Leader's Path

Our "Best of the Best" series continues with the owners of one of highest producing offices in the company, EXIT Realty Horizons. Their 108 agents average 13 transactions a year, 16 to 23 agents cap at 90% each year with 4 honored in the top 100 in all of EXIT Realty (in 2023).

It's significant that all this production happens in Las Cruces, New Mexico, a small town of only 108,000.  EXIT Realty Horizons stands head and shoulders above all local and major brands. The company is owned and led by Joseph Arnone and Chris Harrison, two guys with personal charisma and powerful street credentials.

In this episode of Leader’s Path, Chris and Joe share the top three things they do well as a team: 1. A strong approach to onboarding and training that creates production quickly 2. Retention with a dozen agents who have been with them nearly 20 years, all starting as new licensees 3. How they have taught and encouraged sponsoring to where it is a core value in the company.  Wait ‘til you hear their total amount of residuals - astonishing!

This is a loaded episode, so take some notes!

Join us as we explore the transformative power of taking chances in your real estate career. Jocelyn Vos shares how she dared to step outside her comfort zone and embrace new opportunities, ultimately redefining her success in real estate and leadership.

In this episode, wee uncover the journey of a top-producing agent who made the bold leap to become a Senior Vice President of Sales for a cutting-edge real estate tech startup. From the thrill of embracing innovation to the challenges of leadership in a dynamic environment, Jocelyn shares firsthand insights into the risks and rewards of charting a new course in the industry.

Stepping into the unknown can stretch you in ways you never knew were possible, pushing you to grow personally and professionally. Learn valuable lessons from Jocelyn on adaptability, strategic thinking, and resilience as we explore the transformative impact of taking risks and seizing new opportunities.

Whether you're a seasoned professional contemplating a career change or an aspiring entrepreneur ready to carve your path, this conversation offers inspiration and practical insights to guide you on your journey to success in the ever-evolving world of real estate.

Sheryll and Marc White own EXIT Realty's top multiple office organization, EXIT Realty DTC, Cherry Creek, Pikes Peak.  Based in Colorado with two locations, Sheryll and her team of four leaders orchestrate a highly productive and mature sales team. A designated manager in each office plus a "Director of First Impressions" along with Sheryll and Marc, are a team that prides itself in attracting agents and moving them toward production in an intentional way.

In this episode, Sheryll explains the three basic foundations they use to attract and develop agents from brand new to their top tier.  It is masterful how this leadership team meets every week to plan activities and to build people. Grab a pen and pad ready to note these three core principles.

One of the leadership topics they talk about at Buffini & Company is the difference between teaching, training, mentoring and coaching. People often use these terms interchangeably. During this episode, Terri King, Chief Customer Officer at Buffini & Company explains how they see teaching as a transfer of knowledge, training is a transfer of skill, mentoring is a transfer of experience, and coaching is unlocking a person’s potential. A teacher, trainer and mentor will give a person advice, insights, and action steps to take, but if the person doesn’t take action, it ends with inaction. A coach stays in there, works to help remove those things that get in our way, and champions the person to achieve great things. As leaders we sometimes wear all these hats! It helps to know which role we’re playing.

From the back side of association work to leading from the front with Women’s Council of REALTORS® as the new CEO, Amanda Stinton shares the impact that professional connections and windows of opportunity can make in a life years from now.

In this episode, Amanda and Lori talk about not being afraid to respectfully decline an opportunity that does not fit BUT also the importance of being able to say “Yes” when the right opportunities present themselves.    Ask yourself the question, “Is it a good use of my time?”  and look at the opportunity as a way to create new connections, new communities, and new opportunities that will strengthen and broaden you both personally and professionally.    

In the small town of Canton TX there is a real estate office towering above all others.  Canton has a population of under 5,000 with approximately 62,000 in the entire county plus every major brand in real estate; maybe 200 agents total. In that area are four Top 100 agents in all of EXIT. Debbie and Mike Murdock’s EXIT Realty Pro is home to approximately 45 agents - that is 23% of the total. Growth, production, market share and high agent count who are sponsoring like crazy. How? The Murdock Method.  Listen as Mike and Debbie share their secrets.

EXIT Realty Bend in Bend, OR, is a three-act play of success.  In this episode, we discover how Jim Mazziotti started his EXIT brokerage from scratch, hired brand-new agent, Juana Beede, early on, trained and prepared her to be a very productive agent, and all was well.  Act one.

Then one day life changed for Jim, and he was faced with the decision to move to Texas. Having a succession plan is a must for any business but he had no idea that when Juana learned of his dilemma, she was interested in buying the brokerage.  Just as he had trained Juana to sell real estate, Jim began to mentor her to lead the office. Act two.

Jim then moved to a northern suburb of Dallas where he joined EXIT Elite Realty. Paul Reitz and team immediately put Jim to work mentoring agents there and within a year and a half Jim became the sales manager, all the while mentoring Juana back in Bend. Act three.

Listen to Jim and Juana tell the story of how it all happened.

In part 2 of our interview with real estate industry icon, Leigh Brown, you’ll hear how her windows of opportunities become her own personal journey.  From there Lori and Leigh talk about Leigh’s volunteer leadership path and her insights on the current challenges at NAR and inside the real estate industry.

Leigh works on her real estate business and just not in it.  Now she pays it forward by speaking and coaching.

Stop what you are doing to really listen to this industry icon talk about how she has taken her spit fire personality and created an amazing business with authentic video and an amazing team.  Leigh Brown learned early on to replace herself with someone who could do the things she either didn’t want to do or wasn’t good at doing.

In part 1, Leigh shares how her mentor recognized that she had something to give so he nudged her to be on a panel.  It was then she realized she was not just getting nuggets from others, but she was able to share with others who started asking for more.  That was the start of her speaking and then coaching journey. She continued to pour into herself and learned from all different platforms and coaches so that she could be a better version of herself.  She created her own content and then reproduced other producing agents, brokers, and leaders.

John's not a young man, but when I answered a call from him, he was as enthusiastic as a little kid.  He was so excited he just had to share with me his news that after 40 years in real estate averaging hundreds of transactions a year, he had set a new personal best. 

John's first career was playing guitar in his band all over Upstate New York but when he found real estate there was no looking back.  Sounds like there are a few stories you may want to hear.

EXIT Realty Homeward Bound is a family affair. Based in Vestal, NY this is one of our most successful offices that truly make us proud.  Recently you heard a podcast episode featuring John's son, Robert Farrell, who is the company's general manager, sharing with us the successful formula he uses to lead in his marketplace and build strong individuals along the way.

Can you imagine closing an average of 181 deals yearly and making it look easy? John holds every production award EXIT Realty has and we had to make up one just for him.   So, what was the new personal best he was so excited to share?  Hear it for yourself as we chat with a true legend.