Build A Real Estate Machine, 16600 Bayview Avenue, Unit 302, Newmarket, ON (2026)

05/02/2023

Here’s a quick and easily to implement tip for when you’re working with buyer clients…

This is a great way for you to not only get a clearer picture of what your clients is looking but help to guide them through the process of buying a house.

Every time you go out with them you may look at 1,2,4,5 houses let’s say…

Every time you go out with them at the end of each showing have them rank the house…

Whatever scale works for you - keep it simple…

What would you rank this house out of 5…

Out of 10…

Keep track of this, write it on the listing sheets, keep a running list of the homes you’ve visited and ranked in your CRM file for that client

And use the numbers as triggers for when you should be having certain types of conversations with that client…

We just walked out of a house

Ok guys, what would we rank this one out of 10?

6, ok

Next house, what are we ranking this one out of 10?

8/9…

Ok here’s the trigger…

If you’ve got clients that just told you a house is a 8 or 9 out of 10 on a ranking scale…guys is the one we’re putting an offer in on?

Oh, well you know we’re really looking for a house that’s a 10 out of 10.

Here’s the thing.

At most average budgets, there is not such thing as the perfect home.

Realtor to Realtor I don’t need to explain this to you. You and I both know this but this is the message that you’re going to have to get across to your clients.

Because

If someone is telling me a house is an 8 or 9 by their scale of measuring, by it hitting all these things that we’ve talked about in our conversations, the things that were most important to them

And when that house appears we’re humming and hawing about putting an offer in

Something is happening here and we’ve got to dig a little deeper.

Don’t beat around it.

Go at it head on.

Guys, the chances of us finding a 10 out of 10 is not really achievable, unfortunately, at this price point.

If you’ve got clients that continually walk away from properties that they are ranking, on their scale, as a 8 or a 9 then you’ve got to ask yourself a few things…

Are these people serious buyers?

Some people are habitual and perpetual tire kickers. Now I know you’ve done your best to qualify them but if people are throwing up red flags, getting your sixth sense tingling that maybe they’re not serious…your time is valuable.

Is there something that I’m doing or saying that is influencing the situation?

I think it’s always important, when things just don’t seem to be going right, to look at yourself and decide if there’s something you’re doing that is maybe not inspiring confidence in your clients, maybe that is throwing doubt into their ability to move forward.

A lot of times I think agents take injecting their own opinion into the scenario too far.

Yes, you’re there to guide your clients. You don’t want to put them in a bad position, you don’t want them to buy a house that causes them all sorts of problems.

But I’ve heard agents say ‘If I wouldn’t live there, I don’t want my clients to either…’ and I think this is the wrong mentality.

You don’t have to live there. There’s lots of of houses that people live in that I might choose not to - it doesn’t mean those people shouldn’t want to and enjoy living there themselves.

I hope you found some value in this video. If there’s anything that I can do to help you sell more real estate please feel free to connect with me. Have an awesome day.

04/25/2023

Can we all just agree on something?

It’s crazy that this has to be said

Honestly.

This is pretty cut and dry stuff but apparently, at least based on the records of RECO Disciplinary Decisions real estate agents are just not getting this.

If you are a realtor, operating in Ontario, there is no reality in which it’s ok for you to release a lockbox code to your client so that they can access a listed property without you.

Period. End Quote.

Now you may be sitting there being like hey Brandon, I would never do that of course not… awesome. Love to hear it.

But, It’s amazing to me you scroll through the RECO disciplinary decisions and you see a pile of people that have RECENTLY been found to have broken this incredibly simple rule.

it’s got to be one of the top reasons agents face disciplinary action if not the top reason.

Now of course I’m not going to air anyone out in this video…the stuff is public you can visit the RECO website yourself and see.

But this stuff keeps happening the penalties are crap…a few thousand dollars…for blatantly doing something that you knew was wrong. Wilfully doing so.

There is no grey area.

Did you not know you gave them the code?

Is this a some kind of coordinated hack so that people can look at other peoples furniture?

Maybe they showed up and just started trying random combinations of numbers and well we all get lucky some times.

No…you gave them the code.

So people, let’s just do better…you know that what RECOs catching is just a fraction of what is probably actually happening because you have to actually be caught giving the code out.

Do things properly. If you’re running late you’re running late - it happens. Don’t give them code.

If you couldn’t make it and your clients really need to see the property - it happens. Don’t give them the code.

I hope you have a support system in place at your brokerage, you have a realtor buddy or you are part of a team that can help you.

If you don’t have this kind of support then maybe you’re not in the right place.

Even worse, if right now, you’re working in an environment where you get the feeling that or maybe you’ve even been told that this kind of stuff is ok

then maybe you’re in the wrong place.

Because you and I know it’s not.

Doing the right thing is not that hard.

If there’s anything that I can do to help you make sure that you’re doing real estate the right way feel free to connect with me.

Have an awesome day

04/24/2023

I didn’t have time to do more…

I had showings today so couldn’t prospect…

I had a listing appointment this evening and

I needed to prepare for it so I couldn’t prospect.

I was dealing with agents calling with me on my listings so I could get to the things on my schedule for today.

Alright.

Let’s talk about your day, and my day and all of our days.

Let’s talk about a day that you have showings

How many houses are you really showing?

Three, four? 7 showings…

How long is that taking you?

With travel time and a bit prep work gathering info on the listings could take 1 to 3 hours right?

Travel there, do you thing, shoot the breeze with your clients at the end and see if we’re putting an offer in on anything we saw… drove home.

Outside let’s say four hours…let’s be really generous.

What did you do with the rest of the work day?

You’ve got a listing appointment this evening. That’s awesome.

Who doesn’t love listing appointments.

Of course you’ve go to prepare.

You’ve got to do your home work on the house

make sure you have accurate info

Put together your sale comps, maybe mix in some active properties for competition

Figure out your price (if you haven’t already)

Maybe run through your listing presentation just to make sure you’re sharp

Suit up…dress up…look your best

Drive to the appointment

Do your thing.

Crush it.

Drive back.

What are we at 2, 3, 4 hours total time?

Four tops right. Fours being generous.

What did you do with the rest of the work day when you got home?

You feel where I’m going with this?

The thing that you’re not doing because you didn’t have time.

The prospecting you didn’t get done.

The hour or 2 or three of phone calls, of follow up, of whatever you do to work new business that you DIDNT do…isn’t because you didn’t have enough time

You made a choice not to do.

Look I’m not saying that life doesn’t come up.

I have 2 smalls kids in day care. Life comes up.

Sometimes even the best laid, most well intentioned plans get wrecked.

Burt I want to make a conscious commitment to doing something

Something that I know is going to love the needle forward.

It may be something that I don’t even see the benefit of at the time that I’m doing it.

But what I do know, is that if you have a fanatical consistency in what you’re doing.

Showing up, adapting to a day where you plan gets screwed up and still getting you stuff done

You’re going to see the difference.

And that consistency isn’t just going to be a part of what you’re doing now.

It’s going to spread and it’s going to seep into the rest of you’re life

And you’re going to become the person that consistently gets things done

Instead of the person that consistently has to explain to themselves why it didn’t.

I hope you found some value in this video. If there’s anything that I can do to help you in your real estate business feel free to connect with me.

Have an awesome day

04/20/2023

Tell me if this sounds a little like you…

You’ve been working in real estate for a while…

Maybe a few years maybe a few decades…

You’ve done some transactions…

You’ve got some moments that you’re proud of you…

You’ve had some years that you hit production levels maybe you didn’t even think we’re possible.

The people that you’ve worked with have loved and appreciated your services so much that they’ve come back to you when it was time for them to move again…

They’re confident enough in your ability that they’ve referred you to their friends and family

You feel that you’re a STRONG agent

You’re HONEST

You’re HARD WORKING…

But come to realize certain things about the real estate industry…

About your place in it…

About what you enjoy and what you don’t enjoy doing…

Like most people (I hope) you probably got into real estate because you love working with people

You love interacting with people, helping them through difficult situations

You want to be the person that can be relied on when things are challenging, the voice of reason and clam when emotions are high and people need guidance…

BUT there are things you didn’t get into real estate to do…

Things that you’re not prepared to learn how to…

Figure out what you need

Front end the cost to get there

You’ve realized that you didn’t really get into the real estate to do run complex marketing campaigns

choosing your marketing goals, budgeting, researching your target audience, a/b testing, content creating, which channels you are marketing on…

monitoring results for effectiveness and recalibrating

You didn’t get into real estate to source, combine, integrate and deploy a tech stack of different systems to optimize how you effectively manage inbound prospects…

nurture and follow up with existing clients and maintain long term relationships with past clients

You didn’t get into real estate because you want to get bogged down with administrative work

co-ordinating different vendors, client expectations

deadlines, putting up for sale signs

keeping track of lock boxes, managing domains, social profiles, google pages…

You didn’t get into real estate to figure SEO...

Pay-per-click

Social media ads

Click-funnels

Direct mail

Does this all sound like what you got into real estate for?

The list of things that you DIDN’T into real estate to do goes on…and on…we could continue but we won’t

The list of things that you DIDN’T get into real estate to do is ACTUALLY likely longer than the list of things that you DID get into real estate to do…

Connecting with people…

Building rapport with current and future clients…

Providing actual value to the people you’re working with…

Going on appointments…

Writing contracts and selling houses…

HELP as many people as you can…

Really…

Is there any other reason?

For most, I think the answer is no

If there’s anything that I can do to help you do more of what you got into real estate to do, please feel free to connect with me.

Have an awesome day!

04/05/2023

There are a ton of things that can go wrong for you as a real estate agent…and that unfortunate thing about a lot of these things that can go wrong is that they are outside of your control

Buyer you’ve been working with

you’ve shown them 26 houses, they don’t buy one of them.

You get a text Saturday morning from them saying Hey, we’ve been talking things over and looking at our options and we’ve decided that we’re going to rent…we actually found a place on marketplace, saw it and signed!

Seller you met with, signed listing paperwork, you’re getting everything ready to go and they call to tell you something happened in their personal lives and they have to put the move on hold indefinitely.

These things are out of your control and there’s lots more of them.

Let’s talk about the things that you can control.

You can control your time.

You can block your time so that you can get things done that you know are going to move you business forward.

You can control your lead generation activities.

This is as an action if do correctly is going to lead to you generating income. So obviously this is important.

You can control the amount of prospecting you do.

You can control the amount of calls you make, the emails you send, texts you send.

You might say well Brandon I can’t control people responding or answering the phone. I call people and they don’t answer.

Well if I’ve decided today that I’m going to sit down and make calls until I speak to X number of people then that’s what I’m going to do, that’s the mission i’ve given myself for today.

We live in a world with so many distractions. Even this right now, this video, is distracting you from doing something that you know might be more important for you to be doing.

Our belief, and it’s simple, is if real estate agents would just turn their phones off for a few hours a day, 2, 3 hours and sit down to follow up with the people that are sitting in their CRMs - consistently - they will achieve real success.

Like there’s no question.

Focus on the things you can control.

Eliminate your distractions

Be intentional with what you’re doing

The simplest, most boring thing that’s going to have the biggest impact on your business.

Do what you’re doing consistently. The difference between you and the people that are failing or are going to fail in this business is

That you are prepared to do consistently what they will only do occasionally.

04/04/2023

Just keep making the calls…

I know it’s hard. At least it seems that way when you start.

But trust me, just keep picking up the phone

Just keep making the calls.

You know there are some times when I start jumping back in to prospecting calls and I get ready for a dialer session, i see the first name and I go to click the number and as I’m standing there waiting for them to pick up I feel the slight twinge of…

What? Nerves?

We spend all this time worrying about making prospecting calls.

I need to have what I’m going to say locked down before I can start.

You know what? You need to know what you’re saying but more than that you need to start making the calls!

My schedules are out of whack right now. I need to get reorganized and set some time blocks in my schedule. Then I can be consistent with my calls!

You know what? You probably should start being more intentional with your schedule and blocking time for prospecting daily but what you need more than that right now is to take action and start prospecting!

If you’re like me, when you’re not doing something that you know you should be doing you feel…

Guilty

Anxious

Stressed out

In the moment, it’s always going to feel better in that moment to do something other than what you’re feeling anxious about doing (and that you haven’t done)

But there’s a voice inside your head

Even if it’s a little voice or it’s being shouted down by other louder voices.

Saying we should just go do this

Listen to that quiet voice

04/01/2023

I’m bugging the people that I’m calling…

Hey everyone, it’s Brandon with the Polsinello team at RE/MAX

This is something that I hear from agents often

They start making some prospecting calls

Maybe for the first time in their lives, maybe they just haven’t done it consistently

And they come to me and say things like

I feel like when I’m calling these people that I’m bugging them

Have you ever felt this way? I’m sure that if you make prospecting and follow up calls that you have.

It normal.

But let me tell you something, if you are starting the calls from this position, from this mindset

Then you are starting the calls from a LOOSING position

Like really, you are hanging up on yourself before you even pick up the phone.

If I approach a prospecting call from the position that I’m bugging this person that I’m calling them I’m essentially saying a few things…

There’s no actual reason for my call

I have no value that I can provide this person

They’re probably just going to feel like I’m bothering them so let’s keep this as short and uninformative as possible.

Does that sound like that call is going to go well?

Of course not and it’s also WRONG!

There is a reason for your call.

You do have value to provide this person

Whether the person your calling knows it yet or not, you’re here to help them. Whether need it right now in this moment or not.

They may not see, they may not appreciate it but your consistency and perseverance in doing so is going to be a difference maker for you.

Your approach to the calls from a position that you are here to help, you have valuable information and insights in to the local real estate market that will be extremely helpful to this person when they are in a position to buy or sell or lease a property.

You’re here to understand their needs and how you can best serve them.

That’s it and I like I said, they may not realize it on the first call, or the second of the 15th…

But as many agents as I’ve had tell me I feel like Im bugging people, I’ve had just as many or more tell me that a prospect told them that they are impressed by their follow up, their consistency and their approach of genuinely being interested in helping.

Change the way you approach the calls and you’ll change the results of your calls.

03/07/2023

Agents are being fooled by a mirage

Hey it’s Brandon with the Polsinello team at Remax.

I did a video a few weeks ago about situations of multiple offers on properties being on the rise…

Sitting here a few weeks later we’re still seeing more and more multiples offer situations

BUT…

Agents are buying the mirage that the market is back…

I see it all over.

Agents are jumping up and down like this is some sort of return to glory

And whether it’s wishful thinking or wilful ignorance their not seeing that the thing in front of them is not the oasis but a train

And if you don’t prepare yourself you’re going to get run over.

We haven’t reached the bottom. I’m sorry I wish we have.

We haven’t reached the point where buyers have just adjusted to where interests rates are and theyre cool with it.

Everything’s good everything’s great 4,5,6,7 percent on a minimum of a million no problem.

People…where is the money going to come from?

Do me a favour, google Canada disposable income vs housing prices.

Inventory is low. But building.

I know just in what our agents have coming out over the next weeks and months - it a lot. So I can only imagine what other teams and top producing agents have coming in their pipelines as well.

This is not 2021…this is not 2020…it’s not 2016.

If you really pay attention I’m sure you can see it and you can feel it.

Yeah there’s multiples but the fever isn’t there…the lunacy.

Yeah maybe going over asking price but maybe not

Maybe they’re coming in firm but maybe they’re not

It’s not the same and it’s only going to last last until the inventory reaches a certain point or rates go up again which they’re likely to.

Check your stats…at least for us, despite this spurt of activity, despite agents dropping to their knees with their hands in the air like they’re being saved - inventory’s been climbing….slowly but surely since this time last year - we’ve easily tripled.

You have a window…take advantage of it.

I believe that you can help people, you can make money and you can be successful in any market

If you have listings, if you have listings coming. Get them up, get them up fast, price them aggressively and get them sold.

I know there’s a lot of people still sitting on the fence about selling and wanting buy first and know where they’re going but I’m telling you get them on board with selling first.

You’re going to have them buy something right now and we’re going to hit a very different market for sellers and lot of people are going to be in a jackpot of not being able to sell their houses again.

You think not have having any place to go is stressful?

Trying living every day knowing they in short order youre going to need the money to close on a house you’ve to signed to buy and you don’t have the money and your house isn’t selling.

I hope you found some value in this video. If there’s anything I can do to help you sell more real estate feel free to connect with me.

Have an awesome day!

02/24/2023

It’s ok to not always have the answer…

People appreciate candor. They appreciate honesty.

Hey it’s Brandon with the Polsinello Team…

One thing that I hear from a lot of agents

Especially agents that might be a little newer to the business or agents that maybe haven’t really got their feet wet yet

They’ve maybe had their licence for a few years but they just haven’t done a number of transactions that makes them feel supremely confident

Is that they’re worried that someone is going to ask them a question

And they’re not going to have the answer.

Let me tell you something

It’s totally ok for you not to know the answer to every single question that someone has

Now, let me kind of qualify that a little bit

If you’re meeting a buyer for the first time and you’re walking through the very first house and they go how many bedrooms does this place have again.

You better know that number.

But there are things that you are just not going to know, you’re not going to be able to be prepared for and there is going to be a day where someone asks you a questions, asks you something about a property, about something

And you’re not going to have the answer

And here’s what I don’t want you to do

I don’t want you to make up some bull answer just because you think a fake answer now is better than no answer at all

Be honest.

You know what, I’m not 100% sure on that right now. I’m going to reach out to the Seller, the listing agent, one of my colleagues, my team lead (whoever is appropriate of course) and get that answer for you right away

People are going to appreciate the fact that you want to give them accurate information far more than the fact that you don’t know the answer or EVEN WORSE that you gave them an answer and then had to back track when you got the right answer and tell them something different than you originally said.

This is even true when someone is asking you for values - if you’re not sure don’t make it up!

I know. You’re a realtor. You mean to tell me you can’t just look at any property any where at any tell and tell a person an accurate value?

we occasionally have seller clients with unique properties or properties that are not easily comparable. They’re hard to come up with a valuation for. Team members will come to me struggling to figure it out and I’ll tell them

Look, there’s nothing wrong with going to meet with a seller and being upfront with them

Mr and Mrs seller now that I’ve had the opportunity to view your home and really get a good understanding of what we’re putting a value on Im going to go sharpen my pencil and come back to you with the most accurate number that I can.

Pausing to get people the accurate information is better than giving people the wrong information even if it means you might look like you don’t have all the answers.

I hope you found some value in this video. If there’s anything that I can do to help you sell more real estate feel free to connect with me.

Have an awesome day!

02/14/2023

Offer Dates are Back

The offer date is just another tool in your belt...🔨 and not all tools are used on every job.

Hey everyone, it’s Brandon with the Polsinello team

They’re back… they drove us crazy, they drove buyers crazy, they helped drive real estate values into the stratosphere…

Offer dates are on the rise.

We don’t know for how long.

Personally I think we’ve got a lot of inventory headed our way in the coming months. Rates are high, payments are way up, cost of living is up, people are definitely struggling…but time will tell.

Now you may not be noticing this and frankly that doesn’t mean it’s not happened - maybe take a look

We are seeing a notable increase in offer dates in the areas that we work and this is also in tandem with properties that don’t have offer dates unintentionally receiving multiples because the listing agent may have priced too low…

So what does this mean for you…the realtor

I hate offer dates…but I don’t create the market.

I’m not in the business of deciding what trends, I’m not in the business of deciding whether prices go up or down…that’s not something I have control over…

What I do have control over is the recommendations that I give to my clients and in the particular conversation my seller clients as to the strategy we should take when listing their home…

An offer date isn’t the right strategy for every home in every situation…

What should you look for?

Offer dates perform best when buyer activity is super high and inventory is super low…

We’re in a weird spot right now…inventory is high relative to where we saw inventory when the market was crazy…but low historically and clearly below to the current level of buyer demand.

Does the neighbourhood your listing is coming out in have lower than the area average of inventory?

Has the inventory that is in the neighbourhood been sitting stagnant for days and weeks, potentially months with poor marketing and too high prices?

Is the home that you’re going to list a nonstandard home? The homes that typically perform best in offer dates are homes that fit the bill for a large pool of buyers. Certain types of properties may not fair as well with offer dates because the market is narrower for unique, nonstandard, buyer reducing home types.

Some properties need longer to soak on the market, longer for the active buyer pool to view.

Now there might be a few points I’m missing here but lastly, think about your clients when deciding what strategy you’re going to recommend. Offer dates can be fast paced, they can be aggressive and right now - they don’t ALWAYS work…

Is your client up for an offer date or would they be better served with a different strategy? Because ultimately the market is going to decide the price of the property - offer date or no offer date the result can and should be the same if you did your job…

The offer date is just another tool in your belt and not all tools are used on every job.

I hope you found some value in this video. If there’s anything that I can do to help you in your real estate business feel free to connect with me.

Have an awesome day!

02/08/2023

Your reviews are your resume

Hey everyone, it’s Brandon with the Polsinello team at Remax.

I’m sure like most people when you’re thinking about making a purchase - whether you’re shopping online or you’re buying something in the store - you look at reviews.

Even if I’m walking through somewhere I see something that I like I jump on my phone and I google the reviews before I consider making that purchase…

So what do you think happens when people are considering working with you as their realtor?

What do you think happens when you set an appointment with someone for the first time?

You book that first listing appointment

Your reviews as a realtor are your resume.

It’s amazing to me as we connect with realtors, especially ones that have been in the business a while - that have little to no reviews and are almost non-existent online outside of the standard realtor.ca profile page and whatever page their brokerage has put up their website that shockingly and lazily rarely even includes their headshot…

Now if you haven’t been great at collecting reviews in the past that’s ok.

You’ve done great for people in the past and you should be connecting with those people to ask for the review.

Anyone you’ve done business with, anyone you’ve help in your real estate business - reconnect with them and don’t be afraid to ask them to review your business.

Don’t be afraid that you might most always get 5 stars…it happens. We’ve got a ton of reviews and they’re not at 5ers.

On top of going back through your transactions and asking those past clients for a review make sure that you’re including those as a step in your sales process.

With our team, we encourage the agents to work this in close to where the property goes firm…

The house is sold…where it’s your buyers or your sellers it’s likely the point at which they’re the happiest - ask them for the review and let them pour that emotion into the text.

I hope you found some value in this video. If there’s anything that I can do to help you in your real estate business feel free to connect with me.

Have an awesome day!

01/30/2023

How do you work with today's buyer???👨‍💻

Hey everyone, it’s Brandon with the Polsinello team at RE/MAX👋

Something really important if you’re working in sales and marketing is that you’ve got to meet people where they are at🤝

We just got out of a market that was ridiculously FAST paced

As agents we had to move extremely quickly with our buyers or they would not get the house they wanted.

Running at the drop of a hat to get in to a new listing before it received 10, 20, 30 plus offers…

And now, that has been completely flipped on it’s head…

Buyers are moving SLOWLY🛑

They are being cautious⚠️

and they have fear that they may make a bad decision.

They’re worried about the economy😬

they’re worried they housing prices may continue to go down🏡

they’re worried that interest rates may continue to rise👆

So how do you work with todays Buyer?

It’s meeting them where they are at

It’s being what you were always meant to be as a realtor

you’re here to educate and inform and you counsel them through the process.

Now this may mean that you are going to have to truly NURTURE folks

truly provide VALUE

truly make allow them to KNOW, LIKE and TRUST you

The urgency is gone

the just tell me what I need to do the get this house buyer is gone

The agent that becomes the source of consistent guidance, information and patience is going to be the agent they wins in 2023 and likely even further than that.

Remember what you’re actually here for.

It isn’t just to open a door.

I hope you found some value in this video.

If there’s anything that I can do help you sell more real estate feel free to connect with me.

Have an awesome day.

Build A Real Estate Machine

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