ONTARIO 8-22-22

ONTARIO EDITION

How To Overcome Your WORKPLACE FEARS

24-HOUR TOUCH-UPS to Maximize Your Price List

BEYOND

CLEANING AND DECLUTTERING:

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES

What Improvement Expenses Make the Most Sense?

FEATURED AGENT

DYLAN STEWART COVER STORY

BECKY DEUTSCHMANN

mailto:mag@topagentmagazine.com

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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 Top Agent Magazine

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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DYLAN STEWART Dylan Stewart’s love of homes started years ago, when he began working as an architect and structural carpenter. During that journey, he earned his license and began buying and selling his own rental properties, as well as flipping houses. His passion for real estate grew, and in 2016 he decided to work as an agent on a full-time basis.

Today Dylan’s business is thriving, and he’s joined forces with his wife, Shanon Bull. Shanon worked as a head chef for over 11 years, and wanted to bring her hospitality and people skills to the real estate world. Serving southwestern Ontario, much of their work consists of repeat clients and referrals. Dylan has found that their unique talents and background has helped them grow.

“Our construction, investment and rental property experience allows us to deliver a higher caliber of service than the average REALTOR®,” Dylan explains.

“So we’re able to have more thorough communication about houses, rentals and renovations with our clients.”

Buyers and sellers appreciate their detail-oriented approach and guidance, as they are never confused about what comes next. The team focuses on building lasting relationships with those they serve, going the extra mile for them throughout the transaction and remaining there for them afterwards. When it comes to marketing their listings, they utilize the MLS, advertise on social media and their websites.

After working with Dylan and Shanon, clients never hesitate to leave 5-star reviews about their time together.

One recently said, “Dylan and Shanon are both fantastic. They exhibit true customer care and ethics. Their main goal is to ensure the client has the best experience and they work tirelessly to do so. There is always an open line of communication with them and they handle all aspects of the transaction, whether home purchase or home sale. I highly recommend them.” Another

wrote, “Dylan and Shanon are 2 of the best real estate agents in the business.

They are extremely knowledgeable and no one will work harder to find you what you are looking for. Their customer service is top notch!”

Dylan and Shanon are involved with the community, giving back to multiple local charities. Dylan is also joining the Waterford Chamber of Commerce.

During their free time, they are enjoying life with their five children and tending to their multi-acre property.

Their goal in the long run is to establish a close-knit group of high performing agents. “We want to remain focused on the area we currently serve, as it’s where we live and what we’re knowledgeable about,” Dylan explains. He and Shanon also want to complete one or two flips a year, and create a portfolio of properties that they can rent out to families in need. “We would love to offer subsidized or free rent depending on their circumstances, and get people back on their feet.”

Regardless of where their path takes them, Dylan and Shanon will undoubtedly enjoy every minute of it.

“We just love helping people and showing them how to create financial wealth through real estate investing.”

For more about Dylan Stewart, call 519-771-2947 or email dylan@sdyourlocalrealtors.com Copyright Top Agent Magazine

Bold Mortgage Group is proud to congratulate

DYLAN STEWART

on being featured for Canada in Top Agent Magazine!

MICHEL ST. PIERRE Mortgage Agent #M19002450 Mortgage Financial Corp Lic. 10421 226.920.5235 | michel@boldmortgagegroup.com 1-549 Stone Church Road E, Hamilton, ON L8W 3K7

Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 8

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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BECKY DEUTSCHMANN Top Agent Magazine

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Working alongside her husband Drew Dickinson, Becky brings boutique-style service to the Waterloo area, and clients benefit from her expertise in not just buying and selling, but building and investing as well.

With a dedication to providing the best possible service and the greatest value to her clients, Becky Deutschmann stands out in her local market as a caring and compassionate agent who delivers results. Her father and grandfather were builders, and Becky’s interest in real estate sparked early on. In 2012, Becky decided to take the leap herself and obtain her license. Working alongside her husband Drew Dickinson, Becky brings boutique-style service to the Waterloo area, and clients benefit from her expertise in not just buying and selling, but building and investing as well.

Becky and Drew serve the Waterloo region including Kitchener, Waterloo, Cambridge, St. Jacobs, Guelph, and the surrounding areas, as well as Muskoka and Blue Mountain. Their rate of repeat and referral business, which currently stands at an impressive 80%, is steadily increasing as they make more connections and the word gets out about their high standard 12 Copyright Top Agent Magazine

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of service. “I pride myself on doing the best job for our clients, and we handle everything ourselves from start to finish,” Becky says.

“We are very strong communicators, and we take great pride in making sure that people are happy and have had a wonderful experience.”

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That’s why Becky and Drew have kept to a small, boutique-style sales team. “People hire us for a reason, because they like our style, our brand, and our approach,” she explains. “So we want to handle working with them ourselves.

People like that they’re dealing with us, the

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“I pride myself on doing the best job for our clients, and we handle everything ourselves from start to finish,” Becky says. “We are very strong communicators, and we take great pride in making sure that people are happy and have had a wonderful experience.” people they saw for that initial meeting, and that we will oversee everything personally.”

Becky and Drew truly shine in the realm of marketing. They follow a comprehensive listing plan that is custom tailored to each individual property, and they invest heavily in marketing before they even list the property. “We are meticulous and detail-oriented,” Becky explains. “We are all about staging and virtual staging, as well as great photography, social media advertising, and print advertising in outlets including the Wall Street Journal through an affiliate partner. We believe in putting out the biggest net possible. I’m a big believer in doing everything properly the first time so we hit the ground running, and I’m very hands-on in communicating with clients while a property is on the market.” The results bear out the effectiveness of this approach, Copyright Top Agent Magazine 14

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and in 2021 Becky and Drew combined for a staggering $112 million in sales volume.

Giving back is important to Becky and Drew, and they contribute to the Canadian Cancer Society with every sale they make. Other causes near and dear to them are the local Humane Society and the Grand River Hospital

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Foundation. When she’s not working, Becky enjoys attending her three daughters’ dance competitions and spending time at their cottage with her family and dogs.

As for what the future holds, Becky is excited to be taking over her family’s building business from her father, who recently retired.

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She and Drew will add building custom homes to their already impressive repertoire.

The pair look forward to continuing to serve their clients in a myriad of ways. “Real estate is the business of people,” Becky says. “It’s

not about us, it’s about listening to our clients and their needs. That’s how we can provide the best possible experience. Real estate for us is not just a career, it’s a lifestyle, and we love what we do!”

For more about Becky Deutschmann, please call 519-841-6511, visit elitere.ca. www.instagram.com/sambazzy1/ or email becky@elitere.ca www.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 18

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where 20

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

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detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

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can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately.

Individually, these bit to-do list items might seem like extra work without the promise of Top Agent Magazine

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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