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Rich Tomasini: How He Built a 700 Agent Team in 2 Years

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by Kyle Handy       Updated July 30, 2020

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For today's post, I interview Rich Tomasini out of North Carolina about how he grew his real estate business to over 700 agents in less than 2 years at eXp Realty.

Rich talks about why he decided to make the move to over to eXp Realty and how it has impacted his life, both business and personal.

Some of the topics Rich covers are being relentless, consistent, and getting on the phone.

He talks about lunch and learns, events, and even gives some amazing scripts on inviting.

Listen to the podcast

One of the highlights of the call is how Rich explains the eXp Realty business model.

3:28 - Rich talks about why he made the move to eXp Realty

8:08 - What the eXp Realty business model has done for Rich's life today.

8:50 - How Rich was able to effectively retire after 10 months at eXp and now focuses on being an entrepreneur.

10:00 - The perfect blueprint for being successful at agent attraction at eXp Realty.

12:26 - Rich's simple system of connecting with agents

14:20 - How Rich splits his time between growing his personally attracted agents and helping his organization grow

16:08 - Rich explains the eXp Realty business model as a 3-lane highway (MUST WATCH)

23:10 - Discusses the upcoming opening of eXp Realty in the United Kingdom and how that came to be

Connect with Rich:
Facebook - Rich Tomasini
Instagram - Rich Tomasini
YouTube Rich Tomasini

Transcription:

Rich Tomasini:
I consider all antiquated real estate firms like being a buyer's agent. You're as good as that one person in front of you. You can't leverage yourself. But eXp's like being a listing agent. You can have 50 listings. And those neighbors are talking to neighbors, and people are talking to people. So you can really compound it in a much greater way.

Kyle Handy:
Welcome to the Agent Attractors podcast. My name is Kyle Handy, and this episode originally aired on my youtube channel, Agent Attractors. Very good, guys.

Rich Tomasini:
Yeah. Absolutely, Kyle.

Kyle Handy:
Well, cool. Well, guys, we'll kick this thing right off. No need to delay, especially with all the complications we've already got with our mobile and all that stuff. So we're going to get kicked off. Today is the Tuesday Mastermind. We've got a special guest here on the call today, good friend of mine, Rich Tomasini, out of North Carolina, Charlotte, North Carolina.

Kyle Handy:
Now Rich, we've met through eXp, and because of that, I've also followed him a lot on Facebook. I'm a big fan of everything that you got going on. I love the videos that you do. I'm a subscriber to you on YouTube, and some of those videos you put out, geez, they're really well crafted, really well thought out. But the funny thing is, I know because I've talked to you, is you're like, "Man, well I do those in a couple minutes." They're like one take, and you're just so natural with all this. But I'm a huge, huge fan of yours.

Kyle Handy:
But Rich Tomasini, welcome to the call, man. If you would, tell everybody maybe a little bit about yourself and about your family. I know you've got a great, beautiful family, and start there.

Rich Tomasini:
Yeah, thank you, Kyle. Appreciate the kind words. So yeah, I've been in real estate for like 21 years, and I started as a real estate appraiser, and then I flipped houses. And then when I moved from South Florida to North Carolina, I got my license in 2006. And so I went through the downturn, and I did over 100 short sales, which turned my hair completely gray. I've got my wife that was a very, very close friend of mine before we started to even date. So we've been pretty tight for a long time, and I've got a little boy named Ronan, who's going to be three years old. And despite the fact that I'm turning 42 next month, I've got a five week old baby. Guys are buying Ferraris at midlife crisis. I'm reproducing. I don't understand it, but it's fun.

Kyle Handy:
I love it. I love it. Yeah, I saw the pictures of your newest baby boy, man. He's adorable.

Rich Tomasini:
Yeah. He's a little [inaudible 00:02:42].

Kyle Handy:
Congratulations, man. And so, now the other cool thing too, I know that you also are kind of a car guy. You're into some of the older cars. I saw that ... Tell me a little bit about that car that you got. It's like a custom ...

Rich Tomasini:
Yeah. So I've had probably over 80 cars. It's like an addiction.

Kyle Handy:
Holy ...

Rich Tomasini:
Yeah. If there was a support group that I could go there and just say my name and listen to the circle of people talk, I'd be in it. I've got a '32 Ford right now, looking at a '61 Impala. I'm a old muscle car guy. A lot of people are into super cars, especially the younger guys. They're in the Lambos, and Ferraris, and McLarens. But for me, man, I like '50s and '60s the best.

Kyle Handy:
Oh, I love it, man. Well, very cool.

Rich Tomasini:
It's nice [inaudible 00:03:34].

Kyle Handy:
Sorry. Yeah, I guess we're having a little delay, but yeah. No, that's awesome. And now tell everybody a little bit about kind of your getting into to eXp Realty and maybe how that came about. You'd said you'd gotten your license in 2006, so you'd been doing it for quite a while. You'd had some success, went through the downturn. But then what most recently happened before you joined eXp that got you looking at this opportunity, and how did that all come about?

Rich Tomasini:
Yeah, that's a good question. So like up here ... I live in Mooresville, North Carolina, which is like a little resort type area called Lake Norman. We're about 30 minutes North of Charlotte. And I ran ... I was in the top 1% of our MLS as far as [inaudible 00:04:19], 12,000 [inaudible 00:04:25] at this level. And I think I was 39. I had just turned 39 at the time, and I'm 41 right now. So I was kind of like right at the crossroads my life, I think, because 40 was coming up. And I'm like, "Listen, I'm going to have to do this for another 20 years if I don't take a chance on something."

Rich Tomasini:
And one of my biggest competitors, Bill Price, who is now my sponsor at eXp, came over to my house with a bottle of wine, allegedly the oldest bottle of wine he had in his cellar, and kind of broke this model down from my wife and I. We were looking at it. And I'm not a very indecisive person, so I pretty much broke it down to two simple things. One, this is probably going to be a total failure, because I've never even heard of eXp, and I would be like the first agent in Mooresville to be over at eXp, or second. I don't know what it was. I think probably at that time, probably first. And then number two, [inaudible 00:05:24] who happened to sell in real estate. So my old company, whether I left on good terms or not, would have had me back if I walked in there in a bathrobe, just because of production.

Rich Tomasini:
So I had no downside, Kyle. I was like, "Whatever, let's try it out." And so over the last 22 months I've been here, I grabbed my team of three. We were doing a little over $40 million of real estate production in 2017 when we came over. And I grabbed my team of three, and I added about another 43-44 agents to it, because this platform is like the Aleve of headaches that you have in the real estate business. And I didn't want to be greedy and keep it all to myself. I knew a lot of people that needed some stock, and residual income, and lead generation, and better education.

Rich Tomasini:
So the model fit a lot of the pain points people were having. So I talked about it, and I added two or three agents a month pretty consistently, frankly. And now I've got 46 agents that I brought over that has scaled and turned into about 700 total agents in three countries. So the cool thing about eXp that people don't understand is that you can't scale ever like you can scale at eXp. I consider all antiquated real estate firms like being a buyer's agent. You're as good as that one person in front of you. You can't leverage yourself.

Rich Tomasini:
But eXp is like being a listing agent. You can have 50 listings, and those neighbors are talking to neighbors, and people are talking to people. So you can really compound it in a much greater way. And that's what we all do. We start off. We want to be buyer's agents, because we watched enough House Hunters International to decide to get our licenses. And then you're like, "Okay, I can only work one client at a time. And some people just like to house shop, so maybe I should be a listing agent," so you can start branding yourself. And then you become an owner, and you're like, "Okay, now I have to go out there and bring agents over." And eXp has a system in place where when you bring agents over, it gives them the same exact incentive that you have to grow, so you grow faster.

Kyle Handy:
Yep. I love it. And I know that he was kind of breaking up right around when he said this, guys, but over 700 in his total organization, which is just amazing. And how long now total? You've been here what? A little less than I have, I think, total time, total months.

Rich Tomasini:
Yeah. So my anniversary date is september 1st, and that will be two years.

Kyle Handy:
All right. Yeah, you're just under two years.

Rich Tomasini:
So yeah.

Kyle Handy:
Yep.

Rich Tomasini:
Yeah, just under two years. And yeah, 700 agents. And I'm growing about 50 agents a month.

Kyle Handy:
Wow.

Rich Tomasini:
So it just matters on what month you ask. So we have projections. When we first started growing, we were growing at like 12% or 14% per month because we were small. So that number could be skewed very easily. And then the bigger that we get, we're probably more around the 8% mark. But we are the number one ... When I came over here, we did $60 million in our MLS the year that I came over. And this year, we're going to do $1.2 billion is our projection.

Kyle Handy:
Wow.

Rich Tomasini:
So we're the number one production in our Charlotte MLS.

Kyle Handy:
Wow.

Rich Tomasini:
So it's a lot more than just me. it's just great agents that I was able to speak with. [inaudible 00:08:25] were able to speak with, and that's the one [inaudible 00:08:32]. My God, I've never been surrounded by such talent. And this platform really encourages it.

Kyle Handy:
That is awesome. That is awesome. So now and tell me, in terms of kind of like what that looks like for your life now, how does your life different from what it was two years ago to what you're doing today? Are you still selling quite as much? Are you doing different things? What's changed in the last two years now because you've got this big organization?

Rich Tomasini:
Great question. So anxiety is the first thing that comes to my mind. I no longer have anxiety, because on the 22nd of every month, we have a revenue share that's twice what the average realtor makes in the country coming in, whether I'm selling a ton of real estate or I'm moderating my work hours a little bit more. So at this point, it took me 21 years to not be able to [inaudible 00:09:30] retire. And 10 months at eXp, and I was able to make enough income to where we could retire and save probably 50% of our income. So my life is radically different. I don't sell real estate at all anymore. I spend a lot of time making waffles and throwing my oldest boy in the pool. I cut my own grass and drink two or three cold beers while I'm doing it. It's a different life.

Rich Tomasini:
I retired my parents last year, so life has changed beyond what I could convey to you, but it's wonderful. Most importantly, though, my job ... I haven't stopped working, I'm just working on being an entrepreneur for a change, because you get so caught up being a technician, that you ignore the entrepreneur that we all wanted to be. That's why we all started our own S-Corps, and LLCs, and sole proprietorships. But you don't have time because you're servicing clients. [inaudible 00:10:23]. Now I've got time to even think about that. So it's good.

Kyle Handy:
That's good. That's awesome. That's awesome. And then now share with some people, because what have you done to necessarily, to have that level of success so quickly? What's kind of been the formula for your success?

Rich Tomasini:
Okay. So there's a few bullet points. I don't know how many, but there's a couple things that we found that are probably the perfect blueprint to do again. So the first thing that we did is that we were relentless. So I don't know if you can teach that, but we were consistent. Every single day, we made outgoing phone calls. I'm pretty good at time blocking. So the first thing I did in the morning from like 9:00 till 11:00 was I went on the offense, and I didn't respond to text messages, emails, social media, or anything, because I needed to be focused on advancing the ball.

Rich Tomasini:
So we went on the offense every day. We created a lunch and learn up in our town. So we were able to give [inaudible 00:11:20] an invitation, and [inaudible 00:11:25] no tolerance. I have no tolerance for someone to sell me something over the phone. So we'd say, "Hey listen, you've got to eat lunch anyway. Come take a look at this model. It's revolutionary. It's changing the way things are at. And you're going to see this model blow up, and you're an early opportunity person here. You can take a look at it and reconcile if it's good for you or not." Then we created Zoom calls, where we were explaining eXp on Zoom calls for people who didn't want to be seen in public, or for people that were out of our area.

Rich Tomasini:
Then we created large events every quarter, so we could assemble and be face to face, because having a virtual real estate company sometimes can leave you short on that belly to belly interaction. And we like that. So not only did we encourage the big events, but we created leadership panels. And in addition to that, a bunch of us open up offices. I'm in one of my offices right now. We have offices all over the country, but seven or eight alone in Charlotte. So this is a brick and mortar friendly company. That's a misnomer.

Rich Tomasini:
You just don't want to pull it out [inaudible 00:12:24] of your check if you don't need it on the side. So those were a lot of things that we did. Most importantly I think, though, of all of those items, is going on the offense and making phone calls to agents that you're intimidated by. I think a lot of people avoid the big names because they don't want to get rejected from the big names. But the way I looked at it was I only want to be rejected by the big names. I don't want to be rejected by the person who sells $800,000 a year, because that makes me feel even worse. So ...

Kyle Handy:
That's awesome. That's awesome. And now, tell us too, so outside of the systems of building a lunch and learn, or a webinar, or a Zoom call type of thing, what other systems? Do you use a database? Do you use any kind of apps or tools that maybe help you stay organized or keep you time blocked?

Rich Tomasini:
Yes. Okay. So I'm so glad you asked, because the lowest common denominator of your audience is going to like me. I am totally unsophisticated. So I have a yellow note pad, and I throw down names by there and I test them out. And I scratch them out in one color if they're a no forever in my opinion. And I scratch them out in a different color if they're a no for now. And then I go back and I revisit that yellow notepad, which I've got stacks of them now, and I just go through that way. I don't put them in a crm. I do connect with them on social media. We created our own Facebook page for our group so we can share content.

Rich Tomasini:
I turned everybody on to my YouTube channel so I can explain the model for you, and all you have to do is share it. And then once you become well versed in the model, we can put your face and voice on there, which I'm just starting to do now, two years into this thing almost. I shot a video for [inaudible 00:14:06], who's one of my all stars. She's got 200 people underneath her in a year and a half. And then I shot one for Barry Pulver, who opened up the UK with Adam Day. He's one of my direct agents here [crosstalk 00:14:17].

Kyle Handy:
Wow.

Rich Tomasini:
So I wanted to show people how to lead here, and then I don't want to lead, I want them to lead.

Kyle Handy:
Exactly. Yeah. Well, that's a good point. And that actually kind of brings me-

Rich Tomasini:
I want to just kind of be on the back end. Yeah, I want to be the [inaudible 00:14:32] party, not the lead actor.

Kyle Handy:
Yeah. No, absolutely. That's what this whole model allows. And why would you not want to take advantage of that. So yeah. It kind of leads me to my next question then. So how much of your time do you focus on building your personals, and going out there and really building your front line, versus going out there and kind of helping your organization duplicate and do the things they need to do?

Rich Tomasini:
Okay. So that's a moving target, because in the beginning I spent probably 90% of my time trying to build my personal line. And then as your number gets bigger, it's important to support the people that you bring over so you're not making fake promises, which detracts you from being able to grow. I've noticed two things have happened in the group of people that are really, really killing it at eXp, is one, they all stop growing on their level ones as soon as the support staff usurps that time. So at this point, I probably do one or two outgoing calls a month for level ones, which is embarrassing. I need to step [inaudible 00:15:31].

Rich Tomasini:
Then the rest of my time is on supporting my level ones and twos. I try to build my level ones to where they support my level twos, but sometimes not all of them are interested in taking on that. So I can control my ones and twos. I have 46 level ones. I've got two in the pipeline right now that are signed up. And then I've got 180 level twos. So that's about as many people as I can manage with any level of competency. After that, it has to be through social media and videos, and stuff like that.

Rich Tomasini:
What I try to do is spend most of my time talking to people that have really, really influential people on the line that need help to get them closed. And so that's where I spend probably the majority of my time. I would say, though, if I was a bit more mindful in which I [inaudible 00:16:16]. I think I've gotten a little ... I've been doing this for a long time. But what I need to be doing is talking to at least one or two people per week, and then finding the support in the other hours of the day. And it doesn't take very long. I could call five people in 10 minutes. It's very simple.

Kyle Handy:
Well, that's awesome. Yeah. And it's funny too, because I want to kind of get into ... I'm sure some people that don't know you, they probably have seen this video. But this is something that's just stuck with me, and you probably, whether you know it or not. I actually use this kind of analogy whenever I talk to people now, and I wanted you to actually give it in your own words because you're the one that kind of crafted and created it, in my opinion.

Kyle Handy:
But how you explain it with the analogy of three lanes. I think people might need to hear this script from you because if you're talking to somebody, most any agent who has any kind of business bone in their body, I think this analogy really will hit home with them. And explaining it this way is way easier to kind of explain it to somebody and have them remember. But if you would, just give us maybe a couple minutes about how you explain eXp Realty to the average agent out there.

Rich Tomasini:
Yeah. It's a lot to unpack, Kyle. This model has got a lot of stuff in it. And if you don't have it structured, it's just endless talking, and people start to blackout. So because I'm a car guy, it was an easy analogy for me. So like if I had to drive from Florida to Maine, I could drive on one road, or I could drive on a highway, which has three lanes at least. So why not drive on the highway?

Rich Tomasini:
And the way that I break this down is that we have lane one, which is what we've all done forever, is selling real estate. You're a hamster on the wheel, and you go as fast as you can until the interest rates go up, and then you're at a construction zone. Or you go as fast as you can, and then you get a speeding ticket because you're about ready to have a nervous breakdown, and you [inaudible 00:18:13]. Or you go as fast as you can, and the market crashes, and you run out of gas, and noww you're pushing the car. So that's lane one.

Rich Tomasini:
So it's [inaudible 00:18:23]. At eXp we [inaudible 00:18:27] to you to concurrently make auxiliary income while you're focused on lane one. And lane two is stock. So when you close your first transaction every year, you're going to have a first transaction every year, eXp gives you stock. When you cap, which this company has been so giving to give us, we cap at $16,000, unless you're a team leader, then your agents can cap at $8,000, or if you're a mega team player, then your team can cap at $4,000.

Rich Tomasini:
So to have such a very small little cap to where they graduate to 100% is an awesome thing. And if you're a solo agent, you come over here, and you have a $16,000 cap, that means you got to do about $2.7 million of production, and you cap and you go to 100%. So when that happens, eXp gives you more stock. eXp also gives you stock where you can take 5% of your commissions and buy it at a 20% discount. Now the stock has gone from $2.87 when I came over in September of 2017 to $10.50 a share right now. So [inaudible 00:19:29] 20% discount. That's not been a bad experience for me so far.

Rich Tomasini:
So you get that stock, and then when you bring an agent over, there's a mentorship relationship that goes in there. And eXp understands that and rewards you, and they give you stock when the agent that you bring over closes their first deal, because they knew that was the toughest one. So you've got lane two, which is earning stock. And imagine when you're driving from Fort Lauderdale to Maine, or Fort Lauderdale to Seattle, how important that stock is on that long ride.

Rich Tomasini:
And then you have lane three, which is revenue share. And that's where you're able to link up with any agent anywhere in the country, and now Canada, and the UK, and Australia. And you're able to have them work together on your team underneath you. And that creates passive income, because now you're not ignoring the entrepreneurial side. And that's the lane that's going to build you residual wealth to where you can get off the highway, and go fishing, or go play with your grandkids, or go travel, or just lay in your backyard [inaudible 00:20:30], whatever you decide to do.

Rich Tomasini:
But that lane three is very, very important, because if you think about it, how much real estate did Gary Keller sell? Who cares? Who knows? Or how about Dave Liniger for Re/Max, or Caldwell Banker, those two guys, how much real estate did they sell? No one remembers the top producer of every company that exists. They remember the owners. So if I'm a race horse, which I've been, I want to race with other race horses that are the best. I want to be at the Kentucky Derby. And the ownership pool is a very fun place to be. It's a competitive place, and it's a hard place to carry your weight, but that's where your legacy will ultimately be built, professionally speaking. And we have that here for $149 as soon as you start eXp.

Kyle Handy:
Man, that is huge. So guys, watch that on replay like 5-10 times. The way he explains it, that took maybe a few minutes, and he didn't have to go into detail. I think so many of us sometimes, that's our biggest fault is that we talk way too much when we're trying to explain this business model. And I think what you just did right there, you give them enough to, hey, give them some intrigue. And then I assume at that point that's when you're inviting them to like a presentation, or a webinar, or whatever it might be after that. Is that correct?

Rich Tomasini:
Yeah, absolutely. It's like being on your first date with your wife and you tell them your entire childhood story. It's like, "Oh, too much." She's not even interested.

Kyle Handy:
That's great.

Rich Tomasini:
So yeah, I want to talk based on things that are actually real and raw. I'm not a polished presenter. I'm not a person that wants to get into the minutia. I don't care if I have a D personality type in front of me or I have a C personality type in front of me. There are certain basic common denominators that we have that need to be addressed. And one is how in the heck do you retire out of selling real estate? We make too much money [inaudible 00:22:20] business. That's [inaudible 00:22:23]. There's no retirement plan.

Rich Tomasini:
And then the other thing is, is that there's a disproportionate value proposition going on. We're bringing business to a firm that's often not giving us business. So that's not right. Kyle, the last time you went on vacation, what happens to your cell phone? It blows up, right?

Kyle Handy:
Oh, yeah, absolutely.

Rich Tomasini:
And then you're on vacation doing business in a different location, and your wife's rolling her eyes at you-

Kyle Handy:
Yeah, exactly.

Rich Tomasini:
... because you're not being present with the kids.

Kyle Handy:
Yeah, exactly.

Rich Tomasini:
I don't care what personality type you have. We've all dealt with these problems, and there's a solution finally out there. And if you're not curious, then this isn't a good model for you. But if you're curious and you want a better life ... Like if I could eat pizza and lose weight, why would I not eat pizza? Here at eXp, you're going to sell real estate. No one's getting in your way. Actually, we're putting the wind at your back. We're going to give you kvCORE. We're going to give you Workplace. We're going to give you 35 hours of live education. We're going to give you aggressive commission splits. We're going to give you immediate support in the cloud from 9:00 AM until 8:00 PM Eastern Time.

Rich Tomasini:
We're going to assume [inaudible 00:23:25] apps, and data, and all kinds of stuff that we have in beta programs. We have all of that stuff we're going to give you. We're also going to give you stock. We're going to give you an incentive to grow your team, and we're going to give your team an incentive to have an exit plan. We're going to do all of this thing while you're doing one thing. So what you're pretty much telling me is, is that you don't want more. Okay. You don't have to more.

Kyle Handy:
I love that. I love that. Well, cool. Well, tell me a little bit too, because I do think that's an exciting dynamic too, as far as what's going on in the UK, and actually how that has transpired with that being part of your ... in your organization. So maybe if you can shed some light on this call, some things that maybe we don't know or maybe we should know about what's coming up.

Rich Tomasini:
Yeah. Okay. So Jason Gesing, which was our CEO, and possibly my favorite person at eXp, I love this guy, he created a forum because he's in charge of growth, called International Conversations. And I've got Barry Pulver, an amazing guy, lives down the road from me. He came over as a direct level one. And he's got a British accent. He's from England, and he knows people. So I got him involved in that conversation. And I think what separated us from other people that were having conversations was that we had a monster, monster whale of a person that was capable of spearheading this in a way that was techie, and well liked, that this wasn't his first rodeo, and his name is Adam Day.

Rich Tomasini:
So that conversation manifested from that Workplace conversation, and Jason Gesing, and at the time glenn sanford, and I think Dave Conord's been a recent add on, started working out the logistics of this with Adam Day. Barry Pulver has done 100% of the work. I have done 0% of the work. I'm aware of what's going on, but this is his baby. I've just supported him, but this is his doing there, that had to work with the infrastructure of this company to figure out ... They don't use the word real estate in England. They used estate sales. And they're not 1099s, they're actually W2s.

Rich Tomasini:
And there's a lot of leasing going on. There's a currency change. There's a difference in the way that business is done. There is no multiple listing services out there. So there's a lot of logistics that needed to be covered that the upper leadership of this company had been working through for months. I'd say this has been five or six months dialogue. And they brought Adam Day over as an employee in the middle, at the beginning of this, to help figure out a structure. And they're going to do a soft launch in fall, and a grand opening, I think, probably january. These are target dates for the UK.

Rich Tomasini:
So that's how that worked out. And right now, we are pretty much going to be everywhere in the UK. As long as you have an internet connection, you can work in the cloud. And then Australia was concurrently happening with [inaudible 00:26:30], who's a very nice guy. We're talking to some big people in Australia as well. But what's so magical about this conversation is that you don't have to know everybody. You just have to know somebody else that knows different people than you know.

Rich Tomasini:
And that's why the scalability and compounding growth of this company ... We're the fastest growing real estate company in the world and in the history of the world. And it's because everybody knows somebody. And at eXp, we're all out there on our surfboards surfing the same wave, financially linked together, and helping each other have the best experience possible. It's a really genius model.

Kyle Handy:
I love that. I love that. Now maybe share too, because I'm sure there's some things that you read, or research, or follow, or subscribe to. What are some things that kind of you learn from on a daily basis? And I will say, I'm sure that part of this answer might be the fellow eXp agents that you surround yourself with. But in addition to that, or maybe who those people are so people can follow them, where if people are just looking to try and learn more and get this great knowledge that you've got, and the things that you've learned, where do they get inside your head to start learning all the stuff that you know today?

Rich Tomasini:
Well, I don't highly recommend this, but you can go to my YouTube channel, which is Rich Tomasini, and listen to what's going on in my head, because I don't do two takes. I just free flow of whatever's on my mind. Unfortunately for me, I actually formulate my opinion sometimes while it's coming out of my mouth. But that's the way that I'm really able to do my best critical thinking is in real time. I don't know what's wrong with me, but there's a panel of people out there that could tell me somewhere. So for me, as far as who am I influenced by, it's a very small group. Honestly, [inaudible 00:28:22], and speakers, and coaches.

Rich Tomasini:
I did hire a leadership coach when I came to eXp because I started to build a base of people that I was leading, and I didn't want to lead them in the wrong way. So my local coach, Dave Ferguson, he's not a big player on the national stage, although he has coached a lot of big players in the business world. He was quite helpful for me to get some framework, and he's easy to find, Dave Ferguson. And he is really, really good. He puts out a newsletter. He's been putting out some live videos. He's the guy that's kind of from the same neighborhood I'm from, so he was very identifiable for me to work with him. But outside of that, I really don't get highly influenced by a lot of people.

Rich Tomasini:
What I do do, I think, that might be maybe something that you could try out if you were open to it, is I'm very reflective. I think about things that I said, how I felt at the time, and I really do have a lot of time that I create to think about what's going on, try not to the same day too often. So like for example, today has been a day of doing tasks. I don't want to do this kind of day tomorrow. I need to do something different tomorrow. So I always think about what did I get done, and what needed to get done? And then what would be a creative way to approach that?

Rich Tomasini:
So I wish I was influenced by more people. I'm just not. I guess I listen to Joe Rogan a lot, just because I'm in my car so often, and he has some really interesting guests. So I think that being influenced through TED Talks and podcasts is a good way to open your mind on certain things. But I don't have a go to. I tried reading that book, Building an Empire, everybody keeps talking about. And I was talking to Jay Kinder, and I saw him mention it. But honestly, I can't get through half of it. It's a good book, just I don't read what I'm not totally interested in. So ...

Kyle Handy:
I gotcha. Yeah. Yeah. Well, cool. And then the last question, and I'll end it with this, is just kind of ... I want to hear what's on your mind as far as like what are your goals? Where do you see yourself by the end of this year, by the end of three years? And do you have something that's out there, even say 10 years, that's like ... What are those three kind of years look like for you, or those three different timeframes look like for you?

Rich Tomasini:
Good question. I don't know if I've thought it all the way through. I try not to plan 10 years down the road because life doesn't work that way. Things change so radically. But I think I could probably lay out three. So just from an analytics standpoint of statistics, I hope to have about 100 level ones in three years. And then in three years, I don't know what my total group will be. I have no idea. Could be thousands and thousands of thousands people.

Rich Tomasini:
But more importantly, I'm really not in this for the money. I do enjoy the money, and I like going into problems in life with extra options, and money affords you to have that. But I think there's something much greater going on in the world outside of real estate I sell and how much real estate people that I brought to eXp sell. That's an uninteresting conversation for me as a person. As a business person, it's very interesting. But as a person, I have very little interest in that.

Rich Tomasini:
What I do think, though, is that by expanding the sphere of people that I'm around, we're seeing things happen that we're starting to have a little bit of influence on. So like we had a person in our eXp organization. His wife got very, very sick, and we were able to raise some money for him through revenue share. That was helpful. And I think we could do that on a much bigger scale.

Rich Tomasini:
I'm probably just ... Because I grew up in kind of a bad socioeconomic place early on in life, I'm more the type to help our own first. I hate to say that, but my own eXp people, I'm going to make sure they're okay first. But I think that we can expand outside of that circle and do some good. And I don't know what it looks like. It could be helping dogs, or it could be putting homeless people in tiny homes, or it could be creating [inaudible 00:32:30]. I don't think we could pick a bad path that's a humanitarian venue. But anyway, that's probably it.

Rich Tomasini:
For me actually, to be very candid actually, as I think about this, Kyle, I don't want to be at eXp in that hamster wheel of, "Oh, my God. This person's got 105 level ones and I've got 90. I've got to hammer the phones." My entire goal for eXp was to get more time back, and I don't want to get caught up in the trap of competing now with all the best people in the country on revenue share. That's a game I have no interest in getting a trophy in. So if I end up falling down to 25 level ones because I stop growing two years down the road from now, that will still be plenty of money to support the one life that I'm sure I get. So I could care less.

Kyle Handy:
I love that, man. That's the first time I've actually heard somebody kind of like say it like that, and it's so true, man. You do get caught up sometimes. It's like beyond just the money. It's almost a competition. And yeah, and I can definitely see that being something that you've got to be aware of, because yeah ... Man, that's so cool. It was the first time I'd heard that. Thank you so much for that, Rich. And real quick now, Rich.

Rich Tomasini:
[crosstalk 00:33:37].

Kyle Handy:
Yeah. Are you going to be at any of the events coming up? What do you got kind of coming up as far as events, either locally or nationally, that you plan to be at?

Rich Tomasini:
Okay, so everybody's invited. We have a big event called The Impact Summit in Myrtle Beach, july 15th through the 17th. You can go on my Facebook, and I've got links up to it. And we're doing a two day bootcamp to make agents sell much more real estate. We've got the best speakers. We're flying in speakers. We're doing our own like Brent Gove event, because we were so inspired by what he does. So that's our local thing.

Rich Tomasini:
I am not going to Brent Gove's thing in August, only because I have a little baby at the house, and I've been traveling more than I'd like to. But I'll catch his next one for sure. And I always go [inaudible 00:34:18] convention, and that's it really. I definitely like what's going on out here for eXp. We've got a lot of people that are opening up doors and having cool stuff. So I'm really focused on trying to make sure our first event is one that's worthy of people's time and money. So that's where I've been focused. But down the road, I think I'll be attending everything that I physically can.

Kyle Handy:
I love it. That's awesome, Rich. Yeah. So and then as far as people to get in touch with you, you're on Facebook. You can search Richard Tomasini. It's T-O-M-A-S-I-N-I. And I saw ... So you've also got a Instagram, which you post in. I saw you posted recently to it, and that's just @richtomasini. And then of course, go check out his YouTube page, which is Richard Tomasini on YouTube, and you'll see the videos. There was two of them that I like a lot. One of them is the exp explained in a minute and 30 seconds. That one is the one where you've got your car there, you kind of explain the different lanes, and I love that one. And then the Crossroads of a successful Real Estate Career. I thought that was a cool one as well that you did.

Rich Tomasini:
Thank you, Kyle. Listen, when quality people like you are interested in some of the stuff I'm putting out, it's very encouraging for us to put more stuff out. And all I could say is listen, if you're in Kyle's organization, you guys are in very good shape. You've got a young dynamic guy who's taken a leadership role, and is trying to help and encourage, and make your vision come true, even more than his own, which is a unicorn in this business, I hate to say.

Rich Tomasini:
And so to have somebody out there doing podcasts, and Zoom meetings, and educational stuff, and supporting, is a very important thing. And that's what makes eXp so special. The platform is amazing, but the people are special, and that's what makes this company so good. My phone number is 833 eXp Realty. If I can do anything to help you at any point I will, and I will send you back to whoever's [inaudible 00:36:22] sponsored you, hopefully a bit more [inaudible 00:36:27].

Kyle Handy:
I love it. Thank you so much, Rich, for being on the call. Man, have a great week. I look forward to the next time I get to see you in person, and we'll talk to you then.

Rich Tomasini:
Me too. Thanks for having me, Kyle.

Kyle Handy:
See you, Rich.

Rich Tomasini:
See you, bud.

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

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