CANADA 9-20-21

CANADA EDITION

5 TIPS TO MAKE

NEW HIRES A LONGLASTING SUCCESS

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MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

4 WAYS TO WIN THE BATTLE AGAINST

PROCRASTINATION FEATURED AGENTS

CAROLINE RISI DIANNE KING GREG & DAREEN KUCHMA KARIE SEISS ZACHARY JANCSAR

5 WAYS TO TRANSFORM

RENTERS INTO OWNERS COVER STORY

SARINA HAN

CANADA EDITION

CAROLINE RISI

DIANNE KING

Caroline Risi began her real estate career it forKing them. Instead, we do a lot of active It was Dianne King’s brother Daryl patiently showed us many m as a licenced agent in the late 1980s. She work, through daily background marketing who inspired her to enter the real estate and was even willing to set eventually earned her marketing degree campaigning to sell people’s homes.”showings each day to acc business. “He has been in theand industry and left to run her own marketing firm, for 30 plus years, so he’s always encourour limited schedule. She but real estate called to her again aboutaged 10 me to get my license,” Dianne Community involvement is important says. to every house knowledge career years ago. “I was doing a lot of businessAfter for retiring from a corporate to Caroline and her team. She owns the a features and with literatu dealing with real estate, she was finally reference. Whenever we show mortgage brokers and real estate agents, coffee cart that she takes out on weekends ready to take the leap into to thisdifferent field neighborhoods. “I get some in a house she would promp doing their social media and marketing,” three years ago. Joining her coffee, brother’s us with follow up informatio Caroline recalls. “I realized that they were drive around and give free coffee team, she hit the ground running comparisons to similar hou making a lot of money from all the work away, and talking to the neighbors,” she says. theher team also sponsor golf tournaarea. And she provided lots o I was doing, and I should be doing it hasn’t for looked back. Today she serves She and ZACHARY JANCSAR SARINA GreaterCAROLINE SARINA HAN RISI Ontario, DIANNE KING GREG & DAREEN KARIE SEISS Toronto Area (GTA), with a growing advice to us as first time home buyers draw myself!

So I got backKUCHMA into real estate, and ments and local sports teams, and Caroline HAN portion ofagot her business consisting of Jancsar repeat Society clients and years of professional experience.” never looked back, and few donates to the Humane andKarie’s the Youth Before he licensed in 2004, Zack properties along with his wife Top Caroline Agent Karie Seiss andThe co-owner of after Another factor that informs impres-Service uchma’s real estate jour- I love it.” personal attention they offer also referrals.

It’s Dianne’s attention to detail and dedicayears back in real estate she started her own team, The Bureau, including hiring summer co-op students the independently owned sets and The operated sive success story would be the long-lasting extensive familiarity with always knew he wanted in real n while he was attending Greg Kuchma team apart. to work tion to going above and beyond expectations that an important part of Dianne’s Realty and Property Management in touch relationships sheWhen and herhas teammates Team, as well as a staging that opertheir program. she is Community notestablish workingis or His grandmother mom before through learning how to build and invested in his first AxiomJKS Theycompany stayestate. in with theirthrough clientsand Victoria, British Columbia – is a hardworkwith their clients; ones that far transcends the led to her success. loves to give back her time and funds to co giving back, Caroline enjoys golfing, having friends e. After finishing university ates alongside her real estate business. after the transaction is closed, and their him had been long-time Realtors®, and his and bring the various facets ing, dedicated and deeply knowledgeable closing table. “We have a monthly newsletto her heart.

She donates regularly to the ing in the corporate world annual client party is a big event that forbusiness barbecues, and family well. real estate professional who has made it dad her had joined the over ter thatas goes outtraveling. to everyone, and our website together into this business. “W “I’m all about service,” Dianne says.

“I truly care about Miracle Network, Breast Cancer Foundatio , Greg moved into residen- Caroline allows the team to show their appreand her team serve Ottawa Now, 17 years later, Zack works alongside mission to provide her many clientsand withthe thesurrounding jksrealty.ca is interactive and easy to nav- able to generate an abundanc the people I work and I never atwe’re anything I’m oldand food and SPCA. During any fre state full-time in 2009. He areas. A ciation.

They alsoDean, stay in touch via very best customer service. to a fault, igate.

Butwife, also estate, very school and significant portion ofHonest her business from “I love everything about real thebank passion Ithe and hiscomes dad, hiswith, mom, Joan, andlook his edge experience throug ife Dareen met shortly after birthdaynature and anniversary cards, as well doing as a transaction.

I look at it as helping a family be found hanging out at her weeken and possessed of a warm, personable interactive.

We pick up the phone can and call our Dana, Hewitt have Jancsar Realty Ltd. in my team members,” Caroline personal endeavors that inf repeat and referral clients, an impressive feat thatfor speaks comes out in all of that puts her buyers and sellersas at ease during clients regularly.” ome from a marketing and reaching after a get client’s home they’re or out a person something going to love.” spending time with family.

Oxford County, Ontario.

Zack is the Broker thing to the trust and confidence she inspires.

“My clients get says.

“We have more than enough staff to manage all we do as a team,” Zac the often-convoluted transaction process, g background, and Greg and purchase to see howthe they’re She goes extradoing mile in to make sure her clients feel ofhouse.

Record, and they’ve recently hired a which are always learning and impro attention, they like that,” Caroline explains. the that administrative work, us the time are few and agents better suited fornew helping Intelligent, thoughtful and allows comprehensive oing some real estate invest- a lot ofthere their “We make sure comfortable, always looking out for their best are interLookingbytowards the future, Dianne hopes – and frequently exceed marketing strategies fully clients employed Buyer’s Agent, Tighe, and full-time like that achieve I’m responsive anda very that if –they ask me Jodi toDareen concentrate and make sure our get all our the goal to use that knowledg er,” Dareen recalls. “Greg’s “They customers it’s personal experience,” ests.

Working withSEISS many senior citizens, Dianne growing their real& estate goals.

Karie and JKS Realty,will including exclusiveand helping more people and famil GREG DAREEN KARIE ZACHARY JANCSAR customer care manager, Jessica Tritton. clients have the best experien was growing and he needed for something, I get back to them says.

“From the minute we show up for and right away.” service time they need.

We make sure they’re use photography, drone photostheir and video, take carebecomes of every stepofsoprofessional the process goes smoothly. real estate investments. She loves KUCHMA to join him, so we made thatestate CMA, to ustoitfollowing personal.”

Due their combined knowledge versatility Zack andphase his team walk the walk and ta comfortable, andbase we help themability through Karie began her journey in real in 2015, and virtual flooraddress, plans.

TheIand company’s toabout use every virtual “I make sure we change their check in on her current path, and can’t see her on together and I joined the Her marketing individuals experience inlove different they are personally invested and well-v a longtime career as a licensed mortgageasbroker.

She was with marketing methods Iand the internet toareas, showcaseand theirmaking many expertise sets Caroline apart.

“My of the process. helping people sure them and bring them meals,” she says.

“I’ll continued get things other field.

“It just brings me so much joy ” The Greg Kuchma Team clients also it comes to marketing, and herWhen decision tothe make the switch listings have resulted their success duringthan the making Hewitt JancsarGreg Team is able to inprovide uniquely industry, them confident and capa alsoheavily like influenced that I’m in very innovative,” she says. they don’t get taken advantage of.

It’s more just a replaced or with fixed if we need to.” Everyone whoaworks clients happy. I’m having the time of my lif and Greg and Dareen havDareen develop unique approach for pandemic. to real estate sales by her mother, currently an aagent It has been vital tool used to assist excellent service toCOVID-19 clients across Southern Ontario.

“Because I have a marketing degree, I do anlisting, extensive job for me.

My heart is in it.” with herexposed can the same great service, as shea home. “Having over forty years of experience.each “I’vespecific always been of Province buyers looking to purchase d back since. one expect that’sout “suited team maintains a robust online ma advertising marketing campaign for my clients.

I unturned. to realand estate,” explains Karie.

Karie has partthe ability“For to interact virtually with buyers, our clients wasZack’s key in the to Currently, the home and to the client’s personal leaves no stone first time home With his approach to interacting with clients, Zack aims paign, including FaceBook advertising and nered with Jason Kahl, who is also the Managing Broker, pandemic, and it was a vital link to give them the confidence also stage my clients’ homes at no charge.

As a result, I yal LePage Burloak Real preferences, to thethat poolthey of buyers I’ll and ensure really understand every process andget Jackie Page who Manages thetheir office andto,” Property needed to move forward in their decision,” says Karie. to provide a stress-free experience that consistently furings on the MLS. They use a CRM system them a higher pricewe’re for homes.

They ervices, Greg and Dareen typically marketing the Kuchmas say. purchasing a home, like the inspection report. I’m Management Division. Together with of a full timebest unli-interests thers the of the client.

Heit takes the time deliver information to their extensive datab serve Burlington, Ontario. Their also They offer staging services, pre-photography setups, get ateam lot of added value with me.” all about honesty and integrity.”

When comes to her censed assistant Sarah Daigle, this compact, efficient office Karie and her team are also avid philanthropists who donate licensed administrative assistant andfocuses a sales not just and on more to ensure an excellent presentation. to getand toshe know clients needs, closely and are partners with MoveSnap, a program retail, but wholesale sales property substantially to three localworking charities, sellers, makes sureand thattheir their listing is put inincluding front the Goldstream out 85% of the team’s business comes from with them to ensure those needs are met throughout help streamline the process of moving util management well. extensive online Food Bank, C-FAX Santa’s Anonymous and The Victoria That added value as includes marketing. of as many people as possible. “I advertise through referral clients, an impressive feat that speaks Community involvement the is important to “We Greg andaSociety.”

Humane “Our office enterprise, has been in this community transaction. are family-focused homes for clients. Together, the Hewitt J “I have been coaching people on usingsocial social media media, magazines, other years clients and the paper. st and confidence they inspire. “We want Dareen.

Theythe sponsor annual to beneAs of to this writing, almost entiretyan ofand Karie’s considerfor over twenty andas waswell,” foundedZack

by Jason and his dad wecharity treat gala our clients like family closes between 75 and 100 transactions fo to get a return on their investment for many years,” I’ll send flyers out and do everything to guarantee no ableonly business based uponWomen’s repeat clients andand referrals, a Lyle e that every client feels like they’re our fitisthe Halton Place, Greg serves onKahl,” the she says, “and while we have rebranded to our says. our shared expertise, we are ableintothis solve sales of $50M each year, and they Caroline says.

“Icommittee even wrote a customer book on the“With subject properties goand unnoticed.” sure indicator of the exceptional service Karie current name, our roots run deep community andvolume the they are getting a positive experience from to organize their brokerage’s annual charity any problem a client might have with ease.”

Clients to exceed those numbers in 2021.

JKS Realty provide their buyers and sellers.

“I was trained greater community of South Vancouver Island.” called 123 Social Media Field Guide.”

Caroline uses nish,” Greg explains. “We want them to be golf tournament. When they are not working or giving I wasmarketing, working in mortgages to work hard the to retain my Jancsar Team’s personal approach to love social media targeted marketing, and tell their friends and family about the when service back, Greg and Dareen enjoy spending time with clients their love to spread the word After the Hewitt transaction, For more information about Diann client base,” she says. “I would also say real that clients return Karie gets and office have big plans for the future To her find out more about Risi, estate, as the team almost all of their business In of hisJKS free please time, Zack spending ti rom us.” two to boys, ages 2 and 4. about reversetoprospecting ensure “A herthework. said, “Dianne is including theCaroline callloves 905-751-9332 me and refer me to othersmaximum has a lot to exposure. do with fact One Realtyrecently and Property Management, continued please call 613-762-2698, through referrals from satisfied clients. wife and kids.

His team is heavily inv you new could asktofor.

She “We still or lot of agents are what callbusiness ‘3-P agents.’

Theyamazingly putbeen your email dianne.king@darylking that they trust me.IMy partner most Jason has in helpful growth agent and adding agents its roster. want email caroline@theaxiomteam.ca Dareen draw on their extensive network to In the future, Greg says, “We want to keep the same community – they support a variety of loc the industry for nearly three decades, and it really comes to maintain our specialized boutique feel, but our doors are house on the MLS, they put a sign on the front lawn, urces to their clients. “We are able to give recsmall-team feel, whileheavily alsoCollectively, growing business.

I love or Hewitt visit theaxiomteam.ca down to not just trust, also being involved in our open.” saysofKarie.

Above all, however, remains Karie’s prithe members the Jancsar Team organizations and routinely host client and they pray some otherbutagent comes along andthe sells Top Agen tions for movers, mortgage brokers, or local anyone come to us on in have need of whether market.that We people also pride ourselves getting oursomething, clients mary objective: continue providing her many grateful For the futureCopyright spent decades working in toreal estate, and their dinners. of his business, they want. competition fierce,and andthey’re we havecounting the clients with the unparalleled customer service that has long lients need,” Dareen says. “We have awhat whole it’s The a purchase or aissale, on and us. informed perspective diversity of skills makes to become more heavily involved with negotiating and experience to help our clients been sather calling card. “Coffee’s on, we love talking with we use to our advantage to help the client from skills It means a lot that we haveensure the ability to not only them a team you want on your side when attempting to well as expand his base and start deve Phone 310-734-1440 | Fax 310-734-1440 achieve theirthey’re real estate goals” meeting new members of our community every day.” to end, and they really appreciate having us success isfyinwhat trying to accomplish, but alsoand to leave buy or sell a property.

In particular, Zack brings value properties.

If you’re looking for a real es top resource for everything they need.” them excited about it, and exceed their expectations.” mag@topagentmagazine.com to |thewww.topagentmagazine.com table through his own personal experience in Ontario who truly cares about their clients For more information aboutreal Karie Seiss, call or email karie@jksrealty.ca estate.

He has250-213-5480 invested in and remodeled many with Zack and the Hewitt Jancsar Team to

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CONTENTS

4) 5 TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS

19) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

14) 5 WAYS TO TRANSFORM RENTERS INTO OWNERS

23) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION www.

For more about Greg and Kuchma, call 905-335-3042, or No portion of Dareen this issue may please be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine regkuchma@royallepage.ca or dareen@royallepage.ca.

You can online precautions at gregkuchma.ca is published

by Feature Publications GA,find Inc.them Although are taken to ensure the accuracy of published materials, Top www.

Top Agent Magazine Agent Magazine cannot be held responsible for opinions expressed or facts supplied bycan its authors.

YouCopyright contact Zack Jancsar at (519) 569-0392 Copyright Top Agent Magazine To subscribe or change address, send inquiry to mag@topagentmagazine.com. or email zachary@thefamilyadvantage.ca. You can visit his team’s website at thefamilyadvantage.ca Published in the U.S. www.

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 4

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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SARINA HAN Top Agent Magazine

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Top Agent Sarina Han is the Vice President of Luxmore Realty, where she leads a tight-knit team to assist clients throughout Western Vancouver and the surrounding areas.

Upon moving from China to Canada in 2001, Sarina Han began searching for a place to settle down in Vancouver. While searching for her dream home, however, she fell in love with real estate and decided to pursue her license.

“Seeing all the beautiful houses in Vancouver really motivated me to become a Realtor,” she says. “After obtaining my license, I haven’t looked back.”

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Since starting out in 2006, Sarina has authored an accomplished, fifteen year career as an agent.

Today, she is the Vice President of Luxmore Realty, where she leads a tight-knit team to assist clients throughout Western Vancouver and the surrounding areas. Utilizing her outstanding work ethic and extensive connections in Asia, she specializes in facilitating transactions for an international client base, earning the M.L.S. Top Agent Magazine

Medallion Club 10% Award in each year from 2009 to 2020.

When listing a home, Sarina combines her acute business instincts with her in-depth knowledge of the local marketplace to empower her clients.

After helping them fully prepare their home for the market, she broadcasts it over both her Top Agent Magazine

personal website and a blend of print publications. Well-versed in platforms like WeChat, she also connects her clients to a buyers’ pool within her own network and further amplifies their listings via promotional events in the community.

But from beginning to end, she is there for her clients, navigating their transaction and maximizing their value.

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“For some clients, the negotiation process can be really tough or frustrating,” Sarina says. “After all, it’s so rewarding to help a client through their transaction and solve their problems along the way.

Elsewhere, Sarina is just as hands-on with her buyers. Leaning on her years of experience, she carefully guides them to the right home for their needs. But for her, the transaction lasts well after closing, as she remains in touch with her clients to cultivate a lasting relationship and ensure they are thriving in their new homes. Due to her compassionate approach, she has gained a fantastic reputation throughout Vancouver, with the vast majority of her volume coming from repeat clients and referrals.

Through the years, Sarina has truly made her mark in Vancouver. In 2015, she bought a breathtaking house for her buyer on one of Belmont’s Copyright Top Agent Magazine 10

most in-demand streets at $51,800,000, the current record for a residential home in the region.

Likewise, in 2016, she sold an exceptional house on Belmont at $29,800,000, and currently, she is selling the most beautiful house in First Shaughnessy, asking at $35,800,000.

While averaging close to $100 million in annual volume, Sarina enjoys nothing more than advocating her clients’ best interests.

“For some clients, the negotiation process can be really tough or frustrating,” she says. “But I love it. After all, it’s so rewarding to help a client through their transaction and solve their problems along the way. Once I finish a Top Agent Magazine

deal, I feel hyped not only for them—but also for myself.”

Outside her career, Sarina is deeply involved in her community, supporting various organizations such as her local Children’s Hospital. In fact, she Top Agent Magazine

has earned numerous awards for her charitable work, including the Volunteer Contribution and Financial Support to Build a Better Community Honors. When she’s not with clients or giving back, she can be found caring for her mother, practicing yoga, or training on the elliptical.

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Going forward, Sarina has strong plans for the future of her business. With her volume maintaining its steady growth, she looks forward to expanding her work with commercial and investment properties. In the meantime, though, she is

more than satisfied with the fulfilling life she has established in the city that first brought her to real estate. “I’m so happy with where we’re at,” she says. “As long as I continue working hard for my clients, I trust the rest will fall into place.”

For more about Sarina Han, email sarina0099@gmail.com, visit sarinahan.ca or call (778) 882-0099. You can also find her on Youtube at Sarina HanVancouver Luxury Homes www.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 14

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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CAROLINE RISI Caroline Risi began her real estate career as a licenced agent in the late 1980s. She eventually earned her marketing degree and left to run her own marketing firm, but real estate called to her again about 10 years ago. “I was doing a lot of business for mortgage brokers and real estate agents, doing their social media and marketing,” Caroline recalls. “I realized that they were making a lot of money from all the work I was doing, and I should be doing it for myself! So I got back into real estate, and I love it.” Caroline never looked back, and after a few years back in real estate she started her own team, The Axiom Team, as well as a staging company that operates alongside her real estate business.

Caroline and her team serve Ottawa and the surrounding areas. A significant portion of her business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “My clients get a lot of attention, and they like that,” Caroline explains.

“They like that I’m responsive and that if they ask me for something, I get back to them right away.”

Her marketing expertise sets Caroline apart. “My clients also like that I’m very innovative,” she says.

“Because I have a marketing degree, I do an extensive advertising and marketing campaign for my clients. I also stage my clients’ homes at no charge. As a result, I typically get them a higher price for their homes. They get a lot of added value with me.”

That added value includes extensive online marketing.

“I have been coaching people on using social media to get a return on their investment for many years,” Caroline says. “I even wrote a book on the subject called 123 Social Media Field Guide.” Caroline uses social media marketing, targeted marketing, and reverse prospecting to ensure maximum exposure. “A lot of agents are what I call ‘3-P agents.’ They put your house on the MLS, they put a sign on the front lawn, and they pray some other agent comes along and sells Top Agent Magazine

it for them. Instead, we do a lot of active work, through daily background marketing and campaigning to sell people’s homes.”

Community involvement is important to Caroline and her team. She owns a coffee cart that she takes out on weekends to different neighborhoods. “I get some coffee, drive around and give free coffee away, talking to the neighbors,” she says.

She and her team also sponsor golf tournaments and local sports teams, and Caroline donates to the Humane Society and the Youth Service Bureau, including hiring summer co-op students through their program. When she is not working or giving back, Caroline enjoys golfing, having friends over for barbecues, and traveling.

“I love everything about real estate, and the passion I have comes out in all of my team members,” Caroline says. “We have more than enough staff to manage all the administrative work, which allows us the time to concentrate and make sure our clients get all the service and time they need. We make sure they’re comfortable, and we help them through every phase of the process. I love helping people and making sure they don’t get taken advantage of. It’s more than just a job for me. My heart is in it.”

To find out more about Caroline Risi, please call 613-762-2698, email caroline@theaxiomteam.ca or visit theaxiomteam.ca

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DIANNE KING It was Dianne King’s brother Daryl King who inspired her to enter the real estate business. “He has been in the industry for 30 plus years, so he’s always encouraged me to get my license,” Dianne says.

After retiring from a corporate career dealing with real estate, she was finally ready to take the leap into this field three years ago. Joining her brother’s team, she hit the ground running and hasn’t looked back. Today she serves the Greater Toronto Area (GTA), Ontario, with a growing portion of her business consisting of repeat clients and referrals. It’s Dianne’s attention to detail and dedication to going above and beyond expectations that has led to her success.

“I’m all about service,” Dianne says. “I truly care about the people I work with, and I never look at anything I’m doing as a transaction. I look at it as helping a family or a person get something they’re going to love.”

She goes the extra mile to make sure her clients feel comfortable, always looking out for their best interests. Working with many senior citizens, Dianne will take care of every step so the process goes smoothly.

“I make sure we change their address, I check in on them and bring them meals,” she says. “I’ll get things replaced or fixed if we need to.” Everyone who works with her can expect the same great service, as she leaves no stone unturned. “For first time home buyers, I’ll ensure that they really understand every process of purchasing a home, like the inspection report. I’m all about honesty and integrity.” When it comes to her sellers, she makes sure that their listing is put in front of as many people as possible. “I advertise through social media, magazines, other clients and the paper.

I’ll send flyers out and do everything to guarantee no properties go unnoticed.”

After the transaction, clients love to spread the word about her work. One recently said, “Dianne is the most amazingly helpful agent you could ask for. She 18

patiently showed us many many houses and was even willing to set up lots of showings each day to accommodate our limited schedule. She showed up to every house knowledgeable about the features and with literature for us to reference. Whenever we showed interest in a house she would promptly provide us with follow up information and price comparisons to similar houses in the area. And she provided lots of insightful advice to us as first time home buyers drawing on her years of professional experience.”

Community is an important part of Dianne’s life, so she loves to give back her time and funds to causes close to her heart. She donates regularly to the Children’s Miracle Network, Breast Cancer Foundation, her local food bank and the SPCA. During any free time, she can be found hanging out at her weekend home or spending time with family.

Looking towards the future, Dianne hopes to continue growing and helping more people and families achieve their real estate investments. She loves everything about her current path, and can’t see herself in any other field. “It just brings me so much joy to see my clients happy. I’m having the time of my life.”

For more information about Dianne King, please call 905-751-9332 or email dianne.king@darylking.com Copyright Top Top Agent Agent Magazine Magazine

3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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GREG & DAREEN KUCHMA Greg Kuchma’s real estate journey began while he was attending university and invested in his first townhome. After finishing university and working in the corporate world for a year, Greg moved into residential real estate full-time in 2009. He and his wife Dareen met shortly after that. “I come from a marketing and advertising background, and Greg and I started doing some real estate investing together,” Dareen recalls. “Greg’s business was growing and he needed someone to join him, so we made the decision together and I joined the business.” The Greg Kuchma Team was born, and Greg and Dareen haven’t looked back since.

With Royal LePage Burloak Real Estate Services, Greg and Dareen primarily serve Burlington, Ontario. Their team also includes a licensed administrative assistant and a sales agent. About 85% of the team’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence they inspire. “We want to make sure that every client feels like they’re our only client and they are getting a positive experience from start to finish,” Greg explains. “We want them to be excited to tell their friends and family about the service they get from us.”

Greg and Dareen draw on their extensive network to offer resources to their clients. “We are able to give recommendations for movers, mortgage brokers, or anyone else our clients need,” Dareen says. “We have a whole network we use to our advantage to help the client from beginning to end, and they really appreciate having us as a one-stop resource for everything they need.”

The personal attention they offer also sets The Greg Kuchma team apart.

They stay in touch with their clients after the transaction is closed, and their annual client party is a big event that allows the team to show their appreciation. They also stay in touch via birthday and anniversary cards, as well as reaching out after a client’s home purchase to see how they’re doing in their new house. “We make sure that it’s a very personal experience,” Dareen says. “From the minute we show up for that CMA, to us it becomes personal.”

When it comes to marketing, Greg and Dareen develop a unique approach for each specific listing, one that’s “suited to the home and to the client’s personal preferences, and to the pool of buyers we’re marketing to,” the Kuchmas say.

They offer staging services, pre-photography setups, and more to ensure an excellent presentation.

Community involvement is important to Greg and Dareen. They sponsor an annual charity gala to benefit the Halton Women’s Place, and Greg serves on the committee to organize their brokerage’s annual charity golf tournament. When they are not working or giving back, Greg and Dareen enjoy spending time with their two boys, ages 2 and 4.

In the future, Greg says, “We want to keep the same small-team feel, while also growing the business. I love that people come to us in need of something, whether it’s a purchase or a sale, and they’re counting on us.

It means a lot that we have the ability to not only satisfy what they’re trying to accomplish, but also to leave them excited about it, and exceed their expectations.”

For more about Greg and Dareen Kuchma, please call 905-335-3042, or email gregkuchma@royallepage.ca or dareen@royallepage.ca. You can find them online at gregkuchma.ca www.

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KARIE SEISS Top Agent Karie Seiss and co-owner of the independently owned and operated JKS Realty and Property Management in Victoria, British Columbia – is a hardworking, dedicated and deeply knowledgeable real estate professional who has made it her mission to provide her many clients with the very best customer service. Honest to a fault, and possessed of a warm, personable nature that puts her buyers and sellers at ease during the often-convoluted transaction process, there are few agents better suited for helping customers achieve – and frequently exceed – their real estate goals.

Karie began her journey in real estate in 2015, following a longtime career as a licensed mortgage broker. She was also heavily influenced in her decision to make the switch to real estate sales by her mother, currently an agent with over forty years of experience. “I’ve always been exposed to real estate,” explains Karie. Currently, Karie has partnered with Jason Kahl, who is also the Managing Broker, and Jackie Page who Manages the office and Property Management Division. Together with a full time unlicensed assistant Sarah Daigle, this compact, efficient office focuses not just on retail, but wholesale sales and property management as well.

As of this writing, almost the entirety of Karie’s considerable business is based upon repeat clients and referrals, a sure indicator of the exceptional customer service Karie and JKS Realty provide their buyers and sellers. “I was trained when I was working in mortgages to work hard to retain my client base,” she says. “I would also say that clients return to me and refer me to others has a lot to do with the fact that they trust me. My business partner Jason has been in the industry for nearly three decades, and it really comes down to not just trust, but also being heavily involved in our local market. We also pride ourselves on getting our clients what they want. The competition is fierce, and we have the negotiating skills and experience to help ensure our clients achieve success in their real estate goals”

Another factor that informs Karie’s impressive success story would be the long-lasting relationships she and her teammates establish with their clients; ones that far transcends the closing table. “We have a monthly newsletter that goes out to everyone, and our website jksrealty.ca is interactive and easy to navigate. But we’re also very old school and interactive. We pick up the phone and call our clients regularly.”

Intelligent, thoughtful and comprehensive marketing strategies are fully employed by Karie and JKS Realty, including exclusive use of professional photography, drone photos and video, and virtual floor plans. The company’s ability to use virtual marketing methods and the internet to showcase their many listings have resulted in their continued success during the COVID-19 pandemic. It has been a vital tool used to assist out of Province buyers looking to purchase a home. “Having the ability to interact virtually with our clients was key in the pandemic, and it was a vital link to give them the confidence needed to move forward in their decision,” says Karie.

Karie and her team are also avid philanthropists who donate substantially to three local charities, including the Goldstream Food Bank, C-FAX Santa’s Anonymous and The Victoria Humane Society.” “Our office has been in this community for over twenty years and was founded by Jason and his dad Lyle Kahl,” she says, “and while we have rebranded to our current name, our roots run deep in this community and the greater community of South Vancouver Island.”

Karie and her office have big plans for the future of JKS Realty and Property Management, including continued growth and adding new agents to its roster. “We still want to maintain our specialized boutique feel, but our doors are open.” says Karie. Above all, however, remains Karie’s primary objective: to continue providing her many grateful clients with the unparalleled customer service that has long been her calling card. “Coffee’s on, we love talking with and meeting new members of our community every day.”

For more information about Karie Seiss, call 250-213-5480 or email karie@jksrealty.ca

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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 Top Agent Magazine

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

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute 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 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 24

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.

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ZACHARY JANCSAR Before he got licensed in 2004, Zack Jancsar always knew he wanted to work in real estate. His grandmother and mom before him had been long-time Realtors®, and his dad had joined the family business as well.

Now, 17 years later, Zack works alongside his dad, Dean, his mom, Joan, and his wife, Dana, for Hewitt Jancsar Realty Ltd. in Oxford County, Ontario. Zack is the Broker of Record, and they’ve recently hired a Buyer’s Agent, Jodi Tighe, and full-time customer care manager, Jessica Tritton.

Due to their combined knowledge base and versatility as individuals with experience in different areas, the Hewitt Jancsar Team is able to provide uniquely excellent service to clients across Southern Ontario.

With his approach to interacting with clients, Zack aims to provide a stress-free experience that consistently furthers the best interests of the client. He takes the time to get to know clients and their needs, working closely with them to ensure those needs are met throughout the transaction. “We are a family-focused enterprise, and we treat our clients like family as well,” Zack says. “With our shared expertise, we are able to solve any problem a client might have with ease.” Clients love the Hewitt Jancsar Team’s personal approach to real estate, as the team gets almost all of their business through referrals from satisfied clients.

Collectively, the members of the Hewitt Jancsar Team have spent decades working in real estate, and their informed perspective and diversity of skills makes them a team you want on your side when attempting to buy or sell a property. In particular, Zack brings value to the table through his own personal experience in real estate. He has invested in and remodeled many

properties along with his wife, and gained extensive familiarity with the industry through learning how to build relationships and bring the various facets of real estate together into this business. “We have been able to generate an abundance of knowledge and experience through our own personal endeavors that informs everything we do as a team,” Zack says. “We are always learning and improving, and it’s our goal to use that knowledge to help our clients have the best experience possible.”

Zack and his team walk the walk and talk the talk – they are personally invested and well-versed in the industry, making them confident and capable agents.

Zack’s team maintains a robust online marketing campaign, including FaceBook advertising and putting listings on the MLS. They use a CRM system to efficiently deliver information to their extensive database of clients, and are partners with MoveSnap, a program designed to help streamline the process of moving utilities between homes for clients. Together, the Hewitt Jancsar Team closes between 75 and 100 transactions for an average sales volume of $50M each year, and they are on track to exceed those numbers in 2021.

In his free time, Zack loves spending time with his wife and kids. His team is heavily involved in the community – they support a variety of local charitable organizations and routinely host client appreciation dinners. For the future of his business, Zack hopes to become more heavily involved with investing, as well as expand his base and start developing more properties. If you’re looking for a real estate team in Ontario who truly cares about their clients, get in touch with Zack and the Hewitt Jancsar Team today!

You can contact Zack Jancsar at (519) 569-0392 or email zachary@thefamilyadvantage.ca. You can also visit his team’s website at thefamilyadvantage.ca www.

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