Canada 2-12-17

CANADA EDITION

KEEPING IN TOUCH—HOW TO STAY IN YOUR CLIENTS' LIVES FOR THE LONG HAUL

FEATURED AGENTS

T. CHANDLER HALIBURTON CURTIS UNLAND

6 HABITS OF HIGHLY PRODUCTIVE AGENTS PROPERTIES: THE GOOD, THE BAD, AND THE UGLY

COVER STORY

DIMITRIOS KALOGEROPOULOS “AGENT DK”

CANADA EDITION

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DIMITRIOS KALOGEROPOULOS

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T. CHANDLER HALIBURTON

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CURTIS UNLAND

CONTENTS 4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

13) KEEPING IN TOUCH—HOW TO STAY IN YOUR CLIENTS' LIVES FOR THE LONG HAUL

20) PROPERTIES: THE GOOD, THE BAD, AND THE UGLY

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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 4

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 innova5

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 6

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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DIMITRIOS KALOGEROPOULOS “AGENT DK” Top Agent Magazine

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DIMITRIOS KALOGEROPOULOS “AGENT DK” Superstar agent Dimitrios Kalogeropoulos or ‘Agent DK’ as he’s affectionately known, of Ottawa’s Royal LePage Team Realty, wasn’t handed his success on a silver platter. Born and raised in a financially struggling family, every aspect of his top agent status was earned the hard way: through sheer grit and determination.

This dedication to his business has resulted in an avalanche of accolades, including recognition as being among the top one percent of realtors in Canada, ranking #121 out of 17,500 agents Canada-wide in 2016. Real Estate Professional Magazine has named 8Copyright Top Agent Magazine

him among the Top 100 agents in Canada, and he has been a recipient of Royal LePage’s National Chairman’s Club, Emerald, Diamond and Director’s Platinum and Sales Achievement awards. With well over 140 closed transactions per year and a small but dedicated team, DK is well positioned to maintain his Top Agent status for many years to come.

A veteran of the electronics industry, DK felt he had reached his potential and decided to make a change. While living in Toronto, he took a correspondence course to obtain his license, and segued into real estate. In his Top Agent Magazine

first year selling in Toronto, he closed a paltry twelve transactions. Moving back to his hometown of Ottawa four and a half years ago, his business immediately skyrocketed, and he was able to close more than fifty deals in that first year. “That’s when I hired my assistant,” he says, “and the moment we jumped to 100 transactions, that’s when I hired my buyer’s agent and my wife came on board to help out.”

Currently, forty-five percent of DK’s business is based on referrals, an impressive number considering he’s only been selling in Ottawa for less than five years. This percentage is a direct result of the quality of client Top Agent Magazine

service DK and his team provide for each and every one of their satisfied customers. “I’m obsessed with customer service,” he says.

“And having worked in retail for so long, I try to bring that philosophy into real estate.

One of the biggest complaints in the industry is that clients don’t hear from their agents during the transaction or after it’s closed.

We’ll communicate with them at least three times a week. We keep everyone informed at all times.”

Helping his clients is what brings DK the greatest satisfaction, he says. “I know that if you treat people right and you’re honest, the financial rewards will follow. I’ve been able to Copyright Top Agent Magazine9

help hundreds of people who have ended up in difficult financial situations. We’ve built up quite a reputation for being able to do that.”

During those rare times when he’s not working, family time is paramount to DK, and his wife and two kids take priority. His parents are also front and center: “Being able to take care of my parents financially gives me great pleasure. Being able to tell my mom that she can stop working is the biggest accomplishment I could have.” he says. Giving back to his community is also very important to him, and to that end he donates to his children’s school and to a local Children’s Hospital. He has also spent the last twenty years as the Copyright Top Agent Magazine Copyright 10

Master of Ceremonies for one of the largest and well respected Greek Festivals in Canada.

As for the future, DK plans to grow his business, but not at the expense of the quality of customer service they have become known for. “We’re growing so fast that it’s scary and exciting at the same time. I never want to grow to a point where the service suffers.”

Agent DK has some advice for novice realtors: “Success has everything to do with a positive mindset,” he says. “Once I was able to ditch negative thinking and limiting beliefs, it was like someone put wings on me and I just soared.”

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For more information about Dimitrios Kalogeropoulos A.K.A.“Agent DK�, please call 613-883-8823, email DK@AgentDK.com, or visit AgentDK.com www.

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HOW TO STAY IN YOUR CLIENTS' LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

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INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch.

Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients.

Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time.

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s inter-

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ests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORSÂŽ keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional.

Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson.

Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

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GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time.

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You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts.

This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED

No matter how you choose to keep in contact with past clients, make sure to be consistent.

Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year.

Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business.

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T. CHANDLER HALIBURTON Eight years ago, T. Chandler Haliburton decided he needed to turn a longtime interest in real estate into his profession. In doing so, he began a tradition of sharing his passion for and knowledge of real estate with others, helping them make smart decisions for their futures. “I always intended to own investment properties as part of my personal, long-term financial plans,” says Chandler, a RE/MAX Platinum Club Award winner in RE/MAX Nova in Halifax, Nova Scotia. “My clients like that I practice what I preach. It comes across to them that I understand and appreciate the value of owning property.”

Serving all of Halifax, with emphasis on the Halifax Peninsula and Dartmouth, Chandler has discovered some encouraging new real estate trends in the past year or two. “Many of the clients I work for have been clients for years. I’m now helping them with their second and third investment property or they’re ready to move up,” he says, noting that he also works with empty nesters and other people in transitional stages of life. “Things are trending up,” he says, adding that much of his business comprises younger investors. “They see what my wife and I have done, buying properties and building a small portfolio, and they contact me directly because I’ve been through it.” Many younger investors, he explains, are also “coming back to the core,” a trend he finds reassuring and smart.

When listing clients’ properties, Chandler’s longtime investment experience plays a significant role in pricing and marketing strategies. “We have a full-time stager on staff to prepare each listing for maximum impact,” he says. “We do only professional photography and we’re increasingly active on social media.”

Naturally, they maintain a dominant web presence. Chandler’s visibility, along with the fact that he is so busy, provides an added benefit to people who list or buy with him. “The busier you are the more people click through your listings,” he says.

“I’m getting more and more direct public inquiries about my listings and about real estate in general.” It happens naturally and benefit sellers, buyers and Chandler alike.

Additionally, Chandler is an active community member who tends to be out and about quite a bit, engaging with clients as friends. “I love the restaurants and bars in my neighborhood,” he says noting the strong dining culture in Halifax. As a music enthusiast, he active supports the music and arts association.

He also helps run an organization for Dartmouth young professionals. “It’s networking, community involvement and fun at the same time,” he says of the young professionals group.

Moving forward, Chandler is eager to continue the year-overyear growth he has maintained since starting in real estate and plans to pursue more real estate investments personally. Alongside his professional goals, Chandler continues nurturing his desire to help local youth by supporting rec basketball. While he no longer coaches, he still referees and attends games.

There is a certain synchronicity between Chandler’s personal investments and the value he brings to his clients. “I enjoy investing and sharing that knowledge. It keeps me hungry and why I enjoying what I’m doing,” he says. “Many of these clients are doing owner-occupied rentals or have one owner-occupied rental and want to do a second.” People who are following his successful example are now thinking about how one property is going to lead to their next property. “That is exactly in line with my thinking as well,” says Chandler.

Knowing that the first real estate purchase a client makes is likely the biggest investment of their life, Chandler thrives connecting with people on a personal level. “I’m combination therapist, contract negotiator and life planner! It’s a bit of everything in addition to selling real estate and knowing communities,” says Chandler. He feeds off the day-to-day variety involved in helping people take such important steps in their lives.

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To learn more about CHANDLER HALIBURTON, visit chandlerrealty.ca, email chandlerhaliburton@gmail.com or call 902.209.3375 www.

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Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You are not the world’s taste critic.

You cannot tell what people want. I

Copyright© 2014, Denise Lones. All rights reserved.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be have to tear down half the planet! creative. Use your marketing to target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or wanted that house. Period. ugly.

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CURTIS UNLAND Growing up with a father who developed real estate, it only seemed natural that Curtis Unland might one day tread a similar path. Then, twelve years ago, the opportunity to purchase a real estate agency emerged, and Curtis and his father—along with two longtime friends, Chris Hardy and Richard Faucher—decided to pair up and to take the leap as partners. Over a decade later, their joint endeavor has flourished, exceeding far beyond their initial expectations as they have carved out a leading role in Wetaskiwin’s real estate market.

As a boutique office with a tightknit staff, Realty Executives Discover has enjoyed extraordinary regional success, forging meaningful connections within the community and offering versatile real estate opportunities for clients. Based in Wetaskiwin and primarily serving the rural, outer regions of Edmonton, offering jack-of-all-trades experience in residential, commercial, and acreage properties, Curtis and his partners manage to dominate the local market with an impressively high volumes of sales. With 75% of their business stemming from returning and referral clients—many spanning generations—Curtis knows well that a successful business strategy can be distilled to one simple concept: quality service. “In our small town, you have to go above and beyond with your clients—and that’s why they’ll stay loyal,” Curtis recounts. “Service is everything, and oftentimes that idea gets lost at big businesses. But it all comes down to service; it’s that same simple tact that makes businesses successful.”

Paired with Curtis and his team’s people-focused approach, much attention is paid to modern marketing efforts. In addition to utilizing professional photography and oftentimes incorporating staging services to let properties shine, Curtis also incorporates social media’s massive footprint.

“In most cases, the first time a potential buyer will come into contact with a home is online,” Curtis explains, “so making use of social media and quality photography is

more important than ever.” What’s more, Curtis is deeply conscious of the impact of word of mouth in a small town, and he and his team make every effort to accomplish quality work that keeps clients coming back and business going strong.

As for keeping in touch with clients past and potential, Curtis and his partners not only make use of mailers and an extensive database, they also lend a hand in a variety of community events and volunteer opportunities. A hands-on member of the Wetaskiwin community, Curtis serves on three boards, including the junior hockey team, Sign of Hope—raising about 3 million dollars a year to support a variety of programs for those less fortunate—and Wetaskiwin District and Community Services, where he and his office participate in an annual ball to support area group homes and their facilitators. By staying deeply involved at the local level, Curtis has made organic connections that have the added bonus of facilitating business, ensuring that both the community and his team of agents are uplifted as a result. In his remaining free hours, Curtis spends his time to playing hockey, golfing in the summer, and exploring new places through traveling with his wife. As for the future, Curtis hopes to continue his office’s growth, with an eye toward maintaining his legacy for the long term as hard-earned retirement looms in the years ahead.

Over a decade since his entre to the real estate world, Curtis has built a career defined foremost by the interpersonal, remembering that at the heart of every transaction is the agent-client connection. “I certainly classify myself as a people person,” Curtis says. “It’s really fun to meet new people and I’ve gained a lot of friends and made lot of meaningful relationships over the years. It’s what I enjoy most about this business.” With a fruitful career already under his belt and an authentic, client-driven approach firmly in place, a wealth of success and service surely lie ahead.

To learn more about Curtis Unland, visit wetaskiwinrealestate.com/agents/Curtis-Unland, e-mail curtisunland@realtyexecutives.com, or call 780-362-1861 www.

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