Full Transcript for The Simplest Agent Attraction System I've Ever Seen with Jesse Zagorsky

Everything. But I'm saying that because I'm also an agent and I c overcomplicate everything. Understood. Okay. Agents, and let me let me unpack that. Let me without I'm being I'm being funny, but let me unpack that. Human beings overcomplicate everything, but especially those that tend to the entrepreneurial side, we have a tendency to over-entrepreneur things. So where does it get them into the most trouble? Are we talking an agent attraction? Okay, that's not simple, but on the agent attraction. Where does it get in the most trouble? so I would say I'm gonna close this loop by giving you three things that I think are the most important qualities that Any agent needs if they want to be successful in agent attraction. You tell me, I think you only need three things. And you tell me if you agree with this. You need to be number one, coachable. Yep. Okay. Coachable to like some type of system. Two, you gotta be willing to get like a little bit out of your comfort zone. Okay. Just a little bit, not too far, but like a little bit. And number three, you gotta be hungry. Like you gotta like want it. And I love starving, but I'll take just like even just hungry, like whatever. those three things. Can you think of any other things that someone needs other than those three? No, I I think it's those three. If you had to pick one though, which matters most? I think they're all important because if someone is if someone's hungry, they'll take the wrong strategy, run through a brick wall forever until they find success. I think you just answered it. I think it I think it's hungry. Hungry, I think you have to want it. Hungry. Right? If you want it, you'll figure it out. If you want it, you'll be coachable. If you want it, you'll be willing. Like you gotta have a a desire. I was talking to somebody earlier and they said. The ideal person that they go after is somebody who's been around long enough to realize that their plan isn't working. And and that they like that becomes their like why they're like, Well, I don't know how to do this, but I'll figure it out because I know I really need it. It becomes really important to them. I think that's there's a lot of power in that. I I love I love okay. And so this is why, by the way, John, I really like hanging out with you because no, because I've I've said this thing, the three things you need so many times, but no one has ever Challenge me, what's the most important of three? I always just say there's three. They're all equal, but but they're not. Hungry probably is the most important. We've simplified it for you. We've simplified it. And now you're gonna take that home. I will. Fa famously, let's get to this story because I don't have this in my notes, but I want to share it. You teach a specific system on agent attraction, do you not? I do. And do you have a little poster of it or something? there's a roadmap? I do. Okay. I've actually made it more by the way, by the way. You made it even someplace. I did. Okay,

perfect. What is it now? Because I haven't seen it in a little while. So what is your simple system breaking? For the last couple of years, I was teaching the seven steps of Asian attraction. It's a little roadmap, a little visual. And I thought it was pretty darn simple. And I thought I'd crushed it. And I thought I'd nailed it. You know what I found? There were two steps on there that still weren't duplicating because it still required a level of skill that someone could get if they worked really hard at it or if they naturally already had it from sales. But it wasn't simple enough that. Any agent of any skill level of any experience could go create success within 20 minutes of joining EXP. Okay. And so what are the steps that are left? Now there's four steps. Okay, what are they? It's like five minute abs, right? Six minute abs. Four minute abs. What movie was that? Where they're like, you what I'm talking about? Ben Stiller. He's like four minutes, the hitchhiker. Anyway. So I'll tell you the four steps. Let me close the loop on the first one. You coachable, hungry, willing, right? For the whether they overcomplicate. It's the coachable step. It's that agents overcomplicate things because you'll be given a very simple blueprint. And you'll be told this blueprint works. And you'll see examples of how the blueprint works. And you'll see proof of it. And you'll believe it. And you'll literally show up the trainings and you'll do And then you'll be but I'm gonna make it my own. It's like scripts. It's exactly like script. The script works. And they're like, but I'm gonna improve it. It's like nobody told you to improve it. They just told you to use it. Correct. Just use the system. Correct. And if you understand the rules of psychology and NLP and all the language that goes into a script, by all means make it better. But most people don't. Right. And you if you don't know what the lever is, don't pull it. You don't know what the button is, don't push it. This just is a simple rule of life, don't you? No? Yeah, I think so. Brian, if you don't know what the button is, don't push it. Don't push it. We Brian behind the camera who's yeah, don't, don't, don't push that. No, he knows what all the buttons are. So okay, so now we'll go back to the four steps. Okay, the four steps. Okay. So I have a four-step, very four simple four-step system. Step one, the conversation starter. All businesses conversation. I got that from one of mentors, a guy's name is Eric Warry. Do you ever Yeah, yeah, go bro? Eric Warrior, I like I give credit by the way. The thing that I got from you about which is the most important of the three, I'll give you credit. Perfect. John Pew original. All so. Eric Warrior, all businesses conversations. Step one, the conversation starter. You have to have something that can easily start conversations at scale in an authentic way that's not yucky or icky or whatever. Okay. Step two is the resource reply. If the conversation starter is going to lead us to some type of diagnosis, by diagnosis, I don't mean medically. what do they need in their business? Where are they at in their life? Yeah. Right. The resource reply is going to be the bridged to give them some type of resource, resource being A person, a video, a training, an event, something that is not the person doing the recruitment or resources, some type of third party something that will be the bridge to give them the prescription to what we diagnosed in step one. Okay. That was part of the thing I was missing, was I thought everybody could go diagnose because I could diagnose in my sleep. Right. I could I could talk to a stranger and find out their life story in five minutes flat. And be here's The thing. And and in that f exactly. And in that five minute life story, I would be this is their one hot button. This is the one thing they need. They said these six other things, but this is the thing they need. Why? Because I've done thousands of interviews. I listened really well. I've I've worked on the actual skill of listening. It's a skill. Well, and that's the curse of knowledge where you you're so in it that you just it just seems simple. You're like, well, I can do this because I didn't realize that most people can't. Well, I I actually realized they couldn't and I started trying to train it. I spent three years trying to train people and I had a handful of people that learned it pretty well. Pretty good, pretty well. Grammar stuff. But the people that I thought were gonna get it didn't get it. And these are successful agents in sales that I figured must have amazing listening skills. Interesting. Turns out you don't need amazing listening skills to sell a lot of houses. I'm serious, like, right? I think I'm still of the belief that agents who I think there's a direct correlation to selling houses and doing agent attraction. And I think it is that bridge of adapting what you do to get buyers and sellers to work with you. And just coming up with the correlated version of how you would talk to an agent to get them to want to work with you. 100%. Except some of the ways that people have created success on the sales side in terms of selling houses with buyers and sellers don't translate as well to real to recruiting. Some translate great, some not as well. Like there's some people that have done a lot of business with buyers and sellers cold calling or whatever the version of like expires, like a cold traffic strategy. And I've seen them apply that to agent attraction to taking a cold traffic strategy and I my guess is not that it wouldn't work, it's that they decide it's not worth their time and they burn out before they get success. They forget the years it took to like become an expired master. Interesting. And they and they think they're really good at it. And so they go it and they start cold calling agents about switching brokerages and they make three phone calls. They're like, this doesn't work. I didn't get a

listing today. Right. Well, because that's the problem with agent attraction. It's a long term mindset, right? I always tell people there's selling cars, which you do today. Yep. They're selling houses, which you do in the next thirty days. And then there's Attracting agents and that's a one year plus process. And so the farther you get the dopamine from the initial conversation, the less likely someone is to participate in that process. 100%, which is why if we want to talk leadership for a minute, because then we'll probably bridge into that. But if you're looking to get your first initial couple of recruits, it's a different strategy than if you're a leader trying to inspire, motivate, lead the people that are out there trying to get their recruits because the wins do take so long to get the real wins. And so there's a process of celebrating the little micro milestones all along the way that is so critical because at any given time, I think people are more likely to quit on the process of agent attraction than to continue unless they get some wins or some money or some something that helps or make friends. There's a lot of things that will keep going, but there's more things that'll make them stop. Yeah. How do you celebrate the early activities, right? The leading indicators rather than the lagging indicators, which are which are checks. Correct. And the checks might not show up for a long time. And even if and the lagging the most lagging indicator is the revenue share check, a thousand percent. But even the other lagging indicator is someone joining your brokerage. Yeah. And and are we talking specific brokerages or or any brokerage. Any it could be any brokerage. Yeah. Okay. honestly, it's one of those things where it's like if you want to guide somebody to join your team. Right. your brokerage, whatever the case may be, that that doesn't necessarily happen overnight. Sure, sometimes it does, but in general, it's something that takes a relationship. It takes that person self discovering that they need a new environment. It takes knowing what their pain points are and sometimes even pushing on those pain points to encourage them to see the light faster than, you know, when you're dead. Widening the gap. Widening the gap, not shrinking the gap. D do you that book, gap selling? Yeah. Or or even jumping in to rescue them from that discomfort. Right. I think that's a big part of it is people don't want to see people in distress. Dude. And so they they rush through that process when they don't understand that they're actually doing that person a favor. This is one of my pet peeves. We're gonna we're gonna dive into tactical and then we'll zoom back out. Okay. So I only got through two steps. We'll give the other we'll give the other three steps. 'Cause I'm gonna give one of them right now. Ready? So step one is the conversation starter, step two is the resource reply, step three after the resource reply is a process you go through. Step three is

the partner intro zoom. Yep. Fancy new name that I came up with. For a three way call. For a three way call. Okay. Perfect. I refuse to ever say well I'm gonna say it right now, three way call ever again. And John, I know you said it the other week on the EXB leadership call and I and I didn't knock you because you don't know this new thing I came up with because I didn't tell anyone yet. Okay, good. But but I'm gonna say right here on this podcast. Tell me if you agree with me. Partner. What? What is partner? Partner. Intro. Intro. Zoom. Zoom. And by the way, you don't need the word Zoom on there. However, I wanna train my people that it's not a phone call because Zoom is so much more effective for connection. Uhhuh. So it could be a partner intro call, partner intro meeting, but it's a partner introduction. Okay. If you were a recruit that I'm trying to recruit, go with me for a minute. Okay. Okay. Let's say Brian is off camera. Okay. Brian, there we go. Waving with his EXP hat on. Brian, thank you for recording us, by the way, Brian. So Brian is the guy who's trying to recruit you. Yeah. And Brian is talking to me, he's like, Jesse, I'm gonna set up a three-way with you and John. John's a rock star. First of all, I giggle like a little boy in my head immediately. Which I'm just gonna let it go. And I I wish I didn't, but I d I did. And then I go, Cool, Brian, whatever you do, don't tell John you're setting up a three-way. I think that John and Bry and Brian goes, Whatever you say, Jesse, I'm just excited. And Brian goes, Hey, John, could I set you up on a three-way with Jesse? Guaranteed. Every single time. The more we say that term inside EXP in s like the inside voice, there's internal terms and external terms. That turn has become synonymous with what I'm hearing you say is that In the new era of EXP, EXP is not a place for three ways. 100%. And that just makes me sad, man. We used to be about making real estate fun again. And now Jesse's over here saying no more three ways. And I just feel like, man, you are proving my point. You are proving my point. Why we are not capable of using that word responsibly. I love it. We're we are all children in real estate. And it's just we gotta start with the partner intro meeting. Right. Partner intro meeting. There you go. And so and so. Re real talk. Real talk because you and I were like, I'm a forty six year old man. You're a forty two. Forty two year old man. Okay. We have a different perspective. My wife, I'm married to a therapist. Mm-hmm. Right. And even though you and I we can't say that without giggling, there's an association with that word that not everybody shares. Yeah. In a positive or fun, humorous like my wife was like, dude she overhears me. She's like, stop saying that. words matter. Words matter. Right. And so that's good. So that is the thing that's and and I don't know if you talk about I I I will apologize. I haven't heard enough of these episodes to know, I know you personally. Do

you talk about your faith in this podcast or never? I haven't done enough episodes to get there. Yeah. I I have I have faith on face-face. We have to go deep, but think about the people at your church. Yeah. Think about the people at your church when you're like hanging out after a service, okay? And you're tanging out and you talk to someone who's not in real estate. Right. And you're like, You wanna be proud. Most human beings wanna be proud of what they when they're talking to someone at barbecue or church, like what they you're like, What do you do for a living? You're like, I gotta go do a three way with someone. Yeah. Would he's laughing. He d you see the issue with the with the word. You'd never say that at church. You would say I have to go to a business meeting. Okay. I'd have to go do a par but if you said by accident, the internal word that we use to train people, the partner intro meeting or the partner intro Zoom, right? If that came out by accident, the person at church may not understand what you're saying. But at they're not gonna misunderstand it. They're not gonna misunderstand it. And it may actually provoke a loop of curiosity in a good way, which will open a conversation that might lead somewhere that you would never would have gotten otherwise. Can I improve it for you? Please. So we want to simplify it. And we want to I think it's a mouthful. I've been trying to simplify it. So the I don't have the language, but what I will tell you is from my mentors, Dan and Kyle, I have learned that anything that Who are your mentors? Dan Beer and Kyle Whistle, you might have met them. Okay, cool. They're the more successful Southern California agent attractors. then us, us, not you, us combined. They they make us both I set myself up with that. They make us both look pathetic. they have taught me that anything that you want to do in that essence, you might as well just give it a name. Okay. Like give it a a name that you can brand, something you can trademark. Create, like, right? So it's it's the it's not this is how I sell houses, we have a 13-step process, whatever. It's the my seven-step super secret system to selling houses by giving it something it. It has more power, right? So I'm gonna set you up on my super call with with Jesse or whatever it ends up being. I like that. So it's it's like it's it's branded. Yeah, yeah. So so so the conversation starter, resource reply. I've got a number of branded things in this, but I the reason I went with partner intro Zoom is because it was so descriptive that no one who I was who someone was brand new to joining XP, they're like, What was that thing? But your your partner is called What? The Agent Collective? The Agent Collective. Yeah. So it could be like the But but I'm but I'm okay with coming up with the name. I like this idea. The collective conversation. Or something like that, right? So it can be cross branded. So if someone's brand new, they join EXP and they get this little booklet

that shows them the four steps of how to how to do agent attraction. You set up step three, you set up the collective conversation. Are they gonna be confused by that or are they gonna be like pretty quickly like I get it? I don't know. I guess it depends if you have a diagram with three people. I got a diagram that's like how to make the burger. That's what I built. Three three way burger. He's I blame Casey Council Jihad, by the way. She started all of this. So did she? Is it yeah? Her Tahoe Mastermind, the three-way call. don't you send that training out? I do, but doesn't she call it a validation call? I'm sure she does. I thought it's if you know how I find it. To this day, do you know how I find the video? I go on Google and I type in Casey Council Jiha three-way call. You do not. I swear to God, I do. And and and it probably ranks on Google with how many searches it's been. Like it probably auto-populates. If you just type her name in, it's a great video. I learned how to set up the introduction. I still have a little cheat sheet that I give to people. People. If you're watching this and you have not watched that video, it is mandatory. You absolutely must watch the video that talks about not only how to do an effective partner introduction meeting, but collective conversation. Or collective conversation. Also why to do it, because the psychology behind it is really important. Yeah. All right. And what's step four? Step four is the decision. So I'll recap the steps. We got step one, conversation starter, step two, the resource reply. Step three, Currently called the partner intro Zoom to be T B D trademark, right? The PIS. Trademark trademark coming. And step four is the decision. At that point, you give them two options, right? Does this feel like a fit? You want to l get more information? And then you set next steps based on what they tell you. If they tell you to kick rocks, fine, that's an option. If they say I want more information, then you we call it Bam Fam. Credit to one of my my leaders' name is Barry Overton. I give credit where credit is due. He taught me this thing. Do you what Bam fam is? Welcome meeting from a meeting. Welcome meeting from a meeting. Yeah. Why, why walk away without the next set 100%. And by the way, if the answer is this is not a fit for me, then leave the door open. with grace, because you never know where it's going to go. If it's not a fit yet, because you never know, then I'm going to end that conversation with the four quadrants. Are you familiar with my KWTL four quadrants? So I'm going to future living into the look, what's the what's the worst? Case scenario, right? If what's the best case scenario if you stay where you are? And they're gonna tell me nothing changes. Okay. I'm gonna say, what's the worst case scenario if you stay where they are? And they're gonna say, well, it could be whatever. And then I'm gonna embellish on And I'm gonna be well, technically the market could crash, there could be

more lawsuits, Zilla could take everything, compass could whatever, and you could go out of business and become a title rep. And then we're gonna go, and that that every time I always reference the title rep for title reps. And then the third one is like, okay, what's the worst case scenario if you join? Jesse, you look like a smart guy. You know, you hate EXP, it's all a scam. How long would you stay? Six years? And they're like, no, six days. I'm like, six days. And when you went back, would it be worse or better? Well, what do you mean? Well, if you tell everybody how horrible EXP is, which corner office are they going to give you? And they're like, I guess it would be better. And then I'm like, okay, and if everything's true, what could your life look like? And so it's like clearly they have very little risk and very high reward in joining, and very little reward and very high risk in staying. why do we make this? And this this will be my question to you. Cause I want to ask you a question. Will you remember your question? Yeah, yeah. I want to ask you now, because this is good. Now you're training me I like this because I was never a KWTL. I've not done that U shaped thing 16,000 times. So I want to break it down again. But when you have someone who says, I don't know if this is a fit, or I'm not really feeling this, you run that four-step pattern. Yep. What's the outcome typically? The outcome typically is I say, based on what you told me, it sounds like You think you have a lot of upside and very little downside in joining and you have a lot of downside and very little upside in staying. Don't don't say anything else. I want you to take three days and think about it and then we're gonna have another conversation and I book that meeting. So you you don't go and leave them with the discomfort. Even though you could close them on the spot half the time, you'd rather let it simmer. Stick your finger in that pain. Yep. Let them and but you book the next meeting, which is critical. Yep. This is a tactical playbook, by the I'm missing this piece. That's why I want you to train So I gonna tell Brian to record this, but I realized we're recording the entire thing. I go listen to my own podcast. All right. So give me the four steps again. The four, what's the fourth? Step one is what is the best case scenario if you stay where you are? Okay. Okay. What is the worst case scenario if you stay where you are? And then you embellish that. What is the worst case scenario if you join? So we're going from positive present to negative present to positive to negative future. To positive future. And the the so the negative future is what's the worst case scenario? What have to lose? And this is where, you know, a lot of people, we can't incentivize somebody to join EXP, right? Right. Well, that's against the rules. We can't say, Jesse, I'll give you 200,000 if you come over here, whatever. Yep. But I can take the risk off the table and I can tell them that if

they don't like it, I'll happily pay them to leave. Yeah. I'm happy to, Jesse, worst case scenario, you hate it. I'll pay for all the signs of marketing to send you back. You won't have lost a dollar. I love it. Dude, this is so good because I I need for I'm doing training for my leaders who are now hosting more of these partner intro calls. And I only have a simple decision matrix at the end. So now this is an advanced thing for the when you get the answer. So if I go to Google to use the Casey Council example, if I go to Google and I search John Pugh positive presence. No, you search the four quadrant script. Will I find John Pugh the four quadrant script? Yes, you will. Okay, John Pugh, the four quadrant script. Yep. Okay. John Pugh four quadrant script. This is a note for my future self. I'm just I by the way, I love I just want to model something. Don't forget your question you're gonna ask before. I'm modeling this for for whoever's listening. I'm seven years deep into EXP. I have 1800 people in my organization. I do 10 to 12 to 20 recruitment calls a week for years. Okay. I love this. And I've heard this concept a few times, but I've never done enough to utilize it. And I need to draw it on a little post that I'm gonna stick in my monitor. I just learned something from John that this was worth me coming down. I'm having a good time doing the pocket. Like that, never stop learning. Okay, never stop learning. Dude, I'm just like thank you. Truly that was that just fixed a part of my system that I'm welcome. And and it's gonna work great for you. And now you're gonna give people an opportunity to see things differently. And you can paint the fact that, you know, there's no risk. Everybody wants the boomerang. Everybody wants the agent who came to EXP, hated it and was willing to stand on a soapbox and tell people how bad it was. Which by the way, hardly ever happens. Right. And then What most people realize is they get here, they really like it and changes their lives. And that's gonna be my segue to the next section, which is tell me a story about someone that you've seen, whether it was somebody you directly brought in or otherwise, because I think a lot of people think about agent attraction. You have eighteen hundred agents, you people think you make a lot of money. People think that you it's pretty good. Yeah, the money's really good. People think that the reason that you do all these recruitment calls is the money. But I think in reverse, what we find as top attractors is that we pinch ourselves consistently saying, I can't believe I get paid to do this. Dude. So tell me a story, tell me a feel good story about somebody who joined and it changed their life. And you're just like, Man, I can't believe I get to do this for a living. I had two stories pop on my head. I could probably come up with a dozen. You can tell them both. and by the way, you're you're right. And I often feel I think I've talked to you about this. I often feel like I'm an alien who's visiting this planet and observing people. I'm like like an an alien anthropologist, but and and I've noticed the same theme that you have in terms of top attractors, which are most of them are wired to make an impact. Most of them are typically wired to be very inclusive. Like when I inclusive, what I mean by that is like you go to an event, you go somewhere, somebody's like hey, come over here, come hang out with us. Yeah, yeah. Like it's just who they are. We like people. We like people. But I like being by myself. I like my alone time. I'm I'm actually a very extroverted introvert, if that makes sense. That's a new type. They just came out with this thing that there's this this in-between where we all think we're extroverts, but we're really introverts that just happen to people. a hundred percent. And I think that's really what it is. Cause I'm the same way. I decided after, you know, becoming in-house famous, right, for lack of a better term, that I don't want a bunch of shallow relationships. I don't get energy out of having a hundred thousand people, I don't want 5,000 people stopping me on the way to the bathroom to take a picture. I would love to have real connections, real conversations with people, but you can't, right? Would you agree? You can't do agent attraction if you don't like people. 100%. And you have to care. There are people who have done it, and I can't think of anyone who's done it at a high level. You could probably get a certain amount of success if you don't like people, but you're doing it almost like a machine that has learned to like. fake empathy. Yeah, sure. And and so I think the people who do really well that genuinely want to make an impact. Like the money is just this really cool bonus. And by the way, I wouldn't do this if I didn't get paid. I I want to make money to support my family. It has to be in alignment. I'm grateful. I'm grateful on a regular basis with like you said it when you said I can't believe we get paid to do this. For me it's like I can't I I I I'm glad we get paid, but I can't believe we get paid so much to do this. Like this is such a fun that it could be your primary source of income. Yeah. And when I was at my former company, I Had to make a choice every day between three things. I had to either prioritize my family, I had to prioritize my business and making money and my clients, or I had to prioritize helping other people. And so as much as I wanted to give back to the office, to teach classes, to do trainings, to do all those things, it always fell to third priority. It was always how do I sell houses and make money, be there to support my family and spend time with them. And then if I have any time left over, I can give back. And what EXP's model did for is it allowed me to put the helping people first. Because by helping others, I'm supporting my business. And by supporting my business, I'm freeing up time and and resources for my family. And so it just moves that

it shifts that alignment and it's more efficient. And it's why it feels so good to people like us and most human beings. Like, not to get real deep and philosophical on your podcast, but truly, if you look at most world religions, philosophies, non-religions across the board, there's a component to getting outside of yourself that makes life worth meaning. Might what makes life worth living. My life hack is when I'm Really depressed, have a really hard day, get punched in the face by life, which always happens, right? I think people look at us and they're like, you have a thousand agents, you have eighteen hundred agents, your life must be perfect. And it's like, no, I still have the same struggles and problems that everybody else does. But when I find myself in those moments, the biggest hack that I've learned to get out of that quickly is just to go get in service with others. Yeah. Well, you can't be sad about your own sad situation when you are in service of someone else. 100%. That's that's Buddhism. That's Probably a couple philosophers I couldn't name because they're not that smart. But you what I Like dude, it's it's it's anyway. I'm right with you. So feel good stories. So your stories. Feel good stories. Who whose life was changed? All right. The f and I here's the other thing before you say this, because I don't know where you're going with this, but everybody looks at this and they say, Who who had this crazy story that my gosh, EXP cured me of cancer or something insane, right? But I often find that it's like sometimes the nuanced stuff, the the little things that are as impactful as the big things. Yeah. Because We could multiply this by a thousand and and everyone's been impacted in some way. Dude, so this is a little story. This isn't even changing his life. Just a little thing I heard today. one of my buddies who I've known for 15 years, who came to EXP thinking he'd do, about twenty five percent of the reason he came was for a for revenue share. The other seventy five percent was masterminds and come, everything else that comes with it. And and he texted me and I I invited him to an agent attraction thing the other day, and he showed up for the first time in like two years. Done anything with it, right? Did a little bit at the beginning, went away. And he texted me and I was how was it? He's like, it was actually really great. I'm thinking maybe I'll plug back into it. I'm like, cool, man. He was like, Yeah, I got a check for 3,600 bucks the other day. And I was like, this is pretty cool. Maybe I should do more of this. Maybe. it's just a mortgage payment casually hitting his bank account. And this is a dude who sells a lot of houses. So to him, it's not like 3600's kept him from being in poverty, but just like the fact that he casually mentioned in a text to me that's How many investment properties is that? Right? What's that in an annuity? What would you have to pay to get an annuity that pays you thirty six hundred a month? It's wild. And I don't know I don't know if I have to say this out loud because every time I say a real number, I'm just conditioned to say it. Go to exp realty.com session, come exp realty.com session, come to see the disclosure in terms of who makes money, how much money, how hard it is, how easy it is. There you go. All right. Moving on. Absolutely. I feel like like a a pharmacy commercial advertising. We don't want to give anyone the impression that this is easy. No. No, no, this was never a get rich quick scheme. This was never an easy money situation. We the whole point we're talking about this, look at the the scripts and the playbooks and the masterminds and the amount of work you said 10 to 20 calls a week. dude, it is a job like any other, but it is a job where we have the opportunity to change lives. What's your stories? And A job where I can spend a month in an R V. It's parked in the parking lot. I'm only going for the weekend now, but this is a test run because June 14th, we're going in an RV for an entire month. I can't wait. And I a Starlink internet, another Saddle wood mo motor. I'll be doing Zoom calls occasionally from the road, but I'll be the forest with my kids hanging out. And I couldn't do that when I was running a twenty one person sales team selling a couple hundred houses a year unless I hired middle management and people like that. And it just And then there'd be no more money left. Correct. It's a different beast. Yep. It's a different beast. All right. So Story. you want names or just concepts? you can shout them out if you want to. Okay. How are we doing on timing? We're great. We got we're halfway through. Fantastic. So, gentlemen in my organization, and I thought of him first because I gave you a quote from him earlier. And by the way, I'm sure Bam fam, he got it from someone else, but Barry Overton, who taught me Bam Fam. Okay. I always said set the next step. That was in my language, and he said Bam fam. And if I had a choice of set the next step or Bam fam, I'm gonna Bam fam all day long, man. Give it a cool name. Give it a cool name, Bam Fam. Book a meeting from a meeting. I got a repetition's key to mastery. Book a meeting from a meeting. All right. So Barry Overton has a really cool story. He was a police officer for years. Okay. Was able to retire as a police officer, working real estate part-time, retired as a police officer, partially because he was actually part of a a different network marketing company. Not that EXP is network marketing, right? EXP is as a real estate brokerage, but the same principles carry over for was a coffee company. And so he got his like taste of like the idea of being able to grow and lead. And he's living in Colorado. And he was running a team there. He still has a team there, actually. But him and his wife, they really wanted to move to San Diego. So like on his bucket list. And he knew that running a team in Colorado, yes, EXP is a platform would allow him to be a little

more location independent. He could run his team with skyslopers, blah, blah, blah. But he but he needed a little extra income to really make this happen. So he already owned a rental property here. It's actually how he ended up at EXP: the agent who sold him his rental here. Was a guy who was on my front line, who you know, you know Shay. yeah. Okay, so Shay is his sponsor. Okay. Okay, so Shay saw them connecting me, and we brought Barry in a couple of years ago. And Barry was like, he saw the vision immediately. And fast forward, long story short, he was doing some lunches and some things in Denver. He's a great leader. But about a year and a half ago, you know where he moved to? San Diego. Downtown San Diego. Got it. Got the rental property he had. They sold that when he moved to like a beautiful Ocean view, Bay View, him and his wife living the dream. He literally he'll tell you it it's it's early enough in the day that it won't quite bring me the tears. But if I really stop and think, it will bring me the tears. Because you talk about changing your life. Like this was his goal. And he's like, We would have gotten there eventually. I would have saved up money, selling houses, and figured it out. But this allowed me to do it in a fraction of the time and have way more fun. And now my wife and I are literally where we want to be on a daily basis. Talk about gratitude. He's like, I wake up. I walk the hills, I look at the bay. Isn't that wild? number one, I wish you had said no, he moved to Ohio. That that just would have been such a better punchline. but in all honesty, I'd love to correct you because you said that he accomplished this goal and I disagree. I think he accomplished this dream. I think that's what that is. When you relocate your, your family and your loved ones to beautiful Southern California, yeah, it at a At a price point that is untenable for almost anyone. And you do it through the magic of this opportunity, that's that's accomplishing a dream. And you're not going to take credit for that, nor should you, nor should Shay. But you know who you're a part of it. I I without you making the decision, right? Without you setting forth there it setting that series of events in motion, he never ends up in San Diego, most likely. And if he does, it's years down the road. And I agree that I have a part of it, but you're right. He did the work. I give him full credit, but we all have a part of it. Right. That's the whole thing. It's like it it comes to back to Glen or it but but yeah, but I I feel my role and I'm I am it's what I love about what I do. When I get on calls, when I talk to agents who are looking at the XP, my my North Star, the only thing that matters to me is what's this what's this person looking for? How can I help them? Like it's not the person who sets up the call who wants me to go say a certain thing and recruit a certain thing. I try to ignore that most of the time because it's 'cause it's it's 'cause half the time

they don't know what they're looking for like the right. Half the time their instincts are okay. And I'll keep the back of my mind. But it's like, I need to understand this human being that's sitting in front of me that's considering EXP to figure out what makes them tick, where they're going, and are we even a fit for them? We're nine times out of ten we are. But I want to understand first. I think for people who don't do this at a high level consistently, right? I think we ask an annoying amount of questions. I think they just want us to get to the pitch. And that's the biggest mistake I see people make. Most frequently is they just want to explain or sell or tell or whatever, and they don't really dig in. And sometimes the questions I ask are really weird, right? don't you find yourself sometimes going down a rabbit hole and you're like, wait, tell me more about that. I need to understand more about that. You know where you're going. I know where I'm going. Even if it's intuitively, I just go by feel. And then sometimes I know exactly where I'm going. And when someone jumps in and starts trying to, I'll ask a question, knowing that it's going to be uncomfortable, knowing it's going to be awkward, I know they're going to answer it. It's going to be a little painful. And the person who set up the call who's already the XP will rescue them. Yes. And I will and I will stop saying, no, no, please don't. Well, they haven't watched the KC Council partner call. no, they've seen it. They can't help themselves because they because it feels uncomfortable. It feels like The rule is what? What is the rule on one of these validation calls or one of these? Make the introduction, pass it off to your partner. It's actually six steps, but you pass it off to your partner and then you go on mute and you do not say another word. And do not talk. Can I tell you the number of times I have been this close? Closing someone amazing and had the person jump in and say something and blow the entire call. it, it is the biggest do you want to hear a story on that? Yeah. It just happened last week. And by the way, didn't blow it. We still was the we've turned it. Yeah, yeah. I just mean like I had them closed right then. Dude, have this guy, I wasn't giving any identifying information, but younger guy, team leader, up and comer, great producer, good guy, charismatic. Like everyone loves him in his brokerage. And it was like a 30-minute call to get to this point, maybe even 40 minutes. we were deep into what was important, where his life was. First time at first call I ever met him. And he was about to tell me what his childhood dream was related to real estate. Like literally. And so I leaned in. Yeah. Because I could tell, like, you know, you can just my wife's a therapist. She can give you the actual physiological side signals of what happens when someone's gonna get emotional. Right. I don't know what they are. She's told me, and I forget, there's like a throat clearing,

there's a certain thing, like. I can just feel it. Yeah. The energy shifts. Even on Zoom, you can feel it. And I'm like and I like lean. I literally lean into the camera. that's probably one of those things you want to lean in on Zoom. You can actually do that. That's my wife taught me that. You can lean in on the camera. And and he goes, Yeah, so when I was a when I was a kid, 'cause his his he had family in real estate, so he grew up in real estate. It's like there was this agent in town locally who was like the top dog, top dog. And he had his name on a building. And I won't the name of this person, right? But he literally said his name was blank. He's he has a name in the building. And I could tell in that moment, this guy had gone from being a 30, whatever-year-old guy to being an eight-year-old kid, looking at this name, his parents were in real estate, looking at who this rock star was that has his name on a building. And this was like, you don't lose that part of you from being a child that had that name. And he was like, and he said, he's like, and he said it kind of quiet. And he was like, and I want to have my name on a building. And like that was. He joked it off after it because you could tell it was a little like it was too rich. Yeah. It was too raw. And I got that because I just met him. And so I didn't I didn't lean to it. And so I was about to say something, and the person who introduced him, by the way, I'm I'm using no identification. If this gentleman who's part of my crew hears this, we've already talked, we've laughed about it, because he knew exactly why he screwed it up. He laughed. He was like, Well, let me tell you what happened to so and so with the name on the building and how his career crumbled because he was in the wrong vehicle. my god. And I'm like Not the direction we were going, kids. I know you're right. I know that that person was in the wrong vehicle. It's probably like a remax agent or whatever. Like and like, but but but so what I did, I recovered though. I said, hey, so and so, because this person looked up to that that person in my crew, I said, so and so, you're absolutely right. I'm sure his career fell apart and he probably was in the wrong vehicle because EXP didn't even exist back then. But here's what I wanna do. I wanna rewind just a minute or two. I wanna go back to What was this person's name? Uh-huh. I played dumb. I'm like, what was the person's name you said was on the building? And I had him recreate what the moment wasn't quite as good, but you tried to do it enough. But I got back there enough. And I said I looked at him, I was like, look. You want to have your name on a like maybe you do, maybe you don't, but am I okay if it's safe to say you it'd be cool if you had your name on a building someday? He's like, Yeah, it'd be awesome. what if you had your name on buildings with an S? There you go. And he was like, What do you mean? I said, Well, you're considering opening an independent broker, just one of the options you told me you had. I'm not saying you actually have to put your name on buildings all over the country, but what if effectively you could have your name on these buildings all over the country, not just locally, but anywhere where you're able to duplicate with no expenses and no liability and able to Span geographic borders. How would that feel? He was like, that'd be amazing. How many agents have you sponsored? Me personally? Uh-huh. In my entire time at EXP? Uh-huh. Eighty something? Okay. And how many look how many states are you is your organization in? Forty-two. So almost all fifty? Yeah, maybe more. Actually, I'm I that was a while I had it, but yeah, probably all. Is there state you wish you were in that you're not? I know. I d do you even know? No. You should make a list of that. I should. Because you need to be in all fifty. You think so? Are you in other countries? But but it do I need to be an all fifty from an ego standpoint or is there a strategic? Yes, from a str from an ego standpoint, for sure. Absolutely. Because you want to have your name on all these buildings. This is my this is my line of thought is we're talking about because you're talking about him, not me. No, I'm talking about you, but I understand that, but we but on some level what my point is is that you have Through your relationships with about eight I could lead by example and show this is real. You have grown an organization that's in forty two states. Yeah. You have impacted not only agents. Seven countries, four states. Seven countries, right? So so you have people out there selling houses and doing this in multiple locations. Right. But not only that, how many do you you check your RevShare dashboard, I assume? How many transactions? Seven thousand six hundred and twenty four. Seven thousand seven thousand six hundred and twenty four houses in the last twelve months. As of today. As of today, it'll change. Because you just looked. Yeah. That's 7,624 families that are gonna teach their kid to dance in the kitchen, that are gonna eat breakfast and share the best part of their day at school that day. Like that's the depth of this. Like you could never have had that impact just selling houses in San Diego. Never. You have impacted so many lives through this opportunity. That's what you were trying to share with him. It's not about the names on the building. 100%. It's about the massive worldwide impact that can come from this. I love that. That's true. I love that. And this is what I learned from you. it truly, that is the not everyone's wired for legacy or significance, but most people have some level of drive for some portion of that. And the people who are really wired for it because they want to make a difference in an impact, when you speak into that, because that's that's what does it for me. I don't get out of bed for money. I like the money, but it's not wired. It's not anymore, you're rich. But but genuinely I could I

could go retire right now. Sure you could. I could. But I don't want to. No. Because this is too much fun. What would you do? Right. I'd be bored. It'd be terrible. But but so the closing loop on this, like I do have like a like a heat map and and I don't have all fifty states, but I show up on the screen for someone like this. I do show, I look, do want to see where my group is? Yeah. And it's a I use a Google map. We have a heat map embedded on our website. If anybody's looking, they can go to the agentcollective.com and click on people and goes V T A C referral map. It's just out there in the public. If you're an agent in the agent collective, here's what I want you to do. I want you to go to the heat map and I want you to look at the areas where there is an opportunity, where there is a gap. And I want you to go on to homes.com. I want you to go on their free agent search. And I want you to start looking for agents in the areas that there is a gap for the agent collective. And I want you to call the agents in those markets and tell them that you are part of an eighteen hundred agent organization and that there is no coverage in their market. And you want to talk to them about an opportunity to become the newest partner in that market for this group of agents so that they can get more relationships, more agent to agent referrals and connect to a broader audience because there is a market opportunity in each of those areas. And I want someone in your organization to fill in those last eight states. I love it, dude. I I'm gonna take that clip and just just hammer it home and have you come on a call and change like this. Please do because that is the opportunity. We have a we have a map as well. And I tell agents all the time, I'm like, why are you not using this to your advantage? You have coverage in all these places, but you got gaps everywhere. So why are you not cross-referencing agents in the community with the market opportunity here and saying, look, I'm looking for what was the first step of the four steps? Conversation starter. We need a conversation starter. Would you be offended if I called and I said, Hey Jesse, my name's John Pugh. I'm looking for an agent in San Diego. I'm part of a really large real estate network and we don't have any coverage in your market. I I heard that you're the top agent in San Diego. Is that correct? What a jerk. man, what an ew. Why'd you call why'd cold call me today? And by the way, no real estate on the planet is gonna be like, No, I'm not the best agent in San Diego. They're all gonna be like, Yeah, that you heard, right? Was that part of your script? Am I the am I are you the best agent in San Diego? I I just I heard that you're one of the top agents in San Diego. Is that correct? I'm playing your ego. And of course you're gonna be like, yes, I'm one of the best agents in San Diego. I thought so. Right. But my sources are correct. I'm so glad that we were able to connect today. I figured you'd be busy taking three listings. I hear you take three listings every day. And then we're just gonna go from there. Don't you wish you could just sit around all day long like recruit and do all like it's so much fun. I mean, I kind of do. Like that is kind of my job. But you do other higher level things that you support. But like those sort of calls are so fun. Like, I just I think it's I think it's a It's my favorite game I've played. I like to simplify it for people because they they tell they ask themselves, well, what could I say? What what would I do? I don't know, I don't know anybody. How would I do that? Whatever. It's the same reason that I'm like, well, where is EXP Con this year? Right. Where? Salt Lake City. Salt Lake City. Salt Lake City. Well, I don't have any I don't have any money to bring a recruit. I couldn't pay for their hotel and I couldn't pay for their flight. I'm broke. I'm poor. I just started in real estate. I have all but I'm going, I'm going to EXP Con. Great. So you have an explorer pass? Yeah. Does it cost you any money? No. Do you know any agents in Salt Lake City? No. Could you find them? Could you call them? Could you invite them? Do they live there? Could they drive there? Do they need a hotel? Do they need a flight? there's no excuse. Like, why are more people not tapping into those local markets? I was gonna read you something because it's it's okay. It's over my phone. I'm gonna paraphrase it. Someone one of my leaders texted me this morning and he said, Bar I'm referencing Barry a lot. Man, Barry's been really I think he's been pretty influential on me too. You better you better send a three way text between me and Barry after this. Have you met me and him before? I we've We know each other but not well. So we I feel like podcast actually. We're I'm going to now. I I felt like I already had him on the podcast. We've already we've bam famed, we I I know his story. he's got all these great he's got all these great lines and he just it's just by the way, he's got the deepest voice, it's perfect for a podcast. He hosts a lot of we have a a Mindset Monday every Monday. He's one of three people that rotates through and he does the best mindset Mondays. So he said this about my paraphrase because he was talking about this new four-step system and what we're rolling out and duplication, and he goes. If someone joins, because I we're we're launching this thing in the fall called the 19 minute mission. Because I really believe you can do this thing in 19 minutes a day, right? 15 minutes of of outbound and four minutes of organization follow-up. I'll that's a fall. We'll talk about that. I wait to 19 minute mission. This is amazing. That one's branded, right? Nineteen minute mission. There you You that one? Yes. Nineteen minute mission. Brain likes speci specifics. Nineteen is better than twenty. Well, well, I I've been teaching the power of 15 minutes for a couple of years, and a few people have run with it. And there's a

few groups doing the power of 15, which is a conversation starter blitz where you spend 15 minutes set a timer doing timer. Start but nothing but start conversations, no replies, no nothing else. It works. Start a timer. It works. So you do a fifteen minute conversation blitz combined with four minutes afterwards of you gotta push some forward, send a few follow-up, 19 minutes. You give me 19 minutes of your life five days a week, I can three days a week, and I will change your life when it comes to recurring income and revenue share and like you'll be so that's starting in the fall room. That's true. All right. Barry says, Dude, if an agent who's it's just so simple to do, they see it's simple, they understand it, and they've seen the proof that it works. And they're still not doing it, that's on them. that's a them problem. that that's what you just described, right? it it is it's on them. Yeah, a hundred percent. I love that. Yeah. So you s talked a lot about Barry. I got one other story for you that I'm not gonna tell the story, but I'm gonna tell you to ever on the podcast. Okay. Kim Renshaw. Okay. Do you know that name? I do know that name. Okay. Yeah. Have you had her on on the podcast? So you want a story that I will not tell. Okay, perfect. Because it is not my story to tell, but you want like emotional tear jerker of someone that exp has literally changed her life. No, I'm not telling you I'm giving you the Torah I I'm saying we're doing it. I'm doing it. It's she goes through phases where she wants to tell versions and where she doesn't want to tell as deep. So just ask her what phase she's in and how much she wants to share. Sure. And again, not my story to share. She'd be fine with me saying this part of it. Yeah. But because she will be the first one to say she joined EXP and literally said recruitment was disgusting. Yuck. Yeah not into recruiting. And now because of the model of EXP and the platform, like it has changed her life. It's crazy. I love it. We hear that all the time. Yeah. Which is part of it. I get calls all the time saying thank you for changing my life. I never get a call where somebody's like, dude, you jerk. You brought me to EXP, you ruined my life. Here's a feel good story. Short feel good story. And we'll move on. Go ahead. I'm not gonna use his name because he was in a tough financial situation, but I got a text and his cost of living was pretty darn low. Pretty darn low for someone living, you in a in a high-end area. And he texted me, he's like, I just want to tell you, I got my I got my revenue share check and $575 that I got this month was the only reason I was able to pay my rent. And I just want to say thank you. it'll make me cry if I think about it. that legit. It's it's why I coach agent attraction. Yeah. Because it's not the five thousand a month, it's not the twenty thousand a month. The average person, I remember hearing the stat years ago, right? 50% of the bankruptcies would be prevented with an

extra $500 in disposable income per month. It's this guy. Yeah. It's the five hundred and seventy-five dollars that kept him from bankruptcy, from missing rent, from missing groceries. It's the money that pays for the vacations that the parents wouldn't be taking the kids on otherwise. It's the money that could be used for a marketing expenditure that you would never try because it's too risky that ends up changing the course of your business. The small amounts of money have massive impact. One of my favorites is an agent who was able to bring her spouse out of the job that he hated. And bring into the real estate business because it was enough to cover insurance. Because insurance was the holdup. If if we didn't, if we can't, we can't pay for insurance out of pocket, so he has to stay in this job he hates, which is literally ruining his life, ruining their family and everything else. But for an extra eighteen hundred dollars a month, that's not a concern anymore. I have a few of these on our Asian collective website. They're all one to two minute stories. They're not quite as well done as this. I know EXP started doing it for a while. Why do we not have a library? Of all of these stories. Wendy, are you listening? Because you haven't made somebody from corporate do it yet. I'm just I'm talking to her right now. Wendy, pretty please. Can you tell me who I can talk with? Because we all know these stories. And all we need to do is categorize them. And they don't have to be fancy common sense video crews. We just need like authentic, down and dirty, but somehow to really capture the raw emotion and the story and the feel. And if we had ten of them, we'd be unstoppable. If we had a hundred of them and categorize them by new agents, tall agents, short agents, whatever, like, dude. It speaks to one of my philosophies, which is not only that we want the feel good stories and we want we want to elicit emotion from people so that they understand the power of this. But we also need to give examples. So I firmly believe that people need to see someone who looks like them do something that they want to do in order to believe that it's possible for themselves. Yep. And so we're really creating that belief. It's that borrowed belief that wow, they did it, I can do it too. And where is that library? I I think that's why events are so powerful. I know there's other reasons why that Brent Gove always says, help people take the the twelve inch drop from their head to their heart right whatever that that is. but I believe part of it is because at events you see people from all walks of life and you're much more likely to see someone who looks like you and thinks like you and has your background doing this thing that you want to do like, that's real. So speaking of people and we'll take this this direction and then we'll do a quick lightning round of sorts and then we will get to a wrap up. wrap up like rapping or wrap up like tying wrap up like we will tie a bow on

this. I thought you were gonna wrap for real. I might. What Jesse Woolwrap. what who is someone who joined your organization and really blew up or succeeded with agent attraction that really changed the game for you? Like I want you to brag on somebody for a minute. Like who has figured this out? Like you changed someone's life by being the incredible attractor that you are. You are in someone else's organization. You have changed their life forever because you showed up. Who is that person or one of those people for you that you wanna highlight and and more importantly, what did they do right that other people could emulate? Okay. Can I do two? Sure. And I'll go quick through both. Yep. Because the first one, I she won't care whether I say her name or not. She's got plenty of publicity. You probably know who I'm gonna say, but she is sixty percent of my organization, six zero. Six zero. She's more than half of my organization. It's it's a it's crazy how that happens all the time. Yeah. Like it it In every organization, there's usually one, two, or three people that make up the bulk of the growth. Yeah. if if I didn't have her, I still would be a good size organization. Yeah. But it wouldn't be what I have now. Who is it? Krista Mayshore. Okay. Of course. Okay. Krista Mayshore who's it's really funny, because you guys know I'd head of course, because there's Asians who have no idea who she is. Well, sometimes I forget she's in your organization. And sometimes I forget that it's even about agent attraction with her because she does so much and she's so good at it. Dude. That it's like it's almost like agent attraction is like a and I do this. It is. I wish she would spend more time. And I've I I've spent years trying to draw her back in. She almost she'd be okay with me telling you this. and by the way, you could have her on the podcast because she'd be hilarious to talk about agent attraction. Attraction's such a character. Dude, because she doesn't do agent attraction. Right. legit. do you know who does her agent attraction? I do. And she'll tell you that. She's like, I don't want I don't to cruit. I'm not a recruiter. Like, just talk to Jesse. Well, if you're smart, that's how you do it. Of course. Right? You book a three way call. Sorry, Jesse. Or you send him to a webinar. We actually have entire funnels and webinars and things we ran that like Krista and I built together, but I ran them. Yeah. Right. And I helped design them because but Krista's a genius when it comes to digital marketing. literally, she's a genius. She's a and she is not only a genius at digital marketing and now she's a genius at AI, but she is incredibly, incredibly skilled at getting people into action. She she is very, very good at getting people results and get and moving them forward in for people that would otherwise not do. Correct. I think that she has she's able to break it down into a system or simplicity or something that will move them forward, right? Whereas most people will buy a product or invest in a course or something and never do anything with it. So so it is it is her systems are good. It is the product that's good, but there's a lot of people with really good systems. You know what I think part of it is, and I think she said this, but I don't know. And I might just be putting words in her mouth. At least this is my take on it. Part of it is because if it's who she is. She is so real and so authentic. Have you ever been on a Zoom with her? Yeah. Have you seen what happens during the Zoom? Yeah. What happens? She does it. What? She d I feel like she lit she embodies it. She but not only that, but have you seen her daughter walk in and she'll start talking to someone else? she's got 400 people on a Zoom and she'll be like, hey, honey, and she'll be like, and she'll be all over the place. And she's so real and so her. Yeah. That's what I mean. Yeah. She's so authentic that I think it makes people feel like, my gosh. She's a real person. She can do it. Correct. If If she can create that much success and she can be that, then I can do this too. It makes it safer to go out and she's not special. she is special. Well, she's special because she works her butt off and she's super small. And she's special, but that's what I mean. But she demystifies being special. Correct. She demystifies it. She's real. Yeah. And so that's her super anyway. So Krista would be absolutely one that 60% of my group and what we do. And I think what I would boil it down to just to before we move on from Krista is that she the reason that she's so good is she is an expert at something. She she is known in the industry to be the best at something. So if you want to attract a lot of agents without trying, right, you need to have a great sponsor who you can leverage and you need to be really, really good at one thing that people know you for because you need to be known. At least one thing for a period of time, 'cause she's changed the one thing a few times. And and part of who she is is she will master whatever she does. Like like this is the secret sauce that like First, she was the foreclosure queen. She tells that story. Then she s realized she didn't want to be a foreclosure queen. Then she became dominating the the hyperlocal neighborhood. Then she's now she's at AI and she's at a couple when she understands mastery. Dude, when she when she finally she was gonna quit EXP, by the way. when she first joined, she was here for a year, didn't recruit anybody for a year. Literally didn't recruit anyone. She joined EXP because she was running her own independent brokerage and she was still selling houses in Northern California and she was Focusing the coaching. She was starting to build the coaching side. And she said, I don't want the liability of running my own brokerage anymore. My brother's taking over some of clients. He hopefully will do a good job, but I'm not, he's not me. You what I mean? she loves her brother, but she's

she's a control freak, just like I'm a control freak. And she's like, I just want the liability. So she came to the XP for a year, didn't recruit a single person. And someone sat her down, who wasn't actually me even now. This person did, sat her down and was be You are blowing it, Krista. Do you understand the influence you have? You want to make a bigger impact? Here's how you make a bigger impact. And when she said, okay, I think I get this. Not only did she go watch an EXP video, she watched every EXP video every time for two weeks straight. literally, I didn't see her. She was just like and it was like the matrix, the part where you're like, Jack and you're like, Yeah, yeah, I know kung fu. it was like she's like, I know revenue share. She might have a DHD. U I I I I most of my friends do. I do too I do too. Hyperfixation. Yeah, exactly. Like I we've all been we've all been on that binge. Time dilation, everything disappears. You're like, What? Did I eat today? No, it's what day is today? It's wait, what year is this? What year is this, John? Anyway, no. But like That's one. Yeah. Without a shadow of a doubt. Who's your other one? And my other one, I I'm gonna give a shout out to Will Penny. Okay. I think you know Will. I've I know the name. I'm I might know Will. And and so by the way, I have people on levels two, three, four that I could easily name. I'm only think going frontline because when you talk about direct impact, these are people that I so Will Penny owned his own independent brokerage in Cleveland, Ohio for twenty plus years. He was one of the youngest centurions back in the eighties. Like he's been in real estate for since I was born almost. Maybe I he probably I think it's eighty three. I've heard him tell his story so many times. He is a no BS, self described hard ass. he told me when he joined, he was like, I'm shutting down my brokerage. He had five agents in his brokerage, sold two hundred something ho homes a year. It was all his brokerage was his team. Yeah. Two hundred homes a year, seventy five percent by referral, by the way. and he was and him his wife is the broker. And he was like, Jesse, I am shutting down my brokerage. I'm going all in. Yeah, but he also said if you Screw up my life. I'm going to come to California. I'm going to track you down. Like no. It's better be real. Not like Chuck Fazio scary, but like like a very serious like like you w you wanted to deliver. And he said, if you if you if you make a commitment to me, you better hold it up. And I and I joke around all the time. Because now we're actually he's one of my better friends in real estate. You're like, did I? I always say I was like, never let you down. He's never let me down. Yeah. Like I did I was just on on the call outside. What did he do? Well. Okay. This is duplicatable. Yep. 'Cause Krista, it's hard to duplicate. Well, she's special. spend years building an audience and have you a master of something. That's duplicatable. That is duplicatable. And but build an audience is duplicatable, it just takes time. Yeah. Will's a super duplicatable. Okay. All Will did when he joined, he said, I'm gonna give you three to five hours a week for agent attraction. It's all he wanted to do, but he had to sell two hundred homes a year. He had a separate business doing helping agents grow their their whatever a technology business Facebook stuff. Anyway, he said I'm gonna give you three to five hours a week. He would book consistently. We came up with a very simple metric. He's just like a straightforward simple guy. He would call first the agency knew and then agency didn't know, but well agency respected, and he would say Hey, you gotta talk to my partner, Jesse. It was a more complicated script than that, but that all boiled down to I I know you're never coming to XP. I just want you to see what we're building and what we have. And if if it's interesting, cool, if not, I just want you to at least know what it is. And he got me on a call twice a week with new people. He just reached out and said, You gotta talk to this guy. All he did. Two but but that was the metric. Two a week. Two a week. And by the way, it didn't even c take three to five hours usually. Two a week, and he now has two hundred he's almost up to two hundred and fifty people in his group. Okay. Clearance six figures and revshare. he's a couple of years deep into it and he puts some effort in. By the way, he does spend more time occasionally now, but sometimes he really only does spend three to five hours a week on it. EXP Realty.com slash income. Side effects include. and that's amazing. And he compressed some of the steps. He didn't strike up like he literally. He did conversation starter, resource reply. All at once. All at once. All at once. It was just it was just you need to talk to Jesse. Correct. Which I mean, heck. If that's not the world's greatest script, I don't know what is. Correct. I truly believe And it didn't say Jesse. He said my partner in California. Sure, whatever. But I truly believe that if more people in this company who want to do this literally just did that, they they didn't talk, they didn't sell, they didn't ask, they didn't do anything. They literally just said, do me a favor, give me 30 minutes of your time. Let me introduce you to somebody. This this person has changed my life. Right. I'd love to put you in front of them. No pressure, no worries. If if you do that, they would be successful. Can we unpack why they don't do that? Because I actually think I have an idea. Because they want to look good, be right, and they think they're smart and they want to change the script. I think that's part of it. But I don't even think that's the biggest reason. Why? The biggest reason is because Will, even though he was so like, I'm gonna do this, you better be with me. Don't make commitments like he still was like, Are you okay with this? Am I am I wasting your time? He thought he was worried that he

was gonna intrude on you. Yeah. Yeah. And Will is like a like a dude. Right. She is a bull in a China shop. He will self-describe. Whereas most people are Are worried about bothering someone. Right. they don't want to bother their sponsor or their sponsor sponsor. By the way, I my new term that I think EXP is adopting is your sponsorship group. That's your upline. They're gonna remove up line from my EXP, they're gonna call it sponsorship group. Your downline, which I hope we never say ever again, is your revenue share group. Pretty simple, sponsorship group, revenue share group. Mm-hmm. Right. That's on, wax off. Anyway, partners. So your partners, right? whatever you want to call it. Most people don't want to bother someone else. And that little fear of bothering someone, and yes, it comes back to they want to look bad because if they bring someone on the call that's not really a good prospect, and there's all all that ego is wrapped in there. But it's just it's the simple thing is if you can convince the people around you that they're not bothering you, as a leader I'm talking, that that that they're not bothering you, and you can actually have the time to help them and actually have the bandwidth and the skills to know what to do when they bring people to you, you'll crush it. Right. A hundred percent. I think I think that more. I think there is a common thread among top attractors that they make time and make and make it a point to make sure their people know how to do that, that they set the expectation that they want them to do that and that they follow through on that. I think it du it only takes one or two times when you tell someone to do that and they try and do it and you fumble it and you're not available or you're you have a bad attitude about it or whatever the case may be to break that trust. and then they'll never do it again. It's not even two times. Yeah. It's half a time. Yeah. It's half time. It's because there's so remember we gotta be Coachable, willing, and hungry, this is the willing step. They're willing to get just out of their comfort zone because even though they're worried about inconvenience c inconveniencing you, that is a pain and a tax on them. And so they're getting out of their comfort zone. And if you don't fan that flame and and coddle it like it's great, great job with the leading indicator. Correct. Right. That's where you get to step in and give them that reassurance, that support and that recognition and say, hey, you did a great job. You did the right thing. Correct. Because the recruits don't show up for a while and the money takes even longer. Correct. And and so I track it in my brain. Some people probably get more more efficient than this, but when someone who's just leaning into agent attraction for the first time and I just know you just I just keep I have a good memory. I can just keep it all straight. I'm like, I don't care who it is. I don't care if they're homeless with no teeth and they don't

have a license yet. You want to get me on a call them I will talk to them. Yep. But if they start leaning in and they're getting deep and they're getting good at it and like we get on a call and that person's like I'm like Just curious, how do we end up here? let's let's let's break it down. I'm not upset, but you train to the level that they're at. Right. And you start to continuously raise it up, raise it up, raise it up. And so finally, you are on calls with really good people. dude, I I'm on consist I rarely get on a call with someone who doesn't have a license. Well rarely. good. Rarely. I used to be on it all the time. I believe that. Because I'd take anything. Well, sure. Because now you're at 1800 and now the people around you are at their numbers. And so everybody grew together. Right. So at the beginning it's like, I'll take any warm body. Right. I'll take and it was great practice. Right. And ultimately, as you grew, so did they. And now they're doing it for their people. Well, I also send them. I've also asked questions and I'm like, hey, and I'll look them up and be there's six people between you and me in our organization, which I could care less, but I want to know why are they not going to them. Is it because they don't know them? They don't feel comfortable with them. They had a bad issue with them. I wanna I wanna figure out how to tighten the the community between because that helps work me out of a job so I can go play with my kids, but it also is better for retention, better for everybody in the in involved. All day long. All we're gonna move on to Lightning Round the multiplier round, because in RevShare, if it doesn't multiply, it doesn't matter. Did you brand that? I did. Ooh, it's so much better than Lightning Round. The multiplier round. So so I'm gonna give you homework. Uh-huh. Can you come up with a way to say it with alliteration? and Something like multiplier round, I like it, but I think there's a I think there's another if this is a new podcast, I think there's a the multiplier minute. Is that what it is? That's what it will be. Okay. Thanks, Jesse. You're welcome. We helped each other today. Yeah. I've got to help you once in this entire time. You've helped me six times. We are going to be keeping score, but is that Brian? Do get credit for that? Well that was that was co-creation together. That was I had an idea, you made it better. But that's what I love. I love how powerful a good three way is. All right. You're killing me. Moving on to the multiplier minute. Because if it doesn't multiply, it doesn't matter. Jesse quit. Shoot, if it multiply, it doesn't matter. You alliteration all the way through the multiplier minute. If it doesn't multiply, it doesn't matter. Just answer the questions, Jesse. No way. I want to say that six times fast. Go ahead. Shorty. Anyone still listening to podcast right now, they're either ADD like us, ADHD, or they're like, what did I just do with my life? I cannot get the last seventeen hours back. How long was this? Seventeen hours? I even know. Just barely. All right, well. Joe Rogan, we're listening. Quick answers. Best source of growth right now. Sorry. Don't say bye, Agra. All right. Best source of what do you mean? Can I it's like yeah, best source. Like cold calling, nurtures, events. best source. Relationships, warm warm leads. Okay. Relationships. roof rolls. Is that fair to say? Nice introduction. Yeah. Most underrated growth tactic. Talking to people? Most overrated growth tactic. Vomiting EXP on them? Favorite script or question to start a meaningful conversation. Tell me about yourself. I love that. Simple. Keep it simple. Easiest event for someone to host or invite to? A zoom. Events or content, if you could only pick one. Events. Scripts or relationships? Relationships. What's your favorite? This can be domestic, this could be anywhere. What is your favorite form of leverage? All I'm obsessed leverage. All of them I don't know, I don't have a single answer for that. Big one. Do have a tool? Favorite form of leverage? Yep. I'll tell you mine. Yeah, what's yours? Babysitter. So can we can I do a and mine is even more specific than that. It's either early in the afternoon or or middle of the day on a weekend babysitter. So it's a two hour babysitter that comes on Wednesdays from five to seven. Yep. So that my wife and I can go get sushi. Yeah. But we're still home in time to put the kids down and the babysitter hardly has to do anything. I love So it can be almost anyone and it's not a big deal and it's a consistent date night that is not a complicated date night or an expensive date night. Yep. That's my favorite form of leverage. So so my favorite form of leverage, I'm gonna lump three things together. Okay. My favorite form of leverage is like the inverse of what you just said. Okay. Because my wife and I sat down, I know it's not a minute anymore, but I gotta I gotta explain this. My wife and I sat down well before we had a family and we said, What do we want this to look like? And I was still running the business. She's a therapist and we're doing all this stuff. And I was like, Okay, let's look who we need. Do we need to get a live in? What are we gonna do? And she was like, Whoa, whoa, whoa. I wanna outsource everything. I'm okay with everyone outsource except for childcare. And I said, Tell me more. So what we put together, by the way, we do use babysitters, but sure, we have someone who comes to our house once a week for deep cleaning. Uh-huh. We like having a clean house. But better than that, we have someone who comes twice a week for three hours. Who is organizational, puts stuff away, folds clothes, laundry, and we have someone who comes once a week and does food prep. Yep. Okay. That stack of people, which cost me almost nothing, by the way. you people listening must be like, you're just rich. No, no. Dude, it's a it's it's so little in cost that you would be like, that's crazy. Relative to

the bandwidth that you get back and the quality time you get back and all the efficiencies, it is massively positive ROI. The house is spotless and organized, which by the way, my wife loves, which makes me happy, and I've grown to love it. Okay. My kids still do clean up, we have chores for them. It's not to get them out of it, but now it's not stressful if they make it if they trash the place, we're like, it's fine. we can go just hang out and be parents and l do what we love and be present. We have food in the fridge five days a week, 'cause by day six and seven we've eaten most of But good food. Healthy food that we want the r like that we we eat healthy like it's just there. And so those three things together, that stack for leverage has changed more in my life as an adult in the last few years than any other leverage I could tell you. And people will should. Do that a thousand times over before they'll hire an assistant or something in their business. Because doing those things in your business feels so scary, but doing those things at home will buy you back your life and your bandwidth immediately. And it's not scary. Yeah. Do you have a laundry service? No. We yes, because we have the person who crew those organizations does the laundry. Does the laundry okay, perfect. So we so yes. So yes, you do. I I I literally went to I was reminiscing about fluff and fold from New York City. That's where they stay. And I like, Man, I wish we had more fluff and folds and I c looked, sure enough. Our laundromat has it. We could call have someone pick it but we have someone to have a girl. Yeah. what is one trait every great sponsor or leader needs? Patience and humility. One trait two, sorry. That's okay. One trait that kills duplication. Overcomplicating. Best type of agent or leader to attract. Influential. Worst type of agent or leader to attract. Arrogant. What's your biggest pet peeve in attraction or recruiting? When someone starts talking in the middle of a partner intro call and then shouldn't be talking. Amen. One thing you would tell your year one builder self, be patient. Look for the small wins. This takes time. But if you consistently work at it and make an impact on the people around you, everything call everything falls in line. And that is the multiplier minute. Last question. To wrap this up. This has been a pleasure. Thank you so much. It's a great time. This is super fun. I know you've got stuff to do. it has been a pleasure. We should hang out more. I always enjoy being around you, your energy, your thought process. we do good stuff together. Absolutely. We need to figure out ways to collaborate. We've had we figured out a few, we just haven't executed, but we'll we'll keep talking. We're on the way. Yeah. If someone were teaching the Jesse Zagorski recipe for leadership and growth, what key ingredients would they absolutely have to include to get it right? For leadership and growth. What is the Jesse Zagorski recipe? I mean, I actually have five qualities of a leader that I teach, but I'm I'm not I don't want to do that one because I I'll give you one of them. Okay. Which is as a leader, if you want to create growth, one of the most important qualities is being able to inspire action in the people around you. What I mean by that is people do more when you're there than when you're not there. I love that. And I think if you're running a sales team, I think if you're growing a nonprofit, I think if you're Growing a revenue share group, whatever it is, that single quality. So you have to be present. You have to be present. But but even not even physically present. Right. There's ways you can inspire action. Yeah. You you you have to inspire action. Well, you could be present by getting them a wealth chart. There's there's ways that you can show up to inspire that action. A hundred percent that hang in their home that that stay omnipresent. But but think about this. There are leaders and mentors in your life that are no longer living. That have inspired action for decades and centuries. Yeah. Through modeling. Correct. That's the peak. Okay. That's the peak of what I'm talking about in this principle of inspired action. You start by being present physically and doing things, but as you really evolve, and I haven't mastered this, this is what I'm but I what I work on on a regular basis is thinking about these leaders that have managed to inspire action for decades and centuries. Like I love it. Is that wild? That's so good. All right. What else is in the recipe? In the recipe for leadership and growth. For you. for me personally. Yeah. As if somebody wants to cook up the Jesse Zagorski recipe. Yeah. You gotta be you gotta be a good problem solver. I have an affirmation that I say a thousand times a day. I've said it for years and I stopped like actively saying it. It just comes up all the time now. But like for five to six years, I literally chanted affirmations every morning and it goes like this I'm a creative, solution oriented, problem solving machine. Do your kids say it? No, no, but but they will. They I they're gonna pick it up because they're seven and ten and like I'm a I'm a caught not taught for a lot of these things because I I tell them so much and they tune me out. So I bet they they've heard me say it. Sure. They don't say it yet, but my I bet it'll he I'll hear them coming out of their mouth at some point. I love it. But you better believe and now that you've pointed that out, I'm gonna sure I say it around them in ways that one leader that I really I was inspired by would put the affirmations like that on the bathroom mirror where kids brush their teeth. I like that. So they would just see every morning. That's cool. Yeah. So that one I'm a s I'm a creative solution oriented problem solving machine. Gotta be a good problem solver. And I don't mean you know how to find someone to solve your problem. Right. you know who to actually go Chat GPT. Solve a problem. And how to use chat. And anything else? consistency. Consistency. I have a really high tolerance for repetition. Part of that ADHD slash whatever else makes my brain what my brain is. I'm wired for repetition. I'm a musician. As I don't know if we'll end up using I was I hope so. I I hop I I don't know if it was even on camera. There was some footage of me messing around with a guitar. But Every band I've ever played in in my entire life. Most musicians are pretty good with play it again from the top. most musicians are good I have a even more I was always the guy in every band that would drive everybody nuts because like splay it again. Yeah. Let's play it again. Let's play it again. One more time. We can do it again. I love it. Yeah. I would love to add one. Go ahead. Knowing you as well as I do. I think the last key ingredient is integrity. I think integrity for me means doing what you say you'll do. Yeah. And you are the type of leader that follows through on The things they say they'll do and people can count on you. And I really admire that about you. Thank you. You're welcome. I appreciate that. This is really fun, John. I I I really feel that the contribution you make to the world, and I'm not just talking real estate. I appreciate you. Is such a profound thing. And I'm just I I appreciate our friendship. So thanks for having me on. You're an awesome dude. Thanks, Jesse. All right.