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!

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.

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.

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.

In Gulf Shores, AL, real estate is a family affair. After years in the construction business, Tom started his real estate sales career and built a significant presence in the coastal area. When he and his wife, Toni Stanton, discovered EXIT Realty, the model fit their values, and over the years they have built an excellent brokerage.   When their son, Tommy, graduated from Troy University uncertain about his future and having no interest in the family business, he was asked to help with organizational projects. He found he fit after all and now plays major roles in the two offices: EXIT Realty Gulf Shores and EXIT Realty Orange Beach, an upscale community. Following in Dad's footsteps in local real estate leadership, Tommy is a board past president and state director.   This family triad is very successful.  Listen as Tommy shares the company vision statement, and you'll feel their passion for people and excellence. Tom is so well known in his area he loves being greeted the phrase, "You're My REALTOR®!", which are sweetest three words any of us can hear.    We present the Stantons and know you will enjoy hearing from these professionals and great leaders; real salt of the earth people.

In the small Ohio town of Belpre, Ohio, is a lady with two charming offices on each side of the Ohio River.  Charm galore and backed up by a mature engaged businesswoman, Marian DuVall, Broker/Owner of  EXIT Riverbend Realty has built an enterprise to envy.  I am always amazed at how our small market offices fare against all the large brands, and in Marian's case, she's scaring the big boys for sure.   At Broker/Owner training or Master Broker Summit, Marian is there soaking it all in and when she speaks we listen because her confidence and strength demand it. In this episode, Marian explains her approach to having strong administrative help, technology engagement and then being selective to hire the best folks in town. Her total focus is on being the real deal in caring service to clients, community and her team.  Marian's is a big story from a small town.

Dave Harris is a mature, true professional in both real estate and business.  After four decades in real estate, he has been spending the last decade building EXIT Cape Realty with three locations on Cape Cod.   Historic quaint towns allow for small local offices that pack a punch in sales and market awareness. Check his website exitcaperealty.com to look at some beautiful properties.   Dave is a positive EXIT example in every way, totally emersed in everything EXIT Realty offers. He also owns a real estate licensing school and has developed solid onboarding and training systems that grow and keep superstars.   Dave is a fine man who makes us all look so good in a unique corner of the U.S..  

In all of the effective real estate offices I have seen, the company's vision and/or mission statement is posted or painted for all to read. Brian Lawton has built a two-office company, EXIT Realty HGM, based in Janesville, WI and his offices cover an area two hours north of Chicago that are small markets while they make a big name for themselves.   Brian, an educator, with a master's in educational leadership, brings his deep and mature knowledge into EXIT Realty and by design builds something special. He says, "I'm a dad, I build companies, take cold showers, give speeches, finish races, and help agents and investors live with intention."   So what is Brian's vision statement?  Listen and you will find out, and here is a tip, it is in his company's name.

EXIT Realty has a Strategic Partner team that is totally amazing.  Craig Nester, our Team Leader of Strategic Partner Relationships, is out in the industry sourcing the newest and best tools then bringing them to us fully vetted and willing to offer the best products at the best prices (plus they're  willing to do special things for us).  This is a MUST LISTEN to fully appreciate what Craig and EXIT Realty provides to truly sell more and attract more.