CANADA 4-19-21 by Top Agent Magazine

CANADA EDITION

TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS

3 EASY AT-HOME DIY PROJECTS TO INCREASE PROPERTY VALUE

6 Habits of HIGHLY PRODUCTIVE AGENTS

FEATURED AGENTS

CHRISTOPHER AUDETTE TARA ALKHALISI COVER STORY

CLARENCE DEBELLE

CANADA EDITION

TARA ALKHALISI Tara Alkhalisi is an award winning, top agent 7 based in Oakville, Ontario. She began17her real estate journey managing properties for Canadians living outside of Canada. “They needed a professional whom they trusted within Canada to look after their properties,” explains Tara. “That’s how I started. As my client base grew, it was the right fit to get my license and help them with their real estate needs.”

the annual Terry F one in the past 15 her children to rai

As a mother of th than spending tim ite sport is tennis. summer, we try to says. Her kids are requires a lot of training and drivi

Tara provides her clients with a level of service that exceeds their expectations every single time. CLARENCE TARA Looking to the future, Tara is “I treat DEBELLE every client asCHRISTOPHER if they’re my AUDETTE only client,” says Tara,ALKHALISI her business. As a large part “When we’re working on a transaction, I’m available to them made of newcomers to Canad twenty-four hours a day, seven days a week! I handle every in continuing to help that part transaction with diligence as if I’m buying or selling the house is bringing in 400,000 new im for myself. Every client is CONTENTS treated with the focus and attention three years. That’s 1.2 million that they need as the process is an exciting life event”. them will choose to settle in To 4) 5 TIPS TOForMAKE 13) 3 EASY AT-HOME 21) 6 OF “IHABITS help educate them on the mar the past ten years, Tara has serviced downtown Toronto borhoods and the property sea andLONG the Greater Toronto Area (GTA). Her business comes NEW HIRES A DIY PROJECTS HIGHLY PRODUCTIVE arrive, so by the time they get entirely from repeat and referral clients. “My business is TO INCREASE AGENTS LASTING SUCCESS and better prepared to make th growing consistently year after year says a lot about my work PROPERTY VALUE be doing a lot more of that in t ethic, my clients’ loyalty, and the trust people have in me,” says Tara. When asked how Tara connects to her clients, she * Based on TREB data, combi replies “All my clients become friends. Staying in touch isn’t a job. It’s natural.”

CLARENCE DEBELLE

Tara markets her listings through online channels. “Right at Home Realty is the number one brokerage in GTA*, and I’m proud to be a part of it.” Tara says. She utilizes Right at Home Phone 310-734-1440 | Fax 310-734-1440 Realty’s resources, making sure her properties are noticed both in Canada and internationally. Tara has also expanded her mag@topagentmagazine.com | www.topagentmagazine.com online into social mediawhatsoever to better service her consent clients.of the publisher. Top Agent No portion of thismarketing issue may be reproduced in any manner without prior Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be heldTara responsible for opinions expressed or facts supplied by its authors. Outside of real estate, stays extremely busy giving back To subscribe or change address, send inquiry to mag@topagentmagazine.com. to her community. A portion of every one of her commissions Published in the U.S.

is donated to Habitat for Humanity. This organization raises funds to build affordable homes in the local community. In addition to her regular contributions, she also donates lump sums for local projects. Tara enjoys taking part in a more hands-on capacity as well. “I volunteer and put physical hours

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why? The hiring and training process is time-intensive and doesn’t come cheap. This means that making 4

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles. If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team. Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision. That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another? Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul. 6

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CLARENCE DEBELLE

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CLARENCE DEBELLE Top Agent Clarence Debelle of Royal Pacific Realty—one of the largest brokerages in Greater Vancouver—sells homes all over the city, specializing in luxury homes and condos, as well as waterfront homes. Clarence Debelle began his career working for a top law firm in Toronto, becoming an investment banker for the number one investment bank in Canada soon after that. But when he decided to move back to Vancouver in 2008 to raise his family, he knew that his options as an investment banker there would be limited. “So I approached the two top realtors at the 8Copyright Top Agent Magazine

time and spoke to them about coming into the business. They felt that I could be very successful in the work.” Twelve years later Clarence is a top agent for Royal Pacific Realty, one of the largest brokerages in Greater Vancouver. He sells homes all over the city, but most of his listings are in West Vancouver, North Top Agent Magazine

Vancouver, and Downtown Vancouver. His specialties include luxury homes and condos, as well as waterfront homes. One tribute to Clarence’s success is that one hundred percent of his business now comes Top Agent Magazine

through referrals. His secret? Working hardest for his customers. “My father was in the hospitality industry, so I grew up in the service business. It’s about reliability and honesty. And I love helping people. If I do a good job for my clients, I have a huge Copyright Top Agent Magazine9

I love helping people. If I do a good job for my clients, I have a huge positive impact on their lives. That’s everything for me; that’s what drives me. It’s a responsibility that I take very seriously.”

positive impact on their lives. That’s everything for me; that’s what drives me. It’s a responsibility that I take very seriously.” He pauses for a moment before adding, “I think of it as giving people a fantastic beginning to the rest of their lives.” Clarence identifies two keys to selling a home. “You have to study the property, really understand it, in order to determine the right way to market it. Show everything! That’s the best way to maximize the price.” The second key is to make a good impression when showing a home. “The buyer has to like me as a person.” He’s most proud of his ability to bridge cultural barriers. “I connect extremely well with people, no matter the culture. Copyright Top Agent Magazine 10

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They trust me, and respect my professionalism.” Clarence has earned particular affection from the Chinese community, and was the first non-Chinese agent to recognize the Chinese buyer as the biggest force Top Agent Magazine

in Greater Vancouver. He was also the first non-Chinese agent to have a Chinese website, and to advertise in Chinese newspapers and magazines. His connection to that community has grown very strong Copyright Top Agent Magazine 11

over the years. He now has many Chinese clients, and regularly donates to Chinese charity events. He updates his past clients on the current market through occasional calls, email, holiday e-cards, and mail outs. “They see me one way or another. Believe it or not, my

name is on the back of a bus. It’s been a very successful marketing tool.” When he’s not working, Clarence loves to spend time with his children and dogs. He also likes to exercise. “I’ll ride my bike in any kind of weather, and I recently took up rowing in a scull.”

To learn more about Clarence, you can call him at 604-726-5780, or email clarence@clarencedebelle.com. You can also check out his website at clarencedebelle.com for listings in and around Vancouver, advice on buying and selling a home, or just to take a look at the pictures from his recent trip to China! www.

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3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The Top Agent Magazine

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value. In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways 14

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage. Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios Top Agent Magazine

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces. Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

or else decluttering cabinets and shelves for a fresher look. No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition. Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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CHRISTOPHER AUDETTE

When it comes to marketing expertise in the real estate industry, Christopher Audette has plenty. “I started my career working for a sizable advertising firm, an amazing experience where I learned a ton about marketing and culture and accountability.” Chris’s fascination with the business led him to start his own internet marketing company, where he transferred the marketing system he’d been trained in at his old job.

The Group at RE/MAX First, Chris has assembled a top-notch team of agents, each of whom brings an average of nine or ten years of experience to their Calgary based agency. The backbone of the business is the leads generated by their marketing website, www.Real-Estate.ca, and on average the team closes between 150 and 250 transactions a year. By their second year as a team, they achieved Diamond status, the top awards category in RE/MAX. The year

The jump into real estate came when he was doing research for a home inspector and a friend related her experience with a real estate agent. “She’d bought a townhouse and was advised by her Realtor not to do a home inspection. I was absolutely gobsmacked that a professional would give her that kind of advice. It was kind of a catalyst for me as I realized real estate was an industry where I could distinguish myself with my marketing skills and commitment to being accountable.” After twelve years in the business, it’s safe to say that decision has been well rewarded. With 18

after, the RE/MAX First brokerage took the position as the highest production RE/MAX office in the world for closed transactions in 2019 and 2020. “We focus on doing the right things in the right order,” Chris explains. “So diligence and research first. We’re going to make fact-based decisions, thinking about things like costs of improvement, etc. And then we really shine in the marketing itself. A lot of real estate marketing you see is cold feeling, devoid of life. But people aren’t just buying four walls with a kitchen. They’re buying a lifestyle. We emphasize the life of the community and the experiences it will afford them, the kind of people they’ll have as neighbors. We also identify the things that make each property unique and attractive.” Asked what he loves about the business, Chris is effusive. “I love that we’ve built something that makes a difference in people’s lives. On the listing side, our marketing can increase the equity people are pulling out of their property, which helps them whether they are moving into retirement or a bigger and better home. For buyers, our agents can help them find a place that fits their wants and needs. We explore that through a ‘Why’ based approach: why are they looking for something? And how does that line up with what they say they’re looking for?” Chris is active in his community, especially through his primary charity, the Children’s Miracle Network, for which he has been one of the top five donors in Western Canada. Time off is scarce, but when he and his mortgage broker wife Diana Dorais aren’t working they love socializing with friends or taking a quick trip to Cancun whenever they can. As for the future, Chris and his team have just unveiled a new website, www.New.ca, which will answer a need in the construction world as a comprehensive search site for information on new real estate development opportunities, functioning similarly to the MLS system. Chris is also authoring a book right now called Critical Mass, which is about agent marketing. Top Agent Magazine

Contact Christopher at 403-465-0060, email Christopher@thegroup.ca, or visit his websites at Real-Estate.ca and New.ca www.

www.

TARA ALKHALISI Tara Alkhalisi is an award winning, top agent based in Oakville, Ontario. She began her real estate journey managing properties for Canadians living outside of Canada. “They needed a professional whom they trusted within Canada to look after their properties,” explains Tara. “That’s how I started. As my client base grew, it was the right fit to get my license and help them with their real estate needs.” Tara provides her clients with a level of service that exceeds their expectations every single time. “I treat every client as if they’re my only client,” says Tara, “When we’re working on a transaction, I’m available to them twenty-four hours a day, seven days a week! I handle every transaction with diligence as if I’m buying or selling the house for myself. Every client is treated with the focus and attention that they need as the process is an exciting life event”. For the past ten years, Tara has serviced downtown Toronto and the Greater Toronto Area (GTA). Her business comes entirely from repeat and referral clients. “My business is growing consistently year after year says a lot about my work ethic, my clients’ loyalty, and the trust people have in me,” says Tara. When asked how Tara connects to her clients, she replies “All my clients become friends. Staying in touch isn’t a job. It’s natural.”

the annual Terry Fox Run and has never missed one in the past 15 years. She has also involved her children to raise funds for cancer research. As a mother of three, Tara loves nothing more than spending time with her family. Their favorite sport is tennis. “We love it. Especially in the summer, we try to play outdoors every day,” she says. Her kids are in competitive tennis, which requires a lot of commitment such as daily training and driving them to tournaments. Looking to the future, Tara is excited to continue growing her business. As a large part of her overall client base is made of newcomers to Canada, she is especially interested in continuing to help that particular demographic. “Canada is bringing in 400,000 new immigrants per year for the next three years. That’s 1.2 million new Canadians, and a lot of them will choose to settle in Toronto or the GTA.” says Tara. “I help educate them on the market trends, the different neighborhoods and the property search process before they even arrive, so by the time they get here, they are well-informed and better prepared to make their decisions. I anticipate I’ll be doing a lot more of that in the next few years.” * Based on TREB data, combined units sold.

Tara markets her listings through online channels. “Right at Home Realty is the number one brokerage in GTA*, and I’m proud to be a part of it.” Tara says. She utilizes Right at Home Realty’s resources, making sure her properties are noticed both in Canada and internationally. Tara has also expanded her marketing online into social media to better service her clients. Outside of real estate, Tara stays extremely busy giving back to her community. A portion of every one of her commissions is donated to Habitat for Humanity. This organization raises funds to build affordable homes in the local community. In addition to her regular contributions, she also donates lump sums for local projects. Tara enjoys taking part in a more hands-on capacity as well. “I volunteer and put physical hours into some projects,” she says, describing how she participated in the construction a row of townhouses. “They taught us how to plaster walls, and we helped on the construction site. That’s very rewarding.” Another organization that is near and dear to Tara’s heart is the Terry Fox Foundation. She enjoys 20

To contact Tara Alkhalisi, call 905-637-1700, email: talkhalisi@trebnet.com, or visit rightathomerealty.com/Tara-Alkhalisi, or instagram.com/tara.homes

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things Top Agent Magazine

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day. Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as 21

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list. You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second. We all do it! Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do 22

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful. Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innovaTop Agent Magazine

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news? Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out Top Agent Magazine

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business. Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about. 23

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