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Why WEALTH Building?
Who Is Here Today?
I already do that…..
Theory Application
Objectives
• Focus on you
• Focus on your goals
• Focus on your team
• Focus on your organization
• Focus on your future
WEALTH
LIFE
FAMILY
HEALTH
$$$
Kevin & Shelley’s WEALTH Vision
W
E
A
L
T
H
Wake up early and ready to WIN everyday
Entrepreneurial spirit – Excitement – Build & Create Opportunities
Asset Accumulation = Freedom
Lead others for a common goal (Team & Community), help facilitate growth in others
Travel – See the World & Family (6 weeks a year, 1 weekend a month)
Healthy Lifestyle – Workout 5 times a week, active hobbies (Scuba, Skiing, Mountain biking, Hiking)
✓Clarity
✓Focus
✓Protection
✓Execution
Re-Engineer…………..Re-Think
Entrepreneur
ManagerTechnician
Balance
E-Mythby
Michael
Gerber
Entrepreneur
• Visionary – future business
• Goals end of year (# of homes sold)
• How to create opportunity to meet goals
• Planning networking opportunities
• Finding and securing preferred partners
• Planning opportunities for growth
Technician – All the frontline items
• Staging the home
• Marketing the property
• Writing Contracts
• Scheduling & Showing Homes
• Listing Presentations
• Signs in the ground
• Negotiating Contracts
• CMA’s
Manager
• Manage all steps of transactions
• Manage settlements
• Manage vendors
• Evaluating performance
• Operations for facility
• Events and organization
What does a successful
week look like to
you?
Priorities168
HOURS
56 Hours
Sleep
12 HoursMaintenance
100
Minutes
A Day
Relationships
50 Hours
Business
50 Hours
Deliberate
• 56 Hours - Sleep
• 4 Hours - Exercise
• 4 Hours - Education
• 21 Hours - Family
• 6 Hours – Hobby
• 40 Hours – “Work”
• 37 Hour - ????
Life is a Series of Presentations• Networking events
• Grocery store
• Settlement table
• Phone call
• Email/text
• Showing
7% | 38% | 55%
Married Entrepreneurs
❑ Significant Other
❑ Children
❑ Friends
❑ Household service
provider
❑ Retired neighbors
❑ Business service provider
❑ Networking
❑ Clean house
❑ Dinner
❑ Bookkeeping
❑ Real estate errands
❑ Marketing
ActivitiesPeople Who Can Leverage You
eXp Attraction by
Your Significant
Others
• Barber shop
• Grocery store
• Restaurants
• CE Class
• Church
Understanding the Difference
Profit Share vs Rev Share
● Our commission split structure – 80/20 with $16K cap
● eXp’s revenue comes from the 20% paid in by the agents until they reach their cap
● You receive a direct deposit into your account each month on the 22nd!
● Amount of your current monthly revenue share is shown on your eXp dashboard DAILY!
● Exact revenue sharing amounts for each “tier” of attracted agents has been predetermined.
Understanding How Revenue Share Works
How to Unlock Multi-Agent Revenue Share
Sponsored Agent LevelPersonally Sponsored
AgentsTotal Share % Annual Revenue Share
1 (Personally sponsored) Any # of agents 3.5% Up to $2,800 / capping agent
2 (Sponsored by position 1) 5 Agents 4.0% Up to $3,200 / capping agent
3 (Sponsored by position 2) 10 Agents 2.5% Up to $2,000 / capping agent
4 (Sponsored by position 3) 15 Agents 1.5% Up to $1,200 / capping agent
5 (Sponsored by position 4) 20 Agents 1.0% Up to $800 / capping agent
6 (Sponsored by position 5) 25 Agents 2.5% Up to $2,000 / capping agent
7 (Sponsored by position 6) 40 Agents 5.0% Up to $4,000 / capping agent
Passive Income Example
• 1st Level 10 x $2,800 = $28,000 YR
• 2nd Level 100 x $3,200 = $320,000 YR
• 3rd Level ? • 4th Level ?• 5th Level ?• 6th Level ?• 7th Level ?
$348,000 YRwith 110 agents who capPlus 3,750 shares of stock*********************
Cap = sales of $2.66Mil
10 Agents Who Sponsor 10
● Make a List of Agents & Affiliates● Learn to Invite (Less is More) not Present● Webinars – attend at least 1 a week● Weekly Lunch & Learns – make it a habit● Wealth Chart – screen shot every month● Tracking – personal feedback on your growth● Follow Ups – weekly & monthly● Set Goals – weekly, monthly & yearly● Takes Effort – you are building a real estate company
within a company● Takes Time – consistent effort
First Things First
Rob Flick’s Wealth Chart
12 Tier 1 Agents
Do’s & Don’ts
● DO NOT send mass emails.● DO NOT mass invite through social media.● DO NOT mass cold call.● DO NOT post income claims.
● DO personally invite agents you know.● DO sell more houses & meet more agents.● DO make referring agents part of your “biz plan”.● DO find Buyers & Sellers & Quality Agents.
How to Make Agent Connections
● Open houses ● Through transactions or showings● Local agent events● Friends & family who know agents… either locally or worldwide!● Through affiliates that you support (Lenders, inspectors, insurance
agents, etc.)“What agents do you know who may be interested in learning about a new company?”
How else can/do you interact with agents??
Rob Flick has learned to say as little as possible when he is talking with people. His only goal is to get them to watch the webinar or get them to one of the lunch and learns. ** We have found that using our upline is HUGE!!
This is what he usually says:There is a new real estate platform and technology that is revolutionizing the real estate industry. You really should know about it. Can you watch a short webinar?
If they push about more info: Well the information is about 90% visual so you really have to see it or you won’t really understand the information completely.
If they keep pushing:It was started & developed by a tech genius that worked for KW. The #1 RE recruiter in the world is the one that will be doing the webinar and telling you about the platform.
Invitation Script
Follow Up Opportunities
● Share good news – create interest & curiosity> Send them the stock ticker: EXPI> Send them the Glassdoor article – Glenn Sanford
● Invite agents to lunch & learns● Text, IM, Call
Rob Flick’s Wealth Chart
24 Tier 1 Agents
Tips for Sponsors - Education
● Watch eXp webinars over & over… know your company
● Attend Lunch & Learns – whether individually or with agents
● Learn platforms (every Thursday at 11AM at LJR office)
● Watch Step-by-Step video series on eXpress Way (Skyslope, Enterprise, Digisign, Kunversion) – set up a workshop with your agents (learn together)
● Attend National events
Tips for Sponsors - Engage
● USE eXp WORLD… get comfortable and get your questions answered. It is GREAT to take agents on a tour, introduce them to the departments, and get their questions answered when you meet with them!
● BE INVOLVED… attend the State Meeting, come to our local events, attend classes and Mastermind Sessions in the cloud every single week!
● Be a support to your 1st tier agents, especially!>Ensure they get their questions answered… connect them to your upline!
>Give them our “Onboarding Process” document OR pay our Onboarding Specialist. No one enjoys being “thrown to the wolves”!
>Include them in all meetings with agents they are talking to… so THEY can learn how to support THEIR tiers of agents as well ☺
No! … means Not Now!
Follow Up! Follow Up! Follow Up!
Lunch & Learn Slideshow
Founder and CEO
● Glenn Sanford had important roles at Internet start-ups before launching a real estate career in 2002.
● In his fourth year in real estate with a major national franchisor, his team closed more than $60 million in real estate by connecting with consumers online.
● Glenn believed that agents and brokers do the heavy lifting in real estate and deserve benefits of ownership and income based on the level of their contribution.
● In 2009, Glenn founded the first cloud-based brokerage — eXp Realty.
Changing Technology
● Technology is Changing Everything
● Industries Must Adapt or Risk Failure
● Real Estate is No Different
● eXp is at the Leading Edge of
Technology in Real Estate
Commission & Cap
● 80/20 commission split
● $16,000 cap
After that earn 100%
commission for the
remainder of anniversary
year 11 $250 Cap transaction fees still apply after capping
Standard Costs 2
● $149 start-up fee
● $50/month tech fee
● $35/month eXp
University
● $25 broker review
● $40 risk management fee
No desk fees, royalty fees or franchise fees
One Brokerage, Not a Franchise
Cloud Campus EnvironmentNo Desk Fees and Work From Anywhere
Live Training20+ Hours Weekly Online Training
Real-time SupportSpecialized Support Teams Ready to Help
International CollaborationExpansive Referral Networks and Education
Powerful Agent OwnershipRevenue Share and Equity Ownership
eXp Realty is one international company changing the industry
Costly OverheadFranchise and Desk Fees
Locally ConfinedSmaller Referral Network
Inconsistent Growth IncentivesMinimal Opportunities for Ownership
Limited Technology & SupportFew Tools and Support Resources
Typical Franchise
12,000
0
2000
4000
6000
8000
10000
12000
14000
2013 2014 2015 2016 2017 2018
Agent Count
“eXp Realty Named
a Best Place to Work
in Glassdoor’s 2018
Employees’ Choice
Awards.”
“Team recruitment
drives eXp’s strong
agent growth in Q3.”
“eXp World Holdings:
Attempting To Disrupt
The Real Estate
Brokerage Status Quo.”
“The Amazon Model of
Zero Physical
Infrastructure: Real
Estate — You’re Next.”
“eXp Realty Accelerates
Its Already Significant
Growth Throughout
North America.”
“The Amazon of
Real Estate.”
Join the Company Everyone is Talking About
Beliefs that shape our culture
eXp Realty Core Values
Collaboration
Innovation
Community Service
Sustainability
Transparency
Integrity
Agile
Fun
Make positive change in our company and local community
Be a good financial steward of the environment, the organization and our families
Get things out from behind the curtain
We are all on the same field
Be a good neighbor to create a sustainable legacy
Don’t take yourself too seriously
Force chaos and change to survive and grow
The best way to predict the future is to invent it
Do the right thing
CloudCampus
LiveTraining
Real-TimeSupport
InternationalCollaboration
Cloud Campus Environment
AgentOwnership
Our Business Model
● No desk fees
● Work from anywhere
● Cut overhead brick-and-mortar costs
● No expensive leases means eXp can
invest in agent support and technology
● Paperless transactions
eXp World is the real estate office of the
future, but available today. A cloud campus
environment where agents can meet and
learn anytime, anywhere.
Welcome to Our World
Explore the Community
Real-Time Support
Team Collaboration Information Sharing Daily Training
Specialized Departments
Large-Scale Meetings
CloudCampus
LiveTraining
Real-TimeSupport
InternationalCollaboration
Real-Time Support
AgentOwnership
● Quick and easy access
● Live support from eXp Realty’s agent
services, technology and finance experts
● Transaction specialists available
wherever an agent or team is located
● Support teams online and available
weekdays from 9 a.m. - 8 p.m. ET
Our Business Model
● More than 20 hours of live training
each week
● Learn from industry experts and topproducers about:
○ Sales and listings○ Lead generation○ Social media○ CRM and technology tools
● Tap into an archive of recorded sessions
CloudCampus
LiveTraining
Real-TimeSupport
InternationalCollaboration
Live Training
AgentOwnership
Enterprise gives agents autonomy and greater visibility into metrics and
business intelligence that’s crucial to their needs.
● View agent details
● eXp World
● Education Schedule
● Training
● Investor Relations
● Company News
eXp Enterprise
Centralized access to agent-critical tools required for success in today’s real
estate market.
● Marketing Tools
● Lead Generation
● Social Media
● Commissions
● Cap Status
● Equity awards
● Real-time reports
eXp Enterprise
Marketing & Branding
eXp Realty provides templates to market your business. With the flexibility and creativity to co-brand your design in the way you feel works best. Business cards, brochures, signage and more!
Business Cards Brochures Signage
Enterprise SkySlope WorkplaceCRM &
Lead GenMarketing &
Branding
Agent Solutions
Workplace by Facebook
Workplace is an easy-to-use collaboration platform, a lot like
Facebook, but built for the world of work.
Enterprise SkySlope WorkplaceCRM &
Lead GenMarketing &
Branding
Agent Solutions
● Discuss topics and projects
● Share announcements
● Communicate instantly with
your team and others across
the company
● Broadcast live video and
view past recorded videos
CRM & Lead Generation
Enterprise SkySlope WorkplaceCRM &
Lead GenMarketing &
Branding
Agent Solutions
● Powerful lead generation
platforms provided at no
additional cost
● Integrate listings with your own
WordPress website
● Optional in-house lead
generation program
Agents and teams use eXp provided tools daily to drive more leads and deals. Manage customer interactions and share property information.
CloudCampus
LiveTraining
Real-TimeSupport
InternationalCollaboration
Powerful Agent Ownership
AgentOwnership
*Based on total eXp agent count at time of award. Shares awarded decrease at every eXp agent count benchmark.
● Agents can become owners at eXp Realty
● Publicly traded: EXPI
ICON Agent Program
Agent Equity Program
● Have 5% of your transaction commissions used to purchase stock
at a 20% discount
● 35 shares* on your first transaction
● 75 shares* when you fully cap
● 75 shares* when an agent you sponsor closes their first transaction
● Up to $16,000 in stock upon reaching certain production goals within
your anniversary year
Our Business Model
Equity Awards
Questions & Answers
