April 10, 2025 • 39 mins
Episode Overview:
In this no-holds-barred, no-guest-needed episode, John Kitchens is joined by powerhouse leaders Al Stasek and Jay Kinder to dive into one of the biggest updates in the EXP Realty ecosystem: co-sponsorship.
They’re breaking down exactly what this means, why it’s a game-changing evolution in agent collaboration, and how it’s going to unleash a new wave of growth, momentum, and shared success for the real estate industry.
From the painful “figure it out” era of traditional brokerages to this new era of agent-centric innovation, the guys unpack why this shift matters for you—whether you’re brand new, scaling a team, or ready to partner at a higher level.
If you've ever felt stuck in a silo, on an island, or unsure how to scale your real estate business without burning out or burning bridges—this one’s for you.
Key Takeaways:
Co-Sponsorship is a Game-Changer
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What co-sponsorship actually is and how it works in EXP’s new model.
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The difference between legacy silos and collaborative partnerships that drive real growth.
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How agents across org lines can now partner to add value—without losing revenue.
EXP’s Competitive Advantage, Explained
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Why EXP’s alignment of compensation and collaboration sets it apart from copycat models.
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The hidden truth about why traditional brokerages fail agents—and how EXP fixes that.
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Real-world results: Helping agents win more deals through done-for-you lead gen, AI, and systems.
The Math Doesn’t Lie
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Why it’s always about the math—and why old-school splits no longer make sense.
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Jay shares his $40M+ revenue share insights and why he’s investing even more into agent success.
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The numbers behind growing a scalable real estate business without trading time for dollars.
Value, Trust & Authentic Growth
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Why the new real estate game is about discipline over disruption.
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How to build real trust (authenticity x time) and why that’s EXP’s unfair advantage.
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Why people don’t join a brokerage—they join people who can make their lives better.
Resources & Links:
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Learn more & connect with John: johnkitchens.coach
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Join the movement: HoneyBadgerNation.com
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Interested in co-sponsorship or partnering? DM John, Al, or Jay on socials.
“You’re not joining a brokerage—you’re joining people who can change your life.” – Jay Kinder
Connect with Us:
- Instagram: @johnkitchenscoach
- LinkedIn:
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the John Kitchens Coach podcastexperience as your host, John Kitchens.
Get ready to think bigger and transformyour business into a path to lasting free.
What is happening, honey?
Imagination man.
Good to be in the house.
(00:21):
We got the boys with you.
No guests.
Just us and straight fire.
And, uh, you know, I, I'm really excited.
I know it's something that we'vebeen teasing for a couple months now.
Um, we, we, we, we couldn't quite letthe cat out of the bag all the way and,
you know, just, just perfect timing now.
Um, it's been announced and.
(00:42):
I think it's, to me, um, it's still muddy.
And I, and I really wanna take thisopportunity with you guys because I
know you guys have had, I know youguys have had, uh, massive amount of
three ways conversations as it comes.
Uh, also, also, you know,uh, conversations with
leadership, high up influence.
How do we make this decision?
(01:03):
Is this the best decision for the company?
I know we've teased it inmultiple different ways.
Let's get after it.
Let's talk co-sponsorship.
Oh man, man.
Hey, um, I was at a Cavs game.
I wanna open up with a quicklittle story, um, at a Cavs game.
Um, took a, took a friend of mineand, um, right behind me in my seats.
(01:25):
We got season tickets.
And there was, you know, this, thislady, I reckon she, she recognized
me and I'm like, oh my gosh.
And it's another agent with, um,I think she's with Berkshire, but,
you know, got a lot of respect.
Big producer, whatever.
And she's like, you guysare with exp, right?
And I said, I said, yeah.
(01:46):
And she said, I just don't get it.
So today, this episode is for all theSusans out there who just don't get it.
We're gonna, we're gonnaunpack this for you.
I'm, I was so happy that sheactually said it because for me.
This is, this is, we're, we're approachingeight years this coming fall, guys.
And, and what an amazing ride.
(02:08):
And we start to thinksometimes that people get it.
Like everybody understandsour model, right?
No.
There's so many people thatstill just don't get it.
So we're gonna unpack, you know, youknow, when you just said that Al something
I thought about and I remember you,you took me back eight years ago and
we're sitting in, uh, the cowork space.
And I remember, um, me and Oz and uh,we're on, we're on Three-Way Call You.
(02:32):
I don't know if you were there.
You might've been there.
We were on three-Way Call with, uh,Che, and he said something that just
has resonated with me ever since.
And I always default back to this, right?
Never assume intelligencefor another human being.
And, and so I don't get it.
I just don't quite get it.
I don't understand.
(02:52):
And and so being able to really gothrough and we were talking about
Tim Stout before we came on and just,you know, 'cause you missed out.
It was a great, it wasa great conversation.
If you have an opportunity toconnect with Tim, connect with Tim.
You know, you just, somebody'smind in the way they think when
they're a black belt in Juujitsu.
You're gonna have a reallygood deep conversation.
And he said, he said a lot of, a lot ofgreat things, but we were talking about
(03:16):
the the plus minus an equal, right?
Yeah.
The Frank Shamrock, uh,the plus minus an equal.
And when you're, when you're forcedto be that plus and have to teach
and articulate in a way for peopleto, that, that will really grasp and
comprehend, man, it just, it makesyou internalize it and, and know it.
Uh, that, that much deeper.
And so I love when people arelike, man, I explain that to me.
(03:36):
I don't, I don't, I don't understand.
So explain it to me.
Help me understand what isthis dang co-sponsorship thing.
Yeah.
I would, I would start with,with setting the table where
I think everyone would agree.
And I say this, I probably saythis 10 times a day, at least.
When we got into real estate, theyshould have gave us, they shouldn't
have given us a real estate license.
(03:56):
They should have just given us aplaque that says, figure it out.
And, and that it is, and everybodylaughs when I say it, but like, why,
why is it that, why is it that you geta real estate license and then you're,
you literally have to figure it out.
And it was the most frustrating thingfor me when I got in the business.
And you go and you buy these things.
You try these things,you, and there's this.
(04:18):
Everybody's trying to sell you something.
Nobody's giving you a tractor run on.
There isn't a plan for you from day oneto day 90 to get you into production.
Nobody's helping you implement.
Nobody's telling youwhat technology to use.
Nobody's telling you how to get customers.
That doesn't exist.
The whole industry'sbeen this way forever.
And only the strong survive the mostthat persevere and try the most, and
(04:40):
spin the most and beat their headagainst the wall, or those that get
in alignment with the people thatcan actually help them the fast.
Like it, it really is a, a game offiguring out who are the people that
can actually help me, and how much doI gotta pay to get in the room and,
and then getting in the right rooms.
Like that's the secret tosuccess in real estate.
Ask anybody who's successful andthey will tell you they found
(05:01):
the people that could help them.
What?
And they probably hadto pay a lot of money.
Get in the room, and then that'swhen they're, they figured it out.
Right?
And so what if, what if, whatif, uh, an entire company.
Was incentivized.
Every human being in the companywas incentivized to help you be
successful instead of the old model,whereas you go in the office, my first
(05:23):
transaction that I got off of floortime and I'm ready to write a contract.
My dad's not there to help me.
Tom King's there.
What did Tom King do?
He stole the client from me.
Like he literally took it from me.
He was not trying to help me.
He said, go, you get 'em, Jay,you're gonna be great in real estate.
First person, firstopportunity to help me.
What did he do?
He helped himself.
Like, nobody's there to help you.
(05:43):
And you don't, you don't realizethat you like the people in your
office, but they're not gonna evershare their best ideas with you.
They're not gonna helpyou implement anything.
They're not gonna, they're notthere to help you be successful.
And that's the problem withthe, the legacy brands.
They're everybody's in the same brick andmortar office, and you're all competitors.
You better not leave Beanie food on thetable because they're going to eat and
you better not leave any food in thefridge 'cause they're gonna eat too.
(06:03):
So that is fundamentallywhat's wrong with real estate.
And the biggest differencein this model is we are all
incentivized to help agents succeed.
And we're all, every day waking upthinking of how can we do more for
agents and help them be more successful?
Because if we help themwin, we're gonna win.
And the only way we're gonnawin is to help them win.
So there's, there's nomisalignment in the compensation.
(06:27):
The alignment incompensation is everything.
If there's one thing that makesa difference, it's who you join
with and what are they doing tohelp you become more successful?
And that's that.
And co-sponsorship when we get intothat is a whole game changer, um,
for able to work with the rightpeople for where you're at and what
it is you're trying to accomplish.
And I try to explain.
(06:47):
The different, the, the a areal estate brand, a, a company.
The brokerage is a vehicle.
It's a vehicle to help getyou to financial freedom.
You're, you're the brandlike Jay-Z says, I'm not a
businessman, I am the businessman.
I don't care if you're a re max,Coldwell, banker exp, um, any
other company, it doesn't matter.
It's, you're the brand.
Why?
(07:07):
Because you manage thecustomer experience.
If you do a good job,they come back to you.
They don't care what's on the sign.
Um, if you do a bad job, theyjust don't come back to you.
So that you know, you,you own that experience.
So it's your business, it's your brand.
And exp understands they're a platformfor you to build your brand on.
And that's, that's a huge difference fromtrying to be the re max logo or trying
(07:28):
to be Compass, um, agent centric meanswhat's best for the agent, and we are the
only agent centric company that's left.
I, I just wanna back up whatyou just said with some proof.
Because, you know, you can say,oh, well you've been, you're just,
you're just drinking the Kool-Aid.
Jay Kinder and Kool-Aid.
Iss delicious.
I like, but, but beyond that, why,why is what you're saying true?
(07:53):
I mean, there's a possibilitythat it's not true.
Well, how I know it's true is thatthe majority of the new brokerage
models that have been launchingover the last eight years have
been duplicates of the exp model.
They have a component of cloud based, theyhave a component of a stock incentives
(08:14):
for their agents and ownership, andthey have a revenue share component and
there's, they're, and, and it's just,it's just the, it, it's the new if,
um.
You just don't see a tonof legacy brands opening up
everywhere and making big waves.
I mean, sure.
There, there has been a couple, butfor the most part, um, you know, uh,
(08:37):
this model is what's being duplicated.
Yeah.
A hundred, a hundred percent.
It is, and I think you, like, likeyou said, both, both of you said, you
look at, you know, the problem, right.
That that is in, in existence.
And I remember, you know us, right?
Coldwell Banker days.
Right.
You know, I mean, thank God for your dadpushing us and asking us the question.
(09:01):
Do the math boys mm-hmm.
Do the math.
Boys do the math.
Like if, if I could like, likeI hear that in my sleep still.
He pushed us on that so much and at theend of the day we looked at the math
and the math just didn't make sense.
And it's still my favorite T-shirt to thisday, Mr. Chuck Fazio hashtag it's just
math and that's really what business is.
(09:22):
It's just math.
And the math didn't makesense and we went independent.
And to your point, there wasnot a place for people to go to
because everybody was on an island.
And you know, that's why, you know, whatwe did with Mastermind in, in that run
of, of NAEA mastermind days is becausewe were the place people could go to
where they didn't feel on an island.
And until there was a modelthat was like, listen.
(09:46):
I think, I think we have anunderstanding and I, I just, I
always come back to the story wetold over and over and over again.
Right.
And it's, it's, you know, um, compensationdrives behavior, and until you can
figure and understand that truth, I.Then your model is always gonna be off
until you can align the compensation todrive the behavior of, of the people.
(10:10):
Right?
Like, like we we're joking, right?
Don't put the food, don't putyour leftovers in the fridge
because they're going to eat it.
Mm-hmm.
So how do you, how do you, you know,really align the, the behavior that
you want for people helping people?
And it's through compensationthat is secret sauce.
It's the secret sauce.
Hey, John.
Share the, share The, um, I'll, I'll, I'lljust give evidence of proof from today.
This is a text I got from this morning.
(10:31):
It.
So this is the text from Braden.
So this is just Braden followingup with somebody that joined,
joined somewhere in our group,somewhere that we're trying to help.
I love it.
Braden's like, yo, you still running that?
Running your ad? Oh, yeah.
Been getting a lot of traction too.
Just went on a listing appointmentlast Saturday for 550,000 and they're,
and, and they're buying the samerange and then, oh, how much, you
(10:54):
know, which funnel are you running?
Lebanon.
New construction.
What's the cost per lead?
Last time I checked was four 56 cents,but it jumps a bit back and forth.
Same day, it was $4 and 15 cents.
Spend that all day longto make 600 or $60,000.
Laugh out loud.
Won't think twice about it.
You can double it if you want to.
So, right.
So like, that's just, that's justBraden checking in on people.
Like when you come, when youcome and partner with us, we're
(11:17):
gonna help you close more deals.
Why?
Because we're incentivized to do that.
I don't, I, I don't even knowhow to take a credit card.
I used to, I don't knowhow to do it anymore.
So, like, I'm not, I don't, I'mnot here to take your money.
I'm not here to sign you up for a course.
I'm not gonna try to sell yousomething on the back end.
I'm just gonna actually help youfreaking sell more real estate
that you don't get where you're at.
You don't get that where you're at.
(11:37):
That does not happen.
And so, and, and every day, andthere's a big difference between
a lot of our copycat models.
They think, oh, we're, you know, we're,it's better 'cause we came second.
Oh yeah.
Um, said no one ever.
Okay, so you, you want tobe a copycat model and, and.
Hey, we're not gonna have silos, okay?
Well, don't have silos.
That's fine.
Nobody is incentivized to try tohelp you because you can't, you're
(11:58):
not allowed to help somebody elseand having a competitive advantage.
So over here, we're all thinking everyday, well, how do we make it better?
How do we make it better?
How do we make it better?
Why?
Because if we can help people win,then they can go tell other people.
We can help them win too.
And we all win together.
And so we're all waking up every daythinking of how can we make it easier?
What is the problem that real estateagents have right now in this market?
(12:18):
How do we solve that problem?
Here's how we would do it.
Now how do we make it easier?
How about if we did it for 'em?
How about if when they get onboarded.
We onboard 'em.
We onboard 'em into thetechnology that exp provides.
We get through all the mentalhurdles and tech overwhelm.
We upload the system.
We train you on how to use it.
We build your ads for you.
We build your brand for you.
We'll even give you the strategy andhelp you with the social media that
(12:40):
you need to use in order to get thosepeople to pick up the phone and call you
or respond to a call, text, or email.
This is, I've never been thisinvolved in agent's business.
We used to just tell youwhat to do That was coaching.
Be like, yeah, we know what to do.
This.
Be like, okay, lemme gofigure out how to do that.
That's, that was how everybody, if youwere just good enough, if you pay good
enough attention, took good enough notes,you could go implement and be successful.
(13:01):
But what, what, how do we, we just keepmoving further down the value chain.
How do we do it for you?
How do we make it easier?
How do we make it better?
How do we make it.
Where they can't mess up.
How do we make people successfulthat otherwise wouldn't have been?
And that's, that is when you have awhole company of people, 90,000 plus
that wake up every day thinking that.
I can tell you what happens.
Everybody gets better athelping agents get better.
(13:23):
Yeah.
Like that's a. Course.
Wow.
There, there, there, there's some thingsin there that I want, I want people
to, to, to really pay attention to.
And it's just kind of the airthat we're in right with we're,
we're in the AI air, right?
Yeah.
We just, it's just where we're at.
And, um, one of my, my newfavorite quotes to come back to
(13:44):
is discipline over disruption.
And, and you think aboutthat for a second, right?
And, and we know what disciplineis, but it's discipline to
the things that won't change.
Okay?
Think about that for a second.
Stay disciplined to thethings that won't change.
So for you guys listening in toeverything that, that Jay just
shared and was, was talking about,think about it in a, in a, in a red,
(14:06):
yellow, and green light situation.
So the red light, what is happening,and this is the filter that you
guys have to run everything through.
If chat GPT can answer it in 15 secondsor less, is it a, it's of zero value?
Think about that for a second.
Mm-hmm.
And think about this as you'repositioning yourself because, and, and
this is a whole nother conversation.
We'll, we'll, we'll, we'll circleback to, I've got a private session
(14:28):
with Mr. Phil Stringer next week.
I cannot wait to ask him these questions.
Where is the puck going for wherewe are in the green light situation?
Right, because if the consumer buyerseller, other real estate agent can go
to Chad GPT and can get the answer in15 seconds or less, it is of zero value.
So if you're waving yourflag and you're leading.
(14:49):
With this, that CHATT PT cananswer it is of zero value.
So that's red light stuff.
Yeah, the yellow, the yellowlight stuff is, is still there.
But I think it, I think it's on life sup.
I think that it is got the oxygen mask.
It's not on life support, butit's got, it's got oxygen to keep
it, to keep it kind of going.
And that's the things that, thatwe know to be true that we've been.
World class app for the last 10, 15 years.
(15:11):
On the digital marketing side ofthings, the digital courses, the
things, you know, the lead magnets,they, they still have some weight, but
I think they've got an oxygen mask.
Mm-hmm.
The green light thinks, and this is theeverything that you were just saying in
here that I really wanna highlight becausethis is the things that won't change
now, it's gonna be enhanced with ai, butit's, these fundamental things will never
(15:33):
change and this is what we're doing.
Creating a unique process thatcreates a transformation experience.
It's all about the experience.
It's why we dominated withwhat we did within a e, a
and Mastermind and still why?
Why our events are the best ofevents, because we focus on the
(15:54):
experience and it transforms them.
But here's the thing, it'sthings that can't be replicated.
And this is why a Honey BadgerNation is a honey badger nation.
It's a genuine community.
Mm. It's a genuine, authentic community.
And here's, here's the default.
And this is what, this is what I, I,I've, I've been conversations with Leanne,
(16:18):
conversations with everybody I like.
Here's where I keep defaulting back to.
It's all about trust.
And my definition of trust that I will, Iwill, I will die on is authenticity times
time being your genuine, authentic self.
Times time.
You can't, you can't recreatethe give mentality, right?
(16:38):
Everything.
This is why I wanted to, to emphasizethis because everything you were talking
about was just give, give, give, give.
And.
You can, you can sniff that out.
If that's not genuine, youcan sniff that out if that's
not, if that's not authentic.
Let me ask you guys a question.
Do you think that we could have gottento 13,400 agents in Honey Badger
Nation if we were told you can't give.
(17:02):
No, no, I wouldn't be here.
We wouldn't be here.
We wouldn't be here.
I'll see anybody else doing it either.
I, I got, I got a little bit of flackwhen we first joined exp because
everybody was really happy when wejoined and then they're like, oh crap,
we gotta compete against these guys.
And so they're starting to get alittle, a little pressure on us.
And, and, um, go called me and I said,I told Brent, I said, Brent, if I'm not
(17:25):
able to add value to people's lives,then this is not the opportunity for me.
Mm-hmm.
And then Glenn called me and Glenn saida whole lot of really smart stuff about,
there's a lot of ways to do a lot ofthings, and made me think about it.
And I was like, okay, well wecan do it a different way, but,
but as long as I can add value topeople's lives, then I'm staying.
Right.
Like, yeah, that's,that, that's who we are.
It's, it's.
It's, it, it's what we do.
(17:45):
It's what, it's why thisopportunity is what it is.
If we can add value,then why would you join?
You're not gonna join a brokeragejust, just because we're here.
Like we if, if your life, ifyou don't see your, I can tell
you this, nobody joins here.
Unless they see their life beingbetter by coming over here,
they're not joining a brokerage.
They, if they believe that theirlife could be better by being
here and that we're actually gonnahelp 'em, then they'll come join.
(18:07):
And that's, you know, that'swhat it has to be focused on.
And it can't be bs andthere's proof, right?
It's just like, it's just like,you know, it's like al you gave
proof of, of the model, right?
And, and the examples and thecompliments of the people, you know,
trying to replicate and duplicate it.
And, and let me make a point,let me, lemme tell you something.
So guys, I had a call yesterdaywith somebody that's in real and
(18:29):
they're thinking about leaving.
This is a big producer, somebody I knowand like, and respect a lot and, and one
of the things that was said on the call.
Was, man, it's just not the same as itis at exp. Like I have got, you know,
my, uh, an upline, but they reallydon't, they really don't try to help me.
Like, I don't feel like I havethis group like we have of
(18:50):
everyone trying to help each other.
And, and it's partiallybecause of their model.
They're, they're not incentivizedthe same way that we are.
It's a, a little tweak of the doll, but.
It's the difference between somebodyanswering the phone, getting on a
call with you actually trying to helpyou solve a problem and, and, and,
and she thought, she's like, I joinedthis person because I thought they
could help me with this one thing.
(19:12):
That they, that, that they were doing,that she was gonna be trying to do.
And, and the truth is that person'snot actually trying to help 'em,
won't even return phone calls,not even really trying to help.
And, and it's, you can't collaboratewith that person and say, Hey, how are
we gonna go add value to other peopleif, because you can't do that there.
So yeah, there's literally,there's, you know, they, they try
to say we have silos, which is.
(19:33):
Not, you can't say that anymore.
We're co-sponsorship.
I know we're gonna get into that.
But you, you, you really don'thave a, an environment of everybody
serving, helping, wanting to, to doanything you can to help someone.
And that's, that's the reasonshe wants to come back.
She misses the environment that wherepeople are actually trying to help you.
And that's, that's a huge deal.
We're about to, we're aboutto crush our competitors.
(19:55):
I, I apologize for anybodythat doesn't believe that, but
promise.
Yeah.
Yeah.
And, um, man, yeah, it's, it's, it's wild.
But I think, you know, goingback to, um, I saw Cam, uh.
Campaigns had, um, geez, dude, long beard,just kind of, uh, he's, he's incredible,
(20:18):
uh, mindset and, and ultra distance guy.
But he was like, um, he was sharingkind of a, something that hid him
between the eyes from, from AndyFer, and we've heard Gary v talk
about it all the time too, right?
There's only two ways to build thetallest building, and it's either
you are you, you tear everybodyelse's around you tear 'em down.
We know all those type of peoplethat try to tear people down or you
(20:40):
just build the tallest building.
And I think the only way for us tobuild the tallest building is, is
you know, just keep adding value.
Right?
Just be really morevaluable to people's lives.
I think before we get into theco-sponsorship, I wanna make a, a just
kind of a, a blanket statement aboutthe way, way we go about thinking about
things and we're all guilty of falling inlove with our own ideas or what's worse,
(21:04):
falling in love with someone else's idea.
And they're such goodsalesperson at selling you on it.
It happens in politics all the time.
Left or right, doesn't matter.
They try to convince you.
I'll give you one example.
Paying higher taxes is agood thing for everybody.
Like they'll, like someone may who,but they genuinely believe that, right?
(21:27):
That's okay.
The fact that they believe it'sokay, where it expects to not
become okay is when they, they'resuch, they're so good at selling.
They sell an entire, you know, communityof people on the same idea that this is
gonna be better for you in the long run.
Just what do they say?
Trust me.
Right.
So what you were talking about, Jay,is a, is a very similar situation.
(21:50):
Like it's almost common sense to saythat you can't make an offer to somebody
to give them something, um, or you'regonna have to give it to everyone else.
People have, you know, ma made,you know, made that argument
and people have fallen for it.
You know, like they've fallen for a lotof things, you know, and I, I, I guess
(22:11):
I would say if you're someone listeningto this, open your mind up a little.
And, and we can't grow unless you, you,you know, you're, you're open to being
a little bit wrong, and I'm alwaysopen to being wrong, so I'm o I'm open.
If somebody wants to DM me, get on a call.
Feel free to hit me up andconvince me how that's better.
For, for the community when you're,when you're handcuffed and you can't
(22:31):
help 'em, I don't see how it is, butlet's talk about some co-sponsorship.
Mm-hmm.
So he, um, I was actually justtelling the story, uh, to Darren
Cusso before the the POD podcast.
Um, I got a call froma young man yesterday.
Who, uh, was somebody that, um,I was, they they were, they were
(22:52):
actually already verbally in, theywere coming over a couple years ago.
Um, they ended up needing alocal office, uh, and a team.
'cause it was a newer agent and theyended up going in a different direction.
No, no problem.
I still cheer this guy on.
I love this kid.
He's awesome.
Then he heard about this co-sponsor,but he didn't understand it.
Like he just didn't, he didn'tunderstand even how it worked.
(23:13):
Um, and he is like, I think youmight be able to explain it to me.
I'm like, I think I can maybe.
We'll see.
How does this work?
Here's the way I explained it to,I said, we're not in the same, you
know, revenue share group, right.
Um, but now.
We are actually able to, to partner,to sponsor someone moving forward, a
(23:34):
new agent that might want the value youbring, and also at the same time wants
the value that we bring, but we're not inthe same, uh, revenue share organization.
So now we can do that.
And the way I explained it was like this.
We can take you and everybodyknows what a copy and a paste is.
(23:54):
So when you copy and paste the word,you don't remove the word from the
sentence over here, this paragraph.
No.
You leave it there and youcopy it into another spot.
And that's how the co-sponsorship withexp is working, is that basically a
co-sponsor could be copied and pastedinto the first line of, let's just say JU.
(24:15):
Okay.
Let's say we're not inthe same line, right?
Not me, you and I, wewanna co-sponsor somebody.
They could copy and paste my nameinto your front line, and then
the new, the new agent would bein that second spot right there.
Why is this amazing?
It's amazing because we're notdividing the revenue share.
(24:35):
We're not taking any money off thetop and giving it to the company.
We're not taking only 45%of the total revenue share.
Everyone is getting the fullamount of the revenue share.
But Jay, we're giving up one spot.
Well, the good news is we have seven.
Yeah, we have seven.
Seven generations.
(24:56):
Seven lines.
So, so that essentiallythat's how our new re, our new
co-sponsorship program would work.
From a logistical standpoint,it could go in either direction.
Uh, you know, in other words,Jay could be the co-sponsor.
I could be the sponsor.
I could be the co-sponsor.
Jay, I could co-sponsor with John Kit.
Now, now, in reality, I couldn'tco-sponsor with you, Jay, because
(25:18):
we're in the same line andthat's called double dipping.
There is the one guardrail they'veput up and there's no Right.
You can't double dip.
So you and I would never haveto co-sponsor together, right.
John Kitchens and I would not have toco-sponsor because we're also partners
in the same revenue shear line.
A lot of honey badger aren't right,but just because they're they're
part of our organization doesn't meanthat they're part of each other's.
(25:41):
Mm-hmm.
Yep.
A lot of, um, the cross pollination witheven aging Midas group and some of the
other bigger organizations out there,we're already seeing the cross pollination
happening, and it's so much fun, man.
It's good.
The first, the first Guinea pig, uh,so to speak was, was our friend spring.
Uh, which came over.
(26:01):
So that was, it was fun to see her comeover, but it was even more exciting, um,
of, of her being the first, uh, person toexperience the new co-sponsorship model.
VX exp. It, it, it really is,it really is a game changer.
I wanna talk about it from alittle different perspective.
Um, because the, the, the, the growthof exp the next three years is gonna
(26:23):
be the biggest growth that we'veseen since probably five years ago.
So 150,000 agents, that's myprediction over the next three years.
It is already ridiculous.
I, I've never been on as manycalls as I'm having right now,
and every, the game has changed.
And if you think about it, you know.
You, you've got 90,000 agents thatare at exp. Everybody's joining under
(26:45):
somebody, but they're, you could beunder any number of different people
and for any number of reasons an agentthat you sponsored, you could have left.
You know, there's no value being added.
And you just said, man, you know, I'm notreally, don't know what to do with this.
You know, I'm not even gonnafocus on agent attraction.
Now all of a sudden you have yourpick of anybody in the company that
you can co-sponsor with and youcan now go recruit that person that
(27:06):
you wanted to go recruit that youdidn't feel like you could recruit.
'cause you didn't have the value to add.
It, it just changed the entire game.
Everybody in the company can now worktogether to go add more value collectively
and what, what is going to happen?
It is happening already,like in a crazy, crazy way.
It's happening.
People that I don't know that Ididn't know, or people that I did know
(27:27):
are reaching out and they're like,Hey man, what could we do together?
Here's a person I'mthinking about going again.
Here's another example.
You know Caleb Pearson joins Caleb.
Caleb, big dog.
Felt like he's probably comingto the game a little late.
People in his market startedreaching out to him and saying,
Hey, Caleb, man, can we co-sponsor?
I just saw you join exp and Ithink if me and you went after this
agent, we could go get 'em together.
(27:47):
In the past, that was never possible.
That was never possible.
So when you join, now, if you're aninfluencer or you're a big brokerage,
or you got a lot of influence in theindustry, when you join, everybody's
now looking at you as an opportunityto go work together with you.
Mm-hmm.
It's not stuck in this one choicethat you made for your, you know,
you know, for your entire career.
You can do that as many times as you want,with as many people as you want, and as
(28:10):
many different ways as you can think.
And it, it is an absolute game changer.
And like you said, Alex, it's notdivision, we're not splitting it.
And then if you cut somebodyunderneath the co-sponsors,
then they split that again.
You know, that's divisionto zero eventually.
Meaning the opportunityis not an opportunity.
This is multiplication.
You, you're gonna have is a seven.
If you're the co-sponsor,you have seven levels.
(28:31):
If you're the sponsor, youhave six levels because in that
first spot is your co-sponsor.
Mm-hmm.
That's all, that's that fundamentallywas the most brilliant thing, and I
would've screwed it up if Glen would'vesaid, Hey, how should we do it?
I'd be like, man, I think real does it.
Why don't we do it the way they do it?
That's what I would've said.
That's not the best way.
Lynn's like, Hmm, let me think about this.
Uh, dude, what if we did it thisway and then everybody would win.
(28:51):
Yeah.
It is just a in incredibly brilliantstrategy and it, it solves the biggest
problem I feel like, as a company thatwe've had, which is a lot of people
that wanna work together, but therewas really no way for us to do it.
And now that has changed.
And when you put together reallygood people together helping each
other, it, it just gets bigger, itgets better, it gets the, the speed
(29:12):
at which we're gonna add more value.
I don't wanna talk about this.
So, so I, you know, we, youknow, we, we beefed up our offer
and I, I tell the kinda story.
I came back from PuertoRico, so glad to be back.
Um, and I, you know, all these peopleI met, they're, they're super rich.
They built these big companies and when,and I'd have to tell 'em what I do.
Oh, I'm I, I'm A DSV.
They're just think all revenue,explain it to 'em and they would
(29:33):
be like, oh my God, they loved it.
They'd be like, that's thebest thing I've ever heard.
That's amazing.
You're so lucky.
And all these really smartpeople really like this idea
of revenue share and this, and.
The exponential growth of a passiveincome stream is a really good
thing and people seem to get there.
Okay, so, um, and so I'm coming backand I'm like, man, it's 96% margin.
Al, me, me, me, you and Mike's bucket.
(29:54):
The last four years did $40million in revenue share.
Big number, right?
96% margin.
And I was like, what would happen?
Okay.
And I, I invested in apartments, right?
I put a half a million in it.
It's gonna seven years, it's gonna double.
I'll have, you know, 500turns into a million.
And I got a bunch of meetingsI gotta be on now for 10 years
or seven years or whatever.
But I said, what would happen if I said,what if I just said, I'm gonna put 600
(30:17):
grand into helping agents that come joinus at x exp. And that was the experiment.
And I was gonna try, I was just tryingto see if I could double my organization.
So we built this whole system, butwhat's, here's what's happening.
That's amazing.
I was afraid to scale it.
Okay.
And this is where AI comes in and makesa huge difference in my ability to do
this, is I was afraid to do it 'cause,uh, it, before it would've taken me 50
(30:39):
employees to do what I'm doing right now.
That's, I mean, I, I would've alreadybottlenecked at the hiring process
and I'd have, I've been there.
And that's not the fun place to bewhen you need to hire people so,
so fast that the biggest problembecomes putting their chairs together.
Like Infusionsoft whenwe went and visited them.
Like that is not a problem that Ireally ever want to get to experience.
Ever in any company where I'm hiringpeople so fast that they can't get their
(31:00):
chairs put together and go to work.
So now with ai, and I was talkingto Braden last night and he, his
wheels were turning and we're like,we've got AI doing all of this.
And Braden's, like he wastalking about images and we
were selecting the image, right?
Like if you mess up the image on thead kills the ad. And so Braden's,
like, I do a lot of these image andhe started hearing himself talk.
He's like, what am I like thebest image picker on the planet?
(31:22):
Like, why am I. He was like, he islike, I don't wanna be known as the
best image picker on the planet.
He's like, I don't thinkI make a difference here.
And so now, now with you feed AI withthe right information, it will get
you the best image for that ad period.
Like you don't have to dolike all of those things.
Building those systems, makingit simple, making it work and
get the highest possible resultis when you start leveraging ai.
(31:44):
It's smarter than us as humans.
You can't do it better than AI can do it.
So everything that we're doing,we're leveraging AI to build the
process so that it cannot be anythingbut the best possible result.
And when you start thinking thisway, now you start to create things
duplicatable that operate at the highestpossible way that it could operate.
And people get better.
(32:05):
There's no room for error.
All this image was, I like that one,but maybe I like this one better.
No, what?
Which one of these is gonnaactually perform the best?
AI knows better than we do.
And that's, that's what yougo with and you leverage.
This to, to build things.
And so now I'm able to dothis at scale for anybody.
And that's, that wassomething I was afraid to do.
Why?
'cause number one, I didn'twanna have a bunch of employees.
(32:26):
And number two, I was a little bitscared to spend the money on that
many people, but now I don't have to.
And so there's just a, the, it's a perfectstorm of what's happening right now.
And, and our ability to actuallyhelp people more consistently,
more predictably, get results.
And that's, that is what, it'smind boggling, but it's, it's the
most fun I've ever had in my life.
We're absolutely having a blast.
(32:49):
Yeah, absolutely love it.
You built a hell of a, um,this accelerate, you know,
and, and here's the thing, man.
Great job.
Great iteration on what we had before, butthe thing I thought about was that this is
just really kind of iteration number two.
You know, like, right, thisthing's gonna keep evolving.
(33:10):
We can continue.
Oh yeah.
Yes, for sure.
Oh, I'm not dumb, bro.
Like, are you kidding me?
Yeah.
Like every, we, I, we startedwith the first pillar.
The first pillar is like, Hey,let me get you closing two
deals a month through marketing.
Okay?
So then, and every real estateagent, I don't care who you are,
you're all gonna agree with this.
If your business is all repeat andreferral and sphere of influence,
(33:31):
it's not as predictable as youwould like 'cause you don't know
when those things are gonna happen.
And so, you know, youhave to do something.
You bought Zillow, you bought realtor.com,you bought this, you bought that.
You bought the Zillow or theYouTube course for 24 grand.
You bought the, you bought, nowyou, you're going, I tried to,
this, this, this, this, this.
None of that stuff really worked.
It was all very expensive.
(33:52):
You really just need onething that's a oil well that's
consistently pre predictable everymonth producing business for you.
Turning strangers into customers.
'cause these people don't know, know,like, and trust like your other business.
So what, what the strategy is, ishow do we build trust with someone
that doesn't know who you are?
How do we, how do we make themsee the value that you bring
(34:15):
as a professional to the table?
Well, here's how you do it.
Once you determine the type of leadthat you're gonna go, the type of
marketing you're gonna go after,identifying the target market
and the message to that market.
New cons.
Where I live here in Frisco, it's Plano,Frisco, McKinney, let alone prosper
the colony all five minutes apart.
But the person that clicks Prosper is notthe same person that clicks Fris Frisco.
(34:35):
There's a reason why that is, andwhen you know that someone wants new
construction in Frisco and they clickon that, now you can create content
that's valuable and unique to themand what they're trying to accomplish.
That is the social media strategy,a content strategy attached
to a lead generation strategy.
You can go build a YouTube channeland shoot a bunch of videos for
a year and wait for the algorithmto pick it up, hopefully.
(34:58):
Or you can generate a bunch of people thatyou know are interested in this one thing.
And now let's go create contentthat's very relevant, positions
you as the expert and adds value.
And now they're more likely to respondto a call, text, email, or just pick
up the phone and call you becausethey've been getting value from.
The only way to create authorityand build trust with a stranger
is to actually help them, right?
Mm-hmm.
So if we build all thatfor you, done for you.
(35:21):
Then now you have this first oil weld.
Well, hey, what's next?
Now, we've coached agents for years.
We, once we get you doing onething, marketing that's working,
we can add as many of thosepillars as we want in marketing.
If you want to build your brand, weknow how to do it through multiple
different strategies, billboards,direct mail, all of all of that.
What are you doing database wise?
What are you doing to maximizethe amount of referrals?
Repeat that you get out of your database.
(35:43):
What are you communi?
We can literally start adding everypossible thing that you don't do
well and start implementing that forpeople very, very efficiently with ai.
And so our, our value prop today isnot gonna be our value prop tomorrow.
Our value prop today just startedwith the very first pillar to get
people closing two deals a month.
What's coming next?
What, whatever the, the,the world is our oyster.
(36:04):
What do we, what's the next thing wewould want to help solve for somebody?
That's the next biggest problem anagent has in their business, and that's.
It is getting exciting to, um, it'sa good time to be in real estate.
I can tell you it's a lot easier now thanit ever has, even though the market's now.
You know, I gotta tell the quickstory and then we can wrap this up.
We're at the top of the hour,but I gotta tell a story.
(36:25):
I hope she won't mind.
But it's about a friend named Grace.
We actually graduated with my sons Aidan.
Matthew Grace got her real estate license.
Um, just recently she'sfresh outta high school.
Never really even had like anothercareer job, first time, whatever.
And, um, we get her adsup and running for her.
(36:46):
Her average lead cost is coming in atlike a dollar 46 a lead, and in her
first two months with us, she clo shejust closed on a $360,000 property.
Now that may not seem like ahigh, a high end property in
Frisco or but in Cleveland, Ohio.
That's, that's luxury.
(37:06):
30%.
So, you know, coming outta thegate, my first sale at Century 21,
and when I, when I got my license,$55,000 and I, it would be in a
neighborhood, I wouldn't walk my dog in.
Okay.
So like, this is the type of thing we're,we're, we're setting people up to win.
Now, I'm not saying thatGrace wouldn't have eventually
(37:28):
figured it out and figured it.
'cause she, she's a, she,she's just a machine.
I mean, she's a, she's a, she's coachable.
She's got energy off the charts andshe has all those ingredients, which
are necessary for success, but it couldhave taken her a year, two years, shoot.
We all have that, that secret sauce, andwe had to figure it out, blow through
money, blow through time, hire a coach.
(37:50):
Very expensive.
This hasn't cost her anythingexcept for some ad spend.
And so dude, dollar 46 a lead.
Are you kidding me?
Yeah.
I mean, it's wild compared to likeZillow, you, you hit on something.
You know, I tell people what we'redoing is not rocket science, but it
scales and very few things scales.
Zillow doesn't scale.
(38:10):
Try to go get Zillow in San Diego County.
I know you can't becauseKyle Whistle owns all of it.
Can't get it.
Yep.
That's off the table.
He's buying all the realtor.comtoo, so good luck there.
You know, you, you'll get a YouTubechannel like you had said Jay.
Yep.
It's, it'll work if you doit correctly, consistently.
And it's gonna have to be for a long time.
I mean, people don't have time.
(38:31):
Their bills are due in 30 days.
Not in 30 months.
Yep.
So, you know, these things alldo where social media strategy.
Cool.
What does that even mean?
You just broke it down.
That is the most commonsense social media strategy.
Anybody listening to this?
Hope you wrote that down.
That's a freebie for you.
If you want more of it, call us.
Because coaching everysingle week is what?
(38:53):
That's the stuff we coach on.
And so great stuff.
We, we eat our own dog food here.
So yeah, man.
Great, great points guys.
Appreciate absolutely exactlywhat, uh, the whole one big fire
conversation's about and, uh, appreciateyou guys, honey badger nation.com.
You guys want to get connected.
Hit us up honey badger nation.com anduh, we'll see you guys on the next show.
(39:15):
Yep.
See you.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
See you on the next episode.
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the John Kitchens Coach podcastexperience as your host, John Kitchens.
Get ready to think bigger and transformyour business into a path to lasting free.
What is happening, honey?
Imagination man.
Good to be in the house.
(00:21):
We got the boys with you.
No guests.
Just us and straight fire.
And, uh, you know, I, I'm really excited.
I know it's something that we'vebeen teasing for a couple months now.
Um, we, we, we, we couldn't quite letthe cat out of the bag all the way and,
you know, just, just perfect timing now.
Um, it's been announced and.
(00:42):
I think it's, to me, um, it's still muddy.
And I, and I really wanna take thisopportunity with you guys because I
know you guys have had, I know youguys have had, uh, massive amount of
three ways conversations as it comes.
Uh, also, also, you know,uh, conversations with
leadership, high up influence.
How do we make this decision?
(01:03):
Is this the best decision for the company?
I know we've teased it inmultiple different ways.
Let's get after it.
Let's talk co-sponsorship.
Oh man, man.
Hey, um, I was at a Cavs game.
I wanna open up with a quicklittle story, um, at a Cavs game.
Um, took a, took a friend of mineand, um, right behind me in my seats.
(01:25):
We got season tickets.
And there was, you know, this, thislady, I reckon she, she recognized
me and I'm like, oh my gosh.
And it's another agent with, um,I think she's with Berkshire, but,
you know, got a lot of respect.
Big producer, whatever.
And she's like, you guysare with exp, right?
And I said, I said, yeah.
(01:46):
And she said, I just don't get it.
So today, this episode is for all theSusans out there who just don't get it.
We're gonna, we're gonnaunpack this for you.
I'm, I was so happy that sheactually said it because for me.
This is, this is, we're, we're approachingeight years this coming fall, guys.
And, and what an amazing ride.
(02:08):
And we start to thinksometimes that people get it.
Like everybody understandsour model, right?
No.
There's so many people thatstill just don't get it.
So we're gonna unpack, you know, youknow, when you just said that Al something
I thought about and I remember you,you took me back eight years ago and
we're sitting in, uh, the cowork space.
And I remember, um, me and Oz and uh,we're on, we're on Three-Way Call You.
(02:32):
I don't know if you were there.
You might've been there.
We were on three-Way Call with, uh,Che, and he said something that just
has resonated with me ever since.
And I always default back to this, right?
Never assume intelligencefor another human being.
And, and so I don't get it.
I just don't quite get it.
I don't understand.
(02:52):
And and so being able to really gothrough and we were talking about
Tim Stout before we came on and just,you know, 'cause you missed out.
It was a great, it wasa great conversation.
If you have an opportunity toconnect with Tim, connect with Tim.
You know, you just, somebody'smind in the way they think when
they're a black belt in Juujitsu.
You're gonna have a reallygood deep conversation.
And he said, he said a lot of, a lot ofgreat things, but we were talking about
(03:16):
the the plus minus an equal, right?
Yeah.
The Frank Shamrock, uh,the plus minus an equal.
And when you're, when you're forcedto be that plus and have to teach
and articulate in a way for peopleto, that, that will really grasp and
comprehend, man, it just, it makesyou internalize it and, and know it.
Uh, that, that much deeper.
And so I love when people arelike, man, I explain that to me.
(03:36):
I don't, I don't, I don't understand.
So explain it to me.
Help me understand what isthis dang co-sponsorship thing.
Yeah.
I would, I would start with,with setting the table where
I think everyone would agree.
And I say this, I probably saythis 10 times a day, at least.
When we got into real estate, theyshould have gave us, they shouldn't
have given us a real estate license.
(03:56):
They should have just given us aplaque that says, figure it out.
And, and that it is, and everybodylaughs when I say it, but like, why,
why is it that, why is it that you geta real estate license and then you're,
you literally have to figure it out.
And it was the most frustrating thingfor me when I got in the business.
And you go and you buy these things.
You try these things,you, and there's this.
(04:18):
Everybody's trying to sell you something.
Nobody's giving you a tractor run on.
There isn't a plan for you from day oneto day 90 to get you into production.
Nobody's helping you implement.
Nobody's telling youwhat technology to use.
Nobody's telling you how to get customers.
That doesn't exist.
The whole industry'sbeen this way forever.
And only the strong survive the mostthat persevere and try the most, and
(04:40):
spin the most and beat their headagainst the wall, or those that get
in alignment with the people thatcan actually help them the fast.
Like it, it really is a, a game offiguring out who are the people that
can actually help me, and how much doI gotta pay to get in the room and,
and then getting in the right rooms.
Like that's the secret tosuccess in real estate.
Ask anybody who's successful andthey will tell you they found
(05:01):
the people that could help them.
What?
And they probably hadto pay a lot of money.
Get in the room, and then that'swhen they're, they figured it out.
Right?
And so what if, what if, whatif, uh, an entire company.
Was incentivized.
Every human being in the companywas incentivized to help you be
successful instead of the old model,whereas you go in the office, my first
(05:23):
transaction that I got off of floortime and I'm ready to write a contract.
My dad's not there to help me.
Tom King's there.
What did Tom King do?
He stole the client from me.
Like he literally took it from me.
He was not trying to help me.
He said, go, you get 'em, Jay,you're gonna be great in real estate.
First person, firstopportunity to help me.
What did he do?
He helped himself.
Like, nobody's there to help you.
(05:43):
And you don't, you don't realizethat you like the people in your
office, but they're not gonna evershare their best ideas with you.
They're not gonna helpyou implement anything.
They're not gonna, they're notthere to help you be successful.
And that's the problem withthe, the legacy brands.
They're everybody's in the same brick andmortar office, and you're all competitors.
You better not leave Beanie food on thetable because they're going to eat and
you better not leave any food in thefridge 'cause they're gonna eat too.
(06:03):
So that is fundamentallywhat's wrong with real estate.
And the biggest differencein this model is we are all
incentivized to help agents succeed.
And we're all, every day waking upthinking of how can we do more for
agents and help them be more successful?
Because if we help themwin, we're gonna win.
And the only way we're gonnawin is to help them win.
So there's, there's nomisalignment in the compensation.
(06:27):
The alignment incompensation is everything.
If there's one thing that makesa difference, it's who you join
with and what are they doing tohelp you become more successful?
And that's that.
And co-sponsorship when we get intothat is a whole game changer, um,
for able to work with the rightpeople for where you're at and what
it is you're trying to accomplish.
And I try to explain.
(06:47):
The different, the, the a areal estate brand, a, a company.
The brokerage is a vehicle.
It's a vehicle to help getyou to financial freedom.
You're, you're the brandlike Jay-Z says, I'm not a
businessman, I am the businessman.
I don't care if you're a re max,Coldwell, banker exp, um, any
other company, it doesn't matter.
It's, you're the brand.
Why?
(07:07):
Because you manage thecustomer experience.
If you do a good job,they come back to you.
They don't care what's on the sign.
Um, if you do a bad job, theyjust don't come back to you.
So that you know, you,you own that experience.
So it's your business, it's your brand.
And exp understands they're a platformfor you to build your brand on.
And that's, that's a huge difference fromtrying to be the re max logo or trying
(07:28):
to be Compass, um, agent centric meanswhat's best for the agent, and we are the
only agent centric company that's left.
I, I just wanna back up whatyou just said with some proof.
Because, you know, you can say,oh, well you've been, you're just,
you're just drinking the Kool-Aid.
Jay Kinder and Kool-Aid.
Iss delicious.
I like, but, but beyond that, why,why is what you're saying true?
(07:53):
I mean, there's a possibilitythat it's not true.
Well, how I know it's true is thatthe majority of the new brokerage
models that have been launchingover the last eight years have
been duplicates of the exp model.
They have a component of cloud based, theyhave a component of a stock incentives
(08:14):
for their agents and ownership, andthey have a revenue share component and
there's, they're, and, and it's just,it's just the, it, it's the new if,
um.
You just don't see a tonof legacy brands opening up
everywhere and making big waves.
I mean, sure.
There, there has been a couple, butfor the most part, um, you know, uh,
(08:37):
this model is what's being duplicated.
Yeah.
A hundred, a hundred percent.
It is, and I think you, like, likeyou said, both, both of you said, you
look at, you know, the problem, right.
That that is in, in existence.
And I remember, you know us, right?
Coldwell Banker days.
Right.
You know, I mean, thank God for your dadpushing us and asking us the question.
(09:01):
Do the math boys mm-hmm.
Do the math.
Boys do the math.
Like if, if I could like, likeI hear that in my sleep still.
He pushed us on that so much and at theend of the day we looked at the math
and the math just didn't make sense.
And it's still my favorite T-shirt to thisday, Mr. Chuck Fazio hashtag it's just
math and that's really what business is.
(09:22):
It's just math.
And the math didn't makesense and we went independent.
And to your point, there wasnot a place for people to go to
because everybody was on an island.
And you know, that's why, you know, whatwe did with Mastermind in, in that run
of, of NAEA mastermind days is becausewe were the place people could go to
where they didn't feel on an island.
And until there was a modelthat was like, listen.
(09:46):
I think, I think we have anunderstanding and I, I just, I
always come back to the story wetold over and over and over again.
Right.
And it's, it's, you know, um, compensationdrives behavior, and until you can
figure and understand that truth, I.Then your model is always gonna be off
until you can align the compensation todrive the behavior of, of the people.
(10:10):
Right?
Like, like we we're joking, right?
Don't put the food, don't putyour leftovers in the fridge
because they're going to eat it.
Mm-hmm.
So how do you, how do you, you know,really align the, the behavior that
you want for people helping people?
And it's through compensationthat is secret sauce.
It's the secret sauce.
Hey, John.
Share the, share The, um, I'll, I'll, I'lljust give evidence of proof from today.
This is a text I got from this morning.
(10:31):
It.
So this is the text from Braden.
So this is just Braden followingup with somebody that joined,
joined somewhere in our group,somewhere that we're trying to help.
I love it.
Braden's like, yo, you still running that?
Running your ad? Oh, yeah.
Been getting a lot of traction too.
Just went on a listing appointmentlast Saturday for 550,000 and they're,
and, and they're buying the samerange and then, oh, how much, you
(10:54):
know, which funnel are you running?
Lebanon.
New construction.
What's the cost per lead?
Last time I checked was four 56 cents,but it jumps a bit back and forth.
Same day, it was $4 and 15 cents.
Spend that all day longto make 600 or $60,000.
Laugh out loud.
Won't think twice about it.
You can double it if you want to.
So, right.
So like, that's just, that's justBraden checking in on people.
Like when you come, when youcome and partner with us, we're
(11:17):
gonna help you close more deals.
Why?
Because we're incentivized to do that.
I don't, I, I don't even knowhow to take a credit card.
I used to, I don't knowhow to do it anymore.
So, like, I'm not, I don't, I'mnot here to take your money.
I'm not here to sign you up for a course.
I'm not gonna try to sell yousomething on the back end.
I'm just gonna actually help youfreaking sell more real estate
that you don't get where you're at.
You don't get that where you're at.
(11:37):
That does not happen.
And so, and, and every day, andthere's a big difference between
a lot of our copycat models.
They think, oh, we're, you know, we're,it's better 'cause we came second.
Oh yeah.
Um, said no one ever.
Okay, so you, you want tobe a copycat model and, and.
Hey, we're not gonna have silos, okay?
Well, don't have silos.
That's fine.
Nobody is incentivized to try tohelp you because you can't, you're
(11:58):
not allowed to help somebody elseand having a competitive advantage.
So over here, we're all thinking everyday, well, how do we make it better?
How do we make it better?
How do we make it better?
Why?
Because if we can help people win,then they can go tell other people.
We can help them win too.
And we all win together.
And so we're all waking up every daythinking of how can we make it easier?
What is the problem that real estateagents have right now in this market?
(12:18):
How do we solve that problem?
Here's how we would do it.
Now how do we make it easier?
How about if we did it for 'em?
How about if when they get onboarded.
We onboard 'em.
We onboard 'em into thetechnology that exp provides.
We get through all the mentalhurdles and tech overwhelm.
We upload the system.
We train you on how to use it.
We build your ads for you.
We build your brand for you.
We'll even give you the strategy andhelp you with the social media that
(12:40):
you need to use in order to get thosepeople to pick up the phone and call you
or respond to a call, text, or email.
This is, I've never been thisinvolved in agent's business.
We used to just tell youwhat to do That was coaching.
Be like, yeah, we know what to do.
This.
Be like, okay, lemme gofigure out how to do that.
That's, that was how everybody, if youwere just good enough, if you pay good
enough attention, took good enough notes,you could go implement and be successful.
(13:01):
But what, what, how do we, we just keepmoving further down the value chain.
How do we do it for you?
How do we make it easier?
How do we make it better?
How do we make it.
Where they can't mess up.
How do we make people successfulthat otherwise wouldn't have been?
And that's, that is when you have awhole company of people, 90,000 plus
that wake up every day thinking that.
I can tell you what happens.
Everybody gets better athelping agents get better.
(13:23):
Yeah.
Like that's a. Course.
Wow.
There, there, there, there's some thingsin there that I want, I want people
to, to, to really pay attention to.
And it's just kind of the airthat we're in right with we're,
we're in the AI air, right?
Yeah.
We just, it's just where we're at.
And, um, one of my, my newfavorite quotes to come back to
(13:44):
is discipline over disruption.
And, and you think aboutthat for a second, right?
And, and we know what disciplineis, but it's discipline to
the things that won't change.
Okay?
Think about that for a second.
Stay disciplined to thethings that won't change.
So for you guys listening in toeverything that, that Jay just
shared and was, was talking about,think about it in a, in a, in a red,
(14:06):
yellow, and green light situation.
So the red light, what is happening,and this is the filter that you
guys have to run everything through.
If chat GPT can answer it in 15 secondsor less, is it a, it's of zero value?
Think about that for a second.
Mm-hmm.
And think about this as you'repositioning yourself because, and, and
this is a whole nother conversation.
We'll, we'll, we'll, we'll circleback to, I've got a private session
(14:28):
with Mr. Phil Stringer next week.
I cannot wait to ask him these questions.
Where is the puck going for wherewe are in the green light situation?
Right, because if the consumer buyerseller, other real estate agent can go
to Chad GPT and can get the answer in15 seconds or less, it is of zero value.
So if you're waving yourflag and you're leading.
(14:49):
With this, that CHATT PT cananswer it is of zero value.
So that's red light stuff.
Yeah, the yellow, the yellowlight stuff is, is still there.
But I think it, I think it's on life sup.
I think that it is got the oxygen mask.
It's not on life support, butit's got, it's got oxygen to keep
it, to keep it kind of going.
And that's the things that, thatwe know to be true that we've been.
World class app for the last 10, 15 years.
(15:11):
On the digital marketing side ofthings, the digital courses, the
things, you know, the lead magnets,they, they still have some weight, but
I think they've got an oxygen mask.
Mm-hmm.
The green light thinks, and this is theeverything that you were just saying in
here that I really wanna highlight becausethis is the things that won't change
now, it's gonna be enhanced with ai, butit's, these fundamental things will never
(15:33):
change and this is what we're doing.
Creating a unique process thatcreates a transformation experience.
It's all about the experience.
It's why we dominated withwhat we did within a e, a
and Mastermind and still why?
Why our events are the best ofevents, because we focus on the
(15:54):
experience and it transforms them.
But here's the thing, it'sthings that can't be replicated.
And this is why a Honey BadgerNation is a honey badger nation.
It's a genuine community.
Mm. It's a genuine, authentic community.
And here's, here's the default.
And this is what, this is what I, I,I've, I've been conversations with Leanne,
(16:18):
conversations with everybody I like.
Here's where I keep defaulting back to.
It's all about trust.
And my definition of trust that I will, Iwill, I will die on is authenticity times
time being your genuine, authentic self.
Times time.
You can't, you can't recreatethe give mentality, right?
(16:38):
Everything.
This is why I wanted to, to emphasizethis because everything you were talking
about was just give, give, give, give.
And.
You can, you can sniff that out.
If that's not genuine, youcan sniff that out if that's
not, if that's not authentic.
Let me ask you guys a question.
Do you think that we could have gottento 13,400 agents in Honey Badger
Nation if we were told you can't give.
(17:02):
No, no, I wouldn't be here.
We wouldn't be here.
We wouldn't be here.
I'll see anybody else doing it either.
I, I got, I got a little bit of flackwhen we first joined exp because
everybody was really happy when wejoined and then they're like, oh crap,
we gotta compete against these guys.
And so they're starting to get alittle, a little pressure on us.
And, and, um, go called me and I said,I told Brent, I said, Brent, if I'm not
(17:25):
able to add value to people's lives,then this is not the opportunity for me.
Mm-hmm.
And then Glenn called me and Glenn saida whole lot of really smart stuff about,
there's a lot of ways to do a lot ofthings, and made me think about it.
And I was like, okay, well wecan do it a different way, but,
but as long as I can add value topeople's lives, then I'm staying.
Right.
Like, yeah, that's,that, that's who we are.
It's, it's.
It's, it, it's what we do.
(17:45):
It's what, it's why thisopportunity is what it is.
If we can add value,then why would you join?
You're not gonna join a brokeragejust, just because we're here.
Like we if, if your life, ifyou don't see your, I can tell
you this, nobody joins here.
Unless they see their life beingbetter by coming over here,
they're not joining a brokerage.
They, if they believe that theirlife could be better by being
here and that we're actually gonnahelp 'em, then they'll come join.
(18:07):
And that's, you know, that'swhat it has to be focused on.
And it can't be bs andthere's proof, right?
It's just like, it's just like,you know, it's like al you gave
proof of, of the model, right?
And, and the examples and thecompliments of the people, you know,
trying to replicate and duplicate it.
And, and let me make a point,let me, lemme tell you something.
So guys, I had a call yesterdaywith somebody that's in real and
(18:29):
they're thinking about leaving.
This is a big producer, somebody I knowand like, and respect a lot and, and one
of the things that was said on the call.
Was, man, it's just not the same as itis at exp. Like I have got, you know,
my, uh, an upline, but they reallydon't, they really don't try to help me.
Like, I don't feel like I havethis group like we have of
(18:50):
everyone trying to help each other.
And, and it's partiallybecause of their model.
They're, they're not incentivizedthe same way that we are.
It's a, a little tweak of the doll, but.
It's the difference between somebodyanswering the phone, getting on a
call with you actually trying to helpyou solve a problem and, and, and,
and she thought, she's like, I joinedthis person because I thought they
could help me with this one thing.
(19:12):
That they, that, that they were doing,that she was gonna be trying to do.
And, and the truth is that person'snot actually trying to help 'em,
won't even return phone calls,not even really trying to help.
And, and it's, you can't collaboratewith that person and say, Hey, how are
we gonna go add value to other peopleif, because you can't do that there.
So yeah, there's literally,there's, you know, they, they try
to say we have silos, which is.
(19:33):
Not, you can't say that anymore.
We're co-sponsorship.
I know we're gonna get into that.
But you, you, you really don'thave a, an environment of everybody
serving, helping, wanting to, to doanything you can to help someone.
And that's, that's the reasonshe wants to come back.
She misses the environment that wherepeople are actually trying to help you.
And that's, that's a huge deal.
We're about to, we're aboutto crush our competitors.
(19:55):
I, I apologize for anybodythat doesn't believe that, but
promise.
Yeah.
Yeah.
And, um, man, yeah, it's, it's, it's wild.
But I think, you know, goingback to, um, I saw Cam, uh.
Campaigns had, um, geez, dude, long beard,just kind of, uh, he's, he's incredible,
(20:18):
uh, mindset and, and ultra distance guy.
But he was like, um, he was sharingkind of a, something that hid him
between the eyes from, from AndyFer, and we've heard Gary v talk
about it all the time too, right?
There's only two ways to build thetallest building, and it's either
you are you, you tear everybodyelse's around you tear 'em down.
We know all those type of peoplethat try to tear people down or you
(20:40):
just build the tallest building.
And I think the only way for us tobuild the tallest building is, is
you know, just keep adding value.
Right?
Just be really morevaluable to people's lives.
I think before we get into theco-sponsorship, I wanna make a, a just
kind of a, a blanket statement aboutthe way, way we go about thinking about
things and we're all guilty of falling inlove with our own ideas or what's worse,
(21:04):
falling in love with someone else's idea.
And they're such goodsalesperson at selling you on it.
It happens in politics all the time.
Left or right, doesn't matter.
They try to convince you.
I'll give you one example.
Paying higher taxes is agood thing for everybody.
Like they'll, like someone may who,but they genuinely believe that, right?
(21:27):
That's okay.
The fact that they believe it'sokay, where it expects to not
become okay is when they, they'resuch, they're so good at selling.
They sell an entire, you know, communityof people on the same idea that this is
gonna be better for you in the long run.
Just what do they say?
Trust me.
Right.
So what you were talking about, Jay,is a, is a very similar situation.
(21:50):
Like it's almost common sense to saythat you can't make an offer to somebody
to give them something, um, or you'regonna have to give it to everyone else.
People have, you know, ma made,you know, made that argument
and people have fallen for it.
You know, like they've fallen for a lotof things, you know, and I, I, I guess
(22:11):
I would say if you're someone listeningto this, open your mind up a little.
And, and we can't grow unless you, you,you know, you're, you're open to being
a little bit wrong, and I'm alwaysopen to being wrong, so I'm o I'm open.
If somebody wants to DM me, get on a call.
Feel free to hit me up andconvince me how that's better.
For, for the community when you're,when you're handcuffed and you can't
(22:31):
help 'em, I don't see how it is, butlet's talk about some co-sponsorship.
Mm-hmm.
So he, um, I was actually justtelling the story, uh, to Darren
Cusso before the the POD podcast.
Um, I got a call froma young man yesterday.
Who, uh, was somebody that, um,I was, they they were, they were
(22:52):
actually already verbally in, theywere coming over a couple years ago.
Um, they ended up needing alocal office, uh, and a team.
'cause it was a newer agent and theyended up going in a different direction.
No, no problem.
I still cheer this guy on.
I love this kid.
He's awesome.
Then he heard about this co-sponsor,but he didn't understand it.
Like he just didn't, he didn'tunderstand even how it worked.
(23:13):
Um, and he is like, I think youmight be able to explain it to me.
I'm like, I think I can maybe.
We'll see.
How does this work?
Here's the way I explained it to,I said, we're not in the same, you
know, revenue share group, right.
Um, but now.
We are actually able to, to partner,to sponsor someone moving forward, a
(23:34):
new agent that might want the value youbring, and also at the same time wants
the value that we bring, but we're not inthe same, uh, revenue share organization.
So now we can do that.
And the way I explained it was like this.
We can take you and everybodyknows what a copy and a paste is.
(23:54):
So when you copy and paste the word,you don't remove the word from the
sentence over here, this paragraph.
No.
You leave it there and youcopy it into another spot.
And that's how the co-sponsorship withexp is working, is that basically a
co-sponsor could be copied and pastedinto the first line of, let's just say JU.
(24:15):
Okay.
Let's say we're not inthe same line, right?
Not me, you and I, wewanna co-sponsor somebody.
They could copy and paste my nameinto your front line, and then
the new, the new agent would bein that second spot right there.
Why is this amazing?
It's amazing because we're notdividing the revenue share.
(24:35):
We're not taking any money off thetop and giving it to the company.
We're not taking only 45%of the total revenue share.
Everyone is getting the fullamount of the revenue share.
But Jay, we're giving up one spot.
Well, the good news is we have seven.
Yeah, we have seven.
Seven generations.
(24:56):
Seven lines.
So, so that essentiallythat's how our new re, our new
co-sponsorship program would work.
From a logistical standpoint,it could go in either direction.
Uh, you know, in other words,Jay could be the co-sponsor.
I could be the sponsor.
I could be the co-sponsor.
Jay, I could co-sponsor with John Kit.
Now, now, in reality, I couldn'tco-sponsor with you, Jay, because
(25:18):
we're in the same line andthat's called double dipping.
There is the one guardrail they'veput up and there's no Right.
You can't double dip.
So you and I would never haveto co-sponsor together, right.
John Kitchens and I would not have toco-sponsor because we're also partners
in the same revenue shear line.
A lot of honey badger aren't right,but just because they're they're
part of our organization doesn't meanthat they're part of each other's.
(25:41):
Mm-hmm.
Yep.
A lot of, um, the cross pollination witheven aging Midas group and some of the
other bigger organizations out there,we're already seeing the cross pollination
happening, and it's so much fun, man.
It's good.
The first, the first Guinea pig, uh,so to speak was, was our friend spring.
Uh, which came over.
(26:01):
So that was, it was fun to see her comeover, but it was even more exciting, um,
of, of her being the first, uh, person toexperience the new co-sponsorship model.
VX exp. It, it, it really is,it really is a game changer.
I wanna talk about it from alittle different perspective.
Um, because the, the, the, the growthof exp the next three years is gonna
(26:23):
be the biggest growth that we'veseen since probably five years ago.
So 150,000 agents, that's myprediction over the next three years.
It is already ridiculous.
I, I've never been on as manycalls as I'm having right now,
and every, the game has changed.
And if you think about it, you know.
You, you've got 90,000 agents thatare at exp. Everybody's joining under
(26:45):
somebody, but they're, you could beunder any number of different people
and for any number of reasons an agentthat you sponsored, you could have left.
You know, there's no value being added.
And you just said, man, you know, I'm notreally, don't know what to do with this.
You know, I'm not even gonnafocus on agent attraction.
Now all of a sudden you have yourpick of anybody in the company that
you can co-sponsor with and youcan now go recruit that person that
(27:06):
you wanted to go recruit that youdidn't feel like you could recruit.
'cause you didn't have the value to add.
It, it just changed the entire game.
Everybody in the company can now worktogether to go add more value collectively
and what, what is going to happen?
It is happening already,like in a crazy, crazy way.
It's happening.
People that I don't know that Ididn't know, or people that I did know
(27:27):
are reaching out and they're like,Hey man, what could we do together?
Here's a person I'mthinking about going again.
Here's another example.
You know Caleb Pearson joins Caleb.
Caleb, big dog.
Felt like he's probably comingto the game a little late.
People in his market startedreaching out to him and saying,
Hey, Caleb, man, can we co-sponsor?
I just saw you join exp and Ithink if me and you went after this
agent, we could go get 'em together.
(27:47):
In the past, that was never possible.
That was never possible.
So when you join, now, if you're aninfluencer or you're a big brokerage,
or you got a lot of influence in theindustry, when you join, everybody's
now looking at you as an opportunityto go work together with you.
Mm-hmm.
It's not stuck in this one choicethat you made for your, you know,
you know, for your entire career.
You can do that as many times as you want,with as many people as you want, and as
(28:10):
many different ways as you can think.
And it, it is an absolute game changer.
And like you said, Alex, it's notdivision, we're not splitting it.
And then if you cut somebodyunderneath the co-sponsors,
then they split that again.
You know, that's divisionto zero eventually.
Meaning the opportunityis not an opportunity.
This is multiplication.
You, you're gonna have is a seven.
If you're the co-sponsor,you have seven levels.
(28:31):
If you're the sponsor, youhave six levels because in that
first spot is your co-sponsor.
Mm-hmm.
That's all, that's that fundamentallywas the most brilliant thing, and I
would've screwed it up if Glen would'vesaid, Hey, how should we do it?
I'd be like, man, I think real does it.
Why don't we do it the way they do it?
That's what I would've said.
That's not the best way.
Lynn's like, Hmm, let me think about this.
Uh, dude, what if we did it thisway and then everybody would win.
(28:51):
Yeah.
It is just a in incredibly brilliantstrategy and it, it solves the biggest
problem I feel like, as a company thatwe've had, which is a lot of people
that wanna work together, but therewas really no way for us to do it.
And now that has changed.
And when you put together reallygood people together helping each
other, it, it just gets bigger, itgets better, it gets the, the speed
(29:12):
at which we're gonna add more value.
I don't wanna talk about this.
So, so I, you know, we, youknow, we, we beefed up our offer
and I, I tell the kinda story.
I came back from PuertoRico, so glad to be back.
Um, and I, you know, all these peopleI met, they're, they're super rich.
They built these big companies and when,and I'd have to tell 'em what I do.
Oh, I'm I, I'm A DSV.
They're just think all revenue,explain it to 'em and they would
(29:33):
be like, oh my God, they loved it.
They'd be like, that's thebest thing I've ever heard.
That's amazing.
You're so lucky.
And all these really smartpeople really like this idea
of revenue share and this, and.
The exponential growth of a passiveincome stream is a really good
thing and people seem to get there.
Okay, so, um, and so I'm coming backand I'm like, man, it's 96% margin.
Al, me, me, me, you and Mike's bucket.
(29:54):
The last four years did $40million in revenue share.
Big number, right?
96% margin.
And I was like, what would happen?
Okay.
And I, I invested in apartments, right?
I put a half a million in it.
It's gonna seven years, it's gonna double.
I'll have, you know, 500turns into a million.
And I got a bunch of meetingsI gotta be on now for 10 years
or seven years or whatever.
But I said, what would happen if I said,what if I just said, I'm gonna put 600
(30:17):
grand into helping agents that come joinus at x exp. And that was the experiment.
And I was gonna try, I was just tryingto see if I could double my organization.
So we built this whole system, butwhat's, here's what's happening.
That's amazing.
I was afraid to scale it.
Okay.
And this is where AI comes in and makesa huge difference in my ability to do
this, is I was afraid to do it 'cause,uh, it, before it would've taken me 50
(30:39):
employees to do what I'm doing right now.
That's, I mean, I, I would've alreadybottlenecked at the hiring process
and I'd have, I've been there.
And that's not the fun place to bewhen you need to hire people so,
so fast that the biggest problembecomes putting their chairs together.
Like Infusionsoft whenwe went and visited them.
Like that is not a problem that Ireally ever want to get to experience.
Ever in any company where I'm hiringpeople so fast that they can't get their
(31:00):
chairs put together and go to work.
So now with ai, and I was talkingto Braden last night and he, his
wheels were turning and we're like,we've got AI doing all of this.
And Braden's, like he wastalking about images and we
were selecting the image, right?
Like if you mess up the image on thead kills the ad. And so Braden's,
like, I do a lot of these image andhe started hearing himself talk.
He's like, what am I like thebest image picker on the planet?
(31:22):
Like, why am I. He was like, he islike, I don't wanna be known as the
best image picker on the planet.
He's like, I don't thinkI make a difference here.
And so now, now with you feed AI withthe right information, it will get
you the best image for that ad period.
Like you don't have to dolike all of those things.
Building those systems, makingit simple, making it work and
get the highest possible resultis when you start leveraging ai.
(31:44):
It's smarter than us as humans.
You can't do it better than AI can do it.
So everything that we're doing,we're leveraging AI to build the
process so that it cannot be anythingbut the best possible result.
And when you start thinking thisway, now you start to create things
duplicatable that operate at the highestpossible way that it could operate.
And people get better.
(32:05):
There's no room for error.
All this image was, I like that one,but maybe I like this one better.
No, what?
Which one of these is gonnaactually perform the best?
AI knows better than we do.
And that's, that's what yougo with and you leverage.
This to, to build things.
And so now I'm able to dothis at scale for anybody.
And that's, that wassomething I was afraid to do.
Why?
'cause number one, I didn'twanna have a bunch of employees.
(32:26):
And number two, I was a little bitscared to spend the money on that
many people, but now I don't have to.
And so there's just a, the, it's a perfectstorm of what's happening right now.
And, and our ability to actuallyhelp people more consistently,
more predictably, get results.
And that's, that is what, it'smind boggling, but it's, it's the
most fun I've ever had in my life.
We're absolutely having a blast.
(32:49):
Yeah, absolutely love it.
You built a hell of a, um,this accelerate, you know,
and, and here's the thing, man.
Great job.
Great iteration on what we had before, butthe thing I thought about was that this is
just really kind of iteration number two.
You know, like, right, thisthing's gonna keep evolving.
(33:10):
We can continue.
Oh yeah.
Yes, for sure.
Oh, I'm not dumb, bro.
Like, are you kidding me?
Yeah.
Like every, we, I, we startedwith the first pillar.
The first pillar is like, Hey,let me get you closing two
deals a month through marketing.
Okay?
So then, and every real estateagent, I don't care who you are,
you're all gonna agree with this.
If your business is all repeat andreferral and sphere of influence,
(33:31):
it's not as predictable as youwould like 'cause you don't know
when those things are gonna happen.
And so, you know, youhave to do something.
You bought Zillow, you bought realtor.com,you bought this, you bought that.
You bought the Zillow or theYouTube course for 24 grand.
You bought the, you bought, nowyou, you're going, I tried to,
this, this, this, this, this.
None of that stuff really worked.
It was all very expensive.
(33:52):
You really just need onething that's a oil well that's
consistently pre predictable everymonth producing business for you.
Turning strangers into customers.
'cause these people don't know, know,like, and trust like your other business.
So what, what the strategy is, ishow do we build trust with someone
that doesn't know who you are?
How do we, how do we make themsee the value that you bring
(34:15):
as a professional to the table?
Well, here's how you do it.
Once you determine the type of leadthat you're gonna go, the type of
marketing you're gonna go after,identifying the target market
and the message to that market.
New cons.
Where I live here in Frisco, it's Plano,Frisco, McKinney, let alone prosper
the colony all five minutes apart.
But the person that clicks Prosper is notthe same person that clicks Fris Frisco.
(34:35):
There's a reason why that is, andwhen you know that someone wants new
construction in Frisco and they clickon that, now you can create content
that's valuable and unique to themand what they're trying to accomplish.
That is the social media strategy,a content strategy attached
to a lead generation strategy.
You can go build a YouTube channeland shoot a bunch of videos for
a year and wait for the algorithmto pick it up, hopefully.
(34:58):
Or you can generate a bunch of people thatyou know are interested in this one thing.
And now let's go create contentthat's very relevant, positions
you as the expert and adds value.
And now they're more likely to respondto a call, text, email, or just pick
up the phone and call you becausethey've been getting value from.
The only way to create authorityand build trust with a stranger
is to actually help them, right?
Mm-hmm.
So if we build all thatfor you, done for you.
(35:21):
Then now you have this first oil weld.
Well, hey, what's next?
Now, we've coached agents for years.
We, once we get you doing onething, marketing that's working,
we can add as many of thosepillars as we want in marketing.
If you want to build your brand, weknow how to do it through multiple
different strategies, billboards,direct mail, all of all of that.
What are you doing database wise?
What are you doing to maximizethe amount of referrals?
Repeat that you get out of your database.
(35:43):
What are you communi?
We can literally start adding everypossible thing that you don't do
well and start implementing that forpeople very, very efficiently with ai.
And so our, our value prop today isnot gonna be our value prop tomorrow.
Our value prop today just startedwith the very first pillar to get
people closing two deals a month.
What's coming next?
What, whatever the, the,the world is our oyster.
(36:04):
What do we, what's the next thing wewould want to help solve for somebody?
That's the next biggest problem anagent has in their business, and that's.
It is getting exciting to, um, it'sa good time to be in real estate.
I can tell you it's a lot easier now thanit ever has, even though the market's now.
You know, I gotta tell the quickstory and then we can wrap this up.
We're at the top of the hour,but I gotta tell a story.
(36:25):
I hope she won't mind.
But it's about a friend named Grace.
We actually graduated with my sons Aidan.
Matthew Grace got her real estate license.
Um, just recently she'sfresh outta high school.
Never really even had like anothercareer job, first time, whatever.
And, um, we get her adsup and running for her.
(36:46):
Her average lead cost is coming in atlike a dollar 46 a lead, and in her
first two months with us, she clo shejust closed on a $360,000 property.
Now that may not seem like ahigh, a high end property in
Frisco or but in Cleveland, Ohio.
That's, that's luxury.
(37:06):
30%.
So, you know, coming outta thegate, my first sale at Century 21,
and when I, when I got my license,$55,000 and I, it would be in a
neighborhood, I wouldn't walk my dog in.
Okay.
So like, this is the type of thing we're,we're, we're setting people up to win.
Now, I'm not saying thatGrace wouldn't have eventually
(37:28):
figured it out and figured it.
'cause she, she's a, she,she's just a machine.
I mean, she's a, she's a, she's coachable.
She's got energy off the charts andshe has all those ingredients, which
are necessary for success, but it couldhave taken her a year, two years, shoot.
We all have that, that secret sauce, andwe had to figure it out, blow through
money, blow through time, hire a coach.
(37:50):
Very expensive.
This hasn't cost her anythingexcept for some ad spend.
And so dude, dollar 46 a lead.
Are you kidding me?
Yeah.
I mean, it's wild compared to likeZillow, you, you hit on something.
You know, I tell people what we'redoing is not rocket science, but it
scales and very few things scales.
Zillow doesn't scale.
(38:10):
Try to go get Zillow in San Diego County.
I know you can't becauseKyle Whistle owns all of it.
Can't get it.
Yep.
That's off the table.
He's buying all the realtor.comtoo, so good luck there.
You know, you, you'll get a YouTubechannel like you had said Jay.
Yep.
It's, it'll work if you doit correctly, consistently.
And it's gonna have to be for a long time.
I mean, people don't have time.
(38:31):
Their bills are due in 30 days.
Not in 30 months.
Yep.
So, you know, these things alldo where social media strategy.
Cool.
What does that even mean?
You just broke it down.
That is the most commonsense social media strategy.
Anybody listening to this?
Hope you wrote that down.
That's a freebie for you.
If you want more of it, call us.
Because coaching everysingle week is what?
(38:53):
That's the stuff we coach on.
And so great stuff.
We, we eat our own dog food here.
So yeah, man.
Great, great points guys.
Appreciate absolutely exactlywhat, uh, the whole one big fire
conversation's about and, uh, appreciateyou guys, honey badger nation.com.
You guys want to get connected.
Hit us up honey badger nation.com anduh, we'll see you guys on the next show.
(39:15):
Yep.
See you.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
See you on the next episode.
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