CANADA 7-27-20

CANADA EDITION

HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE

EMOTIONAL FLUENCY : HOW TO COMMUNICATE

EMBRACING SMART HOMES:

WITH CLIENTS WHEN TENSIONS ARE HIGH

Does New Technology Really Increase Home Value?

FEATURED AGENT

MARK CALVELO COVER STORY

ADAM DEGROOTE

CANADA EDITION

RE/MAX Twin City is proud to congratulate

ADAM DEGROOTE on being featured for Canada in Top Agent Magazine!

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MARK CALVELO

Adam is a stellar professional, a well-rounded business and Mark Calvelo can truthfully sa family man, and extremely beat the odds to live a full lif hardworking. We are so proud successful Realtor. But the ro to have him with the brokerage!get there was filled with many ADAM DEGROOTE

cles. “November 1, 1996, I be —Melanie Shantz & Judy Lillicovictim of a hit-and-run that se car careening into a concrete MARK CALVELO rebounding, and soaring 9-1 into the air,” he recalls. “Somehow and luckily, I sur the crash.”

Melanie Shantz | Broker of year Record As the passed, Mark says he experienced the CONTENTS deterioration of his body, which included incoordin melanie.shantz@remaxtwincity.com shaky hands, blurry vision, migraine-like symptom (O) 519.579.4110 | (F) 519.579.3442 MRIEMOTIONAL scan revealed that a portion of his brain had 4) HOW TO BUILD A TEAM 18) FLUENCY: RemaxTwinCity.com ated due the impact from the crash. “I was give THAT WILL WIN BIG NO HOW TOtoCOMMUNICATE options: do nothing and become paralyzed in 3-5 MATTER ITS SIZE WITH CLIENTS WHEN TENSIONS ARE brain HIGHsurgery with a 10% chan time or undergo 14) EMBRACING SMART survival. I chose surgery,” he says. www.

HOMES: DOES NEW TECHNOLOGY REALLY INCREASE 910 E. Oak HOME Street, LakeVALUE? in the Hills IL 60156

22) 5 STEPS TO ACHIEVE It took three years for him to relearn LONG TERM SUCCESS AS to walk and talk first surgery.

JustAGENT when things seemed to be going AtheREAL ESTATE

he was struck with the same symptoms–his cereb had herniated–again and led to a second brain su “Once again, I relearned how to crawl, walk and tal through my struggle, I found happiness, humility, Phone 310-734-1440 | Fax 310-734-1440 purpose: to help others and give back to the commu mag@topagentmagazine.com | www.topagentmagazine.com he exclaims. “I have surrounded myself with pos No portion of this issue may be reproduced in any manner whatsoever prior consent of thefrom publisher.

Agent of life.” andwithout embraced people allTop walks Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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

When Mark was growing up, he often Published in the U.S.

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accomp his architect father to inspections, so he’s always certain familiarity with real estate. When it came tim him to move forward with Top a career, Mark decided Agent Magazine his license. That was in 2003, and he’s never looked “Real estate is just one of several things I truly

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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ADAM DEGROOTE Top Agent Magazine

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Adam was recently ranked #63 for sales in all of Canada within the Re/Max network — specializing in rural and agricultural properties.

Top Agent Adam DeGroote – of Ontario, Canada’s Brantford & Brant County – is a consummate professional who genuinely cares about creating the absolute best outcome for his many grateful buyers and sellers. Specializing in rural and agricultural properties, Adam has earned his reputation as a knowledgeable, hardworking and trustworthy Broker. Working with RE/MAX Twin City Realty, he has built a thriving business on a foundation of honesty and 8Copyright Top Agent Magazine

integrity, a business that has continued to grow year after year.

Adam, who was recently ranked #63 for sales in all of Canada within the Re/Max network, began his journey in real estate in 2012. “I grew up on a tobacco farm,” recalls Adam, when asked about how he got started in the home-selling business. “When the tobacco industry began to decline, I reluctantly left it, Top Agent Magazine

and my wife and I started purchasing investment properties. That got me thinking that real estate could be a really interesting and fulfilling career.�

Not only did Adam embrace his new career in real estate, he found success relatively quickly, soon finding himself ranked among the Top Top Agent Magazine

40 Under 40 agents in Canada, not to mention a four-year streak of being named the favorite real estate agent by his local newspaper.

Currently, an impressive portion of Adam’s business is based on returning clients, referrals and positive word of mouth, an accurate barometer of the excellent customer service he provides, and of his ability to put his clients at Copyright Top Agent Magazine9

“I’m not your typical salesperson at all — I’m not pushy or aggressive with my clients; I advise them and give them my honest opinion and I think they appreciate that approach.” ease during even the most complicated transactions. “I’m not your typical salesperson at all,” explains Adam, when asked how he has managed to build his enviable business. “I’m not pushy or aggressive with my clients; I advise them and give them my honest opinion and I think they appreciate that approach. I genuinely care about their best interests.”

Exceptionally engaging marketing strategies have also played a huge role in Adam’s success story. Adam strongly believes that in today’s real estate world, it is crucial to go the extra mile when marketing your client’s Copyright Top Agent Magazine 10

properties. “Having my listings front and centre and continuously present on social media is an essential part of achieving a successful sale.

My comprehensive marketing plan is tailored to each listing and is constantly evolving to stay ahead of the latest trends.” Beautiful visual presentations with professional photography and videography are developed exclusively with each of Adam’s listings to ensure every property is presented in its best light. Expert utilization of print-based advertising– flyers, postcards, newspaper ads – and multiple social media platforms all make certain that his properties are seen by as many qualified buyers as Top Agent Magazine

possible. “I also place ads in various magazine publications in Ontario,” says Adam, “and this makes a big impact on my clients because not a lot of other agents do that.” All of this adds up to quick sales for top dollar, and of course, happy clients.

When asked about how he spends time outside of real estate, Adam enjoys nothing more Top Agent Magazine

than spending time with his wife and young daughter. Adam says, “We love hanging out at our farm and entertaining friends and family here.” Additionally, Adam also expressed how much he enjoys traveling as a way of occasionally unwinding from his busy lifestyle.

Another passion of his involves giving back to the community by supporting local athletes and sports organizations, his daughter’s school Copyright Top Agent Magazine 11

as well as private contributions to various causes and foundations. “I really love helping people,” says Adam.

When asked what he enjoys most about what he does for a living, Adam responded “I like the satisfaction of helping people work through any

situation that might come up during the transaction- which might be the biggest transaction of their lives - and helping them achieve their goals. I try to make my clients real estate experience as smooth and easy as possible. Building solid, personal relationships with my clients is what has contributed greatly to my success.”

For more information about Adam DeGroote, please visit adamdegroote.com, call 519-732-7724 or email adam@adamdegroote.com www.

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Top Agent Magazine

RE/MAX Twin City is proud to congratulate

ADAM DEGROOTE on being featured for Canada in Top Agent Magazine!

Adam is a stellar professional, a well-rounded business and family man, and extremely hardworking. We are so proud to have him with the brokerage! —Melanie Shantz & Judy Lillico

Melanie Shantz | Broker of Record melanie.shantz@remaxtwincity.com (O) 519.579.4110 | (F) 519.579.3442 www.

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RemaxTwinCity.com

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 14

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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MARK CALVELO Mark Calvelo can truthfully say he’s beat the odds to live a full life as a successful Realtor. But the road to get there was filled with many obstacles. “November 1, 1996, I became victim of a hit-and-run that sent my car careening into a concrete wall, rebounding, and soaring 9-10 feet into the air,” he recalls. “Somehow and luckily, I survived the crash.”

As the year passed, Mark says he experienced the rapid deterioration of his body, which included incoordination, shaky hands, blurry vision, migraine-like symptoms. An MRI scan revealed that a portion of his brain had herniated due to the impact from the crash. “I was given two options: do nothing and become paralyzed in 3-5 years’ time or undergo brain surgery with a 10% chance of survival. I chose surgery,” he says.

It took three years for him to relearn to walk and talk after the first surgery. Just when things seemed to be going well, he was struck with the same symptoms–his cerebellum had herniated–again and led to a second brain surgery.

“Once again, I relearned how to crawl, walk and talk, and through my struggle, I found happiness, humility, and a purpose: to help others and give back to the community,” he exclaims. “I have surrounded myself with positivity and embraced people from all walks of life.”

When Mark was growing up, he often accompanied his architect father to inspections, so he’s always had a certain familiarity with real estate. When it came time for him to move forward with a career, Mark decided to get his license. That was in 2003, and he’s never looked back.

“Real estate is just one of several things I truly enjoy doing, not because of the lifestyle it provides for me, but because of the positive life-changing possibilities I can help provide for others,” he says.

He is based out of Re/Max House of Real Estate covering the city of Calgary, Canada. As a result of his accident and medical journey, he established an exclusive partnership with the Calgary Health Trust–the fundraising arm of Top Agent Magazine

Alberta Health Services–assisting AHS employees with their real estate needs. “I am privileged to work with so many amazing people, building incredible relationships.

It’s very rewarding,” he says.

Mark maintains quarterly contact with his clients. “I make the calls to ensure we meet in person. Face to face is always the best. It’s real and the most fun,” he says.

What Mark loves most about his job is the relationships he forges. “It’s all about touching people’s lives and making a difference,” he asserts. “There’s nothing more rewarding than seeing the smiles on my clients’ faces when they receive the keys to their new homes. That’s what makes every day worthwhile.”

It’s not surprising that giving back is of the utmost importance to Mark. “I am alive and well because of my medical dream team, the support and positivity of all health care professionals, family and friends.” Mark donates a portion of his commissions to the Calgary Health Trust.

When he is not working, Mark dedicates all of his time with his two daughters Raina and Makayla, participating in activities like hiking, playing basketball, Arts and Crafts As for the future of his business, Mark offers a positive outlook. “So here I am today: healthy and in great spirits, grounded with gratitude and truly loving life,” he says. “I have failed over and over and over again in my life. And that is why I succeed.”

For more about Mark Calvelo, call (403) 829-3158, email mark@completerealestategroup.com, or visit completerealestategroup.com

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently 18

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client Top Agent Magazine

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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