eXp Realty’s highest-performing agents were celebrated in an exclusive day-long Top Producer Mastermind session at EXPCON on Thursday, which brought together the crème de la crème of eXp Realty agents from across the globe.
The Top Producer Mastermind provided attendees with an opportunity for collaboration and growth and was hosted by eXp World Holdings Founder, CEO, and Chairman Glenn Sanford, eXp Realty Chief Growth Officer Michael Valdes and eXp Realty Chief Strategy Officer Leo Pareja.
Adding to the conversation were leadership and productivity coach Jon Cheplak, and keynote speaker and real estate analyst Mike DelPrete. Their insights gave a well-rounded perspective on the industry’s latest trends and strategies.
This highly sought-after event was exclusively designed for eXp Realty’s Top 50 agents who consistently demonstrated exceptional production in 2022.
Glenn Opens the Session
Glenn opened the mastermind by saying, “At least 25% of people in this room are doing something different. When I was an agent, I was doing SEO early. Other agents were doing new things, too. But, there is not one right way to do this business. It doesn’t matter what your business is, but you need to lead generate and build and coach your team. Plus get a mentor to help you coach outside of the box.
“Figure out self management and tools to think like an entrepreneur. Where can you learn from and what can add value? All of you are the best of best at eXp and we are here to learn together and I plan taking some ideas home myself.”
Topics were tailored by the top producers themselves, ensuring discussions were pertinent to the challenges and subjects that mattered most to them, including:
- Team building
- Lead generation
- Financial management
- Coaching and development
Mike DelPrete’s Q&A With the Audience
He started his talk by saying the company who is best positioned to survive is the one who is adaptable.
“Think of it like a cruise ship. If it gets too close to shore, it will need help. But a canoe? Probably not. It’s the small companies that are agile and make decisions quickly – they are the ones who will do well. When I look at eXp compared to brokerage peers, they are slashing costs. When I look at eXp, they are increasing their investment. It’s about speed, decision-making and adapting.”
“We’re in a slowdown, but there will still be 4 million existing home sales this year. That’s a lot. It is a fantastic time to gain market share.”
“Everyone is taking a pause. It’s a fintech play — it’s cash. (Real estate companies) are figuring out how to take advantage of the situation and in the next 12-16 months they will come out of the turn and accelerate. This is separating the wheat from the chaff. It’s worth paying attention to them.”
“Now is not the time to invest heavily in AI. Now is the time to invest heavily in fundamentals.”
“eXp has a big headstart and the power of scale. If eXp stopped executing new initiatives, then it’s time for a serious chat. But being here for the past few days, it’s been really interesting. The eXp Exclusives and Opendoor partnership … eXp is doing a lot of things at speed, at scale.”
Jon Cheplak Presented on Principles, Integrity and More
Jon Cheplak, a leadership and productivity coach, was a real estate agent for over 27 years, so he knows the challenges, the language, and the experiences of being an agent. He gave shared his observations.
On choices: “Thoughts, habits, priorities. You’re going to make choices and the choices you make will determine who you are. It’s the number one thing that’s going to be tested.”
On going back to basics: “Knowing what you know now, what would you have done differently 18 months ago? Today you’re back to the basics, but why did you leave? Today you’re talking about interest rates and your inventory. Why are you focused on things you can’t control?”
Observing the challenges: “Being a third-party observer, I can see behind the curtains. I can see the cracks and I can see the crevices and I can see the holes. I’m in the trenches every day. People are reaching out. But here’s the thing: You’ve got to become obsessed with the process. I want you to go back and I want you to lose your goals for the last 90 days.”
What you can control: “The answers are right in front of us, but we want to look past them and overcomplicate it. You’ve got to obsess with the process. You can control the process, you can control your mindset. You can control the action steps that we take today. You can control your discipline today. You can control your consistency today. You cannot control the outcome.”
Characteristics of a leader: “There are three critical attributes of a leader: humility, vulnerability, and transparency. And a lot of times when I start working with leaders who want to grow, that’s the first thing I’ve got to break down. What you’ve got to do is you’ve got to look at your identity. Where are you when you’re taking a look at your character? What are your thoughts? What are your habits every day and what are your priorities? Let me give you tip number one: Get out of the ivory tower.”
On being in control of your message: “You need to know what your top three core competencies are. I’m a copywriter. I like to write. I’m a marketer. No one’s ever touched a single one of my social media posts and they will never write an email for me. You’ve got to come back down into the process.”
On health and wellness: “As your health goes, your business will go or it will not go. Just go back and do something a little bit better, a little bit more for your health. And for the leaders here, if you make a change in your health, you’ll increase the production of the company just by the example you set.”
Being obsessed with outcomes: “When you’re obsessed with the outcome and something goes a little bit sideways, they’re a distraction.”
On what motivates you: “You need to be motivated by the wins and you need to be motivated by losses. You need to stop judging, you need to operate neutral. And that neutrality is motivated by the wins and motivated by the losses.”
On integrity: “It’s not about the market, it’s not about interest rates, it’s about having integrity and character.”
Three things to have: “Here are three things you need to have right now. Number one: Principles. Number two: Standards. Number three: Skill building. These are the three that are going to carry you through.
“Principles are law. Personal responsibility, accountability, commitment, and contributions. That’s my law. That’s what I always come back to.
“Your standards today are not the ones that are written down or that you say that you have or that your agents have signed. Your standards are behavior.
The third one is skill building. You can’t build skills with people who have not even done a body of work that you can measure. It’s constant skill-building over and over and over.”
About brand: “I’m sorry to tell you that your pretty pink color, your blue color, and your perfect fonts are not your brand. Your brand is how you live according to the principles, the actions you take consistently, according to your standards and the consistency of your skill building. That’s your brand.”
Lastly: “Tiny hinges swing big doors.”
Jon then facilitated the audience to take part in mastermind conversations around:
- Team building
- Lead gen
- Financial management
- Coaching and development
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