2. Expansion: Sneak Peak Name Title Location

3. Introduction

4. What Is Expansion?
An Expansion Agent selects an Expansion Partner in an additional market.
The Partner is supported by a central Hub with a lead generation system that has predictable and measurable results.

5. Expansion Model

6. Aha’s from ESO
Expansion Teams can consist of just one partner for a long time, or until volume and units require a Showing Agent.
Most Expansion Agents will have 2 or 3 Expansion locations – and that’s a great business
Replace “Expansion Team” with “Expansion Business.”

7. Lesson 1: The What and Why of Expansion

8. The “What” and “Why” of Expansion
VIDEO 1
The “What” and “Why” of Expansion

9. VIDEO 1
The What and Why of Expansion (

10. Discussion – Why would an agent expand?

11. Discussion Answers Increase profits.
Build a big business, with opportunities for others.
Build a deep bench of talent.

12. What Are the Requirements for Expanding?
Mastery of lead generation with measurable and predictable results.
Master of hiring – RSTLM.
Sufficient profit from the Hub to fund Expansion and overcome any mistakes made while learning how to expand.

13. From Salesperson to Businessperson
Expansion is about business.
Refocus on the MREA models – and what they mean for business.
Create a business growth plan.
Move from I to We to They.

14. Discussion – What are three steps you can take to grow as a businessperson?

15. Lesson 2: Who and Where of Expansion

16. The “Who” and “Where” of Expansion
VIDEO 2
The “Who” and “Where” of Expansion

17. VIDEO 2
Who and Where of Expansion (

18. Who Are the “Whos” in Expansion?
Administrative
Lead generation
Initially, one Expansion Partner per location
In time, Expansion Directors who will lead 5-10 Expansion Partners each

19. Discussion – Which comes first – who or where?

20. So Which Comes First?
Expansion should be a natural, organic progression of your current lead generation spilling into another location nearby.
Begin the RS process for the three key hires.
Find the best candidate to work the new location.
Solidify the first location while growing the Hub.
Plan with the end in mind and create a business plan and organizational chart for all locations.

21. Geographic Limits to Consider
Start local.
Consider state lines, licensing, and MLSs.
Understand time zones and flights.

22. What Are the Sweet Spots?
Two Expansion locations
Maximized Expansion Director
Regional model

23. Lesson 3: Win-Win Relationships

24. Win-Win Relationships in Expansion
VIDEO 3
Win-Win Relationships in Expansion

25. VIDEO 3
Win-Win Relationships (

26. Discussion – Who are the five people you spend the most time around?

27. Your Relationships
You become the average of the 5 people you spend time with.
What conversations are you having – and with whom?
Agents tend to hang with agents, TLs with TLs. Is this the way to build a big business?

28. Respect the Relationship
Expansion requires long-term relationships – including with Regions, OPs, and TLs.
Work through leaders - not around them.
Seek win-win relationships.
Be a giver.
Brainstorm value creation – centered around the Expansion Partner and his or her Big Why.
Check in. Motivation might change, so “Get the Book” often.

29. Lesson 4: Who and Where of Expansion

30. Expansion and Market Centers
VIDEO 4
Expansion and Market Centers

31. VIDEO 4
Expansion and Market Centers (

32. Discussion – What are the wins for Market Centers
Discussion – What are the wins for Market Centers? What are the wins for agents?

33. Wins for Market Centers
Gary says it’s the “Brain-dead opportunity of the century.”
It provides Caps without needing to provide as much support.
Work with Expansion Agents for recruiting possibilities.

34. Wins for Agents
Increased revenue once you can support an Expansion Partner with leads and admin support.
Benefit from MC’s legal liability, standards, brick and mortar, and distribution network.
Leverage MC and KW training.
Work with Team Leaders for recruiting possibilities.

35. Lesson 5: Future of Expansion

36. The Future of Expansion
VIDEO 5
The Future of Expansion

37. VIDEO 5
Future of Expansion (

38. Discussion – What is the future of Expansion?

39. Five Lessons from Expansion
Expansion removes the ceiling on agent growth.
Don’t swim without lessons.
Don’t hire to make friends.
Mistakes don’t kill business – not being able to recover from mistakes does.
Build your business correctly and Expansion will be the natural path to a big business.

40. The Next Step? ESO Why agents should attend ESO: Learn how to expand.
Learn how to leverage expansion strategies to grow even nonexpansion businesses. ESO is essentially a business class.
Create a bigger vision for your business – and your life.

41. The Next Step? ESO Why Leadership and ALC members should attend ESO:
Learn a new source of value to connect agents
Increase your own leadership ability and your vision.
Use it as a destination to take top recruits.

42. ESO Dates 2015 Dates: February 26-27 April 1-2 June 3-4 July 15-16
September 17-18
October 29-30
December 2-3

43. Discussion – Questions and Aha’s