CANADA 12-7-20

CANADA EDITION

1 Billion-Plus Reasons Why You Should be Active on Facebook Turn Open Houses Into

DESTINATIONS

7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS COVER STORY

FEATURED AGENTS

KEVIN APPL AMY BRAGDON CHRIS COSTABILE BENJAMIN FORBES NICK MONTALEONE POURIA SADEGHI

KIRSTEN MARTEN

CANADA EDITION

Richard Paliani is proud to congratulate

AMY BRAGDON NICK

MONTALEONE

with a passion for people a her schedule, she looks forward to giving 4 8 and getting involved 13 ago,” says Amy Bragdon. With back to her community es including running cruise ship with organizations she has contributed to in selling cars, and working in the the past. Examples of this include Habitat ustry, Amy knew that combining for Humanity and Big Brothers Big Sisters. for sales with her passion for She always supports local businesses when ould be the perfect combination she can, including purchasing her gifts, state. “My brother was doing real giveaways, signs and welcome home packhe time and he kept asking me if ages from places nearby. “Every month oin him,” she explains. “I thought, I team up with a local company to do a would be a great opportunity.” gift giveaway for likes and KIRSTEN shares onMARTEN our AMY BRAGDON on being NICK MONTALEONE featured for Canada y been a few months since Amy websites and Facebook pages, it’s a way to in Top Agent Magazine! rking as an agent, but she has already21 been boost the local awareness and build traffic to the small 27 33 39 essful. “The market is extremely hot right community businesses.” is also involved with her RICHARDAmy PALIANI Life & and Investments Advisor says. “I’ve been selling a lot.” local church, some ofFinancial her favorite things to do for Stewart Fisher & Associates Inc. fun are to travel and visit family and friends.

At age forty, Be Investment Representative he is still new to the business, because of Quadrus Investment Services Ltd. life changed on a g ctions with clients from previous industries, Based on Amy’s passion for meeting people and (O) 519.250.9777 ext #13 | (F) 519.250.0778 working for over s her brother’s clients, Amy says that about forming1 Riverside new connections, it only makes sense that Drive West #302, Windsor, ON N9A 5K3 the restaurant ind t of her business already comes from referthis is her favorite part about working in real estate. to realize the only passion for people is second to none,” she “Working with people in that capacity is amazing,” she his income would which sets her apart from other agents in the says, and she genuinely cares about helping everyone KEVIN APPL CHRIS COSTABILE POURIA SADEGHI BENJAMIN FORBES hours, and with a always goes the extra mile for her clients, and she works with reach their goals. In the future, Amy kids at home, this wasn’t an attractiv nality and dedication clearly attract them to wants to keep growing her business, including adding k to her whenever they need help. “My success people to her team. Even though her job can be stressful, he was playing in a golf tournament, ad been very much based on repeats and refershe understands the impact that she is making on her explained the real estate licensing proce y explains. “I expect that it will continue on clients, saying, “To be able to be a part of that huge Benjamin look into it. Not only did Benj rend while I am in real estate.” process is just a joy.” he’s never looked back.

BENJAMIN

POURIA SADEGHI

CONTENTS

6) HOW TO ANSWER THE and INEVITABLE QUESTION: o market her listings her business, Amy iety of tactics toWHY get theSHOULD word out andIattract CHOOSE YOU?

25) TURN OPEN HOUSES INTO DESTINATIONS Five years later, he has a thriving busine

with RE/MAX LifeStyles Realty, rep

30) 7 REASONS WHY YOUR he frequently uses social media, mail-outs, Ridge, TURNING Langley, and the Tri-City area. paper advertisements share information REASONS 10) 1toBILLION-PLUS PROSPECTS AREN'T INTO properties. Additionally, because she just BE ACTIVE WHY YOU SHOULD CLIENTS Always putting his clients first, Benj ed to working inON real FACEBOOK estate, Amy has a radio building trust and creating lasting relatio ment and recently sent cards to over 300 36) 6 HABITS OF HIGHLY o make people aware new career move. MISTAKES start, he makes it clear, the client is dri 19) of5 her SOCIAL MEDIA PRODUCTIVE AGENTS keeps track of each of her clients’ birthdays At the initial meeting with a seller, Be REAL ESTATE AGENTS MUST AVOID ersaries to keep in touch with them, saying, property and discusses the client’s goa always going to be a part of my life.”

For more information about Amy Bragdon,regarding any renovations they may wan Phone 310-734-1440 | Fax 310-734-1440 a second meeting, listing documents please call 506-476-4368 or rking in the car sales industry, Amy had very Benjamin provides an overview of next email abragdon@exitadvantage.ca mag@topagentmagazine.com | www.topagentmagazine.com time, but now that she has more control over

CHRIS COSTABILE

a professional photographer and videog

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Agent Copyright Top Agent Magazine virtual 360 Top tour, andMagazine designing a person is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, strategy that includes advertising the l Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. portals, placing commercial-like videos To subscribe or change address, send inquiry to mag@topagentmagazine.com. and Benjamin’s RE/MAX LifeStyle Published in the U.S.

reaching out to his network of agents.

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Along the way, Benjamin is constan assessing the landscape, identifying po

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3

AMY BRAGDON “I started with a passion for people a long time ago,” says Amy Bragdon. With experiences including running cruise ship programs, selling cars, and working in the hotel industry, Amy knew that combining her talent for sales with her passion for people would be the perfect combination for real estate. “My brother was doing real estate at the time and he kept asking me if I would join him,” she explains. “I thought, well, this would be a great opportunity.”

It has only been a few months since Amy began working as an agent, but she has already been very successful. “The market is extremely hot right now,” she says. “I’ve been selling a lot.”

Though she is still new to the business, because of her connections with clients from previous industries, as well as her brother’s clients, Amy says that about 90 percent of her business already comes from referrals. “My passion for people is second to none,” she explains, which sets her apart from other agents in the area. She always goes the extra mile for her clients, and her personality and dedication clearly attract them to come back to her whenever they need help. “My success in sales had been very much based on repeats and referrals,” Amy explains. “I expect that it will continue on the same trend while I am in real estate.”

In order to market her listings and her business, Amy uses a variety of tactics to get the word out and attract clients. She frequently uses social media, mail-outs, and newspaper advertisements to share information about her properties. Additionally, because she just transitioned to working in real estate, Amy has a radio advertisement and recently sent cards to over 300 contacts to make people aware of her new career move.

She also keeps track of each of her clients’ birthdays and anniversaries to keep in touch with them, saying, “They’re always going to be a part of my life.”

While working in the car sales industry, Amy had very little free time, but now that she has more control over 4

her schedule, she looks forward to giving back to her community and getting involved with organizations she has contributed to in the past. Examples of this include Habitat for Humanity and Big Brothers Big Sisters.

She always supports local businesses when she can, including purchasing her gifts, giveaways, signs and welcome home packages from places nearby. “Every month I team up with a local company to do a gift giveaway for likes and shares on our websites and Facebook pages, it’s a way to boost the local awareness and build traffic to the small community businesses.” Amy is also involved with her local church, and some of her favorite things to do for fun are to travel and visit family and friends.

Based on Amy’s passion for meeting people and forming new connections, it only makes sense that this is her favorite part about working in real estate.

“Working with people in that capacity is amazing,” she says, and she genuinely cares about helping everyone she works with reach their goals. In the future, Amy wants to keep growing her business, including adding people to her team. Even though her job can be stressful, she understands the impact that she is making on her clients, saying, “To be able to be a part of that huge process is just a joy.”

For more information about Amy Bragdon, please call 506-476-4368 or email abragdon@exitadvantage.ca Top Agent Magazine Copyright Top Agent Magazine

Anna-Marie Rodriguez is proud to congratulate

AMY BRAGDON

on being featured for Canada in Top Agent Magazine!

ANNA-MARIE RODRIGUEZ Mortgage Development Manager Fredericton, New Brunswick (transit: 1206-1) Cell: 506 440-8965 annamarie.rodriguez@nbc.ca @annadoesmortgages National Bank of Canada, 551 King Street, Fredericton (New Brunswick) E3B 1E7

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 6

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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NICK MONTALEONE After retiring from his career as a paramedic, Nick Montaleone wanted to put his skills into a profession that would still allow him to continue helping people in some capacity. That’s when he decided to transition into real estate.

Having been raised by REALTOR® parents, he knew it was a career that he could feel passionate about and dedicate himself to. After obtaining his license, Nick started his work at Century 21 Showtime Realty LTD and now services clients throughout Ontario, Canada.

Repeat and referral clients are a big component of Nick’s business, and it’s all thanks to the high-quality customer service he provides, as well as his talent for strong communication. “I approach each transaction with my heart. My clients know they can rely on me, and I make sure I’m there for them at all hours of the day. It may sound simple, but people always compliment me on the fact that they can easily get a hold of me. They find it comforting to know that if they have a question, I’m there to answer it,” he says. He also keeps up with clients after the transaction with a combination of handwritten notes, pop-bys, and phone calls.

stressful time and guiding them into their ideal outcome. “Coming from my paramedic background, a big component of what’s in my blood is helping people and being there for them in their time of need. Being able to provide a service and guide them through a process that can, at times, be challenging or scary. Knowing that I’m there to represent them and help them is very fulfilling to me,” he says.

Outside of his work, Nick is an avid fan of the outdoors. He enjoys travelling, playing basketball, and spending quality time with his family. Part of his spare time is also spent coming up with strategic business moves for his career. He is thinking big when it comes to his business’s future, with a 5-yearplan that includes him becoming one of the country’s most recognized agents. “What I really want to do is to inspire people and raise the bar for our profession.

I’m a huge fan of success stories, and there’s nothing I’d like more than to become one. I want people to recognize my face and brand, and equate that to quality real estate and top-notch service.”

When it comes to his marketing practices, Nick strives to be innovative and tailor his approach to his clients’ needs. He always invests in high-quality photos and videos and advertises them through social media and print advertising campaigns. “I always try to go above and beyond. I want to implement the best strategies into my business,” he says.

To be satisfied with a new career, Nick knew that it would have to provide him with the opportunity to serve his community somehow. Real estate has allowed him to continue assisting people through a 8

To learn more about Nick Montaleone please call (519) 990–7779, email Montaleone.RealEstate@gmail.com, or visit nick-montaleone.c21.ca http://

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Richard Paliani is proud to congratulate

NICK MONTALEONE

on being featured for Canada in Top Agent Magazine!

RICHARD PALIANI Life & Investments Financial Advisor Stewart Fisher & Associates Inc. Investment Representative Quadrus Investment Services Ltd. (O) 519.250.9777 ext #13 | (F) 519.250.0778 1 Riverside Drive West #302, Windsor, ON N9A 5K3 Top Agent Magazine

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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KIRSTEN MARTEN

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Top Agent Kirsten Marten and business partner, Mark Rice’s brokerage, Coldwell Banker serves the greater Victoria area.

Kirsten Marten describes the beginning of her real estate career as a “fast and furious start,” and this momentum has only continued over the years. It has been just over five years since she became a part of the industry, and during her third year, she and her business partner, Mark Rice, bought a brokerage, Coldwell Banker. Kirsten runs this 14 Copyright Top Agent Magazine

brokerage while still working full time as a real estate agent selling over 75 properties a year. Kirsten serves the greater Victoria area, along with Realtor®, Christina KessCaldwell and Operations Manager Hilary Hope, and says that she has the “best job in the world, it’s the perfect fit for my personality.”

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While many agents rely heavily on marketing to get a profit, Kirsten says that she is “very client-focused” instead. She spends her time building personal relationships and making every client happy rather than focusing her Top Agent Magazine

resources on advertising herself, and this strategy has paid off well. About 90 percent of her business comes from repeat clients and referrals, which Kirsten attributes to her values and emphasis on the client’s needs. “I’m 15 Copyright Top Agent Magazine

“I’m very ethically driven, I believe in doing what’s right no matter what. The client is my number one focus and I’m very values-driven. If my client isn’t happy, then I’m not happy, and that shows.” very ethically driven,” she explains. “I believe in doing what’s right no matter what. The client is my number one focus and I’m very values-driven. If my client isn’t happy, then I’m not happy, and that shows.”

Kirsten’s clients can tell just how dedicated she is to her job. As one former client shared in a review, “Working with Kirsten is like working with your best friend! She makes you feel Copyright Top Agent Magazine 16

so comfortable and at ease and handles every last detail. She is very thorough, detailed, and super knowledgeable in every aspect of listing, buying & selling. We’ve worked with her multiple times, as have immediate family members, and we will continue to use and recommend her! Kirsten is very respected in the community and works alongside the best lawyers, mortgage brokers, house inspectors & photographers...every time I asked for a Top Agent Magazine

recommendation, they were very happy to work with her and I.�

Kirsten’s empathy and values are integral to her success as a realtor, and these personal attributes are also very obvious in her personal Top Agent Magazine

life. Kirsten is a strong supporter of mentorship. In addition to mentoring new agents through her brokerage and sharing all of her tips and tricks with them, she also mentors young people who are figuring out what to do with their lives. Kirsten is very involved in Copyright Top Agent Magazine 17

the nonprofit world as well, supporting JDRF, the community basketball association, and many other organizations. She loves spending time with her husband and two sons, especially at the lake, and plans on adding a puppy to the family very soon.

In the future, Kirsten sees opportunities to grow the Marten Homes side of the business but also

wants to ensure that it stays small enough that she can keep up with everything and everyone and always have that personal one on one touch with her clients. But the brokerage is growing quickly and continuing to attract very talented agents as it offers very unique mentoring and marketing options. As Kirsten explains, “Vancouver Island is an incredible place to live and work!�

For more information about Kirsten Marten, please call 250-857-7326 or email kirsten@martenhomes.ca

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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.

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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 20

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.

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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.

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KEVIN APPL

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KEVIN APPL

As a commercial photographer, Kevin Appl had experience shooting many different items and locations for his clients, but the houses he photographed stood out to him the most. After doing a photography shoot for a house, the agent in charge of the listing saw his talent and suggested that he try out real estate. “I got into it and it has been the best decision I have ever made,” Kevin explains. Today, Kevin has been working in the industry for about two years and services Saskatoon, SK, Canada, and the surrounding areas.

as possible,” Kevin explains. One way in which he does this is through finding out what is really important to them, eliminating the unnecessary, and narrowing things down for them.

This high attention to detail and understanding of the local market can be clearly seen by the clients who work with Kevin. One former client

Through working as a photographer for many years, Kevin created a large database of clients he still works with today. “It’s been fantastic. I’ve met some incredible people,” he explains.

Kevin believes that his clients continue coming back to him, even since his change in industry, because of his talents and personality. “I try to make it as lighthearted, fun, and transparent 22

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shared in a review, “Kevin was so helpful in the home buying process! He made everything from start to finish incredibly easy for us. Kevin goes above and beyond for his clients!” When asked what his favorite part of working in the real estate industry is, Kevin says, “I think more than anything, I enjoy the relationships.”

One of Kevin’s favorite hobbies to do in his free time is still photography, and he uses this to his advantage when marketing properties for his clients. “I use a lot of social media,” he explains, as well as drone photography, high-end photography, house tours, and video advertising.

He even takes advantage of targeted Facebook ads that seem to generate leads more effectively. Kevin explains that though traditional strategies such as mailers and open houses can be helpful, “I’m finding a lot of power in targeted marketing and using my experience with photography and videography to push properties out there and get a lot of eyes on them.”

“I really get a lot of personal satisfaction in being involved in the decisions people make that change their lives,” Kevin explains, and in the future, he hopes to use this passion to grow and improve his business. In particular, he wants to get to the point where he can grow his team and add either a partner or co-listing agent. This way, he will be able to help more people in the community with their real estate needs while also dedicating more time to spend with his family. “I’m looking forward to having at least 20 more years in the business and just enjoying all these transactions and meeting all these people.”

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For more information about Kevin Appl, please call (306) 380-6202, email kevin@kevinapplrealty.com, or visit facebook.com/Kevinapplrealty www.

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 26

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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CHRIS COSTABILE Top Agent Magazine

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CHRIS COSTABILE

Passionate about family, business, and community, Realtor® Chris Costabile has been receiving awards and changing the real estate landscape in Brantford, Ontario from the start. Inspired to enter the field six and a half years ago after a negative experience with an agent during a personal transaction, Chris set out to do it himself and do it better. To this day, he remains committed to treating each client the way he’d want to be treated, which is “like family.”

really honest and a lot of clients respect that. I’m not afraid to go in when I’m showing a house and give my honest opinion of whether its going to work for a family or not. I’m not just looking for the sale, I’m looking for them to be long-term happy.”

Chris’s clients can choose from five different commission packages, including a “full nine yards” program that provides everything from staging, professional

Named Remax Twin City Rookie of the Year in 2014, Chris ran a real estate team for many years before investing as a co-owner in the Revel Realty Inc. brokerage in Brantford, where he now serves as a head coach/team leader and sales representative. Notably, when Chris opened the brokerage, the agents on his team moved along with him, “Joining the Revelution.” And though it is a new brokerage in town, Chris reports closing between 70-90 deals a year. Also impressive, 99% of his business comes from repeat customers and referrals.

Chris credits his success to his integrity and his dedication to providing stellar customer service that addresses each client’s unique needs. Chris says,“I’m 28

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photography and moving/ storage assistance, to a basic “purple-bricks-style” program that provides basic services—or one of three programs in between. Regardless of which package a client chooses, when it comes to marketing, Chris says,“We try to think outside of the box,” making use of multiple avenues and advertising online both locally and internationally.

In addition to running a full concierge program, Chris and his two assistants offer clients a la carte services via referrals to trusted partners, like electricians and roofers. And to show their appreciation and build community, they hold client events throughout the year—movie nights, pie and pumpkin giveaways, Santa skates, and holiday parties.

Chris also builds community by giving back. His group partners with numerous local organizations, including the Brantford Food Bank, Nova Vita Domestic Violence Prevention Shelters, the ASPCA, and the Landsdowne Children’s Centre. As Chris points out, “Every single client event has a charity aspect with it.” At last year’s Christmas party, he says, “We raised over 3,000 pounds of food and almost $2000 for the food bank, which was the highest single event donation they’ve ever had.” Chris also runs a networking group, Bell City Associates, that helps charities that do not receive government funding. One such program, Why Not Youth Centres, provides services to at-risk youth.

With “a large family of seven, plus a new English bulldog,” Chris enjoys spending time with his kids, coaching sports teams, and taking family vacations. And he enjoys his job. As he puts it, “Every day is a new challenge.” With his combination of passion, dedication, and integrity, Chris is sure to rise to whatever challenges come his way.

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For more information about Chris Costabile, please call 519 304 7253, visit revelrealty.ca/team-member/chris-costabile; or email chriscostabile@revelrealty.ca https://

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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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POURIA SADEGHI

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POURIA SADEGHI

Pouria Sadeghi began his career in the real estate field in 2012, working first in construction and real estate investing. From this vantage point he saw the potential for success in real estate, and in 2015 he became a licensed real estate agent. In his first year, Pouria became a top agent in his company, and he hasn’t looked back.

Pouria is a Realtor® with Angell Hasman Realty, the preeminent luxury real estate firm in Vancouver, and he serves the North Shore, including North Vancouver, West Vancouver, Yaletown, and downtown Coal Harbor. A significant portion of Pouria’s business comes from repeat and referral clients, and it’s easy to see why people keep coming back to work with him. “My clients appreciate my honesty,” he explains. “I act honestly and I do my due diligence when finding a property for my clients.”

a lot of time talking to them, understanding their wants and needs. They get that feeling from me, and they always come back.”

Pouria’s strong marketing platform also distinguishes him from the pack. His online presence is expertly maintained, and he has many billboards around the city that make him a household name. “Wherever I go, people recognize me and want to talk to me about real estate,” Pouria says.

“I also know a lot of people here. Because of my

His communication also sets him apart, and he prides himself on being available whenever his clients need him. “My clients become like family,” Pouria says. “I spend 34

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construction background, I also know a lot of builders in the city and have a really good connection with them, so I get a lot of new construction listings as well.”

Because of his extensive network of connections, both in real estate and through his investment company, Pouria is able to market his listings to the luxury buyers and investors who will be interested in them.

Pouria also draws on his Iranian origins to connect with the Persian community in Vancouver. “I am that agent who is doing business the Canadian way, but can work within the Persian culture as well,” Pouria says, allowing him to bridge the gap and translate between cultures. The results speak for themselves: so far this year, Pouria has listed and sold close to $50 million.

Community involvement is important to Pouria, and he has his own charity that is in the process of building a school in Iran.

Pouria also donates to local charities, and about once a month he and some friends get together to prepare food that they distribute to the homeless in Vancouver. When he is not working or giving back, Pouria loves spending time with his family and friends.

He also enjoys playing with his dog at the dog park, hiking, paddle boarding, and being outdoors.

In the future, Pouria plans to continue growing his business, with the goal of eventually opening a brokerage. Above all, he wants to keep helping his clients achieve their real estate goals. “I love helping people and seeing them succeed,” he says. “I like helping my investors make a profit, and helping homebuyers to live happily in the house they have always dreamt of. The happiness and success I see in my clients makes me really happy, and motivates me every day.”

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To find out more about Pouria Sadeghi, please call 778-822-8888, email pouria@pouriasadeghi.com, or visit POURIASADEGHI.COM www.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 36

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova37

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 38

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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BENJAMIN FORBES At age forty, Benjamin Forbes’s life changed on a golf course. After working for over two decades in the restaurant industry, he’d come to realize the only way to increase his income would be to increase his hours, and with a wife and small kids at home, this wasn’t an attractive option. While he was playing in a golf tournament, an old colleague explained the real estate licensing process and suggested Benjamin look into it. Not only did Benjamin look into it, he’s never looked back.

Five years later, he has a thriving business as a solo agent with RE/MAX LifeStyles Realty, representing Maple Ridge, Langley, and the Tri-City area.

Always putting his clients first, Benjamin focuses on building trust and creating lasting relationships. From the start, he makes it clear, the client is driving the process.

At the initial meeting with a seller, Benjamin tours the property and discusses the client’s goals and intentions regarding any renovations they may want to make. During a second meeting, listing documents are signed and Benjamin provides an overview of next steps: bringing in a professional photographer and videographer, creating a virtual 360 tour, and designing a personalized marketing strategy that includes advertising the listing on various portals, placing commercial-like videos on social media and Benjamin’s RE/MAX LifeStyles website, and reaching out to his network of agents.

Along the way, Benjamin is constantly reading and assessing the landscape, identifying potential problems, providing the necessary information and tools, and then guiding his clients to make well-thought-out decisions.

If you ask him what he enjoys most, Benjamin will say it’s the fact that “no two days are the same,” and even with the best planned day, “you never know what will happen.” Coming from the restaurant industry, Benjamin understands it’s his job to keep controlled chaos behind the scenes and he likes being in this role. Whether it’s negotiating the fine points of a deal or writing offers, Benjamin is diligent and thorough, making the whole Top Agent Magazine

experience smooth and seamless for his clients. And his approach works—repeat customers and referrals account for nearly 40% of his business.

For Benjamin, it’s not just about buying and selling homes. It’s also about giving back. A portion of every one of his commission checks goes to the Children’s Miracle Network, and as part of the RE/MAX Group Advertising committee, he meets monthly with other members to discuss community service opportunities - renting 20x20 tents or cold-air balloons, for food truck festivals, or for charity events for causes like ovarian cancer and mental health awareness.

Between managing a thriving business and community efforts, and raising three young kids with his wife, Benjamin doesn’t have a lot of free time (he “used to golf” he says). But if he can get outside with the family to barbecue in the backyard, he’s in his “happy spot.”

Looking ahead keeps him motivated. His wife, who works with him, is branching out into real estate and portrait photography, and, as the Development/Opportunity coordinator for RE/MAX LifeStyles, Benjamin is developing agent attraction and training programs.

Thrilled to be right where he is five years after the golf tournament that started it all, Benjamin has some advice: “It’s never too late to make a change in your life if you are going to be passionate about that change.”

For more about Benjamin Forbes, please call 604-339-6460 visit benjaminforbes.ca, or email ben@benjaminforbes.ca http://

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