CANADA 9-21-20

CANADA EDITION

COVER STORY

ERIC DAYAN

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION TOP 4 WAYS TO

JUICE UP YOUR

OPEN HOUSE STRATEGY

FEATURED AGENTS

ZAMIAN PARSONS ROB VANOVERMEIRE

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

CANADA EDITION

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ROB VA

Working in ness made R realize that into a caree more client approach. H ested in w ERIC DAYAN ZAMIAN PARSONS ROB VANOVERMEIRE allow him t bility with h decided to his career. He started out as an with a top team in 1999, then w CONTENTS to the owner of a brokerage— Mountain Center—with 36 agent broker that also runs his o 4) INCORPORATING 13) TOP 4 WAYS TO a selling 20) WELCOME three agents and two full-time CHARITABLE GIVING JUICE UP YOUR OPEN ofHOME: WORKING the areas RELOCATORS of Calgary and Canmore IN YOUR REAL HOUSE STRATEGY WITH ESTATE PRACTICE IN TRANSITION For Rob, a good amount of client repeat and referral business, which to his multifaceted experience. “I because I do Commercial, Reside Residential. There’s not many a Phone 310-734-1440 | Fax 310-734-1440 all of that and sell in every locat mag@topagentmagazine.com | www.topagentmagazine.com of Calgary,” he says. And his clie No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent thoughtfulness and the fact that Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published with them video, email, materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by itsthrough authors.

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

Published in the U.S.

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Aside from the standard means o also uses paid Facebook Top Agent Magazineand In pay-per-click marketing with Goo

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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ERIC DAYAN

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According to Top Agent Eric Dayan, “The thing that sets me apart is my service and the experience I provide.”

When Eric Dayan moved from Toronto to Vancouver three years ago, he knew practically nobody outside of his family and had to restart his real estate business. Because of his impressive work ethic and experience in the field, however, his connections blossomed and he has quickly established deep roots in the Willoughby community. “My business is back up if not better than the level that it was in Toronto,” he explains, and there is no question that his impressive 8 Copyright Top Agent Magazine

success attests to his skills and expertise as an agent.

According to Eric, “The thing that sets me apart is my service and the experience I provide.” Eric knows that all real estate agents have the same tools, but it is up to the individual as to how they strategize and what choices they make. For example, Eric likes to focus on constant communication with his clients so that they are always on the same page and Top Agent Magazine

have a smooth partnership. Before he began his career in real estate, he worked as a project manager for a marketing company, and he uses this experience to his advantage when helping clients sell their homes. Eric regularly uses social media, videos, and professional photography, and he says that the key to a successful sale is prepping the home with proTop Agent Magazine

fessional stagers and cleaners. Because Eric attracts so many new clients through this marketing in addition to his repeats and referrals, his business continues to grow.

Clients agree that Eric is great at his job and exceeds their expectations. As one former client shared, “Of all the real estate transactions Copyright Top Agent Magazine 9

“I enjoy helping people, I enjoy the negotiating aspect, and I really enjoy meeting new people. I’m a people-person, so that’s what makes me happy.” that I’ve done, working with Eric was by far my best experience. When buying my house, he used a very personal approach to ensure that we were getting what we wanted in our long term home. He took the time to listen to and address our needs and concerns and provide sound advice, considering our goals and the value for our spend. Through the purchasing process, he truly went to work in our best interest and never once used any pushy sales tactics. I highly recommend him.”

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In addition to meeting so many new people through his real estate career, since he has settled into his community, Eric has done his best to become an integral member and support several local organizations. He helps the neighborhood school as much as possible through donating money and materials.

Additionally, he donates to the Langley Minor Hockey Association and always does his best to shop and eat at local businesses and restaurants. Some of Eric’s favorite hobTop Agent Magazine

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bies are playing hockey, playing poker, and spending quality time with his wife and three children.

In the future, Eric hopes to expand his business and hire new team members, but he is careful about doing so to ensure that every client receives the same high level of service that he

provides. After all, getting to know people and figuring out how to help them is his favorite part of the job, so even if he expands his business in the future, this will always be his priority. As Eric explains, “I enjoy helping people, I enjoy the negotiating aspect, and I really enjoy meeting new people. I’m a people-person, so that’s what makes me happy.”

For more about Eric Dayan, please call 778-938-7653 or email ericdayansold@gmail.com

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Top 4 Ways to Juice Up Your Open House Strategy

by Rob Flitton

I go to open houses, but not just because of my profession or interest in architecture and interior design. I go to open houses to see how effective real estate agents are at selling. It has been rather eyeopening because there is very little selling going on—the average open house strategy needs work.

1.Build a Dynamic Open House Booklet After they leave, open house visitors will discard a one-page for-sale info sheet naming a home’s features. But they will keep, and possibly use, a 6 or 8 page booklet loaded with interesting items that directly solve problems for them.

Perhaps “selling” is considered an outdated skill, or that it feels socially awkward for agents to be regarded as a salesperson. But if you’re a real estate agent, you are a salesperson. At most of the open houses I go, I see money floating out the door every time a visitor leaves because of the agent’s inability or refusal to sell.

It will require some strategic thought to nail the content and design, but perhaps include: (i) descriptives about the benefits of buying the property you’re showing, and not just data, (ii) compelling reasons why they should consider working with you along with a web link to search for listings on your website, (iii) a web link telling them how to get a prompt, written estimate on the value of their home, or to find out what other homes in their neighborhood sold for, (iv) possible discounts on real estate related services—maybe a reduction in fees from your preferred lender, or a reduced home inspection price, (v) possible discounts on non real estate related items.

An open house is a lucrative opportunity to find buyer or seller clients –selling the listing itself may also be the goal, but an agent should not pass up this chance.

There are 4 distinct strategies an agent can immediately employ to juice up their open houses and get awesome leads.

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youcombine combinethis thisdynamic dynamic booklet booklet If Ifyou withproperly properly trained trained closing closing lan lanwith guage,asastouched touchedupon upon below, below, itit is is guage, somethingthe the average average person person will will something eitherkeep keepand anduse useororpass pass along along to to either someonethey theyknow. know.AAwell well designed designed someone booklet canbring bringyou youaalot lotof ofbusiness. business. booklet can

data—and interesting data—andthey theyare arevoid voidofofinteresting or problem-solving problem-solvinginformation. information.

the14 square footage, and the standard

Top Agent Magazine neighborhood is very appealing.

2.Work 2.Work The TheNeighborhood Neighborhood A A few few days daysprior priortotoyour youropen openhouse, house, find the names and addresses (from find the names and addresses (from tax 2020 tax records—or records—orelsewhere) elsewhere)of,of,say, say, homes in each direction from the homes in each direction from the Pre-internet, both open houses for open house.

Pre-internet, both resale listings, andopen modelhouses homes for for open house. resale and model homes for For the cost of postage and some new listings, construction, relied on strategic For the costmail of apostage some new construction, relied on strategic postcardand to these collateral materials (handouts).

Vis- sweat-equity, sweat-equity, mail a postcard collateral materials (handouts). homeowners inviting them to to these the itors were ostensibly looking at Vis sev-- 80 ostensibly looking at sev 80 homeowners inviting them to itors were eral competitors at the same time, so open house and offering somethingthe eral competitors at thehad same time,the so unique open house and offering something collateral materials to have and compelling—perhaps a collateral hadback to have the drawing unique or and compelling—perhaps power tomaterials bring them to your giveaway for those willing a giveaway willing power to great bring call themtoback to your drawing provideortheir opinionfor onthose the asking site—a action, eye- to of the their homeopinion (and theon entry catching color,call identification the price to provide the card, asking site—a great to action, ofeyecourse, net(and youthe their email benefitscolor, of buying your product. price of thewill home entry card, catching identification of the of address and will phone People of course, netnumber). you their email benefits of buying your product.

Yet at open houses today, I primarily are generally nosy and like toPeople be address and phone number). bland houses information dis- validated, so asking theirlike opinion are generally nosyforand to be Yetseeat open today, sheets I primarily cussing features—the listing price, on something hap pening in their own see bland information sheets dis- validated, so asking for their opinion very appealing. the square footage, andlisting the standard on somethingishap pening in their own cussing features—the price, neighborhood

And, it is best to mail them again right after the open house to talk about what happened.

“From our Saturday open house, we discovered 3 qualified and eager buyers that are now looking for a home in this neighborhood—if you would like to know what your home is worth for these buyers to consider, please give me a call.”

dynamic booklet and say: “Please enjoy our open house, and am hoping you’ll do me a favor. This booklet is loaded with great information about, and if you become interested at some point in buying or selling, would you please call and give me the opportunity to earn your business? Or if you happen to know someone now who is looking now, would you kindly pass this booklet onto them?”

Also, adding on door-knocking or If they reply with a “don’t know” type flyer-hanging to your mailings boosts of answer this usually means they are your neighborhood equity even more. indeed looking but are just not ready yet to reveal this to you, so you will 3.Close and Qualify need to work to make a connection.

Engage every single visitor in closing Good consultative sales connections dialogue, because every single visitor are made when you can make them feel you’re not pushy and are able to is there for a reason. directly resolve their problem.

While smiling, with shoulders erect, and maintaining suitable distance, A “yes” type of response is great, but look them in the eye and offer your you should take the qualifying step of handshake while stating your full asking them if they’re working with another agent. If they are, the dyname and company—and then ask: namic booklet comes in handy again: “Are you out looking to buy a home “If for any reason your agent is today?” unavailable to show you homes, I can be reached at the phone number in There are 4 categories of answers, this booklet. Plus, it contains fantastic and any answer they provide is an resources for searching online and a opportunity to get to the marrow of discount on financing.” what they need. There are “nos”, “don’t knows,” “yeses,” and “other.” If you can’t get a sandwich, get a bite.

If they are definitive about looking, If they reply with a “no” variety of and don’t have an agent, then they are answer, then you can hand them your available for you to work with and Top Agent Magazine

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here again you need the right type of closing and qualifying dialogue.

The goal here is to evoke from them their home-buying goals so that you can match and narrow down to a single opportunity. It’s a mistake to present multiple listings to a buyer at once. Ask broad questions and then narrowing questions followed up by “if-then” questions.

Example: “What types of functions do you want in your new home, or activities near your neighborhood?”

Followed by something like, “is the number or size of bedrooms important to you?” Followed by, “so if I can show you the kind of home we just described, are you ready to go see it and possibly make an offer?”

4.Have Interactive Tech Tools Onsite It is the worst feeling to engage someone as a potential client at an open house and then have no tools available to solve their problem— don’t assume they aren’t going to want to do business right away.

If you’re engaging a potential buyer, you better be able to instantly gratify their desire to see viable homes online so internet access and an easily view-able screen are necessary. They may ask you to go see other homes in-person, so you need to have a coagent available to either show them those homes, or spell you off as host while you do. You may be asked to write up an offer for them so you will need the tools and ability to create and e-sign documents.

Naturally, any objections or “nos” you receive in this process are just fan- When a potential listing client is in tastic opportunities to learn about their front of you, you need to be able to needs and earn a connected trust. show them recent comparable sales and may even be asked to list their The “other” thing they might tell you home and will need the tools and is that they’re not a buyer at all, but a ability to create and e-sign documents potential seller. Potential sellers often for taking that listing. go to open houses to find out how their home stacks up, but are you It happens sometimes—but it never aware what the number one reason happens if you’re not ready. they attend open houses is?

Potential sellers go to open houses to Rob Flitton is a Seattle Real Estate Mardirectly or indirectly interview you, a keting specialist helping independent agents to increase their income. Email Rob potential listing agent. And they hire robflitton@gmail.com at any time or call/ confident, prepared professionals. text him at 206-612-2314.

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ZAMIAN PARSONS

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ZAMIAN PARSONS

Zamian Parsons moved to Victoria in 1992 after graduating high school, and he has been a Realtor for the past 14 years. His father was a Realtor, and Zamian started out as his assistant before going into business for himself. Zamian works as a team with his wife, Erin, who is also a licensed property manager and Realtor. Known for his fun-loving, lighthearted personality, Zamian prides himself on being a trusted guide to his clients through the process of buying or selling a home.

Staying in touch with past clients is important, and Zamian likes to have fun in the process. He’s known for having an eccentric style and sense of humor that comes out in the videos he posts on his social media. One recent video saw him donning a Bob Ross wig and making his own “Joy of Painting” episode. “I try to make my videos fun,” he says, “but I also like being able to provide relevant information. Especially lately with

Together Zamian and Erin serve greater Victoria BC, where he specializes in selling modern style homes including west coast, midcentury and contemporary modern. Their clients almost always end up providing repeat and referral business, and it’s easy to see why. Zamian provides downto-earth, personable service that always puts his clients first. “I love to meet new people,” he says.

“That’s my favorite part of real estate. I’m not your typical salesperson; I stand out from the crowd and I think I have a personality that’s fun to be around. I just try to be everybody’s good friend and give people the best advice I can.”

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the coronavirus changing the market so fast, people are more interested in what the market is doing.”

Zamian also uses social media and digital marketing to promote his listings. “Every one of my listings gets its own website,” he says, “and I do 3D virtual tours and videos for listings. I also make an appearance at the beginning and end of my videos, as a way to market myself as well.” The results speak for themselves: Zamian does an annual volume of around $30m, and he plans to continue increasing that number.

When he’s not working, Zamian loves to spend time with Erin and their three kids.

Erin is a big golfer, so she and Zamian like to play together. Zamian also likes to play tennis, and hockey in the winter.

In the future, Zamian plans to take his business to the next level, building his production to around $40m. More than anything, though, he wants to continue serving his clients. “Everything I do in real estate is to help my clients,” he says.

“I’m trying to be the best Realtor I can. I spend time learning what the actual market values are and doing research on the market so that when people hire me, I’m giving them the expert advice they’re looking for.”

Zamian’s advice to someone looking for a Realtor is simple and to the point: “People should shop around and find a Realtor who matches their personality and can give them the best advice possible. Real estate is most people’s largest asset, and it’s really important to find somebody who knows what they’re doing and will be your trusted guide.”

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To find out more about Zamian Parsons, you can contact him by phone at 250.514.1533, or by email at zamianparsons@gmail.com.

You can also find him online at zamian.ca. www.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 20

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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ROB VANOVERMEIRE Working in the retail business made Rob Vanovermeire realize that he wanted to get into a career that would have a more client relationship-based approach. He was also interested in work that would allow him to have more flexibility with his schedule, so he decided to make Real Estate his career. He started out as an associate working with a top team in 1999, then worked his way up to the owner of a brokerage—Coldwell Banker Mountain Center—with 36 agents on board. Rob is a selling broker that also runs his own team, made up of three agents and two full-time assistants, serving the areas of Calgary and Canmore.

For Rob, a good amount of clients come by way of repeat and referral business, which he believes is due to his multifaceted experience. “I’m quite versatile because I do Commercial, Residential, and Luxury Residential. There’s not many agents that can do all of that and sell in every location within the city of Calgary,” he says. And his clients appreciate his thoughtfulness and the fact that he keeps in touch with them through video, email, social media, and personally handwritten cards.

Aside from the standard means of marketing, Rob also uses paid Facebook and Instagram ads, and pay-per-click marketing with Google to give his listings the best possible exposure on the market. The strategy works well, with his personal team amassing 80 to a 100 transactions per year on average. But when Rob describes what he loves the most about his line of work, it’s not the money or the amount of transactions that comes up—it’s the people. “For me, the relationships I develop with my clients are what makes this job the so enjoyable. If it wasn’t for the people this wouldn’t be nearly as fun.”

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Outside of work Rob is deeply connected to his community. “I love being involved in anything that I come across that makes for a better community,” he says. And he is true to his word, which is why when he found out about the possibility of a Walmart being opened up in Canmore, he fought against it, wanting to ensure the survival of small local businesses. He is also an advocate for children’s help phone, and he’s involved in the local sporting community.

When Rob’s not spending time giving back to his community, he enjoys spending his free time playing hockey, skiing, and mountain biking. Given everything that has happened with COVID-19, Rob’s had a lot of time to think about the direction of his business in the future, and he has decided on a bold approach. “Despite the crazy year that we’ve had, I think we’re going to expend the team,” he says.

Going forward his goal is to grow his brokerage by adding another 10 associates this year, so that he’s able to help out more people while offering the same level of excellent customer service that his clients have come to expect from him.

To learn more about Rob Vanovermeire email rob@robvanoteam.ca, visit viewcalgaryareahomes.com, or call (403) 870 – 8704 www.

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