ONTARIO 5-15-23

ONTARIO EDITION

5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS

How to Send

Smarter Emails

MAKE SOCIAL MEDIA MARKETING

Your Calling Card

FEATURED AGENTS

COURTNEY SHEWAN DEANNA MENDES FRANK LE HARDIP GHAG RAMAN DUA SAHIR JAMAL TOMMY LAND

CONNECT BEYOND

REAL ESTATE

to Attract Future Clients

COVER STORY

LANCE MACKENZIE

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

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5 Tips to Make New Hires

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

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

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

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1. Be honest about the scope of the role

2. Build in some perks

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

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

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

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

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

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

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

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

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

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

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

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LANCE MACKENZIE

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Top Agent Lance MacKenzie is an award-winning REALTOR® for, and former Shareholding Partner of Century 21 Heritage House Ltd., where he mentors new agents breaking into the business as well as assisting clients throughout Tillsonburg and the surrounding areas.

Raised in Tillsonburg, Lance MacKenzie has always possessed an entrepreneurial spirit. He would first take an interest in real estate while finishing up his University education in Windsor, Ontario, when his future wife, Rebecca accepted an opportunity to attend medical school overseas in Newcastle Upon Tyne and St. George’s University in Grenada. Lance joined her abroad while managing an investment property back in Windsor, which sparked his interest in all the ways homeownership can provide passive income and encourage financial growth. Inspired, he would return home with his wife to launch his career as an agent in 2012, quickly establishing an extensive network of satisfied clients and colleagues that spans the region.

Today, Lance is an award-winning REALTOR® for, and former Shareholding Partner of Century 21 Heritage House Ltd., where 8

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he mentors new agents breaking into the business as well as assisting clients throughout Tillsonburg and the surrounding areas.

As a multi-year CENTURION® Producer, he has cultivated a distinct workflow to meet the needs of any buyer or seller.

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When listing a property, Lance invests in his clients to ensure a seamless transaction throughout. Starting out, he helps them fully prepare their home for the market by providing them with a cutting edge suite of professional photography and drone photography

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Over the years, Lance has earned a fantastic reputation throughout the area, with the majority of his volume coming from repeat clients, referrals, as well as strategic partnerships with industry leading companies like Distinct Exteriors, RND Construction, VernesCarpetone and high-end custom home builders PROMAR HOMES. services, as well as video tours. From there, he shares their listing to a highly targeted blend of digital and social media campaigns.

He also utilizes proven resources like newsletters and standout open house showings to give each client an added advantage.

Elsewhere, Lance is just as attentive when assisting his buyers, drawing from his own Copyright Top Agent Magazine 10

experience as a local business owner, entrepreneur, investor and owner of multiple income properties in the Tillsonburg area to uncover the right investment for their best interests. Most of all, he loves welcoming clients to his thriving community, nestled nicely between the scenic beaches along Lake Erie and only a stone’s throw from the 401. Over the years, he has earned a fantastic reputation Top Agent Magazine

throughout the area, with the majority of his volume coming from repeat clients, referrals, as well as strategic partnerships with industry leading companies like Distinct Exteriors, RND Construction, VernesCarpetone and high-end custom home builders PROMAR HOMES. Now averaging around 50 transactions per year, Lance remains focused on the leading standards that set him apart. “At the end of the day, I believe in treating people the way I would like to be treated,” he says. “Combining those values with my unique personality, sense of humour AND years of experience, I’m able to navigate clients through a variety of situations—whether they are recent retirees or newcomers to our area.”

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Outside of real estate, Lance has received multiple Chamber of Commerce awards for Entrepreneurship and his dedication to the local Community—most recently serving for the local non-profit Basketball Tillsonburg, as a Board member of Tillsonburg’s Helping Hand Foodbank, and as a current ten-year-member and past president of the The Kinsmen Club of Tillsonburg. When he’s not with clients or giving back, he can be found spending quality time with his wife Dr. Rebecca Heeney and two year old son Kellam. He also is passionate about playing sports, reading, or running with his Dutch Shepherd ‘Bruce Willis’, and hanging out with his mom! Lance is continuously taking on new challenges like running marathons, participating in local musical production Mamma Mia with Theatre Tillsonburg

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or whatever else may come along—truly enjoying all the dynamic culture his hometown has to offer.

As his volume maintains its steady growth, Lance intends on scaling his proven standards throughout the region. In the meantime, though, he looks forward to new opportunities

that await. “No two days are the same in our industry,” he says. “Through the years, I’ve sold everything from factories to commercial sales and leasing, cottages, condos, farms and retirement homes. No matter the client, there could be nothing more rewarding than building those lasting connections and helping them achieve their goals in our market.”

Contact Lance at 226-378-0345, email lance.mackenzie@century21.ca, or visit lance-mackenzie.c21.ca www.

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n Called “below grade spaces,” basements

and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n Did you know the space inside closets

and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

n When recording square footage, ANSI

actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n Just like below grade spaces, a garage, a

pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take.

room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage.

n First, you’ll need a few things to get started,

n As you go measure throughout the home,

including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

n Next, choose a room to start measuring

wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

n From there, draw out the wall you measured

and measure the remaining walls in the

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using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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COURTNEY SHEWAN When Courtney Shewan bought his first condo back in 2008, he had no idea it would be the beginning of a successful career in real estate. “At the time I was working in finance,” Courtney explains.

“But I really enjoyed the process of buying a home, and I decided I wanted to pursue a path that would allow me to work with all walks of life and provide unlimited opportunities.” Fast forward to today, Courtney is a licensed real estate agent with his own franchise (Peak Realty Ltd., Brokerage) and a growing team of professionals who share his vision for success.

Based in East Toronto, his services extend to everything from waterfront properties to high-rise condos, making him a go-to choice for anyone looking for a home in the region. With his sights set on expanding his brokerage and team, Courtney is a rising star in the world of real estate.

Courtney stands out as an agent by offering a comprehensive, circular sales transaction that ensures support for clients before, during, and after the sale. He is dedicated to creating a sense of community through various events and partnerships, like Thanksgiving pie giveaways, meet Santa events, and collaborations with local businesses like the Oshawa Generals hockey team and even a funeral home. Courtney explains, “I really try to involve my community, I’m always trying to think outside the box.” His dedication to fostering connections extends beyond the sale, with exclusive events for VIP clients like a VIP box event at a hockey game. “I make sure that everybody has a great time at the hockey event, I have them bring their kids,” he says. By consistently offering unique experiences and going the extra mile for his clients, Courtney demonstrates a commitment to his community and the people he serves, making him a standout real estate agent.

When it comes to marketing his listings, Courtney employs a unique and comprehensive approach. He presents clients with an à la carte menu of services, ranging from staging and cleaning to radio ads and social Top Agent Magazine

media promotion. Courtney distinguishes himself by being the only agent in his area to promote listings on local radio stations, not just self-promotions. Additionally, he maintains a strong social media presence on platforms such as Facebook, Instagram, and LinkedIn. For each listing, Courtney creates a dedicated website with the property address as the URL and utilizes professional photography, drone footage, and video. He even provides personalized voiceovers to offer an immersive experience, saying, “I talk about things that you don’t see in the home and create an experience to make you want to live there.

I try to paint the picture for people.”

When Courtney isn’t working, he loves to spend time with his family. “We have a permanent trailer that we stay at during the summers,” he explains. During the winter, Courtney enjoys going to hockey games.

Looking ahead, Courtney has his sights set on growth, wanting to open several more offices across eastern Ontario. “I absolutely love real estate. I don’t consider it a job. My goal is to be an industry leader and set the bar higher for better practices.”

To learn more about Courtney Shewan, please call 905-436-6096 or email courtneyshewan@gmail.com 17

Cooperation, Not Competition, Creates

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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DEANNA MENDES Deanna Mendes’ exceptional career journey from corporate sales to real estate has showcased her unparalleled commitment to her clients and dedication to providing exceptional service. As a top-performing Real Estate Broker, Deanna has been proudly serving the Greater Toronto Hamilton Area for six years now, establishing herself as a trusted name in the industry.

Her unwavering passion for helping others has built her a loyal client base that values her personalized approach to the buying and selling process.

Deanna’s commitment to forming lasting connections with her clients is one of the key reasons why over half of her business is from repeat clients and referrals, demonstrating her commitment to building trust and fostering loyalty. Her impressive record as a real estate agent is built on her unwavering commitment to her clients and her passion for helping others. “I love building relationships with them,” she explains. “I get really involved in helping my clients through the entire process.” She strives to act as a consultant to her clients, taking the time to understand their goals and strategizing a comprehensive plan to help them achieve it.

For her marketing strategy, Deanna looks at it comprehensively, making maximum exposure the top priority for her clients’ properties. She leverages her database to send out email blasts, effectively reaching potential buyers with information about her new listings.

“We utilize social media pretty well for listings and advertisements,” she says, demonstrating her understanding of the importance of online visibility in today’s market. In addition to her digital efforts, Deanna is mindful of the unique structure of Canadian real estate in Ontario, which features multiple real estate boards.

She ensures her listings are visible across all boards, making them accessible to agents regardless of their location. Deanna also values traditional methods, incorporating print advertising and word of mouth into her Top Agent Magazine

marketing mix. By utilizing various channels and staying connected to her extensive database, Deanna is committed to providing a well-rounded marketing experience for her clients.

Deanna is a team player who loves the collaboration of working with the Scott Benson Team and Real Broker Ontario.

She loves to help and mentor other agents and is always wanting to give back to the Agent community.

Apart from her professional accomplishments, Deanna is an active member of the community and frequently coaches her children’s sports teams. She also organizes neighborhood clean-up days and client events, such as Easter egg hunts, showcasing her dedication to giving back to the community.

As she looks to the future, Deanna has her sights set on growing her business and expanding her administrative team to ensure the client experience is always at the forefront. Her passion for helping people and building genuine relationships with her clients remains the cornerstone of her success.

For more about Deanna Mendes, please call 416-557-8737 or email deanna@scottbensonteam.ca

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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n Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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FRANK LE From working in architecture in Vietnam to a flourishing real estate career in Toronto, agent Frank Le has carved a unique path in the industry. Frank moved to Canada in late 2009, and after working in construction for a few years, he took the leap into real estate in 2016. His journey is a testament to his adaptability and drive, as he navigated his way through new fields and a new country.

Flying solo in his real estate business, he is a self-starter who relies on his own resources and tenacity. His construction and architecture experience gives him a unique perspective on the real estate market, making him a valuable resource for clients.

Frank’s dedication and hard work have built a strong foundation for his business, where word-of-mouth referrals play a significant role in his ongoing success.

With a unique combination of skills and experience, he’s propelled himself to success in the real estate world. His background in architecture and construction not only made him well-known in the local community but also served as a strong foundation for his career as a Real estate agent. As he recalls, “In the first year I made the Platinum award with over 20 transactions.” In fact, Frank broke his company record in the first year, surpassing the sales of any other new realtors in his brokerage’s over 30-year history. Frank’s secret to staying connected with his past clients and building a robust referral network is his thoughtful approach to social media. He explains, “I always maintain a strong presence on social media, sharing my life and thoughts.” By showcasing his achievements and showing a glimpse into his personal life, Frank fosters genuine connections and maintains a strong presence in his community, making him a sought-after real estate agent.

Frank’s approach to marketing his listings is a blend of traditional strategies and savvy use of social media. He says, “I post on our community group and often I pay for advertisements on Facebook.” By leveraging the power of social media platforms like Facebook, Frank effectively reaches a wide audience and generates Top Agent Magazine

interest in his properties. In addition to his online presence, Frank also employs more traditional methods like open houses and door-to-door outreach to connect with potential buyers. Despite fluctuations in the market, his marketing strategies have consistently yielded impressive results, consistently closing many transactions in the last two years and that made him become the top 1% Realtor® in Canada.

As Frank looks toward the future, his aspirations include building a team to help him manage the growing workload and expanding into the pre-construction real estate market. He recognizes the high demand in this area and is eager to capitalize on the opportunities it presents. Currently working with an assistant and his business partners, Frank envisions adding more team members to support his endeavors.

Above all, Frank’s passion for real estate shines through in his love for connecting with others. He says, “I meet a lot of great people that connect me with many opportunities.” By sharing his positive energy with clients and colleagues alike, Frank continues to forge lasting relationships and solidifies his reputation as a standout real estate agent.

For more information about Frank Le, please call 416-897-3823 or email Frankhometeam22@gmail.com 25

HARDIP GHAG Hardip Ghag of Brampton, Ontario, has built a successful real estate enterprise by building tried-and-true systems of marketing, creating an all inclusive in-house team of professionals, and educating his agents to the best of his ability.

“I just love helping people – being able to solve challenging problems, no matter the circumstances. Originally that applied to my clients, but now I’m finding more and more opportunities to educate agents and colleagues. Whether that’s running sessions at the office or going out door knocking with my team – that’s what keeps me sharp.”

elements of each transaction have spurred them to retain an in-house legal team, and Hardip has also obtained his mortgage license. “I see that as another opportunity to educate clients and agents – I have a lot of connections in that industry, which helps me to better serve people.” Hardip shares his knowledge through monthly e-newsletters, pop-bys, and seasonal phone calls. Additionally, he has adopted a proactive marketing strategy that connects him with local agents to mutually fuel their interests. “We follow up on listings and sales in our area, calling agents to find out where clients are moving in from, and big picture market trends that they might have recognized. That way when we list similar properties, we already have some prospects!”

Originally, Hardip chose to pursue real estate in an attempt to control the most fleeting and ephemeral of human assets: time. “I had a few family members who were in real estate,” he recalls, “and I wanted to have more free time to myself. Once I got into it I quickly realized that to be successful you had to put in a lot of time, but eventually I was spending more time helping people and changing lives than I was running a business. That changed everything for me.” After fifteen years as a solo agent, Hardip established the HG Realty Group alongside Re/Max, housing a team of four additional agents and a full time office administrator. “We serve the Greater Toronto Area with a special emphasis on Brampton. That’s where we concentrate a lot of our marketing efforts and where we have the biggest presence.”

This organic networking approach and dedication to white glove service has Hardip and his team proud to grow their roots deep within the Brampton community.

They host an annual barbecue in the summer, sponsor a pumpkin drive in the fall, and support the Brampton Girls Softball Association. “Being a proud father to three girls who also play softball, this cause is important to me as I want to support girls in sport and empowerment. We’re involved in the hospitals in Brampton, and anything going on in the community centers – we try to help out as much as we can.” When he’s not supporting his community or growing his business, Hardip enjoys working on cars, going to the gym, and spending time with family – whether that’s watching TV or traveling.

“These are the most precious times! The long term goal is to establish a sub-brokerage within the brokerage. I want to make as many successful agents as possible.”

As a collective, the team averages approximately fifty annual transactions, and they boast a book of business that is eighty-five percent repeat and referral clients.

Their attention to detail and dedication to serving all

For more about Hardip Ghag, email hardip@hardipghag.com, call (905) 795-1900 or visit hgrealtygroup.ca, Facebook: facebook.com/HardipGhagRealtor, Instagram: instagram.com/hardipghag.remax, LinkedIn: linkedin.com/in/hardipghag or YouTube: youtube.com/@hardipghag6630/featured https://

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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RAMAN DUA Raman Dua, CEO and Founder of Save Max Real Estate, has built an international enterprise over the course of his fifteen year career by focusing on mentorship and helping others grow their personal business and success. “I still get excited meeting new REALTORS®. When I see someone who wants to join, especially a young person, I personally want to create success for them. We take pride in being able to educate agents all across Canada by spreading success stories and helping people chase their dreams.”

After emigrating from India at the age of twenty-eight, Raman landed in Brampton, Mississauga in 2003, and he was able to launch his career in the industry with RE/MAX. “I started in 2007 with fifty transactions, and the next year I had almost ninety. I had already started building my team from the basement of a house,” he recalls, “and we had ambitious ideas of how a brokerage could be run, but the existing structures didn’t allow for those concepts. That’s how Save Max was born.” The enterprise launched in 2010, and initially gained traction when they introduced a flat-listing service. Raman was hooked on the sensation of pushing the innovation boundaries. “I saw potential in a partnership model – we started focusing on micro-entrepreneurs, and that’s where our Game Changer concept really took hold.”

Save Max piloted a collectivist, interdependent agency that incentivized collaboration rather than competition: the Game Changer model allows agents who assist their colleagues with a transaction to split a portion of the company profits. This strategy has Raman presently overseeing almost 300 team members directly, and at

the head of a network of almost 60 franchises across the country housing over 950 agents.

This spirit of camaraderie has helped to fuel an empire that presently boasts over $15 billion total sales, averaging over $3 billion annually, and growing.

“Like lots of innovators, I was focused on identifying the problems in my field and trying my best to solve them.

Traditional real estate survives on a model where only 10% of new agents succeed in the field, and 90% of them fail. At Save Max, it’s the other way around – 90% of our agents succeed.

And by ‘succeed,’ I mean they make a six figure income.” These astronomical figures are burgeoned by robust support networks, unparalleled training programs, ubiquitous mentorship, and aggressive marketing; the last of which was recently celebrated when they were awarded naming rights to the Save Max Sports Centre in Brampton.

In addition to their manual marketing efforts, Raman and Save Max are diligently laying the digital groundwork that will springboard their international coverage. “By 2025 we plan to have a presence in eleven separate countries – first up are the United States, Australia, and Dubai.

We want to give people a feel for our brand before they even step foot in Canada.” As his business continues its meteoric trajectory, Raman plans to continue supporting his community any way he can, which includes sponsoring athletic programs and tournaments, donating to local food banks, and pledging to raise $5 million to help construct a new hospital in Mississauga (to add to the $2.5 million Save Max has already donated).

To learn more about Raman Dua, email raman.dua@savemax.com, call (647) 225-5780 or visit savemax.com, Facebook: facebook.com/RiseWithRaman, Instagram: instagram.com/risewithraman, LinkedIn: linkedin.com/in/risewithraman, YouTube: youtube.com/@RiseWithRaman https://

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Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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

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

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 32

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

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

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

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

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

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

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SAHIR JAMAL Sahir Jamal of Markham, Ontario, carved a niche in commercial real estate by combining an unslakable thirst for constant education with a sincere passion for helping others. “What I really enjoy about selling businesses is that it helps bring people together – building a common space where people can shop, meet, or share a meal. That’s something really fulfilling to me – I use my more than thirty years of business experience to assist people with purchasing or selling their business, and those businesses become an integral part of the community.”

best part of my work is that I don’t need to make an appointment to go see any of my clients. I can simply go and visit my clients anytime at their business.

It’s always a pleasure to stop by with a coffee or sit and have lunch at their restaurant. By putting someone in business, I help their dreams of becoming a business owner come true. I could be driving on any street and turn to my wife and kids and point out locations that I have put businesses in. I recognized how proud I am to shape the landscape of my city, and bring so many different people together.”

Sahir originally sharpened his industrious mind in the worlds of hospitality and entrepreneurship. “I’ve been in business all my life,” he recalls. “I’ve owned gas stations, convenience stores, car washes, and several restaurants and bars. I’ve always had a strong background in business, retail sales and food service, and I saw an opportunity to bring together my experiences.” Sahir converged his professional skill sets and set his sights on commercial real estate. In 2010-2012 he was a fully licensed REALTOR® with Century 21, and in 2011, he was recognized as a top producer by winning a Centurion Award. “After years of being a top producer, I went on to open my own brokerage in 2013, specializing in brokering the purchase and sale of businesses and commercial investment properties.

We’ve worked with franchisors, distribution companies, janitorial businesses, hospitality industry, gas stations and car washes, from selling the small independent convenience store to selling a national multi-million dollar business.”

Sahir insists his success is due largely to a hunger for humility and a pursuit of learning. “Over the course of the pandemic, I took a two year course in law and recently graduated and am currently licensed with the Law Society of Ontario.” Sahir is also a licensed property manager and offers services from purchasing investment properties to managing their property and providing legal services. “I love bringing my knowledge back to those who I serve.” When he’s not chasing intellectual excellence, Sahir connects with Markham by supporting his local hospital, sitting on the York Regional Catholic School Board Parent Committee, volunteering as an executive parent member at Father Michael McGivney High School, and serving as a member of the Commercial Committee with the Toronto Regional Real Estate Board. In 2022, Sahir was nominated and awarded as a finalist by the Markham Board of Trade for “Community Relations and Cultural Enrichment” – a distinct award for all of his voluntary service with the Markham Stouffville Hospital, and his deeply rooted relationships in the community. “I believe if you’re going to be the best you always have to keep learning, to better yourself, and always being in tune with the community.”

This penchant for facilitating success across multiple industries is not only an ideal profession for Sahir, but it makes for a remarkable day-to-day existence. “The

To learn more about Sahir Jamal, email bizrealtor@gmail.com or call 416-399-0442

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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TOMMY LAND From mechanical engineering graduate to rising real estate star, Tommy Land’s journey into this industry is nothing short of remarkable. With a mother who has been in real estate for 16 years, Tommy found himself turning to her for advice when the engineering job market didn’t pan out.

Despite initial reservations about following in his parents’ footsteps, Tommy was soon swayed by the opportunity to work under the guidance of his mother. Now over two years into his career, Tommy thrives as a solo REALTOR®, demonstrating an impressive work ethic and commitment to his clients. His primary focus is in Norfolk County, a bustling region in Ontario, although he occasionally branches out to cater to clients in cities outside of Norfolk County. As an ambitious and resourceful agent, Tommy is poised to make a lasting impact on the Canadian real estate landscape.

Tommy’s tenacity and commitment to excellence have quickly set him apart from his peers in the real estate industry. One thing that stands out is his rapidly growing referral business, as clients are beginning to recognize his talent and dedication. “This year is my biggest year of referrals,” he explains. “People are beginning to get my name out there and sell their homes that I sold them a couple of years ago.” With a background in athletics and having been a five-time national champion in track and field, Tommy’s competitive spirit and discipline are evident in his work. He has also become a real estate investor, acquiring five rental units and a piece of vacant land in Port Dover. Tommy has learned how to remodel and renovate homes on his own, gaining valuable experience in carpentry and structural engineering. This unique combination of skills makes Tommy an exceptional real estate agent, allowing him to offer sound advice to his clients.

His innovative marketing strategy has been instrumental in Tommy’s success as a real estate agent. “Every time I go for a listing, I basically create my own listing presentation,” he says. This presentation highlights Top Agent Magazine

his multi-pronged approach to advertising properties, focusing heavily on social media promotion through Facebook and Instagram, with a $500 budget allocated for ads. What sets Tommy apart from his competitors is his dedication to showcasing his listings at their best. He is one of the only agent in his brokerage that stages homes, hires a professional cleaning service to tidy properties before staging, and captures eye-catching photos, videos, and drone footage.

This comprehensive approach not only benefits the seller but also allows Tommy to find buyers through social media platforms.

In the coming years, Tommy plans to continue providing the same exceptional service, no matter where the market leads. “My plan for the future is to keep growing as much as possible,” he explains. He loves that every day is a new day, and he gets to meet all different types of people. “It’s so satisfying to be able to help people with their real estate needs.”

For more information about Tommy Land, please call 519-410-3339 or email tommyland8@gmail.com 35

mailto:mag@topagentmagazine.com

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