The Integrity Issue

PUTTING THE I INTEGRITY

EXIT associates gather together to learn, live it up, and celebrate award-winning EXIT Convention greatness! BACK INTO

FEATURES RESOURCES

08 The Essential Practices of SelfIntegrity & Accountability by Key Yessaad, EXIT MIND-SET Trainer

12 The Value is in the Work You Do with John Gillam, Assoc. Broker

18 EXIT's 2024 Convention Awards

42 Climbing the Mountain Together by Melanie Robitaille, Sr. Staff Writer & Graphic Designer

COLUMNS

04 We Are the Difference by Tami Bonnell, Co-Chair

06 What You Plant Is What Grows by Joyce Paron, CEO - Canada

07 Who Will Make it Into Your Future by Craig Witt, CEO - United States

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

10 Tips From a Commercial Agent with Sales Rep., Timothy Churchwell

23 Walk the Talk with Franchisee, Diane Farr

25 EXIT's Extras

You don't have to break the bank with all of EXIT's free resources for agents and ownership alike.

52 EXIT Ancillary Must Haves

BEYOND REAL ESTATE

37 In Times Like These by Erica Nasby, EXIT MIND-SET Trainer

47 Taking Your EXIT

A nod to Franchisee, "Special" Ed Haraway as he looks to make his EXIT from the business.

50 The Green House Effect with Wayne Beals, Assoc. Broker

08 FEATURE 12 18 37 FEATURE FEATURE BEYOND

WOMEN IN FRANCHISING:

What Glass Ceiling?

STRAIGHT FROM OUR FEMALE LEADERSHIP...

SHAWN SORENSEN, Franchisee

EXIT ALLIANCE REALTY, CA

“I know that I am not alone. I have a large, built-in support group that is always willing to help me. My success is their success.”

KIMBERLY PLOURDE, Franchisee

EXIT REALTY CENTRAL, VA

“Becoming an EXIT Realty Franchisee has been one of the best decisions I have made in my real estate career. The leadership team, with their genuine, available, and loving approach, brings a wealth of experience from the real estate industry. The unbeatable business model has not only weathered the changing market dynamics but continues to prove itself as a win/win for both agents and brokers. I’m proud to be a part of a franchise that values success through collaboration and unwavering support.”

MAGGIE TESSIER, Franchisee

EXIT REALTY MATRIX, BROKERAGE, ON

“When you’ve come from a place of overcoming great obstacles in life you appreciate the sincere help of others. I went from being a single parent raising my children, with little financial means, to a place of mastery in real estate sales because of the heartfelt direction of EXIT trainers. These champions made time for me, encouraged me, gave me an unparalleled skill set and never gave up on me. When I look back to those early days in this business, I could never have dreamed as big of a dream as earning a seven-figure income. Steve Morris, EXIT Realty’s Founder and Chairman, has created an empathy-oriented company and this philosophy permeates throughout the corporation and its people. I'm proud to take the reins of my company and bring this same caring and nurturing to my office. EXIT is a family. My agents love this company and everything it stands for and I'm its biggest endorser.”

BY TAMI BONNELL CO-CHAIR

We Are the Difference

At EXIT Realty we've lived our mission statement through every high and low this industry has felt. We’re not just focused on raising the bar for our people, but for the entire industry as well. Our very Formula provides a better way of doing business, and it’s unlike any other system out there.

To me the best description of Sponsoring is, ‘money earned on a continual basis from one original activity.’ Our single-level model isn’t like multi-level marketing, which is often several layers deep and can equate to very small earnings. It’s not profit sharing either, or a share of the office profits after taxes, meaning if there’s no profit margin, there’s no sharing. Nor is it like stock options, offering the fluctuating value of a publicly traded stock at any given time, subject to market volatility.

Residuals are a reward paid out by EXIT Realty Corp. International to each person who Sponsors. It’s a bonus equivalent to 10% of the gross commissions generated by each individual who you introduce and joins our company, up to $10,000 per person, per year for as long as they stay with EXIT. It’s a clear, clean, direct line between corporate and each sponsor, and everyone has the same opportunity from day one. Anyone can invite agents, brokers, even entire offices, to join us from anywhere across North America.

Our Formula provides advantages like retirement and beneficiary benefits, suitable for the calibre of career that we believe real estate is. Even our administrators receive a built-in bonus. Everyone wins. We care about the well being of our people and their families, and we care about the communities we serve, which benefit from an integrated 5% charitable trust fund allocation from every transaction fee received by EXIT International. This allows our offices and agents to pay it forward at a local level through our Spirit of EXIT Matching Program.

The EXIT experience is as relevant as it gets. We continue to focus on finding solutions and opportunities through change. And, in a time of out-selling or outthinking the competition, we protect and put our people first, not just because it’s on trend, but because it’s a core value and the right thing to do. We know who we are, and who all of you can be by choosing our company.

"IN

A TIME OF OUT-SELLING OR OUT-THINKING THE COMPETITION, WE PROTECT AND PUT OUR PEOPLE FIRST, NOT JUST BECAUSE IT’S ON TREND, BUT BECAUSE IT’S A CORE VALUE AND THE RIGHT THING TO DO."

—Tam

What You Plant Is What Grows

BY JOYCE PARON CEO - CANADA

If you plant corn, will you harvest wheat? No, seems like an obvious answer. When you plant corn, you can expect corn. Conditions don’t have to be perfect; however, the seed's needs must be met. And the ground doesn’t judge what kind of seed it is; it simply supports the growth of what’s planted.

Like a farmer who sows seeds today for a future harvest, every thought you entertain goes into the fertile soil of your mind for growth. By your free will, you choose what you sow and, in return, the crop that will grow. It’s easy to start planting seeds of doubt, frustration, and blame when circumstances aren’t as you desire them to be, but you’ll only reap a future of more of the same because the power of the human mind is always supporting you in what you give your attention to.

Has there ever been a time when taking responsibility for our thoughts is more important? What if the seeds we plant in ourselves right now are ones of honoring how far we’ve come, congratulating the small wins, and telling ourselves what a great job we’ve done? Extending kindness toward ourselves matters because the kinder we are to ourselves, the kinder we can be toward others. Notice I didn’t say nice. There’s a slight, yet notable difference between the two.

EXIT’s culture is steeped in getting the best and most out of people. No other business model provides single-level residuals while working, through retirement and past death. We provide this industry with the greatest opportunity for real estate agents and their families throughout their lifetime. This is the long game. It has never been about what’s in it for us today. It’s about what value we can bring to the people who rely on us and our industry, both during and after our careers. It’s about a vision that honors the integrity of this career, those who choose it, and the tremendous impact this has on our industry at large. When we become more discerning about planting thoughts that reinforce ourselves and what we care about, we become part of a better future for ourselves and this business. Plant today for a better tomorrow, and watch how you and your business will grow.

"PLANT TODAY FOR A BETTER TOMORROW, AND WATCH HOW YOU AND YOUR BUSINESS WILL GROW."

Who Will Make It Into Your Future?

CRAIG WITT CEO - U.S.

Years ago, while on the road with me visiting EXIT offices in our motor coach, my amazing wife took on the challenge of cutting my hair. Now, each time I sit down for a haircut, not only does it remind me of our time on the road together, it’s also an opportunity where she has me as her captive audience. Recently she said, “If you and your partner value each other, everything else will take care of itself.” That really made me think.

A lot of who we are and how we behave has to do with the ability to take personal responsibility for our actions. Who we hang around and the influences in our lives shape us as people. My dad always said, “If you hang around dogs you’ll catch fleas.”

It wasn’t until I found EXIT Realty that I really examined my friendship circle to see who I could really count on and what value they brought into my life. It was a difficult time for me, but it was time to tighten my circle. I saw an almost immediate effect. So, I ask you, do you have the strength to let go of certain relationships, and who will make it into your future?

At EXIT, our value is everything and we are your partner. The integrity we exhibit every day toward each other only strengthens our relationship, but it takes personal responsibility. The associates within your office, the customers with whom you work, and even your professional partners who help you get deals done deserve the best because they’re providing value to you as you do for them. The term “best practices” not only relates to you as an expert in real estate, but to your personal “best practices” as they relate to who you are as a human and your attitude toward others. Our culture at EXIT is a key value proposition in our brand; we are different from the other companies. We may have the best model in real estate but it’s our people that make the difference. Those unwilling to adapt to our positive culture often move on to other opportunities. We must surround ourselves with people of encouragement and the courage to always do the right thing. We attract others to our company because of our undying quest to be the best, and to be the best you must be completely committed to providing and exhibiting the highest value.

Thank you for being part of EXIT. You’re in the right place and let’s grow together.

"WE MAY HAVE THE BEST MODEL IN REAL ESTATE BUT IT’S OUR PEOPLE THAT MAKE THE DIFFERENCE."

ACHIEVING REAL ESTATE SUCCESS: The Essential Practices of Self-Integrity and Accountability

BY KEY YESSAAD EXIT REALTY MIND-SET TRAINER

In the world of real estate, Success is not just about closing deals and generating leads. It's about building a foundation of trust, reliability, and excellence. As a MIND-SET Trainer and production coach, I often emphasize two critical concepts that serve as the bedrock of a successful career: Self-Integrity and Accountability. These two principles are not just abstract ideals; they’re actionable commitments that drive consistent growth and long-term achievement.

SELF-INTEGRITY: Honoring Your Commitments to Yourself

Self-integrity is the cornerstone of personal and professional success. It begins with “The promises you make to yourself” and the unwavering commitment to fulfill them. It's about setting goals, creating plans, and following through with deliberate action. Look at it this way: “Keep your promises to yourself, not just those you make to your clients.” For example: You said you were going to make 10 follow-up calls today, and you make those calls absent of any excuses, negotiations, or distractions.

When you give your word to yourself to accomplish something, you set a standard of excellence. This commitment is not just about meeting external expectations; it's about honoring your inner drive and ambitions. Self-integrity means taking personal responsibility for your actions and inactions, regardless of external circumstances. It requires you to be honest with yourself about your strengths and weaknesses and to take proactive steps towards self-improvement.

For EXIT professionals, Self-Integrity manifests in daily practices such as time-blocking, diligent follow-up with clients, prioritizing your money-making activities, and owning that distractions don’t happen to you – you have a say in them entering your life. It's about being reliable and consistent, not just for your clients and colleagues but for yourself. When you honor your commitments to yourself, you build a strong foundation of trust and reliability that others can depend on.

"IN THE WORLD OF REAL ESTATE, SUCCESS IS NOT JUST ABOUT CLOSING DEALS AND GENERATING LEADS. IT'S ABOUT BUILDING A FOUNDATION OF TRUST, RELIABILITY, AND EXCELLENCE"

ACCOUNTABILITY:

The Power of Reporting and Collaboration

While Self-Integrity is about personal commitment, Accountability adds an external layer of commitment. It involves creating a plan of action, trusting that plan, executing it diligently, and then reporting your progress to a success partner or coach. Accountability is about transparency and collaboration, which amplifies your efforts and helps you stay on track. In my Boot-Camp Training programs, I stress the importance of having an Accountability Partner. This could be a fellow agent, a mentor, or a coach - someone who holds you responsible for your obligations. The act of reporting your progress not only keeps you motivated but also provides an opportunity for constructive feedback and support. Accountability helps you stay focused on your goals and ensures that you don't deviate from your plan. It creates a sense of urgency and importance around your prioritized tasks, making you more likely to complete them. Moreover, it transforms the solitary nature of personal goals into a collaborative effort, enhancing your chances of success.

Working with a Success Partner:

• Pick a colleague who is motivated to succeed. If they don’t want it bad enough for themselves, you can’t motivate them, and they may drag you down with their indifference. I always say: “Give me hunger over talent.”

• Listening in a supportive manner is crucial. Remember you are not there to process them - you are not their therapist, and vice-versa.

• Start Mondays with a quick conversation discussing proactive activities that must be completed by Fridays. How many daily/weekly: calls with people you know; calls with people you don’t know; follow-up calls; faceto-face at the doors, etc.

• You may opt for quick texts during the week to boost each other’s tenacity

• Friday or Saturday, email each other your numbers for the week – then get on the phone and discuss your wins, your losses, but more importantly your obstacles

• Bonus: practice scripts with one another. It’s better to make mistakes with your Accountability Partner than with your clients.

• Warning: gossiping about others will drag both of you down – it may feel good but accomplishes very little.

• Consider a face-to-face or Zoom call once a month. Pick a book that both of you will read at the same time so you can discuss it, for example: Atomic Habits by James Clear

Key Yessaad is a seasoned real estate strategist and coach with over 20 years of industry experience. He’s renowned for his unwavering commitment to accountability and empowerment. Specializing in Listing strategies and production coaching, Key offers two transformative programs: “All-Day In-Person Strategy Workshops” and “Immersive 3-Month Boot-Camp Trainings.” Text YesKey to 85377

Tips From a Commercial Agent

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

Commercial markets across North America may still be recovering from a shift over the last several years, but for as hard as professionals transacting in that arena have had it, aspects of their business that have never changed are buyer representation and compensation, two issues that have turned the tables and rocked the residential world across the continent throughout 2024.

Seeing this, I sat down for an interview with top commercial agent and Certified Commercial Investment Member (CCIM), Timothy Churchwell with EXIT Realty Central in Norfolk, VA to discuss these two issues and how differently they’ve been dealt with on either side of the industry.

“Buyer’s agency is not dead,” he stated very matter-of-factly. “It just means you have to show them the value of what you're doing. And the same thing goes on the listing side too. A lot of agents don't know how to do that though. Now you have to share the stuff you do; show your value and why people need you.”

The fact is, he has become so good at doing this himself that a large part of his commercial business is consulting these days, and handling things like feasibility analyses or making go or no-go decisions on property portfolios being brought to him.

“I can do a restaurant market analysis and tell you how much money people spend in a certain demographic. Say you want to open a fried chicken restaurant. I can tell you how much money the people spent on fried chicken in the last year versus how much money they spent within that geography and do a gap analysis to tell you whether the market is saturated for fried chicken in that location,” he said. But doing this type of thing is just par for the course for him and other commercial agents, and so is talking compensation he says.

"IT’S TIME RESIDENTIAL AGENTS TOOK A FEW PAGES FROM THE COMMERCIAL BOOKS AND HELD THEMSELVES TO A HIGHER STANDARD."

“WE'VE ALWAYS NEGOTIATED OUR FEES, PERIOD. I ALWAYS EXPLAIN TO MY CLIENTS THE FEE, AND THAT SOME OUT THERE OFFER IT STRAIGHT UP WHILE OTHERS DON'T, AND IF THE SELLER DOESN'T PAY, THEY HAVE TO PAY ME.”

Tim, as most people know him, is teaching a course on value these days. Being that his origins are rooted in residential real estate but he’s also the 2024 Regional VP for CCIM and sits on their 2024 Global Board of Directors, he’s known both sides of the real estate industry saying, “I didn't just leap into commercial as much as I wanted to. I didn't even know what I didn't know, so I couldn't. I had to get the education to find out what I was doing.”

In his opinion, the use of a Buyer’s Representation Agreement (BRA) is something agents should’ve always been doing, however not every state mandated the practice, that is until now. Recent National Association of REALTOR® (NAR) changes took effect in August regarding buyer’s agency and compensation which has shaken up residential real estate and caused many a hot debate since. And while some may be new to these practices, he doesn’t think agents should be fearful of them. In fact, Tim believes doing them will only strengthen the integrity of the entire industry.

“This isn’t a big deal,” he explained. “If anything, it's actually kind of positive because what it's going to do is get rid of the agents out there that expect to get paid for holding open a door.” But these aren’t the only other attributes to commercial real estate that residential agents and offices can learn from, there’s also:

ENTRY REQUIREMENTS & EDUCATION

With steep educational and entry criteria, commercial agents going through for their CCIM have to build a portfolio of some 200 postgraduate-level hours, and while there are three different ways to fast-track membership, most opt for completing $10 million in transactions and at least 10 deals. Only when your portfolio passes are you green-lit to take the comprehensive exam, which only happens twice a year in the U.S.

APPRENTICESHIP & CAMARADERIE

During the portfolio-building process, agents like Tim can refer commercial transactions to other CCIM members, because they’re known as (and pay for) Candidacy, which encourages those members already in the know to work with and apprentice those looking to join that side of the business.

GOING ALL IN

Because of the longevity and significant liability inherent to commercial transactions, there’s a “learn it or refer it” attitude among these agents, where there’s no room for dabbling or half measures, and equates to a higher percentage of full-time, committed professionals on that side of the business because they also…

PAY TO PLAY

Commercial agents cannot afford to rely on a single membership to articulate their value and ethics, Tim says. They MUST have the knowledge, membership connections, and data to analyze because they know if they don’t, it’s not just a matter of not providing value, they could cost clients millions of dollars on a single transaction if they cannot do their job properly.

No one side of the industry is any better or more important than the other, but what’s glaringly obvious right now is the level of seriousness that commercial agents have always brought to their job. With all that has transpired in 2024, and with industry insiders like Brian Buffini attributing these issues to poor agent practices, it’s time residential agents took a few pages from the commercial books and held themselves to a higher standard. Because no matter the cost of a listing, your best should always be the standard in a time when a place to live or work is so vital. And really, shouldn’t that be reason enough?

The Value is in the Work You Do

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

With so much chatter surrounding recent changes to industry standards in real estate, it’s hard to make sense of all the noise these days. Many look for guidance but few step up on the soap box like Associate Broker, John Gillam out of EXIT Realty Home & Ranch in New Mexico and Colorado.

As a third-generation real estate professional with a background in social services, he’s actively engaged with the National Association of REALTORS® (NAR), he’s in the arena, and he makes it his business to be in the know. His is a refreshing and authentic voice of reason and experience that both NAR and EXIT recognized when they aligned with him for his recent NAR NXT Up session and EXIT’s free ABR sessions earlier in 2024. Because of this he was also presented with EXIT Realty Corp. International’s Trusted Advisor award at their recent 2024 convention in Florida.

He sees things from a refreshingly positive, but realistic perspective of letting go of old ways in order to make room for several models and compensation structures that he believes will not only benefit the entire industry, but consumers as well, by being made available to everyone. He also believes it’s vital to take this time to identify where the industry wants to head in the future, but that decision cannot be based on any one type of market just because we’re experiencing it.

Known as the trainer of trainers, John holds both the Distinguished Real Estate Instructor (DREI) as well as the Gold Standard Leader (GSL) designations from the Real Estate Educators Association (REEA), which sets the standard for excellence in real estate classroom instruction. Two decades of training later, and seeing first-hand how different many states operate, even he knows there’s no one clear cut answer to the many questions out there right now, but he has seen a few things and knows these to be universally true:

COMPETENCY CREATES CONFIDENCE IN COMMUNICATION

Customers not only demand competency, John explains, but it’s part of NAR’s Code of Ethics to provide knowledgeable service that best represents the interests of the client. This means clear, transparent communication channels every step of the way so clients can see the job REALTORS® do.

“If our clients really understood what it is that we do and what we bring to the table, we wouldn’t have to worry about justifying our value. The second you feel like you have to justify or defend your value, you’ve already lost the conversation,” he said in his NAR session Shift Happens – Changing Gears in a Changing Market.

PUT CLIENTS BACK IN THE TRANSACTION

Ironically, many real estate professionals have been taught for years to make the process as easy as possible for their clients, only to have inadvertently skimmed over the hard parts he explained, saying, “When you make it seem easy to your clients, they don’t fully understand what it took to get to the closing table. We’ve systematically removed the consumer from their transaction, from their contract, and from their process. We’ve been allowing the public to drive what they think our job is when they don’t even really fully understand what it is that we do.”

“WHEN YOU MAKE IT SEEM EASY TO YOUR CLIENTS, THEY DON’T FULLY UNDERSTAND WHAT IT TOOK TO GET TO THE CLOSING TABLE. WE’VE SYSTEMATICALLY REMOVED THE CONSUMER FROM THEIR TRANSACTION, FROM THEIR CONTRACT, AND FROM THEIR PROCESS. WE’VE BEEN ALLOWING THE PUBLIC TO DRIVE WHAT THEY THINK OUR JOB IS WHEN THEY DON’T EVEN REALLY FULLY UNDERSTAND WHAT IT IS THAT WE DO.”

—JOHN GILLAM, ABR, DREI, GSL

INFORMED CONSENT

By putting the above two points into action, it ultimately creates a more informed customer and proper informed consent, something John said has been lacking. Poor habits can lead to clients being set up to fail when they’re not given explanations to better understand what something is and how it impacts them.

“A lot of us have gotten in this habit of sending stuff to our clients and saying, ‘Do you have any questions on this?’ And of course they don’t, because they don’t understand what it is. They don’t know what’s in front of them, and don’t know the questions to ask,” he shared.

PROPER DUE DILIGENCE TAKES TIME

Specializing in commercial and ranch real estate, John sees this slower market as a good thing. Due diligence is there to protect clients, but it takes time to do it thoroughly. Neither REALTORS®, nor their clients can afford to use the excuse, “the market made me do it” anymore and that’s what we’re seeing the result of now he explained, saying, “When I do ranch real estate, or I’m doing commercial real estate, no one questions me when I’m asking for 30 or 45 days to review, yet we do in residential. I’ve never understood why we make it okay in residential to push the timeframes.”

STOP CATFISHING CLIENTS

Getting to know your clients takes time, but it saves time too. You cannot promote the interests of your client if you don’t know what’s important to them, or where they’re going in the future. Losing sight of their needs, drafting contracts without them, and over marketing a property only leads to catfishing clients.

“If I’m really following what my ethical guidelines are, my buyer should always be excited when they come to the property because it’s meeting or exceeding their expectations,” John explained.

DIFFERENT MARKET. DIFFERENT APPROACH.

Back in 2012, John recalls sellers wanting to offer over and above originally proposed compensation just to get as many buyers as possible to their home. Ten years later, and these are very obviously different times that require individualized approaches, and he has a warning saying, “We have to understand how to work in real estate, not in a specific market. In the same day I might have a short sale and a multiple offer. If I have my mind set on how to do one and not the other, I have failed my consumer because the contracts can’t be the same every single time. If you’ve been taught to work from a templated contract, I’m going to beg you to please stop. Read your contracts, and re-read them to your consumers, because every contract should be different.”

"FORWARD MOTION IN REAL ESTATE IS GOING TO TAKE THE REALIZATION THAT THIS IS, AS JOHN CALLS IT, 'A SYMBIOTIC BUSINESS,' WHERE THE RIPPLE AFFECTS OF POOR PRACTICES IMPACT THE ENTIRE INDUSTRY NOT JUST THE REPUTATION OF ONE AGENT OR OFFICE; THAT WHAT AFFECTS THE BUYERS CAN ALSO COME BACK ON THE SELLERS."

YOU DON’T KNOW WHAT YOU DON’T KNOW "I think" isn’t "I know," and in a business where you can easily wear many hats it gets very precarious if clients don’t seek professional advice beyond that of their REALTOR'S® word. From 1031’s to title, John says the best thing you can do for clients is direct them to the right experts to give them the right answers. “Buyers won’t do all of the due diligence that we recommend. It’s okay for them not to, as long as they understand the potential consequences. But, if they choose not to and they didn’t understand the consequences, that’s on us and has been for the last several years,” he pointed out. “That’s why we’re seeing the liability that we’re seeing. That’s where our communication shifts have to start happening as we’re going forward.”

DISCRETION IS ADVISED

Trust is tantamount in all relationships, and since real estate is first and foremost a relationship business, REALTORS® need to be expressing that their Code of Ethics dictates that anything learned in a trusted relationship cannot be shared or used against a consumer, without their informed consent. And that’s a standard of practice applied beyond just the transaction for a REALTOR® “How ironic is it that to be a REALTOR®, we simply want you to be a better person. That if you say, ‘you can trust me, I can trust you.’ And that starts from the very first conversation,” he expressed.

Forward motion in real estate is going to take the realization that this is, as John calls it, “a symbiotic business,” where the ripple affects of poor practices impact the entire industry not just the reputation of one agent or office; that what affects the buyers can also come back on the sellers, and that your value isn’t just in the tools you offer or use, it’s in the very integrity you bring to the work you do.

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

The Office is VITALity

Franchisees

Benny Diasparra (L) & Jeff Mistretta (R)

The true irony of brokerages closing their doors, and the rise of no-brokerage models is that it all negates human connection. Without it, there can be no collaboration, no serendipitous meeting of the minds or like-minded people, and in Franchisee, Benny Diasparra’s and Jeff Mistretta’s case, they may have never gotten to where they are today without it.

They recently created office greatness with their new, EXIT Realty Premier location that just opened. It’s their testament to what offices could and should be in today’s real estate markets, and what they see agents in the business craving.

“Many people in the industry believe real estate agents don’t need an office any longer. That’s like saying human beings thrive without community or interacting with other humans. Sorry, but that’s not biologically accurate,” Jeff unabashedly pointed out in a recent Facebook post that caught many people’s attention. “The real reason real estate brokers have convinced themselves that their agents don’t need community is because building a community in an industry where everyone is an independent contractor isn’t easy. It takes commitment. It’s endless hours each week, each month, each year, providing endless value and endless support.”

Despite facing some obstacles in finding that Goldilocks space, Benny finally found the one, though it needed a total overhaul. Both are proud of this new location that exemplifies their shared visions, which directly align with EXIT’s values, and are a big part of how they both ended up under the teal banner. They were brought together as strangers who each found their way to EXIT at different times but for similar

“THE REAL REASON REAL ESTATE BROKERS HAVE CONVINCED THEMSELVES THAT THEIR AGENTS DON’T NEED COMMUNITY IS BECAUSE BUILDING A COMMUNITY IN AN INDUSTRY WHERE EVERYONE IS AN INDEPENDENT CONTRACTOR ISN’T EASY. IT TAKES COMMITMENT. IT’S ENDLESS

HOURS EACH WEEK, EACH MONTH, EACH YEAR, PROVIDING ENDLESS VALUE AND ENDLESS SUPPORT.”

The EXIT Realty Premier staff and agents at their recent grand opening.

They were brought together as strangers who each found their way to EXIT at different times but for similar reasons. Benny and his past partner, Rob Leggat owned an independent and were looking to make the switch to a franchise model that would help them and their agents all grow together when they met EXIT Realty New York Metro Regional Owner, Hector Castillo

“The EXIT model and Formula was perfect for us,” Benny recalled. “Within a few short years, we became a dominant force in the Bronx, and in 2015 I was able to purchase EXIT Realty Premier in Massapequa, a successful office with amazing agents.”

At the same time, Jeff was interviewing with EXIT Realty Achieve Franchisee, Susan Hamblen, after learning about EXIT from a friend and colleague, Michael Keirsey who made the switch from another brand for a better company culture. After doing some research of his own, and only hearing good things about EXIT around town, he too made the switch, and went from agent to office manager, and then onto part owner in only a few years’ time.

The three would meet a few years later and a seed was planted in Benny in that moment, he explained, saying, “I met Jeff through Susan, who was an incredible broker at EXIT Realty Achieve. I knew that I wanted to align myself with these two individuals at some point in the future.” So, when Benny’s partner decided he wanted to slow down, Jeff was invited and ready to join forces at EXIT Realty Premier. Together Jeff and Benny have created a winning combination of collaborative work environment and continuous support for agents, where they remain committed to their number one priority of growing their professionals, because as Jeff explained, “The greatest impact you can have on individuals has been, and will always be, face to face.”

So many people, all tied to one place, but these relationships would likely not have been possible without an organization that believes in the vital power of both human connection and spirit.

Special Award Winners Celebrating Excellence

KYLE JOHNSON

Sales Rep. - EXIT Realty Associates, NB

Tri -Real-A-Thon

Top Gross GCI in North America

Top Unit Producer in North America

Top Sales Volume in North America

Million Dollar Circle

Lynn & Greg Findlay, Regional Owners EXIT Realty South Western Ontario International Region of the Year

Stacy Strobl & Kenny Lynn, Regional Owners - EXIT Southeast #1 Franchises Sales

Troy & Kathy Dooley, Regional Owners - EXIT South Central #2 Franchises Sales

Hector Castillo, Regional Owner - EXIT Realty New York Metro #3 Franchises Sales

Jeremie Fontaine, Sales Rep. – EXIT Realty Associates, NB

Top Lister in North America

Parise Cormier, Franchisee - EXIT Realty Associates, NB

#1 Highest Grossing Office (Single)

#1 Highest Producing Office - Sides (Single)

Maggie Tessier, Franchisee – EXIT Realty Matrix, ON

#1 Highest Grossing Office (Multiple)

#2 Team in North America (Tessier Team)

#5 Highest Producing Office - Sides (Multiple)

Million Dollar Circle

John Farrell and Robert Farrell, Franchisees

– EXIT Realty Homeward Bound, NY

#1 Highest Producing Office - Sides (Multiple)

Broker of the Year - East USA

Dave Sawler and Philip Duplisea

Franchisees - EXIT Realty Advantage, NB

#2 Highest Grossing Office (Single)

#2 Highest Producing Office - Sides (Single)

Lee Porter, Franchisee - EXIT Realty Midwest/Great Plains/Black Hills, IA/MN/SD Broker of the Year - Central USA

#2 Highest Producing Office - Sides (Multiple)

#5 Highest Grossing Office (Multiple)

Kris Klair, Franchisee – EXIT Realty Consultants, CA

Superior Growth & Development

#2 Highest Grossing Office (Multiple)

Joseph Arnone & Chris Harrison, Franchisees – EXIT Realty Horizons, NM Broker of the Year - West USA

#3 Highest Grossing Office (Single)

#3 Highest Producing Office - Sides (Single)

Kristen Trembinski & Jamie Coccimiglio

Franchisees - EXIT Realty True North, ON

#3 Highest Grossing Office (Multiple)

#4 Highest Producing Office - Sides (Multiple)

Nick Libert, Franchisee - EXIT Strategy Realty, IL

#3 Highest Producing Office - Sides (Single)

Marc and Sheryll White, Franchisees, - EXIT Realty DTC/Cherry Creek/Pikes Peak, CO Award of Expertise (Sheryll White)

#4 Highest Grossing Office (Multiple)

Sterling Stephens and Andrew Stephens

Franchisees - EXIT Realty Metro, NS

#4 Highest Grossing Office (Single)

#5 Highest Producing Office - Sides (Single)

Gene McGuire and Russell McGuire

Franchisees - EXIT Realty of Lubbock, TX

#4 Highest Producing Office - Sides (Single)

A.J. PLANT

Regional Owner - EXIT Realty Eastern Ontario

Phoenix Award

Jeramie Taber, Bob Lamb, Richard Lewis, Tori Young & Brad Hopkins , Franchisees

EXIT Realty Bob Lamb & Associates, TN

#5 Highest Grossing Office (Single)

Carol O'Hanley & Steve Yoston, Franchisees - EXIT Realty PEI, PE Broker of the Year - Canada

Laura Garrett, Sales Representative – EXIT West Realty, TX

Top Sponsor - Producing Agent

Danny Collins, Franchisee – EXIT Realty DKC, NY

Top Recruiter - Franchisee / Management

Carl Vasile, Sales Rep – EXIT Real Estate Property Solutions, FL #1 Team in North America (Team Vasile)

Million Dollar Circle

Sandra Hussey, Sales Rep. – EXIT Realty Group, ON #3 Team in North America (Team Fussy Hussey)

Million Dollar Circle

Marc Austin Highfill, Franchisee - EXIT First Realty (Richmond/Glen Allen), VA #4 Team in North America (The Marc Austin Highfill Team)

Million Dollar Circle

Tanya Myre, Associate Broker – EXIT Realty Matrix, ON #5 Team in North America (Tanya Myre Team)

Million Dollar Circle

James Ferguson, Sales Representative - EXIT Preferred Realty, MD

Esprit De Corps - East USA #6 Team in North America (Dream Home Team)

Chris Boylan, Associate Broker - EXIT Realty Premier, NY #7 Team in North America (Team Chris Boylan)

Janice Purdy, Sales Rep. - EXIT Realty Specialists, NB #8 Team in North America (Take 2)

Mark Seamone, Franchisee - EXIT Realty Inter Lake, NS #9 Team in North America (The MarkthatSOLD Home Selling Team)

Boyd Grainger, Franchisee - EXIT Landmark Realty (White Plains), MD #10 Team in North America (The Grainger Group)

Jan Collins, Franchisee – EXIT 1 Stop Realty, FL Esprit De Corps - East USA

Deanna Weaver, Franchisee – EXIT Realty - Realty Place, AZ Esprit De Corps - West USA

Ken Patterson, Associate Broker – EXIT Realty Community, ON Esprit De Corps- Canada

Steve Lambert, Franchisee – EXIT Realty Tri-Cities Life, WA Ambassador Award

Stephanie Verderose, Franchisee - EXIT Homestead Realty Professionals, NJ Award of Excellence

"THERE'S A DIFFERENCE BETWEEN YOUR CHARACTER AND YOUR PURPOSE; CHARACTER IS WHO YOU ARE WHEN THINGS GET ROUGH, YOUR PURPOSE IS WHAT DRIVES YOU AND KEEPS YOU WELL-ROOTED."

—Steve Morris, Founder & Chairman

Stabilize yourself. Become unshakable.

TM

Shelley Low & Jessica Low, Franchisees - EXIT Realty Home & Ranch, CO Humanitarian Award

Special Award Winners Cont.

Celebrating EXIT Excellence

Chris Hochstedt, Brian Kwilosz & Tom Sailer, Franchisees – EXIT Real Estate Partners, IL Superior Brokerage Expertise

Ricky Côté, Sales Rep. - EXIT Realty Associates, NB Trusted Advisor

John Gillam, Assoc. Broker. - EXIT Realty Home & Ranch, CO Trusted Advisor

Jennifer Hart, Administrator - EXIT Real Estate Property Solutions, FL Administrator of the Year

Natalie Frodsham, Franchisee - EXIT Ottawa Valley Realty, Brokerage, ON Nasby's Knuckles

Amber Derringer, Sales Rep. - EXIT Realty Key Group, KY Technology Engagement Leader

WALK TALK THE

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

Brokerage owners and managers are a special breed of professional. In most cases, it’s a job dedicated to others and getting the best out of them. It starts by being the example, and when times get tough, they feel the heavy responsibility of providing leadership and guidance. Diane Farr, Franchisee of EXIT Realty of the Smokies in Tennessee has been in real estate since 2005, and an owner since 2017. She operates in one of several states where Buyer’s Representation Agreements (BRA’s) were common practice, and I had the chance to ask her a few questions about how she’s approached the recent National Association of REALTORS® changes on the buying side of the business.

1. What were your initial feelings when all of these issues first arose?

Real estate is constantly changing, and we as real estate professionals must be able to adapt to changes in the industry. BRA’s are nothing new, and communication is always key with every customer you represent.

2. What are some pros you see in using a BRA, and why do you prefer to use one?

The BRA lets the buyer know that agents are making a commitment to help them fulfill their dream of home ownership. Agents are signing the BRA with the idea that the buyers are committed to us as well. Unfortunately, some buyers wouldn’t sign a BRA, or they would sign not knowing what their “client duties” were to the agent as a professional representing them. My preference is knowing we’re on the same team, with the same goals, and my job is to assist the buyer in understanding how we reach those goals with their best interest at heart.

3. Why did you feel it was time to obtain your Accredited Buyer’s Representation (ABR) designation?

Being a broker/owner, I wanted to lead by example. I knew there were changes and updates to this specific designation recently, and I wanted to be “in the know” so I could best assist not only my future buyers, but all the agents in our office and those I engage with on a daily basis.

4. Why was it important to you to set this example for your office?

I want all my agents to realize the seriousness of being the best at your craft. In today’s world, you must be knowledgeable in all facets of your career and have the confidence to disclose what you know. You must be able to share in a way where everyone can understand what you’re saying and be able to explain things that relate back to the buyer or seller side of the transaction.

"THE B.R.A. LETS THE BUYER KNOW THAT AGENTS ARE MAKING A COMMITMENT TO HELP THEM FULFILL THEIR DREAM OF HOME OWNERSHIP. AGENTS ARE SIGNING THE BRA WITH THE IDEA THAT THE BUYERS ARE COMMITTED TO US AS WELL...MY PREFERENCE IS KNOWING WE’RE ON THE SAME TEAM, WITH THE SAME GOALS."

—DIANE FARR, FRANCHISEE

5. How do you think we got here?

I believe a lot of agents came into the business in 2020 and 2021 thinking this was an easy profession, not realizing how much work we actually do on a daily basis. Being a person of integrity, I instill the thoughts and values that are important in building a viable, long-term career. You cannot accomplish this haphazardly.

6. Is commission really everything in this business?

Being compensated after closing is always an exciting moment, however money is not the most important thing in this business for me. Being able to reflect on everything we do for our clients and seeing the excitement on their face is priceless. I want to be a resource for them long after the closing takes place, and my hope is that they share my information with their friends and family as a trusted real estate professional they could count on. Integrity is a way of life for me being a USAF veteran. I want my clients to know, up front, how important they are to me and that I’ll be honest and truthful in all things.

7. What kind of pushback have you experienced or seen others in your position experience?

Being a skilled negotiator is key in this situation. Obviously, we don’t work for free, nor have we ever. We’re professionals who should be fairly compensated for our experience and the knowledge that we bring to the table, but we need to be able to articulate our value now more than ever!

8. How do you think implementing unified BRA practices across the country will play a vital role in the transaction process going forward?

I believe at this moment the specific language used on the forms and in the contracts is a bit of a challenge for brokers to be sure all their agents adhere to the new guidelines. The more we discuss the changes and answer questions that come up, the easier the process will be for everyone.

9. How are you using NAR’s fact site, if at all, to assist your office?

FACTS.REALTOR has all the latest information concerning the recent updates and changes to our industry. I share information from NAR to our agents in many different ways, including videos and flyers, in order for them to have the most accurate, up-to-date information relevant to their career.

10. How do you believe EXIT has continued to champion for this business and their people?

Being a part of EXIT Realty for many years, we have seen many challenges in our industry and our leadership at EXIT has always risen to the top with answers and solutions for all of us. We’re a company built on human potential, and we’re always evolving and challenging our agents to be the best, not only for themselves but for the world around them.

EXIT'S Extras

BY LINDSAY SMITH STAFF WRITER

The ways we communicate, market and inform are constantly evolving. Real estate professionals trying to keep up in an equally ever-changing industry need resources that evolve just as quickly, but, while tech solutions are burgeoning, what many don’t need right now is to have to spend money on “extras.”

At EXIT Realty, our goal is for associates to thrive. Their success is our success, so we ensure our people have access to all the tools they need to make that happen, many as FREE benefits of membership. We can’t talk about EXIT’s complimentary resources without first talking about the Resource Center (RC). This is EXIT’s private, members-only area of exitrealty.com, accessible to all EXIT associates for free. Here, associates can manage their marketing and business tools, handle leads, access production reports, view hundreds of training webinars, and so much more through one online portal:

MARKETING

WEBSITES

Recognition and consistency are paramount, as is how people find and interact with you online. That’s why every EXIT associate and brokerage automatically receives a beautiful, customizable website with several templates to choose from. They feature photos, a bio, and contact information, with the ability to add pages, meta keywords and more!

EXPERT MARKETING SUITE

The Expert Marketing Suite acts as the control center, within the RC, from which you can access the technology you need to maximize your listing’s exposure. It includes a customizable, branded and unbranded virtual tour, a downloadable flyer, a custom website created exclusively for every eligible EXIT Realty listing with its own unique web address, a photo gallery, and lead generation technology built-in.

MARKETING CENTER

EXIT’s associates can access a library of video, social, and print media pieces through the Marketing Center on the RC. Here they can also access FREE digital listing presentations, buyer and seller guides, as well as comprehensive business plans, including direct links to all of EXIT’s proprietary branding like logos, signage, and more.

SPONSORING CENTER

The Sponsoring Center is another one-stop in the RC, full of resources EXIT associates can use to optimize their sponsoring efforts. Features include a Residual Income Calculator that EXIT associates can embed directly into their website, a personalized “My Sponsoring Page” on JoinExitRealty.com, curated articles outlining the advantages of sponsoring, and many more sharables to draw in new recruits.

SHOPTOK

Free to Regional Leaders and Franchisees, Shoptok is a press release software, where users can highlight their business and events using pre-written templates, or DIY options, immediately distributing them through pre-populated, customizable media lists.

THE EXIT ACHIEVER

All of our associates have access to EXIT’s free, bi-annual online magazine that tells the EXIT story, and shares tips, tools for success, as well as relevant industry commentaries. It’s a powerful marketing and shareable platform in a downloadable format.

TECH

MOBILE BUSINESS CARD

EXIT’s Mobile Business Card (MBC) is your digital networking tool. Clients can text your personal code to 85377 to receive your contact information right to their phone. Prospects and clients can also view properties near them, or search for any property, and you will be notified that they’re interested in a listing or area. It’s quick and simple to customize, and makes it easy to organize contacts, capture leads, and stay in touch with clients.

MY SMART SIGN

Similar to EXIT’s MBC, with My Smart Sign technology it allows prospective buyers to text your vanity code to 85377 to immediately receive your My Smart Sign link with pricing, photos and details about a specific listing and/or listings nearby. When someone texts and interacts with a listing, a lead is generated for you, including their phone number and information about the area and/or properties they viewed.

EXIT REALTY CONNECT APP

EXIT’s App puts the key components of EXIT’s tech and the RC in the palm of your hand. Clients can connect with you, get immediate pricing, photos, listing and neighbourhood information on the latest homes for sale, and they can then save or share their favorites. When logged in, EXIT associates gain access to all the RC features while on the go.

MY OFFICE PORTAL

EXIT franchisees and managers can create an online office hub for associates, storing important documents, sharing listings, posting announcements, displaying monthly calendars, and more! EXIT’s My Office Portal connects you to your colleagues wherever you are.

WORKFLOWS

Customizable workflows contain clear steps to simplify repetitive processes. Managers can monitor progress, identify agents who need help, and ensure no one is overlooked. Operational tasks are automated and streamlined for more efficiency.

TRAINING

FRANCHISE SUPPORT

EXIT's exceptional Franchise Support Team is available to all associates, regardless of role, to assist with accessing and using all that EXIT has to offer. In addition to outstanding support, this dedicated team of professionals conducts regular training sessions on EXIT's proprietary production software, our industry-changing Formula, and various EXIT tools. After hours, our AI Support Representative is available to assist. EXIT's Franchise Support Team maintains an impressive 90+% first contact resolution rate.

WEBINARS & TECHINARS

EXIT Realty offers free monthly webinars, techinars, some for EXIT members only, and others available to the public on EXIT's YouTube channel. Topics range from highlighting the success habits of EXIT’s top producers and owners, to industry tips, and hacks for using all of EXIT’s various tools and resources. There is no gatekeeping here. EXIT is built on mentorship and our associates freely share what works for them to help everyone succeed.

ENGAGEMENT LEADERS

Through a unique program, each office can have an in-house expert on all things EXIT technology and resources. These individuals champion best practices of EXIT’s tools to ensure everyone is making effective use of them in their respective offices, and receive FREE, monthly training, tips, and videos to share.

DURING UNCERTAIN TIMES IN OUR INDUSTRY EXIT DOESN'T BELIEVE IN BARRIERS OF ACCESS TO THE VALUABLE TOOLS THAT WILL GIVE YOU A LEG UP AS TECHNOLOGY ADVANCES EXPONENTIALLY EVERY DAY.

OTHER PROGRAMS

EXIT MARKETPLACE

Real estate professionals oftentimes need access to systems and tools from affiliate businesses, so EXIT associates get access to a curated collection of ancillary companies offering unique products, excellent pricing, and vetted service through the EXIT Marketplace.

SPIRIT OF EXIT

All EXIT associates have the ability to apply for matching funds from EXIT’s charitable pool of funds, when working with registered, local charities on fundraising efforts.

JOIN EXIT REALTY

Alabama, Arkansas, Oklahoma & Mississippi

Kathy & Troy Dooley

855.811.3948

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

Alaska, Delaware, D.C., Maryland, Ohio, Pennsylvania Upstate NY, & West Virginia

Craig Witt - 920.410.8805

Connecticut & Rhode Island

Melissa Shea - 631.343.8700

Florida, Georgia, Kentucky, Tennessee & Texas

Stacy Strobl & Kenny Lynn 1.877.394.8731

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

Idaho & Montana

Louisiana Wayne Hall - 337.463.1000

Massachusetts, Maine, New Hampshire & Vermont Mike Wohl - 617.318.7933

North & South Carolina Michael Washburn 843.343.3947

New Jersey

Jack

New

Leader's Leader

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Jackson, MN – The National Association of REALTORS® (NAR) recently announced its roster of successful candidates for their highly sought after annual Leadership Academy. EXIT Franchisee, Lee A. Porter found himself among only 20 REALTORS® chosen out of hundreds of applicants from across the U.S. for the 2025 class.

Established in the early 2000’s, and known as a prestigious, once-in-a-career opportunity that’s both a preparation for and precursor to serving in prominent association leadership positions, the Academy provides a learning experience on the history and core workings of NAR. As a retired Sergeant with the Army National Guard, and the owner of 10 EXIT offices across Minnesota, Iowa, and South Dakota, Lee has always taken action and his role in real estate seriously.

“I serve on a number of committees at the state level and have served in all three states. I don’t know that there's ever going to be a perfect time for this kind of step, but when the opportunity is there, you have to go through the door,” he explained of a chance you just don’t turn down. “It’s a lot easier to walk through an open door instead of breaking it down. There's a lot going on in our industry, and I'd rather be prepared for the better times. If I can help build myself while the association is building itself, it's the perfect timing.”

Candidates go through a rigorous, multi-step selection and application process which includes requirements such as obtaining references, recording a personal, 90-second video intro, and a final interview, just to name a few. Program sessions begin in January, with the 10-month process culminating in Houston, TX during the NAR NXT, The REALTOR® Experience event.

Lee, recently awarded as Broker of the Year for EXIT’s Central U.S. division, brings with him 18 years in the business, eight of those under the EXIT banner. It has only been within the last five years that he has been working in a leadership role in local associations. This was Lee’s first time applying because as a father of five he was waiting for the right time and “an empty nest,” as he said. He recalls Susan Blumhoeffer, the Association Executive of Minnesota’s West Central Association of REALTORS® putting his name into the running a mere two months after his youngest, “flew the coop.”

“I set the goal to apply, never really expecting that I was at the level where I would be at this point. I thought I would try and see the process and what it's about…It was a stepping stone to the future, but to be selected was an honor, and an exciting blessing all at once because I love to train and teach and I'd love to be able to bring that back after this experience,” Lee shared. “The only way we move forward is by challenging ourselves and growing. Knowledge is the one thing of value in this world that the more you have it’s only useful if you share it with others.”

He's a testament to what NAR is trying to accomplish through this Leadership Academy program, and the caliber of people who call EXIT home. And while he may not be the first EXIT associate to reach this achievement, with the application period for the 2026 class extending through February 13th, he definitely won’t be the last.

EXIT Realty Sellebrities

Babylon, NY - Mark your calendars, EXIT Nation! The town of Babylon, NY has proclaimed December 12th “Larry Gardner Day”!

After celebrating his 40th year of ‘ringing the bell’ for the Salvation Army, Larry’s incredible altruism was officially recognized by Babylon Town Supervisor, Rich Schaffer and Councilman, Tony Martinez on December 14th, when he was presented with the proclamation.

“I share this prestigious proclamation with the thousands of volunteers and The Salvation Army for creating a platform to give back,” Gardner said in a recent social media post. “I am humbled and so blessed to make an impact on so many just by paying it forward.”

Lion's Club members, co-workers, loved ones, and clients all came out to support Larry on his proclamation day.

“Larry Love” as he’s known to many, has raised over $200,000 since he began volunteering with the Christmas Kettle campaign. This year alone he raised $21,469.97, which, through the Spirit of EXIT program, was partially matched by EXIT Realty Corp. International for a total donation of $40,640.94. With this award and proclamation, Larry’s commitment and generosity will be indelibly etched into Babylon’s town history, as well as EXIT Realty’s.

Mississauga, ON - Each year, the National Association of Women in Real Estate Business (NAWRB) recognize a number of revolutionary executives, whose influence has imparted meaningful and transformative progression within the real estate industry. This year, the 2024 NAWRB Leadership Awards honored twenty-six incredible women, among them EXIT’s own. C.O.O., Erika Gileo and Franchisee, Parise Cormier

Gileo, whose guidance has been integral to EXIT Realty Corp. International’s Corporate Head Office for the last 28 years, was presented with the Corporate Leadership Award, and Cormier, honored with the Woman-Owned Business Leader award, began her career with EXIT Realty 25 years ago as a sales associate, rising through the ranks to become franchisee of EXIT Realty Associates in New Brunswick, both EXIT’s Highest Grossing and Highest Producing Office in North America. .

“Erika knows business and what’s necessary better than any corporate leader I know, but what truly sets her apart is how well she knows our people. When you can serve someone personally as well as professionally – you have the winning formula,” shared EXIT Realty’s Co-Chair, Tami Bonnell, proudly. “Parise, too, is a great role model and leader, having grown personally and professionally so much since starting her brokerage. We are so proud of both, and to have them honored in this way.”

As part of EXIT's commitment to innovation and service, we have introduced Francesca Port, our AI Support Representative, available after business hours to assist with requests.

Production Award Winners Celebrating Excellence

DIAMOND CIRCLE

1,000 SIDES ACCUMULATED

Dino Cates, Broker of Record - EXIT Rocky Top Realty Livingston, TN

Irma Chavez-May, Sales Representative - EXIT Realty Horizons, NM

Donnita Hill, Broker of Record - EXIT Rocky Top Realty Cookeville, TN

Kathy Hobbs, Franchisee - EXIT Realty Pinnacle Group, TX

Tanya Myre, Associate Broker - EXIT Realty Matrix, ON

Richard Reid, Sales Representative - EXIT Realty Platinum, NB

Kristopher Snarby, Franchisee - EXIT Realty Inter Lake, NS

Glenda White, Sales Representative - EXIT Realty Metro, NS

EMERALD CIRCLE

750 SIDES ACCUMULATED

Pierre Basque, Sales Representative - EXIT Realty Associates, NB

Shauna Denton, Sales Representative - EXIT Realty Town & Country, NS

Shelley Doyle, Sales Representative - EXIT Realty Associates, NB

Tammy Fredericksen, Associate Broker - EXIT Realty Midwest, IA

David Larkin, Sales Representative - EXIT Realty Inter Lake, NS

Mark Maraglia, Sales Representative - EXIT Premier Real Estate, MA

Debbie Murdock, Franchisee - EXIT Realty Pro, TX

Marcella Poitras, Franchisee - EXIT Realty Elite, NB

Timothy Schutte, Franchisee - EXIT Realty Capital City, IA

RUBY CIRCLE

500 SIDES ACCUMULATED

Suzanne Darling, Elias Elizaldez, Jennifer Gray, David Grell, Chauncey Hilliard, Cindy Jardine, Sabrina Jones-Schroeder, Curt Najdzion, Kelly Percival, Cheryl Smith, Kyla Stanick, Kimberly Thomas, Elias Thomas III, Samantha Wood

SAPPHIRE CIRCLE

250 SIDES ACCUMULATED

Rosalind Arnold, Carl Ballard, Anna Beigelman, Brittany Bekkers, Kim Branch, Rosie Branco, Brian Carlson, Jim Carragher, Jimmy Chong, Clint Conner, Holly Deavers, Bal Dhesi, Anita Drake, Zelda Elwood, Natalie Frodsham, Ronnie Harris, Teresa Havens, Kristin Hawley, Michael Hunter, Cindi Infiesto,

Cynthia James, Howard Kronthal, Marie Kumar, Wendy Lee, Terry Lindstrom, Morgan Lunn, Brian Madsen, Tina Marshall, Steve Marshall, Elan Martin, Michelle Masse, Larry McCauley, Jr, Mark Messick, Scott Miller, Justin Morehouse, Rachel Nufrio, Debra Oberlin, Andy Ogorzaly, Peterson Oliveira, Cathy Reed, Dana Reinders, Dan Rollings, Gerine Skamarak, Kari Stave, Wayne Steeves, Roch St-Georges, John Sullivan, James Vanderknyff, Jackie Willis-Denton, Phyllis Willoughby, Eleanor York, Cheri Young

"CHERISH YOUR VISIONS AND YOUR DREAMS AS THEY ARE THE CHILDREN OF YOUR SOUL, THE BLUEPRINTS OF YOUR ULTIMATE ACHIEVEMENTS."

- Napoleon Hill

TITANIUM AWARD

150+ SIDES CLOSED

Jeremie Fontaine, Sales Representative - EXIT Realty Associates, NB

Kyle Johnson, Sales Representative - EXIT Realty Associates, NB

PLATINUM AWARD

100+ SIDES CLOSED

Chantal Albert, Sales Representative - EXIT Realty Associates, NB

Dino Cates, Broker of Record - EXIT Rocky Top Realty Livingston, TN

John Farrell, Franchisee - EXIT Realty Homeward Bound, NY

Tammy Fredericksen, Associate Broker - EXIT Realty Midwest, IA

Marc Austin Highfill, Franchisee - EXIT First Realty (Richmond/Glen Allen), VA

Sandra Hussey, Sales Representative - EXIT Realty Group, ON Nicole LeBlanc, Sales Representative - EXIT Realty Associates, NB

Tanya Myre, Associate Broker - EXIT Realty Matrix, ON Kristopher Snarby, Franchisee - EXIT Realty Inter Lake, NS

GOLD AWARD

75+ SIDES CLOSED

Simon Bedard, Rosie Branco, Jamie Coccimiglio, Ricky Côté, Kerry Culberson, Anthony Domathoti, Bruce Evans, Santino G. Gance, Boyd Grainger, Lori Kabrick, Roger Kopernik, Kim Kreiss, Slawek Rachmaciej, Kristal Saenz, Maggie Tessier, Carl Vasile

SILVER AWARD

50+ SIDES CLOSED

Joshua Berngard, Emran Bhuiyan, Serge Bourque, Angie Brown, Clint Conner, Jaime Lyon Cooper, Shauna Denton, Pam Doak, Mike Doiron, Kimmie Dozois, Mohamed Elgoarany, Josh Foster, Natalie Frodsham, Joe Garcia, Andy Gerron, Flor Gonzalez, Wendy Hallihan, Donnita Hill, Chauncey Hilliard, Kathy Hobbs, Lauren Huffman, Adan Islam, Becca Jones, Md Junaed, Jae Kim, Candace Kromer, Christopher Lake, Josie Livingstone, Jonathan Lum, Mark Maraglia, Patrick Martens, Krista Martin, Jessica Mashburn, Larry McCauley, Jr, Susie Meyer, Wade Mitchell, Jason Mueller, Curt Najdzion, Nathan Oldroyd, Janice Purdy, Richard Reid, Dana Reinders, Boo Reitz, Luke Richmond, Mark Seamone, Kane Smith, Tim Smith, Kyla Stanick, Kari Stave, Tatyana Sturm, Courtney Thompson, Kathy Vetten, Justin Wrigley, Steve Yoston, Ron Young, R. Karl Zandt, Stephanie Zarr, Ryan Ziltner

BRONZE AWARD

25+ SIDES CLOSED

Gabriel Acevedo, Charles Acoba, Lisa Addy, Jeff Alexander, Tom Alflen, Rebecca Allen, Janie Andrews, Shawn Arbeau, Kayla Aulwes, Clarissa Azevedo, Larissa Baker, Brenda Baker, Marla Baldwin, Lana Barnes, Norma Barrett, Pierre Basque, Adam Bedenbaugh, Brittany Bekkers, Renee Belong, Melanie Besemer, Luc Bilodeau, Dallas Boerm, Brian Bottcher, Andre Boudreau, Stacy Bourland, Kellie Bowling, Chris Boylan, Amy Bragdon, Glenn Breen, Randy Bricker, Leslie Bridge, Alan Broadhead, Heidi Brown, Dennis Buchheit, Jade Buckman, Rebecca Bulluck, Melissa Burge, Cody Burger, Scott Burleson, Christina Burns, Toni Burns, Tyler Burzese, Kali Butler, Stephanie Calhoun, Christine Callender, Abe Cardenas, Leanne Carter, Maria Cazalas, Charles Chang, Susan Chappell, Paul Chauvet, Irma Chavez-May, Tracy Cherry-Arnold, Mila Chiasson, Jimmy Chong, Jose Cibrian, Hannah Cole, Ronda Cole, Noelle Coleman, Ryan Cook, Jordan Cooper, Denise Cortez, Antonio Costa, Kelly Courville, Jeremy Cowan, Tony Crabtree, Shannan Crescente, Dean Crocker, Heather Cunningham, John Dableh, Cheyenne Daley, Keith Daniels, Suzanne Darling, Holly Deavers, Laura DeLuca, Jonathan DesRoches, Heather Devermann, Shaly Dhanjal, Leah Dickert, Pollianna Dickinson-Jones, Stephanie Dickson, Armand (AJ) Dionne, Jim Dix, Jason Dodd, Cesar Dominguez, Shelley Doyle, Aneta Drab, Heather Driscoll, Guy Duguay, Marian DuVall, Lance Eaton, Jackie Edmanson, Jamie Edwards, Elias Elizaldez, Robert Farrell, Jean Fast, James Ferguson, Patricia Flanders, Tami Floyd, Adam Foland, Jessica Foran, Lisa Ford, Katie Friars, Marylou Frost, Lauren Fus, Johnnie Gabehart, Patricia Gallagher, Barbara Gallo, Shyra Galloway, Sergio Garcia, Jr., Tim Gardiner, Christopher Gauger, Sharon Gaul, Dominic Gervais, Brent Gieseke, Gregory Goff, Ken Gorman, Eric Gossard, Robert Graves, Kay Graves, Robert Graves, Kristen Graves, Jennifer Gray, Jackson Greene, Jenn Greenmun, Shelly Gregory, Annie Grondin Dube, Perry Grosz, Caryn Gusefski, Jason Hale, Wayne Hall, Rob Hamel, Sam Hanson, Mohammad B. Haque, Kirby L Harrell, Jessica Harrell, April Harrington, Lexie Harris, Mary Jo Hart, Dani Hawkins, Kristin Hawley, Marc Hedlund, Amanda Hiscock, Candice Hodges, Scott Hodges, Janine Hogg, Jeffrey Honaker, Russell Hoque, Phillip Horan, Andy Hubba, Zakir Hussain, Cindi Infiesto, Muhammad Islam, Al Jacabacci, James Jackson, Michael Jackson, Lizabeth Jamison, Cindy Jardine, Louis Jeanniton, Lori Jenkins, Christy Jolly, George Jones, Sabrina JonesSchroeder, Karla Jusko, Melissa Justice, Hermann Kabore, Md Karim, Mohammed Karim, Jaroslaw Kaszuba, Lisa Kearnes, Brenda Kelly, Andrea Kelly, Holly Kennedy, Sarwor Khan, Jackie Kimball, Tonya Klingaman, Saul Kloper, Cathy Korpi, Gwen Kosel, Sherri Kubly, Jamie Kuntz, Corey Lancaster, Jessica Landry, Jeannot Landry, Brian Lawton, Michel Lebeau, Rob Leger, Paula Lescano, Jared Levy, Ann Levy, Nick Libert, Cesar Lima, Travis Litras, Bailey Lockard, Sherri Lonar, Lori Lopez, Janet Lovato, Morgan Lunn, Margaret Luongo, Jamie Lynch, Nelson Lynds, Jennifer MacIsaac, Patricia Macleod, Jayson Maguire, Aleya Majid, Jeffrey Maliszewski, Alexandre Maltais, Steven Mandeville, Jeff Marcks, Josee Marshall, Tina Marshall, Michelle Masse, Harris Mata'Afa, Bobbi Maxwell, Nathaniel May, Joel McElhinney, Jim McKinnon, Alberto Mejia, Corwyn J. Melette, Reanne Meyer, Sandy Mills, Lori Mings, Hardik Modi, Sheila Moir, Luis Montes De Oca, Omar Mora, Steve Morgan, Shannon Morgan-Leonen, Debbie Murdock, Ashley Murdock, Natasha Murphy, Karen Mussmann, Debbie Myers, Gary Naeyaert, Ikram Nali, Heather Nauss, Leslie Nazario, Lamoura Nettles, Angela Newcomb, April Newman, Dorothy Newman, Beata Nowak, Michael Oates, Chad Oickle, Lisa Oland, Kyle Olson, Patty Olson, Eric Parsons, Cindy Payne, Tanner Perrigo, Angela Peters, Lynn Pierce, Kimberly Plourde, Francois Poirier, Sylvain Poitras, Joseph Pollard, Kim Porco, Lee A. Porter, Sara Post, Angela Powell, Carrie Poyser, Whitney Purdy, Jane Radell, Bonnie Randell, Patrick Reese, Thomas Reid, Borden Rhyno, Darlene Rice, Kelly Richter, Bayleigh Rigdon, Johnny Roberts, Dan Rollings, Sonia Rollins, Zach Romsdahl, Wendy Ronberg, Cameron Rubel, Mary Ruffo, Helen Russell, Tracey Rutkauskas, Steven Saljanin, Sonya Sanders, Brad Sanderson, Jill Santandrea, David Sawler, Kyle Schneider, Timothy Schutte, Arvinder Sekhon, Shabahat Shakeel, Terry Shelburne, Kerri Shields, Mo Simmons, Kelly Sitter, Shelley Skidd, Cheryl Smith, Adam Smith, Kelly Smith, Lindsay Smith, Stacy Smith, Li Song, Robin St. Clair, Jeremy Stansbury, Joanna Staszel, Wayne Steeves, Andrew Stephens, Ranae Stewart, Roch St-Georges, Leslie Stoddart, Morgan Stokes, Lucy Swindle, Misty Szczech, Kathy Szram, Gena Tanzini, Mitzi Taylor, Jodi Teige, Micheal Terrell, Michelle Terry, David Tessier, Donovan Thomas, Jacki Thornburg, Shawn Thorne, Abbie Tisdale, Gabriella Travaglini, Rob Trembinski, Kristen Trembinski, Justyna Trublowski, Amy Valls, James Vanderknyff, Jorge Vazquez, Stephanie Verderose, Jennifer Vernetti, Kelly Vessels, Gregory Vurganov, Amanda Wade, Jay Walker Jr, Faith Washington, Jordan Waters, Brandon Webster, Ali Werger, Tracey Wetzl, Timothy White, Megan White, Glenda White, Natalie Wiedmeyer, Cindy Wilberding, Tricia Willenborg, Andria Williams, Jackie Willis-Denton, Phyllis Willoughby, Stacy Wilson, Stephanie Wilson, Christopher Wilson, Catherine Wiltse, Kent Winburn, Samantha Wood, Nicole Woodcock, Michael Wright, Berta Yadgarova, Eleanor York, Sam Young, Cheri Young, Agata Zabludowska, Lulzime Zhilli, Susan Zhou, Susanne Zimbelman, Denise Zubia

TEAMS

TITANIUM ELITE

2OO-299 SIDES SIDES CLOSED

Team Vasile, EXIT Real Estate Property Solutions, FL - Carl Vasile Tessier Team, EXIT Realty Matrix, ON - Maggie Tessier Dream Home Team, EXIT Preferred Realty, MD - James Ferguson

TITANIUM LEVEL ICON

150-199 SIDES SIDES CLOSED

The Marc Austin Highfill Team, EXIT First Realty (Richmond/Glen Allen), VA - Marc Austin Highfill Team Fussy Hussey, EXIT Realty Group, ON - Sandra Hussey Tanya Myre Team, EXIT Realty Matrix, ON - Tanya Myre

PLATINUM LEVEL ICON

100-149 SIDES SIDES CLOSED

Take 2, EXIT Realty Specialists, NB - Janice Purdy

The MarkthatSOLD Home Selling Team, EXIT Realty Inter Lake, NS - Mark Seamone

The Grainger Group, EXIT Landmark Realty (White Plains), MD - Boyd Grainger Bedard Real Estate Team, EXIT Realty Matrix, ON - Simon Bedard

GOLD LEVEL ICON

75-99 SIDES SIDES CLOSED

The Jill Team, EXIT Realty Defined, NJ - Jill Santandrea

Sherri & Carrie Real Estate Team, EXIT Realty Town & Country, NS - Sherri Lonar

HPR Team, EXIT Realty Home Partners, MI - Jonathan Lum

Team Chris Boylan, EXIT Realty Premier, NY - Chris Boylan Key Partners Team, EXIT Realty at Home, MI - Heather Driscoll & Realty Group, EXIT Realty Metro, NS - Andrew Stephens

Golden Key, EXIT Golden Realty Group, NJ - Alex Jesus Wrigley Team, EXIT Realty Matrix, ON - Justin Wrigley

SILVER LEVEL ICON

50-74 SIDES SIDES CLOSED

G&M Home Selling Team, EXIT Realty CK Elite, ON - Kirk Groombridge

Jaime Cooper Team, EXIT Realty Lyon, AL - Jamie Lyon Cooper

Michelle Terry Team, EXIT Real Estate Executives, MA - Michelle Terry

The Lopez Team, EXIT Realty Choice, KY - Lori Lopez

Reichard & Hack, EXIT Realty Paramount, MI - Holly Hack

Brittany Bekkers Real Estate Group, EXIT Realty Matrix, ON - Brittany Bekkers Team Verderose, EXIT Homestead Realty Professionals, NJ - Stephanie Verderose

Shannon Linton Team, EXIT Realty Liftlock, ON - Shannon Linton

Smith & Graves Real Estate Team, EXIT Realty Town & Country, NS - Adam Smith

Top Producers Group, EXIT Realty Metro, NS - Glenda White

The Lancaster Team, EXIT Right Realty, MD - Corey Lancaster

Jamie Lynch Team, EXIT Realty Advantage, NB - Jamie Lynch

Keys to the Carolinas, EXIT Real Estate Consultants, SC - Chauncey Hilliard

Timothy Schutte Real Estate Team, EXIT Realty Capital City, IA - Timothy Schuttte

TEAMS

BRONZE LEVEL ICON

25-49 SIDES SIDES CLOSED

Messecar Team, EXIT Realty True North, ON - Chris Messecar

Elite Home Team, EXIT Realty Premier Elite, FL - Sallianne Serra

Malcom Realty Group, EXIT Realty Birmingham, AL - Shannon Malcolm

Sunshine Team, EXIT Sunshine Realty, MA - Louis Jeanniton

Destination Finders, EXIT Real Estate Experts, TN - April Harrington

Nociforo Team, EXIT Realty Premier, NY - Jay Nociforo

Let's Talk Real Estate Team, EXIT Realty Advantage, NB - Samantha Wood

The Jones Team, EXIT Landmark Realty (White Plains), MD - Anna Jones

Pam Doak Realty, EXIT Realty Advantage, NB - Pam Doak

The Chang Team, EXIT Realty Team, NY - Charles Chang

Lawton & Co., EXIT Realty HGM, WI - Brian Lawton

The Concierge Group, EXIT Realty Defined, NJ - Karla Jusko

LDM, EXIT Golden Realty Group, NJ - Luis Montes De Oca

Graves Kuiack Group, EXIT Ottawa Valley Realty, ON - Kristen Graves Kuiack Team Bowling, EXIT Realty Shoals, AL - Kellie Bowling

HM Realty Group, EXIT Realty Success Solutions, UT - Harris Mata'Afa Sawler Team, EXIT Realty Advantage, NB - David Sawler

The Hulser Group, EXIT Realty North, AL - Chris Hulser-Hoover Korpi Team, EXIT Realty True North, ON - Cathy Korpi

Victory Home Team, EXIT Team Realty, GA - Bob Powell

Carolina Key Team, EXIT Realty Preferred-Fayetteville, NC - Jennifer Phillips

#dianeandjennysells Team, EXIT Realty Landmark, AL - Diane Martino

Furnari Team, EXIT Realty Island Elite, NY - Jason Furnari

Teal Team, EXIT Realty Matrix, ON - Kerrilyn Vriend

Planted Roots, EXIT Realty Preferred-Fayetteville, NC - Devin Miles

Edgar Realty, EXIT Realty Specialists, NB - Dave Edgar Missy + Jen Realty, EXIT Realty Tri-Cities Life, WA - Jen Rabe

Team Teal, EXIT Realty Advantage, NB - Beth Hoyt-Whelan

The Walter Collins Team, EXIT 1 Stop Realty, FL - Walter Collins

TriVantage Homes, EXIT Realty Midwest, IA - Scott Reynolds

Real Estate A-Team, EXIT Realty Premier, NY - Tony Dean

Living A Midwest Life Team, EXIT Realty HGM, WI - John Schneider

The A-Team, EXIT Real Estate Solutions, TN - Janie Andrews

The Renee Marshall Team, EXIT Realty Lyon, AL - Renee Marshall

Mark's Team, EXIT Realty Crutcher, KY - Cindy Crutcher

The Neilson Team, EXIT Realty Achieve, NY - Neilson Robles

In Times Like These

BY ERICA NASBY, MIND-SET TRAINER

"THIS IS THE PERFECT CLIMATE FOR WHAT I TEACH DAILY – “YOU ARE RESPONSIBLE FOR HOW YOU FEEL, AND WHAT YOU FOCUS ON.” JUST BECAUSE THE CLIMATE IS MORE INTENSE, DON’T BACK OFF...THIS IS THE TIME YOU LEAN IN HARDER!"

We’re at an interesting junction in history at this time - there are so many shifts and changes not only in the real estate industry but also in the fields of education, finance, technology and politics. It’s unnerving for people, as change typically is, and if you’re plugged into mainstream media it’s overwhelming and can consume you in fear. How about unplugging from that? Too often people say to me, “I don’t watch the news... well I have it on, but I am just checking the weather!” Trust me, if you have it on, it’s negatively programming you! My suggestion is to unplug.

For the production year: 7.1.23 - 6.30.24

This is the perfect climate for what I teach daily – “you are responsible for how you feel, and what you focus on.” Just because the climate is more intense, don’t back off on the "showing up for yourself" part – instead, this is the time you lean in harder! We’re being tested right now and we need to double down on shifting scarcity mindsets, acknowledge our fear of missing out, and really become conscious of where our choices are coming from.

It’s easy to say, "lose the scarcity mindset," but tricky to do when sales are down or expenses are up. In this moment, I’m asking you to be extraordinary, to do something most people have no understanding of, nor even know is an option to make positive change, and that’s to take responsibility for your thoughts and create something different for yourself through re-programming

Here’s an action that will serve you better than ruminating on what you fear and will impact your life positively, tenfold. Take the next 30 mornings to write down: “I am living in abundance, making a healthy income that easily supports my lifestyle, and all of my desires are being met. Money comes easily to me and in abundance. I accept wealth into my life now. Clients find their way to me; business is healthy and prosperous for me. I am grateful for the wealth and the freedom this brings me. I always do well!”

The simple task of writing down the opposite of what you feel and fear, addressing and shifting your old programs of lack, will immediately open your mind, usher in a better physical sensation, and ultimately attract a different experience into your life. This technique is called ”re-programming” through affirmation and EXIT Realty is built on

"NOTE, WHEN IN A SCARCITY MINDSET THE FEAR OF MISSING OUT ON OPPORTUNITIES ARISES; WE WANT TO CATCH THIS THOUGHT PATTERN QUICKLY! INSTEAD OF FOCUSING ON COMPETITION, FOCUS ON CREATION...WHEN WE PRACTICE AFFIRMING ABUNDANCE AND CREATING A NEW SUBCONSCIOUS PROGRAM OF WEALTH, WE’RE CREATING OPPORTUNITY AS WELL."

—ERICA NASBY, MIND-SET TRAINER

this principle (literally). You’ve been dominated and directed your whole life by your subconscious programming and what’s contained in your subconscious. Some of it works, much of it could use an overhaul.

At this moment today, everything that you have become, everything that you are currently experiencing is a culmination of what your thoughts, beliefs, and focus have been thus far. This means, if you’re not happy with where you’re at in life, or you want something to change now, now is when you start; re-program what’s contained in your subconscious mind. It’s a miraculous initiative that will bring new opportunities and experiences, and the more specific you are in asking for what you want, the more exact your results will be. Be ready to receive all the goodness you affirm, because opportunities will begin to roll into your experience, and you’ll begin to see your life through a different lens. Everyone’s birthright is abundance; most of our programming has become lack. Only you can make this reset!

Having a scarcity mindset is paralyzing, driving people into a constant state of fear. This impacts us in such a negative way, consuming people’s thoughts, physically impacting our bodies with stress and dis-ease, and placing unwarranted tensions on our relationships as our bandwidth for patience and presence becomes thin. Slipping into survival mode, shooting for "just getting by” and living in a constant state of fear becomes a vicious loop. Just writing those sentences felt terrible!

Change is a gift. A different market is an opportunity to sharpen our skillset and become stronger and more adaptable. It’s an opportunity to show up for ourselves with integrity and focus, honing in on our abilities. With gratitude for this opportunity, we can softly land in a really healthy place both mentally and financially. We just have to make the choice to do so.

Trust me, there’s no shortage of opportunity. For agents, this shows up as clients, deals, listings, sales and so on. Accessing this abundance means there’s no room for worrying about missing out, complaining to others about what ‘isn’t or didn't'; instead, we double down on affirming and visualizing creating opportunity. When you lose a deal or a client, immediately catch yourself, cultivate an awareness of observing how you feel and where your thoughts go – when you catch them out of alignment with abundance, or focused on fear, gently remind yourself you have the ability to create whatever you want, therefore letting go of the fear and remaining in creation mode. It’ll feel strange, foreign or awkward but I encourage you to create this new neuropathway for yourself. And that’s what this different behavior does, it creates a new pathway in your brain, which when practiced enough times, is strengthened until it’s your new way of being. The result of this re-programming and focusing on creation and opportunity through manifestation is a choice available to you in any situation. Of course, it’s easier to balance ourselves and practice these skills when times are flowing and easy, but only a few make this a practice in times like these. It takes more focus and more of an effort to stabilize – but remember, successful people are habitual! Make this a part of your every day and everything becomes more abundant. The ticket to a beautiful life is taking responsibility for how you feel, and not allowing external experiences to rock your inner world. You’ve got this - go own your day!

Training That's Entertaining

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

When the going gets tough, the tough get back to basics in real estate, making it the perfect time to create a group dedicated to upping their game in the business. But when two of EXIT’s most charismatic personalities partner together to accomplish this, it’s bound to get interesting.

Ken Patterson first met Kelly Sitter in 2020 after joining the now EXIT Realty Community office in Sarnia, which has since expanded to Komoka, Ontario. He took on the role of office manager, where Kelly had already been working as an agent since 2013. Enduring COVID times which forced online Zoom meetings, Kelly and Ken decided to continue the format in 2024, creating an inclusive community that meets regularly to share and learn, or “laugh and learn” as Ken explained, likening the sessions to “infotainment.” Kelly was glad to see people embracing the format thanks to the fun and is loving the response saying, “When you really want something but don't do it, it's because of one of two reasons: you're either too scared or you just can't see the path clearly. I’ve learned that we’re developing techniques and training that moves agents out of fear and confusion and into action, and I believe it's because we help people see that they’re capable of everything they want. The greatest feedback we get is, ‘You two make me feel like I can do this!’”

Kelly brings her knowledge as a successful agent, being recognized as one of EXIT’s Top 100 in North America in 2023, with her incredible referral-based business, while Ken comes from the coaching side with extensive experience in the online lead world. Together, they tackle authentic, relevant topics, putting their entertaining spin on them, however since starting this journey Ken has noticed some disparaging trends. He’s noted a lack of what he believes are common basic, fundamentals that all real estate professionals should be employing for success.

"WE’RE

SHARING OUR VICTORIES AND CHALLENGES WE’VE OVERCOME... IT'S NOT A DIFFICULT BUSINESS WHEN YOU HAVE SYSTEMS AND PROCESSES IN PLACE TO LEVERAGE AND OUR HOPE IS WE HELP PEOPLE PUT THOSE INTO PLACE.”

“Using things like scripting, lead generation/prospecting and a CRM we believe are foundational for success, yet most don't utilize them. We’re not recreating the wheel; we’re sharing our victories and challenges we’ve overcome on the road to building the business and life we want. It's not a difficult business when you have systems and processes in place to leverage and our hope is we help people put those into place.”

Whether you’re north or south of the border, in or outside of real estate, and no matter whether you’re an owner or agent, Ken and Kelly’s masterminds have something for everyone, and they invite you to bring your potential sponsors too, saying, “Culture is something that many companies talk about. At EXIT we live it. We welcome anyone who wants to join. Our content would help anyone in a sales environment. It's about providing value to people, period.”

Since starting this initiative, they’ve watched participants take what they’ve learned and create their own, in-office groups for sharing, they have a growing mastermind Facebook group, and referral network. They have big plans to build out a complete training platform that will encompass everything an entrepreneur needs, and so it’s no wonder Ken took home EXIT’s Esprit De Corps award for Canada at the corporation’s recent Convention.

According to Ken, what began as a way to help others grow themselves and in their business, has done so in turn for both of them as well saying, “The opportunity to help others is why we do it. Growth happens when we do something outside of our comfort zone. There's been many times throughout this that we've ventured well outside of ours and that helps us grow. We want to surround ourselves with those looking for growth. They inspire us to be better every day because people pursuing their passions are inspirational, and a mind once stretched can never return as they say.”

“CULTURE IS SOMETHING THAT MANY COMPANIES TALK ABOUT. AT EXIT WE LIVE IT. WE WELCOME ANYONE WHO WANTS TO JOIN. OUR CONTENT WOULD HELP ANYONE IN A SALES ENVIRONMENT. IT'S ABOUT PROVIDING VALUE TO PEOPLE, PERIOD.”

WELCOME TO The Cringe

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

Imagine entering a listing and someone yelling, “who the F is there?” You try explaining that you’re the real estate agent there to show the home, only to be told to “get the F out!” The voice sounds off, so you round the corner to realize it’s just a bird in a cage, and just someone’s idea of a funny party trick. What about if you were showing a property with instructions to “keep the cat in,” only to have your client accidentally let it out while opening the door. You chase after it to no avail, make the dreaded call to the seller’s agent and thankfully learn it was actually one of two cats allowed to be let out. These are a couple of close calls that Franchisee, Kim Smiley Wiley of EXIT Realty Strategies in Ontario, has admittedly had with pets while on the job.

With the pet population in Canada estimated to surpass 28.5 million by 2025, and surveys showing there are some 86.9 million pet owners in the United States, it’s evident why these beloved family members should be of great concern when it comes to both purchasing and showing real estate. After moments like these, Kim definitely approaches homes with animals a bit differently now. It also begs the question, is having pets removed from the premises a best practice for showings and open houses and why?

THE

HEART OF THE MATTER

What’s in the best interest of the client is typically the real estate rule of thumb, so clear communication and information about pets is paramount in the transaction process. However, it’s when those best interests clash, or the safety and well-being of an animal is compromised that can cause problems. The more informed everyone is who is part of the process, the better expectations can be managed, needs can be met, and issues can be avoided. Simply being cautious and conscious when opening a door just isn’t enough.

IMPORTANT LESSONS

-Know your liabilities up front when it comes to pets and disclose all risks to buyers and sellers

-Only pets with their own tank or cage should be left on premises and visitors instructed not to engage

-Make asking about pets a priority on paperwork and in communications so everyone knows what to expect

-Many people have animal allergies or fears – know your clients’ needs before you show

-Having a pet on premises may deter some buyers, but knowing a home is pet-friendly may attract others

-A dust/allergen mitigation service or duct cleaner is a good idea for those with allergies

-Beware of showings with heavy air freshener scents which could be masking other pet odors

Have a cringe-worthy moment that you think others could learn from? We’d love to hear about it. Email details along with your name and contact information to achiever@exitrealty.com today.

Climbing the Mountain Together

BY MELANIE ROBITAILLE SR. STAFF WRITER & GRAPHIC DESIGNER

Many companies say they have good culture, but few actually demonstrate it in the ways seen at EXIT Realty. One of the most common reasons why professionals make the switch, aside from the brand’s unique Formula of sponsoring income, is its people-centric model and network of camaraderie.

Bolstered by the corporation’s annual events like Broker/Owner Training, and their EXIT International Convention, individuals from across the EXIT nation come together and create relationships that are quite unheard of in what is still considered to be a very cutthroat business. And when you combine these connections with that sponsoring income, you get experiences of a lifetime.

THE MAN WITH A PLAN

For several years now, Franchisee, Kel Williams of EXIT Realty Elite in Nashville, TN has been saving his residual income and putting it towards travel to ancient and historical destinations. He’s become known as a down-to-earth, globetrotter and adventurer who started inviting fellow EXIT associates to join him. During one such trip to Egypt in 2023, when a dozen EXIT associates travelled together for 16 days, many wondered where he was off to next.

“About halfway down the Nile River, the question came up,” he recalled. “Our next stop was four nights in Luxor and every time we entered our rooms from a day of exploration, the TV was always on the Hilton World Travel channel, and it was always Peru. So, after a few days, the question of where to go next year came

"ONE OF THE MOST COMMON REASONS WHY PROFESSIONALS MAKE THE SWITCH, ASIDE FROM THE BRAND’S UNIQUE FORMULA OF SPONSORING INCOME, IS ITS PEOPLE-CENTRIC MODEL AND NETWORK OF CAMARADERIE."

up again and I asked, ‘Is it just me or does it feel like we’re getting a message to go to Peru?’ We all agreed and six of our group from Egypt went to Peru together with a few new ones mixed in.”

NEXT STOP PERU

The group included several Canadians such as EXIT Realty South Western Ontario Regional Owners, Lynn and Greg Findlay, long-time Owner turned Associate Broker, Jon Walker of EXIT Realty Inter Lake in Nova Scotia, as well as one of EXIT’s newest Franchisees, Kim Smiley Wiley of EXIT Realty Strategies in Ontario.

Having travelled with Kel to Egypt, Lynn and Greg jumped at the chance to visit Peru for the first time with him, as it was a long-time bucket list destination for the two of them. They too had residuals they could use for this, making the decision to go that much easier.

“Travel is one of the activities we cherish the most in our free time, so it’s a key part of our annual planning. Having residual income takes some of the pressure off when opportunities like this arise, allowing us to say, ‘yes’ to experiences that enrich our lives without worrying too much about the financial aspect,” Greg said of what turned out to be 11 unforgettable days spanning the many wonders and hot spots of Peru. They started by exploring Lima, Peru's bustling capital, then experienced a breathtaking flyover tour of the Nazca Lines. They spent an exhilarating day sandboarding and dune buggying at the Huacachina Oasis, followed by private tours discovering the rich history and high altitudes of Cusco, Pisac, Ollantaytambo, Maras, and Moray. The trip’s crescendo was a challenging visit to the ancient citadel of Machu Picchu, where the most adventurous of the group took on the narrow, steep "Stairs of Death," climb up Huayna Picchu, the iconic mountainous backdrop behind Machu Picchu. The final excursion was the popular Rainbow Mountain, where the group braved the low oxygen levels at some 17,000 ft. to capture the rainbow-colored minerals for which it’s known. Their last day was one of leisure in Cusco, before heading home.

RETURNING FOREVER CHANGED

“The timing couldn’t have been better for us to fully embrace the physical challenges and rewards it offered. Our love for exploration, history, and iconic global sites made Peru an ideal destination,” Lynn explained. “Sharing these moments with colleagues and friends not only strengthened our bonds but also provided a unique opportunity to see them in a different light, outside the usual work environment. Experiencing a different culture and environment also challenged our usual ways of thinking. We returned home with fresh ideas, inspired by how other people live, work, and solve problems. There’s something about nature that refreshes the mind and spirit, offering moments of peace and awe that rejuvenate creativity and outlook. We created lasting memories that we’ll cherish forever.”

Jon, who also joined Kel in Egypt, didn’t want to pass up this opportunity even at the age of 74 and knowing there would be challenges ahead saying, “This is what EXIT is all about - work hard, rest hard, and PLAY hard. Being the oldest of the EXIT associates in the group I was concerned about how I would handle the high altitudes and climbing. There was only one activity I passed on and that was the Stairs of Death. The group was always looking out for me, and I pushed myself out of my comfort zone many times. It was an exceptional trip with an exceptional group of people. Travelling with EXIT family is different than other trips because of the camaraderie we have. For 11 days you learn a great deal about the group, what makes them special, and why we’re fortunate to have them all in our EXIT family.”

THE LESSONS LEARNED

This feeling was definitely mutual for Kim, whose experience was from the opposite end of the spectrum as a newer associate to the company and a Franchisee who had literally just opened her business eight months before leaving.

“I thought the timing couldn’t have been worse with all my responsibilities,” she recalled. “How wrong I was! I learned a valuable lesson: sometimes, the most challenging times are the perfect moments for a break. I had only met Kel for just 24 hours, and we had an instant connection. I was invited on this epic adventure, and I knew right away it was something special. Witnessing the beautiful relationship between Lynn and Greg, seeing the love and respect they have for each other, was truly a blessing and something we could all aspire to. Chatting with Jon and hearing about his experiences and ideas was invaluable. His willingness to share made me feel incredibly special and provided me with amazing advice. Kel and I had many conversations over lunch and dinner about life and work, and his perspective on business opened

my mind to new possibilities. Being around him, watching how he managed things, and even seeing him take important business calls in Machu Picchu was enlightening and educational. I returned home with a newfound peace in my heart, understanding that I don't have to do everything at once, and that it's okay to take time for myself.”

It's a powerful lesson that Kel learned himself back in 2016, from EXIT’s own Founder and Chairman, Steve Morris, just over a year after opening his office. It’s advice that he both lives and works by to this day saying, “I sat in Broker/Owner Training in Toronto and heard Steve say that everyone in the room was motivated and hard working - probably workaholics - or we wouldn't be there. He also said that if we didn't take time for ourselves, we wouldn't be able to keep it up. He suggested a minimum of three, 10-day vacations a year. I thought, ‘must be nice,’” Kel recalled of a hard pill to swallow at the time. “He said a week isn’t enough. The first few days you’re winding down, then there’s maybe three days in the middle where you may stop

From L/R: Kel Smiley Wiley,

working, checking emails just a few times a day instead of consistently, and finally, the last few days you start thinking that it's almost over and what’s waiting for you back at work. If you add three more days, you’re basically doubling your downtime in the middle. I tried it for 10 days in Palm Springs, and then again in 2017 for twelve days to Bolivia and Peru for my 50th birthday with my brother. Now, thank you Steve, I have my three, 10-day or more vacations a year and all paid for by my residual income from Sponsoring with EXIT Realty!”

WHERE TO NEXT

Kel’s already planning for 2025, and he’s looking forward to another year and opportunity to get to know more EXIT associates because as he explains, as much as he works, most of his social life includes EXIT associates in his office and across North America.

“EXIT is a huge part of my life and I feel even closer to EXIT COO, Erika Gileo after climbing down into a crypt in the Sahara Desert of Egypt, or up into the King's Chamber in the Great Pyramid of Giza with EXIT Realty Matrix Franchisee, Maggie Tessier, or up to the Rainbow Mountain of Peru with Jon, Kim, Greg, and Lynn,” he shared. “The next trip is to Greece, Turkey, and Italy. We try to keep the trip between 12-18 people, so we still have that private tour feel. We stay in all 5-star accommodations, and don't get me started on the food!”

So, who’s up for a European vacation?!

Kel Williams, Greg & Lynn Findlay, Kim Wiley, and Jon Walker.

Being the brand that values the importance of home AND the lives of the entrepreneurs who help make the dream of homeownership possible. EXIT is the only brand that offers a Formula that aligns with its authentic people-first values. We're all culture, no hype.

TAKING YOUR EXIT

WITH ED HARAWAY FRANCHISEE, MD

Retiring from the real estate industry was once a pipe dream until EXIT Realty’s business model showed agents and owners a better option 28 years ago. Nowadays, many professionals find their way into this business at a young age and enjoy EXIT’s supplemental lifestyle income for what it can do in the now. For some, like Franchisee, Ed Haraway, who saw the powerful shift in thinking residuals created all those years ago, it wasn’t just about the life he could have then; he chose EXIT because of the future it made possible for him and his family as he looks to retire now.

Ed was intrigued with the brand before it had even arrived in the state where he was working. He made the fateful decision to be the first to sign a franchise agreement in Maryland instead of signing with another competitor only months before because he was so attracted to the Formula. He would go on to own a total of five offices across the state, with a roster of some 200 agents at the height of his career, but today feels very different for Ed because, 20 years after opening his first office, he’s in motion on his plan to take his final EXIT from the business.

“I was used to working 16-hour days, six days a week. Now I work three days a week a month. I still do sales and listings when the opportunity arises, but I’m not aggressively looking for new business I guess is the best way to say it,” he joked.

Ed started planning his retirement in 2016 and has been slowly making the transition since moving to his income property in 2019. Situated on a golf course in South Carolina, he purchased it and has rented it out

"NOWADAYS, MANY PROFESSIONALS FIND THEIR WAY INTO THIS BUSINESS AT A YOUNG AGE AND ENJOY EXIT’S SUPPLEMENTAL LIFESTYLE INCOME FOR WHAT IT CAN DO IN THE NOW."

for 17 years. Now in his 70’s, knowing he has substantial investments, his wife’s pension, and only mortgages outstanding thanks to his EXIT residuals, he felt it was time.

Those residuals came from the process called Sponsoring, which provides EXIT agents with the opportunity to earn additional, single-level income on top of commissions while working, through retirement, and as a beneficiary benefit right past death. It also creates a natural retention within offices, which helps to build the company and the culture for which EXIT is synonymous.

Ed is personally responsible for sponsoring in 106 agents throughout his tenure with EXIT, several of whom are still active in the company. That works out to over $700,000 in total residual income, where he was averaging just over $4,000 a month during his best year. Being a follower of Author, Dave Ramsey’s financial program, these residuals were vital in helping him become almost entirely debt free before semi-retiring. And when I asked him what he used some of this income for he replied, “Oh, a little bit of everything. Our goal in 2016 when we decided we were going to retire, was to pay off every debt we had. We just earmarked residuals to pay off and pay down those balances. Now that we’re semi retired, we don't owe anything except for mortgages. Let me tell you, you don't realize how much you’re paying in car payments and credit cards until you don't have them anymore.”

A 19-year veteran in the business with another brand when he made the switch to EXIT, Ed was looking for something different and had his eye on both EXIT’s as well as another brand's model saying, “I felt [EXIT’s] residual benefits were more straightforward and couldn’t be played with. In contrast, profit sharing could be manipulated by the owner, and it was more complicated to explain to agents how it worked. Residuals were peace of mind really. I knew that if something happened and I wasn’t able to work, I still had money coming in or income coming in.”

With over three decades in the industry, Ed has seen his fair share of cycles and market shifts in this business, not to mention personal hardships. After beating cancer twice, once in 2007, and then again in 2013 when he needed a bone marrow transplant, he says the important things that kept him moving successfully forward were always consistency, prospecting, putting clients’ interests before his own, and above all else, having faith.

“I sold homes when interest rates were 15%, when the MLS® went from weekly books to online, when buyer brokerage became a thing in 1993, through the market crash of 2007, and now, with the changes that the National Association of REALTORS’® has introduced,” he said. “No matter what, there are always changes.”

Of all the major milestones he has achieved and is known for in the company, by far the one he’s most proud of is using his ingenuity and skill as a franchise owner to become an instrumental part of helping grow EXIT’s brand across the state and throughout the country by pioneering office incubation.

“We used the concept in Maryland first and then EXIT actually had me go to different regions and talk to them

"ED IS PERSONALLY RESPONSIBLE FOR SPONSORING IN 106 AGENTS THROUGHOUT HIS TENURE WITH EXIT... THAT WORKS OUT TO OVER $700,000 IN TOTAL RESIDUAL INCOME, WHERE HE WAS AVERAGING JUST OVER $4,000 A MONTH DURING HIS BEST YEAR."

"THROUGH THE YEARS I'VE HAD ‘SHOOTING STARS,’ THE GUYS THAT CAME INTO THE BUSINESS AND WERE HOT FOR TWO OR THREE YEARS AND THEN FLAMED OUT AND IT WAS ALWAYS THE ONES WHO WERE TRANSACTION MOTIVATED, NOT RELATIONSHIP MOTIVATED WHO DIDN'T ENDURE.”

about it,” Ed shared of the unique idea that continues to make launching offices so much easier to this day. “What’s the hardest thing when you start a new office? A, finding a place to open, and B, getting new agents so you don't have an empty office for six months. I would have people that were buying franchises operate out of my office. They would sponsor agents while they were looking for space, and the idea was they would be in my office for anywhere from three-to-seven months. Their agents would come on board with us. Those offices were able to get started right away and be up and running when they opened.”

Sharing and teaching are two things he’s always been a huge proponent of when it comes to real estate, as is helping to build people, a mentality he’s seen that’s not always a popular opinion among some in the business saying, “I would speak at a conference, or I would share ideas a lot of times at EXIT’s Convention. And you know, through the years I've had people ask me, ‘why do you just want to share all your ideas?’ And I explained that it's real simple. You'll have people think, ‘that's a great idea’ but not implement it, but you know, if you can help somebody else be successful, it reflects positively on you. It's funny. Through the years I've had ‘shooting stars,’ the guys that came into the business and were hot for two or three years and then flamed out and it was always the ones who were transaction motivated, not relationship motivated who didn't endure.”

For Ed, it’s always been about the people. He goes by “Special” Ed to those who’ve known him the longest; some who are very near and dear to him for the role they’ve played in his journey and success.

“Joyce Paron, EXIT’s Canadian CEO, has always held a special place in my heart,” he shared, “because she was the first person to open my eyes to EXIT’s possibilities. Also, Tami Bonnell, our Co-Chair, because of her leadership and because she’s always available for questions and help. My partners, Paul McIntye and Vernada Williams of course, and my past assistant, Kristin King, who kept my personal business running when I wasn’t able to while going through cancer.”

He also knows none of what he built would’ve been possible without his wife of 50 years, Mary, who he says supported and loved him all the way through. And while you’d think they’d be spending much more time together as they’re both now semi-retired, Ed says, it’s just given them more time to individually dive into their own interests, volunteering, and the work they do with other organizations.

“I've always been a Mason, but that's the thing about being retired, now I have availability to spend more time in that organization. I'm real active in my church and the Shriners. We drive kids to the Shriner hospital and I'm on the team that drives three and a half hours to take kids to the orthopedic hospital. While I'm not doing real estate every day, it seems like I'm busier now than I was when I was working,” he admitted, saying he’s also hitting the golf course a bit more when he can these days too.

The true mark of success is a life well-lived both in and outside of business, and by that right one can say with certainty that Special Ed Haraway is as prosperous as they come. He has left an indelible mark on this brand that he chose all those years ago for a Formula that continues to provide for him, even when the job is done.

Wishing you nothing but the best Ed!

Franchisee

Ed Haraway

The Green House Effect

BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER

"THE INCOME FROM A MULTI UNIT CAN BE USED TO HELP QUALIFY A PURCHASER FOR A HOME AND INCREASE THE POPULATION OF POSSIBLE BUYERS IN A CLIMATE WHERE INTEREST RATES ARE HIGHER AND CONSTRUCTION COSTS REMAIN HIGH."

—WAYNE BEALS ASSOC. BROKER

What if, as a real estate professional, you could be part of the solution to two of the biggest issues facing the housing sector? As the push for an all-electric grid and more efficient homes keeps moving forward, and the need for increased affordable housing seems more evident than ever across North America, agents like Associate Broker, Wayne Beals of EXIT Strategy Realty in Chicago, IL have become part of a silver lining, only in his case, it’s green.

Wayne was a general contractor and remodeler early in his real estate career and would come across properties built by Greenline Homes, a development company established in his area in 1999. He was impressed by the quality, so he reached out and maintains a close appreciation for and relationship with the owner, Benjamin Van Horne saying, “If you can’t beat ‘em, become their REALTOR®. I’m a serious fan of what they’re doing.”

By acquiring land and building “on spec,” as Wayne calls it, Greenline is partnering with the Cook County Land Bank, the city, and through a network of landowners to try and unlock opportunities to build new and semi-custom homes. And these aren’t just any homes. They’re sustainable, affordable, and many are geared to the growing multifamily needs of the population

Hailed as one of Chicago Magazine’s 2020 Best Places to Live, many of Greenline’s latest designs are created with an “on grade” accessible unit on the ground floor and a single family living unit upstairs. Their homes carry the U.S. Green Building Council’s highest rating and cater to other green features Wayne sees as gaining popularity both from a builder’s and buyer’s perspective. Features like induction cooking surfaces that greatly reduce indoor air pollution from gas stoves, to heat pumps that replace furnaces or work as part of water heater and condensing dryer systems.

“The future is green. Climate change will impact every house on the planet, and we need to start making our homes more efficient and resilient to keep our markets economically viable. Eighty percent of the homes we’ll have by 2050 are already here. This means we need to get to work on making these homes, and all new homes, better. REALTORS® are in a perfect position to lead this way forward as part of their business plan,” he shared about why now is the time to be buying or investing in green homes and knowledge. “They make your family safer from polar vortexes and heat waves, as well as save you money on utilities. They’re quieter and more comfortable because they’re better insulated. There’s no possibility of carbon monoxide poisoning. I could go on.”

To best service this market and these clients, Wayne recommends that all real estate professionals obtain their Green designation from the National Association of REALTORS® saying, “You really should educate yourself in building science if you want to be a great agent. We all need to better understand our homes and how they function as shelter from climate, how they impact our environment, how they’re fueled, and their resiliency. These factors all impact the Total Cost of Ownership (TCO) of a home as well, which makes it our business as market economists.”

It’s something he’s not only passionate about, but that he and his wife have both invested in together. Not only have they both aligned with Greenline Homes professionally, but they also recently commissioned their own allelectric home.

“My wife is a project manager there and we collaboratively designed a home and managed the build of it together with Greenline. The whole process from acquisition to move-in was two years. As far as features go, our home was built to U.S. Department of Energy Zero Energy Ready Home Standards. We expanded the original ranch home from 1,200 sq. ft. to over 3,000,” he explained. “Our utility bills are about $200 per month on average, and we use just over 17kW per year in power. The home is heated with a 48,000 BTU Mitsubishi Hyper Heat Pump System. Water heating is through a Rheem Platinum Heat Pump Hybrid Hot Water Heater. For cooking, we have Bosch electric double ovens and induction cooktop. We clothes dry with a Whirlpool Heat Pump Condensing Dryer. Our home qualified for an electric utility incentive of $5,000. It has triple pane windows, R30 walls, and an R60 roof. It’s also very airtight with a Broan Energy Recovery Ventilator (ERV), bringing in filtered fresh air 24/7 that’s preconditioned with heat from the exhaust air.”

The home has a HERS® score of 37, meaning it uses far less energy than a code-built new home. This saves Wayne and his wife roughly $2,200 per year, in addition to cutting 12 tons of carbon from their footprint, and that’s before they install their Solar system, for which the home is already pre-wired. “Learn building science. Join local sustainability groups. Find out about ecology, sustainability, and construction. Be a sponge and a nerd so you can help your clients transition to the new energy economy,” Wayne encouraged as he looks to the future of real estate. “In 20 years, when you go to sell your home, do you think the consumer will want a more efficient or less efficient home? The needle is moving toward more efficient, so why invest in the old tech?”

"TOO OFTEN NEW HOMES ARE OVERLY LARGE AND OVERPRICED FOR THEIR MARKETS, LEAVING OUT CONSUMERS WITH MORE MODEST HOUSING NEEDS AND BUILDING COMMUNITIES THAT BECOME MORE EXCLUSIONARY OVER TIME.”

Wayne's personal home which he's retrofitted.

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