Marcus Noel (00:00):
In every market, there's agents that are going to succeed no matter what the market is and agents that are not going to succeed no matter what the market is. But I think ultimately it's going to come down to the agent and who you surround yourself with being consistent.
Daniel Salhany (00:17):
All right. Super excited to be here today for Real Estate Strategies by RE/MAX Hallmark. My guest today is Marcus Noel, one of our great realtors in Ottawa. Marcus, tell us a little bit about yourself and thank you for taking the
Marcus Noel (00:28):
Time to be here. Yes, thank you very much for having me. So like Dan said, I'm Marcus. I started in real estate in 2016. I kind of got into it originally. I was a couple years before that kind of doing some real estate investing, buying and selling. So initially I got into it thinking that I would use the license for myself, that sort of thing. And it was a bit of a natural progression and I just really enjoyed it. So kind of grew the business from there and 10 years later, still with RE/MAX.
Daniel Salhany (00:59):
Okay. So that was one of my first questions on how did you get started in real estate? So I think you've kind of answered that. Tell us a little bit about yourself personally. I know that you've got some new changes in the recent months.
Marcus Noel (01:10):
Yes. My wife and I just had our first baby, a daughter two months ago, baby Scotty. So that's been great and yeah, keeping us busy, but it's good and enjoying fatherhood so far.
Daniel Salhany (01:24):
Excellent. So I know you've had a lot of changes in recent years, but if we can flip back to 2016, 2015, when you started in real estate, coming into it and so forth, what were your biggest challenges that you faced? Can you share those with us?
Marcus Noel (01:40):
I think starting out for myself and maybe a lot of new agents is creating structure. So what to do in downtime, how to stay consistent at times, how to stay motivated as well when you're not as busy as you'd like to be and sometimes not seeing the results. So I think just trying to stay consistent and surround yourself around busy or successful agents helped out a lot. I was fortunate enough to have some friends in the business and in the industry already. So yeah, I had a good sense and they were able to keep me going.
Daniel Salhany (02:20):
Excellent. Well, I know that about a year and a half ago, maybe two years ago, you started pondering about making a big decision. You were working out of your home, things were different, you didn't have a child in the house and so forth. And then you came to me a little bit over a year ago and said, "Okay, I'm finally willing to take the plunge and I'd like some office space at our central location." So has that been beneficial for you to be generally in the environment and so forth? And maybe you can share how that's impacted you and the benefits that you've had from being in a hub that's vibrant and moving and so forth.
Marcus Noel (02:54):
Yes, absolutely. So that was one of the biggest reasons why I wanted an office was, again, to be surrounded by people and have that buzz. And you come in here, you hear other people doing deals and things like that and kind of keeps you going. So that was a big part of it. And then also going back to the structure, I find it helps a lot coming into the office every day and just staying consistent. So that helps a lot. And then on the flip side too, it's kind of nice for home work balance too. When you go home, you feel like you're a little bit distanced from work too. So it doesn't always just mesh into one 12-hour day type thing, which is nice. Yeah.
Daniel Salhany (03:39):
Well, I know things have definitely changed for you with respect to getting married recently in the last two years, I believe. And obviously Scotty coming along in the last couple of months. So I come in pretty early and I do see Marcus here and he's huddled down in his office and he's in a corner and so forth, and you've set it up quite nicely as an environment to work in here. Tell me about a typical day for you. And I know that things have changed and obviously I've seen that your business has grown. So can you give some insight to the people that are tuning in what a day might look like for you and how you manage that day?
Marcus Noel (04:22):
Yeah. Like you said, I think real estate is kind of fluid, so it can be changing. But for the most part, I try to structure my day by coming into the office specifically in the morning and trying to avoid as best as possible taking appointments or that sort of thing in the morning. That way you kind of come in, get your work done, and then book things for the afternoon. Because I find once you start going out or going on appointments, then the rest of the day could get away. So if you plan on doing your follow-up, your emails, your calls, everything like that in the morning, which is one of the most important parts of the business, then at least it gets that done and you kind of have the rest of the day, the afternoon to be out and about if needed.
Daniel Salhany (05:07):
So working on your business and then working in your business, right? Two different things. And good for you for time blocking. And for those of you that know Marcus or don't know Marcus, he is a very successful realtor in the Ottawa community. Your business has grown considerably, even with the turbulent times to a certain degree that we're facing or the inconsistent times that we're facing recently. Your numbers continue to grow. So that time blocking for your family and extended family, now new family, and then for your personal time and then separating, working in your business and on your business, how do you do it where your time is essentially yours?
Marcus Noel (05:49):
Yes.
Daniel Salhany (05:49):
It's very easy to get distracted or get deflected from your priority things, which is, like you said, it's your calls, is managing your scheduling and so forth and getting those priority things,
Marcus Noel (05:59):
Making
Daniel Salhany (05:59):
Sure that you're responding and following up. And I know that that's something that you're really good at.
Marcus Noel (06:04):
Yes.
Daniel Salhany (06:06):
Is that something that you practiced? Is that something that just kind of fell into place for you, that ability to be able to be consistent with your follow-up and whatnot?
Marcus Noel (06:15):
Yeah, I think practicing over time, also mindset too. I enjoy reading real estate books and at times doing different coaching and things like that, which the consistent theme is always the follow-up and the structure. So that's how it became ingrained. And you don't always see the results right away. There's ebbs and flows, so sometimes there's downtimes and you're not seeing the results that you'd like, and it would be easy to abort what you're doing. But if you stay consistent and keep doing the small things, it's good. And even when times are a little bit slower, there's always opportunity to take that and use that for check-ins with clients and things like that. So if you're not busy with appointments and listings and things like that, there's always something that you can be doing.
Daniel Salhany (07:12):
Well, it's interesting because it's summer months. And I mean, our office here, we're at the Bronson office, which is Central Ottawa, tends to stay pretty busy regardless of the time of year. And I see that you're in here, and I mean, it's a beautiful day outside, and thank you for taking the time to sit in on this. But other than today's podcast, you're pretty much here on a regular basis. So do you take time off?
Marcus Noel (07:38):
Yep. Yeah, I do take time off. In September, we're going to Nova Scotia for about 10 days. So yeah, I do take time off, and I think it's important to take time off and enjoy life as well because there's a reason why we're all doing this, and it's not just to always be working twenty four seven. So I think it's good to have a balance and prioritize yourself and your family. But on the flip side, again, when you're not taking that time off, in my opinion, you have to be here and you have to be consistent and you have to be doing it every day. Otherwise, it's very easy to fall out of rhythm.
Daniel Salhany (08:18):
So there seems to be a common theme because I look at our numbers on a regular basis. We get monthly reports and quarterly reports, and there seems to be a common theme with respect to the people that are still succeeding at a very high level, even in a market that's pulled back to a certain degree, and it has for the last couple years, but yet your numbers have continued to grow. So tell me about where a lot of your business is coming from. How have you nurtured that and where is that flow coming from?
Marcus Noel (08:46):
A lot of it, the past couple of years now is almost 85% either past clients or referrals from past clients. So again, I think that goes back to building your business on relationships and over just being transactional. So I have clients that. The first client that I ever helped when I got my real estate license in 2017, I'm still in contact with them. They've bought and sold again recently. They've referred clients recently, and these are people that I met 10 years ago. So sometimes depending on personalities and things like that, you might not always stay in touch with every single person, but I'd say the majority of people that I've met, we've always stayed in touch. Fantastic. And it doesn't always have to be in a sales or business type way, checking in to see if they're looking to buy or sell. Just normal conversation here and there.
(09:46):
And if they're a business owner, reaching out to them to see how they're doing and ways that you could support them, thinking of them when you have a need that they might be able to help serve. And so yeah, I'd say repeat business and referral has grown significantly in the past few years and makes it a lot easier.
Daniel Salhany (10:07):
So you mentioned to me that your first couple of transactions came through clients that you met at open houses. Can you talk to us about that? And you must've been nervous, obviously. These are random people that you don't know. Just give us an idea of how that flowed, if you could, if you're comfortable with that, and how you were able to execute a positive scenario for those people that you had no idea who they were.
Marcus Noel (10:31):
Yeah. Yeah, exactly. So the first couple of clients that I had were both through the first open house that I ever did, which is rare because to get two people that actually transact in a short period of time is fortunate. But I think, again, just having a natural conversation, the home that I was showing wasn't for them, but we got to chatting and just said, "If this isn't the home that you're looking for, I'd be happy to help you out with something else if you don't have an agent." And I think I felt comfortable speaking with them, they felt comfortable with me, and it worked out. And yeah, I think going back to that -
Daniel Salhany (11:13):
Well, you are a likable person and a charming guy. And that goes a long way. It sounds like making the connection was a huge thing for you. And from what we get for feedback and the people that I see that you deal with on a regular basis, because sometimes we do get involved in transactions or Marcus will reach out and say, "Hey, here's a scenario that X, Y, and Z." And I really appreciate that about you. As successful as you are, you still reach out to the team here to say, "Hey, how can I strategize X, Y, or Z?" And for the benefit of my seller and to facilitate a positive transaction for everybody, because that's essentially what we're here for. What would your advice be today for either a newer agent getting into the real estate industry or possibly somebody that's been around for some time and might be having a difficult time navigating what seems to be, although the basic fundamentals, the hardcore fundamentals still exist, but things have changed.
(12:17):
So what would your advice be to somebody that's contemplating either a real estate career, somebody that's new to real estate, or possibly somebody that's been around, but maybe not getting that momentum that they had hoped for?
Marcus Noel (12:28):
Again, surrounding yourself around people. So if you're an individual agent, obviously coming into the office, that sort of thing, but even more than that would probably be if you're not getting the momentum that you want, I would strongly consider joining a successful team and gaining your experience that way. I think it's better to be constantly busy, even if you're not earning as much. I think the experience and just the busyness of it is worth it to build up the momentum, build up the experience, learn systems, things like that. So yeah, I would suggest joining a productive team or a team that's a good fit. Or if you are going to go on your own, just again, stay consistent and surround yourself with people that are doing business because in every market there's agents that are going to succeed no matter what the market is and agents that are not going to succeed no matter what the market is.
(13:29):
So I think the market does have a lot to do with it, but I think ultimately it's going to come down to the agent and who you surround yourself with being consistent and focusing maybe on a couple specific lead sources would be another idea. I find sometimes people jump from one to the other to the other. I think you have to give things time and to see them through.
Daniel Salhany (13:54):
So let's just speak about lead sources. I mean, I know today your business is 80 to 85%, past clients, referrals and so forth. But additional to that, there's that other 20% of business. So can you share with us what those lead sources are and how you generate those opportunities and what you do to secure people's trust and so forth to deal with you? They've got lots of choices today.
Marcus Noel (14:19):
So still open houses.
Daniel Salhany (14:22):
Open house king
Marcus Noel (14:23):
Here. Yeah. I don't do as many as I would like to and as I probably should, but I find them a great source for business. If you do them properly, I think if you just show up at two o'clock and then don't follow up with anyone, it's most likely going to be a waste of time. We get tired of wasting your Sunday afternoons. But if you prepare for them and you follow up with the people that want to be followed up with, I think there's a lot of opportunity in open houses. I find it's also inbound versus outbound, so that's a little bit more natural. People are walking in the house and even if they say they're just kind of poking around, they most likely have some sort of real estate on their mind even if it's not immediate. So I really like open houses.
(15:13):
But again, I don't think there's one right or wrong. I think it's just whatever fits with you and then just stay consistent with it for a long period of time. So if you're going to do mailers, don't mail out two and then say it doesn't work. It's going to take time.
Daniel Salhany (15:26):
Right. It sounds like you're purposeful, right?
Marcus Noel (15:31):
That's
Daniel Salhany (15:32):
Your Sunday afternoon, but you're not looking at it as two hours on a Sunday afternoon. You're looking at, okay, what can I do leading up to that Sunday?
Marcus Noel (15:40):
That's
Daniel Salhany (15:40):
Going to create traction propulsion obviously for the listing and at the same time generate potentially some opportunities for you. It's good exposure. I know that you've been doing a little bit of social media stuff too, a little more than you did in the past. And I guess that's been somewhat beneficial for you from a perspective of staying in front of your consumers and the people in your sphere. Have you benefited from social media whatsoever?
Marcus Noel (16:04):
I have quite a bit. There's different types of social media obviously. Back around 2000 when I was in the business for about three or four years, I started to do social media ads and - The paid ads. Paid ads and had someone that was setting them up and managing the database and stuff like that. So that was actually really, really good. It helped build my database and it did generate business. The thing I like about it is you could specifically quantify because you know this specific person actually did buy a house and you know where the lead came from versus say bench shines and things like that, which are still good, but you can't really ever track it. So there's that social media. I did that for a few years. It was very good. And then stopped. And yeah, more recently trying to put some focus into making better listing videos and things like that.
Daniel Salhany (17:03):
Fantastic. And it's just progression, right? It's just progression.
(17:08):
You know what, Marcus? It's interesting that you brought up teams earlier for people that are either having a tough time or possibly getting into the business new. I know that you've flown as a solo agent. We have a lot of teams here and a lot of choices at RE/MAX Hallmark for people that are either contemplating or want to do a shift in their business and so forth, but yet you've stayed the course on your own and whatnot. So I think it's great that you plug that because I agree with you. I think that if I look back at my career and so forth, I kind of wish there was more teams back then. And when people ask me and they say, "Well, there's X number of dollars that I'm going to be potentially giving to the team and so forth," I usually explain to them, I think what you will learn in 36 months, maybe 48 months, and where your business will be and your strengths and your confidence in 36 months would probably take you five to six, maybe seven years to get there.
(18:03):
Just with the support of a team and at the same time also getting the support from us as a brokerage and all the training and so forth that we have.
Marcus Noel (18:14):
There's also a cost to being on your own a little bit too, because there's a lot more trial and error. Maybe paying for things, trying things, you know what I mean, versus a team. So in the end, who knows exactly how things take? Yeah,
Daniel Salhany (18:28):
You've gone through a few of those things, right? I think we've all tried certain things and so forth. But I mean, basically what you've talked to us about today, and I thank you for taking the time, is the basic fundamental of communication, relationships, follow-up, consistency.
Marcus Noel (18:45):
Yeah. One example of the follow-up that just came to mind, it's good because it's recent, is I was picking up a couch from someone for a family member of mine on Kajiji about a year and a half ago. And she was at the time. I went there and her house was a little disarray. She was in the middle of getting rid of stuff. And anyway, she'd mentioned that she was planning on moving back to Toronto, but wouldn't be moving for about a year or so. So I said, "Oh, I'm a realtor. I'd be happy to stay in touch and when the time comes, help you out." And she was very polite, but she said, "I'm happy to keep in touch, but I do have a realtor in mind that I'd probably work with." And I said, "Okay, well, we'll keep in touch." And anyways, that was, like I said, close to a year and a half ago.
(19:34):
And every now and then we'd just kind of connect or touch base. And she did move to Toronto, just closed a couple weeks ago, and things didn't end up working with her realtor that she had in mind. And sure enough - Good for you.
Daniel Salhany (19:51):
I think that's amazing. I think that as professionals that serve community, obviously always keeping an ear out and an eye open for opportunity. And look, I mean, it started with you going there just to pick something up. And I know myself, for example, I've got my RE/MAX pin on. I leverage that all the time because it does turn into conversations and people do certainly say, "Oh, you're with RE/MAX." And it's about learning to know how to take it from there. And I think that that's what you did. So congratulations on staying in touch and
Marcus Noel (20:24):
Staying
Daniel Salhany (20:25):
Consistent. Even the open houses, as a veteran realtor, you're still doing them and want to do them more often because you know that there's a benefit. On the flip side, I have conversations with agents and most of the time I'll hear, "Oh, most people already have a realtor," and so forth. And it sounds like you're not close to that. There's still going to be an opportunity. Somebody else is going to drop the ball. And as long as you keep in touch, you're adding another potential transaction or deal with a consumer and
Marcus Noel (20:57):
A way
Daniel Salhany (20:57):
To help a consumer. Marcus, I just want to say thank you so much for taking the time, giving us a little bit of insight about who you are, how you serve the Ottawa community, the Ottawa real estate community. Congratulations on being a new husband or newer husband and a new dad. We think it's amazing. I've known you since your real estate career, and definitely there's been some changes and all I've seen you is going up and up and up. So wishing you continued success. And do you want to share possibly your contact information if anybody's looking to buy, sell, invest, or just for some advice, whether you're a consumer or a realtor?
Marcus Noel (21:33):
Yeah, sure. Always happy to chat. And my phone number, which they could post, 613-864-6635 or knowellproperties.ca.
Daniel Salhany (21:41):
Fantastic. Thank you very much.
Marcus Noel (21:43):
Thank you very much. All right,
Daniel Salhany (21:44):
Buddy. Thank you.
Marcus Noel (21:44):
Bye. Bye.
