ONTARIO 5-2-22

ONTARIO EDITION

COVER STORY

ASHLEY SHAW

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SIMPLE TIPS THAT ARE PROVEN TO HELP YOU

STAY AHEAD OF THE COMPETITION FEATURED AGENT

AHMAD POPALZAY

WELCOME HOME:

WORKING WITH RELOCATORS IN TRANSITION 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

ONTARIO EDITION

AHMA 7

ASHLEY SHAW

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AHMAD POPALZAY

CONTENTS Building up the community is important to Ashley. Her monthly newsletter includes a spotlight on local business section that gets shared on all social media as well has her entire database, which proves beneficial for everyone. She’s looking to see where her team can

improve next, expanding the business and pro4) 6 HABITS OF 20) viding more services to clients to make the 7 SIMPLE TIPS THAT ARE entire transition process easier. After a quick HIGHLY PRODUCTIVE PROVEN TO HELP YOU STAY break with the kids for some tennis or time skiing, it’s back to investigating how to improve AGENTS AHEAD OF THE COMPETITION the client experience.

14) WELCOME HOME:about Ashley Shaw22) 5 MORNING HABITS For more information In the crowded field of Ontario real estate WORKING WITH RELOCATORS call 416-828-6236, visit sothebysrealty.caTO MAKE YOUR DAY or email ashaw@sothebysrealty.ca IN TRANSITION SUPER fessionals, Top PRODUCTIVE Agent Ahmad Popalzay sta www.

apart. Dedicated to making the buying and sel process stress-free for his clients, Ahmad dr on his experience in the service and hospit Phone 310-734-1440 | Fax 310-734-1440 to put the client first in everything mag@topagentmagazine.com | industry www.topagentmagazine.com No portion of this issue may be reproduced in any manner without prior consent of the publisher.

Top Agent Magazine does.whatsoever “Among 100,000 agents currently licen is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or factsthe supplied by its way authors. to stand out is to pro in Ontario, best To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. value to clients,” Ahmad says. “I don’t see business as a sales business. It’s a service in Agent Magazine I lea try. I’ve taken the method ofTophospitality from managing hotels and banquet facilities,

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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 4

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

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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 innova-

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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

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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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ASHLEY SHAW

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Sotheby’s Top Agent Ashley Shaw’s team includes another agent on buying and selling, a client care coordinator, a stager and a social media marketing manager.

Right out of school at 22, Ashley jumped into the corporate side of the commercial real estate world. She stayed there, learning the back end of the business, for five years. After that time, she realized she loved dealing with the people and the nature of the transactions, but not 8Copyright Top Agent Magazine

the product itself. Looking to keep the parts she loved, she shifted into residential real estate and has flourished in that field for the past nine years. She worked with the number one team in Canada for five years and then moved to Sotheby’s to form her own team.

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The current team covering Toronto includes another agent on buying and selling, a client care coordinator, a stager and a social media marketing manager. Ashley leads the group as the face of the team as well as digging in to the behind the scenes work as needed. In 2021, over 40% of their clients came by referrals and a third were from her growing network database. The clients keep coming back because Ashley does not see the business as transactional, but based more on client relationships.

A contract is not just a deal to walk away from, but the start of that relationship. Ashley goes Top Agent Magazine

out of her way to make her clients feel special and understand that dealing with her is more than just a transaction. She’ll reinforce that feeling by keeping in contact and recognizing milestones like anniversaries and new additions to a family.

Her team utilizes the massive marketing network behind the Sotheby’s name, extending her reach and interacting on multiple major industry sites. At a more local level, her social media manager does quite a bit to spread the word, targeting the right markets for each new Copyright Top Agent Magazine9

listing. Ashley doesn’t abandon old school ways, continuing with print ads in local media and distributing her newsletter to the appropriate geographic areas. In such a tight local market, getting word out for a special new listing or if she has a buyer that knows exactly what they’re looking for, she does some video matchmaking, looking to introduce clients to the right property with some visual flair.

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One tactic that Ashley finds still works extremely well is good old-fashioned door knocking. If she can get into a face to face meeting, people are fairly receptive. She’s found a lot of off-market opportunities when working with buyers and can end up with ten or even twenty offers on a property. This personal attention and hard work ends up totaling over 40 transactions per year.

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Ashley goes out of her way to make her clients feel special and understand that dealing with her is more than just a transaction.

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Building up the community is important to Ashley. Her monthly newsletter includes a spotlight on local business section that gets shared on all social media as well has her entire database, which proves beneficial for everyone. She’s looking to see where her team can

improve next, expanding the business and providing more services to clients to make the entire transition process easier. After a quick break with the kids for some tennis or time skiing, it’s back to investigating how to improve the client experience.

For more information about Ashley Shaw call 416-828-6236, visit sothebysrealty.ca or email ashaw@sothebysrealty.ca www.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 14

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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AHMAD POPALZAY

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AHMAD POPALZAY

In the crowded field of Ontario real estate professionals, Top Agent Ahmad Popalzay stands apart. Dedicated to making the buying and selling process stress-free for his clients, Ahmad draws on his experience in the service and hospitality industry to put the client first in everything he does. “Among 100,000 agents currently licensed in Ontario, the best way to stand out is to provide value to clients,” Ahmad says. “I don’t see my business as a sales business. It’s a service industry. I’ve taken the method of hospitality I learned from managing hotels and banquet facilities, and brought it with me into real estate. That’s how I stand out: by paying attention to my clients’ needs and wants, providing extra value to them, and they appreciate that.”

And stand out he does: Ahmad and his team have garnered widespread attention for the breakout marketing campaigns they create for their listings. On more than one occasion, the team’s properties have gone viral on social media, 18

leading to outstanding results for his clients.

“We stay on top of trends in marketing via video and TikTok, and the huge social media platforms took notice of what we were doing,” Ahmad says. “They saw us being creative with our listings and they went viral, which was awesome!”

With 49 closings last year, Ahmad is taking the East GTA market by storm.

Ahmad’s jumped into the real estate world when he was just 18 years old, investing in properties in downtown Toronto with his family. Now, along with his business partner, Ahmad leads a team of three other agents. Together they serve the Durham region in the Eastern Greater Toronto Area, including Pickering, Ajax, Oshawa, and Whitby. About 70% of Ahmad’s business comes from repeat and referral clients, and it’s easy to see why they keep coming back.

“In this industry, there are multiple ways of doing business,” Ahmad explains. “The first way is to Copyright Top Agent Magazine

push clients to buy something, make your commission, and leave. The second way is to help them a little bit, do their business, and you’re gone forever. The third way—what I practice—is to find the best value for the client, and make sure their needs and wants are fully taken care of. Instead of looking at it in terms of a dollar value, I’m focused on how I can keep this client as a friend for the rest of my life.”

In the realm of marketing, Ahmad combines the innovative with the old-school.

“When we’re marketing a listing, our initial approach is to make sure that our product is the top product in the area,” Ahmad says.

“We accomplish this by staging the property and getting the best possible photos of it.”

Ahmad and his team then market the listing online, especially on social media, as well as targeting flyer campaigns in neighborhoods where residents may be interested in a particular property.

Outside of his business, Ahmad enjoys giving back to his community, and he does pro bono work helping immigrants find housing, as well as sponsoring local community events. When he is not working or giving back, Ahmad loves spending time with his kids. He also enjoys fishing, getting outdoors, going to the gym, and swimming.

Looking toward the future, Ahmad says, “Our plan is to expand our group into one of the highest-ranking in Canada, and then the world.

We want to expand our team, and also master pre-construction to become the pre-construction lead in Eastern GTA.” Above all, Ahmad says, “What I love most about real estate is helping people. It’s such a rewarding feeling when you know you did good for someone.

That’s what I love about my job.”

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To find out more about Ahmad Popalzay, call 416-949-5880, visit tirupopalgroup.com www.

or email aspopalzay@gmail.com Copyright Top Agent Magazine 19

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

IF you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 22

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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