CANADA 11-7-22

CANADA EDITION

IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

FEATURED AGENTS

ANNA LITVAK JOSEPH BOBBI MAXWELL DAVID MARTIN

COVER STORY

ANNE SWIM

How to Recognize

TRUE LUXURY PROPERTIES 7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS How to Get the Biggest Recharge Out of Your Lunch Hour

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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

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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.

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ANNE SWIM

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ANNE SWIM Licensed for 9 years, Top Agent Anne Swim is a trusted resource in her community for all things real estate.

Located on the south shore of Nova Scotia, Anne and her team serve Shelburne County, as well as Yarmouth and Queens counties.

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uided by a strong sense of ethics and integrity, and propelled by a driven work ethic, Anne Swim thrives on helping her clients achieve their real estate goals. Anne recalls that her interest in real estate began at a very young age. “When I was about four or five years old, my grandma had her real estate license,” Anne says. “I used to get all of her big notepads that were around the house, fill them out, and pretend I was a real estate agent!” This early interest was rekindled later on, at age 19, when Anne took a business course and did her work placement at a local real estate

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office. “I shadowed the broker around, and found that I really liked it,” Anne says. She put aside her interest in real estate to go into business for herself and run multiple retail businesses for close to 15 years, but when it was time for a change, Anne decided to take the leap and pursue her passion for real estate full-time. Now licensed for 9 years, Anne is a trusted resource in her community for all things real estate.

Located on the south shore of Nova Scotia, Anne and her team serve Shelburne County, as well as Yarmouth and Queens

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counties. Having been born in a neighboring community to Shelburne (Lockeport) Anne has been able to witness the growth of two communities and has roots in both.

“Being a business owner in a small town provides many opportunities to form relationships with a wide variety of community members,” Anne says. “I think that is why my transition to full-time REALTOR® was smooth, as I get to work closely with our community members old and new.”

A significant portion of Anne’s business comes from repeat and referral clients, a

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testament to the strong bonds she forms and the confidence she inspires. “It’s extremely important in this business to be honest and have integrity,” Anne explains. “We work out of a small area, so we really want to make sure we’re taking care of our clients in the best way we possibly can.”

When it comes to marketing listings, Anne’s team take full advantage of social

media and online marketing tools. In addition to promoting her listings on the MLS and syndicated websites, Anne’s team maintain a strong Facebook presence. “We make sure we keep all of our listings up-to-date on Facebook, because it has been a great tool for us,” Anne says.

The results stand out. Anne has been part of an Award winning team for the past several years, and they reached Platinum level in their very first year.

“It’s extremely important in this business to be honest and have integrity,” Anne explains. “We work out of a small area, so we really want to make sure we’re taking care of our clients in the best way we possibly can.”

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Community involvement is important to Anne and her team, and they have volunteered at various community events.

She is a new member to the Shelburne Chamber of Commerce and hopes to make a more active role in the upcoming future. When she’s not working, Anne enjoys spending time with her daughter, who is now in her third year of university, as well as with family and friends.

Looking toward the future, Anne says, “I will continue to grow my business, and possibly grow my team so I can help others reach their goals. My goal is to grow personally while also growing my Top Agent Magazine

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business, and to be able to balance the right combination of the two.” Above all, Anne looks forward to continuing to serve her clients and her community.

“I’ve always been interested in sales, and I enjoy working with people,” she says. “I really like meeting different

people, and with some clients it turns into a friendship, which is so nice. Most of the time when someone’s buying a house, it’s a happy event, and I get to help them fulfill a dream that they have for themselves and their family. It’s very rewarding, and I love what I do.”

To find out more about Anne Swim, please call (902) 875-6525, email anneswim@kw.com, or visit kwhalifax.com/agents www.

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans14

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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ANNA LITVAK JOSEPH, PREC With a rich sales background, as well as experience as a both a business owner and a private real estate investor, Anna Litvak Joseph brings a lot to the table. Anna’s first taste of the real estate business was purchasing and flipping her own condominium when she was just 23 years old. From there, Anna and her husband acquired other investment properties to renovate and sell. They realized that they could save commission fees if Anna served as their agent so she completed her real estate license. That was six years ago. She quickly achieved sales recognition, reaching Medallion Club Status after just two years in business. Today she leads a team of five as founder of BC Prime Real Estate Group.

Anna’s team represents the Greater Vancouver and Fraser Valley region of British Columbia. The area is a rich agricultural center hosting local farms, wineries and microbreweries. This coastal region is also home to mountains, rivers, and rainforests with a wealth of outdoor recreation opportunities from golf to fishing, hiking, camping and paddling. The City of Vancouver offers all the amenities typical of a large urban center from sports to live music and theater as well as shopping, restaurants and museums, all surrounded by beautiful wild nature. The area offers something for everyone from tourists to residents. Anna’s team specializes in helping those relocating to the area.

With 90% of her business coming through repeat clients and referrals, Anna sets herself apart by serving more as a counsellor than a salesperson. She is conscientious about staying involved in every client’s property search and takes time to review listings daily to make sure her clients don’t miss out on properties that might be a good fit. Anna listens to her clients and develops lasting, trusted relationships while trying to help them find the best home to match their goals and dreams as well as their budget.

That includes video tours of the property, drone footage and professional photography as well as videos that introduce buyers to the lifestyle and feel of the neighborhood and surrounding area and hosting polished, professional open houses. Anna’s team also utilizes social media as a marketing tool and a way to stay in touch with clients and host a YouTube channel posting new videos every week to promote listings and educate buyers about the Vancouver area.

When she’s not working, Anna participates in the local community serving on the Board of Directors of a nonprofit organization and volunteering with the school her children attend. She also loves to spend time with friends and family, support small businesses, and travel whenever possible. Anna hopes to continue building on her success by expanding the team and eventually bringing a high level of service to the whole of British Columbia.

To learn more about Anna call 604-442-9422, email anna@bcprimerealty.com, or visit her website: BcPrimeRealty.com You can also visit the BC Prime Real Estate Group channel on YouTube. www.

Anna invests in top-quality professional services when putting together a marketing package for new listings.

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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BOBBI MAXWELL Frequently recognized as “The Agent on the South Shore with a Southern Accent,” Bobbi Maxwell took a winding road to her current status as a leading REALTOR® in her region. Originally from the United States, she would relocate to Nova Scotia as an adult to pursue a career in the optical field. In 2007, she and her husband packed up and then moved to the mountains of Central Mexico where they volunteered at a local orphanage, an experience that further highlighted the compassionate spirit and drive to help others that she would later leverage to excel as an agent.

Upon returning to Nova Scotia, Bobbi decided to transition into real estate in 2014, drawing from her deep ties in the area to build an extensive network of satisfied clients and colleagues. Today she is a REALTOR® with EXIT Realty Inter Lake Liverpool, where she assists clients throughout the South Shore and surrounding communities, having established a dynamic workflow to meet the needs of any buyer or seller.

When listing a property, Bobbi offers her clients a multi-platform approach. Starting out, she helps them fully prepare their home for the market, providing them with everything from professional photography services to live video snippets and virtual walk-throughs to showcase the distinct identity of their property. From there, she shares their listing via a highly targeted blend of digital and social media campaigns, ensuring a seamless transaction throughout.

Elsewhere, Bobbi is just as attentive when assisting her buyers, leaning on her acute knowledge of the South Shore to uncover the right investment for their best interests. Having been ranked among the top producers in the region in each of these past five years, she remains committed to the core values that set her apart. “I truly get to know my clients,” she says. “That starts with being as transparent and available to them as possible, not to mention going above and beyond to meet their needs.”

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Bobbi is also dedicated to her community at a provincial and federal level. On top of volunteering throughout the year, she is on the Board of Directors for the Nova Scotia Association of REALTORS®, serving on its Professional Standards Committee, Bylaws Committee, and Provincial and Municipal Action Committee. Meanwhile, she is President of the Barrington and Area Chamber of Commerce and a member of the Planning Advisory Committee for the Municipality of the District of Barrington.

“I’m not only a REALTOR® for my buyers and sellers, but also for change and growth,” she says. “Above all, I care about being a voice for our province—whether that means knowing what’s in the pipeline or advocating for our region.”

Having just acquired an RV, Bobbi looks forward to taking her penchant for client service on the road, with plans to travel back to the United States to attend an upcoming EXIT Realty convention this fall. Now in the process of becoming a Managing Associate Broker, she is excited to further her mentorship work within the industry, sharing her time-tested ethical standards with the next generation of agents. And the key to her success? “I love showing clients all our community has to offer. At the end of the day, it’s never just about a sale; it’s about finding the right fit for their lives.”

For more about Bobbi, call (902) 637-7580, email bobbi.maxwell@exitinterlake.com or visit exitrealtyinterlake.com www.

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 20

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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DAVID MARTIN than transaction-focused. The relationship and the quality of service are very important for me.”

Combining a wealth of experience with a client-focused manner, David Martin helps his clients to achieve their goals through real estate. Since becoming licensed in 2000, David has concentrated on constantly improving the client experience. David recalls of his start in real estate, “I wanted to build a career on something very positive, and I thought that real estate would be awesome!”

During his time in the business, David has built one of the biggest Century 21 franchises in Canada with 120+ agents, worked as the Executive Vice President and Chief of Operations for Century 21 in the province of Quebec and has been the CEO of Via Capitale, one of the major Real Estate brand in Canada. But, for David, his passion always led him back to working directly with clients.

“I realized that the relationship aspect of this business was very, very important for me,” he explains. “For that reason, I always maintained my license, even when I was working in management or the franchise aspect of the business.

I kept it all those years because in my mind it was clear that at a certain point I would go back to working with clients.” Since doing so, David says, “I could not be happier!”

Nearly half of David’s business comes from repeat and referral clients, an impressive achievement that demonstrates his ability to forge strong connections. “I’m a better agent now than I was 23 years ago,” David says. “I’m more relationship-focused

One of the premier services David offers is a comprehensive marketing strategy for his listings. He works with a designer to redesign the property and ensure that it looks its best for photos.

“Whether it is a multimillion-dollar property or a $200,000 condo, I treat it the same,” David says. “For me it’s very important that I offer the same client experience to any of my clients.” David invests in a drone technician to capture aerial photos and creates promotional videos and sponsored posts for social media, as well as virtual staging and Matterport tours. “I offer all the services available for me to promote the property,” David says. “All of my clients receive the same service, and it pays off. The neighbors are able to see the difference between what I did and the others, and they call me because that’s exactly the kind of service they want to see for their properties.”

Looking toward the future, David plans to continue improving and providing great service to his clients. “I really think that the added value we have as an industry is the relationship we’re able to build with the consumer,” he says. “The relationship is something that cannot be duplicated.

We need to have an industry where we focus on the relationship with the consumers, and we can anticipate a great future if we focus more on the consumer than on the transaction.”

To find out more about David Martin, call him at 514-702-7717, email david@immomartin.ca. or you can find him online at immomartin.ca www.

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