The EXIT Achiever - Vol 11 Iss 2

Keeping the Home Fire Burning

IN A SHIFTING MARKET

PG 18: After nearly 3 years apart, EXIT associates gather together to learn, live it up, and celebrate award-winning EXIT Convention greatness!

10

RESOURCES

13 REALTORS® Get Schooled

It’s the perfect time to look at furthering your skills with continuing education.

32 What’s the Big To Do

Tips for staying on task and caught up now that you have some time on your hands.

42 When the Sale Turns on You

Most sales make it through, but to ensure yours do think of the three C’s.

ACHIEVERS

37 Earn More the More You Earn

Learn how Sales Rep. Andy Gerron has capped quicker every year.

50 Builder’s Agent Basics

Whether it’s building anew or building back up these EXIT duos are building communities.

52 Hand Me Down Homes

It’s one of the toughest markets in history for young buyers but leaning on family can help.

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.

CONQUER WITHIN FROM

 I initiate and finalize with great skill and effectiveness

 In selling, I have great closing skills

 I like and enjoy canvassing for business

 I am well organized in everything I do

 I know exactly what I want and I’m doing everything necessary to achieve it

 I work hard, play hard, and rest hard

 I sleep peacefully every night

 My life is well-balanced and well-coordinated

 I am completely at peace with myself

 I enjoy exercising my body and I do it regularly

How do you rate on the above statements? START AFFIRMING YOUR WAY TO SUCCESS TODAY!

WITH FOUNDER & CHAIRMAN STEVE MORRIS

MAKESHIFT MINDSET

The first thing that needs to adjust in response to a changing market is your mindset. There are things out of our hands, but we can always control the way we respond, and being proactive instead of reactive can make all the difference in your business right now.

Starting your day by putting yourself in a good head space is paramount. I recommend Hal Elrod’s SAVERS method from The Miracle Morning, which is an acronym for Silence, Affirmations, Visualization, Exercise, Reading and Scribing (writing). It’s a great way to start in control of your day.

While we’re on the topic, let’s flip the narrative because a changing market comes with opportunities. Remember, people who are serious about this business typically produce more than those who aren’t serious and typically fade away during a shift. It’s the perfect time to frame your business around your community and your strengths.

We all make money based on the value we provide not the hours we work. It’s important to know the market and even more important to know the people you serve. Meet people where they are, connect people you think can benefit from each other, and meet with at least one leader a week. People are drawn to people who are growing.

It’s also an ideal time for sponsoring. Rate yourself, on a scale of 1 to 10, on relationships with your clients, and people you want to introduce into EXIT, and constantly try to improve that number. Where are your windows of opportunity? Always focus on the solution, not the problem. I look forward to hearing your success stories.

A MESSAGE FROM CO-CHAIR, TAMI BONNELL

“Starting your day by putting yourself in a good head space is paramount. I recommend Hal Elrod’s SAVERS method from The Miracle Morning... It’s a great way to start in control of your day.”

join EXIT’s Miracle Morning Community!

OUR BUSINESS IS PEOPLE

Yes we sell homes, but people are at the heart of everything we do. From our focus on every member’s good health, to our Formula that provides agents with an additional income stream, retirement options, and beneficiary benefits, our business is providing each customer with knowledgeable and confident agents who champion for clients and provide a customer experience like no other.

We know that the people who help you and your return on investment are important to you right now.

THAT’S WHY AT EXIT REALTY, OUR BUSINESS IS YOU.

THE CHOICE IS YOURS

BY JOYCE PARON CEO – CANADA

The market isn’t what it was, and now you must decide what to do. You have two choices: quit, or get to work. It’s not sexy, exciting, or tweetable; however, being disciplined is where something powerful begins. The core word, disciple, speaks to the heart of its meaning; becoming a pupil of your craft and staying focused on it to the exclusion of all else.

You can’t afford to wait for better timing or to feel better about the circumstances. Being disciplined is deciding to win. Have you made that decision? When you do, cast off the blame for what you don’t like and remove the robe of self-pity. Your job is to clearly decide what you want. Write it down. Look at it every morning. See it as if it’s happening. Use your persuasive imagination that spins all the thoughts of what could go wrong and why things aren’t working, to create a story about all the good things yet to come. That’s the most intriguing part of your imagination; you get to use it to your detriment or victory – you decide.

You already know your strengths and where you struggle. Stop making excuses and start asking effective questions like who to talk to, where to get started or find help, and what the best approach is to get some business started today.

Discipline always asks that you set boundaries. This may mean eliminating some daily behaviors or distractions like limiting scrolling on your phone. Stay focused on the outcome you want. Stay focused on the outcome you want. One more time, stay focused on the outcome you want. This alone helps you maintain discipline and stay in control of your behavior because your focus is on what you want – the reason why you get up in the morning.

Your job is to take one step, then another, then another, understanding that from time to time the feeling of defeat and lure of distraction are part of this daily game. However, you get better at recognizing them along the way, you start to recover faster from their effects, and see them less often. Your discipline earns you results, bit by bit, until they snowball. The circumstances haven’t changed, but soon you find you have. Now you’re one of ‘those’ people making things happen whom everyone says, ‘got lucky,’ when the truth is that you learned the secret of this business, that’s really no real secret at all. Luck shows up when you consistently show up and do what is necessary. It takes discipline to make a difference in your success.

“It’s not sexy, exciting, or tweetable; however, being disciplined is where something powerful begins.”

GET OUT OF THE GRANDSTAND

BY CRAIG WITT, CEO – UNITED STATES

Chances are you’ve come across them and may have even been one yourself without even knowing it; a Grandstander. The Grandstanders, as Author, Seth Godin refers to them, are those who “show up toward the end, when most of the work has been done and it’s almost time to ship [and] make a suggestion that would require changing a great deal of what’s been done. It might even be a good suggestion on its face, but it’s hard to tell.”

These are the people who yell from the bleachers at those in the field, unencumbered by their comfortable perspective, far removed from the knee-jerk demands of being submersed in the arena fray. Just as Theodore Roosevelt said in his Man in the Arena speech, “It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because there is no effort without error and shortcoming; but who does actually strive to do the deeds; who knows great enthusiasms, the great devotions; who spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory nor defeat.” Even just reading that, it’s clear that none of us want to be seen as a Grandstander, and many will tell you they care little for advice or leadership from those who don’t have at least some experience being inside the arena as well. This is both understandable and yet unfortunate, because it’s also true that we can sometimes get so engrossed in the doing that we miss the bigger picture. Perspective is everything, so to get out of the grandstand you have to get into the field and share your ideas very early on. It’s not just about getting the training and showing your work either. You also have to be willing to own the outcomes too, no matter what they may be. There are well-intentioned people, with great innovations worth looking at, so the opposite is equally true. It’s always a good idea to take some time out of the arena once in a while to look in from the outside at what you’re doing. In a world full of Grandstanders, instead be an empathizer, collaborator, or cheerleader. We need those more than ever.

You have to get into the field and share your ideas...You also have to be willing to own the outcomes no matter what they may be.”

To lead others through change, growth, and challenges you must embrace Leadershifts. More than just shifts, John Maxwell talks about taking action in his similarly titled book and in this two-part series, I’ll look at 12 ways to put a Leadershift Action Plan into motion.

START WITH YOU

Self-reflect and assess yourself. In a journal, note what’s holding you back, scares you about change, and questions you can ask to become a better listener. Leadershifting isn’t about making huge changes, it’s embracing the ideal of being better tomorrow than you are today!

BRING VALUE

Note each person on your team in your journal. Complete a SWOT analysis of their Strengths, Weaknesses, Opportunities, and Threats in their business. Meet with each one in person to ask where they are with their own SWOT analysis. This shows where you can add value, resources, and tools to support success. Teams are built. Adding value to your people shifts from “me” to “we,” showing you’re invested in them and their growth.

ENCOURAGE

Whether it’s to dream more, do more, believe more, or grow more, someone at some point encouraged you to reach for the stars, and it’s your time to pay it forward. When you become an encourager of growth in other people, you’ll find your goals shift to growth and become easier along the way.

DAILY COMPOUND EFFECT

Success comes from putting in the time for your dreams through the relentless regularity of habits and the way they magnify and expand your natural strengths and abilities. Change is found in your consistency with small habits, not big swings. It’s the worthy price of leadership, and others are always watching you.

UPFRONT EXPECTATIONS

Ensure your team knows what you expect. This allows you to build good relationships with them and establish boundaries that make leading easier. Clear expectations create a safe environment for your team to do their best. Shifting from people pleaser to upfront leader creates an environment where everyone can win, and when you have a team of winners, they’ll attract other winners!

LEAVE YOUR COMFORT ZONE

Today’s best is not as good as tomorrow’s better, but to get there be more creative and think outside your limited comfort zone. Push yourself and your team will begin to push themselves.

Leadershift: Listen to Director of Leadership, Bob McKinnon and U.S. President, Lori Muller, dive into the Leadershift book in their seven-part study series.

A COLUMN WITH LORI MULLER PRESIDENT – UNITED STATES

you you

DO

MAEGAN CARTER, STAFF WRITER

Many people are familiar with the adage, “fake it ‘til you make it,” but what if faking it just isn’t your style? What if rather than looking around and doing what works for others, instead you chose to look inside and do what works for you?

Jeremie Fontaine, Sales Representative with EXIT Realty Associates in Dieppe, NB, started his career with feelings of self-doubt. He didn’t think he could measure up to those in the industry with 20+ years of experience, especially as a 21-year-old rookie, but he quickly realized that his age, and the knowledge that comes with it, could be used to his advantage.

“My generation is mostly on social media, right? So, I was just posting everything I was doing. I was posting every day. I basically used online marketing to get my footprint out there,” he explained. His consistent strategy of marketing to his own age group paid off. They saw Jeremie as someone they could relate to when they were getting into homeownership. Not only that, but they told their parents, and soon it was business by referral, something every real estate agent hopes for.

Beginning his venture into real estate in 2018 while at university studying finance, he invested in duplexes to rent out for extra cash flow. At his mentor’s suggestion, he obtained his real estate license and joined EXIT. After buying more properties for himself and selling to others, his side hustle became a full-time pursuit. In his first year Jeremie earned EXIT’s Bronze Award, which constitutes 25+ ends closed, and by the following year he’d leap-frogged two levels, up to Titanium, with over 150 closed transaction sides. In 2021 he was awarded EXIT’s Top Lister Award for North America, and in 2022 he took EXIT’s highest honor, the Tri-Real-A-Thon Award.

My generation is mostly on social media, right? So, I was just posting everything I was doing. I was posting every day. I basically used online marketing to get my footprint out there.”

Now at age 26, with a flourishing real estate career, his advice might not be what you’re used to, but it has certainly worked in his favor: listen to your body and be yourself. Jeremie says that being a night owl means he gets more work done in the evening than others who might be early risers. He shows up completely as himself, whether you take it literally, dressed in a t-shirt rather than a suit, or figuratively, by showing up with a knowledge many might not expect at his age.

“I think a lot of people don’t realize that they try to copy a successful person and say, ‘Oh I need to be exactly like them.’ Yes, to some traits, like you need to work hard, however, you’re your own person, your own personality, so once you learn to find your strengths, you should emphasize them to build a business in real estate,” he urged.

With six sponsors and more on the way, he’s also adding to his thriving business. He’s able to introduce likeminded individuals to EXIT Realty whom he can mentor, and in turn they can help him by being part of his team. In addition, he’s being rewarded financially by EXIT’s head office for helping to grow the company. There’s a common misconception about real estate; that it’s easy. Jeremie often tells those he has invited into the company to dispel this notion, “I will give you the necessary tools, but you have to build your home.” And if you’re anything like Jeremie, making it custom is probably the best way to go.

I think a lot of people don’t realize that they try to copy a successful person and say, ‘Oh I need to be exactly like them.’ Yes, to some traits, like you need to work hard, however, you’re your own person, your own personality, so once you learn to find your strengths, you should emphasize them to build a business in real estate.”

© Bobbie Carlyle

TRAINING THAT DRIVES PRODUCTION

Good Agents Are Born, GREAT AGENTS ARE TRAINED

✓ Personality Profiles

✓ Live/Interactive Training & Coaching

✓ Sponsoring, the Heart of EXIT

✓ Your Secret Money Maker

PLUS SO MUCH MORE TRAINING...

✓ AGENT & BROKER MONTHLY WEBINARS

✓ FRANCHISE & AGENT SUPPORT

✓ Ambassador Training

✓ Field Day: Path to Deliberate Creation

✓ Performance Coaching

✓ Presentation & Prospecting Camps

✓ BROKER OWNER TRAINING

✓ REGIONAL TRAINING & EVENTS

✓ MASTER BROKER SUMMIT

For more information log into EXIT’s Resource Center under the Training Section or email training@exitrealty.com

ERICA NASBY

ANGEL TUCKER MIKE McCARRON

RICK O’NEIL

STANLEY BISHOP

KEVIN AHEARN

REALTORS ®

GET SCHOOLED

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

In real estate, what you know is just as important if not more so than who you know, and whether you’ve been in the business for a year or 10, betterment always begins with education. A strong knowledge base was listed as the top skill or trait clients look for in their agent, according to RISMEDIA’s 2020 article 3 Things Clients Want From Their Real Estate Agent. As the markets bounce back to something more recognizable to most professionals, now is the perfect time to soak up as much information as you can to serve your clients as the trusted advisor you are. As vital as continuing education is, it can unfortunately be a hard sell for a few reasons:

1. Setting aside time for learning amidst already busy personal and professional schedules

2. Varying board and/or licensing requirements from one association, state, or province to another

3. Choosing which courses to take from the plethora of options out there, and well…

4. Most try to avoid going “back to school” later in life

A good place to start according to McKenna McCormick, National Strategic Sales Manager for The CE Shop, is by contacting your local or state and provincial regulatory body, or if you’re in the U.S., live chatting in to speak to a course advisor at EXITRealty.TheCEShop.com, because requirements vary on many levels, including on how you complete learning, for everything from first time pre-licensing to continuing education and upgrading your license. As for setting aside time, well the good news is, much continuing education is offered asynchronously or entirely online these days depending on where you’re licensed.

There’s never a bad time to work on your personal brand.”

MCKENNA MCCORMICK, THE CE SHOP

“A great staple for us is Roadmap to Success, which essentially is our business planning for real estate professionals,” she explained, which is a three- to four-hour course, depending on an individual’s experience level. “I really like this course specifically for new agents who have just gotten into the business within the last three years or so. We all know more than 80% of real estate licensees might leave the business within the first two years, and our goal at The CE Shop is to provide additional resources to show them what it takes to succeed, though nothing is going to beat that excellent EXIT mentorship that people receive from their fellow agents and brokers.”

Some other courses McKenna has seen great interest in over the past few years include ones pertaining to fair housing and discrimination, sexual harassment, and courses that focus on VA home loan program benefits, qualifications, and processes.

“When we take a look at continuing education, even across other industries, there’s never a bad time to work on your personal brand,” she said. Helping brokers get agents more involved and interested in all types of education is something The CE Shop has been thinking about a lot in the past six months. And whether you want to gain new skills, different perspectives, or build confidence with industry knowledge, McKenna suggests a solid educational foundation might be the defining difference in someone’s career right now.

“When we talk about the real estate industry, we’ve had some significant changes in what the landscape is looking like and depending on when individuals came into the industry this may really be their first big change. So, take a look at your personal brand. What are you doing to set yourself apart during times of change and uncertainty that can really make a difference?”

Part of EXIT Realty’s Ancillary Network offering online training courses for real estate professionals as well as educational portals for offices across the United States, The CE Shop can customize a training package for you!

Visit The CE Shop today.

“When we talk about the real estate industry, we’ve had some significant changes in what the landscape is looking like and depending on when individuals came into the industry this may really be their first big change.”

HOW LOW SHOULD YOU GO?

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

Pricing is a skill set built on experiencing shifts in the industry, but most new agents are finding themselves in uncharted territory these days.

“REALTORS® face a never-ending challenge to price homes for sale in their individual markets,” explained Lana Barnes, a veteran agent and past owner in eastern Ontario. “The market in our area has switched in the last several months where we’re seeing houses on the market longer and we’re experiencing more price adjustments.”

This is a definite change of pace for real estate agents after enjoying a bustling market, however the real shock is yet to be felt by the thousands of professionals who’ve come onboard over the last several years, who have yet to experience a true market, let alone a shifting one.

“New agents are having to learn new skills for situations that didn’t exist in their careers, and many are looking to the more seasoned agents for assistance,” she said, pointing out that the mentoring-first environment at EXIT is of great benefit.

According to a Bloomberg.com article, an “abrupt rise in borrowing costs has had an immediate impact, prompting benchmark home prices to fall for six straight months” in Canada. A recent Realtor.com article showed price adjustments in listing data in the U.S. as well. Agents are more acutely aware of these shifts than most clients, which is often the hardest aspect of price reductions. If a client wishes to list higher than a suggested price, Lana lets “the market speak” for itself because the longer a property sits, the more buyers question it, or worse still, skim over it during searches. Knowing the amount to reduce largely depends on how much attention you want to draw to it, super low and you get a bidding war and all that comes with it; not low enough and you may have to reduce repeatedly.

“Of course, every market is different,” Lana reminded, as is every client’s circumstance. “I explain to clients that you have to consider what’s happening locally and not be influenced by what’s happening elsewhere.”

A part of the Tanya Myre Team, Lana relies on EXIT’s Personality Profiles training in the DISC method, and a twostep approach to meeting with clients, to hone presentations, achieve successful outcomes, and build relationships.

During the initial meet, a client’s personality style is assessed, information is gathered, and an in-depth Comparable Market Analysis is completed. During the second, pricing and marketing is discussed. Buffini & Company also recommends staying in touch with clients on a weekly basis and using the right language to help with common conversations surrounding price adjustments. Real estate as they refer to it is “a contact sport” and Lana agrees.

After 23 years in the business, being real with clients has never failed her saying, “It’s all about communication. Clients appreciate honesty and that has always held my reputation in good stead.”

AlabamaMississippi Kathy & Troy Dooley 855.811.3948

Arizona, California, Hawaii, Nevada, Oregon, Utah & Washington

Rick DeLuca - 541.480.4471

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

Connecticut & Rhode Island

Melissa Shea - 631.343.8700

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 406.360.5278

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 800.508.6800

SPECIAL PLAQUE AWARD WINNERS

Tri-Real-A-Thon

Jeremie Fontaine, Sales Representative – EXIT Realty Associates, NB

International Region of the Year -7M POP.

AJ Plant, Regional Owner – EXIT Realty Eastern Ontario

International Region of the Year 7M+ POP.

Troy & Kathy Dooley, Regional Owners – EXIT Realty Alabama/Mississippi

#1 Franchise Sales

Kenny Lynn & Stacy Strobl, Regional Owners – EXIT Southeast

#2 Franchise Sales

Bill Pankonin, Regional Owner – EXIT Realty Upper-Midwest

#3 Franchise Sales

AJ Plant, Regional Owner – EXIT Realty Eastern Ontario

Top Gross GCI in North America

Sandra Hussey, Sales Representative – EXIT Realty Group, ON

Top Unit Producer in North America

Kyle Johnson, Sales Representative – EXIT Realty Associates, NB

Top Lister in North America

Jeremie Fontaine, Sales Representative – EXIT Realty Associates, NB

Top Sales Volume in North America

Sandra Hussey, Sales Representative – EXIT Realty Group, ON

Million Dollar Circle

Chantal Albert, Sales Representative – EXIT Realty Associates, NB

Dino Cates, Broker – EXIT Rocky Top Realty Livingston, TN

Jamie Coccimiglio, Franchisee – EXIT Realty Lake Superior, ON

Shaly Dhanjal, Sales Representative – EXIT Realty Consultants, CA

Eugene Dignum, Sales Representative – EXIT Realty Hare (Peel), ON

Stephen Dignum, Associate Broker – EXIT Realty Hare (Peel), ON

Jeremie Fontaine, Sales Representative – EXIT Realty Associates, NB

Marc Austin Highfill, Franchisee – EXIT First Realty (Richmond/Glen Allen), VA

Donnita Hill, Broker – EXIT Rocky Top Realty, TN

Kyle Johnson, Sales Representative – EXIT Realty Associates, NB

Tanya Myre, Sales Representative – EXIT Realty Matrix, ON

Sree Rayalla, Associate Broker – EXIT Realty DTC/Cherry Creek/Pike’s Peak

Kristopher Snarby, Franchisee – EXIT Realty Inter Lake, NS

Tatyana Sturm, Associate Broker – EXIT Realty DTC/Cherry Creek/Pike’s Peak

Maggie Tessier, Franchisee – EXIT Realty Matrix, ON

Carl Vasile, Sales Representative – EXIT Real Estate Properties, FL

HIGHEST GROSSING OFFICES

Multiple Offices

1. Marc & Sheryll White – EXIT Realty DTC/Cherry Creek/Pikes Peak

2. Steve & Izabela Forbes – EXIT King Realty, FL

3. Kris Klair – EXIT Realty Consultants, CA

4. Maggie Tessier - EXIT Realty Matrix, ON

5. Nick Libert – EXIT Strategy Realty, IL

Single Office

1. Parise Cormier – EXIT Realty Associates, NB

2. Dave Sawler & Philip Duplisea – EXIT Realty Advantage, NB

3. Sterling Stephens & Linda Smardon – EXIT Realty Metro, NS

4. Chris Harrison & Joe Arnone – EXIT Realty Horizons, NM

5. Bob Lamb & Jeramie Taber – EXIT Realty Bob Lamb & Associates, TN

TOP TEAMS

Carl Vasile, Team Vasile – EXIT Real Estate Property Solutions, FL

Maggie Tessier, Tessier Team – EXIT Realty Matrix, ON

Eugene Dignum, E & S Dignum – EXIT Realty Hare (Peel), ON

Marc Austin Highfill – The Marc Austin Highfill Team – EXIT First Realty, VA

Jacey-Kay Carter, JCK’s Property Pros Team – EXIT Realty Property Pros, TX

Sherri Lonar, Sherri & Carrie Real Estate Team – EXIT Realty Town & Country, NS

Tanya Myre, Tanya Myre Team – EXIT Realty Matrix, ON

James Ferguson, Dream Home Team – EXIT Preferred Realty, MD

Shannon Linton, Shannon Linton Team – EXIT Realty Liftlock, ON

“The basis of all existence is experience.”

STEVE MORRIS, FOUNDER & CHAIRMAN

SPECIAL PLAQUE AWARD WINNERS CONTINUED EXIT REALTY’S 2022

Top Sponsor - Producing Agent

Sharee Body, Sales Representative -EXIT Landmark Realty, MD

Top Recruiter - Franchisee / Management

Melvin Yates, Franchisee – EXIT Flagship Realty, MD

Superior Growth & Development

Kevin Kilpatrick, Franchisee

EXIT Realty Advantage/ EXIT Realty Success/EXIT Realty Success Solutions, UT

Superior Brokerage Expertise

Frank D’Angelo, Franchisee – EXIT Realty Nexus, MN

Superior Brokerage Expertise

Mary Ellen McCamus, Franchisee – EXIT Realty Liftlock, ON

BROKER OF THE YEAR

West USA

Shawn Sorensen, Franchisee – EXIT Alliance Realty, CA

Central USA

Gene McGuire & Russell McGuire, Franchisees – EXIT Realty Lubbock, TX

East USA

Stephanie Verderose, Franchisee

EXIT Homestead Realty Professionals, NJ

Canada

Mark Seamone & Kristopher Snarby, Franchisees

EXIT Realty Inter Lake, NS

ESPRIT DE CORPS

West USA

Angel Tucker, EXIT International Trainer

Central USA

Andy Gerron, Sales Representative – EXIT Realty Lubbock, TX

East USA

Joanne De Frisco, Franchisee – EXIT Realty Premier Elite, FL

Canada

Wendy Ronberg, Franchisee – EXIT Realty Vision, ON

Ambassador Award

Franke Joehl, Regional Director – EXIT Realty Alabama / Mississippi

Humanitarian Award

Julie Jenkins, Franchisee – EXIT Realty Twin Bridges, ON

Phoenix Award

The Stanton Family – EXIT Realty Gulf Shores, AL

Award of Excellence

Rick DeLuca, Regional Owner – EXIT Realty Pacific West AZ, CA, HI, NV, UT, WA, OR

Award of Expertise

Kris Klair, Franchisee – EXIT Realty Consultants, CA

Trusted Advisor

Rob DiPiero, Sales Representative – EXIT Realty Specialists, NB

Administrator of the Year

Patti Farrell – EXIT Realty Homeward Bound, NY

Nasby’s Knuckles

AJ Plant, Regional Owner – EXIT Realty Eastern Ontario

Technology Engagement Leader

Kenny Hawkins, Sales Representative – EXIT Realty Crutcher, KY

*based

2022 PRODUCTION AWARDS CONTINUED ON PAGE 26

“Experience tells you what to do, confidence allows you to do it.”

STAN SMITH AUTHOR

EXIT REALTY’S TOP 10 UNDER 25

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

I don’t know about you, but I know what I was doing when I was in my 20’s and it wasn’t making over $100,000 a year like EXIT Realty’s Top 10 Under 25. These 20-somethings are powerful success stories of a real estate career at EXIT Realty. I had the chance to ask them what tools they can’t live without, what dreams they have for the future, and what makes them tick...

DOMINIC GERVAIS

Sales Rep. - EXIT Realty Associates, NB Age: 23 Years in Real Estate: 2

What You Love About RE? Finding solutions for my clients and making buying real estate a stress-free process.

Why EXIT? Growing up in the Greater Moncton Area, I’ve seen many EXIT signs, sometimes wondering if that would be me one day. At EXIT Realty Associates, I knew their support would help me with my real estate career. Most Valued EXIT Tool? My Agent Manager, André Malenfant.

Tech You Can’t Live Without? Dotloop and my website for lead generation. Go Team or Lone Wolf? I love working with a team, it’s fun and motivating, however real estate is often related to a lot of alone time, and I find myself more of a lone wolf so far.

Personal Motto? Hustle in your 20’s, build in your 30’s, chill in your 40’s.

ONE“Nobody will do it for you. You either put in the work, or you don’t, it’s that simple.”

DOMINIC GERVAIS SALES REP.

NAOMIE CARON

Sales Rep. - EXIT Realty Elite, NB

TWO

Age: 24 Years in Real Estate: 1

RE Origin Story? I always dreamed of being a successful entrepreneur. I’m passionate about sales and homes, so working in real estate was the natural next step for me. What You Love About RE? Each day is something new. You never stop learning and having a chance to do good for others.

Why EXIT? I was attracted to the teal color, and its modern look. Most Valued EXIT Tool? The EXIT App provides so many tools to help with my dayto-day work.

Tech You Can’t Live Without? Instagram. Connecting with people on a platform where they can easily be reached is key to growing my client base.

Personal Motto? If you can dream it, you can do it.

Advice for Other Young, Aspiring Agents? Show up with confidence. Five Years From Now I’ll Be? Rich, famous, and owning Edmundston.

THREE

JORDAN COOPER

Sales Rep. - EXIT Elite Realty, MO

Age: 25 Years in Real Estate: 4

Why EXIT? The residuals are my favorite part about the EXIT brand. The split system is one-of-a-kind.

Tech You Can’t Live Without?

FOUR

Sales Rep. - EXIT Realty Venture, NY

Age: 25 Years in Real Estate: 3

Your RE Origin Story? I started investing on my own and decided to get my license for my own interest.

Why EXIT? It’s a well-known, established company, and I especially appreciate the teamwork in the office. Moshe Schwartz and Zishe Babad are the best broker and manager I’ve ever met.

Your Most Valued Tool? My CRM.

Tech You Can’t Live Without? My tablet, which I never take home. I don’t own a smart phone because I see it as a time killer.

What I Learned the Hard Way in RE? Realizing who’s a serious client and who isn’t.

Advice for Other Young, Aspiring Agents? Don’t think that age will make or break the deal. I realized very fast that all the people in the line will deal with you if you present them with what they need.

Video. It has transformed my business the most. I have made thousands of videos online, and it has created a large following and generated a ton of business.

Go Team or Lone Wolf? Definitely team. I couldn’t have done it without all the help, especially from my transaction coordinator.

What I Learned the Hard Way in RE? You have to go outside your comfort zone. Video was outside of mine, and I made it the main part of my business. Personal Motto? There’s no substitution for hard work.

Advice for Other Young, Aspiring Agents? Whatever you’re scared of most, do that first and you will grow your real estate business the fastest.

“Patience is a virtue.”

“I wanted control of my life, and real estate allows the flexibility to make your own schedule and income.”

SHLOMO EPSTEIN

NAOMIE CARON SALES REP.

JORDAN COOPER, SALES REP.

JORDAN WATERS

FIVE

Sales Rep. - EXIT Realty at Home, MI

Age: 25 Years in Real Estate: 1.5

Why EXIT? EXIT is agent centric, innovative, supportive, and authentic. It’s a brand that allows agents to position themselves over the competition both intellectually and financially.

Most Valued EXIT Tool? The training, bar none. EXIT provides coaching and mentorship from industry leaders who continue to share knowledge and expertise so agents can always learn and be better.

Tech You Can’t Live Without? My cell phone.

Go Team or Lone Wolf? I’m on the Key Partners Team! A team can be extremely beneficial for a young agent because it provides the ability to learn from others and teammates to bounce ideas and strategies off of.

Mentor or Inspiration? My Broker; Heather Driscoll. She does things the right way. I owe a lot of my success to her because she’s put me in a position to be successful.

What I Learned the Hard Way in RE? When first starting out, a paycheck isn’t guaranteed every month. But after building momentum and taking advantage of the EXIT Formula, I no longer have to worry about that.

Advice for Other Young, Aspiring Agents? Be a sponge. EXIT provides you with the tools and mentorship to be successful. It’s your responsibility to then take that into the field and apply it to your business.

Five Years from Now I’ll Be? An EXIT broker/owner.

SIX

MATHIEU BLANCHARD

Sales Rep. - EXIT Realty Associates, NB

Age: 22 Years in Real Estate: 2

RE Origin Story? Online real estate gurus inspired me more than my university teachers. What You Love About RE? It’s a tried-andtrue method to build wealth and I love helping my clients reach their personal goals. Why EXIT? By working at EXIT, you not only choose to surround yourself with a great team, but with a group of people who make you feel like family.

Your Most Valued EXIT Tool? My Manager, André Malenfant.

What I Learned the Hard Way in RE? Looking back, I would make sure to own a vehicle before starting my real estate business. Personal Motto? Expect nothing and appreciate everything.

Advice for Other Young, Aspiring Agents?

When you get busy, don’t forget to keep taking care of the little things that got you there in the first place.

SERGIO GARCIA JR.

Sales Rep. - EXIT Realty Consultants, CA

SEVEN

Age: 22 Years in Real Estate: 3

Your RE Origin Story? I got licensed just before my 19th birthday. I was torn between contracting or real estate, but loved customer service, so real estate was the route I took.

Most Valued EXIT Tool? Mentoring. Everyone is so willing to help and share their wealth of knowledge. I don’t just have my broker backing me up, but a team of REALTORS® with years of experience.

Tech You Can’t Live Without? Social media helps me stay in front of my clients and on top of marketing.

Personal Motto? Be the best at anything you do, whether sweeping floors, or helping customers.

Advice for Other Young, Aspiring Agents? Don’t join this business to be part time, but to be the best and put in the work.

Five Years From Now I’ll Be? One of the best agents in my company leading a solid team that is just as hungry as I am because you need great people around you to be great.

TYLER BURZESE

Sales Rep. - EXIT Realty Lake Superior, ON

EIGHT

Age: 25 Years in Real Estate: 3

What You Love About RE? I love learning every day on the job; learning from my clients, peers, brokers and just soaking up every bit of knowledge that I’m fortunate to gain.

Most Valued EXIT Tool? All the technology and resources EXIT provides through the Resource Center, the EXIT app.

Tech You Can’t Live Without? The new Smart Sign™ technology and my Mobile Business Card™ Mentor/Inspiration? My Broker, Jamie Coccimiglio. The amount of value he adds to my life and business is immeasurable.

What I Learned the Hard Way in RE? Speak with intention. Everything that comes out of your mouth is impactful and important.

Advice for Other Young, Aspiring Agents? Play the long game.

Five Years from Now I’ll Be? One of EXIT’s top 10 agents under 30.

KIMIA NEJAT

NINE

Sales Rep. - EXIT Realty Metro, NS

Age: 25 Years in Real Estate: 3

Why EXIT? It’s trusted throughout my province. I love the business model and what EXIT stands for.

Most Valued EXIT Tool? The “Marketing” section of the Resource Center. It allows agents to efficiently market themselves using the EXIT brand, building an association with their name and the logo. Mentor/Inspiration? My father. He started in the business with few resources, persevered, and made a name for himself. He had great success but remains incredibly humble. That’s a lesson I carry with me every day.

What I Learned the Hard Way in RE? Even if you put all your time and effort into a prospect or deal, things might not work out, and you shouldn’t take that personally.

Advice for Other Young, Aspiring Agents? Kindness will get you further in real estate than any business tactic or sales technique. Persistence will keep you motivated and show how dedicated you are. If you’re only in the business for the money, it shows.

Five Years from Now I’ll Be? A household name in my city, just like the big names I grew up knowing.

GLORIA CHANG

Sales Rep. - EXIT Realty Team, NY

Age: 22 Years in Real Estate: 1

RE Origin Story? My parents are the broker/owners of my office. In high school, I worked on weekends as their receptionist and got licensed by the age of 18. Why EXIT? My parents were already here. To me, it was just another company, but my mindset shifted when I attended my first EXIT Convention in 2022. I really felt the spirit and I made some amazing new friends and connections. I felt so welcomed.

Most Valued EXIT Tool? Mobile Business Card™! Go Team or Lone Wolf? I appreciate working with my parents. We cover each other’s weak spots. Altogether, our traits and skills complement each other in multiple ways.

What I Learned the Hard Way in RE? How to be a social chameleon. I take the DISC and Myers-Briggs personality profiling systems into consideration when I adapt the way I negotiate and present. Adapting can be key in making lasting impressions and closing deals.

Advice for Other Young, Aspiring Agents? Take advantage of everything you’re exposed to. Everyone you meet in your life can be an opportunity or connection.

EXIT REALTY’S 2022

CUMULATIVE CIRCLE AWARD WINNERS

Teal Diamond Circle (2,000 sides accumulated)

Marc Austin Highfill, Franchisee – EXIT Realty First, VA

Diamond Circle (1,000 sides accumulated)

Chantal Albert, Kerry Kulberson, Eugene Dignum, Sandra Hussey, Kyle Johnson, George Jones, Angela Powell, Carl Vasile, Gary Watson

Emerald Circle (750 sides accumulated)

Dino Cates, Mike Doiron, Barbara Gallo, George Green III, Donnita Hill, Kyle Johnson, Tanya Myre, Janice Purdy, Shelley Skidd, Kristopher

Snarby, Stephanie Verderose

Ruby Circle (500 sides accumulated)

Koy Banks, Randy Bricker, Angie Brown, Walter Collins, Francine Comeau, Mark Crutcher, John Dableh, Daniel Danyus, Tony Dean, Shauna Denton, Stephanie Dickson, Stephen Dignum, Joe Garcia, Carol Gartland-Bateman, Jay Goyal, Gwen Kosel, Shelley Low, Rennie Lowes, Chris Messecar, Eric Muller, Francois Poirier, Dominique Seguin, Michelle Terry

Sapphire Circle (250 sides accumulated)

Susan Alex, Juana Beede, Felix Bourque, Leslie Bridge, Christina Burns, Christina Charbonneau, Ronda Cole, Christie Daugherty, Kent Davies, Hume Diep, Rika Dorris, Harold Douma, Kristi Doyle, Guy Duguay, Vada Dwaileebe, Vincent Ekuban, Bruce Evans, Jeremie Fontaine, Marylou Frost, Mark Fuller, Lauren Fus, Corrine Galligan, Jeff Gordon, Shelly Gregory, Melonie Haag, Wayne Hall, Mary Jane Holland, Bart Hope, Tom Hubba, II, Darrin Huggins, Michael Jackson, Anita Jakubowski, Kim Kreiss, Susan Lambert, Rob Leger, Wanda Livingston, Kathy Loeckle, Karen MacMillan, Kelly Major, Shane McGuigan, Alberto Mejia, Joanne Mills, Mo Molla, Karuna Nandrajog, Kyle Olson, Bruce Patterson, Patrick Paulson, Jose E. Perez, Deanna Powers, Desiree Rachford, Jane Renger, Todd Richardson, David Rothermel, Kathy Rourk, Tracey Rutkauskas, Kristal Saenz, Sonya Sanders, Debra Sayer, Kristi Shorts, Kelly Sitter, Suzanne Stockstill, Elinor Stommel, Dee Street, Courtney Thompson, Charles Tobias, Gary Trembinski, Chris Turner, Meagan Vance, Jorge Vazquez, Jennifer Watson, Jeff Watt, Megan White, Michael Wright

EXIT REALTY’S 2022 INDIVIDUAL PRODUCTION AWARD WINNERS

Titanium Elite Prime (300+ sides closed)

Kyle Johnson, Sales Representative - EXIT Realty Associates, NB

Titanium Elite (200+ sides closed)

Eugene Dignum, Stephen Dignum, Jeremie Fontaine, Kristopher Snarby

Titanium (150+ sides closed)

Janie Andrews, Pierre Basque, Dino Cates, Jamie Coccimiglio, Kerry Culberson, Shauna Denton, John Farrell, Marc Austin Highfill, Donnita Hill, Sandra Hussey, Tanya Myre

Platinum Award (100+ sides closed)

Chantal Albert, Shawn Arbeau, Santiago Carrera, Ricky Cote, Christie Daugherty, Lynne Desjardins, Pam Doak, Mike Doiron, Anthony Domathoti, Bruce Evans, George Green III, Kim Kreiss, Nicole LeBlanc, Curt Najdzion, Janice Purdy, Richard Reid, Shelley Skidd, Maggie Tessier, Carl Vasile, Jorge Vazquez, Gregory Vurganov, Gary Watson, Ron Young

Gold Award (75+ sides closed)

Aimee Beausoleil, Simon Bedard, Joshua Berngard, Amy Bragdon, Angie Brown, Naomie Caron, Irma Chavez-May, Jaime Lyon Cooper, Antonio Costa, John Dableh, Kent Davies, Shaly Dhanjal, Elias Elizaldez, Tammy Fredericksen, Barbara Frye, Austin Healey, Chauncey Hilliard, Beth Hoyt, Krystsina Kananchuk, Jackie Kimball, Kim Lewellen, Sherri Lonar, Jonathan Lum, Karen MacMillan, Krista Martin, Patty Olson, Carrie Poyser, Slawek Rachmaciej, Sree Rayalla, Kristal Saenz, David Sawler, Mark Seamone, Kristi Shorts, Cheryl Smith, Nicole Smith, Tim Smith, Li Song, Kyla Stanick, Jeremy Stansbury, Tatyana Sturm, Misty Szczech, Courtney Thompson, Gary Trembinski, Louise V. Beaulieu, Kathy Vetten, Renita West

Silver Award (50+ sides closed)

Scott Allison, Jennifer Allman, Brittany Bekkers, Emran Bhuiyan, Dallas Boerm, Alison Boone, Andre Boudreau, Betsy Boudreau, Carl Bougie, Rosie Branco, Randy Bricker, Dennis Buchheit, Jade Buckman, Melissa Burge, Charles Chang, Christina Charbonneau, Ronda Cole, Clint Conner, Jeremy Cowan, Dewayne Crumley, Mark Crutcher, Keith Daniels, Suzanne Darling, Solomon Davydov, Roman Davydov, Tony Dean, Holly Deavers, Jonathan DesRoches, Bal Dhesi, Pollianna Dickinson-Jones, Kynan Donovan, Kimmie Dozois, Heather Driscoll, Lance Eaton, Jerry Elbert, Mohamed Elgoarany, Robert Farrell, James Ferguson, Adrian Flores, Adam Foland, Mark Fontenot, Josh Foster, Robert Frey, Katie Friars, Marylou Frost, Barbara Gallo, Joe Garcia, Carol Gartland-Bateman, Andy Gerron, Dominic Gervais, Jason Goette, Gregory Goff, Flor Gonzalez, Jay Goyal, Boyd Grainger, Shelly Gregory, Michael Griffis, Aspen Groen, Wendy Hallihan, Tamara Harrald, Marc Hedlund, Kathy Hobbs, Andy Hubba, Camellia Hurt, Michael Jackson, Kelly Jankovsky, George Jones, Lori Kabrick, Margaret Karahuta, Jenna Kelley, Saul Kloper, Roger Kopernik, Gwen Kosel, Corey Lancaster, Jeannot Landry, Ken Langdon, Fern Levesque, Ann Levy, Simon Liang,

INDIVIDUAL PRODUCTION AWARDS CONTINUED EXIT REALTY’S 2022

Silver Award Continued (50+ sides closed)

Josie Livingstone, Jamie Lynch, Nelson Lynds, Patricia Macleod, Jayson Maguire, Ngoc-Nu Mai-Thi, Aleya Majid, Mark Maraglia, Tina Marshall, Michelle Masse, Jeremy McCabe, Larry McCauley, Jr, Shane McGuigan, Mark Melanson, Chris Messecar, Susie Meyer, Wade Mitchell, Justin Morehouse, Crystal Mulherin, Gary Naeyaert, Karuna Nandrajog, Surinder Nandrajog, Lamoura Nettles, Angela Newcomb, Jose E. Perez, Marcella Poitras, Dana Reinders, Boo Reitz, Kelly Richter, Dan Rollings, Danny Ross, Van Royal, Cameron Rubel, Jill Santandrea, Kyle Schneider, Timothy Schutte, Robert Schwendel, Shawn Scott, Nima Sherpa, Kane Smith, Andrew Stephens, Cindy Strait, Kaleb Streeter, Kathy Szram, Jeramie Taber, Michelle Terry, Stephanie Verderose, Amanda Wade, Jadwiga Waloch, Wendy Weeden, Cheryl Weeman, Kelly Weiler, Yisroel Weiss, Tracey Wetzl, Megan White, Timothy White, Glenda White, Jackie Willis-Denton, Michael Wright, Justin Wrigley, Eleanor York, Steve Yoston, Cheri Young, Stephanie Zarr, Ryan Ziltner, Morgan Zwicker

Mina Abusafe, Charles Acoba, Curtis Adair, Tammi Adams, Lisa Addy, Alan Adkins, Annie Agardi, Sonia Ahmed-Rollins, Humberto Alcazar Jr., Susan Alex, Tom Alflen, Rebecca Allen, Albert Amalfitano, Marygail Anderson, Rosalind Arnold, Cynthia Arriaga, Kayla Aulwes, Clarissa Azevedo, Tony Bahou, Carl Ballard, Eric Banks, Lana Barnes, Diane Barnett, Norma Barrett, Janice Barrett, Stacy Bauer, Wayne Beals, Carol Beatrice, Tasha Beckman, Adam Bedenbaugh, Juana Beede, George Bell, Renee Belong, John Beltramea, Debra Bencaz, Bev Bennett, Dennis Bentley, Jr., Melanie Besemer, Luc Bilodeau, Mathieu Blanchard, Ralph Blanton, Christina Block, Michele Blundell, Kelsie Booker, Vicky Bouchard, Felix Bourque, Serge Bourque, Kelly Boutilier, Kellie Bowling, Chris Boylan, Meghan Bradd, Kim Branch, Chris Breneman, Leslie Bridge, Justin Britt, Josh Brokiewicz, Heidi Brown, Jodi Brown, Ryan Brown, David Buchman, Lynn Buckway, Randy Buff, Rebecca Bulluck, Lindsey Burch, Renee Burgett, Cathy Burley, Toni Burns, Christina Burns, Tyler Burzese, Colleen Butler, Kali Butler, Rob Buyting, Christine Callender, Nino Cardoso, Letty Cardozo, Angie Carle, Andrew Carlson, Jim Carragher, Jacey-Kay Carter, Rob Carter, Alysa Casorla, Violeta Castillo, Tara Cataldi, Ashley Cavalier, Maria Cazalas, Paul Chauvet, Chun Cheng, Jennifer Chu, Jose Cibrian, Chance Clark, Richard Clarke, Kristen Clem, Lisa Cloyd, Jimmy Coates, John Colangelo, Max Coleman, Walter Collins, Francine Comeau, Thomas Comegna, Val Connell, Jason Conrad, Ryan Cook, Jordan Cooper, Paul Cormier, Denise Cortez, Dorothy Coulter, Candido Couto, Sharon Covey, Judy Cox, Mandy Coyle, Sara Crawford Martinez, Shannan Crescente, Dean Crocker, Dona Cronin, Sommer Crosby, Samantha Crowley, Heather Cunningham, Cheyenne Daley, Jessica Davenport, Jackie David, Anna Davis, Beth Anne Davis, Carlos De Jesus, Liliane De Souza, Charisse Decalongne, Laura DeLuca, Heather Devermann, Sue Dickinson, Stephanie Dickson, Armand (AJ) Dionne, Charlotte Distefano, Jason Dodd, Stephanie Doran, Harold Douma, Kathy Dove, Rebecca Dow, Kerri Dowling, Rodly Downer, Shelley Doyle, Aneta Drab, Desiray Drinning, Guy Duguay, Renee Duncan, Nancy Durelle, Henrietta Duvall, Marian DuVall, Vada Dwaileebe, Christy Dwyer, Patrick Dwyer, Valjdet Dzaferovic, Windy Earls, Dave Edgar, Jackie Edmanson, Kim Eggiman, Vincent Ekuban, Joe Emerson, Amanda Engalls, Liliana Escobar, Kinser Euler, Donna Fairchild, Sean Faircloth, Mary Lou Fairweather, Lisa Fannin, Tonya Farris, Jean Fast, Jeremy Fay, Tom Feddor, Tim Field, Beata Fil, Jessie Fisher, Joshua Floyd, Ben Fonte, Jessica Foran, Angela

Bronze Award (25+ sides closed)

Ford-McKinnon, Marie-Pierre Fortin, Zach Frail, Rachel Fredrickson, Mark Fuller, Lauren Fus, Johnnie Gabehart, Jennifer Gaines, Jay Galea, Manon Gallant, Shyra Galloway, Nadine Garcia, Tim Gardiner, Larry Gardner, Laura Garrett, Jocelyn Garrison, Sharon Gaul, James Gedge, Brent Gieseke, Ben Gilmore, Jeff Giuliani, Alberto Gonzalez, Ken Gorman, Shelly Grant, Justin Grant, Lisa Grassi Bartlett, Jessica Graves, Robert Graves, Kay Graves, Robert Graves, Kristen Graves Kuiack, Chris Gray, Jennifer Gray, Jenn Greenmun, Bonnie Grice, Vickie Grimes, Annie Grondin Dube, Michelle Guarino, Nichole Guenthner, Emily Gullett, Wayne Hall, Rob Hamel, Carrie Hamilton, Kristy Hansen, Sam Hanson, Jessica Harrell, April Harrington, Joshua Harris, Wayne Harris, Lexie Harris, Chris Harrison, Lisa Hatfield, Brittany Hathorn, Lucas Haughn, Stratton Havlik, Kristin Hawley, Candyce Heflin, Kristy Heitl, Abdel Hemeda, DiDi Henry, Monica Hersey, Tani Hindes, Darlene Hirth, Chris Hochstedt, Scott Hodges, Candice Hodges, Mary Jane Holland, Tonya Hollis, Denice Hooth, Johnny Hopper, Jennifer Hortin, Keerstyn Houston-Davis, Cathy Hughes, Ramona Hull, Mindy Huls, Shannon Humphrey, Brian Hunt, Angela Hunter, Michael Hunter, Cindi Infiesto, Al Jacabacci, Tim Jacklin, Joshua Jackson, Maysa Jad, Cynthia James, Lizabeth Jamison, Jack Jardine, Cindy Jardine, Kyle Jean, Louis Jeanniton, Billy Jewell, Michael Johnson, Christy Jolly, Anna Jones, Sabrina Jones-Schroeder, Chantele Joordens, Karla Jusko, Melissa Justice, Chris Kaila, Mohammed Karim, Hope Karlsen, Jaroslaw Kaszuba, Ali Kazinetz, Lisa Kearnes, Sherry Keddy, Tina Keene, Brenda Kelly, Andrea Kelly, Holly Kennedy, Ed Kerley, Mark Kerwin, Sarwor Khan, BJ Kilby, Jae Kim, Steve King, Craig Kiriokos, Sheila Kirkpatrick, Geri Knighton, Ashley Koch, Steve Koleno, Cathy Korpi, Warren Krahn, Meagan Kroeze-Butkovich, Candace Kromer, Marie Kumar, Betty Kunkel, Christopher Lake, Kin Lam, Susan Lambert, Krissie Lamoureux, Sarah Lane, Randy Larken, David Larkin, Amie Larsen, Andy Laubenthal, Carmella Laudando, Sharon Lavender, Michel Leblanc, Holly Leclercq, Renee Ledbetter, Rob Leger, Paula Lescano, Marlene Letourneau, Steve Leventes, Jared Levy, Travis Leyva, Kaylan Libby, Nick Libert, Terry Lindstrom, Shannon Linton, Angeles Lomeli, Tina Long, Jill Longest, Lori Lopez, Krystle Lounsberry, Janet Lovato, Melissa Lovett, Shelley Low, Mandi Luce-Heinle, Morgan Lunn, Margaret Luongo, Cynthia Luster, Shelley MacLeod, Sandra MacNeil, Brian Madsen, Joanne Maillet, Gary Mailman, Vera Mair, Kelly Major, Shannon Malcom, Jeffrey Maliszewski, Alexandre Maltais, Steven Mandeville, Patrick Manning, Renee Marshall, Patrick Martens, Alex Martin, Grace Martinez, Cynthia Martinez, Harris Mataafa, Mike Matt, Robin McCann, Felicia McGee, Kelley McGough, Nancy McGrath, Rosamaria McGuire, Lexi McLeod, Angelia McMorran, Sherri McNeely, Michelle McRae, Kathlene Meadows, Charlene Meister, Alberto Mejia, Corwyn J. Melette, Cristian Melo Rozo, Mark Messick, Cindy Michaud, Karen Mika, Scott Miller, George Mitchell, Trisha Mitchell, Sheila Moir, Ruben Monsanto, Luis Montes De Oca, Kim Moore, Omar Mora, Zaur Mordukhaev, Lori Moses, Jennifer Moss, Larry Mount, Jonah Mumphrey, Kabir H Munshi, Ashley Murdock, Debbie Murdock, Natasha Murphy, Karen Mussmann, Debbie Myers, Shron Nathan, Heather Nauss, Leslie Nazario, David Nelson, Dorothy Newman, Carolyn Nicholson, Jay Nociforo, Sunny Nogueira, Bobbye Nothnagel, Beata Nowak, Michael Oates, Beth Oertel, Mary Ogle, Mark Ogletree, Charles Okada, Nathan Oldroyd, Amber Olinger, Peterson Oliveira, Kyle Olson, Stephen Orlando, Tina Osterhaus, Monique Ouellette, Marina Owens, Michelle Oznick, Ashley Parker, Melissa Parks, Bruce Patterson, Julian Paul, Randy Paun, Cindy Payne, Kelly Percival, Tanner Perrigo, Angela Peters, Lori Peterson, Christy Peterson, Greg Peterson, Joanna Petrun, Tami Pettingell, Steven Pharo, Arden Pickles, Lynn Pierce, Kenny Pierman, Chrissy Pierson, Christine Pinsent, Kimberly Plourde, Tina Poe, Francois Poirier, Yitz Pollack, Kim Porco, Lee A. Porter, Kelsey Powell, Angela Powell, Ken Purdy, Keith Quigley, Tracey Radcliffe, Jane Radell, Trish Rafuse, Patrick Reese, Thomas Reid, Lona Reiling, John Rennels, Jose Renteria, Rebecca Richards, Barry Richards, Kel Richardson, Sarah Rigdon, Bayleigh Rigdon, Crissi Rivera, John Roach, Jodi Roane, Johnny Roberts, Norbert Robichaud, Luis Rojas, Kriti Roka, Wendy Ronberg, Laura Rossi, Danielle Rossow, Kendall Roth-Sukach, Mary Ruffo, Jonathan Rundlett, Helen Russell, Tracey Rutkauskas, Christine Rutter, Shirley Ryan, Scott Ryder, Adrian Saenz, Sonya Sanders, Brad Sanderson, Carlos Saramago, Eric H Sater, Gustavo Saucedo, Justin Saulnier, Judith Sauvé, Paul Savoie, Devin Schlaufman, John Schneider, Kelly Schoeffler, Erica Schultes, Mike Schwartz, Marissa Scott, Jenny Seeley, JoAnn Seeno, Dominique Seguin, Brent Sexton, Molly Shakirov, Terry Shelburne, Sherry Sheldrick, Kerri Shields, Ursula Shine, Angie Short, Debbie Shorten, Valerie Simpson, Willie Singleton, Craig Siphers, Kelly Sitter, Peter Skowronski, Lindsay Smith, Brooke Smith, Beth Smith, Jordan Smith, Adam Smith, Kelly Smith, Marshall Smith, Jeannie Smith, Tabren Smith, Ms. Cass Sneed, Raymond Snell, Noel Solum, Lisa Spagenski, Kim Spencer, Donnell Spivey Sr., Tom Stanton, Tommy Stanton, Joel Stauber, Kari Stave, Wayne Steeves, Michael-Ross Steffen, Kelly Steichen, Jacky Stephen, Kimberly Stewart, Ranae Stewart, Roch St-Georges, Suzanne Stockstill, Leslie Stoddart, Elinor Stommel, Pam Storlie, Angie Stumbo, Ken Sullivan, Amy Sylvester, Trisha Taylor, LaGail Teel, Olga Telesin, Rolande Thibodeau, Elias Thomas III, Brock Thompson, Jacki Thornburg, Jodie Thornton, Mellanie Thorum, Craig Tischler, Abbie Tisdale, Michelle Todd, Katie Tomberlin, Kim Tomlinson, Gabriella Travaglini, Kristen Trembinski, Rob Trembinski, Justyna Trublowski, Becky Tucker, Chris Turner, Shirley Turner, Ipek Ulkucu, Diane Umbarila, James Unger, Meagan Vance, James Vanderknyff, Wally VanVoorhis, Jason Vennard, Nick Venuto, Jennifer Vernetti, Kelly Vessels, Corky Vetten, Michelle Vienneau, Sara Vink, Autumn Von Schwarz, Jennifer Vucetic, Tracey Waite, Kina Wald, Darrell Walker, Heather Walthers, Donna Ward, Jordan Waters, Jennifer Watson, Brandon Webster, Lori Webster, Ali Werger, Nicole Wheatly, Ed Whebby, Kristie Wheeles, Alison White, Monica Whitney, Natalie Wiedmeyer, Danielle Wiggins, Stuart Wight, Cindy Wilberding, Lindsay Wilbraham, Jeff Wilkerson, Tina Wilkerson, David Wilkie, Tricia Willenborg, Andria Williams, Angela Williams, Kel Williams, Bob Williamson, Stephanie Wilson, Nicole Wilson, Stacy Wilson, Harry Wilson, Catherine Wiltse, Kent Winburn, Art Winsor, Debbie Wold, Samantha Wood, Berta Yadgarova, Pam Yegge, Tina Marie Young, Lisa Zaat, Agata Zabludowska, Aman Zaidi, R. Karl Zandt, Susan Zhou, Susanne Zimbelman

Getting That Sale

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Any real estate veteran who has witnessed a market shift or two is a great mentor to shadow right now, as they’ll tell you these are the times that differentiate the true real estate professionals, from those perhaps looking for easy money. Irma Chavez-May is one such veteran, whose career with EXIT began in 2005 and was built during one of the worst recessions the U.S. has ever seen.

She’s no big city agent either. Hailing out of Las Cruces, NM, Irma managed to earn a six-figure income and consistently increase her number of ends each year in a market where the average listing price was in the $200,000 range at the time. She has over a dozen EXIT Realty production awards to her name, four of them Platinum for closing 100+ sides in the company’s production year, and she has been inducted into their Emerald Circle for accumulating over 750 sides in her career and, as of writing this, is only 45 sides away from the next level. The typical real estate long game means more time between closings for sharpening skills, trying out new technology, and learning what works, which is exactly what Irma did when she first started out, saying, “I took advantage of every training opportunity that EXIT provided such as watching every webinar on the Resource Center and learning all that I could from other successful agents.”

An agent also faces rejection and comparisons, not to mention the complexities of client emotions throughout their career, so for Irma, mindset matters most. To this day she still listens to EXIT Founder and Chairman, Steve Morris’, affirmation CD she received as part of her EXIT welcome package to keep her head right and in the game.

“When I attend a listing appointment, I always come with all listing contracts in hand, ready to be signed the day of the appointment. My mindset is that when I ask for the signature, I’ll get it and it normally works! I understand the importance of having many listings to be successful, so when getting ready to meet with the seller, I have to have a positive attitude,” she admitted. “I make sure to dress in professional attire, I’m always well prepared, and I have the confidence to answer any question that I’m asked.”

Ranking #1 for gross commissions in her office for several years, customer service is paramount to Irma. She believes in a strict code of ethics and always being

“Seventeen years later, and I still utilize all of EXIT’s products and have great luck with winning the listing.”

IRMA CHAVEZ-MAY, SALES REP.

upfront and honest with clients to earn five-star reviews. But even she has faced her fair share of challenging clients, saying, “It’s important to have the confidence to walk away from a listing if the seller is being unreasonable about price and/or commission. Once a seller realizes that I don’t ‘need’ the listing and I’m not desperate, they usually change their attitude and take my professional advice.”

Another EXIT aspect that helped her weather those first few business building years, was Sponsoring. The opportunity of being able to earn single-level, passive income for helping to build the company was an idea Irma understood and tapped into mere months after joining the company. The 10% sponsoring residual she earned from EXIT Realty Corp. International each time her sponsor closed a transaction helped her fill in those gaps often found between closings, and she now has 13 sponsors and has earned over $450,000 in residual income.

“Sponsoring has become a huge part of my career success. Seventeen years later, and I still utilize all of EXIT’s products and have great luck with winning the listing on the majority of my appointments,” Irma said. And she shares these other vital suggestions for those wanting to do the same while making a name for themselves amidst a sea of sales representatives:

My Smart Sign™ Technology – “Clients love it, so get EXIT’s vanity codes working for you!”

Expert Marketing Suite™ – “EXIT’s one-stop system keeps you looking professional. Show your clients its power!”

Personality Profiles Training – “It’s a very beneficial training you’ll use again and again.”

Connecting with Clients - “Stay in constant touch with your clients.”

Referrals and Reviews - “Always ask for them and publish reviews on your online platforms.”

Prompter!™ App - “Practice your affirmations regularly.”

What’s the Big TO DO?

A record number of people became real estate agents across North America over the last few years. For those of you new to the business, coming up for air after this rapid-fire market, you may find more time on your hands. Here are some monthly suggestions and reminders for things you might want to schedule now that you have the chance:

1. Check In

O With Your Clients

Communicate effectively and appropriately, on both sides. Set boundaries for your hours if needed, but you’re their advisor so be sure to keep them in the loop on what’s happening.

O With Your Goals

Check your goals for all aspects of life regularly to see if you’re on track and they’re still viable and attainable. If plans aren’t working, perhaps make a few adjustments.

O With Yourself

Are you fulfilled, spending enough time with family and friends? Do you feel like yourself? If not, we’re all works in progress. Invest in yourself!

O Scheduling

Block off time for social. Keep it a tool not a distraction. Create a content calendar to post relevant content in various formats, on different platforms at the best times.

O Reach and Analytics

Follow past, present, and potential clients to know what’s going on in their world. Check your analytics to see what’s working and build from there.

O Build Your Skills or Automate

EXIT’s techinar and webinar content can help you learn new techniques or automate with EXIT Ad Center or Premier Partner options.

MAEGAN CARTER, STAFF WRITER

This is the most important thing you can do and it’s threefold.

2. Social

For many, social media is a big part of business. Time for an audit.

3. Contacts

Time for a CRM or to update your database.

O Client Preferences

In your contact lists/database, note preferred method of contact. Reach out at some point to ensure their information is still current and active.

O Personalization

Personal attention goes a long way. Handwritten notes and pop bys show real care and concern.

4. Marketing Set a goal to accomplish, as well as a budget, and be sure it’s trackable.

O Automate

Try EXIT’s Ad Center’s numerous digital ad designs and campaigns, or one of EXIT’s Ancillary Network of companies that specializes in marketing.

O DIY Options

EXIT’s new Marketing Center on the Resource Center has everything you need with digital and print pieces, shareable YouTube and podcast content, and much more!

O Data Tracking

Even if it’s just with yourself, set a seasonal marketing meeting to review results and adjust your messaging or budget where necessary.

5. Schedule

O Prioritization

Take care that family time, vacations, and wellness are included on your schedule, as well as office trainings, meetings, or events for the public, and you should try to attend as often as you can.

O Stay on Top of Things

Check back on your schedule, to ensure you’re realistically allotting enough time for each task (Bonus for the chronically tardy who schedule appointments a half hour earlier than needed).

O Dates of Note

Keep track of certain dues and classes that vary by state to keep your license active (Local Board Dues are often paid in January, EXIT Membership Fees are due by July 1st, Continuing Education is often needed every 2 years on your birthday to renew your license).

Whether writing it or typing it, find a way to track your time that works for you to stay on top of tasks.

Business Reborn

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Companies, including real estate brokerages, have learned a hard lesson as we face the death of the traditional workplace. Some positions remain remote, but most employees now expect a hybrid component at the very least, and while real estate has always been this flexible, the offices that keep their doors open and bodies in the building continue to prove that investing in people always leads to success.

HEALTH & WELLNESS FIRST

Imagine a real estate brokerage that’s designed to feel like home, where you can host events, better your physical health with an in-house gym and trainer, but that also has a kid-friendly space for working parents and clients. These are the exact amenities built into the new EXIT Realty Matrix location in Embrun, ON, and at the top of the list for Sales Representatives, Shane Pitre, and Natasja Rystenbil is the gym. “Too often we set our own health aside hustling through our busy schedules when it should be the priority of it all,” Shane said. “As Founder and Chairman, Steve Morris emphasizes, if I take care of myself, I’ll be in a better position to take care of my family and my clients. The convenience of having [a gym] on site leaves me with no more excuses.”

“Although the gym is what has most value for me at the moment,” Natasja admitted, “with a baby on the way I feel a peace of mind knowing that once my child is older, I’ll have a space for them at our office while I get some work done on evenings or weekends, when childcare isn’t available.”

NATASJA RYSTENBIL, SALES REP.

Although the gym is what has most value for me at the moment, with a baby on the way I feel a peace of mind knowing that I’ll have a space for them at our office while I get some work done, when childcare isn’t available.”

DANA CLOWATER, MANAGER SPACE TO GET CREATIVE

At EXIT Realty Advantage in Fredericton, NB they created an all-agent Steering Committee that brings ideas to ownership and management, and during the pandemic they saw video turn into a must-have so they pitched a media room/creative space.

“They wanted a place where agents could go and produce top quality videos for all social media platforms,” explained Manager, Dana Clowater. “Our owners immediately jumped on this idea and invested considerable money into this room. We’re excited about what it will do for our agents and of course the company going forward. We have top-of-the-line equipment and make it available to our agents at no charge.”

SUPPORT AT THE START & FINISH LINE

Sometimes the answer is adding services like what Sales Representative and Manager, Rob Dipiero did with an Apprenticeship Program for agents entering the industry at EXIT Realty Specialists. It has been the secret to their success in Saint John, NB. If you’ve attended one of EXIT’s recent Broker Training events, or his 2022 Annual Convention Breakout Session, you may have heard Rob speak on this distinctive approach to onboarding agents.

Other times it’s also about taking some of the responsibilities off a person’s plate.

“REALTORS® get their adrenaline from helping folks buy, sell, and invest in real estate and making the American Dream come true, but many successful REALTORS® are also the worst at getting paperwork completed. That’s where my management services come into play,” explained Roger Jenisch, Broker of four EXIT Realty Redefined offices in Illinois.

He lives up to the name with a unique approach to mergers and acquisitions that maximizes on EXIT’s Formula of Sponsoring. He deals in delegation and legacy, which was the case for Greg Maurer, who learned about EXIT as an owner of a local independent looking to perpetuate his office and agents’ careers while planning his exit strategy.

“I provide all the non-glorious, backroom administrative services as a Designated Managing Broker,” Roger explained. “Admin services for things like processing deals, licensing, compliance, etc. Bundling other items like insurance, dotloop, and much more reduces the cost for everyone. I came in and provided all the services [Greg] needed for his agents and the management that he wanted to relieve himself from doing daily.”

Forget the Great Resignation, this is the Great Correction as Author and Public Speaker, Simon Sinek, describes it. The tables are turning, and these top EXIT offices are going the distance by putting more power in the hands of employees and what they want out of a workplace.

They wanted a place where agents could go and produce top quality videos for all social media platforms.”

MAEGAN CARTER

TAKES A CLOSER LOOK AT THE 4-DAY WORK WEEK IN

WORKING TO LIVE ON TRIAL

Chances are you’ve probably heard a thing or two about quiet quitting. It seems while there’s been a clear shift in the financial and real estate markets, the job sector has also been experiencing a noticeable change. For as long as we can remember, a full-time work week has been 40 hours, where employees work five days a week for eight hours a day. This became U.S. law in 1940, though many had adopted the practice earlier following Henry Ford’s success with it.

Today, 4 Day Week Global, funds research for programs exploring what the future of work could look like. Their proposal is a four-day, 32-hour full-time work week not the compressed 40 hours in four days many already know.

So why now? Forty hours was the norm during a time when households had a single income earner not the typical two we know today, leaving little time to spend with family, take care of responsibilities outside of work, and of course time for well...living.

The U.S. and Canada are two of the latest countries to try the six-month pilot project, while several others have already begun or reached completion in South Africa, the UK, Australia, New Zealand, and Iceland. The thinking is, if people can have a better work-life balance, they’ll not only be happier, but they might also do their jobs better.

After reading through the trials the benefits are clear. People with more leisure time tend to feel satisfied, healthier, and less stressed. They call in less, feel their time is valued, and tend to work smarter, not harder. Business costs can decrease as well; if no one is working on a certain day, operating costs should lessen. It can also give businesses an edge to help with recruiting and retaining top employees. One of the biggest downfalls seems to be more of a perception problem. There are doubts on both sides of the issue, about maintaining quotas and output levels. Employers might feel taken advantage of, while employees might worry about falling behind. Another concern is that if staff aren’t as readily available it could dissuade consumers. It’s true, some jobs aren’t suited to handle the same workload in a shorter timeframe, but all are questions being examined by companies partaking in the trials.

In North America, where we’ve long been known to “live to work”, there has been no better catalyst than the recent pandemic, to cause many to question why they’re perfectly accustomed to answering work emails after hours but feel pangs of guilt when calling in sick. They don’t have all the answers, and there are definite kinks to work out regarding scheduling and benefit offerings, but the data coming back shows it’s certainly worth the try.

EARN MORE

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

THE MORE YOU EARN

It’s natural to want to keep as much hard-earned cash as possible, but top real estate pros know, you have to be in it for more than just the money if you want to make it. Many still prioritize commission splits when weighing their brokerage options; even companies like PrepAgent® that list it as the number one item on their 15 Things to Consider When Looking for a Broker to Work For. But Andy Gerron, sales representative and 17-year real estate veteran with EXIT Realty Lubbock in Texas, cautions those chasing the almighty buck.

“If you’re looking for a company based off of commission splits, I recommend re-evaluating your top priorities,” he said. “If you’re that concerned about splits, you’re going to hop from one company to another.”

That’s because no two real estate companies offer the same benefits, fees, and splits. Andy was searching for a more holistic place to hang his license and found that EXIT Realty checked so many more boxes. EXIT’s commission structure starts at a 70/30 split, which increases to 90/10 when the agent closes $100,000 in gross commission within a calendar year. Then the split remains at 90/10 for the balance of that year.

Having capped almost annually since joining EXIT, each year a little sooner than the last, Andy utilizes a vision board and writes 10-day, 10-month, and five-year goals; keeping them all highly visible around him in his day-to-day. He works with a business coach and, as of writing this, holds a 1,461-day affirmation streak on the Prompter!™ app. When it comes to capping, for Andy it’s all about mindset and using the many free member benefits EXIT has, saying, “You need to stay connected through Craig’s Witt Bit weekly messages, Janice's inspirational and informative videos, Annette's monthly engagement tips, Bob and Lori's Leader’s Path Podcast, EXIT’s monthly webinars and techinars, and the corporate executive’s leadership. If you’re not, you’re missing out on more than you know.” He would know too tracking his extra income post-capping, which has paid for two of his three children’s weddings, his daughter’s college education, and the expenses for a new non-profit venture he and his youngest son launched as well.

Andy encourages outside and new agents to take a closer look at EXIT, a company he says has so much more because, “it’s a company built on human potential.”

“If you’re that concerned about splits, you’re going to hop from one company to another.” ANDY GERRON, SALES REP.

A LIFE OF SERVICE

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

With the nature of their vocation being relocation, military personnel understand moving better than almost anyone. No other profession values a good exit strategy like they do, ensuring a safe passage minimizing damage and loss. It’s no coincidence why EXIT Realty was so named, and no surprise that U.S. Army Staff Sergeant, Christopher Portillo, with permission from his superiors, chose a real estate career with EXIT to ensure he had something to fall back on when he retired. Having learned the benefits of passive income through his parents who’ve since retired and live entirely off their earnings from their investment properties, the idea to get licensed came while examining the closing paperwork on his last home sale.

“I was like, ‘why don’t I just buy and sell my own home and keep most of the commission?’” he said of the idea that has grown into an avenue that helps his family and other military friends.

Chris obtained his license in 2021, but if his military training taught him anything, it was about trust and connection among your team, and he was looking for that same feeling in his real estate career. He knew he was onto something when he first met Franchisee, Brandy Brown and learned of the culture at her EXIT Realty Mountain View office in Colorado.

WELL SUITED FOR REAL ESTATE

Now it sounds like no two worlds could be further apart, but the truth is, the values inherent to both the armed forces and the real estate industry are more similar than you might think. There’s a servant heart at the center of both professions that makes real estate a great career for military personnel transitioning to civilian life, or in Chris’ case, on active duty. Aside from being highly adaptive, he brings a militant level of organization, discipline, and accountability to his real estate career, all of which have served him well. “We’re taught these networking skills,” he explained. “What makes [real estate] a good fit is having that connection with other military members, having that door. Once you get out you still have your veteran’s card. You stay in contact with your unit, and you can always talk about being licensed at Family Readiness Group meetings. A lot of military members, when they move, don’t know many people, and they’re not going to know many REALTORS® in their new community. They often reach out through friends in their unit for referrals. But if I’m in the unit with this license or my spouse is, I have that extra foot in the door. If you know someone in the same unit, you tend to trust them a little more because you work together, you deploy together, and you really rely on one another.”

“I love EXIT so much because it’s like the military. It’s a sense of belonging. It’s an awesome place to belong to.”

THE EXIT DIFFERENCE

Chris would only get a few deals and several months under his belt before receiving orders for a deployment to Poland early in 2022. But that didn’t stop him from closing a deal while abroad with the help of his broker and fellow EXIT agents.

“I never worried once about things being unfair, or about not being paid. I never had any doubt in my mind about any of that while I was deployed. Brandy reached out to me to see how I was doing out there, and she sent me care packages. It’s why I love EXIT so much because it’s like the military. It’s a sense of belonging. It’s an awesome place to belong to.”

This certainly took a lot off Chris’ mind as he not only had to prepare his family for his departure this time, but also his clients as well. After receiving his orders, he immediately reached out to Brandy and the office, asking for help.

“The office made it very easy to transition when I was focusing on being out there and not worrying about my clients back here,” he shared.

Since his entire client base is made up of military personnel, they understood his call of duty without question, but he still took his computer and everything with him saying, “Thank God we had internet where we were located so I would still reach out, still do emails. I used different platforms like WhatsApp, and Messenger because I didn’t have an active cell number in Europe. I was eight hours ahead and I would make sure that I reached out at a reasonable time.”

THE HARD TRUTH

It sounds incredible, but the reality according to a 2021 National Association of REALTOR® (NAR) report, is that three percent of today’s real estate professionals are also active-duty service members. It puts agents like Chris in a unique position to not only assist active duty personnel and veterans, but also educate them on the programs available and the benefits for the military because several are still unaware.

He feels a responsibility to help service members get into real estate earlier. In Chris’ experience, most wait until they think about owning a home when they start a family, or they might assume they won’t qualify even if they were interested.

“Everybody in my unit is very aware of the VA loan, they all use it, but I know kids who don’t or don’t know about it because they’ve never been informed. I like to give classes about it, give out pamphlets, and talk about it. I share what I’ve done and show them the benefits because some just don’t know or ask about it. I even hear people who say, ‘you use it once and you can’t use it again’ and that’s not true.”

Chris has the experience of personally making countless Permanent Change of Station moves, even living overseas, so he knows what his military clients go through. For the average real estate agent in the industry who lacks this perspective, he respects NAR’s® Military Relocation Professional certification saying, “It helps people who aren’t familiar with the moving process of the military better understand, so they can be empathetic to the stress that comes with moving every two to three years.”

Sales Representative U.S. Army Staff Sergeant, Christopher Portillo with his wife.

MILITARY REAL ESTATE BY THE NUMBERS

Originally getting his degree to become a Certified Professional Accountant, Chris didn’t like the idea of sitting at a desk all day, but it means he sees this moving pattern as a great niche and good source of steady business saying, “When you think about it, the turnaround ratio for moving in the military is every two-to-three years. So, every two or three years you have new clientele or people who are leaving. That’s buying and selling, so you can basically double end every two-to-three years with one client.”

The same NAR® report states that 14% of recent home buyers were veterans, so Chris encourages those looking to work in this niche to take the courses to help military clients as best as they can. But he also warns it’s more about building rapport when working with the military than just the numbers.

“If you can get on base or have some kind of luncheon with some units where you can get your business name, business card, and your face out there, do it. Let them meet you one-on-one, in person. You can educate them, and they can also refer you to anyone they might know who has questions or is looking to buy.”

CREATING A REAL ESTATE UNIT

Having spent eight years in the Marine Corps, then switching to the army in 2017, Chris has also served as a military recruiter. He has a self-confessed comfort level with rejection as well as a keen eye for seeing how people are best suited for different things. EXIT’s Formula of Sponsoring also appeals to his desire to earn passive income and build his retirement.

“I wouldn’t preach anything that I don’t believe in. When my other buddies show interest in getting into real estate anywhere from here to Texas, New York, or California, I always tell them to go for it,” Chris said. Now back safe in Colorado from his tour, Chris already had a friend enrolled in a real estate pre-licensing course. The plan is not only to introduce him to EXIT, but also to create a team together.

With plans to further invest in his own income property, but the uncertainty that he could receive orders again at any time, Chris aims to create his own real estate unit so-tospeak, saying, “If one of us has to deploy or has to go into the field for training, we can back each other up.”

Chris would only get a few deals and several months under his belt before receiving orders for a deployment to Poland early in 2022. But that didn’t stop him from closing a deal while abroad with the help of his broker and fellow EXIT agents.

“The turnaround ratio for moving in the military is every twoto-three years. So, every two or three years you have new clientele or people who are leaving.”

When the Sale Turns

BY MEAGAN CARTER, STAFF WRITER

You’ve been working on this deal for a month or so. After all the promotion, showings, phone calls, inspections, and paperwork you’re more than ready to sit at that closing table in a few days. When you aren’t on the phone, prospecting, or social media marketing you daydream about how you could best spend this commission. Maybe you’ll pay off a credit card. Perhaps you’ll shop for that special occasion. And you’ve always wanted to travel abroad. You start browsing online when a call comes in that chills you to the bone. “What do you mean it’s fallen through?” you ask while thinking to yourself, we did all the right things! This can’t be happening!

While the October 2022 National Association of REALTORS® (NAR) Confidence Index reports 7% of contracts were terminated over a three-month period, most purchase agreements do make it to the closing table. To help avoid the nightmare and crushing of dreams it’s best to take a cue from the Boy Scouts, be prepared.

There are a few common reasons why sales don’t reach completion, thankfully, there are also things you can try to help prevent that from happening. Think of them as the three C’s.”

COMMUNICATION

Inspections are important for both a buyer and seller. Sometimes things are discovered following an inspection that can cause a buyer to back out of the deal. As a buyer’s agent you want to make sure your client gets the home inspected. If an issue arises, you can suggest they request the seller fix issues prior to moving forward or possibly renegotiate the price. As a seller’s agent, you can suggest the seller has an inspection prior to putting the home on the market so they can address potential problems and there are fewer headaches down the road. If they don’t wish to go that route ensure they disclose any issues, so buyers are aware before signing anything. No one likes being blindsided. Open and honest communication goes a long way.

CONTINGENCY

A contingency is a clause in a contract that states conditions that must be met, typically within a certain period, for a contract to be binding. Some of the most common are inspection, appraisal, financing, and home sale contingencies. As a buyer’s agent, they can allow your client to cancel or renegotiate a contract dependent upon an inspection as well as allow them to back out if they can’t secure financing, often without losing their earnest money. However, if there are too many it can push the seller to go another way, especially in a multiple offer situation. As a seller’s agent, one of the few that benefit your party is the kick-out clause. It allows them to continue to market the property while under contract so that if another qualified candidate comes forward, they can accept that offer after a specified amount of time. Depending on the state and province, contingencies can be written by either the real estate professional or a lawyer. If certain conditions haven’t been met, it doesn’t always mean the contract is canceled, but it can push a deadline further and prove costly. Be sure that all contingencies are taken seriously, and timelines are followed.

CLARITY

When you look at a listed property it’s simple to assume the seller is the owner and therefore has the right to sell the home, but that isn’t always the case. While it’s most commonly the buyer’s responsibility to have a title search conducted, it can be prudent to have the seller do the same. In rare cases, the seller isn’t even aware they have certain liens on the property that would prevent them from selling. Mortgage liens and other debts like unpaid property taxes follow the property not the owner so this is vital information to have.

In reality far more sales make it to the closing table than not. That’s not to say you’ll never have to jump hurdles or make concessions to get there, but maybe, to be safe, just hold off on booking that vacation before the check clears.”

FOCUS ON GOOD HEALTH

Whether it’s getting outside for some fresh air therapy and fun, or cozying up indoors to journal, read an inspiring book, or meditate, it’s your time to be resolute about putting your mind, body, and spirit first.

As a people first company, EXIT Realty is built on human potential, so we focus on building a more holistic and mindful person behind the real estate agent.

CHANGING REAL ESTATE ONE INDIVIDUAL AND LIFE AT A TIME! Visit focusongoodhealth.com to learn more today!

Let Nothing Stop You

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Imagine literally staring cancer in the face not once, but twice, turning your mouth and ability to speak against you. Would you stop selling?

This is a story of perseverance, of wanting to be a real estate agent since childhood. It’s a story of a woman who would make five attempts at the real estate exam while helping her brother navigate a terminal illness. It’s also her story of success, and survival so please be warned there are triggers ahead. It begins in 1993 when Franchisee, Angela Powell finally obtains her license and starts on a path to a promising career, only to have her own cancer diagnosis stop her in her tracks two years later.

“I noticed something on my tongue found to be cancer and underwent surgery. In 1997 it returned, and I proceeded through radiation treatment, which took a great toll on me, but I fought through,” she proudly shared.

Following these arduous years Angela returns to real estate as a broker’s assistant, determined as ever to realize her dream. She’s first introduced to EXIT in 2003 by her husband, Bob, who gave her a presentation on CD by EXIT Founder and Chairman, Steve Morris, and asked her to watch it.

“We both knew we wanted to open an office one day, but this came faster than I expected,” she recalled of buying their first EXIT Team Realty office in Georgia later that year. They’ve attended every EXIT Convention since, and hit the ground running, going on to open subsequent locations and even a real estate school.

We go through life thinking we have so much time and I now know that’s not true. We don’t take the trips, buy the things that make us smile, or go to fancy restaurants, but we need to. This is self-love and care for oneself.”

Angela Powell with a photo of her youngest grandson, while on the Appalachian Trail Climb for Kids.

NOTICING A SHIFT

Angela enjoyed 19 years in remission, building a successful REO agent career, when she began noticing a distinct shift admitting, “Business slowed down for me, something I hadn’t experienced in a long time. It changed my mind set. I stopped, listened to myself, and had to start over in a sense. Now I’m working with sellers and buyers, something I haven’t done in a while.”

Around this time she started experiencing delayed radiation therapy side effects, like issues eating and swallowing. Speech problems came a year later when her jaw muscles on the left side shut down, but instead of giving up, she walked into a gym at age 55, signed up and hired a coach on the spot. She knew she couldn’t do anything about the effects but she could take control of her body and mind. She now deadlifts 250lbs, back squats 255lbs, and pushes for more, knowing that if she doesn’t take care of herself no one else will.

After everything she still struggled with public anxiety, but Angela’s perseverance is palpable. You hear it in her reference to these issues as a mere “hiccup.” It’s in her diligent physiotherapy regimen, in her continued work with doctors to find a permanent solution, and thanks to an invitation from Senior VP, Susan Harrison, you can even witness Angela’s personal strength of purpose in her HUD Home webinar. Little did she know this resolve would be tested yet again, in the most tragic of ways while we put together this story.

TRAGEDY STRIKES

On April 24, 2022, Angela’s world turned upside down when she learned her daughter’s family was involved in an accident. Her youngest grandson, Lucas, and future son-in-law, Billy, were hit outside their truck on the interstate by a drunk driver, both dying on scene. Her grandson was only nine-years-old, just a year younger than Angela when she first dreamed of becoming a real estate professional.

“Knowing Samantha held her son in her arms as his heart slowly faded, that she saw the love of her life lying just 30 feet away, and the pain she must have experienced is no parent’s wish ever. Losing a loved one changes you and no one knows that feeling until they’ve experienced it. What do you do? How do you move forward? These were the thoughts in my head. How do I keep going with all the pain and not being able to stop crying?” she questioned, admitting that it still feels just as raw these many months later, now living in the aftermath.

Angela undertook the heart-wrenching task of packing up Lucas’ room, so her surviving 16-year-old grandson, Ethan, and her daughter could spend time together. They both now live with Angela, as shortly after the accident emotions were so overwhelming both attempted suicide.

Losing a loved one changes you and no one knows that feeling until they’ve experienced it. What do you do? How do you move forward?”

“I worry as any parent would. All these emotions and having to look forward and plan is so numbing but I know I must process this all and move forward,” she explained, but Angela knows no other way as she continues to learn the importance of taking care of herself first. “Once I’ve taken care of me, I can help my daughter, my family, and my business. And if that’s what people see as strong then I’m doing something right. It doesn’t mean I don’t hurt because I hurt daily.”

FIRST STEPS TOWARD HEALING

She recently channeled some of her pain into positivity by participating in a Climb for Kids initiative. Completed on the Appalachian Trail, Angela wanted to honor her grandson who she says, “had such a kind, giving, and loving heart.”

It was a cathartic, almost symbolic step in her healing journey, which she takes day by day. She’s reminded to be more grateful and empathetic toward others saying, “I smile more even though I’m sad inside because the person I’m smiling at doesn’t know what I’m going through, and I don’t know what they’re going through, but they may need that smile just for that one second. We all need each other in some way!”

Despite it all, Angela still managed to close over 50 ends this past production year (one of her most personally challenging to date) and earned a six-figure income, showing incredible resilience and that she’s not giving up anytime soon.

Franchisee Angela Powell

EXIT REALTY CORP. INTERNATIONAL HAS ALLOCATED

$7 MILLION TO CHARITY

A portion of every transaction fee received by EXIT Realty Corp. International is allocated to charity. Through the Spirit of EXIT Dollar-for-Dollar Matching Program, EXIT offices and members can raise money for local, approved, registered charities and apply to EXIT’s head office to have those funds matched from the company’s pool of funds.

“We believe in supporting our agents’ ‘why’ – the reason they get up in the morning. This program is a way for them to raise money for the causes that speak to their heart knowing their company is behind them. Potentially every community where an EXIT office exists can be positively impacted.”

— Tami Bonnell, Co-Chair, EXIT Realty Corp. International

Good Tithings

BY SUSAN HARRISON, SR. VP

You might think that people would feel the need to tighten their purse strings right now as the cost-of-living rises, instead, at EXIT Realty, we’re seeing non-profits benefiting more than ever from the generosity of EXIT associates, their clients, and customers. We allocate a portion of every transaction fee received by EXIT Realty Corp. International to charity. By working with EXIT Realty, you’re choosing to give back through our Spirit of EXIT Dollar-for-Dollar Matching Program where EXIT associates can raise money for local, approved, registered charities and apply to have those funds matched from the company’s pool of funds.

Overseeing the program, I work closely with EXIT’s Trust Funds Manager, Sylvie Dakanis, and together we find ourselves inspired and humbled daily by the ingenuity and drive of EXIT associates who want to make a difference and by their clients and customers who open their hearts and wallets in support of our associates’ efforts. Every single application we receive is for a cause that’s very personal to the associate submitting it. They share heartfelt stories of how the non-profits have touched their lives and how much they want to help. Often, they rally their brokerages to participate in the fundraising too. Case in point, when Alissa Prentice, Owner of EXIT Midstate Realty in Weston, WI, shared the reason her brokerage hosted a “Brat Fry” in the parking lot of their office to raise money for a Christmas in July Charity.

“Many of our agents have children or grandchildren, some of whom have had stays or procedures at Marshfield Children’s Hospital, the main beneficiary of Christmas in July Charity’s efforts,” she said. “The money we raised affords them the opportunity to purchase toys for patients, remodel areas of the hospital that don’t currently fit into the operating budget, as well as provide for patient birthday and end of treatment parties and restock activity areas.”

Then there’s Pam and Rick Coyne, Owners of EXIT Oceanside Realty in Wells, ME. Thirty years ago, Pam lost her son to suicide. “I have been looking for an opportunity to give back to the community along the lines of suicide prevention,” Rick said. They chose to support The Yellow Tulip Project, a non-profit founded by a Maine teenager who lost two close friends to suicide, whose mission is to smash the stigma around mental illness.

These are just two of many examples of fundraisers where the community donated more money than the EXIT associate anticipated raising. They saw the need and stepped up to meet it.

Corporate philanthropy which empowers people to choose the charity that speaks to their heart and then amplifies their efforts speaks to the abundance principle which is EXIT’s foundational philosophy. Regardless of how the economy is performing, the needs of the community don’t stop, and people want to help. Our dedicated associates turn that desire into action, and we’re so proud to be able to support their efforts.

Regardless of how the economy is performing, the needs of the community don’t stop, and people want to help.

VISIT OUR BLOG TO READ OUR STORIES OF THE MANY CHARITABLE INITIATIVES

BUILDER’S AGENT BASICS

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

Supply and demand; sounds straight forward right? Unfortunately it’s an oversimplification of a serious and complex housing issue facing much of North America right now.

The truth is we’ve been facing a shortage of new, single-family, entry-level housing for decades now, and a recent Habitat for Humanity article points out, these “record housing shortages are a fundamental driver of our affordability challenges.”

Building more seems like the obvious answer but with concerns over urban sprawl, stereotyping of lowincome housing, lengthy permitting processes, not to mention skilled labor and building material shortages it’s not proving easy. However there’s light at the end, even if the tunnel is long with millions of new singleand multi-family housing permits being approved across the U.S. in 2022, and a jump in permits for both types of dwellings since mid-2020 in Canada as well.

BUILDING ANEW

Sales Representatives, Chantal Albert and husband, Marc-André Arsenault are builder’s agents in New Brunswick, Canada; where they’re currently experiencing a building boom.

“The last two and a half years have shown us that we still very much have a need for new inventory. The only way to get an increase to our supply is new home construction. In the last year, new construction made up approximately 28% of our new listings,” Chantal explained.

They work with two major builders in different market segments and Chantal sees these as less complex transactions compared to their resale counterparts saying, “[Resale homes] come with a history and it’s important for us to get to know this history before listing. There may also be some unexpected surprises during a buyer inspection or buyer requests for inclusions. New construction is generally more straight-forward; no history, and inclusions are pre-determined. Depending on the timing of the sale of the new construction home, you have to guide the clients into making choices and respecting the builder’s deadlines.”

They’ve built a rapport over six years, and builders now often look to them for valuable data and trends, right down to the type of home finishings popular with clients. This gives them an edge when selling projects they’re involved with from the start.

“Developers who are looking for real estate agents are looking for a professional they can trust to get the job done. Builders want to rid themselves of the stress of sale,” she explained. “When a builder decides to start a new project, we discuss in the early phases the best type of housing for the subdivision and the best target market. After the city and permit approvals, we come up with a strategy, discussing the type of homes, price point, and timeframe, etc...Once ready for sale, whether pre-sale or post-construction, we finalize our price and strategy, and get our marketing ready.”

BUILDING BACK UP

Revitalization is what you get when the coin and housing are flipped, and husband/wife team, Franchisees, Rob and Shannon Malcom are established developers in the Norwood neighborhood of Birmingham, Alabama specializing in breathing new life into class C communities.

Rob grew up in an old school flipper family that moved into homes, renovated, and repeated. After tough times, resulting in homelessness for the two of them, Rob started 3D Properties in 2011, and the need for a REALTOR® on his team was apparent. Leaving her medical billing job, Shannon took to real estate naturally, and the two find deep meaning in each revitalization they do.

“It parallels with our life. These houses have been discarded, which isn’t much different than how we felt when we were homeless. We felt like discarded people,” Rob admitted painfully. But just as they turned their lives around, the Malcoms are turning this 100-year-old neighborhood, with its own sordid past, around too. Just minutes from downtown Birmingham, Norwood’s history is fraught with segregation and redlining by financial institutions, which created poverty conditions that now line the streets in the form of dilapidated housing.

“The first house we sold here in 2016 sold for $83,500. We just finished and sold one for $470,000 in May 2022. It’s come a long way, and people believe in this neighborhood,” Rob shared. “There isn’t a specific demographic. When people ask, we say ‘It’s good Birmingham people.’ We’ve sold to all cultures and orientations. It’s just awesome to see the neighborhood, the houses getting lived in, and then people doing stuff together.”

What takes Rob five-to-six weeks in a typical remodel takes roughly nine months in the historically significant community of Norwood, where homes must be returned to their former glory, down to the very windows installed, and that includes all the research Shannon does to find the history of the homes, some of which have sat abandoned for decades.

“When we first started working, we would actually go down to the basement of the library here in Birmingham and dig through the old books to figure out who owned [the home],” Shannon recalled. “By just doing a little research on the first few, we were able to kind of paint a picture of what this neighborhood used to be.”

Boasting a portfolio of over 300 home revitalizations, the Malcoms recommend interviewing with several brokerages before making a choice if you’re a REALTOR® interested in investing, simply because not all brands encourage professionals to earn passive income like EXIT. The Malcoms share their knowledge, by taking participants out into the field to train on agent safety, assessments, and what investors want, as well as during office masterclasses featuring other high-level flippers.

Whether revitalizing or building anew, there’s longevity in what these agents help do, and in the end what rings true is the undeniable value of thriving, diverse, and equitable communities.

Hand Me Down Homes

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Two things have always been true about homeownership; it’s one of the best ways to build wealth, and timing is everything, but ask any of today’s youth and they’ll tell you they’re lucky to even get skin in the game. These aren’t just the rumblings of a misunderstood demographic either. The fact is Millennials and Gen Y’s across North America face one of the largest housing price-to-income ratio gaps in history. In 2019, Janice Petteway, EXIT Realty’s Director of Brokerage Development told a Breakout Session audience, “If you want to change the life of your children, have them ready to buy their first house at 18.” The markets took off months later, and that gap has only grown over the past three years.

The National Association of REALTOR’S® (NAR’s) 2022 Home Buyers and Sellers Generational Trends Report states, “29% of Younger Millennials received down payment help in the form of a gift or a loan from a friend or relative,” and EXIT Real Estate Experts Franchisee, April Harrington also subscribes to this idea when it comes to working with her younger customers.

“Having a co-signer who’s more established like a parent or grandparent, who has a bigger equity position can be helpful. I always encourage [clients] to look to their family tree for assistance for things like closing costs, down payment assistance, or even going in half and half,” she explained.

Millennials and Gen Y’s across North America face one of the largest housing price-to-income ratio gaps in history.

THE SOONER THE BETTER

April also believes the earlier a home is passed on to younger generations the better, to ensure transactions aren’t held up by probate or inheritance taxes, but she also warns those who do this would have to pay a portion of that sale back in taxes affecting their capital gains. In her 10 years of real estate experience, she has seen everything from Quit Claim Deeds to families creating Limited Liability Companies (LLCs) to purchase property together. She even helped her family by purchasing her grandfather’s home with her mom so he could use the much-needed money.

“After he passed, [we knew] neither one of us was going to live there,” she said. “Fortunately, we were able to sell it for an incredibly reasonable price to my cousin, and it ended up staying in the family...It’s just a very comforting feeling to know that your homestead - the place where you grew up and loved - is always going to be taken care of by people you love.”

It’s a notion that still inspires many today, as most continue to invest in real estate simply to put down roots and build equity upon which they can retire one day. But with aging at home incentives to deal with a Boomer population too great for healthcare systems, not to mention the rising cost of senior living and long-term care facilities, many are choosing to keep real estate and dwelling all in the family.

A SPECIFIC APPROACH

When helping clients purchase in these types of scenarios April’s biggest concern is making sure that everyone understands where every single dollar is coming from, and going to.

“If you and your mother were buying property, we would sit down together and figure out where every penny is coming from, who’s qualifying for the mortgage, whose names are placed on the deed, and who has rights of survivorship of that property as well. In living will situations where there are other siblings involved, they could have rights to that property if your mom passed and there was no will in place and both your names were still on the property. You want to make sure all those chains of title are cleared up and written very well and accurately before anyone signs on the dotted line.”

Having multiple generations under one roof comes with cost savings, home security assurances, and maintenance benefits just to name a few, but April sees a much deeper passing down of wisdom at the heart of these transactions. “I love working with families that want to help their kids and grandkids build generational wealth because they understand the impact it can truly make on their lives,” she shared. “A young adult may or may not truly understand what it means to be a homeowner, or second homeowner until their grandparents or parents are able to show them. If buying together, or buying from them is the best option, I will gladly help guide young investors through that.”

If you want to change the life of your children, have them ready to buy their first house at 18.”

JANICE PETTEWAY, DIRECTOR OF BROKERAGE DEV.

THE REACH BACK PULL FORWARD METHOD

BY BOB MCKINNON DIRECTOR OF LEADERSHIP

There are times my personal tank is low. In those times I am not creative, causing me to doubt myself and usually overthink everything. It can be a big thing going on or just a passing season, however in both circumstances, the result is that forward movement nearly stops.

As John Maxwell says, “You cannot steer a parked car.” The real estate and financial markets are changing. A slight adjusting recession is upon us. We also know that change creates regressive behaviors, meaning pulling back, going into analysis paralysis and even fear, and many people will pull over and park. That means the road with over 1.5 million real estate agents will get less congested and leave a virtual autobahn for some…YOU. In 1994 I attended an educational series by the Pacific Institute written and taught by Lou Tice. This experience for me at the time, was life strengthening. An entire session was on the subject of the seasons of doubt and fear. At the time I was in the middle of a huge project, over my head, and struggling to not let anyone see I was unsure. As perfectly timed, Lou taught a technique I have used thousands of times since. We were instructed to think of and list times in our lives that we were strong and effective, a time I won the day, and surprisingly there were many of them. The list reached all the way back to high school, the Marine Corps, Vietnam, university, marriage, kids, first sales, first house purchased, and first company owned. Lou said, “Now, feel the emotion you felt at the time. Do not evaluate it, just feel it.” As I closed my eyes and felt it, I smiled. This is the reach back technique; that smile. “Now,” Lou said, “bring that feeling into today, right now and be strengthened by those successes in the past.” Along with the smile will come the confidence you need - that if I could do that, I can do this - the pull forward part of it.

For example, when I’m backstage at EXIT’s Convention before going on to speak, I’m nervous. So, at that moment, I remember the day I delivered my father’s eulogy, or the day I delivered George Carlin’s “Modern Man” at Convention to win a $10,000 bet with Founder and Chairman, Steve Morris. I smile and relax knowing I’ve got this. In this business we can have many doubts. I know there are times you feel afraid or uncertain about making a call, knocking on a door, jumping in the middle of a sticky problem, etc. The news media floods the air with negative predictions based on very few facts and we panic. Come on, a minor and necessary market cool down adjustment and we pull off the road and park?

I would rather pull over for a pitstop to refresh and replenish than to park. I can reflect on a time I was strong, I won, I accomplished something important to me that I’m proud of. Using the reach back, pull forward technique I can do just that. Now the trick is to do it quickly, not a week after you are feeling the doubt, but right then. This technique is like having your personal cheering section traveling with you. And the truth is you always have this cheering section. It’s YOU!

Inspirational & Giftable Reads

The Power of Broke by Daymond John

Shark Tank star and Fubu Founder, Daymond John believes that an entrepreneur’s financial limitations can be their greatest competitive advantage forcing more creative, efficient, and effective business solutions. It’s a concept he’s personally practiced since his humble apparel business beginnings in Queens, NY. This is his story and the story of dozens of other, similar entrepreneurs who leveraged their limited resources and how they turned them into phenomenal success.

Leadershift by John C. Maxwell

Dive into a masterclass that reveals the shifts you should make over the course of your career to keep innovating, improving, and influencing others to the highest levels of success in today’s unprecedented business climate. Change is so rapid today that leaders must do more than stay the course to be successful. If they aren’t nimble and ready to adapt, they won’t survive. The key is to learn how to Leadershift.

The Kindness Diaries by Leon Logothetis

Follow the inspirational journey of a former stockbroker who leaves his unfulfilling desk job in search of a meaningful life. He sets out from Los Angeles on a vintage motorbike, determined to circumnavigate the globe surviving only on the kindness of strangers. Incredibly, he makes his way across the U.S., through Europe, India, Cambodia, and Vietnam, and finally to Canada and back to the Hollywood sign, by asking strangers for shelter, food, and gas. Again and again, he’s won over by the generosity of humanity. At each stop, he finds a way to give back to these unsuspecting Good Samaritans in life-changing ways, by rebuilding their homes, paying for their schooling, and leaving behind gifts big and small.