TNS Podcast Episode #33: From Startup to 6 Figures in Year 1

TNS Podcast Episode #33: From Startup to 6 Figures in Year 1

 

How Andrew Perrie got to 6 Figures in Income in his First Year as a REALTOR®

Kelley Skar:                           Welcome listeners.

                                                      Welcome to the Thrive Not Survive podcast. This is a show that we put together to help you, the real estate agent, put actual strategies into practice, help you grow, and take your real estate business to new heights.

                                                      I'm your host, Kelley Skar, and today's guest, we have Mr. Andrew Perrie coming to us live from Niagara on the Lake. I'm going to go through a little bit, I'm actually going to read you Andrew's bio, and then were going to dive right into this thing, so here we go.

                                                      "Andrew is a realtor based out of Niagara on the Lake, Ontario, who focuses in the luxury market. He's a speaker, entrepreneur, shaking up the industry with a creative and innovative approach to video marketing. Andrew is the founder of the CYOS company, it stands for "create your own success." It's a marketing and branding company for sales people, realtors, and small business owners, with a strong focus on helping others develop. Andrew runs seminars, talks and consultations for all levels of experience. Andrew helps others create their own success by finding and building a presence online."

                                                      Welcome to the podcast, my friend.

Andre Perrie:                       Yeah, thank you very much for having me, I'm excited.

Kelley Skar:                           I'm also excited. You know, I was curious about what we were going to talk about. I mean, I know that you're focused on video, and kind of getting to you know online our last little while, I just came to realize that this is your first year in real estate, yeah?

Andre Perrie:                       Yeah, absolutely. I've actually got the license in mail around December of last year.

Kelley Skar:                           Wow, that's insane.

Andre Perrie:                       And I really started to get things up until January, you know, Christmas holidays and everything.

Kelley Skar:                           So we've title this episode, it's episode number 33 of the podcast, this is "From start up to six figures in real estate, in year one." So, break it down for me man. Break down the business for me; where did it come from? Was it online? Was it networking? Was it sphere of influence?

                                                      You got your license in December, and you started rocking and rolling in January of 2017, where did these 21 transactions come from?

Andre Perrie:                       Yeah so I mean, as far as "sphere of influence," I actually only moved here about five years ago, so I really had to rely on my actual networking skills and my ability to communicate with as many different people as possible. It kind of grew from there, where my network, not only in my farming area, was getting stronger and bigger, but it was very important for me that my network and my database online was growing at the same level, if not faster.

                                                      That's where most of those deals came from. I was at a point, it was around August, where actually 80% of my deals were referrals, and only 20% were new business. Once that starts happening, you kind of have to step back and say "Okay, well, where's the new leads going to come from?"

                                                      So, that's when I really had to step up the actual ... and when I say "marketing side of things," I was always doing marketing, but I just really started to kick it up and find myself around the August mark, and it's just been exploding from there.

                                                      I came out with my very first video the week after I got my license, it was already ready to go, and people loved it, but then, you know, you kind of have to back it up with some of that credibility stuff.

Kelley Skar:                           Yeah, for sure. So, you mentioned that you've always kind of done marketing, let's dive into your history a little bit, and then we'll talk about the business plan that you sent me.

                                                      This is a question that everybody gets, that's a realtor: what did you do before real estate? I get this question a lot, I was actually in the trades, I was a welder for like 10 years and people look at that and go "Oh my God, how did you get into real estate from welding?"

                                                      So, what was it that you did before, and what drew you into the industry?

Andre Perrie:                       I was actually a ... I worked for a company called L.A. Fitness. It's an American, obviously gym company. That's really where my life started to turn around. I came from a small town in Innisfil, up near Barrie, Ontario. It was one of those places, small towns, wasn't a whole lot going on, so I was doing what young kids do, especially in a small town. Ripping around on snowmobiles, snowboarding, things like that. My life didn't have ... you know, there's a lot of partying up there, stuff like that, I didn't have a whole lot going for me.

                                                      So I started with L.A. Fitness, and I met my mentor Scott Holiday, who is now actually in your area and he's just becoming a realtor himself.

                                                      I met my mentor there, it was a strong sales environment, like I said, it was an American company so the training was every day, it was very rigorous. Not only did I learn a lot about sales at that job, selling gym memberships and whatnot, leading teams as a GM, but I learned a lot about actual systems and structure.

                                                      We worked heavily and trained on that, so I think it was almost like, when I was fully trained, or I felt like I was fully trained, I felt like I could leave that type of a job and go into business myself, and I had all the skills necessary to do it.

Kelley Skar:                           Sounds like you had a great foundation. We talk a lot about systemization, about structure, about processes, all of those things. This is something we find that realtors struggle with the most. It sounds like, to me, you had a great foundation in that realm.

                                                      So, how did you kind of bring that experience into the real estate world, where you're very systemized, you're very trained in terms of sales and strategy. We'll kind of get to the dichotomy between what you're trained on, and actually how you're generating business now, what the plan is going forward, moving out of that sales role and going more towards an advisor.

                                                      Tell me how, the foundation that you had plays a pivotal role within your real estate business?

Andre Perrie:                       I'm a very conscientious person about, I call it "holistic" training, or whatever you want, "spiritual" or whatever. I'm a firm believer that your state of mind, your mindset, has a huge role to play in your business, in your life obviously. Part of the structure of waking up early, hitting the gym, doing certain prospecting ... a block out of your day, each day.

                                                      Doing these small things, that, I learned over the course of my previous career, and then just implementing it right off the bat, as soon as I started, and it was almost like a seamless transition. In my first month, I got my first listing and sold the first house.

                                                      So, to me, it's just that easiest transition of implementing those systems. I think that if you can have structure throughout your day from a personal standpoint first, then the business aspect comes in, and it fits nice and easy with your schedule and how things get done

Kelley Skar:                           Yeah, I think Jocko Willink might call that "discipline," right? It isn't just mindset, it's being discipline enough to get up in the morning, and go to the gym first thing in the A.M. at 5:30 and be part of that crew, right? It's being disciplined enough to be able to set aside that time for prospecting, and that time for marketing.

                                                      I get into conversations a lot with agents about working in their business versus working on their business, and there's a massive gap between those two things. A lot of agents I see kind of get bogged down on the working on their business part because they feel like "If I just finish this one thing it's going to turn into x GCI," or whatever, instead of realizing that when you're working in your business, when you're actually making those dials, making those calls, getting in touch in front of those people, that's where the business comes from.

                                                      It isn't from building out a fancy website, that's "down the road" stuff, and you should definitely dedicate some of that time ... but having the discipline to be able to get up, get after it every single day, and plan out your day every single day in advance, as opposed to getting up and then planning out your day. I think that's a big key there.

Andre Perrie:                       Yeah, absolutely, I completely agree with you.

Kelley Skar:                           Your focus has been mainly online. I was looking at, kind of, your breakdown of you business plan. It looks like you've got three or four different pillars. Most of oyur stuff is kind of online type of things, lead generation. So I'm curious, are you focusing on any sort of old school marketing? Like, we were talking about Ryan Fletcher here, and he's got a book called Defeat Mega-Agents, and if you listen to this podcast you know that I've mentioned him in the past.

                                                      He talks about a documented approach, he talks about creating a media company. He talks about having that sitcom based newsletter. Some of this stuff, now he's getting into philanthropy. So, I know that you follow him a little bit, you've read the book. Is there anything that you've kind of taken away from what he has suggested and what ... you know, quite honestly, the Gary Bs, and the Tim Ferriss, and Jacko Willinks have suggested in creating this media company. Are you doing that, and then, on the flip-side, are you doing any sort of old school marketing like the newsletter that might be repetitive, month over month, to your sphere and your clients?

Andre Perrie:                       Yeah, okay. So, I think I'll tackle the newsletter question first because, the thing with ... one of my goals is to eventually run a team, and I think that's the way real estate is going. But, sometimes ... when you've got your team so big, and this isn't every time, it's just very easy to do. It's very easy to become impersonal with your clients. Especially with things like MailChimp, or if you do do coaching, I know with Brian Buffini, they send you a full package of what to send out, you just change people's names.

                                                      So, for me, that style has never been the way I run my business. It's always a personal text, it's always a personal email. Yeah, I know 100 emails, 500 emails is a lot, and I'm not saying that I'm not going to use automation at all, but I think those impersonal touches are something that can separate the clients from the business.

                                                      So obviously a newsletter, or a monthly newsletter, is great value for, if it's neighborhood stats or things like that, but to be honest, nobody really gives a hoot about your "ten tips for upgrading your kitchen with different colors" and stuff like that. I mean, some people do, don't get me wrong, but I run it as a more personal, one on one conversation. I've always remembered to text my people, drop by, do those small things, but in terms of sending out a newsletter, it's not really my style.

Kelley Skar:                           Yeah, so I'm not a fan of the Morris marketing, and if you work for Morris marketing I'm sorry, I'm not endorsing you, I don't like your product. I tried it, I'm a type of guy that'll try anything once and test it out, and if it doesn't work, it's out the door and it's in the garbage. I'll never forget this, I called up my clients, I called up five or ten clients one day, I just said, after I knew that the newsletter had been out, and the question was, "hey, did you get the newsletter?"

                                                      "Yes, great."

                                                      "Did you read it?"

                                                      "No."

                                                      Like 90% of people said no, I'm like "Why am I wasting my money on this garbage?" So, one of the guys is a good friend of mine, I said "Well, okay, why aren't you reading these?"

                                                      He said, "Kelley, this is garbage. This isn't you, this isn't ... like, somebody else has written this. We know somebody else has written it, that's why we're not going to read it."

                                                      So that kind of ticked something off in my brain, that's why I'm so drawn to what Fletcher is doing at Agent Marketing Syndicate. He talked about building that media company, and having video, and doing a podcast, and writing a newsletter, and writing a book. All of these things can be personalized, they can be systemized, they can be personalized. I write a lot of content, like a lot of content. Every single week.

                                                      The one thing that I haven't gotten to is writing my own personal newsletter to my client base. That's on my list of things to do this year. I think that it's important, and you're absolutely right. Once you get to a point, that critical mass, where you're at 50, 60, 70 transactions a year and you feel like you can bring on a buyer's agent, does the personal side of it start to suffer?

                                                      I think if you make a conscious effort at the very beginning, to get that newsletter off the presses, and it's one of those things that you sit down, and you time block, you have the discipline. You write that newsletter yourself, and you send that off to your client base, man I'm telling you, I think that, I don't know. Just based off of what he talks about, it seems like there's a lot of people that are having great success with it, so it all depends on whether you want to do it or not.

Andre Perrie:                       Yeah, absolutely, and as far as when I do a listing, I will put the listing into the paper ads. Mainly Niagara on the Lake will put it in the Niagara paper, St. Catherine's, but as well as Toronto papers. The sellers really do appreciate when they can open up, the ones that do read the newspaper anyway, can see us there.

Kelley Skar:                           Tangible, right?

Andre Perrie:                       Yeah, absolutely, and you know what? It's not that heavy of a cost, really, so you might as well try to get your home exposed to the most amount of people as possible. That's really it, no buses, no billboards, no benches. Nothing. The only thing that I would suggest doing is really brushing up on your belly to belly. That's the original sales tool, is how you can communicate with not only buyers and sellers, but other agents.

                                                      As far as traditional marketing, the best way to do that is ... my mentor said, I asked "Hey do we get business cards here?"

                                                      And he shook my hand, he said "That's your business card."

                                                      So I've kind of used that mentality, as far as traditional tools.

Kelley Skar:                           You send me an email with a business model breakdown. I'm going to read a little excerpt here, it says "the way I conduct my business may be completely different from most realtors, especially new ones. I strongly focus on developing relationships, from clients to referral partners, through offering so much value out of genuine intent to help others, that I become the obvious choice for the business. I couple my relationship building with an extensive approach to marketing and branding myself online, video content almost daily, networking with as many different people as possible, engaging with absolutely everyone who engages with me and making sure that I'm in front of as many faces as humanly possible through the day."

                                                      Give me an idea as to what your video content strategy is.

Andre Perrie:                       Some people call it "ninja marketing," some people call it "passive marketing." It's almost, like you were talking about, Ryan Fletcher documenting, Gary Vaynerchuk, documenting. Most of my videos that get the highest level of engagement are the ones where I'm documenting what I'm doing throughout the day.

                                                      As far as video content, I'm not talking about just grabbing a selfie stick and literally following you around all day, but ... what I do now, because, I'm not as busy as Gary Vaynerchuk, I don't have massive events every day, so what I'll do is I'll plan out ... if I know that I'm going to have busy day, that's one of the days that I'm definitely going to bring my videographer around.

                                                      It's not necessarily "Here's who I am, here's my skills." It's more of, "Let me show you inside of a realtor actually does every day. We don't stick our signs on the lawn and wait for the phone call and then collect a check." It absolutely does not work that way and I think, thanks to video, and thanks to video marketing, and some of the big players who actually brought out those vlog styles, I think now our buyers and sellers can truly see what we do all day, and to a lot of people that's pretty interesting.

                                                      That's also coupled with the way that I network on my Facebook as well. I had a couple of high school friends reach out to me and said "Sorry, Andrew. I had to block you on Facebook a couple of months ago."

                                                      I'm like, "No problem. No problem."

                                                      Let's make room for the people who want to engage. That's what Facebook's for, engaging. Just having fun. You got to remember that this is a personal space, this is not a business space, but if you use it correctly, you can grow your business by using this personal space.

                                                      So what I mean by that, is that when people are scrolling through, you have Andrew Perrie on your personal Facebook. That's not Andrew Perrie's business timeline, so, as a customer, I'm scrolling ... I don't want to see any commercial content, or business content. I want it to be as personal as possible. What's not more personal that a camera following me around, even through the vulerable times. That's what I think is, especially video marketing, 2018, more live videos, more documentation style of marketing, and that's the way it's going to go.

Kelley Skar:                           Yeah, and what you're talking about is storytelling.

Andre Perrie:                       Yeah, absolutely.

Kelley Skar:                           You know, people love a show. People are drawn to Netflix, right? Why did Netflix win, over Blockbuster?

                                                      Netflix won over Blockbuster for a couple of different reasons. The way that I see it is, accessibility, right? I didn't have to leave my house to go pick up a video tape, so there's the accessibility factor. And then, now that they've got all of these original shows that are coming out ... I mean, I watched Ozark from beginning to end, it took me about a week. Just an amazing, amazing show. It's storytelling, that's what it is.

                                                      They went from recycling movies that were already out, that had been out for years, and years, and years. They got me stopping from having to go to a video store, so I could just order up a movie through Netflix for $7.99 a month at that time, now it's 11 bucks a month. I don't have to go to the video store anymore.

                                                      Now they've got me roped in, and now they've got this original content through story that they're feeding me. I think that this is the way that video marketing is meant to be. I started out with the vlog style, I had the camera out here, "Hey it's Kelley with," at that time it was Sutton Group or whatever, that talking head style of vlog.

                                                      It's shifted so much in the other direction where that type of vlog, if you're just sitting there with your camera, I don't think is going to get that much engagement. Where you're going is ... people want to see what you're up to, and if you can tell a great story around your own personal narrative, again, another Fletcherism, if you can tell a great story around your own personal narrative, people will be drawn to that.

                                                      That now takes me to my next question, which would be, what is your actual clients ... and I hate this term, but I'm going to use it anyways ... client avatar. What is your ideal client, your demographic that you're trying to reach with this style of marketing?

Andre Perrie:                       That's the good thing, is that this style of marketing is really ... I know that you should definitely have an idea, target in mind ... but this style of marketing is pretty open to anybody. It's open to other realtors, it's open to buyers and sellers. That's why I try to do the documentation process, those style of videos, as general as possible, but when you look at my high production videos, they typically have more of a guided or target reach.

                                                      The vlogs, I think anybody could sit down and kind of watch, like, I've been watching your stuff a lot and I love it because it shows the back end of the business, it shows the back end relationships with the realtors. That, to me, is not ... you're not only showing how big of an expert you and your team are with buyers and sellers, but you're also showing them how you treat your realtors, and then, that is attracting other realtors.

                                                      I like to leave, especially my video marketing, open. My documentation open. Because you really never know, it's like I said before, it's about being exposed to as many different people as humanly possible. And, as far as the high production videos, that's a little bit of a different story. You're spending sometimes a lot of money on that and you want to make sure that it's hitting the right people for sure, but ...

Kelley Skar:                           Talk to me a little bit about CYOS, Create Your Own Success. What is it, what are you doing with it, and are you leveraging it in any sort of way?

Andre Perrie:                       I'm definitely leveraging it as far as getting great deals on videos, that's for sure. No, but it's more of, CYOS came out just before I got my license, and at first it was web development, website development, marketing, video marketing, logos, social media content, social media management.

                                                      Right away I realized that that was way too much to take on, especially when I was just about to get my real estate license. So as I got my real estate license ... and I did some websites I did some smaller companies up in Barrie, Niagara Falls, St. Catherine's, and a lot of success about getting their business in the right spot so that they could take it over themself.

                                                      The premise behind the business is, I don't want to charge you $1,000 a month, $2,000 a month, yada yada yada excremental amounts of money. What I want to do is teach you so you can learn and do it yourself. After a few clients came and went, got their feedback, they're like "Andrew, we really loved working with you, but it's almost like you gave us too much information. We didn't need to come back to you anymore."

                                                      So that's when I kind of thought, maybe this business, I should change to more of a consulting, to where we could work together on an ongoing basis. Not for my financial benefit, but because digital marketing, marketing for small businesses and realtors, Facebook ... that's changing almost daily, so for people that are working in their business, that are busy to keep up with all this stuff. I love doing it, so if we could have it more of a coaching or consulting style of business, we can work together on your continued success. But, it is based around giving you the tools so you can do it yourself because, when I first started, the last thing that I had money for was a new head shot, or a new logo.

                                                      Obviously that's one of the most important parts of you business is how you can perceive yourself online, but when you're first getting started it's a very high cost. I value my time, I'm not saying that I don't put a price on my time, but a lot of it I end up just doing it as almost ... like free advice.

                                                      Obviously that's not the best business practice, but I think if you think about the long game, what's the long game? Well, the long game is, I was giving out all this free information, and 80% of my business in one year was agent-to-agent referrals, or local referrals from people who'd just seen me online, got some value from me, or worked with me personally with CYOS.

Kelley Skar:                           Right. So, with that, you are actually targeting completely separate demographic than maybe who your Facebook friends are. You're targeting that business owner, bringing you chops to their business to help them grow to or help them become successful, or more successful, help them grow their rand online. And, in turn, you're also a real estate agent, so you're able to get tied-in with certain businesses within your area and kind of grow that network that way as well, by a symbiotic relationship almost.

Andre Perrie:                       Well, you know what, to be completely honest, maybe I just didn't explain it well enough. But now, I actually, almost specifically, just work with realtors now, so it kind of keeps everything in the same industry. Especially as I got busier as a real estate agent, I wanted to make sure that I was only keeping my mind in the real estate industry.

                                                      I still do a lot of friends' marketing for fun, because it is kind of the same structure just the products are different, but I do like to stay in the real estate niche, if you will.

Kelley Skar:                           Yeah, and that's brilliant as well. I mean, I've been doing the same thing for a number of years, and a lot of my business came directly from agent-to-agent referrals. It was a significant amount. I absolutely know where you're going with that.

                                                      I know you just made a move from a big national brand to a smaller, boutique independent. The brand was RLP, yeah?

Andre Perrie:                       Yeah, absolutely.

Kelley Skar:                           Okay, so, why the move? Why the change?

Andre Perrie:                       You know what? It was a huge, national brand, but the managers and business owners there were absolutely phenomenal. They treated my like I was family, and they treated all their agents like they were family. That was a big, tough move for me to make that decision. But you know what? I see a lot of forums online about it, and the general consensus is that, even around the world, that a lot of people are hiring you, and now they're not necessarily too concerned with the actual brand of the larger companies.

                                                      Again, that wasn't a factor for me anyways. What it was about Revel and the reason why I wanted to go there specifically, is because the way they branded themselves, the way that they're always consistent, and the way they present themselves, it just spoke to me and aligned with me. And, already, in our first week of being there, we got together and we're coming up with a new project that I can't really, well I don't really want to talk about it right now, but, it's ... they're always up for anything, and that's what I love about them.

                                                      Online, your brands, your personal brand, you all should be online doing something, and storytelling is one of the easiest ways to get your name and your relationships built up there, and Revel is absolutely in line with that mentality, and that's why I went there.

                                                      Another reason was, when I got out ... I left the big L.A. Fitness companies and the typical career because I wanted to work by myself. I wanted to work for myself. And then, I quickly realized, after a few months, that you do need that community or that culture to help keep you motivated and help push you, and Revel actually does have a huge team atmosphere.

                                                      All the agents there work together, and it's a good team atmosphere and that's another reason why I made the move.

Kelley Skar:                           Culture, culture, culture.

Andre Perrie:                       Absolutely.

Kelley Skar:                           The great thing, and I love this topic, I was with big national brands before, and then went with a larger independent here. And now, part of this thing that we're building here with Redline, I love this topic, and there's two things I want to say.

                                                      Number one is, I remember when I left Sutton Group, and I wound up with this independent real estate company here in Calvary. My dad, who was a realtor for like 25 years, had asked me, "Why are you going to an unknown?"

                                                      And I'm like, "Dad. First of all, they're not 'an unknown,' in our local market. Second of all, people know me, and they want to work with me because of me, not because of the big, national brand. That doesn't, in my mind, have a lot of power."

                                                      Now, the other thing to that, is that the big national brands think that that still means something. Where, I think, where the value proposition for the brokerages, comes in, is exactly what you said. With the culture piece, with the collaboration versus the competition, with systems and processes, and I don't want to go off on a big tangent here ...

                                                      I think, at the end of the day, people are starting to look at the brokerage business model as, "Is this something that," again, with you, "is this a brokerage I can align my values with? Do we line up in terms of what I want my business to be, and what I want my brand to be, and who I want it to be aligned with."

                                                      So kudos to you of are recognizing that, and not to poo-poo on anybody with a big, national brand, because you got to go where you got to go, you got to work with who you want to work with, but, at the end of the day, if somebody is in your marketplace offering you something completely, radically different, that just completely speaks to you, that's just awesome that you made that decision, because it's not an easy one.

Andre Perrie:                       Yeah, absolutely, and that's not to say that the Royal Le Page didn't have a great culture, they absolutely did, but it's just, as you said, one of those things where, if you find something that you absolutely feel is the right choice, then you got to make that move.

Kelley Skar:                           Right. The other thing is that you've got an independent that is nimble, they're like water. Like Bruce Lee, "be like water, my friend." They're fluid, they can move. They can zig while everybody else is zagging. They can make these really great innovations within their business, and story tell, and without anybody kind of hand-cuffing it, and something that I go back to is a keynote that I remember Gary V. giving, and it was at a fast food franchise conference or something like that. He looks at the crowd, and he says "So, you're all franchise owners?" And everybody's nodding their heads, and they're putting up their hands and they say "Yeah."

                                                      And the first thing out of his mouth is, "You're fucked." Like, just ... what? You're there key-noting at this conference, and this is what you're saying to these guys? But, essentially, what he was saying was, you're with this big, national franchise, and you can't do what you to do, you can't market like you want to market, because they've got the handcuffs of you telling you what the brand standards are. Telling you what you can and can't do. There's no opportunity for you to be able to grow your brand, and grow within your marketplace. So yeah, I think it's super important as this independent contractor type business model that we have, it's important to align with somebody that can make those moves, and be nimble in the marketplace.

Andre Perrie:                       Yeah, absolutely.

Kelley Skar:                           I think I got one more thing. Just around philosophy around marketing, and how other agents can adopt this mindset and discipline. Take me through your day, let's talk a little bit about ... we've already talked about online marketing and stuff that you're doing, but, let's get some philosophy, some ideas rolling around. Who is it you want to attract? Why you're dong what you're doing, and what a typical Andrew Perrie day looks like.

Andre Perrie:                       Typically ... I used to be part of the 5:00 A.M. club, but ever since we had our baby, and ... my wife is amazing, she's absolutely fantastic and very supportive, especially when I was working for L.A. Fitness, I'll tell you, I worked a lot more hours in sequence with them than I do in real estate. So, she's used to it, but, you know what? I think it was important for me, especially ... when I was getting my license I was watching my son grow up, and that was very valuable to me, but ... anyways, long story short, I can rant too sometimes ... is, now that my job is to wake up with the baby and get him ready for the day, and do all that stuff, so I'm usually ready to go around 7:00 or 8:00. We've got the baby ready, from there I'll either head to the gym if I'm not playing hockey. I usually play hockey. I try to get at it every day, but it's usually about three times a week from 12:00 to 1:00. That's enough of a workout for me.

                                                      Then I'll usually get to the computer, obviously I'll check all of my notifications, make sure that I'm engaging with absolutely everybody that I need to. Then I'll kind of go through our matrix system, which is our real estate MOS database, and then I'll kind of go through all the new listings. Then, start the actual real estate stuff from there.

                                                      Typically, I usually have 3 to 4 videos set up each week. So, whether it's a videographer following me around, if it's me holding my camera on my phone, then that will be all set up and pre-structured the day before.

                                                      From there ... my prospecting, I hate to say that it's not the exact same time every day, but usually once I've got note of ... responding to the Facebook, and the online stuff is one of the most important things you can do, because even if it's not necessarily a direct question to help them out, you got to be in front of them as many times as possible, or else they're just going to go somewhere else.

                                                      Especially if they take out time out of their own day to engage with you, you should be taking time out to respond to them, so the quicker, the better.

                                                      So once I get all that done, go through the new listing, email clients, calls, schedule showings, it's ready to kind of set all my marketing for the next days and what I want accomplished. The biggest thing about marketing is coming up with new, innovative, creative ways to get yourself out there every day. It's kind of tough, because you got to constantly be creating and thinking of what you can do.

Kelley Skar:                           So what are some of the channels that you're using to kind of push the message, other than Facebook?

Andre Perrie:                       Well, Facebook, Instagram, I am going to be getting into Google Ad spend, but that's really basically it.

Kelley Skar:                           Right.

Andre Perrie:                       but just kind of focused on Facebook groups, Facebook networking. I know I can, it's almost like you can feel Facebook changing for us, and I know that it's time to get on something, I just got to figure out what it is. I know Instagram is definitely something, but it's not as big in our market right now as it is in some others. I guess I could start adapting now, but I kind of want to find something new as well.

Kelley Skar:                           Yeah, I think, especially in your market ... now, I've never been to Niagara on the Lake, I've been to Niagara Falls, so I've been kind of around that area and it's absolutely beautiful, I'm sure it's beautiful there in the winter time ... but, maybe leveraging something like insta-stories, and pushing that out there. Just making sure that you're out in the community, like whenever you're out playing hockey, snapping a pic of something that's gorgeous and just figuring out what hashtags you want to own within Niagara on the Lake, and then just own those, so that when other people are utilizing that hashtag, you're checking that hashtag, and you're going in there, and you're commenting and you're replying and you're liking their stuff.

                                                      I think that that's how you could easily utilize Instagram in your market. Yes, it's a smaller area, but don't thinK for one second that there aren't people that are either A, thinking about going to Niagara, B, thinking about moving to Niagara, or C, thinking about moving around Niagara, right?

Andre Perrie:                       You are absolutely correct, and I do leverage out Instagram quite a bit. I have a page that's called "The Niagara on the Lake Experience." So, basically, I do exactly what you just said. I go around Niagara on the Lake and snap pics, and you'd be surprised how many people ... I don't even know where they would even think about to hashtag that, but so many people, Summer, Winter, are hashtagging "the Niagara on the Lake Experience," and they tag me in their Instagram stories and their photos, and it's really amazing how people can be connected just through, even, hashtags that you don't think are obvious.

Kelley Skar:                           100%

Andre Perrie:                       But, having said that, you do want to focus on some obvious hashtags to get yourself out there as much as possible.

Kelley Skar:                           And 100% organic, and no money spent. Brand building. That's what it is, that's what it's about. Storytelling, brand building.

                                                      It's been a pleasure, an absolute pleasure. Why don't you tell our listeners where they can find you.

Andre Perrie:                       Facebook, obviously, you can add me as Andrew Perrie, actually I think my friends list is maxed, but just let me know, reach out to me anyways, just DM me any time if you have any questions. Or, you can head over to Andrew Perrie Real Estate on FB, or AndrewPerrierealestate.com.

Kelley Skar:                           Awesome, man. Thank you so much for this, I really appreciate your time, truly do.

Andre Perrie:                       Yeah, thanks, I appreciate it.

Kelley Skar:                           I hope that our people got something out of this. You know, marketing is something I absolutely love to talk about, and it's so awesome to see somebody from another part of the country, the exact opposite end of the country, doing something that's similar to what we're doing here and seeing success with like we are.

Andre Perrie:                       Yeah, I love what you're doing, love watching you guys, and I'm actually learning a lot about how to structure my videos just from watching you guys. It's amazing.

Kelley Skar:                           Awesome, I appreciate that. Well, if you're listening to this on Itunes make sure that you give us a review, five stars would be much appreciated. Leave us a comment if you're watching this on Facebook, like I know that you probably are, there's a few of you still there, leave a comment down below. Andrew and I will jump in there and answer any of your questions. If you're watching this on YouTube as well, make sure that you leave a comment down below. We definitely will look at the comment and answer your question.

                                                      That's all we got for you today, I am going to shut this sucker down. Thanks Andrew, appreciate it man.

Andre Perrie:                       Alright guys, we'll see you later.

TNS Podcast Episode #32: 30 Apps Every Realtor® Needs

TNS Podcast Episode #32: 30 Apps Every Realtor® Needs

Episode #31: Goal Setting for the New Year

Episode #31: Goal Setting for the New Year