Stop Chasing Followers! DO THIS instead for Real Estate Leads with John Tsai, Ep. (963)

Summary

Podcast Summary

Podcast: F.I.R.E.D UP with Krista Mashore
Episode: Stop Chasing Followers! DO THIS instead for Real Estate Leads with John Tsai (Ep. 963)
Release Date: September 7, 2025
Host: Krista Mashore
Guest: John Tsai (President, eXp Canada; Real Estate Producer and Coach)

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Episode Overview

This energetic episode explores why real estate professionals should stop obsessing over social media followers and vanity metrics, and instead double down on authenticity, valuable content, and relationship-driven lead generation. Krista Mashore interviews John Tsai, acclaimed real estate leader and content creator, as they candidly discuss marketing strategies, breaking through fear, prioritizing relationships, and practical advice for agents wanting to stand out―without burning out.

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Key Discussion Points & Insights

1. Follower Count vs. Real Impact (<span style="font-size:90%">[00:00–09:16]</span>)

• Quality Over Quantity: John shares that building a successful real estate business has little to do with follower count and everything to do with the quality and relevance of one’s content.
  • Quote (John Tsai, 00:00):
    “Don’t get discouraged about the number of views or number of followers. Just focus on creating content and focus on making the content better every single day.”
• Consumer Behavior: Real people are watching agents online even if they never comment or like posts.
  • Quote (Krista Mashore, 10:48):
    “How many times have you heard somebody say that’s never commented, never liked, never shared, and they said, ‘Oh my gosh, I’ve been watching you for years’?”
• Real Example: John recounts spending $19,000 with a doctor he found through valuable YouTube videos—even though she had a modest social following (<span style="font-size:90%">08:19–09:16</span>).

2. The Journey to Content Confidence (<span style="font-size:90%">[04:02–06:36]</span>)

• Early Struggles: John recalls being shy on camera, starting with basic market updates, and learning through “putting in the reps.”
  • Authenticity Matters: He became comfortable by focusing less on self-image and more on contributing to the audience.
• Content Evolution: Started with informative posts, then pivoted to creative, real estate-specific viral content to keep things fresh and engaging.
  • Quote (John Tsai, 05:15):
    “We did really well with that for a couple of years and it started to really drop off. So then we had to pivot… we start to do more viral content… first of all, real estate viral content.”

3. Local Marketing and Brand Positioning (<span style="font-size:90%">[06:36–10:24]</span>)

• Local Authority Over National Fame: For most agents, a small, loyal local audience is more valuable than huge, global follower counts.
  • Quote (Krista Mashore, 06:36):
    “Agents don’t need that [huge following]… They just need to have some loyal fans, great local content, letting the audience get to know who they are.”
• Building Local Trust: Sharing personal stories, local insights, and showing your personality builds authentic community connections.

4. Consistency, Authenticity, and Content Ideas (<span style="font-size:90%">[11:03–14:45]</span>)

• Consistency Wins: Success comes from consistently putting out both value-driven and personality-based content.
  • John did “two reels a day, five days a week for a year”—outcomes followed.
  • Quote (John Tsai, 12:30):
    “Whether it’s good or bad, put it out there… I just had to make sure my reels … are consistent with my brand.”
• Stay True to Your Style: Don’t try to copy influencers. Your unique style attracts your ideal clients.
  • Quote (John Tsai, 14:45):
    “Just being yourself is the best thing you can do… Some people won’t like it, some people will.”

5. Top Lead Generation Strategies (<span style="font-size:90%">[15:00–18:27]</span>)

• Database is King: John credits his database of 2,000+ past clients as his #1 lead source.
• Mixing Methods: Modern tactics (online ads, AI-driven responses, social content) work best when layered over traditional relationship building.
  • Advice for New Agents: Invest even a small daily budget in targeted ads to get leads, but mastery requires learning conversion skills too.
  • “If you don’t know how to convert, don’t know what to say, you still won’t convert.”

6. Why Content Nurtures Even Old Relationships (<span style="font-size:90%">[16:36–18:59]</span>)

• Retention & Referrals: Creating repeat exposure through content keeps you top-of-mind among past clients, leading to more referrals and less lost business.
  • Quote (Krista Mashore, 16:51):
    “I make sure they can never forget about me. Right?”
  • John Tsai, 16:36:
    “Content is not only for new captures, it’s also to nurture the people you already have in your database. You can’t lose creating content.”

7. Breaking Through Fear and Taking Action (<span style="font-size:90%">[20:29–21:43]</span>)

• Coachability & Imperfect Action: Both Krista and John underscore the importance of trusting the process, acting quickly, and learning from mistakes.
  • Krista Mashore, 20:29:
    “I learn along the way. I’m not just getting ready, I’m not just aiming, but I’m firing. I’m constantly firing because I can’t learn unless I do.”

8. Standing Out is Easier Than You Think (<span style="font-size:90%">[21:43–22:10]</span>)

• Unique Value: Most agents are doing the same cookie-cutter marketing, making it easier for those who innovate to stand out and thrive.
  • Industry Stats: “440,000 agents left the business last year, and only 21% sold a home last year in the U.S. Your competition aren’t working… just do something different.”

9. Attraction-Based Growth & Collaboration (<span style="font-size:90%">[22:10–27:01]</span>)

• Attraction, Not Chasing: In building out his eXp organization (over 1,350 strong), John focuses on genuinely serving and creating value for agents—not hard selling.
  • Quote (John Tsai, 24:18):
    “If you help enough people get what they want, you eventually get what you want… I don’t want to chase anymore. Attract.”
• Collaboration Opportunities: Krista and John discuss how agents can benefit from collaboration at eXp, getting access to robust training, resources, and community.

10. Managing Priorities: Family, Health, and Business (<span style="font-size:90%">[27:54–29:13]</span>)

• No Such Thing as Balance: John prioritizes what matters most at each stage—health, family, business—eschewing “time management” for “energy and priority management.”
  • Quote (John Tsai, 28:27):
    “I don’t chase relationships that aren’t giving me energy anymore… It’s all about energy management and priority management for me.”

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Notable Quotes & Memorable Moments

• John Tsai, on perfection:
  “I’m always looking for progress, not perfection… flying the plane as I’m building it.” ([01:50])
• Krista on brand presence:
  “Does your name come to mind when people think about real estate?” ([02:58])
• John’s advice for new agents:
  “You do have to invest money to get these highly qualified leads into your funnel. But if you don’t know how to convert, you still won’t convert.” ([18:27])
• Krista on overcoming fear:
  “People are so afraid of things… They let fear, they talk themselves right out of things.” ([20:29])
• John’s final advice:
  “Don’t give up. Never give up. Keep going… It’s a matter of when you will break through, it’s not a matter of if… If you stop chopping, it’s over.” ([30:44])

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Timestamps for Key Segments

• Introduction & John’s Background: 00:00–03:00
• Content Creation Journey: 04:02–06:36
• The Value of Local Audience: 06:36–10:24
• Consumer Search Behavior & Content Impact: 08:19–10:24, 10:48–11:03
• Content Consistency & Authenticity: 11:03–14:59
• Lead Generation Strategies: 15:00–18:27
• Retaining Past Clients with Content: 16:36–18:59
• Breaking Through Fear & Taking Action: 20:29–21:43
• Standing Out in a Crowded Field: 21:43–22:10
• eXp and Collaboration: 22:10–27:01
• Priorities vs. Balance: 27:54–29:13
• Final Advice: 30:44–31:20

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Tone & Style

The conversation is fast-paced, candid, and filled with actionable advice. Both Krista and John maintain a high-energy, “say-it-like-it-is” style, with mutual encouragement and no-sugarcoating of industry realities.

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Summary for Listeners

This episode is a must-listen for real estate professionals and entrepreneurs who want to stop chasing vanity metrics and learn sustainable, impactful strategies for business growth. John Tsai’s story of growth through authentic content and prioritizing relationships reveals the real keys to standing out in a crowded field. The actionable advice on content, database management, balancing (or prioritizing) life, and collaborative growth at eXp is practical, motivational, and rich with examples.

Key Takeaway:
“Don’t obsess over your follower count. Focus on authenticity, value, and consistency — and the right clients, community, and opportunities will come to you.”

Transcript

[A]

So just, guys, don't get discouraged about the number of views or number of followers. Just focus on creating content and focus on making the content better every single day. And the leads will come in and the followers will eventually come, but don't focus on that. Focus on what you're doing right now that's going to make it better.

[B]

Hey, everyone. Are you ready to be fired up? Because I sure am. We have a rock star in real estate here. He's an amazing marketer, the president of Exp Canada, and also a massive producer all at the same time. So if you're ready to find out what's working right now in real estate, even in another country, then you want to stay tuned. I'm going to be interviewing John Sai today. Let me show you a little bit of a bio about him and then we'll get into it. Hi, John, Welcome. Thank you so much for being here. Super. I've been stalking you, so I'm glad that you're actually on the podcast.

[A]

You stalking me? I'm starstruck right now, so it goes both ways. Thank you for so much for having me on. Been a big fan of yours for many, many years. And found out that you joined our company. I was like, oh, my gosh. Okay. I made the right move. Here we are. Thank you.

[B]

So I was so impressed when they. When you be. Because you are young. I mean, you know, I asked you if anything was off limits, but you're very young and you're doing so well. So how old are you?

[A]

I'm 45, actually.

[B]

Are you 45? I swear, it must be because you're Asian. Your skin just looks so good. You look so young. I thought you were like, 35.

[A]

Oh, thank you.

[B]

So I know you've already done over $280 million worth of real estate this year alone. And we are still in August. Tell me, how have you done that? What do you attribute the success to?

[A]

That was actually last year, all of last year. This year so far, we've done 160.

[B]

Well, still amazing.

[A]

Thank you. Thank you. And. And I believe that it's a combination of a few things. You know, experience stepping into potholes for many years and then, you know, tweaking as we go. And it's never perfect. I'm always looking for progress, not perfection. And I'm, you know, flying the plane as I'm building it, meaning building a team. And, you know, we just. Every single day I'm looking to disrupt myself, looking to innovate, looking to get better. And here we Are, it's a progression. It's not where we want to be because our goals are, you know, 600 million and like 400 transactions. But we're not there. And we've achieved a lot in the past few years and I'm super grateful for it. And we just got to keep better, keep getting better. And I'm keeping my head down. I'm not looking at obsessing over numbers or ranking. I'm looking at how we can properly serve our clients, how we can become better leaders for our agents. That's all I'm looking at on a daily basis. And that's where we are at right now.

[B]

Well, you are doing an amazing job. I mean, it's you, you. I love your content. You know something I just pushed so, so much for so, so long and even now more than ever is just positioning in the market, branding how important it is. And I believe that there is going to be a massive surge in real estate. There's been in my such a pent up demand for selling and buying. People have been sitting on the fence. I mean, transactions are still happening, but not like they were. But people want to sell, they want to buy. And so I think right now people as an agent or any business owner, right. They need to be thinking about, do people know their name? When people think about real estate, you know, ask yourself this question, does your name come to mind? And I will tell you that in your area, I would say that they do because you produce such fun content. Like your content's fun. It's funny, you know, you're, you're very innovative and it's great to watch. So talk to me a little bit about, about that. What is your strategy and how, you know, a lot of people are really nervous about creating content. They, they kind of get in their head. How have you overcome that?

[A]

Yeah, so I started the whole journey in 2013 when I first signed on to Instagram and it was like just listed, just old. And I wasn't getting any traction with that. And it was like, well, what is this all about, this social media thing, how does it even work? Right. And then I started to post videos and then it became reels and then that's when I went big around that covet time. We were creating a lot of content anyways because you had nothing else to do at home.

[B]

Yeah.

[A]

So. And then we came across your videos like, okay, like these videos actually do attract business. So why don't we try to figure this out? And very shy in front of the camera. All I do was like market updates. But as you put in the reps you're starting, you're going to start to get more comfortable with yourself. And no matter how you look, it's okay. Because if I think less about myself, think more about contributing to the audience. It doesn't matter how I look. Right. And so I know that each and every day I need to provide good content. So I started to, you know, just speak and then train and then I would document. So that's easy.

[B]

Yes.

[A]

But then we did really well with that for a couple of years and it started to really drop off. So then we had to pivot. So how do we pivot is we start to do more viral content. So the viral content draws the eyes in and then we capture them and make loyal fans out of them when they're, first of all, real estate viral content. And second of all, I have advice for realtors. They're like, okay, this guy knows what he's talking about and he's, you know, he's funny or try to be funny, whatever.

[B]

So you're funny.

[A]

Thank you. And, and that's where we're at today. But it's a progression once again of being shy and then, you know, focus on, is focus on the wrong things in the beginning. And then, and then I'm like, okay, take my ego out of the way. Just, just create content. Just go. And then at one point, Krista, I, I wanted to do two reels a day, five days a week, which I did. And that's when, when the Instagram algorithm boosted as well. So we went from 26000 to 75, 000 and then all the way now to 223,000. But again, it's a progression. And I, I don't, again, I don't want to obsess about the number of followers, but I wanna, you know, I.

[B]

Think a lot of people do that, right? And I think, and it, honestly, I know how hard it is, you know, to, to especially on Instagram. Instagram is one of a harder platforms to have a lot of followers and so I get it. So I, I know how hard that you've worked for that and I think that a lot of times agents think that their vanity metrics and they can be. But what you have to understand as far as local based content, it's that you don't need to have even 30,000 followers. You can have several hundred or several thousand loyal, loyal followers because you're not going out, you're going after a global network. Obviously you're the president of EXP Canada. You know, you're building a team across the nation, as am I. And so we're going more of a broader reach. And that's the reason why our marketing efforts, you know, show that. But agents don't need that. They just need to have some loyal fans, great local content, letting the audience get to know who they are, their, their morals, their values, things they're interested in, on top of being a real estate agent and on top of talking about what's happening in their community. But it's so much easier to do. So don't. Like, I, I'm so proud of you for that. Like, I know how hard that is because, I mean, I'm. I just hit 90,000. I'm like, yeah. And I've been working on it for, you know, 77 years. And so to see you, I literally was stalking you even more today, looking at your numbers, going, wow, this is so impressive. But don't look at John and think you need that. You don't. So talk a little bit about that, because I think agents think that John.

[A]

Yeah, it really depends on your goals. I mean, if you're trying to sell this many homes and you're doing it off of Instagram, you don't need 200 and something hundred thousand followers. It doesn't matter. In fact, you just need very valuable content.

[B]

Yes.

[A]

Right. So then, you know, I'll give you an example. I just had stem cells done on my arm because I injured myself. And where did I find the stem cell, Dr. Krista? YouTube.

[B]

Yeah.

[A]

So just get, guess what? Like, I found her on YouTube and I started consuming her content. She knows what she's talking about. She's very personable. And then I was like, okay, wow. And I interviewed two other stem cell companies already. And then I go to her Instagram. Here's where the kicker is, I go to her Instagram. Her Instagram page is so. So there's not that much content, but YouTube, she's going beast mode. And I DM'd her. I DM'd her on IG. Guess what she replied. And it's her. Yeah, I ended up spending $19,000 on my, on my arm because of YouTube content. And she doesn't have that mean that many YouTube followers either.

[B]

But she's attracting the right followers.

[A]

Exactly.

[B]

And so. So you have to think about what he just said. And this is exactly what people do. Right. So you're giving an example of a stem cell. My husband, about a year and a half ago, he was diagnosed with prediabetes And I was like, how are you pre diabetic? You're thin, you know. And then I come to find out, well, he's eating, you know, Taco Bell for lunch and McDonald's for breakfast. And so of course we changed all that. But what did I do? I immediately went straight online. I went to YouTube. I went to. And then YouTube would direct me to, you know, I click on that and then I go to Instagram and then I would, I would binge watch every single person that was giving high valuable information. And then I picked the best one. It wasn't the most popular one. It wasn't one that had the most followers. It was the one that gave me the most valuable information. That is the process that every single consumer goes through. They go online. So you have to ask yourself this question. Are you showing up where people are looking? Are you answering their problems, adding value? And you just put, you just said it. I mean, that's exactly what the consumer is doing. And it's so true when they're going to buy a house and they do it well before they're ready. Because someone doesn't just wake up one day and say, I want to buy a house today. I want to sell a house. They're. They're binging, they're consuming.

[A]

They are consuming. And whether or not they like it, share it, they are watching.

[B]

Yes.

[A]

So just, guys, don't get discouraged about the number of views or the number of followers. Just focus on creating content and focus on making the content better every single day. And the leads will come in and the followers will eventually come, but don't focus on that. Focus on what you're doing right now. That's going to make it better.

[B]

Yeah. I mean, how many times have you heard somebody say that's never commented, never liked, never shared. And they said, oh my gosh, I've been watching you for years. Like, don't you hear it all the time?

[A]

I hear it all the time. And I. Whoa. Really? You've been watching me? I've never seen your comment ever.

[B]

Yeah, yeah, it's so, it's, it's so true. People are like silently watching in the back in the background, you know, so it's, it's so important to do. I think it's the number one. I mean, I always use this example and it's a cheesy one, but it's so true. I mean, we all know big brands like Google, right? And think about three years ago, two years ago, no one even really knew who homes.com was, well, homes.com two years ago was on every fourth commercial during the Super Bowl. And now my, my dad just said to me about a couple of weeks ago, he goes, where did homes.com where all of a sudden is homes.com? dad, they marketed during the Super bowl two years ago like every five third commercial. And now everyone knows who homes.com is that you know, it's $7 million for a 32nd commercial to advertise during the Super Bowl. So imagine the amount of the importance of it. Every. Why would Google do it? Everyone in the world knows who Google is. They do it because they understand the importance of positioning and brand awareness. And so agents have to understand the import, right? And especially right now. So it's, there's no better time to start than right now, number one. And I think another thing, talk about consistency because what I find is a lot of, a lot of people, agents especially, they have trouble with consistency. So consistency in creating video content and when you talk about, you know, you said, well, I'm creating viral content. Can you give us some ideas of the type of content that you're creating that like the average real estate agent or lender, regardless of or any type of local professional professional can create?

[A]

I think the viral content should be still consistent with your brand or what you do in your industry. So I find sometimes I just like to have fun with my family and my wife. Wife content is really fun. People like to watch it, but that's not necessarily my audience. But if I do viral content, that's funny in real estate, that attracts the right type of audience, right. And then I do coaching content, which I do anyway. I've been a coach for a long time as well, so that attracts a different type of agents watching me. Now the key is consistency. Like you said, whether it's good or bad, put it out there. And at one point I was doing two reels a day, five days a week for a good year. And I'm not attached to the outcome. But sure enough, leads start coming in. Agent attraction leads or you know, buyer and seller leads, they came in because of the content that I was doing. Come list me calls or come join me at exp. Calls came from those. But I just had to make sure that my reels or viral content is consistent with my brand, who I am and within the viral, still becoming authentic as, as authentic as possible being me instead of trying to be somebody else, which I did earlier on in my content. So authenticity, consistency and consistent with your brand as well.

[B]

Absolutely.

[A]

That's what I think works.

[B]

And I think too, like a lot of people will look at, you know, I'm crazy and hyper and talk really fast and, and the people that are attracted to me will think that they need to be like that. And it's so not true. I mean, even if you look at the two of us, we're very different. Right. We're different ages, we're different, different countries, all that. And yet I found you and was attracted to you. You found me. Was. Were attracted to me. And, and we're very different. But. And we have different audiences that we're going to be attracted to and people are different. So I think a lot of people will watch different influencers, so to speak, and think, oh, I have to be that way. Which it's so. It's so not. It's just not the case. You have to be yourself because you will attract the right audience and you're going to repel the ones that you. That wouldn't want to work with you anyways. Which is good because you wouldn't want them to.

[A]

Exactly. And yeah, I would say that just being yourself is the best thing you can do. You're uniquely you. And some people won't like it, some people will. And the people that like your stuff are the people that you want to pour into anyways.

[B]

Yes.

[A]

Right. So it's no brainer.

[B]

So your number one lead generating strategy is.

[A]

For real estate leads? Believe it or not, Krista is still my database. I've built up a database of over 2000 past clients in my career.

[B]

Awesome.

[A]

So most of our leads will still come from there, but because I built a team of 65 agents, right now we're obviously helping them with online lead generation. So we go y lopo. And now we've created a program where we're doing, you know, learning from you, creating and branding ourselves locally and putting out ads.

[B]

Good.

[A]

The, the right ads and the right copy and the right call to action are going to get you very highly qualified leads. So we're starting to do that on top of. Of course we still need to take care of our past clients. You still need to go out there and do open houses, don't get me wrong. But if you're only doing that, you're kind of missing the boat with what, you know, what we're, what we're doing, which is social media. AI to. To be. Smoke what you do right now.

[B]

Yes. Yeah. Okay, Good, good. I love it. So, so you would then. So your number one database, your number one Legion ring strategy is still Your database. But wouldn't you say, like, what I have found is that referrals come in. I always talk about the sales cycle, marketing, lead generation, lead, nurture, conversion, fulfillment delivery and refer, retain, resell. And you will get more referrals, retain more clients, get them to resell and relist with you because of the content that you're doing. And then it's like it just, it enhances it so much, 100%.

[A]

And you know, a lot of my past clients who consume my content, then they reach out to me naturally. So you. The content is not only for new captures, it's also to nurture the people that you already have in your database. So you can't lose creating content.

[B]

Yes, it does. It does so much for you. And I mean, how many times have, have somebody. You know, I know when I was an agent, I was, I was a great agent. I love to do a great job and my clients love me. But there were times that I'd be at Costco and one of my favorite past clients would be like, Kristen, we bought a house. And I'd be like, what? You didn't use me? And I realized it was because they had forgotten about me, right? They forgot about me. They were at an open house or they went somewhere and the right person was there at the right time. And had I been marketing, you know, via the social media, you know, 15 years ago, that would not have happened. So I make when that, that's happened to me a couple of times many, many years ago. And I thought, I'm never gonna let that happen again. I have to make sure that they can never forget about me. Right?

[A]

A hundred percent.

[B]

And social media absolutely does that. Okay, so your database. So talk to me a little bit about what are you doing with your data? What if there's a newer agent and they don't have a database yet? And what would you tell them, you know, as far as how they could somehow use similar type of tactics with maybe people that they know. What would your advice be to a newer agent?

[A]

Well, a newer agent right now with no database coming into the market right now, if you're willing to spend a little bit of money, you know, go out there right now, we have this new program that we're launching where it, you know, it's the ad copy is get your home sold, guaranteed in seven days and you, you put, you know, $25 a day on it and you're going to get people to put up their hands and all I have to do on the back end as a Coach. I will coach you on what to say to convert that into an appointment. But even then in between, there's AI doing the work.

[B]

Yes.

[A]

So you do have to invest some money to get these highly qualified leads into your funnel. But if you don't know how to convert, don't know what to say, you still know she still won't convert. Right. So that's what I would recommend you do that as a new agent and of course still doing the old school stuff. You still got to talk to people, you still got to do your open houses and you still gotta, you know, do, do your farming around the area while you do the online content creation and ads. Then you're gonna dominate.

[B]

I've seen so many newer agents take over just by, you know, running ads. And I would say, okay, so think about how much money you're spending, you know, on a cup of coffee or on a glass of wine or how many times do you pull out your checkbook throughout your wallet, throughout the week and you buy things that you could be running ads instead. Right? I mean, $5 a day, $10 a day. I know everyone spends five or ten dollars a day where you can use that money to get like massive brand exposure, hundreds of hours of watch time. I love the guarantee programs. I actually just taught seller and buyer guarantee programs to my students. It was like a whole six week program. And it's so funny because so many people could not wrap their head around it. I was like, guys, first of all, you're the one that's making the guarantee. And number two, they have to follow under certain, you know, terms and conditions. And it's get your phone to ring. Now obviously whatever your con, your terms are, you have to be able to fulfill on that. Right? But the idea is get your phone to ring and then, you know, implement the premier listing system. And they're not even going to ask about the guarantee, but they, I mean, it literally took me about four to five weeks of going over it on a call, like giving like just really before they, well, what if this. I'm like, you guys are missing the point. It's like sometimes it's, those are the obvious things are, are hard for people to really understand, you know, a hundred percent.

[A]

And it's no surprise how you got the 69 million in seven years. By the way, Huge congratulations.

[B]

Oh, thank you.

[A]

That's, that's something we're striving for. So you're already there. Kudos to you.

[B]

Yeah, well, it was from doing things that, things I think that, you know, People are so afraid of things. And I. I'm sure you're seeing this as a coach. The more that you coach people, you realize that they let fear. They're so worried about the what if it doesn't? Or they talk themselves right out of things. You know, and I'm. I think I'm kind of similar to you. I know that you take coaching seriously and you have mentors, and if I have a mentor that says to do something, I trust the process and I listen and, you know, it doesn't always work out. But kind of like what you say, I learn along the way. I'm. I'm getting. I'm not just getting ready. I'm not just aiming, but I'm firing. I'm constantly firing because I can't learn unless I do. Right.

[A]

Oh, so good. Thank you. Thank you for that.

[B]

You know, I think everyone needs to hear it because we're all. People just get in their head so much. I think they just get in their head so much. And I see that a lot with social media, content, with video, with just doing things differently. And I think that. I think it's one of the easiest professions to do really, really well in because most everyone is doing the same thing. So everyone says how hard real estate is because it's so overcrowded and there's so much competition. And it is. But because it's so crowded and there's so many people that are doing the exact same cookie cutter thing, it's very easy for someone to stand out and make an impact.

[A]

I agree with that. And if you're willing to do what other people aren't willing to do, I mean, you're going to, again, dominate. Right. And 440,000 agents left the business last year, and only 21% sold a home last year in the U.S. your competition aren't working, so all you got to do is do something different and be consistent with that. Once again, it's all yours for the take.

[B]

Yeah, absolutely. So, okay, so let's talk a little bit about EXP because, you know. You know, we're both with EXP and you're. How long have you been with EXP now?

[A]

Six and a half years, Almost seven.

[B]

Has it been that long?

[A]

Yes.

[B]

Okay, so what? I didn't know that. So that is one thing that I did not do my research on. Well, I had thought that you just came into EXP when you became president, and so that was. I'm totally off on that. So how big is your organization with exp right now?

[A]

At 1350. So I started January 1, 2019. And you know, it was a pretty quick trajectory. Obviously you go through your ups and downs, but here we are at 1350. I've actually stepped down as president of exp realty Canada. March 2024. I did a one year, you know, serving the company for one year. But I've since stepped down back into production, back into growing the organization. I still fly around one to two times a month speaking for different cities.

[B]

I see you everywhere.

[A]

Yeah, yeah. So I, I do that. I try to pour into everybody. I try to still help even though I don't have the title. Corporate doesn't pay for my accommodations or flights anymore. But, but when somebody asks me to speak, you know, I want to go out there and I want to pour into them.

[B]

Yes. That's awesome. So you're, you're flying all over the place. You're doing it at your own goodwill. 1350. That's amazing. I know how hard it is to, to do, to do that. And you're still a lot of people in EXP are kind of like holding steady, you know, or they're, you know, people are moving around. I think it's a great time right now to grow your organization because people are looking for some solutions.

[A]

They're looking for help 100% and there's a lot of movement around the industry. And you know, if you're not supporting the agents that you have, they're probably going to go somewhere else. And the agents that you're talking to before, they might be feeling some pain in today's market. So go out there and it's like this, right? And I see agent attraction very clearly now. Talk to people, care about them, present the opportunity, and once they feel enough pain, they're going to be like, you know what, John, I'm ready.

[B]

Yes.

[A]

And, but, but I, I don't get to have that opportunity unless I love on them and care about them. It's all about caring for other people. If you help enough people get what they want, you eventually get what you want. But a lot of times we just want to recruit, recruit, recruit. Come and join. Come and join. That's the wrong energy. Right? So again, again, it's about creating content, Krista. Creating content that's valuable, that agents watch. And if they like my personality and see what I have to offer is valuable to them, then naturally they'll want to join. I don't want to chase anymore. I don't know about you. Like you don't chase. Attract, Attract.

[B]

Yeah. Attraction based marketing that's like marketing. Actually, the true definition of marketing is attraction. Right. Like you're attracting and you. Do you guys know something that if you decided, like, I would love to work with Krista and John, you can actually do that too. We, John and I can both work with you together.

[A]

I have so many people, Krista, I think that I've been talking to that if you came into the conversation, would be like, this is no brainer for me, John. I can already think of five, six people that are like, okay, let's do it.

[B]

Let's do it.

[A]

Let's do it.

[B]

Let's do it. I love that. Yeah. I actually love the new collaboration with exp so just if those of you that are listening don't understand. So John and I are both at the exp. We are building agents across the country. I've got actually a few agents in Canada. He's got agents in the US and in Canada, probably other countries as well. But we actually support agents from all over as a part of our organization. And now EXP has something where it's called collaboration, where you can actually have two people that you join with. And the nice thing about it, I don't know about you, but when people join under me, they get like my $10,000 coaching program for free. We have like group calls and we just offer them so much support, teach them how to run Facebook ad, teach them how to do video. We. I mean, we just. There's so much handholding that we offer when they join with us. And I'm sure that you've got something similar as well when people join with you at the XP can. You want to talk about that?

[A]

Yeah. So I have a program called List More Close More, which is kind of similar to yours. We're catching up to what you do. We do ads. We have a CRM as well, and we help them run ads as well, which I talked about, you know, get your home sold guaranteed in seven days. And then on the back end is where I coach. I'm. I'm of the Mike Ferry mole. I don't know. You probably know Mike Ferry.

[B]

Yeah, I know, mom.

[A]

Yeah. Okay.

[B]

I've been. I've been in real estate for 24 years, though.

[A]

Yeah. So you know, the grind. I've been through the grind. So I do still teach that portion of the game, which is mindset skills, activities and actions while we help you run the ad. So when they join our organization, they're going to get portion of that as well.

[B]

Yeah.

[A]

So if you and I collaborate, it's it's going to be an unstoppable program.

[B]

Oh, yes, absolutely. I love it, I love it, I love it. Good. All right, so anything that. How can we end? So tell me a little bit about your. How do you balance family life with real estate? I mean, real estate, especially the amount of transactions that you're doing and how much content that you're creating. I mean, it's, it's a difficult balance. You know, when I look back, um, as an agent, I didn't even realize it, honestly, John, how much I was working until, and the year I left real estate to be a coach. I had sold 154 homes myself that year as a solo agent. And I didn't work weekends and I didn't work nights. I would stop, I would stop. My, I would stop. My, my last appointment would be around 4 o'. Clock. Cause my goal is to be at home by 5:30. But what I didn't realize is how much I was on the phone. I was the mom that was on vacation going down the zipline. Like those, those funny memes that you see with the realtor. Yeah, that was me. And I didn't realize how much I was working just being on the phone. And how. So how do you balance it?

[A]

Right now, I don't believe in balance. I believe it's all about priorities. So it's not time management. I believe that's a myth. I believe that it's all about what's important to you right now. So what's important to me right now, number one, is my health. I know I got to work out. I know I got to meditate. I know I got to stretch every single day. I know I got to take my supplements, take care of number one. Number two, one of my biggest priorities, obviously my wife and my two kids, if I'm not on the phone, not working out, I'm with them 100%.

[B]

That's so good.

[A]

That's my priority. And the third is if you take care of number one and two, business will just come.

[B]

Yes.

[A]

Right. And now the, the, the fourth thing I want to share is that I don't chase relationships that aren't giving me energy anymore. I don't chase people or clients or agents that are lukewarm to me because that, that I'm, I'm in fact spending and wasting that energy where I could be spending with my family or with people who give me energy. So it's all about energy management and priority management for me. So I believe, if you want to call it balance, is that I have my priorities straight. My health, my family, and then business.

[B]

That's awesome. I always say balance is B.S. like you said, you focus on what is important. Right. There's sometimes where I have to prioritize my business, sometimes I prioritize my marriage. It just depends on where I'm at right now. And sometimes you do have to prioritize business over anything else because if you don't, you're not going to have a family. You're going to end up working at McDonald's. That won't be very good. This has been, this has been great, John. So I want to just, first of all, thank you for coming on and I'm just so proud of your accomplishments. I see how hard you work. I see your dedication to the industry to exp. To the people that you serve. You're a great role model to look up to. So how can people obviously learn more about you and what you do?

[A]

Yes, on IG, it's CY Real Estate. You can DM me. I actually answer all my emails and DMs, and we have a program called List more close more.com and, you know, come and see what we do. I'd be happy to share with you, you know, how you can scale your business and, you know, looking forward to collaborate more with Krista and, you know, yeah, just find me anywhere.

[B]

And that's John Tsai. So. John Tsai, once you see him, you'll know he, he's. He's so great on socials and I don't know everyone. I hope you were just as fired up as I am. I. This was a great chat, John. Thank you for taking the time. I know you're busy because you're selling so many houses out there and all over socials and everywhere else, but I appreciate it and I always have everyone leave with one, one thing. So if you had one piece of advice to give, what would it be?

[A]

Don't give up. Never give up. Keep going.

[B]

That's so good.

[A]

It's. Keep going. Guys. If you're watching this right now, I know that a lot of people have quit the real estate sales game. And like any other thing in what you're trying to do, it's a matter of when you will break through. It'll eventually break through. It's not a matter of if. You just have to keep chopping that tree and it will eventually come down. But if you stop chopping, it's over. So don't quit. And we're, Krista and I are here to support you, encourage you until you succeed. Thank you.

[B]

It's so true. It's so true. Anyways, I hope you're just as fired up as I am, John. Thank you so much. This is amazing. I cannot wait. I'll let you know when this. When this airs. Everyone, this is. Is all about action. Knowledge is not power. Implementation is. Thank you so much for being here. We love you and have an amazing day.