How do you close 53 units and $39M in volume annually? Kirby Chan, Real Estate Expert, eXp Realty, shares the raw truth about database management and the exact systems used to scale. Stop guessing which leads to call and learn how to leverage AI and behavioral insights to dominate your local market in 2026.

In this unfiltered session, we dive deep into how Kirby Chan built a database of 10,000 people and translated that into a consistent 50 unit per year business. We discuss the transition from manual Facebook ads to high-level automation and how eXp Realty’s Lofty CRM saves thousands in overhead while increasing lead conversion.

🔥 IN THIS EPISODE:

✅ The Database Hierarchy: Learn the "MVP, All Star, and Raving Fan" framework to prioritize your top 100 relationships for maximum referrals.
✅ Lofty CRM Insights: How to use buyer listing insights and lead scoring to identify "hand-raisers" before they even call you.
✅ The Neighborhood "Shopping Mall" Strategy: Discover the exact 2-month lead-up for a massive community yard sale that generates listing leads for the entire year.
✅ High-Touch Invitation Rule: The "Text vs. Call" debate and why the sincere invitation matters more than the actual event attendance.
✅ AI-Powered Newsletters: How Kirby utilizes AI to generate hand-drawn style community content that clients actually keep in binders.

Timestamps

0:00 – The "Hook" (How Kirby manages 10,000 leads)
1:33 – 10 Cent Facebook Leads (The evolution of lead gen costs)
2:17 – The $700 CRM Killer (Why Kirby switched to Lofty at eXp Realty)
3:25 – Virtual Assistant Strategy (Managing 5,000 friends on Facebook)
4:30 – $39M in Production (The 2023 volume breakdown)
6:07 – The MVP & All Star Framework (Segmenting the top 100)
8:59 – Party in the Park (The "Neighborhood Shopping Mall" yard sale system)
12:30 – AI Comic Books (Using AI to create "keeper" newsletters)
15:06 – The Gift Card Hack (Getting emails out of the spam folder)
17:55 – The "Who Do You Trust" Script (Live phone conversation framework)
21:54 – The Big Mission Rule (When to transition from friend to agent)
25:02 – Conclusion (The figurehead model for team growth)

#LeadGeneration #RealEstateSystems #DatabaseMarketing #eXpRealty

Want to master your sphere of influence in 2026? Ola, Real Estate Expert, eXp Realty, breaks down the exact blueprint used to achieve 90% referral-based business without a massive ad budget.

In this unfiltered session, Ola reveals how she scaled her production to over $10M annually by leaning into authenticity and consistent systems. Discover how to transition from cold leads to a business powered by people who already know, love, and trust you within eXp Realty.

🔥 IN THIS EPISODE:
✅ The DTD2 System: Learn the "alphabet-based" calling strategy to ensure you touch your entire database quarterly without burnout.
✅ Seasonal Call Triggers: A breakdown of what to say in every quarter—from tax protest help in Q2 to the "referral competition" script in Q4.
✅ The Referral Reward Ladder: How to use handwritten cards and tiered gifts like Tiff's Treats to gamify and encourage repeat referrals.
✅ Market Data Mastery: Why knowing specific neighborhood metrics allows you to lead with "contribution" rather than a sales pitch.
✅ Millennial "Old School" Tactics: How to stand out in a digital world using snail mail and personal holiday cards.

Quick Links
Visit eXp University: https://www.expuniversity.com/
Register for ICON Lead Mastery: DB/SOI: https://www.expuniversity.com/lead-mastery-database-soi

Timestamps:
0:00 – The Hook (From Colorado to $10M in Austin)
1:49 – The 90% Referral Metric (Production Breakdown)
2:41 – Scaling Without Capital (Why your sphere is your best asset)
5:42 – The DTD2 Blueprint (How to segment your database by alphabet)
7:42 – Quarterly Script Strategy (The Q1-Q4 roadmap for calls)
8:47 – The "Golden Nugget" (The Q4 referral competition script)
10:40 – The Appreciation System (Rewarding referral partners)
11:57 – The "Pain vs. Pleasure" Rule (The cost of not calling your sphere)
13:25 – Retention Tactics (Open houses and handwritten letters)

#RealEstateSystems #ReferralStrategy #DatabaseManagement #eXpRealty

How do you scale to 487 transactions in 2026? Geoff, Real Estate Expert, eXp Realty, shares the raw truth about Instagram trust building and the exact systems used to scale a 35-agent team through high-frequency content.

In this unfiltered breakdown, we dive into how Geoff shifted from production to team building by mastering the Instagram algorithm. Learn why traditional "Just Listed" posts are dead and how to use video as a trust builder to create "lay down" appointments. Mentioning eXp Realty naturally throughout, Geoff explains how to bridge the gap between social media presence and actual closed business.

Quick Links
Visit eXp University: https://www.expuniversity.com/

🔥 IN THIS EPISODE:
✅ The 3-Second Hook Rule: Why your first 3 seconds determine if a viewer watches for 6 seconds or drops off entirely.
✅ The Non-Follower Strategy: How to trigger the algorithm to reach audiences beyond your current follower count for massive reach.
✅ Reverse Engineering Google: Using local Google FAQs to generate high-intent content ideas that your community is actually searching for.
✅ Retention Engineering via Stories: Why posting 20-30 stories a day with interactive buttons is the key to converting casual viewers into leads.
✅ High-Frequency Systems: The blueprint for posting 3 times a day using a $30 tripod and an outsourced editing workflow.

Timestamps
0:00 – The Hook (What you'll learn about Instagram scaling)
1:24 – Scaling to 487 Transactions (Team growth metrics)
2:38 – The Cell Phone Video System (9 videos/month workflow)
4:05 – Why "Just Sold" Posts Fail (The shift to trust building)
5:50 – Profile Optimization (Areas served & CTA strategy)
7:56 – Posting 3 Times a Day (The high-frequency blueprint)
12:24 – Reverse Engineering Google (Generating content on the fly)
14:12 – The Golden Nugget (The Hook-Content-CTA Framework)
17:51 – ManyChat & Many Funnels (Automating the Instagram lead flow)
20:02 – The "No Banners" Rule (Triggering algorithms with authentic photos)
26:53 – The 3x Testing Method (Identifying peak engagement times)
31:02 – Conclusion & Next Steps

#InstagramMarketing #RealEstateSystems #LeadGeneration #eXpRealty

Want to master your digital presence in 2026? In this unfiltered breakdown, Princess, Candidate Property Practitioner, eXp Realty, reveals the exact blueprint used to achieve brand authority without having your own listings. Learn how to turn your Instagram into a professional "Digital CV" that builds trust and generates high-quality leads for your eXp Realty business.

This session dives into the "Meat" of modern social media strategy, moving away from "fluff" and focusing on actionable systems that establish you as a real estate professional. Princess shares how to naturally integrate your personality and community work within eXp Realty to stay top-of-mind with your local market.

🔥 IN THIS EPISODE:
✅ The Digital CV Strategy: Why your profile should serve as a professional credential that establishes credibility before the first meeting. 
✅ The "House Trailer" Method: How to use short, high-energy clips of other agents' listings to capture buyer interest and pre-qualify leads. 
✅ Platform Differentiation: Understanding why Instagram is for corporate credibility while TikTok is for "face-to-face" relatability. 
✅ SEO Over Virality: Why transcript keywords and intentional captions are more important for 2026 searchability than chasing a viral moment. 

Quick Links:
Visit eXp University: https://www.expuniversity.com/ 
Join the Community: Follow Princess on Instagram (@property.princesss)

Timestamps:
0:00 – The Hook (Building a real estate brand from age 18) 
2:34 – Brand vs. Leads (Generating actual business from social platforms) 
2:51 – The "No Listing" Hack (Using house tours to build a profile) 
5:03 – Profile Optimization (The "Property Princess" royal branding) 
8:14 – Posting Cadence (Finding the balance between 3-5 posts a week) 
10:51 – The Lead Workflow (Pre-qualifying buyers from Instagram DMs) 
13:42 – The Death of Cold Calling (Why WhatsApp and social "glue" are more effective) 
20:25 – 2026 Search Strategy (Why AI and Google care about your captions)

#SocialMediaBlueprint #InstagramForRealEstate #DigitalBranding #eXpRealty

How do you scale to 100+ agents using only a cell phone and 10 minutes a day? Nolan Rucker, Agent, eXp Realty, shares the raw truth about replacing outdated landlines with a high-conversion Instagram strategy. In this unfiltered breakdown, you'll learn the exact systems used to achieve massive local reach and $2M deals without spending a dime on paid ads.

Nolan reveals why traditional cold calling is being replaced by "Retention Engineering" on social media. We discuss the blueprint for using AI to script content and how to leverage VAs for scalable video editing, ensuring you stay top-of-mind in the 2026 attention economy.

🔥 IN THIS EPISODE:

✅ The Verification Hack: Why paying for the blue check is a non-negotiable for 2026 algorithm favor.
✅ Green Screen Mastery: How to use the "Edits" app to film professional-grade content in under 10 minutes from anywhere.
✅ Collaboration Strategy: Using the "Collaborator" tag with local businesses to steal their audience and boost engagement.
✅ The 85254 Rule: A specific script and call-to-action that generated over 400 potential leads from a single post.
✅ Scalable Systems: How to utilize ChatGPT for hyper-intentional prompts that spit out ready-to-read teleprompter scripts.

QUICK LINKS & RESOURCES:
🎓 Visit eXp University: https://www.expuniversity.com/

Timestamps:
0:00 – The Hook (From Physical Therapy to Real Estate Success)
1:30 – The 72 Sold Blueprint (Getting 20 years of experience in 3 years)
3:57 – Why Social Media is the New Landline (Nurturing the Database)
5:17 – The $15 Algorithm Secret (Why Verification Matters)
6:33 – 309,000 Views Breakdown (The Power of Non-Follower Reach)
10:01 – ChatGPT Scripting Systems (The 10-Minute Video Workflow)
15:35 – Lead Magnet Strategy (How to Pin "Money Maker" Videos)
20:47 – Quality over Quantity (Managing 40+ Conversations Daily)

#SocialMediaGrowth #RealEstateSystems #InstagramForAgents #eXpRealty

Want to master local seller attraction in 2026? Levi Lascsak, Real Estate Agent & Coach, eXp Realty, breaks down the exact blueprint used to achieve 30+ organic seller leads per month without spending a dime on advertising.

In this unfiltered session, we dive into "The Curiosity Gap" strategy. Learn how to pivot away from boring market reports and start leveraging local infrastructure and "dirt moving" updates to build a viral loop of local shares and high-intent listings at eXp Realty.

🔥 IN THIS EPISODE:
✅ The Curiosity Gap: How to use local development and "dirt moving" to stop the scroll.
✅ Viral Share Loops: Why infrastructure content gets more shares than likes from local homeowners.
✅ Hyperlocal Domination: The math behind targeting 8 million residents vs. 170k relocation buyers.
✅ The "So What" Framework: How to naturally tie highway construction to immediate home value impacts.
✅ Conversion Secrets: The raw truth about competing with "neighbor agents" once the lead submits.

QUICK LINKS & RESOURCES:
🎓 Visit eXp University: https://www.expuniversity.com/
Free Home Evaluation Strategy: https://www.passiveprospecting.com/
Follow Levi Lascsak on Instagram: https://www.instagram.com/levilascsak/

⏱ Timestamps
0:00 – The Organic Scale (530 transactions in 5 years with zero ad spend)
2:14 – The Local Pivot (Why relocation channels can sometimes alienate local sellers)
4:32 – Curiosity Gaps (Leveraging "dirt moving" and infrastructure to grab attention)
7:36 – Retention Metrics (Why shares are the primary currency for 2026 growth)
13:39 – Mega Project Strategy (How one video on highway construction generated 332k views)
18:51 – The CTA Bridge (Planting seeds for free home evaluations without being "salesy")
24:14 – Broad vs. Niche (Balancing metro-wide branding with suburb-specific lead generation)
34:15 – The Referral Model (How to close 500+ deals without opening a single door)

#LocalRealEstate #SellerLeads #DallasRealEstate #eXpRealty

Stop working for strangers and start building a fanbase. In this unfiltered breakdown, Arshia Kia, Real Estate Expert at eXp Realty, reveals why your sphere of influence is a goldmine. Learn how he leveraged a background in community engagement to host large-scale events that generate sustainable growth.

Real estate is a contact sport, and your ability to connect eye-to-eye is the ultimate competitive advantage in 2026. This episode explores how eXp Realty agents are leveraging large-scale community events and multi-generational relationship strategies to stay relevant in an increasingly digital world.

🔥 KEY TAKEAWAYS:

✅ The Relationship Ratio: Why Arshia invites 50 "non-clients" to his first event and turned every single one into a paying customer.
✅ Event Lead Gen: The 20% registration rule—how to calculate your attendee count based on your total database outreach.
✅ Multi-Generational Success: Scripts and systems used to turn a 2017 client into a recurring referral source for their adult children.
✅ Contact Consistency: Why 3,000 minutes of phone time per month was the fuel for a 12,000-person database.

Quick Links:
Arshia Kia Instagram: Arshia Kia (@arshiaskia)
Free Resource: https://kiarealestate.com/
🎓 Visit eXp University: https://www.expuniversity.com/

CHAPTERS

0:00 – Who is Arshia Kia? (The Federal Government to Real Estate Journey)
1:20 – The "Pouring In" Philosophy (Relationships Over Transactions)
2:18 – Overcoming the Fear of Rejection (The Immigrant Mentality)
3:53 – Managing a 12,000-Person Database (Purposeful Systems)
6:04 – Pocket PCs to Modern CRMs (The Evolution of Contact Storage)
8:11 – Scaling Events (From 300 to 10,000 Attendees)
10:43 – Celebration of Spring (Leveraging Cultural Events for Growth)
11:57 – The Vendor Partnership Model (Food Vendors and Large-Scale Advertising)
14:14 – Registration Data Mining (How to Tag "Fans" in Your CRM)
15:44 – The "Entertainer" Strategy (MCing and DJing for Influence)
17:42 – Launching Your First Event with Zero Clients (The Proof of Concept)
19:18 – Maintaining Multi-Generational Loyalty (Referrals from 2017 to Now)
21:08 – How to Get Guidance from Arshia (Direct Contact Info)

#ClientEvents #SphereOfInfluence #RealEstateRelationships #eXpRealty

How do you manage a 70-agent team doing $300 Million in volume without losing your mind? In this episode of The Lab, Jon Foster (Co-Founder of the Jon & Leslie Foster Real Estate Group) pulls back the curtain on how he runs his massive Northern California team. 

Jon reveals why only HALF of his agents are allowed on his Zillow Flex team, how he uses the "ALM Method" to book appointments in under 3 minutes, and the exact structure he uses for his monthly 1-on-1 agent check-ins to guarantee high conversion rates.

If you are a team leader struggling with agent accountability or an agent looking to master online lead conversion, this episode is a masterclass in operations.

🔥 KEY TAKEAWAYS:

✅ The Zillow Flex Filter: Why you should never force an agent to take Zillow leads (and why the top converters take the *fewest* leads).
✅ The ALM Script: Appointment, Location, Motivation. How to get a buyer to commit in under 3 minutes.
✅ The 1-on-1 Framework: The exact metrics John brings to his monthly agent check-ins (and the questions he asks them).
✅ Call Nights: How to run a successful team "Call Night" to revive old leads.
✅ Team Recruiting: Why your current agents are your best recruiters (and how to use Indeed to find experienced listing agents).

QUICK LINKS & RESOURCES:
🎓 Visit eXp University: https://www.expuniversity.com/

CHAPTERS (Key Moments):

0:00 – Who is John Foster? (Managing a 70-Agent Team)
1:35 – Doing $300M in Volume (35% from Zillow)
2:20 – Why only half the team is allowed on Zillow Flex
4:05 – Onboarding Agents: The "ALM" Conversion Method
7:30 – How do you define a "Newbie" agent?
10:35 – The "Winning Agent" strategy in Sales Meetings
12:05 – How to run a high-energy "Call Night"
15:10 – Tracking Metrics in Sisu (Conversations = Appointments)
18:50 – The 1-on-1 Agent Check-In Framework
23:55 – What an Agent must bring to their 1-on-1 meeting
28:50 – How to handle an Agent with bad conversion rates
32:45 – Why "Pausing" an agent is a gift, not a punishment
40:00 – Team Recruiting: Using Indeed to find Listing Agents
51:20 – The biggest challenge in Real Estate: Sustaining Mindset

ABOUT THE GUEST:

Jon Foster is the Co-Founder of the Jon & Leslie Foster Real Estate Group, a dominant 70-agent team operating in the San Francisco Bay Area. Producing over $300 Million in annual volume, Jon specializes in team operations, Zillow Flex conversion strategies, and building scalable accountability systems.

#ZillowFlex #RealEstateTeam #JonFoster #RealEstateCoaching #LeadConversion #RealEstateScripts #TheLab #eXpRealty #TeamLeader

Want to know how to attract luxury buyers at an open house without using a sign-in sheet? In this episode of The Lab, Adam Cothes, Luxury Specialist, reveals his "Hyperlocal Open House" strategy that allows him to convert high-net-worth clients without being pushy.

Adam shares his journey from being $300k in debt to rebuilding his business using a simple, low-tech open house method. He breaks down exactly how to talk to buyers who are trying to "sneak past the kitchen," why he refuses to use lead magnets, and how to nurture a $35M pipeline of clients who aren't ready to buy yet.

If you are struggling with low buyer urgency or want to master the art of the open house, this masterclass is for you.

🔥 KEY TAKEAWAYS:

✅The "Hyperlocal" Advantage: Why knowing every street and builder is more important than your sales pitch.
✅No Sign-In Sheets: Why Adam refuses to use them (and how he gets contact info anyway).
✅The "Low Pressure" Close: The exact script to get an appointment with a buyer who says "I'm just looking."
✅Inventory Urgency: How to handle buyers who think they have "all the time in the world."
✅The Cody Wetzel Strategy: A door-knocking method for agents who need money NOW.

CHAPTERS (Key Moments):

0:00 – Who is Adam Cothes? (From Book Publicist to Luxury Agent)
2:45 – The "Failed Team" Story ($300k Debt to Solo Agent)
4:00 – Why Adam moved to a Luxury Market to restart
5:05 – The "Entrepreneurial to Purposeful" Shift
7:10 – The Cody Wetzel Door Knocking Strategy
9:00 – The "Lazy" Open House Setup (No balloons, no food)
10:15 – How to engage the "Sneaky" Buyer
12:00 – Why Lead Magnets don't work for Luxury
13:30 – The "Low Pressure" Closing Script
15:20 – Managing a $35M Pipeline ("Marinating" Leads)

ABOUT THE GUEST:

Adam Cothes is a Luxury Real Estate Specialist based in Kirkland, Washington. After a career in book publishing sales, he pivoted to real estate, surviving a massive financial setback to build a high-efficiency solo business focused on hyperlocal expertise and relationship-based sales.

#OpenHouseStrategy #LuxuryRealEstate #AdamCoates #RealEstateScripts #LeadConversion #RealEstateCoaching #TheLab #eXpRealty #RealEstateMarketing

Want to know how top teams convert Zillow Flex leads at a high level? In this episode of The Lab, Amber Welch (Co-Team Leader, Homebase) breaks down the exact systems, scripts, and accountability measures she uses to manage a 60-agent team across San Diego, Riverside, and Palm Springs.

Amber reveals why "self-pausing" leads is a career killer, how to use the "Touring Agreement" to build trust (instead of scaring clients away), and the specific follow-up cadence required to turn cold leads into closed deals.

If you are a Zillow Flex agent or aspiring to become one, this masterclass will show you exactly what it takes to succeed.

🔥 KEY TAKEAWAYS:

✅ The "Self-Pause" Trap: Why pausing your lead flow is the fastest way to unemployment.
✅ The 7-Day "No Strings" Script: How to get buyers to sign a Touring Agreement without hesitation.
✅ Lead Conversion: Why 40% of deals happen on the first weekend (and what to do with the rest).
✅ The "Buyer Pond" Strategy: How to convert old leads that everyone else has ignored.
✅ Accountability: The red flags Amber looks for in Follow Up Boss (and when she steps in).

QUICK LINKS & RESOURCES:

🎓 Visit eXp University: https://www.expuniversity.com/
👉 Follow Amber Welch: https://www.instagram.com/amberwelch___/

CHAPTERS (Key Moments):

0:00 – Who is Amber Welch? (60-Agent Team)
1:30 – How to become a Zillow Flex Partner
4:20 – Onboarding New Agents: The "Zillow Journey" Training
6:30 – The "Self-Pause" Trap: Don't stop the flow!
8:45 – The "Touring Agreement" Script (7-Day Trial)
11:35 – Speed to Lead: Writing offers on the first weekend
12:20 – The "Buyer Pond": Mining old leads for gold
15:00 – Accountability: Managing agents in Follow Up Boss
16:50 – Final Thoughts on Zillow Flex Success

ABOUT THE GUEST:

Amber Welch is the Co-Team Leader of Homebase, a high-performance real estate team serving Southern California. With a background as a VP of Sales in the corporate world, she specializes in conversion conversations, agent accountability, and building scalable systems for lead generation.

#ZillowFlex #RealEstateLeads #AmberWelch #RealEstateCoaching #LeadConversion #RealEstateScripts #TheLab #eXpRealty #RealEstateTeam