The Passion Forward Issue

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

HEALTH

10 Agents Like No Others 12 EXIT's Top 10 Under 25

30 Be A Noticer

by Annette Anthony, Director of Technology Engagement

26 When the Stars Align

by Melanie Robitaille, Sr. Staff Writer & Graphic Designer

32 Open Your Mind

by Melanie Robitaille, Sr. Staff Writer & Graphic Designer

39 Finding Home with Anna Beigelman, Assoc. Broker

34 Thrive Beyond Anger

by Melanie Robitaille, Sr. Staff Writer & Graphic Designer 36 Clarity

by Erika Gileo, COO

COLUMNS 06 A Preview of What's to Come

by Joyce Paron, CEO - Canada 07 Passion in Action

by Craig Witt, CEO - United States

RESOURCES 18 No Cost Marketing 20 Six Degrees of Your Sphere

08 Distance Vision

by Lori Muller, President - United States

43 5 Ways to Improve Your Move

45 The Cringe Sharing real estate moments we'd rather not to help others avoid them

46 Must Haves That Motivate Ancillary Partners that help you put a spotlight of appreciation on your team and clients

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.

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ACCELERATE WHERE WILL A CAREER WITH EXIT TAKE YOU?

TEXT ITSMYTIME TO 85377 AND BECOME A TRUE ENTREPRENEUR TODAY

HOPE SPRINGS

BY TAMI BONNELL CO-CHAIR

We’ve officially entered the spring market, a time which for many means the end of the cold, gray winter that brings with it new life, the promise of new beginnings, and for those in real estate, new business.

We’ve all heard Alexander Pope’s phrase “hope springs eternal.” Next to fear, hope is one of our most powerful emotions. It’s what propels us into the future and keeps us moving forward. By putting people before profits and building our company on human potential, EXIT Realty continues to do just that.

We know people today expect to earn a great living doing meaningful work, and they want to know their values align with the core values of where they work. Our system benefits everyone in the EXIT Nation from regional owners to administrative staff, to office owners and their agents as well as the communities they call home. Each servant heart we attract empowers the next to grow through our Formula that promotes mentoring, authentic culture, and a true entrepreneurial lifestyle with the potential to build legacy.

When you create this kind of personal and professional fulfillment; when you give people the opportunity to truly live their why, it spills over as simple moments of delivering EXIT love, and compounds into major charitable matching fundraisers through our Spirit of EXIT program.

EXIT isn’t just about a better way of doing business, it’s a better way of living.

And we’re here for you for all of it. Our leaders and MIND-SET Trainers work diligently to stretch your potential, and shift your thinking to break through any limiting beliefs. Every webinar, techinar, business call, and resource we deploy is created for your benefit, with Franchise Support and Engagement Leaders to assist you with adoption to free up your precious time while increasing your productivity. EXIT is and will continue setting you up for success every step of the way.

TAM

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A PREVIEW OF WHAT'S TO COME

BY JOYCE PARON, CEO - CANADA When Einstein said, “Imagination is everything. It is the preview of life's coming attractions,” he pinpointed the absolute potential of something easily forgotten while facing the realities of daily living.

Your imagination is your power and birthright for your good and success. We all start by dreaming of the latest toys and trendy items we want from childhood and adolescence before getting them, just as we adults dream of a career, car, or lifestyle before it comes to be. When it arrives as you imagined, your thoughts turn to greater and better ideas or goals.

But, if not exactly what or how you wanted it, you probably push against it and dream more clearly about what you desire—setting a new course.

Our imagination is like the architect of what we want to build. Using it, we contemplate how we want something to look, feel, and make us feel. And while using it, knowingly or not, we’re sending out a frequency much like a radio station sends out to be received by those tuned in to its specialized channel. Similarly, your frequency is meant just for the receiver that’s a match.

When Einstein had a vision, he would write it down or, in some cases, draw it. When enroute to his vision, he would ask effective questions. He often took naps and removed himself from the personal pressure of having to know the answer. He stayed open to ideas that came his way, whether by person, dream, or any other manner. He understood that his job was to imagine what he wanted, to be the architect, and that building his dream was about being passionately inquisitive, entertaining the help and ideas presented daily and taking action.

For five minutes each day, imagine the life you want, the people in it, and how it feels. Put pen to paper and write down what's most important to you, assuming it’s already yours. Ask yourself, “What’s the next best action for me to take to reach my goal?” Then, be open to all that comes into your experience as a consideration—zero in by getting better at discernment. Trust your decision-making, knowing you can always change your mind, and constantly return to your vision and imagine what you want.

"Einstein knew that all things come from nothing or no-thing. It all begins with your imagination."

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CRAIG WITT, CEO - U.S.

PASSION

ACTION

IN

Have you ever struggled with the challenge of identifying your true passion? I still really haven’t figured out mine. The easy ones that come to mind are family, faith, friends, and freedom, but what really gets you out of bed in the morning, and when times get tough, is that still your focus or do you revert to earlier habits in order to cope?

I have a lot of things in my life that bring me joy, EXIT being one of them, but for me, it’s like sharing what my favorite food is…I can’t settle on just one. Maybe that’s just my personality. I get passionate about new challenges, helping people, problem-solving, leading and just plain getting things done. I find joy and pride in my accomplishments whether they be personal or professional.

Perhaps we could look at passion a little differently, in terms of chemicals in our bodies that make us happy. Endorphins, serotonin, dopamine, and oxytocin are the four feel-good hormones we all have, that each function in different ways. Knowing this, what is it that we do that increases those hormones in our brains that relieves stress and promotes happiness? Committing to passion means doing something every day in order to feel fulfilled, therefore we need to know what brings about that sensation.

One of the best ways to measure anything is to track or keep a journal. Just like a doctor asks for it to build a historical record, identify trends and hopefully pinpoint answers, we should be doing the same thing in our personal life as well as our business. By keeping track of your activities every day, you can get a visual understanding of where you spend your time and the result it has on your mood, as well as other factors. At EXIT we also promote affirmations, which can be used to reinforce good behaviors and then strengthen those passion-led habits that provide the best results.

Whatever you decide is your passion, take the steps necessary to reinforce the behaviors that will promote contentment and fulfillment. Pay it forward by sharing what’s working for you with your close circle, and then put your passion in action to work around you.

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

VISION

The adage "what got you here won't get you there" rings truer than ever. In the face of relentless change, resilience is key, but it's not enough to merely weather the storms – true success in any area demands adaptability, innovation, and a passion for continuous improvement.

The similarly titled book by Marshall Goldsmith offers invaluable insights that especially resonate with both real estate professionals and property owners who often face shifting market trends, evolving preferences, and disruptive technological advancements.

It's easy to fall into the trap of sticking to familiar routines and methodologies, especially when they’ve yielded positive results in the past. However, clinging to outdated approaches can stifle growth and hinder our ability to seize new opportunities.

Effective leadership, particularly in real estate, requires a willingness to embrace change and a commitment to ongoing learning and adaptation. It means constantly evaluating strategies, refining processes, and staying

THE ADAGE "WHAT GOT YOU HERE WON'T...

"GET YOU THERE" RINGS TRUER THAN EVER.

attuned to emerging trends in the market. Whether it's adopting innovative technologies to streamline operations, honing marketing strategies to appeal to changing demographics, or expanding professional networks to stay ahead of the competition. It means understanding the importance of staying agile and adaptable, taking a proactive approach to personal and professional growth. You have to invest in ongoing education and skill development, or seek out mentorship and coaching opportunities to cultivate a growth mindset that thrives on challenges and learning experiences.

Embrace the journey with passion and purpose, constantly pushing to evolve, innovate, and raise the bar for what's possible. Recognize that true success is an ongoing pursuit fueled by a relentless commitment to excellence.

EXIT NATION: Dive into Goldsmith’s book in a three-part webinar series to develop a passion for moving forward, so you can navigate the complexities of any landscape with confidence and enduring success.

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With so many relevant reasons why top professionals continue choosing a career in real estate entrepreneurship with EXIT Realty, the only question remaining is...

WHAT WILL YOUR REASON BE?

JOINEXITREALTY.COM

TEXT JOINEXIT TO 85377

AGENTS LIKE NO OTHERS

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Home is an essence. It wraps you in comfort and fits you perfectly. It’s a place filled with your story and the simple pleasures of life. It’s where you feel most like yourself, spend your days, and make your memories.

So, when it’s time for you to choose one why would you trust the most important decision or investment to just anyone?

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With so many brand options and agents out there, the choice can be hard, so at EXIT we make it our business to create the best in the business. We are a people-oriented company, and because of this our real estate professionals bring a humanity, authenticity, and connection to the industry like no other.

EXIT agents understand that a home is so much more than simply a roof over your head. They were once firsttime homeowners and investors too. They know how important a quick, stress-free transaction is, and the value of getting the most out of your hard-earned money.

EXIT PROFESSIONALS BRING SO MUCH MORE TO THE LISTING TABLE:

EXIT agents have integrity and treat every client like they matter because they know what it is to matter within their own company. We ensure each of our people know they're the true assets of this corporation Our real estate professionals have a heart for people and a mind for this business. They understand a true commitment to excellence in customer service all while upholding the highest quality of industry standards EXIT is a company where agents enjoy a true, healthy work culture not just hype. It bonds brokers with their agents, creates camaraderie among coworkers, and turns connections even with clients - into something more like friends and family Through our unique Focus on Good Health initiative, EXIT professionals are encouraged to nurture the person inside the agent and prioritize their lifestyle. We know the real work starts from the inside out, which helps develop their sales into more holistic experiences EXIT's single-level residual Formula provides financial stability and true entrepreneurialism, allowing each person to find passion in every sale rather than just a means to an end. A portion of each eligible transaction is also held in trust for charitable giving EXIT associates embrace forever learning, with programs to help better understand people and speak in public, as well as access to personal coaching. In addition, there's technology and marketing training and skill building for face-to-face prospecting Every EXIT agent has Mobile Business Card™, My Smart Sign™ tech, and our Connect App at their fingertips for superior service at every stage of a transaction. Every member has access to our Resource Center hub for marketing, important documents, and best practices With agents, teams, and offices across North America, EXIT professionals are part of a vast referral network of residential, commercial, and investment knowledge that is shared freely between locations and one another

EXITREALTY.COM

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FOLLOW US ON:

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EXIT REALTY'S TOP 10 AGENTS UNDER 25

"Success will not be handed to you on a silver platter.

You have to work hard and get out of your comfort zone consistently to earn success."

DOMENIC GERVAIS SALES REP.

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DOMENIC GERVAIS, Sales Rep. EXIT Realty Associates, NB Age: 24

Years in RE: 3

Why RE?: Everyone needs housing so the opportunities are endless Why EXIT? EXIT's reputation and leadership is unlike any other brand. Agent sponsorship is a unique way to add residuals into your business.

Personal motto? Success will not be handed to you on a silver platter.

You have to work hard and get out of your comfort zone consistently to earn success.

Tech you never go without? My Google calendar.

Most useful app? The Matrix MLS® app.

Fav EXIT resource? My Smart Sign™ technology.

Go team or lone wolf? A bit of both, I think they both have their time and place! I love teamwork but I also do a lot of work alone.

Cringy moment? I slipped on ice in the middle of the street while door knocking and ripped my pants lol.

Personal mentor? My office Manager, André Malenfant.

5 years from now I’m…the #1 agent in New Brunswick.

Rankings are based on individuals who were or turned 24 years of age or less during the 2023 calendar year (1/1/23 - 12/31/23). Individuals who turned 25 during this period do not qualify. Rankings are based on Gross Commissions earned during the 2023 calendar year.

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SERGIO GARCIA JR., Sales Rep. EXIT Realty Consultants, CA Age: 23

Years in RE: 5

Why RE? It's an amazing business to be in. Growing up I always wanted that big house for me and my family to live in. Now I can give [them] that dream but I can also give it to an abundance of families in my community with the service and experience they deserve.

Why EXIT? It’s a great place for you and other agents to grow, regardless of how long you've been in real estate, with a family atmosphere that you cannot find in any company in my area.

Personal motto? Be the best at anything you do, whether you're sweeping floors, cleaning trash, or in my case helping people.

Tech you never go without? Social media keeps me top of mind, especially when you're giving value on a daily basis.

Most useful app? Instagram.

Fav EXIT resource? My Broker, Kris Klair.

Go team or lone wolf? Team all day. You need the right people pushing you forward in a business with as many ups and downs as real estate. I definitely need my tribe.

Cringy moment? Showing a home I had confirmed an appointment on only to find out that the tenants weren't aware the property was for sale. They heard it from my client, not the landlord or listing agent.

Personal mentor? YouTube.

5 years from now I’m…One of the best agents in California, leading a solid team that's just as hungry as I am, because you need great people around you to be great.

"You need great people around you to be great."

SERGIO GARCIA JR. SALES REP.

MAX CARLSON, Sales Rep. EXIT Realty Midwest, IA

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Age: 24

Years in RE: 4

Why RE? I love helping people and talking. I also love that it’s been in my family for four generations now.

Why EXIT? My grandfather worked for EXIT before he retired, and he told me how amazing it was, so I decided to go with them as well.

Personal motto? “The deal hasn’t fallen apart till there has been five no’s.”

Tech you never go without? My phone.

Most useful app? EXIT Realty’s Connect App. Fav EXIT resource? EXIT’s Mobile Business Card™.

Go team or lone wolf? Go team! I’m part of the Carlson Real Estate Team.

Cringy moment? One time, my grandfather made me stand outside a grocery store and talk to people to get better at communication.

Personal mentor? My grandfather, Gary Carlson. He was a very old school guy, bringing me door knocking once a week and into the courthouse to get tasks done. I look up to him in many ways.

My 5 year goal is…To continue to grow the team and my knowledge as an agent.

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"I love the team aspect. I can literally go into anyone's office and ask for advice.

Brick and mortar mean a lot to me."

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Age: 25

Years in RE: 2

Why RE? I kind of fell into real estate. I love meeting new people and there’s no ceiling!

You can work as much as you want.

Why EXIT? It’s a very known, strong and trusted company. I love the team aspect. I can literally go into anyone’s office and ask for advice. I’m also huge on getting ready in the morning and going to work. Brick and mortar mean a lot to me.

Personal motto? Risk is better than regret.

Tech you never go without? Dotloop!

Most useful app? The notes app on my iPhone to scan and send documents. It has saved me many times!

Fav EXIT resource? Mentorship. I started real estate from a career night and that was how I met my mentors. I truly could not have done it without them.

Cringy moment? I was showing a property to a married couple with her mother tagging along for approval. Thinking everyone was accounted for I opened the door to the jack and jill bathroom from the primary suite to find her husband ‘testing’ out the plumbing. I was mortified.

5 years from now…I’m going to be a household name in my city.

BAILEY LOCKARD SALES REP.

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BAILEY LOCKARD, Sales Rep. EXIT Realty Advantage, NB

JOSEPH POLLARD, Sales Rep. EXIT Realty Landmark, AL Age: 25

Years in RE: 6

Why RE? I've wanted to be in the business since adolescence. Growing up in a military family, consistently relocating, I was fascinated by the real estate process. I love giving back to others and helping clients achieve their real estate goals. It’s incredibly rewarding.

Why EXIT? To take my business to the next level and provide a legacy for my family through residuals.

Personal motto? Do good by others, and it will come back to you in unexpected ways.

Tech you never go without? My iPhone and Macbook.

Most useful app? Canva has helped me elevate my business through creative social media designs and elevate my presence across all social media platforms.

Fav EXIT resource? The Mobile Business Card™! It helps me leverage contacts on the go and stay in touch with prospects professionally and personally!

Go team or lone wolf? I'm a single agent, however, it truly takes a village to be successful. I'm forever grateful for the support of my transaction coordinator, preferred vendors, and broker/owners. I wouldn't be where I am today without them.

Cringy moment? A close tie between ripping my pants on a hose bib while trying to open a lockbox OR cutting grass on a tractor in a suit for one of my largest transactions to date before professional photos.

Personal mentor? I've had several throughout my career, but the one who has always kept me grounded and been my cheerleader is my mother.

5 years from now I’m…Expanding into real estate investment and I hope to have my broker’s license.

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JAKE BLACK, Sales Rep. EXIT Realty Advantage, NB Age: 23

Years in RE: 3

Why RE? I love to provide people with expertise. I enjoy making complex processes feel simple for my clients.

Why EXIT? The people, mentorship, and support from the office and my manager. I've had amazing mentors helping push me forward.

Personal motto? Count in hundreds.

Tech you never go without? YouTube, Udemy, and paid or free books/courses overall. All the information you could possibly want is on the internet, most of the time for free.

Most useful app? Calculator or Safari.

Fav EXIT resource? Associate Report Card.

Go team or lone wolf? I'm not on a team but like to collaborate ideas with colleagues.

Cringy moment? Door knocking other competing agents.

Personal mentor? Amanda Wade, Rob Leger, Dana Clowater, Sherry Wilson.

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HANNAH FLAKUS, Sales Rep. EXIT 1 Stop Realty, FL Age: 24

Years in RE: 1

Why RE? My parents work in the industry. I grew up seeing how rewarding it is.

Why EXIT? The opportunity to sponsor, the support, and the family-like culture.

Personal motto? "Do what you do so well that they will want to see it again and bring their friends." - Walt Disney Tech you never go without? My phone and social media. This helps me stay top of mind with my following and customers.

Most useful app? Canva to create marketing items and my brand.

Fav EXIT resource? The Mobile Business Card™!

Go team or lone wolf? I’m on The Walter Collins Team and I love all of us working together. We all bring different traits to the table which helps make us successful.

Cringy moment? Online home pricing sites that sellers rely on more than a professional market analysis.

Personal mentor? My dad, Walter Collins, has been my mentor throughout all my life and now in real estate.

5 years from now I’m…Working hard to serve my customers to the best of my ability and capitalizing on the EXIT Formula to provide a good life for my family.

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DAWSON WHITE, Sales Rep. EXIT Realty Metro, NS Age: 23

Years in RE: 3

Why RE? You’re not capped on what you can make, and what you can accomplish. The harder you work, the more you get out.

Why EXIT? The EXIT Formula and being able to sponsor recruits into EXIT! No other brokerage has it.

Personal motto? If you’re not first you're last.

Tech you never go without? My iPad for everything.

Most useful app? Dotloop for virtual signatures.

Fav EXIT resource? The EXIT Resource Center. My favorite part is being able to go back and watch different speakers from conventions.

Go team or lone wolf? Definitely team! I wouldn’t be the agent I am without the support of colleagues, mortgage brokers, inspectors, etc.

Cringy moment? I will never dance on TikTok. Personal mentor? I wouldn't be the agent I am without my mother, Glenda White. She’s been in the industry since 2005, and taught me the ins and outs of real estate and how to conduct yourself.

5 years from now…I'll triple the amount of business I’m doing, build a team around me to help me become more successful, and have 10 sponsors.

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"EXIT offers tremendous resources and mentorship that's invaluable as a young professional."

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BRANDON VISSER, SALES REP.

JORDAN GREIGE, Sales Rep. EXIT Realty Inter Lake, NS

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Age: 23

BRANDON VISSER, Sales Rep. EXIT Realty Midwest, IA Age: 24

Years in RE: 2

Why RE? I chose real estate because of the ability to express my entrepreneurial spirit, and my passion to help those I'm close with accomplish their dreams. I'm passionate about the people I care about and the community that I live in, and real estate allows me to fulfill both of those passions.

Why EXIT? EXIT offers tremendous resources and mentorship that's invaluable as a young professional.

Personal motto? "If you're not in the process of becoming the person you want to be, you're automatically engaged in becoming the person you don't want to be." -Dale Carnegie Tech you never go without? DotLoop is a significant part of my daily life that makes my job more efficient.

Go team or lone wolf? I’ve been an individual agent up until April of 2024, when I joined the Carlson Real Estate Team.

Personal mentor? I credit Steve Krause and Brad Sanderson for the mentorship I’ve received the past two years.

5 years from now I’m…Planning on continuing to develop my real estate career and continuing to service my clients to the best of my ability.

"A P E R S O N W H O A F F I R M S ,

Why RE? I wasn’t made to work for others. When my friend told me about a $2,000 commission, that convinced me to pursue real estate.

Why EXIT? I consider myself an entrepreneur. EXIT's model sets the sky as the limit.

Personal motto? "Always look out for your client’s best interests, reputation is everything in this industry."

"Love what you do, and what you do will love you back."

Tech you never go without? My phone.

Most useful app? Viewpoint. It notifies me of market activity such as new listings, price changes, etc. I love seeing it all on a terrain map.

Fav EXIT resource? Mobile Business Card™ Go team or lone wolf? I'm currently a lone wolf looking for like-minded folks who specialize in areas in which I lack, in order to become the #1 team who helps others achieve their goals.

Cringy moment? Door knocking and a lady refused to open her door but still wanted to talk. I had a five-minute conversation with a door in the cold with people walking by. LOL Personal mentor? Kristopher Snarby, Angie Brown, Cheri Young, Mark Seamone, Candice Drennan. Most of my colleagues help and support one another.

5 years from now I'm...Known the minds of the people I've reached as the guy who changed their life for the better; the one people can contact whenever they need help.

IS A PERSON OF FREE WILL." —STEVE MORRIS, FOUNDER & CHAIRMAN

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Years in RE: 2

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

NO COST MARKETING

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

While many are cutting back on their marketing budgets and, in turn, removing themselves from the radar of potential clients, staying in the promotional game has never been more important. These cost-cutting and free tools can help you and your business be where others aren’t.

CONTENT CREATION

Canva wins hands down for its robust content creation offerings, available in both an online and app version. It offers an array of templates for everything from print to digital, static to video, and do-it-yourself options with transitions, animations, and graphic elements. It’s a one-stop powerhouse for every marketing need and so many in real estate use it that there are hundreds of designs to choose from that you can brand, download, or share socially right through the platform. Check out EXIT’s library of templates on the Resource Center today!

PHOTOS, FOOTAGE & AUDIO

Maybe you just need that perfect photo, video footage, or soundtrack to refresh your existing content. Thanks to the evolution of creative commons licensing, you can now find all of these things, for free, in a few places. Pixabay is one of the most versatile sites that checks all of these boxes and a few more like illustrations, GIFs, and sound effects. Pexels offers both a fantastic imagery and video footage library, while Unsplash provides some of the most creative, statement-making photos at no cost.

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It can be hard to wear so many hats, especially when help isn’t in the budget, but now isn’t the time for cutting your marketing, it’s time to keep creating so yours is the voice still heard emanating.

EMAILS

Why not turn your client or prospecting database into a powerful marketing funnel by using Mailchimp with its easy-to-create email campaigns and hundreds of personalized industry templates. Free users can send up to 1,000 emails per month, integrate with over 250 different sites and apps, so you can customize every e-invite, newsletter, or market update with your brand and reach people on a whole other level.

SOCIAL MEDIA

It’s become one of the best, free ways to build business, but with so many platforms managing it all has become quite a beast. As Techfluencer, Katie Lance, always says, “You don’t have to be everywhere. Pick one or two platforms that you enjoy and where your clients are.” But if that still feels like too much, there are apps like Buffer that can help you build your following while saving you time in managing content across up to three linked profiles or pages at a time.

It can be hard to wear so many hats, especially when help isn’t in the budget, but now isn’t the time for cutting your marketing. It’s time to keep creating so yours is the voice still heard emanating.

EXIT REALTY MEMBERS ENJOY

FREE BENEFITS We take your membership seriously at EXIT, offering complimentary marketing tools such as: - Webinars & Techinars - Expert Marketing Suite™ - Marketing Center - Resource Center

- EXIT Realty Connect App - Mobile Business Card™ - My Smart Sign™ technology - Website Templates

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6°

OF YOUR SPHERE

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

The North American population grows exponentially almost daily and yet, we all still find ourselves having those, “it’s a small world” moments across the continent.

The Six Degrees of Separation idea implies we’re all six or less connections away from knowing one another, and in the world of real estate that means you could be just a friend of a friend of a friend away from someone needing your services, or your next possible transaction.

Most new agents start spreading the word of their real estate journey with friends and family, the most comfortable and common pools in which to market themselves, but they’re only two of so many. Here are four questions to help get you started on building a solid first-degree referral sphere.

THE WHO & WHERE OF REFERRAL BUSINESS Every association, committee, or board you join both in and outside of real estate, even the trade shows or events you attend are fertile ground. And don’t forget other agents, tradespeople, or service providers with whom you do business. These are all pools within that first degree of your sphere.

REMEMBER: Build a Dirty Dozen that includes companies that work in real estate circles that can help benefit you.

Know your move markets in Canada and the U.S. to generate more agent-to-agent referrals.

Always ask for reviews! Use platforms like Google, Facebook, or companies like RateMyAgent.

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HOW TO START BUILDING YOUR BASE When possible, face-to-face or phone conversations are always best, but you can also rely on EXIT’s Mobile Business Card™ or EXIT Realty’s Connect App to keep you top-of-mind when away, while providing your important contact info and branding for potential client home searches. If you’re social media savvy, “friend” or “follow” connections and create meaningful engagement using a daily 8x8 strategy. Don’t just re-post. Share about your why and provide useful tips and info, but personalized by you, to become the voice of real estate in your market.

REMEMBER: Conduct is always key – in real estate YOU are your brand and what clients buy into first Knowledge is confidence – soak up the designation trainings, continuing education, and market trends available through NAR and CREA Start your CRM now – an organized database will ensure you stay on track and don’t miss a beat with your sphere

KNOWING WHEN You want people to know you’re an agent, but an authentic one at that. This means knowing when it’s the right time to bring up the topic, hand out the card, or flex your knowledge. Real estate transactions can happen in the best of times and the worst of times, so it’s on you to be mindful of individual circumstances and promotional etiquette.

REMEMBER: People want to feel heard and seen - put away the phone and use whole body listening when communicating Try asking, “Do you need comfort or solutions” to help figure out how you’re most needed Find a good balance between automation and real-time, or in-person outreach to your sphere

THE WHY A job well done in real estate often leads to clients sharing their good experiences with others, but don’t assume all this effort will work for itself…yet. Enjoying a large percentage of referral business takes time, dedication, and repetition. Ensure your proven systems and marketing are scalable so you can expand into your second-degree sphere, and so on without too much augmentation. Building a solid sphere helps you develop business prominence and expertise. So one day, when your reputation precedes you and customers start seeking you out by name, you know you’re experiencing the stuff of which real estate dreams are made.

THINK ABOUT IT:

You could be just a friend of a friend of a friend away from someone needing your services, OR your next transaction.

V13 I1 21

BE PART OF EXIT REALTY’S

Phenomenal Growth!

EXIT Franchise Sold Regions Available Regions

O UT STAN DI N G R EGIO NAL & FR AN C H I S E O PP O R T U N ITI ES

NOW AVAILABLE! T E X T J O I N E X I T TO 8 5 377 TO L E A R N M O R E

FOR PRIME U.S. REGIONAL OPPORTUNITIES CONTACT:

TAMI BONNELL, CO-CHAIR - 877.253.3948

FOR U.S. FRANCHISE & AGENT OPPORTUNITIES CONTACT:

LORI MULLER, PRESIDENT U.S. ORGANIZATION - 920.410.8805 FOR CANADIAN FRANCHISE & AGENT OPPORTUNITIES CONTACT:

MIKE MCCARRON, SUPERVISOR GROWTH & DEV. CAN - 866-451-2707

JOINEXITREALTY.COM

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. ORGANIZATION 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 - 516.921.3948

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!

V13 I1 23

2024 NEWSMAKERS Veteran industry news organization, RISMedia, recently announced its 7th Annual Real Estate Newsmakers, recognizing those making headlines for all the right reasons. Of the 300 honorees making this prestigious list, several of EXIT Realty's own graced various categories:

HALL OF FAME

Tami Bonnell, EXIT Co-Chair, was inducted into the Newsmaker Hall of Fame, receiving their Real Estate Leadership Award just last year in recognition of her decades-long commitment to innovation and blazing new paths to success for consumers and professionals alike.

INFLUENCERS

Craig Witt, EXIT’s U.S. CEO was recognized in this category, along with Associate Broker, Marki Lemons-Ryhal of EXIT Strategy Realty in Chicago, IL, saying, “There’s a reason so many are joining our privately-held brand, and it’s because we put our people before profits.”

Marki is a testament to this, as is her ranking, in recognition of her ReMarkiTable work as a speaker, an author, and educator teaching over half a million students and writing hundreds of real estate continuing education classes.

ACHIEVERS

Four more of EXIT’s top leaders grace this category. Erika Gileo, EXIT’s COO, who said, “The most rewarding part of my career with EXIT Realty is getting to know our regional and franchise leaders and our associates personally, and seeing the impact that our unique Formula has made towards bettering their lives."

Three such Regional Owners, Troy and Kathy Dooley of EXIT Realty South Central and Bill Pankonin of EXIT Realty Upper Midwest ranked alongside her, all of whom are leading some of the fastest growing, and most successful regions in the brand.

CRUSADERS

Broker/Owner, Anthony Domathoti of EXIT Realty Premium says that being a catalyst for positive change in the communities he serves is a deeply fulfilling aspect of his work, and for all he continues to do championing in this regard placed him among RISMedia’s Crusader rankings. Engaging in RPAC and legislative advocacy work has allowed him to shape real estate policy and protect property rights for both his clients and the broader community.

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EL OR

RIS

N

SAMANTHA

NS

RYHAL

With six of Inman’s 10 rankings yet to be announced over the course of this year, and three categories still accepting nominations, there’s still time to shout out the rainmakers and changemakers you see as greatness in the industry.

TA M I B O N

M

Joining her in the Marketing All-Stars category for a consecutive year are EXIT’s VP of Digital Marketing, Samantha Morris and Associate Broker, Marki Lemons Ryhal of EXIT Strategy Realty in Illinois.

Influencers in their own right, both lead the way in telling EXIT’s story, while building the brand and its reputation across the digital space.

L

Toronto, ON - Hailed as one of the leaders in real estate news, Inman recently began announcing their 2024 awards and three of EXIT Realty’s finest are among them already.

EXIT Co-Chair and 40-plus-year real estate veteran, Tami Bonnell, was recognized in their Power Players category, an impressive list that includes some of the industry’s top newsmakers, market movers, and key leaders. She’s in notable company as one of 137 of the most influential and innovative executives in the mortgage, proptech, finance, and residential real estate realms who are playing a key role in shaping the industry’s future. Passionate about investing in people, Tami is an information junkie and an internationally renowned and respected speaker.

MA

RKI LEM

O

"YOU'RE TOTALLY DESERVING OF ALL THE GOODNESS

T H A T T H I S L I F E H A S T O O F F E R ."

—STEVE MORRIS, FOUNDER & CHAIRMAN

START AFFIRMING TODAY FOR A MORE SUCCESSFUL TOMORROW

V13 I1 25

WHEN THE

STARS ALIGN

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Legacy. Up until almost 30 years ago, it was a concept only enjoyed by the client when it came to real estate, relegating the role of agent to just another job. That was until the arrival of EXIT Realty's innovative three dimensional model that finally made it a true entrepreneurial career worth introducing others into.

Ed Martens was a professional who had sold his insurance agency after seven years in business then got into new home sales and managing building sites. At a time when Royal LePage was still A.E. LePage, he decided to get licensed instead of waiting for clients to come to him and ended up managing an office while creating a Power Farming program and training agents.

Just over five years in he would make a fateful move to Re/Max, where he would meet Steve Morris, a broker at the time, whose friendship and genius would eventually change both of their lives when he launched EXIT Realty. Ed would become one of EXIT’s Canadian District Owners, while still selling real estate alongside his wife, Angie, and then in 2001 he joined EXIT’s corporate ranks and was promoted to VP of Franchise Sales within six months and then to Sr. VP of Franchise Sales for Canada a year later.

“I’d been selling real estate for 20 years at the time Steve started EXIT and I realized that agents were only as good as their last deal or their last year. It was a no-brainer, the residual income, retirement income, and beneficiary income. I saw the potential right away,” he explained. “The genius of the EXIT system is that the agents help and mentor newer agents, and when they sponsor into other offices the agents there are helping the newer agents. Everyone benefits that way.”

He enjoyed a 12-year career growing EXIT across the country, and would also meet and coach the man who would go onto find EXIT’s next generation of stars saying, “I met Mike McCarron when I sold him and Franchisee, Ron Young the EXIT Realty Specialists franchise in Saint John, NB. Mike really saw the genius of the EXIT plan the very first time it was presented to him also.”

Though, at the time, Mike was retired, he had once taken $1,000 worth of JOICO hair-care product, and built a thriving, 18-salesperson team that grossed $300,000 a month. It also turned into the family business, employing his wife, two daughters, and his son-in-law, which made it all that much harder to sell when the option presented itself 10 years later. Believing strongly in timing, that’s exactly what he did in 2003.

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After that, Mike embarked on his own health journey and dived deep into his “why” of building people through wellness coaching, and would cross paths regularly with Ron at the gym. It just so happened that Ron was the top C21 agent in town at the time, who was looking to next-level his business.

He had been in conversation with Ed, when he asked Mike for his opinion on the EXIT model.

Mike had some common, preconceived ideas about the business telling Ron, “I'm not interested in real estate. It's too ego driven for me. It's not my vibe, it's just not who I am," but then agreed that if he could meet the owner, or who Ron had been speaking with, he’d give his honest opinion. That was on a Monday, and by Thursday he was sitting down for dinner with Steve Morris himself.

Mike went into the meeting a total real estate skeptic, and came out ready to purchase a franchise. He saw a lot of his previous JOICO founder in Steve Morris, he saw an opportunity that wasn’t designed to be built by yourself, and that gave entrepreneurial-minded agents a future where there was never one before.

In 2006, Mike and Ron opened their brokerage, and just over a year later Ron was ready to buy Mike out. EXIT’s Canadian Division was ready with an offer for Mike, knowing his people and business skills would be pure potential for the company’s growth. Since then, Mike has thoroughly enjoyed his role as Supervisor of Growth and Development for Canada, learning the ropes from Ed, and growing into a touching and talented Ambassador Trainer.

“Mike was a natural at sponsoring, as he engaged people wherever he went, and he has become a great talent scout as is evident seeing the quality of agents he has been able to sponsor,” Ed said.

A sports fan to the core, Mike embraced his "scout" persona and has sponsored in 11 associates throughout his tenure with EXIT. He prides himself on truly connecting with people and finding real estate luminaries in the most unassuming places, like his most promising rising star who definitely stood out amidst the crowd at a restaurant where Mike and his wife happened to be enjoying dinner back in 2016.

“There's Rob, all of six foot five, who comes over to our table and he has the gift. I know that Kathy's probably got her elbow in me, because she knows I'm going to ask the

STEVE MORRIS Founder & Chairman

ED MARTENS Sales Representative

MIKE MCCARRON Supervisor of Growth & Development - Can.

ROB DIPIERO Sales Representative

"Residuals build a lasting legacy for my family even after I’m gone. I think Steve Morris really got it right by continuing to share five percent with our beneficiary even after we're gone. If that’s not love than I don’t know what is.”

—ROB DIPIERO, SALES REP.

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EXIT Realty is a company where each person can

SHINE

their own

LIGHT,

creating a constellation of wisdom from which others can chart their paths.

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question,” Mike remembered fondly of meeting Rob and thinking he would be perfect for real estate. “I look for people who have a gift with people and help them to become very successful in real estate.” It wasn’t even something on Rob’s radar at the time but ask him, Mike did anyway.

“He told me he was a ‘talent scout’ and I fell for that line,” recalled Sales Representative, Rob Dipiero sheepishly. And though the timing wasn’t right for Rob, Mike lit a spark within him he never realized was there.

Mike saw innate skills, demeanor, and warmth as keys that would unlock doors for Rob with EXIT’s business model in a people business like real estate. But while Rob wasn’t inhibited to talk to people, he admittedly knew little to nothing of the industry.

When the time was finally right, Rob got licensed, found that feeling of “home” at EXIT Realty Specialists, and one of the first EXIT trainings he took was Ambassador.

“I took Mike’s course two or three times, and it really helped me learn the story about EXIT and some of the language that goes along with sponsoring. When I first started, I didn’t really know what I was doing, but I just threw it out there. I think more than anything I was just afraid that I didn’t know enough about real estate to help anybody, which I think is a really common thing. Because of Mike, I definitely focus more on the person across from me,” Rob mused.

Something else Mike once said that has also resonated with Rob is, “Everyone communicates, but not everyone connects.” It’s the primer from which Rob has built his business. He and Mike regularly consult on all things sponsoring and since those humble beginnings Rob has sponsored 14 active associates into the brand, has helped mastermind a corporate apprenticeship program, and taken on the Director of Growth and Sales role at EXIT Realty Specialists, which is now two offices strong.

“Sponsoring is a great opportunity for young EXIT agents because of how long they can potentially be in the business. The longer they’re in the business, the more residual income they’re going to make, and the more opportunities they’ll have to sponsor other young people who’ll be in the business for a long time. I used to want to be a top agent and now I want to ‘make money while I sleep’ as Mike puts it. I have a true love for sales, but I don’t want to limit myself to only making money one way,” Rob shared of his experience going from transactional agent to a true entrepreneur, and it’s an opportunity Ed wishes he had all those years ago too.

“I would have liked for this system to be available when I sold real estate before joining EXIT Realty Corp.,” Ed expressed. “I see the results of agents and their family’s lives being changed by the additional income, not to mention the personal growth that EXIT provides for them through all the training programs offered!”

Rob's residual income paid for a Disney trip for his entire family. And while he says it was wonderful to be able to spend the time together, he said it was also nice getting paid while he was there, as several residual payments came in while on that trip.

"My favorite part?" Rob explained. "Residuals build a lasting legacy for my family even after I’m gone. I think Steve Morris really got it right by continuing to share five percent with our beneficiary even after we're gone. If that’s not love than I don’t know what is.”

Mike agrees, knowing EXIT is a brand where each person can shine their own light, creating a constellation of wisdom from which others can chart their paths, and what started with two of the company’s stars that aligned and embraced EXIT’s extraordinary possibilities over 25 years ago, has only grown to prove they’ll be far from the last.

"The strongest force in all of us is that we must act in a way that consistently matches our thinking."

"Every thought you think causes a physical reaction and an emotional response."

"You make your beliefs then your beliefs make you."

"Whatever you focus on you get more of."

"Your thoughts form a blueprint that your mind and body work to make your reality."

"When dealing with the subconscious mind the greater the conscious effort the less it responds."

"Your mind wants to stay with what is familiar while avoiding what is unfamiliar."

"What you present to your mind, your mind will present back to you."

"I Am Enough."

RULES OF THE MIND By Marisa Peer

BE A I PRIDE MYSELF ON BEING WHAT I CALL A “NOTICER” AND LEVERAGE THIS HABIT DAILY. IT CAN BE BOTH A BLESSING THAT OPENS DOORS OF OPPORTUNITY AND YET A CHALLENGE BECAUSE, FOR ME, IT NEVER SEEMS TO SWITCH OFF. THE REASON I'M ADDRESSING THIS TOPIC IS BECAUSE I’M HOPING EACH OF YOU READING THIS CAN ACTIVATE YOUR "NOTICER" MODE, BECAUSE WE NEED IT RIGHT NOW MORE THAN EVER.

What does being a noticer do for you? It heightens your awareness of your surroundings, creating an opportunity to connect with others in various ways. It can even deepen your first meeting with someone. For example, before making a call and speaking with someone for the first time, I take a moment to gather information from the internet. I look for something personal, a commonality, or something significant to them.

Personal details might include information about their family, interests, or hobbies. Then I look for common ground which could look like shared roles as a parent, having a spouse or life partner, owning pets, having a military background, or enjoying cooking. Alternatively, it might be something they're proud of, like their tenure in a profession, community service, or helping others. All this information helps warm my conversations, making them more engaging because the other person is often surprised by how much I already know.

Another instance of being a noticer that I use in my professional routine is when talking to franchisees or associates. I go straight to the internet for a couple of reasons. Firstly, I want to see what the consumer sees. I check profiles for any issues, ensuring their bio and pictures are displayed correctly. If there's an issue, I immediately involve our Franchise Support team to fix it.

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"When was the last time you noticed the good, those doing good, or where you could sprinkle more good?"

NO TICER

BY ANNETTE ANTHONY, DIRECTOR OF CORPORATE ENGAGEMENT

Secondly, I analyze their office's engagement using our tools. If I notice a gap, I bring it up in our conversation. While they may already be aware of it, addressing it together ensures they formulate a plan and can get back on track.

Ultimately, the genius of being a noticer isn’t just in me seeing who people are, it’s in the way it helps those around me feel genuinely seen. It shows the time taken and effort put in to truly SEE people even when they might not see it for themselves. Anyone can be a noticer, and you can implement noticing in every personal and professional relationship or contact you have in your life. So, if you want to become a noticer and create a more connected world, consider these ideas:

PRACTICE MINDFULNESS

Focus on the present and being present by avoiding distractions and being fully engaged in the moment.

DEVELOP CURIOSITY

Cultivate curiosity by asking questions as it sharpens observation skills and makes you more perceptive.

CREATE GRATITUDE HABITS

Establish regular daily or weekly habits that prompt you to notice and appreciate your surroundings.

Remember, becoming a noticer is about adopting a mindset and lifestyle that values observation. Over time, with consistent practice, it becomes a natural part of your approach. It's not about perfection through practice; it's about making it a permanent part of who you are.

TO GET IN TOUCH WITH ANNETTE FOR MORE TIPS TEXT ENGAGE TO 85377 TODAY!

V13 I1 31

OPEN YOUR MIND

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

"I truly believe open mindedness is a pursuit; a journey with a destination which one must reconcile to never fully reach, but I also happen to think that it’s as much a matter of the heart as it is of the mind. After all, we’re first and foremost emotional beings, born of instinct, curiosity, and feeling."

Google says it’s “the readiness to consider something without prejudice,” and then there’s George Bernard Shaw who once brutally said, “Those who can’t change their minds, can’t change anything.”

I don’t know about that, but I do know that when I take a look around right now, it seems open mindedness is a phrase a lot easier said than put into practice.

I truly believe open mindedness is a pursuit; a journey with a destination which one must reconcile to never fully reach, but I also happen to think that it’s as much a matter of the heart as it is of the mind.

After all, we’re first and foremost emotional beings, born of instinct, curiosity, and feeling. The mind sharpens over time, or as some might say, the heart hardens.

Being open minded involves a level of self-awareness that exists just below the surface of our everyday lives. It requires boldly going, side-stepping group think, and seeing from different perspectives. It’s a process that grows from a place of kindness, that asks of us a vulnerability that some have never called upon before or are comfortable tapping into.

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STOP LOOKING IN YOUR BAGGAGE We’re all a sum of our experiences, and well, honestly they’re not always good ones. We form opinions and beliefs out of these moments and can wear our traumas like clothes or store them away to carry around in invisible baggage; some carrying much more than others.

We call upon our past experiences to help us navigate and move forward when we feel lost or uncertain. Should we always remember how far we’ve come? Absolutely, but I argue that if we keep looking back through those suitcases when we’re unsure, we’ll never actually change directions and we’ll find ourselves repeating patterns or falling back into old habits. Working on ourselves is always a good place to start. There are many ways to get help dealing with trauma.

BE WITHOUT A DOUBT Instead of allowing cynicism or derision to take hold of us as we experience life’s ups and downs, what if we worked on cultivating these attributes: Curiosity: for what others think, and for all the possibilities around us Empathy: to believe everyone is doing their best with what they have in each moment Composure: to be questioned without reciprocating feelings of anger or fear Humility: because no one knows it all, and changing comes with learning Patience: to listen and hear, not just respond, because we all want to feel heard, and Acceptance: since we all have a right to our opinions, and we can agree to disagree Living wholeheartedly is a dream I hunt daily. It has shown me the miracle we all are, has taught me the beauty of our imperfections and has demonstrated the true power of and capacity in constantly wondering. I challenge you to take time to dwell in possibility.

ROOM FOR OUR VIEWS Every time we turn around a new, faster way of communicating, sharing information, or reaching people is released, and the pace at which we live seems to hasten year after year.

We all fall prey to being over-booked or over-stimulated by technology at different times, and both can directly inhibit our availability to process the many heavy topics out there, which in turn can cause overwhelm and lead to total shut down or burn out.

Without time to consider information, how do we generate truly informed opinions?

Consciously make room to sit with your thoughts and in your emotions to better understand why you think and feel the way you do. Find a quiet place or space in which to get comfortable and remove any and all distractions. At first you may find the quiet strangely discomforting but stick with it, try to keep your mind quiet until you’ve built up the ability to quiet your mind and focus on a question or feeling.

And in your efforts to learn more about a topic, remember we owe it to ourselves to look at both sides of a story or argument, because much of technology is guided by algorithms that are programmed to feed us more of what we search for. So the next time you want to get a better understanding of something, why not search for a new perspective in books or audio books, documentary videos, or podcasts. If we all put open mindedness into practice, we become part of a global awakening and shifting of perspective.

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T H R I V E

BEYOND ANGER

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

You could always find it bubbling up here and there in society, but now it feels almost everywhere you turn, on the streets, in the news, throughout families, and around the world. It’s gotten to the point where businesses now have signs and messaging posted saying that they won’t tolerate it.

I’M TALKING ABOUT ANGER. Both a sign of the times and a sign of distress, either way the road to anger is often paved by trauma. According to the U.S. Department of Veterans Affairs website, “Anger helps us cope with life’s stresses by giving us energy to keep going in the face of danger or trouble.” It also goes on to say that anger is a “common response to events that seem unfair or in which you have been made a victim.”

Many of us are still in some form of survival mode and haven’t stopped long enough to take stock, others who have moved on would understandably rather not look back, because I would dare to say the last three years certainly constituted collective trauma. Living under lockdowns, fears of death during a pandemic, dealing with long-term effects of COVID, uncertainty surrounding side effects of unknown vaccinations or living with those side effects, stay-at-home working while home schooling children, losing loved ones, losing hope, jobs, livelihoods, even homes…our anger response was practically conditioned throughout all this, and though it’s an emotion that helps us survive, I don’t know about you, but I’m ready to thrive.

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REACTION ISN’T EMOTION

A common misconception is that anger is an action emotion. It’s understandable since you often hear of people acting out of anger. To deal with it and manage it, we first have to separate the feeling from the reaction. We’re all entitled to our feelings, but the only control we have in this life is over ourselves, our thoughts, and our reactions. Creating the habit of pausing when angry to process why you’re feeling that way, to ask effective questions, or even reframe your perspective is a powerful tool.

REFRAMING AND DETACHMENT

Immediately countering a negative thought or statement with gratitude, positivity, or understanding is one of the best ways to do this. “Gratitude is the antidote to the things that mess us up,” famed Speaker and Coach, Tony Robbins explains. So essentially “you can’t be angry and grateful simultaneously.” Next time anger strikes, try writing down or thinking of three things for which to be grateful in the moment instead. Try looking at situations from another angle or person’s perspective to think about how you might react. I try to tell myself, “We’re all doing the best we can with what we have.” Detach from a situation and you'll see a person’s poor behavior is often rooted in their bad day. By not reacting, you can also dismantle anger and shift the dynamic, something Author and Speaker, Simon Sinek, recently posted about saying, “When we show love to the people we disagree with, they’re forced to question themselves.”

THE ACT OF LETTING GO

In life’s hurried pace, we might be able to give someone the benefit of the doubt, or choose understanding in the moment, but we don’t always take the proper time to process emotions and that can fester or compound if left unchecked. Letting go is where the action becomes important. We still need to DO something to process the emotion through our body, be it physical exertion, journaling, visualization through meditation, or the act of talking to a therapist.

Sometimes our anger just won’t be satiated easily and can stick to us. If you can’t shake it try giving yourself a time limit. Allow yourself a few hours or days (if it’s a pretty big deal) to think about it, talk about it, and live with it, knowing that as soon as the time is up, you’ll have moved through it so you can move on and leave it behind.

HEAVY IS THE ARMOR BUILT BY TRAUMA

Truly honoring and understanding our emotions is important, especially when it comes to flipping your anger switch, because from an early age we learn to “armor up” as Author and shame researcher, Brené Brown calls it. Sit with your anger long enough and it’s likely you’ll find other emotions like sadness, hurt, or vulnerability hiding behind it. And if you’re doing this, chances are the person who lashes out in anger at you is potentially masking similar emotions too.

It's time to simmer down, to take a moment for thoughts before actions, to remove the armor, and to let love and understanding be the lens through which we see in order to let go. We’re all at different points of coming through this collective trauma. Let’s switch from survive to thrive so we can all face the future, no matter what it may bring.

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CLARITY

BY ERIKA GILEO, COO

Is it just me or does it seem that people are struggling more than is typical these days? I don’t know if this is the carry over from the pandemic because of the uncertainty it stirred up, the current economic conditions, the current disruptions in our industry or whether it is just my perception.

I do know that it’s more important than ever before that we focus on the positive and on those areas that will propel us forward in our personal and business growth.

My one word this year is CLARITY. I will intentionally cut through the fog that seems to be everywhere these days and ensure that I have a clear picture of where I’m going. This is easier said than done, of course. There are so many distractions muddying the waters.

Mental clarity is a vital element of productivity and fulfillment both in and outside the office. We need a clear mind to problem-solve and stay on top of whatever challenges are thrown our way.

Being prepared mentally allows you to make better decisions and be more productive. It helps you handle stress and allows you to both enjoy life and everything that’s important in your life.

I definitely don’t have everything figured out; I chose this word because I need help in this area, but here are some ways that I achieve clarity: ORGANIZATION: If my home or work environment is cluttered and disorganized, this definitely has an effect on my productivity.

PLANNING: Create clearly defined goals for work and life and write them down. Be passionate about what you want to accomplish. Look at your goals from a ten-thousand-foot perspective and envision yourself living the life you desire. Affirm your plan in writing every day to keep on track.

FOCUS: This is definitely a tough one for me. There are so many things in life that require our immediate attention and it’s easy to become overwhelmed. I used to pride myself on being an amazing multi-tasker, but I’m really most effective when I put my mind to one task at a time.

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"Mental clarity is a vital element of productivity and fulfillment both in and outside the office. We need a clear mind to problem-solve and stay on top of whatever challenges are thrown our way."

NO DISTRACTIONS: This is also not easy to accomplish these days when we have notifications popping up at us from texts, Messenger, social media, Teams, our calendar and the various humans with whom we work and live. Turn off as many notifications as possible. Eliminate things that don’t matter to your life plan.

CHOOSE YOUR FUEL: The healthier you eat, the better your brain will perform. Mental clarity is critical. Start slowly and incorporate healthy foods into your diet.

SLEEP: The quality of your sleep is directly proportionate to your mental performance. I know; sometimes easier said than done.

CALM YOUR MIND: Make time every day to be quiet. This can include meditation, but if that word is daunting to you, just take a few minutes each day to sit quietly and focus on your breathing. Many people have a morning routine that works for them. Hal Elrod’s Miracle Morning is one excellent routine that helps millions of people to start their day off in control. Check out EXIT’s Miracle Morning Facebook Group to learn more about this effective process.

BE ACTIVE: Staying physically active, even just walking daily, is an important way in which to achieve mental clarity.

CONNECT: Many healthcare providers reported an increase in mental health symptoms that were thought to have been attributed to the isolation related to the pandemic. Despite the rise of AI and technology, human beings need to relate to other human beings. Everyone is dealing with something and sometimes the smallest interaction can mean the greatest difference to someone.

Simplicity is often the best way to remove the fog and see clearly. Life is already too complicated. I hope this helps you reach for the very best on your path.

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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

FINDING

HOME

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

If you want to truly appreciate something, the saying goes, try living without it. But could you imagine going without the essence of home for so long that you forgot how it feels, or never having it in the first place to understand its true value?

This was the reality for Associate Broker, Anna Beigelman, who was 12 years old when she immigrated to the U.S. with her mother and grandmother, leaving behind the communist USSR for a better life.

“We didn’t know anyone here, didn’t speak English, and had $60 to our name. After four months of waiting in Austria then Italy to be vetted and cleared for legal entry, we began to learn the language and the rules of living here. It was like coming from another planet,” she shared of a time when political tensions were high and of leaving a place where the vast majority of housing was controlled by the state.

“Coming from a communist regime into a free enterprise one, and suddenly having many new choices and freedoms without knowing how to handle them responsibly was both exciting and scary. It came with plenty of challenges!”

According to Soviet law at the time, there was a distinction between individually owned and socialist property, of which was further subcategorized into collective or cooperative property and state property.

Both these subcategories fell under a similar government system of centralized control. In urban cities the state provided housing for common citizens, but it was low standard, often came with waitlists many years long, and could not be sold for profit or passed down through family.

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“In the USA, its citizens actually own land, buildings and homes on the land, giving them a feeling of belonging, stability, and pride, as well as legacy for future generations.”

“In the USA, its citizens actually own land, buildings and homes on the land, giving them a feeling of belonging, stability, and pride, as well as legacy for future generations,” Anna shared. It was a difference she felt and understood before even realizing that is the “American Dream,” and at age 18 she and her mother would finally achieve it when they purchased a condo together of their own.

Not wanting to squander one second of this freedom beyond the Iron Curtain, Anna was determined to continue bettering her life.

By age 37, with her own family, working in corporate America, and now owning two homes, Anna left the business world for a career in straight commission real estate. The fact that she didn’t have one ounce of sales knowledge never mattered because she knew she had something that not many others did, her personal immigrant experience.

“I wanted to be a part of delivering the American Dream of homeownership to others,” she remembered, but lacking that sphere of influence most native-born agents had, she had to find clients among strangers. “I started by placing an ad in Russian language newspapers here, and people started calling me knowing I would understand them, their needs and concerns.”

Anna confesses bilingualism is a goldmine that continues to be an important component of her practice, because according to her it’s much more than just the language itself, saying, “It’s a boundary.

People trust me to understand their way of thinking and they know I can read the crowd in front of me easily. We get each other's jokes, references, and quotes from movies and books we know from childhood, so those are great bridges of communication.”

She wasn’t the only one to see this strength either. Only a few months into the business she had several seasoned agents at her first brokerage offering her partnerships and suggesting she would go far because she was willing to do what others weren’t. To Anna, serving this market niche isn’t complicated at all, in fact she believes it adds a level of sophistication and distinction to her business, but she says there are some important points to remember when working with this clientele.

“Know the culture of your clients, the architectural styles in their birthplace, their lifestyles, how they view the home as the center of life, and their attitudes on home buying and selling,” she explained. “If an office is able to serve a diverse client base successfully, they will never run out of clients.”

Anna found EXIT Realty in the brand’s infancy. The thought had never crossed her mind to make a switch from the brokerage where she started, but she was sold and bought an EXIT franchise in 2006. Even then, her past was still as relevant in helping her see the opportunity

CHECK OUT ANNA ON HER YOUTUBE CHANNEL TODAY!

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“Know the culture of your clients, the architectural styles in their birthplace, their lifestyles, how they view the home as the center of life, and their attitudes on home buying and selling. If an office is able to serve a diverse client base successfully, they will never run out of clients.”

—ANNA BEIGELMAN, ASSOCIATE BROKER

EXIT presented. She built her Merrick Long Island office into a 20-agent operation, quickly grasping the power of EXIT’s Formula of sponsoring. Five years later she sold her franchise to the nearby EXIT Realty Premier brokerage, brought her 20 agents with her, and has enjoyed a return to full-time selling ever since.

In her 18 years with EXIT, Anna has single-handedly sponsored over 60 agents into the brand, and she thanks EXIT’s values, and its proprietary back-office management system as her main reasons why she stays and has had such sponsoring success.

“Our business philosophies match. I have studied other companies' models and some of them say they’re almost like us, but in this example, ‘almost’ doesn't count!” she advised. “I love having MEMO to see how my sponsors are doing, and if I see someone's production dropping, I take the time to find out why and help them.”

She likens the additional sponsoring income she earns, on top of her commissions, to “play money,” enriching her life with travel, entertainment, and investment opportunities both within her business and personal life. It has allowed her to carve out the true life of freedom she always wanted saying, “To me, EXIT is a true example of capitalism, opportunity, and free enterprise without limits. And in my eyes, from the perspective of an immigrant, it was a culmination of everything we dreamed of and more once we started our year long immigration process from the USSR. I’ve benefited greatly from this brand and so have my clients. I want others to experience the freedom and security that the EXIT Formula delivers.”

Anna finds further fulfillment in the conversation and relationship building that naturally comes with sponsoring. Personal attention is a pillar she stands on to differentiate herself in a time where the industry is experiencing increased automation.

“I still love some of the old school methods of helping my clients, and I’m happy to deliver five-star service every time, no matter how large or small the transaction,” she explained. “Those agents who are willing to communicate effectively with clients and avoid taking shortcuts with customer service will continue to do very well.”

With her innate desire to help people and pay-it-forward, Anna is excited to share her knowledge by hosting speaking engagements, providing training, and offering mentoring to other agents. Already having launched her own YouTube channel, she’s now looking to host seminars and webinars to coach agents in need, as well as the public.

It’s all part of her future plan to continue leaving doors open for those who, just as she did, want nothing more than to find a place to call home.

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Photo by bruce mars on Unsplash

T H E B E S T PA R T O F H O M E I S

THERE’S SIMPLY NO PLACE LIKE HOME. TEXT EXIT TO 85377 & LET AN EXIT REALTY PROFESSIONAL HELP YOU FIND YOURS TODAY!

WAYS TO IMPROVE

YOUR MOVE Whether you're hiring professionals, rallying friends and family, or going it alone, everyone hopes for a stress-free move where things arrive safely. An ounce of packing planning can ease the chore that is moving and unpacking. Try these tips to help you simplify, stay organized, and get from A to B without mishap.

LESS IS MORE Take an inventory of your belongings and get rid of any excess. If something doesn’t bring you joy, hasn’t been used in over a year, or doesn’t fit with your new home, consider selling it or donating it to charity.

THE PROPER TOOLS Essentials for any move are boxes and stuffing, tape, markers, and shrink wrap.

Estimate how many boxes you’ll need – it’s better to have too many – and get an assortment of sizes. Wardrobe boxes keep your clothes on hangers and consider putting anything remaining in storage in clear bins instead. Also splurging on a handheld tape dispenser will save time on packing, and paper stuffing instead of newspaper is still recyclable and keeps dishes clean when unpacking. Furniture blankets will also keep items protected when stacked in transit.

BOXING IT UP Pack to a reasonable weight, using small to medium boxes for heavy or fragile items, and larger boxes for bulkier, lighter items. Line tops and bottoms of boxes with bubble wrap and individually wrap fragile pieces. Linens and towels can double up here. Always put heavier items on the bottom. Exceptional valuables are best moved separately. Tape box seams closed, leaving about 5” up either side, then add two perpendicular strips of tape for extra support both top and bottom. Label each box with it's contents, destination room, and whether its fragile. Pack your moving vehicle with unpacking in mind. Remember, first in means last out.

ACCOUNT FOR CLEANING Keep cleaning supplies boxed separately for easy access on your way out and for arrival to your new home. Line these boxes with garbage bags to contain any leaks during transportation. Many cleaning chemicals such as bleach, ammonia, peroxide, and disinfectants aren’t permitted for transport in professional moving trucks by law (check with your local authorities). Move these carefully in your personal vehicle.

COORDINATE BOOKINGS In situations with elevators, you’ll need to notify the building manager to reserve them and/or have one readied for moving. In some cases a security deposit is needed. When hiring professionals or renting a truck, book as far in advance as possible, keeping in mind that the first of the month tends to be the busiest.

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4.9% Habitat for Humanity

14.5% Medical Support

4.9% Cancer

1.6% Animals 9.6% Medical Research

27.4% Children

32.2% Community Support

When you choose EXIT Realty, you're not just choosing our brand, you're becoming a part of our why to reach beyond the business to build better communities.

WELCOME TO

The

Cringe

A COLUMN ABOUT REAL ESTATE MOMENTS WE'D RATHER FORGET

Sulphur, LA – Imagine visiting a listing to do a video tour for an out-of-town investment client like you've done several times before. After recording the exterior and all its outbuildings, you go to open the lockbox on the back door and hear, “What are you doing here and why are you breaking into my home!" yelled from behind you. Worse still, when you turn you find the person armed with a knife, and there’s a language barrier involved.

What was meant to be a routine request ended up with Franchisee, Josh Foster, in handcuffs because of police safety protocol when they arrive on a scene. This was after he realized his car was blocked into the driveway, and he desperately called the listing agent for help. Even still, the armed tenant wouldn’t accept the property was for sale calling both the landlord as well as the local police.

Squatters or miscommunications regarding tenants in listings have become an unfortunate common issue in the industry, but this was a first for Josh in his 25-year career, that he won’t soon forget. The what if’s still haunt him, even though he checked all the boxes. He knows about agent safety, set the showing through ShowingTime, and saw the property was vacant BUT also confirmed that with the listing agent.

THE HEART OF THE MATTER: The listing agent had no knowledge of anyone living in the home, as it was vacant when she listed it. She would come to learn later that distressing day, that the original landlord had passed away leaving the home to an heir; an heir who wasn't interested in renting the home. He listed it for sale as it was vacant at the time (the renter was out of town working but still had a key). The thinking is he moved back in upon returning to town, unaware of the situation.

IMPORTANT LESSONS: -Thinking isn’t knowing. Ensure the listing agent has current, eyes-on info before you go -Consider parking where you'll have free access to leave when you wish -Cooler heads prevail. Josh knows this could’ve been so much worse if he hadn’t stayed calm -Always use caution or the buddy system for professional safety when showing or viewing properties -Always carry identification, including proof of your real estate business -The right to bear arms in the U.S. is very real and goes both ways -Many homes have surveillance. You could be on camera in real-time at anytime.

-Discuss these situations with your franchisee, broker, or manager who can then help educate fellow agents in the office to help lessen the chances of it happening to others

Do you have a cringe-worthy moment that others could learn from? If so, we’d love to hear about it. Email the details along with your name and contact information to achiever@exitrealty.com today.

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MUST HAVES THAT WILL HELP MOTIVATE

There's nothing better than feeling seen and heard in life, and that goes beyond even the professional realm. When we shine a light on those trying to shine theirs we invite others to do the same. Let these EXIT Premier Partners help you do just that, and help spread goodness throughout your real estate business!

There’s never been a better time to show appreciation for your hardworking team and office staff. Markful can't coordinate with your venue, or chase down agents for an RSVP, but they can help make it one for the books with all the awards and swag you need! Markful can also help with their awesome, on-demand, no-minimum apparel and drinkware available 24/7 year-round in their shop. Their full-service team will find you special gifts to fit every budget.

Markful invites you to check out their awards and dive into their guide or contact Maria Fuentes via email at maria@markful.com or phone at 619-258-4081.

Together they can make your upcoming awards event #unforgettable!

There’s no better way to say, “Thank you” than with a unique travel gift from Resort Vacation Certificates (RVC), redeemable towards a seven-night (one week) vacation stay in popular destinations and affiliated resorts around the world*. Certificates offer exciting experiences and lifetime memories that come from amazing vacations.

Let Resort Vacation Certificates help your business deliver those experiences and strengthen your brand with employees and customers alike.

Include a heartfelt personal message, your company logo, and add a custom themed graphic to show your appreciation. Once purchased the Certificate is available in your secure account to gift directly via email to the recipient, directing them to the website where they can browse and book available vacation weeks!

Click here to get your Resort Vacation Certificates today!

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*This is an offer to sell travel. Certificates are valid towards a one-week (7 nights) stay at available resorts worldwide.

Destinations and travel times are subject to availability and confirmed on a first come, first served basis. Certificate includes only accommodations and specifically excludes travel costs, taxes, all-inclusive fees (as applicable), and other expenses that may be incurred. Promotional discounts and offers may not apply to all properties. Offer may not be combined with any other promotion, discount, or coupon. Offer void where prohibited by law. All prices based in U.S. dollars (USD). Certificates are for redemption during shoulder and off season periods. Additional terms and conditions, including upgrade fee options, are available when you redeem the Certificate. Other restrictions may apply.

When your sellers are motivated, they're looking to sell fast and for the most money.

Curbio is the nation’s leading pay-at-closing home improvement solution providing a white glove service enabling sellers to upgrade their home now and pay when it sells. Get focused, profit-driven updates that will help speed listings to market, with a five-star customer experience, resulting in a 28% average sale price increase and 50% faster project times.

Every listing needs something, whether it’s a simple refresh or a gut remodel. Give your clients the most successful sale possible with a tech-powered, streamlined experience that transforms the typical home improvement experience with clear communication and real-time progress reports all available at the tap of a finger.

Top-performing real estate teams evolve along with consumer expectations. They leverage technology partners to strip away inefficiencies in their daily work. Give yours the solution for top-performing teams, with the power and functionality to run their business the way they need to, and empower them to grow in any market.

With btPRO, BoomTown and Inside Real Estate have combined their strengths and teams to deliver a complete solution to fuel your business with a powerful tech ecosystem, powered by the best of kvCORE and BoomTown technology: -Lead Gen Engine -Customizable IDX Websites -AI-Powered Smart CRM -Listing Management & Marketing -Transaction Management Check-Circle Integration -Team & Agent Analytics -Behavioral Automated Check-Circle Marketing -Fully Integrated Marketplace

EXIT Realty continually establishes 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

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EXIT REALTY CORP. INTERNATIONAL

ANNUAL CONVENTION GAYLORD PALMS RESORT & CONVENTION CENTER KISSIMMEE, FLORIDA • OCTOBER 28 TH » 30 TH

NEW DATES!

Be in the Room For EXIT's Most Highly-Anticipated, Must Experience Event of the Year!

With a new format, don't miss a single speaker who resonates and educates, or an unforgettable moment spending quality time in true EXIT culture.

TICKETS ARE SELLING FAST! CLICK HERE TO GET YOURS BEFORE THEY'RE GONE!

LIKE AND FOLLOW #EXITCONV