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Don't Join eXp Without Asking These Questions First! · The Real Estate Agent Playbook

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  You got in this real estate business because you had
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  that entrepreneurial spirit.
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  You didn't want to work for anybody, but why do so many
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  agents just go right into it?
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  Join teams, join brokerages without asking questions.
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  Today, I'm going to go through the four things that you should ask every sponsor.
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  or managing broker that you join when you're deciding on a brokerage.
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  And at eXp especially, the sponsor is ultra important because once
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  it's named, you cannot change it.
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  Right?
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  That is your sponsor for the longevity of your time at eXp.
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  You would have to leave for six months in order to name a different sponsor.
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  That creates chaos.
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  No one wants to do that.
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  So make sure that you're making the right decision when naming
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  that sponsor, especially at eXp.
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  We're going to dive into the questions you should be asking next.
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  What's up guys, Jeremy Cain, EXP Realty here, real estate agent playbook.
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  Thank you so much for coming to this episode.
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  Please like, comment, subscribe on YouTube, share it on, you
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  know, wherever you share podcasts.
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  As I love, you know, that we're developing that community.
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  Please, you know, throw me a review if you would feel so inclined.
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  But today we're talking about something and I'm going to tell you right now,
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  I've talked to at least four or five people after they're at the company.
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  Would have done it differently had they, you know, understood the full scope
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  of what naming a sponsor DXP means.
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  So, I'm going to get into some questions.
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  I want to give you guys the questions to ask.
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  So that before naming a sponsor and making that decision, you can dive in.
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  And so let's get into it here.
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  So first things first, understand that naming a sponsor.
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  Yeah, it's great if you're buddies with somebody, but if they're not
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  going to benefit your business and they're not in the right situation,
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  then don't compound that by, you know, just signing up under them because
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  you owe them some friendship loyalty.
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  This is your business.
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  This is your family's future.
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  And depending on what you want to get out of the EXP model, whether, you
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  know, you're strictly coming over just for the production for the possibility
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  to get icon, you know, that could, you know, some of the systems and processes
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  and trainings could absolutely help you, you know, with your, when you're
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  in a different area, EXP is a great brokerage, we'd love to collaborate,
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  but within these downlines, there is definitely proprietary information.
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  And you have the opportunity in some situations to You know, leverage the
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  upline and, and that's the first thing.
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  So first things first, I would ask your direct sponsor if they have
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  the ability to explain the model.
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  Do they know what the full model encompasses?
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  Do they understand the rev share?
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  Do they understand the icon award?
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  Do they understand the nuances of health insurance teams?
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  You know, all of those things, domestic partner team, all of that.
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  There's cool things.
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  Do they understand, you know, KV core and how that works and.
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  You know, if this sponsor, no sponsor is going to know 100% everything,
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  but they should at least be able to explain the model and pull out all
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  of these things, especially in your case, what's the best benefit for you?
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  Are you going to be, you know, are you going to absolutely crush it
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  in Revshare and you don't even, you know, have that on your radar?
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  Do they?
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  Offer to help you build that rev share.
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  Absolutely.
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  So we'll get into the next question.
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  But first things first, make sure the person you join, especially Understands
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  the model so that they can help guide you and be a resource for you When you
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  come in because when you come into exp, there's a plethora of knowledge There's
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  a million different directions you can go and if your sponsor has no idea and they
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  don't have access to the their you know Upline as readily as they should then it
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  might be a big You know, negative for you coming over and making that switch and
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  missing out on all that eXp has to offer.
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  Next is, is there any value that you offer directly as a sponsor?
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  Right.
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  It's a big decision.
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  You're gonna be essentially paying them up to $2,800 a year if you cap
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  and, you know, it's not your money, but they're gonna be able to earn
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  $2,800 a year from your production.
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  And so, what are they providing you?
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  Are they doing this?
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  Just, you know, do they just want you to come on so that they have
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  somebody to go to happy hour with?
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  Or, you know, do they just want you to come on so they're, you're another metric?
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  Or do they actually provide you value?
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  What are they gonna offer you that is, Life changing for your for your decision.
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  And now the biggest thing here is is that it's not just one at eXp
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  You have seven tiers above you.
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  So your sponsor is the first one, but what's the next person offer?
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  And what's the next person offer?
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  And what's the next person offer?
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  Are they all in line?
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  Are they all the same right or is it adversity right at at in our
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  group at eXp Conor Steinbrook?
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  number one real estate investor out of Dallas, Texas Mike Sherrard
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  number one social media trainer for real estate agents and Nationwide,
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  globally, whatever you want to call it.
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  Louie Gault, you know, systems and processes is kind of his jam.
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  He's really ultra productive in the short amount of time.
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  You know, work life balance, all of that stuff comes with Louie and his coaching.
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  Myself, who's really...
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  You know, get my hands dirty.
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  How are we going to build your business?
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  How are we going to get that first transaction, you know, and coaching you
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  through some of the systems that I have created, some of the things that I have
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  done based on different personalities.
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  And I've helped people build strategies for open houses, cold calling, door
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  knocking, um, as well as, you know, Instagram, YouTube, all the things.
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  I haven't done all of those things, but I've, I've been
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  around it enough to understand.
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  Okay.
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  For instance, I've never sold a house through an open house.
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  I've never got a client.
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  I just don't like them.
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  That's uncomfortable.
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  I gave a 12 week accelerator to an agent in my downline, Darrell Vaughn,
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  and he's absolutely built his entire business based on that 12 week
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  accelerator that we did, and he developed systems and processes, took it and
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  ran, built his own business, and he's absolutely crushing it with open houses.
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  So, proof's in the pudding.
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  There, but what, what is each line offering?
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  Is it just YouTube?
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  Oh, they're good at YouTube, they're good at YouTube, they're good at YouTube?
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  Well, if that's not gonna be great.
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  Because maybe you're scared shitless to get on video, right?
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  I think you should get over that.
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  But, if that's the only thing they're offering, then,
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  then what's that look like?
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  Right?
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  What successes have they actually had?
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  Look at their numbers, right?
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  Okay, well, you're saying you made X amount of dollars from...
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  Facebook or whatever.
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  Show me that.
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  Okay.
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  Look up their numbers.
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  You can look up on home snap.
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  You can look up agent production.
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  In an instant, right?
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  Does it actually correlate?
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  Does it make sense that they're saying they made this much money doing this?
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  Now, can you do that?
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  Is it too late to get on that bandwagon?
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  All of those things kind of play a role, but if there's just, you know,
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  three people in a row teaching you one strategy versus the diversity
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  of the Wolfpack offers, that's where things change and it's you, right?
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  It might hurt a feeling.
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  Right.
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  My, my cousin still, you know, may hold it against me that I didn't join her
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  downline, but my downline was absolutely, you know, on the, on the up and up, right?
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  Currently the number one growing organization in the entire brokerage,
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  88, 000 agents is the group that I joined for a reason because of the diversity
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  of what they offer in their value.
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  And it's more about, you know, myself as a sponsor, but the people
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  that go up the rung as well as some of the people I've partnered with.
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  Now we're continuing to develop value stacks for seven tiers deep, as we go.
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  So that's just something to consider when choosing a sponsor.
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  It's not just about them, right?
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  I understand if they're your best friend and you love them so much, but if you
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  guys aren't going to collaborate and work together, maybe that sponsor is different.
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  Or maybe you guys can start a team.
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  Form a production team together.
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  You don't have to be on the same upline to do that.
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  So maybe that's an option if it's really about working with that person.
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  Maybe you name a different sponsor, but then you, you start a production team.
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  So there's options, but absolutely ask, okay, what's, what's this?
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  What's about this?
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  What's about this?
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  What's about this all the way up.
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  And if they can't answer that.
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  It's probably because they don't know they don't have those connections, right?
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  All the way up, Conor Steinbrook, three tiers above me.
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  I have him on my cell phone.
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  I could text him right now and say, ask him a question.
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  He'd respond within 30 minutes, right?
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  That's pretty awesome.
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  When you're talking about somebody who's top 50 in the company, one of the number
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  one organization attractors in the entire.
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  Tire company, you know month over month week over week year over year.
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  So Definitely see what those those tiers above above hold and if
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  it's a regular brokerage, what's what's that look like, right?
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  It's maybe a little bit different setup.
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  Like what's your marketing department do?
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  What's your social media department do?
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  What's what do all these where am I gonna get all of this help or is it just
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  you as a managing broker wearing all?
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  The hats and I have to come to you Well, I'm probably going to build my business
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  a lot different than you did, Mr.
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  Managing Broker.
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  And so those are just things to consider when you're making a decision on
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  what brokerage, you know, to go with.
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  The next one is huge.
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  What's the process of bringing other agents on?
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  Right?
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  Are you going to help me?
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  Hey, Mr.
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  Mike Sherrard, number one attractor in the entire company.
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  What are you going to do to help me bring on agents?
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  Oh, well, you can ask me that.
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  I wouldn't call Mike and ask him that.
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  But, it's, it's built in.
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  We have a system in process, right?
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  We have an explained call every single week.
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  We can invite to that.
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  I can hop on a three way call with an agent that you have that's interested.
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  And we're going to close them.
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  Right.
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  Therefore you, while you're just getting your feet wet at EXP, maybe not
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  understanding the model in its entirety, maybe not good at handling objections.
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  Well, now you're driving them to a call with the number one recruiter
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  all time at EXP, who's going to answer those questions, explain the
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  model, pull all the nuances out of it, you know, that he's done, you
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  know, over the last three years, just straight up experience and conversion.
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  And then You know, myself, who's been at the company for, you know, two
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  years will jump on a call and say, okay, you know, you got the EXP model.
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  This is what our group does a little bit differently as far as below
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  Mike, and we're going to close them.
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  They're going to sign on under you.
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  So you're going to be developing and building a rev share organization
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  before maybe even you, you know, have the ability to, to ask the questions.
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  Because as it goes, when you do make that move, when you make that announcement
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  post, people will be intrigued, right?
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  The kind of.
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  You know, reputation of EXP is like, Oh, no one wants to do that.
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  No one wants to do that.
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  But I'll tell you right now that every time an agent comes on, they
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  have agents ask them questions.
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  How's it at EXP?
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  Right.
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  They want to see behind the curtain because they've seen all that,
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  you know, they've been recruited.
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  They've been cold called They've been bugged by certain agents that are out
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  there doing that, you know I'm not necessarily the way that we do it at
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  the Wolfpack But people ask questions and if you can grab that that attention
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  and when they're asking those questions, you can say well come see it Right.
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  Let's get you on a call with Mike Schrader.
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  You've seen his YouTube videos.
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  Let's go Boom.
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  And then let's get you on a call with my sponsor, Jeremy, who, who can
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  kind of break down what it's going to look like specifically for you based
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  on this huge global organization.
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  And so what's that look like?
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  Do they have a system to help you bring agents on is absolutely
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  something to ask because.
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  Top producers, especially or people that have been in the business a while, one
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  of the, you know, draws to eXp is you can develop a real exit strategy, right?
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  It's not, you know, Hey, I'm done.
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  Your income goes to zero.
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  You can develop something that's pretty life changing through the revenue share
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  model and develop that residual income.
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  And you can really work towards, you know, building yourself the future that you
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  wanted to when you got into real estate.
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  And then, this is the last one.
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  Kind of a new addition to my repertoire.
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  What's your future at eXp, right?
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  What are you going to do as an agent?
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  Tell me the truth, right?
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  Are you a short timer?
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  Are you going to continue in production?
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  Are you going to switch to, you know, organization, building an organization?
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  Are you going to go commercial?
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  Or, you know, are you, are you thinking about, you know, maybe it's not the
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  best fit for me, whatever that may be.
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  This is a question that you can ask kind of out of the blue and
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  you'll get a response, right?
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  Okay.
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  And go with your gut.
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  If someone says, you know, well, you know, we'll see whatever.
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  And they're not fully bought into the model and what we're doing here.
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  Well, maybe that's a hint that maybe you shouldn't join them because
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  if you join them and they leave, you don't bump up, you just stay.
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  So there's going to be a gap.
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  Right?
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  The good, good sponsors above that person would reach down and pull you along.
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  Great, but you're also losing a whole piece of value, right?
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  Those seven tiers above you should provide some value.
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  And if you're losing a tier, then that's something that
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  you should be concerned about.
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  Not to mention it's going to tip you off to, you know, what they
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  think, what they know about the model, how they're leveraging it.
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  Sure, best answer is probably like, well, you know, I'm going to
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  get out of production eventually and just run my organization.
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  Right.
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  If I, if I can run my organization and help the lives of other agents, well,
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  that's a really good value add for you as an agent joining their downline.
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  Right.
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  So you just have to make these decisions.
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  And at the end of the day, it's you and your family, right?
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  That's all that anyone cares about, you know, at first family's number one, so
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  on and so forth, but we need to make sure that you're making a secure decision.
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  And I will tell you that there is no, you know, one, I asked Mike
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  Sherrard this question when I joined.
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  Right.
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  He said, well, I'm going to grind it out.
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  I'm working on developing future.
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  I want to win.
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  I want to get to this income level.
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  I want to do this and want to do that.
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  And he's absolutely done it right.
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  Showed up for every single call for.
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  You know 400 Tuesdays in a row or whatever.
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  It's been since I've been been at the at the you know group Not 400
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  because it's only been two years.
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  So 150 calls in a row Tuesdays Thursdays, whatever it may be.
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  And so, you know ask those questions What's that future look like because
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  if there is a gap or they leave You know, then they're also going to
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  probably try and get you to leave.
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  And then, you know, you have to switch again.
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  So if, if they're unsure at that point, that's when you really need
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  to, you know, start scratching your head, raise your hand.
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  As always, if you're talking to someone right now, great.
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  I would love to have that conversation before you name a sponsor, just so
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  you're making the best decision.
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  REAgentWolfpack.
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  com I'll tell you right now.
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  Best decision I ever made for my business was coming to a brokerage that compensates
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  you fairly for everything you do two time icon agent going on a third here shortly
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  should be, you know, within three or four months, I'll have my third icon award
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  and you know, it's absolutely changed my business right from my stock account
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  to my ref share residual income coming in to my production numbers to my, you
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  know, commissions and all of those things.
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  No other brokerage.
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  Can provide that for you.
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  I absolutely promise if you want to talk about it book a call.
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  Let's talk about it Jam out math doesn't lie The emotions sometime get in the
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  way, but let's talk math Let's talk about what it looks like and let's
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  talk about why this is the number one organization within You know one of the
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  fastest growing brokerages in the world.
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  Thanks a lot.
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  We'll talk soon like comment subscribe Share this podcast with
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  anybody who's thinking about eXp.
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  Bye.
• 14:38
  Bye