10 Tips To Grow Your Revenue Share at eXp Realty | KyleHandy.com

10 Tips To Grow Your Revenue Share at eXp Realty

Here’s a recording from a live event I did in Houston, TX giving eXp Realty agents 10 tips on how to grow their revenue share business.

At the beginning of the video, I share my story and how I went from having just 1 agent to over 100 agents in my organization in one year.

Next, I talk about the mindset and tactics you need to grow your revenue share business to levels you never thought possible.

Finally, I discuss the importance of duplication and the qualities it takes to be a leader. If you help enough people get what they desire, you will get everything you desire and more!

Here’s the transcript:

Kyle Handy:

You’ve got to plug into the system, because the more you plug into the system and you use it, the more you can speak from experience of why it’s so beneficial that they need to be here.

Kyle Handy:

Welcome to the Agent Attractors Podcast. My name is Kyle Handy, and this episode originally aired on my YouTube channel, Agent Attractors.

Griff Zolninger:

So, welcome to the stage my buddy Kyle Handy.

Kyle Handy:

Man, I’m fired up. That was amazing. Every speaker we’ve had, and then just to finish this like this. Oh my gosh, this is awesome. Best event I’ve been to. So excited you guys are all here. It wasn’t too long ago, it was a year ago that I was actually at an event like this. My entire life changed. The title of my deal here is What a Difference a Year Can Make, and sure enough, it has. I started in July of 2017 and as Griff had mentioned, I had my own brokerage prior to this, just a local boutique brokerage, and it was kind of just moving along. I had about 15 agents after four years. Nothing substantial, nothing moving too quick, but the day that I joined EXP, I knew that something had changed in my life. I got to go into an event like this and I met people, I heard stories just like you guys are hearing today, and it inspired me.

Kyle Handy:

It inspired me to become a different person in all aspects of my life, to my family, for my work, just everything, and so here I am today. As I had mentioned, I think I started last year with basically Curtis. Curtis was in my team, and within one year I built that up to 31 personals and 117 total agents. It just goes to show, I’ve talked to a lot of agents here and they’re like, I’ve asked everybody that I’ve pretty much talked to, what’s your goal? What do you want to do? People are throwing out crazy numbers, sometimes it’s, “I want a thousand in my first year, I want 10 in my first year, I want a hundred my first year.” But I’m just an agent from San Antonio, guys, and I had nothing. I would have never even gotten onto the stage more than a year ago, and so you can change your life.

Kyle Handy:

I mean, you’ve heard a lot of the speakers tonight say that you can just completely change your life. That’s what EXP has done for me. I’ve got a couple slides, you can see that’s my beautiful family. That is my why. I do this for them. Christian is my son there, he’s two years old, my daughter Addison is four, and my lovely wife Chrissy, they support me in everything I do, and that’s why I’m able to do it. So, all right. First off, my mom’s going to laugh. My mom is here and that she was probably one of the hardest agents to recruit to EXP, but I had to enlist the help of my buddy Curtis to get her in here. But she’s here. So say hi to my mom, everybody. Say hi mom. Awesome. She took this picture.

Kyle Handy:

This is me 11 years ago, or no, maybe eight, nine years ago. I know, it doesn’t look like I’ve aged too much I hope, but I put ‘fail forward’, and I don’t even think my mom knows this about this day, but I started my real estate career in 2008. I know, the best time to get into the business. I’d started in new home sales, I just graduated or actually I was graduating from college, getting my degree in finance and I got a job at a home builder in San Antonio, Texas. I had no idea what I was doing in sales around that time. My only job up until then was I’d worked at a car wash, and so I knew how to wash cars and do that, right? So my first big boy job, I’m going in my first day of work, I think my mom had bought me a new suit and probably the one of the first times that I had worn one, and I get to the office, it was a meeting, they were bringing me on a Friday just to introduce me to the team, and it was so awesome.

Kyle Handy:

We took the price tags off of course, but then anyone who’s got a suit, usually they got little tags of the brand of it. You’ve got them on your sleeves, you’ve got them on the back. Well, I hadn’t taken those tags off, and I show up on my first day thinking like, “Oh, I’m ready to go.” My manager calls me into his office. He says, “Hey Kyle, come in here real quick.” I said, “Okay, what’s going on?” And he takes a knife and he cuts off the little name tags on the thing, right? I had no idea that those weren’t supposed to be on there. I thought that you were supposed to show the tags for the brand of the suit. And so he cuts them off. He says, “They’re not supposed to be on here.” I said, “Okay. Thank you.” I wasn’t afraid to fail forward though, guys. I wasn’t going to let that stop me. I mean, of course we all make mistakes. We’re all embarrassed at times. We don’t know what to do, but it’s just you’ve got to push through and get through it. So fail forward for sure.

Kyle Handy:

All right. Next slide, there we go. Follow up. This is a good one. This is how I got my job in new home sales and this has lived with me my entire career. So again, I had no experience at all getting into new home sales or in sales at all, and went for an interview, I’m sure that I probably would not have gotten the job just off of that interview, but there was two things that happened. First of all, my manager was crazy enough that he just thought differently and was willing to take a chance. And every day I thank him for that, Dave Brulette, he gave me my in into this industry. But then the second thing, I came home and I talked to my mom and she said, “What are you going to do next? What do you want to do? Have you got another interview or what?” And I said, “Well, I don’t know. I hope.” She was like, “Well, you need to follow up. You need to send them a card, send them something.”

Kyle Handy:

Well, she had a bat in her office and it said MVP on it. So as corny as I still think this is today, she was like, “Send him the bat and say, ‘I’m going to be your MVP,’ something like that.” Sure enough, I was kind of embarrassed to do it, but I did it. I send him that bat, and when I finally got hired, he told me the reason he hired me was because of my followup, and I sent him that bet. In fact, I found out a further into that story that from one of the salespeople that was on my team afterwards, that in the meeting he brought the bat before I was hired on and he said, “I’ve got a kid that’s working at a car wash that just sent me this bat, and he’s more hungry than every single one of you in this room.” Because I guess it was 2008, so the market probably was a very good. He said, “I’ll go hire the entire car wash and show you what they can do.” So he hired me on there, and that was my in into real estate.

Kyle Handy:

Next, surround yourself with the best. I got a pretty crazy story. I’ve been blessed to be around some amazing people here at EXP, again I’ve been here for 18 months, and right from day one I wanted to plug in. You can see me there, that’s Glen, we got everybody there, Jason, Rob Flick, everybody. That was just a meeting that I got invited to because I’ve plugged in from the very beginning and I don’t take no for an answer, and so when Scott had called me up and said, “Hey, I got an opportunity, would you want to fly out here?” I think it was like on Monday and we’re supposed to be out there on Friday. I said, “Absolutely, I’m there whatever it takes.” And so I went, but why I bring that up for is because it’s funny, in the very beginning, this has changed my entire trajectory with EXP, I was only an agent for about two weeks I think at the time. They were doing a silent auction, and basically one of the prizes was that you could win a trip to Gene Frederick’s lake house with him and Susan, his wife.

Kyle Handy:

I didn’t know anything about EXP. All I knew that the reason I joined EXP was because I watched a video that Gene Frederick had done that got me to join. Who’s seen the Gene Frederick video? It’s a year and a half, so y’all know which video I’m talking about, right? I was like, this guy’s cool. I got to get to his house. I got to know him somehow, so I was like, “I’m bidding on this,” and I bid, I bid, I bid, in fact, I bid so much the person I was bidding against was Sheila Dunnigan, my state broker. So I found out later on that she wasn’t too pleased that I out bid her, but anyways, I wanted to win that because I know how important it is to surround yourself with good people.

Kyle Handy:

It makes or breaks the entire experience. It makes or breaks your entire… Sorry, I keep looking at mom and she’s like crying. I’m over here looking back at her. It makes or breaks your entire experience, and again, you’re going to be who the people you surround yourself with. Make sure at EXP you go to these events, you meet people that are going to pour into you and that will change your life.

Kyle Handy:

All right. Use the EXP tool systems and community. Me and my brother Roscoe, I don’t even know who that is. I was hoping he was going to be here today, but I found somebody literally with my same last name in our EXP world and I had to take a picture with him. But anyways, I say this because everybody’s like, “Well man, how do I recruit people? How do I recruit people?” And honestly what it is, you’ve got to plug into the system, because the more you plug into the system and you use it, the more you can speak from experience of why it’s so beneficial that they need to be here.

Kyle Handy:

If you’re not using KV Core, if you’re not going into the world for training, if you’re not doing those types of things, then you can’t speak from experience. You don’t really have that ability to change why somebody would want to join here, or think why they would want to join here. So make sure you plug in, and then plug into the community. Again, workplace. I’m in there, I love being able to chat it up and that’s our community, guys, so take advantage.

Kyle Handy:

Keep score. It was so funny, Brent, y’all are still in this room, when y’all put yours up there I was like, I literally got something that looks the exact same as Brent Gove. That made me feel good about myself, and I didn’t even know he did his, but I’ve got an analytical mind I guess, kind of like James, and I track it, right? I’ve got goals and then I got actuals. I got the whole year planned out until like 2022, for two reasons. One is that it keeps me on track with where I’m at, what I’m doing, but it also gives me some excitement to see, man, well man, if I just keep doing this, in 2020 this is what it’s going to be, in 2021 this is what it’s going to be. Then I just follow along. Sure enough, when I set this up and I did this in the beginning of the year, it stayed on track plus or minus 10% every single month. So again, set your goals, guys. Very, very powerful.

Kyle Handy:

Attend everything. You’re already here. That’s step one, way to go. Attend everything. I don’t think I haven’t missed a single event since I’ve joined with EXP. My first event was EXP Con in Fort Lauderdale, went to Puerto Vallarta. I’ve been to Las Vegas, I’ve been to everywhere. I don’t even know where else, and that’s all in a year and a half. You got a little picture, that’s me out there on the beach, EXP Con. It’s funny, at that time I literally had no agents. Me and Curtis had just moved over, and so, that’s just one year ago. Pretty crazy.

Kyle Handy:

Shuffling the deck. Tracy talked about this. We’re not selling, guys. You got to just think of it as if you’re shuffling the deck. We’re looking for aces, right? You’re not going to try and turn a Jack into an ace, but you just want to find the aces. So just keep shuffling the deck. When somebody’s ready, they’re ready. When they’re not, you’re just going to kind of drown them out and they’re going to probably go talk to somebody else, or worse, they’re just going to write EXP off altogether. Just shuffle the deck, be there when people need it, be a resource to them.

Kyle Handy:

All right, get a running buddy. My running buddy is right over there. Curtis, man, couldn’t do this out you. You know that. Just like James and Brent, I saw them up on stage, and man, he compliments me. Everything that I’m not, he is, and vice versa. That’s so important in this. I mean, if you look at all of the top leaders, they all have a running buddy, right? You got Gene and Rob, James and Brent, Pat and some of y’all might know Brent Wallgren, right? My running buddy over there, Curtis Dickson, man, we got a lot of stuff in store for us, man. I’m excited.

Kyle Handy:

Be obsessed. All right, this chart here, two purposes that I put it up there. One, it’s amazing because that’s our San Antonio stats probably as of November last year. You can see where EXP ranks amongst the top brokerages and how quickly we’re growing. The second part, I made that chart, I’m obsessed with this company. I want to do things that aren’t just given to me. I try and push myself to go find things that are going to help me, help my team, help the company. I love this company, I love everybody. I love meeting new people, and so I’m 100% obsessed with this company.

Kyle Handy:

Have a heart. That was my Halloween picture. I’m the tin man, right? The tin man just wants a heart. The reason I put this, and I actually got a quote, I want to read this to you guys. Give me one second. This is how it says. Express how you feel, have compassion and others will follow. Leaders need to lead with heart as well as thought and courage, along with all of the other elements of leadership, so if you want to be a leader, recognize that heart, more importantly, sharing heart, creates a reason for others to follow you. If your passion is felt out in the open, followers will not only follow, but they will carve pathways through forests for you. Creating passion about our ideas or having heart shows that we care about changing the world and making a difference. We need to have heart to create heart and we create heart by developing our disciples.

Kyle Handy:

It just goes to show, guys, it’s not just about you, right? I mean, we’ve touched so many people’s lives, and that’s what this opportunity is. So when I look out in the crowd and I see everybody out here, I’m like, I know half of you guys, I know a lot of y’all, and that’s just to me, amazing to know that I can have an impact on everybody and everybody in this room can have that same impact on somebody else. So that’s it. That’s all I got, guys. I think those are my 10 slides, but thank y’all so much for being here. And real quick, I just want to do this because I see what goes on behind the scenes, because I’m actually helping behind the scenes. Give everybody around of applause. Pat , Angel, Griff, everybody who put this event on, Tracy. I’m telling you, there’s so much work that goes into an event like this, and I had no idea until this weekend. So please guys, thank you so much. Really appreciate it.

Kyle Handy:

Welcome to the Agent Attractors Podcast. My name is Kyle Handy and this episode originally aired on my YouTube channel, Agent Attractors.

Kyle Handy
 

Kyle Handy is a real estate agent, team leader, coach, & mentor to real estate agents all over the country. Kyle focuses on social media, tech tools, and system automation to help agents scale their business and create consistency of closings.

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