CANADA 3-16-20

CANADA EDITION

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

FEATURED AGENTS

COVER STORY

MANDEEP BASI CHRISTINE BOISSEAU JESSICA FLEMMING CARLEIGH HOFMAN DIMITRIOS KALOGEROPOULOS RUBEN MARIN TINA ROY JANET SINCLAIR

DAVE OZUBKO

CANADA EDITION

MANDEEP BASI

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CHRISTINE

Christine Boissea her career in real in 2005. At the ti a professional hor and trainer who tated the sale of Mandeep BasiMANDEEP began his real estate career after CHRISTINE home, our focusBOISSEAU above all is to ensureDeciding our clients KALOGEROPOULOS to move DAVE OZUBKO DIMITRIOS TINA ROY BASI spending 15 years working in finance. After uni- are happy.” sales, Christine set versity he worked as a certified financial planner, tailors hishe marketing strategy and then as a bank manager, but throughout Despite his stellar success, Dimitrios feel likethisa Mandeep millionspecially bucks,” says. eventu individual listing. He uses thereal servicesestate, of time he always wanted to work in real estate. In to each CARLEIGH HOFMAN 28 31 32 35 37 Kalogeropoulos – Agent DK – never they should, because they’re RUBEN MARIN a photographer and videographer to give prospec2017 he finally took the leap and“Which left his manageher MBA and breaking into the Kelowna tive buyers an appealing first look at a new listing, ment position to launch his career real estate.why rests on his laurels. He is constantly theinreason we’re here.”

CarleighSince Hofman above million.

In out Whistler, one of theham time in 2014.

Inthethe years since, in addition to$1 getting message via socialChristine then, he hasalways established had himselfan as a risingwell Ruben Marin launched his striving to be a better agent, not only star real in southwestern British Columbia, someoneafter media and the MLS,communities and holding open houses.

When interest in estate.

Growing up, mountain in North Americ a reputation as an price agent known forthis her pc Knowing Prince Edward Island my opinion,” she says. on acareer property’s “What point, hewould may clients can relyfrom on for his stalwart dedication to Depending in real estate back in for his clients, but also for his fellow He praises his committed team forof athe her family built, renovatedandand sold clients from around the world.

“Conn also arrange for magazine coverage property. service, professionalism, sound advice ascourts about industry knowledge, and personal touch. tip to tip is just one of the bedrock should we renovate before we sell or should 2017. by of thewhat chalthey navigate complexshe world of real estate. realtors, and the industry in general. stellar service.

“We’re extremely effi- part several homes, sothewhen made different people is myIntrigued favorite Id in has rea His attentiveness to his clients’ needs has been ® lenge of life as an agent, he He has successfullybeliefs completed cient for the small team that we have,” an theexcellent REALTOR or what would this sell for if I flipped it?” the transition fromthe aFraser successful the recipe enjoy for success in hisopportunity field. For the pastto two be creative Mandeep serves Valley and Lower“I aalso Today, Christine spearheads herreputation work as clear years, Mandeep has been in the the top 10% of realaquo. including Surrey, White Rock, South swiftly built career inMainland, finance to a career in real marketing andsince pushing status I don’t prestigious Program will on Negotiation he says.

“We do a lot of volume, but herself, she has the experience clients are seth build their business on.

Jessica estate the agents KelownaHomes in the Valley without havingTeam to do Surrey, Langley, and Cloverdale. His business with under exper for his professionalism, integestate, itthrives proved to be natural fit.a testa-typical sales person by any means. I want to Master Class at Harvard University everybody is dedicated.” key to their on repeat and areferral business, any advertising, just A relying on the relationships Flemming of RE/MAX Charlottetown Royal LePage Kelowna. she serves he has built with clients.

He personal puts anThere, emphasis ment to way the confidence he inspires in his clients.aries the in rity, and touch.

Today, “What better to combine those in what I can offer my clients.

Every hom School and estimates that he reads 50 growth is their willingness to make JESSICA FLEMMING CARLEIGH HOFMAN DIMITRIOS RUBENit’sMARIN JANET SINCLAIR making sure his clients are always kept in the “Having come from the financial industry, theon central Okanagan region and has bui Jessica takes pride in her ability to work w on Prince Edward Island started skills and passions than getting story to tell and it’s my job to attract buyers w Ruben spearheads his work loop of anything that’s happened regarding their all about providing the best service and advice as a books a year on negotiation, sales, and mistakes. “Fail often and fail forward,” KALOGEROPOULOS my clients,” he explains. “I want to make through property. And after a sale, he keeps in touch with and repea online lead generation into realfor estate,” continue that story.” kinds ofofto“The people.

“I’m very strong knowi learning theis construction and she realremembers, under the banner of at Grassroots customer service. The key for him DK. amount that you prope sure we’re always acting in thesays best interests his clients, phoning them to see how fail everything and sellers alike trust “and I’ve is going afterBuyers they move into their new place. ournever clients, looked whether it’sback.” listing or purchasing a clientele.

Realty and servesand resi-nh setting aside ego and recognizing thereearly. “My dad was a ismy in approach direct proportion to theGroup amount to different personalities estate ropes prope advice, superlative service, and focus Beyond the office, Carleigh gives back to hero dential, commercial and rural clients across the greater CONTENTS Copyright Top Agent Magazine is always more to learn.

“The second ofshe success you have.”

This fits with In through addition to her abilities toarts co building contractor and myformom, agent.

Additionally, she s Today, Carleigh has built a reputation her marketGrande savvy,says. through her support of Whistler’s local ment education.

“The feedback we Prairie region. to never stop you think you know everything or that his overall philosophy ® clients in person and in meetings, Jessica she Under says. the banner Wendy, was aand REALTOR evicting tenants landlo personal touch, proven track ,” record. and her role with various group for which sup receive is regularly that people how can you’re hot stuff, you’ve really lost touch,” he5says. learning, whichTO has also29) led him to seekappreciate out 4) 5 STEPS TO ACHIEVE 15) MORNING HABITS THINKING OF LISTING? of Engel & Völkers combines both her past coming professional women in the Greater had a 100% eviction reco “I just kind of grew up all around it. Whistler, Buying,sherenovating, marketing skills.

“I am a millennial, so I am she says.

“Above all, I’m here to make In short order, Ruben has carved out a business largely experienced coaching and mentorship, and to join a experience and contacts from living in Vancouver with her area.

In her free hours, she most enjoys tim LONG TERM SUCCESS AS MAKE YOUR DAY SUPER NINE WAYS TO GET READY know their options and can find the hou husband Al lead driven referral clientele trust his my forthright agingby social media forofwho marketing listint selling, property management wasyears justthrough normal conversaDK and has served Ottawa for the lastknowledge eight “mastermind” of some the bestSinclair first-hand of Whistler, which she nowgroup calls comprised family and loved ones,try exploring home design A REAL ESTATE AGENT PRODUCTIVE their needs.

I really to make the experie communication style and commitment to industry The Al Sinclair Team out o tionshis at affiliation our dinner table.”

By highyears school, Jessica either client base as sheOF However, with Royal LePage Team Realty.

He was agents in North America, with whom he regularly 33) 4 out QUALITIES home.

Five after her professional journey inmy real getting onwell,” the ocean.

Assays. for the future, Car free and fun as possible.

We focus on Likewise, of ® Ruben is an ardent supporter ou covers entire city,renovations rather thanCarleigh an area, athe smart meets toalmost shareknowledge. ideas, goals, and progress problems.

6) HOW TO INCORPORATE COACHING 9-1-1 EXCEPTIONAL EMPLOYEES her REALTOR helping herthe dad with on19) onecommands latest propermother and RE/MAX Cha estate began, a business excluto keep going steady as she continues stay educated on what’s happening in the his community and relishes the opportunity to serve strategy given thatbought Canada’s capital currently Theregion Al Sinclair Tede sively byis repeat and one referral business Sea business insupport the While Sea toand Sky and explore CURRENT EVENTS TO YOUR ties the family had ordriven helping her mom out with real in the providing great resources that have thewho best tools and what products availabl buyers and36) sellers often become his neighbors.

24) BUSINESS GROWTH ARE YOU of its hottest markets in the country.

As such, DK’s For DK, job satisfaction goes way beyond money.

He to Sky region.

Clients trust her financial acumen, design opportunities that support the amazing c Toronto metro area, Janet’ EMAIL STAY estate

by BLASTS putting upAND thein sold signs and the property manageprofessional experience toalong all of her clients. clients, and we pass that knowledge “We live inDOING a tightknit community,” hestand says, “and if you HACK: ABSORB YOUR BUSINESS AS business has grown quantum leaps, now doing loves seeing client reactions when he exceeds their sensibility, and personable approach to a sales-driven busiof Squamish and Whistler for.

Now, wi developments, particularl RELEVANT Beyond the attentive service clientsconside recei doheard good“That’s job, people talk about it,award and word-of-mouth ment sidetoof100 the million business.

“I toCLIENTS’ empty thewell washers and ness.

“I used make sure clients are looked after and cade ofON experience, Carleigh Hofman close dollars annually on a variety expectations on aa deal. better than any STRESS! YOU FACEBOOK? communities. carries.

That can be a powerful advantage, especially also focuses on building organic connectio because at the the take end of that’s enjoys most chosen field. “I enjoy dryers for quarters multi units we owned — most,” Jessica is also active inher the community.

“W of properties.

“Biginorsome small.of We’ll it,”the heday, says, orwhat anymatters paycheck,” he says.

And he about shows gratitude because I work pride myself being and“Itpoint genuine she serves.

“Ionmake it honest ashe personal to she explains.

“It’s about having a high level of professionwith good people” says. doesn’ “And everybody gets the same service, whether it’s by donating generously to the Children’s Hospital of that’s how I got paid,” she says. charity every year toGiven donate adepth percentage of the and bread with people.

From the beginning, that’s what works for face time with my clients,” she says.

“It’sc alism without pressuring people. I have a very ratecancer more complicated than to your $200,000 or $10 million.”

Ottawa and high breast research, as well ascommitting localChristmas,” weI also sponsor awith family every s me. do my job and help people the best I can.

There’s of sale, and I advise my clients at their pace.

I’m assertive connecting like-minded people and wo estate, it isn’t surprising th people we work with.”

Phone 310-734-1440 | Fax 310-734-1440 schools.

Before launching her real estate career, Jessica studied at isnotion, helps support where she canThat’s through what I have to offer, but I make sure advice wellhow this business works.

It’sme. abo frontshe orThat’s coverreally when working with developed a me. reputation as DK considers himselfabout obsessed with service, which suited to each person and situation.

I want every client to and caring about people’s needs.

That’s what mag@topagentmagazine.com | www.topagentmagazine.com That’s who I am.”

To expand his reach beyond his UPEIhetocredits earnfor a business degree and then went local with other RE/MA Whentournaments listing properties, Christine and he In fact, Janet the fact that his business is now abouton to DKobtain envisions aas future in golf which he can brokerages. step back from feel like they’re my only client.” Likewise, it’s Carleigh’s focus onand every day.” immediate sphere established network of clientele noaofdetail unaccounted for, an No MBA atofUPEI. She as adon’t senior human resource 80% repeat referrals.

“People howwhatsoever daily operations to serve as coach and mentor for hisbeginning portion thisand issue mayworked be reproduced in anycare manner without prior consent the publisher.

Top that sheAgent was tapped towith be commitment to communication and personal connection and colleagues, Ruben also invests in mediums that photography, video, and other immersive do Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published many homes you’ve sold, he says, “They don’t care team and the industry.

“The industry needs leaders,” manager with Murphy that Hospitality Group in PEI prior to her Jessica’s brother, Jordan Flemming, also a a real estate realityand TV sho sets her apart from your average agent.

“It’s important allow him a creative flair, from billboards local that lures in short order materials, Top Agent Magazine cannot bethey heldcare responsible for opinions expressed or facts supplied byprospective its inspiration. authors. buyers how many accolades you have.

All about is he says.

“It needs motivators.

It needs I’d to give people the time, resources and choices they need, to real estate career. In 2015, after giving birth to her daughter, signage graduate and real exposure estate works with the Winvestor, Network, and follow captures interest on neighborhood additional is the reached through Tohow subscribe or change send As inquiry mag@topagentmagazine.com. you are going toaddress, treat them.” such,toDK likeshe to do more ofthat that. that I think the biggest contribution make the best decisions forinvests themselves” says, “and they went about their busin Jessica studied for her Real Estate License while on matermother doing the backend paperwork andp level.

“Whentopeople see heleading says, “they remember.” onit,” the listing Published U.S. back heavily ininthe giving to ofhiscare customers, including any human can make help people become theonline level goes beyond the transaction.

It’s important to is placement area. nity throwing leave. In 2016,appreciation she joined her mom in“They thelevel Real Estate ofsocial the business, which allows Jessic media Toronto outlets.

Coming Soon cam massive parties them. best versions ofaspect themselves.” create that spacefor and comfort for them to buy, sell, When embarking upon the listing process, Ruben Business. continue to be out in the field working w and live with confidence in their decision.” applies a similar creativeTop andAgent detail-oriented eye.her Each 2 Magazine Over the course of ca directly.

“My marketing is built on relations property is equipped with specialty photography To learn Carleigh more about Dimitrios Kalogeropoulos, When listing properties, leverages her sizeable vast network of clientsand a cating, staying in touchtowith people,” sh Jessica’s past experience and business contacts in human video, andand is then disseminated a range of online

JAN JESSICA FLEMMING, RE/MAX CHARLOTTETO

DAVE OZUBKO

mailto:mag@topagentmagazine.com

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

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

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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 profes6

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.

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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

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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

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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.

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DAVE OZUBKO

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Working in consort with his wife, Maria, Dave has built a reputation for world-class service within the Edmonton area, and credits his business partnership with his wife as one of the key factors to their success.

For Dave Ozubko, providing quality service has been the focus of his entire career. Before becoming a real estate agent, Dave worked as the owner and operator of a nightclub for 10 years, and then the managing partner of a restaurant group with 8 locations and over 400 employees for an additional 10 years.

Between these two positions, he spent countless hours perfecting the art of hospitality.

Dave says that he always wanted to be a real 10 Copyright Top Agent Magazine

estate agent, and after turning 39 decided it was finally time to take the plunge.

Working in consort with his wife, Maria, Dave has built a reputation for world-class service within the Edmonton area, and credits his business partnership with his wife as one of the key factors to their success. “The husband-and-wife duo allows us to have a higher level of communication, follow-up, and touch Top Agent Magazine

points. And, because both of us come from the hospitality industry, we both know how to anticipate our clients needs, provide a high level of service, and deliver results,� he says.

As a result of their flawless execution, 100% of their business comes from repeat clients or Top Agent Magazine

referrals—a remarkable feat within the industry, and a testament to their methodology.

Although Dave and Maria focus on the Edmonton Metro area, they also do a significant amount of work in surrounding communities 11 Copyright Top Agent Magazine

Although Dave and Maria focus on the Edmonton Metro area, they also do a significant amount of work in surrounding communities ranging from Leduc and Sherwood Park to Saint Albert and Beaumont. ranging from Leduc and Sherwood Park to Saint Albert and Beaumont.

A key aspect of their business strategy is an emphasis on personal communication.

While Dave uses many of the traditional methods of staying in touch with clients such as a monthly newsletter and personalized cards on anniversaries, his efforts to build long-lasting relationships with his clients don’t stop there. He and Maria have an Copyright Top Agent Magazine 12

annual client appreciation party, and make a point to visit many of their clients around Christmas time, often bearing gifts when they do so. Dave doesn’t spend a single dollar on advertising his business, so he views these efforts as “an important way to maintain the relationships that are at the core of our business.”

When it comes time to market one of his listings, Dave places a huge emphasis on using Top Agent Magazine

technology to expand its visibility. Using professionally produced video tours, photos, and often even drone footage, Dave and Maria create a premier marketing package for each of their clients. “Obviously we do Top Agent Magazine

open houses and such, but we really make sure that our properties showcase well online, because if they don’t look good online in the digital age, people aren’t going to go view the homes,” he explains.

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When he isn’t working, Dave likes to travel, spend time at the gym, and volunteer with animal rescue groups. In fact, both he and Maria are extremely involved in animal rescue efforts throughout the Edmonton area. “Every year we host many events for animal rescues, and over the last four years we have managed to raise and donate over $40,000 for animal rescue organizations. Our tagline is ‘helping people and pets find their forever homes.’”

You can easily find more info about their involvement by using their go-to hashtag for animal rescue content, #RealtorToTheRescue, on any social media site.

With an eye to the future, Dave plans to continue growing his business organically, and is excited to start working more with investment and flip properties, as well as new construction.

For more information about Dave Ozubko, please visit DaveSells.ca, call 780-966-8227 or email dave@davesells.ca.

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Top Agent Magazine

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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TINA ROY

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TINA ROY, TRU REAL ESTATE GROUP LTD. OF RE/MAX PREFERRED REALTY LTD. Tina Roy wants you to feel at home.

“My clients make the biggest financial decisions of their life typically sitting across the table from me,” she says. “I want to make them as comfortable, confident, and well informed as humanly possible.” As a REALTOR® for over 15 years, she has developed an expertise in the unique market of Lakeshore Ontario in a region that’s called the WindsorEssex 100 Mile Peninsula.

“In our area, we are surrounded by water,” says Tina.

“We have many canals, lakefront, and rural properties that attract a specific lifestyle for most people moving to our area.” She’s dedicated her career to servicing what she refers to as a micro market. Throughout the last year, 98% of her clients have come from repeat and referral business.

“I think people trust me naturally,” says Tina. “We are very integrated into the community and love to support local business development. Being a part of positive change and momentum is exciting and rewarding all at the same time,” says Tina. “We earn our clients’ respect and confidence through careful and intentional discretion. Keeping our clients’ personal information private is of the utmost priority,” she remarks. Last year, she served as president of the Windsor Essex Association of REALTORS® which allowed her to look at the big picture of her industry and how it functions on a local, provincial, and national level. But ultimately, Tina believes that it’s the personal touches she gives to her clients, friends, and community that go a long way. “I’m always out and about,” she says. “So when I think of it, I send them a quick text, a short video, or leave a note. I love stopping in to say hello, but often time is not on my side.”

So what does Tina do with her limited free time? “I love to cook. I enjoy meal prepping for my family. I enjoy Sunday dinners and entertaining friends,” she says. “The kitchen is my happy place. I put my airpods in and make 18

phone calls or listen to podcasts and audiobooks while I’m whipping up my family’s next meal.”

Tina works closely with multiple marketing firms for each property listing. “I share every listing the same way -- whether it’s $200,000, or it’s $2 million. We provide the same top-notch systematic service for absolutely every transaction,” she says. “So whether it’s professional pictures or staging, extensive consultation and education, I strive to allocate extensive time with clients to ensure our activities are purposeful, strategic, and best suit the clients’ needs, wants, and situation.”

Tina is thrilled to have opened a new brick and mortar office. “It’s always been my dream to have a boutique office right on Main Street in my hometown,” she says, crediting her husband for his rebuilding and remodeling work. “Every piece of the design and custom work was purposeful and focused on making our clients feel more at ease when they are in our care. It is warm and cozy.

We want our clients to stop in and have a coffee and talk about their needs and wants and their challenges and how we can best help them. I am super-pumped to be able to share that with my community, my friends, and family.”

To learn more about Tina Roy, email tina@tinaroy.com Visit mylakeshorerealestate.com or call (519) 999-8462 www.

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Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

Copyright©, Walter Sanford. All rights reserved.

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MANDEEP BASI

Mandeep Basi began his real estate career after spending 15 years working in finance. After university he worked as a certified financial planner, and then as a bank manager, but throughout this time he always wanted to work in real estate. In 2017 he finally took the leap and left his management position to launch his career in real estate.

Since then, he has established himself as a rising star in southwestern British Columbia, someone clients can rely on for his stalwart dedication to service, professionalism, and sound advice as they navigate the complex world of real estate.

Mandeep serves the Fraser Valley and Lower Mainland, including Surrey, White Rock, South Surrey, Langley, and Cloverdale. His business thrives on repeat and referral business, a testament to the confidence he inspires in his clients.

“Having come from the financial industry, it’s all about providing the best service and advice for my clients,” he explains. “I want to make sure we’re always acting in the best interests of our clients, whether it’s listing or purchasing a 22

home, our focus above all is to ensure our clients are happy.”

Mandeep specially tailors his marketing strategy to each individual listing. He uses the services of a photographer and videographer to give prospective buyers an appealing first look at a new listing, in addition to getting the message out via social media and the MLS, and holding open houses.

Depending on a property’s price point, he may also arrange for magazine coverage of a property.

His attentiveness to his clients’ needs has been a recipe for success in his field. For the past two years, Mandeep has been in the top 10% of real estate agents in the Valley without having to do any advertising, just relying on the relationships he has built with clients. He puts an emphasis on making sure his clients are always kept in the loop of anything that’s happened regarding their property. And after a sale, he keeps in touch with his clients, phoning them to see how everything is going after they move into their new place.

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“After working with us, clients remember how transparent, genuine and professional we are,” he says. “We’re very dedicated and consistent and are very grateful for all the wonderful relationships we have built over the years.”

Mandeep loves the unique challenges of real estate, and he takes pride in being able to guide his clients through the process.

“I love real estate. It’s a very challenging industry,” he says. “Just like banking, real estate is all about service, making sure we’re providing the right advice and trying our best to set clients up for the future. But with real estate, it’s such a changing industry. There are so many different factors and so many different types of transactions that you can do, from commercial to investment to development properties.

And that’s what I enjoy the most, the complexity of real estate and getting to work with buyers, sellers, investors or developers on a daily basis.”

When he’s not working, Mandeep is active in his community, donating to the BC Children’s Hospital Foundation. He loves spending time with his wife and two kids. He was born and raised in the Lower Mainland, so he is dedicated to serving his community.

In the future, Mandeep plans to continue growing his business. He is transitioning to working at a new firm to allow him to further build his business. “I’m looking forward to building a great team at my new firm and seeing where it takes us.” With service and professionalism as his calling card, Mandeep Basi is sure to make a great impression on anyone who chooses him to handle their real estate needs.

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To find out more about Mandeep Basi, please call +1-604-780-2507, email mandeep@mbasi.ca, www.intercaplending.com/loan-officer/burt-hoagland or visit mandeepbasi.com https://

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 26

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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CHRISTINE BOISSEAU Christine Boisseau launched her career in real estate back in 2005. At the time, she was a professional horseback rider and trainer who also facilitated the sale of sport horses.

Deciding to move deeper into sales, Christine set her sights on real estate, eventually earning her MBA and breaking into the Kelowna market fulltime in 2014. In the years since, Christine has established a reputation as an agent known for her candor, astute industry knowledge, and personal touch.

Today, Christine spearheads her work as Team Leader with the KelownaHomes Team under the banner of Royal LePage Kelowna. There, she serves clients across the central Okanagan region and has built a business through online lead generation and repeat and referral clientele. Buyers and sellers alike trust her forthright advice, superlative service, and focus on empowerment through education. “The feedback we consistently receive is that people appreciate how candid we are,” she says. “Above all, I’m here to make sure clients know their options and can find the house that suits their needs. I really try to make the experience as stressfree and fun as possible. We focus on our service and stay educated on what’s happening in the market. We have the best tools and products available to help our clients, and we pass along that knowledge and insight.”

Beyond the attentive service clients receive, Christine also focuses on building organic connections with those she serves. “I make it a personal point to have face to face time with my clients,” she says. “It’s all about the people we work with.”

When listing properties, Christine and her team leave no detail unaccounted for, beginning with professional photography, video, and other immersive documentation that lures prospective buyers in short order. From there, additional exposure is reached through high-ranking placement on the leading online listing platforms and social media outlets. Coming Soon campaigns, open Top Agent Magazine

houses, and agent outreach also drums up interest on a local level. As a team, Christine and her colleagues list price stands around $600,000 and runs the gamut, from starter condos to luxury estates.

Beyond the office, Christine stays busy through engagement with her wider community, especially in support of causes she believes in. She serves as the President of her local Rotary Club, actively participates in the annual Marathon of Sport Kelowna - Motionball to support and fundraise for the Special Olympics Canada. She also supports the Canadian Mental Health Association, the SPCA, and her local hospital. In her free hours, she most enjoys time spent with family and loved ones, continuing her passion for horseback riding, and playing hockey.

As for the future, Christine intends to keep progress steady as she continues to build her business and support her burgeoning team. Now, with more than a decade of experience and insight to her name, Christine Boisseau considers what she enjoys most about her chosen field.

“For me, it’s all about the relationships,” she says. “I like the people and the journey we’re able to take together to pursue their goal. That’s why I love real estate.”

To learn more about Christine Boisseau email team@kelownahomes.ca, visit KelownaHomes.ca, (250) 300–1115

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JESSICA FLEMMING, RE/MAX CHARLOTTETOWN Knowing Prince Edward Island from tip to tip is just one of the bedrock beliefs an excellent REALTOR® will build their business on. Jessica Flemming of RE/MAX Charlottetown on Prince Edward Island started learning the construction and real estate ropes early. “My dad was a building contractor and my mom, Wendy, was a REALTOR®,” she says.

“I just kind of grew up all around it. Buying, renovating, selling, and property management was just normal conversations at our dinner table.” By high school, Jessica was either helping her dad with renovations on one the latest properties the family had bought or helping her mom out with real estate by putting up the sold signs and the property management side of the business. “I used to empty the washers and dryers for quarters in some of the multi units we owned — that’s how I got paid,” she says.

Before launching her real estate career, Jessica studied at UPEI to earn a business degree and then went on to obtain an MBA at UPEI. She worked as a senior human resource manager with Murphy Hospitality Group in PEI prior to her real estate career. In 2015, after giving birth to her daughter, Jessica studied for her Real Estate License while on maternity leave. In 2016, she joined her mom in the Real Estate Business.

Jessica’s past experience and business contacts in human resources, growing up in PEI making lifetime friendships, and patronizing local business throughout the Island has helped her develop an impressive repeat and referral business. “I would say 70% of my business is word of mouth -- the familiar face and referrals,” she says. “Relationship building is probably my number one strongest trait. I just enjoy making new and re-kindling old friendships!”

Jessica’s own experience investing in properties at a young age helps her guide her real estate investor clients to the right properties. “I purchased my first rental property as well as parcels of waterfront land at the age of 21, and I have continued to build myself a strong portfolio ever since,” she says. Her background in construction and property management is an asset to answer the pragmatic questions a client may have when preparing to invest, buy, or sell. “They ask 28

my opinion,” she says. “What would this property rent for, should we renovate before we sell or should we sell it as is, or what would this sell for if I flipped it?” As an investor herself, she has the experience clients are seeking.

Jessica takes pride in her ability to work with all different kinds of people. “I’m very strong at knowing how to tailor my approach to different personalities and needs of clients,” she says. In addition to her abilities to connect with her clients in person and in meetings, Jessica leverages other marketing skills. “I am a millennial, so I am adept at leveraging social media for marketing my listings and building my client base as well,” she says. However, she also credits her REALTOR® mother and RE/MAX Charlottetown with providing great support and resources that ensures a highly professional experience to all of her clients.

Jessica is also active in the community. “We choose a local charity every year to donate a percentage of each sale to and we also sponsor a family every Christmas,” she says. In addition, she helps support where she can through her gym as well as local golf tournaments with other RE/MAX REALTORS. Jessica’s brother, Jordan Flemming, also a UPEI business graduate and real estate investor, works with Jessica and her mother doing the backend paperwork and the accounting aspect of the business, which allows Jessica and Wendy to continue to be out in the field working with their clients directly. “My marketing is built on relationships, communicating, and staying in touch with people,” she says. “I really love giving newcomers and Canadians moving to PEI that real, true island experience, after all ... I am an Island gal!

To learn more about Jessica Flemming, email jflemming@pei4sale.com Visit pei4sale.com, or call (902) 629-0030 www.

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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

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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.

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CARLEIGH HOFMAN Carleigh Hofman always had an interest in real estate. Growing up, her family built, renovated and sold several homes, so when she made the transition from a successful career in finance to a career in real estate, it proved to be a natural fit.

“What better way to combine those skills and passions than getting into real estate,” she remembers, “and I’ve never looked back.”

Today, Carleigh has built a reputation for her market savvy, personal touch, and proven track record. Under the banner of Engel & Völkers Whistler, she combines both her past experience and contacts from living in Vancouver with her first-hand knowledge of Whistler, which she now calls home. Five years after her professional journey in real estate began, Carleigh commands a business almost exclusively driven by repeat and referral business in the Sea to Sky region. Clients trust her financial acumen, design sensibility, and personable approach to a sales-driven business. “I make sure clients are well looked after and heard because at the end of the day, that’s what matters most,” she explains. “It’s about having a high level of professionalism without pressuring people. I have a very high rate of sale, and I advise my clients at their pace. I’m assertive about what I have to offer, but I make sure advice is wellsuited to each person and situation. I want every client to feel like they’re my only client.” Likewise, it’s Carleigh’s commitment to communication and personal connection that sets her apart from your average agent. “It’s important to give people the time, resources and choices they need, to make the best decisions for themselves” she says, “and that level of care goes beyond the transaction. It’s important to create that space and comfort level for them to buy, sell, and live with confidence in their decision.”

When listing properties, Carleigh leverages her sizeable social media platform to connect with buyers far and wide.

All homes are documented in their finest and most immersive light, and are then disseminated across the leading online listing platforms and social outlets. On Instagram, Carleigh reaches an avid audience of more than 11,000.

Last year, she closed 32 sales with an average price point Top Agent Magazine

well above $1 million. In Whistler, one of the most soughtafter mountain communities in North America, she often courts clients from around the world. “Connecting with different people is my favorite part of what I do,” she says.

“I also enjoy the opportunity to be creative through my marketing and pushing the status quo. I don’t want to be a typical sales person by any means. I want to push boundaries in what I can offer my clients. Every home I list has a story to tell and it’s my job to attract buyers who will want to continue that story.”

Beyond the office, Carleigh gives back to her community through her support of Whistler’s local arts community, and her role with various group which support up and coming professional women in the Greater Vancouver area. In her free hours, she most enjoys time spent with family and loved ones, exploring home design, skiing, and getting out on the ocean. As for the future, Carleigh intends to keep progress going steady as she continues to grow her business in the Sea to Sky region and explore development opportunities that support what the amazing communities of Squamish and Whistler stand for. Now, with half-a-decade of experience, Carleigh Hofman considers what she enjoys most about her chosen field. “I enjoy doing good work with good people” she says. “It doesn’t have to be more complicated than committing to your clients needs, connecting with like-minded people and working hard.

That’s really how this business works. It’s about character, and caring about people’s needs. That’s what I choose to focus on every day.”

To learn more about Carleigh Hofman email Carleigh@CarleighHofman.com, visit CarleighHofman.com, or call 604 805 5358 www.

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DIMITRIOS KALOGEROPOULOS Despite his stellar success, Dimitrios Kalogeropoulos – Agent DK – never rests on his laurels. He is constantly striving to be a better agent, not only for his clients, but also for his fellow realtors, and the industry in general.

He has successfully completed the prestigious Program on Negotiation Master Class at Harvard University School and estimates that he reads 50 books a year on negotiation, sales, and customer service. The key for him is setting aside ego and recognizing there is always more to learn. “The second you think you know everything or that you’re hot stuff, you’ve really lost touch,” he says.

DK has served Ottawa for the last eight years through his affiliation with Royal LePage Team Realty. He covers the entire city, rather than an area, a smart strategy given that Canada’s capital is currently one of its hottest markets in the country. As such, DK’s business has grown in quantum leaps, now doing close to 100 million dollars annually on a variety of properties. “Big or small. We’ll take it,” he says, “And everybody gets the same service, whether it’s $200,000 or $10 million.”

DK considers himself obsessed with service, which he credits for the fact that his business is now about 80% repeat and referrals. “People don’t care how many homes you’ve sold, he says, “They don’t care how many accolades you have. All they care about is how you are going to treat them.” As such, DK invests heavily in giving back to his customers, including throwing massive appreciation parties for them. “They

feel like a million bucks,” he says.

“Which they should, because they’re the reason why we’re here.”

He praises his committed team for the stellar service. “We’re extremely efficient for the small team that we have,” he says. “We do a lot of volume, but everybody is dedicated.” A key to their growth is their willingness to make mistakes. “Fail often and fail forward,” says DK. “The amount that you fail is in direct proportion to the amount of success you have.” This fits with his overall philosophy to never stop learning, which has also led him to regularly seek out experienced coaching and mentorship, and to join a “mastermind” group comprised of some of the best agents in North America, with whom he regularly meets to share ideas, goals, and problems.

For DK, job satisfaction goes way beyond money. He loves seeing client reactions when he exceeds their expectations on a deal. “That’s better than any award or any paycheck,” he says. And he shows gratitude by donating generously to the Children’s Hospital of Ottawa and breast cancer research, as well as local schools.

DK envisions a future in which he can step back from daily operations to serve as a coach and mentor for his team and the industry. “The industry needs leaders,” he says. “It needs motivators. It needs inspiration. I’d like to do more of that. I think the biggest contribution any human can make is to help people become the best versions of themselves.”

To learn more about Dimitrios Kalogeropoulos, email DK@AgentDK.com, visit AgentDK.com, or call (613) 883–5555 www.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 34

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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RUBEN MARIN Ruben Marin launched his career in real estate back in 2017. Intrigued by the challenge of life as an agent, he has since swiftly built a reputation for his professionalism, integrity, and personal touch. Today, Ruben spearheads his work under the banner of Grassroots Realty Group and serves residential, commercial and rural clients across the greater Grande Prairie region.

In short order, Ruben has carved out a business largely driven by referral clientele who trust his forthright communication style and commitment to industry knowledge. Likewise, Ruben is an ardent supporter of his community and relishes the opportunity to serve buyers and sellers who often become his neighbors.

“We live in a tightknit community,” he says, “and if you do a good job, people talk about it, and word-of-mouth carries. That can be a powerful advantage, especially because I pride myself on being honest and genuine with people. From the beginning, that’s what works for me. I do my job and help people the best I can. There’s no front or cover when working with me. That’s me.

That’s who I am.” To expand his reach beyond his immediate sphere and established network of clientele and colleagues, Ruben also invests in mediums that allow him a creative flair, from billboards and local signage that captures interest on the neighborhood level. “When people see it,” he says, “they remember.”

When embarking upon the listing process, Ruben applies a similar creative and detail-oriented eye. Each property is equipped with specialty photography and video, and is then disseminated to a range of online listing platforms and social media outlets. In his debut year of business, Ruben closed 38 properties, and in his second year, he exceeded his personal best to close 43. These properties range from $35,000 lots to 10,000 square foot office leases, but regardless of price-point, Top Agent Magazine

Ruben focuses on accommodating sellers, deriving the greatest value from every listing, and ensuring all parties depart the closing table having had a positive experience. “My favorite part of what I do is working with people,” he says. “Every day is different, and I enjoy meeting new people along the way. In this business, there’s always something exciting happening, and something new to learn. That keeps me engaged every day.”

Beyond the office, Ruben gives back to his community through the Kids with Cancer’s Tour of Hope, now entering his sixth year of involvement. “It’s become a passion of mine,” he explains. Over the course of eight days, riders complete roughly 900 kilometers to support and fundraise for children fighting cancer. In his free hours, he most enjoys time spent with family and loved ones.

As for the future, Ruben intends to keep progress going steady as his business continues to grow and his presence builds within the tightknit Grande Prairie community he calls home. Now, with three sterling years of experience and insight to his name, the road ahead looks positively bright for Ruben Marin of Grassroots Realty Group Ltd.

To learn more about Ruben Marin email Ruben@grassrootsrealtygroup.ca, visit rmgp.ca, or call (780) 832–2777 www.

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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Top Agent Magazine

JANET SINCLAIR When you hear Janet Sinclair talk about her experiences working in real estate, it quickly becomes clear that you’re speaking to an expert. Having spent 35 years in the industry, Janet has worked as a huge owner of investment properties, a real estate law clerk, property manager, developer and agent. Additionally, she spent several years in court evicting tenants for landlords, during which time she had a 100% eviction record. Currently, she and her husband Al Sinclair lead the ten agents who make up The Al Sinclair Team out of their office in Toronto.

While The Al Sinclair Team operates throughout the Toronto metro area, Janet’s primary focus is on Condo developments, particularly in the city’s beachside communities.

Given the depth and breadth of her experience in real estate, it isn’t surprising that Janet and her team have developed a reputation as one of the city’s premier brokerages. In fact, Janet’s expertise is so renowned that she was tapped to be featured on “The Agents”, a real estate reality TV show that ran for two years on the W Network, and followed Janet and her costars as they went about their business selling real estate in the Toronto area.

Over the course of her career Janet has developed a vast network of clients and investors who regularly seek her out for all of their real estate needs. “I have a bit of a following,” she says with a chuckle. “We have a list of investors and former clients who have had a lot of success buying condos with us preconstruction and realizing incredible profits, so whenever I have a new development, I have a whole number of people who are interested in jumping in fairly early in the process.”

With the incredible track record she has enjoyed over the course of her career, much of her business comes from referrals or repeat clients.

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Aside from her experience, Janet emphasizes her communication skills and accessibility as being the primary drivers of her success. “Everyone has my personal cell phone number,” she explains. “If they want me, they will call me, and if for any reason I can’t talk to them then, I get back to them as soon as possible.

And for the clients and investors I know fairly well, I make a point to contact them periodically to check in and see where they’re at.”

Outside of work, Janet is a passionate supporter of several animal rescue organizations, including the Snip Sisters, a nonprofit charity that rescues dogs in Mexico. Janet is a huge dog lover, and when she isn’t in the office, she loves to spend time walking her three dogs along the bluffs near her home.

Looking to the future, Janet is extremely excited to announce that she will be working with the Pemberton Group to launch the Rosedale Village on March 1 of this year. The Rosedale Village will be a gated community located in Brampton, that will include features such as hiking trails, a golf course and a clubhouse.

For more about Janet Sinclair, please visit alsinclair.com, call 416.699.9292 or email janet@alsinclair.com www.

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