CANADA 7-26-21

CANADA EDITION

5

TIPS TO GET NEW CLIENTS

THINKING OF LISTING? NINE WAYS TO GET READY FEATURED AGENTS

BILL MCGOWAN ALISA SKALICKY ALLIE VANDYK AMIN & KATHY SABOUNCHI CHERYL BARNES JANELLE LANOUE JUDITH LAVIOLETTE KIM HEIZMANN LYNN BOYARSKI PHYLLIS & DENNIS DE PROPHETIS TRAVIS ROYLE: THE ROYLE GROUP VALI MIKHO

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

HOW TO

OVERCOME YOUR WORKPLACE FEARS COVER STORY

DRAGIC JANJIC 8 THINGS SUCCESSFUL PEOPLE NEVER DO

CANADA EDITION

ALLIE VANDYK

ALISA SKALICKY

AMIN & KATHY SABOUNCHI Licensed Being actively involved in her comm world.

“Vancouver is back the rise Throughout her life, Alisa Skalicky has been since 2004, Allie VanDyk 2021, she remains focused ononwhat matters of our again, and we are22 just glad is that crucial we 7 17 21 approaches each transaction with passion, for Allie. “I’m25 always p driven to help others. She began her career most: the clientgetexperience.

“We take pride just lo to be part of it,” Amin Sabounchi creativity, and integrity.

“Although I had pating in the community by volunte also ut while discussing his with in the healthcare industry, but soon took a in establishingexplains, lasting relationships through in real estate. He or got his a great likebuyers andcareer hosting passion for real estate while renovating andjob prior to real estate, I feltour sellers,” says.

“At the events. I’m a member on othe start in this pathshe at just 20 years I was talking to a computer all day, and I local Chamber of Commerce and CRMI old, when his brother, who worked investing in properties around Saskatoon. end of the day, we appreciate our clients so constan as a successful builder, asked him didn’t feel enthusiasm for it.

Real estate the board for Participation House se Inspired, she would switch paths in 2008 and much, and theiffriendships built with who ar he would consider selling his them they “I really liked the idea in town. I do whatever I so felt she like my true calling—there are was here can earn her license, and in the years since, absolutely properties. wonderful.” of working in a complementary back as much as I can.”when Whe has built an accomplished career as anothing Realtor. else that I wanted to look into. might role with him, so I decidedto to give get KIM HEIZMANN AMIN &and KATHY LYNN BOYARSKI Kathy focus on prov my license and try it out,” he says.

Amin hasn’t looked DRAGIC JANJIC BILL MCGOWAN Now, 17 ALISA SKALICKY ALLIE VANDYK JUDITH LAVIOLETTE years later, here I am, still going isn’t working, she loves to spend Outside her career, Alisa is deeply involved back since, and is still loving every minute of his work they make a lot of phone c SABOUNCHI she explains.

Allie recently with herKathy, family and work out.

Sh Today, Alisa is co-owner of Serenity Realreal in her community.

On Teaming top of supporting aren’t afraid to make direc 22 years later. up with his wife, about A strong,” longtime resident of the Okanagan connecting with people,” she says. estate market.

“I send out cards on elatively new to real estate, With CHERYL a love for helping others, Judith professional and cheerful advice.

We never Born and raised in the Mainland Sin their listings.

“We 90% ofLower their business consists of repeat clients and about BARNES started a family team with her husenjoys golf, hiking and bike riding.

Estate Coldwell MS research through the33 Saskatoon City 26 Solutions Ltd, brokered by29 Valley, Kim Heizmannoccasions was first30 drawn to more sure my toclients have from a34transfor dialogue one person Together go above and beyond ensure Laviolette has found her true calling as an felt prepared ourtheyhouse hunting important andcurrently often check inreferrals. toin for ue finished 2020—her first and Langley, Lynn fan band, Gerry, and daughter, Alexandra. communication, wh Banker Signature, where she assists Hospitalresiding Foundation, she100% contributes to a not a direct their clients are satisfied. real estate through her husband, who noted experience, transactional exp You might sayOttawa Cherylregion.

BarnesShe got centers her process around theirare goals, offering a uniquely agentto in the greater trip.

Her knowledge ofasthea Ottawa market in person or calling them.” see how my past clients doing.

I also l-time agent—with clients close Boyarski began her career licensed Ma throughout Saskatoon and all industry of theywas variety of localOperating outreach programs, includTogether, serve buyers and sellers throughout Allie’s focus going forward isfinish, to continue prov that the a perfect complement From start to I work as more of a boutique team called Exclusive has always been drawn to real candid approach and fresh insights into the market.

“I’m her start in 2003, after deciding she wanted and the community gave us locksmith; however, sheclients was and always ofare likeCanada. to personality send onsurrounding current in sales volume. But while When Amin and“I Kathy Amin Kathy work closelylevel with of Saskatchewan.

Alongside her elitetoteam five, she has them ing and ainformation recent campaign to Collection, raise awareness and funds Brantford, with the highest service. thin her ofoutgoing passion building genuine relationships wi estate.

Prior to unlimited earning growth. her straight-up with people right from the beginning,” she a flexible career with “I the confidence to that make the best A everyone they serve.

“We aredecision. not volume-focused,” back to the community. seeking an opportunity better suited alw cultivated a boutique process around openness, integrity, pertaining tohe mental health. market prices towards in their area, so that they’re ll be considered a newcomer, estate is aninPreviously, tool. supports sure localalways charities, says. This has resulted aincredible high success rate.

They forsomething helping others. she issues decided Meanwhile, I Everyone make my she privately staged, says.

“But Inspired, I’m also very patient with my clients.

After was alicense, single mom, and wanted It’s been six months since our purchase her outgoing personality and passion for she “We’re also a direct spon have a solid system down when it comes to the buying service.

“Coming from the healthcare industry, I’ve served as President of the about Saskatchewan Allie’s golden rule what’s is ensuring that clients always to in talk real estate,brought so I love my k aware happening their on for her successand inthat real heronce license in she 2007has and, sure agents upsharing to speed could bring listed me success ifsold Ipursue worked wewith feel that we areprocess. our dream helps feed and childr and selling “From start tohome. finish,are we’re great which marketed, and to all, Iof understand precisely what they’re looking ®and helping others.

Looking for afor, change, she rela loved being there for others,” shefound says.

“With REALTORS Association, today, one through, of her cocome first.

“I care about my clients.

I work to gain edge with people and I love helping them housing.”

During anythei free atand negotiations, follow maintenance and investment.

Sometimes they might buy a en a long time in thealways making. enough, quick success as an agent. in the process so they know hard,”her shefirst says.home Afterintaking the leap into We truly appreciated her honest and proWinnipeg, I can keep them focused on their priorities.” began exploring the real estate 2 bh retention.”

For buyers,industry this means understanding what hanging out with theirto real estate, I still get to take care of people, and during owners is the current President.

VALI MIKHO their trust and to keep it.

They appreciate my knowlwhere they want to be.

Now that my husband a CHERYL Lanoue, BARNES JANELLE LANOUE JUDITH LAVIOLETTE KIM HEIZMANN LYNN BOYARSKI While authoring an accomplished, fourare being looked after.”

TRAVIS ROYLE: THE ROYLE GROUP PHYLLIS & DENNIS DE PROPHETIS house and think it’s their forever home, ther, Pauline is a they are looking for a andgem doing everything this and industry, she hasn’t back, fessional opinion.

She was to workpossible to the outdoors. after moving to looked British and soon found it was a perfect match. and stressful times, I’m able to make sure my clients walk find the right property for them.

When the time comes edge and the fact that I’m up on the latest market daughter are in the business it’s about making ® loving every minute of her work. teen year career in the business, she has With the with we recommend herKathy to any who’s but once they’ve lived there and have ht-after REALTORaway Columbia with everything her husband, Over the years, Cheryl has earned aand fantastic reputation In the coming years,prog Amin to an offer, and ensure they’re “Throughout my life,would real estate hadAmin always feeling greathas about in their transaction.”

When she’s not with clients or giving back, Alisa can beher robust strategic marketing Vali caught thefull-service spark real estate six Anyone who ever been in earned the military investing many ofsubmit The Royle Group team trends.

Ivariety read articles every day and I’ve served as the that everything is and organized and there are“Ri sy a throughout of for awards and honors Outside career, Kim is while deeply s De Prophetis is now in her vast package, noyears matter a small team main competitive andof ready to close as quickly as possible. majority of her business derived from of our friends and family.

Thank you Judith she developed a passion for Victoria, as evidenced by her strong rate 37 38 41 seen other new properties in the area, industry since 198713th and been in the back of my mind,” she says. foc each listing.

Ads posted across a wid ago, watching friends who were already found golfing with friends or paddleboarding on the lakes knows how much the services require attenmembers are also avid investors. support.

“We want to avoid President of the Brantford Real Estate Association, and processes in place so that nothing falls s a real estate agent and started what the price point is,” Dennis including CENTURY 21’s referrals.

2017 Sales with her community.

She the is th c repeats and referrals, buyers and for being such ato great communicator.” the business while buying and repeat clients and Averaging more than 75 clientslistings fall through cra Meanwhile, Amin andand Kathy’s sellers enjoy thorough “So I mind finally decided pursue it get wit elle with a Dennis wealthwas of expert they might their and want to of platforms put Vali’s right a working in thesays. industry.

Intrigued after seeWhen listing a home, Alisa equips hersellers clients with a change ofgoSaskatchewan.

She also has strong plans forand the future tion to detail.

Successful missions where her husband in the That includes professional which allowed me to into a different side of the cracks every client can have a won Associate of the Year.

Today, Kim is a President of her local Associa keeping those buyers and marketing including staging when needed, their appreciate her guidance and knowledge.

Whether selling properties across thecomes city.strategy.

Seeking anon opportransactions perbuying year, she emphasizes the importance my license—and here Itoam.” er’s fingertips. theexponent unw ing their experiences of and selling everyone home rely this crucial Travis is quick point out that neither forward-thinking After helping them fully of her business.

Always adapting herexposure workflow tomatter meet they have listings get on various websites. “With Driven romof an earlyhouses. age. Affiliated make that next step.” ® video ®by ess flipping “I origiand photography, Drone real gain even more knowledge.”

Once experience, no who they’re working wi REALTOR and Associate Broker for , grown andmore whe Interior REALTORS she’s helping someone purchase theirestate firstleverages house, orhis When Judith isn’t working, she’s staying active in her topOutside of it all, theresults resu Sotheby’s International Canada, we’re onetoof bring the top top-dollar tunity that allowed her the flexibility to be there for of a lighthearted touch with every purchase or sale. her c mission houses, Vali received license in 2015. practice, which becomes second nature for property nor money is their primary focus. prepare their property for the market, she the demands of changing times, she is currently scaling ook the the mother and got myRealty, license with intention Video, 3D virtual Matterport 300% effort is so importan brokerages when it comes to luxury real estate in the CENTURY 21 Executives Realty Ltd., not with clients or giving back, sh a transaction is over Allie stays in touch with her selling their long-time family home, Judith goes above community.

“We host a few events throughout the her children while still speaking to her entrepreneurial “I want each transaction to be a fun and pleasurable clients, Vali and Elite Realty Grou His business immediately soared, while he those who have worn the uniform.

As a “This business is less about houses, and Right away, Lynn foundeven fast more success as athroughRealtor in her traveling, spen her team’s in-house marketing expert to share it over her winning standards to assist clients ist Dennis with his flips, but tours, and staging.

“We also use Janelle’s passion forincluding real estate is North rooted o serve clients throughout where sheby assists clients throughout the entire traveling, spending quality time with her fa clients sending out newsletters, cards, and small and beyond expectations. aregion, Christmas parade giftmore donations,” For information about Amin and MLSs Kathy ofher the Royal Air Force, more about people.

Our whole team is blanket websites and thro discovered firsthand how ayear, career in real“Our she decided toand leave longstanding position experience.

Most of all, I love when I’m to hometown utilizing herand curiosity and acute busifriends andSabo fam of targeted digitalCanadian and social media campaigns. out the region. team has truly become aings family,” ® going endedspirit, up really lovinga blend it veteran atrylot ofbe social media marketing and Central Okanagan areas.

A Double CENTURION creating memories locally throughout theinfo@ex Okan gifts.

“We to thoughtful.

We send out gift ada. in her love of helping people.

“I’m really please call 604-722-3355 and/or 604-722-2606 or email she explains.

During any free time, she’s traveling, Travis Royle has made it the cornerstone dedicated to serving clients in whatever the Toronto area, investing whereve estate could be a great way to help others. in the corporate world and finally pursue her real estate see a property with my clients, and we’re all looking ness instincts to master the industry from the ground up. time to person But from start to finish, she is available to her clients, she says.

“For us, it’s never about the numbers; it’s about n a few short years I decided and cultivated targeted marketing to sent helpout around Producer, she has aspring distinct workflow cards scratchers.

This we Forget “I’m very compassionate,” she says.any “I understand enjoying nature, or spending time family. lucky that Iand get to TRAVIS do this job and meet such aVALI wide PHYLLIS & DENNIS ROYLE: of ishis business with the Royle Group atconfusion capacity we’re needed.

In the sary to the rightempathetic buyer for min ap MIKHO license—and rest history. forward to seeing each other again.”

Most recently, decided to with take hertraining work toI find the next providing hands-on support and taking client relationship.

We’re looking for ways sue real estate as mythe full-time promote ourthe listings.

We target she C Going forward, Kimto has strong plans for the futu personalized service, building lasting relationships withalways “Helping our clients achieve their needs Me Not seeds, which everyone seemed to enjoy.”

DE PROPHETIS THE ROYLE GROUP their needs and wants, and I really listen to them.”

Century 21: do, I remind them that if you treat people Annually, Vali’s team closes betwee of Janelle’s approach to business is her variety of people.

Every day in real estate is different level and partnered up with fellow agent Nick Johnston Going forward outevenof the process. amp up our game and connect with more people.” !” Phyllis recalls. Dennis different areas that are not just and goals is of the most importance to us, business.

In the months ahead, her son will be jo each and every buyer or seller. right, your income will care ofmillion itself.”

Knowing this iswith a large transaction, the biggest Growth is in Judith’s future, as take she is continuing to $200 million in volume. injoined creating in-depth relationships and interesting.

Itwithin really helps you get out of your own to launch the & Nick Real Estate Team and through her business.

A In the the 14 years since, on to author a often Outside herour career, Cheryl can beLynn found spending fold, getting hisCheryl has gone community, but outthat’s with commercial or resiteam, which will allow her to further scale her s “Weher aren’t typical agents insofarwhether as we takes tend When it comes to marketing, Allie likes to focus on one clients will ever make, Judith the time to take on more responsibilities as Broker of Record with Elsewhere, Alisa isone just attentive when assisting Keller Williams Elite Realty Surrey, where she currently she intends on eare 5 years ago.

“Hisofexpertise andbecoming knowledge of of as side our region as well.” truly exceptional career, thebubble topWhen sellquality time travelling with her beloved family.

Cheryl and experience other things and get a feel for a 24/7 type team.

Between the two Elite Realty Group an dential properties, developing aher building of life service tolife meet the needs ofpartners her everwith growi listing a for property, Kim a suite cutting to be pickier than clients arealways themselves.

One lovely The Royle Group is active inwith their too, social media platforms totheleverages put listings inof front of community’s any “I’m Brokerage she owns partner Angelo her answer buyers, carefully guiding them to available theor right investusingsure market really our team toquestions. the services clients throughout the entire Valley. ofbyebs ing agents inpushed British Columbia andnext at one point even is also a them, diligent and devoted gardener, as wellher as an ake that our clients can get how different people live.

It’s aclients very career.” of clients medical industries, project getting them into acivilian new enriching home,” Vali says, base.

ButinFraser at the end ofand thedental day,the sheneeds is most edge resources to give her aand comprehensive feature ofalways a up home can sometimes blind buyers, leading both military.

Members participate inthe events and I keep with them after the sale as well, calling Toscano.

“I was ready for new challenges, acquiring a large audience.

“I use Instagram, Facebook, and ” The rest is history Phyllis Dennis nowToday, Community and local busiment forand their best interests.

Inshe fact, stays inweight touch Valley.that “In Elite real managing herand staging company. is she a involvement avid and can befor found inhome the gyming theirnew multiple organizations.

“Whatever we can do trainer tosupporting help inown this process, gives mewell them to overlook potentially serious problems or the like the Walk Cancer as as supporting fund-charitable ssistance and that allown of their questions are byfive the clients and opportunities awa strategy.

After helping them fully prepare their or sending them monthly cards.”

For her buyers, our Re/Max Brokerage had been a dream for LinkedIn. If something is coming towork the market, I Lynn he De Pro Team, where theythem and their teammates nesses is important to The De Pro Team.

They with her clients long after the deals are done to ensure When listing a home, and her team prefer a “As a people-p Realtor® for Royal Lepage, where she assists clients days a week early morning.

But she also has strong Group strongly in today the ac great factturn that itour doesn’t actually meet the needs they specified raisers for missions such asbright the Grace Inn, acommunity. shelter believes for beloved realgiving estate,back every for thesatisfaction.” market and providing them with professional aattimely manner.

We they don’t phones As she grows business, Janelle isand looking toIexpand she listens intently to what they are looking for and Angelo I.course, We see ainvest future and growing suc-“Infully post itcharity, on my Instagram story.

And of helping clients achieve their real estate goals. with aareas. local called No One Goes Hungry are completely satisfied and thriving inher their new approach.

At sheby helps her clients provides.

This throughout all of Victoria and the surrounding plans for the future ofhands-on her business.

With herfirst, volume nity making regular donations to local organ up front.

Part of our job is to provide that perspective, if the homeless.

During the Christmas season, they particclient is different,” she says.

“Above all, I love photography and videography services, she shares doesn’t stop theher search until it’s found.

Meanwhile, cess.

Our business will flourish for many years to and come.” ways there for our clients whenever they into new construction.

“It’swith something I’m passionate into professional and Matterport, so that for Today, Vali is anphotography agent Homelife Professionals help feed anybody inin the commuMoreover, teamNiagara, is highly visible across the prepare their property the market supplies professionally as well.

Combining her homes. tireless work ethic with her newly continuing its steady growth, she intends scaling needed.

We offer an additional, dispassionate set of of eyes, ipate fundraising events to on provide gifts for children.journey—whether part of someone’s that means it over a series highly targeted digital and social her sellers receive thorough marketing of their listings, potential buyers can really get aElite feel for the property.

Realty inprotandem with Realty Group & professional Pro Team the Niagara region of Ontario. nity who inworking need.

They also support businesses eesays, andserves adds, “We also never put presabout.

I islove working with and helping people region through monthly on News, them with a suite of photography andtimes or encouragi which is what you wantsegments when hiring aCTV professional.”

Their work and volunteer efforts don’t leave Travis evolving BOUTIQUE LUXE Real Estate Services, she her workflow to builders offer boutique, luxury services any during them the stressful media campaigns.

Along the way, she is available toa toWhen as comes she utilizes allthey ofand theinsights major real estate websites as inDevelopments he ishenot working, Vali stays active by playin Elite Developments.

Elite currently has 80%We of the team’s business from repeat throughout the area.

Forastate example, over the holidays We implemented that the last year since COVID. viding helpful updates on the current ple. don’t make them feel like make their dreams reality.” videography services.

Once the house is ready to sell, much leisure, but when he does find the time, likes to has cultivated a process to meet the needs of any client. type of property.

“Whether it’s a $300,000 condo or a during the exciting ones.

Lookingtime ahead, her clients, keeping theactive transaction upbeat and stresswell asbegan social media.

“We will also dohe some presenlike soccer.

He enjoys spending withI can’ frie portfolio of thirty-three sites in Ontario consisting eferral clients, an impressive feat that speaks to they purchased gifts from local businesses each day We wanted to eliminate people unnecessarily going of the market.

Travis real estate investing while was still in travel, and spend time on the golf course with the team.

Lynn then shares it over a blend of targeted digital and ouse or have to make an offer. If someone To learn moretakes about Allie VanDyk, $3tomillion luxuryinwaterfront home, the fun,” service is the see where the market me; I’m not going ac free throughout.

“I believe making the process tations on MailChimp and send those out all of our family and recharging between closing deals for of residential and commercial properties. ust and confidence they inspire.

“We focus on throughout the month of December and donated into homes, we gave them themedia option to about walk But the love military, taking courses to getwith his license in hissoshe spare social campaigns. from start to finish, she To learn more Alisa Skalicky email allievandyk@royallepage.ca to work with us, and they a property, When listing a property, Cheryl equips her clients same,” says.

“At the end of the day, our job is to soon, and I’m open to anything.” she says.

“When someone leaves a transaction feeling past clients big agents the area.” unication and buildingOver a relationship with our thein gifts to people within the community.

Just on their own, as opposed just following a including the years, Alisa has earned a through fantastic reputation time.

He felland in love with his studies, and after receiving Going Travis will soon be the offering isforward, for her clients, them and visit thinkallie.ca, orexplains call (519) Looking to theoffuture, Vali that 754–353 the curre Elite Realty Group stands out inthere atoback crowded market a diversified strategy.

After helping them fully prepare help people.

It doesn’t matter what a client foran a owner alisa@serenityrealestate.ca, pen naturally.” supported—even during its challenges—that makes alldoes s,” Phyllis explains. “We’re really big on staying two examples of how they support andemail give toBelleville, his license began sellingwith real the estate on the side.

Upon Century 21 office in and The Royle Group isRealty Group is in procuring video or looking at photos.” throughout Saskatchewan, vast majority of her encouragement with each step of the transaction. of growth for Elite for their ability to produce top results for their clients, their the market and providing themlocal with living;reviews instead, it’svisit aboutalisaskalickyrealestate.business.site standing for their needs.” the difference.” tact with ourhome clientsfor over time.

It’s not just transtheir community.

After the transaction, clients leave glowing his discharge toursclients of duty, he his But new approach welcoming members. He’s excited to expand, volume coming after fromfour repeat and referrals. development

by Elite Developments. This year, and forpursued their thorough to more everyteam transaction. a suite of teach professional photography and staging seral for us, and we thatabout toher our team as pace well. or call (306) 229-8961 their together.

One recently said, “My wife her diligent work ethic and elite level passion full time time.

“Ioflove helping people—listening to but not too quickly.

“I want to grow at a controllable with team on to exceed 100 transactions in Elsewhere, Lynn maintains her same standards of a thousand home on pace to build and sell over Working with the development side of the business, vices, she shares it over a blend of targeted digital and Kim isexpejustorasgiving thorough assisting relationship-based When they are not working back,when Phyllis I describe spent range thetheir pastdream inElsewhere, theseeing Military and them home, or them achieve pace, creating a good balanceher of staff so that we can take elle also offers business.” clients and a broad of30 years “We’re providing focused on continual growth, Vali’s team confers with on-hand experts totwo assist a clienther concludes, service when helping buyers. Beyond social media campaigns.

Moreover, she leverages the buyers, leaning on her years of experience to educate and Dennis love spending time with their family, their investment goals.

It’sofvery rewarding.” a great number moves.

Over the years we care of our clients properly.”

Copyright Top Magazine My dad has been inclients therienced building industry canAgent assist as many people in understanding the forecasted value of insights any property for anacute acute knowledge of thewe Fraser Valley market, she along the way as w cutting edge resources at sold Royal Lepage to them on theinprocess and provide into the am stays in touch withtechnical even after the transchildren, attending their activities, taking vacations, have bought and multiple properties a number long-term investment. years, so I grew up around construction also leans on her background as a Certified Clinical in a variety of ways, from pop-by visits toRoyle client and relaxing by the pool.

Phone 310-734-1440 | Fax 310-734-1440 current state of the market.

In her career, she has earned give her sellers an added reach the region.

Now in The throughout Group’s fifth year, business has of provinces.

We have dealt with many great agents to reat deal ofthe knowledge ofthings the process andas s throughout year. “These help to markets keep aand fantastic across the Hypnotherapist Okanagan, withensuring theinfuse vast each deal with a genuine sense grown substantially, his team continue Never settling, though, Cheryl also her listings in this process and weTravis would rate Judith “We like toreputation goLaviolette above and beyond for every client, To lear of compassion.

“Buying or selling a house can be a mag@topagentmagazine.com | www.topagentmagazine.com nnected,” Dennis says.

“We will touch base with Phyllis and Dennis are in the process of growing their serving Ontario clients in Belleville and to build a house, starting majority of the her business coming from repeat clients to local print publications likepouring Homes & specialist.

Lands andwe that maximize their on their investment.”

Vali as ourfrom top real estate Looking forentire what return ema To learn more about Judith Laviolette, tremendously stressful says.

“But about I’m lients toBoulevard see how they’re doing, at move-in anniteam.

“We are looking toreferrals. add a few individuals toand ourmake Quinte area.

On pace close over 100 transactions for To she learn more Kim Heizma and professional examining the keys Magazine—all tomy generate much buzz as on.

I’m always happy towill advise clients explains, “Wehome, like toshe do ourWhen homework sureexperience,” possibly be ourasto retirement and dream No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine lynn visit call 613-796-0107 available to talk my clients transaction and y datespossible or birthdays, even when they’re notexcellent into receive team to help service our clients and be able toplease con2021, they’re aiming ato team based herif Centurion, success, though, returns toa client, the importance of through their email kim@heizmann.ca, that we’re procuring ashe property for we’re going up provided to thefeel day and open houses. usconfident with information about the area, cate them so leading thatis they can published bymarket Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top or email judith@toscanoteam.com make them feel comfortable and supported throughout.” al estate market. The biggest wecommissions get tinue from providing exceptional service.” oncompliment gross closed Century 21.

Sixty customer service.

“Real estate ultimately down to to getand them the absolute best value possiblecomes for that land.” visit kimheizmann.ca or call 250-938 constantly keeping in responsible the loop with ces and know what process will look Agent Magazine beus held forinformed opinions expressed facts supplied its authors. percent ofcannot their business comes from repeat clients or clients is how happy theythe are with our communiTo learn moreorabout Cherylby Barnes, But Cheryl is just as hands-on with her buyers, leaning epand ofour theinteractions way.” Towith subscribe or change sendlooking inquiry mag@topagentmagazine.com.

ToPhyllis learn more about Janelle Vali’s exceptional service does notLanoue stop when a referrals.

Whetheraddress, peopleAbove are totobuy or“We listclient a 413-7943, them.” all, says, love working together, we cherylbarnes.ca call (250) visit on her years of experience to carefully guide them to theis closed. home, TheU.S. Royle Group islove there to make sure find no deal Hedetail values everyhomes, relationship and keeps in helping people their dream we love Copyright Top Agent M Published in the please call (519) 819–7812, or email info@cherylbarnes.ca right to home for their listings, best interests.

From start toto finish, shebest is overlooked and they’re getting the value on their touch with all his clients with follow ups, calls, it comes marketing The De Pro give clients a great service, and what’s important to letters, in contact with past clients and nurtures email janelle @lanouerealtors.com, transaction. those interested in buying invest, and thank youto gifts.

It is not for Vali to invite truly setby themselves “We offer For aon whole our whole team shares thatuncommon same belief.”

2keeping apart.

Top Agent Magazine nships them updated the us is that janellelanoue.com ortovisit The Royle Group can help thema calculate producclient out the dinner for a personal check-in. “We treat all tivity of whatever kind of property they’re considering. clients as our family,” he says.Contact The Royle Group at 613-967-4621

JANELLE LANOUE

DRAGIC JANJIC

CONTENTS

4) 5 TIPS TO GET NEW CLIENTS 14) RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

20) HOW TO OVERCOME YOUR WORKPLACE FEARS 23) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL http://

31) THINKING OF LISTING? NINE WAYS TO GET READY 35) 8 THINGS SUCCESSFUL PEOPLE NEVER DO www.

www.

www.

www.

www.

o find out more about Phyllis and Dennis De Prophetis, you can contact them byor phone Find out more at elitemdgroup.com. emailat TheRoyleGroup@Century21.ca www.

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

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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DRAGIC JANJIC Top Agent Magazine

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Top Agent Dragic Janjic of RE/MAX River City, assists clients throughout Edmonton and the surrounding areas.

Originally from Serbia, and currently residing in Edmonton, Alberta, Dragic Janjic started his career as an IT professional specializing in business analysis, where he cultivated elite communication skills and discovered a passion for entrepreneurship. Around the same time, he began buying, renovating, and reselling properties around Edmonton, which gave him an insider’s glimpse into the real estate business. Inspired, Dragic decided to switch tracks and attain his license in 2017; sure enough, he’s been thriving ever since. Today, he is a REALTOR® with RE/MAX River City, where he assists clients throughout Edmonton and the surrounding areas.

When listing a home, Dragic is hands-on with his clients, strategizing around the ideal buyer for each property. After helping his sellers fully prepare their house for the market, he broadcasts it over a blend of targeted digital and social media campaigns, as well as mailers to the surrounding neighborhoods. Meanwhile, 8Copyright Top Agent Magazine

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when working with investment properties, he broadens his outlook to encompass different cities, always catering his workflow to the unique needs of his clients and negotiating tirelessly on their behalf— from start to finish.

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Elsewhere, Dragic maintains this impeccable standard for client advocacy when assisting his buyers. Leveraging his background in business, knowledge of the local market, and acute attention to detail, he carefully guides them to the right home Copyright Top Agent Magazine9

“In real estate, no two days are the same,” Dragic says. “Whether I’m meeting families who are new to the country and looking to buy their first home, or an investor who is expanding their portfolio into Edmonton, it’s a truly great career.” for their needs. “I genuinely listen to what people are saying,” he says. “If someone is telling me what kind of house they want, I’m reading between the lines to see what they’re really looking for and match them with the best possible property.”

Through the years, Dragic has earned a terrific reputation in Edmonton, as evidenced by his strong rate of repeat clients and referrals. Having made the Top 5% agents list last year, he remains focused on the values of compassion and integrity that have anchored his rapid success. “In real estate, no two days are the same,” he says.

“Whether I’m meeting families who are new to the country and looking to buy their first home, or an investor who is expanding Copyright Top Agent Magazine 10

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their portfolio into Edmonton, it’s a truly great career.”

When he is not with clients, Dragic can be found taking an active role in his community. On top of being a regular contributor Top Agent Magazine

to World Vision Canada, he, alongside his wife, also supports medical procedures for children in his home country of Serbia.

Outside his career, he can usually be found spending time in the mountains with his wife Djurdja and daughters Katarina and Dajana, Copyright Top Agent Magazine 11

as well as enjoying the gorgeous scenery surrounding his city.

But Dragic also has a bold vision for the future of his business. With his 2021 volume already on pace to exceed the previous year’s, he is looking to expand into other Alberta markets and, eventually, other provinces. At the same time, he also intends on launching a RE/MAX

franchise back in Belgrade. Through it all, though, he will continue to scale the client-first approach that has truly set him apart as a top-producing agent. “My number one priority always is to get the best deal for my clients,” Dragic says. “I’m constantly on the lookout for their interests; after all, for most people, this is the most expensive decision they will make in the next ten years—so we have to make sure we get it right.”

To learn more about Dragic Janjic email office@djanjic.com or call 780-964-8651

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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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BILL McGOWAN

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BILL McGOWAN

Born and raised in British Columbia, Bill McGowan took a winding road to the real estate business. For 26 years, he worked in the aviation industry as an aircraft maintenance engineer, where he oversaw teams to manage multi-million dollar projects and master a suite of intricate technological systems. Seeking an opportunity that further balanced his outgoing personality with his passion for complex problem solving, he pursued his real estate license and proceeded to author an accomplished, eighteen year career as an agent.

approach, I value each client and make sure I do a good job for them—even if that takes a little while longer.”

When listing a home, Bill offers his clients a diversified strategy. After helping them fully prepare for the market, he broadcasts their property over the MLS and a blend of targeted digital and social media campaigns. In the meantime, he leverages the

Today, Bill is a REALTOR® for RE/MAX Island Properties where he assists clients throughout the Cowichan Valley. There, he has cultivated a hands-on process to meet the demands of any transaction, prioritizing service and integrity above all else. “Most of all, I love helping people,” he says. “Whether a client is selling their house or searching for their dream home, I’m never in a rush.

Rather than take a transactional 18

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extensive resources available through RE/MAX Island Properties to give his clients an added reach. Consistently ranked among the top Realtors in the Cowichan Valley, he also shares his listings with those in his own widespread sphere of influence, maximizing his client’s value while ensuring a stress-free transaction.

But Bill is just as attentive when assisting his buyers, leaning on his in-depth knowledge of the local market to carefully guide them to the right home for their best interests. Drawing inspiration from the Brian Buffini System, he caters his approach to the distinct needs of each client, an outlook that has earned him a terrific reputation throughout the Cowichan Valley with the vast majority of his volume coming from repeat clients and referrals.

But when examining the keys to his success, Bill returns to his prior experience in the high stakes aviation industry. “In my previous career, we put our lives in the hands of our pilots—and they put their lives in ours. Since going into real estate, I’ve found that if I maintain that standard of trust and camaraderie, I’m able to establish better connections with my clients and referral partners.”

Outside his career, Bill is tremendously active in his community. On top of being a longstanding member of Toastmasters, he supports a variety of local charities, including the MS Society, Salvation Army, and Children’s Miracle Network. Also a member of the Duncan Flying Club, he partakes in local aviation events and celebrations throughout the Cowichan Valley.

Going forward, Bill has strong plans for the future of his business. Having truly set himself apart in the region, he most looks forward to bringing new agents into his daily operations and helping to foster the next generation of real estate professionals. “Brian Buffini taught that if you look after your clients, they will support your business,” Bill says. “He was absolutely right: In real estate, if you work hard for people and are honest, you will get rewarded.”

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To learn more about Bill McGowan, call 250-748-7200, email billmcgowan@shaw.ca, or visit remaxislandproperties.ca www.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

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ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 20

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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ALISA SKALICKY Throughout her life, Alisa Skalicky has been driven to help others. She began her career in the healthcare industry, but soon took a passion for real estate while renovating and investing in properties around Saskatoon.

Inspired, she would switch paths in 2008 and earn her license, and in the years since, she has built an accomplished career as a Realtor.

Today, Alisa is co-owner of Serenity Real Estate Solutions Ltd, brokered by Coldwell Banker Signature, where she assists clients throughout Saskatoon and all of Saskatchewan. Alongside her elite team of five, she has cultivated a boutique process around openness, integrity, and service. “Coming from the healthcare industry, I’ve always loved being there for others,” she says. “With real estate, I still get to take care of people, and during stressful times, I’m able to make sure my clients walk away feeling great about everything in their transaction.”

When listing a home, Alisa equips her clients with a forward-thinking strategy. After helping them fully prepare their property for the market, she leverages her team’s in-house marketing expert to share it over a blend of targeted digital and social media campaigns.

But from start to finish, she is available to her clients, providing hands-on support and taking any confusion out of the process.

2021, she remains focused on what matters most: the client experience. “We take pride in establishing lasting relationships with our buyers and sellers,” she says. “At the end of the day, we appreciate our clients so much, and the friendships built with them are absolutely wonderful.”

Outside her career, Alisa is deeply involved in her community. On top of supporting MS research through the Saskatoon City Hospital Foundation, she contributes to a variety of local outreach programs, including a recent campaign to raise awareness and funds towards issues pertaining to mental health. Previously, she has served as President of the Saskatchewan REALTORS® Association, and today, one of her coowners is the current President.

When she’s not with clients or giving back, Alisa can be found golfing with friends or paddleboarding on the lakes of Saskatchewan. She also has strong plans for the future of her business. Always adapting her workflow to meet the demands of changing times, she is currently scaling her winning standards to assist even more clients throughout the region. “Our team has truly become a family,” she says. “For us, it’s never about the numbers; it’s about the client relationship. We’re always looking for ways to amp up our game and connect with more people.”

Elsewhere, Alisa is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she stays in touch with her clients long after the deals are done to ensure they are completely satisfied and thriving in their new homes. Moreover, her team is highly visible across the region through monthly segments on CTV News, providing helpful updates and insights on the current state of the market.

Over the years, Alisa has earned a fantastic reputation throughout Saskatchewan, with the vast majority of her volume coming from repeat clients and referrals. But with her team on pace to exceed 100 transactions in Top Agent Magazine

To learn more about Alisa Skalicky email alisa@serenityrealestate.ca, visit alisaskalickyrealestate.business.site or call (306) 229-8961 http://

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ALLIE VANDYK Licensed since 2004, Allie VanDyk approaches each transaction with passion, creativity, and integrity. “Although I had a great job prior to real estate, I felt like I was talking to a computer all day, and I didn’t feel enthusiasm for it. Real estate felt like my true calling—there was nothing else that I wanted to look into.

Now, 17 years later, here I am, still going strong,” she explains. Allie recently started a family team with her husband, Gerry, and daughter, Alexandra.

Together, they serve buyers and sellers throughout Brantford, Canada.

Allie’s golden rule is ensuring that clients always come first. “I care about my clients. I work to gain their trust and to keep it. They appreciate my knowledge and the fact that I’m up on the latest market trends. I read articles every day and I’ve served as the President of the Brantford Real Estate Association, which allowed me to go into a different side of real estate and gain even more knowledge.” Once a transaction is over Allie stays in touch with her clients by sending out newsletters, cards, and small gifts. “We try to be thoughtful. We send out gift cards and scratchers. This spring we sent out Forget Me Not seeds, which everyone seemed to enjoy.”

When it comes to marketing, Allie likes to focus on social media platforms to put her listings in front of a large audience. “I use Instagram, Facebook, and LinkedIn. If something is coming to the market, I post it on my Instagram story. And of course, I invest in professional photography and Matterport, so that potential buyers can really get a feel for the property.

We implemented that in the last year since COVID. We wanted to eliminate people unnecessarily going into homes, so we gave them the option to walk through on their own, as opposed to just following a video or looking at photos.”

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Being actively involved in her community is crucial for Allie. “I’m always participating in the community by volunteering or hosting events. I’m a member of the local Chamber of Commerce and I sit on the board for Participation House services here in town. I do whatever I can to try to give back as much as I can.” When she isn’t working, she loves to spend time with her family and work out. She also enjoys golf, hiking and bike riding.

Allie’s focus going forward is to continue providing clients with the highest level of service. “I think real estate is an incredible tool. Everyone always wants to talk about real estate, so I love sharing my knowledge with people and I love helping them get to where they want to be. Now that my husband and my daughter are in the business it’s about making sure that everything is organized and there are systems and processes in place so that nothing falls through the cracks and every client can have a wonderful experience, no matter who they’re working with.”

To learn more about Allie VanDyk, email allievandyk@royallepage.ca, visit thinkallie.ca, or call (519) 754–3538. www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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AMIN & KATHY SABOUNCHI “Vancouver is back on the rise again, and we are just glad that we get to be part of it,” Amin Sabounchi explains, while discussing his career in real estate. He got his start in this path at just 20 years old, when his brother, who worked as a successful builder, asked him if he would consider selling his properties. “I really liked the idea of working in a complementary role with him, so I decided to get my license and try it out,” he says. Amin hasn’t looked back since, and is still loving every minute of his work 22 years later. Teaming up with his wife, Kathy, about 90% of their business consists of repeat clients and referrals. Together they go above and beyond to ensure their clients are 100% satisfied.

Operating as more of a boutique team called Exclusive Collection, Amin and Kathy work closely with everyone they serve. “We are not volume-focused,” he says. This has resulted in a high success rate. They have a solid system down when it comes to the buying and selling process. “From start to finish, we’re great at negotiations, follow through, maintenance and retention.” For buyers, this means understanding what they are looking for and doing everything possible to find the right property for them. When the time comes to submit an offer, Amin and Kathy ensure they’re competitive and ready to close as quickly as possible.

Meanwhile, Amin and Kathy’s sellers enjoy thorough marketing including staging when needed, their listings get exposure on various websites. “With Sotheby’s International Canada, we’re one of the top brokerages when it comes to luxury real estate in the

world. So they make sure that all of our listings are advertised not just locally, but globally.” Amin also utilizes traditional marketing through mail outs and advertising on other sites, in addition to their CRM system. “This program is constantly updated with people who are looking to buy or sell, so they are notified by us directly when we have something that might interest them.” Since Amin and Kathy focus on providing personalized service, they make a lot of phone calls to potential buyers and aren’t afraid to make direct contact to spread the word about their listings. “We don’t just copy and paste dialogue from one person to the next, we are all about direct communication, whether it means visiting them in person or calling them.”

When Amin and Kathy aren’t working, they’re giving back to the community. A portion of their commission supports local charities, previously Sunshine Kids.

“We’re also a direct sponsor of Backpack Buddies, which helps feed children living in low income housing.” During any free time, Amin and Kathy love hanging out with their 2 boys and friends, or enjoying the outdoors.

In the coming years, Amin and Kathy hope to develop a small team while maintaining the same hands-on support. “We want to avoid becoming a big team where clients fall through the cracks,” Amin says. After all, keeping those buyers and sellers happy is the reason they have grown exponentially. “The more you are on top of it all, the more results you will see. Putting in 300% effort is so important to us.”

For more information about Amin and Kathy Sabounchi, please call 604-722-3355 and/or 604-722-2606 or email info@exclusivecollection.ca Top Agent Magazine

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CHERYL BARNES You might say Cheryl Barnes has always been drawn to real estate. Prior to earning her license, she privately staged, marketed, listed and sold her first home in Winnipeg, and after moving to British Columbia with her husband, she developed a passion for the business while buying and selling properties across the city. Seeking an opportunity that allowed her the flexibility to be there for her children while still speaking to her entrepreneurial spirit, she decided to leave her longstanding position in the corporate world and finally pursue her real estate license—and the rest is history.

centers her process around their goals, offering a uniquely candid approach and fresh insights into the market. “I’m straight-up with people right from the beginning,” she says. “But I’m also very patient with my clients. After all, once I understand precisely what they’re looking for, I can keep them focused on their priorities.”

In the 14 years since, Cheryl has gone on to author a truly exceptional career, becoming one of the top selling agents in British Columbia and at one point even managing her own staging company. Today, she is a Realtor® for Royal Lepage, where she assists clients throughout all of Victoria and the surrounding areas.

Combining her tireless work ethic with her newly evolving BOUTIQUE LUXE Real Estate Services, she has cultivated a process to meet the needs of any client.

Outside her career, Cheryl can be found spending quality time travelling with her beloved family. Cheryl is also a diligent and devoted gardener, as well as an avid weight trainer and can be found in the gym five days a week early morning. But she also has strong plans for the future of her business. With her volume continuing its steady growth, she intends on scaling her workflow to offer boutique, luxury services to any type of property. “Whether it’s a $300,000 condo or a $3 million luxury waterfront home, the service is the same,” she says. “At the end of the day, our job is to help people. It doesn’t matter what a client does for a living; instead, it’s about standing for their needs.”

When listing a property, Cheryl equips her clients with a diversified strategy. After helping them fully prepare their home for the market and providing them with a suite of professional photography and staging services, she shares it over a blend of targeted digital and social media campaigns. Moreover, she leverages the cutting edge technical resources at Royal Lepage to give her sellers an added reach throughout the region.

Never settling, though, Cheryl also markets her listings to local print publications like Homes & Lands and Boulevard Magazine—all to generate as much buzz as possible leading up to the market day and open houses.

But Cheryl is just as hands-on with her buyers, leaning on her years of experience to carefully guide them to the right home for their best interests. From start to finish, she 26

Over the years, Cheryl has earned a fantastic reputation throughout Victoria, as evidenced by her strong rate of repeat clients and referrals. Averaging more than 75 transactions per year, she emphasizes the importance of a lighthearted touch with every purchase or sale.

“I want each transaction to be a fun and pleasurable experience. Most of all, I love when I’m going to see a property with my clients, and we’re all looking forward to seeing each other again.”

To learn more about Cheryl Barnes, call (250) 413-7943, visit cherylbarnes.ca or email info@cherylbarnes.ca www.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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JANELLE LANOUE While still relatively new to real estate, Janelle Lanoue finished 2020—her first year as a full-time agent—with close to $12,000,000 in sales volume. But while she might still be considered a newcomer, the foundation for her success in real estate has been a long time in the making.

Janelle’s mother, Pauline Lanoue, is a highly sought-after REALTOR® who’s been in the industry since 1987 and provided Janelle with a wealth of expert knowledge from an early age. Affiliated with Deerbrook Realty, the mother and daughter duo serve clients throughout Ontario, Canada.

At the heart of Janelle’s approach to business is her core belief in creating in-depth relationships with clients. “We are a 24/7 type of team. Between the two of us, we make sure that our clients can always get immediate assistance and that all of their questions are answered in a timely manner. We don’t turn our phones off, we’re always there for our clients whenever they need us,” she says, and adds, “We also never put pressure on people. We don’t make them feel like they must buy a house or have to make an offer. If someone really wants to work with us, and they love a property, it’ll just happen naturally.”

Aside from her diligent work ethic and elite level of service, Janelle also offers clients a broad range of experience. “My dad has been in the building industry for over 40 years, so I grew up around construction and have a great deal of knowledge of the process and what it takes to build a house, starting from pouring the foundation. I’m always happy to advise my clients and help educate them so that they can feel confident in their choices and know what the process will look like every step of the way.”

Janelle stays in contact with past clients and nurtures those relationships by keeping them updated on the Top Agent Magazine

real estate market. “I send out cards on important occasions and often check in to see how my past clients are doing. I also like to send them information on current market prices in their area, so that they’re aware of what’s happening with their investment. Sometimes they might buy a house and think it’s their forever home, but once they’ve lived there and have seen other new properties in the area, they might change their mind and want to make that next step.”

Janelle’s passion for real estate is rooted in her love of helping people. “I’m really lucky that I get to do this job and meet such a wide variety of people. Every day in real estate is different and interesting. It really helps you get out of your own bubble and experience other things and get a feel for how different people live. It’s a very enriching career.”

As she grows her business, Janelle is looking to expand into new construction. “It’s something I’m passionate about. I love working with builders and helping people make their dreams a reality.”

To learn more about Janelle Lanoue please call (519) 819–7812, email janelle @lanouerealtors.com, or visit janellelanoue.com www.

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JUDITH LAVIOLETTE With a love for helping others, Judith Laviolette has found her true calling as an agent in the greater Ottawa region. She got her start in 2003, after deciding she wanted a flexible career with unlimited growth. “I was a single mom, and wanted something that could bring me success if I worked hard,” she says. After taking the leap into this industry, she hasn’t looked back, loving every minute of her work. With the vast majority of her business derived from repeats and referrals, buyers and sellers appreciate her guidance and knowledge. Whether she’s helping someone purchase their first house, or selling their long-time family home, Judith goes above and beyond expectations.

“I’m very compassionate,” she says. “I understand their needs and wants, and I really listen to them.”

Knowing this is a large transaction, often the biggest one her clients will ever make, Judith takes the time to answer any questions. “I’m always available for them, and I keep up with them after the sale as well, calling them or sending them monthly cards.” For her buyers, she listens intently to what they are looking for and doesn’t stop the search until it’s found. Meanwhile, her sellers receive thorough marketing of their listings, as she utilizes all of the major real estate websites as well as social media. “We will also do some presentations on MailChimp and send those out to all of our past clients and big agents in the area.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “My wife and I spent the past 30 years in the Military and experienced a great number of moves. Over the years we have bought and sold multiple properties in a number of provinces. We have dealt with many great agents in this process and we would rate Judith Laviolette as our top real estate specialist. Looking for what will possibly be our retirement and dream home, she provided us with excellent information about the area, constantly keeping us in the loop and informed with 30

professional and cheerful advice. We never felt more prepared for our house hunting trip. Her knowledge of the Ottawa market and the surrounding community gave us the confidence to make the best decision.

It’s been six months since our purchase and we feel that we are in our dream home.

We truly appreciated her honest and professional opinion. She was a gem to work with and we would recommend her to any of our friends and family. Thank you Judith for being such a great communicator.”

When Judith isn’t working, she’s staying active in her community. “We host a few events throughout the year, including a Christmas parade and gift donations,” she explains. During any free time, she’s traveling, enjoying nature, or spending time with family.

Growth is in Judith’s future, as she is continuing to take on more responsibilities as Broker of Record with the Brokerage she owns with her life partner Angelo Toscano. “I was ready for new challenges, acquiring our own Re/Max Brokerage had been a dream for Angelo and I. We see a bright future and growing success. Our business will flourish for many years to come.”

To learn more about Judith Laviolette, please call 613-796-0107 or email judith@toscanoteam.com Top Agent Magazine

Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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KIM HEIZMANN A longtime resident of the Okanagan Valley, Kim Heizmann was first drawn to real estate through her husband, who noted that the industry was a perfect complement to her outgoing personality and passion for helping others. Inspired, she decided to pursue her license in 2007 and, sure enough, found quick success as an agent.

While authoring an accomplished, fourteen year career in the business, she has earned a variety of awards and honors including CENTURY 21’s 2017 Sales Associate of the Year. Today, Kim is a REALTOR® and Associate Broker for CENTURY 21 Executives Realty Ltd., where she assists clients throughout the entire North and Central Okanagan areas. A Double CENTURION® Producer, she has cultivated a distinct workflow around personalized service, building lasting relationships with each and every buyer or seller.

When listing a property, Kim leverages a suite of cutting edge resources to give her clients a comprehensive strategy. After helping them fully prepare their home for the market and providing them with professional photography and videography services, she shares it over a series of highly targeted digital and social media campaigns. Along the way, she is available to her clients, keeping the transaction upbeat and stressfree throughout. “I believe in making the process fun,” she says. “When someone leaves a transaction feeling supported—even during its challenges—that makes all the difference.”

Elsewhere, Kim is just as thorough when assisting her buyers, leaning on her years of experience to educate them on the process and provide acute insights into the current state of the market. In her career, she has earned a fantastic reputation across the Okanagan, with the vast majority of her business coming from repeat clients and professional referrals. When examining the keys to her success, though, she returns to the importance of customer service. “Real estate ultimately comes down to Top Agent Magazine

connecting with people,” she says. “I make sure my clients have a transformational experience, not a transactional experience.

From start to finish, I work hard at building genuine relationships with them.

Meanwhile, I make sure my referring agents are brought up to speed and included in the process so they know their clients are being looked after.”

Outside her career, Kim is deeply involved with her community. She is currently President of her local Association of Interior REALTORS®, and when she’s not with clients or giving back, she enjoys traveling, spending quality time with her family, or creating memories locally throughout the Okanagan.

Going forward, Kim has strong plans for the future of her business. In the months ahead, her son will be joining her team, which will allow her to further scale her standards of service to meet the needs of her ever growing client base. But at the end of the day, she is most energized by the new clients and opportunities that await in her beloved community. “In real estate, every day and every client is different,” she says. “Above all, I love being a part of someone’s journey—whether that means helping them during the stressful times or encouraging them during the exciting ones. Looking ahead, I can’t wait to see where the market takes me; I’m not going anywhere soon, and I’m open to anything.”

To learn more about Kim Heizmann email kim@heizmann.ca, visit kimheizmann.ca or call 250-938-0995 www.

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LYNN BOYARSKI Born and raised in the Lower Mainland and currently residing in Langley, Lynn Boyarski began her career as a licensed locksmith; however, she was always seeking an opportunity that better suited her outgoing personality and passion for helping others. Looking for a change, she began exploring the real estate industry and soon found it was a perfect match.

“Throughout my life, real estate had always been in the back of my mind,” she says.

“So I finally decided to pursue it and get my license—and here I am.”

Right away, Lynn found fast success as a Realtor in her hometown region, utilizing her curiosity and acute business instincts to master the industry from the ground up.

Most recently, she decided to take her work to the next level and partnered up with fellow agent Nick Johnston to launch the Lynn & Nick Real Estate Team through Keller Williams Elite Realty Surrey, where she currently services clients throughout the entire Fraser Valley.

When listing a home, Lynn and her team prefer a hands-on approach. At first, she helps her clients fully prepare their property for the market and supplies them with a suite of professional photography and videography services. Once the house is ready to sell, Lynn then shares it over a blend of targeted digital and social media campaigns. But from start to finish, she is there for her clients, including them and offering encouragement with each step of the transaction.

Elsewhere, Lynn maintains her same standards of service when helping her buyers. Beyond providing an acute knowledge of the Fraser Valley market, she also leans on her background as a Certified Clinical Hypnotherapist to infuse each deal with a genuine sense of compassion. “Buying or selling a house can be a tremendously stressful experience,” she says. “But I’m available to talk my clients through their transaction and make them feel comfortable and supported throughout.”

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Since starting her team, Lynn has earned a fantastic reputation throughout the Lower Mainland, as evidenced by her growing rate of repeat clients and referrals. Promising always to go the extra mile for her clients, she is most focused on fostering lasting relationships within her sphere. And the key to her success? “I believe in being attentive and caring towards all my clients,” she says.

“Right from the beginning, they’re my top focus, and they know they can come to me with any questions or concerns.”

Outside her career, Lynn can be found reading, traveling, spending time outside, or relaxing with her friends and family. But she also devotes a great deal of time to personal development, further cultivating the empathetic mindset that has set her apart in the region.

Going forward, she has strong plans for the future of her business. As her volume continues its rapid growth, she intends on scaling her model of service to meet the needs of buyers and sellers all across the Fraser Valley. “In real estate, every day is different,” she says.

“As a people-person, I love the freedom our business provides. This career truly has unlimited potential— professionally and personally.”

To learn more about Lynn Boyarski email movewithlynn@telus.net, visit lynnandnickrealestateteam.com or call (604) 928-9875 www.

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 36

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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PHYLLIS & DENNIS DE PROPHETIS Phyllis De Prophetis is now in her 13th year as a real estate agent and started when her husband Dennis was in the business of flipping houses. “I originally got my license with the intention to assist Dennis with his flips, but then I ended up really loving it and within a few short years I decided to pursue real estate as my full-time career!” Phyllis recalls. Dennis eventually joined the fold, getting his license 5 years ago. “His expertise and knowledge of the housing market really pushed our team to the next level.” The rest is history and Phyllis and Dennis now lead The De Pro Team, where they and their teammates excel at helping clients achieve their real estate goals.

The De Pro Team serves the Niagara region of Ontario.

About 80% of the team’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence they inspire. “We focus on communication and building a relationship with our clients,” Phyllis explains. “We’re really big on staying in contact with our clients over time. It’s not just transactional for us, and we teach that to our team as well.

It’s a relationship-based business.”

The team stays in touch with clients even after the transaction in a variety of ways, from pop-by visits to client parties throughout the year. “These things help to keep us connected,” Dennis says. “We will touch base with past clients to see how they’re doing, at move-in anniversary dates or birthdays, even when they’re not in the real estate market. The biggest compliment we get from clients is how happy they are with our communication and our interactions with them.”

When it comes to marketing listings, The De Pro Team truly set themselves apart. “We offer a whole

full-service package, no matter what the price point is,” Dennis says. That includes professional video and photography, Drone Video, 3D virtual Matterport tours, and staging. “We also use a lot of social media marketing and targeted marketing to help promote our listings. We target different areas that are not just within our community, but outside our region as well.”

Community involvement and supporting local businesses is important to The De Pro Team. They work with a local charity, called No One Goes Hungry Niagara, to help feed anybody in the community who is in need. They also support businesses throughout the area. For example, over the holidays they purchased gifts from local businesses each day throughout the month of December and donated the gifts to people within the community. Just two examples of how they support and give back to their local community.

When they are not working or giving back, Phyllis and Dennis love spending time with their family, two children, attending their activities, taking vacations, and relaxing by the pool.

Phyllis and Dennis are in the process of growing their team. “We are looking to add a few individuals to our team to help service our clients and be able to continue providing exceptional service.”

Above all, Phyllis says, “We love working together, we love helping people find their dream homes, we love to give clients a great service, and what’s important to us is that our whole team shares that same belief.”

To find out more about Phyllis and Dennis De Prophetis, you can contact them by phone at 905-380-4338 (Phyllis) or 905-380-3366 (Dennis), and by email at phyllis@revelrealty.ca or dennis@revelrealty.ca. You can find them online at thedeproteam.ca https://

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TRAVIS ROYLE: THE ROYLE GROUP Anyone who has ever been in the military knows how much the services require attention to detail. Successful missions where everyone comes home rely on this crucial practice, which becomes second nature for those who have worn the uniform. As a veteran of the Royal Canadian Air Force, Travis Royle has made it the cornerstone of his business with the Royle Group at Century 21: “We aren’t typical agents insofar as we tend to be pickier than clients are themselves. One lovely feature of a home can sometimes blind buyers, leading them to overlook potentially serious problems or the fact that it doesn’t actually meet the needs they specified up front. Part of our job is to provide that perspective, if needed. We offer an additional, dispassionate set of eyes, which is what you want when hiring a professional.”

Travis began real estate investing while he was still in the military, taking courses to get his license in his spare time. He fell in love with his studies, and after receiving his license began selling real estate on the side. Upon his discharge after four tours of duty, he pursued his new passion full time. “I love helping people—listening to them describe their dream home, or seeing them achieve their investment goals. It’s very rewarding.”

Now in The Royle Group’s fifth year, business has grown substantially, as Travis and his team continue serving Ontario clients in Belleville and the entire Quinte area. On pace to close over 100 transactions for 2021, they’re aiming to receive a team Centurion, based on gross closed commissions from Century 21. Sixty percent of their business comes from repeat clients or referrals. Whether people are looking to buy or list a home, The Royle Group is there to make sure no detail is overlooked and they’re getting the best value on their transaction. For those interested in buying to invest, The Royle Group can help them calculate the productivity of whatever kind of property they’re considering.

Learning from Travis’ firsthand experience of real estate 38

investing many of The Royle Group team members are also avid investors.

Travis is quick to point out that neither property nor money is their primary focus.

“This business is less about houses, and more about people. Our whole team is dedicated to serving clients in whatever capacity we’re needed. In the training I do, I remind them that if you treat people right, your income will take care of itself.”

The Royle Group is active in their community’s life too, both civilian and military. Members participate in events like the Walk for Cancer as well as supporting fundraisers for missions such as the Grace Inn, a shelter for the homeless. During the Christmas season, they participate in fundraising events to provide gifts for children.

Their work and volunteer efforts don’t leave Travis much leisure, but when he does find the time, he likes to travel, and spend time on the golf course with the team.

Going forward, Travis will soon be an owner of the Century 21 office in Belleville, and The Royle Group is welcoming more team members. He’s excited to expand, but not too quickly. “I want to grow at a controllable pace, creating a good balance of staff so that we can take care of our clients properly.”

Contact The Royle Group at 613-967-4621 or email TheRoyleGroup@Century21.ca Copyright Top Top Agent Agent Magazine Magazine

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Laughs!

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Top Agent Magazine

VALI MIKHO Vali caught the spark for real estate six years ago, watching friends who were already working in the industry. Intrigued after seeing their experiences of buying and selling houses, Vali received his license in 2015.

His business immediately soared, while he discovered firsthand how a career in real estate could be a great way to help others.

“Helping our clients achieve their needs and goals is of the most importance to us, whether that’s with commercial or residential properties, developing a building project or getting them into a new home,” Vali says, “Whatever we can do to help in this process, gives me great satisfaction.”

Today, Vali is an agent with Homelife Professionals Realty working in tandem with Elite Realty Group & Elite Developments. Elite Developments currently has a portfolio of thirty-three active sites in Ontario consisting of residential and commercial properties.

Elite Realty Group stands out in a crowded market for their ability to produce top results for their clients, and for their thorough approach to every transaction.

Working with the development side of the business, Vali’s team confers with on-hand experts to assist a client in understanding the forecasted value of any property for long-term investment.

robust and strategic marketing program for each listing. Ads posted across a wide range of platforms put Vali’s listings right at a buyer’s fingertips. Driven by the unwavering mission to bring top-dollar results to their clients, Vali and Elite Realty Group’s listings blanket websites and MLSs throughout the Toronto area, investing wherever necessary to find the right buyer for a property.

Annually, Vali’s team closes between $150 million and $200 million in volume.

Elite Realty Group partners with a network of clients in the medical and dental industries, by supporting their multiple charitable organizations. Elite Realty Group strongly believes in giving back to the community by making regular donations to local organizations as well.

When he is not working, Vali stays active by playing sports like soccer. He enjoys spending time with friends and family and recharging between closing deals for clients.

Looking to the future, Vali explains that the current focus of growth for Elite Realty Group is in procuring land for development by Elite Developments. This year, they are on pace to build and sell over a thousand homes. Vali concludes, “We’re focused on continual growth, so that we can assist as many people along the way as we can.”

“We like to go above and beyond for every client, ensuring that we maximize their return on their investment.” Vali explains, “We like to do our homework and make sure that if we’re procuring a property for a client, we’re going to get them the absolute best value possible for that land.”

Vali’s exceptional client service does not stop when a deal is closed. He values every relationship and keeps in touch with all his clients with follow ups, calls, letters, and thank you gifts. It is not uncommon for Vali to invite a client out to dinner for a personal check-in. “We treat all clients as our family,” he says.

Find out more at elitemdgroup.com.

Connect with Vali by phone at 905-531-1046 and via email at valimikho@gmail.com www.

When it comes to marketing, Vali and his team coordinate with Elite Realty Group’s marketing director to engage a Top Agent Magazine

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