Latest / The Real Estate Agent Playbook / The Wolfpack Way: Luxury Real Estate Secrets | Kyle Mark

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The Wolfpack Way: Luxury Real Estate Secrets | Kyle Mark · The Real Estate Agent Playbook

• 0:00
  what's up everybody
• 0:00
  welcome to another edition of the Wolf Pack
• 0:03
  way over here on the real estate agent playbook
• 0:06
  as you can see I have a much better looking uh
• 0:09
  amazing agent joining me from the Wolf Pack
• 0:12
  Kyle Mark has become almost a brother to me
• 0:14
  uh
• 0:15
  he is a top notch performer in all things real estate
• 0:20
  he started out um as a firefighter
• 0:23
  had a back injury
• 0:25
  and decided to make the jump in a real estate
• 0:27
  he has not only taken that jump in a real state
• 0:29
  he has pushed and pushed into the luxury space
• 0:34
  absolutely killing it $60 million in volume
• 0:37
  just a few short years under his belt
• 0:40
  and my buddy from Vancouver Kyle
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  welcome to the show oh
• 0:44
  thanks so much
• 0:44
  you're way too nice to me with that introduction
• 0:47
  oh yeah well
• 0:48
  I just I just like to you know
• 0:51
  at least give him something to stay for right
• 0:53
  so absolutely absolutely
• 0:55
  just clip that at the front and we're good to go
• 0:57
  yeah so one of the
• 0:58
  you know most admirable things about
• 1:01
  kind of
• 1:01
  your story is just the mindset that you take forward
• 1:06
  and you know honestly coaching agents hundred 50 agents
• 1:09
  my organization
• 1:12
  you are one of the most dialed in people
• 1:15
  and I think a lot of it has to do with that mindset
• 1:17
  so coming from you know
• 1:19
  the wildland firefighter
• 1:20
  tell me a little bit about your mindset
• 1:21
  as you kind of launched into this career
• 1:24
  as you did and kind of what
• 1:26
  what do you you know
• 1:28
  what's kind of your your cornerstones of
• 1:30
  of your success there
• 1:32
  yeah it's funny that you bring in mindset because I
• 1:36
  I felt that I had a really strong mindset
• 1:39
  but until I joined the Wolf Pack two years ago
• 1:42
  I realized I had no mindset
• 1:44
  I had no mindset training
• 1:46
  I had no um
• 1:49
  yeah just a lot of limiting beliefs in myself
• 1:52
  and it wasn't until I joined this group
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  and a lot of those calls with Connor on Monday
• 1:55
  and then meeting people such as yourself and Louis
• 1:57
  a lot of these other people within our group
• 1:59
  uh that's when I
• 2:00
  I I realized that I had a bunch of limitations
• 2:03
  I think with me
• 2:04
  with my background coming from the fire service
• 2:07
  I played a lot of sports competitive sports growing up
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  you have a lot of good disciplines and
• 2:12
  you know just an innate ability within yourself
• 2:15
  that you're always wanting to move forward
• 2:17
  you always want to get better
• 2:18
  you know bless or curse
• 2:20
  I'm very type a
• 2:21
  my disc profiles extremely high d and high I
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  so for me
• 2:25
  self awareness was always something that's helped me
• 2:29
  you know kind of
• 2:29
  push past certain obstacles that I faced in my life
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  such as you know
• 2:33
  getting out of the fire service
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  which I never thought was gonna happen
• 2:36
  but then
• 2:37
  always on this pursuit of self improvement and wanting
• 2:40
  to be around those who are doing that
• 2:43
  and that's why you know
• 2:44
  it I joined the group that we did and it's
• 2:47
  everything's just been heightened by
• 2:48
  creating more and more relationships with people
• 2:50
  such as yourself and other people within our group
• 2:54
  yep that's
• 2:55
  that's awesome and
• 2:56
  you know just to kind of
• 2:57
  watch your transformation as a successful agent right
• 3:00
  when you join the Wolfpack
• 3:01
  you were you were selling houses
• 3:03
  but I feel like your trajectory
• 3:05
  just everything dialed in from your buyers reports from
• 3:08
  from all the things from the fancy polka dot shirts
• 3:10
  that are absolutely my favorite
• 3:12
  just exude the the luxury piece
• 3:15
  so talk a little bit about the transformation and EXP
• 3:18
  launch the EXP luxury division
• 3:21
  um in Canada over the last couple year or two maybe
• 3:25
  and tell me a little bit about kind of
• 3:27
  your ability to just put yourself in that situation
• 3:31
  right being from Vancouver
• 3:32
  there's there's definitely a
• 3:34
  a demand for the luxury market
• 3:36
  but tell me a little bit about
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  how you decided to go there
• 3:39
  right my
• 3:40
  I mean Kyle has tattoos like he's
• 3:43
  he's ready to go but um
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  everything about your brand is
• 3:47
  is luxury and I think you've kind of built that from
• 3:50
  from the time point
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  so tell me a little bit about kind of your
• 3:54
  your entry into the luxury market
• 3:57
  yeah so for
• 3:58
  for myself how I kind of got into this space
• 4:01
  um in 2,019 is when I had two pretty much back to back
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  back injuries both at separate structure fires
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  and then it laid me out in 2020
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  I was off work trying to rehab to come back
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  and then Covid hit and with how bad my back was
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  I was essentially bedridden
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  I lost full function on my right side
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  from my waist down and
• 4:20
  I didn't think I was gonna be able to get back
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  into the fire service so luckily for me
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  I went and got my real estate license
• 4:27
  actually right before I got hired as the firefighter
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  I got my license and then I got a call back
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  so I entered in the fire service
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  you know kept my license as
• 4:35
  you know a backup
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  and then when I got hurt I
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  I had a lot of time like we all did during Covid
• 4:41
  I think and I said okay
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  this real estate thing is something that I need to take
• 4:44
  seriously I don't know if I'm gonna be able to rehab
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  and if I wanna get back
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  what kind of realtor do I wanna be
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  you know my mom uh
• 4:51
  was an agent um yeah
• 4:54
  you know a really good career
• 4:55
  but you know
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  it was we have a really large family
• 4:57
  right so
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  blessed with those connections
• 4:59
  and things of that nature
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  and just seeing what else was out there in the space
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  I wanted to
• 5:04
  do something that was a little bit different
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  I've always been a person with my personality
• 5:08
  who's wanted to blaze my own trail
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  do things that people thought couldn't be done
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  you know you look at me
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  you know covered in tattoos
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  no formal education you know
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  my family I don't come from a very wealthy family
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  anything like that so
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  I really wanted to get into a place that was gonna
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  push me uh
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  and uh
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  and coming from the fire service
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  where you're essentially going to somebody's worst day
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  every single day uh
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  and being in you know
• 5:31
  the most high octane events
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  you dealing literally life and death on multiple times
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  drew throughout the week
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  I felt like the luxury space was a
• 5:38
  closest for me
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  to get those competitive juices that I missed
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  coming out of the fire service
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  so for me I knew personal brand
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  this is even before
• 5:46
  I wish I would have met my way back in 2020
• 5:49
  as opposed to uh 2023
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  uh but uh
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  you know going through this personal branding and
• 5:56
  and starting to be you know
• 5:57
  I don't know people that are selling two 3
• 6:00
  4 5
• 6:01
  6 million dollar homes but I will one day
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  and I need to be prepared for when I meet those people
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  to make sure that I have everything lined up
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  so for me my starting point was
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  I mean I had these three 4
• 6:11
  500,000 dollar condos and I said
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  you know it doesn't matter what the price point is
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  I'm gonna use this as
• 6:16
  a runway to start having all these ideas in my head
• 6:19
  put it out on paper and put it out into you know
• 6:22
  the ether so that I can start figuring out what works
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  what doesn't
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  and start developing my brand on perception
• 6:29
  yeah and that's huge
• 6:31
  and you know treating those listings and
• 6:33
  and this is something I have
• 6:36
  you know obviously a listing dominant agent right yeah
• 6:39
  I know you have buyers and you have have those things
• 6:42
  but tell me what that looks like
• 6:44
  the Kyle Mark luxury experience for those listings
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  for the agents that are watching
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  kind of how you approach those two 3
• 6:52
  400,000 dollar listings you know
• 6:54
  in the first part because um
• 6:57
  you kind of alluded to it right
• 6:58
  you were gonna treat them like luxury listing
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  so tell me how that you know
• 7:02
  process came about
• 7:04
  and kind of what that means to treat
• 7:06
  treat that like a luxury listing
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  so I think the first thing is you can't be cheap
• 7:11
  and that's been one of my biggest pet peeves
• 7:14
  I'm not sure what it's like in your market
• 7:15
  I think we're all it's all pretty much the same
• 7:17
  I see money people are making
• 7:19
  in the effort that they're putting in
• 7:21
  and on the listing side
• 7:22
  I knew that people could do a better job
• 7:24
  people didn't wanna pay $150 for a 4 planner you know
• 7:27
  a couple of hundred dollars more for some photos
• 7:30
  so I wanted to blast things through
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  so one of the first things I did
• 7:33
  I found the best videographer in the market
• 7:36
  to do things differently and this is you know
• 7:38
  now everyone's starting to be in you know
• 7:40
  in front of the camera and doing all that
• 7:42
  you know I started doing that back in like 2020 20 20
• 7:45
  2021 2022 uh
• 7:47
  but it was expensive like the
• 7:49
  the it was like
• 7:49
  eighteen hundred dollars for a listing video
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  and I'm not making a ton of money in
• 7:53
  our commissions are a lot less than what we
• 7:55
  what you guys have down south
• 7:57
  but for me it was the endgame
• 7:59
  I'm like I need to have this quality
• 8:01
  so I can start putting out these videos
• 8:02
  and this perception and the other thing was
• 8:04
  I knew that I needed to market myself
• 8:06
  just as much as the property
• 8:08
  part of that process was for me is
• 8:10
  you know when we are you know marketing the home
• 8:12
  I'm marketing myself
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  I'm not only doing photos of the property
• 8:15
  I'm doing photos of myself in a lifestyle portion
• 8:19
  and you know we were having those
• 8:21
  conversations about those high note presentations
• 8:23
  and now when I build out all my marketing
• 8:25
  I have so much video content and photos of me
• 8:27
  I can do all these different uh
• 8:30
  you know marketing capacities
• 8:32
  all in a very high end professional manner
• 8:34
  because I have created this um
• 8:36
  this portfolio it's taken a long time to do that
• 8:39
  but I think
• 8:39
  if you are wanting to get into that luxury space
• 8:42
  you need to spend money
• 8:43
  especially if you don't have a background you know
• 8:45
  if your parents weren't a luxury agent
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  or you come from a family of money
• 8:48
  you're gonna have to get yourself noticed
• 8:51
  and it takes time to and patience and
• 8:53
  and don't get lighting bogged down on the price point
• 8:56
  make it sure that your uh
• 8:58
  perspective and your brand is luxury
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  no matter the price point
• 9:02
  so you know you have a 400 thousand dollar listing
• 9:04
  and 4 million dollar listing
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  the print materials are the same
• 9:07
  the photographers the same the videographers the same
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  obviously I need to do some extra things
• 9:11
  for the higher end listings
• 9:13
  I have a you know Mike says the same thing
• 9:15
  it's like you have a baseline
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  which is your brand
• 9:17
  and doesn't matter what that price point is
• 9:19
  you do it all the way through
• 9:21
  so that you can create that luxury experience
• 9:24
  get that trust and you know
• 9:25
  make people happy right and so you know
• 9:29
  you're spending 18 bucks maybe making 4
• 9:32
  five 6 thousand dollars on the listing
• 9:34
  but the 18 dollars is now being used
• 9:37
  multiple times throughout right
• 9:39
  like
• 9:40
  the stuff that you have from it is not just on the MLS
• 9:44
  that property sold and it's a distant memory right
• 9:47
  this I mean that's brilliant
• 9:48
  there's a guy there a professional with a camera right
• 9:52
  like they have them
• 9:53
  shoot the house real quick and then shoot a few
• 9:55
  you know shots of you in the kitchen or
• 9:57
  you know whatever
• 9:58
  and then you know
• 9:59
  Kyle's obviously grown since
• 10:01
  you know he has a fancy cars and all the things
• 10:03
  but um
• 10:04
  the lifestyle piece is the first thing
• 10:06
  I immediately noticed in your content right
• 10:09
  this tall 6 2 6 3
• 10:12
  however tall you are dude walking around Canada
• 10:15
  right Vancouver and his Maple Leaf jacket
• 10:17
  you know doing all the things
• 10:20
  but that's that's where it started right
• 10:23
  and before I knew I I had that
• 10:26
  you know vision that
• 10:27
  you know Kyle's a luxury agent right
• 10:29
  and he might not have even been the EXP
• 10:31
  luxury didn't even exist at this time
• 10:33
  yeah right
• 10:34
  and so and now he uses it
• 10:36
  you know
• 10:36
  the obviously the short form and that kind of stuff
• 10:39
  um so I
• 10:40
  I would think that's a pretty unconventional strategy
• 10:43
  that you're growing your brand
• 10:44
  every single time you have somebody with a camera
• 10:48
  they're marketing a property
• 10:49
  you're you're getting some brand stuff
• 10:51
  you're you're elevating your brand
• 10:53
  you're getting you know
• 10:54
  some photos whatever that is
• 10:56
  so tell me how you take that and leverage it into like
• 11:00
  storytelling for these higher end products now right
• 11:04
  and how do you use that
• 11:05
  maybe in a listing presentation and those kind of
• 11:08
  kind of things
• 11:10
  yeah I think and things changes well
• 11:12
  I mean even what I was doing a couple
• 11:14
  years ago is a little bit different
• 11:15
  I mean we've had these conversations before um
• 11:18
  how the super flashy
• 11:20
  stuff isn't necessarily getting it done now
• 11:23
  where people are wanting a little bit more raw
• 11:25
  and I've noticed that too
• 11:26
  and just how I'm doing some of my video creation
• 11:28
  a lot of these super flashy videos
• 11:29
  when I look back on the analytics
• 11:31
  they're not performing super well
• 11:32
  so you know that at times you have to pivot
• 11:35
  but important in improving your brand recognition
• 11:38
  and like I said
• 11:39
  it comes down to branding yourself out there as well
• 11:42
  just as much as a property
• 11:43
  so you know
• 11:43
  you have your property brochures or your Facebook ads
• 11:46
  or your short form video instead of just using
• 11:48
  you know
• 11:49
  a B roll of the property or a photo of you know
• 11:52
  the dining room
• 11:52
  why not have the same high quality photo
• 11:55
  but you're sitting on the couch or you
• 11:57
  you're doing something walking through the property
• 11:59
  and it just is getting in front of people all the time
• 12:02
  just seeing your face seeing your name
• 12:03
  and it's not you just wanna be different right
• 12:06
  you wanna be different and
• 12:08
  and the storytelling is huge
• 12:10
  because you need to
• 12:11
  put yourself in the perspective of both
• 12:13
  the buyer and seller what are they wanting to see
• 12:15
  what are
• 12:15
  what are the things that are really selling the home
• 12:18
  and being able to know your product
• 12:19
  I mean other the benefit of
• 12:22
  you know when you can do the long form product
• 12:25
  or long form content is being able to explain the home
• 12:28
  I had to get feedback all the time
• 12:30
  and I do pretty well in converting open house leads
• 12:32
  is that a lot of people
• 12:33
  they don't understand what they're selling right
• 12:35
  take the time if you're taking a property
• 12:37
  doesn't even have to be luxury
• 12:38
  like understand like who's the builder
• 12:40
  what kind of cabinets are they
• 12:41
  are they real wood are they NDF
• 12:43
  you know are they maple
• 12:44
  like all these little things are really important too
• 12:47
  because once you can get uh
• 12:49
  you know the background of 11 years in uh
• 12:51
  construction so it it's really easy for me to do that
• 12:53
  but it's a separator
• 12:54
  because once you get into those luxury spaces
• 12:57
  there are luxury expectations to
• 12:59
  people don't have as much patience for you um
• 13:01
  they're very well educated
• 13:02
  they don't have time to mess around
• 13:04
  so you need to know your product
• 13:05
  you need to know how to sell yourself
• 13:07
  and they wanna know
• 13:07
  how you're gonna sell their property
• 13:09
  as well yeah
• 13:10
  and they also don't have as many opportunities right
• 13:12
  there's not as many buyers out there yeah
• 13:14
  so if you you know
• 13:17
  have somebody and you have them with an agent
• 13:19
  that isn't highlighting certain specifics right
• 13:22
  like the maple cabinets or whatever and they
• 13:25
  they pass that off as you know
• 13:26
  maybe those aren't
• 13:27
  aren't that specific type or whatever
• 13:29
  I think that that's
• 13:30
  that's definitely something to take in consideration
• 13:33
  right know your product
• 13:35
  know exactly what's going on
• 13:36
  know where the pitfalls
• 13:37
  and the transactions could come up um
• 13:40
  those kind of things
• 13:41
  because the luxury space is completely different
• 13:43
  and so we've talked a lot
• 13:45
  kind of about you getting into the luxury space and
• 13:48
  and how that's looked now
• 13:50
  let's talk about your experience with EXP
• 13:53
  as the luxury you know
• 13:55
  vehicle that you're using
• 13:57
  because a lot of agents that I talk to are like
• 13:59
  well you know
• 14:00
  this brand or that brand there's two specific ones here
• 14:03
  and I'm sure they're up there too
• 14:05
  or maybe a little bit different names
• 14:07
  but tell me about the EXP luxury
• 14:10
  you know peace and how
• 14:13
  you know that is just kind of a vehicle for you right
• 14:17
  like Kyle Mark Real Estate Group
• 14:19
  all the branding is Kyle all the stuff is Kyle
• 14:21
  he's in the videos he's got the cars
• 14:23
  he's got you know
• 14:24
  all of those things but then EXP
• 14:27
  how's that fit in and
• 14:29
  allow you to kind of differentiate yourself
• 14:31
  a little bit more
• 14:32
  than some of these people that are at
• 14:34
  maybe the more traditional luxury brokerages
• 14:37
  yeah I
• 14:37
  I think one of the biggest reasons why I joined the
• 14:41
  EXP luxury program was just for the branding uh
• 14:43
  for myself I felt it was a far more superior
• 14:47
  I was gonna pay the annual fee just for the branding
• 14:50
  and the branding colors alone
• 14:51
  it aligned really well with my personal brand
• 14:54
  and then if you're wanting to get into luxury space
• 14:56
  you gotta pay to play especially if you're
• 14:59
  you know
• 14:59
  in our market on the west coast of Canada and Vancouver
• 15:03
  EXP still doesn't have a very large footprint
• 15:05
  let alone in the luxury space right
• 15:07
  so it was also something that was exciting for me
• 15:10
  trying to be able to bring a new brand
• 15:12
  and a new designation to the brand into my market
• 15:15
  which is a very highly luxury style marketplace
• 15:18
  because I knew we have
• 15:19
  all these tools that can differentiate ourselves
• 15:21
  keep in mind though
• 15:23
  in the States with a lot of the tools that EXP has
• 15:25
  it's a lot more beneficial being an American agent
• 15:28
  for example a lot of the
• 15:30
  the things that you get within your annual membership
• 15:33
  is a lot of free advertising
• 15:34
  so you are an EXP luxury agent
• 15:36
  if you have a luxury listing
• 15:37
  that fits within the guidelines
• 15:39
  your listing is in the Wall Street Journal
• 15:42
  the Rob report Haven Mansions Global
• 15:44
  it's in 90 different publications
• 15:46
  in 90 different countries
• 15:47
  that they're throwing this out
• 15:48
  and that's that's advertised
• 15:49
  I know that one of the leadership in luxury said
• 15:52
  she was paying upwards of $20,000 annually
• 15:55
  for what we get for free in the brokerage
• 15:57
  um are for free in the program
• 16:00
  so for me though in Canada
• 16:02
  we have a foreign buyer band
• 16:03
  I was up until 2025 it got extended to 2027
• 16:06
  so it does hamper that
• 16:08
  but there are a ton of permanent residents
• 16:10
  and Canadians that live abroad
• 16:12
  so still having that exposure is
• 16:14
  is important the brandy materials
• 16:16
  the support that you have from the luxury um
• 16:19
  components are important and for me
• 16:21
  you know if I'm going to a listing appointment
• 16:23
  EXP still doesn't have the greatest reputation in
• 16:25
  our marketplace
• 16:26
  but if you go EXP luxury one step further
• 16:28
  it shows that you know
• 16:29
  you're committed
• 16:30
  that there's something a little bit different from you
• 16:33
  and if you
• 16:33
  you can use any tool to get yourself into a door
• 16:36
  to help with the conversation uh
• 16:38
  it helps and then you
• 16:39
  not to mention the collaborative approach
• 16:41
  you know
• 16:42
  I'm connected with luxury agents all through the States
• 16:44
  all through our brokerage
• 16:45
  which is almost 30 countries
• 16:47
  coming into a couple months here
• 16:49
  and then I'm in a mastermind with
• 16:50
  I think there's about 7
• 16:51
  800 luxury Canadian agents across the board
• 16:54
  so then you are wearing all these private chat rooms
• 16:56
  where you can help
• 16:57
  listings to people within the nation as well
• 17:00
  so there's all these features
• 17:02
  and for I think it's I mean
• 17:03
  us all I think it's 3,000 USD or yeah
• 17:07
  2000 American 25 USD or whatever it is
• 17:09
  no brainer no brainer whatsoever
• 17:13
  yeah that's
• 17:14
  that's really interesting you say that
• 17:15
  and I think one of the biggest things I hear is like
• 17:18
  I get a lot of referrals because I'm the person right
• 17:21
  I'm the person
• 17:22
  and that is always something that's so funny to me
• 17:26
  because as you're growing
• 17:28
  and you're in these little cohorts right
• 17:31
  EXP luxury Canada EXP luxury US whatever it is
• 17:35
  your there's much more to the process right
• 17:40
  and that's not even the 90,000 agents globally
• 17:43
  that you can market the property to
• 17:45
  so if somebody says hey
• 17:47
  I'm not gonna put a sign in my yard
• 17:49
  that doesn't have this XYZ company
• 17:52
  you can come back and you can say well
• 17:54
  here's the deal
• 17:55
  does XYZ company have this solid network
• 18:00
  can can that company market to 90,000 agents globally
• 18:03
  just within their brokerage and be in 90 publications
• 18:08
  like this is what people wanna hear and talking about
• 18:11
  you know
• 18:11
  luxury people that kind of need the nitty gritty
• 18:14
  what are you gonna do to sell my house
• 18:16
  well
• 18:16
  that's an easy way to get them past those traditional
• 18:19
  old school luxury brands because the honest truth is
• 18:23
  they don't do that naturally
• 18:24
  they're usually much smaller their franchise
• 18:27
  they don't have that global reach within
• 18:29
  you know a a double click and a
• 18:32
  you know a copy and paste of a link um
• 18:36
  to
• 18:36
  to get that process out there in the masterminding and
• 18:39
  the collaboration in general
• 18:41
  and and so that's
• 18:42
  that's really important to kind of take home from here
• 18:45
  so as we kind of transition
• 18:48
  talk to me about how you foresee this scaling right
• 18:52
  you said the DXP doesn't have a massive footprint
• 18:56
  how are you using the luxury kind of side of things
• 19:00
  and getting getting the word out about EXP
• 19:03
  obviously working with Kyle is a very different
• 19:06
  you know thing
• 19:06
  we're all independent contractors
• 19:08
  we all you know
• 19:09
  have our own brands
• 19:10
  but tell me how you're going to use the EXP model
• 19:14
  the luxury model to scale your brand as it is
• 19:17
  and others that join you
• 19:19
  yeah I mean
• 19:19
  it's just from what I'm putting out
• 19:22
  I mean that of the people that have joined my downline
• 19:24
  in the conversations that I'm having with agents
• 19:26
  currently are
• 19:27
  are going a couple different ways
• 19:29
  I mean they notice that it's different
• 19:30
  you ask a lot of people in the marketplace
• 19:33
  they even from my feature sheets
• 19:34
  how I even put my floor planets
• 19:36
  not just the plain white everything is Taylor
• 19:38
  there's a piece of me on everything
• 19:40
  uh you know
• 19:40
  they they know that there's something different
• 19:42
  and it's starting to draw people in and uh
• 19:45
  you know and it's helped me cause either
• 19:47
  you know I can help people within my downline or be
• 19:49
  you know it's transitioned into uh
• 19:52
  one on one coaching clients as well
• 19:53
  who are trying to get into that space
• 19:55
  because it can be a little bit overwhelming
• 19:58
  but when you are in uh
• 20:00
  an atmosphere and environment
• 20:02
  which we are with the Wolf Pack EXP as a whole
• 20:05
  and some of these subgroups such as EXP luxury
• 20:07
  I'm learning so much stuff
• 20:09
  and what I think I
• 20:10
  what I love about scaling my business is
• 20:12
  I'm always looking at on how I can improve things
• 20:15
  how can I change things during my
• 20:16
  my buyer process my process
• 20:18
  my seller process what can I change my contracts
• 20:20
  what can I always be doing to help my clients out more
• 20:24
  and I
• 20:24
  and I just know the feedback that I've been getting
• 20:27
  just from um
• 20:28
  especially this year from clients
• 20:29
  and even some agents that I'm partnering with
• 20:31
  that
• 20:32
  these things are really starting to make an impact
• 20:34
  in the marketplace uh
• 20:36
  I also think that um
• 20:38
  you know people always want the luxury right people
• 20:40
  it's flashy it's on TV uh
• 20:42
  and you know
• 20:43
  but you gotta do it right because
• 20:45
  you know as you mentioned previously
• 20:47
  you get into the space a
• 20:49
  you're spending a lot of money up front
• 20:50
  I don't want to have
• 20:51
  anyone to have preconceived notions
• 20:53
  like you said to
• 20:54
  there's not a ton of buyers or out there for these
• 20:57
  and they can sit for a very long time
• 20:59
  and you can be you know
• 21:00
  I have one lets you know I'm over 10 grand in it
• 21:02
  we've been on market since October
• 21:05
  you know that lot of listings where I'm spending 10
• 21:07
  12 $13,000 uh
• 21:09
  you know the payout is when it sells
• 21:11
  but if it doesn't sell uh
• 21:13
  you know you you
• 21:14
  you have some huge financial commitments in there too
• 21:16
  so it is important that
• 21:18
  you're being able to deliver these messages and uh
• 21:21
  and be able to uh
• 21:22
  ultimately sell the properties too
• 21:24
  yeah absolutely
• 21:25
  and that's that's huge and
• 21:27
  and the way that you've built your systems out is
• 21:29
  is so you know
• 21:31
  dialed in like I've said
• 21:33
  um the client follow up the
• 21:35
  you know having the
• 21:36
  the different you know
• 21:38
  branding on your floor plans
• 21:39
  those kind of things is is next level
• 21:43
  and so as as we always say on this channel
• 21:46
  on most channels
• 21:47
  like your best app to help the person that you are
• 21:51
  two to three years ago right
• 21:53
  and so obviously now
• 21:54
  you're starting to attract some of those
• 21:55
  people that are like oh
• 21:57
  you know the
• 21:58
  the videos the
• 21:59
  the content the
• 22:01
  you know whatever it is
• 22:02
  catch kind of their attention
• 22:04
  and that's why people are reaching out
• 22:06
  but as we kind of work through this
• 22:08
  I mean one of the most important things that you did
• 22:10
  and I was there when you met um
• 22:12
  the head of the luxury division
• 22:14
  um ready XP con
• 22:16
  and it was it was like
• 22:18
  this is my chance right
• 22:20
  this was it was super impactful to you
• 22:22
  to be a part of that Canadian expansion
• 22:25
  um and
• 22:27
  and it just kind of all fell into place
• 22:28
  because of the work you put in
• 22:31
  right when
• 22:31
  when Mike made that introduction
• 22:33
  it was like oh yeah
• 22:34
  Kyle's Kyle's guy
• 22:35
  you need to talk to because he's this and this
• 22:37
  you know province and so on
• 22:39
  so ultimately a
• 22:43
  uh just a massive amount of respect for you
• 22:46
  as you've done it because you've done it right
• 22:48
  you know and it's
• 22:49
  it's awesome that you've kind of built that through
• 22:52
  all the things but then you allude to
• 22:54
  you know 10
• 22:55
  $15,000 into some of these listings
• 22:57
  so at least you have the branding piece of that
• 22:59
  so as for you know
• 23:02
  what's the biggest thing that just that EXP
• 23:06
  luxury addition bolt on to your business
• 23:09
  what do you think the best part of that is
• 23:11
  has been for your business
• 23:14
  I I
• 23:15
  the branding for sure and I think it just
• 23:17
  the resources that you have within the program
• 23:20
  within the program itself
• 23:21
  I have a ton of extra you know
• 23:23
  listing appointments
• 23:24
  and the support that we have with the advertising
• 23:27
  uh portions
• 23:28
  and then being able to have a
• 23:29
  connections with people across the country
• 23:33
  that I can you know
• 23:33
  call up I mean
• 23:34
  you think of it you know
• 23:36
  especially you start getting into
• 23:37
  you know these
• 23:38
  these these price points that are
• 23:40
  you know so far
• 23:41
  exceeding
• 23:42
  what any other regular joke could ever afford
• 23:45
  having a network you know
• 23:46
  especially in the west coast of Canada people
• 23:48
  you know from LA to Vancouver
• 23:50
  Seattle being able to get
• 23:51
  know who's in a luxury program and be able to uh
• 23:55
  connect with them and call them say hey
• 23:56
  I'm just getting something like this
• 23:58
  do you have a buyer for me
• 23:59
  go to New York
• 24:00
  go to all these other portions that we have access to
• 24:04
  to be able to find buyers
• 24:05
  because if you are just using
• 24:07
  and they may have a great network
• 24:09
  you know a local brokerage
• 24:11
  or maybe just one in your state or province
• 24:13
  or across the country your your
• 24:15
  we have thousands I don't even know
• 24:17
  I think we're over 2,000 members in the luxury program
• 24:20
  there's a huge portion of agents that you
• 24:22
  I can contact directly
• 24:24
  if it's a specific type of property
• 24:27
  and there's a lot of mentorship within it to
• 24:29
  we have masterminds on a Wednesday
• 24:31
  the group is super super responsive
• 24:33
  like Pete Middleton's in one of our groups
• 24:35
  we have questions about anything about the program
• 24:37
  they answered immediately
• 24:38
  or if there's changes that we want to see
• 24:41
  you know in Canada
• 24:41
  we're trying to work with some of these other things
• 24:43
  because we have a couple Roblox
• 24:45
  they're always improving the program as well
• 24:48
  you know it started in September
• 24:50
  October of 23 you know
• 24:52
  we're a year and a half in
• 24:53
  and it's already changed drastically
• 24:56
  and that's just like EXP as a whole
• 24:57
  they're always wanting to improve
• 24:59
  it's not stagnant and we're looking for more
• 25:02
  agents who are wanting to further that brand
• 25:04
  so we can take more market share
• 25:06
  yeah and I
• 25:06
  think I mean I think that you hit it on the head
• 25:09
  it's agents developing programs for agents right
• 25:12
  Pete you know
• 25:13
  had a massive global luxury business in Lahoya
• 25:17
  California started that became you know uh
• 25:22
  one of the competitors
• 25:23
  one of those global brands that you know
• 25:25
  people sometimes think about
• 25:26
  partnered with people from the other companies
• 25:29
  and brought something that was
• 25:30
  the best of all the worlds
• 25:32
  into this you know
• 25:34
  into the EXP world because that was the collaboration
• 25:38
  and from what I've heard
• 25:39
  I have never talked to anyone in the EXP
• 25:42
  luxury program or the division that says that oh
• 25:46
  I came from this place and it was you know
• 25:48
  they have this and it didn't add Addie XP Luxury
• 25:52
  that's exactly what they're doing
• 25:54
  and I've had conversations directly with Pete Metalton
• 25:56
  talking about we just wanna continue to build it
• 25:58
  and once Pete kind of put that into play
• 26:01
  then he continued to add other people from other luxury
• 26:05
  kind of brands to bring something to the table that's
• 26:08
  you know truly next level and for you know
• 26:11
  20 five hundred dollars um
• 26:14
  is a year is insane right
• 26:17
  because people are at these traditional
• 26:21
  brands that have no cap
• 26:24
  you know and they're split it's an 80
• 26:25
  20 or 90 10 or whatever
• 26:27
  and they're paying
• 26:28
  six figures in order to align with that brand
• 26:32
  and sometimes
• 26:33
  they don't even realize what's available here
• 26:35
  for 25 bucks plus your 16,000
• 26:38
  dollar cap right
• 26:39
  that's almost a six figure savings in
• 26:42
  100% of the top luxury agents
• 26:45
  um that I've talked to across the board
• 26:47
  so pretty powerful there so as we kind of wrap this up
• 26:51
  Kyle you know
• 26:52
  what's kind of next for you
• 26:54
  you mention some coaching stuff
• 26:55
  you mention some some other things
• 26:57
  what's next for you and
• 26:58
  you know obviously you're a
• 27:00
  your father and you're you're doing all your things
• 27:02
  so what's what's on the radar for 2025 for you
• 27:06
  yeah I think for
• 27:07
  for myself um
• 27:08
  you know I'd love transacting uh
• 27:10
  but being able to pour into agents lives
• 27:13
  their businesses to help provide
• 27:15
  or help them to put food on their table
• 27:17
  and grow their business is something that I'm
• 27:19
  focusing on a lot of
• 27:21
  just expanding my coaching network
• 27:23
  and those resources out there for
• 27:26
  for Realtors to try to get into that luxury space
• 27:28
  who are having maybe some issues
• 27:30
  or not knowing where to go
• 27:31
  and to really dial in their buyer and seller journeys
• 27:34
  and then for me it's just
• 27:35
  you know I'm wanting to continue to claw up and
• 27:37
  into higher and higher price points
• 27:40
  here in Vancouver you know
• 27:41
  there we have a big international marketplace
• 27:44
  so there's some um
• 27:46
  Roblox within that
• 27:47
  and trying to get yourself into this space
• 27:50
  but like I said it's a challenge that I like
• 27:53
  and it's a road that I'm really excited to go down to
• 27:56
  because you know
• 27:57
  I want to be selling
• 27:58
  the most expensive properties here in my market
• 28:00
  and
• 28:01
  be one of the top luxury agents in the brand of VXP
• 28:04
  as well right
• 28:06
  and I have no doubt that that's
• 28:07
  that's in your future um
• 28:10
  obviously
• 28:10
  coming off the back enders and injury couldn't move
• 28:14
  you know to saying hey
• 28:15
  I wanna help other agents put food on the table
• 28:17
  um I know that was the struggle as you kind of built
• 28:20
  built up right from
• 28:22
  from not being able to move starting a new career to
• 28:25
  you know
• 28:26
  literally one of my best friends in the industry
• 28:28
  but also one of the people that has 100%
• 28:32
  every piece of the system dialed in
• 28:35
  so absolutely awesome thanks so much for coming on Kyle
• 28:38
  where can people connect with you
• 28:39
  obviously it'll be in the show notes
• 28:41
  but where
• 28:42
  where's the best place to connect with you and
• 28:43
  and check your stuff out yeah
• 28:45
  head over to my Instagram Kyle Mark Real Estate group
• 28:48
  if you have any questions about this
• 28:50
  shoot me a DM I respond to everybody in there
• 28:53
  if anything I can do to help
• 28:55
  you can reach out and if you need anything further
• 28:57
  you can get my booking links
• 28:58
  and all that other stuff through there as well
• 29:00
  absolutely and Kyle
• 29:03
  it's it's a honor to be your buddy
• 29:05
  but also I'm sorry that the Stanley couple not
• 29:08
  not being Canada for the future
• 29:11
  so he may reach down to you actually
• 29:14
  if you connect with him just to
• 29:16
  catches tears coming from the great north of Vancouver
• 29:20
  after they exit stage right this year
• 29:23
  so appreciate you buddy
• 29:25
  thanks Buddy
• 29:26
  appreciate man
• 29:26
  take care bye bye all right