CANADA 7-12-21

CANADA EDITION

UNTANGLING THE BIDDING WAR:

6 HABITS OF HIGHLY PRODUCTIVE AGENTS

FEATURED AGENTS

CHAMSI BENSAID ANGELA PORRELLI JULIE STANLEY NARI THIARA JULIO VALENZUELA BRANDIE YURKIW

A BUYER’S & SELLER’S PERSPECTIVES 4 Ways Mentoring Up-and-Coming Employees Makes You A Better Agent

COVER STORY

KATE BRODDICK

CANADA EDITION

ANGELA PORRELLI

You won’t meet many Realtors who or just popping by a coupl 21 7 15 know the industry like Angela Porrelli. with a little gift to say tha Licensed since 2007, she brings a wealth business. One of my favo of experience to her work, not just from job is that I’m constantly her years as a practicing agent, but also new people!” from the knowledge she’s gained from having family in almost every sector of Angela also offers a su theBRODDICK industry, from builders investors, ANGELA PORRELLI which is especially evide KATE CHAMSItoBENSAID contractors to interior design.

Angela has side of her business. Fo BRANDIE YURKIW JULIE STANLEY JULIO VALENZUELA an answer for every client need. always features her homes KATE anley – of Century Another factor that comes into play when photography and “W vi Brandie Yurkiw brings her positive her clients.

Julio Valenzuela22 beganassessing his realJulie’s estate career other fields of sional life, 26 29 and I’ve gotten client NARI THIARA 25 BRODDICK y Ltd. in Manitoba, continuing success story She began career as her two creativity children to all her attention detail that man energy, passion, a very ful theher construction fieldand in touch for all kinds toofbe purposes and working, honest and in 2004. “I worked in would be her expert negotiation skills and were just entering school.

“It was the don’t offer.

She stages ever ® advantage.

Through it all,work though,diligent she is th real estate transactions.

Known for herfor added ble real estate agent prior to being a Realtor thorough, intelligent approachA toresident mar- of Canada passions, not just real estate.” ,” Julio recalls. more thanfocuses thirtywith years, foroff herits clients, providing them unwavering suppor choice to get my real estate license, so most unique qualities, and is anto t the wellbeing of her “Since I had anatural keting her many listings, which includes commitment to clients, she on your power great knowledge of building, Nari Thiara first came to an affordable price. s focus on providing advertising in the local newspaper and many family members involved in different areas marketing.

In addition to the local ML overcoming any obstacles and helps them the his pleasure When it comes to marketing listings in general, real This estate through her yers and sellers with construction, and houses deft utilization of socialI media. around the business.

I’dexposure always had a after curiosity, and Elsewhere, motessays, her clients’ homes onof social med achieve their desired goals.

Affiliated visiting their Julio “Iis invest a helpful lot time and real estate and he launched Nari equally as when assisti ervice has translated decided I would pursue ensures maximum tohusband, potential it gave me the flexibility I needed to be there for my Facebook, Instagram, Twitter, LinkedIn with Sutton-Harrison Realty, theI’ve potential hisinown career Brandie as a Realtor her buyers.with Havingpresentation. lived in Canada since alway 1990,in s ess and a sterling rep- those would be great buyers, and almost always a fast money assets.”

Now in hisresults in 1992.

Nari would folpossesses an acute understanding of the local mark eal estate advocate. sale for top dollar, not to mention happy – th children while offering me as much opportunity for serves buyers and sellers throughout able to match t JULIO VALENZUELA BRANDIE YURKIW NARIhas THIARA JULIE STANLEY done that, but especially in the last yea 18 year in the business, Julio always and low returning and – clients. intoreferring the industry in 2004, and together, and she leverages this depth of insight tosome guideoh advancement ashim Iachieve wanted.”

Away from work, Angela giveshigh-end Manitoba, Canada. buyer, which and a tohalf I’ve sold for many excelled at helping his clients their essful journey in real they built a robust, family business around openclients thewhen right investment their needs. S community, volunteering chu When everyt listings very quickly, a the lotwith of her vendor ot into the real estate real estate goals.

When she’s not working, ness, compassion, and Julie most enjoys of all, integrity. Then also remains in touch well after deals are done Angela nothing distinguished herself straight of edge the all ing for thethey Children’s Hospital Networ time in the Parkland than spending with out Hermore background intime Interior Design, thetheir end and Nari heard about One Percent Realty’s cutting to ensure are satisfied in new hom have been very impressed with thy CONTENTS dren and I was looking for a career her family.

She is also a competitive bodybuilder, a model for client service and, inspired, she decided Moreover, this thoughtful approach has earn gate, garnering excellent reviews from the clients very active in her local school system w Home Staging and Property Styling have outcome, it fee presentation.” That includes professiona With Royal LePage, Julio serves Gatineau, a lot of flexibility with my children. sport she took up to at the age of 54.

“I also likequickly spending join their team, which took her career to Nari and her team a fantastic reputation througho she served seamlessly in and Saskatoon, and earning attended. Infor herallleisure she likes ha meshed with Brandie’s real photography his listings, and to dron theat surrounding area.around “Being e was a broker from theQuebec company andtime our familythe cabin my children and grandnextwith level.

Sure enough, she’s been going strong TO Richmond, as evidenced by their strong rate of rep 4) 6 HABITS OF HIGHLY 23) HOW CUT DOWN RE/MAX’s Rookie of the Year award.

She’s since earned family or exercise, either by going to estate career.

“I think that my experience When she’s shots for high-end properties.

“Drone thth rightmenext the Ontario border, we staying have ainlot of federal e from, and she had asked to tochildren,” she says, “and just touch with my ever since. clients and referrals. And the keyshots to all make this succe in real estate. After PRODUCTIVE yearsworkers of college here,” close friends here with and being to travel tocompliments many theJulio brokerage’s Hall ofanFame Achievement ing/biking design and styling myand current career Brandie topeople stay with activ presentation very andtolikes often eveyo explains.

“It’sfortunate amazing market AGENTS ONAward DIGITAL DISTRACTIONS “In realdistinctive, estate, outdoors. you need be personable ally decided to give it a shot, and worldwide destinations.”

Julie member also gives back toOne her Today, Nari is an agent for Percent Realty, clients,” she says.

“I don’t believe in being pus has been a perennial of the 100% Club and well.elsewhere, I’m quickly able tolike see potential in ingforever quality time with f tothe keep thosePRODUCTIVITY pictures after they sellher thei here. Even when markets really are lower we still AND UP YOUR y well for me.” So well, in fact, community in a variety of ways, including providing where she helps clients throughout Richmond and the or selling them on a home; instead, I want to be Platinum Club.

Now with eXp, she is excited to earn Angela’s business has grown signifi 13) 5 LESSONS FROM SILICON place,” Julio says. tend to maintain a very good quality of work here.” any property and help the sellers, as well as buyers, She also enjoys giving bac y named as being among the top advertising and support for the local schoolwith hockey surrounding areas.high Together a team that includes advocate for their best interests.” new career awards as a solo agent, andshehas built an years. recentlytohired style their homes and make more personable forShe’sdonates the administrativ local food ba Century 21® CanadaVALLEY and CenturianTOteam, service groups and fitness facility.

MODERNIZE AND her husband, daughter, and son, them has adopted nd she is feeling confident that she 27) 4 WAYS MENTORING with a repeat client and referral rate dia assistants to help her, and is conti In the future, Julio says he may consider adding mor At least 90% enviable of Julio’s business business comes from repeat and themselves,” she explains.

Her quality service and Harrison Realty internal cha One Percent Realty’s unique vision of the real estate Outside her career, Nari is tremendously act MONETIZE o replicating that feat this year.

“IYOUR truly love BUSINESS real estate,” says Julie. “I love meeting personnel to his business if the market continues a referral clients, an impressive feat that speaks to the industry, which allows her to fully assist clients at a around Richmond, having previously volunteered approaching 90 percent.

The reasons for that customer options to expand even further. friendly personality have helped Brandie build a loyal UP-AND-COMING EMPLOYEES people, and I love the relationships I form with them. I fraction of the cost of a traditional transaction.

In fact, the Community Gardens, as well as the Richmo the current pace.

Above all, he coming says, “For Realtor® trust and confidence he inspires.

“From loyalty shows inbase. herbeing reviews, clients consistently client “I the get atoas lot ofpeorepeat and referral clients.

In the yeara Brandie ressive 85% of 19) Julie’s overall love the energy.

It’s aup pleasure ablebeginning, help UNTANGLING THE A BETTER sinceBIDDING joining One Percent Realty, MAKES she has saved YOU her Caring Place, whereAGENT she transported elderly patie I was looking for what a her model of quality oforthat quansuccess depends onthis beingbusiness. available “I andwould beinglove someon pon repeat clients and referrals, a plepraise with is possibly the largest purchase sale honesty, of knowledge ofinstead the industry, timely Whether it’s people are moving backto to to h clients collectively over two-million dollars in real their medical appointments. When she’s not w meter of the exceptional customer their lives.”

WAR: A BUYER’S & SELLER’S tity,” Julio explains.

“I’ve invested a lot of time with who believes in what he’s doing.

People will feel tha responses, and creativity when it comes to overcoming area, or people who have friends or family that are as well as an office of my ow estate commissions. “Sometimes when people think clients or giving back, she can be found spendi . “A lot of that has to do with my each of my clients, especially first-time buyers who you believe in what you do, and it brings a great feeling obstacles orabout structuring a deal. boils all the they’re saving byherself working with quality time with family. I’m also planni PERSPECTIVES looking tomoney buy or sellAngela properties.

They happily refer inher anytime. ulie. Additionally, her close ties to us, they assume there must be a catch,” she says.

“But need more attention and time.

That availability earned of assurance and confidence to the buyers.

Everyon it down to a couple of simple practices that guide them to me.” course soon.”

Brandie’s adv plays a large role in the trust and there’s not: We provide thedoing same services as any otherthrough Goingthe forward, Nariofalso has bright plans me a great name, and from there, I just kept it. can grow process working with someon her approach: a career in real estate isforto real estate company.” future of her business. At the moment, she is enrol Now I’m at the point where I’m not who is passionate and believes inSeniors what he’s doing.”and In order to running nurture after her cliclient relationships hard and with integrity toBrandie become a designated Real Estate Special es the relationships she forms with Phone 310-734-1440 | Fax 310-734-1440 ents, clients are running after me.”

“My focus has always on relationship and sends outbeen quarterly newsletters assuite well monthly be a very career.”

When listing a home, Nari offers abuilding full of as but in the meantime, she isrewarding more than satisfied w at far transcend the closing table. options for her clients.

After helping them prepare the fulfilling life and career she has built alongs nd with my clients,” she explains, problem-solving as opposed to sales.

I’m not pushy.

I emails providing clients with helpful mortgage informag@topagentmagazine.com | www.topagentmagazine.com their propertysets for the promotes it her family in the community she loves. “You at relationship going. My commu-background in construction him apart.

“I she trybetoreproduced find out my clients are buying orestate selling mation well as marketplace, design and real information.

No portionJulio’s of this issue may inwhy any as manner whatsoever without prior consent of the publisher. Top Agent Magazine is via her own website to meet so many new and interesting people in r ®and a blend of targeted digital bout 9,000 people, so everyone is don’t seePublications a house the most Realtors see it,” heto ensure published by Feature GA,way Inc. Although precautions are taken the accuracy of published materials, Top Agent and work through the process from there.

My provide hope is innovative Her creative mind also helps her campaigns.

But she also utilizes trusted outreach estate,” sheContact says.

“At the end of the day, ther one another. I’m also pretty laid Angela 306-29 For more walls, information about Julie Stanley, says.

“I see through I see construction flaws.

Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send at that we are methods, friends by theastime the deal isflyers done, marketing solutions when working with sellers.

“Aside such hand-delivered toand theI nothing more rewarding than getting to know a cli people. I let them come to me, or if please call 204-648-7207 inquiry to mag@topagentmagazine.com.

Published inneighborhoods, the U.S. or email I’ve been through many hundreds of inspections surrounding to give her sellers course of theirAngela@Saskatoo transaction.” on, I provide it, but I don’t overstep stay insotouch with through texts or methods, social media from allthem the usual marketing Ianalsoover do the a lot or email Julie.Stanley@Century21.ca that I’m very good at pinpointing potential problems in of social media marketing. It’s important to keep up a property.”

To and learn more about Nari Thiara email nari@shaw.ca with new trends technology in order to provide my Copyright Top Copyright Top Agent Magazine 2 Top Agent Magazine visit nari.onepercentrealty.com or call (604) 626-9545 clients with the best service.” Thanks to her determinaHis strong personal and tion professional is alsocompleted 43 transactions and hard network work, Brandie http://

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

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

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

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

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

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

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

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

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova5

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

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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KATE BRODDICK Top Agent Magazine

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Endorsed by HDTV’s Scott McGillivray, Kate leads the Kate Broddick Team through Sutton Team Realty Inc., where she assists clients throughout Brantford and the surrounding areas.

Kate Broddick began her career as a dental hygienist in Burlington, but along the way, she delved into real estate investing with her husband, which piqued her interest in the industry. While building out her portfolio of investment properties, she sought her real estate license, at first assuming she could use it to manage her own transactions.

However, in just four years after being licensed as a solo agent, Kate saw her business skyrocket, ranking at the top of her region in total transactions and volume. After relocating to Brantford, though, she decided to take her work to the next level and launch her own team.

Today, Kate leads the Kate Broddick Team through Sutton Team Realty Inc., where she assists clients throughout Brantford and the 8 Copyright Top Agent Magazine

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surrounding areas. Having led Brantford’s top producing real estate team for the past six years, she has been endorsed by HGTV’s Scott McGillivray, partnered with CHCH Television, and featured in movie theaters and on billboards throughout the Top Agent Magazine

region. “We built this business from the ground up,” she says. “Nothing has been handed to my team or myself. We work in an honest and transparent fashion, and we love helping anyone from first-time homebuyers to downsizing empty nesters.”

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“We built this business from the ground up,” Kate says.

“Nothing has been handed to my team or myself. We work in an honest and transparent fashion, and we love helping anyone from first-time homebuyers to downsizing empty nesters.”

When listing a home, Kate offers her clients a truly innovative strategy. Starting out, she supplies them with professional photography and videography, as well as drone imaging and Matterport 3D capturing—anything to get their property noticed. From there, she broadcasts her listings over a blend of targeted digital and social media campaigns, empowering her sellers with a 21st century approach to the housing market. Elsewhere, she is just as comprehensive when assisting 10Copyright Top Agent Magazine

her buyers, carefully guiding them through the entire transaction. She also prefers to remain in touch well after closing to ensure her clients are fully satisfied and thriving in their new homes.

Through the years, the Kate Broddick Team has earned a fantastic reputation throughout Brantford, averaging $150 million in sales volume per year. And the key to all this success? “My previous career was all Top Agent Magazine

about forging relationships with people and navigating them through challenging situations,” Kate says. “In any business, you have to be able to connect with others, make them feel comfortable, and let them know you have their wellbeing at heart. The same is true in real estate. After all, clients are putting their faith in you to protect their best interests and provide sound knowledge.”

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Outside her career, Kate is tremendously active in her community. On top of providing frequent donations to area nonprofits, her team has worked with Nova Vita, a local women’s shelter, and equipped two rooms in the Brantford Hospital’s pediatric ward.

When she’s not with clients or giving back, Kate can be found spending quality time with her beloved husband and three small children.

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Kate has strong plans for the future of her business. As her volume maintains its steady growth, she intends on building momentum within her team, uncovering new marketing avenues for her clients, and deepening her

involvement with her community. “We’re growing organically,” she says. “I trust that if we continue doing what we’re doing, the rest will fall into place. At the end of the day, consistency yields success.”

To learn more about Kate Broddick, email kate@teamkate.ca, visit teamkate.ca or call (519) 774-6664 http://

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 14

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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CHAMSI BENSAID

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CHAMSI BENSAID

When Chamsi Bensaid moved to Canada from Morocco 18 years ago, she knew she had to find a way to make money. She worked various jobs for some years, but her true passion was real estate - her dad was a building engineer, and she had nurtured an interest in homes for a long time. In 2009, drawn by the freedom and flexibility it offered, Chamsi made the leap into a full-time real estate career so that she could balance working with taking care of her two children. Through a combination of enthusiasm and hard work, Chamsi has built an impressive career. She gives her best effort to all of her clients, and brings excellent service and consistent community engagement to the Greater Montreal Area.

well cared for. “I work a transaction for my client the way I would for myself, and I treat all of my clients like family,” Chamsi says. “My reputation and my testimonials speak for themselves - I really try hard to make sure my clients have an amazing experience!” Chamsi uses her communication skills to make the transaction process smooth and easy for her clients. For this reason and others, she

As a naturally sociable and outgoing person, Chamsi has no problem getting along with her clients and making them feel comfortable.

She places high emphasis on client satisfaction as a pillar of her success, and goes the extra mile to ensure that her clients are prepared and 16

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receives more than 75% of her business through repeats and referrals.

On top of her social capabilities, Chamsi brings more than a decade of experience in the industry to the table, and uses her knowledge and skill at negotiating contracts to get clients the best price possible. She finds it incredibly important to build lasting relationships with each of her clients, and communicates her knowledge honestly and openly with them in order to allow them to make informed decisions for their families. “I’m a big proponent of keeping my clients in the loop. If something comes up, I’m going to tell them immediately, and I am always available to answer any questions they might have,” Chamsi says. She continues to engage with clients long after the transaction is closed through phone calls and emails, and generally cultivates a persistent line of communication with everyone she works with.

Along with her marketing team, Chamsi maintains a strong online marketing presence, pushing her brand through social media and websites and advertising her listings through the MLS. Chamsi typically closes a high number of transactions every year, and works hard to meet her production goals. She hopes to see her production level rise even further in the future as she expands her sphere and grows her business.

Chamsi knows the importance of staying involved in her local community, and routinely offers support to the homeless population in Montreal through volunteer work with local organizations. For the future, Chamsi hopes to continue expanding her business, including internationally, and to focus on self-improvement and solidifying her great reputation within the local real estate community. If you’re looking for a hard-working Realtor in Montreal who goes above and beyond for her clients, get in touch with Chamsi Bensaid today!

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Contact Chamsi at 514-293-5554, email cbensaid@sutton.com, or visit chamsibensaid.com http://

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 20

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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ANGELA PORRELLI You won’t meet many Realtors who know the industry like Angela Porrelli.

Licensed since 2007, she brings a wealth of experience to her work, not just from her years as a practicing agent, but also from the knowledge she’s gained from having family in almost every sector of the industry, from builders to investors, contractors to interior design. Angela has an answer for every client need.

She began her career as her two children were just entering school. “It was the natural choice to get my real estate license, with so many family members involved in different areas around the business. I’d always had a curiosity, and it gave me the flexibility I needed to be there for my children while offering me as much opportunity for advancement as I wanted.”

Angela distinguished herself straight out of the gate, garnering excellent reviews from the clients she served in and around Saskatoon, and earning RE/MAX’s Rookie of the Year award. She’s since earned the brokerage’s Hall of Fame Achievement Award and has been a perennial member of the 100% Club and Platinum Club. Now with eXp, she is excited to earn new career awards as a solo agent, and has built an enviable business with a repeat client and referral rate approaching 90 percent. The reasons for that customer loyalty shows up in her reviews, as clients consistently praise her knowledge of the industry, honesty, timely responses, and creativity when it comes to overcoming obstacles or structuring a deal. Angela herself boils it down to a couple of simple practices that guide her approach: “My focus has always been on relationship building and problem-solving as opposed to sales. I’m not pushy. I try to find out why my clients are buying or selling and work through the process from there. My hope is that we are friends by the time the deal is done, and I stay in touch with them through texts or social media Top Agent Magazine

or just popping by a couple of times a year with a little gift to say thank you for their business. One of my favorite parts of this job is that I’m constantly getting to meet new people!”

Angela also offers a superior service, which is especially evident on the listing side of her business. For instance, she always features her homes through professional photography and videography, with attention to detail that many agents simply don’t offer. She stages every listing to show off its most unique qualities, and is an expert in digital marketing. In addition to the local MLS, Angela promotes her clients’ homes on social media platforms like Facebook, Instagram, Twitter, LinkedIn and YouTube.

Away from work, Angela gives some of her time to her community, volunteering with her church or fundraising for the Children’s Hospital Network. She was also very active in her local school system when her children attended. In her leisure she likes to hang out with her family or exercise, either by going to the gym or walking/biking outdoors.

Angela’s business has grown significantly over the years. She’s recently hired administrative and social-media assistants to help her, and is continuing to look at options to expand even further.

Contact Angela at 306-291-4664 or email Angela@Saskatoon.homes 21 Copyright Top Agent Magazine

JULIE STANLEY Top Agent Julie Stanley – of Century 21® Westman Realty Ltd. in Manitoba, Canada – is a hardworking, honest and deeply knowledgeable real estate agent who truly cares about the wellbeing of her many clients. Julie’s focus on providing every one of her buyers and sellers with excellent customer service has translated into a thriving business and a sterling reputation as a trusted real estate advocate.

Julie began her successful journey in real estate in 2008. “I got into the real estate business during my time in the Parkland area. I had five children and I was looking for a career that would allow me a lot of flexibility with my children.

Ten years prior, there was a broker from the company we bought our house from, and she had asked me to think about a career in real estate. After years of college and University, I finally decided to give it a shot, and it’s worked out very well for me.” So well, in fact, that she was recently named as being among the top 1% of agents with Century 21® Canada and Centurian producer last year, and she is feeling confident that she is well on her way to replicating that feat this year.

Currently, an impressive 85% of Julie’s overall business is based upon repeat clients and referrals, a truly accurate barometer of the exceptional customer service she provides. “A lot of that has to do with my personality,” says Julie. Additionally, her close ties to her community also plays a large role in the trust and loyalty she inspires.

Julie truly appreciates the relationships she forms with her clients; ones that far transcend the closing table.

“I tend to really bond with my clients,” she explains, “and we just keep that relationship going. My community is a town of about 9,000 people, so everyone is pretty friendly with one another. I’m also pretty laid back; I don’t chase people. I let them come to me, or if they want information, I provide it, but I don’t overstep boundaries.”

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Another factor that comes into play when assessing Julie’s continuing success story would be her expert negotiation skills and thorough, intelligent approach to marketing her many listings, which includes advertising in the local newspaper and deft utilization of social media. This ensures maximum exposure to potential buyers, and almost always results in a fast sale for top dollar, not to mention happy – and returning and referring – clients.

When she’s not working, Julie enjoys nothing more than spending time with her family. She is also a competitive bodybuilder, a sport she took up at the age of 54. “I also like spending time at our family cabin with my children and grandchildren,” she says, “and just staying in touch with my close friends here and being fortunate to travel to many worldwide destinations.” Julie also gives back to her community in a variety of ways, including providing advertising and support for the local high school hockey team, service groups and fitness facility.

“I truly love real estate,” says Julie. “I love meeting people, and I love the relationships I form with them. I love the energy. It’s a pleasure being able to help people with what is possibly the largest purchase or sale of their lives.”

For more information about Julie Stanley, please call 204-648-7207 or email Julie.Stanley@Century21.ca TopAgent Agent Magazine Magazine Copyright Top

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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NARI THIARA A resident of Canada for more than thirty years, Nari Thiara first came to real estate through her husband, after he launched his own career as a Realtor in 1992. Nari would follow him into the industry in 2004, and together, they built a robust, family business around openness, compassion, and most of all, integrity. Then Nari heard about One Percent Realty’s cutting edge model for client service and, inspired, she decided to join their team, which quickly took her career to the next level. Sure enough, she’s been going strong ever since.

Today, Nari is an agent for One Percent Realty, where she helps clients throughout Richmond and the surrounding areas. Together with a team that includes her husband, daughter, and son, she has adopted One Percent Realty’s unique vision of the real estate industry, which allows her to fully assist clients at a fraction of the cost of a traditional transaction. In fact, since joining One Percent Realty, she has saved her clients collectively over two-million dollars in real estate commissions. “Sometimes when people think about all the money they’re saving by working with us, they assume there must be a catch,” she says. “But there’s not: We provide the same services as any other real estate company.”

When listing a home, Nari offers a full suite of options for her clients. After helping them prepare their property for the marketplace, she promotes it via her own website and a blend of targeted digital campaigns. But she also utilizes trusted outreach methods, such as hand-delivered flyers to the surrounding neighborhoods, to give her sellers an

added advantage. Through it all, though, she is there for her clients, providing them unwavering support at an affordable price.

Elsewhere, Nari is equally as helpful when assisting her buyers. Having lived in Canada since 1990, she possesses an acute understanding of the local market, and she leverages this depth of insight to guide her clients to the right investment for their needs. She also remains in touch well after the deals are done— all to ensure they are satisfied in their new homes.

Moreover, this thoughtful approach has earned Nari and her team a fantastic reputation throughout Richmond, as evidenced by their strong rate of repeat clients and referrals. And the key to all this success?

“In real estate, you need to be personable with your clients,” she says. “I don’t believe in being pushy or selling them on a home; instead, I want to be an advocate for their best interests.”

Outside her career, Nari is tremendously active around Richmond, having previously volunteered at the Community Gardens, as well as the Richmond Caring Place, where she transported elderly patients to their medical appointments. When she’s not with clients or giving back, she can be found spending quality time with her family.

Going forward, Nari also has bright plans for the future of her business. At the moment, she is enrolled to become a designated Seniors Real Estate Specialist, but in the meantime, she is more than satisfied with the fulfilling life and career she has built alongside her family in the community she loves. “You get to meet so many new and interesting people in real estate,” she says. “At the end of the day, there’s nothing more rewarding than getting to know a client over the course of their transaction.”

To learn more about Nari Thiara email nari@shaw.ca visit nari.onepercentrealty.com or call (604) 626-9545 http://

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JULIO VALENZUELA Julio Valenzuela began his real estate career in 2004. “I worked in the construction field prior to being a Realtor®,” Julio recalls.

“Since I had a great knowledge of building, construction, and houses in general, I decided I would pursue real estate and those would be great assets.” Now in his 18th year in the business, Julio has always excelled at helping his clients achieve their real estate goals.

With Royal LePage, Julio serves Gatineau, Quebec and the surrounding area. “Being right next to the Ontario border, we have a lot of federal workers here,” Julio explains. “It’s an amazing market here. Even when markets are lower elsewhere, we still tend to maintain a very good quality of work here.”

At least 90% of Julio’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “From the beginning, I was looking for a model of quality instead of quantity,” Julio explains. “I’ve invested a lot of time with each of my clients, especially first-time buyers who need more attention and time. That availability earned me a great name, and from there, I just kept doing it.

Now I’m at the point where I’m not running after clients, clients are running after me.”

other fields of life, and I’ve gotten clients in touch for all kinds of purposes and passions, not just real estate.”

When it comes to marketing his listings, Julio says, “I invest a lot of time and money with presentation. I’ve always done that, but especially in the last year and a half when I’ve sold many high-end listings very quickly, a lot of vendors have been very impressed with the presentation.” That includes professional photography for all his listings, and drone shots for high-end properties. “Drone shots make the presentation very distinctive, and often people even like to keep those pictures forever after they sell their place,” Julio says.

In the future, Julio says he may consider adding more personnel to his business if the market continues at the current pace. Above all, he says, “For a Realtor®, success depends on being available and being someone who believes in what he’s doing. People will feel that you believe in what you do, and it brings a great feeling of assurance and confidence to the buyers. Everyone can grow through the process of working with someone who is passionate and believes in what he’s doing.”

Julio’s background in construction sets him apart. “I don’t see a house the way most Realtors® see it,” he says. “I see through walls, I see construction flaws.

I’ve been through so many hundreds of inspections that I’m very good at pinpointing potential problems in a property.”

His strong personal and professional network is also a point of pride for Julio. “I’m a people person, and I love to meet different kinds of people from different backgrounds,” he says. “I’ve built this giant grid of connections between my clients, vendors, and everybody else. I often get calls randomly from different people I’ve worked with who are asking me for references in 26

To find out more about Julio Valenzuela, call 819-210-4951, email julio_921@hotmail.com, royallepage.ca/en/agent/quebec/gatineau/ or visit https://www.royallepage.ca/en/agent/quebec/gatineau/julio-valenzuela/49657/ julio-valenzuela/49657 www.

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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 28

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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BRANDIE YURKIW Brandie Yurkiw brings her positive energy, passion, and creativity to all her real estate transactions. Known for her commitment to clients, she focuses on overcoming any obstacles and helps them achieve their desired goals. Affiliated with Sutton-Harrison Realty, Brandie serves buyers and sellers throughout Manitoba, Canada.

Her background in Interior Design, Home Staging and Property Styling have seamlessly meshed with Brandie’s real estate career. “I think that my experience with design and styling compliments my current career really well. I’m quickly able to see the potential in any property and help the sellers, as well as buyers, style their homes and make them more personable for themselves,” she explains. Her quality service and friendly personality have helped Brandie build a loyal client base. “I get a lot of repeat and referral clients.

Whether it’s people that are moving back to this area, or people who have friends or family that are looking to buy or sell properties. They happily refer them to me.”

In order to nurture her client relationships Brandie sends out quarterly newsletters as well as monthly emails providing clients with helpful mortgage information as well as design and real estate information.

Her creative mind also helps her provide innovative marketing solutions when working with sellers. “Aside from all the usual marketing methods, I also do a lot of social media marketing. It’s important to keep up with new trends and technology in order to provide my clients with the best service.” Thanks to her determination and hard work, Brandie completed 43 transactions last year.

With passion, integrity, and hard work as the cornerstones of her business, there is nothing that Brandie loves to see more than a happy outcome for Top Agent Magazine

her clients. “Working in real estate can be a very fulfilling experience if you work diligently and do everything in your power to help your clients. I have the pleasure of meeting new people, visiting their properties and seeing all the potential in every property. I am then able to match those properties to the right buyer, which is a unique experience.

When everything comes together at the end and your client gets their ideal outcome, it feels incredibly rewarding.”

When she’s not serving her clients, Brandie likes to stay active by jogging and spending quality time with her family by going camping.

She also enjoys giving back to her community. She donates to the local food bank as well as the SuttonHarrison Realty internal charity.

In the coming year Brandie plans to keep growing her business. “I would love to have an assistant on board, as well as an office of my own where people can walk in anytime. I’m also planning to take my brokerage course soon.” Brandie’s advice to those thinking about a career in real estate is to work hard. “If you work hard and with integrity and professionalism, this can be a very rewarding career.”

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To learn more about Brandie Yurkiw email brandiey@sutton.com, visit brandiesellshouses.ca, or call 306–539–4376 29 Copyright Top Agent Magazine

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