eXp Realty Power Up Las Vegas Mastermind Recap | KyleHandy.com

eXp Realty Power Up Las Vegas Mastermind Recap

Full recap of my notes from the past weekend in Las Vegas at the eXp Power Up Mastermind. This was a special exp realty event open to agents with 15 or more personally sponsored agents.

Tons of nuggets dropped in this 60-minute video including the "All-in Checklist", Recruiting up, Power of 1 more, and creating urgency.

Transcription:

Kyle Handy:
You're not spinning quite so many plates, because once you have an agent, their first recruit... You recruit somebody, and then if you get them to recruit somebody, and they start tasting that revenue share, they're not going anywhere. They feel success, and so you're not spinning that plate any longer. Plus, you've given them a blueprint. You've set the foundation for them to go out and start doing it themselves, but if you're just going out there and recruiting agents left and right, and then not supporting them, you're just going to constantly be spinning all these plates, that feels like, man, it's just another job.

Kyle Handy:
I am fired up. I don't know if you saw my Facebook Live video just a few minutes ago, but I just got back from the Brent Gove Power Up Conference in Las Vegas. That's where I was at over the weekend, so I was there Friday, Saturday, and came back Sunday. It was a private event for anybody who had 15 or more personally sponsored agents with the company at eXp, and so there was about 75 of us there, and some of the top people, basically everybody who's got 40 or more agents was at this conference. There was about 10 of them, but then a lot of people have 25 to 40 personals, and organizations that have thousands of agents in it.

Kyle Handy:
I think Brent Gove is up to 5000 agents in his organization. We've got... Scott Lewis is in the thousands. A.J. Mida was there. In fact, he was my roommate, so we were staying in the same room. I got a lot of knowledge from him. I think he just hit 1300 agents in his organization. Lots of big, big people there. It was basically a half day Friday, all day Saturday, lots of different speakers. I think we had probably about 10 different speakers, and some really good stuff.

Kyle Handy:
I mean, that's what I want to start this call off with today. I don't want to waste any time. I just want to jump into the notes. Of course, as we have questions, guys, this is the same format as always. If you've got questions, if maybe something that I say jogs something in your mind, and you're like, oh, you know what? I've been doing this, or I'm doing this all wrong, or whatever, put it in the chat. Let's discuss it.

Kyle Handy:
I'm just going to start going over some stuff, just so that way we can get the dialog rolling, but anyway, so let me... I might even have to share my screen, because a few of these things are a visual checklist that I took a picture of. Anyways, the first thing that I thought was so cool was that Brent shared something that he created, called the All-In Checklist. I think this was a big a-ha for a lot of agents there at this conference, because a lot of us, we've been having success. We've got 15 or more personals. We've got usually organizations of hundreds or thousands of agents.

Kyle Handy:
I know myself, I consider myself all-in, but then, when I really looked at it, and I looked at this checklist, I was like, man, I'm not doing everything that I should be doing to really be all in. Brent Gove, he laid down the gauntlet. He said, look, I've been all in. I've been doing every single one of these things for the past two years. Who else here can say that?

Kyle Handy:
Skip, it's being recorded. We'll send you a copy of it as soon as it's done, but yeah, I mean, feel free to record it, too, separately, if you need to, but yeah, we'll be sending it out. I, in fact, got all of our videos... This is a side note, but I got all of our videos from the past month that we've been doing on these Tuesday calls, I put them into a YouTube playlist. It is private, so that way nobody can just go to my playlist that's not with eXp and be like, what is... They're all just talking about recruiting. It's private, but if you want it, you can go to it. I'll share the link with you guys, and you feel free to share it to other people in your organization and all that. It's just unlisted, so you definitely can go to it. It's just not going to show up if you just go to my YouTube channel. You've got to have the link.

Kyle Handy:
Okay, so the All-In Checklist, guys, I'm going to run through it really quickly, and I want everybody to take notes real quick. Get a piece of paper. Get a pen, okay? We're going to make this a little game. We're going to see who gets the highest number from this game. Once you've got a pen and paper, or maybe you're using your notepad on your computer or something like that, let me know. Give me a one in the chat box or something. I just want to make sure people are getting this. Give me a one in the chat box. All right, Kirtus is ready. Jay is ready. Got some thumbs-ups, perfect. All right, Kate's ready. Bernie's ready. All right, perfect.

Kyle Handy:
I'm going to start naming off these, and if you're doing this already, you're currently doing this, you meet this requirement, you're going to give yourself a one for that. We're going to see. I'm going to list out about 15 things. We're going to see who gets the most, all right. You don't have to put the one in the chat box. Put it on your piece of paper, because we're going to add them up at the end.

Kyle Handy:
All right, I do a Lunch and Learn at least every two weeks. You do a Lunch and Learn every two weeks, meaning you either host it or you're there every two weeks. It doesn't necessarily mean you have to bring a guest every two weeks, but you are at a Lunch and Learn every two weeks. If you don't have a Lunch and Learn in your area, Brent said that's no excuse. You need to be the one creating that Lunch and Learn in your area. That's the All-In Checklist. All right, so that's number one.

Kyle Handy:
I am using a wealth chart by Rob Flick. If anybody doesn't know what the wealth chart is, you've got to watch the video. It's about an hour and a half long. Definitely got to be using a wealth chart, highly important, so make sure you give yourself a one if you've got a wealth chart and you're using it, not something you created four months ago and haven't looked at. He said this needs to be next to you, literally living and breathing, something you can look at every single day. You're using the wealth chart.

Kyle Handy:
You have a dream or vision wall, meaning that you've created something that you are looking at that you're going towards. The reason why you're doing this business is on your vision wall. You've got pictures of your dreams, your goals, what you want for your family, all that kind of stuff.

Kyle Handy:
Do you have a list of 100-plus names of real estate agents, a list of names of 100-plus agents, names, phone numbers, all that kind of stuff? You've got to have a list of 100-plus names. Do you have designated building time? He recommended a minimum, and this is going to surprise you guys. He said a minimum of three hours a week. That's all it is. He said, “But do you have it designated where you don't miss it?” Not, oh well, I prospect three hours a week, not that. Do you have a time block, three hours a week? It doesn't have to be the same time. It could be an hour one day, an hour next day, minimum of three hours a week time block for building/prospecting.

Kyle Handy:
I have watched the 90-minute Rob Flick video. Okay, so that's again, if you've got a wealth chart, you should've probably watched that 90-minute Rob Flick video. If you didn't, well you can watch it, build your wealth chart today, and you get two checks right there.

Kyle Handy:
I host movie nights with the Rob Flick video. He says he's actually done this, where he'll have people come over. He'll rent out a place, and he'll literally have people come over, watch it for 90 minutes, and make their wealth chart to his organization. He's got 5000 agents, guys. He's got lots of people, but he said you don't have to do it with just your organization. We all know people at eXp, like in team disruptor, in our market. Do it together. They don't all have to be in your alignment, but it's better when people can get together and do this stuff. Host movie nights with the Rob Flick video. That was one I didn't give myself a check on.

Kyle Handy:
Do you have a shareholder ticket? Are you already registered for Orlando Shareholders? Got to have the shareholder ticket. I'm going to his Las Vegas leadership, August 20th through the 22nd. That is another one, and I'll give some details on that one. You might not even know about it yet, but this is a Brent Gove training. It's not sponsored by eXp. It's something separate, just like what this past weekend was for me, except it's not limited to just 15 or more. He opens this one up to everybody. It's called the Las Vegas Leadership. It's August 20th through the 22nd. It's in Las Vegas. He put that as a check box, so if you need details, I'll give them here later on this call, but the Las Vegas Leadership, August 20th through the 22nd. My wife's going to hate me, because literally I just got back from Vegas. We've got Vegas for EXPCON, and then I will be at this Las Vegas Leadership, so three times in Vegas. My wife's not going to like it, but that's how all-in I am, right? When you know that this stuff's important, you've got to be there.

Kyle Handy:
Are your leaders coming? Not only are you going to Shareholders, but do you have somebody else in your organization, at least one other person, coming with you to Shareholders, because we all know that the events create massive momentum. You've got to get other people, not just you. Of course, you want to be there, but then make sure, if you can be there, you bring a leader with you.

Kyle Handy:
Then, is your group coming? Do you have other agents in your group that are coming? Make sure you bring a leader. Kirtus Dixon's a leader for me. He is coming, right? I've got other agents in my group, right? We've got Tom Tobin. I don't know. I think that... I forget if he's making it or not, but we've got Mark Lemmons, I think, is going to be there. We've got Rich and CoCo August hopefully will be there, so we've got some people in our group that are coming.

Kyle Handy:
Then, of course, I'm going to EXPCON 2019, October 4th through the 6th. Do you have that booked, EXPCON 2019, October 4th through the 6th? I am going to the Freedom Summit, Mexico, 2020. Who's going to that? It's February, next February. There we go. That's a fun one, guys, Puerto Vallarta. That's where, literally, I joined eXp in July 2017. I was in Puerto Vallarta, January 2018, and I remember that was my first taste of seeing everybody getting success. I had eight agents in my organization when I went to that event. I finished the year with 108 agents. That should say something about what I learned when I went to that event. It was training. We had some training, two days, at Puerto Vallarta, but there was a lot of time on the beach, too. We were talking to agents.

Kyle Handy:
I was talking to... At that time, I think A.J. Mida had 250 agents. Pat had 500 agents. Now today, Pat's got 1800 agents. A.J. Mida's got 1300 agents. I mean, it's crazy to see what's happened. That was the first time we went to Puerta Vallarta. Are you going to Puerta Vallarta this year? There's literally, I think he said, about 150 rooms left at the hotel. We're booking the entire place. He had 1000 rooms. There's 150 left. I'll get you the details on how to sign up for that.

Kyle Handy:
Let's see. Do you host local real estate training events? This is not Lunch and Learns. This is a local real estate training event. I didn't check the box there, but me and Kirtus have been working on something like that here in San Antonio. We're going to start hosting local real estate training events.

Kyle Handy:
Then, last question, do you have local socials planned? Are you doing local socials for your real estate agents. I wanted to give props to one of my agents, Mark Trias, who I just saw on Facebook a few days back. He did a deal at Top Golf. He invited 10 agents, or he invited probably more than that, but he had about 10 agents there, not with eXp, paid for all their Top Golf. I think he had a sponsor. Are you doing stuff like that consistently? It's great to do Lunch and Learns, but you also want to have fun with agents and show them that we're having a good time.

Kyle Handy:
That's it. All right, so that was 2, 4, 6, 8, 10, 12, 14, 15 items. Put your number in the box, in the chat, how many you got out of those 15. How many can you say that you do? I want to see who's got the highest number here. One of the common themes, and you probably heard it with this All-In Checklist was, and we talked a lot about this during the conference, was events. I mean, you're probably like, ah, why do you... Five or six of those things of the 15 were events. Guys, that's when things change. You've got to go to events. You've got to be there. You've got to get your team there.

Kyle Handy:
Just staying in your own market, grinding away, doesn't work. You've got to get out to events. It'll change your life. Skip, look at that! Good job, man, 11. I love it. Therese, one, hey, we'll work on it. This is the first time you're seeing it, but now you know what you can do. The coolest thing I thought about this All-In Checklist is not only is it a reality check, but it's also a blueprint, right? Now we know what needs to happen. All right, look at that. We can all do better. Kate, you're brand new, but now you're starting with this. I wish that I had this checklist when I first got started. Look at that. Bob, that's right, five, but you're getting better. Love it, guys. Three, no excuses; that's right, Chris. Love it.

Kyle Handy:
Ron, four, good job, okay; Adrena, six; Elise, look at you, 11. I love it. Kendra, six, good job. What sort of training event are you suggesting? Training event, Bill, would be like, for instance, I'm going to do Facebook Ad training for real estate agents. I'm going to do how to build a team for real estate agents. I'm going to do... Whatever it is that you're good at in real estate, regular real estate sales, give back in that aspect, right? Use whatever your expertise is, or if you can't do it yourself, maybe you're not even a realtor, or you just joined this eXp, just for this opportunity to build rev share, and maybe you don't know a whole lot, team up with somebody that does, right? Find a mortgage lender.

Kyle Handy:
I know that Kirtus and I got the idea from our mortgage lender, who puts on real estate trainings for real estate agents every single month, and they're great stuff. He's a business builder. It's a different industry. He's in mortgage, but a lot of that relates to real estate sales and building our business, so he gives back. He gets 30-40 agents in his room every single month, and so perfect. You can take any one of the training sessions in Expressway as an outline. Absolutely, Skip, that's a great, great point. You can, yep, go in there and get some ideas. That's the thing, guys. You don't have to be original, right? None of this stuff has to be stuff you made up in your head.

Kyle Handy:
Go learn something. Go take a class from somebody else, and just copy it, all right? Use it in your way. Take what they said, their bullet points, remember it, make notes of it, and then go out there and teach it yourself. That's what I do all the time. A lot of this stuff, agent attraction, I didn't create it. I just heard it from somebody else, and then I just make it my own. All right, here we go, perfect. What have we got? Another eight, five, so 11 seems to be the highest. I don't see anything higher than 11, so I'm going to kudos out to Skip, Elise, and Kirtus, my boy. There we go. Look at that, 11s. Love it, guys, all right.

Kyle Handy:
Brent's All-In Checklist, give yourself... Oh, perfect. Chris took some notes. I love it. All right, good stuff, guys, all right. Let's see here. I don't know, too... Let me check-

Kirtus:
Hey, Kyle, I've got a question. Just looking at that real quick, and this is open to everybody, right? The goal of this mastermind is to get your next agent on your team, whether you've got 100 and you're trying to get 101, or you've got zero and you're trying to get to number one. If you were starting at the beginning, brand new, trying to go from zero to one, or one to two, or two to three, early on in your career, which ones of these would you start with?

Kirtus:
I don't think Brent necessarily has them in order, per se, or maybe he does. I don't know. I was just curious if you think these are in sequential order, or where would you start off the checklist. You know what I mean?

Kyle Handy:
I would start with, well, let me see. Let me look through it again. Of course, I think building your list is extremely valuable and important. I think you need to do that right away. I had an agent, who's on this call, actually, that we just had that conversation yesterday, and I said, “You need to go build your list,” so she's working on that. Build your list of 100 names, I think, should be first. Do that while it's still going on. I think you need to set up some designated prospecting time. If you don't do it now, it's never going to come, right? You've got to set aside the time to actually prospect those people. Then you've got to put it on the books, whatever the next event is, that you're going to be there, whatever that event is.

Kyle Handy:
In this case, it's Shareholders. That's, I think, just as important as anything else. Lunch and Learns would be next, once you're prospecting and once you've got your list of 100 people. You basically are at that point. That's what you're prospecting for is you're trying to get people to the Lunch and Learn, trying to get them to the webinar, trying to get them to the next event. Take them with you to Shareholders, right?

Kyle Handy:
That was a big thing, guys. I mean, Brent talked about... I can't even remember how many people he said that he paid for to come to Shareholders, like [inaudible 00:16:52]. He's probably paying for 100 people, either their hotel rooms, their airfare.

Kyle Handy:
You're probably like, man, I don't have money. I'm going to share something with you guys, and I'll tell you, this was a crazy story. I didn't know this about Brent Gove. I mean, he started tearing up on stage guys. Literally, when he joined eXp, we all thought he's got this amazing team, and I think he does hundreds of sales, or 500 sales in California. He was broke. He had no money, guys. His team... He was in high debt to the IRS. He owed a lot of money to the IRS, taxes, and so one of the things that he said that, when he joined eXp... Now, he doesn't share this with anybody most of the time, and I guess maybe I don't know if I should or not, but we'll see.

Kyle Handy:
Don't go out and just do this off of a whim, but the reason he doesn't share this, especially with newbie agents is he doesn't want them doing this and then coming back and being like, man, it didn't work, but he took a loan out, a small business loan, for $100,000 to start up eXp with. He was all in. He knew that, but he had no money. He had nothing to invest in it, and so he had to take a loan out for 100 grand to start eXp, so he had some capital to start working with.

Kyle Handy:
Now, he says that he doesn't tell people that, because he doesn't want the brand new agent to go out there, spend 100 grand, and fail, and be like, man, eXp told me to go spend 100,000 bucks, to take a loan out for that, and now I can't pay it back, so use that in moderation, right? That's how all-in he knew about this. He was like, I've got to have capital. I've got to invest it now. I've got to work on this thing. He went out, and he invested in himself. He took the risk, right? It paid off for him, but he didn't not do something because of money or because of time. When he saw that this opportunity was what it is, he did everything for it, and that was a powerful story that we all heard.

Kyle Handy:
Sure enough, now, I mean, he paid that 100 grand back years ago, like probably a year and a half ago. He's been making close to 100 grand, for quite a while, a month. That was just an interesting story, right? He pays for a lot of people to come to Shareholders with him. He knows how important those events are.

Kyle Handy:
Anyways, I thought that was very interesting. I think that would be my first things. Of course, the Rob Flick wealth chart... You've got to do that. That's part of getting your list of 100 names, I think, is once you get that wealth chart, that's your way to keep score of once you're starting to attract and recruit other agents.

Kyle Handy:
All right, let's see. All right, so guys, what I did here... Next thing real quick, before I get all... and lose my train of thought, I wanted to share with you guys, real quick, the screen. I talked about a couple of events, and you'll probably want to know how you register for them. The first one was the Mexico 2020 Freedom Summit. This is where you go to: toptiertravel.com. Travel with us. I'm just going to copy this and put it in the deal here. Let's see. How do you do that in the chat? All right, there we go. Everyone's got that. It's going to look like this, actually. If you get to this page, you're going to go like, oh crap, it says out of stock. You have to go here, where it says, if you've not made a deposit, click here. If you've already made a deposit, you click here.

Kyle Handy:
If you haven't even signed up, you're going to click here. There's 77 seats left now. There was 150 just this past weekend, so Brent has definitely gotten people to sign up, 77 left, but I don't even know where all the details are. It's 2500 bucks to go. I think that's... Yeah, there we go. I think that's what it is, so 2500 bucks total, but that includes, what's that? Six days, five nights, in a beautiful place, I'll let you all read it. I don't want to spend a lot of time on that, but that's one of the cool events you definitely need to be to. We're going to be literally reserving the entire place, so I thought that was interesting.

Kyle Handy:
The other one that we talked about... I'll have to pull up the one for Brent Gove's Leadership Conference in Vegas, August 22nd. I'll send that out to people. I don't have the link for that. I think we all know how to sign up for Shareholders, right? Is it Shareholders eXp 2019, Eventbrite? There you go. Come here, Rosen Shingle, June 4th through the 6th. You buy your tickets here. You can go book your hotel room at the Rosen Shingle right here. Make sure you do that, guys. If you've done it, then make sure you work on getting other people to do it. If you don't have people in your organization, work on friends of yours that are in real estate, that hey, maybe they're not even with eXp, but they're going to come to this, and their mind's going to be blown, and they're going to want to join.

Kyle Handy:
All right, so anyways, that's enough on that stuff, on the events, the All-In Checklist. The next thing I want to get into is notes, because we've got a lot of nuggets, guys, that they shared. I want to make sure I get into these.

Kyle Handy:
First off, one of the key themes of this deal this past weekend... Let's see here. This book right here, Building an Empire, Brian Carruthers, if you haven't read this book yet, buy it on Amazon today. Get it shipped to your house. Get the Audible version, whatever you've got to do. I was reading it for the second time on the way out there, and I finished it on the way back, so I've read it two times now.

Kyle Handy:
It's an amazing book. Everything that we talked about, it all comes back to this. Now, Brian Carruthers, it's funny. He's got ties into real estate, his family does, and so he talks about some of that deal in the beginning. I think it's important just for you to hear it, because that way, when you're out talking to other agents, and they don't understand, like well, you all are just network marketing or whatever, right? He ties it into literally a real estate brokerage and just gives you the words that you need to say, to make it understandable about what we're doing, to be able to relay that to the average real estate agent, so I thought that was cool.

Kyle Handy:
Then, more than that, then he starts telling how he grows his organization and his business. Here's a couple of the things that I wrote down. I'll just list through some of them, just to give us some topics, some things to discuss, but one of the things that we talked about was recruiting up, right? So many of us recruit down. We feel like maybe we're too scared to talk to that agent that's on our level or above us, but one of the quickest ways to grow your organization is to recruit up, or at least recruit horizontally. They gave a number, is if you look at agents on a scale from one to ten, your scale of one to ten, and if you recruit down, and you go out and get a five, well now that recruit is going to do the same thing as you. They're going to go out, and they're going to recruit a five, which on your scale is a two and a half, right? That's what happens.

Kyle Handy:
We all get here, where we've got organizations of hundreds of people, and then we wonder why they're not producing, or why they're not duplicating, because we never recruited up. You can go out and get three people that are up, like A.J. Mida, and you're done. I mean, he's not done, because he still needs personals, but literally his organization's just blowing up versus us. If you go out there, and it's like if you have agents that don't do anything, you're going to think that this doesn't work, but man, I'm recruiting all these people. I mean, he was telling me a story about an agent that's with eXp, and he's a very big social media guy, and he's got a ton of personals. He's been here six months. I think he's got 60 personals, but his whole organization's 78 people, because they all know him.

Kyle Handy:
He's a big YouTube person, and he gets a lot of agents that just sign up, because they know who he is and whatnot, but his training is a lot of new training, like new real estate agent training. He's getting a lot of sign-ups and all that kind of stuff, but he's not getting any big fish, so I mean, it's all his work. If you want to move the needle quick, you go out there, and you recruit at least horizontally, if not up.

Kyle Handy:
They termed the coin linear income versus leveraged income, and just getting that in our minds, that most real estate agents, they earn linear income versus what we're building here at eXp is called leveraged income. I thought that was interesting. I think just start putting that in your vocabulary.

Kyle Handy:
They said it's easier to build fast than it is to build slow. It's so true, guys. Building slow feels like you're going uphill, dragging a weight behind you. Building fast feels like you're on a roller coaster, and you're on the downhill, and it's just moving itself, going. You don't have to do anything. It's a lot easier to build-

Kirtus:
Can I chime in on that?

Kyle Handy:
Yeah.

Kirtus:
I'll share my personal story, just a little bit, as an anecdote, guys. My entire revenue share organization has been built in basically two spurts, maybe three total, I guess. Back to what you do first on that checklist, for me personally, I don't really see it on there exactly, but it was probably like your Lunch and Learns and your Rob Flick videos and all that stuff.

Kirtus:
The first time I ever started building was when I actually started getting on a mastermind call just like this. That's why we hold this call, because last year, when I got on the gladiator call for the first time, I got inspired, motivated, fired up. I understood. I learned enough to go out and start making calls and talking to agents. I built slowly. It was painful from December through April of last year. What happened for me in April of last year was I went to the Shareholders in Las Vegas, and I had dinner and sat around with people that were building amazing organizations at eXp.

Kirtus:
Literally, I'd go back up in the hotel room at night and make phone calls and send text messages. I literally remember starting my attraction there. I can remember going April, May, June, July. That was my biggest growth to date. I got to maybe 12 personals or 13 personals or something. Then I went to... Maybe 15, and then I went to one of those leadership summits in August, I think it was August, in Arizona. I cried. I called my wife, like, “Oh my gosh, babe, we're missing a huge opportunity. I've got to go harder. We've got to do more.”

Kirtus:
I went back to the hotel room. Mark Lemmons and I were going call for call and just battling each other and setting up appointments and talking. My biggest growth came from August through about November of last year. Then personally, I just slowed down somehow. My All-In Checklist probably wasn't an 11 at that point, from December through maybe February or March of this year. I haven't had a chance to get back to an event, but I am counting down the days to Shareholders this year, because I know what it's going to do for me, and I know how it's going to fire me up and just inspire me and challenge me and all that sort of stuff.

Kirtus:
The other thing I really suggest, if you're at all like me, and you need that emotional appeal, and you need that competitive fire to come on, and you need that inspiration to look at somebody's rev share that's 300 grand a month, when they flash it on their cell phone. If you need that stuff, then you absolutely must be at the next event. That's the first thing I'd do today, if you were starting, is figure out how you can come up with any amount of money and get yourself to Orlando, just because you're right. Everything's built fast and not slow.

Kirtus:
That slow grind, you and I have talked about it too, when you have months where you only add an agent a month, or a couple months and you don't add an agent, it's a little bit discouraging, and it does feel grinding, and you're just not as all in. Then, when you just go fast and commit and push super hard, and in two or three months, you add four or five people, you've added this huge momentum to your actual business, and you're just really, really invested. You stay all in, because you're going fast.

Kyle Handy:
Awesome, yeah, I love it. I'll tell you, too. I mean, not to beat a dead horse, but guys, the other thing about the event... I'll just give you two examples from this one just this past weekend. Two people that I met, I've got their phone numbers in my phone now. One of them, he just transferred, or he's in the process of rolling his EXIT franchise into eXp, 300 agents, and he's rolling it into eXp. Is that not a powerful contact to have in my phone book, in case I'm talking to an EXIT franchise owner? That's in my phone book.

Kyle Handy:
I just also got another guy, Chris Snow. He's not on this call. He's a great guy. He's under A.J. Mida now. Just paid close to six... I won't tell you what he paid, close to six figures to get out of a Century 21 franchise agreement, right? Is that not a powerful person to have in my phone book, right? If I'm talking to a Century 21 person, I can say, “Hey, you need to talk to this guy.” That's what these events cause, too, right? I've been just stacking on all these people, building relationships with all of them, because you're going to need that, right? You need those relationships. Anyways, that's the last thing I'll say on the events, so cool.

Kyle Handy:
One of the other things, too, and this was at a different event, but this is a story, not about events, but this was something that I heard that's just fired me up, and it's kept me driven for probably the last year and a half was I was actually sitting at dinner with Pat Hays and an agent that had been with the company for... I think he was agent number 70. He was under... There was less than a hundred agents when he joined. We asked him what his rev share group looks like now, and how many agents he's got and all that kind of stuff, and he was ashamed. He was like, “Man, I've really only got about”... 90 agents, I think, he had, or something like that, at the time. He was agent number 70, right?

Kyle Handy:
I mean, somebody like that, when you're in so early, I mean, he should have thousands of agents, if not at least hundreds. What he said, though, and it just stuck with me, was he said, “Man, I thought I had more time.” He thought he had more time. He didn't think that it was going to grow this fast. That's what I would say to everybody here is that we don't have time. You've got to make a massive movement right away, first 90 days, right? You've got to get going hard.

Kyle Handy:
If you just joined this company, you've got a harder task, right? You've got to catch up for lost time. It's one of those things, like we can say, oh man, I wish that I would've joined two years ago. I wish I would've joined sooner. That's not what it's about. We still have a great opportunity. We're less than 20,000 agents. There's going to be agents when there's 100,000 agents, saying, man, I wish that I'd got in when there was less than 20,000 agents, right? Well, you're those agents right now, and so you've got to take advantage of the opportunity you have, but just realize, if you wait another year, or wait another two years, before you get serious, you're going to be regretful like that guy.

Kyle Handy:
Anyways, all right, what else we got? Building depth for strength and synergy... This was something that was interesting. A big thing with the deal, too, is not only just going out and getting a bunch of personals, but building some legs, like getting some legs under you. They equated it to, say you go out and you're just gangbusters on recruiting personals, and you're not really helping those agents grow or do more. It's almost like you're going to have... Say you have 20 of those agents. Now you're spinning 20 plates at the same time of agents that, one, are floundering, that really need your help. They need to be plugged in.

Kyle Handy:
They need some success, or else they're going to constantly be churning and leaving, versus if you build a little bit slower, at least like... not necessarily slower in the sense that you're not doing anything, but you're just focusing on the agents that you get, and at least get them started quicker, you're not spinning quite so many plates, because once you have an agent, they're first recruit... You recruit somebody, and then you get them to recruit somebody, and they start tasting that revenue share, they're not going anywhere.

Kyle Handy:
They feel success, and so you're not spinning that plate any longer. Plus, you've given them a blueprint. You've set the foundation for them to go out and start doing it themselves, but if you're just going out there and recruiting agents left and right, and then not supporting them, you're just going to constantly be spinning all these plates, that feels like, man, it's just another job, right? People leave, and I've got to replace them. They're not having success, or they're complaining to me all the time. That was something I thought was interesting.

Kyle Handy:
They actually even had... Here was the quote that they said, “A recruit is not a recruit until they've recruited someone.” What I took from that was we, too often, we think once we get that agent, and they're here with the company now, we almost... We're not done with them. We want to support them and help them, but we almost check the box, like all right, perfect. That person hit our dashboard. Let's move onto the next person, and then just support the organization in general. Whereas, the mindset that you should have is that they're literally not even recruited, they're not even in your organization, until you've gotten them someone, right? They've gotten them. You've helped them. Whatever it takes, right?

Kyle Handy:
They said, you've got to go as far as, if they're not willing to make those calls, you get their list of 10 people, and you make those calls for them. You get them their first person. It's your responsibility to do that, right? You get them a taste for it. You recruit through people, and you're going to be much more successful. What's easier to do, go out there and talk to 10 random people or at least get a list of 10 people that that person thinks that is influential, whatever it might be, that are having some success in real estate, and you've at least got some pillar of trust there. It's some common bond with that person that you're reaching out to, so you can make the calls. All they've got to do... They've actually given us a script of all that agent needs to do to send a text to that person, to let them know a phone calls going to be coming from you, and they need to answer it.

Kyle Handy:
I'll go over that here in a little bit, but I thought that was interesting. “A recruit is not a recruit until they've recruited somebody.” You need to get them to recruit fast. Got anything [inaudible 00:34:47]?

Tony:
Yeah, I was going to say, man. It's so true, man, because I mean, I have a lot of personals. What I was going to say, in addition to that, just reiterating what you said, for sure, I mean, it's so important to reach out to your team and help them out. Also, if you are a newer agent and you haven't recruited, reach out to whoever brought you in and let them know, because obviously we get busy, and we reach out, but when you're ready, man, call your sponsor, and they are going to be willing to help you.

Tony:
If they're maybe not qualified, because they're new, or they're not as experienced, keep going up until you get to somebody, because somebody's going to be willing to help you make those calls. It's one of those things where we are here to help you, but you've got to let us know that you want that help. Then we can definitely help you with the calls and help you to grow, make sure you're plugged into things. Sometimes it can get overwhelming. You're right, Kyle. I mean, you put in a lot of people. I mean, I have over 41, well 47, I think it is actually, people that are active, I mean, in the system personally. Kendra and I, we work together on that, but man, reach out to your sponsor and your... We don't call it upline, but whoever's above you. It's super important, because we need to know that you want that help.

Tony:
As you do have a group, keep reaching out. Send out an occasional text. Send out a message, or make them pick up the call, maybe, when you're driving somewhere, just a quick, two-minute call. Hey, just thinking about you, and if you're interested in recruiting or attracting agents, give me a call, and I'll help you with that.

Tony:
Just I would jump on that other point about building fast. It's so true, because no one can maintain super fast all the time. I look at two and a half years in the biz, in attracting agents. I know that my fastest growth, just like you and Kirtus had mentioned, it happened when I was putting in the most activity in a condensed period of time.

Tony:
I actually heard something not too long ago that really clarified or backed that up. In business in general, if you look at anyone in any business that's achieved a high level, like multi-multi-millionaire or billionaire status, they actually built whatever that was in a... They had a condensed, short period of time where they put massive action, where they might not have been... I mean, they've been working seven days a week, 18 hours a day, during a certain period of time. If you read about those entrepreneurs, that's what they did to then build something that then lasted them forever. Obviously they had continued efforts after that, but it was a condensed time that they really put it in, and you look at a Brent Gove, who's a shining example at eXp.

Tony:
He's put in a lot of effort really fast, and he's got a six figure a month income. We can all do it. Don't look at it like, oh my God, I've got to do this forever. Look at it and go, let me go the next 30 days hard, or 90 days hard, or whatever. Pick a timeframe, and then just focus, and then everything else, put out the distractions. Like Brent said, it's actually three hours a week really is all it'll take, but I mean, you've got to focus on that. If it's three hours, six hours, or whatever, put it in, and get a plan with your sponsor, whoever's above you, to help your leader that's in your group, to help you with that.

Tony:
Definitely awesome stuff there, man. I definitely can just back all that up. It's so true.

Kyle Handy:
I love it. Thanks. Appreciate that, Tony. Awesome, so yeah, one of the other cool things I thought that was interesting... They had a chart. I wish I had the chart. Maybe I'll try and get it from the person that was running those slides, but they talked about the power of one more, right?

Kyle Handy:
You're probably sitting there like, what is the power of one more? The power of one more basically just says if you can get each of your agents one more agent a year, they showed the difference that that makes, just in that three- to five-year window. It was astonishing. It was thousands of agents difference, if you just get each agent in your organization one extra agent a year. I mean, it's just night and day, right?

Kyle Handy:
Again, that goes into the fact that you've got to be helping your organization, right? Everything you do to help that organization, it will pay dividends. I promise you.

Kyle Handy:
Maybe you're thinking like why... I don't know all the stuff that you know, or I haven't been here quite as long. Well then your job is just get them plugged into this, right? If they're not coming to these things, that could be the way that you get them one more person, right? If they're not showing up to stuff like this, these weekly calls, if they're not showing up to your Lunch and Learns, if they're not showing up to the events, your job as their sponsor, or maybe they're two, three levels down from you, is to get them to come to these. You don't have to be the person that teaches it, but just hold them accountable and get them to these things. You, yourself, need to be the leader in coming to these things, as well, so that way you're leading by example.

Kirtus:
Hey, Kyle, can I add a thought around the one more idea, and just encourage everybody on this call, too? Imagine the agents that you have recruited that could also use one more sale, like their first sale or their next sale. For a lot of us who have a good amount of personals, that's also a very real impact on our revenue share, overall, because of the FLQA versus FLA stuff. If that doesn't impact you yet, it will. What it means is that for every agent that you sponsor into the company, they only count for unlocking your revenue share levels if they're productive, if they sell, I think it's $5000 in GCI within a six-month period, or two deals within a six-month period, and so if they're not agent attracting yet, or they're just not interested, it's just not even on their radar, try to make sure you help them get that other deal, too.

Kirtus:
If you're on this call, and you want another sale, please come to that Monday sales call. Please use the eXp stuff, and encourage them to do that at a minimum, because another thing, I think, and this was in Carruthers' book as well. I don't know if they talked about it much, but a lot of times, when you do attract those newer agents, or you do recruit down accidentally or deliberately, the other thing that you need to help create is you need to extend runway for that agent to stay at the company long enough to experience success, to fall in love with the brokerage, or to attract their first personal, or whatever it may be.

Kirtus:
Just, I literally have my board. It's funny we're talking about this, Kyle. I wrote down on my board a list of people who need their first personal or their next personal in my organization. I want to help them get that. Then I wrote down a list of people in my organization who need their next closing, because they don't have one, or they haven't had one in six months, or whatever. I want to help them get that, too, as much as I can, so I just wanted to share that idea of one more.

Kirtus:
Imagine for us, if one more agent per year... If an agent did one more deal per year, and you have 10 agents, that's an extra 2000 bucks a year for you in your revenue share. That one more, I think, is really powerful. That's a good, good nugget.

Kyle Handy:
Awesome, I love it. Here one thing, too, guys, while I'm thinking about it. If you're on this call, and you don't know who your seven sponsors are above you, as Tony said, like in your upline... We don't like to call it that, but if you don't know the seven people who are above you that can help you, literally you don't have their names, phone numbers, and email addresses for you to access them, that's your homework this week. Go find out who your seven people above you are. Ask your sponsor. If they don't know, then go to eXp World. I'm sure you can probably find out, right? Somehow do some digging. Ask people around. You've got to find out who is in your upline, all seven levels. Have them all listed out: names, numbers, emails. Do that immediately, if you don't already have that.

Kyle Handy:
All right, cool, talked about making a fire in the basement. I thought this was extremely interesting. I hadn't really thought about this, but it's so true. What this means is, basically, if you help somebody deep in your organization, maybe they're on your fourth or fifth level. Right now, we all think like, man, I want to help my first two levels or first three levels or whatever, and typically that's traditionally how you do want to spend most of your time, right? You want to help the people as close to you as possible, especially as your time is valuable. You can only help so many people per day. It's not that you don't want to help everybody, but you've got to focus on the ones that are close to you, if you can.

Kyle Handy:
What they did say is you don't want to completely ignore it. Brent put a good point out here. He was like, “I help people on my eighth level, my ninth level, that I'll never get paid on. You know why I do that?” He said, “Because if I help somebody on my eighth level to put a big builder in at that spot, everybody on my seventh, sixth, fifth, fourth, third, second, and first, that benefit from that person, are all motivated.” He said, “They're all fired up to know that they've got a builder on their third leg, or on their third level, or on their fourth level,” right? I never thought about that, right? You're helping the people get more bought in below that person that they're bringing in. It's called building a fire in the basement.

Kyle Handy:
If you do that, you start that going, you're going to motivate all those people. You're going to get them all bought in, especially like, say for instance, you've got a big builder on your fourth level, and you only have three levels unlocked, how motivated are you going to open up that fourth and fifth level, right? That's what's going to get you fired up to go do it, you know? Can you imagine if Brent Gove, all of a sudden, gets put in on your fourth level? You've got life-changing income at your disposal. All you've got to go do is recruit some more personals. Are you going to go do it? Absolutely, absolutely.

Kyle Handy:
All right, recruit to invite. Don't invite to recruit. This was something that was completely backwards. I didn't even think about this. I still don't know what I think about it. It's completely different, but basically what we all do is we know an event's coming up, and we wait until that event to recruit somebody, or to invite them to the event, so we have the opportunity to recruit that person, so like our Lunch and Learns. Every Friday, we invite people to those, because we want to try and recruit them on Friday. Well, what if you could get them to join on Tuesday, right? You get them to come to our webinar Tuesday night, and they join Tuesday, and then you can tap into that person, and you can get three or four people on Friday to the Lunch and Learn.

Kyle Handy:
That's just a small example, but use that for an event, right? You want to invite the people that you've recruited to those, to shareholders or whatever, but what if you can recruit somebody this weekend, tap into their sphere, and get those people to the events. Then instead of getting one person there, you get five people there, right? That's what they said. Recruit to invite. Don't invite to recruit. Yeah, don't put off recruiting that's several days away, recruiting early, so that recruits can bring their list to whatever the event is. I just thought that was interesting.

Kyle Handy:
Urgency and fear of loss... The number one reason why someone doesn't build a large organization is because they don't have a sense of urgency about the opportunity. We already talked about this, the agent that said, “I thought I had more time.” The number one reason why agents don't build an organization faster is they think that they have more time. There's no sense of urgency.

Kyle Handy:
Oh, one of the things, too, and this is on an agent level, like a recruiting level. I don't know if this is true all across the board or what, but they said the odds drop 10% per day every day that that prospect doesn't sign up and take advantage of the opportunity that you've just told them or presented to them. If you wait... We all know that. We've all been there, right? People say, “Oh yeah, I'll sign up,” and then they don't. Then we all are confused about a week later, two weeks later, when they're still not with the company. The odds drop once that emotion falls, and they're not signing up, so somehow you've got to create a sense of urgency or a sense of fear of loss.

Kyle Handy:
They talked a little bit about this, and they talked about dangling the carrot, right? You've got to always in your mind... What's the opportunity that they're going to miss out on, right? What's the next event that they have the potential to join or come to or bring people to? What's going on in your market that people can take advantage of? Is there a great training coming up? You've got to think of what it is, that the reason why people are going to join right now.

Kyle Handy:
Are they an ICON agent? Talk about the stock price. Man, I wish that I would've joined even a month earlier, because I would've been an ICON agent a month earlier, and the stock would've been half what it was when I hit ICON agent, right? Have stories queued up and ready to go about what they're going to miss out on if they wait a day, a week, a month, or whatever it is. Make sure that you do have something like that, and that's not pushy. You want to do it under the radar, where you're not forcing them to think that you're trying to sell them to join right away, but be nonchalant about it, where you let them know that there is a reason why they need to join early.

Kyle Handy:
That goes to the next thing that they talked about, always have a next engagement. Whatever it is, don't just say, “All right, cool, what'd you think?” and leave it at that. I mean, whatever way you end it, make sure that there's a next step that you have for them. All right, so you're going to come with me on Friday to the Lunch and Learn. All right, the Lunch and Learn ends. All right, so you're going to do this next. We're going to go to this thing next, or we're going to sign up your application together on Saturday. There's always a next engagement. You don't ever just leave it hanging. They've got to know what the next thing in the process is, even if they're thinking about it.

Kyle Handy:
Maybe they're not ready to commit or join right away. It's all right, well cool. Here's what I'm going to do. I'm going to send you the video, so you can stew on it, think about it, but I'm going to reach out to you in five days, and we're going to reconvene, talk about this or that, right? Just don't leave it hanging. Have some next engagement always.

Kyle Handy:
Welcome calls, we talked about welcome calls, and how important those are with your organization and with your team. When an agent joins your organization, whether it's your personally sponsored agent, or somebody in your organization, if you have less than they were saying about 250 to 300 people in your organization, you should be calling every single agent that joins your organization. The details are in your Enterprise dashboard, and they said, if you have less than 250 to 300 people that are in your organization, that means that you're probably having less than 20 to 30 people that are joining a month. You need to call every single person that's in your organization, and welcome them to the team. Let them know a little bit about what to do, all that kind of stuff, so make sure you're doing that.

Kyle Handy:
Send them welcome calls, and then let that person know, hey, you want to help them succeed. Tell them to build their list. Tell them you need to be on phone calls, three-way calls with them, right away. You've got to get them building fast. Get them excited. Make them feel a part of the team.

Kyle Handy:
All right, talked about being a fisherman and not a hunter. Guys, I swear these are the most notes I've ever taken in my life. Kirtus is probably like, whoa! What are you doing, Kyle?

Kirtus:
We're on number 14, dude. This is a lot of notes.

Kyle Handy:
All right, be a fisherman, not a hunter. What they talked about was a hunter, you go out there, and you're searching for people, right? You're going out there and trying to find it, and then you get that person, right? You get the kill. You get them, right?

Kyle Handy:
That's not what we want to be, as agent attractors. We want to be fishermen. We want to set the lure, right? We want to find the right bait, or whatever it is. I don't know anything about fishing, so if I'm using the wrong terms, you know, but you want to get the right bait, get the right lure, right? You'll have all the stuff, and then sometimes... I mean, this was a cool thing. When you get the fish on the hook, sometimes you can just reel it in right away. Other times, you've got to let out a little bit of drag, and let that fish go a little ways, right? Then you can reel him back in.

Kyle Handy:
You all are probably... I see people laughing at this, probably, because I'm the worst at fishing, so I have no idea if I'm saying the right thing, but it made a lot of sense to me. I was like, God, that's what we've got to think of, like we're fishermen. Then the key is you've got to have multiple lines in the water at any given time. You don't just fish with one line, and hope that you're going to catch a fish on it. You're going to catch a lot more if you have multiple lines in there. We're not hunters. We're not going out there and trying to shoot and kill somebody, right? You're literally baiting the hook and getting them.

Kirtus:
Just to keep going with that visual analogy, Kyle, imagine trying to hunt multiple things at one time. How the hell would you shoot two directions, or four directions, or something behind you, or different game, right? That fish analogy is pretty cool. That resonates a lot with me. I don't know anything about fishing either, but I can picture exactly what you're saying, and man, just for me, personally, that was a big shift I made, I think mentally, probably in February, when I was at the Houston event, was someone told me a story of when and why they joined eXp, and it was because they had been watching somebody else at eXp online for a year. The guy was like, “Yeah, that's why I joined,” was just watching online.

Kirtus:
Talk about the bait and the lure, and whatever the other fishing things are, like the net... There you go. Bill, thank you, the net. That makes more sense to me, because I don't know anything about lines or lures or hooks either, but a net sounds really good. You put a net out there, and I think for everybody on this call, there's only a real couple ways to put that net out there. You put in online, or you can put it out in real life. If you're not out all the time at events and stuff with your net open, then you'd better be doing it online. I think those are the only two places to do it.

Kyle Handy:
I'll tell you, I mean, in my mind, when somebody says having a net out there, what that means in my head is you have to build a brand, right?

Kirtus:
Yeah.

Kyle Handy:
A brand is your net, right? If you want to really create a net, or if you want to create lots of lines up there, like lots and lots, that's your brand, guys. You've got to have a brand. I'll just say that right now. That is your net.

Tony:
Hey, Kyle, do you know what? When you were saying that. You're talking about branding and putting yourself out there, and the net, I think there's a lot of missed opportunity, especially now with eXp. I mean, people... The word is getting out there, and when you talk about branding yourself, I mean, I see you have your hat on. I mean, you should always have something with eXp on it, wherever you go. I mean, certainly, you should be... If you're doing any real, any posting at all with real estate, you should have #eXp branding. Your site should have eXp on it, your something, because if people know you're there, they're watching, and they hear about it.

Tony:
If they like what you're posting, then you might be the person they reach out to. You're not going to get everyone, but someone's going to like you, like your post, and they're going to reach out to someone that they like. We deal with people we like, when they could sign up with anybody, right? You want to definitely be branding yourself all the time. Always wear eXp. Carry a bag. Do something. Wear your badge, because I mean, you've got to let people know we're out there. You don't want to be a secret agent. People are definitely curious. Sometimes they don't want to... They actually won't respond to someone that's calling to recruit them, because they don't want that pressure, but they might reach out to you, if they have a relationship with you, or they might've run across you, or whatever.

Kyle Handy:
Yep, yeah, and one thing I'll say about that, guys, because I mean, you can take it to the extreme. Let me just say, too, we actually did talk about this. We talked about being a promoter. People who are good promoters, they are going to succeed in this business, in the eXp realty business. You've got to be a great promoter, all right? What's the guy from the boxing? Is his name Don King?

Tony:
Don King.

Kyle Handy:
Right. If he was in eXp, he would be like Brent Gove, right? Brent Gove is the Don King of boxing of eXp. You've got to be a great promoter, but here's what I'll say to that, because you could almost take it to the wrong end of that, where all you're doing is promoting, right? We do want to promote, absolutely. I want to promote more than anybody else, but here's the way that I look at it. You have to earn the right to promote. We've talked about this before. Gary Vaynerchuk's book, Jab, Jab, Jab, Right Hook, right? You've got to put some jabs out there, some value. You're adding some stuff to them. Then you can promote, right?

Kyle Handy:
If you want to promote more than anybody, you've got to provide more value than anybody, okay? If you want to promote, you definitely can earn the right to promote a lot, but that just means you've got to be out there also providing more value than anybody, because I don't like to put an eXp promotional post, unless I have about four other posts that don't involve eXp. Does that mean that I don't put anything up about eXp? No, it just means that I put out a lot more other stuff, too. I think you've got to start thinking in those terms, that we've got to be great promoters, but you can't be only promoting. You've got to also be doing other stuff that provides value to the people you're trying to promote to, so yeah, extremely important guys, cool.

Kyle Handy:
Local sponsor... They talked about this, because a lot of us, we're recruiting outside of our local markets, and this was just an objection that somebody brought up, and I thought it was interesting. The way that it was answered was they said, well, why would I join you? You're not in my local market. Some of us have probably heard that.

Kyle Handy:
They said that one of the responses was, well, you don't want me to be local, because if that were the case, you would never be able to grow your business outside your local market. Wouldn't you agree that we're trying to build something that doesn't just consist of our market? Wouldn't you like to learn how you can go outside your market? If that were the case, and I needed to be local to you, then this whole thing breaks down, and this doesn't matter. None of this makes sense. What I'll show you is how to build nationally, like what I'm doing, so that my team can duplicate, and your team can duplicate. I thought that was a great response to that answer. It was a great way to overcome that objection.

Kyle Handy:
All right, and the last thing I've got as my note was the text that you can tell your agents that maybe don't want to make the calls, or don't know how to make the calls necessarily right away to their prospects, but how... the text that you can have them send, so that way you have the opportunity to make a call to the persons, the people, on their list. Super simple: Hi John, a gentleman, a gentlewoman, or a lady, whatever, named so-and-so, is going to be calling you today about something important and private. Be sure to take his call. We'll talk later. As easy as it is, that's so simple, right? That's all you've got to say.

Kyle Handy:
Some people are going to be like, man, that's intimidating. That sounds a little like... I can't. You can do it. I guarantee you, you can do it. I remember the first time I was actually sitting with Jim Oliveto. He's an agent of mine up in Washington. This was probably two or three months ago. We've all heard all you need to do is make a phone call with somebody, and then tell them to jump on the video, and mute yourself until they're done watching that video, and then answer their questions.

Kyle Handy:
I've always thought to myself, man, I could never do that. I don't know that I could just call somebody up and expect that they're going to have 30 minutes' time to sit there and watch it right when I call them. I would never do that. He sat there, and he literally did that. He called an agent, and said, “Hey, are you free for the next 30 minutes?” That agent said, “Well, yeah, I've got this at one o'clock,” or whatever.

Kyle Handy:
Now, Jim's a nice old man, so I don't know. He's had a relationship with this person, so but anyways, he just called. He said, “All right, well, I'm going to send you a link right now to this video. I'm going to mute myself, and I'm going to have you watch it, and then we'll talk afterwards. I'll answer your questions. I've got Kyle here.” I was sitting with him. He sent it, and literally muted himself. You could hear the guy playing the video in the background, the one that he'd called, and me and Jim sat there and ate lunch, and then picked up the phone 30 minutes after.

Kyle Handy:
It was one of those things like, man, I thought that would've been impossible. I would never have done it myself, personally, but then he did it, and I was like, that was easy. Now, will that work on everybody? No, but if you do that a lot of times, you get in the habit of doing it, and get in the habit of getting outside your comfort zone, you're going to do just fine, right? That's the one thing. All right, Bill, see you.

Kyle Handy:
Yeah, I'll say that script one more time. It said, hi John, a gentleman named so-and-so is going to be calling you today about something important and private. Be sure to take his call. We'll talk later. That's all you've got to say, right? Yeah, that was interesting. I was like, man, that's a little out there, but hey, I'm going to try it. Why not, right? I've got to go get Pat Hays teed up. Hey, man, are you able to start making some phone calls for me, if I start sending out these text messages, you know? Get somebody teed up to do that. That's why, again, have the seven people above you ready to go and knowing about it.

Kyle Handy:
Now, I'll end it on this. I didn't take this as a note. This is just something that stuck in my head. The only risk that you have building eXp is not a financial risk, and it's not a time risk. You're not risking your family. You're not risking anything like that. The only risk that you have building eXp, and this is what stops a lot of people from building eXp, it's an ego risk. It's an ego risk, right? We're afraid to risk our ego, that somebody's going to tell us no, that they're going to think differently of us, right?

Kyle Handy:
We've got to think differently. We can't be scared to risk our ego. Brent Gove, he said, “Man, I had no ego. I called people. People said, 'You're crazy.' People said way worse things than that. People said, 'You're selling out.'” I mean, just anything that they could say to him.

Kyle Handy:
He said, “I did not care. I did not care. I just kept doing it.” That's the only risk, guys. I mean, there's nothing else. I mean, we can all do this. It's all possible for every single one of us, but are you willing to risk your ego? Are you willing to risk what people think about you. I thought that was interesting, cool, all right.

Kyle Handy:
Well, that sums it up, man. That wraps it up. We got done just in the nick of time, too. Kirtus, I don't know if you want to wrap it, or if you've got notes that you're going to send out to people, or what you want to do.

Kirtus:
I've got a lot of notes. The biggest thing I got from this was I was curious. Who on this call needs someone on their team to make calls for them? That's a cool offer, to me. I haven't made that offer, so if you're on my team, or around, or you need help, doesn't even have to be my team, I'm glad to make calls for you. It's good practice. It keeps us sharp. I think that's a cool offer, so I'm going to start offering that. I really, really like that.

Kyle Handy:
[crosstalk 01:01:18]?

Kirtus:
A lot of other great notes, man.

Kyle Handy:
I was going to say, you can have them jump on, too, and do a three-way, like call them first, and then call their person. Have them mute themselves, just so they can hear what you say to that person, because sometimes they might be like, “I'll have you call my people, but what are you going to say? How's it going to go?” Have them mute themselves and just listen, right? Then just still have a call then afterwards.

Kirtus:
I'm going to try and get the best practices into the chat here real quick, so if anybody wants it, you can stick around for a minute, and grab it from the chat. I'm going to put it in about five at a time, here, because there's a lot, and the chat doesn't hold a lot.

Kyle Handy:
Awesome. Who got some value added today, guys? What did you all think? What was your takeaways?

Speaker 4:
A lot of value.

Tony:
Awesome stuff, man. Great call, man. This is so valuable. Man, I just encourage everybody to get on here, because every week we... You're going to get some nugget. You've got to just pull something out to get you through the next week. I think another big thing is just belief, guys. I know, I mean, today's the 21st, so that check comes out tomorrow. I'll have to just tell you, my check's the biggest one I've gotten, that I'll be getting tomorrow.

Tony:
I mean, that really raises belief, you know? It's funny. A couple of my agents recently said, “Hey, how's your rev share? I mean, what is it looking like?” I just sent them a screenshot, and they were like, “Holy cow.” I mean, yeah, I'm not at the $100,000, $50,000, but you know what? To make almost 11, because it was $10,900 for the month, I mean, I don't know about you, but I mean, that's a lot of money that I... I mean, people grind to make that kind of money, and that's just from conversations that I've had over the... I mean, one to two hours a week, over the last two years, to make 11 grand a month, I mean, and not have to do a thing. I didn't sign a contract. I didn't go to a closing for that money.

Tony:
I mean, guys, that, to me that just... I raised my own belief by looking at my back office or my Enterprise. Just understand, we are changing lives. Don't look at it as you're calling to recruit someone. Don't look at it like that. Look at it like you're sharing an opportunity to change another real estate agent's life. I think because we get... There is that possibility the agent will cuss you out, or be a total jerk. So what? That person is miserable. Anyone that's going to be that nasty to you, feel sorry for them, because their life is miserable. I mean, it's about how we approach it in your mindset, man.

Tony:
I look at it, man, glad I'm not you, because why would you cuss somebody out or be nasty to someone because they're sharing an opportunity? You know what I mean? Just disregard those people, man. Get energy from it, because the next person's going to be like, oh my God, this is... You could change their life. I mean, they get sick and get hurt, and now they have a passive income that's going to carry them through, so they don't go into foreclosure or ruin their credit. I mean, that's powerful, guys, so man, have the belief that what we have, nobody has this in the entire industry.

Tony:
Anytime you're pioneering something, and you're disrupting, you're going to come across that aspect of it, but don't let that stop you. I know that's what stops a lot of people, because there were times when it stopped me. It's like that's the only reason you're not making the calls. You're afraid of that negative response. Who cares? Because you're going to get a positive response, and someone's going to be thanking you for the rest of their life. Thank you, thank you, thank you for showing me this opportunity when you did, and not two years later, when it's getting more saturated, right?

Tony:
I just wanted to put that out there, man, because I'm fired up. I just can't believe every time I look at it, I'm like, this is so cool. You know?

Kyle Handy:
You want to hear a crazy stat that was shared, I just thought of this, at the conference? Fifty percent of bankruptcies in the U.S. wouldn't take place if the person had $500 a month in residual income. Fifty percent of bankruptcies around the U.S. wouldn't take place if the person had $500 in residual income. How powerful is that to think about, guys? We all think like, oh, I want to make 10 grand. I want to make five grand. Dude, 500 bucks a month, if somebody just had that, 50% of the bankruptcies wouldn't exist in the U.S., crazy. Anyways, just thought that was interesting. Share that with somebody. All right, guys. Well, that's going to wrap the call. Thanks, everybody, for joining.

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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