CANADA 1-10-22

CANADA EDITION

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

Creative Ways to Say

THANK YOU

Turn Open Houses Into

DESTINATIONS

How to Speed Up

FIRST-TIME HOMEBUYER TRANSACTIONS

FEATURED AGENTS

AMY BRAGDON GARY OVERBEEK ISABELLE PATRY STEPHANIE RIZZUTO SHAUNA SCOTT COVER STORY

MAGDALINI & ANDRONIKI FLOULIS SISTERS LUXURY REALTORS

CANADA EDITION

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STEPHANIE RIZZUTO

AMY MAGDALINI & AMY BRAGDON ISABELLE PATRY BRAGDON SCOTT ANDRONIKI FLOULIS A love of helping people, along with a fact that I go step-by-ste to solve any problemthe that might come up At 20 years old, Stephanie left studying longtime interest in working with houses, go to the notary with my clie 33 35 27 Because fa- way Law for a receptionist position a realPatry to begin her real estate during a transaction.them led in Isabelle every she step is of the uses because her estate office. Her typical approach–taking journey in 2007. “I always wanted to be miliar with market trends, them feelshe at ease, results.

“I like time to learn as much as possible before an interior decorator,” Isabelle recalls. “I expertise to get consistent not easy for people who ha loveworking homes and I love people,& soANDRONIKI I decided to create a structure that it. Even people who willfor improve any hav diving in–paid off. She was soon MAGDALINI real estate would be a veryLUXURY good fit for in thethe past, they may situation, which workshouse to make process full-time during the day and taking aFLOULIS real SISTERS REALTORS me.

Buying a home is a big investment for it works to sell a house, for my clients smoother,” Stephanie says. and estate course in the evenings, which led to anyone, and I wished that I had somebody ate my honesty and helpfuln While she isPATRY a strong performer, Stephanie her starting a full-time career in the indusSTEPHANIE RIZZUTO ISABELLE GARY OVERBEEK helping me when I went through my transtheresults long-term rela-in th try. The move into real estateaction.” has helped For this reason, Isabelle says, “I credits her success toThe also show buildslast with herIsabelle clients.and These her utilize her skills to assist lots tryoftobuyers. act with my clients like they are mytionships children, she volume: year, her colle make#96 herina all skilled and fo Stephanie is an agent in downtown Monand to hold their hand from the beginning totalents the end.”combine were to ranked of Canada CONTENTS amongst LePage agents across reliable agent in her Royal region. treal and is making a name for herself as an started out asgives a solo agent until a young agent year they expect to do even better, and agent with exceptional service Isabelle who consistently her with the idea ofIn working and double last WORKING year’s volume. social HOW SPEEDapproached UP FIRST-TIME 24) together, WELCOME HOME: terms of marketing, Stephanie prioritizes her best 4) work to herTO clients. the two decided to team up. “What’s most important to HOMEBUYER TRANSACTIONS WITH RELOCATORS IN TRANSITION media advertising and utilizes her own sphere of me in a person I would want to work with teach is that In the future, Isabelle looks forward to ® influence to garner and interest herclients. list- “W One of Stephanie’s greatest strengths a Realtor they have aas good heart for helping people, because this exposure be a trusted resource for for her 11) TURN OPEN HOUSES INTO 31) IS FINDING A NICHE She and takes a personal to keeping in is is the time she gives to learning about the Isabelle processsays. so “Myings. is who I am,” colleague I work clients approach that even after the transaction DESTINATIONS MARKET RIGHT FOR YOU? touch with clients,always preferring andget t that she can make clients feel comfortable throughout very well for that reason. We are now in our past third year here topersonal listen to notes them and together,on andher our patience business is growing.” mationand theyalso need.has Weaare problem solve phone calls to mass emails, successful every transaction. She prides herself 19) EASY BLOG TOPICS FOR 34) CREATIVE WAYShere TOtoSAY help our clients.” for clients.

She’s also savvy and preparation for every phase of the experience. “I newsletter with updatesreally YOUR REAL ESTATE BLOG THANK YOU Isabelle and her colleague together serve the entire like to take time, learning and growing, and not run with using web resources where buyers and sellers MRC of Pontiac, where their deep local knowledge canclients. access“We information on homes and she can track head on into something, but being forasset whatto their provesprepared a valuable know response. has been a successful strategy–one I’m getting into, ” Stephanie says.

“I am to chalthe area likeused the back of our hand,” IsabelleThis explains.

Phone 310-734-1440 | Fax 310-734-1440 to help clients find the property they lenges and I use what I’ve learned to bring the when best weStephanie “That makes it easier help buyers uses or sellers, since we know the area very well and we know all are looking for. the servicemag@topagentmagazine.com to each client and situation.” | www.topagentmagazine.com schools, churches, and everything that is happening No portion of this issue may beinreproduced in any manner whatsoever without prior consent of the publisher. Top Agent area.”

Stephanie has recently obtained her commercial People love her approach to realthe estate service, made SHAUNA SCOTT SHAUNA

GARY OVERBEEK

Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published license and her nextsupplied step will to work more comevidentmaterials, by theTop fact thatMagazine her volume grows each year.for opinions Agent cannotexpertise, be held responsible or facts by itsbeauthors.

Their combined with theirexpressed compassionate subscribe change address, send inquirytransactions, to mag@topagentmagazine.com. mercial properties.

In factTothis year, or she will complete 35-40 treatment of their clients, results in strong repeat andShe hopes to use the expertise she’s Published in the U.S. and she works hard to provide a satisfying experience gained from working with a variety of brokerages and

referral business. “Many of our past clients come construction management companies in the industry for everyone she works with. She jobthey which backloves to us her when decide to sell,” Isabelle says.

“With most of the properties that we sell, I would say to cater to clients who are interested in Magazine commercial allows her the opportunity to play a role in people’s 2 Top Agent there’s a 90% chance that we end up selling our own lives. This is particularly true in the case of first-time properties. And her experience with international brolistings years later.”

mailto:mag@topagentmagazine.com

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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SHAUNA SCOTT Top Agent Magazine

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SHAUNA SCOTT

A love for helping others led Shauna Scott to consider a career in real estate. “I worked for a large oil company,” she explains. “But real estate was always something I’ve been interested in.” After her daughter grew older, she finally felt it was time to make the transition. “It was a huge risk, as I had been with my previous company for over 18 years, but I wanted to dive into something I was passionate about.” She hasn’t regretted the decision, and feels that real estate was her true calling all along. Serving all of New Brunswick, 75% of her business derives from repeats and referrals.

them. By doing that, I really get to know them.” Maneuvering through one of the largest transactions a person can make in their lifetimes, Shauna becomes a trusted advocate for her buyers and sellers, which leaves a lasting impression. She’s honest and upfront with everyone she serves, only wanting them to be happy. “My focus on giving people the best possible experience has definitely led to where I am today.”

Finishing up 2021 with a transaction volume of 64 units, it’s clear she’s going above and beyond to get her clients towards their goals.

“I focus on building relationships with my clients,” Shauna says. “I end up becoming friends with most of them because I’m here to provide the best service possible to

For her sellers, she utilizes professional photography and virtual tours to ensure each property looks its best. “A lot of our business is from people located outside of

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New Brunswick, so images are a vital part of today’s market.” She also offers floor plans and accurate measurements of each room so potential buyers can easily imagine themselves in a home. “Even if they aren’t able to see something in person, I already have everything available for them so they can get a really good feel for the layout.”

Shauna reaches people through social media ads and by utilizing her vast network of agents and interested buyers.

During the few hours where Shauna isn’t working, she stays active in the community. On a monthly basis, she donates to causes close to her heart. Shauna loves her region and never hesitates to promote local businesses. “Almost all of the closing gifts I provide to my clients come from companies in the area.” In her free time, she enjoys watching her daughter play volleyball, or hanging out at home with family.

Growth is in Shauna’s future, as she is Top Agent Magazine

currently studying for her broker’s license.

“I’m hoping that within the next year or two, I can be the manager of my brokerage while simultaneously growing my own business.” No matter where this path takes her, she is going to soak up every minute of it. “I just love the satisfaction that I get from being able to help people achieve a dream. The joy on their face makes all the hard work worthwhile.”

For more information about Shauna Scott, please call 506-378-0818 or email shauna.scott@century21.ca

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Dan Richard is proud to congratulate

Shauna Scott on being featured in the Canada edition of Top Agent Magazine!

Congratulations Shauna!

We love working with you!!

Dan Richard Real Estate Photographer Founder/Photographer 506.227.9297 www.propicsta.com www.measuremyspace.com “We make Your House Smile!” #wemakeyourhousesmile #professionalshireprofessionals

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 12

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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MAGDALINI & ANDRONIKI FLOULIS SISTERS LUXURY REALTORS

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Since forming Floulis Sisters Luxury Realtors with Sutton Centre-Quest in Montreal, Androniki and Magdalini have closed over $500 million in sales worldwide.

You don’t have to talk with Magdalini and Androniki Floulis for long before realizing you’re dealing with two of the best minds in the real estate industry. Androniki began her career in 1999 selling luxury Manhattan homes for Douglas Elliman, the number one firm in the city.

Meanwhile, Magdalini was a real estate attorney in Montreal, representing sellers for high-end commercial and residential properties. Along the 14 Copyright Top Agent Magazine

way, both sisters had become investors, purchasing properties in New York, Montreal, Florida, and in Europe. In 2005 they decided to combine their talents to offer exceptional service to clients across the globe.

The partnership has clearly been a huge success. Since forming Floulis Sisters Luxury Realtors with Sutton Centre-Quest in Montreal, Top Agent Magazine

Androniki and Magdalini have closed over $500 million in sales worldwide. With $30 million in relocation sales alone, they are the preferred brokers for international relocation companies, and a healthy 50 percent of their business comes from repeat clients and referrals.

That loyalty is no doubt the result of the sisters’ combination of industry savvy with the kind of personalized service you get when working with a family business.

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“We bring a passion for what we do and we love forming great relationships with our clients,” Magdalini explains. “And as investors ourselves, we know first-hand what kind of opportunities our clients are looking for.”

With the support of an exceptional administrative team, the sisters handle all transactions themselves, ensuring every client gets the benefit of their combined 40 years of experience in the real 15 Copyright Top Agent Magazine

“We bring a passion for what we do and we love forming great relationships with our clients,” Magdalini explains. “And as investors ourselves, we know first-hand what kind of opportunities our clients are looking for.” estate industry. Their forward-thinking promotion of mobile marketing gives them the ability to respond immediately to online leads, and their property campaigns and strong online presence enables them to get top dollar for their clients.

“We’re truly borderless,” Androniki adds.

“Maintaining a large social media presence lets Copyright Top Agent Magazine 16

us showcase the beauty of our sellers’ homes on a global stage. I’m also licensed in Florida and have an exclusive partnership with Coldwell Banker Global Luxury, which has enabled us to help affluent clients purchase luxury properties in both the US and Quebec with a seamless transaction from start to finish. That kind of service isn’t offered everywhere.”

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The sister team reaches out to former clients frequently, to keep them informed about changes and opportunities in the market, or just to let them know they’ve been thinking about them. Treating clients like friends and family is another reason why the sisters have such a large percentage of repeat business, and why they can help new clients find a home or a buyer so quickly.

Away from the office, Magdalini and Androniki are strong supporters of their community, donating to nonprofits throughout Quebec. They are active with Dans la Rue, an organization dedicated to helping Quebec’s homeless youth. As animal Top Agent Magazine

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lovers, they also give to various animal shelters.

Leisure time is for indulging their love of music, theatre, and the ballet. They also enjoy working out, which has the added benefit of allowing them to bring more energy to helping their clients.

Going forward, the Floulis sisters plan to grow their team, expanding the area they serve around both Quebec and Florida. Their five-year plan is to reach the $1 billion mark in sales volume.

To learn more about Magdalini or Androniki, visit floulissisters.com, email fs@floulissisters.com or call: 514.808.0426 www.

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Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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AMY BRAGDON Top Agent Magazine

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AMY BRAGDON

Real estate has been a lifelong passion for Amy Bragdon. “I watched HGTV all the time, and always thought about going into the industry,” she explains. After purchasing a home and renovating it, she lost it to a fire. “But out of those lemons, I made lemonade,” she explains.

“I bought a new house and renovated it again, I made it my own.” Soon, her brother, who was in real estate, was encouraging her to join him.

“He landed his dream job in Ottawa, so he was flying back and forth a lot and wanted someone who could help him out with his real estate business.” Amy earned her license and hit the ground running, forming Bragdon Realty.

Serving all of New Brunswick, the team now consists of herself, her brother, another agent, Julieanne, and an assistant. “The team has been consistently growing, so it’s been great,” Amy explains.

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Nearly 85% of Amy’s business consists of repeat and referrals, as Amy has a large network of connections in the community. “I worked in the car business five years prior to entering the real estate field, so I’ve had many clients who purchased vehicles with me also come back to me to purchase a house.” Amy was also a corporate sales manager for Delta Hotel, where she developed lasting relationships with clients. Through these previous careers, she honed her skills in customer service, and has carried it into her work as an agent. Whether she’s assisting a buyer, seller or investor, everyone she serves receives guidance and support throughout their transaction.

Aside from real estate, Amy’s other love is her community. She’s involved with Habitat for Humanity, the YMCA, and frequently Top Agent Magazine

supports local businesses. “I do a support local campaign every single month that highlights different small businesses in the community,” she explains. “At the end of the month, I give away prizes from those businesses.” All of Amy’s closing gifts are from local companies, and Amy also has a ‘support local’ tab on her website that forwards clients to different businesses in the area. “I feature a wide variety of companies, from butchers to bakers, to contractors and roofing professionals.”

After working with Amy, clients are blown away by their experience. One recently said, “Amy was the natural choice for us. We knew her before so it was no surprise how great she was at communicating, and helping us find the home that was perfect for us! Also her personality made the whole thing fun, and she was so thorough and took care of everything! Buying a home during the pandemic was hard but we got it done!

We couldn’t be happier. Thanks Amy!” When Amy isn’t volunteering or working, she’s traveling. “I used to work on Carnival Cruise Lines for 11 years, so I made friends all over the world,” she explains. She often makes trips to visit her friends and has fun exploring new areas.

An exciting future awaits Amy as she plans to continue on her current path. “I want to stay in the top ten agents in my region, and keep helping out my community in any way I can. I’m looking forward to the next few years, I know it will be a fun journey.”

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For more information about Amy Bragdon, please call 506-476-4368 or email abragdon@exitadvantage.ca

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 24

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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GARY OVERBEEK

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GARY OVERBEEK

who they hire and how the team works. “When we welcome an agent onboard, we start them off right away with clients that are ready to go,” he says. This results in a highly efficient group who develop skills quickly, and who prioritize customer service. Serving Oxford, HOMEWARDBound Brant and Norfolk counties in Ontario, a growing portion of their business consists of repeats and referrals. It’s their unique approach and commitment to excellence that has HELP THE KIDS helped them stand out. “We like to think outside of the box,” Gary explains. “One way we do that is by offering guarantees on our client’s home.” Many Selling your home and Getting Top Dollar! people buying a home also have Call us Today for a free consultation: one they need to sell first, and 519-619-8197 this competitive market does not allow for conditional offers.

“So if we give them a guarantee that their home will sell, they can make much stronger and Go Serve Big! Investing in the People of ur Great Community. unconditional offers.”

“Providing second mile service to clients and friends gives us huge purpose and fulfillment; being different, yet genuine,” says Gary when asked what sets him apart from the average agent.

It’s said that if you find a job you love, you’ll never work a day in your life. Gary Overbeek has undoubtedly found his true calling in real estate, as his passion for what he does is palpable. “I absolutely love what I do,” he says. “It doesn’t feel like work.” He got his start in 2015, working part-time and then expanding from there. “By 2017 I decided to open my own brokerage, and started developing a team.” Today he leads Go Platinum Realty, Inc., which consists of himself, four buyer’s agents, and three assistants.

As a boutique brokerage, Go Platinum Realty is strategic about 28

THE GIVING IT BACK AND PAYING IT FORWARD REAL ESTATE NEWSLETTER | DECEMBER 2021

ferrals Your re

You know the song, the one that says it's the most wonderful time of the year. Well, there is something to it. The year 2021 is coming to a close. There are many celebrations of Christmas and other Holiday Celebrations, these all mean different things to different people, but most often always represent joy, gratitude and hopefulness.

If you look around, you will notice a giving spirit exists unlike at other times of the year. Why can't it be that way everyday of the year? I think it can. It just takes effort.

Here is what we are doing and how you can help.

Many homeowners wanting to really enjoy this Holiday season are less than enthusiastic because they feel trapped.

They are desperate to exit their current home and give themselves a big Christmas Gift - a NEW place to call home (see inside for details).

GARY OVERBEEK gary@garyoverbeek.com 519-619-8197

Copyright Top Agent Magazine

Another way Gary and his team go above and beyond is by implementing thorough marketing plans. “We are not only on all social media platforms, but we have a huge presence online as well. We do this because we know that buyers are typically shopping for a new home 3-6 months online before they are ready to purchase or sell. Using branded and unbranded marketing makes a huge difference in our marketing campaigns. We don’t stop online though; we market with yard sign programs, live videos, website and specific domain names, guarantees, buy back systems, email campaigns, print advertising and more. Our goal is to be omnipresent when it comes to marketing. Knowing where the buyers are coming from also makes a huge difference so we can make sure we put the listing immediately in front of buyers that are ready to go. In addition, by knowing what sellers need and want, we can create strategic marketing plans for them to sell their home fast and for top dollar with the least amount of hassle for them.

When our team pulls the trigger on a listing, 16 key systems will get activated within 24 hrs for superior results.”

Community involvement is intertwined with Gary’s work, as he ensures they are continually giving back. “We sponsor a room at the Ronald McDonald House, which provides families with sick children a place to stay,” he explains.

“This year we surpassed our goal and were able to donate almost $11,000.” Go Platinum Realty often cooks meals for those staying in the house.

During Christmas time, they donate gifts to the children as well. “We also give back to an organization that supplies food, water and medical supplies to families in Malawi, Africa.” By the end of next year, Gary hopes to raise over $15,000 for charities.

As Gary continues to expand his reach in both the community and his business, his gratitude for life grows with it. He can’t picture himself in any other path, and is always excited to wake up and get to work. “It’s about putting smiles on people’s faces and helping others. When you put others first you will never be second. That’s why I love what I do. It’s about them, not us.”

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For more about Gary Overbeek, please call 519-619-8197 or email gary@garyoverbeek.com Copyright Top Agent Magazine 29

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 31

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 32

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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STEPHANIE RIZZUTO At 20 years old, Stephanie left studying Law for a receptionist position in a real estate office. Her typical approach–taking time to learn as much as possible before diving in–paid off. She was soon working full-time during the day and taking a real estate course in the evenings, which led to her starting a full-time career in the industry. The move into real estate has helped her utilize her skills to assist lots of buyers.

Stephanie is an agent in downtown Montreal and is making a name for herself as an agent with exceptional service who consistently gives her best work to her clients.

One of Stephanie’s greatest strengths as a Realtor® is the time she gives to learning about the process so that she can make clients feel comfortable throughout every transaction. She prides herself on her patience and preparation for every phase of the experience. “I like to take time, learning and growing, and not run head on into something, but being prepared for what I’m getting into, ” Stephanie says. “I am used to challenges and I use what I’ve learned to bring the best service to each client and situation.”

People love her approach to real estate service, made evident by the fact that her volume grows each year.

In fact this year, she will complete 35-40 transactions, and she works hard to provide a satisfying experience for everyone she works with. She loves her job which allows her the opportunity to play a role in people’s lives. This is particularly true in the case of first-time home buyers. Stephanie says, “It’s exciting! For first timers it’s a big milestone. Being able to be involved in this big step makes all the hard work worth it.”

Stephanie also has the skills and experience necessary

to solve any problem that might come up during a transaction. Because she is familiar with market trends, she uses her expertise to get consistent results. “I like to create a structure that will improve any situation, which works to make the process for my clients smoother,” Stephanie says.

While she is a strong performer, Stephanie credits her success to the long-term relationships she builds with her clients. These talents combine to make her a skilled and reliable agent in her region.

In terms of marketing, Stephanie prioritizes social media advertising and utilizes her own sphere of influence to garner exposure and interest for her listings. She takes a personal approach to keeping in touch with past clients, preferring personal notes and phone calls to mass emails, and also has a successful newsletter with updates for clients. She’s also savvy with using web resources where buyers and sellers can access information on homes and she can track response. This has been a successful strategy–one Stephanie uses to help clients find the property they are looking for.

Stephanie has recently obtained her commercial license and her next step will be to work more commercial properties. She hopes to use the expertise she’s gained from working with a variety of brokerages and construction management companies in the industry to cater to clients who are interested in commercial properties. And her experience with international brokers will help in that effort. No matter what the job entails, Stephanie brings all of her talent and effort.

If you are looking for a Realtor® in the Montreal area who takes excellent care of her clients, look no further than Stephanie Rizzuto!

You can contact Stephanie at (438) 728-5801 or by email @ info@stephanierizzuto.ca and you can visit her website at stephanierizzuto.ca for more information. www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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ISABELLE PATRY A love of helping people, along with a longtime interest in working with houses, led Isabelle Patry to begin her real estate journey in 2007. “I always wanted to be an interior decorator,” Isabelle recalls. “I love homes and I love people, so I decided real estate would be a very good fit for me. Buying a home is a big investment for anyone, and I wished that I had somebody helping me when I went through my transaction.” For this reason, Isabelle says, “I try to act with my clients like they are my children, and to hold their hand from the beginning to the end.”

Isabelle started out as a solo agent until a young agent approached her with the idea of working together, and the two decided to team up. “What’s most important to me in a person I would want to work with teach is that they have a good heart for helping people, because this is who I am,” Isabelle says. “My colleague and I work very well for that reason. We are now in our third year together, and our business is growing.”

Isabelle and her colleague together serve the entire MRC of Pontiac, where their deep local knowledge proves a valuable asset to their clients. “We know the area like the back of our hand,” Isabelle explains.

“That makes it easier when we help buyers or sellers, since we know the area very well and we know all the schools, churches, and everything that is happening in the area.”

Their expertise, combined with their compassionate treatment of their clients, results in strong repeat and referral business. “Many of our past clients come back to us when they decide to sell,” Isabelle says.

“With most of the properties that we sell, I would say there’s a 90% chance that we end up selling our own listings years later.”

Clients appreciate Isabelle’s direct and honest nature.

“My clients tell me that I seem to really want to help them in the transaction,” she says. “They also commend Top Agent Magazine

the fact that I go step-by-step with them. I go to the notary with my clients, and I help them every step of the way. That makes them feel at ease, because real estate is not easy for people who have never done it. Even for people who have purchased a house in the past, they may not know how it works to sell a house, and they appreciate my honesty and helpfulness.”

The results also show in the team’s sales volume: last year, Isabelle and her colleague together were ranked #96 in all of Canada for homes sold amongst Royal LePage agents across Canada. This year they expect to do even better, and are on track to double last year’s volume.

In the future, Isabelle looks forward to continuing to be a trusted resource for her clients. “We advise our clients that even after the transaction is done, we are always here to listen to them and get them the information they need. We are problem solvers, and we are really here to help our clients.”

To find out more about Isabelle Patry, please call 613-880-1323, email ipatry@royallepage.ca or visit royallepage.ca/en/agent www.

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