ONTARIO 3-7-22

ONTARIO EDITION

TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT FEATURED AGENTS

ANDRE JMOURKO CARLO GERVASI CATHY TREMBLAY CHRIS DJELEBIAN COLIN VAN MOORSEL HENRY DANG YURI KVYETKO COVER STORY

5 FRESH NEW APPROACHES

TO CONTENT MARKETING

TURNING YOUR PROFESSION INTO A PASSION 6 WAYS TO GET YOUR CLIENT TO TRUST YOU

ABDELLAH MAJD

ONTARIO EDITION

CATHY TREMBLAY CARLO GERVASI

Service-oriented and committed to going Receivi With charisma, and a17 desire they will make 22 in their lifetim 7 determination 21 the extra mile for her clients, Cathy Preside to exceed expectations, Carlo Gervasi takes his work seriously, aiming to Tremblay has become a top agent in the 2021, C has made a name for himself as an agent their ideal home for the best price Oneatte cli in Ontario’s Sault Ste.greater Marie Ottawa region. area.

His Growing up in Cape His sellers receive the same Town, Africa, Cathy graduated from with Carlo aiming to spread of thethem professional career started in South the automouniversity considered a career in real and wide about their listings. professi tive sales industry, where he spent and 20 years Dad’s best friend worked at a tise through social media,You arer delivering unmatched estate. service“My to clients. local and he Ca On the side, his passionbrokerage, for real estate wasnoticed I was very good magazines, and more,” hewith explai with people so he encouraged me to conshould u brewing, MAJD as he beganANDRE investing in properABDELLAH JMOURKO CARLO GERVASI CATHY TREMBLAY CHRIS DJELEBIAN sideranbecoming ties. “Real estate became evolutionaninagent,” Cathy explains. Carlo spends much of hisanswer day wo notice when After selling real estate in the u “So I decided to take him up on the offer.” guide my life,” “From it to wouldn’t have it any other way.yp Yurihe25explains.

Kvyetko is owning aandseasoned real estate from like-minded appreciate the kind of 29 a Toronto 30 up every Shedeveloping.” spentI do.” a26 fewByyears competitive working under a home renting to buildingbusiness and gets home, hemarket, soaks mi loctor. is how much Col that agent at New Wind Capital Group with th few high producing agents, and loved every minute able and fully infor 2016, he decided to utilize his skills and experience to his family, and loves taking yearly vacations w ABDELLAH dicine work, having goal to provide theinvestments areas and sm over buy 6 years of and RE/MAX of it.experience Butspeak theknowledge market soon took awas downturn, Cathy ofGran you help others andThe sell.

“With my ofaboth An avid racesofan, he attends the Indycar MAJD loved results for themselves, and decided to the move Canada. met my hus- in the same le agreat fascination towns he “Ispecializes construction and of real estate inClub general, I felt I could Chris closes a make large2021. number oftotransmember 100% Yuri became Y band, got married and ended up entering the marketing When she’s not w be a good fit for my clients.”

Afterbetween earning his real Grateful to help clients reach their real est d did actions a year residential, mpulse to help of professionalism, attention-to-de interested in real estate in 2014, while to estate license, it became immediately that hecon- Carlo to she continue growing his field because I apparent have a background in thathopes as well,” community by bus ass ached commercial, and new-construction ss inside and and exposure that multi-million do wasdecision. pursuing his bachelor’s degree th be in dominiums.

“Having a strong personal madehe the right He’s placed in the top 1% and many years to come.

“I love the challenge of explains. Missing the relationships she made in real grants with clothes antedin finding andfor professional support system has number in Canada all ofshe Century21 Canada, and a clients’ needs.

Seeing receive. them happy is Beca a grea estate, decided to become an agent again in 2016, accommodations. rest properties in Toronto in16Finance and Marketing at Ryerson P“ CHRIS DJELEBIAN COLIN VAN MOORSEL HENRY DANG YURI KVYETKO ® wife, given me the resources I need to really is continuing to grow. and hasn’t looked back since. Around 80% of her busievents within the So “I was approached by a coln ymade clients and University.focus of his own experience and resource on my work and take my career to ness consists of repeats and referrals, as Cathy makes During her off hou s ago, value “It next level.”

Chris says. feel who likethework I love what Ithe do,” league, wasbecause in real estate, and he was Williams office to sure every clients’ needs are met. children family best ondoesn’t Keller heand works CONTENTS he explains. “I wake up every morning and do what doing very well,” Yuri recalls.

“He b explains. I “I is able to leverage the databa Looking toward the future, Chris says, “I really enjoy gave have to do, even if “I it’susually a 14 hour day, and IColin just end up becoming friends with my clients,” Cathy loves being 4) 5 FRESH 23) TURNINGand YOUR working with on conedicine with develme anNEW idea ofCathy what it ispre-construction like toknow be self-emb love it.”

With 90% developers of his clients rehen I sit down of mortgage ou says. deriving “I get tofrom their family brokers their and estateagents dreams. She dominiums and new That’s where his clients’APPROACHES needs.

TO PROFESSION INTO peats ployed or referrals, those whodevelopments. withto him appreciand how itwork feels sell properties, children.

Because it’s more about people than it is buyers path, and hopes toto c Toronto, drawing more and hig my business is going.”

More than anything, Chris xplains. “I don’t do ate his ability to deliver an exceptional experience.

CONTENT MARKETING A PASSION about thepeople. home.”

Through process, takes “Meeting new peop and I“Ithought it was a great idea.”

From thisCathy early in- counties time with fri says,my just likeconstantly helping Whether it’s the firstthat I really under“I answer phone and I never dodge a offers to sellers in the he ser the time to understand her buyers and sellers, creatney is my favorite time young couples, empty nesters, or or, and then 14) do my TOP AGENT TIPS AND 27) 6 WAYS TO right GET terest grewthem aing passion for helping clients find the question.

I homebuyers, provide with support during and afa plan to get them towards theirof goals.

Even af- buyers helping a came newcome Last year, 50 percent his clients’ f llege in Toronto, Ontario, seniors trying to downsize—I love helping everyone! always put my cliQUESTIONS FORsolutions CHOOSING YOUR CLIENT ter thereal sale, estate because my goal is to for establish lasting rethem, and today thehosting ranksfunof ingAs for what ter the Cathy stays in touch, a home to a lifet I thrive on knowing thattransaction, I’veGreater helped someone find my business in anAdministration Toronto Area.

Most of the local Real operty Tax lationships.”

Often, those hethe serves become friends, YOUR LISTING AGENT TO TRUST YOU events throughout the when year they and reconnecting with their perfect home, and it’s veryare satisfying manner.”

Yuri’s satisfied clients ever-increasing. to grow the t never commercial hesitating to reach out to him for real estate that networking advantage. o work with realize that a transaction can be have straight forward, fun them. don’t Clients appreciate her hands-on approach, as and personal matters.| Fax They310-734-1440 trust him wholeheartedbilities we ca Phone 310-734-1440 and stress-free.” am, Chris serves they know they can trust her to handle every detail. wever, before finishing, he ly and prove this by referring their friends and fam. Over 85% of his Yuri and a brokerage Jarvine, recentthe business mag@topagentmagazine.com | colleague, www.topagentmagazine.com Guiding them along the Caleb way, Cathy ensures they ily to him.

He makes sure to maintain connections Colin enjoys golf and mountain biking in his leis sreferral better suited to working clients.

“I of this issue may be reproduced are making informed decisions, giving them theTop Agent Magazine No portion in any manner whatsoever without prior consent of the publisher. ly created their own team, New Wind Capital Group mortgages, Y by reaching out regularly via phone calls.

“I check the At relationships,” is published byof Feature20, Publications GA, Inc.time, Althoughand precautions are taken toneed. ensure the accuracy ofcomes published materials,with Top knowledge advice they When it but his favourite time is spent his w e.and the age he in Magazine with stay updated lives, ask at them RE/MAX Metropolis Realty, and Yuri couldn’t be combine the cannotand be held responsible for about opinionstheir expressed or facts supplied by its authors.

I don’t actAgent like to inquiry her sellers, she implements high end marketing about how their kids are doing just keep the line two-year To subscribe or change address, send toand mag@topagentmagazine.com.

Brittany and their old son Dallas. the after glicense that I can just be summer more excited.

He and the team primarily serve Toronto, to give his c strategies to reach the widest pool of buyers.

“I post Published in the U.S. of communication open all the time.” ble, and people will his tenacity landed him anon all of the social media sites andword run geographspreads such impo my clients, I don’t York Region and the East End, and asFor more information aboutan Carlo G ® 2 Top Agent Magazine ically targeted ads,” she says.

“We also do all the guidance at every stage of the transAs for the future of his business, Colin wants mb one ofreceive the most red. Realty, I want themBuyers to of To cont the exceptional things service he provides, Yuri finds hiscall 705-256-0083 information please like postoron the MLS, the local real experienced investors first nd find a home.”action, whether they’retypical please or email carlo.gervasi@century21

HENRY DANG

DangCOLIN has VAN MOORSEL ut helping es, quickly ANDRE me a leadJMOURKO Hamilton/ e way, he n and conaspirations earning his ntor, Chris ghton Real Chris has nd career,” e this with-

OR with Knighton Real

good frien YURI KVYETKO says. “Not building t them succe

Since laun TOR , He reputation by his stro referrals. W leapt from million in to the prov set him apa client as if own family will always go above and

mailto:mag@topagentmagazine.com

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

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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ABDELLAH MAJD

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Top Agent Abdellah Majd’s seven-member team at Majd Realty Group has amassed a $60 million book in its first year. “When people say above and beyond, we really, truly reflect that statement,” he says.

Abdellah Majd puts his best foot forward with marketing for his young agency. He augments his listings with high-end, staged video and photography. He has developed a digital channel to keep an influx of new homebuyers. Still, Abdellah steadies his focus on person-to-person service. “One thing that I could say is never lose sight of the person, in my opinion, when it comes 8Copyright Top Agent Magazine

to real estate,” he says. “To me, the income and all that is a byproduct for sure. But it’s just about generally never losing sight of the human interaction. People ought to be well taken care of and never just left off to the side.”

That commitment to service leaves hardly a wonder how 80 percent of Abdellah’s Top Agent Magazine

book comes from repeat customers. His seven-member team has amassed a $60 million book in its first year. “We just do things very differently on our team, but Top Agent Magazine

we are super personal,” he says. “When people say above and beyond, we really, truly reflect that statement.” Majd Realty Group goes so far as to put elderly buyers Copyright Top Agent Magazine9

Abdellah markets through the usual channels, such as MLS, to cover his bases. His biggest draw, however, is a YouTube channel with 80,000 subscribers following Canadian real estate. in hotels while they await their new home.

Some agents even provide meals while a deal is on the table.

Following a career in the restaurant industry, Abdellah brought his people skills and service pedigree into real estate in 2013. He started small time, with a personal investment. From there, he discovered the value of real property as a retirement vehicle and Copyright Top Agent Magazine 10

has ushered in rounds of new investors ever since. “Especially as far as you just creating real estate wealth as a retirement plan, that future nest egg for families,” he says of the core motivation for his agents.

“I know it might sound super cliche, but if you ever stepped into our office and saw how we operate and just kind of the pure joy that we get when we help a client get to the finish line – it’s second to none.”

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Social media provides a steady stream of interested investors, some of whom become multiple property buyers. Abdellah markets through the usual channels, such as MLS, to cover his bases. His biggest Top Agent Magazine

draw, however, is a YouTube channel with 80,000 subscribers following Canadian real estate. Abdellah is a regular contributor to the content. “It’s super well known across Canada to the effect that my phone Copyright Top Agent Magazine 11

doesn’t stop ringing with investors trying to get into the market,” he says. “That is kind of one super unusual, yet highly effective, way that we’re able to promote our clients’ listings aside from the traditional MLS kind of social media approach.”

Abdellah describes himself as a sports buff.

When he is not closing deals or catching

live sports events, he and his agency support causes from the Canadian Cancer society to the Society for Prevention of Cruelty to animals. He plans to collaborate with his junior agents on a concerted community project as the agency matures. In the meantime, Abdellah has his sights set on surpassing sales volume of longer standing agents by making more investors of first time homebuyers.

To learn more about Abdellah Majd, call 905.921.6253, visit majdrealty.com, www.

or email abdellah@majdrealty.com Copyright Top Agent Magazine 12

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 14

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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ANDRE JMOURKO

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ANDRE JMOURKO

After years of working in the construction business, Andre Jmourko found making the move to real estate to be a natural fit. With expertise in building houses, a strong grasp on digital marketing strategies, and a family who was heavily involved in realty already, getting his license seemed the logical next step. In this post-pandemic world, he’s carved out his business working with new as well as repeat clients in and around the Barrie, Ontario area.

with his clients. “We’re trying to give as much and be as transparent as we can,” he says. “We aim to promote local businesses in the area and share the information that people are looking for without them having to ask.”

By doing this, Andre gets to know potential homebuyers before they are in the market for

A real estate agent for the Sutton Group Incentive Realty Inc. Brokerage, Andre works with a business partner and an assistant who provide additional value to his clients. “It’s like a two for one deal to get both agents together,” he says with a laugh. Rather than boasting about their success online, Andre concentrates on sharing valuable information 18

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a property, building the foundation of their relationship in an organic way.

As you might already guess, Andre’s marketing process goes above and beyond what you find from most agents. Before a listing, he is active with Facebook and Google campaigns, 3D tours, aerials, videos, and of course, in-person walkthroughs. He and his team always have a week of pre-marketing before going to market, which results in around 6070 showings on presentation day and 20-30 offers. Whereas many other agents might just send out a bulk email, Andre calls each agent individually to build a stronger network.

In his spare time, he likes to watch films as well as do background acting to learn techniques that he can use in his Youtube videos.

Youtube is the best way Andre has found to promote his business as well as educate others about housing, including how to find affordable housing. Andre and his business partner also actively fundraise for a hospital in Orillia, helping them acquire new equipment and other supplies. Of course, Andre makes time for his favorite winter sport — skiing. “It’s one of the reasons I stick around in Canada.”

As for the future, Andre plans to keep growing his online presence and reaching new audiences. Building his community is the cornerstone of his business and he finds the prospect of meeting new people energizing.

Instead of assembling a big team, Andre prefers to keep the boutique feel of having a one-on-one connection with clients. “I like to be the person there when your sign goes into the ground. It makes me feel as if I’m helping you every step of the way and you can rely on me throughout everything.”

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To learn more about Andre Jmourko, email andrejmourko@sutton.com, visit suttonincentive.ca/Andre-Jmourko, or call 705-350-0060 www.

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Laughs!

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CARLO GERVASI With charisma, determination and a desire to exceed expectations, Carlo Gervasi has made a name for himself as an agent in Ontario’s Sault Ste. Marie region. His professional career started in the automotive sales industry, where he spent 20 years delivering unmatched service to clients.

On the side, his passion for real estate was brewing, as he began investing in properties. “Real estate became an evolution in my life,” he explains. “From owning it to renting to building and developing.” By 2016, he decided to utilize his skills and experience to help others buy and sell. “With my knowledge of both construction and real estate in general, I felt I could be a good fit for my clients.” After earning his real estate license, it became immediately apparent that he made the right decision. He’s placed in the top 1% and number 16 in Canada for all of Century21 Canada, and is continuing to grow.

they will make in their lifetimes, Carlo takes his work seriously, aiming to get them their ideal home for the best price possible.

His sellers receive the same attentiveness, with Carlo aiming to spread the word far and wide about their listings. “I advertise through social media, local real estate magazines, and more,” he explains.

Carlo spends much of his day working, and wouldn’t have it any other way. When he gets home, he soaks up every minute with his family, and loves taking yearly vacations with them.

An avid race fan, he attends the Indycar Grand Prix.

Grateful to help clients reach their real estate goals, Carlo hopes to continue growing his business for many years to come. “I love the challenge of fulfilling a clients’ needs. Seeing them happy is a great feeling.”

“It doesn’t feel like work because I love what I do,” he explains. “I wake up every morning and do what I have to do, even if it’s a 14 hour day, and I just love it.” With 90% of his clients deriving from repeats or referrals, those who work with him appreciate his ability to deliver an exceptional experience.

“I answer my phone constantly and I never dodge a question. I provide them with support during and after the sale, because my goal is to establish lasting relationships.” Often, those he serves become friends, never hesitating to reach out to him for real estate and personal matters. They trust him wholeheartedly and prove this by referring their friends and family to him. He makes sure to maintain connections by reaching out regularly via phone calls. “I check in with them and stay updated about their lives, ask about how their kids are doing and just keep the line of communication open all the time.”

Buyers receive guidance at every stage of the transaction, whether they’re experienced investors or first timers. Knowing that this is likely the largest purchase Top Agent Magazine

For more information about Carlo Gervasi, please call 705-256-0083 or email carlo.gervasi@century21.ca 21

CATHY TREMBLAY Service-oriented and committed to going the extra mile for her clients, Cathy Tremblay has become a top agent in the greater Ottawa area. Growing up in Cape Town, South Africa, Cathy graduated from university and considered a career in real estate. “My Dad’s best friend worked at a brokerage, and he noticed I was very good with people so he encouraged me to consider becoming an agent,” Cathy explains.

“So I decided to take him up on the offer.”

She spent a few years working under a few high producing agents, and loved every minute of it. But the market soon took a downturn, so Cathy decided to make the move to Canada. “I met my husband, got married and ended up entering the marketing field because I have a background in that as well,” she explains. Missing the relationships she made in real estate, she decided to become an agent again in 2016, and hasn’t looked back since. Around 80% of her business consists of repeats and referrals, as Cathy makes sure every clients’ needs are met.

Receiving a Coldwell Banker International President’s Circle award for 2020 and 2021, Cathy is clearly on the right path.

One client recently said, “Cathy is one of the most down to earth, easy to talk to professionals I have met in a long time!

You are truly working with a friend when with Cathy. If you are wondering if you should use her to buy, or sell your home the answer is certainly YES! Not only will she guide you through the maze of purchasing a home, she will make you feel comfortable and fully informed about one of the largest assets/ investments of your life.”

“I usually end up becoming friends with my clients,” Cathy says. “I get to know their family and their children. Because it’s more about people than it is about the home.” Through the process, Cathy takes the time to understand her buyers and sellers, creating a plan to get them towards their goals. Even after the transaction, Cathy stays in touch, hosting fun events throughout the year and reconnecting with them. Clients appreciate her hands-on approach, as they know they can trust her to handle every detail.

Guiding them along the way, Cathy ensures they are making informed decisions, giving them the knowledge and advice they need. When it comes to her sellers, she implements high end marketing strategies to reach the widest pool of buyers. “I post on all of the social media sites and run geographically targeted ads,” she says. “We also do all the typical things like post on the MLS, the local real estate board, and we take exceptional photographs, utilizing drone footage and video.”

Cathy loves being able to help people with their real estate dreams. She can’t imagine a more fitting career path, and hopes to continue growing for years to come.

“Meeting new people and assisting them in this journey is my favorite part about what I do. Whether it’s helping a newcomer establish roots in Canada, or selling a home to a lifelong resident, I love every aspect.”

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When she’s not working, she’s giving back to the community by assisting new South African immigrants with clothes, airport pick ups, and short-term accommodations. “Throughout the year, we also host events within the South African community,” she says.

During her off hours she is spending time with her children and family.

To contact Cathy Tremblay, please call 613-851-5395 or email cathy@cathytremblay.ca Top Agent Magazine

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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CHRIS DJELEBIAN Chris Djelebian came to real estate from a background as a naturopathic doctor.

“I was a Doctor of Natural Medicine here in Windsor for 12 years, and I loved what I did,” Chris says. “I had great relationships, fantastic patients, and did really good work, but as I approached 40, I realized I no longer wanted to be in an office for the rest of my life. I wanted a change.” With the support of his wife, Chris got his real estate license. “I made the jump to real estate about 5 years ago, and I have never looked back!”

like-minded and appreciate the kind of business that I do.”

The results speak for themselves, and Chris closes a large number of transactions a year between residential, commercial, and new-construction condominiums. “Having a strong personal and professional support system has given me the resources I need to really focus on my work and take my career to the next level.” Chris says.

Chris credits his background in medicine with developing his keen ability to attend to his clients’ needs.

“I’m a very good listener,” Chris explains. “I don’t do a lot of talking. I like to listen so that I really understand what the client is looking for, and then do my best to try to find that for them. I always put my clients best interests first and conduct my business in an honest, dependable, professional manner.”

With the Verge Real Estate Team, Chris serves Windsor and the surrounding area. Over 85% of his business comes from repeat and referral clients. “I don’t do it for the sales, I do it for the relationships,” Chris says. “I’m not a salesperson, and I don’t act like one. I came into real estate knowing that I can just be genuine, trustworthy and dependable, and people will appreciate that. When I’m helping my clients, I don’t want them to feel rushed or pressured. I want them to feel like I’m a friend helping a friend find a home.”

Looking toward the future, Chris says, “I really enjoy working with developers on pre-construction condominiums and new developments. That’s where my business is going.” More than anything, Chris says, “I just like helping people. Whether it’s firsttime homebuyers, young couples, empty nesters, or seniors trying to downsize—I love helping everyone!

I thrive on knowing that I’ve helped someone find their perfect home, and it’s very satisfying when they realize that a transaction can be straight forward, fun and stress-free.”

Sure enough, this approach has resulted in a wealth of lasting relationships. “I love the social aspect of real estate, being able to forge relationships, foster old ones, and meet new people,” Chris says. “When I create these relationships and have a genuine interest in people’s lives, it makes it easy to refer.

When clients refer, they are referring people who are Top Agent Magazine

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For more about Chris Djelebian, please call 519-890-1169, email chris@contactchris.ca, or visit contactchris.ca www.

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COLIN VAN MOORSEL One of the first things you notice when talking to Colin Van Moorsel is how much passion he brings to his work, having found a way to combine a fascination with architecture and his impulse to help people. “I love this business inside and out, and I take a vested interest in finding the perfect property for my clients and making sure they get the best value on their investment,” Colin explains. “I think that comes through when I sit down with them.”

Colin attended Seneca College in Toronto, Ontario, completing their Real Property Tax Administration program in preparation to work with commercial real estate companies. However, before finishing, he realized his personality was better suited to working more directly with people. At the age of 20, he completed his real estate license the summer after finishing the program, and his tenacity landed him an interview with Brad J. Lamb Realty, one of the most predominant firms in Toronto. He joined the firm in 2013, working with them for 2 years doing resale and new development sales. Wanting to grow his business further, Colin made the move to Keller Williams Realty in 2015.

Today Colin is a broker and partner with his longtime friend Nicholas Sansom, who started the Van Moorsel Sansom Group with Keller Williams Lifestyles Realty.

Together they deliver on their promise of “A Superior Real Estate Experience” to clients across Middlesex and Lambton counties. Last year Colin and Nicholas closed $25 million in sales volume, with an enviable 80 percent of that business coming from referrals, word of mouth, and repeat clients who appreciate the kind of VIP service they receive. “We are professional in everything we do,” says Colin. “We are extremely particular in every aspect of our marketing, photos, our videos and branding to bring the absolute best to each and every property we have the opportunity to sell”.

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After selling real estate in the ultra competitive Toronto market, Colin’s goal was to provide the areas and small towns he specializes in the same level of professionalism, attention-to-detail and exposure that multi-million dollar properties in Toronto receive. Because of his own experience and resources of the Keller Williams office he works for, Colin is able to leverage the databases of mortgage brokers and agents out of Toronto, drawing more buyers and higher offers to sellers in the counties he serves.

Last year, 50 percent of his clients’ buyers came from the Greater Toronto Area. Most of the local Realtors don’t have that networking advantage.

Colin enjoys golf and mountain biking in his leisure time, but his favourite time is spent with his wife Brittany and their two-year old son Dallas.

As for the future of his business, Colin wants to continue to expand, find more ways to offer value for his clients and invest more time and resources into giving back to the communities he serves.

For more about Colin Van Moorsel please call 226-235-7800 or email colin@wearevsg.com Copyright Top Top Agent Agent Magazine Magazine

6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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HENRY DANG Throughout his life, Henry Dang has always been passionate about helping others. He got his start in sales, quickly climbing the ladder to become a leading sales representative in the Hamilton/ Burlington region. Along the way, he developed the business acumen and confidence needed to pursue his aspirations in real estate. Shortly after earning his license, Henry met his mentor, Chris Knighton, Team Leader of Knighton Real Estate Advisors. “Since then, Chris has been a vital part of my life and career,” he says. “I couldn’t have done this without him.”

Today, Henry is a REALTOR® with Knighton Real Estate Advisors, powered by Keller Williams Complete Realty, where he assists clients throughout Stoney Creek, Hamilton, and the Greater Niagara region. There, he has combined his strong professional foundations with his penchant for client service to meet the needs of any buyer or seller.

When listing a property, Henry is there for his clients each step of the way. After helping them fully prepare their home for the market, he shares it via both the regional MLS and a highly targeted blend of digital and social media campaigns. Above all, though, he is there for his sellers, catering his strategy to their distinct needs and ensuring a seamless transaction.

Elsewhere, Henry is just as attentive when assisting his buyers, leveraging his expert knowledge of the Stoney Creek area to uncover the right home for their best interests. In fact, he enjoys keeping in touch long after the closing through frequent check-ins—all to cultivate a lasting relationship and ensure each client is thriving in their new home. “Most of our clients wind up becoming

good friends after their transaction,” he says. “Nothing makes me happier than building that connection and seeing them succeed.”

Since launching his career as a REALTOR®, Henry has earned a fantastic reputation across his region, as evidenced by his strong rate of repeat clients and referrals. With his annual volume having leapt from $10 million in 2020 to $28 million in 2021, he remains committed to the proven standards that continue to set him apart in the market. “I treat every client as if they were a member of my own family. No matter what they need, I will always go above and beyond for them—even after the transaction has ended.”

Outside his career, Henry is deeply committed to the Fifty Point Community. Alongside his colleagues at Knighton Real Estate Advisors, he supports local events throughout the year, from ice cream socials to food drives, or even fireworks ceremonies. When he’s not with clients or giving back, he can be found hitting the gym, spending quality time with his friends and family, or cheering on his beloved Toronto Raptors.

As for the future, Henry has exciting plans for his business. With his volume maintaining its exponential growth, he intends on elevating his thoughtful approach to client service while further expanding his team’s reach throughout the region. But more than anything, he looks forward to the new connections that await in the community he loves. “These are among the most important investments we make in our lives,” he says. “It is so rewarding to know that a client has put their trust in me. Personally, there could be nothing more fulfilling than helping the families in our community realize their dreams.”

To learn more about Henry Dang, please call (905) 746-5418, email henry@knightonrealestate.com or visit knightonrealestate.com www.

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YURI KVYETKO Yuri Kvyetko is a seasoned real estate agent at New Wind Capital Group with over 6 years of experience and a RE/MAX member of 100% Club 2021. Yuri became interested in real estate in 2014, while he was pursuing his bachelor’s degree in Finance and Marketing at Ryerson University. “I was approached by a colleague, who was in real estate, and he was doing very well,” Yuri recalls. “He gave me an idea of what it is like to be self-employed and how it feels to sell properties, and I thought it was a great idea.” From this early interest grew a passion for helping clients find the right real estate solutions for them, and today the ranks of Yuri’s satisfied clients are ever-increasing.

Yuri and a brokerage colleague, Caleb Jarvine, recently created their own team, New Wind Capital Group at RE/MAX Metropolis Realty, and Yuri couldn’t be more excited. He and the team primarily serve Toronto, York Region and the East End, and as word spreads of the exceptional service he provides, Yuri finds his referral business growing steadily. “When I started, I was doing a lot of rental deals,” Yuri explains. “Those started translating into first-time homebuyers, and then referrals from those buyers, and I started getting a lot more traction. I started out part-time when I was in university before deciding to dive into real estate full-time, and now I am starting to see the way it’s supposed to be. Once you become a full-time agent, it really changes everything, and I’m currently getting a lot of referral business.”

It’s easy to see why, as Yuri is the quintessential people person who enjoys matching his clients’ real estate problems with smart solutions suited to their needs.

“Along with integrity and honesty, which I stand by at all times, I have very good communication and people skills,” Yuri says. “This allows me to see what the real issue is and guide my clients to appropriate solutions. I think that’s what people value in real estate. Alongside strong financials and the ability to negotiate the deal, 30

people skills are a very important aspect in this business.”

Yuri believes it’s important to give back to his community, and he volunteers with the Neo’s Foundation and the Full Table Project to provide necessary items at designated locations in the Greater Toronto Area to help out those in need on an everyday basis. When he is not working or giving back, Yuri enjoys sports, exercise, listening to audio books and podcasts, and spending time with friends and family.

As for what the future holds, Yuri says, “I am planning to grow the team. I’m really excited to see what capabilities we can bring to the table, and how we can grow the business together.” As holder of a dual license for mortgages, Yuri would also like to explore how he can combine the financial side with his current business to give his clients the full picture when undertaking such an important process. “Once a person has all the information on the table, it’s much easier to make a decision,” he says. “I strongly believe in helping people, and I always prioritize people’s problems first.”

To find out more about Yuri Kvyetko, call (647) 391-5970 email at yurikvyetko@gmail.com or visit realtor.ca/agent and instagram.com/yurikvyetko www.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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