CANADA 2-7-22

CANADA EDITION

6 Things You Need to Do to BE A GREAT MENTOR HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

INCORPORATE CURRENT EVENTS

to Your Email Blasts and Stay Relevant

FEATURED AGENTS

RORY CLARK HEIDI GROSS QAISER CHOUDHRY ERIC HUNEAULT DARYA PFUND NIKI SILVER

COVER STORY

CAROLINE BERTRAND

CANADA EDITION

7

15

21

ERIC HUNEAULT PFUND RORYDARYA CLARK HEIDI GROSS NIKI SILVER

CAROLINE CAROLINE BERTRAND

BERTRAND her brokerage and being able to Darya Pfund is a top-producing Eric Huneault’s real estate journey began Eric believes theexpanding importance of givWhen she agent got her Realtor® licensein in Buyers/Sellers benefit assist more clients. Next year she is hopwho27 lives and breathes real estate.

With 28 31 35 QAISER CHOUDHRY over 30 years ago. “When I was a17, I ing back to his community, and he 2020, Niki Silver had a number of things negotiation skills and ing to break into the commercial side of wealth of knowledge and an eagerness she wanted to emphasize to distinguish well as the networking purchased a restaurant,” Eric recalls. likes to contribute through the Royal real estate. “I’d like to grow and continue to help clients achieve their dreams, she A resident of Canada since Infirst his was career, has earned a fantastic agents reputation her and brand. at Qaiser the in her service giving my clients white glove service seamlessly helps buyers sellersPutting nav- people “I kept at it for about 4-5 years before LePage Shelter Foundation.

He the and hisstrong 1999, Qaiser Choudhry first throughout Montreal, as evidenced by his rate of they deserve. I want to keepthat exceeding transaction, top of her list.

“I am not a transactional RE/MAX provid ®igate through this important who working putting it up for sale. The Realtor always alsoand givereferrals. back toThrough their local tooktoanmake interest real estate colleagues repeat clients it all, hethem is most top exposure fo it ®a. in positive Realtor I’m about building relationships. client expectations and gettingmaximum sold it for me was also a friend, and she they can,time,” andestate Eric in the early 2000s, noting community inspired byany the way ways in which real speaks his results every she says, and to adds, experience.

Transactions come along the way with website. But that mar “I’m“Sure, also currently taking classes that I that the industry was a per- participates entrepreneurial spirit. real estate may notsoalways suggested I go into real estate. Rarely in many activities for the friendships that are built, be whether it’s with “But thebusiness MLS, can expand into real estate in all social m Darya first dipped her toe into thetoworld fect complement his strong Canadian easy,”Cancer he says.Society. as long ascommercial you love this does a 17-year-old pick up a restaurant, clients, vendors and or other Realtors®. icated real the coming year,” she says. of real estate in 1998, after purchasleadership experience and and uphold a strong work ethic, you can find your way.” estate sites build it up, and sell it a few yearsinglater rental propertiesI with her husband.people and learning about love meeting classified advertising negotiation skills. After pursuAs afuture, successful top agent, Darya’s Quickly falling inERIC love with the profesCHOUDHRY HUNEAULT DARYA PFUND NIKI SILVER for a profit, so she sawQAISER that I had potenLooking toward the Eric says, their lives.

I’ve always been able to connect alsoadvice alerts ing hisherlicense, Outside of real estate, deeply committed to her many to newQaiser agents istrying to make it in the sion, she obtained license he in completed 2017 with people, which has allowed me to understand their media to buying opportunities. tial and was an entrepreneur, andandshe “My plans are to keep on doing what his firstfor sale on hisbrokerfirst day in his community. Onbusiness top of iscontributing various to stick to thetobasics like local hard started working a small needs and how best them.” touches base with encouraged me to go into it.”

I’mhelp doing andandfinding to help my the business.

From there, found quick success as schools, hospitals, and ways nonprofit organizations, he supwork excellent customer service.

“Work ethic isher clients an age where shehe learned the ins and outs Iofcan thean business. ® es and pictures of renos being d crucial the success of your is passionate then on to start her in agent, earningThe Rookie of theREALTOR Year honors at went his brokerports underprivileged communities funding clients thistomarket now, as business. wellabroad, asMy advice to work with persistence, be there for your clients, and own brokerage, Stratten Gates Real Estate in Winnipeg. has applied empathy in a and variety of happy!

“I keep in contact with m age.in “That wasAfter a good start,” he Niki says with a laugh. that “Butnatural water installation educational outreach to help lift Eric started in real estate 1990. in future markets.

I also look forward CONTENTS always carefully their because wants andof needs.” worthy fields, including over ten years with listen a longthenot relationships create I kept going from there.” overseas populations out oftopoverty.

When he’s with a few years he stepped away to runWhat another business, to helpingandother agents grow with their businessbuying so that sets Darya apart is her commitment care for term healthcare facility where sheor worked process.” clients giving back,seniors, he enjoys spending quality time When she’s not busy with estate and serving her cliclients.

She is focused on building long termcontinues relation4) and HOW TO SPEED UP FIRST-TIME 25) WAYS TO MAKE YOUR returning in 1999, has been back since.

“I’m ourfrom branch towith grow stronger.

Ireallove what Today, Qaiser is ever a with Residential and Commercial Real at home his enjoys wife and children. the day of 3 their admission all the ents, Darya playing snooker and spending time ships them andsometimes has mastered the art offirst listening working the field, doing whatBroker I love, I do.Inc., I’ve learned to be like a chameleon adapt HOMEBUYER TRANSACTIONS WORKSPACE WORK FOR YOU Estate with Leshelping Immeubles Charisma where way through the end-of-life care. also sold sup- and Niki looks forward to many mor withShe her children. andand being able to peoexpertly discern her clients’ needs. he assists clients throughout of Montreal.

WellGoing forward, Qaiser hastop exciting plans futureand helping ple out,” Eric says. “I love helping mystrives clients to sellers the situation, and going to keep on doing that.for the She to achieve makeall buyers and feel taken care plemental insurance, where sheI’m rose to become the exceptional service of and important and goes above and beyond to assist experienced in everything from residential real estate to of his business.

As his volume maintains its rapid sales agent in New Brunswick.

But she had always real estate goals.

She is excited t their goals, whether it is purchasing a first home, purWhatever the market brings, I will adapt to it and 13) IF IT’S GOOD FOR THEHer SOUL, 29) OF LISTING? them in any situation. favorite part of real estate is THINKING commercial and investment properties, he possesses the growth, he intends on scaling the model of service wanted to trymy her clients hand at adapt real estate. chasing a second investing inTHE real estate, oraccomplish help too.”After getting her learned to help others break into IT’Shome, GOOD FOR BUSINESS able to help them their goals.

NINE WAYS TOaccomplished GET expertise and being integrity needed tolicense, meet the demands of“I enjoy that has anchored because his careerbegun in thetraining first she joined EXIT Realty Advantage of READY recently a new a helping my commercial clients with theirpeople business.” helping move forward with the biggest purchase any transaction. place. More than anything, though, he looks forward to

RORY CLARK

the incredible training the company offered.

is also excited to begin participa

they’re likely ever going to make in their lifetime. It’s 18) HOW TO INCORPORATE inviting even more clients into hisvolunteer beloved community. all about making them happy and helping them 32) sucprojects in the Frederic 6 THINGS YOU NEED TO DO As Charter realCURRENT estateWhen broker/branch manager with listing aceed,” property, Qaiser leverages the powerful “Montreal is the best city in the world,” he says.

“From EVENTS TO YOUR she says.

Today she represents clients in Fredericton and the surBE A investors GREATto MENTOR resources at LesAND Immeubles Charisma Inc. to give his TO international Bay Area professionals, I love Royal LePage EMAIL Origine, Eric directs 4 offices with BLASTS STAY rounding area of South Central New Brunswick with Always looking for creative solutions, Darya decided sellers an added advantage.

After helping them fully showing my clients all the hiking, nightlife, and culture close to 70 brokers.

He attributes his success to RE/MAX his Eastwith Coast EliteSale Realty, where a healthy 50 RELEVANT to partner Gates Real Estate the aFor prepare their home for Stratten the market, he shares it over we have to offer.”

deep and abiding passion for realByestate and busiof her already comes from repeat cliinpercent ordermedia to give herbusiness clients a broader blend of targetedOwner digitalsystem, and social campaigns. ents or The referrals. range of real estate options. system Niki allowsliterally sellers goes the extra mile for ness. “Real estate is a Along complex and difficult market, the way, he personalizes his workflow to the to post to and sell their properties practicallyasonfar their own, 310-734-1440 | Fax 310-734-1440 people, traveling as two and a half hours out from and you needPhone to always find a way keep your immediate needs hismarketing clients, providing them with “It’s with of some help from the brokerage. her office if that’s what it takes to find the perfect home customers happy,” Eric explains.

“In allstart the hands-on service from toyears finish.| www.topagentmagazine.com definitely not for everyone, but it’s available for those mag@topagentmagazine.com for her client.

Not many agents will do that, but it’s only clients who want thatmy option,” she explains.

I’ve been doing real estate, I’ve always achieved For more aboutTop Darya No portionElsewhere, of this issueQaiser may beisreproduced in any manner whatsoever without prior consent of back. the publisher.

AgentPfund one of the practices that keep her clients coming justEric as attentive when helping personal goals, even in a tough market.” has please call (204) 290–4231 Magazine his is published byDarya Feature Publications GA, Inc. Although precautions is his excited about the future of herofbusiness and are taken to ensure the accuracy of published buyers, utilizing extensive knowledge the or email daryamp@yahoo.ca consistently been in the top 3% tohas5% of brokers atapproach no plans of slowing down.

She is looking forward to as if I’m materials, Top Agent Magazine cannot be held responsible for opinions expressed orthe facts supplied by its authors.

“I every transaction one doing the Montreal area to uncover the right home for their best his firm since To 2000. subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. buying Punjabi, or selling,Hindi, and I work hard to make the process interests. Fluent in English, French,

simple and free possibleabout for my clients andCopyright Top Agent Magazine Urdu, Pashto, and Arabic, he as also provides financTostress find outasmore Eric Huneault, Thanks to a high leveling of customer satisfaction, most we haveCharisma fun! I takeInc., my time with everyone and give my services through Les Immeubles please call 450-545-9727 2 Top Agent Magazine offering a one-stop-shop for attention all their real estate the price point of the property. full no matter To contact Niki call 50 of Eric’s business comes fromclients referral clients. “The or email erichuneault@royallepage.ca, To learn more about Qaiser Choudhry ambitions.

But for Qaiser, the deal is never truly over, email silverrealty2020@ reason is that I’m passionate about what I do,” he

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

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

Top Agent Magazine ®

Top Agent Magazine

While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

Top Agent Magazine ®

5

Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

6

feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

Top Agent Magazine ®

Top Agent Magazine

Top Agent Magazine

CAROLINE BERTRAND

7

CAROLINE BERTRAND “For me, real estate comes down to serving my clients, listening to their needs and respecting the trust they place in me. From start to finish, they are always at the top of my mind.”

Throughout her life, Caroline Bertrand has been driven by a desire to help others and strengthen her community. After earning an Honors Degree in Psychology from the University of Ottawa, she accepted a position with the federal 8

government but realized that she wanted greater independence and more personal contact in her day-to-day interactions.

Drawn to real estate for the opportunities it provided to work with people at an important moment in their lives, she Top Agent Magazine

decided to pursue her license in 2012— and she hasn’t looked back since.

Today, Caroline is a Residential Real Estate Advisor with Engel & Völkers Outaouais, where she works, in both official languages, with clients in Aylmer, Chelsea, Gatineau and surrounding areas.

Her business model is centered on quality service, integrity and expertise, which she combines with a warm, engaging personality and strong business acumen to meet her clients’ needs.

Top Agent Magazine

When listing and marketing a property, Caroline leverages the full suite of resources available through Engel & Völkers, an international powerhouse, to give her clients an added advantage. After helping them prepare their home to sell, she employs a tailored mix of carefully targeted digital and social media tools to broadcast their listing to an expansive network that spans not only Quebec, but other promising provincial and international markets.

Elsewhere, Caroline is just as attentive 9

when assisting her buyers, presenting them with opportunities and carefully guiding them to the right investment.

For this reason, she likes to keep in touch with clients long after the deals are done to verify that they are satisfied in their new homes and choice of community.

This has earned her a stellar reputation in the region with the vast majority of her work coming from repeat clients and referrals.

Having earned Quebec’s Top Client Satisfaction Award in 2017 for her previous agency, Caroline gets the greatest

10

Top Agent Magazine

satisfaction from the bonds that real estate has allowed her to forge within her community. “In this profession, you meet people when they are making critically important decisions for themselves and their families”, she says. “There’s nothing more rewarding than getting to know a client, meeting their family, and seeing them realize their dreams in the market.”

Alongside attending to her career, Caroline also believes strongly in direct action to help her community. In addition to having previously served on her real estate board, she has organized 3 large events for La Grande Guignolée des Médias, raising more than $67,000 Top Agent Magazine

to help neighborhood families and earning her two Caritas awards. She has also instilled these same values in her own family, helping her then 9-year-old son, Zakary, launch a fundraising campaign for the local food bank, an initiative that drew nationwide attention, leading Zakary to be featured as the food bank’s ambassador during the historic national special concert, Stronger Together, aimed at mobilizing Canadians during the Covid epidemic. This has since led Zakary and his brother Benjamin to undertake a successful back-to-school snacks campaign, making their mother very proud. When she’s not with clients or otherwise engaged, Caroline, an avid fan of yachting, 11

likes nothing more than to spend time on the water with her family.

Not one to rest, Caroline also has exciting plans for the future of her business. Having recently earned her designation as a Certified International Property Specialist, she looks forward to expanding her

network of clients abroad while promoting the standards of service that have brought her so much success at Engel & Völkers Outaouais. “For me, real estate comes down to serving my clients, listening to their needs and respecting the trust they place in me. From start to finish, they are always at the top of my mind.”

To learn more about Caroline Bertrand email caroline.bertrand@engelvoelkers.com, visit carolinebertrand.evrealestate.com or call +1 819 968 1881. www.

12

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

Top Agent Magazine

13

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

Top Agent Magazine

RORY CLARK Top Agent Magazine

15

RORY CLARK

Seventeen years ago, Rory Clark decided to take the leap into real estate. He hasn’t regretted it for a moment since then, as he’s now become a top agent in the greater Regina, Saskatchewan region of Canada. “It was something I thought about getting into for quite awhile,” he explains. “So once my youngest daughter graduated from high school, I thought it was the perfect time to change careers.” Today he has a team called the Clark Cullen Group. Led by himself, his wife Sharon Clark and fellow agent Mark Cullen, along with Team members Troy Blanchard, Leah Talbot and assistant Mackenzie Laird, his Team was ranked in the Top 3 Century 21 Teams in Western Canada and #12 in Canada.

They recently joined the Boyes Group Realty Inc., where they have the tools to provide the best service possible.

With nearly all of their business coming from repeat clients and referrals, they’re truly going above and beyond to achieve their client’s goals.

16

“Our focus is on customer service,” he explains.

“We just try to be conscientious, and make our clients feel as if they are the only ones we are working with at that particular moment, even if we are assisting many others.” Rory and his team provide one-on-one support to their buyers and sellers, which eases their stress and gives them the confidence and resources to make educated decisions. The Clark Cullen Group has established

Copyright Top Agent Magazine

itself as a team that provides unparalleled service, and this is something Rory, Sharon and Mark keep in mind when hiring new agents.

“We could probably be double the size we are now, but we are picky about who we bring on,” Rory explains. “My rule of thumb is, if I wouldn’t send my daughter to you, then you’re not the right fit.” Those who choose the Clark Cullen Group can rest assured that they will experience the highest level of professionalism and guidance throughout the transaction.

Staying updated on the latest technology, the team ensures they’re efficient. “We have cutting edge websites, a presence on all the major social media platforms, and we’re going to start getting into blogs and podcasts this year,” Rory says. This also means his sellers’ properties receive the highest level of marketing, with their homes being seen by thousands of potential buyers. “We do targeted ads on Facebook, lead generation on our website, and employ a company that does data mining on social media so we can find people in our ideal demographic.” They also have video tours and host video open houses through Facebook Live.

Raised in Saskatchewan, Rory prioritizes community involvement. He coached youth hockey for 30+ years prior to the pandemic. Rory and his Team have volunteered serving meals at Souls Harbour and are involved with other charities and projects throughout the year.

Rory sees an opportunity in his region for first time home buyers who may be struggling to purchase in a larger city. “People are becoming priced out of Toronto and Vancouver, but there are some great homes in Saskatchewan, at amazing prices,” he explains. He hopes to help more people with their real estate needs in the future, and is excited to be part of their journey. “The people are what make my job fun. There are no boring days.”

Top Agent Magazine

For more about Rory Clark and the Clark Cullen Group, please call 306-527-6530 or email rory@roryclark.ca Copyright Top Agent Magazine 17

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes18

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

Top Agent Magazine ®

Top Agent Magazine

One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

Top Agent Magazine

Top Agent Magazine ®

19

your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

20

them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

Top Agent Magazine ®

Top Agent Magazine

HEIDI GROSS Top Agent Magazine

21

HEIDI GROSS

It was a university class that led to Heidi Gross entering the real estate world. She was working as an emergency room nurse and studying for her business degree. “I decided to take a real estate class as one of my electives, and I earned my license through that,” she says. Eventually, Heidi was expecting her second child and was assigned to work permanent full-time nights at the hospital.

“I would have needed a babysitter day and night, so I decided it was time to change careers.” With a desire to help others, Heidi sensed she would enjoy working as an agent. Today, it is clear she made the right choice, as she is now a top agent in the Central Okanagan Valley in British Columbia.

repeat business or finding her via referrals from friends, neighbors and clients.

One seller/buyer recently said, “We have known Heidi in a professional capacity for approximately six years. In that time we have completed 14 real estate transactions, including the sale of our almost 8,000 square foot luxury home and the purchase of a beautiful luxurious lake view residence. We can depend on Heidi to act in our very best interest, give us the best advice, and to conduct herself with integrity. She is thorough, personable, and extremely professional. Heidi is the Realtor® we

Heidi has seen her small city of Kelowna grow rapidly over the past few years. “We have been discovered by all of Canada, especially as more people are working from home,” she explains. “The valley offers beautiful lakes, beaches, vineyards, hiking, golfing, skiing, and a strong cultural district. The market has been booming here, and we are even seeing a skyline of high rises.” Her business has grown alongside it, with much of her clientele being 22

Copyright Top Agent Magazine

would turn to in any future endeavors and the Realtor® we would recommend to others, Heidi is OUR Realtor®.”

With the market always changing, Heidi’s innate desire to learn has helped her flourish. “I love learning, so I am always seeking out information and gaining knowledge. This led to me recently working on my first land assemblies.”

Her business is coupled with a strong network of superior professional support for her clients. At this point in her career, she has also established a solid marketing strategy to spread the word about her listings. “My properties are posted on almost 20 different websites. Listing portfolios always include professional photography, interactive 3D walk-through Matterport® tours, videos, professional floor plans, and for suitable properties, drone photography, lifestyle videos, and twilight shots.” This has helped some of her properties sell sight unseen, as Heidi aims to convey a realistic sense of a home’s layout and feel.

With a strong presence in her community, Heidi makes time to give back. She is involved with her church, the food bank and the women’s shelter. When she’s not giving back or working, she loves to stay active with pilates, yoga, hiking, or gardening. She also enjoys spending time with her family, including her granddaughter.

Heidi’s next chapter will include even greater expansion into the luxury market. “I am working on my luxury home designation, as this segment of the market is growing by leaps and bounds.”

But Heidi’s ultimate goal is to continue providing exceptional service to her clients, as she finds joy in assisting them in their life transitions. “Just like in nursing, I am helping people go through life changes, like marriage, divorce, having a baby, building blended families, securing second properties, investments, and more.

So it is incredibly rewarding for me to make their real estate experience a smooth one.”

Top Agent Magazine

For more about Heidi Gross, call 250-801-4276 or email heidi.gross@c21.ca Copyright Top Agent Magazine 23

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

24

Top Agent Magazine

3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

Top Agent Magazine

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

Top Agent Magazine

25

lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

26

ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

Top Agent Magazine

Top Agent Magazine

QAISER CHOUDHRY A resident of Canada since 1999, Qaiser Choudhry first took an interest in real estate in the early 2000s, noting that the industry was a perfect complement to his strong leadership experience and negotiation skills. After pursuing his license, he completed his first sale on his first day in the business. From there, he found quick success as an agent, earning Rookie of the Year honors at his brokerage. “That was a good start,” he says with a laugh. “But I kept going from there.”

Today, Qaiser is a Residential and Commercial Real Estate Broker with Les Immeubles Charisma Inc., where he assists clients throughout all of Montreal. Wellexperienced in everything from residential real estate to commercial and investment properties, he possesses the expertise and integrity needed to meet the demands of any transaction.

When listing a property, Qaiser leverages the powerful resources at Les Immeubles Charisma Inc. to give his sellers an added advantage. After helping them fully prepare their home for the market, he shares it over a blend of targeted digital and social media campaigns.

Along the way, he personalizes his workflow to the immediate needs of his clients, providing them with hands-on service from start to finish.

Elsewhere, Qaiser is just as attentive when helping his buyers, utilizing his extensive knowledge of the Montreal area to uncover the right home for their best interests. Fluent in English, French, Punjabi, Hindi, Urdu, Pashto, and Arabic, he also provides financing services through Les Immeubles Charisma Inc., offering clients a one-stop-shop for all their real estate ambitions. But for Qaiser, the deal is never truly over, as he prefers to remain in touch long after the closing to keep his clients apprised of the market and provide them with ongoing assistance in their new homes.

Top Agent Magazine

In his career, Qaiser has earned a fantastic reputation throughout Montreal, as evidenced by his strong rate of repeat clients and referrals. Through it all, he is most inspired by the ways in which real estate speaks to his entrepreneurial spirit. “Sure, real estate may not always be easy,” he says. “But as long as you love this business and uphold a strong work ethic, you can find your way.”

Outside of real estate, Qaiser is deeply committed to his community. On top of contributing to various local schools, hospitals, and nonprofit organizations, he supports underprivileged communities abroad, funding water installation and educational outreach to help lift overseas populations out of poverty. When he’s not with clients or giving back, he enjoys spending quality time at home with his wife and children.

Going forward, Qaiser has exciting plans for the future of his business. As his volume maintains its rapid growth, he intends on scaling the model of service that has anchored his accomplished career in the first place. More than anything, though, he looks forward to inviting even more clients into his beloved community.

“Montreal is the best city in the world,” he says. “From international investors to Bay Area professionals, I love showing my clients all the hiking, nightlife, and culture we have to offer.”

To learn more about Qaiser Choudhry email youcan101@gmail.com, visit centris.ca or call 514 991 7653 www.

27 Copyright Top Agent Magazine

ERIC HUNEAULT Eric Huneault’s real estate journey began over 30 years ago. “When I was 17, I purchased a restaurant,” Eric recalls.

“I kept at it for about 4-5 years before putting it up for sale. The Realtor® who sold it for me was also a friend, and she suggested I go into real estate. Rarely does a 17-year-old pick up a restaurant, build it up, and sell it a few years later for a profit, so she saw that I had potential and was an entrepreneur, and she encouraged me to go into it.”

Eric started in real estate in 1990. After a few years he stepped away to run another business, returning in 1999, and has been back ever since. “I’m working the field, doing what I love, and helping people out,” Eric says. “I love helping my clients achieve their goals, whether it is purchasing a first home, purchasing a second home, investing in real estate, or helping my commercial clients with their business.”

Eric believes in the importance of giving back to his community, and he likes to contribute through the Royal LePage Shelter Foundation. He and his colleagues also give back to their local community any way they can, and Eric participates in many activities for the Canadian Cancer Society.

Looking toward the future, Eric says, “My plans are to keep on doing what I’m doing and finding ways to help my clients in this market now, as well as in future markets. I also look forward to helping other agents grow their business so that our branch continues to grow stronger. I love what I do. I’ve learned to be like a chameleon and adapt to the situation, and I’m going to keep on doing that.

Whatever the market brings, I will adapt to it and help my clients adapt too.”

As Charter real estate broker/branch manager with Royal LePage Origine, Eric directs 4 offices with close to 70 brokers. He attributes his success to his deep and abiding passion for real estate and business. “Real estate is a complex and difficult market, and you need to always find a way to keep your customers happy,” Eric explains. “In all the years I’ve been doing real estate, I’ve always achieved my personal goals, even in a tough market.” Eric has consistently been in the top 3% to 5% of brokers at his firm since 2000.

Thanks to a high level of customer satisfaction, most of Eric’s business comes from referral clients. “The reason is that I’m passionate about what I do,” he says. “I try to be present and follow up with clients, making sure they know what is going on in the market. I make sure my customers are happy, and they help me to grow every year.”

28

To find out more about Eric Huneault, please call 450-545-9727 or email erichuneault@royallepage.ca, and visit erichuneault.com www.

Copyright Top Top Agent Agent Magazine Magazine

Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

29

such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

30

Top Agent Magazine

DARYA PFUND Darya Pfund is a top-producing agent who lives and breathes real estate. With a wealth of knowledge and an eagerness to help clients achieve their dreams, she seamlessly helps buyers and sellers navigate through this important transaction, always working to make it a positive experience.

Darya first dipped her toe into the world of real estate in 1998, after purchasing rental properties with her husband.

Quickly falling in love with the profession, she obtained her license in 2017 and started working for a small brokerage where she learned the ins and outs of the business.

The passionate REALTOR® then went on to start her own brokerage, Stratten Gates Real Estate in Winnipeg.

What sets Darya apart is her commitment and care for clients. She is focused on building long term relationships with them and has mastered the art of listening and being able to expertly discern her clients’ needs.

She strives to make buyers and sellers feel taken care of and important and goes above and beyond to assist them in any situation. Her favorite part of real estate is being able to help them accomplish their goals. “I enjoy helping people move forward with the biggest purchase they’re likely ever going to make in their lifetime. It’s all about making them happy and helping them succeed,” she says.

Always looking for creative solutions, Darya decided to partner Stratten Gates Real Estate with the For Sale

By Owner system, in order to give her clients a broader range of real estate options. The system allows sellers to post and sell their properties practically on their own, with some marketing help from the brokerage. “It’s definitely not for everyone, but it’s available for those clients who want that option,” she explains.

Darya is excited about the future of her business and has no plans of slowing down. She is looking forward to Top Agent Magazine

expanding her brokerage and being able to assist more clients. Next year she is hoping to break into the commercial side of real estate. “I’d like to grow and continue giving my clients the white glove service they deserve. I want to keep exceeding client expectations and getting them top results every time,” she says, and adds, “I’m also currently taking classes so that I can expand into commercial real estate in the coming year,” she says.

As a successful top agent, Darya’s advice to new agents trying to make it in the business is to stick to the basics like hard work and excellent customer service. “Work ethic is crucial to the success of your business. My advice is to work with persistence, be there for your clients, and always carefully listen to their wants and needs.”

When she’s not busy with real estate and serving her clients, Darya enjoys playing snooker and spending time with her children.

For more about Darya Pfund please call (204) 290–4231 or email daryamp@yahoo.ca Copyright Top Agent Magazine 31

6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

32

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

Top Agent Magazine

Top Agent Magazine

If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

Top Agent Magazine

33

tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 34

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

Top Agent Magazine

Top Agent Magazine

NIKI SILVER When she got her Realtor® license in 2020, Niki Silver had a number of things she wanted to emphasize to distinguish her brand. Putting people first was at the top of her list. “I am not a transactional Realtor®. I’m about building relationships.

Transactions come along the way with friendships that are built, whether it’s with clients, vendors and or other Realtors®.

I love meeting people and learning about their lives. I’ve always been able to connect with people, which has allowed me to understand their needs and how I can best help them.”

Niki has applied that natural empathy in a variety of worthy fields, including over ten years with a longterm healthcare facility where she worked with seniors, sometimes from the first day of their admission all the way through the end-of-life care. She also sold supplemental insurance, where she rose to become the top sales agent in New Brunswick. But she had always wanted to try her hand at real estate. After getting her license, she joined EXIT Realty Advantage because of the incredible training the company offered.

Today she represents clients in Fredericton and the surrounding area of South Central New Brunswick with RE/MAX East Coast Elite Realty, where a healthy 50 percent of her business already comes from repeat clients or referrals. Niki literally goes the extra mile for people, traveling as far as two and a half hours out from her office if that’s what it takes to find the perfect home for her client. Not many agents will do that, but it’s only one of the practices that keep her clients coming back.

“I approach every transaction as if I’m the one doing the buying or selling, and I work hard to make the process as simple and stress free as possible for my clients and we have fun! I take my time with everyone and give my full attention no matter the price point of the property.

Buyers/Sellers benefit from Niki’s strong negotiation skills and market savvy, as well as the networking she’s done with top agents in her service area. With the tools that RE/MAX provides to her she gains maximum exposure for her listings on her website. But that marketing also includes the MLS, all social media platforms, dedicated real estate sites like Realtor.ca, and classified advertising sites like Kijiji. Niki also alerts her many followers on social media to buying opportunities. After a closing, she touches base with her clients and gets text messages and pictures of renos being done. This makes her happy! “I keep in contact with many clients regularly because of the relationships created during the selling/ buying process.”

Niki looks forward to many more years of delivering exceptional service and helping clients reach their real estate goals. She is excited to share what she has learned to help others break into the industry, and has recently begun training a new agent. This year, she is also excited to begin participating with some local volunteer projects in the Fredericton area.

To contact Niki call 506-440-7696, email silverrealty2020@gmail.com or visit her website at NikiSilver.ca www.

Top Agent Magazine

35

mailto:mag@topagentmagazine.com

36

Top Agent Magazine