How To Increase Duplication at eXp Realty | KyleHandy.com

How To Increase Duplication at eXp Realty

Today's post is all about how to increase duplication in your eXp Realty organization.

In the video below I talk about what duplicates, how to set proper expectations early on so you get quick duplication and don't lose people before they get started, and how to set up a new agent's business launch plan.

Notes:

A large group of people doing a few simple things

3rd party tools, stories, systems

It doesn’t matter what works, it only matters what duplicates

The moment a new agent comes into your organization the clock is ticking

New Job, twiddling thumbs until someone shows you the ropes

  1. Am I 100% clear on what you need to do to have success in this business?

If I am, do I have a process I can hand to someone so they can be 100% clear and have success.

  1. Unity
    1. Ego will kill unity
  2. Do we have a playbook

What duplicates

  1. Being a product of the product - 100%
  2. Lunch and Learn - 10%
  3. 3-way phone calls - 5%
  4. Attending a company event - 5%

Technology / Concepts - 5%

Build audience, influence, provide value

How to Get Duplication at eXp Realty When Building on Social Media

  1. Set Expectations from Day 1 Properly

Have conversation

See what their goals are and share what your goals were

Don’t say that it’s easy, or it’ll happen fast

It’s a business, it’ll take time, money and resources

Manage expectations regarding work and timeframe

Doing reach outs to existing list.  Need to make a list of people on their social media, contacts lists.  Make some coming out party.

Passive prospecting vs. active prospecting

Goal is to get passive prospecting working for you in the long run but need to be actively prospecting while building the passive part.  Eventually you can lower the active prospecting.

Takes time to build this while building your brand and strategy on social media

Build goals and milestones for that agent

Help teammates with their first 10 people

Hop into a group facebook messenger with the agent and their agent friend to show them how to talk with a prospect and be in the trenches with them.

Setup a business launch plan.  (Ep. 27)

  1. Commit, MAKE A DECISION
  2. Setting a specific goal for next 30-60 days, Set start date, set end date
  3. Pick your launch dates
  4. Pick your incentive
  5. Pick your reward
  6. Build your launch list (Rebuild if with eXp for a while)
  7. Get to work
    1. Every day you want to be scheduling 2 presentations per day
  8. Celebrate at end and during 

https://www.youtube.com/watch?v=_5HNqE5q7KU

Here's the transcription for the video above:

Kyle:
... and then set the right eXpectation about effort and what it's going to take, right? This is not a get rich quick easily scheme. That's not was eXp Realty is. This is a business. You've got to build it, you've got to put time and energy into it. Then, you've got to wait.

Kyle:
Welcome to the Agent Attractors Podcast. My name is Kyle Handy, and this episode originally aired on my YouTube channel, Agent Attractors. We'll get started here in just a couple minutes, let some people get in [inaudible 00:00:40]. We're going to be talking today all about duplication. We've got a couple different things we're going to talk about. A couple different bullet points that I've made notes of, but first off we're going to be talking about what duplicates, right?

Kyle:
The systems and the tools that we've seen at eXp that are effective in not only for us as the agents out there attracting agents, but for our organization. As we get a brand new agent, how do we get them to have success right away? There's systems, there's tools, there's stories, all sorts of things that we can talk about there.

Kyle:
Then, we're going to be talking about setting up a business launch plan, your eXp agent attraction business launch plan. If you're a new agent-

Kirtus:
Test. Test.

Kyle:
... that's perfect for you. Maybe you haven't don't a launch yet or you're waiting for that time to say, "Man, I'm with eXp, I'm coming out," this is all the stuff that you're going to need to think about when you're creating that launch plan. If you attracted a new agent, you want to help them get their launch plan together. If you're an agent that's been here for a long time and you want to relaunch, you could also do that. There's nothing that's saying that you can't do that. Anyway, we're going to be talking about that today. Then, we're going to be talking about how to get duplication at eXp when building on social media and how to get your agents that are in your organization to look at social media, to view social media, and is it duplicatable? A lot of people think like, "Oh, well maybe that's not duplicatable," but we'll talk a little bit about and I'll share why I think that it is.

Kyle:
All right, cool. Well, it looks like we got good people here. Another one from San Antonio. What's up Mark? Good to see you man. Awesome. Let me check, make sure we're streaming live on Facebook. It looks like we are good to go there. All right, perfect. Well, everybody welcome. We'll get started. Hey, what's up Tony? Good to see you. Wes and Joanie, good to see you guys. Awesome guys, well thanks again for joining in the call.

Kyle:
All right. Let's just jump right into it. We all know, the one thing that I will say about duplication and this has got to be the thought going through your mind as we're talking about all of this today is ultimately what duplication is, is it's a large group of people doing a few simple things. That's truly what duplication is. If you make it more complex than that, it doesn't happen, right? I've learned that lesson pretty hard myself in the last two years since I've been at eXp. I'm a big thinker. I want to do things my own way, but then it's like man, I look at my organization I'm like, well they're not doing the same thing or it's not having the same success rate as other agents that are at eXp that have an organization and they're keeping it simple.

Kyle:
I'm like, oh man, I had to take a step back and start thinking, well what can I do differently so that way the whole organization can do the same thing. I've learned that pretty clearly is that a large group of people doing a few simple things, that's all that duplication is. Realistically, when we talk about the tools that we need or the things that duplicate, it's basically third party tools. We'll talk about a couple different tools that we have at eXp that we can utilize. It's knowing the stories, like all of us as eXp agents need to know the stories of people at eXp, multiple, multiple, multiple stories. When I first joined eXp, I didn't have any success at all. I really couldn't use my own story back then. I got to know the stories of Gene Frederick.

Kyle:
I got to know the stories of my sponsor, Pat Hayes, and all these different stories of people that had been with the company and what eXp had done for them, what it's currently doing, all that stuff. I knew the ins and outs. I knew what they were doing before and why they made the move because that way when I got an agent and every agent's situation is a little bit different, I could pull from the story that I felt best was suited for that person. When we're talking about duplication, what does that mean? It means that you need to ensure that your agents in your organizations, know the stories. Most of them probably aren't going to have stories themselves yet. Do you have a spot where you can share with people like, "Hey... " If they're new to your organization, "Go here and watch these four videos to hear these four people's stories," so you have something that you can give to people. I think that's an important thing.

Kyle:
I'm actually still currently, as I'm talking about this, I'm building this for my organization and for you guys as well. To have these in where you can find it easily section, whether it's a YouTube channel, whether it's a website and you got all these videos posted to one spot. The one thing that I will say, as I'm doing this training, I'm learning stuff that I'm telling myself, "I need to implement this and do a better job of." But there needs to be a blueprint or a playbook that you can just hand to somebody that's brand new and say, "Here it is." Then, that person could go on day one, go recruit somebody and do the same thing. Hand that playbook over to the next person. That's how simple it's got to be, but at this point in time, I'm here two years and I know there's a lot of eXp agents that have been here longer than that, but I still feel like that doesn't even really exist.

Kyle:
At least on the agent attraction side, there's still so many questions out there from agents. I feel like that's probably a big reason why a lot of us as agents feel like, "Man, we're not getting the duplication that we would want." We got to crack that code. Like I say, I mean, I'm working on it. I know that a good friend of mine, Connor Steinbrook, whose been on this call in the last couple weeks, he's worked on something as well. But together I think it's going to be really important to one, keep it simple and two, have it all packaged together where you can just give it to somebody because at the end of the day, we all can think back to when we got say a new job, right? You get a new job and you're there day one and you just sit at a desk or something, you're twiddling your thumbs. You don't know exactly what to do.

Kyle:
That's what a lot of agents do when they come into eXp is they join the company and they just sit there. They're trying to figure it on their own, but we all know, us as the sponsors we get busy. We're not there to hold their hand. Just like that person new at a job, that's sitting there twiddling their thumbs, imagine somebody that comes by and grabs them on the shoulder and is like, "Hey, I know that you're new. Let me show you the ropes. I'm going to go show you the mail room. I'm going to go show you where you go to do this and do that." That's what it takes as being a sponsor and getting somebody to plug into and to start to duplicate. The easy way to do that versus having to do that for every single new person that comes in your organization is come up with a system, a playbook that you can hand to people that has everything together. That's a really important thing.

Kyle:
That's something for all of us to be thinking about and I hope that someday soon it will be that simple that we can all use something and just be able to hand it out like, "Hey, this is it. This has got all the stories that you need. This has got all the systems and tools that you're going to need. Basically, these are the strategies, these are the scripts, these are the things you need to do to launch your business." Basically, give that to them, check in on them. Of course, you don't want to just give it and never speak to them again, but at least they have it all packaged together, right? I think that would be huge. That was one thing I thought of.

Kyle:
You got to almost look at it like this, I put this note down that I've had a lot of agents come into my organizations and I've had a lot of agents leave the organization already. What that means to me, with duplication that when you get a new agent in your organization, it's almost like there's a clock on that agent. It's a clock and it's just ticking. You don't know when that time is up for that agent, but if you don't get to that agent, you don't plug them in or they don't get plugged in or whatever it is, they don't get the success, they're gone.

Kyle:
It's our job as the sponsor, it's our job as our organization to ensure that we've done everything possible to make sure that that clock doesn't expire without us giving that person all the tools that they should have had in the beginning because I feel terrible when I've got an agent that joins and I don't know, three or four months later they leave. I look back and I'm like, did I really do everything that I could have to help that person out? Honestly, a lot of times I'm like, no I didn't. I could have probably given them something more or reached out to them more consistently or whatever.

Kyle:
We each got to realize there's a clock on every single person. You work so hard to get them here, don't let it go through the wayside just because we didn't have everything we could have had ready for them. All right, there we go. That's the opening things that I just wanted to talk about. Where are we at? Here is where we're going to go. We're going to talk about what duplicates. These are the different things that duplicates. I think we all know and we'll talk a little bit about it. We know Lunch and Learns, we know three way phone calls, we know attending a company event are all really important and we'll talk about these here next because those are the remaining ones, but the first one I want to talk about is being a product of your product.

Kyle:
For instance, eXp Realty is our product. That's what we are selling to real estate agents as to why they should join eXp Realty. There's so many agents that are not using their product in a sense. You're not using kvCORE, you're not using Skyslope, you're not utilizing eXp world and our support staff. You're not going to the trainings or whatever that might be. How can you promote that product and look good about it if you're not using it yourself? I think it starts there with having to be a product of eXp Realty and making sure that you're using all the systems, that you're speaking highly of all of the systems. At the end of the day, the people that you attract to this company, they're going to most likely do what you do. They look at you, they're going to try to attract people the way that you attracted them.

Kyle:
They're going to run their business the way that you're running your business at eXp. They're going to do the things that you're doing. You got to be using eXp, using the systems and tools, always promoting it and speaking highly about it, sharing things that you're learning about the systems and tools. It's not that you've got to have it all figured out, but just take people along that journey with you about what eXp Realty is doing in your business and in your life. I think that when you do that, that's something that will very easily duplicate. You're going to get those people under you to plug more into the systems. You're going to get them to go to Facebook workplace because that's the thing.

Kyle:
People, I know they're like, "Oh, nobody goes into Facebook workplace." Maybe that's true, it's not as widely used, but I use it all the time and I will say that I see a lot of the agents that are in my organization in Facebook workplace. It's like, constantly be promoting it, constantly be in there posting or using it because if you're not, chances are that the people you attract to the company are not going to use it. If they're not using it, of course it's just a downward spiral. They're not going to promote it, they're not going to talk about it as a benefit. You've got to start at the top and make sure you're using all of the stuff that eXp provides, so it trickles down and there's multiple benefits as to why that's important. As far as what duplicates, that's I would say first on the list just making sure that you're using the product.

Kirtus:
[crosstalk 00:13:06].

Kyle:
When it comes to Lunch and Learns, we all know that Lunch and Learns are extremely valuable. If you're in an area that doesn't have Lunch and Learns, start one up yourself or talk to somebody, try and partner with somebody in your area to get one going, a consistent one. That's super, super important for duplication. Not even so much just for yourself, but it's for the people in your organization to feel comfortable that, "Hey man, I don't have to do a presentation all the time. I can bring them to this Lunch and Learn." Anyways, one of the things, I've got some percentages here about what I feel people use these different tools. I would say in my organization about 10% of people use Lunch and Learns.

Kyle:
For instance, we've got over 500 agents here in eXp in San Antonio and we consistently get about 50 people that show up to Lunch and Learns every single week. Now, granted that's I'd say maybe two-thirds or at least half are probably eXp agents and the other half or a third are agents that they're bringing in. Then, every week we have a couple different new faces at eXp that I would say a solid 10% of people in San Antonio utilize Lunch and Learns. That's with us actively promoting it. We are constantly promoting Lunch and Learns here in San Antonio. We've got great presenters, Pat Hayes, Kirtus Dixon, Griff. These guys are amazing presenters, so we promote them highly.

Kyle:
If you're in an area that doesn't have 500 agents, like maybe you're in an area that has 20 eXp agents, don't worry about not getting a ton of people there. Just realize you've got to get it going though because it is a huge tool. It's one of the very few tools that we have at eXp that duplicates. There's very few tools. Again, keeping it simple, that's a good thing. We don't want a ton of tools. We just need a few of them that work. You've got to be doing Lunch and Learns or being a part of that. I go to the Lunch and Learns even when I don't have guests, just because I think it's just so important that again people see what I'm doing. They're going to go and do the same thing. Make sure that you're doing if you wanted to duplicate.

Kyle:
Three way phones calls, this is another one. I'd say this is even less though than Lunch and Learns. I'd say this is probably around 5%. If you have an organization of 1000 people, you're probably getting 50 of them to maybe do three way phone calls as they think about it. It's a very small percentage. I literally, I've got a organization of 160 and I can count the people on my, less than both my hands that actually call and ask to do three way phone calls. Does that mean that they're not important or we shouldn't do it? No, absolutely not.

Kyle:
Three way phone calls are super valuable and when we get people on three way phone calls, it converts. You look at that and they convert, so we definitely need to do it and you got to constantly always be promoting it that people need to be utilizing it, people in your organization. If you're not the person to do a three way phone call with that's fine, but just make sure that somebody in your sponsorship line is willing to do three way phone calls, knows how to do them or whatever.

Kyle:
Then you tell that new sponsor that you sponsored or that new agent you sponsored to, "Hey, if you ever get this situation, you need to get in touch with... " In my case, "Pat Hayes. He'll do a three way phone call for you. This is how you set it up." You need to call or text him and just let him a little bit about the agent and what time and all this stuff. Make sure they know that that's something that's possible because three way phone calls again, super, super powerful. That's definitely something that duplicates.

Kyle:
Then, one of the last things I'll talk about as far as what duplicates is eXp realty company events or just events in general. Whether it's an eXp sponsored event or whether it's the Brent Gove Leadership Training coming up here in August, it's important that you get your people to the events. We've talked about events many, many times before. I feel like I wouldn't be where I'm at if I didn't go to the events myself. That's why again, I promote them so highly to my organization because when an agent tells me, "Man, I'm not going to go to this event." It's a blow to me because I'm like, you are literally pushing off your success months because you're not going to this event.

Kyle:
You're doing yourself a disservice by not going to this event because they are that important just with who you meet and all that stuff. You got to be promoting that, but even still I'd say 5% go to the events. If we look at Brent Gove, his event I think there's supposed to be 1000 people there this August. What do we have? We've got 20,000 agents at eXp.

Kyle:
I would say, they're obviously not all under Brent Gove, but the whole entire eXp organizations, it's six major organizations coming together for this event, which basically means everybody is promoting this Brent Gove event and 1000 people are coming. That's 5% of the company as a whole. Does that mean we don't do them? Absolutely not. We still absolutely do events, we promote the events because we know how important it is for people to be there. Anyways, those are what duplicates. I think those would be the things that I would talk about with my organization in the very beginning as to what they need to be prepared for and aware of.

Kyle:
I think that goes into this next part about the steps of duplication. What you would take a new agent through when they're joining eXp. I think this is probably the most important thing that... Hey, perfect Tony. Thanks, I appreciate that. Yeah, put your questions in the chat. I don't think you can... A couple had talk... Oh yeah, I definitely can't hear people. I don't know if people are talking or not. Let me see here... Yeah, my sound is up. Yeah, do a test. Is anybody talking, like Tom, can you talk?

Tom:
Yeah, I'm talking right now. Can you hear me?

Kyle:
Oh yes. I have no audio.

Tom:
Can you hear me?

Kirtus:
Testing, testing, can you hear me Kyle?

Tom:
Yeah, I can hear Kirtus.

Kirtus:
I got you too Tom.

Speaker 4:
I can hear Tom [crosstalk 00:19:18]. I was having some audio problems when I was logging on this morning, so maybe it's some settings.

Kyle:
Speaker, microphone-

Speaker 4:
I can hear everybody.

Kyle:
... oh yeah, here we go. Let's see, same as-

Kirtus:
Yeah, I hear everybody as well.

Kyle:
There we go. Now I got you guys. What's up? I can hear you Tony. Sorry about that guys. I was just rambling through because I was like, nobody's stopping me I'm just going.

Kirtus:
We thought you were just ignoring us. You were on a mission and you were just going.

Speaker 5:
I know, he totally ignored you Kirtus. I was like, whoa.

Tom:
You just sounded-

Kyle:
I'm like, dang man, people are taking notes or something? It's real quiet in here. I got no hellos in the beginning. I was like, people are just ready to go. My bad guys.

Kirtus:
That's [inaudible 00:19:56].

Kyle:
My setting was saying that the output for my speakers is this microphone right here because there's a headphone jack that goes in here, but it wasn't... Obviously, there was no speakers coming from the microphone and I didn't have my headphones plugged in. Sorry about that. Webinars, Kirtus, love it, man. Yeah, definitely webinars are up there I would say with Lunch and Learns. It's basically a virtual Lunch and Learn in my opinion. Now, Lunch and Learn is number one because you get to get with people that face to face, they get to see more culture and experience interacting with one another.

Kyle:
But as a second best option I would say if you either can't get them to a Lunch and Learn or if there's not one in your area and maybe you're not quite ready to take that step to do a Lunch and Learn yourself, then really what you got to do is promote webinars like the one we're doing tonight. The Tuesday Executive Overview, make sure people are getting on there. Make sure you're going to them yourselves because when you're there you can pick up something every single time you go, whether it's just a new way to say something or maybe a story or a testimonial that you'll hear. It's important. I appreciate that Kirtus.

Speaker 6:
[inaudible 00:21:13], can we ask individuals that are not presenting or speaking to mute their phones so we get that background noise out?

Kyle:
Yeah here, let me manage participants. I'm going to mute all and then just unmute yourself if you need to say something. Here we go. There we go. All right. I appreciate that. All right guys, got it. Let me make sure I didn't miss anything else. Did I miss anything that somebody was trying to say in this whole time that I had my deal muted or whatever?

Speaker 5:
Hey Kyle... Oh, go for it Tony.

Tony:
Oh yeah, I was just going to, really it was from your intro. It's interesting that your topic because Kendra and I were talking and we decided listen, we need to call our team. She made calls yesterday to people that were down in her group. People that you thought would have been passing on the information, literally that had maybe five or six agents and they didn't tell them anything. She called some people, they had already quit. Like you said, there's a timeline that people are only going to stay with the company if they don't have any connection.

Tony:
She found several quit, several were in the process of quitting, several weren't doing anything. This is shocking. Almost every single one of them did not even understand or know about their revenue share. This is somebody, the person that they were under, you would have thought that they were there where like, "Hey, maybe you're sending them messages telling them to send them out to their team." Unfortunately guys, if you want to build this, you've got to take responsibility and connect with as many people on your team as possible because they didn't have a clue about team disrupter. They didn't have a clue about these webinars. They really knew nothing about what eXp has to offer. Again, if you want this to grow, you have to take charge of your business.

Tony:
Kendra, actually it was while I watched her make calls and she was almost... This is crazy. She was almost in tears. She felt like, she was like, "I'm sick to my stomach." We lost all these people or these people were sitting in the company for a year, year and a half and they didn't even know what they had in their hands. I hate to say sometimes you just can't rely on people to do what you do, but the best thing to do is take charge. When you have a group, those are people in your organization that you can make money with and help them make money. That was a huge lesson. It's something that has been on our minds for a while. We just finally picked up the phone and made those calls.

Tony:
That's something now where a couple of people were like, "Wow, that's awesome. Yeah, I'll give you names." Kendra said, "Listen, if you're doing deals, give me the names. I'll call the people for you." They were like, "Really? You'll do that?" It is worth phone calls. If you have any organization, if it's one in your group or 100, call them all because you don't know what they know. Kyle, you stated it really well is that there hasn't been a system of duplication, which is the key to growing an organization and a team is making a simple step, a process that people can follow when they come in and duplicate what you do.

Tony:
I think that that's something I know we've had conversations, I know Connor has been working on some things. I think that's where we need to go to really put something where when someone starts, they know exactly what to do, they know what webinars to hop right into because man, when I get on these calls, I get excited just to see everybody. You start to feel like, man we're like a family. Even though we're not on the same teams, but there is something that works when you... I love the webinar format. You get to see each other. Of course, we're virtual, but this definitely makes it real. For those people that want to feel a connection, because most people do want to feel a connection, this is a way to do it. Even if they don't want to recruit, put them on the Monday call.

Tony:
I don't know even if everyone on this call knows, Kyle, that you do a Monday call for sales. Again, I just wanted to reiterate that because we literally just experienced exactly what you said and so we need to put that together because I mean, once people have a system they'll do it if it's simple. The simpler we can make it, the more duplicated it'll be and we all know people are joining eXp. I know you guys have to know if you're talking to anybody, pretty much everybody you talk to, they either heard about it, they don't really know everything or they know a friend that might have joined or they did a deal with someone.

Tony:
Guys, why not get your piece? Let's go get it. That's great stuff, Kyle. I really wanted just to throw that in there because I could just give a testimony to the fact that that is exactly true and we need to work on that and show up to these calls, man. I look forward to them and I'm committed as we're going into recruiting season. Let's build this up. We should have 100 people on this call in the next couple weeks.

Kyle:
Yeah, I agree.

Tony:
It's about promotion.

Kyle:
I agree.

Tony:
I build teams outside of this business, outside of eXp, and one thing I've learned it's about promoting. Tell everybody about the call, tell everybody about the events, and get them excited about it. Edify the event, promote it, make it a big deal. Then, people will show up. Not everyone, like you said, but hey no one's going to show up if you don't tell them.

Kyle:
That's right. I would say an actionable takeaway from that is let's make August the month of duplication. Where we basically, no matter what the size your organization is, you have committed that you will call every single person in your organization. That's something that's in my business plan. It doesn't mean that they're my level one. I've got 160 people in this month, we've got 25 days left, I'm going to call every single one of my people and just check on them and do like what Kendra did that you said.

Kyle:
Get where their mind's at and then again, I want to have, by the time I do it, my goal is to have... It might not be the finished product, but it had something packaged up in the next few days, next four or five days, that I can actually give out to people at least with the best stories, how to do all this kind of stuff, just to give people the process. It's funny because Kirtus and I have created so much stuff together over the years, but we've just never packaged it. It's not packaged easily. You can get something like on a Facebook page and then the other thing's on my YouTube channel.

Kyle:
Then, the other thing's on my website. Then, the other stuff, you've got to come to these calls to get. It's just not... I wish there was just something like, "Hey man, here's all the things you need." But, here's the other thing about that though is you can't just stop there. Don't assume that you tell somebody one time something and they're going to get it or they're going to start doing it because we all know that that doesn't happen. That's the thing is this stuff, it is tedious. It's a lot of work. You've got to be checking and there you go, yep, Kirtus is putting in some stuff.

Kyle:
Appreciate the notes, but you've got to be constantly pushing it and promoting and checking in on people at least until you get to a point where you've got some leaders in your organization that can help you or take over at least their share of it. That's what it is. For right now, I've got to take over and work as much as I can on my all seven levels because I don't know if the person that's on my fourth level, the person that sponsored them that's on my third level, I don't know what that third level person has told the person on my fourth levee. I have no clue and chances are they probably haven't told them anything.

Kyle:
I need to take ownership because that person on my fourth level could be just as valuable as somebody that I've personally sponsored. That person could be the next person that goes out and gets 100 people in the next year, but I don't know that unless I have tried to reach out and make some connection and shared who I am, what I would love to do with that person. There's all sorts of this, so there's obviously a balance. I'm not telling everybody to... Because here's the thing is that I will say that I've went down that path too where you work the duplication angle and you stop working, just recruiting yourself.

Kyle:
There's a whole thing that has to be said about your time and that kind of stuff and where you spend the percentage of your time. But if you can, I would constantly work at least 25% on the people in my organization. I think a good percentage if you're consistently doing it, you should be able to touch the people in your organization. As long as you don't have... If you're Scott Lewis and you've 3000 people or something like that, it might be a little difficult at that point. But all of us with less than 1000 or 500 or 300 or 100 people or if you have 5 people, you should be able touch those people, make sure they're plugged in, get them using the system with 25% of your time at least.

Kyle:
That's one thing is because a lot of times, we feel like the duplication side of it is a little bit less scary because it's like they're already with eXp. I can make the phone call because I'm not worried about rejection so much. Then, you almost just focus on duplication for the entire month or whatever and then you haven't done any recruiting. I'm not saying to go do that, but I'm just saying make sure that you have some time allotted in your week, in your month, in your day for duplication and that it's consistent. That would be really, really important there. Cool. I love that you all are sharing all this stuff in the notes here.

Kyle:
What I'm going to do with that is I will, after this call, go and start looking into all of this stuff, pulling it together and literally I guess what I'll probably end up doing is just putting a page on my webpage. It might just be like, kylehandy.com/whatever it is I want to call it. The steps of the process or whatever, duplication process or eXp agent attraction process.

Kyle:
Whatever it is, I'm going to put all these resources together, so that way I think somebody could go there and literally have it all. At least that's the starting point. Now I've got it together, now I've got something I can talk to them about like, "Hey, did you get a chance to go to that website? Okay, no, well let me check back in on you in a few days." Then, you just have that that you can keep going back to versus being so unorganized and having so many things that you don't even... It's so hard to stay on topic or whatever. All right, cool.

Kyle:
I want to take a step back. Let's go back to you just attracted a new agent to eXp. Here's I think one of the most important things you can do with that agent to ensure that we talked about that clock doesn't expire prematurely or it wasn't your fault that basically that clock expired. That thing that I'm talking about is setting the right expectations with that new recruit. It is so important that you actually sit down and have a conversation with that new agent that's in your organization about what they can truly expect out of eXp and the opportunity.

Kyle:
I think it's important that you see what their goals are and that you share what your goals were because here's the one thing that people can't do. You don't want somebody coming into the organization and comparing their chapter 1 to your chapter 20. If you've been with eXp, you've already had... They're going to come in and think, I need to do that or I can do that right away. It's not like that. You've got to almost talk to them and say, "This is the way I thought when I was first starting." If it was the right way of thinking, then share that. If it was the wrong way say, "This is what I thought, but this is what I found when I started to have success." Share that stuff about your beginning stages with that person and set realistic goals for that person in the beginning.

Kyle:
I think that's one of the most important things you can do is set the right expectations around money, like what they can expect money-wise, and then set the right expectation about effort and what it's going to take. This is not a get rich quick easily scheme. That's not what eXp Realty is. This is a business. You've got to build it. You've got to put time and energy into it and then you've got to wait. You can't really just push it too hard. Obviously, there's people that have. I'm not going to say, I mean, Brent Gove is a great example of something that, but he's one agent out of 20,000.

Kyle:
I mean, you just have to set the right expectations with the person. That way they're not getting burnt out or thinking that they're doing something wrong in the beginning. Cool. Yeah, don't say that it's easy, that it's going to happen fast. It's a business, it takes time, money, and resources. That's the other important thing. I think that why people don't go to events is they're not talked about when that agent first comes onboard. You've got to say, "Hey, what are your goals? If you got big goals, you got to say look, okay if you've got big goals, which I'm happy that you do, you've got to realize like any business you're going to have to invest in it. Do you have money saved up for the next event that's four months out or whatever, six months out?"

Kyle:
Whatever time they're joining, what's the next event. Be like, "You need to start saving right now. You need to book your ticket in the next two to three months or else it won't happen." That's the thing, people just wait, wait, wait. Then, they're like, "Oh, you know what? It's just short notice?" It's like, it wasn't short notice four months ago when I told you this event was going to take place. But then they wait and they push it off and then it's short notice because you got a month left or whatever. Just make sure that you set that up and just let them know, "Hey, we're going to need to build out your plan for the next 30 to 60 days, which is going to be... " We're going to talk about their launchplan in the next 30 to 60 days.

Kyle:
Then say, "Then, this is what is on the horizon after that, the next six months and what you need to be prepared for financially, timewise, all that stuff." Just making sure that they understand all of that. So many times we attract an agent and literally now I got this picture of somebody sitting at a desk at this corporate job just twiddling their thumbs. I feel like that's what so many agents that join eXp are doing. They're just sitting there twiddling their thumbs like not exactly sure of what they should be doing or maybe they're a great agent, the successful real estate agent and that's great. We want them to sell homes, but if they've got bigger ambitions and they want to attract agents, if you haven't given them a plan on attracting agents, they're going to go back to what they're comfortable with, which is selling homes.

Kyle:
They're not going to work on the attraction business quite as hard because they just don't know how to do it. They don't want to fail without knowing what to do. They're just going to go back to what's comfortable with them, which is selling homes. I think there's the ability for every one of us to sell homes and to attract agents. We just got to show them how they can do that.

Kyle:
All right, let's see. Yeah, we know that they've got to reach out to their existing list. We need to explain how important it is for them to build their list. Even it means helping them build their list and holding them accountable to building that list, taking people off their social media, taking people off of their contacts phone list and putting that list together and building this list of at least 50, but maybe 100 people, should be very possible for them, like real estate agents. If they've got to do some digging, maybe they've got to call some friends who are not agents and ask them, "Who do you know that's a real estate agent?"

Kyle:
I think that they've got to build a list in the very beginning to really start having that success because that's going to be part of their launch plan is having this list of people they can reach out to. I think that we all have to have, at least for myself, I know that this is something that's a new way of thinking for me, but I feel like there's two types of prospecting out there. There's passive prospecting and then there's active prospecting. What I've built, a lot of what I've built, I've even taught this to other agents is building up something passively, like passive prospecting. Stuff that I'm doing on social media, putting videos out there, building value for people. That way they reach out to me when they're ready.

Kyle:
That's passive prospecting versus active prospecting is when you're picking up the phone and calling that agent and setting up a presentation for them or inviting them to a Lunch and Learn or inviting them to an event or whatever it might be. That's active prospecting. Sometimes, I think what people see me doing, they're like, "Oh, this is how I reached out to Kyle because I saw his stuff on social media and I reached out to him, so I'm going to build that same thing myself." Now, what I'm having to do is almost having a conversation with them and explain, "Hey, we will start to build you a passive prospecting funnel or system, but that stuff does take time." I've been here now two years, pretty heavily just working on this, building my brand, putting content out there.

Kyle:
It takes time and even still today it's a trickle. I might get one to two agents a month, which is great. I'm very happy, but even still for a new agent. That's not going to be a whole lot. In the very beginning, they're not going to get one to two even a month, so you've got to say, "In the very beginning, and this is true for me, I was much more involved with active prospecting." You have to be actively prospecting while you're building the passive prospecting in the background. That's just how it has to go. Don't build the passive prospecting in the very beginning without actively prospecting or you're going to be very disappointed with the results in the timeframe that it takes you to have that success. I think that's an important thing to note to people.

Kyle:
Then, eventually yeah, my goal is to eventually to not have to do any active prospecting. That's what I'm building towards and maybe in three to five years or two, three more years, I'll be there, but even still today I'm actively prospecting still myself, but I'm just building the passive prospecting in the background. Building your goals and milestones for that agent. I think that's super important is to have goals for them set out. Where do you want to be in three months? Where do you want to be in six months? Where do you want to be in a year? I know I just had an agent join my organization that I was super excited to have join. He was a big, big agent from Keller Williams. I sat down with him for lunch, just him and I.

Kyle:
We talked all about... Basically, it's something that I should do with everyone in my organization. I did it with this agent and it was amazing. I'm really glad that I did, but it was funny because he joined the same time that I joined just two years later. I joined in July of '17. He joined July of '19. I challenged him and I said, "Look, I know you got big goals. In December of '18, I had 108 agents total in my organization. Your goal is to beat me. I want to see you beat my 108 agents by the end." That lit a fire in him. He's competitive. That was it for that particular situation. I'm not saying you always got to do that or make somebody compare, but whatever that is when you can set these goals or these milestones, these challenges and you say, "Look, I'm going to run with you to help you with that," it's a cool thing.

Kyle:
Already now, I think the week and 10 days after I set that challenge, he's already sponsored 2 agents into the company. In his first three weeks he sponsored two agents from his old Keller Williams brokerage. That was exciting and cool. Let's see... I think too, helping teammates get their first few agents is very important. Being there with them and one of the ways you can do it, I'm going to start talking about this more and more in my organization is I'm pretty big on Facebook Messenger. I use it a lot, even more than text message. I think one thing and I don't know if everybody on this call is using Messenger at your agent attraction business, but I do. I use it quite a bit and one of the things I want to start teaching and sharing is how do you use Facebook Messenger more for agent attraction.

Kyle:
I think it's cool because unlike text message, the cool thing is when you send them a Facebook message, they read it, but then they probably also are checking your profile out on Facebook. I think that can be helpful in some situations if you're putting out a good social presence or a good social profile. It helps people that are doing that type of thing. Talking about how to utilize Messenger and then the coolest about that is how I can help them utilize Messenger like, "Hey, if you know an agent, set up a group conversation between me, you and that agent on Messenger. That's it, just do the introduction, I'll help you in the Messenger. You'll learn from it because you'll see how I speak to the people."

Kyle:
They'll probably see it's almost like a three way call, but a little bit not as pressured or whatever because they're not having to come up with it on the spot on a phone call whereas on Messenger they think of their response, you can think of your response. I think that's a good way they can look you up to see versus just a voice on a phone call. People will look me up I'm sure if they're on a three way chat with me in Messenger because they can just click on me in my profile and see who I am. They might feel either more comfortable with it or whatever.

Kyle:
I think that's an important thing is to really helping those people do that. I think that would be a great, great way to start teaching that to our people if that's something that you are using. If you're already on social and doing a good job of it yourself, teach people even if they're not good on social yet or have a great profile or presence or whatever it might be just say, "Hey look, link me into the conversation and then I'll take it from there. I'll help you with those people."

Kyle:
What else? We've got... That's pretty much it there. We've got 15 minutes left and I want to talk about setting up a launch plan, whether this is for yourself, you're a new agent, you haven't come out and officially launched your eXp agent attraction business yet or if you've got a new agent and you want to teach them how to launch their business the right way. We don't want to do this the spammy way or whatever. We want to make this look right. This is one of the first steps. It's eight steps. The first one that I thought of is first of all, they've got to commit.

Kyle:
What I would say the difference between the people on this call that have five agents personally sponsored in their organization versus the ones that don't have five agents, the only difference really in the whole thing is that those people that have the five made a decision. At some point in the business they were like, "I'm fed up with this," or "I see what's happening here. I am going to do this come hell or high water. I am doing this." They have made the decision. It's not like, "Well, I'm going to try it. I'm going to give it a shot." They made the decision like, "I'm doing this. I'm going to get five people in my organization in whatever time frame it is," and they just do it. The first thing you've got to do with your business launch plan or your agent's business launch plan is that they've got to make a decision. They've got to commit to this decision. That's step number one.

Kirtus:
Hey Kyle, can I just jump in and tell everybody where decisions are made?

Kyle:
Yeah.

Kirtus:
You make decisions at events and on calls like this. I can literally remember where I was when I made the decision. I've made two or three decisions throughout my two years at eXp and almost everybody I think would agree you make those decisions on these calls and at events.

Kyle:
Absolutely man. So true. We made the decision together I remember back in December when we were on Scott's call listening to the guy on the boat. That was me and Kirtus' decision that he had.

Kirtus:
Exactly. It was the guy on the boat.

Kyle:
The guy on the boat. Yeah, it was pretty crazy. It was a call just like this guys. Yeah, getting people to these calls, getting people to events. They've got to make a decision. They've got to make it for themselves. You can't make the decision for them. You can try and show them the path, but at the end of the day they've got to make the decision. I love it Koko. I love seeing you on the call. Good stuff.

Kyle:
All right, step two. They've got to set a specific goal for the next 30 to 60. Whatever the next plan cycle is going to be for them, they've got to set a start date and a launch date. That's actually, that's step three. Basically, they're going to set a start date and an end date. They're going to set specific goals for what they hope to accomplish in those 30 to 60 days. It can be, "I plan to add this many people to my list." That's a goal. "I plan to set up this many presentations or get this many people to a webinar." Specific goals in that amount of time and then I plan to sponsor this many people. Have very, very clear goals. Not like, "Well, I want to have success at eXp." It's got to be defined goals, very, very clear.

Kyle:
You've got to help them set that and help them set realistic ones. Help them know what that goal means. If they say, "I'm going to sponsor 10 agents in the next 30 days." As a new agent with eXp, we all know is it possible? Sure, but what will that take. Be very serious with the person. "Hey, if you're going to sponsor 2 people in the next 30 days, you've probably got to get about 12 people to a presentation. Let's just say your closing rate is one out of six.

Kyle:
You got to get 12 people to a presentation to get 2 people in the next 30 days. Out of those 12 people, you've probably got to have at least 100 people on your list because maybe 1 out of 10 of them when you reach out are going to agree to do a presentation in some form or fashion with you." Letting them know, "Is that what you're committed to? If you say 10, you're going to basically 10 X, so you've got to get 1000 people on your list. Are you going to call? Are you going to do that?" Let them know, are they setting realistic goals? Do they know what they need to do to be able to realistically obtain that amount of work.

Kyle:
That's steps two and three. Step four and step five are similar. Step four is pick an incentive. What is the incentive if you hit your goal? Maybe it's this is what I'm going to do for myself if I hit this goal. I'm going to go and take my family out here or we're going to do this to the business. Whatever it is, pick an incentive that fits for that person. Then, number five is pick a reward. An incentive is something if they hit their goal, they're going to pick a reward if they do the actions that are required, but maybe they didn't hit their incentive.

Kyle:
I think those are two things I think that you can help people understand that, "Hey, sometimes the actions are important, especially in the first 30 to 60 days." To see somebody taking action, you don't want them to feel like, "Man, I did all this action and then I failed." Then, they're all bummed out. Still let them know how important the actions are and they can get better at the actions that they take over time. In the first 30 to 60 days, you just want to really make sure that they know that they're already a step ahead if they did what they said they were going to do even if they didn't get the results they were hoping they would get. Help them with that.

Kyle:
Help them find out and help them understand those two different things that are very important. Hitting their goal, of course, is extremely important. They can do it, great. That's something that's amazing, but even just rewarding them for taking the actions. If they truly take the actions that they said they were going to do. I think those two things are important. That's steps four and five.

Kyle:
Step number six and again, these are all steps, but they all have to take place at the same time. This is all going to go before they're doing it, but building their list, building their launch list. If you're relaunching, this is a new list. You might have a database of agents. For myself, I've got at this point, 1800 agents in my database. Let's say I was to relaunch my eXp agent attraction business tomorrow, I'm going to create a new list maybe using those same people, but I'm going to go through each one and I'm going to look at who am I going to relaunch this business with? Going through and really focusing in on those people that you're going to relaunch this with or if they're new then it's just creating that list for the first time.

Kyle:
Those 50 or 100 people, whatever it might be, but having a physical list. Something that's on a spreadsheet, on their phone so they can have it in front of them all the time. They want it printed out, sitting on their desk, staring them in the face. They need to have that list always looking at them, always available, easily able to make phone calls, easily able to have those people on Facebook Messenger to send messages to them. Whatever that means, they've got to have their list of people that they got going for this.

Kyle:
Number seven, they've got to get to work. So many people, we plan, plan, plan, plan and then we don't ever get to work. You plan so much, but then that's all it is. It doesn't turn into action. You've got to have action. You've got to help them take action. Sometimes picking up that first phone call is the hardest thing for an agent. You've got to work with them to get them to do that because it's not easy, but when they do it the more often, it'll get easy. They're going to fail and you've got to let them know they're going to fail.

Kyle:
They're going to have awkward conversations and stuff like that, but you've got to get them to get to work. It's your responsibility. What Tony said, we as the sponsor, we as this person who have been at eXp a longer time and have taken place in trainings like this, we know that it's important to help them. We have to take the responsibility for them to be able to go out and do this. Anyway, getting to work that's number seven.

Kyle:
We've got to again, set a goal, base this off their goals. If they say, "Hey, I want X number of people in my organization." It's like, "All right, cool. Here's our goal. We're going to try to set one presentation a day because if we set one presentation a day, that's 30 in the next 30 days. That's going to translate into probably about four or five agents that join the company for you," if that's what their goal was or if it's whatever, we're going to come back to their goals for that.

Kyle:
Then, number eight, I think you've got to celebrate at the end of that launch with them. At the end of the 30 to 60 days, maybe they've attracted two people, three people, take those two, three people out if you're local with them and celebrate with them. You, them, those people. If they're not local with you, then figure out a way to send them a gift or do something nice for that person to show hey, we're a community. We're in this together. Even if they didn't hit their goals. Again, same thing, if you saw that they were trying to work this out and they were reaching out to you for questions and advice. You've got to reward that action because again, if you can reward the action of people going out there and duplicating and trying to duplicate, then eventually they will do this on their own.

Kyle:
But that first 30 to 60 days it's like launching a rocket. It takes so much more fuel to launch that rocket in the very beginning and you're part of that fuel in the beginning. Once they're going, they're good to go. I've got a few agents in my organization, they're good to go. I still help, but they're pretty much good to go, but there's a lot more agents in my organization that need my fuel to help launch that rocket. That's somebody that's either on my first level or it could be somebody on my sixth level. It doesn't matter, but I need to figure it out and I need to go through the steps with every single one of these people if I want to try and find the people because at the end of the day, we all know not 100% of people are going to do all this, but you still got to find out who is going to be willing to do all of this.

Kyle:
Anyways, that's my eight steps. We've got five minutes, so I'm going to open it up. I want to make sure to see what I'm missing here in the chat and give anybody a chance to chime in if they thought some stuff as I was talking. All right, is everybody still there? I don't know if I've got my stuff muted again. I'm reading back through all these chats here. Let's see, smart goals, setting measurable, attainable, relevant time based, perfect.

Tom:
Kyle?

Kyle:
Hey, what's up Tom?

Tom:
You mind if I add to this while you're reading through the list?

Kyle:
Please do.

Tom:
Just coming from the perspective of someone that finished out a career and starting a new one. One of the things that I've found is that sometimes it can almost be overwhelming because there are a lot of resources. In particular, the way that you and Kirtus and your team has fed into me and my wife and the rest of us. I think the most important thing is to stop for a moment and pick one or two and at least begin using one or two of the resources that you guys provide, whether it's the Tuesday Morning Mastermind or the Monday morning or Tuesday nights.

Tom:
There are so many resources that sometimes it could be overwhelming to somebody that's new. On this part, on the attraction side, stop and do one or two. What I would recommend is whether it's LinkedIn or Facebook, use one or two methods to connect to people and then you've got to overcome your fear and the desire you have to not hear no. One of the ways that you can do that though is simply to bring them to the Tuesday nights. It's an open forum, it's almost a fly on the wall type of feeling. Even if you just invite them to that, you don't have to overexplain it yourself or even be completely knowledgeable, but when you begin to discuss the benefits of eXp, I want to go back to one of the first things that you said.

Tom:
If you're not consuming what eXp has to offer, at least at some level. It's really hard to communicate on the other side how beneficial it is. It's like saying, "Hey, this is great medicine. Oh no, I don't take it. I continue to suffer from my arthritis." In any case, look at one or two things and then be diligent about carrying them out. Timeblocking, I've been terrible about time blocking over my career. I deal better by the urgency of not having a schedule, but I will tell you I have begun time blocking in a way that I never did before and it has been extremely helpful for me to create a discipline. Discipline sometimes feels painful. It feels like punishment, but it's not. It's that process that you go through of learning. I would just encourage people that are on the call and especially inviting others to the call, that this is one aspect of it. Then, go to Tuesday nights and just sit there yourself and you hear it over and over and over again. It becomes a language that you can then interpret for others.

Kyle:
Absolutely, absolutely. I will say, when I first started, not when I first started, when I got serious in December because I started in July. I didn't get serious for six months with agent attraction at least. When I got serious, I probably watch the Gene Frederick webinar, they didn't have live ones at that time or at least none that I knew of, but they had the videos. I watched that Gene Frederick video myself probably 100 times. Literally 100 times, I'd have it playing in my car as I was driving. I'd have it going on in the background, I've got a TV in my office, I'd have it playing just listening to it while I do other work. I would watch it. I would watch it with other agents. That thing was just rattling around in my head.

Kyle:
For us, if you're watching this, come to the Tuesday one. I know that it sounds repetitive or whatever, it's the same thing over and over, but there is just something about being there every week and being consistent and hearing the message. It eventually will click. Yeah, absolutely Tom, great point. Get your people to do that. When we're talking about duplication, get your people to do that. Constantly push it, constantly promote it. It's one of those things, we talk about in the beginning like Tony says. People will call when Kendra's calling and they didn't know something. Probably chances are they heard about it at one point in time.

Kyle:
I would doubt that nobody had heard about something or doesn't know rev share, but they don't really know it. That just takes reiteration. Coming up to them and sharing with them consistently multiple times, different times. It might sound like a broken record, but that's almost what you got to be to your organization. I feel like a broken record a lot with my organization. I forget what I've told people and what I haven't told people. A lot of the times, I might have already said this, but I'm going to say it again because it's that important. I sound like a broken record, but that's what it takes guys. You've got to be that broken record for the people, for the important stuff, for those important things. Cool. What else we got. What's up Tony?

Tony:
Hey, now do you have a list because I know that you mentioned earlier on the call about we should know what everyone's stories are because I know we run across prospects and I'm like, oh shoot. Who am I going to call that maybe has a team, that ran a team at Kel Williams or someone that was a broker that had a decent 15, 20 agents. It may be someone that's doing 10 million in production or someone's doing 3 million in production. Have you compiled anything like that or maybe we all should submit our stories so that people know and our contact information? Three ways are definitely the magic of the business. You've got to have someone to call. It's rare to close somebody on your own unless they're extremely motivated. Do we have anything like that or have you started compiling that?

Kyle:
Nothing that I know of and that is what I was talking. I would love to compile something like that. I think that if we, as a group, have enough stories in our organization. Even just team disrupters on the way down, that there's different stories that we can tap into whether it's I know there's an agent or broker that sold his Coldwell Banker franchise, paid $70,000 to get out of the agreement just to join eXp. How powerful would that be when you're talking to a Coldwell Banker franchise owner? You've already got that story. These stories exist all throughout the company. The Remax agent who was at Remax for 20 years and then decided... All that stuff. I don't know why we don't have something like that. Even more for just three way calls.

Kyle:
It would be great if we just had a database for the library where those videos were there. We just had them listed out, like this is this and this is the link that you can watch for their five minute video about why they made the move. Imagine how powerful that would be for the average agent who doesn't really know much, but they're out there talking to all of these different agents with different situations. Now it's like, man that would be huge. Keeping it simple. That would just be simple. Hey, when you have somebody and they're at least open or that you have some dialogue with them, go to this list, see who best matches that situation. Send them that video and say, "Hey, this speaks to you. I would love to get you on a call with this person. They can share more about it with you." It doesn't have to be any harder than that I don't think. Awesome. We'll work on that.

Kyle:
I know Kirtus has actually messaged me. I don't know if it was private or not, but he was like, "Hey man, I want to help you with this project." We'll get it. I don't know if it's going to be a working project. It's not going to be something that's perfect from day one, but I'm going to put something up in the next few days related to this. Whether it's for my organization or for everybody, I need this. I need something like this for my organization specifically and I'm sure everybody will be able to use it once it's up. Then, I'll try and get it better and better and better as time goes. I know it's funny because Tony and a lot of us, we're part of this group called the Extreme Gladiators where we've had, there's probably 10 or 15 of us and we've been having all these great ideas, but the hard thing is when you have a group like that, it's like who actually does the work. It's like, man, when we all divvy it up, it's hard, but I think at this point we've got people who can do it and I'm just going to take ownership of this.

Kyle:
I'll get something out there. I would love for whoever wants to come with me on it and work on this with me, just reach out and say, "Hey, this is what I can contribute or whatever," and we'll build this together. I'll have a framework up in the next few days. I do assure you. By the next time we do this call next Tuesday, something will be up regarding an easily duplicatable system with some links and references on one page that you can just go to. For good or bad, it might not be the best that it will be, but it will be acceptable at least in the beginning and people can just use that to give to their organization to make this as simple and easy to understand as possible.

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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