ONTARIO 10-24-22

ONTARIO EDITION

Playing the Real Estate Matchmaker—

Are You Doing Business As You on Facebook?

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them

What the First Thing You Do After Work

SAYS ABOUT YOU FEATURED AGENTS

5 Lessons from Silicon Valley to

GEORGE KOEHLER DAVID AHRENS CANSIN CETINKAYA CAPITAL BROKERS GROUP MICHELLE DONALDSON ROULEAU

MODERNIZE AND MONETIZE YOUR BUSINESS

COVER STORY

PUJA AGGARWAL

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

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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 4

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 6

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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PUJA AGGARWAL

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KAPS Realty has grown into having 4 main divisions: Resale Properties, Preconstruction Properties, Commercial Properties, and Florida Properties, allowing clients to easily diversify and grow their portfolios with them.

Armed with a BBA and an MBA specialized in real estate development from one of the top business schools in Canada, Puja always had a keen interest in investment properties. Recruited by one of the top commercial real estate development REITs right out of school, she was learning everything she could about the details of the development, leasing and commercial worlds. She grew up in a wholesale family business and eventually married into another family business, so customer service and business come naturally to her. In 2009, the US was stuck in recession, which gave the Canadian dollar quite a bit of muscle. Property prices were shifting like crazy. She had connections with one of the largest developers in Florida, and was asked to help market to Canadian snowbirds looking for a vacation property. It was a specialized niche and Puja knew the moment was right, having her own property in Florida. She thought about it for 8Copyright Top Agent Magazine

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a day and resigned from her corporate job shortly after. There was too great a potential to pass up. She opened her own real estate company which was 100% of the time marketing Florida property to Canadians.

It was a very successful business model for 5 years and Puja’s company quickly became known as the Florida property experts. Then in 2014, when Canadian currency was weakening against the US dollar, many existing clients began asking her for help in buying investment properties in the Greater Toronto Area as well.

The market focus shifted, and she moved to selling builder properties to her client

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base and expanding her team. Now, only about 10% of her brokerage, KAPS Realty Group’s business, is dealing in Florida properties, and the rest is in the Greater Toronto Area, where the brokerage is located and is about to celebrate its 10th anniversary!

KAPS Realty has grown into having 4 main divisions now: Resale Properties, Preconstruction Properties, Commercial Properties, and Florida Properties, allowing clients to easily diversify and grow their portfolios with them.

KAPS Realty is also now one of the top 25 Preconstruction Property Specialists in the Greater Toronto Area! Puja’s team is very

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KAPS Realty is also now one of the top 25 Preconstruction Property Specialists in the GTA! Puja’s team is very focused and specialized as each of the five members has to have a university degree and personal investment properties. focused and specialized as each of the five members, one of whom is her sister Aarti Aggarwal, has to have a university degree and personal investment properties. This gives them both the book and real-world knowledge needed to properly handle the clientele. They maintain a high level of service, treating each client as if they were family. If they aren’t willing to invest in a given opportunity themselves, they won’t try to sell it to anyone else. The level of transparency and a professional approach bring referral clients to her and the team to total about 70% of her business.

Once someone becomes a client, Puja will keep them updated long after the signing table. Follow-up communications, meetings and gala events at the brokerage every year keep people knowledgeable on the marketplace and new projects that are in development. She’s constantly educating Copyright Top Agent Magazine 10

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clients, at her brokerage seminars or through TV, radio, local magazines, interviews, or just taking clients out. Clients learn the process and opportunity, and then come back to her when ready to invest. This education and care brings Puja and her team over 65 yearly transactions and over $75M in yearly sales! Alongside her brokerage, she also manages an over $40M property portfolio.

Her proud father looks at the work she does, noting that if they had someone like her to guide them with investments when they moved from India, that they would be 100

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times further along. She loves hearing that and seeing how much she can help people.

From community projects to providing over 2,000 gourmet meals yearly to those in need or helping the single moms association and youth foundations, caring for those in need locally and abroad, Puja is dedicated to helping people grow. In the future, her plans are to grow her business alongside her clients, moving into more development and commercial properties, with the goal of always staying professional, knowledgeable and caring to everyone that is part of the KAPS Realty Group Family!

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For more information, please call 905-698-0044, email info@kapsrealtygroup.com or visit kapsrealtygroup.com www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 14

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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GEORGE KOEHLER Top Agent Magazine

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GEORGE KOEHLER

Top Agent George Koehler serves Windsor-Essex County and all of southwestern Ontario, representing one of Canada’s largest commercial real estate service firms, Royal Lepage Commercial Group.

Communication is the cornerstone of George Koehler’s business. “I build lasting relationships with my clients,” he explains. This has helped him grow to exponential heights, as he is able to understand his buyers’ and sellers’ needs on a deeper level. He entered this field after a successful career in advertising, during which he developed an interest in real estate. “It was always intriguing to me,” he explains.

“So I decided to earn my license and dive into that.”

His experience working directly with corporations in his previous career gave him a strong footing in the commercial sector of real estate. Today, many of the clients he worked with in advertising are now going to him for help with finding investment properties and leasing retail spaces.

“It’s been a nice, easy transition,” George says. Now in his 16th year as an agent, he serves Windsor-Essex 16

County and all of southwestern Ontario, where much of his business is based off of referrals. He represents one of Canada’s largest commercial real estate service firms, Royal Lepage Commercial Group. Because he provides unparalleled market research, analysis and industry-specific expertise, many of George’s clients work with him to build and manage their portfolios. With over 16 years of real estate experience and over 25 years in business development, George is truly a rare find.

While he also assists residential clients, George has become well-known for his work with commercial investors. He offers a range of services for landlords/tenants, sellers and buyers, whether they’re looking for help with mixed-use commercial, retail spaces, or multi-family properties. By conducting market research and cost analysis for his clients, Copyright Top Agent Magazine

he’s able to effectively guide them in the right direction. His expertise in office sales, leasing and investment sales allows George to fully analyze a property’s financials and physical characteristics, so he can successfully facilitate negotiations between buyers and sellers.

He can assist clients with every aspect of their real estate journey, including leasing out their properties, negotiating new leases and renewals. “I do quite a bit of multi-retail plazas, so I always work with both the owner and tenant to establish a strong bond between the two of them.” George aims to find the perfect tenant for his owners, while also ensuring that the tenant is happy with the space for the long haul. This attention to each party’s feelings results in lasting connections with tenants and owners, as George becomes their go-to person for any real estate questions. His in-depth knowledge of the area and its demographics means he is well-equipped to guide them towards their goals as their business grows and changes.

When it comes to listing his properties, he takes advantage of his brokerage’s large commercial network to spread the word.

“Our new listings go out on a mass email throughout the entire country, which results in quite a bit of activity,” George says. He also frequently stays in contact with investors, keeping an eye out for any properties that might pique their interest.

As a former multi-athlete, George loves staying active by training at the gym, biking, and playing golf. When he has time, he enjoys traveling. But much of his days are spent working or planning for the future, as he has a true passion for what he does.

“I really love what I do,” he says. “People always ask me when I’m going to retire, and I just can’t imagine it. For me, it’s not a job, it’s a way of life.”

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For more about George Koehler, please call 519-564-8280, email ghkoehler@hotmail.com or visit koehlerrealestate.ca www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an Top Agent Magazine

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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DAVID AHRENS

Top Agent David Ahrens represents home buyers and sellers in both Ontario, Canada and Sarasota, Florida.

After spending 27 years working for business software companies, REALTOR® David Ahrens decided to make a career move into real estate.

Following in his sister’s footsteps, he got his license 2.5 years ago and began to represent home buyers and sellers in both Ontario, Canada and Sarasota, Florida. Within six months, David had already reached the Executive Club level at RE/MAX. Since then, he has qualified for Platinum level twice. With a strong sphere of influence and a passion for helping others, his career is only growing stronger year after year.

area with lakefront houses and pools within planned developments.

Working alongside his sister, around 70% of David’s business comes from selling homes while the rest is buying-based. In Ontario, his clients are primarily located in the cottage country areas of Kawartha Lakes and Trent Lakes, which are known for stunning lakefront properties. In Florida, David works in and around Sarasota, which is another very amenities-rich

Once a listing is ready, they bring in a professional production company to take still photos, floor plans, video tours and aerial videos. From there, they use social media, print ads, radio spots and video content to gain exposure, putting out a consistent, clear message across all their channels. David’s strategy is very results-oriented with geo-targeting and advanced analytics

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As a former Chief Marketing Officer, marketing is second nature to David. He and his sister go far beyond everyday strategies to spread the word about listings. To get a property ready for sale, they provide free micro-staging. “We have a huge inventory of decor to spruce up listings,” he says. They also work with a third-party staging company if need be. “It’s all the little touches that differentiate us,” he says.

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that allow him to track performance across social media and MLS. “We look at the engagement, from views to favorites, shares, and clicks and adjust our strategy as needed,” says David. Some of their more exciting marketing initiatives include being the box office sponsors for The Grove Theatre, an open air theater in Ontario. They are also the trusted agents in Kawartha Lakes and Trent Lakes for HGTV personality Scott McGillivray.

Finally, they provide 24/7 availability with live virtual reception who help clients anytime. Each month, David’s social efforts consistently provide between 50-60,000 views on their listings.

“Business, personal life, and service (giving back) — those are the three important legs of the stool of life,” says David. In his spare time, he sits on the board of bizworld.org, which has an initiative that mentors disadvantaged youth on how to become entrepreneurs. “These young folks have amazing ideas and the ability to execute. They just need help with the structure and strategy,” explains David. He is also on the board of the Buckhorn District Tourist Association. “We have cottages, lakes, swimming, fishing, and snowmobiling in the winter. We aim to spread the word about what a beautiful place it is to live and visit.”

Even in his personal life, David excels in his passions. He is an 18-time Ironman athlete and has done more than 130 triathlons over his career. He is currently participating in the Ironman World Championship in Kona, Hawaii. “It’s the pinnacle of the sport! A dream come true for me,” he says.

David is not only ranked in the top 1% of all agents in Kawartha Lakes, but he and his sister are also responsible for one out of six sales in Fenelon Falls, where they are based. By adding new agents in the near future, David plans to grow his operation while still maintaining that laser focus on helping clients find their dream homes.

“I’m a Chief Happiness Officer,” he says. “I love to deliver that ‘wow’ experience that gets folks what they want and makes them happy.”

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To learn more about David Ahrens please call 705-887-7878, email davidahrens@remax.net, or visit davidahrens.ca or davidahrens.com www.

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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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CANSIN CETINKAYA Cansin Cetinkaya of Toronto, Ontario, relies on a combination of around-the-clock communication and deeply connected interpersonal networks to fuel his real estate business. “I’m there for my clients from the beginning all the way to the end, and I always try to make them happy. I give one hundred percent of my effort and attention, and I’m available twenty-four seven, even for things not directly related to real estate. Once they realize they can count on me for everything, they become a client for life.”

Originally, Cansin enjoyed a career as a professional basketball player, but under the guidance and tutelage of his father (who is an accountant), he pursued his real estate license nine years ago. Today, in 2022, Cansin is a solo agent working with Century 21 Atria Realty Inc., and he services the entire greater Toronto area. He boasts a book of business that is over ninety percent repeat and referral clients, and just nine months into the current year, he has already cleared $25 million in total volume (with several currently pending sales). He attributes his success to his willingness to regularly contact his clients for celebrations, reminders, and helpful advice. “I always call to wish people a ‘Happy Birthday,’ and on Christmas I prepare special gift baskets with ornaments and desserts. Every time we chat, I make sure they know they can contact me any time – renovations, advice, anything.” This systematic, diligently maintained strategy has helped Cansin solidify his presence in his city, and he’s eager to build upon this cornerstone.

In addition to communication, Cansin supports his

marketing endeavors with a varied approach tailored to satisfy the needs of each individual client. “I have different packages for each listing. Every house is different from one another, marketing strategies are different for every type of property, and since I have my Certified Negotiation Expert designation, I feel comfortable working in every situation. I can provide staging, 3D videography tours, photoshoots, and social media marketing. I am constantly sending out emails to past clients and other agents in the area, and I always use sponsored social media ads.” This network of industry professionals and happy clients serves as the foundation for Cansin’s business, and he is looking forward to the opportunities to expand in the burgeoning markets around Toronto. “I want to start building my own team in the upcoming year, and hopefully a few years from now I will be able to open my own brokerage. I’m excited to share my database of resources and information that is essential for first-time homebuyers and clients that are looking to move to a different location.” With nearly a decade of industry expertise, Cansin has lofty ambitions to grow within the industry while supporting up and coming real estate agents.

Alongside his professional growth, Cansin prides himself on the efforts he’s made to connect with his neighborhood. He and his wife are beaming parents of a growing young boy, and they sponsor local community events like festivals and concerts. When Cansin’s not busy building his enterprise, he leads an active lifestyle at his local gym, and he continues to play basketball every chance he gets. “I really love this country and this city, and I love what I do. Seeing the happy faces around the closing table, when a family is getting ready to move into a new house … that pushes me to work harder than ever, and I’m grateful that this job allows me to return home to my own beautiful family.”

To learn more about Cansin Cetinkaya, email cansin.cetinkaya@century21.ca, or call 905-883-1988 Top Agent Magazine

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CAPITAL BROKERS GROUP When Christopher Bonil founded Capital Brokers Group, he was guided by a passion for homes and home building, as well as a desire to help clients achieve their real estate goals.

Now firmly established as a leading team offering top-tier service in the luxury space, Capital Brokers Group provides trusted advice and solutions to a range of real estate needs.

An impressive 90% of the team’s clients come back to work with them again, a feat that speaks to the enduring relationships they forge. In addition to the team’s strong ethics and morals, Christopher attributes their strong repeat and referral business to the comprehensive service they offer. “We give our clients what the industry offers and more,” he explains. “We realized that the majority of agents were offering the same thing, and what really differentiated us and had our clients coming back was the fact that we took care of every single thing involved in the home selling process.” This could include everything from reorganizing and decluttering to repainting and even sometimes lawn maintenance.

“From major to minor, we do everything that will help sell the property,” Christopher says. “We do many things beyond basic real estate services.” The team is also known for its marketing, allowing listings to stand apart from the rest and make an impact that translates to added value for sellers.

Capital Brokers Group has been constantly expanding into new areas across the GTA. “Ever since we’ve been a team, we’ve been able to break barriers in a lot of high-end areas such as Bridle Path and Kleinburg, as well as luxury areas in Caledon, Toronto, Vaughan, and Innisfil,” Christopher says. “Our most top-tier area was Bridle Path in Toronto, where we sold a $7 million dollar home down the street from Drake! That set us up for where we are today.”

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Giving back to their community is important to the team at Capital Brokers Group, and they have recently partnered with the SickKids hospital in Toronto to launch the annual Golden Heart Gala. Though it has been delayed due to Covid, Christopher and the team are looking forward to an ongoing commitment to help support this great cause.

“As a new dad, I felt a unique connection to this purpose,” Christopher says.

Looking toward the future, Christopher says, “We plan on becoming a true onestop shop where a client can come to get pre-approved, find the proper home at the right price with the right service, and have a top-tier team representing them. We feel there’s a huge gap in transparency in our industry, and that’s what set us out on this mission we’re on. We want to not only be able to offer these real estate services to our clients, but also offer that peace of mind so they can know they’re working with the best of the best and that taking care of their money is our top priority. That’s the kind of confidence and trust we’re trying to instill back into the industry.”

To find out more about Capital Brokers Group, contact Christopher Bonil at (416)743-5000 email chris@capitalbrokersgroup.ca, or visit capitalbrokersgroup.ca and on Instagram: https://www.instagram.com/capitalbrokersgroup.ca/ @capitalbrokersgroup.cahttps://www.instagram.com/mrbonil/ and @MrBonil www.

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 26

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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MICHELLE DONALDSON-ROULEAU Always a people person, Michelle Donaldson-Rouleau was drawn to the real estate world. Her professional life started in retail management, but she found it difficult to grow in this field.

With Michelle’s mother-in-law working as an agent, Michelle decided to talk to her about earning her license. “We had a conversation about what I wanted for my future and where I wanted my career to go,” Michelle says. “So I started off as her unlicensed assistant, then moved into being her licensed buyer’s agent, and now I’m her business partner.” Serving the greater Ottawa area, much of their business consists of repeat clients and referrals. Michelle only wants what is best for her buyers and sellers, and will go above and beyond to meet their needs.

“We are dedicated to our craft,” Michelle explains.

“When the market shifts, we’re shifting alongside it. We’re always keeping our fingers on the pulse of what’s going on so we can determine how to serve people in the best way.” Michelle is committed to her clients, wanting to achieve their goals efficiently and make the process enjoyable. For her sellers, this means getting them the most for their home in the shortest amount of time. She aims to present each property in its best light, bringing in a stager and advising on paint colors. “We help organize the cleaners, and handle all the details, so we’re right there with them through everything.” Michelle then advertises each listing online, utilizing social media and targeting specific audiences who match with the home’s features and location.

Meanwhile, Michelle’s buyers appreciate her patience and diligence in finding them the home of their dreams. One recently said, “We found her to be so wonderful. Very helpful through the process Top Agent Magazine

and always had our best interest at heart. She was always available when we needed her. She always took our preferences into consideration when we searched for our home and always kept us motivated and positive. Would for sure recommend her family and friends.”

Giving back to the community is an integral part of Michelle’s life. She is part of the Girl Guides of Canada and is a member of a local boating club.

During any free time, she loves to watch sports and relax with her husband and their dog.

With her team currently ranked in the top 2% for their brokerage, Michelle has her sights set on reaching the top 1%. “We want to become a widespread, trusted authority in the real estate industry.” She can’t imagine a more fulfilling career. “I love the personal connections we get to build. We become friends with our clients. And each day is different.”

To learn more about Michelle call 613-808-6884 or email michelledrouleau@royallepage.ca

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