Andy Perenick – Make a friend before you NEED one

Andy began his career as a police officer and then transitioned into real estate in 2004, quickly becoming a top-producing agent in Berkshire County. In 2014, Andy founded Berkshire Dream Home Real Estate, which has grown from a small startup to the leading real estate company in Berkshire County. Andy now focuses on supporting his agents, encouraging them to build their businesses on principles of integrity and customer satisfaction.

Book Recommendations from Andy Perenick: 

– Rich Dad, Poor Dad by Robert Kiyosaki

– The Cash Flow Quadrant by Robert Kiyosaki

– How to Win Friends & Influence People by Dale Carnegie’s

– E-Myth by Michael E. Gerber
 
To learn more about Andy, Click here! 

Show Notes

Welcome to the Agents Who Crush It In Real Estate podcast where you’ll hear the good, the bad and the ugly of how real estate agents overcame challenges and grew their business. Check out the Episode Notes at CrushItinRE.com/podcast. Here’s your host, Lindsay Favazza.

Andy Perenick: Work hard, be nice, have an attitude of gratitude, and never give up. Tactics change, principles don’t. So those four principles, if you keep those as your pillars and you go with a you above all else, and you’re in a relationship-building business, and that will get you through the ups and downs of real estate.

Lindsay Favazza: Welcome back to the Agents Who Crush It in Real Estate, the podcast where we dive deep into the stories of the most successful and inspiring figures in the real estate world. I’m your host, Lindsay Favazza, and today I’m thrilled to introduce you to an incredible individual who symbolizes resilience, dedication, and success in the real estate world. Our guest today is Andy Perenick, broker of Berkshire Dream Home Real Estate in Dalton, Massachusetts. He is a former police officer who made a bold career shift and emerged as a successful real estate broker.

Andy’s journey is not just about switching paths, it’s about embracing change, leveraging skills from one field to another, and ultimately achieving success in the real estate world. He’s dedicated to providing top-notch service, and his passion lies in helping others realize their dreams within the industry, which is why he is here with us today. Throughout this episode, Andy will share his insights, experiences, and strategies that have propelled him to the top of his game. So whether you’re a seasoned realtor looking for a fresh perspective or an aspiring agent who’s eager to learn from the best, Andy’s story is bound to inspire and empower you to crush it in real estate. Without further ado, let’s dive in.

Welcome to the podcast today, Andy.

Andy Perenick: Well, thank you very much for having me. Happy to be here.

Lindsay Favazza: I’m so excited that we finally made this work. We had some little hiccups and headaches between me, between you, and we’re finally here. So it was all meant to be. We’re about to have a solar eclipse as well. So when you listen to this, it’ll be weeks after, but pretty crazy day today.

Andy Perenick: Well, and then if the universe comes to an end like some are predicting, we’ll never have to watch this. Nobody will see it. And this is our special time together here today, Lindsay.

Lindsay Favazza: If this is the last person that we get– yeah, it’s crazy. You know, we thought that back in like the 2000 when everything switched over and then the next day we woke up and everything was exactly the same. So I have no doubt that that’s how it’ll end up today. [laughs]

Andy Perenick: Me too. Me too.

Lindsay Favazza: So let’s start with your origin story. Let’s go back to the beginning. You were a police officer. How long, how long ago was that and what was your transition into real estate?

Andy Perenick: Excellent. So, uh, grew up in Winchester, Massachusetts, graduated, uh, back in 1994 as a sachem, which no longer exists there. Um, but I went off to St. Anselm College in Manchester, New Hampshire as a criminal justice major, uh, got a part-time job for the Hampton, New Hampshire Police Department. And, uh, when I graduated, uh, they sent me off to the, uh, State Police Academy, um, and went back to Hampton and worked a total of five years in New Hampshire, and then came down and worked in my hometown of Winchester, Massachusetts as a police officer for four more years.

So that was, uh, how it started. I come from, uh, a family of law enforcement and military. Um, my older brother Dan just retired from the Winchester Police Department a couple of years ago after, I believe it was 33 and a half years. So-

Lindsay Favazza: Wow.

Andy Perenick: -I got to work with him for four years and, uh, had a lot of great experiences that ultimately we’ll talk about rolled into-to helping with real estate.

Lindsay Favazza: Yeah. So when did you get licensed?

Andy Perenick: So I actually received my license in 2004. That’s the same year that I-I retired early from the Winchester Police Department. So September 1st, ’04 was my first official day not having a paycheck and going right from, uh, you know, that quote, safe, uh, paycheck as a union civil servant in Massachusetts to, uh, 100% commission sales.

Lindsay Favazza: I think it’s ironic that you call being a police officer a safe paycheck. To me, that would be like, “Oh God.” [chuckles] I can never.

Andy Perenick: Well, the paycheck is safe and secure. Sometimes you’re not always gonna be the one who’s to collect it.

Lindsay Favazza: No, it might not be, yeah.

Andy Perenick: Yes. Yes. So–

Lindsay Favazza: Yikes. So what are– like, what was your thought process back then of getting your real estate? Were you excited because now you had the opportunity to really focus on it? Was this something that you always kind of thought would be kind of your retirement job or what was the thought process there?

Andy Perenick: It’s amazing. I mean, when I reflect back on it now, so I had a-a supervisor on the police department who was very much into, uh, investing in real estate. I also had a father who had invested a little bit in real estate. And then I married into a family where my father-in-law was the broker-owner of a Remax franchise out-

Lindsay Favazza: Wow.

Andy Perenick: -in the beautiful Berkshires. So I’m hearing about all this. And then one day my sergeant gives me a book or mentions about a book called Rich Dad, Poor Dad by Robert Kiyosaki. I read that book. And for me, that was that whoa. And then I read The Cash Flow Quadrant, the second book. And then I really started to– it was funny. My friends would make fun of me ’cause back in the day, it was the little yellow Casio cassette player.

Lindsay Favazza: Yeah.

Andy Perenick: I had the-the audio speakers that were like this big and I had them seat belted in the front of the cruiser and in case I had to go real fast, they wouldn’t go falling all over the place. And I would be listening to people, um, like Robert Kiyosaki. I’d be listening to people like Zig Ziglar and Jim Rohn ’cause that’s when I first started to get introduced in this. I also had a little side business in a company called AdvoCare out of Carrollton, Texas that was teaching me sales as well. It was a-a nutritional supplement company. So it was interesting how kind of all these paths merged and Andy started to become a little bit more enlightened.

I was in the half of the class in school that made the top half possible,  as my father-in-law used to say. So formal education, you know, I got through, um, with personality relationships, maybe painting a few professors’ houses and babysitting some kids to-to get through some college classes. Um, meanwhile, we’ll talk about my wife in a little bit, but she was the one who was in the library studying saying, you can’t paint the professor’s house and get a better grade. And I said, “Well, you might be 

Lindsay Favazza: Mm, but I can.

Andy Perenick: So that-that’s when I realized, uh, you know, make a friend before you need one and-and build relationships. That-that’s the core of-of what we’re gonna be chatting about today, I think.

Lindsay Favazza: Make a friend before you need one. I love that. That is such a great– Is that from you? Is that just a quote? Whose quote is that?

Andy Perenick: I quote my grandmother a lot. So my grandmother had a lot of wonderful quotes, and, uh, that was– that’s what I attribute to her.

Lindsay Favazza: I love that. That’s amazing. So you start out, you’re freshly retired. Now you got your license. What happens next?

Andy Perenick: Wow. So 2004, I didn’t close a thing. Uh, we actually went on a nice family trip to Italy, like in October, November. I had my first closing in 2005. Officially, I was a buyer specialist on the Al Gelinas real estate team. That was my father-in-law– is my father-in-law’s name. And I was one of two buyers agents. He had an assistant, and he was just the top realtor in all of Berkshire County by far. He had a moving truck, television commercials. I mean, he did it up. He was like the, uh– the Anthony Lamacchia before Anthony came along as far as all that stuff.

Lindsay Favazza: I love it.

Andy Perenick: So-so I came on board and basically, I mean, I didn’t know what I was doing. You pass that 40-hour class. And I knew that I trusted him. And I knew that he was a good guy. And he was all about raising the bar for professionalism-professionalism in the industry. So I knew I was jumping from one good thing into another. And the main reason for the move was the quality of life move.

Lindsay Favazza: Yeah.

Andy Perenick: Um, I-I love Winchester. I love that area. Uh, the cost of living out there was getting crazy. My wife at the time was a school psychologist. I was a police officer making fairly good money. But we looked at the future and just realized, wow. And back out in the Berkshires at the time, prices have gone up a bunch since COVID especially. But it was an uncharted little area that was just, I call it the beautiful Berkshires. And it was only a couple of hours from Boston. Being from Boston, everyone went to Maine or New Hampshire down the Cape. Very few people went west. And that’s where a lot of people from New York and New Jersey come to.

And it was just a wonderful quality of life, affordable houses. Came out here as a buyer’s agent. Just did what my father-in-law told me to do. He brought me to Howard Brinton, Star Power back in the day. I get to meet Howard out in San Francisco. It was a really cool thing. That was my first official training, like live training, which was wild. My father-in-law was a big believer in that. So it just all started to come together as far as, uh, learning real estate. It-it’s never fun to do something new.

Lindsay Favazza: Yeah.

Andy Perenick: Honestly, even though I-I’m-I’m– you know, I don’t mind making transitions to go from someone who’s spent almost a decade in law enforcement, riding motorcycles and, you know, being a supervisor, certain shifts to the lowest person on the totem pole in the office, not knowing which form to fill out and what to say to buyers. And I didn’t even work with sellers at the time. So it was- it was a difficult transition, but, uh, I was optimistic at some point it would click and I’d start to- start to do something successful.

Lindsay Favazza: So when do you think it started to click? What was that moment? Do you have a moment or was it like, no, it just kind of over time, all of a sudden I was like, “Wait, now I’m just doing this thing.

Andy Perenick: Well, you know, it’s an unfortunate, not per se moment, but what happened is my father-in-law, Al, um, within about two years, maybe a little less than two years after me coming on board, um, he had a massive stroke at 52 years old. So here he is, uh, 52 years old. I’m married to his oldest daughter. Um, it was in ’06 now, going into ’07. The market for us out here was really– we were at the top, but we didn’t know it yet. You don’t know until it starts to go down. Well, as he was laying in a hospital bed with severe stroke symptoms, um, that he recovered– you know, enough from, he’s still alive today but was unable to really continue his real estate world.

Here I am a buyer specialist trying to now be a listing specialist because that was his thing. So a number–  a number of people now fondly look back and call me bad news Andy, ’cause every time I had to call, it was bad news for the seller, and I’m trying to relay it from my father-in-law. So here I am, a buyer specialist, still new in real estate.

Lindsay Favazza: Trying to figure it out.

Andy Perenick: And now I got to work with-with sellers and the sellers, it wasn’t good news, and the market was starting to slide. So around that time, that’s when a good friend of mine, who’s a lender in my building right now with Guild Mortgage, Jamie Pollard, he said, “Andrew,” he says, “if you can stake your flag in the ground now in a down market with your father-in-law having taken a-a hard turn, life being crazy, real estate being crazy,” he says, “if you do it now,” he goes, “when the tide comes back, you know, you’ll be- you’ll be very successful.”

And, uh, to this day, all of that kind of came together, and that’s when I started to get introduced to Brian Buffini, and, uh, that’s where, you know, Howard Britton at that point had retired, and then he had a stroke and passed away. So I had– I jumped into, uh, the Brian Buffini, uh, coaching program, and that really– those were my rumble strips to make sure I didn’t smash into the guardrail on this crazy highway called real estate sales.

Lindsay Favazza: Do you think, because of your, um– you know, because of your background of being a police officer, you know, having very much kind of that like military-style like learning style, right, where it’s like you have to learn exactly what it is you’re supposed to, do you think that training has become a huge, important thing to you? Like, a lot of agents, I think, they’re like, “I’ll figure it out kind of as I go,” but it sounds like you more have like, from the very beginning, really taken and adapted to training and getting training.

Andy Perenick: Adapt is the word, and you know, um, one of the Special Forces mottos is, um, you don’t rise to the occasion, you sink to your level of, uh, training.

Lindsay Favazza: Yeah.

Andy Perenick: So we have a saying around here that, you know, you train during peacetime so you don’t bleed during war. An, um, you know, with things going on in the marketplace right now, you know, this is what we train for, this is what you never know when it’s gonna come. This is real estate, there’s always something that’s gonna come at you, just-

Lindsay Favazza: Always.

Andy Perenick: -just like law enforcement, you know, they train you in the academy on all these wacky things that most of them never happened to me, but they train you because it has happened to somebody else, so training is huge. If you don’t train– you know, think of Tom Brady back when he was playing, he was the best, and yet he still would go to practice because he couldn’t just show up on Sunday and just huck the ball down the field.

Lindsay Favazza: Mm-mm. Yeah, and I think it’s really important to think about, especially now, so like-like you said, you don’t know that it’s a down market until it starts to go down. I think we can officially say, like, we’re on that slide, right? So it’s starting to happen again, so, you know, I’m sure that you and the agents within your brokerage are probably feeling a little bit of peace knowing that you have been through a down market before. Probably one of the– right when you were starting and, like, having-having to, like, start that way is probably really a good experience that you had. And then on top of that, like you said, the fact that you’ve been training for these types of things.

I mean, I don’t know if we could have thought that all of the things that are happening right now would have happened, [chuckles] but, you know, we’re prepared as far as buyer agency and things like that happen, um, you know, I think everyone– I think for the most part, there’s a lot of brokerages that aren’t prepared, but do you feel that you guys are set up for success at this point with the real estate climate the way it is?

Andy Perenick: Yeah, without a doubt, I think, um, I don’t know the statistic, but I think– well, I won’t even get into it, but the bottom line is this when I got in with Brian Buffini, he also introduced me to Dave Ramsey, um, and Dave Ramsey’s the debt-free guy. And if people out there haven’t turned into him or haven’t talked about or learned about his seven baby steps, let me tell you know, Brian Buffini’s father used to always say, “When you’re on the mountaintop, throw a little dirt in the valley, it’ll soften your fall.”

Lindsay Favazza: Yeah. Yeah.

Andy Perenick: And Dave Ramsey talks about the rainy day fund, grandma’s rainy day fund. And when people say, “Dave, you need to be more positive than, you know, talking about this stuff,” he says, “I’m positive it’s going to rain, and here’s yet another example of if, you know, hopefully, you paid off all your debts when-when the checks were flying, and things were crazy–” And-and we did, so we are a debt-free company. My wife and I own a pile of rental properties and a boat rental business out here in the summertime on one of the local lakes, one of our- one of our fun, happy businesses that we’ve taught our two boys about business through that, um, boat rental company as well.

And it’s all debt-free, so when you have that, you have options. So, you know, I train my agents on this, and eventually, when they watch this, they’ll nod their head going, “Yeah-

Lindsay Favazza: Yeah. Yeah.

Andy Perenick: -I should have listened to him maybe a little bit more,” and I-I know some have, and have that same feeling of peace, because when you’re up to your eyeballs in debt, boy, and there’s an-an adjustment, oh, it’s a tough industry to be in. And I know that there’s a lot of brokers who are not terrific with their finances, and it doesn’t take much, uh, to-to make– you know, upset the apple cart.

Lindsay Favazza: Absolutely. So, you transition, you start to take over more and more responsibility, what happens after that? What happens next? What happens when the market started to shift? What kind of changes did you have to make?

Andy Perenick: So, I got to tell you, one of the things that I really reflect back on that helped me eventually become a great listing agent, the top listing agent in this area at the time, uh, was because of, uh, my-my time with buyers, ’cause at the end of the day, if you really think about it, if you’re a listing agent, what are you trying to help the seller catch? You know, if you’re going fishing, you’re trying to catch a buyer, and if you’re out in the ocean, right, I grew up on the Antasca Beach in Holland in the summertime, you’re not going out with a light little line, a tiny little hook and a piece of Wonder Bread like you might on Wedge Pond, you know, in the Winchester Woburn area.

So you have to understand what you’re trying to catch. So, to have, through the eyes of buyers, that’s how we teach. And when I was working with sellers, and I teach the agents now, when you’re working with a seller, think of it– tell them to turn their hat around backwards or something so that they try to think about, what are we trying to do? I know you want this for the house, I know you think it’s worth this, but at the end of the day, there’s two types of homes, sold and overpriced. And not all sellers can handle that smack right in the face on your first time, and even Anthony talks about it.

I remember him back in the beginning, and he was, “You’ll never get that,” you know, and-and again, we all soften as– well, the ones that learn soften a little bit and start to realize, “Listen, when I meet with a seller, or I’m training an agent, can this seller handle this?” Well, most of them can’t, so you have to walk the path a little bit, you have to ask them the questions, you have to do everything Anthony trains about as well, and Brian Buffini trains, you know, build the relationship. At the end of the day, you know, we’re in a relationship-building business, and that’s why we have our motto, ”you above all else.

My wife and I, as the owners of the company, you know, we’re doing that for our agents so that they can then turn that around and make that for their buyers and sellers so that they are there above all else and get the most professional service. So I-I know I can get off track, so I’ll pause, take a sip, and you can redirect me.

Lindsay Favazza: No, that’s okay. I actually wanna redirect to your wife because you talked a little bit about that and how wonderful she is, and I know you had mentioned she not only works for the company, but obviously, she is very high up in the company. So tell me about how she got involved and how that transition happened into having her more in the business. Now, you had said that she was working as a- as a school counselor, so how did she get into real estate? Was that around the same time that you kind of got into it?

Andy Perenick: That’s a good one, too. So my wife’s name is Sarah, and she’s currently our chief financial officer and chief operating officer, and, um, she was trained. We both went to St. Anselm College up in Manchester, New Hampshire. She was a year behind me. We got married right after. She got out of college and graduated because I knew she was the one, and that was my greatest sale in life that’s helped everything go smooth since then. Um, and bottom line is she was a school psychologist both out in the Boston area, and then when we came out here, she worked for the, uh, Pittsfield Public Schools.

Um, eventually, just for a quality of life for her, transitioned to a classroom teacher. And then my original assistant who’s back with me now, her name is Michelle, um, she had a late-in-life pregnancy, and, uh, she said, “I can’t work and take care of this kid. I’m too old. I don’t have enough energy,” so when Michelle left, that’s right when Berkshire Dream Home was beginning, and we just celebrated our 10th anniversary this past April 1st just-just a few days ago. Thank you.

Lindsay Favazza: Congrats.

Andy Perenick: So at that point, I said, “Oh man, we’re growing in leaps and bounds. I need someone that can handle paperwork, finances, everything. So my wife was fortunate enough that the school system gave her a one-year, um, leave of absence, and, uh, she-she never went back. So basically, she is the systems and process and Excel spreadsheet person. I could ask her, “Hey, Sarah, about how many transactions do we have?” And she’s like, “Where’s my laptop?” I’m like, “No, just give me an approximate,” and she’s like, “I don’t speak [crosstalk]

Lindsay Favazza: No, it has to be perfect. 

Andy Perenick: So-so which is great, because I’m all day approximates. I’m like, “Yeah, something like that.”

Lindsay Favazza: It’s something around this.

Andy Perenick: Yeah.

Lindsay Favazza: Cose enough.

Andy Perenick: So, Sarah is– , is amazing, and Sarah is-is how we went from pretty much a small, tiny little office with three or four agents to, uh, we just hit 30 a couple of months ago. A little attrition, which happens. That’s part of life, and now we’re climbing back up.

Lindsay Favazza: Especially now.

Andy Perenick: Yeah, just-just brought on a new agent this morning, did some training here as well, so we’re still- we’re still, uh, rocking and rolling and trying to find those-those right agents that wanna do the right thing for buyers and sellers.

Lindsay Favazza: I love that. Yeah, it’s definitely a transitional period right now, and not just for the actual clients, like as far as the market goes, but there’s gonna be a very large exodus of realtors from the business right now, which, you know, there was a large surplus a couple of years ago, so I think that it’s kind of a healthy cleanse. You know what I mean? [laughs]

Andy Perenick: Well, another-another Brian Buffini-ism. He says all the time, “Even a Turkey can fly in a hurricane.” And that’s-that’s what– we’ve had-we’ve had-we’ve had people that have tried to come into this industry, but unfortunately didn’t join a brokerage that had great training and they didn’t get great training, so they fell out of the sky and then you had other people that were just in this for other reasons.

Lindsay Favazza: Yeah.

Andy Perenick: So quicker money, easier deals. Cause sometimes it looks easy. Um, and, uh, you know, the–

Lindsay Favazza: It was for a little while.

Andy Perenick: It-it almost never is. Every so often you get like one and you’re like, “Okay, that’s enough to get me to not quit this week,” right?

Lindsay Favazza: Yeah. [laughs]

Andy Perenick: Because honestly, we’re dealing with people. And that’s why one of my favorite books is-is Dale Carnegie’s How to Win Friends & Influence People. Because that’s-that’s the book on people. And the most difficult thing to deal with in this life are people.

Lindsay Favazza: Yeah.

Andy Perenick: So that book really is– if you haven’t read it before, put it in your personal library, if you’ve read it before, go open it again tonight, ’cause it’s great for relationships, buyers, sellers, you know, money-grubbing attorneys that try to sue our industry. [chuckles]

Lindsay Favazza: We know a lot about that. Um, [laughs] so what is it that you guys do? How do you form your training? How do you do– how do you get agents started with your company? Like what kind of is like that onboarding and-and what does that process look like? Because, you know, quite often on this podcast, we have agents, but from a broker perspective, I think it’s really important to– you know, for anyone else that’s either out there thinking about starting a brokerage or someone who is a broker-owner and wants to learn from others. You know, what is it that you do to get agents into the company and then, you know, get them onboarded quickly?

Andy Perenick: So this is something where not only,– you know, my coach over 14 years with Buffini and company, but also Anthony Lamacchia. I met Anthony when I was the president, uh, of the Berkshire County MLS. We were down in New Orleans years ago now, 12 or 13, 14 years ago, we were, I think, waiting for a taxi together. I looked at him, he didn’t know who I was, but I said, “Anthony, yeah, how are you doing?” And I introduced myself and all this stuff. And we got to chatting about how I was from Winchester and he was not far from there.

Lindsay Favazza: Youy’re a smaller town.

Andy Perenick: And we just stayed in contact, you know, again, grandma, make a friend before you need one. So over the years, I would reach out to Anthony. He came- he came out here a couple of times now, and, um, he’s always like, “Man, I never knew this place really existed. I thought this was New York by now.” Honestly, we’re an hour west of Springfield. Most people don’t realize there is an hour’s worth of Massachusetts west of Springfield.

Lindsay Favazza: Yeah.

Andy Perenick: So long story short, Anthony and I stayed in contact and, uh, at different points when I knew I had to make a transition from, um, you know, being, uh, an independent agent to a team and then from a team to a brokerage. He is the reason I changed from a team leader to a brokerage, but we have a very hybrid model here at Berkshire Dream Home. Um, so in 2020, I stopped, um, working with buyers and sellers. I hadn’t worked with buyers for a while. I had a team and, um, you know, Anthony talked about scale and talked about, you know, you got to commit. And out here there’s a lot of brokers who still have to go out to work every day with buyers and sellers to pay the bills.

Lindsay Favazza: Yeah.

Andy Perenick: My wife and I are very conservative ’cause of that Dave Ramsey stuff we talked about-

Lindsay Favazza: Yeah.

Andy Perenick: -so that we could make a transition because anytime you make a transition like this, you’re going to make less money.

Lindsay Favazza: Teah.

Andy Perenick: So we made less money, but we knew it was gonna happen. We prepared for it. And then I just focused on training and then recruiting. So when people come on board here, um, you know, I-I’m that literally 300-pound gorilla, I’m just over 300 pounds right now. I’m working on that. That’s one of the five circles of Buffini health. And that’s what I’m sort of refocusing on for 2024-

Lindsay Favazza: I love it.

Andy Perenick: -but, um, long story short, um, the goal, I tell our agents, “Listen, we’re gonna give you a great training, but at the end of the day, you can’t train for everything. So I’m one phone call away. Be that dog that starts barking and running after the car. And when the car stops, the dog goes, ‘Whoa, what do I do now?'” I said, “That’s when you look back and whistle to me and I’ll help you.

Lindsay Favazza: Yeah.

Andy Perenick: I’ll give you the words to win by.” And then what we’ve done over the years is we’ve trained other agents so they know what to say, what not to say. My wife, Sarah has created amazing systems, you know, with our- with our staff and we’re fortunate enough. Michelle’s now been back with us for years. So as the office manager, um, and Doug and Jessica, my-my OGs, the original, uh-uh, folks here with us as well. They’ve been on the leadership team. We’ve grown and tried to, you know, help and share. And basically, I reached my goals when it came to sales and real estate. Now we’re attempting to help other people reach their goals-

Lindsay Favazza: Okay.

Andy Perenick: -with programs. Like we do still run 100 days to greatness that, uh, Buffini puts out. Um,-

Lindsay Favazza: Mm-hmm.

Andy Perenick: -we just ran, uh, a Pathways to Mastery advanced series that literally just ended this past week. So every week there’s a training, usually two times a week. When the whole proposed NARA settlement came out, we had three trainings in five-

Lindsay Favazza: Yeah.

Andy Perenick: -days-

Lindsay Favazza: Yeah.

Andy Perenick: -just to get the facts.

Lindsay Favazza: Yes.

Andy Perenick: Just to get the facts. And I hope everybody’s comfortable that we know what we’re doing. We are comfortable that we know what we’re doing,-

Lindsay Favazza: Yep.

Andy Perenick: -but we don’t exactly know what’s gonna happen next, but we’re already improvising and overcoming and that’s-that’s really, I think the key.

Lindsay Favazza: Yep. So you’ve already given so much great advice, but if you were to boil things down into one piece of advice, especially, like I said, for more of the broker-owner audience or someone looking to be a broker-owner, what kind of advice would you give them? Is it, you know– what-what would you say to focus on, or what would you say they need to possess before they really make that switch over?

Andy Perenick: So I’ll give you a couple of things. I’ll give you some generalities, which is, this is what I said. I have two boys. One’s just getting ready to graduate, uh, UMass Amherst, Eisenberg sport management. He just got hired by the Atlanta Hawks.

Lindsay Favazza: Awesome.

Andy Perenick: So he’s gonna go down there and work in their sales department.

Lindsay Favazza: That’s great.

Andy Perenick: My youngest, uh, boy is a freshman and he, uh, is running a track for a division one, UMass Amherst as an athlete. So, you know, these kids are squared away. I tell-

Lindsay Favazza: Yeah.

Andy Perenick: -people all the time I married up and she trained them well. So that was part of the– that’s why [crosstalk]

Lindsay Favazza: You had a little bit to do with it. I’m sure your wife is as wonderful as you say, but you had a little bit. Give yourself some credit.

Andy Perenick: Oh, listen, I– it’s okay. It’s okay. Um, yes, I had a little bit to do with it, but what I would send the boys out the door with is almost every day, and they can repeat it right now, and eventually, ’cause I’ll make them watch this. I do that sometimes.

Lindsay Favazza: Yeah.

Andy Perenick: Uh, ’cause it’s good for them. Damn it. Right?

Lindsay Favazza: Yeah.

Andy Perenick: But, uh, with the four things we always talked about was work hard, be nice, have an attitude of gratitude, and never give up.

Lindsay Favazza: I love that.

Andy Perenick: So those four. We talk all the time about tactics, change principles don’t. So those four principles, if that’s, you know, where your heart is. And I know I’m talking, maybe to, uh, a whole bunch of different people and different mindsets, but if that speaks true to you, then if you keep those as your pillars and-and you go with a, you above all else, and you’re in a relationship-building business, and that will get you through the ups and downs of real estate.

Um, so those-those four principles are very important. And that’s-that’s what we sent the boys out the door with. Um, as far as-as detailed stuff, you just– you know, people talk about, this is a professional agents market right now. And it’s true. If-if you’re just kind of winging it, you know, you really either got to dial in or it’s time to step out and that’s okay. When I first got into the business, they were– uh, the height of it was almost 700 agents in our little MLS out here, Berkshire County board. And then in the lowest times, it was like 325. So, you know, half, and that happens. That’s an industry that we’re in. That happens and it’s okay.

I remember being at a Buffini event one time and one of the coach people said, “Listen, because of your coaching, I’m opting to retire now or get out now ’cause I don’t have the energy for the next go-round. I’ve done it. Thank you for your guidance.” And everybody clapped I think because they’re like, “I should probably go with you ’cause this is crazy.” But you know, we’re prepared now to-to whatever it is, we’re gonna be like the Buffalo. Ready for another great quote.

Lindsay Favazza: I love it. I love it. I wanna write all of these down. You have the [crosstalk]

Andy Perenick: I didn’t realize it, but the Buffalo, I guess, is the only animal that when a big storm’s coming, it races into the storm to get through it faster as opposed to running away from it and being tired and destroyed by it so the buffalo–

Lindsay Favazza: Wow. I did not know that.

Andy Perenick: Yeah. Yeah. You might check it out and it might be totally wrong, but I heard it and it stuck.

Lindsay Favazza: You said it with all the confidence in the world. So I fully believed it.

Andy Perenick: I’m unburdened by doubt. That-that term has been thrown around before. So yeah, but, uh, the bottom line is, you know, uh, if you’re looking to start a brokerage, I mean, I would say don’t- right– not right now. I mean [crosstalk]

Lindsay Favazza: Not right now.

Andy Perenick: Honestly, and I’m-I’m saying that being honest with someone who’s– now listen, I’m just a-a little small brokerage here with just under 30 people between licensed agents and admin. And-and we’ve been churning and burning with goals in mind and-and coaching and everything else. To go out on your own, if you haven’t read it, read the book, the E-Myth. There’s even one for real estate brokerages, but the E-Myth, which stands for the entrepreneur’s myth, talks about people that, listen, you might be a great realtor. And I was a great realtor. I was a great team leader.

Um, you know, we did 150 some-odd transactions as a three-person team and now Berkshire Dream Home does well over 300 a year and growing. But if you read that E-Myth book, I learned this a little bit the hard way, but with Anthony’s coaching is, it’s a whole different set of skills. Just ’cause you think you can sell, um, leading people is a whole different learning experience. It’s a whole different set of tools. And that E-Myth really talks about it. If you’re interested in it, read that book. And if you’re not a reader of books, never open your own brokerage because readers– leaders are readers.

Someone once said that to me and it’s stuck. And I hated to read in school, but boy, I’ve read more books where my wife would joke right now, I’ve read more parts and chapters of books, maybe not the whole thing. But gotten the ideas, listened to the books online. I– we drive a lot, you know?

Lindsay Favazza: I do that. Yep. That’s how I- that’s how I read all my books.

Andy Perenick: Yeah. And then have the book in there ’cause there’s some great stuff to highlight to flip back to when you need it, when you really got to focus. But so that E-Myth book is powerful because it puts you in your place, which is listen, not everybody– even if you’re a good agent, not all people are created to become brokers and owners and it’s a whole different world. Not saying don’t do it, but educate yourself before you make that jump because if you don’t, you’re gonna- you’re gonna find yourself in a- in a- in a tough spot ’cause basically–

Lindsay Favazza: And Anthony just did a video the other day where he talked about like, yeah, you know, if you do wanna do it, just step in slowly, you know, like lean into it a little bit before you jump in. Because otherwise, you know, you could be stuck and you don’t- you don’t wanna- you don’t wanna kill the love that you might have for real estate either, where it can put you back and now you’re like, “I’m just out completely,” or that it could financially strain you enough that you would have to get out. So yeah, I think you’re absolutely right. I think that was really solid advice. Like don’t do it unless you’re absolutely ready to do it. I think that’s-that’s what they should hear.

Andy Perenick: Yeah, and-and there are some good companies out there and, you know, I’ll toot our horn- our horn a little bit here because we’ve– through looking at other people’s models, we’ve come up with a model that my own father-in-law, um, said– you know, he-he bought a Remax franchise back in the day because he was the top agent. He needed something else to kind of, um– you know, he kind of built that franchise, if you will. And he said, “Andy, if there was a company like yours at the time,” ’cause he loved to sell, he would never ever give up, you know, working with sellers.

Uh, and me, I was happy to after a certain period of time. It was just a natural progression.

Lindsay Favazza: Yeah.

Andy Perenick: Um, and he said, “Boy, if there was a company like yours with everything we have going on,” he goes, “I would have stayed and I would have grown my team as big as I wanted, right under the umbrella.” And I know Anthony and I have similar business models and philosophies, which is nice. Grow your own company within the company and protection of somebody else’s-

Lindsay Favazza: Yeah.

Andy Perenick: -because when you try to do your own, wow, you know, e-errors and omissions insurance, if you haven’t dealt with it yet or had a lawsuit, oh, oh.

Lindsay Favazza: Yikes. There’s a lot involved. Andy, this was so much fun. I really enjoyed talking to you. I really enjoyed hearing your stories. I definitely want to do like a catch-up episode later on for sure, ’cause I feel like we just scratched the surface.

Andy Perenick: Well, listen, this was fun. And has it been five minutes? Have I already talked for five minutes?

Lindsay Favazza: It’s been 30 minutes. Like that’s insane. It felt like it was two minutes. 

Andy Perenick: Yep. Yep. Someone once said I could talk a dog off a meat wagon. That’s what they said. I believe it.

Lindsay Favazza: You definitely are good at what you do, my friend. Well, thank you so much. I really appreciate it. Thank you to everybody who’s listening. I’m usually really terrible at this, but let’s see. There’s his social media right there. I usually am completely opposite, not knowing where I’m pointing. There’s his social, if you’re watching here on YouTube. Otherwise, check out the show notes and make sure to grab his contact info. He has a wealth of knowledge and an open book. He actually told me in the beginning, “Put my cell phone number down there.”

I’m like, “Well, we’re not going to do that,” but we’ll put it in the show notes. So if you wanna reach out to him, ask him questions. Um, he’s a blast to talk to and also a wealth of knowledge. So Andy, thank you again so much. And thank you to all of our listeners. We really, really appreciate it.

Andy Perenick: Well, listen, it was a pleasure. And I’m not joking, text or call. And I’ll just sign off with one of my Amish friends. Again, make a friend before you need one says, and he says, “Have a great day or enjoy the bad one.”

Lindsay Favazza: I love it. Well, hopefully, we see each other after this. You know, the eclipse doesn’t end the world for us today. I appreciate it. This was a great convo though. So I-I would go out happy. It’s fine. It’s all good.

Andy Perenick: Thank you. Same here.

Lindsay Favazza: Thank you all so much. Appreciate it. We’ll see you guys on the next episode of the Agents Who Crush It In Real Estate.

 

Thanks for joining us on the Agents Who Crush It In Real Estate podcast. We hope you’ve learned some valuable takeaways. Be sure to take action and grow your business. You can check out the Episode Notes and more content from the show at CrushitinRE.com/podcast. And if you’d like this episode, and you’d like to hear more stories, please share with others, post on social media or leave a rating or review. To catch all the latest from Anthony you can follow him on Instagram at Crush It In Real Estate on Facebook and YouTube. Thanks again and we’ll see you next time.