SPEAKER_01 0:30

Hi, my name's Anusha Nick Juyan. I am in the real estate industry, currently an associate broker with Compass Real Estate. That focuses on my agency side of the business where I help people sell, buy, invest, and really more so create a wealth management plan for themselves in their future. That's really like where my heart twinkles. Because most people don't even think about investing in real estate until it's like, oh, I need to buy a house.

Meet Anusha: Roles and Range

SPEAKER_01 1:00

So that's that. And then the secondary part of my business is construction management and design work. I predominantly do that for myself on flips and investments and rentals. And I take on select clients. Wow. And additionally, taking all that experience, I also offer just consulting services as well.

SPEAKER_00 1:21

Okay, cool. So you got quite a range there. A little bit. It's exciting. I'm excited to learn more. Thank you. Now, take me back to how you got started in all of this. Tell me how you got to where you are today. Definitely.

SPEAKER_01 1:33

So real estate has been like running in my blood pretty much since I was born. And so my family back in my home country of Iran, and then also in the US, has been in the construction business. So growing up, I've always been around it and working summer, so forth. Postgraduation from college, which I studied business and marketing, I started working fan business, doing business development marketing. This was more on the commercial side of real estate. And at that point, I was like, you know, it'd be so nice to like not have to work with the parents. And so what happened is my grandma's broker, her real estate broker, was like, he was like an old man. He's like, you should go get your license. I'll teach you everything I know, take you under my wing, you know, that spiel. And I was like, yeah. So after work, I would go to DC. And this is like when things were not so tech wise. So like you went to physical class. So I got my licensing in DC first. And that's where I met my first boss, effectively. And he was like, hey, I have this brand new 73 unit apartment building I want to give to you to lease up. And I was like, wow, like this sounds exciting. Like, well, you know, I'll be in DC. I'm young, like, I'll be meeting people. Awesome. So basically, once I

First Break: Leasing 73 Units Solo

SPEAKER_01 2:51

got my licensing, I stopped working with the parents and I took on this 74 unit. It was 72 units plus two townhouses in Shaw, DC. And this is when Shaw, the convention center, that area, was not where it's at now. And the developers were really trying to achieve a very high price per square price per square foot. And so I had this beautiful, gorgeous building, but no model unit, no lobby, no nothing. It was like literally just empty units, right? White walls, new construction, beautiful class A, we call it. And I hit the target. Like I, it was just me and my boss, and really so just me, right? Because it fell on me. So I would be doing like multiple tours on the weekends. I was working like six days nonstop. And I got it fully leased up. They gave me an award. I was like, okay, well, this is nice, but the bonus is measly. I worked so hard. This is nonsense. So I was like, okay, well, if I'm gonna hustle this hard, I'd rather just hustle for myself. So then I gave my resignation after success and being awarded. But I was like, you know what? I really appreciate the opportunity, but I'm gonna just segue out of this. And this was property management. So then I take a year of just entrepreneurial endeavors. I do like the snack box business. I do, I look into drop shipping, e-commerce sales, which frankly I wish I kind of stuck to because I think it would be like it's what's done is done.

SPEAKER_00 4:20

Sure. Noah. Real estate has been a journey. And all those little things they lead up to the growth of where you are now to flourish and just keep moving up. I think that's an amazing story. Literally. And this translates to anyone's lives.

SPEAKER_01 4:33

So if they're like feeling any type of way about things they've done, they regret

Entrepreneurship Detours and Lessons

SPEAKER_01 4:36

it, it's like, don't regret it. It's built who you are, it's taught you something. So take the good and proceed forward with that.

SPEAKER_00 4:43

Absolutely.

SPEAKER_01 4:43

That's always my two cents there.

SPEAKER_00 4:45

That's some great advice, I think. Thank you. So how does being a DMB native influence your approach to real estate and the advice you give your clients?

SPEAKER_01 4:55

How does being a DMB native okay, hugely number one. Like being a DMB native, I was born in Arlington, grew up in Maryland, lived in DC. So I have a very good tempo on our market, not just in like real estate sense, but also in like what the lifestyles are in the different areas, what the schools are like, how your life basically lifestyle, right? Because anyone who's moving really cares about what is their lifestyle,

DMV Roots and Local Insight

SPEAKER_01 5:25

especially for relocation. So people who don't live in the DMB and are moving because of work, it's very important to work with a professional that has a good understanding of the areas.

SPEAKER_00 5:39

Absolutely agreed on that. And you've built your business on strategy, connection, and execution. What values guide you in every client relationship?

SPEAKER_01 5:48

What values guide? Okay, so the values that guide me is honestly care, the level of care and attention. Being in this industry, I've seen so much unethical work and motives behind people's intentions that it's concerning, to say the least. But what I think is very critical is the value of care that a professional

Values: Care, Ethics, and Adaptation

SPEAKER_01 6:12

brings to their client, like genuine care for their best interests. Absolutely.

SPEAKER_00 6:17

Almost like the kind of care you'd want to give to your own family member, member, or friend you'd be giving to those clients. Exactly. Like beyond. I definitely overextend. And what does real estate done differently mean to you in a market that's always changing?

SPEAKER_01 6:34

What does real estate done differently mean to me? It means like you have to keep pivoting and adapting and evolving. If you think the same way, you're gonna be dead in people's eyes. So you have did I answer that correctly? Evolving.

SPEAKER_00 6:49

You sure did. Amazing. And what's the biggest lesson you learned transitioning from investor to broker?

SPEAKER_01 7:00

Great question. What's the biggest lesson? I still am both, but to become a broker, it's be again thinking outside of yourself. It's thinking what is the best interest of that person. So when I take on a client for consultation, I really want to understand what do they even want for themselves in their lives? Like what are their end goals, right? Not just today, in like 20 years, where would you like to be at? In 50 years, where would you like to be at? Would you like to hand your children a property when they graduate? Or do you not even want to think about that and

Investor to Broker: Long-Term Planning

SPEAKER_01 7:30

just live in today? So, yeah.

SPEAKER_00 7:33

So kind of just understanding where they want to go with it. Yeah.

SPEAKER_01 7:37

Awesome. I'm basically sorry, taking their like strengths, their objections, and really helping them create strategies that make sense for them. Okay. So it's a customized approach.

SPEAKER_00 7:47

Very cool. How did your experience in wholesaling, flipping, and Airbnb setups help you bring more value to your clients today?

SPEAKER_01 7:56

My goodness. Here's the thing: there's real estate where you're buying a home, but then there's real estate where you're creating a plan for investments. So taking in this well-rounded knowledge across all these facets, it's you have one mind that's thinking across all of these avenues that can help you depending on what you need. So it's like, hey, I want to do an Airbnb business, but maybe I'm thinking

Flips, Airbnb, and Holistic Strategy

SPEAKER_01 8:19

section A. You can help guide them through questions of this, that, and the third based on experience and knowledge. Okay. And expertise.

SPEAKER_00 8:26

Expertise for sure.

SPEAKER_01 8:29

I have paid a lot in lessons.

SPEAKER_00 8:32

Hey, that's how you that's how you learn, that's how you grow. That's yeah.

SPEAKER_01 8:36

Yeah.

SPEAKER_00 8:38

You've led teams and managed large portfolios. What kind of culture do you build around collaboration, accountability, and client care?

SPEAKER_01 8:46

I love that. I think collaboration is the most critical thing. That and communication. Building what was the question? I apologize.

SPEAKER_00 8:55

Oh, you're fine. So you've led teams and managed large portfolios. What kind of culture do you build around collaboration, accountability, and client care? Gotcha. Collaboration. What type of culture?

SPEAKER_01 9:06

Yes, a culture of very positivity

Team Culture and Client Collaboration

SPEAKER_01 9:08

towards all of that. Because you need to be very informative to your clients, but also understand what they need. It's not about just me telling you based on what I think is best for you. It's about you telling me what you want, me taking all my expertise and then creating the best strategies based on what you're looking for. So collaboration is the heart of it. And then that leads into every facet you just described. Helps you create that master plan for them. Yeah. And then when it comes to the team side internal, it's you want to have a culture that's people are happy, they support the vision. That's really key. And they're like, wow, I really understand the why, the mission. Absolutely. Yeah.

SPEAKER_00 9:52

Compass emphasizes technology and service. How do you blend those tools with your personal touch and deep market knowledge? Absolutely.

SPEAKER_01 9:59

So Compass is a fantastic company and they have provided amazing tech, as you just mentioned. I integrate my own customization using their platform and tools. And the way I use it is by creating collections for clients and different things based on their searches. Okay. Yeah. Awesome. And sorry, one other thing I do is that I really like to

Tech with a Personal Touch

SPEAKER_01 10:25

comb through it like a fine brush. So I select every property before I send it to clients so I don't waste their time.

SPEAKER_00 10:34

That's really I feel like that's really important because it's at the end of the day, you're kind of getting them to where they need to be without all the extra doesn't matter. You know what I mean? Yeah. Too much can confuse the client. How do you ensure your clients feel supported from start to finish, whether they're first-time buyers or seasoned investors?

SPEAKER_01 10:51

It's again all about their needs and wants. So based on the needs and wants is one, but two, the second part is almost intuitive. You have to intuitively understand the type of personality that client is, the type of person they are, what makes them comfortable and uncomfortable, and adjust your actions, your communication, and your behavior to accommodate, to make them comfortable.

SPEAKER_00 11:14

Exactly.

Standing Out: Presale and Positioning

SPEAKER_00 11:16

And you're known for understanding the pulse of property positioning. What are some of your go-to strategies for helping listings stand out?

SPEAKER_01 11:25

Absolutely. So it depends on the type of listing, of course. Every property has a customized strategy for marketing. But let's say it's a new property coming to market that's never been lived in. The key to this, honestly, if you want to minimize time frame, maximize profits, is to pre-sale. And what that means is understanding the design already for the property, the finishes that are going in, and then using renderings to start broadcasting that to the public to gain leads, to do pre-showings during construction, or maybe clients can customize selections. And yeah, that's really cool. It secures the deal. That's how I've done it when I've been working with other investors on JV partnership deals. I handle the design. So I do the pre-renderings and I basically outsell the property. I do a big banner in front, people call me, so on and so forth. And then we got it sold before it even hits the market. Wow.

SPEAKER_00 12:24

Yeah. It's really fascinating, all the different things that go behind just making that magic work.

SPEAKER_01 12:29

It's a lot of logistics. It looks easy, right? Anything does when it's done, but it's yeah, the back end is a lot. Thank you. That's my job. You know, that's my goal. I want my clients to be stress-free. Like I want to take on the burden. Like, let me handle it. You just have to be pleased through the process. Absolutely. I love it.

SPEAKER_00 12:50

How do you see the future of real estate evolving as newer generations enter the market and AI becomes more integrated into the industry? Definitely.

SPEAKER_01 13:00

So platforms have become the way of the future in terms of how people search, how people communicate. And the way I see it now is platforms are not perfect in terms of how the user, a buyer, for example, is searching Zillow, for example. So many people complain about filters, their searches, their data. So I think what's happening is with AI,

The Future: AI, Platforms, and Change

SPEAKER_01 13:21

data is going to be better, platforms are going to be better. And I honestly do think with the new generation, I think they're called beta coming. Let's say 20 years down the road, 40 years down the road, I almost feel the way that the connection right now a real estate professional has with their client is diminishing. And it really makes it a pivotal point for a lot of real estate professionals to think about their future. Because can you really be doing the same thing 20 years from now? Right. And expect the same results. So for me, it's all about forecasting. And it's like, what can I do now to pivot and position myself as a professional for the future?

SPEAKER_00 14:00

That's awesome. Just kind of thinking ahead and very much. Because it's easy to get caught up in the now. For sure. Yeah. For sure. You describe yourself as a one-stop shop for clients. What does that look like? And why do you believe it's the future of real estate? Absolutely.

SPEAKER_01 14:16

So I think if I can take myself and create an app version, a platform of it, that's ultimately what people are looking for in the future. They want to go to one space where they can do a multitude of things that synchronize together. For example, let's say you're looking for a house on an app that also gives you insurance providers and matches you with different resources and professionals you need and streamlines the process for you. It's like, who wouldn't want to use it, right? We all want efficiency. We all want

One-Stop Shop Vision

SPEAKER_01 14:46

ease.

SPEAKER_00 14:47

No need to complicate it more than it already is, right? Absolutely. When clients think of working with you, what's the one thing you hope they always remember about the experience? I love that question.

SPEAKER_01 15:01

I hope that clients remember just being handled with care, that they were attended to, their concerns were addressed, they achieved their goals most critical, and that they enjoyed the experience throughout the process.

SPEAKER_00 15:17

Having that personalized care is something that will just really carry you through from start to finish.

SPEAKER_01 15:23

I think so. I always think, what would I be looking for in a professional? That's like the first question I always ask myself and

What Clients Remember: Care and Results

SPEAKER_01 15:31

how I want to show up for someone else.

SPEAKER_00 15:33

Absolutely. Looking ahead, what's your vision for your real estate business and the legacy you want to leave in the DMB community?

SPEAKER_01 15:45

Amazing. For me, within the DMB community, it's about creating a culture for the young, for the mid-age, for any age, of again, planting the seed of starting to think about real estate and your future. Because I had the family that kind of planted that seed for me and started my journey young, but I almost want to be that nice little seed in whomever's gardens I can help plant.

SPEAKER_00 16:13

Yeah, absolutely.

SPEAKER_01 16:14

And so within the DMV and nationwide or globally, I would really love to just help impact people's futures in a positive way.

SPEAKER_00 16:23

Well,

Legacy in the DMV and Beyond

SPEAKER_00 16:23

you already are, and I'm so excited for it in the future as well. Thank you. As we wrap up, is there anything you'd like to add that I haven't touched on today?

SPEAKER_01 16:34

You did a great job. Thank you so much. No, I think just in some, whoever is not thinking about real estate in their future to just start and take the stress away. Just start one step at a time. I love that.

SPEAKER_00 16:46

Yeah.

SPEAKER_01 16:47

Well said. Thank you.

SPEAKER_00 16:50

Anusha, it was great having you on the show today. It was a pleasure to hear your story. Thank you so much. Thank you so much.