July 23, 2025 • 35 mins
Episode Overview
In this episode of the John Kitchens Coach Podcast, John sits down with powerhouse real estate leader Veronica Figueroa to unpack what it really looks like to build, rebuild, and scale in today's high-pressure market. Veronica shares her deeply personal and powerful journey through adversity, loss, leadership transformation, and explosive growth—all while continuing to serve as one of the most influential figures inside eXp Realty.
From recruiting top talent like Spring Benson and Via Williams to navigating the emotional rollercoaster of family, business, and rapid evolution, this conversation is a raw and honest look at what it means to lead with purpose, passion, and precision. Whether you're a solo agent, team leader, or broker-owner, this episode will fuel your fire and refocus your mission.
Key Topics Covered
eXp 2.0 & The Talent Shift
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Why 2024 marked a major turning point in eXp’s growth and narrative
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How top-tier leaders are joining forces to redefine the future of real estate
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What it means to lead a thousand-agent ecosystem with intention and culture
Leadership Lessons from the Arena
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Rebuilding after loss, rejection, and hardship
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Leading through personal adversity: how Veronica turned pain into purpose
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Why showing up, even when it’s hard, is the real mark of a leader in the arena
Systems, Accountability & Culture that Scale
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How Veronica's team tracks engagement, performance, and production
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What comeback agents teach us about culture, humility, and grit
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Building “culture centers” and creating ecosystems of support
Market Skill = Market Confidence
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Why listing conversations must change—and how to coach through fear
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Using appraisal workshops, creative finance, and roleplay to build agent skills
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The importance of qualifying sellers and avoiding “stale listing syndrome”
The Power of Presence & Relationships
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How eXp gave Veronica the freedom to be present with her family when it mattered most
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Why leadership today is about calling, connection, and community
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How one phone call changed everything: the Spring Benson story
The Future: Vision, AI, and Global Growth
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Glenn Sanford’s bold global vision and AI investments
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How eXp is using tech to onboard 200+ agents in record time
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Why global scalability and sustainability are now baked into the model
Resources & Mentions
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HoneyBadgerNation.com – Events, coaching, merch, and more
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eXp Global – Agent onboarding, international expansion updates
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Veronica Figueroa – Instagram | Figueroa Team
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AI Masterminds at eXp – Tech-driven growth sessions with top producers
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“List Responsibly” Campaign – Jill Biggs' viral billboard message
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BAM Media BBQ – Content, strategy, and leadership series with Leo Pareja
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Coach V Monday Mindset Calls – Weekly agent accountability & inspiration
Final Takeaway
- Leadership isn't about being perfect—it’s about being present.
- You’re one relationship away from the rest of your life changing.
- Show up. Lead the way. And never forget: “You can’t scale chaos. You can only scale systems.”
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 andtransform your business into
a path to lasting freedom.
What is up, honey?
Bad Nation, man.
Thank you guys.
Tuning another episodeof Expert Mentors Live.
(00:22):
We have the queen in the house with us.
V what is up?
How are you doing?
Yeah, hi.
Super excited to be here.
It's always great to have you,and I know you're in such a
whirlwind with everything going on.
Traveling the world and, and you know,being able to carve out some time
to jump in here and, and really pourback into this amazing community.
You know, episode 2 96, I had, I had Kyleon 2 95 and, you know, Kyle and Dan were
(00:47):
the reason that we even started the ExpertMentor series and, and really pushing.
So it's been an honor to, to, to runwith this since 2018, I think is when we,
when we kicked off expert mentors lives.
So being able to, to stay with it inincredible conversations and it's.
It's fun to, to look back, uh, youknow, over those previous, especially
as we're coming up on like episode300 and thinking about, you know, the
(01:08):
previous episodes and the conversations,but the amount of amazing talent and
just individuals and rock stars and youknow, those that just want to give back.
And it's just so cool to seethat over the years, but also.
What's happening now and movinginto, moving into the future, right?
(01:30):
So, you know, you look back, even justreflecting over the previous six months
of this year, you know, we're at halftimeand, you know, I always, you know, love
to think about the year as really likea, like a, a sporting event, right?
It's, you got the four quarters, youknow, you, you, you have your game plan
coming into Q1 and Q2, you're gonnaget maybe punched in the mouth a little
(01:52):
bit or you got some good momentum.
You get into halftime and it's time toassess and kind of see where you're at.
So, looking back over your first sixmonths of the year, which has been
incredible, um, you know, a few rockstars have moved over because of you
and, and really just interesting tosee as you think about the first six
months of this year to where we're at.
(02:14):
And looking forward into the future, youknow, what kind of reflecting, you know,
kind of what are your thoughts, but thenwhat are you excited about us moving
into, you know, the rest of this year?
Yeah, well, congratulations on theconsistency and bringing so much value
to the community, um, with not justexpert mentors, but everything you guys
do, you guys are just truly so special.
(02:36):
And thank you for allowing meover the last six years to, you
know, be a part of this dream.
I'll never forget the first time I metyou, and you've always just been such an.
Just such a great leader.
So thank you for everything you doand yeah, I mean it is beautiful to
reflect back the last six months.
It's been crazy.
You know, I just celebrated six years atexp and it feels like I just got here.
(02:58):
God dang.
It feels like we werein Key West last week.
Yeah, I know.
And I, you know, I look back onlike, not just the last six months,
but the last six years and, um.
You know, I have had the time to lookback and say, you know, what have I
learned along this journey at exp?
And yeah, you know, thelast six months, um.
(03:20):
Game changer.
Like who would've thoughtthat Spring Benson would've,
you know, joined exp, right?
People would've said like,that's never gonna happen.
Or Via Williams, you know, likehas been a dream of mine to be in
business with these ladies, right?
Um, but you know, all ofthat has happened because of.
Everything that happened at the previous,right, the previous years, right.
(03:42):
That we were laying the foundation,the talent that was being built here,
the people that were seeing the visionbefore, others could see it and, and
you guys laid such a great foundation.
Um, but when this year kicked off, I waslike, this is the year everything changes.
Everything changes.
This is exp 2.0.
You know, like we've got, youknow, we've got the receipts,
(04:03):
the narrative has changed.
We, we we're controlling our story.
Exp is stronger than ever withLeo at, at the helm of this.
And you know, the talent that we havehere, the leadership that we have
here, the marketing glow up, the,you know, the talent that has joined
this company, NA co-sponsorship.
I was like, let's go.
Yeah.
So for me, I was like.
Now, what do we do with this?
(04:24):
Now we have a responsibility topour gasoline on this, right?
One big fire here, guys.
Let's go.
Um, the phone doesn't stop ringing.
The, the, the, the curiosityis there now more than ever.
Like, Hey, I'm watchingwhat you guys are doing.
Yeah, I got a text today, um, actuallylast night from Byron Lne from BAM Media.
Like, Hey, Leo's gonnabe on Bam Bar Barbecue.
(04:46):
Uh, which I've been on one of thebam uh, media, uh, talks not too
long ago with, um, Alex Muzzi Muzzi.
And, um, Sharon was on it.
Um, and it was crazy, youknow, I'm like, oh my God.
Thank you.
That's so awesome.
Um, he texted me last night, andthis is what he said, which I
thought was a really great summary.
You know, as we think about how farwe've come as a company and, and just.
(05:09):
The, the narrative has truly changed.
He says, Hey, V, let your peepsknow about ba barbecue tomorrow.
Leo will be on Comments havebeen so positive for him and exp
lately, really impacting narrative.
And I think that we need to lookback And you said game film, right?
And, and, and, and, and we've won somechampionships, but we've lost some games.
(05:30):
But what happens when we, when we takean L, we should go back and reassess.
You know, what you saw at thebeginning of the year was from the
previous year, getting my ass kicked.
I lost some people, you know, Iwent through a personal hardship
that, you know, my mom got sickwith cancer and when I was down is
(05:51):
when you usually get kicked harder.
Right?
Then I lost some people thatwere like, you know, Hey, V,
we're gonna go to this like.
You know, copycat, that'sa little bit easier.
And I'm like, wait, wait, wait.
We were supposed to dothis dream together, right?
And, you know, thingsjust started shifting.
And then I had a moment to say, okay, youget to decide how you wanna design this.
You get to decide what thenext inning is gonna look like.
(06:13):
What the next, you know whatthe next is gonna look like.
Are you gonna go in with your headdown or are you gonna do what you do?
Are you going to, are you going usethis as an opportunity to level up?
Where do you need to improve?
Where can you be a better leader?
Where are your blind spots?
Mm-hmm.
Mm-hmm.
And what is the limited beliefthat you're telling yourself
(06:34):
that, you know, we lost the game.
Yeah, it's over.
Who said it's just a game, right?
Yeah.
Now it's time to go, goback and, and get better.
So I remember when I was downJohn and things were like, we
were feeling like we were getting.
Our ass kicked.
Can I say that right?
A hundred percent.
You know, a few years.
Yeah.
We were starting to, yeah.
(06:55):
And I was like, I'm, I'm not gonna lie.
I said, well, somebody's gottago do something about this.
I was like, who are we gonna call?
Who are we gonna go get andwho, what are we gonna do?
And that's where I literally was justkind of have a relationship with my, my.
Self and God, um, you know, Iwas talking to myself and then,
you know, I was praying to Godabout like my mom's situation and
(07:18):
I said, God, if you just save mymom's life, I'll be super obedient.
Like, you know, I, I God,which I shouldn't do.
What I, you know what we do.
And I said, and, and I was like, andwhatever you put on my heart, I'm
gonna do, but I'm telling you onething that I. Used in my affirmation
and my gratitude was how grateful Iwas for exp that I was able to spend
time with my mom when she was sick.
And it gave me the peace of mindto just be able to be present
(07:40):
in that transition of my life.
Um, which I think sometimes we forget,you know, it's not just about the, the
money, it's about the moments that we get.
And I'll never forget, um,when I lost some partners, um.
You know, and I was sitting there,feel, feeling deflated because I didn't
know what the answers were to my mom.
And I was feeling like Icouldn't help my friends.
(08:02):
I couldn't help the company and I wasgetting my own personal ass kicked.
I remember God said, you,you should call spring.
I was like, literally laughing.
I'm like, that's silly.
And um, and it was reallylike the voice was there.
Yeah.
And um.
I called her, I said, we should do dinner.
(08:22):
I have a lot of respect for you, and I'llfly out to Utah and like, let's chat.
I was like, I got a crazy idea.
And, um, I'll never forget, I alsotold her, I was like, I'm, I'm in a
place where I'm just following my faithand following my heart, and I don't
care if I get the door closed on me.
I don't care if I get laughed at.
I don't care if I get, youknow, if I get rejected.
It's, it's, it's, I'm honoring my calling.
(08:46):
To just be someone that is, youknow, gonna go out there and.
Lead the way and um, you know, it waspretty fun to see the fruits of all that
happen in January and then this yearkick off with so much momentum and then,
you know, talent after talent, aftertalent, after talent, after talent.
Not just me, everybody,like everybody was winning.
It was kind of like thiscelebration of, of of.
(09:10):
Energy and so many wins for all myfriends at this company, you know?
Yeah.
And the talent that just kept on coming,that keeps on coming in in a moment
that I think really shows us a lot.
Like we don't give up, we keep going.
Right.
And you gotta take thosemoments and learn from them.
Mm-hmm.
(09:30):
And then you come up with a design thatwe can redesign this like we really,
truly can, and I'm having more fun.
At the company thanI've had in a long time.
And it wasn't that I lostthe, the love for the company,
but it just got fun again.
Right?
We got a, you know, it got a littlecrazy for a little bit, but it's, it's
crazy when you're having fun now, theenergy is just completely shifted.
(09:53):
Just came back from six weeks in.
Um.
In, um, what do you call it?
It was over in Europe, in Europetraveling, um, seeing the global
movement, seeing everything that,um, is happening in, in global.
That's been super exciting.
I mean, helping open up somecountries, I'm actually in
some of those conversations.
So like the momentum is just a lot.
(10:13):
It's really, really cool.
Um, so the future is.
We're running, man.
We, you know, talk to Jay all the time.
You know, we've got more appointmentsback to back, to back to back.
And it's really more appointmentswith leaders who are saying
during this kind of market.
Mm-hmm.
This is why we're here.
Yeah.
This is why we signed up for this.
It wasn't for when it was an easy market.
And I've always said this,I was a franchise owner, so,
(10:36):
you know, I understand this.
Um, when I joined exp it waslike, if, if, if we go to war.
I need to be, I need to bearound some real strong soldiers.
And that's mm-hmm.
What I felt like and now thefuture's like, it's exciting.
Yeah.
You know, it's crazy.
Had, um.
The did, uh, did the Seattle rallywith, uh, Jacob and Elizabeth Weaver,
(11:00):
and obviously being in Seattle, youknow, easy for Glen to come down.
So Glen and Debbie were thereand we did a VIP the night
before, uh, before the rally.
Um, just first class allthe way the venue was.
Was first class and being ableto have that in, we did a little
rapid fire session, um, hadKindle on the panel mm-hmm.
As well.
(11:20):
But I asked, um, I asked Glenn,you know, 'cause I'm, I'm,
I'm a very big vision guy and.
Being for, for most of mycareer, being, you know, number
two in, in, in command, right?
Um, and always be being there in that,you know, leadership, but support type
role vision is super important, right?
(11:41):
Because if you, if you lose thevision, then if talent, if they
don't see the vision, then.
They, they don't believethey can accomplish their
dreams by being a part of it.
And I, I had felt with the transitionwith Glen, um, you know, before we
came over in 2017, you know, for,you know, exp Con Fort Lauderdale
(12:01):
in 2017 V there was 400 people thereand they just celebrated 4,000.
And that's when I metGlenn for the first time.
Glenn and Jason.
And we got to listen to the vision.
And you know, then to get to see itplay out, you know, in 18 and 19 and
20, just to get to see everything thatGlen shared with us in 2017 in that back
room of the hotel at exp Con in FortLauderdale and seeing everything play out.
(12:24):
So I asked Glen, I was like, you know.
Um, on the panel right infront of everybody, you know,
I was like, I got a question.
And, you know, I said, you know, told,reminded Glenn of that, of that story
and he shared the vision and I said,you know, what's, what's the vision now?
What's the vision moving forward?
And, you know, in typical Glenn,our, you know, fashion and, and
being able to articulate it.
(12:45):
He just said, you know, I just, Ibelieve, you know, 300,000 plus Yeah.
You know, active agents and he said Theonly way we can get there is global.
Yeah.
Um, and so just really cool seeing an,an emphasis on, you know, the global
market and what we're able to do with,you know, the power of, of a, the best
(13:08):
business model for, for real estate,the best business platform out there.
And we're seeing it, right,because you're seeing people
that are testing the other Yeah.
Models and they're, andthey're coming back.
Um, had a great conversationwith, uh, Mary Murphy yesterday.
I had her on the podcast and I had coachedMary for many years and you know, they.
(13:30):
Just accelerated.
I love what, what she's doing.
I mean, they live in, they live in Arizonaand live in life by design that they
designed that life and they still run asuccessful team out of, out of Jersey.
And so anything's possiblein this, in this business.
And you know, the thing that, thatshe said, why she came back Yeah.
Was rooted into the valuesof this organization.
(13:54):
And she's like, you know, theproblems that were problems or
issues or challenges and why I left.
Were enough noise to be corrected,and they were corrected, they
were changed, they were fixed.
And I said, yeah, go back tothe values of this organization.
It's all about the agents first.
It's all about being agile.
But my favorite one V that I'velatched onto with this company
(14:17):
that I have 100% belief in.
Is, is the core value of sustainability?
I know at my core, every decisionthat is being made is for the
sustainability of this company.
And I've seen it so many timesthat I don't question it anymore.
Yeah, I, I have to agree with youand, you know, I was on a call
with Leo, um, last week when I wasaway and, you know, I asked him the
(14:40):
same thing about the vision, right?
'cause I, I have.
The privilege of, you know, beingable to just kind of, you know,
sometimes have an opportunity to talk.
And, and he did, you know, hetalked about, you know, where
Global's going, but you know.
Glen is very bullish on AI right now inefficiency, and Leo has his leadership
meetings with, you know, uh, his teamand he reminds them, you know, like
(15:01):
right now it's all about, you know,again, how are we helping the agents win?
How are we being scalable?
How, how are we scalable?
How are we.
Sustainable.
And I, I totally, I was like, man,you know what is so really cool
is that you have an army of peoplethat believe in your mission.
We'll run through a brick w walk, youknow, building a wall with you guys.
And we understand that you're gonna haveto make some changes as a company evolves.
(15:23):
Right.
But like what they're investingin us as well is pretty cool.
When I was in.
In Spain from stage.
I mean, Glenn offer, you know, gave a, um,he basically, well they did two things.
They had a mastermind where Seth from,you know, the chief, um, technology
officer, I believe is, uh, I forgotSeth's title or AI officer, um,
(15:45):
sat there with the top producing.
And help them build out prompts and botsand, um, you know, they built websites.
They worked together as a group, um,to come up with concepts and, and, and
building what, you know, unlovable.
And, and, and Glen was investing in us.
Yeah, because he believesin us as the agents first.
(16:06):
And he was like, look, I wanna arm youguys with more tools so that you guys can
be successful, but watch what's happening.
He says, ai right?
Lean into it.
He says, because this is a tool thatwe know businesses are using and
you guys need to use it as well.
And we are gonna continue to push forwardwith AI to re, to remain sustainable, you
know, and to, to stay forward thinking.
(16:27):
Um, and he, and it was really coolto see him taking time to also.
Teach us the tools, right?
The resources.
He says, even if you're anagent, has never even touched
technology written code.
He was like, this is where we're going.
He says, I want you, we want youguys to come along the way with us.
And this is how we'rebreaking into countries.
They were able to launch acountry Ecuador with, um.
(16:49):
They had the biggest launch ever.
It got leaked that re you know, that the,the country leader was leaving re max.
Re max started to call all the agents,you know, try to shut them down.
Sure.
Then their website, what wassupposed to happen, the, you know.
Everything broke and the global teamwas able to launch a country with 200
(17:12):
agents onboard them to get everythingdone after, you know, it got leaked.
It got advanced two weeks soonerbecause they had to, and it was all
through leveraging the power of.
Technology, obviously ai, some of thetools that Glen and them and told his
team, he is like, we can build it.
Let's do it.
(17:32):
And it's pretty impressive tosee what's happening in the fu.
You know, I, I would say this as we moveinto the future and how Glen continues
to be that brilliant leader, right?
And I, I love when GlenGlen's in the think tank.
I'm like, keep 'em in the think tank guys.
He's so brilliant and it's really outtathe way When he has fun, you know, you see
him, you know, he's having a little bitof fun and um, it's cool to see him also
(17:53):
with a running mate like Leo and Felix.
Man, you know, gives, itgives you a pep in your step.
And Wendy's doing, you know, somegreat things with the marketing
as far as the glow up there too.
So it's cool to see the directionthat the company's going and how
they are putting us first still.
And um, and it's like I said, whatByron said, people are noticing, um,
and it teaches us, so I'm going back.
(18:14):
To my team and saying, how can I, 'causeI still run a team and, you know, my
team is a high production, you know,we've been known for a high production.
Um, you know, and I'mlike, but what's next?
You know, like we've looked at everything.
Um, you know, what arethe expenses that we have?
Who are our B players?
You know, we wanna be around peoplewho are embracing and leaning into the,
the, you know, the way of the future.
(18:34):
Mm-hmm.
And, um.
You know, I think I mentioned toyou previously, you know, we're
building a culture center, right?
I have an office.
Gil had an office, you know, and we'relike, Hey, dude, like, why don't we
like bring our energies together, right?
And.
Areas that we as, as, as leaders, cancome together and, um, make sure that
we help our agents be more productive,whether they're an agent on a team, put
(18:56):
e build an ecosystem where they haveall the best teams surrounded by them.
And, you know, every teamhas a different flavor.
Um, how are we.
You know, learning from, you know, thepast six years, how can we build retention
and community within our local market,uh, to support, uh, with co-sponsorship
and all the things that we're doing?
(19:17):
Um.
But it's really, really cool to saylike, we get to now evolve with the
company and um, you know, also learnfrom Leo and, and, and Glenn and for us.
I think you had asked me earlier,what's next for you guys?
Um, dude, like, yeah, I, I think wecan get to at least, I mean, gosh.
(19:38):
It's pretty freaking cool.
But I mean, I think our organization,um, locally and with co-sponsorship and
supporting these agents, um, I think we'llhave probably about a, I don't even know
how many have right now, but a thousandmore agents locally coming together.
Yeah.
Um, because of what we're doing whenwe're bringing our energies together
and teaching these agents how to builda business, uh, from our previous
(20:00):
life, our previous experience, andnow growing together with this.
These resources.
Yeah.
I, I, I mean, I, I think, I think you evena thousand even in, in, in that the whole
Orlando area might even be a little low.
Yeah.
I think you guys could even,even push that just with.
The amount of leadership and talentand, and you know, the right message.
And I think the biggest thing,you know, right now as we were,
(20:21):
you know, it's great, right?
You know, some have momentum and, and,and being able to ride exp has momentum.
We're bringing in a lotof big, heavy hitters.
But as you're still communicatingwith, with the agents on day in and day
out, right there, there's a tremendousamount of fear in the marketplace.
This is, I mean, you've been inthe game long enough, you know, the
ebbs and flows and you know, theamount of headwind that we're really
(20:43):
facing within the market itself.
Um, you know, obviously one ofmy dear friends, you know, Blake
Sloans and Myrtle Beach and justhearing kind of their statistics
and stuff, I'm like, holy smokes.
Right.
And obviously all of our friends andagents and everybody up in Canada and
you know, just the market conditions.
Homes are still selling.
Of course.
Yeah.
That, that, that's the case.
But there's still a little bit ofelement of fear in, in the marketplace.
(21:05):
How are you like conveying,you know, what's the message?
How are you, you know, really, youknow, emphasizing them to, to move
from fear and move into actionand not become paralyzed by it.
Yeah.
I mean, we talk to our agentsevery single day about this, right?
Um, we are, you know.
We're realist.
(21:26):
We know listings are sittinga little bit longer, right?
But like yesterday, we're havingan appraisal class to teach, you
know, teaching our agents like,look, this is where skill, you
really gotta sharpen up your skill.
And that skills wouldn't giveyou that confidence, right?
To, to, to be able to have thoseconversations with sellers more.
You know, this is morethan just marketing.
This is more than just said,putting a sign in the yard.
This is about are you seriousabout selling in this market?
(21:49):
Right.
These are the conversationswe have to have.
And if you feel a little,you know, kind of like.
Nervous about having thoseconversations, leverage the
leadership that you have here.
We're gonna, so we're roleplayingthese conversations a lot.
I'm helping them understand that,hey, creative finance, there's so many
conversations that you have to haveat the listing appointment now that,
(22:11):
I mean, the conversation's differentat the listing appointment right
now, a hundred percent conversationhas to be different because mm-hmm.
It's not sexy to have abunch of stale listings.
Right.
Though, uh, you know, when Iwas listing homes, uh, 75 to
a hundred homes a year by my.
Self by myself.
My little system, myrinky dinky broken system.
It was in a market whereproperties were sitting.
Yeah.
(22:31):
So I had to have a winningWednesday conversation with my
sellers to talk about strategy.
So at the listing appointment,it was always like, we are gonna
set you up with the best strategyto help you win in this market.
And if every Wednesday we aregoing to determine are we set up
to win in, in, in, for the next,you know, four to sell your home.
(22:53):
And if we don't come out the gatestrong, then we gotta continue to,
you know, we gotta talk about it 20%.
The conversations at the initiallisting and the initial appointment
or consultation or whatever it isthat you wanna call it, is like,
we're gonna have these conversations.
If we don't, you know, like we can avoidthem and these are all the things we
(23:14):
can do, avoid, but certain things thatare out of our control, but leaning
into the fact, so when I'm talking to myagents, I'm like, you just gotta have the
mindset that you are the expert, right?
We're here on expert mentors, right?
You are the expert.
You are.
You are here to coach them.
You are here to guide them andhave these conversations that are
really important because there arepeople that need to sell right now.
(23:36):
Unfor.
Yeah.
I love Jill Big's.
Um, she's going, she's going viral rightnow with her, um, with her billboard.
You know, we, we, my team sold 525 homes.
Your cousin sold two last year.
Yeah.
List responsibly, you know.
Um, and as a team, we tell our agentslike, leverage the team credibility.
Right?
You leverage the team.
Do not go on a listing appointmentwithout one of our listing experts.
(23:57):
To, you know, mentors to be therefor you because there's so many
things in the conversations onthe front end that have to happen.
If not, you're, you're, you're, you'resetting yourself up for failure.
And it's funny, you what I lovedwhat you said, v that, uh, I want
everybody to make sure that they catch.
So there's.
There's kind of this, thisaxis of where we find flow.
(24:19):
Right.
You'll, you'll resonate with this, right?
'cause 'cause we know when we getinto a state of flow and where flow
happens for us is when our, ourcapabilities, our skills are in
alignment to the challenge at hand.
Yeah.
Right.
And when the challenge is really low,that's where we tend to get bored.
(24:40):
Yep.
But when the challenge is here.
But our skill is not where it needs to be.
That's where we fall into anxiety.
That's where we start to developthe anxiety and the stress.
And so what you said, and I wanna,I just wanna emphasize what and make
sure everybody heard, is that if you'refeeling that anxiety is because the
challenge in the market has changed.
(25:01):
If you don't have the skillset tomatch it, then that's where you're
gonna find a lot of a lot of trouble.
That's where you've gotta improvethe skillset to get back into
that flow to where it feels easy.
It's not easy.
I mean, you're doing thework, but it does feel easy.
It just feels like you're kindof going through the motions,
and I think that's what you know.
I love what you said a little bit earlier.
Why you're re-energized becauseyou have this massive skillset
(25:24):
that's built for this tough market.
Love it.
And it was, it was getting kind of easyand you're kind of getting kind of bored.
I mean, I looking challenges meanI'm jacked about it, you know?
Because when, when agents don'trealize, if you take on all these
listings that are like, let's just sayoverpriced sellers are not realistic,
we're talking about sign costs.
Photos, you know, the, the anxietyof having to have that conversation
(25:47):
with them because you knew youtook an overpriced listing anyways.
You shouldn't have taken it.
Yeah.
You know, you didn't get to the realcore root of why they need to sell.
Right.
Um, but you know, when I'm talking tomy agents, I'm like, we wanna work.
You know, we are, there's a qualificationprocess to work with us right now.
Yeah.
Like, that's how, that'show serious we are.
About who we're gonna work with andwhen you could separate yourself to say,
(26:07):
you know, to have that confidence tosay like, we gotta determine if we're
a match, Mr. Seller, like right now.
Yeah.
And it, it's, it's, it'sgonna take a, people are gonna
be like, wait, wait, wait.
How many people are you interviewing?
You're gonna see a lot more people.
It's, it is way more than just,you know, the dance and videos.
Uh, you know, right now it's goingto have to be, you know, like you
said, that conversation of, you know.
(26:29):
Of course, those hard conversations,sharpening your skills, having
the best marketing strategy.
Um, but I am having fun in this market.
Hell yeah, I'm having alot of fun in this market.
I was looking at our numbers where,you know, here's the thing, I'll
always be known, and I, I take this,Jay and I have talked about this, and
it's kind of like a lot of pressure.
Oh, V you always be known as the girlthat sold 2200 homes in one year, blah,
(26:50):
blah, blah, blah, blah, blah, blah.
But the reality.
You know, John like, likethat's not, I mean, we talked
about sustainability earlier.
Yeah, I could.
I could do it again,but I know the formula.
I don't know if I want to.
Right.
Yeah.
But you know, even in a bad market,even in a tough market, we're on
track to sell 532 homes this year.
Yeah, okay.
Looked at the numbers yesterday,we're at the halfway point.
(27:12):
Looked at everything that's pendingor you know, we're on track.
Give or take, even if we cross 4 75,500, you know, when was that a thing?
Prior to, you know, therecent years, right?
Sure.
To sell four, 500 homes isa lot of families to start.
I can tell you, I can tell you what500 homes that gets you top 10 in
(27:32):
the world at Caldwell Banker, I cantell you exactly what that gets you.
You know?
But just knowing that we have the repsin and, and the reps and it's so awesome.
Yeah.
And the rest, I was telling agentsyesterday, you know, when we were
talking to 'em, I was like, this is.
Where really great real estateagents are born in this market.
Mm-hmm.
Really good agents.
(27:53):
Um, so, you know, we're doingMonday motivational, like they get
Mindset Monday with me every Monday.
I don't care where I'm at in the country.
I host that, do it every Monday.
You know, I get theirmindset ready for the week.
We celebrate the wins, wetalk about the challenges.
We talk about real lifestories and where we're going.
Um.
(28:13):
Every Tuesday we're, all right.
Let's talk about anychallenges in your database.
You know, we're, we're leveraging ai.
We're ha we're investing in tools andresources to give our agents back some
time to focus on the tasks that matter.
Right?
Reminding them that, guys, the mostimportant thing that you should be doing
right now is having more conversations.
(28:36):
Right.
More, more conversations with.
Clients, buyers and sellers who arereally, really, really committed
over the next 60 to 90 days.
Right.
To take action.
Yeah.
To take some sort of action.
It doesn't mean that if they're not readyin 60, 90 days, you're gonna abandon them.
You're just properlygoing to prioritize them.
(28:58):
Okay?
And you're going to spend yourtime getting to know what's
happening, obviously, around yourarea, your market, you know, you
gotta be that neighborhood expert.
You know, Wednesdays we say, bring us anychallenges that you have on contracts.
Like, you are not the only one.
You learn.
Come on these calls because you're gonnahear from your peers that you're not
the only one going through some of thesethings, and you can learn from your peers.
(29:21):
So you ask how do you keep 'em in thegame so that they know that it's, they're
not, they're not, they're not failing.
You know, the beautiful thing, kind ofwhat, what you're breaking down there v is
you're not allowing people to disappear.
You're, you're, you're, you're kind of.
Like, show up, right?
We're gonna, we're gonna havethe necessary conversations
throughout the cadence of theweek, but you gotta show up.
(29:45):
You can't.
And it's, it's, it's, it's notallowing them to just disappear.
I always think of like the HomerSimpson meme where he disappears
into the, to the shrubs.
You just can't let them because they will.
Right.
If you don't keep them engaged,they'll just fade away.
This is, VP of Ops is here, sowe have, we track everything.
How many team meetings did you come to?
How many huddles did you attend?
(30:07):
And then if they're not meeting thestandard, we have a plan where we're
reaching out, we have a pulse check.
Hey, let's talk about this.
Currently not meeting probablythe standards of the team.
We're gonna put you on a 30 day.
Performance plan because wewant you to be successful.
Where do you want yourincome level to remain?
Do you want it to stay the same?
Do you want it to improve?
(30:28):
Do you wanna just survive?
And you know, like we needand some right now, even if
it's paying your bills, right?
So we're having these conversationswith our agents, but it's like
we have steps for them to followfor them to be successful.
Like, look, if you follow this.
I know it's gonna get tough, butyou got a community of people
here that are doing it with you.
Let's celebrate the wins.
We're not measuring you because you know,you, you may not have a kick ass quarter.
(30:53):
We're measuring you and holding youaccountable because that's why you've
partnered with us to help you celebratethe process and help you understand
like you, you're putting in the reps.
You're putting in the reps.That's, that's all you gotta do.
Um, man, I just had a girlcome back to our team.
She left exp. She went to, um, LPT,she got on a team that offered a better
split on flex and all this other stuff.
(31:15):
And you had, you know, every once ina while you have that little, little
mass exodus to my fellow team leaders.
And, um, you know, she cameback, she just did a post today.
Shout out to Tamara.
Um, she did a post today.
She's got, I believe, um.
I believe a total of nine, either pending,just listed, sold in the last 30 days.
(31:35):
It's freaking awesome.
And kudos to her, right, for, fornot letting her ego get in the way of
the goals that she wanted to achieve.
Because a lot of people just too pridefulthat they wouldn't even come back.
They wouldn't even admit.
Right.
That, so that shows just a, youknow, the type of person that
she is in the office yesterday.
I'm walking, I'm listening to my team.
We're having the appraisalworkshop, incomes Eric Muganda.
(31:57):
Young cat.
Love him to death.
He's super sweet.
Was on our team, started hiscareer with us, left, came back.
I mean, he's a killer.
He's a killer.
He's walking in with three, four lockboxthat he just took off this post and
he's, he's like, I got, I just camefrom another showing he's all sweaty.
We're high fiving.
And he's another comeback story.
(32:18):
Right?
But what he said to me, he's like,Beto, this is the market that you
need to be surrounded by people thatwill show you the way, and the way
is not necessarily a magic pill, it'sthat we'll show you what it takes to.
Be a true professional in this market.
He says, we're constantly puttingourselves in opportunities to have
(32:43):
more conversations, to have moreat bats, to learn, to educate.
I tell him, it is yourresponsibility to be an expert.
I could just only lead you a certain way.
I can't think for you.
Right?
But if, if you stick around longenough, you, you will be a badass.
And, and I just love hearingthese comeback stories, right?
The humility within them.
I've got more people on my teamthat I, I think most people
(33:06):
have that are comeback stories.
Yeah.
Yeah.
And it's so fun.
Yeah, it is.
And, and that, that's energizingfrom a leadership perspective
to see the growth in them.
Right.
Sometimes they have to, you know,you have to let 'em go to, to,
to see if they'll come back.
Right.
Because they have to learn andthey have to, to see those things.
So yeah, it's, uh.
Super.
Not everyone qualifies to comeback, but the door's always open.
(33:27):
Not always vi You are absolutely amazing.
Definitely an absolute inspiration.
Um, as we wrap up here, just kind offinal thoughts, you know, for team
leads, for agents, um, that, youknow, are, are are committed, but just
looking for that extra little push.
What, what's the message?
(33:48):
Team leaders.
Um, I love your shirt,right, man, in the arena.
That's it.
I wanna say like, get in the arena.
Like we need to be in the arena.
Like, I'm having more recruitingconversations, I'm having more coaching
conversations, leadership conversations.
I'm picking up the phone and callingright there, you know, I am calling
(34:09):
people, Hey, how, how are you doing?
How are you?
How you know?
How's business treating you right now?
Are you aligned with your goals?
Like, how can I support you evenif they're not at my company?
Right?
If it's on the otherside of the transaction?
That is prime for the pickings for youto recruit, prime for the pickings.
Um, people need leadership right now.
(34:29):
They are thirsty for it,and they will welcome.
That call, I called one of my friendsthis morning just to check in on her.
She's an independent brokerand she just launched a, um, an
expansion team in North Florida.
She says, V, coach V, you guysdon't know it, but she's the first
person you guys are gonna hear for.
So I didn't even know I was gonna speaker.
She says, can you give thisamazing team some words of info?
(34:53):
And here's what I said, right?
You know, obviously I encourage them, butat the end I said, relationships matter.
More than ever now, you neverknow who you're gonna bless and
your one relationship away fromthe rest of your life changing.
This woman is not even at our brokerage,but we have been friends for so many
years, and the way we can serve our peopleright now is just show up for people.
(35:18):
Even if you don't have.
The, the, the outcomethat you want right now?
Yeah.
Like just be a good human being to yourpeers too, in this industry, because
people need to just get some encouragementthrough positive relationships.
It's already tough out there.
Go bless somebody.
I love that perfect way to wrap this up.
Vi you're amazing and um, I do agreerelationships are more important than
(35:42):
ever and, uh, let's, uh, let's go engageand have some, I love you, brother.
Awesome.
Love you.
I'll see ya.
See, 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 andtransform your business into
a path to lasting freedom.
What is up, honey?
Bad Nation, man.
Thank you guys.
Tuning another episodeof Expert Mentors Live.
(00:22):
We have the queen in the house with us.
V what is up?
How are you doing?
Yeah, hi.
Super excited to be here.
It's always great to have you,and I know you're in such a
whirlwind with everything going on.
Traveling the world and, and you know,being able to carve out some time
to jump in here and, and really pourback into this amazing community.
You know, episode 2 96, I had, I had Kyleon 2 95 and, you know, Kyle and Dan were
(00:47):
the reason that we even started the ExpertMentor series and, and really pushing.
So it's been an honor to, to, to runwith this since 2018, I think is when we,
when we kicked off expert mentors lives.
So being able to, to stay with it inincredible conversations and it's.
It's fun to, to look back, uh, youknow, over those previous, especially
as we're coming up on like episode300 and thinking about, you know, the
(01:08):
previous episodes and the conversations,but the amount of amazing talent and
just individuals and rock stars and youknow, those that just want to give back.
And it's just so cool to seethat over the years, but also.
What's happening now and movinginto, moving into the future, right?
(01:30):
So, you know, you look back, even justreflecting over the previous six months
of this year, you know, we're at halftimeand, you know, I always, you know, love
to think about the year as really likea, like a, a sporting event, right?
It's, you got the four quarters, youknow, you, you, you have your game plan
coming into Q1 and Q2, you're gonnaget maybe punched in the mouth a little
(01:52):
bit or you got some good momentum.
You get into halftime and it's time toassess and kind of see where you're at.
So, looking back over your first sixmonths of the year, which has been
incredible, um, you know, a few rockstars have moved over because of you
and, and really just interesting tosee as you think about the first six
months of this year to where we're at.
(02:14):
And looking forward into the future, youknow, what kind of reflecting, you know,
kind of what are your thoughts, but thenwhat are you excited about us moving
into, you know, the rest of this year?
Yeah, well, congratulations on theconsistency and bringing so much value
to the community, um, with not justexpert mentors, but everything you guys
do, you guys are just truly so special.
(02:36):
And thank you for allowing meover the last six years to, you
know, be a part of this dream.
I'll never forget the first time I metyou, and you've always just been such an.
Just such a great leader.
So thank you for everything you doand yeah, I mean it is beautiful to
reflect back the last six months.
It's been crazy.
You know, I just celebrated six years atexp and it feels like I just got here.
(02:58):
God dang.
It feels like we werein Key West last week.
Yeah, I know.
And I, you know, I look back onlike, not just the last six months,
but the last six years and, um.
You know, I have had the time to lookback and say, you know, what have I
learned along this journey at exp?
And yeah, you know, thelast six months, um.
(03:20):
Game changer.
Like who would've thoughtthat Spring Benson would've,
you know, joined exp, right?
People would've said like,that's never gonna happen.
Or Via Williams, you know, likehas been a dream of mine to be in
business with these ladies, right?
Um, but you know, all ofthat has happened because of.
Everything that happened at the previous,right, the previous years, right.
(03:42):
That we were laying the foundation,the talent that was being built here,
the people that were seeing the visionbefore, others could see it and, and
you guys laid such a great foundation.
Um, but when this year kicked off, I waslike, this is the year everything changes.
Everything changes.
This is exp 2.0.
You know, like we've got, youknow, we've got the receipts,
(04:03):
the narrative has changed.
We, we we're controlling our story.
Exp is stronger than ever withLeo at, at the helm of this.
And you know, the talent that we havehere, the leadership that we have
here, the marketing glow up, the,you know, the talent that has joined
this company, NA co-sponsorship.
I was like, let's go.
Yeah.
So for me, I was like.
Now, what do we do with this?
(04:24):
Now we have a responsibility topour gasoline on this, right?
One big fire here, guys.
Let's go.
Um, the phone doesn't stop ringing.
The, the, the, the curiosityis there now more than ever.
Like, Hey, I'm watchingwhat you guys are doing.
Yeah, I got a text today, um, actuallylast night from Byron Lne from BAM Media.
Like, Hey, Leo's gonnabe on Bam Bar Barbecue.
(04:46):
Uh, which I've been on one of thebam uh, media, uh, talks not too
long ago with, um, Alex Muzzi Muzzi.
And, um, Sharon was on it.
Um, and it was crazy, youknow, I'm like, oh my God.
Thank you.
That's so awesome.
Um, he texted me last night, andthis is what he said, which I
thought was a really great summary.
You know, as we think about how farwe've come as a company and, and just.
(05:09):
The, the narrative has truly changed.
He says, Hey, V, let your peepsknow about ba barbecue tomorrow.
Leo will be on Comments havebeen so positive for him and exp
lately, really impacting narrative.
And I think that we need to lookback And you said game film, right?
And, and, and, and, and we've won somechampionships, but we've lost some games.
(05:30):
But what happens when we, when we takean L, we should go back and reassess.
You know, what you saw at thebeginning of the year was from the
previous year, getting my ass kicked.
I lost some people, you know, Iwent through a personal hardship
that, you know, my mom got sickwith cancer and when I was down is
(05:51):
when you usually get kicked harder.
Right?
Then I lost some people thatwere like, you know, Hey, V,
we're gonna go to this like.
You know, copycat, that'sa little bit easier.
And I'm like, wait, wait, wait.
We were supposed to dothis dream together, right?
And, you know, thingsjust started shifting.
And then I had a moment to say, okay, youget to decide how you wanna design this.
You get to decide what thenext inning is gonna look like.
(06:13):
What the next, you know whatthe next is gonna look like.
Are you gonna go in with your headdown or are you gonna do what you do?
Are you going to, are you going usethis as an opportunity to level up?
Where do you need to improve?
Where can you be a better leader?
Where are your blind spots?
Mm-hmm.
Mm-hmm.
And what is the limited beliefthat you're telling yourself
(06:34):
that, you know, we lost the game.
Yeah, it's over.
Who said it's just a game, right?
Yeah.
Now it's time to go, goback and, and get better.
So I remember when I was downJohn and things were like, we
were feeling like we were getting.
Our ass kicked.
Can I say that right?
A hundred percent.
You know, a few years.
Yeah.
We were starting to, yeah.
(06:55):
And I was like, I'm, I'm not gonna lie.
I said, well, somebody's gottago do something about this.
I was like, who are we gonna call?
Who are we gonna go get andwho, what are we gonna do?
And that's where I literally was justkind of have a relationship with my, my.
Self and God, um, you know, Iwas talking to myself and then,
you know, I was praying to Godabout like my mom's situation and
(07:18):
I said, God, if you just save mymom's life, I'll be super obedient.
Like, you know, I, I God,which I shouldn't do.
What I, you know what we do.
And I said, and, and I was like, andwhatever you put on my heart, I'm
gonna do, but I'm telling you onething that I. Used in my affirmation
and my gratitude was how grateful Iwas for exp that I was able to spend
time with my mom when she was sick.
And it gave me the peace of mindto just be able to be present
(07:40):
in that transition of my life.
Um, which I think sometimes we forget,you know, it's not just about the, the
money, it's about the moments that we get.
And I'll never forget, um,when I lost some partners, um.
You know, and I was sitting there,feel, feeling deflated because I didn't
know what the answers were to my mom.
And I was feeling like Icouldn't help my friends.
(08:02):
I couldn't help the company and I wasgetting my own personal ass kicked.
I remember God said, you,you should call spring.
I was like, literally laughing.
I'm like, that's silly.
And um, and it was reallylike the voice was there.
Yeah.
And um.
I called her, I said, we should do dinner.
(08:22):
I have a lot of respect for you, and I'llfly out to Utah and like, let's chat.
I was like, I got a crazy idea.
And, um, I'll never forget, I alsotold her, I was like, I'm, I'm in a
place where I'm just following my faithand following my heart, and I don't
care if I get the door closed on me.
I don't care if I get laughed at.
I don't care if I get, youknow, if I get rejected.
It's, it's, it's, I'm honoring my calling.
(08:46):
To just be someone that is, youknow, gonna go out there and.
Lead the way and um, you know, it waspretty fun to see the fruits of all that
happen in January and then this yearkick off with so much momentum and then,
you know, talent after talent, aftertalent, after talent, after talent.
Not just me, everybody,like everybody was winning.
It was kind of like thiscelebration of, of of.
(09:10):
Energy and so many wins for all myfriends at this company, you know?
Yeah.
And the talent that just kept on coming,that keeps on coming in in a moment
that I think really shows us a lot.
Like we don't give up, we keep going.
Right.
And you gotta take thosemoments and learn from them.
Mm-hmm.
(09:30):
And then you come up with a design thatwe can redesign this like we really,
truly can, and I'm having more fun.
At the company thanI've had in a long time.
And it wasn't that I lostthe, the love for the company,
but it just got fun again.
Right?
We got a, you know, it got a littlecrazy for a little bit, but it's, it's
crazy when you're having fun now, theenergy is just completely shifted.
(09:53):
Just came back from six weeks in.
Um.
In, um, what do you call it?
It was over in Europe, in Europetraveling, um, seeing the global
movement, seeing everything that,um, is happening in, in global.
That's been super exciting.
I mean, helping open up somecountries, I'm actually in
some of those conversations.
So like the momentum is just a lot.
(10:13):
It's really, really cool.
Um, so the future is.
We're running, man.
We, you know, talk to Jay all the time.
You know, we've got more appointmentsback to back, to back to back.
And it's really more appointmentswith leaders who are saying
during this kind of market.
Mm-hmm.
This is why we're here.
Yeah.
This is why we signed up for this.
It wasn't for when it was an easy market.
And I've always said this,I was a franchise owner, so,
(10:36):
you know, I understand this.
Um, when I joined exp it waslike, if, if, if we go to war.
I need to be, I need to bearound some real strong soldiers.
And that's mm-hmm.
What I felt like and now thefuture's like, it's exciting.
Yeah.
You know, it's crazy.
Had, um.
The did, uh, did the Seattle rallywith, uh, Jacob and Elizabeth Weaver,
(11:00):
and obviously being in Seattle, youknow, easy for Glen to come down.
So Glen and Debbie were thereand we did a VIP the night
before, uh, before the rally.
Um, just first class allthe way the venue was.
Was first class and being ableto have that in, we did a little
rapid fire session, um, hadKindle on the panel mm-hmm.
As well.
(11:20):
But I asked, um, I asked Glenn,you know, 'cause I'm, I'm,
I'm a very big vision guy and.
Being for, for most of mycareer, being, you know, number
two in, in, in command, right?
Um, and always be being there in that,you know, leadership, but support type
role vision is super important, right?
(11:41):
Because if you, if you lose thevision, then if talent, if they
don't see the vision, then.
They, they don't believethey can accomplish their
dreams by being a part of it.
And I, I had felt with the transitionwith Glen, um, you know, before we
came over in 2017, you know, for,you know, exp Con Fort Lauderdale
(12:01):
in 2017 V there was 400 people thereand they just celebrated 4,000.
And that's when I metGlenn for the first time.
Glenn and Jason.
And we got to listen to the vision.
And you know, then to get to see itplay out, you know, in 18 and 19 and
20, just to get to see everything thatGlen shared with us in 2017 in that back
room of the hotel at exp Con in FortLauderdale and seeing everything play out.
(12:24):
So I asked Glen, I was like, you know.
Um, on the panel right infront of everybody, you know,
I was like, I got a question.
And, you know, I said, you know, told,reminded Glenn of that, of that story
and he shared the vision and I said,you know, what's, what's the vision now?
What's the vision moving forward?
And, you know, in typical Glenn,our, you know, fashion and, and
being able to articulate it.
(12:45):
He just said, you know, I just, Ibelieve, you know, 300,000 plus Yeah.
You know, active agents and he said Theonly way we can get there is global.
Yeah.
Um, and so just really cool seeing an,an emphasis on, you know, the global
market and what we're able to do with,you know, the power of, of a, the best
(13:08):
business model for, for real estate,the best business platform out there.
And we're seeing it, right,because you're seeing people
that are testing the other Yeah.
Models and they're, andthey're coming back.
Um, had a great conversationwith, uh, Mary Murphy yesterday.
I had her on the podcast and I had coachedMary for many years and you know, they.
(13:30):
Just accelerated.
I love what, what she's doing.
I mean, they live in, they live in Arizonaand live in life by design that they
designed that life and they still run asuccessful team out of, out of Jersey.
And so anything's possiblein this, in this business.
And you know, the thing that, thatshe said, why she came back Yeah.
Was rooted into the valuesof this organization.
(13:54):
And she's like, you know, theproblems that were problems or
issues or challenges and why I left.
Were enough noise to be corrected,and they were corrected, they
were changed, they were fixed.
And I said, yeah, go back tothe values of this organization.
It's all about the agents first.
It's all about being agile.
But my favorite one V that I'velatched onto with this company
(14:17):
that I have 100% belief in.
Is, is the core value of sustainability?
I know at my core, every decisionthat is being made is for the
sustainability of this company.
And I've seen it so many timesthat I don't question it anymore.
Yeah, I, I have to agree with youand, you know, I was on a call
with Leo, um, last week when I wasaway and, you know, I asked him the
(14:40):
same thing about the vision, right?
'cause I, I have.
The privilege of, you know, beingable to just kind of, you know,
sometimes have an opportunity to talk.
And, and he did, you know, hetalked about, you know, where
Global's going, but you know.
Glen is very bullish on AI right now inefficiency, and Leo has his leadership
meetings with, you know, uh, his teamand he reminds them, you know, like
(15:01):
right now it's all about, you know,again, how are we helping the agents win?
How are we being scalable?
How, how are we scalable?
How are we.
Sustainable.
And I, I totally, I was like, man,you know what is so really cool
is that you have an army of peoplethat believe in your mission.
We'll run through a brick w walk, youknow, building a wall with you guys.
And we understand that you're gonna haveto make some changes as a company evolves.
(15:23):
Right.
But like what they're investingin us as well is pretty cool.
When I was in.
In Spain from stage.
I mean, Glenn offer, you know, gave a, um,he basically, well they did two things.
They had a mastermind where Seth from,you know, the chief, um, technology
officer, I believe is, uh, I forgotSeth's title or AI officer, um,
(15:45):
sat there with the top producing.
And help them build out prompts and botsand, um, you know, they built websites.
They worked together as a group, um,to come up with concepts and, and, and
building what, you know, unlovable.
And, and, and Glen was investing in us.
Yeah, because he believesin us as the agents first.
(16:06):
And he was like, look, I wanna arm youguys with more tools so that you guys can
be successful, but watch what's happening.
He says, ai right?
Lean into it.
He says, because this is a tool thatwe know businesses are using and
you guys need to use it as well.
And we are gonna continue to push forwardwith AI to re, to remain sustainable, you
know, and to, to stay forward thinking.
(16:27):
Um, and he, and it was really coolto see him taking time to also.
Teach us the tools, right?
The resources.
He says, even if you're anagent, has never even touched
technology written code.
He was like, this is where we're going.
He says, I want you, we want youguys to come along the way with us.
And this is how we'rebreaking into countries.
They were able to launch acountry Ecuador with, um.
(16:49):
They had the biggest launch ever.
It got leaked that re you know, that the,the country leader was leaving re max.
Re max started to call all the agents,you know, try to shut them down.
Sure.
Then their website, what wassupposed to happen, the, you know.
Everything broke and the global teamwas able to launch a country with 200
(17:12):
agents onboard them to get everythingdone after, you know, it got leaked.
It got advanced two weeks soonerbecause they had to, and it was all
through leveraging the power of.
Technology, obviously ai, some of thetools that Glen and them and told his
team, he is like, we can build it.
Let's do it.
(17:32):
And it's pretty impressive tosee what's happening in the fu.
You know, I, I would say this as we moveinto the future and how Glen continues
to be that brilliant leader, right?
And I, I love when GlenGlen's in the think tank.
I'm like, keep 'em in the think tank guys.
He's so brilliant and it's really outtathe way When he has fun, you know, you see
him, you know, he's having a little bitof fun and um, it's cool to see him also
(17:53):
with a running mate like Leo and Felix.
Man, you know, gives, itgives you a pep in your step.
And Wendy's doing, you know, somegreat things with the marketing
as far as the glow up there too.
So it's cool to see the directionthat the company's going and how
they are putting us first still.
And um, and it's like I said, whatByron said, people are noticing, um,
and it teaches us, so I'm going back.
(18:14):
To my team and saying, how can I, 'causeI still run a team and, you know, my
team is a high production, you know,we've been known for a high production.
Um, you know, and I'mlike, but what's next?
You know, like we've looked at everything.
Um, you know, what arethe expenses that we have?
Who are our B players?
You know, we wanna be around peoplewho are embracing and leaning into the,
the, you know, the way of the future.
(18:34):
Mm-hmm.
And, um.
You know, I think I mentioned toyou previously, you know, we're
building a culture center, right?
I have an office.
Gil had an office, you know, and we'relike, Hey, dude, like, why don't we
like bring our energies together, right?
And.
Areas that we as, as, as leaders, cancome together and, um, make sure that
we help our agents be more productive,whether they're an agent on a team, put
(18:56):
e build an ecosystem where they haveall the best teams surrounded by them.
And, you know, every teamhas a different flavor.
Um, how are we.
You know, learning from, you know, thepast six years, how can we build retention
and community within our local market,uh, to support, uh, with co-sponsorship
and all the things that we're doing?
(19:17):
Um.
But it's really, really cool to saylike, we get to now evolve with the
company and um, you know, also learnfrom Leo and, and, and Glenn and for us.
I think you had asked me earlier,what's next for you guys?
Um, dude, like, yeah, I, I think wecan get to at least, I mean, gosh.
(19:38):
It's pretty freaking cool.
But I mean, I think our organization,um, locally and with co-sponsorship and
supporting these agents, um, I think we'llhave probably about a, I don't even know
how many have right now, but a thousandmore agents locally coming together.
Yeah.
Um, because of what we're doing whenwe're bringing our energies together
and teaching these agents how to builda business, uh, from our previous
(20:00):
life, our previous experience, andnow growing together with this.
These resources.
Yeah.
I, I, I mean, I, I think, I think you evena thousand even in, in, in that the whole
Orlando area might even be a little low.
Yeah.
I think you guys could even,even push that just with.
The amount of leadership and talentand, and you know, the right message.
And I think the biggest thing,you know, right now as we were,
(20:21):
you know, it's great, right?
You know, some have momentum and, and,and being able to ride exp has momentum.
We're bringing in a lotof big, heavy hitters.
But as you're still communicatingwith, with the agents on day in and day
out, right there, there's a tremendousamount of fear in the marketplace.
This is, I mean, you've been inthe game long enough, you know, the
ebbs and flows and you know, theamount of headwind that we're really
(20:43):
facing within the market itself.
Um, you know, obviously one ofmy dear friends, you know, Blake
Sloans and Myrtle Beach and justhearing kind of their statistics
and stuff, I'm like, holy smokes.
Right.
And obviously all of our friends andagents and everybody up in Canada and
you know, just the market conditions.
Homes are still selling.
Of course.
Yeah.
That, that, that's the case.
But there's still a little bit ofelement of fear in, in the marketplace.
(21:05):
How are you like conveying,you know, what's the message?
How are you, you know, really, youknow, emphasizing them to, to move
from fear and move into actionand not become paralyzed by it.
Yeah.
I mean, we talk to our agentsevery single day about this, right?
Um, we are, you know.
We're realist.
(21:26):
We know listings are sittinga little bit longer, right?
But like yesterday, we're havingan appraisal class to teach, you
know, teaching our agents like,look, this is where skill, you
really gotta sharpen up your skill.
And that skills wouldn't giveyou that confidence, right?
To, to, to be able to have thoseconversations with sellers more.
You know, this is morethan just marketing.
This is more than just said,putting a sign in the yard.
This is about are you seriousabout selling in this market?
(21:49):
Right.
These are the conversationswe have to have.
And if you feel a little,you know, kind of like.
Nervous about having thoseconversations, leverage the
leadership that you have here.
We're gonna, so we're roleplayingthese conversations a lot.
I'm helping them understand that,hey, creative finance, there's so many
conversations that you have to haveat the listing appointment now that,
(22:11):
I mean, the conversation's differentat the listing appointment right
now, a hundred percent conversationhas to be different because mm-hmm.
It's not sexy to have abunch of stale listings.
Right.
Though, uh, you know, when Iwas listing homes, uh, 75 to
a hundred homes a year by my.
Self by myself.
My little system, myrinky dinky broken system.
It was in a market whereproperties were sitting.
Yeah.
(22:31):
So I had to have a winningWednesday conversation with my
sellers to talk about strategy.
So at the listing appointment,it was always like, we are gonna
set you up with the best strategyto help you win in this market.
And if every Wednesday we aregoing to determine are we set up
to win in, in, in, for the next,you know, four to sell your home.
(22:53):
And if we don't come out the gatestrong, then we gotta continue to,
you know, we gotta talk about it 20%.
The conversations at the initiallisting and the initial appointment
or consultation or whatever it isthat you wanna call it, is like,
we're gonna have these conversations.
If we don't, you know, like we can avoidthem and these are all the things we
(23:14):
can do, avoid, but certain things thatare out of our control, but leaning
into the fact, so when I'm talking to myagents, I'm like, you just gotta have the
mindset that you are the expert, right?
We're here on expert mentors, right?
You are the expert.
You are.
You are here to coach them.
You are here to guide them andhave these conversations that are
really important because there arepeople that need to sell right now.
(23:36):
Unfor.
Yeah.
I love Jill Big's.
Um, she's going, she's going viral rightnow with her, um, with her billboard.
You know, we, we, my team sold 525 homes.
Your cousin sold two last year.
Yeah.
List responsibly, you know.
Um, and as a team, we tell our agentslike, leverage the team credibility.
Right?
You leverage the team.
Do not go on a listing appointmentwithout one of our listing experts.
(23:57):
To, you know, mentors to be therefor you because there's so many
things in the conversations onthe front end that have to happen.
If not, you're, you're, you're, you'resetting yourself up for failure.
And it's funny, you what I lovedwhat you said, v that, uh, I want
everybody to make sure that they catch.
So there's.
There's kind of this, thisaxis of where we find flow.
(24:19):
Right.
You'll, you'll resonate with this, right?
'cause 'cause we know when we getinto a state of flow and where flow
happens for us is when our, ourcapabilities, our skills are in
alignment to the challenge at hand.
Yeah.
Right.
And when the challenge is really low,that's where we tend to get bored.
(24:40):
Yep.
But when the challenge is here.
But our skill is not where it needs to be.
That's where we fall into anxiety.
That's where we start to developthe anxiety and the stress.
And so what you said, and I wanna,I just wanna emphasize what and make
sure everybody heard, is that if you'refeeling that anxiety is because the
challenge in the market has changed.
(25:01):
If you don't have the skillset tomatch it, then that's where you're
gonna find a lot of a lot of trouble.
That's where you've gotta improvethe skillset to get back into
that flow to where it feels easy.
It's not easy.
I mean, you're doing thework, but it does feel easy.
It just feels like you're kindof going through the motions,
and I think that's what you know.
I love what you said a little bit earlier.
Why you're re-energized becauseyou have this massive skillset
(25:24):
that's built for this tough market.
Love it.
And it was, it was getting kind of easyand you're kind of getting kind of bored.
I mean, I looking challenges meanI'm jacked about it, you know?
Because when, when agents don'trealize, if you take on all these
listings that are like, let's just sayoverpriced sellers are not realistic,
we're talking about sign costs.
Photos, you know, the, the anxietyof having to have that conversation
(25:47):
with them because you knew youtook an overpriced listing anyways.
You shouldn't have taken it.
Yeah.
You know, you didn't get to the realcore root of why they need to sell.
Right.
Um, but you know, when I'm talking tomy agents, I'm like, we wanna work.
You know, we are, there's a qualificationprocess to work with us right now.
Yeah.
Like, that's how, that'show serious we are.
About who we're gonna work with andwhen you could separate yourself to say,
(26:07):
you know, to have that confidence tosay like, we gotta determine if we're
a match, Mr. Seller, like right now.
Yeah.
And it, it's, it's, it'sgonna take a, people are gonna
be like, wait, wait, wait.
How many people are you interviewing?
You're gonna see a lot more people.
It's, it is way more than just,you know, the dance and videos.
Uh, you know, right now it's goingto have to be, you know, like you
said, that conversation of, you know.
(26:29):
Of course, those hard conversations,sharpening your skills, having
the best marketing strategy.
Um, but I am having fun in this market.
Hell yeah, I'm having alot of fun in this market.
I was looking at our numbers where,you know, here's the thing, I'll
always be known, and I, I take this,Jay and I have talked about this, and
it's kind of like a lot of pressure.
Oh, V you always be known as the girlthat sold 2200 homes in one year, blah,
(26:50):
blah, blah, blah, blah, blah, blah.
But the reality.
You know, John like, likethat's not, I mean, we talked
about sustainability earlier.
Yeah, I could.
I could do it again,but I know the formula.
I don't know if I want to.
Right.
Yeah.
But you know, even in a bad market,even in a tough market, we're on
track to sell 532 homes this year.
Yeah, okay.
Looked at the numbers yesterday,we're at the halfway point.
(27:12):
Looked at everything that's pendingor you know, we're on track.
Give or take, even if we cross 4 75,500, you know, when was that a thing?
Prior to, you know, therecent years, right?
Sure.
To sell four, 500 homes isa lot of families to start.
I can tell you, I can tell you what500 homes that gets you top 10 in
(27:32):
the world at Caldwell Banker, I cantell you exactly what that gets you.
You know?
But just knowing that we have the repsin and, and the reps and it's so awesome.
Yeah.
And the rest, I was telling agentsyesterday, you know, when we were
talking to 'em, I was like, this is.
Where really great real estateagents are born in this market.
Mm-hmm.
Really good agents.
(27:53):
Um, so, you know, we're doingMonday motivational, like they get
Mindset Monday with me every Monday.
I don't care where I'm at in the country.
I host that, do it every Monday.
You know, I get theirmindset ready for the week.
We celebrate the wins, wetalk about the challenges.
We talk about real lifestories and where we're going.
Um.
(28:13):
Every Tuesday we're, all right.
Let's talk about anychallenges in your database.
You know, we're, we're leveraging ai.
We're ha we're investing in tools andresources to give our agents back some
time to focus on the tasks that matter.
Right?
Reminding them that, guys, the mostimportant thing that you should be doing
right now is having more conversations.
(28:36):
Right.
More, more conversations with.
Clients, buyers and sellers who arereally, really, really committed
over the next 60 to 90 days.
Right.
To take action.
Yeah.
To take some sort of action.
It doesn't mean that if they're not readyin 60, 90 days, you're gonna abandon them.
You're just properlygoing to prioritize them.
(28:58):
Okay?
And you're going to spend yourtime getting to know what's
happening, obviously, around yourarea, your market, you know, you
gotta be that neighborhood expert.
You know, Wednesdays we say, bring us anychallenges that you have on contracts.
Like, you are not the only one.
You learn.
Come on these calls because you're gonnahear from your peers that you're not
the only one going through some of thesethings, and you can learn from your peers.
(29:21):
So you ask how do you keep 'em in thegame so that they know that it's, they're
not, they're not, they're not failing.
You know, the beautiful thing, kind ofwhat, what you're breaking down there v is
you're not allowing people to disappear.
You're, you're, you're, you're kind of.
Like, show up, right?
We're gonna, we're gonna havethe necessary conversations
throughout the cadence of theweek, but you gotta show up.
(29:45):
You can't.
And it's, it's, it's, it's notallowing them to just disappear.
I always think of like the HomerSimpson meme where he disappears
into the, to the shrubs.
You just can't let them because they will.
Right.
If you don't keep them engaged,they'll just fade away.
This is, VP of Ops is here, sowe have, we track everything.
How many team meetings did you come to?
How many huddles did you attend?
(30:07):
And then if they're not meeting thestandard, we have a plan where we're
reaching out, we have a pulse check.
Hey, let's talk about this.
Currently not meeting probablythe standards of the team.
We're gonna put you on a 30 day.
Performance plan because wewant you to be successful.
Where do you want yourincome level to remain?
Do you want it to stay the same?
Do you want it to improve?
(30:28):
Do you wanna just survive?
And you know, like we needand some right now, even if
it's paying your bills, right?
So we're having these conversationswith our agents, but it's like
we have steps for them to followfor them to be successful.
Like, look, if you follow this.
I know it's gonna get tough, butyou got a community of people
here that are doing it with you.
Let's celebrate the wins.
We're not measuring you because you know,you, you may not have a kick ass quarter.
(30:53):
We're measuring you and holding youaccountable because that's why you've
partnered with us to help you celebratethe process and help you understand
like you, you're putting in the reps.
You're putting in the reps.That's, that's all you gotta do.
Um, man, I just had a girlcome back to our team.
She left exp. She went to, um, LPT,she got on a team that offered a better
split on flex and all this other stuff.
(31:15):
And you had, you know, every once ina while you have that little, little
mass exodus to my fellow team leaders.
And, um, you know, she cameback, she just did a post today.
Shout out to Tamara.
Um, she did a post today.
She's got, I believe, um.
I believe a total of nine, either pending,just listed, sold in the last 30 days.
(31:35):
It's freaking awesome.
And kudos to her, right, for, fornot letting her ego get in the way of
the goals that she wanted to achieve.
Because a lot of people just too pridefulthat they wouldn't even come back.
They wouldn't even admit.
Right.
That, so that shows just a, youknow, the type of person that
she is in the office yesterday.
I'm walking, I'm listening to my team.
We're having the appraisalworkshop, incomes Eric Muganda.
(31:57):
Young cat.
Love him to death.
He's super sweet.
Was on our team, started hiscareer with us, left, came back.
I mean, he's a killer.
He's a killer.
He's walking in with three, four lockboxthat he just took off this post and
he's, he's like, I got, I just camefrom another showing he's all sweaty.
We're high fiving.
And he's another comeback story.
(32:18):
Right?
But what he said to me, he's like,Beto, this is the market that you
need to be surrounded by people thatwill show you the way, and the way
is not necessarily a magic pill, it'sthat we'll show you what it takes to.
Be a true professional in this market.
He says, we're constantly puttingourselves in opportunities to have
(32:43):
more conversations, to have moreat bats, to learn, to educate.
I tell him, it is yourresponsibility to be an expert.
I could just only lead you a certain way.
I can't think for you.
Right?
But if, if you stick around longenough, you, you will be a badass.
And, and I just love hearingthese comeback stories, right?
The humility within them.
I've got more people on my teamthat I, I think most people
(33:06):
have that are comeback stories.
Yeah.
Yeah.
And it's so fun.
Yeah, it is.
And, and that, that's energizingfrom a leadership perspective
to see the growth in them.
Right.
Sometimes they have to, you know,you have to let 'em go to, to,
to see if they'll come back.
Right.
Because they have to learn andthey have to, to see those things.
So yeah, it's, uh.
Super.
Not everyone qualifies to comeback, but the door's always open.
(33:27):
Not always vi You are absolutely amazing.
Definitely an absolute inspiration.
Um, as we wrap up here, just kind offinal thoughts, you know, for team
leads, for agents, um, that, youknow, are, are are committed, but just
looking for that extra little push.
What, what's the message?
(33:48):
Team leaders.
Um, I love your shirt,right, man, in the arena.
That's it.
I wanna say like, get in the arena.
Like we need to be in the arena.
Like, I'm having more recruitingconversations, I'm having more coaching
conversations, leadership conversations.
I'm picking up the phone and callingright there, you know, I am calling
(34:09):
people, Hey, how, how are you doing?
How are you?
How you know?
How's business treating you right now?
Are you aligned with your goals?
Like, how can I support you evenif they're not at my company?
Right?
If it's on the otherside of the transaction?
That is prime for the pickings for youto recruit, prime for the pickings.
Um, people need leadership right now.
(34:29):
They are thirsty for it,and they will welcome.
That call, I called one of my friendsthis morning just to check in on her.
She's an independent brokerand she just launched a, um, an
expansion team in North Florida.
She says, V, coach V, you guysdon't know it, but she's the first
person you guys are gonna hear for.
So I didn't even know I was gonna speaker.
She says, can you give thisamazing team some words of info?
(34:53):
And here's what I said, right?
You know, obviously I encourage them, butat the end I said, relationships matter.
More than ever now, you neverknow who you're gonna bless and
your one relationship away fromthe rest of your life changing.
This woman is not even at our brokerage,but we have been friends for so many
years, and the way we can serve our peopleright now is just show up for people.
(35:18):
Even if you don't have.
The, the, the outcomethat you want right now?
Yeah.
Like just be a good human being to yourpeers too, in this industry, because
people need to just get some encouragementthrough positive relationships.
It's already tough out there.
Go bless somebody.
I love that perfect way to wrap this up.
Vi you're amazing and um, I do agreerelationships are more important than
(35:42):
ever and, uh, let's, uh, let's go engageand have some, I love you, brother.
Awesome.
Love you.
I'll see ya.
See, 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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