BreakAway Agent Podcast Episode #27 With Igor Nastakin, Realtor at RE/MAX Estate Properties in Redondo Beach, California
[smart_track_player url=”http://traffic.libsyn.com/breakawayagent/Igor_Nastaskin_Realtor_BreakAway_Agent_Ep_27.mp3″ title=”Peel the Onion: Great Opening Questions for Your Buyers (with Igor Nastaskin)” image=”https://onlinemarketinghelp.net/wp-content/uploads/2019/08/Igor-Nastaskin-Buyer-Questions-CA-SQ.jpg” hashtag=”BreakAwayAgent” twitter_username=”omhagency” ]
» Click Here To Subscribe on iTunes
On this episode of The BreakAway Agent Podcast, host Tiffany Youngren interviews Igor Nastakin, Realtor at RE/MAX Estate Properties in Redondo Beach, California. Though Igor was born in Kiev, Ukraine, he earned his MBA and became a CPA in the United States. He has spent 20 years in Corporate American in various Finance, Accounting and IT related fields and now dominates the real estate industry. Specifically, he works in Torrance, California, also known as Hollywood Riviera and has been the #1 agent there for over 13 years. From 2015 through 2018, Igor Nastaskin has been the #1 agent in sales volume out of his Malaga Cove office (approximately 100 agents).
Being an immigrant moving to the United States in 1975, Igor hasn’t always had an easy life. He credits his current success to having the ability to overcome challenges, something he learned from a young age. Over the years, he’s learned to focus on the bigger picture and focus less on the little details that can sometimes overwhelm us.
Tune in now as Igor discusses his life journey, how he became successful in real estate, and how he’s learned to ask the right questions to facilitate more deals.
Learning How To Overcome Challenges and Ask The Right Questions
With over 20 years working for Corporate America in various countries, Igor Nastaskin came to realize that he wasn’t passionate or happy with the work he was doing. Because of his background, he has come to appreciate that housing makes such a difference in the quality of life. His own life journey of moving and traveling gave him the realization that he wanted to help others find their way to happiness. Real estate was a great avenue for that.
Passion Topic – Igor Nastaskin Wants To Dig Deeper
Igor says that when he gets a client who comes to him with specific criteria, he knows there is a story behind it. His passion is to dig a little deeper to find out what their needs are so that he can better serve them. Behind every home is a way for a client to find happiness, and finding a home that solves their solutions is always his goal.
Before he starts looking for properties, he takes time to really get to know his clients. Who are they? What problems are they facing now? What are they really looking for? How can he meet their needs? This process is so crucial to him because it usually means better customer interactions, faster closings, and more satisfaction in his job. Because he takes the time to learn as much as he can about each person who comes to him, he is better prepared for finding just the right solution for them.
Great Opening Questions To Find Out More About Your Buyer
Igor breaks down a few questions that he finds works well for finding out more about buyers so that he is better prepared to help them. He encourages agents to let them clients about what they need, but dig a little deeper. Don’t let them stop at “I need a 3 bedroom and 2 bathroom home.”
- What exactly are they looking for?
- How do they like to entertain?
- How many kids do they have?
- What’s important to them?
- Where are they living now?
- Where did they come from?
- What do they want to achieve?
- If they were to describe the perfect house, what would that look like?
- If they were to describe their perfect life in a perfect house, what would that look like?
Asking some of these questions and actually listening to your client can give you little nuggets of information that will help you understand your client more.
Put Yourself In Your Client’s Shoes
If there is one thing that Igor Nastaskin would advise agents to do, it’s to put yourself in your client’s shoes. Try to see things from their point of view. What kind of value would you expect if you were in their position?
He gives an example of how he often thinks like a parent. He might not recommend a certain property if the neighborhood isn’t ideal for kids, or if there is a drop off in the backyard. Using his own experiences as well as being empathetic to his client’s needs is one way he has set himself apart.
A Unique Background and Education Is Igor’s Superpower
Igor Nastaskin has faced a lot of obstacles early on in his life. These experiences have only helped him grow as a person. He is great at making decisions, and he’s learned to trust his gut and rely on his knowledge. This ability has enabled him to empower his clients and help them navigate the real estate world with confidence.
Another thing that has helped Igor stand out from the crowd is his dedication to ethics in his job and in his everyday life. Though it’s not always easy, a huge motivation for him is the idea that he wants to like himself. To him, that means always doing the right thing.
Do Not Be Afraid of Rejection
Looking back over his real estate deal, Igor Nastaskin says that he would tell his rookie self to not be afraid of rejection. In this industry, it can be easy to take rejection personally. Instead, he encourages agents to change their mindset. It’s not a no, it’s one more step in the right direction of finding the right people to work with.
Staying positive is the only way you can succeed in this business. Igor says that one of his favorite quotes, a motto that he lives by daily is this:
“When God wants to send you a gift He wraps it up in a problem. The bigger the problem He wraps it up in, the bigger the gift that it contains.” – Norman Vincent Peale
Rapid Fire Answers
Time Blocking: Day Planner
Favorite Technology: Phone, Contact Management Software
CRM: Top Producer
Transaction Management: Transaction Coordinator
Favorite Book Right Now: Think and Grow Rich by Napoleon Hill
Overall Mentor: Mother
Real Estate Teacher or Coach: Brian Tracy
Training Resource: Brian Buffini seminar
Most Underrated Resource: Planner, an everyday calendar
There Is No Substitute For Prospecting
Something that Igor Nastaskin says was one of the most important things he started doing when he first got started in real estate that may be the source of his success is prospecting. Right away he started geo-farming in the Hollywood Riviera district where he lives.
This type of door-knocking and open house strategy enabled him to not only get to know the area, but it helped him build his reputation. The people in the area came to trust him and know that he was always going to be coming back and do the things he said he was going to do.
At the end of the day, Igor still says the biggest piece of advice he can pass along is to not be afraid of rejection. You’re going to hear a lot more no’s than yes’s at the beginning – don’t let it stop your drive!