Growing as a Realtor and Team Lead - Andrew Perrie

[00:00:00] I have now been officially a part of every single what would it cost set there is we have a rule at our team if you're in the same exact position one year from now we've done something wrong I think we're seeing a busy in this now clients are actually listening to the realters and if the realters are any good they're telling their clients look lock it out of 6% get the best deal you can on the home let the market raise the market value over the course of 12 months take the one year take the variable and just you know refinance

[00:00:30] what's going on guys welcome back to what would it cost very special very special edition here at live at the bus conference and we're with the absolute powerhouse killer and my friend Andrew Perry

[00:00:41] Hey thanks buddy

[00:00:42] So okay I know you're probably going to say this but I just wanted to you know get this off my chest I have now been officially a part of every single what would it cost set there is and if you guys open something in Chicago or Arizona I also want to be on that podcast too

[00:01:07] your lifetime member now yes he's been in Florida he's been at the new studio he's been at the pop-up studio so yeah any way we do a podcast marketing team if you're listening Andrew Perry is got to be on no matter where in the world yes I need a pin or watch here

[00:01:23] watch not yet there you go that's our gift to you hey look it's magnet oh we don't we don't mess around here we think I was going to ruin your jackets

[00:01:32] oh shit I don't know how to do it there we go the newest member of spark yeah baby love it awesome well welcome back to the third time and like we had mentioned we had you with us in Florida

[00:01:43] four times four time sorry four time four time he's a real vet so for the fourth time so we had you Florida we had you're in Canada

[00:01:51] yeah so tell us what's new I want to ask you know who you are the audience obviously knows we are but yeah tell us what's new what's changed what's going on you know what man this year

[00:02:02] 2023 was one of those building years yeah it took a lot of grit took a lot of discipline I almost achieved my goal

[00:02:12] to be you know not client-facing to almost exit out of sales I think I only did like eight or nine deals personally and then this year is just kind of this massive growth

[00:02:25] in expansion year for us and it's only going to work if I remove myself from the sales completely so what have we been doing in order to prepare

[00:02:35] for that over the last you know few months is we've been really entrusting our key leaders out of the team to step up take a little bit more

[00:02:44] responsibility and you know max one of our new realtors he's been on the team for a year he's really stepping up lately did three deals in January so to start off 2024 with just such a kick-ass start is amazing

[00:02:59] nice that's awesome and you know what I love that you mentioned that because it's huge in the sense that we were doing the same thing we had the same focus in mind

[00:03:07] yeah so funny enough because you're with us at the pbd office yeah so good with Taylor and Leo yes you signed up for the coaching with them amazing

[00:03:16] and that was the one major thing that stood out to us that pbd himself was telling us about was choosing your directs and nicknames on the same tip right now

[00:03:25] it's like you said we have to take ourselves out of the transactions and have the right leaders in place yeah so we could just keep growing the business

[00:03:33] yeah that's what we're doing now he said it's like the top leaders have four or five directs that's it

[00:03:38] right anybody more than that then you're you're over you're over expanding yourself you're stretching too thin

[00:03:43] and I'm even trying to do that with our directs now telling them okay as you grow your division now don't bring on more than five four or five people that speak to you in a day

[00:03:50] right I did it's huge and super important what you're talking about it is funny funny you said that too man because I was just listening to it wasn't the latest pdb podcast it was like two or three ago

[00:04:02] and not Vinnie who's the other guy I'm sorry do you remember the podcast host anyways yeah so he was basically saying you need a direct yeah right

[00:04:16] but he was like if you don't have one you have to make one right and so he was explaining how he was coming on to his set

[00:04:26] and if he needed something done he was like who's in charge and everybody around him was like I don't know I thought you were in charge

[00:04:34] no no no no I'm the I'm the host I'm the producer I'm not in charge somebody here's got to be in charge and so he's appointing somebody and for those people who don't want to step up that's fine but when you know push comes

[00:04:49] to shove and things are on the chopping block those people are usually the first to go absolutely and that's what we're doing now to in our interview

[00:04:56] process is we're only looking for leaders because yeah we're all about promoting internally you see now with a lot of our staff so that's one of the first questions

[00:05:05] we asked that when an interview someone was like do you have leadership skills yeah we get it it might be a basic job right now

[00:05:11] document collecting and man EA whatever may be but we like you said it's hard to find that person for that role

[00:05:18] it's hard to hire them you want something that's already within the culture to bring them up as a direct so we're always looking for leaders for sure

[00:05:24] so yeah I always focus on we have a rule at our team is if you're in the same exact position one year from now

[00:05:35] we've done something wrong right so we always promote from within accelerated growth is exactly how our team is positioned

[00:05:45] from the very first interview and we want everybody to speak their mind we want everybody to bring ideas find gaps in our systems and bring them to us

[00:05:54] and we let everybody make decisions now another important thing is that you brought up the interview funny thing we literally had an interview yesterday

[00:06:02] and this this very bright young woman came and she's like I'm like to have any side businesses or you work part time or whatever

[00:06:10] yeah I actually own a florist company I designed centerpieces and you know flowers for weddings so that's amazing she's like I've always wanted to be an entrepreneur but it's just not the reality

[00:06:20] I'm like what do you mean it's not the reality she's like well yeah it's just you know it's a pipe dream I'm like why why do you think that you being your own boss is so far fetched

[00:06:30] and so I think that's super super important is whether or not she joins us or she doesn't we still want to promote that entrepreneurial spirit

[00:06:40] and she was just going to come for an amin rule and I was already talking about her promotion one year from now I said what's to stop you from involving you know whatever we can add verticals

[00:06:52] just like you guys if your passing is is creating centerpieces and floral designs for events why don't you run our events and have them all staged and looking great

[00:07:02] and she was like holy smokes I never thought about that and you know she emailed me it's right away so I think that's when you start it from the very beginning

[00:07:10] and say look your future here is whatever you want it to be you just have to take it

[00:07:17] it's super important you hit the nail in the head with something you said where you let everybody speak their ideas and they get where we were aligned like that

[00:07:24] that's what we do is I even let them know in the interview saying I don't want you to come here and work with my systems like what do you mean

[00:07:29] I'm like you're working every day not me I want you to tell me what's on these wrong you know I worked for one of the big banks

[00:07:35] and that was one of my biggest reason I wanted to start my own company is that I had a lot of ideas that I even put the test

[00:07:40] what I was supposed to that work when we were there and I hated that because they they were just about it's what we want to do in that sit

[00:07:46] and that's where I said you know when I start my own company and I said I explained it to Nick when we've gone to the partnership

[00:07:51] I want our employees to be able to grow with us give their ideas give their feedback and love what they do

[00:07:57] I think I like what you say because some people they don't have the guts of the passion to become their own entrepreneur

[00:08:02] but let them be an entrepreneur within our own our own real journey

[00:08:06] P.B.D. said that too he's like you know maybe you're not a number one right maybe you're number two and what's wrong with that

[00:08:13] absolutely about the the CEO of Coca-Cola PepsiCo okay they might not have started or founded the company

[00:08:21] but they are completely fulfilled doing what they're doing making tens of millions of dollars by the way

[00:08:27] so okay you know passion can come from many different areas in your life and your business

[00:08:33] it doesn't necessarily mean it has to be something you started for me it was but I pulled all of everything that I learned from

[00:08:43] Ellie fitness from Ryan Sarah Valley from Revel from mentors like you and Nick honestly since I met you guys

[00:08:50] you'd be fucking surprised how much I've implemented that I've learned from you guys either directly from you or Nick

[00:08:58] or just basically what I've seen visually or what I've experienced so much so that I actually asked our director of operations and our lead administrator to connect with Bianca

[00:09:09] nice I love that yeah nice it means a lot going from you because honestly we look up to you and yeah

[00:09:13] it's a pleasure I remember when we started the business for like Sky and Jeperi we got to work our way up

[00:09:17] we're going to the smaller realtors and I'm just happy that we got this really good but I stole your box idea

[00:09:22] so every time somebody comes on the podcast now I give them a nice box with a beautiful hat and then you know I took a you know every time somebody comes in

[00:09:31] you know your names on the on the TV I made sure we started implementing that as well for all of our interviews

[00:09:38] and it's just making sure that even just the way who's a front desk girl that you have now

[00:09:44] Ivy beauty amazing we know like what can I get you how are you Andrew oh my god

[00:09:50] the washroom here this that coffee espresso espresso but I that's what I you know I said look girls I want you to

[00:09:59] make sure the experience is everlasting and oh my god so I gotta give you guys one more compliment

[00:10:06] is is the leaf game yeah I tell you why the leaf game so we showed up super early because we were walking around with my son

[00:10:16] and I see I'm like how can I get inside this place there's lineups everywhere and so I see this thing that's a Scotiabank members

[00:10:24] so I'm like I just I am a social Scotiabank member like so I walk up they're like I'm like I'm a Scotiabank member

[00:10:31] so no no no this is this is for the lounge I'm like okay and I almost walked away she's like do you have your ticket

[00:10:39] I'm like yeah it's right here she's like this is you like what do you mean this is me she's like follow me everybody's like oh

[00:10:46] I'm walking past all these people freezing their butts off and then I get up that or the take the elevator

[00:10:52] and then there's you know the the glass walls right and I hear bang bang bang and people are looking at me pointing at me

[00:11:00] andro and I walked past people I know and I'm getting escorted to this freaking master card lounge

[00:11:07] and and and I sit down and they're like are you hungry I'm like shit off course but I'm just gonna go downstairs and get one

[00:11:13] of you know foot long hot dog with the craft dinner on it as what I had the last time I went to a leaf game when I was like four

[00:11:19] she's like what why I'm like I'm starman she's like there's food here I'm like oh thank you so much

[00:11:26] she's like it's free I'm like what harbour 60 caters this thing so where I'm going with this is that

[00:11:35] it's not just hey here's your tickets it's it's the concierge from the start to the finish and they make you feel

[00:11:44] like a VIP right and that's what I want to get across to my team whether it's a client an agent a

[00:11:52] referring agent or somebody in our in our network like brokers insurance all of that I want them to feel the same way I felt

[00:12:00] when I got invited to the leaf game from you guys yeah no and that's huge and we say it all the time to the end of the day

[00:12:05] anybody can sign up for the four day mortgage course and do what we do sign up for you know the one year real estate course and do it

[00:12:11] anybody else does but it's like what's gonna make you stand out what's gonna make that experience ever last seen

[00:12:16] and what's gonna leave that impression because that's what people care about like I said the other day there's so many other people

[00:12:20] that have the same lenders that I have could do what we do but it's all about that experience that's like okay you know

[00:12:25] what I'm going to go back to Michael and Nick I'm going to go back to this park team I'm going to go back to Andrew Perry

[00:12:28] because this how felt when I walked right into their office that's right so I love that I appreciate the compliment

[00:12:33] absolutely absolutely to go to your point about the tickets that's why I stood out to us is Nick and I have been

[00:12:37] dabbling with season tickets now for like a couple of years thinking like should we show it we and we didn't like

[00:12:42] that's like okay here's a game you go send the seat when they introduced this year it was like okay this is just us

[00:12:48] the food the hospitality it's we need these tickets for sure yeah yeah so talking a little bit about

[00:12:55] you know real estate market to bring it back in just to end this off predictions for 2024 what do you know what here's

[00:13:00] the interesting thing well I think we're seeing a busyness now because clients are actually listening to the

[00:13:08] realtors and if the realtors are any good they're telling their clients look lock in at a 6% yeah get the best

[00:13:15] deal you can on the home let the market raise the market value over the course of 12 months do a

[00:13:22] want I'm not a mortgage professional so you guys are take the one year if it was me take the one

[00:13:28] year take the variable and and just you know refinance and and hopefully in 12 months you've made 5 10%

[00:13:37] I'm estimating at least 10% over the next 12 months but if all this activity happens now in the

[00:13:45] race until spring I've still not really moved I don't know what's going to happen for the spring because

[00:13:51] now you're going to have so much inventory come on the market because we pulled all of our

[00:13:56] out homes off over 1.5 we pull them off the market so why let's now yes okay there is people out

[00:14:02] in there's serious people but if you don't if it's not a need and it's a want just wait a little bit so I

[00:14:09] think sellers are going to flood the market as well and I don't know what that competition is going to look like

[00:14:14] because it's not covid anymore I may call it covid 2.0 just based on activity but buyers are coming back

[00:14:20] more educated right I'm a fucking paying 300 K over asking no way yeah no you hit the nail in the head

[00:14:26] with that because that was usually what covid is everybody's like thank my money yeah and I think

[00:14:31] and I think realtors need to do a much better job a everybody runs their business differently but you

[00:14:36] know promoting 85 offers 75 offers on a house in Mississauga without sharing the context I think you know

[00:14:43] you're you're following the drama and not the data right so focus on the data not the drama

[00:14:49] and I think I think you know the silver lining for 2023 was the industry sort of trimmed the fat a little bit too

[00:14:57] that was usually what covid I found on both sides the real estate right in the mortgage side I really wanted to join

[00:15:02] it was sexy sell sell sell we're making big money I'll give you the stack because I just finished my last course become a full

[00:15:08] principal broker now yeah and the stat was 80% of mortgage brokers in 2023 submitted less than three deals

[00:15:15] yeah it's seen so same for the same for the real estate industry but you know what look what all of that

[00:15:24] uneducated advisers because that's what we are advisers people don't understand we don't just turn a

[00:15:33] key in open a door we're advisers so whether or not we act as such our clients look at us that way

[00:15:39] so look what happened it sparked tressa yeah it sparked court cases people can't close people's finances have been

[00:15:49] just depleted because they you know had to come up with extra money because their appraisals didn't go through by the time closing

[00:15:54] happen people thought they could assign the new construction deals all because of bad decision making and following a

[00:16:01] bad uneducated realtor so I think yes we've trimmed the fat however we're walking away a little bit scarred even as an

[00:16:09] industry that's true that's true hopefully 2024 awesome and well thank you again your vet for all of

[00:16:18] you they've been watching if you haven't followed him please let them know where they can follow you on Instagram

[00:16:23] at the Andrew Perry I answer the DMs I follow back and let's take connected awesome thank you guys for

[00:16:30] tuned to the episode thank you Andrew again I'll see you next week in Florida be sure to like follow subscribe

[00:16:35] and we'll see you in the next episode