CANADA 3-8-21

CANADA EDITION

The Daily Schedule of a Successful Real Estate Agent Welcome Home: WORKING WITH RELOCATORS IN TRANSITION FEATURED AGENTS

MIGUEL LIMA ADAM LLOYD JASON MUNN JAS TAKHAR AMANDA WESTRHEIM

6 Things All Successful Negotiators Do

COVER STORY

AMBER JENINGS

CANADA EDITION

JAS TAKHAR

AMANDA WESTRHEIM 7

MIGUEL LIMA AMBER JENINGS

tate isn’t just business for Miguel Adam Lloyd began his t’s personal.

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ADAM LLOYDJASON MUNN AMANDA WESTRHEIM JAS TAKHAR drips. We don’t hand out calendars or pens

“Whether you think you can, or think you have been truly hassle f sales career workingor fridge magnets. That’s24 calls in,” heJason notes.

“It’s so important notsaid. us. We’ll call to check 27 can’t –23 you’re right,” Henry Ford once We highly recommend using h or text. We visit people, and send to them for Future Shop, an electronics store maintain those close Those chain, wordsmessages resonated with Jason Munn, yourconnections.” real estate needs!” my folks were trying to buy a on their birthday. We do things in his native Vancouver.

“Because I was especially as he entered the Fredricton, NB they didn’t get the support they you’d expect from neighbors, friends, estate market for the first time.we Heare. was Jason believesthree in giving in “Isales, to givereal real estate “Mya success is by implementing things:b ” he good explains. wantedI todecided be a or family, which is what It’s really sees people as people, OR® awho a top producing salesperson at General community through non-business approach.” try,” he recalls. “I did both jobs for a few great culture, technology in the industry,food and umbers. On my team, it’s important Motors, but decided to take a risk and try Christmas time, raising mone months before my that real estate business tookIt’s about being says Adam.

He understands the campaigns; mean Bornpart andof raised in mentorship,” the Greater Toronto Area, Jas hat we deliver an experience thetalk community out a new career as an agent. “You can munity benefit, contributin to an extensive d Takhar has devoted his life to the sales industry. of doing absolutely everything we instead of just viewing it as a market. off.” That was seventeen yearsyourself ago, out andof anything. value ofWestrheim using all available platforms to hisan TopInAgent Amanda founded her order to grow, Children’s Miracle Network our clients, which starts with imagMiguel loves Across Hamilton, and like his friends ous clients, as we his twenty-five years of business experience, he’s never looked back. After working marketing advantage.

“When the pandemic you havewith to and stayneighbors, optimistic and tell yourbe Awesome Mental Awarene urselves in their shoes. That’s been works take of of it, clientMUNN MIGUEL LIMA award-winning, ADAM LLOYD JASON decade-long career around a genu sphere.

With mor hehe has livedtoby ancare ethos service, emphasizing, self you’re going to be the best.

Mindset a program that allows child a boutique agency for a short while, Adam hit, we began to rely on virtual open houses th Star, and I’m very proud of what organizing food drives, sponsoring chiland views acros above all, relationships and education. Today, he is the everything,” Jason says. for Going into housing this path with stronger beliefs about worth.

Duri built.”was asked to join Re/Max, whereishe sporting events, and passion the industry and helping others thrived.dren’s live videos.”

Adam alsotheir loves using platforms, Jas en co-founder of coordinating REC and Canada through Royal LePage, support for the mom-and-pop businesses that are the confidence, he set himself up for success, and has time, he’s enjoying his family, including h CONTENTS the newteam video technology like BombBomb. team and where he supervises elite to assist clibegan pursuing that mission even before he now beating of the community. donated to an client beenheart in real estate for 15 He’s years.

The majority of Dunphy-Munn who is also a licensed Re When listing a home, Amanda prefers adaily compre Since she was eight years old, Amanda Westrheim ac ents throughout Toronto and the surrounding Three Adam hisconsists “Therea arebackground some agents that soare ed high school,years enteringago, a co-op programco-founded for hiscauses, shared his ownofcauses with them.and Justreferrals, people business repeat clients is nursing hertoo heartshy has to alw ® has wanted to be a REALTOR .

Back then, she approach.

Equipped with a Post-Secondary Ce gueri areas. Having handled over $1.6it’s billion in ate appraisal and sales at Cupido Realty. HeRealty, fell living with people. use18) this, I think great way putprovides a faceme togroun the own brokerage, Stonehaus where he oversees 4) WELCOME HOME: 6but THINGS ALL SUCCESSFUL testament to his dedication. helping people, shetoreally keeps loved touring guests her home and in aInterior Design, she her clien with the work and has now been in the busiat th salesthrough volume during his even accomplished 115 agents in two offices; and his own team, the Adam name,” he explains. hands-on service in preparing and staging the kept a portfolio of some of her favorite houses in r eighteen years, serving the city of Hamilton Miguel spends most of his free time mingling and taking WORKING WITH RELOCATORS fifteen yearNEGOTIATORS career, Jas facilitated DO over the after graduating highmy school, she Looking erty. After supplying professional photogra “I tea think it’s that personal touch that clients towards the future, his sights are surrounding area in Ontario with the Century with beauRight monde.

“I have two keeps daughters.

The Lloyd Home Team.

Specializing inthearea. single-family But 167 transactions during the Covid-19 INheSelling TRANSITION set tohepursue herand career in real estate—and the more videography, she shares without her listings over athb tage Group. Last year closed over forty trans- coming back,” explains.

“Imy have an isassistant team members losing youngest isoffsix-months old, eldest two and awho homes in Burnaby, New Westminster, Coquitlam, Adam says he loves he doesBUSINESS for social a variety ofcampaigns, reasons.

22) ARE YOUwhat DOING pandemic, earning approximately $3digital, stana print, and restmyand isdown history.

Today, a REALTOR for a volume of thirty million, with ninety eight is half.

So timeout is usually all about is coloring and or ® touch. licensed helps withAmanda showing properties “If I keep the teammedia small, I’ll be able guide million in personal commissions in 2020 and Vancouver, Adam’s team produces a sales volume “On the client side, I love helping people realize their for Century 21 Assurance Realty Ltd., where she leveraging her unique A-List brand to give of that business coming from repeat clients signing paintingdocuments, and dressing but dolls I’m for tea parties.

I’ll tell AS And YOU ON personally present for FACEBOOK? having my thumb on the pulse of the busin think alone.

“My team and I have been able to assists clients throughout the Okanagan Valley in an added reach throughout the region—and errals.of $10 million you what, every minute serving up pretend tea for them 13) THE DAILY SCHEDULE a month.

He reports that his of home real After estateall,wealth,” all meetings andOF Ipersonal work my owndreams deals. I don’t pass itownership meet myand clients.” the most he rew British Columbia.remove Having the founded her from award-win“There’s nothing more rewarding than a is alright by me.” perspectiv friction the buying process,” 25) HOW TO THROW A onto listing coordinators or buyer’s agents.

I’m very about this business for Jason is his clients business is 70% repeat and referral clientele.

“Though asserts.

“On the agent side, I enjoy mentoring my team, SUCCESSFUL ents’ confidence isAwell founded. Miguel setsREAL ESTATE ning, decade-longhe career a genuine passion someone through the biggest transaction in t clients,” he say says.around “We make it easy for our clients and provide hands on.”

Jason takes his profession very seriously relationship building, and having that d standard for thework Canadian realthe estate market, Miguel feels very blessed by the support of his patient I mainly with same clients, my team members guiding them toward success.

I’ve already had two of for the housing industry and helping others, she has in a way that feels easy,” she says.

“I’m m CLIENT APPRECIATION EVENT to buy, sell, or inv them with all the resources they need.”

AGENT toestablished ensureForeach andas every client is guid- with them.

Seeing them happy whenresourc they a ng his service mantra with a deep knowl- and andwants amazing wife. the foundation he’s built, he fully herself one of the top producers sionate about using my experience, farm for new leads to expand the business,” hementor, says. Mr. TheMario my agents reach Rookie of the Year status.” informed decision NO ONE FORGET the area, combined with strong marketing and edcredits late sixty-year throughout the process.

He Cupido, puts in athe timeWILL and goals is so satisfying.” inhisher region. connections to truly empower my clients.”

When listing a home, Jas utilizes his in-depth knowlteam With continues to perform in theenergy top 1% of Realtors inrunning smoothly, always ting skills. his background in appraisal, veteran the business. toofkeep everything forwardedge of social and viral stay ontime the toFor ng, Greater communications, and public relations, Vancouver putting themanswering in the local real estate Adammedia believes thatmarketing this is atogreat be his a Realtor.

Copyright Top Agent M questions and communicating with his Miguel hopes to add two additional realtors client After helping his clients utilizes every modern media tool of the business. cutting edge of and his amarket. buyers/sellers.

When it comes to marketing, hesoalso board’s Medallion Club.

“The market strong, and the technologyaistremendous state of there experience representative prepare soon. “I’ve loved meetingis e high-definition photography and video, drones, majority of his vo their listings, he shares their homes over Phone 310-734-1440 |many Fax 310-734-1440 above and people, beyond,theadvertising on social“I hope to continue to expand my team art,” he observes. different challenge oflistings helping them d social media campaigns—deploying as much goes a diverse blend of targeted digital and social media referrals. His team media and perfect real |estate websites.

“Wethem use with digital find their home, and theirplatng mix possible to show our homes mag@topagentmagazine.com www.topagentmagazine.com It’sasnot surprising thatclients’ Adam receives stellar reviews forsupporting as well as my reach. I also want to continue to mentor real estate needs. I’vesponsored especially loved the celebration like Facebook campaigns, to directly est light. And we are meticulous with staging.” forms, his stellarNowork Former clients Veronica wrote: my so they will succeed beyond expectations.” that follows we succeed in that agents goal.

I want toconsent portionethic. of this issue may be reproduced inwhen any groups manner whatsoever without prior of the publisher.

Top Agent target people, age and locations,” he explains. t comes to staying in touch with clients, Miguel create other opportunities to enjoy that experience with Magazine is published

by Feature Publications GA, Inc. Although precautions arethe taken to ensure the accuracy of published “I had the pleasure of working with Adam for nearly This results in listings selling quickly and for highto keep it real. “Wematerials, don’t do newsletters or email cannot my team.”

Top Agent Magazine be held responsible for opinions expressed or facts supplied by its authors. price possible. four years. Adam helped me to est purchase my first and To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. second apartment in New Westminster.

When it came to Learn more about Miguel at miguel-lima.c21.ca, Not only does Jason at getting his clients towards sell, Adam was efficient, prompt and made sure excel I was call 905-730-3843, or email miguel.lima@century21.ca his goals, he also makes the process enjoyable. One looked after! Adam recently helped husband and isI extremely knowledgeable 2 Top Agent Magazine recentmy client said, “Jason Copyright Top Agent Magazine buy our first home in Port Coquitlam.

He worked hard when it comes to listing/buying homes and knows the For more information about Jaso http://

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

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 4

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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AMBER JENINGS

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AMBER JENINGS Top Agent Amber Jenings is both a member of the $50 Million Club (having sold over $370M in her career), and is committed to her profession as well, having earned the prestigious Certified Luxury Home Marketing Specialist designation from the Institute for Luxury Home Marketing.

Top Agent Amber Jenings – Co-Owner and Broker of PEAK® Point Real Estate in Sauble Beach & Springmount, Ontario – is a hardworking, dedicated Realtor® who is consummately committed to helping her many Buyers and Sellers achieve their real estate goals. Tireless in her pursuit to obtain the very best outcomes for her clients, Amber is both a member of the $50 Million Club (having sold over $370M in her career), and is committed to her profession as well, having earned the prestigious CLHMS® 8 Copyright Top Agent Magazine

(Certified Luxury Home Marketing Specialist) Designation from the Institute for Luxury Home Marketing, among several other exceptional industry achievement recognitions.

Amber, who oversees an equally dedicated team of management and support personnel, works closely with her husband Jason, Co-Owner, VP of Operations and Media Manager for PEAK® Point Real Estate. “I started working in real estate in 2007,” recalls Amber. “My husband Top Agent Magazine

and I bought a house in Sauble Beach, and our Realtors® thought the industry would be a good fit for me. I started with a different company for the first three years, but then the PEAK® franchise began courting me, and we ended up buying our own franchise for this area in 2010 and created our own Company from scratch.”

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Since then, Amber and Jason have expanded to open a second office location, in Springmount, Ontario (just outside of Owen Sound), and business has been booming, growing exponentially year after year, based in large part on the significant number of repeat clients and referrals they serve. “We’re on track for a $40 million sales Copyright Top Agent Magazine 9

“Realtors® sometimes get lumped in with the “used car salesmen approach”, and I work hard to compensate for that. I’ve never lied to, or mislead a client, and they always get the truth from me.” volume this year,” says Amber. When asked how she manages to instill so much trust and loyalty amongst those she and her team have worked with, Amber grows thoughtfully silent for a moment before replying. “One reason,” she finally muses, “is that my entire team & I are workaholics. We truly love what we do. I also think that our honesty has played a large part in that as well. Realtors® sometimes get lumped in with the “used car salesmen approach”, and I work hard to compensate for that. I’ve never lied to, or mislead a client, and they always get the truth from me.”

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There are many other factors that come into play when assessing Amber’s business success story, and chief among them would be expert negotiation skills and thorough, intelligent marketing strategies. “I would say about 85% of what we do for marketing is done online now,” says Amber, who utilizes a no-stone-unturned approach to maximizing exposure for her listings, including targeted social media, billboards, drone technology and high-tech virtual tour methods such as Matterport tours. All of which, combined, translates into fast sales for top dollar, not to mention happy – and referring – customers.

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®

independently owned & operated

&

• Certified and Insured Aerial Footage of Your Property

Check Out Our Two Office Locations in www.peakpointrealestate.ca

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When she’s not working, Amber enjoys nothing more than spending time with Jason, their young daughter, and their three dogs. “I also love to cook,” she says. Additionally, Amber is extremely philanthropic, and her company donates over $10k per year into community sponsorships, as well as to charitable organizations over the years that include the Alzheimer’s Society, Local Kid’s Sports & More.

“I think our team is really proof that no matter what is going on in the world, just remain positive,” says Amber – who has a third office in the works - when asked what advice she might have for greener agents. “Keep working hard, being there for others. As long as you stay positive and keep working hard, you can pretty much accomplish anything.”

For more information about Amber Jenings, visit PeakPointRealEstate.ca or email AmberJenings@PeakPointRealEstate.ca www.

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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.

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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

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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.

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.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.

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AMANDA WESTRHEIM

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AMANDA WESTRHEIM

Top Agent Amanda Westrheim founded her award-winning, decade-long career around a genuine passion for the housing industry and helping others.

Since she was eight years old, Amanda Westrheim has wanted to be a REALTOR®. Back then, she loved touring guests through her home and even kept a portfolio of some of her favorite houses in the area. Right after graduating high school, she set off to pursue her career in real estate—and the rest is history. Today, Amanda is a REALTOR® for Century 21 Assurance Realty Ltd., where she assists clients throughout the Okanagan Valley in British Columbia. Having founded her award-winning, decade-long career around a genuine passion for the housing industry and helping others, she has fully established herself as one of the top producers in her region.

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When listing a home, Amanda prefers a comprehensive approach. Equipped with a Post-Secondary Certificate in Interior Design, she provides her clients with hands-on service in preparing and staging their property. After supplying professional photography and videography, she shares her listings over a blend of print, digital, and social media campaigns, all while leveraging her unique A-List brand to give clients an added reach throughout the region—and beyond.

“There’s nothing more rewarding than assisting someone through the biggest transaction in their life in a way that feels easy,” she says. “I’m most passionate about using my experience, resources, and connections to truly empower my clients.”

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Elsewhere, Amanda is an equally strong advocate for her buyers, catering her process to their needs and ensuring that they find the right deal for their best interests. Through careful guidance and her years of experience with the local market, she is always there with open communication, honesty, and transparency. “I like to make the experience fun,” she says. “I can be a straightforward and tough negotiator, but I always make my clients feel like their needs are protected. After all, they’re my number one priority.”

But for Amanda, relationships last long after the deals are done, as she keeps in touch with her clients and makes sure that they are satisfied and thriving in their new homes. For that reason, she hosts an annual client appreciation event on the lake, which allows her to reconnect with all her buyers and sellers not just as their lifelong REALTOR®, but also as their friend. Through the years, Amanda has earned an outstanding reputation throughout the Okanagan Valley, as evidenced by her strong rate of repeat clients and referrals. A competitive bodybuilder in her spare time, she sees a strong relationship between her life as an athlete and her career in real estate.

“The two are absolutely connected. There’s a correlation between the work ethic it takes to be a bodybuilder and the tireless effort required to succeed as a REALTOR®.”

Outside her career, Amanda is tremendously active within her community, contributing to relays and fundraising efforts that provide children with disabilities all-expenses paid trips to summer camp. When she’s not with clients or giving back, she can be found pursuing a healthy lifestyle or enjoying the sights and culture of Kelowna.

Going forward, Amanda has strong plans for her business. In the months ahead, she intends on maintaining her strong growth and community presence while breaking into the luxury market.

But most of all, she looks forward to the potential clients and connections that await in the career of her dreams.

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To learn more about Amanda Westrheim email amanda.westrheim@century21.ca, visit agent-amanda.com or call (250) 863-9230.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 18

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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JAS TAKHAR

Born and raised in the Greater Toronto Area, Jas Takhar has devoted his life to the sales industry.

Across his twenty-five years of business experience, he has lived by an ethos of client service, emphasizing, above all, relationships and education. Today, he is the co-founder of REC Canada through Royal LePage, where he supervises an elite team to assist clients throughout Toronto and the surrounding areas. Having handled over $1.6 billion in sales volume during his accomplished fifteen year career, Jas facilitated over 167 transactions during the Covid-19 pandemic, earning approximately $3 million in personal commissions in 2020 alone. “My team and I have been able to remove the friction from the buying process,” he says. “We make it easy for our clients and provide them with all the resources they need.”

When listing a home, Jas utilizes his in-depth knowledge of social media and viral marketing to stay on the cutting edge of his market. After helping his clients prepare their listings, he shares their homes over a diverse blend of targeted digital and social media 20

campaigns; meanwhile, he further connects his sellers to an extensive database of more than 10,000 previous clients, as well as agents within his professional sphere. With more than one million total downloads and views across all REC Canada’s social media platforms, Jas ensures that his clients stand out. “My team and I produce twenty pieces of content daily across all our platforms. By taking this guerilla approach, we can throw everything at the wall and see what sticks.”

But Jas is just as present for his buyers, standing as a knowing advocate and guide throughout their transaction. “We think long term—not only through our perspective, but also through that of our clients,” he says. “We would never push someone to buy, sell, or invest. Instead, we allow them to make informed decisions on their future.”

For his forward-thinking approach, Jas has earned a tremendous reputation, with the overwhelming majority of his volume coming from repeat clients or referrals. His team assists close to 700 buyers, sellers, Copyright Top Agent Magazine Magazine

and investors every single year, ranking them #2 in Canada for 2020 under Royal LePage.

“I truly love interacting with others,” he says. “Whether I’m motivating my staff or

watching my clients build their real estate portfolios, I thrive on seeing the growth in people.”

Outside his career, Jas is tremendously active within his community, serving as a frequent donor and fundraiser for the SickKids Hospital for Children. He also strives to give back to his industry, authoring Real Estate Intelligence, a book on real estate sales and investments, and hosting the popular Jas Takhar Podcast, which is available on all podcasting platforms.

When he’s not with clients, he can be found spending time with his two little boys or cheering on the Dallas Cowboys.

Going forward, Jas has strong plans for REC Canada.

Having thrived even amid the Covid-19 pandemic, he offers straightforward advice for any aspiring entrepreneur. “You have to shut out the external noise,” he says. “For me, it came down to turning off the news and focusing on positive information.

The most important thing you can do in business is find out where the negativity is coming from, and then drown it out by surrounding yourself with positivity.”

To learn about Jas Takhar’s tips for salespeople and Realtors, visit jastakhar.ca or join his text community by texting Join to (647) 372-0126.

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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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MIGUEL LIMA Real estate isn’t just business for Miguel Lima. It’s personal.

“When my folks were trying to buy a home, they didn’t get the support they needed,” he explains. “I wanted to be a REALTOR® who sees people as people, not as numbers. On my team, it’s important to me that we deliver an experience that consists of doing absolutely everything we can for our clients, which starts with imagining ourselves in their shoes. That’s been my North Star, and I’m very proud of what we’ve built.”

Miguel began pursuing that mission even before he graduated high school, entering a co-op program for real estate appraisal and sales at Cupido Realty. He fell in love with the work and has now been in the business for eighteen years, serving the city of Hamilton and the surrounding area in Ontario with the Century 21 Heritage Group. Last year he closed over forty transactions for a volume of thirty million, with ninety eight percent of that business coming from repeat clients and referrals.

His clients’ confidence is well founded. Miguel sets the gold standard for the Canadian real estate market, upholding his service mantra with a deep knowledge of the area, combined with strong marketing and negotiating skills. With his background in appraisal, marketing, communications, and public relations, Miguel utilizes every modern media tool of the business.

“We use high-definition photography and video, drones, targeted social media campaigns—deploying as much marketing mix as possible to show our clients’ homes in the best light. And we are meticulous with staging.”

When it comes to staying in touch with clients, Miguel prefers to keep it real. “We don’t do newsletters or email

drips. We don’t hand out calendars or pens or fridge magnets. That’s not us. We’ll call or text. We visit people, and send them messages on their birthday. We do things you’d expect from neighbors, friends, or family, which is what we are. It’s really a non-business approach.”

It’s about being part of the community instead of just viewing it as a market.

Miguel loves Hamilton, and like his friends and neighbors, he works to take care of it, organizing food drives, sponsoring children’s sporting events, and coordinating support for the mom-and-pop businesses that are the beating heart of the community. He’s donated to client causes, shared his own causes with them. Just people living with people.

Miguel spends most of his free time mingling and taking tea with the beau monde. “I have two daughters. The youngest is six-months old, and my eldest is two and a half. So my down time is usually all about coloring and painting and dressing dolls for tea parties. And I’ll tell you what, every minute serving up pretend tea for them is alright by me.”

Miguel feels very blessed by the support of his patient and amazing wife. For the foundation he’s built, he credits his late mentor, Mr. Mario Cupido, a sixty-year veteran of the business.

Miguel hopes to add two additional realtors and a client experience representative soon. “I’ve loved meeting so many different people, the challenge of helping them find their perfect home, and supporting them with their real estate needs. I’ve especially loved the celebration that follows when we succeed in that goal. I want to create other opportunities to enjoy that experience with my team.”

Learn more about Miguel at miguel-lima.c21.ca, call 905-730-3843, or email miguel.lima@century21.ca http://

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ADAM LLOYD Adam Lloyd began his sales career working for Future Shop, an electronics store chain, in his native Vancouver. “Because I was good in sales, I decided to give real estate a try,” he recalls. “I did both jobs for a few months before my real estate business took off.” That was seventeen years ago, and he’s never looked back. After working with a boutique agency for a short while, Adam was asked to join Re/Max, where he thrived.

Three years ago, Adam co-founded his own brokerage, Stonehaus Realty, where he oversees 115 agents in two offices; and his own team, the Adam Lloyd Home Selling Team. Specializing in single-family homes in Burnaby, New Westminster, Coquitlam, and Vancouver, Adam’s team produces a sales volume of $10 million a month. He reports that his personal business is 70% repeat and referral clientele. “Though I mainly work with the same clients, my team members farm for new leads to expand the business,” he says. The team continues to perform in the top 1% of Realtors in Greater Vancouver putting them in the local real estate board’s Medallion Club.

It’s not surprising that Adam receives stellar reviews for his stellar work ethic. Former clients Veronica wrote: “I had the pleasure of working with Adam for nearly four years. Adam helped me to purchase my first and second apartment in New Westminster. When it came to sell, Adam was efficient, prompt and made sure I was looked after! Adam recently helped my husband and I buy our first home in Port Coquitlam. He worked hard for us and was completely honest. I have referred Adam to my parents, husband, friend, and grandmother, and they have all used his services and have been successful.

Adam is an all-around great person, hard worker, and the best real estate agent! I give Adam my highest recommendation and look forward to working with him again in the future.”

Adam believes in implementing the personal touch when reaching out to his clients. “I make a lot of phone 24

calls to check in,” he notes. “It’s so important to maintain those close connections.”

“My success is by implementing three things: great culture, technology in the industry, and mentorship,” says Adam. He understands the value of using all available platforms to his marketing advantage. “When the pandemic hit, we began to rely on virtual open houses and live videos.” Adam also loves using the new video technology like BombBomb.

“There are some agents that are too shy to use this, but I think it’s a great way to put a face to the name,” he explains.

Adam says he loves what he does for a variety of reasons.

“On the client side, I love helping people realize their dreams of home ownership and real estate wealth,” he asserts. “On the agent side, I enjoy mentoring my team, guiding them toward success. I’ve already had two of my agents reach Rookie of the Year status.”

Adam believes that this is a great time to be a Realtor.

“The market is strong, and the technology is state of the art,” he observes. “I hope to continue to expand my team as well as my reach. I also want to continue to mentor my agents so they will succeed beyond expectations.”

To learn more about Adam Lloyd, email adam@adamlloyd.ca, or visit adamlloyd.ca, or call 604-787-4691 http://

Top Agent Magazine Copyright Top Agent Magazine

How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion26

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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JASON MUNN “Whether you think you can, or think you can’t – you’re right,” Henry Ford once said.

Those words resonated with Jason Munn, especially as he entered the Fredricton, NB real estate market for the first time. He was a top producing salesperson at General Motors, but decided to take a risk and try out a new career as an agent. “You can talk yourself out of anything. In order to grow, you have to stay optimistic and tell yourself you’re going to be the best. Mindset is everything,” Jason says. Going into this path with confidence, he set himself up for success, and has now been in real estate for 15 years. The majority of his business consists of repeat clients and referrals, a testament to his dedication.

“I think it’s that personal touch that keeps my clients coming back,” he explains. “I have an assistant who is licensed and helps out with showing properties or signing documents, but I’m personally present for all meetings and I work my own deals. I don’t pass it onto listing coordinators or buyer’s agents. I’m very hands on.” Jason takes his profession very seriously and wants to ensure each and every client is guided throughout the process. He puts in the time and energy to keep everything running smoothly, always answering questions and communicating with his buyers/sellers. When it comes to marketing, he also goes above and beyond, advertising listings on social media and real estate websites. “We use digital platforms, like Facebook sponsored campaigns, to directly target people, age groups and locations,” he explains.

This results in listings selling quickly and for the highest price possible.

Not only does Jason excel at getting his clients towards his goals, he also makes the process enjoyable. One recent client said, “Jason is extremely knowledgeable when it comes to listing/buying homes and knows the market inside and out. He’s a true professional that works hard day and night for his clients. He has sold two homes for us in the past, and our dealings with Top Agent Magazine

Jason have been truly hassle free and fun.

We highly recommend using him for all of your real estate needs!”

Jason believes in giving back to the community through food drives at Christmas time, raising money for community benefit, contributing to the Children’s Miracle Network and It’s OK to be Awesome Mental Awareness program, a program that allows children to have stronger beliefs about their worth. During any free time, he’s enjoying his family, including his wife Jody Dunphy-Munn who is also a licensed Realtor®. “Her background is nursing so her heart has always been in helping people, she really keeps me grounded.”

Looking towards the future, his sights are set on hiring more team members without losing that personal touch. “If I keep the team small, I’ll be able to continue having my thumb on the pulse of the business and still meet my clients.” After all, the most rewarding part about this business for Jason is his clients. “I love the relationship building, and having that strong bond with them. Seeing them happy when they achieve their goals is so satisfying.”

For more information about Jason Munn, please call 506-260-2605 or email jaymunn@nb.sympatico.ca 27

mailto:mag@topagentmagazine.com

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