Cap Your Commission eXp Realty: 10 Daily Conversations to Build a 6-Figure Business on a Shoestring Budget

If you want to cap your commission eXp Realty style during your very first year in the business, you are exactly in the right place. I know if I asked you right now if you wanted to keep 100% of your commission, your answer would be a resounding yes. But then the panic sets in, right? Most new agents tell us they simply don’t know where to start.

It breaks my heart, but the reality is that most agents are going to quit because they don’t have a solid plan. They look at the top producers spending thousands on billboards and expensive online leads, and they think, “I can’t afford to do this.”

I am here to tell you, mom-to-mom, teacher-to-student: There is a different way. When Al and I first moved to North Carolina, we knew absolutely no one. Our sphere of influence was exactly zero. We were starting a brand-new real estate business on a shoestring budget, honestly, it was a zero-dollar budget. Today, we are going to share the exact strategy someone taught us when we first started. It is the secret to how you can cap your commission eXp Realty style, without going into massive debt.

If you are tired of guessing and ready to start closing deals, listen up. We are diving into the math of success.

The Power of 10 Conversations a Day

I know you might hear some background noise in our house while reading this; kids, life, the dog barking. That is the reality of working for yourself! You build your business despite the noise.

The core of our entire strategy is simple: You need to have 10 purposeful, real conversations every single day.

I am not talking about making random cold calls, leaving a voicemail, and hanging up. I mean 10 actual connections with human beings. To get those 10 conversations, it might take 50 dials. But this daily habit of filling your pipeline is what guarantees your success.

You don’t need to know exactly who you are going to talk to before you sit down, but you do have to be strategic. We recommend splitting your daily list into three specific groups.

1. Your Sphere of Influence (60%)

This is a fancy real estate term for “people you already know.” Even if you are in a new city like we were, you still have family, past co-workers, and old friends. Try to make six of your 10 daily conversations with these people.

Why? Because most people find their real estate agent through a referral. Your goal isn’t to sell them a house today; it’s to remind them you are in real estate so they can refer you to their network. When you call, just be a human! Ask how they are doing. Eventually, the conversation naturally turns to work, and you can offer to send them a quick market update video about their neighborhood’s home prices.

2. New Leads (20% – 80%)

If you are a brand-new agent, this group might take up 80% of your calls because your sphere is small. These are new people you find online or through services. You want at least two solid conversations a day with new potential clients.

3. The Follow-Ups (20%)

These are the people who previously told you, “Call me later.” Well, it’s later! Show initiative. Maybe they weren’t financially ready before, but they are getting there now. Your job is to be of service, not to be a pushy salesperson screaming, “Let’s go look at houses!” Find out what their problem is and how you can solve it.

Mastering the Power Hour

Timing is everything if you actually want people to pick up the phone. You need to schedule a non-negotiable “Power Hour” into your calendar every single morning.

For us, 9:00 AM to 10:00 AM works best. This is when we have the most energy, and people are usually responsive (maybe they just got to their desk or are grabbing their morning coffee). If you have kids and 9:00 AM is chaos, maybe your Power Hour is during your lunch break, or right at 1:00 PM.

The key is to pick a time, stick to it, and respect the schedules of the people you are calling.

Surviving the Zero-Budget Startup Phase

We promised to be honest with you. When we started, we did not have thousands of dollars for digital marketing. I love Facebook ads, but you cannot run ads if you have zero cash flow.

So, how did we get our first closing within 90 days? We used “pay-at-closing” referral services.

Yes, the referral fees for these services (like Opcity or Realtor.com leads) can be steep. But when you are new, you need boots on the ground. You need experience, and you need cash flow. I went straight to our broker-in-charge at eXp Realty and asked which services they recommended.

We relied on these pay-at-closing leads for the first six to nine months of our business. My very first commission check was only $900 after all the splits and referral fees were taken out. It wasn’t much, but it was proof that the system worked. Once that cash started flowing, we could finally afford to build our own marketing engine.

The Ultimate Free Lead Generator: YouTube

While you are making those 10 calls a day and working referral leads, you need to be building your long-term wealth engine. For us, that is YouTube.

YouTube is the most powerful tool for an agent on a budget. You do not need to go viral. You do not need a million subscribers. You just need to be the local expert answering the questions people are already typing into Google.

If you commit to posting two videos a week, you are building a 24/7 digital open house. Here are a few video ideas that work incredibly well:

1. Relocation Guides: What is it really like to move to your city?

2. Neighborhood Tours: Drive around and show the reality of the streets.

3. Cost of Living Breakdowns: Exactly how much does it cost to live in your county?

4. Pros and Cons: The honest truth about living in your area.

5. Comparing Cities: E.g., Living in [Small Town] vs. [Big Feeder City].

You must be patient. It takes about four to six months for YouTube to really start working. But by month seven, your videos will rank higher, and the leads will start coming to you organically. By the end of your first year, you will have over 100 videos working for you around the clock.

The Math to Cap Your Commission eXp Realty Style

Let’s put my teacher hat back on and look at the actual math of how these 10 daily conversations help you cap your commission eXp Realty style.

At eXp Realty, the company takes a 20% split until you pay them $16,000. Once you hit that $16,000, you are “capped,” and you keep 100% of your commission for the rest of your anniversary year.

• If your average commission is $10,000 per deal, eXp takes $2,000.

• That means you only need to close 8 homes to cap.

If you are tracking your numbers properly in a CRM, you will see a pattern. Let’s say 10% of your real conversations turn into an appointment.

• If you have 10 conversations a day, 5 days a week, for 48 weeks out of the year, that is 2,400 conversations.

• A 10% conversion rate means 240 appointments.

Even if you are brand new and terrible at closing, 240 appointments are more than enough to close 8 deals to cap. In fact, it is enough to push you to close 20+ additional deals, which is how you achieve the prestigious ICON Agent status at eXp Realty (where you can earn your $16,000 cap back in company stock!).

Ready to Build Your Prosperity Plan?

You don’t have to let the fear of a zero-dollar budget stop your momentum. If you combine the hard work of daily phone calls with a consistent YouTube strategy, you will build an unstoppable business.

If you are ready to stop dreaming and start doing, Al and I would love to partner with you. When you join eXp Realty and name us as your sponsor, you don’t just get our coaching for free, you get full access to our entire upline, including social media master Mike Sherrard.

[Click here to schedule a private strategy call with Al and Victoria today.]

We can’t wait to hear about the success you find when you start making those 10 phone calls a day!