Why REAL Brokerage

REE #265 Transcript

[00:00:00] Mike Rolewicz:
We are building a platform to build your business on, where the business is Mike and Gigi and our brands.
And Real is the platform. Sharon said it a different way, and I really—this resonated with me—Real is not the destination, it's the vehicle.

[00:00:43] Tracy Hayes:
Hey, welcome back to the Real Estate Excellence Podcast, where we bring you the stories and strategies behind the real estate industry's top performers and most disruptive companies.
Today's episode is focused on a brokerage that's shaking up the traditional model and giving agents something they've never had before.
A tech-first platform with true ownership, scalable support, and multiple streams of income—from cutting-edge tools and national masterminds to stock programs and revenue sharing.
This is not just another brokerage—it's a movement.
If you've been asking what Real Brokerage is really about, or wondering if it's the right fit for agents at any level, this conversation will give you everything you need to know.
Joining me today: Gigi Urbanski and Mike Ritz—two outstanding leaders of Real Brokerage—to break it down. Welcome to the show, ladies. Ladies. Perfect.

[00:01:32] Mike Rolewicz:
Alright.

[00:01:33] Gigi Urbanzki:
Yeah. Glad to be here. We're done. Yeah. Thanks, Mike. We're done.

[00:01:36] Tracy Hayes:
Thanks, Mike and Gigi.

[00:01:40] Gigi Urbanzki:
I think you missed one thing on the intro.

[00:01:42] Tracy Hayes:
What’d I miss on that intro?

[00:01:43] Gigi Urbanzki:
Real Brokerage is a movement, but you also wear Nikes. You don’t have to wear heels anymore. You’re with Real.

[00:01:51] Tracy Hayes:
Is that right? Is that the dress code?

[00:01:54] Mike Rolewicz:
Seems highly—

[00:01:54] Gigi Urbanzki:
Encouraged.

[00:01:55] Mike Rolewicz:
There’s a lot of sneakerheads at the company.

[00:01:58] Tracy Hayes:
Well, and we’ve been talking here all this morning before the show about ChatGPT.
So what I did last night—when I was asking, “Hey, what key topics do we wanna make sure we bring up?” and so forth—I loaded it into ChatGPT and said, “Okay, create me an intro, and then create me some questions based on these topics and put ’em in order so it flows through the show.”

[00:02:16] Gigi Urbanzki:
Nice.

[00:02:17] Tracy Hayes:
Created nice for her.

[00:02:18] Gigi Urbanzki:
Yes.

[00:02:19] Tracy Hayes:
Here we go. It gives me some really good, eloquent intros, because I’ve been taking the individual agents when I interview ’em—upload their bio and then say, “Create me an intro on this person.”
It makes me sound like—thank you for—but it’s commonly out there, as we were just talking about.
People are asking about Real. It seems to be—I think if there’s any of the cloud-based brokerages, especially—if there’s anything that’s being talked about most, Real.
But it’s probably—well, LPT is probably actually newer, right? Real’s been around more than LPT. But LPT’s kind of quieted down. But Real is still—
To me, there’s still excitement there. I’m still seeing—but again, I’m gonna ask you guys.
I don’t know if it’s because of your leadership and the agents that are surrounding, around the amount of social media you guys are putting out, the activities that you guys are doing, is creating a buzz.
So is it just locally, or is Real seeing this nationally, Mike?

[00:03:13] Mike Rolewicz:
Oh, it’s national.
Yeah, I mean, we were talking earlier about the Q1 report—61% agent growth. Now we’re at 27,000 agents.
As the numbers get bigger, the percentages usually have to shrink, right? Same with transaction volume. So either revenue or transactions were up 75 or 80%, respectively.
So what it tells me: very productive, high-producing agents are finding out about Real and joining the company. Because when the agent count goes up by 61, but the revenue and the transaction counts go up by more, it tells you that per-agent productivity is really, really strong.
And I think there’s agents that are just realizing: I need a more efficient model.
I need better tech. I need everything in one place on my phone.
And that’s what drove me and my team there. Right? It was obviously the people that were already there that I knew and liked and respected. And you kind of see what they’re doing—like, “It seems alright. Seems like something I may want to be a part of.”

[00:04:17] Tracy Hayes:
Knowing your team of ladies—was there four or five, right? Six of you? Seven?

[00:04:22] Mike Rolewicz:
Three agents in production, plus Adana—the rockstar ops director—who’s also licensed, but she doesn’t transact.

[00:04:29] Tracy Hayes:
Right.
Things are moving so fast. You know, these big brokerages—your KWs, your Coldwell Bankers, or whatever—they’re trying to… this back office operations, their CRMs, all the things we all operate off of…
Real is packaging that for you.
So making a team leader who’s in production still continue doing what you’re doing—do what you love to do, which is, I assume, sell, correct?
And really letting that technology—letting them just handle that—and plugging everyone in.
Is that a good description?

[00:05:01] Mike Rolewicz:
Yeah, it’s truly the reason.
App’s on your phone, it’s on your desktop. They look exactly the same.
So what we’ve found is, since we’ve joined Real, a lot of the questions that the agents and myself would have for Adana—we don’t need to go to her as much, right?
’Cause it’s all there. “When do I get my commission?” “What is my commission?” “How am I against my cap?” “What have my stock awards been?” It’s all there.
And even inside of a transaction—“Who’s the title?” “Who’s the lender?” “Agent on the other side?”—it’s all there.
That’s been a time savings for us.
And then when you can put a listing in, and within an hour or two it’s saying, “Hey, marketing center’s ready for you. Go ahead and do whatever shareables you want, whatever printables you want.” It’s all right there.

[00:05:48] Tracy Hayes:
I imagine it sounds—
You know, we’ve been chatting here all morning about AI and all the different…
That there’s a lot of AI going on in the background to get it done that fast.

[00:05:57] Mike Rolewicz:
A ton.
It’s called the Leo Copilot.
So I can go in there and just ask Leo—whether it’s about a transaction or, “Hey, I remember seeing a training about something. Can you help me find that?” Right? In the Real Academy.

[00:06:10] Gigi Urbanzki:
But you also have—and I wanna make sure we address this, because I’m sure somebody watching will say—“But you don’t have an office or a real person.”
Yes, we do.
We work in collaboration.
So we have an AI assist—Leo.

[00:06:24] Mike Rolewicz:
Yeah.

[00:06:24] Gigi Urbanzki:
But then we also have a wealth of agents just in Northeast Florida, and different communities that we’ve created online.
We have each other, and we have our teams.
But then we also have broker support that we can go through.
We can email. We can call.
So we still have all the same things we’d have in a brick-and-mortar building. We just get to choose which building we sit in.

[00:06:45] Tracy Hayes:
One probably with a lot less rent than some of these places are paying for.
Well, I mean, mine is because it’s my house, so—

[00:06:54] Mike Rolewicz:
Yeah, exactly. Current situation is zero.
I’m not as cheap as my house, but I like having a place to go to.
That’s why we opened ours.

[00:06:58] Tracy Hayes:
Everyone has a different model, the way they do things.
Whether it’s a retail front or whatever, but that’s part of it.
That’s part of your—you know, when you start slicing up who’s getting what, the commission’s paying for that nice space as part of that deal.
And—

[00:07:11] Gigi Urbanzki:
And where do most real estate transactions and relationship building and conversations happen?

[00:07:15] Tracy Hayes:
Right.

[00:07:16] Gigi Urbanzki:
Most people don’t want to come just to an office.
Mike has an office—he meets clients there—but typically, you go to coffee shops.

[00:07:23] Mike Rolewicz:
A lot of coffee shop meetings.
I had this grand vision that it would become this gathering place… and all the agents—they’re out running and gunning.
I thought back to my days at brick-and-mortar brokerages: the people I would see there the most were not the high-producing agents.
Those people were out hustling and getting deals done and meeting clients and building relationships.
I mean, that’s something—and I know Tracy, you wanted to touch on—who’s Real for? Who’s it not for?
If you really, really love whatever that looks like at a brick-and-mortar brokerage—of whatever that collaboration or community is—it might not be for you.
It’s one of these things. Nothing’s a 10 out of 10.

[00:08:08] Gigi Urbanzki:
But you could create it.
Like, I like collaboration.
So Mike has an office—he’s opened it up to all of us to come and use whenever we want.
I don’t know how many keys you’ve made at this point.

[00:08:18] Mike Rolewicz:
There’s a few floating around out there. Maybe 3 million.
I mean, I’m not trying to say numbers, but—

[00:08:23] Gigi Urbanzki:
Maybe 83 keys. There’s a lot of keys out there.
So that’s an opportunity.
But we’re also teaching agents how to leverage partner relationships, because there’s a lot of lenders, there’s a lot of title companies that have community spaces.
We’re meeting once a week in a community space, and it’s great because agents do feel like they have somewhere to go.
They don’t have to be there certain hours of the day, but they do have a place to go and bring their things and work in collaboration if they want to.

[00:08:52] Mike Rolewicz:
Right.

[00:08:52] Gigi Urbanzki:
So it could be for someone who’s used to a brick-and-mortar, but they just have to figure out what that’s going to look like.
Now, you don’t go to one specific building—you have multiple options to go to.

[00:09:02] Tracy Hayes:
Am I—to go back to the founding of the company—the gentleman who’s created Real, or his vision, is really a tech person.
He’s not a real estate—

[00:09:13] Mike Rolewicz:
Agent. Right.
No—Tamir would be not great in a transaction. We love you, Tamir.
He’d be the first one to tell you, right?
But he has built—you know, “agent-centric” I think is overused. And that’s where he looks at it and says, “We’re not agent-centric. We’re entrepreneur-centric.”
We are building a platform to build your business on—where the business is Mike and Gigi and our brands.
And Real is the platform. Sharon said it a different way, and I really—this resonated with me.
Real is not the destination, it’s the vehicle.
Right? So my destination is having other income streams other than just commission income.
I’m a 55-year-old man—I don’t want to do this forever.
So being able to build, layer in other things—that’s where Real is the best vehicle for me and my team to do that.
And that’s what we found, and that’s why we moved last year.

[00:10:13] Gigi Urbanzki:
You gave me—when he told me he was not gonna move, just by the way.
Like two weeks prior, he was like, “I’m not—always wear—I don’t remember that conversation. I’m gonna wear this jersey forever. I’m not changing jersey.”

[00:10:25] Mike Rolewicz:
I don’t recall the conversation.

[00:10:22] Mike Rolewicz:
And then I don't recall that one. I do recall her calling me with a WTF in my DMs after the video draft. Might have.

[00:10:29] Gigi Urbanzki:
Might have, might have.
And I'll say that—tagging onto him—so Mike runs a team of agents, I run an admin team. And that's what's really great about Real is you can have two different styles of business and use the vehicle of Real to infuse it in, and it's going to work for you too.
And so when we bring agents in—because I'm a solo agent, I do have a backend admin team mostly for my social media content, day-to-day interactions, transaction coordination, those kinds of things—it can get busy when you attract 30-plus people in less than a year…

[00:11:07] Mike Rolewicz:
Mm-hmm.

[00:11:08] Gigi Urbanzki:
…to a brokerage.
And it's really been nice to say, “Let's jump on an onboarding call. Here's the tools, let me make sure you know how to navigate this website.”
And every one of them that I've worked with have said, “Oh, this is a lot easier than I thought it was gonna be.”
Switching brokerages and—
“Oh, you mean I just get the option to click how I wanna learn—as a new agent, a seasoned agent, or a top-producing agent—and I can pick between and it tells me exactly what to do every single day for 12 weeks?”
Yes.
And that's what's made it easier for me to still be in production, be relevant, attract agents, run a coaching business… but I also am getting compensated in a second stream of income for just doing it.

[00:11:49] Tracy Hayes:
Well, you know, I think you just brought up something I didn't think of before—but not totally out of the blue, it makes sense.
He's created… like you said, if you go to Keller Williams or Watson or something, they take on a lot of brand new green agents. They have a plan, right?
They—“Hey, this is what you should be doing for 12 weeks”—as you described there.
Someone could plug into Real—and they’re already doing it—where they have someone at Watson and someone at Keller Williams, wherever they are in the country, you know, creating those learning modules and all that stuff.
This stuff is created. You could plug in just like you—or a big franchise of Keller Williams out here—plugs into their mainframe.
You're plugging into Real, and you could do it yourself and create your own boutique brokerage around Real.

[00:12:37] Gigi Urbanzki:
Correct.

[00:12:38] Tracy Hayes:
Or not brokerage—team.

[00:12:39] Gigi Urbanzki:
But you could feel like that.

[00:12:40] Tracy Hayes:
Or team.

[00:12:41] Gigi Urbanzki:
And I guess the point with that that I wanna make sure is clear is that the way we are learning and who we're learning from are relevant real estate agents who have become experts in that area.
So for example, you can sign up as an agent, be vetted by the company to give back to the community—get rewarded for giving back.
Mike can talk more about that—he's our numbers guy.
So somebody like me, I'm known for open houses, right?
I'm coming soon to a theater near you.
I'm pretty sure I'll be on a webinar at Real Strong—Tamir, if you're watching, I'd love to do that for you!
I would be teaching that open house strategy and opening up my playbook and saying, “Come learn with me.”
Instead of someone learning from someone perhaps that's done this in 1980 and they’re teaching you how to door knock from 1980, right? It’s not even relevant today because they're not an active agent.
They don't really know what's the lingo that's happening.
That's what I found in Real—that everything was in one spot.
Because we came from a company where things were—they were there—it was like an egg hunt.
I don't know if you've ever done one of those—
Just joined? Yeah. You find the rotten egg later.
I loved the fact that I could find everything quickly at my fingertips.
It was in a compressed, condensed version.
You could be driving down the street, listening to a podcast.
It was very easy to implement in the business.
And I liked that I was learning from someone who's doing the business.

[00:14:03] Tracy Hayes:
Yeah. You both have mentioned this—I guess we’ll call it a portal—that you're going in and all this information is there.
I was just on this morning on our website 'cause I needed my benefits card, and there's like all these links, and like, there wasn't even a search thing.
So really, how simple—it sounds like—obviously this gentleman's like an Elon Musk–type character who's going on and then surrounds themselves with other people who are thinking at a high level and actually walking it through from the simple agent and what they would be going in every day, and making that portal just as user-friendly as it ever could be.

[00:14:46] Mike Rolewicz:
Mm-hmm. Yeah.
It's next-level user-friendly.
So we both came from eXp.
When we needed broker support, you had to be on your desktop using their eXp world, where you're these kind of wacky little avatars running around this little digital world.

[00:15:00] Gigi Urbanzki:
I never could get mine to move.

[00:15:01] Mike Rolewicz:
Right? Yeah. You got stuck in the wall, you never get to move.
You're like against the wall.
But that’s how you would get broker support.
So now, with Leo Copilot—every transaction, at the top—“Call your broker.”
I think there are six or seven brokers in a broker room every day in the state of Florida, and they just added another.
Where it calls the broker. As it's making that call, it’s pulling up that same file on the broker side, so you’re not wasting time when you get them on the phone telling them, “Oh, what transaction are we talking about? Who are you?”
It’s there. It records it. It puts it in that transaction for you.
And then just simple things, right? Like knowing what your commission is going to look like hours after you upload a transaction.
Most brokerages—it’s gotta go through a whole compliance process before you even—

[00:16:00] Mike Rolewicz (cont’d):
—have a sense of that.
And that AI Copilot is also, as you're uploading documents—let's say you're opening a new contract—it’s looking for signatures and initials and checkboxes.
So before it even goes to that transactions and compliance team, it’s scrubbing it for you.
Again, it’s just a time saver.
And that's what's been amazing.
And I like it ’cause I can see—they’ve got this wallet now—so when we do deals with new construction, or when my revenue share hits, that just goes into an account that I've got a Visa that I can use against that.
So it’s cool in real time to see, “Oh wow, one of Gigi’s squad just closed a transaction—here's a couple shekels.” It’s awesome.

[00:16:44] Tracy Hayes:
Yeah.

[00:16:44] Mike Rolewicz:
To see that layer in and it all literally be in one place.
And the desktop and the phone app look very, very similar.
You can find things real quickly.

[00:16:55] Tracy Hayes:
You guys got my mind spinning actually this morning.
I didn't think this was actually gonna—

[00:17:00] Mike Rolewicz:
We need to do a screen share!

[00:17:03] Tracy Hayes:
Should we do a screen share?
Well, if we can go off on a tail off—'cause you were talking about commissions.
You know, obviously one of the challenges—we've talked about it—and we talked with—what's the gentleman I had on? Your financial advisor?

[00:17:14] Gigi Urbanzki:
Bruce. Bruce. Yeah.
Line—Money Mastery Up.

[00:17:17] Tracy Hayes:
And how… well, a lot of small business owners are just all over the place financially.
It sounds like—I would imagine, just based on what you've told me—is this also helping them with that part of the—

[00:17:29] Gigi Urbanzki:
Yes. So I use—

[00:17:31] Tracy Hayes:
—you know, keeping their ducks in a row financially?

[00:17:32] Gigi Urbanzki:
I use it for that, yeah.
So every month I get on that call with Bruce—my husband and I—to do our personal and our business audit.

[00:17:38] Mike Rolewicz:
Which—

[00:17:38] Gigi Urbanzki:
I've learned a fun fact.
Which is kind of scary.
It’s fun or it’s scary.
It’s freaky. It’s Friday.
It’s Freaky Friday.

[00:17:44] Mike Rolewicz:
Mmm.

[00:17:44] Gigi Urbanzki:
This is a freaky fact.
What’s the stat for agents that didn’t do transactions last year?
It was like 70%.
It was 74, I think.
72 or 74. One of those.

[00:18:00] Gigi Urbanzki (cont’d):
Right.
That's a lot of agents that paid money in to do no business.
Okay. But what about the 30% that actually did transactions?
50% or more don’t have a business plan and don’t know their return on investment.
They don’t know their numbers.

[00:18:13] Mike Rolewicz:
Right, right, right.

[00:18:14] Gigi Urbanzki:
So this has been a great tool—because I’m sure I didn’t know that a year ago until I met with Bruce.
And then I got real, real smart with it.
I can take this tool, open it up on my screen while I’m on my financial call with Bruce, and say, “This is what we’re anticipating this month in revenue.
This is what we’re anticipating in rev share.
Oh, and by the way, I want to talk to you about a couple investment opportunities I have with the brokerage and get your thoughts on how I should move forward.”
We’re able to build the budget around that and—with a 99% accuracy, because I know what’s in there—it’s allowing you to plug in—

[00:18:48] Tracy Hayes:
Your expenses from your open houses and stuff like that?

[00:18:52] Gigi Urbanzki:
So not in that program, but you could build it from that.
And the program I use with Bruce, it does, right?
So it’s just nice to have up on the screen—my Real screen, my budgeting screen—and Bruce and I can look at it together in real time and say,
“No Bruce, I’m confident that this is how much is going to close, and I’m confident this is what my rev share is,” because it’s already been pre-scrubbed, like Mike said.

[00:19:13] Mike Rolewicz:
Mm-hmm.

[00:19:14] Gigi Urbanzki:
So that’s been a really nice tool.
And if you’re an agent that—you don’t have a business plan?
Our company’s built one for you.
All you have to do is click a button and watch it, and you can print the little worksheet out and fill it in.
It’s to create your business plan.
It’s a one-page business plan, and he teaches you to focus on the top three things that need to be done each day.
So for me, it was all about the simplicity.
I mean, obviously I saw Mike leave after telling me he wasn’t taking a jersey off, and I went,
“There’s gotta be something. Like, if he’s leaving, it’s big. I need to check this out.”
And I had already capped with our previous brokerage—and that was leaving $15,000 on the table.

[00:19:54] Mike Rolewicz:
Mm-hmm.

[00:19:54] Gigi Urbanzki:
Mike told me not to do that.

[00:19:56] Mike Rolewicz:
I did.

[00:19:57] Gigi Urbanzki:
And I said, “Mike, I’m doing it.”
After talking with my husband and thinking through, we left the $15,000.
And we were able to cap within just a couple of months of coming to Real. It was easy.

[00:20:08] Tracy Hayes:
Everyone does this business differently.
You know, over the 200—nearly 250—agents that I’ve had on, everyone’s doing it…
You know, there’s a lot of similarities. There are common topics, but everyone’s doing it a little differently.
How does Real handle that?
You guys do your business differently.
How friendly is it for someone to plug in?
Someone might be listening right now—“Well, I don’t think I do business their way. Mike’s got a team, Gigi’s got admin support. I’m just a solo agent.”
Or, which I’ve known—’cause I’ve interviewed some of them—
“I’m a brokerage, right? Or a boutique brokerage right now with 10 agents.”
How does it absorb them in? How is it able to funnel them all in and work under Real?

[00:20:51] Mike Rolewicz:
Easier than you think.
So we are a pro team at Real.
So the way our team is structured—as a team lead, I’m a full—

[00:21:00] Mike Rolewicz (cont’d):
—cap agent.
So I’m paying 85/15 up to $12,000 for me.

[00:21:00] Mike Rolewicz:
My team agents are on a half cap because they have a split with the team, obviously.
So they're 85/15 with the brokerage to $6,000.
There are larger teams where the team agents are on a quarter cap—$3,000—because of the team splits.
There are a lot of brokerages—to your point, indie brokerages, boutique brokerages—that are seeing what Real can offer their agents and realizing, okay, no one stays forever, right?

Especially that mega agent model, I think, are the ones where Real is the best fit. Because they just don't have the resources that a publicly traded company with $32+ million in cash in the bank has—

[00:22:00] Gigi Urbanzki:
Mm-hmm.

[00:22:00] Mike Rolewicz:
—to offer agents.
Because what’s the biggest pain point for a lot of these indie brokerages—and the reason I never opened a brokerage?
Like when I sold my staffing company, everyone was like, “You could open a brokerage!”
I’m like, “Never. Last thing I want to do.”
I don’t want the headaches, I don’t want the compliance.
But what they find is, when people leave their brokerage or their team, they go to another brokerage.
Real gives an opportunity for people, I would say, to “graduate,” let’s say, from their team and go into solo production.

Real’s model is so efficient, people aren’t gonna wanna leave the brokerage necessarily.
And there’s still a symbiotic relationship where that person is part of your network within Real. You still want them to succeed.

So the flexibility around structuring your team is, I would say, hands down better than where we came from.

[00:23:00] Gigi Urbanzki:
Mm-hmm.

[00:23:00] Mike Rolewicz:
Less rigid.
And for solo agents, it’s just a matter of, okay—if I’m producing this…
I’ve got spreadsheets for like six different brokerages now, where we kind of have an idea of what your splits and caps are.
And some don’t have caps—it’s just an introduction to another higher split.
But there are franchise fees. And when we model this out for folks, it’s an aha moment for a lot.

You realize—it wasn’t like a thousand or five—it’s tens of thousands of dollars.
And that’s where some of the people that have come over have realized, okay…
The alignment—which like, everything has to add to 100 in any relationship—
If they feel that at whatever split they’re getting, the value of that brand or shield or whatever that is, is there—
And the support—
It’s just some are realizing they’re just a little out of alignment.
Where they feel like they’re giving 80, and the company’s only giving 10.
Well, wait a minute—I need that other 10 from the company.

[00:23:47] Tracy Hayes:
You are actively out, obviously, recruiting—is that what you guys…
No. Now you don’t use the term. What term do you use?

[00:23:53] Gigi Urbanzki:
We don’t have to.

[00:23:55] Tracy Hayes:
Suggestive?

[00:23:55] Gigi Urbanzki:
Suggestive.
Join the collaboration.
None, rah rah, Gigi Team. None.

[00:24:00] Tracy Hayes:
None?

[00:24:00] Gigi Urbanzki:
I’m gonna tell you—people ask Mike and me all the time:
“What are you doing to recruit? To actively recruit? What’s your recruitment plan? What’s your strategy?”
We don’t have one.

We found a product and a company to align with, to offer a service to solve a need.
We just share it—like you just did.

[00:24:20] Mike Rolewicz:
Yeah.

[00:24:21] Gigi Urbanzki:
And the beauty between this relationship—everyone asks, “Are we a team?”
Well… not really.
Here’s the cool thing about Real—you can be an unnamed team too.
You can be a team in marketing if you want. You don’t even have to have a team.
There are marketing groups.

[00:24:36] Mike Rolewicz:
Yeah.

[00:24:37] Gigi Urbanzki:
But Mike and I work in alignment because we are so different—I mean, from heights to—

[00:24:41] Tracy Hayes:
[Laughs]

[00:24:41] Gigi Urbanzki:
—from heights down to the way we run our businesses.
And the great thing is, just last week, we had an agent in my group asking about a brokerage—they were considering their options.
And I said, “I’d love to help you. I think Mike’s gonna be better suited for that conversation.”
Within seconds, we were on a group text.
He’s already had a conversation—I think two or three now—with them.

[00:25:06] Mike Rolewicz:
Yep.
They're talking with onboarding now.

This is where I wanted to lead to. This is an indie broker—not in our market, they’re south of us—
But realizing, “I don’t want to run a brokerage anymore. Nor do I necessarily care if any of the team follows me. I want the best place for me to build my business.”

[00:25:28] Tracy Hayes:
Yeah, so this is where I was—because I see some situations going on, and I see the movement of the agents going on.
And the tech stack—if I want to use that fancy term—tech stack…

[00:25:40] Mike Rolewicz:
Tech stack.

[00:25:40] Tracy Hayes:
…is becoming—there’s a lot of stuff out there that we can get for a few dollars a month.
But actually how you bring it and how you present it—and actually, is your brokerage using it?
So if you’re a broker and, you know, you’ve got—but you’re out there doing your own sales, you’re out there doing your own thing—
You don’t have time or, let alone the resources, to hire some of these professionals to create this and then bring it to your people and actually show ’em how to use it.

[00:26:00] Tracy Hayes (cont’d):
And then train ’em. And train ’em. And then train ’em again.
And over and over again.
Would you agree that with the way technology is just moving faster and faster, and in the real estate industry—we were talking about a bunch of tools this morning that you're using—
The little mom-and-pop brokerage is getting kind of hammered here, because they just don’t have the whereabouts, or the—I don’t know what the term I want is—just to—

[00:26:33] Mike Rolewicz:
Don’t have the bandwidth.

[00:26:34] Tracy Hayes:
Bandwidth! Yes!

[00:26:35] Mike Rolewicz:
Bandwidth is a good word.
They don’t have the resources.

[00:26:37] Tracy Hayes:
Right.

[00:26:37] Mike Rolewicz:
And that’s why I would never open my own brokerage.
Because A) I can’t pay somebody $12,000 a year to handle all the compliance headaches of a team that sells 80–100 homes a year.
I certainly don’t want to do that.

So the $12,000 plus the six, plus what I’ve paid in this year…
I mean, it’s worth 5x the value.

[00:27:00] Gigi Urbanzki:
Mm-hmm. Correct.

[00:27:00] Mike Rolewicz:
Right? I mean, it truly is.
But net with the brokerage this year—they’ve paid me more than I’ve paid them.

[00:27:07] Tracy Hayes:
Mm-hmm.

[00:27:08] Mike Rolewicz:
It’s kind of a no-brainer.

[00:27:10] Gigi Urbanzki:
Yes.

[00:27:11] Mike Rolewicz:
At the end of the day, it becomes a no-brainer.

[00:27:17] Gigi Urbanzki:
You asked about our recruitment model—so let’s kind of go back over there.
Let me go back on that straight because—

[00:27:21] Tracy Hayes:
And let me—I'll prep the question a little bit, so the audience understands.
’Cause what I’ve seen is Mike’s got a good group of the people that I know—and obviously are working with you guys—or that I’ve seen, at least my perception is anyway:
They were working with some of these brokerages that have kind of hit their lid.
And to keep running with the herd, their bandwidth kind of started to fade.
And then of course, then Real comes along, and now they’re jumping on the Real bus because—

[00:28:00] Tracy Hayes (cont’d):
The bandwidth is huge.
And giving them all the tools on the backside that unfortunately the mom-and-pop broker just doesn’t have the bandwidth to provide.

[00:28:03] Gigi Urbanzki:
Right. I think it’s a little bit of that.

[00:28:05] Tracy Hayes:
Mm-hmm.

[00:28:05] Gigi Urbanzki:
But I also think people see Mike, myself—the team of agents that have entrusted us to get on—

[00:28:11] Tracy Hayes:
The Real bus.

[00:28:12] Gigi Urbanzki:
The Real bus! I guess we’re gonna go with that—we’re on the bus.
They’re on the bus—and they’re like, “I want a seat on the bus.”
Like, “We want to ride with you for a little bit.”

And I think one thing that makes us different—especially Mike and I—is we will open our playbook to anybody.
We don’t care if you’re with Real, we don’t care if you’re with some other brokerage.
We just want to collaborate.
We want to give people resources to help them grow.

People see that, and they see you living that out with purpose.
And then they see the return on investment.
Then they see, “Oh my gosh, you guys make it look so easy, and it really is that easy.”
“Maybe I do need to come over to Real.”
And it just kind of stirs a thought in their mind.

[00:28:56] Mike Rolewicz:
Mm-hmm.

[00:28:57] Gigi Urbanzki:
For when they are ready to start shopping brokerages.
And then typically we’re getting those phone calls—“Come meet with us.”
It’s not us saying, “Come have coffee with me.”

We do coffee meetups—yes.
We do masterminds—that’s to enhance the collaboration amongst the real estate agents in the community.
Broker agnostic.
Which is why we ask people, “Don’t even wear a nametag to the meeting,” ’cause we don’t care.

[00:29:19] Tracy Hayes:
Mm-hmm.

[00:29:20] Tracy Hayes:
When you are having these meetings with someone—prospective, someone who’s curious about Real—what are the challenges they’re… or what are they not getting at their current?
’Cause now they’re looking, ’cause they’re not getting something where they’re at, right?

[00:29:32] Tracy Hayes (cont’d):
So what are the—oftentimes—what are they looking for?
And then is there some things—you know, obviously there’s a match and you're like, “Oh yeah, we have that. We can help you there and really accelerate business.”
Is there anything that some of these people may have said, “Hey, I’m looking for this,” but it’s not there at…

[00:29:49] Gigi Urbanzki:
So I’ll speak on the community and the collaboration side—and I’ll let Mike handle the other side.
That’s typically how we do it.

People often are not leaving a brokerage because of money.
We have people that are 100% agents—

[00:30:03] Mike Rolewicz:
Mm-hmm.

[00:30:04] Gigi Urbanzki:
—and they leave brokerages all the time.
We have independent agents who are single-agent brokerages themselves—and they leave.

People right now are craving community.
Not a sales meeting.
They don’t want to show up on a random Wednesday for your sales meeting where you just—

[00:30:20] Tracy Hayes:
Mm-hmm.

[00:30:21] Gigi Urbanzki:
—regurgitate everything that was in the Florida Realtor and NAR email that we all get anyway.
I know, because I was at brokerages like this.

[00:30:26] Tracy Hayes:
And the sales manager or whatever—the broker—just put it together an hour before the meeting.

[00:30:31] Gigi Urbanzki:
Yeah.
And nobody really talks to the partners that bring the breakfast.
They just eat the breakfast.

[00:30:35] Tracy Hayes:
[Laughs] Mm-hmm.

[00:30:36] Gigi Urbanzki:
They don’t remember who you were that actually provided the breakfast.
Number three—no one really cares that the same agent is the top volume-producing agent month over month, except that agent and their whole social media feed.

[00:30:49] Tracy Hayes:
Right.

[00:30:49] Gigi Urbanzki:
There’s a time and a place for recognition.
What agents crave is:
“I want to hear from someone that is doing what I want to do this month. Give me three tactical things that I can do.”

[00:31:03] Tracy Hayes:
Some yes—and light bulbs.

[00:31:04] Gigi Urbanzki:
Yes. Right. They want that.
They want to feel a sense of camaraderie in a room—wherever that room is.
It can be over a Zoom that we get on a lot. Like, we get on an Agent Unite call and it is like we’re in the room—

[00:31:10] Gigi Urbanzki (cont’d):
—together, right?
They want that.
That’s the biggest piece of the puzzle that I think—
They don’t need another place to go meet.
They don’t need a lunch spot.
They don’t need a coffee shop.
They want to know that they have value and that they matter.
And they want to feel that they’re part of something bigger than themselves.

[00:31:36] Tracy Hayes:
Let me go deeper on you there. They don't know what they don't know.
Often, they don't know what you're talking about.
Now, obviously I've seen what you guys do—you know, on the surface, at least what's on social media—your different events that you're holding.
And you sent over that collaboration last night. I understood what you’re doing.
But the agent who's sitting in front of you…
Well, I guess maybe they're asking 'cause maybe they're seeing a friend of theirs—

[00:32:00] Tracy Hayes (cont’d):
—is part of it, and going, "Oh, they’re going to these meetings, they’re having these things..."
Tell me more about that. I want to be plugged into that.
Is that—

[00:32:03] Gigi Urbanzki:
Correct.

[00:32:03] Tracy Hayes:
—is that what’s happening?

[00:32:07] Gigi Urbanzki:
That’s exactly what happens.
Okay, so I mean—you saw the post yesterday of the three of us girls on a 360—

[00:32:12] Mike Rolewicz:
Yeah.

[00:32:13] Gigi Urbanzki:
—photo thing.
I didn’t want to do that, but they made me. So we did it, and you know, it was fun.

[00:32:18] Mike Rolewicz:
Yeah.

[00:32:18] Gigi Urbanzki:
And then we went to a little after-party.
I didn’t want to do that.
I kind of wanted to go to bed ’cause I’m old and I’m tired.
But what I went home with last night was joy—watching those girls connect—

[00:32:29] Mike Rolewicz:
Mm-hmm.

[00:32:29] Gigi Urbanzki:
—and learn how to network, and being a part of a team, and having a good time together.
That’s what people are looking for.
But you hit a good point, Tracy—they don’t know that’s what they’re looking for.

[00:32:41] Mike Rolewicz:
Yeah.

[00:32:42] Gigi Urbanzki:
Until they see you living your life out, and then they’re like, "I want a little piece of that. Can we talk a little more?"
And that’s one thing Mike and I take pride in: asking, "Why would you even leave to begin with?"
And then they start telling you.

The second part of it is monetary, right?
Because you can’t just have the warm fuzz—you gotta have the money too.

[00:33:02] Mike Rolewicz:
Right.

[00:33:02] Gigi Urbanzki:
And that’s where Mike’s really good at articulating what our brand brings in terms of return on investment.
And he’s also really good about infusing that with us and saying,
“Hey, here’s what I made last month. I wanna help you too.
You need to do one, two, and three. You can do this.”
And instead of just saying, “Gigi, if you just do this, you’ll do great,”
He’s like, “No, Gigi. You need to focus on one, two, and three to meet your goal.
Oh, and by the way, let’s hop on a call. Let me show you how to do it.”

[00:33:30] Tracy Hayes:
Mm-hmm.

[00:33:31] Gigi Urbanzki:
That’s the difference.

[00:33:32] Tracy Hayes:
We’re gonna get into money next, but I wanted to ask—
Of the agents that you have in greater Northeast Florida that are close to you—
When you guys have your events or face-to-face meetings or gatherings—
How many of them…
You just mentioned earlier, you know, 70-something percent of the agents didn’t even produce.
Are you seeing the synergy of what you’re doing by this collaboration—of going to events together—they’re not on an island?
They’re actually part of something.
Is it creating a mojo that, you know, of the 80-some agents in the area that you're close to and touching…
Are the majority of them doing business?

[00:34:13] Gigi Urbanzki:
Yeah.
We had, on our team two days ago, a young lady who’s just been struggling.
She came up to me—I think at the Breakfast of Champions—and she goes,
“Gigi, I landed two listings this week, Kiki.”
And I was like, “Yes!”
I was more excited about her win—

[00:34:29] Mike Rolewicz:
Mm-hmm.

[00:34:30] Gigi Urbanzki:
—than myself. Right?
So she’s got two new listings.

Bella, who’s an upcoming agent—I mean, she’s just rocking it into AI, killing the social media game—
She called me and said,
“Hey, we gotta run through a listing presentation. I got a referral from social media and they want to be on a call in an hour.”
And I said, “Okay, tell me your plan.”
She walked it through with me. She told me yesterday—
“Hey, I landed it. They interviewed another agent. I landed the listing.”
And I was like, “Thatta girl!”

So we’re seeing not just the leadership winning, but our groups are winning.
And I think when you see that in a movement, that’s a movement that agents want to hitch their cart to.
Not just a…
They want to be part of something greater.

[00:35:09] Tracy Hayes:
Something greater than themselves.
Most people do.

[00:35:12] Gigi Urbanzki:
Correct.

[00:35:12] Tracy Hayes:
Yeah.
Alright, let’s dig into the financial dynamics.
Tell us about the revenue streams at Real.

[00:35:21] Mike Rolewicz:
Okay.
So obviously, the first is commission. Right?
We’re in production—that’s going to be the biggest one.

So, 85/15 split—85% to the agent, 15% to Real—up to $12,000.
Beyond that, it was $30, now it’s a $40 broker review/E&O fee per transaction.

Once you cap, now you’re gonna be paying just $285 per transaction, plus that $40—so $325 per transaction—but 100% commission for your anniversary year.

So we joined…
I think my Real anniversary was like over the weekend, right?
So we’re coming up on one year.
The month you join, the month after the following year—
So June 1 is when my cap will reset.
So I’ve been at 100% since like July of last year, which is awesome.

Of the other Real draws for top-producing agents—
When you pay $6,000 in post-cap fees—that $285, which is about 22 transactions…
Now, it takes me longer to get there because most of my transactions, there’s an agent partner on my team that’s a part of it,
So that gets prorated—that $285—between the agent and the team lead.
Same way the split is.

But when you hit $6,000, two things happen:
That post-cap transaction fee goes down to $129.
So I benefit, but so does the agent—

[00:37:00] Mike Rolewicz (cont’d):
—that’s doing deals now.
Because now their proration is on a smaller number.

That also triggers $16,000 of Real stock award that vests over three years.
So I’ve paid in $18k, but I’ve got $16k in a three-year vested stock.
Good trade.

Then there are opportunities—Gigi mentioned earlier—the Real Academy.
The people that are allowed to train in Real Academy—which is our online training portal—
Everything’s recorded, everything’s archived, everything’s searchable.
You can watch it from anywhere. You can watch it live.
The people doing that have to be in that Elite Agent program.
So that’s where—to her point—it’s not somebody teaching you a technique from 10 years ago.
These are people in the trenches, crushing it today—across a myriad of subjects.

Another way to earn that is just giving back to the community, which is a value of mine and my wife's.
We support several nonprofits in the area.
Basically, I just show the receipts to Real and they're like,
“Thank you for being a good corporate citizen. Here’s another $8,000 in Real stock.”
Same three-year vesting period.

[00:38:00] Mike Rolewicz (cont’d):
So—$24,000 of stock awards in year one.
Not to mention stock awards for capping, stock awards when an agent that you bring into the company closes their first deal.
I’ve lost track of the stock grants that I’ve been awarded.
All the gifted stock vests over three years.
So—is it a bit of a golden handcuff? For sure.

So I was with eXp for four years.
I left about $20-some thousand in unvested stock to join Real.
And that’s when Gigi’s like, “Wait a minute—you’re a numbers guy. That makes no sense.”

[00:38:48] Gigi Urbanzki:
Right.

[00:38:49] Mike Rolewicz:
I’m looking to the future. I’m looking at the tomorrow dollars of it all.
So that’s what was very attractive to me.

The stock purchase plan as well—when I had my staffing company, I had a profit share plan, I had 401(k), I had all the things to build wealth for the future.
Being able to buy Real stock with 5% of my commission before cap and 10% after cap,
And then getting a 10% bonus before cap and a 15% bonus after cap—
Like, why wouldn’t I?
That vests in a year.

[00:39:15] Tracy Hayes:
Yeah.

[00:39:15] Mike Rolewicz:
So if I have $500 before capping, they’re going to give me $550 worth of Real stock.
After capping, that goes to a 15% bonus.
So I’m just stacking for the future.

[00:39:31] Tracy Hayes:
Well, I mean—retention is one of the biggest things any brokerage has to worry about, right?

You put all this time and effort into somebody—are you able to actually get a return?
If you’re a broker and you bring somebody on—you’re providing them a desk or whatever it is—there’s an expense.
As you know, in staffing, there’s an expense to bring somebody on.
And to put that in there, that three years—to get an agent to stay with you for three years—
Especially if you’ve got a lot of young agents that are working with you…

[00:40:00] Tracy Hayes (cont’d):
…it might take them a year or two before they really start to roll.
And then when they start to roll, this stuff starts to pop for them.
Now, of course, now they’re extending it out three years, right?
’Cause now they’re starting to get those options.
They’re hitting cap, they’re hitting these things and going on.
So to me, that’s brilliant.
And as a team lead, that takes a lot of pressure off of you, right?
Because Real itself has built this into their mothership.

[00:40:30] Mike Rolewicz:
Absolutely.

[00:40:30] Tracy Hayes:
Yeah, right?

[00:40:31] Mike Rolewicz:
Yeah.
I mean, when I went to the team—nobody was a thumbs down.
Because their cap went down, and their split went up.
We were at 80/20 to $16k before.
Team agents were 80/20 to $8k.
Now they’re 85/15 to $6k.

Same GCI gets you there—it’s the same gross commission income—

[00:41:00] Mike Rolewicz (cont’d):
—it’s about $80,000.
However, you’re getting more of it each transaction, right up front.
And that matters to people.

[00:41:05] Gigi Urbanzki:
Also too, Mike—you know where we previously came from, there’s a monthly fee.
A pay-to-play, regardless of whether you transact.

[00:41:17] Gigi Urbanzki:
Yeah. And I think a lot of agents, especially in this last year—I mean, it’s been—

[00:41:20] Tracy Hayes:
Well, 70-something didn’t even produce.
A little bit of a roller coaster here.

[00:41:23] Gigi Urbanzki:
If you haven’t noticed that—we got a little firestorm going on.
And a lot of agents were coming and saying, “Well wait, there’s not an actual just monthly fee I have to pay if I don’t transact?”
And I love being able to tell a new agent that and show them how that works.
And then also, we do tell people—you should interview multiple brokerages.
Because you don’t know what your fit is, especially a newer agent.
But the tool that Mike has, where it compares all the different brokerages—we’re giving them an unbiased, here’s the numbers, here’s the facts.
Because there’s no emotion in that part.

[00:41:54] Mike Rolewicz:
Right.

[00:41:54] Gigi Urbanzki:
And an agent can then make a financial decision of,
“Oh, okay, I can afford to join a brokerage and not feel like I have to come up with $100 to $200 to $300 a month for a monthly fee until I transact.”
So that’s one thing.

The second part of it is—we can build that business plan with them right out the gate.
So to your point of “it might take them a while to launch”—
We’re actually finding that newer agents that come to Real are actually launching faster, exponentially, as compared to going to companies that are those traditional brick and mortars that have built-in training programs.
And you know—you drink the Kool-Aid. That’s all great.
But it takes a while to implement some of those. And I know that because I was a new agent.
I know where I started.

And I remember Buffini—you guys remember?

[00:42:58] Mike Rolewicz:
Mm-hmm.

[00:42:59] Gigi Urbanzki:
Love it, great program.
But if you were an agent like me and…
I’m gonna call my mom every day and say, “Hey mom, you wanna sell your house today?”
“Hey, I mailed you a Thanksgiving card, mom!”
It’s like—get outta here with that.

And I just found myself sitting there staring at the screen going, “I don’t really know what to do.”
With Real—that platform, as an agent—part of that first 12 weeks, it’s telling you exactly what you can do to generate some business and to also learn and infuse yourself in the culture.
And a lot of agents are looking for that right now.

The second part of that is—if you’re not a new agent—because we’re seeing a lot of seasoned agents come to us—

[00:43:42] Mike Rolewicz:
Mm-hmm.

[00:43:43] Gigi Urbanzki:
—and they’re like, “Nope, just put me in that seasoned agent training.”
We’re like, “Okay.”
And then they call and they go,
“How do I get in the new agent launch? Because this girl’s doing this and I didn’t even know we had that program on—”
Right?
“The step-by-step 4-1-2 method to an open house.”
And we’re like, “Oh, that’s in the new agent training.”
And they’re going, “Oh… maybe I should go there.”

So it is kind of nice to have a track to run on.
You’ve got a solid group to come to.
You don’t have to reinvent the wheel.
And they’ve compared the model and vetted it against every other model.
And they’ve proven, in social proof—this is how it works.

And then I think for Mike and I—going back to your recruitment thing—
That’s why we kept saying, “No, no, no—we don’t recruit. Because we’re just doing this.”

[00:44:00] Gigi Urbanzki (cont’d):
We’re living our life.
And people ask a question to us—or any of the 80-something people that are in his organization and mine—

[00:44:07] Mike Rolewicz:
Mm-hmm.

[00:44:08] Gigi Urbanzki:
We just tell them our experience.
So there is no script.
We don’t meet with our agents and go,
“Okay Sarah—”

[00:44:14] Mike Rolewicz:
“Right—when you go to coffee today…”

[00:44:16] Gigi Urbanzki:
“—you need to say this as your framework, and then you need to say this, and then you gotta do—”
We don’t ever do that.

Ask the 83 agents that are in our group and they’ll tell you—we’ve never done that.
Now, they come to us and ask how to have a conversation with someone—

[00:44:27] Mike Rolewicz:
We rarely bring it up.
I mean, one of the newer agents that Sarah and I co-sponsored—
We had just been connected, and I was just a fan of her business, honestly.
I was very impressed with what she does.
And we’re both foster parents—

[00:44:39] Gigi Urbanzki:
Mm-hmm.

[00:44:39] Mike Rolewicz:
—and we kind of bonded over that.
And I said, “Let’s go to coffee,” ’cause Sarah had a great book that I thought would be relevant to a post she had put up.
So we get coffee.

And at the end of it, it was like,
“So how do I sign up with Real?”
It wasn’t even the intent—literally.
It wasn’t the intent of the meeting.

[00:44:58] Tracy Hayes:
That’s great.

[00:44:58] Mike Rolewicz:
But I think she had seen, over time, like—“Hey, I want to come alongside. I want to do life with you.”
And that’s kind of the thing I tell people—
I’m like, “Look, we’re going to be doing this with or without you.
It’d be super cool if you were here with us though.”

[00:45:15] Mike Rolewicz (cont’d):
People that we really like and respect in the business—and there’s a lot of them in this town—
But if they don’t come to Real, guess what?
No problem.
We’re still good.

I’m still going to help you.
I hope when I come to you with a challenge, you’ll help me—’cause I haven’t figured it all out.
I’m not 10 out of 10 on anything.

So I want to just keep those relationships.
But when people do have curiosity, I want to be able to—A) understand the model at the depth that I do.
And it took me probably six months to really learn—
Before I recorded a video that said, “Hey, here’s what breaks it down.”

So now, when people reach out, I just send them a 25-minute video and say,
“Hey, check this out.”

[00:45:54] Tracy Hayes:
Then call me if you have any questions.

[00:45:56] Mike Rolewicz:
Let me know.
Yeah—what resonates, or what questions you have.
And I’m like,
“Hey—if you don’t care about rev share, you don’t care about stock awards—it’s only about splits and fees?
Watch to minute 12. Don’t watch the rest.
If you want to learn about the tech, watch this.”

[00:46:11] Tracy Hayes:
So that agent's out there doing business now—
But the value add, obviously, to their brokerage—so they’re looking—
And I know some people would like that…
What support mechanisms do you have?

I would imagine, as you mentioned earlier, how quickly—there’s a huge amount of marketing at your fingertips type of thing.
What are some of the things you guys are using?
Give us a story. Give us a real, factual “how you use Real.”

[00:46:40] Gigi Urbanzki:
A hundred percent.
Yeah, I’ll just go from—you’re leaving a brokerage.
The number one thing you think is, “Oh no…”

[00:46:48] Tracy Hayes:
“I gotta rebrand all my stuff,” right?
“I gotta print everything. And I gotta know the fonts and this…”

[00:46:50] Gigi Urbanzki:
You can click one button that says “Marketing,”
Click your state—gives you all the parameters.
You can take that and order right there if you want.
Because there’s—you have time or you have money.

[00:47:04] Mike Rolewicz:
Mm-hmm.

[00:47:04] Gigi Urbanzki:
One or the other.
So if you don’t have a lot of time, just do what they did and order from them.
Or you can send that to your print person and say, “Here’s all the requirements.
You’ve made this sign for me in the past—it needs to be this now.”

It’s also very user-friendly in Canva.
So that’s one way.

The other way is—if you’re not a creative person and you don’t like playing in Canva—
I personally do, ’cause I’m an old OG from Creative Memories scrapbook days, and Canva kind of feels like a scrapbook.
I can go in there and play around with it.

For the agent that’s like, “I don’t want to do any of that”—
Everything is prefab for you within the program.
So like Mike said—when you put your listing in there—you can easily just click a marketing component, and it’s got prefab stuff you can use.
That’s the simple piece of it.

The second part of it is—Mike’s like my ChatGPT for Real—
Breaking down the analytics.
And so he’s created a great email template.
So when someone says they want to know about Real, I go, “Cool.”
Copy, paste. Drop it in a Gmail template.
The subject line is “Real Dets,” and it says exactly what he said:
“Watch to this number.”
It’s simple.

[00:48:19] Mike Rolewicz:
Yeah.

[00:48:19] Gigi Urbanzki:
I’m not going to recreate that video.

[00:48:21] Mike Rolewicz:
Yeah.

[00:48:22] Gigi Urbanzki:
Because he’s done a great job with it.
And, you know, we share that with people.

The third piece of it that I think is really cool is—as an agent—maybe you have a team, and you’re trying to figure out how to run a team meeting?
They have an—I hate to say “they have an app for that,”—but they have something for that.
The thing you need is just right there.

You just have to type it, and it’s going to take you right to it.
It’s not “Go to this app and wait in this room, and then connect this to this integration, and then this thing zaps to here…”
No.
It’s one-click simple.

You can be in your car, sitting in the parking lot, waiting to go on a podcast, and look something up with ease—and say,
“Alright. Order.”

[00:50:01] Gigi Urbanzki:
So there’s just so many tools for every type of person in this business.
As you've noticed in this talk, Mike is highly analytical.
I am highly creative and out of the box.
It works for both of us.
And there’s always somebody within the group that has a different skill set where I can say, “Hey, what are you using for that?”

[00:50:29] Mike Rolewicz:
Right?

[00:50:29] Gigi Urbanzki:
And I know that you have a ton of collaboration with some luxury agents.
And I would love him to talk about that because I bet there is a slew of luxury agents probably watching this and going, “But is Real for me? Because I’m supposed to be with a luxury boutique brokerage.”
Right? So I think that’s a piece we missed.

[00:50:47] Tracy Hayes:
Yeah.

[00:50:47] Gigi Urbanzki:
You wanna talk a little bit about luxury?

[00:50:48] Tracy Hayes:
Well, I wanna go with the same question—
Like, what is your—
If I’m an agent, give me a real, rubber-meets-the-road, “Hey, when I get a listing or when I get a buyer’s agent, boom.”
It’s already plugged in.

[00:51:00] Tracy Hayes (cont’d):
These are things that Real’s already got.
Maybe obviously tailored with 904 Home Guide and so forth—whatever.
But it’s there and it’s just plug-and-play.
Boom. You have it in seconds versus hours, right?

[00:51:11] Mike Rolewicz:
Can he call Adana? Ask her?
No—I know this. I know that she does it. But I know it.

So it’s that marketing center.
When you put that MLS listing in—you gotta make sure it’s in the MLS so the photos are all there—because it’s gonna pull those in for you.
Whether it’s open house, just listed, price reduction, whatever that looks like—
It’s there, and there’s several templates.

You just swap out—
Let’s say it’s got four or five pictures—you don’t like the ones the AI chooses, you swap those out, brand it, and it’s ready to go.

So when we have people host open houses for us that are not on the team, and Adana’s got it—
Okay, great. She gets their headshot, pops it in there, shoots it over to them, they’re ready to go.
They’ve got something shareable on social, they’ve got printable brochures.
It can do all of that as well.

[00:52:00] Mike Rolewicz (cont’d):
So that’s a time-saver—because we’re not having to go into a Canva template.
And sometimes we do. Right? We will tweak things a little bit.

[00:52:11] Gigi Urbanzki:
But you also know it’s compliant—and that’s a big important thing.

[00:52:14] Mike Rolewicz:
I’m seeing—

[00:52:14] Gigi Urbanzki:
—I’m seeing a lot of noncompliant forms.

[00:52:16] Mike Rolewicz:
Yeah. Yeah, yeah. So that’s been helpful.

To her point about luxury—
So I’m part of Real’s luxury division.
We actually have the most stringent guidelines to be part of our luxury division.
So it’s part of the GUILD and the CLHMS—I forget what it stands for—something Luxury Home Marketing.

But I think the price point break for us is:
It’s at least six transactions north of $750,000—three of them have to be listings.
That’s not easy to achieve.

[00:53:00] Mike Rolewicz (cont’d):
Right now, as our price points have gone up, it definitely has.
But that’s getting syndication to Mansion Global, to Barron’s, to Wall Street Journal—
Not to mention the other…

I think the group now is about 250–270 agents within Real that are part of our luxury division.

So Kofi Nartey is one of the heads of this.
He was a Compass agent.
He also had his own brokerage.
And he saw what we’ve all seen. Right?

And being able to collaborate and chat with him about challenging, unique listings is priceless.
And being able to give our sellers that value-add on top of what we do—
From video marketing and targeting those videos where they need to go, where our relocation buyers are—
But being able to share that within that group and having referral partners now, both inbound and outbound, is super helpful.

To know I’ve got people that are on the level—
That didn’t just do a two-hour class and now they’re “luxury certified.”

[00:54:00] Mike Rolewicz (cont’d):
Right? It’s not easy.
And they hold your feet to the fire.
Like when we do our masterminds every month—
The last one, the price of admission was:
You’re going to do this culture survey.
Another one was:
“Hey, the top three—we’re going to share their listing checklists and things.”

It’s like—here comes a Google Sheet, about 30 things we had to fill out just to gain entrance to that meeting.
To get access to: “Here are the things that we’re doing.”
And being able to pick and choose and say,
“Okay, we’re going to swap this out of ours because it’s not effective and put this in instead.”

[00:54:31] Tracy Hayes:
I guess from a non-real estate agent side, I do get mind-boggled with the, “Hey, I’m a luxury agent,” or “I’m this type of agent.”
Is there some tree of leads that are coming down differently than another area where someone’s getting luxury?

This is where we—
I can’t get my arms around this.

[00:55:00] Tracy Hayes (cont’d):
I mean, I think there are agents out there who do a really great job, and they’re going to treat a—whether that’s a $1.5 million, $2 million home or a $500,000 home—
They treat it like they’re dealing with a $5 million home, or whatever.
They run a professional, excellence-driven service.

To put the “luxury” tag on it—does it really bring an agent who is not luxury to a level they aren’t already delivering?

[00:55:26] Mike Rolewicz:
I think it’s just collaborating with other people that are playing in those price points.
Because it is different.
Yeah—the buyers are very different.
They don’t want to—
The worst thing you can do is waste their time.
They know time is the only non-renewable resource they have.

[00:55:41] Tracy Hayes:
Right. Get to the point. Let’s move on.

[00:55:42] Mike Rolewicz:
Yeah—so some of it is that.
And also just the network.
Just knowing the right people.

So Kofi runs a team in LA and in Las Vegas.
However, he’s collaborated in Utah with people to help them sell their listings.
So just having that extra layer of support.

But to your point, Tracy—yeah.
Just saying you’re a luxury agent doesn’t bring luxury buyers and sellers flocking to you.
It’s gonna be your track record, like anything else.

Like when Gigi goes on a listing presentation—she knows her numbers.
She knows, “Hey, list-to-sold is this,” right?
“Mine is higher. Days on market is this.”

[00:56:24] Tracy Hayes:
She just doesn’t use the word “mega open house” with them, right?

[00:56:27] Gigi Urbanzki:
It’s a party!
We’re gonna get to that.
It’s a party.
I hope we get to that because—
Listen, we came to disrupt.
You said disrupt.

[00:56:33] Tracy Hayes:
That’s right, I did.
Gigi threw that in there—I didn’t even realize.

[00:56:36] Gigi Urbanzki:
So, okay—let’s talk about this whole—
You know, Mike says it so sweet.
Let’s talk about this whole “luxury agent” versus “regular agent.”

There’s no such thing.

[00:56:47] Mike Rolewicz:
Right?
It’s a designation.
It’s something on the email signature.

[00:56:51] Gigi Urbanzki:
But it is—

[00:56:51] Mike Rolewicz:
Yeah.

[00:56:52] Tracy Hayes:
I do like the collaboration part.
Because you have people who are selling—
They’re in LA, they’re at that level—
And they want someone to connect them with.

Because they do have real estate agents—
Those people at that level.
They need someone—“Hey, who do you know in Jacksonville?”
Right?

[00:57:00] Tracy Hayes (cont’d):
And that—I can see—being the value.

[00:57:02] Gigi Urbanzki:
Right.
Let’s talk about it briefly—surface level—because that is a good question.
A lot of people do say,
“Well, what does it mean if you’re a luxury agent? And what does it mean if you’re not? Is one better than the other?”

No.

It’s a pillar of business.
And I think people have forgotten that in real estate.
There are so many ways to do the business—like you said in the beginning—
Every agent does it a little different.

[00:57:30] Mike Rolewicz:
Mm-hmm.

[00:57:30] Gigi Urbanzki:
Right.
That’s why we can collaborate and not compete.

Number one.

Number two—“luxury agent” is a niche business.
Or a niche—how do you say it?

[00:57:41] Mike Rolewicz:
Niche.

[00:57:42] Gigi Urbanzki:
Niche? Riches are in the niches?

[00:57:43] Mike Rolewicz:
Niches.

[00:57:44] Gigi Urbanzki:
Fine, okay—that’s how we’re gonna say it.
Someone’s gonna probably troll me on here and say I said it wrong.

But you choose to be a luxury agent because that’s probably an area that you work, live, and spend your time.
When you’re choosing how you want to work, it needs to be something that’s literally bringing you a passion—
That every day you wake up and go,
“I’m really excited to do this today.”
Even the stuff you don’t like about it.

To Mike’s point about luxury and Real—
You can’t just say you’re a luxury agent.

[00:58:00] Gigi Urbanzki (cont’d):
I think sometimes we use that word “luxury” too loosely in our industry.
And we should be fact-checking.
And Real’s already done that.
Because they said,
“Whoa, whoa, whoa. You’re not just going to say you’re a luxury agent.
You’re going to be a luxury agent. Here’s social proof that you are.”
Oh, and by the way—
“Here’s the tools that you’re going to use with your branding.”

There’s specific branding that has to go with luxury listings—

[00:58:37] Mike Rolewicz:
Right.

[00:58:37] Gigi Urbanzki:
—that sets those agents apart and elevates them so they can get in rooms with Kofi.
If you don’t know who Kofi is, then you should probably go watch Selling Sunset sometime—
And like, a million other companies that he’s worked with.

So that’s what I wanted to say about luxury, and that’s how I wanted to differentiate Real luxury agents.

Now—I wanna talk to the agents in Northeast Florida that do not work in luxury.
They’re the mes—the t-shirt, the Nike girls or boys.
You’re just who you are.

You can make a great living off of a $200,000 house to a $5 million house.
We’re gonna treat everybody like it’s their luxury.
Because guess what?
That blue-collar mom and pop that goes out and works two and three jobs to save up just enough money to get the down payment—

[00:59:00] Gigi Urbanzki:
That small little house and that payment is huge to them.
And so we want to treat them with a luxury experience.
That’s why I think sometimes the word gets used a little too loosely.

[00:59:38] Mike Rolewicz:
Yeah. Yeah.

[00:59:38] Gigi Urbanzki:
So we have agents that ask me all the time, “Why don’t you do luxury?”
And I always balk at it.

[00:59:43] Tracy Hayes:
Well, I don’t want to—
I always tease them when they say,
“Oh, luxury is—it’s a level of service,” or—what do they say?
“It’s not the price point, it’s the level of service.”
Okay. Does that—
So that means you went to a—you’ve been combed and people have checked you on the level of service?
You’ve gotten enough referrals—or not referrals, but accolades—from your clients saying how great you were in the service you delivered?

[01:00:00] Tracy Hayes (cont’d):
’Cause that’s truly what, like what you’re talking about.
And I always tell—
You never know how many of these $200,000 people work for the $2 million homebuyer.
And the $2 million homebuyer goes,
“Oh, you had a great transaction?” ’Cause the guy’s telling him at work,
“Oh man, my real estate agent was great.”
“Tell me about that real estate agent—I need to sell my house.”
You just don’t know who’s—

[01:00:25] Gigi Urbanzki:
And I’ll give an example of that.
I went on an appointment—
I’m going on, I don’t even know—four or five years now in real estate.
I don’t even know at this point.
I guess I’m one of those OGs now ’cause I don’t even know how long I’ve done it.

I survived COVID and a couple market shifts and some new NAR requirements—so here I am, I guess I got some stripes.
I went on—I still go on for-sale-by-owner preview appointments.
Because they’re just fun to me.
I enjoy understanding why for-sale-by-owners want to sell on their own—
Because I get paid to do this job and it’s incredibly difficult.

[01:00:57] Mike Rolewicz:
Mm-hmm.

[01:00:57] Gigi Urbanzki:
And I just wonder why someone who is not fully educated wants to be a for-sale-by-owner.
And I have such respect for them—
Because they’re just paying themselves from the proceeds of their home.

So I meet with this gentleman with the intention of helping him sell on his own, leaving him some resource tools.
And yes, I’ll plug—if anybody wants my for-sale-by-owner kit, I got you. Just message me—@GigiOfJax.
You just have to follow me on Instagram. Super simple—I’ll get that to you.

And I give that to these people.
So I met with this gentleman about a month or two ago.
He decided not to list his home after talking with me, took it off Zillow, and just said,
“I’m just gonna wait—it’s just not the right time for me,” due to his wife’s schedule and where they’re moving.

A week or two later—I stay in touch with him, sending him market updates, you know, just loving on them.
I get this phone call while I’m helping another seller stage their house, and it’s this guy.
And he’s like,
“Would you come over and talk to me and my wife?
We’re in the middle of moving our stuff out of our house.
We got this great off-market deal and our neighbor is just raving about you.”

[01:02:00] Gigi Urbanzki (cont’d):
And there’s several agents that live in close proximity, but,
“We just feel like we need to talk to you.”

[01:02:01] Mike Rolewicz:
Mm-hmm.

[01:02:02] Gigi Urbanzki:
T-shirt.
Ripped up shorts.
Hair’s in some kind of situation.
I said, “Look, I can come meet with you, but I don’t have anything prepared—I look like I’ve been staging a house.”

And I hear his wife laughing in the back, and she said,
“Well, our kids are running around shoeless and we have boxes everywhere and I’m pretty sure we don’t smell that great—so come on over.”

So I go over there, and I’m walking in the house and just talking with them, and they told me who referred me—
It was the for-sale-by-owner guy.

[01:02:30] Mike Rolewicz:
Mm-hmm.

[01:02:31] Gigi Urbanzki:
I’d never done a transaction with him.
And that’s why I’m so strong in the fact that you serve without selling.
And at some point, it’s coming back to you.

We just—sometimes we don’t get it quick enough.
In this case, it was pretty quick.

So that happens.
Now, the for-sale-by-owner has called me back and said,
“Hey, by the way, do you mind running some reports on this house?
I’m kind of thinking about not moving away and staying here.”

And we walked the property this week, we talked through it, we’re coming up with an offer strategy.
So it’s about how we treat people, and it’s about the experience we provide them—no matter the price point.
And by the way, the house we’ve listed is close to $700,000.
And I’m not gonna do luxury, remember?

[01:03:17] Tracy Hayes:
Oh—she doesn’t want to be labeled a luxury agent.
I’m not a luxury agent.
She’s not gonna—
I keep getting—you don’t wanna be luxury.
You keep getting these homes and this price point—

[01:03:22] Gigi Urbanzki:
No—

[01:03:24] Tracy Hayes:
I was just combing my questions here just to see if there was anything we missed.
Am I correct—the wallet?
Yeah, when we were talking about the financial—
That’s almost like a debit card and your commissions are going right out?

[01:03:36] Mike Rolewicz:
So it is a debit card.
And they also have—now there’s a tax planning account that you can link to that,
Where it will basically make sure—
Because a lot of agents that don’t run their business like a business—

[01:03:45] Gigi Urbanzki:
Mm-hmm.

[01:03:46] Mike Rolewicz:
Forget about taxes.
They don’t do their estimated payments.
And then it’s a big surprise at the end of the year.

[01:03:54] Gigi Urbanzki:
Oh—you mean they don’t have a business plan or a strategy?

[01:03:57] Mike Rolewicz:
That’s it.
So this has a tax planning account where it funnels money off and saves it—so that you’re ready for tax.

[01:04:05] Tracy Hayes:
So they don’t have to go by the office and pick up a check?
They don’t have to wait for it to be mailed to them?

[01:04:09] Mike Rolewicz:
Nope.

[01:04:09] Tracy Hayes:
They’re actually getting it—

[01:04:10] Mike Rolewicz:
Yeah.
Well, within—so most checks we get from the title company—

[01:04:14] Tracy Hayes:
Mm-hmm.

[01:04:14] Mike Rolewicz:
—in the name of my LLC.
So it’s called a split CDA.
We collect a check for us, we collect a check for Real.
We deposit that on our phone—the Real check.
That transaction closes probably within two hours of that being done.
But we’re already paid.

So where the Real Wallet comes in—
That’s where revenue share payments are going.
That’s where referral payments are going.
That’s where—like when you do new build deals—
We just did one with Lennar and D.R. Horton.

They’re not doing the split CDA.
So when that money hits Real, they put it in your wallet.

[01:05:00] Mike Rolewicz (cont’d):
But the tax planning account—I don’t take advantage of it, just ’cause the way I run my business through an LLC—it’s a little different.
But a solopreneur that doesn’t have an LLC—
It’s gonna save the taxes for them.

In Canada currently, they will look at the balance,
They’ll look at your pending,
They’ll look at your rev share coming up,
They’ll look at your stock—

There are agents in Canada that have a line of credit they can draw against.

[01:05:15] Tracy Hayes:
Interesting.

[01:05:16] Mike Rolewicz:
Who else is doing that?
And that will be rolled out in the States at some point.
Where, let’s say—they know,
“Hey, okay, you’ve got a month where it’s a little light and you need a little cash infusion of $10,000—”

[01:05:29] Gigi Urbanzki:
Cash reputation—I love it.

[01:05:30] Mike Rolewicz:
You can, through your Real Wallet going forward, say,
“Okay, throw $10,000 into my operating account that I don’t have,”
And then they’re just gonna take it out of that next commission check.
And a small interest charge.

Whole lot easier than going to a bank.
And everything you have to provide to them.

So they’re giving agents the tools.

And think about it—as that Real Wallet balance grows—
Let’s say you want to buy an investment property.
You might be able to get a line of credit for the down payment,
And then pay it off with commissions down the road.

[01:06:04] Tracy Hayes:
So—did we miss anything here on our list?
I’m going through…
I think we—

Anything else we want to say about Real that I’m—
I’m going through my notes and so forth.
We talked about collaboration.
We covered the money.
The tools.

I guess the last question would probably be—
What are some of the things—
Well, you talked about making suggestions.
Maybe it will come in the future.

But I imagine Real itself is foreshadowing what new tech is—
Are they working on anything to make the job easier?
Are they putting anything out there right now that’s—
“Hey, look for this. This is what we’re working on,” type of thing?

[01:06:41] Mike Rolewicz:
A lot of AI tools.
And one of the things they’ve realized is—
Trying to compete with the portals with customer-facing websites—
Like, they’re not gonna compete with Zillow.

So they’re like—your website is not gonna be a website.
It’s gonna be an AI chat that’s going to move people—

[01:07:00] Mike Rolewicz (cont’d):
Down the funnel that show some interest.
Asking the right questions and pre-qualifying.
And then moving that discussion—
To where now that AI assistant is booking appointments.

That’s a whole lot more valuable—

[01:07:00] Mike Rolewicz:
…down the funnel that show some interest.
Asking the right questions and pre-qualifying.
And then moving that discussion—
To where now that AI assistant is booking appointments.
That’s a whole lot more valuable—

[01:07:07] Gigi Urbanzki:
Sending home. So the AI—just what I’ve seen in Leo and how it’s learning and improving and being able to answer questions better.

[01:07:15] Mike Rolewicz:
Mm-hmm.

[01:07:16] Gigi Urbanzki:
That when you layer more agents—27,000—the more agents are on the platform, the more learning that happens with any machine learning environment.

[01:07:22] Mike Rolewicz:
Right.

[01:07:23] Gigi Urbanzki:
A hundred percent. The more inputs, the better the outputs become. So, you know, that’s very exciting.
And you know, one of the things for me is—looking back a year, the model is what brought us here, but it’s the community and the collaboration that I have been more excited about.

[01:07:38] Mike Rolewicz:
Mm-hmm.

[01:07:39] Gigi Urbanzki:
And not expected.

[01:07:41] Mike Rolewicz:
Mm-hmm.

[01:07:42] Gigi Urbanzki:
’Cause I knew a lot of the people already—

[01:07:44] Mike Rolewicz:
But I knew them at a periphery. And now—we're just a lot closer.
And the masterminds that I attend—like I was in Tom Ferry coaching.
I gave it up because I was paying $12,000 a year for a 30-minute coaching session once a week that wasn’t always at the right time.

[01:08:14] Tracy Hayes:
Right.

[01:08:15] Mike Rolewicz:
Now Eric Hatch is amazing—an amazing coach. He runs a CEO Connect every Monday.
I don’t miss it. It’s an hour. It’s free because I’m part of Real.
It’s on Zoom with a bunch of other leaders. That speaks to where I am in my business.

[01:08:30] Mike Rolewicz (cont’d):
It’s for team leads—growing it the right way, doing it with balance in your life—
Where some of the other coaching programs were all just growth for the sake of growth.

[01:08:44] Tracy Hayes:
That’s your $12,000 cap right there—you just get—
Going back and getting that coaching right there, people.
It’s amazing what some of these coaches are charging and people are paying for them.
And then at the end, you’re like, where did I move the needle with that?

[01:08:57] Mike Rolewicz:
Yeah, yeah, yeah.
And I mean, the access to him—like I know this coming week we’re talking running client events the right way.

[01:09:03] Gigi Urbanzki:
Mm-hmm.

[01:09:04] Mike Rolewicz:
And that’s a pillar of my business.
I guarantee you I will take something out of that to where my next event is gonna be better than the one before.

[01:09:12] Tracy Hayes:
Now can anyone tap into Mr. Hatch’s coaching? Or you reach a certain level, you get into that?

[01:09:17] Mike Rolewicz:
No—that’s anyone at Real.

[01:09:20] Tracy Hayes:
But he puts it out there to where he goes live for an hour every Monday?

[01:09:24] Mike Rolewicz:
Yep.

[01:09:24] Tracy Hayes:
And you can—anyone wants to tap in?

[01:09:27] Mike Rolewicz:
If anybody wants, I’ll send you the link—jump on the call.

[01:09:31] Tracy Hayes:
You can interact—obviously virtually—with him. Ask a question.

[01:09:34] Mike Rolewicz:
He many times makes it awkward and says, “I’m not talking. Unmute—I want to hear your takeaways,” or, “I want to hear what’s working for you.”
So he puts you on the spot a little bit sometimes.

[01:09:44] Mike Rolewicz (cont’d):
And that’s a lot better than just talking at somebody, just presenting.
That’s one—
It’s one of the 50 masterminds every week.

[01:09:48] Gigi Urbanzki:
There’s so many that you can be a part of.
There’s, you know, the Women of Real—I mean, my goodness.
I can’t tell you how many female entrepreneurs in Real that just blow my mind.

[01:10:00] Gigi Urbanzki (cont’d):
Like Erica Wolfe, Katie Day—

[01:10:02] Mike Rolewicz:
Shannon Gillette.

[01:10:03] Gigi Urbanzki:
Shannon Gillette—oh my gosh, she’s huge, right?

[01:10:08] Tracy Hayes:
Yeah, I’ve—
Actually, I did message her one time to come on the show.
She didn’t respond. Shannon—

[01:10:14] Gigi Urbanzki:
Shannon—come on the show, Shannon.
And you can come hang out with me and Mike for the day.

[01:10:19] Mike Rolewicz:
We’ll get her on here.

[01:10:20] Gigi Urbanzki:
Yeah.

[01:10:21] Mike Rolewicz:
But there’s a media—or a social media mastermind.
That’s Katie Day and Bob Tompkins—

[01:10:26] Gigi Urbanzki:
That’s really good.

[01:10:26] Mike Rolewicz:
Ray Ellen. So that—for people that want to leverage social—they’re on the cutting edge.

[01:10:31] Mike Rolewicz (cont’d):
You want to learn video—
Okay, you got Jeremy Knight, you got Brad McCallum—two of the best YouTube channels.

[01:10:39] Gigi Urbanzki:
Oh, don’t forget to talk about this!
Oh my gosh—what?

[01:10:44] Gigi Urbanzki (cont’d):
You guys are all invited next Wednesday—12 to 5.

[01:10:52] Tracy Hayes:
Oh yeah—Real X.

[01:10:52] Gigi Urbanzki:
We are hosting Real X.

[01:10:54] Tracy Hayes:
12 to 5—Real X.

[01:10:56] Gigi Urbanzki:
The world is confused.
Is this one of those like evangelical, Gigi and Mike bring people in, snake-handling, recruit them into Real?

[01:11:05] Tracy Hayes:
Reach behind you and tap that laptop—see if it brings it back to life.
I lost my logo.

[01:11:11] Tracy Hayes (cont’d):
Let’s talk about the tech, then.

[01:11:15] Gigi Urbanzki:
So—12 to 5.
It’s going to be at First Coast Mortgage because they have a large training room for us.

[01:11:24] Tracy Hayes:
Mmm. I love it, Tracy.

[01:11:26] Gigi Urbanzki:
That’s—drawing the line right there.
We do have a room.
Most times we’re at Landmark Title, but we’re landlocked that day—there’s just not enough space.

[01:11:34] Gigi Urbanzki (cont’d):
And this happened so quickly that we had to like, go somewhere quick where we could house 30 to 40 people—that’s what we think is coming.

But a lot of people are asking—
“Is this event for just Real agents?”
“Do you have to work with that particular company or mortgage company?”

No.
This is—just come here and learn.
There’s—what, 18 speakers?

[01:11:55] Mike Rolewicz:
Lot of good speakers, yeah.
So I’m just telling people—look, if you want to come throughout the day, just pop in, pop out.
It’s five hours—that’s a big time commitment.
I don’t even know that I’ll be there all five hours.

[01:12:06] Mike Rolewicz (cont’d):
But yeah, it’s gonna be a lot.
We’ll get you the recording and everything else.
But real estate conferences—travel expense, all that—none of this.

This is a mini condensed conference with some very powerful, impactful speakers, with tactical “what’s working today, implement in your business” ideas.

If you want to come by, come by.
If you want a link to the recording after, we’re happy to send that as well.

I think it’s gonna be a good event.
I always look forward to these little mini ones—

[01:12:37] Tracy Hayes:
Yeah—gotta get a little juice.
Get a little eight hours in a—

[01:12:38] Mike Rolewicz:
—convention center can get rough.

[01:12:40] Gigi Urbanzki:
We’ve done them at—
We’ve also done—

[01:12:42] Tracy Hayes:
—and having to travel on top of it.

[01:12:44] Gigi Urbanzki:
Yeah, yeah, yeah.
We’ve done ’em at new construction too.
The last one we did was a watch party on the business plan—the business plan worksheet.
We had agents from every single brokerage there.
We had lenders coming and saying, “I want to write my business plan—can I come hang out?”

[01:13:00] Gigi Urbanzki (cont’d):
We had a media team there.
So that’s another piece of Real that I think is really cool—
Is that from the top down, it’s just—open your playbook, share with other people with no expectation of a return.

You don’t need a specific space to be in.
And maybe when you go to your new space, Tracy—we have somewhere else we can come hang out with our people.

[01:13:19] Tracy Hayes:
Maybe.
I don’t think it has that, but I do have some other areas—parking lot—I have access to.
But that’s the idea—we can talk about after the show.

[01:13:25] Gigi Urbanzki:
So I just want everyone to know that Real X is not for us to bring you to our brand and to pour the Kool-Aid on you.
For those of you that have been in MLM—you’re probably coming out right now.
It’s not gonna be like that.
But definitely let us know if you’re coming—’cause space is limited.
So we do need to have a count for them.

[01:13:39] Tracy Hayes:
Excellent.
I appreciate you guys coming on today.

[01:13:41] Gigi Urbanzki:
Thanks for having us.

[01:13:42] Tracy Hayes:
Hopefully—hopefully our audience got a little bit more about Real and we’ll cut some good stuff out of this.

[01:13:46] Mike Rolewicz:
Love it.

[01:13:47] Tracy Hayes:
Good deal. Appreciate you.