CANADA 8-23-21

CANADA EDITION

How to Make Your Commute Productive FEATURED AGENTS

GAIL BOUW HARPREET CHRISTIE NATASHA FORNIERI GURMAAN JHAJ REBECCA JOHNSON RAJ KANDOLA ERICA LYNN GORDON SU HOUMAN TABA

COVER STORY

TERRI HASTINGS

ADDING VALUE TO LISTINGS Is Starting a Team

THE RIGHT SOLUTION FOR YOUR BUSINESS?

CANADA EDITION

HARPREET CHRISTIE GAIL BOUW - REAL ESTATE

fantastic Throughout her life, Harpreet Christie has 15 21 26 30 of her v been passionate about real estate. Coming and refe from a background in interior design and matters loving technology, she got her start as a says. “W receptionist for a leading real estate comhomebu pany in 1998. At that office, Harpreet would per, eve grow to become an assistant for one of the learn so company’s broker-owners, where she had TERRI more rew an opportunity to learn the business from TERRI HASTINGS GURMAAN JHAJ GORDON SU GAIL BOUW HASTINGS ERICA LYNN HARPREET CHRISTIE REBECCAthe JOHNSON RAJ KANDOLA that perf ground up, and in the meantime, she If Erica Lynn could impart one piece live in a bilingual area, so with t needs.

Moreover, she keeps in touch long Born in Quesnel, British Columbia, and Rebecca Johnson moved from the Greater In terms ofand marketing, Rebecca’s team began 34 purchasing renovating invest33 of Kelowna 37 after the closing 38 her clients NATASHA FORNIERI to ensure are we’re 41 a resident since 1986, of wisdom on Raj anyone entering thecurrent team currently building, o Toronto Area to Brantford, Ontario 10 years prioritizes staying in the contempoment around Lloydminster. satisfied and thriving in their new homes. has from farming to rary ® moved business world,properties it’s that marketplace, you can haveand they Director of Operations isOutside fully bili ago. After getting licensed as Kandola a Realtor are constantly “I don’t just sell a house and run,” she involved in her comm serving in a medical lab—and now she Inspired by these she would finally decide with buyers others.

“This real estate industry has a stereotype it all. working As a wife and mother inexperiences, her new earlyoptions gual and does our write ups in Fren JHAJ and working for a reputable brokerage GURMAAN for When investigating to offer clients says. “If a client needs ongoing assistance, is an Okanagan REALTOR ! For more some time, she was ready for a change.

She she the latest marketing platforms, including 20s, Erica has developed a solid repand sellers, Natasha where all money hungry and it’s all about sales contributions to area toworking pursue her license and we’re launch her own career asand a English.”

I continue working with them—whether than 20 years, has been in aFornieri’s met with Kate Broddick for lunch, as they professional photography, utation in her thethe New realus. That’s theyvideography, need ahow referral for a contractor or does not medical lab, where sheisbalanced obli® Brunswick for goal to make transaction not I operate.

Money view series to promot —and she hasn’t looked back since.

REALTOR had worked together on a few transactions, and 3D Matterport Tours. sendsfrom further assistance the tenancy branch. gations to her patients and staff while also estate market.

“Young people can Multi-award-winning When Erica isn’t working, she’scare sta switch Top Agent Gail Bouw process smooth and simple motivate me.

I She genuinely like meeting with people, Above all, I strive managing her family’s successfulbefarming media, sharing with and they realized they had similar visions market and reports and makes phone callsto go above and beyond definitely successful, having ing active in her community throug working wt – of Coldwell Banker Plus Realty and provide client with helping them, and making themAction happy. When I see with each transaction.”

But through it all, sheeach always ® and goals for their careers. business.

Five years to past clients to keep up with them, and a child does notHarpreet affect your is capacity various charities, associations an to she’s n for RE/MAX of Today, a REALTOR superior the joy face after I get them the price that an interest in real service. estate. So inPassionate be the perf Brokerage in SIMCOE, Ontario – offer. is a When ago, Rebecca joined The Kateharbored Broddick finds and it rewarding to in staytheir engaged with to be a business owner entrepreevents.

“I’m currently the president Since her real estate career, Raj 2019, she decided to take the leap and accombe found tending Lloydminster, where she assists throughout helping people they ordedicated, I launching exceed their expectations and they’re Team, and the rest is history – Rebecca and about them long after thewant, transaction isclients closed. wise truly hardworking andcan deeply neur,” explains. nothing the as Chaleur Chamberbe of aCommer has become a rising pursue her license, winningshe Rookie of the “There’s NATASHA FORNIERI REBECCA JOHNSON RAJ KANDOLA ERICA LYNNstar in the industry, HOUMAN TABA plish their dreams, Natasha so grateful—that’s what drives me and that’s what Kate have enjoyed working together and Rebecca closed just shy of $20M in total ings, or spending qua Lloydminster and the surrounding areas.

Dual licensed customer s knowledgeable real estate agent who is firmly evidenced by her rapidly growing referral Year honors withinstopping her first sixyou months at being a wonderful from and a board member of the Downtow supporting each other, and TheCentury Kate Broddick Team sales volume in 2020, and typically completes 35 – she first got into the business gets me to the next year,” says, and adds, “As base.

Having been recently honored with Century 21 21 Assurance Realty Ltd..

Sure enough, she’s Alberta and Saskatchewan, she possesses theher integrity mom,in great wife and business owner.” committed Bathurst Corporation her to helping many clientsRevitalizing reach formed has been the #1 Team in Brantford for the past fiveher 45friend transactions each yearagents, – she Pacesetter hopes to Platinum double that Award, she different is most inspired been going strong ever when we come across many scenarios forand her team membe Shesince. got herexpertise start insuggested 2018, as sheCanada was she says.Going Erica forward, Har and needed to meet the demands of any transor sell hom their goals, whether they be buying, selling consecutive years. she’d make a great REALTOR®.number in the future. by the ways in which real estate compliments her “It was a natural might need to sell theirhave homealso anddone buy several fundraise looking for a different lifestyle.

“Iwhy used someone CONTENTS passionor for helping others.

“Ever since myon real providing Today, Raj is a REALTOR for Century 21 Assurance investing.

Gail’s focus future ofofher business action.

“I make sure every one of my clients isbestarting at ease,” fit for me.

I like to collaborate with people, and a new one.

It’s important to empathetic towards to work the night shift, and we were raising thousands dollars for t estate career, I feel like I haven’t slept this past year,” Realty Ltd., where she assists throughout the Born and raised in Toronto, Rebecca is very familiar Inclients her free time, Rebecca enjoys taking vacations and Currently exceptional customer service has translated she intends on buildi she says.

“They never have to worry about the next step; looking to start a family, so we decided local hospital and food banks.

Durin she says with a laugh.

“More than anything, I simply Okanagan Valley and surrounding areas at large, from I work when can bounce my time ideaswithoffher husband everyone’s individual situation andTO focusLISTINGS on what the 4) RECONSIDER 24) ADDING VALUE with the market landscape ofbest the area.

SheIREFERRAL-ONLY has been spending and daughter, as well love working with people and delivering outstanding Osoyoos (South Okanagan) to Kamloops (Thompson Simcoe, Po into a thriving business that continues to if I was going to leave my good government job that I any free time, she can be found hanging out wi others we can and inspire other toI do better,” transaction means to them.” mentorship and train provide them with redShe carpet service andOF help working in Brantford for and many years, uses each herinstead, as working out and staying in shape. is involved & THE ADVANTAGE IDENTIFYING WHEN PLANNING THE FUTURE results for my clients.”

Okanagan.) There,FOR shetohas established a hands-onI was had leave it for something passionate about.” family, tending to her farm, or supporting new loc ca year after year and has also resulted in County, sheto explains.

Asaround the get team and broker atto part informed perspective educate clients and con-leader Women in Business events and theprocess.” local Women’s professionals, impart them navigate each ofgrow the process expertise and with open communication NEIGHBORHOOD AMENITIES The answer found in real estate, shecareer, grew up heavily businesses. sistent results for them.

“I work withbuyers, a lot first-time Shelter, participates in a 12as of Giving Going forward Natasha plans to continue providing Natasha Fornieri &ofsellers, Associates, shewas clients entirety of h aDays stellar reputation asinvolved a trusted, real serve and investors ofserves alland kinds.

Outside her Raj isevent with herhonest ent service on the new 9new THINGS THE BEST LEADERS with parents who and her flipped homes.

With home buyers and 13) people to the city,” Rebecca at the endpurchased of every year.

For clients the future, she hopes to community.

On top of participating in volunteer oppor31) HOW TO MAKE YOUR with the five-star service she’s known for. throughout Ottawa, Canada. estate advisor. upon repea a people-loving personality and atunities desire to she help othCurrently, Ericavarious is building a team of once like-mind through her temple, she supports When Brantford listing a property, Rajeducate equips her clients with estate coach tol listing a home, Harpreet leverages her technical says. “I love showing peopleSAY what has toWhen more agents in her field, as has begun to NEVER COMMUTE PRODUCTIVE “The funny thing about this business is you just never cant achiev to raise awareness for area cancer foundaan extensive suite ers, of get resources.

Leveraging the eliteher fundraisers Erica has no doubt found true calling. individuals who put their clients’ needs first.

“W offer, and I’m very good at making sure clients take on a role as a mentor on her team, and to continue that you love for peo background andand strong understanding of My social media where it’s clients headed. goal is to continue Having been in the home. business for over a decade tions.

Fluent speaking, writing, andmain reading marketing at Century Assurance Realty Ltd., toknow in her hi Gail began her inPunjabi, the world of intosoother would eventually like to expand marke a good return on their investment into ateam I can 21building her business reach as in many as journey 35) IS STARTING A TEAM THE RIGHT she also serves as atransaction. translator at provide her local hospital her clients fullymarketing prepare their home to sell, helping 18) GOOGLE ADWORDS: my clients andacross to thethe women IThe work witnessing the different hurdles women ininreal estate “In my career, I’vetoaf toRegion, ensure a seamless With tell if a home is worth buyingshe at helps its current price.” possible Brantford.

Serving the Chaleur where she was raised, Canada,” sheand future looks that bright, has real estate in FOR 2006,YOUR following asays. thirty-five SOLUTION BUSINESS? providing them withimportant professionalfor photography and in the community. often have to face, it was Natasha to with the space for equal growth and opportunity.

As MAKE DO THE Rebecca’s numberHOW one goal TO in her work is toGOOGLE meet her has deep understanding the career area andinloves she can’t she wait to see what’s in store.

“Isuccess— lovefriend helpi you’ll findvery of her team and of elite marketing managers, prosharing their listingErica over ahelp blendaof third party websites. the hospitality industry, including start herthat own female team.

“I wanted to create for the rest, I don’t have a list of things that I need to clients’ needs, and WORK she does by all-star providing profound 39) 3 MIND–BENDING PHILOSOPHIES people reach their real estate goals.

A growpeople get ahead in their personal goals.”

Going forward, Raj has exciting plans for the future Along the way, shehelping gives her sellers an added advanFOR YOU vides her clients with a suite of premierstint listing aTO two-decade as services, General for says Gail, w insight that helps her clients make decisions more opportunities women, tomedia help thembusiness achieve accomplish each year; IYOUR prefer to go withManager the flow.” of her business.

In and the months ahead, she intends on tageinformed throughfor her own ensuring ingsocial portion of presence, her derives from repeats EXPAND PROFESSIONAL Houman Taba became interested in real estate early on. “ including professional photography, drone imaging, for themselves and their their families. expanding her sphere of influence to nearby regions, an efficient transaction that maximizes their value. s Red Lobster restaurants.

“When I decided to to inspire a testament to her Houman superior goals and give themreferrals, an equalwhich spacestands whereasthey family work, was in interested real estate inquite Tabainvolved reala bit,” estateHouman early o PERSPECTIVE deepening her volunteer and became scaling her process videography, and 3D virtual tours.

From there, she service. very strong on our ethics,” Erica says. didn’t feel stuck infrom only one role. “We’re The goal was for us family was clientele. involved in real estate® must quitebe the a bib calls, “and always thought being a Realtor to further meet“My the needs of herI growing Most her experiences in business and manageWhen working with clients,Drawing Rebecca prioritizes “We always want to do the right thing and make sure broadcasts her listings over a blend of targeted digiall to be able to work alongside each other and grow of all, though, she will continue to leave her indelible ment, Raj is just as helpful when assisting her buyers.

Houman recalls, “and I always thought be-ing a Realto job in the world, because you don’t have to sit in an off building trust and is completely transparentour with are as as possible.

When it comes mark on her beloved hometown, truly living upshe to in her the world, be-cause y onI’m her very in-depthclients knowledge ofprotected the we Okanagan, together asa Leaning alotteam. with what have must be the best job tal and social media campaigns.

But through it all, her information. Phone She spends310-734-1440 of time gettinghappy to You get to work with different people, go to different cit | Fax 310-734-1440 to them offers, properties, selling, make slogan: “Workwe hard with honesty and integrity.” she carefully guides to viewing the right home for theiror even and look future,” she says. don’t have to sit inhomes, an office.

Youalways get to been workan w know clients and achieved building trust with forward them, andto isthe and look at different which has in includes her clients in the‘t’ process, empowering them sure that every ‘i’ is dotted and every is crossed.” mag@topagentmagazine.com | www.topagentmagazine.com different people, go to different cities, and look upfront when advising clients on what she believes est of mine.”

Houman studied Building and Engineerin Tothrough learn the more about Raj Kandola call (250) 870-3294, Throughout process, Erica doesn’t hesitate to point her unique blend of expert advice and which service. to be the right decision for them.

“I work make ethic my clients different homes, has always been an interest Known for her and integrity, Natasha has 7

®

GORDON SU ®

No portion of this issue may be anyinmanner whatsoever without prior consentof of British the publisher.

Top Agent thethem University Columbia, and began his real es raj-kandola.c21.ca email or visit outreproduced issues raj.kandola@century21.ca, she in sees the property and connect my priority, and I keep myself available help them mine.” Houman studied Building and Engineering at t a large network of toby repeat andPublications referral clients.

“I’m with people that could repair the problems.

When it Magazine is published Feature GA, Inc. Although precautions are taken to ensure the accuracy of published career at the end of 2007. Ever since then, Houman has b with any problem that might come because up,” Rebecca says.Elsewhere, University of British Columbia, and began his real estate care Harpreet is just hands-on when assisting pretty lucky I seem to marketing naturally become To learn more about Johnson, comes her listings, sheRebecca also as goes aboveorCopyright Agent cannot held responsible for opinions expressed facts supplied byMagazine its authors. dedicated to helping clients achieve real estate goals “Communication materials, is the key. Top I work hardMagazine to ensure that to be Top Agent at the end of 2007.

Ever since then,their Houman be To learnhas more with page most of address, myphase clients. don’t need to social docallmedia please (519) 755-1652, and of beyond, utilizing her spread herIinquiry buyers.

Drawing fromskills hertodecades of inprofessional Toclose subscribe change send to mag@topagentmagazine.com.

Published the U.S. my clients and I are on the sameor in every dedicated to helping clients achieve their real estate goals. campaigns, I genuinely to “Most stay inemail touch with For more informationemail Erica Lynn thewant word. of the rebecca@teamkate.ca, people that do business with harpreet the transaction.” Due to her commitment to herjust clients, experience and firsthand knowledge investment Alongofwith his team, propHouman servesabout the greater Vancou or visit teamkate.ca us find us on Facebook or Instagram, so we are always them, and they want to stay in touch with me.

We call please call 506-545-5208 Rebecca gets 80% of her business from referrals.

2 Agent Magazine visit area.

One of his business com erties,our she carefully guides each client to hundred thehis rightpercent homeTop Along team, servescurrently the bord grea there,” she says.

“We also with or text often, but social maintaining media makes itpresence incredibly or emailHouman erica.lynn@kw.com www.

www.

www.

easy to stay connected.”

from repeat and clients, an amazing spe One hundred percent of feat his that busine or ca for their best interests. In her Vancouver career, shearea. hasreferral earned a to the trust and confidence he inspires. “I have alw

mailto:mag@topagentmagazine.com

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3

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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TERRI HASTINGS Top Agent Magazine

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In 2006, Terri Hastings got her real estate license, and she’s been working in Bruce and Grey Counties in Ontario ever since. Her business has grown steadily over the years, and she now has a team of 8 full-time agents spread across three different office locations in the area. They primarily do business on the Bruce Peninsula, which is surrounded by immaculate natural beauty, a waterfront locale, with a tight-knit 8 Copyright Top Agent Magazine

community. Terri’s team is intimately familiar with the area, being a group of local realtors, and they are wellequipped to handle all forms of real estate business therein.

Terri has built a reputation for herself as an elite Realtor in the Bruce Peninsula, but she has come into her own as a Team Leader as well. The Terri Hastings Real Estate Group is the Top-Producing Top Agent Magazine

The Terri Hastings Real Estate Group is the Top-Producing team in the area – they sold almost 400 homes in 2020, and are on track to close even more transactions this year. team in the area – they sold almost 400 homes in 2020, and are on track to close even more transactions this year. Their knowledge and enthusiasm make every client feel like they are in good hands.

“The passion of our Realtors shines Top Agent Magazine

through to buyers,” Terri says. “We all love where we live, and we work hard to help newcomers appreciate the beauty of the Bruce Peninsula as well.” The Bruce Peninsula is a “hidden gem,” Terri loves the raw beauty and inherent charm of Copyright Top Agent Magazine 9

“We all love where we live, and we work hard to help newcomers appreciate the beauty of the Bruce Peninsula as well.” Bruce Peninsula is a “hidden gem,” Terri says. the community, and she and her team love to introduce folks to it year in and year out.

As a team with a wealth of collective experience, Terri’s team knows their market extremely well. They are attuned to the cycle of purchasing and selling that remains consistent from year to year, and they use that knowledge to get 10Copyright Top Agent Magazine

the best possible prices for buyers and sellers in the area. Terri and her team have a large referral base, as they are pillars of the community and renowned for their excellent customer service, and they use targeted marketing to great effect. Terri in particular is an expert in waterfront properties who is passionate about her niche and loves to show it off to clients.

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When it comes to promoting her team and her business, Terri invests heavily into marketing. The primary demographic in the area is age 58+, so the team does a lot of print advertising and they market in the city. They also maintain a robust Top Agent Magazine

online advertising campaign, using social media and various digital marketing platforms, including Keller Williams’ Command, to reach an audience beyond the local market that physical print can’t touch.

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As one might expect, Terri and her team are heavily involved in their community.

They have done a lot of fundraising for various local organizations, and routinely make donations for local schools and prior to Covid held many community events to promote community interactivity, they now do it all virtually to still maintain the

same community feel. Collectively, the team loves the outdoors, considering it’s an essential part of the Bruce Peninsula, and don’t miss an opportunity to explore the scenery. If you’re looking for inspired real estate service from someone who truly loves the place they live, look no further than Terri Hastings!

Contact Terri by phone at (519) 270-2655, email soldbyterri@sympatico.ca, or visit her team’s website at terrihastings.ca for more details. www.

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9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

14

THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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GURMAAN JHAJ

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GURMAAN JHAJ

Gurmaan Jhaj is a realtor working with Sutton Group - Alliance Real Estate Services in Surrey, British Columbia, Canada, and serving clients across the Fraser Valley. Gurmaan is proud of his family background in Development and the experience it has afforded him, and about a year and a half ago he decided to apply that experience in the real estate industry and get licensed.

Though he’s fresh in the business, Gurmaan has kicked off his career as a realtor in high gear, and the majority of his business is referral based. Because of his substantial experience with Development and home building, he is able to offer clients a unique perspective on properties and a high level of expertise.

These things make him 16

a great fit for clients looking for investment properties: often working with developers rather than private individuals, Gurmaan conducts extensive research on which areas are trending upwards, and advises his clients accordingly.

Gurmaan places great emphasis on the quality of his customer service. He encourages communicative relationships with all of his customers, assuring them that his phone is

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on 24/7, and even frequently working until midnight to meet their needs. He reaches out to past clients with a newsletter as well as frequent blog posts and a wide range of other social media activity. In addition, Gurmaan works very hard on the development side of marketing. For example, in the process of listing a 34-unit townhouse site on his own (which is impressive enough), he works closely with the development team throughout the entire process – from marketing materials to renderings to picking out finishing materials for the units to be constructed.

A networking-minded realtor, Gurmaan focuses on establishing long term relationships with clients and agents through his business.

He finds this aspect of his work highly rewarding, and is always striving to “connect with as many people as possible.” In all of his business interactions and connections, Gurmaan lives by the philosophy that he “can learn something new from everyone.”

When not working, Gurmaan dedicates much of his time and energy to exercising and being active. He works out every day and frequently plays soccer; he grew up playing competitively, and was a Canada West First Team AllStar at the university level representing the University of the Fraser Valley.

Gurmaan’s ambitions for the future of his business are grand. He principally aims to keep growing his practice continue trending upwards. He hopes to start a new team for himself in the next year or two, a landmark which should drastically alter the scope of his work. More generally, regardless of the state of his business, Gurmaan simply aspires to make sure to consistently serve all of his past, present and future clients “at the level I’ve already set for myself.”

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Contact Gurmaan at (778) 878-5715, email gurmaanjhaj@gmail.com, or visit suttonalliance.ca/Gurmaan-Jhaj www.

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

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LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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GORDON SU Top Agent Magazine

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GORDON SU

Going into this eighth year as a Realtor®, Gordon Su has built a reputation for himself as an elite agent in the Greater Toronto Area.

He has been working with the same brokerage, Royal LePage, for the entirety of his career, and has received their President’s Gold Award for 4 consecutive years finishing in the Top 6% of agents in his local region. Through his level of expertise, technological savvy, and genuine concern for the well-being of his clients, Gordon has been able to build an impressive career providing high quality real estate service to the members of his community.

Gordon finds a lot of personal fulfillment in helping others, making real estate the perfect career path for him. He knows that every deal is unique and each client’s needs and circumstances are their own, and he keeps that in mind when coming up with an extensive plan 22

to provide a satisfying experience for everyone he works with. “I take time to get to know each client individually so that I can provide insight that will most benefit them,” Gordon says. “I am both flexible and adaptable, and I give each client the attention they deserve, even after the transaction is closed.” Gordon’s follow-up with past clients is consistently thorough, as he uses efficient touch systems and sends monthly newsletters, engages with clients on social media, and celebrates home anniversaries. Gordon’s personal approach is a big reason why he gets more than half of his business through referrals from satisfied clients.

One of Gordon’s major assets as a Realtor® is the comprehensive service that he offers. He is well-versed in a variety of facets of real estate, including investment and property management, and performs a variety of useful tasks Top Agent Magazine

for his clients, such as thermal imaging for on-site inspections of homes. With his wealth of experience, he is capable of solving any problem a client might have and able to get efficient results for all of his clients.

Gordon embraces modern technology and its implementation into his work, and uses it to his advantage in a variety of ways. He does virtual tours to advertise his listings, and invests in Google and FaceBook ads as a means of pushing his brand. He also uses social media and professional photography and staging to maximize exposure for each home and bring as many qualified buyers to the property as possible. Gordon is a well-rounded professional who does more than just buying and selling, and prides himself on offering value to his clients in many forms.

In his free time, Gordon is heavily interested in cars and loves taking his car out for a spin with fellow enthusiasts. He also loves animals and enjoys spending time with his two rescue dogs.

Gordon prioritizes the betterment of his community - he is a frequent volunteer at the local Trauma Hospital Center, as well as an active volunteer member of the various Toronto Regional Real Estate Board’s Committees. For the future of his business, Gordon hopes to push his business to the next level by starting a team, and to continue offering excellent service to his community. If you’re looking for a Realtor® who is adaptable and personable, look no further than Gordon Su! Top Agent Magazine

To contact Gordon Su, call (647) 225-6266, email gordonsurealtor@gmail.com or visit GordonSuRealtor.com www.

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school 24

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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GAIL BOUW - REAL ESTATE AGENT

Multi-award-winning Top Agent Gail Bouw – of Coldwell Banker Action Plus Realty Brokerage in SIMCOE, Ontario – is a truly dedicated, hardworking and deeply knowledgeable real estate agent who is firmly committed to helping her many clients reach their goals, whether they be buying, selling or investing. Gail’s focus on providing exceptional customer service has translated into a thriving business that continues to grow year after year and has also resulted in a stellar reputation as a trusted, honest real estate advisor.

Gail began her journey in the world of real estate in 2006, following a thirty-five career in the hospitality industry, including a two-decade stint as General Manager for Red Lobster restaurants. “When I decided to 26

switch careers, I knew I wanted to continue working with people. Real estate seemed to be the perfect choice.” That turned out to be a wise decision, as Gail’s finely honed customer service skills have thoroughly informed her approach to helping clients buy or sell homes.

Currently serving the communities of Simcoe, Port Dover, Port Rowan and Norfolk County, can currently boast that almost the entirety of her considerable business is based upon repeat clients and referrals, a significant achievement by any measure, but more so in her highly competitive market. “I think that has to do with the fact that I am both very friendly and incredibly responsive,” says Gail, when asked how she has managed to inspire such impressive levels of trust and Top Agent Magazine

loyalty amongst those she serves. “I always return calls and answer their questions immediately. I consider many of my clients to be family, and we celebrate life events like anniversaries and graduations together.”

There are many other factors that must be considered when assessing Gail’s success story. Chief among them would be her expert negotiation skills and intelligent, comprehensive approach to marketing her many listings. Exclusive use of professional photography and videography, virtual tours and floor plans are just a few of the strategies she employs, and deft utilization of social media platforms ensure that each property is seen by as many potential buyers as possible.

The most frequent outcome is a fast sale for top dollar, not to mention happy clients who continue to return and refer others.

When she’s not working, Gail enjoys walking the local trails and supporting local businesses. Gail – breast cancer survivor – is also an ardent philanthropist who gives back to her community in many ways through her support of multiple charitable organizations, including the Salvation Army Kettle, the Dragon Boat Races, the CIBC Run for the Cure, and Cancer Resource. She is a Rotarian for the Rotary Club of Norfolk Sunrise, and is 2021’s President of the Simcoe and District Real Estate Board, among other endeavors.

“I like making people happy,” says Gail, when asked what she enjoys most about her chosen career. “It’s very rewarding to help someone reach their goals and help them move on to the next chapter in their lives.

Whatever my clients need, I’m here to help.”

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For more information about Gail Bouw - Real Estate Agent, please call 519-718-3629 or email Gail-Bouw@ColdwellBanker.ca

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A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

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Companies large and small call on award-winning cartoonist Graham

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Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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

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HARPREET CHRISTIE Throughout her life, Harpreet Christie has been passionate about real estate. Coming from a background in interior design and loving technology, she got her start as a receptionist for a leading real estate company in 1998. At that office, Harpreet would grow to become an assistant for one of the company’s broker-owners, where she had an opportunity to learn the business from the ground up, and in the meantime, she began purchasing and renovating investment properties around Lloydminster.

Inspired by these experiences, she would finally decide to pursue her license and launch her own career as a REALTOR®—and she hasn’t looked back since.

Today, Harpreet is a REALTOR® for RE/MAX of Lloydminster, where she assists clients throughout Lloydminster and the surrounding areas. Dual licensed in Alberta and Saskatchewan, she possesses the integrity and expertise needed to meet the demands of any transaction. “I make sure every one of my clients is at ease,” she says. “They never have to worry about the next step; instead, I provide them with red carpet service and help them navigate each part of the process.”

When listing a home, Harpreet leverages her technical background and strong understanding of social media marketing to ensure a seamless transaction. With the help of her team and elite marketing managers, she provides her clients with a suite of premier listing services, including professional photography, drone imaging, videography, and 3D virtual tours. From there, she broadcasts her listings over a blend of targeted digital and social media campaigns. But through it all, she includes her clients in the process, empowering them through her unique blend of expert advice and service.

Elsewhere, Harpreet is just as hands-on when assisting her buyers. Drawing from her decades of professional experience and firsthand knowledge of investment properties, she carefully guides each client to the right home for their best interests. In her career, she has earned a 30

fantastic reputation, with the vast majority of her volume coming from repeat clients and referrals; she remains focused on what matters most. “I truly love my clients,” she says. “Whether I’m assisting a first time homebuyer, a luxury client, or a home flipper, every transaction is an opportunity to learn something new, and there’s nothing more rewarding than helping someone find that perfect place.”

Outside her career, Harpreet is deeply involved in her community. On top of making frequent contributions to area charities, she also runs an interview series to promote local business owners over social media, sharing with the world all that Lloydminster has to offer. When she’s not with clients or giving back, she can be found tending to her garden, going to wine tastings, or spending quality time with her family.

Going forward, Harpreet has exciting plans for the future of her business. With 2021 set to be a career year, she intends on building onto her team while providing mentorship and training to up-and-coming real estate professionals, imparting her unmatched standard for client service on the newest generation of agents. “My real estate coach once told me that you should serve clients that you love for people that you love,” Harpreet says.

“In my career, I’ve found that as long as you do that, you’ll find success—for yourself and your clients.”

To learn more about Harpreet Christie email harpreet@bordercityrealestate.com, visit bordercityrealestate.com or call (780) 205-7653 www.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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NATASHA FORNIERI When working with buyers and sellers, Natasha Fornieri’s goal is to make the transaction process smooth and simple and provide each client with superior service. Passionate about helping people accomplish their dreams, Natasha first got into the business when her friend suggested she’d make a great REALTOR®. “It was a natural fit for me. I like to collaborate with people, and I work best when I can bounce my ideas off others and we can inspire each other to do better,” she explains. As the team leader and broker at Natasha Fornieri & Associates, she serves clients throughout Ottawa, Canada.

Having been in the business for over a decade and witnessing the different hurdles women in real estate often have to face, it was important for Natasha to start her own all-star female team. “I wanted to create more opportunities for women, to help them achieve their goals and give them an equal space where they didn’t feel stuck in only one role. The goal was for us all to be able to work alongside each other and grow together as a team. I’m very happy with what we have achieved and look forward to the future,” she says.

Known for her work ethic and integrity, Natasha has a large network of repeat and referral clients. “I’m pretty lucky because I seem to naturally become close with most of my clients. I don’t need to do campaigns, I genuinely just want to stay in touch with them, and they want to stay in touch with me. We call or text often, but social media makes it incredibly easy to stay connected.”

While some agents might be motivated by money, Natasha finds her enthusiasm for work in helping Top Agent Magazine

others. “This real estate industry has a stereotype where we’re all money hungry and it’s all about sales for us. That’s not how I operate. Money does not motivate me. I genuinely like meeting with people, helping them, and making them happy. When I see the joy in their face after I get them the price that they want, or I exceed their expectations and they’re so grateful—that’s what drives me and that’s what gets me to the next year,” she says, and adds, “As agents, we come across many different scenarios for why someone might need to sell their home and buy a new one. It’s important to be empathetic towards everyone’s individual situation and focus on what the transaction means to them.”

Going forward Natasha plans to continue providing her clients with the five-star service she’s known for.

“The funny thing about this business is you just never know where it’s headed. My main goal is to continue helping my clients and to provide the women I work with the space for equal growth and opportunity. As for the rest, I don’t have a list of things that I need to accomplish each year; I prefer to go with the flow.”

To learn more about Natasha Fornieri email natasha@natashafornieri.com, visit natashafornieri.com, or call 613–806–3553 www.

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REBECCA JOHNSON Rebecca Johnson moved from the Greater Toronto Area to Brantford, Ontario 10 years ago. After getting licensed as a Realtor® and working for a reputable brokerage for some time, she was ready for a change. She met with Kate Broddick for lunch, as they had worked together on a few transactions, and they realized they had similar visions and goals for their careers. Five years ago, Rebecca joined The Kate Broddick Team, and the rest is history – Rebecca and Kate have enjoyed working together and supporting each other, and The Kate Broddick Team has been the #1 Team in Brantford for the past five consecutive years.

In terms of marketing, Rebecca’s team prioritizes staying current in the contemporary marketplace, and they are constantly investigating new options to offer clients the latest marketing platforms, including professional photography, videography, and 3D Matterport Tours. She sends market reports and makes phone calls to past clients to keep up with them, and finds it rewarding to stay engaged with them long after the transaction is closed.

Rebecca closed just shy of $20M in total sales volume in 2020, and typically completes 35 – 45 transactions each year – she hopes to double that number in the future.

Born and raised in Toronto, Rebecca is very familiar with the market landscape of the area. She has been working in Brantford for many years, and uses her informed perspective to educate clients and get consistent results for them. “I work with a lot of first-time home buyers and people new to the city,” Rebecca says. “I love showing people what Brantford has to offer, and I’m very good at making sure clients get a good return on their investment into a home. I can tell if a home is worth buying at its current price.”

Rebecca’s number one goal in her work is to meet her clients’ needs, and she does that by providing profound insight that helps her clients make informed decisions for themselves and their families.

In her free time, Rebecca enjoys taking vacations and spending time with her husband and daughter, as well as working out and staying in shape. She is involved with Women in Business events and the local Women’s Shelter, and participates in a 12 Days of Giving event at the end of every year. For the future, she hopes to educate more agents in her field, as she has begun to take on a role as a mentor on her team, and to continue building her business to reach as many clients as possible in Brantford.

When working with clients, Rebecca prioritizes building trust and is completely transparent with her information. She spends a lot of time getting to know clients and building trust with them, and is upfront when advising clients on what she believes to be the right decision for them. “I make my clients my priority, and I keep myself available to help them with any problem that might come up,” Rebecca says.

“Communication is the key. I work hard to ensure that my clients and I are on the same page in every phase of the transaction.” Due to her commitment to her clients, Rebecca gets 80% of her business from referrals.

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To learn more about Rebecca Johnson, please call (519) 755-1652, email rebecca@teamkate.ca, or visit teamkate.ca www.

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans36

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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RAJ KANDOLA Born in Quesnel, British Columbia, and a resident of Kelowna since 1986, Raj Kandola has moved from farming to serving in a medical lab—and now she is an Okanagan REALTOR®! For more than 20 years, she has been working in a medical lab, where she balanced her obligations to her patients and staff while also managing her family’s successful farming business. But through it all, she always harbored an interest in real estate. So in 2019, she decided to take the leap and pursue her license, winning Rookie of the Year honors within her first six months at Century 21 Assurance Realty Ltd.. Sure enough, she’s been going strong ever since.

Today, Raj is a REALTOR® for Century 21 Assurance Realty Ltd., where she assists clients throughout the Okanagan Valley and surrounding areas at large, from Osoyoos (South Okanagan) to Kamloops (Thompson Okanagan.) There, she has established a hands-on process around expertise and open communication to serve buyers, sellers, and investors of all kinds.

When listing a property, Raj equips her clients with an extensive suite of resources. Leveraging the elite marketing team at Century 21 Assurance Realty Ltd., she helps her clients fully prepare their home to sell, providing them with professional photography and sharing their listing over a blend of third party websites.

Along the way, she gives her sellers an added advantage through her own social media presence, ensuring an efficient transaction that maximizes their value.

Drawing from her experiences in business and management, Raj is just as helpful when assisting her buyers.

Leaning on her in-depth knowledge of the Okanagan, she carefully guides them to the right home for their

needs. Moreover, she keeps in touch long after the closing to ensure her clients are satisfied and thriving in their new homes.

“I don’t just sell a house and run,” she says. “If a client needs ongoing assistance, I continue working with them—whether they need a referral for a contractor or further assistance from the tenancy branch.

Above all, I strive to go above and beyond with each transaction.”

Since launching her real estate career, Raj has become a rising star in the industry, as evidenced by her rapidly growing referral base. Having been recently honored with Century 21 Canada Pacesetter Platinum Award, she is most inspired by the ways in which real estate compliments her passion for helping others. “Ever since starting my real estate career, I feel like I haven’t slept this past year,” she says with a laugh. “More than anything, I simply love working with people and delivering outstanding results for my clients.”

Outside her career, Raj is heavily involved with her community. On top of participating in volunteer opportunities through her temple, she supports various fundraisers to raise awareness for area cancer foundations. Fluent in speaking, writing, and reading Punjabi, she also serves as a translator at her local hospital and in the community.

Going forward, Raj has exciting plans for the future of her business. In the months ahead, she intends on expanding her sphere of influence to nearby regions, deepening her volunteer work, and scaling her process to further meet the needs of her growing clientele. Most of all, though, she will continue to leave her indelible mark on her beloved hometown, truly living up to her slogan: “Work hard with honesty and integrity.”

To learn more about Raj Kandola call (250) 870-3294, email raj.kandola@century21.ca, or visit raj-kandola.c21.ca www.

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ERICA LYNN If Erica Lynn could impart one piece of wisdom on anyone entering the business world, it’s that you can have it all. As a wife and mother in her early 20s, Erica has developed a solid reputation in the New Brunswick real estate market. “Young people can definitely be successful, and having a child does not affect your capacity to be a business owner and entrepreneur,” she explains. “There’s nothing stopping you from being a wonderful mom, great wife and business owner.”

She got her start in 2018, as she was looking for a different lifestyle. “I used to work the night shift, and we were looking to start a family, so we decided if I was going to leave my good government job that I had to leave it for something I was passionate about.”

The answer was found in real estate, as she grew up with parents who purchased and flipped homes. With a people-loving personality and a desire to help others, Erica has no doubt found her true calling.

Serving the Chaleur Region, where she was raised, Erica has a deep understanding of the area and loves helping people reach their real estate goals. A growing portion of her business derives from repeats and referrals, which stands as a testament to her superior service. “We’re very strong on our ethics,” Erica says.

“We always want to do the right thing and make sure our clients are as protected as possible. When it comes to offers, viewing properties, or even selling, we make sure that every ‘i’ is dotted and every ‘t’ is crossed.”

Throughout the process, Erica doesn’t hesitate to point out issues she sees in the property and connect them with people that could repair the problems. When it comes to marketing her listings, she also goes above and beyond, utilizing her social media skills to spread the word. “Most of the people that do business with us find us on Facebook or Instagram, so we are always maintaining our presence there,” she says. “We also 38

live in a bilingual area, so with the team we’re currently building, our Director of Operations is fully bilingual and does our write ups in French and English.”

When Erica isn’t working, she’s staying active in her community through various charities, associations and events. “I’m currently the president of the Chaleur Chamber of Commerce and a board member of the Downtown Bathurst Revitalizing Corporation,” she says. Erica and her team members have also done several fundraisers, raising thousands of dollars for the local hospital and food banks. During any free time, she can be found hanging out with family, tending to her farm, or supporting new local businesses.

Currently, Erica is building a team of like-minded individuals who put their clients’ needs first. “We would eventually like to expand into other markets across Canada,” she says. The future looks bright, and she can’t wait to see what’s in store. “I love helping people get ahead in their personal goals.”

For more information about Erica Lynn, please call 506-545-5208 or email erica.lynn@kw.com Copyright Top Top Agent Agent Magazine Magazine

3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes40

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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HOUMAN TABA HOUMAN TABA That client-focused approach goes a long way. “I’ve always That sure client-focused a long way.

“I’ve made everyone onapproach my teamgoes understands that it’s notalways about made on my team understands about the sizesure of everyone the deal, it’s about the importancethat of it’s the not clients,” the size says. of the“We deal,make it’s about the importance of the clients,” Houman ourselves very knowledgeable about Houman says. make ourselves veryisknowledgeable the business of “We real estate, and our job to pass on information to our clients and let them make thepass best about the business of real estate, and our job is to on decision based on what’s best for themselves and their information to our clients and let them make the best decision families. based on what’s best for themselves and their families.”

Houman thethe importance of giving his clients good Houmanunderstands understands importance of giving his clients advice and guidance.

“I got into the business just as good advice and guidance. “I got into the business just asthe the 2008 recession was was starting,” he “As says.

“As frustrating 2008 recession starting,” he says. frustrating as it was as it was my first couple of years, I had a chance to my first couple of years, I had a chance to study and observe study andobserve the result of wrong decisions and the result of wrong decisions and lack of knowledge regarding lack of knowl-edge regarding real estate market and the real estate market the impact onmaybe people’s impact of that on and people’s lives. ofI that think thelives. most I ® think maybe the most important lesson any Realtor can learn important lesson any Realtor® can learn is the responsibility is the responsibility of their service and advice and how that of their service and advice and how that directly effects directly effects our clients.

So even though it didn’t seem like our clients. So even though it didn’t seem like it at a time, it it at a time, turned out to betoastart blessing startestate my real estate turned out toit be a blessing my toreal journey in the biggest economic of our time.” injourney the biggest eco-nomic crashescrashes of our time.”

Houman Taba became interested in real estate early on. “My

family was real estate inquite reHouman Tabainvolved becamein interested reala bit,” estateHouman early on.

“My was involved in real estate® must quitebe the a bit,” best calls,family “and I always thought being a Realtor Houman recalls, I always thought a Realtor® job in the world,“and because you don’t havebe-ing to sit in an office. must be the best job in the world, be-cause you You get to work with different people, go to different cities, don’t have to sit in an office.

You get to work with and look at different homes, which has always been an interdifferent people, go to different cities, look atat est of mine.”

Houman studied Building and and Engineering different homes, which has always been an interest of the University of British Columbia, and began his real estate mine.” Houman studied Building and Engineering at the career at the end of 2007. Ever since then, Houman has been University of British Columbia, and began his real estate career to helping clients achieve real estate atdedicated the end of 2007. Ever since then,their Houman hasgoals. been dedicated to helping clients achieve their real estate goals.

Along with his team, Houman serves the greater Vancouver area. One of his business comes Along withhundred his percent team, Houman servescurrently the greater from repeatarea. and referral clients, an amazing speaks Vancouver One hundred percent of feat his that business to the trust and from confidence inspires.

“I have always currently comes repeatheand referral clients, an thought feat that that people are to making the biggest investmenthein amazing speaks the trust and confidence inspires.

“I whether have always thought thatorpeople areand making the their life, they’re selling buying, I should biggest investment in their life, whether they’re selling always take care in helping them with that decision,” orHouman buying,explains. and I should always Itake care clients in helping “The feedback get from is that them with that decision,” Houman explains. they’re very happy because I always tell them exactly“The what feedback I geton from clients isandthat they’re veryI happy I think based my experience the information have. I because I them alwayswhat tell I them exactly what I think based on don’t tell think they want to hear or try to force my experience and the information I have. I don’t tell them what I them into a decision.” think they want to hear or try to force them into a decision.”

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When Whenititcomes comestotomarketing marketinghis hislistings, listings,Houman Houmanuses useslist-ing listing videos media to ensure maximum exposure and tell videosand andsocial social media to ensure maximum exposure and the story of a home.

“Nowadays in Vancouver, peo-ple are tell the story of a home. “Nowadays in Vancouver, people are buying buyingaa lifestyle,” lifestyle,”he he says. says. “When “When we we make make listing listing videos, videos, it’s not just images of the property.

We take care to tellto thetell story it’s not just images of the property. We take care the of the property and show people the lifestyle they could have if story of the property and show people the lifestyle they could they buy that property. That’s been our success, and it’s really have if they buy that property. That’s been our success, and taken our sales to another level.”

it’s really taken our sales to another level.”

In the future, Houman plans to continue growing his team In themaintaining future, Houman plansoftopersonal continueservice growing team while the level hishis clients while maintaining the level of personal service his clients value. “Many agents, once they get to where I am, they value.want “Many oncesmaller they getlistings,” to where IHouman am, they says. don’t don’t to agents, take on want toI take listings,” Houman can “While can on seesmaller their point of view, I’vesays. never“While taken Ithat see their of view, I’vethe never taken that myself. view for point myself.

We love referrals and view repeatfor business, Wethat’s love the referrals and repeat business, andI find that’ssomeone the way and way we want to keep it. When awenice home and they’re happy that they found it, want to keep it. When I find someone a nice homethat and gives mehappy a lot that morethey enjoyment than commission.” they’re found it, thatthegives me a lot more

enjoyment than the commission.”

HT@htrealtygroup.com, HTRealtyGroup.com, @HoumanTabaRealtyGroup www.

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