ONTARIO 2-20-23

ONTARIO EDITION

How to Incorporate Current Events to Your Email Blasts and Stay Relevant

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

Is Finding a

NICHE MARKET

Right for You? How to

FEATURED AGENTS

JENNIFER ANDERSON MARY CARVALHO DAVE SHAW SHANNON TIMBERS RICHARD OYEKUNLE TARYNN LENNOX

SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS COVER STORY

CLINTON HOWELL

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

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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CLINTON HOWELL Top Agent Magazine

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C L I NTO N HOW ELL

Top Agent Clinton Howell uses his interior decor consulting and construction background to see the potential in homes, which he then shares with his clients.

Before becoming a REALTOR ®, Clinton Howell obtained an Honours Bachelor of Business Administration degree from Wilfrid Laurier University and in 1995 he started an award-winning custom home theatre and home integration business that led him to work on over 3,000 custom home projects 8

over a 20 year period. Working in so many different homes and with different types of people equipped him with a high level of knowledge about providing excellent service. This coupled with his experience in the construction business set him up for success when he transferred over to real estate after Top Agent Magazine

getting licensed eight years ago. Now leading a team with one other experienced agent at RE/MAX Escarpment Realty Inc., Clinton represents clients in the areas of Burlington, Hamilton, Oakville and surrounding areas in Ontario, Canada.

With a strong reputation as a REALTOR® and broker, who can ease the stress of challenging home buying and selling situations, Clinton counts around 90% of his business as coming from referrals.

“I listen closely to my clients and aim to give them a smooth experience,” he says.

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Clinton uses his interior decor consulting and construction background to see the potential in homes, which he then shares with his clients. “When I look at a house, I can see how it was built. This helps me when I’m talking to clients because I can discuss the details and open their eyes to what is really important in the long run,” he says.

To get the word out about his listings, Clinton starts by prepping the properties and goes the extra mile while paying close attention to the small details that really matter. “I focus on the specific

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things that I can do to serve my client better depending on their needs,” he says. He then does personal video tours, 3D virtual tours, and professional HD photography in addition to posting on several popular social media channels.

As a full member of the Toronto Board (TRREB) and his local Hamilton/Burlington Board (RAHB), Clinton shares his listings on both MLS boards to reach a larger audience. An active member of his own community, he was the President of the Rotary Club of Burlington North last year and is currently the President Elect

“When I look at a house, I can see how it was built.

This helps me when I’m talking to clients because I can discuss the details and open their eyes to what is really important in the long run.”

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for this coming year. Always available to get his hands dirty and give back, Clinton spends a significant portion of his time and resources doing volunteer work and supporting community outreach projects.

“When I’m giving back, I feel fulfilled as a person because I am grateful for all of the blessings I have in my life. Volunteering also attracts like-minded people, so I have made some great connections over the years.”

Clinton’s main motivation, however, Top Agent Magazine

comes from his family. He has been married for 27 years and has two young adult children. “A big part of what drives me to succeed at work is taking care of my family and being there to see how our lives evolve together,” he says. “We have a lot to look forward to.”

On average, Clinton personally does around 30 transactions per year, a number he is planning to increase as his team grows. This year, he plans to hire an administrative assistant who can provide additional support 11

with transactions and marketing. No matter how big Clinton’s business grows, it will always come back to his clients’ satisfaction which includes his personal involvement. “I love building relationships with

people and this is the perfect business for it,” he says. “It’s so rewarding to put a deal together because you can see how excited your client is about moving forward to the next chapter in their life.”

To learn more about Clinton Howell please call 905-537-2246, email clinton@clintonhowell.ca or visit clintonhowell.ca www.

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion14

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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JENNIFER ANDERSON

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JENNIFER ANDERSON

Jennifer Anderson has always been driven to challenge herself. It’s this self-motivation that has led to her flourishing career in the real estate industry.

After working as a receptionist for an orthodontist’s office for 16 years, she began to weigh her options for a new path, wanting to pursue something outside of her comfort zone. Jen received some encouragement from a mentor, who saw potential in Jen’s skills and personality to succeed as a real estate agent. With a newfound confidence, Jen made the decision to get her license and embark on a journey in the world of real estate. With her past experience in a busy and customer-service oriented field, Jen brings a unique set of skills and a patient and focused approach to her work as a real estate agent. She’s now several years into her career, serving the greater Stratford, Ontario region.

myself as an advisor, helping you make the transaction happen in a smooth, stress-free way,” she explains. Jen is committed to providing excellent customer service and strives to build strong, lasting relationships with her clients. She knows how important this chapter of life is for her buyers and sellers, so she makes it her priority to be clear and honest throughout. By keeping everyone on the same page, Jen strives to eliminate concerns and makes the experience enjoyable. When it comes to

A growing percentage of Jen’s business consists of referrals, which she credits to her effective communication style. “I don’t see myself as a salesperson at all, I see 16

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marketing her listings, she utilizes iGuide tours, drone footage, and floor plans to give potential buyers a realistic view of each property. Jen also posts all listings on social media, where she has a sizable audience.

After working with Jen, buyers and sellers love to tell others about their time together. One recently said, “I cannot even begin to put into words how amazing it was to work with Jen. She’s passionate, knowledgeable, patient and she certainly knows how to manage the nerves of a first time home buyer. My husband and I felt 100% comfortable in her hands and she was able to help us land the perfect house for our growing family. Thank you so much for sharing your expertise with us, you made this whole process a breeze.”

Jen is an active member of her community, regularly participating in the Chamber of Commerce and supporting local events and charities, such as Lights On Stratford, which is a winter event in her city. Jen just received news that she has been chosen along with 120 Royal LePage agents from across Canada that she will be participating in the company’s bi-annual trek to raise money for the Royal LePage Shelter Foundation. This group of selected individuals have each pledged to raise at least $6000, and will climb at high altitude to the base of one of the highest active volcanoes in the world in Ecuador in 2023. Jen’s involvement in her community reflects her commitment to building strong connections and making a positive impact in the place she calls home.

As her real estate business continues to grow, Jen is now weighing the possibility of hiring an administrator, and is beginning to collaborate with others to help manage the increasing workload. There’s no question she will enjoy every step of her path, as she loves what she does.

“Helping my clients and seeing them happy is so rewarding.”

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For more about Jennifer Anderson, please call 519-301-2736 or email jen@jandersonrealestate.com Personal photos by michaelsteingard.com, property photos by chrisberg.ca www.

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes18

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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MARY CARVALHO Top Agent Magazine

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MARY CARVALHO

Entering the real estate world was a natural choice for Mary Carvalho. With a love for helping others, and a strong entrepreneurial spirit, Mary has found her true calling as an agent on The Kate Broddick Team. Her interest in this field was sparked after purchasing her first house in her early 20s. “At the time, our agent encouraged me to look into real estate as a career,” Mary explains. “It just wasn’t the right time for me.” A few years ago, prominent agent Kate Broddick offered Mary a position as the Social Media Director for The Kate Broddick Team, and Mary took the opportunity.

“It was a natural fit as it allowed me to be part of an incredible team while being surrounded by real estate,” she explains.

As her kids grew older, Mary decided it was time to become an agent in Spring 2021. She’s been thriving ever since, loving every minute of her path. Based in Brantford and Norfolk in Ontario, a growing portion of Mary’s business consists of repeat clients and referrals.

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“When I first started out, I did a lot of leases, but now many of my lease clients are looking to purchase,” she explains. Mary has tremendous empathy for her buyers, sellers, and renters, as she understands the stress this life chapter can incite. She aims to eliminate any concerns and make it a smooth process. “I’m naturally a very calm person,” Mary explains. “So it really helps my clients to have someone with a level head guide them through this transaction.”

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She also credits her team’s support and resources for helping her exceed expectations.

“I’m part of an incredible group, we put our clients’ needs first, and they often become family to us.” Mary finds it bittersweet when a real estate journey comes to an end. “I’m always so happy for them, but I’m sad that we won’t be spending as much time together,” she says. So Mary continually makes staying in touch a priority, emailing, texting, calling, and meeting up with them throughout the year. “I love being someone they can go to for advice about real estate, they are always sending me photos about what they’re doing to their house as they settle in.”

Mary’s sellers receive the same exceptional service, as she spreads the word far and wide about their homes. Her previous social media role helped her expand her marketing skills, which she utilizes with her clients today. “We do lots of advertising, getting our listings in front of as many people as possible. I’m really big on analyzing the numbers from our social media ads, seeing who is engaging with them and determining how to refine our targeting even further.”

Part of a tight-knit community, Mary loves giving back. Her office participates in the 12 Days of Giving, providing gifts to those in need during the holidays. They donate regularly to the SPCA, the local hospital, and various non-profits throughout the year.

In the years ahead, Mary plans to continue growing. “I have some major goals for this year,” she explains. “I’m planning on becoming more involved in the regional real estate board and helping new agents learn about this industry.” She loves where her path is leading, and can’t wait to assist more clients with their real estate needs.

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For more about Mary Carvalho, please call 289-821-3637 or email mary@teamkate.ca Copyright Top Agent Magazine 23

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market Top Agent Magazine

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There Top Agent Magazine

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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DAVE SHAW

A longtime resident of the Ottawa region, Dave Shaw has always possessed an entrepreneurial spirit. For years, he authored an accomplished career in the manufacturing/corporate sphere; however, following an early retirement, he found himself seeking a new opportunity that still spoke to his outstanding negotiation skills and penchant for client service. At the encouragement of a good friend, he decided to pursue his real estate license and launch his career as an agent in 2018. Sure enough, he would find quick success, establishing a robust network of satisfied clients and colleagues that spans the area. The rest is history.

When listing a property, Dave utilizes a comprehensive strategy. After helping his clients fully prepare their home for the market, he shares it via a highly targeted blend of digital and social media campaigns. Along the way, he gives his clients an added advantage through proven resources like auto-mailers and the far-reaching internal network at Century 21, ensuring a seamless transaction throughout.

Today, Dave is a Broker/Realtor® with Century 21 Synergy Realty Inc. where he assists clients throughout Perth, Smith’s Falls, and the surrounding communities of Ottawa. Leveraging his strong business acumen with his tireless work ethic, he has cultivated a distinct workflow to meet the needs of any buyer or seller.

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Elsewhere, Dave is just as attentive when assisting his buyers, drawing from his acute knowledge of the region to uncover the right investment for their best interests. In fact, he prefers to keep in touch long after the deals are done through regular phone calls, emails, and check-ins over social media to cultivate a lasting relationship and provide them with ongoing support in their new homes.

Over the years, Dave has earned a growing reputation throughout Ottawa, as evidenced by his increasing rate of repeat clients and referrals.

With a steadily increasing number of transactions per year, he remains committed to the core values that brought him to real estate in the first place. “In real estate, every day is different,” he says. “I love the process of visiting different types of properties and getting to know my clients. At the end of the day, there’s nothing more rewarding than learning their story while helping them accomplish their goals.”

Outside of real estate, Dave is dedicated to his community. On top of volunteering at various community events, he is a member of the Royal Canadian Legion and a member of an area flying club. He is currently involved with the local theatre doing technical design and will also be joining their board of directors in the near future.

Going forward, Dave has strong plans for his business. Having recently acquired his Broker Registration and his Master Certified Negotiation Expert designation, he intends on deepening his marketing approach while scaling his leading standards throughout Ottawa. In the meantime, he looks forward to all the new clients and opportunities that await. “Drawing from my previous career, I’ve been able to bring so much of my own life experience into our business,” he says.

“As for the future, I can’t wait to branch out and show my buyers and sellers all our community has to offer.”

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To learn more about Dave Shaw, please call (613) 206-4530, email dave.shaw@homesbydave.ca, or visit dave-shaw.c21.ca www.

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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SHANNON TIMBERS

Shannon Timbers was a hard-working stay-athome mom involved in school activities and knowing she would be a successful professional when the time was right. As her children got older, she embarked on her dream career. “My kids were old enough to be attending school full time, and I had taken a job, just doing reception really,” she says. “I decided that that’s not what I wanted to do for the rest of my life.” So she took a real estate course, completed it in five months, and earned her license 12 years ago. Now, she owns her own brokerage in Durham and manages four agents of her own. “It’s been hectic, obviously, but it’s been what I wanted to do for a long time,” she says. “probably 25 years.”

with them after the closing or the purchase, whichever it may be” she says. “I do lots in the community, volunteering. I’m on a lot of boards.” Shannon sits on the Kawartha Lakes Real Estate Board of Directors and donates to A Place Called Home, an organization that

Shannon has been active in her community since her days on the school council. Now, says the owner of Exit Realty Sunset, her community involvement keeps her close to her clients. “I’m very personable. I keep in contact 30

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provides services to unhoused men, women and children. Shannon engages with her clients on community projects as well as on social media. “I pretty much just stay involved in their life, really. I know I’m talking to them, either on Facebook (or) I stop by and see them.”

The relationships she builds are the cornerstone to Shannon’s business. “It’s good to be there for people when they’re going through such a stressful time of transition or first time homebuyers who just don’t know the process,” she says. “My passion has always been the same.

I like to help people and make sure things are done right. I like to have a relationship with them. It’s not just a transaction.” Customers look to Shannon when the time comes to buy or sell again. Most of her annual sales come from repeat and referral customers.

Whatever the listing, Shannon says her digital marketing strategies set her apart from other agencies. “We’ve got all social media. We’ve got Twitter, Instagram, Facebook, we’ve got our own personalized web page. We post if not daily, every other day,” she says. “There’s not a lot that have all of those (sites) that they’re updating and actually using.” Shannon also uses a professional photographer for each listing to ensure each property is presented in the best light.

Shannon says she wants to help other agents learn how to make most of their business.

Recently, she has begun looking into adding more agents to her team. “I am looking to expand, actually, I’ve been doing a lot more interviews trying to get some more seasoned agents in other areas closer to them,” she says.

“I’m just looking to grow this brokerage and, eventually, I would like to expand into another area and have a brokerage that way.”

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To contact Shannon Timbers, email Timbersrealestate@hotmail.com, call 705-879-9750 or text “Timbers” to 85377 for a mobile business card.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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RICHARD OYEKUNLE Richard Oyekunle of Toronto, Ontario, has built a successful real estate business by leveraging his interpersonal networks, entrepreneurial spirit, and steadfast dedication to community improvement. “I love everything about real estate. Every day is different, and I love the pace of the lifestyle, plus it gives me opportunities to connect with the people around me. I want to continue contributing to others and networking with other professionals in the area.”

Originally, after receiving his MBA, Richard pursued a career in social work (though he always suspected he would eventually return to his true passion for real estate). “I’ve been investing for myself for years – I come from a family that invested heavily in real estate and construction.

I knew at a very young age that I wanted to pursue that career. I began my career in investment banking, starting a real estate brokerage for two years, before I moved to Toronto to go into social work while I obtained my real estate license years ago.”

Today in 2022, Richard works with Century 21 Best Sellers Ltd, alongside a boutique team consisting of two additional agents and an assistant. They service the Greater Toronto Area, and Richard himself boasts a book of business that is nearly fifty percent repeat and referral clients.

In 2021, Richard achieved Double Centurion status with over one hundred total transactions completed, placing him in the top one percent in Canada Wide; and this year he is on track to receive recognition as a Grand Centurion REALTOR®. He attributes his success to his desire for spreading knowledge and helping the people around him to pursue their wildest dreams and ambitions. “My service is fueled by the investment side of real estate. My strategy is to help clients see real estate in a different light – as a place to live, but also as an investment. That helps me drive a mindset that changes people from buying a single home to having their own real estate portfolio. I believe

every first time home buyer should have an investor mindset. And it helps that I can tell people, ‘This is how I got started – with just a single property.’ I love real estate, it’s a pure passion for me representing clients in buying, selling, investing and creating strategies that help in building wealth through real estate.”

In addition to helping clients pursue their dream of homeownership, Richard is eager to support young professionals with ambitions to enter the burgeoning field of information technology. “I’m really passionate about giving back to my community.

I do a lot of outreach to professionals in IT, helping to host job fairs and sponsor people who want to take programs like business management, project management, and just helping people change careers. We even pay for certifications to help people in career change. I myself am Nigerian, and eighty percent of my business comes from people of color, Caribbeans, and Africans, so I try to give back to those who have made me successful.” These are his intentional initiatives in creating a level playing field in income and investment for the amazing clients he represents.

Richard is also proud to sponsor local soccer tournaments, Mississauga Food Bank, and when he is not busy growing his business or supporting his community, he can be found playing and enjoying The Beautiful Game alongside his wife and two sons. “Everything I do, including soccer, is an opportunity to connect; I want to do as much of that as I can. I’m the team lead of Richard Oyekunle Real Estate; a co-founder of RoofCapital Inc, a real estate and lending company, and I’m starting up a company called AssetsPlus, a pure real estate advising company to help investors manage their real estate portfolios. That will get me more involved in helping people to get the right education and advice in making the right decision which helps them to leverage on a real estate portfolio to build financial wealth, and be more involved in my community.”

For more about Richard Oyekunle, email richard.oyekunle@century21.ca or call 647-887-5818

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch.

After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed.

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 34

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses.

Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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TARYNN LENNOX Tarynn Lennox of Thornbury, Ontario, fuels a successful business as a REALTOR® by combining her innate passion for real estate with an unwavering dedication to client centered services and a sincere devotion to the majesty of her hometown.

“We’re like a smaller, more intimate Niagara-on-the-Lake, and we’ve recently seen a lot of people coming from Toronto transplanting here. I’m very lucky to live, play, and work in the area that I do – we are Ontario’s ‘four seasons playground’ – especially since I get to work with people that I grew up with!”

Prior to entering the world of real estate, Tarynn enjoyed a five year career as a financial advisor for Scotia Bank. “My knowledge and expertise as an advisor has been really valuable for all of my clients – both investors and first time home buyers – and it even helped me succeed as an individual. I’m a self proclaimed real estate junkie, and my husband of ten years is a custom home builder. We’ve bought and sold six times and built our own custom homes, so I understand the industry on the micro and macro levels.” After successfully selling one of her own homes, Tarynn seized an opportunity to work as a client administrator (while simultaneously starting a family of her own), and she discovered a calling for both motherhood and entrepreneurial realty. “I quit my job at Scotia Bank where I was on maternity leave, took a leap of faith, and studied while my daughter was only eight months old.”

After working as a client care manager for two years and learning the ins-and-outs of the management and administrative side of her passion, Tarynn obtained her real estate license in 2017 and joined an award winning team with Royal LePage. Her experience served as the foundation to springboard her career as a solo agent, and on January 6th of 2021, she struck out on her own. Since then, she has built an enterprise that annually clears over forty transactions, with a book of business that is over eighty-five percent repeat and referral clients; but for Tarynn, these numerical figures Top Agent Magazine

are a mere afterthought. “Obviously we all want results, but as long as my clients are happy and I stay busy, I let the rest take care of itself. I want to change the way people look at our profession, and show that there are honest REALTORS® out there working in the best interest of their clients. I want to create an experience that people want to talk about afterwards.”

In addition to her positive impact on the industry, Tarynn uses her platform to advocate for mental health and emotional transparency. After suddenly losing her father in 2021, Tarynn was faced with an unexpected emotional hardship, and she has leveraged this experience to connect with her larger community. “I want to use my platform, as small as it may be, to let people know that it’s okay to struggle sometimes. My plan for my business is to dig deep and find more ways to share that with my community.” When she’s not serving her clients and neighbors, Tarynn seizes every opportunity to enjoy her paradisiacal surroundings with her two children. “The water is my happy place – it makes me happy deep down in my core – and I don’t think I could ever look back and think, ‘I spent too much time with my kids.’”

To learn more about Tarynn Lennox, visit tlrealestate.ca, call 705.441.3687, or email tayrnn@tlrealestate.ca www.

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