Think about the best agent at your brokerage. The one with the listings, the production, the name recognition in your market. Now answer this: have they ever sat down with you and shared exactly how they prospect? Their scripts. Their follow-up cadence. Their pricing strategy. Their database system. All of it.
Probably not. And it’s not because they’re a bad person.
It’s because you’re competing for the same listings. The same buyers. The same zip codes. You’re fishing in the same pond. So why would they hand you the bait?
That’s the fundamental flaw in the traditional brokerage training model. It’s built on a conflict of interest that nobody talks about out loud.
Here’s how it actually plays out. You join a franchise or an independent shop. They tell you there’s a culture of collaboration. Weekly meetings. Training sessions. Top producers who are “open books.” And maybe in the first few weeks, you believe it. But then you start paying attention. The training is generic. The tactics are surface level. Nobody’s giving you the real playbook — because the real playbook is how they eat. And they’re not about to hand that to you so you can take a listing out from under them next month.
This isn’t cynical. This is just math.
Now contrast that with what happens when your top producers are in completely different markets. Dallas. Denver. London. Toronto. When a top producer in the UK has no business reason to hold back from an agent in the Carolinas, the whole dynamic changes. There’s no competition. There’s no threat. There’s just someone who built something real, who wants to show you how they did it.
That’s what I found when I came to eXp. Not a pitch. Not a brochure. Real conversations with real producers who had zero reason to protect their playbook from me. Agents closing $100M doing live training. Sharing their actual scripts. Walking through their exact follow-up sequences. Because none of it costs them anything to share. We’re not in the same sandbox.
I’ve been in this business since 1999. I’ve sat through a lot of trainings. And the difference between “here’s a general framework” and “here’s exactly what I say on the phone at 9am” is the difference between information and education. One makes you feel good. The other changes your numbers.
Think about what that’s actually worth. You could spend years reverse engineering tactics from your competition — picking up fragments here and there, testing things in the dark — or you could be in a room with someone doing twice your volume who’s genuinely invested in your growth. Not because they’re your manager. Because the model actually incentivizes them to help you win.
That’s not a small thing. That’s a structural advantage.
So go back to the question I asked at the beginning. Is the person who knows the most about winning in your market actually teaching you what they know? If the answer is no — and at most traditional brokerages, it is — that’s not a culture problem. That’s a structural problem. And culture doesn’t fix structure.
The environment you train in determines the ceiling you hit. If everyone in your training room is also your competition, you’re not in a learning environment. You’re in a performance review with snacks.
You deserve better than that.
Email hello@richtomasini.com if you want to see what training with no agenda looks like.