Transcription
Hello, Laura. Hey, Drew. Janet Lee Scott, the pickleball queen. Woohoo.
>> Hi, Don.
>> Were you holding one of those trophies, Janet, that I saw? Were you holding one of those? No, I saw four ladies holding trophies, and I couldn't tell because you were wearing hats. I was like trying to see if...
>> No, I, um, July 3rd, I fractured my hip in three places.
>> And on July 4th, I had an operation at 8 in the morning to put screws in it. So I just go around and I'm a cheerleader. I take pictures for people and just to be out and about because other, because I, I'm still using a walker, which is really sort of uncomfortable because you can't go around very many places. So that's me. I'm just, um, I'm being the cheerleader right now.
>> Now you're the $6 million woman.
>> That's it.
>> Gino.
>> Hey, Big Don. Hey, Janet. Hope you're doing well.
>> Thank you so much. Good to see you. Good to be seen, baby. Always good to be seen.
>> If I'm seen, I'm good. That's all I care about.
>> It beats the alternative, right?
>> For sure. For sure.
>> Yep. Yep. Good to see everybody.
>> We're just getting formulated here, Jean. Looks like you're back.
>> You're out at the, at the lake.
>> Yep. Yep. Yeah. Yeah. Yeah. See, Barry, of course, I love Lars. Lars keeps me busy. Lars is the one on this call that just keeps me doggone busy all the time. Glad to see you, Lars. Good to see you.
>> Good to see you, too. I'm gonna get you even busier coming up here.
>> Good. Good. I like that.
>> Yeah.
>> I like to stay busy. You guys don't know that.
>> I'd rather be on calls with with agents because I want to help them so bad.
>> I want to get them out of this. You know, you just, you have a driving desire. You feel so far. Oh, there's Stephen. Good. Stephen's in Hawaii or something, or you know, wherever he is. It looks good. It's the, you know, must be Puerto Rico or something.
>> I think he's in Austin. He's got a background. I think that's what...
>> He's got a back. He's got a background.
>> Look who else is there.
>> Look who else is there.
>> Oh my god. Is she there?
>> Uh-huh.
>> Oh, gosh.
>> That's not a background. That's really her. That's good to see you. Yay. That's awesome, guys. Joyce, I'm making you a uh...
>> There's Laura.
>> Making you the uh co-host so that you can help me get people in here because I am...
>> Busy. I love that. Steve sells. Awesome to everyone. I like that.
>> That's cool. That's cool. Cool. Cool. Hey, Matthew. How you doing, brother? You guys are looking good. Looking good. I need glasses to see some of these names. This is really not good.
>> You guys realize I do this on my cell phone.
>> That's impressive.
>> How many people do this on their cell phone? Like Jean, raise your hand. I mean, I'm a cell phone guy. I, I don't even have, I haven't used a laptop in four years.
>> Just so you know. Isn't that weird? I don't even know where my laptop is. I think I do, but it's probably doesn't... You nobody works. Linda Alexander's in the house. My gosh. Wow.
>> Huh?
>> Let's bow down to the goat.
>> Oh, look at that. She's got, she's really there, and then she's got a background of her. I love that even more.
>> You know, that's what we all should do.
>> Why not?
>> I don't know if she's hearing us because she's not, she's not laughing at us. So, she might... Sammy is in the house. I love Sammy. Good to see you.
>> Anita's here. Joyce is here. Sammy. Uh...
>> Yeah, Sammy is doing great.
>> Wait, wait for it. Canord's in the house.
>> I know it. I know it.
>> Oh...
>> Canord is in the house.
>> What is up?
>> Pickleball master.
>> I got my pickleball hat on today.
>> Dave, I measure everything in pickleballs now. It's just...
>> I saw you got hooked, man. I saw it's addictive.
>> Oh, man. And it is. Like I got the hook in both, both sides of my mouth. It's like...
>> We just got a new big-time luxury agent in Puerto Rico. She's just announced this week, and it's so funny. When I met her, she goes, "I'm just hooked on pickleball. I just can't get enough of pickleball." All we did was talk about pickleball for, you know, it's like, golly.
>> Hey, that's good. That is good. We love to see it.
>> David, you were hanging out with that guy that also likes pickleball down at Neker Island. Yeah. Yeah. We had some fun down there, Mr. Branson. Although he, he favors tennis over pickleball, but, uh, you know, he, he, uh, he still hung out with us. A guy can, he can play though. I got to tell you, he's good.
>> Yeah, he's a good athlete.
>> Yeah, he is. He is.
>> Really good athlete.
>> Guy keeps himself in good shape.
>> Hey, Mindy. Good to have you here. Oh, there's Anita. How are you? Looking good. How are you, darling? Good. And good old Barry. I've known Barry forever. He just, you know, he doesn't recognize me anymore.
>> Where are you, Gene? In Puerto Rico?
>> No, I'm at my lake house in Dallas.
>> Okay.
>> Southeast of Dallas. Yeah, East Texas.
>> All right. I'll send you a message. Maria Brown needs help in there.
>> I know she does. I texted you.
>> Okay.
>> I texted you, but I, yeah, let's, let's get together after this and see if we can help her. Jamie, big time.
>> Lars taught your, uh, napkin math presentation to our group this morning.
>> Good.
>> It was so good. I thought it was you.
>> Yeah, Lars is, uh, Lars is like a little baby, little Gene. I think he's like a baby, little Gene. He's one of those ones that actually steals everything I've done, which is good. I like that.
>> He's got it dialed in.
>> That's awesome. I did it on PowerPoint.
>> Yeah, go ahead.
>> I did it on PowerPoint just to teach the group, but I much prefer doing it on a napkin or a...
>> Well, it is. And the PowerPoint's better. I mean, quite honestly, if you can do it on PowerPoint, do it quick.
>> You know, steal everything and do it that way.
>> Jean loves creating PowerPoints.
>> Yeah. I don't know what a PowerPoint is.
>> So...
>> It's like this, right? No, you don't need to. You don't need to, Jean.
>> Thank you. Thank you. Thanks, Sammy. You know, it's so funny because Don and I have taught together, and one time we taught together, I'll never forget in New Jersey. Remember, Don? And...
>> The night before, Don's changing all his slides, recreating everything in PowerPoint, and he spent up two, three hours at night doing it. And I'm, I think I had one PowerPoint. I think I had one thing. I'm going, this guy's staying up for three or four hours. What a perfectionist. Unbelievable.
>> Has the art of the presentation nailed the...
>> You should have seen Dave in in the old days when Sammy was coming to my programs. We had slides. So, we had real slides, right?
>> Oh, you were hitting the button and they were cheating around the little carousel. We traveled, you know, we had this road show, and amongst the road show tools were were these big long cases that would house, I think it was 14 sets of 14 carousels. That was our three-day program.
>> Don't drop them. You'll never get them back in the right order again.
>> Fortunately, we had two sets. If you drop one, you could always duplicate, right? The other, the other side.
>> That's...
>> I met the, I met the, uh, Righteous Brothers one time on a plane, and we were flying next to each other, and, and, uh, he invited me to come. Bill Medley invited me to come to Vegas and, and called his room and asked for him, and he was going to get me into the show, and he said, "Just remind me you're the guy with the slides," because I was working on the plane, putting them all in order.
>> That's awesome. There you go. Set you apart.
>> Too funny. Anyway, Gino, we should probably talk about some things that really matter.
>> Yeah, no kidding. Well...
>> Yeah. Here's what I want to talk about today, Don. I think I, I want to kind of have an open forum, and I want you guys to answer a question for me because when you're recruiting real estate agents, it's funny. I, I played in a member-guest golf tournament this past weekend, and the guy said, "What do you do? What do you guys say?" You know, it's amazing. You know, you know, you're in there. I'm playing with the guy, and what, what do you do?
>> I got a good answer for you, but I'm not building a real estate company.
>> Come on, Sammy. Come on, Sam. Bring it home.
>> Global real estate company.
>> That's a good one. What would you say? What, what, what's your definition of what you do?
>> I serve the real estate community.
>> I service. Yeah. Sorry.
>> Yeah, that's a good one. Nothing's wrong. Nothing you say is going to be wrong.
>> Well, I like to provide value to my colleagues.
>> Beautiful. That's a good one. You're getting close to what I said. I want, you know, in other words, basically, what, what do you do? I mean, what, what do you tell people you do when you just meet them for the first time?
>> I throw them a curveball and I tell them I'm an international hope dealer. There you go. That's what I wanted to hear, Dio.
>> And then it opens it up for, oh, well, I'm building a brokerage on an international level where we help agents, you know, actually retire because you never see real estate agents retire. You just, they just die. There's no retirement parties.
>> Exactly. Isn't that cool? See, that's what I wanted to hear. You can, you can be as creative as you want, right? In other words, why wouldn't you be creative? I, I said, I'm a, I always tell people I'm just a wealth builder. And they go, "What do you mean?" I said, "Well, I create wealth for my clients. Right now, I'm creating actually passive wealth for my clients through a real estate company called EXP Realty." They go, "Really?" I go, "Yeah. So, I'm just a wealth builder. I'm not a realtor." Right? That's your most response, right? If you ask most the, the realtor out there what they say, "Oh, I'm a realtor. I sell real estate." Guys, I haven't sold a home since 1999. I'm proud of it. You guys can write all the contracts you want. I'm out of that business. But I've been recruiting real estate agents now since 1999. And actually before that, I started my first company in, uh, 1989. So I've been doing it since 1989. So what do I tell people? I just create wealth for people, right? Or create hope. What a great one, Dio.
>> I like that.
>> Yeah. I create hope for people.
>> International glo, international hope dealer is what he said. International hope dealer.
>> It's much better than mine. I'm an international hope dealer. Right? They'll probably think you're, you know, evangelist, but that's okay. So, so in other words, what, what I think we've got to get in our head is we are so different. We are so different than what we were when we were at KW, Coldwell Banker. You know, you ask any of those people, what do they do? What are they gonna say?
>> Sell houses.
>> Sell houses, right? And that's it. You know, they, they define themselves as selling houses. So, here's where I want you to shift. When you're, when you're me, when you've been a recruiter since 1989, I've literally done nothing but recruit real estate agents. I want you to think of this. When you go, when you meet them, or you're in person, or you're on a Zoom, or whatever, what are you going to solve for them? In other words, you have to have in your mind, I'm going to meet somebody today, and I can't leave meeting them unless I know what I need to solve for them. Okay? That's it. That's your whole attitude. Now, I see a lot of people, they don't realize because you guys hear me talk a lot when I'm on stage or something, but they know when I interview people, I, "Tell me about yourself," and then I shut up. It could be 30 minutes, and I haven't said another word. I want to find out where they want to go in their lives. That's it. And, and, and in, in other words, you can't get so quick at doing the presentation of whatever you think we have...
>> Until you find out what their problem is.
>> I would like to talk, you know.
>> Yep. Yeah. So, what do you think? In other words, do you guys go that way, or tell me about it, you know? Now, let's, let's explain. Let's talk about, and I'll give you examples, or, or I'll try to role play with you. What kind of problems do they have? Tell me. You tell me. What, what problems do real estate agents have?
>> Lack of money. Lack of time.
>> Okay. Lack of money.
>> Lack of leads.
>> Lack of leads.
>> Lack of leads.
>> Lack of leads. Okay, let's write them down. Write them all down. Lack of money. What does that mean? Lack of money.
>> Poor cash flow measurement. Does that mean I got to sell more homes?
>> Or does that mean I have to go up in price range and sell less homes? See what I'm getting at?
>> You've got to find out what that really means. If they say, "Hey, I need to make more money." You go, "Explain that to me." Don't assume you're going to know what that means. Now, what's lack of time mean?
>> Well...
>> They're not able to do their family things.
>> There you go. Family life. You know how many times did you guys see the British Open this weekend?
>> Yes. If you didn't, Scotty Sheffler won his fourth major, and they interviewed him, and the interview, you got to watch it before the tournament is going viral because what did he say? He says, "I don't really care if I win or not because when I win, it's a 10-minute thing." And after it's 10 minutes of, "Yeah, I won," but that's what I don't want to be defined as. I want to be defined as my faith and my family. That's it." And it blew the other golfers away because they're like, "Wait, he isn't obsessed like Tiger Woods was. He's not obsessed like I am. He's competitive as all get out."
>> Yeah.
>> Right. That's not what he was talking about. He says, "But don't define me. I want to be defined as the best dad, the best son, and the best husband." And, and my faith. Now, saying that, it blew everybody away because he's just beat him by four strokes. It's like beating people by four touchdowns or four goals in soccer. If you guys like soccer, I mean, he beat them senseless. So, saying this, you need to find out what they really makes them tick. You need to find out what, what really, what are their goals? If you don't know their dreams or their goals or where they want to be in five or 10 years, or 15 or 20 years, how are you going to solve their problem? See, I think what the problem is a lot of times when people go, "Boy, I'm a great..." I, quite honestly, you guys are going to laugh at this, but I really don't know a lot of the details of EXP. I couldn't tell you what SUSA, Sasa is. I couldn't tell you what Convac, Canvas, Conv, whatever all the crap we have. You know why? I don't need it. I don't need it. What I need, what I do really well is going, "Where do you want to go? Where do you see yourself in five or 10 years?" Because tell me, let me tell you, I started this 10 years ago because I was on a mission. My mission was to help realtors retire gracefully. See, I, I know where I come from. I come from, if I can help them. Now, by the way, some of that might be, I want to sell more homes and make more money, right? Get a higher price range. That's probably about 85% of them. The other 15% are going to be you guys, which are going to say, "I'm going to help you get out of, gracefully retire out of this because you're gonna have so much rev share, right?" What is the, what is the, what is the way, Don, that forever they taught us how we were going to retire in real estate?
>> Don't all say it at one time.
>> Yeah. Yeah. There was something about saving money and buying houses and stuff, but nobody ever did. In fact, most were behind on their taxes. Saving money, buy houses. Saving money, buy rentals. I mean, 10 years ago when I started this, there was an N president. He gave a a deal when he, he said, "This is how you retire in real estate." I still got the Dow on thing. I'm the only person that reads the N magazine, by the way. You guys don't even look at it. But I'm looking at it, and he goes, "This is how agents are going to retire. Save money. Buy rentals." Yeah, that was it. And I wanted to scream at them. EXP Realty, you didn't mention EXP Realty that has a program where you can do that so much easier with revenue share in stock, and you don't have to have that. I mean, it just drove me crazy. I actually kept that for a couple years as I was recruiting people because I thought, I know what they're thinking. Does that help you guys? I want you to formulate the fact that this is not a, who gets to do the best presentation, or slick, whatever. I want to tell them, look at, you know, the old way we were taught is you got to do a lot of rentals. How many rentals do you have? Oh, I got one. Oh, how much income do you have every month after paying everything that you, how much net income do you have after that? You know, get into it with them. Guess what they'll say? How many people own rentals? Raise your hand. I got one. I have one in Breckenridge, Colorado, but it rents out like crazy. It makes good money, but I couldn't retire on one rental, right? So, sometimes I said, "That's what we've always been taught." And you know what, man? I found this company called EXP Realty, and you tell your own story. Ginger tells her own story. I found this real estate company two years ago. My gosh, I thought, wait, this is my way out, and I'd like to share that with you. Right? In other words, make it personal to you. Two years ago, I was struggling just like you are. Right? Okay. So, I want you to make it personal. And then I, I just tell them, look at, I, I can't believe everybody isn't at this company right now because I've got a way out for you. You said in five years, blah, blah, blah, blah, blah. You said you want to send your, uh, your kids to any college they want to go to. Even if it is Harvard. Yeah. Even if you're Harvard and you're Jewish. No, I'm just kidding. Don't get political. But you know what I mean. In other words, what do you want to do? I get so personal with them. I mean, I think I've told you stories of stories of how I've interviewed people. I really don't care if they come to EXP. Now, that's a, that's, that's when I say that, I know I do, but I don't come across like that. Does that make sense? I'm like Scotty Sheffler. He is so competitive, but he doesn't show it. That, that's who I am. In other words, I, inside, I want them all to come. Uh, but I'm not going to force it. It's going to, they're going to come on their time. Just so you know, they will. You all on this call came when it was your time. Nobody forced you. If they did, then they'll, you know, you'll be here six months and leave. That's really what happens. If you force them to come, they go, "Ah, it wasn't what you told me it was." Blah, blah, blah. Does that help you guys? I'm trying to get into your heads today that the bottom line is is, um, I got to find their problem. I got to find their problem. If I don't find their problem, then I, I can't, I can't start talking about EXP.
>> Yeah.
>> That's, that's what the biggest. I've been on lots of calls with you guys, and the biggest thing I have is a lot of people go, they talk to them for five minutes, then all of a sudden they go, "Hey, Jean, tell them how much money you make." I go, "Oh God, this is so bad. Please don't say that on the Zoom with me."
>> I mean, I, I don't want. They don't care. I don't care, you know. Come on.
>> The rock in their shoe, Jean. That's what I do. Rock in your shoe.
>> Yep.
>> To that.
>> How many people, Sammy? How, how long have you been recruiting people? 30 years. You, you owned your own company 25 years ago. I remember.
>> Yep. I do remember.
>> Yeah. And actually, when I was at Keller Williams, I recruited more people by just finding out what their problem was and solving it. It wasn't because I had the best model.
>> No, I recruited offices that way.
>> Yeah. Right now, I have the best model. Just so you know. Right now, I have the best model. I know I do, but, but, but I'm not forcing it. I'm not going, "Here's all the stuff I have." Okay. Give me some examples or anything you guys are struggling with that I can help you with. Or Dave Canord, the goat of recruiting when he was with KW. You know, we can all help you guys. Anything you're struggling with, I, I'd love to help you. But that was my main focus of today is just, if you care more about them than you, you care about anybody else, you know, they're eventually they'll come...
>> When you know they're hurting and they don't admit it. I mean, trying to, you know, those people at KW right now are hurting and they go, "Well, I'm, I'm happy doing my thing."
>> And they're just so close-minded.
>> I, I saw, I saw something in the chat. Initiating the conversation.
>> Here's my best script. Write this down. Get your pencils out. Here's my best script for initiating the conversation. Hello. Best pickup line ever.
>> If you're in New Jersey. Hello. Fuse. Use guys.
>> Yeah, use guys. Hello. The hardest thing we have, and I was on a call this morning with another company I'm involved in. They're doing unbelievably well at this other company I'm involved in because we're calling everybody. Do you know that everybody's relying on AI? Everybody's relying on the internet. Everybody's relying on social media. But if you call everybody, boom, shakalaka. It's gold. We have, we have a bank of people calling everybody that's hit our website. Do you know what the return's going to be if you actually call them? Get a conversation going. It's huge, guys. So, what I would do is probably all the people that you've, Chris, let's say you've got your drip list of 100 people, 200 people you've been working on, you know, uh, call five a week. I don't care. Call five a week. Leave a message on their voicemail, man. You know, I was just thinking about you. How's things going? That's my best. You know, I texted a lot of times, too. But I think hearing your voice would help, too. You know, you can do voice texting now, right? You guys know that. I know you all you techie people. So, you can do it by voice. You know, I was just thinking about you today, Chris. How's things going? Have you ever gotten texts like that? What do you do? Oh, that was a bad one. No, you go, "Oh my God, that person cares about me."
>> You know...
>> I'm just telling you, whoever stays in contact the most, uh, you guys have heard me say it, whoever fuses the best, follows up the best, wins the game. That's it. Along those lines, you know, it's, um, I always say, I help, I help people win, right? I mean, that's the goal, right?
>> How do I help you find your win? And that win, if, if I'm focused on helping you win, it has nothing to do with me winning, right? Now, we know the byproduct is if we're the person who helps them win, they're going to want to be in business with us. They're going to want to be in our circle. Everybody, nobody follows someone that they don't think is going to help them get where they want to go. I mean, why do you, why do you listen to a guru? Why do you read somebody's books? Why do you listen to their podcast? Why do you go, go to their, you know, if they're going to go speak somewhere or anything else like that? Why would you? No, people only follow people that they believe have information or resources or something else that's going to help them, you know, achieve a better life, right? And so if you help them win, if you help them achieve a better life, they're going to want to be in business with you. They're going to want to be in your circle. So the byproduct is they get in business with you. But the focus for us is, how do I help them win? And that's, you know, every time I did a, I did a lot of cold calls, um, you know, back in the day, and even now, just reaching out to people, um, or if, you know, someone in my organization connects me with someone, what I'm looking for is, how do I help them win? What, where are they trying to win in life? The rock in their shoe, right? Whatever it is, right? Where are they trying to go? What are they trying to achieve? Sometimes it's, sometimes it's not a hardship. Sometimes they go, "Everything's going great, right? But how do I, how can I help them accelerate that and get them there faster? Is there anything I can do?" It might just be make a connection, right? Might just be connect. Whatever it is, what, where are you trying to go, and what can I do to help you get there? And that was like to do cold calls. People say, "Well, how do you, you know, cold calls are horrible." And I said, "Well, you know what? I, I like to help people win, and the more people I talk to, the more opportunities I get. That's how Jean got me over here." He said, "This is the best model ever to help other people succeed." And I'm like, "That's cool, 'cause that's my mission." So, if you're just looking to help them win, then all you have to do is seek for, you know, where they're trying to go, and then think of anything you can do to help them get there, and then offer that. It has nothing to do with you getting what you want. It has everything to do with you helping them get what they want. And if that's your focus, then the conversations are easy because now you're super curious because every time I would talk to someone, I would just think before I talked to them, man, like, how, how can I help this next person win?
>> I was super curious about finding that thing and then helping them win.
>> Hey, you know, Dave, that was awesome. That, that's A1. Uh, yep. Curiosity versus... Here's the other thing I would tell you that, um, top agents, easiest ones to talk to. Just so you know, go after the top 2% of the real estate industry. So like, Chris, I would probably pick up the top 2% in Austin. You know, I don't know how many agents in Austin now, two zillion. But you take the top 2% are going to be icons. Top two or 3% would be icons with us. You could kind of work out, maybe it's 5%. In a high-priced area, it's probably more than that. Barry, you've got a lot of icons in your area in DC and Virginia. I know a lot of people making really good money selling lots of homes. You take that top 2% and you just call them. You go, "Man, I was thinking about you, Barry. I just thinking about you. How's things going?" Good. You know, gosh, my gosh. You know, and then just flat out tell them, you know, what are you doing for retirement? You know, I had a lot of ReMax buddies that would tell me, you know, "I'm, my retirement, Gene, I'm getting my portfolio. I've bought three rentals, four rentals," and I just wanted to cry. Went, "How much money do they have sucked into these things? How much time and effort?" You know, so basically what you want to do is call those people and say, "Man, I've got a way for you. I would be blunt. I think I've got a way for you to retire." If you're an icon for 10 years and you take their $500,000 a year and they take 5% of that, $25,000, and buy stock at a 5% discount for 10 years, run the numbers and show them how much money they would be making. And of course, they get their $16,000 back in what? Stock.
>> And I, I sit there and I would go, you know, and, and here would probably be a lead-in. Just so you know, somebody doing the production you are doing, do, just so you know, I have not once, I showed them our model, I haven't had one not join. And they go, "What do you mean?" I said, "Have you seen the model?" "Oh, yeah. Yeah, so and so showed it to me." "When did they show it to you?" "Oh, three years ago. I talked to, uh, uh, blah, blah, blah." I go, "Oh, no, no, no, no, no. They, they didn't show you the real thing. Let me, can I do it again? We have got so much more. Let me tell you, I wouldn't accept that they've seen it before.
>> They've got to see it from you.
>> Right. I, I can't believe we don't have every single one of the top 2% in the country. The reason we don't is some people have egos and still want to be number one at Long & Foster, right? Some people still want to be number one at SBS. Has nothing to do with how much money they've made. But I'm telling you what, guys, we have got the secret sauce for top agents. If they do this in 10 years, Elizabeth Riley's been an icon for nine years. Oh my gosh, how much stock does she have? She's gotten a lot of stock. It's low. And I think the stock's at a low price right now. That's just me personally. I can say that now that I'm not on the board. I think it's a good time. I haven't said hi to Judy. Judy's here. He's looking good. Golly, you guys are all looking good on my iPhone.
>> Made my day. Thank you.
>> But I'm just a, I'm just a problem solver. That's all I am. I'm just, I'm just trying to help them, you know. So, so I, I really think that's why usually when people leave me on a Zoom or something, sometimes I think I've told you this. Sometimes I'll hear them. Sometimes it's hard, you know, because I'm on my iPhone, I can't get off the Zoom. So, I hear them talking about me while I'm gone. I don't know if that's ever happened to you guys, you know, I can still hear them, and they say, "Oh, he was a nice guy." That's all I want. I don't, I don't want to, you know, in other words, that's, that was, that was a successful meeting for me.
>> Yeah.
>> He was authentic, right, Don? We talk about it. Be authentic. Be yourself. Don't be anybody different. Um, and, and I think that's why, you know, Sammy and I got along very well with KW years and years ago. We're the same people we were there then we are now. When I say the same, we're better. Actually, we're not the same. That's not right. We've changed a lot. We've gotten better. But the bottom line is is I was myself back then. Probably not as good, but, but now I'm, you know, just be yourself with those people. Now, here's the key. Who's going to have the most appointments in the next week? Who's having success that want to want to tell us what's going on?
>> You are the most authentic of all the regional owners that own my region. How's that?
>> Oh, thank you. Thank you, Sammy. That doesn't. Thank you.
>> It's true. I don't say these things if they, I don't mean them.
>> Oh my gosh, there's Trish. Trish made my day. Hey, go, go, golly. Yeah. You know, so, so bottom line is that's all I want to do is come across like that. I mean, do you guys, do you guys, I mean, when you meet salespeople, do you ever buy from people that you just don't, you go, "Oh, that was just a bad experience."
>> Oh, no.
>> You buy the car because that guy was really nice to you. You buy the couch because that guy showed you everything, or the woman showed you everything in the store and listened to you. Think about when you purchase stuff, right?
>> I've gotten a lot of, um, when I've talked to people here and, you know, uh, firsthand, Jean, what this crazy little place is like, um, and I'll talk, you know, I'll do exactly what you are, uh, suggesting. You know, tell me about yourself. Hey, what's going on? How's your, you know, I saw you guys, uh, one of the brokerages here did, uh, a merger, two small boutiques to to end up with one small boutique, and then they'll say, and I don't know if it's ego, and I don't know, you know, because I don't really tell, and people know I work for EXP, but I don't really like try to, uh, blow it up, but, um, I'll ask them. I'll say, "So, things are going with you? Is, what do you think about your transition? Is this going to be a good thing?" It, you know, it looks on paper, it looks like it could be really positive. And, and I'll get things like, well, you know, "I'm really happy. My, uh, managing broker gets back to me immediately whenever I call. Immediately." And, you know, I, I can't say, "Oh, sir," because that's, we're not to that point. It's curiosity versus the critical. And so I don't say anything like that, but it's really hard to get out of them what maybe they just don't want me to know what their pain point is, you know.
>> Yeah, it's true.
>> Some people hide it. That could be true. I don't know. I think everybody, everybody wants to, you know, they said, you know, here's a script I've used forever, and they go, "You know, I want to sell more homes." I said, "Oh my gosh, we've got so much. Let me tell you, have you ever been in an airport and they have those walking, those things you can walk on in between the terminals, like you ever get in Atlanta? Other ones, they're terrible, right?"
>> I said, "I love getting on those things because when I walk, I'm going almost twice as fast as I normally go."
>> So, just think of us as one of those.
>> We're going to help you sell more homes quicker.
>> I use that one a lot.
>> Because we all sell homes.
>> Does that make sense? I, I use little scripts like that. And I said, "Yeah, you're going to still sell homes at Coldwell Banker. Here, we just, we just help you do it faster, quicker, so you can sell more homes." Um, I'm trying to think of scripts I've used forever. Um, bottom line is is until I find out what they really need, like if they want to sell more homes, I've got those. If, uh, they want to retire in five years, okay, let's do a game plan. Let's sit down and look at this. Okay. Um, if they want to build a team, we go that way. You, right? Whatever it is, but it's going to be something. You know, I want to, I want to give this, uh, to my family. I want to have one of my kids sell real estate. Okay. And the bottom line is I'm going to have a better conversation with them than their manager, who ever they're with. Now, by the way, have you guys ever seen any? Could you imagine in 1910? I said this one the other day to a guy, by the way, it was a Keller Williams owner, Dave. He owns three, uh, Keller Williams franchises right now. And he, he actually put him on a Zoom, and he saw, I can't tell you who it is. And he, and I said, "My gosh, how's, how's it imagine in 1910 or 1920 owning horses and carriages." He looks at me, and I said, "I'm sorry, dude." Because I know the guy. I said, "That's what you guys are, the franchise world. You guys own horses and carriages, and I just invented cars." And he looks at me, he goes, "I know." I said, "Everybody's calling me. Everybody's calling me going, 'How can I get rid of the horses and the carriages?' Because, wait, they're building streets, and they're hard. My horses can't even ride on them anymore." It's just, it's just if you don't have revenue share in stock and a way agents can participate in it, and you're virtual, you're not going to be able to compete with us. I just told the guy, and, and so the person that had him on the Zoom, you're going to love it, was his ex-team leader.
>> And the team leader is with EXP now.
>> And the team leader just says, "Look, I've been telling you, just get rid of the three offices. You might as well just give them back." Now, of course, ego is not going to allow him to do it, is it? Right? Because he's been, you know, I guarantee you they're not making money. I've got all their, I got all their stats. By the way, I'll give you the stats so you can use it if you, if you talk to KW people, Barry.
>> Um, two and a half years ago, they made $191 million in profit share for the whole year. $191 million in profit share for, uh, two and a half years ago. Halfway through this year, guess how much profit share they've made. I just love this. Sometimes if I'm talking to a KW person because they don't know the numbers, I said, "So two and a half years ago, you guys made 191 million. Guess how much you've made six months through the year, through the end of June." They go, "What?" I said, "33 million." Take 33 million times 2, that's 66 million. They've gone from 191 million to 66 million...
>> Third...
>> In three years.
>> Wow.
>> Ouch.
>> So, so here's the thing. The profit share model doesn't work. That's real simple to explain. That did not, that didn't hold water. Revenue share. It's off the top. So basically, boom, we're okay in a down market. By the way,
>> Two and a half years ago when they did 191, we did 200 million.
>> Right. Right.
>> Funny you talk about it on the day for profit share distribution.
>> Yeah. Well...
>> Of the month.
>> It's just horses and carriages. That's all. I just tell them it's horses and carriages. It's okay. You just, you know what, you know. If you've bought it, you know it's okay. You own a Kmart. Gino, you were looking for, you were looking for scripts. I walked into yesterday. I did five open houses. I didn't do five open houses. I walked into five open houses to meet realtors. And one of them was in a very new construction area. There was, you know, new construction right across the street, literally. And, um, and I was thinking about your analogy of new construction. You want to talk about that for a second?
>> Well, yeah. I've used that one forever. I don't know if you've ever heard this script, but I've used it. Well, I used it at KW forever, too. I said, "Hey, uh, do you guys sell new homes in your area?" And they go, "Yeah." And I said, "In Texas, it's kind of weird. We have so much land. We're continually having new home neighborhoods in Austin, or they're just further out, right? We go to Kyle and, and the other areas, right? So I'll say, you know what they'll do is they'll put a trailer out, and they'll have the neighborhood kind of scoped out, the streets somewhat in, and they'll put a trailer out there. And I ask them, have you ever bought a home out of a trailer? There's no homes up, and all they do is have pictures of homes and, and stuff, and they go, "No." And I say, "Well, let me, let me give go through this. Do you wait for the streets to be in and the four model homes to be put up?" No.
>> Have you bought a home out of a model home?
>> Uh, yes or no. It doesn't matter if you have or not. Or do you wait for the whole neighborhood to be done, the schools in, the parks are in, you know where everything is, the bike trails, and you buy a pre-owned. Can I ask you, which one are you? And I get them to answer.
>> I get them to answer because most people haven't bought a home out of a trailer. I said, "I'm looking for people that want to buy out of a trailer because if you buy out of a trailer, I've bought three homes out of a trailer, by the way, in Texas. And let me ask Chris, if you buy a home out of a trailer, what's the advantages of buying early?"
>> Equity.
>> Equity.
>> You own it.
>> You own it. Equity. You, you're in first. The first homes are going for $400,000. By the time five years later when the whole neighborhood's done, that, that $400,000 home is now 650, right? Five years later, the last time they sell it, I mean, it, I've seen it every single time. It goes up by 50%. Right? So, in other words, if you get in early, so here's what I'm just tell you guys that are recruiting people in new areas, you use that all the time because they'll go, "Nobody's in Idaho Springs. Nobody's in blah, blah," because you're going to be recruiting people all over the nation. They go, "Well, you, I don't even see you in Lexington, Kentucky or whatever." And you go, "Oh my gosh, this is awesome." They go, "Why?" And I said, "You're going to get to buy out of a trailer," and then you tell them the trailer story. And, and, and if you get in early, that's the early thing. And by the way, I was in early here, right, 10 years ago. And guess what happens if you get in early? I got to go through three or four CEOs. Thank you, Dave Canord. I got to go through a lot of them. But the bottom line is that's okay. I expected that. If you get in early on a neighborhood, what do you expect? Flat tires. Believe me, I used to lead the nation in flat tires. I can change a tire quicker than anybody on earth because the neighborhood, they're still building homes in there. What else do you have to deal with? Well, they're building homes right next to you. Bang, bang, bang, bang, bang. I had to live with a little noise. That's okay, too. The bottom line is I got all the equity returns in 10 years that I expected at this company on steroids because, and, and, and that's how you, uh, you know, you got to tell the story. I told the story, I think I told you guys this before. Um, Jeff and Marcy Williams, do you anybody know Jeff and Marcy? Raise your hand. You know, they're great people. Tucson, Arizona, number one agents. They were the number one ReMax team and company in all of Tucson when I talked to them. And when I was talking to Jeff, and you'll love Jeff because you know how Jeff is a little hairy old cuss. But on Jeff goes up, he starts telling me about all the problems it would be to move their them to us because he had a TV show, he had radio show, he had, I don't know, 80 signs out there, 80 listings. He goes, "I calculated, Gene, it's going to cost me this much money just to switch companies." And he, blah, blah, blah, blah, blah. And after about 20 minutes, guess what I told him? I said, "Can I talk now, Jeff?" He goes, "Yeah, first a market wins."
"the game." And I was quiet. And about 15 seconds later, he goes, "God dang it, Jean. Oh crap. You would say something like that."
I said, "Dude, we're not in Tucson. First to market wins the game." We talked for another hour. He's one of our top people, as you know. I think he's got I don't know how many they have, four or five thousand people in the Revier team.
>> Yeah. At least.
>> Yeah. So, so what I'm saying is I waited. I waited. I waited. He was, you know, he was just like, "Oh, I can't do this. I can't do that. I can't do that." Anytime they say they can't do something, just so you know, that's just buying signs.
>> That's transition signs. As I say, it's it's going to cost me money to it.
>> It's all it is.
>> Yeah. Pain points. It's just a pain point.
>> Yeah. Like buyer buyer signs, right? When the buyer says, "I don't like the living room. I don't It's a buying buying signal."
>> It doesn't have a fourth bedroom. I I I'll never buy a three-bedroom. How many times have you had people go, "I'm going to find a four-bedroom." And then you sell them a three-bedroom and put another bedroom on, you know, somewhere you add it on or do whatever. We can always make a fourth bedroom. Don't buy this perfect three-bedroom because you want an extra bedroom.
I've always referred to that as the electric fence. Like my dogs, right? They're always deciding whether or not the pain, that momentary pain is worth the freedom that's on the other side. They're standing up there on the edge and they're just trying to figure it out like, "Oh man, I'm my neck's going to hurt for a minute." And then they figure the deer and everything else is on the other side is worth it. And you see them tuck their ears back and they go for it.
You know, if you guys really I'm I'm serious when I tell you this. Last probably the last 10, 15 years I've read nothing but psychological books as far as trying to become a great great transitioner. Um people don't want to move.
>> No.
>> They just don't want to move. You don't want to move. Nobody on this call wants to move. Nobody woke up today and goes, "I can't wait to move today." It's torture, right? It just is. So I read psychologically. How can I get to them the fact that it's going to be good? It's going to be good on the other side. Just like electric fence is a good one.
>> I'm going to use that one, Dra. That's a good one.
>> Thank you. Freedom, baby. It's freedom.
>> Freedom. It's freedom on the other side.
>> Yep.
>> But uh yeah, you guys just got to get good really good at Now here's the thing. I would call all the top people in my my area and say, "I'm sorry." I would start off like this. I'm really sorry. Why? I haven't called you before. I am I I'm so sorry. I've fallen the sword. They go, "What do you mean?" I said, "Dad, I've been so scared to call you. I really have been. I don't know why, but just me. Stupid. Let's get together and have coffee. I want to share this with you." By the way, you don't have to know them. Just so you know, it's a bunch of bunk. They don't have to know you. That's a bunch of buck. That's all in our heads.
Hey, by the way, how many guys on this call today have gotten calls, recruiting calls for you this year? Anybody? One, two, three, four. Not that many. So, people have tried to recruit you, right? Did you feel bad when they called you? I mean, did Ginger, did you go, "Wow, that was stupid. Why'd you call me and try to Do you want me? You mean you wanted me?" Oh, that made me feel bad. No. Right, Ginger. What did it feel like?
>> Oh, I love it. I love it. And they call my daughter and I love when my daughter's like, "Well, do you know who my mom is?" I'm like, "Stop saying it. Find out what they're telling you.
>> Find out what their scripts are." Right? But but really when I say that if somebody calls you today and says, "I really want you to work for our company." What did that hurt?
>> I say, "Let's go to coffee."
>> Yes. Let's go to coffee. In fact, I've had a lot of people say, "You tell me your stuff, I'll tell you mine."
>> Right.
>> Right.
>> Yeah.
>> But but but not everybody raised their hands, which means the Remax people aren't calling you. The Keller Williams people aren't calling you. there. How many companies are in your town? Probably 2,000 different brokerages in Austin last time I was there. How many people have called? I guess they don't want me.
Well, the other thing is, and you said it earlier, Jean, is like I get so many texts, emails, and then like salespeople calls like they're not they're not the person that's wanting to recruit me. It's somebody else. Just some random inside salesperson. That's why the personal call works.
>> Exactly. I guys, I think we've we've got to go back to basics on that because I don't know about you, but texting right now kind of annoying me because first of all, I get I know how many calls you guys and get this. Hi Gail, how are you today? I am not Gail. They, you know, I mean, I get so many texts, they don't even use my right name, right? I know you guys get them because if I'm getting them, you're getting them. And I get three or four a day. And and I'm thinking, do you guys know that one time uh Susan and I, we got insurance from a guy that cold called me? We we we got our we got our health insurance from a guy that called me. Health cold called me, Don. From Fort Worth and I was in Dallas and he cold called me. Hey, how are you today? Fine. Hey, can I talk to you about insurance? Yes. Can I come meet with you? Yes. He met with me and sold me insurance. I was a cold call. I went, "This guy called me."
So, I really do think it's it's going back to the basics, getting away from, and I like AI, Don. You know that. I think you're teaching AI the right way. I think for a lot of stuff it is, but I don't think we should fall back on, well, you know, remember the days, well, I've got a website. We've gone from websites. Oh, I got social media. Oh, wait. I've got social media. Oh, I've got AI. And all these things are going to alleviate a personal phone call. I I don't think it will. And by the way, if you show up at their doorstep and knock on the door, that that's why I like going to open houses, right? They can't run away. What do you guys got for me today? Anything that's bugging you?
>> I got something.
>> Sure.
>> Um um build is coming up next week in Dallas. I know lots of you guys are at least driving distance to Dallas. Events do heavy lifting. So this is Jean's Generals. We're all trying to attract agents to this company. Brent Gove is going to be here in Dallas. A ton of amazing speakers. I can send you guys the website. I'll put it in the chat here in a minute, but you don't want to miss it. And it's it's cheap. It's $99. We can get it down to $99 a ticket. If you have guests, well, we can discount their tickets if they're not with EXP, even further than that. It's a two-day event packed not only with people to come give their information about building EXP, but we have actually more production-based topics this year. So, if it if it's an agent that is struggling like the majority of the the the world out there to to get listings moved in this market, if they want to know more about AI and how to implement that into their business for both attraction and sales, the event's going to be packed with value. So, if you guys aren't utilizing it, you're missing out on the best opportunity this year, at least in the Texas area, to to get people to join. I brought a couple years ago, I brought five people to build, four signed up. So, this is huge.
Yes, Chris. Big decisions are made at big events. If y'all don't come, I don't even know why you're on this call right now. You know what I mean? Like, this is this is the event to to utilize and take advantage of. So, it's next Wednesday and Thursday. I'll put the the link there. There are other build events going on in the country if you aren't central in the country. There's a lot on the east coast and west coast. I don't know. I think Dave, are you doing yours again?
>> We um we're going to be in Boston. Uh Boston. Okay. August 7th and 8th, I think is what it is. Um
>> Okay, great.
>> Yep.
>> Awesome. So, I'm going to put the link in the chat, but if you're more, you know, more East Coast, Dave knows all about the Boston event. There's there's some going on on West, but I'd love to see you guys here in Dallas. It's going to be a really good one. Um, seriously, don't miss it. Like you, this is the opportunity, you know, for this year. And people are hurting in their business. They want some help, not only with the that, but they're looking at what's going on wrong for them. And a lot of times they blame their brokerage. So, this is opportunity for us to fit right in and show them what we're doing because a lot of brokerages are eliminating events because of cost, you know, and we're all still continuing to put them on. So, I want us to, you know, have a good show for this. And you're you won't be disappointed with the with the quality of speakers that we have. It's And of course it's Brent Gove. If you haven't heard him, you know, like if you have heard him, you know.
So, um I'll put that in the chat. Anybody planning on coming? Just
>> um I'm gonna be there. I can't wait.
>> Coming. Stacy's coming. Chris is coming. Chris, I know you're bringing people.
>> Yeah, we're we're bringing people. Yeah. And I would just say this, too. There there's corporate and there's agent-led. And you know, corporate's good. You know, you get corporate like EXP Con and the region rallies. They're really good. that's more of like structure and information. Agent-led is in my opinion more impactful. It's about the real struggle. It's about really some of the strategies. It's it's the stories in the room. And and honestly, Don and I have talked about this for years, but it's like the the um the hallway discussions. I mean, that's, you know, I'm I'm here as a as a result, and I've got many on this Zoom today as a result of attending an event in October of 2017. You start thinking about like how many are here, how many are in your organization as a result of you making that decision to go to an event because it's big picture. I mean, that's what it was for me. I'm like, "Okay, Kelly, my wife, we're making a move." That's what it was for me because I had those handshakes. I had those interactions with others and and so um this is an event not to miss and for us that are in Austin area Dallas it's it's a it's a one night stay it's an investment it's not a cost uh there will be a return there will be some golden nugget that you can take and go man I'm so glad I went I'm so glad I was there right
>> to piggyback on that even if you don't bring a guest which I I want you guys to I know we're 10 days out or So you could there's still time to invite guests. But even if you are just showing up solo like in this new world of co-sponsorship, if you are not part trying to find your next partner, somebody that you can form a good relationship with, you're missing that side of the boat. So make sure that you understand that value of being in this room too to network and get to know other agents that you those are your future partners for co-sponsoring. So be there be there, right?
Nicole, can I piggyback on that? I'm super excited to be doing build at sea. There are still um cabins available. What a great opportunity. Last minute family vacation all inclusive, but you get Frank, you get Veronica Figerella, you get so many other people. I'm super excited that I've been asked to speak at that, but it is an opportunity. So, if you're looking for a last minute vacation, quick getaway, all-inclusive, come to build at sea. Reach out to me. Um, love to have you join us.
>> But really, come to Dallas. But really come to Dallas. A better place to vacation myself. That's
>> Peggy. How did I How did I get busted and you got build at sea? This something better here.
>> I know. But I'm super super excited. But I'm saying if you're on the East Coast and you can't get to Dallas next week or you got a conflict, we still have cabins left. And um I also want to let you guys know tomorrow um and not tomorrow, Wednesday, wake up Wednesday. I'm super stoked. Russ Lagen, VP of growth, is going to be on. He's launching his new book there. There's going to be a QR code to get the book. So please join and show Russ the support. Uh, and especially with his new book coming out this Wednesday.
>> That's awesome. That
>> That's all I got, guys.
>> He's got a new podcast coming, too. So, you got definitely check out what he has going on. That'll be that'll be killer.
>> Yeah, he's got a lot going.
>> Hey. Hey, Nicole. I want to go back because I know Dallas would be the vacation spot of all. And people would love to come here next week. But I think more than that, I want to just say this, too, because again, it's one thing to bring yourself. You get points for coming, right? You got to be engaged. You got to be in the rooms. You got to be in the rooms. Second thing is you got to get your people. If you've got friends or you've got people in your organization and you're not inviting them, pushing them, put your your foot in their back and shove them in because they're going to later thank you and be so glad they came. There's nobody going to go, "That was a waste of my freaking time." It's going to be the bomb. And then of course you get extra bonus points if you bring recruits because they will be joining us in a short period of time after that. So again remember these events are just not so you go oh I made it. That's great. Make it and be an influencer.
Yeah. Don I was
>> Oh go ahead. Go ahead Chris or who who I was going to talk Dave.
>> Yeah. Thanks Nicole. Yeah, I was saying that, you know, right now the the pulse is that agents are really craving community, right? There's been a lot of just it's it's unsettled and whatever, even if their personal business is going fine, it's just funky out there in general. So agents are craving community and so if nothing else getting them in a room where people are positive. They're talking about how they're, you know, creating solutions. They're talking about where they're going with things. You're in a room full of people that are all looking for that and and getting ahead together and helping each other out. And you have top people that are reaching back and lifting other people up. I mean, that's just it's the kind of environment that a you should be in. We should all be in. And then b that get your people in to help them out. It creates stickiness and everything else. But man, the agents out there in general are seeking it. And that's really it. We just go, look, wouldn't it feel great to be in a room full of other people that aren't that don't want to sit around and mope about how, you know, weird things are right now? They want to go find solutions. Like, who moved my cheese, right? We're not sitting around. We're going to go find what to go do. What what if you could just hang out with a with a a room full of people that were all thinking that way and find your people and have a great, you know, have a great time and learn something and come back energized and, you know, help you, you know, go a little longer. So, yeah, if you haven't been to one of these, the builds are great. Get to Dallas. Um, it's they're they're awesome. I it's worth it. But bring as many people as you can and just just tell them they got to go.
>> Yes. Yes. And if you yourself can't make it because of a time conflict or something like that and you want to send your people, we are happy to take care of them for you. So, there's that that route, too. So, if there's agents you know in Dallas that you want to personally invite,
>> let me know. I'll help you. We'll help you bring them in. All it costs you is a co-sponsorship. No, I'm glad you said that, Nicole, because I was thinking about that earlier and I forgot to say it, but yes, no matter where you live, you've got friends and people that you know in real estate. And if you don't know that you do, go into your phone and in search, put in 214 and see who you've got in there that are realtors, go in there and and say uh 817 and see who you've got that's in there because in your phone, you've got realtors that are in our area. I guarantee it. If you've been in real estate for any length of time at all, you got realtors here.
>> Yeah, we're h we're happy to babysit people for you, right? You got people in the northeast, send them up to Boston, you got people in the southeast or whatever, send them out to build at sea. You got people over in the central, get them in Dallas. But, you know, if you can't be there, if you have people in your, you know, like Don was saying, right, any of the people in your in your Rolodex that are in different areas, just send them out. just tell, you know, call and say, "Hey, I've got like three people that I invited to go there. They're up in, you know, at a brokerage up in New Hampshire. If I gave you their names, could you look out for them?" And of course, we'll track them down. We'll sit down and eat lunch with them and make them feel special, make them feel invited and still put them in your downline.
>> Absolutely.
>> Gino, thanks for being here, buddy. We missed you. We missed you last time.
>> I know.
>> Congrat Congratulations on your golf your golf victory this weekend. Yes, it was a good time.
>> Scotty won and you won.
>> Yeah, we won our flight. Yay.
>> Love it.
>> Finished fourth. Thanks, guys. Appreciate all you guys. Good to see you. Thanks, everyone. See you guys. Be good, guys.