Each Wednesday, Real Estate Magazine shares insights, experiences and advice from top-performing teams and agents across Canada. If you’d like to contribute or nominate a colleague or team, send us an email.
When it comes to luxury real estate, few names carry the weight of Peter Papousek. With more than three decades in the industry and a reputation for delivering white-glove service, Papousek has become one of Canada’s most trusted advisors in the high-end market. His recent sale in Mississauga — listed at nearly $20 million — set a new benchmark south of the QEW.
REM: How did you first get into real estate?
PP: I first got into real estate in 1989. It started with a genuine interest in homes, architecture, and helping people through one of the most important decisions of their lives. Having escaped communism in the former Czechoslovakia and coming to Canada with no family, no friends, and no English, I worked low-paying jobs just to make ends meet. Real estate felt like a field where effort would directly translate into success — a business where if you worked hard, the potential was unlimited. I started as a solo agent, and I’ve never looked back. Failure was simply not an option.
REM: What does your business look like today?
PP: In 2024, I closed 84 transactions totaling $224,598,651 in sales volume. So far in 2025, I’ve completed 64 transactions worth $136,788,939. My business is an even balance of buyers and sellers. Behind me is a strong support system — an in-house marketing department, client care staff, an in-house stager, and a network of trusted contractors I’ve worked with for years.
REM: What roles do you focus on day-to-day?
PP: Vision, operations, brand leadership, community networking, and mentoring my team.
REM: What were the first key investments that shaped your success?
PP: Three things changed my business forever:
- In-house marketing: We control the brand and ensure our messaging is consistent.
- A client care team: We deliver the same white-glove level of service to every client, regardless of price point.
- Salesforce CRM: This is so customizable that it has allowed us to automate much of our process and maintain complete visibility across all areas of the business.
REM: What kind of clients are the best fit for your approach?
PP: While our expertise lies in the luxury real estate market, our approach is built on personalized guidance, integrity and genuine care. We work with a wide range of clients, from first-time homebuyers who need extra guidance to seasoned investors and families searching for their dream luxury estate. Our priority is understanding each client’s goals, lifestyle, and vision, then tailoring our strategy to meet their unique needs. Whether someone is purchasing a cozy starter home or a multimillion-dollar property, we provide the same level of dedication, market insight, and white-glove service to ensure their journey is smooth, informed, and rewarding
REM: What are your top lead sources today?
PP: Door knocking, open houses and past clients or referrals. It’s traditional, but it works because relationships are everything. Consistency and authenticity always outperform flashy trends.
REM: What advice would you give to solo agents making their first hire or outsourcing decision?
PP: Culture is everything. You need to surround yourself with people and companies that share your work ethic and values. The last thing your business needs is drama. When you’re hiring, don’t look for another version of yourself — find someone whose strengths fill your gaps.
REM: How do you approach follow-up and lead management?
PP: All new leads go into one of two funnels — high-value or low-value. Both follow the same process. Leads come in, and either our front desk or AI warms them up before they’re assigned. We use Salesforce for tracking, and while AI helps with automation, we still prioritize personal communication. Nothing replaces human connection.
REM: What’s one number every agent should track?
PP: Cost per deal. If you don’t know your numbers, you don’t know your business. We track cost per lead, cost per appointment, and cost per deal — but the last one tells you what’s really working.
REM: What does a $500K–$750K producer do differently in your view?
PP: They operate like business owners. They’re disciplined, data-driven, and never stop learning. They know their numbers, deliver incredible client experiences, and treat every deal as a chance to build a lifelong relationship.
REM: How do you define success in this business?
PP: Success isn’t just about volume — it’s about sustainability. Anyone can have a good year, but true professionals create systems and cultures that last decades.
REM: What advice would you give solo agents investing $5,000 a month into their business?
PP: Invest in the fundamentals — professional listing photography and videography, a reliable CRM, and consistent follow-up. Don’t get distracted by trends. Real estate is a relationship business — every visual, call, and email should reflect excellence.
Lightning round with Peter Papousek
Tech you’d fight to keep: Salesforce CRM
Marketing hill you’ll die on: Professional photography and videography — first impressions sell homes.
Agents fail because… they treat real estate as transactions instead of relationships and systems.
Solo agents win because… they stay disciplined, invest in themselves, and deliver consistent, exceptional service.
Favourite Canadian market insight: Even in luxury, correctly priced and professionally presented homes sell fast — strategy always beats assumption.
Editor’s note: Peter Papousek answered our questions in September 2025, as part of a feature in a special print edition of REM.
