CANADA 10-5-20

CANADA EDITION

Top Agent Tips and Questions for

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

CHOOSING YOUR LISTING AGENT

CONNECT BEYOND

REAL ESTATE

to Attract Future Clients

FEATURED AGENTS

GARY BAVIS CHRIS FARELLA ZARR LIVINGSTONE JOEL WESTERINGH COVER STORY

DAVID SMITH

CANADA EDITION

CHRIS FARELLA

When Chris Farella decided to transition ‘Most listings’ doesn’t mean, ‘best fit.

ZARR LIVINGSTONE to his second career after twenty-five After placing a property on the MLS, Chr ears in marketing, he setZarr about to find has always found tailors a marketing fit the clien Livingstone foot plan in it.”toHis 7 15 16 19 23 efforts pa GARY BAVIS JOE e right fit—something that his estate intriguing. He respecting individual wishes and44 their lif the matched world of real last year he sold homes ® abilitywith new clients, that aInREALTOR’S the“If numbers thatcare getJoel him nique skillset, personality,believed and goals. style. As “It’s he puts it, you take of yo When meeting particularly rewarding that after to help clients achievepeople the dream it’s leave the dvertising, Chris was an international moneywork; will take carepeople. of itself.” often of ask Gary clients, Bavis the is complete, clients glowing been“Ir home ownership, and being a part of person so getting to meet al “how did you get into real estate time together,” says Gary. One recentl up, he ward-winning copywriter with strong is the largest inplace?” most After working personalities istype highly enj in the first havethe a specific in ofmind the les skills; a naturally what empathic per- transaction For Chris, most property important thing people’s lives, was incredibly exciting making sure that they’re open in marketing for several years, looking.

Gary was able to show us a n with a positive outlook, he knew he making sure the experience is positive bfa and powerful, so he decided getlooking his for a career of the market standto everything that the succes Bavis to was help us narrow dow njoyed making his clients happy; and haveveryone involved. During his first career Valley license and start a careerchange. in real estate. off on.

I want to make th wanted. Once we decided, he helpe g worked for others most of his life, he advertising, he comfortably presented ide Joel d the businessCHRIS for over 10 terms with theWESTERINGH seller arrivefor at athem pri smooth as and possible DAVID SMITH He’s been GARYinBAVIS FARELLA ZARR LIVINGSTONE JOEL anted to eventually work years for“Ihimself.

For to billionaires and startups, and he treate with had some changes in my life now, and currently works as a and solodecided to alter date we were happy with. He was avaih the W hris, the choice was clear—real estate. the same way—the wayZarr he’d like myserving priorities,” he explains.

“With three kids andthem being all dinate the Outside property inspection, and hel agent clients throughout Halifax of work likes “I alc a for single parent, real estate came totomind.

I felt I could unexpected (totally outapproac of his is wife, Alexandra, said “go it!”

So Chris threw be treated himself.

Not surprisingly, this Regional Municipality, Nova Scotia. toissues the community and ofte where I could meet and help p utilize field andwith here we highly recommend Gary.” various local charities.

He also 95% coach ution to the wind and jumped in. my marketing skills in this works hisaresecond career as well; nearly day one, real estate was the pe five years later and still focus on being a good parent.”

Being fortunate enough to have a large percentage of consists basketball with his wife. he custom devote Chris’s business of referrals and And repeat Another wrote, “Gary was professi his right business come Though from referral Zarr to being around loved ones and spendin he next step was finding the agency. the clients, ers. In hiscredits first year, with listings ranging $93,00 Currently, isfrom the Leader op At RE/MAX Alpine Realty, Gary serves Canmore, through.

Easy toJoel communicate, his communication as the main reason why people with his wife and their two kids.

His fu CONTENTS Team, where he and Caleb yle of a big firm was familiar to him from his days toas$334,000, he closed over $1.2 million in sales.

Alberta andwith surrounding regions anumber solo agent.

A plan informed about theexactly market and he theh love to work him.

“I think the one is to keep doing Chilliwack and thewhat surroundi advertising, he kept thinking, “I’ll never own a ‘big vibrant home market, is a with hidden without gladlyany refer friends to him and as well as reason whysecond clients are keen to referCanmore me, or work major changes, contin residential, farm andfitacreage and,’ I’ll never have something of my own.”

Then a vibe Outside of work, aChris chooses activities that his pa gem, combining a small town with everything our future transactions.” me again, is my level of communication. My phone many clients as possible.

“I absolutely l oped a forward-thinking appro TOP AGENT AND 17) He THINKING OF LISTING? bigTIPS city has to offer.

With an abundance of sings outdoor rendipitous 4) meeting withisDoreen theandowner sions. and plays guitar in a band, travels th on me atBeaton, all times, I take pride in responding anypassionate buyer or seller. and I’m very about it. I wan activities andagency friendlyin locals, has it all.

When Gary working, stayin CHOOSING NINE TO GETand READY EverTree QUESTIONS Realty, (a small boutique the Canmore Maritimes with wife, is aisn’t member of he’s the Rota toFOR my clients as quickly as possible,” he says.WAYS Zarr is his building my name and my reputation in three kids, mountain biking or Imag enjoy YOUR LISTING AGENT niversity town of Sackville, New Brunswick) led to a Club, where he serves on the Board as the Public When listing a home, Joel and also a great resource for his clients when they have and I plan on being here for a long timeC It is also a great place to invest in, as owners can rent He hikes, attendsage c Ascamps, some fishes of the and youngest onversation, which led to an offer, which ledasto Public Relations anyout questions, such theChris cost of upgrading or reno- Chair.

20) their properties to vacationers, with an CONNECT 8% or higher BEYOND “I live inthey thisREAL community,” he says, “A offer tech savvy and inn ying, “If you’re that someday I could potenvations toFOR a house.

13) telling IF IT’SmeGOOD THE SOUL, ESTATE TO ATTRACT FUTURE return on investment every year. Much of Gary’s busiThat’s why people back and ask their clientscome on the cutting ed ally take thisIT’S overGOOD from you, I’d beconsists very interested.”

Ultimately, what say is ‘It was an exce nessTHE of repeats and referrals.

“My clients tellhe hopes sell orpeople buy a home again and again.”

FOR BUSINESS CLIENTS helping their sellers prepare th Building close with hislent clients is great working with Chris. He’s a great guy, b experience me that I’mrelationships very open and trustworthy,” heaexplains. boosted digital and social med of vision working realfuture, estate foryou Zarr.

“Youtalk get “People tell me they are very comfortable even love see the clients Iright work for with.

It’s so year and half later, with aperk strong forinthat his should to him“I and if he’s you.” listers nationwide exposure.

“W extremely close to your client during this process, after our first meeting!

I love making people laugh and people find the right property that fits and wait for the buyers to co hris is well into his next chapter with EverTree Realty. andI’m viceanversa.

You see each other all the time. I like open book.” we’ve developed bold approa urrently many of his clients are coming from out of to continue the relationship even after the transaction our own standard. Most impor ovince, but Phone it doesn’t matter where |aFax call 310-734-1440 comes from, 310-734-1440 closes, checkthe in on them to seein how they’re doing.

Garyand knows market well this region, and is spend money on our listings hris will take it; he’s looking for touchstones throughmag@topagentmagazine.com | www.topagentmagazine.com It’s able been harder now with COVID, but hopefully we’ll cast as wide a net as possible.” to guide his clients in the right direction. “My ut the province. Over time, he to plans to move from be able have more face-to-face time soon.” approach is to answer questions quickly, and I love No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent to agent-manager, crafting aof firm with aI communicate EALTOR® Magazine is equally proactive wh taking care my clients. my to ensure theJoel is published by Feature Publications GA, Inc. Although precautionswith are taken accuracy of published ® guiding them through the tra lationship-building strategy based on “REALTOR buyers and sellers a lot, making sure no stone is left materials, Top AgentProfessional Magazine cannot be held responsible expressed photography is a for keyopinions component ofor facts supplied by its authors. education.

By leaning on his To subscribe or change address, inquiry to mag@topagentmagazine.com. unturned.”

Zarr’s marketing strategy.

“We ient fit” that seamlessly mixes newsend technology and do 3D virtual tours, To learn more about Zarr Living can navigate the nuances of a in the U.S. which is crucial in today’s market because many cess to big Published data with classic business sensibilities like Joelemail remains in touch with his c zarr@exitmetro.ca When comesmeetings. to alsoit goes above buyers areitcoming outmarketing, of country,heand allows themand and-written thank you notes and in-person all to make sure they are satis

visit soldonzarr.ca, or call (902) 2 beyond, specific marketing plans for each to get a greatdeveloping sense of the place without ever stepping new homes. “We listen carefu property. “I send that plan to every seller, and it high2 this strategy, when Chris receives a call from Top Magazine For more information pursue what’s in theirabout best in line with For more onAgent Chris Farella, lights everything that I do, from the first phase to the information job is to introduce them to the please call 403-763-86 new client or receives a referral, thingAllhelistings does are marketed Copyright Top Ag please call 506 940 1515; follow him on closethe of first the sale.” with SEO, www.

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

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

Top Agent Magazine

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.

Top Agent Magazine

5

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!

6

Top Agent Magazine

Top Agent Magazine

DAVID SMITH

7

Top Agent David Smith serves the Metro-Vancouver area alongside partner Ty Corsie and the rest of the team at David & Ty Homes Group.

After working as a Pastor for several years, David Smith decided to take his passions for building relationships and turn them into an entrepreneurial career in the field of real estate. He hit the ground running four years ago, and hasn’t looked back since. Serving the Metro-Vancouver area alongside partner Ty Corsie and the rest of the team at David & Ty Homes Group, David is committed to 8Copyright Top Agent Magazine

providing superior service to each and every client. A high percentage of their business derives from their sphere of influence within the local communities of Vancouver (mainly South of the Fraser River, including Langley, Surrey and Abbotsford). By consistently making sure his buyers and sellers feel genuinely cared for and appreciated throughout the entire process, many of David’s clients refer him to Top Agent Magazine

others and return to him when they need to buy or sell again.

David and his team always go very in-depth when consulting with clients on their real estate needs to ensure that nothing goes unnoticed and that each and every step runs Top Agent Magazine

smoothly. As a Realtor, he loves to go through the market data and walk through homes prior to listing in order to personally grasp what is being sold firsthand. He is keen on utilizing video marketing to truly showcase the local communities that the team covers and gets super creative when helping produce these Copyright Top Agent Magazine9

When David isn’t working, he can be found spending time with his three young children and focusing on being the best father figure he can be in their youthful lives. pieces for social media. For David, the key is developing media pieces that sincerely display the communities as a whole; therefore, they use footage from local schools, pubs, coffee shops, etc. to provide potential buyers with a true understanding of neighborhood-specifics in these Vancouver communities.

After scrolling through dozens of 5-star testimonials that David has received, it is clear to see why so many families trust him with their real estate needs. “David went over and Copyright Top Agent Magazine 10

above to communicate effectively throughout the whole process. There is a huge element of trust that goes into making these large decisions, and we felt very comfortable knowing David wanted what was best for us,” one couple stated, which demonstrates how genuine David is during every single step of the journey. Another satisfied client expresses “David has proven himself not only as a fantastic Realtor but as a man who truly cares about the people he is serving through his work.”

From the first meetings to the post-transaction Top Agent Magazine

follow ups, David is keen on providing his clients the absolute best service at every point and adjusting to client needs along the way.

Passionate about his neighborhood and the people in it, he is always staying active in the community in various ways. He assists refugees who are new to the area in order to make them Top Agent Magazine

feel at home and loved in their own communities. The team puts on various events, including board game nights, to help raise money for specific charities and give back to the society as a whole. When David isn’t working, he can be found spending time with his three young children and focusing on being the best father figure he can be in their youthful lives.

Copyright Top Agent Magazine 11

As David looks ahead, he is eager to increase his business and add more people to his team.

No matter where this path leads, he is undoubtedly going to enjoy every minute of it.

“I love the variety. In the morning I could be helping a first time buyer, and in the evening I could be at a luxury home helping someone determine if they should sell. And the relationships we build, that’s everything.”

For more information about David Smith, please call 778-246-4344 or email david@davidandty.ca

Copyright Top Agent Magazine 12

Top Agent Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

Top Agent Magazine

13

Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

Top Agent Magazine

Top Agent Magazine

GARY BAVIS When meeting with new clients, people often ask Gary Bavis “how did you get into real estate in the first place?” After working in marketing for several years, Bavis was looking for a career change.

“I had some changes in my life and decided to alter my priorities,” he explains. “With three kids and being a single parent, real estate came to mind. I felt I could utilize my marketing skills in this field and here we are five years later and still focus on being a good parent.”

At RE/MAX Alpine Realty, Gary serves Canmore, Alberta and surrounding regions as a solo agent. A vibrant second home market, Canmore is a hidden gem, combining a small town vibe with everything a big city has to offer. With an abundance of outdoor activities and friendly locals, Canmore has it all.

It is also a great place to invest in, as owners can rent out their properties to vacationers, with an 8% or higher return on investment every year. Much of Gary’s business consists of repeats and referrals. “My clients tell me that I’m very open and trustworthy,” he explains.

“People tell me that they are very comfortable even after our first meeting! I love making people laugh and I’m an open book.”

“It’s particularly rewarding that after our work together is complete, clients leave glowing reviews about our time together,” says Gary. One recently said, “We didn’t have a specific property type in mind when we started looking. Gary was able to show us a broad cross section of the market to help us narrow down what we really wanted. Once we decided, he helped us to negotiate terms with the seller and arrive at a price and possession date we were happy with. He was available to help coordinate the property inspection, and help with some other unexpected issues (totally out of his control). We would highly recommend Gary.”

Another wrote, “Gary was professional through and through. Easy to communicate, prompt and well informed about the market and the property. We will gladly refer friends to him as well as use him in any of our future transactions.”

When Gary isn’t working, he’s staying active with his three kids, mountain biking or enjoying the outdoors.

He hikes, camps, fishes and attends community events.

“I live in this community,” he says, “And I know it well.

That’s why people come back and ask me to help them sell or buy a home again and again.”

“I love the clients I work with. It’s so rewarding to help people find the right property that fits their needs.”

Gary knows the market well in this region, and is able to guide his clients in the right direction. “My approach is to answer questions quickly, and I love taking care of my clients. I communicate with my buyers and sellers a lot, making sure no stone is left unturned.”

When it comes to marketing, he also goes above and beyond, developing specific marketing plans for each property. “I send that plan to every seller, and it highlights everything that I do, from the first phase to the close of the sale.” All listings are marketed with SEO, social media, and the RE/MAX website.

Top Agent Magazine

For more information about Gary Bavis, please call 403-763-8631 or email realestate@garybavis.com Copyright Top Agent Magazine 15

CHRIS FARELLA When Chris Farella decided to transition into his second career after twenty-five years in marketing, he set about to find the right fit—something that matched his unique skillset, personality, and goals. In advertising, Chris was an international award-winning copywriter with strong sales skills; a naturally empathic person with a positive outlook, he knew he enjoyed making his clients happy; and having worked for others most of his life, he wanted to eventually work for himself. For Chris, the choice was clear—real estate.

His wife, Alexandra, said “go for it!” So Chris threw caution to the wind and jumped in.

The next step was finding the right agency. Though the style of a big firm was familiar to him from his days in advertising, he kept thinking, “I’ll never own a ‘big brand,’ I’ll never have something of my own.” Then a serendipitous meeting with Doreen Beaton, the owner of EverTree Realty, (a small boutique agency in the university town of Sackville, New Brunswick) led to a conversation, which led to an offer, which led to Chris saying, “If you’re telling me that someday I could potentially take this over from you, I’d be very interested.”

A year and half later, with a strong vision for his future, Chris is well into his next chapter with EverTree Realty.

Currently many of his clients are coming from out of province, but it doesn’t matter where a call comes from, Chris will take it; he’s looking for touchstones throughout the province. Over time, he plans to move from REALTOR® to agent-manager, crafting a firm with a relationship-building strategy based on “REALTOR®client fit” that seamlessly mixes new technology and access to big data with classic business sensibilities like hand-written thank you notes and in-person meetings.

In line with this strategy, when Chris receives a call from a new client or receives a referral, the first thing he does is meet with the potential client so they can get to know him and see if he is a good fit for them and their needs.

“Clients need to know they have a choice who they use.

16

‘Most listings’ doesn’t mean, ‘best fit.’”

After placing a property on the MLS, Chris tailors a marketing plan to fit the client, respecting individual wishes and their lifestyle. As he puts it, “If you take care of your clients, the money will take care of itself.”

For Chris, the most important thing is making sure the experience is positive for everyone involved. During his first career in advertising, he comfortably presented ideas to billionaires and startups, and he treated them all the same way—the way he’d liked to be treated himself. Not surprisingly, this approach works with his second career as well; nearly 95% of Chris’s business consists of referrals and repeat customers. In his first year, with listings ranging from $93,000 to $334,000, he closed over $1.2 million in sales.

Outside of work, Chris chooses activities that fit his passions. He sings and plays guitar in a band, travels the Maritimes with his wife, and is a member of the Rotary Club, where he serves on the Board as the Public Image/ Public Relations Chair.

Ultimately, what he hopes people say is ‘It was an excellent experience working with Chris. He’s a great guy, but you should talk to him and see if he’s right for you.”

For more information on Chris Farella, please call 506 940 1515; follow him on Facebook @evertreerealty.chrisfarella; or email chrisevertreerealty@gmail.com Copyright Top Top Agent Agent Magazine Magazine

Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

17

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

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

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

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

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

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

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

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

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

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

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

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

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

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

18

Top Agent Magazine

ZARR LIVINGSTONE Zarr Livingstone has always found the world of real estate intriguing. He believed that a REALTOR’S® ability to help clients achieve the dream of home ownership, and being a part of what is the largest transaction in most people’s lives, was incredibly exciting and powerful, so he decided to get his license and start a career in real estate.

He’s been in the business for over 10 years now, and currently works as a solo agent serving clients throughout Halifax Regional Municipality, Nova Scotia.

Being fortunate enough to have a large percentage of his business come from referral clients, Zarr credits his communication as the main reason why people love to work with him. “I think the number one reason why clients are keen to refer me, or work with me again, is my level of communication. My phone is on me at all times, and I take pride in responding to my clients as quickly as possible,” he says. Zarr is also a great resource for his clients when they have any questions, such as the cost of upgrading or renovations to a house.

foot in it.” His efforts pay off as just last year he sold 44 homes. But it’s not the numbers that get him excited about work; it’s the people. “I’m a people person so getting to meet all the different personalities is highly enjoyable. I like making sure that they’re able to understand everything that they’re signing off on. I want to make this process as smooth as possible for them.”

Outside of work Zarr likes to give back to the community and often donates to various local charities. He also coaches children’s basketball with his wife. And he devotes his off time to being around loved ones and spending quality time with his wife and their two kids. His future business plan is to keep doing exactly what he has been doing without any major changes, and continue helping as many clients as possible. “I absolutely love what I do and I’m very passionate about it. I want to continue building my name and my reputation in this industry, and I plan on being here for a long time.”

Building close relationships with his clients is a great perk of working in real estate for Zarr. “You get extremely close to your client during this process, and vice versa. You see each other all the time. I like to continue the relationship even after the transaction closes, and check in on them to see how they’re doing.

It’s been harder now with COVID, but hopefully we’ll be able to have more face-to-face time soon.”

Professional photography is a key component of Zarr’s marketing strategy. “We do 3D virtual tours, which is crucial in today’s market because many buyers are coming out of country, and it allows them to get a great sense of the place without ever stepping Top Agent Magazine

To learn more about Zarr Livingstone email zarr@exitmetro.ca, visit soldonzarr.ca, or call (902) 229–3811 www.

Copyright Top Agent Magazine 19

CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

20

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

Top Agent Magazine

Top Agent Magazine

n

Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

Top Agent Magazine

21

secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content 22

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

Top Agent Magazine

Top Agent Magazine

JOEL WESTERINGH Joel Westeringh has always been in real estate. Growing up, he learned the ins-and-outs of the industry by attending open houses with his father, a successful agent in the Fraser Valley. After earning his license, Joel decided to go into business with his brother Caleb and form the Westeringh Brothers Team.

“I always wanted a career where I could meet and help people,” Joel says. “From day one, real estate was the perfect fit.”

Currently, Joel is the Leader of the Westeringh Brothers Team, where he and Caleb assist clients throughout Chilliwack and the surrounding areas. Specializing in residential, farm and acreage real estate, he has developed a forward-thinking approach to meet the needs of any buyer or seller.

When listing a home, Joel and Caleb pull out all the stops.

As some of the youngest agents in the Fraser Valley, they offer tech savvy and innovative strategies to keep their clients on the cutting edge of the industry. After helping their sellers prepare their property, they provide boosted digital and social media campaigns to give their listers nationwide exposure. “We don’t just put up a sign and wait for the buyers to come,” Joel says. “Instead, we’ve developed bold approaches to marketing and set our own standard. Most importantly, we’re not afraid to spend money on our listings to ensure that our clients cast as wide a net as possible.”

Joel is equally proactive when assisting his buyers, guiding them through the transaction through careful education. By leaning on his lifetime of experience, he can navigate the nuances of any transaction. Moreover, Joel remains in touch with his clients well after closing— all to make sure they are satisfied and thriving in their new homes. “We listen carefully to our clients and only pursue what’s in their best interests,” Joel says. “Our job is to introduce them to their dream home, not to sell them a piece of property.

Top Agent Magazine

Because of their unique approach, the Westeringh brothers have earned a tremendous reputation around the Fraser Valley, with the vast majority of their volume coming from either repeat clients or referrals. Better yet, Joel has found a career that suits his tireless work ethic.

“I love the challenges associated with real estate. When I wake up in the morning, I never quite know what’s going to happen that day. There will always be new changes in the industry, new opportunities to learn and new clients to meet.”

Outside of his career, Joel is active in his community, having volunteered at charities such as Ruth and Naomi’s Mission and leading his area Boy Scouts troop.

The proud father of twins, Joel can be found spending time at home with family when he’s not serving clients or giving back his time. When he can get away, he loves to go fishing on the Fraser River.

Looking to the future, Joel has strong ambitions for his family business. Along with Caleb, he intends on increasing his volume and standards of service in the months ahead. “Caleb and I believe in an education work model,” he says. “We’re always learning—whether we’re studying a change in the industry or keeping up-to-date on the latest regulations. We’re constantly striving to perfect the customer experience for all our buyers and sellers.”

To learn more about Joel Westeringh please call (604) 798-1365 email joelwesteringh@gmail.com, or visit westeringhbrothers.ca www.

Copyright Top Agent Magazine 23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine