I want to share a quick story with you guys so you understand why I'm so passionate about the benefits of Revenue Share.

My parents are high school sweethearts, and have been together for 60 years.  As many of you know, my mother has been sick with Alzheimer's for many years now.  Throughout her illness, my father has been by her side, taking care of her every need.

Anyone who knows my dad would agree that he has always been somewhat superhuman - a seemingly unbreakable titan, who has always sacrificed to take care of his loved ones.  His father lived by himself until he was 94, and admittedly, I never really gave any thought to my dad's mortality.

In August of 2023, I was having a late dinner when I received a call from my brother.  Given that he was 3 hours ahead on the East Coast, I was immediately alarmed, thinking something had happened to my mom.  Unfortunately, the call was for a reason I had never expected - my father had had a massive stroke and was in surgery.

The next morning I flew back to NY to be with my family and help out.  I had absolutely no idea what I was walking into.  I brought 1 week's worth of clothes with me, and ended up being there for 3 months.  

I stayed with my dad in the hospital for several weeks, and my brother and his family took care of my mom.  Fortunately, my dad recovered from the stroke, but it took months of physical, occupational and speech therapy.  Unfortunately, he never really let us know how difficult and stressful it was taking care of my mom 24/7 (which is obviously what led to his stroke).  His absence during his recovery greatly impacted her, and her condition worsened dramatically while I was there.  The whole situation was an absolute nightmare for my entire family, and many times took us past our breaking points.

During the 3 months I was there, I was barely able to work.  Taking care of both my parents simultaneously was a 24/7 responsibility, even with help.  Fortunately for me, I had Revenue Share coming in that entire time.  Without it, I would have been in a very precarious situation.

This traumatic event is why I'm so passionate about Revenue Share, and situations like this are why so many of my partners and colleagues at eXp are as well.  Ask yourself - What would happen if something like this happened to you?  Would you have to choose between taking care of your parents and supporting yourself and your own family?  What if YOU were the one who became incapacitated?  What would happen to your family if you weren't able to provide for them?

In telling you this story, I'm not looking for sympathy - I'm hoping it inspires you to take action, and secure your future so that you can handle whatever life throws at you.

Successful recruiting starts with the right mindset.

You have to "believe in what you’re selling".  If you don't genuinely believe that switching to eXp would be a good move for the person you're speaking with, you shouldn't try to recruit them.

Come from a place of service / helping people.  

Be confident.  You're calling these agents to give them a winning lottery ticket - if they don't want it, it's THEIR loss, not yours.

“Recruiting” is not a dirty word - you’re helping people dramatically improve their lives.

Always maintain posture - you're the Alpha on the call - you're the one who made the smart decision to join eXp, and you have something they want (whether they know it or not).

When you're talking to agents about eXp, your goal isn't to recruit that agent to eXp.  eXp may not be the right fit for every agent.

Your goal is to get the agent to take a real look at eXp, so that the agent can make an informed decision about whether joining eXp would benefit them, based on their priorities.

You can say everything right, and do a perfect presentation about eXp, and they might still say "no" - that's ok!

Everyone in sales has heard the expression "Don't take no for an answer".  Most salespeople interpret that to mean that "no" is an unacceptable answer, and you should keep pushing until you close them.

When it comes to recruiting agents, sometimes "no" IS an acceptable answer.  Every agent is different when it comes to their goals, values and priorities, and what eXp offers may not resonate with everyone.

However, you should never just take "no" for an answer without understanding WHY their answer is "no".

For example - if you talk to an agent and ask if they would be open to having a conversation with you about eXp, and their response is "no, I'm not interested", don't just say "ok...sorry to bother you" - find out why they aren't interested.  Ask something like "Ok...if you don't mind my asking...have you looked at eXp and was there something about it you didn't like?"  

By asking WHY their answer is "no", you will flush out their objection(s), which more often than not turn out to be factually incorrect.  Once you know what their objections are, you then have the opportunity to handle the objections.  Otherwise, you could be missing an opportunity to convert someone.

When most people are "comfortable" they are not likely to leave their comfort zone, even for a better opportunity.  The better opportunity is speculative, and they're afraid to lose the good thing they have.  On the other hand - everyone tries to get away from pain.

CLICK HERE for a detailed explanation on the process of persuasion.

The most important thing to understand about Agent Attraction is that it's a PROCESS.  

If you want to be successful at attracting agents to eXp, it's critical that you follow the process EVERY time.  Think of it like baking cookies...if you skip a step or leave out an ingredient, they're not gonna taste right.  The same holds true for agent attraction - if you skip steps in the process, you're not gonna get the results you're looking for.

Recruiting agents often takes a long time.  Most agents you approach will say no at first, and even the ones who are interested often won't jump right away.  Many of the agents I've brought into eXp took YEARS to make the move.

Don't get discouraged if people keep telling you "no" - that's totally normal.  Just be sure to follow-up so that when/if they are ready to make a move, you're the one who's still in front of them.

The important thing to understand is that this is always going to happen on THEIR timetable - not yours.

When attracting agents to eXp, you're going to get rejected...a lot!  I've probably been rejected more times than all of you who are reading this combined - times 10!!

Agent attraction is a contact sport, and a numbers game - you're going to have to take a lot of at bats to get a hit.  The good news is - your batting average doesn't matter!  You can swing the bat as many times as you want.

If you want to grow an organization that could dramatically change your financial situation for the better, speak to as many agents as you possibly can about eXp.

As I mentioned above, most agents are going to say no...at first.  

You should all write this down on a sticky note and keep it in sight:  "No = Not Now"

When someone tells you "no" - don't give up - even if they say they would "never join eXp".  I personally know several dozen agents who swore they would never join eXp...and now they're here.

Agents' circumstances change all the time.  You never know when/why an agent may change his/her mind and be open to a conversation about eXp.

Just as with real estate sales, follow-up is critical when it comes to recruiting.

My personal motto has always been "Merciless and relentless follow up - I follow up until 1 of us dies, or they join eXp (under me or someone else)."

That being said, it's a blurry line between persistence and being a pest.  One way to solve that dilemma is to ask the prospect:  "When does it make sense for me to follow up with you again?"  That way, I'm not being a pest - I'm just following the instructions they gave me.

As for the frequency of your follow up - there are no absolute rules / guidelines.  Personally, when someone tells me "no" - I wait either 6 months or a year to follow up with them again, depending on how the conversation went.

This is one of the fundamental rules of sales.

Whoever is asking the questions controls the conversation.

Spend less time telling your prospect about eXp, and more time asking questions to get to know your prospect.

The more you know about your prospect, the more tailored your presentation to them will be

The more your presentation focuses on your prospects specific needs/wants, the more effective it will be.

Don't ever assume anything about your prospect.

For example:

• Don't assume that they are interested in making more money.

• Don't assume they would be better off at eXp

• Don't assume that they would attend additional trainings if they were offered

• etc.

Ask direct questions and find out the info

This is one of the best pieces of advice on recruiting I've ever gotten.

As I stated above, every agent is different, and has different goals, values and priorities.  The last thing you want to do is start "puking" eXp's features and benefits all over an agent without first finding out what's important to THEM.  Otherwise, you could just be wasting everyone's time, including yours.  We call this "prescription without diagnosis".

For example:  You might think that Revenue Share is the greatest thing since the invention of pizza.  Your natural inclination will be to talk about it as much as possible.  But what if the agent you're talking to has absolutely no interest in Revenue Share, or worse, despises the idea of trying to recruit other agents to eXp.  Without even realizing it, you could be completely turning that agent off to the possibility of joining eXp.

You always want to focus on the person first - what's important to THEM - their goals, values, pain points and priorities.

AFTER you've discovered all that information, then you custom tailor your presentation (explaination of eXp's features and benefits) to the particular individual.

Resist the urge to talk about why YOU joined eXp.  If an agent asks why you joined, you can answer, but BE BRIEF.  

Remember, what's important to you might not be important to them - immediately shift the focus back to the agent you're talking to by asking questions.

This is one of the most powerful sales techniques that exist.  

You never want to just disagree with someone, or tell them "you're wrong".  This will make the situation adversarial, and make them more likely to "dig in" and defend their position.  What you want to do is show them that you're listening to them, and understand where they're coming from - even if they're "wrong".

When a prospect says something about eXp that you know to be incorrect, or just gives you an objection, say:  "I totally understand how you feel.  I felt the same way.  But what I found was _________" - then you provide them with the correct information.   This will make them much more receptive to what you have to say.

For example:  Agents tell me all the time that they aren't interested because they are happy at their current brokerage.  When they do, my response is:  I totally get it.  5 years ago, that's exactly how I felt - I was really happy at my previous brokerage and not looking to make a change.  But then someone who cared about me insisted that I just take a look at eXp so I would know what I was saying "no" to, and it was the best thing that has ever happened to me.  

When an agent gives you an objection - e.g. "I'm happy where I'm at" or "I'm loyal to my broker", etc., the key is to isolate the objection(s) before you start handling them.

The way to isolate an objection(s) is to ask something like:  "Is there anything else?" or "Is that the only thing holding you back?"

Once the objection(s) is/are isolated and handled, at that point they should be ready to move forward and join.  If not, you know that there's something else they aren't telling you, and you need to dig a little deeper.

This is another basic rule in sales.  Logic makes people THINK - emotion makes them ACT!

It's not enough to just spew facts and figures at agents - you have to make it emotional for them through stories.

For example:  It's one thing to tell an agent how you saved "x" amount of money by joining eXp.  It's much more powerful to tell them how switching to eXp enabled you to pay off your house, or relieved financial stress that was threatening your marriage, or how you and your spouse very finally able to take your dream vacation.

If you don't have a good story that's relevant to the subject at hand, don't be afraid to use 3rd party stories (other people's stories).

This is something my coach used to always say to me.

You don't have to wait until you're an expert, and you don't have to know everything about the company before you get started recruiting.

The key to success in anything is TAKING ACTION.

Study this website, and give yourself a baseline understanding of the benefits of eXp, and then pick up the phone and start taking action.

You're definitely going to make mistakes in the beginning - no doubt about it.  But it's not the end of the world - just move on to the next one, and keep moving forward.

The first step when it comes to recruiting is to literally make a list of agents to contact.  

I recommend that you simply start with a clean sheet of paper, and just start adding names to the list:

• Agents you're friends with

• Agents in your phone

• Agents in your database

• Agents you've done transactions with

• Agents you’ve done showings with

• Agents you've met at networking events

• Agents you're connected to on social media - in case you haven't realized, there's an endless number of agents on social media - start connecting!

• Agents in the Realtor associations you're a member of

• you get the idea....

Remember - Don't Make Assumptions!  Never assume that a particular agent won't join eXp - put EVERYONE on your list.

Plenty of agents at eXp have made the mistake of not reaching out to an agent they knew, and then that agent joined eXp under someone else.  Given the 7-tiered system of revenue sharing - this can prove to be VERY costly. 

If you really want to build a downline, get this list up to at least 100 agents.

If you don't know 100 agents - get out there and start meeting more agents!  Here's some suggestions on how you can do that:

• Social media - this is one of the easiest ways to meet agents - just start following and interacting with them.  I do this every day.

• Realtor networking events

• Caravans

• Coaching events (Tom Ferry, Tony Robbins, Grant Cardone, etc.)

• Seminars

• Continuing Ed. classes

• REIA meetings

• Open Houses - don't stay too long - agents are busy during open houses - just set up a time to talk with them later

• YPN meetings

• etc.

NOTE - your list doesn't have to only include agents.  Everyone you know, knows agents you don't!  

You want to also reach out to people who can refer agents that you should talk to.

Other people to include on your list:

• Friends

• Family

• Influencers

• Coaches

• Investors

• REIA Owners / Members

• Affiliates

  • • Lenders

    • Title reps

    • Escrow reps

    • Attorneys

    • Appraisers

    • Home Inspectors

    • etc.

Once you've made your list, it's critical to put the people on the list into your CRM and/or some type of organizational system so that you can track and follow up with people.

"The best CRM...is the one you actually use!"

Organization System Options:

CRM (Customer Relationship Management System)

I use Copper.com

Spreadsheet

Calendar

Task List

** In my opinion, you should definitely use a CRM so that you can track everything in one place

TELL THEM ABOUT CRM GROW.

MAKE A SPREADSHEET THAT SHOWS HOW MY CRM IS ORGANIZED - THEY CAN USE THE SHEET - JUST ADD NAMES.

group your list:

• agents I know well / have a relationship with.  These are the people who when you call them, you name pops up in their phone.

• agents you know casually - they know who you are.

• social media connections

• agents you've closed transactions with

the goal is not to memorize, but rather internalize

Fanatical Prospecting - by Jeb Blount

Building an Empire - by [Brian] Caruthers

make sure you attend it - I go over tips, tricks, and best practices.  Also there to answer any/all questions.  Role-playing, etc.

include the date/time and the  link here

Before you reach your cap, you'll receive an email from me every time you close a transaction to congratulate you, and to remind you about Agent Attraction.  After you cap, I no longer see your transactions on my Revenue Share Dashboard, so I won't know that you closed a deal after that.

Remember that this is a relationship business - after every closing, you should always call the other agent to congratulate them.  While you’re at it, you should try to recruit the agent over the eXp!!

If you are unable / unwilling to speak with other agents about eXp - I'll do it for you!

Obviously, it's better (more effective) for you to speak with the agent yourself, especially if you know one another.  But if you're not comfortable recruiting agents, I'd rather do it for you than miss an opportunity.

If the agent joins eXp, he/she will be placed in your downline

To request my assistance with recruiting an agent - click the applicable link below:

Google Form - Prospecting - Agents on Your Closed Transactions

add the script I use here - "I like to actually connect...."

when/if you speak with them - set an appointment for a discovery call

See the Objection Handling page of this site

be sure to schedule your follow-up call (see below) DURING your eXploration Call

the presentation is essentially how you get them the info about eXp

There are several different ways of doing the presentation

this is my preferred method 

Just send them the link to this site.  In the email, tell them which sections to focus on specifically

Notes if they are going to send a video

• don't send a video until AFTER your discovery call - unless you've given them a reason to watch your video, they won't watch it.  Even if they say they will, they're most likely just being polite.

• don't send someone else's video!!!!  Make your own video - otherwise you risk your prospect wanted to name the person in the video as their sponsor - I've seen it happen!

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PLEASE DON'T TEXT ME - When requesting a 3 way call, please do NOT text me anything about the prospect - I get hundreds of texts every day - there's no way to track them and they don't sync with our CRM.  All you have to do is follow the process below.

PLEASE do NOT submit a request for a 3 way call until you confirm that the prospect:

1. has completed the licensing coursework (for unlicensed people)

2. has watched the video(s)

3. wants to have a 3 way call

** If any of these conditions have not been met, a 3 way call with NOT be scheduled

To a request a 3 Way Call with me - click the link below:

Google Form to Request 3 Way Call with Chris

As part of my concierge AA service - my staff and I will do all of the onboarding for you.

if you closed someone without my help, and they are ready to onboard - fill out this GOOGLE FORM - make a new form - Onboarding Assistance

eXp Agent Compliance - Agent Attraction Best Practices Guide

eXp Agent Compliance - Agent Attraction Prohibited Practices Guide

Revenue Share 101

Revenue Share page on This Website

Revenue Share FAQ's