Brent Gove Agent Attraction Training | KyleHandy.com

Brent Gove Agent Attraction Training

In today's post, I share a training video that Brent Gove did inside of eXp World related to building your revenue share.  He covers all sorts of best practices including time blocking your schedule and the scripts he uses to attract agents.  

Prior to joining eXp Realty, Brent worked at Remax and Keller Williams.  He speaks highly of both companies but explains why it was in his best interest to move his real estate business to eXp Realty in 2016.  

Brent Gove is a top attractor within eXp Realty.  At the time of this writing, he's personally sponsored over 60 agents and has an organization over 5,000 agents.

Brent Gove:
So here's my story. I got in and signed up a 12 people immediately and in the next two months, I signed up another I don't know, 13, 14 agents. I had basically three months. I had 24 agents. I had brought to eXp Realty personally, and that just caused my business to explode. If there's any call away as agents in the audience [inaudible 00:01:50]. And then basically a subjective code is 5,000. And then my next check was 10,000. Then the fourth one, 10, and then the fifth one was 25,000 logs. And I've never made less than 25,000 a month, five months after. And he explained out a lot more. [inaudible 00:02:21] more shocked than I am. And so I'm so grateful to Gland and you [inaudible 00:02:25] the whole leadership team. It's been nothing. I'm shocked. I, my wildest dreams, I set a goal to [inaudible 00:02:34]. And then if I hit the jackpot, two or 300 agents and you know, we ended up way, way, way above that. So I don't, I'm not used to doubling and tripling my goals. So it's, it's been a great year. It's been totally awesome. Thank you.

Vicky:
That' phenomenal Brent. This probably a good place for disclaimer here right? That in no way are we making any kind of promises of earnings or anything like that with any of these statements that we made from up here. And, you know, maybe the other thing too is as we get into some of these best practices and some things to do and not to do, you know, if you are someone here in the office nice things, we don't in any way mean for this to be a shaming or anything to make you feel that really this conversation that we're having here today is really just to help act sponsors that they can hear any ESD. And we really just want folks to you know, embrace it and, and it's okay. We know that anything [inaudible 00:03:44] when it's all just because everyone's excited and we get that. And and so anything we might say from here we just don't want anybody's feelings to be hurt or feeling like we are attacking anyone or intense up here today.

Vicky:
So when you asked about the cymbal avatars and how to do that, so just a quick housekeeping. If you go up to the little weak upper right hand corner, that is where you can change to simple avatar there, which might help your sound settings there too. So okay. So now we're done with the housekeeping and [inaudible 00:04:18]. Let me ask you, when you are sharing EXP, what do you feel is the EXP? And how do you kind of hit what those pillars are and, and maybe give us some scripts. I know folks are sitting there with pen and paper to hear how it is that you explained some of these big rocks of our value proposition.

Brent Gove:
I'm going to tell you what I do and then you, but I'll basically call it [inaudible 00:04:49]. Hey, how are you? I've been talking to you five years, how are you? Or maybe they keep their open house last Saturday. Then he braked over at the open house last Saturday and I remind you how we know, or maybe we did a transaction together. She that with not much I, and then I just transitioned quickly. She will let me get to the point of why I'm talking because their time is value more. I want to respect that and I don't even want dying task. You questioned that he is a superstar blink, blink agent. Whether it's Coldwell banker, Remax century 21 whatever brand they are. Maybe it's a independent rant as a superstar, you know, really good agent. Have you, I'm dying to know you'd ever heard of EXP.

Brent Gove:
And it seems like it's a 50, 50 half the time they've heard of it. Half the time they haven't. Alright, well no I haven't. I'm like, Oh my gosh. You throw the chicken at this company neighbor. Yes. Everybody's so excited. And one of the fastest growing real estate companies in North America. If I sent you a short, whether that brilliantly explains all the values, all the opportunities and benefits of this company, would you watch it? And they say yes or no. If they say no. I said, thanks. I have a great day. You know, call me if you need anything. We were friends before, we're friends [inaudible 00:06:05]. But I said that, totally watch it.

Brent Gove:
So I think, do you bet? I said put together these slides, which I pretty much thought for me EXP a year a go. I put together a recommended a presentation slide deck. And so we'd done this. We've just gone over the slides and explain it. So things I touched lightly on the, not my area of expertise, the stuff I'm more excited about and spending more time on and my leather case about 42 minutes, I'm going to try to make a new one and get it down to 30. But I'm thinking you guys have a company slide deck of PowerPoints. Correct?

Vicky:
We sure do. Our marketing team has put together a slide deck and [inaudible 00:06:49] and sort of revise it and work at it and, and so that you can always find that on the Joel wayne.com site. And that will give you that will give you the, the link. You'll have all the slides that you need there. And then, you know, keep in mind too that when you are if you're going to do some kind of a recorded presentation that you know, if that's going to be effective, you have to have that relationship first riper. And I mean, you're not just recording this and mass sending it out to people or posting it on YouTube. I mean, you protect that reporting pretty strongly. Is that right?

Brent Gove:
Absolutely. For me personally, I like all people. I know now I may have just met them at an open house, but I know that right. I may have them at a Tom Ferry seminar or Brian Buffini or Craig Proctor from 15 years ago. Howard Britton, Star Power. I mean, somebody that's in the audience have been doing this for five, 10, 20, 30 [inaudible 00:07:56].

Brent Gove:
So what I teach people and talking to is the more you say, the worst thing goes I want them to feel watch, Hey, if I say this look or would you watch it and I just shut up. So I really don't talk to them. A company got to check it out. I let curiosity and do the rest. And they say, yes, send it over. I email it to him. So yeah, this is nothing. I have never sent it to somebody in person. Matt assay emailing back, we'll cover my opinion. I came up with 10 DASP best practices. We're attracting agents, they're like bullet points. They're really good. They're just made up by me. But I think everyone can get a lot out of that. We'll go over that in just a little bit. But mainly I have a bunch of the Logan nerve, which explains it to them.

Brent Gove:
But Vicky, to answer your question, what I tell people what may seem to be so different, and this is usually after they've watched the webinars, I don't do a lot of talking before the webinar. They will watch the webinar. We're done. I really am trying to talk. And the more you say the worst it goes, I like them to watch this power point. Slides of pictures worth a thousand words. And and so, you know, what, 15 months later, I have 1300 days in some brokers part of what I'm doing. So it's been very effective you could say.

Brent Gove:
But I do tell people it really gets down to this what makes the speed different. It's not the fact that we have amazing treating five to 10 classes a day. Other companies have amazing training. It's not the fact that we actually help you get leads through Kunversion and commissions inc. Other people, other companies do that too. Now we do it better I think than anyone and when you both things better, but that's not really to me what makes the EXP be so special. What makes it so special is all my years like with other companies I named earlier, no one offered me stock awards. And so I was able to [inaudible 00:09:46] stock awards. Plus I was able to purchase stock through the 20% discount and I've been able to acquire four to, I'm sure that is around that four to $500,000 for the stock my first year compared to 20 years of zero.

Brent Gove:
Now I did purchase some and I was awarded a bunch and I realized that's not normal for everybody. But so people sell five homes a year and some people [inaudible 00:10:11] eventful. I would have after it, no doubt about it. I sold a ton of homes last year. I didn't even know you just recruited. Nope. Because I sold so many onset in that age and that's really what helped me recruit. But the fact that I was so active in real estate. But-

Vicky:
I love that, right? Because people always ask me, how do I attract agents? And I always kept exactly the same answer. Be a happy, productive agent in your market. Do great business and build relationship. And that is how you attract agents if you are succeeding and selling a lot of homes. And really at the top of [inaudible 00:10:46] in real estate agents are going to be attracted to that and want to know what you're doing and how the company that you're with helps you with that success. I mean, it's there, it's not rocket science. That is how you're affected as an attractor. And certainly you do that being you're an icon agent with us. You, you were our number one group. But in terms of the awards last year, and you're absolutely producing a high level, you do a real estate radio show. So you use that influence, you talk about the market and I really truly believe that is at the heart of why you are so successful.

Brent Gove:
Well, thank you Vicky. And by the way, I've never ever talked about EXP on my radio show, mainly because I don't want it. I'm going to shape it and I just don't want people to be threatened by my show. I don't want agents to say, well, he was so successful because he had a show. I called agents one at a time that I'd either done this transaction with or that I was doing a transaction with or that called me about one of my listings, or maybe I called him on not one of their listings. So again, you can't say, well, because you've had a radio show. I not used that one, that I would be doing so much better had I done that. But I don't want people to get defeated. No. Well that's big. If I had a radio show, my success has nothing to do with that radio show.

Brent Gove:
So I just want to throw that out there for people who feel defeated. And the final point beside it's, it's not the strain, it is the ownership through stock awards. That is huge. I mean that is huge. Never had that in 20 years. And then the final thing was the fact that I joined a company that shares revenue with the agents all the other companies I've ever been to, there's something about there that do it, but seven levels of revenue sharing. Wow. What a defining difference. So those two things are why myself and hundreds of hundreds of hundreds of a hundred that wasn't some joint EXP this year and will in the years to come. Those are, for me personally, those are the two big things. Stock and revenue..

Vicky:
That's great Brent and, and you know, you're right. I think one of the things that is important when you're, you're having these conversations is to know what excites you about the company and definitely speak to those things. And, and for me it was ownership as well. You know, that was something that had kind of been dangled as an opportunity in other companies that was never really build on it. So, you know, the fact that you know, here you get to become an owner of day one is huge and that really does set us apart from any other real [inaudible 00:13:25] out there on the planet.

Vicky:
So I agree with you there and also that is why, you know, we have so many different EXPs, lane presentations going on here during the league. I know you know, Sam does a great EXP explain presentation, Sam Rodriguez as well, and everyone does it a little differently. Jason does it differently. I do it differently, we all do it a little bit differently because we all are excited about slightly different things. And so what's important is to also understand when you're speaking to someone is different things are going to excite them as well. And so really making sure you touch on everything. You add your passion and excitement and then learn what is important to them so that when you're having that conversation you can get excited about the things that we offer that that meet their needs as well.

Brent Gove:
Love it. Dead on, dead on. Hey, can I share just a couple advice for people to get off on a quick start and you get off on the right foot?

Vicky:
Absolute.

Brent Gove:
All right, so here's my advice to everyone in the audience and everyone who may listen to this recording a webinar in the futures. We'll record this and save it. You guys can share with people, but I'm number one goals. Sign up 10 people enroll 10 people free to as fast as you can. And the reason is that it gets you paid to the first three levels and put some money in your pocket immediately. You'll notice I did 12 and my first check was $1,900. That is significant and then the next month that was and the next month that was 10 if all we were making five and 10,000 a month. Wow. But you got focused on job one, which is sign up 10 people and then once you get them work hard to support them. You don't meet them for coffee, bring them into events. We don't have any events, well then start some events. Come to shareholders.

Brent Gove:
Megan, if you're not coming to the shareholders meeting April in Las Vegas, Oh my gosh, I went to EXPs, annual conference as a Keller Williams agents. I'm totally into that and pay for me to fly out to all their stuff as a re max guy. They spent two years recruiting me at exp, didn't buy me a cup of coffee and I paid, I've lived in San Antonio. What's that? $2,100 on airfare and hotel rooms. I probably spent four grand checking EXP [inaudible 00:15:39] and in 10 days there was so much value that I was compelled to leave a company I loved. I didn't like Keller. I loved it and took them to use to recruit me for [inaudible 00:15:50] in 10 days. I was at exp just because it makes so much sense.

Brent Gove:
And it's no disrespect to Keller count as a great company. They just didn't offer me ownership and revenue sharing and it, and if I'm my main today, you'd be just go new way, new way. And I'm shocked. My wife is thrilled. So it's great. True 50 you start thinking about, man, I wish I had a 401k or wish as something and this is that something. Oh, and then I'm just going to share about how to meet agents and some stuff like that, but I don't want to go and to see. So go ahead.

Vicky:
I think, you know, your passion is, is definitely clear and that's, you know, one of the things I love about you and I think that is why you're, you're so successful at this. So one of the things that I always say is, you know, stability and, and I truly believe that I think as agent owners we do have a responsibility to the company to build the company to put the company's best interests first. Because we own the company, it's ours. Right? And I think in this [inaudible 00:17:00] revenue share group and we are attracting agents to the company we have a responsibility as sponsors to make sure that those agents are set up for success and are plugged in. And so I know you're really passionate about this. You do such a great job of supporting. What are some of those tips that you say are our must do's for sponsors?

Brent Gove:
Unmuting mine right there. Yeah. I think you need to meet either [inaudible 00:17:31] it's every week to get in on that or meet them for coffee. Sometimes if there's an event, we put the, we just create events to do once a week in, in, and Sacramento and Roseville. We have something every week we'll do a little, we call it a lunch and learn. And we, I have a lunch product and that be, you know, 18 sandwiches cut in half, which we'll sell to feed 36 people and some bottled water and what goes half a sandwich. And the Baldwins doesn't have to be expensive, doesn't have to be you know, overly pricey. You can do it at a conference with a title company or mortgage company or you know, you've been a real estate company. I like watch companies on mutual term or you need me for that. Not me. Because maybe I would seen this agent for a month. Let's have coffee and I need him an hour early. We have coffee or they may be afterwards, Hey, let's, let's go to lunch because I'm presenting, I don't eat, you know, and so we'll go to lunch or we're going to coffee afterwards or any special events.I'm always trying to meet people before and after.

Brent Gove:
Then also get to the event and then help them with their business. [inaudible 00:18:36] about, you know, how to get lead generator or how to, you know, how to take their business to the next level and then ask them what they're struggling with. So Fordham, you know, whatever, whatever, whatever I can do to help them. You work hard to help them join the EXP. Don't just be like a Casanova agent and get blah blah blah, blah, blah, blah, blah. Leave them, Oh, you're onboard. First two, three, four weeks now I work really hard to help them get plugged in to make sure they're not frustrated. It is a lot. And we were really hard to do the that and the rewards are astronomical.

Vicky:
Absolutely. Things that was kind of the, the driving decision to have revenue share in the first place is the idea that if there was a financial benefit that agents and the sponsors would actually step up and really help an agent love the company and be excited about the company. And I think, you know, there are some real concrete ways that to me, if you haven't done these things, then you really let an agent down and you know, first and foremost is getting them into the cloud. If you have not helped them get into the cloud, made sure that they understood how to get it on your computer and build an avatar and met them in here and given them a tour, you aren't doing them a huge disservice. You're asking them to join a company without giving them the address of the office. Right? I mean you just, you wouldn't do that.

Vicky:
This is where all of our support is. And I think there's kind of this misconception that when we say sponsor support, that that means that you have to be there to answer everybody's question and all of that. And the reality is that's really not effective. You right. That's not the point. The point is to help point them here to the company in all the many, many resources and support avenues that we have here is a company. That's really your job as a sponsor is to make sure that they know who the broker is, that they know when the state meeting is and that you know you've invited them even if they're from another state, attend that state meeting with them for the time given introduction. You know that age and make them feel welcome and just doing those personal touches. Walk them into agent services. Once they've hit that join button, walk them into agent services and let them meet the team that's working with their onboarding and it can feel connected. [inaudible 00:21:06].

Vicky:
It's just so important and I see it over and over and over again. Is I'll have agents that will respond that they're unhappy with the onboarding process or they you know, they have questions and I always say, well, you know, did you go into the cloud? And I literally, I'm not kidding about the sprint. I have people who've been with us [inaudible 00:21:27] what's that? What's the cloud? And to me that is absolutely on the sponsor. That should always be something that as a sponsor we're doing. Sorry, I [inaudible 00:21:40] my soapbox a little bit.

Brent Gove:
Yeah. [inaudible 00:21:43]. I could not agree more. A sponsor in any plus the agents, you guys listening out in the audience and we were preaching to the choir. They're here. They're in the cloud. Right Vicky?

Vicky:
Right.

Brent Gove:
I remember one day when I was going to go, I'm going to every department, I'm introduced myself as Brent. I'm new with the EXP. What do you do an it services? What brokerage operations and go to accounting, the transaction team. Tech support agent services and human resources. You know, I would in every meeting, one, two, three, four, five, six, seven, I know what they look like. I know how they're configured. I wouldn't do in general on a train walked around. I completely familiarize myself with the cloud. I mean, everybody wants to make two, three, four or 500,000 a year, maybe a million dollars a year. Have you put the effort into, do that?

Brent Gove:
Part of that is put on your big boy pants or big girl pants and go, I'm gonna figure out the stone cloud environment. Sorry, I don't mean to call it the dumb club. This, you're frustrated with it, but it's on you and is sponsors. It's on you to help your new people. Just like Vicky said, I mean, I used to take one person at a time, say, this is accounting, you know, here's Josh. I'm in the transact or eight to services. Here's Ashley, you're seven. And I would go through it. Now I'm coming through with 10 15, 2030, 48 and said once, taking them on a tour of like Julie McCoy, I'm the love Josie. Them all, you know, everyone always is great. And if you're not comfortable with the cloud that's on you.

Brent Gove:
Get to know your company. I agree with you, Vicky. I agree. Hey, I wrote 10 bullet points. That's quick. One. I spent a month like imposing what I call EXP best practices for attracting agents. This is a company standpoint. I think the company would agree with this and you'd correct me, but it's really good. Try read it. Are you there Vicky?

Vicky:
Absolutely. Yeah, absolutely. Sorry, I was opening my mic. That was a little bit of a delay. I absolutely love to hear it.

Brent Gove:
Okay, good. That was dramatic. Can I read [crosstalk 00:23:53]. So number one, do the right thing. If you eat that as a principle, it's not going to buy it either comfortable or company. It's a principle. I think that'll get you a, a sexy TM when you're in a jam, but eliciting or near the GM with the buyer and they're upset about whatever. Maybe you're trying to recruit another agent from another company and they get other EXP agents there. Just ask yourself, you know, what's the right thing to do here? And if you asked yourself that question, it's [inaudible 00:24:23] It led to a really positive outcome. So really adopt that same, do the right thing. And I know he's all about that.

Brent Gove:
Number two, I'm going to go quick. Do be learning based. Learn, go to class. Learn about your company. Accounting is a class at a, I believe it's 10:00 AM Pacific every single Thursday morning the heaters is central. I forget, but yeah,

Vicky:
I think Pacific.

Brent Gove:
Yeah pacific. 10 AM Pacific. Go to that class. They talk about stock rev, share getting paid as an hour, go to that class. Number three, do you acquire more buyers and sellers? Again, grow your business. Number four, do you grow your business, learn, grow in, owes, you know, maybe hire a buyer's agent. Hired assistant in part trying to, at first, I remember when I heard my first assistant and it literally tripled my income like within three months because I wasn't doing the petty little things that have to be done. You either get getting this just in or you are one and and if you really want to be worth two, three, $400 an hour, then stop doing things. And we all notice this. This don't make that kind of money.

Brent Gove:
So number five, do not mass email about the EXP opportunity. I think that it right here. Vicky, do you agree? We are not about mass. Please stop [crosstalk 00:25:46]. I'm I right Vicky.

Vicky:
Yes. And you know what I mean? First of all, it's [inaudible 00:25:52], right? I mean, nobody wants that. It's not a personal touch. It definitely, you know, more than that though, even if there, it is, well it doesn't work. I mean, it just doesn't work. And again, this is one of those areas. It doesn't mean, you know, we understand everyone. Is it, if the opportunity, and you know most, if you've been at the real estate industry for, you know, a minute, you have probably gotten emails from other companies and you know, trying to recruit you. And so I get it, I get that there are drip campaigns out there and so everyone thinks that, Oh yeah, that's what I'll do. I'll send out these emails. But you know, I think here's the challenge is that we are not like other companies. A traditional company, whether it's a franchise or an independent, they might have one, maybe two office managers or brokers in any given market that is trying to recruit.

Vicky:
And so if that person is sending out information you know, you might one or two people when we have 500 agents in a market and everyone's deciding that, you know, gee, I'm going to send out a mass email drip campaigns today, then we look like crazy recruiters. Right? We can't do that and it's not effective. It turns people off and, you know, I just can't imagine there is an agent worth their salt. I've never heard of it. I've never seen it. I've never seen any kind of quality real estate agent get an email and go, "Huh, I think I'm going to change brokerages because I got this email" It just doesn't work. It doesn't work. Can you [crosstalk 00:27:34].

Brent Gove:
I totally agree. So many and if it does work, then they want to do that where you might get a little, okay it is 10 people that came in that way. All mass emailing and now you've got, you know, set of 100,000 use emails going. Now that's times 10 I have a million emails going out home that's just like 10 it's like it's a bad, duplicatable deal. The other thing I have here is do not mask the coat. Hello. Cool. Which goes right with do not mass email. Right?

Vicky:
Right. Relationship trumps mass email and again, and or mass calling. If you kind of cold call anything right? Is not going to be effective and not going to work. And I mean, and I get it. As agents we do make cold calls. That is how we lead generate. But when we're talking about attraction, it's change management is really with any kind of agent attraction is. It's change management and someone has got to trust you and know you to make a change in their business unless they're not doing any business unless they're new to the industry and they don't know better and it's not a change. And quite honestly, that's not who, what they're looking to attract anyway. Right? Great agents. And so those folks are going to need some relationship and some handholding to manage the change in their business and that, that relationship is not built from sending out a mass email or making a cold call to, you know, without trying to build a relationship in there.

Brent Gove:
Yup. Totally agree. Absolutely. And then the last do not, would be, do not post excessively on social media about EXP. Okay. You're doing it here and there, but then if you're pounding away two, three times a day is going to just there's not good, in my opinion. I don't know. Vicky, what's your take on that?

Vicky:
Oh, totally. And great. And, and you know, in general, oh, the area that I mean, wow, we've got to be careful. First of all, everything on social media where whatever social media, I don't care how that the group is not private. And, I would hope by now that everyone knows that. But it still amazes me when people are surprised that, you know, something that they've posted in a private group ends up massively distributed. You know, the reality is you have to be careful. Please don't engage when you're somewhere in one of these other real estate groups and you see, you know, someone brings up EXP or says something negative about EXP, just don't comment, just don't respond it, you know, just take the high road.

Vicky:
The reality is, our value proposition and who we are as a company will speak for itself and the naysayers and the negativity will go away when we conduct ourselves in the right professional way. Us engaging in those kinds of conversations just does nothing. And like you said, that the mass posting about EXP, I mean certainly it is part of your daily life and, and being an agent and all of that, that should be then, you know, we've got to be authentic in our social media presence. But the be smart if we use some common sense in that it, you know, you should come across first and foremost as a productive real estate agent transacting real estate rather than massively trying to recruit agents.

Brent Gove:
I call it social intelligence, right. And so many of you did such a great job, but, and it just takes a few that are really good new stuff. Wow. My final three points are, do meet agents in person, invite them to learn more about EXP. Do acquire more stock and ownership and EXP. Do develop your revenue, share any income through EXP. So I was hope 10 rules for success, you know, and hopefully that was helpful. If it was not helpful to anyone, it was helpful for me and felt good around.

Vicky:
It was very helpful for it. And, and you know, I would add a due to that it and that's know your product and this is any kind of sales, right? That's, I'm getting a little feedback here. Let's try that. Okay. No, somebody had their mic open though. There we go. Okay. I'm in know your product. I can't tell you how often I hear misinformation that has gone out when people are attracting agents. You know, particularly around the icon program, right? If you don't know the ins and outs of all the details of what it is to be with our company and, and be attracting someone, please don't give them misinformation. Is it, is it so important that we are giving the right information. Just like you wouldn't sell a house in a neighborhood that you didn't really know, you got to make sure you know your product when you are sharing the EXP opportunity.

Brent Gove:
It is, I think there is a little feedback back if everyone can check your mics and make sure they're off, that would be great. [inaudible 00:33:00] not sure what that is about. The thing I want to say Vicky is it's team EXP. It's not the [inaudible 00:33:07] team. It's not, you know, we are team EXP. We're a family man. We're together, you know, United, we stand, divided, we fall, we are team EXP. And I'm so I just, I want to say that say nice things about other companies and people don't get sucked [inaudible 00:33:23]. Whatever. Say I don't know, but here's what we're doing because we don't need to jump onto those bandwagons and, and just take the high road like Vicky said. One thing that happened we've had happen from time to time is overzealous EXP agents and this is human beings. They get excited.

Brent Gove:
They go to the other companies meetings or grand openings and recruited. And so, I mean there's times you just inappropriate like a funeral, a wedding, a church you know, the grand opening of another company. Let them have their moment, you know, meet their agents. Actually. Great. If you do happen to go to the grand opening, enjoy the grand opening, have appetizer and enjoy yourself. If you're going to prospect, be like double O seven Jake Pompey stealthy and just meet people, do not get sucked into a conversation about EXP at their grand opening. I'm telling you, man, they'll low set them and we'll sit their agents. It's just bad, bad Juju. That's why I take on it. What do you think Vicky?

Vicky:
I totally agree. And you know what I mean, if there was ever a fine line where someone could perceive what you're doing as stalking, you should stop it, right? I think by all means go visit open houses, but look at the properties and being there to be a, a contributing member to the real estate community, right? Don't be there to, to stalk agents. You know, same thing. I'm going to go to someone's grand opening, be there just to, to support another brand there. Because again, in real estate there is enough difference out there for everyone. Not everyone is going to be fit for EXP and that's okay. Right? you just want the agents that are right for us. We go and we are, you know, kind of beating people over the head with our message. It just, again, it doesn't work and it does make us look a little cookie kind of like stalkers and we start [inaudible 00:35:32] never want that.

Brent Gove:
I remember when [inaudible 00:35:35] came on the scene, 2000, 2005 there was a college was excited [inaudible 00:35:43] like they will say and already are saying some of the things about EXP. She's kind of excited about Keller for the first time ever. They could share some of the profits and there was a lot of training and now for the first time ever you get ownership and share the revenue, which is like, you know, hundred times better. And of course you get the same enthusiasm. I'd be a good example of that are excited about this company and we see it doing amazing things because no one's ever done this.

Brent Gove:
I mean [inaudible 00:36:15] as well organized as we are and so this is amazing. We have a nine year head start on everybody and we're making our agents owners, some are minority owners, some are majority owners. It's up to you how big but are you want to be? I decided I want to go big. But I do want to say this success in EXP peak depends upon your ability to promote. And if you haven't a bunch of get people in there, you don't match your people. And then if they're not interested, lay off. It's like a dating. If you could tell he or she is not, have you just back off. like Vicky said, it comes up by two parking you got. If they're just keep saying things can't make it things that is constantly too nice to tell you, you know, just move on. Do not badger to them. You know, you got to really... And then some of you like, why [inaudible 00:37:05] and so for six months down in badgering them for six months. It is not [inaudible 00:37:12]. Meeting you for lunch, meeting you for coffee, taking phone calls for people and you're up, like asking questions about what would it look like if I came to EXP? How do I get paid? And when do you get rev shared?

Brent Gove:
Now that constitutes engagement. And so, you know, don't get your feelings hurt. I do want to share Vicky about a topic that is very rude touchy, which is what do you do when you come across an agent who is already fully engaged? So I just explained what engaged was. What's another agent? You can tell they're excited, but they didn't know you [inaudible 00:37:49]. What do you think? They got to do that. [crosstalk 00:37:53].

Vicky:
Yeah, I would say it's kind of like links in a chain, right? I mean, you know, if you think of the four time in ancient ever hears the words EXP and then the last link in the chain is when they actually hit that join button and sign on the joint and every link in between is some sort of interaction with the company or with an agent. Somewhere along the way they, you know, they're going to talk to more than one person and sometimes you're the first link in that chain. Sometimes you're the last, it just kind of depends.

Brent Gove:
Very good. But you should take on it. What my personal take on it is, and I missed and I had this happen last week. I met an agent and she was engaged with another agent. She wanted me to get her to help her get known at EXP because I'm in California, she's in California. And the person she was talking to you was not in California. And I said, I'm flattered. I'm honored by that. I can't do it. You know, my sponsor's from Texas and it hasn't hurt me a bit. Having a sponsor from Texas, I love my sponsor. I'm so grateful to Sheila. There's your arm out of Dallas to be my sponsor. And I just love that that woman, she's going to say that with the right heart and the right kind of love and all that good stuff, but wow. So you don't need a local sponsor to be highly successful at EXP.

Brent Gove:
Please don't be dated as well. Forget that person. They're in New York. I'm here in Montana. Let me help you. I just think that's disgusting for me personally. I've had probably eight times where people said, you know, you're here. And I'm like, well, do you not like the person who talks to you? Like, no, they're great. They've been so helpful and been working with me. We're happy here, but it's just business and I get to choose my sponsor and I choose you. I go, that is true. That is true. But I also have to sleep at night and I get to pick who I [inaudible 00:39:48].

Brent Gove:
You'll notice when someone puts you down. So sponsor exp sends you an email, says, do you accept this person? And many times I've said, I do not. You know, I don't know if this person, I, you know, let's than seven or eight times in 15 months. But I will not do it on principle. That's me. I'm maybe a little hardcore on the deal, but that's what I do. And so seal, you know, do unto others the golden rule. I don't know. It's tough. It's a tough situation. I know. I'm the board of realtors that liberates the offer in this study. The buyer. I know [inaudible 00:40:25]. And a couple of things like whoever's on that phone.

Brent Gove:
I know it. 10 people talk to me before I went to Kelly. So this is my, I did put somebody down and I'm sure it hurt other people's feelings. So it is the company standpoint. [inaudible 00:40:39] that ICA is the sponsor. But we are just human beings, you know, you know. When they're excited, they're talking to someone out of Nashville and Europe and you know, [inaudible 00:40:50]. You know when they're excited, when you're kind of animal smelter, get them not the right thing. In my opinion. And I don't know Vicky, correct me. I don't know, but that's [crosstalk 00:41:01].

Vicky:
You're absolutely right. You know, it is very much like that procuring course, right? Who was most influential? And you we have to do the right thing because first of all it comes back, it'll come back. I, I truly believe that. So, you know, if you are out there, I'm making bad decisions around, wrestled out because at some point someone that you probably should be the sponsor in this is going into something else as someone else. we should not be enticing people out of naming one person in donating someone else where we're not in the practice as sponsors to recruit people who are already in the process of being attracted to the company. If they're already in that process, they're in that role.

Vicky:
That's where, you know, I kind of feel like we have these different hats on, right? We have the hat of the attractor on, or it's our job to be in relationship with agents and share with them the company and make the company attractive and then ultimately [inaudible 00:42:02] pound this other hat and that agent owner hat on. Right. And as an owner in the company, I just want to hear right. I don't, I don't care who they named as a sponsor. I just want to hear so real estate for EXP. Because I don't think EXP as an agent owner, like every other shareholder. Right. So I really, I think it's important [inaudible 00:42:24] Cultural scan.

Vicky:
And I've seen some things, I've seen people you know, make offers of different than, you know, whether it's financial gain or extra support or, you know, basically working to entice someone. You know, I, I've even had heard of instances where [inaudible 00:42:43] there will be at some sort of an event talking about EXP that they were invited to by someone else and there's people in the event trying to find the non exp agents there and, and talk them into making them as a sponsor. I mean that's like hanging out and open app out as an agent, trying to get those buyers to work with you. I mean, it's just, it's icky. It's not the right thing to do.

Vicky:
And I think we really have to as a company and, we were getting ready to launch some best practices and, and form [inaudible 00:43:23] a really, make a pledge for sponsorship. But ultimately this is a cultural issue that we all as agent owners all, you know, 75 plus a hundred of us have to stand up and say, you know what? Culturally, this is not who we are. This is not what we're going to do. We're going to be honoring each other as sponsors or the agents that they are sharing the opportunity of EXP with. And really, that's the part that has to happen.

Brent Gove:
I totally agree with you, Vicky. I love the way you just worded all that. And it is team EXP. It's not team me, team, me and mine. We are a team. We're not going to cannibalize ourselves. Some people will get, I said they'll see that happen. It's going to happen again. It will happen. But EXP is not about, no, it is not [inaudible 00:44:12] heard from Vicky and I want the carpet. This company's all about what we're about and rituals do. Weird stuff. Yes. It's called a human beings. So [inaudible 00:44:24]. What about on equipment company? That is not what EXP is all about.

Brent Gove:
So I want to end with this two and this is, you know, kind of a real touchy subject, but it doesn't happen a lot. But please don't ask agents to switch lines. In my opinion, this is bad. It's very bad in my opinion. And I've never seen it happen in the [inaudible 00:44:50] teen hundred agents and brokers. No one's ever, ever switched lines. It takes seven signatures from seven P love. I knew it would benefit the road share tree. It you know, it is a fixed stock. It affects all kinds of stuff, cost money [inaudible 00:45:07] receipt, totally opposed to it. Especially if someone switches line to become successful, that'd be like a whole pie switch. Why not be successful too. No grow where you're planted. My Foster's in Texas, it's okay.

Brent Gove:
Reach out. I reached out. I was bugging people in the cloud, bugging Jason, Vicky, anyone who listened to the asking questions. And then I learned to help my agents order their business cards, get any facts set up, put you just do this stuff. We worked hard at it. Yes, we worked hard at it, but the rewards are astronomical. And it's worth the extra effort. Otherwise it's just the same thing. Things same time, year after year and in 10 years she just an older real estate agent. It's time to build something and we... Sanford put together something amazing generic and I'm so grateful to be here. Vicky I know we're about wrapping this up. Any final thoughts that you want to cover or anything?

Vicky:
Just saw a couple of questions pop up in the text chat about switching lines and what you mean by that and you know, that is about trying to change your sponsorship right? Once you're with the company and, and certainly that is not something that we encourage. We do allow it with full approval of everyone who was in your original line. See that needs to be paid on that as well. And again, it's not something we encourage. It certainly is not something that as an agent, you should ever encourage another agent to do that. That isn't, you know, [inaudible 00:46:46] are situations that come up. So we do have a policy in place to handle that. But you know, the reality is the sponsorship relationship and the revenue share relationship is really between us as a company and the agent who's done the sponsoring, right? We, it's, our way of saying thank you. It's our obligation as EXP to [inaudible 00:47:12] constantly. And because we wouldn't have that agent here selling real estate, earning that revenue if it wasn't for [inaudible 00:47:21] efforts in making EXP attracted to that agent.

Vicky:
So that is really the relationship. We really don't encourage any kind of of change there. And again, doing the right thing, I mean that it kind of all keeps coming back to that, right? The, the social intelligence, the comments then and doing the right thing. I mean, you know, this isn't rocket science.

Brent Gove:
I totally agree. So I mean, today we come forward and have a great stuff. Give you advice. Oh, we covered some stuff. Hey, please avoid these things. Things should not, the rules of this stuff we talked about. You know, and like people go into companies, grand openings and recruiting like crazy and doing it in March that said that's not normal. But hey, [inaudible 00:48:11] calls you if they're checking on EXP, they're excited but they, Oh, I know so and so I want to call them. That isn't your opportunity and these things were there, but it will happen. And I want you to know, I don't responded in my opinion that Vicky's with that as team EXP, as an owner, you would help recruit that person to the company for somebody else. Again, these are minor situations with the new come up. I'm so excited. I just, I just personally wanted a, I hope that everybody in this audience is coming to Las Vegas on the fifth and sixth [inaudible 00:48:43]. Right Vicky?

Speaker 4:
That's right. April fifth and sixth.

Brent Gove:
Yeah. I'm going to be there. I look forward to meeting you personally that this, the balance you get off that. I will still hard to get people that are last year's theme. Diego, I bought a few airline tickets. I paid for a couple of hotel rooms. I paid for some registrations. I bought some steak dinner scenes. I'll buy you dinner. You owe me for breakfast. I bought a few breakfasts [inaudible 00:49:08]. I did. One did your an owner. Owners invest money. I'm begging you not only show up but you, this is eight decides you're going and we bring 15 to 20 or 50 or a hundred people with you. Watch your business explode. I've got a bunch of people there at state Diego with us. April and my business exploded. We went from hiring. What would we add? Any 10, 20 people upcoming? No, back then. Then we went to 30 a month and 50 a month than a hundred a month and then 200 a month. And in the last 30 days in January we had 290.

Speaker 4:
[inaudible 00:49:43].

Brent Gove:
What? It was more than that. Right? Was it?

Speaker 4:
[inaudible 00:49:52].

Brent Gove:
I don't believe you. James's [inaudible 00:49:53] pay no attention to us. [inaudible 00:49:56]. But he says, I inflate that. I mean, he said it was two 75 he's probably dead on. I've been telling everyone to 95 but it doesn't matter. That's a lot of people. It's like entire[inaudible 00:50:05] market centers coming in or he and drink him up, not join. I mean, it's crazy, but it's because I went to the shareholders meeting in San Diego last April and nobody showed up. I took notes, I had a great attitude and I brought people.

Kyle Handy
 

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

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