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On Marketing

How I made 140,000 my first year in Real Estate

At one point or another – we all started out in the Real Estate world somehow. Whether it be through the family business, our true passion, or even by accident… we all have our paths to this business.

With this in mind, it’s important to consider that we all have one commonality when beginning in the Real Estate world.

We all had to start from the beginning.

Adam Wilson – Photo by Blondy Photography

Before the Holiday season, I sat down and spoke with Adam Wilson – an Edmonton Real Estate agent who has been in the business for a year as of early November.

Adam crushed his first year with a total closed commission of $140,000 –  Taking home roughly 125k, which means that his first year in Real Estate was incredibly successful. Over the course of our conversation, we chatted about his systems – but mainly how he got started in the industry.

Adam initially had an interest in Real Estate when he was fresh out of High School, and looking to make some career moves. He had several friends and family friends in Real Estate, so it was something he was familiar with growing up. From here, Adam made the choice to begin his education in business management. This lead him into several different businesses, which included running his own painting company.

Adam got into management – and worked at a cabinet shop for quite a few years. During our conversation, he mentioned that he did not mind directly managing people, but still felt like his career growth needed more.

This is when Adam decided to make his transition into Real Estate, despite being told that it might not be the best time for him. None the less, Adam dove into getting his license.

Here’s the start of Adam’s first year in Real Estate. Pay attention, because this is where it gets good.

Adam started in a small office of about 20 other Realtors, which was perfect because, within his first few months, he was able to get a lot of mentorship from more seasoned agents.

Adam Wilson - Photo by Blondy Photography
Adam Wilson – Photo by Blondy Photography

Adam was also given a pretty high goal to reach within his first year. When he initial sat down with the broker in his office, he was told that he wanted Adam to reach a commission of $100,000.

Remember, at this point in Adam’s career, he’d only been working in management – and had no experience in Realty until now, and the exposure he had growing up.

Now, before we continue, I want to remind you that Adam made a total of $140,000 in closed commission in his first year in the Real Estate industry.

You can imagine that right off the bat, this seemed like an impossible feat for Adam to achieve. But he did it. In his first year of being in the Real Estate industry, Adam was on track and then surpassed his initial goal. Throughout the year, he changed his target sales goal several times, as he knew he would reach it.

“I never thought it would be possible, but I still had a great year!” Adam had an incredible first year, which surprised even him.

When I sat down with Adam, I wanted to specifically pick apart his process. With such a successful first year, Adam is the anomaly. If Adam can make this amount of commission in his first year, any Realtor should be able to.

So let’s dive into it, starting with Adam’s Lead Source.

Adam has a few different lead sources that contributed to his successful year… one of which included StreetText. StreetText builds custom Facebook ad’s for Adam that helps him reach his target audience in his chosen areas. Leads then filter through his StreetText Dashboard, where he can then follow up with the information they provide.

Within Adam’s StreetText account, he also has access to a 9-Month email drip campaign that he can put any one of his lead on – as well as customizable pipeline creation and much, much more.

From here, we got into the breakdown.

I wanted to pick apart Adam’s follow up techniques, and systems because he has had such a successful year… and because it was his first year – I knew it was important to highlight for any realtor on the same path. We started with his full lead submissions – which means the real estate leads Adam receives that have a phone number, email, and address.

As soon as one of these comes in, Adam begins almost immediately with following up. Below is a walkthrough of Adams full submission process. Keep in mind, a lot went into finding a perfect algorithm for this.

Facebook Advertising

As you can see, Adam has a straightforward, yet detailed follow up technique for his full submission leads. Adam stressed the importance of consistency and making sure that the initial follow up is within the first few days, and as approachable and casually professional as possible.

Adam also has additional follow up processes for his address only submissions, which are submissions that come into his account that only contain an address and no other personal information. It’s imperative to follow up with these in the right way, as they are valuable leads coming into your account. For Adam, the follow-up consists of a handwritten letter that is personally addressed to their home provided – and delivered within the first few days of the submission coming in.

Adam also explained that this process is something that he is still playing with. Because address submissions are a little harder to manage, there isn’t a perfect algorithm for them due to location, market, and other variables.

What Adam did explain though is that he’ll implement a system for his business and test their success rate. As an example, he’ll implement a follow-up system and try it out for a few months. If this new systems doesn’t yield results, Adam will scrap, tweak and modify the system to see how he can build a successful system.

This isn’t even a key component for Realtors starting out. This is something all agents should remember when implementing any system to their business. Why keep something that isn’t working?

Put a limit on how long you may try something for, whether that be three months, three weeks, or 6 months. Putting firm timelines on your trial systems will help you weed out the unsuccessful systems – on closer to the gold star systems your business needs.

Real Estate Advertising
Adam Wilson – Blondy Photography

It’s important to remember that Adam’s systems took a lot of consistency and determination. Adam mentioned several times that if something didn’t work, he didn’t spend too much time on it. “There’s no point in keeping up with something that isn’t yielding the results you want or need,” said Adam.

So the take away from Adam’s story?

With the right amount of commitment, connections and willingness to grow, you too can have a successful first year in the Real Estate world. Keep building your systems, trying different things, and building contacts. You too can have success. Refine as much as you can, so you too can build a year as successful as Adams.

For more information on StreetText, Facebook Advertising, and StreetText Academy, reach out to us personally! We are always more than happy to help.

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Tutorials

What is the email format for StreetText integration emails?

StreetText integration emailEmail integrations: Syncing your new contacts by email.

Do you need to sync your new StreetText contacts with other apps? Or, do you need to send new contacts to someone on your team? This is easy to do with StreetText’s email integration tool.

What information is included in the email integrations?

The emails will include the following contact information if it is available.

  • Source
  • Name
  • Email
  • Phone
  • Address
  • Country
  • Province
  • City
  • Postal Code

Is an email address or phone number always included?

Yes, by default we always include either a phone number or an email with each email.

What if I want to include custom fields that I’ve collected from my StreetText contacts?

With StreetText, it’s possible to capture any type of information required for your contacts. With that in mind, because we won’t know what information you’ll require from your new contacts, we only include primary contact details. If you do need to pass custom data attributes, then we recommend taking a look at our Zapier API integration.

What does the email body format look like when using the Email Integration tool?

<!DOCTYPE html ... >
<html xmlns= ... >
 <head>
 ...
 </head>
 <body>
  ...
  Source: StreetText <br />
  Name: <br />
  Email: <br />
  Phone: <br />
  Address: <br /> 
  Country: <br /> 
  Province: <br />
  City: <br />
  Address: <br />
  Postal Code: <br />
  Country: <br />
  Province: <br />
  ...
 </body>
</html>

Do the emails include meta tags?

Yes, they do.

Meta tags are hidden fields inside of an HTML email. Our emails follow the Metadata Standard.

Many advanced CRM’s automatically pull data from meta tags. Such as Realty Juggler and Top Producer.

<!DOCTYPE html ... >
<html xmlns= ... >
 <head>
 ...
 <meta name="lead_information_version" content="1.0" />
 <meta name="lead_source" content="StreetText" />
 <meta name="lead_type" content="Seller" />
 <meta name="lead_name" content="" />
 <meta name="lead_email" content="" />
 <meta name="lead_phone" content="" />
 <meta name="lead_property_address" content="" />
 <meta name="lead_country" content="" />
 <meta name="lead_state" content="" />
 <meta name="lead_province" content="" />
 <meta name="lead_city" content="" />
 <meta name="lead_postal_code" content="" />
 ...
 </head>
 <body>
 ...
 </body>
</html>

How would I set up an email integration in my StreetText account?

It’s dead simple to do. Here’s a link to a tutorial walking you through step-by-step.

Best of luck!

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On Marketing Tutorials

A Walkthrough: Email Parsing and app Integration with StreetText

We want to set you up for success, so here’s a walkthrough of how to connect your StreetText account with other applications, and email parsing to apps such as Five Street and similar applications!

Follow the steps below to connect Five Street with StreetText:

1. Login to your StreetText account

Screen Shot 2017-05-24 at 1.52.36 PM

 

 

 

 

 

 

 


2. Once here, click on the settings gear on the left-hand side of the screen
Screen Shot 2017-05-24 at 1.41.15 PM

 

 

 

 

 

 

 

 

 


3. This will take you to another ‘Settings’ tab, ‘Pipeline’ tab as well as ‘Tags’ tab.
Screen Shot 2017-05-24 at 1.41.31 PM

 

 

 

 

 

 

 


4. Once you’re in this section, click on the Settings icon again.

5. After, a drop down will appear that will include an ‘integration’ tab. Click on this tab to continue.
Screen Shot 2017-05-24 at 1.41.53 PM

 

 

 

 

 

 


6. Once you’re in the integration section, you’ll want to put in your Five Street email in the designated email section
Screen Shot 2017-05-24 at 1.42.06 PM

 

 

 

 

 

 

 


7. From here you’ll want to make sure the format is set to default

As always, if you have any questions please comment below! For more examples of best practices, and exceptional lead generation, book a demo with us now!

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On Marketing On Real Estate

Why online leads are waaaay more likely to work with you than you think

When you are bombarded with a busy schedule – appointments, re-stocking flyers, calls, contracts, leads and listings to follow-up with – prioritizing your time is essential. You’ve probably witnessed agents who’ve been really busy one month and then stuck in a lull the next. Whereas top producers have systems that work on their business while they are busy working in their business. It’s why they are consistently active with deals month-after-month. Online leads provide you with new deals when the other agents are slowing down.

14794929687_bd6b43f491_o

How do you advance your business when you are busy?

This is a great question to ask and a good problem to have. It means you are moving into the next stage of your business.

The answer is leverage. For a Realtor there are two types of leverage. People and Technology.

Having a part-time assistant can streamline your business and make your time more effective. An assistant can handle some of the repetitive tasks like weekly emails to your client database and lead database. A Realtor’s schedule is unpredictable. Whereas an assistant can have a consistent schedule which makes it much easier to do the important growth building tasks week after week.

Millionaire Realtor Breffni McGeough says, “If you’re task-driven and you get your tasks done, then you don’t have to worry about commission because people come to you.”

The second leverage you can setup is technology. Most critically, lead-generation technology. Tried and true activities like door-knocking and mail-out campaigns work. But they are painful. These activities demand your time on the street and you have to go one-by-one. The system we’ve designed enables you to do this in much better way.

StreetText leverages Facebook to digitally door-knock on thousands of potential home buyers and sellers, everyday. While you are busy closing deals or following up with an inquiry, StreetText is working on your business. When setup our technology is working on your behalf generating new business – putting you above the clouds.

If you don’t have a steady stream of incoming leads you need to stop everything you are doing and start generating them. It’s the lifeblood of every real estate agent. And it’s something you need to do really well.

~ Gary Keller, “The Millionaire Real Estate Agent”

Why online leads are way more likely to work with you than you may think

Would you agree that it’s worth focusing your marketing time and money where real estate business comes from? I think most people would agree with that.

According to Realtor.org real estate clients come from 3 main sources. (2014 Profile of Home Buyers and Sellers)

Referrals, client database, and lead generation.

Here’s a quick breakdown of where home Buyers and Sellers clients came from in 2014.

Home Buyers:

1. 40% of home buyers found their agent through a referral.

2. 12% of home buyers worked with an agent they had used before to buy or sell a home.

3. The remaining 48% of home buyers were available through lead-generation marketing.

Also noteworthy:

Two-thirds of buyers only interviewed one agent before choosing their agent.

88% of home buyers reported that they would recommend their agent.

Home Sellers:

1. 38% of home sellers found their agent through a referral.

2. 22% worked with an agent they had used before.

3. The remaining 40% of sellers were available through lead-generation marketing.

Also noteworthy:

70% of home sellers only contacted 1 agent.

83% of home sellers reported that they would recommend their agent.

But how well do online leads convert?

Well we’ve recently released our survey of 5000 online leads generated for a large brokerage. The leads were tracked from capture to the conveyancing office. Of the 5000 leads generated, 3500 were Buyer leads and 1500 were Seller leads.

The results of the study showed that 678 of the leads closed a transaction at the brokerage within 12 months.

Here’s why it works for busy agents

Busy agents usually have a few things working for them. They have an assistant or tools that help them stay in touch with their client base (database). Secondly, they have a drip-email system to nurture their leads. Also, they tend to be generating some leads through various forms of marketing already.

Busy agents can leverage these existing systems to make online lead generation a good fit for their business. Isaac Verge, a high performing agent based in Windsor Essex Ontario, implemented StreetText in his business. Isaac has good clients and a good reputation in his community. But in his own words, “I decided that the risk of using the advertising budget I was currently spending to try something new would be small.”

Isaac’s assistant does all initial follow-up calls to his prospects generated through StreetText. He then goes to the booked appointments. By working with his assistant he is able to leverage his time much better. As far as results go, Isaac says, “With StreetText I have had more positive contacts with buyers and sellers and it hasn’t cost me anymore than I was spending already.”

Conclusion

Digital door-knocking (online lead generation) offers one of the greatest opportunities for Realtors of this generation. This is going to be the difference that separates real estate agents who put in place digital marketing from the rest.

StreetText is for people wanting to seriously grow their lead database list. It is an automated system that generates leads with really good marketing. The benefits of StreetText will easily help you get in front of new buyers and sellers, capture leads, meet prospects and advance your business.

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On Marketing On Real Estate

How to grow your real estate business month over month

Coal Harbor Vancouver

“You cannot be a spectator to opportunity” – Lance Schafer

Standing on the stage during an award ceremony is a great opportunity to celebrate the achievements you made during the prior year.

A career as a real estate agent has many benefits – namely a flexible schedule, the freedom to be your own boss, and good commissions. With those benefits comes competition. While not everyone loves it, I appreciate competition. It’s one of the contributing factors to the improvement in our quality of life over the past 100 years. Professionals competing with one another to provide better quality service and products. In turn everyone benefits.

However, competition can be daunting. Looking at the stats of some of the biggest names in the business can seem mythical rather than motivating. Even worse, is seeing a new guy stacking up the awards in just a few years. What is their secret?

Before we get into their secret, lets talk about mindset. Gandhi once said,

“The future depends on what we do in the present.”

A few years ago I heard of the concept of future and present self. To put it plainly, our present self is what we actually do and our future self is what we think we will do. Gym memberships work on this principle. I think I’m going to work out 3 times per week for the next year, because my future self is awesome. So I signup to a gym membership. Turns out that my present self doesn’t agree and in the end the gym pass goes unused.

Some people have figured out how to use this concept of future/present selfs to our advantage. For example, one company asked their employees if they could save money. Unanimously everyone said, “no”. So they asked them if they could save some money in the future. You guessed it, everyone said, “yes”. So the company started a program where their employees could opt to have 10% of their paycheck deposited into a savings account of their choosing. One year later their employees were saving more than double the national average.

This future/past principle can work for you as well.

In his book, As a Man Thinketh, James Allen writes that “All that you accomplish or fail to accomplish with your life is the direct result of your thoughts.”

Often the toughest critics is us. Subconsciously we put up walls. Fortunately, we can choose to think differently. Everyone has the power to silence their own self critic. If you hear a negative thought like, “Well of course they can do, they have [ fill in the blanks ]” change it with, “That’s encouraging, if they can do it… I can as well.” Changing one’s thoughts motivates oneself to find a solution to the inevitable next question, “Now how do I go about doing it?”

This comes to my final point, before we get to answer the question “How do these competitors rise so quickly?”

Can you meet or beat last months sales? If you did it last month, can you do it again this month? Maybe it was your worst month of the year, so it’s easy to know you can do better. Maybe it was your best month of the year and meeting it will be enough of a challenge. The point is, rather than focusing too much on where you want to be, focus on doing as well or better than you did last month. Do that month after month and you will be surprised where that takes you.

Okay, finally let’s get to the most important part. What are these guys doing?

Darryl Reuter, a Realtor out of Kelowna, (yes I’ve written about Darryl a lot) is doing really well. But he wasn’t always this busy. He said he always knew that the top producers in his market were doing something to be consistently busy, but he wasn’t sure what. They do 3 things.

1. Referrals

2. Repeats

3. Leads

Every time they close a sale, sell a home, find a great deal for their client … they ask for a referral. “I really enjoyed working with you, do you know of someone else who is considering buyer or selling?” They ask this question every time. If someone doesn’t refer you, well it’s a good indicator of how well you served them.

Add your previous client base to your “stay in touch” list. Send birthday cards, holiday cards, you name it. Make it a weekly task to send out cards on Monday for the next weeks events.

Finally, once you have the previous 2 activities part of your normal weekly process – then you are ready for lead generation.

Lead generation requires weekly email nurturing, follow-up, phone calls and time looking at properties. It takes work and time for a lead to mature into a client. That is why agents who have the first 2 systems down do really well with lead-generation. Lead generation adds consistency to business. It fills in the gaps between a referral, repeat client or a lucky introduction. Furthermore, lead-generation is repeatable and a good system can be reinvested in to produce more results.

We do offer an excellent lead generation program through Facebook. However, I advise you to get the first 2 systems down first. And most importantly, do whatever you can this month to meet or beat last months numbers.

Have a great month and look forward to hearing your thoughts in the comments.

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On Marketing On Real Estate

How to Generate Real Estate Leads Online – Including a Case Study Return on Investment

Welcome to the complete overview of everything you need to know to generate real estate leads online.

Maybe you’ve heard about how to generate online leads. You’ve been told that it’s important to follow-up within 7 minutes. You may even know that Facebook and Google are good platforms to advertise on. But what can you expect from these leads? Will they bring you business in the slow season? Do online leads convert? How long will it take to make a return on investment and how much time, money and energy will you have to invest?

This article will break the real estate Facebook lead generation strategy down for you. You will learn how it works, why it works, and how long it takes before you will see a return on your investment.

A picture of an evergreen tree representing consistent real estate online lead growth

How to Generate Leads Online:

1. Create an Advertisement and offer something of value to your target audience.

Make sure the message of your advertisement resonates with your audience.

2. Create a landing page where people will go when they click on your Ad.

This page is meant for one purpose: conversion.

Keep it simple, repeat the message you used in the Advertisement.

Have a form that people can submit their details in return for your offer.

Make sure there are no links that might take people away from completing the form.

3. Capture the lead

Store the lead in your database. You will want to be able to collect any notes about the lead, such as if they wanted more information or if they would like to be contacted at a future date.

If possible, track the leads steps through your landing page and form. This will give you a good idea into how interested the lead is.

We offer an amazing program to capture leads online with StreetText. We’ve already done the hard work of implementing the best conversion practices and ensuring your message is right. You can learn more about that here.

Why online leads turn into clients:

90-92% of home buyers and sellers start their process online. We all know this to be true, but do we really believe that? Stephen wrote a very insightful article that explains exactly how online leads work.

In summary, 70% of people work with the first Realtor they speak to. Even though most of us believe that the majority of business is generated through referrals and previous old clients, it turns out it isn’t the case.

Only 12% used an agent they previously worked with and 48% said they found their agent through a referral. 40% used agents they found from online and offline marketing. When you think of the amount of transactions that take place every year in your market, that’s a really big number.

These stats highlight 3 key growth areas for all Realtors to spend time on. Referrals, past/existing clients, and online marketing.

We’ve worked with lots of amazing Realtors, and in my experience, agents are most successful when they have good systems in place to nurture referrals and their client database first. Then once they’ve established those 2 cornerstones in their business they move onto online lead generation.

Many of the same systems that are used for maintaining good relationships with past clients and current ones (assistants, follow-up, email-lists) can all be use effectively to follow-up and nurture leads.

That said, you are unique, and you may very well be able to be successful with Lead Generation as you grow your list of past clients.

How long does it take to make money from online leads?

This is the biggest eye-opener for many people. Leads go through “peaks” and “valleys” of interest. You can read more about the peaks and valley cycle of leads here.

When a potential lead clicks through one of your advertisements and completes your form they are at a “peak” of interest. But, as is normal, life get’s busy and the lead quickly get’s distracted and goes into a “valley” of interest. It may take 2 months, 3 months or even 2 years before that lead moves into a high peak of interest where they then make the decision to enter the market and buy or sell a home.

At StreetText, the average time frame we see is 6-7 months. Woah! You say, “That’s a long time.” It’s true it is a long time, and that is why it is so important to have a good follow-up nurturing system to capture and convert those leads.

One of our clients, Darryl Reuter, didn’t see his first deal close until he had been with us for 4-5 months! Most new agents couldn’t afford this program, that is why it works best when agents are already doing deals every month or so. *Some of our clients have done deals in their first month of using our program, one of the agents using our service even got a client in the first 4 hours of using our program. That, however, is highly unexpected.

Today, Darryl has done numerous deals, and every month the number of deals he does from his StreetText leads list grow. Here’s why.

CASE STUDY: The timeline of online leads explained

If you have a good marketing campaign in place, you will capture new leads each month. As you do the number of leads you collect will grow month after month.

Below I will be referring to a case study we made with real estate agent Darryl Reuter. This shows the actual time frame it took before his leads from StreetText turned into deals. It also highlights the monthly growth as the leads mature into “market ready” buyers and sellers.

Team Reuter
Team Reuter

In the graph below, you will see that Darryl was collecting an average of 4 good leads per month. Obviously the amount of leads you generate will depend on the size of your advertising budget and the competitiveness of your market. Some of our clients are spending thousands of dollars per month on advertising and generate a staggering number of leads.

New Online Leads Added To Your List Monthly
The line in yellow shows the amount of online leads in the email list each month as it grows

With good follow-up you will get in contact with 75% of these leads by phone. 100% of these leads have given permission to be emailed and were added to Darryl’s drip-email campaigns. You can learn how to do the same strategy to convert online Seller leads here.

Now the nature of online real estate leads means that these people are generally starting their search and are in the discovery phase. They are not ready to buy or sell just yet.

Below was the timeline of Darryl Reuter’s leads as shown in green. You can read a complete interview with Darryl Reuter here.

Online Leads take 3+ months before they are ready
The line in green shows the number of leads entering the market. These leads took 2+ months before they were ready to enter the market.

Darryl saw his first deal in 4 months followed by another one shortly after. For privacy reasons the revenue shown here is not the actual amount of the commission, but is shown purely for demonstration purposes. It’s worth noting that these deals resulted in referrals, with the promise of more business in the future.

Below you can see the correlation between the number of leads “maturing” and the number of transactions occurring.

The point at which a commission was earned
The line shows the point that a deal occurred

As you can see in the graph below, his real investment was $1800 by 6 months into the program. Had Darryl stopped 3 months into this strategy he would have spent $900 and had a $0 return. However, by 4 months in he had made more than 5 times return on his investment. Each month his return keeps growing.

StreetText ROI
Investment versus return

Today Darryl re-invests a percentage of each deal he makes from this program back into his marketing budget. In this way he is ensuring his growth continues.

Conclusion:

Online leads are an excellent way of growing your business. The key is to know that online leads can take 3-6 months to convert. At StreetText we see this as a partnership between you and us. You are committing a minimum 3+ months into this system and we are committing our time and resources into you as well. We’re not interesting in making bold claims that aren’t realistic or true. Instead our desire is that every person that uses our tool is successful with it. We provide strategies on our blog, email updates, maintain the system and provide phone and email support. It also means being upfront with what we expect, what you expect, and making sure we are both the right fit for one another. As such, we look for agents of integrity, with a growing business, who believe in serving their clients well and aren’t afraid of rolling up their sleeves to see results.

Once you’ve crossed the “first-deal” chasm the system starts to work really well.

Each month you will have new deals to work with. Darryl Reuter remarked that because of this system he understands why some agents are consistently busy. The key for you to be successful is knowing that you will need to invest 4 or more months before you see your first deal. Having realistic expectations, and setting in place systems to ensure that you have good follow-up and drip email campaigns running each week.

To learn more about StreetText, or to speak with an expert, click here to view the product page.

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Interviews On Real Estate

Building a successful Real Estate business… An Interview With Rising Star Realtor Isaac Verge

Isaac Verge Real Estate Agent

“I am thinking how I want to build and define my business, how I can be a good father, a good husband and a good friend, and how to be an excellent agent for those that choose my services.”
Isaac Verge, Vision Realty Windsor

He was rookie of the year, number 2 in his office in his second year, and Top Producing Agent in his office every year since. Jonathan Whiting talks to fast rising Windsor Essex Realtor Isaac Verge, about his business past, present and future.

Let’s get started, how long have you been a Realtor?

“This is my sixth year, I started in September of 2009.”

What was it about real estate that drew you to it?

“I’d been in sales and marketing for a long time, had my own marketing business. I enjoyed it. At my peak we had 60 employees. After a while it got to be demoralizing because it was impossible to please everyone.”

Isaac and his wife Lisa were selling their home at the time so that Lisa could go back to university. That was when Isaac met a service-oriented local agent and the experience ended up planting a seed for Isaac about the idea of becoming a Real Estate Agent himself.

“We ended up hiring a really good agent, it was painless.” In the end Isaac explains, “That’s when I got interested in Real Estate Investment and it seemed like a really cool way to make a living.”

You rose through the ranks early in your career, how did you do that?

“I mentioned the agent that planted the seed for the idea of becoming a Realtor. I had a good business and was making a good living. So I wanted to make sure I had all the pieces in place. I hung out with him, did some shadow sessions and sat with him at an open house, to get a good idea of what the business is about.”

“When I started I went to the brokerage that he was at.  I made a deal with him. In exchange for access to every piece of marketing he ever did I offered 25% of whatever deal I did. I could ask him, okay now what do I do here? There’s a lot of good value in the education of the course, but it doesn’t teach you how to go up to someone yourself and offer some sort of value proposition. So from September until March the following year he let me work him until I felt comfortable branching out.”

I haven’t heard of many agents doing this strategy, what inspired you to take this approach?

Isaac accounts the experience he learned from his mentor as a valuable foundation for his future success. “There’s a thought that I hold, you are better off imitating before you innovate. At first I didn’t know what I am doing so why don’t I do exactly what he’s doing. I learned pretty quickly that a lot of the top agents are all good people and are pretty busy. I would ask them if they had any tips for the new guy, and a lot of them surprisingly said ‘No, I work very hard for the info I have and I don’t want to give it away.'”

Isaac however takes a different approach. He’s a bit of a mentor at his office, often sharing what he’s learning and finding valuable. As he says, “There are 800 agents in Windsor Essex, with the number of home sales per year, there really is enough to go around.”

What inspires you to keep learning?

“I am always trying to pick up different strategies. It keeps me hungry and it keeps me going. I know what the number one person does in Windsor Essex and until I am there, there is something to learn. I am thinking how I want to build and define my business, how I can be a good father, a good husband and a good friend, and how to be an excellent agent for those that choose my services.”

When you come across a strategy that you want to add to your business, how do you go about adding it?

“I try to put things into systems. I’ve tried farming because I heard it was good – and I know it is good – but I don’t have a system there. There is no doubt that an agent that implements every single thing in a book like The Million Real Estate Agent they will have a million dollar business. But I want to make sure that I only add one more scoop on my plate so that I make sure I can eat it.”

“People move on average six or seven years, and when asked 9 out of 10 say they will use the agent that they last worked with, but 3 out of 10 actually do. I wanted to make sure it was a business that I was building and I wasn’t just chasing after clients to make a sale.”

“I now have an assistant who is like minded in service, who was a client first, and her responsibility is to make sure that certain things happen at the same time every month and I don’t have to think about it.”

What’s the latest strategy that you’ve added to your business?

“I’ve transitioned how I handle leads. Now I send leads to my assistant who does the follow-up call and sets appointments. After being so busy for the past 9 months I hit a natural lull and setup an account with StreetText to generate leads. At first I was diligent with the leads and got face-to-face time. But then my follow-up would drop-off. Fortunately I was able to see some real success in it that it justified in my mind that if I can make this work with my schedule, then it’s worth it.”

“Because my assistant handles the follow-up calls, it’s a system now, it’s digestible. In the call my assistant explains that it’s a call on behalf of Isaac Verge’s office and she reinforces that it’s a business and they are not just trying to make a quick sale. This builds trust with the client.”

“That’s what it’s all about. It’s about making opportunities to meet with prospective buyers and sellers. That’s the toughest part. And then getting appointments to actually go and see them. Once you get in the door it’s about being professional and sincere.”

What’s a challenge you’ve faced in Real Estate that you didn’t expect?

“A friend of mine would list with somebody else. At first it was hard to wrap my head around because I knew my level of passion and how tough I would fight for them. It’s a question other agents have come and asked me about in my office.”

“As an agent you’ve got to be able to find a way to keep your head on straight to represent yourself and your clients at your best. It was then that I realized that many of my friends were thinking, ‘what if something went wrong, how would that affect the relationship.’ I no longer see it as a negative thing. I’ve had some friends work with other agents in my office and they’ve referred some of their friends to me.”

What’s something unusual that you’ve seen in Real Estate?

“I walked through a listing a week ago, it was more bizarre than anything. Heads up to Landlords. This may be why it’s a good idea to do a walk through prior to a showing.”

“I’m walking though this duplex, it’s pretty rough with a split basement. There’s three pronged plugs every 2 feet. I’m looking around and notice that one wall was shorter than the other three. Wondered why that was. I walked up to the wall and pulled on the shelving unit with paint cans on it. The shelving unit was a secret door on hinges. It swung open and revealed another hidden room area with a heat lamp, water schedule, and hidden grow up. It was pretty odd.”

Any last words?

“I just want to give credit to the office environment my broker has created. Everyone is ready and willing to help one another to ensure our clients get the best possible experience. We trade ideas, stories and knowledge at our weekly meetings so that we can all be better every single day. My attitude is that you get more by giving so nothing I do is secret. If you want to know just ask. Jeanette has managed to find and hand pick a good group of agents and support staff that seem to think along those same lines. It’s competitive but the competition is never anything but positive and encouraging. It’s a great team to be a part of.”

Isaac Verge services Windsor Essex, Ontario. You can learn more about Isaac Verge at his Facebook page here.

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