CANADA 1-23-23

CANADA EDITION

Are You A VALUE-ADDED AGENT?

HOW TO BUILD A TEAM

FEATURED AGENTS

KATHERINE BARNETT ALYSSA BILOUS DOMINIQUE CHENIER JEYA JEYAKANTHAN KEN IMMERSEEL KIM & GERRY LODWICK MATT AKYOL OLLIE NIETZEL REBECCA FARTHING SARAH HULL SUKHRAJ SINGH

THAT WILL WIN BIG NO MATTER ITS SIZE

WHY EMPLOYEE APPRECIATION MATTERS & Can Boost Your Bottom Line COVER STORY

STEPHANY WATSON

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

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com.

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STEPHANY WATSON

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Top Agent Stephany Watson works on one of the top teams in the city doing rural, residential, condominium and commercial transactions in and around Ottawa, Ontario, Canada.

With an in-depth understanding of homes and a creative eye, REALTOR® Stephany Watson was more than prepared for a career in real estate when the time came. Having grown up around construction sites, she had always loved homes, but decided to study fashion while doing night-shifts 8Copyright Top Agent Magazine

at her local hospital. Eventually, she got licensed in real estate and began working part-time while still doing shifts at the hospital. Fortunately, once she decided to fully commit to realty four years ago, her business was already sustainable. The past three years, it has doubled every year as Stephany Top Agent Magazine

works hard to grow her network in and around Ottawa, Ontario, Canada.

Stephany works on one of the top teams in the city doing rural, residential, condominium and commercial

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transactions. Around 50% of her business comes from repeat and referral clients, who continually seek her out because of her honesty and the high level of service she provides. “I treat every deal as if it were my own

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Last year, Stephany’s team did around 300 transactions with 68 coming from her. “Nothing makes me happier than seeing my clients’ faces when we get an offer accepted,” she says. “It is the best feeling in the world.” personal deal,” she explains. “I provide the knowledge of the market, but the final decision always rests with them.”

To keep in touch, she does coffee dates, posts on social media, and sends out emails and texts. Her marketing efforts always begin with having a professional home stager come to get her Copyright Top Agent Magazine 10

listings into top shape before they go live. She then has a full video, drone footage, and photography taken to present the properties in their best light.

“We have a lot that we do in-house for our listings, including social media marketing, internet lead generation, and graphic design,” she explains.

“We use the best professionals for Top Agent Magazine

everything else because presentation is very important when it comes to selling homes.”

Before the pandemic, Stephany was involved with Big Brother Big Sister

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helping students learn English as a second language. She’s currently in the process of applying to be a mentor for the Children’s Aid Society. While she stays very busy between work and community obligations, she loves

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spending time with her family, watching classic movies and shopping.

Last year, Stephany’s team did around 300 transactions with 68 coming from her. She is looking forward to the expansion of her team and the opportunity to mentor new agents that come in.

It’s clear that she loves the people-oriented side of the business and is more than willing to answer any questions from either her colleagues or clients.

“Nothing makes me happier than seeing my clients’ faces when we get an offer accepted,” she says. “It is the best feeling in the world.”

To learn more about Stephany Watson call 613-324-3717, email WatsonStephany@gmail.com, or visit metrocitypropertygroup.com www.

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Top Agent Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

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KATHERINE BARNETT Top Agent Magazine

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KATHERINE BARNETT

Katherine Barnett has dedicated over 30 years to building a successful career in real estate, starting in 1989 right after graduating from the University of Toronto. With a family background in this industry, Katherine hit the ground running and has never looked back. Now, she leads a team of three agents and a full-time administrator, based in Milton, Ontario. Over the years, Katherine has served a diverse range of clients in the Halton Region, including in Milton, Burlington, Oakville, Hamilton, Mississauga, and Cambridge.

With her extensive knowledge of the local market and her dedication to clients, Katherine is a trusted resource for those looking to buy or sell real estate in the area. More than half of her business derives from repeat clients and referrals, which serves as a testament to her exceptional service.

makes an effort to stay in touch through regular communication, such as sending out newsletters, inviting them to events, and even sending birthday cards. For Katherine, real estate is not just about making a sale, but also about building connections with her clients. This personalized approach has helped her earn the trust and loyalty of her buyers and sellers, many of whom have become good friends over the years. It is this dedication to

Taking a consultative approach, Katherine prioritizes building solid and lasting relationships with those she serves. She 16

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customer service that sets Katherine apart in the competitive world of real estate.

When it comes to marketing, Katherine has a comprehensive strategy, utilizing a range of tools and techniques to reach potential buyers. “We have the most amazing stagers to help prepare the properties, and our photographer is awesome,” Katherine explains. “We also provide 3D tours and post reels on social media.”

Through paid advertising, she can get her listings in front of people who are interested in the type of home she’s selling. “We reach out to our wide network as well, and send out newsletters.”

With Luxury Home Marketing and Certified Negotiation Expert designations, Katherine is equipped to guide any client through the real estate process while eliminating stress.

One recent seller raved about their time with Katherine, writing, “We knew selling a home could be an extremely stressful time, but Katherine and her team made it as stress-free as possible. From start to finish, they were there for us. The team worked together seamlessly. All of our questions were responded to promptly. I’d send a text and the next moment Katherine would be phoning me to answer my questions and ensure I understood and was satisfied with her responses. Katherine and her team were professional, dependable and at the same time compassionate, which at times was needed and appreciated. Our home sold extremely quickly in a slower market, which I’m sure was attributed to the outstanding staging, which gave me second thoughts about selling. I would highly recommend her for your real estate needs.”

Looking ahead, Katherine hopes to continue expanding her business. Passionate about helping others, there is no limit to her growth. “It’s so wonderful to assist my clients and connect with them.”

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For more about Katherine Barnett, please call 416-856-5161 or email katherine@katherinebarnett.com Copyright Top Agent Magazine 17

How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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ALYSSA BILOUS When Alyssa Bilous first got her start in real estate, she knew it was her passion. “I just love working with people and helping them,” Alyssa explains.

Today she works as a leading agent in the BC Prime Realty team, serving the Greater Vancouver Area. Her business is continuing to reach new heights, as she provides unparalleled service and support to each client.

“I always go the extra mile,” she explains. Alyssa’s attentiveness and knowledge helps her guide buyers and sellers towards the best decisions for their individual goals.

If she were to impart one piece of advice upon anyone looking to buy or sell, she would tell them to thoroughly interview their real estate agent beforehand to ensure they’re the correct person. “Be as prepared as possible, and know that every agent specializes in different things,” Alyssa explains. “It’s really about finding someone who is a good match, in terms of personality and skill.” When Alyssa first meets a potential client, she gets to know them and finds out what they’re looking for in an agent.

With strong communication skills and a background in economics, Alyssa’s strengths lie in developing solid relationships with her clients, and helping them navigate the real estate journey. For her buyers, she tirelessly searches for their ideal property, and once it’s found, she utilizes her negotiation talent to get them the best price and terms possible. At the same time, she gets her sellers the most for their properties, marketing them on social media and real estate websites. “I have professional photos taken, host open houses, and invite people from the neighborhood to come see it,” Alyssa says. “I try to be as prepared as possible to answer all their questions and be a source of information.” This typically results in homes Top Agent Magazine

selling for top dollar, and in the shortest amount of time.

Alyssa loves to educate others about real estate, so is always holding and teaching at seminars. She is also part of the Ukrainian community, collecting donations for refugees and supporting them. “I donate throughout the year to support Ukraine,” she explains.

As she looks towards the future, Alyssa hopes to serve more people of all backgrounds. “We are going to expand our team so we can help buyers and sellers who speak different languages,” she explains. “We also want to do more educational work, so people don’t get lost when they’re searching for a property.”

Seeing herself in this field for many years to come, she finds her work incredibly rewarding. “I absolutely love helping people and making them happy.

Supporting them through these times is an amazing feeling.”

For more about Alyssa Bilous, please call 604-700-7370 or email alyssa@bcprimerealty.com 21 Copyright Top Agent Magazine

DOMINIQUE CHENIER Real estate agent Dominique has always had a passion for helping people. After working in customer service for 10 years and writing a novel, Dominique was ready for a new path. After reading an inspiring article about a woman who became a real estate agent when her husband passed away, Dominique began to seriously consider entering this field. “I had a revelation, realizing many of my interests and skills were related to real estate,” she explains. She knew that this was the perfect career for her, given her natural talent for assisting others and finding creative solutions.

Determined to succeed, Dominique put in the hard work to complete the necessary courses and exams, and after just four months, she successfully sold her first house in December 2005. Since then, Dominique has thrived in her role as a real estate agent, consistently finding great success and satisfaction in helping people buy and sell properties. Dominique currently works as a solo agent, as she feels it’s incredibly rewarding to work one-onone with her clients.

“I want to be there to explain every single thing about the process,” Dominique says. “I want to see the sparkle in their eyes when they visit a home they love, and I want to be there for the papers, contracts, and inspections.” Being there for each step of the journey helps Dominique eliminate any stress, and results in a smooth, enjoyable experience for all involved. She develops lasting relationships with those she serves, which has helped her grow over the years. Serving the Beauce region as well as the greater Montreal area, her business is largely referral-based, as she delivers a high level of service to everyone she assists. Buyers and sellers in Beauce are typically looking for agricultural domains, like cottages, ranches, land, older homes, and sugar bushes. In Montreal (she serves the city, the South Shore and its suburbs), Dominique assists people in finding traditional homes, condominiums, townhouses, and more.

“I have had the privilege of serving clients from all over the world, from five continents, and I’m able to do 22

contracts in both French and English,” she explains. No matter who she is serving or what location she’s in, Dominique guides her clients throughout the process, never leaving questions unanswered.

Even after the transaction, she remains in touch, reaching out throughout the year to check on her past clients and find out how they’re doing.

Buyers and sellers love to spread the word about Dominique’s work. One recently said, “Dominique made the process of buying my first property very enjoyable. I have always felt confident with her, especially because of her honesty and knowledge of the field. If you’re looking for a professional real estate broker who is very available, patient, efficient and has their client’s best interest at heart, look no further!” Another wrote, “Dominique is professional, hard working and attentive to your needs. I have no hesitation in recommending her to my friends and they have always been very happy with the services they have received from Dominique.”

Dominique’s goal for the future is to continue building her business. She plans to stay on top of all the new rules, regulations, and market changes, and keep delivering the best experiences to everyone she serves. “I love finding the perfect match for my buyers and sellers, whether it’s the ideal home to buy or the right price to sell. It’s so exciting.”

For more about Dominique Chénier, call 514-910-7751 or email DChenier@realta.ca Copyright Top Agent Magazine

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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JEYA JEYAKANTHAN After working in the corporate world for over a decade, Jeya Jeyakanthan decided that she wanted to study real estate in 2015. By 2018, she earned her license, but she did not start working in the industry fulltime until 2021. While she is still relatively new to the industry, Jeya has quickly made her mark over the past few years as a successful REALTOR® in Toronto, Ontario, Canada where she is based. Working as an independent agent for Royal LePage Ignite Realty, she has already earned numerous awards including the prestigious President’s Gold Award last year. This December, she is set to receive the Diamond Award for her achievements.

Clients love working with Jeya because of the personalized attention she provides. She’s known for her honesty, integrity, and upfront approach, whether working with first-time homebuyers or investors. “I get to know what their tastes are and what they are actually looking for,” she explains.

“I put a personal touch on every project and it’s rewarding to know that I’m directly making people’s lives better.”

Jeya gets numerous referrals from the clients she works with and often has repeat clients who want to buy again through her. “Sometimes they even call right after we have closed a sale, wanting to do more business together,” she says. Not only does she provide excellent customer service and knowledge of the market, but Jeya is very personable and makes clients feel at ease. To keep in touch, she uses social media like Facebook as well as phone calls and emails.

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When she’s not doing real estate, Jeya is busy with other pursuits.

Originally from Sri Lanka, she owns five businesses in Canada, Sri Lanka, and India. Her motivation for keeping these companies running stems from her desire to help others. “We send all of our profits made abroad to charities,” she says. “Specifically, we support orphanages, people with disabilities, and women and children in need.”

Right now, Jeya’s focus is on growing her real estate business and network. She is currently in the process of building a cottage for herself, which is a great learning experience as she works with others going through the same process. Looking to the future, she has plans to go into the development side of the industry, but for now, she’s happy if she is helping her clients. “Seeing the smile on their face when we close on their new home warms my heart.”

For more about Jeya Jeyakanthan, please call 647-309-3091 or email Luckyexclusive5@gmail.com 25 Copyright Top Agent Magazine

KEN IMMERSEEL After a severe frostbite injury during work, Ken Immerseel was left to reconsider his career and future as a union construction worker. Unable to continue at his previous place of employment due to the severity of the injury, Ken went back to school for civil engineering and enrolled in the technologist program, where he learned about civil infrastructure. Despite the knowledge he acquired from the program, Ken had a hunch to move into real estate, an industry he was always interested in pursuing. So, Ken took the plunge, got his license through an online real estate course, and began sourcing and selling cottage homes in a niche market. His first year in real estate reigned in one hundred and fifty clients while he focused on being a buyer’s agent. Now one and a half years into the business, it is clear that Ken hit the ground running from the start.

During the first year, Ken relied heavily on social networking, securing him assets and clients. Each weekend Ken put in the work by showing homes across Southern Ontario. As a result of his networking efforts, he was able to piece together sixty-seven offers on cottages.

While the market was saturated with low-interest rate buyers, some properties sold 300,000 dollars over the asking price. Now in his second year, Ken has shifted his focus to industrial and civil development properties throughout the province. So far, he is thoroughly enjoying commercial sales.

At this point, Ken’s primary geographic area of service ranges from Ottawa to Toronto. To stay in touch with clients, Ken keeps business on a personal level and connects once a month with his clients. “I always ask clients if they are interested in other properties and then make it my priority to bring what they are looking for to the table,” Ken shares. Ken will even use cold calls until he finds the property that fits his client’s needs.

With exclusive access to thirty to forty buyer and 26

investor groups in Toronto, Ken works directly with members and agents who turn to him for his services to take on prospective properties based on his territory on the Eastern side of the city. Often this specific networking technique allows Ken to discover off-market properties and report back with multiple listings. As a result of Ken’s competence in the industry and ability to connect with clients, he is in the pipeline for twenty million dollars in volume for 2022.

Though Ken loves the business, he most loves being an entrepreneur and the flexibility to make his hours while working on his preferred terms. After Ken’s injury, he was left to contemplate his future career. Through his lens, the only option was that he would have a self-sufficient occupation, precisely what Ken has strived for and brought to fruition. Real estate, indeed, was the perfect opportunity for Ken. When Ken isn’t working, he enjoys the outdoors and hiking. Additionally, he has strong community involvement, where he volunteers for local farms and a baseball organization. When looking to the future, Ken has big plans to build himself up to becoming one of the top commercial agents between Ottawa and Toronto. “I want everyone to know my name and be confident in dealing business on an honest and professional level,” Ken shares.

ken@teamchamp.ca http://www.teamchamp.ca

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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 28

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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KIM & GERRY LODWICK Providing a full-service real estate experience, Gerry and Kim Lodwick of The Lodwick Team make every client interaction a priority. Available 24/7 to meet the ongoing needs of homebuyers and sellers, their team provides the highest level of service and knowledge to clients to keep them up-to-date on the market. From their branch office in Beaverton, Ontario, Gerry and Kim represent clients throughout the cottage country of the Kawartha Lakes and beyond. They recently won the Royal LePage Executive Circle Award in 2021, which recognizes the top 2% of RLP REALTOR®s and placed them among the top producers in the country.

Before they formed their real estate team, Kim started working as a REALTOR® in their community on Lake Simcoe. During that time, Gerry was overseeing operations of his transport company, which he would eventually sell to join Kim in real estate. They’ve been building their team of real estate professionals ever since. Each week, their team members participate in training and coaching, where they learn about the latest in marketing strategies and services specific to real estate. “Coaching on topics like negotiation are a must to ensure we are earning our sellers top dollar as well as making purchases at a verified market value for our buyers,” explains Gerry.

A significant portion of Gerry and Kim’s business is based on repeat clients and referrals. “This is the best part of what we do, as it’s validation that we are on the right track and doing all we can to be the professionals our clients count on us to be. Being ordinary is not an option for us,” Kim emphasizes. For their selling clients,

Kim and Gerry provide unparalleled marketing solutions for every listing.

They start by offering their Exclusive Seller Guarantees, which come with an assortment of options. Their strategies for promoting listings include a feature on all social media outlets, drone footage for videos, 3-D tours and traditional print mail-outs. “Should you be buying or selling a property with our team, regardless of the size, condition or value of the property, you’ll receive 100% of our efforts. We provide an extraordinary service that people can rely on from start to finish. Our clients know we are there for them,” says Kim. Sponsoring numerous events in their community, Gerry and Kim are well known for their generous charitable efforts. They both support local children’s sports teams while Kim is a member of the Beaverton Lions Club and Gerry is a Mason and a member of the local Curling Club. One of their favorite ways to spend down time is to get out on the lake with their family. Their kids are all adults now, but making time for fun adventures and family memories is a top priority.

As they look to the future, Gerry and Kim are concentrating on expanding their reach into nearby local markets where they know their approach to real estate can help homeowners and home buyers alike. They are always looking to grow their team with professional talent and are excited that their son-in-law is joining the team. “This can be a demanding business to be in but it’s also very rewarding,” says Gerry. “Making people happy, learning new things, and holding onto the desire to do and be better are daily motivations. We are always growing as a team.”

To learn more about Gerry and Kim Lodwick at the Lodwick Team, call 855-606-SOLD, email teamlodiwck@gmail.com or visit teamlodwick.com https://

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MATT AKYOL Matt Akyol made the decision to pursue real estate after the pandemic put his career as a pilot on hold. He was always drawn to this field, as he’s passionate about making a difference in the lives of others. His unique skills as a pilot have also helped him flourish as an agent. “I was always multitasking when I was an airline pilot, and that’s something that is really important in real estate,” he explains.

“And communication is also key.” Working with RE/MAX West Realty in the greater Toronto area, Matt has seen his business skyrocket. He’s already completed close to 100 transactions in the span of 15 months, and shows no signs of slowing down. By dedicating himself to his clients and doing everything possible to create a smooth transaction, Matt has set himself up for success.

Originally from Turkey, when Matt moved to Canada, he knew he wanted to take advantage of every opportunity that came his way. “My motivation is to do my best in whatever I’m doing,” Matt explains. This results in happy clients who feel heard and taken care of, as he makes sure no stone is left unturned. “I have a lot of empathy for my buyers and sellers,” he says. “Some agents just want to get a deal done quickly and be done.

I take my time with my clients and get to know them, I never rush them on making decisions.” Matt understands that this is one of the largest transactions a person can make, so he wants his clients to be confident they’re making the right choice. He offers advice and shares his knowledge, but gives them space to make their own conclusions. Clients appreciate his patience, and after the transaction is over, they never hesitate to tell their friends and family about him.

at every step,” Matt explains. “I’m transparent and tend to all the details. I want them to be comfortable at all times.” This results in clients trusting him wholeheartedly, knowing he only wants what’s best for them.

During Matt’s free time, he’s enjoying everything Toronto has to offer and constantly building new connections. “I love meeting new people,” he explains.

“Having flown all over the world, I find it exciting to talk to people from all different backgrounds.” He’s also spending time planning for his future, as he wants to keep growing in his career. “I have a tremendous amount of motivation to succeed, and I can’t wait to see where this path leads.”

akyolmatt@gmail.com http://www.remaxwest.com

Matt develops lasting relationships with those he serves.

Starting off each client with a kickoff meeting, he gathers all the information he needs to guide them in their real estate journey. “The customer is my boss, so I provide them with all the facts and communicate with them 30

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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OLLIE NIETZEL Hardworking and self-motivated, Ollie Nietzel has flourished as a real estate agent in the greater Vancouver area.

He got his start several years ago after working on tugboats. An injury led Ollie to explore another path, so he decided to earn his real estate license. “I was lucky to be mentored by an outstanding agent named Geoff Golding for six months, and he taught me the importance of not only being respected by our clients, but our peers as well,” Ollie explains. “And I also have my wife, Kirsten, to thank for my success. She made sacrifices and supported me throughout the beginning of my career. Without my family, I wouldn’t be here.”

Today Ollie works as a solo REALTOR® with an assistant by his side. Much of his business is referral-based, as he goes above and beyond to meet his clients’ needs.

He spends most of his days working to achieve their goals, but he wouldn’t have it any other way. “I am really loving it, I wouldn’t trade it for the world.”

Ollie knows his clients are making one of the biggest decisions of their lives, so he’s committed to making the process as easy as possible. He educates them throughout every step, ensuring they know what to expect next.

Communicative and always reachable, Ollie is there for each client he serves, ready to listen and answer questions. “I put in a lot of hours and pay attention to the details,” he explains. When it comes to his listings, Ollie works diligently to spread the word, advertising online and through the MLS. He also hosts open houses and makes sure to capture the properties in their best light with high quality photographs. Once the transaction is over, he maintains relationships with his buyers and sellers, sending them gifts during the holidays and dropping by to say ‘hello.’ “I’ll also reach out on social media,” Ollie says.

Clients are eager to tell others about his work. One recently said, “Ollie is a very good agent. With today’s busy market he sold our townhouse over asking price Top Agent Magazine

within a week. Although there were many challenges, Ollie’s amazing hard work made buying easy. Ollie is very knowledgeable, professional, punctual, compassionate and pays great attention to details. He was always available when we needed him. The listing for our house was beautifully done. We had a great experience that met our expectations and would definitely work with him again. I highly recommend working with him. Thank you Ollie.”

Ollie regularly donates to organizations in his community, including the BC Children’s Hospital. “A portion of every commission is donated to them, which I’ve been doing since day one of my business,” he explains. When he’s not working, Ollie loves playing golf and spending time with family, including his kids and his wife, who he credits for his success. “I give her all the credit because she’s had my back the entire time, I don’t know where I would be without her.”

It’s safe to say Ollie has found his calling in life. His passion for this industry is undeniable. “I take pride in being able to help people make a move and coaching them through that. At the end of the day, if they’re happy, then I’m happy.”

For more about Ollie Nietzel, please call 604-240-9762 or email ollie@ownre.ca 33 Copyright Top Agent Magazine

REBECCA FARTHING Through dedication and hard work, Rebecca Farthing has become a formidable force in real estate. She was always intrigued by interior design and the real estate world, so after working for a property management company, she decided to get serious about becoming an agent.

“I started volunteering in various positions to gain experience, and then earned my license,” she explains. Several years later, she has a thriving business in the greater Peterborough and Niagara region.

Much of her work consists of repeat clients and referrals, as she provides a high level of service. “I am very caring, I really want what is best for my buyers and sellers,” she explains. “So I often get calls from my clients’ friends and family when they have real estate needs.” Rebecca understands how stressful this time in life can be, so she aims to eliminate concerns, making the process as easy as possible.

Approaching every transaction with honesty, integrity, and a commitment to putting her clients’ needs first, Rebecca believes in being upfront and transparent at every step. She never pressures them to make decisions that aren’t right for them. Instead, she focuses on relationship building, getting to know her clients and becoming their friend in the process. This not only helps to establish trust and a sense of comfort, but it also helps make the real estate process more enjoyable for everyone involved. Rebecca’s clients appreciate her work and trust her to guide them through the journey with care.

Rebecca is deeply rooted in her community, having been born and raised in Peterborough. Her father, Randy Farthing, instilled in her the importance of hard work.

“He and my family owned and managed Peterborough Locksmith, so I was always helping him unlock doors and cars for people,” Rebecca explains. From a young age, she was heavily involved in sports, acting, modeling, and dancing. She even graced the cover of Canadian Family Magazine at the age of 10. Rebecca’s family is 34

also very active in the community, particularly in the sports world. Her cousin Mark Farthing, who played lacrosse at Brock University (St. Catharines, ON), later went on to coach at Trent University (Peterborough, ON). Rebecca’s mother, who worked for the police station, is also well known in the city. Rebecca’s involvement in various jobs and activities throughout the community has helped her build strong relationships and connections that she has been able to leverage for her career in real estate.

As her career progresses, she has her sights set on potentially earning her broker’s license and starting her own office.

Ultimately, Rebecca’s goal is to build a successful team of like-minded individuals who prioritize their clients’ needs. Wherever her path leads, she will enjoy each second of it. “I love helping people and seeing them succeed, it’s a great feeling.”

For Rebecca, money is not the main motivation for her career, but rather the opportunity to inspire others and show them that with determination and hard work, they can achieve their goals. “I just want people to know anything is possible if you set your mind to it.”

For more about Rebecca Farthing, please call 705-875-8672 or email rebecca.farthing@century21.ca Top Agent Agent Magazine Magazine Copyright Top

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 35

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 36

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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SARAH HULL With a natural talent for sales and marketing, it’s no surprise that Sarah Hull has a flourishing career in real estate. After working in the corporate field and opening her own fitness facilities, she decided to become an agent. “Growing up, my family moved 18 times,” Sarah explains.

“We were always renovating homes and selling them. So design and the entire real estate process was a big part of my life.” Sarah felt right at home as a REALTOR®, and is still thriving in this field fourteen years later. She recently helped Keller Williams open their luxury sales division in the Durham Region of Ontario. “My average sale value is the highest in the region, so my brokerage noticed and asked me to lead this division,” she says. Much of her business is based on referrals from past clients, as she provides a high level of service.

“I have a very unique approach to my work,” Sarah explains. Working directly with a designer, she stages every detail of a home, including paint, curtains, lighting, furniture, and more. “Our designer goes into each space and creates a design summary to prepare the home for sale. We have thousands of square feet of inventory to pick from, and we’ll pull the furniture we need to stage it properly. With these luxury homes, it’s common for people to under furnish them, so it’s critical to make sure the property is beautifully presented.” It’s a completely hands-off process for her sellers, as Sarah organizes all services and quotes. “It’s a full concierge service, so there’s nothing for our sellers to do, we just create

a stunningly designed home and bring it to market.” Sarah’s efforts result in a shorter amount of time on the market and a higher sale price.

Sarah offers the same attentive service to her buyers. One recently said, “It is an absolute pleasure to work with Sarah and her team. There is no one out there who knows the market and the business more than her. I was recently telling my husband that I miss looking for houses because it was so much fun with Sarah! I missed our fun conversations, and I missed picking her brain about house design stuff. The staging she and her team do is unbelievable. My husband and I have used her services many times and have referred her to our friends many times. No doubt Sarah is the best in the market! You will not be disappointed!”

When Sarah isn’t working, she’s giving back to the community. She donates furniture to a local women’s shelter and is always looking for ways to stay involved. During any free time, she relaxes with family. Sarah also loves traveling, attending concerts, and experiencing the culture of her city.

Sarah’s sights are set on growing her team, refining her work, and providing an even higher level of support and attention to her clients. “There really are no gaps in terms of my process, so I think I will just continue to create a better customer experience and make my clients happy.”

For more information about Sarah Hull, please call 905-922-0167 or email sarah@sarahullteam.com Top Agent Magazine

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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SUKHRAJ SINGH For the past ten years, Sukhraj Singh has been working in sales, starting with doing direct sales for a water purification company. Within five years, he had progressed to being a general manager and realized that he had hit a cap on his professional growth. With both parents in real estate, Sukhraj knew the industry well and the opportunities it offered to be your own boss and rise according to how much effort you put in. After working for several agencies, Sukhraj decided to join Re/Max Metropolis Realty where he was introduced to the commercial side of real estate. With the high level of knowledge and professionalism required of the job, commercial real estate proved to be the perfect fit for someone like Sukhraj who lives for a challenge.

In his spare time, Sukhraj is involved with community events and organizations. He also participates in REALTOR® days at local banks, where he answers the questions of people looking to take out a mortgage on a new home.

In the short term, Sukhraj is working towards having all of his business fall on the commercial side of the industry.

He plans to expand in the next few years, both in number of sales as well as building his database of clients. Eventually, Sukhraj would like to oversee his own team. “The most important thing in this business is to not compare yourself to others,” he says. “As long as you do this and stay consistent, you will eventually make it.”

Sukhraj represents clients throughout the Markham, Ontario, Canada area, focusing on commercial properties in the west and residential homes in the east. Over the past four years since he became licensed, he has built his business from scratch. “The more exposure you get from the beginning, the more you can confidently hunt for new business,” he says. “Word of mouth spreads faster than anything else.” Taking the advice of one of his favorite real estate coaches, Sukhraj goes through his database every four months and connects with clients he hasn’t recently spoken with. His team also has innovative marketing techniques that help promote his listings and keep Sukhraj top-of-mind.

For clients who need him, Sukhraj is always on call.

Instead of his previous 9 to 5 roles, being a REALTOR® requires a certain level of flexibility and a willingness to jump at a moment’s notice to help solve problems.

“In this job, if you put in the work, you are rewarded. If you don’t, you walk away with nothing,” says Sukhraj.

“This inspires me to keep moving forward and making sure that I put in more effort than the day before.”

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To learn more about Sukhraj Singh, please call 647-330-6937 or email sukhrajrealestate@gmail.com 39 Copyright Top Agent Magazine

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