In this episode, Justin Havre, a globally recognized leader of one of eXp Realty’s top teams shares his journey, beginning 20 years ago in real estate after a background in tech and being told by a teacher that only a small percentage of new agents survive. His initial strategy was simple yet powerful: obsessing over online lead generation, a practice that led him to reinvest at least 25% of his commissions back into marketing. This consistent commitment to building a long-term asset eventually led him to acquire the highly coveted domain name, Calgary.com, a strategic move that cemented his online dominance and became a cornerstone of his business.
Justin provides a deep dive into the operational structure of his team, which consists of over 80 agents and 20 support staff. He emphasizes that scaling a business requires a highly structured organization with clear leadership roles for sales, operations, and training. At the center of his philosophy is a belief that training is the foundation of an agent’s success, viewing every client interaction as a “performance” that requires constant practice and development. A key element of his team’s culture is a deep-seated commitment to accountability, which he describes as the “highest form of love.” He ensures this through a transparent team member agreement that clearly outlines expectations from the start, leaving no room for misunderstanding or emotion.
We also get into Justin’s long-term marketing and client-retention strategies. He cautions that SEO is a multi-year investment, and the biggest mistake is giving up too soon. He diversifies his lead generation with radio, TV, and billboard advertising, all aimed at building brand trust and recognition. He also discusses his calculation of a client’s lifetime value, revealing it can be over $1.5 million, which motivates a deep investment in long-tail nurturing through events and check-ins. To secure more referrals and positive online reviews, he shares a secret: asking for a five-star review at the “high point of the transaction,” such as when a seller puts a “sold” sign in their yard, rather than at the end when stress is high.
Links mentioned in the show:
- Hypewired.com
- Justin Wise’s comarketing.com
- Rooster CRM – Apple – Android
Connect with Justin on – LinkedIn or visit justinhavre.com.
Learn more about Justin’s team on Facebook, Instagram, YouTube or visit calgary.com.
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