Andrew Jurgens of The Titan Trust Real Estate On Five Things You Need To Know To Succeed In The Real Estate Industry
An Interview With Jason Hartman
Set Goals! If you don’t know what goals to set, ask for help. They could be for several homes to sell, to list, an amount of money to make, or just many people to talk to every day. Make the goal and write it down. Read the goal every day. There are literally thousands of resources for this one, so many books, so many YouTube videos, podcasts, whatever you can imagine. Goal setting works, don’t doubt it, just do it. I set goals right away, and it is so amazing how the universe responds to these goals you have written down! My first month in the business, I sold the very first open house I sat in for another agent. I didn’t know that was super rare!
As a part of my series about the ‘Five Things You Need To Know To Succeed In The Real Estate Industry’, I had the pleasure of interviewing Andrew Jurgens.
Andrew Jurgens is a highly experienced real estate professional who has dedicated his entire career to gaining an in-depth understanding of the real estate market. With over 29 years of expertise, Andrew is one of the most respected and trusted practitioners in the region. As the owner and real estate agent of The Titan Trust, a well-known Florida business, he has helped numerous clients achieve their real estate objectives.
Throughout his career, Andrew has worked in every aspect of real estate, from residential and commercial properties to investment properties. He has successfully navigated through several economic cycles, from booms to busts, providing him with a unique perspective on the industry. Andrew’s approach to real estate is centered on establishing long-term connections with his clients. He believes that understanding his clients’ needs, providing tailored solutions, and delivering excellent service are the keys to success. His dedication to his clients is matched by his passion for the profession. Andrew remains up-to-date on the latest trends, technologies, and regulations to provide the best possible advice and service to his clients. His enthusiasm for real estate shines through in every interaction, and he takes pride in helping his clients achieve their goals.
Overall, Andrew Jurgens is a true industry leader in real estate. His extensive knowledge, dedication to his clients, and enthusiasm for the profession make him the ideal choice to offer insights on what it takes to succeed in this highly competitive market.
Thank you so much for doing this with us! Can you tell us the “backstory” about what brought you to the Real Estate industry?
I had been selling door-to-door for three years, and had quite a knack for it, but had burned out. My Aunt and I were having a discussion at a wedding we were attending, and she was a Realtor. I expressed my frustration about burning out, and she asked me: “Why don’t you try Real Estate?” and I looked her in the eyes and said; “Why don’t I try Real Estate?” 2 Months later, I was licensed and working as a Realtor, I haven’t looked back!
Can you share with our readers the most interesting or amusing story that occurred to you in your career so far? Can you share the lesson or takeaway you took out of that story?
I have so many amusing things that have happened over the last 23 years, I have often thought that I have seen everything — the good, the bad, and the ugly. Perhaps, though, the most interesting was showing a house to relocation clients where we all had a terrifying “haunted house” experience! It was the middle of the summer, and the middle of a bright sunny day… Please understand, I had shown literally thousands of houses by that time and the buyers I was working with had purchased homes before. As the husband and I were exploring the kitchen of the vacant home, the wife screamed and ran out of the house, and the husband and I were alarmed! We followed her out of the home, and she was shaking and said she would not return to the home.
When pressed, she said something bad happened on the stairway going up. Curious, the husband and I decided to go upstairs (of course). About halfway up, he turned to me and held out his arm — the hair on his forearm was standing straight up — I held mine out, and we were a perfect match. We both felt the “hee-bee-jee-bees” and decided not to go much further. I have not had an experience like that since, but what I find so interesting, when telling that story to clients, is how often they have a similar (or worse!) story to share as well. The takeaway? You just never know what you are going to see or experience in the world of real estate!
Do you have a favorite “life lesson quote”? Can you share a story or example of how that was relevant to you in your life?
There are, in fact, two that I live by. The first is a quote by Samuel Clemens (Mark Twain), who said. “If you tell the truth, you never have to remember anything.” I live by that, and always have — it certainly keeps my life simpler and drama-free. The second is from one of my favorite self-help books, Rhinoceros Success, by Scott Alexander, who stated, quite simple “Act Now!” This is my favorite rule to live by, simply get moving, don’t hesitate, pick up the phone, write the email, send the text, whatever it is, get it done, and get it done now. It’s been a cornerstone to my ongoing successes in life. This can relate to asking out someone on a date, to getting a new dog, even engaging with a stranger on an airplane, all of these moments come from choosing to act, and act now.
Are you working on any exciting new projects now? How do you think that will help people?
I have owned Titan Real Estate in Minnesota since 2010, and have now started The Titan Trust Real Estate Company in Florida. A new business for me is tremendously fun and challenging, I am enjoying building my brand, learning the area, meeting new people, as well-being able to mentor new Realtors. I think the mentoring is the one thing that can make the biggest impact on people, and I really enjoy teaching and helping others learn about this industry.
What do you think makes your company stand out? Can you share a story?
I believe one of the key strengths of my company is the down to earth attitude I foster. When someone is down to earth, they tend to be approachable, relatable, and easy to talk to, typically open-minded, and willing to listen to others. This translates into a strong work ethic, and a dedication to clients, which in turn builds trust, and is why much of our business is referred from past clients. As an example, I have often helped whole families with their real estate needs — perhaps starting with mothers and fathers, then grandparents, then children as they grow up. Those relationships are priceless to me!
None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?
There isn’t just one person I can think of — my brain is swimming with gratitude for all the people who have assisted me on this journey. My instructors in real estate school, my first broker who helped me write my first purchase agreement, all of the amazing agents I worked with who had patience for all the questions that I had…so many people. And I continue to learn, from closers, mortgage brokers, clients, friends, and fellow agents/brokers. Sometimes you learn valuable lessons on what not to do as well. Recently, I was involved in a transaction with a real estate agent who had little experience as a selling agent, and she chose to make the experience very challenging for everyone involved…but still, I learned some lessons!
Ok. Thank you for all that. Let’s now jump to the main core of our interview. Can you share 3 things that most excite you about the Real Estate industry? If you can please share a story or example.
First and foremost, technology has revolutionized the real estate industry, making it more efficient, transparent, and accessible for buyers and sellers. While also providing professionals with the tools they need to do their jobs more effectively. For example, Online listing platforms, virtual tours, and other digital tools have made it easier for potential buyers to find properties that meet their needs, while also giving sellers a wider pool of potential buyers to work with.
Secondly, personal connections are so important in real estate, as buying or selling a property is often an emotional and personal experience for the parties involved. Real estate transactions typically involve large sums of money and can be complex and stressful, and when a personal connection exists between the real estate agent and their client, it creates a sense of familiarity and rapport that can help to facilitate communication and negotiation. It can also make the parties more willing to work together to find a mutually beneficial solution. Overall, a personal connection is a valuable asset in real estate transactions because it helps to build trust, facilitate communication, create a positive experience, and can lead to future business opportunities. As an example, some of the people I met early in my career are some of my best friends even now.
Lastly, real estate investing is exciting for several reasons. Real estate has historically been a stable and appreciating asset class, with many investors using it as a long-term store of value. Real estate can provide a steady stream of income through rental properties or appreciation in value over time. I, personally, find it exciting because it can be a tangible and satisfying investment, with the potential to create a physical asset that can be used or enjoyed. Whether it is a rental property, a vacation home, or a commercial building, real estate investing can provide a sense of ownership and pride. For example, I love to help people understand and get excited about owning investment properties, real estate is, in my opinion, one of the only certain paths to wealth.
Can you share 3 things that most concern you about the industry? If you had the ability to implement 3 ways to reform or improve the industry, what would you suggest? Please share stories or examples if possible.
Ethics! While the vast majority of my experiences in real estate have been positive, there are a few instances where I have dealt with some shady characters. As real estate transactions can be woefully complex and involve large sums, conditions may become ripe for unethical behavior. In real estate, this behavior can include misrepresentation, non-disclosure, conflicts of interest, and fraud, all of which can have serious consequences for buyers, sellers, and real estate professionals. Being ethical is simply the right thing to do. Real estate professionals have a duty to act in the best interests of their clients and to conduct themselves in a manner that is honest and transparent.
Another concern I have is for agents who discount their fees to win business. When agents compete on price rather than quality, it can lead to a downward pressure on commission rates, which can make it difficult for agents to earn a living wage. This can create a vicious cycle in which agents are forced to cut corners and reduce the quality of their services in order to remain competitive. This in turn can lead to a reduction in the number of qualified and experienced agents, and while it may be tempting for some agents to discount their commission to win business, it is important to maintain reasonable commission rates to ensure the long-term health and success of the industry.
Lastly, and perhaps most importantly, a lack of a mentorship culture in real estate is a concern for me. Without mentorship, new agents may struggle to develop the skills and knowledge needed to be successful in the industry. Real estate can be a complex and highly competitive field, and navigating it successfully requires a profound understanding of the market, strong negotiation skills, and the ability to build relationships with clients. Without the guidance of a mentor, new agents may struggle to develop these skills, which can result in a high failure rate and a lower overall level of professionalism in the industry. . Without the guidance and support of mentors, individuals from underrepresented groups may find it more difficult to break into the industry and succeed. This can result in a lack of diversity among real estate professionals, which can have negative consequences for the industry. A lack of mentorships can contribute to a negative culture within the industry. I think it is also quite possible, that without strong mentorship, agents may be more likely to (inadvertently) engage in unethical or unprofessional behavior, which can damage the reputation of the industry as a whole. Real estate can be a challenging and onerous field, and without the support and guidance of a mentor, new agents may become discouraged and leave the industry. It is important for experienced agents to take on mentorship roles and provide guidance and support to new agents to ensure the long-term success of the industry.
In terms of ways to improve or reform the industry, firstly, a formal mentorship program, where real estate brokerages or industry associations can establish programs that pair experienced agents with new or junior agents. These programs could
include regular meetings, training sessions, and opportunities for shadowing or joint client meetings. I believe that providing mentorship and support to new agents, the industry can help to ensure the long-term success of individual professionals and the industry.
Secondly, I believe a culture that focuses on real estate professionals understanding the value of collaboration AS WELL AS negotiation and conflict resolution would be quite valuable, and worthy of training. This might involve emphasizing the importance of collaboration in marketing materials, encouraging team-building activities, and highlighting success stories of agents who have worked together successfully. By emphasizing the benefits of working together and providing the education, training, and incentives needed to foster collaboration, the industry can create better outcomes for clients and build a stronger, more professional reputation.
Thirdly, greater reciprocity between states for real estate licensees would benefit real estate customers by allowing agents to develop expertise in multiple markets, which could help them provide better guidance and advice to their customers. This could be particularly valuable for customers who are investing in real estate or looking to buy or sell property in multiple states. It would make it easier for customers to work with a single agent or brokerage, rather than having to find and vet new agents in each state where they are interested in buying or selling property. This could save customers time and reduce the stress associated with the real estate transaction process.
What advice would you give to other real estate leaders to help their teams to thrive and to create a really fantastic work culture?
Offer training and mentoring. I remember how little I knew when I first started, and if I hadn’t asked for help, I would have ended my career before it even started. Create an open-door policy for questions, and make it part of your culture that all questions are welcome.
Help your team members understand their value. What does a real estate professional bring to the table? Well, once trained, a Realtor, or real estate professional offers so much:
1. Market knowledge: Real estate professionals have a profound understanding of local real estate markets, including trends in pricing, inventory, and buyer/seller behavior. They can use this knowledge to help clients make informed decisions about buying, selling, or investing in property.
2. Negotiation skills: Real estate professionals are skilled negotiators, able to help clients navigate complex transactions and secure the best possible terms and price.
3. Transaction management: Real estate transactions involve a lot of paperwork and administrative tasks, which can be overwhelming for many clients. Real estate professionals are trained to manage these tasks efficiently, ensuring that transactions proceed smoothly and on time.
4. Professional networks: Real estate professionals have extensive professional networks, including contacts in the mortgage, title, and legal industries. They can use these networks to help clients find the resources they need to complete a successful transaction.
5. Problem-solving: Real estate transactions can be complex and involve a variety of challenges, from legal issues to inspection problems. Real estate professionals are skilled problem-solvers, able to identify and address issues as they arise, helping clients overcome obstacles and achieve their goals.
Overall, the value of a real estate professional lies in their ability to provide expertise, guidance, and support throughout the real estate transaction process. Whether helping clients buy, sell, or invest in property, real estate professionals can help their clients achieve their goals and make informed decisions along the way.
Create a culture that is ethically sound and fosters both integrity and decency. It sounds simple, but requires diligence, discipline, and constant communication with your team.
Ok, here is the main question of our interview. You are a “Real Estate Insider”. If you had to advise someone about 5 non-intuitive things one should know to succeed in the Real Estate industry, what would you say? Can you please give a story or an example for each?
1) This is so important! Take your time finding a brokerage that you like! Interviewing your potential real estate broker is so important. Prepare questions, not just about fees, but about culture, required meetings, benefits, and anything else important to you. Find someone/someplace you connect with. You want to find someone who you have a good rapport with, someone you feel comfortable calling at 8 pm on a Saturday night when you have a question about the purchase agreement you are writing (that you have to present to sellers in 10 minutes), someone who you are confident will answer the phone!
If you are a new realtor and want to work for the most prestigious firm, go there! If you want the biggest, the smallest, if you want to work alone, or just with a commercial firm — there are so many options. Find out what the culture is like at the brokerage you are considering and determine if it’s a fit for you. If not — you have so many options!! SO MANY!! When I was interviewing for my first job as a realtor, I remember one of the brokers was pontificating about “Never work with hairdressers!”, while, at the time, my significant other was a hairdresser. So funny!
2) Show up! This one is always surprising to me. So many times, I meet new agents once, and never see them again. You must treat this like a job. It does not matter whether you are working at an office or at home. Put in the time, talk to people, reach out to your sphere, find out how others got started, do what they did. You don’t have to reinvent the wheel, but you do have to work. There is no shortcut. For me, I started at one of the larger firms because they offered a great deal of advanced training. I went to all the training, I went to all the meetings, and I had a very successful first year. I can remember numerous people starting after me, seeing my success and saying they were going to beat my numbers. I would tell them: “Let’s do it! Let’s push each other! It will be a win-win!” And they would show up a few times and then…gone.
3) Set Goals! If you don’t know what goals to set, ask for help. They could be for several homes to sell, to list, an amount of money to make, or just many people to talk to every day. Make the goal and write it down. Read the goal every day. There are literally thousands of resources for this one, so many books, so many YouTube videos, podcasts, whatever you can imagine. Goal setting works, don’t doubt it, just do it. I set goals right away, and it is so amazing how the universe responds to these goals you have written down! My first month in the business, I sold the very first open house I sat in for another agent. I didn’t know that was super rare!
4) Find a mentor. Talk to your fellow agents. Take them for coffee. Investigate who is successfully doing the kind of business you would like to be doing. Ask if they would be interested in some help. Request an opportunity to shadow them on appointments. Find out if they would be ok with questions. Most agents are extroverts, don’t be afraid to reach out! I had a couple of mentors when I started out, not formally, but they were always available to answer my questions and point me in the right direction. And I was continually looking for direction! If someone needed help, I helped. If there was an open to be held, I held it. Whatever the task, teach me, I am eager to learn it! And so I did.
5) Don’t give up. Although the barrier to entering our industry is low, achieving significant success in this business can be quite challenging. Keep working, keep moving. If you don’t like where you are, change it. You are in complete control of your destiny, more than almost any career you will ever have. Read the books, watch the videos, find your niche. There are so many different career paths in real estate, if one doesn’t fit, try a different one! I was with my first broker for over 9 years. I had learned so much from them and had been very loyal. I tried to stick with them as their culture changed, but eventually, it was no longer a fit for me. I moved on to another brokerage with a culture that was closer to my own, and my happiness grew immensely. When I was ready, I started my own brokerage, again my happiness grew. Follow your own path and don’t be afraid to change when it’s time.
Because of your position, you are a person of enormous influence. If you could inspire a movement that would bring the most amount of good to the greatest amount of people, what would that be? You never know what your idea can trigger. :-)
Whoa, now that’s a humdinger of a question. Right now, I think one of the biggest stressors in almost everyone’s life (in the USA, anyway) is how out of touch our federal government has become. I would love to create a movement that ends the divisiveness. Here’s my plan!
1. Promote dialogue and collaboration: Encouraging open and respectful dialogue between opposing parties can help build bridges and create a more collaborative environment. This can involve creating opportunities for constructive discussions and negotiations, such as joint committee meetings, bipartisan summits, and community outreach events.
2. Prioritize compromise and consensus-building: In a highly polarized political environment, compromise can be seen as a weakness. However, finding common ground and building consensus can be an effective way to move past gridlock and create meaningful change. This requires all parties to be willing to listen to each other, find shared goals, and work towards a solution that benefits everyone.
3. Foster transparency and accountability: Transparency and accountability are key to ensuring that everyone has a voice in the decision-making process. This can involve providing access to information, holding public meetings, and establishing clear processes for decision-making.
4. Promote civility and respect: Politicians and government officials should model respectful and civil behavior towards their colleagues, regardless of political affiliation. This can help set a tone of collaboration and mutual respect that can extend beyond the political arena.
5. Encourage media literacy and critical thinking: Misinformation and propaganda can fuel divisiveness and erode trust in government. Encouraging media literacy and critical thinking can help citizens better evaluate information and distinguish between fact and fiction.
6. Address systemic issues: Divisiveness in government is often a symptom of deeper structural issues, such as unequal representation, gerrymandering, and polarization in the media. Addressing these systemic issues can help create a more equitable and representative government.
Ultimately, ending divisiveness in government would require a sustained effort from everyone, including politicians, citizens, and media outlets. By working together to build a more collaborative and respectful political culture, we could create a government that is better equipped to serve the needs of all citizens. This is my little pipe dream!
How can our readers further follow your work online?
Visit me at www.thetitantrust.com. I have a real estate blog there, and all my contact information can be found there as well.
Thank you for your time, and your excellent insights! We wish you continued success.
Of course! Thank you so much for having me! I wish you the best!
About The Interviewer: Jason Hartman is the Founder and CEO of Empowered Investor. Jason has been involved in several thousand real estate transactions and has owned income properties in 11 states and 17 cities. Empowered Investor helps people achieve The American Dream of financial freedom by purchasing income property in prudent markets nationwide. Jason’s Complete Solution for Real Estate Investors™ is a comprehensive system providing real estate investors with education, research, resources and technology to deal with all areas of their income property investment needs. Through Jason’s podcasts, educational events, referrals, mentoring and software to track your investments, investors can easily locate, finance and purchase properties in these exceptional markets with confidence and peace of mind.
Starting with very little, Jason, while still in college at the age of 19, embarked on a career in real estate. While brokering properties for clients, he was investing in his own portfolio along the way. Through creativity, persistence and hard work, he earned a number of prestigious industry awards and became a young multi-millionaire. Jason purchased a California real estate brokerage firm that was later acquired by Coldwell Banker. He combined his dedication and business talents to become a successful entrepreneur, public speaker, author, and media personality. Over the years he developed his Complete Solution for Real Estate Investors™ where his innovative firm educates and assists investors in acquiring prudent investments nationwide for their portfolio. Jason’s sought after educational events, speaking engagements, and his popular “Creating Wealth Podcast” inspire and empower hundreds of thousands of people in 189 countries worldwide.
While running his successful real estate and media businesses, Jason also believes that giving back to the community plays an important role in building strong personal relationships. He established The Jason Hartman Foundation in 2005 to provide financial literacy education to young adults providing the all-important real world skills not taught in school which are the key to the financial stability and success of future generations. We’re in a global monetary crisis caused by decades of misguided policies and the cycle of financial dependence has to be broken, literacy and self-reliance are a good start. Visit JasonHartman.com for free materials and resources.
