In a room of 70 realtors, only 3 raised their hand when asked if they had a real, documented process. And every single time this exercise happens, those 3 are the top performers in the room.

David Hulshof has built one of Canada's most focused and high-performing real estate teams by doing the opposite of what most agents do. Instead of casting a wide net, he went narrow. The Investments Group works exclusively in multifamily and mixed-use properties across Ontario, primarily 15 to 60 unit buildings, and in just three and a half years they became top 1% in Canada with Royal LePage and rank among the top 20 to 25 teams nationally.

Before real estate, David spent his career in private wealth management, including as a Director of Private Wealth with BMO. That background shaped everything about how he runs his business today, from his deeply structured client intake process to his philosophy that the best sales conversation is the one where you understand the problem so well that the solution becomes obvious.

In this episode, David breaks down the systems, mindset, and decisions that built a top-performing team in record time.

What you will learn in this episode:

Why only 3 out of 70 realtors had a real process, and why those 3 were always the top producers
How the Investments Group went top 1% Royal LePage in just 3.5 years by niching exclusively into multifamily
The three-part education process David uses with every new investor client
Why they send an offer before they ever see the building, and why that is standard in multifamily
How David cut his client meetings from 60 minutes to 15 and increased results in the process
The courage it takes to say no to clients who are not the right fit, and why it deepens relationships
Why 60% of multifamily deals happen off market and how to access that inventory
David's best marketing strategy and the one tool he would use exclusively for a full year
How he defines success now that he is a father, and the boundaries that made his clients respect him more
His single piece of advice for every realtor who does not yet have a process

TIMESTAMPS:

0:00 Introduction
1:29 David's background in private wealth and the move to real estate 2:22 Why the Investments Group focuses exclusively on multifamily 3:12 The moment he knew finance was no longer where he belonged 3:55 What makes him successful: numbers, data, and goal-driven thinking
4:36 The three-part client education process from intake to offer
7:36 The insider database and how off-market deals work in multifamily
8:36 The key to their success: dedication through the hard times
9:47 Three and a half years to top 1% in Canada
10:21 How his private wealth background shaped his approach to selling
11:14 Non-negotiables: why they do not work with everyone
13:22 The courage to say no, and why it deepens client relationships 14:05 Why no one on the team does residential, ever
15:12 How they generate leads and market to investors
16:41 Repurposing content and where they are focusing next
17:44 Rapid fire: best marketing strategy, best social media tactic, one tool for one year
18:37 How 60-minute meetings became 15-minute meetings and got better results
20:23 In a room of 70 realtors, only 3 had a process. Those were the top performers.
22:41 His one piece of advice for every realtor
24:17 How 2026 is shaping up to be their biggest year yet
25:05 Where to find David and the Investments Group

Connect with Dave Hulshof

Instagram: https://www.instagram.com/theinvestmentsgroup/ & https://www.instagram.com/davehulshof.realestate/

Facebook: https://www.facebook.com/theinvestmentsgroup.rlp

Linkedin: https://www.linkedin.com/company/theinvestmentsgroup/

Youtube: https://www.youtube.com/@reihotseat

Website: https://investmentsgroup.ca/

Connect with Maude & Sold Right Away:

Website: https://www.soldrightaway.com/

LinkedIn: https://www.linkedin.com/in/soldrightaway

Instagram: https://www.instagram.com/soldrightaway/

Facebook: https://www.facebook.com/soldrightaway

Links & Resources: https://linktr.ee/soldrightaway

Youtube: https://www.youtube.com/@Soldrightaway

ABOUT THE GET MORE SYSTEM: The GET MORE System by Sold Right Away is a done-for-you marketing solution built exclusively for Canadian realtors. It is not a course. It is not a tool. It is your own full marketing department, including a strategist, SEO expert, designer, content team, and campaign executor, all working on your brand every single month. So you can stop being a part-time marketer and get back to being a full-time closer. Learn more at soldrightaway.com.

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