CANADA 2-6-23

CANADA EDITION

COVER STORY

DAN MAYER Smarter Emails How to Send

FEATURED AGENTS

CLAYTON DIEBERT DANIEL KIROUAC DAYTON ZHAO LARRY PICKLE MARK VERZYL OLGA PUDELKO SUBRAT NAYAK THERESA BEAUDRY

Small Yard?

Big Statement: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

MAKE SOCIAL MEDIA MARKETING Your Calling Card

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

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

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 4

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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DAN MAYER

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Top Agent Dan Mayer and business partner Lysanne Brault serve the greater Ottawa region from their office in Orleans and offer a fully bilingual service. While they specialize in the city, the team also handles countryside properties.

Dan Mayer spent nearly two decades working for the federal government before an interest in real estate and a desire to work with people inspired him to change careers. While he received a real estate license in 2009 and was practicing real estate part-time in the 8

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Province of Quebec, a move to Ontario in 2013 was the catalyst for Dan to complete an inter-provincial exam and to eventually launch his career as a fulltime real estate agent. Today, Dan is a top-selling agent with a loyal client base and bright prospects.

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Dan and business partner Lysanne Brault serve the greater Ottawa region from their office in Orleans and offer a fully bilingual service. While they specialize in the city, the team also handles countryside properties and has the expertise to advise clients on properties that lie outside the municipal service area. After working together since 2016, the team will be transitioning later this year as Lysanne retires and Dan hires an assistant in the coming year.

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Dan’s business is intentionally based almost entirely on repeat clients and referrals. The team attracts clients they relate well with and gives them worldclass service. Beyond buying and selling properties, they often fill the role of go to people for after sale service, helping to connect clients with professionals in their trusted network. Dan keeps in touch with clients through social media and with personal touches like delivering Christmas wreaths giving him a

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Dan’s efforts have resulted in increasing sales year over year with more than 65 transactions and over $20 million in sales last year. He also achieved the Red Diamond Award in 2021 which recognizes the top 2% of Royal LePage agents in Canada. chance to reconnect with his clients on a personal level. Dan says these client relationships are the most satisfying part of his job.

To market listings successfully, Dan believes in getting as much exposure as possible. He uses professional staging Copyright Top Agent Magazine 10

services when required (or virtual staging), professional photography, and introduces the property via video tour and adds drone footage to showcase special features such as a swimming pool or proximity to landscape features. Dan’s team invested in building a highly functional, bilingual website

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to further highlight property listings.

These efforts have resulted in steadily increasing sales year over year with more than 65 transactions and over $20 million in sales last year. Dan also achieved the Red Diamond Award in 2021 which recognizes the top 2% of Royal LePage agents in Canada.

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Dan values contributing to the local community and giving back to those in need. He donates a percentage of annual sales to the Royal LePage Shelter Foundation which is dedicated to funding women›s shelters and helping women and children to escape violence. He also sponsors local

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events, festivals, and sports teams. Dan spends his time, when he’s not working, enjoying his wife and two children, often at the family’s cottage. Going forward, he hopes to continue growing his business and expanding his team.

Personable and dedicated customer service is Dan’s main business priority. Helping people while achieving his own work-life balance is the sweet spot for the continued success of Dan’s real estate business.

To learn more about Dan Mayer, please call 613.315.8363, email dan@lbhome.ca or visit lbhome.ca www.

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Phil Grandmaitre congratulates

DAN MAYER

on being featured for Canada in Top Agent Magazine!

PHIL GRANDMAITRE 613-837-1010 | phil@gvelaw.ca | gvelaw.ca https://

2628 boul. St. Joseph Blvd. Ottawa (Orléans), Ontario K1C 1G3

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 14

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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OLGA PUDELKO

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OLGA PUDELKO

Olga Pudelko of Montréal, Québec fuels her real estate business by leveraging the keenly trained eye of Art Gallery Director with a steadfast dedication to a “humanist” approach to the industry.

“I really found myself in this profession – it was a revelation for me. Every day you get to meet someone new, and taking care of their biggest decisions makes you so close. You become a friend, an advisor, even a psychoanalyst, and on top of that you have to be able to negotiate with the business stakeholders to keep everyone happy. I used to think this job was easy, but I fell in love with it because of how challenging and complicated the work can be.”

useful professionally.” After obtaining her license, Olga realized that her past experience gave her a significant advantage for her clients: her expertise became the backbone of her enterprise when she added professional staging to her repertoire, and her business has since taken off. “I added it to build my career, but it actually ended up being the source of most of my referrals. I never had to cold call or do solicitations because clients, and even other REALTORS®, would get in touch with

Prior to becoming a REALTOR®, Olga was an Art Gallery Director. “From the age of twenty-five until thirty-nine, I was always working in art, but I was passionate about interior design. Everywhere I was going, I was trying to make the world more beautiful, but I just did it for my friends – I never thought it would be

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me just for my staging and repairs. It’s also why, even in today’s market, I was still able to sell my final two homes of the year above asking price.”

Today, in 2022, Olga works as a solo agent with Royal LePage servicing the entirety of Montréal and surrounding regions. She boasts a book of business that is one hundred percent repeat and referral clients, and while her prior career as an artist plays an important role in her work, Olga attributes her success to her social disposition, candor, and sincerity. “It’s an emotional experience, so when someone tells a friend that I have a ‘very human approach,’’ that means a lot to me – people trust me because I respect them, I’m not pushy, I don’t count my transactions, and I always make sure that people lead with their hearts. I repeat to all of my clients: ‘You have to feel it. Whatever you do, you have to feel it in your heart – if you don’t feel it, don’t go with it.’”

Olga is excited to spread this inspiring mantra with all Quebecers, especially the young children of the after school program “Croquarium, a Garden for Each Child. “This organization is very touching to me. With the way our world is going, I want to see young minds return to ecology, so I started participating and donating to this cause. Seeing the beauty of the gardens while teaching people to care for the earth is just something I’m passionate about.”

Olga plans to continue connecting with clients and community alike, and her business model for 2023 and beyond reflects her dedication to humanity: “I want to continue just like this, giving my clients the best of what I can give; I want to keep that human approach. I already have so many clients that just following up with them keeps me busy – it’s not about how many transactions I make, it’s about how many people I make happy.”

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To learn more about Olga Pudelko, please call 514.570.0931 or email olga.pudelko@royallepage.ca Copyright Top Agent Magazine 19

Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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CLAYTON DIEBERT While working in another field, Clayton Diebert discovered the power of investing in real estate. “I started reading books about investing,” he explains. “Then after I bought my first house I continued analyzing properties, running numbers, and finding homes with good cash flow for my friends.” Eventually, Clayton realized he might want to pursue this as a career, so he earned his real estate license. Clayton created a thriving business in the Fraser Valley of British Columbia, and now he’s bringing his skills to another area: Mexico. With much of his business based on referrals, those who work with Clayton appreciate his vast knowledge and support.

“I keep in contact with lots of people,” he says. “If I’m driving home from somewhere, I can stop at three different people’s houses on the way home just to pop by and say hello.” Clayton forms strong connections with his clients, eliminating stress throughout the buying and selling process by keeping them informed. “I focus on educating them, giving them the power to make the best decisions for their individual needs.” His expertise in real estate investing means buyers and sellers gain unique insight, which helps them maneuver through their journey with confidence.

When it comes to marketing his properties, Clayton utilizes technology to spread the word. “I always film videos where I discuss key features of properties,” he says. “If it’s a condo, for instance, I’ll list off things that make it different from any other condo in the area.” He also creates Matterport virtual tours, giving potential buyers a realistic preview of the house before they tour it. “This has helped drastically cut down on non-serious buyers,” he says. “The people who are viewing properties after looking at the Matterport tour are ones who are truly interested in it. This eliminates stress for the seller because we’re not having to show their home to as many people.”

After working together, clients leave reviews about Top Agent Magazine

their time together. One recently said, “As a first time home buyer I'd strongly recommend Clayton as an agent! He is a great person to deal with. Always charismatic, does an amazing job communicating and explaining everything. He always sent us new listings soon as they came up and gave honest opinions on them. At every viewing he went through the house and showed us anything that may be an issue or concern. We now own our first house and couldn't have been happier with the whole process, all thanks to Clayton!”

When Clayton has free time, he loves to give back to his community. He’s participated in various fundraisers and events, but also enjoys supporting small businesses and being a resource for others. During his off hours, he can be found staying active at the gym or playing sports.

As Clayton looks ahead, he sees himself establishing a solid foundation in Mexico and helping other agents find success. He credits his growth to his caring and empathetic nature. “I am genuinely just trying to help and educate others, and people gravitate towards that.”

To learn more about Clayton Diebert, please email clayton.diebert@century21.ca 23

DANIEL KIROUAC Meet Daniel Kirouac, a real estate powerhouse in the Quebec region who has quickly made a name for himself. After working as a pharmacist for 33 years, the pandemic prompted him to retire and seek new opportunities. It wasn’t long before he discovered the world of real estate and knew it was the perfect fit. Daniel’s experience as a pharmacist has certainly helped him in his new role, as he is able to approach every situation with a level of professionalism and expertise that is hard to match.

Working with Èquipe Tom Donovan, a team of seasoned real estate agents with over 50 years of experience in the area, Daniel has become a valuable member of the group.

What truly sets Daniel apart is his ability to build relationships with his clients. Over 75% of his business comes from his personal network, which stands as a true testament to the trust and respect he’s earned from his clients. “I think people like to work with me because I make them feel confident and comfortable,” Daniel explains. “I’m really honest and not pushy.”

Daniel’s clients can rely on him to provide sound, unbiased advice when it comes to their specific situations. “I am able to have frank discussions with them about whether they should buy or sell.”

When it comes to marketing his properties, Daniel ensures he’s using the latest technology. One of the key elements of his team’s strategy is their focus on social media. “We’re really active online,” Daniel explains.

“We have our own websites and we’re on platforms like Instagram, LinkedIn, and Facebook.” By leveraging the reach and engagement of these platforms, the team is able to connect with potential buyers and sellers in a way that traditional methods simply cannot match. In addition to social media, the team is also utilizing the power of video. “We’re more about being on YouTube and making short movies,” he says. These 24

short videos allow the team to showcase properties in a dynamic and engaging way, giving potential buyers a sense of what it’s like to live in the space.

Community involvement is another important aspect of Daniel’s work. His team works closely with an organization that gives back to children suffering from severe illnesses. “We are one of the biggest contributors to this charity.”

During Daniel’s free time, he loves to take advantage of everything Quebec has to offer, including cross-country and alpine skiing. “I also love to play guitar and walk my dogs.”

Daniel’s approach to real estate is centered around enjoying the process and having fun. The only thing that matters to him is receiving positive feedback from customers. “I love meeting with my clients and getting to know them. Helping them feel secure and working towards their goals is so rewarding.”

Contact Daniel at 418-571-3053, daniel.kirouac@remax-quebec.com or visit equipedonovan.com www.

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 26

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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DAYTON ZHAO PREC* A longtime resident of Vancouver, Dayton Zhao has always possessed an entrepreneurial spirit. For twelve years, he would build an accomplished career in corporate finance; however, over time, he found himself seeking a new opportunity that better spoke to his outgoing personality and passion for helping others. Following a dinner with a good friend in the real estate industry, Dayton decided to switch tracks and earn his license in 2017. Leveraging his background as a CPA, he would find quick success as an agent, establishing an expansive network of clientele that spans all of British Columbia.

Today, Dayton is a REALTOR® and property manager with Wynn Real Estate Ltd., where he assists clients throughout the North Shore of Vancouver and the surrounding areas. There, he has cultivated a boutique process to meet the needs of any buyer, seller, or investor.

When listing a property, Dayton goes above and beyond for every client. Starting out, he builds a comprehensive marketing plan around an expert analysis of their home, providing them with a suite of professional staging, photography, videography, and drone photography services. From there, he broadcasts their listing to a highly targeted blend of digital and social media campaigns.

Along the way, though, he also utilizes proven resources like high quality brochures and print campaigns in the local newspapers to give each client an added advantage.

Elsewhere, Dayton is just as attentive when assisting his buyers, thoughtfully guiding them to the right investment for their needs. In fact, he prefers to keep in touch long after the closing through regular check-ins, all to ensure his clients are satisfied in their new homes. “I’m a people-person at heart,” he says. “At the end of the day, I love building connections with clients across so many different industries, educating them about real estate while they educate me in their own fields of expertise.” *Personal Real Estate Corporation Top Agent Magazine

Over the years, Dayton has earned a fantastic reputation throughout British Columbia, with the entirety of his volume coming from repeat clients and referrals. Having completed over $35 million in volume in 2021 alone, he remains committed to the lasting standards that have set him apart.

“When it comes to corporate finance, ethics, professionalism, and honesty matter most. The same goes for real estate. If a transaction doesn’t feel like a great fit for my client, I’ll advise them against it, rather than push them to make a decision that runs counter to their best interests. More than anything, I’m always looking out for them, treating their transaction as if it were for a member of my own family.”

Outside of real estate, Dayton is in the process of opening a local Muay Thai gym with a highly touted martial arts trainer, with plans to launch a free extracurricular program for children in the Vancouver area. Going forward, he also has a clear vision for the future of his business. As his volume maintains its steady growth, he intends on building his team in the coming year, scaling his penchant for client service throughout the region.

“It’s been a great journey,” he says. “I’m over the moon that I made the transition into real estate. Yes, it’s hard work, but it’s also tremendously rewarding to leave such a genuine impact on our community.”

Contact Dayton at 604-626-2504, email info@DaytonZhao.com, or visit his website: DaytonZhao.com www.

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LARRY PICKLE For the past 17 years, REALTOR® Larry Pickle has been building his real estate practice, helping hundreds of homebuyers and sellers reach their goals along the way.

He always wanted to be a REALTOR®, but started a career working at the local Chrysler plant before eventually taking real estate courses and getting licensed in 2006. His journey led him from working at a small brokerage to a big brand and finally, to opening his own brokerage with three partners in 2019 called Pinnacle Plus Realty Ltd. In their first year, Pinnacle Plus expanded to 7 agents and today, they have 43 agents across two countries and counting.

Pinnacle Plus’ home offices are in Windsor and Kingsville, Ontario, but they also have a strong presence in Michigan. “We live on a border town which makes the idea of investing in both countries easier,” Larry explains. As the Windsor/Essex area features 100 miles of waterfront, a portion of Larry’s business comes from people looking to buy and sell vacation/ investment properties.

With almost two decades of experience in the industry, Larry is one of the top producing agents in his office. He counts 96% of his business in the past year as coming from repeat clients and referrals, which he attributes to the fact that he stays very invested in his clients’ lives and they are able to see how much he cares. In addition to phone calls and emails, Larry sends out a bi-monthly newsletter that shares a lot of tips about maintaining a home. He also has a marketing manager who keeps up with posting on Instagram, Facebook, LinkedIn, Twitter and YouTube.

Growing up, volunteering was always a priority in Larry’s family. He has been an active member of his community for a long time and enjoys sponsoring local sports teams and events. He particularly loves supporting his kids’ activities. “I currently sponsor 28

my daughter’s dance team and my niece’s hockey team,” he says. “I’ve also coached my daughter’s baseball in the past.” With the flexibility that his career offers, Larry is able to attend many of his kids’ sporting events as well as play softball and hockey in his spare time.

Every year brings a new opportunity for Larry to expand his business by using technology to do things a little more efficiently.

He’s currently taking a course in artificial intelligence and is looking forward to streamlining some of his processes this year. Not only will this allow him to have more time with his family, but also make bringing on new clients a smoother experience. “I’m always striving to get clients to where they need to be. It’s rewarding for both of us when they reach their goals.”

To learn more about Larry Pickle, call 519.791.9091, email larry@larrypickle.com, or visit larrypickle.com, facebook.com, instagram.com, linkedin.com or Twitter @PinnaclePlusYQG www.

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

3

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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MARK VERZYL Mark Verzyl of Alberta, Canada, has built a successful real estate business by combining his creative business practices with a spirit of collaboration and agent education. “We’re not satisfied with just doing the status quo. If everybody is doing the same thing, then we tell ourselves, ‘This must be wrong. There has to be a better way, or a faster way, to get this done.’ We are out-of-the-box thinking – or we just invent a new box.”

Originally, Mark became a licensed REALTOR® in 1997, and quickly discovered the niche that would eventually become the foundation of his enterprise. “I started working with builders where I live, and I did that for about seventeen years learning the ins and outs of preconstruction.” Today, in 2022, Mark (in collaboration with his business partner) heads up the Greater YYC Group in Calgary, and his hard earned insider expertise has helped him build a network of agents and investors around the world.

“We have a very different business model because we specialize in preconstruction. I get projects with builders that have good ROI and cash flow, and then we put together investor packages that look attractive and outline a solid plan.”

By targeting this specific niche, Mark and his team have been able to build a book of business that relies primarily on repeat clientele, and this interconnected foundation has empowered him to tackle a level of volume that most agents can only dream of. “I love super high volume. Last year, between myself and my partner, on these preconstruction projects, we sold eight hundred and sixty deals. That was just the two of us – if we include the rest of the team, altogether we did twelve hundred and fifty deals.” Managing this number of transactions requires diligence and support, and it demands a level of marketing that is all inclusive and highly specialized. “Most of the agents we work with are out of province. I find agents who will work to promote our project, and we reserve a Top Agent Magazine

percentage of the units to promote ourselves for our own investor group. We’re not physically out there driving around looking at properties with investors, so our marketing material needs to have exceptional exterior and interior renderings – it’s a little bit of a different animal, and the projects are then promoted everywhere, especially social media like TikTok, Facebook, and Instagram.”

By catering to an endlessly expanding circle of agents and investors, Mark is able to scale his business infinitely, and he looks forward to the challenges and opportunities that accompany exponential growth. “I like working with agents and training them more than anything else. Seeing if we can actually help these guys blow their business up – it’s not necessarily about the money, it’s about the challenge.” Now that he’s found himself in a role of mentorship and education, Mark takes great pleasure in giving back to both his professional and private communities. He supports the charitable organizations of several of his agents, and he regularly sponsors the Calgary Food Bank. “If you can’t eat, you can’t get anywhere. There’s a lot of people who need that, and I like to be the one to give that kind of help.”

To learn more about Mark Verzyl, email mark@greateryycgroup.com, visit ovou.me/markverzyl, or call 403-617-9998. www.

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SUBRAT NAYAK Subrat Nayak of Ontario, Canada has launched a successful real estate enterprise by following a simple mantra of “finding happiness by making others happy.” In this industry he has always tried to foster happiness in his life, irrespective of the adversity of the situation, with only one thought in his mind: that this happiness be disseminated in the broader community. He has realized the indispensable role of customer satisfaction in this industry over his years of experience and he spares no effort to achieve the same by providing a comprehensive real estate service to his clients.

Subrat, when prompted, insists that his real estate career began with one of his earliest childhood memories.

He was born in a small village in Odisha, India, which was devoid of necessities like electricity. He decided to start his own business at a very early stage of his childhood, selling homemade food in local festivals at the age of six, displaying his enthusiasm towards entrepreneurship. He pursued BTech in engineering and began a career in information technology while simultaneously using his business mind to help his friends manage and invest their finances. He also added, “I moved to this beautiful country with my wife in 2011 as an IT consultant and bought my first house in 2015. I am currently staying with my wife and two lovely kids. My friends started asking me to help them in real estate, especially in negotiations, and in 2019 one of my friends said, ‘You are an incredible predictor of house prices and a great negotiator. Why don’t you get a license?’ I think that was the pivotal point which helped me kickstart my real estate journey in March 2020.”

Since obtaining his license less than two and half years ago, Subrat has enjoyed a meteoric rise within Century 21 People’s Choice Realty Inc. At the close of 2022, Subrat is the #2 agent in the entire brokerage, which houses over 700 licensed REALTORS®. In 2020 he closed 15+ transactions; in 2021, 45+ transactions, and so far in 2022, he has worked in 65+ transactions. He said, “This is only happening because of my excellent 32

end-to-end services to my clients.” To cite one instance, “One of my clients, who was out of station, needed some help to clean snow in his pathway. When he contacted me for the same, I assured him I would get it done on the same day. This is how I connect with my clients.”

He attributes his success to his daily pursuit of happiness for himself and those around him, and a sincere desire to connect with anyone and everyone. “It’s about doing what’s right and being always available for service.”

With his trajectory poised to continue its rapid rate, Subrat is excited to learn and grow alongside other established real estate professionals and hopes he will find even more opportunities to spread the joy around him. He regularly arranges mathematics quizzes for kids in his community, and he has also been organizing one of the biggest cricket leagues in the Greater Toronto Area along with a few of his friends. “The world is very small, and nobody knows what is going to happen tomorrow, So let’s help each other and grow together.”

To learn more about Subrat Nayak, email realtorsubrat@gmail.com or call +1 647-454-2723.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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THERESA BEAUDRY The seed of interest in real estate was planted early in REALTOR® Theresa Beaudry. At just 14 years old, she watched as her father lost money on a commercial real estate deal and knew that there was something wrong with the industry that she needed to help fix.

From that point, she kept a watchful eye on the peaks and valleys of the real estate market. Fast-forward to adulthood and Theresa began staging and selling fixer-upper properties. In 2013, she got licensed and began working as a REALTOR® in the Durham region of greater Toronto. After working for some time with RE/MAX Hallmark Realty, Theresa finally found her perfect fit with the The Al Sinclair team.

With a reputation for outstanding performance, Theresa’s special designations as a Senior Real Estate Specialist (SRES) and Certified Negotiation Expert (CNE) ensure a smooth and worry-free process for her clients. Ranked as the Top 16th Highest Producing Team in Canada and the 20th Highest Producing Team in the world with RE/MAX in 2022, The Al Sinclair team is a hand-picked group of award-winning professionals who are dedicated to making real estate a rewarding adventure for clients.

“I feel so blessed to be with my dream team,” says Theresa. “They are my family, they work hard and I’ll be with them forever.” Being on a team that functions as a well-oiled machine provides Theresa with the freedom to spend time with each and every client she represents.

“Backed by my team, I know that we are making the best decisions for our clients. That’s what counts!”

Theresa is friends with many of her clients, which makes communication casual and pressure-free. As a result, repeat clients and referrals make up approximately 40% of her business. Theresa also maintains relationships with other local agents and follows the mantra of “treating everyone with respect and you will get that in return.”

Working for a large brokerage with over 40 offices means that her listings naturally receive a lot of interest. She also uses the team’s professional stagers, photographers and does videos to introduce listings.

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Another huge part of Theresa’s winning formula is her exposure to over 3.3 million households on CP24 Hot Property, an interactive real estate show presented by Al Sinclair, Monster Mortgage and Tribute Communities. “I consider RE/MAX Hallmark Realty Ltd., Al Sinclair, and our team to be guardians of the industry. We operate with integrity and in the best interest of our clients,” explains Theresa. “Al has recently asked me to fill in for him on the show, and I feel honored by his display of faith in me.”

In her spare time, Theresa supports the Children’s Miracle Network, the local Autism community and The American Cancer Society. She has independently hosted campaigns where she collected coats for children and for the homeless. She also enjoys spending time with her husband, children and grandchildren, usually through outdoor activities like camping, fishing, picnics, pickle-ball and traveling.

Theresa completes around 22 transactions per year, but she’s more concerned with how many people she is going to help than how much money she earns. She is focused on taking care of her clients and treats them like family. “A client’s new home is a part of their destiny where memories are made and I don’t take that lightly. I’m here to facilitate good decisions that they will be happy with for life.”

email theresa@alsinclair.com

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