In today’s Tuesday Mastermind, Connor Steinbrook absolutely knocks it out of the park! He gives great insight into the mindset and belief that’s driven his attraction business to over 200 agents in less than 2 years!
Connor talks about:
- The 3 steps of the communication process
- The importance of events and a good way to look at them
- The mindset you need to have to not quit and believe in yourself
- Set closer, smaller goals that fall in alignment with longer goals. Don’t set goals so big that you de-motivate yourself
Connor S.:There’s two steps before that, that create the energy to take the action in one’s belief in what you’re doing, so belief in the eXp business model, belief in a restaurant, belief in insurance, whatever you’re doing. That’s half of what’s going on. But then also self-esteem, which is belief in one’s self.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:Got my good friend Connor Steinbrook here. He’s going to be helping me with the call today. I didn’t know if my internet would be okay or what, and so I was like, “Oh, let’s get Connor just in case if my thing’s cutting out.” Plus, he just crushed it last week, the last 10, 15 minutes he was giving some great gems, some nuggets that he was dropping, and I was like, “Man, we got to bring you on the call, give you a whole hour, and just really go through what you were talking about.”Kyle Handy:And I was telling everybody, I took notes from last week when you were talking. And we can start there, just to get the juices flowing and get us thinking about things. But then of course, I think there was probably, I’m sure there’s more stuff too that you like to talk to agents that you’re working with on eXp’s side, like agents you’ve already attracted, and we can kind of give some of your best practices and thoughts behind that.Kyle Handy:And then two, I mean, think a lot of people just want to know some of the things that you’re specifically doing. I took notes down. I know two of the things that you mentioned last week that you really hit hard is social media and networking events. We can start there. That was the first thing that I had on my notes based around a little bit more in detail about what are you doing on social media? I know that you probably talk about your YouTube stuff, but then there’s a lot more than I know that you’re doing. And then at networking events, what is it specifically? I know you talk about a couple different events that you go to, but what does that look like? What are you doing afterwards? Do you have a drip system? Is it all personal?Kyle Handy:Let’s start with a little bit about that. Feel free to let people know who you are. I know you’ve been on the call, so I don’t want you to always have to keep telling people, but if you want to give a brief synopsis about who you are, and then we can get into that, that’d be great.Connor S.:Yeah, guys. I’m just an entrepreneur out of Dallas Fort Worth, Texas. I’ve been in pretty much every industry there is. I run a successful real estate investment company here at eXp. In the past year and a half or so, I’ve built a team of about 250 agents across 22 states and Canada. Changed my life. It’s the fastest way you can build cash flow. Guys, I’ve built rental portfolios, I’ve built note portfolios, I’ve built internet businesses. This is the big one. This is the one we need to swing for the fences on. So it’s a big priority of my time. Connor S.:What do you want to dig into first? You want to dig into networking events and why they’re important? Or do you want to dig into … This is for you guys, so whatever you want.Kyle Handy:Well, first off, if you had something that you came on or that you want to talk about first, we can start there. And then I’m sure I’ll have questions and we can circle back around if there’s something that I had a question about or whatever.Connor S.:Well, I mean, really the way I see it, so … I didn’t bring up. Another thing that I’ve done guys, I’ve run a consulting company. I’ve been coaching real estate investors for years on how to go from flip a house to keep a house, active to passive, because you can’t hit your goals to earn the income.Connor S.:All the professionals I’ve trained over the years, the difference between what makes people successful and what makes people unsuccessful is how they handle fear. So if you can’t handle fear and you can’t handle getting out there in the marketplace and talking to strangers, you’re never going to build a business in any business. Strangers have your money. There are opportunities in anything and everything is out there. You just have to go meet people.Connor S.:We do have social media strategies and we do spark the interest through social media, but we drive them to face-to-face or one-on-one presentations. I think we touched on this a little bit ago, but the communication process is broken down into three steps. Thanks Gabriel. Connor S.:Yes. So 10%, if you study all the psychological journals, they figure 10% of the words you say, the text that you … the actual script that you use, 45% is the tonality, inflection, and tempo, and how you deliver the message, and 45% is body language. So the problem most people are having is they’re not conveying their communication process with their client. So we did the dime, nickel, quarter example on this call? I forget which calls we’ve done it on. Kyle Handy:No, no. I haven’t heard that one.Connor S.:We’ll do that in a second because this is going to set in to why you guys are struggling bringing agents on. If you look at the ways we can contact people and have communications, we can meet them through text messages, messenger, and email, through phone calls just over the phone, through a video conferencing like this or in person. And that’s the exact order with your highest conversion rates that you need to meet people, because if you’re just meeting people through email and messenger and you’re trying to do it only through that, you’re only using about 10% of your communication process.Connor S.:Once you get them on the phone, you’re using a little bit more of your communication process. They can hear the excitement, the tonality in your voice because if people don’t believe on a subconscious/unconscious level that you believe in what you’re talking about, it doesn’t matter what you’re trying to sell them or do, what type of business you’re working with, they’re not going to listen to you.Connor S.:The problem is with over the phone is they can’t look you in the eye. If you can’t look someone in the eye, how can business be done because you can’t trust them? We always try to get people to a Zoom conference like this or a video conference, and then the next level is getting them to a face-to-face in person because they can feel the energy and it’s just a lot stronger connection when you’re that close to someone. You can really feel kind of their belief. So we always want to meet face-to-face in person. Connor S.:But we’re going to do a quick little example. I do this for some of you guys on these different calls. This is going to be a good reason why you guys are not converting agents. How many times you feel like you’re super excited about the opportunity, you share it, and they’re just like, “I’m not interested.” You’re like, “How is this person so stupid? Why don’t they see what I see?” It’s because you didn’t communicate the message correctly.Connor S.:They’re hearing you but they’re not listening. And if they’re not processing the information, they’re just looking at you, nodding along, but they’re thinking about what they’re going to do next, they’re thinking about attract the person that just walked through the door, they’re thinking about something else, but they’re not focused on what’s going on. Connor S.:Guys, what I want you to do, a few people on my team here don’t ruin this for everybody. Let’s see, Tim. Tim, pop on here real quick. I’ll put you in the spotlight. Tim:Let’s do it. Connor S.:This is very important guys because we can talk about scripts, we can talk about strategies for social media, we can talk about communication and all these things, but nothing matters if you get … unless you get the front side of your business correctly and understand the communication process because if you can’t communicate the message you’re trying to get across, there’s no point. I’m going to want you to give me the name of the third son. There’s a woman named Sally. She has three boys. Okay. On your paper guys I want you to write a dime, a nickel, and a quarter, three coins, dime, nickel, quarter. Okay?Connor S.:So Bob’s mom Sally has three sons. The first one under the dime is Demetrius, Dimetrius. The second son’s name under the nickel is Nickolas. What do you think the third son’s name is Tim?Tim:That is Cornelius. I don’t know.Connor S.:Okay. Bob’s mom Sally has three sons. Under the dime is Dimetrius. Tim:Yep. Connor S.:Under the nickel Nickolas. What’s the third son’s name under the quarter?Tim:Third son’s name under the quarter. Yeah, I’ve never heard this. This is good. Does anybody want to jump on and try?Connor S.:Only 99 of 100 get their first try. I’m just kidding. Kyle Handy:Connor has done this with me before, so I can’t answer.Connor S.:We’ll do it one more time guys. Okay. This is why you’re not attracting more agents. Bob’s mom Sally has three sons. Bob’s mom Sally, Bob’s mom has three sons, Dimetrius, Nickolas, and Bob, right? It’s Bob’s mom. She has to have a son named Bob if it’s Bob’s mom. The problem is people are trying to focus on the quarter. They’re trying to figure out is the third son’s name [inaudible 00:08:17], Corduroy, whatever it is.Connor S.:And the problem is if you cannot point out to them that the third son’s name is Bob and not quarter, they’re controlling the conversation and you’re not controlling the conversation. They’re not getting what you’re trying to get across to them. They’re hearing everything, but they’re not seeing it, they’re not consuming the information. Difference between hearing and listening. This is the difference between being financially free and not having a team in this company. Connor S.:It’s just very, very important. The way you get people to see who Bob is, is you control the conversation through questions. That’s how you know they’re engaged. Because if you’re talking to someone throwing benefit dumps at them, they can’t be engaged in the conversation, they can be daydreaming. But when they’re answering questions, they have to be engaged.Connor S.:So I can say, “Hey Tim. eXp is a great company. We’re over here 80/20 split, $16,000 cap, they’re giving us stock, rev, share and training, and tools, and throw benefit dumps like everybody does,” I can say, “Hey Tim. I know you’re over at xxx company. Here at eXp we have a great company. We’re 80/20 split, $16,000 cap. Just out of curiosity comparing to your company right now, if you cap last year and you cap at eXp, which one would have put more money in your pocket and how much more money would they put, would that have put in your pocket?” See the differences? I can just say, “Hey, we have an 80/20 split, 16k cap, keep going, talking, throwing statements,” or I can control the conversation through questions and make him answer.Connor S.:So when he answers, he’s going to say, “Well, I’m on a 21k cap.” So now what you’ve done is you control the conversations or questions. You know they’re listening. And the second step is math. Now you point out the math. “Okay, so Tim you said you’re at 21K cap.” I can say, “Hey, that’s a $5,000 difference between our cap and your cap.” But I want them to say it. I’m reinforcing their thought process. Connor S.:”So Tim,” so instead of saying, “Hey, you make $5,000 more here at the eXp,” I ask Tim. “So Tim, if you cap last year at your company, you cap at eXp, which one would put more money in your pocket? How much more money would you’ve made last year if you were at eXp?” Sure, if you cap at both company … right now if you were at eXp last year. Five grands. So now, now they’re engaged in conversation, they’re listening, and they have a real dollar amount that they lost on the table.Connor S.:Now the third step is tie it to feeling and emotion that’s tied to their why. So Tim, if you had that $5,000 that you lost last year, if you had the $5,000 that you’re going to lose this year if you don’t move to eXP, that extra $10,000 in your pocket right now, what would you do? Would you take your family on a vacation? Would you pay down some debt? Would you have a better Christmas? What would you do with that extra $10,000? That’s a real amount of money that you could have if you move over to eXp going forward. What would you do with that extra money?Tim:Take a vacation man.Connor S.:Right, vacation.Connor S.:We use questions to control the conversation, to make sure they’re engaged and processing the information so they’re not just daydreaming. Then we tie the math because a calculator can’t lie to their calculator. And then the last thing is we tie it to their why which is usually their family and relate the real loss of income. Connor S.:For example, people all the time say, “Well, I like my broker.” Well, of course you like your broker. If you didn’t like your broker, you would’ve left the current company that you’re at. Now, we just proved with math and looking at business reasons, not feeling and emotion. But if you won’t talk about feeling and emotion, let’s really dig into the heart of this. Tim, do you love your family and like your broker? Or do you love your broker and like your family? Because there’s $10,000 that’s going to go to your broker or your family next year. You decide which one they are, which one it goes to. So do you want to give the money to broker or your family?Tim:Family.Connor S.:Of course, right? So these are the ways we kind of dig down a communication process. Because there’s two different parts, lead generation and how many people you’re talking to about ratios and conversion rates. If you can only get 20 people to sit down with you, and that’s the maximum that you can do with the time and energy you have, the only way you’re going to increase your closing or the only way you’re going to increase the rate of growth of your team is to increase your closing ratio of the people you’re talking to. Same thing with your listings and your buyer presentations. Kyle Handy:That’s huge. Connor, I don’t know if you’re able to take that mic right next to you and like drop it, but you could like drop the mic right there after that. Man, that was awesome. I love it. Kyle Handy:As far as the questions, the cool thing about it is, I don’t know. For a while I used to not ask question myself. And I didn’t know if it was maybe because I didn’t know how the person would respond. I felt if I kept talking, I could control the conversation, because if I asked questions, well then, I might lose control because I don’t know what they’re going to say. But honestly, after what you said, and I look back at my change in the presentation that I do with people, and now I ask a ton of questions. Kyle Handy:It’s funny because when you get them thinking on that level, you get way more deep than if you just start listing out all of the stuff, like what you had mentioned. With that person it’s a way more powerful conversation. Kyle Handy:The cool thing with eXp guys is, I mean, we don’t have to be afraid to ask questions because our model is so good that we can take it in multiple directions with the way that that conversation goes that it’s going to be a powerful eye opening experience for them if you take them along that journey with you. If you just start listing out people or listening out benefits, like what Connor said, it’s going to be the same Bob situation instead of Cornelius. I mean, it’s just kind of, that’s exactly how it goes. And I will say that that’s so true Connor. I appreciate you talking about that. Connor S.:Right, right. You need to start the conversation. Remember guys. This is not about you. It’s about them. Everybody wants to tell people why they came to the company. I came for the revenue share. I came for the stock. People are coming for different reasons. So what you’re coming for is not what they’re coming for. So you need to find out what’s important to them.Connor S.:One of the best probing questions you can have is, “Hey Kyle, so you’ve been at keller williams for how long?” “Oh, five years? Okay. So where were you at before you were at Keller Williams? Was it Coldwell Banker?” Not always. Sometimes they’re the only place they’ve ever been. But I always ask them, “So you were … Okay, you were at Coldwell or RE/MAX for five years and then you moved to Keller Williams. Okay, great. What made you move to Keller Williams?” Now you’re going to hear their exact reasoning and their data points on how they make the decision of what’s important for them as a brokerage. “Oh, I went over for better training. Oh, I went over because they have a better cap. Oh, I wanted a flat-fee shop to keep more of my commission.” So now you know how they think when they think about what brokerage they want to be a part of. So you’re gaining data points on them.Connor S.:And then the other thing is I like to ask them. “So, do you just run a traditional side of business? Are you an investor? Do you work for equity and cash flow? Are you building your residual income streams?” Because if they own rental property and they’ve gone onto that side of their business, they’re really going to resonate with the revenue share because they understand equity and cash flow, and the stock rewards and revenue share. I’m asking questions in the beginning to find out where I want to take the conversation flow with them to increase the chances of converting, converting that agent. Kyle Handy:Awesome. Awesome. Well, cool. Now Connor, I’d like to hear too maybe like, I know you’re probably doing some different stuff today than you might have been doing even when you first started with the eXp or even from a year ago or six months ago. What are some things today that you’re seeing that might be different or things that you have to specifically kind of talk about now or that you didn’t talk about before or vice versa, like different objections or questions? What do you see today within the last couple of weeks that you’re doing for success at eXp?Connor S.:I mean the biggest key to success right now guys is like Kyle said the model’s so strong, but they have to understand the model, they have to see the quarter, or they have to see the bug is there. The biggest hurdle that I’m seeing people in our team have is they can’t get past this basic shooing of the fly away. “Oh, I’ve already looked at eXp. I’m not interested.” Guys, if you stop there and just quit the business right now because that’s the most basic deflection state. And what they’re saying is, “I’m still confident I’m not interested that I’m just going to tell you I’m not interested but I have no idea anything about the business model.”Connor S.:Guys, just to give you a real testimony. The reason why I know how to follow up so much is because I said no to eXp for almost 16 months, and I could … People would even … I thought I knew what was going on, I didn’t. The same thing’s happening with these individuals. We’re bringing people all the time on that are telling us, “No, no, I’m not interested.” When someone says they’re not interested, I just basically say, “Hey, that’s great. I wasn’t interested either. You got about 20 more nos because I said no 20 times. You’ve only said no once. Let’s go ahead and get 19 more nos out so we can get to a real conversation about business.Connor S.:Because I said no for over a year and a half and it cost me a fortune. I finally wised up. I’ve had the maturity, looked at the fastest-growing real estate company in North American history. When I did, and I looked at the numbers and didn’t look at a feeling decision, I looked at real business sense and business intelligence, I knew it was a no-brainer for me. I moved in the company now. I run a team that operates in half the states in North America. And you can have the same result. Connor S.:You have to have some type of quick little script or one-liner to get past their deflection statement because what they’re saying is, “I’m busy. I don’t want to talk about this right now.” But guys, if you cannot get past that going forward, you have to understand where they’re getting their information. There’s three areas that are keeping fragmented information. A ton of new people are coming into our company, a lot of new licensed agents, and everybody in our company can build a team and everybody wants to change their life so they are. But they’re doing a horrible job. So a lot of people are getting bad information and they’re not getting the right information.Connor S.:The other thing is we’re winning. Let’s be honest, when you win, you make haters and you piss off a lot of people. The reason why companies are not liking eXp is not because we’re not doing anything, it’s because we’re winning. They’re tired of us taking their top agents. So they’re getting misinformation from competitors. They’re getting bad information from new agents in our company. You have to give them some type of reason to sit back down with you.Connor S.:So I say something like, “In the beginning the reason why I blew it off is because new people in the company kept explaining it poorly. And then I kept hearing things by our competitors, but I didn’t take the time on my own to actually look into what they’re saying. And then when I realized that they were only saying bad things about us because they were losing their top teams and agents, I realized I needed to sit down and get the information from someone at the top of the company.” Connor S.:So Kyle, have you actually heard the information from a leader in the company, that’s in the top 1% of the company or an executive? Or where did you actually get your information? Was it from someone that was brand new in our company or from a competitor because that’s a huge difference where you get the information, right Kyle? I think we can both agree on that?Kyle Handy:Absolutely. Connor S.:What happened to me Kyle was I’m going to show you how I’m making five figures a month in a very short time and changed my life. But I was listening to people who did not explain it at all in the beginning, and that’s why I turned the cheek to it. And then when I saw the presentation by the top guy in the company, I said, “Oh, my gosh. This isn’t even like the same company I saw.”Connor S.:How long does it take to go to a buyer presentation or a listing presentation Kyle? It’s usually about an hour. Same thing to look at this presentation. You put one hour of your life and it’s not for you, you can tell me it’s what you thought before and it’s what you saw before and it’s not for you, but if it’s different and you come to eXp and you have the same results I did, I just changed your life forever. Isn’t that the best return an hour you’ve ever had?Connor S.:Let’s just take a look at it. Let’s see if what I can share with you is a little bit different than you saw before. I can’t tell you that it is, but a lot of times people tell me it is.Kyle Handy:I love it.Connor S.:You’re trying just to get them to the presentation because otherwise they’re going to bulldoze you guys. They’re going to chop you up and spit you out. And if you don’t challenge them back, you want to build a team, people aren’t going to follow someone unless they respect that person. So if you want to bring a big player into your team, you need to be someone that stands your ground and someone that they would follow and work with, because otherwise they’re going to see as weak and nobody follows a weak person.Kyle Handy:Awesome. Awesome. Well hey, real quick, shifting gears here, I want to see … Connor, I’m sure you’ve probably read this book. It’s funny. I was flying out here to puerto rico and I finished it up. I’ve read it part way through and then finally finished it up. Have you read the GoPro book by Eric Worre?Connor S.:No, but I’ll follow your story. Kyle Handy:Okay. Well, he has a cool part in here and it’s actually good that you hadn’t already because I want to see what your thoughts are about this. Because we’ve got a couple events coming up, and he talks a lot about events and how important they are to get to the events. Kyle Handy:One of the things that he breaks down, and I started thinking about this for myself and how true it is, was he went to, when he was just starting out … Now Eric Worre for anybody who doesn’t know is like one of the top network marketing person out there. He’s a multi-million dollar a year earner. Now he’s got all sorts of other businesses now. But it was cool.Kyle Handy:One of the things that he said when he first got into the business was like, “Hey.” Once he went to the top like Gaia, his company at the time, and said like, “What’s your key to success?” And the guy looked at him and it was an event where there was like 2,000 people at this event. He said, “Here’s the thing.” He was like, “Come to every single event,” because what he said is the next event, there was 2000 there, he was like, “The next event a thousand of these people won’t be here.” He was like, “But the other thousand that show up, the half will be making double what they’re making today in this business,” because they get it, they start to feel it and get that energy.Kyle Handy:And he said, “And then, six months from that, there’ll be another event. And if you go to that event, there’ll be 500 of the original 2000 because halfly.” And he said, “But those six will be making four times what they’re making today.” And he said, “And then you keep going and breaking that down.” He’s like event to event to event is how it is.Kyle Handy:And I looked back at all the events that I’ve been to, and that’s so true. We have an event almost every six months that we go to. And I definitely don’t see all the same people at all of these events. But the ones that I do and the ones that have been there consistently that I’ve surrounded myself with, we are all growing like double each event that we go to. Every single six months we get to the next event, we’re all making more money that we were making the event prior. Kyle Handy:So one, I want you to kind of talk about if that’s true for you. Actually, let me start there and then I’ll get into the second part. What do you think about events there Connor?Connor S.:Yeah. If you’ve never done network marketing before, or any type of duplicate strategy similar to what we’re doing here, and a lot of people go back and forth what’s the right way to describe what we’re doing, it’s an event to event business. The reason why the events are strong is because it does a lot of different things. For one, it creates motivation, an initiative for people that have disengaged or kind of lost their belief in what they’re doing or lost their self-esteem in themselves. It reinvigorates them because they go and see all the testimonials of people there and pumps them up again. I mean, how many times have you gone to a Lunch and Learn or a big event and you say, “I want to sign up to eXp again,” because it puts the fire back into you.Connor S.:The other thing is people are motivated. If you look at a city from top down, we’re like a giant ant hill or beehive. We’re a social dynamic environment and we are … We make decisions based off social validation, which is why we do third-party calls and third-party testimonials. Even more so with a Lunch and Learn. You have more people in there and more people walking around, they’re sharing their story. When you go to the big event, you see 20, 30 people walking across the stage that were like, “I was decades that so-and-so company. In two years I changed my life at eXp. Was decades in so-and-so company, didn’t do what I wanted, lost money. My franchise came to eXp in two years now I’m making X amount.”Connor S.:So it creates that social proof and social validation. Plus, these big players, if they don’t go to an event and see how big this is getting, the reason why you want to bring your mega brokers and team leaders, they’re never going to see it. It’s behind closed scenes … behind closed doors. And when they get there and see that there’s a thousand people like this big event we’re talking about in august, I’m going to be there, you can’t walk in that room and not feel the excitement and feel that something’s happening in the marketplace. It’s like going to a football game, you feel the energy.Connor S.:Why would someone spend all that money to go to a football game instead of watch it on TV? Because the way that we consume information and the way that we do things is based off how many senses we consume the information from. So we have touch, sight, feel, smells. If you look at the communication process, let’s look at … We can look at baseball game. We can read about a newspaper. We can watch it on television. Or we can go to the game and see it in person and smell the popcorn and hear the crack of the bat.Connor S.:The more senses we consume information from, the more vivid the experience, the more we can remember it, which is why people watch … If you put a black and white television up versus a hi-def television, why are you going to watch the hi-def television? More sensory overload. That’s what the events do. They create energy and excitement and just a lot of different reasons why you’ll have to be going to events.Kyle Handy:And here’s one of the big reasons for me. And I don’t think you even touched on this, but this is huge, is like I think the events, they get you people that you wouldn’t have made a relationship with before. I mean, I’m a big believer in that you are a kind of, a culmination of the five people you surround yourself with. We’ve all heard that saying, like who you choose to surround yourself with is kind of who you are. And if you’re not surrounding yourself, and I mean literally surrounding yourself where you’re spending every day, multiple times calling people, you’re not going to be immersed into eXp and you’re probably not going to have massive results.Kyle Handy:And that’s okay if that’s not what you want, but I think most of the people on this call probably want massive results and you have to take massive action. You’ve got to meet people that’s going to change your life just by being around them. Because as you can tell from Connor and myself, we are obsessed with this. And if you’re going to be good at this, you’ve got to be obsessed. And when you’re obsessed, you find people that are also obsessed with this, and then it helps get all of you guys better.Kyle Handy:If you’re out there by yourself or thinking that you’re going to do this on your own, it’s not going to work. In order to meet people that are going to be like-minded, you’ve got to be there. That’s one of the big things absolutely. Be obsessed or be average. Absolutely man.Kyle Handy:That’s really what the events I think were big for me because now at that point I’ve met, I’m literally sitting here in Puerto Rico because of an event where I met AJ Maida out on the beach in … Oh, well, we spent some time on a beach, but now I’m spending the time on the beach here in Puerto Rico because this. And we’re immersing ourself. We’re here creating content, making videos around eXp, and it’s just been amazing. It’s like one of those things. This wouldn’t happen had I not gone to an event. I’ve met so many other people. I met Connor at an event. Kyle Handy:Guys, I mean, that’s one of the biggest things, is if you’re going to really be good at this and you’re going to be obsessed, you’ve got to meet the people around you and build this group, this is little network. Your networking is going to be different than my network. Everybody’s got the different five people. But if the five closest people to you in your life aren’t even with eXp, maybe you’ve just got friends and all that, that’s great. But honestly guys, if you want to have massive success, you’ve got to change your life, you’ve got to change your lifestyle, and you got to change kind of what you’re focused on in business. Connor, what would you say to that? Connor S.:Oh, I mean it’s like guys, you need to set your goals. And if your goals are big, and I promise you, mostly you are talking to the wrong people right now. You’re going to have to turn off the phone to some of these people unfortunately. There’s nobody I don’t talk to that’s not in business. I don’t hang with people. I don’t have like … I don’t go out on the weekends to party. I don’t do these things. You want to be … The reason why most people are not achieving high success is because they have traditional classical training from their mentors which are their parents or closest family members to not be high performance.Connor S.:So unless your parents were super high performers and were athletes or super rockstar business professionals or professional athletes or rockstars, you’ve been trained by an average person. We all have to be, understand that 99% of us are more [inaudible 00:27:11] that was the case. We grew up looking at our parents and grandparents. If you’re saying right now, do you want your children to have the same life that your parents did or your grandparents did and you’re saying no, then you need to get them around high performers and have them close to people who understand what it means to achieve at a high level. Because they’re just going to do the same things that their parents did and their parents before them did through habit, nature, and repetition. They’re never going to achieve anything. We need to unlearn everything our parents have been teaching us. Connor S.:For example, the reason why you all are not talking to people and not talking to more agents it’s because of your conditioning from your parents when you were little, they said, “No, don’t go talk to strangers. Strangers are dangerous.” And then you take that when you get older and you don’t go talk to anybody because those are the dangerous people. No, these are the people with your future. These are your best friends that you haven’t met yet. These are your future, your business opportunities, and the lives that you’re going to change.Connor S.:Also guys, you got to realize, you got to get over your rejection and not take it personal. The reason why we don’t like hearing the word no is because when we’re a child, we look at our parents who are the world to us and when we go do something and we’re three and our parents come to us say, “Connor no, don’t do that. Kyle, no, don’t do that,” we associate the word no at a very early age with upsetting our parents, which are the only thing we know at the time. So we create a very negative relationship with that word no. Then we get older and we go talk to girls, they reject us. We go talk to anybody and everybody. Connor S.:So we’re taking no instead of just a statistical part of our business as something we have to get past to get to yes, we take it personally and emotionally and take it as something internally against ourselves instead of just part of the business that everybody’s taking nos. If you can’t get over these limiting beliefs in your head, you’re never going to have the energy to go out there and take action.Connor S.:We talked about this on the last call. Like everybody’s like, “Take action, take action, take action.” Well, that’s great. That’s like a few steps down the road. There’s two steps before that that create the energy to take the action, and one’s belief in what you’re doing, so belief in the eXp business model, belief in a restaurant, belief in insurance, whatever you’re doing, that’s part one, half of what’s going on. But then also self-esteem which is belief in one’s self. Because it doesn’t matter how much you believe in eXp if you don’t believe in yourself. Because when things get hard, you step back, you go in depression, you take two, three days off, you start and stop, you put two weeks on, take two weeks off, two weeks on. And this business is built through consistency and momentum, not through starting and stopping.Connor S.:The first thing is you got to work on yourself, built self-esteem in yourself. And the way to do that is to do more than you think the average person is doing. So if you think the average person is working 40 hours a week and that’s what you believe, some of y’all think the average person is working 20 hours a week, you need to find what you think the baseline is in your thought process. And it’s going to be different with everybody of what the competitors are doing. So if I think Kyle’s working 50 hours a week, the way I create the self-esteem and belief in my system and into my internal thought process is to work 60, 70 hours a week every week. Because what happens over time is you start to tell yourself, “I’m doing more than everybody else’s. I deserve it more than everybody else,” and then you start attracting success into your life.Connor S.:But if you’re working less than everybody else, what you’re going to tell yourself is, “I don’t even deserve it compared to everybody else because I’m not even doing what they’re doing, so I might as well just give up,” because … You have to create work ethic of going past the average bar of what you think your competitors are doing to start to create the belief that you deserve something more than they deserve it. And once you believe you deserve something, that’s when success starts being attracted into your life, if that makes sense.Kyle Handy:Dude, that’s awesome. I love that man. That’s so true, so true. Yeah. Well, very cool. One of the other things that I had read in that book kind of the GoPro book that we’re talking about, is he’s got a formula. He talks about the one-three-five-seven formula. And I look at this and I try to relate it to eXp. And I think that it’s pretty accurate. I don’t know. There might be, I mean, obviously I think we have a little bit bigger opportunity than what he’s seeing. His numbers are a little bit different. But what the one-three-five-seven formula talks about, it says that it takes one year to become even competent and even profitable enough to cover your expenses in this business. And I think we would all agree, right?Kyle Handy:I think so many people have an unrealistic expectation of success in this business and they think they’re going to get rich in the first three months that they’re here. I don’t know that that’s necessarily true. And then he talks about, he says it takes three years to be consistent and go from basically being part-time to full-time if you wanted.Kyle Handy:What I would say, the relation of that in this business is most eXp agents that are attracting other agents, they’re part-time attractors because their full-time business is still real estate sales. There’s very few agents that are at eXp that are full-time attractors. They literally don’t sell real estate. All they do is attract. So even myself, I am a part-time attractor, I really am because I still sell houses. He says about three years you should be at that point, at the point where you’re making enough from this business to where you could choose to forgo whatever else you’re doing and go full-time into this business. And then five years to be a six-figure earner or above.Kyle Handy:As we’ve seen in this business, a lot of people do that earlier than five years. And then seven years to be an expert. I think that that’s so true. I mean, I think that if you’re doing this solidly for seven years, you will be an expert, or you can be an expert. I mean, so many of us, yeah, I think we get kind of beaten down thinking that we got to know all this stuff in the first three months. Kyle Handy:And I don’t think that’s the case. I think what you have to do is work on what you just talked about Connor, your mindset, kind of building up your self-esteem, building up your network because if you have that belief, all the other stuff will come. You don’t have to think like, “I’ve got to learn it all today.” Like no. You just got to work on yourself. And if you just keep doing that every single day, week after week, month after month, you will find the answers, you will keep getting better, and then eventually you’ll be an expert at this business of eXp agent attraction.Connor S.:Right, right. Guys, our brains are conditioned and set up in a way to solve problems if you focus on anything for long enough. And most of you are not putting enough condensed time and focusing on things long enough. You’re going to have to shift your thought process through formations because we have what’s called an RAS system or Reticular Activating System which is at the base of your brainstem, which is a filtering mechanism that limits the amount of information you can consume at once. Connor S.:For example, you can’t look at a newspaper and read every word at one time and see every color at one time. That’d be impossible for your brain to handle. The reason why some people are having no success and some people are having big success is they’re glass half-empty versus glass half-full and they’re only seeing what they want to see.Connor S.:For example, people like Connor’s talking about, will get 90 days into something. 30, 60, 90 days in and they start getting frustrated and they start doubting themselves. “Oh well, maybe this doesn’t work.” Or, “Maybe I’m not good enough. I don’t have the skill sets. Something wrong with me that I can’t do this,” and then they give up. Then they quit. And then they go the next thing and they quit that. And then they go the next thing and they quit that. Then they go the next thing and quit that just in time to quit the next thing they’re about to quit. The reason why is because they’re not sticking with anything long enough. And I do agree with that because I’ve tracked the data for years.Connor S.:Guys, if you’re getting frustrated and you’re thinking about giving up something within three to six months, that’s the same thing as quitting your freshman year first semester of college. A lot of y’all have a college education where y’all spent five years of college, put up hundreds of thousand dollars to learn, to get an education, not even to learn how to do the business of what you’re going to do after college, but just to go the education process of that side so you went hundreds of thousands of dollars in debt, went to school for five years so you can make someone else’s goals and dreams come true, so you can work for them, trading your life for $1,000, $2,000 a week for the rest of your life.Connor S.:But when it comes to changing your own life and building financial freedom for yourself and living on the beach like AJ’s doing there with Kyle sitting there, when things get tough six months in, you quit. And then what you think is maybe this didn’t work and you start instead of blaming yourself for the problems that you’re having within yourself the way it didn’t work out, you blame what you’re doing. Then you switch to a different industry, you switch to a different company, you switch, and you keep switching because you don’t want to blame yourself for the reason why that you’re just not putting enough time and building enough skill sets. And you just keep bouncing around and you wake up 20 years later and nothing’s been accomplished. Whereas if you took any one of those things that you were doing, insurance, restaurants, whatever type of business, if you stuck with it for three, five, seven years, you’re going to become successful. Connor S.:So you hear this thing like, “95% of people fail at businesses.” That’s just a fake illusion number. It’s not true. If you took let’s say a thousand people, a thousand people jumped in and pretended they want to start a business because most people pretend they want to start a business, then they jump in. Of course you’re going to probably see a high failure rate. But if you took that thousand people, let’s say 95% of people failed, if you took actual day-to-day, but let’s say you step back and you said, “These thousand people are going to put their entire heart on the line. They’re going to make a swing for the fences that they never swung before. They’re going to put all their time, all their energy, all their effort, put all their finances, make a legitimate run for five years,” I’d be willing to say that you’re going to see those numbers increase to 30%, 40%, 60%, maybe a 70% of people pull off a successful business.Connor S.:The reason why the numbers are skewed is because people are entitled to think success is easy. There is no financial freedom by accident. You have to work. You have to work hard. And you’re going to have to solve a lot of problems. You’re going to have a lot of bad days. But you know what? And I promise you when you get there, you’re going to look back and say, “That wasn’t so bad,” because you can’t remember all that emotion. So all those bad days that you felt, you’ll forget them. It’s kind of like when you’re in college, you don’t want to cram for a test, like, “This is going to suck, exam week.” And then you cram, you take all those tests, and then when you’re done, you’re like, “That one’s so bad. Now they’re gone. Now they’re behind me.” That’s the same thing it’s like to become successful. You forget all the hell you went through. Connor S.:Now in the day-to-day it sucks, but once you become that Navy SEAL, you forget hell week. Now, you kind of remember it, but you can’t remember more time goes by all that pain and emotion. So eat crap today, you’re going to have to eat it today or eat it tomorrow if you want to be successful. And I think it’s best to do it when you’re young because that way when you get older and your energy levels drop and you have more life liabilities, children, grandchildren, this is just the time now to do it. Plus, right now, you guys … Connor S.:The way I see it is, so guys, if you don’t realize, a lot of people are looking like this a hobby. Some people are looking at this like a business. The ones that are winning at a high level understand this as a giant tournament. This runs one time. They’ve already started the button. Anybody with a real-estate license gets to play this. And this is not going to last forever. If you guys don’t realize that, there’s only an endless … There’s not an endless amount of agents in North America. And as this country grows, every year it’s going to get a little bit more difficult. So you want to put more time in now than in the future. I see every hour I work today is equivalent to 10 in the future.Kyle Handy:That is cool. I like that way of thinking about it. That’s so awesome. Connor S.:That’s the way you’re going to motivate yourself to work harder because you can say, “I can work 10 hours in the future or I can work one hour today.” So why not work 100 hours today to save 1,000 hours in the future? Now I don’t know what the exact ratio is, but you’re going to have to talk to more people in the future, you’re going to more rejection in the future, you’re going to have …Connor S.:We have what’s called an industry growth curve, that the early … the best time to get into a business, so that first 5% to 10% of any industry growth, they call that the early adopter stage, the trendsetter stage, millionaire maker stage, that’s right where we’re at right now. Keller Williams is about 200,000 agents worldwide and we’re only at 20,000 so we’re still right there at 5% to 10%. Connor S.:Guys, we still have a lot long, even though we’re pressing as far as time restraints, there’s a top team. I met a guy that was at KW who joined when there was 140,000 people in the company. Between 140,000 and 180,000-190,000 he built a profit share team of 400 people. So we still have plenty of time to do this. But you don’t want to think that. You want to force yourself up against the wall every day to put higher energy out there because the faster you get it up today, the more time you have to let it compound and duplicate up.Kyle Handy:That’s awesome. That’s really cool. I hadn’t ever thought about that, 140,000 agents at Keller Williams. Now they’ve got to hurry. And you got people that are still building organizations of 400 people at Keller Williams. It’s like, “Oh my god.” You think that, yeah, because you have people that are like, “Oh, I’ve missed the boat with eXp. I didn’t join when there was 1,000 agents and now I don’t have the opportunity.” It’s like, “Oh my gosh. That is the furthest from the truth. There’s still massive, massive opportunity.”Kyle Handy:Because the other thing too, I mean, 400 agents at Keller Williams profit share as Glen said on stage the other day, that’s probably like $10,000 a year and that kind of stinks. But if you get 400 agents at eXp, which we all, everybody watching this call right now has an opportunity to do that easily from where we’re at two, three, five years from now, I mean that’s almost probably $400,000 annually with 400 agents in your organization at eXp. So it’s massive, massive opportunity. Yeah. Kyle Handy:Anyways, one of the other things I wanted to bring up, and I don’t know if that was a good turning point, but I want to talk about three different people that kind of get into eXp and kind of their thoughts when they get in. Usually they fit into one of these three categories after they’ve made the decision to join eXp. Kyle Handy:The first one is and I’m taking these terms from Eric Worre’s book. He talks about being a poser. Or it’s like, I don’t know if that’s the exact term but basically being a poser, and then you got an amateur, and then you’ve got a professional.Kyle Handy:A poser’s basically somebody that comes in. They see the opportunity at eXp and they’re, in their brain they’ve got four or five people that they think, “Okay, cool. I can join this opportunity, I can talk to those four or five people, and I just need to get one of those people on, and then I’m set.” They just look at it like, “I’m going to be set if I can do this kind of a thing.” And they get so disappointed when they come on, they don’t get the success, those four or five people blow them off, they’re not interested in the opportunity or whatever, and then they don’t have any other back-up plan or what they’re going to do next. That’s kind of like … And then they usually end up leaving the business and saying it doesn’t work or whatever.Kyle Handy:Then you’ve got the amateur which maybe they build a list of like a hundred people. They write down all of the people that they know onto this list and they start making phone calls and actually kind of acting like it’s a business, making … They’re not scared to make phone calls and ask first people to make the move to eXp or see if they’ll watch a presentation. But there’s still a missing link there which kind of separates them from being a professional. Which the professional is the person that not only they built their list, but they treat this like a business because they know that they’ve got to constantly be adding to their list and doing things that’s going to … It’s not like they’re going to ever exhaust their list. Kyle Handy:Somebody who would exhaust their list, that’s like, it’s still you’re in amateur status. Somebody who is constantly generating business around them and treating this like a business where stuff has to be constantly happening all the time, now you jumped up into that professional status, which, and he gave some statistics and I forget what it is. I mean, it’s less than 10% of people actually reach professional status in his industry, which I would say kind of relates over to what we’re doing here.Kyle Handy:It’s funny because he actually … I mean it’s not funny, but he kind of says the majority of the people, they fall … The majority goes into the poser category where they just have a very limited list. They never even make it to calling a hundred people. They just have a few people in their mind. He said that’s where most people get to. He said, but then about 30%, 40% make it to amateur status and about 10% make it to professionals. What would you say to that? Do you kind of agree with that or you have different thoughts?Connor S.:Yeah, yeah, I’m going to answer all those for you. Quickly to kind of go backward talking about [inaudible 00:42:11] because this is important. Guys, if you want to grow a big team, you need to be, if you look at this as a general on the battlefield, what is your main goal? To keep morale high for the troops. Kyle brought this up. So we’re talking about how much time we have to grow this and how fast teams grow.Connor S.:Most people are failing the math test just like the dime, nickel, quarter, they’re seeing one thing but they’re not getting the right answer. They think they have less time than they’re thinking about. Connor S.:Let me ask you something Kyle or somebody on the call. Here’s why people don’t understand why they’re not putting more time in, because they’re trading what they see as a linear example for their whole life and they’re trying to compare a linear example to an exponential example. They’re saying, “I traded so much time and effort to get my first 10 agents. I’m not seeing that much result,” and they’re saying, “I’m going to have to trade this much time and effort to get the next 10, and this much time and effort to get the next 10,” and it starts to wear them down because their mind’s not thinking about it correctly. But that’s not how eXp grows. That’s not how a business like this grows. Connor S.:If I say, “Okay guys, how many agents on your team will you have if you have 100 agents on your team today, in the next 100 days each one of those 100 agents only adds one agent to your team? How big is your team?” Most people without thinking about, snap, say, “200. 100. Each add one. They have 200.” That’s not how it works. Let’s say those 100 people all add one. Now you have 200 if they all add their one on the last day, day 100, and they all add it on day 100. But suppose people are going to add five, five of them get there the first week, second weak, third week, fourth week, fifth week, sixth week. Those people that came in, those first five the first week, the next five second week, they’re not going to wait 100 days to get going. So 100 plus one is not 200. It’s more like 300, 400.Connor S.:Same thing when people are looking at relationships too. I hear this all the time. It drives me nuts. People are like, “Well, we’re at 20,000. Let’s say we just get to 100,000. That’s an 80,000 increase. So only 80 people can hit 1,000 people on their team.” That’s not how it works. Teams overlap each other. There’s going to be a substantial amount of people break a thousand in this company. So until you get that thought process right and how fast it grows on the back end, you’re not going to put the energy on the front end.Connor S.:Long story short to go back to what you were talking about before, yeah, of course. Most of y’all so you got to understand, we all have lots of things in our life that we focus on. The number one thing you focus on is what grows in your life. So a lot of y’all focus on your sales business. That’s why you’re trying to focus on your sales. If you want your revenue share businesses to grow and your main focus is your sales business, you’re never going to grow a big revenue share business. It needs to be your primary business and your sales business needs to be a secondary business, and that’s how it should be with all your businesses that you run, even your investing business.Connor S.:Your earned income business is always secondary to your residual income business. And if you don’t get that thought process correct, you’re never going to have time and freedom and what you want to do in your life. Most people’s main business is their active or earned income business, flipping houses, and then their side business is their rental portfolio or their note portfolio. It should be switched. You should only flip houses or you should only sell houses to buy yourself time to build your revenue share team or buy yourself time to build your portfolio so that you can have time and money freedom.Connor S.:The reason why I want to talk about are you doing this for hobby or for profession or for game type of mentality. I relate everything to a game guys because my past, the first 10 years of my life I was one of the top online poker players in the world. I’ve related every business I’ve grown to a game. And the reason why I call this a tournament is because there’s an end to it. This growth is not going to happen forever. In business let’s say you’re just a restaurant, people eat forever. Real estate and sales, people sell houses. They don’t live in bushes and trees. They’re always … So this will always happen. Something that has an end point to it, when you know there’s a ticking time clock, it creates anxiety, it creates an energy that you wouldn’t have. It eliminates the procrastination because you know you have to go faster, it forces you to have energy today because you know that’s not going to last forever.Connor S.:So I like to put myself into thought processes that pinch me into forcing higher energy and more action, if that makes sense. And that’s the way I do it, is I create a time clock on myself and I say, “This isn’t going to last forever. So if I want to get what I’m going to get, I’m going to plant my flag down and say I’m going to get as much as I can while I can,” because it’s not going to last forever. I promise you that.Connor S.:What specifically did you want to ask about? You covered quite a bit of going over the hobby mentality versus the full-time mentality. But guys, if you’re not … if you don’t wake up because I’ve run into a lot of agents and they see this as just like a bonus system on the side that if they get lucky and add a few agents, they’re not trained … They’re not scheduling their week and time blocking and creating an actual game plan or strategy to go out there and attract agents. They’re just waking up and kind of, “I’m going to float through life. I’m going to go out there and run my sales business. And every now and then I’m going to meet agents, and I’m going to do the best I can to attract them, and then every now and then I’m going to go maybe reach out to a couple people.”Connor S.:But they’re not saying, “Okay, today I’m going to have a strategy. I’m going to reach out. I’m not going to stop today until I’ve talked to 25 agents. I’m not going to stop today until I’ve reached out to 50 agents on social media or whatever it is … Just like you said. People are not treating it like a business. They’re treating it like a hobby. So they’re going to get hobby-like results. Kyle Handy:Yeah. Connor, you’re a math guy, and I’m just, this is like off the top my head because you had mentioned this and it’s all I’ve thought about since you talked about it here just a couple minutes ago. You were saying about like people who have the wrong impression of like, “Hey, we’re at 20,000 agents. Say we get to 100,000 agents. That’s 80,000 agents that we are going to get to.” So that would mean only 1,000 agents have the opportunity to get, what is it, 80 people or something like that, right? It’s very low.Kyle Handy:Well, I started thinking about this back in my mind. And if you do this, the math right, and we got seven levels above everybody, wouldn’t technically like say we add on 100,000 agents to eXp. Would that almost be like adding on 700,000 agents? And if so, then you would actually use the numbers and say like, “Okay, so out of 700,000 agents, that means, now let’s just say we take 1,000 agents. 1,000 agents have the opportunity to have 700 agents under them.” Is that accurate? Would you say that? Connor S.:I mean you’re always going to play with ranges, but it’s, you’re attracting in the right direction. Yeah, you guys have a lot more … Here’s the other thing that you can look at too. People are always like, “Oh man, well there’s only 2.2 million agents in North America.” Well, today. But do you know it’s like the tides of an ocean? Every single time the tide comes in, every single year that you have a new crop of freshman agents, some of the best producers coming on your team have not even decided to get the real estate license yet guys. Two agents on my team that are probably going to hit icon status their very first year in the business. Think about that. Connor S.:So there’s going to be continuously … I don’t know. Kyle, do you know how many new agents join the real estate nationally, get a real estate license out of … Not that you’ve seen the data on it, but I’d assume.Kyle Handy:Yeah, I don’t know. Connor S.:But guys, you’re going to have people exit the business and coming out of the business so it’s not a static number. You can’t keep … When you put boxes around yourself and limitations of especially false information which is what people are doing. They’re creating frustration out of fake information that’s not even real. You know what I mean? It’s like they think, “Oh, this is my opportunity. It’s limited to this,” when really it’s this.Connor S.:Guys, there’s going to be people coming in and out of this business. We’re open up to other countries. You need to focus on one thing. You need to put a goal on your wall that says, “I’m going to go get one agent.” Stop trying to get to 500. Stop trying to get to 1,000. Just go get one. Go find an agent. And then when you find that agent, look at your same goal before. Go find one agent. And if you keep finding one agent and they keep finding one agent, you’re going to be financially free. But if you try to go to 1,000 ages tomorrow, your brain is going to overload itself and you’re going to procrastinate. You’re not going to do anything. You’re going to overwhelm yourself and you’re going to say, “This is too big to accomplish at once, and my brain can’t handle it and I’m going to shut down and I’m going to overload and deboot.” So you need to chunk your goals down.Connor S.:If you’re having a hard time talking to people and going out and working with people, it’s because you’re trying to do too much at one time. So back your goals down. And if it is all the way down to I’m going to talk to one agent today and that’s it, that’s how small you need to make your goals. And then as you get better and better and you have more confidence because you’ve talked to more people and you guys start talking to more different agents from more different company, as you talk to more different agents and all these different company models, you’re going to see we have a diamond compared the rest of the industry. We are giving the single biggest opportunity ever.Connor S.:And as you start … I’ve seen half of agents on my team, as they talk to more people, they see our model compared to all these different companies, and as they compare it to more, they see it’s better than all of them, they start to build more confidence and because they’re like, “Oh my gosh, we’re better than all these people. I’m giving the best product in the marketplace and I’m getting paid well for doing it,” and then they have more energy to talk to more people. So the confidence builds on itself.Kyle Handy:I love it. Well guys, hey, we’re at the end of the call here. So I wanted to just see is there any questions anybody’s got for Connor while we’ve got him on the call? We’ve got about a couple minutes left. If there is any questions, feel free to put them in the chat or unmute your mic and feel free to ask any questions real quick.Connor S.:Come on guys. If you can’t ask a question in a private conversation with friends and peers, you’re never going to talk to an agent or stranger in public. Let me just bring this up because right now, look, okay, go back to self-esteem. Connor S.:Why do only so many people on this call have their camera off? I know the one that does, Tim, he’s the only one on here, he’s actually building a team. People that turn their camera off don’t want to be seen by the public. And the reason why they don’t want to be seen is they’ve lost their self-esteem in themselves because they don’t want people looking at them. Some of them it’s not legitimately. Some of them are doing other activities right now and don’t want people to see it, which is fine. Connor S.:But guys, like if you’re scared to show your face in a private setting and you’re scared to ask a question because you want people on here have questions they want to ask. I have questions I want to ask Kyle. I love questions I want to ask to a lot of people on here. But if they’re not going to ask questions in a private setting, how are they going to go out there and build a business, right? If you’re scared to voice your … Does that make sense guys?Kyle Handy:Absolutely. Absolutely.Heather:Don’t really have a question guys, but I do have a comment. I was getting dressed and putting on my makeup, just to let you know. I came from the gym. So that’s why I had mine off. But anyway. I do want to say this. Heather:I value you guys a lot. I’ve been taking a lot of notes, just kind of taking it all in. I feel like my next step, I reached out to one of the guys up the line from me a couple of levels and I’m like, “Hey, I need to talk to you about my processes because I’ve got a few things in place that I feel like I’ve got holes in my boat. I don’t feel like I’m getting where I need to be because I don’t think I’m walking through the steps in the way I need to. I mean, like I’ve got it at a base but it’s kind of disheveled.” For me, I think that’s my next step. So not really a question, but just sharing that with y’all.Kyle Handy:That’s huge. Thank you.Jerome:Curtis does, he’s doing database fundamentals, and it’s also like in the workplace … [inaudible 00:52:58] workplace. The two recordings for last week and the week before are there too Heather for database fundamentals, so you can use that.Heather:Okay.Jerome:I’m in Eastern time, so it comes on 12 o’clock, like I’ll be there too. But as far as your database, you can use that. And they are recording them and putting them in the workplace cloud. I’ll put a link in the chat to the-Kyle Handy:I appreciate that Jerome.Heather:Thanks. Appreciate it.Kyle Handy:Awesome. Awesome. What else?Catherine:Okay. Hi. Hey. I just wanted … Can you her me?Kyle Handy:Yes.Catherine:Can you hear me? Hey, I just wanted to thank you. That was so motivational. I am born and ready to do my … to start getting the revenue share people coming in, inviting one agent, got one yesterday that is interested and I think she’d be with it. But I just wanted to thank you. Very motivational. Great. This is the first time I’ve been on this, and Ian Flanagan told me about it. Anyway. So I just wanted to say that and thanks and I’m running into another class on social media. Kyle Handy:I love it. I love it. Thank you Catherine. We really appreciate you jumping on. Guys, one of the things that I would, I could give-Catherine:Thank you guys.Kyle Handy:For help for is when you got stories, like if you’re a new agent, maybe you attracted your first agent or maybe you even just got your first agent to a presentation, I would love to hear from you guys because, I mean, that’s the kind of stuff that I think motivates people too. Kyle Handy:Of course me and Connor, we can talk and say some things that are great, but at the same point guys, I remember when I was first starting out at eXp, the things that really motivated me was when I heard somebody at the same level as me just starting out, and they went out and got their first agent and they kind of told the story around it and like what was, what happened to do that. That was so encouraging and motivating, give me ideas sometimes. Kyle Handy:So feel free guys. That’s what these masterminds are for. It’s not always just going to be myself or Connor or some other speaker talking. We want this to be a collection to where we are all getting together as a group, building each other up, sharing great testimonials, sharing great stories, and really kind of helping one another out and building this great sense of community. Kyle Handy:Now I really appreciate you Catherine for coming on, talking about that. Heather, thank you so much. Jerome, and you’ve always been on this call and providing great stuff now. Tim, you’re my boy man. You’ve been here for … since we’ve started these things, so thank you so much. Yeah, guys, really appreciate everybody and taking the time out of your day to be on these. Yeah, if there’s anything we can ever do, let us know. Connor, did you want to say anything just to wrap it up?Connor S.:I’ll give a couple of little things here. So in the chat Silvia’s talked about people [inaudible 00:55:49], motivate, engage. Guys, a lot of your disengagement issues are because you didn’t follow the best practices when they came into the company. You didn’t sit down with them and build the relationship immediately. You’re focused on going out there, continuing to build your relationship.Connor S.:So the first thing that comes, sits down, is you need to start building a stronger relationship on the front end and making sure these individuals understand how to get their eXp enterprise, understand how to have the basics down, and kind of just put it, keep it in the right thought process so they don’t think incorrectly. Like we just said, don’t take the math test if you can’t pass the math test. So things that we’re talking about like this, showing them that they have more time. Connor S.:The other thing is, guys, it’s so crazy to me how many people’s goal and real estate investing was to get to $5,000 monthly rentals. And then they see Rob Fleck making $600,000 a month and they come to eXp and they’re like, “Okay, all of a sudden my life goal in business is now I’m going to make $100,000 a month,” and they’re six months in and if they’re not … like $10,000 a month. They’re like, “Oh my gosh, I can’t do this. I missed the opportunity or something.”Connor S.:You guys need to set smaller goals. Do you realize six capping agents will buy your house for you? Of 16,800 that’s $1,400 a month which is what most people’s mortgage is that I’m working with. You don’t have to do this all at once. The faster you go, the better, but chunk your goals down, forgive yourself, stop being so tough on yourself, because when you beat yourself up, you’re telling yourself that you’re not good enough to do this. And most people don’t go out and build the skill sets to do it. They just keep beating themselves up and so they never get off the ground.Connor S.:The main thing that y’all need to probably be working on is persuasiveness and working on your communication skills, working on understanding how to communicate better. And this is with all your businesses. So persuasion and the ability to influence people is one of the single most important skill sets to have in business. And most people have never read one single book on communication, NLP, psycho-cybernetics, body language, communication, sales, any of these topics that are the only thing that matters in business. So you need to start going working on these things. And the more … Connor S.:Ian’s got a book called Fanatical Prospecting which a lot of people are reading right now. There’s lots of good books out there to get you in the right process to understanding how to set appointments and set your stuff up. The other thing is guys, a lot of you are struggling because you’re not setting yourself up for success. You’re meeting people at noisy environments. You’re showing up late to presentations. You’re not getting people the information to ask in a timely manner. You’re setting appointments too far out. You talk to someone on Monday. They say, “Oh sure. Let’s meet on Saturday.”Connor S.:If you’re booking appointment a week out, guys, just go ahead and count on they’re not coming. Very few, very, very low conversions when you set appointment more than 48 to 72 hours out. Too much time for excitement to drop from when you peak their interest. So once you talk to someone, you should get them to a presentation as fast as possible. Speed and efficiency, and this is huge, because it’s based off of motion energy. But I have all the time. People trying to set appointments like a week out and then they don’t come in, or they miss the appointment, it’s because you set an appointment a week out. Be working on your communication skills. That’s the main thing. Kyle Handy:Well, cool. Well, hey, speaking of setting appointments guys, just remember we’ve got the Tuesday Executive Overview tonight. Use that as an opportunity for you to invite guests to it. It’s the eXp presentation. It’s about an hour long. It’s from 5 o’clock to 6 o’clock Central Standard Time. All you have to do is go to Tuesday Executive Overview to sign up and then it’ll send them an email with the instructions on how to join that meeting. And even if you don’t have a guest, I encourage you guys. Get on those calls because it’s motivating just to hear the presentation, talk to … Because we have different people that do the presentation. Hearing what they say about different topics, hearing their story. So I always encourage you guys, get on that call, invite guests to that call. And it’s today. You should have all day to kind of set up people for it. And like Connor said, don’t set it up for next week, set it up for tonight.Kyle Handy:Well, thanks again everybody for jumping on. I will put the recording of this on my Patreon page. If you just go to patreon.com/kylehandy. You can see there’s Agent Attraction. It’s here that you can sign up for. It’s like 4.99 a month. And you literally get access to all of the past Tuesday Executive Overviews that we’ve done. Kyle Handy:I also got some amazing extra trainings at Work Tuesday Executive Overviews. I’ve got like Jean Frederick trainings and stuff that I’ve put on there that you get access to as well. Plus, then moving forward, you always have access that afternoon to the recording for that day so if you miss it. Kyle Handy:Anyways guys. Thanks again so much for being on this call, really appreciate y’all’s contribution. Appreciate Connor your contribution. Thank you so much. I really respect everything that you’re doing, people that you’re trying to help and that you are helping. Anyways guys, if there’s anything that any of us can do, just let us know. But have an amazing Tuesday and we’ll talk to you next week.Connor S.:Kyle, let me have one more …Kyle Handy:Oh, go ahead Connor.Connor S.:So guys, the more you know, the more you’re going to grow. And the reason why a lot of you are not talking to more agents is because you don’t understand the business model well enough to explain it, so you don’t go talk to anybody because you don’t want them asking questions because you you know don’t have the answer.Connor S.:If you’re new in this and you’re trying to figure out how to get this going, hop on Kyle’s calls at the end, the last 15 minutes. You don’t have to go sit the full presentation. Now, I think you should. I think everybody should see at least 30 full presentations by multiple different people so they really learn through repetition. Hop on these calls at the last 15 minutes because that’s when the question period is starting. Connor S.:So just set a calendar, hop on Kyle’s call at the end because this is like hopping in the football game on the Cowboys field. You’re in the game. You’re watching these individuals. Ask Kyle questions. Kyle’s a top guy in the company. You’re watching them overcome objections and answer questions that you’re going to have asked to you live time in the business. And so you can just spend 15 minutes here, 15 minutes there, 15 minutes there, and you’re getting the best condensed real-time data because this is actually happening. Kyle’s actually trying to attract these people. This is actual real agents looking at the business model. You’re in the game. Connor S.:So the more you kind of see that and the more you understand how to overcome objections and the more you understand the questions that are going to get asked to you, the more confidence you have that you know you’re going to be able to overcome them. So naturally you’re going to have more energy and excitement and more self-esteem to go talk to more agents. That’s what I’d urge you guys to do, is to get on those calls at least at the end when it gets to question period and just to kind of see how they’re overcoming these questions that get asked. Kyle Handy:I love it. Thank you so much Connor. All right guys. Well, y’all have an amazing day and we’ll see you here soon. Take care. Bye everybody.Kyle Handy:Welcome to the Agent Attractors podcast. My name is Kyle Handy, and this episode originally aired on my YouTube channel, Agent Attractors.