At eXpcon Miami 2024 on Monday, agents were introduced to the new “Buyer Mastery” coaching program as part of eXp’s Elevate Coaching initiative and in another standout session, Chief Learning Officer Bryon Ellington delivered a masterclass on “Presenting & Training Like a Pro.”
eXp’s “Buyer Mastery” Coaching Program Is Introduced at eXpcon in Miami
As the real estate industry continues to evolve following the NAR settlement, agents at eXpcon in Miami had a first look at “Buyer Mastery,” one of the newest offerings in the eXp Elevate Coaching program. Tina Caul, ranked in the top .5% of Realtors nationwide and the head of Caul Group Residential, and Minda Coe, a Top Producer at Caul Group, shared highlights of their upcoming six-week coaching program, designed to empower agents with the tools and strategies needed to master the buyer’s journey in this era of change.
“What Fills Your Cup?”
The session kicked off with an emphasis on recognizing personality types when working with clients. Agents in the “Buyer Mastery” coaching program will begin with DISC assessments to better understand their own personal motivations.
“What fills your cup?” Tina asked. “And that answer will depend on the space you’re in, and the season you’re in. Your personality profile changes throughout your life, which is why it’s important to take the DISC every few months. Understand yourself and the differences in driver, influencer, supporter and compliant personality types, and you will better understand, and serve, your clients.”
Another “Buyer Mastery” course topic presented was how to attract buyers. Lead generators, including social media, friends and family, social events, networking, referrals, and expired listings will be among the areas of focus, with a particular emphasis on open houses.
“With the market shift from NAR, many buyers are coming to open houses because they haven’t chosen an agent for representation,” noted Minda. “Open houses are becoming a great lead source, and we’ll share an open house script we’ve developed to help you make those buyers your clients.”
Minda went on to discuss the team’s “buyer strategy session” as an alternative to the typical pre-qualification process. She advocated the use of tools like Zoom to establish a relationship and build client trust from the first meeting.
“This is where you establish credibility,” said Minda. “It’s not just about getting information, but about showing the client you’re their advocate.” This set the stage for a deeper dive into the buyer process, with both speakers stressing the significance of empathy and clear communication.
Tina wrapped up the session with insights on compensation and mindset. She pointed out that agents need to be clear about their worth.
“Your mindset shapes your success. If you don’t value your services, neither will your clients. Don’t shy away from asking for fair compensation, because you’re bringing real value.”
Mastering the Stage: Bryon Ellington’s Masterclass on Presenting and Training Like a Pro
As Chief Learning Officer at eXp Realty, Bryon Ellington led an engaging session on “Presenting & Training Like a Pro. With years of experience in real estate training and coaching, Ellington focused on providing practical strategies to help agents build confidence, enhance communication skills, and command a room during presentations.
“My objective as a trainer,” Brian began, “is to give enough to illuminate the path so the audience is excited to go out on the journey.” His insights provided the foundation for agents to elevate their public speaking and training skills when working with clients and leading teams.
Ellington began by addressing the importance of preparation in conquering stage fright and delivering powerful presentations. Quoting the philosopher Archilochus, he noted, “We do not rise to the level of our expectations; we fall to the level of our training.”
Ellington advocated for an 8:1 preparation ratio and also advised against memorizing scripts word for word. Instead, he recommended writing out key points, then refining them to ensure clarity and impact.
His pro tips included developing a pregame ritual, using positive visualization to avoid catastrophizing, and finding a coping mechanism to combat stage fright.
“When you get on stage, start by asking a question,” Ellington said, highlighting the power of audience engagement in easing anxiety.
The importance of clear communication was illustrated by the “Whole-Part-Whole” technique, which helps speakers organize their thoughts and present their content in a logical, cohesive flow. This method involves outlining the big picture, breaking it down into key points, and then concluding by revisiting the overarching message.
Ellington also shared the 7×7 rule for slide presentations — no more than seven bullets per slide, with no more than seven words per bullet — helping presenters maintain clarity and avoid overwhelming their audience.
Commanding a professional presence, moving intentionally, maintaining eye contact, and avoiding apologies were urged by Ellington. “Lead the room, set the rules of engagement, and handle negatives. Control your environment.”
In conclusion, “sticking the landing” was Ellington’s call-to-action. He left attendees with the words of Lilly Waters: ‘The success of your presentation will be judged not by the knowledge you send but by what the listener receives.’”
