27 minute read
On the bottom line of each card
from CANADA 2-24-20
responsibilities we sign for (mortgages, insurance, credit cards, cars, etc). Personal and business goals don’t generally fall into that category.A small action can have a huge impact. As you sign your name, feel the responsibility of your commitment.
6. Stick a small piece of double sided tape on the back of each card.
7. Carry these cards with you through the travels of your day. In your pocket or handbag, carry case, on the dashboard of your car (not when you have others with you, if you feel self conscious), on your office and home office desk, etc. Just the physical act of moving the cards, subconsciously reinforces what the cards represent. Since most of our attitudes and actions are subconsciously motivated, you will feel more immediately compelled to make the better, usually more productive decision.
This is a little idea that can play big in getting you to another level. Because it’s easy to do, it becomes easytoNOTdo. Doit,you’lllikeit!
Copyright©, Barry Eisen.
Barry Eisen teaches personal development seminars and coaches Southern California top producing rEALtOrS ® . “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300
Stephanie Mols
Stephanie Mols immigrated to Canada from Germany in 2003. By then, she’d already had a near-lifetime of experience working in her father’s mail-order business — “since I was in diapers,” she jokes. Working beside her Dad gave her serious experience with business management.
“When I came to Canada, it was more or less the idea of a side business, starting real estate,” she says. “My husband and I established a business here in Canada, in Ottawa, producing and distributing high-end home items, like European windows and doors, so a lot to do with homes, inside and out.” Since their business dealt so
closely with homes anyway, Stephanie considered real estate a natural addition. “In March 2016, I decided it would be a great idea to add the real estate to the business, and it then became my main business within a year.”
Today, Stephanie has a team of two licenced assistants, and is currently in the process of taking on a third. The team serves Ottawa and eastern Ontario. Though she’s only been in the real estate business a few years, Stephanie is already seeing about a 25% repeat and referral rate.
Stephanie credits her success to her “German attitude” of hard work, straightforwardness, and dedication: “It’s get up, dress up, show up...and really love what [you] do.” And her clients, she says, know that about her. “They feel that I really love what I do and I do what
I love, and I take pride in really following through with my clients and I try to completely work through their wish list.”
Stephanie extends that dedication to past clients, as well. “I’m in touch with literally everybody,” she says. She sends out direct, personal emails to check in, along with video messages and handwritten birthday and holiday cards. For those who are interested, Stephanie also sends out updates on the real estate markets, keeping clients abreast of what’s happening so they can make informed choices.
Staying in touch is especially important for Stephanie, because she still has a number of connections in Germany, and helps those clients find either new homes or recreational properties in Canada, many of them higher-end, waterfront properties. Other connections come through C21’s chosen charity Easter Seals as well as other charitable and community organizations, especially those benefiting sick kids. Stephanie is also dedicated to helping younger moms and younger generations. “I’m a so-called ‘older mom,’” she says, “and the younger ones we support, I’m always there for them.” In addition, she’s involved in local autism support groups for young families, providing them with education and resources. As a mom to a son on the spectrum, this is particularly important to her.
When it comes to marketing, Stephanie describes her approach as “innovative.” Her target demographic, both in Canada and abroad, tends to be age 35 and over, and so her advertising tends to run in print form, such as in Valley Homes and Homes and Lands, and ad placement in bank
investor windows, as well as posting to realtor.ca and internationally via Century 21 Global. While she does a great deal of social media, Stephanie says that a significant number of calls come to her thanks to her print media marketing. “I’m literally the only one who does that,” she says.
Being so dedicated, it’s hard for Stephanie to pick out her favorite aspect of real estate. “Literally everything” is her favorite part, but it’s the connection with people that sticks with her the most. “I love to be around people, I love to support people. There’s nothing more rewarding than having an absolutely thrilled, happy, satisfied client in front of you who offers you friendship. That, to me, is the most rewarding thing I can get out of whatever business I do in my life.”
In the future, Stephanie’s main desire is to grow. “I’m very much a team player, she says. “I really like the setup of our brokerage. I want to expand.” But she has other goals, too. “I want to make sure I have a little more time for my family, which right now is important — because I’m really growing fast. I really want to be the go-to person for real estate in my area.”
Something else she wants everyone to know? “Everybody thinks Germans do not have any humor. I am very humorous!”
To learn more about Stephanie Mols,
please visit
https://
tephanie-mols.c21.ca,
email stephanie.mols@C21.ca, call 613.253.2121 ex.128, or her cell at 613.812.5510
Why Delegating is the Key to Long-lasting Success
Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.
DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as a leader, develop your managerial skills? While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process. Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your
management skills, in addition to lightening your load for the better.
DELEGATING BUILDS COLLECTIVE CONFIDENCE
Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.
DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.
DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN
The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.
Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.
mailto:mag@topagentmagazine.com
http://www.topagentmagazine.com
ERIN CHRISTOPHER
Top Agent Erin Christopher — owner and REALTOR ®
Not long ago, Erin Christopher was an administrative worker for the federal government. But she always possessed an entrepreneurial spirit. “Real estate was a passion of mine for the past 20 years,” Erin says. “But I was always scared to take the plunge into a feast or famine career.”
Erin finally took that plunge in 2017, enrolling in courses and training to become a REALTOR ® . “I figured it was now or never,” she says. But success in the notoriously competitive hills of Saskatchewan would prove hard to come by. “I wanted to stand out,” she says.
Then Erin discovered 2 Percent Realty. “Within the first minute of searching the company,” Erin says, “I knew this was going to be big.” To Erin, 2 Percent Realty fit perfectly into the market by offering value real estate at full service. “You don’t get less,” she says, “you pay less.”
Erin’s intuitions proved correct. Within a few months at 2 Percent Realty, she had exceeded her target benchmarks. “I was turning away business because I couldn’t keep up,” she says.
Quickly, Erin expanded her outfit to accommodate the onrush of customers. She won 2 Percent Realty’s Franchise of the Year Award in 2019 to go with numerous other accolades. By the end of that first year, Erin’s hard work and sharp instincts had earned her a Top Producer GOLD status.
Today, Erin continues acting as the owner and REALTOR ® of 2 Percent Realty Swift Current, where she services clients throughout the province
of Saskatchewan. Above all, she specializes in the Swift Current and southwestern part of the surrounding areas. “It’s fantastic,” she says. “We have lots of repeat clients that refer us to new clients.”
Erin attributes all this success to her relationships with her customers. “We’re honest,” she says. “We’re trustworthy. We wear our hearts on our sleeves and we’re up-front with our clients.” She also oversees a modernized staff including a certified interior designer and home stager, as well as virtual stagers, all fully equipped for mobile work. In balancing these assets, Erin’s company has saved their clients over $190,000 in commission fees in two short years while overseeing sales as high as $700,000.
Outside of work, Erin is a proud member of the Swift Current community. She acts as a sponsor for the Minor Hockey Association, in which her son is a member. On top of that, she sponsors the Lyric Theater.
After two excellent years in the real estate market, Erin is drafting big plans for the future. She wants to increase her staff while expanding into new territories. Through it all, though, she still maintains her award winning standards for customer service. “I’m looking for good people,” she says. “They make or break your business.”
This care and ambition has fueled Erin’s work as a REALTOR ® . “I’ve broken through the barriers,” she says. “We’ve made a name for ourselves in such a short period of time. New brand. New to the industry. New franchise owner.” With so much change, one can easily feel out of their element. But Erin feels perfectly at home in the Saskatchewan market. “I love it when my buyers find the right house,” she says. “That’s probably the best feeling.”
For more about Erin Christopher:
erin.christopher@2percentrealty.ca,
www.swiftcurrent.2percentrealty.ca,
or call (306) 750-0673
Top Agent Magazine18 Top Agent Magazine In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online. Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales. RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter sign-ups. Don’t let an online lead go to waste by taking too long to engage and follow-up. Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender. ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection. GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move. DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease. Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.
SUSIE HEGAN
Susie Hegan has always been interested in real estate, thanks to her experience as a landlord, as well as renovating houses with her parents and her ex-husband. “There was always an interest, but I never made the leap,” she says. “Then I was doing bookkeeping and finances for people, and a bunch of my clients kept recommending that I get into real estate.”
Hegan finally took that leap in 2013, and today she works as a solo agent serving Waterloo region of Ontario. Born and raised in Ayr and a self-described “small town, simple girl,”, she has a deep knowledge of the place that she can impart to her clients, many of whom are repeat and referral clients. “It’s been seven years, so many of them are starting to sell the homes that I’ve sold them,” Hegan explains, and says that at least 50% of her business is referral and repeat.
That percentage comes from Hegan’s deep dedication to her clients. She’ll go above and beyond for them — even if they’re not her own clients. “I’ll never forget one of my first transactions. My buyers bought a home from someone who didn’t realize I had just started in real estate. The seller, who knew me from when I was a child, contacted me on closing day because they were not able to get all of their stuff out of the home. I went over with my Dad’s truck and helped them move everything. Not my client,” she points out. “The sellers. And those sellers ended up using me twice after that. They referred me four times. The whole web of transactions from those buyers and sellers was 32 transactions of referrals and repeats. It just goes to show how important it is to treat everyone like family.”
“There are some really great agents out there. I try to be very hands-on with my clients. I’ll go the extra mile. I think that makes a big difference, when they see that you actually attend to their needs.” She also makes sure to maintain contact with clients. “I try to touch base with them each year with events, and do a lot of fundraising and sponsoring, as well.” She’s also planning a big event this summer to celebrate her new-build clients. New-builds are a new foray for Hegan, who had previously focused on resale. “I’m going to throw a huge street party for them to meet their neighbors,” she says.
As for marketing her listings, Hegan describes herself as “pretty simple,” using social media. “I don’t do any crazy marketing -- not as of yet, anyway,” she says. “I know it’s a competitive area, where people are trying to stand out with all the crazy videos you see…[but] I’m more of that small-town mentality.”
And the small-town mentality is working for her. Over the past year, Hegan has seen a significant increase in business: nearly 100%. “That was [because of] keeping the resale and adding in the new-build side of things, which then turns into resale when [the first clients] move.”
Hegan’s connection to the area and community doesn’t just include her clients, although they’re a large part of it, too. A former trainer for her sons’ hockey teams, she now sponsors the local hockey teams as well as other sports teams. “I think it’s really important for the kids in the community to have the opportunity to make life-long friends from their sports teams.” She’s also active in a number of community fundraisers for various causes and charities.
For Hegan, it’s the people that really make her appreciate her work. “I love that every day is different,” she says. “Every client is different, every house is different, so to me it makes the job exciting. I don’t feel like I’m going to work every day. You never know how the day is going to unfold. It’s very stimulating and challenging, which I love.” And that’s how she wants to keep it. “I want to keep doing exactly what I’m doing,” she says.
To learn more about Susie Hegan, please visit
www.susiehegan.com,
LEIGH JENKINS
Real estate has been part of Leigh Jenkins’ life for as long as he can remember. “I grew up with real estate. My dad and mom always bought and sold. My mom’s 94 and still owns an apartment building. We’ve been in real estate since I was a little guy. I’ve owned some businesses, and I’ve been self-employed since I was 20.”
Though he made some detours on his path here and there, Leigh says that real estate sales was always his “end game,” and he’s reached that goal, having worked in real estate for over the past decade. “I’m hoping to get another 15 [years] in before I retire,” he says. Jenkins covers the area of central Prince Edward Island, all of Queens County as well as portions of Prince and Kings Counties, “probably half an hour from my home,” he says.
He’s also tried out different working situations to see how he really likes to work. Formerly, Leigh oversaw a team of three. However, he recently dissolved the team and started flying solo. “I like the independence of just me and doing my own thing,” he says. But he doesn’t regret his days as part of a team at all. “We tried and we were successful... Our team ended being the only team east of Ontario getting Double Centurion for Century 21, so that was a pretty large accomplishment.” Jenkins himself was also ranked among the top 100 Century 21 Realtors ® in Canada.
But he doesn’t let the success get to his head. “PEI is different. You have to be meek and mild because it’s a small community. Success doesn’t always work for you if you’re too arrogant about it.”
It seems, though, that Jenkins’ burgeoning business is experiencing success enough to speak for itself. Right now, as he adjusts from a team to being independent, as well as to a shifting client base, he estimates his repeat rate to be 98% and his referral rate to be about 40%, all coming, he says, via word of mouth.
And clients do come back. Jenkins attributes this to his honesty—and he is honest. “I’m not a warm and fuzzy guy, but my clients get exactly what they’re looking for. I won’t sell you a house even if it’s perfect up to a point but we know there’s something wrong. If it just doesn’t feel right, I’ll try and actually talk clients out of buying houses.” He says he’d rather take the time to get it absolutely right rather than rush into a less-than-perfect deal. “I really pride myself on not selling the wrong house.”
Educating his clients is a priority for Jenkins. “We...sit down with every client before we even start the process. We have a Powerpoint, and we talk to them about everything from being pre-approved to what kind of house we’re going to find for them.” He also does this to ensure that he and the client are a good fit; if not, he passes them along to someone he feels can better serve them.
Like many other agents, Jenkins’ main way of staying in touch is social media. “We have really good social media,” he says. But in keeping with his tried-and-true values, he follows up with “old-fashioned” Christmas cards, as well as monthly and yearly newsletters. His marketing follows a similar pattern. Each property is featured using professional photography and virtual tour videos and advertised via social media and Zillow, but he also hosts plenty of “old school” open houses.
Jenkins likes getting results, and learning how to adjust to clients’ needs to get those results, and he says, “I also like that every day is different. It’s not a structured environment, I enjoy that part.” In the future, Jenkins says he simply wishes to continue to grow. “I’d like to sustain my business and keep my reputation for being honest. ”
To learn more about Leigh Jenkins call (902) 388-0526, visit leighjenkins.com, or email leigh.jenkins@century21.ca
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.
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
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 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.
BRADY THRASHER
In many ways, real estate is woven into Brady Thrasher’s DNA. “My mother was a Realtor for twelve years,” he says. “It offered many incentives because my father had multiple sclerosis, and he was ill. My mom could cater her schedule to him.” After spending his early years in promotions, establishing a passion for entrepreneurship, Brady set his sights on a family business.
coveted RE/MAX Diamond Award. By harnessing a blend of compassion and persistence, he has become a leading real estate professional in his community.
Outside the office, however, Brady has still found a way to play an active role in his own household. Every day, he carefully manages his time so that he can remain present for his wife and children. “I drop my kids off at school,” he says. “I pick them up, do dinner, read with them, and put them to bed.” Brady takes fatherhood as seriously as he takes his responsibility to his clients. “I have specific things I have to do each day,” he says.
Today, Brady services clients at RE/MAX Preferred in Windsor Ontario, Canada. On top of that, he oversees two brokerages in Fort Lauderdale and Plantation, Florida. However, despite his meteoric rise in the industry, Brady still views his career as a heritage. “We have a family outfit,” he says. “It’s super tightknit.” Brady isn’t joking: His mother and his aunt serve beside him in the day-to-day operations of his humble office. With this familial approach to real estate, Brady brings a sense of warmth and fraternity to his dealings. “I only work on a relationship basis,” he says.
When Brady started out, he had limited resources to promote his new business. To promote himself, he had to think outside the box. “I was more or less leveraging relationships to make a big splash,” he says. “I was collaborating with notable businesses throughout the community.” Sure enough, his style paid off right away. “My first year was a breakout year,” he says. “And each year, I eclipsed my previous years.”
Those ideas—eclipsing oneself, striving for improvement—are foundational to Brady’s viewpoint on the industry. “I am self driven on improving by one percent each day,” he says. Brady’s hard work won out last year, when he oversaw 170 sales in his region. On top of that, he has earned the most prestigious and Though in its infancy, Brady’s business still services a robust number of repeat and referral clients. He chalks this success up to his tenacity. “I take my business seriously,” he says. “I can’t just sit here and wait for the phone to ring. I have to touch three people each day.”
Looking ahead, Brady envisions the continued growth of his enterprise, further cementing the relationships in his community. But he also sees, in these aspirations, the prospect of exciting new connections. “I have a certain amount of relationships I have to maintain and nurture,” he says. “And I have new relationships to discover.”
To learn more about Brady Thrasher
email bradythrasher@gmail.com,
visit
www.bradythrasher.com,
mailto:mag@topagentmagazine.com
