From Rookie to Cap: How South Africa’s Caroline Willis Soared to Success in Her First Year With eXp Realty

When South Africa’s Caroline Willis joined eXp Realty in August 2023, she embarked on a real estate journey that quickly surpassed expectations, reaching remarkable success in a short time. Within just one year of receiving her Fidelity Fund Certificate (FFC) in February 2024, Caroline achieved cap status – a significant accomplishment in the eXp Realty model, where agents keep 96% of their commissions after a certain production threshold.

In her first full year, Caroline generated total revenue of R897,750 (excluding VAT), equivalent to $47,580.75 USD, showcasing her remarkable ability to attract clients and close deals in the competitive South African real estate market. This impressive figure reflects not only her commitment but also her adaptability in navigating the industry and leveraging eXp’s innovative model for agent growth.

“Caroline’s Real Estate Journey Inspired by Friends’ Success With eXp Realty”

For Caroline, the decision to enter real estate was inspired by close friends who had already experienced success in the industry, particularly those who had joined eXp Realty. 

“Two of my very good friends became real estate agents a few years back, and listening to their stories not only intrigued me, but piqued my interest in this field,” she shared. “What really influenced me recently was another friend who joined eXp and her positive comments of the agency. She is now my sponsor at eXp.”

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Starting her career in the competitive Greater Sandton area of Gauteng, Caroline admits that the road wasn’t always easy, but it was undoubtedly rewarding. She attributes much of her success to the unique support and opportunities provided by eXp Realty.

“I love the collaboration and camaraderie of colleagues,” she said. “The support and guidance of head office staff have been amazing. Being a business owner within a global organization like eXp has given me the independence and flexibility that I’ve always valued.”

Caroline’s entry into real estate came after a corporate career with Deloitte – one of the Big Four accounting firms, which equipped her with valuable skills in business development and sales. But real estate posed new challenges – ones that required a different type of perseverance. 

“The transition has been enlightening, albeit with its challenges. It’s a major shift, but I’m not looking back, only forward,” she reflected.

Caroline Found a Breakthrough in an Unlikely Place

One of Caroline’s earliest triumphs came through cold canvassing – a method that involves contacting property owners directly to secure mandates. Just a few weeks into her new career, she approached a security guard in a small Bryanston complex. That conversation led to securing a sole mandate for three units, and she soon sold two of them. 

“That gave me the confidence and stamina I needed,” she said. “Never underestimate the power of being kind to the man at the ‘front gate’ and keeping your promises. Word spreads quickly!”

Her Experience Didn’t Come Without Surprises

Her success didn’t come without challenges. Caroline shared a difficult experience involving a sale that fell through due to a buyer defaulting on payments. 

“It was disappointing given all the effort made, but the lesson learned is to persevere,” she said. 

Despite these setbacks, she continued to thrive, leveraging her business development skills and the vast resources of eXp Realty to grow her career.

Passion for People and the Power of Collaboration

What sets Caroline apart is her passion for helping others. 

“I’ve always been passionate about my own home, and being able to make a positive impact by assisting people in finding their dream homes is what inspired me to pursue real estate.” 

This empathy and dedication have helped her build strong relationships with clients, grounded in the values of honesty, respect, and compassion.

Caroline’s story is a testament to the power of determination and the eXp Realty model, which provides the support, collaboration, and global reach needed for agents to thrive, even in their first year. 

Reflecting on her journey, she said, “My journey so far has been fast-paced and a steep learning curve, but with the support of colleagues, head office staff, and attorneys, I’ve been able to succeed.”

With cap status under her belt, Caroline looks forward to what’s next in 2025. She looks to continuing to build her reputation, expand her business, and help more clients find their perfect homes. For aspiring agents, her story offers a shining example of how the right platform, combined with perseverance and heart, can lead to incredible success in real estate.