How Matt Curcio Built a 900-Agent Downline

Summary

Stay Paid Podcast – Episode Summary

Podcast: Stay Paid Podcast
Hosts: Luke Acree, Josh Stike, Stephen Acree, Cody Smith
Guest: Matt Curcio
Episode: How Matt Curcio Built a 900-Agent Downline
Release Date: October 2, 2025

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Episode Overview

In this episode, the Stay Paid Podcast welcomes powerhouse New Jersey Realtor, Matt Curcio. With a track record spanning over two decades, Matt shares how he rapidly built a downline of 900 agents at Real Broker. The conversation uncovers his philosophy of value-driven networking, why authentic community-building works better than hard-selling, and the specific tactics Matt uses (and avoids) to scale his business and influence. Listeners get actionable insights on building a strong professional reputation, the realities of revenue share models, and why being a genuinely good person is central to sustainable recruiting and leadership.

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Key Discussion Points & Insights

1. Matt Curcio’s Journey & Mindset

• Leverage and Leadership: Matt started expanding beyond solo real estate after realizing his business was too dependent on his personal output. An injury convinced him to start a team for better leverage and stability.
  • "If I broke my leg last night, my kids aren't eating in three months." (02:54)
• Transition to Downline Building: Matt leveraged team-building experience to build large agent networks at eXp and then Real Broker, always focusing on providing value.
• Proximity & Influence: Matt credits much of his success to being in the right rooms and circles, emphasizing the concept “proximity is power.” (06:16 onward)

2. Building a Downline: Not About Hard Selling

• No Pressure Recruitment: Matt became known for “selling and delivering value without selling,” a trait that draws agents in rather than pushes them away.
  • "They don't feel like you're selling them, and that's just incredible." (01:53)
• Value-First Engagement: Focused on curating high-quality events, masterminds, and connections rather than overt recruitment pitches.
• Not an MLM Gimmick: Matt demystifies real estate network models, emphasizing genuine business growth over exploitative ‘MLM’ tactics.
  • "There's an MLM behind the scenes, but it's not an MLM where you're putting toilet paper on a monthly, you know, recurring order..." (04:13)
• Tailored Conversations: Never force-fits a “revenue share” pitch; listens for agents' true motivations (“some people care about Rev Share, some don’t”).

3. Tactics and Systems

• Events as Core Strategy: Matt hosts four or more annual events, focusing on education, upskilling, and local networking—never selling.
  • "We run it with different brokerages and we have a clear no recruiting because I'm not going to bring my agents if Berkshire starts recruiting..." (12:45)
• Sponsorships for Scale: Most events are sponsored, keeping costs low and participation high. (17:08)
• Attraction-based, Not Outbound: No cold outreach, drip email campaigns, or software-driven recruitment. Instead, his system is based on inbound interest from agents experiencing value at his events or interacting in the community.
  • "We're kind of attraction based where we're not really using softwares or anything like that." (14:23)
• Local Mentorship: Maintains a very small local team for hands-on mentorship, preferring agents “grow up and grow off” once trained. (15:42)

4. Community, Culture, and Compatibility

• Importance of Reputation in Local Market:
  • "You could be doing a bunch of business but they may not want to be around you. So again, it goes back to being a good person in your marketplace." (25:32)
• Long-Term Thinking: Leaders must avoid shortcuts—slow-cooked relationships and reputations have more lasting impact than quick wins.
  • "You cannot quick bake. You cannot microwave a leader. They have to be slow cooked." (27:29)
• Responsiveness & Support: Being available to agents and co-ops is a “secret sauce” for attraction and retention.
  • "Thank you for picking up on the first ring... that helps them, see, Matt's available." (20:35)

5. Reality Check on Revenue Share Models

• Not Everyone Wins: Only 12-15% of agents in these brokerage models earn anything from revenue share.
  • "More than 80% of all these revenue share models don't collect a dollar in revenue share at all." (10:12)
• You Must Produce: Revenue share only exists if agents are closing homes; “big numbers” don’t matter if there’s no production.
  • "Revenue share doesn't exist if nobody's closing houses." (14:09)
• Retention & Attrition: Networks naturally shrink if leadership becomes too hands-off; keeping people engaged is essential.

6. Common Mistakes in Downline Building

• Overhyping Revenue Share: The “throw up” approach of hyping up Rev Share turns people off and is inaccurate for most agents. (25:12)
• Poor Reputation: Even large producers may struggle to recruit if they are not well-liked or respected in their market.
• Lack of Authenticity: Sustainable downlines are built on sincerity, presence, and consistent value, not aggressive tactics.

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Notable Quotes & Memorable Moments

• On Team Leverage:
  "If I broke my leg last night, my kids aren't eating in three months." – Matt Curcio [02:54]
• On Recruiting Philosophy:
  "We just drop tons of value and they want to be around. If you teach people to get in the right rooms to help their businesses grow, proximity is power." – Matt Curcio [05:48]
• On Attraction vs. Outreach:
  "We're kind of attraction based... not really using softwares or anything like that." – Matt Curcio [14:23]
• On Event Strategy:
  "We run it with different brokerages and we have a clear no recruiting..." – Matt Curcio [12:45]
• On Reputation:
  "You could be doing a bunch of business but they may not want to be around you. So again, it goes back to being a good person in your marketplace." – Matt Curcio [25:32]
• On Building Leaders:
  "You cannot quick bake. You cannot microwave a leader. ...They have to be slow cooked." – Luke Acree [27:29]
• On Revenue Share Reality:
  "More than 80% of all these revenue share models don't collect a dollar in revenue share at all." – Matt Curcio [10:12]
• Responsiveness as Differentiator:
  "Thank you for picking up on the first ring... that helps them, see, Matt's available." – Matt Curcio [20:35]
• On Community and Competition:
  "If you can get Realtors to stop being jerks to each other, you get so much more real estate sold." – Matt Curcio recounting advice from Nikki Shaw [12:08]

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Timestamps of Key Segments

• Matt’s Background & Achievements [00:56 – 02:00]
• Switch to Team Building & Motivation [02:48 – 04:20]
• Realities of MLM/Downline Models [04:12 – 06:30]
• Networking for Success [07:00 – 08:00]
• How to Recruit Without ‘Selling’ [09:32 – 11:00]
• Role of Events in Downline Growth [11:18 – 13:44]
• Event Execution and Scaling [16:24 – 18:54]
• Local Presence & Responsiveness [20:33 – 21:13]
• Revenue Share Reality & Agent Production [23:04 – 24:54]
• Why Some Downlines Fail [25:12 – 26:04]
• Sustainable Leadership (Long-Term Mindset) [27:29 – 28:41]

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Actionable Takeaways

• Focus on delivering value rather than pushing a sales pitch; give agents reasons to want to join you.
• Host authentic, non-salesy events to build relationships and demonstrate your value in the marketplace.
• Be present, available, and supportive to those in your network. Responsiveness is a competitive edge.
• Success in referral/revenue share models requires genuine production—both you and your network must sell homes.
• Your professional reputation is invaluable: check in with your market regularly to see how you’re perceived.
• Building a sizable downline is a long-game of consistent, values-based leadership, not shortcuts.

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Connect with Matt Curcio

• Instagram: @MJCurcio7
  "Everybody's welcome in my world." – Matt Curcio [29:08]

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This episode is a masterclass in relationship-based business building, perfect for agents or entrepreneurs looking to elevate their growth strategy, reputation, and leadership in any market.

Transcript

[A]

Foreign.

[B]

Your number one sales and marketing podcast on a mission to help you close more deals, keep more clients, and build the life of freedom you are working for. But that can only happen if you're willing to take action.

[C]

Today.

[B]

My name is Josh Dyke, Chief marketing officer here at Reminder Media and as always, I'm joined by Luke Acrey, president of Reminder Media and from the Acre Brothers Realty Team, founder and team lead, Stephen Acree and director of sales, Cody Smith. And our guest today is Matt Curcio, a powerhouse in New Jersey real estate with a career spanning over two decades. After building a top five real estate team for ReMax and earning a spot in the ReMax hall of Fame, Matt went on to become the state's first icon award recipient with EXP and then opened the first real broker office in New Jersey. And as we heard right before we got on the podcast, hit 900. Now, like in his downline there at Real Matt, welcome to Stay Paid. Thanks for being here.

[A]

Awesome, man. Thanks for having me. Yeah, we get to celebrate today and we actually have a nice real broker happy hour later on. So it's going to be an exciting day.

[D]

Awesome, dude.

[C]

Congrats on that, man. I don't think there's very many. I mean, how many people do you think have done that in the, in the company? Hit 900.

[A]

I don't know. You know, several of us that are part of the Growth Ambassador group, you know, we kind of have the most influence and bigger networks. That's who you know. Same thing with other companies. Helps with growth and attraction at the company.

[C]

That's what I want to pick your brain about is the idea of, you know, networking, building a downline. You know, we've been curious about it with Acre Brothers and like, you know, how do you do it? How do you do it? Well, I had the privilege to speak at two of your events that you threw and they were fantastic. I was very impressed. You had a bunch of agents in the room both times. And it was back to back days, like, you know, one event in Philly, one in Jersey and you got great speakers to come in, you know, shout out to myself. But no, you got great speakers and not just me. People like sky, you know, who we've had on the show, came in and stuff. He was fantastic. But what I kept hearing at the event was people were like, yeah, I love Matt. He does an incredible job at selling and delivering value without selling. And I was like, wow, that is impressive. That is what you want. You want people to know that you are selling like, meaning, like you want them to know that, hey, I would love to help you if I can help you. I'd love for you to join me. But they don't feel like you're selling them, and that's just incredible. Can you talk a little bit about your journey of trying to do it at exp, it feels like successfully, and then now you went over to a real and just have killed it. What has enabled you to recruit agents at a high level like you have.

[A]

So, you know, I'll start by being a team leader, right? When I switch from solo to team leader, I switch for leverage, right? Because I, I actually broke my collarbone playing sports and went into my office the next day and my assistant and I had gotten a lock change order or something. So I'm changing a lock with one arm and the other one in a sling and I'm like this. If I, if I broke my leg last night, my kids aren't eating in three months, you know, so then I built my team. I learned how to, you know, recruit to that, right? So. And that's where you're just providing a better service and a better lifestyle for agents who can't figure it out or just need assistance on a daily basis. So fast forward a couple years. We build a great team in Jersey. And then I was looking for more opportunity, right? So as I'm trying to build team members, I. I knew the recruiting game to the team. And then when we all. My mastermind was Kinder Reese. That's who I kind of mapped my team after. So, you know, there was a large group of us that kind of plugged into EXP and then, you know, things that they were great at is finding the best people in the space. And that space, while we look at it as a brokerage, it's in all of these companies now. Keller Williams, Exit Realty, you know, exp. And now real, like there's an MLM behind the scenes, but it's not an. It's not an MLM where you're putting toilet paper on a monthly, you know, recurring order and that's your payment, right?

[C]

Are you comparing real estate agents to toilet paper? Is that the comparison right now?

[D]

I've heard it before.

[C]

Hey, man, during COVID toilet paper became valuable. So I don't care what you guys.

[A]

Say, you know, those guys, those guys at Amway probably killed it during COVID.

[C]

But every great company is a pyramid. Every great, every great organization is a pyramid. It's called a hierarchy for a reason. Like it's supposed to be that way. But so behind the scenes, right? It's an mlm. It's. It's the agent you're trying to recruit and attract talent, retain talent. So how did it like what translated and what didn't translate from trying to recruit for the team to recruiting a downline.

[A]

So back to. So the MLM thing, there's guys that are experts at it, right? So there's books by a guy named Eric WORRE, it's called GoPro. Another guy, Brian Carruthers, he's legal shield, you know, and they kill it in that space. So right away we started reading and learning from them on how to grow a network. Help your network grow, show them the opportunity. And you know, the what's. What I've evolved to is instead of doing any sort of attraction based stuff and then flipping the script and saying something like, you know, hey, we're awesome, right? Yeah. There's a way you can get in business with us. Give me five minutes of your time and let me talk to you about this brokerage. So instead of doing that, now we just drop tons of value and they want to be around. Right. And. And if you teach people to get in the right rooms to help their businesses grow, you know, proximity is power and, you know, people will seek you out.

[D]

So do you have like an individual platform for like coaching to provide that value? Like where, where is the value proposition there? So you're educating people who want to be a part of your world. Maybe you get them into masterminds and all that good stuff. But like, what are the specific things?

[A]

So I have, you know, my sponsor and one of my mentors at Real is. Is Colton Lindsey. He's got a big coaching platform. I know most of the coaches around the country, so I'd rather I do some coaching. I'll do one on one coaching. But that's not. I'm not growing that. I'm growing, you know, helping grow real right now. And you know, yes, there is an opportunity for people to coach with me at these, but I'm just dropping tons of value and people ask how to get in our world.

[C]

I'm picking up more, Stephen, that it is who you're around because I think of you personally. Like you were gonna leave Keller Williams. I hope they. You were gonna leave, right? And then, yeah, Steve's like, wait a second, what are you talking about? Tina's gonna listen. What? No, but you were gonna leave. But then Gary Keller, you got invited to that. I forget. Gary Keller's like top 50 people coming in or something. Like that or whatever. And I remember talking to you and it's like just you being able to be next to those people on that level kept you. And that's what I'm reading from you, Matt, is that you're essentially giving access to both content and almost more importantly, people proximity to power. And that is what you have found. Draws people in. Am I reading that right?

[A]

Yeah. Yep. And the great thing is it draws the people that I want to be in business with now instead of, you know, when I was leading a team and, you know, that was my sole focus, you're pushing people up a hill, right. And you're dragging them too, saying, follow me, look. Look at what I do. But the. The neater part about this model is today I have an agent that's hustling. And then they call me and say, matt, how do. I'm here? How do I get to here? And I lay it out for them. Then they go do that, you know, instead of like the team where it's like, come in and make your calls. Come in and make your calls. And. And they go deaf to it after a month.

[C]

So that you just explained Cody's whole calendar. That's literally his calendar all day. Come in and make your calls. Come in to make your calls.

[A]

Three new hires right now.

[D]

And it's like, that's exactly what I'm doing.

[A]

Yeah. Yeah.

[D]

Basically, like, if. Because every call I've been on from a recruiter from EXP and Real, the way it goes is a lower level agent that's really not producing, you know, will reach out to me. And it's like, hey, you gotta check out real. Hey, you gotta check out expand. Well, then they get me on the Zoom call with a guy named Matt, you know, Curcio. And then Matt's like, hey, you know, I've got a guy, you know, that you need to get on a zoom call with as well. Like, is that the approach? Like, you're just like, literally going, I need to get on. You need to get with Matt. You know, Matt's crushing it. And then Matt's like, well, dude, you know, you take the next level too. I've got a guy, you know, that I've networked with that's upper level, that does coaching and all that good stuff is like. Is that like the sales process of it? I'm always curious because it's never worked for me. Like, when I hear the pitch, it doesn't. It didn't feel right. But you've recruited 900 agents, so I'm like okay, how, like really, how did you do that?

[A]

Well, first I guess you haven't been on the phone with me, but yeah, let's go. It's. Honestly it's, it's you people don't receive information when it's being thrown up at them. Right. So number one, the mind gates have to be open, right? If. If you're on a call just to like listen a little bit, I'll probably figure that out and just be like, what do you want? You know what, why are we here? And agents join for different reasons. Some people revenue shares attractive. Some people don't couldn't care. 80 more than 80% of. Of all these revenue share models don't collect a dollar in revenue share at all.

[C]

Crazy. I did not know that. That's.

[A]

Yeah, it's only makes sense. But 12 and 15% of the company earn a revenue share dollar.

[C]

Wow.

[A]

So. So I'm not going to speak to that unless that's part of your model. Right? What are you doing? Are you selling real estate? Are you building your team? Are you growing a network? You know, what do you want to see? Do you want to see multiple streams of income? You know, we'll show you and talk through what having coaching clients would do to your business along with a network, along with your team. And some passive income from all those opportunities. And then things like stock, you know, that are real opportunities where you look back and you know, I have a friend that just joined us and you know, I've been in discussions for several years. We were discussions when I was exp. Then real and you know, the last two years I was like, man, you're kind of missing out. I got a couple agents with six figures of stock right now and all they did was produce at a high level. You know, they're not focused on the network. And who wouldn't like that, right?

[C]

So have you found. So get in kind of like the activity side of it. So you throw events, right? I was part of two events that you had thrown and there was no selling of recruitment or anything like that. It was pure value, man. It was. And it was good value. How many events will you do a year? Just a couple. Like that or is that like your main staple? Ton of events.

[A]

So being, you know, my evolving in the real estate industry, I got good at REMAX early on. Like in like year and a half. I was kind of propelled by a sales course and then I had to get out of New Jersey to go find people. Like I was doing 40 sales and I'm like, who's doing 60 or 80 or more? There was only like three people in my market. They're not going to share. So then I go out and find people that are doing that at my annual conferences and then I get into coaching and all that stuff. So it started as kind of a give back locally, right, where it's like, hey, we're doing good, let me share this information. And we would put on some events and then, you know, it's now evolved to, hey, I'm doing this, I can help. You know, it doesn't cost me much to do it. Sometimes it does, you know, cost me a little bit, but I'm okay with that. Right. Because it puts people in proximity with each other. And I love doing it in South Jersey because it helps the whole community. You know, you were at the one in Cherry Hill where we have Nikki Shaw, who the ending comment from him was, we all have to get along. And if you can get Realtors to stop being jerks to each other, you get so much more real estate sold. And it'd be such a nicer world in the, you know, in the sales world where we compete with each other and we run a couple happy hours for different board of Realtors. And that evolved from just a few top producers getting together once in a while and, you know, buying our own food. And then I was like, let me organize this stuff. And, and every time we remind them, hey, guys, this is where you break bread with your co ops and the reason behind it. And we run it with different brokerages and we have a clear no recruiting because I'm not going to bring my agents if Berkshire starts recruiting and Berkshire is not going to bring theirs to our events either. So, you know, at the end of the day we tell them, like, talk to your co ops. It'll be better when you come back and put an offer in, you know.

[C]

Yeah, so it's very, it's been built off of networking. So it's like I'm just, you know, thinking out loud for, you know, myself and the audience and stuff and going, okay, Stephen, you want to get into building a downline. Like step number one is how do you build networking events, masterminds to give value, you know, note taking. It's purely giving value. Then like, Matt, what are some of the other activities? Do you find yourself doing outreach to a bunch of agents weekly, monthly? And do you have any form of cadence or outreach from a marketing standpoint to help you with your downline?

[A]

So I help, try to help them produce by doing these Events. Right. Because. Yep. You know, agents getting trained is only going to help them sell more. And I tell everybody revenue share doesn't exist if nobody's closing houses. So you can have a big, you know, 100 people with you, but if they're not selling houses, doesn't mean anything. Right? Yeah. So you got to train, you got to help them. Right. And you got to, you know, you're not their team leader too. Right. So you're not going to hold them accountable and say, go make your calls. You're just gonna say, hey, guys, here's the resources from the company. If I can ever help. Let me know if you ever get stuck or have an issue. I'm not really outbound. So, you know, we're kind of attraction based where we're not really using softwares or anything like that and not we don't have any offers to give at our company. Other companies allow that where it's like, hey, if you join me, you can have all this stuff. So I'd say it's more just delivering value and then people want to get around you a little bit more.

[C]

But is that value only delivered through events? I mean, through events and maybe like personal outreach from an agent that comes to you and goes, hey, Matt, can you help me with this? But you don't have like an email drip going once a month to this agent list. Man, that's crazy.

[D]

You run a big team, Matt. Do you run a team at all?

[A]

I just have a couple agents. You know, if somebody needs local mentorship, like, I'll put them on my team for six months. See what you know, My goal is to get them to grow up and grow off. I have a couple eight. Like one. My one buddy that's on my team, he's like, I'm never leaving your team. Like, I'm paying you forever.

[C]

And you're like, God, please go, get out of here.

[A]

But yeah, I'm, you know, I've shrunk it because the other, you know, revenue lines have replaced what I've needed from my team. And like I said, I don't enjoy pushing people up a hill. I love the agents that come in locally and say, matt, you know, what I do to master expires, okay, here's the system. And then they go do it and say, okay, what else do I need?

[C]

So kudos to you because the event truly was fantastic. So, like, for a small event, you probably have what, 7,500 agents type idea. And. But it was run like a conference event. Like you had an emcee you obviously, you know, were directing the whole thing. You got. Or. Sorry, you had the dj, you were the emcee. You had great speakers. Again, you know, really handsome guy out of Philadelphia, you know. No, you had great speakers, high quality and it ran smooth.

[A]

Yeah.

[C]

And so, like, you put on a really high quality event. How much? You also had sponsors. I think you had two or three sponsors there. Do your sponsors pay for the whole event? And you're very little money.

[A]

Try to get most of it, you know, covered. I can. In my market. Other markets, it might, you know, like, you know, I'll go up and some of my other partners that are bigger names in their markets, I'll kind of help them do events.

[C]

Okay.

[A]

And I'll kind of at theirs, I'll speak more because, you know, I've. I've done so many in my market where I. A lot of people have heard me and what I can cover. So that's where I.

[C]

Do you think you'll do like four events a year?

[A]

Like, so I'd say four times a year. And then. Okay, I try to string them together. Like, if I'm doing one and it's guaranteed there's going to be one in my market, I can do Philly, I can do. We were setting one up in Baltimore, Freehold. I can go to Bergen County. I can go to New York. We did a big one in New York. So anywhere where I can, you know, if somebody wants to run an event, I tell them, just reach out to me. We'll look at what it looks like. I'll give you kind of the roadmap. And we just want to see 75 to 100 people in the room.

[C]

Why do you string them together? Because for me, it feels like it makes it way more stressful and complicated. But does it make it easier because you can get the same speakers and stuff like that? Is that what you found?

[A]

I just find it easier. If I'm going to do one event, you know, we might as well set up three with the same branding, just in different markets, all drivable. You know, that makes sense.

[C]

All your marketing collaterals just replicate to change the name and location, but it's just replicate. Okay, that makes a lot of sense because it's just. I'm trying to find out, like, what else are you doing to get 900 in your downline now? You are a beast yourself, right? I mean, just personally, I've talked to you a little bit offline and stuff, and just like, I mean, obviously you're an assassin at what you do. So that helps and probably is the real secret sauce. But I'm trying to understand, is there anything else but event.

[A]

Did you hire somebody or do something? Yeah, say it again. Did you hire like a recruiter? Like, like when you're building something, did you hire someone, like, maybe to take your place or to do something for you or anything that level, or just you now? Just me. I mean, look, I got, I got started in 2001, right? And I got into coaching pretty quickly, and that's where. And I went to a ton of conferences, you know, every year. I want to say I probably attended out of 17 years with ReMax, at least maybe 14 of the conferences, you know, annually. So I had a big, you know, and I was just selling 120 homes locally, and I would. I often tell a story at my events where I started getting good at real estate. And my broker had to check me, right, because I was 23, 24. And he's like, hey, you're. You're doing good, but you're getting a little cocky. And I said, okay, yeah, what do you mean? And he said, he gave me two examples, right? And he said, you can be known like this agent who does 100 homes and you call, you get, you know, voicemail only. Don't you know, this is back before texting was a big thing, but like, email me only, you know, we'll get back to you or my assistant will. And then you got this other guy who everybody wants to work with him, sells 100 homes, doesn't know how he's doing it, but he's just the guy you want to be on the phone with and he'll talk to anybody. And I was like, you're right. That's how I want to be. Right? And that's helped locally. Like, locally, I think. I think we're over 100 agents, like, out of my office.

[C]

That is incredible.

[A]

And that's, you know, that's because, like, I had a call yesterday and one of the agents that's out of my office called. She was like, thank you for picking up on the first ring. I'm actually here with an agent that I want you to meet. Do you have time later today? I was like, I can fit it between 2 and 2:30 if you guys want to come in. And then she comes in. She's like, you know, that helps them. She's. See, Matt's available if I had a question on a deal. Matt's here.

[C]

So it's kind of responsiveness is such a elevator. I'm realizing in the industry as people just do not respond in a timely manner, they're not available. And it's okay. It's not like it's wrong to take a day to respond, but it, you've lost all advantage.

[A]

Yeah, yeah.

[D]

And it's kind of like Luke, it's like that Steve Jobs quote, you know, where he was talking about managers. I think you sent me that video or Steve sent me the Uncle Steve's in it. But he was talking, he was like, the best managers are the ones that don't want to be managers, right? That just results. And that's what I'm hearing. It's like you're just a badass person and you're, you're, you give back to the community, you work hard, you've done it before, you're not in it for this fluff. Like you don't get revenue share if you don't produce. Right. It's just as simple as that. So you first have to produce and you actually have to get people into production as well if you want to receive the revenue share on the back end. And so that's what I just keep hearing is like, people want to get themselves out of the business. We were just on that podcast before this and you know, it's like, don't jump out, you know, so fast. You're never going to get to the point where you're just retired and you don't get to give back into your team and you know, work hard, right? It's never just going to be just this passive income completely.

[A]

That's what I need to hear from you. That's the beauty. It's a double edged sword, right? Because people think they're building these huge networks, but your front line will disappear and you won't get any revenue share, right? Why? Because your front line might be like, ah, you know, they checked out, I'm not really with them anymore, you know, whatever. But you know, you go depending on which model you're in, like, oh, 40 will go away real quick, 25 can drop quick to where you're losing level by level by level. So it's pretty smart for these companies to have it set up that way. And yeah, I'm still in production, I'm still selling, you know, two, three homes a month. And you know, I tell all my agents that want to recruit, like, be a very good co op, help people in this industry. You, you know, if you don't have a goal to build a team, that's okay. If you want to build a Team. Yeah. You might build a little bit of a bigger network, a little bit quicker, but you just got to be nice in the community of real estate and people want to be around you.

[C]

Yeah.

[D]

Does the revenue share model like the 900 agents, does it look like the real estate industry where 10% are actually doing, you know, 90% of the business, you know, for Rev Share purposes?

[A]

So I don't track that. What I've tracked, and this goes with multiple companies is, you know, anywhere if you have 100 people, I've asked friends at all these different companies. How many paychecks are you looking at a month? Right. No matter where it falls, levels 1 through 5, 7, 20. It doesn't like you can go, believe it or not, with our model, it's crazy. People think it's stuck at five. But if I co sponsor somebody at level five now, I'm ten levels deep. Right, that makes sense. So wherever that level falls, you don't know. But out of a hundred people, what I'm hearing is anywhere from 25 to 35% will produce a deal. Yes, one person can do three, someone can do zero. But what that means is if I got 100 people in my network, I can count 25 to 35 checks. The check size will depend on the, besides that, you know the price of the house where they fall in your network. So that's kind of a gauge. So if you're super heavy at our model, we pay the highest on levels 1, 2 and 3. So luckily that's where, you know, my community lives a lot of it because you know, I've recruited a lot locally which has expanded. But you know, at the end of the day that's where and I've checked other companies and we're all seeing the same thing. So a thousand people in your network, you're probably going to get 300 paychecks. Whether it's level five, which is a small paycheck, or level one, two, three or seven, you know, depending on the brand will determine how much it it generates.

[C]

Yeah, it makes, it makes so much sense. It's so interesting just hearing, you know, you talk because it feels like why isn't everybody building the downline like this? Seems like it's a no brainer. What's the big mistake? You see, Matt, most people trying to build down lines do throw up.

[A]

You know, Rev Share is, is big that people just throw up at each other. You know you're going to be rich on Rev Share. Well, numbers are out now. It's been five years since one Company took it and, and crush with it. And the truth is less than, you know, 20% of the company actually gets a dollar in it. So not everybody's going to, you know, we. I had somebody in another state joined, big hopes, huge producers, just not well perceived in the market. And I could tell when I went out and did an event in their area, I was like, okay, it seems like it's just your team and a couple people like how well are you liked in this market? You know, so some people think they're like because they're doing a bunch of business but they may not be and people don't want to be around them. So again, it goes back to being a good person in your marketplace.

[C]

That's.

[A]

I believe that's. Yeah, that's where you're going to be attracting a good amount of talent, you know. And if you are a national coach. Yeah, that's different. Right. If you have a, a big coaching company and you're providing value to all these teams and individuals across the country. Different opportunity.

[C]

Yeah, that's what Tim and Julie Harris did is they did that with exp. They took their coaching company. I don't know if you knew Tim and Julie here.

[A]

I know that, I know the names. I don't know their coaching company. But yeah, but they, yeah, every big.

[C]

Coaching for a long time. And then he, and they were always real estate agents as well. And then they went to EXP, I think and he recruited a massive downline to exp. I mean kudos to him and doing that. Yeah, this has been really good. It really makes me think, you know, a huge takeaway even for my own business with Reminder Media and because I see the mistakes that we've made over the years and it really plays into this idea of it's like you have to have this long term thinking and a drive that is more values based and long term than it is short term. Which is really, really difficult when you are trying to pay the bills. Because paying the bills is short term. Right. You got to pay that electric bill at the end of the month and that's where a lot of people find themselves. And when you have to pay the bills, what do you tend to sacrifice? You tend to sacrifice values, you tend to compromise on, you know, standards, things like that.

[A]

Yep.

[C]

Take shortcuts. And I just look at our company and go, man, five years has come and gone like nothing since we went virtual, like just blink of an eye since we went virtual. And I go, why did we take such shortcuts in some of the team building and culture building because it's a slow fade. And so that means it's a slow growth back in things like culture and leadership. Like, I think right now it's resonating on my mind is just the investment of leaders because I'm taking our team through 21 irrefutable laws of leadership with John Maxwell and just realizing that you cannot quick bake. You cannot microwave a leader. You just can't. They have to be slow cooked. There's a fine seasoning that goes on and it's. I think it's very similar to what you're saying about perceived in the marketplace is like, hey, it's a slow getting perceived negatively and it's going to be a slow getting perceived positively. And you can't quick bake it. You can't just turn around magically, Stephen and Cody, and go, now everybody love us in Lynchburg. You have to put the work in day in and day out.

[D]

Put in the work in. Luke, we're giving.

[C]

Yeah, you're slow cooked. I know. I'm going to have to call some agents in Lynchburg and go, what do you guys really think of these bums, Cody and Steven, you know what I mean? Let's go, Matt. Let's throw an event down Lynchburg, Virginia and see if you know, how many people show up, you know.

[A]

Yeah, I got a couple partners down there. We'll find out real quick.

[C]

That's, that's great. I love it, man. This has been fantastic.

[B]

Awesome. Matt, thank you so much for coming on today. And before we close out, let people know how they connect with you.

[A]

Instagram, you know, is probably the, the fastest way to find me MJ Kircio 7 so. And then my name will probably pop up and, you know, in the feed. So happy to, happy to help agents and everybody's welcome in my world.

[C]

Love it.

[B]

Thank you. We'll include a link to your Instagram in the show notes of this episode and thank you all so much for listening. You can get those show notes, the videos and any other resources that you need [e-mail] if you enjoy this episode and want to show your support, go to YouTube, YouTube.com reminder media. Make sure you're subscribed to our channel and give this video a thumbs up. If you want to get hold of me or Luke, you can email [e-mail] and of course you can follow us on Instagram as well. We are at staypaid Podcast for this episode of Stay Paid. I'M Josh Dyke.

[C]

Guys, I'm Luke Avery. Matt, thank you so much for coming on, man. Really appreciate it. It's been awesome getting to know you. Looking forward to getting to know you even more and doing more events together. I'm just throwing that out there, you know, shameless plug. If you, if you need a speaker, Matt, a good speaker, you know, okay looking and Philly, you know, no, but guys, if you're local, Philly area, you know, Jersey, all that stuff, please, please, please check Matt out. I was super impressed and I've done, I mean, last year we did 60 something trade shows with reminder media and I was super impressed with what he put on, the value that he put on. Impressive. And so I think you guys would benefit by going to his events or I know you would. And then, you know, if you're thinking about recruiting a downline or if you're thinking about how do I improve in business, which we all are. Your action item from this podcast is so powerful, which is how are you perceived in the marketplace with your peers? How are you perceived in the marketplace with your peers? And can you answer that? And I would challenge you, maybe call a couple people this week and ask them that question. How do they perceive you? How do they think you're perceived by other agents in the marketplace? Because your brand is what others say about you when you're not there. Remember the difference between top producers, mediocre producers. In every industry, it's top producers.

[A]

Take action.

[C]

Take action on that today. RA.