Creating Your eXp Realty Story Pitch | KyleHandy.com

Creating Your eXp Realty Story Pitch

In today's post, I share the 4 elements of a great eXp Realty elevatory story pitch. I as well as many participants on the call share our stories using this format, as examples.

Your Story Pitch
Facts tell, stories sell
People only care about how and if eXp Realty could work for them

The more vulnerable & specific the better. Be relatable.

4 Elements with Examples:

  • Who are you?
    • I’ve been working six days a week, 12 hours a day selling real estate
  • What’s caused you to look for something more
    • As a young woman who wants to raise a family one day, I wanted more flexibility to control my own schedule without sacrificing my income. I also wanted to spend more time with my husband on weekends. This was a huge wish that I always had, but I found a way to finally make it happen.
  • How you heard of eXp realty and why you had to be apart of it
    • My friends Matt and Tina shared a company and system with me that has allowed them to be full-time parents with their son and daughter and I’ve watched them grow a lifestyle with their kids that most people dream of. I immediately recognized this was a way to build my exit strategy from the normal life of a super demanding real estate career and to build a lifestyle that I really wanted.
  • What it’s doing for you or what it’s going to do for you
    • I’m excited to have something that I can finally build from my phone or computer while still selling real estate. I’m excited to help others do the same thing.

My Story:

Prior to eXp, I had been in real estate for 9 years working 60-70 hour weeks. I even started my own real estate brokerage and sales team thinking I could start to gain leverage and get some of my time back. Boy, was I wrong about that!

As the sole provider of my family, with an amazing wife and 2 kids at home, I did not want to work so much that I missed the moments of my kids growing up and become disconnected from my wife. I knew I needed a better model and systems to gain the leverage I desired that would ultimately give me the life I was looking for.

For a year, Pat Hays reached out to me about joining eXp Realty and I completely blew him off. It wasn’t until April 2017, when I was filing my taxes that my CPA asked if I knew a guy named Pat Hays. I told him yes and that I had been blowing him off for the better part of a year. He told me he had just done his taxes and that I needed to speak with him immediately. I called Pat up, setup a lunch, and after I understood the business model and what it had already done for Pat in such a short time, I made the decision to join eXp Realty.

I’ve been here for 2 years now and have grown an organization of over 162 agents in 28 states across the country. I still sell real estate. In fact, I’ll close around 45 homes this year as an individual agent, but because I earn over 5 figures a month in revenue share I can be more selective of the types of deals I do, the people I work with, and best of all, I take multiple vacations each year with my wife and family.

Here's a full transcription from the episode:

Kyle Handy:
Hi, guys. Well, good deal. We got Curtis in here. We are going to get rocking and rolling talking about your story pitch today. Again, it's basically... I boiled it down to four elements that need to go into everybody's story pitch. We'll kind of get started there. I'll talk about what they are. But before we even get into that, I'll talk about why it's so important, I think, to have your own story when you come into eXp. I'm sure Curtis can kind of touch on this too. But for me, I mean, whenever I talk to an agent about eXp, it's not so much like the Xes and Oes that get people. Right?

Kyle Handy:
Sometimes, of course, it helps like your commission splits and kvCORE and all that kind of stuff. But really, it's your story. Right? Or maybe it's somebody else's story. But people are driven usually by emotions. You've got to have your story down pat. If you're just saying like, “Oh, you should join this company because I just joined it.” Or, “Because...” Whatever it is and you don't really have it down of like what's compelling and why you are doing it, then it's not really going to be that interesting to the person you might be talking about.

Kyle Handy:
You're already here at eXp. You understand now all of the benefits, but for somebody on the outside, you got to give them something to latch on to. I know Curtis always has a good quote he uses. He says, “Facts tell, stories sell.” It's so true with your own personal story and your own eXp. Anyways, we're going to be talking about that. Curtis, what are your thoughts about stories and how important it is to have a compelling story about eXp?

Curtis:
Man, Kyle, all I can say is I just second everything that you just said. Stories are the number one opener to get somebody's attention to create a connection or to generate or pique curiosity or interest. If you guys can remember when Connor Steinberg came on here a while ago, he laid out a super simple formula. Three steps, right? Pique their curiosity or gain interest, get them to a presentation, and then get them on a three-way call or follow-up call. That was it. That's a simple formula. One of the easiest ways to pique interest or get attention or pique their curiosity is through this story. This is absolutely the foundational piece of what you need to build.

Curtis:
The other cool thing about stories is once you get one good one down, it works. But then you'll have other stories that pop up in your life that are recent events. Things like my trip, that sort of thing. I've been telling that story now for two weeks. I'll tell it for another three months probably because that story is good for piquing curiosity and getting people interested. Agree, this is a perfect way to start, guys. Take notes if you can. Write this stuff down because you do literally have to write it down to get it down and memorize it and remember it and make it your own. Take notes while you're learning.

Kyle Handy:
Guys, what I want to do, what my goal is today is to talk about stories because it's not going to take a whole long time to explain the four elements of the story. This call isn't going to be an hour just for me talking about it. But what I'd like to do is for those of you on the call that are here live with me on Zoom is at the end, if you wouldn't mind sharing your story. You know? Again, if it doesn't follow the same format that we talked about today, that's okay because we're just talking about it right now. But I would be curious to see all of you guys' stories or some of y'all's stories. Then if you think that this format would work in your case.

Kyle Handy:
I know for me, the cool thing about using this format was for, one, my story, sometimes, it would be super long. Right? The whole goal of this story is literally like an elevator pitch. Right? You want to get it down to 30 to 45 seconds. Now, if you've got a long time with somebody, then that's great. You can expand on some of these things. But ideally, you want to have something too that you can talk to somebody really quickly about because you don't realize all... If you're out and about working in real estate and you're talking to people all the time, you don't realize the amount of times that you connect with somebody for just a brief period of time. If you have that 30 to 45 seconds down, that could be the difference between sticking in somebody's mind about who you are and what you can do or not. If you have this down pat, then it's like, “Man, it gives you that many opportunities.”

Kyle Handy:
Whether it's with that person or if that person shares your story to somebody they know. Now you've just kind of gotten a little bit more reach there. Cool. Anyways, here are the four elements, guys. You all can take notes on these. The first one is, who are you? Right? Who are you? That's where you start. Who are you? I'll give some examples of these broken down here in a second. But I'm just going to list them out real quick. The second one is, what's caused you to look for something more? What caused you to look for something more? What caused you to look for eXp Realty? Right?

Kyle Handy:
Now, why did you choose these, people? What was in your mind going on before you joined eXp that was even opening your mind to wanting to join eXp?

Curtis:
Hey, Kyle. Let me give you some ways to think about that question, guys. What you're looking for there is a pain. A pain or a problem that you had going on in your life because people connect to pain because everybody can resonate with having some sort of pain or struggle. Or if you weren't in pain and all was good, but you saw something better, then you have to talk about the opportunity. What you were questing for, what you were searching for. Paint the picture of, “I was always looking for this thing and I never could find it.” It's pain or opportunity attached to that answer, what caused you to look for something more.

Kyle Handy:
Love it. Yep. Guys, as we're riding this, once I give you some examples, I would love... Again, start to think of your story as we're talking about this and maybe just put it... Because each of these are like sentences. They're questions. You just answer it in a sentence or a couple. Right? Doesn't need to be a whole long paragraph for each one of these questions. The third question, how you heard of eXp Realty, and why you had to be a part of it. That's the third question. How you heard of eXp Realty and why you had to be a part of it.

Kyle Handy:
All right? Then number four is what it's doing for you. Or if you're new, what it's going to do for you. All right? Those are the four questions. I'll go over them real quick again. Who are you? What's caused you to look for something more? How you've heard of eXp Realty and why you had to be a part of it. What it's doing for you, and what it's going to do for you. There you go. Those are the four.

Kyle Handy:
All right. Now, let me give you an example. Right? I'll give an example of me first. Then I'll give you an example of another agent. Okay? You've all probably heard my story. You've probably heard a lot of the long version of my story, but that was the most difficult part of this challenge for me was to shorten it. Right? My story is this, who are you? Number one. Prior to eXp, I had been in real estate for nine years working 60 to 70-hour weeks. I even started my own real estate brokerage and sales team thinking I could start to gain leverage and get some of my time back. Boy was I wrong about that. That's who I was prior to eXp Realty. Realtor working nine years 60 to 70-hour weeks.

Kyle Handy:
What caused you to look for something more? As the sole provider of my family with an amazing wife and two kids at home, I did not want to work so much that I missed the moments of my kids growing up and become disconnected from my wife. I knew I needed a better model and systems to gain the leverage I desired that would ultimately give me the life I was looking for. Now, as I'm talking through this, you can tell... I mean, this isn't like my natural voice. I wrote everything down on paper so I can format it in my head. But now when I come out with it and I talk, it's going to be obviously a lot more smooth than when I'm just reading something off of the notes that I took. Right? But the gist of it is correct. Right? These are the bullet points that I want to remember.

Kyle Handy:
Sole provider of my family, amazing wife and kids. I want people to know that I've got a family at home. Didn't want to miss the moments. I needed a better model and systems to gain leverage. Right? Those are the things that I want people to take from that part from number two. Number three, how I heard of eXp Realty and why I had to be a part of it. Then this is where I get into, “For a year, Pat Hayes reached out to me about joining eXp Realty and I completely blew him off. It wasn't until April of 2017 when I was filing my taxes and my CPA asked if I knew a guy named Pat Hayes. I told him yes and that I had been blowing him off for the better part of a year. He told me he had just done his taxes and that I needed to speak with him immediately. I called Pat up, set up a lunch, and after I understood the business model and what it had already done for Pat in such a short time, I made the decision to join eXp Realty.”

Kyle Handy:
Boom. I had to shorten that quite a bit. Usually, that thing could roll for five minutes almost. Then number four, what it's doing for you or what it's going to do for you. I put, “I've been here now for two years. I've grown an organization of over 162 agents in 28 states across the country. I still sell real estate. In fact, I'll close around 45 homes this year as an individual agent. But because I earn over five figures a month in revenue share, I can be more selective of the types of deals I do, the people I work with. Best of all, I take multiple vacations each year with my family and wife.”

Kyle Handy:
That's it. That's my story. Right? Four compelling things. That's going to get people curious. That's going to see people see me in a light that I am, a family man doing this for, obviously, freedom. I've been in real estate a while. It gives me some credibility. Those are all the things that you want to think about when you're crafting those four elements. Okay? Now, Curtis, I don't know if you've already crafted yours or not. But if you haven't, I can either roll through a different example of another agent that we did or you can roll through yours.

Curtis:
Yeah. Go ahead and roll to the next example. I'll share mine right afterwards.

Kyle Handy:
Okay, perfect.

Curtis:
Actually take some notes and have it down.

Kyle Handy:
All right. Because a lot of people sometimes think like, “Oh, well, your story is different. I don't have that same background or whatever.” These elements are for anybody. Right? You got to think about it, like what's compelling in each of these elements about you? Right? But here's an agent that doesn't necessarily have to have the same background as me. Right? This was a young lady in my organization. She says, “Who are you? I've been working six days a week 12 hours a day selling real estate.” Right? That's kind of who she was before joining eXp. What's caused her to look for something more? “As a young woman who wants to raise a family one day, I wanted more flexibility to control my own schedule without sacrificing my income. I also wanted to spend more time with my husband on weekends. This was a huge wish that I always had, but I found a way to finally make it happen.”

Kyle Handy:
Okay. That's like, “Okay. Well, what is the way that you made it happen?” Right? Then that's how she heard of eXp and why she had to be a part of it. “My friends, Matt and Tina, shared a company, shared eXp with me and a system with me that has allowed them to be full-time parents with their son and daughter. I've watched them grow a lifestyle with their kids that most people dream of. I immediately recognized this was a way to build my exit strategy from the normal life of a super demanding real estate career and to build a lifestyle that I really wanted.” That's why she wanted to be a part of it. Right?

Kyle Handy:
What it's doing for you or what it's going to do for you. “I'm excited to have something that I can finally build from my phone or computer while still selling real estate. I'm excited to help others do the same thing.” That's it. Right? Anybody could probably write that one. Right? That doesn't take a whole lot of traction or results or anything like that to go into that. But that was it. Right? That's like her story. I think that's pretty compelling. Okay?

Speaker 3:
Do you have one that's on a new agent that doesn't... A fresh new agent that is recruiting?

Kyle Handy:
Say that again.

Speaker 3:
Do you have one that's a new agent who doesn't have that experience of closing 40 deals a year but who's trying to attract agents?

Kyle Handy:
Yeah, absolutely. Well, I mean, the one that I just shared right now, it says nothing about her selling 40 deals a year. I'll read it again just so you can see. I think this one's a powerful one, it could be used for a brand new agent. Now, obviously, this one in the beginning says that she was working six days a week 12 hours a day selling real estate. But if you are just a brand new agent, you can just say what you did before real estate. I was doing this. I was a stay-at-home mom. I was working in the sales field or whatever it is. Right? Whatever you were doing before. I was a teacher. Whatever it was. Who are you before, that's where you'd put that. Then what caused you to look for something more?

Kyle Handy:
“As a young woman who wants to raise a family one day, I wanted more flexibility to control my own schedule without sacrificing my income. I also wanted to spend more time with my husband on weekends. This was a huge wish that I always had, but I found a way to finally make it happen.” Right? It says nothing about selling homes or real estate in there. How she heard of eXp Realty and why she had to be a part of it. “My friends, Matt and Tina, shared eXp Realty and the system with me that has allowed them to be full-time parents with their son and daughter. I've watched them grow a lifestyle with their kids that most people dream of.” Now she's not even using her own success. Right? She's using somebody else, which we could all do at eXp.

Kyle Handy:
“I immediately recognized this was a way to build my exit strategy from the normal life of a super demanding...” Whatever you want to put there. Right? She put real estate career because that's what she was already doing. But maybe you wanted to put being a teacher or whatever it was you were before. Right? Or maybe there's a whole different reason. I'm not saying you have to use this. But I'm just saying if you want to take pieces of this if that's your true story, then that's what you want to use and build a lifestyle that I really wanted.

Speaker 3:
Thank you.

Kyle Handy:
Yep. Perfect. Perfect.

Curtis:
Kyle, I'll jump in here. I got a couple of things that'll help get people's brains flowing. Then I'll actually share my wife's story first. Then if I need to, I'll do mine too. But what caused you to move is where... Sometimes people get hung up on, who are you? Right? Hopefully, that one's pretty easy. Just give a little bit of background. It doesn't even have to be your real estate background if you're new to real estate. It's just, “Who were you before this?” Look at your past life. For me, for example, I was a tech entrepreneur before I got to real estate. After four years, I was running a sales team. That's it. Right? That's my who I am.

Curtis:
For my wife, she has a lot of life experiences, all different things. “But most recently, I just adopted my two daughters. I spent the last three years in custody battles. I finally got my real estate license.” That's who she is. Right? That's the, “Who are you?” That part shouldn't be that hard. But the, “What caused you to look for something more,” I'll give you some ideas. For a lot of people, it's freedom. It's what Kyle painted the picture of. Freedom. That's a pretty cool easy thing to break down. You wanted freedom from driving to the office each day. You wanted freedom from having a set schedule. You wanted freedom to create your own schedule. You wanted freedom to work from home. Whatever the freedom piece eXp gave you back, if that was something that was real for you, then you go with freedom because that's a cool thing people can associate to.

Curtis:
For me, I was stuck driving to the office every single day about 45 minutes each way. I was spending two hours on the road when I have three young kids at home. Right? That's painful. That was what caused me to look for something more. But even more easy to associate with, for some people, is the money. A lot of people's commission split before coming to eXp sucked. If your commission split was below 80/20, that could be a simple cause for you. I was on a 60/40 split at my last brokerage. I heard about eXp offering an 80/20. I couldn't believe it. I needed to make more money. I was tired of giving up all my money to my team leader. I was tired of my $35,000 cap. Whatever it was for real, money is a big one. Freedom's a big one.

Curtis:
Another one that appeals to a lot of people is the training or education. I had been in the business two years and I'd only made six sales. That was killing me. I was struggling. I didn't know where to go. I didn't know what else to get, who I needed to talk to, who I needed to learn from. Then all of a sudden, somebody invited me to this class. Man, I made two sales the next month. Whatever that thing was. Freedom, money, education and training. There's a couple more. Again, these aren't as exciting but if they're real for you, say it. Like the tools or the support. Don't say like, “The tools were so great.” But say like, “Man, I had been trying to build my database for two years in real estate. Then all of a sudden, I got a free database out of the blue.” Or, “I heard I could get a free...” “I was spending $2,500 a year on X. All of a sudden, I could get Y.”

Curtis:
That's the, “What caused you to look for something more?” Again, they get less exciting in descending order, the way I just laid them out. Freedom is most exciting. Money is probably the next most exciting. Opportunity to build and develop yourself is probably the next most exciting. But if you don't have anything that exciting for some reason, then go down to the basics but tell it in story form with what caused you to look for something more.

Kyle Handy:
Awesome. Awesome. Well, cool, guys. Now, who's going to be brave enough? Who's been taking notes and crafting their story in the background here? I think I've seen some people writing, at least if you've got your video on. It looks like some people were... I don't know if they were just writing notes or if they were writing their story out. But man, I would love to hear from some other people on here that have their story. Again, like I'd mentioned, it doesn't have to fall into this format right here because I just talked about it. But if you've got a story, I think that it'd be helpful for those of us... For the future too. People are going to be watching this as part of that class that we're making. To hear more stories, real stories, I think, will give them that spark to help them create their own.

Kyle Handy:
Who in here is brave enough to share with us their minute or so long story of eXp? We've got any takers?

Tiffany:
Thank you so much, Kyle.

Kyle Handy:
All right. Love it, Tiffany. Please do.

Tiffany:
Hey, guys. I actually share my story anytime I do the lunch and learn with Tony. I'm Tiffany. I'm actually a huge enthusiast of real estate. I love real estate. But I came in very green. I did not get a whole lot of direction or training. I wanted to be a broker. I joined a small boutique brokerage. I thought I would get everything that I would need. That was the total opposite. That was like the first five years of my real estate career. I was licensed with little sales. Okay? That's just who I am in a nutshell as far as my real estate background.

Tiffany:
What's crazy is I wasn't looking for something intentionally because I didn't know where to look. But I knew inside I needed more. I knew that I was worth more. But it was such a blessing that my broker is actually the one who showed us as a team eXp because even my broker realized, “We are not going anywhere.” It's funny. That's how I heard about eXp through my old broker. To be honest, what it has done for me has absolutely changed my life. My real estate career in the last... What I didn't experience in the last five years, I've experienced maybe 10 times more in just two years being with eXp.

Tiffany:
I never thought I could make the type of money that I can make at age 30 being a stockholder. I used to want to own all of these properties. Now I'm like, “Let me just get all of these agents.” I just see myself making investor money without having to put up investor capital. That's what eXp has done for me, and I'm super duper excited.

Kyle Handy:
I love it, Tiffany. That is huge. I love it. Now, that's a great story. Perfect.

Rob:
Drop the mic.

Kyle Handy:
Right? I know. Well, Rob, I think you're up next since you are already unmuted.

Rob:
There you go. If you talk, you're in.

Kyle Handy:
You talk, you're in.

Rob:
Yeah. I'm just driving, so it makes that a little bit harder.

Curtis:
No excuses. Bend a story. Come on, Rob. I know you got stories in your pocket. Let's try it. Practice.

Rob:
No. My story is... I was with Keller Williams for five and a half years. Didn't know anything better either that was out there. I was like too red and white. Loved Keller Williams. If anybody talk mess about Keller Williams that we were the best. Then it just came down to just keeping an open mind when my buddy, Alan Rolex, said, “Rob, just look at it. Take a look at it and let me know what you think.” Watched the old James Frederick video, if anybody had watched that one. I watched that a couple times. I don't know. I got it right away. I just saw the opportunity to be able to build a company with the residual income. Yeah. Once I saw it, it was just a matter of time when I was going to move over because I knew the opportunity was going to be there as far as the potential, like I said, to build a company nationally. The residual income really excited me.

Rob:
Now it's just a matter of putting the big boy pants on and start being more consistent and starting to build this thing like you guys are with Kyle and Curtis and Tiffany and people that are more all in, I guess. I thought I was all in until I got the call yesterday with Scott realizing I got to get more all in. I'm not all in like I thought I was.

Kyle Handy:
What would you say the answer to this last question that would be for you then? What is it doing for you? What has it already done for you personally in your life?

Rob:
Yeah. It's amazing. I don't know why if it's just me or human nature. I get down on myself sometimes and I get to know it. But then I get a $2,000 revenue check last month that I had deferred my payment on Best Buy credit card. My kid bought a couple computers. You know how you did the old? Hey, I'll pay it off. No interest. I had to pay that $2,000. Got that revenue share check. Didn't even have to think about it. Boom, it was done. I was like, “Wow.” Then here I am not all in saying, “Wow. I need to be able to double that. If I was able to do that in a year and a half to get it at around 1,500-ish, 2,000, why can't I double that next year and get it to around five?” That's been a little bit eye opener for me, is I get down and then I'm like, “Wow, I got this revenue share check which is pretty awesome.” Building and selling more real estate.

Rob:
I sold the biggest house through eXp. Without being accused of hotline, I don't like to be braggadocios, but I sold my first $1.2 million house about seven months ago with eXp logo on it. Super proud of that. Just got to take more positive and then don't get down on myself a lot.

Kyle Handy:
Don't get down on yourself, man. We're always doing better than we think we are, man. Just keep positive. Keep it going. I know you're a hard worker, Rob. All right, who else we got? Let's see. Let's hear some freedom stories, guys. Let's hear your new story. I think that somebody would benefit. If you're a brand new agent and you're brave enough to just... You don't have to come on video. Just unmute yourself and tell us your story if you don't mind. I'd love to hear it. There we go. Gabrielle. What's up?

Gabrielle:
Okay. Don't mind me, I just got back from a run and I look disgusting.

Kyle Handy:
Better than me. Yay. I need to be out there running. Trust me, yeah.

Gabrielle:
You got me motivated. You run for four miles a day. This is kind of my story. My background was in finance. I was in corporate America making a pretty good six figure income. But I was tired of being under that controlled environment and wanted a better ability to make my own choices with my time. I went into real estate and had my own brokerage. Then in real estate, I was kind of more in charge of my time. I was able to make those choices, which was great. But I was still working really hard and that not making the amount of money I made in corporate America. It was kind of a trade off.

Gabrielle:
Then I realized that I no longer had the benefits of corporate America like my retirement and my $50,000 a year bonuses. A friend shared the model of eXp. I immediately saw that I could have those benefits back that I was missing from corporate america and not work the amount of hours and so hard until I'm 80 years old. Right now, I only have one person and in just two months have made about $1,500. After a year and a half being with the company, I have about 500 shares of stock. I'm really excited to grow this and help others do the same. I know now. I'm seeing now that I can replace those benefits that I was missing.

Kyle Handy:
That's huge. I love it.

Gabrielle:
I'll keep working on that, but that's basically it.

Kyle Handy:
It's all practice. The only reason that those of us who have a story that people say like, “Oh, you've got such a great story.” The only reason is because we've said it so often that it comes off more natural. The only difference is your story is amazing. It's just working on it, saying it over and over, and having it roll off your tongue like it's just normal. Then I think that's as compelling as any. Yeah. I love the tie into like the corporate America side because I think there's so many agents that they understand that. If you can kind of relate this back to that, that's going to relate to them a lot. That's cool.

Gabrielle:
Right. Probably if they haven't thought about retirement, putting that away, that they will. I gave up a lot. Yeah.

Kyle Handy:
Yeah. I mean, that's the thing. I don't know what it is. It was something... I was listening to a podcast or heck, maybe it was us talking. Can't even remember. Somebody on one of these calls. But most of the time, real estate agents, this isn't like something that people go, “I'm going to go to college. Then I'm going to start up in real estate.” Most of the time, it's a second or a third career for most of us. You got to keep that in mind. Your story is going to be very similar to a lot of the people that you've talked to, or at least sometime in their past history. They'll get it when you can relate it to them. I think that was awesome.

Kyle Handy:
All right. Sylvia, you volunteered. I love it. I figured you'd be on here. I was happy to see you actually chime in there. Please.

Sylvia:
I'll give it a shot.

Kyle Handy:
There you go. Give it a shot.

Sylvia:
All right. Who am I? I have degrees coming out of my ears. I was a young single mom. I had my son when I was 22. During that time, I got my associates degree in commercial art. I got my journalism bachelor's degree. Then I was a journalist. Then I switched careers. I got my master's degree in education. I was a very hard working teacher and also delivering newspapers and running clubs for students. I just was incredibly hard-working. I remember another teacher I worked with, she worked as hard as I did. I said, “Man, we could be making a lot of money doing something else, I think, more than $34,000 a year.”

Sylvia:
Anyway, it took me a long time to get into the sales mindset just because of how I was raised. It took a long time. Through a series of events, I ended up selling cars. I made the most money I've ever made in my life selling cars. It was amazing. I was really good at it. Somebody one day said, “You should consider real estate.” I was like, “Hmm.” Three months later, I was a realtor. I've been a realtor now for almost... It'll be three years in November. But I just turned 48. This is a different career for me. I started out at Coldwell Banker. I was on a 50/50 split. Was not on a team. Had a $36,000 cap like Curtis was talking about and 8.5% franchise fee per transaction.

Sylvia:
I sold seven houses my first seven months, but I could not actually pay my bills. I came to a point where I was like, “Wow, I'm going to have to go back and sell cars. This is really disappointing.” Plus my brokerage, I like teaching. I like facilitating. I like working collaboratively. I could not get that at my brokerage either. I was so hungry for it. When I heard about eXp, I wasn't looking, but I decided to take a look. What first got me was, “Wow. I see the model and through that model, I understand that I'm going to be able to have some synergy with some people and collaborate. That's exciting.” That kind of got my wheels turning. But then what really got my wheels turning was the money because I wanted to do real estate and pay my bills. I didn't want to do real estate as a second job.

Sylvia:
I did join eXp. I still had to go back and sell cars. It took me another year to be able to cut myself off from a job. But now, my revenue share pays for my rent and my car insurance and my car payment at least. I'm selling real estate and just having a great time. I have so much hope for the future. Because I have no real savings and retirement, I know that even though I'm older now, I have that opportunity to build that. I'll be good. I'll be okay. I'm excited.

Kyle Handy:
That is awesome. That was perfect. I love it. I love it. Yeah.

Curtis:
Hey, Kyle. Can I highlight something real quick? Sylvia, can we all have permission to say you're our friend? Everybody on this call, Sylvia is our friend. Right?

Kyle Handy:
Yes.

Curtis:
That's the cool thing about these story pitches. Let's say Sylvia's story is completely different than yours. But you're talking to an agent and you hear that they're on a bad split. You've never been on a bad split before. You just joined eXp. It's first time where you owned your own brokerage. You came to eXp. Before you tell your story or after you tell your story or whenever you want to sprinkle something in and be like, “Man, that's crazy. I've got a friend who was on a 50/50 split in Michigan. No matter how many homes she sold, she just couldn't get ahead. I was just talking to her yesterday and she's now on the 80/20 at eXp. I mean, just imagine that. That's crazy.”

Curtis:
You have these other people's stories and you just sprinkle them in. They're just little missiles, little like arrows you can shoot real quick before you even get to yours because so many times, people are going to relate to other people's stories. That's why like this concept, Kyle, of your story pitch is so, so important. Every time you meet a fellow eXp agent that's building and focused on the traction and trying to grow, ask them their story. Pay attention. Then put it in your whatever holds arrows and just have that. Thank you for sharing, Sylvia. That was awesome. Everybody else's story is great. We got a couple of other folks that volunteered, Kyle. I think you've got-

Kyle Handy:
Yeah. Selena. I think you want to go?

Selena:
Yes. Can you hear me?

Kyle Handy:
Oh, perfect. Yes.

Selena:
Hi.

Kyle Handy:
Hi.

Selena:
What caused me to come to eXp? Well, I've been in real estate for 16 years, but been in the industry for 21 years, a related industry. I've always been in the field. Wasn't looking for any other opportunity. But Tony and I are in another business together. He was like, "Selena, you got to see this real estate opportunity.” I'm like, “Tony, I'm just too busy. I don't have time. I'm really busy.” He was like, “Okay.” Then he'll call me back or text me. He caught me at the right time and I finally looked at it. It blew my mind the first time because initially, I'm a business person right from the beginning. I love business. This is what I do. That's what my degree is in. When I saw it, I saw a business in real estate. Not a transactional type business which is what I was raised to do, being in other brokerages.

Selena:
At that time, I was with an independent broker. I was with them for nine years. I love them. They love me. They're like family. I told Tony, I said, “You know what? Let me see what they're going to say and then I'll get back with you.” At that time, this is two and a half years ago, we didn't have any of the Zoom or anything. We would just call other agents and say, “Hey, let's all get on the phone.” We got on the phone, and they listened to it. They were like, “We'll think about it.” I said, “Okay, you keep thinking. I'm gone.” You know? I left and it's been the best decision that I've ever made. I went from being a single agent to having 20 people on my team.

Selena:
I've always been fascinated by leveraging yourself and being able to have multiple streams. I was so grateful for the opportunity to have that type of opportunity in real estate because I never really looked at real estate as a business and eXp gave me the opportunity to look at real estate as a business. I am grateful for that. That's what it's doing for me. It's leveraging. It's causing me to do real business.

Kyle Handy:
That is awesome. Perfect. I love too how everybody... I mean, I don't know if you all are just naturally doing it like this or if you've already kind of crafted your story to fit those four elements, but it's like... I mean, people are putting it into that format. It's amazing, guys. These are great, great stories. Very, very good. It's just doing it over and over because you've never given your story. It's all just hearing these, crafting yours, saying it to yourself in the mirror a hundred times, getting it down. Even if you don't say it word for word, it's important to write it down, say it out loud multiple, multiple times. Then it will start to just come natural to where you don't have to read it. It'll just kind of come off just like what you're hearing from all these amazing agents that are sharing theirs right now.

Curtis:
Practice on friends and family, guys. Practice on people you're having lunch with. They don't have to be realtors. I was talking to a guy yesterday that's not a realtor. He's in a totally different industry. He's a financial planner. He builds offices all across the country. It was time for me to tell my story real quick. Right? I gave my story. I'll save it here. I will do my story here in a little bit. I gave my most recent story. He was blown away. We spent the next 30 minutes talking about eXp Realty. That's not what the lunch was for at all. We were talking about financial planning. But he just wanted to hear it because the story piqued his interest so much. Just practice everywhere on everyone any time you get a chance. Tell your parents. Tell your brothers and sisters. Tell your spouses. Tell your friends because they probably don't even know.

Curtis:
How often do you tell them like, “Yeah, I'm in real estate, yeah, I changed brokerages?” Those are the facts. Right? But how many times have you told that story that you just shared? Because when you tell that, they're going to tell a friend. They're going to tell their brother-in-law who's a realtor that you don't even know. That guy is going to want to call you. Keep it up. Who's next?

Kyle Handy:
Drina, I think you had mentioned you're up.

Drina:
Hello.

Kyle Handy:
There we go. What's up?

Drina:
Hey. I had a small boutique brokerage. I actually was an individual broker for quite some time. It was just me, myself and I. I kind of just worked solo. Then I opened up a small boutique brokerage, just a handful of people. For us, we were always trying to implement systems. Implement just different things to help the brokerage grow. Every single week, we had our office meeting, our staff meeting. We had all these great ideas, but trying to implement systems and implement lead generating and all of that is time consuming. It's expensive. We just found ourselves at a standstill.

Drina:
My husband tricked me into going to a meeting to see about eXp. Now, we knew we had to do something. We were just at our wits and we were irritated with everything because we weren't growing the way we wanted to grow. We went to this meeting to see about eXp. It was everything that we needed and wanted. At the time, I didn't admit it. But when I got home, I snuck and was doing my own research. I was like, “This is it. We actually prayed for something like this.” I was like, “This is it. We need to go ahead and join.” I had to get my little small ego out the way. Since then, it's really helped us.

Drina:
The thing that really, really got me was during the time of being a broker, I also had to take care of my mom because she had been terminally ill. I kind of had animosity towards the transactional side because it was like I'm always on my computer trying to finish my bills and taking care of her. I just was like, “I have to do something else.” Now coming here, I was able to leverage [inaudible 00:38:55] and then grow my team outside of Michigan versus just trying to stay locally confined. It really hit a lot of my pain points.

Kyle Handy:
Awesome. Awesome. That is amazing. Perfect. Now, have you said it in that same format before? Or was this the first time putting it into those four elements for you?

Drina:
I said it but I talk fast and I ramble. I don't know sometimes. I might have said in that format or said it... Sometimes I'm all over the place, but that is my story that I can fit in the correct format. But that is my story.

Kyle Handy:
That's perfect, guys. No, that was awesome. That is awesome. Well, cool. Do we have anybody else that wants to share? Otherwise, I am getting a couple people that had messaged about having some questions and whatnot. We can get into kind of QA, some stuff about that as well. I think we've got a lot of great stories on here. I really appreciate everybody who shared their story. Again, it's all practice. Oh, we got one. Oh, Mario. You know what? Let's let Mario go real quick. I want to hear your story, Mario.

Mario:
I have my little one here with me. I stepped away to go get him. This is one of my wives. She's right there. I'm able to be home, be able to do all of this with them. I used to be with Keller Williams when I first started. He raises the first thing that got my intention is the 80/20 split, the liberty of everything to be able to do that. Then once I started learning the background from eXp, I was like, “I'm sold,” and just went from there. Personally, I have attracted 20 agents and just been having fun with it. I mean, the main thing is we're all having fun with it. The opportunity of the agents joining and being able to take advantage of everything is the main thing.

Kyle Handy:
I love it. Love it, man. Appreciate that. There we go.

Curtis:
Hey, Kyle. I want to practice, man. Let me give you my revised updated story real quick, guys.

Kyle Handy:
Perfect. I was hoping to hear this.

Curtis:
Yeah. For me, guys, you'll get to know me like I'm like huge family guy. My wife and I have been together for 20 years. I've got three young kids. Almost 20 years ago, I made a promise to my wife that someday we'd live in Minnesota. But I live in San Antonio, Texas. Every year for the last decade, my wife and kids have left San Antonio and lived in Minnesota on their own for a month or month and a half. I've never gotten to go. For the last 10 years, I've been an entrepreneur. I've built technology companies. I've helped build oil and gas companies. Most recently, I got into real estate about four years ago. The day I entered real estate with my partner, Kyle Handy, the plan was always to build a big business. We were trying to build our own brokerage. As an entrepreneur, I've always been trying to do things a different way and just look to disrupt things and just create for me the lifestyle that works and still make an impact on people.

Curtis:
A couple of years ago, Kyle called me and said, “Hey, we're moving our brokerage to this company called eXp Realty.” I'm the kind of blind faith partner that was just like, “Cool, sounds good. Tell me what I got to do. Text me. I'll sign up.” Right? I was on a five-day trip at that time to Minnesota. Real quick, I joined eXp Realty. Fast forward two years later, and I realized the power of what this brokerage with no offices, with totally different technology was actually doing. This year for the first time in my life, I went to Minnesota and I lived for a month and a half. I just got back from a 45-day vacation. I didn't miss a meeting. I had four or five closings. I worked with agents all across the country. That was only possible because of this brokerage platform. I'm forever grateful to my good buddy, Kyle Handy, who called me and said, “Hey, we're checking this thing out called eXp realty a couple years ago.”

Kyle Handy:
That's awesome. Guys, I'm telling you. That's the key to this whole thing. A lot of people ask like, how do you attract agents especially when you're new? If they don't know a whole lot of the facts, all the little details, the thing is you're almost better off not knowing all that. Because if you start getting into that right up front, that's what will cut people off. You know? You want to stick to your story. If they're still curious, then go more into your story. Don't go into too many of the details because then you give up the ability to leverage an actual tool that they need to be on to be able to really get it by getting into all of those details.

Kyle Handy:
The next stage and we'll have another video on this about what tools to use, you want to get them on a webinar. You want to get them to a lunch and learn. You want to get them to an event. You want to get them on a three-way phone call. Right? These are all the tools that we use to actually share the details about the business. But if you start sharing them up front especially if you're a newer agent or something like that, you lose all that curiosity. You're not really selling them on the important thing, which is the story. Right? The story that sells. You're trying to tell them the facts.

Kyle Handy:
Cool. I love it, guys. That's awesome. Again, this is the same thing for me. I stick to my story. I share more about my story. Now at this point, I've got traction so I can share more about what it's done to me now and all that kind of stuff. But I hardly ever get into the weeds about the details of the business model. I immediately, at that point once I see the light bulb go off in their mind that they're interested, I'm like, “Hey, but I got to send you this. We got to watch this together. We got to get to this lunch and learn.” Whatever it is. I'm grabbing arms with them and saying like, “We're going to do this.” I'm going to get them to that tool even though I know all the answers. Right? I could explain everything. But that's not the point. Right?

Curtis:
Hey, Kyle.

Kyle Handy:
Yeah.

Curtis:
I want to interrupt and give them like a quick flow. What he's saying and that's so perfect because you just told your story. As soon as they start asking questions, that means they're interested. Right? They're hooked. The next thing you do is give a real quick story about how they can get more information. Right? You're like, “Oh my gosh. Hold on, man. I'm glad you have questions. I'm excited to get those answered for you. But every single week, my team hosts this event on Tuesday nights at five. It goes over all the details, all the information. Can you free up tomorrow at five?” Now you have a second story. Right?

Curtis:
You told your story. Then you tell another story about the power of your team. You're edifying your team without being blatant and annoying. But you're just kind of, again, keeping their interest piqued. “What do you mean your team? Your team does a presentation. What does that mean?” Come check it out Tuesday at five, or Friday at 11:30 or whatever. Two stories. Yours and then the team story. Then boom, they're there.

Kyle Handy:
I love it. I love it. Cool, guys. All right. Well, good stuff. I think we've hit that pretty good as far as stories. Hope, everybody, that's your homework. If you don't already have a story, craft it. Easily digestible, 30 to 60 seconds that you can get it out there. Go and come up with the four elements for yourself. Who knows? Maybe we'll even call on you in the future to share your story. But at this point, we're going to shift gears because we've only got about 10 minutes. I know that there's probably people on this call, and we haven't done this in a little while where we just open up the mic. If you've got any questions, agent attraction related, anything that you are struggling with, anything you are working on that maybe is working really well for you and you want to share with the group, let's do that. Let's get these 10 minutes to kind of do that because it seems like the last two months, we've just talked about the agenda. Right? Whatever the topic is. Let's open it up. What have you guys got?

Elizabeth:
I have a question on LinkedIn. I don't know if folks are getting any success in connecting through LinkedIn. Wondering, do you guys message... Once you're connected to LinkedIn, are you guys also emailing them and messaging them on LinkedIn? Because some people might not use LinkedIn as a email tool, if you will. If there is any recommendations that you've had on LinkedIn that has worked for you.

Kyle Handy:
Sure. As far as LinkedIn goes, I will say that I've used it in the past here. Let me mute people here. Mute all. In the past, I've used LinkedIn with success just to at least get connected to people. I don't know that I've ever taken somebody all the way through the process of never knowing them to knowing them through LinkedIn. Then getting to join eXp through LinkedIn. I know there definitely are agents that have done that, and make LinkedIn a big part of their business. For me, what it is, it's just like any kind of social media that we've got. If you're going to use that as your strategy and you're looking to make connections with people you may not know yet, it's a volume game especially with LinkedIn. There's a lot of people that don't necessarily check their LinkedIn super often. You do got to send out quite a few messages and connections in order to get the potential to be able to attract somebody.

Kyle Handy:
I would say because you had asked... One of your parts to your questions was like, “Do you send them an email and then send them the message in LinkedIn?” I would take it a step further. I mean, I almost use every tool to my advantage. If I'm going to take the time to try and connect to somebody and send them a message... This is why I say that I've never probably just recruited somebody just on LinkedIn because normally what I do is, yeah, I would send them an email. I would send them a message. I also send them friend requests on Facebook. For some reason for me, I feel like people check their Facebook more often. If they just connected with me on LinkedIn, they might be more prone to seeing, “Okay, well, here's Facebook.” Then they can see my profile. My family emotionally, all this kind of stuff. I'm a real person.

Kyle Handy:
LinkedIn, for me, is very business-y, which, if that's your style, you want to keep it strictly to business, then that's fine. Right? Then that's probably the right platform and you just stick on there and do it. But for me, I'm much more of an emotional, social. I put stuff with my family. I think, to me, that helps me. That benefits me. Whenever I use LinkedIn, I move the conversation over to Facebook Messenger. But that's personally just my style.

Kyle Handy:
For you, if you're just using LinkedIn, I would say use everything that you can. Send the email. Send the message because I will say, a lot of times on LinkedIn, that people don't check their messages very often. Or their messages get so cluttered because if it's their anniversary, they get 30 messages that just say, “Happy anniversary,” for their job. Sending an email might be good. Now, the thing that I'll caution you on is obviously don't spam. You don't want to abuse it. Right? What I've always said about any kind of social media is the first message or email or whatever that you're going to send to them is really... You've got to kind of ask permission to even just build a relationship with that person. Right? That's kind of the first step.

Kyle Handy:
If you go guns blazing eXp in your first message, not only is that probably not good taste, but it's also against the attraction policy. If you're going to do anything in volume like that, you've got to try and build the relationship from that platform. Curtis, did I miss anything? Oh, you're muted, bud. I don't know if you can hear me. Oh, hold on. There you go. You're still muted. I don't know how to... Let me see. You there, Curtis?

Curtis:
Sorry, mate. Yeah. Kyle, I was in eXp world trying to talk on the microphone over here in the middle of this. Keep rolling. Everything you said about LinkedIn is spot on.

Kyle Handy:
Cool.

Curtis:
I have used LinkedIn. One thing I have gotten that's great value from LinkedIn is when you do get a conversation going and people are kind of curious about whatever you're messaging about, I like getting their phone number. LinkedIn, people feel comfortable giving their phone number on LinkedIn. I like making phone calls. I've gotten good success with that.

Kyle Handy:
Awesome. Awesome. Elizabeth, did that answer your question real quick? Then we'll go to you, Tiffany. Elizabeth, did that answer your question or...?

Elizabeth:
It did. I do know agents who have connected through LinkedIn and have succeeded in bringing them on board. I've only been focused on LinkedIn for the last two weeks. I did have one appointment already. I've set up the meeting and so forth. I'll see how I continue.

Kyle Handy:
I would absolutely... Oh, and you're right. I mean, there's definitely people that have success on LinkedIn. I was just saying me personally, I take it mostly over to Facebook. Here's the end of the day, I mean, what I think the overall strategy has to be around any social media platform including LinkedIn, Instagram, Facebook, whatever it is that you're using, is you've got to use that platform and be consistent with it. Right? For me, I don't post a whole lot on LinkedIn. My profile is not as robust, I would say, as like my Facebook. For me, because the thing is you might try and reach out and connect to somebody. But if you don't have content or something because they're going to look you up most of the time, you're not going to get as big of bang for your buck if you're using a different platform and you're posting all your other stuff there.

Kyle Handy:
Whatever you're going to use, if you're going to use LinkedIn, go all in on it. Right? Just use that platform to the max. Post things on your profile. Make sure you're commenting on other people's profile. Join LinkedIn groups. Those are all the things that I'm doing on Facebook. It's only natural for me to kind of stick to that platform. LinkedIn, it's a great platform just because it is very used for business. A lot of times, people have maybe more of an open mind because they're expecting that type of messaging coming from LinkedIn. But for me, again, it's just not my natural platform. I'm not there very often, but I definitely know people that use it, have success with it. Again, if that's you, go all in on it. Send the emails. Send the messages. But again, just always remember, you got to go off the relationship first. Cool. I think that answered it. Tiffany, what did you have?

Tiffany:
I had a question for you. Then I also wanted to comment to her question because LinkedIn is my biggest one. Most of the people that I do have on has been from LinkedIn. Like you said, it's build relationship. I have a quick hack for everybody especially if you have trouble with calling or like cold calling. Like you said, a lot of people are not just sitting on LinkedIn constantly answering back and forth. Anybody who I've just introduced myself, obviously, because we connected, they responded back. Maybe I messaged them and then they didn't respond back. A lot of times, their phone number is already on LinkedIn if you go into their bio. Or you literally can just google them or even Facebook them. I will literally pick up the phone and now it's a warm call because it's like, “Hey, Kyle. This is Tiffany. We started chatting on LinkedIn. I figured it would be easier to just pick up the phone and talk to you because I know you already and you're always in your Messenger.”

Tiffany:
Now, that allows us to have a conversation on the phone. You can start, like you said, the stories and that type of thing. That's a good hack that has worked for me. I actually have just set up a one on one doing that very thing.

Elizabeth:
Tiffany, these are people that you don't know that you've connected to that you just pick up the phone and just started talking to say hi?

Tiffany:
Yes. Because I personally do not like cold calling. I have to figure out, how can I make it warm? I've sent them a message just saying, “Hey, this is Tiffany. Thanks for connecting on LinkedIn. How's business?” We would start the conversation. But like Kyle said, they're not just in there sitting and texting. They're working. They're busy. Now I'm like, “Well, I already started the conversation on LinkedIn.” Now it's a warm call when I call them because they remember that we've talked. Now, we kind of get to move forward. It's just quicker to say, “Well, can we get together, have a one on one?” Or however. That's what worked for me and I've built most of my agent attraction through LinkedIn.

Elizabeth:
Tiffany, I know it's 11 o'clock. Can I call you afterwards? Do you mind?

Tiffany:
Yeah, I'll text you privately my number.

Elizabeth:
Thank you so much.

Kyle Handy:
Hey, good. I love it. Love it. That's the power of these masterminds. Thank you, Tiffany. Appreciate that. One thing, a shout out to Ian Flanagan. He got me up on this book. I love it, man. I'm about maybe two thirds the way through but Fanatical Prospecting. If you guys haven't read that book, if you're talking about making outbound dials, I think it's a great book to read. Get some good methods from it.

Ian Flanagan:
Enjoying it, Kyle?

Kyle Handy:
Oh, yeah, man. I love it.

Ian Flanagan:
It's a whole different framework of thinking, isn't it?

Kyle Handy:
It is, man. It is. I started reading it on the-

Ian Flanagan:
I figured you'd chew it up.

Kyle Handy:
Yeah. I started it on the plane back from Puerto Rico. I got pretty far on it from audible. It's pretty good.

Ian Flanagan:
Awesome.

Kyle Handy:
Yeah. Don Miller is reading it now. Good stuff. All right. Tony Camilleri, man, I saw you on here. What do you think? What are you up to these days?

Tony Camilleri:
Hey, man. Just regrouping and excited about going to Vegas next week to get some great nuggets and training from the best of the best. You know what I've been doing? Honestly, it's been now reaching out to my team. Just calling people down the list. People that have been in. Just going through my whole rev share. Not necessarily people I brought in. Finding out that a lot of these folks just weren't brought in properly. They don't know what eXp has to offer. I'm just trying to get them engaged in the tools, if they want to ask them, if they want to do recruiting just because people... They just don't know. I mean, I've actually talked to some agents that really forgot or didn't really realize we had rev share. Kendra and I were making those calls. It was really shocking to hear that.

Kyle Handy:
Oh, cut out.

Tony Camilleri:
[inaudible 00:57:04]. The agent was like, “Oh, man. I really love you, man. I just got to get more motivated. I definitely want to recruit. I definitely want to sell more.” He's like, “Man, just stay in touch with me, man. I just need that extra motivation, that extra help.” I thought, “Wow, okay. This is great. We're on track.” We've got a lot more people engaged. What we've done is ask people because some people are afraid of recruiting, the bottom line, to keep it simple and blunt. We just ask them, “Listen, who have you closed transactions with because we can help you? If you want, we'll actually make the calls for you.” Because some people, if they're not comfortable, I'm willing to make those calls. That's what we've been doing, getting some names on list and just going back to the basics with that.

Kyle Handy:
That's awesome.

Tony Camilleri:
Yeah. I'm fired up, man. I loved the stories today too. That's really helpful. I think we should continue to share those because we can use other people's stories. We know we're talking to someone and we realize their story is not going to relate ours, we could use someone else's. Right?

Kyle Handy:
Absolutely.

Tony Camilleri:
I think that's the power of these calls as well.

Kyle Handy:
Absolutely. No, that's great. Well, cool, guys. Well, hey, we're going to wrap things up. There's just two things that I wanted to talk about or promote, just make sure everybody knows. First off, we've got the Tuesday Executive Overview tonight at five o'clock. Curtis and I will be doing the eXp Explain presentation live. Just send your guests or you yourself. Can register at tuesdayexecutiveoverview.com. Right? It's about an hour. It'll last from five to six. Then we wrap up at about 6:15 to 6:30 because we do questions after the presentation. We wrap up by six, and we stay as long as it takes for questions and answers, testimonials, just whatever we've got at that time. Hopefully, you'll get some guests to that presentation tonight.

Kyle Handy:
Then secondly, the event like Tony mentioned, the Brent Gove event, it is not too late. If you have not signed up... I mean, I talked to somebody the other day and they're like, “Man, I just can't afford it.” I mean, it sounds so cliché but literally, I mean, you can't afford not to go. I mean, the type of knowledge, commitment... Tony talked about it with his agent that he was saying right now is like, “Don't give up on me. I'm interested. I want to do this.” There's a big difference, guys, between being interested in something and being committed to doing something. Right? Interested is like, “Well, I'd like to do it if it's convenient for me. If it plays out just right, then I'll do that. I'll get rev share or whatever.” Committed is like, “Come hell or high water, I'm going to do whatever it takes to do that. I'm not going to give up until it's done.” Right?

Kyle Handy:
That's the difference between going to Vegas and not. Right? Commitment versus being interested in something. If you're committed to it, you don't miss an event. Right? You don't miss it. I've not missed an event since I joined in 2017. Every event that has taken place, I've been to. I mean, that's truly why I relate a lot of my success, is going to these events. I can't understate the importance of these events. If you aren't yourself going, definitely try and make it still. There's two weeks or I guess eight days until it's going. Then if you can't really make this one, be at eXp Con October 2nd through the 5th or 2nd through 4th. I'll be there October 1st through the 5th. But yeah, those are the two events that you definitely got to get to, guys.

Kyle Handy:
Work on your team. Explain to them the importance of these events. Right? It's almost like if you had a personal ticker symbol, like eXp is EXPI, that's our ticker symbol. Tells you right now if we're $9 a share or $11 a share. If we're doing good or bad. You will know if your stock is doing good or bad, your eXp rev share is doing good or bad by how many people you get to that event. That's the true dipstick. That's the true indicator on if your organization is going to duplicate or not, if your rev share is going to go up or not. Is, how many people are you getting to the events? Is it increasing? Right?

Kyle Handy:
All right, that's it. That's it. We'll talk about those. But if anybody has got anything else, feel free to reach out. Reach out to me on social media. You can send me a message, Facebook, Instagram. Or you can email me at kyle@thehandyteam.com. But we'll wrap this one. Then next week, we'll get into the next lesson which is building your list. We'll get that out. All right, guys. Well, have a great day. We'll talk to you later.

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

Kyle Handy
 

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

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