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Why I Just Left eXp Realty for REAL Broker · Massive Agent Podcast

• 0:00
  SPEAKER_00: Today I'm finally announcing this big announcement I've been teasing for a while now.
• 0:05
  SPEAKER_00: I have left EXP Realty after almost six years, and I have switched over to Real Broker.
• 0:09
  SPEAKER_00: And today I'm going to break down my reasoning for that, why I did it.
• 0:13
  SPEAKER_00: You know, this this is personal to me.
• 0:16
  SPEAKER_00: So my goal here is not to shit on EXP.
• 0:20
  SPEAKER_00: It's it's not to make anyone upset, but it is to tell my story.
• 0:24
  SPEAKER_00: Um so here we go.
• 0:26
  SPEAKER_01: The massive agent podcast.
• 0:29
  SPEAKER_01: We lead generation tips and strategies to get you more leads and sell more homes.
• 0:34
  SPEAKER_00: I love to buy houses, I like to sell houses.
• 0:37
  SPEAKER_01: It takes brass balls to tell it.
• 0:39
  SPEAKER_01: Wait a minute.
• 0:41
  SPEAKER_01: Leads a week.
• 0:42
  SPEAKER_01: You're a week.
• 0:43
  SPEAKER_01: I've had better.
• 0:45
  SPEAKER_01: Oh, have I got your attention now?
• 0:48
  SPEAKER_01: Here's your host, Dustin Brohm.
• 0:53
  SPEAKER_00: What is up, everybody?
• 0:54
  SPEAKER_00: Welcome to episode 325 of the Massive Agent Podcast.
• 0:58
  SPEAKER_00: I'm your host, Dustin Brohm, here in Salt Lake City, Utah.
• 1:02
  SPEAKER_00: Today's a big, big, big day because I'm finally ready to announce publicly what I've been working on for the last what month and a half, two months.
• 1:13
  SPEAKER_00: Like I, like I teased before, this is the biggest decision that I've ever made in business, I believe.
• 1:21
  SPEAKER_00: I mean, the other the other big decisions were getting my real estate license to begin with, right?
• 1:27
  SPEAKER_00: Getting into this industry, uh, staying in this industry, I mean, that that was a big decision.
• 1:32
  SPEAKER_00: I didn't really, that wasn't really a choice for me.
• 1:34
  SPEAKER_00: I didn't have a choice.
• 1:35
  SPEAKER_00: I was trapped when I was struggling.
• 1:37
  SPEAKER_00: Thank God I didn't go anywhere.
• 1:39
  SPEAKER_00: But um, so yeah, that wasn't really a choice.
• 1:41
  SPEAKER_00: I didn't feel like I had one.
• 1:43
  SPEAKER_00: And then joining EXP Realty almost six years ago.
• 1:47
  SPEAKER_00: Those are those are the biggest decisions up to this point.
• 1:49
  SPEAKER_00: So because of everything I've built and everything on the line, uh, all the all the agents I'm connected with, what I look, I'm just being transparent here.
• 2:00
  SPEAKER_00: What I stood to lose if I ever left EXP Realty, because of all of that, and because of what I'm now going to be able to do, and what is now possible to me, the doors that have opened as a result of this change, I believe this is the biggest decision that I've made, the biggest move I've made in business.
• 2:19
  SPEAKER_00: So I'm gonna be breaking it down today, and um, I'm gonna give you the Cliff's notes up front.
• 2:25
  SPEAKER_00: And if you and then if you want to continue listening and hear more of my reasoning where I break down issues and you know, like what I was leaving and and what I was moving to.
• 2:37
  SPEAKER_00: I'm happy to break all that down, but I'll give you the Cliff's notes up front.
• 2:41
  SPEAKER_00: Um so yeah, but before we get started, guys, shout out to everyone who's a member of the Massive Agent Referral Network.
• 2:48
  SPEAKER_00: Incredible feedback we've been getting from the members.
• 2:51
  SPEAKER_00: I talked to one of them today, and they they got a referral that's already under contract, and they're stoked, right?
• 2:59
  SPEAKER_00: And they're not even in a big city, they're in a fairly small area in Florida.
• 3:04
  SPEAKER_00: Uh, just super cool.
• 3:05
  SPEAKER_00: But we I need your help.
• 3:06
  SPEAKER_00: Okay, we still need representatives.
• 3:08
  SPEAKER_00: We still need agents to represent a lot of markets around the country, including some of the top markets, some of the biggest markets in the country.
• 3:15
  SPEAKER_00: So, I mean, here's here's just a few of them, for example.
• 3:17
  SPEAKER_00: We still don't have agents to represent Buffalo, New York, Cincinnati, Flagstaff, Arizona, Gainesville, Florida, Hartford, Connecticut, Huntsville, Alabama, Madison, Wisconsin, Miami, Florida, for God's sakes, New Haven, Connecticut, New Orleans, Omaha, Nebraska, Ottawa, Ontario, Canada, Pensacola, Florida, Richmond, Virginia, Rochester, New York, San Francisco, San Jose, uh, Tallahassee, Florida, Toronto, Vancouver, Wichita, Kansas, Washington, D.C., Baltimore.
• 3:52
  SPEAKER_00: If you're an agent in these areas and you sell at least a house a month, if you sell at least a house a month on average, then and you actually work the area that you're wanting to claim in our referral network, you qualify.
• 4:03
  SPEAKER_00: There are some annual dues to pay that really make sure that we only get the serious agents that are committed to the long term and committed to giving back to the group as well.
• 4:14
  SPEAKER_00: Uh the the monthly dues has been a not monthly, the annual dues has been a great way of finding those that are really serious about committing.
• 4:23
  SPEAKER_00: And so if that interests you and you want to claim your market, be the only agent in your entire market in our referral network, the massive agent referral network, just go to massive agentreferral.com and apply.
• 4:37
  SPEAKER_00: On the application, there will be some more details.
• 4:39
  SPEAKER_00: The the annual dues will be laid out there.
• 4:42
  SPEAKER_00: And um apply and we'll take a look and and hopefully you'll be joining the network.
• 4:48
  SPEAKER_00: We have a lot of referrals being passed around, but we need more.
• 4:52
  SPEAKER_00: The group just keeps getting better and better, and hope you you're part of it.
• 4:55
  SPEAKER_00: Massive agent referral.com.
• 4:57
  SPEAKER_00: Or is it Massive Agent Referrals?
• 4:58
  SPEAKER_00: I should probably type this in here.
• 5:00
  SPEAKER_00: Massive Agent, let's see.
• 5:04
  SPEAKER_00: I can never type as fast as I want when I'm um you know doing a live freaking podcast here.
• 5:10
  SPEAKER_00: Massive AgentReferral.com.
• 5:11
  SPEAKER_00: I think it's referral.
• 5:13
  SPEAKER_00: Nope, Massive Agent Referrals.
• 5:16
  SPEAKER_00: I'm glad I checked.
• 5:18
  SPEAKER_00: Massive agentreferrals.com gets you to the application and you can see a map of all the markets that are already taken.
• 5:25
  SPEAKER_00: So if you're like, oh, I don't know if my market's taken, there's a map on there.
• 5:28
  SPEAKER_00: Click that link there on the application.
• 5:30
  SPEAKER_00: MassiveAgentRrals.com.
• 5:33
  SPEAKER_00: Okay, uh, let's let's jump into this here.
• 5:36
  SPEAKER_00: And I made some notes because this could be, as you can imagine, after six years at exp and putting all my eggs into that basket and really loving the shit out of the company and the opportunity and the people and everything like that for a very, very long time, this was not easy for me.
• 5:53
  SPEAKER_00: This is this was a very big decision.
• 5:55
  SPEAKER_00: Um, in fact, when when the the possibility of leaving EXP first when it first came across, when it first presented itself, and then I started to really consider it, quite honestly, it pissed me off because I'm like, I don't want to start over.
• 6:16
  SPEAKER_00: There's so many agents that are part of our group.
• 6:18
  SPEAKER_00: I don't, I don't want to leave people behind.
• 6:20
  SPEAKER_00: I don't want to, you know, I didn't want to rock the boat.
• 6:22
  SPEAKER_00: And quite honestly, I was comfortable.
• 6:24
  SPEAKER_00: I was in a, you know, 340 agents at EXP.
• 6:27
  SPEAKER_00: Uh that there was a fair amount of revenue share involved with that, and and a pretty good sized organization that I was very proud of.
• 6:33
  SPEAKER_00: And we had some great frickin' people, and I didn't want to lose them.
• 6:37
  SPEAKER_00: But I also knew that there was something broken and it seemed to be getting worse uh while at the same time I kept seeing Real Broker growing like a freaking weed, and so many people that I respect and so many friends were were going there.
• 6:52
  SPEAKER_00: Some of them were leaving EXP and going there, and some of some of them were just choosing real to begin with and never actually coming to EXP.
• 6:59
  SPEAKER_00: So um I s when I first started to entertain this this thought, it pissed me off because I I knew how much work would be involved.
• 7:09
  SPEAKER_00: I knew I'd have to start over.
• 7:11
  SPEAKER_00: Uh honestly, there would be a a pay cut for uh, you know, who I don't know how long, months, uh probably months and months that would that would happen because not everyone's gonna come with me.
• 7:23
  SPEAKER_00: And um, you know, having to start over.
• 7:29
  SPEAKER_00: But after I really it took me a few days to really start to become unemotional about it and start to look at the real broker opportunity open-mindedly, okay, with open eyes, with fresh eyes.
• 7:48
  SPEAKER_00: And and so I had to take my exp jersey off.
• 7:52
  SPEAKER_00: And which means I I had to, that meant that I had to forget or put aside rather, a lot of the you know, the company line that exp agents think about why Reel sucks, why Reels inferior, because I contributed to that.
• 8:07
  SPEAKER_00: I was one of those agents that years ago, when Real Broker was was fairly new coming on the scene, I know it's a 10-year-old company, which is crazy.
• 8:15
  SPEAKER_00: Most people don't know, it's already 10 years old this summer.
• 8:18
  SPEAKER_00: But really, the last three, four years is when agents started to notice and hear about Real Broker.
• 8:23
  SPEAKER_00: And at that time, I felt it was just a cheaper version of EXP, but not better.
• 8:29
  SPEAKER_00: I didn't see anything that was better.
• 8:30
  SPEAKER_00: It just seemed to be cheaper.
• 8:31
  SPEAKER_00: And I'm like, well, their revenue share only has five levels and exp has seven, so seven must be better than five, right?
• 8:39
  SPEAKER_00: It must be.
• 8:40
  SPEAKER_00: So I made my mind up years ago that real was inferior.
• 8:45
  SPEAKER_00: It was cheaper, it was cheaper to do business there as an agent, but inferior in every other way.
• 8:50
  SPEAKER_00: So I stopped looking.
• 8:52
  SPEAKER_00: Now, you've I've done podcasts earlier this year where I encouraged you to challenge everything that you believe to be true.
• 9:00
  SPEAKER_00: Now, little do you know at that time what I this is what I was going through.
• 9:04
  SPEAKER_00: I was I was challenging the reason why those topics came to mind to discuss and talk about was that's what I was going through.
• 9:13
  SPEAKER_00: I was, I had been challenged by people that I look up to, mentors of mine, to I'd been challenged to revisit what I thought was true about EXP and really to look at real to see what they're actually doing and why they're growing so fast and why they're gaining ground so fast.
• 9:31
  SPEAKER_00: So I was pushed to do that, and it got very uncomfortable because in hindsight, I knew it had to happen.
• 9:40
  SPEAKER_00: I I knew what it meant.
• 9:42
  SPEAKER_00: That as I was asking tough questions and critical questions and started to ask, am I doing, am I building the right thing in the right place?
• 9:52
  SPEAKER_00: Is that still true today?
• 9:54
  SPEAKER_00: Or or is the place that I should be now different?
• 9:58
  SPEAKER_00: And I knew I knew once I really started to bring my guard down, I knew what had to be done, and I didn't like it.
• 10:08
  SPEAKER_00: I just I didn't like it.
• 10:09
  SPEAKER_00: You know, it the easier thing to do, the easiest thing to do is to just keep doing the same shit.
• 10:15
  SPEAKER_00: But it doesn't mean that that's the best thing for you, doesn't mean that it's the best for those connected to you, it doesn't mean it's best for your family, and um, and so I was challenged on that.
• 10:26
  SPEAKER_00: And thank God that I was, because um when I really started to look at real, I realized that everything that I wanted and expected and hoped for in the in the brokerage that I was with, with EXP, Reel was actually doing, and they had outmaneuvered it, they they had under my nose, because I wasn't paying attention, I'd I'd written them off years prior.
• 10:54
  SPEAKER_00: All of a sudden, I'm like, wait a minute, uh, Reel's revenue share is actually more lucrative?
• 10:59
  SPEAKER_00: Bullshit.
• 11:00
  SPEAKER_00: No way.
• 11:00
  SPEAKER_00: I didn't believe it for a second until I was shown.
• 11:03
  SPEAKER_00: And it boggled my mind.
• 11:05
  SPEAKER_00: I'm like, wait a minute, there's agents with half, half the team that are making as much or more than I am.
• 11:11
  SPEAKER_00: What the hell?
• 11:12
  SPEAKER_00: Like, how is this even possible?
• 11:13
  SPEAKER_00: They only have five levels and we have seven, right?
• 11:16
  SPEAKER_00: Well, it is possible and it is true.
• 11:19
  SPEAKER_00: I'm being fully transparent here.
• 11:21
  SPEAKER_00: That's one of those things.
• 11:23
  SPEAKER_00: It's one of the first things that I noticed that got me to question is what I believe about this brokerage and where I'm choosing to hang my hat and build the type of business and organization and team that I'm building.
• 11:38
  SPEAKER_00: Is it still the right place?
• 11:39
  SPEAKER_00: And when I learned that the revenue share was actually way better for the average agent, okay.
• 11:46
  SPEAKER_00: There's there's like 0.1% of agents that have that are even capable of getting two or three thousand agents or more under them at EXP.
• 11:55
  SPEAKER_00: Yeah, they're gonna make more at EXP because of level six and seven on the revenue share model.
• 12:02
  SPEAKER_00: But most agents, it's not even it's not even possible.
• 12:05
  SPEAKER_00: It I didn't I didn't feel that that was possible for me over at EXP.
• 12:11
  SPEAKER_00: So I was challenged to think about what's best for the average agent, what's best for the 99% of agents.
• 12:18
  SPEAKER_00: And when I when I looked at from that standpoint, I was like, well, obviously, real makes a hell of a lot more sense.
• 12:24
  SPEAKER_00: So let me back up for a second.
• 12:26
  SPEAKER_00: Like I said, I don't want to, I'm not trying to shit on EXP here.
• 12:31
  SPEAKER_00: I respect EXP.
• 12:32
  SPEAKER_00: It is a great company.
• 12:34
  SPEAKER_00: I want to thank Glenn Sanford for starting the company and creating such a revolutionary business model.
• 12:40
  SPEAKER_00: I want to thank Brent Go for being such an incredible leader and the time and effort and money that he puts into events, like really next level world-class events that were my favorite events of the entire year.
• 12:53
  SPEAKER_00: Um just incredible.
• 12:55
  SPEAKER_00: The people at EXP, the staff, truly great people.
• 13:00
  SPEAKER_00: But I feel like even with that, they were just the company was moving in the wrong direction.
• 13:06
  SPEAKER_00: It was getting too big, too bloated, too many confusing added programs and this and that, and technology that was just getting clunky and weird and wasn't working right.
• 13:17
  SPEAKER_00: And it seemed like it was just off.
• 13:20
  SPEAKER_00: And then the reputation, the reputation of EXP, in my opinion.
• 13:25
  SPEAKER_00: I know that there's look, I know that there's people at EXP that that are hating me right now because of some of the shit that I'm saying.
• 13:33
  SPEAKER_00: But these are my conclusions, these are my opinions, this is what I came to.
• 13:38
  SPEAKER_00: I'm not trying to hurt EXP.
• 13:40
  SPEAKER_00: I respect them.
• 13:40
  SPEAKER_00: It is a great company, it is better than most, for damn sure.
• 13:46
  SPEAKER_00: So if you're at EXP, I'm not even, you don't need to feel the same way I do.
• 13:51
  SPEAKER_00: But if you're still listening, it's I'm going to give you my opinion and what I found through asking tough questions.
• 14:00
  SPEAKER_00: Right?
• 14:01
  SPEAKER_00: I'm going, I'm going to I owe that to you guys to be honest and transparent.
• 14:07
  SPEAKER_00: And I'm going to say some stuff that pisses people off.
• 14:09
  SPEAKER_00: I'm going to say stuff that pisses off friends.
• 14:12
  SPEAKER_00: I'm going to say say stuff that pisses off people that that risk that I respect.
• 14:17
  SPEAKER_00: But I'm sorry, this is my story to tell, in my opinion.
• 14:21
  SPEAKER_00: Right?
• 14:24
  SPEAKER_00: It's just the truth.
• 14:25
  SPEAKER_00: Okay.
• 14:26
  SPEAKER_00: Things at EXP, while they were while I was still happy, uh, I was losing excitement.
• 14:33
  SPEAKER_00: Over the last couple of years, I was just losing excitement.
• 14:36
  SPEAKER_00: I didn't quite know why.
• 14:38
  SPEAKER_00: But in hindsight, I felt like I was trying to build a business with one hand tied behind my back.
• 14:44
  SPEAKER_00: And I didn't quite know what that was.
• 14:47
  SPEAKER_00: I was just noticing that people just weren't choosing us, that they were just going somewhere else instead.
• 14:53
  SPEAKER_00: And it kept happening.
• 14:54
  SPEAKER_00: And so I was growing, but I was watching my revenue share go down, which is another story altogether.
• 15:01
  SPEAKER_00: Uh, I'm not going to go deep on that, but there's there's there are a lot of builders and influencers at exp with 100, 200, and more agents, a thousand agents even, that are very frustrated that their revenue share continues to shrink.
• 15:20
  SPEAKER_00: And that is not just my opinion.
• 15:23
  SPEAKER_00: I have, since I announced this on social media today, I've already had a bunch of people reach out.
• 15:28
  SPEAKER_00: They're like, hey, what's going on here?
• 15:30
  SPEAKER_00: Like, we've been frustrated.
• 15:31
  SPEAKER_00: It was very interesting to hear a lot of the same frustrations.
• 15:34
  SPEAKER_00: It doesn't mean the whole thing's bad.
• 15:36
  SPEAKER_00: It does not mean that the whole thing's rotten or bad.
• 15:38
  SPEAKER_00: Uh that's not what I'm saying.
• 15:40
  SPEAKER_00: But for me, because that's such a big part of my business, it's very important.
• 15:44
  SPEAKER_00: And so if I'm building something and then it's shrinking, it's like I had one hand tied behind my back, trying to fill up a bucket that had a hole in the bottom.
• 15:53
  SPEAKER_00: That's what I feel like in hindsight, trying to build what I was doing at EXP.
• 15:58
  SPEAKER_00: And part of it is the reputation's just been getting worse.
• 16:02
  SPEAKER_00: There's allegations of sexual assault and a bunch of stuff that is not good.
• 16:07
  SPEAKER_00: And I don't, I have no clue one way or another what's true or what isn't.
• 16:12
  SPEAKER_00: I have no idea.
• 16:13
  SPEAKER_00: And I'm not even here to make a judgment on that.
• 16:16
  SPEAKER_00: What I do know is that when the New York Times runs stories more than once about these allegations, it hurts the reputation of the company.
• 16:26
  SPEAKER_00: And so I started to hear from my agents that this wasn't widespread at all, but there were a couple instances, more than one, where a seller refused to put an EXP sign-up in their front yard.
• 16:38
  SPEAKER_00: They would list it with our agent, but they wouldn't allow them to put their sign up because of the reputation of the company.
• 16:44
  SPEAKER_00: This is a consumer, not an agent.
• 16:47
  SPEAKER_00: And these things just started to pile up.
• 16:49
  SPEAKER_00: Okay.
• 16:50
  SPEAKER_00: Could they have been surmounted?
• 16:52
  SPEAKER_00: Could I have weathered the storm?
• 16:54
  SPEAKER_00: Sure.
• 16:55
  SPEAKER_00: Probably.
• 16:57
  SPEAKER_00: But at the same time, I'm like, okay, that's in a vacuum.
• 17:01
  SPEAKER_00: There are other options out there, right?
• 17:03
  SPEAKER_00: I don't want to have to switch companies, but if there's a if there's something better, if there's if there's someone who's actually built the thing that that this thing that I'm with promised to build and hasn't, in my opinion, then I owe it to myself and my agents and everyone, everyone I'm associated with.
• 17:43
  SPEAKER_00: So I pushed my own selfish shit aside of not wanting to rebuild, having to take a pay cut, leaving company stock options behind that I couldn't take with because they were not vested.
• 17:54
  SPEAKER_00: And all of my like it was all personal financial shit that was that was holding me there.
• 17:59
  SPEAKER_00: Everything else was pointing to real broker being an incredibly powerful opportunity.
• 18:06
  SPEAKER_00: So as I started to look, I noticed that Real had just they had the luxury of watching EXP over these last years grow.
• 18:19
  SPEAKER_00: And they've watched the mistakes.
• 18:21
  SPEAKER_00: They've watched how some of the things that started as as a good thing or or somewhat beneficial has maybe turned toxic a little bit.
• 18:30
  SPEAKER_00: I'll explain that in a second.
• 18:31
  SPEAKER_00: I'm not trying to be cryptic.
• 18:33
  SPEAKER_00: Um in fact, the one thing with this podcast, I'm not going to be hopefully no one accuses me of being cryptic.
• 18:40
  SPEAKER_00: If anything, they're going to accuse me of oversharing, um, which I probably am oversharing.
• 18:46
  SPEAKER_00: I probably am.
• 18:47
  SPEAKER_00: I'm I'm probably stepping on a lot of freaking toes and pissing some people off.
• 18:51
  SPEAKER_00: I'm sorry.
• 18:52
  SPEAKER_00: It's not personal.
• 18:53
  SPEAKER_00: This is just a business decision, and these are my conclusions.
• 18:58
  SPEAKER_00: You may completely disagree with them, but these are my conclusions.
• 19:03
  SPEAKER_00: So, and my job here, my goal is to give you a glimpse into my reasoning.
• 19:10
  SPEAKER_00: If you care, if you don't care, you're probably not listening anymore.
• 19:14
  SPEAKER_00: But um I just saw at Real Broker, I started to see one little piece after another that showed me that there's an opportunity for growth that I no longer believed was possible at EXP.
• 19:29
  SPEAKER_00: I just no longer believed it was possible at EXP.
• 19:33
  SPEAKER_00: And the latest quarterly numbers show that EXP's lost agents um for the quarter for the first time in history.
• 19:41
  SPEAKER_00: And and there's there's just a large exodus happening from EXP right now for a bunch of the reasons that I've mentioned and that I'm about to mention.
• 19:50
  SPEAKER_00: And you know, it is what it is.
• 19:53
  SPEAKER_00: Okay, it doesn't mean it's a horrible company.
• 19:55
  SPEAKER_00: It's just, I believe, and apparently thousands of other agents believe, Real Broker is a much better growth opportunity.
• 20:03
  SPEAKER_00: So so the Cliff's notes, I I know all of that was not Cliffs notes, but the Cliff's notes, I started to see that that the growth opportunity at Reel was dramatically better.
• 20:13
  SPEAKER_00: I started to see that what Reel offered to agents and what they spent their time building as a company for agents, it it was only the stuff that matters to agents.
• 20:23
  SPEAKER_00: It was only the stuff that moves the needle.
• 20:25
  SPEAKER_00: And I look at EXP and you know, God bless them, they have so many damn employees because they have so many divisions, so many programs, so many this, that, or the other, and none of it, like each individual one may be nice and good by itself, but you put them all together and it's just a clusterfuck.
• 20:43
  SPEAKER_00: It it just got so confusing and convoluted, and that there got to be so much red tape.
• 20:49
  SPEAKER_00: And one of my agents said this uh, an agent that that came with me from exp to real.
• 20:58
  SPEAKER_00: They said, It's nice that I don't have to apologize for my brokerage anymore.
• 21:02
  SPEAKER_00: And those are not my words, though those are theirs, but I think they're perfect in that it it sums up the frustration with the issues that we faced there.
• 21:15
  SPEAKER_00: So that's what I was frustrated with that got me to look, right?
• 21:20
  SPEAKER_00: It's it's it's not that I was even running from all that, but I sure as shit was once I saw there was a much better opportunity that was in alignment with what I'm trying to build.
• 21:32
  SPEAKER_00: And the people, the culture at real is absolutely incredible.
• 21:39
  SPEAKER_00: And I'll explain why.
• 21:40
  SPEAKER_00: This is where this is where you might accuse me of oversharing, but but this is meant to be educational and to give you a glimpse into what's going on.
• 21:48
  SPEAKER_00: Because most of you aren't with real, you're not with exp, and and I just want this to be informative.
• 21:53
  SPEAKER_00: Um, if and if nothing less, it'll help you understand what's important to agents and you know as you build your own business.
• 22:00
  SPEAKER_00: Or to consider for yourself, if you're if you don't even, if you're like, hey, I'm with a brokerage, but I didn't even know that a brokerage could do anything for you, hopefully this will show you that, yeah, the right ones can, for sure.
• 22:12
  SPEAKER_00: Including EXP.
• 22:13
  SPEAKER_00: Like they did I owe so much to the almost six years that I was with EXP.
• 22:20
  SPEAKER_00: So please understand me.
• 22:23
  SPEAKER_00: This is not shitting on exp.
• 22:25
  SPEAKER_00: I'm just highlighting issues, right?
• 22:29
  SPEAKER_00: Nobody's perfect, for sure.
• 22:31
  SPEAKER_00: Reel's not perfect.
• 22:33
  SPEAKER_00: But um that's it.
• 22:35
  SPEAKER_00: So I highlighted the issues.
• 22:37
  SPEAKER_00: I'm gonna try not to speak uh much about those anymore.
• 22:40
  SPEAKER_00: Um, but let's talk about the culture.
• 22:43
  SPEAKER_00: So something at something that frustrated me at exp a bit, yet I contributed to it because that's the way it's done, is what's called a silo.
• 22:55
  SPEAKER_00: Okay, so at EXP, I had to build my own silo to compete with everyone else's silo.
• 23:02
  SPEAKER_00: And if I built my own silo with a with my own coaching, with you know value and and and programs and resources and people and trainings and scripts and all this stuff that was super sexy, people would want to join us instead of joining somebody else.
• 23:21
  SPEAKER_00: But everyone else is creating their own silo to try to make it nice and shiny and the best.
• 23:26
  SPEAKER_00: So you have all these silos competing with each other.
• 23:28
  SPEAKER_00: In and of itself, there's really nothing wrong with that.
• 23:31
  SPEAKER_00: But what started to happen as a result, I know this this is not the spirit of EXP, but this is a result of how it ended up.
• 23:42
  SPEAKER_00: Okay, when you have all these silos competing with each other, you have, I mean, for example, there's a leader over there that's giving away a Tesla right now if you're in her downline.
• 23:54
  SPEAKER_00: I'm not even mad at that, but everyone else has to compete with that, right?
• 23:59
  SPEAKER_00: That that that sucks, right?
• 24:03
  SPEAKER_00: What I started to see was some of my agents would say, Hey, I went to go to this local event that was supposed to be an EXP event, but because I wasn't in the downline, they said I couldn't come.
• 24:17
  SPEAKER_00: Well, I think that's fucked up.
• 24:19
  SPEAKER_00: Because I've always tried to be inclusive, even for people who are not necessarily directly in my downline, so to speak.
• 24:27
  SPEAKER_00: And that that word's been given such a bad rap lately.
• 24:30
  SPEAKER_00: But my organization, people who weren't directly connected to me, I I let people in, I let them, you know, let them take part and and be part of it as best I could.
• 24:40
  SPEAKER_00: But I started to hear that other, that's just not how others were operating.
• 24:44
  SPEAKER_00: That, hey, if you're in my group, you can have all my stuff, but if you're in someone else's organization, you don't get anything.
• 24:51
  SPEAKER_00: Not from me, go get it from them.
• 24:53
  SPEAKER_00: I believe that's that creates a toxic culture.
• 24:56
  SPEAKER_00: That creates infighting, it creates bickering, it creates resentment, and it's just not good for the overall culture of the company.
• 25:04
  SPEAKER_00: One of the most refreshing things that I saw about Reel, and I didn't even see it as a positive until I started to look for the positives, was that is absolutely not allowed at Reel.
• 25:18
  SPEAKER_00: At Reel, there's one silo.
• 25:20
  SPEAKER_00: It's called Real Broker.
• 25:22
  SPEAKER_00: It there's one company.
• 25:23
  SPEAKER_00: So if I'm going to offer something, my coaching, if something like that, to some agent, to one agent, I have to offer it to every agent.
• 25:32
  SPEAKER_00: So there's nobody saying, hey, if you join me, you get this, but if you join somebody else, you don't.
• 25:38
  SPEAKER_00: That doesn't happen at real.
• 25:40
  SPEAKER_00: It can't, it's not allowed.
• 25:42
  SPEAKER_00: And if it does happen, it's absolutely going to get shut down immediately.
• 25:47
  SPEAKER_00: I found that to be very refreshing.
• 25:49
  SPEAKER_00: It's a level playing field.
• 25:50
  SPEAKER_00: Then it becomes about just relationships and people and plugging them into the big thing.
• 25:54
  SPEAKER_00: It also took pressure off me so I didn't have to build this big thing that took a lot of time and energy and money.
• 26:02
  SPEAKER_00: And I'm not even complaining, but I saw because that's just the way it worked over there, and I was happy with it.
• 26:08
  SPEAKER_00: But then I saw, wait, there's already this big giant thing that everyone's contributing to.
• 26:13
  SPEAKER_00: Everyone's contributing, everyone's sharing.
• 26:16
  SPEAKER_00: There's nothing being hidden from anyone if you're if you're at real, you get access.
• 26:22
  SPEAKER_00: And I like that.
• 26:23
  SPEAKER_00: I'm like, wait, I don't have to recreate the wheel.
• 26:25
  SPEAKER_00: It's already been built.
• 26:27
  SPEAKER_00: There's already this giant community of people much smarter, much better than me, that are giving their resources, their scripts, their training, their coaching.
• 26:38
  SPEAKER_00: And I love that.
• 26:39
  SPEAKER_00: That's because that's best for my agents.
• 26:42
  SPEAKER_00: That's best for me.
• 26:43
  SPEAKER_00: It's best for the average agent.
• 26:45
  SPEAKER_00: It's best for a brand new agent.
• 26:46
  SPEAKER_00: It's best for any real estate agent to have unfettered access to the best and brightest minds and coaching and everything that the company has to offer.
• 26:56
  SPEAKER_00: I love that.
• 26:57
  SPEAKER_00: So now I could be perfectly confident taking a brand new agent that's never sold a house, bringing them in and bringing them in and plugging them into the system, knowing that they can follow the brand new agent training and get like they're just going to get supported in a way that wasn't possible at the former company.
• 27:20
  SPEAKER_00: So the culture is amazing.
• 27:23
  SPEAKER_00: And it comes from the leadership, it comes from the president and the CEO of the company, it comes from the agent leaders that have been building this thing for the last four, five, six years.
• 27:33
  SPEAKER_00: And and it trickles down into the entire culture.
• 27:36
  SPEAKER_00: And they're very serious about maintaining it and keeping it.
• 27:40
  SPEAKER_00: So there's just certain things that is that are allowed at EXP that's not allowed at Reel.
• 27:45
  SPEAKER_00: And I freaking love it.
• 27:46
  SPEAKER_00: I didn't before.
• 27:47
  SPEAKER_00: I was like, well, you know, how is it even possible to grow over there?
• 27:52
  SPEAKER_00: I just didn't get it until I wanted to.
• 27:55
  SPEAKER_00: I didn't understand until I wanted to understand.
• 28:00
  SPEAKER_00: And the growth opportunity.
• 28:02
  SPEAKER_00: Reel has 16,000 agents.
• 28:04
  SPEAKER_00: If you guys saw my announcement video on Instagram or Facebook, we recorded it.
• 28:11
  SPEAKER_00: There were 15,000 agents.
• 28:13
  SPEAKER_00: And when I when I ended up posting it like nine or 10 days later, there was um 16,000 agents.
• 28:18
  SPEAKER_00: Still a relatively small company.
• 28:20
  SPEAKER_00: EXP had 90, just shy of 90,000 agents.
• 28:25
  SPEAKER_00: When I joined EXP six years ago, I believe there were 12,000 agents.
• 28:30
  SPEAKER_00: And I remember what that momentum was like, what the growth was like, and how incredible that was.
• 28:36
  SPEAKER_00: If you were an owner of the stock, if you were just if you were in the company, that growth was incredible.
• 28:44
  SPEAKER_00: And to then join a 10-year-old, well-established real broker that's firing on all cylinders, their technology.
• 28:53
  SPEAKER_00: I haven't even gotten to the technology yet.
• 28:56
  SPEAKER_00: They have the best technology I've ever seen at a real estate brokerage.
• 28:59
  SPEAKER_00: It's so simple, it's so common sense, and it and it feels that it's built right from the very beginning.
• 29:06
  SPEAKER_00: I can't say that about the old company.
• 29:08
  SPEAKER_00: It doesn't seem like they built their technology right.
• 29:10
  SPEAKER_00: They're constantly bolting on new things and adding new things and separate logins for this, that, and the other.
• 29:14
  SPEAKER_00: And it got to be ridiculous.
• 29:16
  SPEAKER_00: At real, one login, access to everything.
• 29:19
  SPEAKER_00: They have AI assistance.
• 29:21
  SPEAKER_00: It's just it's truly exciting, the technology at real.
• 29:26
  SPEAKER_00: And because of that, the growth opportunity for myself and for my agents and everyone who's who's coming to the company in the future, what an incredible way to build, to potentially build wealth, right?
• 29:40
  SPEAKER_00: If if you own stock and are given more stock in a in a company that's still small and will become something much bigger and will become something much more valuable, I want to be part of that.
• 29:51
  SPEAKER_00: Right?
• 29:52
  SPEAKER_00: That's it's not the only reason that I'm coming.
• 29:54
  SPEAKER_00: It's not the only reason that I switched to real, but it's a major reason or major reason because it's it's great for all of all of my agents, all of my organization, everyone, everyone who I'm connected with, if I help them win in a big way, I as naturally will as well.
• 30:13
  SPEAKER_00: I love that.
• 30:14
  SPEAKER_00: I love that.
• 30:15
  SPEAKER_00: I spoke a little bit about the revenue share earlier.
• 30:18
  SPEAKER_00: Um, it boggles my mind, but because of how EXP does it, the revenue share is actually much, much more lucrative at real, especially for the 99% of agents that aren't going to recruit 3,000 plus agents in their career.
• 30:34
  SPEAKER_00: You might get three friends to come with you.
• 30:37
  SPEAKER_00: Well, what I've learned is at Reel, if you get three agents to come with you, three agents, and those agents cap.
• 30:44
  SPEAKER_00: So they they sell enough to hit their cap.
• 30:47
  SPEAKER_00: That's a thousand dollars a month in revenue share to you at real.
• 30:51
  SPEAKER_00: That is not the case at EXP.
• 30:53
  SPEAKER_00: Those are those numbers are not the same, they're much higher as far as how many agents you need.
• 30:58
  SPEAKER_00: It's just so simple and better and top-loaded.
• 31:04
  SPEAKER_00: They're at real, they top load they uh yeah, yeah, top load is the right word.
• 31:10
  SPEAKER_00: They top load the revenue share so that the agents at the top that are closest to you, that's where you get the biggest share of revenue from, not all the way at the bottom, like at EXP.
• 31:21
  SPEAKER_00: At EXP, you've got to get all the way to level seven.
• 31:23
  SPEAKER_00: That takes a lot of time and a lot of people to get to level seven, where then the most revenue share is made.
• 31:32
  SPEAKER_00: At real, they flip it.
• 31:34
  SPEAKER_00: So so for you, I assume you're one of the the 99% that's not gonna attract 3,000 agents.
• 31:42
  SPEAKER_00: How awesome is that?
• 31:44
  SPEAKER_00: You get three agents to come with you and they're cappers.
• 31:48
  SPEAKER_00: That's a thousand dollars a month in revenue share at real.
• 31:52
  SPEAKER_00: That's pretty cool.
• 31:53
  SPEAKER_00: That excites me for every agent at Reel.
• 31:58
  SPEAKER_00: I talked about the growth, uh, the technology.
• 32:02
  SPEAKER_00: I mean, with it's hard because I'm not showing you.
• 32:04
  SPEAKER_00: Um, I'm gonna do some YouTube videos where I break down each one of these and break down specific aspects of the real broker opportunity that excite me.
• 32:13
  SPEAKER_00: And I'll do those for YouTube.
• 32:15
  SPEAKER_00: Uh, so right now, uh all I all I know is this there's an agent that I'm connected with who is with Compass, and I think everybody knows Compass has invested a shitload of money, hundreds of millions, no, over a billion dollars.
• 32:30
  SPEAKER_00: They've invested over a billion dollars on their company technology for the agents.
• 32:36
  SPEAKER_00: And I've had more than one, I'd say probably five or six former Compass agents who now are with Reel tell me that even though Compass has spent over a billion dollars on their technology, Reels is dramatically better.
• 32:50
  SPEAKER_00: Not just a little bit better, dramatically better.
• 32:54
  SPEAKER_00: That's a common theme here.
• 32:56
  SPEAKER_00: When I first started to, when I first decided to look, when I first started to entertain leaving exp and going to real, I set some uh not boundaries, but I set some rules for myself.
• 33:11
  SPEAKER_00: I set some guidelines.
• 33:12
  SPEAKER_00: I said, this can't just be a lateral move.
• 33:16
  SPEAKER_00: We can't just move from EXP to real just because real has a lower split, uh, you know, better splits, lower, lower cap, and no monthly fees.
• 33:25
  SPEAKER_00: Like that's great, because you know, no monthly fees is better than monthly fees for for a lot of agents, right?
• 33:32
  SPEAKER_00: That's meaningful.
• 33:33
  SPEAKER_00: A$12,000 cap at real versus a$16,000 cap at EXP, an$8515 split at real versus an 80-20 split at EXP.
• 33:43
  SPEAKER_00: Like it's cheaper to do business at real.
• 33:45
  SPEAKER_00: But that can't be it.
• 33:47
  SPEAKER_00: This this can't just be a slight improvement to save a few thousand dollars a year.
• 33:51
  SPEAKER_00: It has to be a dramatically better opportunity.
• 33:55
  SPEAKER_00: And over the course of a lot of conversations, a lot of tough questions, a lot of research, and some big gut checks, I came to the conclusion that real, real broker, was a dramatically better opportunity than EXP Realty was for me.
• 34:13
  SPEAKER_00: And I believe that to be the case, and I don't see that changing anytime in the near future.
• 34:18
  SPEAKER_00: I just don't.
• 34:20
  SPEAKER_00: I am so confident about this move.
• 34:23
  SPEAKER_00: I'm so excited, and and a huge part of that is because the feedback I'm getting from the agents that came with that are so most of them were excited just at the thought of going to real.
• 34:36
  SPEAKER_00: Like most of them were looking at it anyways, which was wild.
• 34:39
  SPEAKER_00: I never would have known that until we started to have some conversations, and they're like, hey, we've actually been looking at that.
• 34:44
  SPEAKER_00: I'm like, no shit.
• 34:45
  SPEAKER_00: Apparently, everyone has.
• 34:47
  SPEAKER_00: So there are the feedback that I get from all of the agents in my group, they love it.
• 34:53
  SPEAKER_00: They love they say it's so easy to the technology makes doing transactions so easy.
• 34:59
  SPEAKER_00: It's so much easier to attract agents, the stock opportunities, great, the collaboration among the community and the masterminds and the training is better than they imagined.
• 35:10
  SPEAKER_00: That makes me very, very happy because with something like this, there was no way for me to be certain.
• 35:16
  SPEAKER_00: You know, I was leaving thousands of dollars worth of company stock behind, tens of thousands of dollars in revenue share behind.
• 35:26
  SPEAKER_00: And it was all based on theory, right?
• 35:29
  SPEAKER_00: There was it was all just, I think this is true, I think this is possible, I think I'm right about this.
• 35:35
  SPEAKER_00: And just in the short amount of time that I've been with Real, I've been overwhelmed with evidence that I made the right decision.
• 35:46
  SPEAKER_00: Not just for me, but for everyone in my group, every agent that that hasn't even come yet.
• 35:53
  SPEAKER_00: So I believe Real Broker is the best brokerage out there for entrepreneurial real estate agents.
• 35:58
  SPEAKER_00: And I don't think it's even close.
• 36:01
  SPEAKER_00: So if you're an entrepreneur and you want to learn more about it and see how it, how real broker may help you get to your goals a hell of a lot faster, how it can help you keep more of your money and make a ton more while building a retirement, then it's worth exploring.
• 36:18
  SPEAKER_00: I'd encourage you to at least start asking yourself the tough questions like I did mine, right?
• 36:23
  SPEAKER_00: Like I started to ask critical questions of where I was, but it started with being willing to understand, right?
• 36:31
  SPEAKER_00: I I had to want to understand the real broker model.
• 36:36
  SPEAKER_00: If you don't really want to understand it, you're not going to.
• 36:39
  SPEAKER_00: You're just gonna be like, yeah, I don't like that.
• 36:40
  SPEAKER_00: That sounds stupid, blah, blah, blah, blah, blah.
• 36:42
  SPEAKER_00: Because that's what I did for years.
• 36:44
  SPEAKER_00: That's what I did for years.
• 36:48
  SPEAKER_00: You first have to want to understand.
• 36:50
  SPEAKER_00: You have to want to see it and then seek it out.
• 36:54
  SPEAKER_00: If I can help with that, shoot me a DM or go to partnerwithdustin.com and schedule some time where we can talk.
• 37:01
  SPEAKER_00: I'd be happy to help you.
• 37:02
  SPEAKER_00: I'd be happy to share with you my experience, share with you some of the, you know, we could dive deeper on any of these things, but more importantly, find out if it's a good fit for you.
• 37:13
  SPEAKER_00: Partner with dustin.com.
• 37:15
  SPEAKER_00: And uh again, I'm throwing out a URL that I'm pretty sure still works.
• 37:20
  SPEAKER_00: Um, so my God, if that if partner with Dustin doesn't work, I'm almost certain that I bought that domain.
• 37:29
  SPEAKER_00: But uh just in case, if that doesn't work, just go to my Instagram bio, click the link, and there's a there's a um learn more about real button at the top, and you can schedule time to talk.
• 37:41
  SPEAKER_00: And we'll walk through it and and uh totally totally anonymous.
• 37:46
  SPEAKER_00: I'm not gonna tell your broker.
• 37:48
  SPEAKER_00: I appreciate you guys listening.
• 37:51
  SPEAKER_00: If I can be helpful at all, if some of you are going through the same journey that I was, I'd be happy to help.
• 37:57
  SPEAKER_00: I'd be happy to if you think it would be helpful, if my perspective and guidance um and my two cents would help you, I'd be honored if you would let me share it with you.
• 38:10
  SPEAKER_00: Partner with Dustin.com or just shoot me a message if it's a simple, quick question.
• 38:15
  SPEAKER_00: Shoot me an audio message on Instagram, I'm happy to respond that way.
• 38:18
  SPEAKER_00: Um I I'm kind of overwhelmed that this has been such a big, big decision for me that's weighed on me for so long.
• 38:28
  SPEAKER_00: And I had made the decision and even switched to real before I had publicly announced it.
• 38:34
  SPEAKER_00: And now that I announced it on social, and now that I did this episode on the podcast, it's just it's a surreal feeling.
• 38:42
  SPEAKER_00: I feel like this giant weight is off my shoulders, and now I just feel freaking excited and free.
• 38:51
  SPEAKER_00: Hmm.
• 38:52
  SPEAKER_00: I appreciate you guys listening.
• 38:55
  SPEAKER_00: If, like I said, if I could be helpful, please let me know.
• 38:58
  SPEAKER_00: But uh if nothing else, I encourage you to understand that as a real estate agent, you are an entrepreneur.
• 39:05
  SPEAKER_00: Whether you see yourself as one or not, you are one.
• 39:08
  SPEAKER_00: And as soon as you start to act like one and make entrepreneur-like decisions and moves, and you start to put yourself in the best position to actually meet your goals, and you surround yourself with the people who will help you because they're financially incentivized to help you, and because when you can when you get yourself into the right environment with the right people, and everyone's incentivized to help you hit your goals, you're gonna start crushing your fucking goals.
• 39:40
  SPEAKER_00: But you have to make it may take a bold move.
• 39:45
  SPEAKER_00: Ask the tough questions of yourself, seek to understand, seek to understand why others are doing certain things, why certain things are hot, certain things are are popular, certain it doesn't mean that those things are good for you, but you you see what I'm saying?
• 40:01
  SPEAKER_00: Ask the tough questions and seek to understand.
• 40:03
  SPEAKER_00: And if you want to, if you truly want to understand, you can ask the right questions, and then you'll actually see the answers, not just the version of the answer that you want to see because you have your team jersey on too tight and you're so you know, you you you drew your line in the sand that you're doing business this way, this is how I'm marketing, this is that's great.
• 40:25
  SPEAKER_00: If you're happy and you don't want any more, that's cool.
• 40:29
  SPEAKER_00: But if you want to grow, if you want to go to the next level and then the next and the next, you listen to this podcast because you want more, goddammit.
• 40:37
  SPEAKER_00: There's no other reason you'd listen.
• 40:39
  SPEAKER_00: If you were completely satisfied with everything in your career, you wouldn't listen to this damn podcast.
• 40:43
  SPEAKER_00: So you want something more.
• 40:46
  SPEAKER_00: Go get it.
• 40:47
  SPEAKER_00: Be selfish and go get it for yourself.
• 40:51
  SPEAKER_00: Because it exists.
• 40:53
  SPEAKER_00: No matter what it is you're trying to get, it's there for you.
• 40:55
  SPEAKER_00: You just need to find the people that have already done it and get their help to do it yourself.
• 41:00
  SPEAKER_00: Thank you for listening.
• 41:01
  SPEAKER_00: Please share this episode with anyone that you think would find it valuable.
• 41:07
  SPEAKER_00: Thank you so much for listening.
• 41:08
  SPEAKER_00: I'll see you guys next week.