ONTARIO 12-5-22

ONTARIO EDITION

5 REASONS WHY YOU NEED A MENTOR

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

MILLENNIAL BUYERS:

Where They Are & What to Know FEATURED AGENTS

CONCIERGE CARE:

Services that Lure Clients and Transform Your Reputation

COVER STORY

CORY MARTIN NICOLETTE MODI STEPHANIE NORMAN TYLER BURZESE

LOUISE BATISTA

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

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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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LOUISE BATISTA

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Top Agent Louise Batista is proud to have earned Top 1.11% of TRREB (*by transactions 2021) and the Double Centurion award in 2021.

Driven by a desire to help others and lift people up through real estate, Louise Batista goes the extra mile for her clients and her community, a resident of Bradford since 2000. Since her debut year in 2011, when she earned both the Rookie of the Year and Century 21 Centurion awards, Louise has demonstrated an impeccable work ethic and tenacity that truly sets her apart. She was a struggling single parent determined to succeed in providing her four daughters with a better life. “When I came into real estate, I knocked on doors literally every day,” Louise recalls. “It took me three months to get my first listing, and from there I never stopped.” Most recently, Louise is proud to have earned Top 1.11% of TRREB (*by transactions 2021) and the Double Centurion award in 2021.

Louise hired an assistant in 2021, a buying agent later that year and expanded to a team in the Fall of 2022. The Louise Batista Team is built upon the strong personal connections she has formed over the years, “My team is a collaboration of professionals who share the same vision – delivering excellence and exceeding expectations.” Comprising of an assistant who focuses on operations and client care, multiple licensed agents, a marketing assistant and an 8

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in-house home stager, Louise explains, “We are unique because our focus is on building community and relationships, from our sponsorships, pop-by’s and events, to birthday cards, fundraisers and meet & greets.”

An impressive 80% of the team’s business comes from repeat and referral clients, a testament to the strength of the relationships she

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has built. “Our clients know how much we appreciate them.” Louise says, “Our goal is to build a lifelong relationship with the client and to help them build and/or leverage their equity so they can reach financial success. Clients appreciate our outstanding service, communication, organization, contract negotiation and complete follow-through. They know that’s what they’re getting from us from pre-sale to

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“Our clients know how much we appreciate them.”

Louise says, “Our goal is to build a lifelong relationship with the client and to help them build and/or leverage their equity so they can reach financial success. post-close, and we are leveling up their real estate experience.”

Louise’s marketing and branding strategies are impressive. Her brand ‘List With Louise’ is a registered trademark. She is a member of both the Toronto and Barrie Real Estate Boards, the additional affiliation has a tremendous benefit to her clients’ needs, many relocating from the GTA to Bradford and moving residents from Bradford and area further north. When it comes 10 Copyright Top Agent Magazine

to marketing their listings, Louise and her team have a strong social media following - their Instagram reels get thousands of views - they promote listings via online and print marketing, professional video and photography, property websites, brochures, social media marketing across multiple platforms and they review the insights of their online analytics.

Looking toward the future, Louise says, “Our #1 goal is to continue the consistency we are Top Agent Magazine

known for. For the new agents I’m training, my goal is that they’re able to build their businesses inside my business. I want to continue our team culture where everybody comes into work with enthusiasm and loves to be here, and people love to work with my team. We strive to constantly level up our systems, because the devil is in the details. By taking care of all the

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details, we have created an excellent streamlined process, and our clients value that.”

In Louise’s personal life, she married in 2019.

With the support and encouragement of her family and her team she smiles and says, “Just imagine what we are all going to accomplish together. We are just getting started!”

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To find out more about Louise Batista and her team, you can call her at 905-252-MOVE (6683) or email louise@listwithlouise.ca. Follow her hashtag #ListWithLouise and visit her website at ListWithLouise.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 16

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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NICOLETTE MODI

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NICOLETTE MODI

Brought up in Hamilton and a longtime resident of Burlington, Nicolette Modi has always been drawn to real estate. Raised by a single mother who worked first as a REALTOR® and later in administrative, automotive financing and sales positions, she saw firsthand the importance of a tireless work ethic within a sales-oriented industry, which gave her the confidence she needed to pursue a commission-driven career. At 15, she would get her start as a receptionist at a local car dealership, where she served in a variety of roles over five years before accepting a position with a company that sold and exported heavy trucks. Along the way, both jobs further cultivated the penchant for client service Nicolette would use to thrive as an agent. After not finding fulfillment in the automotive industry, she made the leap and followed her passion to real estate. Drawing from her family’s extensive background in the business, she went on to earn her license and train under some of the leading agents at Coldwell Banker, leveraging her deep roots in Hamilton with her Global Luxury designation to distinguish herself in the local market.

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Looking to take her work to the next level, Nicolette then partnered with fellow top producer Vince Fracassi and launched the Fracassi & Co. team, powered by Coldwell Banker Community Professionals, where she assists clients throughout the Greater Hamilton & Burlington Area. Specializing in high-end properties spanning the region, she has cultivated a boutique workflow to meet the needs of any buyer, seller, or investor.

When listing a property, Nicolette offers her clients a comprehensive strategy. Starting out, she helps them fully prepare their home for the market, providing them with a suite of professional cleaning, staging, and photography services. As a member of the Institute for Luxury Home Marketing, she next broadcasts her listings via a highly targeted blend of digital and social media campaigns, ensuring a seamless transaction throughout.

Elsewhere, Nicolette is just as attentive when assisting her buyers, thoughtfully guiding them to the right investment for their best interests. “Our Copyright Top Agent Magazine

team wants to help our buyers understand all their options so they can make well-informed decisions on their financial future,” she says. “Over the past few years, it has been so rewarding to watch our clients make some incredible purchases, even in this extremely competitive marketplace.”

In her career, Nicolette has earned a fantastic reputation throughout Ontario, with the entirety of her volume coming from repeat clients and referrals. With her team now averaging close to 100 annual transactions at an average sales price of over $1 million, she remains committed to the proven standards that set her apart. “We truly cherish our relationship with our clients. At the end of the day, our team wants to create a one-stop concierge service for them, and that means helping them from the beginning to the end of their transaction—and beyond.”

Outside of real estate, Nicolette is dedicated to her community. On top of volunteering at local dog and cat shelters, she works alongside her team to support a variety of events, charities, and medical nonprofits throughout the year. When she’s not with clients or giving back, she can be found spending quality time with her husband, traveling the world, relaxing at home with their two dogs and cats, or hiking outdoors—enjoying all the remarkable scenery the Hamilton-Burlington area has to offer.

Recognized last year as among the Top 30 Under 30 for Coldwell Banker International, Nicolette has exciting plans for the future of her business. With Fracassi & Co. now ranked among the top brokerages in all of Canada, she intends on scaling her and Vince Fracassi’s vision of boutique service while growing their team and expanding their reach throughout the region. In the meantime, though, she looks forward to all the opportunities that await.

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To learn more about Nicolette Modi email nicolette@fracassiandco.com, visit her website at FracassiAndCo.com or call (905) 522-1110 www.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant Top Agent Magazine

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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CORY MARTIN

When you meet someone who truly excels in a profession such as real estate, it can be easy to assume there was an element of luck involved. In Cory’s case, everything in his life transpired to form his character and business ethics into a Broker that clients consistently trust and rely on to help them through one of the most important decisions in their life.

The majority of Cory’s business consists of past clients and the referral of their friends and family. Cory’s clients go out of their way to ensure their closest friends and family benefit from Cory’s vast experience, dedication, and philosophy that puts the client’s interest above all else. Once you have met Cory, you can’t help but consider that many of these referrals are likely the best way his clients could truly say thank you for an outcome and a level of service that surpassed their expectations.

When looking back, for most 19-year-olds, a summer job meant cutting grass or scrubbing dishes. Cory Martin, already a licensed Real Estate Salesperson, was helping clients often three times his age to make great decisions in buying and selling their homes.

A second-generation REALTOR®, Cory started his career with a work ethic that places great importance on hard work, honesty, and putting the needs of his clients before anything else. In his earlier years, Cory

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handled every aspect of the business himself. Photos, tailored marketing campaigns, market analysis, pricing strategies, negotiating, and coordinated transactions helped develop an intimate understanding of every aspect of the real estate industry from the ground up.

A lifelong Oakville resident, Cory’s years playing AAA hockey instilled a strong sense of teamwork.

Understanding that anything of importance needs a dedicated and talented team, Cory drew to himself the best in people in Staging, Photography, Marketing, Legal, and a host of other services vital to the success of his clients.

After graduating from the University of Western Ontario with his Bachelor of Management and Organizational Studies and an Honors Specialization in Global Commerce, Cory took a hard look at the industry and could not see a future in the national chain brokerage format that rewarded the success of the agent over the success of the client. Cory knew that any lasting success depended on a laser focus on the client’s success.

Teaming up with Glenn, he established Martin Group in 2009. The rest is history.

Today, Cory is the Broker and Co-Owner of Martin Group, where he assists clients throughout Oakville,

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Burlington, and the Greater Toronto Area. Having established a network of satisfied clients that spans the Golden Horseshoe, he has cultivated systems, analytical tools, and a workflow to meet the needs of virtually any transaction.

When listing a property, Cory’s clients find great success in his statistical analysis and numbers-based approach. Creating statistical models and in-depth spreadsheets with detailed sales data removes the standard bias and personal preferences to arrive at an accurate and professional valuation that clients trust. As an added value, the data is often shared with cooperating realtors to help their clients appreciate the home’s value and expedite negotiations. In Cory’s own words, “Regardless of the market, finding the optimal price for a home is the best way to get my clients the most money, faster.”

Elsewhere, Cory is just as attentive when assisting his buyers, drawing from his extensive knowledge of the GTA to uncover suitable homes and investments for clients. “Owning a home is not only a significant investment but also a lifestyle choice and an opportunity for our clients to create a prosperous life for their families,” he says. “At the end of the day, we get so much enjoyment from helping them make such a huge life decision.” Cory’s approach is anything but passive: “We don’t just sit around waiting for homes to come to market.” Leaving no stone unturned, Cory reaches out into the community to pursue the dream home his client desires. Modestly going about his work, what often looks like a lucky break was hours of searching and a strategy that creates more buying options for his clients.

In the evolving world of instant information, Cory and Martin Group know it’s their responsibility to provide clients with continuous market updates, statistical analysis, and, most importantly, the insight to help them make the best decisions regarding buying and selling. To quote one recent client, “I am so thankful to have had a team such as Cory and Glenn guide me down the road of home buying. It just makes it that much easier when you’re working with people who care.”

As a prominent and respected Broker, Cory has earned a strong reputation throughout the GTA for his professionalism and winning mindset. With the majority of sales coming from repeat clients and referrals and his team now crossing over $500 million in sales, he remains committed to the proven standards that have set Martin Group apart. “Since 2009, our team has been able to adapt to industry changes nimbly. Because we own the brokerage, we can pivot quickly with fluctuations in the market and offer key services that clients may not find elsewhere.”

Along with spending quality time with his wife and their three daughters, Cory is dedicated to his community, with his team contributing to various events and charities throughout the year. Looking ahead, Cory is excited about his part in influencing the future of real estate. “We don’t see real estate as a sales-driven industry,” he says. “Rather, we see ourselves as trusted advisors for all our clients, providing the knowledge and experience to help them make great real estate decisions for them and their families.”

For more about Cory Martin, email cory@themartingroup.ca, visit themartingroup.ca or call (905) 334-1118 anytime http://

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 26

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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STEPHANIE NORMAN Stephanie Norman helps her clients see the future. While a client may begin focusing on moving or investing now, Stephanie’s inviting manner helps them see how today’s purchase moves them toward long-term goals. “We’re in a great industry where we get to help people achieve their goals everyday,” she says.

Stephanie, who came into real estate as an investor purchasing multi-family properties in the U.S., brings with her savvy negotiating skills and a reputation for integrity. “As I was helping investors purchase investment properties, I loved it. So I started taking my real estate license here in Ontario.”

When she made the move from investor to REALTOR® in 2014, Stephanie was new to Ottawa, having just relocated from Toronto. With no network in place, the Keller Williams Integrity agent says she had to work hard to establish herself. “I actually didn’t know anyone. We don’t have any immediate family here, and I didn’t have any friends yet, so my business is completely built off of door knocking, repeat and referral (business),” she says. Last year she built a team to keep up with demand, adding a client care coordinator and two buyer’s agents. “We work to be a one-stop shop, and hold our clients’ hands through transactions. We take them right from the beginning to the end, and we’re there for them every step of the way.”

Being there means helping her clients meet their goals.

While many buyers are looking to purchase their first home or their dream home, others are looking to invest.

Stephanie’s job, she says, is to listen and help them figure out the best plan for them. “I’ve had a lot of buyers change and pivot and instead of buying a personal home, buy an investment home, or vice versa. I’m not

only interested in what they want to do right now, it’s what does your five years look like? And then we start making the best real estate plan for them.”

Whatever their goals, Stephanie finds ways to touch base with her clients.

In addition to newsletters, she sends birthday cards, makes phone calls, and provides a valuation of her clients properties three times a year. “We call our clients to follow up and see if they’re still loving their home or their investment property,and if there is anything else they need from us right now,” she says. “We also offer a free rental service for all of our investors so we can help them rent out their house or units to great tenants .” Charity work goes even further to keep ties to her community. For Thanksgiving, she and her team collected food donations from their clients and delivered them to a local church. “The church said that was the biggest drop-off they’ve ever had. It was just a feel-good moment and we will now continue this initiative 3 times per year.”

Her team also runs a ‘Dogs, Donuts and Donations’ event to raise money for the Ottawa dog rescue, and help facilitate more dogs being adopted. “We do a lot of giveaways, as well–a lot of competitions, we love having fun outlets to help keep our clients engaged” With Stephanie’s busy schedule, she is still able to make time for the things she loves. “ I’m a very active person,” Stephanie enjoys adventuring, boating, and spending time with friends and family. “The important part of this job is a really healthy work-life balance,” she says.

“I started my team so that I could start a family while still providing the same level of service to our clients.

I have a 14-month-old son and real estate allows me to be flexible and present, and I’m truly grateful for that.”

To learn more about Stephanie Norman, please call 613-668-7169. email stephanie@thenormangroup.ca, or visit thenormangroup.ca www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 28

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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TYLER BURZESE A longtime resident of Sault Ste. Marie, Tyler Burzese has always loved working with people. He would get his start as a Sales Specialist at Best Buy, where he cultivated the outgoing personality and penchant for client service that he would later use to thrive as a REALTOR®. Inspired by a friend in the real estate industry, Tyler decided to switch tracks and pursue his license, launching his career as an agent in 2019. Drawing from his elite business acumen and deep roots in the city, he would go on to establish a network of satisfied clients and colleagues that spans the region.

Today, Tyler is a Sales Representative with EXIT Realty Lake Superior, where he assists clients throughout Sault Ste. Marie and the surrounding areas of Goulais, Batchawana, Echo Bay, and St. Joseph Island. There, he has established a boutique workflow to meet the needs of any buyer, seller, or investor.

When listing a property, Tyler equips his clients with a comprehensive strategy. Starting out, he helps them fully prepare for the market, supplying them with a suite of professional photography services to highlight all their home has to offer. From there, he broadcasts their listing to a highly targeted blend of digital and social media campaigns, ensuring a seamless transaction throughout.

Elsewhere, Tyler is just as attentive when assisting his buyers, leveraging his in-depth knowledge of the region to uncover the right investment for their best interests.

In fact, he prefers to remain in touch long after the deals are done to provide his clients with ongoing service, whether they need advice on how to maximize their

value for future markets, or help finding tenants for their investment property.

Over the years, Tyler has earned a fantastic reputation throughout Sault Ste. Marie, as evidenced by his rapidly growing referral rate. With plans to continue boosting his business by 20% each year, he remains focused on the core values that have consistently set him apart. “I want my clients to see me first as a friend, rather than as someone hired to do a job for them,” he says.

“That starts with viewing myself not as a salesperson, but as their advisor, helping them find the best fit possible.”

A strong advocate for buying local and supporting the small businesses around Sault Ste. Marie, Tyler is also a frequent volunteer at the St. Vincent Place men’s shelter, with intentions of scaling up his community outreach in the near future. When he’s not with clients or giving back, he can be found spending quality time with his family, participating in the local soccer league, visiting the gym, or enjoying all the dynamic culture his city has to offer.

Going forward, Tyler has a clear vision for his business. As his volume maintains its steady growth, he intends on expanding his proven standards throughout his region, aspiring not only to become the top producer in his city, but also leave an indelible mark on his community. “In real estate, we get to help clients through one of the most important and meaningful moments of their lives,” he says. “Along with serving them, though, I have an opportunity to have a genuine and lasting impact on our city. At the end of the day, there could be nothing more rewarding.”

To learn more about Tyler Burzese, email tyler@exitrealtyssm.com, visit tylerburzese.com or call (705) 206-5576 www.

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