BreakAway Agent Podcast Episode #26 With Alan Canas, Founder/Realtor of Canas Realty, Inc., San Francisco Bay Area, CA
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On this episode of The BreakAway Agent Podcast, host Tiffany Youngren interviews top producer Alan Canas, Founder/Realtor of Canas Realty, Inc. in the San Francisco Bay Area, California. Alan has earned his reputation by being involved in a number of community nonprofits that address issues of affordable housing, senior care, LGBTQ, and child abuse prevention.
Alan got his start in real estate back in 2007, with the advice that if he could make it then, then he could be successful now. A snowball effect happened, where each year he was able to assist more and more families and grow his business. Even during the down market that continued after the economic crash, he took that opportunity to assist families who were losing their homes. Having success even when the market wasn’t at a high point has set up Alan to be one of the highest producing agents in his area. As a skilled negotiator, he is able to consistently deliver top dollar in the shortest amount of time for both buying and selling experiences.
Before his daughter was born, Alan built his success in the real estate community by really immersing himself in the culture. He was working 12+ hour days, involved with real estate coaching, hosting at least four open houses every single weekend, and doing everything he could to educate himself and build his business.
Listen to his interview now as Alan talks about how giving back has boosted his career and given him that leg up in the industry.
How Giving Back Can Build Success and A Legacy
A Negotiation SuperPower – Fighting To Get Clients More
Alan Canas describes one of his “superpowers,” his strength that sets him apart is his ability to negotiate well. He says that the key to successful negotiation comes with listening. Listen to what the sellers need, listen to what the buyers’ needs are, and listen to anticipate future needs. Alan says that a big problem with agents is that they talk too much, and don’t spend enough time listening to what the clients actually want and need.
The negotiating goes even further than just finding the highest and best offer. An agent’s job is not only to sell the house but to work on behalf of the seller. That means making sure there is no money left on the table, and countering every offer that comes in. It means going that extra mile to make sure that the client is getting everything they need, and hopefully even more.
Habits To Help You Level Up
Alan Canas says that both knowledge and commitment have been factors in his success. Knowledge from just constantly learning and then just following through on what he says he is going to do.
Some habits that have helped him grow and expand those skill sets that he recommends to others have been to:
- Build a schedule and stick to it.
- Keep in touch with your sphere of influence.
- Treat your business as a business.
- Create a work-life balance.
On top of that, a big habit that Alan says might be the most important thing is to not hand your clients off to anyone else. Instead, make sure you are consistent in your communication with your clients. Staying in touch with them and making sure they know you’re on top of things is huge for building lasting relationships.
Passion Topic – Giving Back Is So Important
Giving back and helping others has always been a passion for Alan Canas and his husband. At the end of the day, or at the end of his life, he doesn’t want to be remembered for how much real estate he sold. He wants to be remembered for how much he helped others, for his family, and for his contributions to the community. If he has the means to help those less fortunate, why wouldn’t he do it?
He also stresses the importance of teaching the next generation how to be grateful for what they have and to learn the spirit of giving. Showing his daughter that because they have the means to help, they should. He is a part of an organization called Hip Housing, where every year he and his family get to buy gifts for a family who might need a little extra help. He is able to show his daughter that you can be successful when you work hard, but not to take for granted the things that you have.
What Alan Canas Looks For When It Comes To Marketing
Tiffany asked Alan what he might struggle with the most when it comes to growing sales and building business. Immediately he said marketing, which a lot of agents struggle with. What is the most important avenue to focus on? How can you tell if it’s working?
Alan’s husband Mark is his business manager and he likes to focus on immediate results and instant gratification. Alan, on the other hand, looks more for marketing strategies that have longevity. What will work in the long run? Which strategy will bring exponential growth? Having this balance of looking for things that will help grow business now AND focus on a long term plan is something he is always working on.
At the end of the day though, 95% of his business comes from nurturing his sphere of influence.
Rapid Fire Answers
Time Blocking: Phone Calendar (sometimes his assistant)
Favorite Technology: iPhone
Transaction Management: Excel Spreadsheet Pipeline
Favorite TV Show: Veep
Overall Mentor: Tom Ferry
Real Estate Teacher or Coach: Mastermind group that he got involved with when coaching with Tom Ferry, Christophe Choo, Rick Avery
Underrated Resource: Title Companies
Last Minute Advice
Alan’s last-minute advice is this, if you’re a new agent, align yourself top producers and learn from them. He sees a lot of new agents coming into the market that try to do everything and yet don’t want to work as hard.
His advice is, especially if you’re new in the industry, is to find those top producers, the ones who are already dominating the marketplace. Learn from them. Absorb their wisdom and their knowledge and watch their success habits. Get involved in real estate coaching and then network with those highly successful agents. Don’t try to do everything, but instead pick a couple of things they suggest and then commit to doing those.