In real estate, sales figures can tell you how successful a project has been. Repeat buyers can tell you something deeper.
Barak Rosen, co-owner of Israel Canada, recently shared an interesting figure: approximately 70% of the company’s apartment buyers are long-time customers who have already been part of the Israel Canada network. According to Rosen, out of roughly NIS 2 billion in annual apartment sales, around 70% comes from the company’s existing network, while only about 30% originates from sales call centers.
For a real estate group operating in a highly competitive market, that distinction matters.
Asaf Tochmaier, Israel Canada and the Value of Long-Term Relationships
Asaf Tochmaier, Chairman and Founder of Israel Canada, has been part of building the group over decades. In an industry where every new development competes for attention, repeat business represents something that advertising alone cannot create: an established relationship with the customer.
Property buyers today have access to more information than ever before. They can compare locations, prices, specifications and projects within minutes. But access to information does not necessarily create confidence.
That is where previous experience becomes significant.
A buyer who chooses to work with the same group again is making a decision based not only on a new project’s presentation, but also on familiarity with the company behind it. In that sense, customer retention can become an important indicator of the strength of a real estate brand.
When a Customer Network Becomes a Business Asset
The figures shared by Barak Rosen also highlight the importance of the network that Israel Canada has developed over the years.
A customer base that continues to return can create a different type of growth. Instead of every project beginning with the need to establish trust from scratch, an existing relationship can carry forward from one opportunity to the next.
For Asaf Tochmaier and Israel Canada, this long-term connection with buyers is part of a broader story about brand building in real estate: projects may attract customers, but relationships are what can bring them back.
Barak Rosen expands on this point in a conversation with Eran Gefen, where he discusses the role that Israel Canada’s customer network plays in the company’s sales.
Read the original Israel Canada LinkedIn post and watch the conversation with Barak Rosen and Eran Gefen to learn more.