The Glenn Effect With Brian Culhane

Glenn Sanford is the founder of eXp Realty. This is important to know because he is a mentor to my guest, Brain Culhane, and many of the lessons that we can learn from Brian come directly from Glenn. Glenn is such an effective leader and innovator that I call other people using his lessons “the Glenn Effect.”

Here are some of the lessons passed down from Glenn that Brian uses every day, and you can to:

Develop your personal brand

The biggest lesson Glenn taught Brian was to develop your personal brand. He said, “Every real estate agent should start a brand and call themselves the CEO of their brand on day one.” Glenn put himself as the CEO of eXp Realty when it was just him in an office. That branding made eXp seem so much bigger than it was, and now, it is the top real estate company in the world. And so Brian did the same: He is the CEO of the Culhane Group, and has been since day one.

Be innovative and embrace change

Brian started working with Glenn in 2005. At the time, there were no ready-to-go website template companies like SquareSpace, and making a website was a laborious task. But if you were willing to put in the effort (or pay someone to do it) and make interesting content, you could stand out in the days before people mindlessly doomscrolled their phones. Glenn had the first mover advantage when it came to selling real estate online. When Brian first got his real estate license, the first thing Glenn told him to do was go out and take pictures using digital cameras which were cutting edge at the time, and take pictures of houses he wanted to sell. Brian was able to close his first real estate deal this way.