CANADA 12-5-22

CANADA EDITION

24-HOUR TOUCH-UPS

3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

TO MAXIMIZE YOUR PRICE LIST

ARE YOU A VALUE-ADDED AGENT?

Every Player is Valuable:

HOW TO BOOST YOUR TEAM’S MORALE

FEATURED AGENT

RAJANI SURESH COVER STORY

MARIUS MITROFAN

mailto:mag@topagentmagazine.com

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com.

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MARIUS MITROFAN

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Top Agent Marius Mitrofan is the Broker of Record for the Marius Mitrofan Group, powered by RE/MAX Prime Properties, where he assists clients throughout Toronto and the surrounding areas.

You might say that Marius Mitrofan has always possessed an entrepreneurial spirit.

Originally from Romania, he relocated to Canada in 2001 in search of a better life.

Working to overcome the language barrier with limited connections in the area, he got his start as a mechanical designer in the construction industry, but as he strengthened his roots in Toronto, he later decided to pursue his real estate license. Upon joining RE/MAX 8Copyright Top Agent Magazine

Realtron Realty, he would complete 32 transactions in his first year as an agent, earning 100% Club and RE/MAX’s Rookie of the Year honors in 2006. The rest is history.

Marius has gone on to author an accomplished career in real estate, distinguishing himself as a Platinum Producer, Chairman, Titan Club member and Diamond awards winner for the last 2 years. Today, he is the Broker of Record Top Agent Magazine

for the Marius Mitrofan Group, powered by RE/MAX Prime Properties, where he assists clients throughout Toronto and the surrounding areas. Having exceeded $60 million in volume and achieved Diamond Producer status in 2021 alone, he has established a

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boutique workflow to meet the needs of any buyer or seller.

When listing a property, Marius equips his clients with one-of-a-kind service to maximize the value of their home. Right from the start,

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“I truly respect the work,” Marius says. “Life has taught me that if you want to achieve something, you have to commit, work hard, and be smart. At the end of the day, your clients will see the difference.” he personalizes his approach to their needs, identifying their property’s current worth and crafting a plan to enhance its value. From there, he provides a one-stop-shop for all their property renovations, connecting them with professional staging services through his wife and refurbishing their home to make sure it stands out above the rest.

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Along the way, Marius helps his clients with moving, decluttering, or storing their current furniture to ensure a seamless transaction throughout. “Clients appreciate outstanding service,” he says. “In my experience, roughly 33% of a successful sale comes down to whether or not a property looks great. Another 33% comes from the quality of its staging.

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And the final 33% comes down to pricing that attracts multiple buyers. If you focus on these factors, you’ll excel for your clients.”

Elsewhere, Marius is just as attentive when assisting his buyers, thoughtfully guiding them to the right investment for their best interests. Over the years, he has earned a fantastic reputation throughout Toronto, with the majority of his volume coming from repeat clients and referrals.

Outside of real estate, Marius is dedicated to his community, ranking among the Top 10 donors for Sick Kids Foundation Hospitals in all of RE/MAX Canada in 2021. When he’s not giving back, he can be found spending

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time with his family. In fact, for him, real estate is very much a family business; not only is his wife a prominent home stager in Toronto, but his son has recently attained his own real estate license and joined the Marius Mitrofan Group.

As of June, 2022, Marius has been ranked among the Top 40 RE/MAX agents Worldwide. Reflecting on the remarkable success he has cultivated from his humble start as a Romanian immigrant, he returns to the leading standards that set him apart. “I truly respect the work,” he says. “Life has taught me that if you want to achieve something, you have to commit, work hard, and be smart. At the end of the day, your clients will see the difference.”

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For more about Marius Mitrofan, call (416) 828-9064, email mariusmitrofanrealestate@gmail.com, or visit him online at MariusMitrofan.com www.

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 13

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

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Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where Top Agent Magazine

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

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can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately.

Individually, these bit to-do list items might seem like extra work without the promise of 20

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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RAJANI SURESH Meet Rajani Suresh, a rising star and top-producing real estate agent based in Toronto, Ontario. Rajani became licensed in 2018 and has propelled forward in the industry while she specializes in selling investment properties and multiplex homes. With a background in the Social Service field, financial advising, and a Bachelor of Arts in Sociology, Rajani carries diverse knowledge that allows her to provide clients with top-tier service. Before obtaining her license, Rajani was a project manager, a social worker for Save the Children UK, and a medical administrator. After being licensed for only four and half years, she has earned notable awards, including the Sales Achievement Award in 2020 and the Gold President Award in 2021 by Royal Lepage. As the founder and owner of Rajani Homes Inc & Building, Rajani’s ultimate goal is to achieve a business built entirely from repeat and referral customers. As a result of her professionalism and ability to build client relationships, Rajani’s sales volume continues to grow yearly, averaging twenty-five to thirty-five sales annually.

Since May 2018, Rajani has been a full-time agent and mainly focuses on helping clients with real estate investments.

Initially, Rajani joined Royal LePage Ignite, but recently she switched to Exp Realty due to its global presence. Rajani’s experience and strong industry knowledge allow her to deliver a unique approach to servicing customers. With her heavy online company and over 1900 followers in the Social Media Investors Group, 100% of Rajani’s leads are organically generated deals from social media. Still, her following continues to grow.

Interestingly, 70% of the homes Rajani sells are multiplex homes in Ontario; however, as an investor, she is invested in properties in Mexico, Canada, and Sri Lanka and now expanding to the United States. Furthermore, Rajani services many out-of-province clients and Realtors® who purchase and sell investment properties. She has earned all five-star reviews on Google, Facebook, and Rate My Agent, with clients describing her as “professional, ambitious, focused, and diligent.” When listing residential properties, Rajani gives clients comprehensive services to achieve high-quality dig-

ital marketing strategies. Additionally, she uses staging, social media marketing, and top-notch tools to market the property. When serving her buyers, Rajani always has her client’s best interest in helping them find the right property.

“Trust, expertise, and professionalism are how I grow my business,” she shares. Rajani knows how to do the job with her knowledge and patient demeanor.

Identified as an “investor-focused agent,” many clients flood her way to help them with their homebuying journey, including clients who already have a preferred Realtor®. Rajani will even assist her clients in obtaining the best deal with guidance through seller financing options. Receiving calls from clients regularly, Rajani shares, “clients are eager to learn from me” while she helps them find deals throughout the greater Ontario area. After switching to Exp realty, Rajani built out a small team, one she will continue to grow. Additionally, she is committed to agent development and regularly refreshes her industry knowledge through training, certifications, and specialty courses. Rajani is a Certified Real Estate Negotiation Expert (RENE) by the National Association of Realtors and certified by the Real Estate Business Institute in New Home Construction and Buyer Representation (REBAC). Shortly, Rajani will continue her studies in specialty courses such as seller representation, pricing strategy, and military relocation. One thing is sure, Rajani’s eagerness to learn as an agent is unmatched!

Despite Rajani’s phenomenal success, she loves being her client’s go-to and trusted agent. She is most passionate about helping people with their real estate needs and helping aspiring agents grow their businesses. As the Senior Marketing Director at the World Financial Group, Rajani gives back to others by assisting individuals in finding the financial means to fulfill their financial goals. As Rajani grows with Exp Realty, she plans to expand her business nationwide to twenty-one countries. Additionally, she will work diligently to double her volume each year, prioritize her clients and help them achieve their goals with investment properties & finding their dream homes. We can expect to be forever impressed and inspired by Top Agent Rajani Suresh!

To learn more about Rajani, email rajani@rajanihomes.ca, visit rajanihomes.ca or flowcode.com/page/rajanihomes or call 647-703-8361 www.

www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 22

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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