ONTARIO 3-6-23

ONTARIO EDITION

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THINGS ALL SUCCESSFUL NEGOTIATORS DO COVER STORY

MY CRYSTAL BALL: YOU CAN PREDICT YOU'LL BE SUCCESSFUL SELLING REAL ESTATE

HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

FEATURED AGENTS

AARON FARROW

JENNA LEE CODY BRANDY BURNS JACKIE PEPPER KYRSTEN FEERE LENA TAYLOR THE PEDLAR TEAM

ONTARIO EDITION

JACKIE PEPPER JENNA LEE CODY

BRANDY BURNS A A R ON FA RROW a combination of industry right home that meets their interests and Brandy BurnsBy leadsleveraging the Dream to Reality 17 22 needs. In addition to 24 Group,7 brokered by the RE/MAX a strong network expertise and passionate entrepreneurHallmark Realty Group, where she of local clients, Brandy also enjoys welship, the Farm Match Team based in coming newcomers to the 1000 Islands assists clients throughout Brockville, Leeds, Grenville, and surrounding comwith its proximity to major Chatham-Kent, Ontario, has enjoyed region munities of the 1000 Islands. Brandy has business hubs like Kingston, Ottawa, a meteoric risemeets in the niche market of Toronto, Montreal, and its tight-knit cultivated a distinct process that and exceeds agriculture the needs of herreal clients, and picturesque scenery.

THE PEDLAR TEAM estate. “We’ve really communities alongside her licensed assistant, Kaleigh raised the bar forTAYLOR advertising in agricul- During the course of her career, Brandy Duchene.

LENA AARON FARROW JENNA LEE CODY BURNS has developed JACKIE aPEPPER KYRSTEN fantastic from reputation Ever since FEERE Doug Pedlar joined the G tural real estate,” boasts BRANDY Jackie Pepper, Brandy was born and raised in the Leeds throughout Ontario, as evidenced by her in 1984, Pedlar Team Waterloo, a ® RE/MAX With her accomplished negotiation “Negotiation is something I loveand and ofThe thealways team’s ago REALTOR Every marketing strategy she members. uses is and Grenvilleone area, and has been founding strong rate of repeat clients ongoing 27 28 31 encouraged by a has attitude innovative and unique to that property. passionate about helping others.

Averaging 50 ho skills and personable toward thatget comes naturally.

If youapproximately lookoratthree continued a tradition ofShortly compas“It used to be: once a month you’d a referrals. working in real after starting her career at a law firm in annual transactions, she remains comher clients, Lenasion Taylor stands outexcellent my numbers, I have a lot of transacfor clients, service, By having inand theislocal newspaToronto, she grainy felt inspired pursue an Kyrsten mitted to the proven standards that have t she would make Inphotograph hertospare time, very involved in her market and her industry.

After tions and a huge return rate.” opportunity that complemented believe in in intheir community. foota LTOR®, she started deep involvement inthat her local Every year, per better for aevents farm was area. being sold – but set her apart. “Kaleigh and Ivideo coming to Canada from Ukraine on her entrepreneurial spirit as well as her passion for helpbeing very personable with our clients,” she says.

“Rather nistrative Assistant Doug’s sons Mark and she hosts an event called Easter in the Garrett joined the we’re home, treat every farm as if it’s atogether. high endfuture, people.

Inwe 2009 she switched tracks and launched than solely onLena the business side of things, her own at busiage 17, Lenainghad always Infocusing the is planning to ckend of the Park that brings the community her and career 7as residential a REALTOR herehas to offer a friendly transaction and develop genu- th where through him 11 years agogives respectively, of awhat luxury listing.” owards license.in She back to theleveraging food bank and hadFirst anher interest sales.

She worked invest more into her social presence impressions areher atlegal the root of Aaron’s business. ine connection with every home buyer or seller.” experience, strong business acumen and attensed, a community-based real estate pageand that introduce herself to more people and butthey have helped further that making tha in ITshe for aquickly few years says, “I was tion tohow detail, sheshow established a strong network and “I’m a big advocate for you up to anything r business repreprovides information about local busiKYRSTEN FEERE LENA TAYLOR THE PEDLAR TEAM Outside of real estate, Brandy is dedicated her comextensive of in satisfied clients.

This committed and and family tradition the 21st century. never fully happy where I list was. in Matt her community.

“Now that Ito am Recruited bylocal Collin Phillip is how showwith up focused to everything.

I’m coming across and sellersyou in the nesses, vendors, and upcoming munity and finds supporting local very fulfilling.

When approach ultimately led to Brandy achieving It wasn’t 100% me.

I always feltonly that more comfortable and have my own The recipients oftake numerous recogniAnother a Bechard (owners oftoMatch Realty Inc.), aterdown, Canada listings.

“I and want support localnot busias someone that can not care of myself, with clients or giving back, Brandy can be found “Platinum, Chairman Team Award RE/MAX Hall of ® a salesperson at heart.

So evenI feel like it’s the right time r,I was Kyrsten is now nesses because they the heart traveling, ofclients, our As she already ha As aJackie, second generation REALTOR with both CONTENTS spending quality time with her friends Fame tions and awards including RE/MAX whereandthey alongside herarecolleagues Paige Handsor and agricultural te but certainly takeHonors.” care of their home.”

0-60 transactions community.

As an entrepreneur myself, family, or taking dogs for a walk—enjoying all that tually I decided International I had to follow Titan my Club Team 2022, for me,” shehersays.

Lena’s Ukrainian being con marketing parents asI understand top producers in23) estate,Ontario Jenna Rachel Powell, have asupport successful real ence at efforts confer by a team ofdo three what this built type ofreal Southeastern has toestate offer.

When listing a property, Brandy prefers a comprehen4) MYmakes CRYSTAL BALL: CREATIVE WAYS heart and what me happy. nationality is a big part of her idenven seconds.

That is The the time it takes everything.

So when I’m showing up,clients I’m understanding sive approach.

After working alongside her to Pedlar Team provide clients with seller clien While her numbers means,” sheup explains. enterprise on an intimate of YOU rural livbackyard homes quickly an Lee Cody grew surrounded by the YOU CAN PREDICT TO SAY THANK I someone joined the teamwhat of athey top producer and industry. social presence, and she alsointendsbarb r to decide will dressed formal.

I have a suit on.

Shoes Astity her volume maintains steady growth, Brandy fully prepare their home for sale via an in-depth pre-marher ability to connectthe with service clients and expertise to she achieve and-mortar ing, diverse communities, andnow the demanding lifestyle obtained BE SUCCESSFUL nk about Aaron Farrow ischanged aware shined. ofoptions, those I think, inrelationships my you. areaYOU'LL and fully wants to raise awareness of what is theher b importantly Licensed ten years ago, she’s been in ofthe scaling her vision boutiqueMost service throughout keting strategy and broadcasts the ng that set her apart Byaremy the endstaging ofAll next year, details, Kyrsten hopes to haveon dou25) IS FINDING this fact and is not taking any chances. are really important so that I’m coming region.

In on the interim, Brandy and her growing teamfull-time look for-thead listing through a working highly targeted of digital andlooking ofher onblend a years farm.

“We all come from farming real estate goals.

SELLING REAL ESTATE life.” The rest istheir history, and Lena going in hera country. bled team size and volume.

“We’re tocareer business forEach sixteen total.

Her began best interests top m a big advocate for how you show across as someone that can notway, onlyBrandy take A NICHE ward to the new clients and opportunities that await.

“At social media campaigns. step of the is experience explosive growth in 2023,” she says. excels at helping real estate clients background, so a lot of this comes naturally to us.

I was been an incred and we are in the office ever to anything is how you show up to care of myself, but certainly take care the end ofRIGHT the day, there’s nothing more rewarding than there her clients,as keeping them well-informed while 14) HOW TOfor SPEED UP MARKET about her listings serving her client care manager where irl next door, is highly While setting goalsfather’s will help Most her expand her Lena reach, achieve theirKyrsten goals. ofserves all, says, “My favorite partthrough ofappreciate real meeting with a client and helping them the proensuring a seamless transaction through completion. working on my family’s farm up until I got licensed in it, right?

We th c Based in Grand Bend, The Pedlar Team the surof our clients FOR YOU? daptable. SheFIRST-TIME gets along withHOMEBUYER what her business ultimately comes down to is serving that go beyond she helped him build a top producing team in the cess. Teamwork does reallyImake the enjoy dream work!” she estate is connecting with people. really the 2021,” recalls Jackie, “andalong were deciding wind position in the rounding from Bayfield toconsulting Ipperwash the Lake andtopresence in the commun and is alwaysTRANSACTIONS available to Brandy chatarea many clients with respect and gratitude aswe possible. says. “Mostwith of all,people, we want seeing to make what the transaction as isasjust as attentive when those who Lena andbeen herable team are top producers, consistently process of connecting they For magazines. e region of Waterloo, Ontario.

Currently, she is in 29) TURNING YOUR ult, she’s to build a “My motto has always been to focus on a client-first down that business.

Wethrough had tinue easy asbuying possible our selling clients so that they canlearning better buying homes, by thoroughly guiding Huronarecoastline.

The team also goesthem inland to been service the forand placing in the top 20 in all of Ontario, as well as need, and getting the best possible deal for them.

I the past decade with660-70% approach and toof lead with honesty andthe integrity. realizeI theirthe home ownership goals.” theofbuying process in order to forming successfully secure 20) THINGS ALL SUCCESSFUL PROFESSION INTO benches around the process aclient’s team called Jenna properties outside the province, so I thought itThe would be agricultural in communities of Parkhill, Exeter, Ailsa Craig, Thedford, Pedlar Team are outspo rom referrals or repeat business. believe that success will come if the needs are being the #1 team in Vaughan.

On the website Rank find that very rewarding, and it’s what I love doing.”

NEGOTIATORS DO A PASSION Lee Group with two other agents. aCody natural fit all forabout embracing put at ease to the herForest, always putteam first.”

Arkona, and everything in between.

About half callcommunity.

Doug is ViceheP To learn more Brandy Burns, please (613) 246-1600 Mypeople Agent, the extends team is top-rated in ofme.”

Serving on the Agent Leadership and we haveM b Together, they serve Kitchener, Waterloo, email everythingrealestate@live.ca orclivisit brandyburns.ca of The Pedlar Team’s business from referral Chamber of Commerce, Canada. A Phone licensed broker, Lena explains what comes 310-734-1440 | Fax 310-734-1440 kerage, she leads the Education ® becoming a fully licensed REALTOR in 2021, sets and her teamagent “WeSince offer a full marents, aapart. testament to the strong relationships they build.

Bend Volunteer Fire Depart chargeher of putting together and Cambridge a strong reputation mag@topagentmagazine.com | with www.topagentmagazine.com keting package to our clients.

Not many people do These help propel her peers forJackiefrom hasnegotiation, cleared $40are million in collective andand “We take our clients A to Z and right there with volume, involved a past presiden Copyright Top Agent Magazine forall honesty, and relatability.

No portion of this issue be reproduced in anyand manner whatsoever without prior consent of the publisher.

Top Agent Magazine s,that providing with the tools here,”them Lena says.

“We domay of the staging now that partnered with like minded agents, thembywhenever theyGA, need us, right up are until and Optimist Club. Top The team do published Feature Publications Inc.she’s Although precautions takenclosing totwo ensure the accuracy of published materials, ed for success.isis included everything in the price.

It is a very comAgentafterwards Magazine cannottoo,” be held responsible for opinions expressed or facts supplied by its authors. herGarrett trajectory shows“We no sign of slowing. to explains. become friends In addition organizations in their local c prehensive package for a very affordable price.”

To subscribe or change address, sendclients inquiry to mag@topagentmagazine.com.

Jenna’s love working with her, marketing her listings, herclients. innateWe curiosity passion for agriculture, Jackie withinKyrsten most are alsoand heavily committed Published the U.S. of our ilored to the type of property she whether on the residential, commercial attributes herthree team’s robusttoward the future to this community, andserves all us grewtoupaninincreasingly this Looking The quality ofaservice Lena provides also to of success le, if she is listing condo geared or development side — so much so that 2 she will use creative Agent Magazine marketing footprint. listing goes into every omebuyers, distinguish her from agents.

She here speaks three area other and have lived our wholeat“Every lives.” been agriinTopthe business for alm Contact Kyrsten 905-577-2608, edia to reach her target audience. around ofkyrsten@kyrstenfeere.com her business comesshefrom cultural publication in Ontario,” explains. languages, and her prior experience in90% ITemail adds value ated“That’s amazing principles of ®

®

www.

mailto:mag@topagentmagazine.com

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My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA

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

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

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

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

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

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

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

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

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

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

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Are You Lead Generating on Purpose?

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

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

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

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

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

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

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

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AARON FARROW

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AARON FARROW

First impressions are at the root of Aaron’s business.

“I’m a big advocate for how you show up to anything is how you show up to everything. I’m coming across as someone that can not only take care of myself, but certainly take care of their home.”

Seven seconds. That is the time it takes for someone to decide what they will think about you. Aaron Farrow is aware of this fact and is not taking any chances.

“I’m a big advocate for how you show up to anything is how you show up to 8

everything. So when I’m showing up, I’m dressed formal. I have a suit on. Shoes are shined. All of those details, I think, are really important so that I’m coming across as someone that can not only take care of myself, but certainly take care Top Agent Magazine

of their home” he says. First impressions are at the root of Aaron’s business.

Aaron began in real estate flipping houses when he was 20 while he was working on the oil sands in northern Alberta.

At that time, he decided to start a staging company to increase the presentation of his properties and it wasn’t long until he began staging for other agents. The next logical step was to get his real estate license, he says. “And then we’ve grown the businesses from there.”

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To say his business has grown is an understatement. In four short years, it has grown from a one-man operation to an 11-member team that includes a director of operations, marketing manager, staging team and moving team. Serving primarily Northumberland County, Farrow and Associates’ reach extends into Durham Region and Quinte West, and what they offer goes beyond the average listing.

“I think I realized that in any business, especially when you’re younger, you’re starting, you’re new to an industry, you

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can’t just be a little bit better. I think you really have to be substantially better,” he says. “For us, we started really seeing the benefit of having an in-house staging company for all of our clients.”

From there he started a retail and e-commerce furniture company and converted a 5,000-square-foot warehouse into a client care center. “It houses our inventory, moving truck, acts as our retail furniture store and then it also has storage units in it for all of our clients to use.”

Aaron does not stop thinking about his clients after the sale and prioritizes

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“I realized that in any business, you can’t just be a little bit better. I think you really have to be substantially better.”

staying connected with them. In addition to monthly newsletters, he finds a way to connect with them more directly.

Clients can expect a handwritten card at Christmas time, community events, and team events. His retail pop-ups and collaborations with local businesses provide opportunities to meet face-to-face. “I think between doing all of those things plus our social impression, the touch points that we’re getting with our clients are at least six-to-12 times a year, which I think is very important for retention.”

Client relationships are important, so Top Agent Magazine

when Aaron has set up a listing appointment he is making it a priority to connect and build rapport with them. “I find that I don’t have to market our quality too much because I really think when they see the listing package or the service offering that we have, I find that really speaks for itself. So all I want to do in that listing appointment is build rapport,” he says. “Connect with them, learn about them, ask what their needs are, and build a strong foundation to become a team. To be honest, it seems to work pretty well.”

Building off of what has worked so far, Aaron plans to expand the Client Care 11

Center to include public storage and continue building their e-commerce retail store to further offset costs which will allow for more growth of his real estate service. “By offsetting our overhead through other businesses we can turn that into more staging inventory, continue

buying more moving trucks if needed, hiring more staff, and continue to grow our real estate team without it affecting our margins, all so that we can maximize our client’s experience when selling their home,” he says. I think going into the future, it’s now about evolving and refining.”

To learn more about Aaron Farrow, visit farrowandassociates.ca email aaron@farrowandassociates.ca or call 905.396.0489 www.

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 14

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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JENNA LEE CODY Top Agent Magazine

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JENNA LEE CODY

As a second generation REALTOR® with both parents as top producers in real estate, Jenna Lee Cody grew up surrounded by the industry.

Licensed ten years ago, she’s now been in the business for sixteen years total. Her career began serving as her father’s client care manager where she helped him build a top producing team in the region of Waterloo, Ontario. Currently, she is in the process of forming a team called the Jenna Lee Cody Group with two other agents.

Together, they serve Kitchener, Waterloo, and Cambridge with a strong reputation for honesty, negotiation, and relatability.

As she already has a strong client base, Jenna’s marketing efforts are concentrated on selling homes quickly and for the best possible value.

Most importantly, she always keeps her clients’ best interests top of mind. To spread the word about her listings, Jenna uses creative strategies that go beyond social media, newsprint, and magazines. For example, she puts large ads on benches around town. She also started doing

Jenna’s clients love working with her, whether on the residential, commercial or development side — so much so that around 90% of her business comes from repeat and referral clients. “I can refer people from coast to coast and make sure their best interests are always represented,” she says.

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interviews with clients after the close of their homes to see what they love about their properties and how they are doing after the big transition.

To top it off, Jenna’s business is bolstered by the fact that she grew up in the Cambridge area and has a large network of individuals supporting her. “It’s a small town where everyone knows you and you feel very connected,” she explains. She’s very involved with local organizations, some of which include the local Chamber of Commerce and the Rotary Club. Jenna enjoys supporting local golf tournaments, participates in mentorship opportunities, and has planted trees in her community with local organizations.

Additionally, a portion of every commission Jenna makes goes to the Children’s Miracle Network. She is focused on giving back to her community, whether through charity or supporting her favorite local businesses.

As a mother with two young daughters, Jenna can relate to a lot of young couples looking for the best schools and neighborhoods with kids. “Family is number one for me and this career has allowed me to be flexible with my time so that I can be there for my daughters when they need me,” she says. Jenna strongly believes that you can be a mom and a business woman and do both successfully. As she looks to the future, she is concentrating on expanding the volume of her business without growing into a huge agency. “I want all of my future agents to be born and raised here so that there is an element of authenticity and knowledge about everything we are recommending.

She explains, “I am a relatable person building a relatable team. From start to sold, call me first.”

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For more about Jenna Lee Cody, please call 519-574-3018, email sold@jennaleecody.com or visit jennaleecody.com www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 20

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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BRANDY BURNS Brandy Burns leads the Dream to Reality Group, brokered by the RE/MAX Hallmark® Realty Group, where she assists clients throughout Brockville, Leeds, Grenville, and surrounding communities of the 1000 Islands. Brandy has cultivated a distinct process that meets and exceeds the needs of her clients, alongside her licensed assistant, Kaleigh Duchene.

Brandy was born and raised in the Leeds and Grenville area, and has always been passionate about helping others. Shortly after starting her career at a law firm in Toronto, she felt inspired to pursue an opportunity that better complemented her entrepreneurial spirit as well as her passion for helping people. In 2009 she switched tracks and launched her career as a REALTOR® where through leveraging her legal experience, strong business acumen and attention to detail, she established a strong network and extensive list of satisfied clients. This committed and focused approach ultimately led to Brandy achieving “Platinum, Chairman Team Award and RE/MAX Hall of Fame Honors.”

When listing a property, Brandy prefers a comprehensive approach. After working alongside her clients to fully prepare their home for sale via an in-depth pre-marketing strategy and staging options, she broadcasts the listing through a highly targeted blend of digital and social media campaigns. Each step of the way, Brandy is there for her clients, keeping them well-informed while ensuring a seamless transaction through completion.

Brandy is just as attentive when consulting those who are buying homes, by thoroughly guiding them through the buying process in order to successfully secure the

right home that meets their interests and needs. In addition to a strong network of local clients, Brandy also enjoys welcoming newcomers to the 1000 Islands region with its proximity to major business hubs like Kingston, Ottawa, Toronto, Montreal, and its tight-knit communities and picturesque scenery.

During the course of her career, Brandy has developed a fantastic reputation throughout Ontario, as evidenced by her strong rate of repeat clients and ongoing referrals. Averaging approximately 50 annual transactions, she remains committed to the proven standards that have set her apart. “Kaleigh and I believe in being very personable with our clients,” she says. “Rather than focusing solely on the business side of things, we’re here to offer a friendly transaction and develop a genuine connection with every home buyer or seller.”

Outside of real estate, Brandy is dedicated to her community and finds supporting local very fulfilling. When not with clients or giving back, Brandy can be found traveling, spending quality time with her friends and family, or taking her dogs for a walk—enjoying all that Southeastern Ontario has to offer.

As her volume maintains steady growth, Brandy intends on scaling her vision of boutique service throughout the region. In the interim, Brandy and her team look forward to the new clients and opportunities that await. “At the end of the day, there’s nothing more rewarding than meeting with a client and helping them through the process. Teamwork does really make the dream work!” she says. “Most of all, we want to make the transaction as easy as possible for our clients so that they can better realize their home ownership goals.”

To learn more about Brandy Burns, please call (613) 246-1600 email everythingrealestate@live.ca or visit brandyburns.ca www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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JACKIE PEPPER By leveraging a combination of industry expertise and passionate entrepreneurship, the Farm Match Team based in Chatham-Kent, Ontario, has enjoyed a meteoric rise in the niche market of agriculture real estate. “We’ve really raised the bar for advertising in agricultural real estate,” boasts Jackie Pepper, one of the team’s founding members.

“It used to be: once a month you’d get a grainy photograph in the local newspaper for a farm that was being sold – but we treat every farm as if it’s a high end residential luxury listing.”

Recruited by Collin Phillip and Matt Bechard (owners of Match Realty Inc.), Jackie, alongside her colleagues Paige Handsor and Rachel Powell, have built a successful real estate enterprise on an intimate understanding of rural living, diverse communities, and the demanding lifestyle of working on a farm. “We all come from a farming background, so a lot of this comes naturally to us. I was working on my family’s farm up until I got licensed in 2021,” recalls Jackie, “and we were deciding to wind down that business. We had been buying and selling properties outside the province, so I thought it would be a natural fit for me.”

Since becoming a fully licensed REALTOR® in 2021, Jackie has cleared $40 million in collective volume, and now that she’s partnered with two like minded agents, her trajectory shows no sign of slowing. In addition to her innate curiosity and passion for agriculture, Jackie attributes her team’s success to an increasingly robust marketing footprint. “Every listing goes into every agricultural publication in Ontario,” she explains. “That’s Better Farming, AgBuyer, and AgDealer for our print method, in addition to direct mailings to every registered farm in South Western Ontario. But we also actively market to younger farmers. We definitely take advantage of social media, and every platform constantly has content to keep people engaged.”

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While the Farm Match Team goes to great lengths to advertise to potential clients, they maintain that their biggest opportunities for interpersonal connection still take place on the farms themselves. “I love being able to visit so many different farms, finding new friends and learning different aspects of farming that I wasn’t even aware of. There’s always something new and inspiring to learn – the conferences are great, and all the tech that’s out there is so exciting; not just for Ontario, but for the world.”

With a shared experience that relies on rolling up shirtsleeves to support a community, it’s no surprise this all-female agricultural team is quickly becoming a regular presence at conferences, awards ceremonies, weddings, and backyard barbecues all over Ontario. Jackie has recently obtained her broker’s license and is looking forward to growing the business alongside her teammates. “It’s been an incredible two years – I just believe in going for it, right? We came in hot, and it really paid off.” As her position in the industry solidifies, Jackie plans to continue learning as much as she can about the burgeoning agricultural industry, hiking throughout Ontario, and embracing her life as a mother. “It’s a wonderful life, and we have big plans for the future!”

To learn more about The Farm Match Team, visit matchrealtyinc.ca/farm-match, email jackie@matchrealtyinc.ca, or call 519-520-7156 http://

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 25

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 26

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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KYRSTEN FEERE About ten years ago REALTOR® Kyrsten Feere was encouraged by a mentor to consider working in real estate. Realizing that she would make a great fit as a REALTOR®, she started working as an Administrative Assistant to understand the backend of the business while working towards her license.

After getting licensed, she quickly started building her business representing homebuyers and sellers in the Burlington and Waterdown, Canada area. A decade later, Kyrsten is now doing between 50-60 transactions annually, supported by a team of three administrative staff. While her numbers are impressive, it is her ability to connect with clients and build longstanding relationships that set her apart in the industry.

A self-proclaimed girl next door, Kyrsten is highly approachable and adaptable. She gets along with everyone she meets and is always available to chat to clients. As a result, she’s been able to build a strong network over the past decade with 60-70% of her clients coming from referrals or repeat business.

Kyrsten’s ability to put people at ease extends to her colleagues as well. Serving on the Agent Leadership Council for her brokerage, she leads the Education Committee and is in charge of putting together agent training programs. These help propel her peers forward in their careers, providing them with the tools and knowledge needed for success.

When it comes to marketing her listings, Kyrsten employs strategies tailored to the type of property she is selling. For example, if she is listing a condo geared towards first-time homebuyers, she will use creative graphics on social media to reach her target audience.

Alternatively, if she is selling an estate, she might do a magazine spread and more community-based videos.

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Every marketing strategy she uses is innovative and unique to that property.

In her spare time, Kyrsten is very involved in events in her local area. Every year, she hosts an event called Easter in the Park that brings the community together.

She gives back to the food bank and has a community-based real estate page that provides information about local businesses, local vendors, and upcoming listings. “I want to support local businesses because they are the heart of our community. As an entrepreneur myself, I understand what this type of support means,” she explains.

By the end of next year, Kyrsten hopes to have doubled her team size and volume. “We’re looking to experience explosive growth in 2023,” she says.

While setting goals will help her expand her reach, what her business ultimately comes down to is serving as many clients with respect and gratitude as possible.

“My motto has always been to focus on a client-first approach and to lead with honesty and integrity. I believe that success will come if the client’s needs are always put first.”

Contact Kyrsten at 905-577-2608, email kyrsten@kyrstenfeere.com or visit her website: kyrstenfeere.com www.

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LENA TAYLOR With her accomplished negotiation skills and personable attitude toward her clients, Lena Taylor stands out in her market and her industry. After coming to Canada from Ukraine on her own at age 17, Lena had always had an interest in sales. She worked in IT for a few years but says, “I was never fully happy with where I was.

It wasn’t 100% me. I always felt that I was a salesperson at heart. So eventually I decided I had to follow my heart and do what makes me happy.

I joined the team of a top producer in my area and fully changed my life.” The rest is history, and Lena excels at helping real estate clients achieve their goals.

Lena and her team are top producers, consistently placing in the top 20 in all of Ontario, as well as being the #1 team in Vaughan. On the website Rank My Agent, the team is the top-rated team in all of Canada. A licensed broker, Lena explains what sets her and her team apart. “We offer a full marketing package to our clients. Not many people do that here,” Lena says. “We do all of the staging and everything is included in the price. It is a very comprehensive package for a very affordable price.”

The quality of service Lena provides also serves to distinguish her from other agents. She speaks three languages, and her prior experience in IT adds value for her clients. “Because in a previous life I was an analyst, that means I’m very skilled with software and analyzing data,” Lena says. “I know how to take sales data for a specific area and analyze it, trying to find the best deal for my clients.” That, combined with her negotiation skills, makes Lena the ideal agent for her clients to have on their side.

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“Negotiation is something I love and that comes naturally. If you look at my numbers, I have a lot of transactions and a huge return rate.”

In the future, Lena is planning to invest more into her social presence and introduce herself to more people in her community. “Now that I am more comfortable and have my own clients, I feel like it’s the right time for me,” she says. Lena’s Ukrainian nationality is a big part of her identity and social presence, and she also wants to raise awareness of what is going on in her country.

Most of all, Lena says, “My favorite part of real estate is connecting with people. I really enjoy the process of connecting with people, seeing what they need, and getting the best possible deal for them. I find that very rewarding, and it’s what I love doing.”

For more about Lena Taylor, you can call her at 416.505.7702 or email lena@teamelfassy.com

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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THE PEDLAR TEAM Ever since Doug Pedlar joined RE/MAX in 1984, The Pedlar Team has continued a tradition of compassion for clients, excellent service, and deep involvement in their community.

Doug’s sons Mark and Garrett joined him 11 and 7 years ago respectively, and they have helped further that family tradition in the 21st century.

The recipients of numerous recognitions and awards including RE/MAX International Titan Club Team 2022, The Pedlar Team provide clients with the service and expertise to achieve their real estate goals.

from the GTA, London, Kitchener, and Waterloo, and they have to drive two or three hours to come see a home.

By having a virtual tour with drone video footage and footage from inside the home, we give them a good idea of what they’re coming here for and making that drive worth it.”

Based in Grand Bend, The Pedlar Team serves the surrounding area from Bayfield to Ipperwash along the Lake Huron coastline. The team also goes inland to service the communities of Parkhill, Exeter, Ailsa Craig, Thedford, Arkona, Forest, and everything in between. About half of The Pedlar Team’s business comes from referral clients, a testament to the strong relationships they build.

“We take our clients from A to Z and are right there with them whenever they need us, right up until closing and afterwards too,” Garrett explains. “We become friends with most of our clients. We are also heavily committed to this community, and all three of us grew up in this area and have lived here our whole lives.”

Since they service a popular vacation area, The Pedlar Team have honed their marketing approach to serve buyers from outside the local area. “We do more than just promote your listing,” Doug says. “We also promote the community and the lifestyle around Grand Bend.”

Garrett adds, “Our marketing approach is very internet and social media-based. We create in-depth virtual tours for our listings, because many of our buyers come

Another aspect of meeting clients where they are comes in the form of being constantly available to their seller clients. “We are the only brickand-mortar real estate office with a full-time administrator in Grand Bend, and we are in the office every day,” Garrett says. “Many of our clients appreciate that face-to-face interaction and presence in the community.”

The Pedlar Team are outspoken in their support of their community. Doug is Vice President of the Grand Bend Chamber of Commerce, Mark belongs to the Grand Bend Volunteer Fire Department, and Garrett is heavily involved and a past president of the Ausable-Port Franks Optimist Club. The team donates to various causes and organizations in their local community.

Looking toward the future, Garrett says, “Dad has been in the business for almost 40 years and has created amazing principles of workmanship and integrity, teaching us to do the same. Moving forward, we plan to take those principles and continue to do them well, being as honest with people as possible and just telling the truth. We are really excited about the market, and we can’t wait to see what the coming years bring. Mark and I plan to stick around in this business as long as Dad has, and keep this family business running for generations to come.”

For more about The Pedlar Team, call 519-238-5700 or email remaxgarrett@hay.net.

You can find them online at grandbendrealestate.com, on Facebook at facebook.com/thepedlarteam, and on YouTube at youtube.com/channel/UCbCyfn2WRdFsvmMWIxs6c8Q www.

www.

www.

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