CANADA 1-11-21

CANADA EDITION

Tips on Breaking into the

LUXURY MARKET

5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID The Daily Schedule of

A SUCCESSFUL REAL ESTATE AGENT FEATURED AGENTS

KENT ARMSTRONG YOUSSEF AWADA CHERI CRAUSE YANNICK DAKO CAROLINE DOYLE CARRINE KOWALCHUK COVER STORY

VERISLAV PERIC PERSONAL REAL ESTATE CORPORATION

CANADA EDITION

KENT ARMSTRONG

Top Agent Kent Armstrong – award-winning he has received for his services.

17 9 Kelowna in Kelowna, 23 Realtor at RE/MAX them is this one, which perfectly e British Columbia – has nearly a decade of lates Kent’s go-above-and-beyond experience under his belt assisting buyers ethos: “It was a pleasure working w and sellers in their quest to achieve their to purchase my new home in Kelown real estate goals. Personable, empathetic, living in Alberta throughout the and deeply knowledgeable about his chosearch and purchase process, which sen industry, Kent has built his thriving stressful in an active market. Kent w business on a bedrock solid foundation of the way to ensure he was ava of honesty and integrity, and he has more view properties on my behalf, and CHERI CRAUSE DAKO VERISLAV PERIC than earned his stellarYANNICK reputation as a KENT ARMSTRONG himself available at my convenienc Caregivers of BC for eight years.

They “I like the people, and I like that no two trusted, dedicated real estate advocate for his many highly knowledgeable about the Kelowna re Nation’s Capital, From the very beginning, Youssef has also support various other organizations deals are identical.

I think that’s great. grateful clients. market, and he has smart negotiation skills.

24 27 31 28 the fast ays been drawn always been passionate about CARRINE KO that are involved in senior communities.

I’m never bored,” says Cheri Crause, absolutely hire Kent again and would not he architecture describing and paced world of real estate.

He espeisn’t atagent work, Cheri is kept busy his services to fellow buyers.” her favorite part of working Kent,as who was licensed as When aconnecting realsheestate in people recommend tural passiona REALTOR for cially enjoys new Agent CarrineWha Ko ® After working inTopcorporate with her seven with grandchildren who all live . “It’s not monotonous from 2011, possesses an entrepreneurial spirit that harkens – of MaxWell him to get doing into the same thing over and over again. and working with different homes, marketing and in the area. for more than a Challeng peop all the way back investment to his high school days. “I’ve Another factor that comes into play when –a in Edmonton, Alberta After studying properties.

Asidebeen from decade, his There might be elements that are the same, Caroline Doyle made a succe them self-employed since I was for a teenager,” Kent. and ever-growing Looking the future, isKent’s excitedcontinuing to but, because you’re dealing with people, dedicated Realtor who Youssef decided passion helpingtoexplains people, hisCheri favorite much-needed change.

“I whe operated a business in the the job manufacturing industry. would intelligent, leave-no-stone-u grow deal mostly be in his career myself mitted fully to helping h obtained his every real deal is different. I consider “I part of is her the business. variety it“We brings and Once®I. reached my twenties, I residential, decided I wanted anow newhave approach to marketing his listings.

Direct m felt empty,” she says.

“I realized smil but we on realtor to be the coordinator.

I’m the REALTOR buyers achieve – and fr ung age of 21. the constant opportunity for education it on our team who isbe learning about Whether I’m representing a buyer or a challenge, and real estate seemed like it would an I more geted digital advertising, and deft utilization was willing to give up everyexceed – their realfullestao r of the Awada provides. “I’ve been doing this for several commercial so thatI made we can expand into seller, I’m also coordinating with appraisexcellent fit for my skillset and my personality. media platforms ensure that his properties are YOUSSEF AWADA CHERI CRAUSE CAROLINE DOYLE CARRINE thing to start my own business.”

Carrine’s hands-onher appr p, President/CEO years now and every year I continue to KOWALCHUK that arena,” she explains.

Most of all, Cheri looks ers and inspectors and lawyers andthe allswitch those pieces. and I haven’t looked back since.” as many potential buyers as possible.

Faststerl sale translated into her agen ment Group I’m andthe one who puts them all together.” learn something new. a what forward to continuing her There’s dedicated never work dollar doing are the usual results. tation aswork one of the most trusted real pment Inc., and dull moment inentrepreneur this profession loves: An helping people.

“I want be ablewith to attobecause heart a Masters of Science in estate repea Currently, the lion’sshe share of Kent’s business is based CONTENTS working in her market today.

Additionally, C with people and help them fulfill their dreams of what Cheri earned her real estate license in 2007.

Previously, Ottawa, Toronto the business is constantly changing and Montréal, Caroline left her Administration from HEC upon repeat clients real andestate referrals, and he works hard When he’s not working, Kent enjoys availing can do for them,” she says. she worked as a financial planner. She credits this as evolving,” commitment to providing top of the line custo he says. marketing career with aactivities business ForK to earn the from loyalty of everyone he works with.and “I together of the outdoor thatpartner scenic lakeside the reason nearly 70% of her business comes vice isWAYS unwavering, and her go-above-and-beyo 4) THE DAILY SCHEDULE OF A 22) CREATIVE TO SAY think it’s because I try to maintain a line between offers, including wakesurfing, golf and wi launched a successful construction in business Quebec. that of ag if she has any words has of wisdom to incompany referrals. “We have a broader understanding of the When asked ® resulted a thriving cont Outside of his work as apressure REALTOR sfaction the main , hockey being a salesperson and having a relaxed, no the arena.

He is also an ardent philan SUCCESSFUL REAL ESTATE AGENT THANK YOU doesn’t hesitate.

“Be patient,” she says. process,” Cheri says, referring to her team of three share, Cheri Caroline says that experience sparked her love of real stren grow, year after year. h is why his busiYoussef passionate about serving his approach working with is clients,” Kent, when donates a portion of every commissio “Especially in my says market, that’s what I who always other agents at Royal LePage Coast Capital to Realty. estate.

“That is really when I tell started to pay attention her based. “I believe there is areally perfect community.

He enjoys bringing local businesses together buyers and sellers.

Real estate is too big of an asset “My background helps. We know how to talk asked how he manages to inspire the25) confidence of Children’s Miracle Network.

6) 5 FRESH NEW APPROACHES 5 SOCIAL MEDIA MISTAKES Carrine’s introduction to real estate came at a ve to real estate and look stron en working numbers with clients, main point and working towards common goal ofto Be helping those inhouses to amake a hasty decision. willing to beatpatient and and investment propfrom anmy investment of which notsellers. hisview, buyers and “That allows me give them age.

“I’m a second-generation Realtor,” she TO CONTENT MARKETING REAL ESTATE AGENTS MUST AVOID wait for the rightpackages thing.” does.” and their future every plansrealtor and lifestyle need. henecessary, prepares care and participates erties,” she know says.

“Once the company wasKent’s flyingplans by for For hardEvery adviceyear, when because they I’m Looking to the future, his b “My mom began working in the industry whc e needs line up with their goals,” he in not foodpushing drives them for the local homeless shelters.

“Our goal as itself Iand everything going well, I decided to are to make a move. think my clients wasare fairlyreally straightforward: to continue grow only nine.

When I finished college, I initiall Cheri and her team service the Greater Victoria area in emphasis on forming relarealtors is to helpwith people findbecome homes.

My way of ON serving 15)authentic A STEP-BY-STEP GUIDE TIPS BREAKINGbusiness, INTO building a team feel comfortable me and know that29) I always have already-thriving to an agent.” their Canada. They average around 83 transactions per year. in a adifferent career. Then, when my husban e transactions.

“ITO focus on building mytheir community is toatgive back to those who LUXURY do not have best interests heart.” that growth, and of course, his overarching ob CONVERTING INTERNET THE MARKET As their main client bases are seniors and investors, decided to start a family, my mother encourag onships withthey myLEADS clients.

They have proper shelter and hope I can bring a bit of joy and positivity to continue offering the incomparable TO REAL SALES market in a variety of ways. LIFE “We predominately Now an agent with Royal LePage inher Montréal, she has soon dic work with her as assistant.”

Carrine hroughout the entire process.

When to their lives.”

When Youssef is not serving his community service that has long been his calling card. use our MLS, as well as FacebookThis andassessment other socialis borne out by the glowing testimonials joined forces with Carolyn Forget,soa busy veteran, that she became on heragent own, she nev their largestmedia,” assets,says it’sCheri. important and has “Then, because I do aa bit lot of withspare time, he enjoys traveling around the worked as herTogether, mother’s assistant and simply be to create powerhouse team. they have a personal level.

Being honest relaxing atin his cottage, and spendinga time with family older populations, I stilland do someworld, paper advertising For more information about Kent Armstrong, ing on her own. closed more than $20 million in transactions this year. our Phone local newspaper.” ng way and that’s what I strive for. If and friends.

310-734-1440 | Fax 310-734-1440 please call 250-862-7291 or email Kent@kentarmstrong.ca e will pick up on it,” he says.

Caroline’s marketing prowess is an asset to her clients, That was in 2003, and since then Carrine has ris Cheri and her partner, Rick, who is alsoforward a member mag@topagentmagazine.com | www.topagentmagazine.com Going Youssef’s professional dream is to grow and she leverages her skills to create top-of-the-line of Cheri’s real estate team, are heavily involved in top of her profession, with Copyright a business that is c Top Agent M eting strategytheir isNo crucial to becoming his companies.

He has recently launched a platform that portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top returning marketing campaigns which generate peak interest in local community. One organization especially almost entirely of referrals and clients, allows anyone to invest in GA, realher estate.

It is precautions a one-stop shop . For Youssef, on Agent Magazine is published

by Feature Publications Inc. Although are taken to ensure the accuracy nearfocusing to them is multiple the Family Caregivers of British listings.

“What drive us i to go beyond our customicant achievement in the highly competitive wor To learn more about to Cheri Crause, realMagazine estate, from first homebuyers residential g social media sites such as Facebook Columbia Network, which seeks to support and proof published materials, Topfor Agent cannot be time held for opinions expressed or packages facts supplied er’sresponsible expectation.

We have different thatby allow estate.

“I’m very honest with my clients,” says call 250-592-4422, email ccrause@shaw.ca, ed incrediblyvide well in giving list-caregivers commercials investors. it’s developing or for unpaid such address, as familysend itsresources authors.

Tohis subscribe orand change inquiry “Whether to mag@topagentmagazine.com. when asked how she manages to inspire us to meet different needs.

From home staging to such im greatervictoriapropertygroup.com or visit members. Rick served as the chairman for Family ility. He’s meticulous about making purchasing property with a group of investors, property Published in the U.S. levels of trust and loyalty amongst those brochures, social residential media to mail promotional sheets we she wo management services, or investing in multi-unit prepared to the highest level before “I’m verytotransparent, andproperties I will tell them ev adapt our services the type of properties—Slate Asset Management Group andTopaccording Katalyst market. “Before the listing goes Copyright Agent Magazine even if it’s something they really don’t want to 2 Top Agent Magazine level of quality. The photography, Realty Development Inc. areand designed make clients.toThe keybuying, to success is to use mix media.” think it’s in their best interests.” selling, and investing in properties achievable and seamhas to meet our high standard,” he

YOUSSEF AWADA

CAROLINE DOYLE

www.

mailto:mag@topagentmagazine.com

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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VERISLAV PERIC PERSONAL REAL ESTATE CORPORATION

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As one half of Team Peric - alongside his wife Catherine – Top Agent Verislav Peric of Stonehaus Realty in Coquitlam, British Columbia has built a thriving business on a foundation of honesty, integrity and a sincere passion for what he does for a living.

Top Agent Verislav Peric – of Stonehaus Realty in Coquitlam, British Columbia – is a hardworking, dedicated Realtor who has truly committed himself to helping his many buyers and sellers achieve their real estate goals. As one half of Team Peric - alongside his wife Catherine – Verislav has built a thriving business on a foundation of honesty, integrity and a sincere passion for what he does for a living.

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Verislav is a professional of the highest order, and the endless stream of glowing reviews he receives are a testament to this. “If you are lucky enough to have Verislav as your Realtor you will not be disappointed. He was able to help us get our dream house and even a few extras thrown in! A true professional through and through- count yourself fortunate if he takes you on as a client,” reads just one of many.

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Verislav moved to Canada in 1991, and within a year had taught himself to speak English.

Absolutely undaunted by his recent arrival and new second language, he began his own company in the construction industry that he ran with great success. Following that venture, Top Agent Magazine

he decided to follow his heart and became a real estate agent in 2013, partnering up with Catherine, who had already found success in the real estate industry after nearly two decades as a Canadian Accredited Insurance Broker. Together, Team Peric was born, and 11 Copyright Top Agent Magazine

Verislav, after only four years in the business, earned his place in the Medallion Club, which places him among the Top 10% of all Realtors in the Greater Vancouver Real Estate Board. the two have found success due to their deep industry knowledge, indefatigable work ethic and their friendly, personable natures that put clients at ease during even the most convoluted of transactions. Verislav, after only four Copyright Top Agent Magazine 12

years in the business, earned his place in the Medallion Club, which places him among the Top 10% of all Realtors in the Greater Vancouver Real Estate Board, a significant achievement by any measure.

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Currently, almost the entirety of Verislav’s business is based upon repeat clients and referrals, an accurate barometer of the exceptional and detailed customer service he provides.

“I have one client with whom I’ve done nine deals,” he says. “I think it’s because they trust me, and they know I’m going to give them one hundred and ten percent of my energy and focus,” he explains, when asked how he has managed to inspire such impressive levels of loyalty amongst those he works with. “I work Top Agent Magazine

hard to make them happy, and to make sure they get the best deal possible.”

There are many other factors that come into play when assessing Verislav’s astounding success story, and chief among them are his fierce negotiation skills and thorough, intelligent marketing strategies. When promoting his listings, no avenue is left untraveled, no stone unturned, and no expense spared. Among the tools in his arsenal are a deft understanding of Copyright Top Agent Magazine 13

social media, which he uses to great advantage, as well as other highly successful methods. “I try to promote my listings everywhere possible,” says Verislav. This commitment translates to fast sales for top dollar, not to mention extremely happy clients.

When he’s not working, which is, he admits, extremely rare, he enjoys nothing more than spending time with Catherine and their two children. “I take my job extremely seriously,” he says, “but family always comes first.”

When asked about his plans for the future of his business, Verislav’s answer is fairly straightforward. “I just want to keep on doing what I’m doing.” And, of course, his constant overarching objective will remain the same: to provide his clients with the amazing customer service that has become his calling card.

For more information about Verislav Peric, please call 604-779-7145 or email VP@TeamPeric.com

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Top Agent Magazine

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 16

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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YANNICK DAKO Top Agent Magazine

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YANNICK DAKO

At first, Yannick Dako had never imagined himself going into real estate. Born in Africa’s Côte D’Ivoire, he moved to Canada in 1999. He successfully overcame many obstacles in order to integrate to his new life, and his love for the Canadian culture quickly grew. After graduating from college with a degree in marketing, he went searching for opportunities at the small businesses around New Brunswick. Along the way, he met with a prominent broker who eventually offered him a position—not as a marketing consultant, but rather as a Realtor.

Initially, Yannick, a young Black man starting out in a predominately white industry, struggled to find his place in the real estate market; however, he soon came to see a unique opportunity in his refreshing perspective. “Over time, I realized that all the traits that I had assumed were holding me back were, in fact, an advantage,” he says. “That really opened my eyes to the full potential of my business.

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From there, I gained the confidence to take my work to a whole new level.”

Today, Yannick is a Realtor for RE/MAX Quality, in New Brunswick, where he collaborates with an elite team to assist clients throughout Moncton and the surrounding areas. Having cultivated a multiple award-winning career through helping everyone from first time homebuyers to investors, he has fully established himself within his region. “I’m always on the move,” he says. “That was the greatest thing about being new to the game: I put in the time to stay updated on the latest technology, trends and changes in the industry. That way, I can keep bringing cutting edge service to my clients.”

When listing a home, Yannick leverages his background in marketing and long standing connections in the community to bring his clients a targeted approach. After supplying his sellers with a full suite of professional Copyright Top Agent Magazine

photography and videography, he shares their home over a blend of digital and social campaigns. As he is jumping more into commercial listings, he also conducts market research to network his clients with companies looking to move into town.

But Yannick is equally devoted when assisting his buyers. Experienced in collaborating with a diverse range of international clients, he brings the expertise and communication skills required to navigate even the toughest transaction. Moreover, Yannick advocates for his clients well after closing. “Many of my clients come from outside of New Brunswick,” he says. “But once they’ve settled, they know they can trust me to be their #1 Realtor for years to come, whether they are looking to buy, sell or invest. It’s crucial for me to keep a good relationship with all of them.”

Outside his career, Yannick is tremendously active in his community. On top of hosting various fundraising events around town to support area charities, he also donates 5% of his personal commission to a variety of programs to support those in need. When he’s not with clients or giving back, Yannick enjoys singing, practicing music, travelling, playing soccer or spending quality time at home with his beloved family.

Going forward, Yannick has strong plans for his rapidly growing business. In the years ahead, he intends on building out a team to better serve his region. But for the time being, he is most focused on the clients and possibilities that await in the city he loves.

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To learn more about Yannick Dako email yannick.dako@remaxnb.ca visit yannickdako.ca or call (506) 378-1001 www.

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Laughs!

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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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KENT ARMSTRONG Top Agent Kent Armstrong – award-winning Realtor at RE/MAX Kelowna in Kelowna, British Columbia – has nearly a decade of experience under his belt assisting buyers and sellers in their quest to achieve their real estate goals. Personable, empathetic, and deeply knowledgeable about his chosen industry, Kent has built his thriving business on a bedrock solid foundation of honesty and integrity, and he has more than earned his stellar reputation as a trusted, dedicated real estate advocate for his many grateful clients.

Kent, who was licensed as a real estate agent in 2011, possesses an entrepreneurial spirit that harkens all the way back to his high school days. “I’ve been self-employed since I was a teenager,” explains Kent.

“I operated a business in the manufacturing industry.

Once I reached my twenties, I decided I wanted a new challenge, and real estate seemed like it would be an excellent fit for my skillset and my personality. I made the switch and I haven’t looked back since.”

Currently, the lion’s share of Kent’s business is based upon repeat clients and referrals, and he works hard to earn the loyalty of everyone he works with. “I think it’s because I try to maintain a line between being a salesperson and having a relaxed, no pressure approach to working with clients,” says Kent, when asked how he manages to inspire the confidence of his buyers and sellers. “That allows me to give them hard advice when necessary, because they know I’m not pushing them to make a move. I think my clients feel comfortable with me and know that I always have their best interests at heart.”

This assessment is borne out by the glowing testimonials

he has received for his services. Among them is this one, which perfectly encapsulates Kent’s go-above-and-beyond business ethos: “It was a pleasure working with Kent to purchase my new home in Kelowna. I was living in Alberta throughout the property search and purchase process, which can be stressful in an active market. Kent went out of the way to ensure he was available to view properties on my behalf, and he made himself available at my convenience. He is highly knowledgeable about the Kelowna real estate market, and he has smart negotiation skills. I would absolutely hire Kent again and would not hesitate to recommend his services to fellow buyers.”

Another factor that comes into play when assessing Kent’s continuing and ever-growing success story would be his intelligent, leave-no-stone-unturned approach to marketing his listings. Direct mail, targeted digital advertising, and deft utilization of social media platforms ensure that his properties are seen by as many potential buyers as possible. Fast sales for top dollar are the usual results.

When he’s not working, Kent enjoys availing himself of the outdoor activities that scenic lakeside Kelowna offers, including wakesurfing, golf and winters in the hockey arena. He is also an ardent philanthropist who donates a portion of every commission to the Children’s Miracle Network.

Looking to the future, Kent’s plans for his business are fairly straightforward: to continue growing his already-thriving business, building a team to support that growth, and of course, his overarching objective: to continue offering the incomparable customer service that has long been his calling card.

For more information about Kent Armstrong, please call 250-862-7291 or email Kent@kentarmstrong.ca Top Agent Magazine

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YOUSSEF AWADA Born and raised in the Nation’s Capital, Youssef Awada has always been drawn by the various types of architecture and design of homes. His natural passion for entrepreneurship inspired him to get into the real estate business. After studying marketing and financing, Youssef decided to change his path and obtained his real estate license at the young age of 21.

Today, he is the Owner of the Awada Salazar Real Estate Group, President/CEO of Slate Asset Management Group and Katalyst Realty Development Inc., and serves clients throughout Ottawa, Toronto and Vancouver, Canada.

Youssef makes client satisfaction the main priority of his work, which is why his business is now 95% referral based. “I believe there is a perfect home for everyone. When working with clients, my main priority is to understand their future plans and lifestyle and make sure their real estate needs line up with their goals,” he says. He places a strong emphasis on forming authentic relationships versus one-time transactions. “I focus on building long-term personal relationships with my clients. They have to be able to trust me throughout the entire process. When representing clients and their largest assets, it’s important to connect with them on a personal level. Being honest and straightforward goes a long way and that’s what I strive for. If you’re not genuine, people will pick up on it,” he says.

Developing a good marketing strategy is crucial to becoming a successful REALTOR®. For Youssef, focusing on multiple online platforms including social media sites such as Facebook and Instagram, has worked incredibly well in giving his listings a high level of visibility. He’s meticulous about making sure that his listings are prepared to the highest level before they’re ready to hit the market. “Before the listing goes online, it must meet our level of quality. The photography, videography, and staging has to meet our high standard,” he says. With trust, dedication and constant communication with his clients, Youssef averages close to 40 transactions a year and has received the Chairman’s Award with EXP Realty for 3 consecutive years.

From the very beginning, Youssef has always been passionate about the fast paced world of real estate. He especially enjoys connecting with new people and working with different homes, and investment properties. Aside from his passion for helping people, his favorite part of the job is the variety it brings and the constant opportunity for education it provides. “I’ve been doing this for several years now and every year I continue to learn something new. There’s never a dull moment in this profession because the business is constantly changing and evolving,” he says.

Outside of his work as a REALTOR®, Youssef is passionate about serving his community. He enjoys bringing local businesses together and working towards a common goal of helping those in need. Every year, he prepares care packages and participates in food drives for the local homeless shelters. “Our goal as realtors is to help people find homes. My way of serving my community is to give back to those who do not have a proper shelter and hope I can bring a bit of joy and positivity to their lives.” When Youssef is not serving his community and has a bit of spare time, he enjoys traveling around the world, relaxing at his cottage, and spending time with family and friends.

Going forward Youssef’s professional dream is to grow his companies. He has recently launched a platform that allows anyone to invest in real estate. It is a one-stop shop for real estate, from first time homebuyers to residential and commercials investors. “Whether it’s developing or purchasing property with a group of investors, property management services, or investing in multi-unit residential properties—Slate Asset Management Group and Katalyst Realty Development Inc. are designed to make buying, selling, and investing in properties achievable and seamless for everyone. Anyone can invest. We want to make sure we’re able to work with that entire spectrum. The goal is to be able to help more people make their real estate dreams possible.”

To learn more about Youssef Awada, email youssef.awada@exprealty.com, or call (613) 867–1020 24

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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CHERI CRAUSE “I like the people, and I like that no two deals are identical. I think that’s great.

I’m never bored,” says Cheri Crause, describing her favorite part of working as a REALTOR®. “It’s not monotonous from doing the same thing over and over again.

There might be elements that are the same, but, because you’re dealing with people, every deal is different. I consider myself to be the coordinator. I’m the REALTOR®.

Whether I’m representing a buyer or a seller, I’m also coordinating with appraisers and inspectors and lawyers and all those pieces.

I’m the one who puts them all together.”

Cheri earned her real estate license in 2007. Previously, she worked as a financial planner. She credits this as the reason nearly 70% of her business comes from referrals. “We have a broader understanding of the process,” Cheri says, referring to her team of three other agents at Royal LePage Coast Capital Realty.

“My background really helps. We know how to talk numbers from an investment point of view, which not every realtor does.”

Caregivers of BC for eight years. They also support various other organizations that are involved in senior communities.

When she isn’t at work, Cheri is kept busy with her seven grandchildren who all live in the area.

Looking to the future, Cheri is excited to grow her business. “We deal mostly in residential, but we now have on realtor on our team who is learning more about commercial so that we can expand into that arena,” she explains. Most of all, Cheri looks forward to continuing her dedicated work doing what she loves: helping people. “I want to be able to work with people and help them fulfill their dreams of what real estate can do for them,” she says.

When asked if she has any words of wisdom to share, Cheri doesn’t hesitate. “Be patient,” she says.

“Especially in my market, that’s what I always tell buyers and sellers. Real estate is too big of an asset to make a hasty decision. Be willing to be patient and wait for the right thing.”

Cheri and her team service the Greater Victoria area in Canada. They average around 83 transactions per year.

As their main client bases are seniors and investors, they market in a variety of ways. “We predominately use our MLS, as well as Facebook and other social media,” says Cheri. “Then, because I do a lot with older populations, I still do some paper advertising in our local newspaper.”

Cheri and her partner, Rick, who is also a member of Cheri’s real estate team, are heavily involved in their local community. One organization especially near to them is the Family Caregivers of British Columbia Network, which seeks to support and provide resources for unpaid caregivers such as family members. Rick served as the chairman for Family Top Agent Magazine

To learn more about Cheri Crause, call 250-592-4422, email ccrause@shaw.ca, or visit greatervictoriapropertygroup.com www.

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CAROLINE DOYLE After working in corporate marketing for more than a decade, Caroline Doyle made a much-needed career change. “I felt empty,” she says. “I realized I was willing to give up everything to start my own business.”

An entrepreneur at heart with a Masters of Science in Administration from HEC Montréal, Caroline left her marketing career and together with a business partner launched a successful construction company in Quebec.

Caroline says that experience sparked her love of real estate. “That is really when I started to pay attention to real estate and look at houses and investment properties,” she says. “Once the company was flying by itself and everything was going really well, I decided to become an agent.”

What’s Caroline’s favorite part of her job? “Meeting people, seeing what they really need and then finding them the perfect property. By the end of the process, when they have found their own property and I see their smiles, this is when I feel all the satisfaction.” Her full-service approach and her personal investment in her clients’ happiness are why, just two years into her agenting career, Caroline is already seeing referral and repeat business.

For the future, Caroline wants to build a strong team of agents so they can work together and leverage their strengths to provide the best service possible. As for her clients, Caroline wants them to know that “We strongly believe that great projects never happen alone.

For this reason, we have at heart our customers and we are committed to accompany them in the realization of their project.”

Now an agent with Royal LePage in Montréal, she has joined forces with Carolyn Forget, a veteran, agent to create a powerhouse team. Together, they have closed more than $20 million in transactions this year.

Caroline’s marketing prowess is an asset to her clients, and she leverages her skills to create top-of-the-line marketing campaigns which generate peak interest in her listings. “What drive us i to go beyond our customer’s expectation. We have different packages that allow us to meet different needs. From home staging to brochures, social media to mail promotional sheets we adapt our services according to the type of properties and clients. The key to success is to use mix media.”

What sets Caroline apart from other agents is not only her marketing savvy and her expertise in construction and building, but her adaptability. She has a habit of making the impossible possible wherever she goes since she is so alert to what is going in the market and she is able to adapt her service. “During the pandemic people were really afraid of meeting us and meeting other people, so we adjusted. We created meetings online and answered clients questions online. We were also distributing information via letters and email.”

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To find out more about Caroline Doyle, please email cdoyle@royallepage.ca, call (514)-922-6874, or visit carolinedoyle.ca www.

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 30

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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CARRINE KOWALCHUK Top Agent Carrine Kowalchuk – of MaxWell Challenge Realty in Edmonton, Alberta – is a truly dedicated Realtor who is committed fully to helping her many buyers achieve – and frequently exceed – their real estate goals.

Carrine’s hands-on approach has translated into her sterling reputation as one of the most trusted real estate advocates working in her market today. Additionally, Carrine’s commitment to providing top of the line customer service is unwavering, and her go-above-and-beyond ethos has resulted in a thriving business that continues to grow, year after year.

Carrine’s introduction to real estate came at a very young age. “I’m a second-generation Realtor,” she explains.

“My mom began working in the industry when I was only nine. When I finished college, I initially started in a different career. Then, when my husband and I decided to start a family, my mother encouraged me to work with her as her assistant.” Carrine soon discovered that she became so busy on her own, she never really worked as her mother’s assistant and simply began selling on her own.

That was in 2003, and since then Carrine has risen to the top of her profession, with a business that is comprised almost entirely of referrals and returning clients, a significant achievement in the highly competitive world of real estate. “I’m very honest with my clients,” says Carrine, when asked how she manages to inspire such impressive levels of trust and loyalty amongst those she works with.

“I’m very transparent, and I will tell them everything, even if it’s something they really don’t want to hear, if I think it’s in their best interests.”

Another factor in Carrine’s continuing and ever-growing success story would be the personal relationships she forms with her clients. “I try and touch base with my past buyers, and I like when my clients keep in touch even after they have bought or sold,” she says. “Even down the road, if they need help with their home, I have many Top Agent Magazine

contacts who can help them with everything from broken appliances to new shingles.”

Carrine also works hard for her sellers, and is both an excellent negotiator and marketer, both of which translate into fast sales for top dollar, not to mention happy – and returning and referring – customers.

“I really love helping people achieve their dreams of owning a home,” Carrine says, when asked what she enjoys most about what she does for a living. “I love helping first-time home buyers find a house that they’ll be able to live in as a starter home or for a long period of time. I also enjoy working one on one with my clients, face to face, and support them on the biggest purchase they will make.”

When she’s not working, Carrine enjoys spending time with her family. She is also an avid scrapbooker and loves cooking. Additionally, she is philanthropic-minded and supports the Make a Wish Foundation, Stollery Hospital and other charities that provide necessities for those in need.

“I’m continually evolving in my business”, says Carrine.

“This is an ever-changing industry, so I stay up to date with all the changing technology and market trends.” As for the future, Carrine’s plan is to continue growing her business while sacrificing none of the incredible customer service that has long been her calling card.

For more about Carrine Kowalchuk, call 780-298-7062 or email carrinek@shaw.ca Copyright Top Agent Magazine 31

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