ONTARIO 2-21-22

ONTARIO EDITION

FEATURED AGENTS

JACK ANBARA & JUSTIN SALAZAR CHRIS CLARK JANET EATON & RAY WHEELER AJAY MAHAJAN NICK PECARSKI MATTHEW RIZZO JASON TURCOTTE LORNA WILLIS & LYNN WYMINGA ZAHND TEAM ANDY ZHENG

COVER STORY

BRYAN SAELENS

UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES

HOW TO BOOST YOUR TEAM'S MORALE 7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

N NS

ONTARIO EDITION

JACK ANBARA & JUSTINCHRIS SALAZAR CLARKEATON & RAY WHEE JANET

Clark embarked on hisJanet real estate and and we’rewhat veryclients prou While always passionate about Chris real estate, representation of the website properties When Eaton and Ray Wheeler 30 pur9 the elite team of17 in232004, after working as29a Chris says. “We33 can track an Jack Anbara journey and Justin they can expect. chased their RE/MAX franchise in 1997,In fact, the two are in con- often had been in aviwhoever comes to the websit Salazar took a winding road to commercial their part- pilot. “Ithey tact long the transaction is complete, embraced the Golden Ruleafter as the city’s for 8 years prior, and I needed a enables us to build dynamic pr nership at the Anzar Real Estate ation Group. which allows for them to continue to give core principle by which they would conchange because I was getting restless the people we’re talking to. We Starting out, Jack and Justin both estabrecommendations insights throughout When business.

That meant always andhave with that industry,”duct Christheir recalls.

“I one dedicated member of lished themselves as leading agents in the the buyer’s ownership.

Janet time grew up in Winnipeg,taking Manitoba andwith was clients up front to get to who exclusively handles med Ottawa area, uncovering a distinct niche succes them and find out what they need. fortunate enough to know grow up spending photography and web design ® in commercial real estate, development Since establishing team lastmade year,a huge system relationship a Realtor and their my summers in this “The area, so when this between media.

That has d AJAY MAHAJAN MAHAJAN BRYAN SAELENS land, AJAY ZAHNDInTEAM JACK ANBARA & CHRIS CLARK JANETearned EATONa fanand multi-family properties.

2021, in Kenora Jack and Justin have already opportunity came available, I for our exposure in the past few and th a buyer or seller is properly collaborative,” ANDY ZHENG RIZZO JASON TURCOTTE JUSTIN & RAY WHEELER NICK though, theMATTHEW two decided to team up and ele- brokerage tastic took it.PECARSKI Our had explains. aSALAZAR floatplane LORNA WILLIS & LYNN Janet “People loveWYMINGA toreputation work withthroughout Ottawa, with buyers at the time, which a way forlife me tohis Chris volume also puts a high value i vatewas their to thestatus nextaslevel, combining the vast majority of atheir where inventory not keep them informed, but Andy Zheng embarked on real estate In coming the marketing One could say Matthew Rizzo desvariety ofherwas hisagents day towho day isonly what says.

“On top having a lot ofa fun during Even prior towork his current a top proLornaThe Willis began real estate also host properly radio show every Ask Pecarski he The relationships Nick and his of team build areThey boon to continue my interest inafter flying andprocess, also and-true that still 37what 38 41 43 their penchant for Nick client service to quickly from repeat referrals.

Having journey three years ago, following agraduating Friday morning, broadcast onmethods a voltined for the real estate profession.

He34 iswith Royal Matthew enjoys most about the real estate ducing agent LePage Edmonds the mydecision-making goal isand always to clients look out and keep buyers upwor to educate them on their process.

I think journey right college, combine traditio loves most about his job all of their clients, allowing them to match buyers and ® start real estate.”

The rest is history! pick up the phone and call c 30-year career as an executive with a unteer-run radio station on the island. a second generation Realtor &set based out of Jason It provides himthe with flexibility for their best interests—no matter what.”Hometown Associates, Turcotte has always profession. themselves apart. completed millions in sales volume they is one of the thing one of things distinguishing RE/MAX it was apparent from the very start that he ensure optimum food service company.

After a couplethe ® and helping he doesn’t hesitate: the sellers through marketing theycheck do. Nick Now years later, Chris his Graham in and say hello,” he says.

“That’s not Ottawa, Canada. His father (a Realtor for about to18 spend time with his wifeand andtargeted twopartner young been passionate others.

When remain focused on what matters most: the “We Janet. al Realty other brokerages is that our agents address of years in real meant estate, Lorna’s busi-from Looking toward the future, Lynn says and was for real estate.

“I came into real and more relationships, and Chaze knowmaintains those relationships upown the brokerage, and theirthe business has conmon but®the it’sprocess a partmore of the business tha almost 40 years and brokerage owner) is up, children. different years,through Jason hasquarterly earned aanymore, fantashe was growing gained insider’s ness was growing so always fastquestions thatsomething she Over Lorna are currently of Today, Jack and he Justin arean founders ofestate the “It’s client relationship.

“As ininvestors ourselves, homes, making th .” that often go unasked by other Realtors because it was a phenomenal opporexplains.

“Befor what Matthew would call “aglimpse lifer” and, Matthew an active member tinued to add evolve with theisEnter times. enjoy, the human interaction ingestate he isbusiness makingthrough a positive dates, or just reaching out to see how people are doing tic reputation throughout Renfrew intoasthe real neededeveryday.” to someone on. hiring aCounty, virtual assistant to help withside.”

Anzar Real Estate Group, powered by eXp Realty Canada, we really enjoy learning from the collaboration with our tunity, and because there are a lot of people property, we wo Lynn Wyminga, an entrepreneur and marketing.

“We’re both strong at a child, Matthew would accompany him of his community association and in his with the vast majority of his volume coming his father, a builder and investor.

After a impact on his community. and offering to help with anything they might need. friendspare ofthroughout Lorna’s.

“We knew marketing andthat, we enjoy doing it,When but where they lead job a teama to assist clients Ottawa clients,” Justin says.

“On topHaving of it’s so rewarding to aren’t With nearly 70 years of experience between them, the to showings as well as helpsales himand prepare time he helps organize outdoor skatrepeat clients and referrals. marketing manufacturing in myrest country who want to purchase propinChris thatthey specific and the ofalready the team atfrom Cabin Country Realty Looking toward the future, says, the pa “We for get to meet soChris thatmany we clicked well,” Lorna says. we also want to increase the amount and As proven experts with multi-famknow our clients trust us and value our opinion.

We’re listings. Matthew’s mothercompany, (also across in Jason the Ontario ing or winter fun day activities for young completed 111 transactions in 2021 alone, soon found himself seeking back riding on t couple can answer any question a client might have. serve the Kenora, Ontario area, which he describes as continue fine-tuning the company’s appro erty,” Andy recalls.

“I decided it would be ers know that we work veryNick well together we to give back to his community of business interesting people“Wewho makesandtime too,capacity that we have,” industry) worked asNICK a property families.

In the summer, prefers to inspired go he remains by the many ways in aily newmanager opportunityMATTHEW that better balanced his properties, development and retail, have built a hegrown truly fortunate that many of them have become friends traveling together Having up the area, they also have a add deep PECARSKI RIZZO JASON TURCOTTE LORNA WILLIS & ANDY ZHENG have the same work ethic.

Sothrough we It’s knew that we would Lorna says.

“We eventually want to more agents “Winnipeg’s playground. lake country and cabin continue providing clients top-level athey good opportunity for me to in step in and askwith them if they have built or are building businesses from the ground especially the sport that has given so much to so he grew up with a unique perspective applehence and swimming with which realWYMINGA estate gives the freedom entrepreneurial spirit andrelationship penchant for country, cli- well work as apicking team.

Lynn joined just inbrokerage. the nick ofhis to our team, particularly newsurrounding agentsI we can that mentor.

It finally LYNN strong collaborative around the shared values and partners.” the name ofso our We’re in aahim “Graham and feel we ev they look forwar knowledge of Brockville, Prescott and the go into business that I love could them tives whohave want Nick explains.

“We’re to helpthethem him.

He lot of volunteer work assatisfying coach time,with because business really last year.”working was very tofor me the when to does help others.

“I with people.

For me, I was able to mentor ent both service.

Inspired,there he decided time was rightour toRecently and first hand up,” knowledge of sides children. he’saexploded been teaching hishelp beautiful part of the communities country surrounded

by Lynn some of where we want it, especially with regard to of integrity, expertise, and open communication.

Hometown team in Eastern Ontario.

Their team currently and her uphe and thatOttawa’s first step, or the as they grow.

It’s as really Minor Soccer league, and every year isrunning one very quickly, and we purchase the very beginning.” well as distributi nothing could be more satisfying thangethelping someone pursue his next license, his career an in of the business. workforce is steplaunching sonagent howWaterloo to iceproperty skate and isat spending more the lakes Canada, and all of our staff love Chris says.

“We planering to staythe on kind courseofw Lynnnicest and Lorna are in based in Kingston, Ontario and would likethey toJack doing,” more of that.”

Outside their career, and Justin are deeply committed consists of 14 agents whom train and mentor to acquire home or getSoccer’s out of situation.

2007.

Sure enough, hebecome hasn’t looked back since. predominantly rewarding in the government sector time outdoors with histheir wife. to watch companies successful and ofrest theClients leaders for first Grand River Kick4ACure, The is history, and throughout hisa difficult 14 years in Now we have also started to serve the local area. appreciate their strong being outside, which sets us apart from other brokerwhile making some changes including em selves.

They wan ensure every client has an exceptional experience.

Whenlocal listing a property, Jack and Justin take a It’s compreto their community, contributing totheir charities and outreach so rewarding to know I’ve left a positive impact on so after graduating university he economy boost from the whole and know that you a tournament dedicated to raising funds for the Grand communication, their hustle, and their marketing Lynn and Lorna both agree that favorite part of the business, Andy has excelled at helping his clients through Facebook, Google, CONTENTS ages.

We like being a small, independent brokerage, social media more.

We feel happy with whe ® their lives.”

Today, Jason isreal a REALTOR with their Royalclients LePage decided to givewere that aatry before diving into estate.

Moving forward; Matthew’s plans forwork the include of communi That has certainly paid off.

RE/MAX Hometown hensive approach.

After helping fully prepare organizations throughout thewith year.

Looking acumen.

With Lynn’s background in ITfuture and Lorna’s estate is interacting clients and helpingahead, findtheirthey part of making that happen.”

River Hospital Foundation andreal the Cancer Research achieve their real estate goals. and wethroughhave market share in the area, especially in landed right now.

We’ve fortunate background inblend marketing, they are particularly strong creative solutions to their problems.

“Just like inbeen my very Edmonds & Associates, assists clients Not satisfied with the monotony of market, cubicle work; he he acquiring more real estate investments and possibly tionships thatfutur hav Realty ishisthe number one producing office for their real for the theywhere share their listings to a of highly intend on furthering their communal engagement, scalSociety.

He and CBRE team members also donate Looking toward the at social marketing, both organic and paid.

For examtech career, it’s a great satisfaction when you’re able to recreational property.” have so much gratitude.”

Examining the tohas hisinsuccess, Jason returnsover to histhe years, out 2Pembroke, surrounding of brokerage. quit his government job after years andPetawawa, went headand the taking over his areas father’s He is keys currently buyers and sellers estate board, and won many honors targeted buyers along with digital social media caming the vision of compassion and service that continues to 4) WHAT THE FIRST 20) TO SPEED UP 35) UNTANGLING ple,and theyHOW just sold a million-dollar property that wasn’t solve a problem and make everyone happy,” Lynn says.

Nick attended Ohio Valley University in West Virginia time and money to constructing homes with Habitat As his his business continued to Donnelly, expand, started his planning to expand the team longtime mentor, Tony aAndy top agent who helped Renfrew County.

As member 2020 Chairman’s first into real estate. Since then he hasn’t looked back. of thethe process of getting ownon brokerage license in “There’s listed on the MLS, via ads YouTube.anchor Results like no bigger joycareers. than closing aFame, deal with a client including RE/MAX’s Diamond Club, Hall paigns.

Along the way, they lean on their team ofingrain their accomplished When they aren’t with onsecurity a soccer earning a B.S. in Business for Humanity.

A significant portion oftoand Chris’ business comes from many values currently define hisofand and 2020 Red Diamond Award-Winning agent, he “It was great job butClub itscholarship, just wasn’t fun for me.” anticipation.

He would also like expand the brokerown team aagents, few years ago.

As Broker and the Certified team oftheup to 5 agents.”

Ab THING YOU DO AFTER FIRST-TIME HOMEBUYER THE BIDDING WAR: these set Lynn and Lorna apart, they of won an core award whothat has found perfect home giving keys. and Lifetime Achievement awards.

Moreover, they admin in-house social media coordinator to proclients or giving back, they can both be found spending Administration andstaff Marketing.

After graduation in business.

“Tony took me under his wing and taught me has cultivated aand boutique process toand meet the needs of repeat and referral clients, an impressive feat that age addTop agents to the existing team of 5.

However, for Performing Team with the Nadeau Real Estate The joy and delight we get to experience is amazing.”

Luxury Home Marketing Specialist with The A+ to continuing to provide th WORK ABOUT YOU TRANSACTIONS A BUYER’S & SELLER’S established enduring with their cliGroup brokered by eXp Realty Canada. so much about the business before retiring.

We loves worked even the most discerning buyer or seller. vide an ensuring a seamless transaction quality time witharelationships their families.

With 6 years of2010 professional experience and aadvantage, lifetime from experience, Matthew knows aofbigger team doesn’t heSAYS returned toadded Southwestern Ontario, getting hehave isn’t working ornow volunteering, Nick speaks to theWhen trust and confidence he and his colleagues Team at eXp Realty, Andy has buyer’s agent his clients.

“My favorite pa together for tensee years, and Ithem wouldn’t betheir thechildren. agent I am coming of second handhis knowledge; is to client’s provide best always bigger bucks.

“I never myself as ents, with ahis large percentage business inspire.

“Clients value ourreally ability to show anyof catered toable each interests.

Realtor®Matthew ’s license the following year andequal joining spending time with wife and their three The pair and pride an themselves on taking good care of him to PERSPECTIVES assistant working with help serve his what happened when we s today without him.” listing a home, Jason personalizes his approach to also great service tohishisparents clientsWhen he’s trustworthy a massive brokerage owner.” from repeats referrals. listing, any“We time.” explains.

“We jump onJack a golf. inbecause their real estate business.

He did He enjoys the occasional round of As for have exciting plans for Going forward, and Justin theirresiclients. are withhe them every step ofand the can way clients, and he plans to add more team members in over the seller’s expectatio eachtypical client.WHY After helping them fully prepare their propand easy 6) to talk to.

Not your agent, Matthew 7 REASONS 26) 6 HABITS OF HIGHLY through closing,” Lorna says.

“We make sure we’re snowmobile to get to when a Nick listingand intheir the wintertime, dential saleserty forforjust over a yearshares before joining CBRE the future, hisJason partner are looking forward Elsewhere, Jack and Justin are just as attentive business.

Asand their volume its rapid 39) A STEP-BY-STEP Outside his deeply committed tomaintains his helping thereal market, it both to the regional MLS the near future.

Based innext Richmond Hill, Ontario, sellersgrowth, to achieve th shys away from self promotion.

Most estateheagents educating them and telling them what tocareer, expect so isbe in our busy season on any given day I could in the Those relationships aren’t just about real estate either.

Commercial Real Estate where he has served the Wato many more years of helping clients find the right assisting their buyers, leveraging their vast knowledge they aim to expand their reach while mentoring the other YOUR PROSPECTS PRODUCTIVE AGENTS they’re never left hanging, notaknowing what theand next community, supporting various charitable organisations targeted blend of digital and social media are outgoing people or the and life aofhighly the party.

Matthew, Andy covers large area goes wherever his clithey can move to another p boat, or onprocess. my or business, ininand my truck totheir getserving to a the GUIDE TO CONVERTING Janet, Ray, allinand ofof are deeply stepproperty is resources, in the We also take pride staying terloo over 8 years. property forclitheir to general offor thekeeping space totheuncover the right formotorcycle, their their team.

“We to push ourselves to throughout themembers year.

When he’s notagents with clients or want giv- commitcampaigns.

Along way, proven however, AREN'T expands his Region network by close to thehe utilizes TURNING INTO ents need him.

“I serve my clients wherever there step in their lives.” listing.

I love every day is engaged different.” contact withthat our past clients.” ted and with their supporting welfare Toronto’s broader community.

They ingof back, he can found cheering oncommunity, his kids their listings inmore the local newspaper, to good givethemselves, his clients To find moreand about contacts he’s made in orderlike to generate of ents’ needs.

As word seasoned investors Jack and thebe limit,” Jack says.

“At theatalso end of the day,outTO Justin I Chris INTERNET LEADS is new business,” he asays, and hethat will gooutdoors, anywhere an added advantage and ensure a seamless transaction. hockey matches, spending quality time or in takCLIENTS causes like Ontario’s SPCA and the Children’s Miracle mouth referral business.

“I’m not into self promotion…

Today Nick is a Senior Sales Associate specializing have plans to build larger team will help them please call 807-468-3541, 31) 3 TEAM BUILDING Lynn and Lorna live inphase a small community located on Justin are there for their buyers during each of won’t be able to rest if we aren’t reaching our full potential The team’s marketing communication abilities REAL LIFE SALES an hour drive of his office. ing theand occasional skiing with his family. an island with only 400efforts. residents, and participate in a trip donated It’s just not me in to put my facethe on bus stop ads.” real industrial and investment estate. Last year hiswithin those Network.

They have struggling families email atatchris@cabincountry. transaction, providing unmatched insights into theThey in order to serve ourtoclients and investors the highest also set them “Since Graham and EXERCISES wideassisting range of community groups. volunteer at a I took over Elsewhere, Jason is just as hands-on when hisapart.TO To find out more about Lorna Willis team closed underwriting, $60 million inanalysis sales, with 70 percent of through organizations like the Salvation Army and cabincountry.com or 100 visit and back-end work that goes into level we strive to go above and beyond with local volunteer-run, not-for-profit restaurant, andpossible, are company’s the business in 2017, we have rebuilt the and Lynn Wyminga, call them at Looking ahead, Jason has strong plans for the future of buyers, leaning on his acute knowledge of the region When Matthew a listing, PLAYER he prefers to act as a About a third of committee.

Andy’s business comes from repeat DAILY HABITS 15)thathas EVERY IS REVITALIZE MOMENTUM volume coming from either repeatgive clients members of the local is as (613) Who Care, well42) asits supporting local 389-1005 for growth, Lornatheir and 343-989-1550 purchase in order theirand accurate transaction.” hisWomen business.

Aseach hisLynn volume maintains steady totheir uncover right home needs.

Inclients fact, hean recreation facilitator rather than a salesman.

Afterthedoing all the fortotheir the Treasurer of referral a local artshospital and crafts shop the Palliative isclients, an onimpressive feat thatorprogram. demonfor Care Lynn, email at info@lwrealty.ca. referrals. His clients enjoy Nick’s deepafter knowledge ofanddone the The team Copyright Top Agent M THAT WILL INCREASE hethe intends oni.e. further elevating the leading standards of enjoys keeping in touch long the deals HOW TO IN THE necessaryVALUABLE: homework and putting together stellar marland, andare LornaOFFICE serves on public relations commitYou canAndy find them online at lwrealty.ca strates the trust and confidence he inspires. is esOntario’s commercial market and the has also stepped up when needed to make sure the service that have anchored his accomplished career.

But through frequent check-ins, and housewarmtee for the local real estate board, just to name a few. keting packagesSouthwestern and walkthroughs; he likes to let the mailings, Contact Jan To learn more about Jack Anbara: YOUR MENTAL BOOST YOUR TEAM’S of his ability toissurpass the competition more than anything, he excited for all the new clientsrink have gifts—all to cultivate lasting relationship.

“With proud strong ethic ingrained in finds hima by his family andpecially Brockville Arts Center and the local hockey product speak for itself.work Thising approach is what he email Jack@anzargroup.com, visit Anzargroup.com or call (613) 371-4840or email h transaction, to make sure clients walk and opportunities that in to his hometown. histhe clients top dollar for their listings, andAs hehis of their works bestMORALE for him becauseasevery it aprovides room toI want add his his years varsity athlete.

Moreover, theymy gain ain getting STRENGTH resources theyawait need stay open.

Many slogan states: “Anytime a good deal. time.” “This past awayworks feeling about purchase ormore sale,” he To learn about Justin Salazar: own personal touch.

He relationship mostly ongreat his own buttheir recounts one such success in aisrecent lifelong with someone dedicated to lookFor more about Matthew Rizzo there are times when he for andtheir his father have mutual conAnzargroup.com or call (613) 724-0895 email Justin@anzargroup.com, visit please call (613) November I sold866-0665, a client’s property for $1,205,000,” ing out interests.

To learn more about Jasonvisit Turcotte email jturcotte@royallepage.ca, nections and work together. When marketing his listings yowrealtor.com, or email Andy says. “The seller wanted to get over $1.1 milMatthew uses a mix310-734-1440 of digital tools and social| media visit jasonturcotte.ca or call 1-613-401-9505 Phone Faxofto310-734-1440 matthew@ahfitzsimmons.com “We become friends with most our clients,” says lion, so I was able to get them $100,000 over what attract qualified buyers.

Top Agent Magazine Nick. “They trust us, and they know we can answerthey expected. Two other homes on the streetCopyright sold mag@topagentmagazine.com | www.topagentmagazine.com any questions they might have about what is going onshortly Copyright after, and were both biggerTopthan the one Topthey Agent Magazine Copyright Agent Magazine No portion this issue be reproduced manner whatsoever without prior consent of the publisher.

Top Agent Magazine is more ab in theofregion with may industrial real estate. in Soany when theyI sold—but To find out they sold for less!”

Results like these are Contact Nickthe at accuracy 519-496-2211 published by Feature Publications GA, Inc. Although precautions are taken to ensure of published materials, Top Agent have friends looking to invest or start a business, theywhat Andy is proudest of, and they help explain why please call 41 orsupplied email nick.pecarski@cbre.com Magazine or facts by its authors. To subscribe or change address, send andy@AT sendcannot them tobe usheld too.”responsible for opinions expressed email clients keep coming back to work with him again and inquiry to mag@topagentmagazine.com. Published in the U.S. or visit Ateam refer him to their friends and family. 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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Top Agent Magazine

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

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

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

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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BRYAN SAELENS Top Agent Magazine

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BRYAN SAELENS Top Agent Bryan Saelens is straight to the point and provides an open line of communication, keeping clients informed every step of the way.

It’s straight to the cold call for Bryan Saelens, an agent based in Ontario, Canada, specializing in commercial real estate. Bryan has been licensed since 2008, serving the entire Niagara region, and became a full-time agent 10

in 2015. Before obtaining a license, Bryan operated his own company as a wireless dealer. When put under pressure to grow his business by 50+ stores, Bryan knew he was on his way out from that particular industry. As Top Agent Magazine

he was already financially invested in real estate, he decided to make another clever move and invest his career in the same place.

Fast forward to 2022, and Bryan has a referral business of 70%, keeping clients coming back due to his attention to detail. “Typically, if you can find client’s properties, or make them money, then they are happy to continue with you,” he shares. Bryan is straight to the point and provides an open line of communication, keeping Top Agent Magazine

clients informed every step of the way.

As a solo agent, Bryan is fearless in his approach to doing business. With over 5500 followers on LinkedIn, he can establish great connections. He also doesn’t hesitate to reach for the phone or send a quick email, describing his method of connecting with clients as “old-school.”

Bryan’s preferred and most successful form of closing deals comes through cold calls. It starts with a targeted marketing plan, narrowing it down to a 11

specific client by studying what type of buyer would best suit a particular property. Bryan most enjoys putting these detailed marketing plans together and walking in the shoes of a buyer. Then, through visualization and profiling, he can target the correct audience directly.

From then, it’s strictly cold calling.

Bryan has used this marketing strategy with great success, most recently in

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the process of finalizing a business and land transaction set to close for a little over four million dollars at the end of the month.

For Bryan, 2021 was his best year thus far, closing volume at $14.5 million in commercial real estate. While most fear the cold call approach, it’s where he flourishes, sharing the time he

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pitched a lease proposal to Sky Zone, leading them to close a deal on an approximately 33,000 square foot space.

Again, it is evident that Bryan yields excellent results through this approach.

Though direct contact is limited with the COVID-19 pandemic, Bryan stays involved in his community with his involvement as an assistant coach for the Niagara Falls U-18 team. He loves to give back and has coached various teams for kids for several years.

Though busy and thriving as an agent, Bryan enjoys spending time with his Top Agent Magazine

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wife and three children and traveling together as much as possible. His plans for the future include putting an extreme focus on growing his business. He would also like to hire a sales representative to work directly under him, and lastly has

a goal to do more volume than he did in 2021, bringing in a new record year.

Bryan will keep it straight to the point in how he does business; however, he will continue to grow as an impressive individual and Top Agent of Ontario.

To learn more about Bryan Saelens visit collierscanada.com/niagara or his LinkedIn page, call +1 905 321 3443 or email bryan.saelens@colliers.com www.

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 15

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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AJAY MAHAJAN

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AJAY MAHAJAN

For Realtor® Ajay Mahajan, it’s not enough to just help someone buy or sell a home. His mission is to make sure his clients have an extraordinary experience that they will remember fondly for the rest of their lives. “I love having the opportunity to help people with one of the biggest financial decisions of their lives,” says Ajay. “Whether someone is a repeat investor or a first-time homebuyer/ seller, I work hard to make the process stress-free and enjoyable.”

Ajay applied his bachelor’s degree in Economics and English from India’s Himachal Pradesh University to work his way up the ranks to Senior Management positions for multinational companies such as Goodyear and Dunlop tires. After immigrating to Canada in 2005, Ajay wanted to apply his 18

business background to an entrepreneurial pursuit and decided to get licensed as a mortgage lender in 2010. He spent the next few years helping people secure financing so they could realize their dream of homeownership. However, he found himself wanting to align his clients with premier homeownership opportunities that met their criteria, leading him to becoming a licensed Realtor® in 2012.

Today he delivers superior, unforgettable service to clients to help them secure their homes or investments in GTA, Hamilton, Niagara region, Kitchener – Waterloo and surrounding areas. Ajay assists his clients through every step of the process, and they depend on his vast experience and industry knowledge to accommodate their needs. The majority of Ajay’s clients will consult him on different facets Top Agent Magazine

of their transactions such as mortgages, renovations, inspections and more before they seek the advice of industry professionals in those respective fields.

“I’m grateful that they trust me as I’m always looking out for their best interests.” Once clients are able to consult Ajay, he will devise a plan of action and can connect them with industry professionals that align best with the clients’ goals and trajectory.”

When it comes to marketing his listings, Ajay advises his clients on how to prepare and stage their home to appeal to today’s buyers. With his access to multiple MLS boards, he is able to market his listings to as many viewers as possible while simultaneously leveraging other platforms such as social media and his own website to generate the greatest interest in his listings. In doing so, Ajay is able to help his clients realize the maximum value on their investment with the shortest time on market.

Ajay also applies his deep knowledge of different real estate markets as a strong negotiating tool to ensure his buyers meet their needs and benefit from each transaction. Just this year, he was able to help his clients save over $100,000 off the market value for a listing in a competitive Halton & Peel market.

“Since COVID began, I have also helped a client of mine transition from a condo to a freehold townhouse, to today owning a million-dollar property while also purchasing multiple investment opportunities along the way.”

Servicing multiple cities and displaying expertise allowed Ajay to be presented with the Lister of the Year award in 2020 within a brokerage comprising over 3,000 real estate agents. Ajay attributes this achievement to his wonderful clients that put their faith in him and his unrelenting desire to deliver the utmost client care even after the transactions are completed.

While being there for his clients means that leisure time is rare, Ajay does enjoy the occasional round of golf or spending time with his family. As for the future of his business, he wants to continue to grow and help his clients leverage his knowledge and industry contacts to venture into new pursuits, such as preconstruction investments and custom homes.

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To contact Ajay call 905-978-3901 email ajay-65@hotmail.comor visit ajaymahajan.ca www.

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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 20

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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ZAHND TEAM

REAL ESTATE ADVISORS Top Agent Magazine

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ZAHND TEAM REAL ESTATE ADVISORS

There’s a reason why The Zahnd Team Real Estate Advisors doesn’t brand itself singularly, or why The Zahnd Team doesn’t advertise using individual names and faces. The agency’s strength is in its very name – the team – and the partners of The Zahnd Team have built an extraordinary group that is dedicated to growing the business to further the agency’s success.

“We have a pretty interesting team. It’s not individual agents doing their own thing. We have an operations team, a sales team, and mentors within that.

Ideally, everybody keeps an eye on each other with follow-ups and pays attention to our past and current customers,” Steve Zahnd said. “We have a team of about 20 now and we’re running one of the only, if not the only, paid apprenticeship programs in Ontario. We’ve been very successful in taking people who have never been in real estate before, we pay for them to get their real estate license and they 24

go through a six-month training program. Once they get their license, they are off to the races with a good pipeline and a good solid foundation of presentation systems.”

The team-first approach worked to the tune of $70 million in sales last year for The Zahnd Team, which operates mostly in the Toronto suburb of Guelph and the surrounding area. Steve’s philosophy came from personal experience – looking for something

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different to do in 2010, Steve was approached by a Broker who convinced him to get his license and hire a business coach. The first year was not a success, but he stuck with it and here we are a decade later with The Zahnd Team Real Estate Advisors Inc. Brokerage. The Zahnd Team also has a unique marketing approach.

“We guarantee a five-star real estate experience.

If we don’t deliver on that, we pay (clients) the commission we would have received. It really does keep them tight to our business. And us promising to do a 10 out of 10 (rating), it keeps the pressure on and the fire on for the team to absolutely go above and beyond to make sure people are happy. We’re really customer-centric,” said Steve, who is married with three children, coaches his son’s baseball team, and has The Zahnd Team active in the community with the Guelph Wellington Dufferin United Way and The Children’s Foundation.

The Zahnd Team features a full-time Social Media Manager – not somebody who just picks up the responsibility on the side – someone who anchors a big part of the marketing.

“We have automatic and standardized content that we push out. Hopefully, that drives the traffic to our opportunities. We spend a lot of money on Google Ads and drive traffic to our website.

We do a good pre-listing package. We try to create pent-up demand before the house hits the market,” he said. Sixty percent of The Zahnd Team’s business comes from repeat clients and referrals.

How much does Steve believe in the strength of The Zahnd Team and its unique talents? He has stepped away from much of the sales aspect to focus on planning, and The Zahnd Team is in the midst of a five-year plan with an ambitious goal.

“Our plan is to do two five-star experiences daily,” he said. “That’s the five-year mission we’re on.”

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The Zahnd Team can be found at ZahndTeam.ca, phone 226-790-8300 or email support@zahndteam.ca Copyright Top Agent Magazine 25

6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 26

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova27

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 28

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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JACK ANBARA & JUSTIN SALAZAR While always passionate about real estate, the elite team of Jack Anbara and Justin Salazar took a winding road to their partnership at the Anzar Real Estate Group.

Starting out, Jack and Justin both established themselves as leading agents in the Ottawa area, uncovering a distinct niche in commercial real estate, development land, and multi-family properties. In 2021, though, the two decided to team up and elevate their work to the next level, combining their penchant for client service to quickly set themselves apart.

Today, Jack and Justin are founders of the Anzar Real Estate Group, powered by eXp Realty Canada, where they lead a team to assist clients throughout Ottawa and across Ontario As proven experts with multi-family properties, development and retail, they have built a strong collaborative relationship around the shared values of integrity, expertise, and open communication.

When listing a property, Jack and Justin take a comprehensive approach. After helping their clients fully prepare for the market, they share their listings to a blend of highly targeted buyers along with digital and social media campaigns. Along the way, they lean on their team of agents, admin staff and in-house social media coordinator to provide an added advantage, ensuring a seamless transaction catered to each client’s best interests.

Elsewhere, Jack and Justin are just as attentive when assisting their buyers, leveraging their vast knowledge of the space to uncover the right property for their clients’ needs. As seasoned investors themselves, Jack and Justin are there for their buyers during each phase of the transaction, providing unmatched insights into the underwriting, analysis and back-end work that goes into their purchase in order to give their clients an accurate

representation of the properties and what they can expect. In fact, the two are in contact long after the transaction is complete, which allows for them to continue to give recommendations and insights throughout the buyer’s ownership.

Since establishing their team last year, Jack and Justin have already earned a fantastic reputation throughout Ottawa, with the vast majority of their volume coming from repeat clients and referrals. Having completed millions in sales volume they remain focused on what matters most: the client relationship. “As investors ourselves, we really enjoy learning from the collaboration with our clients,” Justin says. “On top of that, it’s so rewarding to know our clients trust us and value our opinion. We’re truly fortunate that many of them have become friends and partners.”

Outside their career, Jack and Justin are deeply committed to their community, contributing to charities and outreach organizations throughout the year. Looking ahead, they intend on furthering their communal engagement, scaling the vision of compassion and service that continues to anchor their accomplished careers. When they aren’t with clients or giving back, they can both be found spending quality time with their families.

Going forward, Jack and Justin have exciting plans for their business. As their volume maintains its rapid growth, they aim to expand their reach while mentoring the other members of their team. “We want to push ourselves to the limit,” Jack says. “At the end of the day, Justin and I won’t be able to rest if we aren’t reaching our full potential in order to serve our clients and investors at the highest level possible, we strive to go above and beyond with each transaction.”

To learn more about Jack Anbara: email Jack@anzargroup.com, visit Anzargroup.com or call (613) 371-4840 www.

To learn more about Justin Salazar: email Justin@anzargroup.com, visit Anzargroup.com or call (613) 724-0895 www.

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CHRIS CLARK Chris Clark embarked on his real estate journey in 2004, after working as a commercial pilot. “I had been in aviation for 8 years prior, and I needed a change because I was getting restless with that industry,” Chris recalls. “I grew up in Winnipeg, Manitoba and was fortunate enough to grow up spending my summers in this area, so when this opportunity in Kenora came available, I took it. Our brokerage had a floatplane at the time, which was a way for me to continue my interest in flying and also start real estate.” The rest is history!

Now 18 years later, Chris and his partner Graham Chaze own the brokerage, and their business has continued to evolve with the times.

Chris also puts a high value on triedand-true methods that still work. “I still pick up the phone and call clients to check in and say hello,” he says. “That’s not as common anymore, but it’s a part of the business that I really enjoy, the human interaction side.”

Chris and the rest of the team at Cabin Country Realty serve the Kenora, Ontario area, which he describes as “Winnipeg’s playground. It’s lake country and cabin country, hence the name of our brokerage. We’re in a beautiful part of the country surrounded by some of the nicest lakes in Canada, and all of our staff love being outside, which sets us apart from other brokerages. We like being a small, independent brokerage, and we have market share in the area, especially in recreational property.”

Looking toward the future, Chris says, the plan is to continue fine-tuning the company’s approach and continue providing clients with top-level service.

“Graham and I feel that we finally have everything where we want it, especially with regard to marketing,” Chris says. “We plan to stay on course with that, while making some changes including embracing social media more. We feel happy with where we’ve landed right now. We’ve been very fortunate, and we have so much gratitude.”

A significant portion of Chris’ business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he and his colleagues inspire. “Clients value our ability to show them any listing, any time.” he explains. “We can jump on a snowmobile to get to a listing in the wintertime, and in our busy season on any given day I could be in the boat, or on my motorcycle, or in my truck to get to a listing. I love that every day is different.”

The team’s marketing and communication abilities also set them apart. “Since Graham and I took over the business in 2017, we have rebuilt the company’s 30

website and we’re very proud of it,” Chris says. “We can track and follow whoever comes to the website, which enables us to build dynamic profiles of the people we’re talking to. We also now have one dedicated member of our staff who exclusively handles media, from photography and web design to social media. That has made a huge difference for our exposure in the past few years.”

To find out more about Chris Clark, please call 807-468-3541, email at chris@cabincountry.com, or visit cabincountry.com www.

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 32

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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JANET EATON & RAY WHEELER When Janet Eaton and Ray Wheeler purchased their RE/MAX franchise in 1997, they embraced the Golden Rule as the core principle by which they would conduct their business. That meant always taking time with clients up front to get to know them and find out what they need.

“The relationship between a Realtor® and a buyer or seller is properly collaborative,” Janet explains. “People love to work with agents who not only keep them informed, but properly educate them on their decision-making process. I think one of the things distinguishing RE/MAX Hometown Realty from other brokerages is that our agents address questions that often go unasked by other Realtors®.”

With nearly 70 years of experience between them, the couple can answer any question a client might have.

Having grown up in the area, they also have a deep knowledge of Brockville, Prescott and the surrounding communities in Eastern Ontario. Their team currently consists of 14 agents whom they train and mentor to ensure every client has an exceptional experience.

That work has certainly paid off. RE/MAX Hometown Realty is the number one producing office for their real estate board, and has won many honors over the years, including RE/MAX’s Diamond Club, Hall of Fame, and Lifetime Achievement awards. Moreover, they have established enduring relationships with their clients, with a large percentage of their business coming from repeats and referrals.

Those relationships aren’t just about real estate either.

Janet, Ray, and all of their agents are deeply committed and engaged with their community, supporting causes like Ontario’s SPCA and the Children’s Miracle Network. They have donated to struggling families through organizations like the Salvation Army and 100 Women Who Care, as well as supporting their local hospital i.e. the Palliative Care program. The team has also stepped up when needed to make sure the Brockville Arts Center and the local hockey rink have the resources they need to stay open. Many of their Top Agent Magazine

clients also share in that work as well, and often collaborate with Janet or Ray to the city’s advantage.

When it comes to marketing their listings, Janet and Ray have been extraordinarily successful using a combination of the MLS system, various platforms on social media, and their own interactive website to bring buyers and sellers together. “In this market where inventory is scarce, it’s incredibly important to keep buyers up to date on coming opportunities, which is one of the things we leverage through social media,” says Janet. “We also assist our sellers in preparing their homes, making them more appealing to buyers.”

When they aren’t working, Janet and Ray enjoy horseback riding on their farm, cooking, gardening, and traveling together. As for the future of their business, they look forward to adding new members to the Hometown team who embrace their mission of delivering the kind of service they would want for themselves. They want to continue being strong advocates of their community as it grows, and maintain the relationships that have made them the preferred choice of buyers and sellers in their market.

Contact Janet and Ray at 613-345-3066 or email homes@janetandray.com 33

NICK PECARSKI Ask Nick Pecarski what he loves most about his job and he doesn’t hesitate: the relationships, and knowing he is making a positive impact on his community.

“We get to meet so many interesting people who have built or are building businesses from the ground up,” Nick explains. “We’re there to help them with that first step, or the next step as they grow. It’s really rewarding to watch companies become successful and boost the whole local economy and know that you were a part of making that happen.”

Nick attended Ohio Valley University in West Virginia on a soccer scholarship, earning a B.S. in Business Administration and Marketing. After graduation in 2010 he returned to Southwestern Ontario, getting his Realtor®’s license the following year and joining his parents in their real estate business. He did residential sales for just over a year before joining CBRE Commercial Real Estate where he has served the Waterloo Region for over 8 years.

Today Nick is a Senior Sales Associate specializing in industrial and investment real estate. Last year his team closed $60 million in sales, with 70 percent of that volume coming from either repeat clients and referrals. His clients enjoy Nick’s deep knowledge of Southwestern Ontario’s commercial market and the strong work ethic ingrained in him by his family and his years as a varsity athlete. Moreover, they gain a lifelong relationship with someone dedicated to looking out for their interests.

“We become friends with most of our clients,” says Nick. “They trust us, and they know we can answer any questions they might have about what is going on in the region with industrial real estate. So when they have friends looking to invest or start a business, they send them to us too.”

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The relationships Nick and his team build are a boon to all of their clients, allowing them to match buyers and sellers through the targeted marketing they do. Nick maintains those relationships through quarterly updates, or just reaching out to see how people are doing and offering to help with anything they might need.

Nick makes time to give back to his community too, especially through the sport that has given so much to him. He does a lot of volunteer work as a coach for the Waterloo Minor Soccer league, and every year he is one of the leaders for Grand River Soccer’s Kick4ACure, a tournament dedicated to raising funds for the Grand River Hospital Foundation and the Cancer Research Society. He and his CBRE team members also donate time and money to constructing homes with Habitat for Humanity.

When he isn’t working or volunteering, Nick loves spending time with his wife and their three children.

He also enjoys the occasional round of golf. As for the future, Nick and his partner are looking forward to many more years of helping clients find the right property for their business, and to serving the general welfare of Toronto’s broader community. They also have plans to build a larger team that will help them in those efforts.

Contact Nick at 519-496-2211 or email nick.pecarski@cbre.com Top Agent Magazine

Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 36

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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MATTHEW RIZZO One could say Matthew Rizzo was destined for the real estate profession. He is a second generation Realtor® based out of Ottawa, Canada. His father (a Realtor® for almost 40 years and brokerage owner) is what Matthew would call “a lifer” and, as a child, Matthew would accompany him to showings as well as help him prepare listings. Matthew’s mother (also in the industry) worked as a property manager so he grew up with a unique perspective and first hand knowledge of both sides of the business. Ottawa’s workforce is predominantly in the government sector so after graduating from university he decided to give that a try before diving into real estate.

Not satisfied with the monotony of cubicle work; he quit his government job after 2 years and went head first into real estate. Since then he hasn’t looked back.

“It was great job security but it just wasn’t fun for me.”

With 6 years of professional experience and a lifetime of second hand knowledge; Matthew is able to provide great service to his clients because he’s trustworthy and easy to talk to. Not your typical agent, Matthew shys away from self promotion. Most real estate agents are outgoing people or the life of the party. Matthew, however, expands his network by keeping close to the contacts he’s made in order to generate more word of mouth referral business. “I’m not into self promotion…

It’s just not me to put my face on bus stop ads.”

When Matthew has a listing, he prefers to act as a facilitator rather than a salesman. After doing all the necessary homework and putting together stellar marketing packages and walkthroughs; he likes to let the product speak for itself. This approach is what he finds works best for him because it provides room to add his own personal touch. He mostly works on his own but there are times when he and his father have mutual connections and work together. When marketing his listings Matthew uses a mix of digital tools and social media to attract qualified buyers.

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The variety of his day to day life is what Matthew enjoys most about the real estate profession. It provides him with flexibility to spend time with his wife and two young children. “It’s always something different everyday.” Matthew is an active member of his community association and in his spare time he helps organize outdoor skating or winter fun day activities for young families. In the summer, he prefers to go apple picking and swimming with his children. Recently he’s been teaching his son how to ice skate and is spending more time outdoors with his wife.

Moving forward; Matthew’s plans for the future include acquiring more real estate investments and possibly taking over his father’s brokerage. He is currently in the process of getting his own brokerage license in anticipation. He would also like to expand the brokerage and add agents to the existing team of 5. However, from experience, Matthew knows a bigger team doesn’t always equal bigger bucks. “I never really see myself as a massive brokerage owner.”

For more about Matthew Rizzo please call (613) 866-0665, visit yowrealtor.com, or email matthew@ahfitzsimmons.com www.

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JASON TURCOTTE Even prior to his current status as a top producing agent with Royal LePage Edmonds & Associates, Jason Turcotte has always been passionate about helping others. When he was growing up, he gained an insider’s glimpse into the real estate business through his father, a builder and investor. After a sales and marketing job for a manufacturing company, Jason soon found himself seeking a new opportunity that better balanced his entrepreneurial spirit and penchant for client service. Inspired, he decided the time was right to pursue his license, launching his career as an agent in 2007. Sure enough, he hasn’t looked back since.

Today, Jason is a REALTOR® with Royal LePage Edmonds & Associates, where he assists clients throughout Pembroke, Petawawa, and the surrounding areas of Renfrew County. As member of the 2020 Chairman’s Club and 2020 Red Diamond Award-Winning agent, he has cultivated a boutique process to meet the needs of even the most discerning buyer or seller.

When listing a home, Jason personalizes his approach to each client. After helping them fully prepare their property for the market, he shares it both to the regional MLS and a highly targeted blend of digital and social media campaigns. Along the way, he utilizes proven resources, like listings in the local newspaper, to give his clients an added advantage and ensure a seamless transaction.

Elsewhere, Jason is just as hands-on when assisting his buyers, leaning on his acute knowledge of the region to uncover the right home for their needs. In fact, he enjoys keeping in touch long after the deals are done through frequent check-ins, mailings, and housewarming gifts—all to cultivate a lasting relationship. “With every transaction, I want to make sure my clients walk away feeling great about their purchase or sale,” he

says. “On top of having a lot of fun during the process, my goal is always to look out for their best interests—no matter what.”

Over the years, Jason has earned a fantastic reputation throughout Renfrew County, with the vast majority of his volume coming from repeat clients and referrals. Having completed 111 transactions in 2021 alone, he remains inspired by the many ways in which real estate gives him the freedom to help others. “I love working with people. For me, nothing could be more satisfying than helping someone acquire their first home or get out of a difficult situation.

It’s so rewarding to know I’ve left a positive impact on their lives.”

Examining the keys to his success, Jason returns to his longtime mentor, Tony Donnelly, a top agent who helped ingrain many of the core values that currently define his business. “Tony took me under his wing and taught me so much about the business before retiring. We worked together for ten years, and I wouldn’t be the agent I am today without him.”

Outside his career, Jason is deeply committed to his community, supporting various charitable organisations throughout the year. When he’s not with clients or giving back, he can be found cheering on his kids at their hockey matches, spending quality time outdoors, or taking the occasional skiing trip with his family.

Looking ahead, Jason has strong plans for the future of his business. As his volume maintains its steady growth, he intends on further elevating the leading standards of service that have anchored his accomplished career. But more than anything, he is excited for all the new clients and opportunities that await in his hometown. As his slogan states: “Anytime is a good time.”

To learn more about Jason Turcotte email jturcotte@royallepage.ca, visit jasonturcotte.ca or call 1-613-401-9505

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 40

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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LORNA WILLIS & LYNN WYMINGA Lorna Willis began her real estate journey three years ago, following a 30-year career as an executive with a food service company. After a couple of years in real estate, Lorna’s business was growing so fast that she needed to add someone on. Enter Lynn Wyminga, an entrepreneur and friend of Lorna’s. “We already knew that we clicked well,” Lorna says.

“We work very well together and we have the same work ethic. So we knew that we would work well as a team. Lynn joined just in the nick of time, because our business really exploded last year.”

Lynn and Lorna are based in Kingston, Ontario and serve the local area. Clients appreciate their strong communication, their hustle, and their marketing acumen. With Lynn’s background in IT and Lorna’s background in marketing, they are particularly strong at social marketing, both organic and paid. For example, they just sold a million-dollar property that wasn’t listed on the MLS, via ads on YouTube. Results like these set Lynn and Lorna apart, and they won an award for Top Performing Team with the Nadeau Real Estate Group brokered by eXp Realty of Canada.

They also host a radio show every Friday morning, broadcast on a volunteer-run radio station on the island.

Looking toward the future, Lynn and Lorna are currently in the process of hiring a virtual assistant to help with marketing. “We’re both strong at marketing and we enjoy doing it, but we also want to increase the amount of business capacity that we have,” Lorna says. “We eventually want to add more agents to our team, particularly new agents we can mentor. It was very satisfying to me when I was able to mentor Lynn and get her up and running very quickly, and we would like to do more of that.”

Lynn and Lorna both agree that their favorite part of real estate is interacting with clients and helping find creative solutions to their problems. “Just like in my tech career, it’s a great satisfaction when you’re able to solve a problem and make everyone happy,” Lynn says.

“There’s no bigger joy than closing a deal with a client who has found the perfect home and giving the keys.

The joy and delight we get to experience is amazing.”

The pair pride themselves on taking good care of their clients. “We are with them every step of the way through closing,” Lorna says. “We make sure we’re educating them and telling them what to expect next so they’re never left hanging, not knowing what the next step is in the process. We also take pride in staying in good contact with our past clients.”

Lynn and Lorna live in a small community located on an island with only 400 residents, and participate in a wide range of community groups. They volunteer at a local volunteer-run, not-for-profit restaurant, and are members of the local recreation committee. Lynn is the Treasurer of a local arts and crafts shop on the island, and Lorna serves on the public relations committee for the local real estate board, just to name a few.

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To find out more about Lorna Willis and Lynn Wyminga, call them at (613) 389-1005 for Lorna and 343-989-1550 for Lynn, or email at info@lwrealty.ca.

You can find them online at lwrealty.ca www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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ANDY ZHENG Andy Zheng embarked on his real estate journey right after graduating college, and it was apparent from the very start that he was meant for real estate. “I came into real estate because it was a phenomenal opportunity, and because there are a lot of people in my country who want to purchase property,” Andy recalls. “I decided it would be a good opportunity for me to step in and go into business so that I could help them purchase property at the very beginning.”

The rest is history, and throughout his 14 years in the business, Andy has excelled at helping his clients achieve their real estate goals.

As his business continued to expand, Andy started his own team a few years ago. As Broker and Certified Luxury Home Marketing Specialist with The A+ Team at eXp Realty, Andy now has a buyer’s agent and an assistant working with him to help serve his clients, and he plans to add more team members in the near future. Based in Richmond Hill, Ontario, Andy covers a large area and goes wherever his clients need him. “I serve my clients wherever there is new business,” he says, and he will go anywhere within an hour drive of his office.

About a third of Andy’s business comes from repeat and referral clients, an impressive feat that demonstrates the trust and confidence he inspires. Andy is especially proud of his ability to surpass the competition in getting his clients top dollar for their listings, and he recounts one such success in a recent deal. “This past November I sold a client’s property for $1,205,000,” Andy says. “The seller wanted to get over $1.1 million, so I was able to get them $100,000 over what they expected. Two other homes on the street sold shortly after, and they were both bigger than the one I sold—but they sold for less!” Results like these are what Andy is proudest of, and they help explain why clients keep coming back to work with him again and refer him to their friends and family.

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In the marketing realm, Andy and his team combine traditional and newer methods to ensure optimum exposure. “We are doing more and more marketing online,” Andy explains. “Before, when we would list a property, we would call the neighborhood in that specific area letting the homeowners know that we have listed a property and ask them if they have any friends or relatives who want to move into the area, as well as distributing flyers and door hangers.

Now we have also started to do more online marketing through Facebook, Google, and other platforms.”

Looking toward the future, Andy says, “We are planning to expand the team, with a goal of having a team of up to 5 agents.” Above all, he looks forward to continuing to provide the best possible service to his clients. “My favorite part of real estate is exactly what happened when we sold that property and got over the seller’s expectation. It makes me feel good helping sellers to achieve their financial goals so that they can move to another property and take the next step in their lives.”

To find out more about Andy Zheng, please call 416.356.3588, email andy@ATeamgroup.ca or visit Ateamgroup.ca www.

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