CANADA 9-6-21

CANADA EDITION

Playing the Real Estate Matchmaker 7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS COVER STORY

IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

DENNIS WIEBE FEATURED AGENTS

JENNIFER CLANCEY ROB GOLFI CAL KAISER

CANADA EDITION

ROB GOLFI

metimes the life we’re looking for It’s been a clear f ns out to be right in JENNIFER front of us. It’s justCLANCEY team closed o CALRob’s KAISER matter of reading the signs that point last year and are on For Cal Kaiser, real estate runs in the famthe reg began her real estate When it comes to marketing listings, 7 15 was a leading agent 21 23a large way. That’s how it happened for Rob in 2021, pero ily. His father in the keep when she was studying Jennifer says, “Our marketing plan is Valley, and coming of age, Cal in con lfi: “I was that guy who wantedCowichan to ness coming from e had the opportunity to learn the industry says. “ omics at the University pretty stellar. The Vancouver Real Estate a businessman at a young age. And I the ground up. Inspired, he would referrals. Rob has wt from time, ia. “I had bought a couChannel is one of the big vehicles we later decide to pursue his own license and ed a number of different things, strugachievable with R y own, and I had a real use, which pings all over the country and launch an accomplished, 28-year career in Outsid ng some in the recession of the mid the Hall of Fame the business. Since then, he has truly seen We also market listings in his ate,” Jennifer recalls. “I internationally. ’s, but finding success overall.

Being Achievement Awar it all, establishing a network of agents, The C o sales and see where on our website and plenty of social media contractors, and satisfied clients that Realtor wasn’t on WIEBE my his team have and earnC hough she started in radar, although DENNISout JENNIFER CLANCEY ROB GOLFIthe elite CAL KAISER spans the region. Today,boosting.”

Cal leads he is a passion for investing in property. arena where ita rea team at Kaiser and Associates, where he cha gadmarket, Jennifer was assists clients all throughout the Cowichan meals ends me why I didn’t reviews.

After a de he Yearkept in herasking first year.

Community involvement is important Valley. Together with his team, he has culWhen my license, and Iand really didn’t have everything she gate really strong, to Jennifer.

She donates regularly tolov tivated a boutique workflow around openness, integrity, he can be found mo answer.” ence,spending oneHospice, satisfied thewhich Canuck Place Children’s ck,” Jennifer says. That and a tireless work ethic, allows him to meet the quality timc CONTENTS demands of any transaction. fact, his Shelter daughter of has as well as to the Royal LePage o, and ever since then, characterization together, they look f lled in helping Foundation.

When she is not working giving finally crossed her that clients bridge achieve in 1997When and has spent the “Truly a rare combination ofback, EXPE listing a property, CalPLAYING goes above and beyond for or ents throughout their 4) 7 REASONS WHY YOUR 18) THE REAL als.

Jennifer enjoys hiking and biking with her two kids, every client.

After helping them ready their home for the ars since happily reaping the rewards of that decideliver and exceed expectations.”

PROSPECTS AREN'T TURNING ESTATE MATCHMAKER— market and providing a suite of professional photography Cal has strong plans boating, going to vineyards, golfing, and reading. n. As leader of CLIENTS the Golfi Team with RE/MAX, Rob INTO FOLLOW 8 DATINGhis volume maintai and videography services, includingTHESE drone photography, r business partner Colleen Fisher, ersees 50 agents serving clients all he over Ontario, The teamtargeted carries i shares their listingwith to both a mix of highly dig- those excitedqualities about mento RULES TO ENSURE YOU MATCH In the future, Jennifer plans to continue growing her he Fraser Valley area in the lower ital and social mediaand campaignscommunity and his own extensive of his team. Inhock the m ice branches Hamilton, A Halton, Brantford, as well, YOUR CLIENT WITH THE sponsoring 13) in IS STARTING TEAM THE professional database.

Between contacting local agents bring more friends the nextHOME few years while still maintain- an oast of British Columbia, including business over PERFECT FOR THEM RIGHT SOLUTION FOR and YOUR agara.

A full-service company committed to providing or supporting causes Grims investing in pay-per-click advertising campaigns “Ilike love the the joy se urrey, Maple Ridge, and Abbotsford. ing the same personalized service her clients value.

“Iofflou to drum up added interest around a home, he caters his their family and BUSINESS? yers and sellers with the highest-quality, most stressand Food4Kids. Rob’s agents also lovetothe of real estate,” Jennifer says.

“I am a nnifer’s business comes from repeat approach theflexibility direct needs of his clients, including all, we live in a beaut 22) ARE YOU DOING BUSINESS es, experience to be found anywhere in the industry, charities and sponsorships that ha with every decision and walking them through sharin mother ofON two, and I’m the downrewarding to earth.than I’m an impressive feat that speaks to themhardworking AS YOU FACEBOOK? Golfi Team boasts “We the strongest in salesperson. cance for them. process from start to finish. ers and sellers.” idence she inspires. show ouronline not presence your typical It’s a challenging busitario, with searches of its listings eclipsing every enuinely care,” Jennifer says. “We Elsewhere, ness, Cal andis Ijust love negotiating behalf as hands-on with hison buyers, lever-of my clients and Going forward, Rob want planstotobe.” contin her in the his acutedeals knowledge of the Cowichan Valley and to help get them where they ouragency service and field. provide a lot of agingclosing decades of experience to carefully guideand them to right ness histhecommunity outreach Phoneand 310-734-1440 | Faxon 310-734-1440 moving boxes pizza & beer home for their best interests. He also keeps in touch well he exposure we’re able to offer our clients is done onethroughbusiness.

And Iand think that’s really im mag@topagentmagazine.com www.topagentmagazine.com after | the deals are regular check-ins even the occasional appreciation event—all ensure his the reasons theyof this keep back,” Rob explains. succeed.

I’ll be doing No portion issue coming may be reproduced in any manner whatsoever without to prior consent to of the publisher.

Top Agentit for a lon clients are fully satisfied in their new homes. is published Feature Publications Inc. Although precautions are taken to ensure the accuracy of published ation athelong way creating long goes withMagazine level of byto customer careGA,that we offer. materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. onships clients.

“We make r clientswith can rip up their contract with us anyCaltime To subscribe or change address, sendthe inquiry to mag@topagentmagazine.com. in thereputation U.S. Over the at years, has earnedPublished a fantastic the CowichanIValley, with the majority of his ey’re cared happy for,” Jennifer “It’s throughout hey aren’t with thesays. service we’re providing.

To learn m volume coming from repeat clients and referrals.

With always follow up withonce, and after the please ema nWe only remember thatafterward happening his team averaging close to 200 transactions per year, he Top Agent Magazine giftstested or2 birthday greetings, manyagency, cal-kaiser. visit remains focused the approach that has set him apart in ents the services ofand another theyoncame

me more like friends.”

www.

mailto:mag@topagentmagazine.com

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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DENNIS WIEBE

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Top Agent Dennis Wiebe currently works as a solo agent with Realty Executives First Choice in Winnipeg, Manitoba.

Top Agent Dennis Wiebe – of Realty Executives First Choice in Winnipeg, Manitoba – is a hardworking, dedicated real estate agent who truly cares about the wellbeing of his many grateful clients. Having built his thriving business on a solid foundation of honesty, integrity and sheer hard work, Dennis has more than earned his 8Copyright Top Agent Magazine

stellar reputation as a trusted real estate advocate for everyone he works with.

It was rather an interesting path that led Dennis to the world of real estate. “I was working at a corporate job in 2007,” he recalls. “I started to work toward founding an orphanage in Burundi, Top Agent Magazine

Africa. I realized I would not be able to continue working with the orphanage and stay in my corporate job. I’d been doing some real estate investing for a while, so ended up jumping into real estate and got licensed in 2010. The two have always been very closely linked for me. The month I was licensed as a realtor, VOH Burundi went live also. I have been able to have a front Top Agent Magazine

row seat to watching both my career and VOH Burundi grow over the last 11plus years. Every time I sell a property, I am committed to donating a percentage of the commission to VOH Burundi.

VOH Burundi is truly my passion, real estate is my mechanism to make that happen. . I am very blessed to be able to have a business I enjoy and a non profit I truly love!”

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“It’s incredibly rewarding to know that I have impacted somebody’s life and that they’ve gotten the home they’ve always wanted, and to help them move forward in their investment ideas.”

Dennis, who currently works as a solo agent, can claim that the lion’s share of his considerable business is the result of referrals, repeat clients and positive word-of-mouth, a significant achievement in the highly competitive world of real estate. “It’s simply about telling people the truth,” says Dennis, when asked how he has managed to engender so much trust and loyalty amongst those he works with. “It’s about treating people with respect, and also telling them the truth about the houses they look at, so they’re not shocked or surprised in any way.”

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Dennis also goes above and beyond for his clients, ensuring that they are taken care of during the transaction. “There’s a lot of teaching and coaching that I do as I go through the process of somebody buying a property. I do genuinely want them to know what they’re buying, and I’ve taken a lot of time to educate myself on houses, construction, what’s good and what’s not good.

Many people, particularly first-time home buyers, don’t usually have a clue about anything regarding a house, so it’s all daunting and overwhelming to them. It’s never been only about my Top Agent Magazine

payday for me, it’s about forming long-lasting relationships with my clients, which ensures that referrals will continue to come my way.”

Another factor that comes into play when assessing Dennis’ impressive success story would be his expert negotiation skills and thorough, highly professional approach to marketing that includes Top Agent Magazine

professional photography and staging advice.

Combined, these translate into fast sales for top dollar, not to mention happy – and returning and referring – clients.

When he’s not working, Dennis enjoys nothing more than spending time with his family, which includes his young grandson and granddaughter.

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He is also, obviously, very much involved with the orphanage and organization he founded, VOH Burundi under the umbrella of VOH Africa, whose mission is to bring lasting hope to orphans and vulnerable children throughout Africa by providing them with holistic and loving care so they can embrace adulthood as contributing members of society. Anyone interested in learning more about this amazing project can visit www.VOHAfrica.

com or contact me directly. He is always in need of more supporters to come along side help support this rewarding work.

“I truly love what I do,” says Dennis. “It’s incredibly rewarding to know that I have impacted somebody’s life and that they’ve gotten the home they’ve always wanted, and to help them move forward in their investment ideas.”

For more information about Dennis Wiebe, call 204-228-6455 or email Dennis.e.Wiebe@gmail.com

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Top Agent Magazine

Is Starting a Team the Right Solution for your Business?

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

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

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

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

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

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

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

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans14

actions in sometimes stressful circumstances.

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

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

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

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JENNIFER CLANCEY Jennifer Clancey began her real estate career in 2009, when she was studying Urban Land Economics at the University of British Columbia. “I had bought a couple of places on my own, and I had a real interest in real estate,” Jennifer recalls. “I decided to get into sales and see where that took me.” Although she started out in a very challenging market, Jennifer was named Rookie of the Year in her first year.

“I came out of the gate really strong, and I never looked back,” Jennifer says. That was 13 years ago, and ever since then, Jennifer has excelled in helping her clients achieve their real estate goals.

Working with her business partner Colleen Fisher, Jennifer serves the Fraser Valley area in the lower mainland on the coast of British Columbia, including Langley, South Surrey, Maple Ridge, and Abbotsford.

About 90% of Jennifer’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “We show our clients that we genuinely care,” Jennifer says. “We provide value in our service and provide a lot of extras, down to moving boxes and pizza & beer on moving day.”

When it comes to marketing listings, Jennifer says, “Our marketing plan is pretty stellar. The Vancouver Real Estate Channel is one of the big vehicles we use, which pings all over the country and internationally. We also market listings on our website and plenty of social media boosting.”

Community involvement is important to Jennifer. She donates regularly to the Canuck Place Children’s Hospice, as well as to the Royal LePage Shelter Foundation. When she is not working or giving back, Jennifer enjoys hiking and biking with her two kids, boating, going to vineyards, golfing, and reading.

In the future, Jennifer plans to continue growing her business over the next few years while still maintaining the same personalized service her clients value. “I love the flexibility of real estate,” Jennifer says. “I am a hardworking mother of two, and I’m down to earth. I’m not your typical salesperson. It’s a challenging business, and I love negotiating on behalf of my clients and closing deals to help get them where they want to be.”

Great communication goes a long way to creating long-lasting relationships with clients. “We make the client feel that they’re cared for,” Jennifer says. “It’s not transactional. We always follow up afterward with house anniversary gifts or birthday greetings, and many of our clients become more like friends.”

Jennifer goes above and beyond to connect with clients and make them feel sat ease. “We’re not pushy,” Jennifer explains. “Sometimes it might take two years before a buyer is ready, and we’re fine with that, because we’re all about finding what’s going to make them the happiest and their best investment. We make the client feel that it’s all about them and they can trust us, we make it a nice smooth, stress free process for them.”

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To find out more about Jennifer Clancey, please call 604-329-8787, email jen@jenniferclancey.com, or visit jenniferclancey.com www.

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Laughs!

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 18

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 20

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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ROB GOLFI Sometimes the life we’re looking for turns out to be right in front of us. It’s just a matter of reading the signs that point the way. That’s how it happened for Rob Golfi: “I was that guy who wanted to be a businessman at a young age. And I tried a number of different things, struggling some in the recession of the mid 90’s, but finding success overall. Being a Realtor wasn’t on my radar, although I had a passion for investing in property.

Friends kept asking me why I didn’t get my license, and I really didn’t have an answer.”

He finally crossed that bridge in 1997 and has spent the years since happily reaping the rewards of that decision. As leader of the Golfi Team with RE/MAX, Rob oversees 50 agents serving clients all over Ontario, with office branches in Hamilton, Halton, Brantford, and Niagara. A full-service company committed to providing buyers and sellers with the highest-quality, most stressfree experience to be found anywhere in the industry, the Golfi Team boasts the strongest online presence in Ontario, with searches of its listings eclipsing every other agency in the field.

“The exposure we’re able to offer our clients is one of the reasons they keep coming back,” Rob explains.

“Along with the level of customer care that we offer.

Our clients can rip up their contract with us at any time if they aren’t happy with the service we’re providing. I can only remember that happening once, and after the clients tested the services of another agency, they came back, which was very gratifying. Once people have experienced the difference, we’re the obvious choice.”

In addition to the exceptional attention his agents already offer customers, Rob employs a client care manager who ensures client satisfaction beyond the closing, checking in to make sure any surprise home servicing needs are addressed. “It’s another reason why we have such a good reputation with both consumers and other Realtors alike,” says Rob. Top Agent Magazine

It’s been a clear formula for success.

Rob’s team closed over 700 transactions last year and are on track to close 1000 in 2021, a large percentage of that business coming from either repeat clients or referrals. Rob has won every major award achievable with RE/MAX, including the Hall of Fame and the Lifetime Achievement Awards. Moreover, he and his team have earned high praise in the arena where it really counts: customer reviews. After a detailed description of everything she loved about her experience, one satisfied client summed up her characterization of the Golfi Team thus: “Truly a rare combination of EXPERTISE+ CARING to deliver and exceed expectations.”

The team carries those qualities into its work for the community as well, sponsoring hockey and soccer teams, or supporting causes like the Grimsby Benevolent Fund and Food4Kids. Rob’s agents also participate in many charities and sponsorships that have personal significance for them.

Going forward, Rob plans to continue to grow his business and his community outreach efforts. “I love this business. And I think that’s really important, if you want to succeed. I’ll be doing it for a long time.”

Contact Rob at 905-518-0909 or email RobGolfi@golfiteam.com 21 Copyright Top Agent Magazine

Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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Top Agent Magazine

CAL KAISER For Cal Kaiser, real estate runs in the family. His father was a leading agent in the Cowichan Valley, and coming of age, Cal had the opportunity to learn the industry from the ground up. Inspired, he would later decide to pursue his own license and launch an accomplished, 28-year career in the business. Since then, he has truly seen it all, establishing a network of agents, contractors, and satisfied clients that spans the region. Today, Cal leads the elite team at Kaiser and Associates, where he assists clients all throughout the Cowichan Valley. Together with his team, he has cultivated a boutique workflow around openness, integrity, and a tireless work ethic, which allows him to meet the demands of any transaction.

When listing a property, Cal goes above and beyond for every client. After helping them ready their home for the market and providing a suite of professional photography and videography services, including drone photography, he shares their listing to both a mix of highly targeted digital and social media campaigns and his own extensive professional database. Between contacting local agents and investing in pay-per-click advertising campaigns to drum up added interest around a home, he caters his approach to the direct needs of his clients, including them with every decision and walking them through the process from start to finish.

the region. “In this business, you have to keep on top of the little things and remain in constant contact with your clients,” he says. “If you serve someone right the first time, they’ll keep coming back.”

Outside his career, Cal is deeply involved in his community. On top of supporting The Cowichan Trail Stewardship Society and Cowichan Valley Hospice Society, he is involved with Nourish Cowichan, a charitable organization that provides meals to families and children in need.

When he’s not with clients or giving back, he can be found mountain biking, sailing, camping, or spending quality time with his family and four kids; in fact, his daughter has recently come aboard his team, and together, they look forward to assisting even more clients throughout their hometown.

Cal has strong plans for the future of his business. As his volume maintains its steady growth, he is most excited about mentoring the up-and-coming members of his team. In the meantime, though, he can’t wait to bring more friends and clients into the Cowichan Valley.

“I love the joy of seeing a client secure a property for their family and flourish in our town,” he says. “After all, we live in a beautiful place, and there’s nothing more rewarding than sharing all we have to offer with my buyers and sellers.”

Elsewhere, Cal is just as hands-on with his buyers, leveraging his acute knowledge of the Cowichan Valley and decades of experience to carefully guide them to the right home for their best interests. He also keeps in touch well after the deals are done through regular check-ins and even the occasional appreciation event—all to ensure his clients are fully satisfied in their new homes.

Over the years, Cal has earned a fantastic reputation throughout the Cowichan Valley, with the majority of his volume coming from repeat clients and referrals. With his team averaging close to 200 transactions per year, he remains focused on the approach that has set him apart in Top Agent Magazine

To learn more about Cal Kaiser please email cal@cal-kaiser.com, visit cal-kaiser.com or call 250-701-9001 www.

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