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Kosta: On this episode, I’m talking with Edmond Ishag a Dealer with Century 21 in Toronto. He’s a member of the Ken Yeung workforce, which is the primary Century 21 Group on the earth. Edmond’s success in actual property comes from very pragmatic and easy methods. He did over 40 transactions final yr alone and has goals to hit 100 transactions in 2019, which is insane. I had a good time talking with Edmond, so I hope you take pleasure in our chat! Edmond, thanks a lot for becoming a member of me on the Top Agent podcast, I actually do recognize it.
Edmond: Thanks for having me. Kosta.
Kosta: Superb. So Edmond, if you wish to kick issues off, simply please introduce your self, inform our viewers a bit about your self, a few of your profession highlights and the way you bought into actual property.
Edmond: Oh Nice. So I’ve been an entrepreneur for over 20 years now and I’ve been with Suncor, which was a Petro Canada as a franchise, I run some companies. Was with Petro Canada for nearly 13 years after which in, 2009 or 2008, I joined the actual property market had been in the identical firm for fairly a while and uh, yeah, it’s been a, a fairly of a journey. A lot of nice experiences and I adore it thus far.
Kosta: Superb. So, so 10 years in actual property. So, you already know, in the actual property recreation you possibly can think about your self a veteran at that time. I feel, uh, you realize, as you understand, actual property is a, it’s a excessive turnover enterprise. You understand, brokers type of come and go, as I’m positive you’ve seen. So what do you credit score your success to and why have you ever lasted within the enterprise this lengthy?
Edmond: I adore it, I like to cope with individuals, I really like to elucidate to individuals, um, about actual property and a lot that I dream of it and that’s what made it final. Should you love your job and you’re keen on to speak to individuals since you work together each single day was totally different individuals, you will see it actually good.
Kosta: Yeah, that’s all true. I feel, you already know, lots of people now they know they’ve jobs or they’re doing issues that they don’t actually love. They could I prefer it, however they don’t actually adore it and have the eagerness for it. So I feel that’s a very huge contributing issue to being profitable is simply making you’re keen on what you’re doing as a result of then it doesn’t really feel like work.
Edmond: Sure, that’s true. It doesn’t really feel like work. It feels prefer it’s in your blood to your on a regular basis work.
Kosta: Precisely. Um, so what are a few of the largest challenges that you simply assume a realtor faces these days? I imply, whether or not it’s coping with clients or with market circumstances, lead era or anything, however what are some challenges that you simply’re seeing within the enterprise at present?
Edmond: So, um, I discover from my very own perspective or from my very own approach of doing enterprise is that folks have to be knowledgeable and what I imply by individuals, our shoppers and your leads and uh, everybody that offers in actual property enterprise, they should perceive what’s happening of their environment. People who find themselves promoting, people who find themselves shopping for a people who find themselves investing and what’s the finance earlier than this and after that. And that’s what I discover as challenges and my line of labor as that folks don’t know find out how to course of the finance of shopping for and promoting and why is it shopping for a promoting? So I, I name it and I’d say individuals could also be want to know what’s happening.
Kosta: Yeah, that makes complete sense. Um, what about like within the each day challenges that you simply face, like, you recognize, with regard to perhaps networking or lead era, do you see any problem or alternatives there?
Edmond: Alternatives are in all places. Have to know my numbers is essential. Lead era is um, um, it’s an excellent factor to have. I’m simply have to know the place to get these sorts of lead generations goes to be a, fb goes to be previous shoppers goes to be door knocking. Um, it’s, it’s actually good.
Kosta: Yeah. So let’s speak about advertising a bit extra. Our viewers loves once I kind of deep dive about into advertising, you understand, so that you’re, you’re, you’re fairly lively on-line together with your web site and social media. You’re actually working the web aspect of issues, however what are a few of your favourite advertising methods which are offering you probably the most leads or probably the most Roi?
Edmond: So I, I’m counting on database rather a lot and in addition on fb, instagram. So what I do is I attempt to put probably the most info that I may give an order for individuals to catch the eyes. I do a variety of preconstruction. We do a number of preconstruction as a group. And um, I often say I put a brand new good details about the challenge and requested individuals to provide us a name or go to the web site so as to get extra info. Can we get calls and leads? We get lots of calls and leads from fb, instagram, and in addition database.
Kosta: So are these leads coming you’d say organically or are you paying like fb advertisements or instagram advertisements?
Edmond: No, we pay, we pay and instagram advertisements and we pay for um, a fb.
Kosta: Okay. In order that’s nice. So that you’re getting constant leads with the paid technique. So there’s undoubtedly the ROI there. Superb. Any, any offline advertising methods to do such as you talked about, door knocking?
Edmond: Sure, we do door knocking, we do flyers and we additionally uh, uh, do postcards, postcards, door knocking as a. and I adore it, I am keen on it. So door knocking is one thing that I actually adore. I do know within the winter time is just not as a lot as spring and summertime, uh, nevertheless it’s simply that folks to get to know individuals nose to nose, they belief you somewhat than the telephone. They don’t know who you’re, what’s happening behind that line, nose to nose. I discover it’s nice interplay they usually all the time offer you a lead in the event that they belief you.
Kosta: And that’s for positive. And so, with door knocking, do you farm sure communities or areas?
Edmond: Sure, in my neighborhood I do farm, I all the time put flyers to allow them to know what’s happening. I door knock and a great occasions. Uh, yeah.
Kosta: And do you will have like, do you monitor your numbers when it comes to like, you understand, conversion or um, you already know, with door knocking or what number of itemizing appointments you get per, let’s say 100 doorways knocked.
Edmond: Sure. So monitoring numbers it is going to make you higher. And that is my recommendation, monitoring numbers, door knocking or telephone calls. It should make you a greater individual as a result of it, it tells you the place are you weak and the place you might want to be strengthened. Uh, sure, I do monitor my quantity. So if I’ve made a nose to nose interplay out of 10, I might say I might get 2 appointments which is 20 %, is excessive. It’s very excessive. And in addition to shut out of that 2, I might shut 1.
Kosta: Wow, that’s, that’s loopy. So you’ll be able to just about door knock daily and perhaps a pair dozen doorways and shut a number of itemizing appointments. Sure. That’s, that’s superb that these are very excessive numbers. Good for you,
Edmond: it is rather excessive numbers, however I, I’d been educated for the previous six years, with a number of teaching and um, it’s simply received to know the best way to get to the individuals’s minds and the way might they will belief you.
Kosta: Yeah, I see lots of people are type of draw back from door knocking, however numerous profitable realtors I converse to that may be a huge a part of their advertising technique continues to be to door knock and you realize, apparently, hey, in case you do it proper, it clearly works.
Edmond: Face your worry, you may be stunned how many individuals are there. They decide your language.
Kosta: Yeah, completely. Altering gears somewhat bit, so know-how as you recognize is altering quick. Um, how do you assume know-how goes to vary the actual property business as an entire and even how realtors will conduct their enterprise and say the subsequent 5 to 10 years relating to know-how?
Edmond: I might say it’s going to be an enormous issue tomorrow as a result of individuals are on, on know-how most of their time, a day on the telephone, laptop computer, computer systems. You’re on these more often than not of the day and sure, know-how will take over.
Kosta: Yeah, it’s a, I feel I learn a stat, not too way back. The typical individual spends, I feel it’s six hours a day on their telephone. In order a, you understand, being a realtor now you already know, you’re, you’re primarily, um, you recognize, within the advertising enterprise as properly. So simply understanding human conduct these days the place individuals are type of on their units for that lengthy. In order a marketer, as a realtor, any enterprise actually, you bought to ask your self, okay, if that is the place my viewers is, what can I do to seize a few of their consideration and, you already know, what sort of content material can I put out? Or um, you realize, what sort of worth can I present?
Edmond: In fact we’re speaking about an enormous factor as a result of we don’t know who’s taking a look at your advert and the advertising those that we have now in our firm, they, they research the geographic neighborhood off millennials and so forth. And now we sort of like, um, it’s, it’s all like a visible advertising interplay. So from the start, the primary 10 seconds are the primary 5 seconds once you take a look at this advert or I need to maintain going, I needed to learn it, I need to know what’s happening and that’s what we do each week. We’ve an appointments with these advertising individuals working in our firm and we get extra concepts and the best way to let individuals work together with our advertisements.
Kosta: Yeah, that is sensible. Um, so, you realize, I’m a numbers man as properly, once more, to income commissions, all of the enjoyable stuff. Are you able to share with our viewers what number of transactions you’ve closed final yr are planning to shut within the subsequent 12 months and even present a variety?
Edmond: Um, as a workforce it’s large. So Ken Yeung staff that they’re primary on the planet. So the numbers are so large, however I’ll speak about myself. He can speak about his personal numbers. Yeah, it’s primary on the planet and he, he’d been actually superior, humble and a terrific individual to work with. As for me, I’ve this yr, this yr I’m doing over 38 plus the resale. So the resale, I had accomplished virtually a 18 houses. Um, yeah, and 38 preconstruction. So subsequent yr I do know my numbers, I need to with my numbers and subsequent yr is 100.
Kosta: Wow. That’s, that’s huge time numbers.
Edmond: It’s, it’s. And at, as soon as you realize your quantity Kosta, you’ll break it down into 12 months. As I say, I used to be nicely educated for the previous six years. You’d break it down into 12 months. You’d break it down and what number of days you need to work this month and you’ll break it down. And what number of hours do you need to work a day with a view to generate these numbers? And it’s a numbers recreation.
Kosta: Precisely. It’s, it’s easier to set the aim. And then you definitely reverse engineer and identical to you stated. Yeah. Good, yeah, I really like that.
Edmond: All you must do is perceive the system, perceive the system, work at exhausting, be constant daily and you will notice progress. You will notice progress.
Kosta: Superb. Wonderful stuff. Uh, what, what’s the one piece of recommendation you’d give to both a brand new realtor or somebody who’s making an attempt to raise their enterprise and simply take it to the subsequent degree.
Edmond: New is new individuals or take it to the subsequent degree. I might say, pay attention, take heed to individuals, take heed to your shoppers, take heed to your leads, they want somebody to take heed to.
Kosta: Yeah. Then, you understand, very logical sound recommendation.
Edmond: And if I’ll add, listening is essential. Act plus additionally look as much as somebody who’s profitable to not look and what they do or what they drive or what they have been appeared as much as. So I look as much as my, uh, uh, president on this firm, Ken Yeung, and he does big offers however his humble, his stake in a single brick at a time. He talks to every shopper. Uh, so I look as much as these sort of individuals to be able to grow to be certainly one of them. Is it going to be in a day? No. Is there going to be in a yr or. No, it’d take 10 years.
Kosta: Yeah, I like it. That’s a tremendous recommendation. Um, so Edmond I need to be aware of your time. I finish off every chat with what I name the highest three. Are you prepared? Okay. So primary, you’re a prime actual property or enterprise guide.
Edmond: Oh, enterprise ebook. I might like to say I really like Darren Hardy. I learn his books. The compound impact is a tremendous e-book that I, I discovered that working with me. It’s one brick at a time.
Kosta: Yeah, I’ve learn that as properly.
Edmond: Yeah. And the quantity two guide is I learn plenty of books, highly effective habits, highly effective habits by when the winery and it provides you how one can create an ideal behavior that matches you as a result of everyone seems to be totally different.
Kosta: Superb. Good. Uh, and quantity two, your prime trip spot.
Edmond: Superior. I really like the Caribbean. I’ve been to the Caribbean so many occasions on cruises and uh, sure, I might go there at anytime.
Kosta: Good, Good. Uh, and Edmond, how previous are you? 46. So should you can return 26 years, what do you would like your 20 yr previous self knew?
Edmond: Wow, I want I can return six years. The good recommendation that I give to myself 26 years in the past is take extra dangers and do a greater financing for the longer term.
Kosta: Good recommendation, very sensible. And um, if individuals need to get ahold of your attain personal, the place’s the perfect place they will discover you?
Kosta: Good. I’ll add that within the present notes as properly. Alright, Edmond. Thanks a lot. An actual pleasure talking with you. Thanks a lot once more for approaching the present and, uh, we should always undoubtedly do it once more someday. You’re a tremendous individual and a tremendous. Thanks. I respect it. Thanks. Thanks a lot for listening to the Top Agent podcast by Web4Realty. By the best way, we’re offering unique promos to our listeners, go to web4realty.com/topagent and get your first month on us. That’s web4realty.com/topagent to get your first month of service utterly free. Till subsequent time. Over and out, peace.