Program Workbook

Every night, before the phone goes down, open the tracker and add two names. Not qualified names. Just names.

Who did I talk to today? Who did they mention? Who did I see working that I respected?

Then tag each one: relationship A/B/C/D, language, and one line on where you met. Thirty seconds a name. That is the whole ritual, and it is the reason a list of 100 becomes a list of 800 by year-end.

Hi [name], I am on my way into a meeting so I have not got long, but I owed you a call and I decided to just make it.

Step 1 — be in a hurry.

I have always respected the way you run your business. You are one of the hardest working people I know.

Step 2 — a sincere, specific compliment. Research it before you dial.

I have expanded my operation with eXp, and when I thought about who would actually see what this model is, I thought of you. If I sent you a short explainer that lays the whole thing out, would you look at it with an open mind?

Step 3 and 4 — the invitation and the if-I-would-you. Wait for the yes.

When could you definitely have watched it — Thursday or Friday?

Confirmation 1. Let them pick.

So if I call you Friday at six, you will have seen it, correct?

Confirmation 2.

Is this the best number, or do you have another?

Confirmation 3.

Done, we speak Friday. I have to run. Thank you.

Step 8 — hang up.

Structure, 200 words maximum, ninety seconds out loud.

1. Background — who you were before. Profession, family context, where you started.

2. The pain — what you did not like. The ceiling, the fixed costs, the time, the feeling that it all depended on you.

3. The rescue — what you saw that others did not, and what changed when you saw it.

4. The future — what you feel today and where you are going. Emotional, not boastful.

Close with: and if I could do it, anyone can. That line is the one that duplicates.

Ramon's version: [to be filled — write it in session 3 and paste it here]

What did you like most about it?

Tells you where the real interest sits. Listen for which of the four channels they name.

On a scale of one to ten, where are you?

Locates them precisely. Never ask yes or no when a number will do.

What would you need to move up one or two points?

This is the one that writes your next action for you. Whatever they answer is your follow-up agenda.

And if they say let me think about it:

Perfect. Do I call you Tuesday, or is Thursday better?

Never end without a date and a time in the calendar.

Objection: I do not have the money.

I had exactly the same problem. I was covering the bills and not much else. But I realized something — if I do not have enough now, how does that change in the future doing the same thing? I found a way, and it was the best decision I made. Let me ask you: if you genuinely felt this was what you needed to take control of your future, do you think you could find a way to make it happen?

Objection, Canada: what happens to my board dues and my support?

Fair question, it was mine too. Let me not guess at the numbers with you — I will send you the section that lays out exactly what carries over and what changes, and we will go through it together Thursday. What I can tell you is what surprised me: the support did not get thinner, it got different. [to be filled — confirm current dues and support structure against official eXp Canada materials before session 5]

Objection: is this a pyramid?

I understand the question, I asked it too. The technical difference is simple: a pyramid is illegal because it only pays for recruiting and there is no real product. Here there is a real, regulated real estate service. But beyond that, I would rather you look at the structure yourself and judge. Does that seem fair?

Part 1 — validate, 3 minutes.

Congratulations. I am proud of you for taking control of this. You did not get sold anything — you made a decision, and it is the right one.

Part 2 — expectations, 3 minutes. Say all three, in order, out loud.

One: if you succeed here, it will be because you built it, not because I did. Two: if it does not work, that is also on you. Three: you are the only variable. I will be your resource, and I will never be your excuse.

Part 3 — the 30-day plan, 5 minutes.

Before day seven: 100 names on your list. Inside seventy-two hours: your first invitation, on the phone, not by text. Before day thirty: the next eXp event, in the room. And one tool you know cold — pick the explainer in the language you will use most.

Then book days 1, 7, 14 and 30 into their calendar before either of you stands up.

Hey [name], quick call. There is an eXp event on [date] in [place] and I need you there. It is not optional for someone serious like you.

Assume they are going. The frame does half the work.

Let me tell you something — the last event I went to genuinely changed how I see this business. [your specific story, thirty seconds.]

Belief transfers through story. Information transfers nothing.

More importantly: the next level of your career starts in that room. If you want what you say you want, you have to be there.

Are you buying your ticket today or tomorrow? I need it firm.

Never say let me know if you can make it. That is the announcer's sentence, and it gets you an empty room.

Minute 1 — where I am today.

Real numbers. Active contacts, agents added in these eight weeks, current organization. No rounding, no makeup. If the number is zero, say zero — I opened this program with mine.

Minute 2 — where I will be in twelve months.

Concrete figures: agents added, leaders developed in my line, events attended, organization depth. Dates attached to each.

Minute 3 — what I will do differently.

The two skills I will own, my daily ritual, and my accountability system.

Close with:

My commitment to this group is _______. If I do not meet it, _______.

The consequence is self-imposed and said out loud. That is what makes it a commitment instead of a wish.