SPEAKER_01 0:00

I believe in putting together a winning team. You want to align yourself with other service providers that provide that five-star client experience.

SPEAKER_00 0:08

It just sounds like a win-win-win situation for everybody involved.

SPEAKER_01 0:12

The average Canadian moves seven times in their lifetime.

SPEAKER_00 0:14

You know, you're getting exposure to their audience, they're getting exposure to your audience, and both companies grow as a result of it. There's a lot of trust transference that takes place.

SPEAKER_01 0:24

We should have started this 20 years ago, Grant.

unknown 0:26

Yeah.

SPEAKER_00 0:27

Hey, what's up, everybody? Grant Wise here. Welcome back to the Partner in Profit Podcast. I am pumped about my guest today because he is uh somebody that both I admire deeply, have an enormous amount of respect for, and done a lot of work with over the last several years, Mr. Justin Haver, the number one real estate team at EXP in Canada. In 2025, it was very impressive. They served uh right around 1,173 families, which is amazing. Have just over 80 agents, almost 90 agents in their organization. So just a powerhouse of an organization. I'm excited to unpack everything that uh they do related to partnerships. So, Justin, man, thanks for joining me this this morning to chat a little bit.

SPEAKER_01 1:06

Morning, Granton. Thank you for having me here. It's truly an honor.

SPEAKER_00 1:09

I appreciate it. I appreciate it. So I gave you a little bit of the backstory on everybody from 2025, but for people that are listening to this and maybe they don't know you. Uh just give us a little bit of your uh your history. How'd you get to number one?

SPEAKER_01 1:20

It just happened overnight. I just woke up and no, I'm just kidding.

SPEAKER_00 1:23

Um, you know, obviously it happens for most people, right?

SPEAKER_01 1:26

Yeah, well, I I think we live in a world where everybody wants that to happen overnight. However, uh no, you know what? This has uh been something that uh I built now for over 20 years and it started from the very beginning. One of the things that I saw that was incredibly important uh to be part of the surviving stats in real estate, where 87% of agents uh fail in the first five years, according to Narr, was that I had to generate opportunities and not be part of those stats, so to speak. Um, and that just started with investing into uh building websites, uh search engine optimization, uh obsessing, maybe not in a healthy way, about uh getting the number one rankings in Google because when you rank on the first page of Google or at the top of Google organically, you get a lot of visibility, which means you get a lot of visits to your websites, which means you get a lot of leads. And uh that has uh you know been the foundation of our success. And obviously, you know, being surrounded by uh many great uh service providers, partners, and uh, you know, members on the team, staff. Uh, you know, you can't do something like this alone. Yeah, you have to surround yourself with incredible people who are good at what they do and uh are passionate about uh, you know, being in alignment with uh the organization to um do something special. And at the end of the day, having a trust from the consumers in the marketplace to create that, you know, five-star client experience, um, being their trusted advisors. Uh, because, you know, we know that uh, you know, real estate is a big asset and uh the consumers um have a lot of choice in who to choose to work with in every market.

SPEAKER_00 3:07

It's it's a hundred percent a relationship-driven business, right? So the the partnership ethos is there.

SPEAKER_01 3:12

100%. You know, this is a relationship business, and I think the industry is in a bit of an adjustment period right now because, you know, they're in the COVID market, it wasn't much of a relationship building. It was uh, you know, somebody would grab a lead, go show a house. Yeah, as as somebody's grabbing a door handle, they're basically uh have to make a decision whether or not to put in an offer or not. Uh, you know, clearly it was a very hectic market, but you know, I think everybody's realizing now that this is a nurture business, it's a relationship business. You know, it's very common that you have to nurture a lead that comes in today for upwards of a year or longer before they finally transact. Yeah. And uh I think people have to get uh you know retrained with the delayed gratification.

SPEAKER_00 3:56

Yes. I think that um, you know, everybody experienced a market several years ago where this is about as easy as time in real estate as there's ever been in history. It's it's certainly a change when you kind of change the dynamics and and how things work. When you've got a you've gotta be really good at building relationships over a long course of uh time, your preferred partners in the in the mortgage, maybe in the title are attorneys in your market. Uh yeah. Just so talk to me about you know vendor partnerships, like how you guys work with people that are aren't maybe just a part of the real estate transaction, but uh, you know, on the mortgage side and on the home service side. And walk walk me through how you guys kind of do some of that.

SPEAKER_01 4:31

Well, I believe that, you know, in order for you to achieve any level of success, you need to surround yourself with great people. And, you know, when it comes to service providers in and around the real estate transaction, for instance, I believe in putting together a winning team. You want to align yourself with other service providers that provide that five-star client experience because you spend so much time, energy, and resources to generate that opportunity. And if you refer them out to another service provider and they don't provide a great client experience that you have a reputation to provide, it can harm your own reputation and damage that reputation that you worked so hard and longed to build. And it can create challenges in getting that client to the finish line, making sure that they are happy with your recommendations. So, really, it's it's all about protecting your reputation and ensuring that you have an alignment with the service providers. And I tell the uh partners on my team like we have assembled a winning team, right? If they want to have a higher chance of uh making sure that that client has a hot, like a great experience from start to finish, uh, we then want to obviously make sure that we have the right partners and uh make sure that we vet them. And uh, you know, it's also important because I think one of the things that many real estate agents forget about is that you know, once they transact with someone, the relationship shouldn't stop. The relationship should continue on, and you then want to become that source of information for that homeowner as long as they own the home. So if they need a plumber, they need an HVAC guy, uh, they need their carpets cleaned, you know, they need a tune-up on the air conditioning system, you are the guy that they will go to in order to connect them with the preferred partners because you already have a history and a reputation with that homeowner that you provide great recommendations.

SPEAKER_00 6:29

It's critical. And it also sounds like it really helps you guys become known as more than just real estate agents that are there for a transaction. It really builds on the lifetime value of that relationship with the agent and with the consumer. Because if you if you are the first person they think about calling for everything that they need related to the house, and it and it happens frequently, I own a home, I need stuff all year long, and I've not necessarily been trained, but I've gotten to a place. My brother is actually my real estate agent, and he he knows a guy for everything. So I'm always like, hey, do you know somebody, or do you know this person, or you know that person? If I don't personally have a contact, it used to be kind of a a competition between us as we wanted to make sure that we had so if if we were gonna refer somebody that they use my guy, not his guy. So uh I've been out of the game, so it's always his guy now. But it seems like it, it's like, man, if you can really train your clients to think about you for everything related to the house, that that would have really long-term impacts, not toward not just for repeat buying, you know, people are gonna buy whatever five to seven years in your in your area. What is it? You actually told me this a stat the other day. Is it seven times they'll buy a house in your market?

SPEAKER_01 7:35

The average Canadian moves seven times in their lifetime.

SPEAKER_00 7:37

So that's if you if you build that relationship, you've got you know, potentially six to seven transactions that you could pull. But then there's also every person that buys or sells a home knows at least two people a year that are also going to buy or sell a home. And so the referral volume uh certainly seems like it's insane.

SPEAKER_01 7:54

Yeah, this is this is a whole other thing in the industry as well, right? Like, you know, when there's a sales opportunity that comes in, do the agent really agents really look at that opportunity as that opportunity to create that referral source, that repeat business and a lifelong relationship uh with each and every client that they work with. And yeah, you know what? Uh an agent should should be known as the trusted advisor for anything in and around the home. And part of that is the agent has to have that mindset that this is a long-term relationship. And then they also have to train the client that, hey, you know, anything that you need, so that involves in using the right language, reminding them of the vendors that you have access to, you know, the Rolodex that you have is better than the other person's Rollodex, for instance, and that uh you can then send all the recommendations for anything that they need in and around the home. And if there's ever a time when they need to sell or they want to make a move again, you continue to be top of mind.

SPEAKER_00 8:56

100%. You hinted at this a little while ago, but I wanted to ask you to go a little bit deeper. What do you guys look for in good partners? Obviously, they've got to be a company that um can stand behind their work, somebody somebody that you know has a great reputation. But but what what all do you guys look for? What do you what do you deem as like a really good partner, whether it's a vendor or otherwise for the team?

SPEAKER_01 9:15

First and foremost, some of the things that we look for is you know, has any of our agents on the team and or our clients had a great experience with a vendor? Do they come recommended by others? We also check, you know, their online profile. Google reviews is incredibly important, in my opinion. Uh, we live in a world where everybody checks the review and ratings for every single um service provider or restaurant and so forth right now before they go out to uh you know invest time and money into an experience. So we combine those things and then obviously we like to have a meeting with them, have the conversation to make sure that they are aligned with us. It is also very important of you know how responsive are they to these opportunities that we are going to send over to them. Do they have good communication channels? Do they track it? Uh, you know, because when we start these relationships uh with our vendors, it is our reputation on the line as well. And, you know, we want to help support each other's businesses to ensure that they also create a great client experience. But if there's anything that we can catch wind of, uh, you know, if there's some feedback of things to improve in that client experience, we also work as a team like that to protect each other's businesses.

SPEAKER_00 10:33

Are there like expectations that you set with them so that they know it's like, hey man, if you mess this up one time, like it's it's over? Or like how how do you go about like obviously everybody knows you know the Justin Haver brand in your market. And so a lot of the vendors that you partner with, I would assume, also, you know, it's like the allure of like, oh, I could partner with Justin, that's amazing. But are there pretty strict expectations that you set of of how they're gonna have a relationship with the team? And uh do they provide special things to the agents or to your clients? Like, what can you tell me about some of that?

SPEAKER_01 11:00

You know, I think first and foremost, it's it's important to have a great relationship with them. But then if they can also add an additional value add for their services to save our clients, whether that's money or they get extra service uh above and beyond, then that obviously makes us look better as well. And it also makes them look more appealing to you know the consumer that we're sending their way. Yeah. And, you know, it is having expectations of like, you know what, provide a great service. First and foremost, do as you say you're gonna do, be punctual, treat that client like it's a white glove experience for that client to make sure that uh they feel valued. And you know, that makes us look good because they obviously got the recommendation from us, and um, that's just what we want to continue on and extend on out in the marketplace with all of our VIP clients.

SPEAKER_00 11:53

Makes a lot of sense because when you if you can offer some added benefit, it makes everybody look good, right? It makes the team look good because you're you're providing the customers with a you know better rate or a better experience or a faster timeline or something like that. And then makes the vendors look good because not only uh are they doing something that makes the team look good, but they're providing that to the it just sounds like a win-win-win situation for everybody involved. I know a lot of home service providers really struggle on the lead front. Uh when you look at all the the places that they can go to get these types of opportunities, partnering with somebody like you is obviously having a really positive impact on their businesses as I can see a lot of what's going on. It's it's pretty, pretty awesome. You know, when I when I first started doing a lot of like co-marketing and vendor relationships and stuff like that years ago, everybody kind of said the same thing to me, like, yeah, we want to do it, but we don't know how to track it, you know, we don't know who to find, we don't know how much to charge them, we don't have the agreements, we don't have the process of payments. Seems like a nightmare, and we just want to stay focused on what we're doing. And that's where the inspiration for co-marketing.com came from. How has that enabled you guys to move a bit faster and easier and simpler with a lot of your vendor relationships? Because now there's that system that pretty much does all of the complicated parts.

SPEAKER_01 13:00

You know, I'll admit that uh it was pretty challenging to um grasp, you know, the the magnitude of the project uh without co-marketing and the partnership with co-marketing. Uh, because yeah, you would have to have an entirely new system, how to track it, uh how to support the vendors. Uh if you're doing a financial model of uh you know getting some money back for the organization, that all has to be tracked and built as well. And uh that was a pretty big uh big task to think about is like, yeah, here's another project. And you know what? This is quite big. Where are you gonna find the resources? Are you gonna have to hire somebody for that? You know, we have an incredible rock star in our organization right now that is uh you know managing our concierge services. And um, you know, as we're expanding and even building that out more now because we see the the potential of this with all the relationships that we're building in the marketplace and uh you know having the ease of use of you know the co-marketing platform for this has uh definitely been a game changer for us. And it's actually now, you know, I would say put this uh on the track and uh it's full steam.

SPEAKER_00 14:16

Yeah, I love it. It it's been fun to watch. Obviously, I had a a lot to do in the beginning, but you know, the the team member that you do have running this now is just absolutely crushing it. When you look at what the potential longer-term impacts are, and this is more like maybe there's another real estate agent listening to this or team leader or broker owner, you know, what do you feel like the long-term impacts of having all of these vendor partnerships and relationships and leads and referrals and stuff like that? How how do you think that that's gonna impact the team and maybe why should other people that are in real estate take advantage of something like them?

SPEAKER_01 14:50

You know, the longer-term impact of this is first and foremost gonna be for all of our clients that have chosen to work uh with the Justin Haver real estate team and us being that go-to source for anything related to services in and around the home. That's gonna then create more repeat and more referrals uh in the long term as well, which we're already starting to see the benefits of that. And if you're a team leader or you run a brokerage, you know, you want to look at how you can also monetize your business. There are so many different vendors that are trying to latch on to uh, you know, your real estate transaction to try to make money off of you. If you look at all the different services that pertain around the transaction, obviously you have, you know, the attorneys here in Canada, you have uh mortgage brokers, you have home inspectors, condo inspectors, if there's any repairs that need to be done around the house, you know, they want to be your recommendation uh to all of your clients because they're gonna make money off that. Now, how can you then monetize that so you get a piece of that pie? And perhaps that will help you recoup some of the cost of acquisition or cost of running your business. You can then take those assets or those funds that you receive, reinvest that into the team, and or you do something else with it. Um, you know, it just it's gonna show up as a line on your PL at the end of the year, and uh, you know, it's additional revenue that you can generate for your company and organization. For us, I put everything back into marketing. Yeah, when it comes to that. Uh, it's uh because I it's also how I how I laid that to the agents as well, right? I said, you know, you recommend our service providers, that's gonna generate money for the organization, and we're committed to putting that money back into generating more leads.

SPEAKER_00 16:44

Obviously, I have a little bit more intimate knowledge, so I know that you guys have have brought in some ancillary revenue from the vendor partnerships through co-marketing. So when you do the math on that, when you look at maybe buying PPC leads or something like that, you know, that that's enough to fund over 6,000 leads in an organization. You know, not getting into the particulars of how much money or you know, how it costs really and all of that stuff. 6,000 leads in an organization, even if you convert 1% of those, that's 60 transactions that are generated. So you're bringing in money from these ancillary partnerships and they're using that to offset marketing costs, 60 transactions on the low side. If you convert 1% of them, you know, you're you're talking about millions and millions and millions of dollars in production, but you were able to zero base the cost of acquisition. And that's gotta feel pretty good when the traditional real estate models like go net negative for a long time.

SPEAKER_01 17:36

And then I should have started it. Like we should have started this 20 years ago, Grant.

unknown 17:41

Yeah.

SPEAKER_01 17:42

I spent a little bit on marketing. If I could have, if I could wipe out my marketing bill every month, yeah. Um you have a little bit of insight on that one too. Yes. Um, you know, that maybe one day we can make that happen. But uh, you know, I did not only that, but I think you know, the biggest opportunity that we look at as well is that repeat and referral from our VIP client list, right? Being that go-to source for all of them. Uh, this is an area where many agents uh have a massive amount of success with because they're really good at nurturing those relationships. I say for teams, this is probably one of the harder things for teams to manage, right? And uh this is uh, you know, if you are a team leader and or you run a brokerage and you do generate the opportunities for your business, this is something you want to take a long, hard look at and consider. First and foremost, you know, repeat referral business from people that already know, like, and trust you. That is, you know, probably the bottom of the funnel leads that you can get when someone else recommends you to their friends, family, co-workers, or their circles, uh, their social circles, so to speak. And uh, you know, those are great uh leads to work. And uh, you know, if you can then also just monetize um all the peripheral services around the real estate transaction and the home, I think that is something that you will see the big benefits of once you start seeing the money trickle in. It does add up. And uh, you know, the bigger of an ecosystem you build, uh, the more opportunities uh you're gonna be able to generate uh money. And obviously that's gonna make you look like that rock star with the killer old school Rolodex that we used to call it, but uh with it with a database of uh preferred partners in your marketplace because the homeowners, you know, when they think of your company, they think of their home and anything pertaining to it.

SPEAKER_00 19:42

And you guys have over 30 partners, and so if you think about I always describe this as the brand halo effect. Uh, when the Justin Haver team gets together with, you know, maybe Absolute Moving or Cactus Moving or A1 Chesney or any of these, you know, preferred partners that you guys have, you're you're syndicating each other's audience. Like you're you're you know, you're getting exposure to their audience, they're getting exposure to your audience, and both companies grow as a result of it. And so there's a lot of trust transference that takes place, which I think now is more important than ever. It goes back to what we were talking about earlier. It's you know, you now you have to build a relationship. It's not like it was a few years ago where you could just sneeze and you sold a house. Like you actually have to manage the relationship, you have to spend the time, you have to nurture that. And this is certainly a great way that you can do that. So, man, I really appreciate you just taking some time with me this morning. I know you're really busy. I always like to ask this question to kind of wrap it up. For anybody that's listening to this, what's the number one way that we could partner with and support you guys in everything that you're doing?

SPEAKER_01 20:44

Well, reach out to us and uh, you know, build that relationship. At the end of the day, it's all about relationships. And uh, if you have any value that you can provide in and around the home or real estate transaction, obviously we're willing to sit down and uh have that conversation to see what value you can bring to our clients. Uh we are just getting started in this, so to speak. Uh, I was sitting down and chatting with um with the person that runs this program for our organization. She wants to have over a hundred vendors in her program by the end of 2026. So, you know, this is a big part of what we are are building here is uh now that we have a full-on system with co-marketing uh to help manage these relationships so that we can also have a place where we can make all of these easy recommendations to our clients because you know we have a ton of clients and people reaching out to us on a daily basis. You know, do you know somebody for snow removal? Uh do you know anybody for landscaping? Hey, I need my gutters cleaned. Who do you have for that? Um, I want my Christmas lights installed or removed, you know, all those things like all services in and around the home. Uh is uh in an area where we're just uh laser focused right now to provide great value for our clients. And uh, you know, there's some of the people that partner with us that are converting some of these leads at 85%. And I believe that is a very good ROI.

SPEAKER_00 22:17

Very, very good RI. Well, it's also a very good time saver, right? Because you know, a lot of times you got to buy 80 leads to get one deal. And so when you can convert 80% of the leads, it cuts down on a lot of resources in a company. Uh, it's amazing. Like it's absolutely, absolutely amazing. How many times of in your career do you wish you had the some of those 85% converting leads over the 20 years you've been doing this?

SPEAKER_01 22:41

You know, I haven't really thought about if we can convert at 85%, but just sitting here right now, um it'd be wild. It'd be like winning the lottery.

SPEAKER_00 22:50

It would be like winning the lottery, uh, especially in real estate. Oh my god. Yeah. All right, man. Thank you. Thank you again. It really means a lot to me that you took the time. Uh, I know it means a lot to everybody that's listening to this, uh, so you can get some value from it. So thanks again. Appreciate you being here.

SPEAKER_01 23:04

And uh thanks for having me, and thank you to you and uh your entire team for what you you guys do with the cool marketing platform. Uh, you guys are constantly working on that, even enhancing it, making it better and better. And uh, we truly enjoy this partnership.

SPEAKER_00 23:20

I love it. Uh thank you again. Thank you, brother. Um, thank you to everybody else that's out here listening to this. We appreciate you all a ton. Reach out, see how you can partner with Justin and uh help him grow his thing. I know that he is a gracious, gracious man. He is more than more than interested in helping you grow yours too. So we appreciate it. Appreciate Justin, and uh, we'll see you guys on the next episode. All right, see ya.