CANADA 11-15-21

CANADA EDITION

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REASONS WHY YOUR PROSPECTS

AREN'T TURNING

INTO CLIENTS

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FRESH NEW APPROACHES TO CONTENT MARKETING

FEATURED AGENTS

CHRISTIAN DUBE HELOISE NICOLAS KARIM THIBAULT-HADDAD JONATHAN WALLACE SAMUEL ARCAND

IS FINDING A

NICHE MARKET RIGHT FOR YOU?

HOW TO MAKE YOUR COMMUTE PRODUCTIVE

COVER STORY

LUC LACHANCE

CANADA EDITION

CHRISTIAN DUBE KARIM THIBAULT-HADDAD HELOISE NICOLAS

After taking a real “Nothing estate investor’s are100% the keys ensuring allfor around “I always give of myto attention He made happy the wh makes me happier than knowing sales top dollar, not to mention 7 17 18 21 course, and generating a few transsatisfaction.” to my clients,” Karim Thibault-Haddad tiating process I’m making a difference in people’s lives,” and returning and referring – clients. actions, Christian Dube became explains, while discussing his journey knowledge. Wh says Top Agent Heloise Nicolas, of Royal into real estate.

I recommend h passionate about real estate. “Family WithPeople-oriented every job, therewith are a unique set LePage in Montreal. Hardworking, intelHeloise – who sold fifty-five properties an entrepreneurial spirit, Karim “Impeccable se and friends were often calling me of challenges one found must face. Being extremely personable, his Heloise 2020 alone – truly loves what does f true calling an agent. ®After studyhow she to put us in and asking for realligent estateand advice, a as REALTOR is no different, but for has spent more than a decade delivering a living.

“Everyone is going to rememb ing marketingChristian, in college, was time to understan so I figured why not get my license it’s Karim those challenges that he exceptional customer service and solid their first home buying experience,” sh looking for a way to combine his love and help people with their real estate believes help him become better. His of advertising, administration and carDuring the few h results to her many grateful clients who enthuses.

“So, I feel like I’m doing som needs as a professional.” That is when advice to agents who are just starting pentry into one career path.

“I realized working, he’s gi haveembark come to on her for honest real thingand thatlearn really matters, and that’s what he decided to officially on depend a is to embrace the difficulties becoming a broker was one way Itransaction couldlove about through LACHANCE CHRISTIAN DUBE HELOISE NICOLAS KARIM real estate career.LUC Inestate his firstadvocacy. year JONATHAN as from them.

“Every is going Deeply knowledgeable working in thismunity industry.

I lov WALLACE SAMUEL ARCAND utilize all of those interests,” he says. and fundraisers THIBAULT-HADDAD a real estate agent, about he won Rookie to have positive and negative attributes, both the real estate industry overall working with people, and that’s why I do re “So ISamuel took secret the classes andIgot started.” time, he’s playi is that never no,” he real onathan 15 years inand the Born and Heloise raised in Quebec, has earned ashares. fantastic reputation across of theWallace Year at spent RE/MAX Platine always focus on the say positive ones and and her local market, has more idential estate rather than commercial From the very beginning, Karim decided to priorior parachuting.

22to realWhatever 25 Arcand has always been drawn Quebec, astakes evidenced by his outstanding“I love to be o the opportunity, he it. levision he began got thebusiness RE/MAXbefore Prestige nominalearn from them.

You don’t become a than earned herestate. stellar reputation as broker When he was younger, he had a of repeat clients enjoy and referrals. tizean hishonest clients’ experience, putting theirrate needs above the sun,” he says. tion. Ever helping better agent by sitting behind your desk Hypothetically, if someone wanted him arching for asince, careerhe’s thatbeen allowed forchance to learn business from the who consistently places the the needs of her clients front When she’s not working, Heloise enjoys nothing mo everything. “I’m not looking to push them into makground up from his father, a real estateto sell And with hiscould volume maintaining its clients buy and sell residential and commercial and repetitively doing the same things that you’re their vacant lot, and he reater personal growth.

“I wanted decision. If I don’t think a good fit, I willSamuel As time on, and Karim’s and center during every transaction. than it’s traveling hanging out withgoes friends takin entrepreneur in the regioning whoa always rapidor growth, remains focused from a single-family home to a 30-unit already goodonly at. You grow and you gain more con-hedoes make $300 from the beproperties in the driver’s seat of my own tell work them.” the southwest region of only continues to afford grow. taught him the values of hard and Serving ontransaction, theQuebec proven values of thatschedule have brought advantage of the flexibility her job apartment building Greater Montreal fidence when you gostill outside of comfort zone.”

At area. eighteen years old,based Samuel himwhere tobusiness real estate in the first place.else, “Real and is excite would accept the offer others uccess,” Jonathan says.inAtheproud sec-discipline. and in Joliette, nearly all your of Karim’s anywhere

Heloise, who sells primarily in the downtown Montreal her. She is also an ardent philanthropist who provide to jump into the is business and estate requires a great deal of discipline based onmight referrals. possibilities for learning and g overlook the opportunity.

The way nd-generation Realtor®area, in hiscan third yeardecided currently make the astounding claim that the support for a local homeless shelter. pursue his real estate license—and the and organization,” he says.

“Because of His construction experience paired with his invest- When he’s not busy helping clients with their real presents. “The industry is a Jonathan it, that very might ith Keller Williams’sentirety Team of Jordan, is history. that,client I’m always following up with my her rest considerable is about based upon sees ment knowledge make Christian a wonderfulbusiness estate needs, Christian is aKarim devoted father and loves “I care my clients,” says.

“Whether it’s them eventually it will become very clients andtransacbringing into the process eventually convert to ten more onathan serves all of referrals Simcoe County, returning clients, a spending sure indicator of the Heloise – who currently works alongside busine resource to those looking forand guidance in the real with his Gabriel.

In the years since, Samuel has built ontime his house to ensure needs.to Whether a $100,000 or ason million dollar one, myI meet ser- their want be a I’m part her of that by tions.

If you don’t take every piece of ntario.

Repeat and referrals make JONATHAN SAMUEL ARCAND core foundations in real estate to find fast fielding a question or negotiating their top-of-the-line provides buyers and I will partner and fellow Genevieve – is lookin estate process, while his empatheticservice nature she makes viceher remains the same. do everything I can broker to nology for my clients to util success as an WALLACE agent, establishing a net-your business as seriously they know they can come to as youwho would p half business.

Clients“I return, think a lot appreciof that has to do with fact to transaction, adding additional agents to her team wh himofanhis ideal clientsellers. advocate.

His clients deliver resultsthe to my buyersforward and sellers.”

Buyers work of satisfied clients and colleagues me for anything.” develop more skills.” the $2 million listings, you might miss awnateto his his insight personality and an ability to and that expertise well hisvery ability work with Karim and respect, he excellent customer servic I giveasmy clients personalized service,” she share her passionas for thatas spans Quebec.

Today, he is a Residential Realreceive Estate guidance Broker with RE/MAX Imagine, where hetoassists clients Outside his to career, Samuel enjoys bodybuilding, spendingthat I can sti out.

“Sometimes the small fish turns into the big fish,” esent complex their information clearly listens carefully to their needs and develops a plan to enhance understanding ofand the concisely. transaction explains, when asked how she has managed inspire “I want keep my team small enough CONTENTS throughout Longueuil and the surrounding areas.

There, time with his girlfriend, friends and family, and to help them achieve theirday goals.

When it’san time to service thatenjoyJonathan says.

Each new brings opportuTheyprocess. know they trust Jonathan says, “and “My can mission isme,” to provide valuable inforsuch impressive of trust and loyalty amongst thehim incredible my clients hav he levels has cultivated a distinct workflow around unmatched provide ing all that Quebec has to offer. But he also has exciting submit an communication, offer, Karim negotiates and secures them mation to my and she to the public, so they can integrity, nity to new people and atoprospective referral. always answer myclients, phone.” standards of andmeet open ambitions for the futureshe of his business. In the months those works with.

“Iservice, treat my clients as 20 if they’re come expect,” says.

dealofpossible.

For IS his sellers, he implements meeting the needs of sellersthe andbest investors all kinds. ahead, he intends on growing make the 4) right 7 decisions regardingand their estate REASONS WHY FINDING A a team while deepening my children, I’mreal carrying them every step of 19) thestrategies his work with new construction projects in his commuthorough marketing to spread the word transactions.

IJonathan value PROSPECTS the relational aspect of the Jonathan loves realNICHE estate.nity.

HisThrough favorite thelooks forward to the o nurture leads, a six-point system, YOUR AREN'T MARKET listing a home, Samuel offers his clients a listings. comit all, aspect though, heofmost way uses through theWhen transaction process.

So many of them far and wide about “I will go into boutiques transaction a lot more than the transactional aspect.” prehensive and personalized strategy. Alongside his elitepeople new clients andforward possibilitiesinthat await in his hometown. is helping move their eferring phone communication messagbecomeINTO close over personal friends,profession and I’ve developed andclients purchase things to make my seller’s home look TURNING RIGHT FOR YOU? realCLIENTS estate coach, he helps his fully prepare their “I love helping people,” he says. “When you change and financial by itcreating g. “I offer a personal lifelong touch,” relationships he explains. its there, best,” says. “I’ll then have with them.” property“People forhis the climarket.personal From hehe broadcasts theirgrowth someone’s lifephotographed, for the a) best,passive they will change yours for Christian has a natural ability to anticipate a blend targeted and social thewealth best. Myfor goaltheir is to exceed the expectations of my income or digital b) generational families. iss that these days.” Typically, theselisting are tonot realof highly and I will make sure that the pictures are perfect.” ent’s needs and frequently goes above and beyond

media campaigns, as well contacting his investors netclients by accompanying them in the sale and purchase 14) 5There FRESH NEW HOW MAKE Jonathan says, “Ito23) find that helpingTO clients achieve tate-driven He simply checks in.

Ifreasons itsurrounding is for areHe many other Heloise’s continuto exceedmessages. their expectations. works ceaselessly work in the neighborhoods—all give of their properties with integrity, loyalty and empathy; After the transaction, clients love spreading the their dreams an extremely rewarding experience.” newfor home buyer, he will ask about the house or the his sellers an added advantage.

While negotiating tirethat’s what drives me each day.”

For more about Ka and ever-growing success APPROACHES YOUR COMMUTE the best interest ing of his clients andTO is always eas- story, and chief among word about his work.

One recently said, “Excellent lessly on his clients’ behalf, he leverages the extensive mily. holidays, and birthdays are obviplease call 450-80 them would be her expert negotiation skills, and her ilyChristmas, accessible when they need him.

“Using videos resources available at RE/MAX to generate CONTENT MARKETING PRODUCTIVE serviceImagine from Karim.

He was a great help to us in To learn more about Christian Dube Besides helping clients, Jonathan has a passion for us touchpoints.

Then there is the marketing perspecemail vendu.thiba and today’s technology, I always provide prompt comprehensive andmore thoughtful even buzz aroundapproach theirfinding home. to a marketing property that perfectly meets our needs. please call (514) 266–0845, service others.

He participated in 15 off-shore serve; Jonathan’s teamups.” is her onHe the creative leading edge. personal follow believes that a“We greatuse transmany listings. a lot of socialtomedia to gain Elsewhere, Samuel is just email as hands-on with his clichristian.dube@remax-quebec.com, is based on collaboration between all parties vice missions through hey action provide high-quality professional photography, maximum exposure for our says and Rotary International, providing ents, leaning on listings,” his background as aHeloise, longtime resident Copyri Phone 310-734-1440 | Fax 310-734-1440 or visit christianduberemax.com involved.

“Transparency and open communication assistance to the poorbestand disadvantaged. An accomaging, and other services that other in each of Longueuil tothe identify the right strategy for their we create flooragencies plans for property.”

Additionally, interests. From start to finish, he is ice therehockey for them, caterplished referee, supervisor, and instructor, ea typically cannot.

Personally, Jonathan is aand memmag@topagentmagazine.com | the www.topagentmagazine.com Heloise goes above beyond scope of including most ing his approach to their individual needs and Contact Robin Wilson at 847-207-1975 or Top email Robin@ChicagoToNorthShore.com Jonathan has mentored over 1,500 minor hockey er of three Boards, which offerissue him may exposure tostep local Copyright Agent Magazine them each of the way.

Moreover, he keeps touchwell other “We also offer pre-inspection ofinwithout the No portion of thisagents. be reproduced in aany manner whatsoever prior To consent ofmore themore publisher.

Top Agent Magazine learn aboutabout Samuel Arcand To learn Heloise Nicolas, ® long after the deals are done through frequent check-ins to When he finds free referees across Ontario. time, he materials, ealtors and more than 53,000 agents in the Toronto home prior Publications to serve putting it on the market.

That really is published

by Feature GA, Inc. Although precautions are taken to ensure the accuracy of published Top email samuelarcand@outlook.fr as an ongoing resource and cultivate a lasting relaplease call 514-967-7474 snowmobiles, golfs, and recently took For ea. This visibility pays off. Last year,behis sales totaled orup callcurling.

(514) 654-7008 Agent Magazine cannot held responsible opinions expressed or facts by its authors. helps prevent any issues withfor buyers their own tionship with every client.

Sincedoing launching his career, hesupplied obin Wilson at 847-207-1975 or address, email Robin@ChicagoToNorthShore.com or email Heloise.Nicolas@RoyalLePage.ca subscribe or change send inquiry to mag@topagentmagazine.com. the future of his business, Jonathan’s five-year goal is to 20 million. ThisToyear, he has more than doubled that inspections.” All combined, this translates into fast Published in the U.S. Copyright transition from full-time production to a leadership andTop Agent Magazine utput, with sales volume currently over $49 million. mentorship role. “I look forward to coaching a team of Top Agent Magazine high-performing agents within our team environment,” anything2Jonathan has succeeded he never Contact in, Robin Wilson feels at 847-207-1975 or email Robin@ChicagoToNorthShore.com one@hobsonrealtors.com, he says, “so I can share all that I have learned.” ke a natural.

This uncertainty motivates him.

“My nrealtors.com www.

mailto:mag@topagentmagazine.com

Top Agent Magazine

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

Top Agent Magazine ®

Top Agent Magazine

If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

Top Agent Magazine ®

Top Agent Magazine

LUC LACHANCE

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“Taking care of human beings is the goal of real estate, and the one thing that a lot of people say, but few people do. As technology continues to advance, agents with our mentality will become more in demand.”

Once a national champion in karate, Luc Lachance has been able to utilize many of the traits that made him successful as an athlete and apply them to his real estate practice. His determination, steadfast work ethic, and commitment to helping buyers and sellers achieve their goals, make him an invaluable resource to clients.

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Head of the Lachance Group—affiliated with Keller Williams—Luc believes in instilling four core values into his team: passion, integrity, accessibility, and humanity. “Taking care of human beings is the goal of real estate, and the one thing that a lot of people say, but few people do. As technology continues to advance, Top Agent Magazine

agents with our mentality will become more in demand. All the tools we have that make it easier to send a message to a client do not actually connect you to the client. At Lachance Group we believe in the best of both worlds, which means taking care of the person and really connecting with them while also being empowered by technology,” he says, and adds, “We’re focused on the human being first. When I initially sit down with Top Agent Magazine

a client, my goal is to hear their story and figure out what they want to achieve.”

When it comes to his own story, Luc openly shares that sport saved his life. A difficult childhood propelled him to get involved in martial arts and channel his energy in positive ways. “I wanted to find a way to manage all the aggression that I felt as a result of my upbringing.

Martial arts gave me a chance to break Copyright Top Agent Magazine9

“Our 5-year business plan includes serving more families, adding more agents to our team, and expanding into different markets. But our focus always remains on one thing: taking care of humans.” the vicious cycle of violence and become a better man.” His training helped him evolve in more than one way and became a great steppingstone for his career in real estate. For Luc, athletes and agents work in a very similar way: they focus on big goals and come up with an action plan. The rest is all down to focus, Copyright Top Agent Magazine 10

perseverance, intensity, resilience, hard work, and determination.

Luc approaches his marketing in the same attentive way he approaches his clients.

He discusses the best potential marketing plan and outcome with clients first, and then ensures that each property gets the Top Agent Magazine

most amount of exposure. “We use a lot of social media, but we go further than that and do person-to-person marketing.

Our marketing strategy is set up to give our clients the highest offer.” In order to Top Agent Magazine

do that, Luc and his team learn about the unique individual features of each property. “It’s our job to understand exactly what there is to promote about the property. No two homes are the same.”

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Despite the challenges of the past year, Luc and his team have been able to navigate the obstacles and double their business. Going forward, they seek to continue growing and providing their clients with an elite level of service. Luc is also launching

his own coaching company. “Our 5-year business plan includes serving more families, adding more agents to our team, and expanding into different markets. But our focus always remains on one thing: taking care of humans.”

To learn more about Luc Lachance call 819–918–1261, email luc_lachance@kw.com, or visit legroupelachance.com www.

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

• People

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

• Can

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

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

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

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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CHRISTIAN DUBE After taking a real estate investor’s course, and generating a few transactions, Christian Dube became passionate about real estate. “Family and friends were often calling me and asking for real estate advice, so I figured why not get my license and help people with their real estate needs as a professional.” That is when he decided to officially embark on a real estate career. In his first year as a real estate agent, he won Rookie of the Year at RE/MAX Platine and got the RE/MAX Prestige nomination. Ever since, he’s been helping clients buy and sell residential and commercial properties from a single-family home to a 30-unit apartment building in the Greater Montreal area.

His construction experience paired with his investment knowledge make Christian a wonderful resource to those looking for guidance in the real estate process, while his empathetic nature makes him an ideal client advocate. His clients appreciate his insight and expertise as well as his ability to enhance their understanding of the transaction process. “My mission is to provide valuable information to my clients, and to the public, so they can make the right decisions regarding their real estate transactions. I value the relational aspect of the transaction a lot more than the transactional aspect.”

Christian has a natural ability to anticipate his client’s needs and frequently goes above and beyond to exceed their expectations. He works ceaselessly for the best interest of his clients and is always easily accessible when they need him. “Using videos and today’s technology, I always provide prompt personal follow ups.” He believes that a great transaction is based on collaboration between all parties involved. “Transparency and open communication Top Agent Magazine

are the keys to ensuring all around satisfaction.”

With every job, there are a unique set of challenges one must face. Being a REALTOR® is no different, but for Christian, it’s those challenges that he believes help him become better. His advice to agents who are just starting is to embrace the difficulties and learn from them. “Every transaction is going to have positive and negative attributes, always focus on the positive ones and learn from them. You don’t become a better agent by sitting behind your desk and repetitively doing the same things that you’re already good at. You grow and you gain more confidence when you go outside of your comfort zone.”

When he’s not busy helping clients with their real estate needs, Christian is a devoted father and loves spending time with his son Gabriel.

To learn more about Christian Dube please call (514) 266–0845, email christian.dube@remax-quebec.com, or visit christianduberemax.com www.

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HELOISE NICOLAS “Nothing makes me happier than knowing I’m making a difference in people’s lives,” says Top Agent Heloise Nicolas, of Royal LePage in Montreal. Hardworking, intelligent and extremely personable, Heloise has spent more than a decade delivering exceptional customer service and solid results to her many grateful clients who have come to depend on her for honest real estate advocacy. Deeply knowledgeable about both the real estate industry overall and her local market, Heloise has more than earned her stellar reputation as an honest broker who consistently places the needs of her clients front and center during every transaction.

Heloise, who sells primarily in the downtown Montreal area, can currently make the astounding claim that the entirety of her considerable business is based upon referrals and returning clients, a sure indicator of the top-of-the-line service she provides her buyers and sellers. “I think a lot of that has to do with the fact that I give my clients very personalized service,” she explains, when asked how she has managed to inspire such impressive levels of trust and loyalty amongst those she works with. “I treat my clients as if they’re my children, and I’m carrying them every step of the way through the transaction process. So many of them become close personal friends, and I’ve developed lifelong relationships with them.”

There are many other reasons for Heloise’s continuing and ever-growing success story, and chief among them would be her expert negotiation skills, and her comprehensive and thoughtful approach to marketing her many listings. “We use a lot of social media to gain maximum exposure for our listings,” says Heloise, and we create floor plans for each property.” Additionally, Heloise goes above and beyond the scope of most other agents. “We also offer a pre-inspection of the home prior to putting it on the market. That really helps prevent any issues with buyers doing their own inspections.” All combined, this translates into fast 18

sales for top dollar, not to mention happy – and returning and referring – clients.

Heloise – who sold fifty-five properties in 2020 alone – truly loves what she does for a living. “Everyone is going to remember their first home buying experience,” she enthuses. “So, I feel like I’m doing something that really matters, and that’s what I love about working in this industry. I love working with people, and that’s why I do residential real estate rather than commercial.”

When she’s not working, Heloise enjoys nothing more than traveling or hanging out with friends and taking advantage of the flexibility of schedule her job affords her. She is also an ardent philanthropist who provides support for a local homeless shelter.

Heloise – who currently works alongside her business partner and fellow broker Genevieve – is looking forward to adding additional agents to her team who share her passion for excellent customer service.

“I want to keep my team small enough that I can still provide the incredible service that my clients have come to expect,” she says.

To learn more about Heloise Nicolas, please call 514-967-7474 or email Heloise.Nicolas@RoyalLePage.ca Top Agent Magazine

Is Finding A Niche Market Right for You?

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

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

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

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

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

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 19

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

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

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

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

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

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 20

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

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

Are you already serving a niche?

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

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

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

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

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KARIM THIBAULT-HADDAD “I always give 100% of my attention to my clients,” Karim Thibault-Haddad explains, while discussing his journey into real estate. People-oriented with an entrepreneurial spirit, Karim found his true calling as an agent. After studying marketing in college, Karim was looking for a way to combine his love of advertising, administration and carpentry into one career path. “I realized becoming a broker was one way I could utilize all of those interests,” he says.

“So I took the classes and got started.”

From the very beginning, Karim decided to prioritize his clients’ experience, putting their needs above everything. “I’m not looking to push them into making a decision. If I don’t think it’s a good fit, I will tell them.” Serving the southwest region of Quebec and based in Joliette, nearly all of Karim’s business is based on referrals.

“I care about my clients,” Karim says. “Whether it’s a $100,000 house or a million dollar one, my service remains the same. I will do everything I can to deliver results to my buyers and sellers.” Buyers who work with Karim receive guidance and respect, as he listens carefully to their needs and develops a plan to help them achieve their goals. When it’s time to submit an offer, Karim negotiates and secures them the best deal possible. For his sellers, he implements thorough marketing strategies to spread the word far and wide about listings. “I will go into boutiques and purchase things to make my seller’s home look its best,” he says. “I’ll then have it photographed, and I will make sure that the pictures are perfect.”

After the transaction, clients love spreading the word about his work. One recently said, “Excellent service from Karim. He was a great help to us in finding a property that perfectly meets our needs.

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He made the whole buying and negotiating process much easier with his knowledge. Whether to sell or buy, I recommend him!” Another wrote, “Impeccable service and he knows how to put us in confidence and takes time to understand our needs.”

During the few hours that Karim isn’t working, he’s giving back to his community through various associations and fundraisers. When he has free time, he’s playing volleyball, skiing, or parachuting. “I love to be on the lake as well and enjoy the sun,” he says.

As time goes on, Karim’s passion for what he does only continues to grow. He can’t see himself anywhere else, and is excited about the limitless possibilities for learning and growth that this career presents. “The industry is always changing, and eventually it will become very technology-driven. I want to be a part of that by bringing in new technology for my clients to utilize and continuing to develop more skills.”

For more about Karim Thibault-Haddad, please call 450-803-9691 or email vendu.thibault@gmail.com Copyright Top Agent Magazine 21

JONATHAN WALLACE Jonathan Wallace spent 15 years in the television business before he began searching for a career that allowed for greater personal growth. “I wanted to be in the driver’s seat of my own success,” Jonathan says. A proud second-generation Realtor® in his third year with Keller Williams’s Team Jordan, Jonathan serves all of Simcoe County, Ontario. Repeat and referrals make up half of his business. Clients return, drawn to his personality and an ability to present complex information clearly and concisely.

“They know they can trust me,” Jonathan says, “and I always answer my phone.”

secret is that I never say no,” he shares.

Whatever the opportunity, he takes it.

Hypothetically, if someone wanted him to sell their vacant lot, and he could only make $300 from the transaction, he would still accept the offer where others might overlook the opportunity. The way Jonathan sees it, that very client might eventually convert to ten more transactions. If you don’t take every piece of your business as seriously as you would the $2 million listings, you might miss out. “Sometimes the small fish turns into the big fish,” Jonathan says. Each new day brings him an opportunity to meet 20 new people and a prospective referral.

To nurture leads, Jonathan uses a six-point system, preferring phone communication over messaging. “I offer a personal touch,” he explains. “People miss that these days.” Typically, these are not real estate-driven messages. He simply checks in. If it is a new home buyer, he will ask about the house or the family. Christmas, holidays, and birthdays are obvious touchpoints. Then there is the marketing perspective; Jonathan’s team is on the creative leading edge.

They provide high-quality professional photography, staging, and other services that other agencies in the area typically cannot. Personally, Jonathan is a member of three Boards, which offer him exposure to local Realtors® and more than 53,000 agents in the Toronto area. This visibility pays off. Last year, his sales totaled $20 million. This year, he has more than doubled that output, with sales volume currently over $49 million.

Jonathan loves real estate. His favorite aspect of the profession is helping people move forward in their personal and financial growth by creating a) passive income or b) generational wealth for their families.

Jonathan says, “I find that helping clients achieve their dreams an extremely rewarding experience.”

In anything Jonathan has succeeded in, he never feels like a natural. This uncertainty motivates him. “My

Besides helping clients, Jonathan has a passion for service to others. He participated in 15 off-shore service missions through Rotary International, providing assistance to the poor and disadvantaged. An accomplished ice hockey referee, supervisor, and instructor, Jonathan has mentored well over 1,500 minor hockey referees across Ontario. When he finds free time, he snowmobiles, golfs, and recently took up curling. For the future of his business, Jonathan’s five-year goal is to transition from full-time production to a leadership and mentorship role. “I look forward to coaching a team of high-performing agents within our team environment,” he says, “so I can share all that I have learned.”

You can reach Jonathan at: Jonathan@teamjordan.ca, teamjordan.ca, realtor.ca/agent/2069266/jonathan-wallace-372-king-street-midland-ontario-l4r3m8, cell: 705-433-2525. www.

www.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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SAMUEL ARCAND Born and raised in Quebec, Samuel Arcand has always been drawn to real estate. When he was younger, he had a chance to learn the business from the ground up from his father, a real estate entrepreneur in the region who always taught him the values of hard work and discipline. At eighteen years old, Samuel decided to jump into the business and pursue his real estate license—and the rest is history.

In the years since, Samuel has built on his core foundations in real estate to find fast success as an agent, establishing a network of satisfied clients and colleagues that spans Quebec. Today, he is a Residential Real Estate Broker with RE/MAX Imagine, where he assists clients throughout Longueuil and the surrounding areas. There, he has cultivated a distinct workflow around unmatched standards of service, integrity, and open communication, meeting the needs of sellers and investors of all kinds.

When listing a home, Samuel offers his clients a comprehensive and personalized strategy. Alongside his elite real estate coach, he helps his clients fully prepare their property for the market. From there, he broadcasts their listing to a blend of highly targeted digital and social media campaigns, as well contacting his investors network in the surrounding neighborhoods—all to give his sellers an added advantage. While negotiating tirelessly on his clients’ behalf, he leverages the extensive resources available at RE/MAX Imagine to generate even more buzz around their home.

Elsewhere, Samuel is just as hands-on with his clients, leaning on his background as a longtime resident of Longueuil to identify the right strategy for their best interests. From start to finish, he is there for them, catering his approach to their individual needs and including them each step of the way. Moreover, he keeps in touch long after the deals are done through frequent check-ins to serve as an ongoing resource and cultivate a lasting relationship with every client. Since launching his career, he Top Agent Magazine

has earned a fantastic reputation across Quebec, as evidenced by his outstanding rate of repeat clients and referrals.

And with his volume maintaining its rapid growth, Samuel remains focused on the proven values that have brought him to real estate in the first place. “Real estate requires a great deal of discipline and organization,” he says. “Because of that, I’m always following up with my clients and bringing them into the process to ensure I meet their needs. Whether I’m fielding a question or negotiating their transaction, they know they can come to me for anything.”

Outside his career, Samuel enjoys bodybuilding, spending time with his girlfriend, friends and family, and enjoying all that Quebec has to offer. But he also has exciting ambitions for the future of his business. In the months ahead, he intends on growing a team while deepening his work with new construction projects in his community. Through it all, though, he most looks forward to the new clients and possibilities that await in his hometown.

“I love helping people,” he says. “When you change someone’s life for the best, they will change yours for the best. My goal is to exceed the expectations of my clients by accompanying them in the sale and purchase of their properties with integrity, loyalty and empathy; that’s what drives me each day.”

To learn more about Samuel Arcand email samuelarcand@outlook.fr or call (514) 654-7008 Copyright Top Agent Magazine 25

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