CANADA 8-9-21

CANADA EDITION

The Daily Schedule of a Successful Real Estate Agent

BE THEIR REALTOR® FOR LIFE:

FEATURED AGENTS

STEVE AUGUSTINE LESLEY BUNN CAROLYN COWE AMY & MARTY FRASER BELINDA LELLI KRYSTAL LEE MOORE CANDACE POWELL

How to Build a Relationship with Your Clients that Will Last a Lifetime

COVER STORY

GARY GHUTTORA

How Soft Money Loans Are the Future of Lending

CANADA EDITION

STEVE AUGUSTINE

LESLEY BUNNCAROLYN COWE

photoc Carolyn, real estate is a career; serving people,” she professional cian, Steve a For sense of stability tomore the than situaLesley Bunn began her bring real estate career says. “Every 6 20 11 19 video.

Carolyn has it runs in the family.

As a third-generation llion albums tion. years It’s an as honor in 2008, following many an to have that level of is unique, so my work is listening to clients over her ca realtor, Carolyn’s first job, at fifteen, was as areer in real trust from your clients, wereal want tooffice they need, and then finding entrepreneur in Northern Alberta, where a way to guide each sale t a receptionist at her and father’s estate xcel in many maximize their sale, she has lived for 42 years.

“MyNRS previous those needs.”

Block Bros.work diligently to Carolyn explains, “ m climb the make asure that everything’s handled experience prior to becoming Realtor® key out and not sh “I’m fortunate to have a mentor like my dad,” he owner of and try to make it as easy as was quite broad, and inproperly, fact touched time to be her therelist an she says. on Over a career spanning forty-eight When it comes to marketing Escarpment for them.” many of the things that Ipossible now doyears every in the industry, her father created a Lesley’s assistant Kelsey, helps her ® As using a REALTOR strong reputation. “I feel honored to have ahead of the game by ge. “I started client,” Lesley explains. That experience techno back, a portion o Cowe as my last nameand in thishis business.” al properties Outside of work wife ranges from working with lawyers for Steve to ensure maximum exposure.

“We Krystal Lee support Moore the Royalaf L BELINDA LELLI STEVE AUGUSTINE GARY GHUTTORA LESLEY BUNN CAROLYN POWELL COWE CANDACE ery quickly I takebuilding, theCarolyn timeand to grown be active commumany years to designing, and video to promote has her real estate career social media For three years sh thrives on help- to GARY in her ownby right, with over twenty-five the Gifted Childre milyOver through nity members volunteering atto exceed operating a golf subdividing land, listings,” Lesley says.and “We do things Candace Powell has extensive experience on days in betw ethic and her ability expectations Belinda’s thirteen years in real estate,course, GHUTTORA ing Columbia. clients achieve m 23 24 27 29 years of experience selling homes, and years of work in A great animal lover in construction, development, and propkeep abreast of de AMY & MARTY FRASER hichsheis has when their church to Often various and building homes. Since getting and her donating technology that are less common in of service. working from six to midpassed exceptional milestones, development and new all construction. animal rights causes, donating erty management, of which allow her clients’ lives.

Dedicat their real estate an night, Belinda personally oversees every including in sales; She easier to justover $1 billion local charities, including a children’s license, Lesley has focused on had helping her clients region, and we make it work our clients.

Everyone has marketing strategy, helping uscounsel get maximum exposure Animalfor Rescue, well asIt’s heral to provide her clients with expert sionalasdevelopment, step in list.” the process of generator, helping her clients personally the Royal LePage ® goals.

After graduMt the goals. experienceToday, ofand for the homes we is a REALTOR with Royal LePage West therhaswith his received hospital that isCarolyn close to their heart. achieve their real estate interest so there’s a lot of value in it.” a long-term view of their financial photography course achieve their dream home.

She exercises Red Diamond Award for the past five feeling like a number has always been importa Realdecision Estate Services Coquitlam, British Columbia.

She making.inThe “loveresults being able clients’ properties.

W atingFitness from Carleton th and sellers speak for themselves, and Lesley average at times, whether It’s partaccolades ofgreat a sophisticated campaign thatsupportAmy a marathon runner, and for year care and confidentiality in years, and has been a top producer from has to received such asmarketing the Directors Platinum help people see past that nine to five marketing strategy th andyear Niagara forward Steve looking to the Lesleyhasserves the Northern Alberta area.

It’sis an 80 transactions aSales year.

University inimages Ottawa na it’s Going waiting on the & Marty compose for every listing.

TheyMaster use professionals ing herreal clients, understanding how personal one. Notably, Belinda harnessed skater. These days, Carolyn Award, the Presidents Gold Award, job by investing in estate,” Candace broadcastlove acr listening to to create and videos capturing a property’s expand hisan team and continue towith grow area of and small marketslinewith great tracts and sometimes difficult or selling a aher her experience in teaching educanewdigital Peloton.

When sh Award, and isrural a photographs four-year Medallion Member.

In withon B.A. Honors aC says.

“Iof grew up inland a home very Club littlebuying platforms, automated voice tell unique features, coupling those images with a narrative loves to travel with her family a 2020, she placed #17 at Royal LePage West RES office home can be. tion administration toinimpart impeccable means, and being able to help clients get to display her client the business while providing clients with the same elite between, despite the smallimportant centers that wetells operate Community involvement is important to Le us how the storyin, of the home, and using a social media in larLaw, Krystal do family trips soon, post-Covid out of over 200 agents for TOP Individual Sales. service to her clients and has fostered a repout of that cycle and build wealth is lifebest light.

This year call is toaccustomed reach buyers worldwide. The a videos levelthe of service they’re tocompany getting himcontributes t Steve’s brokerage is the was Lesley first ourRealtor® atthe hermarketing brokerage totofrom She portion of every commissio quickly realized that changing.”

Her values-driven, empathic, complete between im si utation for integrity and&professionalism.

When it LEE comes to marketing, Belinda’s company, or finding promotions in our mailbox addraw thousands of viewers and multiple offers that ensure AMY MARTY FRASER BELINDA LELLI KRYSTAL MOORE CANDACE POWELL The Augustine “My focus is approach on customer xceptional results andreceive his aand major RE/MAX Team. award forhigh productivity, the Children’s Miracle Network to support reg to athe future, Caroly Currently, over eighty percent of Carolyn’s business iscli- Looking and skilled has earned huge accomplishm team provides a comprehensive package, dressed to “current resident.” But for people working sellers the highest dollar from their investment.

Both being a lawyer in Ontario was not her calling infootsteps, life. creatio in from referrals. my the clients I’ve known appreciation, customer care, and making sure we’re well“I as detail-oriented the “Not only was it“A a lot hospitals and to “Sold onher a father’s Cure” in support Candace impressive and quick success.

“My year, into the business. with Amy & Marty sellents and agents alike appreciate Frasers’ method and entry from painting and repairs inof the home to afirst robust digital holdhis myself to theRealtors® sameLifetime high bar inAchievement realFraser, estatepurchasing as I award. did orderived When her own Realtor® suggested that she real has legacy, whiletry maintaining aA h for many years,” of her I it told myself I’d beCarolyn happy with tenimpressive closings.

Ireferralended ing want a home is not one of those times. reliability.

“Other Realtors® tell us theyBreast love seeing an of going above beyond to give oursays clients the best tion.in education,” “We always to surprise to receive thisand recognition, was an honor IAds Canadian Cancer Foundation.

Lesley rollout for each listing. posted across a wide range Belinda says.

“I’m about the client and what between her career and family. based “Now their because kidsCandace arethey wanting to buy, and Active upbusiness. closing forty properties,” says.

“That was in the community, Canda Amy & Marty listing, know what a positive CONTENTS estate, sheagents was hesitant at first.

“I had idea what being R social media platforms engage Belinda’s listings rightno at theycompetition. want. Every client requires specific, plan. ” about results. am excited adding to our ve the We are ato attribute clientItailored support over those first 10new years ofmy been actively involved the years with toover me,” Carolyn says of herthe car their kids who “People buy or sell real estate for all sorts of reasons— experience going toare be.”looking, and the referrals with how I have knew friends I’dit’s found calling.” rehabilitation centers, soup a buyer’s fingertips.

Annually, Belinda closes as many as Realtor® about other than negative team downsays. the aroad andjust helping them build was wonderful re in our local area and my career,” Lesley libraries.

When shesome isgarbage notpretty working orI’ve giving your own path, and gotisa re lo go onafrom there.” happy or we sad,” Marty explains.

“It’s life-changing, pick-up.

When she no 4) HOW SOFT MONEY LOANS 21) THINKING OF LISTING? two-hundred transactions.

As an administrator and teacherWe with a Master’s in guidemotional experience. remember that as we’re That experience is shaped by the attitude the Frasers While working for a local property flipper, Candace clients or giving back her time, careers. It’s going to take somestereotypes time because theLesley dollar for their properties. enjoys camping, biking,about, and the outd that Iright had seen ingolf, movies and heard ws Education focused in Psychology and OF Administration, Carolyn’s patience and personability when helping ing clients through this process.

We’re always sensitive tolearned bring to ins their work.

“I everything about this job,” who loves to try new restaurants a the and outs oflove construction and renovaARE THE FUTURE LENDING NINE WAYS TO GET READY agents will need tobusiness haveclient the same core values asand we do,their 107.8% of spent our asking price A large portion Lesley’s comes from repeat so IAmy. didn’t think was forfleeing me.

But after he planted that fi their navigating specific situation, and of we take care of every “Being able toitwith help people navigate chalconnect those first-time buyers dream home Having known students mothers domestic Belinda years the personal dynamics and tion.says She began to manage bigger properties, gaining hireclients, us,education. you get® Amy &passion, Marty.” lenging situations—I take a lot of pride in that.

I love which center onimpressive integrity, continued educacal meeting industrytheaverage here isofreferral andWhen an feat that speaks “Northern Alberta has beeneventually great us,” Lesleyev helps set her apart in her field.

“I love the fact that a lot violence during her years in education, Belinda strongly highpersonally. demands a you career in invaluable into thethink property management Looking to theto future, Candace p seed,experience I started about itquickly more and de8) BE THEIR tion, REALTOR FOR LIFE: 25) UNTANGLING THE BIDDING WAR: negotiating, and reading the market to adapt to of these first-time buyers are new to the process and have world.

After spending a year shadowing a successful refine the practices that have aligns with Royal LePage’s mission to combat abuse and an unrelenting work ethic.” to the trust and confidence she inspires. “Owning “My husband and I came up here the day aftergott w Amy worked for a new construction builder for 4 years its changes.” cided toBUYER’S try it out.” decade later, Krystal knows sheby thepep such excitement.”

HOW TO A so RELATIONSHIP A &ASELLER’S PERSPECTIVES commercial agent, Candace decided to years become a team is today.

She excited through the Royal LePage Shelter Foundation.

Her Belinda explains, “I afeel I BUILD transitioned successfully golf years, married 42 ago, and it was ais great decision before getting hercourse license infor 2006.many Marty joined her ayou year get to know just Realtor herself infrom order to choice help clients build generamore people achieve financial ind made the right and finds endless joy in helping donates a portion every sale to local women’s shelbecause I’ve dealt with the two most important things in WITH YOUR CLIENTS THAT WILL later, resigning from his job with Blackberry.

Since then When not working, Amy & Marty volunteer with ategic marketing methods about everybody,” she says. HerCarolyn experience aslove a local driven, been that way. I’ve beenpe adds, “I seeing my clients and grow.I’ve Thisalways is a real tional wealth. estate. ters.

Belinda likewise supports Ronald McDonald House, peoples’ lives: their children and now their homes.” they’ve built a successful business with Bosley Real Estate, their children’s schools and sports teams.

Amy lovesBATTLE clients open the door to the next chapter of their life.

28) 4which WAYS TO WIN THE relationship building career.

I’m meeting new people LAST Aand LIFETIME ce based on integrity business owner, as well as volunteering in the commuto be challenged by many things, and I thrive onge t and Covenant and resources serving clients in and around Cambridge, Ontario. They spending House time with their provides children atshelter the family cottage, every day who welcome me into their lives and trust me With a year and half under her belt as a Realtor with pr n exponential growth each AGAINST PROCRASTINATION nity andabout of course positive references from clients, try always to keep in mind my slogan, ‘Les Cares M close on average 50 deals a year, percent of that whilepast Marty likes sharing his hobby of collecting sports for and Chalice Charities, sponsoring Belinda grew up around real estate, seeing how50homes to beCreativ ahouseless part of it.”youths, Realty, Candace is driven, hard-working, and he 17) THE DAILY SCHEDULE OF A business coming from either repeat clients or referrals. memorabilia, particularly his hockey cards, of which Affiliated with Royal LePage Triland toRealty, the were trickymade, pandemic market two young girls in Peru. Newbecause through have her father’s careerLesley’s in construction. all driven business over the years. it holds me accountable the service th le client-focused. in Canada, Contact Caro currently hasServing nearly 250,000.Brunswick A fifth of those are for his “I wasvolume. fascinated fromyear, the get-go,”REAL she remembers.

“I’m SUCCESSFUL ESTATE AGENT When it comes to marketing, Carolyn’s listings post to a in sales This strive to provide to my clients.

With every client I al Candace is already seeing repeat clients.

Her clients Brokerage, in London, Ontario, Krystal serves clients im email carolync It’s not hard to understand why clients keep coming beloved Buffalo Sabres!

When she’s notLesley working, Belinda loves spending time one constant, because in talking aboutEven building fromher the emphasis ground up, all way to that wide range of social mediareferring platforms and crisp also increasingly her toshowcase friends and $100,000,000. back.though In addition to being highly professional andare It’s ontheservice truly sets make sure I focus on that carolyn or visit throughout London and Guelph, Ontario. Known for branding, customized to needs ofin each property in family, cottage country, on the water orwith visiting the final product.” which is a testament to her fierce commitment empathetic, Frasers are also fun people whoMore,” love Going forward, thethe Frasers plan toMuskoka, keep running their a positive testament of thetheHer apart. slogan is “Les Cares and she makes Communities when we meet friends and acquaint beaches in Florida and California.

A life-long educator her empathy andare the support she and always graciously In to her clients.

“I think clients excited toand work with their job.310-734-1440 Known locally as “the Bearded Realtor” (and business with the humility, authenticity, consistency Phone | Fax 310-734-1440 views each transaction asit is!),toLelli an effort liveDiamond that ideal every day.

“Abecause long time on street, it issays. to know that everythin Copyr they see much care,” Candace what athe beard Marty displays aTeam, different ofme they’ve come toago behow known for.Ithe “Real Estate isn’t aimportant sprint, learner, Belinda recently completed a course at Cornell Today, Belinda leads Belinda in pair offers to her buyers and sellers; she has effortlessly ed fancy socks in every marketing he produces for“I really it’s marathon,” explains Marty. constantly care aboutand people. real I’m very driven and motin just another closed deal.

Iagents realized that what video you’re really doing isahelping do estate is“We’re done with a looking high level of integrity.”

University on international relations.

Toronto, withmag@topagentmagazine.com fellow Meghan Kennedy, Suzanne | www.topagentmagazine.com his Waldenberg, homes. “Peopleand up to me on the street andvated. out the interests real of our know referral clients. “I built a long-term large ofclients. repeat K I for understand how network owning estate can They leadand to Stephens, Allison their assistant Julie largest investments peoplelove mycome tell me they socks.

It’s been a very effective who we are, andand whatI am we stand for.” financial freedom, fully committed to helping No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Looking to the future, Belindafor hopes to continue progressive,” BelindaTo says.

“Being on about care very deeply my clients,growing and I try to bring the th nd Kelk. there “Our are ateam lot ofis moving learn more Steve Augustine client reach their goals.”

Agent going Magazine published by Feature Publications GA, Inc. Although precautions are taken to ensure accuracy herevery team’s business, while raising the bar for success and the the cusp of what’s onTo isisat the heart of what we’re find out more about Lesley Bunn, you can contact her by phone atpossible.

780-618-2188, Toas find out more about stress of the experience down as much I Ca cu thedoing. sellerOurmight have lost email steve@steveaugustine.com, of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by service.

She and her team are always striving to evolve boutique team will exceed client expectations.” please call 506.852 or by email at lesley.bunn@outlook.com.

You can find her online at lesleybunn.com To keep in touch with her growing client base, Candace n a divorce. We’re hereTotosubscribe or call 289–339–1387 visit held customer service jobs while I was atemail school, and an For about Amyabreast & Marty, andinquiry adapt with themore market, staying of new develits authors. or steveaugustine.com, change address, send to mag@topagentmagazine.com.

Published in or the U.S. at candace@crea

KRYSTAL LEE

www.

www.

www.

Over forty percent of Belinda’s business derives from repeat and referral clients. Homeowners return to work 2 with her again after experiencing her unmatched work

reaches out on anniversaries, birthdays, and holidays, please call opments in the trained industry.

Finally, Belinda hasthat begun the the face of an I was to 519-500-5540, remember I am w email MFraser@BosleyRealEstate.com groundwork for a succession plan to see her legacy of ethorganization, and I must always deliver B Top Agentexcellence.

Magazine Copyright or AFraser@BosleyRealEstate.com.

Copyright Top Agent Magazine

ical professionalism endure for years to come.

I’ve carried that through into my real estate career. My

C

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

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How Soft Money Loans are the Future of Lending ‘Soft Money’ is a relatively new term in the lending industry; an innovative approach to private money lending, a soft money loan combines the benefits of a hard money loan with the greater security that a traditional loan 4

offers. While a soft money loan requires more underwriting, it also offers lower risks and less risk, making it a deeply attractive option to borrowers who find the concept but not the details of a hard money loan appealing.

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Hard Money Loans As you know, a hard money loan is an assetbased loan, based on the Loan to Value (LTV) of the investment property. They require little underwriting, making them a quick loan for borrowers to get approved, are bridge loans, and are generally not based on a borrower’s credit score. This makes them a high-risk loan that is used for real estate investment. The high-risk nature of this type of loan as well as reservations from the 2008 housing market crash, may make some borrowers reluctant to pursue this type of loan. This type of loan also does not increase a borrower’s credit rating, which may also decrease their appeal to borrowers with good credit.

What is Soft Money?

Soft Money is an innovative new approach to private money lending which combines the benefits of both hard money loans and more traditional loans. First, a clarification on the name: the term ‘soft money’ in the world of lending is completely different from ‘soft money’ in the world of political campaigning. In the context of lending, the term ‘soft money’ implies that this type of loan falls somewhere between a hard money loan and a traditional loan.

A soft money loan requires more underwriting than a hard money loan, allowing it to have lower rates and greater security. It is based on both the borrower’s credit score and the property’s LTV, and is always a term loan

rather than a bridge loan. Additionally, this type of mortgage loan program is beneficial for real estate investors with a credit score of 650 or above. The combination of lower rates, higher LTV’s, no tax returns and a longer time frame makes the soft money loan a better fit than a hard money loan for many borrower’s situations, particularly those interested in investing in long term rental properties.

Soft Money Loan rates start at 4.375% and go up to 85% LTV for most investment property types.

Why is Soft Money the Future of Lending?

Calling soft money ‘the new hard money’ may seem trite and contrived, but upon further reflection, soft money truly is the direction for the future of private money lending.

While the hard money loan is still the most popular option for many real estate investment scenarios, the soft money loan will increasingly become the loan used by first-time real estate investors or borrower’s looking to hold a long term investment property, and investors with a high credit score who are looking for higher LTVs and lower interest rates.

Unlike conventional investment property loans that max out at 70% LTV, a NO-DOC Soft Money Loan Program maxes at 85% LTV and with no PMI. This allows the borrower to put less money down on their purchase.

When you’re ready to invest, Stratton Equities can help. We are the nationwide leading direct Hard Money and NON-QM lender, with an impressive array of programs, lowest private money rates (starting at 4.375%), professional team of experienced loan officers, and quick loan approval process.

If you have an investment property and wish to speak with one of our Loan Officers, call Stratton Equities at 800-962-6613, email us, or apply for loan pre-qualification today!

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STEVE AUGUSTINE An accomplished musician, Steve Augustine sold over 1.5 million albums before segueing into a career in real estate. His rare ability to excel in many different fields helped him climb the industry ranks to become the owner of the prestigious RE/MAX Escarpment Augustine Realty Brokerage. “I started out by investing in rental properties and flipping houses, but very quickly I was guiding friends and family through the transaction process which is when I decided that it would be easier to just get a license myself.” Together with his team, Steve serves buyers and sellers throughout the Hamilton and Niagara Regions of Ontario.

bring a sense of stability to the situation. It’s an honor to have that level of trust from your clients, and we want to maximize their sale, work diligently to make sure that everything’s handled properly, and try to make it as easy as possible for them.”

Outside of work Steve and his wife take the time to be active community members by volunteering at their church and donating to various local charities, including a children’s hospital that is close to their heart.

The reason clients seek out Steve’s brokerage is the trust they have in his exceptional results and his wealth of knowledge, as well as his detail-oriented approach to every transaction. “We always want to be head and shoulders above the competition. We are breaking records weekly here in our local area and we get our sellers absolute top dollar for their properties.

Currently we’re averaging 107.8% of our asking price to sell price, whereas our local industry average here is at 102.8%.”

Going forward Steve is looking to expand his team and continue to grow the business while providing clients with the same elite level of service they’re accustomed to getting from him and The Augustine Team. “My focus is on customer appreciation, customer care, and making sure we’re going above and beyond to give our clients the best results. I am excited about adding new agents to our team down the road and helping them build wonderful careers. It’s going to take some time because the right agents will need to have the same core values as we do, which center on passion, integrity, continued education, and an unrelenting work ethic.”

Due to the brokerage’s strategic marketing methods and core beliefs in a service based on integrity and hard work, they have seen exponential growth each year. Last year, they defied the tricky pandemic market by completing $50,000,000 in sales volume. This year, they’re on pace to do over $100,000,000. Even though the excellent numbers are a positive testament of the team’s work ethic, Steve views each transaction as much more significant than just another closed deal.

“This is usually one of the largest investments people will make in their lifetime, and there are a lot of moving parts involved. Sometimes the seller might have lost a loved one, or there’s been a divorce. We’re here to

To learn more about Steve Augustine email steve@steveaugustine.com, visit steveaugustine.com, or call 289–339–1387

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TopAgent Agent Magazine Magazine Copyright Top

Mike Lucyshyn is proud to congratulate

STEVE AUGUSTINE

on being featured for Canada in Top Agent Magazine!

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MIKE LUCYSHYN lucyshyncontracting@gmail.com lucyshyncontracting.com instagram.com/lucyshyncontracting facebook.com/Lucyshyn-Contracting-177758679087723 www.

www.

www.

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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GARY GHUTTORA Top Agent Magazine

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GARY GHUTTORA Top Agent Gary Ghuttora continues to impress every buyer and seller he encounters through a combination of reliability and state-of-the-art marketing.

When Gary Ghuttora started working in real estate at 18 years old, he thought it would be a part-time pursuit. But once he started working with a mentor, he was encouraged to keep going. “I just kept pushing and eventually it turned 12

into a full-time career,” he explains.

With a determined work ethic and a commitment to getting clients towards their goals, he’s now largely referral based. Achieving multiple awards, Platinum Club, 100% club, Top Producer Top Agent Magazine

and Hall of fame award from Remax at the age of 25, it’s clear he’s going above and beyond to exceed his client’s expectations. Through a combination of reliability and state-of-the-art marketing, he continues to impress every buyer and seller he encounters.

“My number one rule is to always show Top Agent Magazine

up,” he says. “I meet with each potential client, no matter what, and I see what they need and what I can offer them.

I’m here to help them, I’m not thinking about a commission cheque.” Gary is focused on how he can assist his clients in getting to the next chapter of life, and doesn’t stop working until their dreams are achieved. Although buying or selling 13

a property can be stressful, Gary aims to make the process as easy as possible. He guides each client through every step and is always available to answer questions. For his buyers, he gets to know what their needs are and works within their budget to get them the ideal home.

When it comes time to negotiate, he utilizes his skills to help them obtain the best deal possible.

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Meanwhile, his sellers enjoy thorough advertising of their listing, with professional photography and promotion on all major social media sites. “I’m all about digital marketing,” Gary explains. “I offer high quality photos, twilight pictures, and video. I do a lot of PPC advertising on Google and Facebook. I also have my own website, calgary-homes.com, where I post all of my available properties.”

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After the transaction, clients love to spread the word about his work. One recently said, “Gary is simply the best.

My home sat on the market for almost six months with another agent. We went with Gary because he has a proven strategy to sell a home, as opposed to simply propping a sign on your front lawn. We Top Agent Magazine

had an offer within a week. The MLS pictures were top notch, and he is an empowering partner during the negotiation process. He’s with you 100% of the way through the process.”

Born and raised in Calgary, Gary loves to give back to the community and 15

stay active. During his free time, he’s going to the gym, going to the mountains, exploring new restaurants and is extremely passionate about basketball & hockey. But much of his time is devoted towards planning for the future. He hopes

to one day grow a team and help more people in their real estate pursuits. “I encourage anyone, in any career, to take a step towards their dreams if they want a change. I was nervous to get into this industry, but it was so worth it.”

For more information about Gary Ghuttora, please call 403-921-5330 or email garyghuttora@gmail.com

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Top Agent Magazine

The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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LESLEY BUNN Lesley Bunn began her real estate career in 2008, following many years as an entrepreneur in Northern Alberta, where she has lived for 42 years. “My previous experience prior to becoming a Realtor® was quite broad, and in fact touched on many of the things that I now do for every client,” Lesley explains. That experience ranges from working with lawyers for many years to designing, building, and operating a golf course, subdividing land, and building homes. Since getting her license, Lesley has focused on helping her clients achieve their real estate goals.

Lesley serves the Northern Alberta area. It’s an area of small markets with great tracts of rural land in between, despite the small centers we operate in, Lesley was the first Realtor® at her brokerage to receive a major RE/MAX award for productivity, the Lifetime Achievement award. “Not only was it a surprise to receive this recognition, it was an honor I attribute to client support over those first 10 years of my career,” Lesley says.

A large portion of Lesley’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “Owning a golf course for many years, you get to know just about everybody,” she says. Her experience as a local business owner, as well as volunteering in the community and of course positive references from past clients, have all driven Lesley’s business over the years.

It’s her emphasis on service that truly sets Lesley apart. Her slogan is “Les Cares More,” and she makes an effort to live that ideal every day. “A long time ago I realized that what you’re really doing is helping and

serving people,” she says. “Every client is unique, so my work is listening to what they need, and then finding a way to fill those needs.”

When it comes to marketing her listings, Lesley’s assistant Kelsey, helps her stay ahead of the game by using technology to ensure maximum exposure. “We use social media and video to promote our listings,” Lesley says. “We do things with technology that are less common in this region, and we make it work for our clients. It’s a huge interest generator, so there’s a lot of value in it.” The results speak for themselves, and Lesley averages 6080 transactions a year.

Community involvement is important to Lesley.

She contributes a portion of every commission to the Children’s Miracle Network to support regional hospitals and to “Sold on a Cure” in support of the Canadian Breast Cancer Foundation. Lesley has also been actively involved over the years with the local libraries. When she is not working or giving back, Lesley enjoys golf, camping, biking, and the outdoors.

“Northern Alberta has been great to us,” Lesley says.

“My husband and I came up here the day after we got married 42 years ago, and it was a great decision. I’m driven, and I’ve always been that way. I’ve been lucky to be challenged by many things, and I thrive on that. I try always to keep in mind my slogan, ‘Les Cares More,’ because it holds me accountable to the service level I strive to provide to my clients. With every client I always make sure I focus on that one constant, because in small Communities when we meet friends and acquaintances on the street, it is important to know that everything we do is done with a high level of integrity.”

To find out more about Lesley Bunn, you can contact her by phone at 780-618-2188, or by email at lesley.bunn@outlook.com. You can find her online at lesleybunn.com www.

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CAROLYN COWE For Carolyn, real estate is more than a career; it runs in the family. As a third-generation realtor, Carolyn’s first job, at fifteen, was as a receptionist at her father’s real estate office NRS Block Bros.

“I’m fortunate to have a mentor like my dad,” she says. Over a career spanning forty-eight years in the industry, her father created a strong reputation. “I feel honored to have Cowe as my last name in this business.”

Carolyn has grown her real estate career in her own right, with over twenty-five years of experience selling homes, and years of work in development and new construction.

Today, Carolyn is a REALTOR® with Royal LePage West Real Estate Services in Coquitlam, British Columbia. She has received accolades such as the Directors Platinum Award, the Presidents Gold Award, the Master Sales Award, and is a four-year Medallion Club Member. In 2020, she placed #17 at Royal LePage West RES office out of over 200 agents for TOP Individual Sales.

Currently, over eighty percent of Carolyn’s business is derived from referrals. “A lot of my clients I’ve known for many years,” says Carolyn of her impressive referralbased business. “Now their kids are wanting to buy, and their kids have friends who are looking, and the referrals just go on from there.”

professional photography, floor plans, and video. Carolyn has moved more than 1,500 clients over her career and has been on hand to guide each sale every step of the way.

Carolyn explains, “I’m not one to just give a key out and not show up. I want to take the time to be there and really sell the product.”

As a REALTOR® who cares about giving back, a portion of Carolyn’s commissions support the Royal LePage Shelter Foundation.

For three years she served as a director at the Gifted Children’s Association of British Columbia. A great animal lover, Carolyn is involved with animal rights causes, donating to Endless Pawsibilities Animal Rescue, as well as her local animal shelters.

Fitness has always been important in Carolyn’s life. She is a marathon runner, and for years was a competitive figure skater. These days, Carolyn loves cycling and is “Hooked” on her new Peloton. When she’s not working, Carolyn loves to travel with her family and hopes to resume regular family trips soon, post-Covid.

Looking to the future, Carolyn sees herself following in her father’s footsteps, creating a life-long real estate legacy, while maintaining a holistic work-life balance between her career and family. “It doesn’t feel like work to me,” Carolyn says of her career thus far. “You can set your own path, and I’ve got a lot of road ahead of me.”

Carolyn’s patience and personability when helping connect those first-time buyers with their dream home helps set her apart in her field. “I love the fact that a lot of these first-time buyers are new to the process and have such excitement.”

Carolyn adds, “I love seeing my clients grow. This is a relationship building career. I’m meeting new people every day who welcome me into their lives and trust me to be a part of it.”

When it comes to marketing, Carolyn’s listings post to a wide range of social media platforms and showcase crisp branding, customized to the needs of each property with 20

Contact Carolyn at 604.831.4029, email carolyncowe@shaw.ca, or visit carolyncowe.com www.

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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AMY & MARTY FRASER Everyone has had the experience of feeling like a number at times, whether it’s waiting on the line listening to an automated voice tell us how important our call is to the company, or finding promotions in our mailbox addressed to “current resident.” But for people working with Realtors® Amy & Marty Fraser, purchasing or selling a home is not one of those times.

“People buy or sell real estate for all sorts of reasons— happy or sad,” Marty explains. “It’s a life-changing, emotional experience. We remember that as we’re guiding clients through this process. We’re always sensitive to their specific situation, and we take care of every client personally. When you hire us, you get Amy & Marty.”

Amy worked for a new construction builder for 4 years before getting her license in 2006. Marty joined her a year later, resigning from his job with Blackberry. Since then they’ve built a successful business with Bosley Real Estate, serving clients in and around Cambridge, Ontario. They close on average about 50 deals a year, 50 percent of that business coming from either repeat clients or referrals.

It’s not hard to understand why clients keep coming back. In addition to being highly professional and empathetic, the Frasers are also fun people who love their job. Known locally as “the Bearded Realtor” (and what a beard it is!), Marty displays a different pair of fancy socks in every marketing video he produces for his homes. “People come up to me on the street and tell me they love my socks. It’s been a very effective

marketing strategy, helping us get maximum exposure for the homes we list.”

It’s part of a sophisticated marketing campaign that Amy & Marty compose for every listing. They use professionals to create photographs and videos capturing a property’s unique features, coupling those images with a narrative that tells the story of the home, and using a social media marketing company to reach buyers worldwide. The videos draw thousands of viewers and multiple offers that ensure sellers the highest dollar from their investment. Both clients and agents alike appreciate the Frasers’ method and reliability. “Other Realtors® tell us they love seeing an Amy & Marty listing, because they know what a positive experience it’s going to be.”

That experience is shaped by the attitude the Frasers bring to their work. “I love everything about this job,” says Amy. “Being able to help people navigate challenging situations—I take a lot of pride in that. I love negotiating, and reading the market to adapt quickly to its changes.”

When not working, Amy & Marty volunteer with their children’s schools and sports teams. Amy loves spending time with their children at the family cottage, while Marty likes sharing his hobby of collecting sports memorabilia, particularly his hockey cards, of which he currently has nearly 250,000. A fifth of those are for his beloved Buffalo Sabres!

Going forward, the Frasers plan to keep running their business with the humility, authenticity, and consistency they’ve come to be known for. “Real Estate isn’t a sprint, it’s a marathon,” explains Marty. “We’re constantly looking out for the long-term interests of our clients. They know who we are, and what we stand for.”

For more about Amy & Marty, please call 519-500-5540, email MFraser@BosleyRealEstate.com or AFraser@BosleyRealEstate.com.

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BELINDA LELLI Over Belinda’s thirteen years in real estate, she has passed exceptional milestones, including over $1 billion in sales; She has personally received the Royal LePage Red Diamond Award for the past five years, and has been a top producer from year one. Notably, Belinda has harnessed her experience in teaching and education administration to impart impeccable service to her clients and has fostered a reputation for integrity and professionalism.

“I hold myself to the same high bar in real estate as I did in education,” Belinda says. “I’m about the client and what they want. Every client requires a specific, tailored plan. ” As an administrator and teacher with a Master’s in Education focused in Psychology and Administration, Belinda spent years navigating the personal dynamics and meeting the high demands of a career in education.

Belinda explains, “I feel I transitioned so successfully because I’ve dealt with the two most important things in peoples’ lives: their children and now their homes.”

Belinda grew up around real estate, seeing how homes were made, through her father’s career in construction.

“I was fascinated from the get-go,” she remembers. “I’m talking about building from the ground up, all the way to the final product.”

Today, Belinda leads the Belinda Lelli Diamond Team, in Toronto, with fellow agents Meghan Kennedy, Suzanne Stephens, Allison Waldenberg, and their assistant Julie Kelk. “Our team is progressive,” Belinda says. “Being on the cusp of what’s going on is at the heart of what we’re doing. Our boutique team will exceed client expectations.”

Over forty percent of Belinda’s business derives from repeat and referral clients. Homeowners return to work with her again after experiencing her unmatched work

ethic and her ability to exceed expectations of service. Often working from six to midnight, Belinda personally oversees every step in the process of helping her clients achieve their dream home. She exercises great care and confidentiality in supporting her clients, understanding how personal and sometimes difficult buying or selling a home can be.

When it comes to marketing, Belinda’s team provides a comprehensive package, from painting and repairs in the home to a robust digital rollout for each listing. Ads posted across a wide range of social media platforms engage Belinda’s listings right at a buyer’s fingertips. Annually, Belinda closes as many as two-hundred transactions.

Having known students and mothers fleeing domestic violence during her years in education, Belinda strongly aligns with Royal LePage’s mission to combat abuse through the Royal LePage Shelter Foundation. Her team donates a portion from every sale to local women’s shelters. Belinda likewise supports Ronald McDonald House, and Covenant House which provides shelter and resources for houseless youths, and Chalice Charities, sponsoring two young girls in Peru.

When she’s not working, Belinda loves spending time in cottage country, on the water in Muskoka, or visiting beaches in Florida and California. A life-long educator and learner, Belinda recently completed a course at Cornell University on international real estate relations.

Looking to the future, Belinda hopes to continue growing her team’s business, while raising the bar for success and service. She and her team are always striving to evolve and adapt with the market, staying abreast of new developments in the industry. Finally, Belinda has begun the groundwork for a succession plan to see her legacy of ethical professionalism endure for years to come.

Find out more at belindalelliteam.ca, or connect with Belinda via phone at 416-457-4407 and via email at bel.lelli@rogers.com www.

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 26

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

Seller’s Perspective: How powerful is cash?

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

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

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KRYSTAL LEE MOORE Krystal Lee Moore thrives on helping clients achieve their real estate goals. After graduating from Carleton University in Ottawa with a B.A. Honors in Law, Krystal quickly realized that being a lawyer in Ontario was not her calling in life.

When her own Realtor® suggested that she try real estate, she was hesitant at first. “I had no idea what being a Realtor® was about other than some pretty negative stereotypes that I had seen in movies and heard about, so I didn’t think it was for me. But after he planted that seed, I started to think about it more and eventually decided to try it out.” A decade later, Krystal knows she made the right choice and finds endless joy in helping clients open the door to the next chapter of their life.

Affiliated with Royal LePage Triland Realty, Brokerage, in London, Ontario, Krystal serves clients throughout London and Guelph, Ontario. Known for her empathy and the support she always graciously offers to her buyers and sellers; she has effortlessly built a large network of repeat and referral clients. “I care very deeply for my clients, and I try to bring the stress of the experience down as much as possible. I held customer service jobs while I was at school, and I was trained to remember that I am the face of an organization, and I must always deliver excellence.

I’ve carried that through into my real estate career. My goal is to see smiling faces every day.”

An important part of Krystal’s success in business is her ability to connect with local business owners, and with her clients and to remain close to them long

after the end of the transaction. “You have to stay in touch with your past clients because no matter how much you do for somebody, people have busy lives and if you don’t stay in touch, you will be forgotten.

My husband’s parents had an amazing experience with their agent decades ago, but they can’t remember her name. That’s just one of many examples where doing a great job isn’t enough. I send out personal notes and do small things to let clients know our relationship is important to me.”

As part of her marketing strategy, Krystal utilizes Royal LePage’s wide online reach. “We have a huge reach in Canada, and we have one of the most popular websites for real estate. We have one chance for a first impression, so we try to bring the ‘wow’ factor every time. I have all listings staged, we have a handy person that comes in and helps with those things that people mean to do for years, that never get done, we get the home professionally cleaned, and we also have professional photography and videos. The idea is that the first time someone looks at the listing, they will be impressed and intrigued to see more.”

In the future, Krystal is determined to continue educating herself so that she can best serve her clients.

Krystal volunteers in the local community, and with the Canadian Real Estate Association (CREA) and is currently a member of the Realtors Care Committee and Chair of the Global Committee. She also coaches with two prominent real estate coaching companies, Buffini and Company and Kathleen Black Coaching Company and constantly strives to improve her skills and abilities as a professional. “I’m currently doing an online MBA program with a focus on real estate leadership. My goal is to steadily work towards increasing my knowledge and my skills and become a leader in the real estate industry in Canada.”

To learn more about Krystal Lee Moore, email krystalleemoore@royallepage.ca, visit krystalleemoore.ca or call (519) 400-8394. www.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch.

After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed.

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 28

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses.

Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

Top Agent Magazine®

Top Agent Magazine

CANDACE POWELL Candace Powell has extensive experience in construction, development, and property management, all of which allow her to provide her clients with expert counsel and a long-term view of their financial decision making. The “love being able to help people see past that nine to five job by investing in real estate,” Candace says. “I grew up in a home with very little means, and being able to help clients get out of that cycle and build wealth is lifechanging.” Her values-driven, empathic, and high skilled approach has earned Candace impressive and quick success. “My first year, I told myself I’d be happy with ten closings. I ended up closing forty properties,” Candace says. “That was how I knew I’d found my calling.”

While working for a local property flipper, Candace learned the ins and outs of construction and renovation. She began to manage bigger properties, gaining invaluable experience in the property management world. After spending a year shadowing a successful commercial agent, Candace decided to become a Realtor herself in order to help clients build generational wealth.

With a year and half under her belt as a Realtor with Creativ Realty, Candace is driven, hard-working, and client-focused. Serving New Brunswick in Canada, Candace is already seeing repeat clients. Her clients are also increasingly referring her to friends and family, which is a testament to her fierce commitment to her clients. “I think clients are excited to work with me because they see how much I care,” Candace says.

“I really care about people. I’m very driven and motivated. I understand how owning real estate can lead to financial freedom, and I am fully committed to helping every client reach their goals.”

To keep in touch with her growing client base, Candace reaches out on anniversaries, birthdays, and holidays, Top Agent Magazine

and on days in between to check in and keep abreast of developments in her clients’ lives. Dedicated to her own professional development, Candace took a 3D photography course to help showcase her clients’ properties. With a comprehensive marketing strategy that includes beautiful images broadcast across social media and digital platforms, Candace knows how to display her clients’ properties in their best light. This year, she is on track to complete between sixty to seventy sales, a huge accomplishment given her recent entry into the business.

Active in the community, Candace has volunteered with rehabilitation centers, soup kitchens, and for garbage pick-up. When she is not busy helping her clients or giving back her time, she is an avid foodie who loves to try new restaurants and recipes.

Looking to the future, Candace plans to continue to refine the practices that have gotten her to where she is today. She is excited by the prospect of helping more people achieve financial independence through real estate.

To find out more about Candace Powell, please call 506.852.0161 or email at candace@creativrealty.com Copyright Top Agent Magazine 29

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