CANADA 12-6-21

CANADA EDITION

5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

3 BEYOND-THEOFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM

FEATURED AGENTS

LAUREN BRUS MATHAN MARKANDU SYLVIA MICHALSKI COVER STORY

DEJAN KALAJDZIC

CANADA EDITION

SYLVIA MICHALSKI MATHAN MARKANDU LAUREN BRUS

a restaurant owner for could te When it comes to his I listings In 2005, left his job at the Having time tobeen and raised in the QuébecMathan province, Through the years, Lauren’s hands-on 20 years, Sylvia Michalski knows a I suggeste 23 9 19 20 the en Brus has always been drawn to repuuses professional photogra start working inreal real estate full time as a approach has earned her a fantastic thing or two about excellent customer flooring.

O ® and got her start ., She in the industry after tation throughout Canada, as evidenced staging to highlight theto best fe . He had long been interested in Currently Realtor service. a real estate agent help br ning and market, commer-and was fascinated by her strong the rateGreater of repeateach clients and then markets ved in her residential home, thet the home byclients serving throughout not have drafting license, when she accepted referrals.

Along the way, though, she love Montreal area, she decided to switch placem o the industry. He now works with Century sively online through the social sition construction has also carved out a specialty in selling career paths and obtained her residenit was all ple to with an21area in Ontario and has become considered the MLS to ensure they garnw any.

While serving as an intermediary vacant lots and acreage, recalling her own tial, commercial, and mortgage license ome.” mum exposure from buyers w an elite agent in the area. Through a 12 years ago.

An import een various contractors and builders, upbringing in the farmlands of Québec.

He also advertises locally to winning combination of excellent comher attenti would learn the housing industry from e, and keeps ny questions interest in the propertya professio closer munication and to detail, Mathan Patient, kind, and ofservice-oriented, round up, which laterKALAJDZIC inspired herattention to Outside real estate, Lauren is deeply SYLVIA MICHALSKI LAUREN BRUS MATHAN MARKANDU DEJAN transaction. above and beyond to help her listing Mathan stays busy helping ma built® a storied career as a realSylvia estategoesinvolved h to her career as ahas Realtor. with her community, contributing er ensure her clients achieve their real estate with poten and confifind success agent, and his reputation precedes him as to organizations in her hometown, Ayer’s year after year, a Dejan says. goals. She realizes the magnitude of the “Being tra most a our decade since, Lauren has truly seen in it all as Cliff.

In the process meantime, she forward enjoys supporting assorted develop to maintaining that high level of p a Top Producing agent Canada. transaction and how important and stressful it show potential.

I show eneficial and ent, applying her background in construction to local andclients. activities throughout thecome. summer.imperfect of both the re the years to can beevents for many Withinso many different things ” Due to his atepersonal a network ofInsatisfied clients and colleagues When she’s not with clients or giving back, she can beShe also helps buyers e nd to consider and afinds great potential for becoming overterms of communicating with clients, Mathan opular with pans the province. shelasting is a Residential tending to the horses on getting in touch Sylvia works tirelessly educate herMathan clients property with digital In her histofarm, free time, loves traveling arounds that Today, building relationships found iswhelmed, incredibly importcommunity, Estate with nature, enjoying all experience Québec hasfortoeveryone offer. from repeatBroker with RE/MAX D’Abord, where CONTENTS and make it and a sound learning French or Spanish, Sylv ant, as is consistent contact and honest communication. and meeting all kinds of different people. He involved. “I want everyone to be pleased with the clients’ language prefere ssists clients throughout Magog and the surworking be hard, and focusing more on the Mathan’s team keeps themselves available to answerit maykeep transaction.

If forced, notexciting necessarily ding Going forward, Lauren has plansmeant for the ar withareas the of Québec. Fluent in both French and ofher things as loves he pushes the quality list clients’ questions andethic helpwith them future solve problems, and e he works to be,” she explains.

A people person, she helpSylvia’s planof forhis the futu sh, she has combined her tireless work of her business.

As volume maintains its 4) 5 SOCIAL MEDIA MISTAKES 15) 3 BEYOND-THE-OFFICE knowledge ing clients the homefurther. of dreams.

“Sellingthough, excellent se For expanding Mathan, thewith most importa they stick by their clients every step ofher the way. find “Client enchant steady growth, sheACTIVITIES intends ontheir further herclients rket trends. for client service to meet the needs of REAL ESTATE AGENTS MUST TO A ® INSPIRE or buying your home is the start of a new chapter.

I the way things are going French and a Realtor while connection is very important toclient us,” base Mathan says. theofregion—all is patience. s and sellers alike. throughout scaling“Patience is so vital t eople in his want that chapter toCREATIVE start right.” helping people sell and AVOID BUSINESS BOOM “We work to ensure every singletheone of ourofclients’ do,” heconsistently says. “Real set estate can be incredibly com standards service that have herenjoy. ound workMy goal is to con nt planning nedlisting a property, Lauren is there for her clients apart in the community she loves.

“I’m taking the needs is met.”

Mathan stays in touch with past clients and keeping a level head and taking measured Clients who’ve worked with Sylvia know that she is here the COOPERATION, NOT start to finish. 6) After helping them prepare their future as it comes,” she says.

“Right now, I’m gaining through personal visits, and his hands-on approach has tomile, everything that’s happening helps keep both always willing to go the extra a trait that’s helped 21) CONCIERGE CARE: for the market, she shares it via a blend of targeted terrific business by word-of-mouth, and I’m more thanIf you’re looking for COMPETITION, CREATES her amass a loyal network of referrals.

“I go above led to the cultivation of a flourishing referral base. He and the client on track.”

SERVICES THAT LURE l and social media campaigns; meanwhile, she ready for it.

But above all, I will continue going above and beyond the responsibilities of a real estate agent.

MUTUAL currently getsSUCCESS 90% of his FOR business from referrals and who is both a reliable negotiator and a comfor CLIENTS TRANSFORM Developing with mybuyers clients AND isand crucial during the es the full suite of resources offered through and beyond trust for all my sellers—whether repeat clients. ence during the transaction process, look no fu AGENTS process.

I do everything in my power to make my cliMAX Québec to give her clients international visibil- they are new or repeat clients.”

YOUR REPUTATION ent’s dream home a reality,”Mathan she says, Markandu! recalling a time suring an efficient sale that maximizes their value.

As a native of Sri Lanka and a pillar hisout local comsheof went of her way to make sure her client was ablewithin to get the best result on a limited budget. Recently, munity, Mathan’s diverse experience the world where, Lauren is just as attentive when assisting I was working with a client who was retiring and had of real estate allows him to find specific to his uyers, leveraging extensive knowledge of solutions Phoneher310-734-1440 | Fax 310-734-1440 a strict budget. She wasn’t thrilled with the options clients’to needs, regardless ofthe the circumstances.

Mathan ruction and renovations help them uncover available on the market within her price range. But, mag@topagentmagazine.com | www.topagentmagazine.com home for their is besta interests.

In fact, she with keeps an unmatched real estate veteran of a place that had been on the I dug deeper,depth and found ntact long after the closing to provide ongoing No portion of this issue may be reproduced in anymarket manner whatsoever priorthe consent the publisher. for a while.without Ihe figured sellerofmight be openTop Agent To learn more ab expertise, and through hard work and dedication, is published Feature Publications GA,toInc. Although precautions are taken to ensure the accuracy email sylviamicha ort and make Magazine certain they arebyresults satisfied in their negotiating thewith. price. Unfortunately, the whole place of published getsthat consistent for every client he works materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

or call (5 was carpeted, and my client was allergic to carpets. homes. “Because of my professional background To subscribe or change address, send inquiry to mag@topagentmagazine.com. nowledge inPublished construction, I can help my clients in the U.S. Mathan’s connection with many different cultures ast their purchase and give them suggestions for around the world allows him to relate to many different To learn more about Lauren Brus e projects,” she says. “For me, it’s not just about Lbrus@remax-quebec.com, and his adaptability makes himemail well-equipped ransaction; it’s people, about developing a long term Contact Robin Wilson at 847-207-1975 or email visit LaurenBrus.com (819)Robin@ChicagoToNorthShore.co 574-4311.

Top Agent Magazine to overcome any obstacle that might arise during a or call n for their2 property.” www.

transaction. An incredibly versatile agent, Mathan finds

To contact Mathan call (416) 888-

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

Top Agent Magazine

3

5

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

4

Top Agent Magazine

Top Agent Magazine

1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

4

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

5

Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

Top Agent Magazine

5

TopTop Agent Magazine Agent Magazine

Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

6

“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

Top Agent Magazine ®

Top Agent Magazine

Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

Top Agent Magazine ®

7

co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

8

willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

Top Agent Magazine ®

Top Agent Magazine

DEJAN KALAJDZIC

Top Agent Magazine

9

DEJAN KALAJDZIC

“I do everything in my power to ensure my clients feel comfortable and confident throughout the process.

I aim to earn their trust and develop our relationship to be mutually beneficial and last far past the closing date.”

Dejan Kalajdzic first started working in real estate in 2012 – his mother had been an agent for a decade at the time, and he was looking for something to do on the side while he was working full-time for the government as an HR Specialist. He 10

did real estate part-time for several years, but eventually grew to enjoy it so much that he quit his government job in 2018 to pursue real estate full-time. Since then, Dejan has done incredibly well for himself in Gatineau, Quebec, where he Top Agent Magazine

lives. He provides phenomenal service to myriad clients in the area by offering candid insight and leveraging his considerable experience to get them consistent, efficient results. Dejan is best known for selling high end condos but he also enjoys Top Agent Magazine

selling any other types of properties.

One of Dejan’s primary tenets as a Realtor® is his honesty. He keeps clients informed and prepared at every step of the process, delivers information in a way that 11

“I’ve lived here the majority of my life, and I am heavily involved in my community. I love introducing people to the place I call home.” is both helpful and digestible, and keeps himself available to answer any questions that might come up during the transaction.

“I do everything in my power to ensure my clients feel comfortable and confident throughout the process,” Dejan says.

“I aim to earn their trust and develop our relationship to be mutually beneficial and last far past the closing date.” Due to his transparent communication and personal approach, Dejan is very popular with homebuyers and sellers in his community, and gets 75% of his business from repeat clients and referrals.

Dejan is intimately familiar with the Ottawa/Gatineau area where he works and lives, and has significant knowledge when it comes to local market trends.

He is trilingual in English, French and Serbian, and knows many people in his region through his background working for the government, event planning and bar industry. “I’ve lived here the 12

Top Agent Magazine

majority of my life here, and I am heavily involved in my community,” Dejan says.

“I love introducing people to the place I call home and helping people make their real estate dreams come true.” Dejan’s knowledge of his locale is second to none, and allows him to help people in diverse and meaningful ways when buying or selling a home. Dejan is immersed in the Serbian community in his area, and has been planning events and parties for the younger crowd among them for the last 15 years, keeping his relationship with them alive.

In terms of marketing, Dejan finds that the best results come from advertising his

Top Agent Magazine

13

listings extensively online, particularly through Facebook and Instagram. He crafts engaging listings for each property featuring professional photography that generate exposure from prospective buyers both locally and abroad. Dejan is an incredibly prolific producer, on track to close 100+ transactions by the end of this year, and is only hoping to increase that

number year to year as time goes on.

Dejan got his brokerage license last year, and is looking forward to developing a team and opening his own office next year.

If you’re looking for quality real estate service in Quebec from someone with deep knowledge and effortless charisma, get in touch with Dejan Kalajdzic today!

You can contact Dejan at (819) 328-8469 or dejanrealtor@gmail.com, and you can visit his website at lionimmobilier.ca for more information. www.

14

Top Agent Magazine

3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of Top Agent Magazine

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

Top Agent Magazine ®

15

To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

16

Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime.

Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

Top Agent Magazine ®

Top Agent Magazine

Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is.

However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, Top Agent Magazine

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

Top Agent Magazine ®

17

See new sights.

If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

18

your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.

However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

Top Agent Magazine ®

Top Agent Magazine

LAUREN BRUS Born and raised in the Québec province, Lauren Brus has always been drawn to real estate. She got her start in the industry after obtaining her residential and commercial drafting license, when she accepted a position with an area construction company. While serving as an intermediary between various contractors and builders, she would learn the housing industry from the ground up, which later inspired her to launch her career as a Realtor.® In almost a decade since, Lauren has truly seen it all as an agent, applying her background in construction to cultivate a network of satisfied clients and colleagues that spans the province. Today, she is a Residential Real Estate Broker with RE/MAX D’Abord, where she assists clients throughout Magog and the surrounding areas of Québec. Fluent in both French and English, she has combined her tireless work ethic with her penchant for client service to meet the needs of buyers and sellers alike.

When listing a property, Lauren is there for her clients from start to finish. After helping them prepare their home for the market, she shares it via a blend of targeted digital and social media campaigns; meanwhile, she utilizes the full suite of resources offered through RE/MAX Québec to give her clients international visibility, ensuring an efficient sale that maximizes their value.

Elsewhere, Lauren is just as attentive when assisting her buyers, leveraging her extensive knowledge of construction and renovations to help them uncover the right home for their best interests. In fact, she keeps in contact long after the closing to provide ongoing support and make certain that they are satisfied in their new homes. “Because of my professional background and knowledge in construction, I can help my clients see past their purchase and give them suggestions for future projects,” she says. “For me, it’s not just about the transaction; it’s about developing a long term vision for their property.”

Top Agent Magazine

Through the years, Lauren’s hands-on approach has earned her a fantastic reputation throughout Canada, as evidenced by her strong rate of repeat clients and referrals. Along the way, though, she has also carved out a specialty in selling vacant lots and acreage, recalling her own upbringing in the farmlands of Québec.

Outside of real estate, Lauren is deeply involved with her community, contributing to organizations in her hometown, Ayer’s Cliff. In the meantime, she enjoys supporting assorted local events and activities throughout the summer.

When she’s not with clients or giving back, she can be found tending to the horses on her farm, getting in touch with nature, and enjoying all Québec has to offer.

Going forward, Lauren has exciting plans for the future of her business. As her volume maintains its steady growth, she intends on further expanding her client base throughout the region—all while scaling the standards of service that have consistently set her apart in the community she loves. “I’m taking the future as it comes,” she says. “Right now, I’m gaining terrific business by word-of-mouth, and I’m more than ready for it. But above all, I will continue going above and beyond for all my buyers and sellers—whether they are new or repeat clients.”

To learn more about Lauren Brus email Lbrus@remax-quebec.com, visit LaurenBrus.com or call (819) 574-4311. www.

19

MATHAN MARKANDU In 2005, Mathan left his job at the time to start working in real estate full time as a Realtor®. He had long been interested in the home market, and was fascinated by the industry. He now works with Century 21 in Ontario and has become considered an elite agent in the area. Through a winning combination of excellent communication and attention to detail, Mathan has built a storied career as a real estate agent, and his reputation precedes him as a Top Producing agent in Canada.

In terms of communicating with clients, Mathan finds that building lasting relationships is incredibly important, as is consistent contact and honest communication.

Mathan’s team keeps themselves available to answer clients’ questions and help them solve problems, and they stick by their clients every step of the way. “Client connection is very important to us,” Mathan says.

“We work to ensure every single one of our clients’ needs is met.” Mathan stays in touch with past clients through personal visits, and his hands-on approach has led to the cultivation of a flourishing referral base. He currently gets 90% of his business from referrals and repeat clients.

As a native of Sri Lanka and a pillar of his local community, Mathan’s diverse experience within the world of real estate allows him to find solutions specific to his clients’ needs, regardless of the circumstances. Mathan is a real estate veteran with an unmatched depth of expertise, and through hard work and dedication, he gets consistent results for every client he works with.

Mathan’s connection with many different cultures around the world allows him to relate to many different people, and his adaptability makes him well-equipped to overcome any obstacle that might arise during a transaction. An incredibly versatile agent, Mathan finds a way to help people accomplish their goals no matter the circumstances, and he is a Realtor® you want on your side when buying or selling a home.

20

When it comes to his listings, Mathan uses professional photography and staging to highlight the best features of each home, then markets them extensively online through social media and the MLS to ensure they garner maximum exposure from buyers worldwide.

He also advertises locally to generate interest in the property closer to home.

Mathan stays busy helping many clients find success year after year, and looks forward to maintaining that high level of production in the years to come.

In his free time, Mathan loves traveling around the world and meeting all kinds of different people. He hopes to keep working hard, and focusing more on the seller side of things as he pushes the quality of his listings even further. For Mathan, though, the most important quality of a Realtor® is patience. “Patience is so vital to what we do,” he says. “Real estate can be incredibly complicated, and keeping a level head and taking measured responses to everything that’s happening helps keep both the agent and the client on track.” If you’re looking for a Realtor® who is both a reliable negotiator and a comforting presence during the transaction process, look no further than Mathan Markandu!

To contact Mathan call (416) 888-5730, email mathan7@gmail.com or visit mmhomes.ca for more informatioin. www.

Top Agent Magazine

Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

Top Agent Magazine

Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

Top Agent Magazine ®

21

sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 22

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

Top Agent Magazine ®

Top Agent Magazine

SYLVIA MICHALSKI Having been a restaurant owner for 20 years, Sylvia Michalski knows a thing or two about excellent customer service. Currently a real estate agent serving clients throughout the Greater Montreal area, she decided to switch career paths and obtained her residential, commercial, and mortgage license 12 years ago.

Patient, kind, and service-oriented, Sylvia goes above and beyond to help her clients achieve their real estate goals. She realizes the magnitude of the transaction process and how important and stressful it can be for many clients. With so many different things to consider and a great potential for becoming overwhelmed, Sylvia works tirelessly to educate her clients and make it a sound learning experience for everyone involved. “I want everyone to be pleased with the transaction. If forced, it may not necessarily be meant to be,” she explains. A people person, she loves helping her clients find the home of their dreams. “Selling or buying your home is the start of a new chapter. I want that chapter to start right.”

Clients who’ve worked with Sylvia know that she is always willing to go the extra mile, a trait that’s helped her amass a loyal network of referrals. “I go above and beyond the responsibilities of a real estate agent.

Developing trust with my clients is crucial during the process. I do everything in my power to make my client’s dream home a reality,” she says, recalling a time she went out of her way to make sure her client was able to get the best result on a limited budget. Recently, I was working with a client who was retiring and had a strict budget. She wasn’t thrilled with the options available on the market within her price range. But, I dug deeper, and found a place that had been on the market for a while. I figured the seller might be open to negotiating the price. Unfortunately, the whole place was carpeted, and my client was allergic to carpets.

Top Agent Magazine

I could tell that she loved the place, so I suggested that we go and shop for flooring. Once done, I asked my brother to help bring up the wood so she would not have to pay the delivery fee. She got the place of her dreams, and I made sure it was all within her budget.”

An important part of Sylvia’s success is her attention to marketing. She invests in a professional photographer to show off her listings but always remains honest with potential buyers about the property.

“Being transparent is important. I like to show potential. I show everything, the good and the imperfect of both the residence and the community.”

She also helps buyers envision the capacity of each property with digital staging. Working in English, French or Spanish, Sylvia is equally comfortable with clients’ language preferences.

Sylvia’s plan for the future is to continue providing her clients with excellent service. “I’m really happy with the way things are going. I get tremendous satisfaction helping people sell and buy homes that they love and enjoy. My goal is to continue growing.”

To learn more about Sylvia Michalski email sylviamichalski@royallepage.ca, or call (514) 984–1169 23 Copyright Top Agent Magazine

24

Top Agent Magazine