CANADA 2-22-21 by Top Agent Magazine

CANADA EDITION

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

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

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

COVER STORY

DAPHNE SHEPHERD FEATURED AGENTS

PAVEL BHOWMICK KEVIN FEELY MANON GALLANT HANNAH KARIMIAN KYLE LAMB SUE MACHADO DIMITRI SCHWARTZMAN

CANADA EDITION

KEVIN FEELY

MANON GA

PAVEL BHOWMICK

MACHADO KYLE LAMB service, the majority SUE of his busiHANNAH KARIMIAN KEVIN FEELY MANON GALLANT DAPHNE ness stems from referrals and Manon fell in in love with real estate upon work- re information Top Agent Kyle Lamb – As of Royal LePage resident of Cambridgeknow my clients often need guiding them through the transaction a lifelong SHEPHERD ing with her first client. “I had no idea the c returning clients. “I am there 29 Machado began her career 30 asthe evenings. I think33my clients SC Sterling Realty in Port Ontario, Moody, Sue British withappreciate clarity and35 openDIMITRI communication. DAPHNE SHEPHERD

Photo by Denis Duquette

impact that I would have on someone’s life,

respect that.” Columbia – is a hardworking, passionate by my side and from A to Leaning onreally her help extensive background a law clerk, however, she clients’ always sought how I could someone. It wasn’t at ing Dimitri Schwartzm real estate advocate who has a true passion volunteering his tib Kevin Feely broken into the Nation’s all what I thought itensures would be,” Manon says. Z,” spoke Paveltosays, “From selecting has successfullythe Region, she that her clients a position that better her entreportion of every Capital real estate market with an unmatched dediThere are many other factors that have for helping his clients achieve their real his career working To this day, her favorite aspect of the work is make sound decisions personalized to theirEs preneurial spirit and helping thepassion lender,forhome inspector, or rolehis Cheo. Surpassing cationatolarge serving If you naturally are their her clients purchase dream home, played in community. Kyle’s helping success story, estate goals. Kyle’s commitment to always TV News station needs. “Honesty mattersplays most in this busi-to others. While selling her home, she took an day, my andhis the important role she their lives forin2020, they are truly customer centric and be hold human empathy in twelve and chief among them would focused, placing the best interests of his clients lawyer, to possession years.with His she says. “When I’m working interest in the real estate industry, and later high regard then it will comeness,” for that short period of time before a house is in p2 fifty athousand as no surprise intelligent and thorough marketing strate- when this been front and center has become a hallmark of clients know I am there supportreal estate people, Isold, treat as if were myse marketing for an areagies. bought or her clients are on toknown the nextin tothey beyears customer centric photography ideology translates into sales. Strong Professional is utilized toandthem his approach to customeraccepted service, aand he ing position three when th D them at every step.” u exciting chapter of their lives. close friends or family. So if I don’t think brokerage. From there, she would learn the itating one off big leadership that lives by example has been ensure that each property is presented in itsintegral to ized has earned himself a stellar reputation as he would beth in leveraging their Feely Group accruing a sizable market share in a hisaComing transaction right for a client, I’ll advise business fromand top to bottom, becoming abest light, deft utilization of the internet an agent who consistently above from aismusical, performing PAVELgoes BHOWMICK KYLE LAMB SUE and MACHADO DIMITRI SCHWARTZMAN forin the industry. “ upgrading torically shortsocial time frame. Kevin’s earlyit;years hewasn’t In real Photo Yumi Garcia Daniel Guzman against I would rather wait fortheir the recruiter RE/MAX Realestate, Estate Pavel Centre–discovered arts background, Manon sure particularly media In –them make certain beyond forbyeach of his&many gratefulfor buyers This would be a b ness is solidified took the path to becoming an accountant, but being if real estate would be a good fit for right opportunity, and act in their best interests.” Inc., Brokerage, which ignited a desire to seek her own his passion for people. “The that every listing achieves maximum expoand sellers. ness for mefamily because it involves talking innately personableinto person that requires his and daily her. However, friends confirstisgeneration Canadian, I an know the translates This almost always fast sales for top part of“As mya job meetingsure. new people,” Pavel earned that if you bestlicense. seeing properties, CONTENTS dose of human interaction he quickly came toand thehelping vinced her that she would be great atpeople make dollar,parents not to mention happy Through clients. the years, Sue has forged an accomwho was born into a value estate family, and she credits ofoutsiders, hard work,” says.might “My built a life the job seem repetitive, nto Kyle, place,” Pavel says.real“To Dimitri says. “Itest liked thelicense. idea of being inv it, andtotobetake for realization that this wasn’t going thethe career thather his father for providing himfrom withthe his appreciation for theupon a foundation of hard plished career at Manon RE/MAX Real Estate Centre Inc., ground up, based Now, is four years into her he would find lifetime fulfillment in. After graduatclients every step of the way.” He began wo 4) ARE YOU A 26) 1 BILLION-PLUS REASONS but really, every has a unique espe- Kyle is an avid golfer who ke work.” he’sitstory, not working, industry, is a former hockey player thefamily Vancouver Brokerage, with the vast majority of her volume work and for dedication to family.When So when came time career as a realtor, serving the Greater ing with a business degree, he made the bold decision his wife and eventually transitioned to doing VALUE-ADDED AGENT? WHY YOU SHOULD ACTIVE here Western where people come allthe over thespending enjoys nothing more than time with his BE family. Giants of the WHL. Hecially alsotoattended Moncton area of southeast New coming from repeat clients and When pursue my realUniversity estate license, Ifrom applied values to work for himself and became a licensed realtor in referrals. full-time. For four years running, he’s been ON FACEBOOK He also has a philanthropist’s heart, donating to multiple in Ontario prior to exploring real estate as a career Brunswick. world. When getting to know them to understand rking as a Realtor examining her process, though, she returns to her they instilled in me, and embarked upon this next ad2014. Kevin has his own agency, is on track to close 13) IF IT’S GOOD FOR THE SOUL, ten percent of agents in the Greater Vancou localtheir charities, the Coquitlam Firefighter’s began my career in new development proj50 including millionto in sales this year,approach. and is on the cusp of real their needs, I hear their stories, journeys da. option. Pavel“Ibrings client-first “I’m a people person. Whether venture in my career.” Manon sees roughly 85% of her busiGOOD THE BUSINESSCharitable Society,31) which provides meals for local ects,” he recalls,IT’S “where I gainedFOR a great understanding DAILY HABITS THAT WILL estate technology after partnering with cloud based ness from repeat customers andorthea Tri-Cit your dream is come an investment property house Canada, and it’s fascinating. It’s the part of the job o his clients, He Dimitri is known throughout underprivileged school children. of new construction and the inner workings of the real brokerage eXp Realty. INCREASE YOUR MENTAL STRENGTH ® for RE/MAX Real Estate on the lake, I love to be involved with helping you Today, Sue is a Realtor 18) WHY EMPLOYEE APPRECIATION his low-pressure, educational approach me motivated.” French, Spanish,As mythat estate business. lovekeeps and passion for real estate Centre Inc., Brokerage, where she assists clients accomplish your goals.” MATTERS & CAN BOOST YOUR He talks them through the pro Kyle has many the future ofhis hisclients. alreadygrew, I decided to get my license.” a well-diversified Withplans greatfor blessings comes great responsibility, a 34) CREATIVE WAYS TO SAYtransaction. throughout Waterloo Region, thriving and the surrounding of each potential “My clients BOTTOM LINE business: to grow a large team, create a property to improve the overall livelihood of the families hisHaving business keeps Pavel busy, incall his free Outside are continually While THANK YOUback founded her process aroundcompany integrity of they her remains active within need better make the d management intocareer, the new Since then, Kyle has built aareas. thriving business on a founresiding inand thestepping communities that make upSue thethan coreI do. They time heaccessibility, back to has the community through make Saskatoon 22) 5 STEPS TO ACHIEVE and cultivated a workflow to the fit community, including consistent community Iinguide them the way. Teaching is a development projects. Aboveher all,Investing however, remains his dation of honesty, integrity and agives fierce workshe ethic that of your business. people andalong looking philanthropic of and RE/MAX, supporting the barrier, therefore, LONG SUCCESS AS A REAL overarching objective: to continue providing his is built significantly onTERM referrals, repeat the needs of efforts any clients client. outreach, providing support small to give back whenever possible is and aclients common theme mine that’s part oftowhylocal I wanted to within Feely Group’s corporate culture. In addition to with the unparalleled customer service that has become positive word ofESTATE mouth, a true barometer of the superlocal children’s hospital. Pavel is also engaged in language makes businesses and various charities. She is also the agent.” He gives as much time and attenti AGENT synonymous name Kyle Estate. service he is providing. “I think it has lot to do time homebuyers looking of forCambridge, a modest st When listing a ahome, Suewho takes a collaborative ChairLamb for Real the Amiga’s Foundation mentoring business students aspire towith bethe probore lative comfortable.” with my passion for educating my clients,” says Kyle, as he does to clients with luxury listings. approach. After providing her clients with professional raising funds to provide medical equipment to theA lem solvers and such future entrepreneurs. When Pavel when asked Phone how he manages to engender impres310-734-1440 | Fax 310-734-1440 each and every one When of his she’s clientsnot feels lik staging, photography, and videography, she shares her Cambridge Memorial Hospital. with not helping clients or giving back, in his spare ate sive andlevels for of helptrust andisloyalty. “I really enjoy educating client. Former customers are eager to sprea listings over a variety of targeted digital and social me- clients or giving back, Sue can be found spending | www.topagentmagazine.com first-time home and he to loves take them through spend the time, to travel, withcutting his family, education inmag@topagentmagazine.com thebuyers, about Dimitri to their friends and family. As dia campaigns. Moreover, she time embraces edge time with family. transaction process from beginning to end. I think my cook. specializationNoinportionand impressive ninety percent of this issue may reproduced in any manner whatsoever of the publisher. Top of his business c resources likebedrone photography and online floorwithout prior consent past, particularly in athletics, allows me to relate to repeat andfor referral clients.of her business. Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy ckground paired plans to give her sellers an added reach. “Regardless Sue has strong plans the future different demographics.” of published Top Agent Magazine be held expressed or facts by its ofthe thefuture, property I am selling,cannot I’mways going to responsible ensuremore my for opinions In the months ahead, she supplied intends on maintaining her Formaterials, Pavel envisions to help awn many invesWhen it comes time to market listings, Dim authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. clients receive the same marketing options, for an involvement within the community and commitment people. “I’m at the stage where I feel it’s the right ce when It’s a sadmaking reality in the real estate world: there are far stands that in today’s market, most overall positive outcome.” “My mission is to make buyers a true too many agents whotime don’t theiraclients or tocall build team so keep we could help more people to client service. search for a home online and often want to fu difference in my community and Magazine continue helping them apprised of transaction status. Not so for Kyle, 2 Top Agent For more information Lamb, before make their dream home a reality,” Pavel says. about Kylea property deciding to tour it in perso who is committed to constant and clear Sue communication Elsewhere, is just as present for her buyers, people make strong investments in their future.” please reason, he hires professional photographe ch towith his his job,buyers treat-and sellers. “I am grateful where I’ve arrived. Life has call been604-818-2080 or “I’m veryfor good at that,”

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

Top Agent Magazine

Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients. • I have a written listing presentation. • I am honest. • I am trustworthy. Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? 4

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

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

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

Why Bother Being Exceptional? • Because you want to set yourself apart. • You want to create client loyalty. • You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business! • Because you want to run a more pleasant, profitable business.

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

Watch the actions, not the words. If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time. Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!). • Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home. 2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation. The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

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

Adding those Client Benefits to your Dialogue

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

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

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

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

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

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit? What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails. What’s the impre agent? Are they professional? Do they state the company n TIP: represent your culture and image? Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points. In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales. Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com. 6

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DAPHNE SHEPHERD

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DAPHNE SHEPHERD, CRS SRS ACP SRES ABR RENE Daphne Shepherd has been recognized with the prestigious Medallion Awards that celebrate her achievement as one of the top 10% of real estate agents. Daphne Shepherd’s debut to her real estate career began in 2006 while she was working for a local newspaper typing classified ads. One day an ad crossed her desk for an administrative manager at a real estate office in Winnipeg. “I had always been in administration and was very good at it, so recognizing I was in a comfort zone at the newspaper, I took the risk and applied for this job,” Daphne recalls. She ended up losing out to someone who already had a broker’s license, but afterward the broker/owner of the 8Copyright Top Agent Magazine

office called to tell Daphne that he thought she would make “an awesome real estate agent.” “I had never worked in sales previously but I thought, why not? So I took the course and joined the brokerage as a REALTOR® in August 2007.” By 2009, Daphne had completed her broker’s license and was offered the position of managing broker and training and education director of the brokerage. “By 2010, my career had skyrocketed in every way,” she says. “I was so much more productive, Top Agent Magazine

and that led to being more effective than I had ever been before in my life. I was lit!” In April 2010, she purchased a RE/MAX franchise. By 2012, Daphne had earned in excess of $1 million paid gross commission, and the real estate board has since recognized her with prestigious Medallion Awards that celebrate her achievement as one of the top 10% of real estate agents. Top Agent Magazine

Daphne’s success is all the more remarkable for the fact that she serves a demographic of 1,100 people. About 99% of Daphne’s business comes from repeat and referral clients, an impressive feat that speaks to the strong interpersonal connections she forms with the people she serves. “One of the deepest wellsprings of human happiness is meeting and connecting with people face to face,” Copyright Top Agent Magazine9

“It’s not who you are that holds you back; it’s who you think you’re not.” Daphne explains, “so I decided very early on that I was going to go that extra mile to make sure that I was building and nurturing relationships with people. I am a relational agent, not a transactional one.” Daphne carries over this personal approach when she markets her listings. She professionally produces all her own photographs and creative property descriptions. “Because I really get to know my clients, there are signature attributes and key personality Copyright Top Agent Magazine 10

characteristics about them that I will draw into the listing content. I take the time and understand who they are. I don’t just list a house to list a house. I write to my audience and infuse those attributes and characteristics to elicit an emotional response, a connection. You don’t get a second chance to make that first impression.” In addition to providing start-to-finish personal service to her clients, Daphne works to be a positive force in her industry overall. She Top Agent Magazine

is the author of the bestselling book Path to Abundance: It’s Your Time, and has written a real estate training program called Beyond GREAT in Real Estate that is available on her website, daphneshepherd.com. “My mantra is ABT: always be training,” Daphne Top Agent Magazine

says. Daphne is a Certified Residential Specialist, Accredited Buyers Representative, Sellers Representative Specialist, Accredited Commercial Professional, Senior’s Real Estate Specialist and Real Estate Negotiation Expert. “For me to be in a demographic Copyright Top Agent Magazine 11

of 1,100 people and to have accomplished all that I have accomplished, there are certain principles and thought processes that are involved with that. I just wanted to share those success strategies with all my colleagues and other agents.” Daphne is also on the Board of Directors serving her association.

Daphne emphasizes the importance of bringing the right mindset to one’s work. “It’s about making decisions,” she says. “Every day when your feet hit the floor in the morning, you are an emerging possibility. If you treat people right, success will find you. For what you are seeking, is also seeking you.”

To find out more about Daphne Shepherd, please call 204-782-5397, email at shepherdremax@yahoo.ca, or visit her online at encorerealty.ca www.

Top Agent Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night? The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning. REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing. Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says. “There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.” The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home. For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!” Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie. We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

Top Agent Magazine

HANNAH KARIMIAN Top Agent Magazine

HANNAH KARIMIAN

Hannah Karimian is a broker whose success is founded on her client-first mentality. “My clients’ needs are my #1 priority. My work isn’t about finishing a transaction today, it’s about the value I can provide my clients now and 5, 10, 15 years down the road.” Hannah has been a REALTOR for the past seventeen years. A broker with RE/MAX, Hannah specializes in Toronto and surrounding areas. Personable, compassionate, and genuine, Hannah truly cares for her clients. She states, “I understand how large and significant the decision is to buy or sell real estate. It’s the biggest financial decision most people ever make. I make the process as supportive, straightforward, and stress-free as possible.” ®

and well-cared for. The relationship I form initially only grows from there.” Hannah stays in close contact with all her past clients, building connections that last. “Even if it’s a contact I made seventeen years ago,” she says, “I still get in touch.” While Hannah is a committed REALTOR®, it’s not her only passion. Within the real estate space, Hannah helps her clients buy and sell homes, but she also engages on numerous land development projects, both commercial and residential. She additionally facilitates joint ventures with foreign/local

Nearly all of Hannah’s business comes from repeat customers and referrals. “The experience I’ve gained over the years has taught me that the most important thing you can do is listen closely to your clients’ needs, and then satisfy every one of them,” says Hannah. “As a result, my clients feel well-serviced 16

investors and developers. Due to Hannah’s close relationship with developers, it allows her to gain first access to some of the GTA’s most anticipated projects. When she isn’t engulfed in property, she invests a great deal of time and money into giving back. “If you earn something, you give something,” Hannah says. “This is the way I was raised and I’m proud of the work I do. Giving more brings more, which means I can help more. I make donations, participate in events and galas, raise money, and actively reach out to my peers in order to collect donations for various organizations.” Hannah serves on the Board of Directors for RGW. Currently accepting and extremely appreciative of new donors, this organization is dedicated to providing quality education, healthcare, protection, safety, and development for refugee girls around the world. Expanding her horizons, Hannah is presently involved in a unique project she is very excited about: the establishment of a children’s educational program focusing on financial literacy, coding and innovation. “This is a program I believe will give children the skills, confidence and drive they need to stand out in any industry,” explains Hannah. “I’m thrilled to be a part of it and welcome all new sponsors which will help us bring our vision to market faster.” Hannah is a REALTOR® who has built a strong name for herself through her many initiatives and being who she is: hard working, committed, intuitive, friendly and never taking no for an answer. Working diligently to solve problems and create innovative solutions, Hannah and her team at RE/MAX are able to bring clients higher returns and greater outcomes. It’s no wonder Hannah’s best forms of marketing are word of mouth, referral, and repeat business. Top Agent Magazine

Here’s how to get in contact with Hannah Karimian and her team: Phone: 416-824-3009 Email: hannah.karimian@gmail.com Web: hannahkarimian.com Instagram: @hannah.realestate Facebook: @hannah.karimianrealestate www.

Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in 18

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good. In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

Top Agent Magazine ®

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What is employee appreciation and how do you enact it? Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months. Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output. By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment. How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider Top Agent Magazine

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines. If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis. Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity. While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention. Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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KEVIN FEELY

Kevin Feely has successfully broken into the Nation’s Capital real estate market with an unmatched dedication to serving his community. If you naturally are truly customer centric and hold human empathy in high regard then it will come as no surprise when this customer centric ideology translates into sales. Strong leadership that lives by example has been integral to Feely Group accruing a sizable market share in a historically short time frame. In Kevin’s early years he took the path to becoming an accountant, but being an innately personable person that requires his daily dose of human interaction he quickly came to the realization that this wasn’t going to be the career that he would find lifetime fulfillment in. After graduating with a business degree, he made the bold decision to work for himself and became a licensed realtor in 2014. Kevin has his own agency, is on track to close 50 million in sales this year, and is on the cusp of real estate technology after partnering with cloud based brokerage eXp Realty.

volunteering his time, Kevin set a goal of donating a portion of every single sale of a home to Sick Kids Cheo. Surpassing their goal of twenty five thousand for 2020, they are looking to double that donation to fifty thousand in 2021. The Feely Group brand wants to be known in the community for more than facilitating one off big ticket transactions; they believe in leveraging their network within the city to assist in upgrading their customers’ lifestyle. Repeat business is solidified by helping their customers advance

With great blessings comes great responsibility, a call to improve the overall livelihood of the families residing in the communities that make up the core of your business. Investing in people and looking to give back whenever possible is a common theme within Feely Group’s corporate culture. In addition to 20

in life when they can lend that helping hand. By utilizing their network partnerships they can make an introduction there, a phone call here, Feely Group wants to help improve their customers overall quality of life. Kevin succinctly described his business model as: “When you go that extra mile the first time, that person is going to remember you when they look to make their second purchase. Being memorable, that’s how Feely Group earns lifetime business.” Kevin’s dedicated approach to customer service pays off in repeat and referral clients. Word of mouth marketing is still the holy grail of sales. “I go out of my way to provide a different level of service. It’s more to me than getting my clients a house, I strive to match their desires with their lifestyle and simply make the entire process enjoyable.” Feely Group is so confident in their product offering they offer a two year buyers remorse period if you are not completely satisfied with your purchase. Kevin harbors a healthy focus for forging lifelong client relationships in a historically transactional business. “My team’s goal is to create customers for life as opposed to chasing commissions. With so many entrenched and severely capitalized players in the market it is crucial to the incumbent companies to employ new and exciting services in an antiquated industry. That is the only way to carve out your niche and disrupt the industry”. You have two options when it comes to surviving the transition to video conferencing and virtual reality as communication mediums to sell homes... you are either ahead of the times, or late to the party. Feely group boasts a number of service guarantees to put their clients at ease. “Buying a home is one of the biggest decisions a person will make in their lifetime, we don’t take that responsibility lightly,” he says. For the immediate future Kevin and his team are focused on scaling the business. Currently they are drafting like minded individuals who are willing to forego their ego and adopt Kevin’s ‘people matter’ ethos. Top Agent Magazine

To learn more about Kevin Feely email kevin@feelyrealestate.com, visit feelyrealestate.com, or call (613) 325–9107 www.

5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business. So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

BUILD A SOLID FOUNDATION

SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy. You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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MANON GALLANT

Photo by Denis Duquette

Manon fell in love with real estate upon working with her first client. “I had no idea the impact that I would have on someone’s life, how I could really help someone. It wasn’t at all what I thought it would be,” Manon says. To this day, her favorite aspect of the work is helping her clients purchase their dream home, and the important role she plays in their lives for that short period of time before a house is bought or sold, and her clients are on to the next exciting chapter of their lives. Coming from a musical, performing arts background, Manon wasn’t sure if real estate would be a good fit for her. However, family and friends convinced her that she would be great at it, and to take the test for her license. Now, Manon is four years into her career as a realtor, serving the Greater Moncton area of southeast New Brunswick. Manon sees roughly 85% of her business come from repeat customers and 24

Photo by Brent Smith

referrals. “I really take time understand my clients’ needs and to connect with them. I genuinely want to help them,” Manon says of her great success rate, and why clients keep coming back to work with her. Even four years after a closing, Manon stays in touch with many former clients. She maintains a proactive schedule of communication, including seasonal reminder emails full of tips on home upkeep and interior décor. Also, Manon finds that often former clients reach out to her first for

Photo by Christine O’Brien Copyright Top Agent Magazine

advice and recommendations, or to just say hello and share updates on their homes.

Photos by Christine O’Brien

With the help of a digital marketing assistant, Manon’s listings catch the eye of a wide audience across MLS lists and various social media platforms. She enlists the services of a professional photographer to showcase every listing. Also, Manon brings an edge in interior design and home staging that helps to set her listings apart and to highlight a client’s space at its best. Her reputation for staging expertise is a big part of what makes her marketing so successful and why her clients trust her to get a higher price for their properties. A true animal lover, Manon has regularly donated to local pet shelters and animal rescue associations since she started her realty career, with proceeds from each of her sold listings being donated. She also donates to local food banks in her community. This year, Manon and her partner helped to feed 175 people in one week with a huge donation of turkey dinners prepared by the local New Brunswick Community College. Manon says, “We were so happy to be able help!” When she’s not closing a deal, Manon loves helping new homeowners settle in by lending a hand with decorating their homes in her spare time. A homebody herself, Manon cherishes time spent at home with her family and cooking. Manon looks forward to further growth in her business, and to grow professionally as an agent, continuing with the work she loves doing every day. In her quiet New Brunswick community, Manon finds that keeping things simple is the key to a happy and successful career in real estate. Top Agent Magazine

Connect with Manon on her website: ManonGallant.com, by email: Manon@exitmoncton.ca, by phone: 1506-875-1915, on Facebook: facebook.com/manonrealtor and Instagram: instagram.com/manonrealtor www.

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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. 26

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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. 28

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PAVEL BHOWMICK When Pavel Bhowmick felt unservice, the majority of his busisatisfied with his career in the ness stems from referrals and restaurant industry, he took a year returning clients. “I am there to reflect and regroup. “I realized by my clients’ side from A to that I had been thinking of success Z,” Pavel says, “From selecting only in financial terms,” Pavel the lender, home inspector, or says. “I wanted to find something I lawyer, to possession day, my felt passionate about.” Reflecting clients know I am there supporton his own family lineage, Pavel ing them at every step.” realized that many of his forefathers had been involved in the real In real estate, Pavel discovered Photo by Yumi Garcia & Daniel Guzman estate industry, a realization that his passion for people. “The inspired him to make the leap. “I learned that if you best part of my job is meeting new people,” Pavel follow your passion, things fall into place,” Pavel says. “To outsiders, the job might seem repetitive, says. “Now, my job does not feel like work.” but really, every family has a unique story, especially here where people come from all over the This is the seventh year Pavel is working as a Realtor world. When getting to know them to understand at RE/MAX in Saskatoon, Canada. Pavel brings their needs, I hear their stories, their journeys to a unique and impressive skill set to his clients, He Canada, and it’s fascinating. It’s the part of the job speaks five languages, including French, Spanish, that keeps me motivated.” Hindi, and Bengali. “We live in a well-diversified city,” Pavel says. “Newcomers are continually While his business keeps Pavel busy, in his free migrating to Canada, many of them make Saskatoon time he gives back to the community through the their home. New languages can be a barrier, therefore, philanthropic efforts of RE/MAX, supporting the speaking to someone in their own language makes local children’s hospital. Pavel is also engaged in the process of buying and selling more comfortable.” mentoring business students who aspire to be problem solvers and future entrepreneurs. When Pavel Fueled by his passion for real estate and for help- is not helping clients or giving back, in his spare ing his clients, Pavel furthered his education in the time, he loves to travel, spend time with his family, industry, earning his MBA with a specialization in and cook. real estate. A strong academic background paired with his practical experience has drawn many inves- For the future, Pavel envisions ways to help more tors who seek his help and advice when making people. “I’m at the stage where I feel it’s the right investment decisions. time to build a team so we could help more people make their dream home a reality,” Pavel says. Pavel believes in a hands-on approach to his job, treat- “I am grateful for where I’ve arrived. Life has been ing each client like family. Because of his excellent a blessing.”

To find out more about Pavel Bhowmick, contact him by phone at 306-850-7355, email pavsproperties@gmail.com, or visit facebook.com/pavsproperties www.

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KYLE LAMB Top Agent Kyle Lamb – of Royal LePage Sterling Realty in Port Moody, British Columbia – is a hardworking, passionate real estate advocate who has a true passion for helping his clients achieve their real estate goals. Kyle’s commitment to always placing the best interests of his clients front and center has become a hallmark of his approach to customer service, and he has earned himself a stellar reputation as an agent who consistently goes above and beyond for each of his many grateful buyers and sellers. Kyle, who was born into a real estate family, and credits his father for providing him with his appreciation for the industry, is a former hockey player for the Vancouver Giants of the WHL. He also attended Western University in Ontario prior to exploring real estate as a career option. “I began my career in new development projects,” he recalls, “where I gained a great understanding of new construction and the inner workings of the real estate business. As my love and passion for real estate grew, I decided to get my license.” Since then, Kyle has built a thriving business on a foundation of honesty, integrity and a fierce work ethic that is built significantly on referrals, repeat clients and positive word of mouth, a true barometer of the superlative service he is providing. “I think it has a lot to do with my passion for educating my clients,” says Kyle, when asked how he manages to engender such impressive levels of trust and loyalty. “I really enjoy educating first-time home buyers, and to take them through the transaction process from beginning to end. I think my past, particularly in athletics, allows me to relate to different demographics.” It’s a sad reality in the real estate world: there are far too many agents who don’t call their clients or keep them apprised of transaction status. Not so for Kyle, who is committed to constant and clear communication with his buyers and sellers. “I’m very good at that,” he says. “I don’t shut my phone off at night, because I 30

know my clients often need information in the evenings. I think my clients appreciate and respect that.” There are many other factors that have played a large role in Kyle’s success story, and chief among them would be his focused, intelligent and thorough marketing strategies. Professional photography is utilized to ensure that each property is presented in its best light, and deft utilization of the internet – particularly social media – make certain that every listing achieves maximum exposure. This almost always translates into fast sales for top dollar, not to mention happy clients. When he’s not working, Kyle is an avid golfer who enjoys nothing more than spending time with his family. He also has a philanthropist’s heart, donating to multiple local charities, including the Coquitlam Firefighter’s Charitable Society, which provides meals for local underprivileged school children. Kyle has many plans for the future of his alreadythriving business: to grow a large team, create a property management company and stepping back into the new development projects. Above all, however, remains his overarching objective: to continue providing his clients with the unparalleled customer service that has become synonymous with the name Kyle Lamb Real Estate.

For more information about Kyle Lamb, please call 604-818-2080 or email Kyle@KyleLambRealEstate.com Top Agent Agent Magazine Magazine Copyright Top

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive. Top Agent Magazine

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 31

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters. BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking. STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 32

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth. BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times. BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common. Top Agent Magazine

SUE MACHADO As a lifelong resident of Cambridge Ontario, Sue Machado began her career as a law clerk, however, she always sought a position that better spoke to her entrepreneurial spirit and passion for helping others. While selling her home, she took an interest in the real estate industry, and later accepted a marketing position for an area brokerage. From there, she would learn the business from top to bottom, becoming a recruiter for RE/MAX Real Estate Centre Inc., Brokerage, which ignited a desire to seek her own license. “As a first generation Canadian, I know the value of hard work,” she says. “My parents built a life from the ground up, based upon a foundation of hard work and dedication to family. So when it came time to pursue my real estate license, I applied the values they instilled in me, and embarked upon this next adventure in my career.” Today, Sue is a Realtor® for RE/MAX Real Estate Centre Inc., Brokerage, where she assists clients throughout Waterloo Region, and the surrounding areas. Having founded her process around integrity and accessibility, she has cultivated a workflow to fit the needs of any client. When listing a home, Sue takes a collaborative approach. After providing her clients with professional staging, photography, and videography, she shares her listings over a variety of targeted digital and social media campaigns. Moreover, she embraces cutting edge resources like drone photography and online floor plans to give her sellers an added reach. “Regardless of the property I am selling, I’m going to ensure my clients receive the same marketing options, for an overall positive outcome.” Elsewhere, Sue is just as present for her buyers,

guiding them through the transaction with clarity and open communication. Leaning on her extensive background in the Region, she ensures that her clients make sound decisions personalized to their needs. “Honesty matters most in this business,” she says. “When I’m working with people, I treat them as if they were my close friends or family. So if I don’t think a transaction is right for a client, I’ll advise them against it; I would rather wait for the right opportunity, and act in their best interests.” Through the years, Sue has forged an accomplished career at RE/MAX Real Estate Centre Inc., Brokerage, with the vast majority of her volume coming from repeat clients and referrals. When examining her process, though, she returns to her client-first approach. “I’m a people person. Whether your dream is an investment property or a house on the lake, I love to be involved with helping you accomplish your goals.” Outside of her career, Sue remains active within her community, including consistent community outreach, providing support to local small businesses and various charities. She is also the Chair for the Amiga’s Foundation of Cambridge, raising funds to provide medical equipment to the Cambridge Memorial Hospital. When she’s not with clients or giving back, Sue can be found spending time with family. Sue has strong plans for the future of her business. In the months ahead, she intends on maintaining her involvement within the community and commitment to client service. “My mission is to make a true difference in my community and continue helping people make strong investments in their future.”

To learn more about Sue Machado, email sue@suemachado.com, visit suemachado.com or call (519) 722-1518. Top Agent Magazine

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. Top Agent Magazine

DIMITRI SCHWARTZMAN Dimitri Schwartzman started his career working for Global TV News station for over twelve years. His wife had been a real estate agent for three years when Dimitri realized he would be a strong fit for the industry. “I thought, This would be a great business for me because it involves talking to people, seeing properties, and helping people make decisions,” Dimitri says. “I liked the idea of being involved with clients every step of the way.” He began working with his wife and eventually transitioned to doing real estate full-time. For four years running, he’s been in the top ten percent of agents in the Greater Vancouver area.

“My favorite part of the job is the responsibility in being involved in huge decisions in families’ lives. Being able to educate them and help them make the right choice for them is very comforting,” he says. Dimitri is fluent in Russian and Ukrainian. In his free time, he enjoys spending time with his wife and their five children. For the future, Dimitri would like to continue providing the same level of attentive, education-oriented service to his customers so that he can help make their real estate dreams come true.

Dimitri is known throughout the Tri-City area for his low-pressure, educational approach to serving his clients. He talks them through the pros and cons of each potential transaction. “My clients know what they need better than I do. They make the decision and I guide them along the way. Teaching is a passion of mine and that’s part of why I wanted to become an agent.” He gives as much time and attention to firsttime homebuyers looking for a modest starter home as he does to clients with luxury listings. As a result, each and every one of his clients feels like his only client. Former customers are eager to spread the word about Dimitri to their friends and family. As a result, an impressive ninety percent of his business comes from repeat and referral clients. When it comes time to market listings, Dimitri understands that in today’s market, most buyers begin their search for a home online and often want to fully explore a property before deciding to tour it in person. For that reason, he hires professional photographers to show off each listing’s best features and creates engaging video tours. He then posts the listing on the MLS, all the major real estate websites, and conducts a thorough campaign on social media. Top Agent Magazine

For more about Dimitri Schwartzman, please call (778) 840-3737, email dimitri@teameldi360.com, or visit teameldi360.com www.

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