CANADA 4-5-21

CANADA EDITION

How to Incorporate Current Events to Your Email Blasts and Stay Relevant

Tips on Breaking Into the

LUXURY MARKET

Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS! FEATURED AGENTS

CLARITA BURLEY ALEX BURNS VESNA KOLENC JEAN-PHILIPPE LOISELLE

COVER STORY

KATE BRODDICK

CANADA EDITION

ALEX BURNS JEAN-PHILIPPE LOISELLE

Born and raised in Victoria, BC, step of the transaction. Unde Agent Jean-Philippe Loiselle – Broker There 21 27 Alex Burns 15 knew early Top on he’d be that this is one 29 of the largest at RE/MAX in the Montreal area – is a that co involved in real estate. “My grandpa his clients will ever Philipp make hardworking, dedicated real estate professtarted a real estate company, and his job seriously and only sional who consistently strives to provide Chiefw after encouragement from is best for them. hisboth manyhim grateful clients with the very best negotia and my father, I decided to jump customer service available in his market. intellig in,” he says. “I was mentored by my whose equally dedicated Afterwards, buyers and sel Jean-Philippe, listings teamand is was ranked among the Top 100 RE/ his pro grandfather at an early age, glowing reviews about t MAX teams globally and can claim more the ex working on his property since I was together. One recently said, thanright one hundred years ALEX of combined sional KATE BRODDICK CLARITA VESNA KOLENC BURNS expe- JEAN-PHILIPPE 11. So BURLEY I earned my license out recommendLOISELLE Alex! He wa rience, has more than earned his highly of listi of high school.” Today Alex has his put together a complicate successful business and his stellar reputation as a available. Combin own team consisting of five agents, a quick, efficient and frien trusted real estate advocate.

– on the average, t working out of RE/MAX Alliance. ner. Alex top wasdollar, exceptional not to m They serve the southern Jean-Philippe Vancouver Island region, social media to his benefit to began his storied career in 2009. “I was return the and excess refer fri with the vast majority oftwenty-one-years-old,” their business consisting views on the video of my house.The stre he recalls, “and I was walking of repeat clients andCONTENTS referrals. stand out about Alex’s way of conducting with my father, ruminating on what I wanted to do When he’s not wo his communication, hisrunning kindnes with my life. I told him that I include loved selling, and my out and rac wasservice building homesability and I to loved thattotoo. ovating properties He credits his growth to grandfather his customer and hustle get you a good deal. I suggested real estate school.”

Jean-Philippe who gives back t marketing skills. “I like My to father look 18) at unique ways fulGROWTH for his service.”

4) HOW TO INCORPORATE BUSINESS demonstrated both a sincere to market,” he says. “I focus on prospecting and passion for the industry business communi CURRENT EVENTS TO YOUR HACK: ABSORB YOUR and an indefatigable work right from using my listing inventory as an opportunity to ethicGiving backthe to start, the community is an int beginning work in the basement of his family’s home.

Looking to the fu EMAIL BLASTS AND STAY CLIENTS’ STRESS! sell.” Alex isn’t afraid to take risks or approach of Alex’s business. He and the team host “I committed myself to making fifty phone calls a goal is to reach t the business in unique ways. flown clients peopleeveryChristmas donation where they e RELEVANT day to“I’ve prospective day for ninety days, drive, is well on his way by helicopter to view a property, and I’ve been on other leaders to give 25) TIPS which was 4,500 calls ON in lessBREAKING than community three months,” 2021 alone.back Abovto television explaining the ways the market is evolvneed.

They are also involved in the he explains. cont INTO THE LUXURY MARKET objective: to Mak 13) 8 THINGS SUCCESSFUL ing. I’m an early adopter of technology and am not Foundation, having recently raised $15,0 unparalleled custo PEOPLE NEVER afraid DO to invest in it.” When His hard worktopaid off in spades, andattoday Jeanonymous withhost his it comes advertischarity a fundraising event they 28) DAILY HABITS THAT Philippe possesses a thriving business has resulted in ing his listings, he utilizes professional, high-end of their larger listings. During any free t closed transactions since 2015, and hanging inclu- out with family, WILL INCREASE YOUR photography, videos, andover 3D1,000 tours to highlight can be found sion“Once in RE/MAX’s Club, the highest status a property’s best features. we haveDiamond those his wife and four children.

MENTAL STRENGTH ranking at that company. Of the impressive average assets, we put them in the right areas based on the of 300 transactions per year, a significant number demographic we’re targeting, we don’t just do a Looking ahead, his sights are set on e are based on referrals and repeat clients, an incredithe market. team while maintaining a work/lif blanket approach.” ble feat in his highly competitive “I believe for everyone involved. “We have built an that’s because we provide our clients with exceptional Phone 310-734-1440 Fax 310-734-1440 No |matter who he is working with, Alex is patient group, with someone value,” says Jean-Philippe, when asked how he and his always available to throughout, providing guidance and support at every every level.” team manage to inspire such impressive levels of trust mag@topagentmagazine.com | www.topagentmagazine.com 7

KATE BRODDICK

and loyalty amongst those they work with. “It also

No portion of this issue may be reproduced in any manner without consent of the publisher.

Top Agent haswhatsoever a lotFor to do with prior hard work; and working harder more information about Alex Burns,For more ab Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published please than the competition. Additionally, it’s about having call 250-386-8875 or email alex@victoriahomes. materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. email JPLo an exceptional team that is incredibly competent.”

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

Published in the U.S.

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes4

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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KATE BRODDICK Top Agent Magazine

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Top Agent Kate Broddick is the team leader of The Kate Broddick Team, and serves clients throughout Brantford.

While shopping for investment properties with her husband, Kate Broddick discovered her passion for real estate. At first she got licensed in order to facilitate her own purchases, but she quickly fell in love with the real estate process and left her career as a dental hygienist to become a full time 8Copyright Top Agent Magazine

REALTOR®. She is currently the team leader of The Kate Broddick Team, and serves clients throughout Brantford.

Client satisfaction sits at the top of Kate’s list when it comes to her business rules, and it’s what’s brought her a sizable amount of Top Agent Magazine

repeat and referral business. “From start to finish we provide the exact same service to everybody. We’re not typical sales people just trying to sell a product, we’re here to give clients an experience. We do everything to ensure that each transaction runs smooth, and that the client is truly satisfied with the outcome,” she says.

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Aside from a high level of customer service, what really sets Kate and her team apart from many other agents is their determination to always perform to the same standard. “If I can say anything about my business it’s that it is consistent. That can be hard to do, especially when you get busy, but we always continue the process that we Copyright Top Agent Magazine9

“From start to finish we provide the exact same service to everybody. We’re not typical sales people just trying to sell a product, we’re here to give clients an experience. We do everything to ensure that each transaction runs smooth, and that the client is truly satisfied with the outcome.” set out at the start, which has kept clients coming back. We don’t start skipping steps when we’re under pressure,” she says.

A big part of Kate’s success is her innovative digital marketing. Each of her listings has professional photos as well as video tours.

Kate also invests in 3D Matterport technology and promotional videos on TV and in theatres. Thanks to their hard work The Copyright Top Agent Magazine 10

Kate Broddick Team completes anywhere from 350 to 400 transactions per year.

While Kate enjoys many aspects of her job, the connection with her clients is the most meaningful for her. Many of the families she serves remind her of her own family, and she cherishes being a part of the process that allows them to become homeowners.

“Getting to know the families and having Top Agent Magazine

that sense of connection with other people is without a doubt my favorite part of this job,” she says.

Outside of real estate Kate is a busy mom to three boys and she loves spending her Top Agent Magazine

free time surrounded by family. She also always contributes some of her time to helping out her community. She participates in an annual food drive, and likes to donate to nonprofit organizations around the holiday season.

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Kate is happy with the speed at which her business continues to grow, and her main focus going into the next year is to keep perfecting her business process, and set the stage for exciting new marketing ventures.

“My goal is to stay on top of being innovative, and stay ahead of the competition, while continuing to provide our clients with the high level of service they’ve come to expect from The Kate Broddick Team.”

To learn more about Kate Broddick email info@agentkate.ca, visit teamkate.ca, or call 519–774–6664 www.

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

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DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

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THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

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THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

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REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 14

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

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GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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CLARITA BURLEY

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CLARITA BURLEY

Passionate about helping people and making a change in the world, Clarita Burley has found the perfect career in real estate. She started her journey as an immigrant in Canada. “I came to Toronto from the Philippines with nothing and knowing nobody. I had people relying on me back home, and I also needed income to survive, so I started looking for a job right away.

But at the back of my mind, my dream was always to become a REALTOR® one day.” Now, 10 years strong in the business and working at RE/MAX Hallmark Realty LTD, Clarita uses her knowledge and experience to help buyers and sellers throughout the Greater Toronto Area.

believe in the power of prayer and perseverance. I give my all to those I work with, and all of my business is repeat and referral clients.” She is especially honored to be able to help other immigrants and make them realize that homeownership is a real possibility. “I love seeing people who have been renting for years, or even generations, finally be able to settle down in the home of their dreams.”

Guided by her strong faith, Clarita believes in doing the right thing by people and developing long-lasting bonds with her clients. “I 16

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Clarita’s authentic personality, superb ability to listen to her clients’ needs, and ethical approach to business have been the key to her success. Her integrity and honesty continue to draw clients to her, and her hard work has even earned her the Lifetime Achievement Award with RE/MAX International. “I went from juggling fours jobs to becoming a million-dollar producer, and I give all the credit for that to God.” Clarita is passionate about giving back to the local community as well as her homeland. Last year she distributed 3,000 care packages in the Philippines amidst the COVID-19 pandemic. She also donates 10% of her salary to churches in the Philippines.

When she’s not working, she enjoys traveling and has visited Iceland last year.

In the future Clarita plans to continue successfully guiding her clients towards achieving their real estate goals. Her advice to agents who are just starting out in the business is: “Do not sell yourself short.

Believe in yourself, your value, and what you have to offer. And remember that when you give back, you get back in return. As an immigrant I have been extremely lonely at times. But when I decided to give back to the community, I found out that my sisters’ Visas were accepted, and we were able to come to Canada as a family. If you focus on serving others, you will be rewarded.”

And while Clarita is dedicated to her work, she always remembers that her priority in this world is to serve through her faith. “My success as a REALTOR® is secondary to the force that drives me forward. I give glory to the one God that had guided me through the years.”

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To learn more about Clarita Burley please call (647) 287–4332, or email claritaburley@gmail.com Copyright Top Agent Magazine 17

Business Growth Hack: Absorb Your Clients’ Stress!

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

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

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

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

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

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

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

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

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

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

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

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

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

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 20

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

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

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

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

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VESNA KOLENC Top Agent Magazine

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VESNA KOLENC

Vesna has always had a passion for real estate.

After a career as an accountant with Kodak, Vesna made the leap to pursue her dream of working in real estate. Within a year of starting, she rose to being the number one agent at her office and in the city of Vaughan, Ontario. With her photography background, Vesna had a natural eye for staging and composition. “A picture paints a thousand words,” Vesna says. “I knew that a house has to look really good.”

Vesna continues to close transactions at a staggering pace, implementing her extra-mile staging and photography service. It’s no wonder that for thirty years, she’s been the number one agent at her RE/ MAX brokerage and in the city of Vaughan, and consistently ranks in the top five agents in Canada for RE/MAX International. In 1994, Vesna won RE/MAX International’s Courage Award, which she inscribed with the epigraph from Elenore Roosevelt: “You have to accept whatever comes,

On her first listing, Vesna was assigned a home that five previous agents had failed to sell.

The home was difficult to photograph, and other agents had struggled with the presentation.

Vesna staged and photographed the home herself, and by the weekend it had sold. From there, Vesna’s career took off like wildfire. “One sold sign turned into two, and then three, and four!”

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and the only important thing is that you meet it with courage and with the best that you have to give.” As a single mother raising a special needs son while pursuing a career, Vesna lives by these words in all aspects of her life.

Overseeing and financing her own staging has given Vesna a marketing edge throughout her career. She maintains an expert staging team to give a house a full make over, and a warehouse of staging furniture to suit each home’s unique presentation and make it pop with gorgeous photography. “The first person I’m selling the house to is me. I have to walk through the front door and say, ‘wow!’ When I say, immaculate move in condition, I mean that.”

Today, 80% of Vesna’s business is referral based.

Her clients know they are in good hands, as Vesna gives so much of herself to her work. “I tell them, you need three things to sell a house. You need a top-producing agent, you need to stage it, and you need to price it right, and when I say that, I can back it up,” Vesna says.

Vesna often sells houses referred to her by agents who struggled to get it off the market. Hence her slogan, “If they can’t sell it, I can.” Following her practice of insisting that the house be empty for staging and showing has consistently helped a house sell quicky and made it easier to adjust to showing houses during the Covid-19 pandemic.

Her listings go out on Friday and most are sold

by Monday or a week later. In the past year, Vesna closed over 90 transactions.

Throughout her career, Vesna has continued to grow her business, consistently exceeding each past year’s volume. Her staging and marketing strategies have delivered such successful results, that Vesna can only predict that her business will keep growing. “Colonel Sanders did not change his recipe, he just added to it and improved it,” she says. “I’ve got it down pat. I don’t need to make changes to the recipe, only to keep getting better and better.”

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Find out more at vesnakolenc.com, vesnakolenc.com/listings, facebook.com/vesna.kolenc.73, and instagram.com/vesnaremax.

Connect with Vesna via phone at: 416-688-8328 or email at: vkolenc8965@rogers.com https://

https://

www.

www.

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively

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involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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ALEX BURNS Born and raised in Victoria, BC, Alex Burns knew early on he’d be involved in real estate. “My grandpa started a real estate company, and after encouragement from both him and my father, I decided to jump in,” he says. “I was mentored by my grandfather at an early age, and was working on his property since I was 11. So I earned my license right out of high school.” Today Alex has his own team consisting of five agents, working out of RE/MAX Alliance.

They serve the southern Vancouver Island region, with the vast majority of their business consisting of repeat clients and referrals.

He credits his growth to his customer service and marketing skills. “I like to look at unique ways to market,” he says. “I focus on prospecting and using my listing inventory as an opportunity to sell.” Alex isn’t afraid to take risks or approach the business in unique ways. “I’ve flown people by helicopter to view a property, and I’ve been on television explaining the ways the market is evolving. I’m an early adopter of technology and am not afraid to invest in it.” When it comes to advertising his listings, he utilizes professional, high-end photography, videos, and 3D tours to highlight a property’s best features. “Once we have those assets, we put them in the right areas based on the demographic we’re targeting, we don’t just do a blanket approach.”

No matter who he is working with, Alex is patient throughout, providing guidance and support at every

step of the transaction. Understanding that this is one of the largest purchases his clients will ever make, he takes his job seriously and only wants what is best for them.

Afterwards, buyers and sellers leave glowing reviews about their time together. One recently said, “I highly recommend Alex! He was able to put together a complicated deal in a quick, efficient and friendly manner. Alex was exceptional at using social media to his benefit to the excess of 43,000 views on the video of my house.The strengths that stand out about Alex’s way of conducting business include his communication, his kindness, and his ability to hustle to get you a good deal. I am grateful for his service.”

Giving back to the community is an integral part of Alex’s business. He and the team host an annual Christmas donation drive, where they encourage other community leaders to give back to those in need. They are also involved in the Make a Wish Foundation, having recently raised $15,000 for the charity at a fundraising event they hosted at one of their larger listings. During any free time, Alex can be found hanging out with family, including his wife and four children.

Looking ahead, his sights are set on expanding the team while maintaining a work/life balance for everyone involved. “We have built an amazing group, with someone always available to assist at every level.”

For more information about Alex Burns, call 250-386-8875 or email alex@victoriahomes.com Top Agent Magazine

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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JEAN-PHILIPPE LOISELLE Top Agent Jean-Philippe Loiselle – Broker at RE/MAX in the Montreal area – is a hardworking, dedicated real estate professional who consistently strives to provide his many grateful clients with the very best customer service available in his market.

Jean-Philippe, whose equally dedicated team is ranked among the Top 100 RE/ MAX teams globally and can claim more than one hundred years of combined experience, has more than earned his highly successful business and his stellar reputation as a trusted real estate advocate.

Jean-Philippe began his storied career in 2009. “I was twenty-one-years-old,” he recalls, “and I was walking with my father, ruminating on what I wanted to do with my life. I told him that I loved selling, and my grandfather was building homes and I loved that too.

My father suggested real estate school.” Jean-Philippe demonstrated both a sincere passion for the industry and an indefatigable work ethic right from the start, beginning work in the basement of his family’s home.

“I committed myself to making fifty phone calls a day to prospective clients every day for ninety days, which was 4,500 calls in less than three months,” he explains.

His hard work paid off in spades, and today JeanPhilippe possesses a thriving business has resulted in over 1,000 closed transactions since 2015, and inclusion in RE/MAX’s Diamond Club, the highest status ranking at that company. Of the impressive average of 300 transactions per year, a significant number are based on referrals and repeat clients, an incredible feat in his highly competitive market. “I believe that’s because we provide our clients with exceptional value,” says Jean-Philippe, when asked how he and his team manage to inspire such impressive levels of trust and loyalty amongst those they work with. “It also has a lot to do with hard work; and working harder than the competition. Additionally, it’s about having an exceptional team that is incredibly competent.”

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There are, of course, many other factors that come into play when assessing JeanPhilippe’s ever-expanding success story.

Chief among them would be his expert negotiation skills, and his comprehensive, intelligent approach to marketing his many listings. No expense is spared in presenting his properties in their best light, including the exclusive use of high-quality professional photography, and broad exposure of listings on every social media platform available. Combined, this all translates into fast sales – on the average, twice as fast as his competition – for top dollar, not to mention happy clients who continue to return and refer friends and family.

When he’s not working, Jean-Philippe enjoys working out and running races, reading and investing in and renovating properties. He is also an ardent philanthropist who gives back to his community – particularly the business community – in a multitude of ways.

Looking to the future of his business, Jean-Philippe’s goal is to reach ten million dollars in sales, and he is well on his way to closing more than 350 deals in 2021 alone. Above all, however, remains his primary objective: to continue providing the top-of-the-line, unparalleled customer service that has long been synonymous with his name.

For more about Jean-Philippe Loiselle, please call 514-766-1000 or email JPLoiselle@EquipeLoiselle.com 29 Copyright Top Agent Magazine

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