CANADA 1-25-21

CANADA EDITION

YOUR SECRET PRESENTATION WEAPON Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

FEATURED AGENTS

WADAH AL-GHOSEN CHRISTINE BRUNET BARRY & ROB MACDONALD BRADLEY MAYER-HARMAN CONNIE MUNROE DAVID ROBBIO TAMMY ROSE

Uncommon Contact:

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA COVER STORY

WILSON SU

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CANADA EDITION

CONNIE MUNROE

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DAV

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BRADLEY MAYER-HARMAN WADAH AL-GHOSENTAMMY ROSE BRUNET WILSON SU CHRISTINE DAVID ROBBIO BARRY &CONNIE ROB MUNROE MACDONALD

uter science and engiresponses I had every timeConnie I hadMunroe a concern can see through walls.

At least, community, working in customer service, managing the tight-knit saying, “When Barry MacDonald managed successful Bradley Mayer-Harman traces his start marketplace, an Christine estate when I’m with just want hosen was onBrunet a muchbegan her real or question.

The whole process took 2people, that’s what her clients might tellI you you. go “I have them rants andpeople local pubs by man 29 store franchises in 30 33 35 places in town knowfrequented you.” convenience the several clients who flip the houses, and person they like who estate agents. day shethey started conve real literally, estate afor time was literally gardless of aprice career in 2010. owner toheknow they’re only about 20 years ago.She “I had been the days, one finding the location Living in a small town, RobOne explains, Hampton andin Quispamsis areas forto 16 years working with me because I can see beyond what’s with one of them. “I started working for her see many of their clients in the community, before returning to college at 43 to obtain of a dance studio for 20 years and needed matters tothe me at that moment.” working onsigning a house.

After 2008 begins h sector,” he explains. and one for the papers and moving there, can help them transform the home to get the her social media,egy and she helped mewith get li whether throughandcoaching hisvideo kids’ sports a marketing degree.

A friend who worked return.” start my career.” d floor and a“Ireal in, amazing.

Wadah so much a change. had esa passion for real estate,” recession, heThank was you ongreatest a construction tours usin teams or someone dropping by an open estate introduced to the busin the second recalls, floor, so“and the skillsin Ireal andputting willhim definitely do itroof again, Enshaallah.”

Christine in site Hertogether ability towasn’t put clients ata stroke ease goes a Barryrepresented a metal when B That super power born from of Connie’s house to say hello. andvideography.

Rob Fredericton keep in and the nesshad in 2006, and he has been building his tingthe agents in the caflightening or some wild fluke of science, though: Central Brunswick area for year studio—my communication andinorlong way toward earning their touchtrust. with “What past clients,New always fostering a seven career the a fieldcontractor ever since. Barry spent 6“You’d said, be good in listings by placi Connie he’s trainedgiving for it. “I have a background in five full-time, and sells between thirty-five an em ganization—really encouraged me to rolled over into When Wadah isn’twasworking, neighborly relationship.

TheyAn also support yearsthat.” in a realsales.” estate manager role and is next generation of per th matters to me isDavid helping them to the the annually. interior design and home staging,Robbio so I canget offer units extraordinary eighty Bradley took this to heart, got team has created As fate would have it, the community.

He’s currently a my clients,many groups and charities throughout their a director on theback board to of directors for the multi-tiered services for helping them her business comes from repeat clients and After a decade in the business, Christine his real estate license, transaction, whether it takes a lot of talking estate industry.

With awilling sales and managerial “started online prepare the property.door I don’t justcommunity focus on its“We’re rals. That success isn’tanyone due merely topla her s toother help Saint John Real treasurer Estate Board. also Kiwanis ed his final real estate forBarry the is local Internation® has established herself as a reliable and them through it, or looking at 30 homes.

I generic qualities.

I sell the lifestyle it represents.” staging homes, but to something more basi that we can,” Rob adds. an SRES (Seniors Real Estate Specialist) ground, where he managed several multi-m knocking,” and began putting deals CRM database t day his old job closed al club, which helps improve the lives of clients trust her. “It’s not just a transaction ® WADAH AL-GHOSEN CHRISTINE BRUNET BARRY & ROB BRADLEY and is ePRO certified. compassionate agent who can help her find I have the patience to do that, and that’s y Wadah entered the together of world. roofs. and theyconnection, employ children instead all over the is about involved dollar Polo Lauren “It’sHe really telling the storycompanies that comes with such insists. as “There’s that Ralph human an all hands-on aspects of the good job. He credits MACDONALD the home orimportant land,”Rob she loves adds. it MAYER-HARMAN doesn’t mateven become friends with some of my goals. in the Key Club, which helps what’s to “And me.the When they’ve ndclients insteadaccomplish of getting their real estate students imsaging to build & anJones, and Sketchers, to t his wealth of experience in home anddecided renoRob MacDonald had a passion for real estate in high schoolthe client ter whether has expansive or limited Whenconstruction peopleDavid work with me, I don’t pressure made and I’ve helped them, I’menjoyment hopeful r, he hopped off on the second. butprove perspective life that and deal with different budget.

Every property has a unique potential.”

It’s one hundred percent about them.” vation and his sincere of meeting new people felt he their was too young findin success as andecision agent.

After Now an to award-winning Real Estate Team Leader and long-standing relation luck in real estate. Clearly, no luck was ne CONTENTS tarted a new career,” He Lake, aspects of success.

Wadah is afeel member commuChristine serviceshe thesays.

Elliot North shore and they I made itthe as easy and stress-free as21 possible.” with the trust he builds with every client. “I like building working in the building trades for many years and of gaining with The Mayer-Harman Team Century Connie got startedrelationships…I inat the business when someone She year checks in with past clients several After only his first the business h do have a passion for the in whole industry, experience in home construction, Rob joined his father, ince, hitting the ground running nity Chamber of Commerce as well.

Sault Ste Marie markets. Originally from SSM, spotted her potential.

She spent twenty-five years throughout the commitment year, using social media Millennium Bradley’s to ® Inc. Brokerage, Bradley has built a not just the real estate end butof the The construction of it and as a partner REALTOR in 2009. In 2014, Rob wasUNCOMMON 4) TOP AGENT TIPS AND 22) CONTACT: awarded Rookie Year,partexecuting mor h Wadah helps many clients to- Barry, Christine is well versed in both markets.

“We live inasa one In her free time, Christine keeps busy teaching dance, everything, so it drives my motivation,” Rob says. recognized by his brand of their top 10 producing successful business based on solid strategic planthe management of The Mr Looking ahead, Wadah is excited to continue growing s main goal is community, providing superior Copyright Top Agent Ma QUESTIONS FOR CHOOSING YOUR CONNECTING WITH CLIENTELE 25 oftransactions.

He has been consistently retirement and I have a very strong base,” she isTogether stillthe Studio Director Studio Dance Arts. millennials under 30 in Northand America. with his team.

He’s currently the leader of Vertex Team ning, client-centric service, and teamwork focused says, “Since the day I star ll involved. LISTING AGENT THROUGH SOCIAL amongst the top 1% of Realtors Asof a nized marketing graduate, Barry relishes the unique challenge produci Rob’sforces Brittany handlesShe admin, socialon media she says. Christine recently joined with awho is“Ialso theand Directors for MEDIA the Elliot andwife is focused oncolexpanding. would like toBoard increase on building lasting relationships. reports organized thatHe marketing every his property in presents.

Barry adds,real like estate.” photography, they’ve been running a successful business league, Val Wadah’s Ralph, and Christine’stheson AustinofBrunet + SECRET transactions a year jumped Lake Junior A Wildcats, aan local hockey team.

“I’mand growing.“I“I Ottawa region, business number team members and hopefully open 26) YOUR PRESENTATION the opportunity to come up with creative ways to market a ever since, serving the southern New Brunswick area. teamDO closed 63 deals last year, and despite chal- president ever of the Bram 13) THINGS YOU CAN TO is earning his license and plans to join the team soon. very fortunate to have a career I love, along with my ation of referrals and marketing. affiliate branch some day.” blew itgetout ofquick!” the water,” says David. property and it sold lenges in the current environment, he anticipates (BREB), a regional asso WEAPON YOUR that have andclose soldabout up to80 She andbought her ANTICIPATE team transactions perand year. passion dance, yoga, and hockey,” Christine says.

These days,CLIENT’S Barry RobNEEDS see roughlyfor 40-50 percent closing a path similar this year.

Notably, hisfind presidential role there where leads, Wadah loving every In his free time, Rob of can always a way to stay busy, theirmatter business comethis from repeat andnumber referral is clients. e over the years. We have a very of No 31) EASY BLOG TOPICS FOR YOUR Servicing the Greater Toronto Area, David whether working on a home-project, exploring the outdoors The care they invest in the presentation of their listings 18) A STEP-BY-STEP GUIDE TO minute of his career even after nearly two decades.

“I those 63 deals, between 35 and 40 involved repeat Real Estate Association (O he market the real estate in- her listings, Christine When itand comes to marketing In the future, Christine looks forward to building her REAL ESTATE BLOG on his ATV or spending time with his two young boys. makes them to stand out among the competition.

With within the Keller Williams brokerage whe like the interaction with and the success stories. customers orpeople referrals.

78,000+ realtors. As a Dire me uses veryawell.”

As times CONVERTING INTERNET LEADS combination of change, old-school and newer methods. team.

“I want property to work on developing strong team Barry lives acrossathe street from his son and always looks professional-quality andsmile detailed Seeing the final photographs result and the on my clients’ faces runs and operates the Robbio Realty Group. gies, as he is always looking for at OREA, 34) 5 THINGS YOU CAN DO TO Bradley TO SALES forward to spending time with his grandkids and taking says, “I descriptions, the do MacDonald’s market their listing content “Because we areREAL a seniorLIFE market, we still some format so we can all work in areas of our strengths makes everything worth it, I feel so much pride in mprove. One way he’s done that widely his success to the trust he builds bel of good weather enjoy the outdoors. across social media platforms, utilizing targeted Bradley credits team’s success toshecredits “the systematment for realtor-friendly YOUR GOALS print advertising in the local paper,” she explains. andthe service theACHIEVE market,”advantage says.

“I BIGGEST want to tomake being ain part of that.” enting more photography to help marketing communities from where, trends show people anddoing his clients andclimate it has produced ic waysuch we approach business.”

He himself says, “I’m of business remains a “But mostly we focus “We on the and websites sure“We’re everybody they need For the future, Robinand Barrytheir plan on constructing a new are migrating to New Brunswick. seeinggets a bigthe time ns during the pandemic. goMLS the philosophy that if you want to make a business throughout the province.” results. looking to earn tru office in part of“I’m Rob’s workpeople’s from of people moving here,” Barry says. BarryThere’s is also a a home as Point2Homes get exposure for our listings.” transactions. lot ing of handholding in garage this to separate media now, and weto bring pho- influx Phone 310-734-1440 |big Fax 310-734-1440 home and to create an inviting space for daily activities licensed drone pilot and handles all drone photography for enough, you have to create an experience that’s their business.

The opportunity to earn their market, because we’re dealing with a clientele who and a drone in to take photos of like training and staying on the cutting-edge the realBradley their listings.consistent.”

This past year alone, Barry than and Rob closed into Rather aindustry. cult of perOutside of ofwork, mag@topagentmagazine.com | www.topagentmagazine.com easy to work with Christine. need that extrabuying time, andestate weness feel that acome strong team will only after I’ve earned st, It’s even if to it’ssee a why smallclients homewant or 106 Barry and Rob are looking to expand their their transactions. sonality model, Bradley’s philosophy reflects that with his wife and two ch rofessional shots and offer virtual She prides herself onofoffering stressis the rightwithout approach for us.” boundaries into other areas of Southern New Brunswick says David.

David’s main goal is confidence, No portion this issuepersonalized, may be reproduced in anyapproach manner whatsoever prior consent of the publisher.

Top Agent need physically itis ifpublished they and constantly looking unique and creative ways son to Thebythe MacDonald’s areneed multi-generational of the of are “people areGA,loyal toresidents a quality service.

So, iftheIforaccuracy twelve-year-old and“P freetoservice and visit giving her clients time they Magazine Feature Publications Inc. Although precautions taken to ensure of published rity and building meaningful relationships. market their listings. small town of Hampton, New Brunswick.

Barry sums up can make the real estate experience easier, more daughter to dance class to make an materials, importantTopdecision like buying a be home.

Christine’s emphasisexpressed on serving thetoclient Agent Magazine cannot held responsible for opinions or facts supplied by forms its authors. want knowfirst you’re going to be honest, hard To subscribe or change address, sendbiggest inquiry to mag@topagentmagazine.com.

Publishedof in the U.S. itIn understandable, and less stressful because con“I love giving people the time to make their the basis of how she does business.

She sums upaddition to growing h , clients leave glowing reviews For more about Barry & Rob Macdonald, call 506-608-1906 (Rob) or 506-647-8902 (Barry), sistent outcomes and“Ifconsistent formulas, it will Bradley and his wife are w investment and said, walking them through the process,” this way: you put the client before the commission, ther.

One recently “First of email rob@yournextmove.ca or barry@yournextmove.ca, or visit yournextmove.ca/about-us/ Top Agent Magazine 3 a soci she says.

“One of my strengths is communication, and you’ll always be paid.” make people more at ease and it will make people Compass Canada, , you made my first home buying To learn more about Wadah Al-Ghosen, h and interesting knowing that moreplease likelycall to 613-878-3041, refer you because they know that “maps out cities across S Copyright Top Agent Magazine

Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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Top Agent Magazine

WILSON SU Top Agent Magazine

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Specializing in the Downtown Vancouver and East Vancouver areas, Top Agent Wilson Su boasts referral and repeat business of over 90 percent.

Wilson Su has always had a passion for business. He got started with real estate right out of post-secondary after seeing the strong Vancouver markets and realizing his own strengths and talents. He was so invested in his job that he wanted to keep learning and growing, which he did, and Wilson has now been a full-time real estate agent for 14 years. He has a 8Copyright Top Agent Magazine

business partner and one assistant and specializes in the Downtown Vancouver and East Vancouver areas. Today, he loves his job, especially getting to know his clients and helping them however he can.

With a referral and repeat business of over 90 percent, Wilson has clearly found Top Agent Magazine

a way to keep his clients coming back.

“One of the main things is being really honest and being blunt,” Wilson says, when asked about what about him is so attractive to clients looking to buy or sell.

He advises clients to find an agent who Top Agent Magazine

will not always agree with you and is willing to confront you when you are wrong.

He says, “I always try to get deep with my clients” by learning more about their values and goals, and he uses this information to give them an honest opinion.

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“I always try to get deep with my clients” by learning more about their values and goals, and use that information to give them an honest opinion.

As a busy agent, it can be difficult to maintain steady contact with clients, but Wilson does his best to keep them feeling supported at all times. He creates chat groups with clients and his assistants so that in case he can not answer a question or deal with an issue right away, they will still have immediate service from someone who is always there to help. Wilson also tries to stay in touch with his past clients.

After attending a seminar on the importance of referrals, Wilson learned the importance on calling clients and recording conversations, hosting former client events, and sending cards and gifts to celebrate holidays and milestones in order to remind clients that they are important to him. “I wouldn’t be able to do what I do without them,” Wilson says.

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Wilson and his team also try to stay involved in the Vancouver community in order to learn more and gain more connections. They host a pumpkin drive and give away the pumpkins each Fall, and they also like to support the local food Top Agent Magazine

bank. Additionally, Wilson tries to support small local businesses whenever possible. In his free time, Wilson likes to travel as much as possible, and when he is in town, he is typically riding around on his motorcycle.

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After having worked alone for eight years before forming his team, Wilson looks forward to growing his business. He says that it is often difficult to find good help, but if you find someone with a similar work ethic and values, then it is a great idea to

team up. Wilson’s advice to all agents is, “It’s a great industry to get into, but get a mentor.” Wilson knows the importance of being passionate about your job, but he also believes in the necessity of a strong work ethic and true expertise in your field.

For more information about Wilson Su, please call 604.338.4488 or email info@wilsonsu.ca

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Top Agent Magazine

Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 14

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

Top Agent Magazine

TAMMY ROSE

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TAMMY ROSE

Top Agent Tammy Rose specializes in farms and acreages in Langley, British Columbia.

“I’m very genuine. My brand is very much my day-to-day life,” says Tammy Rose, explaining what sets her apart from other agents. “I don’t have anything to make up or hide. I am who I am. That translates really well when dealing with clients and their families. They know that I really do care about them. They’re not just another number to me. I treat them all like number one because they all are number one.”

knew I could help out a lot of people,” she says.

“So, I thought, why not give it a go?”

Tammy’s clients are glad that she did. Tammy specializes in farms and acreages in Langley, British Columbia, and right now she averages between 10-15 transactions per year. This

You might say that real estate runs in Tammy’s family. “They’ve always been involved in purchasing properties for their own individual use, renovating, and then selling a few years down the road, and I was always interested in that aspect,” Tammy says. When the time came to change things up in her career, Tammy decided to take the leap into real estate. “I 16

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allows her to spend time with her own family while treating each and every client as if they were family. One satisfied customer on Facebook writes, “Working with Tammy on the sale of my property was one of the most positive experiences that I have ever had working with a REALTOR®. She was always there to answer any of my questions, and what she didn’t know she would promptly find out and get back to me right away. You cannot go wrong with Tammy!”

When Tammy isn’t hard at work educating her clients on the process of buying or selling their property, she enjoys giving back to her community. “I’ve been riding and training horses since I was young,” she says, “so I’m very involved with the equestrian community. I sponsor local grassroots horseshows as well as a couple of pony clubs. Basically, if it encourages youth in horse-related activities, I’d love to be a part of it!”

In addition to her community involvement, Tammy enjoys riding and training horses on her own personal acreage, getting outside with her three-year-old son, hiking, and running. She says, “We love getting out and exploring BC.” Looking to the future, Tammy is excited to expand her business. “Of course, I want to grow my business,” she says, “but my top priority is to make sure that all my clients still receive the same level of service.” After all, dealing with her clients is Tammy’s favorite part of working as a real estate agent. “They start as clients and turn into friends,” she says, laughing.

“To be completely honest, it’s a fun way to do business!”

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To learn more about Tammy Rose, call 604-626-8866, visit TammyRose.ca, email tammy@tammyrose.ca, or or find her on Instagram at @tammy.rose.realtor www.

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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

Top Agent Magazine

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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 Top Agent Magazine

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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CONNIE MUNROE

Connie Munroe can see through walls. At least, that’s what her clients might tell you. “I have several clients who flip houses, and they like working with me because I can see beyond what’s there, can help them transform the home to get the greatest return.”

working in customer service, managing restaurants and local pubs frequented by many real estate agents. One day she started a conversation with one of them. “I started working for her, doing her social media, and she helped me get licensed and start my career.”

That super power wasn’t born from a stroke of lightening or some wild fluke of science, though: Connie trained for it. “I have a background in interior design and home staging, so I can offer multi-tiered services for my clients, helping them prepare the property. I don’t just focus on its generic qualities. I sell the lifestyle it represents.”

“It’s really about telling the story that comes with the home or land,” she adds. “And it doesn’t matter whether the client has an expansive or limited budget. Every property has a unique potential.”

Connie’s represented Fredericton and the South Central New Brunswick area for seven years now, five full-time, and sells between thirty-five and fifty units annually. An extraordinary eighty percent of her business comes from repeat clients and referrals. That success isn’t due merely to her skill in staging homes, but to something more basic. Her clients trust her. “It’s not just a transaction,” she insists. “There’s that human connection, and I’ve even become good friends with some of my clients.

When people work with me, I don’t pressure them.

It’s one hundred percent about them.”

Connie got started in the business when someone spotted her potential. She spent twenty-five years

She checks in with past clients several times throughout the year, using social media as a

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matter of course. But she prefers something more personal. “I’m old fashioned. I love handwritten notes. We probably send out twenty notes a week.”

Connie believes realtors have a special obligation to their home community. “We’re in the public eye, and there’s a level of trust that comes with that.

For instance, I’m a breast cancer survivor. So, I spend time privately supporting people who have been diagnosed with the disease. I also donate to the oncology department at the local hospital so the money can directly reach those who need it most. I volunteer for the CIBC Run for the Cure, and have twice been the guest survivor speaker.”

Connie has recently come full circle, having hired an assistant of her own, whom she will help get her license to become a buyer’s agent. The hope is to double the volume of the business in the coming year.

When not working, Connie loves to cook. “I’m very passionate about food. It’s a great way for me to show my appreciation to family and friends.

That and gardening are how I relieve stress.

Recently, though, she’s added squirrel taming to her repertoire, having made pets of a pair that hangs around her home. She laughs, “If you can tame a squirrel….”

Just another of her super powers.

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For more about Connie Munroe, call her direct at 506-471-3281, her office at 506-459-3733, or email connie@conniemunroe.com.

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, Top Agent Magazine

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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DAVID ROBBIO

David Robbio is the next generation of the real estate industry. With a sales and managerial background, where he managed several multi-million dollar companies such as Polo Ralph Lauren, Jack & Jones, and Sketchers, David decided to try his luck in real estate. Clearly, no luck was needed.

After only his first year in the business he was awarded Rookie of The Year, executing more than 25 transactions. He has been consistently recognized amongst the top 1% of Realtors producing 45 + transactions a year and growing. “I jumped in and blew it out of the water,” says David.

Servicing the Greater Toronto Area, David works within the Keller Williams brokerage where he runs and operates the Robbio Realty Group. David credits his success to the trust he builds between himself and his clients and it has produced amazing results. “I’m looking to earn people’s trust, not their business. The opportunity to earn their business will come only after I’ve earned their trust,” says David. David’s main goal is confidence, integrity and building meaningful relationships. “People want to know you’re going to be honest, hardwork24

ing and do what you say you’re going to do. They want to put all their confidence in you and the only way they can do that is if you have full confidence in yourself. That only comes with knowledge and experience,” expresses David in regard to his clients. As he connects with people on such a high level and takes each and every transaction seriously, David has built a reputation with his clients as being the “real deal.”

When it comes to marketing listings, David’s team focuses on social media, virtual resources and cutting edge marketing strategies. The Robbio Realty Group goes the extra mile by providing high end staging, photography and videography, virtual tours, 3-D matterport tours, custom branded website for each individual listing, search engine optimization (SEO) for maximum quality exposure, quick response (QR) codes and much more. “There is a new way to do business and we are intentional about staying one step ahead and leading the way,” expresses David.

While David and his team are constantly taking on new business, they take pride in the fact that more Copyright Top Agent Magazine

than 80% of their business is repeat and referral. David states that “knowing that our clients continually hire us for their real estate needs and become advocates for our business is a huge testament that we are doing something right.”

When he isn’t hard at work taking the Canadian real estate market by storm, David is heavily involved with his community, local church and other worthy causes. Last year, he personally donated a substantial amount to help fund a mission trip to Paraguay where nearly 3,000 people received essential medical and dental treatment. David also launched a new initiative coordinating weekly donation pick-ups for the Salvation Army and their local food bank. “We do what we can to give back,” says David.

David is a family man who enjoys spending quality time with his wife, Ruth-Anne, and two sons, Christian and Hayes. In between David’s incredibly busy schedule, he is very intentional about making family time a priority always putting his family before himself. “Everything I do is for my family,” says David fondly.

Looking to the future, David plans to continue his meteoric rise in the real estate sector and become THE real estate team of choice. He’s also a big supporter of Keller Williams’ Quantum Leap, a program which assists young adults in setting goals, making plans for the future, and establishing their foundation for success.

As a true advocate of the program, David has taken the course several times, and loves sponsoring others to attend. He plans to become a certified instructor to impact the next generation at a higher level and inspire others to strive for greatness. David’s truest goal is to become the best at whatever he sets his sights on, and to take as many people with him as he can. “I do sincerely believe I am the next generation of this industry,” he says, “and I’m looking forward to proving it in the years to come.”

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To learn more about David Robbio, please call 905-766-9536, visit RobbioRealty.com or email ClientCare@RobbioRealty.com www.

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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WADAH AL-GHOSEN With degrees in computer science and engineering, Wadah Al-Ghosen was on a much different career path about 20 years ago. “I used to be in the tech sector,” he explains.

“We were on the third floor and a real estate brokerage was on the second floor, so we were always meeting agents in the cafeteria and one of them encouraged me to get into real estate.” As fate would have it, the same day he passed his final real estate course was the same day his old job closed up shop. So one day Wadah entered the building’s elevator, and instead of getting off on the third floor, he hopped off on the second.

“That was the day I started a new career,” he says. He hasn’t looked back since, hitting the ground running immediately. Though Wadah helps many clients today, he makes sure his main goal is providing superior customer service to all involved.

Serving the greater Ottawa region, Wadah’s business is built off a combination of referrals and marketing.

“I have some clients that have bought and sold up to ten properties with me over the years. We have a very good reputation in the market and the real estate industry knows our name very well.” As times change, so do Wadah’s strategies, as he is always looking for ways to evolve and improve. One way he’s done that recently is by implementing more photography to help buyers make decisions during the pandemic. “We go to the max on social media now, and we bring photographers, a stager and a drone in to take photos of every property we list, even if it’s a small home or apartment. We take professional shots and offer virtual tours, so buyers don’t need to physically visit it if they don’t want to.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “First of all, thank you Wadah, you made my first home buying experience so smooth and interesting knowing that most of it was done remotely, but I felt like I was in Ottawa on every step. Your honesty, dedication & knowledge are remarkable, not to forget the prompt Top Agent Magazine

responses I had every time I had a concern or question. The whole process took 2 days, literally, one for finding the location and one for signing the papers and moving in, amazing. Thank you Wadah so much and will definitely do it again, Enshaallah.”

When Wadah isn’t working, he’s giving back to the community. He’s currently a treasurer for the local Kiwanis International club, which helps improve the lives of children all over the world. He is involved in the Key Club, which helps students improve their perspective in life and deal with different aspects of success. Wadah is a member of the community Chamber of Commerce as well.

Looking ahead, Wadah is excited to continue growing his team. He’s currently the leader of the Vertex Team and is focused on expanding. “I would like to increase the number of team members and hopefully open an affiliate branch some day.”

No matter where this path leads, Wadah is loving every minute of his career even after nearly two decades. “I like the interaction with people and the success stories.

Seeing the final result and the smile on my clients’ faces makes everything worth it, I feel so much pride in being a part of that.”

To learn more about Wadah Al-Ghosen, please call 613-878-3041, email wadahalghosen@royallepage.ca or visit thevertexteam.com, Facebook, Instagram, Twitter Copyright Top Agent Magazine 29

CHRISTINE BRUNET Christine Brunet began her real estate career in 2010. She had been the owner of a dance studio for 20 years and needed a change. “I had a passion for real estate,” Christine recalls, “and the skills I had in the studio—my communication and organization—really rolled over into that.”

After a decade in the business, Christine has established herself as a reliable and compassionate agent who can help her clients accomplish their real estate goals.

Christine services the Elliot Lake, North shore and Sault Ste Marie markets. Originally from SSM, Christine is well versed in both markets. “We live in a retirement community, and I have a very strong base,” she says. Christine recently joined forces with a colleague, Val Ralph, and Christine’s son Austin Brunet is earning his license and plans to join the team soon.

She and her team close about 80 transactions per year.

When it comes to marketing her listings, Christine uses a combination of old-school and newer methods.

“Because we are a senior market, we still do some print advertising in the local paper,” she explains.

“But mostly we focus on the MLS and websites such as Point2Homes to get exposure for our listings.”

It’s easy to see why clients want to work with Christine.

She prides herself on offering personalized, stressfree service and giving her clients the time they need to make an important decision like buying a home.

“I love giving people the time to make their biggest investment and walking them through the process,” she says. “One of my strengths is communication, and

when I’m with people, I just want them to know they’re the only person who matters to me at that moment.”

Her ability to put clients at ease goes a long way toward earning their trust. “What matters to me is helping them get to the transaction, whether it takes a lot of talking them through it, or looking at 30 homes. I find I have the patience to do that, and that’s what’s important to me. When they’ve made that decision and I’ve helped them, I’m hopeful they feel I made it as easy and stress-free as possible.”

In her free time, Christine keeps busy teaching dance, and she is still Studio Director of Studio Dance Arts.

She is also on the Board of Directors for the Elliot Lake Junior A Wildcats, a local hockey team. “I’m very fortunate to have a career I love, along with my passion for dance, yoga, and hockey,” Christine says.

In the future, Christine looks forward to building her team. “I want to work on developing a strong team format so we can all work in areas of our strengths and service the market,” she says. “I want to make sure everybody gets the time they need in doing their transactions. There’s a lot of handholding in this market, because we’re dealing with a clientele who need that extra time, and we feel that a strong team approach is the right approach for us.”

Christine’s emphasis on serving the client first forms the basis of how she does business. She sums it up this way: “If you put the client before the commission, you’ll always be paid.”

To find out more about Christine Brunet, call 705-849-6522, email christine@oakrealty.ca or visit powerteamrealty.ca.

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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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BARRY & ROB MACDONALD Barry MacDonald managed successful convenience store franchises in the Hampton and Quispamsis areas for 16 years before returning to college at 43 to obtain a marketing degree. A friend who worked in real estate introduced him to the business in 2006, and he has been building his career in the field ever since. Barry spent 6 years in a real estate manager role and was a director on the board of directors for the Saint John Real Estate Board. Barry is also an SRES® (Seniors Real Estate Specialist) and is ePRO® certified.

Rob MacDonald had a passion for real estate in high school but felt he was too young to find success as an agent. After working in the building trades for many years and gaining experience in home construction, Rob joined his father, Barry, as a partner REALTOR® in 2009. In 2014, Rob was recognized by his brand as one of their top 10 producing millennials under 30 in North America. Together with Rob’s wife Brittany who handles admin, social media and photography, they’ve been running a successful business ever since, serving the southern New Brunswick area.

These days, Barry and Rob see roughly 40-50 percent of their business come from repeat and referral clients.

The care they invest in the presentation of their listings makes them to stand out among the competition. With professional-quality photographs and detailed property descriptions, the MacDonald’s market their listing content widely across social media platforms, utilizing targeted marketing in communities from where, trends show people are migrating to New Brunswick. “We’re seeing a big influx of people moving here,” Barry says. Barry is also a licensed drone pilot and handles all drone photography for their listings. This past year alone, Barry and Rob closed 106 transactions.

The MacDonald’s are multi-generational residents of the small town of Hampton, New Brunswick. Barry sums up

the tight-knit community, saying, “When you go places in town people know you.”

Living in a small town, Rob explains, they see many of their clients in the community, whether through coaching his kids’ sports teams or someone dropping by an open house to say hello. Barry and Rob keep in touch with past clients, always fostering a neighborly relationship. They also support many groups and charities throughout their community “We’re willing to help anyone that we can,” Rob adds.

Rob loves all the hands-on aspects of the job. He credits his wealth of experience in home construction and renovation and his sincere enjoyment of meeting new people with the trust he builds with every client. “I like building relationships…I do have a passion for the whole industry, not just the real estate end but the construction part of it and everything, so it drives my motivation,” Rob says.

As a marketing graduate, Barry relishes the unique challenge that marketing every property presents. Barry adds, “I like the opportunity to come up with creative ways to market a property and get it sold quick!”

In his free time, Rob can always find a way to stay busy, whether working on a home-project, exploring the outdoors on his ATV or spending time with his two young boys.

Barry lives across the street from his son and always looks forward to spending time with his grandkids and taking advantage of good weather to enjoy the outdoors.

For the future, Rob and Barry plan on constructing a new home office in part of Rob’s garage to separate work from home and to create an inviting space for daily activities like training and staying on the cutting-edge of the real estate industry. Barry and Rob are looking to expand their boundaries into other areas of Southern New Brunswick and constantly looking for unique and creative ways to market their listings.

For more about Barry & Rob Macdonald, call 506-608-1906 (Rob) or 506-647-8902 (Barry), email rob@yournextmove.ca or barry@yournextmove.ca, or visit yournextmove.ca/about-us/ Top Agent Magazine

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 34

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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BRADLEY MAYER-HARMAN Bradley Mayer-Harman traces his start in real estate to a time he was literally working on a house. After the 2008 recession, he was on a construction site putting a metal roof together when a contractor said, “You’d be good in sales.” Bradley took this to heart, got his real estate license, “started door knocking,” and began putting deals together instead of roofs.

Now an award-winning Real Estate Team Leader with The Mayer-Harman Team at Century 21 Millennium Inc. Brokerage, Bradley has built a successful business based on solid strategic planning, client-centric service, and teamwork focused on building lasting relationships. He reports his team closed 63 deals last year, and despite challenges in the current environment, he anticipates closing a similar number this year. Notably, of those 63 deals, between 35 and 40 involved repeat customers or referrals.

Bradley credits the team’s success to “the systematic way we approach business.” He says, “I’m of the philosophy that if you want to make a business big enough, you have to create an experience that’s consistent.” Rather than buying into a cult of personality model, Bradley’s philosophy reflects that “people are loyal to a quality of service. So, if I can make the real estate experience easier, more understandable, and less stressful because of consistent outcomes and consistent formulas, it will make people more at ease and it will make people more likely to refer you because they know that the system hasn’t changed. Even if you are having a bad day, the system itself will ensure that the results and experiences remain fairly consistent from transaction to transaction.”

This philosophy of consistency also guides Bradley’s approach to marketing. He started using video in 2014 before anyone else in his Top Agent Magazine

marketplace, and for every listing, regardless of price point, the team’s strategy begins with producing professional video tours using both ground and drone videography. Bradley then promotes listings by placing the visual content the team has created onto social media and other online platforms. The team uses a CRM database to track clients and leads, and they employ efficient, effective messaging to build confidence, good will, and long-standing relationships.

Bradley’s commitment to real estate goes beyond the management of The Mayer-Harman Team. He says, “Since the day I started, I’ve been involved in organized real estate.” He was the youngest president ever of the Brampton Real Estate Board (BREB), a regional association. Upon fulfilling his presidential role there, he joined the Ontario Real Estate Association (OREA), which represents 78,000+ realtors. As a Director for Central Ontario at OREA, Bradley says, “I help lobby the government for realtor-friendly legislation to ensure our business climate remains a positive one for realtors throughout the province.”

Outside of work, Bradley enjoys spending time with his wife and two children, golfing with his twelve-year-old son and taking his six-year-old daughter to dance class or horseback riding.

In addition to growing his real estate business, Bradley and his wife are working on Community Compass Canada, a social media company that “maps out cities across Southern Ontario using infotainment video content and a user-friendly design,” enabling people to preview the ideal spot to live or showing fun things to do around the place they call home.

For more information, please visit TheMayerHarmanTeam.com 35 Copyright Top Agent Magazine

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