EXIT Achiever - Vol 11 Iss 1

VOL 11 ISS 1

Time to Work on Your Business NOT JUST IN IT

Growing Up EXIT - Few are lucky enough to find their

“forever career” at 18 years old, but Sr. VP, Christina Luis, did THE OFFICIAL PUBLICATION OF EXIT REALTY CORP. INTERNATIONAL

INSIDE FEATURES 05 Keep it Simple with Co-Chair, Tami Bonnell

07 Learning to Lean with Canadian CEO, Joyce Paron

08 You Have to Love What You Do with U.S. CEO, Craig Witt

18 Growing Up EXIT with Sr. VP, Christina Luis

RESOURCES 22 Providing the How EXIT’s unparalleled Franchise Support Department has the answers.

39 The Business of Belonging Learn how two offices and their agents are building business through belonging.

42 When It’s Time to Team Up Get tips from Maggie Tessier, one of EXIT Realty’s top team leaders and owners.

26 Working On Your Business Great agents are trained, and EXIT has some of the best coaching in the industry.

ACHIEVERS 11 Leads For Days

COLUMNS 09 Distance Vision with U.S. President, Lori Muller

30 The Best You with MIND-SET Trainer, Angel Tucker

48 Look Back & Move Forward with MIND-SET Trainer, Erica Nasby

How the EXIT Ad Center helped Hunter Waugh close 10 listings in five months!

31 Dream Equity EXIT Realty associates who are becoming part of the equal housing solution.

50 Setting the Stage For Success The origin of Eddie Aeschliman’s five-office operation and real estate school success.

PUBLISHER Steve Morris EXIT Founder & Chairman

GRAPHICS & PRODUCTION Corporate Graphics Dept. achiever@exitrealty.com

2345 Argentia Rd. Ste. 200, Mississauga, ON L5N 8K4 T: 1.888.668.3948 xt. 4058

l exitrealty.com/achiever

The EXIT Achiever is the exclusive corporate publication of EXIT Realty Corp. International. Not intended to solicit agents or franchisees already under contract with other franchisors.

Each EXIT office is independently owned and operated. Any use of the contents of this publication without the express written permission of the Publisher is strictly prohibited. Despite the care taken in reviewing editorial content we cannot guarantee all written information is complete and accurate. Subsequently we assume no responsibility for any errors and/or omissions. We cannot accept responsibility for unsolicited material. The opinions expressed are those of the contributors and not necessarily those of the Publisher.

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Volume 11 Issue 1 3

therefore

you are

THOUGHT ALWAYS MATTERS

KEEP IT

SIMPLE A MESSAGE FROM CO-CHAIR, TAMI BONNELL I bet I’ve heard the word, “overwhelmed” hundreds of times these past months. People are telling me they’re overwhelmed, they don’t know where to start or what to do, and they’re stirring a frenzy in their mind to the point of paralysis.

We have a lot of clutter in our lives. Clutter can be old, unexamined scripts we repeat to ourselves, it can be physical possessions in our home and workspace, or energy suckers. As we evolve as people and get rid of the clutter in our lives, the more we become who we were meant to be.

Simplifying clears the way (mentally and physically) to bring the best version of ourselves to every day.

We’re all a work in progress, and we’re constantly creating ourselves. I have a therapeutic ritual where I go through every space in my home and determine what to keep, donate, or give away. I ask myself, ‘Does this serve who I am now or who I’m becoming? If not, who could benefit from it?’ I also consider the people in my life. People are certainly not clutter, but as we grow and evolve, it’s important to be deliberate about the people we surround ourselves with and to consciously and thoughtfully bring value to their lives.

Whenever you’re not feeling great and you help someone else, you’ll probably feel better because you’ve done something that’s taken the universe further in a good direction. It doesn’t matter what your contribution is. And we can all make a contribution. Sometimes you have more money than time. Sometimes you have more time than money, or you can share your skill set or experience.

Acts of service and helping others help us to become more of who it is we were put here to be.

The point is to be intentional; intentional about our possessions, thoughts, goals, as well as the people we surround ourselves with and the value we bring to their lives. We get out of whack when clutter, or the noise of other people’s expectations prevent us from being real with ourselves and living a truly authentic life.

Volume 11 Issue 1 5

We Invest In You It’s time to start building people up, and helping everyone realize homeownership dreams once thought out of reach. Choosing EXIT means giving back to local communities across North America, while working with professionals who love what they do, because they’re valued for who they are not just how much they earn.

Choose a better way of doing real estate. Choose a brand that invests in you.

www.exitrealty.com

text EXIT to 85377

BUILD BETTER & STRONGER

BY JOYCE PARON - EXIT REALTY CEO – CANADA

Most entrepreneurs are cut from the same cloth. They’re vision-oriented, bottom-line thinkers who know what they want and won’t take no for an answer in reaching their goals. This is the upside, the reason why the job gets done, however it’s also about how effectively the job gets done, the quality of the job, and the potential for maximum results, not just good ones.

There’s an old African proverb saying, “If you want to go fast, go alone. If you want to go far, go together.”

The effective employment of people is the precursor to optimal results. It requires the insight of a leader to be clear on what it is they do best, and to have the confidence to hire competent individuals for the matters that aren’t their area of expertise.

Can a brokerage owner or team leader, one person, do all the jobs of running an office or real estate team?

In some cases, an individual can have the ability and aptitude to do so, however, there are the all-important questions of time and quality of life. The key as Founder and Chairman, Steve Morris, says, is to do what you do best and delegate the rest. Not to delegate some of the rest, delegate the rest. All of it. Doing jobs that aren’t the highest use of your talent, waters you down. It prevents you from doing what is necessary to the call of leadership.

Imagine reversing the roles; expecting administrators to deal with the agents, help them with offers, conduct sales meetings, make recruiting calls and appointments, as well as set the goals for the office, etc. You would never ask all of that of one person, so why do we expect leaders to do all the jobs with which others could be assisting?

It’s true enough that sometimes what’s needed is a leap of faith. Faith that when the right person is hired for the right job, it frees up leadership mentally and physically to take charge, provide better direction, and make better decisions. When leaders think more clearly, they also act more decisively. Deliberate and effective action, that’s both strong and focused is not only the remedy to problems, but more importantly the driving force to success.

Volume 11 Issue 1 7

YOU HAVE TO

LOVE WHAT YOU DO

BY CRAIG WITT, CEO – UNITED STATES

Founder and Chairman, Steve Morris, often says “If EXIT works anywhere, it works everywhere.” The question is, why are some offices more successful than others? Are some agents more productive than others?

I believe it really boils down to a few key factors like work ethic, leadership, and training. Notice the first behavior I listed was personal; taking accountability in your commitment to do the work necessary to achieve the success you desire. Training is only effective if you show up and it takes work ethic and a mindset to first admit you need training, then to make the effort to attend and absorb the material. Next come the will and ability to put that training into action by altering your old routine and creating a new healthy habit to reach your goals and milestones. I’d say a lot of people struggle in this area because change can be difficult.

So, a good place to start is by asking yourself some questions, “Do I love what I’m doing?” “What is my strength?” “Is what I’m trying to accomplish really making me happier or am I struggling to shove myself into a position where it simply doesn’t bring me joy?” If you aren’t in love with what you’re doing, getting up and being motivated can be painful.

Let’s assume you love what you do every day. We hear the idea of getting back to basics and though it’s a bit cliché it really is the simplest of solutions to most problems. If you talk to most coaches, they first take you back to a business plan and goal setting. They identify what you’re doing well and what needs improvement.

They look at all the “clutter” in your daily routine and work to reduce the distractions. They also want to know what’s working, what’s not, and where you’re getting the most return on your investment. Remember this is a business and you’re the CEO; spending time on revenue producing activities is vital.

In the grand scheme of things, work, life, and balance are typically weaved through most success coach conversations. How do you achieve this trifecta of happiness? Mindset, skill set, and a desire to win. In a life of uncertainty, you must maintain focus and direction. Live for today; plan for tomorrow. Of all the choices out there today in our industry, EXIT Realty is the best option to help you achieve your goals. And let me remind you: your success, happiness, and financial security matter deeply to us. Remember, if the grass looks greener across the fence, they may have a septic issue.

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he missions, values, and visions of a brokerage are directly linked to the people who are a part of it.

The problem today is that so many are disengaged; people don’t feel connected to the office they work at, or the people they work with.

Director of Leadership, Bob McKinnon, and I did a Thought Leaders series on the book, The Dream Manager by Matthew Kelly. Diving deep into the book one thing was evident: every business needs a Chief Vision Officer (CVO). The CVO is responsible for identifying the dreams of agents, staff, and leaders of the brokerage, and supports their pursuit to achieve them.

The Benefits: - Your people will know you’re invested in them - Connects your people and the brokerage - Creates a coaching culture between your people - Supports people personally and professionally - Shifts you toward retaining and attracting the best - Your reputation will separate you from the competition - Your people become more energetic and passionate Having a CVO also allows your team to provide better service to clients because they’re aware of what’s known as the Just Cause; the big picture vision of your brokerage that provides a framework for your business strategies.

Your Just Cause is the backbone for all decisions made for your people and brokerage, which inspires your associates to work hard and make sacrifices because they believe in it.

My dream is to see a CVO in every EXIT office across North America. My challenge to all is to appoint a CVO. If you’re an agent, volunteer to be the CVO. Let me know who your CVO is at lori@exitrealty.com and let’s help and support our goal of reaching 100,000 productive agents who love and respect the company. This simple, yet impactful act of helping someone achieve their dreams and having a Just Cause for the brokerage will be the tipping point for this company we all love.

COLUMN BY LORI MULLER, PRESIDENT – U.S.

Join Lori Muller’s L.E.A.D. calls

First Thursday each month where owners discuss topics pertaining to Leadership Excellence Accelerating Development

Volume 11 Issue 1 9

LEVELING UP YOUR EFFECTIVENESS

BY JOHN PACKES, CHIEF TECHNOLOGY OFFICER I always speak about “Effective Technology,” and EXIT Realty’s one word for 2022 - #effective - is the perfect congruence, because this will be a landmark year regarding new technology to push your capabilities – and effectiveness – to all new heights.

Our EXIT Realty Connect app continually proves to be a crucially effective tool. So many of you have shared stories about being able to send out presentations to prospects while getting an oil change or sitting on a train, wowing listing leads by sending contact information and a presentation within a minute, and warming up sponsoring leads with instant information and follow ups – all from the palm of your hand(s).

EXIT EDGe is simplifying data entry and speed for tools like the Expert Marketing Suite™, leads generated through the new Agent/Office website platform, EXIT Ad Center, and so much more. A recent addition focused on efficiency, EDGe takes listings from the MLS® straight into MEMO and the Resource Center (RC), removing duplicate entry and shortening the time between listing and the applying of EXIT tools to the listing.

I could go on, but instead let’s look forward a bit to some new additions to our already robust technology offering, which will truly be game changers for all of you…and we can’t wait to get these into your hands!

This will be a year to add fuel to the ongoing shift of our technology toward greater effectiveness, and your success.

HERE’S WHAT WE’RE LAUNCHING IN THE NEXT FEW MONTHS: 

An entirely overhauled RC, with a clearer path to tools & partners, action items, notifications, a global chat feature, access to key data metrics, and more



A completely redesigned, faster App with enhanced client experience, and toolsets mirroring our new RC



My Smart Sign™, your one-to-many lead generation powerhouse for listings, advertising, and more

The products above represent years of planning and well over a year of development. Your technology team works tirelessly to ensure you have the best possible tools, however technology only works if you use and engage with it. You have a world of technology at your fingertips (literally) at no cost to you as a benefit of being part of the EXIT Nation, so I urge you to attend techinars, connect with Engagement Leaders, watch videos, and ‘play’ with every tool. Send your friend your Mobile Business Card™, send yourself a Quick Lead through the App so you know what your clients receive, build a presentation, create a website. And, most of all, keep an eye out for some major announcements in the coming months as we’re ALL about to level up.

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Leads For Days

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER Hockey player turned Sales Representative, Hunter Waugh, was only in the real estate game for five months when he earned close to what the average person makes annually with the help of EXIT’s Ad Center, (EAC) and he can’t believe more new agents aren’t doing the same.

“I just wanted good, early brand awareness and exposure. That was the goal for the first three months; invest a bit of money and a bit of time and have people see me, even if it was just passively,” he said as he looked up his past ad’s analytics on the convenient EAC dashboard.

“It builds and builds and builds,” he explained, reminding agents that promotion isn’t something that happens overnight, a factor he noticed in the difference between how Google ads perform compared to those on Facebook. “I started directing people to my website, then to filling out an online form. When I got my first cold lead that turned into a listing, it was massive because inventory is so low here right now. I put out an ad offering free home evaluations, checking the percentage of house pricing increases over the last year. Someone filled out the form, I did the evaluation and that turned into a $300,000 listing. That little $49 investment paid for an entire year’s worth of using EXIT Ad Center. It’s just so easy and passive, but the return is huge.”

Hunter advertises everything from the listing and open house to video walk throughs on principle, even though he realizes most homes will likely sell in a week. Why? Because one of his recent Facebook ads garnered him 45 leads in five days.

Reaching 10 listings in five months, a goal he set for himself to achieve before 2021 year end, Hunter is very happy with his results saying, “I know that half of it wouldn’t have come without these ads just because of exposure. I can click on any number of past ads that I’ve used, and they all have 15,000, 20,000, or 30,000 views and clicks on return.”

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EXIT Realty Corp. International has paid out more than

1/2 BILLION DOLLARS

in Single-Level Residuals Find out how you can get a piece of the action by visiting joinexitrealty.com/#5pillars EXIT Realty - The best choice for your lifestyle!

WHAT WOMEN WANT

BY TAMI BONNELL, CO-CHAIR

“Instead of working just as hard for less money, many women want work-life balance and choices. They want something… more.”

In an article for Forbes on the continuing gender wage disparity, Senior Contributor, Tom Spiggle, wrote, “Over the past few decades, this gender pay gap has been narrowing. But it’s a slow process and at the current rate, the gender pay gap will remain until 2059.”

2059?! That’s all kinds of wrong.

Through the COVID-19 pandemic we’ve seen office culture upended, supply chains disrupted, and huge shifts in the job market. Still, women earn 82 cents on the dollar to men. 82%. Why hasn’t this changed?

People are walking away from their corporate and service sector jobs in droves, and an awful lot more are wishing they could. Although it might have seemed attractive at first to be able to satellite from home during the initial phase of the pandemic, this didn’t necessarily translate into more flexibility for women because many were sitting in front of their computer all day or trying to juggle

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“The gender pay gap is certainly one of the reasons many women jumped into real estate, but the desire for something more is why they’re joining EXIT Realty.” work and childcare. Those who did enjoy increased flexibility are now hesitant about returning to the office. I met with a woman recently whose commute is an hour and forty-five minutes each way. She loves her job working with people from all around the world and loves working from home, but all that is changing. Again.

And so instead of working just as hard for less money, many women want work-life balance and choices. They want something… more; more memories, opportunities, relevance, experiences, and yes, more money, too.

The gender pay gap is certainly one of the reasons many women jumped into a career in real estate sales, but the desire for something more is why they’re joining EXIT Realty.

With EXIT’s residual program, they can earn more than 100%. They have the opportunity to earn enough passive income over and above their commissions to be able to take a break from selling real estate to focus on homeschooling their children or caring for ailing family members. Anything they want. It’s all about choices.

With cash flow comes freedom and flexibility.

So forget about 82%. A career with EXIT Realty provides the opportunity to not only make what anybody else is making, but to earn more than 100% and still enjoy the quality of life that makes it all worthwhile – on your own time, in your own way. Don’t wait until 2059. Don’t even wait until tomorrow. Experience EXIT today.

EXIT REALTY’S WOMEN WHO MEAN BUSINESS

TAMI BONNELL

ERIKA GILEO

JOYCE PARON

CO-CHAIR

COO

CEO - CANADA

CHRISTINE IREBORG

ANNETTE ANTHONY

DIR. GRAPHIC DESIGN

DIR. TECHNOLOGY ENGAGEMENT

SHARRON RICHARDSON VP BROKER SERVICES

14 Volume 11 Issue 1

Lori Muller PRESIDENT - U.S.

CHRISTINA LUIS

SUSAN HARRISON

SR. VICE PRESIDENT

SR. VICE PRESIDENT

LAURA ROUSSEL VP REGIONAL SERVICES

SAMANTHA MORRIS VP DIGITAL MARKETING

JANICE PETTEWAY DIR. BROKERAGE DEV.

MARIA LOUISA ORZAKOVSKI VP OF OPERATIONS

Photo by Tyler Nix on Unsplash

EXIT REALTY OFFERS MORE MORE BALANCE, EXPERIENCES, OPPORTUNITY, EARNINGS, & CHOICES!

WHEN YOU’RE READY FOR MORE VISIT JOINEXITREALTY.COM

A FRANCHISE BRAND WITH

3X THE CULTURE CDN DIVISION Eastern Ontario A.J. Plant 613.706.0633

U.S. DIVISION

MIKE MCCARRON, SUPERVISOR GROWTH & DEV. - CAN Northern Ontario Kristen Trembinski 705.942.6500

Greater Toronto Area Marie Kozak 647.404.5691

LORI MULLER, PRESIDENT - U.S. DIVISION 920.410.8805

Alabama/Mississippi Kathy & Troy Dooley 855.811.3948

Colorado Margaret & Kevin Hamilton 970.691.9980

Arizona, California, Hawaii, Nevada, Oregon, Utah & Washington Rick DeLuca 541.312.3076

Connecticut & Rhode Island Melissa Shea 631.343.8700

Arkansas, Alaska, Indiana, Kansas, Missouri, Nebraska, Ohio, Oklahoma, Upstate NY, & Wyoming Lori Muller - 920.410.8805

South Western Ontario Lynn & Greg Findlay 519.312.8644

1.866.206.9309

Delaware, D.C., Maryland Pennsylvania & West Virginia Janett & Jonathan Rundlett 240.450.2061 Florida, Georgia, Kentucky, Tennessee & Texas Stacy Strobl & Kenny Lynn 1.877.394.8791

Iowa, Illinois, Michigan, Minnesota, North/South Dakota & Wisconsin Bill Pankonin - 612.414.4022 Idaho & Montana Tina & Max Coleman 406.375.9251 Louisiana Wayne Hall 337.463.1000 Massachusetts, Maine, New Hampshire & Vermont Mike Wohl - 617.318.7933

North & South Carolina Michael Washburn 843.343.3947 New Jersey Jack Da Silva & Shana Meyer 973.466.0003 New Mexico & El Paso, Texas Chris Harrison - 575.496.0141 Joseph Arnone - 575.644.6300 New York Metro Hector Castillo - 631.421.3948 Virginia Bernadette Cole, Koy Banks & Randy Barrows 800.906.3948

JOIN OUR REGIONAL EXPANSION THAT’S GROWING FAST!

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NEW DIRECTORS & OWNERSHIP Congratulations to Our Director of Corporate Engagement A passion for working with real estate professionals and a commitment to teaching consistent, measurable agent strategies has taken Annette Anthony from EXIT Realty Corp. International’s VP of Technology Engagement to the organization’s newest Directors.

“Annette is such an asset for EXIT,” said EXIT Realty Co-Chair, Tami Bonnell, of the new appointment. “She’s focused on growth for everyone in this organization and is using her unique skills of helping people implement what works to help them excel.”

Since joining in 2014, Annette’s impact has been felt by thousands of real estate professionals across North America through her key company differentiator of Engagement Leaders. The initiative has been widely successful in both teaching thousands of EXIT agents how to use company resources and with adoption, thanks to the hundreds of volunteer Engagement Leader agents within EXIT brokerages across the U.S. and Canada.

Along with her current duties of sharing monthly tips with Engagement Leaders to further teach their peers, in her new role Annette will also be providing data and information to all head office departments, regions, franchisees, and associates on opportunities for growth.

Taking On New Markets Powerhouse Regional Owners, Stacy Strobl and Kenny Lynn have now acquired the subfranchisor rights to EXIT Realty in Texas adding to their EXIT Southeast region already consisting of Tennessee, Kentucky, Georgia, and Florida.

“Stacy and Kenny have grown personally and professionally and have grown each state from a position of strength,” said EXIT Realty Co-Chair, Tami Bonnell. “Texas has been under their leadership as regional directors for the past few years and has grown with their guidance. We’re honored to award the regional rights to such great visionaries.”

The region has won the Region of the Year award four times, leads in franchise sales, and just this past spring signed on 11 new markets in just two weeks!

EXIT Realty Corp. International, also recently announced that the subfranchisor rights for the states of Arizona and Utah now fall under the mantle of EXIT Realty Pacific West.

Rick DeLuca acquired the subfranchisor rights to EXIT Realty Pacific West in 2020, which was comprised of California, Oregon, Washington, Nevada, and Hawaii.

According to EXIT Co-Chair, Tami Bonnell, this latest move is part of EXIT Realty Corp.

International’s aggressive growth plans across the US and Canada, having expanded to 20 new markets so far in 2022.

“Under Rick’s direction the Pacific West Region has grown in every area. Adding Arizona and Utah was the next logical step to provide hands on leadership and focus on adding new franchises while building the existing ones,” she said. “Rick is a visionary and is adding to his region and his team to maximize momentum. We are honored to have him lead.”

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GROWING UP EXIT

BY CHRISTINA LUIS, SR. VP I’m not sure anyone sees themselves starting their “foreverjob” at 18. I certainly didn’t, but soon after my fateful interview with a serious-looking, no-nonsense (dare I say intimidating) gentleman on the fourth floor of a real estate office in the High Park area of Toronto, something told me that EXIT Founder and Chairman, Steve Morris was going to be a major influence in my life.

Although I didn’t know it, he had me doing affirmations during that interview already, asking weird questions like, “Are you coachable?” (Was I signing up for a sporting event?) We talked about family. Having been with my boyfriend (now my husband of 25 years) for only a short time, I hadn’t thought about it much, but I knew I wanted kids. I emphatically told him, “Three – two girls and a boy.” Guess what? I have two daughters and a son.

I could bore you with a dozen situations where this affirmation principle has impacted my life, but just know that even at that age – a tremendously formative age – I knew he was onto something.

In the Beginning Once Steve decided to launch EXIT, he reached out to me to handle the front desk. I really wasn’t looking to work for another real estate office. The environment was always so cut-throat, and everyone was just out for themselves. However, realizing that Steve was at the helm, I jumped in, knowing that he would encourage and nurture a different atmosphere.

The original EXIT head office was near the Toronto airport. Not glamorous, it fit the bill at the time, and we had the best security being located above an old Italian gentlemen’s club. These humble beginnings hold so many wonderful memories for me. At the time, I was the receptionist, graphics department, supplier liaison, corporate records administrator, travel agent, and tended to a never-ending list of jobs that just needed to be done. We were small, but I was busy!

And the stories! I’ve been sworn to secrecy with most of the best, but one memorable time Maria Orzakovski, our VP of Operations and I almost called the police on a man sitting in a van in the parking lot for three hours, only to find out it was Sr. VP, Susan Harrison’s husband, David, waiting for her to come out of her job interview with Steve Morris! I’ll also never forget when the towers came down while we were hosting Broker/Owner training. It was all over the news and we had to inform our mainly U.S. attendees what was happening. There are certain things you just never forget.

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I have an amazing support system at EXIT, and they happen to be yours too!”

New Digs & New Opportunities Moving to our current office was where I saw the opportunity to really carve out a place for myself, and hone in on what I loved to do. I enjoyed organizing events, whether they were trainings, meetings, conferences, or of course our Convention. I loved everything about dealing with the venue, the people, the menus, the décor, the speakers, the sound and lighting, and everything in between. But loving it didn’t mean I was good at it. I harped on Steve (and affirmed in private) to let me do more – which he did, slowly. I learned everything on the job, so he knew I needed to skin my knees a few hundred times before trusting me fully. And I’m glad he did. What you don’t see behind the curtain are the tears, the anxiety, the mistakes, and the self-doubt, but when you’re determined and surrounded by people who support you and want you to succeed, you magically do.

Friends For Life I’ve also made some of the best friendships I could ever hope for. I’ll never forget our 2007 Convention in the unforgettable Colorado Springs. I was in an ornery mood, and it wasn’t just me who noticed it. After a few days of this, both Maria and our long-time friend Amy looked at me and told me I was pregnant. It’s more than just a “colleague” who knows you’re expecting before you do, and they were right.

I have an amazing support system at EXIT, and they happen to be yours too! Erika Gileo, Tami Bonnell, and Craig Witt, I can’t tell you how much your love and care through the years has meant to me and my family.

It’s simply unheard of that you can forge unbreakable relationships in a corporate setting, yet here we are. Susan Harrison, we know the universe has our backs! Sharron, with one look – we just know things! Joyce, you’re always there with a warm welcome when my children, or anyone for that matter, visits the office or just needs an ear. In truth, everyone at our corporate office, our regional leaders, franchisees and so many of our sales associates hold a tremendously important place in my heart, I just can’t list them all here.

CONTINUED ON NEXT PAGE 

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Christina with the late, Bill Nasby.

Gone But Never Forgotten Sadly, after so many years, you end up losing some who helped make you the person you are. Carol Caird, Sr. Vice President, was the first to jump into this EXIT thing with Steve. She was brave, kind, and hard working. She was the first to exemplify that you could be a consummate professional, and still have some fun. Josef Duffner, our original Editor in Chief of the EXIT Achiever (then the EXIT Recruiter) publication, what a joy he brought to the office. His stories were legendary and often had us laughing to the point of tears. And of course, the infamous Bill “The Bald Eagle” Nasby. Whether he referred to you as his little potato or any one of his terms of endearment, he always made whoever he encountered feel special and worthy. He left his mark on so many of us at EXIT and beyond, and in his loving way, left us a special piece of himself with his daughter Erica, beautifully carrying on his life’s work. You see my EXIT Family, from what I can tell, determination, education, and grit will get you on the right path, but without people to guide, advise, or nudge you back into your lane, it would be a very long, lonely, and difficult journey.

The Best Job We often joke about who has the best job at EXIT, and we all think we have each other beat because of the simple fact that we’re all doing what we love and are meant to do. It takes special vision to thatch that together, and that brings us back to Steve Morris. I, and countless others, owe so much to this visionary.

He holds a very special place in my heart, and I will be forever grateful that he took a chance on that young girl in his office so many years ago. So, what do I take from these last 25 years? Three things stand out: it’s all about the company you keep - at home and at work, one of my favorite daily affirmations is “I make good, sound choices.” I don’t belabor making decisions; I know I’ll make the right one. It’s hard to believe something so simple can be so effective. We tend to expect things have to be hard. But they don’t have to be. And finally, EXIT Realty has always been about our people, never about the bank accounts. Whenever a situation arises that warrants a difficult decision, the words always uttered are, “What’s the right thing to do?”

How amazing to “grow up” in an atmosphere like that! And yes, I win! I do have the best job!

“There are seven days in a week. Someday is not one of them.”

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People.

Lives.

Opportunities.

Growing People.

Changing Lives.

Creating Opportunities.

People want more: more meaning, opportunities, relevance and experiences.

They want the work they do to matter.

Visit joinexitrealty.com and start on your path to something more!

Ph o t o b y Ay o Og u n s e i n d e o n Un s p l a s h

PROVIDING THE HOW

BY DEREK STEPHENSON, MANAGER - FRANCHISE SUPPORT

At EXIT Realty Corp. International we understand the importance of having a direct and strong support system available to all our associates, so they have access to friendly and experienced support five days a week via chat, phone, text as well as email.

EXIT’s Franchise Support Department, as it’s known, assists with all of EXIT’s programs, resources, and tools. Our representatives understand real estate is not your typical nine-to-five career and with the current unique market, associates need answers today! Our goal is to educate, ensuring all our people have an in-depth and diverse understanding of our programs, rather than providing a quick answer which may result in misunderstanding or frustration in the future.

At EXIT, we don’t just provide the systems; we provide the support as well. From the incubation period of an office before it launches, right through to the franchisee’s or administrator’s final training session in EXIT’s online production program MEMO, to providing floor plans and EXIT logos, or digital presentations and turnkey, personalized websites, the entire Franchise Support team is behind EXIT associates every step of the way.

Everything about our team is geared towards providing superior service to EXIT’s people so they can go out and provide excellence for the public. I’m a firm believer in the importance of having the right person in the right place and department. Each team member brings an ‘it’ factor to training or supporting and assisting all EXIT associates is always top of mind. Every representative on our team goes through an extensive hiring process because EXIT Realty’s Founder and Chairman, Steve Morris, believes in the importance of hiring for life, and our team has recently grown again.

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WELCOME OUR NEWEST TEAM MEMBER I’m happy to introduce Franchise Support Representative, Nick Viana.

Nick joined in November 2021 and has proven to be a great asset to the team with his background in administrative marketing and customer service shining through. He also brings his experience teaching English in Indonesia for four years. Many of you may have already had the pleasure of speaking with Nick, but if not, feel free to connect with him or send him a warm welcome at nviana@exitrealty.com.

TRAIN WITH FRANCHISE SUPPORT TODAY!  THE EXIT FORMULA It’s the foundation of the EXIT system, and therefore important that everyone fully understands it. This webinar is held on the second and fourth Wednesdays of the month at 2pm ET.  RESOURCE CENTER (RC) This online module provides a tour of EXIT’s RC, highlighting how to make a presence on the public website, run production reports, connect with our approved suppliers and much more.  EXPERT MARKETING SUITE™ (EMS) AND MOBILE BUSINESS CARD™ (MBC) This online module provides instructions on how to utilize the MBC, as well as set up virtual tours, flyers, and single property websites for any of your office’s active listings.  MEMO Our online software production program MEMO is used to keep track of all listings, deals and closed transactions for each EXIT office. This training is broken down into sessions which may be attended back to back or spread over the course of a couple months.

Setup: Personalize MEMO for the brokerage and review: adding new agents online, commission plans, commission rules, adding/editing outside brokerages, etc.

Listings: Review adding/editing listings fed in from the MLS® or manually entered listing reports.

Deals: Review adding/editing deals whether office is representing the selling/buying side, and deal reports.

Closings: Review how to take transactions from a firm/pending status to closed and epay the deal related fees to Corporate and the region (if applicable).  QUICKBOOKS A unique session allowing you to import your closed transactions from MEMO into desktop QuickBooks, eliminating the need for double entry with all funds automatically recorded in the appropriate bank accounts.  EXIT SHOPTOK When you’re ready to announce your office’s grand opening, charity event, new agents, etc. Franchise Support can help show you how to make a splash in your local media with EXIT’s public relations press release program.

Volume 11 Issue 1 23

IF ONLY I KNEW THEN

WHAT I KNOW NOW

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

Surpassing 20 years in real estate is bound to make anyone look back on their career. Franchisee, Howard Kronthal is proud of all he’s accomplished so far, but even he concedes he would probably do some things differently, like doing more training.

“In my earlier years, when I was really focused on buyers and sellers, I heard about the Brian Buffini program.

I always saw a lot of top agents doing it, but never really took that leap of faith. I wish I would’ve at the time because that would’ve probably changed my trajectory tenfold. It gives me a platform to be able to train agents instead of them learning the hard way, like I did.” Howard admitted.

The year after Howard opened his second EXIT Success Realty office in West Virginia, Brian Buffini was a speaker at EXIT’s 2017 Convention in Grapevine, TX, and to Howard it was a sign saying, “The partnership with EXIT Realty brought it to the forefront. It’s really helping my agents with the skills they need to be successful in today’s real estate business, and it has helped me in the development of my office culture, as well as with recruiting and retention.”

He became a Buffini Certified Trainer explaining, “It’s very easy and well worth it for a minimal cost,” and he enjoys being both mentor and student. Many of his top agents had already completed the course when it was known as Peak Producers, and several are interested in the Pathway to Mastery courses so he’s now working on that certification as well. For now, he offers the course each quarter to all new agents through his Martinsburg location, with virtual backups just in case of absences. It’s a next step to onboarding agents, after they become acquainted with EXIT’s systems and Resource Center.

Howard recommends enrolling a minimum of three agents to foster sharing together, and he also motivates participants saying, “I incentivize it, especially for the new agents because they’re spending a lot of money joining local boards, and startup costs can be quite expensive. They pay upfront, but then for the next six months, for every home they close, I give them $100 back, up to $600. They can actually make a couple hundred bucks because most agents who go through the course and use the program, close at least one house and have two or three under contract before the course is over.”

Howard knows what benefits one agent, benefits the entire EXIT Success Realty brand. A strong proponent of constant improvement, he ultimately believes that fortune favors those forever learners who embrace the new, insisting they’ll always be leaps and bounds ahead, “Because if you’re not learning and advancing in your business and in your career, somebody else is.”

24 Volume 11 Issue 1

Start agents on the road to greatness

Through September 30, 2022 $100 Off Buffini Certification (Reg. $495)

• Differentiate yourself and office from the competition • Increase the bottom line of your office • Set new recruits up for long-term success

Take advantage of this exclusive offer and prepare now for the coming months! Register and complete the program before year end!

Watch the first video of the course!

Agents who take 100 Days to Greatness® training average $45,000 and 6 transactions in 5 months! Learn more about leading this course in your office at buffiniandcompany.com/certified100days

© 2022 Buffini & Company. All rights reserved.

Time to Work on Your Business Choosing EXIT Realty means becoming a part of an on-going commitment to creating the most skilled, versatile, and holistic professionals in real estate.

EXIT’s trainings are taught by industry leaders and top producers and are among the most comprehensive you’ll ever receive. It’s training that goes beyond the basic art of conducting business as an agent or owner; dealing with mindset, personalities, and big dreams, unlocking an individual’s power of true engagement without inhibition.

26 Volume 11 Issue 1

Regional Leadership & Broker/Owner Trainings Multi-day events held several times a year as opportunities for EXIT’s owners, both new and experienced, to learn or refresh their knowledge about EXIT Realty’s systems, new offerings, and sharpen their skills while creating a network of connections that last a lifetime.

Master Broker Summits An advanced training for those who’ve previously completed Broker/ Owner Training. Covering various topics of ownership where top brokers interact with the group sharing growth, sponsoring, office management experiences and more.

MIND-SET Training From Personality Profiles to public speaking, sales training to professional and personal coaching, EXIT’s MIND-SET Trainers are real-world professionals who will help get the best out of you, while helping you achieve the most success possible. For more information on each of our MIND-SET Trainers, to learn about their course offerings, or to book a session for your office visit EXIT’s Resource Center today.

Change is bad for people who don’t anticipate, prepare and work accordingly. Change is fantastic for those who are ready.”

BRIAN BUFFINI BOLD PREDICTION #131

Aspire Coaching Build a life with the flexibility to work when, how, and if you choose. Your dreams are the fuel; the EXIT Formula is the catalyst. Over 13 sessions and 26 weeks, Aspire Coaching helps EXIT associates blue sky their dreams and then focus on achieving them with the help of EXIT’s unique business model of sponsoring and residual income.

Technology Engagement Training Regional owners and franchisees can host this event to be guided through EXIT’s technology-based resources.

A hands-on, how-to workshop using EXIT’s most popular tools where attendees get acquainted with various resources and technology, and how to engage with the human behind it.

Webinars, Techinars & Interactive Workshops Held monthly, EXIT’s robust schedule of webinars, techinars, and interactive workshops are hosted by some of EXIT’s top tier executive, and feature EXIT’s most successful associates who share their wisdom, business strategies, and leveraging EXIT resources to their benefit. Access archives of past recordings through EXIT’s Resource Center Media Library.

Administrative Training Handled by EXIT’s unmatched and easily reachable Franchise Support team, these trainings will help you EXITize your office administration staff and streamline back-office data entry. Turn to page 23 for more details.

“It’s the perfect time to pick one skill that you want to cultivate and put all your effort into it.”

Volume 11 Issue 1 27

BETTER AGENTS

Bring the Business

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Across the shores from Michigan, in northern Ontario you’ll find the town of Sault Ste. Marie where one of EXIT’s longest-standing offices is breaking productivity records that are no small feat in a time where demand is high and inventory is low.

“Our 2021 per-agent average productivity, from January to December, was 30 ends per agent. We currently have 196 licensed agents within our Sault Ste. Marie real estate board, and our office closed just shy of 1,500 transactions in 2021 with 48 agents,” said EXIT Realty Lake Superior Co-Owner, Jamie Coccimiglio.

What started out as Co-Owner, Kristen Trembinski’s father’s single-office operation in the year 2000, has remained in the Trembinski family for 22 years now, expanding across the Soo into three branches. With the change to new ownership, came a fresh perspective that attracted associates ranging from the new all the way up to those looking to merge and make their exit.

“The goal of reaching this level within our business brings forward many feelings: pride, in what we’ve built and the hard work and dedication that our agents put in every single day; gratitude, to have such an amazing team we can call friends and family and the absolute best company; excitement, for what’s next, and joy to do what we love each day. You can’t put a value on that,” Kristen explained. She also feels a sense of confidence and passion from her EXIT Realty Northern Ontario regional leadership perspective saying, “We’ve reached the level within

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our business to be able to really assist new franchisees with building their brokerages and feel passionate in assisting new owners with all aspects of brokerage growth and operations.”

Kristen started her career over 15 years ago with her father, Terry Trembinski, and has watched much in the industry change alongside the office’s growth. The ownership has always prided themselves on being a brokerage that offers training in the latest of EXIT’s and other technology offerings, and recently hired an in-house brand manager who handles all photography, video, and branding to keep consistency within their listing inventory. But these changes go beyond just the expected technological advances driven by the distancing over the last two years. She explains, “It’s the level of professionalism of the agents that we’ve attracted. We’ve not only attracted but continue to retain the most amazing REALTORS® and staff who are driven, ethical, and willing to grow! We aim to ensure that our agents know they’re the most valuable part of the brokerage, and there’s this dawning of the realism that this industry acts as a medium to build relationships, have fun, and ultimately achieve goals and live a life that most never thought they could.”

The office has nearly doubled in size over the last five years thanks to their next-level approach to creating long-term, recession-proof agents, who can navigate and succeed in any market, even extraordinary ones such as this. She has found staying in close contact with all agents, doing weekly meetings and trainings, in addition to quarterly check-ins has been key, and they’ve added additional hands-on training in day-to-day situations, which she says is exceptionally important so agents know how to handle them. In fact, at EXIT Realty Lake Superior, any agents within 1-2 years of being licensed have their paperwork reviewed to ensure they’re on the right track. The office also offers business and financial planning, as well as accountability programs. But it’s not all work and no play. They engage in positivity and team building get-togethers, MINDSET training, and have as much fun together when they can. They’re also deeply rooted in their community thanks to teamwork and the continual ideas generated by their in-house charitable committee.

For Kristen and Jamie there’s nothing more exciting than being by their agents’ sides, witnessing all their success. As Kristen says, “The future is bright at EXIT Realty Lake Superior! As in most marketplaces, we are experiencing a seller’s market more than I’ve ever seen since entering into the business. We had nine agents join our team just pre-COVID and look at where the business has taken them! It’s a challenging time to enter the market as a REALTOR®, but it’s so worth the challenge.”

It’s the level of professionalism of the agents that we’ve attracted...and there’s this dawning of the realism that this industry acts as a medium to build relationships, have fun, and ultimately achieve goals and live a life that most never thought they could.”

KRISTEN TREMBINSKI REGIONAL OWNER

Volume 11 Issue 1 29

B Y ANGEL TUCKER, MIND-SET TRAINER We all seek to do and be better, but did you ever stop to consider how your dominant personality type can help you play to your strengths? No matter which one you are, you bring some great traits to the table! Put them to work to reach your goals this year and see how far you go! Take a look at what each one has to offer: “D” TYPES - Born leaders and great multi-taskers, D’s are natural problem solvers and get more accomplished than other personality types. They’re clear communicators and high achievers who don’t accept rejection. They juggle priorities well because they’re self-motivated.

“I” TYPES - Great persuaders and motivators. I’s are typically extroverted, people-oriented, relationship builders.

They’re energetic, optimistic, and thanks to their imaginative brains they’re very creative thinkers.

“S” TYPES – Also relationship builders but in a peace-making sort of way. S’s make wonderful mediators and team builders. They’re caring and sentimental, but also quality producers and great finishers.

“C” TYPES – The long-range, deep thinkers and planners, C’s are task-oriented and systematic, but also quality-driven, and cost-conscious making them quite resourceful. They also make great researchers.

Learn more about Personality Profiles at www.personalityprofiles.org or book a training for your office today!

“Wanting to be someone else is a waste of the person you are.”

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DREAM EQUITY

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER & SUSAN HARRISON, SR. VICE PRESIDENT “I have a dream,” Martin Luther King Jr. passionately exclaimed that fateful summer in Washington, D.C. in 1963. It would take another five years before the government would enact the Fair Housing Act to ensure equity for all those in search of homeownership, but unfortunately to this day the struggle is still very real for many cultural minorities and those in the LGBTQ+ community.

According to Financial Journalist, Farnoosh Torabi, in a video as part of her Closing the Gap column for NextAdvisor in partnership with TIME, “The homeownership gap between black and white Americans has only widened since the days when racial discrimination in housing was legal. The difference in ownership today stands at over 30% in the U.S.” The LGBTQ+ Real Estate Alliance reports similar disturbing statistics on their website which states, “Although LGBTQ+ people are protected in some states and municipalities, federal fair housing laws do not include sexual orientation or gender identity as protected classes. This allows legal discrimination in 27 states which can cause barriers to homeownership, obtaining a loan, renting, and more.”

BEING PART OF THE SOLUTION A self-confessed independent and passionate person, with dreams to lobby at the local or state political level one day, Sales Representative, Laurascott Barfield grew up in a real estate family that taught her to be a forward thinker, when that wasn’t a popular concept. She has been involved with the LGBTQIA+ community for over 15 years, however after witnessing the Black Lives Matter movement in 2020, she knew she wanted to do more.

“We’re all Americans who deserve to be a part of the ‘American Dream,’ and a big part of that dream is building generational wealth.

“We’re all Americans who deserve to be a part of the ‘American Dream’.”

L AURASCOT T BARFIELD SALES REP.

Volume 11 Issue 1 31

Laurascott Barfield Sales Representative

The easiest way to do that is by owning real estate. REALTORS® are at the forefront of the fair housing issue and I don’t want anyone to feel overlooked,” she shared.

With a deep belief in dream equity for all, Laurascott set out to obtain her At Home with Diversity designation offered through The National Association of REALTORS® (NAR), a one-day training course specializing in diversity sensitivity and applying it to fair housing laws in an individual’s real estate business.

“Get the certification. It’s about a six-hour class that can be taken online or in person. Diversity sensitivity training is helpful to raise awareness about individuals who are different than yourself,” she urged other agents. “Put yourself out there as someone who cares about everyone.”

It’s a truly EXIT way of thinking and no small wonder why she found her home within a brand where the culture is about putting people first and supporting creative solutions to help people afford homes. With U.S. housing prices rising exponentially faster than incomes, EXIT Realty is driving creative solutions at local, state, and even national levels to make housing affordable for all.

AGENTS ARE THE DIFFERENCE MAKERS Recent reports also show stark disparities between people’s income and the cost of homes. The median sales price of homes nationwide has nearly doubled in the last decade, to about $408,000, while incomes from 2010 to 2020 increased just 15%, to about $67,500. The traditional rule of thumb is that a home’s price is about two and half years of income. Now, on average, it’s six times a person’s annual income.

“Housing prices increased even more during the pandemic and rent costs are higher in many places than owning homes. Simply put, safe, affordable housing is an urgent need,” said Tami Bonnell, Co-Chair of EXIT Realty Corp. International. “However, as we look around America, there’s hope for solutions to this problem, and at EXIT, we’re helping to lead these creative solutions that can get more people into homes they can afford.”

Tami shares Laurascott’s thinking that agents are the difference makers, those like Corwyn Melette. In his recent webinar interview with Tami, Corwyn shares the importance of exposure Corwyn Melette through experience, the first places people should look for Broker/Owner affordable housing options, success stories, and next steps. EXIT Realty is also soon to release an affordable housing whitepaper at exitrealty.com/whitepapers, taking a look at the REALTOR’s® role in affordable housing in the areas of service, volunteering, education and advocacy “We’re extremely encouraged by the creative solutions we’re seeing enter the marketplace and by seeing organizations join together to create affordable housing,” Tami said of recent news of larger, system-level fixes like a California Association of REALTORS’® plan in partnership with various non-profits to close the gap that impacts the state’s under served communities regarding home ownership, and NARs’ call for measures to develop affordable housing. “We’re proud of our real estate professionals who are educating potential buyers on financing the homebuying process in their local communities and helping them become homeowners. EXIT was founded on the idea of helping people – both our agents and their clients – to live their dreams, and so we’re dedicated to homeownership, the traditional number one way to build true family wealth and stability.”

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Family Wealth Build True Family Wealth and Stability and Stability Through Real Estate EXIT Realty helps build the dream of homeownership and is driving creative solutions at local, state, and national levels to make housing affordable for all.

Visit exitrealty.com to find your home today!

The Career of a Lifetime

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER Real estate, both geographically and entrepreneurially, looked quite different in Peterborough, ON over 50 years ago. Two industry leaders, Sales Representative, Deanna Weaver, and Franchisee, Mary Ellen McCamus, have played pivotal roles in the community’s growth, but one thing that hasn’t changed in all that time is their respect for one another.

Deanna got licensed in 1970, spending the majority of her career with two major legacy brands, after gaining experience at several independents. Some 15 years later, Mary Ellen found real estate, but opted for ownership, opening EXIT Realty Liftlock in 1999.

“I watched how her office grew and when I had dealings with her salespeople, they always spoke highly about the company and also about their Broker,” Deanna shared, not surprised in the least. She’d always seen Mary Ellen as a kind and fair person and knew she would run her company the same way. These many decades, the sentiment has been reciprocated by Mary Ellen, who traveled in similar circles with Deanna always wanting to hire her.

With such a distinguished career the reason why is understandable. In 50+ years Deanna has served as the local board president twice, has served on or chaired every committee Mary Ellen McCamus (L) on that board, as well as the Ontario Real Estate Board of Directors for three years, not to with Deanna Weaver. mention serving on the Real Estate Council of Ontario’s Board of Directors for six years.

She’s well-versed in new development, and one third of a team with two young, up and coming brothers, Cameron and Jon Maxwell.

Both women share a common interest in the next generation of real estate. The fact that Mary Ellen had a young group of salespeople working with her was just one more reason Deanna was drawn to EXIT Realty Liftlock, saying, “I think it’s important to surround yourself with younger people because you can learn so much from them, their fresh ideas, their energy, and their desire to learn. The mix at EXIT is wonderful.”

A firm believer that every day you learn something new is a great day, Deanna is finally living her dream saying, “Working for a company that makes you feel special every day you come in, with people who are always there to see if you need any help, respecting what you have to say and listening to you is wonderful. Every day you learn something new, so I’ve been having many great days. What more could one ask for in their career?”

IT ONLY TAKES 3 TO BEGIN BUILDING

youtube.com/exitrealtyvideos

34 Volume 11 Issue 1

When There’s

NO PLAN IN PLACE

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER No two real estate transactions are ever alike, but a certain few come with their own unique challenges like probates, estates, and conservator business. It’s not easy, but Associate Broker, Natalie Olmsted has found her real estate forté is one not everyone shares.

“When I first started, a natural niche was first time home buyers, but I was losing potential clients because they were missing part of their home buying process. Their credit score was too low, their debt was too high, or they didn’t have any money for a down payment but would be able to make the monthly mortgage payments if they could just get a loan. I put them on a ‘future’ list, and kept checking in on them, educating them, and when they were ready, they came back to me. That’s when it hit me to focus there and build my database for the future,” she shared of one of two very different ends of the real estate spectrum. “Last time home sellers are an extremely specific niche. I was introduced to this market through a good friend of mine who’s an estate attorney. When I became licensed, she was looking for a new REALTOR® to work with and refer to her clients. As time went by, she introduced me to her sphere, I began to develop my own relationships, and as one client led to another, my knowledge and expertise in this area grew as well. In 2021, last time home sellers accounted for 45% of all my business.”

Volume 11 Issue 1 35

Last time home sellers are an extremely specific niche.”

Natalie Olmsted (left) with Jennifer Mencl.

NATALIE OLMSTED ASSOC. BROKER

Natalie first heard of EXIT Realty through her sister, Kelly Steichen, Broker/Owner of EXIT Realty Center in Maryland, but having a personal penchant for training, it was all EXIT had to offer in this area that sealed the deal for her in the spring of 2015. Almost exactly six years later she would meet Associate Broker, Jennifer Mencl, after she made the switch to EXIT Realty Mountain View in Colorado. The two would soon find themselves co-brokering deals and working well together, so they combined their extensive knowledge to create the TEAL Pro Team.

“We spent hours brainstorming ideas on our team’s mission, name, brand, and finally our business plan and marketing plans,” she shared. “The name TEAL Pro is divided into two parts: TEAL is an acronym for Trusts, Estates, Assets, and Legacy, and Pro is short for properties, probate, professionals, and promise.”

Natalie considers a commitment to continuing education the defining factor that sets some real estate professionals apart, and this belief is evident in her recent earning of both her Certified Probate Real Estate Specialist (CPRES), and Senior Real Estate Specialist (SRES) designations.

“I earned both to further understand the many sides of real estate, and to continue to educate and hold myself to a higher level in my business. Designations and certificates are more than just letters after an agent’s name; they show an agent’s dedication to learning and honing their skills to better serve their clients.

One thing I enjoy about taking these additional classes is learning what further information I still need to study, then I seek out those classes and take them. Learning never stops as a real estate professional,” she explained.

Natalie has been paying this knowledge forward for five years now through her Home Buying 101 class for any first-time home buyers, and she and Jennifer have also recently begun inviting the public to estate planning sessions through their dedicated landing page www.tealproteam.com/estate-planning, knowing all too well what can happen when the State steps in (as many governments do) when there’s no plan in place.

This “never put off what can be done today” thinking goes hand-in-hand with Natalie’s personal motto of, “You can’t make a living sitting on your butt,” as she explained, “I spent too much of my life thinking I couldn’t.

One day I got up and said, ‘I can. I’m possible.’ Today, I AM!” So, she encourages everyone to find a niche or two to focus on, and if one of those happens to be probate, take classes in your local area, check with your state’s/province’s bar association for classes open to the public, talk with attorneys, sit in on probate court cases, and learn everything you can before diving in.

And now that the TEAL Pro Team is all in, Natalie and Jennifer are working diligently to build their name in the Colorado Springs area, but Natalie also has big plans for the future saying, “Over the next few years, I would like to build a referral network of CPRES brokers that work together to collaborate with one another, learn from each other, and increase our resource toolbox for our clients and customers.”

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MAKE YOUR EXIT

BUT WHY FIX

YOUR INCOME? EXIT Realty’s often imitated, never duplicated, business Formula is the only one of its kind providing opportunity for agents to earn an unlimited side income now, while providing an enhanceable retirement tomorrow plus a built-in beneficiary legacy.

Earn a single-level 10% sponsoring income by helping to grow the company

Portable, unlimited, and perpetual for as long as you and the people you introduce stay with EXIT Realty

Converts to 7% retirement/lifestyle residuals that you can continually enhance while retired or taking a break

Our inclusive, agent-oriented business culture is built by invitation only. Join us and start building the lifestyle of your dreams today. Text 4MM to 85377 to learn more or text JOINEXITREALTY to 85377 when you’re ready for change!

Your pre-determined beneficiary receives 5% beneficiary benefits should anything happen to you

Are You Ownership Material?

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

“Spending time finding out needs and wants was an eye opener.”

AJ PL ANT, REGIONAL OWNER

38 Volume 11 Issue 1

AJ Plant, Regional Owner of EXIT Realty Eastern Ontario, has seen just about every role real estate has to offer and he knows his ability to come so far is because he chose the best brand and people from whom to learn.

He always had ownership in his sights, so when AJ had the chance to join EXIT Realty Matrix in Embrun, Ontario with Franchisee, Maggie Tessier, he jumped at the opportunity explaining, “She understood the salesperson’s business flow; what activities are needed to succeed, and once you start growing, where to focus your money and resources for hiring and lead generation. As I sold, I felt that I had a lot to offer other agents as I was taught by one of the best.”

As an agent AJ enjoyed the idea of leveraging smaller amounts of money to control a large piece of real estate as a landlord.

He recognized the opportunity EXIT presented, understanding that value of receiving passive income from tenants. However being a broker provided invaluable insights into dealing with people, and also running an office; an entirely different vocation as AJ refers to it.

“When I was office manager, I really understood the meaning of empathy; truly focused on the agents and staff. Spending time finding out needs and wants was an eye opener. I drew from this experience towards regional ownership,” AJ recalled.

“Being a sales representative is different because sometimes we start to get addicted to the deal and that’s what fuels the daily activities. In brokerage and regional ownership, the business cycle is longer, so you really have to plan short, medium, and long-term strategies.”

Since purchasing EXIT Realty Eastern Ontario in 2015, AJ has diligently and skillfully grown the region, knowing that franchise ownership isn’t something meant for just anyone, but that it’s a unique proposition to financially invest in becoming a shepherd of entrepreneurs. He’s also acutely aware that everyone develops at their own pace, despite his ideas about growth. Where he has achieved success is not just in how often he talks to his franchisees and leader agents, but in the quality of those conversations coupled with what EXIT has to offer.

“When you find the right person to do the job, it’s life changing,” he admitted, sharing that he also feels this way about having the right tools, like the EXIT Realty Connect App, just one of many reasons he continues to choose EXIT through his many real estate roles. “EXIT is the only company that truly puts people first. The branding, residual income, and head office support is awesome, but the secret sauce is when you see people being treated the way they want to be treated, and you see that the agents are the foundation. Then it becomes real.

For me, knowing that our agents and brokers are being taken care of is number one.”

THE BUSINESS OF BELONGING

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

We’ve all felt that awkwardness of being the new kid at school, or even the new hire.

The need for us to find “our people” is a cornerstone of humankind’s organization. We want to belong, but a group of us together does not acceptance make. So how do you capture that?

Having been once burned previously in her real estate career, Sales Representative, Stephanie Walls, was looking for this sense of belonging in an office, but would instead find a family when Sales Representative, Angie Robinson, asked fellow EXIT Riverbend Realty agents, Dona Cronin and Rebecca Wyatt, to have a meeting with her before she joined.

It was intended to be a one-time occurrence, but when Stephanie found her first sponsor months after joining, she had such a wonderful experience meeting with a group that she called on them again for her sponsor. These luncheons have since become a regular practice at EXIT Riverbend Realty, where over five new agents have joined, and two more are on the way.

“We all agree this process has created a relaxing, more successful experience for each sponsor’s journey and development,” Stephanie explained. “Recruiting as a group allows sponsors to feel like they already know a portion of their new office from day one, which helps them feel welcome, and more at ease.”

“This sort of casual luncheon lets [sponsors] see us as just individuals who happen to be real estate agents enjoying one another’s company,” Dona agreed, adding, “I think it has encouraged the agents to reach out more and to openly sponsor. Since the lunches began, we seem to be growing much faster.”

When there’s news of a new sponsor, a group chat is initiated with an invite for those who want to join. At least four typically attend: the sponsor, another new agent, in addition to two more agents from the office. And although the menu varies, there’s definitely a secret sauce to the conversations according to Rebecca.

“We allow the new recruits to hear the good, the bad, and the ugly. We talk about the reality of real estate, so they know what they’re getting into. We want people to spend their money wisely, to stick with it – especially through the first year – and to love the decision they make.”

So many are residually benefiting from these luncheons, going on much needed vacations, building dream homes, or just saving for a rainy day thanks to their bonuses received from EXIT’s head office for helping to grow the company. But you can’t really put a price on true belonging as newly sponsored agent, Briana Stephens shared, “My impression after the luncheon was this is not a brokerage where there’s competition and drama, but one where there’s respect for others and teamwork. They care for each other, and that’s priceless.”

“Recruiting as a group allows sponsors to feel like they already know a portion of their new office from day one, which helps them feel welcome, and more at ease.”

STEPHANIE WALLS , SALES REP.

Volume 11 Issue 1 39

THE BEST PART OF HOME...

ROOMS WITH A VIEW

THERE’S NO PLACE LIKE HOME Find yours online at exitrealty.com today!

Photo by Roberto Nickson on Unsplash

Hope A RIPPLE OF

BY SUSAN HARRISON, SENIOR VP After 17 years living in public housing, Mrs. Eunice Bond dreamed of owning her own home, but living in a small town with an average income around $19,000 per year, she knew it would be an uphill battle. And in this hot real estate market, where would she find an agent to weather the process with her? Enter hometown girl, Stephanie Askew.

“I knew Mrs. Bond because I grew up in Ahoskie, where everyone just kind of knew each other. I was initially hesitant to help her because I live in Raleigh now, and figured I should focus on the real estate market there, but something just led me to say yes. I just knew it was for a reason,” Stephanie said. “I grew up in an environment where home ownership was not the norm. Many people either rented or used government subsidized programs.”

Eunice would save for two years for her down payment and closing costs, and was pre-approved for a mortgage, so she could act quickly when the right house came along for her and her 16-year-old son, but Stephanie said even still, “In Ahoskie, there isn’t a lot of inventory, especially at [her] price point, so STEPHANIE ASKEW, SALES REP. I knew it was going to be a challenge finding her the right house. There was a particular home that I passed by many times. It was remodeled on the inside, and it was beautiful...

When I showed it to her, she loved it!”

Not only was Eunice new to home ownership, but this was also Stephanie’s first transaction as a newly licensed agent. She learned so much through the process, saying, “I felt like I had just climbed the highest mountain that had ever been put before me. It was never even about compensation for me. There were times she and I cried together over things in our personal lives, or times she was discouraged because she didn’t think things were going to work out, but her faith was strong. And I knew we were going to accomplish what we set out to do.”

Mikaela Rojas, Broker/Owner of EXIT Realty Preferred Triangle spoke proudly of Stephanie’s commitment to serving her client and going above and beyond despite the distance challenges she faced.

“Every time she had a showing or an inspection, Stephanie was on the road, sometimes making a four-hour roundtrip drive just to complete a task,” Mikaela shared. “Stephanie told me her goal in becoming a REALTOR® was to help people but more specifically she wanted to give back to her hometown community. Stephanie was able to get [her client] into a house, under list price, under appraised value, and with a credit at closing that left her with some money in her pocket. That’s truly an amazing thing to do in this market.”

Word got around about Eunice’s accomplishment and congratulations and well-wishes poured into both her social media channels as well as Stephanie’s, creating a ripple of hope that Stephanie witnessed, saying, “A lot of people were looking at [her] saying, ‘Well if she can do it, then I can do it too.’ In fact, the management company at her apartment complex reached out to us and asked if they could do a piece on Eunice because they felt her story was one that would also inspire a lot of other residents in public housing to pursue home ownership,” Stephanie explained. “Mrs. Bond accomplished the American Dream, and I got to a play a role in that. I will never forget her!”

“I knew we were going to accomplish what we set out to do.”

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WHEN IT’S

TIME TO TEAM UP

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Perhaps the saying, “two heads are better than one” is this thinking behind why so many form real estate teams; a movement on a serious uptick over the last several years. Learn how Broker/Owner, Maggie Tessier, has transferred her individual success into an award-winning, 12-agent lineup, including her son, in Ottawa, ON where the name of the game is all about teams.

You can achieve a level of success with a team or without.”

MAGGIE TESSIER BROKER/OWNER

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A MATTER OF NEED Need is something Maggie reminds all agents to weigh in their decision to collaborate, admitting that even an accomplished professional like herself feels the pressures of business.

“I think you can achieve a level of success with a team or without, it really does depend on what your goals are,” she explained. “I find with the arrival and speed of social media, and how everybody communicates, that one person alone has trouble managing it all. I feel it’s going so fast and creating so much anxiety that the more people you have around you, the more everybody can go home at a certain time and rest. That’s what really pushed me to build a team. When you start losing leads written on the back of your mail underneath the seat of your car, you know it’s time.”

LEADING WITH LOVE Established in 2016, the Tessier Team has since graced the ranks of EXIT’s top teams consistently. Maggie credits EXIT’s business model as a way to organically build a team, but keeping one going these days is all about caring, she says.

“We have a system where if someone leaves and another does business for them, they don’t want any referrals or any payout, and the other does the same. I feel this encourages people to go on vacation, relax, and recharge their batteries,” she explained of how many agents need precisely that after the past two years. “It’s a hard market to be working in, and you don’t have the energy you had in 2021. We kind of came out of 2020 thinking that [COVID] would be over, but it wasn’t, so everybody pushed through a whole other year, but everybody’s exhausted now. I feel the agents, staff, and everyone needs

more…I’m going to call it love. It sounds cliché, but we really do need more caring because what’s really important in the end is not how much money you made this year, it’s your family, your relationships, and your marriage. All of that has to manage to get out of this on the other end somehow intact.”

True, being an owner may have primed Maggie to be such a successful team leader, but although there are similarities in the agent-centric way of thinking, she insists the responsibilities of each role are vastly different and not interchangeable, saying, “Not all team leaders would make good brokers. I own a brokerage, and I run a team within that office, but I have other teams within the office as well. As a broker, you’re looking at all employees but you’re also responsible for growing your brokerage and all that comes with that like setting office policies. Team leaders are solely buyer and seller marketing. It’s a very different role.”

ALWAYS FORWARD-THINKING Maggie has no illusions about the future. You get a sense of how well she knows herself when she openly muses about surpassing a career milestone anniversary and what that means going forward.

“I’m looking at 25 years in the business so my goal for the team is very, very different now. I feel more of a sense that the dream is to make their own teams. My face has been offline for some time now. I feel that I’m growing many businesses within the team. I encourage a lot of their own marketing on social and getting their faces out there. There’s been a real shift in the last couple of years because I realize I’m closer to the exit than the entrance,” she shared humbly. And there’s no doubt that what began with her, will undoubtedly multiply because of her grace, integrity, and knowledge.

MAGGIE’S TOP TIPS FOR TEAMS Work Your CRM - A database is just a list of information unless you’re putting it to good use to communicate and stay in contact with those who are a part of it. If you don’t have one, it’s time to get one.

Know How and When to Grow – Everyone has weaknesses so hire trustworthy people to fill those gaps, but just as you started a team to help manage it all, your team members need the same consideration. Err on the side of more administration and add members as needed for workload so…

Everyone Goes Home – A team means no member left behind. The workload should be distributed so that everyone on the team can go home every night to rest and recharge.

Budget for Branding - Spend some money and hire outside help that specializes in marketing. Developing your marketing is a whole process. It’s who you are. Once you have it, consistently market locally.

Mistakes Happen – We are all capable of them. Learn from them so you can recover quickly.

Mindset Matters – Everyone’s level of experience is different, but that’s not what matters.

Ensure members understand it’s about what the team as a whole can offer clients, not just what each individual brings to the table.

Protect Your Culture - Your culture is sacred. If you notice someone who’s always taking from the team, never contributing, and it’s always the same person, there’s a problem.

Move into the office setting and let the broker help but protect that core.

Lead By Example – Your team looks to you, so you have to be authentic and walk the walk.

If you have to fake it you won’t make it.

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Success Tastes Sweeter

When It’s Homegrown

BY SHELLEY LOW, FRANCHISEE – EXIT REALTY HOME & RANCH, CO I would take my girls with me to my open houses since they were little. You could say they grew up in real estate.

As they got older and went off to school, they all went in their own directions but one. When my daughter, Jessica Low graduated college, she decided that real estate would be her direction, and she can be very determined.

She got licensed and began working with me, side-by-side, learning our industry and the EXIT system. We went to EXIT’s Annual Convention and had the opportunity to sit with Founder and Chairman, Steve Morris. What an amazing man and so inspiring. He took a moment to spend time with us and answered many of our questions.

He has a way of making you feel so welcome, like family. We also had an opportunity to spend time with another someone we have much respect for, Director of Leadership, Bob McKinnon. He took time with not only me, but more importantly with Jessica. He asked if she would ever be interested in owning her own brokerage with me.

Next thing I know we had purchased the Durango, CO franchise. It was a rough start, as no one knew the EXIT brand there and we were up against some heavy hitters. We wanted to grow this with the right agents but that was truly a learning curve. We made it through, little by little, growing from just the two of us to a couple of agents. Fast forward to today, and together we’ve created a fabulous team of real estate professionals who work together and truly help each other like family - we love it.

More opportunities continue to open for us, and we now also own Pagosa Springs, in addition to our most recent purchase of Farmington/Aztec, NM. Now 52 agents strong and growing, we’ve learned to surround ourselves with great people, to not sweat the small stuff, and to train our agents when nobody is looking. Our Regional Owners, Margaret and Kevin Hamilton, have been incredibly supportive. THANK YOU! We’ve been able to help so many of our agents fulfill their dreams, including one who just opened her own office in South Fork, CO. We’re spreading the teal and the love for EXIT, taking over the southwest corridor.

Our philosophy is that the more we help others, the more everyone grows. Jessica’s Fiancé, Nick Johnson is now a fabulous part of our ownership, and the two of them have created an incredible management team to include our traveling trainer, Jessie Gregg, and so many other incredible members of our management. Steve Morris told us during that meeting, “Never give up, do your affirmations, and be clear with your intentions,” and here we are rocking southwest Colorado.

We’re truly blessed and have created a legacy for my family.

Thank you EXIT. As a single mom raising my girls, you gave us the opportunities that we would Shelley Low (L) with never have had elsewhere. With hard work and an her daughter, Jessica. incredible residual program, you helped my entire family reach heights that most could only dream of. That’s the power of homegrown, and the true power of EXIT.

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DON’T WAIT FOR DISASTER

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER With summer comes fun in the sun for many, but also preparing for a season of severe weather for others. With the U.S. Environmental Protection Agency (EPA) stating, “extreme weather events such as heat waves and large storms are likely to become more frequent or more intense,” that complicates things for real estate professionals.

“After each storm effects an area the Federal Emergency Management Agency (FEMA) and the National Flood Insurance Program assess and makes a determination on how the current building codes are impacted and if any changes or upgrades need to be made to better protect properties,” said Manager and Sales Representative, Joseph Piernas of EXIT Prestige Luxury Realty in Mississippi.

To stay on top of this, Franchisee, Tiffany Marshall and her EXIT Magnolia Coast Realty team rely on training by bringing in builders, inspectors, insurance agents, and vendors from all aspects to help educate the office on ever-changing requirements.

Being prepared differs for each event, but some guidance is universal as Joseph says, like stocking a kit with essentials, keeping cash and important documents in a safe place to access in a hurry, prepping your property when possible, and leaving in time to avoid getting caught in the event itself.

“We provide a list of most used and needed supplies, where sandbag locations may be, hurricane evacuation routes, where the mandatory evacuations have been ordered, and if we can deliver supplies after a storm we do, or we allow people to collect supplies while they last from our office.”

TIFFANY MARSHALL , FRANCHISEE

Volume 11 Issue 1 45

WHEN STORMS HIT CLOSE TO HOME

Narrowly missing hurricane Katrina at the age of 19, Tiffany knows too well the catastrophic and lasting impacts severe weather can have on businesses, communities, and governments who deal with cumulative effects. Generally, it’s a homeowner’s responsibility to do their due diligence when purchasing, high-risk area or not, but Tiffany aims to go above and beyond at her office.

“A home inspection is important in any purchase but very important in a storm prone area…As a buyer you want to make sure if there’s previous damage it was fixed correctly, by a professional, and not just anyone. If the home ever flooded, you want to ensure it was properly remedied and the home doesn’t contain unknown mold or mildew,” she cautioned. “We also make sure to get [clients] with a wonderful insurance agent who explains the terms of policies to help ensure they have the best possible coverage in the event of a storm. We’ve even gone out and helped clients install hurricane shutters on their home after the purchase is complete!”

Many EXIT associates personally assist with relief efforts for both their communities and fellow brokerages, through the Spirit of EXIT Dollar-For-Dollar Matching Program or independently. EXIT Realty Corp. International has also donated $1M in relief funds to areas hardest hit by disasters since 2017. Joseph and Tiffany help by communicating the need to properly prepare in advance of storms, by collecting supplies for those hardest hit after the fact, and by assessing needs to help where they can. And the same goes for their offices, where contingency, communication, and support plans are in place for their teams.

“We email past clients and provide a list of most used and needed supplies, where sandbag locations may be, hurricane evacuation routes, where the mandatory evacuations have been ordered, and so much more. We post the same to our social media accounts and if we can deliver supplies after a storm we do, or we allow people to collect supplies while they last from our office,” Tiffany shared of the one silver lining she’s taken away from years of dealing with severe weather. She says it’s a feeling that cannot be described unless you’ve felt it firsthand collecting donations by going into a store and loading up cart after cart of supplies and packing your car to the brim to drive a convoy of hope to an office in need.

Living and working in disaster prone areas makes this commonplace for many EXIT offices, agents, and their clients, but as Tiffany proudly admits, “We wouldn’t change a thing about where we live and the culture we’ve created through the resiliency of our people after each and every storm that passes.”

Be Prepared Become a Crisis Knowledge Management advisor through EXIT Realty’s Premier Partner CKM Solutions Group today, so you’re always prepared.

For more information on course packages visit: ckmsolutionsgroup.com

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your best

Life

EXIT REALTY RECOGNIZES THE WELL-BEING OF THE PERSON BEHIND THE

Photo by Antonino Visalli on Unsplash

AGENT.

FOCUS ON YOUR GOOD HEALTH Visit focusongoodhealth.com today!

LOOK BACK MOVE FORWARD

&

B Y ERICA NASB ,Y MIND-SET TRAINER

It’s time to get real about what’s working, what’s not, and using the valuable data from the past which has so much to offer you today and beyond. Self-reflection is a very practical, personal inventory that will result in consciousness and growth. It’s powerful and progressive to make space to reflect in this capacity, allowing for corrections and tweaks. It’s a strategy I encourage brokers and agents do weekly even. Now is the perfect time to take a moment and really ponder these questions and enjoy the process:

We’re creatures of habit, and we operate mostly in patterns. To make a change we have to be really honest with ourselves and take the time to reflect.”

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What can you celebrate accomplishing so far?

We don’t do this enough. We’re our harshest critic. I challenge you to love on yourself and have gratitude for your own process.

What have been your greatest lessons?

It makes sense that we maintain what brought us success in the first place.

Often people reach a higher level of production, and they neglect to continue what brought that success in the first place.

What have you created for yourself and others?

We’re all manifesting 24/7, with how we feel, think and speak.

Who or what can you let go that no longer serves your highest good?

We all need boundaries. Giving up the drama or pain that keeps us unconscious and running a lax mentality is wonderful to get honest about.

What would you do differently?

This is an important step to let go of emotions holding us captive and start fresh with experience and knowhow.

What tools have really worked for you?

Break down all the tools you use, from electronic or paper planners to prospecting to the Resource Center – list everything you utilized in your business.

What changes have you made?

Acknowledge the change and reflect on how it impacted your process.

How are you sustaining those changes?

If you went out on a limb to make a change, how can you continue expanding on that change and take it to the next level?

What do you need to work on?

We are all works in progress; be really truthful with yourself. Look outside of your box.

What limiting beliefs are keeping you stuck?

We all have them. Write yours down about the major areas in your life and see where you most need to grow.

How did you speak on a regular basis about your own life?

This is probably the most important question to check in on. You will realize why you ended up where you are. Words have power!

Who do you want to be six months or even one year from now?

In December, where do you see yourself? What’s the end of the movie?

You have to picture this to get there, and if you can add the emotion you’ll feel by arriving there and you’ll make magic happen!

When we take responsibility for our thoughts, feelings, and actions, we’re able to reverse what’s going on around outside of us.”

Volume 11 Issue 1 49

Setting the Stage For Success

BY MAEGAN CARRASQUILLO, STAFF WRITER

“Be bold enough to use your voice, brave enough to listen to your heart, and strong enough to live the life you’ve always imagined.”

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Focusing on agent success is what EXIT Realty Blues City Broker/Owner, Eddie Aeschliman, credits as the key to making his five-location, West Tennessee operation exceptional.

Beginning his real estate career 18 years ago at EXIT Realty Horizons in Las Cruces, NM, Eddie would then move to Florida in 2008 and work with EXIT Realty Oceanside, then to Jackson, TN in 2010 where he met and placed his license with Janet DiChiara, the owner of EXIT Realty Select. After studying and meeting the love of his life, Renee, in Jackson, he moved to nearby Collierville to be with her, but quickly learned not having a local office made things difficult.

“I tried to convince my broker to open a Memphis office, but she encouraged me to buy one,” he explained. “At Christmas in 2014, I approached my mom, Bonnie Aeschliman, about going into business with me and opening an EXIT brokerage in Collierville. She has an entrepreneurial spirit, had sold her business, and was going to retire, but she liked the idea and suggested I take my future inheritance to get started, predicting I’d waste it anyway!”

Eddie took the investment with the caveat that his mom relocate from Wichita, KS, get her license, and help him launch the business. Bonnie studied housing and interior design in college and thought being a REALTOR® was a good fit for her and was excited to start a new venture with her son. She chose to put many of her commissions back into the brokerage as she was thrilled to see it grow; commissions that were instrumental in opening subsequent offices over the years according to Eddie.

“I’ve been with EXIT my entire career. I love being in the business of helping grow agents so they can sustain themselves, have a career, make a living, invest in real estate and grow long-term income,” he said.

Eddie considers it his mission to help agents, so he established the Blues City Real Estate School. Pre-COVID, the local college was providing pre-license education for the community, taught by his previous Broker, Janet, but restrictions dictated only 10 students per class, so he and Janet teamed up to open their own real estate school at the Jackson Chamber of Commerce where they had a large enough room to safely distance up to 30 students. Since the fall of 2020 they have offered prelicensing, broker, and continuing education classes with several different instructors.

“The Tennessee Real Estate Commission determines the content but then each trainer takes that basic outline and adds in current trends in real estate and provides real life examples and insight,” Eddie explained. “For education at my brokerages, we focus on how to grow each agent’s business. We match their skills with the technologies that will return a reward of more listings and buyers.”

EXIT Realty Blues City works with agents to help get them up and running and to Eddie that means doing everything in the EXIT plan from training, branding, technology, to office culture, saying, “My biggest advice to new agents is to find a great coach and mentor who’s invested in you beyond what you bring to the office.

Find someone who’ll share the hard and helpful lessons at the same time.”

WHEN IT’S TIME FOR

READING

The Compound Effect by Darren Hardy The premise behind The Compound Effect is that the small, consistent decisions we make over a long period of time produce the greatest results towards our goals. Hardy believes we often make the mistake of doing too much, too fast, which is unsustainable. Instead, by making small behavioral changes, you can achieve your goals more efficiently without risk of burning out.

The Emigrant Edge by Brian Buffini This New York Times bestseller is the rags-to-riches story of an Irish immigrant who moved to America at age 19 and would go on to become one of the industry’s leaders.

His business training company, Buffini & Company is the largest of its kind in North America. Contained in this book are seven characteristics that can help you find success in business.

Humans are Underrated

by Geoff Colvin The bestselling author of Talent Is Overrated explains how the skills the economy values are changing in historic ways. The abilities that will prove most essential to our success are no longer the technical, classroomtaught left-brain skills that economic advances have demanded from workers in the past. Instead, our greatest advantage lies in what we humans are most powerfully driven to do for and with one another, arising from our deepest, most essentially human abilities—empathy, creativity, social sensitivity, storytelling, humor, building relationships, and expressing ourselves with greater power than logic can ever achieve. This is how we create durable value that is not easily replicated by technology—because we’re hardwired to want it from humans.

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