ONTARIO 4-18-22

ONTARIO EDITION

PLAYING THE Is Finding a REAL ESTATE

Small Yard?

Big Statement: How to Make the Most Out of Micro Outdoor Spaces

NICHE MARKET Right for You?

BEYOND

CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

FEATURED AGENTS

BRENDON AASLA SIVAGE SIVAGUMARAN

COVER STORY

STEVEN SARASIN

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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 Top Agent Magazine

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 Top Agent Magazine

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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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 6

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

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

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Think vertically.

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

Soothing sounds set the mood.

Upgrade the look of structural components.

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

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

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

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Don’t compromise on your culinary dreams.

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

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

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

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STEVEN SARASIN

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STEVEN SARASIN I’m honest with my clients. From the moment of our first meeting, I am most focused on what they hope to accomplish, always putting their best interests first.”

Born and raised on Lake Simcoe in Georgina, Steven Sarasin had the unique opportunity to master the real estate industry from the ground up through his family, who were prominent investors in their community. Later, he would go 10

on to own and manage multiple properties throughout the region. Over time, though, he found himself searching for a new opportunity that combined his elite foundations in real estate with his passion for helping others. Inspired, he decided Top Agent Magazine

to launch his career as an agent, quickly establishing a network of satisfied clients and colleagues that spans Ontario.

Today, Steven is a REALTOR® with Royal LePage Ignite Realty, where he assists clients throughout Georgina and the Brock Township. Ranked as the #1 listing agent in his office from 20192021 and having been recognized with countless honors, including the Top 35 Under 35 2020 and 2021 designations, the Red Diamond 2021 Award, the Top Agent Magazine

Director’s Platinum Award, and the Top Tier Member Award, he has developed a boutique process to meet the needs of any client—from first time home buyers to seasoned investors.

When listing a property, Steven prefers a comprehensive approach. Starting out, he helps his clients fully prepare their home for the market, providing them with a suite of professional staging, cleaning, and photography services. From there, he broadcasts his listings to a highly 11

targeted blend of digital and social media campaigns, as well as postcards to the surrounding neighborhoods. He is also a dual member of both the Toronto Real Estate Board and Mississauga Real Estate Board, which gives his clients listings exposure on over 22 real estate boards in Ontario.

Elsewhere, Steven is just as hands-on when assisting his buyers, drawing from his experience in home construction to

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uncover the right home for their needs. Along the way, he can connect his clients to a diverse network of contractors and referral partners, ensuring a seamless transaction. He also keeps in touch long after the deals are done to make sure his clients are thriving in their new homes.

Over the years, Steven has earned a fantastic reputation throughout his region, with the vast majority of his volume coming from repeat clients or referrals. Through it all, though, he is most gratified by the process of helping his buyers and sellers maximize their potential in the marketplace. “Above all, I’m honest with my clients,” he says. “From the moment of our first meeting, I am most focused on what they hope to accomplish, always putting their best interests first.”

Outside his career, Steven is dedicated to his community, contributing to an assortment of local charities and causes throughout the year. A proud father to an infant daughter, when he’s not with clients or giving back, he can be found traveling the world or spending quality time at home with his family.

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Going forward, Steven has strong plans for the future of his business. As his volume maintains its steady growth, he intends on building his team in the months ahead, sharing his proven standards with the next generation of real estate

professionals. “I’m always available and open to helping my fellow agents generate lasting success in our business,” he says. “At the end of the day, when you work with me, you can always count on my integrity, honesty, and empathy.”

To learn more about Steven Sarasin email Steven@stevensarasin.com, visit stevensarasin.com or call (416) 578-5973 www.

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Royal LePage Ignite Realty, Brokerage is proud to congratulate

Steven Sarasin Sales Representative

on being featured for the Province of Ontario in Top Agent Magazine!

Royal LePage Ignite Realty, Brokerage Office: 416-282-3333 | Fax: 416-272-3333 www.igniterealty.ca Main Office: D2-795 Milner Ave, Toronto ON M1B 3C3 Branch Office: 219A-2980 Drew Rd, Mississauga ON L4T 0A7 Top Agent Magazine

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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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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BRENDON AASLA Real estate has intrigued Brendon Aasla since his youth, but it was years until he decided to finally follow his dream and become a REALTOR®. “My real estate journey really started 15 years ago,” Brendon recalls. “My mother Nadene Aasla is in real estate, and ever since she got her license, I have been fascinated with the industry. My original career was in law enforcement, but when Covid hit, I had a redirection in my life and decided that I wanted to pursue a career in real estate as well.”

It quickly became clear that Brendon had made the right choice, as his business grew exponentially in his very first year and a half. He closed just shy of 50 transactions in his first 12 months and was awarded the 2021 Rookie of the Year Award from his local real estate board, an honor that confirmed Brendon as an up-and-coming force to be reckoned with. “I hit the ground running, and it’s been a heck of a ride,” Brendon says. “I never expected to get into it so fast and furious, but with the hot market we have in Canada right now, things are moving so fast that I’ve learned on my feet, and I’ve loved every minute of it.”

when it’s open, and we’re always open.

We are always here to protect you, no matter what storm you’re weathering. I keep my phone on at all times, and I’m always available for my clients. Our job is to directly benefit the people who hire us and put their trust in us.”

As for what the future holds, Brendon says, “Our team is trying to follow in the footsteps of some great role models we’ve found in the industry and create a well-oiled machine with our systems in place.” He is also thrilled to have an opportunity to pay it forward and help new agents find success. “Our goal is not just producing money, but helping people in their own lives and business ventures. Because I’ve had such a successful first year and a half in the business, I would like to help other people achieve the same success.” All in all, Brendon is happy to be where he is. “I’m doing what I love right now.

Everything is going amazing, and I wouldn’t change it for the world.”

Now Brendon has had the exciting opportunity to team up with other top producing agents in his area and form an all-star team, the Brolly Group. “Within my first two years of real estate, have co-founded one of the leading real estate teams in our city, and it’s so cool to be a part of that,” Brendon says.

For Brendon and his teammates, it all comes down to serving the client. “A lot of teams in real estate focus on transactions and volume, but our team’s mindset is different because it’s client-focused,” Brendon says. “We put their interests ahead of our own, and we all care about the client more than the numbers.” He explains that the team’s name comes from the symbolism behind an umbrella: “An umbrella is only useful Top Agent Magazine

For more about Brendon Aasla, plesase call 519-209-1018 email brendon@thebrollygroup.ca., visit his website aaslarealty.com, or Facebook: facebook.com/AgentAasla, and on Instagram at @agentaasla https://www.instagram.com/agentaasla/ www.

www.

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

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

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 20

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

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

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

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

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

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

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

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

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

Kitchens and baths

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

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

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

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

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

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

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SIVAGE SIVAGUMARAN A love of numbers, a helping mindset and a CPA license formed a strong background for Sivage when he had the opportunity to pursue his passion and explore real estate. The perfect place to merge his mathematical talents with his love of helping people was exactly what he was dreaming of. Sealing a deal that’s a win-win for everyone involved drives him forward and he’s been following that drive for three years now. Before getting his Real Estate license, he had been working in CPA Firm, Non-Profit Organizations, and Hospitals as well as consulting on interior decoration, remodeling, and legalized Basement Apartments. Sivage specialized in luxury home marketing and successfully completed the Certified Luxury Home Marketing specialist (CLHMS™) certification under his belt. Additional recognition and titles he has achieved include Seniors Real Estate Specialist (SRES), Accredited Buyer's Representative (ABR), Seller Representative Specialist (SRS), Resort and Second-Home Property Specialist (RSPS), Real Estate Negotiation Expert (RENE), and Million Dollar GUILD™.

Sivage has a better understanding what’s going on in properties he walks into, having built that knowledge working with municipalities, contractors, owners, home inspectors and appraisers. If it turns out a property will require too many modifications and fixes for the taste of his client, he advises the clients the pros and cons of the property to help them to make a wise choice. Sivage works mostly throughout Ontario, from Oakville and Barrie to Peterborough and Bowmanville, although he won’t shy away from Niagara and North Bay or even Kingston and Ottawa, if the transaction calls for it. He goes where the opportunity is that meets the client’s needs and wants. It’s that effort and care that keeps him at an astounding 99% referral rate.

Clients come back for the knowledge, comfort, service and wisdom. Sivage served his clients, providing

solutions for all kinds of problems, even reaching beyond the basics of real estate.

Even though he’s ready to help with the ins and outs of transactions with the professional manner and knowledge of his education background, he easily slips into the role of a consultant and a real estate portfolio planner. If he cannot supply the detailed answer necessary, just like your family doctor, he will refer clients to the professionals they need, from roofing to landscaping. Out of the roughly about 86,000 other agents in Ontario, he's happy to supply the support that keeps his clientele coming back.

His target is to have his clients building a portfolio, not just the single property they start with. To that end, keeping in contact with that database is essential. He will contact his clients on holidays and congratulating them on special family milestones with a gift or a cake in addition to monthly newsletters. On the anniversary of a purchase, he works up a full market evaluation, showing what’s changed in the area and what information might be important to keep in mind for the future.

The sales for Sivage are so hot right now that houses sell within a day or two of listing. When he does get the breathing room to advertise, he uses Google, Facebook, TikTok, Instagram and tens of thousands of physical post cards distributed to the area. Luxury listings may get featured in advertising as far as New York or even China, although he’s grown a special interest in small cottages and AirBnB properties. With a background as a chef, Sivage sets up cooking demonstrations in open houses as well as volunteering for charity events to help bring the underprivileged out of poverty. He’s on the planning committee of charitable organizations for over two decades, expanding his own hobbies of food and good faith to support those in need. There are thousands of qualified agents out there, and he urges buyers and sellers to find the right one for them to invest their trust in.

For more info, call 416-553-8902, email sivagehomes@sivage.ca and visit sivage.ca www.

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