CANADA 6-12-23

CANADA EDITION

BEYOND CLEANING AND DECLUTTERING:

MILLENNIAL BUYERS:

What Improvement Expenses Make the Most Sense?

Where They Are & What to Know

FEATURED AGENTS

How to Answer the Inevitable Question:

ANTOINE HEINE RALPH SEBAALY TOM DEVLIN

WHY SHOULD I CHOOSE YOU? COVER STORY

LOUIS-CHARLES MÉNARD

CANADA EDITION

TOM DEVLIN

ANTOINE HEINE RALPH SEBAALY

Tom and Devlin immigrated events BeingREALa real estateWhen investor himself a hosts recently a new wing that With a passion for real estate, opens housesto for his listings so started23 9 19 20 ® Canada from Scotland with his family as pose of previous consultant in financial strategy that potential clients can come see izestheir in working directly with socia OR Antoine Heine is always looking or new ways to innovate and his future homes in person. andmake implementation has his undoubtedly influencers both locally and thro a child, parents always rented their lients’ lives easier. He hashelped an impresRalph Sebaaly become the suc- what Tom calls his the industry. home.

This sparked Aside f ve background in the industry, having When he›s not working, Antoine enjoys cessful real estate agent he is today.

“Canadian Dream,” which was to own ing the reviously owned a vacation rentalhe was always by himself kite surfing and biking, taking Ralph advan-has a very strategic plan Realizing his own home. Some could say that this an exte management company andwith personally future. He wants to have more of his computer and financial spread- tage of the beautiful natural landscape dream also sparked a passion for real advertis nvested in numerous properties. loves ence in his local area. And it w sheets,While Ralph found himself wanting that Québec is known for. He also nitially Antoine decided to get his real with his family, long includestate. He In had turn Tom spending not onlytime fulfilled to before this comes tosure fruition more human interaction. always state license to better understand the ing his two-year-old daughter.

Giving his dream of owning, entered into professi areTOM in the process of opening a new had a love for numbers and real estate, Tom LOUIS-CHARLES ANTOINE HEINE SEBAALY is important uying process, he quickly realized that back RALPH to his community to DEVLIN the real estate industry in 2011 and now photos o in which they will have the ability so he found a way to combine both and oing into real estate MÉNARD full-time was a Antoine, who regularly donates to causes events, network and keep enough folks upd Todaytohe’s been a realachieve help others dreams reat move for his career. switch industries. gets close totheir his heart.

what is happening in thehis industry estate agent for 12 years working withas well. through real estate com with this new office, they are developing new Royal LePage in Canada serving clients throughout the Now working as a solo agent, Antoine has become Currently, Antoine is transitioning to becoming the financia tives to become more involved in the local com greaterofMontreal n expert at managing a variety projects area. throughco-owner an entire brokerage.

His determination to Tom has lived in of many areas all over local fo CONTENTS “We want to participate in different charitable ut multiple locations in Québec, including St-André continue growing his business while supporting other Vancouver and The Fraser Valley, now funding With a 25 percent Saintreferral agents rate and than is half that inevitably take placelead around Avellin, Saint-Côme, Saint-Mathieu-de-Beloeil, andmore employees what will to the city, Ralph remarks, settling serving in the Rock/ South Surrey Dominican ambert, Saint-Hubert, and Brossard.

Across the and even more success.

Hewhat already makes real estate becoming repeat customers, Ralph believes thatWhite “We arethe also going to be investing inRepublic our brand 4) HOW TO ANSWER THE 15) MILLENNIAL BUYERS: community in beautiful British Columbia.

These seaiting soon. oard, he is dedicated to representing buyers, sellers, process seamless for his clients and now, he can expand sets him apart from other agents are the core values cobranding with a lot of different charities wheth INEVITABLE QUESTION: WHY WHERE THEY ARE &general WHAT nd investors as they make educated decisions.

Antoine his reach byon others do the same.

His tagline side towns make up atraining community people who love his company keeps.

“We really focus three prin-toof or that deal with issues we have an inte lso offers long-term rental management services for says it all: “Serving you one transaction at a time to an cipals IatCHOOSE my company and within my team.

They arewalking And if isn’tthe exciting als the YOU? lifestyle; whether they thethispier, In enough, his free they time,areTom SHOULD TOareKNOW ll types of residential revenue properties. investment of choice, growth, and real estate develop- land in Mexico to begin w peace of mind, transparency, and results.”

Ralph and process of purchasing promenade, or even their dogs to the beach.

9-month old Portugu ment to you with the lodging of yoursuch life.”as Congo developments, town his team like to be involved from theprovide beginning to the on projects his wife, Hanna. In th 6)working BEYOND CLEANING 21) DAILY HABITS THAT No matter who he is Antoine genuinely endwith, to ensure clients receive the best possible service and villas.

With an air of in his voice tosatisfaction see the Devlin G njoys helping people. “Many of my clients Devlin struggle works with a small team, comprised of his AND and DECLUTTERING: WHAT YOUR peace of mind, especially when it comes toWILL dealingINCREASE decides to add, “I’m really positive about the ou with day-to-day issues like their personal finances and Mackenzie and longtime friend, Ken Hunter. daughter, in their community. W with third parties.

As Ralph puts it, “We like MENTAL to make the industry and the next three years to come.”

IMPROVEMENT EXPENSES STRENGTH try to be there to guide them in making smart choices Tom and Ken go back over two decades, and have expeabout the business, T sure they getTo theget right deals with all the different offers when it comes to their homes,” he says. his cliMAKE THE MOST SENSE? rienced manycore different together, while Tom’s tion with people, and available.

Combining all three valuescareers has been nts the best possible financing options, Antoine often began in the business at age 17, meet their dreams in extremely the long-term.” works closely with a mortgage broker successful to comedaughter, up for withus inMackenzie,

LOUIS-CHARLES MÉNARD

and returned after graduating post secondary. Tom’s a child] to living in a When asked whatcompany, he likes most aboutGroup, being an agent, up of 80-85% referDevlin is made “Now I get to see m Ralph describes his love for numbers.

“It’s really a numA proud black Haitian who is bi-lingual in French and repeat clients, which Tom attributes to the fact rals and over again, not only b 310-734-1440 |for Fax 310-734-1440 bers-driven me in general, he states, “What I nglish, AntoinePhone enjoys working with aaspect diverse range that “we’re humans and people before we’re Realtors.” f clients. “I have both young clients span- in results enjoyand the old most is driving for my clients. My mag@topagentmagazine.com | www.topagentmagazine.com The cornerstone of their success is that as a team, they ing the age range of 20-60team yearsand old.II’m comfortable truly appreciate the trust our clients have in goinginbeyond thethem realachieve estatewithout transaction. portion of this issue may be reproduced anytomanner whatsoever prior consent of the publisher. Top with everyone,” No he says.

Antoine technology us andloves allowing uscare, the and opportunity help

ossible solutions.

AgentofMagazine is published precautions are taken to ensure the accuracy To Although learn more about Antoine Heine, arnesses the power social to keepbyinFeature touch Publications GA, Inc. theirmedia goals.” of published materials, Top Agent Magazine cannot be held responsible for opinions expressed with clients. He’s always available via phone, Between text, and the three agents, please callare 514-554-8607 or or facts supplied by they always at minimum its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. mail, so that his clients never have to wait forin answers Contactthough Ralph Sebaaly at 514-588-76 antoine.heine@exprealty.com the top 10% of salesemail volume across Canada, Ralph and his team utilize email marketing to reach out Published the U.S.he also frequently bout their properties.

Ofincourse,

to their clients to stay connected.

Withexceed a huge database ralphsebaaly@yulstay.com or vi many times they that percentage.email In order to of buyers, they start with that list first and move on to stay in touch with former clients, Devlinroyallepage.ca/en/agent/quebec/montr goes beyond Copyright Top Agent Magazine working with different marketing platforms, marketthe traditional holiday cards and email blasts. Tom and st-laurent/ralph-sebaaly/49477 Top Agent Magazine ing companies, and relocation companies. They just www.

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his team host client events that reach out to the entire community, like organizing and promoting an upcom-

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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

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

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 6

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

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

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

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

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

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

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

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

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

Kitchens and baths

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

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

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

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

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

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

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LOUIS-CHARLES MÉNARD

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LOUIS- CHARLES MÉNARD After building one of the biggest RE/MAX agencies in Quebec with over 200 agents, Louis now works with Engel & Völkers, serving Saint-Sauveur on the north shore of Montreal.

Louis-Charles Ménard’s interest in real estate began early on, as he witnessed his father and older brother being involved in the business. “At a young age I was always interested in housing, decoration, design, and architecture,” Louis recalls.

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After working in the media business and selling advertising, Louis finally got into real estate himself. “I found that it was a mix of what I had been doing in the media business, and also the things I was interested in such as architecture and design,” Top Agent Magazine

Louis says. “I have always been good with relationships and getting to know people.” Now in business for almost 20 years, Louis thrives when helping clients achieve their real estate goals.

After building one of the biggest RE/MAX agencies in Quebec with over 200 agents, Louis now works with Engel & Völkers, serving Saint-Sauveur on the north shore of Montreal. The majority of Louis’s business comes from repeat and referral clients, a testament to

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the excellent service he provides and the strong relationships he builds.

With his background in the media business, Louis truly shines when marketing his listings. He saw firsthand the transition in advertising from print media such as newspapers and magazines to social media, and the perspective he’s gained from this experience guides him in real estate as well. “I think we have to diversify our marketing,” Louis says. “It’s important to maximize the visibility of our

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properties. Engel & Völkers has North American, European, and Asian sites where we can publish our properties outside the country, and I still market in local newspapers sometimes as well.”

Louis has a presence throughout the media, publishing articles in the region and often being mentioned in local and national media. “I’m lucky in that I have great exposure from different publications in the area,” he says. “Engel & Völkers also has partnerships with several sites including Financial Post, Bloomberg, and others. The EDGE (Extensive Domestic

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Louis looks forward to continuing to provide great service to his clients. “I love meeting people and getting to know them on a personal level,” he says. & Global Exposure) program is also very interesting for sellers.”

When he’s not working, Louis is an avid tennis player. He also enjoys hiking in the mountains, skiing, traveling, and playing sports.

In the near future, Louis is looking forward to opening a new Engel & Völkers office in Saint-Sauveur to expand the brand in his area, and building a small team. More than anything, Louis looks forward to continuing to provide great Top Agent Magazine

service to his clients. “I love meeting people and getting to know them on a personal level,” he says. “I like being part of their professional team and part of their big real estate decisions. Clients will regularly ask me for my opinion about investments, land, and other matters. I really like the relationships I have with my clients, and most of the time they become friends. Those relationships are what I’m really looking for. It’s always fun to make transactions, but behind the transaction there’s always a human relation. That is what I enjoy the most.”

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For more about Louis-Charles Ménard, you can reach him at 514.773.1510 or louischarles.menard@evimmobilier.com.

Find him online at laurentianliving.ca. www.

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 18

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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ANTOINE HEINE With a passion for real estate, REALTOR® Antoine Heine is always looking for new ways to innovate and make his clients’ lives easier. He has an impressive background in the industry, having previously owned a vacation rental management company and personally invested in numerous properties. While initially Antoine decided to get his real estate license to better understand the buying process, he quickly realized that going into real estate full-time was a great move for his career.

Now working as a solo agent, Antoine has become an expert at managing a variety of projects throughout multiple locations in Québec, including St-André Avellin, Saint-Côme, Saint-Mathieu-de-Beloeil, SaintLambert, Saint-Hubert, and Brossard. Across the board, he is dedicated to representing buyers, sellers, and investors as they make educated decisions. Antoine also offers long-term rental management services for all types of residential revenue properties.

No matter who he is working with, Antoine genuinely enjoys helping people. “Many of my clients struggle with day-to-day issues like their personal finances and I try to be there to guide them in making smart choices when it comes to their homes,” he says. To get his clients the best possible financing options, Antoine often works closely with a mortgage broker to come up with possible solutions.

A proud black Haitian who is bi-lingual in French and English, Antoine enjoys working with a diverse range of clients. “I have both young and old clients spanning the age range of 20-60 years old. I’m comfortable with everyone,” he says. Antoine loves technology and harnesses the power of social media to keep in touch with clients. He’s always available via phone, text, and email, so that his clients never have to wait for answers about their properties. Of course, he also frequently Top Agent Magazine

hosts opens houses for his listings so that potential clients can come see their future homes in person.

When he›s not working, Antoine enjoys kite surfing and biking, taking advantage of the beautiful natural landscape that Québec is known for. He also loves spending time with his family, including his two-year-old daughter. Giving back to his community is important to Antoine, who regularly donates to causes close to his heart.

Currently, Antoine is transitioning to becoming the co-owner of an entire brokerage. His determination to continue growing his business while supporting other agents and employees is what will inevitably lead to even more success. He already makes the real estate process seamless for his clients and now, he can expand his reach by training others to do the same. His tagline says it all: “Serving you one transaction at a time to an investment of choice, growth, and real estate development to provide you with the lodging of your life.”

To learn more about Antoine Heine, please call 514-554-8607 or email antoine.heine@exprealty.com

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RALPH SEBAALY Being a real estate investor himself and a previous consultant in financial strategy and implementation has undoubtedly helped Ralph Sebaaly become the successful real estate agent he is today.

Realizing he was always by himself with his computer and financial spreadsheets, Ralph found himself wanting more human interaction. He had always had a love for numbers and real estate, so he found a way to combine both and switch industries. Today he’s been a real estate agent for 12 years working with Royal LePage in Canada serving clients throughout the greater Montreal area.

With a 25 percent referral rate and more than half becoming repeat customers, Ralph believes that what sets him apart from other agents are the core values his company keeps. “We really focus on three principals at my company and within my team. They are peace of mind, transparency, and results.” Ralph and his team like to be involved from the beginning to the end to ensure clients receive the best possible service and peace of mind, especially when it comes to dealing with third parties. As Ralph puts it, “We like to make sure they get the right deals with all the different offers available. Combining all three core values has been extremely successful for us in the long-term.”

recently started a new wing that specializes in working directly with social media influencers both locally and throughout the industry.

Ralph has a very strategic plan for his future. He wants to have more of a presence in his local area. And it won’t be long before this comes to fruition as they are in the process of opening a new office in which they will have the ability to host events, network and keep folks updated on what is happening in the industry. Along with this new office, they are developing new initiatives to become more involved in the local community.

“We want to participate in different charitable events that take place around the city, Ralph remarks, saying, “We are also going to be investing in our branding and cobranding with a lot of different charities whether local or that deal with general issues we have an interest in.”

And if this isn’t exciting enough, they are also in the process of purchasing land in Mexico to begin working on projects such as Congo developments, townhouses, and villas. With an air of satisfaction in his voice, Ralph decides to add, “I’m really positive about the outlook of the industry and the next three years to come.”

When asked what he likes most about being an agent, Ralph describes his love for numbers. “It’s really a numbers-driven aspect for me in general, he states, “What I enjoy the most is driving in results for my clients. My team and I truly appreciate the trust our clients have in us and allowing us the opportunity to help them achieve their goals.”

Ralph and his team utilize email marketing to reach out to their clients to stay connected. With a huge database of buyers, they start with that list first and move on to working with different marketing platforms, marketing companies, and relocation companies. They just 20

www.

Contact Ralph Sebaaly at 514-588-7663, email ralphsebaaly@yulstay.com or visit royallepage.ca/en/agent/quebec/montrealst-laurent/ralph-sebaaly/49477 Top Agent Agent Magazine Magazine Copyright Top

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

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

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 21

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

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

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

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 22

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

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

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

Top Agent Magazine

TOM DEVLIN When Tom Devlin immigrated to Canada from Scotland with his family as a child, his parents always rented their home. This sparked what Tom calls his “Canadian Dream,” which was to own his own home. Some could say that this dream also sparked a passion for real estate. In turn Tom not only fulfilled his dream of owning, Tom entered into the real estate industry in 2011 and now gets to help others achieve their dreams through real estate as well.

Tom has lived in many areas all over Vancouver and The Fraser Valley, now settling and serving in the White Rock/ South Surrey community in beautiful British Columbia. These seaside towns make up a community of people who love the lifestyle; whether they are walking the pier, the promenade, or even their dogs to the beach.

Devlin works with a small team, comprised of his daughter, Mackenzie and longtime friend, Ken Hunter.

Tom and Ken go back over two decades, and have experienced many different careers together, while Tom’s daughter, Mackenzie, began in the business at age 17, and returned after graduating post secondary. Tom’s company, Devlin Group, is made up of 80-85% referrals and repeat clients, which Tom attributes to the fact that “we’re humans and people before we’re Realtors.”

The cornerstone of their success is that as a team, they care, going beyond the real estate transaction.

Between the three agents, they are always at minimum in the top 10% of sales volume across Canada, though many times they exceed that percentage. In order to stay in touch with former clients, Devlin goes beyond the traditional holiday cards and email blasts. Tom and his team host client events that reach out to the entire community, like organizing and promoting an upcoming community garage sale, as well as events that can give back to former clients, such as past shredding Top Agent Magazine

events that helped people securely dispose of confidential information.

Aside from networking with and helping the local community, Devlin uses an external marketing team to help him advertise his listings. This team makes sure to hit specific targets and share professional videos, drone footage, and photos of Devlin’s listings. As if it wasn’t enough for Tom to host events that aid his community, he and the Devlin Group financially and physically support the local food bank, and have assisted in funding a high-rated new school in the Dominican Republic, which he looks forward to visiting soon.

In his free time, Tom enjoys cycling, and is raising an 9-month old Portuguese Water Dog named Rio with his wife, Hanna. In the next few years, Tom is excited to see the Devlin Group business continue to grow in their community. When asked what he loves most about the business, Tom mentions his love of connection with people, and the end result of helping people meet their dreams in a new home. “I can go back [as a child] to living in a rented apartment,” Tom muses.

“Now I get to see my dream met over and over and over again, not only by myself, but with other people.”

Contact Tom at (604)889-8600, email office@devlingroup.ca, or check out his listings: devlingroup.ca http://

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