ONTARIO EDITION
3 Surefire Methods that Make For a
PRODUCTIVE MEETING
COVER STORY
ANGELICA PINTO FEATURED AGENT
CHRIS CARTWRIGHT
Establishing Yourself As A LOCAL AREA EXPERT COOPERATION, NOT COMPETITION, Creates Mutual Success for Agents
ONTARIO EDITION
CHRIS CARTWRIGHT Chris Cartwright of Newmarket, Ontario, 9 combines sincere and unrelenting passion with a spirit of collectivism to fuel his thriving brokerage. “I absolutely love this business for many reasons. From watching the excitement on a client’s face when they land their dream home, to the flexibility the lifestyle affords me so I can be with my son at his baseball tournaments, and being able to give back to the community. Just meeting people and having all those meaningful conversations, and that includes my agents – PINTO brainstorming ANGELICA and troubleshooting over the phone. I could talk all day about my job.”
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repeat and referral clients, and individual agent, he consistentl ages between forty and sixty transactions.
Four years ago, this blossoming prise grew beyond the scope individual, and Chris began helping hands. “I started with a assistant, but I realized I needed one here on the ground. I’ve wanted a massive team, but I w place to grow an intimate cultu CHRIS CARTWRIGHT work closely with like-minded a Today, the Chris Cartwright Team a full-time administrator, staging s For Chris, real estate is both an inherited ist, and three additional agents. “W vocation and a lifelong passion.CONTENTS “Both of my parents each other accountable, we celebrate the work have been in the real estate business for thirty-seven do, and we take every chance we get to give back years,” he recalls. “After I graduated I took a job with Dell in their sales and marketing department,15) and that During Chris’Feedback free time, he loves to relax with his 4) 3 Surefire Methods Using Client corporate lifea worked for me until my family including lovingEstate wife who works as the sta that Make For tostarted Elevate Yourhis Real to grow.” After strategizing alongside his wife, Chris event manager for Team Cartwright. “We also Productive Meeting decided to use his severance package to invest inBusiness himself, daughter who is a competitive dancer, and she pe and during his first full year as a licensed REALTOR®, in 7 different dances.” he sold fifteen homes serving the York Region and the 6) Cooperation, Not 20) Establishing Yourself Greater Toronto Area. In 2024, the team is excited to continue spo Competition, Creates as a Local Area Expert Autism Ontario, arranging golf tournaments t years later, Chris is the CEO/Broker at Main St. money for local nonprofits (including York Hills MutualFifteen Success for Agents Realty Ltd. Brokerage, which houses 176 total agents for Children, Youth, and Families), and watchin spread across four separate offices. “We pride ourselves perform in front of the local community during D on going above and beyond for our clients,” he exudes. With The Stars for Easterseals. As the sitting C “We have in-house staging services, full feature length the Board of Directors at his local food pantry, C video with drone walkthroughs and aerial photographs, spearheading an upcoming Family Day initiati Phone 310-734-1440 | Fax 310-734-1440 community videos– sellers come to us for that level of will double as a team experience. “We’re going presentation. And if we have to get the team together together and cook a ham meal, get some corn and mag@topagentmagazine.com | www.topagentmagazine.com to move furniture and clean out a home, we will make potatoes, pre-package it all, and deliver it to the c No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Agenttake a little situati it happen.” This dedication to service has helped Chris nity fridge. It’s a give Top a little, Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published establish a book of business that is over eighty percent we just like spending time together to give back. materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.
For more information about Chris Cartwright, please call 289-221-8483 or email chris@teamcartwright.ca
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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile? 4
The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.
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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.
2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine
points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.
3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties. Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office. Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.
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Cooperation, Not Competition, Creates
Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general. 6
“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best
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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem
for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.” But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team. Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine
same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.
Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages. This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another. Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and
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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.
Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match. Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always
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willing to offer help, even to agents outside of The Luxe Collective.” Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.” Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship. “My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege. Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.
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ANGELICA PINTO
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Top Agent Angelica Pinto and her husband Aron run their own real estate team, Team Pinto Real Estate in Waterloo, Ontario. After earning a B.A. with Honours in Marketing and Corporate Communications from the Pontifical Xaverian University, one of the most prestigious universities in Colombia, Broker Angelica Pinto established herself as a leading relocation specialist in Bogota, Colombia. Her interest in real estate grew in 2008 when she met her now-husband, Aron. As he navigated the housing market as an expat, the pair realized that there was an opportunity to specifically help people looking to relocate to Colombia. They learned as much as they could about the industry before moving to Aron’s hometown of Waterloo, Ontario together. Together, Angelica and Aron have forged an unstoppable partnership, leading Team Pinto Real Estate with a clear vision of excellence. The team’s mission extends far beyond the conventional boundaries of real estate, encompassing the guidance of investors, first-time homebuyers, and families alike, all in pursuit 10 Copyright Top Agent Magazine
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of finding the perfect homes that meet their unique needs. On her team, Angelica oversees everything from the training of new agents, to ensuring operational accountability, overlooking
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sales and targets, and managing client relations. Her business comes to her primarily through referrals from the strong network that she has built over the years, so there is a constant organic flow from one transaction to the next. “To be successful, you need
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When it comes to marketing, you’ll be hard-pressed to find a better duo at the helm than Angelica and Aron. to be a consultant for your clients,” explains Angelica. “It’s a relationship rooted in trust.” Rather than pushing them into making decisions, she strives to educate and reassure her clients at every step in the process. Her highly personalized approach even extends beyond the transaction itself, often resulting in long-term friendships. When it comes to marketing, you’ll be hardpressed to find a better duo at the helm than Copyright Top Agent Magazine 12
Angelica and Aron. With Angelica’s marketing background and Aron’s technology and business expertise, they create top-notch video content designed to engage and inspire their audience. Featuring their listings as well as popular neighborhoods in Waterloo, the videos reach potential clients while showcasing all the finer details of the properties. They also create content with relevant market information, to provide valuable information to home sellers and buyers alike. Top Agent Magazine
While Angelica has a heavy workload, she places great importance on self-care and finding balance. She never misses her 5 AM workouts to ensure that she starts her days off energized and on the right foot. Additionally, she has a passion for oil and acrylic painting, which provides a creative outlet. As a devoted mother of two young boys, aged four and six, Angelica intimately understands the unique hurdles families face when navigating the real
estate market. She uses her experience to make the process as simple and seamless as possible for them. As a result, she chooses to work with many families who she can connect with on a deeper level of understanding and help them to convert their visions into reality. Looking ahead, Angelica envisions an extraordinary future for Team Pinto. By 2024, she aims to position her boutique
“To be successful in anything in life you must first surround yourself with excellence, and this is what we strive to do each and every day,” says Angelica about the culture that she is constantly building within her organization.
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team as the premier real estate force in the region, surrounded by hand-selected partners who share her unwavering commitment to excellence. “To be successful in anything in life you must first surround yourself with excellence, and this is what we strive to do each and every day” says Angelica about the
culture that she is constantly building within her organization. Building a culture centered on putting clients first, Angelica meticulously selects team members who embody this philosophy. “You always have to give from your heart,” she says. “The more you give, the more you will always receive.”
For more information about Angelica Pinto, call 226-988-3696, email angelica@teampinto.com or visit her website: teampinto.com www.
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USING CLIENT FEEDBACK
TO ELEVATE YOUR REAL ESTATE BUSINESS For real estate professionals, publishing your client testimonials is a key strategy for establishing trust, enhancing your reputation, and drawing in new clients. Through the strategic use of positive Top Agent Magazine
client feedback, you can demonstrate your expertise and the exceptional value you offer in real estate transactions. Here are key strategies for maximizing the impact of real estate testimonials in your business:
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Diversify Your Testimonials Collect feedback from a broad spectrum of clients, such as first-time buyers, sellers, investors, and those facing unique challenges. This approach offers a comprehensive view of your capabilities.
Promptly Request Testimonials Aim to obtain testimonials soon after closing a deal. Prompt timing ensures clients’ memories are fresh, enabling them to share detailed and impactful experiences.
Utilize Testimonials in Marketing Efforts Embed powerful testimonial excerpts in your marketing materials, including brochures and flyers, to catch the eye of prospective clients and underscore your track record.
Broadcast Testimonials on Social Media Publicize your client feedback on social platforms, using engaging visuals or property photos to accompany the testimonials.
Enhance Your Website with Testimonials
Innovate with Testimonial Videos
Develop a section on your website dedicated to client testimonials. Display them attractively, including clients’ names, photos, and specific transaction details if possible.
Elevate your client feedback with video testimonials. Short, engaging videos can make a lasting impression on potential clients by showcasing genuine satisfaction.
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Incorporate Testimonials into Email Marketing
Create Detailed Case Studies
Utilize testimonials in your email campaigns to underscore your expertise and encourage engagement from potential clients.
With client consent, develop case studies that explore specific challenges and your successful interventions, offering deep insights into your problem-solving prowess.
Present Testimonials to Prospective Clients
Highlight Testimonials in Your Online Presence
Integrate client success stories into your presentations to illustrate your track record and reassure potential clients of your ability to deliver favorable results.
Feature client testimonials in your profiles on key real estate and social media sites to bolster your online reputation and attract new clients.
Feature Testimonials in Your Blog
Promote Third-Party Platform Reviews
Share client success stories in blog posts, integrating testimonials to lend credibility and a personal touch to your narratives. Top Agent Magazine
Encourage clients to review your services on esteemed real estate platforms, enhancing your visibility and credibility.
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Engage Through Testimonial Events
Keep Your Testimonials Current
Host webinars or events where clients can share their experiences, providing a dynamic forum for potential clients to learn and interact.
Advertise with Testimonials Use testimonials in your advertising campaigns to spotlight positive client experiences and foster trust with your target audience.
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Regularly refresh your testimonials to maintain relevance and demonstrate your continuous commitment to excellence and client satisfaction. By strategically publishing real estate testimonials across various platforms and marketing channels, you can build a compelling narrative that resonates with potential clients. Authentic endorsements from satisfied clients serve as a powerful tool for establishing trust and differentiating yourself in a competitive real estate market.
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CHRIS CARTWRIGHT Chris Cartwright of Newmarket, Ontario, combines sincere and unrelenting passion with a spirit of collectivism to fuel his thriving brokerage. “I absolutely love this business for many reasons. From watching the excitement on a client’s face when they land their dream home, to the flexibility the lifestyle affords me so I can be with my son at his baseball tournaments, and being able to give back to the community. Just meeting people and having all those meaningful conversations, and that includes my agents – brainstorming and troubleshooting over the phone. I could talk all day about my job.” For Chris, real estate is both an inherited vocation and a lifelong passion. “Both of my parents have been in the real estate business for thirty-seven years,” he recalls. “After I graduated I took a job with Dell in their sales and marketing department, and that corporate life worked for me until my family started to grow.” After strategizing alongside his wife, Chris decided to use his severance package to invest in himself, and during his first full year as a licensed REALTOR®, he sold fifteen homes serving the York Region and the Greater Toronto Area. Fifteen years later, Chris is the CEO/Broker at Main St. Realty Ltd. Brokerage, which houses 176 total agents spread across four separate offices. “We pride ourselves on going above and beyond for our clients,” he exudes. “We have in-house staging services, full feature length video with drone walkthroughs and aerial photographs, community videos– sellers come to us for that level of presentation. And if we have to get the team together to move furniture and clean out a home, we will make it happen.” This dedication to service has helped Chris establish a book of business that is over eighty percent
repeat and referral clients, and as an individual agent, he consistently averages between forty and sixty annual transactions. Four years ago, this blossoming enterprise grew beyond the scope of any individual, and Chris began seeking helping hands. “I started with a virtual assistant, but I realized I needed someone here on the ground. I’ve never wanted a massive team, but I wanted a place to grow an intimate culture and work closely with like-minded agents.” Today, the Chris Cartwright Team boasts a full-time administrator, staging specialist, and three additional agents. “We hold each other accountable, we celebrate the work that we do, and we take every chance we get to give back.” During Chris’ free time, he loves to relax with his family, including his loving wife who works as the stager and event manager for Team Cartwright. “We also have a daughter who is a competitive dancer, and she performs in 7 different dances.” In 2024, the team is excited to continue sponsoring Autism Ontario, arranging golf tournaments to raise money for local nonprofits (including York Hills Center for Children, Youth, and Families), and watching Chris perform in front of the local community during Dancing With The Stars for Easterseals. As the sitting Chair for the Board of Directors at his local food pantry, Chris is spearheading an upcoming Family Day initiative that will double as a team experience. “We’re going to get together and cook a ham meal, get some corn and mashed potatoes, pre-package it all, and deliver it to the community fridge. It’s a give a little, take a little situation, and we just like spending time together to give back.”
For more information about Chris Cartwright, please call 289-221-8483 or email chris@teamcartwright.ca Top Agent Magazine
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Establishing Yourself as a
LOCAL AREA EXPERT For real estate agents and local business professionals, carving out a reputation as a go-to local expert is invaluable. 20
Below are tailored strategies for real estate professionals eager to become their community’s trusted authority.
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Deep Dive into Local Insights
Boost Your Digital Footprint
Gain an intimate understanding of your community’s pulse—its history, cultural nuances, and what makes it tick. Keep abreast of housing trends, economic shifts, and unique local attributes that influence the market.
Craft a compelling online presence with a professional website and active social media channels. Share insights on local happenings, market updates, and valuable content that positions you as the local expert.
Hone Your Specialty Pinpoint a market niche that aligns with your community’s specific needs. Whether it’s a focus on historic homes, luxury properties, or first-time homebuyers, specializing sets you apart.
Forge Local Connections Immerse yourself in the community by attending events, joining local organizations, and engaging in activities that matter to your neighbors. Cultivating relationships with fellow businesses and professionals enhances your network and referral potential.
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Collaborate with Neighborhood Businesses Partner with area businesses and groups for mutual promotion. These partnerships can broaden your visibility and reinforce your community ties.
Commit to Community Service Demonstrate your dedication to your area through volunteering and supporting local causes. Authentic engagement with your community can significantly bolster your personal brand.
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Educate Your Audience
Maintain Cohesive Branding
Offer your expertise through informative content that addresses the local market’s nuances. Publishing guides, articles, or videos can make you the go-to source for real estate advice in your area.
Ensure your branding is consistent across all platforms. A recognizable brand identity makes you easily identifiable and strengthens your market presence.
Stay on the Pulse of Your Community
Leverage Client Success Stories Utilize testimonials from local clients to underscore your impact. Encouraging satisfied clients to share their experiences online can further solidify your reputation.
Engage with Local Media Position yourself as a local real estate authority by contributing to local publications and websites. Offering insights on real estate trends or market forecasts can increase your visibility and credibility. 22
Keep informed about local developments, news, and events. Sharing your perspective on how these could affect the local real estate scene showcases your expertise and keeps you relevant. By diligently applying these strategies, you can establish yourself as the definitive real estate authority in your local market, enhancing both your credibility and your opportunity for growth within the community.
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