Good morning ladies and gentlemen and welcome back to another episode of meetup your host Alvaro here Now you want to know what it takes to sell some of the six years homes in real estate in North America? Well, we're gonna have Jason Binaab. He's the managing partner at the agency in Victoria in Canada Which is a company that specializes in luxury real estate and lifestyle He has sold over one billion dollars worth of real estate was ranked number one team in North America and number two agent globally He's a beast when he comes to real estate and also when he comes to combining the luxury elements such as cars Yeah, it's cetera. So it's gonna be a really exciting conversation on how to come my luxury brand and their lifestyle component to sell real estate Hey, what's happening Jason?
How are you? I'm good you good good good. Good. See you nice to see you Nice to see you.
I did this right. This is actually the first time I've done this I've done live myself and I joined part of a another group. Thank you. I can hear you I can hear you So where are you going right now?
I'm just going to get an inspection I just sold the house and I'm gonna do a deficiency walkthrough is new construction. Well, thank you Jason for joining us today Thank you for having me of course of course, and you know you're in Victoria and how are things over there? Yeah, I think I mean obviously we've done some of the club host chats and I've been lots of those with luxury listings and with you and Other groups it seems to be the same sentiment here that it is kind of globally It's it's super low inventory right now and high high demand from Covid covid. It's just changed the real estate and and everybody just kind of Looks at real estate differently now than they used to so they're making moves and the west coast where I live in Victoria I had the lowest number of Covid cases in Canada So it's it's been a safe haven for people that are afraid of Covid or wanted to kind of escape that right and it's Constantly ranked the most beautiful place in Canada and it's got the best weather in Canada So we're kind of like the San Diego of Canada for weather.
That's true. No, it is true I'm by the way. I'm very fascinated the way that you showcase the lifestyle Yeah, because it does the property itself is the life that I said right there amazing weather and amazing conditions Which makes the real estate even more desirable? Absolutely, we saw quite a few Americans started migrating up here.
It's a great lifestyle. We've got cycling running Santa paddle boarding Mountain biking get some of the best mountain bike and trails in North America We get a ski hill two and a half hours with three or about five hours from Whistler to which is a worldwide destination to and To our fair ride to Vancouver. Mm-hmm. That's awesome now Jason let me ask you this because obviously the market over there is also, you know, very hot just because of the condition of the property the location And you said it right there There is such very low inventory compared to the high demand that we are experiencing So yeah, I guess it's a good good time for property owners to put their property out there Just because there's gonna be a huge demand so the prices, you know, can always be put a little bit above And I also think that the way that you're showcasing these properties It's making it even more desirable because you are really heavy into showcasing the lifestyle and you do a lot of beautiful content for it, right?
Yeah, yeah, I've got one of the best photographers in he's the best photographer in Victoria And I'm with the company the agency and I own the rights for BC and my guy has come down to LA with us five times They phone him to church and Caicos to shoot some beautiful property So, you know, he's the best at what he does. I'm the vision I tell him what I want I want to capture Santa paddle boarding or wake surfing or mountain biking or cars or a couple and all that kind of stuff and together His wife kind of directs it come up with a storyboard and treat it kind of like a short story, right? And that's that's been successful in marketing these properties I mean you obviously have a really strong track record I mean you sold over one billion worth of real estate you've been ranked number one team in North America number two agent Loady like you've done tremendous. Yeah, what have been some of the I will say the turning points started 16 years ago in this business And I started on a team for about six months and I realized that's not That's not for me being on a team.
I'm a leader. I like to run run the show So both nine years ago I started working with a business coach and that's when everything shifted for me at that point in my career I was probably top 50 realtors and Victoria at a 1400 which was good, but I was plateauing I was I was stuck and when I met this coach he said to me you're you're an autopilot And I said what do you mean autopilot? He said well you are hitting the same income every year and you don't go up You don't go down so you're an autopilot that you're you've got something a block inside of you that's holding you back So what we ended up doing is working on negative belief systems since since we're kids You know people call you too skinny too fat too tall too slow too stupid to whatever right and these things are stored in your subconscious somewhere So so working with this coach what we decided was we need to figure out what the limiting belief system was that was holding me back From a subconscious belief system from childhood and what we ended up finding out was that because my dad have Iranians so for those of you guys That understand who what an Iranian father is like or Eastern you know Mill Eastern parent a father And I'm the oldest son is there's an expectation and so you used to say me son without a degree you're a loser without a piece of paper You're a loser you never make it anywhere in life. You'll just be an employee So when I was making you know 500,000 bucks a year which in Victoria was phenomenal You know relative our average commission here was probably 12 grand right so I was you know doing well And I had a partner so we pump another hundred hundred fifty deals a year and so when I'm making this kind of money I was like okay I'm doing well But what we found out was that my subconscious didn't think I deserved more than that because my dad told me I didn't have a degree And this wasn't on a conscious level.
This was on a subconscious level that I was thinking I'm not good enough to make more than that because my dad had told me I don't have this degree So when I wrote down all my negative thought all my negative beliefs on a piece of paper was actually a big poster board This massive poster board it was all I'm due this. I'm not this. I don't have it. I'm not very smart This that the other and I burned it and I burned it in the backyard and my neighbor looks over the fence He's like hey, baby.
He's like Jason everything. Okay, I was like yeah, I'm just burning my negative belief system here Just reprogramming my central processing unit. Oh my god. And because of that I wrote down all the good shit about myself I am good enough on the leader.
I'm a fucking boss. I'm this I'm not I deserve this next year I went from 500 to 700. Next year I went from 700 to a million one. Next year I went to two and a half million.
Just like that. A lot of story because it really relates to a lot of current situations. I think that there's a lot of people that have either a roof that they just build it, you know, imaginary because of the circumstances. When in reality there is no such thing.
You can always go above your beliefs and this is kind of by really self. So yeah, you need to self-realize what's going on inside your head. Yeah, that's a good exercise. Yeah, this guy is the limit and it's not just sitting around and doing kumbaya and meditation and thinking that everything is going to come your direction.
You still got to put in the work, you do have to reprogram yourself and believe in yourself and remove those self-doubts and with that and hard work and honesty and integrity and everything else can come success. But if you don't truly believe in yourself, you will be limited to your success. But there's another thing that I really like which is your rule number five makes a noise. Makes a noise.
You see a lot of content that you're putting out there always thriving through. So what has been some of the elements when it comes to lifestyle? So how has it been for you and how have you been using technology to really take it to the next level? I think that the key is you have to whatever you're doing in terms of marking, you have to invoke an emotion.
So if it's just simply a home and you're just showing it's a cool home, you have to invoke an emotion. And you do that through marketing. So whether if it's a home and it's on a lake and you just show you got to hire the drone, you got to get stand up paddleboard, you got to get boats, you got to figure out who your target buyer is in advance. It's not just in the camera list, this is the price.
It's like, okay, I'm going to list it. This is the price. This is what's negative about the property. How do I turn that into a positive?
This is who the buyer are, where they're from, how do I reach them? And once you understand who the buyer is and what they're going to be inspired about the property, then you can through marketing invoke an emotion. And once you create an emotion, you're allowing an opportunity for a connection. So somebody sees a video and invokes, wow, hey, honey, look at this, this place looks amazing.
Wow, this is really cool. And then there's an, then they reach out to you. Now, so now they're allowing you to connect with them through this, this emotion that you're creating through them. And they're already two feet, like in real estate, people are two feet in to your property when they come to look at it.
They're looking for a reason for you to convince them to either buy it or not buy it. So if you don't do your job, they're going to walk away. If you do your job, they might buy the property. I'm not saying 100% of the time, but just remember, if they take in the time they're looking at your marketing, they've seen the 3D tour and they come to the property.
They have a pretty good idea. This is one of the biggest decisions in their life, whether it's $2 million or $150 million in your market, they're coming, they're serious. Now, it's your time to showcase the property. And it's not just the marketing.
Now, there's an art of a sale that I think that a lot of realtors forget there. This is a sale. It's not simply putting up a sign and allowing people to walk through the home. You have to be there and guide them.
You have to be excited. When you watch shows like Million Dollar Listings and you see James Harris on there is with the agency. It's a beautiful man. And you can see Frederick, these guys are magnetic and they command the room and they're running their hand and they're nodding and there's positive affirmations and their energy is high, right?
Energy is everything. So invoke an emotion that creates an opportunity for somebody to connect with you. You get them to the property and even if they got another realtor, this is your list thing. You take the stage, you showcase the property, the other realtor doesn't know it.
And this is your time to showcase with high energy and you just got to be certain of what you're doing, right? No, no, great. This is amazing. The energy, the smile, the positivity and also the knowledge.
So Jason, another thing I wanted to touch base with you is obviously you work on some of the most incredible homes and they're beautiful. I've seen some of your listings and stuff, phenomenal. Now, there's always this question, right? But I don't have to ask.
Why is it really luxury to you? Luxury is an experience. It's not a price point. And whether you're $500,000 or $50 million, I think you have to create an experience for somebody.
And if it's a $500,000 condo, then, you know, knock it out of the park. It doesn't matter. And if there's a showing, think outside the box and if it's somebody likes the property, invite them back for a ball of wine with their wife or if they're not sold on the location of their concernable, the view, think outside the box, say, Hey, you know what, three o'clock's not a great time because like, you know, the condo's overlooking the busy bridge, but six o'clock's a great time because you can catch the sunset. How about you and your wife come back this evening for a ball of wine and create that experience, right?
And that's what luxury is. And it's for me, the belief system that whether you are $500,000 or $50 million, which we don't have $50 million homes here, but everybody deserves the same marketing, right? And I think that's important. That's great, Jason.
Now, I would like to wrap this up with some final takeaways that you give to those that are, as you said, you know, feeling a little bit plateau. And they want to really take their business to the next level. Biggest takeaway for me would be you need to, you need to, you need to believe in yourself, reprogram yourself, remove those self-doubts and you got to work on yourself. And this guy's the limit.
Don't let anybody tell you you can't do it. I know this sounds cliché and tacky. And but you know what, really, my dad told me, son, you don't have to agree. You're not going to make it.
I make it. I make it every year at Crutchit. My dad told me you got to learn to walk before you run. Guess what?
I'm fucking running. I broke those chains off. My dad, you say, you got to walk before you run. So I started selling $300,000 place in $400, $500, $600.
And finally, I was like, you know what, fuck it. I don't need to believe this, this preconceived notion that you have to walk before you run, that you can't do this without that. It's all fucking bullshit. Rip those shackles off.
And I was like, fuck it, I'm running now. I'm getting what I want. What I want is the luxury market. I want to be the top nine Victoria.
What's holding you back? You. That's the only thing holding you back. It's not the market.
It's not the conditions, not the interest rates. This business, if you're in real estate or whatever business you are, is the best business in the world. Because guess what? If I'm starving, I can doorknock 5,000 homes.
And when I doorknock 5,000 homes, I can guarantee you I'm getting 50 to 100 sales out of that. And I'll be making a million to $2 million off of that. I don't go doorknock 5,000 homes. But if I was starving and it's life or death, I know I can feed myself a million to $2 million in commission by knocking on 5,000 doors.
It'll take a long time. It'll take saying, hey, bye to your wife, your partner, whoever, I'll be gone. I'll be making money right now because we're starving. But this business is beautiful.
And it's not just real estate. Every business, there's an opportunity out there. Whether you want to put in the hustle. Yeah, that's awesome.
That's awesome. Everybody, let's go doorknock. I really like what you said. I mean, it's amazing to take away.
I feel like a lot of people feel stuck and hearing what you have to say is like that inspiration and action plan that they can apply. So I do appreciate sharing your knowledge and experience with us. I mean, I definitely look forward to seeing you here in Miami or I need to also make it over there. Yeah, sometimes travel is open, work calm and don't kid yourself.
We'll be there. That was good Jason. So be my guest. I look forward to seeing you soon.
Thank you very much. Thank you everybody out there. Reach out to me. I'm an App and App group.
If you get that question, all right. Okay, bye bye. Thank you. And thanks again for everybody tuning in today.
We hope you enjoyed it. And remember, embrace it's beautiful success in life. My name is Alvaro and I'll see you next time.