CANADA 3-2-20

CANADA EDITION

Creative Ways to SAY THANK YOU 4 Ways to Win the Battle Against PROCRASTINATION

The Daily Schedule of a

SUCCESSFUL REAL ESTATE AGENT

COVER STORY

BRYAN KIM FEATURED AGENTS

PATRICIA NEWMAN BRENDA KIELBRATOWSKI JOEL GWILLIM

CANADA EDITION

BRENDA KIELBRATO 7

BRYAN KIM

15

PATRICIA NEWMAN

20

BRENDA KIELBRATOWSKI

23

JOEL GWILLIM

JO

Joel estat by th work then as a are l to gu of bu

Top Agent Brenda is inne ac JoelKielbratowski primarily serves empowerment, and alongside theyworks can look to him forfo and they trust the him area to looko CONTENTSexperienced agents—serving clients are my friends,” h call about anything. they I’m are o With17) a background in WIN marketing Brenda 4) COOPERATION, NOT 4 WAYS TO inviting Kielbratowski decided to makeisn’t a change to talkand business.

I’llm COMPETITION, CREATES THE BATTLE AGAINST life.

Real bring her expertise into the world of real estate. how they’re doing in life MUTUAL SUCCESS FOR AGENTS PROCRASTINATION to navigat She’s been in the business forbecause 13 years anow, real connectio their famit and serves the area of Halifax,just Nova Scotia. It’s business. more 13) THE DAILY SCHEDULE OF 22)isCREATIVE TO empowSAY Brenda a championWAYS for female Her close trust, compassion and em

be the rea from refer Joel strives to educate in buildinh “If I’m working w Real estate can be confusingway. for first-time there’s She stays homebuyers, and Brenda worksthem hard to bridgeno question and a“You mo the gap between her knowledge her clifireand away,” he says. ents’ lack of experience in thisbecause field. This them well I’veisbeen throug thethem local e The I’m Guide To for Phone 310-734-1440 | Fax 310-734-1440 why she wrote a book titled that there to selling Selling Your Home, where shewant can direct themclito have fun. mag@topagentmagazine.com | www.topagentmagazine.com ents to look at a particular chapter in order to has a wh shouldTop beAgent an enjoyable pr No portion of this issue may be reproduced in any manner whatsoever withoutidea prior consent of the publisher. a home st get a better of which step of the journey

A SUCCESSFUL REAL ESTATE AGENT

erment, and works THANK YOUalongside four brilliant ladies, who are all experienced agents.

Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied byWhen its authors. preparing To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.

2

to list a rundown of what needs will be looking for. He ta presentation and photogr Top Agent Magazine erty looks its absolute be of prospective buyers. “

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

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.

4

“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

Top Agent Magazine ®

Top Agent Magazine

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

Top Agent Magazine ®

5

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

6

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.

Top Agent Magazine ®

Top Agent Magazine

BRYAN KIM

Top Agent Magazine

7

Top Agent Bryan Kim has a team of his own of four full-time agents and one assistant serving Bryan’s home turf of Newmarket and the greater Toronto area.

Bryan Kim was born and raised in Newmarket, and he didn’t have an easy time. He was often bullied as far as he could remember starting around age 4-5 for his Asian heritage, and found it difficult to make friends. The desire to 8Copyright Top Agent Magazine

be loved and accepted and to fit in led Bryan down a questionable path in his early adolescence. “[Things] sort of spiralled out of control from age 11 when I sought refuge and safety with the wrong crowd,” he says. “When I was Top Agent Magazine

about 20, everything caught up with me when I got into really big trouble, and that’s when I made a decision. I’d had enough. It was rock bottom for me. I made a commitment to myself to rehabilitate and fix everything that I had done wrong and make my parents proud.”

It was a long journey to set his life straight, as it usually is. “There was a lot of pain and suffering, but pain and suffering is a great teacher.

My back was against the wall now and I had to earn myself back.”

By 2008, Bryan was still looking for a meaningful career, and at the same time, his sister Top Agent Magazine

and brother-in-law got into real estate, building a team and doing well for themselves. “I thought, ‘Would I even be able to do this, with my sort of past?’” But he decided to try anyway, laying his whole life bare in the Registar’s office at the Real Estate Council of Ontario. “I told her, ‘This is me.

This is who I was, but that’s not me anymore.’”

And Bryan’s drive paid off. He finished his courses in three months with excellent grades, and kept going. Finally, Bryan got what he’d worked so hard for: his license. “I was bawling my eyes out,” he remembers. To this day, he thanks the Registrar who took a chance on him every year to express his gratitude.

Copyright Top Agent Magazine9

“I prefer small teams and to have quality instead of quantity—just a close-knit group of agents where everybody wants to be here, everyone’s happy to be here, and likes each other.”

He started out knocking on doors even in extreme weather. “People were looking at me like I was crazy,” he says, but he was grateful for the opportunity. Over time, he began to build confidence as well as connections.

Today, Bryan has a team of his own of four fulltime agents and one assistant serving Bryan’s home turf of Newmarket and the greater Toronto area. He values the fact that his teammates are unique in their own ways, but share a similar energy and vision. “I prefer small teams,” he Copyright Top Agent Magazine 10

says. “I prefer to have quality instead of quantity, just a close-knit group of agents where everybody wants to be here, everyone’s happy to be here, and likes each other.”

While he’s getting plenty of referrals today, Bryan is still prospecting as hard as he was back in his door-knocking days. He tries to forge as many new connections as possible. “I think that’s what makes a top agent a top agent,” he says. “If you’re willing to do all those little things, it will all add up and eventually, you’ll Top Agent Magazine

be successful.” For Bryan and his team, those little things also include using the social media available as well as creating YouTube videos to market listings, as well as sending out print advertising to the community. It also extends to his customer service philosophy, which is super simple: “Just do everything for the customer!” We are a full service team aligned with mortgage brokers, home inspectors, real estate lawyers, accountants, stagers, cleaners, handymen/handywomen, decluttering services, moving services and much more.

Top Agent Magazine

Being grateful and staying positive are Bryan’s greatest philosophies when it comes to success.

“Don’t blame the market or the competition,” he says. “I hear so many agents blaming the market and the competition, and at the end of the day we are accountable for our own actions and our behaviors.”

To that end, Bryan wants to give back to the community, hoping one day to provide support and mentorship to kids in the same position he was in when he was young. “I’ve always wanted Copyright Top Agent Magazine 11

to help at-risk youths and kids like myself who went through being bullied,” he says “[Bullying] can affect the course of your life. You may end up becoming someone you shouldn’t be.” He’s found, through working with at-risk youth, that his past experiences allow him to really connect with these kids. “If I can make a difference in one kid’s life,” he says, “there’s [nothing] that can be greater than that.”

And of course, he’s still excited about real estate. “I’m not Number 1, but I don’t have to be Number 1,” he says. “As long as we’re successful and we’re doing it with integrity, we’re providing a valuable service. I have very high standards and high expectations, I think it comes from everything I’ve gone through in my life.

I’m just so thankful for my second chance at life and for this amazing opportunity.”

To learn more about Bryan Kim, please visit bryankim.ca or bryan-kim.c21.ca; email bryankimre@gmail.com; or call (647) 801-6475 https://

Copyright Top Agent Magazine 12

https://

Top Agent Magazine

The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

Top Agent Magazine

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

Top Agent Magazine

13

should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

14

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

Top Agent Magazine

Top Agent Magazine

Top Agent Magazine

PATRICIA NEWMAN

15

PATRICIA NEWMAN Patricia Newman got into real estate after meeting the owner of a small boutique Brokerage in Port Hope, Ontario. He convinced her to start working in his office, which she did, working as an unlicenced assistant until she obtained her licence in 2006. Today, she’s a solo agent, but works closely with a number of helpers.

“A fundamental necessity and key component for success, in this ever-evolving industry, is having a team you can count on for the individual moving components of business.” Patricia says. “Whether it’s great support staff, a cutting edge digital marketing company in your back pocket, having a Home Inspector on speed dial, or being able to get in touch with a lawyer over the weekend, all these smaller aspects make for a well oiled machine. I have this group as part of my ‘team’ and it makes all the difference.”

That’s significant, because Patricia and her colleagues lost their office when the Ottawa River flooded last year, during the busiest season. “Last year was really difficult,” she says.

“I was camped out on my dining room table for four months.

People were working out of cars. [But] we all soldiered on, we got through it.”

Patricia serves the areas of the Ottawa Valley: Pembroke, Petawawa -- a military base -- Chalk River, and Deep River in Ontario. She estimates about 25% repeat and referral rate, and 56.4% of her overall business comes from military members and their families. Particia herself is a military spouse; her husband has been with the Canadian Armed Forces for 24 years. “We’re a small town, and we’re military, so we have a really strong community spirit here.” But it’s also very transient, with the average military station being only four years. “The turnaround is quite great.”

Patricia credits good old-fashioned hard work for her success.

“I have an open-door policy with my clients,” she says. “I’m accessible.” Her accessibility also extends to past clients. “I do Christmas cards, I do letters, but I want to do something different. I’m creating a system where I can take my database and [use it] to send a digital touch to people once a month.”

And it won’t be just real estate-based. “I want some humour in it, as well.”

of investment into making sure her websites are visually appealing and user-friendly, something especially important since she’s cut out paper advertising altogether. Patricia is also looking to revamp her social media presence. ‘Social media tends to be repetitive,” she says. “I want to create a campaign that targets people a little differently, with a little humour and warmth.”

“Every day is different,” Patricia says of her work. “I enjoy the people, I enjoy the challenges. And I work with a good group of Agents, so I enjoy coming into the office, too. I can’t just say [I enjoy] one thing. I like the structure within the chaos, too. I love what I do.”

Patricia is also involved with her community, working closely with the SPCA and donating money from every paycheck. She also participates in a number of fundraisers throughout the year. When she’s not working or fundraising, she’s caring for her “full house” of rescue animals, going snowshoeing and mountain biking and enjoying the natural beauty of the area.

Just recently Patricia has revamped her main website and in the near future, Patricia’s plans are focused on her digital marketing and social media presence, developing something truly unique and memorable that will allow her to stay in closer touch with clients. Also, the Brokerage she is part of will also be moving out of their temporary, post-flood site into a brand new, state-of-the-art office this summer. “That’ll be exciting!” she says.

To learn more about Patricia Newman, visit patricianewman.ca, email patricia@patricianewman.ca, or call (613) 312-9403 http://

“I put a lot of money into digital marketing, which is important in this day and age. I have three websites.” She puts a lot 16

Copyright Top Top Agent Agent Magazine Magazine

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

Top Agent Magazine®

17

that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 18

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

Top Agent Magazine®

Top Agent Magazine

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

Top Agent Magazine

19

BRENDA KIELBRATOWSKI

Top Agent Brenda Kielbratowski is a champion for female empowerment, and works alongside four brilliant ladies—all experienced agents—serving the area of Halifax, Nova Scotia.

With a background in marketing Brenda Kielbratowski decided to make a change and bring her expertise into the world of real estate.

She’s been in the business for 13 years now, and serves the area of Halifax, Nova Scotia.

Brenda is a champion for female empowerment, and works alongside four brilliant ladies, who are all experienced agents.

Real estate can be confusing for first-time homebuyers, and Brenda works hard to bridge the gap between her knowledge and her clients’ lack of experience in this field. This is why she wrote a book titled The Guide To Selling Your Home, where she can direct clients to look at a particular chapter in order to get a better idea of which step of the journey 20

they are on at any given moment. “They’re inviting me into a very important time of their life. Real estate is a journey, and I’m here to navigate that with them. I practically join their family for the duration of the process.”

Her close relationship with her clients might be the reason for why 80% of her business is from referral or repeat customers. “I believe in building relationships, not doing deals.”

She stays in touch with past clients via phone and a monthly newsletter, where she keeps them well informed on what’s happening in the local real estate market. Her approach to selling houses is very thorough. Brenda has a whole team that prepares the house: a home stager, a painter, and a professional Copyright Top TopAgent AgentMagazine Magazine

photographer. When she initially meets a client she likes to go over what she calls the 5 W’s. “Why are you selling? Where would you like to go? What are you looking to buy?

When would you like to be in your new house? What are the features that you need in this house?” This helps her understand her client’s needs, which is a priority for her.

“What comes first is the service to the client.”

Another reason for why clients come back to Brenda is her honesty. She says, “I’ve never talked anyone into buying a home. My clients know we are doing what’s best for them, not what’s best for my business.”

When she’s not busy with real estate, Brenda likes to contribute to a good cause. She knits baby hats for newborns at a local maternity hospital.

She also likes to read and has started taking piano lessons, believing that it’s never too late to try to learn something new.

Brenda’s future plans for business are all centered on helping her team of ladies grow. “My team is about working together, supporting each other. I want to help my team build their business. I would like to pass my knowledge, experience, and be a good mentor. My team is about women empowering other women.

We’re all accountable to each other, there is no boss. I want them all to thrive in their career. That’s my goal.”

Top Agent Magazine

For more about Brenda Kielbratowski email brendak@brendak.ca, visit brendak.ca, or call (902) 471–8497 www.http://

Copyright Top Agent Magazine 21

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

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

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

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

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

22

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

Top Agent Magazine

JOEL GWILLIM Joel Gwillim got started in real estate over 15 years ago, inspired by the industry’s sky’s-the-limit, work-for-yourself ethos. Since then, he has established himself as a go-to choice for clients who are looking for a trusted advisor to guide them through the process of buying or selling a home.

Joel primarily serves inner-city Calgary. Clients know they can look to him for unparalleled quality of care, and they trust him to look out for their interests. “My clients are my friends,” he says. “They know they can call about anything. I’m approachable 24/7, even if it isn’t to talk business. I’ll give people a call just to see how they’re doing in life, not just in their portfolio, because a real connection to somebody is more than just business. It’s more than a handshake. It’s about trust, compassion and empathy.”

Joel strives to educate his clients each step of the way. “If I’m working with a first-time buyer, I tell them there’s no question I haven’t heard yet, so please fire away,” he says. “You can ask anything you want because I’ve been through it all. I want them to know that I’m there for them every step of the way, and I want them to have fun. Because purchasing a home should be an enjoyable process.”

When preparing to list a property, Joel gives clients a rundown of what needs to be done and what buyers will be looking for. He takes a hands-on approach to presentation and photography, making sure the property looks its absolute best before it appears in front of prospective buyers. “I’m very meticulous,” Joel says. “I tell my clients that any time I suggest, move or change anything, in the long run it will be for the greater good and will likely lead to a quicker sale and a higher dollar value.”

Joel’s passion for serving people also extends to his community involvement. His company makes annual donations to local charities and they keep a running total of their Realtors’® personal efforts. Joel regularly volunteers, does monthly giveaways and helps run fundraisers for a handful of great causes. When he’s not working, Joel loves travelling, reading, golfing, music, staying active and being outdoors.

In the future, Joel hopes to keep growing and helping as many people as he can. “I’d like to be involved in more projects from the ground up,” he says, “and eventually have the ability to sell in more cities and learn about different markets.”

Joel always makes people the focus of his business, and that’s what matters most to him. “Every day is different,” he says. “You can’t plan for everything. You just have to know that you’re well-equipped to handle anything that can come at you. This job has taught me to always keep a level head, always be kind, and always be considerate of others. I love working with people, and I try to keep those personal relationships central to what I do.”

To find out more about Joel Gwillim, call +1-403-999-8610, email jgwillim@cirrealty.ca, or visit calgary-condos.com www.

Top Agent Magazine

23 Copyright Top Agent Magazine

24

Top Agent Magazine