Talking With eXp Realty: How To Be Part Of The Team With Connor Steinbrook And Brant Phillips And Co-Host Robert Orfino

TRE 175 | Talking With eXp Realty


Are you looking to grow your income as an agent? In this episode, Jason Bible and Robert Orfino are joined by Connor Steinbrook and Brant Phillips to talk about eXp Realty with Texas Real Estate and this new venture they’re forming. Connor and Brant break down eXp Realty and its worldwide coverage and what you can expect from their brokerage as one of the fastest-growing brokerages in US history. Get to know their streamline model built on efficiency using the latest technology that is comparable to Amazon. Learn the four pillars of eXp Realty and how you could be part of their team and grow your income.

Listen to the podcast here:

Talking With eXp Realty: How To Be Part Of The Team With Connor Steinbrook And Brant Phillips And Co-Host Robert Orfino

We’re going to be talking eXp Realty. We have a couple of guests in here, Connor Steinbrook, Brant Phillips, and we’re going to be talking about our new venture forming this group. We’re already off and running. We’re getting a lot of people who are putting their big toe in the water, trying to figure some things out, interested in coming on board, but maybe, maybe not and, “Give me a month. I’m looking for this,” and that’s okay. After the show, you should be ready to go. Take the plunge, no more big toe, headfirst, eXp Realty with Mr. Texas Real Estate. Brant and Connor, how are you guys?

We’re doing great. Thanks for having us on.

We’re in the eXp and my wife is already off and running and she’s closed close to $800,000. She’ll be capped by the end of the summer with eXp. She’s super happy, loves the whole online world, figuring it all out and she’s like, “This is great.” They say they’re going to be there at 8:30 AM and they’re there at that time waiting for you. She’s loving all the experience. Jason and I are pushing that funnel of properties in, properties out, and leases. Why don’t you guys give us a little bit more on eXp, not so much the experience of how you got there, but give the worldwide brokerage and break it down a little bit for us.

Let’s talk about the business model. I was first introduced to the model by Connor Steinbrook where he blindsided me with it. I won’t get into how that serendipity happened, but here’s the thing with the model. The way that I talk about eXp Realty is I compare it to Amazon. We all know Amazon’s here and Amazon has 3 or 4 times of valuation of Walmart. Even though it has none of the physical buildings, warehouses and things like that and they achieved that valuation in a fraction of the time because they created a more efficient, streamlined model, that people love. That’s what eXp did. There are four pillars of eXp.

Our founder Glenn Sanford was a tech guy. He was at Microsoft, at AOL, and a lead gen expert. He took all this tech background and knowledge that he had and whenever he came into real estate, he got his license, high-producing agent, got his broker’s license and he took a step back that 10,000-foot view and he’s like, “This is a messed-up business model.” Typical brokers are supposed to be helping agents, supporting them, educating them, training them, helping them with marketing and lead gen. What are typical brokers doing? They are taking all the good leads, doing their own listings and giving their agents maybe five minutes a month. He’s like, “That’s a problem. That’s what not brokers are supposed to do.” He went Amazon real estate.

The pillars that he said, “First and foremost, we’re going to be cloud-based. All of this brick and mortar, this overhead, you can have it if you want. I’ve got an office, you guys have a building, we can have offices as agents. Corporately, we don’t need that. We’re not going to sell more real estate. We’re not going to be more productive. That is a big, huge liability and every building that we have comes with all this additional overhead and expenses that we don’t need, we’re going to eliminate it. Number two, I’ve seen too many agents working in their 60s or 70s, selling houses, running open houses listing houses because they don’t have an exit from the business.

With these additional savings from eliminating the offices, which we have national accounts with Regis. We have access to more offices than any other brokerage, theoretically with our Regis accounts. We’re going to give agents ownership in the company with stock ownership. We’re rewarded with stock ownership in the company based on our production. We are the fastest-growing brokerage in United States history. Our stock is publicly traded on the NASDAQ. We have a billion-dollar valuation. We have no corporate debt. I’ve earned over 4,000 shares in two years.”

That was the second thing was agent ownership, number three, revenue share. He said, “You are going to be the ones that are going to grow the company. We’re not going to do it from the corporate level. We’re not going to hire paid recruiters. If you guys like it here, we assume you’re going to tell other agents about it. They’re going to come on. We’re going to compensate you for that because we don’t have the typical franchise middlemen brokers. We’re one national brokerage so we can pay you more.”

Let’s make a distinction between revenue share and profit share. Every beginning entrepreneur out there knows that we want to make a little bit of profit. We don’t want to make a lot of profit. You don’t want to pay a lot of taxes. If your company is only making a little bit of profit, there’s a little bit to share versus gross revenue. That revenue is the actual fees that are coming off the top. eXp shares the gross, not the net and a lot of other groups out there that people are with, they talk about net profit share, but those offices never make money. They’re not designed to be a net profit building.

I was talking to a mobile home park seller. There’s a park in Minnesota and we’re negotiating this deal. He’s got the most jacked up books I’ve ever seen. There is a $13,000 expense for automobiles. He’s like, “Is this being recorded? Here’s what’s going on.” All I cared about was I need to know what his net income number is. I will figure out the expenses later. For those new to the business world, you get a percentage of that big number, however much money comes in, regardless of expenses, you know what it is.

What is the fourth pillar?

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The fourth pillar is lead generation. That’s his background. He said, “We’re going to dominate the industry.”

There are a number of drip campaigns and funnel campaigns that are already prebuilt into your program. It comes with some of the smallest fees I’ve ever seen in my life for real estate. Connor, tell us how you fit into all of this.

I was an investor first. I came up in Dallas. I started buying houses, flipping houses, buying rental properties and realized the residual wasn’t much the passive that I wanted. I transitioned mostly in owner financing, note space. I started creating notes, selling notes, and buy mobile homes. I’ve always been about time and money freedom. The big thing with the eXp business model that real estate professionals are seeing is you can sell houses anywhere. You can sell houses in any company but you can’t create wealth anywhere else besides eXp. When you look at how wealth is created, it’s done through four different things with multiple streams of income. They give you self-insurance and diversification in case you have one and it goes away. Look at what happened with the shutdown. A lot of agents felt the pain of this. They couldn’t trade time for income and it hurt.

The second thing is you need to have an equity component to your business model. You look at equity through real estate ownership, principal pay down, appreciation, equity through ownership, parts of businesses like you see venture capitalism, Shark Tank, equity through stock awards like we have here in eXp. The big one is that we need time and money. A lot of agents are money-free. They’re working long hours, they’re making good money, but they’re not time and money free. That’s what the revenue share model does.

The last thing is you need duplication. You can’t write enough contracts with a pin to get the lifestyle that you want. You have to have something that works for you while you’re working for other income streams, rental properties, notes, videos on the internet, podcasts, and this radio show is the duplication system. The wealth creation business model that they’ve created at eXp has all four components. Multiple streams of income, equity through the stock awards, revenue sharing, which is a passive income stream that is helping a lot of agents build residual income that traditionally wouldn’t have the risk-taking nature to go into the acquisition side of the business buying a rental property.

There’s a divide between agents and investors. A lot do both, but sometimes agents do not buy real estate because it’s the risk factor, they have families and they’re scared to do this. They can build income now with an ego and time risk, not a capital risk. They can come in there and attract agents to a proven business model. It is statistically proven that we are the fastest-growing brokerage in North American history. It also means we have the most popular business model in my opinion, because of that fact they can invite agents to a pre-done system that’s built off time management systemization that allows them to save time in their business.

When they save time in business and trade that time savings back into things that they’re already doing as far as income productivity, their income is going up. They can now come in, acquire ownership in the company, doing what they’re already doing, selling houses, building teams, build this revenue, share up, and build residual income. When these agents get to $1,000 to $3,000 a month in residual income, it takes the pressure off their sales business. They no longer have to worry about if they don’t sell a house this month. Can they make their mortgage payment? There’s a lot of attraction to the company because we’re a model that offers what other companies don’t.

Here’s the backhanded compliment that I hear a lot. “That’s the MLM thing, right?” I ask them, “Have you done MLM before?” A lot of people in the real estate space have done it before and know it whether it was through the greeting card system or websites or affiliate links. I’m like, “It looks a lot like that. In fact, that is one of the things that drew us over there.”

That’s what took me over here. There’s a lot of miscommunication and misunderstanding from the tier residual models.

Instead of having to be a broker to get overrides, you can join a group to get overrides.

Think about how any business is structured. Do you rise the corporate ladder and need to go to the corporate dungeon? Everything is built as a hierarchy where it funnels up. That’s why people sacrifice time away from their family, put a huge risk as far as capital expenditure to start a business so they can make more money than the people that work inside their company. This model is built for leverage. It’s built to avoid the risk for the company on the front side, but give the entrepreneur the ability to swing for the fences and build a huge income on the inside. Think about how a traditional company grows. You can sell a widget, car, insurance, houses, but let’s say I’m going to hire Brant as a corporate recruiter to grow my company.

TRE 175 | Talking With eXp Realty
Talking With eXp Realty: You can’t write enough contracts with a pen to get the lifestyle that you want. You have to have something that works for you while you’re working for other income streams.


Brant comes in, sits down, interviews well, and I agree to pay him $100,000 a year to grow my brokerage. He has to recruit 25 agents. What happens if he interviews well, but performs horribly and sponsors four agents this year? He’s getting fired. I lost a lot of money. I’m having to go through the headache of hiring someone else. Companies have the choice to avoid the risk on the frontend, paying salary to employees, bring that money in-house and give the entrepreneurial spirit to swing for the fences inside the company. To build incomes that reward those who work hard and build skillsets on a level they couldn’t have on a salary job. It gives income opportunity to the people in the company and avoids the risk on the front side for the company to grow on the front side. You’re going to see a lot more companies, in my opinion, not just in real estate but all industries move towards this model because of what I said right there.

Let’s dive into the overrides. That first level is 3.5%, $100,000 sale, there is a 3% commission, which is $3,000 and the split is 80/20. Eighty percent comes to the agent, 20% goes to eXp, to the house. 3.5% of the entire 100% goes back to the agent, off the big numbers. How do I do that? Do I have to have 1 person, 5 people, 10 people? One person I need and I start getting overrides.

The example I like to use is a $10,000 commission. Approximately, a $360,000 house comes out with a $10,000 commission. People misunderstand this. It’s misconstrued. Let’s say that you sign up as an agent under Mr. Texas Real Estate. They go out and sell a $360,000 piece of real estate. They’re going to receive a $10,000 commission. It’s an 80/20 split. That agent is going to take home $8,000 and $2,000 is going to go to eXp. Your revenue share is going to be 3.5% which is going to be $350. Number one, that does not come out of the agent’s 80%. That’s a misnomer. It’s coming off the house. The eXp business model is Glenn Sanford, the Founder said, “We can run our company, not on this 20%, we can do it on the 10% because 50% of this money, we’re giving it back to the agents. We’ve made a streamlined efficient model. We can not only operate but be also profitable and scalable working off this 50%. Everything else goes back to the agent.”

That’s what we’re talking about coming off the gross. I’m a numbers guy. That sweet spot to me is tier four with 11% override. That is doable for everyone in about a year or so. Certainly, in our team, that will be one of the goals, “Let’s get into tier four by one year and now you start getting an 11% override on everyone’s commission underneath you.” There is a way to game it. For those of you that have done multilevel marketing, those of you that look and analyze the numbers, this company has laid it wide open on the table for you and you can pick and choose. You can figure it out. We are talking about eXp and this is the fun part. It’s time to take out your calculator and Connor is going to run you into a little math lesson.

The big benefit of eXp that other brokerages don’t have is our extra income streams, our ownership, our stock awards and the revenue sharing. A lot of people overlook that we have a traditional split cap model, 80/20 split, $16,000 cap. What we’re seeing as luxury agents all across the country, the northeast specialty down California is that they don’t have a cap. I’ve talked to a lot of agents that put up a hand and a roadblock and said, “We’re on 90/10. I don’t need an 80/20 but we have a $16,000 cap.” A lot of these luxury brokerages in high producers don’t have a cap. They’re paying 90/10 off a $30 million, $40 million, $50 million production.

When you run the math on it, when you have an 80/20 split for $16,000 cap, after we cap here in eXp, we’d go down to a transactional shop rate for $250 per piece. I say don’t take the math test without somebody knowing how to give you the answers because the last agent that we brought on leftover $100,000 on the table and he wasn’t looking at the eXp because we’re 80/20, he was on 90/10. I said, “What happens after you cap?” He says, “We don’t cap.” I said, “Let’s get to a net-net number. Let’s get out of emotion. Let’s look at math in the business sense.” He was shocked because when you don’t have a cap, you’re paying in across your entire sales volume. He’s going to come over here and his first two transactions capped in two houses.

The average nice house in Corona is going to be between $700,000 and $800,000. You’re not going to find anything in Corona under $400,000. If it is, it’s a condominium or townhouse, but even still that condo and townhouse are at $350,000. Let’s say, you’re going to do two houses and two condos. That’s going to put you over $2.6 million, which means you’re going be capped with us and it’s 100% of the revenue minus a little $250 transaction fee. When you’re looking at this stuff, especially folks in California. I’m talking to Paul, Alton, Jay and I’m talking to all the other folks in our groups out there, this becomes a real no-brainer. I’m talking about the Inland Empire, I’m talking about Corona.

We can go even a little further out. We go up to San Bernardino, we’re still doing transactions at $280,000, $290,000, $300,000 for not the greatest place in the world, but still okay. You’re going to go up the mountain. You’re going to go to Lake Gregory or Lake Arrowhead, everything up there, $400,000 or $500,000. When you come to the OC, you’re going be sitting on about $1 million average transactions. Two and a half transactions are going to get you to cap in that area at 100%. The same thing with LA. I was watching some of those protests and some of the bad stuff that was happening in LA. I’m looking and like, “That’s Van Nuys Boulevard. I know exactly where they are.” One block back, that’s a $900,000 house. Everyone who’s working in the Valley, if you sell three average houses in the Valley or $800,000 or $900,000, you’re capped. You’re at 100%.

Getting to the stock options and 5% of the commission, your growth is super accelerated. In that North Jersey market, where we’re looking at something in Saddle River going for $1.6 million or $1.8 million as an average house. We’re selling a house at Westfield, the average house there is like $860,000. You’ve got to get three of those, you get your cap rate and then that growth becomes so much. There’s a velocity of growth after that in those marketplaces.

We can work River Oaks here, we can work at some high-end neighborhoods in Houston, but the advantage of being in Southern California or North Jersey outside of New York City where the FHA minimum loan doesn’t even cover the average cost of the house. They’re $860,000. Being an eXp agent in those marketplaces and again, this person was leaving over $100,000 on the table. How much are you guys leaving on the table? Not just with the income now, but with your income for the future.

It’s a total no-brainer for the folks that are working in those higher-end luxury markets whether it’s in California or high-end luxury markets here in Houston or in New York and New Jersey. Our show is coast to coast. When you’re at those higher national median home prices, especially with no cap, it makes so much sense and you’re literally leaving hundreds of thousands of dollars on the table.

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Just out of curiosity, sit down with us. Let’s get you a net. Let’s get you something tangible, but at least know what you’re leaving on the table before you say no.

When you think about the average house in Compton, South Central LA is higher than the average home in Texas.

Compton is not the Compton you thought. It’s not like that anymore.

No, there are $600,000 houses. With the football stadium and all that internal growth and the light rail, it is all completely different. You’re working inner-city LA, but you’re selling $700,000 or $800,000 houses.

For agents in Southern California, East Coast, whenever you get into eXp, get plugged in and the way it happens is people are standoffish. “I don’t get it. It’s new. I’ve never heard of it.” They take the time to look at the model, come in and join eXp. They’re like, “The water is good here. I like the stock. I like the revenue share. I like the medical.” They then start telling people about it. What happens when you’re in California, when you’re in East Coast and anywhere, but when you have friends who are also listing and selling million-dollar properties that are in your downline, your revenue shares are nice.

This is a quick story of the power of the eXp model with the day and age that we live in. A guy connected with me on LinkedIn and said, “Can we talk about this? I’m interested.” He was in another market. He’s a commercial broker. He had a conversation with Connor. He’s like, “Let me connect you with Connor as well.” I was getting started so Connor was good with the presentation. I’ve leveraged my upline and that’s what we’re doing for everyone reading this. It is like, “We are here available for you.”

Connor hopped on one call with them. I had one call with him. The guy joined immediately. He called me a couple of weeks later and said, “I’m selling a $4.5 million piece of real estate. I don’t know how to do everything. I’m figuring this out.” I’m like, “To be honest with you, I don’t either. I’ve got a full-time assistant who knows that. Let me connect you.” He’s like, “To clarify it, I need to get paid because this thing is closing in a few days.” It was literally off one phone call, one connection and showing him the model. It was several thousand dollars in revenue share that the company paid me by making this introduction on one person. That could happen over and over for anyone reading this.

If you’re in Southern California, North Jersey, Connecticut, and New York City area, the benefits of coming with eXp are exponential in those markets. It’s the best way to describe it. That team to me is one of the best scenarios where you have someone who does the business, loves the business, has experience in the business and can focus on the business with a partner that’s going to build. If you get a builder and a writer, you’ll hit that 11% in no time at all. That’s a sweet spot and you can help people get their cap and then you get more stock options. Let’s go onto the stock options, which was the whole reason that Jason and I came over. We loved everything else, but the stock options put us over the top. Connor, explain how that works.

We can earn equity in the company and get equity awards for doing what we’re already doing, selling houses or attracting agents to the company. There are five different ways to acquire equity in the company. You get a first transactional stock award each year when you sell your first house. When you’re a capping agent and you’re paying the company your $16,000 caps, we have an 80/20 split, $16,000 cap.

If you guys are doing a 3% commission, it’s about $2.6 million to $6 million in sales. When you cap, you get a $400 stock award. These are both annual reoccurring stock awards. You have an anniversary date. The first house you sell each year or the first transaction stock award, when you cap, the capping stock award. If you’re reading this, you can do what you want. You can do farming land, residential, luxury, commercial, or leasing. If you’re an investor, you can run your transactions through the company. You can do rebates if you’re working with new builds, preconstruction and if you need to reduce listings, you can.

If you want to help the company grow that’s one of the big opportunities we have here. There’s a sponsorship stock award. When you sponsor an agent to help the company grow because we don’t have corporate recruiters doing this, they’re going to give you a $400 equity award when that agent sells the first house. We also have a unique program, which I’ll let Brant talk about because he is a two-time icon agent. This is a massive attraction to the company. This is why a lot of agents are coming is because once again, they can do what they’re already doing, but now they can earn ownership back in the company in a substantial amount. Brant, maybe you want to talk about what you’ve been able to do being a two-time icon agent.

TRE 175 | Talking With eXp Realty
Talking With eXp Realty: In the corporate dungeon, everything is built as a hierarchy where it funnels up.


The icon award was created many years ago because the company was growing at a good pace but they said, “We want to attract the top talent in the industry. This $16,000 cap that you paid us when you make icon status, we’re going to give it back to you in stock.” I’ll reset my two years. I’ve earned over 4,000 shares of it. It’s about to be over 5,000 shares whenever the icon hits my account and that’s something I couldn’t get anywhere else. I’m not a stock guy, I’m a real estate guy, but this stock is $15 a share now.

It runs between 11 and 14. It’s going to be there as long as you’re there.

I’m looking at RE/MAX. It is a publicly-traded stock that hasn’t differentiated from other brokerages for the most part. It was up to $58, $65 a share. We’re vastly differentiated from every other brokerage.

When the market turns its eyes to the real estate sector, then you’ll see everything start running again. It’s all about manufacturing and retail, but I could see the stock running up. That was the whole reason that we came over. We feel like we’re going to be able to recruit over the next many years, 150 people. We got a $2 million building we bought and we’re bringing people in the front door, lots of foot traffic. We’re like, “How many stocks are we going to get from that?” We’re going to work hard to get them capped. How many did we get from that? Ourselves going out there and getting capped and getting to our iconic status.

Internally we have a goal of about $150 million in real estate. We should get where we need to be. We’re looking at that and that was a big thing. We didn’t mind working with agents and every agent deserves to get every dollar that they earn. We didn’t mind necessarily doing that and that was, “eXp, it doesn’t matter. An agent is an agent.” When they broke it down to us and said the stock option, we’re like, “We’re bringing it all back in-house because we want to make sure that we get our options on that stuff.” That’s important for us because I personally have about three years left in this industry and then I’m done.

Over the next three years, if I can build up my team, get the residuals going, and get my stock options. That’s my big goal. That’s what we’re working on. Stock options are fantastic. It’s another way to get paid on this stuff. Building your team, 80/20 split. It’s pretty big. We talked about the group structure because there is an official team status within eXp Realty. I don’t want to get people confused about that. We have one of the people in our mastermind who is a builder. He builds about 20 to 25 houses a year, somewhere between $350,000 and $500,000. The guy’s got $10 million in listing sitting there and every agent wants his listings and I’m like, “Why don’t you get your license and become an eXp agent and then you can share those listings with your team underneath you?”

He was like, “How would I go about doing it?” I was like, “You’ve got to find a builder.” In our direct sales multilevel marketing world, a builder is someone who’s going to go out and build a group, bringing people and filling the downline. Here’s someone who’s going to have 100 listings over the next three years and it would be so attractive for someone to be able to pop in and pick up five of his listings, which gets you capped on top of your other business. He’s going to have twenty people there that are going to be able to pull in $2.5 million in gross sales.

Theoretically, every 2 or 3 listings are going to produce another transaction.

In our industry, we know that putting more signs in front of buildings, more listings will attract more customers. One of the biggest lead generators is the sign out in front, which is why beginning agents will put a sign in front of their own house, even though they’re not selling it. There’s a way for that. Let’s wrap up on this revenue. I don’t think there is a better revenue model in the real estate business that I’ve seen. We can say about eXp, better training than other companies, as good as training as other companies, team effort brand recognition, all those things being equal, when you focus in on the revenue model, it’s a no-brainer. For us, with the transactions that we’re going to be doing, the group we’re putting together, the building we have, we would love for you to come on over into our group with Mr. Texas Real Estate. Connor, how many people underneath you have you got through personal recruiting and other people coming in?

Right now, I’m under 40 activations on my frontline. We’re about to clear 400 agents total with our seven tiers and we’re growing by a little over an agent a day.

We want you to focus to be successful. Jason and I’s goal is to create 250 real estate millionaires. Everything that we do, everything that we lay out, as far as sharing knowledge and teaching is designed to get people into the real estate millionaire space and we think eXp Realty is a fantastic tool. It is probably the number one arrow in your quiver. Let’s talk about the cap because there are some people that have got weird caps and weird numbers. Connor, lay it out for us. What does 80/20 mean?

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For 80/20 splits, when you close a real estate transaction, let’s say it’s a $10,000 commission, which is like a $333,000 house. Eighty percent goes to agent or 8,000 goes into the agent’s pocket. Twenty percent goes to eXp as far as company dollars. $2,000 paid into the brokerage. If you’re going to pay 80/20 splits on your transaction until you paid in the company $16,000 and you become a capping agent. After you capped in eXp, you go down to a transactional shop rate. You’re not going to pay an 80/20 split anymore. You’re going to pay a $250 transactional fee. If it’s a $100,000 house, it’s going to be the same thing as a $1 million house. You’ll pay the $250 transactional fee, your $40 E&O insurance and your $25 broker review.

We know other agencies that take 70/30, 64/36 and some of them have no cap. You constantly pay the broker over and over. That’s the one that drains the wallet. That’s the one that keeps bleeding you. $2.66 will get you capped. If you’re in Southern California, that’s 2 to 3 houses, in New York City, it’s definitely one. If you’re an agent that’s doing more than ten a year, if you’re not with us, you’re making a pretty big mistake out there and we need to have a conversation quickly.

The eXp model was great, but what we haven’t talked about are the value ads that we’ve created for team members, what you guys are doing with all your training in Texas Real Estate Center, everything that you have, and then also what Connor has built. We came into this thing as a real estate entrepreneur mindset, not so much agent mindset. We’ve done, what’s worked for us in business and done the same thing. We all have a coaching mentoring background. Connor, do you want to talk a little bit about what you do each and every week for members on our team, which would include everyone who joins Mr. Texas Estate?

We’ve created a substantial value add proposition for you. Brant and I realized that this was going to be a no longer geographically restricted played game locally in one market. This can be played internationally. You can build your teams all across 50 states, the Canadian provinces and as we go worldwide, this is an opportunity as well. We knew this was going to get competitive. We created an idea that we wanted to create a value proposition so strong that when someone would look at our team versus another team that they’d be irresponsible to hold their license going in different directions. We started creating value-adds for you. We have live mastermind calls every single week to train you on time management, emotion management, systemization communication skillset, and self-esteem building techniques.

We’ve created live presentations on the internet. I personally do them three times a week to do the full model. I explained the breakdown of the model. I take you into a live walkthrough of the cloud. I take you in the back office and break this down for new agents to come in and start building their organization in day one because there is a learning curve for any business. Everybody gets excited when they join the company. If they go out there and they don’t know what they’re talking about, and they have no credibility because people are like, “How awesome is it? I signed up ten minutes ago.” They don’t have a position to stand on. We’ve created an attraction process duplicatable system for these agents to come in and invite and they don’t have to traditionally recruit.

I do come from social media, internet marketing background. I built the largest real estate investing YouTube channel in Texas called Investor Army. I cracked the code to the algorithm. Years ago, I failed miserably when I jumped into real estate. I went to almost $100,000 in debt. I ran out of money, but I had time so I taught myself how to build WordPress websites. One of the ways I’ve built my websites to rank high for the biggest keywords like we buy houses and sell my house fast was I built private YouTube channels. Google had acquired YouTube. I started linking private YouTube channels to my websites to force the optimization up. I built a business organically through the internet. I built over 100 video courses to train you on YouTube algorithms, analytics, and traffic sources. We have first-year agents in our organization closing upwards of 50-plus houses using YouTube to do so.

We built a private training academy. I realized that the company has incredible training for sales and other parts of the business that we traditionally focus on, but they didn’t have anything built out for agent attraction and organization building. What I did was I built-in over 100-video revenue share training academy to teach agents the best practices on how I became a top 100 influencer in the company. I built this off the echo effect. Meaning, every time I heard an agent on my team, let’s say a question that another agent would say, I realize this is a concerning question that we need to figure out how to overcome or to address. I create videos addressing these. Over time, we built this academy out that they have access to on day one. That is pretty much any question they have about the business answered right there for them.

We built a private onboarding course for them to come in to break down their back office so they know what they have. They come in and they can learn what all their tools are. They can get excited because if they come in excited versus coming in with frustration, it’s two different trajectories that you can start a business. A lot of business is built off of emotion, excitement, and winning streaks. We want these agents to come in and win day one. The last thing is I traveled around the country and so does Brant. We’ll come out and meet agents with you. We’ll teach you how to explain our model lifetime through repetition. You watch how we do it. We help communicate them all to your potential partners that are top agents, brokers, and team leaders. We sit down with you and do these private calls with you and private presentations. These are some of the things that we’re doing for the partners that come with us.

We’re talking about the street up-to-date knowledge center. It’s not what some CEO, somewhere on another state wants you to learn. This is what’s happening day to day on the street, how to build your business, how to grow your group, and how to start benefiting from all of the ways that eXp allows you to make money. It’s not some corporate dictate. It is on the street every week, getting that knowledge. This is the thing and why we’re excited to be with Brant or Connor and why we’re excited to get you guys into the fold. Make sure you text eXp to (281) 401-9008.

We know that there are a lot of real estate investors in the Southern California market that have looked hard at Texas and have made investments into Texas. Some into apartments around Dallas when that was exploding, about many years ago, some into low-income housing down here, along the Gulf Coast, and some into Austin, which is familiar to Southern California Market. We’re letting you know that we’re going to bring our mastermind to Southern California this fall of 2020. We think we’re going to get some things through the COVID crisis and we’ll get back to somewhat normal. We’ll do some of it on Zoom and some of it in person. Some of it out here and there.

TRE 175 | Talking With eXp Realty
Talking With eXp Realty: When you don’t have a cap, you’re paying in across your entire sales volume.


I want to let you know that we are going to be talking directly to a lot of California investors. If you want to find out more about how you can invest in Texas, shoot us a text at (281) 401-9008 and put in “Mastermind and CA” so I know you’re from California. We’ll get back to you and we’ll talk to you about what we’re looking for. The returns are still fantastic. We still believe the market will be strong. We still focus on low-income housing, that low price under $150,000 price point. You can find them right here in the city of Houston. We already have some people from California come out about 3 or 4 times a year and they’re building out their portfolio here.

This is still a strong market. We want to put a little mastermind together, both online and in person once we can become and get in the same room and do it in person. We’re going to look to do that here. We’re looking for individuals that make over six figures a year, have a 700 or better FICO and have the capital to deploy. If that’s you and you’re interested in deploying some of that capital here into Texas to buy some properties and you want to work with Mr. Texas Real Estate, text us and we’ll get back to you.

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