In episode 34 of Wake Up to Wealth, Brandon Brittingham interviews Ibrahim Hussein, the Founder of Affinity Real Estate, and Justin Havre, the Team Leader at Justin Havre Real Estate Team, as they dive deep into the strategies and mindsets that have propelled their success in the industry.Tune in to learn about the philosophies that have shaped their careers and discover actionable strategies for achieving wealth and success in real estate.SOCIAL MEDIA LINKSBrandon BrittinghamInstagram: https://www.instagram.com/mailboxmoneyb/Facebook: https://www.facebook.com/brandon.brittingham.1/Ibrahim HusseinInstagram: https://www.instagram.com/ibrahussein_/Facebook: https://www.facebook.com/hema412/LinkedIn: https://www.linkedin.com/in/ibrahim-hussein-6aa213a6/Justin HavreInstagram: https://www.instagram.com/justinhavre/Facebook: https://www.facebook.com/justinhavre/LinkedIn: https://www.linkedin.com/in/justinhavre/WEBSITESBrandon Brittingham: https://www.brandonsbrain.org/homeAffinity Real Estate: https://www.affinityrealestate.ca/Justin Havre Real Estate Team: https://www.justinhavre.com/eXp Realty: https://www.exprealty.com/
Chapter 1: What is the purpose of the Wake Up to Wealth podcast?
This is Wake Up To Wealth, a podcast dedicated to helping you change the way you think about wealth. And now, here's your host, Brandon Brittingham.
Hey, what's up, everybody? I am back. And as promised, I told you guys that I'd have two of my homies on here, two of the smartest guys I know in real estate to talk about how they built their business. And we're going to dive deep into it. So I got my two Canadian brothers today, Justin Haver and my good friend, Abraham Hussein. Did I say your name right? All right.
Because we can edit that if not. And I've been trying to convince Abraham to get to 11 with me in Miami, but still hasn't happened. So maybe after this episode, he will. So these guys were in business together at EXP. One of the big reasons that I decided to join with it was these two. But I want to go behind the curtain a little bit today.
Chapter 2: What strategies do Ibrahim and Justin use for success in real estate?
So, Ibrahim, you know, you run a really big business in Canada. Yeah. um just kind of give us the background kind of the blueprint of like what do you think has made you successful what has been kind of part of why you've grown and and done so well thank you brother i appreciate it um it's the idea that
Tomorrow is never promised. Success is not an option. Failure is not an option. So growing up, playing soccer, finishing, getting into law school, practicing law career after the fact, it's the idea. If you're not first, you're last. And number two is the second loser is the first loser. Number two is the first loser. So that is the mindset I always embody and the hat I'm always wearing.
Chapter 3: How important is mindset in achieving success?
So if I'm doing something, it will have to work out. So that mindset of like pursuing perfection day in and day out, knowing that we'll never be perfect, but the fact that we're chasing it is fulfilling on its own.
So that's a mindset thing. What do you think? Which is great. What do you think kind of tactically? What do you think that you guys do? You know, can be anything that helps make you successful?
I look at this as like I'm a cultural creator and business extractor in the sense of. Community is my number one thing. If I have a superpower, it's building community and building a long-term relationship, meaningful relationship that makes people feel proud to be part of the community that we're building.
Chapter 4: What roles do community and relationships play in real estate?
That's on a team level, Finite Real Estate, or on a Beyond Real Estate level, which is our organization, EXB. I get the privilege of hanging out with people like you guys, people that I learn from and contribute to. Yeah, so I'll say a greatness extractor is anybody that will work with me closely.
They will experience a degree of discomfort to push them to be the best version of themselves and always striving for that. Be the best version they can possibly be.
What are you guys doing right now that you think is working? Just in the field, buying and selling houses, what do you think that's working for you versus somebody that's listening to this that's struggling with their business? What are you doing? What are your agents doing that's working?
Justin, you want to go with that?
Well, you know what, they're simply following a tested and proven process that we have obviously cultivated and developed over 20 years in this business. And, you know, again, helping the agents, you know, create that five-star client experience.
And we're obviously in the marketplace to solve our clients' problems, whether that is a buyer, seller, or an investor, making sure that they make informed decisions. And I'm a big believer that in this business, what you put in is what you get out. And I think the reason why a lot of agents perhaps struggle is because they're lost.
They may not necessarily have the support or the blueprint to success. But then at the same time, when they have the blueprint, you lay that out for them, they got to have the want, they got to have the drive, they got to have the fire in the belly in order to, you know, follow that blueprint to execute on the plan. And, you know, we all see on social media,
Everybody's posting, you know, hey, I sold the house, I sold the house, but that doesn't show all the hard work that goes in behind the scenes. You know, we don't tend to post pictures when we're sitting in our CRM, dialing, connecting with people in our database day in and day out, building those relationships and nurturing them along and setting those appointments.
Opening doors, showing houses, sitting at listening presentations, negotiating offers. That's the fun part, right? But it's also doing the boring, mundane stuff is what really drives a business. And for myself now, in February, it'll be 20 years in this business. And the countless hours that I put in, and even when I was starting out in building the business,
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Chapter 5: What are the key characteristics of top-performing real estate agents?
I don't know about you, feel a lot better when I know how much money I got coming in, regardless of what's going to happen in the world every single month.
Yeah. And Brandon, you touch on something really valuable there as well. It's like, you know, for real estate agents, they're used to riding the roller coaster, the peaks and valley of income. And they know that, and this is a very common behavior of a lot of agents, January 1st starts, they're like, oh man, I got to get to work.
They start diving into their database, calling their clients and start, again, working in the business. So then they can have a predictable paycheck 60 to 90 days down the road. But what is the first thing that they start to do when they get busy with appointments? They stop prospecting. It's behavior, right? Path to least resistance. Nobody wants to do the boring stuff.
They want to be out there showing houses. And if you want to have that predictable income, and they're what I see of the most successful agents in the industry, they actually treat their prospecting like an appointment. It's set in a calendar. There's nothing that will deviate them from that appointment. That is a commitment to their future. That is a commitment to their family.
That is a commitment to their future income. And you've got to be incredibly disciplined to keep that in your calendar and be prospecting when you're supposed to be prospecting, because that is actually where you make your money. Showing houses, opening doors, writing offers, that is just a byproduct of you doing the difficult stuff.
Yeah. Great information. I'm going to switch for a second. Both of you guys have scaled on the people side, right? A lot of people from the outside would look at your guys' organization and like, man, how did you guys do that? So I'm going to pose the question. I mean, both of you guys run large organizations from a people standpoint. How did you grow from
to the amount of people that you guys have now, because I mean, that's a, people get lost in the sauce, so to speak of, they just don't know how to get to that next hump or that next level to grow from the people side, like both of you have.
Yes. If one of the listeners here has a team or thinking of building a team, I want to grow a team of like 10, 15, 20, 30, 40, 50 people. The single most important thing that I've learned is the emotional equity. The emotional equity, not a financial equity, none of this. Emotional equity is the bond between the people that you will futurely speaking, getting business with.
And you, as a leadership, and how much emotional equity are you building in the emotional equity bank account between you and them?
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Chapter 6: How do successful agents ensure consistent income?
And hey, listen, for all of you that are listening, like this is three busy entrepreneurs. I mean, this is real shit. We keep it real on the show. Abraham is in the freaking airport right now as he's doing this.
I'm at the airport and the plane is about to take off in six minutes. My wife keeps calling me.
If you got to give it, give us one last answer and then we'll let you go.
I'll give you one last time. I'll give you one last answer. The brand that I've built and the advertising I have done, I've built everything I've done through a walking billboards. I,
focused on the individual that works in the company to be walking billboards for the brand anywhere they go they end up to so they're advertising for the brand all the time doesn't matter where they go based on what the company does for them that is my method of marketing just gonna in a summary it you can test that through a one word which is retention that's the only way you can test all of this if it's working or not is the retention of the people at the company
and the referral rate internally from the people that bring the other people in. Because retention is the truth from the experience, based on how truthful and how good the experience is. Medina, I'm working, baby. Okay, okay. See, you're about to get in trouble. Yeah, yeah, yeah, yeah. David is about to leave. Yeah, so that's where, that's how we built the business.
It's making a walking billboard and a magnetic to top producing people and high top talent people. Just be a magnet for them. 2,000 people inside the company.
Awesome, brother. Hey, go catch your plane. I don't want to make you miss your plane.
I appreciate you guys. I appreciate you. God bless. Wake up to wealth, you guys, tomorrow morning. I'm going to go to Stephen Dublin. I'm going to wake up to wealth as well. Stay blessed, you guys.
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Chapter 7: What is emotional equity and why is it important in team building?
You know, at the same time, when I was just focused on one avenue of generating business. And one of the things that I realized that was I was actually at the mercy of Google, because if there was an algorithm in Google, which happened where I had a Web site, I woke up one day and the Web site traffic just disappeared overnight. The Web site was generating 30 to 40 leads a day consistently.
woke up one morning, it was gone, unfortunately. And the lesson in that is I had hired the wrong people to do my search engine optimization. I think it's always important to make sure that you, you have the right vendors and partners working for you, promoting your business, especially when it comes to marketing.
And that's where I made a conscious decision to diving more into building, you know, the personal brand for the team, right? To me personally,
It is an honor and privilege to get to do what I do each and every day, and that is to build the most trusted brand in the marketplace where there's minimal sales language required by my team partners in order to get the business so that they can then, again, impact our clients and impact their families and the community because of the charitable things that we do back in the community where we've donated over a million dollars back into the community.
And I think that building a brand is something that takes time. It's about consistency. It's about testing, checking the results, going back to the drawing board. And then again, reviewing and constantly tweaking the messaging to the market. And for myself, I mean, probably built one of the biggest personal brands in the marketplace and in real estate.
I mean, I think that is one of the things that we all got to do is we've got to build a personal brand. And then create the experience that follows through on that and a reputation of delivering results, no matter what the market conditions are. So, you know, we advertise TV, radio, billboards, online, all the social media channels, a lot of digital marketing.
And, you know, we do between six to 700 million impressions in the marketplace. And yeah, And, you know, again, a marketing budget that is not small by any shape or form. It's several seven figures annually.
But it is also building a business and a brand that's memorable where even if I'm walking on the street, I can have a car stop me and they get out of the car like, hey, we're looking at selling our house.
Because I'm recognized, because they have seen our advertising, and because of the reputation that we have in the marketplace, that is, in my opinion, the power of a personal brand when strangers talk to you like they know you, and they also stop you and say, hey, I want you to sell my house.
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Chapter 8: How can a strong brand contribute to a real estate business's success?
So, you know, I think the thing that's made us consist or, you know, made us really a brand is consistency around everything we do. Consistency around our branding, consistency around our effort and just being you nonstop having the mission front and center. And another thing that I think we were, we've always been really good at is we are, we are neurotic about the customer service aspect.
So it's like, if, you know, and, and the followup after the deal is done. So, you know, if, if, I want to grow a huge business. You know, if I do a good job for you, I'm going to get everybody in your family, your cousin, your brother, and then their family and then their network.
And so I think sometimes in this business, it gets overlooked how much it matters, how good you need to be in the transaction and how good your customer service needs to be. Because that for me personally, I can't recall anything. It's not been that many. I did a deal off a paid lead. That's been for my agents.
My business to this day is still several hundred transactions a year from past clients, referrals from past clients, because as I was building my business, I was so neurotic about providing a good experience that I made a lasting impact on people. And then they just kept referring business to me.
You know, you touch on something really good there. And I think a lot of agents get into business, especially if they're into generating leads for their business. They become very transactional. And maybe they don't understand the future value of one opportunity. Because, you know, here in Canada, for instance, the average Canadian moves seven times.
So if you help a first-time homebuyer acquiring their first home, they're likely to move an additional seven times. Well, guess what? That's a total of 14 transaction sites. Now, are you looking at that as a client for life that's going to sell, buy, sell, and transact with you 14 times in their lifetime? And are you really treating them like they are your mother or your grandmother?
and really loving on that relationship and nurturing that relationship. Now, if you do an exceptional job at that and staying in touch with them and making them feel special, chances are they're probably going to send you a few referrals in a lifetime. So let's say that you send them they send you 10 referrals in that lifetime and you do the same thing with those people.
So for instance, if you have like here in Canada, I mean, we get a little less commissions than what you guys get down in the US. It works out to be about 1.78% per side. So on a today's dollar in a $600,000 house, that's $11,000 commission check. So following that $11,000 commission check, the value of one opportunity, if they transact with you
14 times in a lifetime and they send you 10 referrals, that's $1.7 million. Are you looking at that lead as $1.7 million for your future, for you and your family? That's what we got to think.
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