Tina Caul Searched for a Better Model, Leading Her to eXp Realty and the Launch of Its Luxury Division

eXp Luxury agent Tina Caul says tenacity is her superpower.  After spending almost 10 years at two big box brokerages – models that she said “had gaps” – she was driven to find a more perfect solution. While resisting the idea of joining eXp Realty, she did so in March 2019.

“Yes, I was one of ‘those’ agents,” said Tina. “I didn’t want to hear about another model that was going to change my life.”

Once she relented and watched a promotional video on eXp, she was sold.

“I spent the rest of the night with ‘eXp Fever,’ “ said Tina. “I knew IMMEDIATELY it was a model that would help real estate agents leverage their time, and money and build something for themselves for the first time in history.”  

Next Step: Launching eXp Luxury

Tina is a powerhouse agent in the Raleigh, North Carolina region where she and her 55-agent Caul Group team sell high-end properties. They closed on $396 million on 856 units in 2023. But what eXp lacked was a true luxury division with strong marketing that could further enhance eXp’s appeal with luxury clients. Through a collaborative effort with eXp Realty agent Pete Middleton, Tina helped orchestrate the launch of eXp Luxury in 2022. 

“Recognizing the potential of established tools for securing luxury listings, our objective was clear: form strategic partnerships to elevate our real estate offerings,” said Tina.

She and Pete also curated a council of three distinguished members: Janie Coffey, Jana Caudill and Ed Kaminsky to offer expert advice to agents and facilitate ongoing collaboration with the leadership team. eXp Luxury’s offerings are now available in 12 countries: U.S., Canada, Australia, the UK, New Zealand, South Africa, Portugal, Spain, France, Italy, Germany and Greece and has eclipsed 1,100 members in just 18 months.

Learn More About Tina Caul

Years in real estate: Since 2001

Gross sales and transactions in 2022: $398 million on 790 units

Brokerage history:

• eXp Realty (Sept. 2019-current) – North Carolina
• Keller Williams (Feb. 2018-Sept. 2019) – North Carolina
• RE/MAX (2010-Oct. 2017) – North Carolina
• Sine and Monaghan GMAC Real Estate (2001-2010) – Michigan

Main territory: 

Raleigh, North Carolina

Main focus: 

Single-family homes, luxury homes, investment properties, first-time buyers.

Number of people on team:

55 agents

Accolades, accomplishments & awards:

• Top 4 Team at eXp Realty (2023)
• Instructor of the Year eXp (2023)
• Real Trends 500 (2023 Top 40 team in the US all brands)
• No. 1 agent for Keller Williams Carolinas (2018)
• SUCCESS magazine Top 25 Most Influential Leaders (2022)
• No. 1 eXp East Coast Team 2023
• Top 4 team for volume at eXp

Tina’s Road to eXp Went Through RE/MAX and Keller Williams

Like many real estate agents, Tina was frustrated with paying a lot for little in return.

“I was struggling.  RE/MAX was not built for teams.  I was paying them $100,000 and felt like I was not getting the value I needed. I was burned out after 17 years of selling over 120 homes per year by myself with little leverage.  I decided it was time to build a team and so I moved over to Keller Williams.  I read the Red Book but unfortunately, I saw gaps in the business as well. 

“They taught me how to recruit and retain talent immediately.  The focus was recruiting and after every transaction, you even had to check a box to let them know if the other agent was recruitable.  I never had that at RE/MAX so it opened my eyes to leverage and I’m grateful for that but the reality is that their model was not giving me a plan to build leaders.  If I brought amazing people onto my team and then didn’t have a scalable plan for them to build teams within teams, they would walk out the door.  Their plan had gaps.” 

‘eXp’s Model Revolutionizes the Ability to Scale’

Tina says eXp Realty’s model can tap into a powerful concept: Networks of people. 

“We agents are brainwashed to believe that we are entrepreneurs, but we are not.  We are typically the highest-paid salesperson of our own business and without our income, we have NOTHING coming in.

“The eXp model revolutionized the ability to scale.  It teaches us the opportunity to build not only a physical team but a network of people.  Think about networks … they are HUGE.  Your network equals your net worth.  The bigger it is, the more leverage you achieve in your life by helping others get what they want.

“I was able to go from eight team members to 60+ in four years.  I was able to build a network of 1,300+ agents globally using platforms like Instagram, Facebook, TikTok and YouTube.   This model allows you to scale beyond small-town USA and it’s amazing what one human can accomplish with a little help along the way.

“I bring on agents that actually sell homes and together, we help others build and scale and it’s been the most rewarding time in my 24-year career. I’m very proud of that.”

What makes eXp special to you? 

“Hands down the agents.  The agents came here with a dream and followed a path with grit and consistency.  They helped this company grow because they believed in the mission.  The mission of having 1 million agents under one umbrella keeps us all united and rowing in the same direction vs. having us be “competition” and not sharing and collaborating at high levels.”

Is there a significant experience you can share since you joined eXp?

“The fact that eXp helped retire my husband, mom and dad was a true miracle.  We didn’t grow up with a lot of money and my parents didn’t have a retirement to fall back on.  They were immigrants and I’m first generation.  I was the warrior in my family who was determined to figure out a better way and eXp provided that platform.”

What is one thing about eXp that surprised you?

“eXp continues to innovate.  Glenn (Sanford, eXp World Holdings Founder, CEO and Chairman) doesn’t just sit back and say ‘We have made it.’ ”  He’s constantly adding resources and adding income vehicles so all of the agents can benefit.”

What kind of collaboration have you experienced at eXp?

“I’m part of five masterminds per week which is amazing!  Teams, Solo Agents, Wealth Building, Operations, Lady Leaders & Agent Attraction masterminds.  There is something for everyone each week and all the masterminds are led by top talent and team leaders.”

Best tip to share with other agents:

“Be a forever learner.  Take time to slow down, go to events and surround yourself with people who are further ahead than you.  People that have a bigger vision.  More experienced people. People who are out of your league.  You need to be exposed to NEW levels of thinking so you can get to new levels.  Don’t go backward in brokerage or business.  Take chances and dive in.  Challenge yourself to shake things up and you may just surprise yourself.”

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