September 18, 2025 • 41 mins
Episode Overview
In this episode of the John Kitchens Coach Podcast, John sits down with Portuguese real estate leaders Rodolffo Carvalho and Nuno Batista to unpack their journey of disrupting one of Europe’s toughest real estate markets. From breaking free of legacy brands like Century 21 to building Portugal’s #1 eXp Realty team, they share how mindset, perseverance, and innovation helped them create explosive growth in an environment with no MLS, limited data access, and outdated practices.
This is a masterclass in faith, consistency, and execution—a story of how two agents trusted the process, built proof, and are now leading an expansion movement that’s changing the way real estate is done in Portugal.
What You’ll Learn in This Episode
Breaking Into the Market
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The unique challenges of selling real estate in Portugal (no MLS, watermarked listings, fragmented data).
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Why 80% of new agents quit within months—and how to survive beyond the early hits.
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The critical decision to go all-in on listings over buyers.
Building Proof & Momentum
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Why mindset and perseverance were the foundation for success.
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The three phases of their growth journey: mindset, execution, and consolidation.
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How they doubled GCI year over year by staying consistent with ads, social media, and training.
Marketing & Expansion
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The game-changing move to partner with a marketing agency for scale.
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How investing in branding and content positioned them as market leaders.
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Why proof had to come before recruiting—and how patience set the stage for expansion.
Leading with Value
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The value proposition they now offer agents: lead generation, training, and on-the-ground support.
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Why helping agents “work smart” (not just hard) creates long-term loyalty.
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How they’re building a revenue share team and a leadership hub in Lisbon to support growth.
Resources & Mentions
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John Kitchens Executive Coaching → JohnKitchens.coach
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eXp Realty – Global growth platform
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Rick Rubin, The Creative Act: A Way of Being
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Eric Post – huzi.ai
Final Takeaway
Success in real estate doesn’t come from following the crowd—it comes from trusting the process, building proof, and leading with value. Rodolffo and Nuno’s story proves that even in the toughest markets, consistency and faith can disrupt an entire industry.
“Faith is rewarded perhaps even more than talent or ability.” – Rick Rubin (quoted in this episode)
“You wake up and you go to sleep thinking about motivated sellers. That is the game.” – John Kitchens
Connect with Us:
- Instagram: @johnkitchenscoach
- LinkedIn: @johnkitchenscoach
- Facebook: @johnkitchenscoach
If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time! 🔥
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?
Bat your nation man.
(00:20):
I am super excited for today'sepisode of Expert Mentors Live.
Um, we've got, um, we've got some, somegangsters in the house coming in live.
With us from, uh, from Portugal.
I, I'm really excited.
I've been looking forward tothis conversation, fellas.
And, you know, it, it, it was reallyeye-opening for me right when we
(00:43):
first started working together.
Um, geez.
How many years has it been now?
It's been, it's been,
it's four years.
Four, five years.
Five years?
No, no.
Far.
Okay.
Almost five years.
Yeah, almost five.
Yeah.
And just being, you know, eyes opened to.
Really how, how real estate,you know, is, is done.
(01:04):
And, you know, just my understandingin the States and al also in Canada,
just where primarily the opportunitiesthat I've had to, to work with clients.
But you know what, what a coolopportunity and especially.
Not even possible without exp tobe able to, to open the global, you
know, the global gates to be able to,to connect and, and work together.
(01:27):
And man, it took me a minute toreally get my head around like,
holy smokes, this is, this is howreal estate is done over there.
Like, how is that even possible?
And what I, what I learnedand it's, it's why.
You know, Leo fights as hard as he doeswith this company because he's like,
listen, he's like, you know, you have allthese regulations, you have all this, but,
(01:50):
but the access to the data in the statesis non-existent in the rest of the world.
And, and so like, don't, you know,understand, be appreciative for, for the
access and how, how we do things because.
Like, and understanding.
That's where I really got my headaround working with you guys.
I was like, gosh dang,it's so challenging.
(02:12):
And it could be so, you know, um, youknow, restricted and confined and hard to
be able to, to get the data and connect.
So guys, welcome.
I would love to jump right inand, and take us back there.
Right.
Take us back kind of at thebeginning of, of your journey.
You know, obviously how real estate was.
And then like, ah, I see this andI see this opportunity mm-hmm.
(02:35):
To make the jump into, you know,uncharted territory and, and kind
of like, why would you do that in,in, you know, in your marketplace?
But let's, let's go back, youknow, at the beginning of the, of,
of y'all's career and you know,how real estate is, is, is done.
And then obviously we'll get intothe conversation on the things
we're doing to make the changes.
Mm-hmm.
And, and leading, leading from the front.
(02:56):
But yeah, take us, take us backand, and, um, kind of break down.
You know how the Portuguese marketand, and real estate transacts?
Uh, yeah.
I think Rudolfo can, uh, canstart, yeah, I can start.
He was, he was the one thattriggered of, so, so, no, no.
(03:19):
One better to explain then thanwhat he, he saw that distinguished.
So I,
I can explain, uh, a bit about myself.
Um, I have a degree intourism and hospitality.
I always like to, to work with people.
(03:39):
And I had, uh, the opportunity andthe opportunity in my, uh, small
town to start in real estate, butI didn't have the, the mindset.
Uh, I sold some homes,but just sell homes.
It's, it's not, it's not enough.
You need to plan, and I didn'thave the plan at the time in.
(04:06):
That it was like a virus.
It stayed in me, but then I went to adifferent, a different job, but I had
the opportunity to come again to, tothe real estate and to another brand.
(04:26):
I think we can say the, thenames of the brand in here.
Yes, we can.
Yeah.
And then I met Nonu.
So I, I had like six, six months ofexperience and then I left and I come
back and I met Nuno in, in Century.
Uh, it was, uh, a journey that thatagency already closed and just me
(04:53):
and Nuno that we are on the market.
The rest, I don't think that they are.
Uh, on the real estate market anymore.
So at the time it was, uh, I wasthinking we, we need a better way
to do things because giving 50%,six or 60% of the split, it was
(05:19):
too much because we have a plan.
We have.
Bills to pay.
We want to invest in our business.
And then COVID hit.
And then in that time I was, uh,
in my home searching for opportunities.
(05:39):
And then I found, um, a few peopletalking about exp. And then I, I had
that type of connection at the firsttime with Jay, but it was only on video.
But I liked the way that he approachedeverything very, looks to me like a very
(06:03):
knowledgeable guy, but humble and like to,um, to teach people and to mentor people.
That was the thing thatcatch my attention.
And I had a, a meeting with him and itwas, okay, no needs to be with this,
this group at, but at the time, John, Iasked, uh, uh, Jay, Jay, I need a mentor.
(06:30):
I need a mentor because.
I know that everyone needs a mentor andwe really need it new on the market,
and then he introduced you to us.
It was okay.
Now we can do some really good thingsbecause I was selling some homes.
Nothing special.
And the plan and all theideas that, that you gave us.
(06:55):
I, I am a kind of number guy, but Ineed to be more efficient doing that
because I don't know how much yourknowledge and your mentorship gave to
us, but it was a lot of, a lot of money.
Yeah,
in transactions, because you gave us alot of ideas, uh, planning our business
(07:21):
and the marketing using something thatyou use like 10, around 10 years ago,
we implement in Portugal, like yousaid, we need to implement in our way.
In, in Portugal because thingsare different and I think we
can speak about that, uh, later.
But we implement that and it was, uh,skyrocket our, our knowledge, our uh,
(07:50):
connection with people using, um, socialmedia, paid ads, and it was a journey.
That back and forward it was.
Only double doubling every year.
Our, our commission, our GCI, andhopefully this year will be the same.
(08:16):
Mm-hmm.
Yeah.
It, it, it absolutely will.
Nun no.
Talk a little bit about, you know,obviously your background coming in
and then, you know, knowing that.
Like I, I mean, obviously, youknow, coming in together, right?
You know, you guys know I'm, I'm,I'm pro partnership and, you know,
finding the right, the right connectionto be able to, to push each other.
(08:39):
But I mean, y'all stepped off out there.
I mean, you know, looking at kindof historically how real estate has
done and, and still the mass of, ofreal estate in, in, in Portugal is
still done, you know, the legacy way.
But being able to just like, hey.
Like there's a better way.
Like how was, was it just kind of in yourcore, you knew there was a better way?
(09:02):
Was it like the partnership thathelped, helped, you know, take
that step away from Century 21?
What was it for you in the beginningto, to know that we need to, Hey,
there's, there's, there's a better path.
Yeah.
Uh, I think the, the keything for us, uh, since the
beginning, it was thatin 2021 we were doing.
(09:22):
More
of the same than the rest of the market.
And I think that was the, the thingthat switch, uh, on our minds.
Because once we we got to knowexp, uh, we started to know
a different way to do things.
Uh, getting access to different ways,um, how other people do do things.
(09:43):
And talking to you, uh,there in the states.
Uh, we all, since the beginning, we alwaystalked about, we were trying to make, uh,
a difference in the Portuguese market.
And we, we didn't know what to do,but we, we didn't know, we didn't want
to do what everybody else was doing.
So, yeah.
(10:03):
Yeah.
That's a good start.
That was the bottom line.
So, uh, from there we justwanted to go the other way.
Uh, and since the beginning,uh, we, the XP helped us a lot
and our partnership helped us alot connecting internationally.
That was great.
Mm-hmm.
Part of our business still, uh, today,uh, is from international clients that
(10:27):
we were able to, to connect with Xexp. So doing that, we already, uh,
at the time, we were already standingout from the, the competition and
from the other, the other brands.
Uh, and the thing we didfrom the, the get go is.
Being disruptive and being, uh, out ofour comfort zone in the beginning is hard.
(10:50):
But, uh, I think that was the key factorthat made us stand out from the crowd,
uh, doing the ads, uh, bearing on socialmedia, all that stuff that we did that
almost nobody was doing at the time.
I think it was, uh, oneof the, the key things.
That, uh, enabled us to stand outand starting to, to get a little bit
(11:16):
of, of growth and market share onthe, on the market that it's MegaCon.
So yeah, I think what made uscome to xp, it was that factor
of new innovation and also.
The partnerships we wereable to, to connect with.
(11:36):
There's, um, so I, I've read thisa couple times on, on a couple
of the shows, but it's, um, um,Eric Post that has, um, hooey.ai.
Um, he sent me, uh, Rick Rubin'sbook, the Collective, the Creative
Act, a Way of Being, and he hadthis little, this little mark.
When I got the book, I was like, okay,that's there, that's there for a reason.
(11:59):
So I go in and I readthat chapter and it's, um.
Talks, talks about, you know, livingin discovery at all times, preferable
to living through, through assumptions,but it's about great expectations.
But what, what you were sayingright there reminded me of
this, of this part right here.
You know, remember that theoutcome is out of our control.
This isn't a matter ofblind belief in yourself.
(12:22):
It's a matter of e uh, experimental faith.
Faith is rewarded perhaps evenmore than talent or ability.
And, uh, with unshakeable faith,we work under the assumption that
the problem is already solved.
The answer is out there.
Perhaps it's obvious, we just haven'tcome across it yet, and that it,
it reminds me of, of, you know.
The two of you, and it was justfaith and, and then trust in the
(12:46):
process and you just, you, you, youguys executed and it's just a great
lesson for everybody out there.
Um, I've shared this story.
A couple times we were in, um,we were down in, in Key West,
um, a, a couple weeks ago, andwe were there over the weekend.
And so, um, we got up on Sunday andwanted to go, wanted to go to church.
(13:08):
And so church in Key West, I mean,I, I'll, I'll, I'll off camera.
I'll tell you the stories, but, um,finding a church in Key West, if
you're from the States and you'relike a church in Key West, huh?
I don't, I don't know about that.
But we, you know, we go inthere a, a little skeptical.
Um, and you know, for me, I like tohear the stories, get to the stories.
(13:28):
Leanne loves the music, the songs, andthe, you know, just that's the jive.
But the message that day was, hewas talking about, um, it, it's
the same, same concept here, butwhat he was talking about is.
Um, a, a blind athletes, right?
Like, and specifically the storywas around a blind skier, right?
(13:49):
A downhill, somebody goingdownhill skiing that is blind.
Mm-hmm.
How do you do that?
And you can only do that with theguide, and you have to listen to
exactly what the guide says, and,and follow and trust and have faith.
Guide, essentially having blind faith and,and it, it was really, you guys executed
(14:11):
that at a, at a, just such a high level.
You just had faith and, andyou just trusted the process.
But you guys, you know, kudosto you, you guys did the work
and you were going upstream.
Fighting, you know, the norm andthe innovation and being different.
I think that's just such a great lesson,you know, for everybody out there
(14:31):
that you know to, to make a differenceand to break away from the norms, you
do have to swim against the current,and you guys did that really well.
Hey, I have a quick question.
Do you know exactly where youare in your business and at
what stage is keeping you stuck?
If not, download the eight stagesof the real estate business.
(14:54):
It's the most powerful tool we'veever created, and it shows you how
to stop surviving and start scaling.
You can grab the blueprintat the eight stages.
That's the, the number eight stages.comand get clarity on your next move.
All right, let's get back at it.
Breakdown, break down how realestate transacts in, in, in Portugal.
(15:16):
'cause I think this is really importantto understand like, you know, people
in the States and even in Canada.
Hey, where's the MLS?
Hey, let me pull the data, right?
Let me generate, you know, let me, letme get the, the, the lead gen platforms.
Let's, let's, you know, get in, let'sgive them access to all of the listings.
So, mm-hmm.
Yeah.
Break down how real estatetransaction Portugal, I think
(15:37):
this is, this is important.
Yeah.
In Portugal and in, in all, allof Europe, we have that challenge.
We don't have a major, uh, a majornetwork of listings, uh, that we
can send to with our information.
But just backing up a little bit,I think, uh, what you talked about,
that's the, that's the spot andthat's why, uh, more than 80% of
(15:59):
people that come into the business.
Walk out in three, four months becausewhen you're starting up in this business
or in the business, uh, it's very hardto see past the hits that you're taking
at the moment and see the outcomethat you can, uh, that you can get to.
But if you trust the process that as you.
(16:22):
As you mentioned, uh, when, uh, those hitspass, then you can see the outcome of all
the work that you've done, uh, so far.
So I think, uh, that was one of, uh,the most important things that we
were able to, to have the clarityto understand that the, the hits
that we, we were taking mm-hmm.
(16:43):
Were not.
Uh, we not enable this to, to improve andto, to get to the spot that we're getting.
Mm-hmm.
Uh, but, uh, the real estatein, uh, in Portugal it's a
little bit more challenging.
So in Portugal, basically wehave like websites, like you
have Zillow, for example.
(17:03):
Uh, and all the, the agencies likelist on those websites and do, if
we want to send a listing to oneof our clients, we have to send.
With other agents, uh, information.
So, uh, and we have to go like to everywebsite, check to every agency check.
(17:23):
They have the watermark from the brands.
Yeah, they have all thewatermarks from the brands.
So we're basically sending likefive, six houses to a client for
five, six real estate companies.
Uh, with all the watermarks,all different information.
So, uh, in terms of the buying.
Agent, it's very, very, uh, challenging.
(17:45):
Mm-hmm.
Much more than than the states.
And that's why, uh, here the, the virusmarket is not as strong as in the states
here, uh, who's in real estate for along time and who's wanna, the people
that wanna make this a career reallyhave to focus on the listing side.
Because the buyer market here, itworks if it goes internationally, if
(18:09):
you have buyers coming internationallywith an exclusive agreement.
But if you work nationally with buyers,you just waste a lot of time and you're
not gonna get paid for most of it.
Yeah, because imagine sending like.
Uh, 4, 5, 6 listings, and you have,uh, you always have buyers then, uh,
(18:32):
that are anxious, that don't care.
And if they have the number of the realestate agent, then they call right away.
So we always have to, to keepin mind that we are the ones who
have to, to make the appointments.
And like, uh, we have toenforce that all the time.
And still people contactthe other, the other agents.
(18:53):
So they're in the states.
You have all of that organized andready to, to send here is a little
bit more challenge challenging.
So, uh, we have to look, uh, formuch more time to, to send listings
and we that we don't have that.
Professional basis in termsof, uh, market showing.
(19:13):
Yeah.
Yeah.
And that's why from day one, right?
It was important.
It's like we we're gonnago get the listings.
We gotta create our value proposition.
We gotta create our offer.
Our main
focus,
our whole focus has gotta belistings, listings, listings.
And I had a, I had a, um.
A gentleman asked me this morning ona call, you know, with, with things
the way, are they here in the States?
(19:34):
They're looking at dropping rates.
Buyers will start to come off the fence.
And um, I was like, listen, the onlything I know for 21 years in this
game is you, you wake up and you go tosleep thinking about motivated sellers.
That's it.
Like you just, that's, that'sall you're thinking about.
That's all you're looking for.
That's all.
That is the game,
(19:55):
in my opinion.
Mm-hmm.
Hundred percent.
The game is ours.
A hundred.
So
let's, let's talk about, youknow, the, the, the evolution in,
in where you guys are at, right?
Because it was mindset first.
So the mindset was there and weknew, we knew we had to not do
what everybody else was doing.
We, we, we, we knew we had a new path.
(20:16):
We knew our mindset was around.
Listings motivated sellers.
Let's talk about some, you know, thethings that, that, that formula that
you guys implemented and, you know,buck the trend and, and kind of where
y'all's business has grown and whereit's at and then going into the future.
Let's, let's talk a little bit aboutthat because, um, I think it's just, it's
(20:39):
super important to understand, hey, theseare the steps, these are the things.
We have the mindset, we know the market.
Mm-hmm.
But this is, this is how we did it.
Yeah.
So we need, yeah, weneed to be consistent.
It's true, uh, because we have,we have leads and, uh, sometimes
(21:00):
No, no, it's, it's better in that.
Let me, sometimes I, I hear fromhim, but because we need to,
that's why we, we are a team.
Um, but we need to be consistent.
We have leads coming from the ads.
We have leads coming from our listings,and all the buyers, the, the good buyers.
(21:26):
Usually they come from referrals.
Or after, after we get the lead because,uh, I get the leads from the listings
and then I can analyze, talk to them,and usually they are the best leads.
If they don't purchase any of our options,I can find some options for, for them.
(21:53):
Uh, we need to, one thing thatit's, it's very important.
It's never stop learning, training,training, training, because we
need always to be on the spot.
We need to know more about newways of selling everything.
(22:15):
It's about communication.
We need to know how to to be better.
To connect with people, communicatebetter, understand people.
And really, sometimes peopletalk about this and looks
like a cliche, but it's true.
Don't if we don't care first about themoney, it's only about the clients.
(22:40):
Everything comes, comes after.
Mm-hmm.
And we need to take care of themand be consistent doing that.
I think nnu can tell a story from alisting that we have near my new home now.
It went like two years, callingtwo years to have a listing.
Yeah, so always calling, helping people.
(23:06):
And I think all of that comes alsofrom the, the mindset in the beginning,
because in the beginning it wasmindset, perseverance, and persistence.
So from that, it build our mentalstrength to the, to the following years.
Uh, that was in the first sixto nine months, more or less.
Then we got from the nine months,uh, uh, to, from the nine months
(23:32):
ahead, we got to the phase.
Then we, we had, uh, alreadythe, the difficult parts, uh, the
initial part already passed bias.
So then we had the plan, we had toexecute, we had to be strict with
the, with the tasks, with everyday.
Uh, jobs that we had to do.
(23:53):
Uh, that was phase, phase two.
I think it was consistent so, uh,that we could consolidate our position
in the market that we had started.
Then it came the, the phase of theinvestment so we can, we could get a
little bit off the streets and start, uh,to, to get the listings to come to us.
(24:14):
That was phase three.
Definitely when we got on social media, westarted to invest a little bit more money.
Uh, here we are already onyear three, more or less.
Uh, and from there on we just had to,to perfect some, uh, some mechanisms
to perfect some, some structured, uh,team that we didn't have at the time.
(24:36):
Uh, perfect.
Also, the social media thatis way different than we, what
we did in, in the beginning.
The beginning it was very raw, uh, interms of content, in terms of listings.
Now we have all, uh, processed and all thesteps from contact listing to, to meeting.
It's every, everything.
(24:58):
It's processed and to, um.
And know how I can, I cando it, Rudolfo can do it.
It's all doing, it's allbeing done the same thing.
So, uh, I think that was, uh, a huge, uh,upgrade also because it's, uh, it can give
us the free of having new team membersand things are being done in the same way.
(25:22):
Uh, and year, year,uh, we are already, uh.
Very ahead on the production side.
So we already started to, uh, to give alittle bit more importance to the revenue
share side, that we are building a greatteam with our marketing manager, uh, with,
(25:45):
uh, with the training camp and everything.
So I think that wasthe, the process first.
Mm-hmm.
Mindset second.
A plan, third, executionand consolidation.
And fourth, uh, now we arenumber one in Portugal.
Expansion.
Yeah.
Expansion.
That's where we're at.
And now for this expansion, definitely.
(26:06):
Yeah.
Before we get there, I, I, I want to,something you guys did that I, I, I
applaud at a, at a high level because
I think a lot of people would move faster.
And this is probably, youknow, I need to, you know.
Really think about this myself.
You guys went and part partnered andyou've gone through a couple iterations
(26:29):
on the marketing side of things and, andso being able to not, not understand,
like, listen, we can give a percentage tohelp us go faster and be more consistent,
but talk a little bit about that andthat decision and when you, you know,
(26:49):
we decided to, to, to partner with.
A marketing agency to help us accelerate,you know, the exposure with ad spend,
with, with consistent on, on contentand everything that we're doing,
which is ultimately gonna lead intothe expansion side of things, but
mm-hmm to help accelerate our proofthat we can sell real estate, we can
sell real estate at a high level.
(27:10):
We can sell real estate withthe best of them, but we just
needed to, to get more exposure.
Talk a little bit aboutthat and that decision.
'cause I think that's, it's a goodlesson for a lot of people listening in.
Correct.
So since the beginning, I, in my mind,I thought that we needed someone, we
(27:30):
needed a mentor to our business and weneeded someone in the marketing side
because marketing, it's everything.
So it's everything.
It's communication, marketing,it's, it's everything.
And we, throughout the years,we changed a few times.
And now we have someone with thesame mindset that want to expand,
(27:58):
want to have training, everythingthat we need in our business.
Business plan trainings, uh, marketing,everything connected to to help.
Other agents to do the samethat we did and better.
(28:19):
So, but at the time, it was step by step.
It was year by year andstep by step of course.
But we, we said to each other,yes, we need something to.
In the marketing side, we need a, we needa guy, we need a team that we can partner.
And at the time it was a different kindof partnership because now it's evolved.
(28:45):
But we need someone that takecares of the, of our, um,
social media, of our branding.
'cause it's very important the,the image that we are passing to.
To the public and investing becausewe know that it's only investing.
(29:08):
It, it's not, it's not acost, it's, it's investing.
Because if we spend likeone, $1 or in here, one euro.
We can have at least 30 timesmore or 20 times more if we do the
work, we need to do the work too.
But everything connected,we can ex expand way faster.
(29:29):
Mm-hmm.
And we decide to have a, amarketing team and then, uh.
We talked through the years.
I, I, uh, was talking to, to himand explaining, because he worked
with Century Re Max Coldwell,banker Ev, every legacy brand.
(29:51):
He worked and he wanted to domore because he know the potential
that marketing and, uh, generatingleads can, can give to the agents.
And he said.
I, I put a lot of money in the pocketsof other agents that it wasn't,
(30:12):
it was my job, but I can do more.
And then he, uh, he entered inexp he had the, the vision too,
because it was step by step.
He had the vision and nowwe are doing that expansion.
We have like a hub in, in Lisbon.
(30:34):
Uh, and we, with that hub wewant to support to give the,
the support to the agents.
Uh, can be physical in, in that spot,like that office or can be online.
Everything that we do in exp, like we did.
(30:55):
We never met John in person until now,but one day I hope next year, next year
we'll be there having some events inPortugal and we need to go to the us but.
Uh, it was like that and now we arehaving the revenue share it's building,
(31:15):
and me and Nunu the, we are the plan.
It's to us to be leaders in, inthis team and to found, to, to
find more leaders like it was yourexample in Honey Becher leaders to.
To bring more leaders to help to have arevenue share, um, plan and, uh, downline
(31:43):
that we can help and be different.
Mm-hmm.
Because we need to give more that wecan, uh, they can give us that it's, uh,
with the clients, it's the same thing.
We need to first give, give, give,and hopefully we can get, get
something back and that's the plan.
(32:04):
So, uh, I think Nunu cangive some more ideas.
That doesn't come to my mind right now.
Nonu, give, give a couple.
So.
The value proposition we'rebuilding, we know the mechanism.
We're, we're, we're, you know, we havethe hub able to provide consistent, back
to our key word, consistent training,being able to add value, like you're
(32:27):
saying, back into the marketplace.
But when we're talking to agents, whatis, what is that value proposition
that we're putting out there?
Hey, you align with us.
This is what we're, this iswhat we're gonna help you with.
Mm-hmm.
Right.
So what, what is the, the value package?
What, what is that that we're,that we're offering to agents?
I think right now, uh, our, our mostvaluable things, uh, besides the, the hub
(32:51):
and everything, it's the, the fact thatwe have the two most important parts,
uh, on this business that we have, we canoffer solutions for the marketing part.
Uh, so agents can, can getleads because that's, that's
always the main, the main issue.
How to get leads, how to get to, topotential sellers or to potential buyers.
(33:13):
We have that already figured out,uh, with, uh, with a structure that
can give support to all the agents.
And also, uh, with our help, uh, we,we can also solve the, the problem
of the, like the following, uh.
The training in the real estate
(33:34):
mm-hmm.
On the, on the field and onthe meetings and everything.
So, uh, if you, if we can support,uh, a lead generation, uh, program
and, uh, training, uh, program.
And also, uh, once you go to a seller,to a seller house, you have someone.
To, to go side by side withyou, uh, and help you with the
(33:58):
meeting and how things are done.
I think that's the threemost important points, uh, in
every, in every agent's life.
Uh, either you start or either you,you're at the market for five, 10 years.
That's always the, the mostdifficult problems to solve.
So I think that's the, the packagethat different ourselves besides the
(34:22):
commission and everything, I thinkthat's the, the thing that we have been
successful at transmitting, uh, to,to other agents because seeing that
they, they don't have that, that fear.
Of like, I'm gonna go toa not so known brokerage.
I'm going to be alone and everythingthat's already solved and, and passed.
(34:45):
So, uh, yeah, we have beenattracting a lot with those.
I
think that was another, that wasanother important lesson, right?
You know, for, for everybody out there.
You, we, we talked about consistency,but we were also patient and we
knew we had to build the proof.
Um, and then therefore,'cause we, we tried, right?
We tried to bang the hammeron, Hey, let's try to recruit.
(35:05):
And they're like, we don'teven know anything about you.
We're not giving up the legacy brands.
Okay, well let then let's go createsome, let's go create some actual proof.
And I think that was just an,just another really good lesson.
Um, and we did, we, we put ourhead down, we went to work and we
freaking sold some real estate.
And so mm-hmm.
I think it's, it, it, that'sanother important lesson in, in
(35:25):
just understanding the, the process.
And like just now, right?
We're just now getting ready to kick off.
We're going into, you know,about to go into year five now.
It's expansion.
It wasn't expansion day one.
It was now we needed the proof,we needed the foundation.
We needed the right players on board.
Now let's go.
And we're, we're way moreequipped to be able to, to do
(35:47):
that, which is really exciting.
Yeah.
And one of the things that, uh, betweenme, Nonu, and the, the marketing team and
yourself, we, we want to do something.
It's something really differentbecause we care about people
(36:08):
and we want them to succeed.
Not, not just selling twohomes or three homes a year.
No.
We want people that want to do moreand help them to do that because with
all the tools that we have, only if thepeople don't, don't want to do nothing.
(36:32):
They don't sell.
If they want to do something,they don't need to be experts.
Or work, uh, 60 16 times 60, um,uh, hours or 20 hours per per day.
They don't need to do that.
They need to work smart and we wantto, to help them to work smart.
(36:57):
And to have more GCI to be,
keep more of their knowledge in that
part, to be more happy to do somethings that money can help doing it
and knowing that we want them to.
Produce more, but help them to do that.
(37:17):
Not just giving, not justlike the legacy, uh, brands.
Mm-hmm.
They don't give you all the supportthat we can give you and support.
That's the beginning from you, from Jay.
And in the, in the future we'll be, uh,uh, even, even better connection with
(37:39):
training, with events, with everything,and they will see the difference and the
movement that we want to create, helpingothers to achieve more, not being just
average, but having, having all the tools.
And seeing, okay, I have more tools.
(38:02):
I have the split.
It's better.
I have the support, I have everythingcreating like, um, an an offer that the
people can feel stupid if they say no.
That coming from, from a andnot a famous guy like Alex.
(38:23):
Yeah.
Yes, yes.
No, it, it, it really is.
It's, it, it is an irresistible offerfor what we've got on the table.
And, you know, it's, it's, you know,the patience and, and putting the
pieces together to, to not only makethe offer but back the offer up.
That's, that's the big thing.
Right.
You know, marketing it, it'sabout making a promise, but
also about keeping the promise.
(38:43):
And that's one thing that I know you,you guys, you know, take to heart.
It's like, listen, you know, ifyou get on board, you commit.
It's the old, if you commit,I won't let you fail.
Um, but you gotta commit and yougotta commit to, to this opportunity.
And I, I, I love it for, for so manyreasons, because, you know, coming
outta the legacy brands and, andthe way real estate is done in, in,
(39:04):
in your markets, um, now they havea real opportunity to actually.
Build a better life and also
yeah,
establish a plan to be able toexit instead of just quitting.
I mean, really, I mean that's,I mean, that's really the only
option unless you somehow get toopen and own one of the brokerages.
It is, you know, usuallysell till you stop.
(39:25):
Yeah.
And, and now you, you, you have a, a,a real opportunity to create a real
plan to, to really, you know, exit,uh, you know, instead of quitting.
Yeah, definitely.
That's awesome.
Well, fantastic.
So
the querying with the querypercent that show high, I think,
uh, it's impossible not to work.
(39:45):
Yeah, yeah, it is.
It's exciting and.
Uh, excited to, to, you know, run thisback in, in the future to where we
get to talk about, now we get to talkabout the expansion side of things.
'cause, you know, we did all ofthe work, um, to build, to build
the proof and build the foundation.
Now it's, now it's time to go toexpand, which is gonna be fun and,
uh, fun and exciting for sure guys.
(40:07):
And
we'll help.
Because we want, yeah, I'll be there.
Want a big team, I'll a big teamand a big revenue share down line.
So we need always, weneed help doing that.
That's right.
So,
that's right.
Well, I appreciate you guys carving outthe, the time in the, in the evening
for you, jumping in with us and, andreally, you know, knowing we've got
(40:30):
honey badgers all over the, all overthe world and, and we're doing the,
the right things and, and really.
You know, expanding because it, itis creating better opportunities
and better lives mm-hmm.
For, for the agents, um, out there.
So.
Kudos to you guys.
Yeah.
Thank you, John.
Thank you.
Got it.
Thank you.
Awesome.
Alright guys, talk to you soon.
Thanks everybody.
(40:50):
We'll see ya.
Thank you.
Bye
bye.
See ya.
Thanks for tuning in.
If you're done guessing and ready tolead like a real CEO with a custom
strategy, real accountability andproven systems, check out my executive
one-on-one coaching@johnkitchens.coach.
Fill out the application and bookyour one-on-one call with me.
(41:12):
Be sure to hit follow soyou never miss an episode.
Catch you on the next one.
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?
Bat your nation man.
(00:20):
I am super excited for today'sepisode of Expert Mentors Live.
Um, we've got, um, we've got some, somegangsters in the house coming in live.
With us from, uh, from Portugal.
I, I'm really excited.
I've been looking forward tothis conversation, fellas.
And, you know, it, it, it was reallyeye-opening for me right when we
(00:43):
first started working together.
Um, geez.
How many years has it been now?
It's been, it's been,
it's four years.
Four, five years.
Five years?
No, no.
Far.
Okay.
Almost five years.
Yeah, almost five.
Yeah.
And just being, you know, eyes opened to.
Really how, how real estate,you know, is, is done.
(01:04):
And, you know, just my understandingin the States and al also in Canada,
just where primarily the opportunitiesthat I've had to, to work with clients.
But you know what, what a coolopportunity and especially.
Not even possible without exp tobe able to, to open the global, you
know, the global gates to be able to,to connect and, and work together.
(01:27):
And man, it took me a minute toreally get my head around like,
holy smokes, this is, this is howreal estate is done over there.
Like, how is that even possible?
And what I, what I learnedand it's, it's why.
You know, Leo fights as hard as he doeswith this company because he's like,
listen, he's like, you know, you have allthese regulations, you have all this, but,
(01:50):
but the access to the data in the statesis non-existent in the rest of the world.
And, and so like, don't, you know,understand, be appreciative for, for the
access and how, how we do things because.
Like, and understanding.
That's where I really got my headaround working with you guys.
I was like, gosh dang,it's so challenging.
(02:12):
And it could be so, you know, um, youknow, restricted and confined and hard to
be able to, to get the data and connect.
So guys, welcome.
I would love to jump right inand, and take us back there.
Right.
Take us back kind of at thebeginning of, of your journey.
You know, obviously how real estate was.
And then like, ah, I see this andI see this opportunity mm-hmm.
(02:35):
To make the jump into, you know,uncharted territory and, and kind
of like, why would you do that in,in, you know, in your marketplace?
But let's, let's go back, youknow, at the beginning of the, of,
of y'all's career and you know,how real estate is, is, is done.
And then obviously we'll get intothe conversation on the things
we're doing to make the changes.
Mm-hmm.
And, and leading, leading from the front.
(02:56):
But yeah, take us, take us backand, and, um, kind of break down.
You know how the Portuguese marketand, and real estate transacts?
Uh, yeah.
I think Rudolfo can, uh, canstart, yeah, I can start.
He was, he was the one thattriggered of, so, so, no, no.
(03:19):
One better to explain then thanwhat he, he saw that distinguished.
So I,
I can explain, uh, a bit about myself.
Um, I have a degree intourism and hospitality.
I always like to, to work with people.
(03:39):
And I had, uh, the opportunity andthe opportunity in my, uh, small
town to start in real estate, butI didn't have the, the mindset.
Uh, I sold some homes,but just sell homes.
It's, it's not, it's not enough.
You need to plan, and I didn'thave the plan at the time in.
(04:06):
That it was like a virus.
It stayed in me, but then I went to adifferent, a different job, but I had
the opportunity to come again to, tothe real estate and to another brand.
(04:26):
I think we can say the, thenames of the brand in here.
Yes, we can.
Yeah.
And then I met Nonu.
So I, I had like six, six months ofexperience and then I left and I come
back and I met Nuno in, in Century.
Uh, it was, uh, a journey that thatagency already closed and just me
(04:53):
and Nuno that we are on the market.
The rest, I don't think that they are.
Uh, on the real estate market anymore.
So at the time it was, uh, I wasthinking we, we need a better way
to do things because giving 50%,six or 60% of the split, it was
(05:19):
too much because we have a plan.
We have.
Bills to pay.
We want to invest in our business.
And then COVID hit.
And then in that time I was, uh,
in my home searching for opportunities.
(05:39):
And then I found, um, a few peopletalking about exp. And then I, I had
that type of connection at the firsttime with Jay, but it was only on video.
But I liked the way that he approachedeverything very, looks to me like a very
(06:03):
knowledgeable guy, but humble and like to,um, to teach people and to mentor people.
That was the thing thatcatch my attention.
And I had a, a meeting with him and itwas, okay, no needs to be with this,
this group at, but at the time, John, Iasked, uh, uh, Jay, Jay, I need a mentor.
(06:30):
I need a mentor because.
I know that everyone needs a mentor andwe really need it new on the market,
and then he introduced you to us.
It was okay.
Now we can do some really good thingsbecause I was selling some homes.
Nothing special.
And the plan and all theideas that, that you gave us.
(06:55):
I, I am a kind of number guy, but Ineed to be more efficient doing that
because I don't know how much yourknowledge and your mentorship gave to
us, but it was a lot of, a lot of money.
Yeah,
in transactions, because you gave us alot of ideas, uh, planning our business
(07:21):
and the marketing using something thatyou use like 10, around 10 years ago,
we implement in Portugal, like yousaid, we need to implement in our way.
In, in Portugal because thingsare different and I think we
can speak about that, uh, later.
But we implement that and it was, uh,skyrocket our, our knowledge, our uh,
(07:50):
connection with people using, um, socialmedia, paid ads, and it was a journey.
That back and forward it was.
Only double doubling every year.
Our, our commission, our GCI, andhopefully this year will be the same.
(08:16):
Mm-hmm.
Yeah.
It, it, it absolutely will.
Nun no.
Talk a little bit about, you know,obviously your background coming in
and then, you know, knowing that.
Like I, I mean, obviously, youknow, coming in together, right?
You know, you guys know I'm, I'm,I'm pro partnership and, you know,
finding the right, the right connectionto be able to, to push each other.
(08:39):
But I mean, y'all stepped off out there.
I mean, you know, looking at kindof historically how real estate has
done and, and still the mass of, ofreal estate in, in, in Portugal is
still done, you know, the legacy way.
But being able to just like, hey.
Like there's a better way.
Like how was, was it just kind of in yourcore, you knew there was a better way?
(09:02):
Was it like the partnership thathelped, helped, you know, take
that step away from Century 21?
What was it for you in the beginningto, to know that we need to, Hey,
there's, there's, there's a better path.
Yeah.
Uh, I think the, the keything for us, uh, since the
beginning, it was thatin 2021 we were doing.
(09:22):
More
of the same than the rest of the market.
And I think that was the, the thingthat switch, uh, on our minds.
Because once we we got to knowexp, uh, we started to know
a different way to do things.
Uh, getting access to different ways,um, how other people do do things.
(09:43):
And talking to you, uh,there in the states.
Uh, we all, since the beginning, we alwaystalked about, we were trying to make, uh,
a difference in the Portuguese market.
And we, we didn't know what to do,but we, we didn't know, we didn't want
to do what everybody else was doing.
So, yeah.
(10:03):
Yeah.
That's a good start.
That was the bottom line.
So, uh, from there we justwanted to go the other way.
Uh, and since the beginning,uh, we, the XP helped us a lot
and our partnership helped us alot connecting internationally.
That was great.
Mm-hmm.
Part of our business still, uh, today,uh, is from international clients that
(10:27):
we were able to, to connect with Xexp. So doing that, we already, uh,
at the time, we were already standingout from the, the competition and
from the other, the other brands.
Uh, and the thing we didfrom the, the get go is.
Being disruptive and being, uh, out ofour comfort zone in the beginning is hard.
(10:50):
But, uh, I think that was the key factorthat made us stand out from the crowd,
uh, doing the ads, uh, bearing on socialmedia, all that stuff that we did that
almost nobody was doing at the time.
I think it was, uh, oneof the, the key things.
That, uh, enabled us to stand outand starting to, to get a little bit
(11:16):
of, of growth and market share onthe, on the market that it's MegaCon.
So yeah, I think what made uscome to xp, it was that factor
of new innovation and also.
The partnerships we wereable to, to connect with.
(11:36):
There's, um, so I, I've read thisa couple times on, on a couple
of the shows, but it's, um, um,Eric Post that has, um, hooey.ai.
Um, he sent me, uh, Rick Rubin'sbook, the Collective, the Creative
Act, a Way of Being, and he hadthis little, this little mark.
When I got the book, I was like, okay,that's there, that's there for a reason.
(11:59):
So I go in and I readthat chapter and it's, um.
Talks, talks about, you know, livingin discovery at all times, preferable
to living through, through assumptions,but it's about great expectations.
But what, what you were sayingright there reminded me of
this, of this part right here.
You know, remember that theoutcome is out of our control.
This isn't a matter ofblind belief in yourself.
(12:22):
It's a matter of e uh, experimental faith.
Faith is rewarded perhaps evenmore than talent or ability.
And, uh, with unshakeable faith,we work under the assumption that
the problem is already solved.
The answer is out there.
Perhaps it's obvious, we just haven'tcome across it yet, and that it,
it reminds me of, of, you know.
The two of you, and it was justfaith and, and then trust in the
(12:46):
process and you just, you, you, youguys executed and it's just a great
lesson for everybody out there.
Um, I've shared this story.
A couple times we were in, um,we were down in, in Key West,
um, a, a couple weeks ago, andwe were there over the weekend.
And so, um, we got up on Sunday andwanted to go, wanted to go to church.
(13:08):
And so church in Key West, I mean,I, I'll, I'll, I'll off camera.
I'll tell you the stories, but, um,finding a church in Key West, if
you're from the States and you'relike a church in Key West, huh?
I don't, I don't know about that.
But we, you know, we go inthere a, a little skeptical.
Um, and you know, for me, I like tohear the stories, get to the stories.
(13:28):
Leanne loves the music, the songs, andthe, you know, just that's the jive.
But the message that day was, hewas talking about, um, it, it's
the same, same concept here, butwhat he was talking about is.
Um, a, a blind athletes, right?
Like, and specifically the storywas around a blind skier, right?
(13:49):
A downhill, somebody goingdownhill skiing that is blind.
Mm-hmm.
How do you do that?
And you can only do that with theguide, and you have to listen to
exactly what the guide says, and,and follow and trust and have faith.
Guide, essentially having blind faith and,and it, it was really, you guys executed
(14:11):
that at a, at a, just such a high level.
You just had faith and, andyou just trusted the process.
But you guys, you know, kudosto you, you guys did the work
and you were going upstream.
Fighting, you know, the norm andthe innovation and being different.
I think that's just such a great lesson,you know, for everybody out there
(14:31):
that you know to, to make a differenceand to break away from the norms, you
do have to swim against the current,and you guys did that really well.
Hey, I have a quick question.
Do you know exactly where youare in your business and at
what stage is keeping you stuck?
If not, download the eight stagesof the real estate business.
(14:54):
It's the most powerful tool we'veever created, and it shows you how
to stop surviving and start scaling.
You can grab the blueprintat the eight stages.
That's the, the number eight stages.comand get clarity on your next move.
All right, let's get back at it.
Breakdown, break down how realestate transacts in, in, in Portugal.
(15:16):
'cause I think this is really importantto understand like, you know, people
in the States and even in Canada.
Hey, where's the MLS?
Hey, let me pull the data, right?
Let me generate, you know, let me, letme get the, the, the lead gen platforms.
Let's, let's, you know, get in, let'sgive them access to all of the listings.
So, mm-hmm.
Yeah.
Break down how real estatetransaction Portugal, I think
(15:37):
this is, this is important.
Yeah.
In Portugal and in, in all, allof Europe, we have that challenge.
We don't have a major, uh, a majornetwork of listings, uh, that we
can send to with our information.
But just backing up a little bit,I think, uh, what you talked about,
that's the, that's the spot andthat's why, uh, more than 80% of
(15:59):
people that come into the business.
Walk out in three, four months becausewhen you're starting up in this business
or in the business, uh, it's very hardto see past the hits that you're taking
at the moment and see the outcomethat you can, uh, that you can get to.
But if you trust the process that as you.
(16:22):
As you mentioned, uh, when, uh, those hitspass, then you can see the outcome of all
the work that you've done, uh, so far.
So I think, uh, that was one of, uh,the most important things that we
were able to, to have the clarityto understand that the, the hits
that we, we were taking mm-hmm.
(16:43):
Were not.
Uh, we not enable this to, to improve andto, to get to the spot that we're getting.
Mm-hmm.
Uh, but, uh, the real estatein, uh, in Portugal it's a
little bit more challenging.
So in Portugal, basically wehave like websites, like you
have Zillow, for example.
(17:03):
Uh, and all the, the agencies likelist on those websites and do, if
we want to send a listing to oneof our clients, we have to send.
With other agents, uh, information.
So, uh, and we have to go like to everywebsite, check to every agency check.
(17:23):
They have the watermark from the brands.
Yeah, they have all thewatermarks from the brands.
So we're basically sending likefive, six houses to a client for
five, six real estate companies.
Uh, with all the watermarks,all different information.
So, uh, in terms of the buying.
Agent, it's very, very, uh, challenging.
(17:45):
Mm-hmm.
Much more than than the states.
And that's why, uh, here the, the virusmarket is not as strong as in the states
here, uh, who's in real estate for along time and who's wanna, the people
that wanna make this a career reallyhave to focus on the listing side.
Because the buyer market here, itworks if it goes internationally, if
(18:09):
you have buyers coming internationallywith an exclusive agreement.
But if you work nationally with buyers,you just waste a lot of time and you're
not gonna get paid for most of it.
Yeah, because imagine sending like.
Uh, 4, 5, 6 listings, and you have,uh, you always have buyers then, uh,
(18:32):
that are anxious, that don't care.
And if they have the number of the realestate agent, then they call right away.
So we always have to, to keepin mind that we are the ones who
have to, to make the appointments.
And like, uh, we have toenforce that all the time.
And still people contactthe other, the other agents.
(18:53):
So they're in the states.
You have all of that organized andready to, to send here is a little
bit more challenge challenging.
So, uh, we have to look, uh, formuch more time to, to send listings
and we that we don't have that.
Professional basis in termsof, uh, market showing.
(19:13):
Yeah.
Yeah.
And that's why from day one, right?
It was important.
It's like we we're gonnago get the listings.
We gotta create our value proposition.
We gotta create our offer.
Our main
focus,
our whole focus has gotta belistings, listings, listings.
And I had a, I had a, um.
A gentleman asked me this morning ona call, you know, with, with things
the way, are they here in the States?
(19:34):
They're looking at dropping rates.
Buyers will start to come off the fence.
And um, I was like, listen, the onlything I know for 21 years in this
game is you, you wake up and you go tosleep thinking about motivated sellers.
That's it.
Like you just, that's, that'sall you're thinking about.
That's all you're looking for.
That's all.
That is the game,
(19:55):
in my opinion.
Mm-hmm.
Hundred percent.
The game is ours.
A hundred.
So
let's, let's talk about, youknow, the, the, the evolution in,
in where you guys are at, right?
Because it was mindset first.
So the mindset was there and weknew, we knew we had to not do
what everybody else was doing.
We, we, we, we knew we had a new path.
(20:16):
We knew our mindset was around.
Listings motivated sellers.
Let's talk about some, you know, thethings that, that, that formula that
you guys implemented and, you know,buck the trend and, and kind of where
y'all's business has grown and whereit's at and then going into the future.
Let's, let's talk a little bit aboutthat because, um, I think it's just, it's
(20:39):
super important to understand, hey, theseare the steps, these are the things.
We have the mindset, we know the market.
Mm-hmm.
But this is, this is how we did it.
Yeah.
So we need, yeah, weneed to be consistent.
It's true, uh, because we have,we have leads and, uh, sometimes
(21:00):
No, no, it's, it's better in that.
Let me, sometimes I, I hear fromhim, but because we need to,
that's why we, we are a team.
Um, but we need to be consistent.
We have leads coming from the ads.
We have leads coming from our listings,and all the buyers, the, the good buyers.
(21:26):
Usually they come from referrals.
Or after, after we get the lead because,uh, I get the leads from the listings
and then I can analyze, talk to them,and usually they are the best leads.
If they don't purchase any of our options,I can find some options for, for them.
(21:53):
Uh, we need to, one thing thatit's, it's very important.
It's never stop learning, training,training, training, because we
need always to be on the spot.
We need to know more about newways of selling everything.
(22:15):
It's about communication.
We need to know how to to be better.
To connect with people, communicatebetter, understand people.
And really, sometimes peopletalk about this and looks
like a cliche, but it's true.
Don't if we don't care first about themoney, it's only about the clients.
(22:40):
Everything comes, comes after.
Mm-hmm.
And we need to take care of themand be consistent doing that.
I think nnu can tell a story from alisting that we have near my new home now.
It went like two years, callingtwo years to have a listing.
Yeah, so always calling, helping people.
(23:06):
And I think all of that comes alsofrom the, the mindset in the beginning,
because in the beginning it wasmindset, perseverance, and persistence.
So from that, it build our mentalstrength to the, to the following years.
Uh, that was in the first sixto nine months, more or less.
Then we got from the nine months,uh, uh, to, from the nine months
(23:32):
ahead, we got to the phase.
Then we, we had, uh, alreadythe, the difficult parts, uh, the
initial part already passed bias.
So then we had the plan, we had toexecute, we had to be strict with
the, with the tasks, with everyday.
Uh, jobs that we had to do.
(23:53):
Uh, that was phase, phase two.
I think it was consistent so, uh,that we could consolidate our position
in the market that we had started.
Then it came the, the phase of theinvestment so we can, we could get a
little bit off the streets and start, uh,to, to get the listings to come to us.
(24:14):
That was phase three.
Definitely when we got on social media, westarted to invest a little bit more money.
Uh, here we are already onyear three, more or less.
Uh, and from there on we just had to,to perfect some, uh, some mechanisms
to perfect some, some structured, uh,team that we didn't have at the time.
(24:36):
Uh, perfect.
Also, the social media thatis way different than we, what
we did in, in the beginning.
The beginning it was very raw, uh, interms of content, in terms of listings.
Now we have all, uh, processed and all thesteps from contact listing to, to meeting.
It's every, everything.
(24:58):
It's processed and to, um.
And know how I can, I cando it, Rudolfo can do it.
It's all doing, it's allbeing done the same thing.
So, uh, I think that was, uh, a huge, uh,upgrade also because it's, uh, it can give
us the free of having new team membersand things are being done in the same way.
(25:22):
Uh, and year, year,uh, we are already, uh.
Very ahead on the production side.
So we already started to, uh, to give alittle bit more importance to the revenue
share side, that we are building a greatteam with our marketing manager, uh, with,
(25:45):
uh, with the training camp and everything.
So I think that wasthe, the process first.
Mm-hmm.
Mindset second.
A plan, third, executionand consolidation.
And fourth, uh, now we arenumber one in Portugal.
Expansion.
Yeah.
Expansion.
That's where we're at.
And now for this expansion, definitely.
(26:06):
Yeah.
Before we get there, I, I, I want to,something you guys did that I, I, I
applaud at a, at a high level because
I think a lot of people would move faster.
And this is probably, youknow, I need to, you know.
Really think about this myself.
You guys went and part partnered andyou've gone through a couple iterations
(26:29):
on the marketing side of things and, andso being able to not, not understand,
like, listen, we can give a percentage tohelp us go faster and be more consistent,
but talk a little bit about that andthat decision and when you, you know,
(26:49):
we decided to, to, to partner with.
A marketing agency to help us accelerate,you know, the exposure with ad spend,
with, with consistent on, on contentand everything that we're doing,
which is ultimately gonna lead intothe expansion side of things, but
mm-hmm to help accelerate our proofthat we can sell real estate, we can
sell real estate at a high level.
(27:10):
We can sell real estate withthe best of them, but we just
needed to, to get more exposure.
Talk a little bit aboutthat and that decision.
'cause I think that's, it's a goodlesson for a lot of people listening in.
Correct.
So since the beginning, I, in my mind,I thought that we needed someone, we
(27:30):
needed a mentor to our business and weneeded someone in the marketing side
because marketing, it's everything.
So it's everything.
It's communication, marketing,it's, it's everything.
And we, throughout the years,we changed a few times.
And now we have someone with thesame mindset that want to expand,
(27:58):
want to have training, everythingthat we need in our business.
Business plan trainings, uh, marketing,everything connected to to help.
Other agents to do the samethat we did and better.
(28:19):
So, but at the time, it was step by step.
It was year by year andstep by step of course.
But we, we said to each other,yes, we need something to.
In the marketing side, we need a, we needa guy, we need a team that we can partner.
And at the time it was a different kindof partnership because now it's evolved.
(28:45):
But we need someone that takecares of the, of our, um,
social media, of our branding.
'cause it's very important the,the image that we are passing to.
To the public and investing becausewe know that it's only investing.
(29:08):
It, it's not, it's not acost, it's, it's investing.
Because if we spend likeone, $1 or in here, one euro.
We can have at least 30 timesmore or 20 times more if we do the
work, we need to do the work too.
But everything connected,we can ex expand way faster.
(29:29):
Mm-hmm.
And we decide to have a, amarketing team and then, uh.
We talked through the years.
I, I, uh, was talking to, to himand explaining, because he worked
with Century Re Max Coldwell,banker Ev, every legacy brand.
(29:51):
He worked and he wanted to domore because he know the potential
that marketing and, uh, generatingleads can, can give to the agents.
And he said.
I, I put a lot of money in the pocketsof other agents that it wasn't,
(30:12):
it was my job, but I can do more.
And then he, uh, he entered inexp he had the, the vision too,
because it was step by step.
He had the vision and nowwe are doing that expansion.
We have like a hub in, in Lisbon.
(30:34):
Uh, and we, with that hub wewant to support to give the,
the support to the agents.
Uh, can be physical in, in that spot,like that office or can be online.
Everything that we do in exp, like we did.
(30:55):
We never met John in person until now,but one day I hope next year, next year
we'll be there having some events inPortugal and we need to go to the us but.
Uh, it was like that and now we arehaving the revenue share it's building,
(31:15):
and me and Nunu the, we are the plan.
It's to us to be leaders in, inthis team and to found, to, to
find more leaders like it was yourexample in Honey Becher leaders to.
To bring more leaders to help to have arevenue share, um, plan and, uh, downline
(31:43):
that we can help and be different.
Mm-hmm.
Because we need to give more that wecan, uh, they can give us that it's, uh,
with the clients, it's the same thing.
We need to first give, give, give,and hopefully we can get, get
something back and that's the plan.
(32:04):
So, uh, I think Nunu cangive some more ideas.
That doesn't come to my mind right now.
Nonu, give, give a couple.
So.
The value proposition we'rebuilding, we know the mechanism.
We're, we're, we're, you know, we havethe hub able to provide consistent, back
to our key word, consistent training,being able to add value, like you're
(32:27):
saying, back into the marketplace.
But when we're talking to agents, whatis, what is that value proposition
that we're putting out there?
Hey, you align with us.
This is what we're, this iswhat we're gonna help you with.
Mm-hmm.
Right.
So what, what is the, the value package?
What, what is that that we're,that we're offering to agents?
I think right now, uh, our, our mostvaluable things, uh, besides the, the hub
(32:51):
and everything, it's the, the fact thatwe have the two most important parts,
uh, on this business that we have, we canoffer solutions for the marketing part.
Uh, so agents can, can getleads because that's, that's
always the main, the main issue.
How to get leads, how to get to, topotential sellers or to potential buyers.
(33:13):
We have that already figured out,uh, with, uh, with a structure that
can give support to all the agents.
And also, uh, with our help, uh, we,we can also solve the, the problem
of the, like the following, uh.
The training in the real estate
(33:34):
mm-hmm.
On the, on the field and onthe meetings and everything.
So, uh, if you, if we can support,uh, a lead generation, uh, program
and, uh, training, uh, program.
And also, uh, once you go to a seller,to a seller house, you have someone.
To, to go side by side withyou, uh, and help you with the
(33:58):
meeting and how things are done.
I think that's the threemost important points, uh, in
every, in every agent's life.
Uh, either you start or either you,you're at the market for five, 10 years.
That's always the, the mostdifficult problems to solve.
So I think that's the, the packagethat different ourselves besides the
(34:22):
commission and everything, I thinkthat's the, the thing that we have been
successful at transmitting, uh, to,to other agents because seeing that
they, they don't have that, that fear.
Of like, I'm gonna go toa not so known brokerage.
I'm going to be alone and everythingthat's already solved and, and passed.
(34:45):
So, uh, yeah, we have beenattracting a lot with those.
I
think that was another, that wasanother important lesson, right?
You know, for, for everybody out there.
You, we, we talked about consistency,but we were also patient and we
knew we had to build the proof.
Um, and then therefore,'cause we, we tried, right?
We tried to bang the hammeron, Hey, let's try to recruit.
(35:05):
And they're like, we don'teven know anything about you.
We're not giving up the legacy brands.
Okay, well let then let's go createsome, let's go create some actual proof.
And I think that was just an,just another really good lesson.
Um, and we did, we, we put ourhead down, we went to work and we
freaking sold some real estate.
And so mm-hmm.
I think it's, it, it, that'sanother important lesson in, in
(35:25):
just understanding the, the process.
And like just now, right?
We're just now getting ready to kick off.
We're going into, you know,about to go into year five now.
It's expansion.
It wasn't expansion day one.
It was now we needed the proof,we needed the foundation.
We needed the right players on board.
Now let's go.
And we're, we're way moreequipped to be able to, to do
(35:47):
that, which is really exciting.
Yeah.
And one of the things that, uh, betweenme, Nonu, and the, the marketing team and
yourself, we, we want to do something.
It's something really differentbecause we care about people
(36:08):
and we want them to succeed.
Not, not just selling twohomes or three homes a year.
No.
We want people that want to do moreand help them to do that because with
all the tools that we have, only if thepeople don't, don't want to do nothing.
(36:32):
They don't sell.
If they want to do something,they don't need to be experts.
Or work, uh, 60 16 times 60, um,uh, hours or 20 hours per per day.
They don't need to do that.
They need to work smart and we wantto, to help them to work smart.
(36:57):
And to have more GCI to be,
keep more of their knowledge in that
part, to be more happy to do somethings that money can help doing it
and knowing that we want them to.
Produce more, but help them to do that.
(37:17):
Not just giving, not justlike the legacy, uh, brands.
Mm-hmm.
They don't give you all the supportthat we can give you and support.
That's the beginning from you, from Jay.
And in the, in the future we'll be, uh,uh, even, even better connection with
(37:39):
training, with events, with everything,and they will see the difference and the
movement that we want to create, helpingothers to achieve more, not being just
average, but having, having all the tools.
And seeing, okay, I have more tools.
(38:02):
I have the split.
It's better.
I have the support, I have everythingcreating like, um, an an offer that the
people can feel stupid if they say no.
That coming from, from a andnot a famous guy like Alex.
(38:23):
Yeah.
Yes, yes.
No, it, it, it really is.
It's, it, it is an irresistible offerfor what we've got on the table.
And, you know, it's, it's, you know,the patience and, and putting the
pieces together to, to not only makethe offer but back the offer up.
That's, that's the big thing.
Right.
You know, marketing it, it'sabout making a promise, but
also about keeping the promise.
(38:43):
And that's one thing that I know you,you guys, you know, take to heart.
It's like, listen, you know, ifyou get on board, you commit.
It's the old, if you commit,I won't let you fail.
Um, but you gotta commit and yougotta commit to, to this opportunity.
And I, I, I love it for, for so manyreasons, because, you know, coming
outta the legacy brands and, andthe way real estate is done in, in,
(39:04):
in your markets, um, now they havea real opportunity to actually.
Build a better life and also
yeah,
establish a plan to be able toexit instead of just quitting.
I mean, really, I mean that's,I mean, that's really the only
option unless you somehow get toopen and own one of the brokerages.
It is, you know, usuallysell till you stop.
(39:25):
Yeah.
And, and now you, you, you have a, a,a real opportunity to create a real
plan to, to really, you know, exit,uh, you know, instead of quitting.
Yeah, definitely.
That's awesome.
Well, fantastic.
So
the querying with the querypercent that show high, I think,
uh, it's impossible not to work.
(39:45):
Yeah, yeah, it is.
It's exciting and.
Uh, excited to, to, you know, run thisback in, in the future to where we
get to talk about, now we get to talkabout the expansion side of things.
'cause, you know, we did all ofthe work, um, to build, to build
the proof and build the foundation.
Now it's, now it's time to go toexpand, which is gonna be fun and,
uh, fun and exciting for sure guys.
(40:07):
And
we'll help.
Because we want, yeah, I'll be there.
Want a big team, I'll a big teamand a big revenue share down line.
So we need always, weneed help doing that.
That's right.
So,
that's right.
Well, I appreciate you guys carving outthe, the time in the, in the evening
for you, jumping in with us and, andreally, you know, knowing we've got
(40:30):
honey badgers all over the, all overthe world and, and we're doing the,
the right things and, and really.
You know, expanding because it, itis creating better opportunities
and better lives mm-hmm.
For, for the agents, um, out there.
So.
Kudos to you guys.
Yeah.
Thank you, John.
Thank you.
Got it.
Thank you.
Awesome.
Alright guys, talk to you soon.
Thanks everybody.
(40:50):
We'll see ya.
Thank you.
Bye
bye.
See ya.
Thanks for tuning in.
If you're done guessing and ready tolead like a real CEO with a custom
strategy, real accountability andproven systems, check out my executive
one-on-one coaching@johnkitchens.coach.
Fill out the application and bookyour one-on-one call with me.
(41:12):
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