Connor Steinbrook, an eXp Realty agent in Texas and founder the Wolfpack organization, gave a talk on Tuesday at eXpcon 2024 about how getting your first revenue share agent is not as hard as it seems. He has built a team of over 3,300 agents across 50 states and 18 countries. He said his key to success is rooted in a simple but powerful principle: duplication.
“Success in building a real estate organization isn’t just about recruitment – it’s about duplication. When you can teach others to teach how to attract agents, you’ve created a self-sustaining system that grows without your constant involvement. That’s where true freedom lies.”
Here’s how he breaks it down.
The Freedom Path Pattern: Three Levels to Success
Steinbrook outlines three levels of progression that agents should focus on to grow their teams:
Learn to Attract Agents — In this stage, it’s crucial to develop the skills necessary to bring agents into your organization. This involves understanding the value you provide and effectively communicating it to potential recruits.
Teach Others to Attract Agents — Once you’ve mastered attracting agents, the next step is to teach your team how to do the same. Duplication is key. Steinbrook highlights the importance of training your agents to not only recruit but to train their own recruits, ensuring growth across multiple levels.
Teach Others to Teach How to Attract Agents — This level is where true freedom lies. When you can teach leaders within your organization to teach others how to attract agents, you’ve achieved a self-sustaining system. This model allows your business to grow exponentially without needing your direct involvement in every step.
“Real growth happens when you focus less on recruiting and more on building leaders.”
Steinbrook attributes much of his success to studying patterns in business. By recognizing what has worked in the past and applying those strategies in the present, you can accelerate your success in the future. Steinbrook emphasizes that pattern recognition minimizes risk and helps you achieve your goals faster.
The Power of Duplication: Leadership and Development
According to Steinbrook, winning in real estate is not just about personal success but about building leaders within your team. The more leaders you develop, the faster your organization grows. This is the crux of the Wolfpack Organization’s success — Steinbrook didn’t just focus on his personal recruiting efforts; he shifted his energy to teaching his agents to recruit and lead effectively.
To drive this point home, Steinbrook created agent attraction masterminds, invited guest leaders to participate in calls, and provided live training sessions. These efforts paid off, as his team quickly grew from dozens to thousands of agents.
Strategies for Agent Attraction
Steinbrook used a mix of strategies to attract agents to his team, including:
- Leveraging warm market relationships
- Proactive and reactive social media engagement
- Networking at local events
- Podcasting
- Real estate investor conversions
- Training school partnerships
These strategies, combined with a relentless commitment to improvement, helped him attract 36 agents in his first six months.
Overcoming Challenges: The Warm to Cold Market Transition
One common challenge Steinbrook encountered was agents struggling after exhausting their warm market contacts. To remedy this, he teaches agents to develop a strong mindset around rejection and focus on improving their rapport-building and prospecting skills. The transition from warm to cold market is critical, and agents need to push through this phase to achieve long-term success.
The Rule of One: Small Steps, Big Results
Steinbrook encourages agents to focus on incremental growth. If each agent in your team attracts just one new agent per year, your organization can potentially double in size annually. This “singles, not home runs” approach ensures consistent growth over time.
Conclusion: The Long Game
Steinbrook leaves agents with a powerful message: Success in building a real estate organization is about persistence and resilience. Long-term goals are often derailed by short-term stress, but those who stick it out and continue to fight for their vision will achieve financial freedom. At eXp Realty, the opportunity is there for anyone willing to put in the work.
By following these principles and focusing on duplication, agents can build a thriving, self-sustaining business that grows for years to come.
