Real Estate

‘Well being Is Wealth:’ Glenn Sanford’s Well being Journey And EXp’s Future

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In October, eXp World Holdings founder and CEO Glenn Sanford used his brokerage’s convention to spark a well being revolution amongst his brokers — principally knowledgeable by an unnamed well being scare that pushed Sanford, 56, to overtake his consuming and train habits and alter his view on what it takes to achieve success in actual property.

“Success, for me, is the selection you make the second you get up within the morning. I take into consideration successes as considerably of a mindset piece, reasonably than one thing that’s type of outwardly,” he mentioned at EXPCON in October. “We take into consideration success as being a considerable amount of wealth and conspicuous consumption. I believe success [is about] do you be ok with what you’re bringing forth on the earth, and in case you do, then you definitely’re profitable.”

Though new-age well being claims about biohacking — a normal time period used to embody an rising and controversial discipline of healthcare centered on utilizing genetic testing to eradicate ailments and optimize mind well being — the power to reverse your organic age and Sanford’s wrestle with irritation brought on by an underlying allergy to blueberries that he mistakenly referred to as a “blueberry virus,” brought on just a little confusion, the CEO mentioned his objective is obvious as day: To assist his brokers dwell happier, more healthy and wealthier lives.

“I’m 56 [and] I take into consideration the truth that in 30 years, I’m going to be 86, which is loopy,” he mentioned. “I’ve been in enterprise 20 years, and this entire lifecycle is getting loads shorter. And now I’m going, ‘Man, I wish to be round right here for my grandkids and my grandkids’ children, and so what do I have to do?’ ”

“When you concentrate on the age demographic of actual property brokers, I assure that it’s an enormous demographic the place well being and wellness is definitely a giant a part of each determination they make,” he added. “However they don’t have the knowledge or the peer group so as to pull from, and that’s the place I believe constructing that info [pipeline] and peer group within the brokerage actually does create differentiation. Well being is wealth.”

This interview has been edited for size and readability.

Inman: I’ve lined fairly a number of conferences this 12 months, and most CEOs use their stage time to speak about firm stats, how they may beat the competitors, and so on. So, it actually stood out to me that you simply used your time at eXpCON to speak about your well being journey and the way it modified you. What was your thought course of behind that?

Sanford: I have a tendency to consider myself as a spotlight group of 1. We’ve acquired 1.5 million Realtors within the trade [and] we’ve acquired 86,000 brokers [at] eXp [Realty]. What I’ve type of decided over time is that if I’m fighting one thing, then there’s a complete bunch of different people who find themselves fighting precisely the identical factor, whether or not it’s how one can construct my actual property observe, lead generate for a brokerage [or] resolve for the challenges of retirement in an trade the place there’s no actual retirement program.

We’ve solved a number of issues already, however one of many issues I struggled with was well being. It turned fairly apparent there are lots of people who wrestle with well being, and once we take a look at the stats of simply how many individuals are taking a proton pump inhibitor, it’s billions of {dollars} a 12 months that individuals spend to regulate their indigestion.

If you concentrate on the stress actual property brokers are beneath — placing offers collectively, holding them collectively, prospecting, attempting to determine all these things — and all that causes every kind of downstream results, like not getting sufficient sleep or not specializing in vitamin. Additionally, there’s a number of alcohol consumed in the actual property trade. So you already know, it was nearly recognizing all of these issues.

And as you famous and as we identified in EXPCON, [health and wellness] is an under-recognized, massively impactful a part of one’s journey when it comes to truly itemizing and promoting actual property. When you don’t focus in your well being…ultimately, there are a number of coronary heart assaults on this trade. Quite a lot of issues happen with actual property professionals, some stress-related, some diet-related and a few sleep-related.

If we will truly concentrate on that then we can assist brokers simply dwell extra productive lives and promote extra on the similar time.

I can positively see that connection. Well being and wellness have grow to be a extra well-liked matter over the previous couple of years, however I believe hustle tradition — the concept that it is advisable grind it out 24/7 — remains to be extra prevalent when individuals speak about what it takes to achieve actual property. What shift must occur to assist individuals notice it’s OK and even essential to strike a steadiness between work and well being?

All these items are interrelated. Well being is one factor that will get sacrificed within the pursuit of constructing your actual property enterprise. Within the early levels of my profession, I needed to hustle. I used to be working 14 to 16-plus hours a day. I used to be getting 5 hours of sleep an evening.

In some respects, a few of that’s essential to create the momentum wanted to really get to steadiness. So when brokers come [into the industry], assuming they’re not independently rich, they’ve payments to pay. They’ve acquired mortgages, they’ve acquired hire, they’ve acquired automotive funds, they’ve acquired children to place by means of faculty, and it takes a good diploma of momentum to get to the purpose the place you’re incomes sufficient earnings to pay for type of the life-style that you simply so desperately are attempting to try for.

So, virtually all people goes to sacrifice their well being at the start of their profession. Then the following stage is, ‘Do you personal a enterprise? Or do you could have a enterprise that owns you?’

If the enterprise owns you, that means that in case your telephone is sitting on the nightstand and also you’re answering it at 10:30 or 11 at night time after you’ve usually gone to sleep, and also you’re answering stuff at 5:30 within the morning as a result of that’s once you rise up and also you ‘missed’ that consumer that may have reached out over in a single day. That may be a reasonably unhealthy life-style.

Once I take into consideration this concept, most actual property brokers’ companies personal them. There’s all the time a give and take. Proper now, I’ve shifted extra to the well being aspect than being within the enterprise doing every little thing that comes my method. I used to be ready to try this as a result of I constructed a large enough enterprise that I can begin to concentrate on that. And that’s the thought actual property brokers have to concentrate on — ensuring their enterprise truly is sustainable in some capability so once they’re engaged on their well being, once they do go to the health club, once they do take off just a little bit earlier within the day and put their telephone on silent, they’ve acquired the techniques and different issues in place, so issues don’t fall by means of the cracks.

So well being and wealth are literally very interrelated. When you’re not wholesome, you’re not going to have the ability to benefit from the fruits of your labor. So then the query comes, ‘What are you doing? What’s your weight-reduction plan? Are you hitting the fast-food line to get a fast meal between showings or are you being extra proactive?’

What we discovered was even at EXPCON is that now we have 1000’s of brokers [where health] is their greatest driver. When you concentrate on actual property brokers, the typical agent, is about 54 to 56 years outdated. Of their 40s they assume they’re ageing, however of their 50s they know they’re ageing. I’m 56, and I take into consideration the truth that in 30 years, I’m going to be 86. I wish to be round right here for my grandkids and my grandkids’ children, so what do I have to do?

When you concentrate on the age demographic of actual property brokers, I assure that it’s an enormous demographic the place well being and wellness is definitely a giant a part of each determination they make. However they don’t have the knowledge or the peer group so as to pull from, and that’s the place I believe constructing that info [pipeline] and peer group within the brokerage actually does create differentiation.

Let’s concentrate on the way you’re introducing this to the EXP enterprise mannequin. Throughout October’s convention, there was an enormous concentrate on SUCCESS Well being, health-related tech instruments, and so on. What has the suggestions been? How do you see it being a larger a part of EXP’s progress technique

Amongst massive manufacturers, I believe they’re going to concentrate on extra health-related matters as a result of they’ve acquired such a big demographic of individuals which can be involved about their very own private well being. However for us, once more it comes again to this concept that if I’m fighting it, then there are different individuals fighting it. There are different individuals fighting it, then why not make {that a} mission?

Since EXPCON, we’ve shaped some totally different teams. We’ve acquired a Discord server for SUCCESS Well being, [and] we’ve acquired a SUCCESS Well being and Viome group on Fb. It’s actually attention-grabbing to see the variety of people who find themselves participating there and say, ‘That is the No. 1 one factor that I really like about eXp proper now could be our concentrate on well being and wellness.’

I don’t know what the entire quantity is, but it surely’s actually over 1,000 individuals who have actually jumped on the well being bandwagon. It’s a fairly small share of our total agent depend, but it surely’s sufficient that there’s a ripple impact that takes place. I take into consideration the thought that you’re the individuals you hold round, and if extra individuals are speaking about well being and wellness matters, then you’ll naturally begin to consider well being and wellness matters extra usually.

So we wish to develop that ecosystem due to the ripple impact. Individuals are going to have more healthy and happier lives, which interprets financially to extra actual property getting offered, which implies that we do higher as a brokerage.

I consider it as a number one indicator of future enterprise exercise. The extra we concentrate on well being and wellness, we’re going to have extra brokers, as a result of there’s a sure share of brokers which can be going to come back to an organization that has a concentrate on well being and wellness. Then by extension we’re going to promote extra actual property, as a result of now we have fewer brokers which can be sick — it might solely be two or three % much less, however which means we’re promoting two to 3 % extra actual property than our rivals, every little thing else being equal.

It interprets into actual {dollars} on the finish of the day.

So, past eXp, how do you see the concentrate on well being and wellness impacting different brokerages’ methods? The coronavirus pandemic has already pushed a variety of corporations to begin providing medical insurance choices. What can be the following step in getting corporations to put money into their brokers, brokers and employees members’ well being?

I actually hope what we’re doing at eXp does have that ripple impact. And by the way in which, I don’t even assume we have been the primary. It’s simply we made extra of a concentrate on it this 12 months than then now we have in previous years.

I really like the trade, and we’re combating an uphill battle once we begin to consider well being. Have a look at promoting and the quantity of unhealthy crap that’s being served to us. We’ve acquired to be a beacon for different messages, so once you undergo that decision-making matrix, you’re much less possible to decide on one thing unhealthy.

The extra I get wholesome, the extra I wish to be round more healthy people. So once more, I hope [our focus on health] may have a  ripple impact that can ultimately play out in different corporations, if it’s not already.

What about psychological well being? 2022 has been extremely troublesome for a lot of actual property professionals — what’s eXp doing to deal with that a part of well being and wellness?

When you get higher sleep, you get higher psychological well being. When you eat higher, you get higher psychological well being. When you meditate, you get higher psychological well being. When you can convey all of those modalities collectively, each one among them interfaces with the opposite. It’s essential to determine what’s essential to you, what’s your huge why? Determining why you wish to do what it’s that you simply do can finally change your perspective. It helps you shift from it being a chore to being a possibility, and that, mentally, could make a giant distinction.

So, we solely have a number of extra moments to speak. Let’s quick ahead to subsequent 12 months — what progress would you prefer to see from eXp and its brokers in regard to well being and wellness?

For all of our main occasions we do issues like 5K [races], and I want to see extra individuals on the market strolling or operating. I’d love to do extra agent-led periods which can be round well being and wellness, as a result of I’m only one man within the firm. I’m the founder and CEO, however exterior of that, I’m actually not the professional on any of this. I’m enjoying with it identical to all people else.

There are lots of people who’ve far more experience, and we’d like to see extra of our brokers sharing what’s working for them. And we’d prefer to convey extra individuals into the ecosystem which have true experience within the well being and wellness area. I totally count on that we are going to have extra individuals attending and presenting health-focused breakouts at EXPCON and even at our upcoming shareholder summit subsequent 12 months.

E mail Marian McPherson

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