Natali Zaher: A Passion and Perseverance in Real Estate

REE #234 Transcript

[00:00:00] Natali Zaheer: Our society has changed. Real estate has changed completely. The way you talk to people has changed, the way you sell, and the way you buy—most everything has changed. Kudos to those who have stuck around for 24 years, but I think there’s a new way of doing things for a new generation. I remember when I first started, there was so much talk about Gen Z and millennials taking on social media, especially Instagram. People said, “They just get in front of the camera and think they can sell.” Well, yes, that's how I do it. That’s how I get 45% of my business. Instagram is how I sell. It’s just about using what I know and choosing the right prospecting methods.

[00:01:00] Tracy Hayes: Welcome back to the Real Estate Excellence podcast. Today’s guest has been in the business for less than two years but is already making waves. With a background in marketing, her production has trended up over her first 18 months, climaxing with five units sold in September. She’ll correct me if I’m wrong. She’s had an incredible start, and today we’re going to find out what’s behind her success. From Damascus, Syria, now calling Jacksonville home, welcome, Natalie Zaheer.

[00:01:30] Natali Zaheer: Thank you, Tracy. Thank you.

[00:01:32] Tracy Hayes: I’m glad you came on. You came onto my radar when I was talking to Christine Heron, and I saw the numbers you were putting up—serious numbers. When you jumped into real estate, did you ever see yourself achieving this level of success so soon?

[00:01:54] Natali Zaheer: Not at all. I actually set a goal for myself, and this year I hit that goal and a half. I’m so grateful for that, but I did not expect this so soon. I’ve had moments where I’ve thought, “Mama, what is my life?”

[00:02:10] Tracy Hayes: When you reach this level of production, many agents start to hit a ceiling where they need help. Are you still doing everything yourself, or do you have assistance?

[00:02:29] Natali Zaheer: I have a transaction coordinator and a coach. I thought I could do it all by myself, but as I took on more and more, I realized I couldn’t manage it alone.

[00:02:42] Tracy Hayes: Do you have buyers' agents working with you, or do you rely on colleagues at Heron Real Estate when you need help?

[00:02:50] Natali Zaheer: Yes, I work with other agents at Heron. I’ll sometimes call on them to show properties or even give them a buyer lead and split the commission. It’s been very helpful.

[00:03:00] Tracy Hayes: That’s great. Support within a brokerage is crucial. We’ll dive into that more, but first, let’s take a quick 30-second break to thank our sponsor, Remi Graphics. Check out remigraphics.com for custom laser-engraved gifts and promotional items.

[00:04:00] Tracy Hayes: So, you lived in Damascus until you were about nine. What brought your family to the United States?

[00:04:05] Natali Zaheer: My parents wanted a better future, especially for our education and job opportunities. The situation in Syria was difficult. My dad moved here first, got his green card, and brought my sister and me over while we were still under 18. My mom joined us later in 2012 after a long process.

[00:05:04] Tracy Hayes: It’s incredible to hear stories like that. Many Americans don’t fully understand how different life is outside the U.S. Would you agree?

[00:05:28] Natali Zaheer: Absolutely. America is seen as the land of opportunity, and that’s not just a saying—it’s true. People here take so much for granted, like travel freedom, access to goods, and basic resources.

[00:06:00] Tracy Hayes: That’s an eye-opener. So, at nine years old, did you know any English?

[00:06:05] Natali Zaheer: No, not at all. I remember sitting in history class and crying because I couldn’t understand anything. My teacher was Egyptian, but even his dialect was different from mine. Math was the only subject I understood because it’s universal.

[00:07:00] Tracy Hayes: Did you get extra tutoring to learn English?

[00:07:05] Natali Zaheer: Yes, I had to push myself. It took me about five months to pick up English.

[00:07:16] Tracy Hayes: By the time you graduated high school, did you feel accomplished?

[00:07:26] Natali Zaheer: Definitely. Sports helped me through middle and high school. Soccer was my outlet, especially during challenging times.

[00:08:00] Tracy Hayes: And after high school?

[00:08:02] Natali Zaheer: I went to UNF, and it changed my life. I even studied abroad in Spain, which was life-changing. College taught me social skills more than academics.

[00:09:00] Tracy Hayes: Would you recommend studying abroad to others?

[00:09:05] Natali Zaheer: Absolutely. It’s about life experiences, not just school.

[00:09:16] Tracy Hayes: When you transitioned into real estate, did your background in marketing help?

[00:10:00] Natali Zaheer: My marketing background wasn’t directly related to real estate. I worked in logistics and for nonprofit organizations, which shaped my communication skills.

[00:11:00] Tracy Hayes: How did you decide on real estate?

[00:14:17] Natali Zaheer: I’ve always wanted to do real estate. I needed stability after some career changes, so I took the plunge.

[00:14:36] Tracy Hayes: That’s a big jump. What gave you the confidence to go commission-only?

[00:15:00] Natali Zaheer: I didn’t know I was confident until others told me. I realized I was willing to talk to anyone and wasn’t afraid of rejection.

[00:16:00] Tracy Hayes: Does that confidence come from overcoming challenges in your life?

[00:16:32] Natali Zaheer: Yes, I think so. I came here not knowing the language and faced cultural differences. That shaped who I am. I have zero fear of rejection because I know I can always turn a “no” into a “yes.”

[00:17:00] Tracy Hayes: That’s powerful. How do you stay motivated?

[00:19:16] Natali Zaheer: I love seeing my clients' reactions when they find their dream home. Watching young Arab-Americans buy homes is fulfilling. It’s part of the American dream.

[00:20:17] Tracy Hayes: What’s real estate like in Syria?

[00:20:28] Natali Zaheer: It’s very different. Most properties are passed down through generations, and buying is difficult due to the economic situation.

[00:21:00] Tracy Hayes: Interesting. What keeps you going during tough days in real estate?

[00:23:00] Natali Zaheer: I don’t doubt myself. I know challenges will come, but I stay positive. Once, in a 12-hour span, three deals fell through. I took a break, went to the river, and told myself something better was coming. And it did—a bigger deal came through soon after.

[00:24:00] Tracy Hayes: That’s grit. How do you keep up with changes in the market?

[00:26:18] Tracy Hayes: Yeah, that's what I'm talking about. That's grit. It's great. He’s aligning something. I mean, I'm not taking away the faith part of it—that’s definitely there—but I feel He closes one door to open another that’s better for us or for those we’re influencing, however you want to look at it. But that’s grit. All right, yeah, that’s very good.

[00:26:49] Natali Zaher: Yeah, I've listened to the audiobook and bought the physical book because I wanted to refer to it while preparing for the talk. It has great quotes and insights that I wanted to see on the page.

[00:27:00] Tracy Hayes: Consistency is key. And while things might evolve, which happens a lot in this industry, what are you doing consistently that contributes to your success? Your numbers are showing steady growth.

[00:27:16] Natali Zaher: Honestly, half the time, I don’t know what I’m doing exactly. I can't tell you how many times I get DMs or calls asking, “Natali, what are you doing? Can you help me?” I wish I could outline a structured plan, but the truth is, I just talk to people. I share stories, I engage in conversations—whether they’re about real estate or not. I feed off people's energy, even negative energy. I either turn it into something positive or go home and pray for them. It’s about being genuinely connected.

[00:28:00] Tracy Hayes: So you’ve decided on ways to prospect and focus on them. How did you come up with that?

[00:28:08] Natali Zaher: Yes, I decided that social media and my sphere of influence would be my primary focus. My sphere already sees me on Snapchat, Instagram, and Facebook, so it overlaps with social media. I come from a large Arab community that tends to stay connected and support each other. I use that to my advantage because they trust someone familiar over an outsider.

[00:28:45] Tracy Hayes: But you've had to earn that trust. Don’t discount your work.

[00:28:48] Natali Zaher: Absolutely. They may give you a chance because they know you, but you have to prove yourself. One of my close friends once said in front of others, “Of course I’m buying a house with XYZ because you’re new.” That stung, but it motivated me. I needed someone to challenge me, to say, “We’re not using you because we don’t trust you,” so I could prove them wrong. Eventually, I did, and once I earned that trust, the referrals started coming in one after another. Had I done poorly, it would’ve gone the other way.

[00:29:43] Tracy Hayes: It’s true; being part of a community can help, but it only opens the door. You have to prove yourself to stay.

[00:29:56] Natali Zaher: Exactly. Once you mess up, word spreads fast. But if you do well, you build a strong reputation. I go above and beyond for my clients, no matter the time or effort. If someone texts me at 1 a.m. and needs me at 8 a.m., I’m there.

[00:30:09] Tracy Hayes: That passion shows.

[00:30:10] Natali Zaher: It does. And I never dread the work, even though I wasn’t a morning person.

[00:30:18] Tracy Hayes: Yeah, which is why we started at 11:30 today instead of 10!

[00:30:23] Natali Zaher: Right, I had an early meeting. But yes, I treat a $100,000 deal with the same care as a $2 million deal because, to my clients, both amounts mean everything.

[00:31:44] Tracy Hayes: Let’s talk about how you started in real estate. Did you go to someone for advice or just find a course?

[00:31:57] Natali Zaher: I messaged a friend I played soccer with, asking where he took his test, and he said, “Watson.” So I went there, failed the exam six times because I hate studying and memorizing. But I passed on the seventh try, which taught me persistence.

[00:32:46] Tracy Hayes: So you started with Watson during COVID. But how did you decide on which brokerage to join?

[00:33:02] Natali Zaher: A friend who I used to tutor mentioned Heron and convinced me to visit. When I saw it, I was impressed. It felt like a close-knit community, which mattered to me more than a big-name brokerage like Keller, which demanded more fees. Heron offered a nurturing environment.

[00:34:06] Tracy Hayes: Did you look at other brokerages?

[00:34:08] Natali Zaher: Just Keller. Their fees were high, so I chose Heron, where I could learn in a supportive setting. It’s like being in a small school where teachers know your name.

[00:34:37] Tracy Hayes: How many agents were there when you joined?

[00:34:42] Natali Zaher: About 300. Now it’s close to 600.

[00:34:46] Tracy Hayes: That’s impressive growth.

[00:34:49] Natali Zaher: Yeah, and the support from the leadership has been invaluable. I was never afraid to ask questions or reach out to colleagues. I even DM’d people on Instagram for help.

[00:35:08] Tracy Hayes: Heron has a unique structure with multiple owners who contribute sweat equity.

[00:35:27] Natali Zaher: Yes, and that translates into support and training for agents. It’s not just the brokerage that makes you; it’s the environment and the people.

[00:36:02] Tracy Hayes: You’re clearly driven. Not everyone has that level of determination.

[00:36:17] Natali Zaher: True, but everyone has grit to some degree. It’s what you do with it that matters.

[00:37:00] Tracy Hayes: You’ve mentioned that we’re taught routines in America, but not how to chase our passions or handle practical life skills.

[00:37:13] Natali Zaher: Exactly. My MBA taught me how to study, not how to manage life’s daily tasks or find my passion.

[00:38:00] Tracy Hayes: Now, with online resources, people can learn high-paying skills without college. I hope more of the next generation embraces that.

[00:38:14] Natali Zaher: They are. I know young investors who are already flipping houses and succeeding without using their own money.

[00:38:40] Tracy Hayes: Right, and all the information is out there if you’re willing to learn.

[00:39:07] Natali Zaher: Yes, Gen Z especially wants to own businesses and be independent.

[00:40:14] Tracy Hayes: Mentors have been a recurring theme. Did you have one at Heron?

[00:40:26] Natali Zaher: Not officially. I didn't want to split my earnings and opted out of the mentorship, but I learned from peers and asked for help when needed. Most people are willing to help if you ask.

[00:41:08] Tracy Hayes: That’s true. At Heron, there’s value in the knowledge shared by the owners, who have real experience.

[00:41:38] Natali Zaher: Yes, and it creates a healthy environment. That’s important.

[00:42:00] Tracy Hayes: Speaking of changes, have you adjusted to the new requirements like the buyer’s broker agreement?

[00:42:17] Natali Zaher: Yes, but I think it’s been harder for agents with 20+ years of experience. Real estate has changed so much, and newer methods work better for younger generations.

[00:43:00] Tracy Hayes: It’s a leveling of the playing field, with everyone learning the new processes at the same time.

[00:43:33] Natali Zaher: Yes, and honesty is key. If you’re genuine, clients will trust you enough to sign agreements or work with you.

[00:45:00] Tracy Hayes: Let’s circle back to why people ask you for advice. You’ve tapped into your community, earned trust, and leveraged social media.

[00:45:56] Natali Zaher: Yes, I started by targeting my Arab community and gradually expanded. I learned what types of homes and posts attracted attention and tailored my content accordingly.

[00:47:02] Tracy Hayes: So how do you target people on Instagram?

[00:47:09] Natali Zaher: I show my face, engage with my audience, and make relatable content. My clients are mostly millennials and Gen Z, ages 20 to 40, who are active on Instagram.

[00:48:39] Tracy Hayes: It’s about building connections.

[00:48:49] Natali Zaher: Yes, being authentic is crucial. I try to be relatable by sharing my interests, like fashion, travel, and million-dollar homes.

[00:51:00] Tracy Hayes: Authenticity makes you more approachable.

[00:51:14] Natali Zaher: Exactly. I present myself naturally, even if it means being candid.

[00:53:00] Tracy Hayes: With your cultural background, do you find that Arab clients are different from typical American clients?

[00:54:27] Natali Zaher: Yes, there are differences, such as valuing personal connections and negotiating more aggressively.

[00:55:56] Tracy Hayes: Patience and trust-building are key, especially when working with close-knit communities.

[00:56:28] Natali Zaher: Absolutely. And they value confidentiality and personalized service.

[01:01:00] Tracy Hayes: It’s all about giving the best service, even if it means adjusting for client needs.

[01:04:00] Natali Zaher: Yes, and being honest helps build long-term trust, even when discussing things like commissions.

[01:06:00] Tracy Hayes: What are the three things agents should be doing now?

[01:12:42] Natali Zaher: First, pick two prospecting methods and invest fully in them. Second, engage with everyone; talk and listen. Third, nurture your inner growth—praying or staying grounded helps. And don't forget open houses; they’re great for generating business.

[01:15:38] Tracy Hayes: What sets Heron apart as a brokerage?

[01:16:00] Natali Zaher: It’s a healthy, supportive environment. We have structured training, a comfortable workplace, and a strong sense of community. The leadership genuinely listens and responds to our needs.

[01:19:35] Tracy Hayes: And that’s important—being able to trust your leadership and know they’re invested in your success.

[01:21:18] Tracy Hayes: Thank you so much for coming on today!

[01:21:20] Natali Zaher: Thank you! I had so much fun.