In real estate, conversations often revolve around location, architecture, design, pricing and opportunity. But during a podcast interview with Eran Gefen, Barak Rosen, co-owner of Israel Canada, shared a figure that reveals something deeper about how a real estate brand is built over time.
According to Barak Rosen, approximately 70% of Israel Canada’s buyers are long-standing customers who have already been part of the company’s journey. Out of roughly NIS 2 billion in annual apartment sales, Rosen explained that around 70% comes through the company’s existing network, while only about 30% originates from sales call centers.
Beyond the commercial significance of these numbers, they offer an interesting perspective on the relationship between a real estate company and its customers.
Buying a home is one of the most significant financial and personal decisions most people will make. When someone who has already purchased from a company chooses to return, the decision is no longer based solely on advertising, renderings or a sales presentation. That customer arrives with experience.
They know the company. They have seen how it operates, how it approaches its projects, and what kind of product and experience it aims to deliver.
For Barak Rosen, this appears to be one of Israel Canada’s important sources of strength. Growth is not only about reaching new audiences. It is also about building a network of people who continue to follow the company, remain connected to its activity and consider its projects again when a new opportunity arises.
At a time when businesses invest heavily in acquiring new leads, Rosen’s comments highlight a fundamental business principle: long-term relationships can become an asset in their own right.
A network, in this sense, is much more than a database of names and phone numbers. It is the cumulative result of projects, transactions, experiences and relationships created over many years. When customers return by choice, the relationship between the company and its audience evolves beyond a single transaction.
This is also part of the broader business philosophy associated with Barak Rosen and Israel Canada: creating projects that are intended not only to generate interest at launch, but also to strengthen an ongoing connection with the people who buy, invest and engage with the brand.
The 70% figure, therefore, is more than a sales statistic. It is an indication that in real estate, completing a transaction does not necessarily mean completing the relationship.
In many cases, it may only be the beginning.
Listen to the full conversation with Barak Rosen and Eran Gefen.