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Redefining Real Estate Success with Brent Gove

• Courtney Twiss

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What if negotiating your own commission could revolutionize the real estate industry? We've got Brent, a seasoned real estate agent with over two decades of experience, to unpack the recent NAR settlement and its potential to reshape the landscape for dedicated professionals. Brent not only shares his impressive career journey and insights from 34 years of marriage but also explains why direct commission negotiations with sellers can be a game-changer. This episode offers a unique perspective on how these changes will benefit committed agents, pushing the industry towards a more professional standard.

Feel the pulse of the real estate market as we bring you highlights from the Salem Build event, filled with stories of resilience and optimism even in the face of the toughest market conditions in 30 years. Our conversation is fueled by the belief in the cyclical nature of real estate, showcasing how persistence and seizing opportunities can lead to unprecedented growth. Learn from personal success stories that illustrate the expansive global opportunities available and catch a glimpse of the rewarding lifestyle that hard work in this industry can bring.

Tune in to discover the transformative power of mentorship and partnerships within the eXp Realty organization. We dive deep into the benefits of leveraging experienced leaders and the company's innovative compensation structure to drive financial success and sustainability. With inspiring anecdotes and real-life success stories, this episode underscores the supportive, collaborative culture at eXp and how it contrasts sharply with traditional brokerage models. Whether you're considering a career shift or looking to build a lasting legacy, this conversation offers a roadmap to achieving your dreams through the vast network and resources at eXp Realty.

Connect with Brent:
https://www.instagram.com/brentgoverealestate/
https://www.themodelexplained.com/

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https://www.youtube.com/@nowpodcastforreal

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Speaker 1:

I can't start the Zoom from my laptop anymore. Somehow I got logged out. I've logged in nine times and it will not start a Zoom from my laptop, so I have to do it on my phone, throw my phone in the other room and I'm having all kinds of fun out here.

Speaker 2:

We live outside Yosemite National Park. We know all about having to get creative with internet issues and stuff. We get it. Welcome to the Now Podcast Make Moves in Real Estate, episode 28. Is it 29? 28, maybe 28. 28 or 29. Gabby was 27.

Speaker 1:

It's like how old I am, I'm never sure quite how old I am, right yeah.

Speaker 2:

Right yeah, how old are we?

Speaker 1:

Yeah, there you go All right.

Speaker 2:

So we got Rango. He's been selling real estate in the Sacramento area since 1997, following in the footsteps of his parents, with over 4,000 homes sold and a history as the number 11 worldwide agent at Remax, a leader at Keller Williams, now with the XP Realty, he's a world traveler in-demand speaker. Author of Momentum, a guide for becoming a top agent. Super passionate about teaching agents to building lasting organization, leading a team of over 20,000 agents, I believe it's 45,000 now. Whoa, we're way off.

Speaker 1:

It's 45,000.

Speaker 2:

Oh yeah.

Speaker 1:

It's crazy. Nobody can surprise my mom but mom. But yeah, I'm shocked too. That's why my shirt says shirt says build and not sell. You know you gotta build the future, but keep going, you. You were doing good.

Speaker 2:

I was enjoying the, the write-up well, we pulled it from your online bio and it said 11,000. And then that was off. We looked at the Think Bigger podcast it said 20. And so we were like over 20. We didn't know 45. So here we go. But before we get into it, let's not negate your biggest achievement being married to your wife. How many years now 34.

Speaker 1:

This next month we're flying to Fiji and celebrating 34 years.

Speaker 2:

From his 1% Club media. I think you referenced it. Yeah, that's awesome. Welcome Brett In the house. Bring it.

Speaker 1:

It wasn't easy. She took her 19 years to train me, but she did it. Um, yes, baby, whatever you want, that that's how. That's how we roll now right.

Speaker 2:

Also, there's still hope for our husbands there you go.

Speaker 1:

That might be discouraging if someone's newly married, like two, three years in. Hey, in 16, 17 years, everything will be just fine.

Speaker 2:

Yeah, mine's pretty good too, actually. Yeah, you just got to wear them down.

Speaker 1:

I'm tough. It took her 19 years to wear me down. I'm on board. I'm on the Kathy ship. We're good.

Speaker 2:

Awesome. Well, let's get into it, because you are incredible. I mean, we have had the opportunity to meet you multiple times, see you speak, and you are nothing short of just a remarkable human being, number one and just an infectious source of optimism. I think, given the circumstances around the NARS settlement, what can you tell our listeners in terms of your perspective on things?

Speaker 1:

Absolutely. So you can be fearful or bold. I recommend bold. There's two great reasons you should be nothing but excited about this Three.

Speaker 1:

Number one all the weak agents who do a deal or two a year and they kind of you know they'll do a deal for their sister, their aunt, their uncle, their grandma or their grandpa or whoever, and that's cool, but you would have had that business. They're all going to go away. They literally won't know how to survive in this business. And so there'll be more business for the people who want to make this a profession business. And so there'll be more business for the people who want to make this a profession, not a hobby, not a lemonade stand. They want to give professional level service. And I know the aunts and uncles and grandmas and grandpas and moms and dads want to be nice to their niece or nephew, but the truth is they're risking their number one asset of their life. If you want to be nice to your nephew, take him to lunch. If you want to be nice to your nephew, take him to lunch. If you want to be nice to your niece, buy some books for college. Having them sell your number one financial asset is a big mistake. So that's number one. There's three reasons.

Speaker 1:

I added that that was a last minute addition there. But the two main reasons are this the big NAR thing says we want you to negotiate with the seller. I've been doing this almost 30 years. That was not possible. If you negotiated with the seller and they weren't your client it was Coldwell Bankers' client, REMAX's listing, century 21's listing you weren't allowed to negotiate with the seller. If you did and you were caught, it was an ethics violation and you get so many of those you can get kicked out of the board. You get kicked out of the board, you're out of business.

Speaker 1:

And so now the whole thing was we insist that you negotiate with the seller. So now you have to negotiate your commission. It's like, well shoot, I kind of like just getting what they gave me, like whether it was 2%, 2.25%, 2.5%, you know 3.75%, 3. And if you get a 3% or you're like, oh my gosh, it's 3%. Back when I got out of real estate, before these two were born, you know everything was 3%. Sometimes we saw 3.5% or 4% and it's been a race to the bottom, a slow race right, and now it's most MLS is the commission's two and a half. Sometimes you see one and a half too.

Speaker 1:

Now you get to negotiate with the seller and what that looks like, you guys, is you're going to call Courtney here, for example, and say, hey, courtney is your seller, you know, because they're not allowed to put it at the MLS anymore. Hey, you get that beautiful listing for $700,000 in the foothills. Is your seller cooperating? I don't know. I think so I go. Well, I got a buyer from LA. I got a buyer from San Francisco, san Jose, santa Barbara, some high-end buyer.

Speaker 1:

I am simply not willing to bring my client out on a thing. So if I were to take a job, a position with a company, I think we're going to pay you. I'm sorry, I would need to know. You know what's the sound she's saying please sell yourself. Well, it depends upon the offer. Courtney, you know I'm rolling by myself here. And and and what do you mean? Well, if it's a really good offer, then yeah, I guess we could do two and a half or three or something, but if they lowball, I might only do one or one and a half. Okay, brent, yeah, they're going to work with you. They're going to pay you something.

Speaker 1:

I'm like again, I'm not willing to show up with my amazing clients from L or Santa Barbara or San Francisco, san Jose. I mean they think what can you get in LA for $700,000? Or Santa Barbara or San Francisco? I said nothing. You can't get a beat up condo for $900,000 and you have five acres and a 4,000 square foot home or whatever it is that you have. And I said I'm not willing to do that. So call them back and find out what they're willing to offer. And she calls back yeah, they'll do two and a half percent. I said that, okay, wonderful, thank you. Tell my monitor. My clients are paying cash or they're putting conventional a quarter of a million down. I'm not willing to work for 2.5%.

Speaker 1:

So you're negotiating with the seller. You say I get seven other listings and then you reverse the FOMO, reverse the FOMO. I get seven other homes here. I'm simply not going to bring them to the house unless they pay 4%. My fee is 4%.

Speaker 1:

The whole point of the NARS settlement is there is no fee. It's not 1%, it's not 3%, it's not 7%, it ain't 15%, it's whatever it is. My fee could be 20%. I could literally earn a $100,000 commission on a $500,000 sale. My fee is 20%. You want to sell a house 20%, I mean you could be whatever it is. In the absence of value, it's all about the money.

Speaker 1:

I have a client from LA. I have a client from Santa Barbara. They're paying cash. My fee is 4%. If they're willing to pay 4%, I'll be happy to bring my clients by. Okay, let me call you back. Okay, brent, they'll do it. 4%. Wonderful, I'll send over my commission agreement up front.

Speaker 1:

Get it signed in writing that if XYZ buys this home, you're paying 4%, regardless of where the purchase price ends. It's got nothing to do with it. And all of a sudden, instead of getting 2.5% on every deal, you're now getting 4%. I'm excited. I'm the narcissism man. It's an 82% pay raise. If you have the Huevos I don't know what the word is, but if you have the courage to do this, you're getting an 82% pay raise. That's the difference between two and a half and four. Very few MLSs have three. If you have three, it's still a big difference, and so you know. That's why. What was my other point? I forgot the other point. It'll come to me.

Speaker 1:

But being able to go shit directly with the seller and being able to, I'll say this and I'll give it back to you guys. I have one. You can go to H&R Block. They'll do your taxes for $150 or whatever. I pay my accountant every year like $6,000. Why not go to H&R Block? Because there's so much value with my accountant, I gladly pay him 30 times the fee.

Speaker 1:

I have one CPA or one attorney who did my state planning. I think he was 600 bucks an hour. I have another Washington DC tax lawyer I use for international corporation. He is like 12,000 bucks an hour and I paid him 12,000 bucks an hour because he was invaluable. So did he take advantage of me? No, we had a choice and that's the whole part of NOR. Sellers need to have a choice. We need to have a choice. You can negotiate what you're worth. If you think you're worth minimum wage, go for it. Anyways, I'm done. I'm excited about this whole NOR thing. The pros are going to do really well and those of you that are committed to this let me lower my screen there those of you that are committed to this industry will learn how to do it.

Speaker 2:

You tree will learn how to do it. You're going to learn how to do it and show that you're invaluable to your clients, like what you were talking about. Yeah Well, I love that and that's one of the things. We went or I went and I saw you at the Salem Build event and came away from it feeling this huge sense of hope and optimism and excitement, just like we always do every time we hear you speak at any of the events, and I wanted to make sure that we brought some of that to this podcast so that others can feel your magnet, your magnetism, basically, whether it's in production or I mean, let's be real, you're wearing a shirt that says build. You have built an empire.

Speaker 2:

Here's a question I'm going to imagine. People have asked you Okay, so you're 45,000 agents. Of course you're optimistic, you're killing it right now. You're doing so great. But for me, I think, the window right, you caught eXP just right, and now there's shiny objects and some other options. I'm ready. That's probably the better route to go. What would you say to that? Because we hear it, I'm sure you do.

Speaker 1:

Oh, absolutely. I mean average people say average things all the time, and even good people will say average things all the time. So here's the deal. There are about 100,. Well, there are 218 industrialized nations in the world when you start searching around. Well, how many agents and brokers are there in the world exactly? India has 2 million agents and brokers. One of these 218 countries. India has 2 million agents and brokers one of these 218 countries. Best estimates put the agent broker population goal at 20 million. We're going to have a million, which means 910,000 aren't here yet.

Speaker 1:

It's low tide in the real estate market right now, as in the tide has gone out and if you've ever been to San Francisco or San Diego or Long Beach or somewhere where the tide goes out and you're sitting in the harbor at those restaurants and you see, sometimes you'll actually see the mud and an old tire and maybe a fish kind of flopping in the water and the mud and maybe a stolen bicycle. Someone threw over the edge and it's just nasty. It is a low tide moment in real estate right now. It is the worst real estate market in 30 years by far. This is so much worse than 2008, 9, 10. We had short sales and REOs to sell. We were selling them like crazy. There aren't any, there's hardly any REOs. There's a few short sales, there's a few REOs, but not like that. And then sellers really aren't selling, buyers really aren't buying. It's a recession of units. 40% down between the pay raise at any. Whether you work in a coal mine or you work for Google, you take 40% of people's income just on that merit and really what's happened is that 40% the people who are killing it are still killing it. They haven't taken any drop at all. So there's some people who are down 50% and 60% and 70%. In other words, they were selling 20, 50% and 60% and 70%. In other words, they were selling 20, making a living. Now they're selling seven and when you take away 13 sales it's impacting them. So the agents are suffering. And my third market correction it's giving another six to 12 to 18 months. I don't know how long it'll take. We get through all of them.

Speaker 1:

The one in the 90s didn't feel like it would ever end. My mentor in the 90s, by 1999, said I can't take it anymore. I quit, I'm out, I'm exhausted. And he wore a suit. His name was Fred Wilcox. He looked like the CEO of Nordstrom's, fred, answered every real estate question Fred, what about this Fred? What about that Fred? What about this Fred? What about that? I wore him out, I was nude. I was asked a million questions in the 90s and my hero gave up in 1999.

Speaker 1:

You know what happened in 1999? The market took off. It just clicked and went on this run to 2008. It went on like an eight or a nine-year real estate. It's cyclical and there's this huge boom and I went from maybe I'm in the wrong industry to selling 427 homes every year and it was amazing. And then, of course, it crashed again and everyone's given up and some people bought the REO game the short sale game and it was a much better way to survive. And by 2011, it exploded and went on the run like we have never seen until about 2022. And in 2022, it just hit the brakes. The COVID exploded prices and then things really slowed down in 2023 and 2024. The industry shot up. The feds wanted to cool it off. They hit that goal. And so here we are, and so I'm saying this agents have been more open to making a change. Recruiting's never been easier.

Speaker 2:

Oh no, there's several things. We'll stay on the wake. If you get back on, they got it. I don't know, but the best thing I heard was average people say average things. Mm-hmm, my love is, that's how I feel. Yeah, I said it way better when we were talking about the term settlement.

Speaker 1:

You're way better when we're talking about settlement. You're back. We got muted. I'm sorry about that. I'm here having an internet issue. Today. It is a beautiful day and in fact, I'll show you. So what the heck?

Speaker 1:

This is a casual impromptu. Um the old, I never lived out in the caribbean. When I worked for remax, it was the number one agent, the state state of California. We're out for Keller Williams and I'm one of the top agents. But this is what life is like now. I have 50 of my friends that moved out here with me. We live on an island.

Speaker 1:

It is absolutely stunning. We're all going to dinner tonight having fun. The beach goes that way for miles through the jungle. You could ride horses on the beach um swim with the turtles and the dolphins. It's amazing. But, uh, that's you know, someone's got to live here and so there you go. But you, you worked hard, yeah, so I worked hard. Yeah, I'll say this I'll give it back to you guys. A, we're going to you guys. A, we're going to go to a quarter million really quick here, which means there are about 160,000 that are going to come in the next two or three years, if you're like.

Speaker 1:

Well, I'm too late. First, we were too early when I joined. Oh, no one's heard of VXP. Now everyone's heard of VXP. Well, which is it? No one's heard of it, or everyone's heard of it? And everyone has their reasons why. And you know, if you're Steph Curry, they don't want to leave you the Golden State Warriors and have you go to the Lakers, right. If you're a famous baseball player, they don't want you to go to the Red Sox, they want you on the Yankees. Or if they don't want you.

Speaker 1:

So everyone I'm Coldwell Banker, I'm Reembex, I'm EXP. You know what you should be about your future, your kids. And the best way to acquire a future, to build leaders, legacy and leverage is at EXP. Because I have friends who have $3, $4, $5 million worth of stock that never happened at any company. And then they get revenue share. Some of it is just $10,000 company and then they give you revenue share. Some of it is just $10,000 a month, $5,000 a month, but how much is your house payment? That's pretty good. I think by my fifth month it was $27,000 a month because I treated it like I do everything Very intentional, very purposeful, and I'd be happy to come up with a custom plan for the two of you where you could really apply yourselves.

Speaker 1:

And half of success in life is showing up with passion. Passion is infectious, passion and purpose. And you live by your calendar, not your emotions. And I did this when I was just selling homes. It was in Sacramento, where I'm from. It gets to be 112 degrees, 150. I did open out. I never canceled Come, come to the lake, let's go water skiing.

Speaker 1:

I didn't go In the wintertime. It's storming, the wind's blowing sideways with the rain, I mean, it's coming out of buckets. Hey, let's go snow skiing, let's go to Tahoe, we'll get fresh powder. I never went. My calendar says I'm doing open house Saturday, I'm doing one Sunday. This is what I did. But guess who had the freedom Monday through Friday to go water skiing and snow skiing? I did. Guess, who was a league coach, the soccer coach. Guess, who went to men's camp at my church, because I had the time to go and I put in what was important to me, which is, for me, god, first my faith, and then my wife. I didn't marry my kids. I married my wife and then my kids, and then everything else comes. You got to have priorities and you live by your calendar. Time block Real estate didn't do anything to your life. You didn't have good boundaries and you let it dominate you 24-7, and real estate will expand and fill every second you're willing to give it. The work is in this.

Speaker 2:

You got to walk away and trust God and not be a workaholic. Amen, hence the. I'll have it right here the book Michelle and I read and we had on our podcast a couple of weeks ago the author for 12 week year and it kind of along that same line with the time blocking and really watching your time, I have a propensity to just keep working, and working, and working, and working. It's hard to create those boundaries sometimes.

Speaker 1:

Give everything less time. Give everything less time and you'll be more effective. It's like well, if I throw more time at it? No, give it less. And you're like focused light. Instead of a flashlight, you're a laser. It's a big difference.

Speaker 2:

Well, we could all get stuck in just doing busy work. It's doing the right things, you know, that are going to produce the results. So I think that's where we're getting even better at is just doing the right activities specific to attraction and production so well, and I, you know, I believe in this model. And here we are nine, 10 months in from moving the brokerage over, and my revenue share is finally I can see an average and it's more than my mortgage a month, and so that is.

Speaker 1:

There you go. This is at a low tide moment. I know this is at a low tide moment. Imagine if the market was booming. It'd be way better.

Speaker 2:

So I'm super excited to hear that. It is very exciting and we have some really good mentors in our organization to you know to learn from, but we are going to take you up on a personalized some time. It's like getting over the transition and then finding our footing in this world. So what I definitely have learned is to just not reinvent the wheel. Do what you've done. Make the calls on Friday afternoon from one to three or whatever it is. So just learn from the people like you, Do it your way do it your way.

Speaker 1:

Yeah, I, I copied liz elizabeth riley, gene frederick, rob flick and she the fairs around, the four people helping me. You guys have randy bird don yokum, uh, um, uh, maybe, uh, um, oh, my gosh, tom daves, I'm not sure yeah.

Speaker 1:

Yeah, yeah, and I will help you. I got a message. You guys want me. I'm there, I'm a text away. It's like how do you do it? 45,000 people, I have a lot of leaders Build that's the first thing. We build Leaders, right. And then you build a legacy and you have leverage. You know the world doesn't circle around me, you know, and so I'm building up leaders. I have time and I, you know, sometimes if I'm busy I'll say I can't, but it's pretty easy, I have time. I would love to help you guys and anybody else.

Speaker 2:

Yeah, with your view of where you are. I'm like here he is and he just dropped everything. He was like, I'll do it at two. This was less than what 24 hours ago, jumping on to that, Appreciate it.

Speaker 1:

Every day. I'm so busy. I built something that exists. If I was selling 60 homes a year I'd be busy. I'm about as busy as someone selling 20 homes a year. It's a nice cadence. I just came from the gym so I mean we've got dinner plans tonight with Carlos and Rosemary. They're an amazing couple from the Dominican Republic. They have 3,500 agents and brokers now in Florida and they'll have 35,000. And so this we're going to have a million. No one's ever done it. The biggest thing we've ever gotten, I think it was Keller Williams with 180,000. We're going to have a million because every eXp agent is an owner through the stock award system and then because we own, they share revenues with us.

Speaker 1:

I think by my fifth month it was 27,000 a month. By my 13th month it was 55,000 a month. That $600,000 a year. I was 52 when I got an eXp. I did not have $55,000 a month coming in from my rentals. I had rentals from my stock. I have dividend paying stock. I owned storage units. I have VC. I got a quarter million dollars into a VC company. But when I look at the cash flow, not even close to $10,000 a month and all of a sudden, by my 13th month it's $55,000 a month. And then all my friends from other brokerages it's sustainable. They were told it wasn't sustainable. It wasn't. Four months later it doubled to $118,000 a month.

Speaker 1:

This isn't like everything you've ever done. And then when Courtney and Michelle will fight for you, they will come to work for you. You don't pay them, you succeed. They get paid by EXP Corp stock and revenue share. I come to work for them. If I help you, I help them. It's like a cult of love boat the exp love boat. We help her. It really. It really adds the agents together. A cold will banker. You just hung your license there and you went to work. The remix I hung my license there, fine, fine brand. I went to work. This is different and don't be collided. Learn about it, understand it, because people are willing to work for you. You don't have to pay, and that is a big deal. Talented people.

Speaker 2:

Well, and I wasn't planning to touch on this, but I'm going to throw it out there anyway. So eXp and Real one of the main differences I think that we should maybe hit on is the whole sixth and seventh level. That's missing from one model versus the other. Do you have any thoughts on that, because to me that's pretty significant.

Speaker 1:

Yeah, it's this simple 57% of the income as you build an organization will come from level six and seven. So that's a 57% haircut forever if you go to real. But it's easier, great, have an easier time making 57% less. I talked him from going Berkshire, hathaway, compass, sotheby's and, trust me, I worked for Keller Williams. I talked him from going Berkshire, hathaway, compass, sotheby's, century 21 to Keller Williams and it just was so much easier at Keller Williams, I mean at eXp, it was way easier at eXp.

Speaker 1:

So what? They say, yeah, you'll never get there. You'll never get there. I mean, so few people get there. So you want to go work for a company that A is going to pay you 57% less if you get there forever. And we're talking about big money. For me it'd be millions and millions and millions and millions of dollars. That's 57%. And for the rest of us, oh, yeah, I realize, for you it's just $500,000 a year, maybe not millions. A million, yeah, just a quarter million a year. I'm sure you don't care about that. But here's the deal. They'll say A they're going to pay you less. B they don't believe you can do it. Listen to me, I believe you can do it because Courtney and Michelle are going to help you. I'm going to help you.

Speaker 1:

You don't even know Don Yoakam. Meet Don Yoakam, the guy owned. He was the largest owner of Keller Williams in North America. He is so strategic, he's like Elon Musk of EXP. You got to meet Don Randy Bird, my favorite Keller Williams team leader of all time. He's my brother from another mother. We golf the world together. I'm going on an eight-day Caribbean cruise with him next week to celebrate his 60th birthday and he's got the energy of a 59-year-old no, I'm just kidding, I hope he's got the energy of a of a 59 year old. No, I'm just kidding, I hope he's watching, I'm just. But he's got the energy of a 30 year old. He's 60 and he's a part of that team.

Speaker 1:

There are people you don't know yet. Don tom days was the number one keller williams agent seven times since 17 years, globally not in his city, not in his state or his region in the world. He has seven plaques from Kellyn's number one in the world. He will help you. Go meet him. Meet Tom Daves. Meet Don Yoka. Meet Randy Bird. You already know Courtney and Michelle. You're getting to know me.

Speaker 1:

We work for you. You don't pay us. You succeed and so we believe you can get there. I have so many people that have level six and seven, so A we believe in you. We're not saying yeah, but you'll never make it. So if you want to go work for a company like that, you deserve them, you know. I mean, I don't know how else to say it right, you know. So that's the difference between us in real and then we're. You know, we had a 10-year head start on them. If you want to go back in time 10 years, they're not growing in Hong Kong. They're trying to succeed in the US and Canada. They're not growing in Spain listing mansions in Monaco and in France and Italy and Spain and the UK and Australia and Lisbon, portugal. I mean we're in 24 countries around the globe.

Speaker 1:

I'm doing a deal with Panama, where everybody's moving over from a major brand. If I would say the deal's not done yet, but I mean you're working on wherever you live, right, destin, florida, and I'm working on Panama. Now what's that got to do with me? You tell somebody you know somebody in Panama. You'll tell somebody you know somebody in Israel. We're in Israel. We're in Hong Kong, we're in Dubai. You'll tell somebody, you know somebody in Dubai or Mumbai and you're all of a sudden I have hundreds of agents in India selling real estate. We'll help their client, a small resort and our agent made the referral and the referral fee was 1.2 million dollars. So 25 referral fee and like when I was just at remax, at kevin williams, it was all sacramento, sacramento, sacramento. And hey, I'm a sacramento, send me a referral, send me a referral, I send me a referral, I'll give you 20, I'll give you 30%. And that was the build your database, sell, build your database, sell. And so few people ever sell their book of business, their database.

Speaker 1:

My parents worked 55 years as brokers, last 30 for Cobol Banker. They finished, there was nothing to sell, they were old and tired, they were in their mid-70s, their clients were done. Everybody to sell. They were old and tired, they were in their mid-70s, their clients were done, everybody was kind of done. And it's been 15 years ago, 14. They haven't got $1 from Coldwell Banker. 30 years, not $1. So build a retirement, build a future, build legacy and leaders and we'll do it with you. So that is the difference. And Real's a fine company If you want to make 57% less and say, but you'll never get there. That's what they say. So few people get there. So if you want to, that is the difference, just candidly.

Speaker 2:

Well, and I'm already getting someone on the sixth level and I only have 40 people total and we're already going that deep. You've been here nine months.

Speaker 1:

You've been here nine months. Let's say I was that person for you. I told 25 people in my first five months. So that would be 25 on your seventh level within five months. And then I think today I have, I have I think I have 88 on my first level. I've been here seven years referred 88 people. I'd be fired if I was a team leader for Keller Williams or a salesman for Remax. That's pathetic, but I own it. No one's going to fire me. And then they told people I think there's 490 on my next tier and they told people it was about 1,800 on the third tier. And then it starts going into the thousands and thousands as it goes.

Speaker 1:

But all those you only get paid on seven, my 45,000 who want to be here, eight, nine, 10, 11, 12, 13, 14, 15, 16, 17. Forget about not getting to level six and seven. I probably got 70, 80, 90 levels Like, come on, you're going to get there and that's where people are misled and you'll be trapped. You'll have an organization of 500 people or, if you're really blessed, 5,000, totally doable. But you'll never get paid on 57% income because the people on level five at real have a level six and it grows exponentially, like each lever gets way bigger and they'll be there. But you won't get paid and they can't fix the model because if they do, they have to open up a level six and seven and take all the money from levels one, two, three, four and five and shove it into six and seven. They're taking money from their agents and so that will not go forward.

Speaker 2:

You heard it. I know I'm like it's a company that doesn't believe in you so it doesn't pay you. I shouldn't say that as being negative, but there are.

Speaker 1:

I mean they pay you. And, by the way, if, even if all that wasn't there, let's say they had a level six and seven, it's still 25% less because our cap is 16 versus 12. So there's 25% less revenue share to be shared. So, no matter what, out the gate, day one it's 25%, and then as you grow and get huge, it's an additional 57%. On the agents you don't get paid on level six and seven. Add up those numbers, it's like 85%, 90%. Well, it's easier. I go in your mind, you know I mean it's easier.

Speaker 1:

Jenny Craig or weight watchers are going to a gym and eat, ride and exercising and it takes diligence at eXp. It takes diligence at Real. It takes diligence anywhere. And so, trust me, you talk to a, they don't care about eXp or Real. Talk to someone at Century 21 or Remax or Compass or Sotheby's, they're like who's going to help me? How does it work? I like it, I'm in. That's what I did, I'm in. And then I did my thing and so we're going to be massive. We're going to have a million agents around the globe, be the first company to do it, 910,000 coming.

Speaker 1:

The opportunity's never been bigger. It's just this low tide moment where people aren't quite seeing it. They smell. The bay doesn't smell good. You know it's muddy. You got the old fish flopping, the bikes, maybe a shopping cart some person threw in there when they were trying to burn down their city. For the bad capitalists that work hard and support America, I'll stop. I'll stop. I will get into politics. I'm sure that was a thing, all right, anyways move ahead before I get myself yeah.

Speaker 2:

Yeah, I so appreciate it, brent, and I feel like if anyone's listening and wants to ride that tide with us, yeah, well, wait, to Brent.

Speaker 1:

and I feel like if anyone's listening and wants to ride that tide with us, yeah well, wait, it's not, it's gonna be. The tide's gonna come in, but we're gonna ride a wave and it's gonna be a 40 footer and it's gonna go. We're 24 countries, we're going to 100, we're gonna open 76 more countries and and it just it's massive. But that I'm just in Fresno, I'm just in Twainhart, I'm just in some country town. Man, you need to escape. I was in Sacramento where average price was $335. I made every only sale for a million dollars, every time In the Bay of the River LA, a million dollars every time. I'm like well, I'm not moving to LA, I'm not moving to San Jose, so I'm going to just sell hundreds and hundreds and hundreds and hundreds of $335,000 homes. I was happy I did it. But this helps you escape Palm Springs or, you know, modesto or Manteca or Cheyenne, wyoming, because the average price in Cheyenne is low. But if you tell somebody, a friend of yours in Nashville, tell someone in Dallas, tell someone Austin, austin, you got home sales kicking out seven, eight, nine, a million and your revenue is sharing on that. I'm telling you, I told a friend of mine and quit thinking of just agents and brokers. Talk to commercial brokers. Talk to title reps. We have many title reps that have huge organizations. They commercial brokers. Talk to title reps. We have many title reps that have huge organizations. They do it quietly. We have mortgage people they do it quietly because they're the mortgage entitled. Right, those guys got to be Switzerland but they quietly get to sign their document.

Speaker 1:

I told a friend of mine he knows nothing about real estate. He goes. Is this real estate related? Yeah, he goes. I do not want to sell real estate. Brent, I love you.

Speaker 1:

But no, I said, vincent, how long have we been friends? He goes 40 years. I go. You're going to watch my stupid video. We've been friends for 40 years. You don't have to do it, but you're going to watch it because we're friends. That would do the same for you and I shut up. He's fine. And so he watches it. He gets done.

Speaker 1:

Explains the concept. There's been a revenue share 2.0 since. That made it even better. So you could call it dated, but it's even better in my opinion. But here's it. Watch it, themodelexplainedcom. It explains everything, it gives you the benefits and it's even improved since then. But here's the deal.

Speaker 1:

He watched that video and he goes can I get my license? I go. Anyone can get their license. You can pass the test. He goes.

Speaker 1:

Do you know how many agents I know? I'm 58 years old, I have no retirement, and he'd been on jets. He'd flown around on corporate private jets, he'd had a taste of success, but he lost everything in the 08 crash and I said no, how many agents do you use? He goes. I know over 20, maybe 25. Like that was a big number If you're an active agent. We talked to 20 in a day. We're like the sand of the sea, right, but he thought that was a big number. He goes. I'm going to get my license. I'm going to go talk to my friends. He did and he enrolled 25 of them.

Speaker 1:

Today he has hundreds and hundreds and hundreds and hundreds and hundreds and hundreds and hundreds. He has billions and billions of dollars to sales. He's never opened a lockbox. He does not know what the MLS is. He doesn't know. Well, that's bad, is it? Because that guy who knows nothing outproduces you by billions of dollars? He's been on the road for a half a year and a luxury motor coach. He was in Niagara Falls. He was in the Grand Canyon, he was in Yellow Falls. He was in the Grand Canyon, he was in Yellowstone, he was in Yosemite. They're going to all the parks, he and his wife. He's 61 now, that was like three years ago. They're traveling the world.

Speaker 1:

I asked him today. I was talking to him today. He's in Nashville, tennessee. Today, just outside of Nashville, this beautiful thing, I go. Would you have ever been? How many of you talked about this RV trip with Carrie, your wife?

Speaker 1:

He goes 20 years, I go. Would this ever have happened without eXp? He goes not a chance in the world. He goes. I haven't done anything in five months, nothing. And the money comes in every single month. Everybody listening. If you didn't do anything for the next five months, your family would starve, he'd be kicked out of your house, your cars would get repossessed and you know what? Vincent knowing nothing. So like, well, I don't know enough to sponsor people. He knows nothing. But he had him watch the video. They're like who can I talk to, vincent? And they put them with me, and so you could show people this video.

Speaker 1:

The model explainedcom put them with Michelle, put them with Courtney, put them with Don Yoakum, put them with me. You got a whole group of partners. We are partners at eXp and we're going to help you build a future for yourself that you won't be so stressed out. Well, maybe, like Courtney, your house payment is being made by eXp. Even that alone is massive to eliminate your house payment and she's been here nine months, not nine years. After 12 years I think, I've received three $15, $10 Starbucks cards from Remax Other than my commissions certainly wasn't making my house payment.

Speaker 1:

At Keller Williams. They have something called profit share, which is way different than revenue share, and I told 55 people and it was 700 a month. That's weekend fund money 700 bucks, weekend fund money. Exp, change your life money. Join us as we grow to a million agents in a hundred countries. And it's who you're talking to and I'm telling you. I cannot say enough good things about Michelle and Courtney. They are amazing. They're going to partner with you, they're going to team up with you and I'm attached at the hip Don Yoakum, tom Daves, randy Bird an amazing powerhouse team. We're excited to help you. Let's do it together.

Speaker 2:

And then we'll not be one big fire, but we'll be one big tidal wave.

Speaker 1:

There you go. I like it. I'm going to change my theme. That's a good one. Good one, I love it All right.

Speaker 2:

Well, thank you so much, so we know they know where to find the model explained on social media. It's just at rent go, right, am I having that right? I'm on Instagram, I know for you though they type in wwwthemodelexplainedcom.

Speaker 1:

It's on the Internet the model explainedcom. They don't have to go to me and then they call you. I want you to watch that and call Courtney and Michelle Now, because I don't want to talk to you. Set up a Zoom with you, me and them, and I'll jump on a Zoom. We'll chat 10, 15, 20 minutes, do a Q&A session. If you have me, somebody want me to do it too. I showed it to eight people. Let's see if I get the right amount of figures here. Eight people before I even joined DXP, I did beta test. All eight joined DXP, every single one of them. Two of them own franchises. They got rid of their franchises within 30 days. They go, we're all in.

Speaker 1:

It's that powerful and like well, have you seen themodelexplainedcom? Well, I haven't. I've seen other videos. I don't know what goofy video you saw. Watch themodelexplainedcom, get it clear, crystal clear, like this is what it is. And, by the way, it was an hour long when I first joined this. One's like 36 minutes, but it's like half. I watched the hour long. One, probably three, four times. I took notes, I paused it, I took pictures.

Speaker 1:

But I'm a professional. I'm not an amateur, I'm a pro. I studied this thing, I go. I think this thing has legs. I'm going to try it for six months and see.

Speaker 1:

I was simply willing to fail. I don't want to fail, I want to win. When I do an advertising campaign, a marketing campaign, radio, tv door hangers, postcards, farming in a neighborhood, open houses, whatever I do, I want to win, but I'm willing to fail. Most people just aren't willing to fail. You know, cole Baker doesn't love you, remax Century 21,. I love my broker. I'll end with this. I had a woman tell me I love my broker. I could never leave him.

Speaker 1:

Monday morning she called me up. She goes. You won't believe what happened. I go, what he goes. He sold the brokerage.

Speaker 1:

Over the weekend I got an email that said we are now owned by Century 21. And he didn't even call me. I go, you wouldn't leave for him. But he sold it, didn't even call you, got a big check from Century 21. He was gone and I said you know what? I'm sure your broker loves you and everything, but you know what? When they sell, wherever it is you work, they're not going to give you a check for $50,000 or $100,000. They own it. If they get half a million or a million they're going to. If they get a million, they're going to pay half a million in taxes and they spent 10, 20 years building that little franchise and they're going to have half a million in the nest egg to show for it. And hopefully they don't spend $100,000 a year because that will last them five years. Then that's gone. They're back to flipping burgers.

Speaker 1:

So I hope this was helpful. I love these two. They're amazing On my screen. They're over here. I don't know where they are on the Zoom screen for you, but they're amazing. Talk to Courtney and Michelle. They're salt of the earth people and you'd be lucky to get business with them.

Speaker 2:

Aw, thank you, Brett. Thank you, brett. Well, for those listening, you can find us on Instagram at allthingstwist, and ask the general and, if you like this episode, give us a five-star rating. We need some reviews. That's it. Thanks again, brent. We hope you have a great rest of your day.

Speaker 1:

You bet You're awesome.