ONTARIO 3-20-23

ONTARIO EDITION

5 Ways to

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

TRANSFORM RENTERS INTO OWNERS Small Yard?

Big Statement:

FEATURED AGENTS

JEFF ZETTLE REZA TALEBI

COVER STORY

DR. HELEN TANG

HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

Tips on Being a GOOD TEAM LEADER

Laughs!

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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DR. HELEN TANG Top Agent Magazine

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D R . HELE N TAN G

“We want to be a family Realtor® for our clients, and we don’t take that role lightly; that means we are problem solvers, coaches, mentors, and counselors. We treasure people’s trust in us.”

Dr. Helen Tang of Ottawa, Ontario, combines the sharpened mind of a scientist with an unrivaled dedication to community prosperity to lead the Helen Tang Real Estate Team. “Our biggest strength is our professional network.

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We advertise off-market opportunities, and we have trusted resources to provide for all real estate needs – a onestop-shop for buying, selling, renting, renovation, decorating, property management, everything. We want to be Top Agent Magazine

a family REALTOR® for our clients, and we don’t take that role lightly; that means we are problem solvers, coaches, mentors, and counselors. We treasure people’s trust in us.”

Helen first moved to Canada in 1996 with a full scholarship to pursue a Ph.D. degree in electrical engineering.

“I graduated from Carleton University and became a senior scientist working

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for the Canadian government. I liked my job, and I was very good at it. In my free time, I started investing in real estate in 2012 and applied my strong problem-solving skills to help people invest.” What began as a passion project became a full-time profession about three years ago when Helen decided to take a leap of faith by jumping into the world of real estate, founded her own team, and became a Master Certified

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Negotiation Expert (MCNE). “I had already been helping friends and family invest, and I really enjoyed being able to provide tremendous hands-on, emotional value for people. That’s my favorite thing about my new career.”

Today, about three years as a full time REALTOR®, Helen and her team (which includes eight agents and four assistants) celebrate a book of business that

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is over eighty percent repeat and referral clients, and they average between $50 and $70 million in closing volume annually. Their performance places them firmly in the top 1% in Ottawa, and in the top 5 of all Canadian teams working with Keller Williams.

Helen attributes their tremendous success to a community-first paradigm that continues to spur organic business

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growth. “My team is very multicultural.

We can serve our clients in six different languages: English, French, Persian, Turkish, Mandarin, and Cantonese. We support a lot of charity and local cultural events, and every holiday, we host a big event to bring people together from the community.” In addition to local celebrations, the team organizes regular seminars to educate the Ottawa community about the world of real estate, including information on investing, Top Agent Magazine

decoration, and home renovations. “We are not just about selling houses, we are about how to bring people good experiences and enrich their lives.”

By prioritizing the collective wellbeing and education of the community, Helen and her team are poised to continue their trajectory into 2023 and beyond.

“We’re focusing on rebranding and enhancing our processes: be more efficient, effective, and provide better 13

services for our clients. I love that I get to develop lots of integrated processes and use my engineering background – I have my flow charts and checklists to make sure that nothing is overlooked!”

Helen’s unique blend of scientist and community builder helps her blossom in her professional pursuits as well as her personal pastimes: she is an avid reader, entertainer, and stand-up comic!

To learn more about Dr. Helen Tang, visit helentang.ca, email htang@kw.com, or call (613) 762-4345. www.

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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 16

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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JEFF ZETTLE Top Agent Magazine

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JEFF ZETTLE

Jeff Zettle of Kincardine, Ontario, combines his entrepreneurial passion for real estate with a penchant for strong relationships and a sincere love of his hometown community, and he has proven that tenacity and perseverance lead to inevitable success. “After I purchased my first rental property, I set a ten year goal for myself to retire from my job at the age of thirty-five. I didn’t meet that goal, but I didn’t give up, and after sixteen years of commitment, I’m proud to say I finally reached my goal.”

Originally, Jeff enjoyed an eighteen year career working for Bruce Power (the largest employer in the region), and entered the world of real estate to help support his growing family and follow his passion. “Back when I was twenty-two, I bought a duplex while I was 18

working full time, but my employment was on a contract basis with no guarantee for continued employment. So, we lived in the eight hundred square feet upstairs and rented out the lower level, and after a year or so I used the rental money to reinvest and buy another property.

Things kind of snowballed from there.” After privately managing his independently owned properties, Jeff decided to become a fully licensed REALTOR® in 2019, and the transition has blossomed into a successful enterprise as a solo agent alongside Royal LePage Exchange Realty Co. Brokerage.

Today, in 2022, Jeff has diversified his efforts to cover multiple facets of real estate, and he’s eager to continue his educational journey. “I think my vast knowledge keeps people Top Agent Magazine

coming back because I can offer assistance in so many areas. I started with rentals, and went on to expand in rent-to-owns, multi-unit commercial properties, my own house build, and most recently, storage units. I’ve also created a new arm to my business by incorporating private lending. I’ve tried to build my business to incorporate all aspects of real estate, and I’ve recently completed a land purchase to expand the storage side of things.” By expanding on the breadth of his expertise, Jeff has been able to assist his clients with consecutive transactions, and his intimate understanding of the industry supports a book of business that operates almost entirely by word of mouth and referrals. By the halfway mark of the present year, Jeff was just shy of $20 million in sales, ranking him #2 in volume, and he was ranked #1 for total transactions in his local market (a noteworthy feat, considering he’s only been licensed since 2019).

While his business continues to expand, Jeff maintains that his growth is a byproduct of his relationships and true passion for real estate. He utilizes local channels along with social media platforms and professional photography, but when prompted, insists that his clients are the ones responsible for his success. “It’s definitely a people business – that’s what I love most, and if you do what you love, they say the money will follow. When I left my full time job to do this, some of my coworkers said, “Are you crazy? You’re going to leave the pension, the benefits?!’ I knew it was risky, but it’s what I love to do, and you only live once. I’m grateful that I stuck to my goal and accomplished it.”

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2020

Jef f

The Real Estate guy

Stats provided by The Realtors Association of Grey Bruce Owen Sound

For more about Jeff “The Real Estate Guy,” visit jefftherealestateguy.ca, email jeffzettle@royallepage.ca, or call 519-386-4800. www.

777 Queen Street, PO Box 1270, Kincardine, ON N2Z 2Z4 • Fax: 519-396-9109 680 Goderich Street, PO Box 231, Port Elgin, ON N0H 2C0

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 20

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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REZA TALEBI Top Agent Magazine

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REZA TALEBI

A resident of Ontario since 1995, Reza Talebi has always possessed an entrepreneurial spirit. He would first take an interest in real estate in 2000, when he began purchasing, renovating, and reselling investment properties in the Greater Toronto Area.

Inspired by these experiences, he decided to transition into becoming a full time REALTOR®, noting how the industry spoke to his outgoing personality and strong business acumen. In the years since, he has gone on to author an accomplished career in real estate, establishing a network of satisfied clients and colleagues that spans the region and joining the RE/MAX Hall of Fame. “Some people called me lucky on real estate,” he says, recalling his many achievements in the business. “But most of my clients know I am the wise man at real estate.”

Area. There, he has cultivated a distinct workflow to meet the needs of any buyer or seller.

When listing a property, Reza equips his clients with a comprehensive approach. After helping them fully prepare their home for the market, he shares it via a highly targeted blend of digital and social media campaigns. Along the way, he utilizes proven outlets like print advertisements in magazines and local newspapers to give his clients an added advantage, ensuring a seamless transaction throughout.

Today, Reza leads the Reza Talebi Team through RE/MAX Realtron Realty Inc. Brokerage, where he assists clients throughout the North York and surrounding communities of the Greater Toronto 24

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Elsewhere, Reza is just as thorough when assisting his buyers, drawing from his acute knowledge of the Greater Toronto Area to uncover the right investment for their best interests. In fact, he keeps in touch long after the deals are done to cultivate a lasting relationship, provide ongoing service, and connect his clients to a suite of local vendors and specialists.

Through the years, Reza has earned a fantastic reputation throughout Ontario, with the vast majority of his volume coming from referrals.

With his annual volume now reaching into the millions, he remains focused on the leading standards that have set his team apart. “I’ve been practicing real estate for over 20 years, but I still get butterflies in my stomach when helping a client,” he says. “With each transaction, I begin by putting myself in the client’s shoes and really getting to know them. That way, I can better understand what they need and, most importantly of all, give them my honest opinion so that they can make well-informed decisions on their future.”

Outside of real estate, Reza is dedicated to his community. On top of contributing to local causes and supporting Persian organizations in the area, he also donates toys, supplies, and furniture to families in-need. When he’s not with clients or giving back, he can be found spending quality time with his wife and children.

Looking ahead, Reza has exciting plans for the future of his business. As his volume maintains its steady growth, he intends on expanding his team while adding to his investment portfolio. But as he scales his penchant for client service throughout the region, he is more than satisfied with the fulfilling life and career he has cultivated on the North York. “I love every single second of what I do,” he says. “As agents, we have an opportunity to be there during some of the happiest moments of our clients’ lives—whether they’re buying, selling, or acquiring an investment property. For me, there could be nothing more rewarding.”

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To learn more about Reza Talebi email rezatalebiteam@gmail.com, visit rezatalebiteam.com or call (416) 999-6555 www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 26

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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