You’ll want to dig into our blogs as we share monthly newsletters and profiles of success EXIT Southeast franchises. It’s important to dig deeper beyond a social media post to find inspiration and help to better your own business today.
As real estate advisers, we are people who help people Key Yessaad shared as EXIT Southeast Rally keynote speaker, and to bring home the business, you have to ask for it.
A popular Real Estate Mind-Set Trainer, Prospecting Coach, Mentor, Listings' Strategist and creator of the #KeyWorkshops Success Strategies, Key has been a trainer and business coach for the past two decades focusing on empowering agents to develop the skills and habits of getting listings, time blocking, sales conversion, building confidence, internet marketing, handling objections, scripts, lead generation, closing and listings success. He brought this expertise to his keynote session at the 2023 EXIT Southeast Rally 2.0. Here’s an overview of the event in case you missed it.
Asking for the business is critical he shared but how does this approach translate IRL? Key shared his method of developing a script which can help you build confidence by being prepared with your research and then, most importantly, ask for the business. Don’t do it aggressively but always with a smile and find a non-salesy way of doing it, he advises.
As you develop this script do it with a prospecting mindset. Also, develop affirmations to help you build this confidence.
“I choose to go through the nos to get the yeses. The fear of no keeps people from attracting the yeses. We aren’t in the business of getting people to sell. We’re here to help people through the process. Toughen up and accept the nos and move on! Focus on getting two appointments a week,” Key said.
He shared several script demonstrations with volunteers from the EXIT Southeast Rally crowd showcasing his method of interacting with potential clients in a casual and friendly way. Dig into Key’s method on his blog here!
The National Association of Realtors (NAR) says 65 to 70% of agents who show up get the listings, Key shared. “Develop a script that works for you and start prospecting. It’s a numbers game, and, If you do 100 asks a week, you’ll get two appointments which is over 100 appointments a year and over 20 deals a year,” he said.
Key pointed out the skill in getting a listing is the same as sponsoring with EXIT. You just have to ask them. Here’s more on the unique EXIT residual and sponsoring process.
To help overcome the fear of rejection, Key shared these important tips:
-Have a positive mindset and reframe your thinking. Rejection is not failure but an opportunity to learn and improve.
-Understand and practice self-compassion. Don’t beat yourself up and treat yourself with kindness and understanding.
-Set realistic, measurable goals – achievable in small increments.
-Take time to prepare and rehearse your scripts. Rehearing and being prepared is what makes someone successful.
-Look for feedback and learn from it.
-Finally, take action. Thinking positively, act with courage and keep a growth mindset.
Research, be prepared, wear your name badge, smile – you got this! Connect with Key today for more inspiration and pro tips here.
Want to know about the unique EXIT Southeast opportunities for being an agent or owning a franchise? Here’s more from our website.
Consistently earning #1 Franchise Sales in North America for the past eight years in a row and honored repeatedly for #1 Region for EXIT Realty Corp. International,Regional Owners Kenny Lynn and Stacy Strobl also broke the all-time corporate record for sales in 2019. The award-winning region was named a 2021 Nashville Business Journal Best in Business honoree with Stacy Strobl named 2022 Top Executive,Women of Influence for the Nashville Business Journal, and recently honored NBJTop 50 Fastest Growing Company. Across Florida, Georgia, Kentucky, Tennessee and Texas, EXIT Southeast owners, brokers and agents are respected leaders in the real estate industry. If you are looking to join an award-winning teamof professionals, contact EXIT Southeast Regional Owner Stacy Strobl atinfo@EXITSoutheast.com.
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As we reflect on our epic EXIT Southeast Rally 2.0 at Universal Studios in Orlando, we want to first say a BIG thanks to our sponsors including Platinum Sponsors: Fairway Mortgage, The Home Loan Expert, Pillar to Post, Wise Agent, Croft and Frost, Something Inked, Homebot, Real Grader. Thanks also to Gold Sponsors: 360 Business Growth/Cutco, Prism Digital, Utility Connect, America Preferred Home Warranty, RSP, Commission Before Closing, Home Warranty INC, CrediLife, Pivo Real Estate, Home Actions, Lenders Title, Utility Concierge. Our appreciation also to our Teal Sponsors: CE Shop, Outsuite, Jetstream, Bader Marketing, Flawless Bar, Skyways, Text N Touch, Wireless Sourcing, Knowledge DNA, Formations, Coastal Wealth, VHT, Oakley Signs, Choice Home Warranty, Hello Leverage, Farmers Insurance, OnJax, Sign Shine, Kathy's Creations, Resort Vacation Certificates, Deposit Link, Brick Oven Boxes, Well Planned, Arrow Exterminators, LetzChat, Two Men & Truck, Curbio. Check out these amazing companies who demonstrated their commitment to supporting top training for EXIT Southeast and have offered so many amazing opportunities for us. We appreciate them!
We’ll dig deeper into the amazing content presented over the next few months. You’ll want to be sure you stop by our Facebook page here and see photo albums from each day! (Click the three dots on the right of the pic to download the photos for your own use!)
Our favorite emcee, Annette Anthony, kicked us off with style and tons of 80s fun which we had all week! A beautiful National Anthem was presented by Daley Savage, EXIT Realty Bluegrass Broker/Owner Jackie Denton’s daughter. We started with Tech Day and the trio of EXIT Realty pros John Packes, Lori Muller and Annette Anthony inspired, educated and challenged us all! Have you been intrigued by AI? Real estate expert, speaker and trainer Marki Lemons Ryhal unpacked the technology saying “technology will never replace a real estate agent. But, an agent using technology will replace an agent without it.” She gave great tips on weaving this technology into your daily business and we’ll share more later. The day ended with Cocktails & Dreams at an exclusive Broker/Owner Reception hosted by The Home Loan Expert! Here’s the link to the day one!
Let’s Get Physical totally happened on Tuesday! EXIT Mind-Set Trainer Key Yessaad showed us exactly how to implement the “Business of Our Business Is Asking For Business.” With infectious energy, Key gave great demonstrations of how to develop a sales script and what it could look like IRL. Ultimately, Key advised “don’t do it aggressively but always with a smile. We aren’t sales people but real estate advisers and we are people who help people.” He finished by outlining Stacy and Kenny’s words of the year, PLAN and CONNECT and how this will continue the momentum of being #1Baby!
Coach Michael Burt knows how to flip everyone’s switch! Confidence is the memory of success, he explained in his session. “Success is an internal knowing that you know how to win. One negative thought can activate fear, worry, anxiety and it produces a stress in the body leading to low or negative performance. I call that the sewer cycle and going to negative town,” Coach Burt explained. Activating your prey drive is key to staying out of negative town and Coach Burt says the four ways to do so are activating your body, mind, spirit and heart. Stay tuned as we share more later.
We might have been getting physical on Tuesday but the day ended with grace and manners thanks to social skills strategist, Patricia Rossi, known nationally for her work with professional athletes and teams. She explored determining your influence factor. And, after digging into the science and patterns of human behavior, Patricia demonstrated how this can help you communicate and connect more effectively when you show honor and respect with the person you are communicating with. “Be brief, be brilliant, be gone!” Connect here with Patricia.
On our final, jammed packed day, we celebrated “This Is Our Time!” Unleashing the power within was explored with Tony Robbins Corporate Trainer, National Speaker and Peak Performance Strategist Bill Storm. He helped us analyze what is preventing a person in achieving goals. “No matter where you are in life, the past doesn’t have to equal the future unless you choose to live there. Change it by changing what goes into your mind. Say yes, to your success,” Bill advised. "People will do more to avoid pain than do something about life. When you get in enough pain, you’ll do something about it. He explained, where attention goes, energy flows and results always show. Want to do better in business, put attention and energy there. Want better health, put attention and energy there. Want better relationships, put attention and energy there,” he said. Stay tuned for more on Bill’s talk and connect with him here.
Prior to Kenny and Stacy taking the stage for our EXIT Southeast all-star awards, Director of Brokerage Development for EXIT Realty Corp. International Janice Petteway challenged us to take it up a notch! How can you take your business up a notch? Janice outlined the power of single level residuals. She has earned over $1.3 million dollars in residuals and used the money to build wealth in real estate that is now valued at four times!! Here's more on the EXIT Realty difference!
We’re always very emotional when the EXIT Southeast awards take place. We honor the hard-working men and women of EXIT Southeast who show up daily, help others and make a difference. We salute each of you and be sure you check out the awards album here!
We headed back to the 80s for an epic wrap up party, We Built This City, hosted by “Dolly Parton and Kenny Rogers” aka Stacy and Kenny with our huge thanks to sponsor Fairway Mortgage! Check out the amazing costumes here!
More is ahead for EXIT Southeast and we want the momentum of the Rally to continue on! Follow along for the latest via Facebook, Instagram and YouTube!
Consistently earning #1 Franchise Sales in North America and honoredrepeatedly for #1 Region for EXITRealty Corp. International, Regional Owners Kenny Lynn and Stacy Stroblalso broke the all-time corporate record for sales in2019. The award-winning region was named a 2021 Nashville BusinessJournal Best in Business honoree with Stacy Strobl named 2022 Top Executive,Women of Influence for the Nashville Business Journal, and recently honored NBJTop 50 Fastest Growing Company. Across Florida, Georgia, Kentucky, Tennessee,and now Texas, EXIT Southeast owners, brokers and agents are respected leadersin the real estate industry. If you are looking to join an award-winning teamof professionals, contact EXIT Southeast Regional Owner Stacy Strobl atinfo@EXITSoutheast.com.
Don’t be scared by new technology like artificial intelligence says real estate expert, speaker and trainer Marki Lemons Ryhal, because, technology will never replace a real estate agent. But, an agent using technology will replace an agent without it. Marki has now taught social media and technology tools to real estate agents in all 50 states and shared the latest.
An early adapter of the technology, Marki helped kick off our EXIT Southeast Rally 2.0 sharing the power of artificial intelligence in real estate, noting serial entrepreneur Gary Vee (Gary Vaynerchuk) predicted at the end of last year that AI was going to change the world. (Find him on Instagram here.) Marki and our other keynote speaker, Bill Storm, follow him as a business resource.
From assisting in writing a new bio, property description and marketing script to creating art for everything you do, leveraging the power of AI can help propel your business forward says Marki. She’s used AI to extend her brand world-wide by creating a virtual training avatar with Synthesia and the avatar can speak any language.
If you are familiar with Canva, Marki says they now offer four AI tools on their platform. Ultimately you need to pick one tool with the end in mind. “Ask yourself, what do you need to implement today to reach your long-term goal. How will you leverage AI into your business today to impact your tomorrow?”
Two areas of caution is creating content for your website which Google apparently doesn’t like says Marki and you definitely have to double check anything created to make sure there are no violations of licensing and fair housing law.
Dig in a little deeper with Marki’s recent story in Inman News here and connect with Marki via her website here. She has new classes on AI and ChatGPT designed to help real estate professionals stay ahead of the curve and improve their business practices while increasing their ROTI.
Stay tuned for more stories from the EXIT Southeast Rally 2.0 via our blog here.
Consistently earning #1 Franchise Sales in North America and honoredrepeatedly for #1 Region for EXITRealty Corp. International, Regional Owners Kenny Lynn and Stacy Stroblalso broke the all-time corporate record for sales in2019. The award-winning region was named a 2021 Nashville BusinessJournal Best in Business honoree with Stacy Strobl named 2022 Top Executive,Women of Influence for the Nashville Business Journal, and recently honored NBJTop 50 Fastest Growing Company. Across Florida, Georgia, Kentucky, Tennessee,and now Texas, EXIT Southeast owners, brokers and agents are respected leadersin the real estate industry. If you are looking to join an award-winning teamof professionals, contact EXIT Southeast Regional Owner Stacy Strobl atinfo@EXITSoutheast.com.
Not many people can say they were in the hospital with COVID-19 facing a ventilator decision when they were driven to commit to a new franchise and this is EXIT Realty Bluegrass Broker/Owner Jackie Denton’s story. She now has three Kentucky franchises in Campbellsville, Glasgow and Hart County!
“Honestly, it was one adversity after another. Life will throw you punches to make you stronger. I have a fear of failure and was driven to launch this brokerage and be successful! You can’t give up,” says Jackie, EXIT Realty Bluegrass.
Jackie retired after being a school teacher for 28 years and actually feels led to being in real estate while regretting not starting sooner.
“I loved teaching and the kids but I really regret not retiring 10 years sooner to begin my second chapter in life. A family crisis led me to understanding the importance and value of a Realtor. I’m used to helping and teaching people and this situation confirmed my feelings that I’m where I need to be,” Jackie explained.
While attending real estate school with a renown instructor, Jackie was advised to research different real estate brokerages.
“I looked into the big brands and mom and pop brokerages, which didn’t suit me at all. By chance at a bridal fair, an EXIT booth was next to a photographer I was looking for. I got information, did my Google research, met the principal broker and signed on,” Jackie said.
The culture and family atmosphere of the EXIT office attracted Jackie.
“I found EXIT to be very down to earth and caring with agent support and residual opportunities. They care about beneficiary and retirement, something very different from other brokerages,” she said. “I was doing a lot of volume with 50 to 60 deals a year and knew it was time to do my own thing, take control and branch out. In 2021, I bought two franchises.”
As an owner, Jackie says the residuals are a cushion for her business, home and family giving her the liberty to use as investment or buying a boat she uses for entertaining or a getaway. Click here to learn more about this system unique to EXIT.
One of the elements which makes EXIT Realty Bluegrass unique today is that Jackie is very selective on who she recruits.
“I don’t recruit people off the streets. I’m into quality, not quantity. I want integrity, loyalty and agents with compassion. When they are nurturing and loyal to their clients while being passionate about what they do, they are a good fit for us,” Jackie said.
Although Jackie says she doesn’t need anyone checking in every other day, regional support is important to her.
“I just discussed this with another broker recently. I feel like I don’t need Kenny or Stacy (EXIT Southeast Regional Owners) calling to check in every other day, but, I know I can reach out any time for that support if I need it. They really care about their brokers and agents and, with multiple states, they are juggling a lot. But, I know if I need to talk with them, they are there and Valerie (Evans) is all of that and a bag of chips! I’ve met other regional owners and know there is just something special about ours. They are caring, show it from their facial expressions and go above and beyond,” Jackie said.
Educate yourself is Jackie’s best advice for new Realtors.
“Just like the book, “212: The Extra Degree,” you need books that will help you lay a foundation, educate and drive you. EXIT has some of the best training. My son-in-law doesn’t get to the office often and can get all the training he needs online via the EXIT Resource Center,” Jackie said. “I tell new Realtors to brand yourself and put yourself out there. Make yourself known. Little things can turn into big and better!”
Make sure you are financially, mentally and physically ready to buy a franchise says Jackie.
“Put a lot of thought and prayer into it. I laid the stepping stones for my purchase by banking money ahead of time to be ready. To the best of your ability, try not to go into debt. Also, be sure you take care of your family and always make time for yourself. Family is a top priority,” she said.
Community festivals are something Jackie encourages her agents to support. Campbellsville has the fourth largest July 4th celebration in Kentucky lasting multiple days.
“From the big parade, where we bring out our EXIT float which looks like a house, to the hot air balloon race, we are always present there and in the community,” Jackie said.
A self-professed motor head, EXIT Realty Bluegrass will be sponsoring their first truck and tractor pull to support a local backpack program.
“I traveled all over the U.S. to pulls with my dad as a truck pulling family. My son-in-law, Andrew Savage, and daughter, Daley Savage, also have a pulling truck. Andrew is the sphere head of the championship pull and fundraiser pull supporting a local backpack program which sends home a backpack of food for families in need through the Family Resource Center. We are very excited about ours, Metcalfe County Super Pull Feeding Kids and Crowning Champions. It will take place October 21,” Jackie said.
Reach out to Jackie Denton and EXIT Realty Bluegrass by visiting their Facebook page or website. You can also connect with Jackie about EXIT opportunities – EXITRealtyJackie@gmail.com.
A pinnacle is the best of the best and this is something Kathy Hobbs, owner of EXIT Realty Pinnacle Group, aspires to daily as she serves her Texas community and real estate team.
“We chose the name to let our clients know we are one big team, experienced, supportive, and, if anyone needs something, we help each other out. We want to be the best of the best,” Kathy said.
Located 45 miles east of Dallas in the Quinlan community, EXIT Realty Pinnacle Group has 26 Realtors helping make a difference daily.
“I think our community knows what a big heart we have. Many times, we will be at area events and we are the only real estate brokerage present. I really love this community and I think they know this too,” she said.
As a college junior, Kathy was studying to be a paralegal and got a job as a real estate appraiser leading her to change her major to real estate. As a real estate appraiser trainee, she really enjoyed taking listing photos and fell in love with real estate. With two young sons, she wanted to raise them in a smaller town and moved to Quinlan earning her real estate license.
Today, she has been in real estate for 25 years. Originally, Kathy wasn’t really looking to start her own office and had worked for Century 21 for eight years. After being “talked into seeing Steve Morris” speak, Kathy says it was a game changer for her.
“Steve was so inspiring, and I liked how everything felt in the room. This is how I ended up buying an EXIT franchise in 2006,” Kathy said. “The reason I keep renewing is because EXIT is my family. I love working with our corporate leaders and appreciate the support of everyone.”
EXIT also gives Kathy a certain confidence.
“I appreciate the technology and EXIT branding. I feel so confident everywhere I go because of EXIT. We have a wow factor and what we do is impressive in my community. I fit right in and love it,” she said.
Kathy also attended the last EXIT Southeast Rally in Florida and thinks training and networking is important.
“The last EXIT Southeast Rally was great. We had been corporate owned and it was great to get the regional support and expand our family. Kenny and Stacy are at the top of their game and you can see it. You really come away from the Rally feeling great, renewed and learn a lot,” Kathy said.
The sky is the limit for success in real estate says Kathy. No day is ever the same!
“I love being in the field, seeing different homes and helping people through the process of selling or buying in good and bad situations. You are helping people and many times it is sad and sometimes I cry right along with them,” she said.
Ultimately, this care and devotion has earned her a ton of referrals, the heart and success of her business.
“The biggest reason I’m successful is I work my referrals. We treat people the same no matter the price of the listing. They are all important. Because we treat people that way, we earn so many referrals and I’m so thankful. Having a big heart and treating people well makes a difference,” she says.
Kathy’s advice for Realtors is to wake up every day like you are unemployed and you have to decide if you are going to work!
“Everyone is excited in the first six weeks, but you have to stay motivated and work hard. With EXIT, explore everything we offer. I educate my agents, sit with them and show them how to use the technology and then get them to practice and use the tools. The EXIT resource center has everything you need from how to do Facebook ads and great training videos to purchasing everything you need for your business,” Kathy said.
Training her agents is also important to their success. In addition to her one-on-one training, she now has an engagement leader and sales coach.
“Classes, training and coaching are important to agent success. I’ve been the broker, admin, trainer and top producer. I used to stay at the office until three in the morning, shower and go back to the office. I’ve been doing this for sixteen years and this help is essential. Steve (Morris) says you can’t do it all yourself so get help. That’s what I’m doing,” says Kathy.
For anyone considering an EXIT franchise, Kathy says visit an EXIT office.
“Visiting an EXIT office is a great way to get an idea of the EXIT difference and see the support we all have. It’s nothing like I’ve ever seen. I’ve worked for another brand and we have so much more to offer that I’ve never seen anywhere else. Support is amazing and you can pick up the phone and anyone will help. You are not alone,” Kathy said. “When I bought a franchise, the training was so helpful. You have all the information and tools to get started and you walk away like you could conquer the world.”
If you aren’t familiar with the sponsoring and residual system of EXIT, click here to learn more. For Kathy Hobbs, the bonus from sponsoring new agents has helped in good times and tough times.
“The unique EXIT residuals income can be used in so many different ways. It can help grow an office. I’ve used it to hire a Realtor to help train people. And, in 2008, when things were so bad and I didn’t know how we were going to make it, a $4,000 sponsorship check was how I kept my office going and paid the light bill. It is a bonus that seems to be there at the right time when you need it.” Kathy explained.
As Kathy mentioned, supporting her community is something that comes from the heart.
“I think everyone knows I have a giving heart. We go out and help where we can. It is a big thing for us to help kids and means a lot for us. One of our causes is supporting Hunt County Tunes for Tots. Through a local church, 16,000 toys were made available to families in need and corporate has matched it. And, we have a drop off at our office too.
Connect with Kathy and her EXIT Realty Pinnacle Group today by visiting Tawakoni Lake Real Estate’s website, Facebook page or email Kathy at TexasLakeHomes@gmail.com.
Consistently earning #1 Franchise Sales in North America and honoredrepeatedly for #1 Region for EXITRealty Corp. International, Regional Owners Kenny Lynn and Stacy Stroblalso broke the all-time corporate record for sales in2019. The award-winning region was named a 2021 Nashville BusinessJournal Best in Business honoree with Stacy Strobl named 2022 Top Executive,Women of Influence for the Nashville Business Journal, and recently honored NBJTop 50 Fastest Growing Company. Across Florida, Georgia, Kentucky, Tennessee,and now Texas, EXIT Southeast owners, brokers and agents are respected leadersin the real estate industry. If you are looking to join an award-winning teamof professionals, contact EXIT Southeast Regional Owner Stacy Strobl atinfo@EXITSoutheast.com.
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