CANADA 3-15-21

CANADA EDITION

COOPERATION, NOT COMPETITION,

CONCIERGE CARE: Services that

CREATES MUTUAL SUCCESS FOR AGENTS

Lure Clients and Transform Your Reputation

MILLENNIAL BUYERS:

Where They Are & What to Know FEATURED AGENTS

JENNIFER GALE CARLA LANDRY JUHAN LEE COVER STORY

INDER SINGH

CANADA EDITION

CARLA LANDRY JUHAN LEE JENNIFER GALE

“We always think of what’s best for our As Juhan ly approaching two decades in the real including of her volume Soon after having her daughter in 1989, Real Estate Team has received, majority com 23 clients,” says Lee, explaining and spen 9agent 19 Juhan 20his and her team industry, award-winning top this testimonial: “Jennifer Carla Landry began dabbling in real repeat clients or referrals. And approach to realdeveloped estate. “Wean careeffective for them,and aggressive time mo er Gale – of RE/MAX a-b Realty Ltd. estate, accepting a position we as really an assisher success? “Attentioninterested to detai do.

We stay with them every step odstock, Ontario is a hardworking, marketing plan for our home.

They were tant to a prominent broker near herNo matter if those clients are I care about the outcome, I makt of the way.” through ted agent who consistently places the caring and understanding of our needs. town. Sure enough, she proved to for be their a first home or dealing with clients find the right property. looking of themI’ of her clients front and center during They were always available to answer natural and was quickly promoted to theproperties, to be open with them about the commercial Juhan and his team says. “Th transaction. Jennifer’s commitment any questions we had.

Their professional front desk.

After learning the industry cons of a home, and if I see of top agents areapproach ready and and excitedoutstanding to help motivatios viding exceptional customer service, teamwork from the ground up, Carla obtained her their wrong We with a potentialwhat purchas them achieve goals.a highly satisfactory result.

I’m ed with her desire to give back to her ensured real estate license and since were not disappointed!” afraid to bring it up.” unity, have translated into her stellar in 1992, JUHAN LEE JENNIFER GALE INDER SINGH CARLA LANDRY Juhan has been in the real estate business Juhan is she has authored an accomplished, tion as a trustedthen, real estate advisor. for the past thirteen years.

The owner of the youth thirty-year career as a Realtor, building There are many other reasons Outsideforher career, Carla enjo Wynn Real Estate, Juhan and his team deal estate, er began her journey in the world Jennifer’s success, and chief among them a robust network of satisfied clients and active in her community. Oh with both residential and commercial properties.

On theto trade supporting theshe Korea l estate in 2005,collaborators and she has since one “While wouldgetting be herstarted, thorough, hosting intelligent approach alongbecome the way. booths at local shows, als residential side, they work with bothBoth sales old-school and property and provided funds fo most successful agents working in the Oxford marketing her many listings. and I had an opportunity to learn from some excellent utes to seasonal parades around town. When management whilemethods serving are the utilized, Greater Vancouver area y area of Ontario province. “I got started when cutting-edge in particular deft years. He also takes p mentors in the business,” she says. “Those invaluable with clients or giving back, she can be found c as well as some of Fraser Valley.

They cast a much wider a young single mother,” recalls Jennifer, “and I utilization of social media to gain maximum expo- ciations and activities experiences would later prepare me to go her on to and earn Inpracticing her favorite beading. come net when itfor comes commercial properties, serving all hobby: our community st purchased a home. I was fascinated by the prosureCONTENTS properties.

2020, Jennifer’s team my Broker License.” of British Per year, Juhan and number Wynn Real nd decided that it was something I really wanted earnedColumbia. the distinction of being ranked 59 out our future.”

Going forward, Carla has strong plans for her Estate bring in $50-$100 million in sales volume. ” A self-professed natural born salesperson, of 69,000 agents for their exceptional use of social 4) 5 SOCIAL MEDIA MISTAKES 15) MILLENNIAL BUYERS: decided to take her media work to the next level As her volume continuesMost its rapid er quickly builtRecently, a thriving Carla business on a foundaplatforms. of allgrowth, Juhan’s sh fo REAL ESTATE AGENTS MUST WHERE THEY ARE & WHAT and launch her ownshe brokerage.

As a Broker Century on adding newcomes membersthat to aher team and i f honesty and integrity.

Currently, oversees Nearly all of for Wynn Real Estate’s business strong family TO KNOW ually dedicated AVOID team of eight, allshe of whom just love the science of real estate,” says Jennifer, 21 Lakeland, now share services clients satellite office McMurray marke from “I repeat and throughout referral clients.

“We don’t do ain lotthe of Fortmakes him motivated ent-first business philosophy. when asked what she enjoys most about what she marketing follow-ups,” Juhan. she “Most of forward his clients.

Edmonton and the surrounding areas,and where she has explains all, though, looks to theAdditional many n does for a living.

“I love finding people the perfect our clients come back to us on their own.

I really care he goes out to the at gr applied her in-depth knowledge 6) COOPERATION, NOTof the local market to tunities that lie ahead. “Relationships are 21) CONCIERGE CARE: ustomer care that Jennifer and team provide has property for them, and I love the marketing aspect about focusing on my current clients, thereal onesestate here now. clients, appreciates empower buyers and sellers of all kinds. of the industry,” she he says.

“As su COMPETITION, CREATES ed in a business that is based significantly upon and 120% mentoring mySERVICES teamI members toupdated be leaders in nature with them.

THAT LURE I deliver quality, and keep them and staying in touch with my clients as much as SUCCESS FOR ing clients and MUTUAL referrals, an accurate barometer the community. satisfied from the astart of the deal the TRANSFORM end. That CLIENTS AND When listing a home, Carla offers her clients diversican.until I’m genuinely interested in their lives, an AGENTS r go-above-and-beyond business practices. “We makes a big impact and YOUR keeps themREPUTATION coming back to us.”

Juhan’s current profes After helpingboth them prepare theirnot property see themisthriving in their new homes.” focus on servicefied andstrategy. building relationships, When she’s working, Jennifer committed to and owning Wynn Re market, she it overphilanthropy, a blend of and targeted our clients and for the the community,” saysshares Jennifer, gives back to her community in Juhan’s favorite part of working in real estate is the year, Juhan has buil and promotions, as well as word of asked how she digital manages to social inspiremedia such impresa variety of ways, and recently won the Pakistani measurable impact he makes on his clients’ lives. He clients focus on their campaigns to the Elsewhere, she with is Award. evels of trust mouth and loyalty amongst thosecommunity. she Community Influencer particularly likes working immigrants who are new Juhan works with and Phone | Fax 310-734-1440 with. “We always the best wewith can, her and every justdo as310-734-1440 attentive buyers, leaning on her decades to Canada. “A lot of them are afraid to do anything,” he sionals. “I have a resp e’re out hustling making experience sure we’re taking the paying future of herpaying business, Jennifer’s of and industry andsays. extensive professional mag@topagentmagazine.com |Looking www.topagentmagazine.com “They justto keep rent, the bills, and to deliver Wynn’s ph care of people.”network to find the right home plans are fairly straightforward: to continue building forany their needs.

But with they never have a chance to gain assets.

I spend a lot ofTop Agent education, communic No portion of this issue may be reproduced in manner whatsoever without prior consent of the publisher. her business and to keep providing her many clients each and everybyclient, strives to her same time GA, helping them to gain confidence toensure succeed in their of published process.” Juhan is e Magazine is published FeatureCarla Publications Inc.uphold Although precautions are taken to the accuracy ocus on exceptional service isMagazine best made evident with the fortop-of-the-line customer serviceby that has Estate is ready for wh materials, Top Agent cannot be held responsible opinions expressed or facts supplied its authors. new country.” lofty standard of service. “I treat clients the way I would scores of glowing reviews The Jennifer synonymous with her name.

To subscribe or change address, send Gale inquiry to become mag@topagentmagazine.com.

INDER SINGH

like to be treated,” she says. “In this business, people appreciate when you’re honest with them. Moreover, ITo learn more about Juhan Lee and W For more about Jennifer Gale, answer the information phone whenever possible and get back toplease call 778-838-7000, or visit WynnR please call 519-536-7743 or email JGaleSellsHomes@gmail.com my clients promptly.

They know I’m always fightingor email Juhan.realestate@gmail.com Top Agent Magazine for their best interests.”

Published in the U.S.

www.

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To learn more about Carla Land

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

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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TopTop Agent Magazine Agent Magazine

Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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INDER SINGH Top Agent Magazine

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Top Agent Inder Singh oversees several agents who operate under the banner of Inder Singh Real Estate Group at RE/MAX Enterprises.

Inder Singh’s journey into the world of real estate was not a straightforward one. He got his bachelor’s degree in commerce, after which he pursued a postgraduate degree in financial planning. He then went on to work in the financial and banking sectors for several years, all while harboring a passion for real estate which he kept alive by flipping homes on the weekends. In 2008, Inder saw the market around him shifting rapidly and decided to make a change. Noting the many similarities between 10 Copyright Top Agent Magazine

his previous work and real estate, Inder realized that he could translate his thorough and well-informed approach into his current field remarkably. Inder spent two years in the mortgage industry before becoming a Realtor with RE/MAX, his current place of work.

Though Inder now oversees several agents who operate under the banner of Inder Singh Real Estate Group at RE/MAX Enterprises, he started his journey in real estate flying solo. He Top Agent Magazine

triumphed at his job and entered RE/MAX’s Hall of Fame within the first four years. “In 2016, I touched the ceiling,” says Inder, and began to build his team. Inder continues his high performance and was selected to be a panelist at RE/ MAX’s Asia Pacific Conference. Inder Singh was also featured in Top 40 Under 40 in 2020.

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Inder and his team specializes in listings across a wide price spectrum. They focus on first-time buyers, resale clients, and investors, as well as delivering to higher-end niche clientele.

Though based in the Greater Toronto Area, Inder and his team works with buyers globally.

They have developed a streamlined process to 11 Copyright Top Agent Magazine

Inder and his team specializes in listings across a wide price spectrum. They focus on first-time buyers, resale clients, and investors, as well as delivering to higher-end niche clientele. market listings, including professional video walkthroughs regardless of the property price.

Depending on the property type, they feature these videos internationally. Typically, Inder closes over 70 transactions per year. That number continues to grow.

Inder prides himself on his in-depth understanding of the market, something which is important when dealing with both local and foreign clients. He keeps track not just of the real estate market and current events that may impact it, but also of how global situations Copyright Top Agent Magazine 12

might influence his business. Nothing serves as a better example of this than the trajectory of the Inder Singh Real Estate Group during the COVID-19 pandemic. Despite the distressing circumstances, the Group has already outperformed their numbers from 2019.

“We’d already switched over to walkthrough videos and digital marketing,” says Inder, “so when COVID hit we knew what needed to be done.”

But Inder Singh is not just a real estate agent.

Outside of taking Ontario’s real estate market Top Agent Magazine

by storm, Inder and his team take part in several charities in Canada and around the world. They give annually to RE/MAX’s Miracle Home, a program which supports local children’s hospitals, and to SickKids, a foundation which provides medical care to children around the world. Inder also helps young people seeking Top Agent Magazine

education, specifically in Asian countries, by paying for their tuition and other fees. This giving spirit is tied to his family. Inder loves spending time with his wife and five-year-old daughter. “All my weekends are spent watching her grow up,” says Inder. He also enjoys golf, running, and furthering his own education.

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Looking to the future, Inder plans to continue his team’s expansion. He hopes to hire another three agents within a year and grow into new Ontario cities. He is hopeful about getting

involved in the media. “We’re already active on social media, which has built up our business,” says Inder. He is excited to learn and grow further in that direction.

To learn more about Inder Singh and his team at Inder Singh Real Estate Group, please call his office at 905-855-2200, email inder@sellwithsingh.com, or visit sellwithsingh.com www.

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 18

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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JENNIFER GALE Rapidly approaching two decades in the real estate industry, award-winning top agent Jennifer Gale – of RE/MAX a-b Realty Ltd. in Woodstock, Ontario - is a hardworking, dedicated agent who consistently places the needs of her clients front and center during every transaction. Jennifer’s commitment to providing exceptional customer service, coupled with her desire to give back to her community, have translated into her stellar reputation as a trusted real estate advisor.

Jennifer began her journey in the world of real estate in 2005, and she has since become one of the most successful agents working in the Oxford County area of Ontario province. “I got started when I was a young single mother,” recalls Jennifer, “and I had just purchased a home. I was fascinated by the process and decided that it was something I really wanted to do.” A self-professed natural born salesperson, Jennifer quickly built a thriving business on a foundation of honesty and integrity. Currently, she oversees an equally dedicated team of eight, all of whom share her client-first business philosophy.

The customer care that Jennifer and team provide has resulted in a business that is based significantly upon returning clients and referrals, an accurate barometer of their go-above-and-beyond business practices. “We really focus on service and building relationships, both with our clients and the community,” says Jennifer, when asked how she manages to inspire such impressive levels of trust and loyalty amongst those she works with. “We always do the best we can, and every day we’re out hustling and making sure we’re taking good care of people.”

This focus on exceptional service is best made evident by the scores of glowing reviews The Jennifer Gale

Real Estate Team has received, including this testimonial: “Jennifer and her team developed an effective and aggressive marketing plan for our home. They were caring and understanding of our needs.

They were always available to answer any questions we had. Their professional approach and outstanding teamwork ensured a highly satisfactory result. We were not disappointed!”

There are many other reasons for Jennifer’s success, and chief among them would be her thorough, intelligent approach to marketing her many listings. Both old-school and cutting-edge methods are utilized, in particular deft utilization of social media to gain maximum exposure for her properties. In 2020, Jennifer’s team earned the distinction of being ranked number 59 out of 69,000 agents for their exceptional use of social media platforms.

“I just love the science of real estate,” says Jennifer, when asked what she enjoys most about what she does for a living. “I love finding people the perfect property for them, and I love the marketing aspect and mentoring my team members to be leaders in the community.

When she’s not working, Jennifer is committed to philanthropy, and gives back to her community in a variety of ways, and recently won the Pakistani Community Influencer Award.

Looking to the future of her business, Jennifer’s plans are fairly straightforward: to continue building her business and to keep providing her many clients with the top-of-the-line customer service that has become synonymous with her name.

For more information about Jennifer Gale, please call 519-536-7743 or email JGaleSellsHomes@gmail.com Top Agent Magazine

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CARLA LANDRY Soon after having her daughter in 1989, Carla Landry began dabbling in real estate, accepting a position as an assistant to a prominent broker near her town. Sure enough, she proved to be a natural and was quickly promoted to the front desk. After learning the industry from the ground up, Carla obtained her real estate license in 1992, and since then, she has authored an accomplished, thirty-year career as a Realtor, building a robust network of satisfied clients and collaborators along the way. “While getting started, I had an opportunity to learn from some excellent mentors in the business,” she says. “Those invaluable experiences would later prepare me to go on and earn my Broker License.”

Recently, Carla decided to take her work to the next level and launch her own brokerage. As a Broker for Century 21 Lakeland, she now services clients throughout Edmonton and the surrounding areas, where she has applied her in-depth knowledge of the local market to empower buyers and sellers of all kinds.

When listing a home, Carla offers her clients a diversified strategy. After helping them prepare their property for the market, she shares it over a blend of targeted digital and social media promotions, as well as word of mouth campaigns to the community. Elsewhere, she is just as attentive with her buyers, leaning on her decades of industry experience and extensive professional network to find the right home for their needs. But with each and every client, Carla strives to uphold her same lofty standard of service. “I treat clients the way I would like to be treated,” she says. “In this business, people appreciate when you’re honest with them. Moreover, I answer the phone whenever possible and get back to my clients promptly. They know I’m always fighting for their best interests.”

Through the years, Carla has earned a tremendous reputation for her compassionate approach, with the vast 20

majority of her volume coming from repeat clients or referrals. And the key to her success? “Attention to detail. Because I care about the outcome, I make sure my clients find the right property. I’m willing to be open with them about the pros and cons of a home, and if I see something wrong with a potential purchase, I’m not afraid to bring it up.”

Outside her career, Carla enjoys getting active in her community. On top of hosting booths at local trade shows, she also contributes to seasonal parades around town. When she’s not with clients or giving back, she can be found cooking or practicing her favorite hobby: beading.

Going forward, Carla has strong plans for her business.

As her volume continues its rapid growth, she intends on adding new members to her team and opening a satellite office in the Fort McMurray market. Most of all, though, she looks forward to the many new opportunities that lie ahead. “Relationships are at the heart of the real estate industry,” she says. “As such, I love staying in touch with my clients as much as I possibly can. I’m genuinely interested in their lives, and I love to see them thriving in their new homes.”

To learn more about Carla Landry email carlalandry@me.com, visit carlalandry.com or call (780) 887-3777 www.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 22

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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Top Agent Magazine

JUHAN LEE “We always think of what’s best for our clients,” says Juhan Lee, explaining his approach to real estate. “We care for them, we really do. We stay with them every step of the way.” No matter if those clients are looking for their first home or dealing with commercial properties, Juhan and his team of top agents are ready and excited to help them achieve their goals.

Juhan has been in the real estate business for the past thirteen years. The owner of Wynn Real Estate, Juhan and his team deal with both residential and commercial properties. On the residential side, they work with both sales and property management while serving the Greater Vancouver area as well as some of Fraser Valley. They cast a much wider net when it comes to commercial properties, serving all of British Columbia. Per year, Juhan and Wynn Real Estate bring in $50-$100 million in sales volume.

Nearly all of Wynn Real Estate’s business comes from repeat and referral clients. “We don’t do a lot of marketing and follow-ups,” explains Juhan. “Most of our clients come back to us on their own. I really care about focusing on my current clients, the ones here now.

I deliver 120% quality, and I keep them updated and satisfied from the start of the deal until the end. That makes a big impact and keeps them coming back to us.”

Juhan’s favorite part of working in real estate is the measurable impact he makes on his clients’ lives. He particularly likes working with immigrants who are new to Canada. “A lot of them are afraid to do anything,” he says. “They just keep paying rent, paying the bills, and they never have a chance to gain assets. I spend a lot of time helping them to gain confidence to succeed in their new country.”

As Juhan is also a licensed mortgage broker and spent several years working at a fulltime mortgage lender, he is particularly interested in guiding these newcomers through the loan process. “At the end, some of them are so happy that they cry,” he says. “That’s the kind of thing that gives me motivation to work hard and to appreciate what I’m doing.”

Juhan is a strong believer in helping out the youth and community. Outside of real estate, he remains deeply involving in supporting the Korean Community. He has sponsored and provided funds for Korean students for the past five years. He also takes part in many different Korean associations and activities, saying, “I love all the way that our community comes together to positively influence our future.”

Most of all Juhan’s focus is on his family. He believes that a strong family is the most important thing which makes him motivated every day, extending his care to his clients. Additionally, he is an avid golfer. Whenever he goes out to the green with his family, friends, and clients, he appreciates being able to enjoy this beautiful nature with them.

Juhan’s current professional achievement lies in building and owning Wynn Real Estate. With Wynn in its third year, Juhan has built a system designed to help his clients focus on their assets and futures. Additionally, Juhan works with and supports young real estate professionals. “I have a responsibility to our agents and staffs to deliver Wynn’s philosophy to our clients regarding education, communication, and the entire real estate process.” Juhan is extremely proud that Wynn Real Estate is ready for whatever the future brings.

To learn more about Juhan Lee and Wynn Real Estate, please call 778-838-7000, or visit WynnRealty.ca or email Juhan.realestate@gmail.com www.

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