# The 95/5 System — Agent Attraction Without Sacrificing Production

Created by Patrick and Matt Ashby. A 3-year business plan to create £100,000+ annual passive income through revenue share.

## The Core Concept

Spend **95% of your time** on your core business (selling property). Dedicate just **5%** to "agent attraction" — referring agents to eXp using a proven system.

You don't need to become a recruiter. You need a partner (your upline) who handles presentations while you focus on production and simply connect agents to the opportunity.

## Matt Ashby's Journey

- **Year 0:** Matt was a new agent with 2 years' experience. He focused on production. His father Patrick handled presentations.
- **Year 1:** Matt referred 4 agents (Tier 1). Team grew to 100. Revenue share: £61,000.
- **Year 2:** Matt referred just 4 more agents. But the team grew to 400 (organic, from his Tier 1s attracting others). Revenue share: £146,000.
- **Year 3:** Again just 4 personal referrals. Team doubled to 800. Revenue share exceeded £250,000 — surpassing his production income.
- **Year 4:** Team expanded to 1,400+ agents across multiple countries. Revenue share: £621,000.

**The remarkable part:** Revenue share is turn-key. No paperwork, no management. eXp tracks everything in real-time globally.

## The Partnership Model

- **Connector** (you) — focuses on production, refers agents when opportunities arise
- **Presenter** (your upline/sponsor) — handles the detailed eXp presentation, runs the numbers, answers complex questions

This removes the pressure of needing to "sell" eXp. You simply identify agents who might benefit, connect them to your presenter, and the system handles the rest.

## How to Spend Your 5%

1. **Build a Master List** — every agent you know, every agent you meet, every agent whose name you see on a board
2. **Categorise** — Unqualified → Hit List → Generals (had initial conversation) → In Process → Working → Hot
3. **Casual mentions** — in normal conversation, mention what you're doing, how it's going, what's different about eXp
4. **Share content** — forward relevant eXp Life articles, press releases, success stories
5. **Drip campaigns** — consistent, low-effort follow-up (the 95/5 manual provides templates)

## Key Insights

### The "Trailer Stage" Analogy
When you start, you're at the "trailer stage" — only early adopters join. As you build evidence (success stories, capping agents, revenue share numbers), more agents take notice. Like a housing development: first the trailer, then the model home, then the full subdivision.

### Timing Matters
"You cannot say the right thing to the wrong person, and you cannot say the wrong thing to the right person."

Agents take 2-6 months from first exposure to joining. Some take years. Maintain relationships and drip, don't push.

### The Missed Opportunity
One agent didn't follow up consistently after introducing someone to eXp. Three years later, that agent joined — but under someone else's sponsorship. A simple drip campaign would have secured the sponsorship.

### It's Not Too Late
80,000+ agents is a fraction of the 500,000 goal. 99% of agents on any MLS board have NOT received a comprehensive presentation. Brand recognition makes prospecting easier now than in the early days.

## The Growth Wealth Chart

Track your progress:
- **Year 1-5** — plot total agents attracted per year
- **Revenue projection** — use revsharecalculator.exprealty.com
- **Freedom Numbers** — at what point does revenue share cover your living expenses?

## Cultural Background

eXp's success is modelled on lessons from previous industry disruptions:
- **RE/MAX** (1973) disrupted with the desk fee model — agents kept more commission
- **Keller Williams** (1983) disrupted with capping + profit share — third income stream
- **eXp** (2009) disrupted with cloud-based + stock + 7-tier revenue share — five income streams

Each disruption gave agents more. eXp is the latest and most comprehensive evolution.