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Transcript

Kobe Xin’s Playbook for Attracting Agents Without Selling Homes · The Real Estate Agent Playbook

• 0:01
  as mentioned here is Kobe Zen uh
• 0:04
  from the Texas real estate market in the Wolf Pack
• 0:07
  Kobe what is up
• 0:08
  my friend how are you doing today
• 0:10
  I'm doing great Jeremy
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  thanks so much for having me on your
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  on your channel I'm really honored to be here
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  and
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  excited to share a little bit more about my journey
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  as well as you know
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  help answer any questions people might have
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  perfect man
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  well your story is incredible
• 0:25
  um but before we get into it
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  tell us about Kobe
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  you know the six months
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  a year leading up to you know
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  getting into the real estate industry
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  yeah you know
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  funny enough it was really about six months or so
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  before I officially got my real estate license
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  where this kind of whole you know
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  thing got started and the ball started getting rolling
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  so just to kind of give everybody a brief background
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  uh basically
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  I just graduated from high school in may of 2,019
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  I believe uh
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  that is the correct year and in the summer of that year
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  I had picked up the book Rich Dad
• 0:58
  Poor Dad it was actually from a friend
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  uh you know
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  a friend of our our parents
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  my parents uh
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  recommendation uh
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  and they recommended that I read that book
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  because I think I mentioned something about
• 1:09
  you know
• 1:09
  potentially looking into real estate as a career
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  or something along the lines of that
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  and then I read it and it was just really powerful
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  because I remember even when I was really little
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  I never wanted to have a job
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  I never wanted to
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  essentially be working for somebody else
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  always wanted to run my own business
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  be a little entrepreneurial
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  but I never thought about the concept of passive income
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  passive income was a really
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  you know this completely strange concept to me
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  after reading that book it was the first time ever
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  I'd ever Learned about that term
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  I ever Learned that you could go ahead
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  create an income stream
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  that can pay you over and over again
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  where you can have both time and money freedom
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  so that was the first time I ever
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  I ever Learned about passive income and creating it
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  so that's what kind of
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  LED me into digging a little further
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  into researching different ways to create it
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  I looked into different things
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  you know you know
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  there's royalties on books
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  there's running stores you know entrepreneurship
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  you know ideas about
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  you know selling different kind of items online
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  but really everything always LED back to real estate
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  so uh
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  that's when I decided to get my real estate license
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  it was I think it was August of again 2,019
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  I decided to get my real estate license
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  at that time I was 18 and I really didn't have
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  I guess a specific direction I even wanted to go in
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  I just thought why don't I get my real estate license
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  so that way I can actually be paired up with
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  or partnered up with
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  a team or a brokerage that focuses
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  not just on real estate sales
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  but really also on the wealth building aspect
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  the investing aspect of real estate
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  so that I can create you know passive income
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  I can create wealth in this industry
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  so after getting my real estate license
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  you know I actually funny enough
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  I was finding it really difficult to find
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  a real estate team
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  or brokerage that ever focused on investing
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  in fact
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  I couldn't find any information online about that
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  uh through Google searches
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  through YouTube searches
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  there was really nothing that came up
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  so I decided to ask on a forum called a Bigger Pockets
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  if you know many out there has heard of it
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  it's a master form a lot of agents are on there as well
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  uh you know just basically putting it out there
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  this is my goal I wanna learn how to invest
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  I wanna learn how to build wealth in real estate
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  can somebody actually help recommend me
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  a brokerage that I can join
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  that would actually serve these goals
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  and that was
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  my sponsor reached out to me via direct message
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  and I was actually you know
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  very honored that somebody
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  would reach out directly to myself
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  because I put it out there that I had no experience
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  didn't know anything about real estate
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  and I was just getting started
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  and that was when we
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  started the conversation about EXP and
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  and really that's you know
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  one of the reasons why I'm here is because
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  not necessarily when I was first starting
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  to look into the EXP brokerage model
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  I mean obviously everything makes sense
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  it
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  holds up really well against traditional real estate
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  brokerages that are out there
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  but for me I was really interested
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  in the additional tools and resources that our team
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  the Wolf Pack provides
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  especially on the investment side of real estate
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  because I didn't want to come in actually
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  I'm actually in the beginning I struggled a lot with
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  you know what should I be doing as a real estate agent
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  because I didn't want to go the traditional uh
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  direction of sales I wanted more to build a business
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  build more of a holistic business
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  so I think the resources at
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  you know that we have at the Wolf Pack really
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  actually aligned with what I wanted to do
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  and that was the reason why I decided to to join
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  so I got started in January of 2,020
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  and I pretty much started from there
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  we can talk a little bit more about you know
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  kind of the directional shift that I went there
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  but that was how I got started
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  in the industry in the first place yeah
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  absolutely so your focus on this investment side right
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  when you say passive income in real estate
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  people immediately are you know
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  it's flips which isn't really passive or residual
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  um but kind of a quick hit
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  but also rental properties
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  and maintaining asset classes
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  and building those assets up
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  using other people's money leverage
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  those kind of things and so I mean
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  to this day
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  have you gotten into the real estate investment space
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  or is are you still
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  you know generating income to
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  through the revenue share plan to get there
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  yeah that's a great question actually
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  because I have not so
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  I have actually completely taken a different direction
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  uh versus what I had originally thought in my mind
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  what I was gonna do in the real estate industry so
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  you know I haven't done a single transaction myself
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  as a real estate agent even though I've been licensed
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  now for a little over five years
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  and I haven't been uh
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  involved actively in any real estate transactions
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  either as well
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  on the investment side that is
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  and really
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  that's because in the beginning of when I got started
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  I I actually did do a little bit of cold calling
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  for about three months or so
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  in the beginning
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  I was doing it on behalf of another investor
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  here in my local market in Houston
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  and what we did was
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  we just reach out directly to homeowners
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  we're basically providing them a solution as to hey
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  do you want to list your property
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  cause we are licensed or do you want to
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  you know sell it directly for cash so we can buy it
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  and then maybe they will want to flip it
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  or keep it as a rental property as well
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  so we were doing that
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  and that was the original plan that I had in mind
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  I was gonna you know
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  be part of this you know
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  kind of investor team group here locally
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  do some of this kind of you know
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  grunt work in the front build up a foundation
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  learn how to talk to homeowners
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  and then learn how the process works
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  so I can go out there and do this myself
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  but then you know
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  Covid happened right
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  you know that was March of 2,020
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  the world shut down you know
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  pretty much overnight and I was just kind of stuck
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  not really knowing what to do at that point
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  because I didn't want to take the traditional direction
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  in sales
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  I wasn't able to continue doing what I was doing
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  for a couple of months in the beginning
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  and I'm just kind of flipping around
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  different trainings
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  different courses that we have access to here
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  and that was when I came across the uh
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  Wolf Pack Agent Attraction Academy
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  and I I came across that
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  you know actually on accident
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  because I thought it was a course for something else
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  but I opened it and the first video was actually uh
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  it was Connor Connor Steinbrook
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  the founder of the Wolf Pack
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  what he said was you know
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  here's how the 1% creates wealth
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  and here's how you're able to
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  do this through the EXP revenue share model
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  and I just thought
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  you know this is exactly what I wanted to do
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  why don't I take a deeper look into how this works
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  so that way maybe I can actually use use my time
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  you know while the world is shut down uh
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  for who knows how long at that time
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  so that was when I started
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  looking a little bit deeper into the revenue share plan
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  and it made a lot of sense to me because
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  you know when I was first starting to think about
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  building wealth in real estate
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  and potentially getting into the investment side
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  especially when it comes to
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  like owning rental properties
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  for me at that time
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  and I'm not saying this is the case for everybody
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  but as an 18 year old
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  with no history of income to show
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  it was really difficult to get any type of loan
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  any type of financing any type of refinancing
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  even if I could get into a property with like
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  hard money loans
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  so it's really difficult for me to to do that right
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  I have to jump through a lot of hoops
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  take quite a bit of risk at that point
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  and then
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  when I looked at the comparable of the revenue
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  share model
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  it made much more sense to me to focus my time on this
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  because it allows me to go out there and create
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  a passive residual income stream
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  without taking on any debt
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  without taking on any financing
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  and really without taking any
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  on legal or liability risk
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  which is really kind of
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  the main concern for a lot of younger
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  or newer investors is
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  you know how do I protect myself
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  with all these assets that I hope to accumulate
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  so for me you know
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  between the two
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  it just made a lot of sense for me to just focus
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  my time on revenue share
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  because really the only thing I
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  I joke about this is
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  the only thing I'm risking
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  when I go out there and talk to agents is
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  guess my my fragile little ego being broken
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  when somebody tells me no
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  which is really not that big of a deal
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  once you do it a few times
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  absolutely so obviously
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  you're taking on something with a lot less risk right
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  Connor always says tenants
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  termites and toilets right
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  in the in the investor space and
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  and you know
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  it's it's so true right there
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  it's not a day that goes by that my wife
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  who manages our properties
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  doesn't show me some ridiculous uh
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  ask from a tenant or something
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  um so now all of a sudden
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  it's almost like fate right
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  the world shut down you're in real estate
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  you're you're not having this opportunity to go
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  and meet with homeowners especially during Covid
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  it's not like people are like yeah
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  come on in my house at that time
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  and so that
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  that investor kind of drive almost got turned off
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  at least for somebody who wasn't
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  you know didn't have an established
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  you know system process all of that and then here
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  here comes this
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  this agent attraction academy falling in your lap
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  even though it's probably
• 9:50
  you know
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  you're probably trying to find the investor academy
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  or whatever you were looking for right
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  and it's it's almost like fate that it was
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  just sat there in front of you
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  you had the time to kind of go through it
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  and digest it back to the rich dad
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  poor dad like man
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  like that's that's crazy to have that opportunity
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  um and so now let's talk about that shift and you know
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  you talked a little bit about trying cold calling
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  and kind of going through that system and process well
• 10:18
  agent attraction it's a little bit different right
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  there's not a tried and true marketing machine that
• 10:23
  you know you can pay for
• 10:24
  you can jump on like it's kind of yourself
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  and obviously at the Wolf Pack we have great
• 10:30
  you know opportunities with the live calls and
• 10:33
  you know partnerships and Three Way calls
• 10:36
  if you are interested in watching this
• 10:38
  and partnering with Kobe and I
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  we can now sponsor you together um
• 10:42
  so that is you know certainly an option
• 10:45
  so book a call down below
• 10:46
  Mention Kobe's in and we'll get to there
• 10:49
  but as as we go Kobe
• 10:51
  what was that like
• 10:53
  setting up a system for you to kind of dive into this
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  what was your very first step
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  yeah so that's a really good point because you know
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  when you look at the different ways of marketing
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  in real estate there's a lot of you know
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  like you said
• 11:09
  these marketing machines out there that I guess
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  people can just pay for
• 11:13
  and be able to have some level of success
• 11:15
  whether or not that's you know
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  a viable option or
• 11:18
  or the best option is a different conversation
• 11:20
  but for agent attraction that's not the case right
• 11:22
  even today with all of these different revenue share
• 11:26
  brokerages that are out there
• 11:27
  and these you know
• 11:28
  teams and
• 11:28
  and brokerages that are attracting agents to their own
• 11:31
  to their own company
• 11:32
  there's not really this kind of one or two
• 11:35
  or even five ways that work really well
• 11:38
  there's not a lot of training or information
• 11:40
  even out there on the internet
• 11:42
  about how to attract agents to your team
• 11:44
  to your brokerage to your organization right
• 11:47
  whatever it is that you're working on
• 11:48
  that you're leading so for me
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  the No. 1 step obviously
• 11:52
  is going through the educational process
• 11:55
  learning how the process works to attract an agent
• 11:58
  and luckily enough for us
• 11:59
  we do have I'm really grateful for this
• 12:02
  the Agent Attraction Academy
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  so that was the first thing that I went through
• 12:05
  is learning exactly what Connor teaches us how to do
• 12:08
  going through that process
• 12:09
  learning exactly how to find agents
• 12:11
  where to find agents
• 12:12
  what are the different options to find agents
• 12:15
  and of course you know
• 12:16
  how to leverage our organization of the Wolf Pack
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  to be able to essentially arm ourselves with
• 12:21
  not just me the individual
• 12:23
  but also the entire value stack that we have
• 12:27
  to be able to offer
• 12:28
  from an entire organization perspective
• 12:30
  which is extremely strong
• 12:32
  so that's number one is learning how to do that uh
• 12:35
  so you know
• 12:35
  even though there's not a lot of information out there
• 12:38
  we actually do have the you know
• 12:39
  as close to a blueprint as possible
• 12:42
  in order to teach somebody like myself
• 12:43
  who started from zero
• 12:45
  to at least have a little bit of starting point to
• 12:47
  to have an understanding of like
• 12:48
  okay
• 12:48
  this is how the conversation really should be going
• 12:51
  or this is how the process should be going
• 12:53
  so that's number one and then really No. 2
• 12:56
  and as I started going out there
• 12:57
  and testing different things um
• 12:59
  I started thinking
• 13:00
  more back towards when I was getting
• 13:01
  my real estate license
• 13:02
  and some of the issues that I was having
• 13:04
  and the No. 1 issue like I mentioned earlier
• 13:06
  was I could not find a brokerage that
• 13:09
  you know even offered any type of investment training
• 13:12
  much less resources that we have here within our group
• 13:16
  and also of course the XP model
• 13:17
  being beneficial to investor agents as well
• 13:20
  so I started looking at bigger pockets and funny enough
• 13:22
  there were other agents out there
• 13:24
  who were having the same questions that I had
• 13:27
  who were getting their license
• 13:28
  or maybe who were licensed for a little bit
• 13:30
  that also wanted the same resources that I wanted
• 13:33
  when I was getting started
• 13:35
  I decided to do the exact same thing that my sponsor
• 13:37
  did with me which is reaching out
• 13:39
  offering my help and also offering just hey
• 13:42
  this is my experience
• 13:43
  this is why I decided to go with EXP
• 13:46
  and more specifically this group in the first place
• 13:49
  you know if you would be open to having a conversation
• 13:51
  I'd be happy to you know
• 13:53
  chat with you and tell you a little bit more about
• 13:55
  my experience so that's how I got started
• 13:58
  is just basically thinking back towards the issues
• 14:01
  the problems some of the questions that I had
• 14:03
  when I was trying to get started
• 14:05
  that could not be answered
• 14:06
  and then going out there and helping other agents
• 14:09
  who literally had the exact same
• 14:11
  or similar questions that I had
• 14:13
  and helping them answer it
• 14:15
  because now I've gone through that step
• 14:17
  I've gone through that first step
• 14:19
  and I'm able to now go back and essentially offer
• 14:21
  you know whatever advice
• 14:22
  whatever experience that I had to helping those agents
• 14:26
  you know answer those same questions as well
• 14:28
  so that's really how I got started uh
• 14:30
  you know speaking with other agents
• 14:31
  is just finding people who are literally
• 14:33
  you know maybe 2
• 14:34
  3 months behind from where I was
• 14:36
  and then going back and uh
• 14:37
  you know helping them with that conversation
• 14:39
  helping them get started
• 14:41
  that's awesome because a lot of
• 14:43
  you know my training and stuff like that
• 14:46
  as we're most equipped to help the person
• 14:47
  we were three years ago right
• 14:49
  and and that couldn't be further from the truth and
• 14:52
  and then you know
• 14:53
  as as we move forward
• 14:55
  you know and I
• 14:55
  I know the answer to this question
• 14:57
  but how did your lead generation kind of
• 15:00
  you know grow from there
• 15:02
  because you know
• 15:03
  at your current level of agents
• 15:05
  it wasn't just from you know
• 15:07
  cherry picking from bigger pockets
• 15:08
  so what did you do after you kind of got that
• 15:11
  you know ball rolling um
• 15:13
  to start bringing some inbound leads into your system
• 15:18
  yeah so basically what happened was
• 15:20
  you know my first year we
• 15:21
  you know I was able to attract six agents
• 15:23
  through doing exactly what I was doing
• 15:25
  which is finding people through online forums
• 15:27
  but then from there what happened was my sponsor and I
• 15:30
  we actually started talking a little bit more about
• 15:33
  you know what we should be doing as far as
• 15:36
  you know creating
• 15:37
  you know some kind of machine or some kind of
• 15:39
  you know just online marketing to try to promote
• 15:42
  EXP a little bit because again
• 15:43
  it was not just you know
• 15:44
  me going on a forms and asking questions about you know
• 15:47
  what workers out there are available to help agents
• 15:50
  build wealth but also
• 15:52
  I couldn't find any information online about this
• 15:55
  either so there were no websites about this
• 15:58
  there were no YouTube channels
• 15:59
  there were no Facebook groups about
• 16:01
  you know how to support investor agents
• 16:03
  so it's like this is an actual gap in the marketplace
• 16:06
  right there's not a lot of
• 16:07
  information out there on the internet
• 16:10
  teaching agents how to build wealth
• 16:11
  but more importantly
• 16:13
  sharing with agents that there is a way
• 16:15
  to build wealth in real estate
• 16:17
  with your real estate license
• 16:18
  especially
• 16:18
  if you want to get started in investing as well
• 16:21
  and also if you're an investor
• 16:22
  should you get your real estate license right
• 16:24
  so that was questions that I had
• 16:26
  that I was starting out
• 16:27
  that I could not find any answers for
• 16:30
  maybe aside from like one or two podcasts that
• 16:32
  you know mentioned it for like five seconds right
• 16:34
  so that was what I started realizing was
• 16:36
  you know maybe there's an opportunity here
• 16:38
  so we decided to start and it's funny cause
• 16:40
  you know the
• 16:41
  the the point that we're at now where we have
• 16:43
  you know we'll talk about
• 16:44
  you know getting into the
• 16:45
  the building a website for search engine optimization
• 16:47
  but when we first started
• 16:49
  it was not that was not the idea
• 16:51
  we didn't want to build a website
• 16:52
  that was not the idea we started with
• 16:54
  we just thought should we start a Facebook group
• 16:57
  and then that was when we were
• 16:58
  you know building in the first place
• 16:59
  we're building a Facebook group
• 17:01
  we're trying to build a Facebook group
• 17:02
  and then as we started building uh
• 17:04
  building our group we were thinking
• 17:06
  you know should we actually start a website
• 17:08
  and I was like why not
• 17:08
  you know you know having a website
• 17:11
  I'm sure it can't hurt so
• 17:12
  that's when we took that next step
• 17:13
  and started building our website
• 17:15
  and then from that point it was well
• 17:17
  you know now we now that we have a live website
• 17:20
  should we try to do this SEO thing
• 17:22
  should we try to get our website
• 17:23
  you know somewhere on Google so people can find us
• 17:26
  I'm like yeah we already have a website
• 17:28
  why not take a crack at
• 17:29
  the search engine optimization aspect of this as well
• 17:32
  and that was when we started digging really deep into
• 17:35
  SEO how it works
• 17:37
  you know the benefits of SEO
• 17:38
  and also
• 17:39
  how to get our articles and our websites ranked
• 17:41
  on Google as well so almost again
• 17:43
  this kind of came about by accident
• 17:46
  not so much by accident
• 17:47
  but more so I guess step by step not necessarily
• 17:49
  we just knew exactly what we're gonna do
• 17:51
  in the first place and just went ahead and
• 17:53
  and did it overnight it was something it was more of a
• 17:55
  you know
• 17:56
  a few months process that we started building out
• 17:58
  and that one step LED to the other
• 18:00
  and we ended up now building
• 18:02
  I think one of the you know
• 18:03
  one of the highest ranking SEO specific websites for uh
• 18:07
  specifically promoting EXP as far as a brokerage
• 18:11
  helping other agents understand
• 18:13
  what it is that we offer and then in the beginning
• 18:16
  a lot of our content was targeted towards
• 18:19
  agents who want to become investors
• 18:21
  investors
• 18:21
  thinking whether or not they should get licensed
• 18:24
  maybe a little bit newer agents were starting out
• 18:26
  that didn't really know where to hang their
• 18:28
  license with
• 18:28
  if they were more focused on building wealth
• 18:31
  not just the sales income stream
• 18:33
  and then we were able to write articles on our website
• 18:37
  in a way that Google will be able to pick it up
• 18:40
  so that way our articles are getting ranked
• 18:43
  so basically what that means is
• 18:44
  when somebody searches a specific keyword
• 18:47
  a specific question a specific phrase on Google
• 18:51
  our website or the article from our website
• 18:53
  is one of the first links that show up
• 18:56
  you know on the first page of Google as well
• 18:58
  so that's how we were able to do this
• 19:00
  and it was really cool
• 19:01
  because we didn't have to spend any money on paid ads
• 19:05
  you know obviously for me starting out
• 19:06
  I didn't have a budget right
• 19:08
  so it's just whatever I can get my hands on
• 19:10
  and that was really great for me
• 19:12
  because I was able to just spend
• 19:13
  a lot of time building this website out
• 19:16
  writing articles
• 19:17
  without having to spend money on ads to push
• 19:19
  you know push our content through right
• 19:22
  didn't have any uh
• 19:23
  any financing in in that terms
• 19:25
  so we were able to do this again completely for free
• 19:28
  and now I think close to 4
• 19:29
  5 years later
• 19:30
  we still haven't spent a single dime on ad spend
• 19:33
  uh
• 19:33
  anything that we've ever paid for is virtual assistance
• 19:36
  assistance helping out you know
• 19:37
  maybe tools right
• 19:38
  that we have subscriptions to
• 19:40
  that doesn't cost a lot of money uh
• 19:42
  as far as helping our websites
• 19:44
  you know just get ranked a little bit better
• 19:46
  but it's a completely free resource
• 19:48
  and I do teach agents all the time
• 19:50
  I do help agents all the time
• 19:51
  understand that if you have a lot of time
• 19:54
  and you don't have a big budget
• 19:56
  that this could be a potential strategy
• 19:58
  a great strategy
• 19:59
  for you to go out there and generate leads
• 20:01
  not just you know for your traction business right
• 20:03
  you're at EXP or if you're trying to build a team
• 20:06
  but also
• 20:06
  it's a really great opportunity to build a sales
• 20:10
  uh lead
• 20:10
  income stream or lead stream as well
• 20:13
  through search engine optimization
• 20:14
  because Google what they love is actually
• 20:17
  Google loves localized content
• 20:19
  and agents are always trying to target
• 20:21
  where you should be targeting
• 20:22
  localized content for your clients as well
• 20:24
  so that's kind of a you know
• 20:27
  the swirly math full circle about it yeah
• 20:30
  and I mean at this point at
• 20:32
  at the point of when you started the website
• 20:34
  what was your agent count at
• 20:37
  uh when we started the website um
• 20:40
  I was actually so
• 20:41
  it took us about a year to get the website up
• 20:43
  and going so we started the website the same time
• 20:45
  I was going out there and attracting agents
• 20:48
  through bigger pockets so technically it was 0 or one
• 20:51
  uh but when it started getting picked up by Google
• 20:54
  which was the end of 2020
• 20:55
  I had six agents on my team at that time
• 20:58
  mm hmm and how many did you have
• 21:01
  you know how do you
• 21:02
  how many do you have now
• 21:04
  yeah so we're up to about uh
• 21:05
  70 agents in in my group specifically and uh
• 21:09
  my sponsor Charlie uh
• 21:11
  he's about he's got about 100 agents
• 21:13
  uh now okay perfect
• 21:15
  so you see this growth
• 21:16
  kind of start to exponentially grow
• 21:18
  I'm sure that you know
• 21:20
  the assistance
• 21:20
  and yourself have now gone down the whole AI route
• 21:24
  right because AI
• 21:25
  was just a baby in the form of the consumer before
• 21:28
  and now it's kind of taking
• 21:29
  hold in the way that we search for things and
• 21:32
  and all of that's changed
• 21:33
  but obviously having that ability to
• 21:36
  you know
• 21:37
  teach agents how to use you know
• 21:40
  website building and SEO for their production is
• 21:44
  is something that you brought to the table
• 21:46
  now as an 18 year old kid
• 21:48
  19 year old kid now say you know
• 21:50
  and you're starting to attract these agents and
• 21:53
  you know coaching these agents on
• 21:55
  on building this out how was that as far as
• 21:58
  you know sometimes
• 21:59
  coaching agents that are two or three times your age
• 22:02
  um did you lean heavily on that tech background
• 22:06
  because that's that's what they were lacking
• 22:08
  or tell me a little bit about that
• 22:09
  and how you've developed the confidence to now
• 22:12
  not only educate them but lead them as
• 22:15
  you know a leader of 70 agents
• 22:18
  yeah and I like to say that this is more of an ongoing
• 22:21
  process and I don't mean that as far as like
• 22:23
  you know I
• 22:23
  I still don't have the confidence now to lead agents
• 22:25
  I do but I mean it in a way where it's
• 22:27
  you know
• 22:28
  I'm seeing myself progress year after year after year
• 22:30
  getting better one year after another
• 22:32
  and I'm you know
• 22:33
  lucky and grateful enough to look back
• 22:35
  on the support I've gotten
• 22:36
  but also the agents who stuck with me
• 22:39
  you know through my progression as well
• 22:40
  so in the very beginning
• 22:41
  that was a big challenge I actually had
• 22:44
  was developing the confidence to well
• 22:46
  you know I was able to attract agents
• 22:48
  but also after I've attracted them
• 22:50
  how do I help them right
• 22:51
  how do I support them how do I lead them
• 22:54
  and that was one of the biggest
• 22:55
  challenges that I had in the beginning
• 22:57
  which is
• 22:58
  not really having the confidence to be able to do that
• 23:00
  right not having the
• 23:02
  enough confidence to reach back out to agents
• 23:04
  who are already on my team
• 23:05
  offering support giving them guidance
• 23:08
  and that hindered me a lot in the beginning
• 23:10
  as far as my growth so what I started to realize was
• 23:13
  you know as agents were coming on to my team
• 23:16
  and I was starting to bring other agents on board
• 23:18
  as well that they they had questions for me
• 23:21
  and sometimes
• 23:22
  I didn't even realize that they needed support
• 23:25
  until I started reaching back out to them as well
• 23:28
  so when I started realizing that you know
• 23:30
  when some agents when they were maybe on their way out
• 23:33
  or maybe they were you know
• 23:34
  reaching back out to me a few months later
• 23:36
  asking me specific questions
• 23:38
  that's when I started realizing oh
• 23:40
  so there is a lot of information
• 23:42
  a lot of value that I could offer and I just didn't
• 23:44
  I guess wasn't fully aware of it in the beginning
• 23:47
  so that was kind of
• 23:48
  what made me have a little bit more confidence
• 23:50
  in the first place right
• 23:51
  that was I would say like year
• 23:53
  years 1 and 2 was just realizing that hey
• 23:55
  I could reach out to agents
• 23:57
  and I could reach back out to the members of my team
• 23:59
  and be able to offer them value as well
• 24:02
  and again like you mentioned
• 24:03
  I don't have a production background
• 24:05
  a lot of these agents were much older than I was
• 24:07
  but what I started to realize again
• 24:09
  from that point is these agents right
• 24:12
  they joined me for a specific reason right
• 24:15
  they didn't join me just because
• 24:17
  you know it was on accident or I forced my
• 24:20
  you know
• 24:20
  I forced them to sign up with me as their sponsor
• 24:23
  they joined with me for a specific reason
• 24:26
  and I needed to find out what that reason was
• 24:28
  or what those reasons were
• 24:31
  and then be able to develop
• 24:32
  you know more of my value
• 24:33
  specifically tailored towards what people needed right
• 24:36
  cause it's one thing
• 24:37
  and it's kind of one of the things that
• 24:39
  you know made it unique being
• 24:40
  you know 18
• 24:41
  starting out with no experience
• 24:42
  is I can now go out there and essentially
• 24:44
  build my value stack or
• 24:46
  you know create or recreate my value stack
• 24:49
  in a way
• 24:49
  that actually gave me quite a bit of flexibility
• 24:52
  because now that I know where people were joining
• 24:54
  me from I know why they decided to work
• 24:57
  work directly with myself
• 24:59
  now I can say OK
• 24:59
  so this is the reason why the one work with me
• 25:02
  maybe it's tech
• 25:02
  maybe it's the fact that I was a little bit younger
• 25:05
  right whatever those reasons are
• 25:07
  then I was gonna go out there and actually develop
• 25:10
  and learn more and learn a little bit deeper
• 25:12
  into those skill sets as well
• 25:14
  so that way I can go back and actually
• 25:16
  you know fill that gap
• 25:17
  that the agents wanted me to fill in the first place
• 25:20
  so that's what I was able to do in the beginning
• 25:22
  is actually just kind of develop a value stack
• 25:24
  based on what the agents were hoping to get out of me
• 25:27
  and what they were you know
• 25:28
  what they were expecting from me
• 25:30
  as their leader as well
• 25:32
  so that was really kind of the beginning of that
• 25:34
  and like I mentioned it is more of an ongoing process
• 25:37
  and by that I do mean that
• 25:39
  you know after I've gotten to 10 agents and 20 agents
• 25:42
  and then 30 and then 50
• 25:43
  now 70 for every kind of step that I've
• 25:46
  you know
• 25:46
  been able to hit every milestone I've been able to hit
• 25:48
  I've realized that OK I
• 25:50
  I do have the capabilities to lead this
• 25:53
  this many agents
• 25:54
  and I do have the capabilities to be able to help
• 25:57
  you know agents on these tasks and and these resources
• 26:00
  and then that was really what gives me more confidence
• 26:03
  every step of the way as well
• 26:04
  because as I'm supporting the agents
• 26:06
  who are already on my team
• 26:07
  I'm also developing as an individual
• 26:10
  attracting more agents you know
• 26:12
  implementing more strategies
• 26:14
  improving the strategies that I've already been doing
• 26:17
  as you know
• 26:18
  my personal business
• 26:19
  and that also helps me develop into a better
• 26:22
  leader to then
• 26:24
  support the agents who are
• 26:25
  deciding to work with me as well
• 26:27
  so it's ongoing process and I and I
• 26:29
  I truly honestly
• 26:30
  think that it's gonna be a
• 26:31
  continuously ongoing process as well
• 26:33
  so when you you know
• 26:34
  talk with me five years later
• 26:35
  I'm gonna say you know
• 26:37
  five years ago wasn't a great leader
• 26:38
  now I think I'm a better leader
• 26:40
  you know at this point of course
• 26:41
  I think I mean it's a continuum for sure
• 26:44
  but the fact that you're okay reaching down to support
• 26:48
  you have that insight like well
• 26:50
  they decided to join me for a reason
• 26:52
  and then attacking that right
• 26:54
  and I think the biggest thing
• 26:57
  and one of the things that we hear
• 26:59
  because our leaders you know
• 27:01
  some of them have not sold a house for five
• 27:03
  or 10 years you know
• 27:04
  maybe a couple less but
• 27:06
  the biggest thing there is that
• 27:09
  there's so much more to this business right
• 27:12
  and I think that that's super important to understand
• 27:16
  and so when you're talking to one of your newer agents
• 27:20
  because a huge part of this is the duplication factor
• 27:23
  right and I
• 27:24
  I would guess I don't know for sure
• 27:26
  that you don't have 70 agents on your front line
• 27:29
  but some of these agents have come from other agents
• 27:31
  and and go from there
• 27:33
  so the duplication is real right
• 27:35
  we have the up line that's you know
• 27:37
  provides some support that you
• 27:39
  can plug those people into um
• 27:41
  especially if they're coming from the investor channel
• 27:43
  because obviously Connor has that background
• 27:46
  but when an agent comes to you and they say yeah
• 27:49
  I I understand investment
• 27:51
  I understand passive income
• 27:52
  I found you from
• 27:54
  you know kind of this investor agent uh concept
• 27:58
  but I haven't sold houses so who's gonna wanna join me
• 28:03
  how do you now turn that agent
• 28:07
  from your experience
• 28:08
  into somebody who can be a great attractor
• 28:11
  even if they don't sell homes
• 28:15
  yeah that's a great question
• 28:16
  I get that question quite a bit right
• 28:18
  from agents that sell homes
• 28:20
  but also right
• 28:21
  agents that don't don't sell homes as well
• 28:23
  so which is
• 28:24
  is quite funny because there's agents that sold
• 28:26
  much more houses than I have
• 28:27
  asking me
• 28:28
  you know how how I was able to do this and I'm like man
• 28:31
  if you you know if you sold one house
• 28:33
  you should be in theory
• 28:34
  more qualified than me to do this right
• 28:36
  or at least have a little bit more confidence than me
• 28:38
  when I first got started so it's all
• 28:40
  all about going back to kind of
• 28:43
  when I was starting out and just wanting to do this
• 28:46
  right when I first started
• 28:47
  I had a
• 28:48
  just deep desire to go out there and grow a passive
• 28:50
  residual income stream
• 28:51
  so if you don't have that desire in the first place
• 28:53
  that you know
• 28:55
  not necessarily eliminates you from the process
• 28:57
  but if you don't have that desire
• 28:58
  you're probably not gonna want to develop the skill
• 29:01
  sets to be a great attractor
• 29:02
  even if you don't have a
• 29:03
  develop a production background right
• 29:05
  so that's I would say
• 29:06
  No. 1 is understanding the opportunity of this
• 29:10
  and I want to make sure that I'm presenting
• 29:11
  the opportunity to the agents that I work with
• 29:14
  in a way that they can see
• 29:16
  that
• 29:16
  this is something that they should be spending a lot
• 29:18
  of time on
• 29:18
  so that's number one No.2 is just figuring out
• 29:21
  you know what their unique background is
• 29:23
  because everybody has a unique background
• 29:25
  regardless of how new they are in real estate
• 29:27
  regardless if they are you know
• 29:30
  young or older it doesn't matter what they
• 29:32
  you know where they're starting
• 29:33
  they have a unique background
• 29:35
  and whatever that background is
• 29:36
  maybe it's just the location that they're in
• 29:38
  maybe it's just that they speak another language right
• 29:41
  whatever that could be
• 29:42
  we're helping develop that process
• 29:44
  we're helping develop that skill set
• 29:46
  and actually utilizing that
• 29:48
  to help them attract agents
• 29:49
  because we have so much opportunity here at EXP
• 29:52
  we can work with newer agents
• 29:53
  we can work with agents who are
• 29:55
  you know maybe part time right
• 29:56
  we have a pretty good model for that as well
• 29:58
  we can work with investor minded agents right
• 30:00
  so there's a lot of investors who come on board
• 30:03
  who've invested for you know
• 30:04
  many years but they've not sold a house as an agent
• 30:07
  I'm like well
• 30:08
  you know that's great too
• 30:09
  because now you can teach other agents
• 30:11
  how to invest in real estate right
• 30:12
  you don't have to sell houses
• 30:14
  they know how to do this right
• 30:15
  if you if you talk to a top producing agent
• 30:17
  they don't necessarily need
• 30:19
  you to teach them how to sell a house right
• 30:21
  they know how to sell a house
• 30:23
  they don't need you to teach them how to do that right
• 30:25
  but maybe they want
• 30:27
  to learn how to invest in real estate
• 30:29
  and you can teach them how to do that right
• 30:31
  so you you don't have to be better
• 30:33
  as somebody to attract them to your team
• 30:35
  you just have to have something different
• 30:37
  that you can offer that they're looking for
• 30:39
  that's the No. 2 thing that I help agents with as well
• 30:42
  and the No. 3 is just implementation right
• 30:44
  you know now that we have your unique skill sets
• 30:46
  now we know that you wanna be able to do this
• 30:48
  is just how do we go out there and implement
• 30:50
  and that's like you know
• 30:52
  again the blue ocean as well
• 30:53
  because there's so many different ways
• 30:54
  you can attract agents you can do what I've done
• 30:57
  with search engine optimization
• 30:59
  you can you know
• 31:00
  tap into your sphere of agents that you already know
• 31:02
  your network of agents you can tap into social media
• 31:05
  podcasting right
• 31:07
  uh you know
• 31:07
  YouTube channel just like this
• 31:09
  there's so many different ways to go about that
• 31:11
  and it's just more of
• 31:11
  kind of figuring out what they're comfortable with
• 31:14
  what their unique skill sets are
• 31:16
  and also maybe just what what are some of the
• 31:18
  strategies
• 31:18
  that they wanna learn a little bit more about right
• 31:20
  maybe they're just interested
• 31:21
  uh in doing YouTube videos
• 31:23
  even though they've never done one before
• 31:24
  they're just like man
• 31:25
  I'm just I'm just really excited about doing videos
• 31:27
  well let's do that right
• 31:29
  let's try that you gotta harness that
• 31:30
  yeah for sure exactly
• 31:32
  you gotta if they're excited about that
• 31:34
  you gotta go and so
• 31:35
  I mean I think it's
• 31:37
  it's really cool
• 31:37
  and now that EXP is added co sponsorship
• 31:39
  you have another layer of value
• 31:42
  right maybe someone's like yes
• 31:43
  I want to be an investor in real estate
• 31:45
  but I really actually like
• 31:47
  fell in love with the process in real estate
• 31:49
  school said no one ever
• 31:50
  but we'll just go with it right
• 31:52
  but there's options right
• 31:54
  because you can plug them in to a co sponsor
• 31:57
  that may suit their needs right now
• 32:00
  but their original you know
• 32:01
  click and interest was a vision that you can provide
• 32:04
  once once they're able to sell some houses
• 32:06
  and learn how to lead
• 32:07
  generate on that end at an organic level
• 32:10
  or maybe they're like yeah
• 32:11
  we want the website so the co sponsorship thing is huge
• 32:14
  and being able to partner with
• 32:16
  you know it's like having two parents instead of one
• 32:18
  right with co sponsorship
• 32:21
  and so that's really cool
• 32:22
  that's how we've been able to
• 32:24
  you know start to work together
• 32:26
  more in collaboration than even before
• 32:28
  even though we're you know
• 32:29
  we've been buddies since
• 32:30
  since you plugged in EXP Con at a young age
• 32:33
  I was like who's this kid right
• 32:35
  and Connor's telling me you know
• 32:37
  he's building a you know
• 32:38
  organization from a dorm room and all this stuff
• 32:41
  so that's that's kind of the power
• 32:43
  and if you are interested in partnering with both
• 32:45
  either of us or both of us
• 32:47
  comment co sponsorship below
• 32:48
  and we'll make sure we get in touch
• 32:50
  so Kobe as we kind of wrap this up and we
• 32:53
  we talk a little bit about the next phase of attraction
• 32:57
  which is retention um
• 32:59
  how have you you know
• 33:01
  continued
• 33:02
  because we've talked a lot about front end funnel
• 33:05
  right and we've talked a lot about
• 33:06
  you know support
• 33:07
  but what have you done retention wise that's helped you
• 33:12
  you know kind of grow or help your agents
• 33:14
  hold on to those agents and those relationships
• 33:18
  yeah absolutely
• 33:19
  you know No. 1 is just being available
• 33:21
  and understanding that this is a duplication business
• 33:23
  right it's not just about me attracting more agents
• 33:25
  and more agents and more agents
• 33:27
  it's about attracting agents
• 33:28
  and then teaching them how to do the same
• 33:30
  and then also showing
• 33:31
  up for them when they need my support as well
• 33:34
  so helping them close their agent prospects
• 33:36
  helping them work with the members
• 33:38
  and the agents on their team as well
• 33:40
  that's a huge piece when it comes to retention
• 33:42
  because when somebody joins
• 33:44
  especially if they're excited about the revenue
• 33:46
  share opportunity
• 33:47
  they don't wanna do this alone just like when I started
• 33:49
  I didn't have to do this alone either and that was a
• 33:52
  you know a big part of what allowed me to be
• 33:54
  successful at a young age as well
• 33:56
  so that's number one
• 33:57
  is being able to show up for the agents on the team
• 34:00
  who need my support and also
• 34:02
  No. 2 is just getting them plugged into the existing
• 34:04
  resources that we have
• 34:06
  within the Wolf Pack organization
• 34:07
  there's so many different courses
• 34:09
  training academies but more uh
• 34:11
  more important than the you know
• 34:12
  the courses that we can go through in the training
• 34:14
  and the education it's the community that we have right
• 34:17
  like you know
• 34:18
  we got connected I'm connected with a few other
• 34:20
  you know few
• 34:21
  a lot of other Wolf Pack agents as well
• 34:23
  and I've become really good friends with them
• 34:25
  and you know we're able to do this
• 34:27
  even though we're spread out across
• 34:28
  you know all 50 states a few different countries even
• 34:32
  we're able to do this on zoom
• 34:33
  and we're able to do this weekly
• 34:35
  which is very
• 34:36
  very good because having a consistent weekly call
• 34:39
  we can get together as a community
• 34:41
  be able to share ideas share resources
• 34:43
  really see each other uh
• 34:45
  almost like just being in the same room with each other
• 34:47
  that's why when we go to these events
• 34:48
  when we go to Expicon
• 34:50
  it's like we've known each other forever right
• 34:51
  I remember you know
• 34:52
  meeting you the first time at Expicon
• 34:54
  I think it was back in 21 and uh
• 34:57
  it was like we already knew each other right
• 34:58
  it was like oh
• 34:59
  you know this is Jeremy right
• 35:00
  and it was just great seeing you
• 35:02
  and seeing everybody else um
• 35:03
  with the team as well so that's
• 35:05
  you know the most important thing is just showing up
• 35:07
  you know as an individual
• 35:08
  but also
• 35:08
  making sure that they're plugged in to the bigger
• 35:11
  Wolf Pack organization as well
• 35:12
  because
• 35:13
  this is where you're going to get the most out of
• 35:15
  what we've already built
• 35:16
  which is the community aspect of this group
• 35:20
  yep absolutely
• 35:21
  and that's that speaks volumes right
• 35:24
  and as someone who had
• 35:26
  had sold a lot of houses and was using that to attract
• 35:29
  to come across somebody who's a college age student
• 35:31
  who just went full on on agent attraction
• 35:34
  he skipped the step righty
• 35:36
  skip the step of selling homes
• 35:38
  and really brought a vision to my eyes
• 35:41
  that's incredible um
• 35:43
  and I know I've shared this with you
• 35:44
  but you know
• 35:45
  my cousin works at EXP and her daughter is you know
• 35:48
  gonna be a college student also in Texas
• 35:51
  haha and um
• 35:53
  I've I've definitely mentioned your name
• 35:55
  as far as somebody's had incredible success
• 35:58
  at such a young age with attraction right
• 36:00
  and it's it's just based around that
• 36:03
  because as you watch our industry
• 36:05
  tech is such a huge deal and
• 36:08
  you know I can hear my dad saying right now like
• 36:10
  oh I don't know how to do computers
• 36:12
  or I don't know how to do this or that
• 36:13
  you know you
• 36:14
  you can teach me how to do that
• 36:16
  that's that's the agent that you want right
• 36:18
  the agent that's experienced
• 36:19
  it's selling homes and you know
• 36:22
  helping them with one little piece of tech
• 36:24
  that's going to take their business to the next level
• 36:26
  right or
• 36:27
  you know somebody that's newer
• 36:29
  who maybe doesn't have the tech background
• 36:31
  or is super techy right
• 36:33
  you have that continuum of value to offer
• 36:35
  which is incredible so um
• 36:37
  if people are interested in connecting with you
• 36:39
  kind of following your journey
• 36:41
  I know you have a podcast
• 36:42
  YouTube channel all the things on social
• 36:44
  where's the best place to kind of connect with you
• 36:48
  yeah I think the best place to connect
• 36:49
  with me is just on Instagram
• 36:51
  so you can search my name up Kobe Zen K 0 B E x I n and
• 36:55
  uh you should be able to find me
• 36:56
  I don't think there's another Kobe Zen out there uh
• 36:59
  on the internet so if you just look me up on Instagram
• 37:02
  that's probably the most active I'm on
• 37:03
  but really any any social media
• 37:05
  you should be able to find me and connect with me there
• 37:08
  for sure and we'll connect that below
• 37:10
  Kobe thanks so much for your time
• 37:12
  keep crushing it
• 37:12
  and can't wait for that follow up interview when uh
• 37:15
  when you're 10 x in your business and
• 37:17
  and you become a good leader
• 37:19
  as you've mentioned just kidding
• 37:20
  you're a great leader already man
• 37:22
  I appreciate you so much for coming on
• 37:24
  we'll see you next time on the Wolf Pack way
• 37:26
  absolutely thank you German
• 37:28
  yep
• 37:31
  let me cut it