How To Attract Between Two and Five Agents to eXp Realty Per Month | KyleHandy.com

How To Attract Between Two and Five Agents to eXp Realty Per Month

Today we talk all about ATTRACTING agents to eXp Realty vs. only prospecting for them.

I give 4 tips on how to put marketing out there that works 24/7/365 to attract agents even while you sleep!

Next, I give 5 post ideas you can create today to boost engagement and start putting the strategy of attraction marketing into effect for you.

As a special bonus, Connor Steinbrook, a major influencer within eXp and the real estate industry joins us and drops some major nuggets on agent attraction!

Transcription:

Kyle Handy:
We all work super hard, and the problem is, is we're not working smarter. We're not making something one time and having it work for us over and over again. That's the coolest thing about creating content, doing it on a consistent basis. You would be so surprised that if you were just consistent, even once per week, with putting something out there that's valuable, that has your kind of spin on it, and it's a benefit for other people, that stuff adds up, adds up, adds up. And then people just reach out and they're like, "Man, I saw this thing that you did a month ago."

Kyle Handy:
I think the coolest thing about this is not so much that this has to completely replace what you're doing, everybody still is probably going to have relationships, and you're going to go out there and try and go to lunches, and force it a little bit, I like to say, where you're going out there and just working the business of EXP agent attraction. But, the coolest thing about this is one, it'll help that business. But two, the attraction part of this marketing side will also supplement and actually start to provide deals, which when I say deals, I mean agents coming over for you that you probably wouldn't have gotten otherwise, just because you have things out there working for you 24/7, 365 days of the year, and just things pop up. It's kind of crazy.

Kyle Handy:
I will tell you, it doesn't always start out super fast in the very beginning when you start this process, but the coolest thing is, is over six months or a year, two years, it really starts to come in, and I'm starting to see the benefits of that truly right now, to where at this point, I'm attracting anywhere from two to five agents a month, just from attraction. Just from people that are reaching out to me, they're messaging me, asking for lunch or anything like that. It's a pretty cool feeling to be in.

Kyle Handy:
So, let me ... all right. Let's see here. What we're going to start with ... the cool thing I want to just kind of build the mindset for you guys of what I feel like attraction marketing kind of embodies, and what the idea behind it is. I heard a good analogy, and Curtis, I think you would appreciate this analogy, because Curtis is a big analogy guy, right?

Kyle Handy:
Attraction marketing to me, is kind of like fishing, right? You essentially are putting 10, 20, hundreds, thousands of lines into the ocean to go fishing. When you're out there just working, working, working, you're one line just trying to catch as many fish as you can. But, when you start using the strategies of attraction marketing, you have hundreds and thousands of lines out there that you just never know when you're going to get a bite on one of them, right?

Kyle Handy:
That's almost the way you have to think of this strategy and how this works. So anyways, you want to put yourself out there and have business come to you. That's what we're going to talk about. There's people that are attracted to you, so they already have an interest in something that you're doing. That's the cool thing too, is when you're using attraction marketing, you're putting valuable content out there, you're doing things to where when somebody is attracted to you, it becomes that much easier to get them into the business. That's another benefit of attraction marketing. You're putting all this stuff out there, you don't know when it's going to hit, but eventually it hits. Then when it does, it's not so much convincing that you have to do, more than just kind of answering questions, letting them know how you can help them and assist them. That's really what it becomes, which is a great way to have it.

Kyle Handy:
At that point, when they come to you, they're already kind of primed. They're ready to go to join in the opportunity that you might be willing to provide them, which is of course EXP Realty. That's all the benefits of attraction marketing. Now, there's four tips that I kind of wrote down here, that I want to kind of discuss and talk about today. Feel free guys, if there's anything I say, and you want to chime in, maybe you've got experience, maybe you've got questions. Put it in the chat there. I'm happy to kind of go into more details about it.

Kyle Handy:
But right now, I'm just going to kind of rattle off these tips that I wrote down, that I think that you can use for your attraction business. The first one is, think in benefits. You got to think in benefits. What I mean by that is, when you think in benefits, what does EXP Realty do for other agents?

Kyle Handy:
So many people we kind of put out there, things about the company. Kind of the features of the company. what the company has. It's a split. It's good tools, good training, cloud based brokerage, a great opportunity, those are all features of the company. You've got to start thinking in benefits. When you think in benefits, you got to think of what those features do for people, right? And then you want to start promoting the benefits of that versus the features. For instance, let me give you an example. If we all think rev share of course is a great opportunity for people. That's the feature, right? Well, what's the benefit? It's the lifestyle that the revenue share gives to people. It's the freedom that we get from the revenue share, and when you start promoting the freedom and you start showing the freedom that you get from this, the feeling, it's the fun, it's being able to meet new people that are like minded and those are the types of things that you want to share and promote more so than just constantly promoting feature after feature. So, think in those terms about benefits.

Kyle Handy:
One of the challenges that I would give to you today, is to go right now and write down five benefits that EXP does for other people. That's the thing, people don't really care about the Xs and the Os. Once they are ready to talk about the opportunity, then they want to know about the Xs and Os, but that's not what's going to get them interested in the very beginning. It's the benefits. Then the benefits for them, specifically. Not the benefits for you, nothing like that. They want to know what's in it for them. That's just how people think.

Kyle Handy:
So, write down five benefits that EXP does for other people. And get creative. Write down 10 if you want, but I'd just put a minimum of five. If you don't have five benefits, right off the top of your head that you can list out, then you probably need to put a little bit more thought to it. So, five benefits that EXP does for other people. That's the first thing that you need to do when we're starting to think about attraction marketing. You'll see where this all kind of comes around.

Kyle Handy:
After that, when applying benefits to your business, you need to choose your platform. Where is your voice going to be heard? This is something that I think so many people, they get caught up with. They're like, "Well, I don't know what platform I should use. Do I need to use all of them? Should I use this one versus that one?" And to be honest with you guys, what matters more than using all the platforms, is that you're consistent at least on one. So, pick one to start with, and use that platform until you have success and great traction with it. That could be Facebook, that could be a Facebook business page, that could be Instagram, that could be YouTube, it could be Pinterest, LinkedIn, Snapchat. I mean, anything that you personally already use is where I would say to start, because if you're already using it, you're probably going to continue using it.

Kyle Handy:
It's the same thing as having a CRM, right? If you're not already using a CRM, it's very hard to make that into your daily routine. It's the same thing with social media. If you're not using social media to begin with, it's going to be hard already to get that into your routine, but then especially if you're not using a particular type of social media, and you're like, "I'm going to build this other channel up," YouTube or whatever, and you're not already doing it, just be prepared, it's tough. It's challenging, so start with maybe the one you're already using, and just maximize it. That would be my tip there. That's where your voice is going to be heard, that's where you're going to be talking about the benefits, and we're going to go from there.

Kyle Handy:
The next one is to pick a schedule and be consistent with your schedule. So, what I mean by that, is how many of you guys have an actual posting schedule where you post something valuable, something like a benefit, consistently every single week? If you guys see what I'm doing, right? Every Monday, I do a sales training called the Monday Mastermind. Every Tuesday, I do an attraction training called the Tuesday Mastermind. And those are my posting schedules. Then, beyond that, every day I post one thing on Instagram, one thing on Facebook and three stories on each platform. That's my posting schedule. Pretty simple, pretty easy, and that's it.

Kyle Handy:
The next thing, now that I've kind of mastered that, I've been consistent with that, now for probably the last few months, is now I'm going into YouTube, and I'm going to start consistently posting a public YouTube video every single week, once per week. So, I'm adding that to my calendar, but you got to have a calendar with your posting schedule, and when you're going to put your voice out there for people to hear you.

Kyle Handy:
The coolest thing about it, here's one of the coolest things that I'll say about when you create content, and you put it on a platform, is that it's out there all the time working for you. So when you hit submit or whatever it is, upload, and that piece of content goes out there, it's kind of a cool feeling knowing that that is going to be working for you, even when you sleep. Your efforts, if you're not using any kind of content, or if you're not building value and creating things, then you're only as good as what you can physically do every single day.

Kyle Handy:
That's not a whole lot, right? We all work super hard, and the problem is, is we're not working smarter, we're not making something one time, and having it work for us over and over again. That's the coolest thing about creating content, doing it on a consistent basis, you'd be so surprised that if you were just consistent, even once per week, with putting something out there that's valuable, that has your kind of spin on it, and it's a benefit for other people, that stuff adds up, adds up, adds up, and then people just reach out, and they're like, "Man, I saw this thing that you did a month ago."

Kyle Handy:
Literally, one of the newest agents that I brought into the company just this past couple weeks, he's a big, big ... he was a former Keller Williams agent, big former Keller Williams agent, he reached out to me and he said, "Hey, the reason I'm reaching out to you," it was on a Facebook message, was his wife had saw one of the posts that I had made about a month ago, about how basically growing a team and the freedom that's given me and my family to be able to travel. She read the post, said, "Hey, you need to talk to this person."

Kyle Handy:
I didn't know ... I don't even know who his wife is, I've never met her in my life, but somehow, she came and saw my post, maybe through people sharing it, whatever it was, but then said he needs to come and talk to me. We had a conversation, I think we sat down at a coffee shop on Monday. He was joined with the company that Friday. That's how quick it happened. I had never met the agent before in my life. I didn't know that when I was creating that content, who it would reach or who it would touch, but I do that every single week now. I'm consistent with it, so every week, it's kind of building up, building up, building up. That's the coolest thing I would say about being consistent, putting content out there in your schedule.

Kyle Handy:
Real quick, Curtis, are you there right now?

Curtis:
Yep.

Kyle Handy:
Okay, cool. I just wanted to give you maybe a chance to maybe share, because I know you're also creating content. I wondered maybe if I've missed anything, for you kind of analysis.

Curtis:
No man, you're nailing it. The only thing I was going to go back and do, after you go through the other couple bullet points, you know the four tips, is just go back and drill down a little bit on each of those tips, because I've got some notes here, and we can go back when it makes sense about the benefits one, for example. Because different benefits speak to different ... to folks at different levels in their career. I can remember literally a couple years ago when we first started with EXP, one of the biggest benefits I believe that EXP provided to an agent, what agents are always questing for, is just the opportunity to generate more leads, right? Not the [inaudible 00:13:36] core tool, right? But the benefit of getting more leads and making more sales. So, depending where you're at in your career, if making more sales is a problem or a pain point for you, just the idea of selling more real estate because of coming to EXP Realty, that's a huge benefit.

Curtis:
So, when you're out there right now in your marketplace, and you're making sales, and you think about attracting other agents, what you need to [inaudible 00:13:59] for most is the sales growth you're having, because you're at EXP, right? That's a huge ... this gentleman that you're talking about, Kyle from KW, what he was looking for was the freedom that Kyle was talking about. He's probably sold a lot of real estate, is selling a lot of real estate, that's not his pain. He probably has a young family and his wife's out there looking for how can I get my husband back? Where's the freedom? I want that freedom. I want to play with my kids. I want to travel. I want to throw birthday parties. I want to not be working every single weekend. That's what other agents are looking for. So just when you're listing up your benefits, think about what different people might be looking for. Think about how EXP Realty has changed or is changing your life, and that's the benefit stuff that Kyle is talking about.

Curtis:
And then, it's funny you talked about platform. What immediately comes to my mind is like when you're building a real estate business from scratch, one of the first things you want to be thinking about is what are your lead sources? Where are you getting leads from? Your platform is the exact same sort of consideration within social media land. So, are you generating new interest from agents via Facebook? Or are you more of an Instagram user, and you can generate ... hit your target audience on Instagram? Or are you great on video and great on editing, and you can put out some really good stuff on YouTube? It's the exact same thing, you're just sort of picking your source, and then you just work it consistently.

Curtis:
So no, man. You're hitting this stuff on the head. I'm taking some good notes, and I'll bring it back here when it makes sense.

Kyle Handy:
Awesome. Cool. Here we're at the fourth one, and I think this is probably the most important one, that I think, if you're a new EXP agent, man you need to just keep this in your mind all the time. If you've been with EXP for a while, and you haven't been doing this, today is the day. You've got to start doing this. You've got to treat your business like it's a million dollar business. So many EXP agents, they don't treat their business, and when I'm saying business, I'm talking about EXP agent attraction from this standpoint. We all know sales, we all still sell real estate, and hopefully you're treating that business like a business.

Kyle Handy:
But you got to treat EXP agent attraction like it's a million dollar business. Treat it like you just paid a million dollars for a McDonald's franchise, and you now own this McDonald's franchise. You're going to go out there and make it work, right? I think the problem sometimes with EXP, is that it's so cheap to start up. At $149, and so people just get in, they're like, "Ah, it's only 149 bucks," like there was no skin in the game, essentially. So because it's so cheap, people don't treat it like it's a million dollar business. If you treat it in the fashion that it deserves to be treated, because there's agents making millions of dollars in this business, I think you would work at it a little bit differently, right?

Kyle Handy:
Imagine, and we've talked about this kind of before, and this analogy of owning your own shop, or own store or whatever, but in this scenario of owning a McDonald's franchise, you're now the owner of this place, I think that there's so many EXP agents that go in, and they don't even open the McDonald's every day. I mean, you wouldn't do that. You wouldn't go buy this thing, and then literally not open the doors for people to come to your store every day. That's what agents do with EXP agent attraction, they don't consistently work at it every single day. It's like a side thing. I mean hey, if that's what you want from it, you just want to attract maybe an agent or two every single year, when it comes to you, because it's a family member or something, by all means, do that, but at the same point, there's a huge opportunity that you're missing out on by not treating it like a business.

Kyle Handy:
So, that would be the fourth tip that I would give to somebody that wants to make this attracting agents, is you've got to treat it like a business. You've got to be consistent, and you've got to put something out there of value for other people so they can come to you, and reach out to you about this business. So, the next thing we're going to talk about, is going to be the posts, some of the engaging posts that you can put out there. I got five ideas that I'm going to share with you of posts that you can put out, that will get engagement, that kind of embody this right idea, this right way of putting value out there, so you can attract people. These are five post ideas.

Kyle Handy:
Just to go back to kind of that analogy of putting fishing lines in the ocean, when you're putting content out there, and you're putting it on your platform that you've got a voice on, that you're being consistent with, the content, what you choose to write about, or talk about, or video yourself of, it's almost like this is what you're baiting your hooks with. What food you're putting on those hooks each time. So, that's just as important as having 100 lines in the ocean. You've got to have bait on the hooks. What are you baiting those hooks with? Sometimes the better the bait, you might get more fish. That's what these post ideas are.

Kyle Handy:
First off again, I'll just say, no one cares about EXP Realty on a whole. Just the average agent, they don't know enough to care about EXP Realty as a company, or they don't care enough to care just about the features that you might care about, because now you're inundated in the company and all that. The average agent doesn't care about that in the beginning, and quite honestly, it sounds a little bad, they don't really care about you as much as you probably think that they might, or they do. Most people, they care about themselves and what benefits they can bring to themselves.

Kyle Handy:
So, you got to think of that. And think in terms of what is EXP going to do for them? What are their struggles? What is that agent going to be likely struggling with that is following you? Or that is friends with you? What do people need to have better? And if you start thinking in those terms in your mind, you will have much more success in this business. Most agents, if you think about it, I mean, it's not complicated. Most agents, they struggle with time, they struggle with consistency in income. They have some months that are good, some months that are bad. They struggle with feeling connected or like, "What should I be doing all the time with my time?" They're just a little lost. They don't have a support system. They feel like maybe they're just one number in their brokerage. There's all sorts of things that agents struggle with, and if you start there, like what is most people struggle with, and then you tie that into how EXP can solve that struggle, now you're starting to think the right way.

Kyle Handy:
That's what number one is, and then with this content that we're going to be putting out there, the other thing I want you to think of, is the law of reciprocity. The law of reciprocity, you're probably thinking, "What the heck is that?" That's basically if you do something nice for them, they're going to feel obligated to do something nice for you. That's just in general how that works, right? The law of reciprocity.

Kyle Handy:
So, what you're going to do, is you're going to put valuable content out there, something that speaks to that person, that provides value to them, and it's going to almost make them feel like, "Okay, well whatever the next step is," or whatever you're giving next, they're going to be more open to doing whatever that is. But you got to start out by giving first.

Kyle Handy:
The first one that I'll talk about is you can share tips, right? Like five tips on how to use social media for your business for real estate agents. Five tips on the best way to do a listing appointment. Or something like that. You're going to give some tips on something that's going to be interesting to your target audience. That's a great post that you can do. You can create that post yourself, and just put some work and effort into it. Guys, right now, I'm doing a blog post, it's going to go up on my website here probably later today I should finish up with it. But it's all just explaining revenue share, it's explaining it. How it actually works, and it's going to be good for EXP agents, and non-EXP agents. But, I've been working on this since probably Mon- well, since Sunday, so I worked on it Sunday and then Monday. It's nearly probably 10 pages long. I don't think I've written a 10 page long deal since high school.

Kyle Handy:
But, I'm creating this because I want to provide that much value for people. I think that it's so important to explain this topic. So, it takes time. It's one of those things, like we can all put social media posts, like take a picture of our family and all that kind of stuff, put a little description. You can do that in minutes. That's not really what we're talking about here. What we're talking about is how you build a content library. How you're starting to build a valuable library for people, that they're going to find it today, they're going to find it a month from now, they're going to find it a year from now, and they're going to think, "Man, that's kind of cool. I really appreciate that person for sharing that with me or explaining that for me. Now I might consider reaching out," because at the end is when you can put that call to action in there.

Kyle Handy:
For instance, again five things that you can do to grow your business. Just something where you're going to share tips related to your target audience. That's kind of cool. It takes a little bit of thought to do that, but then the next one is just share, and this is where you can maybe get started with, because you might not feel comfortable yet creating your own content. Is sharing things that are helpful and valuable to people that are already in your industry.

Kyle Handy:
Sharing blog posts, sharing articles, sharing great videos that you've come across that have maybe helped your business, and then just put a little commentary of like, "Man, I read this, and this was instrumental in helping me learn how to really organize my CRM. This is what I picked up from it. This one, two, three things." That's so super simple, that you could do that and make that your piece of content. You'd be surprised, literally if you just do one of these per week, it can massively impact your business. That's a second idea of something that you can post up there.

Kyle Handy:
Case studies or interviews with a success story. If you hear of a great agent, and this is ... we'll talk about your own personal success story later, but this is with maybe a fellow agent, somebody that you've heard of that is having success, whether it's in agent attraction, whether it's in sales, after they've joined the company, anything like that, you can have a case study where you type it out. You write out their story, what's happened, and of course get their permission to share that. Or, if you're comfortable on video, just interview them. I've done that before, you've probably seen some of my video interviews where I'll interview somebody and ask them, "Hey, why'd you make the switch? What do you think since you've made the switch? What have been the top couple things that you've liked about it in your business?" All that kind of stuff.

Kyle Handy:
So, using a case study or an interview is an amazing post that you can put out there. And I literally still, one of the best videos I did, Curtis can probably attest to this, it was kind of a funny scenario, but we had just attracted a smaller brokerage in Tuscaloosa, Alabama, and we brought my camera set up with me, because we had flown out there. We had asked the brokerage, the brokers, if they'd be comfortable sitting down with me on camera and doing a quick video interview. So we did that. We asked them about their experience of being brokers, independent brokers, and then what the changeover was like, what their thoughts are, and why they did it. And quite honestly, I've gotten so many, not only just views on that video, but people messaging me because of that video and just saying, "Hey, I've got more questions. I'm an independent broker myself. I watched your video with Rich and Coco," those are the agents in Tuscaloosa. "I've watched that video, and I really just had some questions about it for myself."

Kyle Handy:
That stuff happens now all the time. It was a video that I made, what? A year ago, probably? I don't know when it was that we went out there, it was at least a year ago, and now it's like I have something working for me 24/7 365 days a year that is bringing up conversations regularly. That's the power of this. That was a case study, that was an interview with a success story.

Curtis:
And Kyle.

Kyle Handy:
Yeah.

Curtis:
A couple points on that, because I remember that video, and for anybody who's sitting here thinking, "Man, I don't know how to do that." Or "That sounds hard or scary," or "I'm not that good on camera," or "What would I ask?"

Curtis:
We had no plan to do that. No script. They weren't really comfortable or sure, we just sat down, and there were like five of us in the room watching. Kyle just sat in a chair or something, and they sat in a chair. They were so nervous. Kyle really had literally no questions, no script, just turned on the camera. And part of that realness and authenticity is I think what attracts people, too ... like we talk about attraction. People want to see real people. They can probably see some of the nerves in the brokers that were coming over the husband and wife. All that stuff made it so real. And they were just answering the questions honestly and off the top of their heads, so when you think about doing an interview or a case study or a testimonial, just like real and authentic is ... actually it's really good. Of course I remember that video.

Kyle Handy:
I love it, I love it. Perfect. So, number four is a tutorial, like a tutorial video, or a tutorial post where you're going to share with somebody how to do something. Some of the most watched videos on YouTube are tutorials, right? People are searching, they're wondering how to do something, and typically here's a cool example that you can do, is if you go into your history on your Google browser or whatever you use, go into your search history and look for the types of things that you're searching for. Because if you're searching for them, chances are there's other people out there that are going to be searching for those exact same things. If you can use that example of something you found out, like I'll look at my stuff and I'll say, "Okay, I just searched last week for what is the best free CRM system out there for real estate agents." Because I had an agent that wants a CRM system, they don't want to pay for it, whatever.

Kyle Handy:
And they were asking me, "How do I get this CRM system?" Now of course they've got KVCore for their sales business, but they were wondering more so on the agent attraction side, and something they can use. So, I started just researching. That was one of the searches that was in my Google search. I started to think, "Man, why can't I just create my own piece of content like that? To share what I've learned after doing that search?" And that's exactly how it works. You've got questions. You probably seeked out the answer, now just go back and since you've already got the answer for that question, put what you know or what you learned from it. And then maybe you'll even do a little bit more research. You'll find out a little bit more and become smarter in that topic or that subject. But yeah, just a tutorial can be a huge help.

Kyle Handy:
You might think, "Oh man, nobody will see this, or nobody will watch it because there are not really a ton of people searching for that," but I'll tell you, some of the best results that I've had in EXP agent attraction are from searches. People might only be searching at 20 to 50 times per month, and you can see that stuff if you go to ... I use a program called KWFinder.com. Just stands for Key Word Finder, and it basically gives you a summary of how many times people searched for something on Google, and it's funny, because I'll put something out there like a tutorial or some kind of a blog post that details something that people are searching, and it might be small, like 20 to 50 searches a month. There's searches that generate hundreds of thousands of searches per month, and I'm not targeting those.

Kyle Handy:
If I could rank number one for something like that, of course that would be huge, but even 20 to 50 a month, if you think about that, and you put something out there that's valuable for that, that's huge. Over a year, I mean, that could potentially be 600 people that see your message, and might potentially reach out to you, if you've got good enough value that you're bringing to them. So again, it doesn't have to be something that everybody is searching for, it could be a small thing, but it'll make such a big, big impact on you. Especially when you have hundreds of those. You're doing them weekly, so then even if it's 20 to 50 each week, every week it just compounds and gets bigger and bigger and bigger.

Kyle Handy:
All right, so number five, and this is the last one, is your personal experience post. If you don't have a story, you need to come up with a story, right? There's got to be some reason why you are here at EXP. There's got to be. Because if you don't have a story, a compelling story yourself, it's going to be very hard for you to attract people, even when they do reach out to you. There's got to be some compelling reason that you're with this brokerage, and what this brokerage is doing for you. You don't have to have two to five years of experience at EXP before you have a story. Everybody's got a story, right? Like you're new in the business, you came over, your first month was like this, this is what is going on.

Kyle Handy:
Just use what your true story is, and share that with people. It's not going to resonate with everybody, but it will resonate with somebody. So, that's what you have to bank on, and so anyways, use that. Now, in all of this, here's what I'll say. Don't make your content so EXP Realty specific. Of course, we all work for EXP Realty, and legally, we got to put EXP Realty in the majority of our stuff that we put out there, just because there's state laws, you got to put your brokerage, so you can't completely be under wraps of what you're talking about, but don't just, "Man, EXP, EXP, EXP." Let there be some mystery there. Just talk about an opportunity that as changed your life, talk about what it's doing for you, and then say ... if you've got to put something in there about EXP, feel free, but don't just make it sound like you're just drinking the Kool-Aid and everything is so EXP great.

Kyle Handy:
Keep that under wraps a little bit, create a little mystery, and then again, at the end, after you've provided that value to people, then you can say, "Hey, if you're interested, if any of this stuff resonated with you, reach out to me, I'm happy to share more information with you." That's how you do it. You give a lot of value, a lot of information, and then you put a small snippet at the end, "Hey, if you're interested, reach out to me." Or if it connects with something else that you did, "If you want more information, check out this post that I made, or this video that I did," or whatever it is, so they can get more information.

Kyle Handy:
That's kind of how you do it. Try and keep the EXP stuff to where it's not about EXP Realty, the company, it's about the opportunity, it's about the benefit to that agent and what that agent's going to be able to get. That being said, those are the five posts. I want to ... I've got a special guest on the call today, so we're going to bring him on here in a second. But before we do that, I just want to go hand the mic over to Curtis for a second, if his mic is working, if your internet's working, and just hear, is there anything that you wanted to share from that?

Curtis:
Man, that was awesome, awesome Kyle. I want to recap for everybody, because I'm sure everybody was writing this down, but just in case you weren't, and you can give me your correct verbiage there Kyle, because I know you've got it up on the screen. So, you talked about having a thousand lines in the water at one time, the four big tips or pillars of this strategy, list the benefits and not the features. The next thing you talked about was choosing your platform, the next thing you talked about was posting on a schedule with consistency, and then the last thing was treating it like a million dollar business, right?

Kyle Handy:
That's correct.

Curtis:
That was four good tips, Dude, I love that. The five types of posts you talked about sharing tips, sharing someone else's content, case studies or interviews, a tutorial, and then last but not least, personal experience posts like your story. The thing I wanted to highlight on your story, something that might be helpful for people who have never really thought in terms of presenting stories, is people connect with people who have experienced real situations like pain. Really feeling.

Curtis:
One of Kyles videos that he's done on YouTube is why you brought your independent brokerage over, and at the beginning of that story, you talk about the pain of being an independent broker owner, of always battling the profitability challenge, having good months and bad months, the overhead, the stress, the weight on your shoulders. That creates such a connection from the other people who have experienced that. So, if you're talking about working 70 hour weeks, that's the pain in your story, and then you talk about how EXP allows you to work from anywhere and you don't have to commute 15 hours a week anymore. People connect to that kind of stuff, so when you're telling that compelling story, make sure you honestly, without over doing it, make sure you highlight the pain or the problem that was involved in your personal story, that EXP has helped alleviate. Because people definitely connect to that.

Curtis:
Then the other thing that I wanted to share, that you did super good job of highlighting, Kyle ... damn. I lost it, man. There was a ... keep going.

Kyle Handy:
I'll answer Lori's question real quick while you think about it. Yeah, Lori asked how often do you post your personal story? Good question. I actually ... so for me, personally, it's usually, I mean, it's not an exact timeframe, but I know that about every three months or so, something happens in my life that I want to share, and it's connected to this opportunity, so it's not something I do every week, or every month, or whatever, and it's not every three months, either. Sometimes it might be two months, sometimes it might be four months, it might be five months, but if a big milestone happens that I want to share, then I share it. And usually, with EXP, because it's changing my life every single day, I mean, there's usually something I can share every three months or so, and I talk about it a different way. I talk about the team aspect and kind of now growing a team the right way, how that's changed my life from growing the team in the past the wrong way.

Kyle Handy:
I can talk about agents, and having now over 150 agents, that I can impact their lives and help to do that, and what that's done for me in my life, the joy it brings me to do that. Then I can talk about if we're on a trip, and the freedom, the financial freedom, the time freedom that EXP has given. So, it's all different aspects, and literally, it just flows from what's going on in my life. I think that's the best personal story that you can give. That's what I would say there.

Curtis:
When something hits home with you, right? That's when you post. When you're out on a trip and you get that tingly feeling, or you get that unforgettable sensation of like, "Man, that was the best day, that was the best week," or you get that moment of freedom. I still literally remember the first $200 revenue share check I got, I remember where I was, I remember when it came in, I remember looking at it in my bank account, and the reason it was so significant for me, is because back to the difference between features and benefits, right?

Curtis:
I had never had income, ever, that I didn't earn right before it hit, like that day, that week. I had never had anything besides direct income. And I remember being in Las Vegas when it hit my bank account, and I was like, "What is this money? This is money from work that I've been doing for six or eight months of sharing the EXP opportunity, and people joining and now somebody else made a sale, and a month later, I get a revenue share check. That was my first every passive residual income, ever. It was such an amazing experience for me. So, when you have those unforgettable moments, those things that really rock you and shock you, that's the kind of stuff that you should share from a personal experience standpoint.

Curtis:
I got the story, Kyle. I remember what I wanted to tell. It's pretty cool, because it ties into exactly what you've just laid out, and this agent, he's actually not even been on these training calls before, he just sort of did this through happenstance, but it's a perfect example of how this could work for anybody leveraging the system that you're kind of outlining today.

Curtis:
There's an agent of mine on my team in California. He's a brand new agent, he's actually never even sold a house. So, he was hosting an open house, and another licensed agent came through his open house, looking at the home for herself. All they did, because this guy's just a genuine, awesome guy, he's a great realtor, all they did was talk about her family, and how she spends so much time as a realtor, out working all the time, but she's got these two young kids, she wishes she could be at home with them. They live in Northern California, where it's full of traffic and it's congested. Her office is like an hour and a half commute when she has to go into the office.

Curtis:
so, what he did was tell her, "Oh man, well have you heard about EXP Realty?" And she's like, "No." And he's like, "I love it because I get to work from home."

Curtis:
She's like, "What do you mean you work from home?" He's like, "Oh I got this software on my computer." He didn't go into the details, he just told her he loves the freedom that comes with working from home, he never has to drive into the city as they call it, from where he lives. So she's like, "Oh wow. Can you tell me more?"

Curtis:
All he said was, "Yeah, yeah. I'll send you an email." This guy knows nothing about attraction or recruiting or anything. He said, "I'll send you an email." So he wrote her, he showed me the email. He wrote her this genuine, honest personal email, "Hey Sally, it was so great to meet you. Your kids were so beautiful. I thought long and hard about our conversation, I really believe you as a mom should be home with your kids more, blah, blah, blah. Here's that information I promised you." And he sent her a link to the Tuesday executive overview recording. That's all he sent her on YouTube. Literally this guy never followed up with her, never talked to her again [inaudible 00:40:55], because he gave her a business card, he sent her somebody else's content and he thought genuinely about the benefit for her family. [inaudible 00:41:08].

Kyle Handy:
You're breaking up, Curtis. [crosstalk 00:41:14]. Hey. Yeah.

Curtis:
Simple example. Okay. Story is over.

Kyle Handy:
Sorry. No, I love that, man. That's kind of the beauty of EXP, right? I mean, that's really what it is. You don't have to do everything that I'm doing, or that you see other agents doing, you just have to be able to link people into the opportunities that you see for them. So, that's a great story of doing that.

Kyle Handy:
Perfect. One of the last things that I'll say too, because Lori had this last part of the question, she said, "Do you have the reach out to me after every post?" And no, I wouldn't say that it's after every post, Lori. It's kind of just natural. Sometimes it makes sense for me to put that, sometimes it does not. But I put it on a fair amount of posts, it's just ... I would say if I had to give you a percentage, it probably goes on maybe 30. 25-30% of my posts. My YouTube channel, I put the same description in every single one of my videos, which has links and calls to actions at the end of it. So that one's kind of standard, every single one, but Facebook stuff, Instagram stuff, I don't necessarily put call me or message me. I would say it's at least maybe one out of five or something like that for those.

Kyle Handy:
All right, well hey guys, I want to get to our special guest today, and I don't know if anybody ... or if you heard a whole lot of this, I know he jumped on it around 9:30, but for one, I want to get his story, so all of you guys can kind of ... that might not know this agent already, you know, I want to get his story, and then I want to maybe see, from what you did here, what your thoughts are about it, and maybe give us a little of your feelings about the content and kind of the attraction marketing side of the business.

Kyle Handy:
Without further ado, Conner Steinbrook is on the call, guys. Conner is an amazing agent with EXP. I'll let him kind of share his story. I don't want to go too far into it, but he's a great friend of mine, and honestly guys, he's doing this the right way. That's the coolest thing. I look at him, and I'm like you know what? He's built up more value than I've ever built in my two years at EXP, because he came over here, he's got a lot of YouTube subscribers from talking about things in a different ... it's not a different niche, it's real estate still, but it's on the investing side. So, he was already providing a ton of value, and he carried that strategy over to EXP, and he's had a ton of success with it, so who better to kind of share a little bit about what we just talked about today, than Conner.

Kyle Handy:
So Conner, if you would man, come on the call. Feel free to tell people a little bit about your story, tell people your background and then tell them a little bit about what EXP looks like for you today.

Conner S:
Yeah guys, thanks for having me on the call, Kyle. I'll burn into my story here real quick. It's got some important teaching points that's going to resonate with you guys. So first off, I've been with EXP for about 18 months. My team is now just under 250 agents. It changed my life. So, it's an incredible opportunity, as we all know. But, to kind of give you an idea of how I got here, and we'll talk about my YouTube channel, how that all came about.

Conner S:
When I went off to school in 2003, I put $20 in an online poker site, and nine years later, I was a professional poker player, that's how I made my living. So, 2003, 2001 I was one of the top online poker players in the world, but that was earned income, and I had to trade my time for income, even though I was making a lot of money, it was a stressful lifestyle, because when you work for active income only, or earned income only, you have fluctuations in your income. That's what creates that stress and anxiety and burn out.

Conner S:
As an agent, you sell six houses one month, the next month you sell one, the next month you sell three, the next month you sell zero, and that's what creates burnout. So what happened to me, if you guys know anything about the online poker world, 2011 the government shut down the big poker sites, that were money laundering, and overnight I lost everything. So imagine waking up tomorrow and EXP being gone. Everybody here lost everything. That's what happened to the poker world. Very tough lesson in my life. But it changed my life, because sometimes the worst things that we're going through are the biggest opportunities we have, because looking back, it was this huge opportunity for me because it taught me two hard lessons.

Conner S:
I had one income stream. I didn't have multiple streams of income. And I didn't have residual income. So guys, the way that wealth is created is, four different ways. You have multiple streams of income, in case one income stream disappears, you can lean on the others, equity creates generational wealth, equity through stock awards, equity through businesses, equity through real estate. Then you have passive income, that's what we're all in pursuit of, that's what gives us time and money freedom, and then duplication.

Conner S:
No one's ever created wealth owning one house. They did it through owning multiple houses. No one's ever created wealth as an agent writing a contract with a pen, they did it through running a team. So, I went out in pursuit of passive income, went down the self development road, [inaudible 00:45:58] like most of you all, and realized quickly that I had to get into real estate.

Conner S:
Jumped into real estate, failed miserably. Went $65,000 in debt. Didn't have any money, but I had time. This is where a lot of people are at, because one of the biggest reasons people create a limiting belief in why they can't grow businesses, they have no money, but the internet's changed that. At the time, Google had just acquired YouTube, sorry guys, I got some bad allergies.

Conner S:
Google had just acquired YouTube, and I knew that was going to be huge. So, what I did was, I started working on search engine optimization, I built the number one ranking websites for Dallas, for we buy house Dallas, sell my house Dallas, I have about six years as a full time real estate investor before EXP, and the way I built those channels was, I linked private YouTube channels to the back side of my website, and created back links as well as I created links to powerful websites out there like Fox News and Oprah Winfrey, some big sites. I put attached articles, and I did a lot of things behind the scenes, push those websites up. I built a business organically through the internet. Went on to run a big wholesaling company in 2014, 2015. Moved into flipping houses primarily. I flipped a ton of houses. Transitioned into a rental business, started acquiring rentals, but it was cashflow, it wasn't passive.

Conner S:
It's a ton of work, ton of headache, ton of effort, ton of risk, transitioned a lot of those into notes, started carrying back the paper on the properties, and started doing a lot of owner financing. At that time, I also built my Investor Army YouTube channel, and it started taking off. Right around that time, a lot of people started approaching me with EXP, and I didn't understand why. I did what most people do, and this is important, because I blew EXP off guys, for 14, 16 months, something like that, from the first time I was approached with it.

Conner S:
If I was explained the business model better, earlier on, I would have come in right away. So you guys have a huge responsibility for these families that you sit down with, to explain our business model correctly. For one, it's your own business, two, it's that family, that's their future, because let's say Kyle would have come in to the company, two different people approached him. One did a horrible job and Kyle says, "It's not the opportunity for me and passes it up." The other one does a great job, Kyle's life changed. That person's life changed. The other one goes and says, "Nobody's interested in EXP," and then destroy Kyle's future, because he may never look back at the business model.

Conner S:
So it's very, very important you explain it correctly. After about 14, 15 months, I was speaking at an owner financing event in Jackson, Mississippi, and Rob Flick was speaking at the same event. The event promoter's son was a big broker in Mississippi, met Rob out west, flew Rob out there to give a speech in front of his group, to see if he could get his son to become a state broker from Mississippi, so spent three days alone with Rob Flick in the Air B and B. That's when I saw the business model, got my license, came back, jumped in, and the rest is kind of history since then, but that's kind of how I got here. Do you want me to go into YouTube and the power of YouTube?

Kyle Handy:
Yeah man, you do that so fast, right? So I hope people got that story, but that is an amazing ride for the last, I mean shoot what? 16 years since 2003? That is a pretty unique story, and I love that obviously, that it all kind of transpired and it brought you to EXP, and now it's like you've had so many different experiences doing so many different things, but that gives you credibility first and foremost. But then too, you also have a lot of foresight into pitfalls and all this kind of stuff, and you still know that EXP is the best thing out there. I think that speaks to people when they can see that you've done all this stuff, and you're here. Your actions speak louder than words. When you're here doing this, that obviously gives you a lot of credibility, so that's pretty cool.

Kyle Handy:
Yeah. I'd love to hear a little bit about, obviously you have a lot of ... you've done a lot of attraction marketing on the investor side, because you were building that business up for many years, and you've probably started really gaining traction there, to where you had opportunities that would be presented to you, that you weren't actually actively pursuing. They just came across your desk because of all the stuff that you had done in that industry. What have you done for EXP, maybe to kind of be similar to that on the investor side that you had built?

Conner S:
Yeah, the two things that we did to grow our team were social media and then just going to networking events. So, most of my biggest players that we brought in, I met at formal Masterminds, or three day seminars or some type of networking event. These are going to be where you're going to bring in your top talent, just because let's say someone's at a Tony Robins event, what does that mean? They're working on themselves. They're caring about their business. They're the people that are out there in the game, focused on building something bigger, focused on expansion.

Conner S:
So I think it's hard to build a relationship if you can't look somebody in the eye. So a lot of people are trying to cold call people, you're just a voice on the other end of the line, so we're trying to do everything on video conference like this. So, communication is broken down in three steps. 10% they've proven, is about the words you say, 45% is the tonality, inflection and delivery of what you're saying, and then 45% is body language. So, a lot of people are still fixated and focused on scripts, but script is not that important, as much as the body language and the connection you have when you deliver that message. For example, Kyle and I go for the same movie role, we have the exact same script, we say the exact same words, but one of us gets paid $10 million, the other one doesn't get the movie role. Same script, same words, who delivered the message better?

Conner S:
This is why you're seeing some top recruiters making six figures a month, and others not making anything. So, you need to work on your communication skill sets, but to kind of go back to the investor mindset, the reason why investors are gravitating towards the business model, plus the reason why investors have built mostly my team, is because they come from an entrepreneurial mindset. They understand equity, cashflow and risk, and they understand spending money on their business.

Conner S:
The way I saw this was, I had on my left side, if you look at traditional and non-traditional investor world, where working for active income flipping houses, or we're working for equity through owning assets, growing over the years, and we're working for passive income between our spread of our liabilities to own the property and what we're renting it for. On the agent side, [inaudible 00:51:57]. But now you can have earned income, equity stock awards, and passive income through revenue share, so you have a complete 360 degree business.

Conner S:
If you guys know investor agents, they're the ones that, if they're cash flow individuals, the reason why they're going to push so hard on EXP is they know how difficult it is to ... some of you are nodding your heads, because you've built rental portfolios, you've built enough portfolios, you know what it's like to go through the front end, raising of the capital, the risk of contractors stealing from you, extorting you, leaving cash tied up in the deals, leaving cash in reserves, having tenants not pay you. This is the fastest way I've seen how to scale residual income.

Conner S:
I've never seen anything like it, to be honest. It takes most people 10 to 15 years to get to five figures a month, through single family investing, and people are doing that in less than a year here at EXP, or more. So the first thing I do, when I sit down with agents guys, is I need to try to impress upon them the difference in how money is made. So I say, Kyle okay. We sit down, I draw two characters on a sheet. I draw two stick figures. I say, "Which one do you want to be? This one makes 100 grand a year. This one makes 100 grand a year. Which one do you want to be?"

Conner S:
They don't know what I'm getting at. I explain to them, one of them did it through earned income, one did it through residual income. It's not about how much money you make, it's about how you make the money. Because one's working 60-80 hours a week, one's living the life that they want. Then I go through and I do the basic examples of how wealth is created. I show them the four ways wealth is created, because what I'm trying to do is shift them out of their thought process of earned income, into residual income.

Conner S:
Then I go through and I explain the four different goals that I have for their families. When I come in, I show them ... you were talking about how you explain the revenue share, this is kind of how I explain to them, because everybody wants the big numbers, but most everybody's not going to achieve Rob Flick type numbers, let's be honest. So the first thing I do, is I show them a basic revenue share example in relationship to their fees in the company. I show them that one capping agent is $2,800 a year, their fees to be in the company are $85 a month by 12, so $1,020. So I show them $1,020 into $2,800, is two and three quarters years, so one agent, even if they don't want to attract agents, will build ... almost cover the cost to be in the company for three years, because the power of one is huge in this business.

Conner S:
Kyle and I were in Vegas and saw Jake Kinder, he did a post on the wall there, showing the power of one, meaning if everybody that comes into your organization just attracts one agent, where you're going to be down the road, two to three years, with exponential growth. So, the goal is to help these agents who are not even focused on agent attraction, still get one or two, just so they can cover their fees to be in the company.

Conner S:
Now, the second step, and the second way. I say, "Now my second goal for you and your family is to help you cover your mortgage or cover your cap." I show them that, "I'm going to show you six different ... or if you can attract an agent six times a year, every other month, that's 2800. And the average person on my team, I calculated, is about $1,400 a month to their mortgage or their rent." And then you divide $16,800 by six, or by 12, it's $1,400 a month. So I show them that simple structure of six agents, less than one every two months, will cover their mortgage, and EXP will buy their house or cover their cap.

Conner S:
Now I say, "On top of that, my next goal is to help you short cut your path to retirement." So, what I want to help those six families come and do is get their one agent, which would put six on their second tier, which is six by 3,200, which is a 19,200. Guys, if you know what I'm talking about, that's Gene Frederick's retirement presentation. So, I show them the difference of what it looks like to retire with nine hundred grand at 4% distribution, and I back into it. I show them it takes 37 and a half years of making 100 grand, saving all your disposable income, as compared to building a simple structure of six on your first tier, six on your second tier of capping agents. And I show them what it looks like to swing for the fences, then I show them the big numbers.

Conner S:
A lot of people, I think are going straight to the big numbers, and I think a lot of people are getting overwhelmed, and you're shutting people down ahead of time, because they're saying, "That's great for this person, that's great for Pat Hayes or Rob Flick, but that's not attainable or achievable for me."

Conner S:
We're having a lot more success showing people smaller achievable goals, and giving them testimonial stories like Kyle's talking about, agents on our team that, "Oh well, I built a team of 12 agents, and now I'm making X amount of money and I'm able to have the first vacation that we've had with our family in 10 years." Things like that. Those are what really kind of separates an average agent.

Conner S:
Now, if you find a legitimate builder, or someone who's a legitimate serious entrepreneur who's been in business for years, now you want to show them the biggest numbers possible, and that's what's going to get them going, but for the most part, most agents are looking at a smaller, more achievable goal in their mindset. They're still focused on their sales. I think six to 12 a year, for most agents, is a good goal to achieve.

Conner S:
Let's see here. The second thing is, I want to talk about what I really push hard is, convincing data and compressing time. A lot of people are not talking to enough agents in a short enough time to create a strategy, because they don't know ... they're not getting enough reps in. They're not talking to enough people. If you do anything long enough in business, you'll create a ratio. So people ask me all the time, "Well, how many people do I talk to? How many is it going to take?"

Conner S:
Well, everybody's different. Some may be one out of 10, some may be one out of 20, some may be one out of 30. But, if you talk to enough people, and you track it, if you guys are not tracking your results, you're not growing. So, what you track grows, and if you develop a ratio, now you know exactly, let's say you've talked to 100 people, and you attracted seven agents, now you know how many you can back in to set your realistic attainable goals.

Conner S:
If you guys are procrastinating, the reason why is you have a big goal, but you're trying to achieve it overnight. Why most people procrastinate is they set, say my goal is to get to 500, what you're trying to get to that very, very quickly, so if you're not talking to agents, you're overwhelming yourself. Your goals are too big. You need to step back and chunk them down. Sometimes, I say just get one. Your goal should be just get one. Once you get that one, just get one more. Then when you get that one, just get one more. Because if you're trying to get 20 this month, or 40, you can overwhelm yourself, and it can create that anxiety, which shuts you down.

Conner S:
The biggest reason guys, why I'm seeing people struggle, is self esteem levels and belief. So, you hear all these self development books out there and all these people creating seminars on taking action, just go take action. Well, we all know that that's not so simple, right? When you go to take action, you pick up the phone, and it weighs 5,000 pounds, and you can't pick it up. Why is that? Why can you not take that action? Why do you want to do it, and you start to do it, and you stop?

Conner S:
It's a combination of two things. Action is a further step down the road. The two steps that start first in any business is self esteem and belief. Now, belief is what comes in the belief in what you're doing. So believing in EXP. But even if you believe in EXP, but you don't believe in yourself, still nothing happens. So, the fundamental root of every business that's grown, is belief in one's self first. So, you need to work on yourself. You need to create the skillsets. The reason why a lot of you are not talking to more agents is because you don't have the answers for them, and you don't know enough of what you're talking about, so you don't go talk to anybody, because you're scared they're going to ask you questions, and you're not going to have the answers.

Conner S:
The first thing is, keep hopping on calls like this, build the skillsets, build the knowledge of the business. Work on yourself, build self esteem first, and then once self esteem is created, self esteem plus belief creates energy. Energy then creates the action. Action creates the results, and then you're going to have the success that you're wanting. But, nothing's going to happen guys, unless you work on yourself first, because when an agent says no, or when someone says they're not interested in EXP, or stop bothering me, you're going to feel bad, and you're going to put the phone down, and you're not going to pick it up again for a while.

Conner S:
That's one of the biggest reasons I see people not having success, is they're not working on their self development. They're not strengthening their thought process for when adversity kicks in.

Kyle Handy:
That is huge, Conner. Holy smokes, man. You just did, in probably 10 minutes, all the topics that I would cover in an entire month. So, if somebody left early or didn't see this last 15 minutes, they better re-watch this, because literally, you just gave so many good gems, that I think people need to hear about, they need to be working on. That is huge. And you know, I love the way that you explain things, like you see things a little bit differently and how you explain it. You're talking about starting small and giving things that are easy for people to understand. I think that's a huge, huge thing that agents need to do, they need to start small, and then you can build it back bigger.

Kyle Handy:
Then relating it to what that looks like in residual income, I think that's a cool thing too, that people need to do. We try and do that on the Tuesday Executives. But yeah, I hope Curtis ... Curtis, I'm sure you were probably taking notes, weren't you?

Kyle Handy:
I'm sure he was. His mic's probably down. Oh, there you go.

Curtis:
No, again. Conner just gave away, [inaudible 01:00:31] said, the topics for the whole next month.

Kyle Handy:
That's what I was just about to say.

Curtis:
[inaudible 01:00:35] goals, condensing data, compressing time, [inaudible 01:00:39] procrastination, struggles, self esteem, belief, Conner, that was amazing man, good to see you.

Kyle Handy:
Exactly. I hope that Conner, if you ... now's one of the things that I was excited to hear, that Conner could make it on the call today, is hopefully over the next few weeks and months, Conner, we can have you on these calls more often, and hear from you, and help you kind of teach and train from your viewpoint, because you definitely see it a little differently as well, and have a different angle on it.

Kyle Handy:
Really appreciate that, Conner. I don't know. I didn't want to stop you short. I didn't know if you still had something else, but I do know, we usually do these calls until about 10, so we're running on overtime right now. It's worth it, so if you've got something else, I'll definitely let you finish it.

Conner S:
Yeah guys. I'll stick around as long as you want me to. I just have to leave not longer than like 30 minutes, I guess.

Conner S:
Okay, so to kind of talk about social media, let me pull up my channel here real quick, because this is so important. What it does is, guys it's not about ... you hear this saying it's about what you know, it's not about what you know, but who you know, right? You've all heard that saying. That's incredibly important. Let me share my screen here real quick.

Kyle Handy:
Yeah. I just made you co-host. There you go.

Conner S:
[inaudible 01:01:56]. What's even more important, it's not about what you know or who you know, but who knows you. So, if you ... let's for example, you take the last couple presidents. We all know who they are, but they don't know who you are. So the person that knows you, that you don't know, or you know what I'm saying, if you know them, but they don't know you, they're in a position of power over you. So here's my channel. Let me give you a couple of ways that this has worked for us.

Conner S:
People used to write books and now people create podcasts and YouTube channels. For example, I reached out, we had a guest on our call on Monday. We have a young man named [Adeet Asoma 01:02:25], from Canada who I found on social media, because I found his YouTube channel. And he posted a video saying he was getting his real estate license. He was an investor. I reached out to him on social media, got him on a call, literally 15 minutes after, I text him. He was in the process of getting his license, was going to Keller Williams. I showed him EXP. I said, "You guys have a huge opportunity in an emerging market. There's nobody up there." He's come on, and here's his channel right here. He's used this channel, Kyle. He's sold 25 houses in his first five months as a real estate agent through YouTube.

Conner S:
This is his YouTube channel. Unbelievable. Think about what video can do.

Conner S:
So I reached out to him, and his channel was pretty small at the time. So, about a couple hundred subscribers, so I reached out to him and said, "Hey look, I'm just like you." Here's my strategy on social media, guys. I reach out to someone. I compliment them, and I do something that's going to make them have a good feeling about themselves first, because I want them to associate an unconscious relationship with my name and me, and feeling good.

Conner S:
So, that's why first impressions are so important. I compliment them, I compliment them on something that they're doing. So I reached out to him, I said, "Hey man, I just watched one of your videos, you're doing a great job. Myself, I'm just like you, I'm cut from the same cloth," so I compliment them, I do something nice for them, and then I point to some commonality that I'm saying I'm just like you. Birds of a feather flock together. We're like the same person.

Conner S:
So I said, "You're a real estate investor just like myself. I see you're getting your license. I'm also on social media on YouTube, here's my YouTube channel." I sent him a link to check out my YouTube channel, and then he responds back, because I knew that he ... people want to be like the person they're achieving to be. So, if he's on YouTube and he just started his channel, he wants to build a big channel like I've built, so I knew that was going to be attractive to him. So I'm finding people that I have commonalities with, that I know in my USP, my unique selling proposition, or point that I'm going to work on, is going to be attractive to people I'm talking to, to give myself the highest conversion rates.

Conner S:
Then I said, so I compliment them first, I build a commonality, so that they see that I'm someone that could be just like them, and then I offer to do something for them first. So I said, "Hey man, I remember when I launched my channel, I made a lot of mistakes, everybody makes these certain mistakes when they launch their channel. I'd be glad to hop on Zoom for 15 minutes and show you these mistakes that I see that you're making, basically." And I helped him fix his channel. I didn't bring up EXP right away.

Conner S:
Then what I did, was a couple days later, is when I really kind of brought it in to him actually. So, I'm always doing something. First, there's a call influenced by Robert Saldini, he studies the mind and how our conscious and unconscious minds work together, and the law or reciprocity is a big one, so if you do something for someone else, they feel that they have to reciprocate. So, if I go give Kyle a Christmas present, he doesn't have a Christmas present for me, he's going to dip out the back and go to Walmart real quick and grab one for me, because he doesn't want to look like a bad person, right?

Conner S:
So, if you do something for someone first, this could be as simple as giving them a title company contact, giving them something as a resource, or anything. Then later, when you go to ask them to talk about EXP, or see a presentation, they feel like they're going to be a jerk to you to not at least hear you out and see it. Because we know the biggest hurdle is getting people to slow down to see it, not coming to the company once they see it.

Conner S:
So now Adeet has come in, looks like he's going to be the very first rookie in the company's history to hit icon status, he's got five agents on his team, and that all came from just reaching out to him, showing him my channel and videos that I have. The other thing is that, once you do start talking to people, one of the biggest things that we do is expansion across North America. Having your YouTube channel will allow you to build credibility as you enter into other marketplaces, because you have your own marketplace. People know you in your own area, but if you want to scale, you go into other markets, you're going to have to build some type of brand like Kyle's doing, or like I've done, on the internet, to be relevant for them. Especially when you're competing against other teams.

Kyle Handy:
I love it, man. Oh. That was huge. That is so cool. That's such a great success story, too. You got to get that on video man, get an interview with him or something like that, man. Those stories are powerful. Super powerful. So cool guys. Well, I hope everybody got some value today, out of this call. One of the things, Conner, if you wouldn't mind sharing with people, if they just wanted to connect with you further, or some way to reach out, what do you prefer there? What's the easiest way for them to do that?

Conner S:
Yeah, I'll just put my number in the chat box.

Kyle Handy:
Okay, perfect. So Conner just ... he put his phone number, so if you want to reach out to Conner, his number is 469-855-6963. Conner is amazing, and he eats, sleeps, and breathes EXP. I know it, because I do the same thing, and we see things the same way. He calls me, we'll have ... it's funny, he'll call me out of the blue and we'll talk for 30 or 40 minutes until my cell signal drops or something, right? Like when I was driving the other day. But, yeah. I mean, it's really cool when you really get deep into this guys, because it just becomes more and more fun. Like what Conner's saying.

Kyle Handy:
One of the cool things that I'll wrap up with, just because this, I think was really a cool way to tie kind of a knot on the bow of what we've made today, is the whole content marketing strategy and kind of the putting out value out there, and attraction marketing, and kind of everything we've talked about. Conner summed it up there too, is that it's also two fold. You're going to have people that reach out to you, just from all the value and stuff that you're putting out there, but the coolest thing is, is then you can also use that as almost like a feather in your hat, for when you want to go and reach out to an agent.

Kyle Handy:
Like what Conner did on that YouTube channel, because now you've got all this back log of stuff that you've done over time, and you can show people this is who I am, I can see you're trying to do this yourself, or maybe you're looking into it. do you want to be a part of it? And then now you've got all that credibility that you can stand on, so it's not just like you're nobody from nowhere, you've got something that you can share with people and say, "Hey, we're cut from the same cloth," like what Conner said. Now you can go out and prospect people from all over the country. That's such a cool extra benefit of everything that we talked about before as well.

Kyle Handy:
Conner, man I'm going to go back. I got to re-watch your part, because literally it was like nugget after nugget for 15 minutes, and I think we need to break some of those things down a little bit further, and have you back on the call and maybe kind of go over certain scripts that you use, because you gave some good scripts there, but then dive into them a little bit deeper. So, we're going to go watch those, go back and then we'll try and see if we can set up another time to have you on the call and maybe dig a little bit deeper into some of those more powerful nuggets that you have given.

Kyle Handy:
Anyways, yeah. I really thank you so much, Conner for jumping on. Thank you guys, everybody for being on this call. I will be ... as soon as I can get this up to Patreon, I'll be putting it on there for the recording, so if you missed something, or you want to go back and hear it again, it'll be on my Patreon page later this afternoon, and you can just go there by Patreon. P-A-T-R-E-O-N/KyleHandy, and you'll see there you can sign up for the agent ... I think it's agent recruiting training.

Kyle Handy:
It's $4.99 a month, and you'll be able to get all of the past episodes that we've recorded are all on there, and then of course, into the future, as we record them, they go on there every single afternoon. So, that was just the easiest way to do it, kind of not publicly, I used to be putting these all on my YouTube channel, but there were certain things that I would discuss, or we'd have a guest on the show, and I didn't want that being out there publicly. So, putting it on the Patreon, kind of puts a little pay wall, a little firewall there, so kind of filters out what we can say and all that good stuff, so now we can put it out there and not be so worried about this being out there publicly.

Kyle Handy:
I hope that works for everybody. Jerome, thanks for putting the link there, man. I really appreciate that, and I always appreciate your guys' support for doing that, and supporting the channel, because it does take a lot of work to put all of this stuff together, to get the topics, and then of course, I try and organize them as best as I can on the actual Patreon channel. I put tags, so that way, if you like a certain video, it should be tagged, you can go back and watch other videos that are similar or related to it.

Kyle Handy:
So, anyways guys, I hope that all helps out for everybody. Conner, thank you again man. We'll talk probably I'm sure, this week and we'll figure out another time that we can get you on here. And Curtis, of course, thank you as always man, for being on the call. With that being said guys, let's all make it a great week. Remember tonight we've got the Tuesday Executive overview, so if you want, make sure you get people on that call tonight. It's at 5:00 central standard time. Just send your people to TuesdayExecutiveOverview.com. Myself and Curtis will be doing the call this evening, and we might even have some special guests on the call tonight.

Kyle Handy:
So, make sure you're there, even if you have a guest or don't have a guest, it's always good to go in, just hear a little bit of a different mindset or way that we say it, and then of course, if you've got a guest, even better. Anyways, Curtis, is there anything you wanted to share, before we get off the call here? He's probably still-

Conner S:
I'll share something.

Curtis:
[inaudible 01:11:28] Kyle, thank you to Conner, and just thanks to everybody for the participation.

Kyle Handy:
Awesome. Well, go ahead, Conner.

Conner S:
Yeah, so guys, if you're hopping on Kyle's call, or you're hopping on webinars, and you don't have a guest, just turn your screen off. Don't exit the call, because let's say you have 30 people hop on the call, and five people don't show up, you have five people hop off, it's the same thing as people walking out of the middle of a lunch and learn. It's going to make it look bad. Just turn your screen off and let it go.

Conner S:
Another thing is, if you want to get good at [inaudible 01:11:56] agent attraction, hop on Kyle's call, or hop on other people who are doing mass time, EXP live explain presentations, the last 15-20 minutes. You don't have to sit through the full presentation, unless you're trying to learn how to do it, which is the best way to do it, because that's live time, it's actually being in the game. They're actually doing what they do live time right there and trying to attract agents. But the last 15 minutes is question ... it's when people are asking questions, and this is where you're going to build your biggest skillsets the fastest, because you're seeing the real questions from real agents answered by top agent attractors at live time. It's like hopping on the Cowboys' football field, putting a helmet on, being there when they're in the huddle. That's the fastest thing you can do, is just hop on those last 15 minutes, even if you don't want to sit through the whole call.

Conner S:
If you have a guest, don't take a bongo, cry and run home, because you guys just to understand, you're going to see about 50 to 60% of people not show up to appointments. If you want people to show up to Kyle's call and other calls you need to create exclusivity. You need to explain that this is a private presentation, invite only. This is not something that this is going to run all the time. You need to give them a reason why they're special and why they're coming to the call. If you just say, "Hey, we got all these calls every single week," they're going to be like, "I'll make the next one, I'll make the next one," they'll never hop on.

Conner S:
The last thing is just patience. I think a lot of people are going way, way, way too fast, and so Craig LePage, A.J., I think you know Craig, he came on a call and he explained it the best way, he says people are trying to date people for five minutes before they take them home. And then I took it one step farther, if you're going to take someone home in five minutes, they're probably not the one that you want to be with long term in business. So, the ones that are the toughest to bring on, are the ones that you're going to have to court the longest.

Conner S:
A lot of people are trying to attract people literally in the first five minutes, and they go straight to revenue share, and straight to stock awards. I urge you guys to get to where you can attract agents just with the commission split, and try to do it that way first, with the tools and technology of commission split, because most people are on a worse cap split than we are. And then, use your revenue share, and then use your stock awards to kind of sink it home. I'm done.

Kyle Handy:
Awesome man. That is perfect. I appreciate it Conner, yeah. Guys, Conner gave his number, so if you want to reach out, reach out to him. If you've got more questions for me, obviously you know how to get a hold of me. Send me a message, Facebook is usually the easiest way to do that. I get a ton of Facebook messages, and always respond to those pretty quickly. 

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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