CANADA 1-9-23

CANADA EDITION

5 Lessons from Silicon Valley to

Modernize and Monetize Your Business COVER STORY

GILBERTE LEFEBVRE FEATURED AGENTS

DAVID BOCTOR ERIC A. HUDZ REBECCA McGARVEY SHERRI COBUS TONY & LEDI ALUSHI

MY CRYSTAL BALL: You CAN Predict You’ll Be Successful Selling Real Estate

Playing the Real Estate Matchmaker—

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them

What the First Thing You Do After Work

SAYS ABOUT YOU

mailto:mag@topagentmagazine.com

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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GILBERTE LEFEBVRE

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Top Agent Gilberte Lefebvre works with Royal LePage, serving the greater Montreal area and works mainly with referrals and repeat clients.

When Gilberte Lefebvre first started working as a real estate agent nearly 20 years ago, she knew it would be her lifelong career. She began going door-to-door in her neighborhood, telling neighbors about her work and letting them know she could help them with any real estate related tasks.

Hoping to grow her client base, she called 8Copyright Top Agent Magazine

the owners of expired listings and offered them home staging services to sell their property faster. This helped her business grow, and Gilberte continued to network and learn from other agents as time went on. Before long, she was thriving as an agent. Today, she’s still loving her work and has no plans to stop. Working with Royal Top Agent Magazine

LePage, she serves the greater Montreal area and works mainly with referrals and repeat clients.

Gilberte has enjoyed a long, successful career, and she credits this to her ability to stay transparent and work hard. “I always

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answer directly,” she explains. “I don’t waste time. I call my clients regularly and report on the number of people interested in their property. I want my customers to know that I’m always there for them.”

When she’s assisting her sellers, Gilberte markets properties extensively, both online

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“I don’t waste time. I call my clients regularly and report on the number of people interested in their property. I want my customers to know that I’m always there for them.” and in person through discussions with colleagues and people in the community. She offers staging for all of her listings, with the cost included in the brokerage fee. “The client only pays if the property is sold,” Gilberte explains. Her approach results in listings selling quickly and for top dollar.

After working together, clients leave positive reviews about their time with Gilberte.

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One recently said, “Gilberte does more than other real estate brokers. She is a passionate and dynamic woman who does not have her tongue in her pocket. She does her homework really well and is always on the mark. I introduced Gilberte to my landlord who still hadn’t sold his duplex after three years of being put up for sale. three weeks after her arrival in the sale process, Gilberte already has several purchase Top Agent Magazine

offers. Thanks to her, the duplex was sold within only 3 months.”

During Gilberte’s free time, she loves giving back to the community. Two evenings per month for the last 9 years, she volunteers at ‘Tel Aide,’ where she talks with

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people who need help. She has supported ‘Youth Centres’ for 15 years, and has attended all benefit fundraisers for the past 12 years. A portion of her sales for the past four years has been donated to ‘A Roof for All’ which offers homes for abused women. Gilberte is also involved with

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‘Nutrition Sans Fontières,’ which takes part in self-sufficiency projects that empower communities to reduce malnutrition around the world.

In the next few years, Gilberte hopes to form a team of 3 to 4 brokers, write a book,

and start hosting conferences at her brokerage. She’d love to share her knowledge with other agents by becoming a coach as well. Wherever her path leads, Gilberte will undoubtedly enjoy each step of it. “I love meeting new people. I want their experience to be extraordinary.”

For more information about Gilberte Lefebvre, please call 514-953-5313 or email gilberte@gilbertelefebvre.com

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 14

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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ERIC A. HUDZ Top Agent Magazine

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ERIC A. HUDZ

With a background in architecture, Eric A. Hudz got into real estate investing in 2010.

After finding out that he had a passion for it, he decided to move from his previous career into a career as a REALTOR® in 2015. As a sociable, active person with a lot of knowledge of the market, Eric turned out to be a perfect fit as a REALTOR®. Since his start in the industry, he’s quickly progressed up the ladder, eventually being recruited for his current position. Today, he serves as the team leader of the Mogul Realty Group in Vancouver, Canada, overseeing the six agents in his office. Known throughout the area for his exceptional service, Eric brings knowledge, experience and a high attention to detail to every home buying and selling transaction.

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Originally from Los Angeles, Eric has lived in Vancouver since 1996. Over the years, he’s built a strong referral network in his community that has resulted in a steady stream of business. At least half of his business comes from referral and repeat clients who return to buy or sell through him again. “I really care about all of our clients and make sure every-

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one gets the same level of attention,” he says. In addition to working with clients, Eric also spends a lot of time training the other agents in his office. “The coaching side is very fulfilling for me. I love seeing others succeed.”

To keep track of all of his clients, Eric uses a CRM that organizes his large list of leads and past clients. “This year we’re focusing on nurturing past clients and referral partners,” says Eric. To show his appreciation for them, he sends handwritten notes and visits his clients over the holidays to check in and wish them well. He also sends out fun gifts throughout the year, like boxes of full-size candy bars on Halloween.

When it comes to marketing, Eric has professional photography, videography, and drone footage taken to capture all the details of his listings. In addition, Mogul Realty Group has a full-time marketing person who oversees all of their traditional and digital efforts.

Last year, Eric achieved $50 million in sales from 64 transactions. Looking ahead to 2023, he plans to keep building the team in Vancouver. As they continue to scale, he and his office are concentrated on building a network of clients that they’ll work with for life. “I love working with first-time homebuyers because I can show them how easy and stress-free the process of home buying can be. They come back knowing we’ll provide the same high-level of service every time.”

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To learn more about Eric A. Hudz, call 778-881-7577, visit mogulrg.com www.

or email eric@mogulrg.com Copyright Top Agent Magazine 17

My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla

Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either.

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business.

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine

sell them a home. We know that’s not the norm, though.

Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression…

Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

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Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

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SHERRI COBUS Top Agent Magazine

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SHERRI COBUS

Sherri Cobus of Renfrew, Ontario, has built a successful real estate business by combining her inexhaustible passion for the industry with a penchant for interpersonal networking.

“I love it all – I am just obsessed. I’m a people person, and I love helping people take care of their biggest investments throughout the entire process – the negotiating, the house hunting, the whole ‘kit n’ kaboodle.’ Especially after we’ve left the closing table. I have a large network in the area and I know all of the contractors which helps me make sure people get taken care of.”

Originally, Sherri intended to enter the world of real estate straight out of high school, but she was encouraged to pursue a university degree by her grandfather (who himself was a builder). “The best advice I ever got from him was to do real estate as a second career, so I got my secondary education and went on to work at Ontario Housing for thirteen years as Community Relations Officer. One day at 22

church, Cathy O’Neil, whose husband owns the Royal LePage here in Renfrew, she overheard me say I had always been interested in real estate, and when she approached me about it my husband said, ‘Your eyes immediately lit up – you should do it!’” With that gentle push and constant support, Sherri left her government job to obtain her license in 2002 and launched her enterprise.

Her experience at Royal LePage, combined with her professional exposure working with government housing, created a springboard for Sherri to form her own business; a journey she embarked on two and a half years ago.

Presently, she works as a solo agent (alongside a collective of seasoned agents who entered the profession alongside Sheri) with eXp Realty, boasting fifty-three average transactions annually and a book of business that is eighty-five percent repeat and referral clients. Sherri attributes her success to her high Top Agent Magazine

energy disposition and her unquenchable thirst for all things related to the field. “I’m constantly reading and learning. When I’m in my car I don’t listen to music – it’s either The Richard Robbins Show or The Brian Buffini show. I’ve had extensive training with Brian Buffini coaching over the years, and I love to keep learning.” Her diligence has been recognized as a Diamond Award winner with Royal LePage, and she maintains the prestigious ICON status with eXp Realty each year, alongside the People’s Choice Diamond Award she has earned for the past five years as favorite real estate broker.

In addition to her thirst for knowledge, Sherri is proud to continue leveraging her expertise in her everyday life alongside her husband. In 2022, the couple purchased land alongside the Trans Canada Highway and built a storage facility to alleviate a desperate need. “Storage is such a commodity, and when I have buyers or sellers that need temporary storage in between houses, I’m able to keep a couple of units set aside for them. It’s just one more thing I can take care of, and I enjoy practicing what I preach by investing when I get the chance.”

With her position thoroughly cemented in the industry, Sherri is excited to “get back to basics” in 2023. “I think this soft recession will bring a lot of opportunity, especially if you’re willing to get in front of the public and do some open houses. That’s where I got started and it’s where I’ve always done my best work.” She is excited to share her breadth of insider knowledge with the new agent she recently agreed to mentor; and hopefully, with the help of a soonto-be hired concierge assistant, she will be able to continue growing her business, while still spending time snowshoeing with her two dogs and traveling with her husband.

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To learn more about Sherri Cobus, visit sherricobus.exprealty.com, email sherri.cobus@exprealty.com or call 613-432-1947 www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

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appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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DAVID BOCTOR David Boctor of Hamilton, Ontario, builds his real estate pursuits on an unwavering dedication to integrity and client satisfaction. “It’s not just real estate that we do. In a very real sense, we’re negotiators, mediators, even therapists for some couples during their home search, but more importantly, we’re a gateway to the truth for our clients. There’s a lot of problem solving and navigating – that’s what makes this job different from others – and when you sincerely serve your clients you become part of their family. That’s the most rewarding thing.”

David’s introduction to real estate was unorthodox, but tremendously impactful. Nine years ago, while he and his wife were house hunting, he found himself in dire straits one evening when an unlikely Samaritan stepped in to lend him a hand. “I was working in organ transplant and had just gotten off a very long shift, and I just wanted to get home to get some sleep. I crashed my car on the side of the highway, meanwhile fifty or sixty cars drove past me. The man who finally stopped and got out of the car to check on me seemed familiar – it turned out to be Chris Knighton, the agent who represented the sellers of the house we purchased.”

After being faced with ethical and medical hurdles in his current career, David was forced to reevaluate, and he came to a natural conclusion. “I thought to myself, ‘I just want to do something different; do something for myself.’ When I thought about the vision of success, my friend Chris was the only person who sprang to my mind, so I approached him and told him I wanted to get into real estate.”

It’s been nearly two years since David became a fully licensed REALTOR®, and his business has grown

exponentially working alongside Chris Knighton at Keller Williams. “The structure we have for the team is a mindset driven mentality – the accountability is incredible. Our motto is ‘Build trust with our clients so they can build better futures.’” David embraces this motto to its extreme, holding honesty above all other virtues to the point where it temporarily undermines his profit margins. “One of the things I pride myself on is that I don’t let people walk into bad investments. I’ve been told I’m painfully honest, but I would rather have someone unhappy for a day now than devastated down the road. A lot of people chase the commission, I chase the relationship – that’s what leads to referrals.” David has already built a foundation of repeat and referral clients servicing everything between Brampton, Halton, Hamilton, and Niagara Falls in Ontario.

As an extension of his business practices, David and The Knighton Team go to great lengths to share his prosperity with his greater community. “Canada Day is a staple celebration for us, and we also do an annual pumpkin dropoff for Thanksgiving – that’s one way we brand our team. We try to reach out to each client every quarter over the year, but I much prefer to meet in person at an event or when I go door knocking.”

When he’s not expanding his network or meeting new people in his hometown, David says his favorite thing to do is “get run down by my three boys, with my wife Mariam. It’s all hands on deck – between basketball, soccer, church, and real estate, it’s everything a man could ask for, and everything I could handle! All four of them have been so supportive, especially when I was transitioning to real estate. None of this would be possible without them.”

To learn more about David Boctor, visit a1-ws-realtor-pr-stage.realtor.ca, email david@knightonrealestate.com, or call 647-772-0465. www.

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 28

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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REBECCA McGARVEY Rebecca McGarvey loves to make people’s dreams come true. In fact, she was helping someone reach their goals when she got into real estate. Her then husband was a partner in an electrical company that wanted to invest in real estate. “My ex-husband’s business partner at the time had said, ‘Rebecca, you should get into real estate. You know, a lot of people.’ So, I started my career in 2008 and then moved to RE/ Max Jazz, where I’ve been since 2009 and I haven’t stopped,” she says. “I love what I do.”

At the first glance it may look like Rebecca is just selling a lot of houses, around 52 so far this year. But what she does is deeper than that.

She heads a team of two agents and an administrator that act as advisors teaching the buyers and sellers in the Durham community about everything from foundations to financing. “I don’t think I’m a pushy agent.

I educate my clients. When I’m working with them to purchase a home, I’m very detailed. We walk outside, look at the foundation, look at all the major issues,” she says. “And I actually flip houses now, and invest in real estate. So it just kind of helps, being a real person to them.”

Rebecca never forgets that her clients are real people, too. She understands that the process of selling a house can be daunting, so she goes out of her way to make the transaction as painless as possible. “I enjoy making people’s realities, I-go-above-and-beyond type of thing. I’ll make sure that they’re at the proper lenders.

I’ll make sure that I try to get it done for people. I make people have a good experience when we’re selling real estate with them,” she says. In turn, she has earned an 85-percent repeat and referral rate. “I try to make people feel very welcome and happy with what they’re doing and try to stay positive all the time.”

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Rebecca’s welcoming vibe extends to her listings. Showcasing her personality as much as the property, Rebecca offers a peek into each listing with guided, narrated video tours. She calls them The Real Estate Connexion. “I’ll introduce myself, ‘Hey, it’s ‘Becca, your Real Estate Connexion’. And then we do a walk-through with video with me talking in more detail about the house,” she says. “I’ve got a lot of followers, and I’ve actually gotten three listing appointments just in the last two weeks because of the marketing that we’ve started doing on Instagram, Tik Tok, Facebook.”

When she is not working, Rebecca likes to spend time in the Caribbean. She has investments in Belize and hopes to grow her business there in the future.

“I enjoy flying down there and learning more and getting more people down there investing,” she says.

“There’s a lot of people retiring down there, and I think there’s a lot of opportunity in real estate down that way as well.”

Contact Rebecca at 905-260-4305, email rebecca@rebeccamcgarvey.com or visit rebeccamcgarvey.com www.

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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.

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 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.

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 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 self-reflection. 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 MORE POSITIVE

BE WILLING TO LEARN

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.

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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TONY & LEDI ALUSHI When it comes to offering their clients a comprehensive, boutique real estate experience from beginning to end, the Tony and Ledi Real Estate Team truly stands apart. Before turning to real estate, Tony was a successful construction business entrepreneur for 15 years and Ledi holds a Degree in Civil Engineering.

The husband-and-wife team managed and operated their business with a track record of outstanding results and over 2,500 projects. In 2015 the pair got their real estate licenses, and the rest is history. “We see our work not just as being real estate agents,” Tony says. “We don’t buy and sell real estate; we change people’s lives.”

Tony and Ledi’s ability to listen and understand their clients’ needs has allowed them to achieve their clients’ goals and exceed expectations. Their personable and professional character allows them to build and maintain solid relationships, which explains why 70% of their business comes from referrals and repeat clients, a sure sign of the trust and confidence their clients place in them. “We have a huge database of 5,000+ Buyers in Waiting, and we have excellent relationships with our past clients. They always refer and come back to us,” Ledi says. The remainder of their business is thanks to their robust social media presence. The team boasts thousands of followers, videos and reel views across all social media, which means their listings have tremendous reach.

Tony and Ledi’s business covers all real estate segments, from first-time homebuyers to move-up buyers, Cottage, Divorce, Empty Nesters, Luxury properties, Land, Commercial and Sale of Business. Tony prides himself on being a one-stop-shop buyer and seller agent.

Combining his dedication and experience, he has an outstanding experience in commercial real estate. Ledi is a

Certified Luxury Marketing Specialist and has achieved Guild Status, recognized as an achievement in luxury markets worldwide. She is also a certified International Home Stager, Decorating and Design Professional.

“I’m very keen about staging,” she says. “My next project is to open a luxury staging and designing company. I am very hands-on, and I like to do all the staging and decorating myself.”

When marketing their listings, Tony and Ledi have one-of-a-kind State-of-the-Art Marketing with Cutting Edge Technology and Digital Marketing. “We are not real estate agents as much as marketers,” Tony explains. “We are part of a wonderful organization and work with one of the best coaches in North America.

We have the Unique Home Sold Guarantee and Trade up program. We have a lot of channels.” They also host “everyday open houses” for their listings to make them more accessible to prospective buyers. With Tony as REALTOR®/ Team Leader and Ledi as Broker, the pair serve the Greater Toronto Area, Ontario, USA and Europe.

Giving back to their community is important to Tony and Ledi. They like to help the Albanian-Canadian community and donate to worthy causes. When they’re not working or giving back, Tony and Ledi enjoy fishing, swimming, concerts, and spending time with their three children and cat. Their love and passion for cultures drew Tony and Ledi to master and speak four languages each.

Looking toward the future, Tony says, “We plan to expand and hire more agents. We are a DYNAMIC Boutique Real Estate Team and we want to offer clients custom, in-house services! We love doing this, and we want to continue serving our clients. Our motto is ‘The Best is Yet to Come.’”

For more about the Ledi and Tony Team, call 647.886.6874, visit tonyledi.com or email Info@tonyledi.com www.

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