CANADA 10-24-22

CANADA EDITION

6 Things You Need to Do to

BE A GREAT MENTOR

COVER STORY

WILSON HON FEATURED AGENTS

ADEL SHEIKH AMIN CHRIS ILAGAN LOUISE McKNIGHT MICHELLE GOLTMAN PATRICK FUENTES

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT

Embracing Smart Homes: Does New Technology Really Increase Home Value?

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

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Welcome Home:

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

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

For starters, envision the big picture. Relocators have extra obstacles between them and 4

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

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

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

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

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

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

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

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

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

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

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

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

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

Are there time zone differences to factor in?

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

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

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WILSON HON

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WILSON HON Aiming to lead a larger team in the next 5-10 years, the future looks bright for Wilson. “I just love meeting people and talking to them every day. That’s what I love most about what I do.”

When Wilson Hon says he’s a people person, he means it. One of his favorite pastimes is visiting a local coffee shop and chatting with strangers. “I have my eXp Realty shirt on so everyone knows I am a REALTOR®, and I just make it my goal 8

to hand out at least ten business cards every day to people,” Wilson explains. This willingness to help everyone is what has led his career to skyrocket. He started off his professional life in the banking industry, working first as a teller, then as a Top Agent Magazine

financial sales representative, and finally as a mortgage broker. It was a meeting with a friend that inspired him to become an agent. “He was studying for his real estate license, and he said ‘why don’t you take the course with me?’ So I thought Top Agent Magazine

I’d give it a shot.” After completing the class and becoming an agent, Wilson’s friend linked him up with his dad, Peter Kwan, a prominent REALTOR® in the Toronto region. Peter mentored Wilson for several years, giving him all the tools 9

and knowledge he needed to become successful.

The experience shaped the agent he is today, as Wilson has gained experience working with all types of clients. “I was working with clients back to back, getting five to ten referrals a day,” he explains. That eventually led Wilson to have his own database of clients, and he was ready to go out on his own. Today he is in the process of starting his own team at eXp Realty, where he serves the

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greater Toronto area. Much of his business comes from referrals and repeat clients, as Wilson forms lasting connections with those he serves. Only wanting what’s best for them, he acts as their advocate throughout the transaction, educating them along the way. This results in stress-free journeys, with buyers and sellers always prepared for what comes next.

Wilson’s marketing strategies are extremely thorough and effective, capturing the attention of potential buyers.

“I am a perfectionist when it comes to Top Agent Magazine

advertising my properties,” he explains.

“I want to make sure everything is immaculate.” He starts out by getting the home professionally cleaned, and hiring award winning stagers to bring it to life.

He then posts videos on social media, mails out postcards, and reaches out to local neighbors. “It’s so worth it to do these things for my clients, because we usually end up with more offers and a higher sales price.”

Bringing undeniable results and value to his clients, they love to spread the word 11

about his work. One recently said, “Wilson is the absolute best! We would highly recommend his services in a heartbeat.

We were able to successfully complete 2 transactions with him that met our entire family’s needs and wants in record time!

He is kind, thoughtful and will go above and beyond to ensure you get what you want.

Working with him literally changed our

lives and made all possibilities possible.”

Aiming to lead a larger team in the next 5-10 years, the future looks bright for Wilson. With a solid skillset, natural talent, and determination, there is no limit to his growth. “I just love meeting people and talking to them every day. That’s what I love most about what I do.”

For more information about Wilson Hon, please call 416-889-0886 or email honwilson@hotmail.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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ADEL SHEIKH AMIN With a wealth of experience in building and selling real estate properties, Adel Sheikh Amin draws on his considerable expertise to get his clients to where they want to be.

An engineer by profession, Adel worked in construction for many years in his family business before becoming a licensed REALTOR®. “I have been exposed to real estate pretty much all my life,” Adel expresses. “I got my real estate license mainly to complement the construction side of our business, but then one thing led to another, and I found myself helping family, friends and referrals over the years.” Having grown up in Montreal and the Middle East Adel serves clients both local and international. Adel received his BSc from Queen’s University in Ontario, and received his MBA from Europe, both degrees an asset to his professions.

Adel is Ontario registered and has worked throughout Ontario for different clients ranging from residential to commercial, investment, and leases. “When people ask me what I specialize in, I tell them I just specialize in real estate,” Adel says. “I am not limited to any specific geographic location or industry. Whatever my clients bring to the table, I am able to work with them and adapt to the situation to find opportunities for them that meet their requirements.”

my network, allows me to deal with clients on that level,” Adel says. The same is true of his work in the commercial sphere, where his construction background provides added value to clients. “Because I’m on the construction side of the business as well, I am able to give advice while looking at properties on what it might cost to renovate and whether there’s a feasibility to purchasing a property.”

In the future, Adel says, “My plan is to keep expanding and eventually build a strong team under me, possibly opening my own office or brokerage eventually.”

Overall, it’s Adel’s focus on quality that drives his efforts and aspirations. “I think success is based not only on how many sales you do, but also on customer service,” he says. “The feedback I get from my clients is that I’m very transparent and I go that extra mile.

Whether it’s a lease or a multimillion-dollar commercial deal, I put the same effort in. This is a service industry, and I got into this industry to help other people.

I never look at the dollar amount; I look at how to get the client what they’re looking for and have them be satisfied and successful, because their success will lead to my success moving forward.”

On the residential side, Adel works with many firsttime homebuyers, helping them filter their options based on their requirements, market availability, and price point. “First-time homebuyers often need to be educated on what the market is offering and what’s happening with the mortgage side,” Adel explains.

“I help by being patient and bridging the gap between their wants and what they can afford.”

Adel’s experience working internationally often proves an asset when working with investor clients, and he has helped many overseas clients buy properties sight-unseen. “The rapport I’ve built over the years with clients, and my reputation in the market through Top Agent Magazine

To find out more about Adel Sheikh Amin, call 647-878-7684 email Adel@realtyinmotion.ca or visit asarealtor.com www.

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 16

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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CHRIS ILAGAN When Christopher Ilagan landed in Canada in December 2014, he made it his mission to reach professional success.

He was determined to find his path. After receiving his real estate license in 2017, he juggled a few different jobs while he built his client base. By December 2019, he decided to commit full-time to his work as a New Home Sales Consultant, after successfully interviewing with prominent Winnipeg New Home Builder Broadview and Sterling Homes. “I am very grateful to James Melnyk, who believed in my ability and gave me this opportunity,” he explains. “And the rest is history.” He’s received several awards throughout his career, demonstrating his talent and ability to meet his clients’ needs. Serving the greater Winnipeg area, Chris worked largely as a solo agent, but has recently brought his wife on board. Much of their business consists of repeat clients and referrals, as they go above and beyond to achieve their goals. Understanding how important this transaction is in his clients’ lives, Chris takes the time to guide them and provides endless support. This removes the stress from the journey, and allows them to focus on making decisions.

“I treat my clients like a member of my family,” Chris explains. “So I always give two ears when listening.”

Chris gets to know each person he serves, understanding their dreams so he can develop a plan to get them there. He makes himself constantly available to them for any questions or concerns, knowing that every moment counts in this pivotal time. “They can call me anytime, even after business hours. I’m always giving my time to my clients.” Those who work with Chris are impressed by his ability to surpass expectations and take away their worries. He becomes a valued part of their life during

the buying or selling process, as they trust they can turn to him for guidance. Patient with every client, he never pressures them to rush the process, and only wants what is best for them.

When it comes to marketing, Chris ensures he utilizes his vast network to spread the word about his New Build home listing and inventory, sending out emails to potential buyers and other agents. This approach has led to Chris receiving the Silver Award for new home sales in his first year as an agent, and doubling this number in his second year to receive the Gold Award for new home sales.

After the transaction, Chris remains in touch, stopping by to visit, calling them or emailing them throughout the year. “I make sure we talk about things other than real estate, because I truly want to develop lasting relationships,” he explains. “Becoming part of their lives means they will never hesitate to refer me to their loved ones. So that is always my ultimate goal.” Chris genuinely cares about people, and is always showing this through his actions.

Part of a tight-knit community, Chris looks for ways to give back. He participates in local festivals and events, volunteers with Habitat for Humanity, donates blood, and more. When he’s not working, he’s spending time with family.

In the next few years, Chris hopes to help more people and continue growing his business. The market is changing as the mortgage rates rise, but Chris plans to provide the same superior service he’s always offered. “Being a part of my clients’ journey is so rewarding. Especially when you hear a sincere thank you from the client.”

For more information about Christopher Ilagan, please call 204-583-1722 or email chris.ilagan@qualico.com Top Agent Magazine

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LOUISE McKNIGHT After holding the position of Associate Publisher of a successful local newspaper, Louise McKnight was ready for a new challenge. Passionate about helping people, she decided to take the advice of a friend and pursue a career in real estate in 2008.

Today she leads her own group called Team McKnight, which consists of six total members. Together they serve the Surrey-White Rock area of British Columbia, with a growing portion of their business consisting of repeat clients and referrals. Those who work with Team McKnight experience the best possible service, backed by decades of combined experience. Louise and her team work diligently to achieve their clients’ goals, and will go above and beyond to make them happy.

The team comes from various backgrounds, with some being bilingual. This helps them effectively explain the process to buyers and sellers who speak different languages, and relate to other agents during negotiations. But no matter who they are assisting, Louise and her team get to know clients on a deeper level, so they can create an individualized approach to their real estate journey. Buyers receive patient guidance, with Team McKnight never pressuring them to make decisions. Instead, the group provides them with all the information they need to determine their next steps. Along the way, Louise and her agents prepare their buyers for what to expect, so no one is ever left confused.

Sellers also receive attentive service, with Louise extensively marketing their properties. “We were named number 1 in Canada for social media last year, because we have a strong social media presence,” Louise explains. “We’re on Instagram, WeChat, and Facebook.” They also have a team of photographers who capture each property in its best light. Floor plans, photos, videos, and drone footage are posted online, receiving views from many potential buyers.

Clients leave glowing reviews about their time with Team McKnight. One recently said, “Team McKnight is fabulous! Only good things to say. Professional, knowledgeable, supportive, respectful of our time and requests. We were so happy with Louise and her team that after we bought our house with them, as buying agents, we decided to list our

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house with the team, too. Best decision! We sold in 10 days for the price we were hoping for. We followed their expert recommendations and suggestions and we are very glad we did. The whole team was always, always perfect in all interactions and processes. If I was not convinced in my heart that we bought our last house where we will grow old(er) in, I would hire Louise again in a heartbeat for the next house!”

Giving back is an important aspect of Louise’s business. The group is involved with many different local events, and Louise has been the chair of various committees. Real estate and community go hand-in-hand for Louise. “It’s not just about selling someone a home, it’s about the neighborhood and community they become a part of. It’s crucial they’re happy and have the right fit so they can love where they live.”

When Louise isn’t working, she’s spending time with her family, including her two granddaughters. She also loves to enjoy everything British Columbia has to offer.

As for the future, Louise plans to keep building her team and expanding their skills. “It’s really about improving ourselves and helping each other stand out. We always want to become better agents for our clients and the community we serve.”

For more about Louise McKnight, please call 604-209-9394 or email louise@macrealty.com

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion22

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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MICHELLE GOLTMAN While many agents discover their love for real estate in adulthood, Michelle Goltman found it in childhood. At just eight years old, she was fascinated by a TV show which featured homes for sale. “I would call the numbers listed on the screen, asking how much it would cost to buy one,” Michelle explains. She would make houses out of cardboard boxes, complete with a front door and living room. This passion continued into adulthood, culminating in Michelle flipping homes for ten years. Michelle worked closely with real estate agents, and eventually became inspired to earn her license. Though she still buys and sells her own properties, she’s now a full-time agent, committed to helping her clients achieve their real estate dreams.

In her first six months as an agent, she has sold over 25 homes, and shows no signs of slowing down.

Serving the greater Edmonton area, much of her business consists of referrals. Wanting to eliminate stress from her clients’ real estate journeys, those who work with Michelle are blown away by how easy she makes the process. Her extensive experience in this industry and her knowledge about all things home and design has helped her reach great heights in a short amount of time. Michelle can see potential in homes that others struggle to envision. “If someone walks into a foreclosure and it doesn’t look good, they lose interest,” Michelle says. “But for me, I walk in, and I’m like, ‘this is great!’” This not only means she can find valuable investments for herself, but also for her clients. For her sellers, she is able to advise them on improvements they can make to their property in order to increase their sales price. When it comes to marketing, she pulls out all the latest tools, including social media. “I pay for additional marketing there, and showcase videos of higher end listings. I also do videos for home builders to showcase their show homes. And if I sell one out of it, fantastic!”

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Whether she’s finding someone their first home, assisting an investor in locating the right property, or selling a family’s long-time residence, Michelle is patient and supportive. Her vibrant personality and direct approach makes the transaction exciting, and those who work with her trust that she is always looking out for their best interests.

During Michelle’s free time, she can be found attending her daughter’s soccer games, her son’s hockey games, or spending time with family. One of her favorite hobbies is checking out new listings with her husband. “For fun, we love to look at all the local homes for sale, just to scope them out.”

With charisma, talent, and an endless fascination with real estate, Michelle seems destined to be on TV. In fact, that’s one of her biggest goals, along with earning her commercial real estate license. “I would love to have a show or be a part of one,” she explains. Having accomplished so much in her first year as an agent, Michelle is unstoppable, and there’s no limit to her growth. “It’s been so incredible. I can’t wait to see what’s next.”

To get in touch with Michelle Goltman, please call 780-995-6688 or email mdgoltman@gmail.com 23

6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 26

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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PATRICK FUENTES Throughout his life, Patrick Fuentes has always possessed an entrepreneurial spirit.

Having been employed full time since he was seventeen years old, he would build a resume in a variety of fields, including twenty years in customer service, thirteen in sales, and two in construction. Over time, though, he found himself seeking a new opportunity that still spoke to his tireless work ethic, but also afforded him time to be there for his two infant children. Inspired, he decided to pursue his real estate license, and while launching his career as an agent, he would encounter Yan Castonguay, Broker and owner of Équipe Castonguay, who offered Patrick a position with his leading-edge company. The rest is history.

Since then, Patrick has authored an accomplished career in real estate, garnering the Honor Proprio Direct Award in 2016 and every year since then for his outstanding sales volume and boutique approach to client service. Today, he is a Real Estate Broker with Équipe Castonguay at Proprio Direct, where he assists clients throughout the Greater Montreal Area. Well-versed in everything from residential properties to new construction, investments, and commercial real estate, he possesses the insight needed to meet the needs of any buyer or seller.

When listing a property, Patrick equips his clients with a comprehensive strategy. Starting out, he helps them fully prepare for the market, providing them with a suite of in-house photography and drone photography services.

From there, he shares their listings via a highly targeted blend of digital and social media campaigns. Along the way, he utilizes his agency’s and third-party platforms like VisibiliT and ListGlobally to give each client an added advantage, extending their reach not only to the most popular websites in the Quebec Province, but also 65 countries worldwide.

With the Équipe Castonguay team owning numerous revenue properties around the west part of the greater Montréal Area, Patrick personalizes his approach to each buyer, educating them to make sure they are, above all, satisfied with their purchase.

In his career, he has earned an irreproachable reputation throughout the region, with the majority of his volume coming from repeat clients and referrals.

Now averaging over 40 transactions per year, Patrick remains committed to the proven standards that have set him apart.

“In the past, I was the victim of poor service through an irresponsible Broker and home inspector,” he says. “Because of that experience, I’ve come to truly appreciate the importance of good real estate counseling.

After all, these are among the most significant decisions we make in our lives, and our clients deserve access to as much information as possible.”

Outside of real estate, Patrick is dedicated to his community, joining Équipe Castonguay to support some local causes and organizations throughout the year.

When he’s not with clients or giving back, he can be found mountain biking, fitness training, or spending quality time with his family.

Having recently earned his Contractor’s License, Patrick intends on bridging into new construction in the near future, while expanding his work with commercial properties and providing mentorship to the next generation of REALTORS®. “Our business comes down to dedication, honesty, and availability,” he says.

“At the end of the day, I could think of nothing more rewarding than gaining a client’s confidence and seeing them through the process to purchase the home or business of their dreams.”

To learn more about Patrick Fuentes email patrick@equipecastonguay.com, visit equipecastonguay.com or call (514) 464-7767 www.

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