BreakAway Agent Podcast Episode #32 With Alex Gandel, Realtor of Pinnacle Estate Properties, Inc. in Simi Valley, California
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This week’s episode of The BreakAway Agent Podcast features Alex Gandel, Realtor of Pinnacle Estate Properties, Inc. in Simi Valley, California. Since 1980, Alex has been a top producing real estate agent and was #15 out of over 110,000 agents nationwide for Century 21 Real Estate for 2018. He joined the Pinnacle Estates Properties Simi Valley sales team at the beginning of 2019 and has been thriving since. In addition to both his personal and professional success, Alex has also co-authored a Best-Selling book, The Essential Guide To Buying and Selling Luxury Real Estate.
Right off the bat, Alex starts to tell us that though the roles of real estate agents might have changed, the relationship aspect has not. Whereas in the past real estate agents were necessary to give information to each client, today they have access to all of that online. However, agents are still needed to build that community of trust.
Listen on as Alex discusses his relationships with clients and how he’s built his reputation based on service and great communication.
Alex Gandel Builds His Reputation With Great Communication and Service
Be Well Branded and Build A Great Reputation
At the beginning of his college career, Alex Gandel had his mind made up to become a CPA. To him, it was one of the only ways he could reasonably make some money and provide for his family. However, had people close to him who said they saw him more in the realms of marketing, economics, and finance.
Right before he went off to school, his parents got involved in real estate and he saw how their lives changed fairly quickly. At the age of 19, he met a guy who would eventually build the largest real estate company in Ventura County, Troop Real Estate. Alex started working for Brian in 1995 and was able to blossom under the independent company umbrella.
Rather than having to brand himself and have his company be under his name, he was able to thrive by taking advantage of all that the company had to offer.
Along with being able to build his business with a brand already established, Alex says that he was able to get really involved in the community. Community service has allowed him to meet a variety of people that he might not have otherwise met. With that, he was able to not only meet new people but also establish himself as someone who provides value and service.
Success Habits To Level Up In Regards To Service and Communication
One of the things that Alex Gandel says in terms of advice to give new agents is to stay educated. When you are constantly educating yourself, you are able to deliver better service to your clients. Know all of the ins and outs of a transaction and the contracts and familiarize yourself with issues that might come up.
Another thing he says is that the art of a handshake business is lost. Agents are meeting with their clients less and less. Personally, Alex meets with his clients and gets personal signatures for all documents. A reason he is able to do that is that he has the staff in place that allows him to do the parts of his job that he deems most important. He then delegates the rest.
For Alex Gandel, it all boils down to communication. Take the time to get back to your clients and provide as much value as possible – you’ll build a great reputation automatically.
Listen First and Be A Calming Presence
Alex Gandel says that Real Estate Agents can’t be too wired up and dramatic. You have to be a strong and calm presence so that you become a trusted ally to your clients. If you’re delivering news and you’re anxious and tense, the client will most likely overreact.
Alex gives the advice of listening first. You have two ears and one mouth so that you can spend time listening to the client and their needs. Then you can be that calm and confident voice, no matter what kind of news you’re delivering.
Alex Gandel Says To Start Farming Earlier
Something that Alex struggles with is the fact that people are a lot less loyal these days. Whether it’s clients or team members, it can be difficult to grow. He didn’t start prospecting and farming really until he was nearly 13 years into the business. And if he had started earlier, his sphere and database would be much larger than it is now.
Alex Gandel also says that you should really lean into your ever-changing spheres of influence. That’s how your business grows. As each new wave of life comes into play, use those new people to expand your business. You have to be willing to spend the time to build relationships, wherever you are.
Don’t be intimidated by those who are more experienced, instead just keep focusing on the model. Do the things you know will help you grow.
Rapid Fire Answers
Time Blocking: Google Calendar
Favorite Technology: Phone
Sales Pipeline Management: Time Blocking Scheduling & Spreadsheet
Transaction Management: Staff and Escrow Officers
Favorite Book Right Now: Just finished one by Stuart Woods
Overall Mentor: Father, Brian Troop, Father-In-Law, Mark Troop, Tiger Palmer
Training Resource: Office Meetings and Conferences
Underrated Resource in Industry: Telephone
At the end of the interview, Alex Gandel gives some last-minute tips for newer agents. First, he says that your resume and your life experience can be your biggest asset. Write a letter to prospective clients telling them what you’ve done, even if you haven’t felt like you’ve done much. We all have experiences to draw from, no matter what our age is, and those experiences help us to handle life.
Second, he says to make sure that each client knows that they are a priority. Not that you have to be available 24/7, but make sure you’re present and dedicated to them when you’re with them.
It comes down to branding and building your reputation. Do what you say you are going to do – that value will set you apart.