Tune in for an amazing conversation with Andrew Perrie from Revel Realty. Andrew is making waves in the real estate industry with his innovative approach to building relationships, networking, and taking a significant piece of market share in both Niagara on the Lake and Muskoka. Listen to his inspiring insights on how he is part of this industry and make sure you don’t miss out!
Ep 67 – Harness the Power of Networking w/ Andrew Perrie | Broker’s Playbook
Simeon Papailias: Hey Broker’s Playbook Nation. Today I am interviewing Andrew Perrie. Andrew is a huge producer in the Niagara region with a fine estates team. He’s rapidly expanding to other markets. He’s already put his mark on the Muskoka’s up north and he’s eyeing up Florida right now and the Globe potentially in the future here. What drives him here, what he’s doing and how you can take a piece of his insight and put it into your practice. Enjoy the show. Good morning Broker’s Playbook Nation to all my brothers and sisters coast to coast I have Andrew Perrie from the Fine Estates Team Niagara on the Lake. Revel is a fairly new brokerage brand, and Andrew’s making some noise with his team. They have taken a significant piece of market share in both Niagara on the Lake and Muskoka with their two offices. He has great philosophies and motivations really on what he wants to see the industry do and how he is part of it and what mark he’s going to make on it. I’m looking forward to having all of you get value from Andrew. I was on his podcast a couple of weeks ago and we had a tremendous conversation. Andrew Welcome to the show, my man.
Andrew Perrie: Yeah, thanks for having me on, buddy. I appreciate it.
Simeon Papailias: I appreciate seeing you twice in less than a month.
Andrew Perrie: Yeah, look at that.
Simeon Papailias: So so actually three times because I visited last week on an unrelated event, right?
Andrew Perrie: Yes.
Simeon Papailias: Down in Niagara on the lake.
Andrew Perrie: It was the luxury secrets.
Simeon Papailias: For the luxury secrets. Yeah. And I mean, yeah, we’ll talk about that. Yeah. Because I think people need to understand how much you have to do to stay current, stay relevant, stay on top of things and how much value that brings to spend an entire day legit with legends of real estate.
Andrew Perrie: Absolutely.
Simeon Papailias: Because that event had the who’s who of that asset class.
Andrew Perrie: And new up comers. And yeah the fact that they spent, you know from some people were there at 9:00 and some people were there at 8:30 when it started at 10. So that was good to see. And they stayed all the way till like 4:00.
Simeon Papailias: I thought it was an awesome event. And I want to I want to give that event some time on the show because people should be looking at what’s happening out there. Yeah, I want to start this podcast today with a little bit about your story. Yeah, I really, really like I’m very brand agnostic. I’m a Royal LePager, and on this show, everybody from anywhere comes to share their version of their truth in business, in life and what they’re doing to help and Revel is just a really beautiful brand, is what I find. Like I thought the design of it, the way it makes you feel, looks really good. It looks very contemporary. It’s modern and it has a cool feel. Tell me what attracted you when you were looking to make your move? What made you choose and and again, this isn’t a recruiting call or any nonsense. What attracted you? Because I can talk about what attracted me to Royal LePage, of course, but what attracted you to get into a new brand?
Andrew Perrie: Right. So and I was with Royal LePage in my first year. And the reason you know, what attracted me to Royal LePage when I thought real estate, I thought Royal LePage, you know, before I even heard of Revel. And so that’s why I went there. And then when Revel opened in our area, my goal from the very beginning, it was never, Hey, I want to be in real estate for 20 years selling homes, you know, and trying to be number one. Obviously, I’m very competitive. I want to be number one, but that’s not my end goal with real estate. I wanted to and I always envisioned myself opening my own office, then opening up, you know, another and another opening different provinces, different, you know, nations and, you know, different countries all over the world. And the only company that was in my area that I could see that even being a possibility with was Revel because I knew that the big brands already had their territory, they already had their people in place. And Revel was so young that I knew when I started with LA Fitness, it was only in Canada for seven years and I knew that if I had hopped on early enough, I can help them grow and take my market share of the fitness industry because my same thought process with Revel, I was like, okay, here’s a company that’s on its way up, has an amazing brand in Niagara. Nobody knows that outside of Niagara at the time, and how can I help change that and help not only grow their business but grow mine at the same time?
Simeon Papailias: Now, you’ve done some very some great numbers. Can you tell me a little bit about because because not everybody is from Ontario that listens to the show. Tell me a little bit about the Niagara region. The Niagara region is how many people.
Andrew Perrie: Oh, well, between St Catharines, which is like 150,000. Niagara, which is 90,000 Niagara on the lake, which is 15,000, you’re probably looking at between somewhere between 3 to 400,000 from Stoney Creek all the way to Fort Erie.
Simeon Papailias: Got it. Because because to put that into context, your volume, we’re in the GTA, which is Canada’s biggest market and and the brand my my real estate brand is RBC Canada. REC Canada is Canada’s second highest GCI volume. Right. We finished first for transactions in Ontario last year and we transact let’s just call it around between 4 to 600 million on a year, depending on the year. Yeah, you’ve done $300 million in a market that is a 10th of the size in both markets. You’re in Muskoka and you’re in right, in Niagara on the lake, right. So between two offices in such small markets that represents significant. In market share that represents a like a significant will to to put out work. Yeah. Tell me a little bit about how you’re doing that. What does that look like? Well.
Andrew Perrie: The the number one thing is, it’s setting standards and sticking to them. What I realize about the real estate industry from a very, very short beginning is that most people see it as a service industry and that they’re here to service the clients. So when a client calls, you service them. When inquiry comes in, you service them. From my mindset, this is a business. I’m not servicing anybody. They’re servicing me to an extent. So what I mean by that is that I’m going out and finding the leads. I’m not waiting for the leads to be serviced. So I never was afraid to pick up the phone. I was never afraid to go stand on a corner, go into grocery stores and literally just stop and talk to people. I knew that the only way for a business to grow is for that pipeline to continuously be flowing. And where I can attribute our success is that once you have beaten that down into the heads of your salespeople and they have that type of a buy in, it could be the slowest year in history and your pipeline is still flowing, people are still buying. So how do you make sure that you’re getting in front of them?
Simeon Papailias: Yeah, let me make that super clear because there’s a couple of things to unpack out of what you just said. The slowest year in real estate history of this country, not. Some are far, not some a long time ago. Last year, 2021 was on record the slowest volume year in Canadian history. Yeah. As sorry, not 2021. 2021 was the busiest in Canadian. Absolutely. Excuse me. 2022 was the absolute slowest. And that’s a result of simply a massive boom and a resulting a series of eight interest hikes. Again, another record global record for the whole world, actually, where interest rates had to adjust to a post pandemic world. So 2022 is the slowest year on record. Volume was cut by 49% in most markets, 51%. I believe overall I could be wrong. Apologies in advance, but half the business was wiped off the map. People. Clammed up, Weren’t selling. Weren’t buying. Was your best year on record? Your best year.
Andrew Perrie: It was our best year on record. We had just under 100 million in total growth. We had 106 sales and we had 51 agent agent referrals. So it was a huge year. However, it was also a year of extreme uncertainty. We had a couple of months where we didn’t sell anything, but it was still our best year ever. And while other agents were, Hey, you know what? I did amazing. During 2021, 20, 22, it’s harder. Business is tougher. I’m just going to relax and live off whatever the hell I made last year, and that’s not our mentality.
Simeon Papailias: Where are you going with this is I’m going to share a quick one for Rekreasi. It was our second highest commission year in our history in a market where the market performed at 50% less. We finished the year 6% under our banner year of 2021. Yeah, that’s.
Andrew Perrie: Huge. So.
Simeon Papailias: If we were supposed to lose 50% just because the market lost 50%? Because I can tell you, I know agents that lost 95% of their business, many, which means we picked up business.
Andrew Perrie: And not to cut you off, but why do you think the Buzz Conference, the latest, the one that was at Liberty Grant, why do you think that not one speaker, including myself, brought up social media? It’s because those who succeeded last year, they weren’t influencers. They weren’t people that were focused solely on TikTok or social media. These were people that understood business, were educated, and did the actual hard work grinded? Yes. The back to basics mentality. And that’s why. Because if there’s still people transacting, people are still buying and selling. Why are people like us succeeding? Well, over. Even some of the top people are. And they’re not even, you know, in the top ten. It’s because people needed education. They needed value, not bullshit. And again, I’m not making belly to belly. I’m not making fun or poking at anybody’s business strategies who focus on TikTok or social media because I do, too. But that can’t be what you rely on. Okay, Instagram brought me business. Tiktok brought me business. How many? Well, I got my first deal from Tik. Great. You need 99 more to compete with me. So that’s the biggest difference is not everybody was providing enough value. People saw through the BS and just wanted real facts about what was going on in the market.
Simeon Papailias: Well, I think this I kind of call it the Great Reset because of the pandemic. We saw a tremendous rise in activity in real estate values due to the free money that was being handed out by the banks left and right. Yeah, nothing wrong with it. We all, I included, benefited greatly and I grew my portfolio personally, massively so above and beyond our business. So I don’t blame people for investing in real estate. I actually give them thanks and I congratulate them for their own progress every day. Absolutely. But when things change and the market’s shifted, the Great reset that I call now is watching people who entered the business at a time where the business was not its own business. That’s not the real estate that I’ve been living for the last 17 years. Yeah, the last three years were a gift from the gods per se. It was because in the real estate industry you never know what you’re waking up to. You’re not waking up to a paycheck. You got to. You kill what you eat, what you kill. Excuse me? And unless at some point you figure out you called it service versus business, unless you figure out that this is a business. Yes. And you take steps. To safeguard your pipeline, to continuously have business development strategies consistent and ongoing. We’re talking a little bit about overhead. You have an overhead of 50 grand a month. Yeah, We have something just as ridiculous, maybe a little bit grosser, I bet. But I mean, those 30 days, how quickly they go? Yes. Until the next 50 is ripped out of your account. Right. It’s hard to tell somebody coming into the industry fresh what that feels like. And we were again, talking earlier, July, August last year when you when you landed a couple of goose eggs. Yeah. But that 50 K.
Andrew Perrie: That still got taken out of the account and in.
Simeon Papailias: August again. And it’s just it it makes the hair on my arm stand up because I know the feeling every 30 days and what it takes to make sure that not only we’re covering our overhead, but we’re profiting. We work ten, 12, 14, 16 hour days. And what I want to share. I really want to share today is how do we. Provide insight to this audience, listening right now to take actionable steps to not be victims of the Great Reset because you leave the minute you leave here. Your back to war. The minute we’re on the street. Yeah. Every conversation is an opportunity, every email, every text that that is presented to you. Entrepreneurs look at things differently. Every text I get, it’s not like I’m thinking about money. My. My brain is wired for opportunity. See, So I don’t think of money, but to the maybe I need to say that because other people need to think that way. I don’t know how to explain it properly. I’m trying. Yeah. And hopefully this conversation brings it out.
Andrew Perrie: So I really love that because at once I was, you know, at one point in my life I was afraid to tell people that and I didn’t know how to articulate it. It was like, No, I care about money. I think about it all the time. You know, That’s why I answer my phone. That’s why I do this. I take these podcasts, I go on these shows, I go on the road, I go to the States, I talk, I meet, I network. And I realized that it wasn’t the money, it was the opportunity. And if I don’t recognize the phone number that’s coming through my phone, it’s like the dopamine in my brain lights up where most people see that, Oh, that’s fucking spam, whatever, whatever, whatever. I’m like, I know that is a call for a real estate opportunity and I’ll answer it. And so I think that’s the biggest difference is that when people are looking to follow up with their clients, follow up with new leads, call their database. They’re like. These people don’t want to hear from me. And I’m like, You’re right. They don’t want to hear from me. However, they don’t know what value you’re going to bring from this call. But if you’re thinking the only reason why you’re calling them is to service them or to try to get them to book an appointment, then that’s your first fucking mistake. You have to think of a reason to call every single one of your clients. Did they move into their absolute dream home? Maybe, maybe not. 90% probably didn’t. They probably saw a whole bunch of houses with you and said, Andrew, we really wanted a pool.
Andrew Perrie: We really wanted a main floor bedroom. After months of looking, we settled for a home with it that was a two storey or a bungalow that didn’t have a pool. So I find an exact home that they wanted when we first met and I say, Hey, Dave, look, I know you love your house and where you are right now, but this home just popped on the market. I don’t know if it’s for you or not, but I’m just saying this has a pool, main floor, bedroom. Did you want to take a look at all Andrew? No, thanks. I know you sent me these all the time. I’m definitely not moving, but I appreciate you. Thank you. Or Andrew. You know what? Honestly, we just got our house appraised and the bank we were going to refi. But I’m really surprised that the equity that we made. Would you mind coming and doing an official opinion of value so that we can go and buy that house? So if you’re looking at the hot sheets every day, that’s exactly what I do. I think that house would be perfect for this person and it gives me a reason to call. They’re not going to say, Holy shit, this guy’s spamming me. They’re going to think that almost, Hey, why isn’t I why haven’t I heard from them in a month? Is there nothing new to talk about? So it’s always about being. Connective. That’s not the right word. I’m not trying to look for It’s top of mind.
Simeon Papailias: It’s being and delivering value. Exactly. You’re calling them because you have as much as your interests are being served by transacting. It’s their goals you’re trying to hit.
Andrew Perrie: Exactly.
Simeon Papailias: They would be thanking you for making this monumental change in their life. Opportunity is translated a million different ways. There was a conference and it will be the next thing we talk about. But I want to talk about opportunity wiring. When I got I got a late invitation to the luxury event because I wasn’t able to register in the beginning because I was I had a conflict in my calendar. That conflict clears up and I was like, That’s where I’m going that day. Yeah. So I called the organizer, connect all the things, and I know I’m going to Niagara on the lake. As part of what I do. Work with development. Et cetera. If I know I’m going. So this is my brain. Yeah. If I know I’m going to Niagara on the lake to see Andrew Perry’s office. Because you’re hosting the event. Yeah. Which is brilliant in itself. We’re going to a winery. Everybody who’s there has thousands of clients that are well suited for anything we put in front of them because somebody has someone for something. The only thing that hit my mind and instantly and with absolute rush is to bring value to your office. I came with a bag of brochures for two different projects. Nobody asked for it. I volunteered it and I volunteered. I’m like, these guys are luxury real estate. They have a wicked brand. They’re slayers at what they do. I have a launch of 12 units in Port Dalhousie, which is kind of like the crown jewel. The five minutes.
Andrew Perrie: Away.
Simeon Papailias: Beautiful. Five minutes away. Why wouldn’t I bring that to his office? Let him do a deal. Let him help his clients. Everything flows for everyone. That is just the way I think. I think when I come bearing gifts of inventory. I think that’s a good idea.
Andrew Perrie: And which, by the way, just the week before I had two. One was from a client, one was a random phone call from somebody asking about those projects.
Simeon Papailias: And this is what I’m talking about. Hey, do you know.
Andrew Perrie: Anything about Harvard Club? Uh, yes, of course. Because I always say yes, and then I go find it. And luckily it came to me. Yeah.
Simeon Papailias: So I’m just saying, I think what I really want to translate into everyone’s agenda today is to be a little bit more intentional. Intentional to build a business that if you get sick and you can’t answer your phone, your business doesn’t suffer. Of course, in thatrillionequires, of course, systems, processes and the intent to have that set up, you have to want to be that business, a machine. And it starts with you acting like a business person, which means you’re making calls outbound, you’re taking calls inbound, you respect the industry and all those in it, and you take it from there. A perfect display. I’ve threatened it out twice. Is the buzz luxury secrets. Let’s talk about that event, because everybody who’s there. Doesn’t need to be anywhere right for. So to put it into perspective, the Gta’s east, north west, inclusive of the Niagara region, every single number one team across 15 different brands was there. No real estate was sold that day. We were joking. I said, I’m going to go back early and take over your books of business right now. Yeah, because yeah.
Andrew Perrie: Peter’s in Niagara. Let’s go to Mississauga and take.
Simeon Papailias: That’s right. So, so and I mean, we’re talking about the Nvidias, the six D’Orazio The King, Darrell King. Big shout out to Darrell King. I mean, there was literally the heads of of real estate. Nobody needs to be there, but yet everyone is there. Why is it that leaders always seem to find the time? The guys who. Never have a second for themselves. How is it that you get all these successful salespeople? In one place for an entire day, but we can’t get our juniors or intermediate agents. Yeah. What do you think That mentality shift and this isn’t criticizing again, what needs to change in the mentality and the wiring of that junior or intermediate to see the value in spending the day together? Daryl was asking me, What are you working on? Right? Christopher and Vidyadhar, who I’ve never met before. I only heard of the legend of this man who has sold all of Oakville’s Lakeshore probably three times over. Yeah. In his life, his career. He knows every plot of land, like every unique nuance of every one of those properties, because that’s how he sells real estate. To have conversations with people like that. Why do I see the value in a junior or intermediate dozen? What needs to change?
Andrew Perrie: I think the biggest determining factor is that a lot of them feel maybe insecure with their inexperience, so they don’t want to ask for help because it feels like it puts them in a vulnerable position where as I never, ever thought that way, even before I had my license, I was interviewing everybody, business owners, realtors, and trying to figure out what exactly they’re doing to get an edge or to become successful. And that’s exactly why we we put on this event. And because I feel. There was two sides of the same coin. I wanted to know what people were up to, how they were doing it. How were they marketing themselves? But also I knew that if I wanted to make a relationship with you in order to get your hard earned referrals, I needed to put something face to face to create that relationship, because by the time they walk out of that office or leave that winery, they said, You know what? I had a great conversation with Andrew, although he’s not, you know, the guy who’s been doing luxury for 30 years, I feel way more comfortable giving my clients to him and people in their first and second year. They don’t see that type of value. They just see something that is, you know, taking them away from sales or what could I possibly learn? Like I went, I did that. I went to Richard Robbins and a Tom Ferry. I’m like, what the hell can I possibly learn? And, you know, I look around, I’m like, I do more business than that person. What could I possibly learn? But it’s all about what I you know, after each one of those sessions, I always figured out that, hey, there’s that one thing that I just had to look at differently. It wasn’t a fucking million dollar a piece of advice, but it was something that changed my vision of something that.
Simeon Papailias: And it can also turn into $1 million given your different type of execution.
Andrew Perrie: Of course. Of course. So the new realtors, just to wrap this up, the new realtors, they don’t think five, ten, 15 years or months down the road, they’re thinking, how can this help me now?
Simeon Papailias: And that is the mistake. That is the short term thinking versus long term growth. Right. Perfect segue. I think that is laser clear and a laser focused response If you are not a student of the game, that’s to really wrap because I want to go to expansion and growth on your side. If you’re not a student of the game, you will lose. I am a student of the game. I know I will learn something new every single day. As a matter of fact, every hour I’m learning something today. I guarantee you by the time you leave, something’s going to pop in here. Yeah, it could be anything. It could be knowing the population of your market, which will help me make a marketing decision in the future. Who knows? Yep. I learned something today, and it’s because we were together.
Andrew Perrie: Of course. You got out of the behind the desk. That’s it.
Simeon Papailias: So I think if anybody needs to understand, continue speaking, continue growing, continue networking, especially if you know somebody is bigger, faster, stronger than you, then that’s where you go. You drop your ego, you be humble, have humility, and ask the questions if you want to grow, I want to take us to growth because you’re. You’re a big thinker, which I love. You’re eyeing up international opportunities. You’re just telling me that you’re planning a trip with a mutual acquaintance of mine down south to Florida. To Florida. Tell me a little bit about what you’re looking to do.
Andrew Perrie: Well, I think it’s the same when I think about how I want to grow my team in Niagara. There’s a certain threshold. I don’t want to have 50 agents in Niagara Falls as a team working on the same thing. That’s why I opened in Muskoka, because for one, my clientele is kind of the same. Niagara on the lake. Muskoka. Age difference. Income. But I knew that in order to really start to make money because real estate as a people in our position, the overhead is absolutely insane. So you need to expand and take over market share, in my opinion, in different markets and first, I always try to connect it with where my clients are going. So if I have multiple clients saying, Yeah, we also have a cottage in Muskoka, or yet we head south to Florida every year. Wow. Okay, great.
Simeon Papailias: You already have a base.
Andrew Perrie: Exactly. So that’s how I always start. It’s like it’s the same reason why I’m not in Toronto. I don’t I don’t have clients that are in Toronto. So why would I go and open there?
Simeon Papailias: Who learned something new today?
Andrew Perrie: See, and it’s the same reason as how you asked me, you know? Well, then, okay, so if you go into there, how do you grow? Well, one thing I’m not doing is I’m not going into a Florida market and trying to sell to people in Fort Lauderdale. For one, you need to have some Spanish knowledge from what I hear or you go to Orlando. I don’t know anything necessarily about the culture there, but I will and I will sell that culture to my clients. But what I need to know is I need to know who’s coming into this area, who has the clients that are coming into this area, and that’s who I need to market to. There’s no point of me marketing to the local people there because they I already know that they don’t know who the hell I am. But I do know that the people who already know, like and trust me from my current referral source, if I attach my name to something, they’ll follow me.
Simeon Papailias: Because they know it means something. Exactly. They know the level of service. They know the level of dedication. They know how serious you are about this business. Exactly.
Andrew Perrie: And that’s how it kind of it’s like a ripple effect. You start marketing to the people that know, like and trust you, as I mentioned, and then you have them become the walking, talking billboards of your business.
Simeon Papailias: You have specific theories that I’m a big fan of and the way you move into markets in in the message that you put out is so interesting.
Andrew Perrie: Because people and again, sorry to cut you off because people think, well, okay, if you’re going to go into that market, how the hell are you going to succeed? You know, you’re going to have to do a thousand deals. What if I’m running this as a team? I don’t need to do a thousand deals. I need to do 100, 150, maybe 200 in each market.
Simeon Papailias: And how do you get the referrals? Because I think this is one of your your most brilliant moves is really. Talking the talk, walking the walk of a specific message that you are the guy to refer to. Yeah. Tell me a little bit about that strategy, because it’s like now we were talking a second ago about learning something new today. I’ve just been blown away by taking your current databases, where they’re going and how they live. Because I’m not a residential broker. I’m not right. I’m not inherently a resident like I’m a commercial broker. I’m an investment focused broker. I do the rest com space. I have residential agents masters at it. But but what you said is I sit down with my clients and they’re like, well, we’re going to be in Muskoka on the weekend or I’m going down south for the winter. So I don’t think it’s a coincidence you’re going to Florida to look at what you can do because you have an existing bought in database.
Andrew Perrie: Clients are 55 plus, man. Come on.
Simeon Papailias: So. So this is brilliant. Tell me about your referral campaign because people need to hear this. It’s it’s brilliant. How did you do it?
Andrew Perrie: So at the very beginning, I knew absolutely everything that there is to know about Niagara on the lake. I created marketing videos, posts, blogs, all about it. And that’s how it started there. Then it led into.
Simeon Papailias: So you made proof, social proof that you made videos displaying to the world your intimate knowledge of this market. Exactly. Great.
Andrew Perrie: That was anything from taking photos of me drinking wine to walking through orchards to geotagging every single post that I did. Niagara, Niagara, Niagara, Niagara, Niagara. Even in Facebook groups. Niagara. Niagara. Niagara. Even if I wasn’t even talking about it. Right. Because that Niagara shows up in black as opposed to all the rest. And then once I had that referral base, I’m like, okay, this is this is where I need to put my focus. We started creating an elevated client or agent experience. So the biggest thing when dealing with somebody’s referral is that it’s not your reputation that’s on the line, it’s theirs. And you need those clients to be raving about you to that agent and vice versa. Because again, that agent is the one that’s going to stick up for you when somebody in their office says who knows somebody in Niagara. So what we do is that it’s a full on. I know everybody says concierge and white glove service, but we take care of that personal referral so carefully and it’s perfectly cultivated to the fact where I meet with every single referral personally with another agent, just in case. Because if I get too busy in this referral and the market’s moving really fast and that referral needs to see something today, I need to make sure that they’re handled and they know that my partner is going to be the one that’s going to be able to answer the phone.
Andrew Perrie: And then we have a perfect just like you guys might have something for your clients on. Okay, offer goes in, we send a thing, offer firms up, we send a thing, then it closes. We send a gift. Every time I get a personal referral, whether it’s a seller or a buyer, they get a care package. And that care package is a representation of Niagara on the lake. So it’s a bottle of wine. It’s a handwritten card. It’s our brokerage magazine, it’s our brochures. If it’s a seller, it’s a seller’s guide. We usually bring a hat, maybe a thermos, and usually some type of gift card to a local restaurant in or bakery in that area. Because as soon as they leave that first meeting, they’re going to go tell that agent. And then that agent is going to be your walking, talking billboard. And we do client parties every year.
Simeon Papailias: I’m not speechless. I’m not shocked. I expect nothing less because you simply don’t do 100 mil or 300 mil without these processes in place. If anybody thinks you can fake. Any of these steps. Think again. Short term thinker. When I receive a bottle of wine, I always remember it. I always appreciate it if it’s coupled with a handwritten note. I have a drawer full of them because they don’t go in my trash.
Speaker3: Right.
Simeon Papailias: Of course, there is a reason when you go to Richard Robbins, to Tom Ferry, to any. Great coach speak to Kathleen Black about how to treat your clients. Every single one of them. They have one thing in common. It’s that science and art of reciprocity and that you never forget how somebody makes you feel. Gifting is an art.
Speaker3: Absolutely.
Simeon Papailias: You make it a standard templated gift. It will be toilet paper. Right. You put some careful thought and time behind it. It it creates walking billboards.
Andrew Perrie: So so here’s a real quick story of a most recent drop by gift. So we went to a listing presentation. We brought everything that I just stated. We knew well, we didn’t really know that we’re in competition. But the way we got the call, when somebody just calls your phone and you ask, Where did you hear about us? And they say, well, I just, you know, Googled the best realtors in Niagara on the lake. Your name was the first one that popped up most more than likely, they probably called the first 2 or 3. So anyways, we go in with our package, just as we always do. We tour the home. You can tell that they’ve lived there for a while. They were excited about the rentals that they did. You know, they just put in a brand new pool and they said, This is where we hang out from May to October. We love it here. There’s a screened in porch. This is where we play cards. And I said, okay, so let’s bring out the euchre or the bridge board. And they’re like, Yeah, no, we’re more euchre people. And you know, we’d just love to sit out here with a bottle of wine.
Andrew Perrie: And I noticed that they had scotch as well in the same place. So what we did is the very next day after the appointment, we came by with a brand new and again, this is not this is like $5, a brand new deck of cards so that when they’re playing it, if that new film is still on the cards sliding perfectly and a bottle of Jameson. Although he already did the wine. We noticed a few things. And that’s what you said. You know, something interesting as well is like, you know, you got to get out there and you take home one thing and it’s the same thing. When I walk through the office, I’m looking at your screens, I’m looking at the desk, I’m looking at your pen, I’m looking at things that when I go home, I can say that’s something that we need to implement. I really loved how you did that. And so it’s the same thing when I walk through a house. If I notice. Toronto Maple Leafs or a Detroit Red Wings Jersey. I’m going to go home, make that note and say, let’s get them something that involves that, their favorite sports team.
Simeon Papailias: It’s too easy to go into different tangents because of all the nuggets here To try to keep it focused. To try and keep it focused is. There’s so much intent in everything that you’re doing, and that is common across any successful salesperson, salesperson in any business. Our business just happens. Our business just happens to be the top of the food chain from a sales perspective because of its value, because of the of the pot of gold at the end of the rainbow. It’s a big one, which is why you have 100,000 people competing for it right in this province, which is why being intentful every single day matters. Your bottle of Jameson, No doubt. Got you the listing. The brand new cards, No doubt. Got you the listing. There is no doubt that they now believe that you are the best broker because you are so quick to find out what they care about. That is from an analysis. As a human being, you need to respect the fact that somebody walked through your home and the only thing they did, they wanted your business. You know, if I was the homes, the vendor, if I’m the seller, you’re walking through my home.
Simeon Papailias: I know why you’re here. Of course, I called you to sell my home. And I know you’re going to make a truckload of money in a successful sale. I know what you’re trying to do. You’re trying to charm me. I know what you’re trying to do. But. You know that I know these things. You don’t treat me like an idiot. Of course that’s the difference. You’re not humoring me. You saw the Scotch. You didn’t think he. This is how I’m going to get these guys. Of course. You said these guys like Scotch. They’re, like, euchre. You’re going to feel great. Drop them off with a brand new pair, a deck of cards and a bottle of Jameson. You’re different, my man. Not everybody does that. I can tell you what I do. I This is the business that food built. I buy everyone lunch. I want to spend two hours in an intimate setting. Yes. Breaking bread. That’s how I’ve closed thousands of deals at this point. I like that.
Speaker3: A lot, too.
Simeon Papailias: It’s. It’s too easy. You can’t sit. You can’t eat with someone that you don’t like, right? You can’t do it physically. You can’t do it. You’ll take it to go. You’ll find an excuse. You cannot spend two hours at a table with somebody that you cannot stand. So in two hours, you’re either breaking down every barrier in your best friends or you’ve decided that as a fact this is not going down.
Speaker3: That’s right. It’s just.
Simeon Papailias: Impeccable. Yeah, I commend you on this strategy. I commend on the business practices of your growth and the way you see things. I want you to give me your top three tips, like we’re way past time and I can go on for another six days. Give me your top three tips. On. And I want you to speak to juniors and intermediates on how to get to a senior level. Because because seniors know what we’re talking about and they better be listening and get on top of their game. You’re competing against Andrew Perry, my man. My lady. To our brothers and sisters out there. If you’re going to a listing presentation and behind you, is Simeon behind you? Is Andrew Perry. You know that I’m going to pull out all the stops. What are you doing about it? This isn’t competition. This isn’t threatening, you know, the business that you’re in and you’re going to win.
Speaker3: Absolutely.
Simeon Papailias: And I will not go to a listing presentation that I’m going to lose. So so imagine if we’re in the same market, this is what you’re up against. Who’s going to get there first and what impression you’re going to make? So to the seniors, very simple. Pick up your game. Give me some advice for the junior that they can implement. Right.
Speaker3: So it starts.
Andrew Perrie: Here. Number one, you have to take care of yourself mentally. And physically, because if you are not right in the head, nobody around you, your business, nothing’s going to be right. There’s no way you can sell yourself to somebody else if you haven’t sold yourself to you. So create a morning routine, create some type of exercise strategy, Create like like you said, an education strategy where you’re always learning. Number two would be to create your value prop and stick to it. So hold yourself accountable. Hold yourself to a higher set of standards.
Simeon Papailias: Start becoming like a niche is what you’re referring to? Yes, like building a brand on something where people know that that’s what you do.
Speaker3: Exactly.
Andrew Perrie: And it could be it doesn’t need to be so broken down to like, okay, I sell commercial or I sell residential or I sell condos. It’s more about your brand message. So for us, it’s communication. That’s our our mission statement to be, you know, the absolute best in communication with our clients. A higher elevated experience. That’s it. And then number three, I guess, would be. If I had to choose one more piece of advice. I’m struggling with that because it’s routine and standards. It’s like it’s just my entire life.
Speaker3: Consistency.
Andrew Perrie: Right? And consistency. But I think is is. Whatever you think, whenever you think of something that you need to do, which is pick up the phone, call clients, do it within your first five seconds or else you’re never going to do it. I forget her name, but she invented it. It’s called the five Second Rule. Forget her name. She’s got glasses, blonde hair. Famous entrepreneur. I’m going to kick myself for not remembering her name. But that’s what you need to do.
Speaker3: It’s okay.
Simeon Papailias: Because our incredible editor’s standing in the room, Mr. Vik, is going to pull up this fine lady’s name. It’s going to slap it, right?
Speaker3: You’ll recognize her.
Andrew Perrie: As soon as you see her face. But yeah, I mean, I think it’s just. It’s doing. Being comfortable with. With uncomfortable. That’s what it is.
Simeon Papailias: I think that couldn’t be a greater message to end it all with Mr. Andrew Perry.
Speaker3: Thanks, buddy. Thank you.
Simeon Papailias: Appreciate it. Brokers playbook for everybody that tuned in to listen or watch. Thank you for being here. Please spread the message If you have a recommendation as to who should be on Broker’s Playbook. If you want to come on brokers playbook, please shoot us a message. Give us some details around the playbook that you want to share and obviously we hope we brought you value. Thank you for tuning in. Thank you so very much for spending your time with us here at Brokers Playbook. This is a growing community. If you found value in this video, please invite others to subscribe and of course, share the videos with. We’ll see you soon.