support through Sky Slope and the EXP platform from assistant brokers. Access EXP technology throughout your own brokerage branding.  EXP's culture standpoint vs the classic franchise and MLM or Pyramid systems. Releaf from "bricks and mortar" and administration work through EXP's cloud based system and lead generation programs have groundbreaking technology programs that have transaction management tools. Revenue share,  team growth and the disinformation and myths about them. Attracting agents and growing your revenue share.   Take Away "We are not a recruiting company if we're recruiting company. We would be out of business. We are producing company. We want agents that are in production that are building the revenue so we can all take part of it and share the revenue revenues. Sure it's just for expense."   Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Tom to inquire or ask questions. Contact Erinn: Call at 360 398 3883 Email: Erinn.Nobel@EXPrealty.com  Facebook: https://www.facebook.com/ErinnNobel Voxer: Erinn Nobel. Links: www.EXPCloud.com     ERINN NOBEL FOR SONIX.mp3 KEVIN: Welcome back to another episode of "The EXP explained podcast" I am host Kevin Cottrell joining me today is Erinn Nobel from Bellingham Washington. A special guest she's been with EXP almost since the beginning. Not quite as long as Brian Culhane who you've heard in his episode share his story about the founding of the company but Erinn has been in regional leadership. She's a successful high volume producer including a member of the CRS community. And Erinn is going to have some great insight to share with us today for agents looking to understand a little bit more detail why agents are coming over from other brokerages and joining EXP realty. Stay tuned for my interview with Erin Nobel. Welcome to the show Erin. ERINN: Kevin thanks so much. KEVIN: Well looking forward to our conversation now they're going to be plenty of people that listen to the podcast that may be not familiar with you. And from the Pacific Northwest. Can you take a minute and give a little bit of your history and background in real estate and also touch on the early days of the EXP because you've been around for a while haven't you? ERINN: I sure have. Yes. It's been a fun ride. That's for sure. Yeah I'd be happy to. So in a nutshell this is my 20th year as a residential real estate agent right here in Bellingham Washington where EXP was founded back in 2009. I have been practicing residential real estate here in Bellingham Washington since 1999 and made the leap over to EXP four years ago as agent number 337. We were only open in 18 states at the time and it was just kind of a wild ride. KEVIN: Erin when the company started and obviously you knew Glenn because he's from the same town as you and you were familiar with him from his days probably back at Keller Williams is what would make you even take a look at EXP I know you were involve CRS you you're pretty well-known the Pacific Northwest and you had a successful real estate practice. What were the drivers for you if you look back in the early days of the EXP. Because it's a different company now and I know we'll talk about that that caused you to even look at it initially. ERINN: Yes it's a much different company. For me it was really just the vision that Glen had and the future of what the real estate model really looked like after coming through the recession and building my business back up in 2010 11 and 12. I was just really identifying what some key factors that were not working in the business anymore. I was working at a small local boutique brokerage and it was very well branded here locally. But I noticed that clients were calling in and they couldn't even pronounce the name of the brokerage anymore. They were really trying to just identify an agent and we didn't have the agents in the spotlight. Were at the forefront. It was all about the real estate broker or that brokerage. So I just noticed a shift in the thought. How can I align my business and my skill set and be in the forefront and be able to attract clients that I want to work with instead of having them funnel through my brokerage model first. So I sat down with Debbie. She had just made the leap over the EXP from a large local real estate franchise here in the Pacific Northwest. She and I were actually originally licensed together back in 1999 and I had known for her for quite a few years obviously but she was telling me about this new business model EXP and how it really is promoting the agent at the forefront. It's empowering the agents and showcasing the agents in a way that I had never heard of before so she really lined me out with that. And we met together with Glenn for dinner and he basically took me through the entire story in the process of how EXP came to be how he had been working through Keller Williams and running mega teams throughout the Northwest here and I believe in parts of the Southwest as well. But he was looking to expand and trying to find a solution for an expansion team that would not only financially be beneficial for the agents but helped to scale his business and scale through a basically recession proof model. That's what he created and I thought my goodness he's really on to something here and I want to be part of this. I joined immediately that day. That was four years ago. KEVIN: What's interesting about we're EXP is today and you know your interview and part of that discussion would be well for people listening to go listen to the two part interview I did with Brian Culhane because Brian was in fact working with Glen in the Southwest US and had the big teams down in Arizona and the markets there and so I think he was the first agent call it the sort of the de facto co-founder in the early days and you know right in the beginning and forefront he talks a lot about everything from the name of the company being selected in a lot of the early thoughts. And so it doesn't surprise me. You and I have interacted a fair amount that you had enough vision for this especially with your passion around the agents you've been heavily involved in stress and it's a different company today. You know if you look at Jean-Frederic and he came in I think it was agent for 77 or something like that was when he came out and he came in a little bit after you. Not much. And you know it was just over three years ago at this point. So what's happened since then and I know I don't want to talk about your role as an RTL and working with lots of teams and brokers and people that are interested in the EXP to talk a little bit about the early days versus now because you talk about a new business model and being more agent centric the offerings and the value proposition is so much more robust today. It's so much more developed the systems the cloud all of the offerings are such. How do you see it playing out in other words you are an early adopter. You came in early there wasn't a lot if any of the systems that are in place today. In other words there was a vision and the company certainly was operating in a you know a handful of states 16 or 18 states at that point versus where it is now. And so what were your thoughts on that versus what if you were talking to somebody who's listening to this today you know in other words there are still people out there especially compared as they're saying oh there's still a startup company they don't have anything together in terms of systems. Absolutely. And I wanted to be part of that momentum. I saw an idea and I knew it was going to be big and I wanted to jump in fully and help out you know contribute in any way or form that they could. And we did that fully. My husband actually left a 20 year career at Microsoft to come over as CEO for the company to build out our enterprise system with Glenn. We just loved the idea of the company and the promotion of the company and doing it in the right way. But especially it's achieving that momentum now which has really shifted the company. Everybody is talking about the EXP Realty. It's kind of the local latest buzz because it is real. It's providing agents with agent ownership it's providing a way for agents to not only excel in the business but to get out of the business at some point and retire and have a nice lifestyle. That's the type of momentum that we wanted to be part of in the early days we didn't have the momentum right. It took a massive had turn Turner agent or many brokerage to come over to the model and join with the EXP to get some local attention. And the frenzy going that other people would identify with and start questioning hey what is this. You know I want

Today we talk with mega agent Tom Daves from Sacramento Califonia. Tom was previously working with Keller Williams being a top world wide agent. As a team leader he runs a large successful real estate team. Tom talks to us about his decision to move to EXP, why he did, he touches on the real estate market change, equity, growth and revenue share and explains how much of a game changer his transition has been to his life and business.  Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.     In this episode Being Sceptical about EXP EXP in Nasdaq Market Change Why Join EXP EXP as an Exit Strategy The EXP value proposition Equity and revenue share opportunities Marketplace disruption Due Diligence  Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Tom to inquire or ask questions. Contact Tom: Call at 855 Tom Daves. Or email at Tom@TomDavesteam.com. Links: www.EXPCloud.com Takeway The pain the other great mega agents that are coming on board and as well as the alignment with amazing team members that we have. So yeah it all came together at once. Transcription KEVIN: Welcome back to another episode of EXP explained podcast I am host Kevin Cottrell joining me today from just outside of Sacramento California is Tom Davis. He is the team lead from the Tom Dave's real estate team. If you're in that Keller Williams system you undoubtedly recognize Tom's name in his team's name. They were the number one team for several years running in the Keller Williams system nationwide and Tom runs a business on the team that does multiple hundreds of millions of dollars per year. A very very large business very successful businessman in the real estate business he's been in the business for quite some time. So when I heard that Tom had made the move from Keller Williams as a large multi hundred million dollar producing team I wanted to find out his insight on why he made the decision to join the EXP. What he shared with me, I know he's going to be insightful whether you're a team lead on a smaller team or your team lead on a large team like Tom's including expansion teams. Please stay tuned for my interview with Tom Daves. KEVIN: Welcome to the show Tom. TOM: Hey Kevin. Thank you. KEVIN: Oh I'm looking forward to our conversation. Excited to share your story and talk a little bit about the big change you made over EXP. But before we do that why don't you give us a little of your background. Obviously a lot of our listeners probably know who you are but once you get a little bit of your real estate background talk a little about your business before we dive into the big change here. TOM: No I appreciate it. Absolutely. I've actually been in the business for 40 years. Kevin I started when I was 12 at a very young age and started right away and worked with traditional real estate sales and got into management and had a couple of different Remax brokerages and also worked with Oreo's with Flip's, Blackstone private equity team so pretty much seen every single economic cycle and it's been an amazing tour so far. I'm really excited that I'm now at EXP and I always say real estate you know is very very exciting and you can go from the hype of exploitation to the depths of defeat within the same 60 seconds. So it's fun it's exciting and it's all mindset right. KEVIN: Absolutely absolutely. So I think the question and certainly for me and everyone else when you announced you were leaving Keller Williams. You were the top agent worldwide for five years so this is the question I have someone who has that big business right. It's Mission critical it's important you're the top guy at Keller Williams worldwide for five years. This is an important decision. It's a strategic decision. What led up to walk us through a little bit of the process and why EXP. TOM: Okay great. So as I briefly mentioned I think my favorite saying is Wayne Gretzky you have to skate where the puck is going to be. And I've been blessed enough to position myself in most cases ahead of the curve and I head of that economic cycle whether it was traditional Oreo Flipp's you know hooked up with Blackstone private equity sold them like 600 homes in a year and a half. And the team and don't get it wrong. You know the team was amazing and Keller Williams was amazing. I was there for 18 years. I have nothing bad to say about them. But being a top agent is not always what it's cracked up to be. Candidly the margins weren't always that good. I had some great years and I noticed over the last few years that the margins were definitely shrinking and the market is starting to crown the market is starting to change as well. And there's no doubt that the market is shifting and it's technology based cloud based you know with all of the different companies that are coming online. Zillow, Redfin, Purple bricks, Amazon and they are all engaging in real estate. There's no doubt that technology is the future of our industry. And plus the consumers that consumers want and instantaneous communication at their fingertips. So that was you know one of the main reasons was the economic model and the cloud base. I literally when I made the move and changed over to the EXP realty I cut my expenses in half which was pretty amazing. And my very first month I had a 42 percent profit margin.My first month here which was pretty awesome. Pretty excited about that. Not to mention you know the stock EXP were publicly traded company as well as the revenue share and really having an exit strategy as a leader. I always feel that we need to seek out opportunities for our talent for our organization. And one of the problems that I've always had is to keep that ceiling of opportunity far greater than what anyone could achieve if you don't you're not going to be able to keep any talent. And it was becoming a little bit of a struggle for me whereas with EXP with the three types of income the commission income the stock for building are well as well as the revenue share it really truly provides an exit strategy for myself, anyone on the team and anyone that seeks to find it with literally no capital risk which is pretty cool. And the final is to have the opportunity to partner and align myself with you know Don Yokum, Randy Bird, Brent Gove, go and Gene Frederick. I mean it's just amazing that to align yourself you are the sum total of the four or five people that you hang out with. So that's pretty cool. And there is a saying that I really like is not always the assignment it's the alignment and that's quite frankly why I made that change. It wasn't easy. It was tough. But that's why I made change and that's why some of the biggest minds in the business are going after this thing. KEVIN: The question I have for you. I'm glad you brought up the margins. And one of the things I want to talk about is and I don't know if you're involved in the early MREA early 2000s when they had everybody in Austin for those mastermind's. I used to be with Andy Allen and Aaron Lancaster and they had that one of those mammoth early teams that was doing 600 transactions a year more. And what we found was exactly what is talked about which is there's a lot of sexiness to high volume and high transaction volume but the margins can be rail thin. You're subject to market conditions changes keeping talent attracting and recruiting and all that becomes a big machine. And I found most interesting your comment about instant profitability and margin increase because really if you look at it from the standpoint of the originals called the core value proposition in the MREA book about what you should be making your numbers went from where they were which undoubtedly was a lot less to you called it 40 - 42% which is sort of the lauded number that the best of the best in that model should hope for. Now one of the realities is you know I'm from Austin you know I joined Keller Williams very you know probably pretty close to when you were involved with them as well. And you know Gene was my mentor and trained me and then I was a team leader so I was around a lot of this and that was my first observation. I'm glad you brought it up because I think the marketplace is trying to figure this out right. You know there's a couple of challenges with big teams. You touched on one which is you know like you said it's not always awesome to be the biggest guy on the block with the most volume of people and expenses because the margins can get thin. But for listeners. Here's an example of an enormous operation that suddenly had 40 percent whereas before and you don't have to tell us necessarily what it was. But I would imagine you were probably down in some pretty low numbers where you had to watch things carefully and things could go south I'm assuming. TOM: Oh absolutely. And like I mentioned the margins were definitely shrinking. Yeah I was top agent with KW And you walk across stage and get your plaque but it's all about the bottom line of the profit and it did take me a few years to learn that realized that I think the first half of my career was all about success and walking across the stage and kind of all about me. But the second half is about significance. About pouring into others adding value and the bottom line right. They get significant. KEVIN: Tom the question I have is in the traditional teams that the retention of talent sometimes is hard righ

In today's we have Nicki Gregory from Amarillo Texas. Nicki was previously with the franchise system first starting as Mom and Pop and further working with keller Williams. As a team leader she runs a real estate team. Nicki talks to us about her decision to move to EXP, why she did, she touches on equity and revenue share and explains how much of a game changer her transition has been to her life and business.  Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.     In this episode EXP as an Exit Strategy The EXP value proposition Equity and revenue share opportunities Marketplace disruption Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Nicki to inquire or ask questions. Contact Nicki: Phone 806 316 4498 email. Nicki.Gregory@exprealty.com  Links: www.EXPCloud.com Takeway Everyday we say that we're just blown away. We say mind blown every day.  It's been a big blessing for my team and for my family. Now we're happy. Nicki Gregory Transcription Kevin: Welcome back to another episode of In The Cloud. The EXP Realty Explained Podcast. I am host Kevin Cottrell and joining me today is Nicki Gregory from Amarillo Texas. Nicki was previously with the franchise system and as a team leader she runs a real estate team made the decision to leave the franchise system and join EXP realty. It's going to talk about her decision to do that. What drove it how revenue share and equity in the EXP realty model is making a game changer difference in her business and her family's life and the ability for them to fund some charities they're interested in. I think you'll enjoy the conversation as Nicki shares why she made the decision to join you EXP realty. Stay tuned for my interview with Nicki Gregory. Welcome to the show Nicki. Nicki: Hello. Kevin: I'm looking forward to chat with you today. For listeners that may not know your name and where you work why don't you give us a little bit of background in terms of her real estate history. Nicki: Ok my name's Nicki Gregory and I'm in Amarillo Texas. I went to real estate school in 06 and I did not get my license until 2011. My husband and I flipped houses for landlords and I didn't want to get it until 2011 so I started selling houses for other people at that point. Started as a Mom and Pop here in town. And then I moved over to KW in 2012 and I've just been selling ever since. Kevin: We've actually had a couple of people on the podcast that started out in the investor side flipping property and working on that side of the business and that went into residential production. So let me just ask you some questions about your business because I know a lot of people listening to this will be real estate agents. Do you have a team. Are you an individual agent and kind of volume do you have. Nicki: I do. I have a team here. The Red Door group and we do about around 10 or 11 million. Kevin: Excellent. So you mentioned that you were with Keller Williams most recently before joining EXP. What led you to the decision to take a look at the EXP tell me about how that happened. Nicki: I kind of you know you start thinking should I look elsewhere or should I be looking at other options actually really exit strategy was probably the biggest thing that was coming into play with conversations with my husband and I and so we have a friend who does some mission work in Thailand and we have been fortunate to be able to bless them and help them a little bit. There she has homes for orphans. Well rescued kids from their rescued from human trafficking. And so we had been able to help her some but we really have been discussing more and more how could we do more. And also our exit strategy on same conversations and we were looking and thinking or towards us maybe opening our own brokerage me getting my broker's license. So I started researching that and looking into whether that would be a good fit for us and not just always seems like where everybody thinks they're going to end up. And so I started looking into that and in the process of looking into it I saw a video with Jay Kinder announcing that he had to EXP and Gene Frederik's video about him owning the blockbusters and several of those videos were coming across my news feed and I'd stay up late watching those and realized I don't think at my age that this is you know if this is what's happening to people who already own brokerage's that's not the right direction for me. And so I don't want to be in a year or two you know having to make the same decisions right after I just started up a startup you know brokerage so that is how it happened. So I just signed up under Jay Kinder where we are. Kevin: Excellent excellent. Well you know you echo what a lot of people say especially if they're in a franchise system you know if you're looking at exit strategy or what the next steps are usually it's sort of unidimensional and I'm sure you went through some of this challenge which is if you're coaching with somebody they want you to do more production and eventually figure out how to get out of that and have a team that you just lead and I think that that's sort of a challenge for many people. Right. You know I certainly had a team in St. Louis previously and we did like 250 transactions a year and I had lots of volume but it wasn't something that was going to be easily converted to me running it passively or just leading only. And you know what. So when you talk about exit strategy I wanted to tie that down for a lot of the listeners because there'll be plenty of them that are out there thinking "well I don't want to be doing listings" if that's what they do which a lot of our listeners will. "And I want to just be listening and selling houses 15 years from now" so exit strategy in my parlance and I'm assuming it's the same for you is trying to figure out how to not be so dependent on others if I stop working my income goes away or it dramatically reduces because team members are not as proficient as me and or if I want to start setting more money aside and net more I going to really ramp up my production and I would assume that's part of your challenge as well when you were looking at that initially. Nicki: That was the challenge that was presenting itself and that I was seeing people who were actually moving over to EXP because they tried to sell their brokerage's and or surprised at what they were the offers they were getting were not you know sufficient for retirement and so that became a concern for me. Kevin: So you're heading on another topic we're actually seeing and I've interviewed several of them lots of independent brokers who are decided to become powered by the EXP and so what Nikki's referring to is lots of the independent brokerage community is looking at exit strategy as well in other words. There has never been a time in which independent brokers unless they're enormous have gotten great offers. Right? You have to be of huge size to get anybody that excited and interested in you and other than that your margins and your income are to the point where you're going to get basically just somebody who says I'll do and earn now or I'll give you some nominal amount of money and you can stay around for five years and help us run it. And most people don't want to do it right? Nicki: Right. No thank you. Kevin: Yeah exactly so because of the branding and and you know Mitch Riback is an episode that somebody can go listen to out of Florida. Mitch had a huge multimillion dollar offer on his brokerage and he still elected to become powered by EXP. So what Nicki is talking about is something that's sort of an industry dynamic right now. You know if you own a franchise and you listen to this you've got a little bit of a different challenge right. You're going to have to make your own best decision on what to do. But everybody that was excited that I've ever met that actually opened a franchise location unless it's coming up for renewal and they're in the window in the last six months where they can get out. They're not very happy right because they're are sort of stuck with it unless they can find somebody to buy it. So we don't have a lot of great advice for you of your franchise so that although we would tell you that there are plenty of them who have decided to sell and cash out who have come over and join EXP. So there is a path for you to get out of it you'll have to do your own due diligence and figure out how to make that happen. But you're in a little bit of a different spot than an independent broker. So you know just work your way through that process will probably at some point in the near future have somebody that was a previous franchise owner and they'll talk a little about how they were able to unwind there by selling their operations. So Nicki I want to talk to you about the EXP value proposition because you know you you came through the process and you looked at wanting to be able to work with that organization and you know make donations and help them with that awesome thing they're doing to get people out of human trafficking. And then in addition to that you wanted to look at retirement. So how long was it before you kind of analyzed the equity opportunities and the revenue share that had kind of hit you up the side of the head and you went hmmm. This is completely different than when you know what I'm in now.. Nicki: A day or t

Today we have Dallas based agent and real estate investor Ian Flannigan. From an investment real estate agent to Ian has been in the real estate industry for over 15 years and has come a long way gaining a diverse background around investment property sales and distressed properties and has become an expert at it travelling around the country speaking on creative financing and topics.  Ian talks to us about what attracted him to EXP and his transition coming out of a franchise system and joining EXP. He touches on the things that led him to decide to move all of his businesses including his investment business his brokerage business etc. over to EXP Realty  He brings a business owners perspective not just a listing and selling agents perspective.  Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.     In this episode. The Investor & Business Owner's Perspective  Creating Cashflow and building assets Benefits the Cloud provides Equity and revenue share Being the exponential earner Getting awarded EXP shares and becoming an EXP icon The compound effect on my revenue share & referrals  Predicting your income   Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Ian to inquire or ask questions. Contact Ian: Text at  214 213 1737  Links: www.EXPCloud.com   Take away "you borrow capital you'll leverage it against a property and then you receive that cash flow. The reality is not too many people ever get to that point" Ian Flannigan   Podcast Transcription Kevin: Welcome back to another episode of In The Cloud the EXP realty explain podcast I am host Kevin Cottrell. Joining me today is Dallas based agent and real estate investor Ian Flannigan Ian is going to tell us about his transition coming out of a franchise system and then working for a transaction based brokerage to decide to move all of his businesses including his investment business his brokerage business etc. over to EXP Realty and why he did that. He brings a business owners perspective not just a listing and selling agents perspective. Ian and I are going to talk about things ranging from equity revenue share and the other things that attracted him to EXP realty. Please stay tuned for my interview with Ian Flannigan. Welcome to the show Ian. Ian: Hey how's it going. Kevin: It's going awesome. I'm looking forward to our conversation now for any of the listeners the podcast that may not be familiar with you once you take a minute and give your background and history as far as real estate. Ian: I've been in real estate for almost about 15 years and I was a young hairdresser in my past life. We all have that story right? So you know I read that book Rich Dad Poor Dad and made me realize that I was you know spinning my wheels as a self-employed business owner. I didn't own a business I owned a job and just like you know we have friends that are attorneys you know real estate agents. Well you know all that stuff that they had these commission businesses and stuff like that so I knew that I had to make a change so I started studying real estate and I started flying around the country go into seminars was like a lot of people I didn't come into the business through the licensing side I came through the investing side which I really cherish that information because I have a very intimate knowledge of how the legal process works with pre foreclosures. We know probate houses people losing their houses the tax liens. I mean I've bought fire damaged houses all kinds of very interesting distressed property situations. I've become an expert at it and I've traveled around the country speaking on creative financing and topics like that because I ran a big seller financed real estate model for quite a long time and like I said I wasn't licensed I leveraged to brokerage's one in Oklahoma City one here in Dallas and we used all of our marketing and we ran all of our leads through them. I learned the business on both sides so when I was drafting my own contracts two years before I ever got a license so you know the market changed and I felt like I left a lot of money on the table so I started. I realized that like look I'm going to get go ahead and get my license because I'm processing so many deals through my investment company. So I might as well do it so you know I got my licence I hung out with Keller. Keller was a great company at the time, for me it wasn't a good fit. When I moved my licence over to a 100 % shop and it was a much better fit for my needs at the time but I had a big exit out of my investment company and everything that I had built over the last nine years kind of came to an end and I knew that I needed to buy and sell houses I knew I needed to list and sell houses but I also knew that I had to build more cashflow and I needed to build more assets because I just made an exit out of a company and it was a very interesting time in my life because I went through a legal divorce. You know I went in business with these wealthy individuals that were coming out of it luckily everything the dust settles all right. I came out OK but you know I knew that I had to build something again and when I saw the model with the EXP I was like oh my gosh this is interesting because there have been nothing like it that I've ever seen. So that's how I got to be. Kevin: Great! So you have a diverse background especially around investment property sales and distressed properties. When you looked at EXP you mentioned like myself I was a team leader at Keller Williams for a long time great company but the EXP is.. You know especially and I want to chat about this for a minute. It's a different model. When you talked about Rich Dad Poor Dad in thinking like a business owner that I think the industry has seen so there's a lot of noise and information out there that is confusing for real estate agents. In other words I want you to take a few minutes and talk a little bit about how you process this as a investor slash business owner because for real estate agents listen to this a lot of them have a commissioned sales job and they need some help understanding how to think like a business owner. Ian: You know that that couldn't have been the more perfect way to explain that because you know being an investor we have to think about OK how are we going to get money out in the market. This is how our thought processes we have X amount of capital we can leverage capital and we're going to put that money out into the market either short term or long term and then we're going to get a return on it's going to be a four month timeline a six month timeline. So that's what we're doing when we're buying and selling houses right we're thinking of it as a business it's not on the other side of the track where when you're listing agent it's a different experience because you don't own the house you're not responsible for the repairs utilities all that other stuff it's just a different ball game but it's a great way for someone to be able to get into the market and that's what almost drives me crazy about getting a real estate licence. Was I did that in a couple of weeks it took me almost a year to get a licence to cut hair in the state of Texas as it was mindblowing how different it was but my point is you know getting into real estate is the barrier to entry isn't that you know it's not very difficult. So there's a lot of people coming in and they don't really think of it like a business. They don't know that they have to put themselves out into the marketplace and sell themselves as a business owner so they get stuck in just that hamster wheel of the commission side of the business still thinking of it from an investment standpoint is like like oh my gosh this company... Forget the name forget all of it just look at your balance sheet and what are you doing on your balance sheet. Right you've got income expense asset liability what are you doing to create income in your business that you only have a commission type of business you only have one source. So this is the way that I see it because I built a seller financed model by leveraging capital we would raise millions of dollars actually. We didn't raise millions of dollars until after we placed it because one of our limited partners was our lender. So we had in-house lines of credit and I was buying you know five to 10 houses a month that I was selling them on owner financing and carrying back a note and we were archiving basically building a big huge spreadsheet of notes right. So once my mind opened to that like I knew that there were so many different ways to make money in real estate but once you find one model that you can't replicate and duplicate... And that's what exactly what I was doing with seller financing I was buying a house. I was renovating that house and that I was selling it and carrying back a note. And the more notes that I could create the more money I could borrow because we had we were building. A balance sheet of. Assets. Yes we had debt on it but. Our cash flow was compounding. Our interest was compounding. So having that experience with selling houses in volume like that and then carrying back notes like a bank that's what expanded my mind into understanding how to create massive amounts of cash flow and that's traditionally how you do it you borrow capital you'll leverage it against a property and then you receive tha

Joining us in today’s episode is Hank Avink. Hank runs the National Coaching League and was one of the top coaches at Keller Williams. Hank has come a long way in the real estate industry in 2008 with success as a buyer”s agent and ran a mega team before jumping back in to sales, coaching and eventually EXP Hank is known for helping agents with productivity and growing their businesses and gives us his perspective on the EXP value proposition, explains why he believes EXP is a win, touches on how EXP has changed his life and his family as well as the lives of other agents. Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   In this episode New opportunities in EXP compared to other companies EXP’s solid foundation, growth and expansion within the past years Importance on understanding the EXP model Revenue opportunities and differences with franchise companies How and why other companies are trying to keep talent away from EXP What is the real risk when if comes to EXP Help and culture in and about EXP Due diligence assistance. Misinformation on EXP out there. Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Hank to inquire or ask questions. Contact Hank Avink on facebook www.facebook.com/soldbyhank   Noteworthy "Whatever risk it is you are thinking about.. I think the bigger risk is not jumping on board". Hank Avink  

Joining us today is mega agent Tierny Jordan from Dallas Fort Worth. Tierny has a had a very successful past in the real estate industry being the No 2 team in the Keller Williams market place.  Tierny talks to us about her team, her important decision on moving to EXP despite being a very successful agent with Keller Williams and what has happened since she joined EXP.    Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.     In this episode   Tierny's determining factors to joinging EXP Why Terny believes EXP is a game changer EXP's culture and mindset between members and collaborations opportunities EXP's culture standpoint - team work Tierny's du diligence ideas and tips EXP is not only for mega mega agents Personal business and team growth within EXP Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Tierny to inquire or ask questions. Contact Tierny Jordan by phone/text: 469 446 8971   Noteworthty "you can have ownership in a company that is going to be the number one real estate company in the world" Tierny J "So I would just encourage everybody to really sit down and understand the opportunity don't go off of what necessarily other people are saying because there's huge value here and I'm excited to help anybody and answer any questions that you guys might have". Tierny J     PODCAST TRANSCRIPTION KEVIN: Welcome to the show Tierny. TIERNY: Thanks so much. Just to be here. KEVIN: Good. I'm looking forward to catching up with you. Why don't you before we start a little bit on your decision to move to EXP tell listeners some of your real estate background because you've got a fairly large business you run up in the Dallas Worth area. TIERNY: Yes. So I've actually been licensed since 2006 and I did a little bit of flipping. Before that I was an investor. Up until then and got my license in 2006 got my broker's license in 2008 I had my own brokerage before I went to KW about four years ago. And then I went to KW for like I said four years and then excited about the opportunity to recently switch over to EXP. KEVIN: Awesome. And so I know you said you did some flipping and had your own brokerage Keller Williams you had a fairly large.... I see you're very visible in Dallas Fort Worth. What's the size of your team. TIERNY: So I have 15 agents right now. So we've grown significantly. Last year we had about four. And just with the opportunities that we've had and really changing over to EXP we've grown significantly over the last month or so. KEVIN: Oh fantastic. And even with the four agents let's talk just a little bit about your business because I know the audience will be listening to this you know could be in almost any franchise or brokerage but a lot of them will be in exactly your position. They have teams. So what kind of business do you do from a volume or unit standpoint. TIERNY: So we did a little bit over 200 transactions last year with four people and a little bit over 40 million in vilume KEVIN: OK big business if you will. And I know for most people I had a fairly large team and did about that volume in St. Louis and I know that when I was a lead on a team the thought of changing brokers and moving around and you know with all that number of transactions and listings is a big undertaking. What made you decide to even take a look at other options. TIERNY: I think the biggest thing was the ability to be in partnership with people like Brent Gove. Adam Bailey, Jeff Willams people that run really big businesses and being connected with them through the revenue share piece allows us to collaborate and help each other's businesses. That was the biggest determining factor for me. KEVIN: So if you talk about collaboration for someone listening if they've gone through some of the other episodes one of the things that Tierny is talking about that has been echoed on other interviews is this really truly agent focused business model and I want to have you give us your perspective on it I mean in other words everyone whether they are in the same revenue share group or not is all focused in the same direction. I know that I've done this and I'm sure you have as well where somebody either from our former brokerage or elsewhere has questions about the EXP and they'll reach out everybody are shareholders and the EXP is all pointed the same direction and we're really agent owners and it's something that I want to get your perspective on this. It's not really visible from the outside and I think people appreciate it until you get inside and the collaboration is pretty incredible isn't it. TIERNY: Absolutely. It's amazing it's something that can't even compare and I've had my own brokerage I've been you know with like a KW Where you have people in the office and the support and the collaboration that I'm seeing in a virtual world. It's awesome. KEVIN: For anybody listening to this. You know I come from the same brokerage background that Tierny did. I was a team winner and I also had a team at Keller Willimas and it's an awesome company. I mean they do a great job with mastermind's and mega camp and all these other events. The difference that I saw after being around EXP is it happens every day. In other words there's a very active proactive collaboration. There's a lot of sharing of information. So instead of it being a couple times per year when you run into people in person at an event the cloud based system allows that collaboration to happen regularly. I know that for example you know you still have the person things I know Brent Gove was in Dallas last week at the end of the week for a mastermind session locally there. I don't know whether you were at that or not but there's a lot of face to face as well. So you know for anybody listening it's not just cloud based I mean we certainly have a couple events per year but in addition to that there are groups like Tierny referenced and Brent Gove is driving a lot of those Gene Frederic is as well where we're getting the best of both worlds and that cycle of time between the masterminding is much more frequent than it is if you have to wait for one or three mastermind sessions per year or somebody listening I got to believe that this was a big factor for you too. In other words you get to work with these high producers and others and this doesn't just apply to somebody that is your basis that you're doing 200 transactions per year. We have a lot of cappers and megas in the making that are also plugging into the system as well and I'm sure you're seeing that in Dallas. TIERNY: Yeah absolutely. We have one of the first agents that signed up on to be part of the you know mind down line with somebody who was on my team previously. KW And he left to build his own team and it kind of cut off because he wasn't connected to me anymore. But at EXP you can still build your own thing and share your resources and build together. So there is definitely local support there. Face to Face. I'm excited. KEVIN: I'm glad you brought that up because for rainmakers if you will or Mega's that have teams I certainly had a big team with my regions and listing specialists that is in a franchise system because of the structure and how the teams are normally oriented something that's a challenge right. You get talent on your team and then they want to go off and build especially if they're very talented. And there is no play for them where there's a win win between the rainmaker and that's causes necessarily strife right. You describe somebody leaving but in the EXP world you saw Brent do this. I'm sure you're doing this with your team. Between the revenue share opportunities and the stock and equity. It's really a retention tool that also allows people to grow and it's not that same sort of win lose if somebody decides that they're at the point where they want to branch off and do their own thing because for somebody and your revenue sharing group that also has grown up and wants to do their own team. It's not a loss for you. Right. You're still going to benefit by helping them produce so for somebody in a franchise system. This is absolutely revolutionary for the industry. I mean this does not exist as I'm aware in any other franchise system. There is no effective way to create revenue sharing or no effective way that they're going to get rewarded in a fashion that when they start their own team if you will if that's what they're doing that somebody like Tierny can go I'm going to help you grow. I'm going to help you succeed because not only that like you described this well in the previous brokerage they left because they felt uncomfortable potentially. I don't know about this case. How much do you see that affecting the industry. Because I think that's going to be a disrupter and a game changer. TIERNY: It is definitely a game changer. As a leader you want to help other people grow. But because like you said the challenges with the current models the way they're set up it will sets you up where you can't do that. So you have to face the inevitable as you're helping people grow you know they're going to want to do their own thing. And the model that you speed just it gives you a freedom to say hey I'm here to support you I want you to get bigger I want your you know your business to grow and I'm going to help you do that. And it's really just because the model supports that. So I do t

Daniel Beer Interview Joining us today is Daniel Beer. Daniel is the CEO of Daniel Beer Home Selling Team in San Diego California and has been in real estate since 2005. In 2017 his highly leveraged team was the top producing team in Southern California. Daniel shares his story about his business with us, talks about his decision to move his already successful business to EXP Realty and explains why he believes EXP is the most important opportunity that has ever existed in the Real Estate industry.  Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.     In this episode Why EXP is the most important opportunity in Real Estate  How easy it is to move to EXP Many mega agents are making the move to EXP Creating revenue and passive income through EXP EXP is currently the fastest growing company in Real Estate The benefits of moving to EXP in these early stages EXP is like buying in to a business without paying for it Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Sean to inquire or ask questions. Contact Daniel via his website www.fastforwardwebinar.com   Noterworthy "It's killing the traditional model and this is the highest value proposition available today to people selling houses." "Me being at EXP has nothing to do with wanting to move away from Keller Williams vs it actually just has to do with me wanting to move towards something that I see as being a phenomenal opportunity"  Daniel Beer   PODCAST TRANSCRIPTION KEVIN: Welcome to the show Daniel. DANIEL: Thanks Man. It's good to be here. KEVIN: Looking forward to the conversation.. The market and the industry are a buzz when you made the move recently but before we jump into all that why don't you give a little bit for those that maybe are listening to this that don't know you personally and know what you do as far as your real estate practice a little bit of your background. DANIEL: Sure. So having been real estate full time since 2005 and this past year 2017, my team was the number one producing team for all of Keller Williams and the Southern California region IGCI. And number two buy units. So we closed 222 houses for 164 million dollars in sales volume. We have what I call a highly leveraged fully built out team everything from operations, listing management, transaction management through company listing, showing agents inside sales and of course our sales agents or sales executives. It's been an incredible journey. And I went through the same Genesis that I think a lot of agents go through. I like most other stumbled into the industry. In 2005 I was 23 years old and my dad was about to sell a house and of course I got licensed because it's unfortunately are too easy to get licensed. And I started selling homes basically just doing friends and family business and that was cool. Up until the market crash.. The market crash happens we all know how devastating that was. All the friends and family business goes away. And I'm left to either make a decision to leave the industry or learn how to build a true business that can predictably systematically create leads in income for my family. So fast forward there were a lot of learning that you know that I went through is some winds some fails and here we are today having a ton of fun and now at EXP man I can't even begin to tell you how energising this has all been. I haven't had as much fun in a long time. KEVIN: And that's great. I like Gene Frederick we're team leaders and in leadership at Keller Williams I was with Aaron Lancaster and Andy Allen in the early 2000s and they had a team and we ran and we were doing about 600 transactions a year and that was the genesis for the whole MREA and so we thought we were having a lot of fun back then but it's nothing like this. So tell me about the process. Obviously well before you decided to move you started to hear about the EXP and you start seeing agents moving. What was the genesis for you making the decision to take a major big business like yours and make a change. DANIEL: Yeah it was an interesting journey. And so for me my personal story goes back to being in Gary Keller's mastermind of killer Williams so I have to say by the way it was a wonderful company. I was very very happy there and me being he has nothing to do with wanting to move away from kW vs it actually just has to do with me wanting to move towards something that I see as being a phenomenal opportunity. So anyway I was at Keller Williams. I was part of Gary Keller's mastermind. And you go back over a year ago. All of a sudden in our group we had a Facebook group. We suddenly started having people asking you know and making comments asking questions about EXP. And you know questions like "EXP just did this in my market" or "what are you guys doing about EXP saying this" or taking this person or "oh my god you hear we lost that one". And I found that to be really interesting because first of all I don't know who the EXP was. I had never heard of it. And of course at the time it was like a 2000 person company. And so I started to asking myself this is where do you think it's curious that the most elite group in the biggest company in the world or at least in North America is talking about some 2000 person company. But I have never heard of. So that's over a year ago and you know going back to say mid 2016. And the interesting thing about that too is that.. that group never talked about Berkshire Hathaway and they never talked about Remax they never talked about Coldwell Banker. They never talked about anybody. Yet they were talking about some little 2000 person company. So that's kind of interesting right. That was my first introduction to it all. I have another group that's a very very high powered mastermind. Everyone's number one or two in their market. There's about 35 or so people in it and that group all of a sudden three of them went to EXP. I'm talking about big heavy hitters. And so I learned the model and Kevin I think this might resonate with you. You know there's an evolution in this whole thing just when you hear about it, there is when you learn the model. So you go back over about a year ago. I understood the model okay call their stock. There's revenue share. There's the fact that you keep selling houses right? We're not being asked to become essential oil sales or anything we're just simply selling houses as stock revenue share. Cool. I got it. That was a year ago. But then there's when you finally kind of see the entire picture come together Kevin and you see the real power of the opportunity to step into the fastest growing brokerage in the country in the very beginning of the first inning. And when you see real productive agents start moving into the business. For me that was Curtis Johnson. Johnson was another guy that I was friends with he's a guy I followed actually been stocking years back before we knew each other. I was trying to learn from him. Now all of a sudden he goes yes. There's just that moment when you say wait a second what is going on. Too many incredible smart strategic business people that I respect are making the same move to the same group that Gary Keller's private mastermind's talking about. That's interesting. And so... you know I'll take a pause here Kevin in case anything to throw in there but when you start seeing that and then start seeing how truly financially incentivize the people at EXP are to help each other and essentially make it true the thing that we all tend to say in all brokerages that we are all for each other we want to share. We want to do this. Not in my market right or not too much. Not my true secret stuff. Well I started finally seeing a model that really incentivize people to open up completely and help one another because everybody financially benefits and the power of that and being able to go from one bucket of income to three right? just simply selling houses getting checks. It's also owning your brokerage and having passive revenue became so compelling that I made the move and I have been having a ton of fun since. KEVIN: Couple of interesting tidbits that you'll know who I'm talking about I'm not going to mention by name because I've got a good friend and he's in St. Louis and he's got a mega mega team like yours Daniel. I mean he was my mastermind in St. Louis when he was just getting started and I had my team and we were the number three team in the market. So I was talking to him about EXP and he said I get it. I know the model. Don't worry about it. Let me tell you this I've been accumulating stock and EXPI for over thirty four months. I've got thirty or forty thousand shares. I can't tell you the number of people. And he's with an NRT company. So guys like that are buying stock and the EXPI. There's a mortgage lender in central Texas. I think he's got close to 50000 shares. The industry is betting that this is the new model. And so some of the stuff that you know I just wanna throw in here because this predates your entry into KW and I agree with you it's a great company for people like Gene Frederick and I and others. We were there in 1999 when Keller Williams was a small little company and I'm going to tie down why you said it's kind of interesting to you to give you some perspective. Gary Keller and the team and the regional directors are all getting ready to launch a ton of market centers. They've got somew

Sean Purcell - Interview In this episode joining us is Sean Purcell. Sean started in the real estate market back in 1987 when he was in college and has been in most aspects of the industry including home building, loans, residential real estate and moving on to becoming a coach and a productivity coach with Keller Williams. Sean talks to us about his decision to leave the franchise system and becoming an owner of a fast growing company. He gives us his prospective on EXP from an agent stand point and an independent broker that made the decision to move to the agent centric model of EXP.  Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.     In this episode: How to become an owner of a company that is getting bigger EXP is agent owned and agent centric.  EXP brings phenomenal technology to the forefront for the agents to use. Income, wealth building opportunities and equity differences between the EXP and the franchise system. Advice and steps on due diligence. The power of EXP is most times not apparent from the outside. How to really get informed about EXP Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Sean to inquire or ask questions. Contact Sean via email at Sean@thriveestate.com Contact Sean via phone at 619 993 9888. Noteworthy "Before EXP when you stopped showing homes you stopped making money. This is an actual retirement equity building company you could be a part of." Sean Purcel    PODCAST TRANSCRIPTION KEVIN: Welcome to the show Sean. SEAN: Thanks Kevin it's great to be here. KEVIN: While I'm looking forward to our conversation I've certainly have always watched you and your career in San Diego area and was excited to see you make the decision to come over DXP realty but before somebody who's listening maybe doesn't know your background hasn't heard of you before. Why don't you take a few minutes and give your real estate history. In other words your background in some of the work you've done right. SEAN: Ok. For the people who have a hard time sleeping at night. I started in real estate out of college back in 1987 and I've been in pretty much every aspect other than Title. I've done the loans I've done home building, primarily I've done real estate residential. I'd say about five or six years ago I started coaching agents more than I was doing real estate itself. And about three and a half years ago joined Keller Williams and became what's called a productivity coach there and really starting up with the job of coaching agents that became my career. Until we left Keller Williams my wife and I was a team leader and started our own brokerage. We want to do things a little differently and we thought we're the only ones who had this idea about it should be about collaboration and it's about helping one another and having ownership in what you do and in the community. And along comes the EXP was a fantastic surprise. KEVIN: Well it's excellent so you're a productivity coach. I was a team leader at Keller Williams Your wife was a team leader. You know one of the things the whole industry has always touted right? Everybody said it but I want to get your perspective on it now that you've been an independent broker which you and your wife launched in 2017 but when you look at an agent centric business this truly agent centric an agent owned this is different than what the franchises call an agent centric business isn't it. SEAN: Absolutely. The matter of fact I think what EXP is doing is the second major disruption in the industry. This is just my theory but the agent centered model that really Gary Keller brought to the forefront. That disrupted the broker centric model to a large degree and changed Real Estate and I see EXP coming along and saying it's not just agents centric it's owners the agents should own the company. That's a massive disruption. KEVIN: Well I would agree with you. You know for those of us... and I was with Keller Williams for a long time and had a career there Gene-Frederic was there for a long time. And so we spent a lot of time talking about the franchise model and you know kind of dissecting the moniker around agent centric business. Now you can say you're an agent centric national franchise or global franchise allow the agent to have their brand right the Kevin control team and that's what it says on my sign. But at the end of the day if a top down... you know the franchise or parent company and all of the things are driven from the top and none of the agents own anything in the business it's not really an agent centric business. You can call it what you want but when we were there we certainly espoused that. I'm sure your wife did as well and it was a moniker and a message that was well-received in the market. I agree with you it was highly disruptive right. We saw them open a tremendous amount of market centers and they're a great company. But I think that what's going to become clear and it's already clear is they're not really age centric right. People that just went to family reunion got to hear a three hour speech where Gary Keller told his vision of the world and what he's doing that wasn't based on Agent decisions. It's not an agent owned business and again it's a great company. There's nothing wrong with that but if you're under that flag and you buy into that just know you're not an agent centric business. Gary Keller and others are making decisions for you and you get to live under the decisions that they make right? He announced they are a technology company I think. Up till that point in family reunion the vast majority of the agents thought they were working for a real estate company. They also had a focus on consulting and coaching and training. Well they were told they're working for a technology company. The EXP realty is not confused. The founder of our company is not confused. We're a real estate company so I think the acceleration of the disruption is going to occur because many many many agents especially in that franchise system are going to realize that they don't want to run their real estate practice in a company that's confused about what they do and it is heading down the path of being a technology company and they want to do that the go work for Amazon right? That's a technology company. Or work for Google. With my real estate practice I know with yours, we didn't go seeking a technology company to hang our license with. We want a place that we can grow. Sean from your perspective you're a productivity coach. You look at sort of the next evolution you talked about it being the eruption right in the market. What was your thought as an independent broker right. Your wife was a team leader you were a productivity coach out there in the marketplace. You had a great launch of your independent brokerage. Walk me through what the decision was to say you know what maybe we need to make a change and become powered by the EXP as an independent broker. SEAN: Well we had obviously heard of the EXP. This is how it happened so often the number of large teams here in our area moved over to it and that really made us take a hard look at people I respect who are doing a lot of business success are joining EXP. We need to look at it and the more we got into it it's satisfied at the surface two things we really wanted to do which was give our agents the best chance to do business and our industry is being squeezed by technology. If you're not using the best tools you're going to get the hot new EXP brings phenomenal technology to the forefront for the agents to use. So that's what opens in a door. But after that once we really started exploring the revenue share is a model that creates a new stream of income for agents that doesn't exist in any of the other large brokerages. And then the really important part of this the part that it takes time sometimes to really get an agent to see it but it's the ownership.. You know you said that the agent centered model was really agent centric and you're putting a very very fine point on that. It's something that I hadn't thought about when when they came along and disrupted with it came a lot with the agency model, it was with the look backwards. It meant the brokers aren't going to make all the money now. Out of the real estate transaction but it didn't really put the agent in control of the business and certainly didn't give you a reason to cheer and work with the help of their agents. Were as here anybody in the EXP world does better by definition we do better. We looked at that and said this is going to change how it's being done. It's coming through as a force and either we're going to get involved and be a part of this or I think we're going to get it right. KEVIN: And those are points that as an outsider right you said something that's important for listeners to hear. And I'll repeat a couple of the points. One is you knew about the EXP but until you dug into it you maybe didn't know anything other than the observation that in the Kellems parlance cappers and Magas and big teams are moving and other people outside of even the franchise systems are moving and it wasn't until you dug in that you start to see about that. I've had every independent broker I had come on and I'll ask you the same question from a competitive landscape standpoint because we have a number of independent brokers that are like this podcast

Interview – Julie Nelson In today’s episode we have Julie Nelson, who has been in the real estate business in Austin, Texas for 18 plus years. Julie started out in a small brokerage then transferred to Keller Williams, where she also served as the Director of Crew Development. After resetting her business and life, Julie transitioned to eXp Realty. Today, Julie is a realtor, trainer, coach, industry author and career strategist who coaches agents for success. Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   In this episode Julie’s experience with eXp Realty Culture and mentality at eXp Realty Agents are shareholders Customer service set up Lead generation systems eXp Realty is currently bringing in more than 250 agents per week Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Julie to inquire or ask questions. Contact Julie via email at thenelsonproject@gmail.com Find Julie’s book Success Faster on Amazon Connect with Julie as a coach at www.thenelsonproject.org Noteworthy “At eXp, the majority, hands down the majority, of agents are their producers, their cappers and I like being in that environment.” – Julie   PODCAST TRANSCRIPTION  KEVIN: Welcome to the show Julie. JULIE: Thanks Kevin. KEVIN: I'm looking forward to the conversation you and I have like some great overlapping background we both came out of the Keller Williams system and we're both at EXP realty now. Now for somebody that doesn't know you like I do in your background why don't you take a couple of minutes and give your background in real estate and what you have done. JULIE: Sounds good. 18 plus years in the business. First two was with a small brokerage with a couple friends and I moved to Keller Willimas in I think 2001. I'm dating myself here a little bit. So 16 years with Keller Williams in the last five of those I was the director of crew development at the Austin Southpaws Market Center or at least at the time was the largest Keller Williams office in the world and I oversaw the training program in that market center and left that position and kind of hit a reset in my business and my life and had to restart my business again and that's a story in itself. And then last fall I joined the XP. KEVIN: Excellent excellent. So you know for listeners that aren't as familiar with some of the terms I know you and I both do I think we probably joined Keller Williams I think it was the same year. I think it was 2001 2002 that I was working with Andy Allen near Lancaster on the team here in Austin and then I was later a team leader productivity coaching and they'll be a link obviously to your book which we'll be referencing here in a minute. You spent a lot of time advising agents on success and I know one of the things you're pretty passionate about and you have a chapter in your book on this is helping agents at Keller Williams which is a great company but there's lots of agents at different companies that are joining you EXP. People seem to have a hard time figuring out this brokerage thing don't they. JULIE: You know it's an interesting topic I think the truth is we actually all think about it and talk about it a lot. But nobody wants to have that conversation with their broker in terms of whether it's the right fit for them. I always like to say when I'm talking to an agent is the best place for an agent to run their business is simply the best place for that agent to run their business. And if somebody is re-evaluating their brokerage choice it's a possibility that the best place for them is exactly where they're at. I think agents need to hear that because folks relax a little bit around the topic to say oh OK you know what that's a good point. So then you could have just an objective look at where you're at in your business what you need what you're currently getting, what other brokerage options may offer. And then what's the right fit for you because the last thing any... Well hopefully the last thing any broker wants for an agent is for them to make a switch and then realize it's not really the best place for them to run their business. So let's help people make really sound and objective decisions around where they're choosing to hang their license and the individual's needs. That can change over the years. So for a very long time. Keller Williams was absolutely the right place for me to be running my business and creating the opportunities that I needed. But things change people change. And I started to re-evaluate. So I've been in the business for a long time. I swear I re-evaluated every year. If I was in the right place. KEVIN: And I did the same thing I've been with ReMax I've been with Marcus Millichap on the commercial side. I originally got licensed in 1986 joined Keller Williams in 2001. So I've done a lot of stuff and one of the things that I've heard Jean-Frederic talk about and I'm seeing come up more and more. I'm glad you brought up sort of the re-evaluation and things change over time because I'm hearing more and more now because we're having actual examples of it. - And I know this is going to resonate with you Julie - of agents. That doesn't matter it's not a Keller Williams story. Keller Williams is a great company it's just that in their career wherever they are they're realizing I'm not saving enough money. I have a great practice right? I'm listing and selling and working with clients. But they start looking at going I don't want to do this forever and then in a lot of the historical models KW is one of them, I did the production based or I'm going to make more money in production. I had the number three team from scratch in St. Louis but then I started looking going great. The team did 240 transactions we were number three in the market. Now what do I want to be doing 800 transactions do I want to go into mobile markets? I look at my PNL my cash flow my savings. I wasn't saving money and building wealth. And so the comment that's being made is and Daniel Beer said this on his episode if anybody wants to listen to it it's like the other buckets are empty. Right. People have production Daniel beer and his case in San Diego is that like 165 million in production. But he started looking at what kind of residual income do I have. What kind of wealth in forming equity do I have. And we're starting to see this and this is where I think you could talk about this Julie in terms of your decision process. I know it was a big deal for me. I didn't have a whole big stock portfolio and equity I can't make a comment like Sherri Elliott where she's in less than two years sitting with 700000 in equity in the EXP I stock or another agent in Austin that I just met and she was in a lunch and learned and she popped up when the Sherry Elliot comment was made. She goes I don't have a big team like Sherry and I'm at 155000 in equity and she's like I didn't have equity before. I was just an agent. I was worried that I was going to have to list and sell forever. And so when you think about because you spent a lot of time coaching agents either it's not part of the process right. We're talking about in the case of EXP a lot of these agents are building this wealth by taking 5% of their gross commission income and investing it like an insider at a 20% discount. The outside world doesn't even know that and most agents don't save any money do they. JULIE: It's a problem in our industry. An agent is as good as their next deal. So unless they've been an extremely disciplined saver flèche investor over the years the majority of agents do not have a good exit strategy. Retirement is a concept that's not well executed in our industry and that was very attractive for me with the EXP. I'm 56 years old and I don't care if you're 40 or 50 or 60 I think most of us have retirement on our mind. And I know I don't want to be selling real estate when I'm 70 years old. So it really took a look at that with the EXP is very attractive with a combination of the stock and the revenue share was very attractive to me because I've felt like I can do something with that. You know I was at Keller Williams for 16 years and five of those in a leadership position. And Profit was never a big deal for me. It never materialized. Now granted it wasn't a top priority for me but I just felt like the opportunity was limited and it was never going to truly be a solid piece of my retirement plan. KEVIN: It's not that there's anything wrong with profit share I'm vested and remove which for anybody listening means that I've spent more than three years at Kellems like Julie did or Gene-Frederick or anybody else. But the fact the matter is that as you listen to my interview with Gene we talk about this. This is what Daniel Beer just said in his interview that I did with him today where that bucket where you're paid like a regional owner off the top and then for listeners that haven't heard this before in a franchise system like KW they take the money off the top and they pay the regional owner out of that money. EXP does the same thing. And so even somebody like myself who had a fairly decent profit share and still get profit share from Keller Williams. Gene does as well. What we're realizing very quickly is this starts to look a lot more like you if you are focused on it get to act like a regional owner in a franchise system. Now the EXP is not a franchise system but th

Interview - Jay Kinder In today’s episode we have Jay Kinder, who has been in real estate for 20 years and started his own independent brokerage company prior to transitioning to eXp Realty. We hear about Jay’s previous experience, why he chose eXp Realty, how eXp differs from other companies and how you can learn more about opportunities with eXp. Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   In this episode Recruiting and retention challenges as an independent brokerage or large mega agent team Why Facebook comments are not the best way to reach people How many agents the number one franchise system in the world is netting vs. how many agents eXp Realty is netting Agent attraction Importance of speed to market Company culture Roadmap for vetting Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or one of the contacts below to inquire or ask questions. If you are seeking further information, eXp has Lunch and Learn opportunities, weekly live webinars and other resources such as pre-recorded videos that can be sent to you. YouTube videos are also available online. Contact Jay Kinder, email at Jay@Jaykinder.com Contact Gene Frederick, text 703-338-1515 Noteworthy “It just seems more real so we just thought all in all it is a better platform. It just made sense to us to be at eXp.” “I think people think, you know, it's all about how much you're putting into it. It's incredible how quickly it grows underneath you with people that you're not talking to every single day.” “Essentially, if you look at a cloud-based brokerage like eXp Realty your single cap gives you access nationwide because it's a single brokerage, not each office is independently owned and operated like in a franchise system.”   PODCAST TRANSCRIPTION KEVIN: Welcome to the show. Jay how are you. JAY: I'm doing great. Kevin how are you doing buddy. KEVIN: Fantastic looking for this conversation. I think a lot of people are when they listen to this. Before we get into sort of the meat of the topic on the eXp for agents that may not know your background why don't you give a quick bio and background before we jump into the details. JAY: Yes sure. I've been doing this 20 years now so I got into a real estate a pretty young age. My dad owned a, bought actually in 1997 a Coldwell banker franchise from being an independent. And then I got into a real estate late that year. And so about 20 years now that I've been selling real estate I was very fortunate to invest in myself go to every conference anybody who sold anything for real estate agents. They have my credit card. That's for sure. I was fortunate to be pretty successful early on. My first you know four five years were pretty good. I ended up I think number two in the world for Coldwell banker for several years. Selling I think at the peak of my career five hundred and something homes kind of went on to start a coaching and consulting company with my business partner Mike Reese who is also a real estate agent. I kind of got him into real estate and we just found that we really enjoyed helping real estate agents grow their business. That was something we were very passionate about. We started our own company together as well probably in 2014. I think officially we restarted up and brand new brokerage together. We both had our company separate but we put one together and started growing that in about 2015 16 17 and then obviously last year we joined the eXp. KEVIN: So for listeners I want to give some context to this Jay and I think first met we were trying to figure it out before we started recording somewhere around 2004. We were both in Austin, Texas. I was living in Austin at the time. Jay was down from Lawton, Oklahoma and Chad Goldwasser had put together, I can't remember what Keller Williams event it was but there was an event and there were about 15 or 20 of us at dinner and Jay happened to be sitting across from here next to me because I remember you made this comment and I think it's very very apropos for the conversation today which is you've been successful like you just talked about Coldwell banker. You made the comment. You said I'm happy to come learn. I get invited every time there's an event. It may have a mega camp or something like that by Gary Keller. You never changed and I want for listeners to say that again. I mean from 2004 when Jay and I first met he had already been courted by Keller Williams and Gary Keller personally for years and now it's 2017 all of a sudden after what you just described and the coaching and consulting business you and Michael launched a brokerage business. You made a hard turn and double down so to speak on the eXp realty. Let's talk about why. What was the genesis for that decision. JAY: The genesis for that decision was you know as an independent you know of course if you would asked me if I was interested in joining any brokerage I would have been adamantly opposed to it. I consider myself lucky that I was even open minded enough to consider it as an option because I wasn't certainly looking to join any other brokerage once we went independent and 2011 and then we started our own brokerage that was independent. There were just you know that was a direction that we were going and we had a brand that we were building and we wanted to expand that brand across the country and we weren't looking to join a brokerage that wasn't a problem that we were trying to solve what problem we were trying to solve. And I think what really made us have to really consider eXp was the recruiting and retention challenge that you have as an independent brokerage or as a large mega agent team however you want to look at us was something that we just consistently fought you know year in and year out. And when we look at the eXp model it really was just a better platform for us to kind of expand our real estate business across the country as we were intending to do. It just made a lot more sense to do it at the eXp. There was a better value proposition that we could align to what we were already offering in terms of value. And there was just a better business model that was already in place with publicly traded company, having shares and ownership in equity which we wanted to incorporate into our model that we really didn't have a good way to do that. And I think most agents don't really buy in for the long term of an independent because there's never really you know what's the true value of that independent. You know if you were to even implement some type of equity you know opportunity or whatever there's limited value to that because it's not real. And I think eXp became very obvious which the stock trades for you can go look that up and sell it you know. Obviously after you've invested you can go out and sell that stock. So it just seems more real so we just thought all in all better platform it just made sense to us to be at eXp. KEVIN: You know it's interesting. I ran across the same comment from an independent broker in the Portland area that converted his 30 plus agents in the eXp and I had originally approached him to look for potential acquisitions and or people that might be interested in eXp. Not initially even on his behalf. In other words he made the comment to me send me the information. Let me understand what you guys are all about and what was interesting I sent to him on a Friday. Even before Monday arrived I had some text and call saying hey I'm going to get another call with you. And I got on the call and his comment was the same thing you said which is I don't know how I remain viable as an independent when there is this alternative value proposition. I think that is the big wave that's coming. I know you're seeing it not only with mega mega agents and teams but the independent brokers people that have built solid businesses and we already have numerous examples. I've got a number of them that I've already recorded and will be recording of independents coming into the eXp and everybody says the same thing. And something like to this effect not only retention but the guy in Portland said when I started doing my due diligence I started calling people and when I got to some big franchise recruits that I thought I could get into my firm within the next 12 to 18 months. These are the people that you typically have to court for a while. Every one of them either was already in play for eXp or told them if I move anywhere I'm moving to eXp and that's happening every market across the country. It's an interesting prospect. So Jay if you look at this from the standpoint of equity and you know most agents and I want to kind of let you expand on that. Most agents have either been sold a bill of goods of especially recently that you want to be part of a private company not a public company. I will make the comment I did nine startups out of Silicon Valley including two that went public. That is the most asinine comment by that leader that I've ever heard. I mean unless you are passing out equity like a law firm does two partners where they divvy up the pool of income and profit at the end of the year you're being sold a bill of goods. There's no easier way to say it. If you're drinking the coolaid so strong that you're waving the flag now. Yeah yeah. Private private private. I am so sorry. Go run around Sandhill Road and talk to the venture capitalists and the entrep

Interview with Sherri Elliott In this episode joining us is Dallas area mega agent Sherry Eliot. Originally from Texas, Sherri has worked with several major real estate companies such as Remax, Whatson Realty and Keller Williams  before she joined EXP. Sherry shares with us her decision on leaving Keller Williams and joining EXP Realty. She explains her personal experience and success since she joined EXP as well as how successful agents have been in building a a revenue share business within the cloud and things she was informed and warned about before by other companies before she joined EXP.  Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   In this episode: Sherry's decision on leaving her precious company and joining EXP Why more and more agents are attracted to EXP Differences between EXP and other realty companies Opportunities, benefits, revenue and stock holding share Companies discouraging agents from joining EXP and why they are not right Collaboration with agents through the cloud Advice and steps for agents that are trying to figure out hat to do Easy way to learn and join EXP and understanding the transition  Contact Sherry Eliot: Call Office: 940-381-7095 Call Phone: 214-280-6003 Takeaway: "Always keep your eyes open for what is out there. If you're gona move where will you move to"

Interview – Gene Frederick In today’s episode we have Gene Frederick, a current member of eXp Realty’s Board of Directors. After getting into real estate in 1984, Gene worked for a small independent and then transitioned to RE/MAX for a number of years before purchasing his first franchise. Additionally, Gene spent over 21 years with Keller Williams as a manager, team leader and regional owner of six offices across the nation until discovery eXp Realty. In this episode, Gene discusses how he found himself at eXp Realty, a revolutionary real estate brokerage model, why agents love this model, how eXp sustains 8,000 agents and why he compares eXp to Netflix. Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   In this episode Gene’s background in realty and why he transitioned to eXp Why independent brokers are taking a closer look at eXp Realty Why transitioning away from brick and mortar is sustainable The benefits of utilizing a Cloud Office What is a disruptive technology and why it is important The future of real estate from a broker’s point of view Why top agents are joining EXP Resources To contact Gene Frederick, text 703-338-1515 Gene Frederick on Facebook, https://www.facebook.com/gene.frederick.750 Tweetables “If you are constantly having to think outside the box, maybe the box needs fixing.”   PODCAST TRANSCRIPTION   KEVIN: Welcome to the show, Gene. GENE: Oh Hi Kevin. How are you? KEVIN: I'm fantastic. So you know before we dive in on eXp Realty and I'm going to ask you some questions specifically about eXp. Why don't you give listeners that maybe don't know your whole story your story leading up to before eXp and then we'll talk a little bit about what made you decide to do what you did before you joined eXp. GENE: Thanks Kevin for having me on today. I really loved telling this story because I've been in real estate since 1984, here in Texas. Most of my career has been in the Dallas- Fort Worth area. So when I got into real estate in 1984 I worked for a small independent and then went to Remax and I was at Remax for quite a few years and then in 1989 I bought my first franchise which was a realty executives franchise owned that for five years in DFW and I sold that in 1994 and in 1994 - Boy these years go fast let me tell you - 1994 my wife and I Susan I were two of the first ten agents to launch Keller Williams in the Dallas area and the first Dallas office. And I spent 21 years almost almost 22 years a little over 21 years with KW until I found out about eXp and that's what I want to talk to you about today. In other words I learned about this three years ago and my story is I was basically... I was basically retired as being a manager and team leader my wife and I both are and the team leader Hall of Fame at KW. We were team leaders for quite a long time, regional directors and we also owned at that time we thought we were retiring Kevin. We owned 6 Keller Williams offices across the nation; 3 in California, two in Texas and one on the East Coast and also a region. We owned the Keller Williams region for Northern California and Hawaii and we were basically retired here. We had moved to Austin, Texas 2010 and a couple of my past agents came up to me one day and said "Could you check out this new model?" And I said sure, I don't have anything to do with you. This will be fun. And a gentleman named Glen Sanford flew into Austin, met with me for a couple of days and it was just awesome to meet Glenn and the new model that he showed me and treat me so much. I spent five months researching it. I flew up to Boston to meet the CEO at the time still our CEO and been our CEO for right now eight years Jason Guessing. He lives in the Boston area and those two gentlemen showed me this new model. And after five months of researching it which is exciting. Not even looking I came back to Susan in the spring of 2015, not quite three years, and I told her I said Susan guess what. She goes "What?" And I said, "Well honey if you knew Netflix existed would you own a blockbuster?" She said, "Of course not." And I said "Well honey, we owned six of them." And she said, "Excuse me." And I said "I just found Netflix and that was the eXp Realty." And it was really funny at that time, it had about 400 agents and with the way Glenn's vision laid out in a way Jason was so convicted and Glenn is such a visionary. Seeing something that could go very very big and revolutionizing the way real estate brokerage was going to be run with agents as owners, not the brokers and owners, and I said Honey I think we got to sell all the blockbusters. And she says oh OK and just see you know Kevin try that out for size after 20 years of marriage and look at that and we're thinking we're just about ready to retire. And I said honey this is going to work. This is really going to work. So in the spring of 2015 we sold our six offices and our region and we join the eXp Realty right around May 1, 2015 and we've been with the company two years and 10 months and I can't tell you why I joined. I mean this is revolutionary to me because if you ever read Malcolm Gladwell's books, you know Tipping Point Blank and one of his books I remember one of the headings was and one of the chapters was if you are constantly having to think outside the box, maybe the box needs fixing. And as the real estate brokerage you know I've owned so many franchises I've been through so much of the franchise world I knew that the franchise world was it didn't just need fixing. It really needed a whole new broker box. And when Glen Sanford showed me this model and said Gene the agents, the agents are going to drive this model, not owners. Actually when I first met him, Kevin it was funny, he said and I looked at it and about a month later I called him up and I said "Glenn, I'm curious how much does Texas cost?" and he goes "Well Jean it's not for sale." So what do you mean it's not for sale. He goes well we're not selling franchises we're going to build through the agents and that's when I knew we had a new box and that excited me to grow through the agents with agents as owners rather than owners having to sign leases having to buy furniture having a certain territory which was to me always very very restricted from the owner's point of view, especially on the money side. So it's been two years and 10 months and I got to tell you it's it's like birthing a baby. It's my same for the last almost three years. Let's make real estate fun again. And I'm just having fun being attracted and what I found out Kevin which is funny. I've got to tell you in May of 2015 I started interviewing people in Austin, Texas. This is where I live. I had 20 interviews. Let me ask you this guess how many people of the 20 people and by the way are twenty one on one interviews 18 signed up. Guess how many of those 20 people asked me where the physical office was going to be. None of them. Not one not one. And that's when I went. Why are we building blockbusters. You know there was a reason in the 80s in the 70s that we went to a physical office right. There was a reason before the internet that we had phone numbers attached to the sign that we all funneled into one area and had phone time where agents we went into the back room and answered phone calls from people that drove by signs. And since the invention of course the Internet and the smartphone you know we have agents putting their smartphone number or whatever number they want to have called and straight into that. And there is no longer a reason for that physical office. By the way I had to 18 for 20 the first month. Of the two that did not join, one joined a month later and the other one joined like nine months later and that's when I came back to Susan I said Susan "This is it. This is the next real estate brokerage model that's going to work because I've never been 20 for 20 ever in my real estate career". By the way those were all all productive agents not news agencies are productive agents. KEVIN: You know the interesting thing about that is when you look at coming out of a franchise system you know you were doing that when the company had realistically about four or five hundred agents when you started right. GENE: Yes exactly. KEVIN: And so people like you and Mitch Riback and others have done a lot of heavy lifting. Right. The company is only you know was founded in 2009. At this point it's a whole different world isn't it. GENE: It's so funny because I look back on it. In fact I've got to tell you a story even today it's just makes so much sense to me. I texted, didn't text I actually did a workplace message to our founder our visionary Glenn Sanford today. I said glad you remember two years ago I said I got to tell you. February 29th which was a leap year two years ago. That was 2016. We're talking right now February 28 2018. I said Glen can you remember we were at a restaurant with Debbie and Susan and myself. We were in Austin,Texas at the Oasis Restaurant and Glen had his smartphone out, Kevin. And he was looking at it and I said "What are you looking at,Glenn". He goes "1996 1997 1998." I said "What's that?" He goes It's our agent count and I said we're going to go over 1000 and he goes thousand thousand?. We had a toast and we went crazy. This is just two years ago. So let's fast forward. I said Glenn that night was... To me the hardest thing is getting to 1000 agents just so you know this is 2018 in the first month

Former Team Leader Brent Gove Joins eXp Realty from Keller Williams On Today’s episode we have Brent Gove. Brent has been in real estate for about 21 years. He spent 12 years at Remax and 8 years at Keller Williams before transitioning to eXp Realty. Brent’s business is currently in 37 states, and he has over 1,489 brokers and agent associates. In this episode you’ll hear about Brent’s experience with the market crash in California in 2005, how he found himself at eXp, his thoughts on the eXp business model and what’s taking place at eXp Realty. Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   In this episode Culture and growth at eXp Other companies in comparison with eXp  The transition to eXp Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Brent to inquire or ask questions. Contact Brent via text at 916-223-5555 Noteworthy “I saw the benefits; webinars that explained how to acquire stock, how to get leads, the five to 10 Cloud classes a day to train my team and then the revenue sharing component. Those four things, I was like wow this is this is shockingly better than I thought it was going to be.” “I am ten times more excited to be at eXp because of what it does.”   SHOW TRANSCRIPTION KEVIN: Welcome to the show Brent. BRENT: Thank you Kevin. KEVIN: Well for people that maybe haven't heard of you before which probably not very many. Can you give a little bit of your background in real estate because I know you and I both were team leaders at Keller Williams but you've done a lot team wise as well. BRENT: Sure yeah. Been in real estate since 1996 or 1997 I can't remember what year it's been about 21 years now and you know start off struggling like everybody else. Then he kind of figured out at the end of your first year in year 2 I did better three I think my fourth year I sold 48 homes. I kind of found my stride. Friend of mine talked me going to Toronto to hear Craig Proctor who at the time was the number one Remax agent in the world up in Toronto which Craig Proctor super conference loved it. Met great people like Jeff Williams and Jay Kinder and Todd Walters and all kinds of wonderful people spent years learning that system and I went from 48 sales a year which I was matched to over 400 sales a year then 169 million in annual volume. And really when you are about leverage and building a team and then of course the market crashed in summer of 05 in California. I remember June I closed on 55 homes in a single month, got paid 55 times in a month which is great. The guy netted about 288.000 net that month so I was a good month financially. But you know we bounced around you know it would go 55 45. You know it might drop five or 10 sales but the next month we closed on 19 Homes we'd never drop like 35 sales and I thought that maybe we were distracted with the Fourth of July and I took the team to Scottsdale go golf and how fine and then the next month 17 and 14. By December we closed nine homes and I had 47 buyers agents working for me and that was our total close volume by December forty nine for forty seven agents. Everybody went bankrupt. Everybody lost their homes their cars. It was brutal. And that happened this summer and fall 2005. So people said oh the market didn't crack until 08, 07 maybe around the country but in California it was 2005. And so from there things got worse. By 2009 it was just I was losing 30 40 50,000 a month for years and by 2009 Keller Williams came knocking on my door. They said hey we'll pay a base of 288 thousand plus bonuses up to half a million come believe Remax be a part of Keller Williams. You can keep running your team to normally do. But that's the only way I would come and I came and it was great experience for me of course Remax said it will be terrible you'll hate Keller Williams and you're making the biggest mistake of their life it didn't matter where I would have gone whether it was Coldwell Banker Century 21 or wherever they would have said it was a terrible idea because I was leaving their team and gone for the opponents right thing. They were wrong though Keller Williams was way better for me not saying they're better than Remax it is better for me personally. They were wrong. Keller was great. I was there for eight years. So 12 years a ReMax eight years. Keller that was my 20 years. Then about a year ago I left Keller and you know I didn't like Keller at that time I loved him. Was never ever ever going to leave Keller Willaims. What could possibly be better than Keller Williams used to run the number one franchise in America. We made more money in 2009 than Austin Texas. Our Roseville Keller Williams is markets and it was number one and profitability for the entire nation. And that was in 2009 and last year I left the company that I loved and I was of the value proposition for eXp was so powerful so amazing I had to leave when I did. Of course Keller Williams like Remax said hey it's a huge mistake you're making a giant mistake don't do it. And bottom line I was leaving their team for the opponents team and they were wrong. My last 16 months here at eXp has been nothing short of miraculous and life changing and unbelievable. So in 45 days I get to retire from real estate. I don't have to list homes anymore. I listed a bunch of homes this week. Presenting three offers now I've sold three to me personally not my team me I'm a very active agent. But in 45 days I get to retire I'll give all my listings to my listing specialist on my buyers and I'll just kind of run the team and keep an eye on it. But it was the eXp that got me to the point where I no longer had to bring in a sixty thousand dollar a month monthly income to keep the lights on you know to pay my home bills and the office bills and the overhead it was 60000 a month. Well because we don't need to govern that money anymore. It's been amazing. And now I'm at eXp and absolutely loving it. KEVIN: You know Brett what's interesting about your comment and I would echo what you said right. I was a team leader at Keller Williams and was there and a big team in St. Louis Missouri and the most common comment is what you just said which is most of us were extremely happy. We were very happy where we were. And it's almost like we were sort of astonished at this value proposition of eXp realty that came by and went Wait a minute. I can't not look at this because I'm a business person. I think you're like decisive like I am right. Driver personalities and I know you dug right into it and you made a decision pretty quick didn't you. BRENT: Ten days but I was fortunate enough when I saw the benefits webinars that explained how to acquire stock, how to get leads the five to 10 Cloud classes a day to train my team and then the revenue sharing component. Those four things I was like wow this is shockingly better than I thought it was going to be and wow I don't have those six ways to acquire stock Keller Williams so I don't have the ownership piece and the revenue share piece and that literally saw a way to earn over a million dollars a year outside which I will do twice that much this year. But outside of real estate sales to make a million dollars a year, I go that is significant. So the benefit I had just dumb luck was the very next week they were doing their annual convention in San Antonio Texas. They're like hey if you're crazy get yourself an airline ticket get out here next week and meet us meet the founder of the company Glenn Sanford. Meet the CEO Jason Guessing. Meet Vicki Bartolomé our president. Come out here and meet us. And I said I'm crazy and I bought three roundtrip airline tickets. Seven hundred each. Because it was last minute was 2100 dollars just for the airfare. Bought tickets to the event it was like 300 400 bucks for each person. I spent like four or five grand to come check out eXp as a Keller Williams agent. I brought my CEO chief operating officer who runs my company and I brought a local independent broker with me. I said look we won't be going to San Antonio if I wasn't excited I won't be paying for all this and do all this I am interested. I'm excited about the opportunity. So I don't want you guys to come here be excited. In fact I want you to come here and be negative. I want you to tear this thing to shreds. If there's a fly in the ointment let's find it. Either this thing passes the mustard test or it doesn't. And we must have interrogated a hundred people over that three days brokers from Colorado or New York or Florida agents that were brand new in Seattle that were brand new in Phoenix. The agents had been doing this for four or five years in different parts of the country six seven eight years and were like really did they do they pay like like they slow pay. They were bounced the commission check. Did they pay revenue share every month. Do they pay late and have they ever bounced the revenue share check and basically it came back roses after three days and so because I was able to see the Webinar, fly to Texas that next week I left Keller Williams. Never thought I'd do it. Loved Keller was a wonderful company. They just don't offer five to 10 training classes a day. They don't have the lead component. We're able to turn on people's phones and deliver 100 to 300 leads a month to their phones that will change an agent's life. The training and the leads are then finally six w

Interview – Mitch Ribak In today’s episode we have Mitch Ribak. As a chronic entrepreneur, Mitch has been self-employed since the age of 19. He started the first online dating website, owned an ad agency and a marketing company as well as flower businesses and restaurants. After losing the online dating company, Mitch found himself drawn to real estate and started a brokerage in 2005. In this episode, Mitch details his experience as an independent broker, how he found himself transitioning to eXp Realty and the growth he has experienced.   Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Disclaimer: Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.       In this episode Transitioning to eXp Benefits of eXp model The growth ability at eXp Resources within eXp Realty The benefits of not having to recreate the wheel Rollout – how to present to key agents Tools and technology Revenue share income Deciding if eXp makes sense Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or contact Mitch to inquire or ask questions. Contact Mitch via email at mitch@tropicalrealtyhomes.com Contact Mitch via phone at 321-258-4150 Noteworthy “It doesn't always work but I can tell you that when it's executed correctly you're going to see that the back end of this coming out is a huge opportunity.” “This is a game changer in the residential brokerage business that is not always as apparent from the outside.”

Interview - Brian Culhane In this episode we have Brian Culhane, originally from Chicago. Brian sold commercial real estate advertising prior to transitioning into realty. Eventually he found himself stepping out and starting a brokerage and then ultimately joining eXp. This episode covers the formation of eXp Realty, what the decisions were in terms of setting up a cloud realty platform, how eXp has grown and what you see with eXp Realty today. Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   In this episode Where the term eXp comes from History of eXp Physical location vs Cloud opportunities Recruiting Culture at eXp Realty Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or Contact Brian to inquire or ask questions. Contact Brian via email at Brian@exprealty.com Noteworthy “Everything, lead generation, oriented production based, it’s all designed to make the agent team and producer highly efficient highly productive and profitable.” “It all stems from that philosophy. It's this idea of we're in this together we're collaborating together we're sharing each success.” “I think you'll come to the realization that there's no better opportunity to get you and your family ahead than the eXp opportunity.”

Interview - Brian Culhane In this episode we have Brian Culhane, originally from Chicago. Brian sold commercial real estate advertising prior to transitioning into realty. Eventually he found himself stepping out and starting a brokerage and then ultimately joining eXp. This episode covers the formation of eXp Realty, what the decisions were in terms of setting up a cloud realty platform, how eXp has grown and what you see with eXp Realty today. Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Disclaimer: Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   In this episode Where the term eXp comes from History of eXp Physical location vs Cloud opportunities Recruiting Culture at eXp Realty Want to Learn More about eXp Realty? If you are interested in learning more about eXp, reach out to the person who introduced you to eXp or Contact Brian to inquire or ask questions. Contact Brian via email at Brian@exprealty.com Noteworthy “Everything, lead generation, oriented production based, it’s all designed to make the agent team and producer highly efficient highly productive and profitable.” “It all stems from that philosophy. It's this idea of we're in this together we're collaborating together we're sharing each success.” “I think you'll come to the realization that there's no better opportunity to get you and your family ahead than the eXp opportunity.”

In The Cloud Realty Explained Podcast - Introduction Episode In this first episode Real Estate industry veteran and host Kevin Cottrell and co-host Gene Frederick introduce us to the In The Cloud Realty Explained Podcast and talk about why they are getting the word about EXP out there through this podcast. The EXP model is a breakthrough model offering agents real company revenue share and increasing sales and income. Popular and highly successful Real Estate Agents are more and more joining EXP and will be interviewed in the following episodes of the In The Cloud Realty Explained Podcast debunking all rumors and misinformation by sharing their personal experiences and talking about how and why they moved to EXP.  Learn More about eXp Realty - Click here to watch a quick 7 Minute Intro Video. Remember our disclaimer: The materials and content discussed within this podcast are the opinions of Kevin Cottrell and/or the guests interviewed.  This information is intended as general information only for listeners of the podcast. Listeners should conduct their own due diligence and research before making any business decisions. This podcast is produced completely independently of eXp Realty and is not endorsed, funded or otherwise supported by eXp Realty directly or indirectly.   EXP offers agents: Company Revenue Share Quick and easy collaboration between agents through the cloud based system Frequent detailed online training A community of Agents helping each other Benefits and growth   Take away EXP is agent driven, agent focused and is the fastest growing Real Estate company.   PODCAST TRANSCRIPTION KEVIN: Welcome to the first episode of In The Cloud. The EXP Explained Podcast I am host Kevin Cottrell and I'm pleased to have my co host Gene Frederick here with me welcome Gene. GENE: Hey Kevin how are you. KEVIN:  I am well so this is our first episode where we get to let people know about this disruptive podcast that we're launching. So when you and I were brainstorming about how to get the word out about EXP in other words there's so much misinformation. What was it that you thought was so important about us getting the word out and why we should do this in this podcast. GENE: Well I think the agents that are joining us. Kevin you and I have talked about it. The quality of real estate agents that are joining us across the nation is just phenomenal. I don't think I've ever ever seen it in the industry before. And so the level the quality of professionals that are joining us from all other types of companies and independents. We felt you and I talked about it to hear prominently why they made the decision so quick and they're joining us so fast and again you and I have been attracting agents all our lives and we've never seen agents at this caliber make the decision in such a short amount of time in a week in ten days in two weeks. And they've been at other companies for oh my gosh 10 years 15 years 20 years. So there's no better way to do it than do podcasts and actually hear it from their own words as to why they made their decisions. Because it's going to vary from agent to agent. KEVIN: Well I think it's also important and we talked about this with the fact that as the number of agents per week or per month has ramped up there's been a lot of noise and misinformation in the industry and there's no better way to get things out than to hear directly from agents. In other words it doesn't matter if they came from a franchise system or they came somewhere else. There's a lot of that back channel chatter about oh you know John left for this reason are oh she or he left for this reason. And the agents in their own words. It's pretty incredible not only for the reason you just mentioned with them joining quickly but the level of due diligence. I mean these are people that are running big businesses. I mean we've got interviews lined up with people that you know maybe as a 5 or 6 million dollar producer maybe it's a brokerage that had 50 75 agents 100 agents. Maybe it's a 250 million dollar a year team that was the top team for their franchise. Across the board everyone looked at the value proposition and their own words they're going to share with you things like they they're blown away. "I can't believe it". "I've never seen anything like this". "I can create wealth for my team". And as you mentioned both of us were team leaders never in my career. Never in your career did we have a 250 million dollar producer go OK I'm in. I'm going even after you know as we know as team leaders they get wowed by their franchise don't they right? They get flown into the headquarters and they get the real dog and pony and we're still seeing them coming aren't we. GENE: Well what's excited about Kevin is our system our model is the same for everyone. It's just the opposite of what most companies do. Like you mentioned wine and dine them and offer them money and offer them freebies here and freebies there. What we're doing is exactly the opposite. This model is the same for a person that's doing three million a year that somebody is doing 300 million a year. It's the same exact model. And I really think that attracts every agent from a brand new agent all the way up to a mega mega agent and that's exciting to me is that they're looking at the model they're researching it. Some of them for months I have a lot of the top agents. They've taken a month out of their lives to research us and they've come back and go well it's real. It's working. And I said Yeah. And now again on the other flipside I've had agents go you know I've been at the same company for 20 25 years. I've seen every model out there. This is the first one that's intrigued me. Well it's because it's the first different model and you and I've talked about it and that's what's with these podcasts are going to show it's a brand new real estate brokerage model that Glen Sanford invented back in late 2009. It's just his brilliance and the fact that him and Jason guessing who's been our CEO now for you know since we started in late 2009. Those two gentlemen have brought this model to life and we're just here just can't wait to hear different agents describe what hit them. Boom agent ownership what hit them revenue share and like you said with big teams they really really care about their team members and they want their team members to have a better life and have equity in their lives and have a cash flow that maybe will continue in their later years so it's very very exciting I can't wait to the people we've got tap that you guys are going to hear are just the who's who of the industry and it's going to be exciting exciting podcasts that we're doing. KEVIN: I want to echo that because I can tell you in a lot of the interviews I did the whole team aspect people caring about their team members the normal cycle right? You know some of the franchises really focus on teams like those rainmakers will be going to a multi market, attract talent right they're focused on that laser focused. And then there's a built in conflict right. You get your talented person that's on the listening side of the buy side. They grow up they mature in the business and then the built in conflict is they want to go do their own thing. And when you hear these EXP agents that have been around for a little bit what they're doing is they're trying to nurture these people now to go do exactly that because the revenue share and the equity and everything is such a win for everybody. They want them to succeed. In other words you don't have that normal strife that occurs if somebody has a team and then the lead listings special's wants to go form their own team and then there's now strife between the original rainmaker and them. I've got interviews where people are telling me that's not what happened I'm encouraging my people to do that. The second thing they're talking about in many of these interviews is revenue share. They are working diligently with their team members to build them basically residual income and they're having success with that that helps with retention and helps with growth that helps with attraction for them as their value proposition as a team. It's as you said Gene it's a breakthrough model that eliminates so many of the problems right? There's franchise systems and you and I work for a great one right? They claim they were agent focused and if you look at this compared to that are not aged in focused. In other words all of the agents are pulling the same direction every agent that we interview on here gives their contact information and makes the statement I don't care how you learn about EXP. If you have questions and you feel I can help you make a great decision text me call me. Let's have a conversation about it. Other than being a shareholder and an advocate an evangelist for EXP those agents have no direct benefit. And you and I both know as team leaders in a franchise system. We didn't have that kind of culture and dynamic and that's one of the biggest ahas I've seen in the interviews that I've done where people are just blown away as they get inside the EXP with the culture. The fact that all of the agent owners are pointed in the same direction and willing to help and that's something that I know Gene you and I talk about a lot. It's a pretty incredible thing to witness isn't it. GENE: Oh yeah. It's so fun when when I first met Glenn three years ago Glenn Sanford's our founder and visionary. He said Gene we're going to create a collaborative model. And I heard that word collaborative and I said well it's collaborative mean? What does that really mean? Well when you get into our 3D dimensional world which is our cloud office it just comes to life. And the fact that you could meet someone in that model as a 3D dimensional person as an avatar and meet someone all the way across the United States in a span of minutes the collaboration that you feel. And then when you it's funny Kev