Canada 6-4-18

CANADA EDITION

What the First Thing You Do After Work SAYS ABOUT YOU

PLAYING THE REAL ESTATE

CONNECT BEYOND REAL ESTATE to Attract Future Clients BECOMING THE BEST of the Best PLAYING THE REAL ESTATE MATCHMAKER— Follow These 8 Dating Rules to Ensure you Match Your Client with the Perfect Home for Them

FEATURED AGENTS

RAYMOND CHIN KRISTA ROSE JORDAN SMEATON COVER STORY

AIMEE KAIN

CANADA EDITION

RAYMOND CHIN

ond Chin initially thought he 7 d to pursue a career in law, but graduating from University, he ed to change course completely t his real estate license in 2006.”I lways been interested in being mployed, something where hard and dedication would allow me d a business as big as I wanted it I dove in head first and it’s been KAIN t ride ever since.”AIMEEAIMEE KAIN

JORDAN SMEATON

One of the keys to his success is the

KRISTA ROSE

Jordan prio When Jordan Smeaton was attending college, he 16 21 of 25 ships he bui incredibly highchanged level had an experience that completely his communication provides his clients.

“I really Not many people can say their th “I have of a pr course. A friend of his he parents was a successful ® REALTOR holds three journeyman Area a large pres Realtor® at the time, and Jordan followed him want to give them the best value trade tickets and 15 years of experifrom in touch around one day, possible, and fell in love busiand with that the means I in give them pipefitting stay ence steamfitting, and engagement ness. “I ended up leaving college and moving however much hand holding welding,and but edusuccessful broker and and I invite With to Calgary, where I got my license. It’s been the ® REALTOR ,need.

Krista Rose, uses that Krist cation on the process that they I really try a best decision I’ve ever made.” experience to her clients’ advantage. medi I always respond to them when they way to do th Having entered real estate in 2012, She h be Jordan has been one of questions. the most in-demand have I reallyand want to exceed Krista saw how her previous careerWe in really to wo popular baby respected agents their working in Calgary ever since. construction blended with a cas expectations everytheway I can. trades I when you go His dedication to providing a level of service her long-time interest in real estate, Castl RAYMOND CHIN KRISTA ROSE JORDAN SMEATON keep things businesslike and proearn tru that truly goes above beyondvery has earned herand communication skills, him and her attention to detail to form a their years fessional, but we often become friends. an impressive 90% rate of repeat and referral business.

He is a niche. successful second career.

Soon, she discovered fun o now helping the kids of past and clients purchase their first homes, Jordan believes strongl Building maintaining relationships ond currently leads a small team “As a young adult, I moved from Newfoundland to Alberta he when can andKrist in something that heis is particularly proud of.is“A referral really whenever what this business all about.” imarily serves the greater Ottawa I was working in done the trades. no idea about with the Cape Breton Illness her bB the Critical is the highest compliment.

You’ve such Iahad good job for One of the unique aspects of region when I firstrecommending settled here and you triedto several to get anHe agent She hospital. is particular someone that they feel comfortable their times Raymond goes all out when it comes to marketing ond’s business is that he really excels in three friends to help me,” she says.

“Not being aware of the areas or market, helpi children and the elderly and family and that’s a great feeling.” started tohave see a need for someone help people with relocaa very active tosocial of the industry, residential, commercial and his listings asandwell.”I travel, work out, andhome spe tions.” For the first few years after moving to Cape Breton, she Beca to Jordan’s successwhich has been his personal approach to presence helps me communicate ments. Raymond is well known for his pro- Keymedia traveled back to Alberta yearly but, although she loved that work, to en Jordan has big plans for sales.

“Istay havein a personality that allows me to easily connect and touch with my as well as marnalism and 4) the PLAYING white gloveTHE service he offers the frequent travelclients, took a toll on her and her young family. Soon, every REAL ESTATE 19) WHAT THE FIRST THING YOU to bringing on new migh asso with people. I’m building relationships, thisin isn’t just a took busi-a chance Krista pursued her interest homes and entering the my listings.

I One hireofa the stager for my listings who ents. His devotion to going above and beyond nessket establish his brand as f transaction for me. ways I do that is let them in MATCHMAKER— FOLLOW THESE DO AFTER WORK SAYS ABOUT YOU real estate field fulltime. tooa lo with the client and helps them get the it comes to creating exceptional real estate myconsults which I think help builds trust. They are entrusting me cierge style service. “I’v 8 DATING RULES TO ENSURElife, YOU showNow ready, withfinancial specific on the Realty, ences has earned him a remarkable 90% rate withproperty with other what is probably the transaction they’ll thebiggest owner ofaCentury 21 focus Island Gateway Kristavetted and industr Whe MATCH YOUR CLIENT WITH THE me to the whole evertype do, and I take that responsibility Another way ISydney her group of agentsseriously. are based outThen of North andmake Sydney, signap 22) CONNECT BEYOND REAL ESTATE of buyer we’re looking to reach.

I get eat and referral business.

PERFECT HOME FOR THEMbuild trust is by providing covering all and of Cape Breton Island. WithIfKrista as broker, her to be appre possible.

I want ar open honest communication.

I them maximum exposure TO ATTRACT FUTURE CLIENTS brokerage other agents. are completely referral think something isn’t right forincludes a client,two I tell them They“We always love what I do. Whethe online, I make athey big based,” Krista.

“We don’t solicit or push someone sales or helping mov know where I stand.and I’mrequest there to guidesays andand advise them, whatsoever.

That’s our mandate, which we feel makes us very push with my database.

13) ATTITUDE! can always be sure 26) that i have their best interests at heart.”

BECOMING THE BEST OFrewarding career.”

CONTENTS

different than others in the industry.” Their referral sources include

I even go out and canTHE BEST clients as well as the banks, other businesses, friends and family. vass the neighborhood

Krista enjoys matching people their homes. “The fact that and meet thewith neighbors, I have several that trade not certifications helps guide them through only help getmethe the process; and I also love the legal side.” Emphasizing that her out abouthave my fun listbrokerage likesword to be transparent, and also follow the Phone 888-461-3930 | Fax 310-751-7068 ings build rules, she explains thatbut theyhelps prefer tome do what is best for both sides of a transaction aby profile being open, honestpotential and fair. “Even though we’re with mag@topagentmagazine.com | www.topagentmagazine.com representing only one through client agency, we want it to be a nice future clients.”

No portion of this issue may be reproduced in any manner whatsoever without prior consent theenjoys publisher.

Top Agent Magazinewith is process for everyone.”

Sheofalso working cooperatively published by Feature Publications GA, Inc. Although precautions areother takenbrokerages to ensure the of published materials, Top Agent andaccuracy inviting them to the team’s functions when Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. possible.

Krista, her agents, otherbalance brokerages work quite well Having theandright together, bolstering the image of real estate as a whole.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. between his personal and Published in the U.S. professional life is really For listings, Krista and her agents stand out when marketing. “I’m the youngest broker on Cape Breton Island and really active online important Raymond. call 403 - 826to- 8812, email jordan@c and through social media.” She takes advantage of the Global Century 21 and advertises locally through the oronline visitpresence calgaryrealestatelifestyles.

2 Top Agent Magazine popular site, GoCapeBreton.com. She is also involved with some Copyright Top Agent Magazine local key business organizations. She is Vice Chair in the Business

To learn more about Jordan Sme www.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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AIMEE KAIN

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AIMEE KAIN With a true talent for customer service and a passion for the real estate industry, it is quite clear why Aimee Kain has achieved such great success in her career as a real estate agent.

She started her professional life working as a sports reporter and producer in Canada. When the business began struggling, she started looking for other ways to utilize her unique skill set. After getting a position as a hostess for prominent Copyright Top Agent Magazine 8

broker Christopher Invidiata, she quickly found her destined path. “A lot of the skills were very similar, so it was an easy transition,” Aimee explains. Today, she works with The Invidiata Team of RE/MAX Aboutowne, and they’ve become very well known for their tremendous growth over the years. For over a decade they were the number one RE/MAX team in Canada, and have been named number two in the world Top Agent Magazine

twice. “We’re pretty good at what we do,” she says. But with their clientfirst mentality and superior work ethic, it is clear they are well beyond ‘good.’ The best term to describe Aimee and The Invidiata Team is nothing short of ‘remarkable.’

that have done five to six transactions with me,” Aimee explains. And while some of those clients may be downsizing and others may be upsizing, they can expect to receive the same great service from Aimee and the team. “No matter the price point, a property is never too big or Currently, they serve the greater too small for us,” she says. What sets Toronto area, with the majority of Aimee apart is not only her comtheir business consisting of repeat/ mitment to her clients, but also her referral clients. “I have some clients guidance throughout the transaction.

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“For a lot of our clients, this is their biggest asset. I tell them it will be an emotional experience and we’ll be there every step of the way,” she says. And while keeping it professional is always a top priority for Aimee, she can’t deny that some clients become friends by the time they reach the closing table. “When the experience is over, they actually miss us. So we always find ways to keep in touch, whether it’s through phone calls, emails or seeing them for dinner.”

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Ultimately, it’s all about the relationships. “We think the relationships we build are what keep them coming back. It’s more of a family atmosphere here. We like to think our clients are the reason we’re successful. We wouldn’t have the success we have without them.”

And keeping those clients happy is another reason they’ve achieved such great heights. Aside from providing superior service, one way they ensure satisfaction is through marketing their listings.

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and our website is well done by our in-house coder,” she says. When it comes to photographs, they hire the best photographers, and also offer drone videos to truly capture the essence of a property. And while the team is open to any type of buyer or seller, they have completed a large amount of luxury real estate transactions. Currently, they have the most expensive property ever listed in Canada.

o

“We like to think our clients are the reason we’re successful. We wouldn’t have the success we have without them.”

n

“We have an in-house marketing team, and our web presence is very important,” Aimee explains. She recognizes that many buyers begin their search online, so having listings on every important database and real estate site is vital. “We have a deep and broad reach. We’re easy to find,

Looking towards the future, Aimee is excited to continue growing, knowing that she is on the path to reach her goals. “Every day brings new challenges and experiences.

Every day I meet new people. I love the variety, it’s a very exciting industry to be in.”

For more information about Aimee Kain, M.B.A., of The Invidiata Team in Oakville, ON, please call 905-339-3444 or email aimee@theinvteam.com Copyright Top Agent Magazine 12

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Attitude!

By Verl Workman

My father was a former Marine and I learned as a small child that there is no such thing as an ex- Marine! He used to wake us up early in the morning by yelling “Reveille� and all seven of us children would march up the stairs to have a family breakfast together. As a high Top Agent Magazine

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school history teacher, Dad was big on education and drove home the importance of being good in school and paying attention. One year he had a group of students from his AP (advanced placement) classes compete in a nationwide model United Nations project where the students would deal with world issues. His class from Skyline High School in Utah won the national award in Washington DC where they competed and received that great honor. Dad was very proud of his students and their accomplishment. He talked about that award for years.

I suggested to my dad one time that he was lucky because he had all the smart kids from his AP classes and could pick the smartest students in the school to compete. He looked me in the eye and raised his left eyebrow and said this “Son, I work with some of the smartest kids, but I choose to work with the kids who have the best attitudes.” He went on to say that “it doesn’t matter how smart you are if you don’t have a good attitude”. That conversation made a deep impression on me and has been one of my favorite memories of my father.

In this challenging real estate market many agents find themselves faced with some difficult choices—but the most important choice we can make today is to keep a positive attitude and take action when others are simply whining and looking for excuses for failure. There are enormous opportunities today in every market. The business out there may not be your favorite type of business and it may not be the most fun, but if you have the right attitude, you can not only make money, you can thrive today.

Here are a few simple things you can do each day to keep moving in the right direction: • GET up • Get showered and dress for success 14

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• Get into a productive work environment • Prospect 2-3 hours every day • Work your most profitable business (your database) • Look for real buyers and generate buyer leads from every source possible (buyers are paychecks) • Surround yourself with positive people that are goal focused and happy Hire a coach that can give you direction and guidance and hold you accountable to do the right things in your business We are blessed to live in this country where we can work for ourselves and enjoy all of the freedoms that make this such a wonderful place to live. We have our families, health, and skills that allow us to help people and we get paid very well for the service we provide. And we have technology and resources that allow us to do our jobs better. It is now up to each one of us to get going, stay positive and keep our attitudes in check.

The first time I visited my Dad’s classroom I saw the sign above his desk that simply said this “Attitude is more important than Aptitude.”

To this day, I believe that simple quote has made a great impact on my life and career. I love what I do!

Verl Workman is a leading national speaker, coach and consultant. Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results. He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations. To contact Verl visit www.verlworkman.com. ©Verl Workman. All rights reserved.

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RAYMOND CHIN Raymond Chin initially thought he wanted to pursue a career in law, but after graduating from University, he decided to change course completely and get his real estate license in 2006.”I had always been interested in being self-employed, something where hard work and dedication would allow me to build a business as big as I wanted it to be. I dove in head first and it’s been a great ride ever since.”

Raymond currently leads a small team and primarily serves the greater Ottawa area. One of the unique aspects of Raymond’s business is that he really excels in three areas of the industry, residential, commercial and investments. Raymond is well known for his professionalism and the white glove service he offers his clients. His devotion to going above and beyond when it comes to creating exceptional real estate experiences has earned him a remarkable 90% rate of repeat and referral business.

One of the keys to his success is the incredibly high level of communication he provides his clients. “I really want to give them the best value possible, and that means I give them however much hand holding and education on the process that they need.

I always respond to them when they have questions. I really want to exceed their expectations every way I can. I keep things very businesslike and professional, but we often become friends.

Building and maintaining relationships is what this business is all about.”

Raymond goes all out when it comes to marketing his listings as well.”I have a very active social media presence which helps me communicate and stay in touch with my clients, as well as market my listings. I hire a stager for my listings who consults with the client and helps them get the property show ready, with a specific focus on the type of buyer we’re looking to reach. Then I get them maximum exposure online, and I make a big push with my database.

I even go out and canvass the neighborhood and meet the neighbors, that not only help get the word out about my listings but helps me build a profile with potential future clients.”

Having the right balance between his personal and professional life is really important to Raymond.

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“One of the reasons this career appealed to me was the flexibility it offered. I am tightly scheduled, but it allows me to have that balance that’s a big priority to me. I love spending time with my friends and family, and being active. I’m also a huge foodie, so my social media accounts sort of revolve around food, wine and real estate, my three passions. I also enjoy traveling and exploring new things.”

Raymond would like to continue to see his business grow, and is constantly fine tuning his systems to making things even more efficient. He also wants to add a new team member in the near future. “My motto is “Never dwell or focus on the things I can’t change, but triple down on the things that I can.” I want to be the best Realtor® I can be, so that I can continue doing what I’m doing, and hopefully help even more people achieve their real estate dreams.”

To learn more about Raymond Chin call 613.866.3656, email Raymond-chin@coldwellbanker.ca, or visit Raymondchin.ca www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 20

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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KRISTA ROSE Not many people can say their REALTOR® holds three journeyman trade tickets and 15 years of experience in steamfitting, pipefitting and welding, but successful broker and REALTOR®, Krista Rose, uses that experience to her clients’ advantage.

Having entered real estate in 2012, Krista saw how her previous career in the construction trades blended with her long-time interest in real estate, her communication skills, and her attention to detail to form a successful second career. Soon, she discovered a niche.

of the Sydney area Rotary and council member with the Sydney Area Chamber of Commerce. “We get a lot of benefit and business from supporting other businesses,” she says.

“As a young adult, I moved from Newfoundland to Alberta when I was working in the trades. I had no idea about the Cape Breton region when I first settled here and tried several times to get an agent to help me,” she says. “Not being aware of the areas or market, and started to see a need for someone to help people with relocations.” For the first few years after moving to Cape Breton, she traveled back to Alberta yearly but, although she loved that work, the frequent travel took a toll on her and her young family. Soon, Krista pursued her interest in homes and took a chance entering the real estate field fulltime.

Krista plans to continue providing the service people appreciate of her brokerage and wants to add to her collaboration with the banks.

She is trusted already with a few financial institutions. “I enjoy helping them determine which home improvements will bring the home to improved market value and better quality for home buyers.

Because the banks rarely see the properties, I get to use my trades to encourage ways to bring up the home’s value. This benefits everyone, including nearby homeowners whose own home values might have been at risk if a home that was in disrepair and sold for too low a price.”

Now the owner of Century 21 Island Gateway Realty, Krista and her group of agents are based out of North Sydney and Sydney, covering all of Cape Breton Island. With Krista as broker, her brokerage includes two other agents. “We are completely referral and request based,” says Krista. “We don’t solicit or push sales whatsoever. That’s our mandate, which we feel makes us very different than others in the industry.” Their referral sources include clients as well as the banks, other businesses, friends and family.

Wherever her career takes her she will continue to provide her signature brand of relaxed, no-pressure real estate service. “People appreciate that; it’s worked very well for us.”

Krista enjoys matching people with their homes. “The fact that I have several trade certifications helps me guide them through the process; and I also love the legal side.” Emphasizing that her brokerage likes to be transparent, have fun and also follow the rules, she explains that they prefer to do what is best for both sides of a transaction by being open, honest and fair. “Even though we’re representing only one through client agency, we want it to be a nice process for everyone.” She also enjoys working cooperatively with other brokerages and inviting them to the team’s functions when possible. Krista, her agents, and other brokerages work quite well together, bolstering the image of real estate as a whole.

For listings, Krista and her agents stand out when marketing. “I’m the youngest broker on Cape Breton Island and really active online and through social media.” She takes advantage of the Global Century 21 online presence and advertises locally through the popular site, GoCapeBreton.com. She is also involved with some local key business organizations. She is Vice Chair in the Business Improvement Development Association (Northside) and a member Top Agent Magazine

With each new connection, be it a professional contact or a client, Krista maintains personal relationships by calling, through social media, and by seeing them around the community and at events.

She has a solid reputation for being thoughtful, trustworthy and easy to work with, which is helpful, especially when it comes to selling a castle. That’s right. In 2018, Krista sold the Castle Moffett, now Castle Gracie, in Bucklaw, N.S. “It had previously been for sale for years before we sold it, without ever listing it,” she says, noting the fun of that unique experience and its ensuing media exposure.

To learn more about Krista Rose, visit century21.ca/krista.rose or go to her Facebook page, email krista.rose@century21.ca or call 902 - 577 - 4016. www.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot 22

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content 24

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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JORDAN SMEATON When Jordan Smeaton was attending college, he had an experience that completely changed his course. A friend of his parents was a successful Realtor® at the time, and Jordan followed him around one day, and fell in love with the business. “I ended up leaving college and moving to Calgary, where I got my license. It’s been the best decision I’ve ever made.”

Jordan has been one of the most in-demand and respected agents working in Calgary ever since.

His dedication to providing a level of service that truly goes above and beyond has earned him an impressive 90% rate of repeat and referral business. He is now helping the kids of past clients purchase their first homes, something that he is particularly proud of. “A referral really is the highest compliment. You’ve done such a good job for someone that they feel comfortable recommending you to their friends and family and that’s a great feeling.”

Key to Jordan’s success has been his personal approach to sales. “I have a personality that allows me to easily connect with people. I’m building relationships, this isn’t just a business transaction for me. One of the ways I do that is let them in my life, which I think help builds trust. They are entrusting me with what is probably the biggest financial transaction they’ll ever do, and I take that responsibility seriously. Another way I build trust is by providing open and honest communication. If I think something isn’t right for a client, I tell them They always know where I stand. I’m there to guide and advise them, they can always be sure that i have their best interests at heart.”

Jordan prioritizes maintaining those relationships he builds long after the active transaction.

“I have a pretty energetic personality and I have a large presence on social media which I use to stay in touch. I also love throwing together social engagements like wine tastings or golf outings, and I invite my clients who share those interests.

I really try and sell the lifestyle here, and the best way to do that is to show them all it has to offer.

We really become friends. In fact I’ve become a popular babysitter for some of my clients. I think when you go the extra mile for people, you really earn their trust.”

Jordan believes strongly in giving back to his community whenever he can and in the past he has been actively involved with the Critical Illness Benefit Society and the local children’s hospital. He is particularly passionate about charities that help children and the elderly. When he isn’t working, he loves to travel, work out, and spend time with his nieces and nephews.

Jordan has big plans for the future of his business. In addition to bringing on new associates, he would really like to further establish his brand as a full service Realtor® that offers a concierge style service. “I’ve established numerous relationships with other vetted industry-related professionals, so that allows me to make the whole process as smooth and as seamless as possible. I want to be a resource to my clients, always. I really love what I do. Whether it’s helping a first time homebuyer or helping someone move up to their dream home, it’s a very rewarding career.”

To learn more about Jordan Smeaton call 403 - 826 - 8812, email jordan@crel.ca, or visit calgaryrealestatelifestyles.com www.

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Becoming the Best of the Best

By Verl Workman

Becoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

• Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

• Track closings and sold prices in your target area so you become To do that, you need to know more familiar with list-to-sell ratios about your market than the average consumer. That’s more of a challenge • Become familiar with vacant land than it used to be since consumers in your target area can easily find market statistics online, quickly and easily preview • Get active in the community by listings on the web, and access public doing things like attending county meetings where changes in zoning records without many barriers. and housing are to be voted on, and Clearly, becoming an expert offer your input requires effort, more now than ever before. Here are a few things you • Write articles and offer your can do to establish yourself as an expertise to newspapers and radio stations on trends and happenings in expert in your area. your area • Select the area you want to become • Start a community blog where you an expert in 26

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information.

• Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country.

Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge Top Agent Magazine

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty.

Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards.

Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved.

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