BRITISH COLUMBIA 3-7-22

BRITISH COLUMBIA EDITION

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TIPS TO GET NEW CLIENTS

FEATURED AGENT

BRADYN BYRON

Reconsider Referral-Only When Planning For The Future

BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS' STRESS!

TIPS ON BEING A GOOD TEAM LEADER COVER STORY

RINESH ANAND

BRITISH COLUMBIA EDITION

BRADYN BYRON

n Valley is nothing short of 7 agent. One 18 h a stunning lake, endless helped us fin hards, forests and mountains, he was able t and visitors never take it for us and for the n and raised here, Bradyn our home wit honored to help people with has helped us ate dreams. “This isRINESH such a cess with hon ANAND BRADYN BYRON e,” he explains. And Bradyn his adept abi kind, friendly share of cities all across the Bradyn since and Canada. “I used to playCONTENTS ed to a 4) major record label, and 5 TIPS TO GET 19) BUSINESS GROWTH NEW for CLIENTS SellingYOUR 48 homes in 20 tty heavily about 10 years.” WhileHACK: it ABSORB CLIENTS' STRESS! erience,14) Bradyn wanted a more stable ca- million in sales volume RECONSIDER 22) TIPS“I ONam BEING A looking forward eturnedREFERRAL-ONLY to his roots inWHEN Kelowna. A friend PLANNING FOR THE FUTURE GOOD TEAM LEADER growing my business. at Royal LePage Kelowna and encourlicense soon and joinin in.Rinesh’s “I sat down withknow him, what and everything s, clients is happening, with Rinesh But Bradyn“I’m wants to he says.reports “I’ve always had an entrepret,”weekly and updates on their transactions. | Fax 310-734-1440 so I met Phone with310-734-1440 Wade Webb, the managing favorite part about wha mag@topagentmagazine.com orking for them and looking| www.topagentmagazine.com out for their best interests.” one-on-one. uss this Nocareer path.

Our values aligned portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top that was the route I held wanted go.”

After Agent Magazine cannot be responsible forto opinions expressed or facts supplied by its authors. ents are buying or selling, he Afterwards, those who work with Rinesh To subscribe or change address, send inquiry to mag@topagentmagazine.com. in the U.S. ork of professionals that focus can love leave glowing reviews “Beingabout abletheir to assist th ense, hePublished put his full intotoreal estate hretted any property-related taskssince. time together. One recently said,goals, “Nothing estate or seeing it for a moment done. “If they need a property is more accurate than the statement ‘your their dreams, that just r refer them to someone,” he Realtor® at hand.’ Rinesh utilizes updated 2

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5 Tips to Get New Clients

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If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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RINESH ANAND

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Top Agent Rinesh Anand’s Red Diamond Real Estate Group serves the Fraser Valley in British Columbia—about 85% of business consists of repeat and referral clients.

Growth and expansion are in Rinesh Anand’s future as he launches Red Diamond Real Estate Group. “Red diamond means passionate, powerful and ritual, which are the three pillars of my business,” he explains.

His motto of ‘your Realtor® at hand’ ties it all together, ensuring he’s close by, within reach and there when needed.

2014, with encouragement from his mom, wife and coworkers, he pursued his real estate license and entered the business fulltime. After earning Rookie of the Year his first year as an agent, his love for what he does only continued to grow. Starting his own group with a buyer’s agent and an assistant, he’s eager to see where this path takes him.

He always had an interest in this field, as he recalls attending open houses as a kid. In

“About 85% of my business consists of repeats and referrals,” he explains. Serving

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the Fraser Valley in British Columbia, he’s made a name for himself in the region with his unparalleled service. “For me, real estate is all about people, systems and organization,” he explains. “I’m very structured and I communicate constantly with my clients.” At all times, Rinesh’s clients know what is happening, with Rinesh sending out Top Agent Magazine

weekly reports and updates on their transactions. “I’m always working for them and looking out for their best interests.”

For his sellers, this means getting them the most for their listing in the shortest amount of time possible. Meanwhile, he aims to find his buyers their dream home for the right price.

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At all times, Rinesh’s clients know what is happening, with Rinesh sending out weekly reports and updates on their transactions. “I’m always working for them and looking out for their best interests.”

Whether his clients are buying or selling, he has a vast network of professionals that can help them with any property-related tasks that need to be done. “If they need a property manager, I can refer them to someone,” he says. “I know people in a variety of different industries that can assist in tying everything together for my clients.”

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Afterwards, those who work with Rinesh love to leave glowing reviews about their time together. One recently said, “Nothing is more accurate than the statement ‘your Realtor® at hand.’ Rinesh utilizes updated and modern tools to drive views and interest. The professional updates, analysis, and accountability were second to none. For a Top Agent Magazine

controlling person like me, Rinesh did an outstanding job keeping me updated and educated. After just over 30 days and an offer very close to asking in a tough market, all the paperwork and leg work was taken care of by Rinesh. Thank you for a great experience and would highly recommend Rinesh to anyone buying or selling.”

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Growing up in the area, community is important to Rinesh. He is part of a program that helps keep kids away from drugs and gang violence. “I grew up in a tough neighborhood, and there was a heavy amount of drugs and gang violence. So this is a cause that’s very close to my heart. I want to keep kids away from that lifestyle.”

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Rinesh recently became the proud recipient of the Diamond Award from Royal LePage and is among the top 3% of agents in Royal LePage Canada. “I am beyond grateful for the trust and confidence from my clients and to be named the recipient of the amazing Royal LePage Diamond Award! Being among the top 3% of all Royal LePage agents across the country wouldn’t have been accomplished without the support of my clients, friends, and families for all their referrals. Being at

hand isn’t always an easy task, however, it’s one I’m truly passionate about. Thank you to everyone for your support!”

In the coming years, Rinesh hopes to continue growing and helping his clients’ real estate dreams come true. With a strong passion for what he does, nothing will stand in his way. “I will always make sure that everything we do is powerful, and benefits our clients.”

For more about Rinesh Anand, please call 604-396-7004 or email rineshanand@royallepage.ca Copyright Top Agent Magazine 12

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 14

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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Laughs!

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BRADYN BYRON The Okanagan Valley is nothing short of magical. With a stunning lake, endless wineries, orchards, forests and mountains, its residents and visitors never take it for granted. Born and raised here, Bradyn Byron feels honored to help people with their real estate dreams. “This is such a desirable place,” he explains. And Bradyn has seen his share of cities all across the United States and Canada. “I used to play in a band signed to a major record label, and we toured pretty heavily for about 10 years.” While it was a fun experience, Bradyn wanted a more stable career path, so returned to his roots in Kelowna. A friend was working at Royal LePage Kelowna and encouraged him to join. “I sat down with him, and everything sort of clicked,” he says. “I’ve always had an entrepreneurial spirit, so I met with Wade Webb, the managing broker to discuss this career path. Our values aligned and I decided that was the route I wanted to go.” After earning his license, he put his full focus into real estate and hasn’t regretted it for a moment since.

“I put my heart and soul into my clients,” Bradyn says. It’s no surprise that much of his business derives from repeats and referrals. “I know how emotional this process can be for people, so I am able to take the stress off and really put myself in their shoes so I can determine what’s best for them.” Having previously worked at a hotel, he has developed solid customer service skills and adapts well to different personalities.

“I learned how to get on the same page as our guests, and I approach real estate in the same way. I figure out what’s going on in their lives and make things as easy as possible.” Bradyn’s relationships with other agents are also a priority, as he wants to create a win-win situation for everyone involved. “I believe many agents like working with me because I am able to problem solve and figure out solutions so we can get the best deal for both of our clients.”

In today’s competitive market, it’s more important than ever before to have an experienced and knowledgeable 18

agent. One recent client said, “Bradyn helped us find exactly what we needed and he was able to broker a deal that worked for us and for the seller. He managed the sale of our home with skill and professionalism. He has helped us through every step of the process with honest and expert advice. Beyond his adept abilities as a REALTOR®, he was kind, friendly and genuine. We truly felt that Bradyn sincerely cared about us.”

Selling 48 homes in 2021, which totaled to over $31 million in sales volume, Bradyn’s future looks bright.

“I am looking forward to continuing on my path and growing my business. My wife plans on getting her license soon and joining me, so we will form a team.”

But Bradyn wants to keep it small for now, as his favorite part about what he does is helping his clients one-on-one.

“Being able to assist them in accomplishing their real estate goals, or seeing them settle into the home of their dreams, that just really excites me and gives me so much satisfaction.”

For more information about Bradyn Byron, please call 250-863-5139 or email bradynbyron@royallepage.ca Top Agent Magazine

Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know 20

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has Top Agent Magazine

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 22

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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