Canada 7-31-17

CANADA EDITION

CAROL ANSTEY

JESSE DAVIES

BRONWYN RODRIGUES

MILENA SOZIO

JIM J. NOSO

BRADLEY G. SHEEHAN

FAISAL SUSIWALA

ERIC TARANOWSKI

CANADA EDITION

7

JESSE DAVIES

19

BRADLEY G. SHEEHAN

11

JIM J. NOSO

15

CAROL ANSTEY

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MILENA SOZIO

16

BRONWYN RODRIGUES

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27

FAISAL SUSIWALA

ERIC TARANOWSKI

CONTENTS 4) 5 TIPS TO GET NEW CLIENTS

14) CREATIVE WAYS TO SAY THANK YOU

9) DON'T FORGET YOUR CLOTHES

17) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

21) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET 26) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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JESSE DAVIES

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JESSE DAVIES Jesse Davies always had real estate in his blood, with family history in the industry dating all the way back to 1974. Marking the humble beginnings of what would become a lifelong career, Jesse started out mowing lawns and doing property inspections for the family business to pay off his car. After graduating University, he earned his broker’s license and ultimately became the associate broker for his firm. From there, the rest is history. Ten years after his diligent start in the industry, Jesse has amassed a decade of experience, grounding his working philosophy on a commitment to hard work, client-centric care, and creative problem solving.

Jesse primarily serves the southwest Calgary area, specializing in the southwest and northwest inner-city quadrants.

He’s currently works under the banner of RE/MAX where he leads, mentors, and guides a tightknit team of two other agents, Samantha and Ryan. Since making the switch to RE/MAX a year ago, he’s been named a Top 10 Agent for the month of May, a designation reserved for top producers at his brokerage. Today, Jesse works with all kinds of properties across the Calgary region, with a particular affinity for condominiums. In addition to his attention to detail, Jesse operates at the highest level of integrity, navigating every transaction with forthright communication and composure. Accordingly, he has garnered a professional reputation defined by trustworthiness, and his clients know they can look to him for wise counsel as they assess their options.

At the root of his approach, Jesse’s ultimate objective is to create lifelong relationships with those he serves, and with a sizable 50% rate of repeat and referral business his goal is in his grasp. “I love what I do, and my clients can tell,” Jesse says. “I get to know their hopes and dreams and ultimately help them achieve those things. It’s rewarding.”

As for his marketing efforts, Jesse applies a tailored eye to each property. He provides staging recommendations to his clients to prepare the property for the market and, after identifying and targeting specific demographics, Jesse utilizes mailers to advertise his listings. In our digital age, Jesse has also taken the time to grow a significant following on social media outlets, leveraging this network to advertise and connect with potential buyers. Of course, more traditional efforts like exposure on the MLS and hosting open houses adds visibility in-person and online alike. To stay in touch with past clients, Jesse sends a monthly newsletter to update Copyright Top Agent Magazine 8

people on new trends in the industry, while keeping matters light by including fun diversions, like new recipes and things to do in and around Calgary. In considering what he loves most about his daily routine, Jesse reflects: “I like having the freedom of an entrepreneur, working as hard as you want and the rewards that follow.” All in all, Jesse leaves a memorably positive impression on those he serves, who remember him for his loyalty, responsiveness, and the comforting sense that he was never too busy to serve their needs.

In his coveted free time outside of the office, Jesse loves partaking in the joys of family life, spending time with his tenmonth-old son, Carter and beautiful wife, Andrada. Together, they enjoy getting out and exploring the outdoors. Jesse also enjoys playing sports—competing in men’s hockey, playing on a mixed softball team, and even enjoying the occasional round of golf. As for the future of his business, Jesse plans to continue growing his network and nurturing his team, staying ahead of the curve when it comes to industry innovations and trends. Now, with ten years of insight in his arsenal and a continued passion for the family business, the future is surely without limit for Jesse Davies and his team.

To learn more about

JESSE DAVIES

visit jessedavies.ca, e-mail jesse@jessedavies.ca, or call (403) 969-2363 www.

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Don’t Forget Your Clothes We’re sure your goals are lofty, and to hit them, your marketing needs to be on point. But is your brand and position defined? If not, it’s like leaving the house each day without clothing.

And while some would argue that this would certainly gain attention, we don’t believe it’s the kind of attention you had in mind when you set out to become #1 in your market.

A common misconception is that if you are recognized, you are well branded. Almost a year ago we had a conversation with a Realtor about personal branding. She said, “I feel like I’m already well branded in my market. When I walk into a restaurant, they know that I’m Susan, the Realtor.” We replied, “That’s a great start, Susan. But what happens when other Realtors are in the restaurant, too? What sets you apart from them?” At that point, the light bulb came Top Agent Magazine

on and she realized that she wasn’t truly positioned or branded. She was seen as just another Realtor. We explained to her, “Great branding isn’t about being known for your profession.

It’s about being known for being DIFFERENT in your profession.”

Another misconception is that you should begin marketing before your brand is defined.

For instance, we’ve spoken with numerous Realtors who say they plan to finish their website, conduct a photo shoot, create their collateral materials or even launch a social media marketing campaign, then they will think about branding and positioning. But how do you know what types of photos to take? What will you put on your website to differentiate yourself from others? What will your business cards, brochures and even your social media

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platforms say that will encourage prospects to connect with you first? And finally, why on earth would you waste all the time and money on these very important marketing elements before you establish your brand?

In order to develop an iron clad position and brand, here are some questions you should be asking yourself BEFORE you begin ANY kind of marketing.

1

What is my ultimate goal?

Take a strong look at what you want in terms of both professional and personal achievement. What makes you most fulfilled? Where would you like to be financially? Define your path of intended growth.

2

Who is my ideal customer?

Trust us when we say that you don’t want just any customer. You want a customer who appreciates your expertise and dedication, will take repeat advantage of your services and will recommend you enthusiastically to others. Define this person in detail so you have a clear understanding of who you’ll be marketing to and what your message should be.

3

What is my point of differentiation?

This is the most critical question of all. It’s not about what makes you ‘better’. It’s what makes you different. Better is subjective. Different is inarguable.

4

What am I willing to be known for that is authentic to me and significant to my ideal customer?

Find a position that you’re willing to put forth every day. We call this ‘breathing your brand’.

It must also be a position that is meaningful to your ideal customer. We’re trying to create an image that makes your ideal customer immediately connect with you and feel as though they simply shouldn’t be working with anyone else.

A well-defined brand will help you stand out among your competitors. It will serve as a magnet for your ideal customer. And if promoted consistently and passionately—and lived authentically—it will make you instantly recognizable among your community in an unforgettable way. And finally, a solid brand can give you the confidence you’ve likely never experienced at the same level. There’s such power in walking out the door every morning knowing who you are, what makes you unique, who you will be helping today and exactly how you’ll be helping them. And when all of your marketing materials are consistently branded with the same image and messaging, there is undeniable pride as well.

So before you dive into more marketing, don’t go out the door without your branding clothes. You wouldn’t want to portray the wrong perception, now, would you?

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner.

Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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JIM J. NOSO

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JIM J. NOSO Jim Noso has always had the entrepreneurial spirit and before he became a realtor he produced and marketed custom built saunas in the Greater Vancouver area of British Columbia. “I was building saunas for these big expensive homes and I thought that rather than just being a contractor installing one of the home’s features I’d like to be marketing and selling the whole house!” Jim explains. In 2004 he became an agent and went at it with his usual pursuit of excellence. “I was taught at a young age that when you do your best and strive for perfection, good things always happen. I bring that same belief to my clients’ real estate goals today.” Serving the area of Richmond Vancouver, Ladner, Tsawwassen, Burnaby, and West and North Vancouver Jim works mostly as an individual agent. “I like being able to give each customer my full attention full time,” he says. “That way I know that if something falls through the cracks there’s no one to blame but me.” Jim is known for being very conscientious and particular and prioritizes his clients’ satisfaction with his work ahead of his commission. “I work a little differently from other agents in that I’d rather chase excellence than money.”

headline Is This A Home For Someone You Know? rather than the ubiquitous Just Listed! “Asking a little question like that makes people think and possibly look twice,” he says with a grin.

When not working Jim and his family are very involved in community outreach with their church including fundraising and organizing summer camps for children of lower income families that are open to all kids regardless of their family’s ability to pay. He loves spending time with his own tight knit family which currently includes four kids and one grandchild. Travel is a passion and Jim has made several trips to Finland to explore his ancestral heritage.

Jim’s father was a legendary guitar maker in Finland and all four of his children are musical. As for the future Jim hopes to expand his business by a few more agents and to continue the work he so enjoys. “I love the concept of investing in yourself through buying a home,” he admits.

“It’s such a joy to teach people not only how to buy a house but how to make a good return on their investment.

There’s no better feeling than celebrating with clients at a successful closing!”

Macdonald Realty Westmar Phone: 604-715-0013

marilynmiller53@gmail.com

Active R2131590 Board: V House/Single Family

Even when Jim was running his custom sauna company he loved joining his sales team in helping with customers. “Real estate was not really a career change,” he says. “It was a natural progression from one business that I liked to another business that I like even more!” Jim credits much of his success in the industry to the meticulous care he takes with his clients and he is known for his friendly professional service and marketing savvy. “We go all out for marketing our properties,” he says. “I do fourpage feature sheets with pro pictures, virtual tours, floor plans and staging with every listing even if it’s a one bedroom condo.” Jim also utilizes the local Real Estate Weekly newspaper to aggressively promote his listings including taking out front page ad space once a month and his promotions even extend as far as television ads in China due to the large number of Asian buyers in the Vancouver market. When sending out open house announcements he uses the Copyright Top Agent Magazine 12

JIMNOSO

Presented by:

Marilyn Miller UA* 9835 Pinewell Place 9835 PINEWELL PLACE

Residential Detached

Richmond Saunders V7A 2X8

Sold Date: Meas. Type: Depth / Size: Lot Area (sq.ft.): Flood Plain: Rear Yard Exp: Approval Req?: If new, GST/HST

$2,398,000 (LP) (SP)

Feet 0.00 9,859.00

Frontage (feet): Bedrooms: Bathrooms: Full Baths: Half Baths:

72.00 4 4 3 1

West inc?:

View: Complex / Subdiv:

Original Price: $2,398,000 Approx. Year Built: 1992 Age: 25 Zoning: RS1/E Gross Taxes: $5,369.66 For Tax Year: 2016 Tax Inc. Utilities?: No P.I.D.: 003-644-413 Tour: Virtual Tour URL

604.805.7525 www.JimNoso.com Jim@JimNoso.com

:

Services Connected: Electricity, Natural Gas, Sanitary Sewer, Storm Sewer, Water Style of Home: 2 Storey Construction: Frame - Wood Exterior: Wood Foundation: Concrete Slab Rain Screen: Renovations: # of Fireplaces: 2 Fireplace Fuel: Gas - Natural Water Supply: City/Municipal Fuel/Heating: Natural Gas, Radiant Outdoor Area: Fenced Yard, Patio(s) Type of Roof: Wood

Reno. Year: R.I. Plumbing: R.I. Fireplaces:

Total Parking: 5 Covered Parking: 2 Parking: Garage; Double

Parking Access: Front

Dist. to Public Transit: Title to Land: Freehold NonStrata

Dist. to School Bus:

Property Disc.: Yes PAD Rental: Fixtures Leased: No : Fixtures Rmvd: : Floor Finish: Hardwood, Tile, Wall/Wall/Mixed

PL 19607 LT 24 BLK 4N LD 36 SEC 27 RNG 6W

Legal: Amenities:

Site Influences: Central Location, Cul-de-Sac, Paved Road, Private Yard, Recreation Nearby, Shopping Nearby ClthWsh/Dryr/Frdg/Stve/DW, Drapes/Window Coverings, Storage Shed, Vacuum Blt. In Features: Floor Main Main Main Main Main Main Main Above Above Above

Type Living Room Kitchen Eating Area Family Room Dining Room Office Laundry Master Bedroom Bedroom Bedroom

Dimensions 12'11 x 19'0 13'8 x 12'11 10'10 x 17'0 21'0 x 13'11 12'11 x 11'11 12'5 x 14'5 18'0 x 5'8 15'7 x 14'1 15'0 x 10'0 15'4 x 13'0

Floor Above Above

Finished Floor (Main): 1,868 # of Rooms:12 Finished Floor (Above): 1,932 # of Kitchens: 1 Finished Floor (Below): 0 # of Levels: 2 Finished Floor (Basement): ________ 0 Suite: Finished Floor (Total): 3,800 sq. ft. Crawl/Bsmt. Height: Beds in Basement: 0 Unfinished Floor: 0 Basement: None __________ Grand Total: 3,800 sq. ft.

Type Recreation Bedroom

Beds not in Basement:4

Dimensions 20'9 x 23'4 14'0 x 13'1 x x x x x x x x Bath 1 2 3 4 5 6 7 8

Floor

Type

Floor # of Pieces Main 2 Above 5 Above 4 Above 4

Ensuite?

No Yes Yes No

Dimensions x x x x x x x x

Outbuildings Barn: Workshop/Shed: Pool: Garage Sz: Door Height:

Listing Broker(s): Macdonald Realty Westmar Your pristine home on a large property with space and privacy awaits- on the quiet and secluded cui-de-sac in Central Richmond. Quality built (by reputable European builder), and immaculately kept family home with 2 staircases and a very modern and functional layout. Family oriented neighbourhood with Walter Lee Elementary and McNair Secondary schools just blocks away. Conveniently located to shopping and all necessary amenities. Not your ordinary home! Attractively priced.

RED Full Public

The enclosed information, while deemed to be correct, is not guaranteed.

PREC* indicates 'Personal Real Estate Corporation'.

01/18/2017 12:13 PM

9835 Pinewell Place Richmond, B.C. Offered at $2,398,000

Follow Jim on:

This communication is not intended to cause or induce breach of an existing agency agreement

For more information on Jim Noso call 604-805-7525 or email Jim@JimNoso.com Top Agent Magazine Copyright Top Agent Magazine

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

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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CAROL ANSTEY Before venturing into the real estate industry, Carol Anstey was already a successful small business owner. So, when she decided to switch gears and become a sales agent, she knew what it would take to make her mark and derive success from her newest endeavor. She began working with RE/MAX Deer Lake seven storied years ago and soon enough drove her business to double in volume year-over-year. During her second year in the industry, her husband also decided to join the ranks and together they created a formidable team. Ambitious and even-handed, today Carol is the broker at the helm of five offices and twenty-three agents, heading the territory of Newfoundland’s west coast and all of Labrador—a testament to her natural aptitude for leadership, ability to deliver her clients’ successes, and capable navigation of the Canadian real estate market.

Serving the White Bay, Corner Brook, Deer Lake, and the Pasadena area, Carol heads a team of four at her main Deer Lake office and specializes in foreclosures, new construction, business opportunities, land and development land, in addition to residential work. Before her tenure in real estate, Carol previously worked as a paralegal as well, particularly in the areas of real estate law. In addition to incorporating her previous professional experience into her work today, Carol is a firm believer in forthrightness and building trust with those she serves. “I attribute our success to a few factors,” she explains.

“I’ve always believed in transparency and honesty. When I got into real estate I knew I wanted to run my business by treating people with respect. I promised myself that I’d always keep honesty and doing the right thing at the forefront. Even if that means I lose business, I’m okay with that, because it’s equally important to me to do the right thing as it is to make a deal. I think that’s one of the cornerstones of my success; people sense that and gravitate toward it.”

Likewise, Carol recognizes that her industry is one driven by relationships and accordingly, she tailors her work to reflect each clients’ distinct goals. “I always try to develop a relationship with my clients and base my strategy on their needs,” she recounts. “We develop a

good report and stay in contact after closing. “It’s about more than the transaction, it’s a relationship building experience.”

To market her listings, Carol’s team takes a decidedly modern approach, incorporating social media’s vast reach, along with the leading online listing platforms, to ensure that properties enjoy maximum exposure. They also utilize professional photography and video to strike a memorable impression. Open houses and brochures invite further engagement, while listing to the local bank’s realtor board generates interest from a local audience. Finally, the team tailors all their marketing efforts to target specific demographics and geographic areas, sourcing the ideal buyer for each property. To keep in touch with past clients, Carol and her team meticulously manage a client database. During the holidays, they send out poinsettias to current clients and throws appreciation events and business mixers to create face-to-face time with those in their network.

Carol’s avid engagement in her community is built into her business.

“Giving back to our community is very important to us, and I think that has a huge impact on our business,” she says. “The community knows us and trusts us.” One event that Carol and her team participate annually is the Santa Stroll 5K Walk, where participants raise money to give back to families in need during the holiday season. Likewise, she and her team regularly contribute to the Salvation Army and give a portion of their commission to the Janeway Children’s Hospital Foundation. Carol is personally involved in charitable efforts that benefit organizations in Thailand that combat human trafficking and exploitation. In her free hours, Carol is a mom of four, and she and her husband spend much of their free time supporting their children’s various sporting events, from figure skating to gymnastics.

As for the future, Carol has plans to maintain her business’s momentum, with hopes to share her knowledge and acumen through speaking engagements and mentorship opportunities for up and coming agents. Now at the helm of a thriving enterprise and equipped with a solid foundation to serve her clients, the best is assuredly still to come for Carol Anstey and her team.

To learn more about Carol Anstey visit remax-realtyprofessionals.com/agents/carol-anstey, e-mail carol.anstey@remax-realtyprofessionals.com, or call (709) 635 - 6000 www.

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BRONWYN RODRIGUES When Bronwyn Rodrigues was just 22 years old, she read a book called “Dream jobs” and so began shadowing people in various careers that she thought might be a good fit for her.

But the minute she shadowed a real estate agent, she knew her search was over. “I fell instantly in love with the industry. I immediately took the courses and got my license, and I just jumped right in.”

“Nine years later, Bronwyn is one of the most in-demand and respected agents working in the Greater Ottawa area.

What made Bronwyn so passionate about the business was that it allowed her to help people, which is why she brought her talents to One Percent Realty, an agency that has a unique low commission approach to sales.

“Since I’ve started here, I’ve saved my clients over 1.2 million dollars in commission fees, and that is just so rewarding for me. I come from a less fortunate background, and it was important for me to give my clients every advantage possible, and sometimes the more traditional commission leaves them with very little money for a down payment on their next property. We’re really leading the industry in commission change, and that’s one of my favorite things about working here. It also nice that I get to help people meet their buying and selling goals along the way” The lower commission rate does not mean a lower level of service. Bronwyn prides herself on providing

an exceptional customer experience. “Key to my customer service is constant and honest communication. I send weekly reports to my listings that include market evaluations as well as feedback, so we can constantly stay competitive, by seeing what potential buyers are saying about the property. I’m very involved in the process and work hard to get the home sold for top dollar in the quickest amount of time possible.”

Bronwyn is also passionate about educating her clients on the process, believing firmly in the idea that a well-educated consumer is better for the industry as a whole. “In a hot market, a sale can happen so fast that your client doesn’t have the time to really understand the process. I enjoy giving people the tools they need to make the right decisions as far as purchasing their homes go, so they can continue making sound investments for the rest of their lives. I was all heart and no head when I purchased my first home, so I really like taking the time to make sure my clients make better decisions than I did.”

Bronwyn couldn’t be more excited for the future and is planning to continue growing her team, so that she can help even more people achieve their real estate dreams.

“Real estate is more than just a career for me, it’s a lifestyle. I want my clients to know that I have their backs.

I love what I do so much, it doesn’t even feel like work for me.”

To learn more about Bronwyn Rodrigues call 613-979-1027 or email bronwynrodrigues@gmail.com 16

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

4

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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BRADLEY G. SHEEHAN As a fourth-generation broker, Bradley G. Sheehan got an early start in the real estate industry. During his childhood in the 70s, Bradley earned pennies helping out at his father’s practice, and by age fourteen, he became a homeowner through his parents’ trust, spending free hours during high school renovating his very own property. After graduation, he decided to pursue his license in earnest, learning the technical details of the industry to match his mounting intuition of its inner workings. With the advent of first-time homebuyer programs, Bradley soon began selling homes to young friends of his, and since those early days he’s never looked back. Today, with thirty-five storied years of experience, Bradley has built a reputation of integrity, transparency, and unparalleled market knowledge.

Primarily serving the Niagara area, from Fort Erie and Port Colborne to Beamsville, St. Catharines and everywhere in between, Bradley spearheads his work under the banner of RE/MAX Garden City. Before that, Bradley had run a family-owned brokerage, but craved the chance to get back into the field as an agent. Now, he leads a growing team and has secured a 75% rate of repeat of referral clientele—a testament to his longstanding ability to create memorably positive buying or selling experiences for those he serves. In that vein, Bradley’s lengthy tenure in the industry has afforded him the delightful opportunity to serve multiple generations in pursuit of homeownership, with a handful of transactions completed on behalf of the grandchildren of his earliest clients.

“It’s so rewarding to get to know families over the years,” he says.

“It’s what keeps me going every day.”

Bradley’s working style is defined by forthright communication, education, and a personal touch. He prides himself on providing clients with clear, thoroughly vetted options by which families can make the best decision for their needs. Likewise, his personable approach—getting to know each client and learn about their overarching vision and goals—inspires a sense of confidence and

calm in those he serves. “I like meeting people on their level,” he reflects. “Making a connection with clients and their families is my favorite part of what I do. I’m very engaged and I do my due diligence.” In fact, Bradley makes it a foremost priority to leave no stones unturned when navigating the buying or selling process, especially in today’s fast-paced and competitive market. “Doing your homework is so important,” he says. “In order to provide a positive experience for clients and reach a great result, you have to cover all your bases. There’s no room for error.”

To market his listings, Bradley incorporates modern technology to ensure each listing enjoys maximum visibility online. From utilizing professional photography to staging services, Bradley takes whatever steps are necessary to prepare homes for market.

He also makes use of social media, optimizing online listings for ultimate exposure. All in all, Bradley is a firm believer in being thorough, knowing that results directly correlate to hard work. “In this industry, you always have to be prepared to step up to the plate,” he says. “I’m there whenever my clients need me.”

To give back to his community, Bradley is involved in multiple charitable and civic engagements and gives to the Children’s Miracle Network and the Alzheimer’s Association. In addition to sponsoring local sports programs and donating to Hospice Niagara, Bradley and his team sponsor a family in need during the holidays. Recently, Bradley has decided to turn his charitable efforts toward mental health awareness, with hopes to make an impact on the local community. In his free hours, Bradley enjoys taking in the hockey games of the local Niagara IceDogs, traveling internationally, and visiting his first grandchild.

As for the future, Bradley has plans to continue his business’s steady growth, with hopes to educate and mentor up and coming agents in the finer points of the industry, emphasizing meaningful communications and connections as a way of doing business.

Now, with more than three decades of first-hand knowledge to pass along—along with a spirited and authentic love for his career and clients—the best is assuredly still to come for Bradley G. Sheehan.

To learn more about Bradley Sheehan visit TheSheehanGroup.ca, e-mail bgsheehan@gmail.com, or call (905) 328-6804 www.

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MILENA SOZIO Before she became a successful agent, Milena Sozio first fell in love with staging and interior design. After buying her first home, she inquired with the builder about opportunities to stage his future projects and he wisely suggested she first pursue her real estate license. Intrigued by the prospect of a professional path that would apply her creative eye, she swiftly took his advice. Fifteen storied years after earning her broker’s license, Milena has never looked back. Over the course of her flourishing career as an agent, Milena has built an accomplished enterprise grounded by client-centered care, an ethos of honesty and respect, and a focus on savvy marketing that reaches a global audience.

Milena and her team serve the Hamilton, Ancaster, Burlington, Stoney Creek, and St. Catharine’s area. As a part of Keller Williams Complete Realty, she heads a tightknit and productive team that consists of two buyer agents and two administrators at their office in Ancaster.

Milena’s powerhouse group ranks in the top 2% of realtors on their board for the first quarter, even without taking into account the sizeable portion of new-build properties they sell, as well. Considering her approach to client care, Milena prides herself on building positive personal relationships for life. With 75% of her business stemming from repeat and referral clientele, she’s managed an impressive share of word-of-mouth business, driven by her track record of success. “I never look at clients as a commission,” she explains. “I treat them with honesty and respect, and I keep their best interests as my number one priority.” Accordingly, Milena and her team unite their efforts to ease the stress of transactions, instilling in clients a sense of calm and order throughout. Likewise, Milena is a firm believer in ongoing education and staying ahead of the curve in order to best serve clients in an ever-evolving industry. “We want to be the best agents we can be for our clients,” she says.

To market her listings, Milena first incorporates her keen eye for design to ensure properties make the ideal first impression. In addition to completing a walkthrough and consultation, she collaborates with her staging assistants to craft a tailored strategy on how best to package

and present homes to the market. Noting that presentation is everything, Milena utilizes professional photography and then deploys a fourteen-day marketing plan to distribute listings far and wide. Beyond the standard MLS, she also distributes listings across Keller Williams’ extensive database—which spans 76,000 websites, locally, nationally, and abroad. Recognizing that one in twelve buyers comes from an international market, she’s mindful to publicize listings for maximum exposure in order to net the highest value buyer. She also makes use of search engine optimization (SEO) techniques to track and understand the needs of current markets, and targets ads accordingly. To stay in touch with past clientele, Milena most enjoys hosting client appreciation events to create face-to-face time with those she’s served in the past, relating on a personal level that yields steady contact for years to come. In reflecting on her favorite aspect of her day-to-day, Milena says: “I really love being able to meet and connect with people. It’s satisfying when I can help someone achieve their goal.”

Outside of the office, Milena is an active participant in the local community’s civic and charitable efforts. In addition to teaching a program called Quantum Leap—empowering soon-to-be high school graduates to live with intention and make the most out of their futures—she along with her fellow agents at Keller Williams also support City Kids, serving underprivileged children in her community. Through City Kids, Milena sponsors various charity events and donates her time to provide a clean and safe environment for young people in her city. In her coveted free hours, Milena relishes relaxation time when her schedule permits. At the top of her list is spending time with her kids and husband, going to the movies, or having dinner out and about around town. She also favors an active lifestyle and trains three times a week, decompressing through bicycle rides.

As for the future, Milena has plans to apply her extensive industry experience by becoming involved in professional coaching, aiding young professionals in making informed career choices. What’s more, she is currently utilizing Keller Williams’ Expansion Systems to further develop her business and its reach. Today, with more than a decade of first-hand industry knowledge in her arsenal, along with a proven dedication to her clients’ successes, the years still to come are bound to be busy, bright, and bountiful for Milena Sozio and her team.

To learn more about Milena Sozio, visit soziorealestate.com e-mail milena@soziorealestate.com, or call (905) 308-8333 www.

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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FAISAL SUSIWALA Top Agent Faisal Susiwala of RE/ MAX in Cambridge, Ontario has squarely positioned himself as one of the top ten real estate brokers in Canada through hard work, client dedication and his ability to stay abreast of cutting edge industry technology. He is also ranked by RE/MAX as being among their top 1% of realtors worldwide, an impressive feat by any standard.

Faisal was also recently awarded the Luminary of Distinction award, placing him among only 55 RE/MAX agents worldwide to ever receive this distinction.

Faisal, who has been working in the industry for twenty-nine years, began his career in high school when he was just turning eighteen years old. “I decided I’d like to learn a little about real estate, so I took a summer course and that led to getting licensed.”

When he’s not working, Faisal’s time is dedicated to his family, and he, his wife and his two children can be found skiing in the winter and mountain biking in the summer. “Traveling is also a big hobby for us,” he says, “and we like to block out a week or two to get away on family trips.”

Looking to the future, Faisal says “I just want to continue to evolve and increase my market share. I’ve been successful at that over the years, just really staying ahead of what’s next.” He is also interested in being involved in new land development, particularly with new, affordable housing. “There’s a real need for young people to be able to buy homes. Higher density, urbantype living is going to be important.”

For Faisal, career satisfaction comes less from commissions and more from personal interactions. “I like the fact that each day is different, and that I get to meet amazing people and become part of their families for awhile, and that I get to build lasting relationships. It’s very fulfilling to help people buy or sell a home and move on to the next phase of their lives.”

Faisal was not an overnight success, however, and he is quick to point out that it took a lot of hard work to reach the top. “One of the things I like to share with new agents is the fact that it takes years and years to get here. My beginnings were very humble,” he says, “and I really had to work at it and commit to it. Just putting in the time is so important. A lot of people miss that part of the story and they get caught up in the glamor. It’s really about all those hardships you have to travel through in order to succeed. A lot of new agents will read about successful agents and they’ll miss the fact that it took a lot of hard work to get to that level, and the commitment it took to get there.”

Currently selling an astounding 250 – 275 homes per year, Faisal can boast of having a business that is comprised of nearly 50% repeat and referral business. “Having been in the industry so long,” he says, “I’m currently on my third generation of family members who are using my services. Aside from the wealth of accumulated knowledge he possesses, it’s the level of personalized, high quality customer service he provides that keeps them coming back. “My commitment to working with them personally is probably the number one reason,” he explains. “They appreciate the fact that I have a really good handle on current technologies, and that I’m able to evolve along with the market.”

Giving back to his community is extremely important to Faisal, and to that end he works with a number of small, local charities.

“I support local food banks, shelters, different groups that help people who have disabilities,” he says. “That’s been my focus.

It’s very important to me to keep it local.”

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For more information about

FAISAL SUSIWALA,

call 519-624-5555 or email faisal@homeshack.com Copyright Top Agent Magazine 25

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

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

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

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

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

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

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

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

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

BE MORE POSITIVE

BE WILLING TO LEARN

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

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

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

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ERIC TARANOWSKI For 27 years, Eric Taranowski has been one of the most respected names in real estate, helping countless West Island and Montreal families in their quest to achieve their real estate dreams.

Real estate is truly Eric’s passion, and he brings an unsurpassed level of expertise to his clients - while still having energy and enthusiasm for the process. Upholding his absolute dedication to providing top notch customer service that goes above and beyond is Eric’s commitment to his clients.

After an award winning career with some of Montreal’s top agencies, Eric recently joined forces with Profusion Immobilier | Christie’s International Real Estate, the area’s premier brokerage. The key to Eric’s success has been his determined focus on providing an exceptional experience for his clients. “I am 100% accountable to my clients. This is a service industry above all else, and I provide every client who works with me the same quality of service, regardless of the price of their home. I think that level of care is what accounts for my high rate of repeat and referral business. My clients know that I will take care of their friends and family with the same dedication that I took care of them.”

For Eric, this business is about building relationships, and helping people through what can often be a challenging period in their lives. “Transactions can be intense for many reasons and I pride myself on being a strong negotiator who is focused on a successful outcome for my clients. Every transaction is unique and being able to account for variable change and knowing the right negotiating tactic is key. Having an impact on people’s lives is something that I take seriously.

I truly care and they can feel that. That’s why I work so hard for them, through every step of the process, all the way through the transaction.

I always say, “Hard work beats talent, if talent doesn’t work hard” and that’s something I try and impart to new agents as well.” With over 100 million dollars of closed real estate transactions, Eric’s approach definitely resonates with his clients.

Eric’s high level of service extends to his marketing packages as well. “I do everything in my power to make a great first impression. I invest in the marketing process ensuring I show the properties in the best possible light, achieving maximum exposure using both online and print media.”

Eric is actively involved in the community and volunteers his time when he can, cleaning up parks and other things that improve the area that he loves and represents. When he isn’t working, Eric is an avid outdoorsman and takes time to enjoy all that Montreal has to offer, including fishing, and skiing in the winter.

Eric is considering expanding into new territories, in hopes of offering future clients the excellent level of service he is renowned for. “What I love about this business is that you are the architect of your own life and the possibilities are limitless. I love waking up every morning and doing what I’m passionate about. No two days are ever the same, I’m meeting new people every day, as well as constantly learning new things the real estate market. I feel very fortunate to do what I enjoy.”

To learn more about Eric Taranowski

call 514-947-7653 or email etaranowski@profusion.global Top Agent Magazine

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