CANADA 5-17-21

CANADA EDITION

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

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WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION FEATURED AGENTS

KARLIE POND JEFFREY HEWSON MARCEL ROSSLER MORNING YU WENDE BRASH

3 MENTAL TRICKS

THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

COVER STORY

STEPHANIE MOLS

CANADA EDITION

KARLIE POND MARCEL ROSSLER

“If you look after people, they will look but most import 15Rossler explains, while 18 20 after you,” Marcel person and truly discussing his career in real estate. He got clients. I would his start in the industry in 1994, after the again and would career he was previously in had reached a my family and fr peak. “I was hanging steel and climbing industrial scaffolding, which you can only When Marcel is do for a certain amount of time,” he says. involved in the I was goingWENDE to sell cars,POND but my sports. During a BRASH STEPHANIE MOLS “I decided JEFFREY HEWSON KARLIE MARCEL ROSSLER wife suggested I sell houses instead.” So found playing gu moved to CanadaWende Brash began In order to give her sellers an elite her journey in real decision.

I also take my time with clients.

Marcel took her23 advice and went to meet practicing stree 24 over thirty years ago, and her breadth A showing might take metop threeprice hours, for started working as estate aof experience level of service and get with a brokerage, where he learned of the endless sipping high end tequila.

He and her client-centered because I’m getting to know my clients the ®path He hit the growth, could include al insurance broker atapproach make opportunities their listings, Morning ensures that and had to offer. her a coveted Realtor andground where they’re coming which from.” running asa an Broker in her region.

After badagent experi-soon after that, and has been a nce broker company.ence when she and her marketing is always up to par. She husband ever sold their Because of the“Ifluidity top her producer since. Today he and his wife work hope tooftryInvermere’s to get my adult inspired delivering to get into the market, to keep inistouch with ng her own home, shehome, Wende felt has and built an Wende extensive social media together, superior service guidance to likes but the plan to continue sel industry in order to provide a different past clients by providing them with the latest in the greater Regina, Saskatchewan area.and also after all theinpeople sup ed by the real estateexperience for those following invests morethat oldher clients. “I decided to economic insights and updates. To market years in the business, he stil priority,” Wende says.Karlie Pondfashioned her listings, Wende uses a modern approach, cided to switch careersmake honesty my print advertising ashomes. well.

“Ho“ has built a thriving business by combining MORNING WENDEof BRASH “I have a verybeYU high repeat clients and the first day started.

“Every client interaction would above-percentage including broad as social media and he digital ® ness built her passions for real estate and design, and by prioritizing REALTOR in 2010.board and transparent.

The stays beautiful constantly referrals,” explains. base my Team whole friendships.

Ibusy connect andb I fell Marcel in love with the job,“Ibecampaigns to practice showcase professional photog-with relationships. Originally from Chestermere, Alberta, on integrity honesty.”

Marcel isaverage always straightthe time, properties. and it’s entrepreneu so rewardin It does not and feel like thirty years; it anraphy and drone footage of her clients’ ofBrunswick, 200 closed transactions etwork expanded at cause a I love people. benefit my Karlie first traveled to New Canada in feels like yesterday.”

CONTENTS forward with his clients, providing them with the best 2011, and she immediately in love the like small per year. orning established her For Wende, realfell estate doeswith not feel a job. points “You of vi advice possible.

“I’m a matter-of-fact person, so I town of Fredericton, father grew up. She Realtor® and Broker with RE/MAX in don’t everwhere have toher think about the money,” Wendenical says. design d later started her ownA solo 4) MODERN EMAIL 14) 4 WAYS TO WIN break everything down to simple terms, with an offer me to advis is now a top producing Realtor® at EXIT Realty Invermere, British Columbia, Wende has built her “If you do the job, the money will come to you. That’s to purchase, accept, reject or counter being the main ® the ETIQUETTE FORwith TODAY’S THE BATTLE AGAINST In 2012 Morning won BC Homes Realty First inbusiness and Advantage.

“I’m so happy I took the plunge because the philosophy of putting clients’ my philosophy. When I interviewed Realtors to comecounsel options when it comes to my buyers, then we go from mythe business has skyrocketed,” says. first. Passionate about people and area on absolutely the team, I would ask them Karlie whyWomen they wanted Award, to be AGENTS PROCRASTINATION Outstanding Chinese r with her team sheneeds there.”

When ittocomes to his sellers, focuses onresident she serves, Wende is well-poised help“It both locals in thehe business.

If they said they to be in the was scary, because as a newer of wanted the area, and in for 2013 she washire named hroughout the Greaterand newcomersprice, buy or possession, sell their homes. very business the money, I didn’t them. not of deposit inclusions and conditions.

I“It’s hadato build my community from scratch.

People areThat isone 6) 3 MENTAL THAT 21) 4 WAYS MENTORING special TRICKS place,” “It’s Wendeall says.

“We have two gorgeous my belief about what this business is about.

It’s about passion, I reached out, made good impressions and Women gettingmy down to those facts, sooutstanding people the most Chinese , including Vancouverlakes, skiing, golf courses,about and mountains.built Youmeaningful could people and helping them reach their goals.”

WILL TAKE YOUR BUSINESS UP-AND-COMING connections.” make decisions.” Throughout it all, Marcel is kind and Western District,hike a different can trail every day for the rest of your life in Canada. In 2016, she also received and supportive to all he serves, understanding thatMAKES thisback, Wende TO THE NEXT LEVEL EMPLOYEES YOU here. Because we’re a recreational area, the market Dedicated to giving is a committed Energetic, ambitious, and compassionate, after five Chinese the Special Contribution Award of Global er, Richmond, Surrey and surrounding is one of the most important and life-changing chapters is always changing, which keeps my job challenging philanthropist, donating to many organizations on A BETTER AGENT years in the industry, Karlie has already achieved of a person’s Women’s life. and interesting.” the condition that they do not disclose her name. She Association of Canada. imo, Victoria, and Dawson Creek.

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MORNING YU

STEPHANIE MOLS

impressive heights, making the Top Ten agents in is active in her support of Calgary hospitals, as well her office multiple times last that year,work in anin office with Though Invermere is a the smalltransaction community, with aboutclients as organizations the field of juvenile When is over, love spreading over eighty agents.

She has also earned the Bronze Phone 310-734-1440 | Fax 310-734-1440 8000 permanent residents, the real estate market is diabetes, a cause close to both Wende and her family.

Going forward, Morning is looking to continue helpking and dedicated agent, it’s the notword a about his work.

Oneforrecently said,of “I transactions, always Award her number and the Opal competitive, with over forty agents for the small area. mag@topagentmagazine.com | www.topagentmagazine.com felt Ihonesty, was inand good hands with Marcel.

I knew he cared ing herLevel clients receive highest level service, 80% of Morning’s business comes Award for gross income.

Recently, Wende’s experience, personable approach Wende is commission as the passionate about real estate of as she was about me both as a client and awithout person.

He was always No portion of this issue may be reproduced in any manner whatsoever prior consent of the publisher.

Top Agent Magazine she partnered with Holland Homes NB, a local conhave set her apart, and she consistently attracts repeat when she started over thirty years ago.

“Real estate has and watching her agents thrive.

“When I first started nd referral isclients.

“I goPublications above and published by Feature GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top available for a text or phone call any time of the day clients and referral business. “Clients appreciate howcompany, been my life,” Wende says. “I absolutely love it. You struction building and designing beautiful

Magazine cannot held Wende responsible opinions expressed facts supplied by its authors. working, Iorfacts. had the my clientsAgent achieve their estate honest be I real am,” says.for“Iany give them all theor haveIunfortunate tohad. love to doexperience the For job well, and information Iof do. Idealing love to answer questions concerns Ipeople always more a To subscribe or change address, send inquiry to mag@topagentmagazine.com.

I share everything so clients can make an informed people.

I feel very grateful that I get to do what I do.” trusted he was giving me the best advice, not just to val-30 uly care about the outcome of each with brokerages that didn’t operate with ethical please call Published in the U.S. sell the property, but in considering my own personal email ues. Part of the reason why I decided to or start mymrossle own he says, and adds that her team life is just situation.ForMarcel is exceptional at what he does, more information about Wende Brash, brokerage was to give agents a place where they could bout client service as she please is. “I call think 250-342-1300, email wendebrash@telus.net or visit wendebrash.com 2 Top Agent Magazine for my team’s success is that they always count on getting their commission, and where

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 4

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, Top Agent Magazine

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil6

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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STEPHANIE MOLS

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STEPHANIE MOLS Top Agent Stephanie Mols stays in regular contact with clients, keeping them up to date every step of the way to the close of a transaction.

Originally from Germany, Stephanie immigrated to Canada in 2003 bringing a wealth of experience from working in real estate for years with her father-in-law in Germany. “It’s a completely different [real estate] 8

situation in Europe,” Stephanie remembers. “I’m a very straight forward German character and I think that’s what people like about me.”

Five years ago, Stephanie returned to Top Agent Magazine

school to obtain her real estate licence in Canada and ever since has been helping clients, in the greater Ottawa area and throughout Eastern Ontario, find their dream home. Working out of Carleton Place, Ontario, with two fully licenced assistants, Stephanie Top Agent Magazine

sees most of her business derived from referrals and repeat clients.

“I’m a typical German when it comes to due diligence, driving very specific marketing tools and systems,” Stephanie says. “I’m very detailed, and that’s what 9

my clients really appreciate.”

Clients also appreciate her high level of professionalism and hands-on approach. Stephanie oversees every detail during the presentation of a seller’s property including research, staging and photography. Stephanie also stays in regular contact with clients, keeping them up to date every step of the way to the close of a transaction. Stephanie keeps connected with current and past clients through auto-emails and by

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sharing market updates, overviews of trends and website viewings of specific listings.

Moreover, Stephanie helps many European clients immigrating to Canada. Not only by serving as their Realtor, but assisting them with the immigration process, reaching out to contacts in immigration law and at various embassies.

“You should do what you love, and I

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“I’m a typical German when it comes to due diligence, driving very specific marketing tools and systems. I’m very detailed, and that’s what my clients really appreciate.”

love what I do,” Stephanie says. A very sociable person, Stephanie loves how her work brings her into relationships with a variety of personalities from a range of backgrounds.

When it comes to marketing her listings, Stephanie not only works with the Ottawa Real Estate Board, but interboards all her listings on the Toronto and Kingston Real Estate Boards.

Online and major newspaper advertising is part of her marketing strategy as well. Stephanie stays engaged in various social events which generate many referrals. In 2020, Stephanie ranked Top Agent Magazine

seventh in production out of over eleven thousand agents with Century 21 in Canada and was just awarded Century 21’s Grand Centurion Award.

Stephanie knows the importance of giving back to her community and regularly helps small businesses in Carleton Place get established. Recently she partnered with a small bakery. Stephanie helped to get the bakery’s name out in the community and generate customer traffic by spreading doorhangers throughout the neighborhood and inviting clients to stop by the bakery for a free loaf of bread. As a mother of a 11

child with autism, Stephanie supports local autism groups, and strives to help other parents connect with essential resources and education. Though Stephanie works around the clock, she always makes time to be with her son.

Looking to the future, Stephanie plans

to develop more business in commercial real estate. As she steers her business towards greater growth, Stephanie is sure to strike a careful balance between constantly expanding and making sure she sustains the high-level professionalism that has garnered her such respect and trust from her clients.

To find out more about Stephanie Mols, call 613-812-5510 (cell) or 613-253-4253 (office), email stephanie.mols@century21.ca or visit stephanie-mols.c21.ca 12

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch.

After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed.

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 14

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

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

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

Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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JEFFREY HEWSON Top Agent Magazine

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JEFFREY HEWSON

Getting involved in real estate was always Jeffrey Hewson’s dream. After working in sales and engineering, Jeffrey felt ready to finally enter the field.

“I wanted to be more prepared to be able to start the real estate business process,” he says. So he earned his license and hit the ground running. Serving Hamilton, Ontario and surrounding regions, including Oakville, Mississauga, Burlington, Toronto, Niagara and Brantford, the vast majority of Jeffrey’s business consists of repeat clients and referrals. He credits his honesty and detail-oriented nature for his continuous growth.

stage, Jeffrey does everything possible to get them the best deal possible. “I have strong negotiation skills, so I’m able to overcome objections. I pride myself on delivering the highest level of professionalism and customer service.” It’s clear his hard work is paying off, as he was ranked in the top 2% of agents through the REALTORS® Association of Hamilton-Burlington.

“I’m very transparent with my clients and I pay attention to the details,” he explains. When assisting a buyer, he listens closely to their wants and needs, then begins searching for the ideal property within their budget. Meanwhile, his sellers enjoy a thorough marketing plan, which includes advertising on Google, Facebook and other social media sites. During the negotiation 16

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Top Agent Jeffrey Hewson serves Hamilton, Ontario and surrounding regions, including Oakville, Mississauga, Burlington, Toronto, Niagara and Brantford, with the vast majority of Jeffrey’s business consists of repeat clients and referrals.

After the transaction, clients love to leave reviews detailing their experience with Jeffrey.

One recently said, “Jeff helped us find our perfect home! He knew exactly what we wanted and made it happen. Thanks for all your effort showing us places, answering our messages anytime of day, putting together offers, recommending the right people (home inspector, lawyer), and fighting for us to get the home of our dreams. We appreciate all the time and extra effort! You took care of us and had our backs throughout the whole process. All the people we’ve met at Jeff’s office are very warm, welcoming, and friendly too!”

When Jeffrey isn’t working, he’s spending time with his family or planning for the future. “I just want to grow my team and put food on other agent’s tables. I want to bring them in and have “Selling Lifestyles Throughmore Real Estate” them work with me so we can service and more people together.”

As he expands, he continues to love this industry as much as he did when he first started. “I love being able to adapt my approach to my client’s personalities, to make them feel comfortable and not overwhelmed with the process. It’s so rewarding to make the buying and selling process really smooth and easy.”

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Danielle Andrews

905.929.9078

TEAM HEWSON Jeff Hewson*

905.512.0223

Anita Atta*

289.456.8225

TOP 15

PRODUCER* 2014/15

2016/17

2018/19

*

2018/19

Century 21 Heritage Group

By Production

*Sales Representatives | Direct Phone Numbers

For more information about Jeffrey Hewson, please call 905-512-0223 or email jeffreyhewsonsells@gmail.com Copyright Top Agent Magazine 17

KARLIE POND

Karlie Pond has built a thriving business by combining her passions for real estate and design, and by prioritizing relationships. Originally from Chestermere, Alberta, Karlie first traveled to New Brunswick, Canada in 2011, and she immediately fell in love with the small town of Fredericton, where her father grew up. She is now a top producing Realtor® at EXIT Realty Advantage. “I’m so happy I took the plunge because my business has absolutely skyrocketed,” Karlie says.

“It was scary, because as a newer resident of the area, I had to build my community from scratch. People are my passion, I reached out, made good impressions and built meaningful connections.”

homes. “Holland Homes is a fast-growing local business built by like-minded, hardworking, inspirational entrepreneurs,” Karlie says. “Our partnership will benefit my clients, as I can provide advice from both points of view as a real estate professional and technical designer. Knowing current design trends, allows me to advise clients on where to invest their money and counsel them.”

Energetic, ambitious, and compassionate, after five years in the industry, Karlie has already achieved impressive heights, making the Top Ten agents in her office multiple times last year, in an office with over eighty agents. She has also earned the Bronze Award for her number of transactions, and the Opal Level Award for gross commission income. Recently, she partnered with Holland Homes NB, a local construction company, building and designing beautiful 18

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With her emphasis on relationships and community, Karlie has earned a loyal clientele. Her repeat and referral clients now comprise nearly 100% of her business. “The relationships I’ve built have led directly to my success,” Karlie says.

“My clients see that I’m passionate, incredibly hard-working, and not the sales-y type of Realtor®. They don’t feel pressure from me; they know I’m here for whatever they need. My style is very personal. Last year when Covid made its entrance into our world, I spent that first unpredictable week of lockdown calling or hand writing notes to all my clients just to check in. I’m here to build forever relationships.” With a conscientious approach, Karlie’s clients love her supportive style. “I treat it as an educational experience for my clients,” Karlie says, “so they feel empowered and confident in their decision making.”

Karlie’s dedication to her community is evident in how she gives back her time. An animal lover, Karlie provides dog therapy visits with her two dogs at York Care, an elder-care community. While it is rare for Karlie to not be busy helping her clients, when she does take time for herself, she loves to have fun outdoors and adventure to new places with her dogs.

Karlie feels she has found her life’s work in real estate, and she is excited about the possibilities for her business. “It’s amazing to see where life takes you,” Karlie says. “All you need is to believe in yourself and put in the work and you can achieve anything you set your mind to! Motivation gets you going, but discipline keeps you growing. I am forever grateful for all my clients who choose me to support and guide them through the process of buying or selling a home, and for all the referrals from all my past clients. I am so lucky I get to meet so many amazing people every day in this career.

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To find out more about Karlie Pond, please call (506)261-1415, email karlie@exitadvantage.ca or visit exitadvantage.ca/profiles/karlie-pond www.

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MARCEL ROSSLER “If you look after people, they will look after you,” Marcel Rossler explains, while discussing his career in real estate. He got his start in the industry in 1994, after the career he was previously in had reached a peak. “I was hanging steel and climbing industrial scaffolding, which you can only do for a certain amount of time,” he says.

“I decided I was going to sell cars, but my wife suggested I sell houses instead.” So Marcel took her advice and went to meet with a brokerage, where he learned of the endless opportunities the path had to offer. He hit the ground running as an agent soon after that, and has been a top producer ever since. Today he and his wife work together, delivering superior service and guidance to those in the greater Regina, Saskatchewan area.

“I have a very high percentage of repeat clients and referrals,” Marcel explains. “I base my whole practice on integrity and honesty.” Marcel is always straightforward with his clients, providing them with the best advice possible. “I’m a matter-of-fact person, so I break everything down to simple terms, with an offer to purchase, accept, reject or counter being the main options when it comes to my buyers, then we go from there.” When it comes to his sellers, he focuses on price, possession, deposit inclusions and conditions.

“It’s all about getting down to those facts, so people can make decisions.” Throughout it all, Marcel is kind and supportive to all he serves, understanding that this is one of the most important and life-changing chapters of a person’s life.

When the transaction is over, clients love spreading the word about his work. One recently said, “I always felt I was in good hands with Marcel. I knew he cared about me both as a client and a person. He was always available for a text or phone call any time of the day to answer any questions or concerns I had. I always trusted he was giving me the best advice, not just to sell the property, but in considering my own personal life situation. Marcel is exceptional at what he does, 20

but most importantly, he’s an exceptional person and truly wants the best for his clients. I would use Marcel’s services again and would recommend him to all of my family and friends.”

When Marcel isn’t working, he’s staying involved in the community through local sports. During any free time, he can be found playing guitar, hockey, golf, boxing, practicing street magic and sometimes sipping high end tequila. He’s also focusing on future growth, which could include building a team.

“I hope to try to get my adult children into the business, but the plan is to continue selling real estate and looking after all the people that support me.” After nearly 30 years in the business, he still loves his career as much as the first day he started. “For me, it’s all about the friendships. I connect and reconnect with people all the time, and it’s so rewarding.”

For more information about Marcel Rossler, please call 306-591-1888 or email mrossler@sutton.com Top Agent Magazine

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 22

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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MORNING YU Morning Yu moved to Canada in 2001 and started working as a licensed general insurance broker at a local insurance broker company.

While purchasing her own home, she became intrigued by the real estate process, and decided to switch careers and become a REALTOR® in 2010.

As her client network expanded at a quick rate, Morning established her own Team, and later started her own brokerage LeHomes Realty First in 2018. Together with her team she serves clients throughout the Greater Vancouver area, including Vancouver East, Central and Western District, North Vancouver, Richmond, Surrey and surrounding areas like Nanaimo, Victoria, and Dawson Creek.

As a hardworking and dedicated agent, it’s not a surprise that 80% of Morning’s business comes from repeat and referral clients. “I go above and beyond to help my clients achieve their real estate goals, and I truly care about the outcome of each transaction,” she says, and adds that her team is just as passionate about client service as she is. “I think a huge reason for my team’s success is that they work with honesty and integrity, and they are very generous to their clients as well as their fellow team members.”

Morning forms long lasting connections with her clients and takes the time to learn their unique real estate needs in order to give them a seamless transaction every single time. “I love to help people.

It’s very fulfilling to play a part in making someone’s dream come true. It’s my biggest motivation for all of my hard work. I also enjoy seeing the individuals on my team succeed and develop into highly skilled agents. To witness their professional growth is truly inspirational for me,” she says.

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In order to give her sellers an elite level of service and get top price for their listings, Morning ensures that her marketing is always up to par. She has built an extensive social media following and also invests in more oldfashioned print advertising as well.

The Team stays constantly busy with an average of 200 closed transactions per year.

In 2012 Morning won the BC Outstanding Chinese Women Award, and in 2013 she was named one of the most outstanding Chinese Women in Canada. In 2016, she also received the Special Contribution Award of Global Chinese Women’s Association of Canada.

Going forward, Morning is looking to continue helping her clients receive the highest level of service, and watching her agents thrive. “When I first started working, I had the unfortunate experience of dealing with brokerages that didn’t operate with ethical values. Part of the reason why I decided to start my own brokerage was to give agents a place where they could always count on getting their commission, and where they would be treated fairly. I love to see my agents prosper and continue to grow their business.”

To learn more about Morning Yu call (604) 719–3307, visit morningyu.com or email sold@morningyu.com www.

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WENDE BRASH Wende Brash began her journey in real estate over thirty years ago, and her breadth of experience and her client-centered approach make her a coveted Realtor® and Broker in her region. After a bad experience when she and her husband sold their home, Wende felt inspired to get into the industry in order to provide a different experience for her clients. “I decided to make honesty my priority,” Wende says.

“Every client interaction would be aboveboard and transparent. I fell in love with the job, because I love people. It does not feel like thirty years; it feels like yesterday.”

A solo Realtor® and Broker with RE/MAX in Invermere, British Columbia, Wende has built her business with the philosophy of putting clients’ needs first. Passionate about people and the area she serves, Wende is well-poised to help both locals and newcomers buy or sell their homes. “It’s a very special place,” Wende says. “We have two gorgeous lakes, skiing, golf courses, and mountains. You could hike a different trail every day for the rest of your life here. Because we’re a recreational area, the market is always changing, which keeps my job challenging and interesting.”

Though Invermere is a small community, with about 8000 permanent residents, the real estate market is competitive, with over forty agents for the small area.

Wende’s experience, honesty, and personable approach have set her apart, and she consistently attracts repeat clients and referral business. “Clients appreciate how honest I am,” Wende says. “I give them all the facts.

I share everything so clients can make an informed

decision. I also take my time with clients.

A showing might take me three hours, because I’m getting to know my clients and where they’re coming from.”

Because of the fluidity of Invermere’s market, Wende likes to keep in touch with past clients by providing them with the latest economic insights and updates. To market her listings, Wende uses a modern approach, including broad social media and digital campaigns to showcase beautiful professional photography and drone footage of her clients’ properties.

For Wende, real estate does not feel like a job. “You don’t ever have to think about the money,” Wende says.

“If you do the job, the money will come to you. That’s my philosophy. When I interviewed Realtors® to come on the team, I would ask them why they wanted to be in the business. If they said they wanted to be in the business for the money, I didn’t hire them. That is not my belief about what this business is about. It’s about people and helping them reach their goals.”

Dedicated to giving back, Wende is a committed philanthropist, donating to many organizations on the condition that they do not disclose her name. She is active in her support of Calgary hospitals, as well as organizations that work in the field of juvenile diabetes, a cause close to both Wende and her family.

Wende is as passionate about real estate as she was when she started over thirty years ago. “Real estate has been my life,” Wende says. “I absolutely love it. You have to love people to do the job well, and I do. I love people. I feel very grateful that I get to do what I do.”

For more information about Wende Brash, please call 250-342-1300, email wendebrash@telus.net or visit wendebrash.com

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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