The New Frontiers Issue

Forging Connections As We Face New Frontiers in Real Estate True Connectivity at EXIT Realty's Annual Convention: Celebrating the best of the best in our 2023 Awards Listings —PG. 23

OFFICIAL PUB LICATIO N O F E X I T R E ALT Y C O R P. I N T E R N AT I O N AL

CONTENTS FEATURES

COLUMNS

14 Power Prompter with Assoc. Broker, Marki Lemons-Ryhal

05 What Clients Want

by Co-Chair, Tami Bonnell

23 2023 Annual EXIT Convention Award Winner Lists

06 Think Bigger

by U.S. CEO, Craig Witt

40 Ethics in a Time of AI

by Melanie Robitaille, Sr. Staff Writer & Graphic Designer

07 Work in Close

by Canadian CEO, Joyce Paron

47 In Honor of a Fallen Brother with Franchisee, Vincent Esposito

10 Distance Vision

by U.S. President, Lori Muller

RESOURCES ACHIEVERS 11 To Platinum & Beyond: Celebrating Corporate Anniversaries 28 Community Development Meetings with Sales Rep, Rob Dipiero 30 ant-ICI-pation with Regional Owner, Bill Pankonin & Franchisee, Kris Klair

08 Pump Up the Volume with Sales Rep, Shaly Dhanjal 19 Where Does Branding Belong? with Annette Anthony, Director of Corporate Engagement 42 Caut!onary Call with Associate Broker, Shawn Jaryno 52 Technology Must Haves Ancillary Tech Partner Spotlight

2626 Argentia Rd. Mississauga, ON L5N 5N2 1.888.668.3948 xt. 4058 l exitrealty.com/achiever

PUBLISHER Steve Morris EXIT Founder & Chairman

GRAPHICS/PRODUCTION Melanie Robitaille achiever@exitrealty.com

The EXIT Achiever is the exclusive corporate publication of EXIT Realty Corp. International. Not intended to solicit agents or franchisees already under contract with other franchisors.

Each EXIT office is independently owned and operated. Any use of the contents of this publication without the express written permission of the Publisher is strictly prohibited. Despite the care taken in reviewing editorial content we cannot guarantee all written information is complete and accurate. Subsequently we assume no responsibility for any errors and/or omissions. We cannot accept responsibility for unsolicited material. The opinions expressed are those of the contributors and not necessarily those of the Publisher.

2 V12 I2

8

28

23

14

©

Bo

bb

ie

Ca

rly

le

19 30

42 V12 I2 3

PEOPLE HELPING PEOPLE

THROUGH TECHNOLOGY At EXIT Realty, we innovate for the human behind the device, delivering high tech and high touch technology that real estate professionals and consumers want. It helps our brokers connect with agents, our agents connect with one another and their clients, as well as for consumers to get the on demand info they want. Our “stackable” infrastructure allows for technology preference, even outside the EXIT ecosystem, with ease of transition and little disruption to business. We build with scalability, business continuity, and infinite gain in mind.

Visit joinexitrealty.com/technology to learn more about what EXIT offers!

EXIT Realty Connect App

My Smart Sign™ Technology

EXIT Realty Office Portal

Workflows COMING SOON!

Mobile Business Card™

WHAT CLIENTS WANT

BY TAMI BONNELL CO-CHAIR

Have you noticed how people are craving better relationships in their lives postpandemic, with everyone including those with whom they do business? Before, when I’d speak about leading with love on stage, I’d notice some initial discomfort in the audience; people shifting in their seats or breaking eye contact until I explained what I meant. I don’t notice that awkwardness anymore.

In this day and age of quick, impersonal communication, some now find themselves in new territory.

Connection, community, and care are what your clients want; personal attention is what they’ve always ultimately wanted, and it’s the best way for you to obtain marketshare. And so, with our real estate humanized philosophy here at EXIT Realty, we consistently develop high touch tools specifically for the human behind the device.

Our goal is to free up your time, help you stay better connected with your team and clients, as well as better understand them by informing you so you can address personal needs, reach out more often in more meaningful ways, while avoiding being too intrusive, overly complicated, or time consuming.

We have phenomenal Engagement Leaders, leading with love in almost every office, empowering fellow agents by showing them, not just telling them about our dynamic offerings.

Know you’re supported every step of the way and our systems will help you succeed. Because when each of you does, you’re helping the brand to as well.

TAM

V12 I2 5

THINK BIGGER

BY CRAIG WITT, CEO – UNITED STATES

"Surround yourself with like-minded individuals who really know and understand you, but also support your individual direction to grow and improve."

When we’re growing up, we have external influences surrounding us every day.

Internally, we even have ourselves. Sometimes, these influences have limiting beliefs, or we experience setbacks that cause us to question our own abilities.

While some say, “You can accomplish anything you set your mind to,” others say, “That can never happen.” I say both are right. Either statement can be true. It all depends on you, your attitude, and your perception of what you believe.

There are times I’ve been discouraged from moving in a certain direction by the voice of others. Some once said I shouldn’t join EXIT. They encouraged me to join a more known brand, believing EXIT wasn't best for me…or, was it what they thought was best for them? My choice, my belief in myself, and the EXIT opportunity is why I’m here today.

Your principles drive you in the direction you’re destined to follow. Set the bar low and you maintain, set the bar high, and you’re always reaching. Plants will only typically grow to the size of their pots; therefore, you must transplant them, and then watch out. At EXIT we encourage growth and inspire goals that may have seemed impossible before.

CONSIDER SOME OF OUR PRINCIPLES: Above all, our business is people and when you put people before profits, you create a culture of winning for all.

We’re in an ever-changing business where we see every change as an opportunity.

Those who embrace change, win.

Our company’s purpose is to create wealth and financial security for real estate professionals and their families. When you embrace this opportunity, change takes place.

I encourage you to come up with your own principles, or to follow ones that will support your goals. We’re in a people business, and that includes you too. You deserve to look inward to serve yourself in order to serve others, and to always think bigger.

6 V12 I2

working in

BY JOYCE PARON, CEO - CANADA

Some of the largest brands in the world use authentic stories to build emotional connections with their customers. Why would they spend millions of dollars doing this? Simply put, to build a relationship.

They sell tangible goods, but their customer is a human being. An emotional connection builds a foundation, a bond for the long term, not to mention trust and respect.

Everyone wants to deal with someone they know and trust. They want someone who 'gets' them, who cares, and who will go the extra mile for them. An emotional connection is a lasting relationship's fundamental building block. It helps withstand mistakes, misunderstandings, and mishaps. And it’s at the core of how many customers choose a person or company to represent their best interests.

So, in your own business, talk in stories. Speak about past struggles clients had and how you helped them.

Share your challenges so they see your authenticity, which helps build understanding. Tell stories wherein people see themselves and want a good outcome, similar to your buyers or sellers. Share your testimonials from past customers by inviting them to reach out.

I have used a tremendous affirmation for years: I do my best work in close. We sometimes feel uncomfortable in close, especially when texting and social media dominate our communications. However, building relationships handshake-to-handshake and belly-to-belly has never been more critical and valuable.

It's how you’ll learn why someone wants to move or buy and help identify their passions so you can work with them to build a road to their future destination. It helps to understand their challenges, so you can be more effective in guiding them and overcoming any anxieties.

Asking how someone is doing and showing genuine interest nourishes loyalty. Staying in touch builds respect and value, while being able to deal head-on with concerns and issues is like water for a thirsty plant.

It’s the quality of your client experiences that makes you stand out, not just in their minds but in their hearts.

Add more of this to your business and watch it soar.

"Building relationships handshake-to-handshake and belly-to-belly has never been more critical and valuable."

V12 I2 7

PUMP UP THE

VOLUME WITH SHALY DHANJAL, SALES REPRESENTATIVE - CALIFORNIA

Some say volume is what pays real estate professionals — not price.

Sure, some transactions are naturally wired the opposite way, but most successful agents agree keeping a steady flow of listings is a good strategy. Here’s how one top grossing EXIT earner works to keep the volume turned up in her business.

AMPLIFYING EFFORTS -Actively engage with the community by hosting and sponsoring events to significantly boost visibility among potential buyers and sellers -Proactive community involvement strengthens presence and fosters valuable connections

AUDIENCE REACH -Send personalized, handwritten notes and organize impactful client pop-by visits -Door-knock in prime neighborhoods of interest -Host mega open houses to bring together more interest and potential business -Utilize tech for streamlining marketing, enhancing property presentations, and expanding reach -Prioritize personalized communication, understanding client needs, and service beyond automation

8 V12 I2

SHALY RECOMMENDS

6

Listings at any time

15

Ongoing buyer transactions

2 x Tech

Listing2Leads for advertising & Homesnap for visibility in market

CHART TOPPING -Exceptional client service, unwavering integrity, and ethics are true, professional differentiators -A good track record of successful transactions, and endorsements from previous clients help win listings -Marketing to buyers by showcasing a comprehensive marketing plan, competitive pricing, and a strategic approach to highlighting a property's unique features -Working with sellers: emphasize a property's value, negotiate terms favorable for them, and leverage high demand to secure the listing at a favorable price

WHEN TO REMIX -When listings linger show commitment and adaptability by reassessing marketing and pricing -Whether it’s your expired listing or someone else’s coming to you, approach it with transparency, empathy, and a clear plan for revitalizing its appeal -Maintain an extensive database of local buyers to strategically target potential new interest for expired listings

Next Level Your Leads with Market Leader

Learn how to leverage the power of ChatGPT to grow your real estate business and get more leads. Get this practical guide that reveals example prompts, lead gen tips, writing pointers, and other AI tools.

DOWNLOAD TODAY! EXIT Premier Partner

V12 I2 9

VISION A COLUMN BY LORI MULLER, PRESIDENT - U.S.

Winning today is not winning tomorrow. There’s no better time than now to start planning out Q1 and beyond for 2024. You know what they say about goals without a plan. Wishing will only take us so far. Build with these tips in mind to help ensure your business gains winning momentum: CREATE AN ACTION PLAN: Develop a detailed office plan outlining the steps you need to successfully achieve your 2024 goals. Consider strategies, timelines, and tactics, and take into account the lessons you’ve learned in Q4. Breaking goals down into small, actionable steps assists you in achieving them, but also keeps you on track and focused.

LEVERAGE TECHNOLOGY TOOLS: Real estate software and CRM’s streamline operations, track leads, and manage client relationships efficiently. Not only does EXIT give you amazing tech tools, but we also have partners with a vested interest in supporting the growth of your business.

Learn more by checking out EXIT’s Techinars online.

MARKET & INDUSTRY KNOWLEDGE: Stay connected to local market trends and economic conditions. Understanding these allows you to make informed decisions and adapt strategies with clients. What are the current real estate advocacy issues, political lobby efforts, ongoing legal battles, changes in practices and so on?

TRAINING AND SELF DEVELOPMENT: Your business is You Inc. Attend EXIT webinars, trainings, and events, locally, regionally, and nationally.

Continual education is vital in this ever-changing business. Education is power and sets you apart from your competition.

ADAPT AND INNOVATE: To reach new frontiers in your business, you must be open to trying new strategies and adapting to changing market conditions. No client or home is the same, so no marketing consultation should be. Innovate by doing what others aren’t and let EXIT’s Marketing Center help you with that.

"Continuously improve your daily routines, habits, and standards of practice and increase your chances of success before the end of Q4 and beyond."

10 V12 I2

To Platinum & Beyond A platinum anniversary represents 20 years, 240 months, or 7,300 days of someone’s life.

You see this level of commitment, loyalty, and longevity from several of EXIT's corporate staff, not to mention many who have proudly served EXIT for years beyond that, such as, Co-Chair, Tami Bonnell, who is celebrating her 25th anniversary.

Join us in congratulating these individuals this year, for their 20+ years of service to our company and our associates in their real estate journeys. Over 75% of our staff have been with us for a decade or more, and we want to thank all of you for your dedication, both in the spotlight and behind the scenes, to help make this brand the success that it is.

Tami Bonnell

YEARS OF EXCELLENCE

Co-Chair

27 YEARS Steve Morris Founder & Co-Chair

Erika Gileo COO

Joyce Paron CEO - CDN Division

23 YEARS

22 YEARS

Maria Louisa Rick Orzakovski Vandenburg

Param Sangha

VP Operations

23 YEARS

26 YEARS

MEMO Architect

Sr. MEMO Programmer

Christina Luis Sr. VP

Angel Tucker MIND-SET Trainer

Susan Harrison Sr. VP

21 YEARS Sharron Richardson

Mena Leoncini

Training & Events VP Broker Services Coordinator

Paul Mann Sr. MEMO Programmer

20 YEARS Janice Petteway

Director of Brokerage Dev.

Christine Ireborg

Director of Graphic Design

Melanie Robitaille

Sr. Staff Writer & Graphic Designer

Sara Gileo Sr. Accounts Receivable Manager

#LOVEXIT V12 I2 11

HONORS LEADERSHIP

From left, Maria Patterson, Dermot Buffini, Tami Bonnell and Jay Featherston.

Toronto, ON - During RISMedia's 27th Annual Power Broker Reception and Dinner in Anaheim, California EXIT Realty Corp. International Co-Chair, Tami Bonnell, was honored with the prestigious Leadership Award.

Sponsored by Buffini & Company for the past 24 years, the honor was presented to Bonnell by company CEO, Dermot Buffini who was quoted as saying, "I don’t think I’ve ever seen more of a need for really good leadership right now.”

For the past 25 years, Bonnell has been a pivotal force behind EXIT's brand and its growth across the U.S., inspiring individuals from all corners of the industry, believing you have to put your heart into leadership while putting your people first.

Visit the Resource Center for full details and flyers

12 V12 I2

IT'S ABOUT THE COMPANY YOU KEEP

We invest in you like you invest in us. Visit joinexitrealty.com today

POWER PROMPTER

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

The age of AI has arrived. Let that statement just sink in for a moment.

Those of us here today can all say we witnessed its public release.

Many of us have also had plenty of time to take in Hollywood depictions, think about its impact, and form our own opinions.

So, now that it’s in our hands for everything from business to pleasure, what real estate agents really making of it?

Generative AI seemingly took the world by storm in 2023, being adopted and integrated into any number of businesses, social media platforms, and content creation apps. For prodigious businesswoman, and EXIT real estate professional, Marki Lemons-Ryhal, she’s now making a seven-figure income, as opposed to her usual six, thanks to AI platform, ChatGPT. “The first time I used [it], I instantly believed it was the world's greatest business tool…Today I advocate for ChatGPT and AI tools because my productivity has increased by 260%,” said the pro who now has her own AI avatar image, as seen above.

She’s a self-confessed early adopter of most things on principle, and despite being an author, trainer, speaker, podcaster, and avid marketer, Marki’s mind has not changed from the moment she created an account saying, “The first night I used it, it eliminated my long to-do list and helped me vet ideas and create content.” And you can just imagine how long that list was too!

14 V12 I2

“We must tell all AI tools what we want, the tone in which we want it, the format to deliver, and the role it should play. The better the direction (prompt), the better the outcome...Your prompt will vary depending on your mood; therefore, you should pick a tone based on how you want people to feel.”

Marki describes ChatGPT as a productive, electrified, trained assistant that’s available to any real estate professional both for free or paid subscription anywhere they have internet access. It works 24/7, 365 days a year, and can speak over 100 languages.

“I use AI multiple times every day…It gives me the best results. I can access over 1,000 plugins, custom instructions, and advanced data analysis,” she shared of her increased paid subscription usage. She believes you pay for what you get and in not tripping over dollars to get pennies. But even she admits that as an entrepreneur a budget should be set for it like any other marketing.

However, as many have found, a paid account will only take you so far. The real power of ChatGPT, and many generative AI technologies, lies within the prompt. The prompt being the query a user types in to generate the image, or text response (in ChatGPT’s case).

“We must tell all AI tools what we want, the tone in which we want it, the format to deliver, and the role it should play,” she explained. “The better the direction (prompt), the better the outcome. Poor results are generally the result of poor input. Your prompt will vary depending on your mood; therefore, you should pick a tone based on how you want people to feel.”

Her quick grasp and early success gave her an opportunity to be one of six influencers recently featured in a National Association of REALTOR’S® blog sharing their real estate prompts that packed a punch. Also featured was long-time friend and fellow influencer, Katie Lance, who like Marki, continues to educate real estate professionals on all things social and AI. Of the many prompts Marki uses, it was her lifestyle marketing one that was top of NAR’s® list.

To get some variation, occasionally Marki will defer to other platforms like Google’s Bard, Microsoft’s new Bing, and AI startup Anthropic’s Claude, and finds the AI functionality of Canva, Descript, Midjourney, and AIPRM quite beneficial for content creation. She uses them for things like continuing education approved classes, presentations, image needs, and videos. In fact, she revealed in a recent EXIT techinar that she published every single one of her books using the paid version of Canva.

Marki knows, like with all other things she does in real estate, that she’s bound by certain guidelines saying, “I need to use the same prudence as I’ve always used and adhere to the most stringent principles to ensure I’m adhering to all the rules that apply to me and my business.” But while many people’s perceptions of AI remain mixed, Marki isn’t afraid of it replacing her at all. She does know that another real estate professional using it could, so she’s going to continue making the most of it in her business.

Listen to Marki on The REALTOR® to REALTOR® podcast series, where she aims to change the industry conversation.

Hear her mix it up with real estate professionals across the country, discussing the methods they’re using to address market challenges, improve sales or save time and money.

CLICK HERE for listening options & details.

V12 I2 15

You Are Your

Agency

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

WHAT KIND OF AGENT ARE YOU?

THE CHAOS AGENT

This type of agent often brings more chaos than organization to what they’re doing. Maybe planning isn’t your strong suit, or you’re at the tipping point of needing extra help. You may struggle with constantly running late, never feeling like you’re on top of things, and you could come off as flaky for routinely overbooking or taking on too much. Try a powerful CRM from EXIT’s Ancillary Network or the new Office Portal on the Resource Center to get organized and automated. Perhaps it’s also time to put out some feelers for good administrative help.

THE CHANGE AGENT

How many real estate brands have you experienced prior to this? Some change is natural in a life-long career like real estate, but if you’re regularly hopping from brand-to-brand, that might be a sign it’s time to do a little more homework before deciding whether something is a good fit for you. You should be choosing the brand that invests as much as you by choosing you. That’s why interviewing with as many as you can after first getting licensed is so crucial. Priorities change over time, but too much change can inadvertently brand you as a bad investment.

THE DOUBLE AGENT

Do you have a foothold in two different careers? Though entry into real estate in some places, and the concept of it may seem simple, it’s not an easy business by any means as many have come to realize. It’s back to reality and the basics with markets cooling off, and that means having to work and focus, full-time, on what you want to truly succeed. If you’re not in it to be of service to the people at the heart of this business, it’s time to ask yourself if a full-time future in real estate is really what you want.

16 V12 I2

There are many personal characteristics that influence our individual agency and how we conduct business. If you identify with any of these, maybe this is your sign to do something about it.

THE SECRET AGENT

You’ve passed the exam, gotten your license, and you’re working your way through office onboarding and orientation, but how are you getting your message and your face out into the community as a real estate resource? Simply telling friends and family will only take you so far, and most find that’s not far at all. Do you always have a business card to hand out or a Mobile Business Card™? How often are you engaging in local events or with other businesses? Maybe it’s time to join the local Chamber of Commerce, sit in on a government planning meeting, or target a specific market on social media with the EXIT Ad Center. You have to be seen and heard to get noticed.

THE FREE AGENT

Things have definitely changed, but when was the last time you were regularly going into the office to connect with fellow agents and staff in your office? Do you continually find reasons to opt out of office meetings, or team building activities and trainings? You might be an independent contractor on paper, but your brokerage is your place to hang your hat, brainstorm, shadow, mentor, or learn with others. EXIT is built on human potential, and on a culture of synergy that turns into family. You’re not in this, nor do you have to go it, alone.

EXIT can help you grow both personally and professionally by taking you from a transactional agent to a true entrepreneur, no matter your strengths or weaknesses. Visit joinexitrealty.com to learn if we’re the right company for you.

V12 I2 17

Have You

Unlocked Your Earning Potential?

At EXIT you have the unique opportunity to earn supplemental lifestyle income, build and enhance a future retirement for yourself, as well as a financial legacy for your family. Now, imagine being able to share your why and the potential that is EXIT with everyone and anyone through a personalized portal specifically meant for sponsoring! How many professionals do you know in real estate looking for a better way of doing business, or more from their career?

Put EXIT’s Sponsoring Center To Work For You

Want to learn more about sponsoring?

Text 4MM to 85377 or visit joinexitrealty.com/formula

WHERE DOES BRANDING BELONG?

BY ANNETTE ANTHONY, DIRECTOR OF CORPORATE ENGAGEMENT

E

ffective personal branding is essential for building a strong and memorable presence in the marketplace, but does that mean a sales pitch or plug is right in every situation? Inauthentic, tactless, or forceful promotion can often turn people off so reading the room is just as essential as building your brand.

In my travels across North America, I’m constantly learning from seasoned and bold emerging real estate professionals. Here are my top five "do's" and "don'ts" to consider. Use this as a worksheet and see how you rank. Highlight areas where you see opportunities for improvement and prioritize your efforts to make a great impression.

"Effective personal branding is an ongoing process that requires careful planning, monitoring, and ongoing adjustment. Protect while you build and maintain a strong, authentic brand that resonates with your target audience and it will stand the test of time."

V12 I2 19

 Define Your Brand Identity: Clearly define your brand's mission, values, personality, and unique selling proposition. Understand what sets you apart from competitors and use this as the foundation for all branding efforts.  Consistency is Key: Maintain a consistent brand image across all touch points, including your updated profile photo, website, social media, marketing materials, consumer app, and tools you use for your customer interactions. Consistency builds recognition and trust but remember you don’t have to be everywhere all at once.

DO'S

 Know Your Target Audience: Understand your target audience's needs, preferences, and where to find them both on and offline. Adjust your branding and messaging to resonate, showing how your knowledge, experience, and service can support clients as an invaluable resource.  Know and Convey your WHY: Use storytelling to create an emotional, authentic connection with your audience. Share your brand's history, values, and vision in a way that engages with customers on a personal level.  Adapt and Evolve: Stay current and relevant by adapting to changes in the market, technology, and consumer behavior. Continuously evaluate your branding strategies and be willing to evolve by learning new ways to connect and refresh as needed.

 Don't Blindly Follow Trends: Beware of conflicting messaging in branding and avoid constantly changing without a clear reason. Chasing the latest design, marketing, or social platform trends without considering whether they align with your brand's identity can confuse or alienate your clients. Trends come and go, but your brand's core identity should remain consistent.

DONT'S

 Don't Copy Competitors: While it's important to stay aware of competition, copying their branding can make you appear unoriginal. Instead, focus on what makes you unique, distinctive, and authentic.  Don't Neglect Feedback: Ignoring customer comments, positive or negative, can damage your brand's reputation. Actively listen to and engage with customers to address their concerns and build trust.  Don't Overcomplicate: Simplicity often works best in branding. A clear and straightforward message is more memorable.  Don't Ambulance Chase: There are times when someone will undoubtedly need a real estate professional, but these can also be delicate situations like divorces or deaths, where people need a person, not a pitch. It’s true that you never know when a conversation about real estate may come up, but using every holiday gathering, party, or milestone event you’re invited to as an opportunity to pass out business cards can send a negative message.

20 V12 I2

Giving 'Em

SOMETHING TO TALK ABOUT

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

“Either you’re telling your EXIT story, or your competitors are, and they’re not going to get it right!”

ANGEL TUCKER MIND-SET TRAINER

The term public speaking elicits thoughts of standing in a spotlight on stage, but the truth is, it doesn’t matter whether you’re talking to one person or 100. These skills are the cornerstone of lasting relationships, something every business must have in order to survive, because every business deals with people. They’re also quintessential in real estate for everything from prospecting to conducting listing presentations.

Regardless of your years in business, if you want to resonate everywhere you go, EXIT Realty’s two-day Ambassador Training experience will help you break through personal inhibitions and build your confidence to control any narrative. And because there are so many benefits and lifestyle layers to EXIT’s value proposition, for both clients and professionals, there’s lots to talk about.

“If you're not telling the story, who is?” asked Ambassador Trainer, Mike McCarron, EXIT’s Supervisor of Growth & Development for Canada. “And then, more importantly, what are they saying?”

Storytelling, or story marketing is a huge trend right now that can be used in both the in-person and digital arenas. And when conversion depends greatly on your passion and your why, learning how to express that in language is the most powerful place to start.

“I've never come across any other training or philosophy that rivals what the Ambassador program offers. It truly is the foundation to building the life you want. The value it brings far

V12 I2 21

Erica Nasby MIND-SET Trainer

Angel Tucker MIND-SET Trainer

Many professionals have unwittingly built promotional strategies based solely upon the passive realm of digital marketing. This deprioritizing of active, in-person engagement has lessened our ability to hold conversations, share, and find common ground.

exceeds any investment of time and money. Every critique I've received has been overwhelmingly positive, with people recommending it for everyone,” shared Ambassador Trainer, Rick O’Neil. “Even young people, still in their teens, have embraced the Ambassador course with confidence, engaging with experienced agents throughout the community. They don't have to be experts in real estate; they become experts in explaining the EXIT system to anyone. The heart of EXIT is all about lifestyle, going beyond mere monetary gains, and that's something unique to our organization.”

Initially created by EXIT’s Director of Leadership, Bob McKinnon, Ambassador Training now features four of EXIT’s top instructors and coaches, Erica Nasby, Angel Tucker, Rick O’Neil, and Mike McCarron, each inspiring in a small group setting for maximum personal attention.

Nurturing the person behind the agent is a fundamental at EXIT, so agents can then go out and put their clients first. “Treat me like just another paycheck,” said no client ever, so Ambassador aims to help individuals hone their personal EXIT manifesto to effectively share their beliefs, strengths, and distinct EXIT story. Because when someone can feel your sincerity, it builds trust.

Many acclaim this training as a first-hand, must-have experience because of the raw feeling factor at each session that comes with the breaking down of personal barriers and limiting beliefs. It asks each participant to reach deep within and come away forever changed, an unexpected but equally transformational experience for the trainers themselves.

“When we’re together for two days, I get inside their heart,” Mike explained of the gift it is to watch people experience their turning point moments. “It gives me goosebumps and the hair stands up on the back of my neck just talking about it. I also talk to them about vibrations and picking up on people’s energy in the room.

I want them to understand the concept of presence.”

It’s an important concept too, Angel agrees, in a time when a person’s mindset can mean everything, saying, “The world throws so much our way. It’s hard to stay positive in a negative environment. It’s up to each individual to make the decision to see things with a good ‘mindset,’ so getting your mind right and practicing positive habits makes all the difference!”

Do you want to make a better impression or speak with authority? Do you want the authenticity that comes with the confidence in knowing what to say, and how to say it? Do you want the same for your agents?

THAT’S THE AMBASSADOR EDGE.

Rick O'Neil MIND-SET Trainer

22 V12 I2

Michael McCarron Supervisor of Growth & Development - Can.

2023CONVENTION

PLAQUE AWARDS TRI-REAL-A-THON Sandra Hussey, Sales Representative – EXIT Realty Group, ON INTERNATIONAL REGIONS OF THE YEAR Kenny Lynn & Stacy Strobl, Regional Owners – EXIT Southeast Troy & Kathy Dooley, Regional Owners – EXIT Realty Alabama/Mississippi Bill Pankonin, Regional Owner – EXIT Realty Upper-Midwest TOP REGIONAL FRANCHISE SALES #1 Kenny Lynn & Stacy Strobl, Regional Owners – EXIT Southeast #2 Troy & Kathy Dooley, Regional Owners – EXIT Realty Alabama/Mississippi #3 Bill Pankonin, Regional Owner – EXIT Realty Upper-Midwest TOP GROSS GCI IN NORTH AMERICA Sandra Hussey, Sales Representative – EXIT Realty Group, ON TOP UNIT PRODUCER IN NORTH AMERICA Kyle Johnson, Sales Representative – EXIT Realty Associates, NB TOP LISTER IN NORTH AMERICA Jeremie Fontaine, Sales Representative – EXIT Realty Associates, NB

MILLION DOLLAR CIRCLE Sandra Hussey, Sales Representative – EXIT Realty Group, ON Kyle Johnson, Sales Representative – EXIT Realty Associates, NB Maggie Tessier, Franchisee – EXIT Realty Matrix, ON Carl Vasile, Sales Representative – EXIT Real Estate Properties, FL Shaly Dhanjal, Sales Representative – EXIT Realty Consultants, CA Tanya Myre, Associate Broker – EXIT Realty Matrix, ON Tatyana Sturm, Associate Broker – EXIT Realty DTC/Cherry Creek/Pike’s Peak, CO

©

Bo bb

ie

Ca rly

le

TOP SALES VOLUME IN NORTH AMERICA Sandra Hussey, Sales Representative – EXIT Realty Group, ON

" I T ' S N OT A B O U T C O N T R O L L I N G E V E RYO N E E L S E ,

IT'S ABOUT CONTROLLING YOURSELF." —STEVE MORRIS, FOUNDER & CO-CHAIR

V12 I2 23

HIGHEST GROSSING OFFICES Multiple Offices 1. Steve & Izabela Forbes – EXIT King Realty, FL 2. Marc & Sheryll White – EXIT Realty DTC/Cherry Creek/Pikes Peak, CO 3. Kris Klair – EXIT Realty Consultants, CA 4. Kristen Trembinski & Jamie Coccimiglio - EXIT Realty True North, ON 5. Maggie Tessier - EXIT Realty Matrix, ON Single Office 1. Parise Cormier – EXIT Realty Associates, NB 2. Dave Sawler & Philip Duplisea – EXIT Realty Advantage, NB 3. Chris Harrison & Joe Arnone – EXIT Realty Horizons, NM 4. Sterling Stephens – EXIT Realty Metro, NS 5. Gene McGuire and Russell McGuire – EXIT Realty of Lubbock, TX

HIGHEST PRODUCING OFFICES Multiple Offices 1. Nick Libert - EXIT Strategy Realty, IL 2. Steve & Izabela Forbes – EXIT King Realty, FL 3. Val & Kim Connell - EXIT Realty Town & Country, NS 4. Kristen Trembinski & Jamie Coccimiglio - EXIT Realty True North, ON 5. John Farrell & Robert Farrell - EXIT Realty Homeward Bound, NY Single Office 1. Parise Cormier – EXIT Realty Associates, NB 2. Dave Sawler & Philip Duplisea – EXIT Realty Advantage, NB 3. Chris Harrison & Joe Arnone – EXIT Realty Horizons, NM 4. Gene McGuire and Russell McGuire – EXIT Realty of Lubbock, TX 5. Sterling Stephens – EXIT Realty Metro, NS

TOP TEAMS

1. Carl Vasile, Team Vasile – EXIT Real Estate Property Solutions, FL 2. Maggie Tessier, Tessier Team – EXIT Realty Matrix, ON 3. Jacey-Kay Carter, JCK’s Property Pros Team – EXIT Realty Property Pros, TX 4. Sandra Hussey, Team Fussy Hussey - EXIT Realty Group, ON 5. Marc Austin Highfill – The Marc Austin Highfill Team – EXIT First Realty, VA 6. Tanya Myre, Tanya Myre Team – EXIT Realty Matrix, ON 7. Karuna Nandrajog, K & S Nandrajog - EXIT Realty Hare (Peel), ON 8. Mark Seamone, The MarkThatSOLD Home Selling Team - EXIT Realty Inter Lake, NS 9. Eugene Dignum, E & S Dignum – EXIT Realty Hare (Peel), ON 10. Sherri Lonar, Sherri & Carrie Real Estate Team – EXIT Realty Town & Country, NS

24 V12 I2

BROKER OF THE YEAR West USA Shelley Low, Jessica Low, & Nick Johnson, Franchisees EXIT Realty Home & Ranch, CO Central USA Roger Jenisch, Franchisee - EXIT Realty Redefined, IL East USA Jeff Mistretta, Franchisee - EXIT Realty Achieve & EXIT Realty Premier, NY Canada Maggie Tessier, Franchisee - EXIT Realty Matrix, ON

ESPRIT DE CORPS West USA Sabrina Jones Schroeder, Franchisee - EXIT Real Estate Professionals, WA Central USA Roger Kopernik, Franchisee - EXIT Realty Premier, MI East USA Stephanie Verderose, Franchisee - EXIT Homestead Realty Professionals, NJ Canada Shelley Skidd, Sales Representative - EXIT Realty Advantage, NB

THOUGHTS TRIGGER FEELINGS,

F E E L I N G S I N S T I G AT E A C T I O N ,

ACTION CREATES RESULTS. START AFFIRMING TODAY FOR A MORE SUCCESSFUL TOMORROW

V12 I2 25

2023CONVENTION

PLAQUE AWARDS Top Sponsor - Producing Agent Laura Garrett, Sales Representative - EXIT West Realty, TX Top Recruiter - Franchisee / Management Mike Schulte, Recruiter – EXIT Strategy Realty, IL Superior Growth & Development Steve & Izabela Forbes, Franchisees - EXIT King Realty, FL Superior Brokerage Expertise Michael & Debbie Murdock, Franchisees - EXIT Realty Pro, TX Superior Brokerage Expertise Dave Sawler & Philip Duplisea, Franchisees – EXIT Realty Advantage, NB Ambassador Award Kelly Sitter, Associate Broker - EXIT Realty Twin Bridges, ON Humanitarian Award John Farrell & Robert Farrell, Franchisees - EXIT Realty Homeward Bound, NY Phoenix Award Angela Powel, Franchisee - EXIT Team Realty, GA

©

Bo bb

ie

Ca rly

le

Award of Excellence Marki Lemons-Ryhal, Associate Broker - EXIT Strategy Realty, IL

*based on production between 7/1/22 and 6/30/23

2023 CONVENTION PRODUCTION AWARDS CONTINUED ON PAGE 35

26 V12 I2

Award of Expertise Tina Hyatt, Franchisee - EXIT Results Realty, MD Trusted Advisor Daryl Ruff, Franchisee - EXIT Realty Hare (Peel), ON Administrator of the Year Cheryl Larson, Administrator - EXIT Realty Unlimited, IA Nasby’s Knuckles Marc Jesmer, Sales Representative - EXIT Realty Advantage, NB Technology Engagement Leader Ruben Young, Sales Representative - EXIT Realty of Lubbock, TX

WE'RE EXPANDING INTO NEW MARKETS Whether expanding existing operations or opening new doors, from veteran franchisees to burgeoning entrepreneurs, EXIT Realty is growing!

“Entrepreneurs and real estate professionals are attracted to EXIT Realty because of the opportunity to earn multiple income streams, make a positive impact in their communities, and aspire to build a lifestyle that lets them live their why.

EXIT also provides the opportunity for those interested in merging their existing operation with or being acquired by one of our many successful brokerages.”

CRAIG WITT, CEO - U.S.A.

LOCALLY OWNED | INTERNATIONALLY STRONG TEXT OWNEXIT TO 85377 OR VISIT JOINEXITREALTY.COM

COMMUNITY BUILDING

BY ROB DIPIERO, SALES REPRESENTATIVE, NS

Nearly every municipality hosts public community meetings for residents.

These gatherings usually involve the community leader, developers, and seekers of change. Your attendance signifies your dedication to your craft and is an opportunity to connect with the movers and shakers of your own town and city. We recently started to attend some of these meetings, and based on my experience these meetings have had a positive effect on our businesses in these four ways:

28 V12 I2

1 ROB DIPIERO

THE POWER OF BEING INFORMED

Imagine sitting across from a homeowner looking to downsize but who is unsure about their next move due to low inventory. What if you had insider knowledge from a recent town hall meeting where a seniors' complex was on the horizon? What if you were helping a young family try to decide between which neighborhoods to buy in, and you knew there was a new school being built in one of those neighborhoods? Suddenly, you become a valuable resource in both examples, positioning you not just as an agent, but as a trusted advisor. By attending these meetings, you arm yourself with insights that enable you to speak intelligently about the future of the community, making you an indispensable asset to both buyers and sellers.

3

2

BUILDING MEANINGFUL CONNECTIONS

Having community leaders’ numbers in our phones are one thing, but fostering genuine connections is what truly sets us apart. Real estate is built on relationships, and attending town hall meetings can introduce you to local leaders, face-to-face in an informal setting. These connections open doors to collaboration and cooperation, enhancing your ability to navigate the intricacies of real estate transactions. Remember, in a world where most communicate, but few connect, being the one who does both can be a game-changer.

DATA-DRIVEN DECISION MAKING

Municipalities often provide valuable data on population demographics, which can be a goldmine for your business strategy. By understanding the needs of different groups, you can tailor your services to cater to the changing landscape. Is your city experiencing growth or decline in population? Perhaps it's time to explore opportunities in new housing developments or investment properties. Staying informed empowers you to adapt and thrive.

SO, HERE'S YOUR CHALLENGE: Embrace your community and immerse yourself in the realm of community development meetings. Your next town hall gathering isn't merely a date on the calendar—it's an opportunity to learn, connect, and truly make a difference.

4

CONTENT FOR SOCIAL MEDIA

We all know the importance of having a strong social media presence, right? But sometimes it’s hard for us to come up with ideas to post. It’s not only about what we listed or sold. Community meetings are an untapped goldmine of ideas.

Attend, absorb, and then share what you learned.

Suddenly, you're the go-to source for juicy local updates. Your followers won't just hit the 'like' button; they'll see you as the trusted advisor because you always keep them updated about the things happening in their neighborhoods.

V12 I2 29

ant ICI pation

BY MELANIE ROBITAILLE

SR. STAFF WRITER & GRAPHIC DESIGNER

Commercial real estate has always been known for its long game with lucrative gains. Then came stay-at-home orders, interest rate hikes, and the loss of lenders but many in the business know and insist it’s still a sure bet.

In hindsight, it’s easy to see why many industry watchers questioned the future of commercial, a niche that Franchisee, Kris Klair of EXIT Realty Consultants in California has always dealt in. After the U.S. suffered “one of the swiftest economic declines in history” according to a 2021 REALTOR® Magazine article, retail and commercial office space took a huge hit as caution increased around leasing. But Kris, and like-minded investors saw opportunity. “[People] are seeing that the commercial business is here to stay whether there’s a pandemic or not.

The smart ones took advantage of the temporary downturn,” he explained. “We’re seeing more of the lending side of the commercial real estate vacate due to high interest rates, however overall, we’re seeing a demand in commercial needs. We’re seeing more people taking up office space and retail space lately, and I think that’s due to people getting back to work after the pandemic and getting tired of hiding behind a digital screen. There’s nothing better than shaking hands and making business happen.”

EXIT Realty Upper Midwest Regional Owner, Bill Pankonin sees a different outlook in his Minnesota marketplace saying, “Currently higher interest rates along with lending institutions tightening their standards have required investors to sharpen their pencils and sellers to reconsider pricing options…

The demand for office space in many areas waned dramatically and has continued. Many large office buildings are now being retrofitted into apartments, condos, and other uses. Food and hospitality were also hit hard. The hotel industry has since rebounded but the restaurant industry is still wavering. Investors continue to look for value and they have to consider many factors with the ongoing interest rate environment.”

Commercial is only a part of the greater ICI, or Industrial, Commercial, Investment real estate sector.

So, while some areas remain in a state of rebounding and reconfiguration, savvy professionals set their sights on the industrial and investment portions, because well, owning any real estate is considered a safe hedge against inflation. In fact, investors were blamed for “contributing to the inventory shortage in 31 of the top 50 U.S. markets” according to another Markets Most Affected by Investors REALTOR® Magazine article.

30 V12 I2

The stark reality is, when push comes to shove, pivoting happens. That’s why more creative commercial financing options are being seen, mixed used residential is now booming, and real estate investment trusts or REIT’s are making it easier for residential agents to get into the commercial side of things. ICI is a very different beast than residential though according to Kris, who owns a nine-office operation. He says experience, timing, and liability are the top three major differentiators when asked about the good, the bad and the ugly of servicing this niche. While having an in-house ICI division in his offices has brought major benefits, he also issued a caution to owners thinking about the same. “[It] creates more of a one-stop shop...But the must-have when doing this is the experience in commercial. The liability can come back and haunt an agent if they don’t know what they’re doing.”

These liabilities can encompass everything from a client’s debts and outstanding business loans to a building’s structural integrity, and because there are often several stakeholders from owners to subtenants, Bill agrees that knowledge and professionalism is tantamount saying, “Having the ability for a residential agent to refer to a commercial agent in house is a big plus. Let the professional ensure all will be handled right, increasing your chances to get paid via a referral. It’s a smart business.”

For agents, Kris and Bill recommend obtaining the Certified Commercial Investment Member designation, however both are also big proponents of learning on your feet, fully engaging in commercial or investment training and seminars, as well as finding a mentor in office where possible.

Bill sees many agents make the mistake of “dabbling” in ICI and warns those thinking about making the transition to keep a good residential pipeline going while training and shadowing. Because despite all the market has been through, he says, “Like all sectors of the real estate industry, there are market shifts. Having a good database of investors and clients is a must.”

According to NAR's® October 2023 Commercial Real Estate Market Insights Report industrial and warehouse spaces are the leader in ICI markets, followed by the trending multifamily sector, and a consistently rebounding hotel and motel sector. Shifts in business operations and buyer tendencies have left office and retail space dealing with record high vacancy rates, although AI firms in need of space along with strong public spending and rent growth rate easing show possible signs of promise for both.

This pause in the residential side of the industry may offer the perfect time for agents considering making a move into ICI, a space that although is still experiencing some uncertainty, anticipates many more lucrative opportunities in the future.

Kris Klair Franchisee

Bill Pankonin Regional Owner

“There are still many small investors and business owners who would like to invest but need the help and education from a trained real estate professional. That’s an underserved part of the market.”

—Bill Pankonin, REGIONAL OWNER

V12 I2 31

ATTACKING COMPLACENCY Activate Your Prey Drive

"Persistence is the willingness to do things you don’t want to do, to have something you want.”

MICHAEL BURT AUTHOR & SPEAKER

32 V12 I2

Nashville, TN - Michael Burt, infamously known as “Coach Burt” is a nationally respected business coach and speaker, former women’s championship basketball coach, and author of 17 books, but when he stepped on stage at the 2023 EXIT Southeast Rally, he admitted that he still conquers anxiety daily in an effort to constantly reach for a mindset of success.

He elaborated on how he attains a positive state or avoids the “sewer mentality” as he referred to it, saying, “I like to listen to something to motivate me. Try positive uplifting music to engage your mind. Ultimately, I go to bed tired. Wake up hungry. The cycle goes to zero every night and you begin again.”

He addressed the crowd of agents and franchisees from across Texas, Kentucky, Georgia, Florida, and his home state of Tennessee on the principle of activating, or re-activating in some cases, your Prey Drive. This drive, or instinct to pursue, is a topic he covers in his latest book Flip the Switch that explains how to attack complacency.

“Confidence is the memory of success. Success is an internal knowing; knowing how to win. One negative thought can activate fear, worry, or anxiety and it produces a stress in the body leading to low or negative performance,” he said, explaining that activating one’s Prey Drive helps steer clear of this.

He does this using four key methods through body, mind, spirit, and heart techniques.

He showed EXIT Southeast associates how an active Prey Drive resonates through all levels of the real estate sale, especially when it comes to following up and following through, explaining the importance of being persistent in your drive and engaging with clients after they close a deal with you.

His coaching roots shone through when he described intensity as a game; one played for fun with competitors as a necessity for getting where you want to be. He shared how he sees complacency as a rampant problem in the world today, and that ultimately, activating your drive is entrenched in helping others.

“The desire to help people has to be greater than our desire to be comfortable…Your success is only predicated by what you do. I prospect every day, follow up every day, even when I don’t feel like it.”

Have you lost yourself? Are you disengaging from work? Did you start your career fired up only to fizzle out? It’s true we’ve all been through a lot but maybe it’s time for you to re-activate your Prey Drive too.

JOIN EXIT REALTY TODAY CDN DIVISION Eastern Ontario A.J. Plant 613.706.0633

U.S. DIVISION

MIKE MCCARRON, SUPERVISOR GROWTH & DEV. - CAN Northern Ontario Kristen Trembinski 705.942.6500

Florida, Georgia, Kentucky, Tennessee & Texas Stacy Strobl & Kenny Lynn 1.877.394.8791

Arizona, California, Hawaii, Nevada, Oregon, Utah & Washington Rick DeLuca - 541.480.4471

Colorado, Indiana, Illinois Iowa, Kansas, Michigan, Minnesota, Missouri, North/ South Dakota, Nebraska, Wisconsin & Wyoming Bill Pankonin - 612.414.4022

Connecticut & Rhode Island Melissa Shea - 631.343.8700

Greater Toronto Area Marie Kozak 647.404.5691

LORI MULLER, PRESIDENT - U.S. DIVISION 920.410.8805

Alabama, Arkansas, Oklahoma & Mississippi Kathy & Troy Dooley 855.811.3948

Alaska, Delaware, D.C., Maryland, Ohio, Pennsylvania Upstate NY, & West Virginia Lori Muller - 920.410.8805

South Western Ontario Lynn & Greg Findlay 519.312.8644

1.866.206.9309

Massachusetts, Maine, New Hampshire & Vermont Mike Wohl - 617.318.7933 North & South Carolina Michael Washburn 843.343.3947 New Jersey Jack Da Silva & Shana Meyer 973.466.0003

Idaho & Montana Tina & Max Coleman 406.360.5278

New Mexico & El Paso, Texas Chris Harrison - 575.496.0141 Joseph Arnone - 575.644.6300

Louisiana Wayne Hall - 337.463.1000

New York Metro Hector Castillo - 631.421.3948

Virginia Bernadette Cole, Koy Banks & Randy Barrows 800.508.6800

JOIN EXIT REALTY’S TEAM OF REGIONAL LEADERS OR BECOME A FRANCHISE OWNER ACROSS NORTH AMERICA TODAY!

V12 I2 33

EXPERIENCING

EXPANSION

MIDWEST MIDWEST SOUTH SOUTH

C E L E B R AT I N G N E W R E G I O N A L G R O W T H

Toronto, ON - EXIT Realty Corp. International recently announced the expansion of EXIT Realty Upper Midwest to include Colorado, Indiana, Kansas, Missouri, Nebraska and Wyoming.

The region, also comprised of Minnesota, Iowa, Wisconsin, North Dakota, South Dakota, Illinois, and Michigan, is currently home to more than 100 brokerages. Its dynamic leadership team includes Regional Owner, Bill Pankonin and his son, Cade Pankonin, Chief Financial Officer and Regional Director.

This expansion paves the way for one of the company’s most successful regional owners to expand the company’s footprint even further.

“Cade and I are very excited to add the additional broker owners, agents, and states to the EXIT Realty Upper Midwest family of agents and offices. We welcome the opportunity to support the existing offices, to put EXIT Realty on the map in the six new regions with perseverance and integrity, and to offer real estate agents and their families better opportunities through EXIT Realty’s unique model,” Bill said.

Thrilled to extend the EXIT Realty family even more, EXIT Realty Corp.

International also announced that Regional Owners, Kathy and Troy Dooley are taking on leadership roles for EXIT in the states of Arkansas and Oklahoma.

The Dooley's along with Director of Operations, Franke Joehl, have experienced exceptional growth and development in both Alabama and Mississippi, having expanded their EXIT Realty Alabama & Mississippi footprint to almost 60 markets across both states.

“This expansion opens doors for those looking to establish their own real estate brokerage or owners of brokerages wanting to take their business to the next level,” shared Kathy. “With steadfast dedication we're committed to nurturing real estate agents, unlocking their fullest potential through exceptional leadership, guidance and training.”

"When you have a company that provides opportunities that positively impact families and communities, it's destined for success."

34 V12 I2

CRAIG WITT, CEO - USA

2023CONVENTION

CUMULATIVE CIRCLE AWARDS Emerald Circle (750 sides accumulated) Charles Chang, EXIT Realty Team, NY Ricky Cote, EXIT Realty Associates, NB Andy Gerron, EXIT Realty of Lubbock, TX Roger Kopernik, EXIT Realty Premier, MI Tatyana Sturm, EXIT Realty DTC, Cherry Creek, Pikes Peak, CO Steve Yoston, EXIT Realty PEI, PEI Ruby Circle (500 sides accumulated) Scott Allison, EXIT Realty Metro, NS Anthony Domathoti, EXIT Realty Premier, NY Mohamad Elgoarany, EXIT Realty First Choice, NY Adam Foland, EXIT Realty Advantage, SD Jeremie Fontain, EXIT Realty Associates, NB Sherri Lonar, EXIT Realty Town & Country, NS Kristen Trembinski, EXIT Realty True North, ON Sapphire Circle (250 sides accumulated) Clarissa Azevedo, EXIT Realty Consultants, CA Simon Bedard, EXIT Realty Matrix, ON Vicky Bouchard, EXIT Realty Crutcher, KY Shaly Dhanjal, EXIT Realty Consultants, CA Candice Hodges, EXIT Real Estate Consultants, LA Lori Kabrick, EXIT Realty Living, AZ Lori Lopez, EXIT Realty Choice, KY Aleya Majid, EXIT Realty Homeward Bound, NY Ashley Murdock, EXIT Realty Pro, TX Surinder Nandrajog, EXIT Realty Hare (Peel), ON Heather Naus, EXIT Realty Town & Country, NS Angela Newcomb, EXIT Real Estate Professionals, WA Beata Nowak, EXIT Realty Redefined, IL Keith Quigley, EXIT Realty Preferred, NC Slawek Rachmaciej, EXIT Realty Redefined, IL Brad Sanderson, EXIT Realty Midwest, IA Misty Szczech, EXIT Realty Midwest, IA

V12 I2 35

2023CONVENTION

PRODUCTION AWARDS Titanium Elite Award (200+ sides closed) Kyle Johnson, Sales Representative - EXIT Realty Associates, NB Titanium Award (150+ sides closed) John Farrell, Jeremie Fontaine, Gary Watson Platinum Award (100+ sides closed) Janie Andrews, Dino Cates, Jamie Coccimiglio, Shauna Denton, Anthony Domathoti, Mohamed Elgoarany, Tammy Fredericksen, Marc Highfill, Kathy Hobbs, Sandra Hussey, Nicole LeBlanc, Tanya Myre, Surinder Nandrajog, Karuna Nandrajog, Kristopher Snarby, Maggie Tessier Gold Award (75+ sides closed) Simon Bedard, Serge Bourque, Naomie Caron, Antonio Costa, James Crumley, Kerry Culberson, Stephen Dignum, Eugene Dignum, Michael Doiron, Gregory Goff, Boyd Grainger, Lori Kabrick, Krista Martin, Susan Meyer, Slawomir Rachmaciej, Richard Reid, Dana Reinders, Luther Richmond, Kristal Saenz, Mark Seamone, Timothy Smith, Nicole Smith, Carl Vasile, Kathlene Vetten Silver Award (50+ sides closed) Chantal Albert, Shawn Arbeau, Pierre Basque, Joshua Berngard, Emran Bhuiyan, Alison Boone, Albert Bricker, Angela Brown, Rebecca Bulluck, Charles Chang, Christina Charbonneau, Irma Chavez-May, Noelle Coleman, Clinton Conner, Jaime Cooper, Ricky Cote, Sommer Crosby, John Dableh, Christie Daugherty, Kent Davies, Amandeep Dhanjal, Pam Doak, Heather Driscoll, Gerald Elbert, Bruce Evans, Robert Farrell, Angela Ford-McKinnon, Marylou Frost, Barbara Gallo, Santino Gance, Charles Gerron, Dominic Gervais, Flor Gonzalez, Julie Green, Alexis Harris, Kristin Hawley, Donnita Hill, Andrew Hubba, Jenna Kelley, Holly Kennedy, Jacqueline Kimball, Roger Kopernik, Kimberly Kreiss, Josephine Livingstone, Sherri Lonar, Aleya Majid, Jim McKinnon, Curtis Najdzion, Lamoura Nettles, Kimberly Porco, Carrie Poyser, Janice Purdy, Donald Reitz, Kelly Richter, Daniel Rollings, Bradley Sanderson, Jill Santandrea, Kyle Schneider, Kristi Shorts, Shelley Skidd, Kane Smith, Kyla Stanick, Jeremy Stansbury, Tatyana Sturm, Misty Szczech, Courtney Thompson, Gary Trembinski, Jorge Vazquez, Gregory Vurganov, Wendy Weeden, Cheryl Weeman, Glenda White, Michael Wright, Ronald Young, Stephanie Zarr, Ryan Ziltner

36 V12 I2

2023CONVENTION

PRODUCTION AWARDS Bronze Award (25+ sides closed) Charles Acoba, Lisa Addy, Sonia Ahmed-Rollins, Rebecca Allen, Scott Allison, Jennifer Allman, Kristie Allred, Albert Amalfitano, Kayla Aulwes, Clarissa Azevedo, Anthony Bahou, Barry Bailey, Robert Baird, Janice Barrett, Christopher Basdeo, Adam Bedenbaugh, Brittany Bekkers, Renee Belong, Dennis Bentley, Jr., Ronald Billman, Luc Bilodeau, Ralph Blanton, Dallas Boerm, Betsy Boudreau, Andre Boudreau, Kellie Bowling, Chris Boylan, Meghan Bradd, Amy Bragdon, Kimberly Branch, Rosa Branco, Leslie Bridge, Joshua Brokiewicz, Christopher Brooks, Heidi Brown, Dennis Buchheit, Jade Buckman, Melissa Burge, Mark Burgess, Dorothy Burgett, Catherine Burley, Christina Burns, Tyler Burzese, Michael Buteau Jr., Christine Callender, Abraham Cardenas, Rodny Carrera, Robert Carter, Maria Cazalas, Paul Chauvet, Kristian Chervenock, Heather Chura, Jose Cibrian, Patrick Cloud, Ronda Cole, Walter Collins, Valerie Connell, Jordan Cooper, Paul Cormier, Denise Cortez, Lindsey Coughlan, Jeremy Cowan, Michael Crabtree, Shannan Crescente, Dean Crocker, Dona Cronin, Mark Crutcher, Heather Cunningham, Keith Daniels, Suzanne Darling, Willodean Davis, Beth Davis, Carlos De Jesus, William Dean, Holly Deavers, Jyl Dehaven, Laura DeLuca, Linda Desjardins, Jonathan DesRoches, Leah Dickert, Pollianna DickinsonJones, Armand Dionne, Shelby Dockery, Narayan Dokwal, Kynan Donovan, Kerri Dowling, Rodly Downer, Kimmie Dozois, Aneta Drab, Daniel Drechsler, Marian DuVall, Vada Dwaileebe, Thomas Eaton, David Edgar, Jacqueline Edmanson, Elias Elizaldez, Wendy Embleton, Amanda Engalls, Donna Fairchild, Mary Lou Fairweather, Lisa Fannin, Ashley Farris, James Ferguson, Janice Ferrera, Adam Foland, Jessica Foran, Lisa Ford, Marie-Pierre Fortin, Joshua Foster, Zach Frail, Robert Frey, Katie Friars, Lauren Fus, Patricia Gallagher, Joe Garcia, Sergio Garcia, Jr., Carol Gartland-Bateman, Sharon Gaul, Brent Gieseke, Jami Giles, Jason Goette, Alberto Gonzalez, Micaiah Gosman, Eric Gossard, Justin Grant, Lisa Grassi Bender, Robert Graves, Kay Graves, Robert Graves, Kristen Graves Kuiack, Jennifer Gray, Christopher Gray, George Green III, Jennifer Greenmun, Shelly Gregory, Jordan Greige, Aspen Groen, Rob Hamel, Kristy Hansen, Denise Hansen, Sam Hanson, Tamara Harrald, Doug Harris, Joshua Harris, Wayne Harris, Chris Harrison, Brittany Hathorn, Lucas Haughn, Marc Hedlund, Abdel Hemeda, Wendy Henson, LaChauncey Hilliard, Amanda Hiscock, Scott Hodges, Candice Hodges, Denice Hooth, Christopher Howard, Beth Hoyt, John Huggins, Michael Hunter, Cynthia Infiesto, Adan Islam, Albert Jacabacci, Joshua Jackson, Michael Jackson, Cynthia James, Lizabeth Jamison, Kelly Jankovsky, Kyle Jean, Louis Jeanniton, Lori Jenkins, Christy Jolly, Rebecca Jones, George Jones, Sabrina Jones-Schroeder, Karla Jusko, Catherine Justice, Krystsina Kananchuk, Jaroslaw Kaszuba, Lisa Kearnes, Brenda Kelly, Lacsmey Keo, Sarwor Khan, Jae Kim, Steven King, Sheila Kirkpatrick, Tonya Klingaman, Saul Kloper, Ashley Koch, Catherine Korpi, Gwen Kosel, Candace Kromer, Marie Kumar, Betty Kunkel, Christopher Lake, Susan Lambert, Krissie Lamoureux, Corey Lancaster, Jeannot Landry, Samantha Langley,

V12 I2 37

2023CONVENTION

PRODUCTION AWARDS Bronze Award Continued Andrew Laubenthal, Carmella Laudando, Michel Lebeau, Robert Leger, Joanne Levicki, Ann Levy, Kimberly Lewellen, Cesar Lima, Shannon Linton, Paul Llewellyn, Lori Lopez, Krystle Lounsberry, Janet Lovato, Daniel Love, Jonathan Lum, Bryan Luna, Morgan Lunn, Margaret Luongo, Jamie Lynch, Nelson Lynds, Colleen MacCallum, Patricia Macleod, Brian Madsen, Jayson Maguire, Joanne Maillet, Kelly Major, Shannon Malcom, Robert Malcom, Jeffrey Maliszewski, Alexandre Maltais, Steven Mandeville, Mark Maraglia, Jeffrey Marcks, Tina Marshall, Patrick Martens, Cynthia Martinez, Jessica Mashburn, Michelle Masse, Michael Matt, Bobbi Maxwell, Nathaniel May, Jeremy McCabe, Mary Ellen McCamus, Thomas McCauley, Jr, Nancy McGrath, Lexi McLeod, Angelia McMorran, Benjamin Meggs, Alberto Mejia, Michele Meyer-Burch, Cindy Michaud, Wade Mitchell, Trisha Mitchell, Luis Montes De Oca, Omar Mora, Justin Morehouse, Steve Morgan, Lori Moses, Crystal Mulherin, Eric Muller, Ashley Murdock, Debbie Murdock, Natasha Murphy, Karen Mussmann, Janik Nadeau, Gary Naeyaert, Ikrame Nali, Heather Nauss, Leslie Nazario, Angela Newcomb, Dorothy Newman, Jay Nociforo, Beata Nowak, Chad Oickle, Nathan Oldroyd, Jessica Oldroyd, Patricia Olson, Kyle Olson, Marina Owens, Bruce Patterson, Danielle Pelroy, Kelly Percival, Tanner Perrigo, Angela Peters, Linal Pierce, Francois Poirier, Irvin Pollack, Carolina Ponce, Lee Porter, Kelsey Powell, Alissa Prentice, Warren Quigley, Elizabeth Rachford, Jane Radell, Patricia Rafuse, Sreenatha Rayalla, Patrick Reese, Flora Reeves, Thomas Reid, Jena Reneman, Borden Rhyno, Angela Rice, Keldrick Richardson, Bayleigh Rigdon, Lisa Rivera, E. Roach, Jodi Roane, Johnny Roberts, Wendy Ronberg, Daniel Ross, Danielle Rossow, Cameron Rubel, Daryl Ruff, Mary Ruffo, Christina Ruiz, Sonya Sanders, David Sawler, Gregory Schmidt, John Schneider, Kelly Schoeffler, Erica Schultes, Michael Schwartz, Robert Schwendel, Molly Shakirov, Jarrett Shaw, Terry Shelburne, Sherry Sheldrick, Gurdeep Shergill, Kerri Shields, Ursula Shine, Daniel Shoemaker III, Monique Simmons, Leonard Simonetti, Kelly Sitter, Gerine Skamarak, Adam Smith, Carey Smith, Jeannie Smith, Lindsay Smith, Jordan Smith, Cheryl Smith, Cassandra Sneed, Li Song, Alicia Soper, Donnell Spivey Sr., Robin St. Clair, William Stanton, Joanna Staszel, Kari Stave, Andrew Stephens, Ranae Stewart, Bridget Stipanovich, Leslie Stoddart, Cynthia Strait, Kaleb Streeter, Elena Sultanova, Lucy Swindle, Kathy Szram, Jeramie Taber, Jodi Teige, Michelle Terry, David Tessier, Brandy Tharpe, Elias Thomas III, Jacquelyn Thornburg, Abbie Tisdale, Gabriella Travaglini, Rob Trembinski, Mark Trombetta, Ipek Ulkucu, James Vanderknyff, Marty Vandiver, Stephanie Verderose, Kelly Vessels, Dana Villadsen, Sara Vink, Yuriko Vital, Amanda Wade, Jeanne Wald, Darrell Walker, Jerry Walker Jr, Donna Ward, Jordan Waters, Keith Weaver, Timothy Webster, Marsha Weeks, Kelly Weiler, Yisroel Weiss, Ali Werger, Tracey Wetzl, Nicole Wheatly, Timothy White, Megan White, Andria Williams, Jackie Willis-Denton, Phyllis Willoughby, Stephanie Wilson, Stacy Wilson, Catherine Wiltse, Russell Winburn, Trina Winde, Art Winsor, Deborah Wold, Samantha Wood, Justin Wrigley, Berta Yadgarova, Pamela Yegge, Eleanor York, Stephen Yoston, Cheri Young, Agata Zabludowska, Aman Zaidi, Shadman Zaman, R. Karl Zandt, Min Zhou, Susanne Zimbelman, Morgan Zwicker

38 V12 I2

Growth is in EXIT's DNA because we’re built on human potential, forever learning, and we’re not just high tech but high touch. EXIT Realty is a company that’s about so much more than just the numbers.

We grow together when we start from the inside out.

joinexitrealty.com

When was the last time you looked beyond the fun and convenience of today's many generative AI offerings?

ETHICS IN A TIME OF AI

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Ethics pits the rule of law against your innate human conscience. It's a pause, which some industry early AI adapters are now taking, leading to subsequent questions surrounding issues like copyright, intellectual property, and attribution.

THE GOOD

In the National Association of REALTOR’S® (NAR) 2023 Proptech Forecast on generative AI, they touch on several new frontiers of technology that will and are already changing the face of the industry for the better. The consensus seemed to be that the amazing thing all this technology does is "democratize creation", which greatly levels the playing field.

Take software like Styldod for example, which is in the process of MLS® integration already, and will allow consumers to open images in online listings and re-imagine them with different furniture settings, paint colors, and more. Sounds amazing right? What about image generating platforms like Stable Diffusion that can create visuals of anything you could dream of or ask for? Then of course there's ChatGPT, an opensource text counterpart to the above platforms. It can help anyone, write anything from books to training manuals, and marketing scripts to market reports. And don’t forget Krisp and Supernormal that help with meetings. One for noise canceling; the other for notation.

40 V12 I2

THE BAD There are both legal and ethical issues that arise out of using content from these platforms in business. As good as it all is, the pace at which this is unfolding has regulators and law makers panting in the dust, trying to keep up.

Many applications have called into question copyright and permissions, to the point where content licenses are being re-written or written anew, in an attempt to get a handle on what feels like the wild west where anyone can generate anything using bits and pieces of existing digital data.

NAR’s® proptech panel dived deep into the murky waters of ethics, and whether or not AI should be attributed as the source when generating content. Furthermore, whether you choose to do that or not, how or if it could impact your credibility is something for which there’s still no real data.

When Panelist, Jeff Turner, creates content featuring both generative AI copy and images he uses a footnote he shared: This post (enter context of post here) was primarily generated by (insert AI platform here). It was grammar checked by (insert AI platform here), edited, expanded, and validated by a real human. The image was generated by (insert AI platform here) using the prompt (insert full prompt here).”

Public opinion is still very mixed on the subject of AI, and as such NAR® panelists also agreed that the real merit of it still lies in the knowledge base of the user behind the prompts that create the content. In other words, you must be able to walk the talk.

THE UGLY Fellow Co-Panelist, Ines Hegedus-Garcia witnessed how AI doesn’t understand certain market sensitivities and strongly advocates for proactive usage. Like with anything else, results must be re-read. Everything must be fact-checked, including the reputation of sources. She also encourages re-writes as savvy folks can spot a botwritten piece with an inauthentic voice from a mile away. “Lazy” users, or “bad humans” ultimately become the real concerns in the end, as Jeff plainly admits in the forecast saying, “Bad humans can do bad things with any tool, regardless of how good it is. So, I fear bad humans. I also fear bad iterations of artificial intelligence that are trained specifically to do bad things...History shows me that good humans typically win out in these situations. That’s my hope, that good humans will win out, but I have serious concerns about this technology in the hands of the wrong people and not being able to control it.”

As geeked out as the panelists and Moderator, David Conroy, were by all the possibilities, even they knew there’s technology coming that they cannot even fathom in this moment. The great news is, if you’re wondering where to start, are looking for a trustworthy source to guide you, or just want a pulse on what’s up and coming, NAR® also hosts their annual iOi Summit, for all things innovation, opportunity, and investment. Featuring keynote speakers, networking sessions, startup pitch battles, and innovator of the year awards, the iOi Summit is touted as the go-to real estate tech event of 2024. The 2023 event even featured EXIT’s own Marki Lemons-Ryhal on the main stage.

Technology is clearly here to stay, and it looks like the irony is it all boils down to what kind of humans we are. It’s a stark reminder to note the fine line between what we can do versus what we should do.

V12 I2 41

Caut!onary Call

Years ago, a new privacy policy was adopted across North America, that approved the collection, storage, and security around a user’s biometrics. Some thought it odd for benign businesses to implement these sorts of safety measures, but now we may know why.

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Today biometrics are now used in a variety of ways for user authentication. Think about your fingerprint to open a car door, or facial recognition to unlock your smart device. There’s even voice recognition with certain telecom companies and banking institutions. But with technology augmenting virtually everything these days, we’re starting to see the unfortunate, sinister side of an unadulterated idea. AI deep fake exploits have come calling for the general public.

We’ve all picked up the phone to one of those obvious fraud calls right, but what about that of a loved one in distress? This is the voice of the new scam thanks to an ever-growing repository of recorded online video content and dozens of apps and sites capable of voice cloning.

“What traditionally took hours or even days…has transformed the ability to now clone voices within minutes with incredible accuracy,” cautioned Associate Broker, Shawn Jaryno, with EXIT on the Hudson Realty in a recent EXIT Realty blog post. “The real estate industry needs to be all hands on deck for the inevitability when these scams arrive at the doorstep of brokers and agents.”

The U.S. Federal Trade Commission (FTC) reported 2.4 million frauds in 2022, with imposter scams taking their number one spot in their top five frauds, stating, “Scammers contacting people on social or by phone led to the biggest losses.”

Because real estate professionals spend a vast amount of time marketing in videos on social media, these platforms are prime harvesting grounds for usable samples, which as it turns out, need not be very large or long for replication. LinkedIn recently published their Protect Yourself from AI Voice-Cloning Scams article, which outlines several tips to help safeguard professionals against these kinds of attacks. Shawn recommends getting ahead of this issue now by developing procedural policies in your office and with your agents to deal with voice cloning scams.

“Agents and brokers are already all too familiar with the warnings about wire fraud and text message scams. Unfortunately, too many times the warnings are not adhered to until after the attack has taken place successfully.”

42 V12 I2

TOP TIPS TO

SAFEGUARD AGAINST ATTACKS 1. USE CAUTION AND VERIFICATION

Be aware of the number calling you (scammers often use unknown or overseas numbers) and verify that it’s the person calling you by texting them or asking questions only they would know, for example a safe word.

2. LISTEN CAREFULLY

Unnatural pauses, robotic speech patterns, and unusual pronunciations, are all good indicators of a possible voice cloning scam.

3. METHOD OF PAYMENT

Every scammer looks for monetary benefit, and most often by way of untraceable means, so be wary of demands for payment by gift cards or cryptocurrencies.

4. PRIVACY SETTINGS

Think about changing your social profiles to private instead of public where possible and inviting your clients or prospects to like and follow you.

Read more of Shawn's tips on dealing with voice cloning scams at the brokerage level on EXIT’s realestateindustryleaders.com blog

V12 I2 43

THE TRAP PRODUCTIVITY

Increased productivity through technology has been the underlying theme in business since before the technological age. In fact, this very piece was generated by AI and formatted as well as edited by humans, to test this notion, but at EXIT we put people first, so we're always asking what good is all that output, if you’re not working on the input?

You can’t have good output without good input, and here’s why maintaining your wellness while boosting productivity isn’t just an option—but essential: FUEL PEAK PERFORMANCE If you want to operate at peak performance, you must prioritize your health. Our bodies need proper nutrition, rest, and exercise because a well-maintained mind and body can lead to clearer thinking, better decisionmaking, and sustained energy levels.

SUSTAINABLE LIFESTYLE A lifestyle of consistently pushing yourself to work longer hours, skip meals, or cut into sleep will wear you down, lead to burnout, and health issues. Incorporating wellness practices ensures that your productivity boost isn’t just attainable but sustainable.

44 V12 I2

SAVING TIME AND MONEY A healthy routine means less illness, fewer sick days, and more consistent work performance. Reducing disruptions in your projects or tasks translates to a more predictable and stable output. Fewer health-related issues mean fewer medical bills and less time spent on doctor visits or recovering from illnesses.

EMOTIONAL AND MENTAL BALANCE Our emotional and mental states significantly influence our productivity. Regular exercise, proper nutrition, and mindfulness practices help regulate mood, as well as reduce anxiety and depression symptoms. Improved overall mental clarity and emotional balance makes tackling tasks a smoother experience.

THE RIPPLE EFFECT When an individual prioritizes their health it inspires colleagues, teams, and even entire organizations to adopt healthier practices also. Imagine the collective productivity and soaring morale when an entire team or company prioritizes well-being.

CONNECTING THE DOTS A well-rested, well-nourished brain functions better in terms of creativity and problem-solving. Taking breaks, practicing mindfulness, or simply getting a good night’s sleep can lead to ‘eureka’ moments more often than constant, fatigued work sessions.

PERSONAL FULFILLMENT Beyond the tangible benefits, there’s an intrinsic value in feeling healthy and well. This sense of personal fulfillment can act as a powerful motivator, pushing you to achieve more in your life and projects.

EXIT is a company built on human potential, which is why we created...

FOCUS ON GOOD HEALTH

to help professionals integrate more holistic choices and wellness in their daily lives. Follow @focusongoodhealth on Instagram or check out our online resources at focusongoodhealth.com

V12 I2 45

Whether it’s getting outside for fresh air therapy and fun, or cozying up indoors to journal, read, or meditate, we see our people for all their human potential not just as professionals. For us it’s not just business, it’s personal.

Better Business.

Better Yourself.

Focus on Good Health. fo c u s o n g o o d h e a l t h .c o m

@focusongoodhealth

Vinny started his birthday like any other day, but it wasn’t just any other day, it was September 11th, 2001. It’s also the day his brother, Frank responded to the call, and became one of the many heroes who fell along with the World Trade Center.

FRANK ESPOSITO

IN HONOR OF A

FALLEN BROTHER

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Two brothers once chose two very different paths, one a real estate professional, the other fire and emergency services. Since finding EXIT Realty, Vincent Esposito, now Franchisee of EXIT Riverside Realty, is realizing a much greater connection with his brother than he ever could’ve imagined.

It goes much deeper than the obvious safe passage meaning that connects these two professions through an exit sign, and this story may trigger, as it was set in motion over 20 years ago after one of the most tragic events in recent U.S. history. Vinny, as he's lovingly known, started his birthday like any other day, but it wasn’t just any other day, it was September 11th, 2001. It’s also the day his brother, Frank responded to the call, and became one of the many heroes who fell along with the World Trade Center.

V12 I2 47

As hard and unfair as it seems, life continued as it usually does.

Resiliency eventually gave way to normalcy again, and Vinny took a transfer far from his beloved New York to Ocala, FL, retiring soon after.

Not quite ready to simply settle down, he tried his hand at several different jobs, which eventually led him to an independent real estate office nearby, and onto a new career path.

“I was working on the conveyor belt at FedEx in the Atlantic City building at the time, when someone said a plane crashed into the Twin Towers. We all thought it was a sight-seeing tour that had an accident. We finished sorting all the packages and then I drove up the Garden State Parkway to my first stop of the day, Radio Shack,” Vinny recalled of that terrible morning, but it was a blur after what he saw on the TV’s in the store. “When I walked in, I couldn’t believe what I was looking at. Another plane had hit, and these were no small sightseeing planes. I think I stayed in that Radio Shack for over an hour. I didn’t care about anything except what I was watching. When I finally left the store and started delivering packages God only knows how they got to the right places. I was completely numb. It never even dawned on me that my brother and cousin would be in the city that day, but unfortunately, they were.”

A New Yorker to the core, Vinny’s sense of duty was intense, and his patience wearing thin after waiting days to hear news of his brother he explained, saying, “I think it was September 13th that I tried to go to work and they sent me home...Then on what I think was September 14th, my brothers and I and some of their friends donned construction clothing and hard hats and went to Ground Zero.”

He worked on “The Pile” for days, arm-in-arm with so many from all over. He still remembers the echo of silence, the faces caked with dust, and is brought back to that shocking experience to this day by certain smells.

The following year, as a gift in his brother’s memory for his birthday, Frank’s widow gave Vincent his brother’s prized 1980 Triumph TR7 that he began restoring before he passed.

As hard and unfair as it seems, life continued as it usually does. Resiliency eventually gave way to normalcy again, and Vinny took a transfer far from his beloved New York to Ocala, FL, retiring soon after. Not quite ready to simply settle down, he tried his hand at several different jobs, which eventually led him to an independent real estate office nearby, and onto a new career path.

Frank & Vinny's prized passion project, a 1980 Triumph TR7 now fully restored.

48 V12 I2

“After getting my first listing, I was told, ‘Fake it ‘til you make it,’” he recalled of the day he quit and started looking at several other real estate operations. “Once I saw there were no gimmicks, no empty promises, and plain simple truth, I signed on with EXIT. The 10-7-5 Formula of residual income didn’t hurt either.”

While there, a few agents were flirting with the idea of opening their own office. Vinny listened and learned, and when they didn’t take the leap, he decided to see what it was all about. Just like that, the pieces started to fall into place. He came into some money and was looking to invest in something that would benefit his three kids long after he was gone, so he reached out about franchise opportunities via joinexitrealty.com.

After meeting with EXIT Southeast Regional Owners, Stacy Strobl and Kenny Lynn, he signed on the dotted line, and then found the perfect spot for an office.

“I knew I wanted to be in Dunnellon, FL. The town is really amazing.

Everything revolves around nature and the Rainbow River, but it’s the people that got to me,” he said. “I found a spot that’s right on the main road just up the street from where tubers exit the Rainbow River; hundreds, if not thousands, a week. The owners were willing to finance, so to say this was meant to be is an understatement.”

In honor of his brother and their now shared TR7 passion project, EXIT TR7 Partners LLC and EXIT Riverside Realty were born, and then, on Frank’s birth date, Vinny received the official state approval to open for business. Out of the ashes of 18 years before, Vinny would open his doors on September 11th, 2019. The brokerage has since grown to 14 agents strong, and Vinny has recently achieved his five-year goal of owning his office space outright. These days he tries to live his brother’s legacy of kindness through his business.

“Remembering him I can tell you honestly that my brother, Frank was a very caring guy. He would go to schools with a puppet to teach kids about the dangers of fire. He was also pretty generous, and I think I do a lot of my charity fundraising and gift giving to those who need it in his spirit,” he shared of office initiatives like sponsoring a local little league team and taking pizza and donuts to the local COVID testing site.

Vinny confessed that, although he’s pretty much the same guy, just with a heavier heart since 9/11, he does think about what others are going through more often, admitting that you never really know. And while no others in the office share a story of loss from that day, they’re all aware of the extraordinary, humbling origins behind the office. They give Vinny the space to honor his fallen brother every year on the anniversary, which he starts by watching the morning commemorative news, being silent in those moments, and it’s not until he hears the names of his cousin and brother read aloud that he goes out into the world to also celebrate his day, and the anniversary of his new real estate journey with a drive in the pair's now fully restored Triumph TR7.

In honor of his brother and their now shared TR7 passion project, EXIT TR7 Partners LLC and EXIT Riverside Realty were born, and then, on Frank’s birth date, Vinny received the official state approval to open for business. Out of the ashes of 18 years before, Vinny would open his doors on September 11th, 2019.

V12 I2 49

SHOWING YOUR

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

It can be easier to believe there’s more bad than good in the world, but thanks to so many EXIT offices and associates across North America, real estate continues to shine an important light on kindness through community by showing the Spirit of EXIT.

What began in 2004, as a corporate, charitable relationship with Habitat for Humanity has blossomed into a financial matching program, aimed at helping philanthropic-minded EXIT agents and offices fuel their passion for giving back.

In fact, many Spirit of EXIT initiatives continue to stay true to these origins, like that of the associates from EXIT Assurance Realty in Groton, MA, who back in 2016, made the decision to start donating a portion of all commissions earned in the office to the non-profit. Their most recent initiative, ending in December 2022, took to Facebook® for a fundraiser, where they were able to raise just over $3,000. With the help of a $3,000 Spirit of EXIT match, that meant just over $6,000 was donated to the Habitat for Humanity North Central Massachusetts chapter, bringing their total donations and matches to $52,390.02 as of the end of 2022.

When people were displaced, and homes ravaged by devastating wildfires across the U.S. and Canada, EXIT regions and offices were there to Deliver EXIT Love and help those in need. EXIT Realty Pacific West immediately came to the aid of those on the island of Maui, by launching a combined effort amongst its offices throughout California, Nevada, Utah, Arizona, Oregon and Washington. Together they raised $6,282.66, exceeding their goal of $5,000 for the Maui Food Bank. And thanks to a Spirit of EXIT match, were able to donate a total of $11,282.66.

North of the border, the EXIT Realty Inter Lake group of offices was directly impacted in Nova Scotia, when all of the agents in one of their locations were evacuated from their homes when two massive wildfires wreaked havoc on the island. They hoped to raise $5,000 which EXIT Realty Corp. International was proud to match, but in one week, they raised over $8,000, which was then matched, dollar-for-dollar, both by the Canadian Federal and then Provincial governments, making for a combined donation of $29,000 to their charity of choice, the Canadian Red Cross in support of their disaster relief efforts.

Organizations ranging from medical research, animal rescue, awareness and outreach, and many more

E X I T H A S A L LO CAT E D OV E R $ 7 M I L L I O N TO C H A R I T Y TO DAT E !

50 V12 I2

have all benefited from the heart of so many EXIT associates and their clients who choose to do business with them. That’s because a portion of every transaction fee received by EXIT Realty Corp. International is allocated to EXIT Realty’s charitable fund. Offices can then apply to have their fundraising initiatives with local, approved charities, matched from this pool of funds.

Offices like EXIT Realty Southern, that has raised an astounding $28,621.29 to date, benefiting Court Appointed Special Advocate (CASA) volunteers for children across southwest Louisiana.

They more than doubled the $5,000 they hoped to raise at their second annual 2023 Cheers for CASA event, which after a Spirit of EXIT match, totaled $17,121.29. As a direct result of these efforts, the office has been chosen as the recipient of the Philanthropist of the Year awards given

by Family Foundation of Southwest Louisiana.

These are just a few of the hundreds of initiatives that have spread joy and connected so many thanks to the efforts of truly wonderful human beings, bringing EXIT’s total to more than $7 million in funds allocated to charity so far. And with a core belief in putting people first, there’s just no telling how much farther this spirit will undoubtedly go.

“People want to work smarter, have a better work-life balance, but they also want to change the world and do their part in changing the world.

THEY WANT TO EMBRACE A COMPANY THAT CARES.” TAMI BONNELL, EXIT REALTY CO-CHAIR

V12 I2 51

HIGH TECH PARTNER

MUST HAVES When it comes to letting agents do what they do best, and delegate the rest, technology has come a long way. EXIT takes pride in their online Marketplace of vetted, professional partners that can help you up your tech game today, to grow your relationships and business of tomorrow. Take a look at these top five must haves:

RateMyAgent is a complete suite of digital marketing tools to grow your business through hard-earned reviews that are verified, shareable, and create trust. Show prospects why they should work with you, and when you’re ready, put those reviews to work for you by unlocking RateMyAgent’s suite of digital marketing tools like their Social Media Manager. Added bonuses include Google Business profile, website widgets, digital property agent report, digital ads, video testimonials, and sold selfies.

Realtyzam is simple accounting software built exclusively for real estate agents. Easily track expenses and instantly generate a report for tax time, allowing you to do your accounting in less than 10 minutes a month. Advanced automation handles data entry through data feeds from over 15,000 banks and credit cards, which Realtyzam uses to download all your new transactions every morning and auto-categorize them based on your custom rules. Don't want to setup a bank feed? Just download your digital statements and upload to Realtyzam.

Don't manage your customers — engage and amaze them with Lofty’s (once Chime Technology) Operational Intelligence. Get lead insights from first touch to close, making relationship building easy with a lead score, analysis, and smart suggestions to focus efforts the smart way. Business opportunities abound as Lofty’s system actively works to identify indicators for transaction intention so their CRM's intelligence can help towards closing. A forecasting algorithm factors in agent performance and historical trends to predict progress with trackable business goals, and performance and business reports.

52 V12 I2

Be your own professional photographer and videographer with PIVO’s smartphone mount! Stay in focus and in frame with six-speed, 360° AI auto tracking that follows you wherever you go. With no subscription or hosting fees, PIVO also gives you access to unlimited captures, free virtual tours, and floorplans to help you gain more clients and expand your online video presence.

Start automating and scheduling your print marketing through North America’s two largest postal services. PostNow is one of Canada Post’s Smartmail Marketing Expert Partners for post card mailings, while Xpressdocs’ AmazingMail direct mail service deploys through the United States Postal Service and offers a robust library of all kinds of print and digital marketing assets. Set your budget, target your markets, and let these companies help you stay top-of-mind as the trusted real estate professional in your area.

EXIT Realty provides exceptional resources and extraordinary possibilities by continually establishing relationships with innovative companies, each bringing credibility in their industry, and a special incentive for EXIT associates and offices, which can also be offered to clients. For a full list of participating companies visit EXIT's Resource Center today!

EXIT Premier Partner

Always look for this logo when dealing with various suppliers and partners. Only EXIT approved companies are allowed to bear this mark

V12 I2 53

2O 24

EXIT REALTY CORP. INTERNATIONAL

ANNUAL CONVENTION GAYLORD PALMS RESORT & CONVENTION CENTER KISSIMMEE, FLORIDA • OCTOBER 29 TH » NOVEMBER 1 ST

EXIT Realty returns to the Gaylord Palms Resort & Convention Center in sunny and beautiful Kissimmee, Florida to host their extraordinary 2024 Annual Convention!

The countdown is on for this unforgettable experience that's unlike any other. With speakers who resonate, relevant education, unforgettable evenings, and quality time spent with old friends and new you'll want to register now. CLICK HERE for early bird tickets today!

LIKE AND FOLLOW #EXITCONV