AoG #5: Andrew Perrie - That Fine Life

Join us on this episode with Andrew Perrie on his journey to achieve greatness. Andrew is the Founder & CEO of The Fine Estates Team, Director of Communication & Recruitment for Revel Realty, Owner of Revel Realty in Niagara-on-the-Lake & Muskoka.
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Transcript

Fahad Farhat: 0:00

Welcome back to another episode of Art of greatness. We're excited for our newest guest and he's accomplished a lot of things. He runs two brokerages. One on Niagara on the Lake, one in Muskoka. He's the founder of the fine estates team right there on his bomber. On top of that, he's the Director of Recruitment, a head coach and the director of communications for revel Realty. If he's a father, a husband, and he kind of has been stolen away from his family tonight to this podcast, right. So I really appreciate that. Please allow me in welcoming Andrew Perrie.

Andrew Perrie: 0:33

Thanks, buddy. I really appreciate it. Thanks for having me on. It's, it's amazing. This is a really great office here. You know, Toronto, I It's amazing. I love Toronto. I've been here. I tried to come like, you know, I've been here like once every two years. And in the last six months, I've been here almost once a week. So it's good to be here.

Fahad Farhat: 0:55

And what keeps bringing you back now,

Andrew Perrie: 0:57

honestly, I've been this this year, I have. I've done more speaking engagements in the first quarter than I've done almost in my entire real estate career so far. So you know, I was in New York twice, Dallas, Austin, Texas, Toronto a few times. And so I've had a few appointments. Even now. You know, I had a couple of clients down here, all that kind of good stuff, but mainly just for stuff like this shooting the shit podcast and in speaks talks.

Fahad Farhat: 1:31

And speaking of podcasts, you have that fine podcast as well. That fine life?

Andrew Perrie: 1:35

Yes, that's right podcast. Yeah, yeah, it's cool, man, we're starting to it's really, really cool. Because a big inspiration for me is money buys happiness, you know, those boys. So they're basically what we're based out of Toronto. And you know, it was amazing watching their growth. And Ernesto and Anthony. And it was, I was like, how did that happen? So quick, but like, it's, it's not it wasn't quick, you know, and I'm feeling that slight peak of sunshine where, you know, people are starting to download, people are starting to request to be on the show. It's just a really cool experience. So the final life is, is actually gaining some traction, and it's about we started in September. Exciting. We

Fahad Farhat: 2:19

started in February. So there you go. We're both fairly new to this. Yeah. The episodes are you guys.

Andrew Perrie: 2:25

Oh, shoot. We're technically on season two. Okay. I did it that way. Because we were kind of refining ourselves every few episodes. I'm like, Oh, this is better. This is better. So we're well, I think we've done almost at least 12 or 13 episodes now. Okay. Good. To a month.

Fahad Farhat: 2:42

Yeah, I met exactly to him. Yeah. So that's been the goal is to a month.

Andrew Perrie: 2:46

That's right. And then I had a on the TCN network, Toronto Caribbean network was the only white guy on the roster. And we had his podcast called The Daily real show. Yeah, so it's great. So I've been doing this kind of stuff for a very long time. And our brokerage also has a podcast to be revolutionary podcast, which I'm the host of

Fahad Farhat: 3:08

all right, hosting everywhere, hosting and speaking everywhere.

Andrew Perrie: 3:11

And you know what, it's one of my favorite things to do even before. I like to, you know, I love learning. I love learning from new people meeting new people. And, you know, before I even got into real estate, I was traveling interviewing business owners. I was writing their story down recording it, posting it on LinkedIn, but apparently that was the last time I posted

Fahad Farhat: 3:33

on LinkedIn. Guess what? Guess what Andrew does, guys. He's a studio recording artist on LinkedIn. He's a singer. So talk to us about that. So how did you get into singing? And was that at a young age? Is this Is that what you actually wanted to do when you were younger? Yeah. Oh, yeah. There Yeah.

Andrew Perrie: 3:51

Yeah. So acting. Did a little modeling as well. Can you tell but in new music was a huge part of my life skateboarding snowboarding, I always wanted to be in the kind of public guy. I was the you know, it first started out we did a band. It was like emo like covering simple plan new found glory stuff like that used to play a lot of shows Cathedral, the Opera House in Toronto. And you know, our lead singer just didn't want to do it anymore. And so I stepped in and I loved it in you know, I really really tried my best at it. And then you know, we we got together in about high school, I guess you'd say so, but the band was probably grade nine is when we started right Fresh, fresh in high school. And then by the end of the high school we had as a lead singer screamer, our band was going on tour. We were you know, open up for God grade cancer bats follow boy, some really, really big acts. So it was great and I just didn't by the end of it. I was having so much fun. That was like partying a little too much, letting it go to my head and the band and kind of broke up and then from there is when I got my solo career. So monocle lights shout out to him. He was Captain Hooks back in the day when we first started in Toronto, a class 21 records. With How long have you been in trouble?

Fahad Farhat: 5:16

Since 97

Andrew Perrie: 5:17

Okay, do you know did you ever heard of a kid who talked with a stutter, but when he wrapped it was just perfect. He wrapped for Drake, Karl Wolff, like a whole bunch of people made a little little Jake's is his little Jake. No, he's not little anymore. He's like six foot four. Awesome, awesome. But anyways, did a couple of songs with him Dundas Square car, Wolf. So it was a really big part of my life. And, you know, when I was trying to make that transition out of the industry, it was I lost a big contract to go speak in Dubai, or speak, to go sing in Dubai at a hotel on contract for six months. It was a big, like I said, big part of my life, big contract. And what happened was, is, you know, like I said, that party and caught up to me, I was, you know, pulled over by the cops. You know, I had a court date, I ended up winning the court date, I fought it. And you know, it was one of my favorite, thankfully. But unfortunately, the court date was right in the heart of the six month contract, and they wouldn't allow me to leave Dubai, go do my court case, and come back. They said it was a violation. So so we squashed it before it even happened.

Fahad Farhat: 6:27

Wow. And how much would a contract like that be? Or do you remember how much that was specific? It was approximately,

Andrew Perrie: 6:33

it was flights, hotel food. And I honestly can't remember the money. It wasn't a lot. Maybe 10 grand for the six months, maybe? Wow,

Fahad Farhat: 6:42

wow. For all those people who are trying to be singers out there. That's what the life is right?

Andrew Perrie: 6:47

You know what it was? It was amazing. It was amazing. And then I got into my sales career, and I realized how much fucking money you can make sell and ship. So sorry, we like to swear on the book. Yeah, of course. Fuck yeah. So, ya know, I realized that it wasn't necessarily because everybody says, Why did you leave? You know, music is a passion, I could tell. But why would you leave? I said, Look, if it really was that big of a passion for me, I would have taken it more seriously. Do I love to sing Do I love, you know, playing guitar. And you know, especially around the campfire, of course, of course. But what I think I was more interested in was owning my own life. The sales allowed me to do that from a financial standpoint. And then it was taking too much of my time, so I didn't own my time. So then I decided, Okay, so what's the next step? Where can I make the most for selling the least? And it's, that was my misconception of the Misconception Number One of the real estate industry, by the way, and you know, so that's how I got into real estate. I said, Okay, well, the biggest thing, should I sell cars should I go and sell houses. So real estate was a natural progression for me. But what I realized is that it wasn't, again, the music that was a passion it was it was being able to live life on my own terms, which is slowly coming into fruition for me now.

Fahad Farhat: 8:14

But you can also do music for fun now and enjoyment. Because I find sometimes when you take a hobby that you love, that you truly enjoy, and you start getting paid for it, you sometimes lose passion for that thing. And then when you're getting paid for it, it starts to slightly watered down.

Andrew Perrie: 8:31

So not for me, okay? Because, because for, for me, the thrill is the transaction. So you pay me for my time for music. One on I'm so excited to finish. Because I know and do a good job, of course, because that's how you get asked back in real estate and in music. And that transaction of you paying me for my skill is the burning desire to sell. It's what really fuels me. So to answer your question, no, I don't I don't think that it watered it down for me at all. And, and what I do now, as opposed to you know, picking up my guitar and singing as a hobby, is I work on self development. So it's What can I learn? Who can I meet? Like, honestly, these things like a lot of a lot of people would be like, why would you spend my wife and listen to Why do you spend what is this podcast doing for you? What is the ROI on this networking event? I'm like, you can't you know, I just had Roberto bola from runner Cox who's a huge ultra luxury home developer, you know, he sits with Ted Cruz, Donald Trump. He flew up from Florida just to have the podcast with me yesterday. And as we're driving around, he's like Andrew, he's like, you can't measure these types of opportunities because I said, What does this what does this mean for you? He's like, Andrew, you can't measure these types of opportunities. No ROI on meeting Donald Trump. There's no ROI on meeting so and so he's like, but the only thing you can do is go in there network with purpose. And that's what these things do to me that not only it's that, oh my gosh, I just met this person who could potentially help me out down the road, how can I help make an impact in his or her life right now to make sure they don't forget about me. So those are the things that excite me. And it's almost feels like a hobby. Personal development should be part of your routine. But to me, it's almost like a hobby.

Fahad Farhat: 10:29

And it should be for everyone. Actually, I don't think people take the opportunities the right way as they come. I'll give you an example. So we go to the form every year, and the form takes place in November last year was in California this year, we're going to Austin and you get some of the top agents from across the world some of these guys do seven $800 million a year in transaction Georgia million dollars a year Santiago Rana

Andrew Perrie: 10:51

Yeah. Gina, do you know Gina? In the California Yeah,

Fahad Farhat: 10:55

yeah, Gina and George, those guys are fantastic. You get to rub shoulders with some of the best in the industry. And a lot of the peoples that are there are just there to take selfies and for social reasons. And then the people that are truly there to learn are asking questions are rubbing shoulders the right way building relationships, because who knows where that's going to lead you?

Andrew Perrie: 11:17

I agree. And you know, what I like what you said is because what I find is that we talked about this off camera too. It's like when people get, you know, a little bit of a platform, you know, they they kind of let it go to their head. And if you're one of these people, and you know you are you know who you are, you know, I want you to really consider because I've done this, this is how I know, I would go into conferences, thinking everybody knew my name. And it might have been true people stop me left, right and center. But I didn't take advantage of those opportunities. I kept my head down. I said, thank you. Yeah, blah, blah, blah. And then like kind of, I was too cool. I thought I was the guy that everybody was there to see. Which is not true, by any means. So you know, take advantage of these types of networking event and really make an impact on someone ask questions.

Fahad Farhat: 12:09

Yeah. And then who knows? Maybe for me, I was starting a podcast. I didn't know if I would at that time. It was just a thought it was something that I wanted to do. I hadn't even purchased the equipment yet. And the next thing you know, we've had some of those people on the podcast. We have special relationships with them. Some of those people were here. Two weeks ago, Alexia, you Mansky was here. Yeah, more reseals daughter, and then more recently, just came out with his new book today. So there's a lot of that happening now, where you have these guys and you can text them you have you've built a relationship versus just a selfie, lemme post to say, Hey, I met this person. And let me and yeah, there's no real relationship there. So it's fascinating, but you're great at building relationships. And you're great at leading, and you you got into real estate from gym memberships. Right? Yeah. So talk a little bit about that. And the Grant Cardone syndrome.

Andrew Perrie: 13:00

So the, the high volume sales aspect of, you know, gym sales, corporate sales, like, you know, you were in your past life, too. It's a taught you the importance of follow up, lead generation. You know, like, I've got people coming up to me all the time, calling me all the time. Like, it's just like, the latest software, you know, the latest lead generations, like, Okay, are you using it? I see your ads here, like, how are they working? You know, we need some really good lead conversions. But nothing's working. Like, what's the best company for online? I'm like, What's that? What are you talking about? I'm like, Do you have any clients? No, I'm like, so you're wasting your time researching lead generation companies spending all this money, waiting now for another 30 days for those ads to work, and then working, you know, banking on any of those leads, even working out when now 3060 90 days, 120 days have gone by, and you have no income coming in. So the problem is, is that most people could benefit from those high volume sales aspect jobs, because once you get into real estate, it's 100 times harder than trying to sell gym memberships. So

Fahad Farhat: 14:18

and you have people walking in through the door that want gym memberships

Andrew Perrie: 14:21

in that too. So when we get that question all the time, does your brokerage provide you leads? I like to call up John from Remax who's been there for 50 years and ask him how many leads REMAX has gave him. The point of that is that look, people don't call brokerages. Like they don't just like Google a brokerage and call head office. It just doesn't happen. They call you. So you need to get out there. You need to door knock you need to meet people you need to create content because people need to know like and trust you in order to work with you. And if you're just calling from behind a you know a computer screen, you know why don't you just let Have a I build a website and start selling houses? You know, it just it doesn't work? Yeah.

Fahad Farhat: 15:05

The no you like you trust you think kind of goes back to your sphere and ensuring that you're trying to transact with people that you know. Yeah, those are the people you call those online leads, they have no idea who you are. They've never heard of your company sometimes. And how are you going to convert those people versus the hundreds or 1000s of contacts you have in your phone? And then we have agents that are truly scared right now to pick up the phone and call a lot of new agents. When you tell them you need to call your sphere of influence. You need to call every contact in your phone. Yeah. And they don't do it. Right. A week goes by two weeks go by three months go by and then they end up quitting the industry. Well, what happened?

Andrew Perrie: 15:40

All I had to do was pick up the phone in in here's the thing. I think it's because there's a confidence issue in what we do. I've always I've talked about this before. Realtors are professionals, like doctors, yes. Like doctors, like lawyers, like mechanics. We're professionals. And we need to act as such. But there's a lot of people that are good at what they do. But they don't feel that they're qualified a or you know, impostor syndrome. They don't feel like they deserve the type of money we make. And they feel almost inferior or not deserving when they're making these phone calls. Like, oh, yeah, it's this guy. He needs to call me because he's desperate for a sale. Or this is, you know, intruding, or, oh my God, look at this guy. He's actually got to pick up a phone to make, you know what I mean, as there's, there's a certain level of what's the word? You know, let's just say that they're afraid to to pick up the phone and call their sphere, which I'm like, the sphere. The spheres are the best people to call each shoot the shit. And then hey, while I have you on the phone, is there any questions about real estate and can answer for you? No. All right, buddy. We'll talk to you next week. Not Hey,

Fahad Farhat: 16:57

do you want to buy with me? Bye bye. No, just lead with value, that first conversation you're having. And this is great tech training, guys. First conversation you're having with people needs to be relationship building. It's not you asking for business. It's just not

Andrew Perrie: 17:10

and not to. Not to mention, it becomes a little bit of an inside joke by the end of that. Your first few calls. It's like, John, I'm just checking in with you, man. How you doing?

Fahad Farhat: 17:22

I'm doing all right. Yeah, good. Hey, I

Andrew Perrie: 17:24

just saw you posted the baby or baby photo. You know, I can't believe it's been a year already. Since your son's been born. That's wild. Blah, blah, blah, blah, blah, blah. While I have you on the phone? Is there anything about real estate? I can answer for you? I'd like media is going crazy with interest rates are high prices are dropping. You got anything for me? No. Okay, great. I'll talk to you later. You call him back again. Hey, happy anniversary I saw as you and your wife's anniversary. Congrats, man. That's great. Well, I have you on the phone. Is there anything I can know? Okay, great. And by the third time you call, they're like, hey, Andrew, by the way, why have you on the phone? I've got somebody who's interested in real estate can you take them on? So it becomes a joke and a fun thing that they look forward to? So get out there make the damn calls.

Fahad Farhat: 18:08

Make the damn calls? That's great advice. Yeah, simple advice. But it's great advice. And a lot of people try to spend money on their business trying to make it explode. And it's not the right way to go. No, beginning in the beginning. Yeah, I do think there's a time in place because Facebook ads do have their templates. Of course, Google ads, YouTube ads, they do work, right. But they're going to cost a lot of money. And you need to do them for 612 18 months, in order to see a return you're not turning around in 60 or 90 days and getting transactions from a user.

Andrew Perrie: 18:38

Exactly. I mean, like the conversions that one to 2%. You know, you get 1000 leads? That's it could be a deal. If you're lucky to like choose on the very high. Yeah. But you get 1000 leads, and then you know, how long does it actually take to get that conversion is so is it even worth it? Yeah, no, I mean,

Fahad Farhat: 18:57

I'm with you. All right. So you get into real estate and you were with your with a blinking light of a brokerage, the first royal the page, URL, the page, and then you jumped to rebel? Yeah, talk to me about jumping to rebel, and why you made that move because rebels been revolutionary 100%. And it's been a big name, like the agency, right, that has come out very strong in the last few years. Right and talk to me a little bit about rebel and what drove you to them.

Andrew Perrie: 19:25

So I love this question, because a lot of your agency listeners are going to be able to relate. So essentially, I saw just like I saw an elephant is because when I joined elephant, elephant is zooming out in Canada for about eight years. And I saw how big good life is. And so you're like, Okay, so here's a company that's offering you know, better value strong culture, innovation in the in the world of real estate. I feel like everybody was just making so much money that they're like why spend money on marketing Why spend money on culture Why spend money on education, and I'm seeing these two big companies le fit or, you know, potentially big companies that are offering a ton of value ally fitness and revel. I see the similarities are uncanny. It's like, I know that this brokerage is going to take off in I want to be there to not only, you know, take advantage of that growth, but to help support that growth, more importantly, show my value. So as revenue grows, you know, I can help fill in the gaps in help with that growth and opportunity. So by the time you know, revel does become the next REMAX. By the time the agency does come, well, I guess in the States, you're probably already there. I don't know the numbers in the States. But in Canada, it's the same thing. LA Fitness was 1000 clubs in the States, three in Canada. And by the time I left, they're 20 in Canada. So that's what I'm talking about. By the time these companies get too big, as big as REMAX or bigger. What chunk of that are you going to have ownership in? And I thought, I'm like I can't do that with REMAX. Now, the second thing is simple. To not only be a part of growth and to be able to support it and take advantage of the opportunities that I A helped create, yes, for myself, but mainly, they would have gone nowhere without the innovation of Ryan and Nicky cervelli the innovation of Peter Tork. Right page. If they didn't have this forward thinking they would just be turning up. No, and you can't do that. No, you can't. No, that's not a good idea. They're like, wow, I don't know if that's something we're into. But why don't you go ahead and try it? Right. So we're trying new things. We're innovating, and we're trying to get our name out there. And I just didn't see that with some of the bigger brands.

Fahad Farhat: 21:52

That's fair. That's fair. And how's that transition now been going five years with them? And you've now opened up the brokerage in Muskoka, the brokerage in Niagara on the Lake, how many agents do you have?

Andrew Perrie: 22:05

So directly in our Niagara on the Lake office? We have what 2025 In and around there. And in Muskoka, we have four. Directly on my team, we have the two for Muskoka and we have eight in Niagara and then three admins.

Fahad Farhat: 22:24

Okay, fantastic. Yeah. Fantastic. And now let's get into a little bit about leadership. Yeah. And what made you want to get into a leadership role. And one of the things I definitely want to touch upon is this lack thereof, within the real estate world, because we have a lot of glorified salespeople glorified. People in broker type positions that are running brokerages, and they don't necessarily lead with value as much. So let's dig deep into that. Because I think that's a really interesting conversation that we don't normally have. And this is great for new agents, tenured agents, when you're trying to decide which brokerage or team to join, you need to lead with with value, what are they bringing to the table? What are you going to learn? And if you're not learning anything, why are you joining?

Andrew Perrie: 23:11

That's right. And, you know, I used to think that value was leads, and I needed to do is just provide leads, and you'll be fine. Thought it was splits. Yeah. Well, that's kind of too Right. Where it's not. Yeah, it's not splits. We definitely have, you know, for the teams, we have pretty comparative splits. Anyways, but let's not start there. Let's start. So why did I want to become a leader? And why did I want to take on these types of responsibilities? I'll tell you why. It comes down to this. It's because I'm lazy. It's because I'm lazy. And I'll tell you where I'm going with this. Look, I want to build an empire. I cannot do that. If I'm running around with like a chicken with its head cut off going from showing to showing writing offer to offer, I want to be able to have the free time that I need or require in order to grow. So I value the fact that I'm not running around, okay, I might be in my car, going to Toronto going to New York and all this other stuff. And I work pretty damn hard. But when it comes to servicing the clients, there's no better service than what you can do or provide for your actual realtors, and then that trickles down to your clients. So what I like to do is, you know, go into a market, become a top producer myself, get used to the way the market reacts to my style. And then we put our Realtors in there. And then we hire our senior sales and then we get our VP of sales in there. So It's basically taking that corporate structure and putting it inside of a real estate team. And you know what, as soon as I started the team, you cut your income in half plus add expenses, because now you're giving away your business, as well, as you're adding, you know, we've got a very similar desk, right? It's this things cost a lot of questions, they cost money. And so you know, what I'm looking for, in, in this leadership role is just the next step, to help provide me that lifestyle that I want to own going back to our previous conversation, because I am lazy at heart, I eventually want my businesses to run without me, see how I tie that in there. Just do so. But it's just like any investor, right? You want these, I'm never gonna use the passive income for this type of business. But I want to have my business run itself, the CEO, the Ownership mindset, where if I'm having to work into the business every day, then it's not an empire, it's just a job. And so that's why I decided to get into leadership so early on in my career, is because that I knew very quickly that I didn't want to be, you know, running around trying to chase deals all the time. And now I'm empowering my team, which is all women except for one, by the way, to you know, do it themselves, to empower them to become the best they can be, so that they can move up into their own leadership roles. Because eventually, my VP of sales will take my role that I'm in now. And then I will go to the next level.

Fahad Farhat: 26:43

That is very interesting. What's your, what's your personality traits? In terms of disc? Have you ever done a DISC assessment?

Andrew Perrie: 26:49

Oh, yeah, I forget, but I'm very high in one of them. And I think it's a D. I can't remember. Okay. Okay.

Fahad Farhat: 26:57

I think it's a D two, yeah, I feel it's a D, I'm very high in so I was a very high D, definitely early on. And as experiences evolved, the last time that I did, it was three years ago, or two years ago. And I was an extremely high I, but I was still a very high D. But I was definitely the dominant, which is more influential than dominance. But I guess learn through the experiences. Yeah, to flex that side more, because it, it gets more done usually, yeah, lunch outside gets more done than the the driven side, you need like I agree,

Andrew Perrie: 27:31

but that's why, again, call it laziness, call it on avoidance, call it leadership, which I do is that I knew that I couldn't lead my team in the direction that I wanted the team to be led by me leading it, if that makes sense. So what I did is I put crystal who was our top salesperson into the VP role, because she did a much better job communicating, training and supporting our agents than I did. So you have to be self aware, you have to check your ego, if you really, really want to grow. That's what I never understood about real estate agents. They bring on Realtors on their team, and don't let them do anything. You know, they get too involved. You know, they don't let now like, you know, I have some really amazing agents say, Andrew, why would you walk away from your business? Like, I'm not walking away from my business? I'm just having somebody more qualified, do it for me so that I can focus on growth? And then you would have other people, you know, well, why would you pay somebody to train your team? Like, what do you mean? What are you talking about? It's like, How can I grow if I'm focused on training my team. So now I'm not responsible for all 12 people I'm responsible for to my director of ops in my VP of sales,

Fahad Farhat: 28:47

and they run the business and they're responsible for the others. Exactly. It's

Andrew Perrie: 28:51

about empowering other people to take. So you want to talk about value. It's not the splits were a 5050 if you want to be on my team, or 5050. But here's the thing, you're gonna learn how to actually prospect how to, you know, cultivate your database, branding, marketing, we have a fortune 500. Coach, we do this, we do that we do team parties, we take care of all your closing gifts, we take care of all your database, your newsletters, your everything. But the biggest piece of value on top of it all, is the fact that you stay with us and you give us your best. You're getting promoted, you're getting a piece of the pie, you're going to be able to open your own office, you're going to be able to run your own team under us, you're going to be able to move up into a salary position. If you really want if I see somebody badass enough, I will 100% pay them a yearly salary to start Manning certain things for us.

Fahad Farhat: 29:45

That's fantastic. That's a great way of looking at it as a business owner and from the top. And I feel like a lot of people are stuck in the salesperson mentality right as their business owners, and they can't flip that switch ever. That's right. So let's talk a little bit about that leadership and what have you seen in the industry that you feel like really needs to change going forward with a lot of these glorified salespeople being brokers and not adding enough value to their agents that are around them? Right? not creating enough of a structure, even that, right? Because you don't have to do it yourself. You just need the right people around you to do it. And you need a little bit of self realization, which I think is hard for some people. Yeah,

Andrew Perrie: 30:27

well, I'll be quite honest. I see I don't see any brokerages or brokers or especially REMAX where the page or the bigger guys, I don't see them not providing value anymore. Like revel when we first started education in tech was our biggest value prop. Nobody's offering a CRM nobody's offering in house marketing. Nobody's there's nobody that now everybody's doing it. They may not be doing the marketing part as well as us, but you guys are great. But there's a bus right there.

Fahad Farhat: 30:59

Number one, put it out there. Number one number.

Andrew Perrie: 31:04

Okay, so, but you know, education in technology, everybody's doing it. So they're, they're getting there. But there's real no innovation to what they're doing. And we have something to prove. So I think that's the biggest thing. But now if you want to talk about it from the team level, it's like if you're if you're too involved, and you know considering that your way is the only way of doing things you're gonna die very, very slowly in for the people to brokerages who aren't doing it in I will never drop any of those names but you know who you are. If they're not doing it they're they're already dead. So I don't see them as competition I don't see anybody's competition for that matter, but and there's

Fahad Farhat: 31:48

great people that every brokerage let's put this out there. Oh, that's whether it's exp REMAX agency rebel Coldwell Banker, it doesn't matter the brokerage, it's not about any one brokerage being better than the other. There's great people everywhere you need to learn how to greet people every not just the brand.

Andrew Perrie: 32:06

Exactly. So when I do, like recruitment appointments, I just say, look, you're going to succeed or fail, no matter which brokerage you go to, where are you going to be the happiest and the most supported? And that could be different between who's running that office or not? Yeah, it doesn't have to be a brand thing. It could just be a manager thing.

Fahad Farhat: 32:28

I also think it's important as as leaders to bring on the right people, not just Yeah, we don't take everybody Yeah, I think it's more important to say no to some people, especially if they're not willing to go above and beyond and I shared the example, interviewed, this guy won't name drop, of course, he was with a brokerage. And I have some friends with this brokerage that I truly support that I think are great. Yep. And sure, it may not be the right cup of tea for everyone. But at the same time, I defended the brokerage. Well, what have you done in the last three months or six months to take your training into your own hands? Have you asked the right questions have you taken because you mentioned this off camera, that you are independent contractors, right? You're not our employees, we're here to guide you in the right way. But you've got to go run your site, and nobody's going to hold your hand and run with you. Unless you're the one asking the question, say, Okay, what do I need to do next? Where does my next training come from? What can I do to elevate myself and really going back to your earlier points in the conversation? How do I better myself, self improvement is key. But if you're not seeking self improvement, and you're just hoping for it to happen, and I said this to a couple people, even during coaching sessions had coach. So I said this, I was like, Do you want it? Or are you willing to do whatever it takes to achieve it? But there are two drastically different things. So

Andrew Perrie: 33:51

people don't it's so hard for people to grasp that. They think they think they want it, they think they will do whatever it takes. But you said something, and I didn't really answer you. So I want to touch on it. Because you you kind of said What are brokerage? What's the problem with brokerages that you see what can be fixed, but I think in the as the industry as a whole, I think, I think what's kind of I don't want to say ruining our industry, because I don't I don't think of it that way. I just say if this is for individual agents, or people that are like not making the money that they want to make, and they feel like they're working really, really hard. It's the social media. All right, and this is coming from a guy who does a ton of social media all the time. That's one of my biggest value props that I felt that I brought as a team lead and as a realtor, and as you know, a realtor to a brokerage. And what I've realized is that that complements everything, but social. What I realized was that social media is not marketing. It's not advertising. It's it's social media. And what I feel like is that people are spent years and years Years and years trying to properly perfect their craft on social media that they totally lost track on how to prospect how to actually talk to people. So I was at the bus conference, you were there. Not one friggin people, people, not one friggin person talked about social media for growth, or to grow your bid to convert deals, it was all about going back to basics, meeting people in person, and you know, creating those actual relationships, because what we're finding now is that the top producers are still selling the people who, regardless of how long you've been in real estate, but for those who are doing decent at converting incoming people on social media, or leads or cold leads, or hot leads, or whatever, they're it's just, it's just not working anymore. People realize that social media is supposed to be social, they don't want to be sold anymore. And so that's the problem is like, you know, these people are on tick tock spending. I'm not bashing tick tock, but you're spending too much time

Fahad Farhat: 36:08

is spent four hours on, I've seen people spend three, four hours on it saying real and I'm like, spent three hours fucking calling people spend three hours prospecting, go door knocking, right? Go do something that and these are like, these things are free calling people door knocking is we're not even telling you to spend your money, right? Spend your time wisely. Exactly.

Andrew Perrie: 36:25

And I'm doing that every day. And so people are like willing Joe, could you say that you post two to three times a day and like fucking 30 stories a day. I'm like, you have a debt, it doesn't interfere with my growth. I don't have a problem. I closed deals, I do deals. I support my team. We're growing, we grew by over 40%. Last year in the slowest market I've ever seen in my life. We grew we went from 2% down to 0.8% in the entire market. And so we did that. By man. Like I hate to say it again. But back to basics, just like normal people talking to normal people helping them with their needs. And that's it. I love it. Love it. Now,

Fahad Farhat: 37:12

these are perfect gems. So let's let's dig deep into coaching a little bit. So you do enjoy coaching? Is that one of your favorite things to do? So if you could do anything you'd like public speaking, yep. And what would you do in the next? I'd say five years? What's your outlook on real estate on your personal career? What are you really looking to do? In terms of elevating yourself into that business owner?

Andrew Perrie: 37:35

Yeah, yeah. So I mean, biggest thing for me is brand awareness. My business is 90%, agent, Agent referrals. We did 51 real agent agent referral connections last year. So I say connections because we didn't close 51 of them. Some of them didn't end up working out, but we're still working with them, blah, blah, blah. So you know, 51 agent agent referrals in 2022 90% of my business is Agent agent referrals. And I base my entire business off brand recognition. So that's just how I personally do it. I haven't really met anybody else that can replicate their businesses like how I do mine. So what I you got to focus on your strength? Where does 80% of your business Come on? Come from focus on that? It's 20% came from online leads digit in focus on that 80%. So what am I doing? I'll be doing way more traveling, way more speaking, way more podcast way more guest appearances. We're working on a show as well, we were filming that last year. I hate to say it, but some type of course, some type of book, eventually, that's in the five year plan for sure. You know, rather people, it's a best seller or whatever, it doesn't matter. It's more of a business card, some more to help build that credibility put a face to the name for the people that don't normally or don't know who I am yet. So that's all that's all it is into. Just to correct you. So are the head coach is actually just how we call the people that run the brokerage. Okay, right, who run the play. So I have my VP of sales, who does the coaching, we also have a fortune 500 Coach, Marianne from Red Apple coaching, she coaches the entire team and our VP and myself. And then we have what we call mentor. So our mentors are people who've been in the business three years, and they have all the first year realtors. So again, they're doing the groundwork. I'm here to help support but from a coaching aspect. I run the place. Right? And I love I absolutely love it and what I love more, which is I didn't I was really unsure of how is he going to react to this. But what I love more is watching the VP and the director of ops run the place where it's not just me now, there's my assistant or my awesome offensive line coach, whatever sport analogy you want to use, it's great to watch them run the play. So now, my next transition is getting to that ownership lever level where I don't have to be the CEO anymore. Somebody else is the CEO running the plays. And I'm just scouting.

Fahad Farhat: 40:24

Awesome. Yeah, it's fantastic. All right, let I want to touch a little bit upon family. Okay. Okay. Go in there. Yeah. Oh, yeah. Perfect. Let's talk about family. Yeah. Two kids, right. Three Three kids. Okay. I

Andrew Perrie: 40:38

didn't treat ya threes. Ya

Fahad Farhat: 40:39

knew about third you didn't tell me about?

Andrew Perrie: 40:42

Well, we had we had Hudson new seventh and 2016. Okay, well, we tried for four years to have baby number two because we wanted to keep them close. That's what you know, I'm I have four brothers, three brothers and one sister but you know, different families. Right. So my dad and my mom was divorced. So I basically grew up an only child till is about 14 Till my brother Nathan was in the house with me. So I was basically an only child throughout my entire childhood. I like wouldn't have been nice if you know, I grew up in a in a larger family if my kids could grow up in a larger family. So we wanted to have those kids clothes. My wife's Italian. So she was one of four her dad was one of eight. So you know, big families was was important to her and her life. So we're trying for four years didn't happen. 2020 comes we were blessed with our second baby Cade. Three months later, we're pregnant with our baby. Number three, whose name is Jagger. So Hudson, Kate and Jagger, and he was born almost 12 months to the day, they have a couple of days, their birthdays are apart. That's

Fahad Farhat: 41:51

fantastic. Both my kids 12 days apart.

Andrew Perrie: 41:55

Wow. Exactly. Yeah. No. 12 112 months, 12 months to the day. Yeah. Oh, well, once 20 May 24. Day, others may 28.

Fahad Farhat: 42:03

Wow, that's fantastic. And then how has fatherhood kind of shifted your perspective on life on your goals? And how has it really driven you? Because I, I found once I had kids, it really gives you a different perspective on life. So I just want you to share that with the people that are out there that may be struggling to juggle both and trying to figure out what balance they need as well.

Andrew Perrie: 42:26

So I've got lucky in the sense that, you know, a lot of my clients are like 60 plus. So what I started out in the business, I worked a lot. Seven days a week did every open house every Saturday, Sunday, I hustled my ass off. I made a lot of sacrifices, but here's the difference. I literally made the sacrifices. I did it as much as I could. I was in the business seven days of fucking week, when people now are like, Oh, I'm sacrificing my family, this and that. I'm like, how many open houses did you do this month? 00. So what were you doing on the weekend? When I was with my family? I'm like, so what are you fucking sacrificing? So Monday to Friday, I live intimately sacrificed, you know, the first couple years of my kid's life. And that led me you could do it half assed and sacrifice five days a week and get to where you want to go and 1520 years or retire by 65 Whatever fuck you want to do. I get really passionate about this because I try to help people. And it's like, their mind. If you can't help change their mindset, then you're going nowhere. So now after two and a half years of doing my best every day, I was able to start a team start in office. Now five years in. I have the ability to one my assistants go out they shut the lights off at four o'clock I leave. Okay, when I go home I still on my phone and computer sometimes he rarely the computer and plus it's four to 6am in the morning. But yeah, okay, I'm on my phone, I'm doing things but I'm not out showing properties. I'm there eating dinner. So I sacrifice two and a half years to live the life of an entrepreneur who's building an empire. So okay, yeah, it's six o'clock right now on a Tuesday. But, you know, they understand how in support my goals. So, anyways, it's still a tough thing that I deal with every day. But you know what? Gave knows where the hell I want to go with my life. And it's, it's gonna be a lot more long nights. And it's gonna be a lot of, you know, I don't miss anything. I don't miss soccer. I don't miss Miss hockey. I don't miss the important things. But You're damn right. If there's an opportunity to take off to Florida, Germany, I'm just naming countries and create relationships and future business for myself. So I'm taking it and she knows that and she supports it.

Fahad Farhat: 44:52

And thank you, Gabe, for letting Andrew Come on. That's supposed to be with you and the kids. That's right. So thank you Special thanks to that, yeah, to all the moms in the world, right? Oh my goodness, they make our lives a lot easier.

Andrew Perrie: 45:05

And three boys, I can't even handle it for 15 minutes when she leaves or she goes to the shower. It's like the biggest angst, anxiety 30 minutes I've ever had in my life. These kids are crazy. It's for three boys. Man,

Fahad Farhat: 45:18

once you had kids, did you become more driven and even more driven for them?

Andrew Perrie: 45:23

I knew that. So that's, I kind of meant to say that in my answer, but I kind of ramble on sometimes. But you're absolutely right. So when I look at them, I see their I can envision it right now they're playing with their cars, their whatever, you know, hitting each other plan. And I'm like, You know what, I need to ensure that everything I do moving forward is to the benefit of them. And that way, okay? I might not be able to be with them every single weekend. But I want to make sure that within five years, I'm there every single weekend. And if I'm going anywhere, because right now it's it's a lot of money to pack up a family of five and fly four to five times out of the year to wherever I'm going for work. But you know, I would like to be in a position where we, you know, fly private and have them hop on a plane with me and go to Dallas and go to Austin when I'm speaking so. So that's the goal I want to do. They're driving me to complete my goals faster. But I say that and then gave knows that. Okay, yeah, but you're gonna hit those goals. And then you're just going to create new ones for yourself, but I feel the goals change in their intensity or what they entail as you get older with your kids.

Fahad Farhat: 46:36

Oh, but the goal is never end, right? That's truly driven people. You're, if you're reaching for 100, and you're at nine, you're like, well, one 120 And then 150, and then maybe 200. And it's just, it's never gonna end because you're driven. And if that's what you've always been, that's where you'll be, but that's why you're successful.

Andrew Perrie: 46:53

But think about how many people are actually running their business like I am so early on in their career. I'm lienholder. You Andrew 3535. So around the same Yeah. 8787 87 Nice. Yeah, love it. So I'm I hired to salary people I hired my VP who's based on production sales, she gets a percentage, I'm doing that, because I'm setting my life up for the future so that I don't have to miss those soccers or hotkeys. It's important to me, and you know, maybe gate doesn't see it right now. She always like, shows how she can kill me. She always like you're not a doctor. I'm like, what I'm like, might not be but I'm making more money than my dogs are, that's for sure. But but doesn't mean that it's like, okay, right now I'm putting this in. But eventually, the gold the things that you need to do, as you grow, gets more lazy, where you don't have to be at certain things. You don't have to, you can delegate so much. And more people, I don't see anybody doing that in the real estate industry till they get to year 10. Show that by my calculations, I should be in the position that I want to be by year 10, where I don't have to fucking worry about missing anything. And I can bring my family to wherever I need. Do.

Fahad Farhat: 48:15

I love it. That's fantastic. All right. For our final segment, we're going to go into the market. And you're the first Torontonian I've had well, I had Peter, but didn't want to talk to Peter about the market. Because I think I wanted a different mindset to come into place where we haven't spoken about it now. And over the past year, lots have changed. Yep. So what is your outlook on the market going forward? And of course, a quick synopsis. For those who don't know numbers, we had numbers come out a couple days ago, we're down 15% year over year, which was at the peak around 20 to 23%. We did go up the last two months on average price by 5%. And then 1%. Last month, 1%, March and 5% in February. So we are starting to see a bit of a turnaround we're starting to see list price versus sales price is over 100% Already isn't on the market, or 19, which is very healthy, maybe not compared to the nine from last year. But that was an unhealthy market. What's so what is your outlook on what's really transpired? And what buyers and sellers need to look out for today?

Andrew Perrie: 49:22

Right. So I was on a podcast last week, answered that question. And immediately, you know, after we released that video yesterday evening, I wake up at five in the morning. Check my phone and a friend of mine said hey, you're famous. What are you talking about? Somebody had screen, grabbed our video and posted on Twitter. Her name is Justice Queen if you guys want to check her out on Twitter, it's riveting stuff. And basically like calling me a clown because I Share, because we do over 100 deals a year more more than that. And when I say we can sense things, I mean it because we're actively doing deals every single day. We can, we can see when things are shifting before the average agent because we're in the trenches. So this girl's like, what is this clown looks, he's got a crystal ball, and it blew up. And I'm, I'm infamous on Twitter now. So thank you, justice, Queen. But anyways, so for the market, we're seeing in Niagara, for the first time in 12 months, we're seeing conditional and pending sales overtake listings, the new listings daily. So it's like goes up and down, of course, but even at 4050 60% of new listings is still a strong seller's market. So you're seeing it starting to trend upwards, which are what I said on the last video is it's going to be very difficult for buyers. And it's gonna get super competitive. And because he is

Fahad Farhat: 51:02

right, we're out one and a half months of inventory for

Andrew Perrie: 51:05

the exact series. That's a very, we're at less, yeah, so it's an interesting time. But here's the thing. So here's my take on what I think is the biggest difference in what we're going to expect. So last year, when things died down, interest rates were going up, up, up, up, buyers were like, there's no way I'm going to be buying something and then you know, even if I lock into a five year term, and rates just keep going up, you know, like, that's crazy, you know, because just the way it was trending, everybody wanted to wait and just see where how far these rates gonna go. So now we've got the race that are halted. Some people expect him to even go down slightly. Who knows, I don't know anything about the rates. However, what I do know is that now there's a lot of buyer pent up energy that is ready to explode. And you couple that with six months of stale inventory. Pete So every new listing, they're getting popped in grabbed

Fahad Farhat: 52:13

right away real quick, because these days on the market one day on the

Andrew Perrie: 52:17

markets, people have been on the fence watching these shitty old listings that are overpriced, not sell. So as soon as new blood comes out there attacking these buyers. So that's why all my sellers, if you want to know if you've got an obvious choice listing where it's in good condition, great neighborhood, it's gonna you know, price well, wait, I don't this is not for the GTA. I don't know the GTA. It's time for Niagara weighed in to see those numbers start trending up just a little bit more and then put your market on. If you're a buyer, you better get in now or you're not you're going to be competing. So if you have conditions get out there get you maybe have a week.

Fahad Farhat: 52:56

I completely agree. Right? I think buyers are gonna get bid out by other buyers, right? That's just what's going to happen and we're already seeing it. We're already I look, we don't know how much the market is gonna go up. Nobody does. We don't have a crystal ball. But we're of that apparently I do even even in the Toronto side, we're of that same mindset, we're look, if you're just looking to sell and take money to yourself, maybe not today, wait a couple months, you'll get more money. But if you're looking to buy and sell, make an upgrade or a lateral move, now's not a bad time, because on the buy side, you're really going to get that right

Andrew Perrie: 53:29

in at the end of the day. It's always a good time to buy real estate. When you're ready and feel comfortable.

Fahad Farhat: 53:38

And when you're willing to hold for a long period of time. And you're not one of those guys buying for assignments for six months down the road. I had a chat with my good friend Mark Salerno from Vaughn. We were we were chatting about assignments, because there's so many people that just picked up these properties left, right and center, they're having a difficult time closing on them. And there's assignments flooded in the market, right?

Andrew Perrie: 54:04

So but that's that's another thing, like a realtor not to bash anybody's business. But like I mean, there's, there's a difference between you know, somebody who wants a paycheck and somebody who wants your business for life because none of those buyers are calling those Realtors again. No, no. Yeah, yeah, that's just not gonna happen. So what do I think for a longer term is that I think what we're going to be seeing in you know, how it relates to the pandemic is, if you remember the year 2016, it was pretty intense. But I think this year is going to mimic that to some degree to when they had introduced the stress test, you know, there's still some competition going on. It's definitely not going to be as intense as the pandemic so you can be relieved there. I don't think there's going to be much conditions but I do think you know, the over asking thing, as long as people aren't fucking undercutting it so much, you know, five 10% Makes sense. You know, you got to do the best for your client, right, but we're seeing like 50k over no conditions, maybe one conditions, maybe a three day condition. So I think it's going to be slower in that sense. But, you know, you've still got as once you get more growth and equity coming back in the GTA, they always sell and come out our way. So,

Fahad Farhat: 55:17

yeah. And then Niagara, we saw some of those prices come down quite a bit, right.

Andrew Perrie: 55:22

It's everywhere in the outlining towns like Niagara on the Lake,

Fahad Farhat: 55:26

not on the lake as much, but I agree, generally, Niagara Falls. I'm talking about St. Catharines. Yeah, they were on

Andrew Perrie: 55:32

the lake and million dollar bungalows are back down to 657. On Exactly. And

Fahad Farhat: 55:37

we were looking at a lot of those where these clients were being and I saw this happen because I was working with a few clients in Niagara Falls, we're looking to invest now. We just saw them shoot from 750 to 850 to 950 on just offered dates going nuts. Yeah. And then the clients just ended up standing by and nice things are 650 700. But you can get two dwellings and this is great advice. For those of you who are out there wanting something go out guys look in the Niagara region, look in the Ottawa region. Look in Barry, there's deals out there where you can break even or even positive cash flow, even at today's interest rates.

Andrew Perrie: 56:11

Well, yeah, I mean, even like the rates in Niagara or on part two, Berry, Guelph, all those other areas, right, like, I mean, those types of bungalows bring in 2000 on the top 1500 on the bottom, so you gotta run the numbers with your 20% down or however much you're

Fahad Farhat: 56:30

actually putting in very, they're bringing like three up top. Yeah, yeah. A night was a little bit lower on the

Andrew Perrie: 56:37

depending on where you are. If you've got four beds, you'll get 3000. Yeah, four beds. You

Fahad Farhat: 56:41

got 3000 there? Yeah, for sure. Yeah. All right. Awesome. And what can we plug in terms of social media? Can you share your YouTube and social media?

Unknown: 56:51

My social media other than my Instagram is the entropy and everything else is Andrew Perrie. All right. Yeah. Andrew Perrie. Yeah, buddy, find a state see that find life baby that find

Fahad Farhat: 57:02

life and the fine. You know what? We didn't get to the fine life method. That's what we didn't get to. Yeah, that

Andrew Perrie: 57:08

was on my list. It was I'll give you that. We talked about it before

Fahad Farhat: 57:11

we did chat about it the fine life method. Yeah. Do we dig into that? Or do you get to ask a question

Andrew Perrie: 57:16

I can do, I can do it. So the fun life method is, is you know, it started from meat. Like I said before, all my clients are 60 plus. So I was watching, you know, some people completely cash out of their house, make a mil put it all down on their new place for their mortgage free, they're happy. Maybe they made sold for 1.5. They bought it back in the 80s or 90s. And they're enjoying their life in Niagara on the Lake or Muskoka. And it's just they're playing golf, they're just there. They've built their entire life around their house, real estate. I've also seen people that were in bad financial times that mortgage their house 234 times since they purchased it. So by the time they sold, they're still 60 years old. And they in the 67 years old, and they have a mortgage. Right. So I'm seeing two sides of the real estate transaction on somebody's life. And I realized, no matter what real estate is the wealth builder, it's your financial cushion. It's your bank, it's tied to every aspect of your life. And to me, in the ending of your life, is where you need to be enjoying it the most. So whether you're physically enjoying it, because you've made good decisions throughout the course of your real estate history, or you need help, I want to make sure that every single transaction feels like they're making the right decision now, in that they're living that fine life. It's every transaction is white glove service. We have two client parties a year, we have birthday cards that go out. We have personal touches that go out. We have randomness, random events, random education, random interior designers, people coming into our office all the time. And it's it's just that personal touch, that never leaves the mind of our clients. And they walk away saying, Wow, I feel like you know, this whole stressful Enos of the transaction is now gone. And I can live that fun life.

Fahad Farhat: 59:33

I love it. That's that fine life guys. And on that note, thank you. Yeah, I really appreciate it. Are you going to sing out? acapella for us? No. I'm just kidding. Thank you guys for tuning in. Really appreciate Andrew sharing his greatness with us. We wish him the ultimate success in the years to come. And I have no doubts that he's going to absolutely kill it.

Unknown: 59:56

I appreciate you. Thank you so much. All right. Take care guys.

Fahad Farhat: 59:59

Peace. See on the next one