ONTARIO 9-5-22

ONTARIO EDITION

How to Incorporate Current Events to Your Email Blasts and Stay Relevant WHY EMPLOYEE APPRECIATION MATTERS & Can Boost Your Bottom Line FEATURED AGENTS

ALI & ACE TEAM JONATHAN SCOTT KATE KIDD KYPROS KYPRIANOU MACKENZIE COLE RYAN DYCK SCOTT STAFFORD

Is Finding a

NICHE MARKET

Right for You? How to

SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

COVER STORY

DONALD PORTER

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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DONALD PORTER

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DONALD PORTER

Donald’s market knowledge and confidence helps put clients minds at ease. It is because of this Donald has been able to eliminate clients’ concerns and make their journey as smooth as possible.

With a growing number of professionals getting their real estate license in Ontario, nothing is a guarantee. It has become a very saturated industry to break into as well as one of the most challenging regions in North America to excel at. With 8

a background in Music, Marketing and Sales, Donald Porter knew he would flourish in real estate. Growing tired of the long commute and unfulfilling sales jobs, Donald took the leap of faith and finished his real estate course. With a Top Agent Magazine

young family at home, Donald received “Rookie of the Year New to Company” with RE/MAX Escarpment. Donald has also won various other awards of recognition over the years.

Today, Donald has reached great heights, becoming one of the top agents in the greater Hamilton area. He leads his own team called Porter & Associates, a client focused team with a dedication to integrity, stewardship, excellence and forward thinking. “Consumers today don’t want

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plug-and-play, they just want play. When you buy most electronics, it already comes with a pre-charged battery, the same customer service focus can be found here at Porter & Associates.” Donald explains.

“Having an excellent network of professionals like Alexandra (Sasha) Gazeeva, RBC Financial Planner, ensures we can assist clients with all of their needs beyond just the purchase and sale.”

Donald’s honest approach keeps people coming back, as he only wants what is

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best for his buyers and sellers. “I’ve been a part of many home renovation projects and have a strong passion for the real estate market.” Donald’s market knowledge and confidence helps put clients minds at ease. It is because of this Donald has been able to eliminate clients’ concerns and make their journey as smooth as possible. Not only does this lead to clients becoming friends, but also one becoming an agent. “He had such a great experience that he decided to completely change careers, earn his license and work toward joining the team,” Donald says.

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When it comes to listings, Porter & Associates spreads the word far and wide, advertising the property before it goes live. “Borrowing traditional media advertising efforts, we like to create a buzz or hype ahead of time. Once the property is on the market, we do a number of things to showcase the various parts of the listing from full length brochures, affordability sheets, Market Analysis, and even neighbourhood evaluations are just a few,” Donald explains. Each home is made to look its best, with staging if needed, we aim not just to sell but to market every home regardless of price points.

After buying or selling with Donald, Top Agent Magazine

clients leave five-star reviews about their time together. One recently said, “Donald is an extremely hard working, professional, personable and passionate person who goes above and beyond when working with his clients. Not only does he listen attentively, he also genuinely cares about your wants and needs in a home and does everything he can to make sure you get as much of it as possible! He does not just encourage you to grab the first or second thing you look at, which I have had agents do before, he takes the time to look with you until you find what you are looking for and happy with. He also makes sure that you can get the most out of the sale of your home and helps guide you through the 11

process and all of the tricky steps along the way. I 100% recommend Donald and his team as your agent.”

As Donald looks ahead, he sees Porter & Associates continuing to grow for years to come. Focusing on top quality real estate

professionals like Sandra Giavedoni (original associate with Donald) over quantity. He plans to utilize all of the latest tools to make the client experience even more enjoyable. “Our vision is to inspire others to live out their dreams and achieve their full potential.”

For more information about Donald Porter, please call 905-730-6872 or email donald@porterassoc.com

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Royal Bank of Canada congratulates

Donald Porter

on being featured for Canada in Top Agent Magazine!

Alexandra (Sasha) Gazeeva | Royal Bank of Canada Specialized Healthcare Team Financial Planner, Investment & Retirement Planning Royal Mutual Funds Inc. 905-920-9353 | Alexandra.gazeeva@rbc.com 304 Dundas Street E Waterdown ONT L0R 2H0 Top Agent Magazine

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes14

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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ALI & ACE TEAM Asad Sidhu and Ali Zulfiqar, of Woodstock, Ontario, combine to form the energetic, up and coming AliAce Team. “Working as part of a team is a lot like working with clients. As partners, it’s always important to listen well and communicate. Sales is one thing, but in real estate you really have to help people – once you get in the mindset of helping people, everything falls into place.”

Ali and Asad began their friendship long before deciding to go into business together.

Both men were born to immigrant families who moved to Canada to seek peace and opportunity, and the duo attended the same high school twenty years ago. Originally, Asad set out to enter the legal arena, but his then friend (and now partner) Ali convinced him to reconsider. “Ali had a vision that combined real estate and construction, so we started our journey with a flip, learning about construction and the inner workings of the industry, and we’ve been hooked ever since.” Presently, in 2022, the team services the blossoming city of Woodstock; a growing hub for trucking, logistics, and agriculture. They specialize in investments and wealth management, helping individuals organize their assets to maximize returns. “My partner and I have a keen eye for growth opportunities. People trust us with their money, and that’s the foundation for our success.”

Beyond ensuring financial success, Asad and Ali go to great lengths to cultivate a white glove experience for each of their clients, and they pride themselves on their willingness to go above and beyond for everyone they meet. “We have a relocation service called

MoveSmart – it helps our clients manage their utilities and subscriptions – but the thing people remember most is when Ali and I show up at their new house to help them move in. That’s what creates repeat customers and repeat business.” The extra efforts of the AliAce Team have cemented an entrepreneurial foundation that is over seventy percent repeat and referral clients, and Ali is excited for the growth opportunities ahead. “We got to Centurion status last year, and we’re on track for that again this year. We’re always trying to beat our numbers from the previous year – it’s fun, it’s motivating, and pushes us to be our best.”

The growth of the AliAce enterprise affords the duo ample opportunity to invite additional members of the community to grow alongside them. Current plans include recruiting new agents to join the team and potentially constructing a branch office for the brokerage. More importantly, the success of the company gives them an opportunity to give back to Woodstock: “We do smaller events with a couple businesses we own in town – charity pizzas, meals, donations. And we have a few golf tournaments that we sponsor, but any volunteer opportunity, I’m always there.”

As the city grows in tandem with the dynamic pair, Ali is careful to keep his focus on the approaches that have led him to be successful thus far. “We focus on team goals, we stay open minded, we adapt quickly, and we recognize the strength and expertise of the other person – it works like a charm. We’re young and we’re shooting for the billions!”

To learn more about the Ali & Ace Team call 647-825-0002 or email asad.sidhu@century21.ca

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JONATHAN SCOTT Jonathan Scott had always been interested in real estate and got his start on the mortgage financing side of the business.

A desire to work more closely with people through the whole process led him to become a real estate agent. In his five years as an agent working with ReMax, Jonathan has consistently achieved award-winning sales, exceeding sales goals and increasing sales volume year over year. With proven business strategies and a devotion to client satisfaction, he is poised to continue growing and expanding his business while making sure to keep his growth sustainable so that he’s always available to the people he’s serving.

Jonathan is a solo agent serving the Niagara market of Ontario, conveniently located with 30 minutes of Buffalo, New York and an hour from Toronto, Ontario. Jonathan describes the Niagara area as having something for everyone. The famous Falls make it a popular tourist destination resulting in world-class amenities that residents are able to enjoy year round.

The area offers wineries, restaurants, shopping, history and cultural treasures like the Shaw Festival Theatre in historic Niagara-on-the-Lake. Beautiful beaches and plentiful outdoor recreation from hunting and fishing to dirt bikes and ATV trails round out the diverse offerings.

The area is also characterized by pockets of small communities Jonathan describes as hidden gems full of cottages and vacation homes. He specializes in rural and farm properties lying outside the city and works with people who want to escape cookie cutter

architecture and crowded subdivisions.

Working with rural properties requires specialized knowledge of things like septic systems and private wells in locations where no municipal services are available. Jonathan’s proven track record in this niche is unique benefit to clients seeking more affordable and spacious homes outside the city.

Staying in touch with past clients is key to Jonathan’s steadily growing repeat and referral business. Since meeting and working with people is part of what he loves about working in real estate, Jonathan finds it easy to stay connected with clients, regularly texting them, reaching out to celebrate holidays or gifting them a pumpkin pies around Thanksgiving. Another way that Jonathan invests in outreach is through auxiliary marketing services that drive more traffic to his online listings, a strategy that has garnered more than 85,000 views in just the past two months. Targeted regional advertising and focused digital campaigns help to ensure that listings get ample traffic resulting in faster sales, an impactful approach that seems to be an effective part of Jonathan’s outstanding sales.

When he’s not working, Jonathan enjoys spending time with his wife Courtney and their nine year old daughter Emily. The family enjoys the summer seasons in Niagara spending time at the pool, visiting the amusement park and going to the cottage. Jonathan also like to golf. With a successful, growing business that he loves, Jonathan plans to keep doing what works to expand his business and make sure his clients are happy.

To learn more about Jonathan, call him at 905 351 8225, email JScott@remaxniagara.ca or visit the ReMax Escarpment & Niagara website: remaxniagara.com 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 20

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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KATE KIDD The hectic world of real estate wasn’t a shock to Kate. She had always been self-employed, and understood the attitude needed to get yourself out of bed in the morning as your own boss.

She had been running a small gift basket shop, which was the perfect environment for her while raising two young daughters on her own. When it was time to move on, she went with her love of houses as well as people and got her real estate license. Shortly after that, she left the gift basket store and made the jump all the way into real estate full time.

It’s been ten years since she sold the shop, and she’s been working since as a solo agent in the Peterborough region, serving the area within an hour or two of the city which encumbrances the beautiful cottage country and the many waterfront properties the region has to offer.

The self-employed drive and customer service skills she honed for years have helped propel her career, and now about half of her clients are referred by prior satisfied customers.

The clients keep coming because of the level of detail and care that Kate provides. Each client is a different personality coming to her in different circumstances, and she makes sure she gets to know the people and what they want to find the solution that best suits them. After a transaction wraps, Kate keeps in contact through email, newsletters and holiday contact.

It’s a small community she lives in, so many

clients become friends and contact may come in the form of sipping wine on the patio or attending community events.

For new listings, Kate follows all of the tried and true paths of social media marketing and physical print advertising. For targeted marketing, she’ll reach out to her database, knowing who may be looking for a certain specific piece she’s working with. The system she has in place for contact and marketing has her obtaining award status annually and growing her business year after year.

Kate loves every aspect of the work she does, from interacting with different people every day to the actual paperwork that gets everything moving. Nothing compares to the satisfaction of settling a new buyer into a new home or selling a client’s property in a seamless transaction.

As the past president of Peterborough Landlords Association and many years of investment property experience herself, guiding those looking to invest in rental property is an important component of her success. Currently the President of her local real estate board, Kate is always looking to get more and more involved. When there’s a charity fundraiser or community event, Kate is first in line to help. Her job gives her enough freedom to enjoy the water and scenery of the area, kick back and recharge while looking to the growth of the future and getting more people into the property that suits them.

For more info, call 705-761-4231, 705-748- 4056 or email KateKidd@royallepage.com

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KYPROS KYPRIANOU With his unparalleled knowledge of the commercial and residential real estate market, Kypros Kyprianou is always ready to serve his clients, whatever their real estate goals may be. In business now for over 27 years, Kypros came to real estate as an investor himself. Early on, he worked mostly in residential real estate, but once he started doing commercial, he knew he’d found his niche. “I really fell in love with the commercial side of real estate,” Kypros recalls. “Now about 80% of my business is commercial, and I absolutely love it.”

Kypros serves Kitchener-Waterloo and the surrounding area. Virtually all of his business comes from repeat and referral clients, a testament to the strong relationships he forms. “I’ve established a nice network of clients I work with again and again,” Kypros says. “Most of my commercial clients are repeat customers. I help them find products that they like, and we’ve formed great relationships.”

Outside of real estate, Kypros is active in supporting community events in the Waterloo region. When he’s not working or giving back, Kypros enjoys hunting, fishing, and traveling with his wife.

Looking toward the future, Kypros says, “I plan to keep on doing what I’m doing. I have a good list of substantial clients, and in the past 5-6 years especially, I have reached the level I was looking to reach from the beginning. I have a good base that gives me repeat business, and my clients are happy.”

Kypros’s favorite part of real estate is helping people. “I love working for my clients and finding them a product they like,” Kypros says. “When they’re happy, I’m happy. I also love working with people, so real estate is the perfect career for me. I can’t see myself ever retiring from this, because I love the people I’m working with! It has been a great ride so far.”

His initiative and work ethic set Kypros apart, leading to that repeat business. “I keep shaking down properties for my clients, and they appreciate that. Whatever they’re interested in, in whatever city, I will prospect for them. Whether that means calling or knocking on doors, I try to find them exactly what they’re looking for.” To that end, most of Kypros’s commercial deals are off-market.

Kypros’s commercial clients can rest assured that he is always on the lookout for properties they may be interested in. “My commercial clients are a little different than residential,” Kypros explains. “I’m always looking for properties for them. It’s not like a house, where you sell it and most people don’t move for quite a few years after. I stay in touch with my commercial clients all the time, and they are happy with the results.”

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For more about Kypros, call 519-579-4110 email kkyprianou@golden.net, or visit remaxtwincity.ca/agent/kypros-kyprianou www.

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 24

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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MACKENZIE COLE With a career background in aviation of fifteen years, Mackenzie Cole discovered a new career path where he could continue to fly high in leadership, teamwork, and financial success after he became a licensed real estate agent. “I’ve always had a genuine interest in real estate and investment properties,” shares Mackenzie, a previous airline pilot who today represents Pay It Forward Realty in Brantford, Ontario as a solo agent.

Mackenzie pursued his real estate courses around the beginning of the Covid-19 pandemic when there was a global pilot layoff. Inspired by the success and lifestyle led by two of his close friends who were agents from Brantford, as well as Barrie, Mackenzie thought real estate would be an excellent fit for his personality type and the lifestyle he wanted to have. After Mackenzie finished his course and obtained his license, he joined his friend’s brokerage at Pay it Forward Realty and has spent the last two years working in a team environment.

Though each agent within the Pay It Forward Realty sphere operates independently, they lean on each other for support and backup when needed.

Mackenzie’s primary geographic area of service includes Brantford; however, he also services from Niagara to London along the Lake Erie shoreline, as well as Norfolk county, and as far north as Kitchener Waterloo. While growing up in Brantford, he is already beginning to see repeat and referral business due to his efforts after two years. “This has all worked out better than I anticipated,” Mackenzie shares. Additionally, Mackenzie stays open-minded and willing to explore all avenues necessary to mold him into a respected and thriving agent. He remains in touch with past clients by following the lead of successful agents in his office, including touching base through phone calls and

emails and adding all-new contacts to the CRM. Mackenzie also provides market updates and makes an effort to maintain all friendships with clients.

In terms of marketing listings, Mackenzie relies on the phenomenal backend and administration team at Pay It Forward Realty, which provides expert social media marketing strategies. “All listings go on multiple social media platforms,” he shares. Additionally, he utilizes Google AdWords, professional photography, videography, drone footage, and cover and twilight shots to ensure listings are getting maximum traction and exposure. Furthermore, each agent on the team will also market each other’s listings. Mackenzie enjoys working and interacting with people and each new day’s challenges.

“It is so rewarding to earn the trust of people who let you handle the biggest investment of their lifetime,” he shares. Mackenzie enjoys working with some of the same veteran real estate agents that his father once did. Mackenzie stays philanthropic through Pay It Forward Realty and their mission to give back to the Brantford community through monthly donations, local giveaways, and charitable events hosted throughout the year. Additionally, he stores a list of local contacts for reputable trades and services.

Lastly, Mackenzie acknowledges that real estate has been the thing he could fall back on after his diagnosis of Type 1 Diabetes a short time into his career in aviation, in addition to having two small children and his wife, who is also a pilot. Mackenzie’s plans for the future include continuing to build the momentum for growing his business and being successful. At some point, he would love to have a team. “This may be my career path after all. I am enjoying it so much and finding success,” Mackenzie shares.

To get in touch with Mackenzie, please call 204-899-4126, email mack@payitforwardrealty.ca, or visit his website or his social media platforms on Facbook and Instagram Top Agent Magazine

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RYAN DYCK It was an encounter with a brokerage owner that led Ryan Dyck to consider a career in real estate. “I was working at a golf course, and a member asked me what I wanted to do when I grew up,” Ryan explains. “I told him I wasn’t sure, but that I would probably be selling something.” The member asked Ryan to come work at his brokerage.

Taking a six month break to travel, Ryan read everything he could about real estate. By the time he returned, he was ready to hit the ground running. He earned his license and began working at Coldwell Banker Advantage, where he remains today. With a passion for helping people, Ryan feels he has found his true calling. Serving the greater southern Ontario region, much of his business consists of referrals, which speaks of his exceptional service and guidance. Specializing in investment properties, he’s able to provide unparalleled expertise, ensuring his clients are making the best decisions possible.

“We have a wide network of contractors and other professionals we can connect people with,” Ryan explains.

“So many of our investment clients return to us for that reason. We also have good systems in place to make sure we are doing our job well.” Ryan approaches each transaction with care, wanting to understand his clients’ needs. Once he knows what they’re looking for, he implements an individualized plan to achieve their goals. His buyers are impressed by his ability to find and help them attain the property they envisioned, while getting them the best deal possible. Meanwhile, sellers appreciate Ryan’s thorough marketing and advertising efforts, as he spreads the word far and wide about their listings. “I use a combination of traditional marketing such as local newspapers, social

media, and real estate websites as well as direct advertising to buyer’s looking in the area.” The properties Ryan lists typically end up selling quickly, due to market conditions and his advertising strategies.

Buyers and sellers love writing reviews about their time with Ryan. One recently said, “We had a great experience buying a property with Ryan! He found us the right property within 3 days by understanding our needs and ensuring that our time was spent wisely. Ryan is great to work with because he happily supported us in our experience, without ever letting us feel like it was a burden. It really felt like he would do anything to support us and in reality, he went above and beyond. I would recommend him for his knowledge of the area, professionalism, and the support he offers his clients.” Another wrote, “We’ve had a truly great experience working with Ryan! He’s very knowledgeable, quite responsive and would go above and beyond to find that great deal for you. Most of all he was very patient when we, first time investment property buyers, had a lot of questions. He explained each and every thing patiently and precisely. When we couldn’t make it for the walkthrough he made sure to make videos of everything for us.”

When Ryan looks ahead, he sees his business continuing to grow even as the market shifts. “We will adjust the way we do things as needed, and keep maintaining the same high service level.” He loves helping his clients and making them happy, and feels grateful to have found this career path. “It is so rewarding to share my knowledge with my buyers and sellers, and encourage them to think about things that they might not have ever noticed before.”

For more information about Ryan Dyck, please call 905-246-4303 or email rdyck23@gmail.com 26

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 27

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 28

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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SCOTT STAFFORD Scott Stafford of St. Thomas, Ontario, has built a successful real estate business over the past four years by leveraging the work ethic and collaborative mindset of a professional athlete. Alongside his partner Ron Fish, the Property Barn duo currently serve all of Elgin County in Southwestern Ontario under the banner of Elgin Realty, and they attribute their long standing success to a combination of candor, continued education, and unparalleled client services. “The past four years I’ve really enjoyed being a REALTOR®.

I don’t see myself as a salesman or anything like that – I just enjoy providing people with information and helping them the best way possible.”

Prior to becoming a licensed REALTOR®, Scott enjoyed a successful career as a professional hockey player in Germany. Afterwards, he brought his success and skills back to his hometown of St. Thomas where he became a power skating instructor and local skills coach. “I had been thinking of making a transition into another field, and one of the players I was coaching had a parent who kind of put the real estate bug in my ear. After some research, I thought it would be an amazing fit, and I haven’t looked back since.” Under the tutelage of his newly discovered mentor, Wayne DeVries, Scott acquired the industry expertise to support his innate drive and knowledge of the area.

As a native of St. Thomas, Scott is able to tailor his services to the needs of every individual hoping to buy or sell property in the area. He bolsters this knowledge by highlighting his listings with professional photography and video tours, as well as marketing through Facebook, Instagram, and their own private website.

Between the robust digital footprint and constant physical presence, the Property Barn is able to share their opportunities with everyone in the area, and they are able to easily diversify their listings portfolio: “Not only do we do residential and commercial, but Ron Top Agent Magazine

and I have done some development land for builders in the area, and farmland as well.” Their broadly cast net allows them to boast an average of forty transactions each year, and their early success has built a reliable foundation of repeat and referral clients.

Scott’s omnipresence in the tight-knit communities of St. Thomas and Elgin make the real estate business a natural extension of his predisposition. He regularly golfs at the St. Thomas Golf and Country Club, continues to play competitive hockey, and regularly trains up-and-coming athletes as a power skating coach. “I’ve tried to translate a lot of those characteristics across fields and disciplines – working hard, learning something new every day, being honest and trustworthy, and just living life to the fullest.

It makes me someone people feel comfortable with when they’re maneuvering through the entire process.”

Scott’s active lifestyle affords endless opportunities for building new relationships and networking with locals and new transplants alike. He’s grateful to contribute both his time, and a portion of his businesses’ profits, to supporting his clients and extended community.

To learn more about Scott Stafford, call 226-927-0476, visit propertybarn.ca or email scottstafford@elginrealty.ca https://

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