Visualizing and Forecasting For Your Agent Attraction Business | KyleHandy.com

Visualizing and Forecasting For Your Agent Attraction Business

Today, we work on an exercise that gets you dreaming about what your eXp Realty agent attraction business will look like and do for your life.

Additionally, we go over my agent attraction tracker spreadsheet to accurately forecast what your revenue share team will look like 1, 3, and 5 years later.

Lastly, we discuss a tool called the revenue share calculator to get you thinking about how easy it is to create residual income through revenue share.  Visit revsharecalculator.com to check it out!

Transcription:

Kyle:
... like, shot in the dark. Like, this is proving true. I'm doing this and this is the average. I'm not putting in things that are not possible. This is what I've seen. If you look at Pat Hayes and you look at Scott Lewis and you look at these guys, this is what they see. And so, then what ends up really happening, when I see this number at the bottom and what that is, I almost look at it like I'm earning that today. I need to treat myself like I'm earning that today. My time is that valuable.

Kyle:
Today we're going to be talking a little bit about tracking and business planning, goal setting, all that good stuff. I've got my spreadsheet here that I want to share with everybody kind of what I use to forecast and plan out what we're doing. I think, too, Kirtus we had talked about this, I don't know, it was probably a month ago or more if I remember. But how important that goal setting aspect is. We look back at when we first started growing, it was all because of dreaming really and figuring out what could be with this whole revenue share thing. That's what we're going to talk a little bit about today. I want to share the tools that we use, Kirtus, how we use them, how often we should be focusing on it because I think ... and we both been there now I'd say in the last year and a half where it's like we stop getting into that and looking at that stuff, it flows down, does it not?

Kirtus:
Oh absolutely it does, man. Absolutely it does.

Kyle:
You got to eat, breathe and sleep like these forecasts, these goals, these dreams, these visions. And so, I think that'll be a good little topic today to talk about because I think we've got the wealth chart, which I think a lot of people know the wealth chart now. If you don't, we could probably link to it and some stuff like that. But the one thing the wealth chart doesn't do, I mean, it's not like a forecast, right? It's almost like a tracker of your activity and what you're doing and what you have. There's one spot where you can kind of put a goal into how many agents you want to have, but I think there's something powerful, especially once you start to have a little bit of an organization about forecasting it out and actually putting some numbers down that are what most people see. And then, seeing what actually can happen if you put the work in. So, that is what we're talking about today.

Kyle:
Kirtus, I know, was there anything left over? It's been two weeks since we've had a normal one of these because we had some interviews. Do you remember where we left off? If there's anything looming overhead that we didn't cover, anything like that?

Kirtus:
Yeah. I'll put up the notes here just to see where we were, but to your point about this topic. One of the exercises we wanted to get to at some point was going through that Brent Gove kind of dreaming, planning exercise. I pulled that up as well. I've got that document we can pass it out at the end of the class or at the end of the session or we can cover some of the questions there if we want to talk about any of those. And I'll pull the notes here too.

Kyle:
I love that. Yeah, actually, I've forgotten about that, but I would love to do that exercise with people. It's a smaller group today. We've only got about 14 people, so it might be a good opportunity to do that today with some people.

Kirtus:
I'll drop the document in the chat here.

Kyle:
Yeah.

Kirtus:
So everybody can look at what we're looking at as we go.

Kyle:
Yeah. So, guys if you're on the call now and you're watching this, Kirtus just put in the chat there a link. Click on that link. I'm going to click on it myself, pull it up here. Let's see there we go. Yup. Pulls up a form there. Let me see here. Minimize that. All right. So, does everybody have that form? If you've got that form, type a one in the chat or let me know that you guys pulled that form apart. Amber's got it. All right. Let's see. Here we go. Don's got it. Nicole's got it. All right, perfect.

Kyle:
So, guys, we're going to do a little exercise here just to kick this thing off, and then, we'll get into some of the forms that we're talking about because I think this will be a good thing to segue us into the importance of what we're going to be talking about today. But this form here, if you've got ... just I'll give everybody a few minutes. It's going to take longer than a few minutes. Maybe 10 minutes probably to fill this out a 100%. But let's just do the first part of it. What did you say, Kirtus? The part where we're talking about, "When do you want to be making at least $3000? Or", and it says "blank a month in revenue share." If you're already making $3000 a month, then put something else there. For me, it was $30,000 a month in revenue share. I got to dream. You want to dream a little bit. So, think of that question. Let's at least get people on the call to answer that question. You don't have to put it in the chat or anything like that right now, but just have it written down or at least thought about because I'm going to ask a few people these responses.

Kirtus:
I'm going to bust out my wise Kyle. So, one of the things I did, I think I told you, after this exercise, me and you and Tom Tobin on our team did it together. And then, my wife, she doesn't have her real estate license yet, but she's getting it this fall. I went home and showed her this. It's kind of cool because maybe like some of us on this call, she hasn't built a massive organization like some of the other people we hear from you and some of the other people that get interviewed and stuff. But she's still thinking about it. It's still something she wants to do. She's living through the revenue share team that I'm building, but she wants to build herself. And so, I think it's cool to see some of her answers too. I'll be glad to share some of those as we go along.

Kyle:
Yeah. I'd love to hear that.

Kirtus:
Good exercise. Great to dream. Great to think. Gets your mind flowing. And you're absolutely right, dude. You don't have a targeted goal or destination, you're just not going to end up anywhere.

Kyle:
Yup. That's exactly right. So, yeah. I'm sharing the screen right now. This is what Kirtus put on the chat. If you go back up in the chat, you see a link. You can click on it and then it's going to this form here that I'm sharing now with you guys. This is the form we're talking about. Right now, what we have you guys doing is go in and think when do you want to be making at least $3000 a month in revenue share. If you're already making $3000 a month in revenue share, then put a different number there. Put 30,000, put 10,000, whatever it is that you want to make in revenue share. And then, think of when are you going to be hitting that number.

Kirtus:
If that's an easy answer for you, if you've already answered because we've had this on screen for two minutes. Go to number two because that's a longer one. So, I'm looking at my wife's notes here. It's very easy to write down a date point in time. A lot harder to write what that would do for you, but that's where some of the magic starts to happen.

Kyle:
Yup. I love that. So, definitely what would that do for you. Then just keep moving down this list, guys. So, how many agents will you sponsor in the next 90 days? Think of that question. That's three months.

Kirtus:
What I'll tell you while you guys think about that question is, I'm sure when Kyle goes through his spreadsheet and stuff, you're going to see this, but for us, we got inspired, if you will, we're really starting to get into this first quarter of 2018 for Kyle and I. We started getting on a call like this. We went to our first big shareholder's event together back in April of last year in Las Vegas. That was Q2. But Q2 and Q3 is when it really picked up for us. I think Q3 and Q4 actually is when the majority of our growth in 2018 actually happened. So, this is perfect timing, guys. We're not too late. We're not too early. We're right on time with thinking about this.

Kirtus:
And your next 90 days, really your next probably six months, the rest of this year can be and should be and will be the biggest growth you've ever seen so far at this company.

Kyle:
Love it. Love it. Have you really invested the time to build a list of prospects? This is an important question here, you guys. We've talked a lot about list building on these calls. And so, do you have a list of prospects, of agents, that you're looking to attract to eXp Realty. Is there a list of it, somewhere that's written down or spreadsheet on your computer? Not just in your head, not just contacts on your phone. A list separate from your phone contacts, separate from your Facebook friends. Something where it's specific. You can just go to that list and you'll see at a glance, is it over a 100 people? Yes or no.

Kirtus:
I'm about to teach a class today, Kyle. Not on agent attraction, but in the eXp world today on database fundamentals. And in my database fundamentals, I ask people to grade their database. And I say, "If you're between zero and a 100, you have a level one database. If you're between 100 and 400, you have a level two database. If you're 400 plus, you have a level three database." I hope after hearing that everybody would aspire to have a level three or higher, right? But if you have a level one database, what I'm going to say in the database management class, is that you're still just in the process of kicking off. You're still just launching your business. And so, if your list isn't over a 100 plus right now, that's okay, but you have a level one database that isn't going to get you to that $3000 a month very quickly. So, you got to constantly be building that list and it's okay if it's under a 100 for now. At least, you have one. And if you don't have one, that's where you got to start.

Kyle:
Yeah.

Kirtus:
Like you've always said.

Kyle:
Do you have a set time card in your schedule that you will not waver from to make those outbound life changing calls and what time is it? Is there a day, is there a ... Like, what time of the day? It can be one hour a week, guys. We're not talking you got to set aside 20 hours a week for this. You have one hour. You have 30 minutes a week. What is it that you have? If you have any kind of time that's timeblocked in your calendar every week that you will not waver from to make prospecting calls to agents. If so, put the day, put the time window.

Kyle:
All right? We're getting through this. We're going to finish this up a little bit quick here. What has or is holding you back? This is a hard one. And I'm going to share my answers because I still got my answers from when we did this, Kirtus. I'm going to share my [crosstalk 00:10:52] with everyone. What has or is holding you back?

Kyle:
Limiting beliefs. Do you have any limiting beliefs? What do you think about yourself or your ability to attract that may or may not be true, that is stopping you from making calls, that's stopping you from talking to new agents and building relationships with them, that's stopping you from devoting time to going out there and doing the things that you know that you need to do, from learning more. What's stopping you from doing that? What are these limiting beliefs?

Kyle:
All right. What will you read, do, or say to help you overcome this? Do you do your affirmations? Do you read something motivational? Do you read something actually tactical on how to recruit agents? Are you looking at that kind of stuff on how to befriend people, be a better connector? What are you going to do or what are you currently doing to overcome that?

Kyle:
Who are you paying for professional coaching? That's an interesting one when I heard that. Doesn't have to be around recruiting or revenue share, but just in general. Are you paying for professional coaching in any aspect? Do you have a health coach, trainer? Do you have a life coach? Do you have a spiritual coach? You have any kind of coach? Are you paying ...

Kirtus:
Are you spending money on a membership for an online course or just anything to better yourself? Where you're getting that improvement?

Kyle:
Yeah. All right. We're going to wrap this up here at the bottom. How many total agents would you like to have in your eXp organization in the next six months? This is total agents, guys. This isn't personally sponsored. Just total agents, so your whole organization, levels one through seven. Six months, one year, two years, three years and five years.

Kirtus:
If you can't read the fine print that says "Dream a little." This isn't supposed to say two, and then, four, and then, eight. This is supposed to say 20 or 200 or 400. It has to be exciting. This has to be life changing because really is that, guys. If you don't have that dream, then why would you get up and work hard at it every single day?

Kyle:
I remember, Kirtus, when we did this exercise and you [inaudible 00:13:34].

Kirtus:
They're insane. I still laugh about them, but here's the thing, man. I'll give you a little bit of our dream, right? So, when you and I were forecasting out, this time last year for example, we just kind of came back from Vegas and we were just getting going. And our numbers were really small. I set a huge number for the end of last year. I wanted to hit 150 agents last year and you were like, "Dude, if we get to ..." and you were always ahead of me, right? You're like, "If I get to a 100, that means you're 50, Kirtus. That's crazy." I just remember thinking it was crazy, but end of the year, 60 or 65 or something. That was awesome. That was my biggest revenue share check I'd ever had. And yeah, I fell way short of that crazy dream and I'll probably fall way short of my five year crazy number that I wrote down, but if I'm anywhere close to it, if I'm a tenth of the way there, man, it will be unbelievable for my life and for my family and the people on my team. So, that's why Brent says "Dream a little". It's got to be a little crazy. And this thing can get crazy, guys. How many people were at the brokers when you joined? You're on your two year anniversary, right? Yesterday was your two years. Happy anniversary.

Kyle:
Thank you. Thank you.

Kirtus:
How many people?

Kyle:
3800.

Kirtus:
And we're at 20,000. It's like 5x growth in two years. So, if we grow 5x again in two years, that's a 100,000 people, you know what I mean? If your organization grows at the rate it's growing at in two years, it'll be at an insane number.

Kirtus:
I think it's okay to dream insane. That's only two years from now. I'm thinking maybe it will take more than two years to hit 100,000 agents at EXP, but I bet it won't take much longer. And then, worldwide, what happens when that 100,000 5xs? The numbers are going to be crazy. You stick with this for five more years, whoever's on this call right now, no matter what your number is, the number's going to be crazy.

Kyle:
Yeah. Yeah. All right. Cool. So, guys, if you finished this exercise here, and we're going to start going over it, type a two. If you need a little bit more time, type a three. Actually I'll get an idea of where everybody is at here and who's doing it.

Kirtus:
Sorry, Brittany. I'm sending you private messages.

Kyle:
Perfect. Latrice, good job. Kirtus says hey.

Kirtus:
Latrice, are you booked for Vegas yet?

Kyle:
There we go. Norman Wesley, perfect guys. All right. Let's see. All right. So, everybody looks like they're already done. Perfect. All right. Good stuff. Well, I'm trying to pull up my ... Kirtus, when did we do that business planning thing? I'm looking at ...

Kirtus:
It was May 30th.

Kyle:
May 30th. All right. So, it would have been after that point.

Kirtus:
Atta girl Latrice. That's what I'm talking about. [crosstalk 00:16:33].

Kyle:
All right. Milton's good. All right, cool. Let's see.

Kirtus:
Carmen, are you booked for Vegas?

Carmen:
I'm booked for the Brent Gove event in Vegas.

Kirtus:
Cool. Yeah. That's what I meant. Awesome. Cool cool. I might have a roomie for you. Latrice is coming.

Carmen:
Awesome. Melissa is coming too.

Kirtus:
Oh sweet. All right. And Brittany is working on it, right?

Carmen:
Yeah.

Kyle:
All right, guys, let's see. Doing mentally while moving. Oh, I get it, Laurie, for sure for sure.

Kirtus:
Don't forget to go back, Laurie, and watch this thing and write it all down. I'm telling you, you'll look back at this and you'll be so happy you wrote it down, you know that.

Kyle:
Yup. Absolutely. All right. Gosh, I can't find my thing. You don't have it, do you, Kirtus?

Kirtus:
I've got mine. I don't have yours. I don't know where you put yours. On a computer. You check the notes?

Kyle:
Yeah. So, I was looking at my notes on my computer. Yeah, if you want to go ahead and Kirtus, you start by maybe sharing a little about yours. I want to keep looking through ...

Kirtus:
I'm glad to do it. So, when do I want to be making at least 3000? So, at the time that I did this, I'm over 3000. So, I made a goal of 10,000. So, I want to be making 10,000 per month at December. Christmas 2019. I was more specific. I said Christmas, 2019. It's when I want to be making that. What would that do for you? So, with a big trip for our family planned in December, and I said, "That will let me treat my family like royalty on our Santa Fe ski trip, and it will allow me to book my summer 2020." So, for those of you who don't know, I'm on my summer 2019. This is our 45 day freedom trip, we call it. So, I'm traveling around the US with my family, working 100% remotely. Whether I sell a house or not, it doesn't matter because my revenue share is coming every single month. And so, I'm going to book 2020 after I hit 10k. It's going to be even bigger than our 2019 freedom trip.

Kirtus:
How many agents will you sponsor in the next 90 days? I wrote 12. Have you really invested the time to build a list of prospects? You want to know what's funny? At that time, May 30th, even though I had a list of almost 600 people I wrote "No" because I didn't have a good well organized list. I didn't have a top 100 prospects out of that 400. I didn't have them broken down into who I was working consistently, who I would be calling if I had a free minute, who I was calling on my timeblock time. So, I actually wrote no. Have you invested the time to build a list of prospects?

Kirtus:
Is it over 100? at that time I also wrote no because I did not, like I said, have a top 100 list. I just had hundreds of agents that I'd connected with over time. Some that I was talking to, some that I wasn't. Some that I was keeping in touch with consistently, some that I wasn't. I can tell you now those answers are both yes. So, I do have a list of prospects. I do have it over a 100 for sure. And then, do you have a set time carved out in your schedule that you will not waver from to make these outbound life changing calls? What I'll tell you, like Kyle said at the beginning of this presentation, that's changed over time. So, there was a time in 2018 where that answer was resounding "Heck yes." I had many time blocks per week blocked off that I did nothing but. In fact, there was an entire day. So, Kyle and I used to have a Wednesday day where all we did was talk about agent attraction, building our revenue share, making phone calls together. We were a couple of offices away. We'd go share who we talked to that day. We set up three ways together. Everything was pushing around this Wednesday day we had. At the time that I filled this out in May, I said, "No." That I did not have a blocked off amount of time.

Kirtus:
What was holding you back? At that time, in May 30th I said it was a lack of passion for being organized in my agent attraction business. Like, I just didn't have it at that time, whatever was going on in my life. I wrote, "Lack of passion."

Kirtus:
Number nine. Limiting beliefs. Hopefully, for you all this might be true. I'm going to share some real stuff with you guys because this is where me and Kyle and the guy that was doing this with us, Tom Tobin, this is where we stopped and talked for a minute because we all love each other. Kyle and I are like brothers. We've been at this for a long time. Tom Tobin is like one of those guys you meet where you're like, "This guy's like a dad figure." You just feel so much love and trust and respect for him. So, I just kind of laid it out there. Not sure if it was like this for you guys, but I wrote one of my limiting beliefs is that I'm not good enough to talk to other agents and to help people change their lives. I wrote that I was scared to live my life publicly and be public. I wrote that I was afraid to not be what I thought I am. Like, to be a fraud is what I wrote down. I was afraid. I wrote that I was afraid of how I will be perceived. Those were my limiting beliefs.

Kirtus:
What's crazy is, we stopped and talked about that for a long time. I will challenge you guys. You don't need to do it here today, but if you wrote down limiting beliefs that any of them, call someone and talk about them. Just call somebody that you know loves you. Call a friend, call your mom, call your dad, call whoever and just be like, "Hey, can I tell you something?"

Kirtus:
I was going through this exercise today with some of my partners inbusiness, and I wrote some stuff down. I just wanted to share with you. I wasn't looking for Kyle or Tom to make me feel better when I shared these answers. I was just trying to be truthful to go through this exercise as authentically as I could. What Kyle and Tom shared back with me ... I remember Kyle's too. And when I shared back with Kyle. It was the truth. We told each other how we really felt and how we really perceived each other, it couldn't be further away from what our limiting beliefs were. But that doesn't matter. That's what I felt inside. And so, you got to get through some of that stuff or you're not going to be able to consistent. If I let those limiting beliefs actually be how I ran my life back in May, I wouldn't be on this call here today. I wouldn't still be building and adding agents and helping people change their lives. So, you just got to work through those. But the first step to working through them was being aware that they exist and trying to get rid of them and battle through them and all that sort of stuff.

Kirtus:
The next stuff. I've got a long list of what I was going to do to overcome those. Reading a book. You guys should have by now all heard about the book Building An Empire. That is my current business bible. I've got it on my nightstand. I read it every day. I've got it on my Audible. I'm just working through this.

Ian:
Can I make a quick suggestion?

Kirtus:
Jump in.

Ian:
And just because I've been studying different materials, different books, different stuff like that that helps us in Agent Attraction. And I came across this one. Fanatical Prospecting by Jeff Blunt. Now, both of those books go perfectly in conjunction with each other, but I feel that this book right here, Fanatical Prospecting, focuses just 100% on your front level agents. So, I've realized after having this baby, after having some success, and then, taking a step back and losing my momentum in first level agent attraction because I have put a lot of energy into the team, which helps it expand, but we've heard the big dog say this. Like, look, there's only so much energy you can push into your team, but you've got to stay focused on the personals. Especially now since the new change since this past February, which kind of knocked everybody back some two years or whatever whatever. But since you were talking about audio and relating to that book.

Ian:
This book right here, I was laughing at myself, listening to the first several chapters because I'm realizing I'm not doing enough. This book right here just it in perspective of what it's going to take and what you need to focus on on a daily basis. And it's just perfect for what we're doing with Agent Attraction. And just sales in general. Buyers, sellers, agents. Buyers, sellers, agenys. Buyers, sellers, agents. Right now, I'm really ramped up on my selling business just because it is that time of the year and that's what we do. And I just want to get in more dialogue with more people and have more stories to share with other agents. But anyway, I think this book right here Fanatical Prospecting is crucial to develop your front line personals. And then, the Building An Empire will actually translate into your organization as your team starts to grow.

Kyle:
Awesome.

Kirtus:
Amen to that, dude. [crosstalk 00:25:06].

Kyle:
[crosstalk 00:25:06] right now.

Kirtus:
I'm [inaudible 00:25:08] right now. It's $400 to get the paperback, Ian, so I don't know why that's so crazy on Amazon. But I'll get the [inaudible 00:25:14].

Ian:
That can't be right.

Kirtus:
You bring up such a good point. I'll say it straight up too the same way you just said it. My team is growing five people, six people in the last 30 days. None of those are personals for me. I too like you ... And it's because of my ... What I am passionate about ... when I said lack of passion earlier. What I am passionate about is helping other people. Sometimes to the point where I'm not really worried about helping myself. But if I don't keep my front lines up, if I don't stay in my 20s and 30s, and keep all my levels unlocked, then I'm missing an opportunity from my family. And part of why I'm doing this.

Kirtus:
But I forget. I just go about this and I get so excited personally to invest in the team. That building an empire, you're absolutely right. It's about building your empire and it's not about attracting the next front line agents here. It's really the next business partner that you can actually help. So, I'm glad you shared that. And I've experienced the same setback as you too did. I was in the high 20s, and then, they cleaned it once and I was in the low 20s. And then, they cleaned it again and I was in the high teens. And I'm at a point now where my wife is like, "Hey, you better start getting some personals together." I'm like, "Yeah, yeah, I know."

Ian:
I know. My wife has told me the exact same thing. Last year, I brought her out to Vegas with me for shareholder's. And by the end of while we were leaving, she's like, "Babe, you got to work on your personals."

Kirtus:
Absolutely right. And so, one of the things I'll go back to brag on Kyle for is he does a great job of keeping his eye on this future goal. He's going to share you his sheets, he's going to show you all this stuff. I'm trying to say he's not missed a lot of these forecasts. He's not missed a lot of these projections. He's hit these numbers and that's why they are so important. This exercise is nothing if you don't actually write it down, pay attention, focus on it, go after it. Now, thanks for sharing that book, Ian.

Kirtus:
Anyway, guys. There's a lot of things you can do to build. I want to challenge people to share this because I think this is the fun part. You don't have to if you don't want to, but it'd be cool to see some people's numbers in the chat with the 612243660.

Kyle:
That's what I want to see. Everybody start putting in the chat real quick. So, just five numbers. You don't have to write it out six months. Just put five numbers and we'll know that the first one is six months, the second one is one year, third one is two, fourth is three.

Kirtus:
I'll do mine last since Kyle said mine is so ridiculous.

Kyle:
Whatever.

Kirtus:
I was just doing math. That's all I was doing. I wasn't really thinking about the reality of it, but you all put yours. Let's see them.

Kyle:
I will put mine here. I'm writing it down. One sec. Where's the chat? All right, here we go.

Kirtus:
Mine was like the story of that ... what is it, like penny doubles? The one penny double. That's what mine is like.

Ian:
That's exactly what happens, man. So, Pat jumped on a call I did last night and gave us a testimonial. One thing that I started tracking was when you look at your revenue share, if you click on the number that actually was distributed, and then, you pull that up, and then, you scroll down to the bottom half of it, and then, you can actually see how many transactions were processed in that total payment. Pat's was like 758. I mean, if you think about that. Pat got over [inaudible 00:28:36] income on 758 transactions across 44 states and Canada. That's just insane to think because I was telling him. I was like, "Look, people don't understand. Even though you say, hey, revenue share. Hey, getting paid off the top. They still have no idea what that means." It's like an alien language. We don't know what we don't know. We have never been exposed to it. We have nothing to reference to what it is.

Ian:
So, we were kind of breaking it down and showing here's the tier structure. Here's all these payments that are coming in. There's an agent on level two who got paid this amount. Agent on level one got paid this. Agent on level six got paid this. You see right here? We're level seven. How that's like $2.50? Well, he doesn't have level seven unlocked. If it was unlocked, that would be $250 or something like that. So, when we were talking about how that breaks down. And if you think about ... I've heard Kyle say, "Gosh, my business grew by eight agents while I was on vacation" but if you look in your back office and your tracking, you're like, "Wow, my organization plus my production is closing a 120 transactions a month. Pat Hayes' organization and his production team is closing 775 transactions a month, which he only saw contracts on 10 transactions." Just thinking really big about what's really happening is for me ... I had to draw a line in the sand is like, this is going to happen with or without me. So, I either need to battle this in my mind and figure this out and make it happen and move forward and grow. Or I'm not going to wrap a story around it, push it to the side, and say, why it didn't work for me.

Kyle:
All right, guys. I want to go over these numbers here.

Kirtus:
Let's do it.

Kyle:
Of Kirtus's. Love it. All right. So, just as an example here. So, basically with the numbers Kirtus is putting down in five years, he'll be making $64 million annually. That's not ...

Kirtus:
That's my dream. That's my dream. Even if I fall short, I'll be [inaudible 00:30:43].

Kyle:
It's like 5 million bucks a month, so I definitely ... I want to be right there by you, bud.

Kirtus:
Let's do it, baby. We will buy this [inaudible 00:30:53].

Kyle:
So, just so you guys know. I don't know if people think about this in these terms. Add about $1000 [inaudible 00:30:59] to those agents you've got there. When you think about it, everyone's five years, if you would put ... Like Kendra. You got 2000 agents there. That's $2 million a year annually you're going to get from revenue share. Don, a 1000. That's a million dollars a year in revenue share. Carmen, it's a million dollars a year in revenue share. Marcus, $250,000 a year in revenue share. Bob, I guess that's probably a new number. $75,000 a year in revenue share. We've got Milton, million bucks. Me, 10 million bucks. Anthony, 2 million bucks. That's how easy, quick and easy way of looking at this. And that's five years down the road. You can see what you're doing in six months. These are year over year numbers. So, in six months, if Anthony, in six months you have 25 agents in your organization, that means that one year from that six months, year over year, you'll make $25,000 on average due the course of that year.

Kyle:
So, look at these numbers. It's like real things. Once you start knowing the numbers, and then, actually associating the value of these numbers to your life and what it's going to do for your business and for your family and all that, that's when the stuff becomes real. And you can actually get inspired and go and take action, do all that kind of stuff. So, Ian, love it. 600, 1200. Love it.

Kirtus:
Hey, couple of recommendations because I had done this recently. I hadn't bought a car financed in a really long time. I've paid cash for my cars for years and I haven't had a car payment for a lot of years, but I financed a car the other day. It asked what my annual salary was. And I was like, "Well, I can go get my tax returns. Look at my last couple of months of income statements for my salary." I hadn't really thought of it like that. Nobody had asked me that.

Kirtus:
So, take your first number, the 25, the 250, the 150 to 600. Take that number and just ... like what Kyle said ... multiply that times a thousand. And add that to however much money you make right now. That's your annual salary. You just start telling yourself that. My father in law is a therapist and I was talking to him during this trip. One of the things he reminded me, and everybody tells you when you read anything about mindset.

Kirtus:
What everybody talks about same things in the present tense, not the future tense. Not "I will make this per year" but "I do make this per year" because you have your subconscious mind. He gave us this little analogy that your subconscious mind is like picture a coal-powered ship. Up on the top, you're the captain. You're standing up on the top deck and you can see out 360 degrees. The entire sea. You can see coming glaciers. You can see if storms are brewing. You can see everything, but all you control as a captain is this little wheel. You're just steering the ship. But way down there, three or four decks below is your subconscious mind, and these are just like workers just shoveling coal into the furnace, whichever furnace you tell them to shovel it into is the furnace they shovel it into. They don't ask why. Is this future tense? Is this present tense? They don't ask, "Are you sure?" They don't challenge you. "Well, maybe you're not good enough." They don't know you're [inaudible 00:34:00] as a captain. They don't care. They just put the coal wherever you tell them to put it.

Kirtus:
So, if you tell them, "I make $60,000 a year in residual income and I make $100,000 in commission income. Therefore, I make $150,000 a year." When you tell your coal shovelers that, they just shovel the coal in the $150,000 furnace. They don't even think about it. But when you say, "Hey guys, coming up some day we're going to shovel 60k of residual into the furnace," they're like, "I don't know what that means. Which furnace right now?" And so, just a reminder when you read those numbers. Read it in the present tense. That is how much money you make per year right now.

Kyle:
I love it. I love it. Awesome.

Ian:
Here's one little nugget I'll share is think about top producers and think about where you are right now. So, if you're a $100,000 earner and you're trying to earn 200,000 or 300,000 a year, who do you have to become to fill that gap? What are you going to have to do differently? What activities, sales, attraction, whatever whatever? That's a mindset thing too, right? That's what Gary V says. Who are you going to become along the journey of getting to that ultimate goal. I think we're all going through that right now.

Kyle:
Mm-hmm (affirmative). All right. Cool, guys. Well, here's what we're going to do next, so now that we got that. So, I think that's a good start for a lot of us. It's like dreaming and listening.

Kirtus:
Take that link, guys, and make sure anybody that you're friends with at this company does that exercise, please. With you, alongside you, separate from you. Just help. People need this. That is good, good stuff. Brent Gove is not growing the fastest in the company for no reason.

Kyle:
That's right. That's right.

Ian:
Do you mind sharing that link again? I think I came on late. I don't see it.

Kirtus:
Yeah, I got you.

Ian:
Thanks guys.

Kyle:
Cool. So, now the next link that I think is fun to do and I guess it's funny. eXp used to have this ... I think it was on their website or used to be promoted. But now, it's like some other ... It's not EXP, but it works. I wouldn't recommend you use this for your recruiting business and going out there and trying to pitch agents on like, "Hey, this is what you're going to make" and all this kind of stuff, but use it for your personal use to try and dream.

Kirtus:
Just show it.

Kyle:
I think it's pretty exciting. Let me show this. First off, let me show you the rev share calculator. So, Kirtus, how many times have we used to play with this thing in the beginning?

Kirtus:
Every day. At least every Wednesday. Every week at a minimum.

Kyle:
Yup. So, revsharecalculator.com. That's where you can go to. They've got a little disclaimer now up here. It says it's not officially endorsed by eXp yada yada yada. What we would do, it's kind of funny because it shows you what happens ... You can start putting numbers in here.

Kyle:
So, here's the thing. I think National Association of Realtor says the average realtor out there makes $40,000 a year. And so, there's some that do less, and then, of course some that do more. I put in here ... the numbers I've used for the average agent that's going to be in our organization is six properties a year. That basically makes them half capper. $225,000 is the average price of the property at 3%. So, basically what that says is that's like $7000 commission. At six of those a year, that's $42,000 a year. I think that's a pretty good accurate number to say. If you go out and get the average agent, this is what an AR says. This is what we've seen in our organization. A lot of people, you got half cappers. We've got full cappers and we've gotpeople with 0%. And then, you got a whole lot of people that hover at 50%. But if you look at our organization, it's around 50% of what people are doing. They're half cappers. So, those are pretty accurate number I would say that you can go off of.

Kirtus:
Which is super true. I just want to pound that in, again, because when we were in the beginning, we were so nervous. Like, "Oh man, our agents are really selling couple of homes. Lots of them have zeros next to their names." But it does average out to 50%. When you're forecasting, just trust Kyle and use these numbers.

Kyle:
Yup. Now, the first thing you're going to put on this tool is how many you're going to personally introduce, right? If you want to do a one year projection, do it as a one year projection. If you want to do a five year projection, do it as that. But for instance, if I'm going to put 40 down here, right? And then, what you have to keep in mind it gets a little tricky here is level two. Your new agents introduced. You can put each person is going to get two people. We've got the 2x20 initiative at EXP. So, that's the goal. Let's just say everybody goes out and they get two people. And this could be over ... this doesn't mean that they're going to go get that in a year. If you're forecasting this out that you want 40 agents in five years, I would imagine that the average agent will go out there and get two agents over those five years as well, right? So, again, this is just the average.

Kyle:
This doesn't say everybody because what's going to end up happening, and we've seen this be true also, is in my organization, in Kirtus' organization, I've got a 150 agents now. And you have some agents that don't recruit any. You have some that recruit one. Some that recruit two. Some that recruit five. Some that recruit 10. Some that recruit 20. And so on and so forth. And so, the average though is about two per agent. So, we take the average. You put two, two, two and two, right? That's how I fill this thing out. And then, I just say calculate.

Kyle:
It tells me with those numbers that your revenue share annually is about $7 million. So, if you recruit 40 people to go ... and again, over five years or whatever that might be. Three years. And go out, and they get two, two, two, two, this is the income on each of those different levels. And you can see where the majority of that income is made, is on that seventh level, and how much you end up earning at that point.

Kirtus:
See, I'm not crazy. I am throwing some big numbers, Kyle. Throwing some big numbers out to this.

Kyle:
I'll show you real quick. So, say, your goal is 25 agents. At this point, what ends up doing you'll see here is ... It drops the number significantly. I mean it's still a good number. 1.6 million bucks. I mean it's over a $100,000 a month. But you'll see because you don't have level seven unlocked yet, you only get the smaller percentage of revenue sharing at level seven.

Kirtus:
All about seven.

Kyle:
And plus, all the numbers went down a little bit because now you only have 25 people that are doubling, doubling, versus 40 people that are doubling, doubling, doubling. And so, I mean, my goal honest to you guys is I want a 100 agents on my first level. I'm already at almost 40. I'm at 39 agents right now. And I've done that in two years. I feel like I'm getting better and better, so there's no reason why I can't get to a 100, and there's no reason why if you're on this call watching this, you can't get to a 100. You just got to really focus and get there. Honestly, I think I can do more than that, but that's my conservative look. I'm pretty positive in the next five years I can easily get to a 100 agent

Kyle:
And then, you pull that on, you can start seeing numbers. What that's going to do. Well, how motivating is that? $15 million annual in revenue share from a 100 agents that I personally introduced that each go out and get two people? What ends up happening is I see this and I realize, I'm like, "Look, this isn't a shot in the dark." This is proving true. I'm doing this and this is the average. I'm not putting in things that are not possible. This is what I've seen. If you look at Pat Hayes and you look at Scott Lewis and you look at these guys. This is what they see.

Kyle:
And so, then what ends up really happening, when I see this number at the bottom, and what that is, I almost look at it like I'm earning that today. I need to treat myself like I'm earning that today. My time is that valuable. Am I going to go cut my grass when I can pay somebody $60 to go do it? No. Why spend two hours to do that when I can spend two hours investing back in my business? I'm trying to find ways to leverage my time, leverage other people's time, hiring people.

Kyle:
It's that important for me because I see what the potential is. Everything else goes by the wayside. But you got to know what you're shooting for because otherwise if you don't see it, you don't believe it, you're not going to take the steps that are required. You're going to get caught up in everything else that goes on in life, you're not going to go after it. For me, like I said, I mean this has been very real to me for the last year and a half, I'd say. The first six months we were at eXp, Kirtus and I, we were really hustling. I'd say we didn't have the dream yet. But then, once we got the dream, we started plugging in numbers in here and really making it real. That's when all this stuff started coming into fruition.

Kirtus:
It's fair to say we missed almost another six months, right? Wouldn't you say from about November of last year to ... or maybe December ... to March or April of this year, personally we both let off the gas. Drop that number, change a 100, and put a small number. Put 10. Just to show you some real money, what's possible in the next ... what you can build in the next easily guys 12 months. What you could build if you go get the 10.

Kyle:
I'll take out because usually it'll take ...

Kirtus:
It'll take a while.

Kyle:
Yeah. If you want to talk a year, you're not going to probably get all these on the next level. But let's just say, it goes to right here. That's still, boom. Almost a 100 grand in revenue you're going to get annually.

Kirtus:
You could go build that for your family just right now. Here's the crazy thing about this. I know we all talk about it, but you can't understand it until it really comes. That's not the same as building a $100,000 more in commission income. It's not the same. This is leveraged income. This is income that just comes in for you after you create it once. That's what you're building. So, if you tell your husband, your wife, your son, your daughter, your business partner, your coach, your full-time job boss. Just go tell them "I'm busy because I'm building something." It'd be the same is if you were in the garage working on a project and somebody comes in and says, "Hey, can you come help me with this?" Like, "No, no, no. I need a few more months to finish this project, and then, I'll come help you with that" because that's what you're building. That's crazy, crazy money.

Kyle:
Yeah.

Ian:
It was all theory three years ago. And now it's reality because there's our leaders before us have laid the path. It's unreal. You guys know all the numbers. That's another reason why guys you got to get your butts to the big events. So, that's the only way you rub elbows with the top people and build relationships with them. Next thing you know they're doing three way phone calls for you and changing your life. It's a team effort.

Kyle:
Yeah. Somebody asked for the list.

Kirtus:
Zoom in on this sheet.

Kyle:
Revsharecalculator.com. All right, cool.

Kyle:
So, this next one guys, this is forecasting. Maybe not everybody on this call is a spreadsheet nerd like me. For me, this is what inspires, encourages ... This is something I can look at every day.

Kirtus:
It's the best drug besides coffee.

Kyle:
Yeah. I look into this and like ... I've just done this. I've been consistent with it in putting my numbers in. And it has a forecast out. Like, what's going to be down the road. So, to me, again, this is just another thing that makes this whole thing real to me. It's what keeps me ...

Kirtus:
Will you zoom in, Kyle, and just show whatever you're hovering over a little bit? Just so you can tell the story while you talk and people can kind of see while you're reading?

Kyle:
Yeah. All right. So, basically what I have here is I've got at the top goal. And then, at the bottom I've got actual. So, these are my actual numbers that I've seen since I've been here with the company. And then, on the top is my goal that I have that kind of forecasts out. It forecasts for the year. It forecasts years in advance.

Kyle:
And so, basically what this is is you can look here and see ... When we say that we didn't really do anything the first six months, we really didn't do much the first six months. I joined with Kirtus. He's my one, right? Right here, Kirtus. Back in July of 2017 I've got one. One in August. And then, three, six, eight, nine.

Kirtus:
That was us hiring for our sales team. That wasn't even eXp agent attraction. That was just we were literally hiring new buyers agents for our sales team.

Kyle:
Yup. My first month of revenue share, 143 bucks and 34 [crosstalk 00:46:45] December of 2017. So, that's what that was. And then, so 2018 was our first full year at EXP. It was my first visible ... we started tracking things. [crosstalk 00:46:59] off in December was really when we got serious with this. And you can be here, all right.

Kyle:
So, what I've done now is I went back because we've already done 2018 is I've already copied over what my actual was to my goal. So, you won't see anything different there. It's all matching up, so we can just go over one of these. You should see it, but I'm literally ... I got 143 revenue share that one month. And then, I got zero and zero. Wasn't consistent yet, revenue share, but even at that point we had 15, 24 agents in the organization. The crazy thing is I mean there are agents on the call that are like, "Man, I've got a few agents. I'm not really seeing revenue share." Hey, we didn't see revenue share either for a little while.

Kirtus:
24 and threw up a donut. Like, that's funny. That's funny.

Kyle:
[crosstalk 00:47:44] no revenue share, right? So, don't get discouraged. I'm not telling this to discourage you or anything. I'm saying if anything, you just got to have to know that in your mind that this will work. And go towards it with blind faith for a little while. You have to have that belief because what ended up happening ...

Kirtus:
Hey real quick, Kyle, pause there just because what we keep saying is true. So, 24 and we said everybody's worth a 1000 at least over the rolling next 12 months, right? So, just real quick, jump over to February 2019 and just prove that on a month to month basis you're making more than 2000 a month in rev share.

Kyle:
Yeah. Look at this. So, February ... yeah, you add up these numbers. I ended the year making 28000 in revenue share. So, basically you can see here that's over the 24, right? If you add in January and February of the next year, 6000 on each of those, that's actually 40 grand. So, year over year, it was more than a $1000 an agent from what I had in February. That's what it looks like. It's a good point, Kirtus. So you can do that with anything here.

Kyle:
In July, 57,000, if I add up my numbers here. Let's take July to July this year. Actually, we don't have July numbers. Let's take June. All right. June to June. Let's see. Equals the sum of June-June. So, we take those numbers. Actually, we take June out because that'd be an extra month. Equals the sum of, let's see, June to May. That's $60,100. I started June with 47 agents. So, year over year, over $1000 an agent. So, I can do that anytime going along this timeline. I mean, I don't have enough data here, but 108 agents from December. If I take December all the way to November, now this hasn't actually happened yet. This is my goal point forecasting, what I think that each of those months would be worth. But it'll be worth ... I'll make over 100,000 in revenue share year over year from that time. So, what this is doing to me, it's becoming real. It's making it real to me. I know it's going to happen. There's no question in my mind, so that's what keeps me motivated to work and do the things that I do.

Kyle:
But yeah, look at this. And I'll get actually more into the numbers just so once we're getting more serious about it, you can kind of see the growth numbers. We went from 10 to 15. We basically put five agents in. It took us six months to get 10. It took us one month to get five. Then we went and added nine agents. That was a big month. 4 agents, 6 agents, 6 agents, 7 agents, 10 agents, 11 agents, 14 agents, 21 agents, 4 agents, 1 agent. It all happened in December. I think maybe they cleared out some of the agents in the system or something that ...

Kirtus:
I told you.

Kyle:
He had 20 when you look at this, right? But you look back for the whole year and like, "Holy crap. I started the year with 10 agents. We finished it with a 108 agents." That's possible. It's possible for anybody. You look up here in the first level. These are personals I sponsored. They go from five agents to 32 agents in one year. That's 27 personals in ... average of two agents ... per month. And so, that's good to have this stuff when you look at it, but like I said, now we're going to get into the fun part.

Kyle:
So, here's this year, 2019. Here's my actual numbers on each level. What I do, guys, to fill this out is literally I just put June in here because now we're in July. So, I went in and whatever I finished June with, that's what I put in into these numbers here. So, that's what my June numbers look like on my first level, my second, third, fourth. And you can just go to enterprise and get those numbers. When you go into your rev share calculations, where you click on the agent count in your dashboard, and then, you just filter it by levels. And just say level one, they'll tell you how many agents are on your level one. You type in there level two and they'll tell you how many agents are in your level two. So, you can find this stuff out all on your own inside your enterprise dashboard.

Kyle:
And then you can see here, what revenue share's been this year. Where I'm at. So, literally last year, 28,000 in revenue share the whole year. Now this year already, and the year's not even done, I've already made 43,000 in revenue share towards that. So, it's already over what I did 12 months before in 2018. But then where we start to get really excited about it is if you look up here in my goal, this is the forecast. What I basically do to forecast my numbers, and this is based on ...

Kirtus:
Hey Kyle. Let me pause for a sec real quick. So, the people in this call, whatever numbers you are, go back to Kyle's numbers, go back to your 2018 numbers real quick, Kyle, and just zoom in on them. Bust out your phone real quick guys. Don't put this on social, but bust it out, take a picture of that 2018 little screen right there. Just that 004582122812. Here's why. I'm going to tell you a practical exercise. Take a picture, save it on your phone. Go look at where your team is right now. If you're 15 and below, then you start in January. If you're 15-24, you can be in February mentally, okay?

Kirtus:
Now, here's why this is so important. You may not have a friend that you hang out with every day, that has these numbers, but we do. I do. Kyle does. Kyle has Pat Hayes. I've got Kyle Handy and Brent Wallgren. He's a dude I see all the time weekly based in my city. So, when I was at ... let's say when I was at 34 agents on my team, I can look at Kyle's and be like, "Hey Kyle, when were you at 34 agents?" He's like, "Oh I was there in April." "What was your rev share?" "200 bucks." "Shit. Okay." All right. Maybe at 34 I'll get a couple of hundred bucks of rev share.

Kirtus:
But then what I would do is I would sit down to ... Brent Walgren is a good example for me. He's about two years ahead of me and I would be like ... It was November. I can remember this so vividly, last November. I sat down with Brent last November and he goes, "Hey Kurt, what's your rev share at?" I was like, "I make 1100 bucks." It was the middle of the month, so it didn't at 1100, but it was 1100. And he's like, "Let me show you my last November." So, Brent goes back and shows me his last November, and it was a 1100. I was like, "Oh cool. What's yours at right now?" And he's like, "Oh, $6500." I'm sitting there in November. I can remember so vividly thinking a year from now I will have $6500 on the 22nd of the month. So vividly.

Kirtus:
So, look at this. It's June. If you're on pace with Kyle or if you're on pace with ... then you can go back and look at January. But either way, a year later, you can be x. Just use this little sheet. The reason Ian said, again, you need to go to these events is because what you can do at these events is you can go find somebody that you could forecast your success similar to. And be like, "Hey so-and-so, what were you at last ..." [inaudible 00:54:56] of August. "What were you at last August?" "I was at X." "How many agents did you have?" "At Y." "Okay, cool. Well, I'm at Y now. So, what are you at now?" "I'm making 4700 bucks a month." Awesome. Now you have this thing you can really go tell your wife or your husband or yourself every day. You have some real people to model your success around. I can't explain why, but that is so helpful. I ask Brent Wallgren, like, "Hey Brent, what are you at this month?" And Brent tells me. I'm like, "Okay. A year from now, that's my number." When I tell my wife, "Hey, what would we be doing next summer? What we would do with this much revenue share?" So, just an example of how this works for you.

Kyle:
Yeah. I love it. And then, guys, just so we can wrap this up because we only got a couple more minutes left. So, 2019, as far as forecasting goes, and the number's based on what agents have a sizeable organization are using. So, in the beginning when you're less than a 100 or even 150 agents, your organization fluctuate quite a bit. You can be jumping 10%, 15%, 20% growth some month. In the beginning, you might be jumping 500% growth. If you had two agents and you go to eight agents in one month, that's 800% or ... I think, yeah. 400% growth. And so, this number might not apply right away, but once you get to about a 100 agents, if you want to start forecasting out, what most people see is anywhere from around 8-10% growth during that time. I'm using 8% just to be kind of conservative, so I forecast that out, so I know how many agents that I'll have by the end of the year.

Kyle:
And then, I forecast my revenue share based on a two month lag. So, I take my October numbers for December. So, two months ago. And then, I multiple that by 60 bucks. That's how I get my numbers because that's just what I've seen historically. And so, because that agent comes on. It takes him a little bit to get a deal closed or whatever, but on average it's a two month lag of what you have in your agents two months ago times $60. Again, in the beginning that might not be as true. You only have five agents or something like that. It's not probably going to be that accurate, but once you get more and more agents, the law of averages, big numbers, it kind of averages it out. So, you start to look at that, right?

Kyle:
So, then I just have a running total of my 8% growth going. I think at some point I make it go down to ... I don't know if it's 5% or something like that, but I can just see. That's why in the chat when we're all putting our three year numbers, I think I was the only one that put down exact numbers. Like, 235 people.

Kirtus:
Yeah. Kyle's a real forecast.

Kyle:
403 people because I can look. July of this number, this is what I'll have. And then, I know exactly what in revenue share I'll make. I can add it up annually and tell myself what I'm going to make next year in revenue share. A year after that, what am I going to make in revenue share?

Kirtus:
So, if anybody on Kyle's team wants to drive him crazy, just blow his numbers away and help him. Like, whoa, exponentially, 20%, 30% growth instead of 8. Just rip his spreadsheet and ruin his whole day.

Kyle:
Please. Yeah, please mess up my spreadsheet. I'll be more than happy for somebody to prove this ...

Kirtus:
Come on, Carmen. That's for you, girl. Mess up his spreadsheet.

Kyle:
But yeah, guys, I'm telling you. And I'm not saying this spreadsheet you have to go use it or whatever. Just make something that works for you, that motivates you. That's all that this call is about. It's talking about how do you motivate yourself. I'm happy to give you the spreadsheet too if you want to use this one, but just have something that you can forecast, look forward to, that it becomes real to you. It's not just an agent. It's changing your life. Like, "These numbers are changing my life." Each year, I can look at it like, "Man, once I make that amount of money then I can maybe be doing this or I'm going to change this in my wife. We can buy a house then. Or a different house or a different car." You start putting some real stuff to it and I think that's how it becomes powerful.

Kirtus:
Look at Tony's chat, dude. Selfishly, guys, this call's for you all, but of course it's for us too. We're trying to get motivated and inspired and teach ourselves to be better and push harder. Those are my real numbers. Like, my rev share in June was $4700. And so, I'm looking at Tony's chat, I'm like, "Thanks Tony and Kendra." I want $11,000 next year this time. It's going to be really cool to have that and I believe it's possible and we'll just keep pushing forward no matter what because of that opportunity. So, thanks for sharing that Tony [inaudible 00:59:43]. That's good stuff.

Kirtus:
Real quick, in the chat, Kyle. Somebody asked if there's training available. I just wanted to make a plug. So, on our team, team disruptor, there's various kinds of trainings if you will. They're just not all super crystallized and formalized. There's videos in team disruptor. There's the two executive overviews, which aren't training on how to attract, but keep coming as much as you can. But the plug I want to make is, I challenge you guys. Everybody on this call, please, to rethink your use of Workplace by Facebook. Go join the 2x20 initiative. The company, eXp Realty corporate right now for the first time in the history of the company is rolling out revenue share training. Like, revenue share growth training. They're rolling out stuff related to how to attract the company way. There's growth leaders set up by the company.

Kirtus:
I'm not saying this is all you use because you still got our team and you still want the inside scoop and you want all this stuff, but at the same time, we may not build it as structured or as pervasively as the company will. It's sitting in Workplace and World, so start latching onto the company for some of this stuff as well whereas previously nobody could tell us that. Nobody could say, "Hey Kyle, just go to this stuff in workplace." There wasn't anything about agent attraction in workplace, but for the first time there is now. There's a 2x20 initiative. There are literally growth leaders traveling the country right now teaching agent attraction classes. There was one in Tennessee the other week. Just dig in, plug in. Don't just rely on this only. Go do your own research and stuff. Through the brokerage, you'll find some good stuff coming.

Kyle:
I love it. Somebody asked, "Do we make these videos available for view?" They are. If you go to my YouTube channel, I do put the past recordings on there, so they have a title usually, so it's not just the Tuesday mastermind. But if you go on there and you see what week it was, it'll have that video there for that week's Tuesday mastermind. Yup. That's how you can find those.

Kyle:
I'm trying to see. I knew that I had ... I already created that spreadsheet. I'll make it shareable, guys. I'll just probably have to put it in the additional note, the description or something because I don't have it right now available.

Kirtus:
Yeah, to make a copy.

Kyle:
You know what? Actually I think I ... Maybe this is it. Yup, okay. I do have it. Let me ...

Kirtus:
While he's doing that, the other thing I want to plug. I don't get to plug this stuff on Mondays because it's not all just eXp agents, so I don't want to go too eXp hard on the Monday sales mastermind. But on this Tuesday call we're all eXp agents. We all want to see this company succeed and grow. I want to reiterate the use of Workplace. There's a new group on Workplace called the on demand library. People have been asking for this since I've been at the company. And the on demand library is a recording or set of recordings of the classes that are taught in the eXp world. And right now, there's about 15 or 20 videos or so. And there's a goal of putting up about two to four new ones every single week. So, for anybody's who's looking for the classes, the trainings, the stuff that happens in the eXp world, it is in Workplace right now in the on demand library.

Kirtus:
And everybody believes Glen is really smart, right? Glen Stanford. Glen built this revenue share model. Glen is a genius. His number one wish for agents at our company right now is to use Workplace more because all the gold stuff that's happening at the brokerage, all of the gold, is sitting inside Workplace. If you're not at Workplace all the time and using it as much as you can, then you're not taking advantage of what Glen thinks is one of the secret sauces to the company.

Kyle:
All right. I put the link in the chat there. All you have to do is go to the link, and then, make a copy. It's on Google Sheets. If you go to File, make a copy. It will allow you to make a copy [inaudible 01:03:17] because it won't let you edit the one that I just put a link on. It's view only. So, but if you want to just be able to edit it, then just make a copy of it, and it'll put it onto your Google Sheets. And then, you can edit it however you need to.

Kyle:
Cool. I have few people getting on there, so very cool.

Kirtus:
Yeah. As you should. It's a good tool.

Kyle:
Yeah. It's a good tool. Anyways guys. I hope that helps out. I hope this was a powerful training for everybody. Again [crosstalk 01:03:48]. You've got to dream and especially [crosstalk 01:03:56]-

Kyle Narration:
Welcome to the Agent Attractors podcast. My name is Kyle Handy and this episode originally aired on my YouTube channel. Agent attractors.

Kyle:
... going to be real for you. All right. Well, cool, guys. Well, everyone have a great week and we'll talk to you next week on the next Tuesday call. Talk to you later guys.

Kirtus:
Thanks Kyle. Thanks everybody. Thanks Ian.

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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