FYR Fridays with Dave Amy Weaver 2 16 24

hey guys happy Friday another fire Friday today is I don't even know it's February 16th it's Friday and uh I'm so excited glad to have you guys back we are talking agent attraction um how to uh build wealth and help others catch the opportunity here at exp realy and I'm super excited because not only do we have uh one of my good friends um that who's hanging out with us because it's always more fun when we've got our friends around us and we do this together but she also happens to be the vice president at exp realy um and she's got a tremendous background right got a background in sales she knows real estate inside and out um has built a team and all of those things but also then took on a role where she was one of the top recruiting team leaders in uh you know one of the largest real estate companies in the world and did that so successfully that we stole her to help us lead growth over here at exp and she's doing phenomenal job so she's the one that everyone goes to to uh negotiate you know that the teams coming on and brokerage is moving over and for them to understand how to translate their business opportunity to the EXP opportunity um and uh it's working out all right I think we're getting uh you know hundreds of brokerages and thousands of teams joining us uh every year so I think she's doing okay so Amy Amy Weaver thank you for being here we appreciate you and it's so fun to have you here to hang out it's so fun to be here and I don't know which guy hired me or not but you know pretty pretty blessed on that end uh yeah somebody brilliant somebody brilliant somebody brilliant it's really funny because when I when I got um tapped for you know looking at the the position for the vice president of the East um I was like I'm am so not qualified for that and uh it Thomas he's like you are you are like I promise you are just just turn in your resume so uh it and here I am three years later it's almost been three years to the day that I was talking started talking to you so it's pretty cool that's amazing and I love the story because I mean you had it you were succeeding right I mean you were successful in your role you one of the top recruiting team leaders I forget what it was like over 200 recruits in a year 236 there you go who's counting right 236 recruits added in a year to the Market Center and that was not a one hit wonder it was multiple years of recruiting at a really high level um and so um you know Amy happy where she was she was succeeding she's well compensated and all of those things so here I am you know trying to steal her away and uh what was your interest level when we on our first conversation about a two it was about a two um and it wasn't because I didn't that I didn't see the model of exp because um Rich had that was the first time when I sat with Rich Thomas cini and a Panera Bread um is that scared me because I got really big I'm like why did I just there I'm gonna change my view so that I don't see myself um that big I can't talk to myself um I sat with him in a in a paner bread and you know the company that I was at was really anti exp and that was that seemingly had become their focus is you know every time I was in a coaching call it was like all the things you need to say to keep your Agents from going to exp so I was just like I was over exp to be honest with you um and then Rich tomasini sat and he literally described the model in a way that I had never heard and it really clarified some things for me that um I had been told incorrectly um to be honest with you and I saw the opportunity and then I knew um at that point when I was bringing agents to um my Market Center that um I wasn't being honest anymore about you know this was the best place for them so definitely it put question marks in my head um my my problem my uh my problem which you were able to solve is I saw it um and then I didn't I was getting paid as you felt as you said I was getting paid well I was being compensated well um and I had really gotten out of production alog together to to lead the Market Center and so there wasn't really an opportunity for me to bridge that Gap um between the salary that I was bringing in and coming over to exp I saw it um but I was kind of trying to figure that out um so my My Level was a two but I did understand that exp was a great model you helped me because you could speak the language of both um my old work rge and exp and you knew my pain points um and so that really helped me to understand like even if I don't get this position once we finish talking a few times I'm gonna figure this out I'm gonna make it work because this is where I need to be so yeah yeah that's awesome I could see your like your body language shifted throughout the call you're first kind of like yeah yeah yeah and towards the end you're kind of leaning in you're like all right let tell me a little bit more about that so yeah you know it's interesting though one of the things that you know e for you in in leadership position at your former company you were fed a lot of misinformation about you know about exp right and that's you know that's typical right I mean you know when we first started with that company you know at least you know for me early days with that company you know all the other companies were doing the same thing right about about that company and now that company was doing it about exp um but you know that information is then taken as okay these are the facts about that company right and so then we go to our agents and agents are saying hey what you know what do you know about this new model you know and they go well this is what I know and that's the information so then the agents have that information so a lot of times when it comes to agent attraction um you know we don't know that other agents are coming from a position of just misinformation right they're misinformed about the opportunity um and so while we're you know enthusiastic about it that you know a lot of times we don't understand that there's a lot of their objections aren't objections they're misunderstandings sure absolutely still happens like um day in and day out I'm talking to agents that are recruiting and they're they they're like they they had no idea like what the true model of exp is and it blows my mind because we have 990,000 agents now you would think they would have heard it a time or two um so that's one really key thing is you know if you're if you are going on track because they had talked to other exp agents um make sure you do understand the model and what what our offerings are and how it works so um I think that's a really key Point um but uh if you remember Robin man uh who is amazing uh when we were in where were we in New York City at Inman um recently she happened to meet someone as she was getting drinks at the bar um that lived in Martha's Vineyard and uh she was at a boutique brokerage and she had never in her life heard of exp so um she's going to recruit her over here and um maybe that'll change the face of Mara's Vineyard we'll bring luxury to to Martha's Vineyard through e Fe so yeah so you never know like either they haven't heard of it all at all or they have misinformation either from one of us or from you know an outside brokerage so yeah it's it's it's interesting how that continues to happen when when there's so many of us out there now I know well so you're in Charlotte uh you know the Charlotte the greater Charlotte market and that's that's become a hot bed for exp what's interesting a lot of people um in in the fire you know partner Community are Northeast Mid-Atlantic and this has been and it's fairly typical um just in in general I mean we've experienced this before with other companies and even in other Industries this area is a little bit more traditional um in its structure and so other parts of the country like Texas seems to move really quickly to new ideas and adopt them and everything else and kind of not be a standoff Florida California and then you know North Carolina has grown really fast and people have seen it and adopted it and up here it's we're still in that growth phase we've got a fair amount of Agents up here but it's it's we they're still our pockets like Martha's Vineyards and other markets where nobody's heard of us it's and I'm jealous of that I'm jealous of that because that means there's opportunity still you know um I mean it so much opportunity if you can tap into that and um grab hold of it and get that one key player that's going to change the face of you know suddenly there's exp agents everywhere um and it happens really quickly because that's that is what happened in the Charlotte market and Rich was part of that like he was um he was the instigator for growth here um and we are inundated with e agents but I love it U I love it but it's you know it's still everything still has opportunity don't get me wrong um um but if you're in an area like you guys what like you're describing like so much opportunity there and for the agents that are in an area like that who maybe haven't experienced the way that it takes off and the way that it it kind of snowballs and grows really fast and stuff and the benefits early days maybe can you describe you know what what Rich you know how how that happened through that group and and then how it's you know like how should they approach it in their Market to be the one who I was call it nudging the snowball off the ledge right how did they get that started well I I know for Rich's Theory um it was he was looking for influencers so he he was looking for you know those uh team leaders and you know the ones that he knew had a high a very successful record of recruiting or whatever so that's how he changed the game here is because he knew who to go after um and so once he did that then you know just spread like wildfire um you know everyone's so different so you know if you're just getting started um you know I'm a relationship based person so I'm going to uh nurture invite I want them to trust me and once they trust me um then you know I I'm going to continue to have like business conversations with them and help them out and then I'm going to start inviting them to things I do believe what Brent says like you know uh they make big decisions at at big events and so if you and take take them or get them to come with you alongside you to really feel the energy of exp and see the the minds that we have and the entrepreneurs and like the biggest you know business Builders out there are at exp and if you can get to the see that feel that then I think it's a no-brainer for them um but I always like the conversation is are you open are you open to having a conversation and no one ever wants to say they're not open to something so if you're like are you open to having conversation just you know about your business business and what it might look like if you were to bring your business to exp um and say it like in a real like casual way um not like hey you need to like you need to look at this you know whatever um at least that's my Approach um it always worked for me when I was you know cold calling at KW or calling you know for craw sales but you guys when you have craw sales that's a key opportunity I was always like I treated them as great as my client um and so when and when they were when we're at the closing table I was you know building a relationship there and then that's how I built my own personal you know um KW down my downline at KW I I didn't mean to say that but um that's how I built my own there is by you know building those relationships and inviting them for coffee and and then they actually start asking you so tell me tell me about it you don't even have to approach the subject sometimes uh once they know you trust you and like you and they feel like you know you're building this relationship for the right reason they bring it to you a lot of time so it just takes one but I think for Rich like he looked for those very key uh leaders that were influencers and he knew was that were hungry and were going to make a difference and so I think that Domino led to several other ones you know um coming into fuan so that's awesome so two key two key takeaways from that okay so one of them being you know just like being great with the other agent right you talked about treating the other agent as good as as well as you know it's the right word there as well as you treated your your own client right and so you know you are you're you're being great to work with you're picking up your phone when they call you know when there's critical moments in the in the contract you know you're making sure you're not making their job Difficult by being super responsive giving them the information that they need being kind with them making them look good I I love uh having seeing agents who would um who would say nice things about the other agents at the closing table to the to their clients like hey I just got to let you know like you're so fortunate that you work are working with so and so because there such a good agent right and they were they're so great to work with I love when I get a contract that comes in with their name on it because I know it's going to be a really great transaction right and they're going to bring me great people so they making them look good in front of their clients you know and that kind of stuff is something where you don't have to do it but uh anyway so yeah that that kind of a thing there opens the door because it builds that trust with you and they like you um and so they'll come to you and ask you as you mentioned so that's one key thing if you want to say anything else about that before I talk about the other one no just you know people want to be in close proximity with people that they see are successful and that they like so um I like how you praise them in front of their clients if you have that opportunity I was seeing like in DC there separate closings but if you have that opportunity to praise you know that agent in front of their clients then you're right like that there's nothing anyone likes better than for you to make them look good so um they're automatically going to be a fan of yours so yeah yeah exactly if there's any interaction with the with the other clients on the other side say I mean even if the other agent isn't there if there's any time where you're ever interacting with them um taking that advantage to just say you know to thank that agent for how professional they are how great they are to work with or telling the clients how great their agent is is always a good thing um and then the other one was Rich's approach to go find other influential people right I mean it's you know we want to get into business with good agents who are selling houses and all that kind of stuff and we're a real estate company um however from an influence standpoint inside the market not everyone's created the same right and and production level is not necessarily an indicator of influence right but it it it can be I mean obviously they're they're going to be more well known if they're doing a lot of business and their signs are everywhere so what do you think makes that like if if you're rich found some influencers and then those people that's the the ripple effect right so what makes someone influential in their in their Market I think the history um I think that um I mean obviously with me I had a history of uh of bringing agents to the Market Center he could look at that and see um I think if they're you know if they have a huge social media presence um and a huge following um for that then you know they're influential um and um he got Key T who is also a team leader at Keller Williams so um I'm trying to think of who are the other really big ones um Adam day um he he just like he looks I think for key things and I think having a social presence that other people other agents know them well like when you bring up their name um they're like oh yeah I Know Her Like She's greater I know him like he's amazing so if if when a whole bunch of people in the community all know this agent then you know they're going to have huge influence so um I think just looking for those key people and you you only need a few really right so um having a few is going to create like a I mean he had Carrie Brer Carrie Brer is killing it right now and so um she's hungry she understands it um she loves the model um and she just wants to impact lives so I think you know when you put all that together uh it it makes her influence so yeah yeah that's awesome that's awesome and some people are um shouting into the wind you hear them like you know what they put out there on social media and you say they have one like and no comments but some people when they when they talk you know out on social media it's like everyone's responding everyone's laughing at their jokes everyone's sharing their content you know interacting with their post and that kind of stuff and they so they have real relationships and those that's that to me is a a great sign of influence when they're out there on social media and no one's interacting then just doesn't mean they're a bad person it just means people aren't paying attention to what they're saying oh so true yeah so true and and that's a gift really um and not to say that people won't surprise you because I've had people surprise me before I'm like wow I did not I did not see that coming it's R because you can almost feel it when you're if you're in a room with them you can feel the energy even through Zoom sometimes and you're like wow they're going to be a game changer so yeah but people have surprised me before yeah you never know right um so um with with the market changing right and and a lot of Agents getting out we've seen the reports of people getting out of the business fewer people getting in a lot of people going to referral status or maybe you know people that Wen weren't producing moving to companies that um you know are flat fee or you know don't you know just don't charge them anything exp is still growing we still have thousands of people every month joining the company so like what are you finding what are the things that are most attractive to agents right right now like in this current market and with what we offer and stuff what are you hearing out there that are are usually the triggers that people go man I'm coming because you guys have that like what are people most interested um so for my part I'm I'm mostly talking to large teams and brokerages and I think um you know if you're going to talk to brokerages broker owners um there's there's some pain right now because they're experiencing some of that same loss you know their business is down 30 40 50% you know they still have the same expenses um they're looking for a solution and we are very much that solution for them to be able to still have the autonomy um to you know of their broker owner business because it's just broker by exp but you know we we are pretty we let them be autonomous for the most part with with how they come over but we can leverage all those things that they don't like to do um and so we are the solution ution for those brokerages that are looking for a soft place to land um and to have some income outside of you know most of them are upside down to be honest with you so the revenue share is um huge for them and then of course you know um everyone has heard of you know all these uh incentives that we have right now so they've got their ears up they've seen that out there you know agents are bringing it to them so um for them it's looking for a place where they can their agents can succeed they can benefit from stock um they can plug into our referrals they can plug into all these solutions that Leo pra has you know helped us gain all these different you know revenu and um exp exclusives and all that so once they know all that and they know that I can plug my agents in and I can go focus on growth and I don't have all the headaches of you know all the backend office stuff or the liability um concerns then they they're ready willing and able to talk to us so um Frank and I are going to see a 600 agent brokerage um on Monday day and then while we're there we're going to travel to Hilton Head and see a 40 agent brokerage um and both of them are ready to sign um Felix and I are working on a 500 agent brokerage um that is flat fee actually we were able to come up with a solution for them because she was in pain um and she uh she picked up the phone and she's like I'm ready to we had talked to her before um so don't forget about those people follow up and she's ready to come we worked out a solution for them um for teams I think we still have great Solutions um for teams that better yeah she likes it I think you know I think that they're looking again to be in close proximity with people who are walking the walk and exp has all of that like we have the best the brightest teams we have the best the brightest agents we are not for everyone and that is okay we don't need to partner with everyone so you need to find um the the agents that you know have a Vision they have a vision for having a big business but then also tapping into you know understanding like this the stock awards are a great option for them or um you know the the revenue share and most of you know single agents don't necessarily see that upfront um but once they get in here you know six months 12 months later like oh and if they're excited about where they work and excited about where they hang their license and the people they're surrounded they want to talk about it and so once they start to talk about it and feel it um and they get so excited they want to just spread hey you need to like look at this when you get so excited it's like within you you're like I want to change the I want to change your life I don't want to change your life and so so much opportunity this is hunting season right now this is recruiting season so you might see us lose some but um I think you're going to see us gain a whole lot more um because we're still the solution for for those agents that are looking for something more for for deeper training more collaboration um a way to grow outside of just their real estate business business would also grow with their real estate business so lots of opportunities uh and we're Innovative like we're we're never going to stop growing and changing not super drastically changing but changing you know as it it helps suit our agents um you told me on day one that we are agent success obsessed and um I see that now more than ever because every time I'm in a a meeting we are always looking for ways to make um for you guys to put more money in your pockets and so we're always looking for better solutions for you more opportunities so I think that um you know we are the best solution out there we're going to and if you're out there you know showing all those things and putting it on social media um I'm going to give a little secret out we Frank and I are talking with marketing right now we're trying to get this uh into marketing we're trying to have like a post of the week so if we do that and we like all say all of us exp agents 90 all 990,000 of us are going to like push this this week and this is like showing um how great we did with our referral last year you know over 1.3 billion closed in referrals last year from from reveno that's going to far exceed it this next year and that's what people want is a place where they know that they can go to grow their business and that they can still put food on the table for their families but it's kind of it's it's scary out there right now right it's scary for these agents yeah I think most agents and you mentioned this you know most agents don't really get the revenue share side of this until they're here and they're in the environment because they most people say I don't want to be a recruiter right and they don't understand the concept so they're here because they believe this is a platform that will help them sell more houses uh with better quality of life better opportunity be in a good environment be able to learn and collaborate and that kind of stuff those are the reasons that you know 80 90% of the agents move to exp it's once you get here and get in the environment that you're so excited I call them accidental recruiters because now that you know it's you know you don't get paid to talk about a movie that you went to um and tell other people that how great it was but or or a restaurant that you go to they're probably not paying you to go tell everyone like hey have you been to that new restaurant it was amazing I love it you got to go try it out we're just we're Evangelical about it because we're excited so company's job which is why Glenn uses the net promoter score is you know make our be agent success obsessed that they can't help themselves like we want to do with our clients from the sales standpoint if they're so excited they're going to talk about everyone to you just because they're grateful exactly exactly um Frank says like how much ownership do you have in your in your company right now and you know it's so true um we we were all owners so uh that's a pretty great place to and they don't necessarily think about that and um it was funny because when I was anti exp and when I was doing my due diligence after Rich tomasini uh had talked to me and he like made me think in a different way um I started calling some of the agents that had left to come to exp and I'm like tell me the good the bad the ugly and um one of the agents was he was an average agent um and he I called him up um just because I had talked to him several times at The Market Center his office was like really close to mine and um I'm like tell me the good the bad and ugly he's like well he's like Amy he's like the training is better than any training I had at our office I was like dang that's a cut um you know training right he's like well Amy um we had a Frank in our office and um he's like we've got Frank te ing you know ignite he's like he's he's done like three transactions this year because he has time we at exp we have our icon agents that are you know teaching our training they are boots on the ground you know walking the walk having tremendous success and those are the ones we want out there you know teaching and training you guys um he's like my business has increased over uh 300% since I've been at exp I was like dang that's incredible he's like also he said um I didn't even realize this but I was sitting down next to the CEO I was just having like a conversation he said and um I'm just talking to him just thinking he's just another guy he's like um when he got up and left and they're like dude you're just talking to the CEO he's like I would have never known it he's like he just like normal people he's like I don't think I'd ever get the opportunity to even be within a football field of Gary Keller and I was like yes and so that was true he's like but most importantly he said um I've been with this company I think it was like two years he's like I ever have over $250,000 and stock he said I never would have had that where I was he's like and that's lifechanging for my two kids so when you tell stories like that that that story resonated with me I was like wow like that's huge I'm like where do I sign um because he had a two-year-old and a four-year-old and I'm like there's no way that you know I don't care where the stock is if you're earning stock and it compounds over time um that is something you're not getting at your brokerage and and that does that does change um your kids your life and your kids life and their kids lives and and that's what I'm always looking for I'm always looking for like how what impact is this going to have on my family yeah and you and I have two kids in college so you know that's rough this I keep saying like what that big chunk come out of the checking account EXA oh yeah that's why yeah we're feel we're feeling your pain we're feeling your pain yeah so yeah so that's I mean that's that is that is the coolest thing and and the ability to somehow translate that because most people wonder about how do I how do I talk to someone right how do I how do I BR a subject how do I go talk to someone about this and you know I think you know being fully engaged understanding even if you haven't had your own experience yet like maybe you just got here but look around talk to other agents look at the opportunities take advantage of the opportunities um that are here and allow it to impact your life build the relationships get plugged in because you're going to meet people that will change your life you're going to meet people that share things with you that help enhance your business that make this a place where you're like man I love it here all of the things right be involved in the Stock Program all of those things you know don't let those opportunities go by and hear other people's story but that's the thing right that's the thing that draws people in is is that and so the the opportunity to change lives you know if you if you allow your friends to to I mean I'm not saying they need to be here maybe in the right place for them but if you don't even share with them the opportunity right later on if they end up here how many times have we heard that people join and then they look at someone else they know and be like why didn't you ever tell me about this like why did that person have to tell me I thought you were my friend actually had a big one like that um she's she's huge and she is on fire and I should have known she's an influencer because she's a coach um coaches are also great influencers right um she's a coach and she had a massive following um when she left you know KW years ago like tons of people followed her and I had talked to her about coaching at my KW Market Center I tried to get her back over and she was intrigued but it didn't you know it didn't change her life um so I came to e p and I completely missed the opportunity but I'm so glad she's here but I saw her at an event here in Charlotte and she was like um hey she's like I would have come with you if you would have asked me but you didn't ask me about it and I'm like dang it I was like dang it so there you go don't say no for someone else right well was just showing me like the top earners of our newer agents and there her name was like number number seven and I was like she is could help me pay for college don't be don't be a secret um excited agent either you know so it's you know if you're excited about where you are and what you're getting um you know don't don't be afraid to share it people can tell you know when that's authentic and when it's not I think Au authenticity is really huge um you know if you're not really that excited about it you might want to wait until you are get excited you know um I think that authenticity shines through but um I I get on fire about where I am um and so I I do want to share that with as many people as possible so that's so cool how are you doing on time I want to be respectful of your time stff I hear I hear I'm out here but um yeah if we want to do Q&A I'll get them all right let me I'm going to remove our spotlights here and all right guys if you want to um either throw a question in chat for Amy if you have any questions on either something she talked about or something that's burning on your mind for her um go ahead and throw it in the chat we'll try to go through here and look at it and I saw some good chatter back in there and and thank you Frank for jumping in on some of those as well it's awesome um definitely opportunities to uh Frank working in there yeah right if you've got if you've got people you're talking to what um and real quick maybe something of clarification because people wonder about what exactly does the growth team do and and everything else what's their role um and the primary role for the growth team is to support you in agent attraction right so it's it's education on you know how how the company grows education on what the company offers education on how to differentiate for teams and and brokerages and everything else um and how to talk to people and all that but then when then you may say okay I've got someone on the hook right and I don't know what to do with them right connecting with um connecting with the you know someone on the growth team and allowing them to have that conversation um and guide them through and then potentially like for a brokerage it's negotiations and and and full Financial modeling and everything else so that's the kind of stuff that they that they do for you so you've got someone big on the line and you say hey they want to talk to someone from corporate you know hundred million producing agent isn't typically going to move change brokerages without talking with someone in leadership at that company to verify everything you're telling them and to understand what it's going to look like to move over Etc so that's what that's what they're there for yeah and um I mean you guys have Frank uh I feel like you know Frank's chime in because we have an amazing team right now um they know I would walk through fire for them and they would do the same for me I believe um so I we we really have talented like above and beyond Talent right now on our team so yeah Frank tell tell them about our talent well I just think that you know the collaboration at the agent level we all know about that but there's even a bigger collaboration at the growth level and you know we have a philosophy on our team that it's always a yes until it's a no so there's nothing that we're not open to having a discussion about and um you know just get them on the phone with us or get them on a zoom with us and we'll find a way you know but it kind of gets back to what Amy says that you know this may not be for everybody or sometimes people are just so focused on um you know the the percentage or the dollar that um they don't see the big picture and you know we have a way of letting them see the big picture so um I was on a call yesterday with a Brokers from New Jersey who had never heard of EX they heard of us they know what we're about we have over 5,000 agents in New Jersey like how do they not know who we are right and I had to explain the whole model to them uh it was a Remax thing of there 955 and we had to get through the whole commission split thing and I said well listen you just paid Remax $75,000 I don't care about your 9 55 split you're going to pay on 16,000 so are you really concerned about the split or you concerned about giving yourself a $60,000 raise and it's really funny some some agents like they don't even take the opportunity to do the math I'm just like I just always perplexed about that so yeah yeah a lot of people get caught up on the split and it's like know you're gonna you're gonna hit the cap in like two three sales six sales maybe right depending on your average sales price so now you're done um hey there's two there's two questions in here real quick and um let's let's go through them I don't think they're they're real long answers so I think we can get through them um but uh so Cindy had typed in here that she feels like people kind of glaze over when you talk about Revenue share and and then later on they're they're they kind of too shy to Circle back on it and I think you know some of the stuff we discuss is just the fact that um typically unless someone is really growth-minded and they really you know they're very entrepreneurial and they're looking for lots of ways to leverage income uh you know I found upfront I I only mention revshare and at the end like oh by the way what like it's all about you know and again it's you're asking questions right and then you're you're you know meeting their needs and then it's oh by the way what are you guys finding on that on the approach and I agree with you like I I let them talk and figure out like what it is they're looking for and what's going to drive them or what are you most excited about you know as we talk about it most of the time it's not Revenue shares so um I always leave like you know and the cherry on top is if you ever get interested in this you know I can help you with this because I'm very growth-minded um maybe you're not but you know uh this is an amazing um Avenue where you know it can be a lifechanger um lifechanging because it can suddenly cover and this is where they kind of tune in like what if it covered a utility payment or then it led to a car payment and then it led to your mortgage payment like that's life-changing so you know if you ever get interested in that I'm here to help you um and I have a whole team of people that would love to get involved and help you with that yeah what are you guys seeing yeah well there's the other question there too where it's asking about Carrie's asking about the playbook for a list of benefits for approaching Brokers and team leaders and Carrie the thing about that is it's a different conversation than just talking to an agent you know they have different concerns different pressures they have different um um I guess responsibilities and so getting back to what Amy's talking about it's really getting to you don't want to sit there and just list features and benefits to a broker or an owner because they may not be interested that so there's other things uh that are involved and what we say to you is you know if you could just say to them and a lot of times I get back with Amy saying um I always put a time limit on it hey do you have 15 minutes to talk to somebody and we will cut it off at 15 minutes people aren't afraid to talk about their business if you just say hey just give us 15 minutes will you talk to one of our growth directors for 15 minutes and just I get to know you and and fill things out a little bit if you guys can get that introduction then we can help you land that plane our success rate is really high so I think we brought in I don't know what the final numbers were somewhere between 300 400 teams and brokerages in 2023 that's somewhere in that range that's a lot you guys so and all that started with just a simple introduction or a simple conversation I think that was just brokerages um and teams that was like like thousands yeah over thousand yeah yeah and you i' also I found that people are running away from or running toward people right and so they're either running away from a you know a negative or they're moving towards an opportunity and so in your discussion with them you can kind of get a feel for where their head is Right are they you know because they may be looking at you know um you know hey we're succeeding my brokerage is good everybody's happy and you know so like why would I go anywhere but if you show them that there's more opportunity ahead in a different model then suddenly they go okay I'm interested in that right so it's like they go hey you know why would I move over why was this you my my our model's good my my brokerage is good everybody's happy I'm making money um you know and that same for a team and they don't know if you know if they don't have an opportunity where they are they don't know that it exists necessarily and so showing them that a different opportunity in addition to what they have exists is great for a running toward person if you do that from a running away from person they're more worried about well what about my expenses what about my building what about my staff what about my whatever like they're all worried about the wha ifs and that's a running away from person and we have to help them translate their that business model to exp and understand how it works and that's what you know so this team can sell both they they can look at the teams and look at the brokerages see what they have and then know what we offer in an addition for the running toward people but they can also take the running away from folks and help translate their business model and help them think differently because they really have to have a mindset shift and say you know we'd always tell people you know if you're going to come here and do exactly what you're doing there then it's not worth the the change come here here and do business differently and do different you know it doesn't have to be drastically B different but you know change to this model and you'll have whatever it is quality life income you know Etc love that that's good awesome guys us yes call us like we're here and so I think the one thing I want to close with you know um is you I think when they're ready to come to us obviously always reach out um if you are kind of stuck but um a lot of times a third party a three-way call like from a third party to come in and validate or you know to help ask questions but generally speaking like on a scale of one to 10 um when they get about a six or seven um then we can help you get them across the finish line so uh just so you just so you understand that and um um but we're we're always looking to be helpful we want to help you grow like um we get we're very passionate about that and so um again like you know just reach out and we'll we'll help find a solution so we have a great team yeah that's awesome and that's and that's you know there's 90,000 agents a good percentage of them are talking to other agents there are four leaders on the growth team so well there's more now there's more now because we have some folks you know for a state and that kind of stuff but from a national perspective um so you know so you want to go through your channels right the first you know you're doing the first conversation with them yourself you're just and and you know just kind of hey we're building the relationship creating an interest then you're going to bring bring in either your sponsor or someone else in your group to have the secondary conversation do a third party endorsement and and uh kind of go through some of those things and once that person is is interested if they're a if they just need to something to push them over the edge right or if they're a high producing agent and they need to go through something a little bit more complex and then you're reaching out what's the best way when people want to bring you guys in uh for them where do they go where do they send that message the best way I think is um the the email and Frank can put it in it's growth. teamex realty.net I get a lot of um I get it from every which direction but work chat is where I see like this is work for me you know this is work um but I get a lot of people that will um somehow another day they get my cell phone number I remember saying like don't let them have your mobile number and somehow or another they still get it um and so but when I I'm more apt to drop the ball um but if you send me a personal work chat or Frank a personal work chat what we're going to immediately do is bring our team into it so um Katie missero wies um and Paul um Regina kind of handle our schedules um so either can send us a I don't want you to have to remember those names either growth. teamex realty.net or send Frank or russer I or Sean like a a personal chat and we'll immediately um put that get the people in there that need to be in there awesome growth. team growth. teamex realty.net or hit up Amy or Frank in workplace and and then they'll bring in the the team and everything else um and I know you know I want to add one more thing because I think forget you know one of the advantages of being part of the fire group is Dave Canard uh just to remind people Dave can you tell people how many how many agents were at exp when you took over as president uh about 10,000 and how many did we have when you left about 90,000 okay so there's a growth of 880,000 Agents under this man's leadership so if you guys understand something there's two there's two ingredients to being successful at exp number one is to think bigger than you've ever thought and get out of your comfort zone number two is to leverage the platform and the people that you have we have the former president of the company in your upline who brought in over 70,000 people to this company if you guys aren't leveraging that you know you understand we've got a lot of Talent on this team guys so we're all here to help um and and to plug into this thing and you know Amy is phenomenal been working with her for a year and a half now she is an unbelievable leader I love working with her every single day I'm here because of Dave canor I love working with Dave every single day guys you got great leadership here to help you so just please plug into us and use us that's what we're here to do that's all I got it's my public service now D well thank thank you Frank I appreciate it brother what's that am I said amen dro the mic well you got way I think the growth has seemed like it's flat since you left Maybe need to come back Kristen is throwing things at you right now I know and we we'll let you support these guys you guys are doing amazing things so well it's it's so much fun it's so much fun and you know you guys are the ones that made it possible for me to be able to step away um with confidence um because I love love exp I love our group and I love what we're able to do and and um you know knowing that it's in in great hands you guys are doing phenomenal work it's so much fun um and this is this is this is great guys you have a group of people all around you um to to support you so you have people you know sideways up down all over the place and their staff um so it's really great so lean in have your folks there and I would say you know a lot of people um you know rev share is kind of this thing that you want like this idea of all this you know like this I can have this passive income I can really you know whatever whatever it means to you and and what what it might do for your life but then there's almost like fear of it like it's it's so scary the concept of you know of whatever and I think for us that have been you know recruiting for a really long time and having conversations it's sort of second nature and so I would just encourage you guys to um you know to put kind of get those limiting beliefs out of your head because Amy you know you how many years were you a team leader roughly three three years okay so she's recruiting hundreds of Agents a year being being new at it being new at it it was not you know you know it was not like oh she grew up being a recruiter and and I was a recruiter at another you know company or industry or whatever it came over whatever you know and so it it's a lot of us put you know something out that you know in our head that make it this super complicated thing and then we we what if oursel to death and then we never get started and so I would just encourage you guys for all of us that have been in doing it we all started at some point being completely ignorant of the process and how it works and having no background in it um and it's if you care about the people I mean that that's one of one of Amy's strengths right she really cares about helping other people succeed and so it's just a conversation how do I help you and that's you know and that really benefits and that's that leans into you know kind of who we are as a company people want to be around you if they feel like you can help them succeed kind of the secret sauce so Amy thank you for all the work that you're doing I know you were like you put in a bajillion hours I know I know what you do I know all the stuff so thank you for the work that you do um to help everybody else succeed it's amazing we appreciate Amy is also the executive representative for exp luxury so she helped get that off the ground and get that started and keep it supported and the uh um The Advisory Council that's there and supporting them um from the executive standpoint so that is an also a whole another incredible thing that's there and off of that she's also helping with the launch of the sports and entertainment division that's coming out of that so a lot of really cool cool stuff that's coming through there so Amy thanks for um thanks for everything you do thanks for hanging out with us we appreciate it tell you we're sorry we stole you for a while but thank you you guys are great uh thank you it's so nice to meet so many of you don't don't forget reach out if you if you need anything with growth or luxury absolutely all right talk to you guys awesome thank you guys appreciate it