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Why most agents fail within first two years of licensing
Easy Button v. Doing the Work
It's fascinating to be involved in eXp Realty at this time because of the fact that it's growing at such a rapid clip, and seeing all the incredible talent that it's attracting - not just the sheer numbers of people... So what we're experiencing are a lot of teams and brokerages that are switching over because the economics makes sense. I'll dive in to the numbers a little later below.
What we are witnessing is decision compression. That's what's happening right now in the country in general.
You're taking things that normally would have taken a generation to have happened, the acceptance of ideas, really and it's happening more quickly. You could call that a revolution if you wanted to. A revolution of ideas and online technology. I think it's all wrapped up in a Renaissance of sorts.
But you're seeing this quick acceptance... For example, online schools have been around forever. Nobody really took them seriously because the existing institutions were doing everything they possibly could do to minimize the effect of online schools because it made them obsolete. And then what happened? Covid. And then look at all these other industries where the exact same thing is happening.
Most people thought it was kind of a strange request to do a presentation on video. Oh my gosh, what is wrong with you? Right?! And now, if you don't offer it you're an outlier, you know?
So why does real estate agents have an 85% failure rate within 18 months?
So this 85% failure rate isn't because agents don't do enough branding, or buy enough leads, or form teams, or don't know how to do social networking or make Tic Toc videos...
If those things were all really valid, why is it that 85% of all agents who get their licenses are within 18 months failing? Why is that true?
Is it possibly because none of those things really matter? Have you guys ever considered that?
The probability of you guys ever forming a website or having anything that is searchable for any keywords beyond maybe your name at this point of the game is absolute zero. So don't let anyone sell you into believing that you're ever gonna be found on search. Everybody else has so dominated the the organic search results that the probability of ever being able to work your way through SEO into normal searches is about zero.
So the only way that you can really do is by spending money. So I want you to think about that concept of spending money. I just want you guys to realize if someone's trying to sell you on the idea that social networking and the rest of this is going to get you in some dominant position with the keywords that matter to you... it's just not true. Now, like I said, if someone did a search on your name, then yes, if you had a facebook business page or whatever, that might show up some place on the first page, assuming you have a somewhat unique name.
It's very difficult to certain get placement for any good search terms because so many people have such old lengths and have built so much content around it.
You say you want to try to create links around New Albany, Ohio, homes for sale or whatever you just you're never going to do. It will take you years and years and years to even have one link show up on the first page of google search.
So the only option that would leave you is basically paying for traffic, which again is a black hole, which i'm gonna get, too.
Sales pitch: "Tech savvy folks are still going to google a new business to find out more information, and if your names and showing up on the search and you're not telling a story on social media, that client is going to go with someone else."
Can you provide me with something validating that sellers will search for agent using social?
Content marketing is a slow process, but also the least expensive. So content marketing is blogging. Content marketing is creating video. Content marketing is a waste of time and garbage we tell you guys to avoid for the most part.
What value does a lead have? It's just a name in basic on basic contact. And who really cares about my story?
Having your listing on multiple websites has absolutely no bearing whatsoever on any aspect of the sale-ability, the price achieved or the days of the market on the house. You're essentially telling more people on more different websites that you haven't priced correctly.
They gear the messaging towards apathy. They're trying to gear their message to you not having to do anything other than give them money, and they're going to do the rest for you.
And that's the great lie. But I could see why it's appealing because essentially, is the idea that you can, you know, take a blue pill and lose 10 pounds. It's the same thing, but it is so far from the truth about what it truly takes to be successful in business, in life, in general, in business specifically. But in life in general, any time you look for the short cut, you're always gonna fall flat.
You're always gonna experience undue hardship and unnecessary frustration because you haven't learned to basically master the real art and science of being successful long term in life.
It's just another issue that I see with coaching clients because all this online stuff is significantly out of the average sales person's wheelhouse.
They don't know how to hold anybody like that accountable.
So you can't stop doing the postcards. You just stopped too soon.
What are you talking about? I've been doing it for five years. I've spent 50 grand on this. Oh, no, I'm telling you, it's about to work in another six months. It's gonna break through, and then they tell you some story. I know someone named Bob in Peoria, Illinois. He got a listing after direct mailing postcards for 47 years. They didn't mention it was his mom, right? But so these guys were just marketers that are trying to sell you marketing. All this stuff is designed to shield you from the bitter, harsh truth that, unfortunately, life long term levels of any sort of meaningful success comes from long periods of doing what you don't want to do when you don't want to do it at the highest level.
So that goes back to the question that I was starting to work on: why is there an 85% failure rate in real estate after 18 months or less?
Because agents give up too soon? I don't think that's the reason. Honestly, I don't think that's the truth.
You get plopped into real estate, and maybe some of you are lucky enough that you land with some basic information. But then, beyond that, you have no shot of surviving. And all you gotta do is look at the statistical fact that 85% of all agents fail within 18 months or less.
Even if you stay in the business after that and you look at the failure rate, it's not until an agent's been in the business for five years that they have a shot at making a career of it, and it's kind of shocking when you look at the numbers.
We sold over 100 houses our first year in the business. We were in our early twenties. The only real previous sales experience we had were, well, nothing really.
We're just basically right out of college. And how did we do it? Exactly the way we tell our coaching clients to do it. That's without social media and a bunch of other stuff...
When you cut through all of that, you know, it comes down to the same basic skills, but enhanced by a lot of great stuff.
The confusion is that you guys think that the stuff online is the lead generation. When it's not, it's in support of the hard work. We use social networking to reinforce our podcasts. We use it to reinforce our coaching clients. That's it.
It's easy to be confused by that, right? Exactly, especially if you came up in the past 20 years or so would be easy to be confused by that. And the other thing is this. Once you learn how to do the real work of real estate, for example, like we teach in our coaching program, you probably will never choose to do the gimmicky social networking stuff.
How many of you guys right now are sifting through your emails, looking for some sort of latest gimmick that's going to somehow land you 63 leads within a day, right? I mean, you believe that why?
Why do you do it? I know fundamentally we've talked about it because it's a hell of a lot easier to swallow the pill that goes down smoothly than the one that actually might require a little bit of effort, you know, might require an extra concentration might require you to have a slightly upset stomach along the way because the truth is is what we're gonna ask you to do is the real work of real estate. But it's gonna have a long term sustainable effect on your future in a very meaningful way.
All these gimmicks are doing is appealing to your ignorance, and you're you're wanting to avoid anything that remotely resembles rejection.
And they're also trying to appeal to your laziness. You guys know intuitively that those things are gimmicks, and you still do them.
You know that there's other ways that you can go directly after the business.
Today, tomorrow and the following day are Expired Polluza, our favorite time of the year, which happens 12 times of the year when the month changes rules over. Why? Because so many of you guys make your listings expire at the beginning of the month or the end of the month. But that's great. For those of you who will actually pursue expireds.
Side Bar: A Few of the 10 greatest lies in real estate.
Stop complaining about how many phone numbers you can't get because there is no do not knock list.
There's a great company forewarn. Not only did they get great phone numbers, but they have to do background checks. So you're not, you know, you're not calling crazy people.
The next one is nothing expires in my market. Everything's hot. Everything. Selling right away. Not true. Why? Because some of you fall prey to aspirational pricing. Whether that came from you or the seller doesn't matter. You can still be overpriced, even in a hot sellers market. If that weren't true, you'd never have appraisal problems. Go back a year.
Here's a quick homework assignment for you. Go back a year and look to see how many listings have expired in your market in the past 12 months. And here's a little game that some of you guys are gonna play. Do this for your entire MLS.
You could even do it last 18 months and then find out how many of those properties were relisted and then sold. Something like 90% get relisted sold within six months.
A vast majority of them get re-listed within the first 30 days. Most listings expired because they're overpriced, that necessitating just one price adjustment. That's it.
They're getting ready to get started. Well, that there's one of my top ones.
Let's say that you have terrible phone numbers and not that many expired.
If your average net commission to you is 7500 bucks, ok? And you only convert a lousy one per month, which I mean, honest to God who can't do that right? One per month. Let's say you call 10, and you're not that great at your scripts, and you're only okay at lead follow up. But you get one a month. That's 90 grand.
Whereas they could be the average agent in the country who makes what, 50 grand a year? Something like that.
Of the 15% that remained, most of them are eeking out an average income of 50 grand. Then with taxes, you might make more money working at Home Depot.
True. Right, then why? Because they're doing all the dumb stuff. They're not doing the real work necessary.
But they are buying leads, and they have to work on their logo. Think about it this way. They're not gonna call us, and they're not gonna call us unless we worked on our brand and they can go online and they know what our story is.
You guys have to get this really clear in your head, otherwise you're always gonna be easily manipulated. Leads have no value. But they are filling out a form, and they're identifying themselves as a potential or buyer or seller. Well, guess what, guys? Here's a part of the great lie about all this.
Everybody is a potential buyer or seller. It depends how the lead question was framed, right?
So online lead generation guys, these are just statistical facts, is the least effective, most costly way to generate business and most costly in the form of your time and most costly in the form of the cost for you to generate that lead.
It makes me sad that nobody really educates regarding the right questions to ask so it's easy to fall into those traps.
And guess what? 85% of all realtors failing within 18 months or less. Right, you guys get it.
You can't argue with numbers and facts and statistics so Expired-Paloosa!! For the love of God, people, way to beg them to make an income.
Even if let's say that you're already tracking along at a really nice average commission. This is your best year ever. A lot of people are having one, they are, and that's fantastic.
That's even more reason to call, right? You know, some of our most experienced agents are so awesome when they cal.... I always tell that if you're gonna cherry pick, call in neighborhoods that you've just had a sold sign, this just makes sense.
And you know when we used to do this, they'd be like, is it really you calling? I see your sign all the time. It's so much easier for the ones that are experienced who also have the ones who are a little bit more resistant.
Millenials, though... So for these kids, they're all social media experts because that's how they grow up. And they know what's a farce.
The pricing of the property is so much easier. The agent who you otherwise would have competed with who might be from their center of influence has already failed.
Okay, you don't have that in your way, and they probably don't have a plan B with another agent friend. By the way, your biggest competitor when you're calling expired is going to be the previous listing agent.
Mr. Seller. Listen, I appreciate the fact that you're considering listing with your old agent, but let me ask you a real quick question. What exactly is your old agent gonna do differently this time? That they hadn't already tried the first six months to get your property sold, and then say nothing, right? And then because they've already had that thought and all you're doing, basically is putting another thought in their head that maybe, you know, they need to at least look at their alternatives, given them permission to break up with the agent, right?
The friend is just the most convenient to get the listing. Probably not the most qualified to price it correctly to be competitive, you know? Or to advise them on things like negative feedback. Maybe. You know, I see this a lot when their buddies buddy listings, you know, telling the house smells like cat pee. You don't you don't want to talk about that with your friend, right? You know that somebody else can come in. That's a disinterested third party.
So you've got a better cma situation on your pricing. You've got less competition. They are also way more coachable. They'll do things for you when it expires that they never would have done out of the gate.
Now they're kind of over it and like, all right, tell me what I need to do. I'm going to do it.
They are humbled. Basically, the markets kind of show them the way.
Convenient versus qualified. We're also going from a convenient versus qualified type of market so you guys have to be qualified. Even if you are convenient, but you're not qualified, you won't get the listing. Being qualified, you get the listing.
What would you have to stop doing? You'd have to stop doing all the silly ask time wasting garbage that you probably been doing thinking that someday, somehow, magically, it's going to make you money.
Guys, I'm going to say it. I know it's annoying, but it's still true. 85% of all agents fail within 18 months or less. It's because they don't do the right things in their business.
They don't actually take the time to learn the skills necessary to earn the right to be a listing agent. Just focus like a laser beam right in on how to become a listing agent.
The centers of influence of past client agents don't survive the shift to a buyer's market. They just don't and for all the normal reasons you'd expect, mostly skills based.
I think it's great when you get center of influence deals because they're easier and they trust you, but they're not predictable. You can't tell me who in your database is going to list with you tomorrow, and you can't tell me what price that house is going to be and you can't tell me if it's gonna be sellable.
Take that same thought, apply to social networking leads and all that other stuff just even gets more insane, right? But when you not only are willing to but have worked on the skill of things like expireds, for sale by owners, probate, new construction... things that have taken effort, you actually can create that lifestyle if you wanted to.
The real freedom in real estate does not come from doing all the things that most you guys were doing. It comes from the power of being a listing agent.
So I had this coaching client. This guy was a millennial. He worked at a great company in New York, and he was burned out on selling. He had done a bunch of leases. I taught him how to start prospecting. He was generating, proactively generating his own listing leads. But he was looking down the barrel at turning 30 or something, and he had worked his butt off. He'd been very diligent, you know, not just a really good guy. And then he said, I'm getting burned down on real estate. It's not that don't love it. It's just that I feel like the clock is ticking and I haven't done the other things I want to do in my life. I haven't done by the age in which I wanted to do it by and I thought, well, okay, that's cool. But we can't let him lose the momentum that he's built towards building a sustainable real estate career.
At least this guy had been smart enough to focus on becoming a powerful listing agent, so I made a deal with them. He has to take a certain number of listings by a certain time frame... Now remember, this guy was ambitious, but he lost his mojo, so I don't remember what the time constraints were... I think that it was something like 180 days to accomplish certain financial goals, and after that he could check out for the rest of the year. And he did it. And for like three months, he just ripped it up and he left early. It's because he knew he could because, you know, he had had worked on the skill. He was incredibly motivated to travel the world.
He mastered the skill. He didn't wait to get around to get started.
You guys are full time real estate agents. Many of you, even if you're part time (calculate all the time that you claim that you're working). How long would it really take for you to master the art of being a powerful expired listing agent?
How long would that take you? Most of you guys could become absolutely lethal at it in less than a month. Just make it something that you're great at.
And follow our system, right? We tell you who to call, how to call, when to call, what to say... this script to say the objection handlers, how to pre qualify, we give you a pre-listing package so that all you've got to do is copy it for yourself.
We give you a listing presentation.
You don't have to drill a role play partner for, you know, 17 million calls. You just have to pick up the phone and earn while you learn.
You also become really great at For Sale by Owners because the scripts are so similar. If given a choice, I always liked expired be in the number one spot because you know they're going to be willing to pay a commission.
The biggest biggest of the big reasons is because the price isn't right. The market has essentially humbled that seller.
Those of you have been the business, especially those have only been in the business the last 10 years... You guys have got a lot of crap to sift and sort in your minds before you start seeing the truth about what a blessing this industry is.
If your business isn't profitable, especially your brokerage, your team, if you're fearful of losing money, if your entire business is predicated on buying leads, and you are starting to internalize the idea that maybe you're not, you don't have what it takes to be successful because of the fact that you have been able to decode this rubik's cube, this 47 side rubik's cube and my God, you should been able to figure out how to do it by now! ... and why your team members keep quitting and why do you have profitable and unprofitable? Why is it all this?
And yet everyone seems to be relishing your success because you sell a bunch of units and you have this big team, and yet in your heart of hearts, your knowing that you're not moving your personal financial needle at all...
Guys, you are great at what you could be doing. You're just not doing the right thing.
There's a difference between quitting and quitting while you're ahead.
So what does that mean? If you essentially have been doing something for a long period of time, and it's not getting you the results, and you've convinced yourself you have to keep doing it.
You know what? You're making a mistake. You just need to quit because what's happening is that idea or that thing is taking up mental and usually financial energy that be going to something else.
And something else isn't buying leads or doing something else. For the sake of your business, it could just be going to taking your family on a local staycation.
Some of you guys get caught in these ego traps where everyone's doing it. So you think you're supposed to be doing it, too. Even though you know it's not working, you're still going to do it because everyone's doing it.
Marketing does not sell real estate. That is a lie. You price it right? You put it in the mls. Assuming the houses, good price, condition, location, it will sell right.
Assuming a good condition and location, it will sell itself out of the MLS. It's your job to facilitate the sale, that is the bottom line.
So at one point we did home magazines. And we did it, and it didn't generate business. And we kept doing it, and it didn't generate business. And we so we're smart enough to keep track of where are actual business came from. We did it on a dry erase board.
That shouldn't surprise any of you guys. We were tracking this, and we probably took out those dumb homes and land ads for probably 45 years without having any real discernible business from it.
Then we quickly realized how foolish we had been in believing all the marketing stuff, the same stuff you guys are falling prey to now.
Your best marketing is the sold sign that you put in that neighborhood. That's even if you have no marketing budget and no experience.
You all can do that because that will lead to the next thing you guys went. Buyer leads. Be a listing agent, get one listing or, for some of you, one more listing.
Maybe this month or for some of you this week. Many of our elite coaching clients have homework of a listing a day that they go on and a listing appointment a day that they set.
So I have to set one and go on one daily, and we have. It's absolutely possible to do that, if that's what you need to do.
So all these brokers and teams, they're coming to me, and the first conversation I have with him is trying to see if they'll qualify to be a mega icon team, because if they are than the total amount that they're gonna pay eXp, the complete amount, they're gonna pay in commission splits per year is about $56,000.
And then, after the main team leader or the former broker who is now the Mega Icon team, they're getting essentially what amounts to their cap back in the form of EXPI stock. I'm oversimplifying it, but that's the gyst. So then the whole mega icon team only ends up paying, in essence, $4000 per year per agent. So the agents on the team or who may have been part of that brokerage their cap is four grand.
One of the things I discover when I'm talking with all these teams in these brokerages, and I'm looking at the profit and loss statements because I have to help them put it together so that I can send it in to eXP so they could get approved to be a meg icon team, I always go through their numbers, and I am always shocked, not shocked... But I feel sorry for them. I guess that's the core of it. I look at their businesses and they see a lot of these guys and gals and the especially this brokerages and these big teams. They've been at it for so long, and I'm able to see what the profit is they are making from the business - I am able to see it.
I can tell everything just by looking at their numbers, like some of them have, you know, one or two agents that they call listing specialists, or they're called the buyer specialists. Then you look at the all the top line numbers... At eXp, most of them were gonna make way more money than they ever did. That's the reason a lot of them were motivated to come our direction now.
Then I look at their marketing budget. I look to see how much they're paying for each of the closings that they're experiencing, and that's one of the things I help people to do in our coaching programs. I want you to look at your business as if it's a two sided coin. You have the cost of listing lead acquisition. You have the cost of buyer lead acquisition.
The more profitable side of your business is generally your listing side of the business.
If you don't watch out, it's going to end up basically covering the negative cash flow from the buyer side of your business, and you're just not even gonna realize it.
Most of these teamns are making barely double digit net profits. And if the market were to turn against them for just 30 or 60 days, they're gonna be out of business because they don't have the savings to support the cash flow.
I've had people that are spending tens of thousands of dollars per month buying leads, and yet they don't track it. The consistent element amongst all of them is none of those team leaders have been in the business for more than 10 or 12 years.
And so they've only known to buy leads, and they've only known to train their teams to buy leeds. They've only known to be beholden to buying leads. They've never learned how to generate the business themselves.
So after I have shown them the fallacy of their business model... they know that the business model they're following isn't profitable because they're not building any real wealth but they are caught in the echo chamber of everyone's doing the same thing, saying the same thing.... so it's not until now that they realize, "You know, what? I've always known that that was asinine business model, but not known anything different than to do it."
I want you guys to think about this. Let's say that your goal in your real estate business was to make $250,000 a year.
Let's okay, I can even make it. I will even make it more realistic. Ok? The average agent clears 50 grand. So I must say, let's say your goal is to earn $150,000 a year.
Okay, that's a good goal. Most people can live a very nice life off $10,000 or so dollars per month. Okay, so we're gonna focus on that for a second.
Did you guys know that the average broker who has a total GCI of say a million dollars is only going to earn about $50,000 net before tax profit on that million dollars? Essentially the million dollars in commissions and the average team - and this is a well run team - is only gonna earn $50k.
Son on your team, you have a team leader. If the team leader has a really good year, they made a million dollars. They have all these buyer agents. They have listing specialists and ads, they have all the marketing and branding and everyone thinks they are the greatest thing since sliced bread, especially themselves.
And then they have a million dollars in commission. And all the while, their actual net profit after all of that expense from running that business and buying those leads (because none of the agents on their team are proactively lead generating), so after everything they have about $120,000 a year, maybe $150k.
This is what I see consistently. So let's think about that. So you're thinking yourself well, okay, I form a team, I take the risk, and I run the adult day care. I do the whole thing, and I'm making $100k, maybe $150,000 a year.
And maybe that's okay. You convince yourself. Well, you know, that's a nice goal to have. But why would you bother doing the other thing and spending all the money and having all the liability?
Why would you go on? You're trading your time. You might have traded working with buyers and sellers to training, working with building your team member and worrying about making sure the bills are paid. You're not actually working less. You're just doing different things.
You've delegated certain things, but you've assumed a lot of other responsibilities again. That's the fallacy of the model. That's the fallacy of a brokerage, by the way. But more so the team model.
So if you wanted to earn, here's the punch line. If you wanted to earn, say, $150,000 a year and you're willing to do it by being a listing agent, you guys can do the math on that using the math with $7500 a transaction.
If you just listed two houses a month, two expireds per month, you would earn (using the math of $7500 per transaction), you'd earn $180,000 a year.
So if all you did was list two expireds per month, you'd earn $180,000 a year, which means that you would earn more money selling basically, you know, house and a half basically per month, then the net profit of the agent who is walking around like a peacock.
You actually would have more net profit or the same net profit because you had no expenses against that income that you were making... isn't that interesting?
How many agents in your own office will basically pay you 35% referral fee (which is insane for a buyer lead)?
So you then pre qualify your buyer leads. You pull up the list of houses to sell. You obviously go after the listings, and then all the other buyer leads you refer and make 35%.
If you had a team with buyer agents, you will not make 35% net profit on those buyer side transactions.
You guys get the point of all this. Are you guys following me? And we're telling you the truth. But if you've only been in the business for 10 years or less, you're caught in the echo chamber of buying leads and having teams well, and they focus on the wrong things, right? They focus on they think they've got to do those things or they're not gonna have that net profit, when in fact, doing those things will make sure you don't have that net right.
It's very counter-intuitive, and yet it's such an obvious truth, if you see, because nobody does the math.
What could you do with that 90 grand? What could you do with that 180 grand? How would your life change? How would your career change? How would your daily schedule change?
Because it doesn't take eight hours a day to do that.
You are doing the wrong things. You're believing the lies. You're wasting the time on doing the things that ill never generate you business. You end up working with clients that are not that easy to work with because they are not motivated or qualified.
You don't even realize it.
If you generate, you don't have to tolerate. People who have to sell a home are actually fairly easy to work with you. They're motivated because they have to sell a house. They want you to help them solve a problem.
You might be thinking, I have a brokerage. It's not working. I don't want to feel like i'm a failure because I couldn't make this thing work.
You're not a failure because you couldn't make this thing work. It just doesn't work. That's it.
Now the model that you're following, a lot of you guys are blindly following the Gary Keller Millionaire Real Estate thing. It was written back in the nineties, and it was written before commissions were essentially on average, less than 3%.
It was written before the advent of buying buyer leads. If you read Gary's book, the essence of it was, everybody has to proactively lead generate.
So you have to teach your team. If you want to have a team, you have to teach them to have a skills-based approach.
That way you have a profitable business, but you guys don't know how to do it cause you've not done it. You've got to learn how to do it. Once you learn how to do it, then you can have freedom.
And it's incredibly important that you listen to what we're saying because as this market continues to pivot into whatever's next right, the importance of knowing your numbers is gonna be more so now than ever.
Because you cannot count on essentially the fluidity of cash flow that we've had for the past five years. Now things might be even more buoyant. The market might even be more crazy, which even makes it even more important, to have a skills-based approach because more people will get in to the real estate business, and they will be running to the buying of buyer leads and the easy buttons.
If you had if you had this same conversation with your spouse or significant other or your kids and you said, "I heard about this thing on this podcast today. That if I just do this, I can have that. But, you know, I don't know. It just seems too hard. I'm gonna make it more complicated. We'll work in my market. I'm gonna go believe some fairy tale about having to create a bunch of video. You just boost your this and your that exactly. Ok? And, honey, we can just wait for that to work, right? And I'm oh, you know what else? I'm going to have to do some open house or not. Some open houses, just some postcards."
Exactly. Make sure you apologize ahead of time for the future version of you who is going to be lamenting the laziness of the current version of you. So write a letter, Dear Future Bob, it's now 12 months when I'm writing this letter, and you know I want to, well, let's just be honest, apologize for being lazy. And I did find the fairy tale of making a whole bunch of youtube videos and instagram boosting and doing all this other mickey mouse. I did actually do all that stuff and, you know, it didn't work, but I wanted to do it anyway. Even though in my heart of hearts, I knew what was gonna work. But listen, future version of Bob, here's the bad news is we've wasted a year. I've spent on a torrid amount of money and time on basically, you know, chasing rainbows. And now the reality of it is I realize that you are going to have to suffer because now you have to pay off the credit card debt from all the gimmicks that I've basically been blowing our hard earned money on. But I'm also now going to have to ask you to, uh, well, work five times harder, because now you have to catch back up, you know?"
Do what you don't want to do when you don't want to do at the highest level. That way, the future version of you a year from when you're now reading this letter is not going to be hating on the current version of you. Instead, you'll say, thank you past Bob for not having to waste all that time and money and having to investigate and prove it yourself.
Thank you, past Bob, for getting it together and just picking up the phone.
Or just doing all the other numerous things we tell you how to do to proactively go after the business. Do it for us. Make our lives easier. Why do we have to beg?
We want you guys not just to survive, but to thrive through this market transition, so that on the other side of this, you guys are experiencing quality lives from having helped other people that you could have only dreamed of because you were willing to do what you didn't want to do when you didn't want to do it.
Everything worth having is gonna take a Hell of a lot longer than you think it should. That's the unfortunate truth. Everyone should be taking a hard look at the brokerage that they're with.
You need to take first steps and learn about why so many literally tens of thousands of agents are joining eXp. Text me directly. 303-589-2320. When you do, I'm going text you back. I'm going to ask where you are on the readiness scale to join eXp. If you're just seeking information, that's perfect. I'll email you a big group of essentially it's our eXp pre-listing pack. It'll answer all your questions.
Then you and I will have a conversation. Maybe a day or so after you after you have absorbed all that information. And then most of you are going to move forward, and you're going to join me in the Libertas Group at eXp. So go ahead and text directly to 303-589-2320.
~ Content curated from an interview with Tim & Julie Harris
