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.
In 2008, Nick Libert knew moving to EXIT Realty had potential, but he couldn’t have predicted the impact residuals would have on his life and career as a Chicago-based real estate professional.
Nick was recently in Nashville for a Master Broker training and shared his fascinating story with EXIT Southeast saying it is not about pennies but tens of thousands of dollars. His residual checks are over six figures since 2013 - above and beyond his real estate sales – here’s how.
With 25 years in the real estate industry, Nick has experienced multiple brokerage models. After entering the business in 1998 as a new agent with a traditional, big box brand, he quickly realized much of the work of lead generation was on the agent and began questioning his split and fees. After three years as a top producer there, he decided to start his own small independent brokerage but that had its faults as well. Realizing he needed the systems, support and technology of a franchise, but looking for a residual component for himself and his small office, he accepted a buyout and management position from a profit share MLM style brokerage in 2005.
After 3 years of growing a branch of that MLM brand from 30 agents to over 140, and his own downline growing to 92 recruits, he was disappointed in the relatively small financial rewards from such extended effort. In the spring of 2008 (on his 30th birthday) Nick joined EXIT as an agent.
“I knew I wanted my agents to feel like they had a piece of the pie which we didn’t have with Keller Williams or with Coldwell Banker. Ironically, I blew off an appointment with an EXIT franchisee twice! Finally, he caught me on the phone and did the math with me on what I was missing out on. Had I originally gone with EXIT and with the amount of agents I had attracted to that MLM model, I would have made over $300,000 in residuals in the same period of time in which I had worked so hard to get pennies at that competitor. Once I did that math, I left and immediately joined EXIT,” Nick explained.
If you know your real estate history, or experienced it, 2008 was a very difficult time.
“Right as I joined EXIT the market began took a severe turn. It was a terrible time to be a Realtor and my shrinking commissions soon were not paying my bills. Thankfully, the EXIT formula saved me as I had sponsored a few agents in after I changed brokerages and got comfortable here. I literally paid most of my basic bills some months with residuals. But then, I started to use the EXIT training and technology to grow my business. I shared what I was doing with others, sponsoring more agents. I went from surviving on residual bonuses, to getting out of debt with them, to building my future. Now, I buy real estate with my residual bonuses and I’m saving for expansion and more income streams,” Nick reflected.
Nick experienced the power of the EXIT residual system first hand and knows the legacy portion of it is key too.
“Sadly, we had an agent pass away recently. His legacy benefits of 5% of his residuals will help his beneficiary and no other brokerage has this component,” he said.
Similar to the insurance and music industry, click here to learn how you can earn beyond your last commission check with the EXIT Realty single-level, 10%, 7%, 5% formula.
Nick says, if you’ve had experience with other brokerages, you know first-hand residuals are considered a bonus and you are at the mercy of the owner or hopefully ethical broker.
“There are always variables impacting this and most importantly with EXIT, there are no levels and deep downline impacting your earnings. You don’t have to depend on others to recruit. You either put in the work of sponsoring and mentoring or you don’t. It’s on you, the agent. This is such a better opportunity and more lucrative if you do the work,” he explains.
Click here as Nick explains the impact of EXIT residuals via his YouTube Channel.
Residuals saved his career, Nick says, when he was flipping houses in 2008.
“Residuals helped me understand the power of an additional stream of income. There are people building another life because of residuals and I would not be living the life I am today without it,” he said.
Planning for his future, Nick said during the pandemic, he started contemplating his future.
“I was one of the first in the company to experience the direct deposit system. I now put the residual earnings in a money market account for retirement where I can build and invest it.
The residuals potential is definitely what caught Nick’s eye with EXIT and made him understand the difference. Technology, training, culture and support were also important.
“First of all, we have stability in our leadership with the same people running the show today including Chairman Steve Morris and Co-Chair Tami Bonnell. No other real estate company can say this. When I went independent, I knew my agents needed more support, training and technology. The EXIT technology is simple to use and Annette Anthony (EXIT Realty Director of Corporate Engagement) does a great job or managing and explaining this,” he said.
Nick reflects fifteen years ago, neither he nor the owner of the EXIT franchise truly understood the opportunity EXIT offered.
“I’ve never made this much money with other brokerages. Every company has flaws but there is always opportunity with EXIT. There are only so many things you can do in a day. At EXIT, you don’t have to be the first one in. You get immediate gratification and long-term opportunity with very few variables,” he said. “The EXIT opportunity is the value beyond selling real estate and commissions. It empowers you and your family with a second stream of income to help you invest in real estate. Where else are you getting up to 10% in bonuses. You are more than just your last sale. It can mean so much to you and your family.”
Ultimately, Nick says sponsoring agents is an opportunity to support others.
“As agents, we should be mentoring, sharing what we know, helping and coaching others. Everyone can use that support. Be a resource. With the EXIT single-level system, you can create a big impact on someone you know.,” he said.
Connect with Nick today by texting LIBERT to 85377 or visit TeamLibert.com for more information.
Consistently earning #1 Franchise Sales in North America for the past eightyears 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 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.
When Bob Lamb started in real estate in 1973, he never imagined he would be celebrating 50 years of an epic career with the biggest impact on his path choosing EXIT Realty in 2007. Here’s more on his inspiring story and how the EXIT residual system has been an important part.
If you know your history, you know 2007 was a difficult time in the real estate industry. Bob has weathered many challenging times but in 2007 he charted a new path impacting the lives of over 30 agents who followed him to EXIT Realty but the why is key.
“We all definitely experienced a dip in production and sales in 2007 and I had lived through a lot of corrections and market changes. I wasn’t really worried about it. I had been with several companies over the years being bought and sold. I didn’t prefer this and after 34 years in real estate, I stuck my neck out and started my own office at 59. Talking with my agents about this change, we looked at several companies and EXIT had the best overall game plan for everyone from a business plan to support and training. To me, the big thing was residuals. I don’t think any of us realized how big residuals were at first and it has turned out to be tremendous,” Bob explained.
Fortunately, Bob says being able to open a company with good, seasoned agents who were loyal helped him weather it all. Bankers and business friends told him, if you can make it through this spell, you can make it through anything. In 2010, he teamed up with Jeramie Taber’s team and become the biggest producing EXIT company in Tennessee, EXIT Realty Bob Lamb & Associates.
On the day of Bob’s EXIT Southeast interview, he was marking 16 years of purchasing an EXIT franchise and he couldn’t have predicted the impact this move made on his life, his future and his retirement.
“I have a houseboat on Center Hill Lake I should have named Residual,” he says with a laugh. “I’m more low key than that and don’t want to come across as boastful but it has definitely impacted my life. To be in my retirement years and have that income stream is so important.”
Residuals make a difference in difficult times, no doubt about it, Bob says. “Everyone in sales goes through a slump no matter how good. If you have residuals coming in from other agents you sponsor it helps you get through lean times. So many of us don’t do a good job investing in our business, buying rental property, and don’t have the security for retirement. It is important to do it and plan for it. When I started in 1973, I never imagined being in real estate this many years later,” he said.
Ultimately, what baffles him the most is why people leave EXIT and suffer the financial impact.
“Practically all the major brands have tried to win me away. None have been able to answer the question, what about our residuals? No other real estate company can touch it. When you look back on it and get your 1099 from EXIT, you don’t realize how much it adds up,” he said.
To date, EXIT Realty Corp International has paid more than half a billion in residuals. Here’s more about the unique residual system.
When asked his advice for new Realtors, Bob doesn’t hesitant in giving a smart list of four tips with joining EXIT at the top.
1, Join EXIT
2. Take advantage of all the training you can get either free classes or ones you pay for through your local association.
3. Take advantage of the residual opportunity and get other agents to join you so they can have this advantage.
4. Be active in your company. Support your fellow agents. Be active with your professional association. It is all part of professionalism.
Bob says he is very optimistic about the state of real estate, especially in the southeast, Tennessee and Murfreesboro. “We’ve weathered a lot with a very vibrant economy. In those years of recessions like 2007 or interest rates of 20% in the 80s, we survived and have been lucky in Murfreesboro to have a diverse economy but also have the opportunities which EXIT offers to help us all in good times and bad.”
Due your due diligence and homework, if you are considering buying a franchise Bob advises.
“If you are doing it to own your own company, find out how you differentiate yourself from your competitors. EXIT offers a lot from training, technology, branding and residuals to support. Know those strengths and it will help you decide,” he said.
Looking back over your life, Bob says you can think of four or five decisions that really impacted your life in a positive way.
“For me, it was finishing college, serving in the military, going to graduate school, becoming a Realtor and purchasing a franchise,” he said. “My dad got me into real estate and had the confidence in me and encouraged me to get my license. In the first few years, you don’t know if you are going to make it, but it offers freedom and direct rewards. Going into management was a big decision in 1994. It was also a difficult decision in 2007 when I risked my life savings opening my own company entering into a lease and laying it on the line. I was 59, risking it all with this new venture. In 2007, I would wake up in the middle of the night and think I was crazy. I talked myself into and out of it. I made the decision and it all worked out and it was one of the best decisions I’ve ever made.”
Support in the EXIT equation has also meant a lot to Bob and his agents.
“Kenny and Stacy have made a huge difference in the state of Tennessee and the region, stepping it up and taking things to a whole new level. They’ve grow our region, done a great job and are always there to help. They are also good at bringing along new franchises and are always there to help. They are good at helping connect people with us veterans so we can always help each other out. The corporate staff has always been there too to advice or whatever help you need,” he said.
Bob says he is most proud of the loyalty and faith his core group of agents showed in following him, leaving an excellent company, and moving ahead into something relatively unknown.
“We went from a big office to an older house and were all crowded together. We became closer and tighter. I could have never imagined how things we be years later. I’m proud of my team and the life-changing opportunity we’ve all taken advantage of,” he said.
When Coach Micheal Burt spoke at the EXIT Southeast Rally about activating your prey drive, he spoke from the experience of someone waking up with anxiety, conquering the feeling, and moving toward a mindset of success. But how?
Daily, Coach Burt says he wakes with anxiety in the morning because he grew up without. “I have to get myself into a positive state and I refuse to go to the sewer mentality. I like to listen to something to motivate me. Try positive uplifting music to engage your mind. Ultimately, go to bed tired. Wake up hungry. The cycle goes to zero every night and you begin again!”
Confidence is the memory of success. 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 this are activating your body, mind, spirit and heart.
Additional tips to activate your prey drive include:
1. Activate your prey drive daily – go to bed tired, wake up hungry!
2. Be persistent to the drive. The average person buys four to seven homes in a lifetime. Each satisfied person you help get to another place, in turn, the satisfied person should give you five to seven referrals in a lifetime. Get the seven deals and the referrals off the original deal. Engage with people after you put them in a home.
3.Have intensity with your drive. Set a target every day. Waking up at zero every day. Break down your goals daily. Figure out what is a high value of your time to get to your goal. Intensity is a game. You have a game to play with competitors which makes it fun. It is a necessary part to get where you are going. The ability of getting up and going to get it is the exciting part.
"Ultimately, follow up seven to 15 times on each lead." says Coach Burt. “You have to go the distance with potential clients. Persistence is the willing to do things you don’t want to do to have something you want. Passion means to suffer for something to have something else.”
Have you wondered, why someone starts their career on fire and ends up complacent? It’s because you have to activate your drive every day to reach self-actualization and to reach your goals. Coach Burt explains, “your success is only predicated by what you do. I prospect every day, follow up every day, even when I don’t feel like it.”
Our desire to help people has to be greater than our desire to be comfortable, he explains. And, the ultimate reason to activate your prey drive is to help so many other people!
A nationally respected coach, he is a former championship women’s basketball coach and author of 17 books. Coach Burt has been a personal coach to some of the top real estate performers in the world! He is the leading authority on activating the prey drive in people with a unique methodology, intense and positive delivery and has a special way at pulling the potential out of people
Be sure you connect with Coach Burt today via his website and social media for special offers. Stay tuned to EXIT Southeast email notifications when these opportunities arise and reach out for coaching today here.
Consistently earning #1 Franchise Sales in North America for the past eighty ears 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 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 Texas, EXIT Southeast owners, brokers and agents are respected leaders in the real estate industry. If you are looking to join an award-winning team of professionals, contact EXIT Southeast Regional Owner Stacy Strobl atinfo@EXITSoutheast.com.
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.
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!
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.