The Agent Attraction Playbook Podcast with Jon Pugh

In 2008 John Tsai was $80,000 in debt and went six to eight months with essentially no sales. Instead of quitting real estate, he decided he was a beast and worked seven days a week, 12 and 14 hour days, for the next decade. Then March 2009 arrived and he closed 33 deals in a row. In this conversation with Jon Pugh, John explains why he never let himself forget that hole, and what beast mode has to mean once the fear is gone and you are already comfortable.John is direct about the mechanics too. He tells agents that five conversations a day will not carry a business and the real number is 20 to 30, and that because every deal has an agent on the other side, production and agent attraction are the same work paid two different ways. He walks through the $500,000 RE/MAX franchise he had partners, investors, and a lease lined up for, the moment he learned he could get most of the same upside for $199 Canadian and assumed it was a scam, the 20 reasons he wrote down that he would fail, and the question Cliff Freeman asked that finally removed the risk. His wife, listening from the back of the car, made the final call.He also shares his 4:30am routine, 18 years of coaching with Mike Ferry and the one thing Mike could not teach him, what Glenn Sanford said three months into the president role that changed everything, why his first recruit came out of a daily accountability text thread, and the friendships he lost along the way. The episode closes with the Multiplier Minute rapid fire, where John names care as the only non negotiable trait for a leader, ego as the thing that kills duplication, and cold calling agents as the most overrated tactic in the business.Guest bio: John Tsai is a Vancouver based real estate leader, author of a book on how to be a beast, former President of eXp Realty Canada, and the builder of a 1,400 agent organization.Listen links: Apple https://apple.aaplaybook.com | Spotify https://spotify.aaplaybook.com | YouTube https://youtube.aaplaybook.com

Andre LaFountain has roughly 1,340 agents in his revenue share organization and averages about $30,000 a month. He has no personal brand, no following, and no content strategy. He got relicensed at 48 years old so he could join eXp in 2019, and he has run the same two appointments a day ever since.Jon Pugh takes Andre through the whole build in this episode. The nine years he sold real estate by day and worked a night shift at a pharmaceutical plant. The independent brokerage he ran for a decade and a half while training up agents who kept leaving to become his competition. The decade he spent as a real estate coach in Georgia. And then the two years he spent taking an ISA seat on someone else's team so he had a paycheck while he built his own organization on nights and weekends. Year one he made $9,000 in revenue share. He did not quit. Year two he made $90,000.Then he hands over the actual system: the 2-10-40 habit, the referral partner opener he uses cold, the Plan B ask, watching the video with a prospect on Zoom instead of just sending it, and the three way call handoff that did all the heavy lifting. If you have ever said you would do the work if somebody just told you exactly what to do, this is that episode.About Andre: Andre LaFountain is a 35 year real estate veteran, former independent broker owner and real estate coach, and one of the largest and quietest revenue share builders at eXp Realty, with around 1,340 agents in his organization.Listen: Apple Podcasts https://apple.aaplaybook.com | Spotify https://spotify.aaplaybook.com | YouTube https://youtube.aaplaybook.comIncome claims are not typical. See eXp Realty's income disclosure.

When Curt Shewell joined eXp Realty in 2018, there were 26 licensed agents in the entire state of Michigan. His organization today sits just under 4,000 agents and closed $13 billion in sales last year. In this conversation with host Jon Pugh, Curt lays out how he did it, and none of it is what most agents expect.He starts with a chess board. His father taught him the game at six years old, which meant he spent his childhood in conversations with adults, learning that the less he talked the smarter he sounded. That became the philosophy behind everything he does now: tell them nothing, ask them everything.From there Curt walks through the three lists he uses to build a downline from a blank page, the icebreaker question that disarms almost anyone, the exact pre-frame he uses to take the recruiting objection off the table before it comes up, and the story of the arrogant twelve-million-dollar producer who went from refusing his calls to hugging him backstage. He also explains the lesson his partner Mark Z had to teach him twice, why he refuses to work on his weaknesses, and how founding a bourbon company with negotiator Chris Voss ended up teaching him more about relationships than any real estate event.Curt Shewell is one of the most successful builders at eXp Realty and the co-author of a best-selling book on empathetic leadership with Chris Voss.To book a call or grab the agent attraction resources, go to https://stan.store/AgentAttractionPlaybook

Gogo Bethke landed in this country at 21 with $200, no English, and not a single person she knew on the continent. Today the Team Gogo organization has closed more than $15 billion in real estate, did $2 billion year to date in what she calls three real selling months, and agents name her as their sponsor before they have ever spoken to her once. On this episode of the Agent Attraction Playbook Podcast, Gogo tells Jon Pugh exactly how that happens, and it starts with a line she refuses to soften: "I don't recruit, I attract." She walks through the mindset reframe she learned from Tony Robbins that dismantled 20 years of self-doubt, the million dollar listing she won by admitting she had never sold one, and the five-word text she wants you to send to ten people tonight. If you have ever told yourself you do not have enough followers, enough production, or enough of a story to attract anyone, this episode removes the excuse.This one is a masterclass in why attraction beats recruiting every single time. Gogo breaks down the trust ladder that turns content into an organization: they see you, they get to know you, they love you, they trust you, and then they buy whatever you are selling. She also gets specific about the money, the real estate roller coaster that pushed her toward revenue share, and why she could never have built this with a 12-agent brokerage in Pinckney, Michigan.Whether you are on your first year or your eleventh, the lesson lands the same: you cannot put the cart before the horse, and you will never outgrow the life you believe you deserve.WANT TO BUILD THIS FOR YOURSELF?Book a call or grab the agent attraction resources here:https://stan.store/AgentAttractionPlaybookCHAPTERS00:00 Intro01:34 The "Irrational Belief" That Runs Her Life04:09 $200, No English, No Silver Spoon07:52 "When I Hear Limitation, I Hear Excuses"09:57 The Reframe: The Opposite Can Be True13:01 The Books and The Room That Rewired Her20:26 The $1.2M Listing She Had No Business Getting27:18 The 5-Word Text That Reveals Your Superpower30:15 "I Don't Recruit, I Attract"39:37 Why She Left Keller Williams For eXp43:50 Getting Off The Real Estate Roller Coaster48:12 $2 Billion In Five Months54:38 The Multiplier MinuteMENTIONED ON THIS EPISODEThe Greatest Salesman in the World by Og MandinoThink and Grow Rich by Napoleon HillOutwitting the Devil by Napoleon HillTony Robbins UPW (comment "Tony" on any of Gogo's IG posts to join her group)Go Get Em community, $79/mo (Gogo's Street Smart University)The Circle, Gogo's 20-seat coaching group (application and interview required)The Amy Gregory episode of this podcastCONNECT WITH GOGO BETHKEInstagram: https://www.instagram.com/gogosrealestate/(Her words: "Everywhere else I have an assistant. If you want to talk to me personally, message me on Gogo's Real Estate on Instagram.")FOLLOW THE AGENT ATTRACTION PLAYBOOKInstagram: https://www.instagram.com/agentattractionplaybook/YouTube: https://www.youtube.com/@AgentAttractionPlaybookTikTok: https://www.tiktok.com/@agent.attraction

Veronica Figueroa built the #1 team in the world two years in a row, and the second time it gave her a pit in her stomach. In this episode of the Agent Attraction Playbook Podcast, Jon Pugh sits down with the eXp powerhouse to unpack the season where success on paper left her stripped down and on her knees, how faith and authenticity rebuilt her business, and why she now says being real attracts the right people and repels the wrong ones.Today Veronica leads more than 2,700 partners worldwide with nearly 10,000 transactions in the last 12 months, and she shares exactly how she thinks about growth: events over cold calls, a minimum call standard for every team, hiring hungry over skilled, and the mindset that made her fly to Utah and recruit a 3,000-partner leader everyone called unrecruitable with one disarming question. She also opens up about the moment eXp's model proved its real value, giving her six months to care for her mom through cancer.Stick around for the Multiplier Minute, where Veronica rapid-fires her best source of growth, the most overrated tactic, the one trait that kills culture, and the recipe behind her success. Want help attracting agents to your organization? Book a call or grab our resources: https://stan.store/AgentAttractionPlaybookGuest bio: Veronica Figueroa is an eXp Realty leader, speaker, and founder of the Figueroa Team and the V2 Experience, leading 2,700+ partners worldwide and coaching women leaders across the real estate industry.Listen:Apple Podcasts: https://apple.aaplaybook.comSpotify: https://spotify.aaplaybook.comYouTube: https://youtube.aaplaybook.com